1
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Either they really aren't committed to the vision,

2
00:00:06,400 --> 00:00:09,480
or they are not committed to this,

3
00:00:09,480 --> 00:00:13,040
or they do not believe in the solution that's being offered.

4
00:00:13,040 --> 00:00:16,000
In other words, I have my vision,

5
00:00:16,000 --> 00:00:19,120
I'm excited about going forward with it.

6
00:00:19,120 --> 00:00:20,840
You are offering me a solution,

7
00:00:20,840 --> 00:00:25,240
but I do not believe that that's going to get me

8
00:00:25,240 --> 00:00:27,020
where I need to go.

9
00:00:27,020 --> 00:00:29,080
That may be an issue on the part of the leader

10
00:00:29,080 --> 00:00:32,920
and it may be an issue on the part of the service provider.

11
00:00:32,920 --> 00:00:36,720
And then that third category is fear,

12
00:00:36,720 --> 00:00:41,720
that they really either are afraid,

13
00:00:42,760 --> 00:00:47,280
what if this works, can I handle what I'm going to uncover,

14
00:00:47,280 --> 00:00:52,280
or just I can't afford to make that investment,

15
00:00:52,580 --> 00:00:55,480
I don't think it'll pay off quickly enough.

16
00:00:55,480 --> 00:00:58,120
And the second part of that question was

17
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how do business owners or how...