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Time and again, Eric Savage successfully utilized the "pick-their-brains" technique. Whenever Eric ventured into a new area of business, whether it concerned foreign marketing, color printing, currency exchange, brochure writing, media advertising, or some other activity, he would first spend time calling any person he could think of related to that area of business. Eric would then explain to that person that he (Eric) was going to be doing some work in that particular area of business and that he thought this person could provide him with some useful information on that subject. Most business people were more than willing to offer Eric advice and leads. And, whenever possible, Eric would reciprocate by offering information he thought would be useful to that business person. Such reciprocation, in turn, made that business person even more willing to offer information and advice to Eric.
Using the "pick-their-brains" technique, Eric discovered that he could become quite knowledgeable about almost any subject in a short time. In fact, aggressive "brain-picking" was one of the single most important techniques Eric ever learned. For, Eric could aggressively seek out information and contacts concerning almost any area of business and wealth generation. After a few weeks of "brain-picking," Eric would acquire enough knowledge to be able to enter almost any new area of business. The "pick-their-brains" technique is a powerful tool.
The "pick-their-brains" technique can be extremely valuable to a person who wants to break out on his own and start a business. For example, Eric knew a man in his forties who worked as a printer. For years this man dreamed about opening his own print shop. Although this man did not know that much about business in general, he really knew the printing trade. For years this printer only dreamed about going into business for himself. But he had no idea how to initiate any concrete movements towards setting up his own print shop.
Eric then explained the concept of "picking brains" to this man. By employing the "pick-their-brains" technique, that printer now had something concrete he could do. Eric explained to that printer that he should telephone anyone he could think of related to any aspect of starting a print shop. For example, he should call other printers and explain to them that he is thinking about starting his own print shop. He should ask those printers if there is any advice they can give him or any contacts they can recommend. Maybe one of those printers will know of a used press that can be bought for cheap. Maybe another printer would be willing to invest in a print shop with him. Call real estate agents; maybe there is cheap shop space available somewhere. Call banks, accountants, and small business organizations; maybe there is a way to obtain financing. Call the trade organization for printers; maybe they can put one in contact with sellers of used, low-cost equipment; maybe a trade organization can put one in contact with someone willing to invest in a new print shop. Call the Chamber of Commerce, call relatives, and so on. Eric explained to this man that he needs to relentlessly gather information and "pick brains." That printer may not be able to go into business tomorrow, but knowledge will be gained, contacts will be made, and wheels will start turning. In a few months' time, that printer may have found a good shop location, inexpensive equipment, and even finance or investment contacts. In fact, if that printer were to locate some cheap printing equipment and manage a small loan from relatives, he may find himself in the printing business much sooner than he ever imagined.
Although the "pick-their-brains" technique is a powerful business tool, most people have a resistance toward making new contacts. They simply are not used to picking up the telephone and asking someone for advice, especially a stranger. This is difficult to do at first. It can be awkward. A person may feel a little embarrassed. He or she may not ask the right questions at first or may not phrase words quite right. But, that person should just keep pushing ahead. With practice, he or she will become quite good at asking for advice. It will become easier, until it will actually become natural. Initiating new contacts and "picking their brains" is an underlying characteristic of all successful entrepreneurs. They do it constantly and with ease. This process becomes second nature to successful people.
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