today on larry king now one of america's most sought after business speakers harvey mackay on how to stay competitive and relevant in today's job market getting a job is a job repeat getting a job is a job you have to be out there forty hours a week fifty hours a week on how you can come back stronger even after being laid off failure is not permanent you have to understand that and you can't take it personally you have to know that you're not the only one out there first of all i've never met a successful hermit. you must be out there in the marketplace it's all ahead on larry king now.

welcome to larry king our special guest an old friend a great guy harvey mackay the author of six new york times number one bestsellers including the game changing swim with the sharks without being eaten alive he's been named one of the top five speakers in the world by toastmasters international and his nationally syndicated column appears in over one hundred papers across the country his recent book is the make a m.b.a. of selling in the real world it is a great cover i got i'm one of the guys that gave it a quote i met harvey once with the sharks came out and that became a revolutionary book what inspired that book you own an envelope company what led to that book well i was making speeches around the world for why p.t.o. young presidents organization and all of a sudden people would come up to say you have a book yeah may i have your notes you know do you have any records you have any tapes no no no and so the the public kind of pushed me in my audiences. pushed me

over the cliff to right swim with the sharks what a concept brought a guy who owns a successful envelope company to make speeches why why why people why do that as soon as you say he wrote a book as you probably know larry then the speeches come and then the the column comes after that if you were doing the why below so we do know why his pitch is gratis of course because of my organization i do it to say when they both were with the sharks of world war three with the publisher i wanted money back guarantee if you don't like this book and follow them for over two months they finally publish that i won the battle and the war the sold five millions from of the sharks in the first year eighteen people asked for their money back seven of them are my best friends and you know that book is still regarded as one of the best titles of come up with that you know just just average believe thinking about street smarts my father headed the associated press very resourceful hungry fighter guy and so we

always had different kinds of sayings on the we called the ice box and so he was a king of the one liners and so i just became you know i inherited some of that from them but it's a i was a there was a reason now that's a lot better than any other title you know that you've written six successful books and the it was one recently about jobs and that's the biggest concern in the healthy today is is solvable well it's use your head to get your foot in the door ok job search secrets ok no one else will ever tell you is it solvable while we're talking right now today you know twelve to fifteen million americans unemployed eight a half percent but the real number is fifteen percent because of all the people as you know larry stopped looking for work quit or that they just they just how they are that it's very very tough and and so can you get a job how do you get a job. the first thing you have to realize is this and incidentally

african-americans unemployment twenty to twenty four percent from eighteen to twenty five so i mean this is a serious serious problem it's a travesty so the for it is a travesty in the first thing every viewer out there has to know getting a job is a job repeat getting a job is a job you have to be out there forty hours a week fifty hours a week you have to be networking you have to practice all the right concepts which of course the book is all up i've always said this practice makes perfect that's not true if the add one word perfect practice makes perfect there's twenty million golfers out there you can play days a week in practice eight days a week if you've got a loop in your swing what are you doing you're perfect in an error you're a motivator great motivator because you are basically a salesman talk about that sort of what do you say to someone whose leg given up. stop looking well number one failure is not permanent you have to understand that

and you can't take it personally you have to know that you're not the only one out there so i like to say even the lone ranger had tonto. you have to have a kitchen cabinet what's a kitchen cabinet three or four close friends that will help you out you have to surround yourself with some successful people use them you have to absolutely use mit to have a network out there larry seventy percent still seventy percent of all jobs are found through networking so you can make yourself marketable and you can absolutely make yourself marketable by how do you do this well everyone's a sales person this is this is critical everyone this is what this book is all about is a sales person from the moment you get up in the morning to the moment you go to bed what are you doing you know shooting you're communicating your first word in your influencing your selling ideas that's how you get

a job and then on top of it all we have a reading writing a written vocabulary go to toastmasters learn how to speak on your feet learn how to sell ideas go back to dale carnegie before you before you go to a job all right you don't open up on broadway you open up what new haven practice on your friends you know practice on your kitchen cabinet you know that all these things which dramatically increases the probability you will get a job as the great off the godfrey the great radio and t.v. personality. of years bat what to his occupation is his driver's license and he said salesman and then he pointed to be said you know larry you're a salesman we're selling ourselves every day no matter what profession you're in you're selling yourself and the sooner you realize it ok the higher the probability you will be a successful. we don't hurt the world larry don't think of ourselves that way the

dirty why is that a dirty word well just because you know the deal and find out our ass talking springs in your mouth bye bye bye no representation you know that system it's just really a negative term i mean no one uses the no you know what's on my card in my briefcase harvey mackay mba lopes salesman because you know i have an envelope manufacturing company had that for over fifty years i'm proud of it to be a salesman all right but nobody or your county executive here in a visor your consular no major corporation will put the word salesman or sales person ok on aha the milieu use it as is key device in one of the great american plays death of us health has the changing of a country but away from the times of interest that they interviewed you i don't remember i guess of ashes because we've been many interviews off and i radio and television on the end of that. they sell and then roll up. and

have a loss and then benevolent it will open up the commodity but let me just give you a specific example billy graham also endorsed several my books know him personally he has a wonderful organization they use a zillion envelopes billy graham in the past with make a speech somewhere in the world and you go back to minneapolis where his headquarters were dictate a letter that i just spoken tanzania art whatever and now this is what i believe that's what i think now you've got to shoot all five million mba lobes and not only is seldom been worded always what it's for color printing it's the fancy creativity with the windows or can't a lot of envelope companies do though not when you're not when you talk about not when you're running at thirty forty fifty thousand m. loves a minute schmid printing ok for color lithographed envelopes i got to see a factory yeah well we've got them all over harvey mackay his latest book is the

make a m.b.a. of selling in the real world what's your advice to people just been laid off fired . coming the basic single thing to do we see ads in a paper jobs old time everywhere well let me help all our viewers first go to harvey at mackay dot com am a c k y harvey at mackay dot com have a twelve ninety five book i will email to them electronically free no charge gratis free why bother because you because i can't thank you enough for the help over a period of years so what is easy but again a large our viewers write it down harvey mack a. mac a dot com and we'll just say i want the networking book because seventy percent of all jobs are found through networking it defies the twelve ninety five book twelve and five both sent via free free for some fine networking so do you find networking networking is is the ability to be first of all i've never met

a successful hermit. you must be out there in the marketplace i can remember my daughter saying i don't want to go out with losers i said jo-jo she goes in the york graduates from michigan jo-jo you have to go out with the turkeys you have to go out with the losers because they take it to the dance and then you meet someone else that's networking guess what when i with a loser met her husband at the dance of a murdered teen years though the jobs are in the paper jobs out a lot of people have a zero so you must be a differentiator so what let me be more specific. all of a sudden i'm coming you x.y.z. corporation your h.r. human relations ok and i want the job the first thing i have to do a course absolutely i must google your company i must know everything about your company but that's not good enough why don't like will take a look at your competitors and see what they're doing say incidentally it was the

greatest words you can use and find a job i've been doing a lot of research and i found this and this is about your competitors this is about as constructive suggestion ok now interviews over larry ready i go back to my car i get a beautiful hallmark card out there there mr king ok i've been out there for two months this is the job i really want here are the reasons why here's what i can do for your company one two three four and i walk the think you know right back in the you is a differentiator well there was a lot one hundred suggestions like that how many people you call every day you call customers every day or i call them just because a i was the family while birthdays suckle birthdays i make i make five a day but that fifteen hundred calls a year and just sing happy birthday over the phone and then i get out of everybody's birthday every we have three thousand accounts around the world we saw in twenty countries and our twenty person sales force they have to know the

birthdays a verb voted no one know why i come in with a creative gift and i'm selling them below you feel good on your birthday don't you i'm not buying your business i'm just using my creativity to find something that you really would like that's inexpensive all right and then boom they're in a good mood did you ever ask your father or mother for the keys to the car when they're in a bad mood and i don't think so so you wait you hit you hit at the right time with timing so the birthdays are very important i probably in touch will i have this the following. his that is why i have my rolodex which is a core. yes my computer and i have twelve thousand eight hundred names ok now those twelve thousand air people that i'm in touch with they all know minimum two hundred people some people know two and four and five thousand so i figured i can reach about five six seven eight million people around the world at the column start column started just from the book all of

a sudden united futures came over and they said like you write a weekly column and it's now up to one hundred newspapers ten million newspapers in circulation of liver not a million i just went on a magazine last couple months ago where that's four million more. some kind of proud of that is that all advice yes that's all it's all how to self-help exactly three letter words hopefully that even a c.e.o. can understand the course but also a fifteen year old student can understand. i do remember going the reagans inauguration because it was just yesterday i used twenty twenty five cabs during the week i was there i asked every cab driver you know how did you like the speech those cab drivers they all understood those three letter words they liked the speech and therefore i knew he'd be successful you need of a professional make over harvey will tell us why it may be easier than you think stay with us. be

a great. time as a new alert animation scripts scare me a little. there is breaking news tonight and they are continuing to follow the breaking news. alexander's family cry tears of joy great things out there that there had to be at a red dark and a court of law on the front line is a story made for a movie. playing out in real life. or law. is it possible to navigate you carney with all the details such as texting

misinformation and media hype we'll keep you up to date by decoding the mainstream . status it's in your right. with harvey mackay there's no one like them one of the risks of using social media as a professional tool risks and benefits well the biggest risk of course is my father taught me that you never say anything unless it can take the front page of the newspaper have to live your life that way don't see any walls and ears and if you

carriers now than ever all well as you as you know just get on an airplane and just get treated wrong by flight attendant and we're come out a million two million three million hits the jerk can do within twenty four hours a pity anybody that's in business because because you can get known before it was just make an unhappy customer and they'll tell twenty people now they'll tell millions so how is it is it change the whole world you live in where you can't well let's just talk about book tours for example social media you know i tweet like you tweet i've got facebook like you've got facebook i'm all over everywhere all the time and therefore that's a lot of exposure so if i have a new book this book i'll call my friend ken blanchard the one minute manager he has one million names that he that he reaches every week candy of mine saying that harvey wrote a good book assuming you read the book and you like the book so he sends out

a million boom blasts and now yes i understand that only eight or ten percent of the million open up which is one hundred thousand but that's how you spread the word in your name suzy on frequent guest along with harvey said this in today's world the only thing that you have going for you is you but are you the best you then be now here's a book to do and guide you to be more and have more if you don't have the success that you want in your life this book for you susie orman abouts. avi mckay and again you want that free book just give it again well harvey had thank you harvey at mackay m a c k y dot com ok and will's as well that i will sign your book and any that was with three men and women in the job market in the world in business business leader let's first of all talk about what's going on in the world in the united states specially with women this is our last visit last summer's figures.

bureau of labor statistics hard to believe sixty five percent of all the pharmacy students were women last june graduates sixty two percent auditor's an accounting forty one percent m.b.a. or as women forty three percent all the law graduates women forty seven percent medical women women entrepreneurs multiplying two three four times faster than men and according the carlson bogen lee this is the world's largest travel agency for women business travelers will equal their male counterparts within the next three years and more women owners employ more people than all the fortune five hundred companies combined more and as of three three years ago there are more women business owners than male business owners women have a little bit more of a passion and i've raised a lot of money larry kind of proud that maybe one hundred million dollars in st

paul in minneapolis over my career i never ever took an assignment without taking a woman as my co-chair are you saying the field is now level. no no the glass ceiling is still there ok but it gets but it gets closer and closer you know it's equal and becomes an equalizer every single year there's a lot of opportunities out there you know all of the congress people you know about the mayors you know about the governors i mean really they're in business. they're doing very well they really are but a long way to go in the market world is it equal pay for equal work no a why not with all the stats or just say anything let's just talk about my field that just public speaking the perception is still in the marketplace the people that are writing the checks there's a male talking about business will they'll pay me more than the woman who made no twice as much as i do but that i have because it's a lot joe is still a much on us it's still macho out there still perception absolutely where do you

get how do you keep an eight year over eighteen hours i emceed your eightieth birthday party waiting you keep you get what keeps you going you're into it you could retire right i mean you could just go live in scottsdale arizona and watch the dancers is that way stevenson was correct why don't you well forty eight hours ago i've done ten marathons my last one before the half marathon forty eight hours ago was the boston marathon but i've run ten marathons i've figured out what i'm on my tombstone he couldn't sleep fast enough. i don't i don't want to go to sleep larry i really don't i mean there's too much going on in the world out there and therefore i surround myself my best friend in the whole world joined at the hip is lou holtz notre dame hall of fame is pm i mean we're joined at the hip but i'm telling you when you surround yourself with winners when you surround yourself

with people that are excited and can't wait to get up in the morning someone told me one day i wonder who that was that every warning he got up as he was looking at the ceiling he would say to himself. it's a gift i wonder who told me that i thought yeah i was told to me by a swami obviously k. the great harvey mackay gives away a lot of things he's given away as e-mail address to harvey at the quay dot com they will get donald i'll send them ok like tronic lee and he bore when you were twenty six his old in one nine hundred fifty nine you purchased an envelope company turned it into one hundred million dollar business employing over six hundred people one of the nation's major envelope manufacturers twenty five million envelopes a day which means you have to sell twenty five million ample hopes that they and you can only use a novel of months larry and then you have to come back and order more i never thought of that and then lope is a throwaway we service the direct mail industry that's correct and we have some social media questions for you at jonathan m.

wants to know what advice you have for a young entrepreneur without much startup capital he wants to be an entrepreneur how did he break in one of the best kept secrets in america score f c o r the service corps of retired executives i know of every single city in america you may not notice that all of the a c o r e look it up and go there and you get retired executives from a w. military from three m. the cost is free one of the best kept secrets in america that i did interviews about years ago score and you go then he's retired and successful people help it no charge they love doing it because they were tired they want to be active. ad jim romano what does spirits does spirituality play a role in success well that's to each his own and to each her own of course every single seven point two billion people on earth and everybody has a course a different facet of their religion and their spirituality so what does it play in

you can look up many successful people i happen to think high percentage of people would be as you have to believe in something my dear friend billy graham certainly that's certainly used that physics says is the deal and no walter on facebook wants to know was that any a moment ever a moment where you gave a ball hope that you have to give up all hope and when someone does what do you do at that point that's the very of a get a very difficult i never really truly gave up hope but i tell you how i solve my problems when they struck me for twelve weeks with pickets and i thought i was going bankrupt when i had to go through bankruptcy my name was on the door of the way i solved that problem is i just went over a hospital name of the hospital shriners hospital in the twin cities children's hospital and i walked the halls and i saw they used their is the word crippled kids you know in the fifty's sixty's and said i walked the halls of the hospital saying

again there but for the grace of god go i and i walk back to my office and i don't have any problems that's what i've been doing for years it's worked for me but i usually when you're when your backs to the wall you know and you're almost down and out you must get advice there's no substitute for good advice don't wallow in your own failure don't take it personally and not the only one that's ever had a problem and then they could come back they all make you know millions of people made comebacks so seek out advice can't do it all by yourself and tell you leave it s. why do we. see so many cases of the peter principle of bass in business how is it the people manage to fail upward that the people principle is that the more you do you reach your own level of a desire to just rise to the level of your incompetent why is that still present i would say that i think that book was in the seventies obviously it was born in

grant's tomb or whatever. peter rolled that it in i think in the seventy's and i would say it goes back to the hiring and one reason meteoric rise is of companies example i have seven people in one nine hundred sixty i hire an accountant now all of sudden we grow we got one hundred people now i need what do i need i need a bookkeeper first then the accountant then the controller then six hundred people today and he did chief financial officer so in the hiring process you have to measure capacity very very difficult how do i get around it i have industrial psychologists cause very little i've never hired any person in over fifty years of business without an industrial psychologist measuring the capacity so i don't run into the peter principle and then number two i go to their home i interview the spouse i interview their kids i want to let them know this is the biggest decision

i'm going to make yes we've got six hundred people but if you fail nothing happens to me you obviously you're obviously had some mistakes along the way oh he bill it didn't work i think we hit about eighty percent which is very high so do you learn from the twenty percent that's the number one thing is. as follows i wrote a book called we got fired and it's the best thing that ever happened to us which you have in the interview to do and if you don't learn from their mistakes if you don't learn from that was the number one thing with the book everybody loopholes that got fired mayor bloomberg got fired you've been fired for ten people's picture on the cover they're all been fired you must learn something from that experience and if you don't. don't you are a loser you can't go forward and you are the opposite of that. thanks stu well are different to what i died his latest book the mackay m.b.a. of selling in the real world is out in stores and you can email it to the blog

level you can find me on twitter at kings things i'll see you next time. well. it's technology innovation all these developments from around russia we've got this huge you're covered.

wealthy british scientists are. sometimes right for. markets why not come to. find out what's really happening to the global economy with mike stronger for a no holds barred look at the global financial headlines tune in to kaiser report. here is mitt romney trying to figure out the name of that thing that we americans call a dollar. i'm sorry i'm just a guy who cares an awful lot but you sir are a fool you know what that is my terrorist cells in your neighborhood all want to

keep us safe the feature is a monkey a limp all the christian point you. can secure beliefs about it because. you know the corporate media distracts us from what you and i should care about because their profit driven industry that sells us sensationalistic garbage because that breaking news i mean martin and we're going to break that. he. eat eat eat. eat eat.

to live on one hundred thirty three possible so food i should try it because you know how fabulous bad luck i got so many i mean. ten pounds i believe as i'm saying it really messed up. a little all over and so a little older a little worse sure put a little. light out of a. radio guy and columbo minestrone hospital a walk along. the coast of your never seen anything like this on cold. going on guys i'm having martin and this is going to set so you may have seen a disturbing video that's now.