Ken Blanchard and Harvey Mackay Gave a Seminar to Remember… and Information to Use

Ken Blanchard and Harvey Mackay Gave a Seminar to Remember… and Information to Use

Written By Jeffrey Gitomer

KING OF SALES, The author of seventeen best-selling books including The Sales Bible, The Little Red Book of Selling, and The Little Gold Book of Yes! Attitude. His live coaching program, Sales Mastery, is available at

Harvey Mackay and Ken Blanchard gave an all day seminar last week.

Fantastic is an understatement. Mackay is the consummate showman, story teller, and presenter of practical concepts that have worked for him personally. He focused on the value of contacts and the word ROLODEX as an important method of cataloging valuable contacts. He also spent time on the famous Mackay 66 customer questionnaire that asks everything you need to know about your prospect from birthday to special interests.

To prove it’s impact, Harvey did the Mackay 66 on me, without my knowledge. He knew my birthday, my kids names, where I went to high school and college, that I liked Karaoke, that I collected rubber stamps, and about 10 other personal facts. It blew me away. His concept is that if you know all the important customer information and your competition does not, you have a significant advantage, and are more likely to make the sale. He is absolutely right. At that point he could have sold me anything.

I always take notes. In the Mackay seminar I noted 73 significant points, ideas, or concepts, ranging from impact statements like “Dig a well prior to becoming thirsty” and “Agreements prevent disagreements” to helpful information on time management and making a sale. He told everyone to find mentors who will help lead them to entrepreneurial success. Mackay delivered his message eloquently and played to the audience well.

There are very few people who are able to effect rule changes in a game. It is a sign of greatness. In basketball they widened the foul lanes because of Wilt Chamberlain. Ken Blanchard changed the rules of management. His One Minute Manager is legendary. Blanchard provides management insight that has revolutionized the way managers interact with staff. His concepts focus on one minute goals, one minute praises, and one minute reprimands.

Blanchard was absolutely brilliant. Down to earth. Humble. He always spoke as “we” when giving advice… including himself as the advice receiver as well as the advice giver. (It is interesting to note he is a mentor to Harvey Mackay.)

Blanchard began his talk off stage on the auditorium floor. It was an intimate communication among the attendees. He stated that even though he has written several books on managerial excellence, he must rededicate himself to those principals everyday. Among the 67 ideas, principles, and gems of wisdom he shared that I captured were…

  • Narrow the gap between who we can be and who we are.
  • We need each other.
  • Prepare your own personal mission statement…and live it.
  • If you want to know if you’re on the path you want, write your own obituary.
    See if it contains what you wanted to accomplish in your lifetime.
  • A goal is a dream with a deadline.
  • Give up being right all the time, admit you screwed up once in a while.

Blanchard’s methods increase productivity to be sure, but more than that, his philosophy enhances insight and communication.

In my years of attending seminars and listening to tapes to learn what I don’t know, Blanchard and Mackay delivered the best dose of knowledge I’ve ever had in one day. This column is not a review of what happened. It is a challenge for you the reader to take action and go purchase the works of Mackay and Blanchard. Read them and enact their principles. They will inspire you and help you succeed. It is also a personal, public thank you to Ken Blanchard and Harvey Mackay.


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