Saturday, May 31, 2008

Money with Meaning Living Your Life "On-Purpose"

Why are you here? Why are you on the planet right now? Many people believe we each come into this life with a purpose, a reason for living. Considering that every element in nature has a specific purpose for existing, and we are an integral part of nature, it stands to reason that we have a purpose too.

Eastern philosophies submit that each of us has a job to do, a duty in life, and that the only way to find peace and fulfillment is to carry out your duty or "dharma" as it's called. The philosophy states that to truly be happy you must learn to live in service, to live based on what you can give rather than only on what you can get; to live based "on purpose" rather than only "on outcome".

The brilliant futurist, Buckminster Fuller said, "The purpose of our lives is to add value to the people of this generation and those that follow." In short, to leave this world a better place than it was when you arrived. It could be in terms of adding convenience, education, entertainment, enlightenment, health, beauty, joy, humour, technology, or any other way you personally can serve other people or the planet.

Although many people believe they have a purpose, they often have a difficult time discovering their own reason for living. Because purpose holds such a spiritual sense, people tend to believe their purpose will somehow be handed down from the heavens. They wait and wait for some "burning bush" to tell them what to do. It's true, a few "tuned-in" people do receive some type of message; some unmistakable calling. But the answer for most of us is that we actually have to "choose" our purpose. We are the ones who decide how we are best suited to serve.

Our choice, however, is not random. We each have unique abilities, inherent talents and strengths. We each have different interests and activities that bring us joy. We each have different experiences and issues from which we've learned, and we all have a different way in which we can best serve others. It is through these factors you "choose" your purpose.

Can your purpose change? Yes. More likely, however, is that your overall purpose remains the same, while the vehicle you use to provide your service may change on an ongoing basis. If your purpose is to teach, for example, you may teach your own children, teach in a school, become an author or a speaker or even be a consultant. Regardless of your vehicle, your dharma is to "teach".

It takes courage to choose a purpose and even more courage to live your life based on it! Once you have purpose, you will have two essential elements for a truly happy life - money and meaning! In this way, you will become 'rich' in every sense of the word.

List your unique abilities, talents, strengths, interests and joys. From here choose an overall purpose for your life. Clarify it by writing it down. Then choose an initial vehicle with which you can serve people that is in alignment with your purpose. Begin today to live your life based on purpose.


I am here for a reason.
I have important work to do.
I live my life on purpose.

For your freedom,
T. Harv Eker

What Motivates the Motivator? By Chris Widener

Some time ago, someone wrote me an email and said, "I would love to know what motivates YOU!" So I took them up on it and I want to spend some time telling you how I stay motivated.

It is a valid question, this one of what motivates me. After all, each and every day I have to stay on the top of my game whether it is because I am giving a speech, marketing my materials, writing to one of the subscribers I have in over 100 countries around the world, or just trying to keep my kids energized!

As I thought about it, I realized again just how simple life can be if you put the right processes in place. I realized that me staying motivated revolves around a few basic things that I do. And they are things that ANYBODY can do. So if I can stay motivated, you can too! If you want to stay motivated, try these basics that I use to keep myself motivated:

Read good books and magazines.
I am an information junkie! I read all of the time. I don't care what you say; you cannot be successful without reading! I read books, magazines etc all of the time. I read a breadth of information so as to develop myself on a wide variety of topics. Keep reading them on a regular basis throughout the month and not just in reading binges. Listen to good information. Get yourself into some good tapes. Listen to what others have to say. Give yourself a budget to spend on materials that will make you into a motivated animal! Above all, as you listen, apply the truths to your life in your head and they will become what you live! Maintain a positive group of friends and colleagues. I broke this rule yesterday and went to coffee with a real downer. I am still recovering from him! One of the best things you can do is to surround yourself with positive people who will build you up and encourage you to pursue your dreams. They will be honest with you, yes, but they will also challenge you to shoot for the stars!

Focus clearly on my goals.
I know where I am going and what I want to accomplish. They are firmly rooted in my mind and heart. Because of this, my mind and heart are in an attitude of motivation all of the time. I want to hit my goals and since they are present in my heart and mind, I put my energies into them.

Discipline myself to live out my priorities.
Most of the time, this takes plain old hard work. We have to discipline ourselves and as we do we find ourselves becoming more and more motivated. If we discipline ourselves, it gives us wins and victories, which makes us feel good, which motivates us for further action. If we don't discipline ourselves, we feel defeated and we fall into a downward spiral of despair.

Are you keeping yourself motivated? You can. I know you can because I have seen these principles and actions work in my own life. Take a moment right now and see if you are living out the principles for keeping motivated:

Do you regularly read good books and magazines?
Do you regularly listen to good material?
Do you surround yourself with positive and supportive people?
Do you know and focus on your goals?
Do you discipline yourself to action even when you don't feel like it?
Commit yourself to these and you will find that you become a much more motivated person. This is what I do, and why I can continue to motivate others!

Upward and onward my friends!

Chris Widener

The Complex Sale Today

By: Brian Tracy

The Sale is More Complex Today
The entire process of selling today is more complex than it has ever been before. It used to be that we would make a single call on a single buyer who would make a single decision on our product or offering. In this simple form of selling, we used the attention/interest/ desire/action (AIDA) model of sales presentation and focused intensely on numerous different ways of closing the sale. Then, once we had made the sale, in many cases we never saw the customer again.

Everything Has Changed
Today, however, everything is different. Today we must make multiple calls, an average of five or six, in order to make the sale. We deal with multiple decision makers in an organization, each of whom can influence the purchase. Much of the sale takes place when we are not present. Sometimes we never even meet the final decision maker who signs the check. And it is not unusual for a sale to be derailed at the last minute by something completely unexpected.

The Competition is Fierce
If that weren't enough, there is more competition than ever before and it is more determined and resolute than it has ever been in the past. Not only must we compete on the basis of price, quality, services, capabilities, financing and warranties with many other vendors of our product or service, but we must also compete with every other vendor of every other product or service who is striving to get the same customer dollar that we are after. Our competitors are extremely determined, driven the same as we are by tight markets and careful customers. They are committed to starting earlier, working harder, and staying up later thinking of ways to take our customers away from us.

Customers Are Overwhelmed
Our prospective customers are beset on all sides by every conceivable sales offering. Because they are drowning in details, options and choices, they are in no hurry to make up their minds. With markets changing and contracting, the amount of discretionary funds they have available has shrunken and they are more careful today than they have ever had to be in the past.

The Key to Profitability
The purpose of a business is to create and keep a customer. If a business does this in sufficient quantity and with proper cost controls, it will make a profit. The profit is the result of creating and keeping customers efficiently.

Create and Keep Customers
As the president of your own professional sales corporation, your job is to create and keep customers as well. And just as a company must continually restructure and redesign its product and service offerings to satisfy the changing tastes of a demanding and competitive customer marketplace, you as a salesperson must constantly upgrade the quality and sophistication of your sales procedures and approaches if you are going to create customers in sufficient quantity.

Action Exercises
Here are two things you can do immediately to put these ideas into action.

First, be prepared to make multiple calls on a customer to close a large or complex sale. Plan your sales work systematically so you always have a new reason for calling back.

Second, think continually about how you have to change and improve your selling and your offering if you want to succeed in a tough market. Work on yourself every day and never stop getting better.

10 Powerful Networking Tips using Business Cards

The Law of Priorities

By: Brian Tracy

The very worst use of your time is to do well what need not be done at all. The Pareto Principle says that 20% of your activities will account for 80% of the value of your activities. This means that, if you have a list of ten items to accomplish, two of those items will be worth more than the other eight items altogether.

To achieve great things, you must always be concentrating on the small number of activities that contribute the greatest value to your life and your work.

Determine the Consequences
The value of anything in your order of priorities can be measured by assessing the potential consequences of doing it or not doing it. Something that is important has significant consequences to your life and your career. Something that is unimportant has few or no consequences of significance to your life or career. The mark of the superior thinker is your ability to consider possible consequences before you begin.

Ask the Key Question
Continually ask yourself, "What is the most valuable use of my time, right now?" And whatever it is, work on that. Your ability to discipline yourself to work on those few tasks that can make the greatest difference in your life is the key quality that makes everything else possible for you.

Action Exercises
Here is how you can apply this law immediately:

First, make a list of everything that you do as a part of your job. Now, analyze the list and select the three to five things that are more important than everything else put together.

Second, imagine that you are going to receive a $100,000 bonus at the end of the month if you can work on your highest priority items every minute of the day. How would that change your behavior? What would you do differently?

The Law of Compensation

By: Brian Tracy

You Get What You Give
Ralph Waldo Emerson, in his essay, "Compensation," wrote that each person is compensated in like manner for that which he or she has contributed. The Law of Compensation is another restatement of the Law of Sowing and Reaping. It says that you will always be compensated for your efforts and for your contribution, whatever it is, however much or however little.

Increase Your Value
This Law of Compensation also says that you can never be compensated in the long term for more than you put in. The income you earn today is your compensation for what you have done in the past. If you want to increase your compensation, you must increase the value of your contribution.

Fill Your Mind With Success
Your mental attitude, your feelings of happiness and satisfaction, are also the result of the things that you have put into your own mind. If you fill your own mind with thoughts, visions and ideas of success, happiness and optimism, you will be compensated by those positive experiences in your daily activities.

Do More Than You're Paid For
Another corollary of the Law of Sowing and Reaping is what is sometimes called the, "Law of Overcompensation." This law says that great success comes from those who always make it a habit to put in more than they take out. They do more than they are paid for. They are always looking for opportunities to exceed expectations. And because they are always overcompensating, they are always being over rewarded with the esteem of their employers and customers and with the financial rewards that go along with their personal success.

Provide the Causes, Enjoy The Effects
One of your main responsibilities in life is to align yourself and your activities with Law of Cause and Effect (and its corollaries), accepting that it is an inexorable law that always works, whether anyone is looking or not. Your job is to institute the causes that are consistent with the effects that you want to enjoy in your life. When you do, you will realize and enjoy the rewards you desire.

Action Exercises
Here are two things you can do immediately to put these ideas into action.

First, remind yourself regularly that your rewards will always be in direct proportion to your service to others. How could you increase the value of your services to your customers today?

Second, look for ways to go the extra mile, to use the Law of Overcompensation in everything you do. This is the great secret of success.

Take Time Out for Mental Digestion

By: Brian Tracy

How to get support for your ideas more easily than ever before.

Many years ago a retiring executive gave me an old pamphlet he had carried throughout his career. It was entitled, "Take Time Out for Mental Digestion."

He told me that this little pamphlet had been one of the most helpful things he had ever read in his business life. At the time I spoke to him he was the president of a corporation with more than 10,000 employees.

The message of this pamphlet was simple. It said that people always resist new ideas and new courses of action, even if the ideas are good for them. However, if they have an opportunity to think about them for a few days, very often they will come around to the new way of thinking with both agreement and enthusiasm.

The pamphlet said that an individual needs about 72 hours to absorb a new idea. Effective executives are those who present their ideas in very casual way, rather than as a decision or a fact engraved in stone. They present their thoughts as ideas for consideration. Effective executives encourage the other person to take the new idea or new way of doing things and think about it for a few days. They say that "we can discuss this later" and they just leave the idea with the other person.

Over the years, I have found this to be a remarkable piece of advice and a very important insight to communicating effectively with others.

People Will Resist Change
It is normal and natural for people to resist change of any kind, even and including a change that they will benefit from. So, allow them to take time out for mental digestion. Present your new idea in a low keyed, non-threatening way and just encourage the individual to think about it for a while and then discuss it later.

Present Ideas As Possibilities
In my early executive career, I was continually frustrated by trying to get my ideas, which I had thought through and which I, of course, thought were wonderful, accepted by my seniors and my co-workers.

When I started taking time out for mental digestion and just presented my ideas as possibilities, I was astonished at how much more readily people turned around and came to see the validity of the ideas. I also found that, if you present an idea with too much enthusiasm, you trigger natural resistance which soon becomes ego-based, irrespective of the validity of the ideas.

Present Ideas in a Low-Keyed Manner
On the other hand, if you present your ideas in a low-keyed manner and just leave them for consideration, people can come around to accepting them in their own time and embracing your new ideas without any loss of face or without any ego problems.

The next time you have a great idea, mention it casually and ask other people what they think about it. Give people time to digest the idea, even if they are totally opposed to it at the beginning.

Action Exercises
Now, here are two things you can do to use this principle in practice.

First, think your ideas through on paper before you present them to others. Expect natural resistance. When you do present your ideas, do it in a low keyed, almost indifferent manner so that it stirs up no resistance.

Second, expect your ideas to be rejected initially. When this happens, simply ask open ended questions to get feedback and then present your ideas again at a later time in a different form. It is amazing how effective this strategy will be.

Friday, May 30, 2008

The Law of Accumulation

By: Brian Tracy

The Law of Accumulation: how your financial fortune accumulates slowly over time and then becomes enormous, like a snowball. The Law of Accumulation: Every great financial achievement is an accumulation of hundreds of small efforts and sacrifices that no one ever sees or appreciates.

Develop Discipline
The achievement of financial independence will require a tremendous number of small efforts on your part. To begin the process of accumulation, you must be disciplined and persistent. You must keep at it for a long, long time. Initially, you will see very little change or difference but gradually, your efforts will begin to bear fruit. You will begin to pull ahead of your peers. Your finances will improve and your debts will disappear. Your bank account will grow and your whole life will improve.

Build Up Momentum
The first corollary of the Law of Accumulation says: "As your savings accumulate, you develop a momentum that moves you more rapidly toward your financial goals."

It is hard to get started on a program of financial accumulation, but once you do get started, you find it easier and easier to keep at it. The "momentum principle" is one of the great success secrets. This principle says that it takes tremendous energy to overcome the initial inertia and resistance to financial accumulation and get started, but once started, it takes much less energy to keep moving.

Start Slow, Finish Fast
The second corollary of the Law of Accumulation says, "By the yard it's hard, but inch by inch, anything's a cinch."

When you begin thinking about saving 10 or 20 percent of your earnings, you will immediately think of all kinds of reasons that it is not possible. You might be up to your neck in debt. You might be spending every single penny that you earn today just to keep afloat.

If you do find yourself in this situation, instead of saving 10 percent, begin saving just 1 percent of your earnings in a special account, which you refuse to touch.

Increase As You Go Along
This small amount will begin to add up at a rate that will surprise you. As you become comfortable with saving 1 percent, increase your savings rate to 2 percent, then 3 percent, then 4 percent and 5 percent and so on. Within a year, you will find yourself getting out of debt and saving 10 percent, 15 percent and even 20 percent of your earnings without it really affecting your lifestyle.

Action Exercises
Here are two things you can do to apply this law immediately:

First, decide upon your long-term financial goals and then resolve to work toward them one step at a time. The first steps are the hardest and you must discipline yourself to avoid backsliding into old habits.

Second, practice the law of accumulation in other parts of your life as well. Resolve to master a subject one page at a time. Lose extra pounds one ounce at a time. Learn a language one lesson at a time. The cumulative effect can be enormous.

Build Your Own Business

By: Brian Tracy

The high road to becoming a self-made millionaire in America is starting and building your own business. But this is not as easy as it sounds. Most businesses started by inexperienced people fail. Probably the primary reason why people don't start businesses is because they're afraid that they're going to lose their money and for good reason. 99 percent of businesses started by people lacking business experience fail within the first two or three years.

Why Businesses Fail
And why is that? It's because they don't know how. They haven't the slightest idea how to make a business successful. They may have an idea for a product or service, but they don't know all the things that they need to know to run a successful business.

Why Businesses Succeed
However, surprisingly enough, 80 percent of businesses started by experienced businesspeople succeed. Now why should this be so? The reason is because experienced businesspeople know what to do. They know how to purchase their products and their services. They know how to negotiate with their suppliers. They know how to raise money. They know how to negotiate leases. They know how to sell and to market. They know how to manage their finances. In other words, experience is the key. In order to start your own business and succeed, you have to learn how.

Imagine if you could become a millionaire today!
Your life would be easier and more fun. You could be taking more vacations, and spending the kind of time with your family that you really want.

If you're like me you want financial success, and you want to know the secrets of how all these millionaires made their money.

Control Your Costs
The second reason that businesses fail, 46 percent, is because of poor cost control. They may be selling enough on the front end, but they're losing so much on the back end that they go broke anyway. Sales and marketing, financing and cost control, both require experience. And if you're serious about becoming financially independent, you have to learn how to do both of these.

Put Luck On Your Side
You must learn the skills you need to be successful. Business success is not a matter of luck. Business success is a matter of application. It's a matter of ability. It's a matter of experience and skill and intelligence, and wonderfully enough, you can learn what you need to know to be successful.

And you can start by learning through on-the-job training, which is called OJT. Most successful businesspeople become successful because they get all their training by working for someone else.

Action Exercises
Here are two things you can do immediately to make sure that your business succeeds greatly:

First, take the time to get the knowledge and experience you need in business by working for someone else where you can learn a lot in a short period of time. Go to work in an area in which you are interested and learn everything you possibly can.

Second, read and study in business, especially entrepreneurial business, all the time. Read one or two business books per week and read every business magazine that is published on your subject. Never stop learning and growing.

The Winner's Edge Coaching Tips

This week's Coaching Tip comes from Brian Tracy. This is Brian's Seven C's of Success. Enjoy! -- DW

After having studied top achievers and peak performers over the past 25 years, I've concluded that these unique men and women, have in most cases, mastered what I call the Seven C's of Success.

1. Clarity - Eighty percent of success comes from being clear on who you are, what you believe in and what you want.

2. Competence - You can't climb to the next rung on the ladder until you are excellent at what you do now.

3. Constraints - Eighty percent of all obstacles to success come from within. Find out what is constraining in you or your company and deal with it

4. Concentration - The ability to focus on one thing single-mindedly and see it through until it's done takes more character than anything else.

5. Creativity - Flood your life with ideas from many sources. Creativity needs to be exercised like a muscle, if you don't use it you'll lose it.

6. Courage - Most in demand and least in supply, courage is the willingness to do the things you know are right

7. Continuous learning – Read, at the very least, one book a week on business to keep you miles ahead of the competition. And just as you eat and bathe, organize your time so you spend 30 minutes a day exploring e-mail, sending messages, going through web sites, because like exercise, it's the only way you can keep on top of technology. If you get away from it, you'll lose your edge.

Attitude is the Edge - (This excerpt was taken from Denis Waitley's The Seeds of Greatness Treasury)

At the world-class level, talent is nearly equal. On the PGA tour only a few strokes for the year separate the top money winners in golf from the rest of the players. In baseball, the American and National League batting champions hit safely about 20 or 30 more times in an entire season than those below the top ten. In the Olympic Games, the difference between the gold-medal winner in the one hundred meter dash and the fourth place, non-medal winner is less than two-tenths of a second.

What's true in sports is also true in our business and personal lives. There is only a fractional difference between winners in life and those who merely exist. The difference is attitude under pressure. It's the winner's edge.

The Edge is not a gifted birth. The world is full of wasted talent.

The Edge is not academic degrees. Education is important, but the world is full of educated misfits.

The Edge is not luck. If it were, Las Vegas would be a ghost town.

The Edge is not capital. Many of today's self-made, multi-millionaires started building their fortunes with under $5,000.

The Edge is all attitude. Attitude, not aptitude, is the criterion for success.

Becoming a Proactive Leader by Dr. Denis Waitley

The knowledge era's new leaders, many of whom are immigrants and women, are managing change by conceiving innovative organizations and novel ways to attract and motivate employees. They are learning to be proactive instead of reactive, and to appreciate the full importance of relationships and alliances. They also have a healthy aptitude for risk and perseverance, and know how to gain strength from setbacks and failure.

Life's Batting Average

Baseball's greatest hitter grew up near my neighborhood in San Diego. When Ted Williams slugged for the Boston Red Sox, my father and I kept a record of his daily batting average. And when I played Little League ball, my dad told me not to worry about striking out. In Williams's finest year, dad reminded me, the champion failed at the plate about 60 percent of the time.

Football's greatest quarterbacks complete only six out of ten passes. The best basketball players make only half their shots. Even with satellite mapping and expert geologists, leading oil companies make strikes in only one out of ten wells. Actors and actresses auditioning for roles are turned down twenty-nine in thirty times. And stock market winners make money on only two out of five of their investments.

Since failure is a given in life, success takes more than leadership beliefs and solid behavioral patterns. It also takes an appropriate response to the inevitable, including an effective combination of risk-taking and perseverance. I meet many individuals who are seeking security at all costs, and avoiding risk whenever and wherever possible. Knowing that certain changes would make success much more likely for them, they nevertheless take the path of least resistance: no change. For the temporary, often illusory comfort of staying as they are, they pay the terrible price of a life not truly lived.

Parable of the Cautious Man

There was a very cautious man,
Who never laughed or cried.
He never risked, he never lost,
He never won nor tried.
And when he one day passed away,
His insurance was denied,
For since he never really lived,
They claimed he never died.

In other words, missed opportunities are the curse of potential. Just after the Great Depression, Americans, perhaps understandably at the time, took many steps intended to minimize risk. The government guaranteed much of our savings. Citizens bought billions of dollars worth of insurance. We sought lifetime employment and our unions fought for guaranteed annual cost-of-living increases to protect us from inflation. This security-blanket mentality has continued in recent decades as executives awarded themselves giant golden parachutes in case a merger or takeover took their plum jobs.

These measures had many benefits, but the drawbacks have also been heavy, even if less obvious. In our eagerness to avoid risk, we forgot its positive aspects. Many of us continue to overlook the fact that progress comes only when chances are taken. And the security we sought and continue to seek often produces boredom, mediocrity, apathy and reduced opportunity.

We still hear much about security, especially from federal and state politicians. But total security is a myth except, perhaps, for those six feet underground in the cemetery. We may indeed ask our government for guaranteed benefits. But we must be aware that when a structure starts with a floor, walls and ceilings will follow. And herein lies a paradoxical proverb:

You must risk in order to gain security, but you must never seek security.

When security becomes a major goal in life – when fulfillment and joy are reduced to merely holding on, sustaining the status quo – the risk remains heavy. It is then a risk of losing the prospects of real advancement, of not being able to ride the wave of change today and tomorrow. Had the founders of Yahoo, and America Online been concerned with immediate profits and return on investment, we would not be enjoying those Internet services today, each of which has a greater market capitalization than IBM or General Motors.

Seek to risk a little more this week!
-- Denis Waitley

Every Decision We Make has an "Opportunity Cost" by Denis Waitley

Every decision forfeits all other opportunities we had before we made it. We can't be two places at the same time. In their excellent management book, Tradeoffs, Drs. Greiff and Munter discuss the difficult options that face us in all areas of our lives. One case in point illustrates a common opportunity cost. It's a true anecdote they call, "Bicycle vs. Mother":

"John is a precocious eight-year-old boy. Both his parents work. His mother is a management consultant and travels frequently. After being away for several days, she arrived home late one night and hugged her son.

He said, 'Mom, I missed you. Why were you away so long?'

She smiled and replied, 'One of the reasons I was away was to make enough money to buy you the bicycle you wanted.'

Young John looked at her reflectively and stated, 'Mom, I really did want the bicycle. But mothers are more important than bicycles. So please stay home more.'"

Even though we all are aware of the tradeoffs of "quality time vs. Quantity time" in our relationships, we are not used to thinking specifically about how our decisions cost us other opportunities. Without this understanding, our decisions will often be unfocused and unrelated to helping us achieve our most important goals.

This week be more aware of the "opportunity cost" and use this to help you make great decisions!
Denis Waitley

Be a Doctor of Selling

By: Brian Tracy

Three Keys to Building Relationships
Top sales professionals see themselves as "Doctors of Selling." They see themselves as professionals, well educated, acting in their "patient's" best interest, and bound by a high code of ethics.

The medical process is the same everywhere. Whenever you go to any doctor, of any kind, for any condition, he will follow the three part sequence of examination, diagnosis and prescription.

Begin With a Thorough Examination
Just as a medical professional would never think of treating you without following these three steps in order, you as a doctor of selling, would never allow a customer to force you to sell without your going through your three stages as well. This is as applicable to selling magazines door-to-door as it is to selling oil tankers to Exxon.

In the examination phase, you ask excellent questions, carefully prepared, in sequence, which are geared to give you a thorough knowledge of the patient's condition, or the customer's situation.

Diagnose the Customer's Need Accurately
The second phase is that of diagnosis. In the diagnosis phase with a customer, you would repeat back the results of your examination and double check to be sure that the symptoms that you had detected were the real symptoms being experienced by the patient. You would ask additional questions to confirm and corroborate. You and the patient would mutually agree that this diagnosis seems to be an accurate description of the condition or problem.

Make the Right Prescription
Once this mutual agreement has been reached, that a treatable condition exists and that you have identified it accurately, you can move on to phase three. This is the prescription phase, where you show the patient (customer) that your product or service is the best available treatment, taking all the factors of the patient's situation into consideration for the ailment that you have diagnosed. You show that, on balance, what you are suggesting is the best of all possible solutions.

Professionals who sell in the way that doctors treat patients find that their sales activities proceed far more smoothly and result in better sales in less time.

Action Exercises
Here are two things you can do immediately to put these ideas into action.

First, take the time to do a thorough examination by asking excellent questions and by listening carefully to the answers.

Second, repeat back and check your diagnosis with the customer so that you both agree on the need or problem - before you recommend a solution.

Generating Energy

By: Brian Tracy

You may have a thousand different goals over the course of your lifetime, but they

All will fall into one of four basic categories. Everything you do is an attempt to

Enhance the quality of your life in one or more of these areas.

The first category is your desire for happy relationships. You want to love and be

Loved by others. You want to have a happy, harmonious home life. You want to get

Along well with the people around you, and you want to earn the respect of the

People you respect. Your involvement in social and community affairs results from

Your desire to have happy interactions with others and to make a contribution to the

Society you live in.

The second category is your desire for interesting and challenging work. You want to

Make a good living, of course, but more than that, you want to really enjoy your

Occupation or profession. The very best times of your life are when you are

Completely absorbed in your work.

The third category is your desire for financial independence. You want to be free

From worries about money. You want to have enough money in the bank so that you

Can make decisions without counting your pennies. You want to achieve a certain

Financial state so that you can retire in comfort and never have to be concerned

About whether or not you have enough money to support your lifestyle. Financial

Independence frees you from poverty and a need to depend upon others for your

Livelihood. If you save and invest regularly throughout your working life, you will

Eventually reach the point where you will never have to work again.

The fourth category is your desire for good health, to be free of pain and illness and

To have a continuous flow of energy and feelings of well-being. In fact, your health is

So central t your life that you take it for granted until something happens to disrupt


The common denominator of these four goals, and the essential requirement for

Achieving each of them, is a high level of energy. The achievement of even a small

Amount of success in any one of these areas requires the development and

Expenditure of energy. Energy is a critical fuel and the one ingredient without which

No other accomplishment is possible.

The aim of strategic planning for corporations is to find ways to organize the

Business to increase ROE, return on equity. ROE refers to the return on the capital

Invested in the enterprise. By shifting resources from areas of lower value to areas of

Higher potential value, the ROE in the business can be increased. In personal

Strategic planning, the aim is similar. It is also to increase ROE, but in this case, ROE

Stands for return on energy. All the work on personal development, self-improvement,

Goal setting, and time management is aimed at helping you to

Increase your return on energy, or as my friend Ken Blanchard calls it, “your return

On life.” You are continually organizing and reorganizing your time and your

Resources so that you can get the very most pleasure, satisfaction, and rewards from

The time and energy you put into your activities on a day-to-day basis.

Whereas companies have financial capital, you have human capital. Your human

Capital is composed of mental, emotional, and physical energy. The more energy you

Have to invest, and the more intelligently you invest it, the greater will be your


It is not the amount of time that you spend at your work or on your relationships

That matters. Rather, it is the amount of yourself that you put into the time. If you

Have gone to bed late, gotten up early, and gone to work tired, you may be

Physically present for eight hours, but the quality and quantity of work that you can

Accomplish during that period of time is compromised. You’ll achieve only a small

Percentage of your potential productivity compared with what you can accomplish

When you are fully rested and filled with enthusiasm.

In every area of your life, it is the quality of the time that you put into your activities

That determines the rewards and satisfaction that you receive from them; this

Depends upon your energy level.

Building and sustaining your energy level is imperative. Since your energy is central

To everything you accomplish, you should be very sensitive to things that either build

Or deplete it. Here are six keys to building and maintaining a high level of energy and


1. Proper weight. Carrying extra weight on your body is like carrying a pack

Loaded with bricks on your back — uphill. Excess weight tires you out. It taxes

Your heart, your lungs, and your muscles. Extra weight forces your body to

Burn up more energy than it normally would just to maintain life and proper


On the other hand, losing weight will increase your energy level almost

Immediately. Your self-esteem will go up. You will feel healthier and happier.

As you lose weight, you will feel a greater sense of power and personal

control. When you reach your ideal weight, you will be more effective in

everything else you do.

2. Proper diet. The foods you eat have a tremendous impact on your energy

Level throughout the day. Changes in your diet can make you feel fresher,

More alive, more alert, and filled with greater vitality than you can imagine.

The way to live to a ripe, happy, healthy old age is to shift the proportions of

Food you eat so you are consuming more fruits, vegetables, and whole-grain

Products. When you get used to eating highly nutritious foods, you’ll be less

Willing to eat foods that are not particularly good for you.

3. Proper exercise. The more regularly you exercise, the more energy you have,

The better you feel, and the longer you will live. Regular exercise enhances

Your digestion, reduces the number of hours that you need to sleep, and

Increases your vitality in the physical, mental, and emotional realms.

There are three basic types of exercise: flexibility, strength, and endurance.

Flexibility exercises, such as yoga, require gentle stretching of all your

Muscles and the articulation of each of your joints each day. The more you

Stretch your muscles on a regular basis, the more relaxed, coordinated, and

Looser you will feel.

Strength exercises include calisthenics, weight lifting, and other exercises that

Build your muscles.

But perhaps the most important are endurance, or aerobic, exercises. One of

The keys to long life and good health is aerobic exercise at least three times

Per week for a minimum of 30 minutes per time. You can achieve aerobic

Fitness by walking, running, swimming, cycling, rowing, or cross-country

Skiing. The important thing is that you exercise at least three times per week

— and many people say five times per week — for the rest of your life. This

Will affect your levels of health and energy in everything else you do.

Everything counts.

4. Proper rest and recreation. On average, you need seven to eight hours of

Good, solid sleep each night. Some people can get by on less. But you should

Plan and organize your evenings so that you are “early to bed and early to

Rise.” Remember, nature demands balance in all things. If you are going to

Work hard during the day, you must take time off to rest and recuperate in

The evenings and on the weekends. The more balance you have between

Work and recreation, the more energy you will have and the more productive

You will be.

5. Proper breathing. By breathing, I mean deep diaphragmatic breathing, where

You fill your lungs to the count of 10, hold to the count of 10, and then exhale

To the count of 10. If you do this seven to 10 times, two or three times per

Day, you will be amazed at how much fresher and more relaxed you feel.

6. Proper attitude. Positive Mental Attitude seems to go hand in hand with great

Achievement and success in every walk of life. The more positive you are, the

More energy you have. The more positive you are, the happier you are. The

More positive you are, the more positive are the people and situations you

Attract into your life. The more positive you are, the easier it seems for you to

Get the cooperation of other people. The more positive you are, the more

Effectively you perform.

On the other hand, negative emotions drain your energy, enthusiasm, and

Vitality. They tire you out and depress your immune system. Bouts of fear,

Anger, doubt, resentment, or guilt will be manifested in your physical body.

Keep your energy level high by always looking for the good in every person,

In every situation. Seek the valuable lesson in every setback or adversity.

Look for the equal or greater benefit that comes out of every disappointment.

Be a perennial optimist. Be cheerful and positive. Be helpful and supportive.

Be a source of encouragement and inspiration. Be the kind of person

Everybody looks forward to seeing and talking to.

Every success is the result of hundreds, and perhaps thousands, of tiny

Efforts that nobody may ever see or appreciate. These tiny efforts, sacrifices,

And disciplines accumulate to make you an extraordinary person.

Everything that you do counts in some way. Nothing is neutral. Everything

Either helps you or hurts you. Everything either adds up or takes away.

Everything either propels you toward your goal or moves you away from it.

Everything counts.

With regard to your levels of health and energy, everything that you do, or

don’t do, will have an impact on how you feel and how you perform. And the

Results of all these activities are cumulative. People who are healthy and

Energetic in their 50s and 60s were engaging in positive health habits in their

20s and 30s. People who live a long, healthy, happy life into their 80s are

People who began planning for it and disciplining themselves in their 30s and

40s. Everything counts.

Increase Your Three Types of Energy

By: Brian Tracy

Most successful people can be characterized as having very high levels of energy. Since energy is the fuel with which everything is achieved, there seems to be a direct relationship between energy levels and levels of accomplishment. It is hard to imagine a tired, burned-out person achieving much in life. On the other hand, energetic, positive, forward-moving individuals seem to get and enjoy far more of the things life has to offer than does the average person.

Physical Energy is Basic
We have been led to believe that there is basically one kind of energy. We supposedly replenish this energy by sleeping at night, and during the day, we use it up again. It is as though we are machines powered by batteries, and each night we recharge our batteries for seven or eight hours. However, there are some problems with this view of energy. The biggest problem is that it does not deal with the fact that there are actually three different kinds of energy, each of which is necessary for maximum performance.

The three main forms are physical energy, emotional energy, and mental energy. Each of these energies is different, but they are interrelated, and they depend on each other.

The Sweat of Your Brow
Physical energy is raw energy, coarse energy, bulk energy, what we call "meat-and-potatoes" energy. Your physical energy is what you use to do physical labor. It is the primary energy applied by men and women who earn their livings by the sweat of their brow.

The Source of Enthusiasm
The second form of energy is emotional energy. This is the energy of enthusiasm and excitement. This is the energy that lends sparkle to the life of an individual. This is the energy that is necessary for feeling love, happiness, and joy. Largely, it is your emotional energy that makes life enjoyable for you. In fact, almost everything you say and do is determined in some way by an emotion, either positive or negative.

The Requirement for Creativity
Mental energy is the energy of creativity, of problem solving and decision making. You use mental energy to make sales, write reports and proposals, plan your day and your week, and learn new subjects. Your level of mental energy is a major determinant of the quality of your life.

Conserve Your Best Energies
The reason why most people fail to realize their potential in life and work is because they burn up their energy at the emotional level, or the physical level; therefore, they have very little energy left over for mental activities. Most people burn up their emotional energy through the expression of negative emotions. Negative emotions are like a fire that burns up their energy so quickly that they have very little left with which to think positively and constructively. In fact, one five-minute uncontrolled outburst of anger can burn up as much energy as an average person would use in eight hours of work.

Your job is to think continually about how you can stay calm and positive, and work smoothly and efficient, so you can have more mental energy to do the things that are most important to you in life.

Action Exercises
Here are three things you can do immediately to put these ideas into action:

First, take time to identify the different ways that you either use up or deplete your levels of physical, emotional and mental energy. How could you improve in each area?

Second, be sure to get plenty of healthful, nutritious food so you can keep your physical energy at high levels. This is the key to all other energies.

Third, look for ways to conserve your emotional energies by being more relaxed and optimistic in the face of daily problems and disappointments.

The more energy you have, the happier and more productive you will be.