You Haven’t Hit Your Peak: How To Unleash Your Full Potential: Feat. Harvey Mackay and Joe Polish

Don't ever, ever make a call on anyone, any customer, someone important, without giving a lot of thought. Don't ever pick up the phone, which is just really a powerful tool like you've never seen, without thinking and writing down. Pale ink is better than the most retentive memory. Just repeat that. Pale ink is better than the most retentive memory. Write it down. So when I'm calling a customer, I know exactly what my opener is. I know what the middle is. I know how I'm going to ask for the order at the end. Very, very important. And then with some humor, too. So that's my philosophy.

It is with great pleasure that I get to introduce this individual and a dear friend of mine. So let me tell you a little bit about who this person is. He has sold 10 million books in 52 languages in 80 countries. He's written seven straight New York Times bestsellers, three of which hit number one, including Swim with the Sharks Without Being Eaten Alive. Two of his books were recently named by the New York Times among the top 15 inspirational business books of all time. He is a nationally syndicated columnist and his weekly articles appear in 100 newspapers across the country with a circulation of 10 million readers. He is the founder and Chairman of the $100 million a year Mackey Envelope Company. McKay, Mackey. Why did I just say that? Of course it's standard with this.

Yeah.

I'm only known Harvey McKay if I haven't already said it.

Okay.

Wow. Wow. The American Management association listed Harvey among the top 30 leaders who influenced businesses in 2014, which also includes Colin Powell, Jack Welch, and Richard Branson. In July 2015, Forbes said Harvey McKay is one of the world's top leadership experts who has accomplished more in a life more in business than most entrepreneurs could achieve in their lifetime. So again, it's with great pleasure that I bring up this brilliant guy. Fun as hell. Awesome. Amazing. Give it up for Mr. Harvey McKay. Thank you, sir.

I appreciate it. Thank you.

Yes, yes. Thank you. Okay, so got some questions for you, but you know what?

First of all, first of all, thank you for that sitting ovation. Just kidding. Come on. Just kidding. Just kidding. Just kidding. When you stand up, I'm afraid you're going to leave.

That's great. That's great. So other than what should people know about you that I didn't say?

What did they know about me?

What should they know about you that I did not say that you think would be useful?

Well, number one, I'm a marathon freak.

Yeah.

I've been running all my Life.

How many have you done?

10 marathons. New York's, Boston's for those of you that are marathoners out there. And number two, was going to be a professional golfer all the way to age 18. Always wanted to be an entrepreneur. Still have trouble spelling the word. Yeah, but that's exactly what I wanted to be. 11 grandchildren and 3 kids. Love to travel. I was going to see all 207 countries in the world. But 9, 11 took. Just wiped me off the map. Imagine posting American coming to all those countries just waiting to get killed. So anyway, my home's in the sky about 5 million miles and live in Siberia. Minneapolis. But came here approximately 30 years ago as a snowbird and then became a citizen. Was president of the Chamber of Commerce the year I came over here, 15 years ago. It's a definition of a secret, is when one person knows. And I've kept it a secret for 15 years. It's a banner headline story back in Minneapolis, you know, if you know that you moved. The President Chamber moved from Minneapolis, you know, because of taxes and everything. All through the Phoenix, Arizona. So far, no one knows. So I'm not worried about you keeping a secret. I'm worried about the people you tell who can't keep a secret.

Well. So there's a lot of things that I could ask you before having you come out here. I said, you know what? Let's talk about books. You've written seven books. You now got an eighth book that's called you Haven't Hit yout Peak yet, which comes out from the time we're.

Doing this, January 29th. Yeah.

Couple weeks.

Couple weeks.

And uncommon wisdom for unleashing your full potential. Lou Holtz wrote the foreword to it. And you actually were kind enough to introduce me to him. And he was freaking amazing. Who's older than.

I'm a little biased. How many have heard of Lou Holtz? Most of you. Okay, sure. He and I have been joined at the hip for 30 years. He's my best friend in the whole world other than my family. And we talk almost every other day. He's a genius. Not, not, not an exaggeration. Washington Speakers Bureau, they've called him number one speaker 10 years in a row. Yeah, in the world. Not the United States. In the world. So he's quite a guy. Yeah.

You invited me to that small meeting where he was. He's unbelievable.

How old is he now? He's 82. Okay, 82. Okay.

If you were to get in a physical fight with him, you think you could take him?

He's so skinny he could tread water in a test tube. I could blow him right over.

Okay, that's good.

I'm glad you got that. Now let's burn the tape or I can't start my car.

Okay, so. All right. So why'd you write this like the world needs another one of your books?

Well, number eight coming up. I started reviewing all my material that's gone on, as I say earlier, the one speech a week for 30 years and the column been writing 25 years. So that's 25 years. Times weekly. You know, what that adds up to be. And then the speech is once a week again, add all that up. And I haven't covered all my information, so I decided to write the book. The book is about sales, marketing, entrepreneurship, leadership, negotiations, hiring, firing, time management, creativity, visualization, and on and on and on.

You know, there's a lot of ingredients and elements to having a successful company. And I mean, you've had a very large, you know, $100 million plus a year company. I mean, you've built some very successful things. I mean, how do you ever say to someone where to start? Because everyone wants the what's the one secret? What's the one thing? Where's the area of focus? And the fact is it's a puzzle put together in a certain way that produces a certain result. I mean, where would you start?

Well, there's 1 million words in the English language. If you don't understand this four letter word, you can't be an entrepreneur. You can't be a CEO, you can't be a president, can't be a coach, can't be president of the university. As I say, impossible to be an entrepreneur. What's the four letter word? H. Now you can guess all day long and you won't. You get it. H, I, R, E. Higher. You get higher, you're done, you're finished. You know, you can't do it all by yourself. Can't start at the top and work up. If I'm running a two person lemonade stand, my next hire is the biggest single decision I'll make. We have 500 employees at McKay Envelope Company now called McKay Mitchell Envelope Company Company I founded in 1959. So I've been at it for a long, long time. And anybody can buy an envelope machine. We make 25 million envelopes every day. That means you have to sell 25 million envelopes every day. And they're distributed in about 18 countries also, mostly though, the United States.

So you know a little bit about direct mail Too.

Well, that's our baby. Just very, very briefly, because the super bowl is coming up in a couple weeks. Just turn on your television set. Most of you will be watching the Super Bowl. And then just go get a Coke and come back in 30 seconds. And coca Cola might have been advertising. Or Pepsi Cola for 30 seconds. Price $7 million plus, half a million dollars to make the ad. Plus you're forced to buy two or three other ads during the year. Go pick up New York Times, whole page, USA Today, whole page. Put your ad in there. Hundreds of thousands of dollars. Go get my little envelope. 187 million homes it gets into, and it's dirt cheap compared to that kind of advertising. And remember, you only use an envelope once, and then you have to come and order more. So it's a wonderful industry. Yeah, good business. But back to the book a little bit over. And above all those subjects, I decided to take on truth and integrity and attitude and persistence. And they're all two pages, basically. In fact, the real secret is just you buy it, put it on your nightstand. You don't need any sleeping pills. Just pick it up, boom, you'll go to sleep. But it will. Very proud of it. Swim with the Sharks is still selling 30 years later. 100,000 a year, which I'm very proud of.

So you're still selling 100,000 a year of this book.

Wow. 30 years. 30 years later. It's crazy. Well, and then Times named it. That's the thing I'm most proud of, along with Dale Carnegie. You've heard of Dale Carnegie and Think and Grow Rich. You've heard of him And Norman Vincent Peale and Stephen covey. I've got two out of 15 on there, so that's giving me chapped lips from kissing the mirror too much. You get real cocky when something like that happens. But believe me, it's what keeps you going for sure.

Earlier today, we did a tool called what pisses you off and so what disappoints you? When do you get really disappointed in really feeling like.

Should I lose? You never talk about politics. Should I lose? 50% of the audience now in one sentence. It's up to you. You could help. Off and on. I get really ticked off now. I don't even think I'll say it. I got to stay away from politics. So let me just see if I can. Can't win. You can't win in the political future. I'm a political junkie, and I've been raised in a political family. Spending my whole life with governors and senators and representatives and mayors and. So that's my side life that you don't know about. So I'm a junkie. I'm addicted. Total addiction to politics. But as far as what ticks me off or pisses me off more than anything, I would say I don't like the education system as far as what's happened. And you all know about the scandal, of course, One family paid $6 million to get their son or daughter the USC. You remember that? I don't like that particular way. It's just a crushing blow for every kid that's got a dream in order to get into school. And so you can get in the numbers, you can get in the criteria, you can get into politics. And I guess I don't like the way the world runs, let alone the United States runs, when you can just pick up the phone and get so much done.

Gotcha.

Gotcha.

So with that, how do you bounce back from. Be it failure, disappointment, betrayal. I mean, what is your method of resiliency and stamina to do that?

I appreciate that. You hit me in a straight flush. I just brought a couple papers from home, just in case. Some of these might apply to what you asked me. I'm not sure, but I've had this long time back in Minneapolis. Swivel around. There it is hanging. It's just a copy of it. And this is what keeps me going. And I hope all of you have heard of it. I'm going to guess that maybe a third of the room has heard this before. You can't hear this enough. Anytime you feel like quitting throughout your career, perhaps you remember the story of one of our people. He failed in business in 31, ran as a state legislator, lost in 32, tried business again in 33. And he failed again, sweetheart. Died in 35, he had a nervous breakdown in 36, he was defeated for Congress in 43, defeated again for Congress in 48, defeated. When he ran for the Senate in 55 and defeated for the Vice Presidency. The United States in 56, ran for the Senate again. In 58, he lost again. This man never quit. He kept trying to the last. In 1860, this man, Abraham Lincoln, was elected President of the United States. Seems if we want to triple our success ratio, might have to triple our failure rate. How many have heard that before? You can't hear it enough. And so I read it every week. You know, it's funny.

None of that was set up. I had no idea what you had there. I just was asking you this because.

That just happened to apply if. Talking about failure, you know, I'm a storyteller. You don't mind that, do you?

No, I do not.

And that's what I expected. But talking about failure, you know, hey.

I hope you're enjoying this video and I want to let you know that I have a new book that's come out and if you'd like to get it absolutely free, there's a link below in the description. Or you can wait till the end of this video or you can Simply go to joe'sfreebook.com and you can get a copy there.

A fellow walks into a bar and he's disheveled and hunched over. In comes a six foot six monster. Bells, whistles, boots, everything. Pushes him off, right off, right off the bar stool. Inhales his drink. How do you like that, sonny boy? He says, mister, I'm having a bad day. He says, I woke up this morning and got downsized out of my job and I had to go home and tell my wife and she left me and they stole my car this afternoon. And now I come in here to commit suicide. Suicide. And you drink my poison. You know, I'm a storyteller.

Yes, yes.

Okay. And let me put it in reverse, if I may. We've never. Because, you know, you tried twice, you're 0 for 2. So no, if you're. He told two stories up here. I thought they were pretty funny. On a one to ten they were two, no problem. But we do have a tradition at our company. This has been going on now for over 50 years. Nobody who's a manager or who's hosting the meeting can open up the meeting without telling a story or a joke. Less than 60 seconds. Men and women, everyone. And this makes them a better presenter. There's a lot of reasons why I do it. So I was going to, okay, usher in this little story. Less than 60 seconds. Seconds. And it's as President Obama, President Bush, President Trump, up to heaven through the pearly gates. God is waiting. God says to President Obama, what do you believe in? I believe we have to eliminate starvation. Face of the earth. Come on in. President Bush, what do you believe in? I believe we have to eliminate nuclear proliferation from the planet. Come on in. President Trump, what do you believe in? I believe you're sitting in my chair. So that's my 60 second thought.

Wonderful. I wonder if I should interject this with a question or just let you keep going. So I'm going to ask you some which seem like so obvious questions, but coming from you. I'd like to hear your answer. What is your advice on social media? Someone who wants to be more successful. And you've probably heard this a million times, but what's your advice? Because you're sitting in a room right now with already, from a financial standpoint, people that are in the top percentage of highest income earners in the world. And there's other people that are going to listen to the recording of this.

Well, the first thing I'd say is, biggest room in the world is the room for improvement. So I don't care where you are in your station, in life. All right? There's plenty to go. I have on my tombstone. Oh, he wrote it out. What does it say? He couldn't sleep fast enough. I don't want to miss anything. I don't want to go to sleep afraid that I'll miss something. With the whole world out there and 7.2 billion people and it's just, you know, 208 countries, approximately, things are happening every single day. They're getting their MBAs from Harvard, from Siberia. I mean, it's just unreal that there's so much out there. So we're not talking, of course, about money. Everything I write about is not, yes, it's going to withhold unequivocally, make you more money. I believe It'll make you 2, 3, 4, 5 times what your net worth is today. If you have three things. I don't interview anybody for a job. Once I find out, okay, that they don't have it, I don't hire again. Anybody. They have to have three things. Number one, to be a hungry fighter. Number two, they have to be a hungry fighter. Number three, I have to be a hungry fighter. Now, I start with ethics and integrity first, and then that goes the rest. I don't mentor anyone. I've mentored a lot of people over a lifetime, but unless I know that they're going to practice the right concepts, then there's no question about it. All right? No sense spending any time with them. So that's all up to you. But what you're doing really here is, yes, you're making solid money and you want to make more. But guess what? You want to be happy and you want choices. So I love money. I just love to make money. Why is that? Because it gives me choices. Time. Time. We all started out in life with one thing in common. We all have the same amount of time. Now it's just a matter of what we do with it. And so I'm a time Management freak. Just so I can get in everything. I mean, at my age, quite frankly, I always had about five to seven years. I really think I've lived seven years longer than what my age is. And that's because of Time Management Freak, which I learned from my father. So to be successful. Back to your question. Let me just say this. Practice makes perfect. That's not true. Perfect practice makes perfect. Practice something time and time again. And if you don't know what you're doing, all you're doing is perfecting an error. You put a ceiling on how good you can become. I've studied the Japanese, Russian, Chinese, Arabic languages. Quite frankly, people think. They think I'm a heck of a linguist. Catch that? Guess you'll have to take my word for it. Actually, I'm a lot slower learner than most of the people whom I started my language classes with. But there's one marked difference. I started with all of them, but I finished and they didn't repeat. I started with all of them, but I finished and they didn't. In Japanese, it might take 200 hours. Chinese, 400 hours. Arabic, 300 hours, Russian, 250. But eventually the breakthrough does come. And when it does, it's like a stone cutter hammering away this rock hundred times without a dent in it. And yet on the 101st blow, the rock will split in two. And you know it was not that blow that did it, but all that had gone before. So if you're not willing to practice and practice till you get it right, you'll never make the breakthrough. Okay, on the 101st blow, real simple, fast, fast example. Okay, let's take Chinese. Yeah. It's a tough language, no question about it. The reason why it's tough is that approximately 30% of all the words have four totally different meanings. They're all spelled the same way. Yen is an everyday word, you know. How would you pronounce yen four different ways? Let me help you. Yen, Yen, yen, yen. Now, this yen means salt. This yen means cigarettes. This yin means to perform. This yin means to swallow. So if you want to come from 1 to 10 in Chinese goes, er, San Tsu. Well, little chibacho. Sure. Perfect practice makes perfect. Now, I submit to everyone in this room. We make the decision, Every one of you, you're going to learn Chinese. I want to know, show of hands, how many can do it? You make a commitment, learn Chinese. How many think they can do it? If you make a commitment, make the commitment, you're going to do it. How many can get the Result. All right, and we got 6, 7, 8, 9, 10 hands. Piece of cake. There's over a billion 400 million people that speak Chinese. Everyone in this room can learn to speak Chinese. Quick example, my son, he's at Stanford. He's right at the absolute peak of his learning career. I'm an old fogey, okay? 20 years out of school, whatever, and we decided to go to Japan. So we take Japanese, we go to the Berlitz Language School. Three weeks into the classes, I'm on page, you know, approximately 35. He's on page 100. So what? So he's three times faster than I am. I still got there. Took me, you know, three times longer. And so every one of you can do that. Now, if I can talk about this for a moment, I've made a list. And I have approximately 20 coaches. I have a coach for everything. I have a speech coach, I have a language coach, I have a humor coach. I have a tennis coach, I have a golf coach, I have a marathon coach who's been by my side all 10 of those marathons. I have, as you know, a language coach. I have a dancing coach. According to my wife, thanks to my wife, I have a memory coach out in New York. On and on and on and on. 20 of them. Why do I have all these coaches? Because whatever my God given talent is, whatever my God given potential is, that's it. I can't do any better. I'll have a project time and action important time in action calendar. Go get the best advice I can in the world, not the United States. Study it, practice it, try my guts out. And guess what? I don't give a damn about the result. Because I can't do anymore. I've lived my whole life that way. Can't do anymore. I've written all those columns and books and everything, and basically it comes down to three words. Prepare to win. Boring. Would you rather buy beware the naked man who offers you a shirt, or Prepare to win. Would you rather buy this book? Okay, all right. You haven't hit your peak yet. Or prepare to win. Would you rather think you're well before you're thirsty? No. But that's the three simple, basic things. Prepare to win. And as I say, very boring. But that's the reason why I never worry. Because the only time you're nervous is if you're not prepared to do something you're supposed to do. I talked to 15,000 people in Vegas three weeks ago and launched a new company which we'll be talking about in A little while. And why should I be nervous? As long as I prepared my guts out, which I did do, but if I didn't and I have to come out there and fake it, holy cow, I'd be so nervous. So I submit to each and every one of you. Yeah. Go through your entire life and you give it all you got and you prepare to win and you do your homework and you seek advice and the probability goes dramatically up that you will perform well. Do you experience.

No, no, it's good. Do you experience fear?

Do I have fear? Yeah. No. Fear of failure. It can be fear of anything. Fear of living can be fear of dying. It can be fear of. No, no.

Did you ever.

Well, these are all kinds of questions Joe had never answered before, you know, have I ever time to think? Yes. Yeah, I can think of one time for sure. You know, I had very, very serious prostate cancer that had spread. And that's a real problem. Trust me, knock on wood. All luck, I got out of it. I'm still here 25 years later. So, yes, that was a medical fear for sure. And other than that, no life threatening. Well, I guess I did have one other one. Another quick, quick story if I can. I'm talking to a thousand people. It's in New York, it's seven, eight years ago, and it's at a theater. Theater goes straight up, the floor is cement, and I'm 30 minutes into my speech and I faint dead away. Hit my head, all kinds of blood, blood everywhere. They tell me I was unconscious. They get 911 there in three minutes and they take me to the hospital. And two days later, what did I do? I had E. Coli in my blood system. And then I flew myself to my wife, came and got me, flew to The Mayo Clinic, 23 days in the hospital, and that was a pretty good chance, might not make it. So that's the medical fear that I've had. Now, the reason why I tell you that story is the CEO of the company called back and he little hemming and hawing, and he said, you know, after about a couple months later, he said, and he paid me, obviously, an obnoxious honorarium. He said, you, how about you coming back and finishing that speech? And I said, well, of course, obviously I will so roll back, same audience, same theater, straight up, same kind of floor.

How much further along, how many months.

Later was it four or five months, then five, three, four, five months. And so, and they pull the curtain. And I come out from behind the curtain and see he's got the introduction I got, you know, 30, 45 minutes left on my speech. Pulls the curtain and I'm in a wheelchair with my leg up and bandaged and bandages around my head. And I've got a server, you know, caretaker, wheeling me out to the podium. They lift me up, okay, and I lean over and I said, as I was saying. Now, the reason I tell you that story is because creativity, this is the most creative guy on the planet. You know that. I haven't told you anything that you don't know. I admire them just tremendously. But creativity, to add creativity to your life. I wasn't creative, but I got a creative coach and she taught me how to be creative. And everyone in you in the room, there's no correlation, zip, zero, none, nada correlation between IQ and creativity. Every person, and write it down. And this room can become way more creative than you ever dreamed about. That's the reason why I happen to mention it. Also, I hire after, after, after. I go for integrity. After I go for hungry fighter. Right up at the top is creative, creative people. And I just love them. And I'm doing it all the time. And I could keep here 24 hours to tell you what I've pulled in my lifetime on creativity. Let me that goes to ethics, if I can. I would like to read one finger though, and that is as follows. Because I mentioned ethics, you got to absolutely be. Well, don't hire anybody unless you've got the ethics, okay? So I call this always act like your mother is watching. And I want to talk about ethics, them just for a few minutes because it's right at the top of my list. There's been a consistent, gradual decline in ethical behavior. I think American corporations. And in The United States, 50 straight years, just my opinion, it's been going down. And I'm talking about from senators to congressmen to state politicians. I'm talking religious institutions, I'm talking businesses and businessmen. I'm talking athletics, I'm talking, talking education, Harvard and Stanford the last five years, Huge, huge cheating scandal. And just goes on and on and on. So I want to give you an example, okay, of what ethics is. Very, very succinctly, a mother was invited for dinner at her son Brian's apartment. During the course of the meal, Brian's mother couldn't help but notice how beautiful Brian's roommate Jennifer was. Brian's mom had long suspected a relationship between Brian and Jennifer. Over the course of the evening, while watching the two interact, she started to wonder if there was more between them than met the eye Reading his mom's thoughts, Brian volunteered, I know what you must be thinking, mom, but I assure you, Jennifer and I, we're just roommates. About a week later, Jennifer came to Brian saying, you know, ever since your mother came came to dinner, I've been unable to find that beautiful silver gravy ladle. You don't suppose she took it, do you? Well, I doubt it, Brian said, but I'll send her an email just to make sure. So he wrote, dear mom, I'm not saying that you did take the gravy ladle from the house, and I'm not saying that you did not take the gravy ladle, but the fact remains that one has been missing ever since you were here for dinner. Love, Brian. Several days later, Brian received an email back from his mother. Dear son, I'm not saying that you do sleep with Jennifer, and I'm not saying that you do not sleep with Jennifer. But the fact remains that if Jennifer had been sleeping in her own bed, she would have found the ladle by now. McKay's moral, if you have integrity, nothing else matters. If you don't have integrity, nothing else matters. So anyway, I'm looking for humor all the time. I'm looking for creativity. It's everywhere there, and I just submit and challenge everybody in the audience to don't. Don't be boring, don't be predictable. Don't ever send another letter, you know, without thinking about it. Don't ever send another email, a text without thinking about it, without maybe putting a little bit of humor in there. Don't ever give a gift. Creativity and gifts. I could talk about that for an hour without giving it a lot of thought. Don't ever, ever make a call on anyone, any customer, someone important without giving a lot of thought. Don't ever pick up the phone, which is just really a powerful tool like you've never seen, without thinking and writing down. Pale ink is better than the most retentive memory. Let me just repeat that. Pale ink is better than the most retentive memory. Write it down. So when I'm calling a customer, I know exactly what my opener is. I know what the middle is. I know how I'm going to ask for the order at the end. Very, very important. And then with some humor, too. So that's my philosophy.

Yeah, that's great. So with your books, with your talks, with your articles, with radio, I mean, everything that you've done over the years, what are you really. What are you really hoping happens to the people that you reach? What are you really trying, you're teaching business principles. But so much of what you do is about connection, and it's about relationships and it's about longevity. What do you wish will come out of, like, say, a reader of your new book as an example? What do you want to have?

I can go back to how you become successful. And I go back to answering that question. Question indirectly, but so, so, so important. And again, it's pretty much my whole life. And that is to be described very simply. When my father got ahold of me, age 18, went out of high school, going to college, lost my mother, breast cancer, age 49, he taught me the following. Hi, I'm Harvey. Hi, you're Joe, right? To my brain bank, I say to myself, and this has been going on since age 18. Right to my brain bank, I say to myself, how can I help Joe? What can I do for Joe? How can I add value to Joe's life? And that's how I've lived my life all the way up right till today. With one caveat. I added one thing that I thought was very relevant, very substantive. This is key. Expect nothing in return. And I just again, submit to each and every one of you. Try it. Just 90 days, 180 days. This is to anyone that you're going to be in touch with now, someone you're not going to be in touch with. I have a way of being doing it because I can send him or her a book or something like that, but everybody you meet that you know, you're going to be in touch with, just delve into that brain and try to find out a little bit about them. And that can come back to the case 66, at a later time, here, a few minutes later. That's what I do. That's what I practice. That's what I'm looking for. There's no substitute for helping people get what they want. And you've all read it, you all know it. Most of you, you don't know not to expect, you know, not expect nothing in return, necessarily all of you. But if you try it again, 60, 90 days, 120 days, you won't believe it. When you get up in the morning, it's exciting to get up in the morning because you're looking forward to helping some other people. And then with my context, I can reach approximately 20 million people in three days. I've been doing it since age 18. And my father again headed that Associated Press for 35 years. He taught me the whole Rolodex, which is, of course, now Today, the computer. And again, everybody I meet. Hi, Joe. Hi, Harvey. Boom. I know I want to keep in touch with him right in the Rolodex computer today. Now, here's the key, little bit about him on the back of the card. And then the bigger key is find a creative, underlying creative way to keep in touch. That's what I've been doing.

Let's dissect this a little bit. First of all, I want to set it up because you are a true master at connecting and networking with people. And so I call it J Genius networking. Because my whole thing is I think any problem in the world can be solved with the right genius network, which is a group of people with skills and capabilities. In order to have a genius network, you have to do genius networking, and you have to be a genius networker. So it's a be, do, have. And I think through that, you can accomplish almost anything. Now, I want to frame this with. About not just going out and connecting with people and. And being of value to people, but also who you really become friends with. Because the way that you know a lot of very influential leaders. I mean, Muhammad Ali was one of your best friends, and you just know everybody. And the way that I determine who's going to be part of my core inner circle and who isn't is I look at people who are more powerful. How do they treat people that are less powerful to them? Do they say thank you when someone opens the door? Are they nice to servers? Or do they only kiss ass to people that are above them or that they want something from? And they treat their teams and everyone else like crap. And so I'm always observing powerful people and how courteous they are, how caring they are. And my interactions with you is you've always been very caring around people, and that's what I've always admired about you. And you've taught literally millions of people how to connect with other people. So everyone here has the ability to deepen their relationships, bond with their clients at deeper levels, develop not only business relationships, but great friendships. And you're a master at doing this stuff. So I'd like to. And you talked about McKay, 66, right?

Perfect. It was perfect.

Yeah. So I'd love for you to talk about that. Not just business relationships, but relationships in general.

Well, let me tell another story to illustrate part of your point. You better know who's buttering your bread. Very, very, very important. And there's a superstar businessman who walked into the Philadelphia restaurant, sat down, the busboy comes up with a pat of butter and a roll. And he says, I'd like another pat of butter. Busboy says, one pat of butter to a customer. Sir, don't you know who I am? He said, no, who? My name's Bill Bradley. Graduated number one in my class, Princeton University. First string all American basketball. First string all American academic basketball. First round draft choice. NBA elected Rhodes Scholar, elected U.S. senator. Those are very impressive credentials, Mr. Bradley. Don't you know who I am? No, who? I'm the man in charge of the butter. And to your point, there will always be someone in charge of the knives and the forks and the butter and the plates. And we have to be nice to everyone. It's important to be nice, but nice to be important. And you can't ever, ever forget that I was last night for dinner. Hundred people. Paradise Valley Country Club, 15 minutes from here. Piano player, violinist, playing some music. And 100 people people in the room. Birthday for a fellow friend of mine. And I got up in the middle and I walked over to him because I meant it sincerely. You're not sincere. None of this counts. You must be sincere. I told him I love their music because they're playing music of the old age. People like myself a little bit younger. But I told him how much I enjoyed his music. I'll bet he sat there for the last 10 years not having anybody come up for background music, telling him, but that to me meant something because I love the music. And I. Well, I'm a good singer. In the shower, I really good. I'm begging the shower. I'm really a big singer. So back to now. Then another part of my life, major part of my life. I'm 18 years old, I go to college, got my degree, think I'm really big, know it all and so forth. And I get out of college, age 21, go to work for an envelope manufacturing company. They throw the yellow pages at me, good luck, kid. And just didn't have a chance. I really had problems the first six months and interesting fellow's name was Carpenter. Came back one day and my dad asked me to find the old grizzly there. And I said, you know, ask him for advice. I said, tell me, how long are you calling a customer? And he said to me, it depends on which one of us dies first. And that's again when I learned my persistence. I would never, never, never give up. So then I'm calling on 300 accounts in the Twin Cities, St. Paul, Minneapolis. 21 years, age, having a problem. And one day I just decided, hey, I going to humanize my selling strategy. I'm going to find out as much as I can about all 300 buyers. I'm going to come up with 66 questions and it's called the McKay 66. I want to know where they were born, I want to know where they went to school. I want to know about the spouse, I want to know about the kids, I want to know about their names. I want to know what turns them on. I want to know what is political persuasion is want to know him or her, how many jobs they've had, what turns them on. And I came up with these 66 questions. And for the rest of my life, till today, even last night, I have kept the 66 basically on every single human being that I want to keep in touch with. Someday I'll read you yours. Yeah, okay, but. But that absolutely took Swim with the Sharks to 5 million copies in one year. My guys were crazy sales press. How can you give this away? It's crazy. I said, look, nine out of 10 people aren't going to do it. And we're 30 years ahead of the people that are going to do it. So I'm going to share it with the world, which I in fact did do. So little aside, if I can, was one with the Sharks and 5 million being creative, I want to be the first one to say this is 30 years ago. Money back guarantee. If you don't like swim with the sharks. I'm not sure I was the first one. I don't know. I couldn't prove it. But I had a three week fight, World War Three with my publisher, William Morrow and Company. Interesting. Okay. I finally prevailed. They sold five million copies. 27 people asked for their money back. Seven of them were my best friends. I guess they wanted to keep me humble. So Back to the McKay 66 then. You want to go deep with every relationship and what we teach at McKay Mitchell Envelope Company, which is my partner now, what we teach is guess what? This is not just for customers. This is for suppliers. I want the best ink company in the country. I want the best box manufacturer, the best carton manufacturer. I want the best paper supplier. Anyone who walks through our front door. There is no difference between a customer and a supplier. We keep 66 on everyone. And when I'm out calling and stuff, still call making calls, of course, then that gatekeeper is really important. He or she very, very important. So I keep a 66 too on the gatekeeper. And it's just real simple, that's all. This is another fabulous story. Red buttons, none of you, none of you, any of you ever heard of red buttons? Oh, my God. God, I thought the median age here is about 35. A bunch of millennials have got here loaded with, anyway, red buttons. This is just brilliant. Genius. See, one of the funniest comedians ever lived. So he told this story that he was on the city 52 circuits. You know, 52 cities. You go out and back, out and back. For his whole life, every time he came back to the hotel room after having dinner and meeting some people, guess what he did? He made out his holiday card, his Christmas card. He put right in there the their son is, Jody is so and so going to graduate. Did he get the soccer team? He wrote something from what he learned because it was fresh in his mind. And then he mailed them all at Christmas time. They thought he was a genius for 40 years. Best memory in the history of the world. But it's just again, little creative idea.

But wow, you know what? I've actually heard you say that before, and that's one thing I have not yet done. And that is a freaking fabulous idea. First off, I'm curious to see with the Internet age, even your terminology, we call on customers right now. You say that to a young person. I mean, this is like, there's no Internet. You physically go visit them in person, you call them on the phone. You are doing manual labor in order to go and connect with people. And we now live in this day and age where people don't make friends, phone calls, they don't go and visit people. Some do. And the ones that do have an incredible advantage. People don't use direct mail, they don't do cars, they don't do postcards. And I mean, I've said this to thousands of people. One out of a hundred ever does it. But I was like, if you want to improve your connections in your network, mail out 10 postcards, letters, anything physical. I mean, even if you text or do email, it's going to be better than what most people do. But you genuinely, every day, five days a week, you don't have to do it seven days a week. It'd be 20 times a month. And if you did that for an entire year, a year from now, your network will be off the fricking charts. Your connections, your relationships, how people appreciate. And no one does this stuff.

Short notes yield huge results. I've been sending notes all my life. No one can talk me out of this thing. Nobody can. President Bush, Father Bush and Clinton. More Bush than Clinton. Never, never, never would have been President of the United States without sending out short notes. I mean, I met Bush in an airport with his roommate who was a friend of mine. I got a note the next day. Not just a total stranger in an airport, he sent out notes his whole life. So what I do is I scan you to. I don't know what newspaper means, but anyway, I scan the newspaper, I listen to television. I'm looking, I'm looking to catch someone doing something right. I'm looking for someone that just became, okay, they just made an acquisition. Their daughter again, just did this, Their son did this. And I'm looking to write that note. I have, I'm up to now 700 people that I wish happy birthday to. So every day, you know, I've got one or two or three. Sometimes I got six, sometimes I have none. Been doing that since age 21. And boy, I want to tell you, when you remember someone's birthday and you just call them, that's all it is just remarkable of what happens. And then we teach our sales force, they have to know the birthday of their customers, right? Yeah. Have to know the birthday of their customers. And guess why? Because they go see them with a credit, they don't buy their business. They come with a creative gift and they walk in and see them on their birthday. You can't believe how much our sales force writes up the business on someone's birthday. And I guarantee you, nine out of 10 competitors, they don't think about that. And just back to the book then for a minute. Up until this book, I've gone to 25 cities, all seven books. And again, lucky to be on Oprah and Larry King and Good Morning America, all the shows. But then I would go to Kansas City and I go to Sacramento and I go to all these little towns where the big hitters don't go with my 25 cities. They roll out the red carpet. Austin, Texas, I mean, I just remember all these book signings. So no one does book signings around the United States, you know, unless you're a major political figure. Almost nobody. But I went did all that one on one. There's no substitute for one on one. I've made, tried to make five to ten. Yeah. Somewhere about five to ten business deals where I get on the phone and I tell them, I would like to come and see you for 300 seconds. That's all I need. And the people have said yes. I fly 4,000 miles, 2,000 over, 2,000 back for 300 seconds. Because that 300 seconds, one on one, that if we get the order, we will perform. I will be your 91 1. Okay? You can call me 24 7. This means a lot to us. You can say a lot in five minutes. Say goodbye. I almost always get the order. I've so far, and this is as braggadocious as it gets and as self serving as it gets. But not intended to be sold. I have never called on a person that I haven't sold my entire business career. Never. Assuming if there's a pivot little account and we can't get return on investment, anybody we wanted to sell. And my sales force, our sales force, they're way up there in the percentages too. In 80 to 90%, everybody go, why in the case 66 little things mean a lot, not true. Little things mean everything. And by doing all these little things over a period of a lifetime, that adds up to success. Incidentally, my definition of success is having a predetermined plan, successfully carrying it out over a long period of time. All right? And having a damn good time doing it. It's just simple 88 IQ stuff, but it's simple.

What do you regret in your life if you do?

If anything, yeah, I certainly have regrets. Biggest business disappointment is when I regret. I call it dig your well before you're thirsty. Another title of one of my books. But I regret coming to work and having a 12 week strike. We've only had one bad year in 50 years. 50 plus years, whatever. When they struck us for three months, that was a big huge business regret because I didn't think they were going to do it. And I got a little bit cocky and confident. We never had a strike in the history of the state of Minnesota in our industry and boy, that one was hurt. Three months of being shut down. I regret. If I could come back in a second life, I would like to be a college basketball coach. Basketball junkie. All sports. I mean I love all sports. Just again, as a brief aside to show you how addicted I am, I've been to 13 straight Olympics. Summer Olympics. You go into the Olympics, I got my room already. Come on. But, but, and I have to be. I can't say yes unequivocally because I just heard yesterday there's 95 out there every day. So I might just fly in for opening ceremony and come back. I don't know. But I go for 17 days. That's all it lasts is 17 days. I go to three, three to five events. I see, I see ping pong, table tennis, I see the horses I know nothing about. Okay, question I go to every single sport there is. Why? Because I just happen to love competition. I mean, I love you guys, but if on the other side of that wall, two women, let's say 85 years old, are playing tennis and it's tied in the third set, I'd rather be over there watching that one and talking to you guys. It's a true statement. That's a true statement. I love, I love competition. And so, and you can really learn something from it too, you know.

Okay, so what you're saying about competition, because I've had this sort of, this thought of curiosity about listening to everything you've said. Everything I've, you know, we've had, we've done interviews before, we've hung out a lot. I mean, we spent a good chunk of time together in the past.

Super Bowl. It's a Super Bowl. Yeah.

What is it about? Because you love competition. You are persistent. You said you've always made sales. Why do people fail? I mean, you talk about preparation and all that, but I mean, genuinely, what is the mindset or the behavior etched, to use the word etched. It was shared with me earlier by Dr. Ramani that I've etched in my name. I'm saying names wrong. You have etched in you success and winning and you love competition and you're wired that way. And there's a lot of people that will maybe listen to you and be like, I'm not Harvey. I can't be. I don't know how he has. I wake up every day in fear. I mean, this guy had to search his brain to figure out like a moment when I was afraid. I don't worry. And you say things like that. And I genuinely, I mean, you're a funny, happy guy. It appears most of the time. And every time I've seen you. And a lot of people may listen like, I can't do this shit.

What?

But you've trained so many people to win. I mean, you are a champion of, of success. And everyone can pontificate their self help theories and beliefs and everything. Like, what is it about a winner and a loser? What makes the difference?

Well, first of all, I'm not trying to clone any single person in this room. I mean, a person's life equals the total sum of his or her experiences. I've had a lot of experiences. Tongue in cheek here a little bit. My father said to me once, second is last. And of course he was just kidding. I really like coming second. All my life, everything I ever did, if I'd come in second, are you kidding me? It'd be terrific. But let me just add one thing. If you go ask a thousand business persons, men and women, highly successful, forget about making money. Yes. CEOs, presidents and all that, with great lives, you know, a lot of charitable work, everything. Thousand of them. How'd they make it? How'd they make it? Guess what? I'm going to give you the answer. I'm going to give you the answer. 90% of them will all say the same word. Somebody want to guess what that one word is? How about, you'll get this one. Perseverance grit. Higher, Higher. Okay, the word is nine out of ten. Just trust me, I know I'm right on this one because I've spent my lifetime asking everybody, mentor, mentor. They all had a mentor. And I want you to all maybe write this down because you won't know what it means. Bass are where you find them. Repeat. Bass are where you find them. What's that mean? Well, mortgage money is where you find it. Mentors are where you find. They're out there. There are more people, believe it or not, willing to mentor you than there are people asking to be mentored. But everyone never say no. Another just aphorism of mine, never say no for the other person. Let them say no. I can't sell him, I can't sell her. He won't mentor me. She won't mentor me. Right, get that. Never say no for the other person. Let them say no. I mean, I've got 34, 40 people in Minneapolis, people I don't know have come up to me in a lifetime. And I mentored them, you know, full charge. Zero. That's all changed their life. Yeah, I think so. But I said zero. I mean, you know, they just happen to be creative. Sent me one shoe, I'd like to get the other shoe in the door. I remember that one. But they become creative, they read my material, they never say no for the other person. They call up. And so everyone in this room has to practice that also. But you can't do it all by yourself. You really can't. Over a lifetime. And here's another fallacy. People don't understand mentors. Everybody thinks mentors are older than you are. Nothing could be further from the truth. I've got 35 year old mentors. I mean, the best guys, they happen to be men. Well, I'm sorry, one's a woman as of two months ago. But in the whole world as to the Internet and what they know, and so they can counsel me, you know, I've got a social media coach too, one of the 20 coaches. So mentors can be younger as well as older, and mentors change over a period of a lifetime. So that's very, very important. From my perspective, that's how you. That's how you learn all these things that you just talked about and you want to go deep. You want to have a relationship and it's not money, money, money. You want choices, you want happiness. When you get them both, there's just no substitute. And again, I love, love, love to make money because it buys me time. That's big what money does it buys me. Love it.

So is it pretty clear that this guy knows a little bit about how to make business work?

Right.

So let's just take a few minutes and I want to give the audience, we got maybe like 10 minutes or so to ask a couple of questions for you. And then I'd love to have you talk about your book and what people will get out of it when they read it. And I'd love to help promote your book because you have put a lifetime into documenting and writing about success.

Yes, sir, I see how beat you are. What is your workout routine on a weekly basis? Do you do yoga or. Well, if I tell you the truth, you're all going to faint and think I belong on a funny farm. This is a tough one, to tell you the truth. I work out eight days a week, which is hardly ever, ever miss if I'm walking golf. I've never taken a cart basically in my life. Those golf courses, the tough ones are seven miles uphill and downhill, so that's tough. Walked twice on Saturday, Sunday, this past Saturday, Sunday, which is of course it's only five and a half miles long, but where the crazy thing is, I'm not on drugs, trust me. I work out from 11:31 o'. Clock. Do you have a trainer? 11:30pm until, until 1.

He works out at midnight at night. I've been to his house, he has a gym there. 11.30pm till 1am at night.

And I've been doing that for the last 30, 40 years. Now. Let me.

It's very, it's very.

I have a. Again, I have a trainer, I have a stretch coach because I play golf at a. Very competitive for my age, I play very well. Nobody's ever heard of a stretch coach, but I have a trainer plus a stretch coach. And if you get starting to be stretched, I'd say age 50, 55, 60. Boy, when you get on up there in years, I want to tell you you're going to be fit, run three half marathons and then just gave that up for the exercise two years ago. But so the trainer really helps. Perfect practice makes perfect, right? I stretch. I do all my balancing in the shower. Try to stand on one. Well, you guys can. You're so young. Try to stand on one foot for two, three minutes. It's not that easy if you're over 50 or 55. So I do some exercises there. I got six different machines that I work on and then I get my news at the same time. So that's kind of. Kind of unusual. Thanks for the question. I'm not crazy, but it works for me. Now, I should say one thing, that I just Learned this about 18 months ago, I met and had him as a resource, one of the top doctors in the world on sleep. And in the next 60 seconds, I'm going to tell every single one of you how much sleep you need. How'd you meet that guy? I know exactly how'd you meet, yet I was going to mention that. True. Anyway, see the arrogance of that statement. For me, he's a phenomenon. He's phenomenal. But what did I learn from him? I learned from him how much sleep I need. I learned from him. Exactly. I can go 1, 1, 1, 1, 1,. 1, 1. I'm going to tell every one of you how much sleep you need. You want. Want to know? I'm going to tell you all at the same time. Answer, don't set your alarm clock. That's how much sleep you need. So I started giving up. Six, 30 meetings, seven o' clock meetings. I went. I've been sleeping one to six my whole life. I studied sleep when I was in college. I mean, talked to Mayo Clinic, talked to doctors. They said your longevity will not be okay, jeopardized if you get 500 today. They put that doctor in the prison. Now, today, sleep is everything as far as the newest research is. So if you don't set your alarm clock, that's exactly how much sleep you need. Isn't that smart? Great statement. Good question. Yes. And also how to keep your learning curve going. Is it mainly reading or are you taking courses still? I haven't gone back to night school for. I used to take courses, of course, all the time after I got out of school. But there's no substitute for reading now. Again, the whole world is right here in the hand. And their social skills, I believe, will be reduced substantively by looking at this and sitting in restaurants, as you well know, and talking to each other at the restaurants. It happens every. Everywhere. And so those millennials. And I'm not down on millennials at all, but the millennials will. I've got 11 grandchildren, so a lot of them fit right in there, but they're living. I have to slam the car door and say that's it. And we're going out to a restaurant. Leave your phones. Nobody's going to be talking while we're having dinner. Okay. On your phone. So reading is wonderful. I teach and mentor the following. I believe that you can get a college education if once a week. And I've been doing this course for 34 years. But once a week, Sunday New York Times, you know, forget your politics, forget the editorials. You don't have to read the editorial page if you don't want it. If you do, fine. But the New York Times every Sunday covers every subject in the world substantively in depth. Fascinating. Their obituary column is phenomenal. You'll hear of people you've never heard of before that are just phenomenal. So once a week, you buy the Sunday Times, you put it on your nightstand and you just peck away at it all week before you go to bed. That's what I've taught to everybody. I won't mentor anyone unless they agree to do that. The young kids and so forth, they have to agree to do that and check in. But that's, that's just for me. That's, that's one of the places where I get my knowledge, of course. And let me just go back to networking again because it's so important. I've got. Well, we've got time for a quick little networking story and then I'll go for it. Yeah. Yeah, okay. Because this is, you know, you can't. If you had to prioritize everything. I said, obviously networking's right, right at the top. But my father again headed associated with press 35 years, was a national syndicated columnist. Also. He gets old me age 18 again. He says every person you meet must do life. I'm going to repeat. Okay. Goes in the Rolodex file a little bit about him. Find a creative way to keep in touch. Now I want to talk about publishing for a moment. Okay. I'm an unknown first time author from the flyover state of Minnesota and I want to give published swim with the sharks without being eaten alive. William Morrow & Co. Is the publisher. I'm really making this short. Have a couple meetings. Not much happens. Finally, summit meeting. Now, you have to understand, for 40 years, if you're an unknown author and you Write a book. A business book. 10,000. They won't print more than 10,000. It used to be 1,500 Barnes and Nobles. Today there may be 600. But they would not print more than 10,000 if you're unknown and I'm unknown. So now, summit meeting. CEO, President, VP, National Sales. 20 minutes into the meeting, I asked for the order. And I said, I'd like you to seriously consider printing 100,000 swim with sharks without being eaten alive on the 37th floor. They told me to jump. DP National Sales closes his book. Thank you very much, Mr. K. Obviously, we're not going to get together. And then he looks at me and he screams, who are you? Screamed at me, come in here. He's laughing. 100,000. And we know he'd print 10,000. Unknown. First time author. Well, I brought two humongous briefcases in with me. Then I pulled out two huge Rolodex files. 30 years ago, 6,500 names started to go through. General Mills got 30,000 employees. We do business with them, maybe they'll read the book. Maybe they'll pass it along. Pillsbury, 18,000. Honeywell, 22,000. Carlson Companies, on and on and on and on. 3M Company. Then I said, oh, we do business with about five countries. Then in France, Germany. Oh, here's Spain. Paco Galadas got 2,000 employees. Maybe they'll read the book. Maybe it'll be an international best seller. Three weeks, three meetings later, they printed 100,000 hardcover copies from the Sharks. And one of the reasons why I told you this, because the world really goes around, okay? As do someone. Set someone the table for you. If I want to get into General Electric, I have to have somebody, you know, set the table. I want to get into General Motors. Want to get into Google and sell them envelopes? Are you kidding me? It'll take two years. Have to find somebody that'll give me instant credibility. And that comes from networking, of course. Now, here's what's important about networking. You go. Not you, not you. This crowd. But a lot of people all over the country are going. Remember, they experience exchange cards. It's worthless to exchange cards. What's important is the quality of what you have in your network and your computer. If you're all my best friends, guess what? You can reach if you live. You know, my very good friend, and we do things together. You got one card, right? You got one name in your computer, but you got 20 million people you can reach and 23 days. How it's like to have 10, 15, 20, 30, 40 friends like that. And so it's the quality of the card, not just picking up cards and having two. Everybody knows 200 people that I can tell you. Every single person knows 200 people. But that, that doesn't do it. Yeah. So, so how can we, how.

Can we as a group support your, your.

Book? Sure. I'm a, I'm, I'm a little excited. I can't hide my enthusiasm for this and that as follows. I'll be very succinct. This will only take a few minutes. But I have to open up with a story and give you the background. Several years ago I was making again one speech a week all over the world, books in 80 countries. I decided to come off okay, the circuit for one year and I'd form a roundtable. Now my skill more than anything else above selling is hiring. I've studied hiring now for 50 years. So I went out around the United States, I had interviews and I looked for people with chemistry. I looked for hungry fighters, I looked for entrepreneurs. I looked for people that wanted to increase, okay, their businesses. I picked 25 of them. 25 of them were doing between 2 to 1 million and $300 million. Most of them in the 5, 10, 20 million dollar range. But a couple biggies too. Didn't know any of them. And here's what I did. I mentored them professionally. Six meetings, six meetings were held in six different cities. Two days and two nights and three days. And I brought in world class speakers, speakers that you people haven't heard of before, but the best in the world. I would they have heard, would they have heard you of our Sleeping guard or not?

Probably. I think I've had Michael Bruce at one of.

Them. Have you had Michael.

Bruce? I won, but.

Okay. But anyway, there are so many great speakers out there. Speakers you haven't heard of before. Obviously I brought in Lou Holtz. Obviously I brought in John Maxwell. You've heard of Maxwell, written 80 books, 75 books. Number one on leadership in the whole world. Nobody's second, third or fourth. He's number one, two, three, four Maxwell. And then I'm from Mars, one are from Venus, brought in John Gray, brought in three or four or five that you know. But among all the videos, you don't know the other ones. And so that's what I did for one year, 15, 15 teleseminars. And then they got access to my book, of course, electronically and on and on and on. Just all kinds of interviews that I've done with people interviewing Holt Interviewing Ken Blanchard, who also came in, the one minute manager. Now, after one year, they made me do it a second year. So I did. Finally said, okay, I'll do it one more year. Went from 25 to 30, 19 men, 11 women was the mix. And again up to $300 million. And then when they got back with two years, they wanted, three quarters of them wanted me to do it again. And I said, I'm out. That's now what you must know. I charge them $150,000, $75,000 a year for all of this material. Now, here's what's inside that material again. It is all transcribed, in other words, here, every single speech. There's now 28 videos in there. Everything's transcribed. Hear me talk for an hour and a half, push a button on the computer. 40 pages spit out here. Lou Holtz, 40 pages spit out. You're calling on someone from Notre Dame. Holy cow, you bring that thing into them and lay it on their desk. Here's Lou Holtz with a 40 minute speech. You got the order? That's all there is. Right away, in one minute. So there are tests after everything. Just 10 questions, multiple choice. Can't answer seven or eight. Go on back and listen again on all these different subjects that I've been talking about up here and now. Here's the key, okay? Here's the key. If you were to acquire this, then you can pass it on to your family. Need a job, doesn't matter what it is. All these different books, everything, all these different speakers, pass it on to your family. Give them the key, okay? Give them the password. Pass it on to your key people at work. You want to grow your people. The one way you build the business is you grow your people. One person, two people, five, 10, doesn't matter. So you get to pass this on to them over and above that, you can pass it on your key customers. Can't give it away to thousand people or 500 people. But this is what the bonus I am giving to each and every one of you for what I call a reasonable request. Reasonable request. That's all. And it's all word of honor. I have no problem with that at all. As long as you're associated with Joe. So this is the book. He already read it. You know, you haven't hit your peak yet. Interesting that if you open it up, there is Harvey's Shaving. And what it says in there is really simple. For 25 years I've had this post it note which is right there, you know, on the mirror. I've been looking at this post it note for 25 years. Years didn't know what to call my book. So you haven't hit your peak yet. That's what I've been looking at for 25 years. So that's the title of the book and as I say titles mean everything. As I called off some of those titles to you use your head to get your foot in the door. We got fired. It's the best thing that ever happened was seeing some of my titles. So I worked very hard on that. So the book comes out on the 29th. Amazon rules the the world. If I can get from everybody in this room a best efforts commitments. You all have social media. Most of you I think have social media. And if you can hit your social media best efforts you don't have to report anything to me. All you have to do and you want to write this down harveycay.com you go to harveycay.com and just say, just say I was in Joe's session, okay? And I gave it my best effort.

Whatever. M A C, K a Y.

M A C small K a Y, not K. But the more important thing is when you go to Amazon I'm looking for pre orders. Pre orders and I didn't got a chance how to sell books But I can tell you pre orders are the almighty today in book selling. That's what Amazon determines everything on how many they print and so forth. So I'm looking hopefully for 25 to 50 books that you can make a best efforts to sell. If you sell 10 and you gave it all you got, fine. You still get this. It's called the Harvey McKay Academy is what I just described to you. Now I'm going to be interviewing Joe. He doesn't even know that. You know I keep putting new things up every two months so there'll be new material on there all the time. And I'll be traveling around the country interviewing superstars. So that is the Harvey McKay Academy. It is. It reeks with an MBA in the real world. And when you hear Holtz and you hear all these speakers, you hear people talking on trust. You hear them talking on subjects that you never heard, never heard of them before. But when you hear them, wow. I mean are they. They're fabulous. And then it's transcribed again. So you got the paper academy all in your hands. You got the quizzes. Share them with your family, share them with your friends, share them with your customers, share them with your employees. That's pretty good for Just the best efforts of 25 to 50 books. And I'm doing that because of this guy. I don't think I've ever done this before, but you know, I just respect this guy so much and how he's helped so many people, plus myself. And that's all you have to do. Oh, It'll take about 30 days because I've never done this. It'll take about 30 days to get you that information. Book isn't out to the 29th. One last thing. So pre orders are up until the 29th. Best efforts on pre orders there. But then you can't go past January, February, the first week in February. You have to just forget about it after the first week in February. I mean, and the reason why is every best seller list, everything's the first week. That's it. You have no chance to climb back on there. Almost zero. Not zero, but pretty close to zero. Everything's one week, first week. That's why if you're going to write a book, you have to plan the marketing campaign one year before. Before you even pick up the book, you have to start talking about marketing, which is so very important. Any questions on that at all? Everybody understand that? Have I made that perfectly clear? What's.

That? He said? If you could repeat the process.

Please. Oh, yeah. Process is real simple. You're going to give your best efforts with social media or calling friends or calling one guy that owns a company. Hey, I just registered this guy. I think you should buy 25 or 50 books. Okay. Pre orders at Amazon. At Amazon. Just you. And use those that you have social media, which are many of you. Then. Then you use your social media. Of course. All right. Anyway, that anything you want to say in that social.

Media. He has a big ass.

Following. Okay, fine. Yeah. What's your number? I'm kidding. And then, then no matter what the result is because you're not going to know the result either, but you'll have a good.

Feeling. Touch, will you do podcasts and.

Stuff with people here if they have a big following? I can't do that just because I've run out of time. I've got my podcast all lined up. Gotcha. And so that. That's. Otherwise I'd love to. Of course. Even if you had 10 million names or 5 million, I have to keep my word to the people that I said I do a podcast to. And again, dig your well before you're thirsty. Only networking book you'll ever need, which is that's in 200 colleges. One of my seven books. That's what I did. I dug my will and I've already planned everything. So then all you have to do after that is just go harveycay.com and just mention Joe's name. I was in the audience and I gave it my best efforts. And then within 30 days, you'll receive what they paid. $150,000 for every single word. And you'll have enough on your plate there for many, many years to come. And your family and your kids and everything. And it's material like I just talked about. What you're going to get is what you just heard in the last 60, 70 minutes. Whatever.

Awesome. Well, so I sort of told everyone your age yesterday, but I misquoted it. Unfortunately, I told them the wrong age. Would anyone like to guess how old Harvey is? Are we adding the seven.

Years? Don't be complimentary. Who said that?

87. You're exactly.

Right. Sure, 87. He remember you said 86 yesterday? Yeah, I said 86. You got a good memory from yesterday. No, I remember from when we.

Had your meeting over at the.

Can. Oh, inside information. Then. He's cheating. Oh, yeah. Okay. You don't qualify. I was gonna give a hundred dollar bill if they guessed on the first crack.

Okay. What didn't I ask you that? I should have asked.

You. You asked me everything. Everything. Everything is fine. Just. Just perfect. Yeah, a lot of things we could have talked about, but.

That'S. Well, to be continued. It always is. And you know what? Yeah. You've done amazing stuff. I really appreciate you coming down and sharing your wisdom with everyone. I really. We will do our best to promote this book. And what do you guys.

Think? Thank you. There we.

Go. Thank.

You.

Okay. I hope you found that video awesome and useful. So if you want to get a free copy of my book, I want you to click here. And if you want to watch some more videos that will be useful and awesome, click.

Here. Go ahead. You're over here. Do it.

Now. Come.

On. Thank you. Watch.