By Lucien Salvant, REALTOR® Magazine
As soon as you hear the title of Harvey Mackay’s book, Pushing the Envelope All the Way to the Top (New York: Ballantine Books, 1999; $24.95), you know the business advice guru is tipping his sleight of hand. The “punch” line, as Mackay fans know, is that he’s the successful owner of an envelope business.
Easy-to-read chapters are in his usual anecdotal style: short, pithy, entertaining, and humorous. They make a point, and just in case you miss it, Mackay concludes each chapter with “Mackay’s Moral,” quoting a range of successful folk from Yogi Berra to Dirty Harry to John LeCarré. But mostly the quotes are Mackay’s own, and that’s the strength of the book. Here are some samples.
- On getting started: “Start your new year today. And remember, anyone can make a resolution. Very few people can keep one.” His favorite is using imagination that leads to making you different from your competition: “I will encourage risk-taking . . . I know that many businesses fail from lack of boldness rather than from trying something new.”
- Using your resources: “Time is precious. You can’t own it, but you can use it. You can’t keep it, but you can spend it. Once you’ve lost it, you can never get it back.”
- Birth of a salesperson: “Good salespeople have three priorities: their customers, their company, and themselves. In that order.”
You can make a list of Mackay’s “morals” to consult periodically, post them on your bulletin board, or select one for your daily business mantra.