Legendary Leader: Jeffrey Gitomer

Foreign.

Hello, everybody. Cliff Jones with Harvey McKay Academy. Today, I am thrilled to have Jeffrey gittamer with Harvey McKay himself. Guys, welcome. Pleasure to have you here with us.

Thank you, Cliff.

Thank you, Clifford.

Jeffrey, how you doing?

We're doing fine.

Good. So you're here. You've been spanning the globe. We see all over social media. I want everybody who's watching this to understand how you and Harvey originally connected, because you guys have some of the best stories I've heard in a long time. So why don't we start there?

I think it would be fair to say that way before I met Harvey McKay, I studied Harvey McKay. And I brought to this interview my original copy of Swim with the Sharks, that when I finally met him, I got him to sign it for me. And it's a cherished possession of mine because it literally gave me the understanding of how you're supposed to write in order to be read and understood. Harvey wrote in bite sized chunks that you could devour. Literally anytime. You can open up to any one of the lessons in Swim of the Sharks and just take the lesson for what it is. Well, I was reading it with one of my employees at the time, and every day we would come in and discuss what it is that Harvey was talking about and how that would apply to our business. It was the most insightful thing ever. And when I started to write, which was a couple of years after I was studying Harvey, I realized that this was the right way to do it. And I ended up calling Adrian Zakheim, who was Harvey's publisher at the time, and begging him to let me have an interview with him so that he could see how good a writer I was. And he goes, well, send me your stuff, but I can't guarantee I'm going to read it. You know what he's like. And that was literally the beginning of my publishing career. And I literally owe that to my studying of Harvey McKay's swim of the Sharks, so that I think that would start the program off pretty well.

So you started with the books and then talk to us about the speaking. How did the whole speaking career emerge? Because you are one of the best known speakers. You dominate the category.

Well, you're correct in that, Clifford, and you're also an excellent judge. But when I started to write, people would ask me to speak. That's basically how it happens. And I don't know how it happened with you, Harvey, but I would assume that it's pretty much the same thing. You write this amazing book. It's a New York Times Number one bestseller. It sells millions of copies, and people call you up and they go, hey, do you want to speak on Thursday? And you go, okay, I can speak on Thursday. Here's my fee. Correct.

It's exactly how it happens. They come up after the speech. Do you have a copy of the speech? No, I have an outline, but that's all. You wouldn't read it. Number two, do you have a video? Do you have a tape?

No.

Do you have a book? No. So the audiences pushed me 100% right over the cliff. Write the book.

I think you and I have one similar thing. We've both delivered thousands of talks and never made a sales call to book one.

That's good old supply and demand. That is correct. Never knew it was going to work out that way. Right.

Neither did I. But sales calls are literally. They're a pain in the butt, so. But if you're out in the marketplace and you promote yourself properly, the people who are having a meeting or having some kind of sales something or other, they're looking for someone, they find your book, they find my book, and they call up on the phone and want to know if I'm available.

I'll give you a little tip, Jeffrey. I'm not sure if you're familiar with this or not, but this is what I heard. Fellow called me up, he said, Mr. McKay, do you believe in free speech? I said, I certainly do. That's what made our country great. That's what I'm calling about, a free speech.

Oh, yeah.

So therefore I don't speak in my hometown.

Right? Exactly. A, you're never a hero in your hometown.

Yeah. You've got 25 people, 40, 50 people calling, and you just can't do it. You know, obviously, I do my charitable speeches. You do the same thing, but there's only so many that you can do. Yeah.

Pro bono. I might do two or three a year here locally, or if a college or university calls me up on the phone, I might do something for them. But other than that, I got a fee. My prices are fair and my prices are firm.

Hey, Jeffrey, I'm curious. Let me jump in for a second. You mentioned Swim with the Sharks. You picked it up, you dog. Ear the book, highlight it, put it to work with your team. Is Swim with the Sharks your favorite book, or do you have others? And out of those, which are the real gems?

Dig youg well is Harvey McKay's best book. I don't care what he says.

I kind of agree with that. Just because it's in 200 universities subtitle is very important.

Exactly.

The only networking book you'll ever need.

This book was. Was game changing for me because it was so real. Harvey McKay arguably has the best list of names Rolodex of anybody in the world. And his question of who can you call at 2 o' clock in the morning? Was. It actually made me sit down and make a list of people that I could call at 2 o' clock in the morning. There's not many.

You have to finish that, Jeffrey, as you know, who can you call at 2 o' clock in the morning if you're in trouble and you want them to come and see you wherever you are in the world?

It's interesting what happens in your life. Sometimes you don't realize you can call somebody at 2:00 clock in the morning. I was in Cincinnati. I was doing a consulting job for Crable Sportswear. Bob Crabel, who was the outside linebacker for the jets, who blocked the field goal against Michigan from Notre Dame, number one draft choice. And I got stopped on the highway in Cincinnati and. And my driver's license had expired by one day. And they took me to Norwood and locked me up. And I had to call Bob Crabel and say, bob, do you have any cash? And he came with his kids at 9:00 at night. Well, it turns out he grew up in Norwood. So when he comes into the cop station, they're all asking for his autograph. I mean, it was like. It was this total scene. Cause he had just retired from football like a year or two ago. And it was unbelievable. So I'm sitting in jail while this guy is autographing every cop in the place. Crazy. But he bailed me out. I had half the cash, he had the other half.

Perfect example of what I'm talking about on the first page of the book.

Exactly. And you have to develop those relationships. And right now, Harvey and I talk at 11 o' clock at night on a regular basis, no matter wherever you.

Are in the world. You were in museum.

I see Harvey McKay on the phone. I answer the phone.

Yep. One time I text Jeffrey. Just a routine text. He tells me he's in Siberia.

You're talking about relationships. The power relationships, especially relationship you guys have forged over the years. How do you see the McKay 66, the McKay morals being applied today by the sales professionals you're teaching and coaching? Because you're doing a great job with it. So how do you take this wisdom and apply it to the modern sales teams you're working with?

Well, lesson Three in Swim with the Sharks says knowing something about your customer is just as important as knowing everything about your product. That has never been more important than today, and this is 25 years later. But the bottom line is that Harvey was ahead of his time with respect to what he was, what he was doing. And that's what led him to this amazing position that he has as a leader in the world, not just of networking, but of business and of sales. That he made certain that he understood what it was about the customer that made them want to buy. And that's what I teach. And I've been teaching it for, literally for as long as I've been alive. And the first time I ever actually met Harvey face to face was in Charlotte, North Carolina. He was on a seminar tour with Ken Blanchard. And I wanted to introduce him. And so I got that. I got that honor. And I'm sitting in the audience and he, you know, this McKay, 66, which is how he did research in days before there were computers, literally, or before there was an Internet. It's a lot easier now than it was back then. But he literally had all the info on me, and he started to read it off. He said, if I knew this and I knew this and I knew this and I knew this and I knew this, could I get an interview with you? Like, yeah, you could get an interview with me. It was unbelievable how much research was there. And he did it off the cuff.

Let me explain, if I May, what this 66 is we're talking about. So all the viewers, instead of most of them, will know exactly what this product, but it is not a product. Okay. When I was 21 years old, I came up with this 66 question customer profile that I felt I had to have on the 300 customers that I was calling on. You wouldn't believe how much we know about our customers. IRS wouldn't believe how much about our customers. And I'm not talking about their taste in envelopes either. We want to know, based on routine conversation and observation, what a customer is like as a human being, what he or she feels strongly about, what he's most proud of having achieved. Any status symbols in his or her offices. In other words, you want to know what turns that human being on. So the questions that I'm looking for before I go into the meeting, because there's no such thing, I have made a cold call in my 50 plus years in the marketplace, in the business world, you try to find out 10 questions and answers are better than 5, 20 are better than 10. So what's on that 66? I want to know about their children, if they're married. I want to know about where they work, previous employment. I want to know where they take their vacations. I want to know Democrat, Republican, or individual, whatever happens to be. I want to know about what turns them on, obviously. Of course. Question. Just to really quicken this up, question number 66 on the form. Does your competitor have more and better answers to the above questions than you do? So you see this. A concept philosophy tool doesn't answer all the questions, but dramatically increases the probability you will get the order.

It's an incredible tool, and it's one more time 20 years ahead of its time. He found out the emotional reasons, not the logical reasons, for someone to connect with you. And when you have that as a cornerstone of what you're trying to do, you can't help but connect on an emotional level and build a relationship that leads to a sale, not just try some kind of manipulative bull that leads to a sale.

Let's talk a little bit about the creative aspects. Harvey, you were talking about this at the recent Street Smarts event in Minneapolis. You know, talk about creativity as it relates to using the 66 once you have that information.

Well, I'll give you one specific example. After I wrote Swim with the sharks again without being eaten alive, outsell out, motivate out, negotiate your competition, which I love, of course, the subtitle, my producer, director, publisher got me on Oprah. So I walk on Oprah with four other people. It's five of us talking about everything. Success, hiring, firing, getting a job. And all of a sudden, at the right moment, I reached down. Question was, to me from the audience, I reached down, pulled up my briefcase out my briefcase, and I pulled out, okay, 25 pages, covers of magazines that Oprah had been on. And then I started to tell the audience and kind of the world what? Same thing that Jeffrey just described exactly. Where she was born and raised, the problems she had, how she was a disadvantaged child, how the father took advantage, all these things. So she kept going like this. Oh, Javi, don't stop. Tell me more exactly. Well, incidentally, they all stayed on for 15 minutes. She kept me on for one solid hour on her program, Results. And again, they don't pay off on effort. They pay off on Results. Results. 50,000 hardcover books in the first week, thanks to Oprah.

That's amazing. 50,000 is a number even today. That's unbelievable.

Let's talk about your podcast, the Reach. You're having on social media, how you're teaching these principles, everything you learn and applied to get to where you are today from guys like Harvey, how are you delivering that and where are you having the most impact today as we look at launching the academy to the new level?

So let me throw this at you. There's a myth in the world called, referred to as the Law of attraction. When Napoleon Hill wrote about it in the 30s, it was a real deal because there was no other media that helped you get the law of attraction other than being in print someplace or speaking someplace. Today, it's value attraction. And when you put value out into the marketplace, and the marketplace is looking for that value, they search for it. It's either by a word or by a phrase or by a person. And they find me. Then more people will listen to what I have to say or read what I've written. And that's what's creating stir in today's marketplace. People don't go online to look things up. They search. And when they search for them, they want proof. So I have to be able to position myself in the marketplace that shows my value and then someone else has to corroborate it and say, man, that gitamer guy, he knows what the hell he's talking about. So you go on Amazon to buy a book. Do you buy the book or do you read the reviews?

Reviews. Yeah, of course you do.

When you go to a restaurant, you go to Yelp and to see if the restaurant's any good. If you're gonna take a two week vacation someplace in the Bahamas, the first thing you do is you look on TripAdvisor to see if the hotel has bugs or not. And that's the way the world works. I wanna find you. And when I find you, I wanna hear about your value. And when I hear about your value and I like it, I'm going to search for proof literally immediately. And that's how the world has changed since the Law of Attraction.

Harvey, let's talk a little bit about your recent experience at Street Smarts, which was a live event, very different than what Jeffrey's doing online or what we're doing online. Why do you feel the impact you had live makes such a difference for people today? Sharing. Sharing what you share. I mean, talk a little bit about the Street Smarts event and why that was so successful.

Well, let me define the word creativity or just to study on it first of all, because that's where we started a few minutes ago. There's no correlation between creativity and iq. Every Listener, every viewer out there this very moment can become way more creative than they ever thought they could. And so I taught myself. I was never creative, but I started going around the creative people. I started reading books on creativity. And therefore I'm fairly proud of the progress that I happened to have made. So therefore, let me give you the following example and thank you. 10 days ago, and this was a creative move, myself, including you, Cliff. Two of us came up with an idea that we'd invite 18 people that I didn't know from around the United States to come in and get some street smarts experience, which I love, and it's probably my favorite subject. So therefore, these people came in, men and women from ages. Oh, There was an 18 year old in there from China. There was a 19 year old in there at his picture, I think on Forbes magazine. There was a lady CEO in there, woman CEO, $50 million company, all attractions again around the country. And of the 18 I knew two people. That was it. So what we did is just two hours in the afternoon, late afternoon, eight hours the following day, a dinner at my home and then off they go. And yes, this is extraordinarily self serving, I guess I have to almost apologize. But of the 18 people that were there, I think if we had grades, which we didn't, but from the feedback that we had, I always want constant, immediate, unfiltered feedback from my customers. And these of course, were customers. And so therefore I think we scored 18 tens. So obviously very, very proud of that.

Jeffrey, what are you doing in the real world? Because you're crushing it online, clearly leading the pack in so many ways. But what are you doing in the real world beyond the speaking engagements, junior? Because you have coaches and you're actually trying to help these salespeople implement succeed, right?

Well, I'm going back on the road to do public seminars. We just did two. One here in Charlotte and the first one in Des Moines, Iowa. But we're going to be going to Atlanta, Chicago, Dallas and Philly. Philadelphia if you don't. No. Won the Super Bowl 41 to 33.

Had to slip that in there, huh?

Yeah. Oh, of course. And they're likely to repeat. I think we're going to go for two in a row. But that's a whole other issue. We're going to. We'll talk about that later.

You're confident, man. Thank you for sharing that.

I want to bet you 5,000 envelopes they don't repeat.

Well, I'll tell you what, how about if they're going to be playing Minnesota in Philadelphia. I'm going to be going with a CEO of a billion dollar company who's a Minnesota Vikings fan. I might be able to get Nikita Koloff to go with us. The wrestler, because he's a Minnesota Viking fan. Why don't you just show up at the game? I'll buy you a ticket.

Well, I'd love to see World War three.

Let me tell you something. It'll be a battlefield.

Thanks for the invitation. I'm going to be there. I want my nose on the 50 yard line. And I know you've got a lot of influence.

I'll see what I can do. I'll see what I can do.

And I'll give you a P.S. yeah. We're going to be betting $1 million in pride.

Oh, yeah.

Okay. For bragging.

A dollar bill and a million dollars in pride. I, I. Two years ago, I bet my lawyer that Villanova would win the NC2A because they were playing Carolina. I collected a dollar from my attorney and I felt like a million bucks because as he opened up his wallet, moths flew out of it.

Another brief aside, when you mentioned the super bowl, and this is awesome, and very few people know this fact. If you want to advertise for 30 seconds on that super bowl day, let's say you're Pepsi Cola. Yeah. It's four to five million dollars for the 30 seconds.

Yeah.

Hold on. Here's the rest of the story. All right. Then it takes approximately a million dollars to shoot the ad.

Yep.

Here's the rest of the story. And then you have to buy, okay, two or three or four ads during the year just to be able to have the privilege. All right. To show your wares at the super bowl on television.

It's unbelievable. I will also tell you, parenthetically, and I can make it public now, that when we go to the game, I don't know which game, the Minnesota game. I'm going to go to the Panthers game and the Minnesota game in Philadelphia. But I'm going to get a fly eagle's fly tattoo on my arm. It's anti religion.

I know, but does it come off the next day?

No, no, it doesn't come off the next day.

I know the opposite of that.

I'm scared to death of doing it. But I have to have an eagle. I mean, they killed. They beat the champions, and that's what you have to do. And, and I'm talking about it in my talks. And what I'm telling people is, number one, they were better prepared. Number Two, they executed better. And number three, they played all four quarters. Atlanta, who was. Had the Patriots down for the count. The ref was going, 1, 2. And then all of a sudden, the guy stopped pounding. And Tom Brady comes out in the fourth quarter and. And kills. And they played not to lose, and they lost. The Eagles played to win, and they won. That's. I'm just saying. That's where I'm at with that. And you would know. Harvey, you're like the biggest sports fan on the planet.

You remind me. You remind me of a joke and a coach in high school basketball. The sport was. They had lost 16 games in a row. And he gets them all in the locker room and he says, did Muhammad Ali ever quit? And they all hollered, no. Did Michael Jordan ever quit? And they all hollered, no. Did Tom Brady ever quit? All hollered, no. Did Sam Scherner ever quit? All of a sudden, you could hear a. Just a pin drop. And one of the kids raised that guy. Coach, we've never heard of Sam Scherner.

Who's he?

Of course you've never heard of him. He quit.

Cool.

Jeffrey, with that speech, I think you should. I think you should throw your hat in the ring for the next NFL opening. Coaches opening.

I think, yeah. Yeah. Believe me, I have no. No desire. You can't win or lose as a coach. You get grilled by everybody who's got a second opinion. But if anyone is listening, who really wants to understand anything about the super bowl, watch the parade after the super bowl and watch the speeches that were given by the players to talk about how they were not only the underdog, but they were written off by everybody. No one even wrote an article about the Eagles until they were 11 and 3. You couldn't find anything about them. And then all of a sudden, they. Well, they may be. And you know, Doug Peterson, worst coach in the league. And those people. I think the one guy who wrote the. Jim Lombardi, who wrote that Doug Peterson is the least qualified coach in the NFL. I think Lombardi is now a waiter at Shoney's, and Peterson got a multimillion dollar contract.

Let me say one thing to the audience and why I just love you. And why, of course, you've risen to the top of your industry. And that is as follows. A little example. I was a history major, and my history professor was the interpreter at the Nuremberg trials.

Wow.

He taught history 101 and 2 and 3 and all that. So history 101, freshman. Everybody wanted to get in there, so they had to put a second teacher up and a third. Prof. And guess what? Everybody wanted to take Professor Deutsch's class because, you know, but what did he have? He had content and he had humor. And without the humor, okay, he didn't have a chance. We'd been all three professors the same. And so this is what I'm saying to the audience. Again, I don't care if it's a one minute talk. If you're the best man at a particular wedding of your best friend and you have to get up in front of an audience, five minutes doesn't matter. It doesn't matter. You must have content and humor. And of course, the whole world can see Jeffrey on a one to ten, though I can't give you a ten for terrific humor. And the reason why is you're a 12. So I salute, okay, both your content.

I dedicated a chapter in the Little Red Book of selling. Chapter eight says, if you can make them laugh, you can make them buy. And that's the truth. That's the absolute truth. And I actually studied humor when I was in high school and college. I would go to New York City. I went to see every comedian at every nightclub that I possibly could. I was a Woody Allen devotee. I would wait outside just to talk to him at the stage door. Robert Klein, Bob Newhart, anybody that I could shake hands with to tell them how much I appreciated their humor and literally studied it. And I think that's kind of rubbed off or something. I can't explain what it is, but I lead with humor and I'm teaching my 9 year old daughter to lead with humor as well. We were delayed on a flight going to the beach from Charlotte to Charleston by four hours, I could have driven there. And we get on the plane and my kid and I are sitting together and the pilot comes on, he goes, we apologize for the delay, thanks for flying American Eagle. And my kid yells out, you mean American vulture. And the whole plane's laughing.

Let me piggyback on what you just said because I've studied hiring for a long, long time. Over 50 years. There's a million words in the English language. And if you don't understand one four letter word among those million words, you can't be an entrepreneur. You can't be a CEO, a president, a professor, a president of a university, a coach. It's impossible. And what's the four letter word? H I, R, E, higher. And so therefore, studying again at the feet of people that are just geniuses around the world, not just the usa. I've adopted this philosophy. Trust T R U S T or integrity is a must. Jeffrey, if I'm interviewing you for a job. And then right at the top, either number two or number three is sense of humor. I just can't tell you how over 50 years in this business world and being an entrepreneur, how sense of humor has won the day over customers, over employees, over competitors. Doesn't matter what it is. Audiences, humor, and I wish people understood that is just the best of all. Best. And then one other little study. This is just four weeks ago, Harvard University, a seven. This is not a typo. 75 year study. Can you believe it? A 75 year study. And they wanted to find out how did people, okay, avoid. Avoid a heart attack, avoid cancer, avoid Parkinson's, avoid dementia. And the highest probability is to have deep down sincere relationships with friends and a lot of fun. Now think about that. It's hard to believe that that's what they came up with.

We have a staff meeting every week that people are laughing their rear ends off. We have an icebreaker where people talk about their favorite thing or the time they were arrested or what do they do in their free time. But everyone's laughing all the time. And that sets the tone for a serious meeting. People get relaxed and people get truthful. And then all of a sudden they're willing to share. They're willing to talk about what their circumstances are in business and in life. And you can't ask for anything more than that. I'm proud of the people that I work with on an everyday basis because they make me think and they make me laugh.

Let me add one more, Jeffrey. This is 50 years again. Or, I don't know, 54 years in business, whatever. Yeah, plus years. Every single meeting among my managers, okay, Whoever's in charge, they have to open up with a joke. Really sets the table, really sets the stage. And I'll just give you my quickie the other day at a meeting, as long as there's such a political season going on. Just a real quickie. Sure. Senator's walking home late at night and a gunman jumps out of the bushes, puts a gun on his ribs. This is a stick up. Give me all your money. Don't you know who I am? I'm a US Senator, okay? And give me my money.

Yeah, right. Exactly. Exactly.

Everybody out there listening. If you're conducting meetings, all right, start with the story. That's all. And you'll see it sets the meeting and just perfect. And have MO on your side immediately. And his last name is Mentum.

Yep. Interestingly, my statement to my audience always is, make people laugh in the first minute of your talk or you'll spend the rest of it trying to recover and make people think in the first minute of your talk or you lose their concentration. So I, I had to give a talk to the national speakers association. 1500 people, all of whom knew everything, all of whom had some affliction, all of whom climbed Mount Everest and some fingers fell off. And, you know, everybody had their. They have some kind of problem. And that led them to speaking. But I grew up in a nice Jewish household in Haddonfield, New Jersey. My parents belonged to a country club. I had my own car. I was, you know, nothing was wrong. So I get out in front of them. 2003, I gave my first talk, and I started my talk with, I lost my mother when I was two and a half years old. I found her an hour later. I got off the bus and I got lost. And the audience is laughing like heck. But I said, look, I just told you that I lost my mother. You thought my mother died. Now, she didn't die until I was in my 40s. But I said one word, lost. And if you don't say the right word when you're giving a talk, your entire audience might misinterpret your speech. So now I made him laugh and I made him think in the first minute. And I'm. I'm on my way now. I have everyone's attention complete. I also did something, and we both will do this from time to time. I did something that had never been done in NSA before. I got off the stage and walked the audience. You look at all the speeches that you've given in the national speakers that you've heard in the National Speakers Association. They all stand there and they pontificate from the platform, and no one goes out and touches anybody in the audience. So I decided I was going to go out and have a good time. That's where I was at with the National Speakers association. They're my peers. 4,000 members, 250 of which make all the money.

Guys, we're coming to the end of our time. Let me inject a thought here. We've talked about the power of humor in speaking and building relationships. If there's one thing each of you could share with the thousands of up and coming authors, speakers, consultants, coaches, a massive part of each of our communities, our tribes, there's one thing. Jeffrey, let's start with you. What would you suggest that they focus On first first to try to be like you legendary guys.

Wake up in the morning and write. If you don't wake up. I do five things in the morning when I wake up. I read, I write, I prepare. And that causes me to think and create. I've been doing that for 25 years. So far, I got 14 books. And the challenge with anybody who's trying to make up to try to get up in the world is, is not just to write in the morning, but establish your social platform. Because publishers today, they don't care about your book as much as they care about how many of your books can you sell? Because the bookstores have basically consolidated down to Amazon.com that's going to sell most of the books. And from there, they want to know, as a publisher, how many books can you sell? Who can you reach out to that will either go to a bookstore or go to Amazon and buy the book? And that's the publishing world in a nutshell. But if you don't wake up in the morning and write, you're never going to have the foundation to be able to make that happen. That's my two cents.

Beautiful. Harvey, if you had to pick one thing to leave our audience to think about doing, what would you suggest?

Well, Jeffrey just gave him two cents. I'm going to give him three cents.

Cool.

See, every time you catch up with the Joneses, do you know what they do? Jeffrey?

Yeah. You gotta have a better car.

I'm trying to catch up with you. But no. Just one single thought, and that is that every listener out there, I hope. Every viewer out there, I hope. All right, Every second of minute, of hour, of day, of week, of month, of years, they will remember the following words. Biggest room in the world is the room for improvement. And every listener out there, again, can improve every single day. You don't go to school once for a lifetime. You're in school all of your life. And if you have that. If you have that philosophy, then trust me, probability you'll be happy. Probability you'll be successful, because you're going to have all these choices. Goes dramatically up. Been a great time with you, Jeffrey. We have to do this more often.

I agree, Harvey, and I appreciate the time with you, always. Let me throw something at you from your perspective. I would recommend that everybody in the audience right now go to Amazon.com and buy dig youg well. And the reason that I want you to buy Dig youg well before you're thirsty is because it will give you insight as to what you need to do today, even though it was written 20 years ago. If you want a brand new idea, all you have to do is read something 20 years old. And this book will give you the insight of how to build a wealth of connections. And that wealth of connections will lead you to almost anything you want in the world because you don't know everything yourself. And if you're in the room for improvement and you need an answer, sometimes you have to call somebody to get it. And that's the challenge that we face, everyone faces in this world today. And this book will help you get there.

Cliff, I need 10 more seconds. Is that okay, boss?

Absolutely.

Well, every time Jeffrey says something my mind triggers. He triggers my mind. But maybe this is a good ending right here. You can take all of my money, you can take all my land, you can take all my employees away from me, all right? But leave me my network.