Back in 1992, I landed a job offering $150,000 in salary plus bonuses. It seemed like an excellent opportunity for a fresh law graduate. But life has a funny way of redirecting our paths when we least expect it.
My maritime professor approached me with words that would change my trajectory: “Dave, you’re the best sales guy I’ve ever met.” He told me about West Publishing, a Minnesota company that published law materials. They were looking for four young lawyers to sell their books online through this new thing called “the Internet.”
Initially, I dismissed the opportunity. “I’m not interested,” I told him flatly. But then he mentioned something that caught my attention – the position paid $250,000 at the plan. My response was simple math: “$2.50 is more than $1.50.” Just like that, I decided to pursue this new direction.
The Power of Hustle
What set me apart wasn’t natural talent or connections. It was my willingness to outwork everyone else. Most of my colleagues who sell books were established professionals with families and mortgages. They had set routines and boundaries. I had nothing to lose and everything to gain.
I recognized my limitations honestly: I wasn’t as naturally skilled as the other salespeople. But I developed a formula that would compensate for any skill gap:
- Work sixteen hours a day instead of eight
- Focus on becoming twice as efficient
- Strive to be twice as effective with every client interaction
This approach wasn’t complicated, but it required tremendous discipline. While others maintained work-life balance, I was all in on building my future. The math was simple – by doubling my hours and maximizing my efficiency, I could quadruple my output compared to my peers.
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The Unexpected Reward
The results came faster than I could have imagined. Just nine months after graduating from law school, I had earned my first million dollars. This wasn’t luck or privilege – it was the direct result of strategic hustle and unwavering commitment.
Looking back, I realize that taking that unexpected opportunity with West Publishing was one of the best decisions I’ve ever made. While my original $150,000 job seemed impressive on paper, I would have missed out on both greater financial rewards and valuable business lessons had I not pivoted.
Lessons From My Journey
My experience taught me several principles that have guided my career since:
- Be open to unexpected opportunities, especially when they align with your strengths
- Calculate the potential upside before dismissing new paths
- Recognize your limitations, then create systems to overcome them
- Outwork your competition when you can’t immediately outperform them
- Embrace new technologies before others recognize their potential
The early days of selling law books online might seem quaint now, but in 1992, the Internet was just emerging as a commercial platform. By jumping into this space early, I positioned myself at the intersection of law, publishing, and technology – a combination that proved incredibly valuable.
Success often comes from being willing to do what others won’t. In my case, that meant sacrificing short-term comfort for long-term gain. While my colleagues maintained standard workdays, I pushed myself beyond conventional limits.
This isn’t about glorifying overwork – it’s about recognizing seasons of opportunity that demand extraordinary effort. Those nine months of intense work created a foundation that supported decades of future success.
When faced with career decisions, I encourage you to look beyond the immediate salary figures. Consider the growth potential, the skills you’ll develop, and how the opportunity aligns with emerging trends. Sometimes the path with the greatest reward isn’t the most obvious one.
And remember – when you can’t immediately compete on skill or experience, you can always compete on effort and determination. That’s a playing field where anyone willing to put in the work can win.
Frequently Asked Questions
Q: What made you consider the West Publishing job when you initially weren’t interested?
The financial incentive was the initial hook – $250,000 compared to my other offer of $150,000. However, what made me truly successful was recognizing this as an opportunity to leverage my sales abilities in an emerging market (online publishing) when the Internet was just beginning to transform industries.
Q: How did you manage working 16-hour days without burning out?
I viewed this intense work period as a strategic investment rather than a permanent lifestyle. Having a clear financial goal (becoming a millionaire) provided powerful motivation. I also focused on maximizing efficiency during those hours rather than just putting in time. This approach allowed me to achieve extraordinary results in a compressed timeframe.
Q: Would your approach of outworking everyone still work in today’s professional environment?
While the specific circumstances have changed, the principle remains valid. Today’s professionals might focus more on working smarter with better technology and systems, but the willingness to put in exceptional effort during critical career phases still creates competitive advantages. The key is identifying high-leverage activities that deliver disproportionate returns on your time investment.
Q: What skills beyond hard work contributed to your rapid success in sales?
Beyond sheer effort, I developed strong relationship-building abilities, learned to identify client needs quickly, and became adept at explaining complex legal materials in accessible ways. My law background gave me credibility with legal professionals, while my sales instincts helped me connect solutions to problems effectively. I also embraced the then-new online selling model when many traditional salespeople were hesitant.
Q: How did becoming a millionaire so quickly after law school affect your subsequent career choices?
This early success gave me both financial freedom and confidence in my ability to create value in business settings. It taught me to evaluate opportunities based on growth potential rather than immediate prestige or comfort. Throughout my career, I’ve continued to look for situations where my specific skills could be leveraged in emerging markets or technologies, following the pattern that worked so well with West Publishing.
