Jeffrey Fox: Best Selling author of “How to Become CEO" & Founder of Fox and Company

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Bio:

For over 25 years, Jeffrey Fox has been helping clients grow revenues and increase gross margins. Jeffrey is founder of Fox and Company, a management consulting firm that shows clients how to dollarize their value proposition to overcome the price objection and to shorten the sales cycle.  Fox has written  twelve best-selling business books that have been translated into over thirty languages.

Jeff is the author of “How to Become CEO,” which was on the NY Times, Business Week, Wall Street Journal, Knight-Ridder, Amazon.com, best seller lists.  His books have been best sellers in France, Germany, Singapore, Hong Kong and Russia.  His book, “How to Become a Rainmaker,” was selected as one of the 100 best business books ever written. His “Dollarization Discipline” was selected as one off the top thirty business books of 2006.  He is a popular speaker, appearing regularly before senior management groups and sales forces.  Jeff’s new book “The Transformative CEO: Impact Lessons From Industry Game Changers” was published in June 2012.  Jeff is a graduate of Harvard Business School. Fox and Company is in Chester, Conn.

In March 2015, three of Jeff’s classics including “How to Become a Rainmaker” were re-released with updated material.  All of Jeffrey’s books can be purchased on amazon.com or any other major retailer.

What do you do best?

A young eager lawyer was explaining a complex case to his boss, the elderly founder of the firm.  After a few minutes the senior lawyer raised his hand and said, “Joey. Joey. Give me the simple of it.”  That’s what I do.  I give my clients and readers the “simple of it.”  Direct.  To the point. No fluff.  No nuances.  Straight forward.  Simple.

What makes you the best?

In 1851, Gustave Flaubert wrote: “It is no easy business to be simple.”  He was correct.  To get to the simple of it start at the beginning.  Look for the obvious, which is usually hiding behind preconceived notions, prejudice, false beliefs, conventional thinking. Distrust “crowd think” and “group think.”  Look for the opposites of crowd think. Realize you have subconscious drivers that interfere with objectivity.  Find the facts. Don’t fight the facts.  Face the facts.

How will you stay the best?

The great author Elmore Leonard famously wrote: “I leave out all the words nobody reads.”  That is a rule I follow. I always eschew clichés; tell stories; use analogies; and make up words if necessary.  (“Dollarization” is my favorite Fox word.)

Biggest Success?

Outside of my family, getting into and graduating from Harvard Business School.

Most Challenging Moment?

After grad school and the Army, my wife and I were living in an apartment.  We had no money.  A local businessman who knew us had just sold the land on which stood his family home to a land developer.  The local guy said: “You can have the house for free.  All you have to do is move it to a new location.”  I said, “We’ll take it.”  To make it happen there was much to do:  find and buy land somewhere close; find house movers; get jurisdiction approvals to move the house; temporarily move utility wires; and lots more.  And, of course, get the money to do everything.  My idea was to convince a bank that the house in a new location would be worth twice as much as the cost to move it, and that the difference in value would be our equity, our down payment.  In those days bankers were imaginative business people, not cowardly risk adverse. I found a real banker who believed in us and gave us a 30 day loan to make the move.  After the house was safe and sound on an acre with a babbling brook, another real banker gave us a mortgage with no money down.

What are your aspirations?

Personal: Make life better for my family. Re-visit Italy a few more times.  Learn Italian. Publish two children’s books.  Write one sentence that is 1/100th as good as Shakespeare’s worst line. Walk more.

Business: Make Fox & Co’s new live on-line dollarization and value selling training program a success.  Publish another business book (#13). Ghostwrite books for successful people. Continue as consigliore to clients.

What fascinates you?

Baseball. History. Nature. Puzzles. Geography. Politics. Trivia. Riddles.

Favorite Motto?

“W-A-C-A-D-A-D.” Pronounced “Wacka-Dad”.  This is an acronym for “words are cheap and deeds are dear.”

Favorite People?

Dr. Brendan M. Fox. Mickey Mantle. Dolly Parton. Elvis. Thomas Jefferson. Mark Levin. Alexander Hamilton. Carvaggio. George Steinbrenner. Margaret Thatcher. Colonel Nathan Jessup. Joe Fazzano.  Legh Knowles. Vito Corleone.

Favorite Places?

Zihuatenejo. Bellagio. Paris. Turks & Caicos. Chester, Connecticut. New Zealand. Istanbul. Boston. New York City. Kenya. San Francisco, Belize, and Upper Captiva Island in Florida.

Favorite Products?

Beaulieu Vineyard Georges de LaTour Private Reserve Cabernet Sauvignon. Vespa scooter. Cast iron frying pan. Garden tiller. Rhumba robots. New York Yankees. Connecticut Silver Queen corn. Tevas. Friskar garden shears. Broadway musicals. Gold Bond Powder

Current Passions?

DaSilva/Childs/Connelly/Hemingway novels. Traveling with Marlene. Grilling peaches with brown sugar, cinnamon, blueberries and whipped cream. Phil Ochs music. Gardening. Writing. Scoring Dorothy, Luca and Ella’s cannon balls. Reading. Solving client problems. Making the best Bolognese sauce in the world.