In the town of Montclair, New Jersey, there is a trendy and exclusive nightclub called Divas. It resembles something you might find across the river in the Big Apple and, just like they do over there in Manhattan, every Friday and Saturday night, a bunch of hopefuls line up outside behind a velvet rope, waiting for their chance for acceptance. Some of the crowd—regulars and a few who look especially attractive— get to cut the line and are ushered right in to the inner circle, while others often wait for hours—or just don’t get in at all. by Allan Gorman

It kind of parallels what happens when we try to get new customers, doesn’t it? Some of our competitors—regulars and a few who look especially attractive—get to cut the line and go right in, while some of us wait for what seems like years for just an appointment—or just don’t get in at all.,