#04 DFQ - The Uncheck Paradox
Posted on November 6th, 2006 by MichaelLesson
4
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Yesterday we looked at checkmate and check. Today we’ll complete the newsell model and look at uncheck.
Uncheck
Uncheck is whenever it is not possible for the customer to say NO or YES because their attention is simply not on your offer. There is no contact with the customer. Uncheck is whenever you are not in contact with a customer or prospective customer (like now while you are reading online).
Uncheck is the state of the customer’s brain when it’s not possible for the customer to say YES or NO. Uncheck is the state of the customer’s brain when it is just not attending to your offer.
Therefore, in business, uncheck is any moment when the customer cannot say either YES or NO because he or she is not, at that moment, in check from a salesperson. This is a staggeringly high percentage of the time!
Uncheck is most of the business week. You are in uncheck when you are carrying out all the routine chores of business that are necessary to keep you in business. You are in uncheck when you are programming a computer or seeing your accountant or arranging finance or talking to your lawyer. Uncheck is relocating the office, record-keeping, writing reports and attending sales meetings.
Uncheck is any time that does not include a customer contact like doing research, buying stock, driving around the territory, listening to motivational tapes, hiring and training - all uncheck. In show biz it’s learning lines, rehearsals and waiting tables.
Most of the time, we are in uncheck. Uncheck is needed for the groundwork, the preparation, the foundation and maintenance of your business or career.
The paradox of uncheck is this: while you cannot build a business without uncheck, you cannot build a business with it!
#04 DFQ (Daily Feedback Question):
We are using repetition to build a pattern in your brain (habit), so once again, guesstimate how many times will you escape from uncheck to check, tomorrow (the next 24 hours)?
July 12th, 2010 at 10:28 am
At least 5 times.
June 21st, 2010 at 3:05 pm
20 times
June 3rd, 2010 at 11:05 am
I think around 20 times
June 3rd, 2010 at 10:35 am
Not working tomorrow so spending most of the weekend in uncheck (filing paperwork at home). Wish I could get my builder to “check” though!
June 2nd, 2010 at 2:40 pm
20
May 31st, 2010 at 9:11 pm
20
May 31st, 2010 at 12:16 pm
Depending on the area of my thoughts and problems to solve. However on average, 10 times.
May 31st, 2010 at 10:55 am
20
May 1st, 2010 at 10:34 am
i have to be uncheck first but that will lead to hopefully 5 checks.
April 30th, 2010 at 5:25 pm
13
April 20th, 2010 at 5:48 pm
10
April 16th, 2010 at 1:53 pm
100 email message have now been sent to my clients today.
a number have responded and purchased my offer.
January 25th, 2010 at 12:50 pm
3 times
January 6th, 2010 at 6:57 am
10
January 5th, 2010 at 5:04 am
5 times
December 9th, 2009 at 7:12 pm
2 times.
November 23rd, 2009 at 8:41 pm
3
October 23rd, 2009 at 8:08 am
I will escape 7 times
October 6th, 2009 at 9:42 am
3…
September 19th, 2009 at 1:13 am
2 times at least. Thank you.
September 16th, 2009 at 1:37 pm
Approximately 2 times a day.
August 31st, 2009 at 11:48 am
Looking at my client and prospect base, I’ll be getting 4 more contacts today.
August 28th, 2009 at 11:37 am
0 - I am building weekends OFF into my processes and tomorrow is Saturday
August 25th, 2009 at 4:23 am
2 times
August 12th, 2009 at 2:02 am
x 10 at least
July 23rd, 2009 at 12:24 am
I have to be in uncheck to prepare some stuff. After that, I hopefully will check about 15 times.
June 4th, 2009 at 3:17 pm
2
June 4th, 2009 at 10:29 am
Zero, should be 20-30 but I just not in that place.
June 2nd, 2009 at 10:49 am
Clearly there is a need to be focused in both modes - checked/unchecked. The unchecked must have a focus on the checked. In the next 24 hours - at least 10
May 28th, 2009 at 1:00 am
I will go for an increase from 12 to 16 times! Preparation is necessary, but not sufficient to build a book of business. Client contact supplies the the next necessary step. It, too, may not be sufficient, but clearly, nothing happens without it.
I’m amazed at how much of my day is spent in a position in which clients are likely in “uncheck.” I think of Dan Sullivan’s (Strategic Coach) concept of the “No Office Solution.” The idea is that if you are sitting in your office, you are distracted from the work that is necessary to bring in customers and for which you are paid the big bucks. Don’t keep an office so you won’t be tempted to hide.
May 3rd, 2009 at 3:01 pm
10, now that I understand exactly what uncheck to check is
April 28th, 2009 at 2:03 pm
in excess of 40 i would hope.
April 5th, 2009 at 11:35 am
One more day of the show, around 300 check/uncheck situations.
March 11th, 2009 at 11:12 am
I’ll be in uncheck all day–because I’m in the process of building/staring my business. The systems are not up, the web site is not done, the content hasn’t been completed….etc. So, I’m in perpetual uncheck until I get the basic systems in place to get the message out to a customer that will create check.
I’ve got some parts of the system in place that would allow me to contact a customer or get a message out to a customer. But, I couldn’t support or manage the process. It would be a very unprofessional mess of a process
March 11th, 2009 at 1:41 am
great pattern to firstly recognise in our business. Now we can escape and shift from uncheck to check. I will begin today reviewing quickly all my areas of uncheck and begin tonight by giving some free coaching to someone WHO HAS WANTED but i have delayed…. So now i will move as experiments to check. I will begin to totally review how i approach my work from time wasting to actual work.
March 8th, 2009 at 8:43 pm
I am just starting some sales activity and starting my part-time business so again tomorrow will be 3.
March 2nd, 2009 at 7:58 pm
uncheck more than check
March 2nd, 2009 at 1:35 am
10-12
January 26th, 2009 at 2:33 am
10
January 12th, 2009 at 12:48 am
Write articles think of its effect on my current strategies then check and uncheck again some 4 hours each day to refresh my mind to move forward.
Thanks
Erik
January 6th, 2009 at 8:18 pm
hmmm..
planning on doing 4′ish hrs market research tomorrow,
and everytime I ask a q and note the response I am ‘flicking’ check/uncheck switch.
1000+
December 26th, 2008 at 5:49 pm
zero
it’s the weekend 26 Dec boxing day …
however, will use weekend to plan to increase checking for more checks
December 17th, 2008 at 7:58 am
15
December 4th, 2008 at 4:25 pm
3 times.
November 27th, 2008 at 8:26 pm
I will move to uncheck to check 10 times in the next 24 hours.
November 27th, 2008 at 11:24 am
5
November 2nd, 2008 at 11:44 am
One
September 6th, 2008 at 3:42 pm
6 times
August 18th, 2008 at 1:40 pm
10
July 4th, 2008 at 10:27 am
5 times
May 18th, 2008 at 7:00 pm
30 times
May 13th, 2008 at 5:29 pm
20 times
May 9th, 2008 at 5:37 pm
30
April 15th, 2008 at 11:45 am
IT’S EASY TO REMEMBER 10x , SO I WILL MOVE FROM UNCHECK TO
CHECK 10 TIMES.
April 7th, 2008 at 1:35 pm
50
March 24th, 2008 at 7:28 pm
Again I think it may be only one, but a very big one.
Otherwise there are other clients to work with. How does check and uncheck relate to consulting when once you have sold you must than deliver the work?
March 17th, 2008 at 10:21 pm
30+
March 11th, 2008 at 11:24 am
>25
February 18th, 2008 at 11:33 am
as many times as possible
January 23rd, 2008 at 11:39 pm
5 times
January 23rd, 2008 at 8:51 am
I really wish I didn’t know what uncheck was!! Tomorrow I will go from uncheck to check 4 times.
January 9th, 2008 at 2:22 am
Still, as many times as I get a visitor (customer) to my landing page.
(But, I have no active websites - yet)
January 8th, 2008 at 8:19 pm
3 times
December 24th, 2007 at 8:24 am
Tomorrow’s Christmas Day, but I will have the opportunity to go into check at least twice….
December 10th, 2007 at 7:45 am
Shooting for 10, with one solid check under my belt already today. And I thought I was just going for a run.
December 9th, 2007 at 6:54 pm
20-30x
December 9th, 2007 at 4:38 pm
MAX.10X
December 2nd, 2007 at 9:27 pm
10 times - 3 face to face, 7 by phone
October 18th, 2007 at 5:06 pm
3
October 8th, 2007 at 2:53 pm
as many as i can
October 4th, 2007 at 5:27 am
1
September 28th, 2007 at 6:40 am
25 times
September 25th, 2007 at 3:24 am
0
September 24th, 2007 at 8:04 pm
3
September 24th, 2007 at 7:03 pm
3
September 24th, 2007 at 1:04 pm
6
September 24th, 2007 at 12:12 am
as often as I cn reach someone
September 23rd, 2007 at 9:38 am
5
September 23rd, 2007 at 2:34 am
once
September 22nd, 2007 at 11:03 pm
1
August 28th, 2007 at 5:16 am
2
August 22nd, 2007 at 3:46 am
20 as I did yesterday
August 9th, 2007 at 2:46 am
About 7 times
July 31st, 2007 at 6:57 am
Somwhere around 50 times.
July 29th, 2007 at 10:02 am
0
July 20th, 2007 at 6:37 am
5
July 1st, 2007 at 5:02 am
I’ll ask ten people how they are.
June 29th, 2007 at 11:49 am
Being end of month only once!
June 26th, 2007 at 7:10 am
4
June 19th, 2007 at 6:52 am
3 times
June 12th, 2007 at 12:45 pm
10.
May 30th, 2007 at 1:17 pm
At least five times.
May 28th, 2007 at 11:43 am
I am not even ready to go to check with a customer - as my business idea is still all in the ‘uncheck’ phase!
May 7th, 2007 at 1:31 am
7 times
March 26th, 2007 at 12:55 am
Since my current work involves heavy customer contact, I will go from uncheck to check, on an average 35 to 40 times a day.
March 4th, 2007 at 8:17 am
2
March 1st, 2007 at 12:53 pm
Hopefully >5!
February 16th, 2007 at 11:46 pm
12
January 18th, 2007 at 7:07 am
10 times