The Principle of the Objective

Learn from the Lessons of History The concepts of military strategy have been studied and written about for more than 4,000 years, going back to the early works of General Sun-Tzu in China more than 2,000 years BC. These principles of strategy that have been developed and perfected over the centuries have direct applications and implications for strategic thinking, both personally and corporately. Decide In Advance What You WantThe most important military principle is the Principle of the Objective. This principle requires that you decide in advance exactly what it is that you are trying to accomplish. What exactly is your objective? In my experience, fully 80% of all problems in personal and corporate life come from a lack of… Read more

Dealing With Jet Lag

Each year I fly all over the world to speak and conduct seminars. I fly east to Britain, Europe and Russia, often crossing eight, nine and even thirteen time zones from San Diego to my destination. I fly west to Australia, South East Asia and India, often crossing as many as twelve time zones before returning to San Diego. But I never have jet lag. The Facts About Jet Lag Medical researchers have studied jet lag for many years. They have concluded that because of the long distances traveled in pressurized aircraft, combined with the complete time change that the body goes through on long trips, the human system becomes disoriented and inefficient. Without taking the proper steps, it requires approximately one day to recover from each… Read more

Feedback and Discipline

How You Can Be More Effective in Giving Feedback to Your Staff An important part of business communication is giving feedback, correction and discipline to your staff. One of the jobs of the manager is to be a teacher, and in some cases a disciplinarian. This means that, in order to do your job properly, and in order to develop your staff to make their highest potential contribution to the organization, you must give them regular feedback on what they are doing right and where they can improve. Constructive Criticism Most people are very tense about giving discipline or what is often called, “constructive criticism.” However you can make it a low stress occasion by focusing on the behavior and… Read more

Practice the ABC Method of Setting Priorities

“The first law of success is concentration – to bend all the energies to one point, and to go directly to that point, looking neither to the right or to the left.” –William Mathews The more thought you invest in planning and setting priorities before you begin, the more important things you will do and the faster you will get them done once you get started. The more important and valuable the task is to you, the more you will be motivated to overcome procrastination and launch yourself into the job. Get my FREE eBook: 5 Reasons Why Most Don’t Become Wealthy A Simple and Powerful Technique The ABC Method is a powerful priority setting technique that you can use… Read more

Sense and Nonsense

Why it was that some countries and some parts of countries were more successful economically than others. Many years ago, I began studying economics. I wanted to know why it was that some countries and some parts of countries were more successful economically than others. Before my study was finished, I had spent more than 4,000 hours and assembled a vast library of books on the subject of economics. I attended conferences on business economics and national economics, and eventually got an MBA degree in which I had to study both microeconomics and macroeconomics. I finally learned a little bit about the subject. The bottom line is simple: incentives! Khrushchev once said, “Call them what you want, it is incentives… Read more

Winter Skiing

“The greatest joys in life are happy memories, and the great business of life is to create as many of them as possible.�? My family and I took three days and went to Park City Utah to ski over the President’s Day weekend. David and Sarah drove up from Las Vegas, while Christina, Damon and little Julie (15 months) flew in from Los Angeles. Barbara, myself and Catherine (16 years old) flew up from San Diego. After a little coordination, we all got together and drove up to the two condominium units we had rented at the base of the ski slopes in Park City. We have not skied for two years so we had to remember and relearn the… Read more

Consulting Versus Selling

One particular self-image possessed by high-achieving salespeople is that they see themselves as consultants rather than as salespersons. View Yourself As A Consultant One particular self-image possessed by high-achieving salespeople is that they see themselves as consultants rather than as salespersons. They see themselves as problem solvers with their products or services rather than as vendors looking for someone who will trade them money for what they have to offer. Approach Them As Clients They do not approach their customers with hat in hand, hoping for a sale. They approach their “clients” with the attitude that they are consultants calling on the prospect to help him or her solve a problem or achieve a goal. Learn more about consumer behavior… Read more

The Efficiency Curve

The more you discipline yourself to working non-stop on a single task, the more you move down the “Efficiency Curve.” The more you discipline yourself to working non-stop on a single task, the more you move down the “Efficiency Curve.” You get more and more high quality work done in less and less time. Each time you stop working however, you break this cycle and move back up the curve to where every part of the task is more difficult and time consuming. Self-Discipline Is the Key Elbert Hubbard defined self-discipline as, “The ability to make yourself do what you should do, when you should do it, whether you feel like it or not.” In the final analysis, success in… Read more

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