The Sale. Джон Гордон
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Library of Congress Cataloging‐in‐Publication Data is Available:
ISBN 9781119762690 (cloth)
ISBN 9781119762683 (ePub)
ISBN 9781119762720 (ePDF)
COVER DESIGN: PAUL MCCARTHY
COVER ART: © SHUTTERSTOCK | KNIPS DESIGN
This book is dedicated to my loving wife, Erin, and to my sweet daughter, Kennedy. Thank you for always supporting me and for bringing out the best in me and others. —Alex
I dedicate this book to Alex for having the courage to tell this story, pursue your dream, and live the principles in this book. —Jon
Acknowledgments
Jon and Alex:
We are grateful for the many people in our lives who have modeled the principles in this book and have supported us in so many ways. We would like to thank the amazing team at Wiley, especially Shannon Vargo, Sally Baker, Michael Friedberg, and Deborah Schindlar.
Jon:
I am thankful to Alex for bringing me this great idea and story we could turn into a book and a powerful lesson the world needs to hear. I'm thankful to my family for their continued support and all the readers who continue to read and support my books. I couldn't do this without you and I really appreciate you.
Alex:
Thank you to my wife, Erin, for constantly bringing out the best in me and for encouraging me to pursue my dreams. Thank you to my parents, Carla and Basil, and to my sister, Morgan, for always being there for me and for living your lives with integrity. Thank you to all my extended family members for your constant support.
Thank you to my co‐author, Jon Gordon, for being a mentor in my life and for encouraging me to step out of my comfort zone in faith.
Thank you to editor Nathan Hassall as well as Carla Demczak, Basil Demczak, Cindy McCachern, John McCachern, Joyce Cornwell, and Ron Cornwell for reviewing the manuscript of this book to make it the best it could be.
Thank you to my friends, family, mentors, and organizations who have encouraged me to be the best version of myself and who have been great examples of what it looks like to lead with integrity. You know who you are.
Most importantly, I would like to thank God for imprinting this story on my heart. The message of this book is one that must be told.
Introduction
Spend just a few minutes on social media and you will see a lie that is pervasive in our society. The lie says that your success, fame, and fortune are the most important things about you, and that you need to achieve those things, no matter the cost—even if it means compromising your morals, cheating the system, or hurting others in the process. Many people believe that pushing others to the side while elevating themselves in order to get ahead is just part of the process on the path to success.
But what if there was a better way? What if you could be wildly successful without sacrificing your soul? What if there was a secret to true and lasting success? We believe the secret can be found in a frequently overlooked and underutilized principle: integrity.
While it may seem counterintuitive, living with integrity and putting the needs of others above your own actually helps build trust and ultimately leads to your own success. Of course, you will need talent to succeed, but it is integrity and character that maximize your talent and lead to the fulfillment of your greatest potential.
Turn on the news and you'll often hear the stories of leaders who achieved the pinnacle of success in their careers, yet their lack of integrity brought everything crashing down around them. The ripple effect of their wrongdoing damaged the reputation of their organization, destroyed their credibility, and devastated relationships with the people they cared about most.
In our work with thousands of individuals, companies, professional sports teams, and schools, it has become clear that integrity has never been more important. So much is at stake, and so many things improve when you do things the right way over time—reputation, legacy, financial success, upward mobility at work, team unity, family, and relationships.
While this fable takes place in a business setting, the principles in this book can be applied to individuals, groups, or teams of all types.
As you read this story, we hope that you will be inspired to reflect deeply about your life, examine your character, and live your life with no regrets. We think you’ll be glad you did.
Jon and Alex
Chapter 1 Matt's Crazy Life
Matt always woke up feeling anxious, and today was more of the same. He hopped out of bed when his alarm clock went off at the usual time of 5:30 a.m. As he got dressed, his wife, Kendra, rolled over in bed and asked, “How many days did you say you'll be gone this time?”
“Four days. It will go by quick,” he said as he walked into the bathroom to brush his teeth. After fifteen years of marriage, Kendra was used to Matt’s hectic work schedule and tried to make the most of her time when he was gone. She was thankful he made a great living, but deep down she had a feeling that their lifestyle was not sustainable and was not ideal for their two kids.
“Alright, be safe, honey,” she said.
“Thank you. I'll make it back on time this time.”
“Sure, we'll see about that,” she said. Kendra knew Matt rarely made it back on time from his long road trips. She was starting to resent him and their marriage because of his physical and emotional distance. The previous year, Matt had been away for a total of 250 days. He saw himself as the provider and did whatever it took, including working long hours, to support his family.
Matt put on his suit, kissed Kendra goodbye, then went to the kids' rooms and told them he loved them. He closed their bedroom doors and left for another business trip.
This time the destination was Tokyo, Japan, to meet with his prospects about a new technology his aviation company, Turnbow Technologies, had developed. After college, Matt had started as an intern at Turnbow, the company his grandfather, Jerry Williams, started in the 1980s. Over the years, Turnbow had become one of the most successful aviation technology companies in the country, known for its outstanding service to clients, great company culture, and mission‐oriented values. The