Win Ribbons

It takes drive, discipline and determination for you to compete and win in our economy. Last week, I drove out to Indio, about 150 miles northeast of San Diego, to watch my daughter, Catherine, compete in a horse show. When Catherine was nine, she announced that she wanted to “ride horses.” We dutifully got her a couple of pony rides at a local barn. But that was not what she had in mind. She really wanted to learn to ride. Flash forward six years. Catherine is now 15, and an accomplished equestrian, on both “hunters” and “jumpers.” She owns three horses and competes in “A” shows with some of the best riders in the country, and wins walls full of… Read more

Break Away From Old Ideas

Highly creative people tend to have fluid, flexible, adaptive minds. Here are three statements that creative people can make easily and which you learn by regular practice. Admit It When You Are WrongThe first is simply, "I was wrong." Many people are so concerned with being right that all their mental energy is consumed by stonewalling, bluffing, blaming and denying. If you’re wrong, admit it and get on to the solution or the next step.  Face Up to MistakesSecond, non-creative people think that it is a sign of weakness to say, "I made a mistake." On the contrary, it is actually a sign of mental maturity, personal strength and individual character. Remember, everybody makes mistakes every single day.  Be Flexible… Read more

Building Unshakable Self-Confidence

What difference would it make in your life if you had an absolutely unshakable confidence in your ability to achieve anything you really put your mind to? Identify Your Biggest DreamA young woman wrote to me recently, telling me that her whole life had taken a different turn since she heard me ask the question, “What one great thing would you dare to dream if you knew you could not fail?”  She wrote that, up to that time, this was a question she had never even dared to consider, but now, she thought of nothing else. She had realized, in a great, blinding flash of clarity, that the main thing separating her from her hopes and dreams was the belief… Read more

Select Your Company Carefully!

Only the truly competent individual can be free of politics in an organization. When you’re really good at what you do, you can rise above politics. It’s the mediocrities at work who have to play games and every study shows that although they sometimes succeed in the short-term, they invariably fail when everyone figures them out.  Do What You Have To DoSelect your work carefully and if you don’t love what you’re doing enough to want to be the best at it, get out! Flee from the boring or unsatisfying job as you would from a burning building. Working at something you don’t care about is the very best way to waste your life. Remember, this life is not a… Read more

Two Techniques for Turbulent Times

There are two techniques that can be useful in developing the foresight that is a hallmark of effective leaders. Practice Crisis AnticipationThe first is called “crisis anticipation” and it involves looking ahead as far as you can and asking,  “What could possibly change or go wrong that would threaten our survival?”  Think About The Worst Possible EventFor example, what would you do if interest rates doubled, as they have done in the past? What if your best-selling product, or service, suddenly stopped selling, as often happens in high-tech industries in times of rapid change. What if a key executive died unexpectedly or your offices with all your records were destroyed by fire? What if you lost your key customer or… Read more

Apply the 80/20 Rule to Everything in Time and Life Management

Before you begin work, always ask yourself, “Is this task in the top 20% of my activities or in the bottom 80%?” The 80/20 Rule is one of the most helpful of all concepts of time and life management. It is also called the Pareto Principle after its founder, the Italian economist Vilfredo Pareto, who first wrote about it in 1895. Pareto noticed that people in his society seemed to divide naturally into what he called the “vital few,” the top 20% in terms of money and influence, and the “trivial many,” the bottom 80%. The Great Discovery He later discovered that virtually all economic activity was subject to this Pareto Principle as well. For example, this rule says that… Read more

Develop A Prosperity Concsiousness

The starting point of all riches is the development of a prosperity consciousness. You must become a financial success in your thinking long before you achieve it in your reality. Both poverty and riches are the result of a state of mind, and the most important single step you ever take on the road to wealth and financial independence is the decision to change your thinking, to impress into your mind an unshakable belief that you can and will achieve your financial goals. This must happen before anything else happens. Think And Grow Rich When I was growing up, I was fascinated by stories of successful men and women and how they made and lost their fortunes, and then made… Read more

The Acid Test of Listening to Customers

Don’t get caught not listening to your potential customer. This is critical to your sales success.

Paraphrase Your Customer’s Words
The customer is only sure that you have been listening when you paraphrase what they have said and feed it back in your own words. This is where the rubber meets the road in effective listening. This is where you demonstrate in no uncertain terms to the prospect that your listening has been real and sincere. This is where you show the prospect that you were paying complete attention to what he or she was saying. Paraphrasing is how you prove it…. Read more

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Brian Tracy

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