Last week:

You should have completed:


  • Decision Process, Step 1: The Company-Specific Flavor of Your Door Opener


  • Earning the Right to Advance: Next Steps Meeting


  • Networking Events

If you didn’t, please take time to do so this weekend so you don’t fall behind.

Next week:


  • Decision Process, Step 2: The Cost of Doing Nothing [Getting Chosen]

Did you know that your biggest competitor is not another lawyer or solution-provider? The most frequent winner is “no decision.” That’s right. In roughly 30% of supposed selling opportunities, nobody wins. Believe me, no firm or lawyer has a 30% market share.

You’ve been there. After all your work, all the calls, research, favors called in, meetings, presentations, proposals, follow-up and expense, the prospect goes dark and silent.

What happened? The prospect decided not to decide. Why? Because they could.

People only make the decisions they MUST make. The perceived impact of a problem determines whether or not the company must make a decision or not. If the cost of doing nothing is unknown, or deemed acceptable, you have no chance to get hired, and you’ll waste a lot of time and effort on meaningless follow-up.

This course is an interactive simulation. You’ll learn by doing as you manage an avatar through a series of “say/do” decisions to progress, choosing from among five responses. For each response, you’ll receive immediate video coaching explaining why that choice was or wasn’t optimal.

This is the second of three core components of the Decision Process, which we encourage you to experience in sequence. However, if you're in the middle of a live sales opportunity and you haven't conducted the Cost of Doing Nothing process, you should learn it and apply it immediately.  


  • Uncovering a Business Issue that Will Open Doors for You [Getting Found]


  • Decision Process, Step 1: The Company-Specific Flavor of Your Door Opener [Getting Chosen]


  • Earning the Right to Advance [Getting Chosen]
  • Networking Events [Getting Found]

The Ready Mode version of each simulation is intended to show you how well you’ve grasped and internalized the concept and process portrayed. That’s why we asked you not to visit Ready Mode until now.

No cheating! You shouldn't revisit the course before attempting Ready Mode.  We’ve intentionally put some time between the skill and the validation. You want to assess how well you’re actually prepared to use the skill in the real world, not how well you can remember preparing for it shortly beforehand.

It’s similar to Practice Mode in that all the video has been stripped out, leaving only the decision choices. Unlike Practice Mode, which allows you to try again whenever your choice wasn’t the optimal one, incorrect choices in Ready Mode result in you having to start over, like a video game. The time limit within which you must make each choice doesn’t allow you time to think about your answer; you have to really know it. The goal is to be able to get all the decision choices correct within the time limit, demonstrating your complete grasp of the concept and process. In the real world, you’ll rarely have time to think about what to say or do next if you want to keep your interactions smooth and natural.