This is an excerpt from an interview with Harvey Mackay about his new book, "Use Your Head to Get Your Foot in the Door: Job Search Secrets No One Else Will Tell You."

Question: What’s the importance of lifetime learning and how does it apply to job searching?

Well, another synonym or synonymous with that is just continuous education, which of course all the universities and colleges, junior colleges have across America. You don’t go to school once for a lifetime.  You’re in school all of your life. If you live average life expectancy, American male, 73 years of age; American female, 78 years of age – and you drive ten thousand miles a year in your car, guess what? You’ll spend three years in your automobile, so I happen to find that out many, many years ago like about 30 or 40 years ago – used to call them audio tapes, now they’re CDs. So, what we teach our people, our sales force, approximately 35 people, we teach them to turn their automobiles into a university of continuous learning!

Now, knowledge does not become power until it’s used. Ideas without action are worthless. You want to take that knowledge from the CDs, use it in the marketplace, get the results and then believe it or not, come back and share it, of course with all of your people.  Well, that’s the same thing again as getting the job.

You have to be up to speed on everything. You should even be reading the newspapers, television, radio, internet, 24 to 48 hours before to see what’s going on with that company so that during the interview, say, I see you just made an acquisition – 48 hours ago, I see maybe on the negative, you closed up two shops – whatever and then what happened there?  So that they know that you’re right up to the nanosecond as to what’s going on, but you don’t go to school once for a lifetime. I repeat, you have to be in school all of your life and it’s fun! There’s no question about it, it’s fun! It’s just challenging. It’s exciting to know what’s going on all over the world. We’re not talking about just your city or just your state because as well you know, Tom Freedman says, the world is flat, there’s only one world out there and we’re all connected.

This is an excerpt from an interview with Harvey Mackay about his new book, "Use Your Head to Get Your Foot in the Door: Job Search Secrets No One Else Will Tell You."

Question: What are the right concepts to practice when looking for a job?

There’s an old saying, practice makes perfect, not true! One word  -  perfect practice makes perfect. Practice something time and time again and let’s just say golf and you don’t know what you’re doing, what are you really doing? You’re perfecting an error.

you’ve put a ceiling on how good you can become. For those of you that are golfers out there, you can play eight days a week. You can practice eight days a week and if you’ve got a loop in your swing, what are you doing? You’re practicing an error, you’re perfecting an error. you’ve put a ceiling on how good you can become.

So very recently, I made a list on how many coaches I have and I’ve had about 23 or 24 different coaches over a lifetime. I still have 15 of those today. I have a speech coach, I have an idea coach, I have a humor coach if you can believe it. I have a marathon coach, but I’m lucky enough to have run ten marathons with him. I have a skiing coach, we both like to ski. I have a tennis coach. I have a golf coach, dancing lessons that’s my wife. She makes me take dancing lessons, but I could go on and on and on.

Now, why do I have these coaches and I can just hear someone saying right now, sure, he can afford to have those coaches. No, no! Wrong! You’re not spending a single penny. You’re making an investment in yourself to perform at a higher level and that money comes back ten, twenty, fifty, a hundred fold. You’re not spending one single penny. So what does this mean?

Well, would I want to be a good speaker? Would I want to be a good marketer? Would I want to make the computer home? The iPhone home? Because I’m seeing all of these different coaches I have, what does it mean? All it means is one final thought, whatever my God – given talent is, whatever my God – given potential is, once I focus, once I concentrate, once I zero in on what I want to accomplish, I can’t get any better. In other words, you can’t do it all alone! You need that what I referred to earlier videos, a kitchen cabinet of a lot of people and then you zero in with a personal coach and just imagine what I’m saying here now is, want to get a job? Go hire a career coach. Go get a recruiter! Have them help you. Have them teach you and your probability again for success goes dramatically up and believe me, on the back of the book here, guaranteeing the money back, if they don’t get a job, I won’t be giving any money back to anyone who goes and gets a coach.

Three things to remember about a coach, number one  -  it works! Number two  -  it works! And number three  -  it works!

This is an excerpt from an interview with Harvey Mackay about his new book, "Use Your Head to Get Your Foot in the Door: Job Search Secrets No One Else Will Tell You."

Question: What’s the importance of networking when trying to find a job?

Allow me to tell a favorite story that I don’t tell too often, but it happened to me. It’s the result why I’m here today. I wouldn’t be here without this story, but I wrote "Swim With the Sharks Without Being Eaten Alive" – a long time ago, late 80s, again the book is still selling extraordinarily well, so the concepts and philosophies of course don’t change over a couple of decades.

But my publisher sent me, William Morin & Company over to shoot a copy of the book with an advertising agency, shoot just like this, hold up the book, talk about it, out you go. New York City, nine in the morning, I roll in, and there’s Larry King holding up his book. I think it was "Tell it to the King" was the book. Alright, and I’m telling you, I mean, I get perspire-y, I get nervous, shocked, oh my gosh! Larry King! And I start thinking; oh I’ve got to meet him! Boom! Two minutes later, next! He gets through with his message, out the door he goes and I have to hold up my book. I missed him.

Five minutes later, I walk out. King’s on the pay telephone. Pay telephone! And as we’re walking out, I’m walking and he hangs up, we walk out, stretch limousine comes up to pick him up and I’m hailing a cab and he looks at me and says, "Which way are you going, kid?" He called me a kid! I said, "I’m going to Park Lane Hotel." Jump in! I’ll give you a ride!

Now, I have 300 seconds, it’s a five-minute drive. I have 300 seconds to get on Larry King Live. Is that high soprano? But thank God, my father trained my mind, ever since I was 18 years old, so I think, a third of the people would’ve started talking about himself, no good! A third of the people will start talking how good Larry is! Won’t work! A third of the people would’ve started saying, "Do you know?" Well, my mind has been trained and I still do it today and I’ll do it as long as I have a breath in me, right to my brain bank, I’m making small talk but I’m saying to myself, what can I do for Larry King?

Three minutes go by, two minutes left! Bang! Idea! I said to Larry, "Larry, would you like to sell a lot of books? Are you interested in selling a lot of books?" That’s why I write them, kid. And I said, well, I’ve studied the book industry for a couple of years, this is my first book. I think I’ve got some constructive ideas, maybe I can pass them on to you. Like what, he says. Now, we’re right there at the Park Lane Hotel and I gave him seven constructive suggestions how to sell books.

He said, of course, James or whatever his chauffer’s name was, turned off the engine, talked for 15 minutes. He had me on his show the next week, 50,000 hard cover books sold in one week. I would not be sitting here if it were not for Larry King! So, networking name of the game. My father again got a hold of me, age 18 and here’s what he said, "Harvey, every single person you meet, the rest of your life goes in a rolodex," of course it’s a computer today.

Rolodex file – little bit about them on the back of the card, now, here is the key and I want to repeat this. Here is the key! Find a creative way to keep in touch, underline! Find a creative way to keep in touch and that’s what I’ve been doing ever since age 18. I’m proud to say I have 12,800 names in my computer, average person knows about 200 people, so that’s about 2.4 million contacts in 80 countries, 40 different languages, 80% North American and so therefore, you’ve heard of six degrees of separation that you virtually can get to anyone within six phone calls.

Well, let’s just say you’re living in Minneapolis and let’s say I’m in your computer Rolodex, and you’ve only got ten or 15 cards, this is the value! This is the value of networking. You only have ten or 15 cards, but let’s say one of your cards is me. Well, 12,800 contacts, 2.4 million contacts from 12,800 names, one card! So, how are you going to exaggerate how important networking is, and it goes back to volunteerism, finding your passion, absolutely joining that particular United Way, Cancer, Heart, Boy Scouts, whatever – and then getting that network and then keeping in touch with them.

The important thing is, when I meet anyone, what can I do for you and then again, what you’re saying, you don’t expect anything in return, so that’s the double key. Do not expect anything in return when people come and ask you for something, you’re asking them never, never expect anything in return and then just a quick little add-on, I call it spin to win! Ever since age 21, my father told me, I would take every Sunday six in the morning until 12 at night, I could reach countries, people, time zones, spin it, spin it and just keep calling people, how are you doing? We do this of course with our phones today – I spin the Rolodex, just did it. I did it for 35 or 40 years, keep in touch with all of those people and you’ve heard of the 90/10, 80/20 roll, but now it’s 90/10. You get about ninety percent of your business, it used to be eighty from ten percent of your customers and entrepreneurs listen up on that. So you really have to understand and focus, concentrate where that business is coming from and keep in touch especially with that ten percent and that’s what I did with the Rolodex.

When I had a hundred cards, I was in touch of course with ten of them for sure, when I had a thousand, a hundred to a hundred and twenty five, I would zero in on. So it all boils down to one thing, little things mean a lot, not true. Little things mean everything!

This is an excerpt from an interview with Harvey Mackay about his new book, "Use Your Head to Get Your Foot in the Door: Job Search Secrets No One Else Will Tell You."

Question: What’s the importance of the invisible web when looking for a job?

I would predict that 99.999% of the people in the country are not familiar with the invisible web. There’s a fellow by the name of Sam Richter, a very good friend who lives in the Twin Cities where I live, St. Paul, Minneapolis. He came out with a book called "Take the Cold Out of Cold Calling," and I referenced the book and also summarized in the book a key chapter, which would tell you how to access the invisible web.

Google is fine, Google is wonderful, but that’s what your competitors are doing. We have to take it a step further, have to ratchet it up another notch. So again, I’ll use you as an example. I’m coming in, you’re interviewing me. And yes, I Google you, which I’m not going to find that much about you if you’re not famous, right? And I’m going to Google the company, but the invisible web that will send you to other sites, other databases and therefore, I’ll be able to find out just a few things, okay. Are you a democrat? A republican? If you wrote some checks maybe, either party, which is nice knowledge. I’ll be able to find out your interests, your hobbies, let’s say you’re a golfer, I’ll be able to access your golf scores, exactly what your handicap is, small print – under the small print, now that’s scary, but it can be used constructively without question.
 

So, that’s what I want to tell the people that pick up this book and the entrepreneurs, anyone that reads this book, it’ll help your business because you’ll be getting additional information, how do you feel about that 66 question customer profile? That’s what you do.

You use the invisible web over and above when you go in. If I call on you, I read the desk, I read the walls, you can’t work at MacKay Envelope Company unless you can read upside down. I’m just kidding of course. I’ll talk to the guards at the gate, I’ll talk to the gatekeeper. Invisible web – all of these things are how you’re collecting information because if I know 30 or 40 or 50 things about you, again, I can humanize them. Let me repeat that, I can humanize your selling strategy. I can then find the common denominator, what’s the chances that we’re going to get together. People buy from other people because of likability, because of chemistry, because of people skills and you take this system again, this philosophy that goes right to finding a job.

People are going to hire you because of people skills. Lee Iacocca once said and he turned down Chrysler a long time ago, but still a big time hero in the auto industry. He said, "Anyone who doesn’t get along with people has earned the kiss of death, because that’s all we’ve got around here are people."

This is an excerpt from an interview with Harvey Mackay about his new book, "Use Your Head to Get Your Foot in the Door: Job Search Secrets No One Else Will Tell You."

Question: What is the idea of exposing yourself in your own home and how is it relevant to searching for a job?

There’s an old expression from many, many decades ago. You don’t open up on Broadway. We’re talking about Broadway shows. You open up in New Haven, which of course means you start with a much smaller town, you don’t start with the big show on Broadway. Well, who would want to go in for their first interview without a mock interview? So we use – what do we use? We use a video camera. That’s the secret.

If you don’t have one, you make the little tiny investment. Now, hopefully and we talked about this in the other videos, you have a kitchen cabinet where you have some personal friends. A kitchen cabinet is my kind of expression, too, I’ve used for years, you coral two or three or four friends who care about you personally and now, you can bounce off ideas with them when you’re rejected, when you’ve got some ideas, should I do this? How’s my strategy? How’s my tactics? And they’re all there because they care about you.

I’ve had a kitchen cabinet for 45 years, changes over a lifetime, but wow, isn’t it nice to bounce off ideas? So now, you’ve got your video camera, you supply them with all – let’s say you’re in my kitchen cabinet. You’re the cameraman, I give you 15 questions, ten questions about the industry. Now, I’m on film. Well, when I’ve gone through it for five, ten, 15 minutes, I may choke, I may be stage fright. There’s a whole chapter in there about being stage frightened and how to conquer it, which is very, very important.

Now, I know exactly how I look, the answers I’m giving. I gain confidence, I get feedback, I get constructive criticism, people that care about me, you just can’t beat that. I go to a first interview and I’ve blown some questions, I come back again and I get a video camera and my friends to take another look.

Let’s just talk about football for a minute. I’m from the Viking territory – Minnesota Vikings, we lost in New Orleans recently. It was a wonderful game. I’m there in the Roman coliseum. Seventy thousand screaming fans. You know what Bret Favre did, they played sound machines back in Minneapolis before they arrived, a way game at New Orleans in the pits in front of all those rabid fans. He played all of that noise so he was used to it.

So when he’s calling signals, all the players could hear. It’s a mock interview that we’re working on here. On the questions, better in it and then when you go in, boom! You’re not a rookie. You’ve got some confidence. You have some self-esteem. That’s exposing yourself in the privacy of your own living room. Prepare to win!

And let me add a little PS. Visualization. You see, once you’ve done this, now you can drive time when you’re driving on anything. You can start visualizing that mock interview and that’s what you’re going to be like in front of that person. I want to tell you, if you do that, for every ten people that are being interviewed, I’d say at the max, two or three people will think about that.

This is an excerpt from an interview with Harvey Mackay about his new book, "Use Your Head to Get Your Foot in the Door: Job Search Secrets No One Else Will Tell You."

Question: What’s the importance of a library card when searching for a job?

Most people just forgot what the library is all about, what it can deliver – the definition of a secret is when only one person knows. So no longer is this going to be a secret. If I were talking to a thousand people and I said, “How many own a library card?" Sixty to sixty five percent would raise their hands. How many have been in a library in the last year? Two, three, four, five percent! That library card is golden and let me tell you what it will deliver. If you work for a big company, they have the money and the resources to go to search engines, to go to databases that the individual cannot afford.

All you have to do is have a library number, boom! Or go in the library once a year and not even once a year, just make sure you have the library card and you can wind up with Down in Brad Street, believe it or not, databases at big companies have to pay for, you can hit my HarveyMacKay.com, my website, go to job secrets – that’s all, just job secrets. Go right to my toolbar. You can be hooked up with all the newspapers in the United States, you can be hooked up with all of the libraries in the United States and what does that mean? You’re going for a job, all of a sudden, you can find out in the last 24 or 48 hours what’s happened inside that company.

Maybe you’re interviewing me and you’ve prepared a paper for somebody, for the industry and now I can mention during the interview that I just picked up this information. So the library card is gold and if you’ve got a problem, there’s an MBA or a PhD waiting to help you. You cannot overlook your library card and what libraries can do for you and deliver.

Let’s talk about the entrepreneurs out there. They’re trying to get business of course, no one – you don’t have a company, you don’t have anything unless someone can bring the business through the front door. There are no people, there are no jobs, so they can take the library card, forget about even getting a job, look what it does for their business. They can find out all these relevant salient points that no one else, not your competitors, they don’t know, you’re walking in to get the order, you know everything about their business, prepare to win!

This is an excerpt from an interview with Harvey Mackay about his new book, "Use Your Head to Get Your Foot in the Door: Job Search Secrets No One Else Will Tell You."

Question: How do you get past the gatekeeper when interviewing for a job so that you get the job?

Well, first of all, the definition of a gatekeeper of course is most people will have assistance of their new marketplace, is their HR, human resource people, no matter who you’re meeting with, most of the time, they’ll have an assistant because they’re doing a lot of interviewing and they aren’t doing it by themselves, and you have to remember what we’re talking about now is for every job opening, there’s about anywhere from ten to eighteen different applicants, which is all by itself beyond comprehension.

But allow me to tell a little story first about the gatekeeper if I can, which will apply. And that is Bill Bradley. Bradley, he told this story himself in Philadelphia a few years back, walked in to a Philadelphia restaurant, ordered dinner, a bus boy came up and put a pad of butter down and a roll, Bradley says, I’d like another pad of butter. One pad a butter to a customer sir. Bradley said, don’t you know who I am? And the bus boy said, no, who? He said, my name is Bill Bradley. I graduated number one in my class. Princeton University, Associated Press, basketball All American, academic basketball, first string, All American, NBA first round draft choice, road scholar, elected US Senator. He said, impressive credentials, Mr. Bradley, but don’t you know who I am? No, who? I’m the man in charge of the butter.

Now, moral. There will always be someone in charge of the butter, the plates and the knives and the forks and we, everyone of us have to get along with everyone. And so the gatekeeper gets overlooked all of the time! And what are some silver bullets?

Number one, you better pronounce her name right. Number two, and this goes for anyone listening, anyone viewing in America, the world! The universe, whatever. Don’t ever make a phone call to somebody that’s important to you, let alone a social friend or anyone without using the following words, is this a good time to talk?

You won’t believe that maybe one out of four – 25% of the time, they’ll say no, can I call back? Can you call back? How would you like to be looking for a job and calling the gatekeeper, alright? And you get her at a bad time or him at a bad time, one of the assistants, so it’s very important.
Now, what also is important is you have to know the backup behind him or her because they might not be there and so therefore you want to find out about that person and then we go to the invisible web, we go to the 66, we go to the switchboard operator, we go to the guard at the gate if it’s a big huge Fortune 1000 company, we find out a little bit about the gatekeeper, so that we can just mention that I understand your son just graduated from Notre Dame or whatever, just little things that mean a lot that are not true, little things means everything! So we’re humanizing our selling strategy. We must get along with the gatekeeper – very, very important.

Now, here’s what I do. Works for me, it should work for anyone. Just two days ago in Phoenix, Arizona, I wanted a big favor from someone. I didn’t know him, he’s got a big title. I found out the name of course of the gatekeeper – I love it when they say, Mr. Jones’s office and then I’ll say, Betty or Arlene, I call them by name right away. Why do I do that? Sweetest sound in the English language is the sound of your own name on someone else’s lips. And then when you remember not only their name, but a little bit about them, now you meet the real test of salesmanship. You not only get the order, the job, you hit the reorder.

So I’ll call her by name and then here’s what I I’ll say, it doesn’t matter – here’s what I’ll say, 48 hours ago, I said, look, I would like to work with you. I know how Mr. X’s busy traveling all over the world, it’s very difficult to get into him, but I’d much prefer working with you and I’ll leave my number, hopefully we can get together, I’m available 24/7 eight days a week, I’ll be there. Let him know your passion that you want the appointment, you want the interview, whatever! That will get you the results.
 

This is an excerpt from an interview with Harvey Mackay about his new book, "Use Your Head to Get Your Foot in the Door: Job Search Secrets No One Else Will Tell You."

Question: What job interview questions should I be prepared to answer?

I’ll start just with a couple of questions. There’s about 25 or 30 of them in there, in fact they can hit my website, HarveyMacKay.com.  We’ve got 16 – I call it the Sweet 16 beautiful questions to be prepared for, so we’ll give them a little add-on here that they can about the book which is many, many questions, but key questions of course are, what do you bring to the table? It’s in reverse of what I was saying, what can I do for you when I’m meeting you. When you go in there, you can’t be thinking of yourself? You can’t be thinking of what you’ve done in your career, but it’s what do I bring to the XYZ company.

Question number two, very important, give me some experiences of how you’ve brought some people along the way, we’re talking about key jobs here now, you have reporting people to you, have you brought them along?  What have you done? Two very key questions! Kurt Einstein, many people haven’t heard of him. I’m a member of the Young Presidents Organization. They kick you out when you’re 50 years of age.  They give you a rocking chair and then you join with what they call WPO – World’s Presidents Organization and also, I’m a member of another off shoot of YPO, CEO – Chief Executives Organization.

So they’re in 30, 40, 50 countries, YPO – eight to ten thousand members.  I get a chance to mix with a lot of different entrepreneurs and people that are running their own businesses. One of the best resources and I’ve been a resource now in the past 20 years to these organizations, one of the best resources, his name was Kurt Einstein and he came up with 20 killer questions. What to look for in an interview? How to prepare for the interview?

Like for example, how would you like to be sitting and I’m interviewing you and would you tell me, Mr. Mike, would you lie and if so under what circumstances? Now, I don’t want you to answer, but I mean, you have to be prepared for everything which means in a transition, two – I had a great experience in 2001, I was a Ms. America judge. Someone has to do it.

And this interview says you know and there’s all kinds – video shoots, they bring their videos with them, so I knew when I did my homework that during the five days of questioning, I don’t care what you throw at them. They have heard. They have been trained – some of them, this is not a negative, but some of those 50 women have been programmed and trained to answer every conceivable possible question before they arrive.  You can’t fool them. You can’t trick them right to my brain bank, I took out a week and started thinking what might stump all 50 contestants?  Here we go, are you ready? Question! You’re Ms. America, now you’re ready. You’re Ms. Alabama, you in her shoes, one on one, Harvey and Ms. Alabama. Tell me, if you were Hillary Clinton, would you have left your husband and why? They were not prepared for that question. All 50 women!

Now, one of them, I’ll give you the best answer. The best of them – and she called me by name which blew me out of the saddle, you want to know why? She memorized the judges pictures and then called me by name and I’ve never met her. She said, Mr. MacKay, here’s my answer.  I would not leave him and the reason why is, I have a power base, and I believe, okay in what I’m doing and what I’m teaching and the word that I can spread to millions of people around the world being married to the most powerful person in the world, so I would keep my power base and I would not divorce him and that’s the real truth.

This is an excerpt from an interview with Harvey Mackay about his new book, "Use Your Head to Get Your Foot in the Door: Job Search Secrets No One Else Will Tell You."

Question: When Job Searching, Should I Be Interviewed First, Middle or Last?

The late birds get the job. Okay, take home a little bit. Cliffhanger, photo finish. I’ve had some wonderful experiences over a lifetime and again, right at the top of the list would be serving on Robert Redford’s board of trustees, the Sundance Institute where we were just recently, correct? And spending approximately 12 years on the board, I learned a lot and there’s one conversation that I have had and they call him Bob, one conversation I’ve had with Bob, I’ll never forget and he said, whenever you’re shooting a film, you never want to be in the first, second, third, fourth month of the year. You want to hold it as long as you can, the eleventh or twelfth month if you can because those are the ones that capture the Academy Awards.

Those are the ones that are the pictures of the year. I might also add, the reason why I went on that board was because of Robert Redford, Bob Redford. What he has done for the independent filmmaker, I mean, you can’t thank him enough. What he has done for the struggling entrepreneur! The filmmaker, the independent filmmaker, so that’s the reason why I went on the board, learned a lot and now, I’ve applied that to the jobs.

When you get scheduled for an interview, you just very, very, maybe surreptitiously, okay maybe a little bit of a scheme, but you know, I’ve got this appointment, that appointment and I’d love to be last or late in the afternoon or whatever and the reason is, again, the people will remember the people at the end way more than they would at the beginning.
Some companies go through four or six, eight, ten interviews and your chances go up if you’re at the end rather than the beginning, don’t forget it, it’s a very nice move to make.
Or second to the last, let me throw in another sentence that I have there in the book, a fellow by the name of Pat Fallon. He’s from Minneapolis, a very close friend.

I can’t say enough good things about Pat Fallon. I mean, they threw the dice away when they made Pat. I mean, only in America. I mean this is really an only in America story. Right at the back seat of his car, number one ad agency worldwide, won every kind of trophy there is to win and he told me the same thing when they’re making presentations, if they’re going before Coca-Cola, Pepsi Cola or whatever, six, eight, ten percent, he fights his guts out to be last so they can remember the presentation. Key, key place.
 

This is an excerpt from an interview with Harvey Mackay about his new book, "Use Your Head to Get Your Foot in the Door: Job Search Secrets No One Else Will Tell You."

Question: How do you get motivated and stay motivated to find a job?

I start from the standpoint of, I’m a very lucky guy. My best friend, closest friend, we call each other ‘brother’, we’re joined at the hip is Lou Holtz, and most people are familiar with him, Hall of Fame coach of course, eleven years with Notre Dame and luckily, he’s on the back of the book. I like what he said, I think he said, "I was born to write this book."

Well, I’ve been in the locker room maybe forty or fifty times at Notre Dame and Minnesota and South Carolina where he’s coached, so I’ve been able to pick up some of the motivational stories and Lou Holtz says this and I couldn’t agree more. He said, "Every single person will face some adversity in his or her life. Expect it. It’s going to happen and you can’t be successful without it."

So number one, how do you stay motivated? Know that you’re going to have a lot of rejection and number two, do not take rejection personally.  It happens. I mean, even the 32 teams I think that start out with the World Series, only one winner. Thirty one don’t get to the World Series, correct? The same thing happens in the NBA finals, all of the sports. Those are not losers, those are winners. Those are sometimes legends.  Abraham Lincoln – just failure after failure after failure, ran for Vice President, he lost, failed in his marriage, had some mental problems, mental breakdown – over and over and over, there are some things about Lincoln in there. Many stories on how these fabulous celebrities, politicians, athletes, journalists, how they just absolutely hit the pits, six feet under, but bounced back, found their way and made a comeback.

So I want to tell you, persistence, plenty of persistent stories there. I’ll give you my favorite. I’m again 21 years old, graduated college, they throw the telephone book at me, Yellow Pages, good luck, kid! Alright, I’m having all kinds of problems working for an envelope company, knocking on doors. My father tells me, he was my mentor. Every single company has an old grizzly. He said, check in with that old grizzly, see if you can get some help. Persistence – cannot beat it under any set of circumstances.