Moving from Procrastination to Proactivation

Here are some ideas to help make you a victor over change rather than a victim of change:

1. Set your wake-up time a half hour earlier tomorrow and keep the clock at that setting. Use the extra time to think about the best way to spend your day.
2. Memorize and repeat this motto: “Action TNT: Today, not Tomorrow.” Handle each piece of incoming mail only once. Answer your e-mail either early in the morning or after working hours. Block out specific times to initiate phone calls, take incoming calls, and to meet people in person.
3. When people tell you their problems, give solution-oriented feedback. Rather than taking on the problem as your own assignment, first, ask what’s the next step they plan to take, or what they would like to see happen.
4. Finish what you start. Concentrate all your energy and intensity, without distraction, on successfully completing your current major project.
5. Be constructively helpful instead of unhelpfully critical. Single out someone or something to praise instead of participating in group griping, grudge collecting or pity parties.
6. Limit your television viewing or Internet surfing to mostly educational or otherwise enlightening programs. Watch no more than one hour of television per day or night, unless there is a special program you have been anticipating. The Internet has also become a great procrastinator’s hideout for tension-relieving instead of goal-achieving activities.
7. Make a list of five necessary but unpleasant projects you’ve been putting off, with a completion date for each project. Immediate action on unpleasant projects reduces stress and tension. It is very difficult to be active and depressed at the same time.
8. Seek out and converse with a successful role model and mentor. Learning from others’ successes and setbacks will inevitably improve production of any kind. Truly listen; really find out how your role models do it right.
9. Understand that fear, as an acronym, is False Evidence Appearing Real, and that luck could mean Laboring Under Correct Knowledge. The more information you have on any subject—especially case histories—the less likely you’ll be to put off your decisions.
10. Accept problems as inevitable offshoots of change and progress. With the ever more rapid pace of change in society and business, you’ll be overwhelmed unless you view change as normal and learn to look for its positive aspects—such as new opportunities and improvements—rather than bemoan the negative.

There is actually no such thing as a “future” decision; there are only present decisions that will affect the future. Procrastinators wait for just the right moment to decide.

If you wait for the perfect moment, you become a security-seeker who is running in place, unwittingly digging yourself deeper into your rut. If you wait for every objection to be overcome, you’ll attempt nothing. Get out of your comfort zone and go from procrastinating to proactivating. Make your personal motto: “Stop stewing and start doing!”

-- Denis Waitley

The Secret to Intense Focus by Chris Widener

One of the common elements you see in almost all successful people is focus. They saw what they wanted to achieve, and they focused in on it like a laser. Then, when they become famous, and we, the common folk, know their name, we are amazed at the focus they have.

Focus will set two people apart who have equal skills.

What I am about to say may appear to be blasphemous to some: Tiger Woods is not that much more highly skilled than the other top PGA players! No, I haven’t lost my marbles. Take any of the big names, stick them on any course and on any given day, and they can shoot a 65 for 18 holes. You see, it isn’t whether they can—they all can—it is whether or not they do. And that is determined mostly by F-O-C-U-S.

Watch Tiger sometime in a close race to the finish. Watch when he hits a bad shot. Does he fall apart and grumble to anyone who will listen? No! In fact, it is almost eerie to watch him lock back in, even more focused than ever. That is what makes him a champion. I truly believe it is Tiger’s focus that has distinguished him from the rest of the field to become the best golfer ever.

The same is true with others who achieve great things, even in crucial and highly tense situations. Think John Elway in those final minutes of those games he brought the Broncos back in. Think of all of those last-second shots that Michael Jordan took (that everyone in the entire arena knew he was going to take—including the other team). These are classic examples of focus.

So what can the average person do to increase their focus? There are some things you can do to train yourself. You may never be Tiger Woods on the golf course or in the office, but you can increase your focus to where it needs to be to give you the success you desire.

In the remaining part of this article, I want to show you how to stay away from a common mistake and turn toward a discipline of focus that will be the first step in greatly enhancing your ability to focus. I will show you a practice technique that will greatly enhance your focus and your performance.

The myth is that, to focus, we must push other things out of our mind. For example, people will say to an athlete, “Don’t listen to the fans.” Or someone will say to another, “Don’t think about…” This doesn’t work! For example, right now, do not picture your car. You thought of it, right? Exactly. This myth actually gets you to focus on exactly what you don’t want to focus on!

Instead, the secret to intense focus is to set your mind intently on what it is you want to focus in on. For example, let’s say you are standing over a 10-foot putt. (I’m hoping we have some golfers here—and if not, make the changes you need to, but you should get the point.)

What do you want to focus on? Making that putt! So what are the elements you should be aware of? Focus on them. But go beyond mere observation. Most people just look at the line of the putt, take a guess on how hard to hit and then fire away.

Here are some other things to do: (Remember the process here is to get you highly aware of your surroundings and to focus with intensity.)

Look at the hole. Is the plastic cup even with the top of the grass or is it sunken in? How much? Bet you never noticed that before. Does the grass tip in at the edge or is it even? How long is the grass between you and the hole? Does it waver in length from foot to foot?

Is there sand along the way in your path? How much? What color? What size? Is it even or just for a section?

Are there any bugs sitting on the ground between you and the hole? Does the hill go up or down at all? Not significantly—you would have already noticed that—but even slightly?

Is there a slight wind? Can you feel it blowing on your face?

Lastly, imagine that ball rolling along that path, curving slightly if it has to, and falling in the hole. I mean, really create that movie in your head and watch it!

You may ask, “Chris, is this the secret to making your putts?” No, but it’s an example of how to focus. Be observant. Notice. Focus. Lock into your focal point(s).

The same could be done at a business meeting with all of the people there, what questions they are asking, what points are being made, what may come next, what everyone is wearing, why they chose that outfit for this meeting, what they were trying to accomplish, etc.

The myth of most focus advice is to try to not focus on bad things.

The secret to intense focus is to focus to a higher degree than you normally do on the “good things”—the things you are trying to accomplish!

Give it a try for a week. Focus intensely on what you want to accomplish. Bring yourself to a much higher degree of awareness of the surroundings, etc., and see for yourself the power behind this methodology!

Then, when you have taught yourself to do this for practice, it will become a part of you and you will start to do it naturally, and that will be an incredible day!

—Chris Widener

Practice Uncommon Appreciation

by Jack Canfield

A recent management study revealed that 46% of employees leaving a company do so because they feel unappreciated; 61% said their bosses don’t place much importance on them as people; and 88% said they don’t receive acknowledgement for the work they do.

Whether you are an entrepreneur, manager, teacher, parent, coach or simply a friend, if you want to be successful with other people, you must master the art of appreciation.

I’ve never known anyone to complain about receiving too much positive feedback. Have you? In fact, just the opposite is true.

Consider this: Every year, a management consulting firm conducts a survey with 200 companies on the subject on what motivates employees. When given a list of 10 possible things that would most motivate them, the employee always list appreciation as the number-one motivator.

Managers and supervisors ranked appreciation number eight. This is a major mismatch, as the chart below so clearly shows.

10 Ways to Really Motivate an Employee
Employees Appreciation Feeling “in” on things Understanding attitude Job security Good wages Interesting work Promotional opportunities Loyalty from management Good working conditions Tactful discipline	Supervisors Good Wages Job Security Promotional Opportunities Good working conditions Interesting work Loyalty from management Tactful discipline Appreciation Understanding attitude Feeling “in” on things

Notice that the top three motivators for employees don’t cost anything, just a few moments of time, respect and understanding.

Keeping Score

When I first learned about the power of appreciation, it made total sense to me. However, it was still something that I forgot to do. I hadn’t yet turned it into a habit.

A valuable technique that I employed to help me lock in this new habit was to carry a 3” x 5” card in my pocket all day, and every time I acknowledged and appreciated someone, I would place a check mark on the card. I would not allow myself to go to bed until I had appreciated 10 people. If it was late in the evening and I didn’t have 10 check marks, I would appreciate my wife and children, I would send an e-mails to several of my staff, or I would write a letter to my mother or stepfather.

I did whatever it took until it became an unconscious habit. I did this every single day for 6 months—until I no longer needed the card to remind me.

Appreciation as a Secret of Success

Another important reason for being in a state of appreciation as often as possible is that when you are in such a state, you are in one of the highest emotional states possible.

When you are in a state of appreciation and gratitude, you are in a state of abundance. You are appreciating what you do have instead of focusing on, and complaining about, what you don’t have. Your focus is on what you have received… and you always get more of what you focus on.

And because the law of attraction states that like attracts like, the more you are in a state of gratitude, the more you will attract, and even more to be grateful for. It becomes an upward-spiraling process of ever-increasing abundance that just keeps getting better and better.

Think about it. The more grateful people are for the gifts we give them, the more inclined we are to give them more gifts. Their gratitude and appreciation reinforces our giving. The same principle holds true on a universal and spiritual level as it does on an interpersonal level.

I challenge you to discover ways to immediately appreciate someone in your life, starting today!

For more tips and suggestions on how you, too, can find ways to appreciate those in your life, read Prinicple 53 in The Success Principles.

© 2009 Jack Canfield

The Laws of Negotiating

By Brian Tracy

The Laws of Negotiating are closely related to economics. They are part and parcel of the same process. Both economics and negotiating are based on the fact that each person places different values on different things. Everyone behaves economically in the sense that they always strive to negotiate the very best situation or result for themselves in each situation.

The Universal Law of Negotiating

Everything is negotiable. All prices and terms are set by someone. They can therefore be changed by someone. Prices are a best-guess estimate of what the customer will pay. The cost of manufacturing and marketing a particular product or service often has very little to do with the price that is put on it. Don't be intimidated by written prices, assume that they are written in pencil and can be easily erased and replaced with something more favorable to you. The key is to ask.

The Law of Futurity

The purpose of negotiation is to enter into an agreement such that both parties have their needs satisfied and are motivated to fulfill their agreements and enter into further negotiations with the same party in the future.

The Law of Win-Win or No Deal

In a successful negotiation, both parties should be fully satisfied with the result and feel that they have each "won" or no deal should be made at all. When you are determined to achieve a win-win solution to a negotiation, and you are open, receptive, and flexible in your discussions, you will often discover a third alternative that neither party had considered initially but that is superior to what either of you might have though of on your own.

The Law of Unlimited Possibilities

You can always get a better deal if you know how. You never need to settle for less or feel dissatisfied with the result of any negotiation. If you want a better deal, ask for it. You will be quite astonished at the better deals you will get by simply asking for a lower price if you're buying and asking for a higher price if you're selling.

The Law of Timing

Timing is everything in a negotiation. Whenever possible, you must plan strategically and use the timing of the negotiation to your advantage. If you are in a hurry to close a deal, your ability to negotiate well on your own behalf diminishes dramatically. The person who allows himself or herself to be rushed will bet the worst bargain. You resolve 80 percent of the vital issues of any negotiation in the last 20 percent of the time allocated for the negotiation.

The Law of Terms

The terms of payment can be more important than the price in a negotiation. You can agree to almost any price if you can decide the terms. It is important to never accept the first offer no matter how good it sounds. Act a little disappointed when you hear the first offer, and then ask for time to think about it. Realize that no matter how good the first offer is, it usually means that you can get an even better deal if you are patient.

Action Exercise

Whenever possible, talk to someone who has negotiated the same sort of deal with the same person. Find out what the other person is likely to want and what he or she has agreed to in the past. Forewarned is forearmed!

Mark Sanborn: Be a Passionate Performer in Life

Mark Sanborn makes audiences spring to their feet with his rousing speeches. He’s also the best-selling author of The Fred Factor and his latest, The Encore Effect. Mark shared his strategies on how to be a remarkable performer in life with SUCCESS. Here are a few:

1) Don’t try to be remarkable in everything.
"If you try to give a remarkable performance in everything you do, you won’t give a remarkable performance in ANYTHING you do."

2) Assess if you have the one true mark of a leader.
"If you want to know whether or not you’re a leader, your title may or may not give some clues. The real clue is in the answer to this question: Is anybody better because of you? Do the people you work with say, because of him or her, I’m a better person or I’ve been able to find skills and talents I didn’t know I had, or develop skills that were latent."

3) Stop and reflect on moments that resonate with you.
"A lot of lessons in our life escape us because we’ve never reflected on them long enough to make them stick. We’ve had lots of things happen that were rich learning opportunities but we were so busy to move on to the next thing that we never paused to reflect on what we learned."

4) Realize you are more talented than you think.
"None of us have any idea of what we are truly capable of physiologically, psychologically or spiritually. We all sell ourselves short, and until someone can expand our horizon, we think we’re maxed out doing the most we can possibly be doing. The best way to let people know they have far more potential than they’ve tapped into is to share examples of others. There really are far less limits than we imagine there to be."

Read more of Mark’s insights from The Encore Effect.

The Endgame to Selling

By: Brian Tracy

In golf, there is a saying that, "You drive for show, but you putt for dough." In selling, you prospect and present for show, but you overcome customer skepticism and gain commitment for dough. Your ability to answer objections and get the sale is the true test of how good you really are as a salesperson.

The True Test of Selling
This is perhaps the most stressful and challenging part of the sales process. It's where the rubber meets the road. It is your ability to answer the questions that the prospect puts to you and overcome his natural reluctance to make a commitment that wraps up the sales process. It is also the part of the sales process that salespeople dislike the most and which customers find the most stressful.

Plan It in Advance
The end game of selling must be carefully thought through and planned in advance so that you are thoroughly prepared to bring the sales conversation to its natural conclusion at the earliest and most appropriate moment. Fortunately, this is a skill, like riding a bicycle or typing with a typewriter, and you can learn it through study and practice.

Handling Objections Comes First
Handling objections and closing the sale are two different parts of the sales process but they are so close together that this chapter will discuss them as a single function. Just as there are reasons why people buy a product, there are reasons why they don't. Often answering an objection or removing an obstacle is the critical element in making the sale. You can answer the objection and close the sale simultaneously.

Make It a Reason to Buy
Objections can be turned into reasons for buying. Just as there is a primary reason for buying a product, a hot button, there is a primary objection that stops the person from buying it. If you can emphasize the one and remove the other, the sale falls together naturally.

Smaller Products Versus Larger Products
In selling smaller products or services, where you can prospect and make a complete presentation in the first meeting, your approach to closing will be different from that required if you are selling a larger product in a multi-call sale that stretches over several weeks or months.

Ask For the Order
In the shorter, smaller sale, the prospect knows everything necessary to make a buying decision at the end of your presentation. Your aim should be to answer any lingering questions and then ask for the order. In the larger sale, you may have to meet with the prospect several times before the prospect is in a position to make a buying decision. You will have to be more patient and persistent.

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

First, prepare yourself in advance for the endgame of selling by anticipating anything the customer might offer as a reason for not buying. Be ready.

Second, look for the hot button, the reason the customer will buy, and press it. Meanwhile, find out his major reason for not buying and remove it.

Master Your Fears

By Brian Tracy

Perhaps the greatest challenge you will ever face in life is the conquest of fear and the development of courage. Fear is, and always has been, the greatest enemy of mankind. When Franklin D. Roosevelt said, “The only thing we have to fear is fear itself,” he was saying that the emotion of fear, rather than the realty of what we fear, is what causes us anxiety, stress, and unhappiness. When you develop the habit of courage and unshakeable self-confidence, a whole new world of possibilities opens up for you. Just imagine-what would you dare to dream or be or do if you weren't afraid of anything in the whole world?

Develop the Habit of Courage

Fortunately, the habit of courage can be learned just as any other habit is learned, through repetition. We need to constantly face and overcome our fears to build up the kind of courage that will enable us to deal with the inevitable ups and downs of life unafraid. The starting point in overcoming fear and developing courage is to look at the factors that predispose us toward being afraid. The root source of most fear is childhood conditioning, usually associated with destructive criticism. This causes us to develop two major types of fear. These are the fear of failure, which causes us to think “I can't, I can't, I can't,” and the fear of rejection, which causes us to think “I have to, I have to, I have to.” Our fears can paralyze us, keeping us from taking constructive action in the direction of our dreams and goals.

The More You Know, the Less You Fear

Fear is also caused by ignorance. When we have limited information, our doubts dominate us. We become tense and insecure about the outcome of our actions. Ignorance causes us to fear change, to fear the unknown, and to avoid trying anything new or different. But the reverse is also true. The very act of gathering more and better information about a particular subject increases our courage and confidence in that area. You can see this in the parts of your life where you have no fear at all because you know what you are doing. You feel competent and completely capable of handling whatever happens.

Analyze Your Fears

Once you have identified the major factors that cause you to feel afraid, the next step is to objectively define and analyze your personal fears. At the top of a clean sheet of paper, write, “What am I afraid of?” Remember, all intelligent people are afraid of something. It is normal and natural to be concerned about your physical, emotional, and financial safety and that of the people you care about. A courageous person is not a person who is unafraid. As Mark Twain said, “Courage is resistance to fear, mastery of fear—not absence of fear.”

Action Exercise

Begin your list of fears by writing down everything, major and minor, that causes fear, stress, or anxiety. Think about the parts of your work or personal life where your fears might be holding you back or forcing you to stay in a job or relationship in which you are not happy. Once you have written down your fears, arrange them in order of importance, and then pick them apart one by one.