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com school see their site for details how'd you make your first million dollars great question so took that job in sales and i worked 56 days a week through productive hours through this philosophy of you know efficiencies effectiveness and statistical success i worked 16 hours active productive twice as efficient and then my statistical success wasn't from outselling people because you know how sales territories go they had relationships they were 50 years old but i knew one thing they were doing an average of 10 appointments so i was going to get more people available sell half as many of them and do twice as much work so i figured out day productive days i worked 10 years and nine months and i was only you know i made a million dollars in nine months but i really worked so it was commissions you made it yes i had a 80 000 salary commission and a great expense account okay a huge territory because what was the internet the southeast okay but there was only four of us right and so i flew every day i wasn't married i was money hungry so i kicked everyone's butt we were cold calling on the phone i was cold calling the phone i was knocking so what i would do you know because i'd stay up really late hours organizing the next day i'd take two or three flights sometimes in a day and after i had the one appointment with the biggest law firm i'd hustle if it was big buildings i'd hustle up and down the whole building cold calling sure or use your appointments as a way to then do as a hub yeah and i still do that yeah like i still do that on my day anyway i leveraged i just wasn't just you know i just released a new product and i was in one of the modules on prospecting was like that the secret is when you're out there on the point you want to you know use it as a power center and then go around but it's also good i was just visiting so and so ever and then yeah yeah exactly and you got the math of it right yeah so moving from there west publishing sold in 1995 for 3. 4 billion dollars now that's the day that i decided that i was gonna lose the insecurity about not being a real lawyer every business card i ever had esq my mom made me take the bar because she believed it was a fad and i decided right then like holy limouli 3. 4 billion dollars in 1995 i need to brand myself an internet guru drop the lawyer very early yeah people have to think of me as this is the guy that was a vp of sales of a 17 billion dollar revenue company that sold for 3.
4 billion dollars to right i had to really brand and i did in anderson consulting turned into accenture hired me away when the big head hunting happened in in the later 90s so 97 98 i went up there and i raised you know i was always a sales guy but i learned that selling meant raising money so i raised over 169 million dollars for a wireless proxy server company with all the big sandhill road guys so kind of like you i started learning the game sure and realized where real money was at and so sequoia texas san marino you know texas pacific amerendo all the big vcs hpvc accenture vc and people would stroke me back then 10 million dollar checks after a sales present jason it was no joke right and so coming from akron ohio thinking that five years old if i could make a million dollars i could buy my mom a house a car and retire and that's what i believed at five you know and i did buy my mom the house in the car nine months out of law school that's the first money i spent that's great and it just reaffirmed at that time the money would buy love and happiness for me it really did but moreover i branded myself correctly ended up being the ceo of the first smartphone uh which was a window c device a samsung manufacturer device oh small pc dash e-phone 1999 it won best of comdex in 99 and 2000.
