Tonight, I was catching up on some shows that we had recorded and one of the incidents in the shows reminded me of something. In the show, a AAA pitcher was worried that a new recruit was going to take his job, so he killed him. Do you know your competition? Are they better than you? In every way? Are you comfortable introducing your competition to any of the people that have helped you get to where you are? Would you ever introduce your clients to your competition?

Think about that for a minute. How weak are you compared to your competition?

Are you like the runner who’s in second place that’s looking back to see if he’s gonna wind up in third rather than concentrating on taking over first place? Or are you in first place running for a personal best knowing that if you set a personal best, no one else will be close?

How about if I answer my own questions?

Do you know your competition?………Yes.

Are they better than you?……….Maybe.

In every way?……….No.

Are you comfortable introducing your competition to any of the people that have helped you get to where you are?……….Sure. They might be able to help the person that helped me creating another IOU with my friend.

Would you ever introduce your clients to your competition?……….Of course! How’s this? “Mr. Client, meet my competition. I’ll let him tell you how much better than me they are. Go ahead.” What is my competition gonna say? I’m right there! So, I follow with, “Oh, I’m sorry. You probably don’t want to say your secrets in front of me.” Then I turn to my client and tell him, “He’s probably gonna call you this week and tell you how much better than me he is. Don’t worry. Just call me and if it’s true, I’ll help you with the transition. If it’s not, I’ll tell him to go away for you. You be the good cop. I’ll be the bad cop.”

If you’re delivering what you promise and you’re promising what your customer wants you can do this.

If you’re not, why not?