I remember Mr. Heward, in our high school science class, teaching us the formula for momentum.  It went something like this:

pm = mv. In other words, Physical Momentum = Mass times Velocity

Momentum is a vector. That means, of course, that momentum is a quantity that has a magnitude, or size, and a direction. Dang, this is making me sound smart!

Let’s break it down to basics. I grew up in a very small town in Northern Arizona. The train track went right by our house. Everyone in our town learned to live with the noise and schedule of the train.

Think of a train getting ready to leave the depot.  In your mind’s eye, imagine that the train is being pulled by an old fashioned steam engine.  Sitting cold at the depot, a steam engine hooked to a few boxcars, seems like formidable objects to merely put into motion…let alone getting it from one station to the next.

The engineers fire up the engine, shoveling in the coal to generate the steam.  The engine smokes, boils, shakes, and comes to life…finally making the initial move forward.  It slowly takes up the slack and pulls against the weight of the coal car, straining at the heavy iron coupling until it suddenly jerks forward, causing the coal car to also start inching ahead…followed in succession by the other railcars.

Bang – Bang – Bang – Bang…After all of these years I can still hear that sound in my head!  Each coupling complains and groans as it’s forced from idleness into action…each wheel grinding metallically on the tracks, every car shuddering and creaking, as the train slowly crawls down the tracks.

Finally, the whistle sounds…Grey smoke and sparks from the stack fill the air, and the rumbling builds in your ears as the juggernaut steadily rolls out of the depot.

Every inch gained by the train takes less time than the previous one.  Soon the feet, then the yards pass by quicker and quicker…until, at last, the train is going full speed and the telephone poles become a blur!

How did such an enormous piece of iron and steel get moving so fast?  It built momentum…slowly, inch by inch in the beginning, then by feet, then yards, and eventually it hurtles down the tracks, ravenously eating up mile after mile!

Now, with it going at full speed, the problem becomes stopping it!  When a train is at full throttle it can take more than a mile to bring it to a halt!  I remember the many car/train wrecks there in Northern Arizona…Stupid people trying to beat the train across the tracks.  Screeching brakes, metal on metal, the object in motion fighting to remain in motion…

When the train first left the station it was hard to believe that it would ever move at all. And then, you wonder how that huge mass of metal could ever be stopped.  p = mv…Mass + Velocity = Momentum.

What is your train?  Are you just starting out from the station? Are you in motion and gathering speed or are you running at full throttle with a full head of steam?  Wherever you are, you need momentum at every step of the journey.

How do the actions you are taking in your business (and your life) compare with the steps required to start and maintain the speed of that train?

I urge you to take the action required to ensure your momentum continues, or
that what you are doing increases your momentum!

Be the juggernaut!  Gain so much momentum in your life that only extreme effort can stop you!

There are innumerable companies out there that promise you can make millions overnight, offering a quick buck with little effort.  Is there any one of us that hasn’t received the obtrusive ads: “Free Information…Make $10000 per month or more!”, “Make millions…Join today!” Just surrender your credit card number….

Don’t these unscrupulous companies understand that we are ordinary, run of the mill people, trying to get by in a cold and callous world?  We work hard and sweat for every cent we earn…and still can’t make ends meet!  Don’t they recognize that our heart’s desire to spend less time chained to our work, and have more time with our family and friends?

Sure they do!  How else could they lure us into their lurid schemes and scams!  They recognize that, in today’s economy, we are so desperate to our lives that we will grab hold of at almost any promised opportunity…even against our own better judgment.

Consequently, you anxiously hand over our hard earned money, and wait for the promised cash to start rolling in…and wait, and wait… and wait. There you are, waiting, having no idea where to start…and even worse, having no one to help you.

You e-mail your sponsor but they don’t respond…  Why?  Because they are in the exact same boat that you are in…abandoned, left on your own with no one to answer your questions or give you some guidance…up the creek, without a paddle!  So, let down, dejected, and convinced that all network marketing businesses are frauds, you quit!  Sound familiar?

All of these beguiling programs have the flashy web sites, fancy banners, and amazing earning statements from self-proclaimed “experts”.  Yet, even with all of this, they are lacking that one, most indispensable, element…Integrity. Without integrity, their claims are nonsense!

Here’s the good news…there are companies out there that do have integrity, with people who are genuinely interested in helping others achieve their goals (I am fortunate to work with one of them). These are the organizations that you want to become associated with!

You see, I know what it’s like to wake up every morning, drag my butt out of bed, and go to a job that I detest to work for someone I despise. For my part, I would prefer making 50 honest dollars a month, than ten times that amount by ripping people off, swindling them out of their hard earned money.

The most successful marketers are the ones who lead by example…who invest their time and interest in the people they recruit. They are always available to answer questions and concerns, share their own personal experience, work with you to solve a problem and even admit that they don’t have all the answers, but are willing to help in any way they can.

These are the leaders that are rewarded with a team of people who are motivated, loyal and dedicated to building a successful business. Who would you rather do…work for  the fat, lazy slob that sits on his assets all day, or the hard working leader who is not afraid to roll up his sleeve and get down in the “trenches” with you to get the job done?

Don’t blow off this information, because those you have brought into your business will become your greatest resource or your utmost liability. You, the leader, have the power to elevate people to levels of success that they have never dreamed of. Through you integrity, you will inspire your recruits to be the kind of person that they have found in you.  Integrity is, as the TV commercial says, Priceless!

The paradox in all of this is that once you dedicate yourself to integrity; commit to help others, and discard the “gimme-gimme” mind-set, you will realize the success that you’ve been seeking all along!  It will just come to you naturally, and, more importantly, you’ll be able to enjoy that newfound success, secure in the knowledge that it didn’t come at another’s expense!

Carpe diem!

* Invest one hour per day in developing your sales skills. Most successful salesmen and saleswomen regularly attend conferences, workshops and participate in webinars and tele-seminars. Considering the fact that the majority of people do not invest in developing their skills, you could quickly out-pace your competition and/or co-workers.

* Make just one more call per day. One additional call per day comes to 260 calls yearly. How many more appointments could you set up with this number of calls and how many of those appointments could you convert into a sale? What is your current conversion rate? What impact would this have on your business?

* Ask one more probing question during each sales call. Before you starting “pitching” your product or service, ask your prospect just one additional, probing, question. This question could give you the added insight you need to more effectively posture your product or service.

* Pause one minute longer than usual before responding to a prospect’s question or request. This is known as a “pregnant pause” and often prods the prospect to blurt out something they had not wanted to say. The secret behind this strategy is that people are extremely uncomfortable with silence and will begin talking to fill the “dead space” in the conversation.

* Address their objections one more time before giving up. When faced with objections, too many sales people give up one question before a sale is made. I’m not suggesting that you beat or badger your customer in order to close the sale. I do, however, recommend that you address each objection one more time before giving up.

* Send one more email to the prospect who has been sitting on the fence. Sometimes, people need that encouragement or gentle prod to move forward. Many times, they are occupied by other priorities and projects and are not focused on your solution to their problems. Gentle reminders are often appreciated; providing you don’t follow up too frequently (you may be perceived to be pestering them). Even though they may not be ready to make that particular buying decision, this method will help keep your name in their mind.

* Suggest one more business tip to help a customer improve their business. Focus on learning more about the particular challenges they are facing in their business. Offer solutions that do not include your products or services and your customers will begin to see you more as a partner than a seller. This builds confidence and trust.

* Go into the office one hour early. That extra hour first thing in the morning can be the most productive time of the day. You have a better chance to reach decision-makers, there are fewer distractions and, most often, you can often get more done in those 60 minutes than you can in the next several hours of the day.

* Read at least one great business book per month. Increasing your knowledge will help you be more successful. Read books, related to your industry, that will help you develop skills in that particular niche.

Although it is a small number, like I mentioned before, “1” can make a significant impact to your bottom line. Depending on your business, by the end of the year, one extra sale, every day, week or month, can make a significant impact on your sales.

So, the next time you think about giving up on a prospect, consider the fact that you might be just one phone call, email, or question away from making the sale.

The incoming administration has stated that in his vision, “Only government intervention can end our Economic Woes”. I thought that the former president, Bill Clinton, said “The era of big government is over”…

President-elect Obama’s vision makes me think of the words of the late president, Ronald Reagan, when he quipped that the most terrifying words in the English language were: “I’m from the Government and I’m here to help.”

Modern norms, I’m told, places no stigma on accepting government assistance. That it’s not a ‘hand-out’…it’s merely a ‘hand-up’…The same kind of people are telling me that I’m now supposed to call fish, “Sea Puppies”.

As a small businessman, “government aid programs” terrify me. Maybe it’s my upbringing or my fierce, independent, “Westerner” mentality, but I’ve never believed in asking anyone to pay my way…nor to do my thinking for me.

Let me give you an illustration of what I’m thinking…
I was raised in Arizona and spent a lot of time on my grandparent’s farm. If you were to have gone out to the barnyards, milking sheds or haystacks, you’d have found a horde of cats. Barnyards have a propensity to breed a lot of mice and if you don’t have to have cats to control them, they will ruin your business. These cat’s served a purpose and we had an agreement with them…they stayed out of our way, and we left them alone to do their job.

If you were to come to my house today you’d notice my family’s pet cat curled up on his fancy bed in front of the fireplace. He is old, fat and lazy. If a mouse were to run across the floor in front of him, he would hardly move a whisker. He’s fed whatever he wants (and has even learned to stand on his hind legs to point at the refrigerator when he wants to be fed). He has become completely dependent on us. If we were to leave him in the wild, Kitty would starve to death.

Now, those barnyard cats, on the other hand, were never fed. They fended for themselves and did a damn fine job of it. They could spot a mouse, poking their nose out of a pile of manure from a hundred yards away…all they needed was room to grow and a chance to operate. I admit that they may not have been as fat and sassy as our house pet, but they were, in many ways, healthier. They didn’t have to rub up on anyone’s leg for a hand-out nor rely on anyone for their survival.

I know that there will be a lot of small business owners that will disagree with me, that will say, “I’ve paid my taxes for years, it’s time I got something in return.” That’s the whole point…that’s what’s wrong with this proposal. As Uncle Sam starts giving out more and more goodies in hopes that more and more of us will love him, it will destroy the entrepreneurial spirit.

Because we are human, people will start playing in a selfish game of one-upmanship, trying to grab a bigger portion than his competitor, in an attempt to get more out of the pot than they may have put into it. It has a propensity to turn us into a pack of snarling, hungry dogs, following the latest handouts, grabbing for what we can and to hell with anyone else. We will beg and fight and prostitute ourselves, taking charity, fooling ourselves by calling it by a sweeter name and be eternally surprised that it is never what it was touted to be.

Reagan famously said, “Government is not the solution, it’s the problem.” The incoming administration is saying that, “Government is the solution and, in fact, the only real solution to the crisis we’re experiencing today. It’s not just a matter of fixing the economy. It’s a matter of fundamentally moving the economy in a new direction. And government, not private enterprise, has to take the lead.”

You can call me old fashioned if you want to, but I would rather be associated with those self-reliant barn cats, than the fat, old beggar in the house.

Am I facing challenges myself? Some of you know that my mother passed away, about a year ago. I had the responsibility (and privilege) to have cared for her during the last month of her life. I was forced to neglect my career and my family life along with my personal goals in order to give her the comfort and service that she needed. Will I ever be able to make up the time that I have lost? I doubt it. Do I regret it? Absolutely not!

I love the opening line in the book, ‘The Road Less Traveled’ by Scott Peck. “Life is difficult.” But he goes on to say, “That life is only difficult for those people who expect it to be easy.”

You ask yourself, “Why do some people have it easier with more money, better relationships, successful careers, a lot of playtime and travel? Why do I struggle to pay my bills and balance all of the requirements as a parent, business owner or employee? Life is not easy, difficult, enjoyable, demanding, worthwhile, or any other adjective you can come up with. Life is just…well, it’s just what it is. Wanting it to be something other than what it is, is nothing more than wasted energy.

Would you be willing to trade your eyes and the ability to see for one million dollars? How about your hearing or the ability to walk? Would you be willing to trade your freedom for a debt free life? I seriously doubt it.

For years I have struggled with a simple question…why are some of my peers, friends and even family members better off financially than I am? I have been in the speaking, training and writing business as long, or longer, than they have. Am I not as good as they are? Don’t I work as hard as them? I believe that I’m as smart as they are and I work as hard as they do. Why are some people happier than I am?

Please understand that I am not whining, wallowing in self pity… just questioning. I have had a good life and career. I love what I do so…so, what’s the difference.

What I have learned after thirty years of questioning is that the difference is in your outlook, focus, acceptance, effort, patience, gratitude, self promotion and trust. Each of us receives what we have earned. Each of us gets to keep what we deserve. Each of us loses what we no longer treasure, value, or take for granted.

Now, I can’t speak for you, but I can tell you, from my personal experience in life, that I am finally coming to grip with one of life’s critical components which is that everyone is blessed with their own challenges and everyone will react to them differently and handle them in their own unique way. Some will handle their problems with poise and dignity, while others will seethe and fume in rage, placing the blame on anyone but themselves.

I actually hope that you always have challenges in your life; be it your career, financial, relationships, or perhaps even a health challenge. I am not wishing poor health on anyone (God knows that I’ve had my share)…we don’t always get to choose which challenges come into our lives, but we can always choose our responses to them.

What difficulties are you currently facing in your life? Would you trade your children to have them removed from you’re life? (Well if your kids are teenagers your answer might be yes!) Would you trade all of your friends and family for a life of solitude? Would you trade your precious last moments with a dying loved-one for financial independence and wealth? You see, each of us has been blessed with those circumstances to help us grow in the areas of life where we most need the growth.

The secret to a serene and joyful life is to recognize that you have challenges in your life for a purpose…to help you grow. Do you remember Bill Murray’s character in “Groundhog Day?” If you choose not to learn from your challenges, you will remain stagnate, mired in consequences that are doomed to repeat the same challenges again and again.

Relish your challenges. Thank God for them. Learn from them. Use them to grow and embrace the next one with gratitude and eager expectation!

“Success is peace of mind which is a direct result of self-satisfaction in knowing you did your best to become the best that you are capable of becoming.”

As Coach Wooden said, your very success is a direct result in knowing that you did your personal best to become the best that you’re capable of becoming. It’s up to you…Not your Trainer, Team Leader, Manager, or the company. Your outcome will reflect how you become the best you’re capable of, by the degree to which you do your best at learning and following this training. It’s about taking personal responsibility for your own future.

My mentor, Cavett Robert, founder of the National Speaker’s Association, echoes Coach Wooden’s definition stating, “Success means doing the best we can with what we have to offer. Success is in the doing, not in the getting; in the trying, not in the winning. Success is a personal achievement, reaching for the highest that is in us, becoming all that we can become.”

How committed are you to doing your very best…becoming all that you can be?

Again, quoting Cavett Robert, “If you always do what you’ve always done, you’ll always get what you’ve always gotten.”

If you expect things to change, then you’ve got to be willing to change.

Make a commitment today to make changes right between your ears. You most likely have several years of accumulated “garbage” in your mind that needs to be discarded. Start today by replacing all of that “negative scarcity” neuro-programing with a more empowering “positive abundance” programing.

Mark in your day planner that today, January 1st, is a “new beginning”, and start your life anew.

Wishing you a Prosperous 2009

During this quiet time, after the hustle and bustle of holiday wonder, it’s often a perfect opportunity to start planning for the New Year. Here are my tips to make this process work for your business:

1. When was the last time you wrote down a business plan and had a really good look at all the facets in your business? For a lot of us, this was way back when we started (or never). The New Year is a great time to do this as most people are fairly quiet during Christmas and the first couple of weeks of January. Why not use this time to take a look at your business in detail – not only within your business, but outside of it as well?

2. Take a really good look at where you want to be by this time next year. It’s really easy to wander aimlessly around taking each day as it comes, but if you work out what you want to achieve, you’re much more likely to get there.

3. If you already know what you want to do, think about whether it really makes you feel motivated and gets you out of bed every morning. Many people have goals, but aren’t really that concerned about achieving them. If you’re truly passionate about your goals, you’ll move heaven and earth to reach them.

4. Don’t forget to write your goals down! An unwritten goal is only a wish. Committing them to paper means you’re much more likely to achieve them than simply keeping them in your head. Tell your family and friends about your goals and get them to ask you what you’re doing to realize them. Is there any better way to keep you motivated and accountable?

5. Planning for the New Year is much more than just deciding what you want…once you’ve got goals that make you feel passionate, jot down exactly how you would know if you’re on the right track to reach them.

6. Remember that although 2008 has gone really fast, 12 months is in actuality a long time and, as you move through the year, you’ll need to keep motivated in working toward what you desire. Plan special rewards for yourself as you check off activities that show you’re working towards your goal, tell others about your accomplishments and get your family, friends and contacts to ask you how you’re getting along and when you achieve your main goal, give yourself an enormous reward.

7. Keep the number of goals small – it might be realistic to achieve 8-10 during the year, but you may struggle with any more than that.

8. As well as what you want to achieve for your business, remember to take a good look at what’s going on with your personal life as well. The New Year is a great time to see what’s happening with your family, personal growth and spirituality. This is a time for introspection and renewal. Life’s not all about business; you may want an occasional break!

9. Finally, remember to have some fun when you’re planning for next year – many of us forget that it’s our business…you can do exactly what you want with it…running it is supposed to be fun.

Have a great 2009!

Your attitude determines it all…

We’ve all heard the half full or half empty glass philosophy…they are the same, and yet, vastly different.

You have the ability to transform your life and reach new pinnacles of fulfillment and success. Whether your attitude currently is negative, positive or completely disinterested, you are able to take control of your life and free yourself! Everyone has that potential, the unfortunate thing is that most people go through life and never realize or take advantage of it!

Let’s put first things first…you need to visualize what you truly desire. These are the dreams that we all have. Unfortunately, most of us leave them as just that…dreams, hazy wishes. Never developing to their full potential.

The next thing that you have to do is picture yourself in your dream setting…envisioning yourself getting there. “I can”, “I will” and “when I am” are the things you have to say, rather than the negative versions, “I can’t”, “I won’t” and “if I could”! Don’t worry falling into that more negative category…the good thing about attitude is that, with a bit of time and practice, you can learn from your mistakes and train yourself to have a positive attitude.

Alright, you’ve told yourself that it is going to happen; now you have to talk about it. By doing so, you make yourself accountable by putting yourself under a little pressure to make it happen!

If your dream is to live on the corner “Easy Street” and “Richman Avenue” but are currently in debt, realizing that this dream is not going to happen overnight and may even take a few years. Please don’t lie to yourself by going around saying you are going to be a millionaire by next Thursday! Don’t set unrealistic targets that are detrimental to your cause.

It’s important to realize that attitude isn’t everything…it’s simply the first thing! Remember, action is going to be the thing that actually gets you there…your attitude will determine how fast your pace will be.

You are the architect, the contractor and the underwriter of all your life’s endeavors. So, when something doesn’t go your way, the first place to look is within. If things go south, as they sometimes will, you have got to ask yourself what you could have done differently to have gotten a more positive result. After this introspect is done, you will then (and only then) look for any external issues that may be screwed up as well.

All of us have fears; I don’t mean mundane things like being scared of the dark or spiders etc.  I am talking about fears dealing with success. For example, there could be something that you haven’t learned to do yet, and you fear that you may fail. Remember, if you don’t try you fail anyway, and if you do sometimes fail then success is that much sweeter because you actually had to get over obstacles to get to the end result. Babe Ruth said it this way, “Every strike is one step closer to a home run.”

In summary, illustrating my point let me show you something interesting that I learned from my mentor, Cavett Robert:

“There are 26 letters in the alphabet, A = 1 and Z = 26 working on that basis we assign a number to each letter of the word attitude and add them up:

A(1) T(20) T(20) I(9) T(20) U(21) D(4) E(5) = 100…100% Attitude!

Having a 100% positive attitude helps you to achieve more for yourself.  Envision what you desire, take action to make it happen, overcome your fears and keep plugging away. Remember, that the mighty oak tree didn’t get that big overnight; it started as an acorn, a dream, and steadily grew into its stature. You can learn to train your mind, and over time you will learn how to develop and maintain a positive attitude. ”

Learn at your own pace, and develop your own mindset to be the best you can be…all you have to do is take that crucial first step.

Even with its unprecedented growth, Mobile Marketing in the US is still a relatively new concept. It first appeared on the global stage at the end of 1992 and since then marketers have never looked back. United States marketers should start preparing themselves now for this new frontier in Marketing. Marketers can reap huge benefits for their companies by leveraging this emerging channel, which has proven to dramatically increase brand awareness, product sales, response rates and ROI. Marketers now need to learn how to break through the mobile marketing threshold and engage their customers with this channel.

Mobile marketing is not about picking up the phone and calling your customer at their office or home. It’s about reaching out to the customer on their mobile device—anytime, anywhere.

Mobile marketers from companies like Denny’s, Best Western, Harley Davidson, McDonalds, Microsoft, Wal-Mart, Coca Cola, Ace Hardware and others are running successful mobile campaigns to connect and update their prospects and customers on company offers, events and specials. The most popular mobile campaigns include coupons, contests, discounts, etc. This content is delivered via permission based SMS (text messaging). Through these campaigns, mobile marketers build a viral database community that welcomes their messages. It is actually not unheard of for mobile marketing campaign participants to reply with an enthusiastic “Thank You” after receiving a mobile marketing message.

There are some marketers that believe we should shun mobile marketing, throw up the privacy flag, discount it, say MM is fluke and that it will never happen, but when you look at the real numbers you’ll see that it IS happening. It is at our doorstep and coming over the threshold. Marketers that use this mobile channel wisely and properly (i.e. get permission first, timely, added value, and target their niche with relevant messages), will have a very successful 2008.

Here’s a case study that took place at the resort hotel I stayed in: I had an all inclusive package, so the staff and waiters weren’t trying to sell us anything. Instead, the wait staff were trying to raise their tips (although tips were supposed to be included as well). Here are five of the things they did and how these things relate to your own marketing and how to increase your sales:

First…They offered unbelievable service! I have to say this about my many visits to Cancun, I’ve really never have any bad service and this stay wasn’t any different. Staff members offered me a drink as we came into the lobby and they were constantly circulating around the grounds of the resort, collecting my empty glasses or plates and asking me if wanted a something else to eat or drink.

Unbelievable Service! I know that this sounds like a duh. So why is it that so many businesses don’t give it? Take a hard look at the service your business is providing to your customers and determine if it’s as good as it ought to be.

Second…They were fun! In one of the 3 restaurants in the hotel, the chefs put on a show. They prepared and carved all sorts of fruits, in artistic ways that I never thought possible and sang for us while they were doing it and we never went back to our room without there being a “sculpture” displayed on our bed made out of towels and wash cloths.

People love to be entertained…and this applies to your marketing. The worst thing you can do is to be boring. When you’re boring, your prospects and clients turn you off. Once that happens, stick a fork in it, you’re done. If they’ve stopped paying attention, you won’t sell anything to anyone. On the other hand, the more entertaining you are, the more they’ll listen to you and the more they listen, the more likely they’ll buy from you.

3. They asked for the sale. Here in the United States, restaurants usually put a tip jar on top of the check-out counter by the cash register so you can drop something in it on your way out. They sometimes go out of their way by putting a cute little sign with a smiley face (oh, how I hate those smiley faces) on the jar encouraging you to leave a tip. But not in Cancun! At Kelly’s Sports Bar, in the Avalon Grande, the bartending staff announced that if you had a good time, you should thank them by giving them a tip…and then they walked around the bar themselves, standing in front of you with the “jar” for their tips. HOW’S THAT for asking for the sale!

How many times do you put the “tip jar” on your counter hoping for the best? For the greatest results, you have to make it clear what you want your prospects to do next. Ask for the sale!

4. They used social corroboration. While they stood there in front of you with the tip jar, they also had a running commentary about how much (or how little) this person, or that guy, was putting in the jar…and they did it loud enough that everyone in the bar could hear. You would hear comments like: What are you, a cheapskate?” or,” Come on, is that the best you can do? You get the picture. It was effective, too! Without the running commentary of shaming us we most likely wouldn’t have put that much into the “jar”.

Now, while I wouldn’t recommend this method of shaming your prospects into making the sale, using social proof is always a good idea. I do it by showing my prospects how many other people are doing business with me and the reason that they are doing it. If you have a lot of satisfied customers and you tell your prospects that fact, it adds to your credibility. People want to do business with successful, busy people. If you’re not busy, there’s always that nagging little worry in the back of your prospects’ heads that you don’t know what you’re doing. Give them corroboration.

5. They made it easy to tip. Dollars, Pesos, Euros, whatever…they take it all! They make it easy to tip because they’d accept whatever you offered.

I’m always amazed at how difficult it is to do business with some people. The signs on the cash register says, “No checks or credit cards…Cash Only!” That eliminates about 50-60% of the buying public. Make it easy for people to do business with you and you remove one more reason for them to say “no.”

I’ll see you in Cancun!