We just arrived at the town of Barritiz, France after a day and a half; now the trick is to get to St. Jean Pied de Port, a town at the base of the Pyrenees Mountains where our journey begins. I got through to the Internet last week and found the name of a lady who runs a service of running people to and from St. Jean and Barritiz and I emailed her asking her to pick us up. I got a 
simple reply, 'I’ll pick you up'. So we arrive with 100 other people on our plane all waiting for luggage, after I pull my luggage off the belt a young lady comes up to me and my son and says "Hi Tom Niesen" and led us to her car for the 40 min drive to the mountain. I asked her “How did you pick me out in the crowd?” In her broken English she said that it’s easy, when people are waiting for someone, they know they always seem engaged in either what they are doing or who they are talking to, but when someone is waiting for someone they don’t know instead of engaged in a conversation or what they are doing; they are looking around scanning the area....not paying attention to the person they are with or what they are doing.
So how many conversations do you have when you are scanning around looking for something you don’t know hoping to hear something so you can pounce on the person with your features and benefits? Next time you have a conversation with a prospect or a business associate be engaged and stop trying to find something to sell.
