I’m limited by my experience and observations in creating these models, which is why I try to present them as personal to me and why I clarify that models aren’t supposed to be right, just effective in their purpose (remember a model is a simplified representation for a purpose). If a model of mine doesn’t serve your purpose, you can change it, drop it, or create a new one that achieves your purpose.

Overall, my purpose of this series isn’t to have people adopt my models verbatim, though they work great for me and I hope the adopt as many as improve their lives, but to give readers the ability to change their beliefs as often as they like.

On a personal note, I appreciate learning where my models break down to help me refine and improve them for me.

In my mind, there are people that are just not happy people. Some people love to argue. Some have to stay on the phone with me and object to everything I say as part of their job. Some just don’t want to go back to work. And a ton of people I talked to loved to talk and object to what I had to say, and no matter how logically and persistently I battled them down, they wouldn’t go on to make a move or even settle on an appointment date and keep it. I remember in one job on Wall Street, (complete boilerroom), our firm refused to coldcall in wussy states like New Hampshire because the people there were too nice and polite to just say no, and instead gave us the wimpiest objections again and again. If a seasoned salesman with a decade of experience is going to tell me that, I am tempted to believe him.

Maybe my mind has been beaten and jaded from all the coldcalling, but I just want to put this out there. It probably helps to use your model and treat objections like unmet needs that I can help, but in other instances, I found it better to just hang up and try someone else.