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Make The Sale Happen Before Lunch by Stephan Schiffman

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RULE1 Throw out the Ball

The legendary agent Irving “Swifty” Lazar had a motto: “Make something happen before lunch.”

Many people think that, in holding to this motto, Lazar meant that his goal was to finalize a new deal every day before lunch. Something tells me, though, that even with a client list that included such luminaries as Humphrey Bogart, Vladimir Nabokov, Truman Capote, Richard Nixon, Jeanne Kirkpatrick, and many, many others, Lazar probably didn’t close a movie deal or land a multimillion-dollar book contract every single business day of the year. After all, there are at least 250 working days in a year. That’s a lot of books and movies to sell! So what did Lazar mean when he talked about “making something happen”?

Here’s one theory. ...

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