Failure - The Only Way to Success

One of the best events of the year at Valpak is Coupon U. This was my seventh – I’ve been to CU in Baltimore, South Beach, Austin, New Orleans, Orlando, Louisville and now Tampa. Next year is St. Louis.

For the past 21 years the Saturday of Coupon U is always known as the most exciting day of the 3-day event as the national sales awards are presented. We usually have a good keynote speaker to address the group. Little did I know what an amazing Saturday this was about to become – one that will be talked about for the next 21 years.

There was already a buzz about our speaker. 1200+ people walked to the Tampa Convention from the Marriott to hear Chris Gardner – the person who Will Smith played in the movie, “In Pursuit of Happyness”. Two hours later what I heard from everyone was that he was the best speaker they had ever heard. Five hours later he was still autographing his book with the same name as the movie.

The movie was based on his life. His son was shown as 5 or 6 years old in the movie. In real life his son was just 14 months old. Gardner grew up without a father and he vowed that he would never do that to any of his kids. So, when his girlfriend dropped off the 14 month old and left, Gardner had to find a way to support the two of them.

He had a dream. He wanted to be a financial analyst. His salary for his first year was $1000 – a month. Soon he became homeless. Not because of drugs or alcohol – simply because he was pursuing his dream and the $1,000 salary couldn’t support father and son living in San Francisco. But, he was committed to his quest and wouldn’t stop.

He knew that he could achieve his dream if he kept playing the numbers game and calling 200 people a day.

Let’s repeat that. 200 people a day. Every day.

Imagine 200. Imagine 200 with a 14 month old baby who you had to pick up at 5 o’clock every day? Imagine doing this while only making $1,000 per month and being homeless.

Why would someone like that continue pursuing his goal?

He absolutely loved what he did and he was selling he believed in – which included pursuing his dream to really be able to support his infant son.

Interestingly, it was while he was doing 200 dials a day that he caught his break. An older gentleman, who was dating the analyst who sat next to him, visited the office often and watched the work ethic of Gardner. After months of observing his tenacity the older gentleman, who was an executive for Bear Sterns in San Francisco, hired him at five times his current salary.

By the way, one of the things that motivated Gardner was meeting and getting coached by someone who drove a Ferrari. Gardner eventually bought a Ferrari. He bought it from a basketball player in Chicago named Michael Jordan. Today, if you see a black Ferrari driving in Chicago with the license plate “Not MJ” – you will have seen Gardner’s car.

So how does all of this relate to me . . . how does it relate to you?

About 20 years ago if found this little plaque that has been on the wall of my office ever since. It reads, “Babe Ruth struck out 1,330 times”. Ruth, of course, isn’t the strike out king. That goes to Reggie Jackson – who struck out 2,597 times. I remember him, though, as Mr. October. The person who you wanted at the plate at playoff and World Series time.

Gardner didn’t count his losses. He failed his way to success. Just like Babe Ruth. Just like Reggie. Just like you and I should do. Remember the victories. Forget the rest! Go Chris!