It’s amazing how many of today’s success stories have had less than promising beginnings. Steve Jobs of Apple is one, Jay Leno is another. A great entertainer, Leno is also a consummate sales professional.

No overnight sensation, Leno began his career as a door-to-door salesman. Today, he engages his persuasive skills in selling his TV program and public speaking engagements. There’s much one can learn from him. Here’s a list:

  • Unafraid of Failure. Some of Leno’s early performances were weak. Years went by before he appeared on television. But he kept honing his skills. This prepared him for the breaks that came his way, which led to his current success.
  • Work is Fun. Leno spends his free time doing personal appearances that promote his career. He rarely takes vacations, though he is quite generous in giving vacations to his staff. Most people see work as a way to finance their “fun” activities, but Leno sees work as fun in itself.
  • Take Risks. Leno sticks his neck out to further his career. When he began appearing on television, he was selected “Best Face to Caricature” by the “American Caricature Association,” an organization he had invented. Yet, this gave his career a big public relations boost.
  • Connect with Everyone. Everyone is a potential customer. Leno is in the habit of being accessible. He will wave and smile when people spot him driving one of his rare automobiles. When hired for speeches, he greets and shakes the hands of as many people as possible.
  • Give Back. Leno gives time to genuine community service. He has flown at his own expense to Chicago or Detroit to do benefits for the homeless. The spinoff is that people view him as a great guy. That’s image building and great for career progression.
  • Be Thankful. When Leno’s article was published, he personally called the publisher and thanked him. He didn’t have to do that, but that’s the way he thinks, and why he’s so successful.