In 2004, I presented my Employing Generation Why keynote speech to about 300 sales managers of Southwestern, the renowned educational book publisher and distributor headquartered in Nashville, TN. With a 150-year history of getting top-quality college students to forgo their entire summer vacation to sell books door-to-door on a commission-only basis, Southwestern is unlike any company I have ever heard of or worked with, and they are remarkably effective in building core work ethic values in the emerging workforce.
At the conclusion of my presentation, the youngest sales manager in the room (who was actually still in college and had broken all company sales records to earn a management position) approached me to ask for my help in pursuing his lifelong dream of becoming a motivational speaker. Rory Vaden mentioned that he was from Colorado and that he recruited students from CU in Boulder for summer jobs. So I made a deal with him. My son was a sophomore at CU, and I told Rory that if he could recruit Zac to sell text books only over the summer, and if he would take Zac under his wing and serve as his personal mentor, then I would take Rory under my wing and teach him the ropes about writing business books and speaking in front of large audiences.
When I made the offer, I thought Rory would never convince my son to sell books door-to-door, especially on 100% commission. I also assumed that Rory would be like so many other young people who’ve approached me with stars in their eyes asking about speaking, only to find out how much work is involved in what appears from the audience as an easy and glamorous career and that he’d eventually give up like all the others. Turns out, I was wrong on the first assumption, and dead wrong on the second.
Fast forward to 2012.
Last week, Rory’s book “Take the Stairs” was released nationwide and reached the #1 ranking in all categories on Amazon and Barnes and Nobel, and today, he’s #1 on the USA Today list and #2 on the famed NY Times list. (Obviously, selling books is in his DNA.)
Rory’s ‘Take the Stairs’ strategy is all about choosing to do the hard thing you know must be done to achieve what you want to achieve, even when you don’t want to. Rory proves that we need to get off the escalators and stop looking for the magic elevator buttons to the penthouse, and climb the stairs to the top.
As I’ve mentored Rory, I’ve watched him grow into one of America’s top young speakers and sales trainers. I know first-hand how hard he has worked to become an international bestselling author. In the process, I’ve gone from being his mentor to becoming his biggest fan. That’s because he doesn’t just talk the talk, he walks the walk and he takes the stairs every step of the way.
I’ve traveled with Rory to business meetings and conventions held in skyscraper buildings and hotels and I’ve never seen him on an elevator or escalator. This isn’t a gimmick or some weird phobia, but rather, it’s Rory’s way of reminding himself of the hard work and discipline it takes to get to the next level, and to stay focused on those key principles. In a world where so many are looking for shortcuts, Rory knows that his success begins and ends in the stairwell.
As a young man who exudes positivity and determination and who radiates warmth, compassion, and the highest standards of integrity, Rory Vaden is the quintessential poster child for work ethic.
If you only read one book this year, Take the Stairs will inspire you to read another. In fact, it will inspire you to improve in every aspect of your life. This young gun can teach all of us old dogs some valuable lessons about success.
Rory Vaden is one in a million, and frankly, that is good news for my business…
You see, if Rory’s work ethic were common among people of his generation, the demand for my books and speeches would cease to exist.
I’ve watched Rory’s career ramp up and enjoyed seeing his great success. You’ve alluded to the simplicity of what makes Rory so good and so successful: he works very, very hard. I’m often asked for advice and ideas but don’t always (rarely?) see that advice acted on. Rory is a sponge AND he instantly adapts and implements. People will cry foul–“It can’t be that easy!”. No, it isn’t that easy, but it is that simple: get really good advice from all the smart people you can and then bust your hump to implement it. I’ve been honored to be asked for guidance by Rory but more honored to see him act on what I suggested. Rory–congrats, my friend. Well deserved.