A gumball machine has 100 gumballs - 97 red and 3 green You would need to turn the machine up to 100 times to guarantee all the green balls are. Every red ball you remove from the machine you become one step closer to finding a green ball. If you were to change what's in the machine, by either adding or removing red balls, you would alter the LOA of finding the green balls.

This is just like working your territory in the field. You have 100 people, many will be no's and 3 will be yes'. It's important to maintain the attitude that every no is one step closer to a yes. Never change the territory or your pitch or you will change the LOA and have to start over again.

The difficulty is that you cannot look into the field in the same way you can the gumball machine and see where the positive people are, you have to keep blindly turning knowing your ratio will kick in.

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