Back to Europe

Posted by Brian Tracy on Dec 7, 2007

My friends in Poland

My friends in Poland have established the Brian Tracy Academy of Success, offering my audio, video and written programs on Sales, Management and Personal Success. On Monday, November 12, we had 550 Polish Business people and Entrepreneurs come out to my one day seminar on Leadership and Managerial Success. My translator Teddy, who stands on the stage next to me, did an excellent job of conveying both the content and the spirit of the message.

My friends and associates, Marek, Kris, and Greg, along with Sebastian – the consummate salesman and promoter for our business, took terrific care of us. My partner from Vancouver, Canada, Mr. Ib Moller, accompanied me to Poland, stopping off in Copenhagen to visit his father where he grew up. After a great day in Warsaw, I flew on to Stuttgart to meet with Frank and Claudia Scheelen and my wonderful client Waltar Kaltenbach, who brought together 350 Entrepreneurs and Businesspeople for a full day seminar on personal success and achievement.

My dear friend Nikolaus Enklemann, the Zig Ziglar of Germany, and his wonderful daughter Claudia Enkleman were also present. In addition, Dr. Lothar Seiwert, the top European authority on time management were also there to greet me, and to attend my seminar the following day.

Although my German is almost fluent, whenever I speak to a large audience, I also have my favorite translator Hans Jaochim Han on the stage with me. He and I have worked together, speaking all over Germany, for more than ten years. I currently have about 16 books and programs on the German market and I have just written a new book with Nikolaus Enklemann which is coming out in February.

After a great day in Stuttgart, and a good night’s sleep, I flew on to Istanbul to conduct a seminar for my client Engin Emre and more than 300 top businesspeople at a hotel called the Swisshotel Bosphurus, one of the most beautiful hotels in the world, overlooking the waters of the Bosphurus that separate Europe from Asia.

The city of Istanbul has been crisscrossed by wars, invading armies and revolutions for 2,500 years. The Persian King Xerces in 459 B.C. built a pontoon bridge across the Bosphurus to march his million man invading army toward the conquest of Greece. It was not until this century that a second bridge was built across these waters for car and truck traffic, joining the two parts of the world.

Next week I am flying to Skopje, Albania (Macedonia) to speak for a day and then on to Belgrade. This will total 95 countries that I have visit, and 47 countries that I have spoken in to audiences of various sizes. The more I travel, the more amazed I am with the incredible diversity and differences in the world around us.

I hope everyone had a wonderful Thanksgiving and that you are gearing up for a happy holiday season.

I will talk to you again soon.

Brian Tracy

Tags: Brian's Words of Wisdom

Make Every Minute Count

Posted by Brian Tracy on Dec 6, 2007

Your mind is your most precious asset. You must be continually working to increase the quality of your thinking.

Your mind is your most precious asset. You must be continually working to increase the quality of your thinking.

Turn Driving Time Into Learning Time
One of the best ways is to turn driving time into learning time. Listen to educational audios in your car. The average driver according to the American Automobile Association, drives 12,000 to 25,000 miles each year, spending 500 to 1000 hours that you spend each year in your car. That is the equivalent of 12 1/2 to 25 40-hour weeks. This is the same as two full university semesters spent behind the wheel of your car each year.

If you did nothing but use that traveling time as learning time, this decision alone could make you one of the best educated people of your generation. Many people have gone from rags to riches simply by listening to audio programs as they drive to and from work.

Attend Every Seminar You Can
In addition, for personal and professional development, you should attend every seminar you can. You can often save yourself 100′s of hours of reading and researching by attending a seminar given by an authority in his or her field. You can learn ideas, techniques and methods that can save you hours, days, even months of hard work and research on your own.

The Key to Increased Income
Remember, to earn more, you must learn more. Your outer world of results will always correspond to your inner world of preparation. I’ve always loved the poem by Henry Wadsworth Longfellow where he describes those who achieve great things with their lives:

"Those heights by great men reached and kept were not obtained by sudden flight, but they, while their companions slept were toiling upward in the night"

Remember, continuous learning is the minimum requirement for success in any field.

Action Exercises
Here are two things you can do to put these ideas to work in your life immediately.

First, purchase an audio program that can help you to be happier and more effective today. Begin listening to it immediately. Resolve never to listen to music in your car when you can turn driving time into learning time.

Second, seek out seminars and training programs given by experts in your field. Sit close to the front, take careful notes, and apply the best ideas that you learn immediately.

21 Great Ways Combination

Tags: Business Success

The Winning Edge

Posted by Brian Tracy on Dec 4, 2007

Thousands of hours and millions of dollars have been spent studying the most successful salespeople in our society.

Thousands of hours and millions of dollars have been spent studying the most successful salespeople in our society. They have been interviewed exhaustively, as have their customers, co-workers and managers. Today we know more about what it takes for you to be one of the best in the business than we have ever known before. And the most important thing we have learned in all these studies is that selling is more psychological than anything else.

The Key to High Performance
One of the most important concepts ever discovered in the field of human performance is called the "winning edge concept." This concept or principle, states that, "small differences in ability can translate into enormous differences in results." What it means is that if you become just a little bit better in certain critical areas of selling, it can translate into enormous increases in sales. In fact, you may be on the verge of a major step forward in your sales results at this very moment just by learning and practicing something new and different to what you have done before.

If a horse comes in first by a nose, it wins ten times the prize money of the horse that comes in second, even though the difference is only a nose, or perhaps a couple of inches, in a photo finish.

Small Differences Mean Big Rewards
Does this mean that the horse that wins by a nose is ten times faster than the horse that comes in second, by a nose? Of course not! Is the horse that wins by a nose twice as fast, or fifty percent faster, or ten percent faster? The answer is "no" to all of these. The horse that wins is only a nose faster, but it translates into ten times the prize money.

Get 100% of the Commission
By the same token, the salesperson who gets the sale for himself and his company gets one hundred percent of the business and one hundred percent of the commission. Does this mean that his product is one hundred percent better than that of the competition, or one hundred percent cheaper?

The fact is that the product may not even be as good and it may cost even more than that of the competitor, but the top salesman gets the sale nonetheless. The person who gets the sale, is in most cases, not vastly better than the person who loses the sale. He or she merely has the "winning edge" and that translates into one hundred percent of the business.

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

First, identify the important things you do in every sale, from prospecting to closing, and think about what you could do to improve in each area.

Second, select one specific area where you feel you are weak and make a plan to become absolutely excellent in this area. This decision alone could change your career.

The Psychology of Selling

Tags: Sales Success