How to win friends and influence people – Summary – by Dale Carnegie

PART ONE: Fundamental Techniques in Handling People

1 – “IF YOU WANT TO GATHER HONEY, DON’T KICK OVER THE BEEHIVE”

Criticism is futile because it puts a person on the defensive and usually makes them strive to justify themselves. Criticism is dangerous, because it wounds a person’s precious pride, hurts their sense of importance, and arouses resentment.

There you are; human nature in action, wrongdoers, blaming everybody but
themselves. We are all like that.

“Don’t complain about the snow on your neighbor’s roof,” said Confucius, “when your own doorstep is unclean.”

Any fool can criticize, condemn and complain – and most fools do.
But it takes character and self-control to be understanding and forgiving.

Instead of condemning people, let’s try to understand them. Let’s try to figure out why they do what they do. That’s a lot more profitable and intriguing than criticism; and it breeds sympathy, tolerance and kindness. “To know all is to forgive all.”

“God Himself, sir, does not propose to judge man until the end of his days.” Why should you and I?

PRINCIPLE 1 – Don’t criticize, condemn or complain.

2 – THE BIG SECRET OF DEALING WITH PEOPLE

There is only one way under high heaven to get anybody to do anything. Did you ever stop to think of that? Yes, just one way. And that is by making the other person want to do it.

Some of the things most people want include:

  1. Health and the preservation of life.
  2. Food.
  3. Sleep.
  4. Money and the things money will buy.
  5. Life in the hereafter.
  6. Sexual gratification.
  7. The well-being of our children.
  8. A feeling of importance.

Almost all these wants are usually gratified—all except one. But there is one longing—almost as deep, almost as imperious, as the desire for food or sleep— which is seldom gratified. It is what Freud calls “the desire to be great.” It is what Dewey calls the “desire to be important.”

Everybody likes a compliment.

Abraham Lincoln

The deepest principle in human nature is the craving to be appreciated.

William James

The desire for a feeling of importance is one of the chief distinguishing differences between mankind and the animals.

If some people are so hungry for a feeling of importance that they actually go insane to get it, imagine what miracle you and I can achieve by giving people honest appreciation this side of insanity.

The difference between appreciation and flattery? That is simple. One is sincere and the other insincere. One comes from the heart out; the other from the teeth out. One is unselfish; the other selfish. One is universally admired; the other universally condemned.

“Every man I meet is my superior in some way, In that, I learn of him.”

Emerson

Give honest, sincere appreciation. Be “hearty in your approbation and lavish in your praise,” and people will cherish your words and treasure them and repeat them over a lifetime—repeat them years after you have forgotten them.

PRINCIPLE 2 – Give honest and sincere appreciation.

3 – “HE WHO CAN DO THIS HAS THE WHOLE WORLD WITH HIM. HE WHO CANNOT WALKS A LONELY WAY”

Here is one of the best bits of advice ever given about the fine art of human relationships. “If there is any one secret of success,” said Henry Ford, “it lies in the ability to get the other person’s point of view and see things from that person’s angle as well as from your own.”

If out of reading this book you get just one thing – an increased tendency to think always in terms of other people’s point of view, and see things from their angle – if you get that one thing out of this book, it may easily prove to be one of the building blocks of your career.

First, arouse in the other person an eager want. He who can do this has the whole world with him. He who cannot walks a lonely way.

William Winter once remarked that “self-expression is the dominant necessity of human nature.” Why can’t we adapt this same psychology to business dealings? When we have a brilliant idea, instead of making others think it is ours, why not let them cook and stir the idea themselves. They will then regard it as their own; they will like it and maybe eat a couple of helpings of it.

Remember: “First, arouse in the other person an eager want. He who can do this has the whole world with him. He who cannot walks a lonely way.”

PRINCIPLE 3 – Arouse in the other person an eager want.

FUNDAMENTAL TECHNIQUES IN HANDLING PEOPLE

PRINCIPLE 1 – Don’t criticize, condemn or complain.

PRINCIPLE 2 – Give honest and sincere appreciation.

PRINCIPLE 3 – Arouse in the other person an eager want.

PART TWO Ways to Make People Like You

1 – DO THIS AND YOU’LL BE WELCOME ANYWHERE

Did you ever stop to think that a dog is the only animal that doesn’t have to work for a living? A hen has to lay eggs, a cow has to give milk, and a canary has to sing. But a dog makes his living by giving you nothing but love.

People are not interested in you. They are not interested in me. They are interested in themselves – morning, noon and after dinner.

It is the individual who is not interested in his fellow men who has the greatest
difficulties in life and provides the greatest injury to others. It is from among such
individuals that all humun failures spring.

If you want others to like you, if you want to develop real friendships, if you want to help others at the same time as you help yourself, keep this principle in mind:

PRINCIPLE 1 – Become genuinely interested in other people.

2 – A SIMPLE WAY TO MAKE A GOOD FIRST IMPRESSION

Actions speak louder than words, and a smile says, “I like you, You make me happy. I am glad to see you.” That is why dogs make such a hit. They are so glad to see us that they almost jump out of their skins. So, naturally, we are glad to see them.

Action seems to follow feeling, but really action and feeling go together; and by regulating the action, which is under the more direct control of the will, we can indirectly regulate the feeling, which is not.

Every body in the world is seeking happiness – and there is one sure way to find it. That is by controlling your thoughts. Happiness doesn’t depend on outward conditions. It depends on inner conditions.

For nobody needs a smile so much as those who have none left to give!

PRINCIPLE 2 – Smile.

3 – IF YOU DON’T DO THIS, YOU ARE HEADED FOR TROUBLE

People are so proud of their names that they strive to perpetuate them at any cost.

PRINCIPLE 3 – Remember that a person’s name is to that person the sweetest and most important sound in any language.

4 – AN EASY WAY TO BECOME A GOOD CONVERSATIONALIST

So if you aspire to be a good conversationalist, be an attentive listener. To be interesting, be interested. Ask questions that other persons will enjoy answering. Encourage them to talk about themselves and their accomplishments.

Remember that the people you are talking to are a hundred times more interested in themselves and their wants and problems than they are in you and your problems. A person’s toothache means more to that person than a famine in China which kills a million people. A boil on one’s neck interests one more than forty earthquakes in Africa. Think of that the next time you start a conversation.

PRINCIPLE 4 – Be a good listener. Encourage others to talk about themselves.

5 – HOW TO INTEREST PEOPLE

As all leaders know, that the royal road to a person’s heart is to talk about the things he or she treasures most.

Talking in terms of the other person’s interests pays off for both parties. Howard Z. Herzig, a leader in the field of employee communications, has always followed this principle. When asked what reward he got from it, Mr. Herzig responded that he not only received a different reward from each person but that in general the reward had been an enlargement of his life each time he spoke to someone.

PRINCIPLE 5 – Talk in terms of the other person’s interests.

6 – HOW TO MAKE PEOPLE LIKE YOU INSTANTLY

There is one all-important law of human conduct. If we obey that law, we shall almost never get into trouble. In fact, that law, if obeyed, will bring us countless friends and constant happiness. But the very instant we break the law, we shall get into endless trouble. The law is this: Always make the other person feel important.

Talk to people about themselves and they will listen for hours .

PRINCIPLE 6 – Make the other person feel important—and do it sincerely.

SIX WAYS TO MAKE PEOPLE LIKE YOU

PRINCIPLE 1 – Become genuinely interested in other people.

PRINCIPLE 2 – Smile.

PRINCIPLE 3 – Remember that a person’s name is to that person the sweetest and most important sound in any language.P

PRINCIPLE 4 – Be a good listener. Encourage others to talk about themselves.

PRINCIPLE 5 – Talk in terms of the other person’s interests.

PRINCIPLE 6 – Make the other person feel important-and do it sincerely.

PART THREE: How to Win People to Your Way of Thinking

1 – YOU CAN’T WIN AN ARGUMENT

Avoid it as you would avoid rattlesnakes and earthquakes.

Nine times out of ten, an argument ends with each of the contestants more firmly convinced than ever that he is absolutely right.

You can’t win an argument. You can’t because if you lose it, you lose it; and if you win it, you lose it. Why? Well, suppose you triumph over the other man and shoot his argument full of holes and prove that he is non compos mentis. Then what? You will feel fine. But what about him? You have made him feel inferior. You have hurt his pride. He will resent your triumph. And –

A man convinced against his will Is of the same opinion still.

If you argue and rankle and contradict, you may achieve a victory sometimes; but it will be an empty victory because you will never get your opponent’s good will.

“Hatred is never ended by hatred but by love,”

Buddha

Welcome the disagreement. Remember the slogan, “When two partners always agree, one of them is not necessary.” If there is some point you haven’t thought about, be thankful if it is brought to your attention. Perhaps this disagreement is your opportunity to be corrected before you make a serious mistake.

Distrust your first instinctive impression. Our first natural reaction in a disagreeable situation is to be defensive. Be careful. Keep calm and watch out for your first reaction. It may be you at your worst, not your best.

Control your temper. Remember, you can measure the size of a person by what makes him or her angry. Listen first. Give your opponents a chance to talk. Let them finish. Do not resist, defend or debate. This only raises barriers. Try to build bridges of understanding. Don’t build higher barriers of misunderstanding.

Look for areas of agreement. When you have heard your opponents out, dwell first on the points and areas on which you agree.

Be honest, Look for areas where you can admit error and say so. Apologize for your mistakes. It will help disarm your opponents and reduce defensiveness.

PRINCIPLE 1 – The only way to get the best of an argument is to avoid it.

2 – A SURE WAY OF MAKING ENEMIES—AND HOW TO AVOID IT

You cannot teach a man anything; you can only help him to find it within himself.

One thing only I know, and that is that I know nothing.

Socrates

Be wiser than other people if you can; but do not tell them so.

Lord Chesterfield

Few people are logical. Most of us are prejudiced and biased. Most of us are blighted with preconceived notions, with jealousy, suspicion, fear, envy and pride. And most citizens don’t want to change their minds about their religion or their haircut or communism or their favorite movie star. So, if you are inclined to tell people they are wrong, please don’t.

In other words, don’t argue with your customer or your spouse or your adversary. Don’t tell them they are wrong, don’t get them stirred up. Use a little diplomacy.

PRINCIPLE 2 – Show respect for the other person’s opinions. Never say, “You’re wrong.”

3 – IF YOU’RE WRONG, ADMIT IT

Any fool can try to defend his or her mistakes – and most fools do – but it raises one above the herd and gives one a feeling of nobility and exultation to admit one’s mistakes.

When we are right, let’s try to win people gently and tactfully to our way of thinking, and when we are wrong—and that will be surprisingly often, if we are honest with ourselves—let’s admit our mistakes quickly and with enthusiasm. Not only will that technique produce astonishing results; but, believe it or not, it is a lot more fun, under the circumstances, than trying to defend oneself.

Remember the old proverb: “By fighting you never get enough, but by yielding you get more than you expected.”

PRINCIPLE 3 – If you are wrong, admit it quickly and emphatically.

4 – A DROP OF HONEY

It is an old and true maxim that “a drop of honey catches more flies than a gallon of gall.” So with men, if you would win a man to you cause, first convince him that you are his sincere friend. Therein is a drop of honey that catches his heart; which,say what you will, is the great high road to his reason.

A fable about the sun and the wind. They quarreled about which was the stronger, and the wind said, “I’ll prove I am. See the old man down there with a coat? I bet I can get his coat off him quicker than you can.”

So the sun went behind a cloud, and the wind blew until it was almost a tornado, but the harder it blew, the tighter the old man clutched his coat to him.

Finally, the wind calmed down and gave up, and then the sun came out from behind the clouds and smiled kindly on the old man. Presently, he mopped his brow and pulled off his coat. The sun then told the wind that gentleness and friendliness were always stronger than fury and force.

Remember what Lincoln said: “A drop of honey catches more flies than a gallon of gall.”

PRINCIPLE 4 – Begin in a friendly way.

5 – THE SECRET OF SOCRATES

In talking with people, don’t begin by discussing the things on which you differ. Begin by emphasizing—and keep on emphasizing—the things on which you agree. Keep emphasizing, if possible, that you are both striving for the same end and that your only difference is one of method and not of purpose.

PRINCIPLE 5 – Get the other person saying “yes, yes” immediately.

6 – THE SAFETY VALVE IN HANDLING COMPLAINTS

Must people trying to win others to their way of thinking do too much talking themselves. Let the other people talk themselves out. They know more about their business and problems than you do. So ask them questions. Let them tell you a few things.

If you disagree with them you may be tempted to interrupt. But don’t. It is dangerous. They won’t pay attention to you while they still have a lot of ideas of their own crying for expression. So listen patiently and with an open mind. Be sincere about it. Encourage them to express their ideas fully.

PRINCIPLE 6 – Let the other person do a great deal of the talking.

7 – HOW TO GET COOPERATION

” The reason why rivers and seas receive the homage of a hundred mountain streams is that they keep below them. Thus they are able to reign over all the mountain streams. So the sage, wishing to be above men, putteth himself below them; wishing to be before them, he putteth himself behind them. Thus, though his place be above men, they do not feel his weight; though his place be before them, they do not count it an injury.”

PRINCIPLE 7 – Let the other person feel that the idea is his or hers.

8 – A FORMULA THAT WILL WORK WONDERS FOR YOU

Remember that other people may be totally wrong. But they don’t think so. Don’t condemn them. Any fool can do that. Try to understand them. Only wise, tolerant, exceptional people even try to do that.

There is a reason why the other man thinks and acts as he does. Ferret out that reason – and you have the key to his actions, perhaps to his personality.

Try honestly to put yourself in his place.

If you say to yourself, “How would I feel, how would I react if I were in his shoes?” you will save yourself time and irritation, for “by becoming interested in the cause, we are less likely to dislike the effect.” And, in addition, you will sharply increase your skill in human relationships.

PRINCIPLE 8 – Try honestly to see things from the other person’s point of view.

9 – WHAT EVERYBODY WANTS

Wouldn’t you like to have a magic phrase that would stop arguments, eliminate ill feeling, create good will, and make the other person listen attentively?

Yes? All right. Here it is: “I don’t blame you one iota for feeling as you do. If I were you I would undoubtedly feel just as you do.”

An answer like that will soften the most cantankerous old cuss alive. And you can say that and be 100 percent sincere, because if you were the other person you, of course, would feel just as he does.

So, if you want to win people to your way of thinking, put in practice . . .

PRINCIPLE 9 – Be sympathetic with the other person’s ideas and desires.

10 – AN APPEAL THAT EVERYBODY LIKES

The person himself will think of the real reason. You don’t need to emphasize that. But all of us, being idealists at heart, like to think of motives that sound good. So, in order to change people, appeal to the nobler motives.

when no information can be secured about the customer, the only sound basis on which to proceed is to assume that he or she is sincere, honest, truthful and willing and anxious.

people are honest and want to discharge their obligations. The exceptions to that
rule are comparatively few, and I am convinced that the individuals who are
inclined to chisel will in most cases react favorably if you make them feel that you
consider them honest, upright and fair.

PRINCIPLE 10 – Appeal to the nobler motives.

11 – THE MOVIES DO IT. TV DOES IT….WHY DON’T YOU DO IT?

You can dramatize your ideas in business or in any other aspect of your life.

PRINCIPLE 11 – Dramatize your ideas.

12 – WHEN NOTHING ELSE WORKS, TRY THIS

“The way to get things done, is to stimulate competition. I do not mean in a sordid, money-getting way, but in the desire to excel.”

The desire to excel! The challenge! Throwing down the gauntlet! An infallible way of appealing to people of spirit.

All men have fears, but the brave put down their fears and go forward, sometimes to death, but always to victory.

That is what every successful person loves: the game. The chance for self- expression. The chance to prove his or her worth, to excel, to win. That is what makes foot-races and hog-calling and pie-eating contests. The desire to excel. The desire for a feeling of importance.

PRINCIPLE 12 – Throw down a challenge.

WIN PEOPLE TO YOUR WAY OF THINKING

PRINCIPLE 1 – The only way to get the best of an argument is to avoid it.

PRINCIPLE 2 – Show respect for the other person’s opinions. Never say, “You’re wrong.”

PRINCIPLE 3 – If you are wrong, admit it quickly and emphatically.

PRINCIPLE 4 – Begin in a friendly way.

PRINCIPLE 5 – Get the other person saying “yes, yes” immediately.

PRINCIPLE 6 – Let the other person do a great deal of the talking.

PRINCIPLE 7 – Let the other person feel that the idea is his or hers.

PRINCIPLE 8 – Try honestly to see things from the other person’s point of view.

PRINCIPLE 9 – Be sympathetic with the other person’s ideas and desires.

PRINCIPLE 10 – Appeal to the nobler motives.

PRINCIPLE 11 – Dramatize your ideas.

PRINCIPLE 12 – Throw down a challenge.

PART FOUR Be a Leader: How to Change People Without Giving Offense or Arousing Resentment

1 – IF YOU MUST FIND FAULT, THIS IS THE WAY TO BEGIN

It is always easier to listen to unpleasant things after we have heard some praise of our good points.

Beginning with praise is like the dentist who begins his work with Novocain. The patient still gets a drilling, but the Novocain is pain-killing. A leader will use . . .

PRINCIPLE 1 – Begin with praise and honest appreciation.

2 – HOW TO CRITICIZE….AND NOT BE HATED FOR IT

Calling attention to one’s mistakes indirectly works wonders with sensitive people who may resent bitterly any direct criticism.

An effective way to correct others’ mistakes is . .

PRINCIPLE 2 – Call attention to people’s mistakes indirectly.

3 – TALK ABOUT YOUR OWN MISTAKES FIRST

A good leader follows this principle:

PRINCIPLE 3 – Talk about your own mistakes before criticizing the other person.

4 – NO ONE LIKES TO TAKE ORDERS

An effective leader will use . . .

PRINCIPLE 4 – Ask questions instead of giving direct orders.

5 – LET THE OTHER PERSON SAVE FACE

Even if we are right and the other person is definitely wrong, we only destroy ego
by causing someone to lose face.

I have no right to say or do anything that
diminishes a man in his own eyes. What matters is not what I think of him, but what
he thinks of himself. Hurting a man in his dignity is a crime.

A real leader will always follow . . .

PRINCIPLE 5 – Let the other person save face.

6 – HOW TO SPUR PEOPLE ON TO SUCCESS

Let us praise even the slightest improvement. That inspires the other person to keep on improving.

“Praise is like sunlight to the warm human spirit we cannot flower and grow without it. And yet, while most of us are only too ready to apply to others the cold wind of criticism, we are somehow reluctant to give our fellow the warm sunshine of praise.”

Use of praise instead of criticism is the basic concept of B. F. Skinner’s teachings. This great contemporary psychologist has shown by experiments with animals and with humans that when criticism is minimized and praise emphasized, the good things people do will be reinforced and the poorer things will atrophy for lack of attention.

Everybody likes to be praised, but when praise is specific, it comes across as sincere – not something the other person may be saying just to make one feel good.

Remember, we all crave appreciation and recognition, and will do almost anything to get it. But nobody wants insincerity. Nobody wants flattery.

Abilities wither under criticism; they blossom under encouragement. To become a more effective leader of people, apply . . .

PRINCIPLE 6 – Praise the slightest improvement and praise every improvement. Be “hearty in your approbation and lavish in your praise.”

7 – GIVE A DOG A GOOD NAME

“The average person, can be led readily if you have his or her respect and if you show that you respect that person for some kind of ability.”

In short, if you want to improve a person in a certain aspect, act as though that particular trait were already one of his or her outstanding characteristics.

If you want to excel in that difficult leadership role of changing the attitude or behavior of others, use . . .

PRINCIPLE 7 – Give the other person a fine reputation to live up to.

8 – MAKE THE FAULT SEEM EASY TO CORRECT

If you Tell your child, your spouse, or your employee that he or she is stupid or dumb at a certain thing, has no gift for it, and is doing it all wrong, and you have destroyed almost every incentive to try to improve. But use the opposite technique—be liberal with your encouragement, make the thing seem easy to do, let the other person know that you have faith in his ability to do it, that he has an undeveloped flair for it—and he will practice until the dawn comes in the window in order to excel.

If you want to help others to improve, remember . . .

PRINCIPLE 8 – Use encouragement. Make the fault seem easy to correct.

9 – MAKING PEOPLE GLAD TO DO WHAT YOU WANT

The effective leader should keep the following guidelines in mind when it is necessary to change attitudes or behavior:

  1. Be sincere. Do not promise anything that you cannot deliver. Forget about the
    benefits to yourself and concentrate on the benefits to the other person.
  2. Know exactly what it is you want the other person to do.
  3. Be empathetic. Ask yourself what is it the other person really wants.
  4. Consider the benefits that person will receive from doing what you suggest.
  5. Match those benefits to the other person’s wants.
  6. When you make your request, put it in a form that will convey to the other person
    the idea that he personally will benefit.

People are more likely to do what you would like them to do when you use . . .

PRINCIPLE 9 – Make the other person happy about doing the thing you suggest.

BE A LEADER

A leader’s job often includes changing your people’s attitudes and behavior. Some suggestions to accomplish this:

PRINCIPLE 1 – Begin with praise and honest appreciation.

PRINCIPLE 2 – Call attention to people’s mistakes indirectly.

PRINCIPLE 3 – Talk about your own mistakes before criticizing the other person.

PRINCIPLE 4 – Ask questions instead of giving direct orders.

PRINCIPLE 5 – Let the other person save face.

PRINCIPLE 6 – Praise the slightest improvement and praise every improvement. Be “hearty in your approbation and lavish in your praise.”

PRINCIPLE 7 – Give the other person a fine reputation to live up to.

PRINCIPLE 8 – Use encouragement. Make the fault seem easy to correct.

PRINCIPLE 9 – Make the other person happy about doing the thing you suggest.

CASHFLOW Quadrant-Rich Dad’s Guide To Financial Freedom- Robert T. Kiyosaki

The Big Idea

The letters in each quadrant represent the Employee, Self-Employed, Business Owner, and Investor. Discover how to move from the left side to the B and I Quadrants, where you work less, earn more, pay less taxes and have more free time to spend with your loved ones!

Introduction

“The benefit of living in a free society is that we all have the choice to be rich, poor, or middle class. The decision is up to you.”

Robert Kiyosaki

How did this author go from homeless to being financially free in a few short years?

  • you must be true to yourself and what you want to achieve.
  • Sit down and map out your financial plan.
  • Control your spending habits.
  • Minimize your debt and liabilities.
  • Live within your means and
  • find ways to increase your means.
  • Develop a long-term plan.
  • Keep in mind your most valuable asset is Time.
  • Keep things simple.

You will later learn all about the different quadrants and be able to plot your own unique path to financial success by having more than one source of income, real assets, and investments. Put something away.

  • Pay yourself first.
  • Mind your own business.
  • Invest in assets that put money in your pocket.
  • Build an efficient and profitable business system that earns and works hard for you while you are out playing golf.

It isn’t about how much money you make, it’s really about how much money you keep, how fast it grows and works for you, and for how many generations it will last.

HOW DID THIS AUTHOR GO FROM HOMELESS TO BEING FINANCIALLY FREE IN A FEW SHORT YEARS?

What do you want to be when you grow up?

We have all been conditioned all our lives to go to school, get good grades, and then get a safe, secure job. This is Industrial Age thinking.

In today’s Information Age, this advice is obsolete. We are not taught how to become business owners and investors. Gone are the days when the company or government can guarantee a pension for your old age. Today and in the future, more and more people will see that they can only rely on themselves and their financial knowledge if they want real security.

It would be wiser to condition ourselves, and our children into thinking: Go to school, get good
grades, build businesses, and become a successful investor.
Risk? What risk?

In reality, there is a greater risk in sticking to a job than in minding your own business or putting
money in investments. A job can easily be taken away from you anytime.

On the other side of the quadrant, you can sell your business off for a good sum, and relax while
the investments you made years earlier provide you with the cash flow for the comfortable worry- free lifestyle you and your family have always dreamed of.

WHAT DO YOU WANT TO BE WHEN YOU GROW UP?

Chapter One: Why don’t you get a job?

Yes, you can always get a job. But you can’t always find financial freedom. The difference between Rich Dad and Poor Dad was that as Rich Dad became more successful, he had more free time to spend with the people he loved. As Poor Dad became more successful in the field of education as a state employee, he had less and less free time because of meetings and work.

Financial freedom means having the cash flow and the free time. A job and a boss won’t give you that kind of freedom. It doesn’t take a formal education to become rich.

Bill Gates, Michael Dell, Ted Turner, Thomas Edison, Henry Ford, Steve Jobs, Ralph Lauren. These people dropped out of school and built successful businesses. It doesn’t take money to make money. The author of this book and his wife started out with absolutely no money. Today they have a real estate company, two educational companies, a mining company, and an oil company.

Why don’t you get a job?

You can earn income in all four quadrants, regardless of what you “do” professionally. A doctor can be employed by a hospital (E), have his own private practice (S), own a laboratory or clinic (B), and invest in the stock market, bond market, and real estate (I).

“You only have so many hours in a day and you can only work so hard. So why work hard for money? Learn to have money and people work hard for you, and you can be free to do the things that are important.”

  • Time to raise children
  • Have money to donate to charities and
  • projects Bring jobs to the community
  • Time and money to care for your health
  • Time and money to travel the world Money supports life.
  • Don’t spend your entire life working so hard for it.

Chapter Two: Different quadrants Different people

“If you want to be a leader of people, you need to be a master of words.”

Rich Dad

You can tell the difference between an employee-type, a self-employed person, a business owner, and an investor, by the kind of words they use.

Employees use words like “benefits, security”. What drives them is Fear.

Self-employed people use words like “Do it yourself” Be your own boss. For them money is not important but “independence, freedom” are. They are considered experts in their fields and like to do things their way. Quality of work is much more important than money.

Business owners like to hire E’s and S’s so they can keep their minds busy with the occupation of
thinking. What do they like to think up? New business plans, of course.

Different quadrants Different people

A real business owner can leave his business for a year, and return to find it more profitable. She
builds a system that is capable of running on its own, with capable managers.

It’s not about the burger.

McDonald’s is the perfect example of the business system. Everywhere in the world, all
McDonald’s stores operate the same way, millions of teen-agers greet you in a uniform manner, and food is prepared the same way. Anyone can make a better hamburger than McDonald’s, but not everyone can build an efficient operating business system like McDonald’s.

Investors make money with money. They don’t have to work because their money is working for
them. This is where great wealth is made. The rich may be Employees, but only in their own
corporations. If wealth is the number of days you can survive without physically working and still
maintain your standard of living, then investors can simply do nothing and their grandchildren will still be provided for.

To be an investor, you need to understand….

  • Risk is something you can manage, control, minimize, or even eliminate.
  • Portfolio concentration or focusing on a few investments, rather than diversifying, is a better strategy. (Warren Buffet)
  • You have to first mind your own business. A successful investor gets his training from running his own business. This teaches him how to assess potential investments later on.
  • Freedom comes at a price. You will learn by making mistakes, sometimes costing you millions. You need to be prepared for disappointments, closing down of your companies, or sudden changes in the financial climate.
TO BE AN INVESTOR, YOU NEED TO UNDERSTAND.

Chapter Three: Why people choose security over freedom

Those who live on the E and S side of the Cashflow Quadrant are motivated by security.

Those on the B and I side are motivated by Freedom.

When you stay on the E and S side, your taxes on income and interest on debt only increase over time. The rich take full advantages of tax shelters and tax laws. Most people focus on income, the rich focus their sights on investments.

The average American millionaire is self-employed, lives frugally, and invests for the long-term. It is always better to have a foot in each quadrant than in just one. You could be a firefighter (E) and enjoy your work, working only two days a week, receive great benefits, and on the remaining three days of the week, be a professional (I) investor -buying, fixing up and renting out houses.

Financial freedom happens when you have people working for you (B) and your money is working for you (I).

“The only difference between a rich person and a poor person is what they do in their spare time.”

Rich Dad

How do you get to be an I? First, get your experience and education as a B or Business owner. Then if you have a business that is up and running, you should have the free time and the cash flow to join the I quadrant.

Why people choose security over freedom?

Chapter Four: The 3 kinds of business systems

There are 3 main types of business systems commonly in use today:

  • Traditional C-type corporations –where you develop your own system.
  • Franchises –where you buy an existing system.
  • Network Marketing –where you buy into and become part of an existing system

Remember, you may lose two or three companies before you build a successful business.

How to become a B:

  • Find a mentor, someone who is already at the peak you want to achieve.
  • Buy a franchise.
  • Join a network marketing company.
HOW TO BECOME A Business owners

To be a successful Business owner, you need to overcome your fear of rejection when trying to make a sales pitch. You need to learn to lead different types of people.

  • Join organizations with proven track records and distribution systems.
  • Have a business opportunity you can share confidently with others.
  • Have ongoing long-term educational programs to develop you as a human being.
  • Have a strong mentor program. Learn from leaders, not advisers.
  • Have people you respect and enjoy being with.

A system is your bridge to financial Freedom.

If you are able to run a successful business system, you are on your way to the big I quadrant.

Chapter Five: The 7 Levels of Investors

Level 0: Those with nothing to invest. They spend more than they earn.

Level 1: Those who borrow and consume, shop, and go into deep debt.

Level 2: Savers put away a small amount in low-risk, low-return vehicles. They waste Time waiting for their savings to grow.

Level 3: Smart investors 3-A’s invest in retirement plans, and hand over their money to a financial planner. Level 3-B’s are the cynics who are often late in the game and think they know about the stock market when in reality they know very little. 3-C’s are gamblers. They do not study investments, and are lazy to really know their trading rules.

Level 4: Long-term investors have clearly laid-out long-term plans. Simply reducing your consumer debt and putting a little away in a mutual fund can give you a financial head start.

Level 5: Sophisticated investors seek aggressive strategies and know how to play the game of
investing. They have sound financial base, good money habits, and investment savvy. Nothing is
in their names for tax purposes, and they control corporations. They control the legal entities that
own their assets. They are what we term “stewards of money”.

Level 6: Capitalists category is where we find the Kennedys, Rockefellers, Fords, J. Paul Gettys and Ross Perots. They create investments, jobs, businesses, and goods that make a country prosper. Level 6 investors create investments other people buy.

The 7 Levels of Investors

Chapter Six: You cannot see money with your eyes

Money is an idea. It is something you see with your mind. When you understand how to see if an investment is good or bad through its numbers, when you understand financial statements, annual reports, and market trends, this is when you will be able to see money.

How do you train your brain to see money?

With a trillion dollars electronically orbiting the planet, money changes hands and everyone is free to get some of it. Those few who know how to make it work are the ones who move the millions and billions from continent to continent.

  • First, understand the words and numbers in the language of money.
  • Second, recognize what real risk is. Bad financial advice is a risk. It is up to you to train yourself about strategies and investments.

Your home is not an asset. It is to the bank you pay the monthly mortgage to, but not to you. An asset puts money in your pocket. A liability takes money out.

Your savings are an asset but they get taxed, and interest is low.

  • The more people you are indebted to, the poorer you are.
  • The more people indebted to you, the richer you are.

Do not make your financial decisions based on other’s opinions. You need to review the facts.

Chapter Seven: Becoming who you are

BE-DO-HAVE

Have represents the goals we want to accomplish. In order to reach these, we need to start Being
or Becoming the person we want to be. We have to think the way rich people think about money.
We need to Be before we start doing.

PASSION BUILDS BUSINESSES; NOT FEAR.

Build a system around your passion. You can be anything you want.

The irony of the Cashflow Quadrant is, it is more secure on the B and I or right side of the
quadrant because if your system produces more and more money, you will never need a job.

The faster you want to get rich, the faster you need to master numbers and learn to be more
accurate.

PASSION BUILDS BUSINESSES; NOT FEAR.

Chapter Eight: How do I get rich?

Play Monopoly.

The basic formula this author followed was “buy four green houses, then sell them and get one red hotel.” By age 47, Robert Kiyosaki and his wife Kim were living off the passive income from their apartment houses, hotel, and mini-storages.

If you are buying cars and homes just to keep up with the Joneses, you’ll easily see why the
Joneses are always so exhausted and in debt. To become rich, Rich Dad lived a modest lifestyle
for many years, drove a modest pick-up, and quietly bought up most of the real estate in Hawaii.

He finally moved into a large beautiful home only after he paid for it in Cash.

Learn to control your emotions.

You need to learn to control the fear of losing money, taking a risk and quitting your safe, secure job.

Moving from quadrants on the left (E and S) to quadrants on the right is more emotional than
technical. If people cannot control their emotions and thoughts, they will not be able to shift
quadrants.

In your struggle, you may experience being homeless, broke, and alone, while everyone else
nags you to get a safe, secure job with benefits.

Stick to your guns and focus on your dream of
building businesses, investing, and by the end of a few years of hard work and determination, you
will be able to silence your critics by offering Them safe, secure jobs in Your company.

LEARN TO CONTROL YOUR EMOTIONS.

Chapter Nine: Be the Bank not the Banker

For people who want to operate on the B and I side, read The Worldly Philosophers by Robert
Heilbroner. It traces the greatest economists of our time, from Adam Smith to the great capitalists. History repeats itself, so by studying the economic history of capitalism, you can learn
a lot.

Be the Bank not the Banker

Why invest in real estate?

  • Pricing. In the days the author acquired his, prices were so low it was like going to a fifty per cent off sale at a department store.
  • Financing. Banks offer loans on real estate. With $10,000 in cash and a 90 percent loan, the author bought a $100,000 property.
  • Tax benefits. In real estate the $1 million could be rolled tax-free into another real estate transaction.
  • Cash flow. High rent prices paid for the mortgage, maintenance, and bought the author time to wait until real estate prices went up again.
  • Real estate allows you to become a bank. You sell the house for a low down payment, and collect the monthly payments at an interest.

Remember:

  • Everyone’s financial situation is different.
  • Seek out the best professional and financial advice you can find.
  • Seek advice from people who are already in the place where you want to be.

There are different advisors for the rich, poor, and middle class.

Never do business or invest for tax reasons. A tax break is an extra bonus for doing things the
way government wants. It should be a bonus, not the reason.

Our laws may be different, but the principles of seeking competent advice remain the same. People on the right side of the quadrant operate similarly throughout the world.

Chapter Ten: Take baby steps

A study once found that people who became wealthy regardless of which country they lived, possessed the same qualities:

  • They maintained long-term visions and plans
  • They believed in delayed gratification.
  • They used the power of compounding in their favor.
Take baby steps

How do you start thinking like a rich person?

We recommend you play the game CASHFLOW.
You cannot change poor and middle class thinking overnight, but with this specially designed board game, you will be able to gradually see the difference in thought processes.

Seven Steps to finding your financial fast track

1. Mind your own business.

This means fill out your own financial statement, set financial goals, and 5-year plan.

2. Take control of your cash flow.

Determine which quadrant you receive your income from today. Then determine which quadrant you want to receive the bulk of your income from in five years.

Pay yourself first. Put aside a percentage from each paycheck or payment. Deposit that money
into an investment savings account. Do not take it out until you are ready to invest it.

Reduce your personal debt by cutting up credit cards, coming up with an extra hundred dollars a
month, and putting that to your monthly payment of one of your credit cards. When you are completely debt-free, take the hundred dollars and put it in your investment savings account.

3. Know the difference between risk and risky.

Define risk in your own words. Ask yourself is relying on a paycheck risky to you? Is having debt
every month risky to you? Is owning an asset that generates cash flow into your pocket each
month risky to you? Is spending time learning about financial education risky to you? Is spending time learning about different types of investments risky to you?

Commit 5 hours each week to do one or more of:

  • Read the business page of your newspaper and the Wall Street Journal.
  • Listen to the financial news on TV or radio.
  • Listen to educational cassettes on investing and financial education.
  • Read financial magazines and newsletters.• Play the board game CASHFLOW.

4. Decide what kind of investor you want to be.

Type C investors do not know very much about investing. They can only get rich if they marry a
rich person, or win the lottery.

Type B investors ask, “What do you recommend I invest in? Do you think I should buy real
estate? What mutual funds are good for me?”

Type A investors look for problems and solve them expecting to make returns of 25 percent to
infinity.

5. Seek mentors and role models.

Who you spend your time with determines your future.

6. Make disappointment your strength.

In other words, in business you must expect to be disappointed. Be kind to yourself. Make
mistakes so you will learn from them.

7. Believe in yourself and start today!

Questions are the answers- How to get yes in network marketing

IF YOU PROMISE TO LEARN THE TECHNIQUE OFF BY HEART AND NOT TO CHANGE A WORD FOR THE FIRST 14 DAYS, I PROMISE THAT THE RESULT WILL BE BEYOND YOUR WILDEST DREAMS

Allan Pease

Chapter 1 THE FIRST STEP

Like most things in life, few people can look at the drawing at the start of this section and see its obvious message. To the untrained eye, it’s just a series of unrelated lines that make little sense. But when you learn how to read between the lines, you’ll realise that you just needed to adjust your perspective a little to discover the answer. And that’s exactly what we’ll teach you to do in this book. (Angle the last page down and away from you and close one eye.)

THE FIVE GOLDEN RULES FOR SUCCESS

‘Success is a game – the more times you play the more times you win. And the more times you win the more successfully you’ll play.’

RULE # 1 SEE MORE PEOPLE

This is the most important rule. Talk to anyone who will stand still long enough to listen to you. Don’t become a prospecting snob or a card shuffler who tries to psych good prospects out of the deck.

RULE # 2 SEE MORE PEOPLE

Keep calling people. You can be the best presenter in town but if you don’t see enough prospects, you’re out of business. You can be an excellent dresser and have a great personality, but without a significant volume of presentations, you’ll only ever be average. Talk to everyone.

RULE # 3 SEE MORE PEOPLE

Many networkers just bumble along in the business and never reach their potential. They think it’s because of the prospects they didn’t convince. But that’s not true – it’s because of the prospects they didn’t see.

Continually tell your story. If you only obeyed these first three rules, you’d become an outrageous success!

RULE # 4 USE THE LAW OF AVERAGES

The Law of Averages governs the success of every activity in life. It means that if you do the same thing the same way over and over
again, under the same circumstances, it will produce a set of results that will always remain constant.

RECORD YOUR RATIOS

RECORDING AVERAGES AND STATISTICS KEEPS YOU POSITIVE AND ON TRACK

This is the key to sustained motivation and handling of rejection. When your focus is on your averages, the rest doesn’t bother you. You’re motivated to make the next call as soon as possible. Without an understanding of averages you will be motivated by what happens to you next.

HITTING THE BIG TIME

For every 10 prospects who would answer the phone, 5 would agree to an appointment, one wouldn’t keep the appointment, so I would only see 4. Of these 4, 1 could only complete my presentation to 3, one would buy.

YOU ARE IN THE NUMBERS BUSINESS

RULE #5 IMPROVE YOUR AVERAGES

THE LAW OF AVERAGES WILL ALWAYS WORK FOR YOU

Keeping ratios keeps you sane, tells you where you need improvement and shows you how successful you can be. It lets you focus on the activities that get results, not on what happens to you next.

AVERAGES IN A NETWORKING BUSINESS

A typical average in network marketing is

10: 6: 3 : 1

Of every ten prospects who listen to your presentation, 6 get excited about it and say they’ll start in the business. Half of these actually get started and one of these 3 becomes successful, one fades into obscurity and the other continues to buy the products. So every 10 times you show the plan you end up with one productive long-term distributor.

HOW LONG DOES IT TAKE YOU TO TALK TO 10 PEOPLE ABOUT THE BUSINESS?

Your answer to this question will determine your growth rate. In the life insurance business, everyone sold a million dollars worth of insurance, it just took some people a lot longer to do it than others. Some took 3 – 5 years to do it while others did it in 1 year, and that’s where the prizes and awards lay. I became so organised in seeing people that I could sell a million every 12 weeks! So it was a planning problem, not a selling problem! Network Marketing is exactly the same. The reason so many Network Marketers fail to achieve lofty levels of success is not because of the prospects they didn’t convince it’s because of the prospects they didn’t see! If you want to double your results immediately, here’s the answer.

SEE NEXT YEAR’S PROSPECTS THIS YEAR

Next year you’ll be calling on new prospects to tell them about the business, right? Well, call them early! See them this year, go and see them now! You don’t have a selling problem. The key is to be highly organised and motivated to talk to as many people as you can. See everyone as soon as possible! Big time success in Networking is not about convincing people – it’s about being organised and disciplined to see as many people as you can – and as soon as possible. Improving your averages is only a learning process.

CHAPTER 2 HOW TO GET TO “YES”

THE FOUR KEYS TECHNIQUE

When you talk about the business, do your prospects believe you?

The short answer is – no. They expect you to try to convince them to make a commitment. They are waiting for you to start selling so
they are likely to be guarded or defensive – regardless of how well you know them. Here’s the problem you face.

PROSPECTS WILL RAISE OBJECTIONS TO ANYTHING YOU SAY

Not because of the validity of what you said but because you said it. If you say it, it’s your idea, not theirs, so prospects feel justified in raising objections. On the other hand

EVERYTHING YOUR PROSPECT TELLS YOU IS TRUE

This is because if they say it, it’s their idea, not yours. This makes the idea acceptable and they feel no urge to raise objections about it.

The technique you are about to discover will enable you to get your prospects to tell you what they really want while you do the listening.

When you say to a prospect, “You will be able to live a lifestyle that gives you everything you want”, he might respond, “But I’m not unhappy with the way I live now.” Chances are that the objection is not even true. He only raised the objection because you made a statement. But if your prospect says exactly the same thing to you, it would be true. For example if your prospect says, “I’d like to improve my lifestyle and have more of the good things in life”, there would be no objection raised because he said it. It was his idea, not yours.

WHEN YOU USE THE “FOUR KEYS” TECHNIQUE YOUR PROSPECT WILL TELL YOU WHAT THEY REALLY WANT WHILE YOU ARE LISTENING

WHY PEOPLE OBJECT?

I once asked a networker how he had fared with a prospect in a recent presentation. He replied, “Not very well – she wasn’t very interested.” I asked him what he meant and he repeated, “I don’t know really – she just wasn’t interested.”

THERE IS NO UNINTERESTED PROSPECT – ONLY UNINTERESTING PRESENTATIONS

What he really meant was that he, the networker, was not very interesting.

You see, when you’re interesting, your prospects will be interested.

THE FOUR KEYS TO THE TREASURE CHEST OF NETWORK MARKETING

THE FOUR KEYS TO THE TREASURE CHEST OF NETWORK MARKETING

1. Melt the ICE

The purpose of this opening stage is to create rapport with your prospects by telling them about yourself and finding out about them. The objective of this key is purely to sell yourself. If a person likes you, there’s a good chance they will like what comes with you. There is little point in showing them the plan if they don’t like you or trust you.

How long do you stay in this stage?

FOR AS LONG AS IT TAKES TO SELL
YOURSELF AND ESTABLISH TRUST

When you have established trust, you’ll get a fair hearing. This is all you want. With some prospects, this can take as little as three or four minutes, while with others, it can take thirty or forty minutes.

2. Find the hot button

Let’s be absolutely dear on what will happen in this stage. Your prospects may become emotionally upset; they may become excited, depressed, concerned or even angry. Not angry with you, but with themselves. There’s no room for complacency in this part of the presentation! When people are complacent about their goals or ambitions, they’ll be complacent in their work habits. You don’t need complacent people in your network. People who have strong emotional reasons for joining, will be motivated to make it work. In this stage, you will learn how to discover the person’s Primary Motivating Factor or PMF. Their PMF is the reason they will want to join your business.

EVERYONE IS MOTIVATED BY ONE OF TWO THINGS TO MAKE A GAIN OR TO AVOID A PAIN

With this key, you’ll see how to uncover their Primary Motivating Factor and how to light a fire under them once you’ve found it. This
is where your prospects tell you what gains they want to make and what pains they want to avoid. This is the most important of the
Four Keys, because your prospects will be verbalising their hopes, dreams and fears.

WHY PEOPLE BUY

Our research has shown that most peoples’ Primary Motivating Factors for joining a Network Marketing organisation are:

Extra income
Financial freedom
Have own business
More spare time
Personal development
Helping others
Meeting new people
Retirement
Leave a legacy

When you study this list, you’ll notice that one of the reasons listed was your primary reason for wanting to have a Network Marketing business. There are probably some secondary reasons too, but one reason always takes precedence over the others. This is your Primary Motivating Factor.

While the Primary Motivating Factor is of absolute importance, it’s critical to understand that

NOT EVERYONE’S PRIMARY MOTIVATING
FACTOR FOR JOINING NETWORK MARKETING
IS THE SAME AS YOURS

For example, you might love chocolate ice cream. This doesn’t mean that everyone does. Some people prefer strawberry or caramel. But
if you love chocolate, not only will you find it easy to talk about it, but you’ll also want to share it with everyone, and you would find it
difficult to understand why everyone didn’t like it. Most people do like chocolate ice cream, but it is not necessarily everybody’s
number one choice. Some people are even allergic to it.

Here are the Five Solid Gold Questions.

  1. What is your number one priority?
  2. Why did you pick that one?
  3. Why is that important to you?
  4. What are the consequences of not having that opportunity?
  5. Why would that worry you?

Learn these questions, word for word. Don’t get sidetracked when you ask them. it is critical that they are kept in order.

Some networkers prefer to use the ‘curiosity approach’ when they talk to new prospects while others prefer the ‘direct approach’.

THE POWER OF SILENCE

After you ask a question, you must remain completely silent until the prospect completes an answer. Resist all temptation to help them
select their priority, it must be their idea, not yours. They need to tell you why they need to join your business. This is probably the
first time in the prospect’s life that someone has asked such important questions and given him the time to express his own answers.
Even if your prospect has been approached several times previously about Network Marketing, it’s probably the first time someone has
asked questions and then shut up. Your prospect’s answers will also indicate the level of commitment he is likely to make in the
business over the long term.

HOW TO SEPARATE THE SHEEP FROM THE GOATS

The sincerity and depth of the prospects’ answers to the Five Solid Gold Questions will reveal how motivated they could be in the business. If their answers are off-handed, casual or not convincing, then you need to think carefully about whether or not you should be inviting them to join your network. Unless your prospects have a fire in the belly they won’t do much more than complain. If their answers to the Five Solid Gold Questions are weak, you’re better off to look for another prospect. Prospects who give weak responses will be leaners and constantly take up your time. The prospects with priorities and dreams will succeed, even in spite of you.

PROSPECTS WITH PRIORITIES WILL ALWAYS SUCCEED, YOU CAN ONLY HELP SPEED UP THIS PROCESS

Building a Network Marketing business is like planting a garden. You till the soil, fertilise it, keep the weeds out and make sure it is protected from bad weather. But some seeds will grow while others will wither. All you can do is water, fertilise and weed. The strong seeds will grow regardless of you.

if the seeds you plant are weak you will be forever propping them up and hoping they will grow. Don’t fool yourself into believing a weak seed can be encouraged to grow into a strong and beautiful plant. That rarely happens. The real secret is to plant the strong seeds. This is the purpose of the Five Solid Gold Questions, they will test the potential strength of the seed before you plant it.

If a prospect is not strong with his answers to the questions, he could be the wrong prospect. Perhaps the timing is wrong for him. Or he may simply become a purchaser of the products. Sponsor as many prospects as possible but spend most of your time with the strong seeds.

USING THE LIST WITH A GROUP

With a little practice, you will find this step an amazing way to make a presentation to a group of prospects. You can either use a prepared PMF list or you can ask the audience to call out the reasons why people would join a Network Marketing group. With a prepared list you ask someone, “What is your number one priority?” and you’re away! Then repeat the process for a second and third prospect and very quickly you’ll have the entire audience telling you why they want to join the business.

If you prefer to write the list by hand during your presentation, ask each person who volunteered a priority, “Why did you choose that one?” and follow through with all the questions. it’s great fun to have the entire group telling each other why it’s important to join – and you never have to make a statement! All you have to do is nod your head and give encouragement.

3. Press Hot Button

SHOWING THE PLAN

This is where most Network Marketers shine. This is where you demonstrate how your plan is the solution to the hopes, fears and dreams that were uncovered in the second key. Find the Hot Button. Your upline will have shown you a system of presenting the business plan that is proven and gets results.

It’s critical, however, that you understand the next statement

THE BUSINESS PLAN IS ONLY A
SOLUTION TO A PROBLEM, OR
A WAY TO REALISE A DREAM

A solution should make logical sense. But logic only opens the mind. The Five Solid Gold Questions unlock the emotions and motivate
the right prospects to want to find their own solution. When you show only solutions without having first uncovered a person’s Primary Motivating Factor, the prospect is likely to be swept up in the enthusiasm of it all but not be emotionally motivated. That’s why prospects often go cold within a few days.

When you show the plan, use your prospect’s own words in the plan.

For example –

“So this means you can control your own destiny and you would have more time available to spend with your family”

or,

“This means you can retire in the style and comfort you said you wanted.” When you repeat your prospect’s words as you show the business plan, it becomes personal to them. it becomes meaningful and motivational. It’s their ideas and words, not yours.

4. Get a commitment

When you use these techniques exactly as presented, asking your prospect to join you is not a dramatic event. They should be so fired up with their own enthusiasm that getting started in the business is the obvious course of action. Always approach your presentations with the attitude that getting started is the perfectly natural thing to do. Your style should be businesslike but relaxed, as though you do it every day.

The important thing to remember is that when the time is right for your prospects to join the business you must ask them to join.

Be clear, confident and definite and tell them that you want them to join. Today, not tomorrow.

WHY THIS SYSTEM WORKS

The Four Keys system is a proven way for getting to #yes’ so you must stick to the formula to achieve maximum results. Most Network
Marketers that I have met are good in the Melt the ice stage. They’ve learned how to talk with others in a friendly way and build rapport. Most however, do not have an effective ‘Find the Hot Button’ stage, they go straight from ‘Melt the Ice’ to ‘Press the Hot Button’. Even if their presentation of the business plan is an excellent one, the prospects are not necessarily motivated to action because they are not emotionally disturbed.

This is the main reason why so many prospects can become excited by your presentation of the plan but have completely cooled off a day or two later. Some networkers get so carried away with showing the plan that they can sell the idea but then keep talking so much that they buy it back!

The business plan is only the solution to pains your prospects want to avoid or to gains they want to make. There is no point in
showing the plan until you have uncovered a prospect’s Primary Motivating Factor and have him fired up about it.

If you are great at Finding Hot Buttons there’s no need to be overly concerned about Getting a Commitment. When you know how to get prospects emotionally disturbed, they will start looking for their own solutions to their problems.

Find Hot Buttons and press them and building your network will be simple.

CHAPTER 3 SIX STRATEGIC SKILLS FOR POWERFUL PRESENTING

Here are six subtle, but dramatically effective skills that will put potency into your presentations.

SKILL #1 – BRIDGING

Bridging is a technique that keeps the conversation moving and avoids the situation where you might talk too much or your prospect talks too little.

It’s frustrating to think of a brilliant open-ended question and to receive a short answer in reply.

When you use a bridge, do these three things

  1. Lean forward, palm out.
  2. Stretch the last letter of the bridge.
  3. Lean back and shut up.

THE BODY LANGUAGE OF LISTENING

After you have given the control, you lean back with your hand on your chin in the evaluation position. This quickly conditions the listener to continue talking for as long as you are leaning back.

SKILL #2 – THE HEAD NOD TECHNIQUE

There are two powerful uses of the Head Nod technique. Body Language is an outward reflection of inner feelings. If you feel positive, your head will begin to make the nodding gesture as you speak. If you feel neutral and intentionally start nodding your head, you will begin to experience positive feelings. in other words, positive feelings cause the head to nod – and the reverse is also true; nodding the head causes positive feelings.

IF YOU’LL FEEL POSITIVE YOU’LL START NODDING
YOUR HEAD. IF YOUSTART NODDING YOUR HEAD
YOU’LL START TO FEEL POSITIVE

SKILL #3 – MINIMAL ENCOURAGERS

As the other person speaks, encourage him to keep going by using minimal encouragers.

SKILL #4 – HOW TO KEEP EYE CONTROL

Research shows that of the information relayed to a person’s brain in a face-to-face presentation, 87% comes via the eyes, 9% via the ears, and 4% through the other senses.

To maintain maximum eye control, use a pen to point to your presentation and, at the same time, verbalise what your prospect sees. Next, lift the pen away from the visual aid and hold it midway between his eyes and your eyes, and nod your head as you speak.

SKILL #5 – MIRRORING

MONKEY SEE, MONKEY DO

SKILL #6 -PACING

Intonation, voice inflection and speed of speaking also synchronise during the mirroring process to further establish mutual attitudes and build rapport. This is known as ‘pacing’ and it can almost seem as if the two people are singing in tune. You will often see a speaker beating time with his hands while the listener matches the rhythm with head nods. As a relationship grows over time the mirroring of the main body language positions becomes less as each person begins to anticipate the other’s attitudes. Pacing with the other person then becomes the main medium for maintaining rapport.

Never speak at a faster rate than the other person does. Studies reveal that others say they feel ‘pressured’ when someone speaks faster than they do. A person’s speed of speech shows the rate at which their brain can consciously analyse information. Speak at the same rate or slightly slower than the other person and mirror their inflection and intonation. Pacing is critical when making appointments by telephone because the voice is your only medium, so you need to practise.

CHAPTER 4 SIX TREMENDOUS TECHNIQUES FOR MAKING POSITIVE IMPRESSIONS

You’ll never get a second chance to make a first impression.

TECHNIQUE #1 – PALM POWER

The Palm-Up (Illustration A) is a non-threatening gesture and the person being asked to move will not feel threatened by the request. It’s a gesture used since cavemen to show that the person is not holding any weapons.

When your palm is turned to face downwards (Illustration B), you communicate immediate authority. The person you have directed will feel that he has been given an order and may feel antagonistic towards you – especially if he doesn’t feel you have the right to be so assertive.

If you make a presentation and continually use the Palm-Down position you’re likely to suffer rejection from your audience.

In Illustration C the pointed finger becomes a symbolic club with which the speaker figuratively beats his listener into submission. The Pointed Finger is one of the most irritating gestures that a speaker can use, particularly when it beats time with the speaker’s words.

Research into both the Palm-Down and PointedFinger gestures show that listeners rate speakers who use these gestures as more
aggressive, forceful, smug or arrogant and they can recall less of what the speakers said. This is because the listener was judging the
speaker’s attitude and not listening to the information.

If you are a habitual finger-pointer, try practicing the Palm-Up and Palm-Down positions and you’ll find that a combination of these positions can create a more relaxed atmosphere and you’ll have a more positive effect on your audience.

TECHNIQUE #2 – THE HANDSHAKE

Dominance: ‘this person is trying to dominate me. I’d better be cautious’.

Submission: ‘I can dominate this person. He will do what I want.’

Equality: I like this person. We’ll get on well together’.

HOW TO CREATE RAPPORT THROUGH A HANDSHAKE

There are two rules for creating rapport in a handshake – first, hold the palms straight – not dominant or submissive, but equal. This
makes everyone feel comfortable and is non-threatening.

Second, give the same grip pressure that you receive. This can mean that if, for example, you’re being introduced to a group of 10
people, you would probably vary the pressure several times and make several adjustments of the angle of the hands.

TECHNIQUE #3 – LEFT HAND HOLDING

This strategy may seem obvious at first but few people pay it much attention. Practice holding folders, papers, brief cases, purses and drinks in your left hand. We greet each other using our right hand to shake hands and most of us use our right hand to open doors, move a chair or wave goodbye.

TECHNIQUE #4 – SMILE POWER

Humans are the only land animals that draw back the lips to reveal the teeth but do not bite you. Smiling has its origin as an appeasement gesture and is also used by monkeys and chimps to show they are non-threatening.

TECHNIQUE #5 – TERRITORIAL RESPECT

We each carry a bubble of space around our body known as Personal Space. its width depends on population density and what culture the person is from.

TECHNIQUE #6 – DRESS FOR SUCCESS

Clothing covers up to 90% of your body and has a powerful effect on other people’s perception of your trustworthiness, reliability, expertise, authority, social success and business standing.

WHAT IS THE DIFFERENCE BETWEEN A
SINGLE MAN AND A CIRCUS CLOWN?
THE CLOWN KNOWS WHEN HE IS
WEARING FUNNY CLOTHES.

DRESSING LIKE YOUR PROSPECTS WILL MAKE
THEM FEEL COMFORTABLE BUT THEY WON’T
NECESSARILY WANT TO FOLLOW YOU

CHAPTER 5 BODY LANGUAGE –
HOW TO READ THE SIGNS.

Our original Body Language research and the countless other studies that have since followed show that, in face-to-face presentations, the impact your message has on your listeners is as follows:

Words 7% – 10% of total impact
Vocal 20% – 30% of total impact
Body Language 60% – 80% of total impact

The Business School – for People Who Like Helping People by Robert Kiyosaki

Introduction

“Never before has it been so easy to become rich,” Robert says. “It took me over 30 years and two business failures to gain the education and experience to build a successful business. The Network Marketing industry offers a ready-made business system to anyone wanting to take control of their financial future.”

“My rich dad taught me that one of the most powerful words in the world of business is ‘network’. He said, “The richest people in the world look for and build networks, everyone else just looks for work. You can have the greatest idea or product, but it will only be successful if you have a network to tell people about it and a network of distribution to sell it through.” Robert emphasises the word “network” as the true key to financial success.

In his second book of the Rich Dad series, Rich Dad’s CASHFLOW Quadrant, Robert describes the four types of people who make up the world of business and the core value differences between them.

These four quadrants represent how people make their money.

CASHFLOW Quadrant

On the left side of the Quadrant, employees and self-employed individuals represent earning money on your own, as an individual. This means your income potential is finite, limited to your own ability and your personal time to perform. There are only so many hours in a day.

However, successful people on the right side of the Quadrant operate as a team. They form their own networks for success. Their income potential is infinite because it is based on other people’s time and other people’s money working for them.

The key to your financial success will be through finding or building a network.

Why Do You Recommend the Business?

I am often asked, “If you did not become rich from a network marketing business, why do you recommend people get into the business?”

There are several reasons.

During the mid-1970s, a friend asked me to a presentation on a new business opportunity. That meeting was to be my introduction to the world of network marketing.

When my friend asked me if I was interested, I said, “I am already building my own business – why do I need to build a business with other people?” At the time I was very busy anyway keeping my daytime job and building my business in my spare time.

Then sometime during the early 1990’s, my mind began to open and my point of view on the industry began to change. I began to see things that my closed mind had not seen. So after retiring in 1994, I began my own research into the network marketing industry.

I finally began meeting the leaders of some of the businesses. The ones I met were some of the most intelligent, kind, ethical, moral and professional people I have met in all my years of business. I met people I respected and related to. I had found the heart of the industry.

It is because I did not gain my fortune from a network marketing business that I can be more objective on the industry. This book describes what I see as the real value of a network marketing business. a value that goes beyond just the potential of making a lot of money.

As my rich dad said, “Rich people look for, or build, networks while everyone else just looks for work.”

I believe the industry should be given an objective look by people concerned about doing business in the future as well as concerned about their own personal financial future.

1. Life Changing Business Education

It’s not the Money

The lure of making a lot of money draws many people into the business. Yet I do not recommend looking into a network marketing business primarily for the money.

IT’S NOT THE MONEY

It’s not the Products

In my investigating the different network marketing companies, I was taken by complete surprise by how many different products or services are delivered via a network marketing system. As my search went on I found network marketing businesses in these mainstream product lines:

  1. Natural health care products
  2. Home care products
  3. Telephone services
  4. Real estate
  5. Financial services
  6. Internet market distribution, selling at discount just about everything that Wal-Mart and K-
    Mart sells
  7. Jewellery
  8. Tax services
  9. Web sites
  10. Educational toys

But product or compensation plans are not the main reason I encourage people to look into a different network marketing business.

IT’S NOT THE PRODUCTS

It’s the Education Plan

The number one reason I recommend a network marketing business is for its system of
education. So look carefully because there are many network marketing programmes that do have excellent education and training plans. In my opinion, some of the best real life business training I have seen anywhere.

IT’S THE EDUCATION PLAN

What To Look For In An Education Plan

When I speak of life changing business education, I speak of education powerful enough to change a caterpillar into a butterfly. When you look into the educational plan of a network marketing business, I recommend an educational plan that has the power to make that much difference in your life.

Real life Business School

One of the problems I had in business school was that many of the teachers had no real life business experience. In network marketing, the people at the top who teach have to be successful in the real world, or they would not be at the top. In the world of traditional business schools, you do not have to be successful in the real world of business to teach business. That may be why the instructors in the traditional world of business education do not earn as much as some of the instructors in the world of network marketing education.

So when looking into a network marketing business, seek out the people at the top, the people who are successful in the business and then ask yourself if you want to learn from them.

Some of the more important real life business subjects network marketing programmes teach are:

  1. Attitude of success
  2. Leadership skills
  3. Communication skills
  4. People skills
  5. Overcoming personal fears, doubts and lack of confidence
  6. Overcoming fear of rejection
  7. Money management skills
  8. Investing skills
  9. Accountability skills
  10. Time management skills
  11. Goal setting
  12. Systemisation

The successful people I have met in the network marketing business have developed these skills from the network marketing training programmes. If the educational plan is good, it can improve your life for the better and maybe forever.

REAL LIFE BUSINESS SCHOOL

2. The Value Of Changing Quadrants

How many times have you heard people say some of the following statements?

  1. “I wish I could quit my job.”
  2. “I’m tired of going from job to job.”
  3. “I wish I could make more money, but I can’t afford to quit and start all over again with a
    new company. And I don’t want to go back to school and learn a new profession.”
  4. “Every time I get a pay rise, most of my raise is eaten up by taxes.”
  5. “I’m working hard, but the only people getting rich are the owners of the company.”
  6. “I’m working hard but I’m not getting ahead financially. I’ve got to start thinking about my
    retirement.”
  7. “I’m afraid technology or a younger worker will make me obsolete.”
  8. “I can’t keep working this hard. I’m getting too old for this.”
  9. “I went to dental school to be a dentist, but I don’t want to be a dentist anymore.”
  10. “I just want to do something different and meet new people. I’m tired of wasting my time,
    hanging around people without much ambition and who aren’t going anywhere. I’m tired of
    spending my time with people who work just hard enough… so they won’t be fired and I’m
    also tired of working for a company that pays us just enough… so we won’t quit.”

These are often statements made by individuals trapped in one of the Quadrants of the Cashflow Quadrant.

What Is The CASHFLOW Quadrant?

WHAT IS THE CASHFLOW QUADRANT?

The way you know which quadrant you are in is simply by which quadrant your cash flows from. In other words, if you receive your income from a job and you receive a regular pay cheque from a company or business you do not own, then your cash flows out of the E quadrant.

If you are on commission, or charge for your work by the hour then you are probably in the S
quadrant. The S quadrant also includes most small business owners such as owners of restaurants, family businesses, consultants, service people and most who have bought franchise businesses. These people often give you the advice, “Never work for someone else. You should work for yourself.” Or, “If you want something done right, do it yourself.” Doctors, dentists, accountants and most professional people also fall into the S quadrant.

If your income comes from a business that you do not have to work in, then you are in the B quadrant.

If your income comes from investments, you are in the I quadrant.

And what is the difference between an S quadrant self employed or small business owner and
a B or big business owner? The difference is easy to define.

A B or big business owner can leave his or her business for a year or more and come back to
find it running better and even more profitable.

In most cases, if an S quadrant self employed or small business owner stops working for any
length of time, his or her income stops coming in.

One of the reasons 1 out of 10 small businesses fail is simply because the S quadrant is the
quadrant of very hard work. They fail because of financial exhaustion or physical exhaustion or
both. The S quadrant is where the small business owner is under pressure from customers, the
government and from employees, if he or she has any. It’s hard to do much productive work when
you have so many people making demands of you.

What Do You Want To Be When You Grow Up?

My poor dad often said, “Go to school, get good grades so you can get a safe secure job.” He was programming me for the E quadrant.

My mother often said, “If you want to be rich you should become a doctor or lawyer. That way
you’ll always have a profession to fall back on.” She was programming me for the S quadrant.

My rich dad said, “If you want to be rich… you should mind your own business. The more you
seek job security or become a licensed professional such as a doctor, lawyer, accountant, real estate or stock broker, the more you give up control of your life. The more you give up control, the more you give up your freedom.”

WHAT DO YOU WANT TO BE WHEN YOU GROW UP?

How To Change Quadrants

People ask me. “How do I change quadrants?” I reply, “Why don’t you join a network
marketing programme?” The main reason I recommend looking into a network marketing business is because the change from one side of the quadrant to the other side is not an overnight process. The value of life changing business education, true life changing education must impact on you mentally, emotionally, physically and spiritually and that change may take some time and require some guidance. Some network marketing programmes offer that time and guidance.

Why Can’t I Do It On My Own?

You can, but for most people, the change is not the easiest of changes. It can be done, but
most people do not make it. They fail, not only because of money, but because the price is too high when it comes to mental, emotional, physical and spiritual development.

I recommend some network marketing businesses because they truly do focus on building, or rebuilding in some cases, the person, and then the person can go on to build their own business. If this is of interest to you, your job is to find the network marketing programme that has the educational program that focuses first on building you, rather than you selling the company’s plan or products.

You can also do it on your own, but please realise that the price of going from the E and S side of the quadrant to the B and I side of the quadrant can cost you much more than money. For people choosing to use a network marketing system to build a business in the B quadrant, the price of entry is much lower, the risks are lower, and the education and support is there to guide you through this personal development process.

Keep Your Day Job

One big advantage of a network marketing business is that you can remain in the E or S
quadrants and start a part-time business in the B quadrant. By doing this, you can take your time
getting the education you need without going through the pain, misery and financial risk I went through gaining my B quadrant education.

KEEP YOUR DAY JOB

The Power Of Mentors

Without my rich dad, I sincerely doubt if I would have made the journey from the left side of the
quadrant to the right side.

The primary role of the mentor in a network marketing business is to guide you from the E and S side to the B and I side. And they don’t charge you for all the hours they invest in mentoring, coaching and guiding you. That guidance is priceless.

I strongly recommend you look at the mentors above the person who recommends the business to you. Evaluate their sincerity to support you making the journey to the B and I side. Your mentors in life are important so choose them wisely.

THE POWER OF MENTORS

A Word Of Caution

Many people quit before they make the complete change. They quit simply because they only
wanted to make money rather than change quadrants.

For those who want to make the complete change from the left to the right side of the quadrant, you must look for a network marketing programme with training programmes that go far beyond just money, product knowledge and sales ability.

A WORD OF CAUTION

How Long Does It Take To Change Quadrants?

My recommendation for most people is to make up your mind to give the process at least 5 years. When I say this, I hear many people groan. So if 5 years seems like forever, then commit for 6 months. But once you commit, go to, and do, everything they recommend you go to and do. Attend every meeting, all training sessions and conference calls, and all the large gatherings you can. The reason for this is because you want to begin to change environments as quickly as possible.

I still use the 5 year plan. When I decide to learn something new, I allow myself 5 years to learn the process. Many people quit after their first mistake, which is why they fail to learn. My rich dad would say, “A true winner knows that losing is part of the process of winning. It is only the losers of life who think that winners never lose. A loser is someone who dreams of winning and does everything possible to avoid making mistakes.

HOW LONG DOES IT TAKE TO CHANGE QUADRANTS?

It Starts With A Change Of Environments

There is great truth in the statement that “Birds of a feather flock together”.

If you are ready to make the move towards the B and I side, you need to begin to associate as
much as possible with people who think the way you want to think.

Many of my friends in the E and S quadrants have money, but not much free time. Many make
a lot of money but they cannot afford to stop working. That to me is having money with no freedom. That is why it is important to begin to change environments so you can begin to think like people who have or want to have both money and free time.

IT STARTS WITH A CHANGE OF ENVIRONMENTS

Nature’s Learning Curve

To see nature’s learning curve, all you have to do is watch a young bird get ready to leave the nest for the first time. The curve first goes down before it heads back up.

Most people are not successful in life because they are not willing to go through this period of
personal doubt and emotional frustration. This happens to many of us because we learn in school that mistakes are bad and should be avoided. So we leave school, sit in the nest – the nest of the E and S quadrant – and never learn to fly.

Some of the greatest values of some of the network marketing training systems is that they:

  1. Encourage you to leave the nest rather than be a loyal employee.
  2. Have a programme to support you during the periods of fear, doubt and frustration.
  3. Have mentors who have made the journey themselves, encouraging you to follow after
    them.
  4. Will not fail you as they do in school, or fire you as they do in business, if you make the
    journey at a pace that is best suited to you, and
  5. They want you to get to the other side.

It’s Better Than Going Job To Job

Isn’t it better to risk going from the left side of the quadrant to the right side, without
guarantees, than spend your life clinging to myth of job security, or going from job to job, or staying at a job until you are finally too old to work? The value of guiding people across the quadrants is a very important service that many network marketing programmes provide.

IT’S BETTER THAN GOING JOB TO JOB

3. A “B” Quadrant Business At A Better Price

• Someone asked me, “If the B quadrant is so much better than all the other quadrants, then
why don’t more people start B quadrant businesses?” The simple answer is, It is expensive and it not easy.” So Value #3 is that a network marketing business offers all of us the
opportunity to access a B quadrant business at a more affordable price and with much less effort. I found the same systems in network marketing that my rich dad taught me to build, already created and waiting for anyone who wanted to enter the B quadrant. All you have to do is invest a few dollars, often less than $1,000, and instantly, you are in the business. Once you have joined the business, your job is simply to follow the plan and work at your own speed to build your own B quadrant business. What more could a person ask for?

• I marvel at how easy the network marketing industry has made it for anyone to enter the B
quadrant. The network marketing industry has made access to the B quadrant available without having to be rich first, and without having to go back to get an expensive college education – which only trains you to be a better E or S anyway. The network marketing system and the industry has done a great service by literally levelling the playing field. The did this by making the opportunity for truly great wealth available to anyone willing to follow the system and enter the world of the B quadrant. the quadrant of the ultra-rich.

A “B” Quadrant Business At A Better Price

4. Success Is Not Measured In Money

• A person asked me, “If the price of entry is so low, why do so few people make it to the top
of their system?” I explained, “Most people quit too soon, even though the top is wide open.”
He continued, “But if the top is wide open, why would someone quit short of the top?” I said,
“Most people only join to make money. If they do not make money in the first few months or
years, they become discouraged, quit, and then often bad-mouth the network marketing
industry. Joining to make a few quick dollars is not the reason to get into this, or any business.”

• If not for the money, then why would you tell a person to join? Two reasons. Reason number one is to help yourself and reason number two is to help others. If you join for only one of the two reasons, the system will not work for you.

• Reason number one, to help yourself, means that you come to the business primarily to change quadrants. To change from the E or the S to the B quadrant.

• Reason number two, to help others, means helping other people leave the E and S quadrant and succeed in the B and I quadrants. If you focus on helping others, then you will be successful in the business.

• In traditional business, the focus is for the B to only have E’s and S’s working for them. That means that the traditional corporate or business system is really the pyramid. It is a pyramid because there are a few Bs and Is at the top and more Es and Ss at the base.

• A network marketing system is a reverse pyramid, which means its primary focus is to bring up more and more Bs to the top. The traditional business pyramid has its base on the ground, and the network marketing reverse pyramid has its base in the air… much like an upside down pyramid. A pyramid that pulls you up – not pushes you down.

• That is why I strongly recommend all my employees look into network marketing as their own part-time business, while they work in my business full-time.

Success Is Not Measured In Money

5. The Power Of Leverage

• In most cases, the people in the E and S quadrants lack one of the most important words in business and that word is leverage. Leverage means that you have the power to earn more
and more by working less and less. People in the E and S quadrants are marketing a finite
commodity, their time. There are only so many hours in a day so the E and S can only earn
so much in a day.

• If employees could read a financial statement, they would know why owners of the company get richer and richer, while the employees work harder and harder, only to pay more and more in taxes. Taxes are the employees’ largest expense.

6. The Value Of Living Your Dreams

• One of the more important values I have found in good network marketing businesses is that they stress the importance of going for and living your dreams. Those who are the most successful know it is about inspiring others to go for their dreams.

• My rich dad also said, “Beware of people who want to kill your dreams. There is nothing
worse than a friend or loved one killing your dreams. There are people who may, or may not
so innocently, say things such as:

  1. “You can’t do that.”
  2. “That is too risky. Do you know how many people fail?”
  3. “Don’t be silly. Where do you come up with such ideas?”
  4. “If it is such a good idea, why isn’t everyone doing it?”
  5. “Oh I tried that years ago. Let me tell you why it won’t work.”
  6. “We can’t afford it.” “Let’s wait a while and see if we can afford it later.”
  7. “I know someone who tried it and it didn’t work for them.”

I have noticed that people who kill other people’s dreams are people who have given up on
their own dreams. Even if you are broke, it does not cost you anything to dream of being rich.
Many people are poor because they have given up on dreaming.”

I support the network marketing industry because it is an industry made up of people who truly
want people to dream big dreams, and then it supports those people in having their dreams
come true.

If you are a person with big dreams and are also a person who would love to support others in
achieving their big dreams, then the network marketing business is definitely a business for
you.

The Value Of Living Your Dreams

7. How To Become Ultra-Rich

• How do we take this business and become ultra-rich? First of all you have to think it is
possible. Unless you think is possible for you, it is impossible. My rich dad always said,
‘Losers use their life’s situations as excuses to fail and winners use their life’s situations as
their reasons to succeed.

• The beauty of the network marketing business is that all you have to do to succeed, is to
help other people get the same things you want. This business is not measured in how much
money you make, but in how many people you help and how many lives you change.

• I hear people say, ‘Starting a business is risky.’ I hear this all the time. When I ask them
what they do for a living, most of them are employees or self-employed. To me that’s the
riskiest place to be.

• In many cases, the emotion of fear also drives those in the S quadrant. These people often
only trust themselves… or only people who have proven their trust to them. This keeps them
doing things on their own. In many cases, this limits their earning potential, just as job security
limits the earning potential of the employee E quadrant person.

• The value of Leadership. “My rich dad said, Money always flows to the leader. If you want
more money, simply become more of a leader.”

• In some network marketing businesses I found some of the best business leadership
development programmes in the world. To me the value of these programmes is priceless. I
saw that the best network marketing systems had educational programmes that trained people
to become leaders… not just better salespeople.

• More than just offering the great potential to become very rich, many network marketing
businesses exist to create people of greater and greater value. That is why I think some of the
companies in the industry are priceless.

How To Become Ultra-Rich

8. Why The Network Marketing Business Will Continue to Grow

The future is very bright for the network marketing industry. There are economic changes
coming and trends in progress today that will drive more and more people to the industry. The
following are a few of these changes and trends I foresee.

  1. People want more freedom. A part-time network marketing business offers people more
    control over their lives and eventually more freedom. It provides a low cost of entry and
    readymade systems for those anxious to make a change.
  2. People want to be rich. Network marketing provides this opportunity by providing the
    education, mentoring and business systems to assist in building your own B quadrant
    business. By the year 2010, the first of the baby boomers reach the age of 65. Many will
    come to network marketing as a means of building that lifetime of security their job did not
    provide. As the year 2010 approaches, many people who are already in a network
    marketing business will do exceptionally well as millions of baby boomers come their way.
  3. Individual retirement portfolios will be wiped out. Never in the history of the world have so
    many people bet their retirement years on the stock market. This is a recipe for financial
    disaster. By the year 2010, there is a strong possibility that the U.S. stock market may
    collapse, if it does not happen sooner.
  4. More people will wake up. Again as the year 2010 approaches, more people will wake up
    to the realisation that the industrial age is over and the rules of the world have changed
    forever. In the information age, the rules are that you had best be taking care of yourself.
  5. A world wakes up. By the year 2010, a new set of baby boomers will be rising up in Asia.
    As the economic boom shifts to Asia, people in an international network marketing
    business will be in a position to move with this trend, just as their friends and neighbours
    fear being downsized.
  6. The bust may never come. And maybe history will not repeat itself. Maybe expecting you job, the government, and the stock market to take care of you is the right thing to do. Maybe betting your future on luck rather than your own on-going education is the smart thing to do… but I don’t think so.

One of the beauties of some network marketing businesses is that the world is your territory. If
you have an international network marketing business, an economic bust can be just as good news to
you as an economic boom. And if you see all the booms and busts as good news, it is good news to
both your soul and your economic future.

These are just a few of the reasons I see the future of the network marketing industry only
getting brighter and brighter.

Why The Network Marketing Business Will Continue to Grow

In Summary

These are the steps I recommend following if you think a network marketing business is for
you.

  1. Decide to make changes in your life.
  2. Set a goal to stick with the business for 5 years, 2 years, 1 year or 6 months. My rich dad
    said, “The difference between a winner and a loser is defined by the finish line. A winner
    does not care if they cross the finish line in first or last place. All they care about is
    crossing the line. A loser quits before winning. A loser runs 95 yards of a 100 yard race
    everyday of their life.”
  3. Stick to the goal. Unsuccessful people change their minds once they have made up their
    minds. If you have decided to stay with it for let’s say a year, then for that year attend
    every event your sponsor recommends.
  4. Define the goal. Do you want to:
    Just earn a few more dollars a month?
    Replace your job’s income?
    Become rich, which is $1 million dollars income a year?
    Become ultra-rich, which is at least $1 million dollars income a month?
  5. Study like your life depended on it… because it does.
  6. Dream big… and never lose sight of your dream. Even if you never achieve your dream, it
    is far better to have a big dream and go for the dream, than to dream small and achieve a
    small dream. As my rich dad said, “The difference between a successful person and a very
    successful person is the size of their dreams.”

Who knows, maybe someday your dreams will come true… so they might as well be big ones!

The Business of the 21st Century by Robert Kiyosaki

The Business of the 21st Century by Robert Kiyosaki

1. The Rules Have Changed

a. Worst economic cycle we have been through for many in their entire lives.

b. “The rampant decline in gainful employment is a ravaging epidemic.”

c. Wake up, this is not news. It took all of this for people to realize their jobs were at risk. which they have been all along.

d. Corporate America is a 20th Century dinosaur, trembling at the edge of extinction.

e. “If you think social security or the stock market will be your retirement, you also believe in the Easter Bunny.” We are in the Information Age not Industrial Age so we must change our thinking.

f. “You can take charge of your future only when you take control of your income source. You need your own business.”

The Rules Have Changed

2. The Good News: this is the best time to start your business

a. Microsoft and Disney were both started during a recession as did more than half of the companies making up the Dow Jones Industrial Average. Why? People get creative and get out of their comfort zones.

b. “72% of all adult Americans would rather work for themselves than for a job, and 67% think about quitting their jobs regularly or constantly.” Fresno research firm Decipher

c. Paul Zane Pilzer said old thinking is get a job; too risky to start your own business. New thinking is totally opposite!

d. Being an employee is anything but normal. It is a recent phenomenon. starting in Industrial Age.

e. Thus, the myth of the 40 year plan. The US Federal Reserve statistic shows the average household net worth for entrepreneurs is FIVE TIMES that of conventional employees.

The Good News: this is the best time to start your business

3. Where do you live?

a. As Stephen Covey says, what is your ladder leaning against? Take time to examine where you are now and if it is where you want.

b. Examine where you are in the Cash Flow Quadrants.

c. Changing jobs is not changing quadrants.

Cash flow quadrant

d. Your quadrant also reflects your mind set. your core financial values.

1) E Quad: I am looking for a safe secure job with good pay and excellent benefits.

2) S Quad: If you want something done right, do it yourself.

3) B Quad: I am looking for the best people to join my team.

4) I Quad: What’s my return on investment.

e. If you want to be wealthy, you must change your “address.”

Where do you live?

4. Why do so many fail to pursue their dream of becoming an entrepreneur?

a. “It takes courage to discover, develop and donate your genius to the world.”

b. Your mind is infinite; it’s your doubts that limit you. Ayn Rand “Wealth is the product of man’s capacity to think.”

c. One reason you should want to create your own business is to gain your dignity back.

d. So changing quads is not enough. you need the skills, the training and the mindset.

Why do so many fail to pursue their dream of becoming an entrepreneur?

5. Take Control of your life

a. It does not take money, intelligence, degrees, social status, hard work, etc. It takes a dream, a lot of determination, a willingness to learn quickly, and an understanding of which sector you are in.

b. “We found that one business model stood out from the rest.”

1) It creates passive income.

2) Requires little cash investment to start up (with 90% failure rate in first year, why invest a lot!)

3) Very low overhead

4) Can be operated on part-time basis until can leave job Called network marketing and that’s what the rest of the book is about.

Take Control of your life

6. It’s not about income: it’s about building an asset that generates income

a. Asset versus liability is determined by cash flow. If it doesn’t make you money it is a liability.

b. A job is not an asset. When you work at a job you are building an asset. it is just not yours! Why spend all of your years working away at not building an asset. Add the fact that your income s an employee is taxed at the highest rate.

c. Networking: it is not about selling, or building an income source. It is about building a network.

It’s not about income: it’s about building an asset that generates income

7. Building a Networking Business is Building 8 Assets

1) A real-world business education

School does not teach you how to be successful in life, or understand finances. You need 3 types of education: school, professional and financial. MLM teaches you how to have money work for you versus you work for money.

B quadrant also requires you to develop these skills like no other quad:

Setting goals, Organizing a Plan of Action, Setting your Agenda, Managing your Time, and Executing a Clear Sequence of Productive Actions.

Tax advantages and Life Skills are two more critical areas of education gained in MLM.

BUSINESS EDUCATION

2) A profitable path of self-development

this business is about changing “who you are” for your business to grow you will need to grow as well. His riches to rags experience taught him how to be a millionaire. Each of us has a quitter and a loser in us. The reason most don’t achieve their goals in life is because they let the loser inside dominate. MLM supports the winner in you stand up and be counted! “Most people don’t have the ability to keep going, to handle disappointment and never lose sight of the visions of where they are going. That is thinking like an entrepreneur and that’s the single most important attribute you can learn from building your own network marketing business.”

A PROFITABLE PATH OF SELF-DEVELOPMENT

3) A circle of friends who share your dreams and values

  • Your current circle of friends may be a main reason you are being held back. Your friends in the E quadrant?
  • Do they have different values (love safety and security; fear risk)?
  • Do they see you in network marketing as nuts, or a sucker or making a huge mistake?

This has nothing to do with network marketing rather you are making a major shift in your life out of the leftside quadrants. Joining an MLM company gives you this group of people. a group that come from bold and strength and belief in themselves, in the future; willing to take risks, build teams and live their dreams together. John Kalench “You can’t fly with the eagles when you hang out with the turkeys.”

A CIRCLE OF FRIENDS WHO SHARE YOUR DREAMS AND VALUES

4) The power of your own network

“The power is not in the product; the power is in the network. If you want to be rich the best strategy is to find a way to build a strong, viable, growing network.” Metcalfe (founder of 3Com)

Metcalfe’s law: V=N2

This law means that as a network adds users, the value increases geometrically.

Industrial Age is about a controlling, central authority, power. Today, the business model is changing to a network and the networker can experience the power of Metcalfe’s law: massive leverage.

MLM is the fastest growing business model today but people don’t see it. they see a product they see an income stream but they miss the true value:the network.

Your job in network marketing is to communicate information, tell a great story and build a network. It is NOT TO SELL A PRODUCT.

THE POWER OF YOUR OWN NETWORK

5) A duplicable, fully scalable business

The key to success is not what you can do. it is what you can duplicate. Great salesmen usually fail. because they do not build others to be able to do what they can do. No duplication. People who try to be ingenious about networking fail.that is S quadrant thinking. You want to build your business in a way that virtually anyone can
duplicate. MLM used to be about great presenters. Not everyone can be a great presenter, but tools today give that capability. Today, no one needs to be a prolific presenter. learn how to master
the tools and you will build a fully scalable business. Your job is the human connection part. connect and invite.

A DUPLICABLE, FULLY SCALABLE BUSINESS

6) Incomparable Leadership skills

While many talk of “freedom, living your dreams, more time with family,” few people instill enough trust and inspiration to cause others to pursue those words and phrases.

Leadership: the ability to speak directly to other people’s spirits.

“All the other business skills are important ingredients. Leadership is the force that makes it all come together. Leadership is what builds great businesses.

INCOMPARABLE LEADERSHIP SKILLS

Great leaders are great storytellers.

A business that forgets how to tell its story is soon out of business. Leadership in B quad demands different skills. You must become a terrific storyteller. communication skills rank at the top.

“Network marketing tends to develop the type of leader who influences others by being a great teacher, teaching others to fulfill their life’s dreams by teaching others to go for their dreams.”

The four elements of leadership:

  • mental,
  • emotional,
  • physical and
  • spiritual

Traditional training for employees: only work on mental

7) A mechanism for genuine wealth creation

Grasp the difference between money and wealth. Why does the lottery winner get $3 million but 2 years later is broke again? Because he has no idea about wealth.

Wealth is not measured by income. it is measured by time: if you stopped working today, how long could you survive at your current lifestyle?

Rich people work not for income but rather to build wealth. Kiyosaki’s 4 step process to Financial Freedom:

  • (1) Build a business (takes 2-5 years)
  • (2) Reinvest in your Business Tools, training, traveling…too many networkers start making money and then quit their other jobs. All you have done is replace your job with another. This is a mistake.
  • (3) Invest in Real Estate Idea: use income to buy other income producing assets
  • (4) Let your assets buy luxuries
A MECHANISM FOR GENUINE WEALTH CREATION

8) Big dreams and the capacity to live them

MLM supports people to dream BIG. Other businesses temper your dreams. Instead of “I can’t afford it,” it becomes “How can I afford it?”

When you get in the habit of asking the second question, you train yourself to dream bigger and bigger. Look at your naysayers. notice that with virtually all of them they have already given up on their dreams.

BIG DREAMS AND THE CAPACITY TO LIVE THEM

Five kinds of dreamers:

  • (1) those who dream in the past Believe their greatest achievements are behind them…they are no longer living. To get back into life, rekindle a dream.
  • (2) those who only dream small dreams Because they only have limited confidence…but then rarely even reach their small dreams. They rather live small.
  • (3) those who achieve a dream and then get bored Time for a new dream!
  • (4) those who dream big dreams, but with no plan on how to go about achieving them, so end up with nothing. Typically because they try to do it alone. Find a team. rarely does anyone do it alone.
  • (5) those who dream big, achieve those dreams, and go on to dream even bigger dreams. Broke is a temporary condition. Poor is a state of mind. Thoreau in Walden, “I learned this, at least by my experiment: that if one advances confidently in the direction of his dreams, and endeavors to live the life which he has imagined, he will meet with a success unexpected in common hours.”

8. Network Marketing is a business where women excel

a. “The supporting, nurturing, coaching relationship of a network marketing sponsor to her growing network of apprentice networkers is the kind of relationship and interaction in which women excel.”

b. Statistics:

  • 47% of women over 50 are single
  • Women’s retirement income is less than men’s because they on the average spend 14.7 years away form the workforce while men 1.6 years.
  • Women are expected to live an average of 7-10 years longer than men so they must take care of themselves those extra years. With baby boomers, married women are predicted to outlive their husbands by up to fifteen years.
  • Of the elderly living in poverty, 75% are women.
  • Approximately 7 out of 10 women will at some time live in poverty.

c. Women must take control of their finances today more than ever.

d. Networking is totally suited as a woman’s business due to its flexibility.

e. To be successful in your life, you have to really look at your life and ask “What is it that is so meaningful to me that I have to have it in
my life?”

For Kim, it was her burning desire to be in business for herself, not answer to a boss, and be in control of her finances. It took her 10 years. For each woman, it is something unique to you. find it and don’t let it go!

Network Marketing is a business where women excel

9. Your future starts NOW

a. Choose wisely When choosing a company,

  • 1) What are their training/educational commitments both giving you a plan and training skills in leadership/self development.
  • 2) Quality and uniqueness of product (“buzz”; create passion).
  • 3) Must have a comp plan that allows you to create income.
  • 4) Who is running the ship? Need visionary.

b. What it takes

What it does not take:

education, a degree, great salesman, quit your job, good with numbers

What it takes:

  • Be honest with yourself. am I willing to go outside my comfort zone?
  • Are you highly self-motivated?
  • Do I have the right attitude?
  • Are you teachable, ready and willing to grow?

Time.it is the ones in E and S quad who most often get caught up in the get rich quick schemes
Your MLM company won’t fire you so don’t fire
yourself.

Use the Five year plan rule: to master anything it takes 10,000 hours (5 years at 8 hours per day/5 per week. Give yourself a chance to unlearn

c. Living the life

It is not money, gold stocks etc. that makes you rich; it is what you know about money, gold, stocks, real estate that makes you rich. “Ultimately it is your financial intelligence that
makes you rich.”

Three ways to live:

  • 1) Living in Fear…”not enough money”
  • 2) Living in Anger and Frustration…working everyday and angry you “have to work”
  • 3) Living in joy, peace and contentment having enough money/income streams to never have to even think about whether it is coming in or not.

d. MLM is an equal opportunity business

Wealth is not a zero sum game. it can be for everyone. It is not about holding some down, it is not a limited resource.

“By its very nature and design, network marketing is a strikingly fair, democratic, socially responsible system of
generating wealth.”

The method you choose to become rich, by greed or by abundance and generosity, is really just a reflection of the core values inside you. Network marketing is not for the greedy since it is all about supporting others to achieve their dreams.

“Today, many network marketing companies are spreading peace through economic opportunity all over the world.”

Traditional work model: only works where people have money and can buy. Network marketing gives the opportunity to all, no matter what their plight is today.

Your future starts NOW

“It is time that people all over the world had an equal opportunity to enjoy a rich and abundant life, rather than spend their lives working hard only to make the rich richer.”

Also Read: best network marketing company in India that will make you rich in 21st century

CLARITY IS EVERYTHING

There is a story of a hunter who goes to the edge of the woods, closes his eyes, and shoots his rifle into the forest. He then turns to his friend and says, “I sure hope something good runs into that!”


That is how too many people live their lives. They throw themselves at life, like a dog chasing a passing car, seldom catching anything. Most people go through their lives without goals, doing the best they can and just hoping something good will happen to them. But hope is not a strategy. It is a recipe for
failure, if not disaster.achieve

For you to maximize your time, to enjoy the greatest quantity and quality of riches and rewards, you need to take time regularly to think about your goals, especially when you’re experiencing turbulence and rapid change. You need to become intensely goal oriented. Setting goals, making plans, and organizing your life around the things you really want to do and have are the greatest time management tools of all.

Goal setting and personal strategic planning require that you step back and take some time off, away from interruptions and distractions. You then answer several key questions to ensure that what you are doing on the outside is consistent with the person you are on the inside and in harmony with what you really want to achieve.

The Seven Rs of Superior Thinking

The Seven R’s of Superior Thinking

Sometimes, the simplest ideas can jar your thinking and cause you to see your situation in a completely different way. The key is for you to always be open to the possibility that whatever you are doing, you could be completely wrong.
There could be a completely different and better way to do almost anything, and there usually is.

There are seven tools you can use to increase your flexibility and your mental agility.

1. Rethinking

This requires that you stop the clock, take a time-out, and stand back to look at your situation objectively. Ask yourself three questions:

  • What am I trying to do?
  • How am I trying to do it?
  • Could there be a better way?

Whenever you experience frustration or resistance of any kind in your attempt to achieve your goals, step back and ask yourself these three questions.

Very often you will find that what you are trying to do is not the correct thing to do, or it is not as important as it used to be. You may find that the way you are trying to do it is not working. And by asking if there could be a better way, you open your mind to an infinite number of possibilities, because there is almost always a better way.

2. Reevaluating

Practice zero-based thinking, and consider the possibilities of
doing things completely differently.

Whenever you are not happy with an ongoing situation, ask yourself, “If I were not now in this situation, knowing what I now know, would I get into it again today?”

If the answer is no, how do you get out of it, and how fast?

3. Reorganizing

Look for ways to increase the efficiency and effectiveness of your operations by moving people and resources around and by deploying them in different ways.

  • What are your most important goals in your work and business right now? Have they changed?
  • Who are your most important, valuable, and productive people?
  • How can you reorganize your work so that your best and most productive people are focused on your most important goals and greatest opportunities?

4. Restructuring

This involves moving your people and resources into the 20 percent of activities that can account for 80 percent of your results.

  • What are the 20 percent of results that account for 80 percent of the income and profits of your business?
  • What are the top 20 percent of your activities that account for 80 percent of your total results?
  • Who are the top 20 percent of your staff who produce 80 percent of the total results?

In business, your primary concern should be revenue generation. Move your very best people into those areas where they can have the greatest positive effect on generating more revenue for your company.

5. Reengineering

Continually seek ways to simplify your work and life by delegating, outsourcing, downsizing, or eliminating certain activities.

  • What activities or processes can you simplify and streamline so they can be done faster and with less time and money?
  • What activities can you delegate to others or outsource to specialist companies?
  • What activities could you eliminate altogether with no real loss of productivity, sales, or profitability?

Each time you ask one of these questions, you will stimulate your creativity and get answers that you can apply to streamline your business and get more and better results, faster and cheaper.

6. Reinventing

Continually imagine what you would do differently if you were starting over again today.

  • Imagine starting your business or department over again today.What would you do differently?
  • What would you do more of?
  • What would you do less of?
  • What would you start doing that you are not doing right now?
  • What would you stop doing altogether?

These questions will give you ideas and insights every time you ask them. What should you do more of, less of, start, or stop?

7. Regaining control

This requires that you take specific action in your work and business based on your answers to the prior six R’s.

  • What one action are you going to take immediately regarding your own personal work and activities?
  • What one action are you going to take immediately regarding your staff?
  • What one action are you going to take immediately regarding the business itself?

In each case, imagine that you have no limits. Imagine that you have all the time and money, all the talents and abilities, all the friends and contacts, and all the resources you need to be, do, or have anything in your business or personal life.

Goals! How to Get Everything You Want – Faster Than You Ever Thought Possible by Brian Tracy

Goals! How to Get Everything You Want – Faster Than You Ever Thought Possible by Brian Tracy

You have now learned perhaps the most comprehensive strategy for setting and achieving goals that has ever been put together in one book. By practicing these rules and principles, you can accomplish more in the coming months and years than most people accomplish in a lifetime. The most important quality you can develop for lifelong success is the habit of taking action on your plans, goals, ideas and insights. The more often you try, the sooner you will triumph. There is a direct relationship between the number of things you attempt and your accomplishments in life. Here are the 21 steps for setting and
achieving goals, and for living a wonderful life.

1. Unlock Your Potential

Always remember that your true potential is unlimited. Whatever you have accomplished in
life up to now has only been a preparation for the amazing things you can accomplish in the future.

“The potential of the average person is like a huge ocean unsailed, a new continent unexplored, a world of possibilities waiting to be released and channeled toward some great good.”

Brian Tracy

Unlock Your Potential:

1. Imagine that you have the inborn ability to achieve any goal you could ever set for yourself. What do you really want to be, have and do?

2. What are the activities that give you your greatest sense of meaning and purpose in life?

3. Look at your personal and work life today and identify how your own thinking has created your world. What should you, could you change?

4. What do you think and talk about most of the time, what you want, or what you don’t want?

5. What is the price you will have to pay to achieve the goals that are most important to you?

6. What one action should you take immediately as the result of your answers to the above questions?

Unlock Your Potential

2. Take Charge of Your Life

You are completely responsible for everything you are today, for everything you think, say
and do, and for everything you become from this moment forward. Refuse to make excuses or to blame others. Instead, make progress toward your goals every.

“A man, as a general rule, owes very little to what he is born with – a man is what he makes of himself.”

Alexander Graham Bell

Take Charge of Your Life

1.Identify your biggest problem or source of negativity in life today. In what ways are you responsible for this situation?

2. See yourself as the President of your own company. How would you act differently if you owned 100% of the shares?

3. Resolve today to stop blaming anyone else for anything and instead accept complete responsibility in every area of your life. What actions should you be taking?

4. Stop making excuses and start making progress. Imagine that your favorite excuses have no basis in fact, and act accordingly.

5. See yourself as the primary creative force in your own life.You are where you are and what you are because of your own choices and decisions. What should you change?

6. Resolve today to forgive anyone who has ever hurt you in any way. Let it go. Refuse to discuss it again. Instead, get so busy working on something that is important to you that you don’t have time to think about it again.

Take Charge of Your Life

3. Create Your Own Future

Imagine that you have no limitations on what you can do, be or have in the months and years ahead. Think about and plan your future as if you had all the resources you needed to create any life that you desire.

“You will become large as your controlling desire; or as great as your dominant aspiration.”

James Allen

Create Your Own Future:

1.Imagine that there is a solution to every problem, a way to overcome every limitation, and no limit on your achieving every goal you can set for yourself. What would you do differently?

2. Practice “back from the future thinking.” Project forward five years and look back to the present. What would have to have happened for your world to be ideal?

3. Imagine your financial life were perfect in every way. How much would you be earning? How much would you be worth? What steps could you take, starting today, to make these goals a reality?

4. Imagine your family and personal life was perfect. What would it look like? What should you start doing more of, or less of, starting today?

5. Plan your perfect calendar. Design your year from January to December as if you had no limitations. What would you change, starting today?

6. Imagine that your levels of health and fitness were perfect in every way. What could you do, starting today, to make your vision for yourself into a reality?

Create Your Own Future

4. Clarify Your Values

Your innermost values and convictions define you as a person. Take the time to think through what you really believe in and care about in each area of your life. Refuse to deviate from what you feel is right for you.

“One universe made up of all that is: and one God in it all, and one principle of being, and one law, the reason shared by all thinking creatures, and one truth.”

Marcus Aurelius

Clarify Your Values:

1.Make a list of your 3-5 most important values in life today. What do you really believe in, and stand for?

2. What qualities and values are you best known for today among the people who know you?

3. What do you consider to be the most important values guiding your relationships with others in your life?

4. What are your values regarding money and financial success? Are you practicing these values daily?

5. Describe your picture of an ideal person, the person you would most want to be, if you had no limitations?

6. Write your own obituary, to be read to your friends and family at your funeral, exactly as you would like to be remembered.

7. What one change could you make in your behavior today that would help you to live in greater harmony with your values?

Clarify Your Values

5. Determine Your True Goals

Decide for yourself what you really want to accomplish in every area of your life. Clarity is essential for happiness and high performance living.

“Realize what you really want. It stops you from chasing butterflies and puts you to work digging gold.”

William Moulton Marsden

Determine Your True Goals:

1.Write down your three most important goals in life right now.

2. What are your three most pressing problems or worries right now?

3. If you won a million dollars cash, tax free, tomorrow, what changes in your life would you make immediately?

4. What do you really love to do? What gives you the greatest feelings of value, importance and satisfaction?

5. If you could wave a magic wand over your life and have anything you wanted, what would you wish for?

6. What would you do, how would you spend your time, if you only had six months left to live?

7. What would you really want to do with your life, especially if you had no limitations?

Determine Your True Goals

6. Decide Upon Your Major Definite Purpose

You need a central purpose to build your life around. There must be a single goal that will help you to achieve your other goals more than any other. Decide what it is for you and work on it all the time.

“There is one quality which one must possess to win, and that is definiteness of purpose, the knowledge of what one wants, and a burning desire to possess it.”

Napoleon Hill

Decide Upon Your Major Definite Purpose:

1.What one great thing would you dare to dream if you knew you could not fail?

2. Make a list of ten goals you would like to achieve in the months and years ahead, in the present tense. Select the one goal from that list that would have the greatest positive impact on your life.

3. Determine how you will measure progress and success in the achieving of this goal. Write it down.

4. Make a list of everything you can think of to do that will move you toward your goal. Take action on at least one thing immediately.

5. Determine the price you will have to pay in additional work, time and commitment to achieve your goal, and then get busy paying that price.

Decide Upon Your Major Definite Purpose

7. Analyze Your Beliefs

Your beliefs about your own abilities, and about the world around you, will have more of an impact on your feelings and actions than any other factor. Make sure that your beliefs are positive and consistent with achieving everything that is possible for you.

“The only thing that stands between a man and what he wants from life is often merely the will to try it and the faith to believe that it is possible.”

Richard M. DeVos

Analyze Your Beliefs:

1.“Act as if!” If you were one of the most competent and highly respected people in your field, how would you think, act and feel differently from today?

2. Imagine that you have a “golden touch” with regard to money. If you were an extremely competent money manager, how would you handle your finances?

3. Identify the self-limiting beliefs that could be holding you back. How would you act if they were completely untrue?

4. Select a belief that you would most like to have about yourself at a deep inner level. Pretend as if you already believe this to be true about you.

5. Look into the most difficult situation you are dealing with right now. What valuable lessons does it contain that can help you to be better in the future?

Analyze Your Beliefs

8. Start At The Beginning

Do a careful analysis of your starting point before you set off toward the achievement of your goal. Determine your exact situation today and be both honest and realistic about what you want to accomplish in the future.

“Your problem is to bridge the gap between where you are now and the goals you intend to reach.”

Earl Nightingale

Start At The Beginning:

1.Determine the reality of your current situation relative to your major goals. Where are you now, and how far do you have to go?

2. Apply the zero based thinking principle to every area of your life. What are you doing today that you wouldn’t get into again if you had it to do over, knowing what you now know?

3. Do a complete financial analysis of your life. How much are you earning today, and how much are you worth? What are your goals in these areas?

4. Do a complete skills analysis on yourself and your work. Where are you good? Where do you need to improve?

5. Determine exactly how much you earn each hour, and what it is you do to earn that amount. What do you have to do to increase your hourly rate in the months ahead?

6. Imagine your future was perfect in every way. What would have to happen to make that vision a reality?

Start At The Beginning

9. Measure Your Progress

Set clear benchmarks, measures, metrics and scorecards for yourself on the road to your
goals. These measures help you to assess how well you are doing and enable you to make necessary adjustments and corrections as you go along.

“There is no road too long to the man who advances deliberately and without undue haste; there are no honors too distant to the man who prepares himself for them with patience.”

Jean de la Bruyere

Measure Your Progress:

1.Determine a single measure that you can use to grade your progress and success in each area of life. Refer to it daily.

2. Determine the most important part of your job as it affects your income, and measure your daily activities in that area.

3. Set a minimum, specific amount for daily, weekly, monthly saving and investment, and discipline yourself to put away
those amounts.

4. Break every large goal down into measurable, controllable parts, and then focus on accomplishing each part on a fixed deadline.

5. Make it a game with yourself to set benchmarks, measures, scorecards, targets and deadlines for every goal, and then focus on those numbers and dates. The goals will take care of themselves.

6. Resolve to accomplish at least one specific part of a larger goal each day, and never miss a day.

Measure Your Progress

10. Remove The Roadblocks

Success boils down to the ability to solve problems and remove obstacles on the path
to your goal. Fortunately, problem solving is a skill you can master with practice, and thereby achieve your goals faster than you ever thought possible.

“The person interested in success has to learn to view failure as a healthy, inevitable part of the process getting to the top.”

Joyce Brothers

Remove the Roadblocks:

1.Identify a major goal and then ask, “Why aren’t I there already? What is holding me back?” List everything you can think of.

2. Look into yourself and face the possibility that it is your own fears and doubts that are your biggest roadblocks to success.

3. Identify the constraint or limiting factor, in yourself or the situation, that sets the speed at which you achieve your goal.

4. Develop several definitions of your major problem or obstacle. Ask, “What else is the problem?”

5. Define your best solution as a goal, set a deadline, make a plan of action and then get busy on your plan. Work on it every day until the problem is solved or the obstacle is removed.

Remove The Roadblocks

11. Become An Expert In Your Field

You have within you, right now, the ability to be one of the very best at what you do, to join the top 10% in your field. Set this as a goal, work on it every day, and never stop working at it until you get there.

“The uncommon man is merely the common man thinking and dreaming of success and in more fruitful areas.”

Melvin Powers

Become An Expert In Your Field:

1.Resolve to day to join the top 10% of people in your field. Make a lifelong commitment to excellence.

2. Identify the key result areas of your job, the things you “absolutely, positively” have to do well to be successful in your field.

3. Identify your weakest key area and start a “do-it-to-yourself” project to become excellent in that area.

4. Determine the additional knowledge you will need to get to the top of your field and then develop a plan to acquire that knowledge.

5. Dedicate yourself to lifelong learning. Read, listen to audio programs, attend courses and seminars, and then put what you learn into action as quickly as you can.

Become An Expert In Your Field

12. Associate With The Right People

Your choices of people with whom to live, work and socialize will have more of an effect on your success than any other factor. Resolve today
to associate only with people you like, respect and admire. Fly with the eagles if you want to be an eagle yourself.

“Your outlook upon life, your estimate of yourself, your estimate of your value are largely colored by your environment. Your whole career will be modified, shaped molded by your surroundings, by the character of the people with whom you come in contact every day.”

Orison Swett Marden

Associate With The Right People:

1.Make a list of the most important people in your work and business life. Develop a plan to help each person in some way.

2. Make a list of the most important people in your personal life. Determine the kind of relationships you want to have with them, and what you will have to do to achieve them.

3. Identify the groups and organizations in your community and your field that it would be helpful to you to join. Phone today and arrange to attend the next meeting.

4. Make a list of the top people in your community, or in your field, and make a plan to get to know them personally.

5. Look for every opportunity to expand your social and business circle. Send people letters, cards, faxes and emails. Build bridges at every opportunity.

Associate With The Right People

13. Make a Plan Of Action

An ordinary person with a well thought-out plan will run circles around a genius without one. Your ability to plan and organize in advance will enable you to accomplish even the biggest and most complex goals.

“Thoroughness characterizes all successful men. Genius is the art of taking infinite pains…All great achievement has been characterized by extreme care, infinite painstaking, even to the minutest detail. “

Elbert Hubbard

Make A Plan Of Action:

1. Make a list of everything that you can think of that you will have to do to achieve your goal. Leave nothing out.

2. Organize your list by priority; what is the most important task or activity? The second most important? And so on.

3. Organize your list by sequence; what must be done before something else can be done?

4. Determine how much time and money it will take to achieve your goal or complete your task. Do you have the time and resources necessary for success?

5. Revisit and revise your plan regularly, especially when you get new information, or things are not going as you had expected. Be prepared to change if you need to.

Make a Plan Of Action

14. Manage Your Time Well

Learn how to double and triple your productivity, performance and output by practicing
practical and proven time management principles. Always set priorities before you begin, and then concentrate on the most valuable use of your time.

“Time slips through our hands like grains of sand, never to return again. Those who use time wisely are rewarded with rich, productive and satisfying lives.”

Robin Sharma

Manage Your Time Well:

1. Make a list of everything you would like to be, do or have in the months and years ahead. Analyze your list and select those items that can have the greatest possible consequences on your life.

2. Make a list of everything you have to do the next day the evening before. Let your subconscious mind work on your list while you sleep.

3. Organize your list by priority using the 80/20 Rule and the ABCDE Method. Separate the urgent from the non-urgent and the important from the non-important, before you begin.

4. Select the most important task, the one with the greatest possible consequences for completion or non-completion, and circle it, making it your A-1 job.

5. Begin immediately on your most important task and then discipline yourself to concentrate single-mindedly on this one task until it is 100% complete.

Manage Your Time Well

15. Review Your Goals Daily

Take time every day, every week, every month to review and reevaluate your goals and objectives. Make sure that you are still on track and that you
are still working toward things that are important to you. Be prepared to modify your goals and plans with new information.

“It is a psychological law that whatever we wish to accomplish we must impress on the subjective or subconscious mind.”

Orison Swett Marden

Review Your Goals Daily:

  1. Get yourself a spiral notebook this very day and write down 10-15 goals that you would like to achieve in the foreseeable future.

2. Create a set of 3×5 index cards with your goals written out in the positive, personal, present tense to carry with you wherever you go.

3. Visualize and imagine your goals as they would be when you have achieved them each night before you go to sleep.

4. Think of three things you could do to achieve each of your goals. Always think in terms of specific actions you could take.

5. Discipline yourself to rewrite your goals every day, without reviewing your previous list, until you become absolutely convinced that achieving your goals is inevitable.

Review Your Goals Daily

16. Visualize Your Goals Continually

Direct the movies of your mind. Your imagination is your preview of your life’s coming attractions. Repeatedly “see” your goals as if they already
existed. Your clear, exciting mental images activate all your mental powers and attract your goals into your life.

“Cherish your visions and your dreams as they are the children of your soul; the blueprints of your ultimate achievements.”

Napoleon Hill

Visualize Your Goals Continually:

1.Project forward and imagine that your life was perfect in every respect. What would it look like? Whatever your answer, imagine this picture regularly.

2. Cut out pictures of the things you would like to have and the person you would like to be in the future. Look at these pictures and think about what you could do to make them into realities.

3. Practice mental rehearsal before every event of importance. See yourself in your mind’s eye as performing at your very best in everything you do or attempt.

4. Continually feed your mind with clear, exciting, emotional pictures. Remember, your imagination is your preview of life’s coming attractions

5. Design your own dream house, dream business or dream career. Write down every ingredient it would have if it were perfect in every respect. Visualize this as a reality every day.

Make the process of visualization a regular part of your life. Invest the time regularly to create exciting mental pictures of yourself and your life exactly as you want them to be. Then, have complete faith that your pictures will materialize exactly when you are ready.

Visualize Your Goals Continually

17. Activate Your Superconscious Mind

You have within you and around you an incredible power that will bring you everything and anything you want or need. Take the time
regularly to tap into this amazing source of ideas and insights for goal attainment.

“The subjective mind is entirely under the control of the objective mind. With the utmost fidelity, it works to its final consequence whatever the subjective mind impresses upon it.”

Thomas Troward

Activate Your Superconscious Mind:

1.Think back over your life and recall a time when you had a superconscious experience that solved a problem or enabled you to achieve a goal. Reflect on the process and think about how you can duplicate it.

2. Select your most important goal, your major definite purpose, and visualize it clearly, over and over, with complete confidence that it will materialize at exactly the right time for you.

3. Begin the daily practice of solitude and meditation. During this time, just let your mind relax and float from subject to subject until exactly the right answer to the right question
pops into your mind.

4. Make it a practice to take action on a superconscious idea as soon as it comes into your mind. Don’t hesitate. Have complete faith that only the best can happen when you trust in this power.

5. Try to solve your problem with single-minded concentration, and it that doesn’t work, get your mind busy elsewhere. At exactly the right time, the ideal solution will emerge from your intuition or appear in your life.

Your superconscious mind works for you in direct proportion to your complete trust and confidence in it. Practice letting go on a regular basis and wait patiently until exactly the right answer comes to you, at exactly the right time.

Activate Your Superconscious Mind

18. Remain Flexible At All Times

Be clear about your goal but be flexible about the process of achieving it. Be constantly open
to new, better, faster, cheaper ways to achieve the same result, and if something is not working, be willing to try a different approach.

“When I have finally decided that a result is worth getting, I go ahead on it and make trial after trial until it comes.”

Thomas Edison

Remain Flexible At All Times:

1.Regularly ask yourself the question, “What do I really, really want to do with my life?” and then make sure that your current goals and activities are in harmony with your answer.

2. Be completely honest and realistic with your life and goals. Resolve to see the world as it is, not as you wish it were, or could be. What changes does this practice suggest?

3. Be willing to admit, in each area of your life where you experience stress or resistance, that you could be wrong, or that you have made a mistake. Resolve today to cut your losses wherever possible.

4. If the situation has changed, or you have new information, be willing to change your mind and make a new decision based on the facts as they exist today. Refuse to persist in a course of
action that does not make good sense.

Look into each problem or obstacle you face and seek the valuable lesson or benefit it contains. Should you change your direction or course of action based on new information or experience? If so, do it now.

Remain Flexible At All Times

19. Unlock Your Inborn Creativity

You have more creative ability to solve problems and come up with new and better ways for goal attainment than you have ever used. You are
a potential genius. You can tap into your intelligence to overcome any obstacle and achieve any goal you can set for yourself.

“Make every thought, every fact, that comes into your mind pay you a profit. Make it work and produce for you. Think of things not as they are but as they may be. Don’t merely dream but create!”

Robert Collier

Unlock Your Inborn Creativity:

1.Select your most important goal, or biggest problem, and write it at the top of a sheet of paper as question. Then discipline yourself to generate 20 answers to that question, and implement one of those answers immediately.

2. Approach every problem systematically by defining it clearly, developing possible solutions, making a decision and then implementing the solution as soon as possible.

3. Think on paper. Write down every detail of a problem or goal and look for simple, practical ways to solve the problem or achieve the goal.

4. Identify the best and worst things that could happen to you in the months ahead. Determine what you could do to reduce the effects of the worst outcomes and maximize the benefits or
likelihood of the best possible outcomes.

You are only as free as your options. Develop a plan B for every important area of your business and personal life.

Unlock Your Inborn Creativity

20. Do Something Every Day

Use the “Momentum Principle of Success” by getting started toward your goal and then doing
something every day that moves you closer to what you want to accomplish. Action orientation is essential to your success.

“My success evolved from working hard
at the business at hand every day.”

Johnny Carson

Do Something Every Day:

1.Resolve today to pick up the pace in your life. Move faster from task to task. Walk quickly. Develop a higher tempo of activity.

2. Imagine you were going away tomorrow for a month and you had to get caught up on everything before you left. Work as hard and as fast as you do just before you leave for vacation.

3. Practice tight time planning. Imagine that you only had half the time available to get the job done and work with a sense of urgency all day long.

4. Continually ask for more responsibility, and when you get it, complete the task quickly and well. This one habit will continually open doors of opportunity for you.

From now on, resolve to get up one hour earlier and get going immediately. Work through lunchtime and coffee breaks. Stay an hour
later to get caught up and ready for the next day. These additions will double your productivity and put you onto the fast track in your career.

Do Something Every Day

21. Persist Until You Succeed

In the final analysis, your ability to persist longer than anyone else is the one quality that will
guarantee great success in life. Persistence is self-discipline in action, and is the true measure of your belief in yourself. Resolve in advance that you will never, never give up!

“Few things are impossible to diligence and skill; great works are performed not by strength, but by perseverance.”

Samuel Johnson

Persist Until You Succeed:

1.Identify the biggest challenge or problem facing you today on the way to achieving your biggest goal. Imagine that it has been sent to test your resolve and desire. Decide that you will never give up.

2. Think back over your life and identify the occasions where your determination to persist was the key to your success. Remind yourself of those experiences whenever you face difficulties or discouragement of any kind.

3. Resolve in advance that, as long as you intensely desire your goal, you will never give up until you achieve it.

4. Look into every problem, difficulty, obstacle or setback for the seed of an equal or greater benefit or opportunity. You will always find something that can help you.

5. In every situation, resolve to be solution oriented and action oriented. Think always in terms of the things you can do right now to solve your problems or achieve your goals, and then
get started! Never give up.

Persist Until You Succeed

There they are, the twenty-one most important principles of goal setting and goal achieving ever discovered. Your regular review and practice of these principles will enable you to live an extraordinary life. Nothing can stop you now.

Good luck!

14 steps of GOALS settings! How to get everything you want faster

14 steps of GOALS settings! How to get everything you want faster

“The primary reason for failure is that people do not develop new plans to replace those plans that didn’t work.”

Napoleon Hill

The three turning points in my life were these: First, I discovered that I was responsible for my life, and for everything that hap- pened to me. I learned that this life is not a rehearsal for some- thing else. This is the real thing.

In every study of successful people, the acceptance of personal responsibility seems to be the starting point. Before that, nothing happens. After you accept complete responsibility, your whole life begins to change.

The second turning point for me, which came when I was 24 years old, was my discovery of goals. Without really knowing what I was doing, I sat down and made a list of 10 things I wanted to accomplish in the foreseeable future. I promptly lost the list. But 30 days later, my whole life had changed. Almost every goal on my list had already been achieved or partially achieved.

The third turning point in my life came when I discovered that “You can learn anything you need to learn to accomplish any goal you can set for yourself.” No one is smarter than you and no one is better than you. All business skills, sales skills and moneymaking skills are learnable. Everyone who is good in any area today was once poor in that area. The top people in every field were at one time not even in that field and didn’t even know that that field existed. And what hundreds of thousands of other people have done, you can do as well.

The Goal-Setting Process

1. Decide exactly what you want in every key area of your life.

Start off by Idealizing. Imagine that there are no limitations on what you can be, have or do.
Imagine that you have all the time and money, all the friends and contacts, all the education and experience that you need to accomplish any goal you can set for yourself.
Imagine that you could wave a magic wand and make your life perfect in each of the four key areas of life. If your life was perfect in each area, what would it look like?

  • 1. INCOME – how much do you want to earn this year, next year and five years from today?
  • 2. FAMILY – what kind of a lifestyle do you want to create for yourself and your family?
  • 3. HEALTH – how would your health be different if it was perfect in every way?
  • 4. NET WORTH – how much do you want to save and accumulate in the course of your working lifetime?

Three Goal Method – in less than 30 seconds, write down your three most important goals in life, right now. Write quickly. Whatever your answer to this “Quick List Method” way of writing three goals it is probably an accurate picture of what you really want in life.

2. Write it down.

Your goals must be in writing. They must be clear, specific, detailed and measurable. You must write out your goals as if you were placing an order for your goal to be manufactured in a factory at a great distance. Make your description clear and detailed in every sense.

Only 3% of adults have written goals, and everyone else works for them.

3. Set a deadline.

Your subconscious mind uses deadlines as “forcing systems” to drive you, consciously and unconsciously toward achieving your goal on schedule. If your goal is big enough, set sub-deadlines. If you want to achieve financial independence, you may set a 10 or 20-year goal, and then break it down, year by year, so that you know how much you have to save and invest each year. If for some reason you don’t achieve your goal by the deadline, simply set a new deadline. There are no unreasonable goals, only unreasonable deadlines.

4. Identify the obstacles that you will have to overcome to achieve your goal.

Why aren’t you already at your goal?

The Theory of Constraints – there is always one limiting factor or constraint that sets the speed at which you achieve your goal. What is it for you?

The 80/20 Rule applies to constraints. Fully 80% of the reasons that are holding you back from achieving your goal are inside yourself. They are the lack of a skill, a quality or a body of knowledge. Only 20% of the reasons you are not achieving your goal are on the outside. Always start with yourself.

5. Identify the knowledge, information and skills you will need to achieve your goal.

Especially, identify the skills that you will have to develop to be in the top 10% of your field.

Greatest Discovery: Your weakest key skill sets the height of your income and your success. You can make more progress by going to work on the one skill that is holding you back more than any other.

Key Question: “What one skill, if you developed and did it in an excellent fashion, would have the greatest positive impact on your life?”

What one skill, if you developed and did it consistently, in an excellent fashion, would help you the most to achieve your most important goal? Whatever the skill, write it down, make a plan and work on it every single day.

Only 20% of the reasons you are not achieving your goal are on the outside. Always start with yourself.

6. Identify the people whose help and cooperation you will require to achieve your goal.

Make a list of every person in your life that you will have to work with or work around to achieve your goal. Start with the members of your family, whose cooperation and support you will require. List your boss, coworkers and subordinates. Especially, identify the customers whose support you will need to sell enough of your product or service to make the kind of money that you want.

Once you have identified the key people whose help you will require, ask yourself this question, “What’s in it for them?” Be a “go-giver” rather than a “go-getter.”

To achieve big goals you will have to have the help and support of lots of people. One key person at a certain time and place in your life will make all the difference. The most successful people are those who build and maintain the largest networks of other people whom they can help and who can help them in return.

7. Make a list of everything you will have to do to achieve your goal.

Combine the obstacles that you will have to overcome, the knowledge and skills you will have to develop, and the people whose cooperation you will require. List every single step that you can think of that you will have to follow to ultimately achieve your goal.

As you think of new items, add them to your list until your list is complete.

When you make out a list of all the things you will need to do to achieve your goal, you begin to see that this goal is far more attainable than you thought. “A journey of a thousand miles begins with a single step.” You can build the biggest wall in the world one brick at a time.

8. Organize your list into a plan. You organize this list by arranging the steps that you have identified by sequence and priority.

Sequence – what do you have to do before you do something else, and in what order? Priority – what is more important and what is less important?

The 80/20 Rule says that 80% of your results will come from 20% of your activities. The 20/80 Rule says that the first 20% of time that you spend planning your goal and organizing your plan will be worth 80% of the time and effort required to achieve the goal. Planning is very important.

9. Make a plan. Organize your list into a series of steps from the beginning all the way through to the completion of your goal.

When you have a Goal and a Plan, you increase the likelihood of achieving your goals by 10 times, by 1000%!

  • Plan each day, week and month in advance.
  • Plan each month at the beginning of the month.
  • Plan each week the weekend before.
  • Plan each day the evening before

The more careful and detailed you are when you plan your activities, the more you will accomplish in less time. The rule is that each minute spent in planning saves 10 minutes in execution. This means that you get a 1000% return on your investment of time in planning your days, weeks and months in advance.

10. Select your number one, most important task for each day.

Set priorities on your list using the 80/20 Rule.
Ask yourself this question: “If I could only do one thing on this list, which one activity is most important?” Whatever you answer to that question, put a number “1” next to that activity.

Then, ask yourself, “If I could only do one other task on this list, which one task would be the most valuable use of my time?” Then write a number “2” next to that task.

Keep asking this question, “What is the most valuable use of my time on this list?” until you have your seven top tasks, organized by sequence and priority.

Here is another question you can ask, “If I could only do one thing all day long, which one activity would contribute the most value to my work and to my goals?”

Focus and Concentration are the keys to success. Focus means that you know exactly what it is that you want to accomplish and concentration requires that you dedicate yourself to doing only those things that move you toward your goal.

The rule is that each minute spent in planning saves 10 minutes in execution.

11. Develop the habit of self-discipline.

Once you have decided on your most important task, resolve to concentrate single-mindedly on that one task until it is 100% complete.

Your ability to select your most important task and then to work on it single mindedly, without diversion or distraction, will double and triple the quality and quantity of your output and your productivity.

Single Handling is one of the most powerful of all time management techniques. This means that when you start with the task, you avoid all distractions and stay with that task until it is done. Once you have developed the habit of completing your tasks, you will earn two and three and even five times as much as other people.

12. Practice visualization on your goals.

Create clear, vivid, exciting, emotional pictures of your goals as if they were already a reality.

See your goal as though it were already achieved. Imagine yourself enjoying the accomplishment of this goal. If it is a car, imagine yourself driving this car. If it is a vacation, see yourself on the vacation already. If it is a beautiful home that you want, see yourself living in a beautiful home.

In visualizing, take a few moments to create the emotions that would accompany the successful
achievement of your goal. A mental picture combined with an emotion has an enormous impact on your subconscious and your superconscious mind.

Visualization is perhaps the most powerful faculty available to you to help you achieve your goals faster than you ever thought possible.

When you use a combination of clear goals, combined with visualization and Emotionalization, you activate your superconscious mind. Your superconscious mind then solves every problem on the way to your goal. Your superconscious mind activates the Law of Attraction and begins attracting into your life
people, circumstances, ideas and resources that will help you to achieve your goals even faster.

13. Goal-Setting Exercise

Take a clean sheet of paper and write the word “Goals” at the top of the page along with today’s date. Discipline yourself to write out at least 10 goals that you would like to accomplish in the next year, or in the foreseeable future.

Begin each goal with the word “I.” Only you can use the word “I.” Follow the word “I” with an action verb that acts as a command from your conscious mind to your subconscious mind.

Describe your goals in the present tense, as though they had already been achieved. If your goal is to earn a certain amount of money in a certain year, you would say, “I earn this number of dollars by the end of this year.”

If your goal is to get a new car, you would say, “I drive such and such a new car by such and such a date.”

Finally, when you write down your goals, always write them in the positive tense. Instead of saying, “I will quit smoking,” you would say, “I am a non-smoker.”

14. Decide upon your major definite purpose.

Once you have written out a list of 10 goals, ask yourself this question, “If I could wave a magic wand and achieve any goal on this list within 24 hours, which one goal would have the greatest positive impact on my life?”

Whatever your answer to that question, put a circle around that goal. Then, transfer the goal to the top of a clean sheet of paper.

  • 1. Write it down clearly and in detail.
  • 2. Set a deadline on your goal and set sub deadlines if necessary.
  • 3. Identify the obstacles that you will have to overcome to achieve your goal, and identify the most important one, internal or external.
  • 4. Identify the knowledge and skills you will need to achieve your goal, and the most important skill that you will have to become excellent in.
  • 5. Identify the people whose help and cooperation you will require, and think about what you can do to deserve their help.
  • 6. Make a list of everything you will have to do to achieve your goal. Add to the list as you think of new things to do.
  • 7. Organize your list by sequence and priority, by what you have to do first, and by what is most important.
  • 8. Make a plan by organizing your list into steps from the first to the last, and then resolve to take action on your plan, every single day.
  • 9. Plan your goal in terms of the activities that you will have to engage in to achieve it, daily, weekly and monthly, in advance.
  • 10. Set priorities on your list and identify the most important thing that you can do every single day to move most rapidly toward your goal.
  • 11. Discipline yourself to concentrate single-mindedly on the most important thing that you can do today until it is 100% complete. Practice single-handling with every major task.

Always state your goals as though they were already a reality, as though you had already accomplished them.

Conclusion

Resolve in advance that no matter what happens, you will never give up. Persistence is self-discipline in action. Each time you persist and overcome the inevitable failures and disappointments you will experience, you become stronger and better. You develop stronger and deeper character. You increase your self-esteem and self-confidence.

Your goal is to eventually become “Unstoppable.”

Decide exactly what you want, write it down, make a plan, and work on it every single day. If you do this over and over again until it becomes a habit, you will accomplish more in the next few weeks and months than many people accomplish in several years. Begin today.

7 simple steps powerful formula to double and triple your productivity if you are not currently using it.

There is a powerful formula for setting and achieving goals that you can use for the rest of your life. It consists of seven simple steps. Any one of these steps can double and triple your productivity if you are not currently using it.
Many of my graduates have increased their incomes dramatically in a matter of a few years, or even a few months, with this simple, seven-part method.

Step one: Decide exactly what you want.

Either decide for yourself or sit down with your boss and discuss your goals and objectives until you are crystal clear about what is expected of you and in what order of priority. It is amazing how many people are working away, day after day, on low-value tasks because they have not had this critical discussion with their managers.
One of the very worst uses of time is to do something very well that need
not be done at all.

Stephen Covey says, “If the ladder is not leaning against the right wall,
every step we take just gets us to the wrong place faster.”

Step two: Write it down. Think on paper.

When you write down a goal, you crystallize it and give it tangible form. You create something that you can touch and see. On the other hand, a goal or objective that is not in writing is merely a wish or a fantasy. It has no energy behind it. Unwritten goals lead to confusion, vagueness, misdirection, and numerous mistakes.

Step three: Set a deadline on your goal; set subdeadlines if necessary.

A goal or decision without a deadline has no urgency. It has no real beginning or end. Without a definite deadline accompanied by the assignment or acceptance of specific responsibilities for completion, you will naturally
procrastinate and get very little done.

Step four: Make a list of everything you can think of that you are going to have to do to achieve your goal.

As you think of new activities, add them to your list. Keep building your list until it is complete. A list gives you a visual picture of the larger task or objective. It gives you a track to run on. It dramatically increases the likelihood that you will achieve your goal as you
have defined it and on schedule.

Step five: Organize the list into a plan.

Organize your list by priority and sequence. List all tasks in the order they need to be done. Take a few minutes to decide what you need to do first and what you can do later. Decide what has to be done before something else and what needs to be done afterward. Even better, lay out your plan visually in the form of a series of boxes and circles on a sheet of paper, with lines and arrows showing the relationship of each task to every other task. You’ll be amazed at how much easier it is to achieve your goal when you break it down into individual tasks. With a written goal and an organized plan of action, you will be far more productive and efficient than people who are carrying their goals around in their minds.

Step six: Take action on your plan immediately.

Do something. Do
anything. An average plan vigorously executed is far better than a brilliant plan on which nothing is done. For you to achieve any kind of success, execution is everything.

Step seven: Resolve to do something every single day that moves you toward your major goal.

Build this activity into your daily schedule. You may decide to read a specific number of pages on a key subject. You may call on a specific number of prospects or customers. You may engage in a specific period of physical exercise. You may learn a certain number of new words in
a foreign language. Whatever it is, you must never miss a day.

Keep pushing forward. Once you start moving, keep moving. Don’t stop. This decision, this discipline alone, can dramatically increase your speed of goal accomplishment and boost your personal productivity.