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An Important Message from Randy
This is the page where you would normally find testimonials from influential people who have read an advance draft of the manuscript. I have chosen not to include any in this book. This subject matter will be controversial for many and frightening for some. Field leaders may be hesitant to publicly endorse the book, because they could face repercussions from their corporate team or even renegade factions in their own team. Likewise, some company owners and executives might be fearful that their field leaders could feel threatened by what this book reveals. The man behind the curtain usually doesn’t want you to know he’s behind the curtain.
Although some courageous leaders have offered to provide quotes, I wasn’t comfortable accepting their generous offers. This book will end the careers of some people in our business. And provide the last nail in the coffin for some companies—rightly so. But this book will also be a catalyst to ignite the careers for the next generation of empowering leaders in our business. And perhaps birth the next great companies.
This is a book for a small but impactful subsection of the profession: the leaders (both field and corporate) with the power to change the game. It’s a book that will cause significant collateral damage to the negative forces in our profession and they won’t take it lightly. They will attack with all they have left. I don’t want to put anyone else in that line of attack. I will face it alone because I believe in the profession as perhaps no one else does. And I believe in you.
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New York Times Bestselling Author
RANDY GAGE
MANUAL FOR FIELD LEADERS
Copyright © 2020 by Randy Gage. All rights reserved.
Published by John Wiley & Sons, Inc., Hoboken, New Jersey.
Published simultaneously in Canada.
No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means, electronic, mechanical, photocopying, recording, scanning, or otherwise, except as permitted under Section 107 or 108 of the 1976 United States Copyright Act, without either the prior written permission of the Publisher, or authorization through payment of the appropriate per-copy fee to the Copyright Clearance Center, Inc., 222 Rosewood Drive, Danvers, MA 01923, (978) 750-8400, fax (978) 646-8600, or on the Web at www.copyright.com. Requests to the Publisher for permission should be addressed to the Permissions Department, John Wiley & Sons, Inc., 111 River Street, Hoboken, NJ 07030, (201) 748-6011, fax (201) 748-6008, or online at http://www.wiley.com/go/permissions.
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Library of Congress Cataloging-in-Publication Data:
ISBN 9781119642114 (Paperback)
ISBN 9781119642091 (ePDF)
ISBN 9781119642121 (ePub)
Cover image: © Samarskaya/Getty Images
Cover design: Wiley
This book is dedicated to the worst sponsor I ever had. You don’t even know who you are, but I’ll never forget you. And know that because you were weak, I grew strong.
CONTENTS
1 Cover
2 Introduction Living the Nightmare Dream…
3 Chapter 1 It’s All on You The Person Most Responsible for This Turn of Events was Me But Here’s Where I Had Really Fallen Down How Behavior Is Changed Another Example of Poor Decision-Making and Leadership on My Part Own the Problem Five
