Page 54 - ConvinceThemFlip

convince them in 90 seconds or less
the reporter instructed. I had already explained to him that
the book is not about blindsiding people in public; nobody
likes that. “Nevertheless,” he said, “it makes a good story.”
Straight into the deep end: five bicycle couriers having
their lunch. Over I go, wearing a double-breasted blazer,
a white button-down shirt, black jeans, and red shoes.
Within ten seconds we’re having a great time, all chat-
ting away like pals. I called the reporter out of his hiding
place and he came over with the photographer and asked
everybody whether they liked me or not. Here’s what the
messengers said: “He seemed like a nice guy.” “He didn’t
seem threatening.” “When I saw his red shoes, I thought
he was cool.” “He spoke well and was dressed well.” “I felt
comfortable with him.”
We moved along and the reporter upped the ante. An
expensively dressed businesswoman came rushing out of
a building carrying a briefcase and heading for the build-
ing across the road. “Her,” said the reporter. “Make her
like you.” “Thanks a lot,” I replied as I walked briskly to
intercept her. Twenty seconds later we were laughing,
and she was chatting away happily. “He was very warm,”
she told the reporter. “He connected mostly by looking
me in the eye. I could tell he was listening and responded
back. And he smiled.”
The reporter decided to increase the degree of dif-
ficulty: two bicycle patrolmen from the Houston Police
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