http://www.MackayBook.com Author Harvey Mackay shares his job search tips and secrets. Discover how networking will help you find employment at a job that you enjoy.
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."
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!