How Many Times Have You Called?

Jeff Parker wrote a "braintrust" essay in my book entitled, Life is a sales call. I believe sales skills map very well to life in general. Working a phone or making in-person pitches teaches numerous lessons. Most notably, in my experience, is that someone may not return your call the first, second, third, or fourth time, but the fifth time you call it happens that they are, in fact, quite interested in your product.

The lesson is basic, but like so many "basic" life lessons, hard to absorb if not learned first-hand: be persistent and keep following up until you hear a definitive "no" (and then just follow up less frequently).

The past few weeks I’ve talked different people who are trying to obtain information / move something forward. I ask, "Did you call Jane?" The answer, "Yep, I called, haven’t heard back." Remarkably, when I probe, they’ve concluded that one non-callback means non-interest.

The same goes with email. Be persistent. Follow up every few days, try different approaches, change your messaging. My sense is if you only followed up once, you probably didn’t care much about the interaction anyway, and if that’s the case, why try in the first place?

Related Post: Two Quick Stories About Persistence

Can Making Money Be the Main Driver for Entrepreneurs?

Last year I sat in on a speech by an entrepreneur friend who told the young people in the room, "Money can be the main motivation to start a business." I admired that he said this. Most entrepreneurial spiels obsess about the need to have "passion" about the mission of the business — they say money isn’t enough.

So: can making money be the prime motivator when starting a business?

My take is that in the short-term (0-2 years after founding): Yes. In the long term: it’s not enough and a genuine passion for what the business is doing and the customers it’s serving is a necessary additive.

If your business survives until the long-term, generating the passion shouldn’t be hard. If you start a trash pick-up service, maybe at first you see it as just a cash cow business. After all, who can get fired up about waste management? But eventually, as the business grows, and you start to serve tens of thousands of customers, you can get passionate about the idea of impact on a large scale.

Impact is the entrepreneur’s drug of choice and if a company gets to a point where it is impacting a significant number of people I would argue any founder / executive can find a way to become genuniely excited about the mission above and beyond simply making money (which is an acceptable if not ideal driver for the founders at the outset).

(thanks to Stan James for helping brainstorm this post)

What I’ve Been Reading

Quick takes on some books I’ve read recently:

1. Shalimar the Clown by Salman Rushdie. An excellent novel that is at once a traditional thriller and an exploration of an area and culture of violence (Kashmir). Woven throughout this superbly written book are meditations on various topics (Los Angeles, for example, or marriage and the man/woman dynamic). In order to fully appreciate this novel, which starts in LA, moves to Kashmir, and then returns, some background on the Kashmir situation would be helpful. I already had a basic understanding (I’ve written about the conflict elsewhere) which proved good enough. Kashmir is a disputed area of land between India and Pakistan. It’s mainly Muslim and is officially part of mainly Hindu India. Mainly Muslim Pakistan says that Kashmir “runs in its blood” and so the two countries have fought over Kashmir ever since the 1947 separation of British India. In any event, I highly recommend this book, as well as Rushdie’s other writings.

2. The Sun Also Rises by Ernest Hemingway. It’s always difficult to express neutrality or negativity about a book written by a legend like Hemingway, so I’ll keep this short: this lesser-known novel of Hemingway didn’t move me. Pass.

3. Travels with Charley by John Steinbeck. This is a wonderful non-fiction, first-person reflection from Steinbeck about his multi-month drive through America. Charley is his dog who sits in the passenger seat of his RV. Trying to understand America by driving through it is as old as de Toqueville, as new as Bernard-Henri Levy. And the thousands of young Americans who embark on a road trip of their own also contribute to this large corpus of “America-as-seen-through-the-windshield-and-local-diner” theories. Nearly all confess the impossibility of the task, the country proving too vast for even the most devoted driver, but nonetheless offer up generaliations and conclusions about their subject. Steinbeck partakes but to a lesser degree; ample energy is spent on personal reflection and reflection on his dog. With a wonderfully captivating style, I really enjoyed this memoir of sorts and am motivated to read Steinbeck’s more famous works.

4. Seven Levels of Intimacy by Mathew Kelly. I got one good thing out of this book which is a Lance Armstrong quote: “Pain is temporary, quitting lasts forever.” Everything else struck me as meaningless self-help garbage. I like aspects of the self-help genre but there no denying that the majority of the category is total crap. Someone recommended this book to me because I had been thinking about the concept of intimacy and how I can better foster it in my own life. Instead of really exploring this idea, Kelly literally repeats his core argument that everything you do should help you “be a better version of yourself” about 50 times.

5. The Progress Paradox by Gregg Easterbrook. If you’re an optimist or simply get frustrated at people who like to riff on the downtrodden state of the world, you must carry this book (or rather – its ideas) in your intellectual quiver. It’s chock full of fascinating statistics about how the world and human living has improved on virtually every measure from “the good ole’ days.” Whether it’s divorce rate or teenage pregnancies or the environment or war or health services or most anything — today is better than yesterday. Easterbrook, one of my favorite journalists, has “paradox” in the title to ask the question, “Why do people keep thinking the world is getting worse when it’s really getting better?”

6. America as an Idea by Anne Marie-Slaughter. Blah blah blah. If you know nothing about America or American history, some of the (random) nuggets scattered throughout might interest you, but in general I found this offering nothing new. Even the title — and main concept — that America is an idea — is tired by this point. Skip.

7. The Great Gatsby by F. Scott Fitzgerald. I liked but didn’t love this classic in American literature. I got invested in the characters but the writing style not as much.

8. Angle of Repose by Wallace Stegner. My aunt sent this to me after seeing my positive review of Tim Egan’s Lasso the Wind which is fairly recent re-visiting of the West and its current hold in the American imagination. Stegner, the classic writer of the West, almost surely inspired Egan. Angle of Repose is Stegner’s Pulitzer-Prize winning novel. I found it engrossing and layered with interesting commentary on old California.

9. Dictionary of the Future by Faith Popcorn. Usually I ignore futurists. But this book, a 2003 collection of lively predictions and new words that will enter our vocabulary, really entertained and provoked me. If you liked Mark Penn’s Microtrends you’ll like this. Thanks to Amy Batchelor for giving me this book almost two years ago.

10. All the Sad Young Literary Men by Keith Gessen. I listened to this on audiobook which was a great choice because the voice on tape is fantastic and perfect for the subject matter. I saw Gessen, co-founder of the always-stimulating n+1 magazine, speak at Claremont, and was very impressed. This book is his debut novel and I found it consistently entertaining, funny, and spot-on in terms of capturing the mind and mannerisms of today’s 20-something brainy urban writers. I recommend it.

Are We More Self-Absorbed Nowadays?

In my old post called You Have to Make People Give a Shit, I wrote:

[In school] you know your classmates and professor are going to read your writing — no matter what. It’s their job. … School, then, might breed a bad habit for aspiring writers and thinkers: the illusion that people will always read your entire essay just because it’s you.

The so-called real world is super competitive. Nobody will read your stuff (well, other than your mom) just because it’s you. The real-world reality is: No one cares what you think. It’s up to you make people give a shit.

From the Joseph Epstein essay on Kinderarchy, he also discusses the dangerous levels of self-importance of an over-parented generation:

So often in my literature classes students told me what they "felt" about a novel, or a particular character in a novel. I tried, ever so gently, to tell them that no one cared what they felt; the trick was to discover not one’s feelings but what the author had put into the book, its moral weight and its resultant power. In essay courses, many of these same students turned in papers upon which I wished to–but did not–write: "D-, Too much love in the home." I knew where they came by their sense of their own deep significance and that this sense was utterly false to any conceivable reality. Despite what their parents had been telling them from the very outset of their lives, they were not significant. Significance has to be earned, and it is earned only through achievement. Besides, one of the first things that people who really are significant seem to know is that, in the grander scheme, they are themselves really quite insignificant.

In other words, his students think that just because they have a thought it’s important.

I want to pile on, a little bit. It’s remarkable how many conversations in college are not conversations at all but rather the participants taking turns sharing their own opinion or experience, as opposed to probing on or advancing the prior point. For instance, the other week I had lunch with a college student. I raised the topic of education. I said that I’m not sure formal schooling is for everybody. She responded, "Well, see, I love school, and I’m thinking about graduate schools in these areas…" Off she went. Again. It was totally self-involved, and I’m afraid by now an unconscious, well-ingrained habit to immediately seize any opportunity to present a personal reflection and exploration.

Epstein focuses on youth, but it’s not just adolescents who suffer from everything-I-think-is-important syndrome. Adults similarly afflicted mask it with a whiff of social grace. The other day I met a professional, successful woman who overvalues her own airtime. After her monologue she said, "Enough about me. Tell me about yourself, Ben, where are you from?" She interrupted my answer to begin yet another self-centered philosophical session, an act which revealed the emptiness of her socially polite question. We all encounter these types of people.

The question is, do we encounter them more often? Is anything new? Is all that Epstein says and that I echo above unique to the current moment? I have no idea if now is a more narcissistic age, but if it is, I can think of a couple reasons why.

Some argue technology is a culprit in the sense that new technology can help a person enact an echo chamber around them that magnifies their own views. Or that technology facilitates, for example, twice or thrice daily phone calls between teens and parents, a frequency which — when aided by the over-parenting instincts of today’s boomers — nurtures self-obsession on the part of the teen. Or that blogs, such as the one I’m writing on right now (a noted irony!), enable a level of public disclosure that’s unhealthy because it can create a micro-celebrity effect. And when was the last time you met a celebrity (micro or macro) who wasn’t an egomaniac?

Some argue the rise of therapy culture contributes to the rise of self-centeredness. In 1980, Americans spent $2.4 billion on professional psychotherapy services; by 1997 the figure was an eye-popping $44.5 billion. It’s no secret that much of these services involve talking about yourself (often, it seems, to a point of circular misery).

Those seeing therapists a bit more serious than mere "counselors" — namely, therapists of the psychoanalytic Freudian tradition — indulge in themselves even more, as they embark on a twisted quest to re-interpret childhood events and draw connections between the most bizarre of symbols that Freud concocted with zero scientific basis. (For a fascinating screed on therapists and particularly Freudian ones, see the book Therapy’s Delusions: The Myth of the Unconscious and the Exploitation of Today’s Walking Worried by Ethan Watters and Richard Ofshe.)

To be clear, I respect and value a strong sense of individuality and admire people who think they have ideas worth sharing. Self-knowledge and reflection and a rich interior life: I respect all these things as well. And I’m not a technology cynic or against all forms of therapy. I’m just wondering aloud whether we’re witnessing increased levels of self-absorption nowadays, as Epstein suggests, and if so, why.

Follow Up: National Service, Earnestness, Acting

A few things I’ve written about have re-surfaced recently:

1. National Service. Here’s my Marketplace commentary on the issue. Jonah Goldberg wrote a column for the L.A. Times blasting national service and then chats with Peter Beinart in this Bloggingheads video about the topic (among other things). The stunningly articulate Beinart, who I’ve long been impressed with, challenges Goldberg for conflating the more extreme opinion of compulsory national service with the more mainstream opinion advocating just incentive-based national service.

2. Earnestness. Here’s my post questioning whether too much earnestness comes at the cost of a sense of humor. Maureen Dowd, who in general isn’t half as funny as she thinks she is, today asks whether Barack Obama’s "chilly earnestness" and humorlessness is a political weakness if it suggests an over-calculated quality. She notes that Bill Clinton has womanizing, John McCain has being an asshole, George Bush has the constant struggle with the English language — all aspects of their characters people can parody. It reminds me of the point from the memoir Clinton & Me, written by a humor speechwriter in the Clinton White House, who said that most people’s public persona are made up of a handful of obvious facts, and if you concede the obvious you gain back credibility while trading nothing.

3. Acting vs. Planning. Here’s my post responding to Cal Newport that "just get started" is bad advice. Cal responds by drawing distinctions between "goals" and "experiments," "habits" and "achievements."