An hour is a long, long time when you use all of the sixty
minutes in it!
That fact, too often overlooked by many of us, is behind
the success of one of the best producers of sales letters I know,
His name is Robert Herz.
To give you some idea as to what can be done with those
60 minutes in every hour, here are some of the things Bob
has accomplished.
Back in 1942, although over the draft age and already a
veteran of World War I, Bob volunteered for his second
war. At the time he was a vice-president of one of our large
direct-mail selling organizations and he probably could have
obtained an immediate commission as an officer. He didn't
believe that was quite right, however, so he enlisted and won
the right to attend Officer Candidate School on merit. When
peace came, he returned as a captain.
Then at an age when too many of us are sure we have
learned all we can Bob decided to obtain a master's degree
at the University of Chicago. And he obtained it in his.
"spare time."
As his regular job, Bob became the advertising and salea
promotion manager for a small Chicago insurance firm. This
company did just a little less than a million dollars in busi-
ness the year before Bob went to work. Four years later the
firm did over 20 million dollars in business and Bob's sales
letters, advertising, and sale promotion devices were obtain-
ing over 100,000 prospects each month.
But the job of preparing such effective advertising, and
the job of obtaining a master's degree, didn't take all of Bob
Herz's time.
As a reserve officer he spent several days each month on
active duty; he helped his school the University of Wiscon-
sin on several alumni projects; and he helped operate a
225-apartment project.
He also plays golf, tennis, and handball. And spends an
hour or two every day reading or writing on what he calls
his "great interest." This is the "American way of life" and
the steps we must take to preserve it. I asked Bob Herz for
his success secret the other day and he told me about using
the 60 minutes in every hour. I think it's one of the real
secrets of many successful men.
Perhaps you'll find Bob's story an inspiration for your own
life.
