The Law of Clarity for 2011
Clarity accounts for probably 80% of success and happiness. Lack of clarity is probably more responsible for frustration and underachievement than any other single factor. That's why we say that "Success is goals, and all else is commentary." People with clear, written goals, accomplish far more in a shorter period of time than people without them could ever imagine. This is true everywhere and under all circumstances.
The Three Keys to High Achievement
You could even say that the three keys to high achievement are, "Clarity, Clarity, Clarity," with regard to your goals. Your success in life will be largely determined by how clear you are about what it is you really, really want.
Write and Rewrite Your Goals
The more you write and rewrite your goals and the more you think about them, the clearer you will become about them. The clearer you are about what you want, the more likely you are to do more and more of the things that are consistent with achieving them. Meanwhile, you will do fewer and fewer of the things that don't help to get the things you really want.
The Seven Step Process for Achieving Goals
First, decide exactly what you want in each area of your life. Be specific!
Second, write it down, clearly and in detail;
Third, set a specific deadline. If it is a large goal, break it down into sub-deadlines and write them down in order;
Fourth, 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 items, add them to your list;
Fifth, organize the items on your list into a plan by placing them in the proper sequence and priority;
Sixth, take action immediately on the most important thing you can do on your plan. This is very important!
Seventh, do something every day that moves you toward the attainment of one or more of your important goals. Maintain the momentum!
Join the Top 3%
Fewer than three percent of adults have written goals and plans that they work on every single day. When you sit down and write out your goals, you move yourself into the top 3% of people in our society. And you will soon start to get the same results that they do.
Review Your Goals Daily
Study and review your goals every day to be sure they are still your most important goals. You will find yourself adding goals to your list as time passes. You will also find yourself deleting goals that are no longer as important as you once thought. Whatever your goals are, plan them out thoroughly, on paper, and work on them every single day. This is the key to peak performance and maximum achievement.
Action Exercises
Here is how you can apply this law immediately:
First, make a list of ten goals that you would like to achieve in the coming year. Write them down in the present tense, as though a year has passed and you have already accomplished them.
Second, from your list of ten goals, ask yourself, "What one goal, if I were to accomplish it, would have the greatest positive impact on my life?" Whatever it is, put a circle around this goal and move it to a separate sheet of paper.
Third, practice the seven-step method described above on this goal. Set a deadline, make a plan, and put it into action and work on it every day. Make this goal your major definite purpose for the weeks and months ahead.
Get ready for some amazing changes in your life.
Written by Brian Tracy and trained by Mark Garbelotto at the eat that frog seminars www.eatthatfrog.com.au
Create Your Sales Plan for 2011
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.
Establish Rapport
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 Service
Repeat 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.
Written by Brian Tracy and trained by Mark Garbelotto
Three Powerful Principles for Success
Be Clear About Your Goals
There are many simi larities between business and war. In both cases, the victor is the one who uses superior strategy against his or her competition.
There are three principles of military strategy you can apply to your work every single day. The first idea from the military is called the Principle of Man euver. The principle of man euver says that you should be clear about the goal, but be flexible about the process of ach ieving it. According to the Menninger Institute, this quality of flexibility is the most important single quality that you will require for success in times of rap id change.
Be Open to Continuous Feedback
A key peak performance quality for you is to "accept feedback and self-correct." Peak performers are those who can take information from their environment and even if the information is contrary to all of their planning, they can accept the information, modify their plans, and continue moving forward. They are always open to new ideas and insights.
Learn What You Need to Know
The second military principle you can use is the Principle of Intelligence. This principle of intelligence means simply, "get the facts!"
The most important thing in business decision making is for you to get accurate information. Facts don't lie. It is important that you get the real facts, not the assumed facts or the apparent facts or the obvious facts, or the hoped for facts, but the real, provable facts
Make Better Decisions
Perhaps the key job of the executive is decision making. The quality of the decisions that you make will be in direct proportion to the amount of time that you take to gather timely and accurate information. The very best thing that you can do, if you have insufficient information, is to delay making a decision at all.
Invest Your Resources Wisely
The third military principle applied to strategic planning is the Principle of Economy of Force. Economy of force means that you expend only the resources necessary to achieve the objective and not more. It also means that you commit sufficient resources to achieve the objective once you have decided upon it.
Since your own personal en ergy is all you really have to invest over the course of your lif etime, the military principle of economy says that you should be very selfish when deciding how you are going to use your self. Keep asking your self, "How important is this?" and more important, "How important is this to me?"
Action Ex ercises
Here are two ideas that you can apply immediately to be more strategic in your work and personal life.
First, remain flexible when you are working towards your goal. In times of rap id change, all of your best ideas can be contradicted by new information. Be willing to try different things. Be open to new inputs and ideas.
Second, get the facts! The more and better information you can acquire before you make a decision, the better your decision will be. The very best managers spend a good amount of time getting the real, provable facts before they take action.
By: Brian Tracy
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
BNI KL10 International Conference in Malaysian
Hi all just back from the BNI KL10 international conference in Malaysian. A couple of the topics I did some training on was “Out Sell Your Competition in Any Market” and “The Art of Closing the Sale”. I will be releasing the seminar called “The Art of Closing the Sale” in Australia. The first seminar will be on the 22nd of July in Townsville. I will keep you posted with new dates and locations. Talk soon Mark Garbelotto
Decide Upon Your Major Definite Purpose
Since you become what you think about most of the time, a major definite purpose gives you a focus for every walking moment. As Peter Drucker said, "Whenever you find something getting done, you fine a monomaniac with a mission." The more you think about your major definite purpose and how to achieve it, the more you activate the Law of Attraction in your life. Helping you to attract people, opportunities, ideas, and resources to move more rapidly toward your goal and move your goal more rapidly toward you.
Activate Your Reticular Cortex
Each person has within his or her brain a special organ called the "reticular cortex." This small, finger-like part of the brain functions in a way similar to a telephone switchboard in a large office building. Just as all phone calls are received by the central switchboard and then rerouted to the appropriate recipient, all incoming information to your senses is routed through your reticular cortex to the relevant part of your brain or your awareness.
A Red Sports Car
Imagine that you decided that you wanted a red sports car. You write this down as a goal. You begin to think about and visualize a red sports car. This process sends the message to your reticular cortex that a red sports car is now important to you. A picture of a red sports car immediately goes up onto your mental radar screen. From that moment onward, you will start to notice red sports cars wherever you go. You will see them parked in driveways and in showrooms. Everywhere you go, your world will seem to be full of red sports cars.
If you decide to become financially independent, you will suddenly begin to notice all kinds of opportunities and possibilities around you that have to do with achieving your financial goals. You will see stories in newspapers and recognize books on the subject everywhere you go. It will seem as though you are surrounded by ideas and information that can be helpful to you in achieving your financial goals. On the other hand, if you do not give clear instructions to your reticular cortex and your subconscious mind, you will go through life as though you were driving in a fog. Your Major Definite Purpose
Your major definite purpose can be defined as the one goal that is most important to you at the moment. It is usually the one goal that will help you to achieve more of your other goals than anything else you can accomplish. It must be something that you personally really want. It must be clear and specific. Your goal must be measurable and quantifiable. Your major definite purpose must be in harmony with your other goals. If you use your reticular cortex and keep your goal in your mind you are bound to achieve it. Action Exercise
Determine how you will measure progress and success of achieving your goal. Write it down.
Become Everything You Are Capable of Becoming in 2010
The turning point in my life came when I discovered the law of cause and effect, the great law of the universe, and human destiny. I learned that everything happens for a reason. I discovered that success is not an accident. Failure is not an accident, either. I also discovered that people who are successful in any area usually are those who have learned the cause-and-effect relationship between what they want and how to get it.
Determine Your Personal Growth and Development Values
To realize your full potential for personal and professional growth and development, begin with your values as they apply to your own abilities. As you know, your values are expressed in your words and actions.
You can tell what your values are by looking at what you do and how you respond to the world around you. Your values are the root causes of your motivations and your behaviors.
Clarify Your Personal Growth and Development Vision
Create a long-term vision for yourself in the area of personal growth. Project forward five or ten years and imagine that you are developed fully in every important part of your life. Idealize and see yourself as outstanding in every respect. Refuse to compromise on your personal dreams.
Now take your vision and crystallize it into specific goals. Here is a good way to start. Take out a piece of paper and write down ten goals that you would like to achieve in the area of personal and professional development in the months and years ahead. Write in the present tense, exactly as if you were already the person you intend to be.
Determine exactly what you want to be able to do. Decide who you want to become. Describe exactly what you will look like when you become truly excellent in your field and in your personal life.
Upgrade Your Personal Knowledge and SkillsSet specific measures for each of your goals. If your goal is to excel in your field, determine how you will know when you have achieved it. Decide how you can measure your progress and evaluate your success.
Perhaps you can use as a measure the number of hours you study in your field each week. Perhaps you can measure the number of books you read or the number of audio programs you listen to. Perhaps you could measure your progress by the number of sales you make as the result of your growing skills.
Develop Winning Personal Growth and Development HabitsSelect the specific habits and behaviours you will need to practice every day to become the person you want to become. These could be the habits of clarity, planning, thoroughness, studiousness, hard work, determination, and persistence. Action Exercise
Decide today to develop yourself to the point where you can achieve every financial and personal goal you ever set and become everything you are capable of becoming. Write down your goals and make sure to look at them every day, then ponder ways you possibly achieve these goals.
The Truth About Frogs….
If you have to eat two frogs, eat the ugliest one first. This is another way of saying that if you have two important tasks before you, start with the biggest, hardest, and most important task first. Discipline yourself to begin immediately and then to persist until the task is complete before you go on to something else. Don’t Procrastinate
If you have to eat a live frog at all, it doesn’t pay to sit and look at it for very long. The key to reaching high levels of performance and productivity is to develop the lifelong habit of tackling your major task first thing each morning. You must develop the routine of “eating your frog” before you do anything else and without taking too much time to think about it.
Successful, effective people are those who launch directly into their major tasks and then discipline themselves to work steadily and single-mindedly until those tasks are complete. “Failure to execute” is one of the biggest problems in organizations today. Many people confuse activity with accomplishment. They talk continually, hold endless meetings, and make wonderful plans, but in the final analysis, no one does the job and gets the results required. Develop a Positive Addiction
You can actually develop a “positive addiction” to endorphins and to the feeling of enhanced clarity, confidence, and competence that they trigger. When you develop this addiction, you will, at an unconscious level, begin to organize your life in such a way that you are continually starting and completing ever more important tasks and projects. You will actually become addicted, in a very positive sense, to success and contribution. No Shortcuts
Practice is the key to mastering any skill. Fortunately, your mind is like a muscle. It grows stronger and more capable with use. With practice, you can learn any behaviour or develop any habit that you consider either desirable or necessary. Action Exercise
What is your “frog?” What is the one task that you despise doing each day? Once you have chosen your “frog,” make it a habit to wake up every morning and do that task first.
Delegating and Supervising: Five Steps
By Brian Tracy
The ability to delegate is one of the key result areas of management. Fortunately, it is a skill that can be learned with practice. Delegation is an art as well as a science. Effective delegation requires time, thought, and careful consideration. It is something that you must learn to do if you want to leverage yourself to the maximum.
Step One
The first step in delegation is to become perfectly clear about the results that you desire from the job. The greater clarity you have with regard to the results expected, the easier it is for you to select the right person to do the job.
Step Two
The second step is to select a person based on his or her demonstrated ability or success at doing this job. Never delegate an important job to a person who has never done it before. If the successful completion of the task is important to the success of your business, it is essential that you delegate it to someone who you confidently believe can complete the task satisfactorily.
Third, explain to the person exactly what you want done, the results that you expect, the time schedule that you require, and your preferred method of working. The reason that you are in a position to delegate a task is because you have probably already mastered this task. Taking the time to teach and explain the best way to do the task based on your experience is an excellent way to ensure that the task will be done as you wish and on schedule. Step Four
Step four is to set up a schedule for reporting on progress. If it is an important task, set up a deadline for completion that is a day or a week before your actual deadline. Always build some slack into the system. Then, check on the progress of the task regularly, very much like a doctor would check on the condition of a critical care patient. Leave nothing to chance. Step Five
Step five, inspect what you expect. Delegation is not abdication. Just because you have assigned a task to another person does not mean that you are no longer accountable. And the more important the task, the more important it is that you keep on top of it. Action Exercise
What task can you effectively delegate to someone else? Which one of your employees can handle the task efficiently?
The Frog Man Is Back In His Home Town For 1 Night ONLY!
With Less than 1 day to go and 3 seats remaining until Melbourne Mini Eat That Frog event is SOLD OUT.
- Connect with people for WIN/Win networking
- How to overcome procrastination
- How to become more efficient and productive faster
- The importance of setting goals and making a plan
- Overcome obstacles that can derail your success
- High performance time management techniques
- And much, much more..
