Another way to express this was articulated by a gentleman who may never have realized what a profound thing he was saying. He was talking about being philosophical when cold-calling strangers for business. He was advising his audience on how to cope with rejection. When JoAnn and I heard this, we absorbed it differently. We’ve never made cold calls and don’t plan to, but his words struck a chord. He said, “The more detached you are from the outcome, the more attached the outcome becomes to you.”
The more you say it, the more it hits you. In Las Vegas, they say scared money never wins. In boardrooms, they say you can’t get to yes unless you are prepared to accept no. The more detached you are, the better your chance for success. Clients hire us because they are too close to the result. They are emotional. They are involved. They hire us for the detachment. That’s one of the services we provide. That is not to say we don’t care for our clients. We do. Sometimes I think we care more than our client does. But detachment allows us to care without jeopardizing the potential result. The monkey is off our back, because we are putting our clients first, and that is the best thing we can do.