They don’t want you until you don’t need them

Here’s a business riddle. 

What do record labels, tour
managers, booking agents, art galleries, night clubs, museum curators, art
critics, entertainment lawyers, talent agencies, corporate buyers, event
coordinators, casting directors, album producers, angel investors, corporate
sponsors and hiring managers have in common? 

They’re gatekeepers. They control
access to the marketplace. They decide whether a given product will be distributed
by a mass medium. 

The great paradox of how they operate is:

They don’t want
you until you don’t need them. 

Only when you already have everything in place
to attract their interest do they come knocking. 

An entrepreneur friend of mine
has his own theory about this. After twenty years in business, he says that he
no longer makes sales calls. Instead, he creates enough good in the marketplace
to where people call him. 

It’s the law of value attraction. That way,
when the calls finally do come in, it’s a surprise. He actually has to reach
back to answer them, because he’s too busy creating value in the world to
pathetically sit around waiting for that one moment that changes everything. 

Don’t wait, create. Don’t kneel to the tyranny of the gatekeeper,
go build your own kingdom. Act as if they’re never coming. 

And then one day,
when you no longer need them, they will come. And you’ll have the power. 


What key decision maker might be resenting your neediness?

* * * *

Scott Ginsberg

That Guy with the Nametag

Author. Speaker. Strategist. Inventor. Filmmaker. Publisher. Songwriter.

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