Businesses these days talk a lot about figuring out what the customer wants. Well, here’s your first lesson: the customer doesn’t know what he wants. This book is going to show you how to convince him he wants the thing you’re selling. Les Gold has been in business since age twelve, when he started selling used golf clubs from his dad’s basement. Now he owns Detroit’s biggest pawnshop, American Jewelry and Loan, and is the star of the hit reality TV show Hardcore Pawn. As a third-generation pawnbroker, Gold grew up in the business, dealing with customers who could be unruly and violent as often as they were friendly. He became good at selling just about anything and at buying items for what they were worth. Although he started at his family’s small pawnshop, he has now expanded into a fifty-thousand-square-foot former bowling alley, making a thousand deals a day. On any given day, he could be taking a vintage car in to pawn or chasing down a thief who’s just stolen a gold chain from the store. No business school in the world can teach you as much about buying, selling, negotiating, managing employees, dealing with customers, advertising, tracking trends, and predicting the economy’s ups and downs. In this entertaining, honest book, Gold takes you inside some of his weirdest, wackiest deals and steals. From the monkey his dad once took in to pawn to the deal Gold made for a stripper pole, he has no boundaries for what he considers to be part of his business?and neither should you. You will learn: How to tell an emotional story when you’re selling?and take emotion out of the transaction when you’re buying Why judging your customers before you know them can kill a potential deal How to deal with risk, both mental and physical How to communicate with employees (even if they’re your own kids) Why investing in relationships with your community is time well spent Why your business should never be limited by what others tell you it should be No place in the world prepares you better for the working world than a pawnshop, and Les Gold takes you inside his shop to share what he’s learned from fifty-five years in the most interesting job in the world.

The new book from Jimmy Barnes, the award-winning author of the number-one bestsellers Working Class Boy, Working Class Man and Killing Time From larger-than-life adventures to vivid and poignant tales of the imagination, Highways and Byways is a collection of stories taking readers on an enthralling tour (complete with the odd detour) through the raucous, well-lived life of one of this country's most successful and beloved artists. Told with Jimmy's signature verve and flair, and richly coloured by his distinctive voice and wit, Highways and Byways sees him sharing a 1970s Texas stage with a dream line-up of US musicians; flirting with disaster in a Hawaiian high-rise; discovering a life-changing cassette tape; unearthing shattering family secrets in Glasgow; encountering charismatic and not-so-endearing superstars, ghosts of the recent and distant past, superfan traffic cops and shady salesmen; and confronting his own mortality - while pondering the more amusing effects of hospital medication. Charming, personal and poignant, Highways and Byways is a collection that celebrates Jimmy's Scottish heritage, family, friends, music and the adventure of a grand life.