My Heroes

After I completed my military contract with the Air Force (May 1, 1975), I spent the next 10 years attending various colleges for night classes. I initially took my classes based on credits towards a degree - but after the 2nd year, I instead selected classes that would turn my liabilities into assets. For instance, when I was selling accounting software for a computer company, and there were some concepts of accounting I did not fully understand - so I took basic accounting courses. When I felt that better marketing skills could help me to sell more, thus earn more commission, I took marketing classes. When I wanted to improve my letter writing skills - I took a Business English class. When I become a business partner, I took whatever class would help me through my then current focus of attention at work. These were courses like Business Mathematics, Advanced Accounting, Computer Science, Business Law, Business Supervision, Business Management, etc.

Another hero, Steve Gallagher, was the first person to motivate me into going for the big bucks. Dr. Canale picked up where Steve left off. Dr. Canale was about 60 (in 1981), a very smart man who had long ago made his fortune, and also had his doctorate degree. When he retired from business he wanted to teach business and share his experience with young people.

Most of the students in night school were Viet Nam era veterans, who like me, would make some extra money by going to school on the old Montgomery VA Education Plan. My recollection is that if you took 12 hours a semester, the VA considered you full-time and would pay you $377 per month. Most veterans went for the money but not the education, and that is why the plan changed for Veterans that enlisted after Viet Nam. My era’s veterans would show for roll call about 75% of the time, and then disappear after the first class break. The first break was generally scheduled for right after roll call — so that they would have their opportunity to book. The colleges knew this was going on, but really only cared about if the tuition was paid. If the student booked after roll call - it was no skin off their nose. These military veteran students would always pass with a C.

Dr. Canale took a special interest in me since I was one of the few (if not only) veterans that actually stayed for his class. He knew that I was married with a new baby daughter, that I was doing well selling business computer systems, and that I wanted to be a business success. He insisted that I read five books, if I was serious with becoming a financially success. They were Dress for Success, Up the Organization, Think and Grow Rich, One Minute Manager, and Secret of Success.

I finished all of his suggested books (plus a few more success incentive books) within a few months. Both Dr. Canales and those success incentive books have been a major influence in my business career.