Richard Robbins - Deliver the Unexpected: and Six Other New Truths for Business Success

Praise for Deliver the Unexpected

Richard's insights are exactly what entrepreneurs need to read to transform their business in today's new reality.

Margaret Kelly, CEO of RE/MAX International

Much more than just a fascinating story and much more than just a book on success. Be ready to come away with a knowledge of the principles that will help you take your career and income to a whole new level.

Bob Burg, Co-author of The Go-Giver and author of Endless Referrals

This is a terrific bookentertaining, insightful, and fast-moving. You learn a series of proven, practical methods and techniques to help you build and run a more profitable business.

Brian Tracy, Chairman & CEO, Brian Tracy International

Anyone can beat up on common wisdom. The trick is building something better in its place and Robbins has done itbig time. Highly recommended.

Michael Port, Author of The Contrarian Effect: Why It Pays (BIG) to Take Typical Sales Advice and Do The Opposite

Deliver the Unexpected is an absolute must-read for any entrepreneur serious about changing the game.

Robin Sharma, Author of the #1 bestsellers The Leader Who Had No Title and The Monk Who Sold His Ferrari

Good news: Spending time with Richard Robbins's new book, Deliver the Unexpected, isn't work. This fictional parable makes ingesting a dose of well thought-out career advice no work at all.

Phil Soper, President & CEO, Brookfield Real Estate Services/Royal LePage

An absolute must read if you are serious about succeeding in a very different world.

Mike Green, Managing Director, Harcourts International

Deliver the Unexpected is a perfect combination of education, inspiration, and entertainmentcertain to increase not only your business acumen, but also your personal happiness.

Martin Perelmuter, Co-Founder/President, Speakers' Spotlight

Robbins taps into the missing success in work and life as he reveals thought provoking new truths: life-changing insights that transform work and personal lives.

Elaine Chin, M.D., M.B.A. Founder, Executive Health Centre and Medical Contributor, Rogers Media Group (Macleans, Chatelaine, Canadian Business, CityTV News)

Cover design: Michael J. Freeland

Copyright 2013 by Richard Robbins. All rights reserved.

Published by John Wiley & Sons, Inc., Hoboken, New Jersey.

Published simultaneously in Canada.

No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means, electronic, mechanical, photocopying, recording, scanning, or otherwise, except as permitted under Section 107 or 108 of the 1976 United States Copyright Act, without either the prior written permission of the Publisher, or authorization through payment of the appropriate per-copy fee to the Copyright Clearance Center, Inc., 222 Rosewood Drive, Danvers, MA 01923, (978) 750-8400, fax (978) 646-8600, or on the web at www.copyright.com. Requests to the Publisher for permission should be addressed to the Permissions Department, John Wiley & Sons, Inc., 111 River Street, Hoboken, NJ 07030, (201) 748-6011, fax (201) 748-6008, or online at http://www.wiley.com/go/permissions.

Limit of Liability/Disclaimer of Warranty: While the publisher and author have used their best efforts in preparing this book, they make no representations or warranties with respect to the accuracy or completeness of the contents of this book and specifically disclaim any implied warranties of merchantability or fitness for a particular purpose. No warranty may be created or extended by sales representatives or written sales materials. The advice and strategies contained herein may not be suitable for your situation. You should consult with a professional where appropriate. Neither the publisher nor author shall be liable for any loss of profit or any other commercial damages, including but not limited to special, incidental, consequential, or other damages.

For general information on our other products and services or for technical support, please contact our Customer Care Department within the United States at (800) 762-2974, outside the United States at (317) 572-3993 or fax (317) 572-4002.

Wiley publishes in a variety of print and electronic formats and by print-on-demand. Some material included with standard print versions of this book may not be included in e-books or in print-on-demand. If this book refers to media such as a CD or DVD that is not included in the version you purchased, you may download this material at http://booksupport.wiley.com. For more information about Wiley products, visit www.wiley.com.

Library of Congress Cataloging-in-Publication Data:

ISBN 978-1-118-40231-3 (cloth); ISBN 978-1-118-46159-4 (ebk); ISBN 978-1-118-46161-7 (ebk); ISBN 978-1-118-46163-1(ebk)

This book is dedicated to my parents, Larry and Margaret Robbins, who have always believed in me far more than I ever could.

All great projects (and you, the reader, will decide whether this is a great project) are the result of not one person, but rather a team of inspired individuals who come together for a common cause. It is with my greatest admiration and appreciation that I acknowledge the following peoplewithout each and every one of them, this dream would not be a reality.

First and foremost, my wife, Sue Robbins, the smartest, most compassionate, kind, caring, and selfless person I have ever known. I still wonder every day how I got so lucky. Sue is as much a part of this project as I am.

My kids, Jaimie and Tanner, who are my greatest inspiration. Every day I do my best work in hopes of making them proud.

My parents, to whom this book is dedicated, who for as long as I can remember, in my darkest days, have said it is always going to be okay, and in my brightest moments are my biggest cheerleaders.

Dan Clements, my writer, who took the time to attend my seminars, watch my videos, read my writings, and spend countless hours with me on the phone to capture my voice in print. Dan is a gifted writer and my only hope is that this is not the end of our partnership, but just the beginning.

The entire RRi team, our cherished extended family. It humbles me to watch how much they believe in what we do as an organization and the lengths they will go to Deliver the Unexpected to the people we have the privilege of serving.

Our editors at Wiley, who patiently guided us through the complicated process of publishing a book and held us accountable to the deadlines required to see this project to the finish.

The end of this book marks the beginning of what could be the greatest journey you have ever experienced in your business. Visit www.richardrobbins.com and learn what to do next! Find free resources, downloads, and implementation ideas to help you deliver the unexpected.

Richard Robbins International Inc. is a results-focused training organization dedicated to empowering sales and business professionals to build businesses that fully support the lives they want to live. Visit www.richardrobbins.com for information on booking Richard to speak, upcoming live events, free resources, video blogs, and a wide range of sales and business coaching programs and services.

Follow Richard on Twitter: www.twitter.com/RichardLRobbins

Connect with Richard personally on Facebook: www.facebook.com/OfficialRichardRobbins

When I began my career in sales, I was taught the most conventional sales strategy of all: