Harper's Rules by Danny Cahill

Author:Danny Cahill
Language: eng
Format: epub
Publisher: Greenleaf Book Group
Published: 2011-01-12T16:00:00+00:00

HARPER’S RULES

Time Kills Deals

This theory is based on some simple notions:

When we truly want something we act.

The longer we wait the more “life variables” we allow.

There is no such thing as ‘I don’t have time’ in the modern world.

“You want to do the honors on the first one, Casey?”

I was happy to jump in. I believed in it utterly. If I had waited passively for my customers to call back when they promised they would, I would never have made my quota, let alone become a top producer.

“Leena, you just found out you have a formal party to attend tonight. You go right to the mall because this is the only window of time you have to buy a black dress. A woman comes up to you in the store, sees you browsing and says, ‘Can I help you?’ What do you say?”

“I would say, ‘No thanks, just looking.’”

“Right. And that would be a lie. You are, in fact, desperate to have a black dress as soon as possible. Why don’t you admit your situation to the salesperson? Because resistance to being persuaded is a given. We push back, even when we want or need something.”

“Every time I call people who have résumés on Monster,” Leena said, “and tell them about a job, they tell me they’re not sure they’re really looking for a job, even though their résumé is on a job board.”

“Every time I get asked out,” I said, “I always say I’m busy for whatever night they first suggest, and I make them find a different night.”

“Luckily,” Harper said, “resistance is no match for desire. When we want something or someone, our senses begin to work sporadically. We think about the object of our desire. Our resistance reminds us to go slow, but all we can see are the possibilities.

“Leena, you and Mark bought a house recently, right?”

Leena is married? She sounds like she can’t be more than twenty-four. And they have a house?

“When did you know you wanted the house?”

“Oh God, the first walk-through. Once I saw the chestnut floors, the wallpaper in the baby’s room . . .”

And she has a baby? Mark Junior at twenty-four . . . I am a total loser.

“And even though you told the realtor you were going to think about it and look at some other options, you and Mark began crunching numbers in the car.”

“Actually, I begged the realtor not to show it to anyone else until I had a chance to work on Mark.”

“Your resistance was being told by your desire that ‘Time Kills Deals.’ And when did you make the offer?”

“Later that day.”

“And did they accept it?”

“No. They counteroffered. After a long, excruciating day.”

“One day is not long, but it seemed long because you wanted it. And how long before you countered successfully?”

“Oh, God,” Leena laughed, “twenty minutes. Thirty years of payments decided in twenty minutes.”

“You did nothing wrong. When we want something, we act.”

Peter was at the juice bar counter munching on a Power Bar.

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