When he was relatively new in the car sales business, he was struggling a bit. He was paying his bills, doing OK, but he wanted to grow his business a little bit more. When he took his job at the dealership, he had promised the owner, “I won’t get my sales from people who walk in the door. I will bring my sales in on my own.” So, as a result, he was having a hard time. He was struggling to get enough business because he didn’t benefit from any of the walk- in traffic that that dealership had. One day, Joe went to a funeral. It was a Catholic funeral, and he saw that a lot of mass cards were being given out to the attendees. In fact, there were enough mass cards for everybody at the funeral. Curious, he went and talked to the funeral director and asked, “Hey, how in the world do you know how many mass cards to print? ’Cause if you print too many, you’ve got to throw them away. If you don’t print enough, not everybody’s going to have one.” The funeral director said, “You know what? Most funerals, it always comes out to about 250 cards that I need to print. So, I get 250 printed up for every funeral, and we almost never run out, and we hardly have to throw any away because, usually, about 250 people show up at any type of funeral.” Weeks later, Joe went to another funeral and asked the funeral director the same question. The funeral director gave the same answer: “Oh, we print about 250. That’s how many cards we have in order to make sure that everybody gets a card, and we don’t have to throw that many away.” Then Joe went to a wedding and asked the minister about attendance. “You know what?” the minister said. “We have about 500 people show up at most weddings. We’ve got 250 on the bride’s side and 250 on the groom’s side.”
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