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As is true of other professionals, a good lawyer can be well worth his or her fees. A lawyer who writes a contract that protects you bypasses the possibility of many future problems by persuading all parties to agree up front. If you are already in trouble, a lawyer can defend you or argue your case in court so that your grievance can be heard and, hopefully, won. By using the selection process outlined above, you should minimize any problems with lawyers and maximize your results. If you don’t have the time or knowledge to invest your capital, you might need a personal money manager. However, you will probably never meet the manager of your mutual fund, and your money is combined with millions of dollars of other investors’ money.

After dinner at the New York Cafe he bathed and dressed himself inone of his cool wash suits and as a rule did not go out again. The room was cool and pleasant. He had an icebox in the closet where he kept bottles of cold beer and fruit drinks. He was never busy or in a hurry. And always he met his guests at the door with a welcome smile. Mick loved to go up to Mister Singer’s room. Even if he was a deaf-and-dumb mute he understood every word she said to him. Talking with him was like a game. Only there was a whole lot more to it than any game. It was like finding out new things about music.

Start by evaluating your current ratio. Track it for a month or two and reality will quickly reveal itself. It may not be as high as you think it is. If yours is higher than 20%, congratulations, you are in the minority. But I will remind you, your objective is 40–50%. Proper execution of your Sequential Model will certainly contribute to doubling your current close ratio. It simply means building rapport and trust as you navigate through the first six steps of your model coupled with the confidence to ask for their business. Customers expect to be asked; don’t disappoint them. They get irritated by reps who fail to complete the sales call with no direct close. You represent a solution to their needs, so the only outstanding issue is to ask them. If you don’t someone else will—and be reward.

For her, nothing is more pleasing than when she receives an unexpected call from a television or radio producer to book her on a show, or when a reporter asks for advice for an article. Whereas others eschew the limelight, she embraces it. Vocationally, it’s an emotional high that gets her adrenaline pumping. Yet she has an endless curiosity for her subject matter and a tireless energy for learning the skills. Although no job is perfect, Messina-Hirsch often labors with joy. Her career has seen many variations, but food is always at the center of the enterprise.

It always feels good to know that you and the work you do are appreciated by others. Unfortunately, compliments tend to be few and far between, whereas criticism is never in short supply. Why is there such a discrepancy? A president of a well-known commercial bank notes, “Every time I tell someone they’re doing a good job, they ask me for more money. Then they end up getting mad when I tell them I can’t give them a raise right now.” Gradually, they started speaking to her more cordially: a simple “how are ya” in the morning without the usual bravado, an occasional sharing of information and, in general, a more relaxed atmosphere at office meetings.