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Truthful Living: The First Writings of Napoleon Hill with author Jeffrey Gitomer

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Jason starts the show making some announcement on the upcoming Meet the Masters of Income Property. He introduces a couple of new speakers and the early bird pricing. On the second segment of the podcast Jason brings on guest Jeffrey Gitomer, New York Times Best Selling Author of The Little Red Book of Selling and Truthful Living: The First Writings of Napoleon Hill. They talk about mentors they have had in their lives. They discuss what we can learn from history and how we should do the right thing in the midst of challenges today.

Investor 0:00

You’re spreading your wealth around, if you will. You can, at some point incrementally cash out if need be, where if you just bought one property and you want you needed to cash out, you’d be paying all the tax. So there’s certain strategies to consider when you’re selling investment property. What’s my exit strategy? What’s my game plan? Do I need cash flow? Maybe I need to cash something out at this point in time. So there’s a lot of strategies and I know, Jason, that you sit down with the folks and you deal with all of that and you help guide them through their investment strategy. So you’re a good team member for them.

Jason Hartman 0:34

Welcome to meet the masters of income property investing. I’m your host, Jason Hartman. The 2019 meet the masters of income property, March 23, and 24th in Newport Beach, California. What is the sort of the one trick, the hack the secret that really empowers people Success, income property, the most historically proven asset class in the entire world. Register today at Jason hartman.com. forward slash master. Early Bird pricing ends Friday, February 1. Let’s break this down and look at some of the strengths of income property. As an asset class, I found that this event is really helpful because I’m totally a newbie to real estate investment. And so I picked up so much information one of the great things about it is it’s so fragmented right? embrace the fragmentation Jason hartman.com forward slash masters.

Announcer 1:39

Welcome to the creating wealth show with Jason Hartman. You’re about to learn a new slant on investing some exciting techniques and fresh new approaches to the world’s most historically proven asset class that will enable you to create more wealth and freedom than you ever thought possible. Jason is a genuine self made multi millionaire who’s actually been there and done it. He’s a successful investor, lender, developer and entrepreneur who’s owned properties in 11 states had hundreds of tenants and been involved in thousands of real estate transactions. This program will help you follow in Jason’s footsteps on the road to your financial independence day. You really can do it. And now here’s your host, Jason Hartman with the complete solution for real estate investors.

Jason Hartman 2:29

Welcome listeners from 165 countries worldwide. This is Episode 1100 and 21,120. And this is Jason Hartman, thank you for joining me today. Good news. We have two speaker announcements who have recently confirmed for our upcoming meet the masters of income property event and we have extended early bird pricing for a few extra days to allow you to get your tickets at the low, low price. So, George Gilder Yes. George Gilder who has quite an amazing history. He has an author of many, many books. huge body of work. I originally met him on a Forbes investor cruise, in Russia and Scandinavia years ago. Just an incredible futurist. He’s got some incredible views on the economy. He’s the author of the very famous book wealth and poverty. his new book is number four in China and he’s touring in China with several speaking engagements and doing a book tour there. So he will be speaking at meet the Masters in March. Also Tom wheelwright, the rich dad, author, Tom wheelwright, who is the author of tax free wealth. fantastic book we’ve had many of the rich dad well really all of the rich dead people, I guess almost on the show over the years and several including Garrett Sutton, Ken McElroy have spoken at our events. But this time we’ll have Tom wheelwright. He did speak to our venture Alliance mastermind group A few years back when we have that event in Phoenix, Arizona, that he will be coming out to Newport Beach for meet the Masters in March. So it should be a great event. We’re going to extend early bird pricing until Wednesday, so you’ve got into a Wednesday to register, get in on this before ticket price bumps up again. Go to Jason hartman.com. Slash masters for that. That’s Jason hartman.com slash masters. Now today, it is a 10th episode show. So 10th episode shows or when we go off topic, we don’t discuss directly real estate oriented things or financial oriented things, but it always sort of seems to tie in and tie back to that. And we have the famous Jeffrey Gitomer on the show today. He is also the author of many, many books. And I think you’ll really enjoy this interview. I had some fun with him on this interview. We talked a lot about one of our early mentors. We have the same mentor and that is Earl Nightingale. The late great Earl Nightingale with all of his incredible work, really a fantastic success philosopher Earl Nightingale was and Jeffrey and I have a good talk about that as well as many, many other things. So I think you’ll enjoy this interview. One interesting comment as well. When I woke up and took we took our morning walk yesterday and that’s of course here in South Florida on the Treasure Coast in in the temperature was 50 degrees 50 degrees. Florida is actually kind of chilly right now. But I tell you the weather has been just beautiful lately in Florida really nice, very much enjoying it and I can see why this is such a tourist destination for people. Around the world, this time of year, it’s just been beautiful. But it did get a little cold yet, our team members because we do have several team members in Chicago, they were suffering and still are with this incredible cold weather and get this the temperature in Chicago, the feels like temperature in both places. The wind with wind chill and everything right? That temperature in Florida was 50 degrees Fahrenheit. And in Chicago, it was negative 50 degrees Fahrenheit. It was exactly a 100 degree difference. Wow. That is mind boggling. It really is mind boggling. folks in the in the Midwest who are enduring this massive global cooling. You know, an ice age is being predicted by many people and good old al gore predicted one in the seven When he was going around with that message, we’ll see what’s really going to happen. We don’t know. Nobody knows. You know, heart goes out to people in the Midwest, stay warm, stay safe. And it is warming up, I guess just a little bit there now. So it’s like negative 27 degrees as I record this now, so be careful. And we wish you well in getting through this incredible weather. It’s just mind boggling. It really is. Okay, without further ado, let’s talk with Jeffrey Gitomer. Enjoy this 10th episode show and I also hope you are enjoying our new five days a week where we are talking to you five days a week now Monday through Friday. So we are going to keep the content coming. We have so many great interviews in the backlog that we just have to go to five days a week. So keep on listening. And let’s go to Jeffrey Gitomer.

Jason Hartman 7:57

Hey, it’s my pleasure to welcome Jeffrey Gitomer to the show He’s an internationally acclaimed sales, customer loyalty and personal development speaker. And he is the New York Times best selling author of The Little Red Book of selling 12.5 principles of sales greatness, as well as many other books. But his latest book is fantastic. It’s entitled truthful living, the first writings of Napoleon Hill. We are going to dive into that mostly, but we’ll touch on all of his other work as well. Jeffrey, welcome. How are you?

Jeffrey Gitomer 8:27

Thank you. I’m very fine and Thanksgiving is over. I did not have a traditional Thanksgiving this year for the first time in a long time. Because I needed some airline miles we flew to Fiji and the people are very friendly. But when you say Happy Thanksgiving on Thanksgiving, they go, but

Jason Hartman 8:43

what is that? Exactly? Yeah,

Jeffrey Gitomer 8:45

exactly. Yeah.

Jason Hartman 8:46

I was in Fiji about two years ago and nice place but I don’t think you need to go that far for the same kind of environment. You know, you can do that in a white.

Jeffrey Gitomer 8:56

Right, but you may not make your executive Platinum on American Airlines. So He had to fly another 10,000 miles in order to make that happen.

Jason Hartman 9:03

It’s funny you talk about that my girlfriend is trying to spend another 1500 bucks with American before the end of the year with these frequent flyer programs really sort of make for funny motivations. They really do.

Jeffrey Gitomer 9:13

I’ll tell you that when you reach that highest level, it’s a whole different environment of flying. Sure. upgrades are easier, more comfortable. Yeah. And I’ve done it for 20 something years, so

Jason Hartman 9:23

no question about it. Well, anything to make air travel more comfortable, because it pretty much stinks nowadays. Almost no,

Jeffrey Gitomer 9:30

you’re, you know, 1,000% they don’t care. Yeah. No, they don’t literally do not care. Yeah, they do not.

Jason Hartman 9:37

They actually many of these airlines have contempt for their customers I find, especially the the older, more established airlines like I hate to say it but American. Maybe you can talk about that because you’re an expert on this topic and customer loyalty. And I

Jeffrey Gitomer 9:53

think that if you just understand their slogan, you’ll understand their whole philosophy. What is that their slogan is? We’re not saying satisfied until you’re not satisfied.

Jason Hartman 10:05

I love it.

Jeffrey Gitomer 10:06

Once you understand that, then you understand the airline business at its core.

Jason Hartman 10:10

Yeah, that’s it. That’s a sad truth. It really is a sad truth No question.

Jeffrey Gitomer 10:15

Their CEO came on the air the other guys. So out of touch. Yeah, no one time departure That’s unexpected thing. Cuz service is something that a weary traveler literally depends on someone friendly to welcome them into the airplane. Right? And you know, here have some and unedible food and some undrinkable coffee

Jason Hartman 10:36

amps. Well, you know, it is cheap though. I gotta tell you, I mean, if you compare it to when I was a kid, my mom had sent me across the country from LA to New York, it would be $500. And if you adjust that for inflation, that’s about 1700 dollars today. So for better or worse, I mean, that’s the Greyhound bus in the sky, you know,

Jeffrey Gitomer 10:54

and that’s how I look at it. I get on the bus. I try to sell a book to the guy next to me for cash. And then I put my hood up and I go to work.

Jason Hartman 11:02

You’re a funny guy. Funny guy. Well, hey, tell us about your latest book, truthful living. You know, Napoleon Hill is one of the, obviously the classics. He is one of the founders of the personal development movement. And before we dive into truthful living Jeffrey, I’ll just say something that might tee it up a little bit. You know, when I was 17 years old, I discovered four great mentors Zig Ziglar, Earl Nightingale, Denis waitley, and Jim Rome, and they changed my life, they absolutely changed my life. I discovered your work much later. And it was very helpful to me, especially the Little Red Book of selling. But it seems that nowadays, all of the writing and when I say all of it, of course, it’s a figure of speech, but the writing the thought leadership, the How to movement is always about this more technical stuff. It’s about how to do this, how to do that. And we’re missing the fence data

Jeffrey Gitomer 11:55

driven, empathy driven, there’s no emotion to it.

Jason Hartman 11:59

Good way to look We’re missing the philosophical underpinnings in that the ethics that really are defining aren’t they? Well, if you don’t think ethics are defining give a call over to Wells Fargo. Yes. You know, they said sales ethics back 100 years. Oh, they did. They did. Wells Fargo is we’ve reported many times on good day have a scandal every week, it seems in that company is just absolutely disgusting. They’re the most hated big bank in America right now. But they just as they used to be Chase and be okay. So you know,

Jeffrey Gitomer 12:29

yeah. But the challenge to do the right thing in our society has never been at a higher level. In business. You’re literally documented by the moment. Whether it’s Yelp, or Google, or TripAdvisor, or any, any sort of reporting agency within this framework of genre. Everyone has their what’s happening now right there, Facebook Live and all the things that they can do in two seconds and you have no choice. You have to be above board or the world finds out in three seconds. Okay, so let me I’m so glad you brought that

Jason Hartman 13:05

up. Now, this might be counterintuitive, or there’s someone unintended consequence here or something. But I would think, in a world where you have things like Yelp, where anybody can go online and say anything, and a lot of it’s not fair, because a lot of the reviews are obviously written by competitors. But in that kind of world, it seems like everybody would be tiptoeing on eggshells, yet, I find many times they don’t care. It’s just like, we’ll just move on to the next customer. You

Jeffrey Gitomer 13:35

know, there’s a reason they don’t have the keys, the owner or the, you know, corporate CEO, they care about that. That’s their future. But the low level employee who they’re under paying and under training, doesn’t really have the same level of care, because they know they can go someplace else in a hot economy and find a better job for a couple more bucks now, right?

Jason Hartman 13:57

That’s true, I should say I agree with you, but what about you The person who is the owner, I find that the owner of maybe a little ad agency or a marketing firm, or a law firm, or a realtor or a mortgage person, they don’t seem to care. I mean, it’s, it kind of blows my mind,

Jeffrey Gitomer 14:12

there could be a reason for that. And I’m not going to say it’s for everybody. But I’m just going to say that the person who doesn’t really care doesn’t really understand social media. If you look at the correlation between the jackass and the person who only has 19 Twitter followers, you’ll find that they’re pretty much the same person. And they don’t realize that someone, if you walk into my room and you want to sell me a million dollar property, the first thing I’m going to do is Google you.

Jason Hartman 14:41

Right? Absolutely. So it would seem that people would be more careful that they would care more that they were there. Hartman had to enter one in and, and the number one person in Google, by the way. Yeah, so it would seem like people would be more ethical than ever right now. Right? Well, that’s not the case.

Jeffrey Gitomer 15:01

I think that their times are limited. I think that if you are not an ethical person, the world finds out about it very quickly. It’s like being a restaurant in New York City. You’re not going to last.

Jason Hartman 15:11

Yeah, that’s true. Let’s look at some of these lessons in the book. Great. You’ve you’ve really outlined this nicely. Lesson number two is what my mom taught me all the time growing up, you know, Jason, finish what you start. That was like a mantra, and so interesting, and so it’s there. But you know how to think imagination, the value of self confidence and sincerity. There’s so much here.

Jeffrey Gitomer 15:33

Each chapter was a lesson that followed a sales lesson in Napoleon Hill’s first teachings where he taught a bunch of young people how to sell advertising. And at the end of each lesson, he knew intuitively that the only way he was going to get them to be a great salesperson was to be a great person. And so he went into the foundational elements of their professional life and said, Listen, you have to believe in yourself. You have to have the self confidence, you have to have ethical standards, you have to have goals, you have to have a service heart. And he would write about these things after each lesson. And when I was given the honor of doing the editing and the annotating of this, I took away the sales things. And I just focused on what was to become 20 years later, thinking Grow Rich, and when you you know all of your mentors, Jim roans, and Ziegler’s and Earl Nightingale and Denis waitley, of whom were my mentors, and most of them I knew very personally, these were people who read Napoleon Hill, every single, they all

Jason Hartman 16:38

credit Napoleon Hill. I mean, certainly Earl Nightingale does the most we become what we think about. Right,

Jeffrey Gitomer 16:42

exactly, totally. Exactly. And if you look at it from the perspective of you can learn something brand new by reading something 100 years old. This is what they need to do. Just go back and look at the foundational elements of anything that’s written in this book and you will find Not only are there lessons that you can use immediately, but there are things to implement immediately and secrets that you weren’t thinking about. So I’m going to give you an example. Okay, there’s a thing in Lesson number 21. And there’s only 23 lessons in the book called The five point rule. Okay? Am I read a little bit without glasses, success may be had by those who are willing to pay the price, and most of those who crave a $10,000 a year position. Now $250,000 adjust for inflation, obviously.

Jason Hartman 17:33

Right,

Jeffrey Gitomer 17:35

especially if they’re engaged in business, may realize it if they will pay the price. And the price is eternal vigilance, in the development of self confidence, enthusiasm, working with the chief aim, performing more service than you’re paid for, and concentration. With these qualities well developed. You will be sure to succeed. And let’s name these qualities, the five point rule. Now what he was saying here is you can’t just be enthusiastic and not have a servant’s heart. You have to have a goal. Even if you’re a great server, you have to have enthusiasm. But here’s the deal. concentration at the end is the new is the old world that now means focus. And you can’t succeed Well, unless you put all of those five things together. Once you put them together, now you have unstoppable success power. And that’s what the value of this book is off the chart. My fiance who was editing the book at the time, would be texting me at 11 o’clock at night and she’s editing going, you got to see this. Next thing your whole passages, right, but that’s the value of this book that will it will last for generations.

Jason Hartman 18:54

That’s fantastic. So in other words, what you’re saying about the enthusiasm point is the enthusiasm needs to be directed, right? Correct. Yeah,

Jeffrey Gitomer 19:02

that’s correct. If you have enthusiasm about your goal, if you have enthusiasm about being having a service heart, if you have ultimate enthusiasm, which means I’m focused in on who I am now, and how happy I am and who I want to become, what Napoleon Hill is saying is when you combine these pieces, and you take the inner self, the enthusiastic self and you focus in on it, you will then become better directed, more productive and more valuable to anybody that you come in contact with.

Jason Hartman 19:34

And I think enthusiasm, the root of that word actually means God within us or something like that. Yeah,

Jeffrey Gitomer 19:39

it’s the Earl Nightingale. There’s a series of Earl Nightingale tapes. In the old days I had him called direct line.

Jason Hartman 19:46

Oh, I love direct line. I had the whole library. I bought it from Joe Conant. Yeah,

Jeffrey Gitomer 19:51

exactly. They were unbelievable, because it was so full

Jason Hartman 19:55

of information. Oh, it was incredible.

Jeffrey Gitomer 19:57

It was incredible. Five minutes and go Wait, we’ll wait. Wait, I was focused on another thought I gotta go back.

Jason Hartman 20:02

Yeah, I gotta back that up and hear it again. Well, you know, I remember I used to listen to direct line over and over and I loved that I loved that series of course lead the field was Yeah, you know, great. And my favorite was Earl Nightingale script greatest discovery. That was sort of his last work I believe, before he passed away and I believe March 25 1989 if I’m not mistaken, because I do remember that day and direct line Jeffrey, I wish someone would update a direct line that Wouldn’t that be great if it was modern and had all the modern examples you know, actually it

Jeffrey Gitomer 20:33

do? I find when I read and listen to those things, I don’t need the modern jampolis me because I knew them back then.

Jason Hartman 20:40

Well, the way the references and references he needs to, you know, things like madness. I don’t know what that is. I think it’s an old magazine or something. Yeah, yeah.

Jeffrey Gitomer 20:48

Yeah. But it makes you think and it makes you look stuff up and you can google anything on your phone at the time that happens, right, but the characterization of his voice his tone, his deep belief in was doing Yeah, there’s a great story and an old tape of his that I have someplace where he wanted to be a radio announcer in Chicago when he just got out of the army. He was in this little small station in Phoenix. And somebody said, What do you read with such and do why do you Why do you revisit character? What do you read? What are you doing this for?

Jason Hartman 21:21

He said he would read it like it was a jello commercial on the jack Benny show.

Jeffrey Gitomer 21:24

Yeah. And but he said, and I would just smile and go about my business, right? There’s no reason to explain that to somebody if you have to explain it. You’re doing the wrong thing.

Jason Hartman 21:34

He made the point of like the 60s generation, you know, why knock yourself out? Take it easy. Yeah, you know, that sort of attitude and he was really way beyond his time in terms of I mean, now success thinking has developed so much with you know, your work and many others, of course, so it’s all there. But in the sadly like we were saying at the beginning, Jeffrey, we’ve lost the underpinnings. No one’s talking about this stuff anymore. They’re just talking about how to do this. You know how to do social media, how to make great videos, right? How to add whatever

Jeffrey Gitomer 22:06

is on LinkedIn. Yeah, yeah, exactly. But it doesn’t give you anything foundation hold you one of the first, this is pretty interesting. I used to subscribe to The New Yorker magazine before it became too political. And I cut out a cartoon about 20 years ago. It’s a dog on a keyboard, turning around to his master and saying, when you’re on the internet, no one knows you’re a dog right now. That’s great. And that’s the challenge that you have today. You need to be able to be a person and have a personality, not simply an internet reputation.

Jason Hartman 22:42

Right? Absolutely. Absolutely. Okay. Well, one of your lessons in here. Yeah, is about the seven success rules. Lesson number nine. Can you tell us about those?

Jeffrey Gitomer 22:52

Yes, I can. self denial is not like sexual abstention is is stay away from stupid things. stupid things. The fifth is you have to own willpower. And the sixth is you have to be unselfish. And the seventh is you concentrate all your efforts in all your work. In other words, go for 2,000% you don’t go to the ocean and put a toe in the water, learn how to swim. And you get lessons from the best guy on the planet be you have the right equipment. See you jump in the water. And when it’s, you know, somewhat tepid, and you swim your ass off.

Jason Hartman 23:29

It’s sink or swim, right? The old saying

Jeffrey Gitomer 23:31

it is sink or swim all the way. But the challenge is most people are not prepared to swim. And what happens in this book is a preparation guy is telling you all of the fundamental things you have to do as a person, so you can be the best, whatever you want to be. And if you listen to the late great Jim Rohn, he goes, you know, if you want to be a great doctor, you got to study medicine. Well backtrack that if you want to be a great dad, you got to be a great person or be a great mom, you got Be a great person. If you want to be a great writer, you got to be a great print and all of these things focus in on who you are, as a human being. It’s so fundamental, and so overlooked, that it’s scary. It is scary how overlooked it is today in our in our I’ll just call it our How to culture. So very true. Jeffrey, any final points you want to make about this? I just want to ask you before we go, though a little bit about selling because that book was so renowned. And you know, there’s 12.5 things in there, right? Oh, yeah. And I’ll tell you, I was given the idea by my publisher Ray barred from BB press one of the three or four honest people in the publishing industry. And when he gave me the idea, we’re sitting at a Mexican restaurant in Austin. And I immediately wrote, kick your own ass. I on a napkin, I wrote out half the table of contents. Because I knew that it had to be about networking. I knew it had to be about asking question. I knew it had to be about why people buy and I knew the last chapter of the book was going to be resigned your position as General Manager the universe. So I was telling the salesperson concentrate on yourself concentrate on your you know if your closets dirty Don’t tell me my closets dirty. I created a new euphemism that people who live in 10 houses shouldn’t throw can openers.

Jason Hartman 25:25

Not the glass house one is better than

Jeffrey Gitomer 25:28

a more modern version. Now. The challenge for this book is it’s real. All I did was write about real sales that I made myself. And you know, people go well how’d you get to be such a great because I made frickin sales salesman. If you ask me. One of my titles, I would have to say salesman, and salesman in New York City, where everyone wants to bribe people with pushing you out of the way for five minutes late. You’re dead. It’s raining, it’s snowing the subways down. Whatever happens to you happens in Manhattan, right

Jason Hartman 26:01

Very, very interesting. You know, remember going back to Earl Nightingale he used to always talk about William James famous quote, nothing happens until somebody sells something right. And you know, even if you think you’re not in sales, you are in sales, every human being on earth is in sales. Our pets are in sales, they’re selling us on that it’s time to feed them or walk,

Jeffrey Gitomer 26:21

whatever, right. However, as a sales person, you’re also in service, and you’re also in attitude. And if you have the right service heart and the right attitude, hard sales are going to be a hell of a lot easier. Because you’re gonna make friends, and all things being equal. People want to do business with their friends and all things being not quite so equal. People still want to do business with their friends. And yeah, let’s just look at the rapport that we’ve gained. We don’t know each other from Adams housecat. Now, we knew of each other just by reputation, right,

Jason Hartman 26:50

but the bottom line is we’ve connected today in a way where we could be a friend forever. I agree. I agree. Yeah, your work is awesome and your points are very well taken to And it was fun spending three minutes joking around with you a little bit before we got here, you have a great presence. So very, very nice. You know, in this book, I’m looking at the contents, you know, you talk about differentiation. You talk about networking, getting in front of the real decision maker. Now, it depends what you’re selling, right? But there’s so many important principles in here. Any particular you want to point out as we wrap it up

Jeffrey Gitomer 27:27

in the real world of selling. To me, this is just so interesting. There’s no such thing as a complex sale. If you have a relationship with the CEO, complexity, milk to Hey, when the CEO calls down to the IT department or to the purchasing department, and says, Hey, we’re doing business with Gilmer, and then the marketing guy goes to them or boss. Okay, boss, and that’s it. Yeah, the complexity is over. And so I’m about a relation. I’m a relationship person. I’m going to provide that CEO with information about The things that he or she cares about how to make a profit, how to keep customers loyal, employees loyal and have great morale. Those are things that CEOs focus on every day, not how to buy a copy machine or to get a new, whatever the hell it is that they’re looking at. The CEO can pass that information down and say, Look, this guy makes sense. We’re doing this

Jason Hartman 28:22

in other words you took or take as a salesperson, a holistic approach to that customer. And that is so incredibly valuable. You know, I hate to almost reference it again. But Earl Nightingale, you Jeffrey or the person on the white horse, yeah, I didn’t get talked about

Jeffrey Gitomer 28:40

I studied Earl. I loved his voice. I loved his message. He’s arguably the most intellectual person ever, in foundational personal development because he went out and did massive research on everything he could find. Literally, I’ve seen his library. It’s scary. All of the people who preceded him use their own frames of reference, right? Although I will tell you and this is potentially for a reader secret. There’s a part when I got the original documents from the Napoleon Hill foundation to write truthful living or to annotate truthful living in the back. Napoleon Hill made a list of books you ought to read. This is where he got his information.

Jason Hartman 29:24

Oh, wow. So this is where he developed these Let me guess in there we’ve got James Allen as a man think about that one’s in here,

Jeffrey Gitomer 29:32

right? arson, sweat, Martin. He literally goes through the whole process that the guys who created Sears and Roebuck had a book that he just devoured everything he could find. And even though a lot of it was religious, he made it pretty much agnostic. And, you know, to his credit, he didn’t give a lot of people reference because he changed so much of it. Like he used it as a thought process. Rather than play juristic, right, right.

Jason Hartman 30:02

It wasn’t a bunch of footnote. No, it was no, no. He’s going to internalize the information and then share it back in a new and a new and different way. Really? There’s no footnotes. Yeah,

Jeffrey Gitomer 30:13

yeah. But very but the the challenge is this when Earl did his research, he accredited everybody, you know, he would tell you exactly who said what and what he thought it meant. And that’s why it’s so fascinating to listen to whatever it is that he’s got to say. And I still did some one of my eBay searches, anything signed by online, y’all buy it? I just, I want to be in context with it. I wanted to feel the heat. I want to feel the magic when I’m reading it. That’s great. You know, it is one of the things I’m constantly saying Jeffrey on my podcast and I don’t know if this will resonate with you or not. But we’ve talked a lot about these old motivational speakers or personal development speakers and thought leaders right. One of the things I say and I say this some rather sit By the way, I’m always positive. For sure, is it’s very important that we all watch old movies and old TV shows, because so many people nowadays just have no frame of reference for how life used to be. They just don’t know what the world used to be like. I always kind of say, I mirror something my mother says, You know, I was born too late. As much as I love today’s world and, and the technology and I just love this stuff. But as far as the culture and the people, I think it used to be better. I don’t know I hate to be so nostalgia was certainly safer. There was certainly less responsibility attached to it. It was a simpler time there was only three channels on your TV set and right. The challenge is to take advantage of the technology that exists so that you can succeed to a greater level. Yes, the 50s in the 60s were amazing times. But any the 50s and 60s any more candy bars are no longer a nickel their buck 49 at the airport. Lesson tags. And you have to deal with that. I would love to hang out with you for a weekend anywhere and talk about what the way it used to be, we could probably put a book together about it ain’t the way it used to be.

Jason Hartman 32:13

That’s a good title.

Jeffrey Gitomer 32:15

It is. But more important is your philosophy of understanding how it was in order to really capture what is. And that’s where people are missing the boat. They’re just trying to capture what is without a full understanding or a full meaning of the way it was. I totally applaud you for that.

Jason Hartman 32:34

Yeah, yeah. They’re just looking for the content, but they don’t have the context. Exactly. And that’s so critically important.

Jeffrey Gitomer 32:40

I saw people for years if you want to learn something new, just read a book that’s 60 years old. Exactly. Very good. Very good. All the ideas are there. So this is a great interview, and I totally appreciate it. I totally appreciate your time. I totally appreciate your expertise. And you’ll be a Floridian soon, we’ll be down there. I know you’re Number all buzzing

Jason Hartman 33:01

good stuff Jeffrey give out your website and tell people where they can find you

Jeffrey Gitomer 33:05

get them are calm gi t o m er calm or go to Amazon. type in the word get him or gi t om er,

Jason Hartman 33:12

you’ll have all you need to know. Excellent Jeffrey Gitomer, thanks for joining us. Thank you so much for listening. Please be sure to subscribe so that you don’t miss any episodes. Be sure to check out the show’s specific website and our general website heart and Mediacom for appropriate disclaimers and Terms of Service. Remember that guest opinions are their own. And if you require specific legal or tax advice, or advice and any other specialized area, please consult an appropriate professional and we also very much appreciate you reviewing the show. Please go to iTunes or Stitcher Radio or whatever platform you’re using and write a review for the show we would very much appreciate that. And be sure to make it official and subscribe so you do not miss any episodes. We look forward to seeing you on the next episode.