BRIAN & RUTH
Bias #6 · Pareto principle (80/20)
Why do we chase the wrong clients?
A few things bring most of your results.
What happened to Brian
“Another email from Dave! He moved the deadline to yesterday. And he's paying half!”
The study
Economist Vilfredo Pareto saw that most of a country's wealth sat with a small share of its people.
THE MOVEFind your top 20%. Call them first.
Often, yes. Rarely exactly 80 and 20, but the gap is big. Rank clients by money made. Call the top few first.
And with AI?
Soon AI will rank every client in seconds. Will we still answer the loudest email first? Are we prepared for a full AI life? Tell us in the comments on YouTube.
Source: Newman, M. E. J. (2005). Power laws, Pareto distributions and Zipf's law. Contemporary Physics, 46(5), 323-351. Read the study