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Establish Your Expectations

Bring a box (maybe 1,000) of your callback cards (Do 14) and your checkbook. If possible, meet with the owner-operator personally.

If you can’t, qualify the manager. How long has she been there? Does she plan to stay? What is her background? These are not personal questions. They’re serious business ones.

Tell the person in charge about yourself. Let her know that you want the least expensive box but that you want it long-term and that you’ll pay in advance.

This is very important. Most independent operators in high-rent areas have the box service to help pay their rent while they run another business.

Collecting monthly or even annually from box holders is a royal pain. Your full-payment offer will improve their cash flow and underscore your seriousness.

However, you want the lowest possible rate—and you want every single interview lead they hear about. Starting right now.

Tell her you’ll call at whatever time she likes every day. You’re interested in any interview leads more than your mail. You really need her help, and she can feel free to refer you to any box holders, other customers, business associates, or anyone else who can use an excellent employee.

Call the Postal Center Every Day

Just ask about whether you have any mail. If the attendant is busy, call back. You’re not her only customer.

No need to drive her crazy about interview leads. She’ll tell you because you’re her favorite customer.

Unless you’re really using it for mail delivery, personal visits can be once a week or so.

If the postal center is far away, you can arrange to have your mail forwarded too.

My guy used to deliver ones he thought were important on the way home!

Remember the Postal People at Holiday Time

Candy, cookies, perhaps a gift basket.

They provide a great service and deserve special treatment.

Show your appreciation. They’ll call you with leads, pass out your cards, and run your very own interviewing sales office.

If you find the right postal center, you’ll be getting quality instant interviews while you’re out instantly interviewing.

Your very own personal recruiter “running with a most placeable candidate” (Do 26.)

Do 59: Targeting Interviews with the F-O-C-U-S Principle

I’m about to show you how to instantly target the interviews you want most. A method shared only with the I.I.’s I’ve helped.

Napoleon Hill was the first person to observe: “Whatever the mind can conceive and believe, it can achieve.” It was in the most popular success book ever written, Think and Grow Rich.

Now, six decades later, I’m going to show you how to harness that great discovery. It’s my lifelong secret to tapping into the power of human creativity. A mental thought process that effectively sequences thought into action.

Thoughts alone are stillborn. Action alone is “Ready, fire, aim!”

Presenting for the first time anywhere in print:

The F-O-C-U-S Principle

Each of the letters in the mnemonic focus stands for an element of the technique. They are:

Framing

Objectifying

Creating

Unleashing

Starting

This is how it works.

Framing

Framing is what happens when you get an idea.

Let’s say you want to work as a research chemist for a pharmaceutical manufacturer. The thought is a wish: “I wish I could work as a research chemist for a pharmaceutical manufacturer.”

It’s one of thousands (actually tens of thousands) of abstract thoughts that aimlessly pass through your mind every day.

You start transforming those thoughts into action by framing. Be realistic but optimistic. In this case, just playing with your kid’s chemistry set isn’t enough experience (familiarity) to get the gig. But the chances are you have a lot more or you wouldn’t have the wish.

In normal adults, the conscious mind only processes things it thinks are doable.

You just consciously force the framing by writing down on a piece