Having Mackay on board not only diversified the lineup, it
helped PPI fill another need. As the company shifted to the serial
format, big names became as crucial to filling seats as fresh
names.
"I needed both 'sizzle' and 'steak,' "
Brattland explains. " 'Sizzle' means widely
recognizable names like Lou Holtz [football coach at the University
of Notre Dame]. 'Steak' is a Brian Tracy who knows how to
inspire salespeople. People might initially come to see Lou Holtz,
but by the time [the presentation] is finished, it would be Tracy
delivering the meat of the program."
Today, PPI's lineup reads like a "Who's Who"
of motivational orators. Sports figures like Rick Pitino, head
basketball coach of the NCAA-champion Kentucky Wildcats, provide
the sizzle. As for the steak, it's served up by the likes of
Roger Dawson, an expert on persuasion and negotiation, and sales
legend Tom Hopkins, author of How to Master the Art of
Selling (Warner Books).
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As for the future, Brattland is aiming toward another of his
early dreams: "I'd like to acquire more commercial real
estate. Building this company will enable me to pursue that
dream," he says. After all, a man can never chase too many
rainbows. Or find too many pots of gold.
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