6. A Leapfrog Approach

Mal Makin, a Raymond James branch manager in Westerly, R.I., explained how he achieved his success. When he did not know anything, Makin remembered seeing Lou Holtz early on in his career. Holtz’s advice on the three keys to success was very simple:

1. Show up.

2. Show up on time.

3. Show up on time and be prepared.

Makin said we do not have to wait for breaks to be promoted. “If you are prepared, you can leap over everyone else and declare yourself to be at a different level. Imagine if you could be at a different place? What would that feel like?” asked Makin.

He gave success stories of how he got in front of a huge group of teachers, how he built a relationship with a large company’s head of HR and how he built strong relationships with the press.

The clients’ interests always come first, said Makin.

He ended noting the creed, “Try to be the person your dog thinks you are.”

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