Fortune Favours the Brave
Boldness is a necessary part of courage but it must be a boldness based on an intelligent assessment of the potential risks and rew ards. The wonderful nature of boldness is that, properly directed, it builds the habit of courage in the person who practices it.
Act Boldly in Every Situation
In my experience, any virtue translated into action leads almost invariably to positive results. This applies to integrity, persistence, courtesy, love and courage. I've always liked the advice of an old man to his grandson. "Act boldly and unseen forces will come to your aid."
Take a Leap of Faith
Perhaps the most obviously important part of courage is the courage to step out in the face of uncertainty. Every great venture in the history of man has begun with faith and a giant leap into the unknown.
General Douglas MacArthur said, "There is no security in life, only opportunity." The creed of Frederick The Great, one of history's most successful leaders was, "Audacity, audacity-always audacity."
Launch With No Guarantees
A 12-year study of successful entrepreneurs conducted by Babson College concluded that the only thing they had in common was the willingness to launch, to step out in faith. Once they had started, they learned the lessons they needed to succeed. Many of them ending up successful in completely different businesses from where they started.
Dare to Go Forward
Dare to go forward. Successful companies are invariably those that continue to research, develop, experiment and introduce new products and services – even during the deepest recessions. Successful executives are those who are continually stretching themselves to move out of the comfort zone, to face the twin fears of failure and rejection and to move forward in spite of them.
Action Exercises
Here are two ways to develop greater boldness in your work and personal life.
First, just do it! Step out in faith! If you think of some action you can take to improve your life, give it a try. You may be surprised.
Second, when in doubt, act with audacity. Audacity may get you into trouble but even more audacity will get you out. Go for it!
By: Brian Tracy
Create Your Sales Plan
By: Brian Tracy
Nothing happens until a sale takes place. Your actual ability to sell your product or service to your customer determines your profit or loss, success or failure, in business. The sales process, to be effective, must be planned and organized in detail from start to finish. Every word and action must be scripted, rehearsed and memorized. Nothing can be left to chance.
Sales Recipe
Making a sale is like cooking with a recipe. You must use the correct ingredient and blend them in the proper quantity with the right timing. All successful companies have developed a proven sales process that can be duplicated over and over. By using a proven sales system, you can accurately predict the quantity of your sales, the average size of your sales, and the profitability of your sales activities.
Prospecting
It is important to speak directly or by telephone to people who can and will buy and pay in a reasonable period of time. Start with your ideal customer profile. Who is he or she exactly-in terms of age, occupation, income, education? Who is he or she exactly—in terms of problems, wants, needs, attitudes, and experiences regarding your product or service? If you could advertise for perfect customers, how would you describe him or her?
Marketing and advertising is aimed at telling your ideal prospect that your product will help them. The ideal prospect has an immediate need for what you sell. The ideal prospect knows you, likes you, and respects your products or business. The ideal prospect can buy and pay for your product if he or she likes it.
Establishing rapport and trust with the customer is a must. The prospect will not listen to you or buy from you unless he/she likes you and believes that you are honest. Be friendly, straightforward and believable. Be punctual, prepared and properly dressed. Ask questions and listen carefully to the answers. Make no attempt to sell until the prospect is relaxed and comfortable with you. Identify what the customer needs so you can better sell to them. Ask carefully planned, structured questions so that you can fully understand the customer’s situation.
There is a direct relationship between asking questions and sales success. Plan your questions word-for-word in advance. Make no effort to sell or talk about your product. Seek first to understand, then to be understood.
Presenting Your Product or ServiceRepeat back the specific needs or concerns that your prospect has expressed. Position yourself as a trusted advisor, dedicated to helping him solve his problem or achieve his goal with your product. Position yourself as a teacher-showing her how your product works to help her satisfy her needs. Match the customers expressed needs and concerns to the product or service. Focus on helping rather than selling. Conclude your presentation with an explanation of how the product is delivered or used. Invite questions. Action Exercises
List three phrases or questions you can use or ask to determine if this is a qualified prospect.
Remain Flexible at All Times
By Brian Tracy
The Menninger Institute of Kansas City conducted a study not long ago to determine what qualities would be most important for success and happiness in the twenty-first century. They concluded after extensive research, that the most important single quality that you can develop, in a time of rapid change, is flexibility.
The Speed of Change
Today, perhaps the most important factor affecting your life is the speed of change. We are living in an age where change is taking place at a faster rate than ever before in human history. And if anything, the rate is increasing, year by year. Change today is not only faster, but it is also discontinuous, not following a straight line but starting, stopping, and moving in unpredictable directions. Change is coming at us from all sides and in so many different ways that it is often impossible to anticipate what might happen next.
A Major Cause of Stress
Change causes enormous stress for people who are fixed or rigid in their beliefs about how things “should be.” They fall in love with what they are doing, with their current methods and processes, and are unwilling to change, even in the face of overwhelming evidence. Don’t let this happen to you.
To remain flexible, you must constantly be open, alert to new ideas, information, and knowledge that can help you or hurt you in your business or in the achievement of your goals. One new idea can be enough to make or lose you a fortune. One idea can start you on the road to riches or knock you off of it.
The Tide of New TechnologyThe second factor driving change is the rapid growth and development of new technology. Every new piece of scientific or technical knowledge leads to an advance in technology aimed at helping people and companies get things done faster, better, cheaper, or easier. And the speed of technological change is increasing every day.
Playing LeapfrogBeing in business is like playing an endless game of leapfrog. You look for a way to leapfrog over your competitor and serve your customers, better, faster, and cheaper. Your competitor then leapfrogs over you with a new or better product or service. You quickly regroup and leap over your competitor with a new innovation or improvement. Your competitor then leaps over you, and the game goes on without end.
Action ExerciseBe 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.
Prepare Thoroughly Before You Begin
By: Brian Tracy
Have Everything At Hand
One of the best ways for you to overcome procrastination and get more things done faster is for you to have everything you need at hand before you begin. When you are fully prepared, you are like a cocked gun or an archer with an arrow pulled back taut in the bow. You just need one small mental push to get started on your highest value tasks.
Clear Your Workspace
Begin by clearing off your desk or workspace so that you only have one task in front of you. If necessary, put everything on the floor or on the table behind you. Gather all the information, reports, details, papers, and work materials that you will require to complete the job. Have them at hand so you can reach them without getting up or moving. Be sure that you have all writing materials, computer disks, access codes, email addresses and everything else you need to start and continue working until the job is done.
Set up your work area so that it is comfortable, attractive and conducive to working for long periods. Especially, make sure that you have a comfortable chair that supports your back and allows your feet to sit flat on the floor.
The most productive people take the time to create a work area where they enjoy spending time. The cleaner and neater your work area before you begin, the easier it is for you to get started and keep going.
Assume The PositionWhen you sit down, with everything in front of you, ready to go, assume the body language of high performance. Sit up straight, sit forward and away from the back of the chair. Carry yourself as though you were an efficient, effective high performing personality. Then, pick up the first item and say to yourself, "Let’s get to work!" and plunge in. And once you’ve started, keep going until the job is finished. Action Exercises
Here are two things you can do immediately to put these ideas into action.
First, take a good look at your desk or office, both at home and at the office. Ask yourself, "What kind of a person works in an environment like that?"
Second, resolve today to clean up your desk and office completely so that you feel effective, efficient and ready to get going each time you sit down to work.
Fortune Favours the Brave…
By: Brian Tracy
Boldness is a necessary part of courage but it must be a boldness based on an intelligent assessment of the potential risks and rewards. The wonderful nature of boldness is that, properly directed, it builds the habit of courage in the person who practices it.
Act Boldly in Every Situation
In my experience, any virtue translated into action leads almost invariably to positive results. This applies to integrity, persistence, courtesy, love and courage. I’ve always liked the advice of an old man to his grandson. "Act boldly and unseen forces will come to your aid."
Take a Leap of Faith
Perhaps the most obviously important part of courage is the courage to step out in the face of uncertainty. Every great venture in the history of man has begun with faith and a giant leap into the unknown.
General Douglas MacArthur said, "There is no security in life, only opportunity." The creed of Frederick The Great, one of history’s most successful leaders was, "Audacity, audacity-always audacity."
A 12-year study of successful entrepreneurs conducted by Babson College concluded that the only thing they had in common was the willingness to launch, to step out in faith. Once they had started, they learned the lessons they needed to succeed. Many of them ending up successful in completely different businesses from where they started. Dare to Go Forward
Dare to go forward. Successful companies are invariably those that continue to research, develop, experiment and introduce new products and services – even during the deepest recessions. Successful executives are those who are continually stretching themselves to move out of the comfort zone, to face the twin fears of failure and rejection and to move forward in spite of them. Action Exercises
Here are two ways to develop greater boldness in your work and personal life.
First, just do it! Step out in faith! If you think of some action you can take to improve your life, give it a try. You may be surprised.
Second, when in doubt, act with audacity. Audacity may get you into trouble but even more audacity will get you out. Go for it!
Pay Yourself First.
By Brian Tracy
Resolve today that you are going to save an invest at least 10 percent of your income throughout your working life. Take 10 percent of your income off the top of your paycheck each time you receive one and put it into a special account for financial accumulation.
Save Throughout Your Career
The fact is that if you save just $100 a month throughout your working lifetime and you invest money in an average mutual fund that grows at 10 percent per annum, you will be worth more than one million dollars by the time you retire. This means that anyone, even a person earning minimum wage, if he or she starts early enough and saves long enough, can become a millionaire over the course of his or her working lifetime.
Lifelong Habits
Developing the lifelong habit of saving and investing your money is not easy. It requires tremendous determination and willpower. You have to set it as a goal, write it down, make a plan, and work on it all the time. But once this practice locks in and becomes automatic, your financial success is virtually assured.
Practice Frugality
Practice frugality, frugality, frugality in all things. Be very careful with every penny. Question every expenditure. Delay or defer important buying decisions for at least a week, if not a month. The longer you put off making a buying decision, the better your decision will be and the better price you will get at that time.
A major reason that people retire poor is because of impulsive buying. They see something they like they buy it with very little thought. They become victims of what is called "Parkinson’s Law," which says that "expenses rise to meet income." This means that no matter how much you earn, you tend to spend that much and a little bit more besides. You never get ahead and you never get out of debt. Don’t be a Victim
You don’t have to be a victim of Parkinson’s Law. If you cannot save 10 percent of your income, start today by saving 1 percent of your income in a special savings and investment account. Put it away at the beginning of each month, even before you begin paying down your debts. Live on the other 99 percent of your income. As you become comfortable living on 99 percent, raise your savings level to 2 percent of your income, then 3 percent and 4 percent, and so on. Grow Your Savings and Investments
Within one year, you will be saving 10 percent and maybe even 15 or 20 percent of your income and living comfortably off the balance. At the same time, your savings and investment account will start to grow. You will become more careful about your expenditures, and your debts will begin to be paid off. Change Your Financial Outlook in a Year
Within a year or two, your entire financial life will be under your control and you will be on your way to becoming a self-made millionaire. This process has worked for everyone who has ever tried it. Try and see for yourself.
Open a special account for financial accumulation today. Make a deposit in this account, no matter how small. Then, look for every opportunity to add to this account. Begin to study money so that you understand how to make it grow. Read books and magazines by experts on the subject. Never stop saving, learning, and growing until you become financially independent.
Eight Steps to Problem Solving
By: Brian Tracy
There is a simple eight step method for systematic problem solving. By solving problems in an orderly way, you can dramatically increase the power of your thinking.
Proceed With A Positive Attitude
First, approach the problem with the expectant attitude that there is a logical practical solution just waiting to be found. Be relaxed, calm, confident and clear in your mind.
Second, change your language from negative to positive. Instead of the word "problem," use the word "situation." Problem is a negative word while situation is a neutral word. "We have an interesting situation", is better than, "We have a problem."
Define the Situation Clearly
The third step in systematic problem-solving is to define the situation clearly, in writing. "Exactly what is the situation?" Then ask, "What else is the situation?" Sometimes stating the problem in different words makes it much easier to solve.
Once, when I was working with the Chamber of Commerce, I came to the attention of a senior executive who hired me away from the company I was working for a year later at triple the salary. Meeting people is very important. Network at every opportunity.
Fully 50% of situations can be resolved by accurate definition.
Step number four is to, ask "What are all the possible causes of this situation?" Failure to identify the causes or reasons for the situation often causes you to have to solve it again and again. Fully 25% or more of situations can be effectively dealt with by discovering the correct causes.
Step number five is to ask, "What are all the possible solutions?" Write out as many solutions or answers to the situation as possible before moving on. The quantity of possible solutions usually determines the quality of the solution chosen.
Clear Decisions Are KeyStep number six is to "Make a clear decision." Usually any decision is better than none.
Step number seven is to "Assign clear responsibility for carrying out the decision and then set a deadline for completion and review." Remember, a decision without a deadline is just a fruitless discussion.
Finally, step number eight is to follow-up, monitor the decision, compare actual results with expected results and then generate new solutions and new courses of action.
Action ExercisesNow, here are two ways you can apply this technique to think more creatively.
First, state the problem clearly, in writing, so that you know exactly what it is that you are trying to solve. Ask, "What else is the problem?"
Second, develop as many solutions as you possibly can, including doing nothing, before you make a decision. Quality of ideas is in direct proportion to the quantity that you generate.
Results Determine Rewards
By Brian Tracy
People say that you are lucky when you achieve great success faster and easier than other people, but everything that happens is based on probabilities.
Successful people are always taking actions, large and small, to increase the likelihood that they will achieve their goals. They attribute their success to their own personal characteristics and especially to their willingness to work harder than other people.
Contribution is Key
The principle of contribution is closely connected to the principle of results. It says, "Your financial rewards in life will always be in direct proportion to the value of the contribution that you make to others, as they value it."
The Reason for Job Insecurity
Many people suffer from job insecurity and stagnant or declining levels of income because they have not continued to increase the value of their contribution to the employer.
Today, the most valuable component of any product or service is the amount of knowledge and skill that goes into it. You achieve job security and higher income by dedicating yourself to improving and increasing the results you get for others, and by increasing the contribution that you make to their lives and work.
Become Intensely Results Oriented
One of the fastest ways for you to come to the attention of the important people in your work is to become an intensely results-oriented person. Result orientation is a key quality of the highest paid and most respected people in every company and area of endeavour.
Whenever a company gets an excellent reputation for offering quality products and services, customers line up to buy from it. The habit of doing good work well moves you into a different category from those who only do as much as they need to do to avoid criticism. Be Prepared to Work Hard
In addition to quality work, you must be prepared to work hard. Hard work is essential for any kind of lasting success. Good work habits go hand in hand with what people continually refer to as good luck.
A person who works efficiently and well, and gets a lot of high-value work done, on or before schedule, seems to get a lot of lucky breaks. He or she gets even more opportunities to do more high-value work.
Most People are LazyUnfortunately, most people are lazy. They do just as much as they have to do to avoid getting fired. They sometimes act as if they are entitled to a job, whether they do it well or not. This fact gives hard working people an opportunity to excel far above the lazy people of the world. Create Your Own Reputation
Here’s a question for you. Do you have a reputation for being one of the hardest and most efficient workers in your company? Do people look up to you and respect you as one of the top people in your business? Are you continually being given more and bigger assignments, more important responsibilities, and more opportunities for promotion than anyone else?
If the answer is no, isn’t it time for you to make a decision to get serious about your future? Remember, this life is not a rehearsal for something else.
Action ExercisesAsk yourself continually, every minute of every day, "What results are expected of me?" Whatever your answer, concentrate on those results most of the time.
The Definition of Wealth…
By: Brian Tracy
If you want to be wealthy, you must understand what wealth is. Here is the best definition of wealth you will ever find. Wealth is "Cash flow from other sources."
Make Your Money Work For You
What this means is that, you are not wealthy just because you earn a lot of money. You are only wealthy when your money works for you. To become wealthy, your main job is to acquire money and then put it to work making more money for you.
Add Value Continually
The key to creating wealth is simple. It is called "adding value." Successful people are those who are always looking for ways to add value in some way to a person, a company, a product or a service.
Do It Faster
Here is an example of adding value: Domino’s Pizza. The founders of Domino’s Pizza took a common food, offered by thousands of little restaurants and added a value to the pizza by delivering it more rapidly than anyone else. The added value of speed enabled Domino’s to create a billion dollar empire and made the founder of Domino’s, Tom Monahan, one of the richest men in the world.
Buy It Cheaper Somewhere Else
Another way to add value is to buy something in one place at one price and then make it available in another place for another price. For example, buying a product or service manufactured in Europe or Asia, importing it to the United States and making it available to people to whom it was not available before, is a way of adding value for which you can charge a higher price.
All manufacturing and marketing is based on this principle of added value. All importation and distribution aims to add value. Performing a service that enhances the life or work of another person adds value. A dentist who takes away pain is adding value. An accountant who saves a client money on taxes is adding or actually creating value. A salesperson who introduces a new product or service to a customer that helps that customer in some way is adding value. All financial success, especially business success, is based on adding value. It is based on the old saying, "Find a need and fill it." Combine and Recombine the Elements of Value
All successful business is based on someone bringing together the factors of production, such as labor, capital, raw materials and management, and creating a product or service that a customer will pay a price for that is in excess of the cost of producing it. How All Fortunes Are Made
Adding value is the way that all fortunes are made. Whenever you see an opportunity to give people what they want at a price greater than it costs you to produce that product or service, you see an opportunity to make a profit, build a business and begin moving toward financial success. Almost any business or occupation can make you financially independent if you can find a way to add enough value. Action Exercises
Now, here are two actions you can take immediately to add more value to your time and activities:
First, take the time to be absolutely clear about what it is that people want and need to improve their lives and work. The more clear you are about their real needs, the easier it is for you to satisfy them at a higher level.
Second, look for ways to add value to what you are doing every day in every way. Never be satisfied with the status quo. One small idea to add value can be the starting point of a great fortune.
The Keys to Personal Power…
By Brian Tracy
Everyone wants to be popular with others. You want to be liked and respected among your friends, family, and associates. Above all, you want to like and respect yourself, and to feel yourself to be a valuable and important person. Fortunately, everything you do that makes other people feel good about themselves makes you feel good about yourself as well. You can actually improve the way you feel by making other people feel important. This is the key to great personal relationships.
The Easiest Way
The first need that each person has is for acceptance. Whenever you express unconditional acceptance of another person, his or her self-esteem goes up. The person feels valuable and important as a unique and special individual.
An Attitude of Gratitude
The need for appreciation is a deep subconscious desire of every person you meet. When you satisfy this need, you will become one of the most popular people in your world. And what is the key to expressing gratitude and appreciation? Simple. Just say, "thank you" on every occasion.
The Deepest Craving of All
Perhaps the deepest emotional need that people have is the desire for praise and approval. Each person is deeply affected by the quality and quantity of approval they get from others, especially others who they respect very much.
Another way to build self-esteem in others, and to make them feel important, is to express admiration on every occasion. Make it a policy to admire people for their accomplishments, behaviors, possessions, and personality traits. Practice "White Magic"
This means practice listening closely to others when they are talking. It is one of the most powerful self-esteem building behaviours of all. Whenever you listen attentively to another, their heart rate speeds up. They feel happier and more valuable. They like and respect you more as a result. The more you listen closely to another person, the more that person feels that you are important and valuable as well. Four Keys to Listening
The keys to effective listening are simple. First, listen attentively, without interrupting. Second, pause before replying. Don’t rush in with whatever is on your mind. Third, questions for clarification by asking, "how do you mean?" Finally, feed it back in your own words. The Great Design
As Aristotle said, "Man is a social animal." We live our lives within the context of our relationships with others. The more and better relationships we have, the happier and busier we are. The more you stay involved with other people, the longer you will live and the more enjoyable will be those years. Action Exercise
Pick out the person that you like the least that you deal with on a day to day basis. Next time you see that person admire something about them. You can comment on their dress, grooming, work or even their possessions. You will be surprised how differently that person will react to you in the future.
