The 10X Rule: The Only Difference Between Success and Failure

by Grant Cardone

For one company I once consulted with, we identified places in which “only practices” could be employed. We discovered that the industry in general struggled with the practice of following up with customers. So we looked at what our competitors would not do and found that none of them would call back clients as they left the store. This led the company to immediately initiate programs during which clients were called back as they drove out of the parking lot. Managers then immediately started calling clients' cell phones as they left the company's premises and asked them to return. If the call went to voicemail, the manager left a message requesting the client to, “Please come back immediately. I have something you must see.” Or the manager would send a text suggesting that the company had something to show the client right away. If there was no successful contact made, another manager repeated the callback program that same day and again the next morning. The results were crazy. Almost 50 percent of the clients returned immediately, and almost 80 percent of those became buyers at that time. Another 20 percent returned as a result of the later calls and increased the sales of that organization to new levels. This is an example of “only practices.”