"You Gotta Have Balls"

[Vigilante]

A blog post by Harvey Mackay :

Harvey Mackay's Column This Week

Keep your eye on the ball

By Harvey Mackay

There's an old saying that you can't judge a book by its cover. Otherwise, you might
wonder what on earth Brandon Steiner is writing about in his terrific new book,
"You Gotta Have Balls."

Yes, you read that correctly. Catchy title, to be sure, but a completely accurate
description for the story of the guy who runs the largest sports memorabilia business
in the country, Steiner Sports Marketing. The subtitle explains: "How a Kid from
Brooklyn Started from Scratch, Bought Yankee Stadium, and Created a Sports Empire."

Brandon's rags-to-riches story is inspirational, fascinating, and best of all, replicable.
He started his life in a very poor apartment with a single mother who was often
sick. He escaped to Yankee Stadium whenever he could scrape enough money together,
just to have a break from his less than idyllic life.

A born salesman, he shares the story of his early endeavors delivering newspapers.
When he was having trouble signing up customers, his mother challenged him to find
other services to offer to prospective customers. What else could he do for them?

So Brandon, who lived near a bagel shop, told customers he could deliver bagels
or milk in addition to the newspaper. Before long, he was delivering 100 daily papers,
150 Sunday papers, a hundred gallons of milk every week and more than a hundred
bagels every Sunday. He found his passion at a very young age and parlayed it into
what eventually became a multi-million dollar business.

His success is summed up in one of his favorite sayings: "If you want more money,
don't pay attention to the money. Pay attention to the thing that makes the money."

Brandon is the master of "What Else?" - the attitude that has helped him develop
the winning formula for his success. This book is a game plan for any aspiring
entrepreneur or anyone in business.

One of his childhood passions led to his blockbuster deal to buy the old Yankee
Stadium contents for $11.5 million. "I wanted to buy the priceless remains, from
the foul poles to the lockers to the bullpen bench. I wanted every seat, and every
sign - and of course, every patch of dirt and grass," Brandon said. "In preserving
these totems from the wrecking ball, we'd also be preserving a very substantial
part of people's lives. We had to treat it like your grandmother's home - respectfully,
delicately. Every little piece had a meaning and a story."

His attitude stems from years of customer service, from his paper route to hotel
jobs to building his own company. He reminds readers to focus on relationships,
not transactions. "Do as much as you can, for as many people as you can, as often
as you can, without expecting anything in return," he says.

"Don't worry about what you're getting back from someone you're giving something
to. Don't worry about how many dollars that person is going to equal for you.
It's counter-intuitive, but there's definitely more joy in giving than receiving
. . . Most people can't do that. They're too concerned with what they're getting
back from the other person. They keep score."

He continues, "Being generous with what you have without keeping score is the only
way to live. It strengthens your spirit, it keeps you focused on the people who
make your business what it is, and it helps breed success."

Brandon's best advice for people trying to make it big is this: Differentiate yourself.
"It's in our nature not to be satisfied, but I'm a big believer in chasing dreams
instead of being consumed by nightmares. If you have a big success, try and figure
out how to have another one.

"If you're trying to satisfy a client, or make a deal, figure out how you can reach
or help this person in some special, unique way. Really, it's this all-encompassing
ideal that can help you realize your personal potential, which can help you grow
your business, or even maintain and nurture a relationship."

Steiner Sports Marketing is a remarkable business, but not because of the fabulous
collection of memorabilia it offers. Why? Because of "What Else?" And really,
what else could be more important?

"You Gotta Have Balls" reads like a great novel and teaches like a great textbook.
Brandon Steiner's story inspires, amuses and motivates all at the same time. Read
it, study it, and get your game plan together.

Mackay's Moral: What else could you be doing for your customer?

 

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[Enki]

Sounds like an amazing read

 

[wilddog]

"Do as much as you can, for as many people as you can, as often
as you can, without expecting anything in return,"

So simple, so strong, and no doubt the foundation of his success.

 

[MJ DeMarco]

@Vigilante can you link to the blog post so proper credit is given?

His success is summed up in one of his favorite sayings: "If you want more money,
don't pay attention to the money. Pay attention to the thing that makes the money."

Rule #1. And often ignored.

 

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[randomnumber314]

@MJ DeMarc, found it here, not sure if original source

 

[Enki]

Keep your eye on the ball - By Harvey Mackay

 

[Vigilante]

Keep your eye on the ball - By Harvey Mackay

Source here. Thanks Enki. Speed+

 

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[Rawr]

On his book page:



Try to use these six truths and watch your relationships flourish and business grow:

1. What Else?
   Always ask what else. People often do just what is asked or expected of them. But to truly make yourself stand out you need to do more. Ask 'what else'? If you figure out what more you can do to help those around you, they will be much more likely to do the same for you. Business is all about building relationships, and relationships need a solid ground.
   
   
2. Know How to Turn Your Busts into Boosts.
   Sometimes even great ideas won't turn out as you planned. When this happens it is important to regroup quickly and think about new ways to make the most out of what happens. When I decided to buy the legendary façade from the Old Yankee Stadium, I thought that people would be very interested in owning a section. I didn't anticipate them weighing several tons and being made out of solid concrete. This could've been a huge bust, but we decided to carve the frieze down into replica statues of the Old Stadium. Now they're one of our top sellers.
   
   
3. Capacity is a State of Mind.
   You have the power to will things to be. If you really want something, you can get it, as long as you go all in. If you're not all in, you don't want it enough. You must be all in physically, mentally, spiritually and emotionally to reach your true capacity.
   
   
4. Win If You Can, Lose If You Must, But Always Cheat.
   Here, "cheating" means asking What Else, going the extra mile, gaining an edge. If you're trying to do a deal with someone, figure out what you can do for them beyond the parameters of the deal. Figure out how you can separate yourself.
   
   
5. Truly Commit to What You Do.
   Although this sounds trite, it's not easy. You have to keep grinding even when things are looking grim. You cannot change horses midstream. Just as you gotta have balls to take risks, you also have to have the balls to say 'this might not be working now, but if I stay at it, with some tweaks, it WILL work.' Commitment leads to passion, but passion doesn't necessarily lead to commitment. Intensity fuels passion.
   
   
6. You Gotta Have the Balls to Take Risks.
   When opportunities arrive, have the courage to go after them, even if you might come up short. You only have to get it right 51 percent of the time to come out on top. You can fail 49% of the time and still be a winner, so the fear of failure shouldn't hold you back.