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The success principles (bonus pack) jack canfield & janet switzer

The document discusses taking responsibility for your life outcomes. It introduces the formula E+R=O, where E is an Event, R is your Response, and O is the Outcome. It states that your response to events determines the outcomes you experience. Successful people know that how they respond can lead to advancement or regret. While events are outside our control, we can create the best outcomes by taking responsibility and changing how we respond.

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The Success Principles Your 30-Day Journey From Where You Are to Where You Want to Be Jack Canfield and Janet Switzer
Success Is a Journey! What Do People Say Who Have Traveled With Us?… Jack Canfield doesn’t just give you hype. His Our group truly enjoyed your presentation. I down-to-earth style made it easy for our associates understand most of our folks gave you a #1, our to relate and follow through. We have seen a highest rating, on the evaluation sheets. You did a tremendous increase in our associates’ commissions, super job. as well as their attitude and self-esteem. —James J. Westervelt, Vice President —John Assaraf, RE/MAX of Indiana ITT Hartford You would have been thrilled to attend our You lead participants on a journey of self- recognition banquet Saturday night. Five of the discovery that is fascinating and fun while being solidly [salespeople] inducted into the President’s Circle, our founded on research and experience. Your handouts top managers and consultants, recalled your are eminently useful. presentation last year and how it gave them the vision —M.A. Armour, Director of Meeting Services and strategies to achieve their success. International Credit Association —John Zucker, VP Mktg Your powerful presentation influenced even the DONCASTER, A Tanner Company most staunch, hard core “nay sayers.” You have a At all levels, there is new confidence and great ability to teach and I was most impressed with commitment. District and Branch managers and their your style. You had a tremendous influence on our staffs are taking risks, making decisions, pushing employees, and that type of impact is worth paying through fears, asking for what they need, and are for. working better as a team. —P.S. Downs, Minnesota Power —Elliott Brown, Regional Vice President, The response was unanimous: You were Citicorp completely on target and had obviously done your We couldn’t have reacted more positively to your homework and been responsive to what we needed message. Our group has been through experiences that you to focus on at our convention. The topics...very left us feeling splintered and war-weary. For the first effectively supported and reinforced the rest of the time in a long time, people began expressing hope again agenda. Your material was perfect...One Director that we can accomplish even our loftiest goals. of Corporate Stores said, “Jack should be a given at — Jill Miller, Corporate Marketing Director every convention.” That says it all! Ortho Pharmaceutical Corporation —Marla Rosner, Vice President, A Johnson & Johnson Company SUPERCUTS The Ten Steps to Success are proving to be very I’m making major changes in all areas of my life valuable tools for our staff. Thank you for generating as a direct result of the skills I learned. The safe such excitement, improving our associates’ feelings environment you created allowed me to stretch in ways of self-worth and for presenting so many lessons in a I never would have thought possible. My business very short period of time. skills and interactions are enhanced... and my personal —D.A. Garrett, Human Resources life is opening widely. General Electric Capital Corporation —Linda Claire, Director, International Admin Neutrogena Corporation Without exception, the feedback could not have been more positive. People are speaking about the I have been able to awaken and utilize my talents “lasting impact” you had on them...your “sincerity like never before. I have not only helped people change and enthusiasm,” and how these qualities made the their lives, but I have changed my own as well. Each subject matter come to life and have a realism and new week brings exciting opportunities. Thank you relevance to their everyday lives. for all your guidance, encouragement and friendship. —Patrick O’Sullivan, Director, Sales Training —Todd McNally, Monogram Bank Westec Security, Inc.
For me, the training provided an opportunity to the training powerful [and] goal-oriented...with renewed look at how I’ve been working in my organization respect for themselves and their co-workers. STAR and to consider options for changing my style, intent gave us a dynamic message and the tools to continue and behavior. My goal is to take the skills and integrate applying the concepts long after the program’s end. them into my presentations. —Diana Clark, District Sales Manager, AT&T —Judith Schuster, Training & Development A shot of Jack Canfield is just what we need SmithKline Laboratories occasionally to remind us how truly wonderful it is to “Fantastic” and “Ability to communicate with be human beings. My personal and professional life warmth and understanding” were just some of the is enriched because of your tapes. They’re comments that were given after your program. I will magnificent! highly recommend your program to anyone...it was —Didge Pearson, Senior Mgr, Membership so relevant and offered participants outstanding take- Assn for Information & Image Mgmt home value. I have found the tapes to be very effective in —Lola Green, Seminar Chairperson helping to slowly and solidly change my life. Not in Young Presidents Organization the slapdash overnight explosion other self- Members were riveted to your instructions. They empowerment experts promise, but in a more were intrigued by your insightfulness in working with consistent and effective way that I feel growing inside couples...They were moved to tears and to standing me everyday. ovations. You were humble, vulnerable, human, —Marie Jones, California humorous, witty, playful, outrageous, flexible and Janet Switzer is one of the best minds on the planet totally present. with a unique talent for producing profits I can bank. —Raymond Aaron, Director She’s easily made me hundreds of thousands of The Millionaire Club dollars with her simple strategies. I know she does My growth in relationships has been phenomenal. the same for companies in all sorts of industries. She I am able to take action to make things happen in my can do the same or more for you. life. I feel so blessed to have been able to experience —Mark Victor Hansen Self-Esteem 101 and realize the benefits daily. My co-author of the New York Times #1 self-imposed barriers go down with much less effort bestselling book series Chicken Soup for the now. Soul —TomAbbott,St.Louis Janet Switzer is the genius of choice for lots of very smart companies across the country. She’ll find One of the best programs we have ever seen at a way to bring in the money when everyone else has Honda. This is a wonderful program for people, failed…she understands budgets, risks, people and managers, trainers... anyone. It brings together many the bottom line. If you can get her to put you on her disciplines, technologies and approaches that helped schedule, consider yourself lucky…but don’t call her reinforce energy. unless you’re serious about making money. —Dominic Cirincione —Macrae Ross Manager, Training & Development independent growth and management American Honda Corporation strategist [Your program] may well have been one major I once saw Janet produce a highly specific and factor in an attitude upswing within my reporting fully articulated strategy within eight minutes of people. Nine out of ten have participated in the meeting a business owner and hearing about his program in the past eighteen months. business. In just 40 minutes at my office, Janet —Abbot Knowles, Manager provided me with an entire and fully integrated Jack New England Telephone Canfield doesn’t just give you hype. His down-to- I was struggling to find a vehicle that would help earth style made it easy for our associates to relate my people focus on what we really wanted and give us and follow through. We have seen a tremendous the tools to achieve those goals. People emerged from increase in our associates’ commissions, as well as their attitude and self-esteem. —John Assaraf, RE/MAX of Indianan
Copyright © 2004 by Jack Canfield and Janet Switzer All rights reserved. Printed in the United States of America. No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means, electronic, mechanical, photocopying, recording or otherwise without the written permission of the co-authors. Disclaimer: This manual and accompanying audio program is designed to provide information about the subject matter covered. It is sold with the understanding that the publisher and co-author(s) are not engaged in rendering legal, accounting or other professional services. If legal or other expert assistance is required, the services of a competent professional should be sought. It is not the purpose of this manual or of the accompanying audio program and/or seminar to provide and reprint all the information that is otherwise available to the author and/or publisher, but to complement, amplify, supplement and direct you to other information and texts readily available. You are urged to read all the available material, learn as much as possible about the subject and to tailor the information to your individual needs. The resources listed in this manual are for information purposes only and such listings do not constitute referrals to these service or product providers. Publisher and/or author(s) cannot be held responsible for remedies to reader for any loss or damage experienced in dealing with listed resources. Every effort has been made to make this manual and the accompanying audio program and/or seminar as complete and as accurate as possible. However, there may be mistakes both typographical and in content. Therefore, this text should be used only as general guide and not as the ultimate source of information. Furthermore, this manual contains information available and current only up to the printing date. The purpose of this manual is to educate and entertain. The author(s) and/or publisher shall have neither liability nor responsibility to any person or entity with respect to any loss or damage caused, or alleged to be caused, directly or indirectly by the information contained in this book. If you do not wish to be bound by the above, you may return this publication to the seller for a full refund. The tradename “The Success Principles,” its associated logo and trade dress are trademarks belonging to Jack Canfield and Janet Switzer. Chicken Soup for the Soul is a registered trademark of John T. Canfield and Mark Victor Hansen. Audio portion recorded at Master Tracks, Santa Barbara, California, www.mastertracks.net. Music written and performed by Douglas McKenna © 2003 Douglas McKenna. dmckenna@operamail.com. Publisher: The Canfield Training Group Media Contact: Success Network International P.O. Box 30880 107 North Reino Road #415 Santa Barbara, CA 93130 Newbury Park, CA 91320 U.S.A. (805) 563-2935 (805) 499-9400 • fax (805) 499-9470 fax (805) 563-2945 www.thesuccessprinciples.com www.jackcanfield.com media@thesuccessprinciples.com
Introduction One of the greatest myths in this world isthat our clients, our spouse, the weather, the economy, we’re entitled to live a great life.That somehow, our astrological chart, our lack of good golf clubs— somewhere—someone—is required to fill our lives anyone or anything we can pin the blame on. We with continual happiness, enticing career options, never want to look at where the real problem is— empowering family time and blissful personal rela- ourself. tionships simply because we exist on this planet. We There is a wonderful story that is told about a expect these things—and when they don’t show up, man who is out walking one night and comes upon a for many of us at least, it’s someone else’s fault. man down on his knees looking for something under But perhaps the greatest truth in this world— a street lamp. The passerby inquires as to what the and the one lesson we hope this program will help other man is looking for. He answers that he is look- you learn over and over again—is that there’s only ing for his lost key. The man offers to help and gets one person responsible for the life you enjoy here. down on his knees and searches for the key. After an hour of fruitless searching, he says to the man, That person is YOU. “We’ve looked everywhere for it and we have not If you want to be successful, you have to take found it. Are you sure that you lost it here?” The 100% responsibility for everything you experience other man replies, “No, I lost it in my house, but in your life. From the level of your achievements to there is more light out here under the a streetlamp.” the results you produce, to the quality of your rela- How many times do you look for the answers tionships to the state of your health and physical fit- to your problems outside yourself, when the answer ness—even responsibility for your feelings, your in- lies within? It is you who creates the quality of the come, your debts...everything! life you lead and the results you produce. No one This is not easy. else! In fact, most of us have been conditioned to Choose Now to Make a Change blame something outside of ourselves for the parts Our final admonition to you as you start down of our life we don’t like. We blame our parents, our your path to future success, is that you have control bosses, our teachers, our friends, our co-workers, over just three things in your life—the thoughts you
think, the images you visualize and the actions you producing the “more” that you are seeking in life, take. How you make the most of them determines the “more” would have already shown up. If you the outcomes you experience in life. want something different, you’re going to have to do something different! If you don’t like what you are producing and experiencing, choose now to change your responses. While this audio program will give you the strat- Change your negative thoughts to positive ones. egies and principles that are proven to help you ac- Change what you daydream about. If you don’t like quire the success-filled life you want, ultimately, you the way people treat you, say something about it or are the one who will execute these strategies and spend your time with different people. incorporate these principles into your everyday life If you keep doing what you’ve always done, The day you begin to do that is the day your you’ll keep getting what you’ve always gotten. In life will begin to change for the better! fact, if what you are currently doing was capable of
1 Take 100% Responsibility for Your Life With E+R=O Bob Resnick, one of Jack’s Successful people know that how they re- earliestmentors,teaches a simple, yet powerful for- spond can mean the difference between advance- mula we believe should be the primary rule guiding ment and riches — or regret about what could have your successful life: been. In fact, one of the greatest differences be- tween successful people and those who would merely like to be, is how they respond to the opportunities E+R=O in their life. Event + Response = Outcome How often have you reacted with fear or “I can’t” when opportunity knocks? Have you walked Stated succinctly, every outcome we experi- away from a life-changing opportunity? Or worse, ence in life is a direct result of how we respond to did you fail to recognize and respond to opportunity an individual event that occurs. that actually appeared as a crisis or other disaster? Sometimes that event is an unexpected op- Take a look: portunity that shows up. Other times, it’s a crisis we didn’t see coming. But in any case, it’s just the Event: Your co-workers continually miss way things are—the existential reality of our life. deadlines, forcing you to work late to bring projects in on time. So how can we create the best possible out- come in relation to an event we have no control Response: You grumble to your wife, but say over? By taking responsibility and changing the nothing to you co-workers or boss. way we respond to that event. Take a look at these two examples: Outcome: You end up working late most nights straining your marriage and family relationship. Event: You are given a $1,000 bonus. Response: You spend it on a weekend trip. Event: Your co-workers continually miss Outcome: You are broke. eadlines, forcing you to work late to bring projects in on time. Event: You are given a $1,000 bonus. Response: You investigate ways to streamline the process, then quietly present Response You invest it in your mutual fund. your better plan to the boss. Outcome: You have an increased net worth. Outcome: Your boss creates a special job title Can you see how your response — and your re- for you, sight on projects, which leads sponse alone — can significantly improve your life, or to increased responsibility, a year- alternatively, keep you exactly where you are today? end bonus and an increase in salary.
The truth is...when confronted with a negative what they’re really saying is, “I know things could event, successful people look for ways to transform be better. I have a point of reference of something that negative into an opportunity for achievement and better which I prefer. I know the difference be- greater success. tween that ideal and the situation I’m in now. But I’m not willing to risk creating that other, more de- They simply respond differently. sirable scenario.” Do You Blame Events It’s simply easier and for Your Outcomes? less risky to complain. Of course, responding differently means you And it’s certainly easier than responding the must give up blaming the event itself. This is very way successful people do. If successful people don’t difficult. Our conditioning has trained us that when like the situation they find themselves in, they either: something doesn’t work, we blame what happened rather than our reaction to it: the traffic that made (a) work to make it better, or… you late for an important meeting, the bounced check (b) they leave and go somewhere else. that made your husband mad, your parents who still treat you like you’re 12, the company take-over that The truth is...for as fast as our society moves eliminated your job. today, things are likely to change anyway. Left alone, bad situations often get worse. But you can do Does this sound familiar? something to change them — if you’re willing to take “If only my boss would give me enough time 100% responsibility for your life. It’s up to you to to do the job...If only my husband understood what do something different. I’m trying to do with the kids...If only the kids would clean up their rooms...If only we had a better Do You Ignore the Yellow Alerts? economy...If only they would stop such-and-such...I would feel better.” Most people are surprised to hear that they’re usually notified in advance about the “negative” Stop blaming and complaining! events that occur in their lives. Like the “yellow Understand that the E’s (the events) aren’t re- alerts” in the old Star Trek television series, you re- sponsible for the O’s (the outcomes) you experi- ceive advance warnings — in the form of tell-tale ence in life. signs, comments from others, gut instinct, your intu- ition — that warn you of impending doom and give you time to prevent disaster from happening. Complaining Simply Means You Know There’s Something Better You have time to change your response (R) in the E+R=O equation. Complaining about the Events won’t help you change your outcomes, either. You can act, as successful people do — fac- ing facts squarely, doing the uncomfortable and tak- Isn’t it interesting that many people who stay ing steps to change the outcome. Successful people in bad situations never complain. Why? They sim- don’t wait for disaster to occur, and then blame ply don’t know any better. They don’t know that something or someone else for their problems. They things could be better. respond in time. They prevent things from going too But complainers know exactly what’s avail- far. able to them. Life Becomes Much Easier In fact, when you hear someone complain, Once you begin responding decisively to sig-
nals and events as they occur, life becomes much for outcomes that are both good and bad. easier. The feelings of hopelessness and lack of When you confront a guy in a bar who is twice control go away. You start seeing two kinds of im- your size and say to him, “You’re ugly!” — then find proved outcomes — both internal and external. yourself in the hospital with a broken jaw — it’s Old internal dialogs like: “I feel like a victim. I easy to see you created that outcome. feel used. Only bad things happen to me,” are trans- But what about those outcomes that are more formed into, “I feel better. I’m in control. I can difficult to see? make things happen.” Let’s say you work late every night. You come External outcomes like, “Nobody comes to our home tired and burned out. You eat dinner in a stu- store. We missed our quarterly goals. People are por, then sit down to watch television. You are too complaining the new product doesn’t work,” be- tired and stressed out to do anything else — like go come outcomes like: “I have more money in the for a walk or play with the kids. This goes on for bank. I lead the division in sales. Our product is years. Your wife asks you to talk to her. “Later,” flying off the shelves.” you say. Three years from now you come home to Eventually, as you respond regularly to these an empty house and a find note that she’s left you yellow alerts, you begin to see events without need- and taken the kids. ing these advance warnings. You begin to anticipate You created that one, too! problems. Of course, in this kind of situation, it’s easy to And, you mature in your thinking. gloss over the obvious with self-righteous arguments Finally, you can accept the fact that you are like, “I was working hard to make a better life for the one who has created the way things are. You my family. I’m entitled to watch a ball game every took the actions, you thought the thoughts, you cre- now and then. I was a good provider, wasn’t I?” ated the feelings and you made the choices that got But perhaps the worst outcomes are those we you to where you are now. simply allow to happen, whether through inaction, You are the one who ate the food. You are the neglect or unspoken agreement. one who stayed in that job that you hate. You are You didn’t sign the petition when it came in the the one who married him. You are the one who mail, and now there’s a microwave tower in your wanted kids. You are the one who abandoned your neighborhood. You didn’t demand counseling the dream. You are the one who ignored your intuition. first time he hit you, and now the abuse has gotten You are the one who decided to go it alone. You worse. You didn’t follow through on your threat to are the one who decided you were damaged goods. take away privileges, and now the kids’ rooms look You are the one who trusted him. like a war zone. You didn’t go back to school, and And, come to think of it, you’re the one who now you are being passed over for a promotion. said yes to the dogs, too. You didn’t demand an audit, and now your partner has disappeared with the money. You didn’t leave It was you! when you saw the drugs, and now you are in jail. You Either Create It or When you allow outcomes like these to hap- Allow It to Happen pen, be aware that you are not a victim. In fact, you You alone have the power to make something can safely take credit for standing passively by and happen in your life, whether you actively create it or letting it happen. You didn’t say anything, make a passively allow it to happen or continue. This goes demand, say no, or leave.
Like the yellow alerts we talked about before, Foreman once said, there were signs that you chose to ignore. Winners are those people who make a habit You didn’t acknowledge the alert or act upon of doing the things losers are uncomfortable do- it because that would have required you to do some- ing. thing uncomfortable. Whether it’s confronting your Don’t fail to respond to a yellow alert because spouse or speaking up in a staff meeting or leaving it’s easier, more convenient, less uncomfortable, less the premises, you are the only one who can respond confrontational, keeps the peace, doesn’t require to a yellow alert while there is still time to change it, taking risks, or confirms your low self-image. Take reverse it or save it. action! Don’t allow negative outcomes to be your My good friend, former Congressman Ed fate. The Early Years: Age _______ to Age _______ SuccessesIAchieved: SuccessLessonsILearned(useadditionalsheetsifnecessary): 1. 2. 3.
How Would You Respond Differently? The following scenarios include inappropriate responses and undesirable outcomes. How would you respond differently in order to change the outcome? Poor Response / Undesirable Outcome Your Response / More Desirable Outcome Event: Your boss “dumps” last-minute projects on you. Event: Your boss “dumps” last-minute projects on you. Response: You stay late to finish them 2-3 nights a week. Your Response: You discuss the problem with your boss, Outcome: Your family life suffers and your wife is furious. offer solutions and now ask early in the day about any deadlines. Better Outcome: You feel more in control in the workplace, get home on time and your family relation- ships improve. Your teenager’s rage prob- lem diminishes and he’s doing better in school. You have time to share in household duties now so your wife is less resentful and more loving and supportive. Event: The house remodeler says permits aren’t needed. Event: The house remodeler says permits aren’t needed. Response: You believe him even though you’re not sure. Your Response: Outcome: The electrical wiring was poorly done, not inspectedand now you’re paying even more Better Outcome: money to have it re-done because the lights don’t work. Event: You now get 500 cable channels with DSS. Event: You now get 500 cable channels with DSS. Response: You spend your entire evening channel-surfing. Your Response: Outcome: You mindlessly eat snacks after dinner and bal- loon to 230 lbs. Following your lead, the kids Better Outcome: watch, too, instead of doing their homework. You end up yelling at them and their schoolwork suf- fers for lack of concentration and help from you. Event: You lose your job and now the creditors are call- ing. Event: You lose your job and now the creditors are Response: You ignore the calls and letters and don’t calling. investigateoptions for reducing your payment or negotiating better terms. Your Response: Outcome: Your credit rating is ruined, you have 4 judgments Better Outcome: against you and now that you just got a new job, they’re garnishing your wages and causing you embarrassment with your new boss. Event: A friend approaches you with a business idea. Response: Even though the business sounds wonderful, you Event: A friend approaches you with a business let your husband tell you it’s too good to be true, idea. so you don’t even investigate. You tell your friend no. Your Response: Outcome: Your friend’s idea was sound, the business took off and now she’s quitting her lackluster job be- Better Outcome: cause she’s making $9,000 a month. You’re still stuck in a job you hate, so you’re jealous and harbor resentment about your friend’s success.
2 Success Is a Learned Behavior One of our favorite stories is about a mess like this, eventually you have to clean it up. afamousresearch scientist who had made several So, how would you like to do that? We could use a veryimportant medical breakthroughs. towel, sponge or mop. Which do you prefer?” He was being interviewed by a newspaper After they were finished cleaning up the milk, reporter who asked him why he thought he was able she said, “What we have here is a failed experiment to succeed so much more than the average person, in how to carry a big bottle of milk with two tiny to be so much more creative than the average per- hands. Let’s go out in the backyard, fill the bottle son? In other words, what set him so far apart from with water and see if you can discover a way to others? carry it without dropping it.” And they did. He responded that, in his opinion, it all came What a wonderful lesson! from a lesson his mother taught him when he was The scientist then remarked it was at that mo- two years old. He’d been trying to take a bottle of ment he knew he didn’t have to be afraid to make milk out of the refrigerator, when he lost his grip and mistakes. Instead, he learned that mistakes were spilled the entire contents on the kitchen floor. His just opportunities for learning something new — mother, instead of scolding him, said, “What a won- which after all, is what scientific experiments are all derful mess you’ve made! I’ve rarely seen such a about. huge puddle of milk. Well, the damage is already done. Would you like to get down and play in the That bottle of spilled milk led to a lifetime of milk before we clean it up?” learning experiences — experiences that were the building blocks of a lifetime of world-renowned suc- Indeed, he did. And, after a few minutes, his cesses and medical breakthroughs! mother continued, “You know, whenever you make Taking Inventory of Your Life Successes: What Milk Have You Spilled? What did you learn each time you achieved try new things, when we move outside our something new? How did you have to “stretch” in comfort zone, and when we make new contacts that your ability? In other words, what skills did you ac- can help us in our journey. quire, what techniques did you learn, and what rela- The more you acknowledge that you are suc- tionships did you form that helped you achieve sig- cessful (and the more you acknowledge what you nificant successes in your life? already know), the better prepared you’ll be to ben- We’ll be inventorying your life’s successes in efit from the success training you’ll experience in this just a moment, but as you do, remember that suc- workbook. Let’s start working on your success cess is a learned behavior. We succeed when we now!
To start the process of taking inventory: Di- to 15 years, 16 to 30 years and 31 to 45 years. vide your life into three parts — for example, if you Then list three successes for each time frame — and are 45 years old today, your three parts would be 0 list what you learned as you achieved that success. TheEarlyYears:Age_______toAge_______ SuccessesIAchieved SuccessLessonsILearned (useadditionalsheetsifnecessary) 1. 2. 3. The Middle Years: Age _______ to Age _______ SuccessesIAchieved SuccessLessonsILearned(useadditionalsheetsifnecessary) 1. 2. 3. 4. 5.
The Most Recent Years: Age _______ to Age _______ SuccessesIAchieved SuccessLessonsILearned(useadditionalsheetsifnecessary) 1. 2. 3. 4. 5.
Now let’s take a look at the next five years...your immediately. In future days, we’ll be building on these immediate future which we’ll be working on over the next thoughts with step-by-step strategies for developing and 30 days. What do you want to accomplish? What would achieving these specific goals! you like to achieve? Quickly jot down what comes to mind The Next Five Years Successes I Will Achieve What Knowledge, Skills, Habits, Self-Disciplines, Relationships and Resources Will I Need to Develop to Achieve These Successes (use additional sheets if necessary) 1. ______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ 2. ______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ 3. ______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ 4. ______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ 5. ______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ 6. ______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ 7. ______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ 8. ______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ 9. ______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ 10. _____________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________
3 Discover Your Unique Purpose: What Were You Put on This Earth To Do? Janet and I discovered long ago what we were Surprisingly, some of the greatest names in his- put on this earth to do. We determined our purpose tory have had some of the simplest personal mission in life, our "right livelihood." We discovered how to statements. Titans of industry, leaders of major world inject passion and determination into every activity governments, entertainment giants — have all had a we undertake. And we learned how purpose can definitive life purpose that drives their daily actions, bring an aspect of fun and fulfillment to virtually ev- helping them create great successes and positively erything we do. impact generations of people. Now we'd like to help uncover the same se- Take Thomas Edison, for example: His stated cret for you. mission was to create inventions that people needed, that people would pay for and that would You see, without a purpose in life, it's easy to be profitable. Imagine having that mission state- get side-tracked on your life's journey. It's easy to ment as a road map to guide your daily actions! If wander and drift, accomplishing little. an activity didn't fit that formula, you wouldn't work But with a purpose, everything in life seems to on it. Period. If something was getting you off track fall into place. To be "on purpose" means you're in life, you'd be able to recognize its short-comings doing what you love to do, doing what you're good before spending too much time, energy or resources at and accomplishing what's important to you. When on it. If something didn't fit all the criteria, you'd move you are on purpose, the people, resources and op- on to the next thing that did. See the kind of focus a portunities you need naturally gravitate toward you. stated purpose or mission statement can give you? The world benefits, too. Let's look at other historical figures that have With a life purpose—carefully developed and had a stated purpose that guides their actions and clearly stated—you suddenly have a basis for mak- energy: ing all your major life decisions, for setting a lifetime's John F. Kennedy: To put a man on the moon worth of goals and for pursuing one activity or goal in this decade. versus another. Andrew Carnegie, American steel industrial- Not only will thinking about and pursuing your ist, founder of the public library system, and at one life purpose get you to where you want to be, it will time the richest man in the world: To spend the first make the journey more enjoyable! half of my life making as much money as I can In this chapter, you'll learn that your greatest — and the second half giving it away. challenge will be to discover and use your natural Stanley Mason, inventor of the Band-Aid, dis- talents, resources and abilities to their highest and posable diapers and other consumable consumer best use—for you…your family…and the world. products: Create one invention a year that will Let's get started now! generate $10 million a year in royalties forever. What's In a Mission Statement? Jack Canfield: To inspire and empower The Life Purpose of Some of History's people to live their higest vision in a context of Greatest Names love and joy.
Finding Your Personal Life Purpose: But how does purpose differ from goals or The "Why" Behind Everything You'll Do action plans? Have you ever written down your life purpose? Purpose is the "why" — the reason you cre- If not, ask yourself this question: If I were provided ate the goals you create and pursue the activities with everything I wanted and needed to release you do. It's the reason you strive to achieve the my full potential and achieve my highest vision, results you're looking for. what would my purpose be? Goals are merely the "what" you'll accomplish Finding your purpose is really discovering what and action plans are simply the "how" you'll accom- you were put on this Earth to do. Your purpose can plish those goals. Without purpose as the compass, tell you what to accomplish, for whom, how to ac- goals and action plans are meaningless. complish it and in what time frame. When you dis- cover your purpose, life flows effortlessly. Oppor- To determine your life's purpose — to develop tunity seems to fall in your lap. Resources and rela- it in crystal-clear words that are compelling to you tionships find you easily. Small successes build upon and others — take time now to complete the exer- one another to create unstoppable momentum. cises that follow. Then, finish by writing your own heartfelt personal mission statement.
Life Purpose Exercise 1. List two of your unique personal qualities, such as enthusiasm and creativity. _______________________________________ ____________________________________ 2. List one or two ways you enjoy expressing those qualities when interacting with others, such as to support and to inspire. _____________________________________________________________________________________________________________________ _____________________________________________________________________________________________________________________ _____________________________________________________________________________________________________________________ 3. Assume the world is perfect right now. What does this world look like? How is everyone interacting with everyone else? What does it feel like? This is a statement, in present tense, describing the ultimate condition, the perfect world as you see it and feel it. Remember a perfect world is a fun place to be. For example: Everyone is freely expressing their own unique talents. Everyone is working in harmony. Everyone is expressing love. _____________________________________________________________________________________________________________________ _____________________________________________________________________________________________________________________ _____________________________________________________________________________________________________________________ _____________________________________________________________________________________________________________________ _____________________________________________________________________________________________________________________ 4. Combine the three prior subdivisions of this paragraph into a single statement. Example: My purpose is to use my creativity and enthusiasm to support and inspire others to freely express their talents in a harmonious and loving way. ________________________________________________________________________________________________________________________ _______________________________________________________________________________________________________________________ ________________________________________________________________________________________________________________________ ________________________________________________________________________________________________________________________ ________________________________________________________________________________________________________________________ ________________________________________________________________________________________________________________________ ________________________________________________________________________________________________________________________ ________________________________________________________________________________________________________________________ There are several ways to approach defining your purpose. We learned this version of the life purpose exercise from Arnold M. Patent. You can reach Arnold Patent at 28172 Via Chabas, Mission Viejo, CA 92692. (949) 770-7769. www.arnoldpatent.com.
Finding Purpose in Your Career: Are You Where You Need to Be? Why do I have the job I have? _________________________________________________________________ What purpose or higher good am I serving?________________________________________________________ Who does my work serve?____________________________________________________________________ Do those people need what I provide? Yes, absolutely! Maybe. I sometimes wonder. Not really. They could easily do without it. What do they do with what I provide?____________________________________________________________ Do they, in turn, help others with what I give them? ____________________________________________________ Could I provide it differently, in a way that would better enable people to pass on the benefits? ____________________ Is there integrity in what I do for a living? _________ In what way? ______________________________________ Is integrity lacking in what I do for a living? _________ In what way? ______________________________________ If I could be doing anything I wanted to do, assured that all my living expenses and material needs and desires would somehow be fulfilled, would I be working at this job? Yes, absolutely! No, I'd leave tomorrow. If not, how can I alter this job and make it into something I can be passionate about? __________________________ If this job ultimately isn't for me, how will I start transitioning into something new? _____________________________ Are there any negative aspects to my work? No Yes Am I the source for that? _______________________ Can I change any negative aspects? No Yes How? ___________________________________________ Can I achieve my purpose only in this job? _________________________________________________________ How else can I achieve my purpose, if not in this job? __________________________________________________ Can I stay in this job and achieve my higher purpose? Yes No If yes, how? If no, why not? _______________ ________________________________________________________________________________________________________________ _______________________________________________________________________________________________________________ If I could wake up every morning, excited to face the day and eager to get to work, what would a day like this look like? __________________________________________________________________________________________________ Finding Purpose in Your Marriage or Committed Relationship: Are You More "On Purpose" as Two? When you first met your spouse or partner, what activities were you both passionately interested in? ______________ What goals for your future did you both share? _____________________________________________________ Did you ever write down those goals? Yes No If not, when will you do so? _________________________ How have you pursued or met those? _____________________________________________________________ What vision did you originally have for your relationship? _____________________________________________ How could the two of you better support each other in reaching your full potential as individuals? __________________ _________________________________________________________________________________________________ _________________________________________________________________________________________________
Finding Purpose in Your Family Relationships: What Were You Put on This Earth to Do? Are you still close to your parents? Yes No Your grandparents? Yes No Other seniors in your family? Yes No What's the most important reason you stay in touch with these “seniors”?__________________________________ Do you participate in frequent family activities with these "seniors"? Yes No What kind? _______________ Do you have children? Yes No What are the most important lessons you'll teach them in your lifetime? ___________________________________ What's the greatest hope or aspiration you have for their future? _________________________________________ How important to you is that future? _____________________________________________________________ What steps do you regularly take to support that future? ______________________________________________ Does your family, including your children, support the activities or pursuits that interest you most? _______________ In what way do they support you? ______________________________________________________________ Does your family regularly participate in any activity that serves a goal or group of people outside your immediate household? Yes No If yes, what is it? _____________________________________________________________ How did you get involved in this activity? _________________________________________________________ Would your family like to participate in any activity that serves a goal or group of people outside your immediate household? Yes No If so, what _________________________________________________________ What might each family member do to support that desire or effort? _______________________________________ Have you all committed to that plan by writing it down on paper? Yes No If not, when will you do so?___ What specifically would you expect your efforts to accomplish? _________________________________________ Finding Purpose in Your Civic Activities: Does Your Calling Shine Through? Are you active in organized civic groups? Yes…Service Organization(s) Yes…Social Club(s) Yes…Hobby Club(s) No…None. What is your reason for joining and staying active? ___________________________________________________ What satisfaction or enjoyment do you get out of these groups? __________________________________________ Do any of your groups serve others as a regular activity or stated goal? _____________________________________ Do you participate in those activities? _____________________________________________________________ Have you taken on leadership roles in these groups? _________ In what way? ______________________________ How do these groups serve to further your career or personal goals, even if they just provide relaxation time? _______ _____________________________________________________________________________________________________________________ Has meeting other members led to good things happening in your life outside club activities? Yes, absolutely! No, I wish it would. What kinds of surprising benefits have resulted from your club associations? ________________________________ What other groups might you join that would further your life goals? ______________________________________
Finding Purpose as an Individual: What's the Best Use of Your Time, Talent and Passion? What are your best talents? ____________________________________________________________________ Are you using those talents every day? Yes, absolutely! In what ways_________________________________ Not really. I could do better. In what ways? _______________________ If the world at-large could benefit from your talents, how would they benefit? ________________________________ How would they access your talent? ______________________________________________________________ How might you make your talent more available to the world? ___________________________________________ _____________________________________________________________________________________________________________________ What takes up the majority of your time now? ________________________________________________________ What would be a better use of your time? ___________________________________________________________ How can you change your schedule so you have more time for this better use? _______________________________ Putting It All Together: Defining Your Purpose Now it's time to put your thoughts together into a single statement that summarizes who you are and what you are doing here…a single statement that explains what gives you zest for living…what gives you a sense of joy, creativity and spontaneity that enables you to live every day more passionately than the last. Determining what provides you with enthusiasm, excitement and fulfillment will help you develop a purpose for your life — one that not only satisfies you personally, but serves the world, too. Complete the statements below to give you the clues you need to write your personal statement of purpose. Whether in my career or in my private life, the activity I am most passionate about and have been most passionate about over time is…_________________________________________________________ The reason I'm so passionate about this activity is… ___________________________________________ I could pursue this activity full-time if I… ___________________________________________________ I could thrive in my family and committed relationships, while at the same time pursuing this activity if I ____________________________________________________________________________________________________________________ This activity serves others in that it… _________________________________________________ When I daydream, the life I visualize for myself includes… __________________________________ When I'm at the end of my life, I hope to look back on my life and be satisfied that I accomplished... ________________________________________________________________________________________________________________________ I know I will have led a life of meaning if I… _________________________________________________ Now combine all your thoughts above into the single statement below — a statement that explains a life pursuit you can be passionate about and dedicated to long-term…a statement that explains what drives you, what keeps you enthusiastic and what brings you fulfillment. That's the definition of a powerful life purpose! The best use of my productive time, heartfelt effort and passionate dedication is to… ________________________________________________________________________________
4 Decide What You Want: Chances Are It Wants You! One of the most amazing phenomenon you’ll personally important to you—not those you believe ever experience as you incorporate The Success should be important or those you believe the world Principles into your daily life is the unexpected phone expects you to value—but what’s truly important to call, the windfall financial benefit or the uncanny new you from the deepest place in your heart. acquaintance that brings you exactly what you want Once you know your “wants,” you must also or need in order to achieve your loftiest goals — determine your core values. What kinds of activi- almost as if it were planned. ties and priorities are in alignment with your integ- Perhaps it’s the Universe, rewarding your new rity? Which are outside your acceptable limits? goal-setting activity and take-action attitude by har- Think about it. You might “want” all the riches nessing all the forces at its disposal. Or perhaps and material wealth that could come from selling il- you’ve worked hard and have “grown” yourself to legal drugs, but you might find it very difficult to con- the point where you’re finally ready to receive a vince your mind and body of your enthusiasm, es- benefit which had been waiting in the wings all along. pecially if breaking the law and contributing to bro- But more probably, as researchers have now ken lives went against your basic values. In fact, come to believe, it may simply be a matter of your engaging in an activity you don’t agree with often subconscience focusing on and recognizing oppor- causes low self-esteem, depression, despondency, tunity when it arrives. even anger. So be sure that what you want matches your values and your life purpose. Whatever the explanation, the reality is that what you want, wants you. Your goals, desires and needs are patiently waiting to gravitate toward Don’t Live Someone Else’s Dream you, once you decide what you truly want. Be certain, too, that what you “want” isn’t Of course, the main reason why most people someone else’s version of what you should want. don’t get what they want is they haven’t decided what that “want” is. They haven’t defined their goals Jack once met an anesthesiologist who made — exactly — in clear and compelling detail. After made $350,000 a year, but whose real dream was to all, how else can your mind know where to begin work on cars. He had wanted to be a mechanic, but looking, seeing and hearing if you don’t give it spe- he knew his mother wouldn’t approve. Jack’s solu- cific and detailed goals to achieve? tion? “Give yourself permission to buy a bunch of cars and then work on them on the weekends.” What the anesthesiologist wanted in his heart didn’t match Clarify Your Vision and Your Values his picture of what he thought he should be. There’s a very powerful technique for helping Unfortunately, the sad reality for most people you define your goals in vivid, colorful and compel- is they simply aren’t honest with themselves. If they ling detail. But before using this technique to write were, they would realize their “want to’s” are al- down your goals…before defining the compelling most always bigger than their “shoulds.” Back when life you want for yourself, you first must know what Janet was 25 years old and still working for other your priorites are. Priorities are “wants” that are people, her company’s Vice President asked her
what she really wanted. She replied, “If I said I Being very astute, this gal created a little maga- wanted to be President of the company, you’d tell zine called Soap Opera Digest. Every week, she me I shouldn’t aim so high!” But less than a month watched all the soap operas, cataloged the plots and later, Janet was promoted and given management of wrote up little summaries, so that if a viewer missed the company’s flagship product, which also hap- their soap operas that week, they would know who pened to be America’s top-selling software program got divorced from whom, who finally married the in its category. doctor, and so on. Now, this woman makes a for- tune watching and publishing information about soap operas. Make an “I Wants” List See how it’s possible to make a great living One of the easiest ways to begin determining doing what you want to do? You simply have to be what you truly want is to ask a friend to help you willing to risk it. make an “I Wants” list. Have the friend continually ask, “What do you want? What do you want?” for 10-15 minutes, while jotting down your answers. Visualize What You Want You’ll find the first “wants” aren’t all that profound. Have a friend read this exercise to you or au- In fact, most people usually hear themselves saying, dio-record it and then listen back to it with your “I want a Mercedes. I want a big house on the eyes closed. Pause about one minute between each ocean.” And so on. But by the end of the 15-minute of the seven categories exercise, the real you begins to speak: “I want people to love me. I want to express myself. I want to make Begin by listening to some relaxing music and a difference. I want to feel powerful”…wants that sitting quietly in a comfortable environment. are true expressions of your core values. Then, begin visualizing your ideal life exactly as if you are living it. Is “Making a Living” Stopping You? 1. First, visualize your financial situation. How much money do you have in your savings, how much Of course, what often stops people from ex- do you make in income? What is your net worth? pressing their true desire, is they don’t think they How is your cash flow? Next…What does your can make a living doing what they love to do. home look like? Where is it? What color are the “What I love to do is hang out and talk with walls? Are there paintings hanging in the rooms? people,” you might say. What do they look like? Walk through your perfect house visually, using your mind’s eye. Well, Oprah Winfrey makes a living hanging out talking with people. And Jack’s friend Diane At this point, don’t worry about how you’ll Brause, who is an international tour director, makes get that house. Don’t sabotage yorself by saying, “I a living hanging out talking with people in some of can’t live in Malibu because I don’t make enough the most exciting cities in the world. money.” Once you give your mind’s eye the pic- ture, your mind will solve the “not enough money” A woman once told Jack her favorite thing to challenge. do was to watch soap operas. “How can I make a living watching soap operas?” she asked. Fortunately, Simply be honest with yourself about what you she discovered lots of other people loved watching truly want. Continue visualizing your perfect home. soap operas, too, but often missed their favorite Next, visualize what kind of car you are driving. shows because they also had to go to work. 2. Next, visualize your career. What are you
doing in your career? Where are you working? Who 7. Move on to the community you live in, the are you working with? What kind of clients do you community you’ve chosen. It’s ideal, isn’t it? What have? What is your compensation like? Is it your does it look like? What kinds of community activi- own business? ties take place there? What about your charitable work? What do you do to help others and make a 3. Then, focus on your free time, your recre- difference? How often every week do you partici- ation time. What are you doing with your family and pate in these activities? Who are you helping? friends in the free time you’ve created for yourself? What hobbies are you pursuing? What kinds of va- Write these things in the worksheet on the cations do you take? next two pages, as you visualize them. 4. Next, visualize your body and your physi- cal health, your emotional and spiritual life. Are you Share Your Vision for Maximum Impact free and open, relaxed, perseverent, in an ecstatic state of bliss all day long. What does that look like? Then, finally, share your vision with somebody. This can be very uncomfortable. In fact, most people 5. Then move on to visualizing your relation- say, “I can’t share that! It’s too personal. It’s too ships with your family and friends. What is your re- crazy. People will think I’m flaky.” But the truth is lationship with your family like? Who are your half the people you talk to will want the very same friends? What are the quality of your relationships thing. Everyone wants material wealth, loving rela- with friends? What do those friendships feel like? tionships, supportive family and friends and time to Are they loving, supportive, empowering? Could they help make a difference in our world. But too few of be better? us readily admit it. Sharing your vision helps your 6. What about your own personal growth? subconscious mind become accountable to make it Do you see yourself going back to school, taking happen. training, seeking therapy for a past hurt or growing spiritually?
Take a look at the examples below, then write your own visualized goals in the blanks provided. Date I What I Want…Specifically Why I Want It Achieved It FINANCIAL GOALS (income, savings & investments, debt reduction, credit) 1. By December 31, 2004, I will be earning $10,000 a month net pre-tax income. 1. So Abby can quit her job and stay home with Matt. 2. By June 30, 2007, I will make the last mortgage payment on the house. 2. To be debt-free after 15 years of credit slavery. 3. On September 1, 2004, I will begin saving $85/mo. for Matt’s college tuition. 3. To give Matt the best start for his future career. ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ CAREER / BUSINESS GOALS (new job, self-employed, sales volume) 1. I will start my own restaurant consulting business by September 1, 2003. 1. I want to be free to earn as much as possible. 2. I will develop at least ten clients for the business by December 31, 2003. 2. I want to develop a stable income quickly. 3. I will find a financial partner to invest at least $500,000 by June 30, 2004. 3. I want to expand, but only using outside resources. ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ FREE TIME / FAMILY TIME (days off, trips, hobbies, special events) 1. Starting January 1, 2004, I will take off 3 weeks in May and 3 weeks in October. 2. Susan, Matt and I will go on a first-class Kenya safari in October 2004. 1. I have missed too much of Matt’s childhood. 3. I will register for ground school August 15, 2003 and get my private pilot’s license 2. Susan and I both enjoy nature and exotic locales. by August 31, 2005. 3. It’s always been my dream to pilot my own plane. ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________
Date I What I Want…Specifically Why I Want It Achieved It HEALTH / APPEARANCE GOALS (lose weight, feel younger, eat better) 1. I will be at my ideal weight of 178 pounds by November 1, 2003. 1. I will need to eat better and work out to reach 178. 2. I will consult a holistic doctor about nutrition and lifestyle by June 1, 2003. 2. I have concerns about circulation and longevity. 3. I look better and feel more confident without glasses. 3. I will complete my laser eye surgery procedure by September 30, 2003. ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ RELATIONSHIP GOALS (family, mentors, business alliances, staff, civic) 1. I will re-establish communication with my brother by September 19, 2003. 1. Making up will help me bring closure to Dad’s death. 2. I will approach Don Richardson September 9, 2003 about providing referrals. 2. This will help the business grow in reputation. 3. I will begin holding staff trainings every week starting on July 15, 2003. 3. This will empower the staff and lessen my stress. ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ PERSONAL GROWTH (education, spiritual growth, therapy, training) 1. I will enroll December 3, 2003 & complete the Men’s Basics course at church. 1. I have missed the spiritual guidance of male friends. 2. I will attend the September 23, 2003 one-day training on negotiating skills. 2. I would like to be more confident when negotiating. 3. I will begin yoga four times a week commencing on July 17, 2003. 3. I believe I will feel more relaxed. ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ MAKING A DIFFERENCE (charitable giving, church tithes, mentoring) 1. I will work up to regularly tithing a full 10% of my gross income by Jan 6, 2004. 1. I believe tithing helps me receive back ten-fold. 2. I will volunteer mentor at least one young entrepreneur starting Fall Semester. 2. I wish I had had a veteran entrepreneur help me. 3. I will initiate a company-wide charitable matching program by Dec. 1, 2004. 3. I believe matching gifts boost employee loyalty. ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________
5 Visualize Your Way to Success: Create Compelling Pictures in Your Mind Visualization may be the most underutilized our bodies when we worry? We tense up, disrupt success tool that you possess. It can greatly accel- our normal breathing, and psycho-physically pre- erate the achievement of any success in three pow- pare ourselves for failure. Instead, learn to use erful ways. positive visualization to prepare yourself for suc- cess. As you do you will transform the energy 1. Visualization will activate the creative pow- that supports your worrying into fuel for mak- ers of the subconscious mind. ing your dreams come true. 2. Visualization will program the reticular acti- —Michael Gelb and Tony Buzan vating system in your brain to open up the doors of perception to notice resources that were always there but were previously unnoticed. It focuses the brain. Imagination’s everything. It is the preview 3. Visualization will magnetize and attract to you of life’s coming attractions. the people, resources, and opportunities that you —Albert Einstein will need to achieve your goal. This is simply how the brain works. None of us were ever taught this in school. However, in the Here is an excerpt from the forthcoming last 25 years, sports psychologists and peak per- Chicken Soup for the Athlete’s Soul in which formance experts have been popularizing the power Olympic gold medalist Peter Vidmar describes his of visualization. Almost all Olympic and professional use of visualization in his successful pursuit of the athletes employ the power of visualization. gold: I never hit a shot, not even in practice, “To keep us focused on our Olympic goal, we began ending our workouts by visualizing our dream. without having a very sharp, in-focus We visualized ourselves actually competing in the picture of it in my head. Olympics and achieving our dream by practicing what we thought would be the ultimate gymnastics —Jack Nicklaus, professional golfer scenario. I’d say, “Okay, Tim, let’s imagine it’s the men’s I visualized every step of the 400-meter race gymnastics team finals of the Olympic Games. The until I saw every stride I would take. United States team is on its last event of the night, which just happens to be the high bar. The last two —Lee Evans, 1968 Olympic Gold Medalist guys up for the United States are Tim Daggett and Peter Vidmar. Our team is neck-and-neck with the People’s Republic of China, the reigning world Most of us visualize on a daily basis, but champions, and we have to perform our routines we often do it unconsciously and in a negative perfectly to win the Olympic team gold medal.” fashion. It is called worrying. What happens to
At that point we’d each be thinking, Yeah, lic of China. We had to perform our high bar rou- right. We’re never going to be neck-and-neck tines perfectly to win the gold medal. with those guys. They were number one at the I looked at Coach Mako, my coach for the Budapest world championships while our team past twelve years. As focused as ever, he simply didn’t even win a medal. It’s never going to hap- said, “OK, Peter, let’s go. You know what to do. pen. You’ve done it a thousand times, just like every day But what if it did happen? How would we back in the gym. Let’s just do it one more time and feel? let’s go home. You’re prepared.” We’d close our eyes and, in this empty gym at He was right. I planned for this moment and the end of a long day, we’d visualize an Olympic visualized it hundreds of times. I was prepared to arena with 13,000 people in the seats and another perform my routine. Rather than seeing myself ac- 200 million watching live on television. Then we’d tually standing in the Olympic arena with 13,000 practice our routines. First, I’d be the announcer. people in the stands and 200 million watching on I’d cup my hands around my mouth, and say, “Next television, in my mind I pictured myself back in the up, from the United States of America, Tim Daggett.” UCLA gym at the end of the day with two people Then Tim would go through his routine as if it were left in the gym. the real thing. When the announcer said, “From the United Then Tim would go over to the corner of the States of America, Peter Vidmar,” I imagined it was gym, cup his hands around his mouth, and in his best my buddy Tim Daggett saying it. When the green announcer-voice say, “Next up, from the United light came on indicating it was time for the routine I States of America, Peter Vidmar.” imagined that it wasn’t really a green light, but that it was Tim shouting “green light!” And when I raised Then it was my turn. In my mind I had one my hand toward the superior judge from East Ger- chance to perfectly perform my routine in order for many in my mind I was signaling my coach just like I our team to win the gold medal. If I didn’t, we’d had signaled him every day at the end of hundreds lose. of workouts. In the gym, I always visualized I was Tim would shout out “green light” and I’d look at the Olympic finals. At the Olympic finals, I visu- at the superior judge, who was usually our coach alized I was back in the gym. Mako. I’d raise my hand and he’d raise his right I turned, faced the bar, jumped up and grabbed back. Then I’d turn, face the bar, grab hold, and on. I began the same routine I had visualized and begin my routine. practiced day after day in the gym. I was in memory Well, a funny thing happened on July 31st, mode, going yet again where I’d already gone hun- 1984. dreds of times. I quickly made it past the risky double release move that had harpooned my chances at the It was the Olympic Games, men’s gymnastics world championships. I moved smoothly through team finals in Pauley Pavilion on the UCLA campus. the rest of my routine and landed a solid dismount The 13,000 seats were all filled and a television au- where I anxiously waited for my score from the dience in excess of 200 million around the world judges. tuned in. The United States team was on its last event of the night, the high bar. The last two guys up “With a deep voice the announcement came for the United States just happened to be Tim Daggett through the speaker, “The score for Peter Vidmar is and Peter Vidmar. And just as we visualized, our 9.95. “Yes.” I shouted. “I did it!” The crowd team was neck-and-neck with the People’s Repub- cheered loudly as my teammates and I celebrated
our victory. seven key areas of your Personal Master Plan. Thirty minutes later we were standing on the We suggest that you write each of your goals Olympic Medal platform in the Olympic arena with and objectives for the year—as well as any longer 13,000 people in the stands and over 200 million term goals like financial independence and a vaca- watching on television, while the gold medals were tion home in Hawaii—on a separate 3x5 index card. officially draped around our necks. Tim, myself, and Then, each morning when you arise and each night our teammates stood proudly wearing our gold med- before you go to bed, read through the cards, paus- als as the national anthem played and the American ing after each one to close your eyes and recreate flag was raised to the top of the arena. It was a the visual image in your mind of that completed goal. moment we visualized and practiced hundreds of Continue through the cards until you have visualized times in the gym. Only this time, it was for real.” each goal as complete and fulfilled. The whole pro- cess will take about 5 minutes. If you are in the habit of meditating, you can The Process for Visualizing Your Future do this after meditating for maximum benefit. The process of visualizing for success is really This daily practice of visualizing your goals as quite simple. All you need to do is close your eyes already complete will keep your subconscious mind and visualize your goals and objectives as already focused on the realization of your goals. And just complete. like the guidance system on one of the “smart bombs” If one of your goals is to own a nice house on used in the military, it will keep you on track until the lake, then simply close your eyes and see your- you manifest the result. self walking through the exact house you would like to own. Fill in all of the details. What does the exte- rior look like? How is it landscaped? What kind of Adding Sounds and Feelings view does it have? What does the living room, to the Pictures kitchen, master bedroom, dining room, family room To add extra fuel and motivational power to and den look like? How is it furnished? Go from the visualization process, you can add the sensory room to room and fill in all of the details. Is there a modalities of auditory and kinesthetic to the visual. workshop, sewing room, cabana, guest-house, pool This multiplies the effect many times over. You do or spa? this by imagining what sounds you would be hearing Make the images as clear and as bright as and what emotions and bodily sensations you would possible. Take the time to use the power of your be feeling if you had already achieved the goal. creative mind to create vivid images of your goal. For example, if you were imagining you dream The first time you create the image it will take house on the ocean, you might add in the sound of a few minutes to fill in all the details. After that, each the surf lapping at the shore outside your home, the time you revisit the image, it will only take a few sound of your kids playing on the beach, the sound seconds to call up all of the images you have already of the cue ball hitting another ball on your billiards created. It is more like looking at a video or a set of table, the sound of your home theater system and slides that you have already taken and developed. the sound of your spouse’s voice thanking you for being such a good provider. Repeat this process for every goal that you have. Refer to the goals you listed on pages 23 and Then add in the feelings of pride of ownership, 24 of this workbook—as well as any other short- satisfaction at having achieved your goal, and the term objectives and long-term goals you have in the feeling of the sun on your face as you sit on your
deck or the feeling of the warmth of the water as want to write yourself a check for $1,000,000 or you sit in your hot tub looking out over the ocean at create a bank statement that shows your bank ac- a beautiful sunset. count or your stock portfolio with a $1,000,000 balance. If your goal is to have your book be #1 on the What If I Don’t See Anything When I New York Times best-seller list, you might want to Visualize? photocopy the best-seller list, white out the current Some people are what psychologists refer to #1 book, and type your book’s title in it’s place. Or as eidetic visualizers. When they close their eyes, you might want to use your computer to create a they see everything in bright, clear, 3D, technicolor newspaper article declaring you the best-selling au- images. Most of us, however, are non-eidetic visu- thor of the year. alizers. That means we don’t really see an image as If your working on reaching your ideal weight, much as we just think it. That is perfectly okay. It you can use your computer to create a picture of still works just as well if you are just “thinking” it your head on someone else’s body that represents rather than actually “seeing” it. You need to still do your ideal body weight or shape. the visualization exercise twice a day every day. You will be getting the same benefit as those people who Once you have created these images, you can claim to actually see the image. Don’t worry about place them—one to a page—in a 3-ring binder that it-just do it! you review every day. Or you could make a “dream board”—a collage of all these images on a bulletin If you are, like most of us, a non-eidetic visu- board, wall, or refrigerator door—somewhere where alizer, you will find the next technique to be espe- you will see them every day. cially helpful. When NASA was working on putting a man on the moon, they had a huge picture of the moon External Pictures covering the entire wall of their main construction area. Everyone was clear on the goal, and they You can also use external pictures, images and reached that goal two years ahead of schedule! symbols to keep your conscious and subconscious mind focused on your goals. For example, if one of your goals is to own a new Lexus LS-430, you can Action Steps to Take take your camera down to your local Lexus dealer. Ask a salesperson to take a picture of you leaning 1. Create a set of 3x5 index cards with one up against your dream car, or even better, sitting goal written on each card. behind the wheel of the car waving out of the driver’s 2. Set aside 5 minutes twice a day to review side window. the cards and visualize each goal as already com- If your goal is to visit Paris, go down to your plete. travel agent and get a poster of the Eiffel Tower. 3. Find or create a picture that represents or Then cut out a picture of you and place it at the base symbolizes each of your completed goals. Place these of the Eiffel Tower as if it were a photograph taken images on the pages of a three-ring binder that you of you in Paris. Jack did this with a picture of the review every day, or place them on a bulletin board, Sydney opera house, and within a year he was in wall or refrigerator where you will see them every Sydney, Australia standing in front of it. day. If your goal is to be a millionaire, you might
6 Stay Focused with the Total Focus Process: What’s the Best Leverage of Your Time and Talent? We believe you have inside of you a unique wanted projects so difficult for most people? ability or area of brilliance — some one thing you Surprisingly, most people are afraid of looking love to do and do so well, you hardly feel like charg- wasteful or of being judged as “above everyone” or ing people for it. It’s effortless for you and a whole of feeling out of control or of spending money. Deep- lot of fun. And if you could make money doing it, down, they simply don’t want to let go. you’d make it your lifetime’s work. Others, potentially you, have simply fallen into Successful people believe this, too. That’s why the habit of doing everything themselves. “It’s too they put their unique brilliance first. They focus on it. time-consuming to explain to someone,” you say. “I And they delegate everything else. can do it better myself anyway.” But can you? Compare that to the rest of the world who goes through life doing everything, even those tasks they’re bad at or that could be done cheaper, better Determine What You’re Brilliant and faster by someone else. They can’t find the At…Then Delegate Everything Else time to focus on their area of brilliance because they The following exercise is designed to help you fail to delegate even the most menial of tasks. determine your areas of profound expertise and When you delegate the “grunt work” — the those areas you really should be delegating to oth- things you hate doing or those tasks that are so pain- ers. Keep in mind that you’re looking for the one, ful, you end up putting them off — you get to con- two or three activities that bring you the most money, centrate on what you love to do. You free up your that bring you the most enjoyment and that you could time...you’re more productive. And you get to en- spend all day doing for free, but you are so good at, joy life more. you’re paid handsomely by everyone who needs access to your unique abilities. So why is delegating routine tasks and un- Start with the box below. Start by listing all those activities that occupy your time…whether they’re business-related, personal or related to your civic organizations or volunteer work. List even small tasks such as confirmation phone calls or Xeroxing. 1. _______________________________________ 10. ___________________________________ 2. _______________________________________ 11. ___________________________________ 3. _______________________________________ 12. ___________________________________ 4. _______________________________________ 13. ___________________________________ 5. _______________________________________ 14. ___________________________________ 6. _______________________________________ 15. ___________________________________ 7. _______________________________________ 16. ___________________________________ 8. _______________________________________ 17. ___________________________________ 9. _______________________________________ 18. ___________________________________
Next, choose from the previous list those 1-3 things that you are brilliant at, things that very few other people can do as well as you: 1. ________________________________________________________________________________________________ 2. ________________________________________________________________________________________________ 3. ________________________________________________________________________________________________ Name the three activities from the previous list that generate the most income for you or your company: 1. ________________________________________________________________________________________________ 2. ________________________________________________________________________________________________ 3. ________________________________________________________________________________________________ Identify any individual activities that appear in both boxes above. In other words, list activities that you are brilliant at and that generate the most income for you or your company. This is the activity or area of expertise where you’ll want to focus the most time and energy: 1. ________________________________________________________________________________________________ 2. ________________________________________________________________________________________________ 3. ________________________________________________________________________________________________ Name any “toxic” tasks from the list on page 30 that you especially dislike doing or that take too much of your time — activities you would gladly delegate to someone else if you could. You’ll be transferring these tasks to the Complete Delegation Exercise on the next page: 1. _____________________________________________ 10. ____________________________________________ 2. _____________________________________________ 11. ____________________________________________ 3. _____________________________________________ 12. ____________________________________________ 4. _____________________________________________ 13. ____________________________________________ 5. _____________________________________________ 14. ____________________________________________ 6. _____________________________________________ 15. ____________________________________________ 7. _____________________________________________ 16. ____________________________________________ 8. _____________________________________________ 17. ____________________________________________ 9. _____________________________________________ 18. ____________________________________________
The Compelete Delegation Exercise Why would you want to waste your time writ- ing listings, doing lead generation, placing lock boxes, If you’re a professional earning $75 per hour and and making videos of the property when you could you pay a neighborhood boy $10 an hour to cut the have a staff of assistants doing all that and freeing grass, you save the effort of doing it yourself on the you up to do more closing? Instead of doing just weekend and gain one extra hour when you could profit one deal a month, you could be doing a deal a week by $65. Of course, while one hour doesn’t seem like because you delegated the less profitable activities. much, multiply that by 52 weekends a year and you discover you’ve gained 52 hours a year at $65 per One of the strategies Jack routinely teaches in hour — or an extra $3,380 in potential earnings. his seminars is called Complete Delegation. It sim- ply means that you delegate a task once and com- Similarly, if you’re a real estate agent, you need pletely, rather than delegating it each time it needs to to list houses, gather information for the multiple list- be done. ing, attend open houses, do showings, put keys in lock boxes, write offers and make appointments. Identify your Area of Brilliance in the gray box And, if you’re lucky, you eventually get to close on the previous page, then use the chart below to somebody. delegate other tasks in order to free up time to focus on what you love to do. But let’s say that you’re the best closer on the planet. # from Task To Be Delegate Hours Now $ Value of What Will You Do With the Hours Date You’ll √ When Page 28 Delegated To Whom? Available Those Hours? You Just Made Available? Delegate? Delegated
7 Create a Mastermind Group: Help Is Just a Phone Call Away One of the most powerful tools ever used by A mastermind alliance is built of two successful people—whether the world’s richest in- or more minds working actively together in perfect harmony toward a dustrialists from the early 20th Century or today’s common definite object. modern icons of business—is called the mastermind — napoleon hill group. Napoleon Hill first talked about master- mind groups in his classic book Think and Grow you have to do it by yourself, but you can’t do it alone. Rich. And it’s the one concept people most refer- — martin rutte ence when they credit any one thing with helping them become a millionaire. thought of as the web of overhead cable that links Andrew Carnegie had a mastermind group. So bumper cars to their energy source. While you may did Henry Ford. In fact, Ford would mastermind be a single bumper car, you have a cable going up with brilliant thinkers like Thomas Edison, Harvey that connects you to that greater source of energy Firestone and others in a group they held at their which provides the power you need to move for- winter mansions in Coral Gables, Florida. ward. They knew, as millions of others have discov- In short, “mastermind” is both that power com- ered since, that a mastermind group can focus spe- ing to us from above—from the God force—but cial energy on your effort—in the form of knowl- also that power which comes to us from each other. edge, resources and spiritual energy, too. Together, we know more and can focus more en- ergy than any one of us can alone. While you must always do the work of be- coming a great success, a mastermind group can How to Assemble a Mastermind Group harness and maximize the spiritual focus behind Choose people who are already where you’d your success. It’s this spiritual aspect that Napo- like to be could probably get the major real estate leon Hill wrote about extensively. In fact, he said developer in town. You could probably get a busi- that if we are in tune with THE mastermind—that is, ness owner. You could probably get the publisher God, the Universal Power or whatever term you of the local newspaper. use for the all-powerful life force, we have signifi- cantly more positive energy available to us—power But you won’t know until you ask. that can be focused on our success. Start with your list and work down. Maybe For Christians, the mastermind “force” that is you’ll end up with a local columnist instead of the concentrated in mastermind groups is Christ him- publisher — someone who might be a lot more helpful self, as described in this Scripture: to you in the long-run. “For where two or three are gathered to- If your goals are centered around a specific gether in my name, there am I in the midst of subject like starting a new business or investing them.” money, you might start a mastermind group centered around entrepreneurship or investments. You can — Matthew 18:20 (KJV) always launch a general mastermind group plus a For others, the Universal Force could be second mastermind group centered around a cer-
tain topic area where you invite people from the same Conducting a Mastermind Meeting field. Ideally, each mastermind meeting should be conducted weekly or every other week, for one hour, in person, with all members of the group in atten- New Thoughts, New People, dance. Meetings can also be conducted over the New Resources phone. But each meeting should follow the proven Of course, the ideal mastermind group brings format described below for insuring each partici- together people from different professional arenas pant stays involved and gets their needs met. — people that are “above” you and who can intro- Your group should also assign someone to be duce you to a network of people you normally the Timekeeper—either the same person each ses- wouldn’t have access to. sion or rotating the task amongst the participants. While the benefits of masterminding with The Timekeeper insures each portion of the meeting people outside your field may not seem obvious now, gets its allotted time, and insures that all members the truth is we all tend to get “stuck” in our own field adhere to their pre-approved time to speak. of expertise, doing things the same way everyone We recommend that for the first few meetings, else in our industry does. But when you assemble each member gets the entire hour to familiarize the people from different industries and professions, you others with his or her situation, needs and chal- get lots of different perspectives on the same sub- lenges—while the other members brainstorm ways ject. they can support that person. During later meetings, Henry Ford was an assembly-line expert. participants each get a small amount of time to up- Thomas Edison was an inventor. Harvey Firestone date the others, ask for help and get feedback. was a corporate management genius. So their mas- Use the following outline for your meetings. termind group brought together diverse talent that could lend different perspectives to one another’s Step #1: Ask for Spiritual Guidance By challenges, whether they were legal, financial or hu- Delivering an Invocation man related. Ideally, mastermind meetings should start with Jack’s first mastermind group included a request for the group to be filled and surrounded Chicken Soup for the Soul co-author Mark Victor with powerful spiritual energy. Members can trade Hansen, relationship expert Barbara De Angelis, a off delivering the invocation. Using whatever spiri- former editor of Playboy Magazine, real-estate tual belief structure the reader has, they ask the Uni- mogul John Assaraf and others. versal Force to assist the group with each other’s needs. Each one had different perceptions and life experiences that the entire group benefitted from. A sample invocation that asks God or that higher power to be present might be: What’s the Ideal Size for a Mastermind Group? “We ask now to be filled and surrounded with light, and our hearts be open to receive guidance The ideal size of a mastermind group is 5-6 from the higher power.” people. If it is too much smaller, it loses its dynam- ics. If it is bigger, it gets unwieldy—meetings take longer, some needs go unmet and personal sharing Step #2: Share What’s New and Good is minimized. A good way to bond with others in the group
and keep esteem and excitement high is to each share discourse. a success story. Even small successes achieved since Everyone deserves equal time and equal guid- the last meeting give others in the group the feeling ance. It’s the Timekeeper’s job to insure this. that “this process is working. It’s something I need to stay involved with.” Step #4: Individual Members Speak While the Group Listens and Step #3: Negotiate for Time Brainstorms Solutions While the normal weekly time allotment might What kind of discussions can you expect dur- be 10 minutes per person, say that one participant ing a mastermind meeting? I need contacts. I need needs extra time during this week’s session to dis- referrals. I’m lost at this new aspect of my busi- cuss a particularly difficult situation. During Step #3, ness. I’m looking for an expert to help me de- they ask for the amount of extra time they think they’ll velop this idea. I need you to open your Rolodex. need. Others in the group may have their own chal- I need to raise $10,000. lenges that week and need extra time, too. Still oth- ers may decide to give up their time entirely, as they After the allotted time of explanation, discus- do not have anything to discuss. Using the Time- sion and brainstorming, the Timekeeper says, keeper as referee, each member negotiates for the “Done!” and the group moves on to the next amount of time they think they’ll need. member’s needs. During the negotiating step, you’ll often hear Discussions can be personal, professional—it comments like: doesn’t matter. As long as everyone is getting value, they’ll stay involved with the group. As long as “I just lost my assistant and my receptionist you’re giving value, everyone will want you to be yesterday and I need time to talk about that.” there. “Well, my Mom died this week and I need You’ll find that groups tend to go through help processing that.” phases. They start out fairly business-like, but as “I want to read you this new proposal I’ve people get to know each other and begin to delve written and get your feedback on it.” into personal challenges like My son’s a heroin ad- dict or My wife and I are having problems, they “Well, I need to find a printing company in take on a special personal bond. You and the other the Far East and I don’t know the first thing members can use the group any way you want. about how to find one.” So members negotiate for time. Once the ne- gotiation process is complete and everyone agrees Step #5: Make a Commitment to Stretch to the schedule, the meeting begins in earnest. And Once members have had their time to present, the Timekeeper keeps everyone on time and on fo- discuss, brainstorm and gain feedback, the Time- cus. keeper asks each member in turn to commit ver- But be aware: If the Timekeeper is not dili- bally to something they wouldn’t normally commit gent about keeping members on track, some mem- to if they weren’t part of the group. bers won’t get their needs met and the group will The commitment needs to be a stretch. risk losing them as participants. Still others—the dominators or needy types—may hog the time or It could be a result of what they heard from turn their brainstorming responses into a personal the group that day: “OK, I’m going to make three
calls to hire a new salesperson” or “I’m going to call Step #7: Be Accountable John Deerfield at Consolidated and pitch my new When members assemble the very next week, product.” each member needs to share something related to This commitment insures everyone is continu- the goal they set at the previous meeting. Did each ally moving forward, which is the true benefit of a member take action? Did they achieve their goal? mastermind group. You’ll find the real value in mastermind groups is often the accountability factor—other members checking up on you to make sure you meet your Step #6: End With Gratitude stated commitments. Of course, most people are Your group might end with a group prayer ex- more productive when they have a stated deadline. pressing gratitude. Or you might go around the table The reality is if you know you’re going to be asked with each member saying one thing they appreciate next week about the commitment you made today, about another person in the group. you’ll take steps to accomplish it by next week’s deadline. It’s one way to insure you’ll accomplish a lot more.
Mastermind Group Planning Sheet Name of Mastermind Group I’m Planning _____________________________________________________ My Personal Goals and Objectives for PlanningThis Group _______________________________________ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ __ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ __ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ __ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ __ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ List 12 People You Will Call to Join the Group. (ranked in order of preference) Stop calling after the first 6 who join: 1. ________________________________________ 7. _____________________________________ 2. ________________________________________ 8. _____________________________________ 3. ________________________________________ 9. _____________________________________ 4. ________________________________________ 10. ____________________________________ 5. ________________________________________ 11. ____________________________________ 6. ________________________________________ 12. ____________________________________ My script for “pitching” the Mastermind Group: Example: Hi, John. My name is Jennifer Bentley. I’m a software developer with a new product for AS/400 systems that helps e-commerce companies handle multiple billings and subscriptions. Though I’m just starting out, I’ve gotten some interest from a number of people in forming a mastermind group that would help all of us access new resources and discover new solutions and perspectives that we probably haven’t thought of before. I especially wanted you to be in the group. I believe you’d get a lot of value out of it and I’m not sure that you have your own mastermind group yet. Can I put you down on my list? The group would meet every other week to brainstorm on each other’s challenges. We can do it in person, or the group might decide to meet by phone instead. If you could have 5-6 other prominent CEO’s working on your company’s challenges or even your personal ones, would that be something you would set aside an hour a week for? Jim McCutcheon has already agreed to be involved. I’m not sure if you know him. _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ __ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ __ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _______________________________________________________________________________ ______________________________________________________________________________ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ __ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ __ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ __ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ __ _ _ _ _ _ _ _ _ _ _ _ _ ______________________________________________________________________________ _____________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ __ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ __ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ Accountability Partners Instead of a mastermind group, you might ner might agree to make a call for you, give you a choose to work with a mastermind partner. The contact name, e-mail you some information they’ve two of you could agree to a set of goals that each is already collected on that subject or other helpful working toward and agree to talk regularly by phone tasks. to hold each other accountable for meeting dead- Then, every week, you agree to call each other lines, accomplishing goals and making progress. to make sure your partner has followed through. You can also “pitch” your partner on your lat- Knowing that you’ll be reporting to someone often est idea, saying Here’s what I’m thinking. What’s provides the motivation to get the job done. This is your opinion. How would you proceed? You part- an especially useful relationship to develop if you’re independent and work from home.
8 Practice The Rule of Five: What Steps Will You Take? Once you break down your goal into “bite-sized” With the goal of getting Chicken Soup for the pieces, you can begin accomplishing the small tasks Soul to the top of the New York Times bestseller you’ve determined will lead to achieving your goal. list, it meant having 5 radio interviews, or sending out 5 review copies to editors who might review the But be aware: Preparing to move forward isn’t book, or calling 5 Network Marketing companies the same as taking action itself. and asking them to buy the book as a motivational In other words, preparation, research, planning, tool for their salespeople, or giving a seminar to at getting it perfect…these are all areas where people least 5 people and selling the book in the back of get bogged down in the “take action” process. the room. On some days we would simply send out 5 free copies to people listed in The Celebrity Ad- Here’s a story from Jack that illustrates this point: dress Book—people like Harrison Ford, Barbara Striesand, Paul McCartney, Steven Spielberg and Sidney Poitier. As a result of that one activity, I ended When Mark Victor Hansen and I published up meeting Sidney Poitier (at his request), and we the first Chicken Soup for the Soul book, we were later learned that the producer of the television show so eager and committed to making it a bestseller. “Touched by an Angel” required all of the people We asked 15 best-selling authors ranging from John working on the show to read Chicken Soup for the Gray (Men Are from Mars, Women Are from Ve- Soul to put them in “the right frame of mind.” nus) and Barbara DeAngelis (Making Love Work) to Ken Blanchard (The One Minute Manager) and We made phone calls to people who could Scott Peck (The Road Less Traveled) for their guid- review the book, we wrote press releases, we called ance and advice. We received a ton of valuable in- into talk shows (some at 3:00 in the morning), we formation about what to do and how to do it. Then gave away free copies at our talks, we sent them to we visited with book publishing and marketing guru ministers to use as a source of talks for their ser- Dan Poynter, who gave us even more great infor- mons, we gave free “Chicken Soup for the Soul” mation. Then we bought and read John Kremer’s talks at churches, we did book signings at any book- 1001 Ways to Market Your Books. After all of that store that would have us, we asked businesses to we were overwhelmed with possibilities. To tell the make bulk purchases for their employees, we got truth, we became a little crazy. We didn’t know the book into the PXs on military bases, we asked where to start, plus we both had our speaking and our fellow speakers to sell the book at their talks, seminar businesses to run. we asked seminar companies to put it in their cata- logs, we bought a directory of catalogs and asked We sought the advice of Ron Scolastico, a all the appropriate ones to carry it, we visited gift wonderful teacher and guide, who told us, “If you shops and card shops and asked them to carry the would go every day to a very large tree and take 5 book—we even got gas stations, bakeries and res- swings at it with a very sharp ax, eventually, no mat- taurants to sell the book. It was a lot of effort—a ter how large the tree, it would have to come down.” minimum of 5 things a day, every day, day in and How very simple and how very true! Out of that we day out—for over two years. developed what we have called “The Rule of 5.” This simply means that every day we do 5 specific Was it worth it? Yes! That very first Chicken things that will move our goal toward completion. Soup for the Soul book eventually went on to sell
over 8 million copies in 39 languages. At a $1.20 They need to complete the Mind-Mapping ex- royalty per book, it made Mark and I rich. ercise in Chapter 13 (this is available in the full version of Success Principles) and talk to an ex- Did it happen overnight? No! We did not make pert in those areas. the best-seller lists until over a year after the book came out—a year! But it was the sustained effort of Take buying a house in Hawaii, for example: The Rule of 5 for over two years that led to the You have to find out where the best locations are, success—one action at a time, one book at a time, decide which island, find out how much homes cost one reader at a time. But slowly, over time, each there, determine how much money you’ll need to reader told another reader, and eventually, like a save, where you can get your financing, where you’ll slow-building chain letter, the word was spread and get your furniture, how expensive that is…and on the book became a huge success—what Time maga- and on. Then you can begin taking these steps—5 zine called “the publishing phenomenon of the de- a day until you achieve your goal. cade.” It was less of a publishing phenomenon and more of a phenomenon of unending persistent ef- fort. Thousands of individual activities that all added Take Time to Plan How You’ll up to one large success. Practice the Rule of 5 What might you accomplish if you were to do While he didn’t call it the Rule of 5, a seminar a little bit—five things—every day for the next 40 leader once said that, in order to arrive at the life of years toward the accomplishment of your goal? If your dreams, you simply (1) make a wish-list of the you wrote 5 pages a day, that would be a total of activities, finances and lifestyle you’ll be enjoying once 73,000 pages of text — or about 243 books. If you you get there…(2) break down each wish on the list invested $5.00 a day 6% interest, at the end of 40 into the steps you’ll need to take to achieve it…(3) years you’d have amassed a small fortune of choose a number of those steps to achieve each week $305,357.” or month or year, and…(4) achieve them. A lot of people tell us their dream is to own a Try that formula—what we call the Rule of 5— house in Hawaii or buy a yacht. While we’re ex- for achieving the life of your dreams…or for achieving cited for them, we also have to ask them to get clear virtually any impressive goal you’ve set for yourself. about all of the steps they’ll have to take to get there.
List Below the Goals You Made on Pages 24 and 25… 1. ________________________________________________________________________________ 2. ________________________________________________________________________________ 3. ________________________________________________________________________________ 4. ________________________________________________________________________________ 5. ________________________________________________________________________________ 6. ________________________________________________________________________________ 7. ________________________________________________________________________________ 8. ________________________________________________________________________________ 9. ________________________________________________________________________________ 10. ________________________________________________________________________________ 11. ________________________________________________________________________________ 12. ________________________________________________________________________________ 13. ________________________________________________________________________________ 14. ________________________________________________________________________________ 15. ________________________________________________________________________________ 16. ________________________________________________________________________________ 17. ________________________________________________________________________________ 18. ________________________________________________________________________________ 19. _______________________________________________________________________________ 20. _______________________________________________________________________________ 21. _______________________________________________________________________________
(Xerox a copy of this blank sheet before completing this exercise for each one of your goals.) List a Goal from the chart on page 40: _______________________________________ Steps Needed to Accomplish This Goal Date You’ll Accomplish This Step a. _________________________________________________________ | _______________________ b. _________________________________________________________ | _______________________ c. _________________________________________________________ | _______________________ d. _________________________________________________________ | _______________________ e. _________________________________________________________ | _______________________ f. _________________________________________________________ | _______________________ g. _________________________________________________________ | _______________________ h. _________________________________________________________ | _______________________ i. _________________________________________________________ | _______________________ j. _________________________________________________________ | _______________________ k. _________________________________________________________ | _______________________ l. _________________________________________________________ | _______________________ m. ________________________________________________________ | _______________________ n. _________________________________________________________ | _______________________ o. _________________________________________________________ | _______________________ p. _________________________________________________________ | _______________________ q. _________________________________________________________ | _______________________ r. _________________________________________________________ | _______________________ s. _________________________________________________________ | _______________________ t. _________________________________________________________ | _______________________ u. _________________________________________________________ | _______________________ v. _________________________________________________________ | _______________________ w._________________________________________________________ | _______________________ x. _________________________________________________________ |_______________________ y. _________________________________________________________ | _______________________ z. _________________________________________________________ | _______________________ Repeat this process for the other goals you set for yourself on page 40!
9 Ask for Feedback: Are You Moving in the Right Direction? As you travel down your path to success— from discovering your purpose to visualizing your On-Course, Off-Course, perfect life to setting big goals and taking decisive On-Course, Off-Course action—feedback will become a frequent compan- ion on your journey. When Jack conducts trainings in self-esteem and peak performance, one of the most illustrative Every time you take a step, you’ll get back exercises is one that actually shows participants what information about whether that was the right thing to it’s like to take action. A volunteer acts as the Goal, do. You’ll get data, advice, help, suggestions, direc- while Jack zig-zags his way toward it from the op- tions, even criticism that will help you constantly posite end of the room. The Goal is responsible for adjust and move forward, while continually enhanc- providing constant feedback—when Jack walks ing your knowledge, abilities, attitudes and relation- straight at the Goal, the volunteer exclaims, “On ships. course!” When Jack veers away from the Goal, “Off You’ll discover that not every action you take course!” is the reply. is one that will produce a result. In fact, some ac- Notice we didn’t say Jack is criticized, ridi- tions will take you absolutely nowhere. Other ac- culed embarrassed or penalized for veering off- tions will catapult you forward. Still others will actu- course. He simply hears information that helps him ally divert you from your goal. re-direct himself toward the goal and arrive at his But be assured that feedback is a necessary destination. and welcome aide to achieving your goals and be- Does Jack eventually get to his goal? Yes. coming a more confident, successful person. Is he on-course or off-course most of the time? Who cares. All Actions Are Really Experiments Is the feedback helpful to him? Absolutely. Remember the E+R=O equation in Chapter 1? We learned we can create more desirable out- So feedback is simply information. comes (O) simply by responding (R) appropriately Perhaps it’s easier to think of feedback as the to the events (E) that occur in our lives. guidance system on an airplane. The plane’s com- But how do you know which responses will puter constantly takes in data and automatically ad- deliver the best possible outcomes? The answer is… justs the controls and other guidance systems. When you don’t. At least not at first. And until you amass you drive your car, your arms are never absolutely a body of proven responses you know will create steady. In fact, you’re constantly making tiny ad- the outcomes you want, it’s actually better in the justments to your steering at all times. beginning if you treat every step you take as a new Feedback is no different. It’s just a mecha- and exciting experiment. Take action and see if that nism to help you adjust—and get to the goal a whole action produces the new, more desirable outcome. lot faster. Listen to the feedback you get.
clear about what they want. If they wanted all their goals equally passionately, they wouldn’t give feed- Why We Need Feedback back a second thought. It would be just one more In his book, The One-Minute Manager, Ken step in accomplishing what they truly want. Blanchard tells us that life is a lot like bowling. If we That means that, once you decide what you roll the ball down the lane but it rolls underneath a truly want, accomplishing it is just a matter of taking blanket, we can’t see the outcome of the ball hitting action and responding to the feedback. the pins. We know something happened, because we can hear the noise of the falling pins. But the game becomes boring because we can’t see how Listen, Listen, Listen well we’re doing. Feedback comes to us in various forms. It might The truth is humans are teleological mecha- come verbally from a colleague. Or it might be a nisms. We’re goal-seeking organisms. It’s part of letter from the government. It might be the bank re- our nature to want to succeed. We need feedback. fusing your loan. Or it could be a special opportu- Never seeing where the ball goes, never getting in- nity that comes your way because of a specific step formation, is simply contrary to our nature. you took. Whatever it is, it’s important to listen to the Be Careful What You Wish For feedback. Simply take a step…and listen. Take an- other step and listen. If you hear “off course”—take Did you ever wonder why, despite all the feed- a step in a direction you believe may be on- back and external assistance we get, some of our course…and listen. Listen externally to what others goals just don’t get met? may be telling you, but also listen internally to what In his book, The DNA of Success, Jack Zufelt your body, your feelings and your instincts may be tells us that most people accomplish only about 2 telling you. out of every 10 goals they set. Is your mind and body saying I’m happy, I So what is it about those two goals that’s dif- like this, This is the right job for me, I’m weary, ferent from the other eight? I’m emotionally drained, I don’t like this as much as I thought, I don’t have a good feeling about The two goals they achieve are typically the that guy? two goals they really want. And they’re willing to do whatever it takes to accomplish them—including Whatever feedback you get, don’t ignore the accepting and responding appropriately to feedback. yellow alerts. Never go against your “gut.” If it They don’t care if they look stupid, have to work doesn’t feel right to you, it probably isn’t. extra hard, get criticized or anything else—they’re Ask for Feedback totally passionate about accomplishing that goal. As valuable as feedback is, the truth is, most We’ve all seen an example of the “lazy” neigh- people don’t ask for it. They don’t solicit feed- bor boy who one day decides he wants a skate- back. In fact, they often go out of their way to avoid board. Suddenly, he’s cutting the neighbor’s grass, it. saving his money and selling lemonade. When he’s earned all the money he needs, he buys his skate- Why? board and turns back into that “lazy” kid next door. Because most people are afraid to hear feed- The problem is most people never get really back. They’re afraid of feeling stupid. They’re afraid
word of their faults will get out. Unfortunately, ev- It could be over the past week, two months, erybody usually knows your failings already. the length of your stay, the two weeks of your hon- eymoon—whatever it might be, the basic question If you’re a teacher in school and the kids sneer, asks What has been your experience using this “Oh, you got Mrs. Smith. She’s mean. You’re gonna product or service? How have we met your hate her,” you can rest assured everyone else is talking needs? Is our relationship what you expected? about you. If you’re not getting along with your wife, you can be sure she’s talking to her sister, her mother, the next-door neighbor, her co-worker— For any answer less than 10, follow-up with, everybody but the person who needs to know…her husband. We often don’t give others feedback for fear What would it take to make it a 10? of their response. Similarly, we don’t ask people for feedback for fear of what we’ll hear. Of course, you may not choose to act on their The problem is, if we don’t get the feedback, comments, given other priorities in your life, but at we can’t change. If we don’t have new information, least you’ll know what it would take for the other we can’t make the corrections we need to get closer person to experience a 10 in your mutual relation- to our goal. ship. This is critically important with children, That’s why it’s so critical to become dis- spouses, clients, managers and key customers. But passionately neutral to feedback. don’t avoid asking the question simply because you’re afriad you’ll “score” less than 10. While you Some writers, for example, are exceedingly may think the answer is a critical commentary on neutral first-draft writers. They simply get words on you, be aware that it’s just data. paper that can be reviewed for feedback. Non-neutral writers, on the other hand, are so afraid to show people their work—for fear of the How to Solicit Feedback feedback they’re going to get—they end up writing You can ask for feedback in person, by mail, nothing at all. by survey, by phone call, by randomly calling your Personal growth courses can help you get neu- customers or by putting a card in each hotel room. tral. But so can practice—that is, repeatedly taking Jack discontinued using a printer who later action and carefully listening to feedback. called and said, “I noticed you haven’t used me for printing lately. What would it take to start giving me your printing business again?” The Most Valuable Question of All Time Jack replied, “Lower pices, on-time turn- One of the most powerful questions we’ve ever around and pick-up and delivery. If you can guar- used for soliciting feedback is, antee me those three things, I’ll give you a small portion of my printing and try you again.” Eventu- ally, the printer won back most of Jack’s printing On a scale of 1 to 10, what has been the because he beat other people’s prices, picked up quality of our relationship over the past period and delivered, finished on-time and the quality was of time? acceptable. Janet knows of a CEO who took over a floun-
dering business, and—instead of generating new done, simply ask, “What would have to happen in accounts as everyone expected—spent his first 6 order for you to ____________?” months on the job calling former customers and re- Let’s say you’re not allowed to change your capturing their business. airline ticket, but you approach the ticket counter anyway and ask, “What would have to happen in order for you to change this ticket?” What Would Have to Happen… “It’s impossible to change it,” they might an- Marcia Martin, an executive coach and com- swer. munications consultant, uses a similar technique for eliciting feedback that leads instantly to the result “Yes, but if it were possible, what would have she is seeking. to happen?” you reply. Be persistent. You’d be sur- prised how often you get the assistance you need. Stated plainly, whenever you want something Ask for Feedback Exercise To help you ask for feedback more effectively, complete the grid below for each of the projects, opportunities, relationships and situations you’re involved in. Decide if you’ll ask via letters, phone calls, surveys or personal contact. What Feedback Do I Need to Ask for That I’m Not Asking for Now? Who Do I Need to Ask? When Will I Ask? How Will I Ask? Example: Will this work? Is it sellable? How do I add more value? Is it missing something? Customers; clients; By June 30th. Phone calls; personal Where can I take it from here? How can I improve before taking the next step? industry experts; vendors; At national contact at convention. other practitioners convention
10 Respond to Feedback: Adjusting Your Success Roadmap Asking for feedback is really only the first part neglected to file the correct forms with the county, of the equation. Once you receive feedback, you wouldn’t you want someone to tell you? have to be willing to respond to it. You have to be In cases like these, negative feedback can be willling to change if you want a result. very beneficial. It’s how you respond that makes all It doesn’t mean you have to act upon all of the the difference. feedback you hear. In fact, you may simply decide When Jack conducts his On-Course, Off- you don’t want your intended result after all. Some- Course seminar exercise with the volunteer at the times, you get so much feedback to the contrary, other end of the room, he sometimes asks, “Why you abandon your approach altogether in favor of aren’t you saying anything?” re-thinking the original goal or strategy. The volunteer replies, Because you haven’t Asking for feedback, then responding, gets moved yet. If you don’t move, I can’t give you you closer to your goal. The trouble is many people feedback. aren’t willing or able to listen to feedback and get on with what works. Their ego gets in the way. Or So Lesson #1 is that, in order to get feedback, their emotions do. They might hear negative feed- you have to take action. You have to take that first back that immobilizes them. step. It may not be the right thing, but at least it’s a start. Perhaps you make your first sales call and re- But the reality is, often negative feedback is ally mess it up. As you’re leaving the prospect’s extremely beneficial. office, you say to yourself, Boy, I shouldn’t have said that. I should have said this instead. And I certainly shouldn’t have kept quiet then. I should Ask Yourself These Questions have told them about…and so on. That’s feed- Have you ever had negative feedback that was back. useful? If you only got positive feedback might that Don’t beat yourself up over it—just let it in. be a disadvantage? Could you accept that positive feedback is good because it tells you you’re on-course, but that Ways of Responding to negative feedback might also be good since it merely Feedback That Don’t Work tells you you’re off-course? If you knew you were While there are many ways you can respond doing something that wasn’t working, wouldn’t nega- to feedback, some responses simply don’t work: tive feedback make it easier to adjust your plans and move forward? (1) Over-Emotionalize the Feedback. Sometimes during the seminar exercise, as Jack is If you are considering moving to another state walking toward the Goal, he hears “Off-course!” so to take a new job, but suddenly hear that your in- many times, he breaks down, sobbing, “I can’t take tended employer is on the brink of bankruptcy, it anymore. This is too hard. You’re so mean to me. wouldn’t you look at that negative feedback as ben- You’re so negative. I give up!” eficial? How many times have you received negative And if you started a home-based business, but
feedback and simply gone to pieces over it? way or the highway, they say. Take it from me, I know best. It’s easier not to overly emotionalize what you hear, if you remember that feedback is simply infor- The sad thing is, feedback could significantly mation. Think of it as correctional guidance instead. transform these folks’ lives, if only they would listen. Like the airplane in the previous chapter or the steer- (4) Be Above the Feedback. People who ing wheel in your car. believe they are always right are often “too good” to (2) Get Mad at Feedback That’s Useful. listen to feedback. They know better. And because As Jack once again begins moving toward the other they believe they’re above the feedback—often end of the room in the seminar exercise, the volun- because of its source—they miss out on the benefits teer might say Off-course, off-course! causing Jack of hearing feedback and applying it appropriately. to reply, “Nag, nag, nag. All you ever do is say critical things. You’re so negative. Why can’t you ever say anything positive?” How to Step Away From the Emotional Aspect of Hearing Feedback About Yourself Well, how many times have you gotten mad at the source of feedback that was genuinely useful? One way to step away from any potential emo- tional pain of hearing feedback about yourself is to Most people know about the two kinds of mentally remove yourself from the conversation. feedback—positive and negative. But there are also Imagine they’re not talking to you. View the feed- two other kinds of feedback: Internal and external. back almost as if you’re observing a conversation You get feedback from your outside world between a customer and their dry cleaner, a student which might say, Hey, your business is great. We’re and his teacher, and so on. The authority figure in beating a path to your door. Everyone wants to your pretended scene is simply providing informa- sign up for your program. That’s positive external tion (feedback), while the other person is receiving feedback. it as helpful data. Don’t take it personally. Negative external feedback, on the other hand, In his book, The Four Agreements: A Prac- is when you open your business and nobody comes. tical Guide to Personal Freedom, Don Miguel Ruiz Maybe you opened in a bad neighborhood, don’t details the four life strategies taught by the Toltec advertise, charge high prices, have poor lighting, shamans of Mexico. One of the “agreements” is to don’t have enough parking, or whatever. So you never take anything personally. By taking things per- need to get feedback from people, asking, “Why sonally, Ruiz teaches, we actually get in the way of didn’t you come? What would encourage you to the Universal Power moving us toward our ultimate shop here?” While the feedback you get may be and best destiny. If we get out of the way and simply negative, it will certainly be feedback you can use. see feedback as data, we work with the Universe as it helps move us where we want to go. (3) Don’t Listen to the Feedback. Imagine putting your fingers in your ears and determinedly walking off-course. The Goal in our seminar exer- Think of Feedback As Beneficial cise might be saying Off-course, off-course… but you can’t hear anything because your fingers are in One of the best-selling weight loss books ever your ears. published was a book called Thin Thighs in 30 Days. What’s so illustrative about it, is that it was Not listening to feedback is many people’s developed solely using feedback. The author, Wendy response. They don’t want to hear anything anyone Stehling, worked in an advertising agency but hated has to say. They’re right, they know it all. It’s my her job. She wanted to start her own agency but
didn’t have the money to do so. She knew she would So what did she do? She wrote a book called need about $100,000, so she began asking, “What’s Thin Thighs in 30 Days and released it April 15th. the quickest way to raise $100,000?” By June, she had her $100,000. All because she asked the markeplace what it wanted and responded Sell a book, said the feedback. to the feedback by giving it to them. She decided if she had a book that could sell Virginia Satir was probably the most success- 100,000 copies in 90 days, she could make $1 per ful and famous family therapist that ever lived. She book and raise the $100,000. But what kind of wrote a book for parents called Peoplemaking. book would 100,000 people want? “Well, what are the best-selling books in America,” she asked? Virginia was once hired by the Michigan State Department of Social Services to provide a pro- Weight loss books, said the feedback. posal on how to revamp and restructure the De- “Yes, but how would I distinguish myself as an partment of Social Services so it would work bet- expert?” she asked. ter. Sixty days later she provided the Department with a 150-page report which they said was the most Ask other women, said the feedback. amazing piece of work they had ever seen. “This is So, she went out to the marketplace and asked, brilliant!” they gushed, “How did you come up with “If you could lose weight in only one part of your all these ideas?” body, what part would you choose?” The over- She replied, “Oh, I just went out to all the so- whelming response from women was My thighs. cial workers in your system and asked them what it “When would you want to lose it?” she asked. would take for the system to work better.” Around April or May in time for swimsuit Feedback is a good thing. But you have to season, said the feedback. respond.
Meet Jack Canfield… Jack Canfield is the founder and co-creator of the New York Times #1 best-selling book series Chicken Soup for the Soul. With more than 55 titles in print and over 80 million copies sold in 39 languages, Jack is a world-renowned expert at warming hearts and changing lives. But behind the empire Time Magazine called the “publishing phe- nomenon of the decade” is America’s leading expert in creating peak performance for entrepreneurs, corporate leaders, managers, sales professionals, corporate employees and educators. Jack Canfield knows how to accelerate the personal achievement and career fulfill- ment of workgroups and individuals everywhere. He is a compelling, empowering and compassionate coach who has helped hundreds of thousands of individuals achieve their dreams. Jack’s latest success resource, The Power of Focus: How to Hit Your Business, Per- sonal and Financial Targets With Absolute Certainty (co-authored with Les Hewitt and Mark Victor Hansen), contains powerful strate- gies and techniques designed to double your income and double your time off in less than three years! Jack’s background includes a BA from Harvard University, a Masters degree in Psychological Education from the University of Massachusetts and an Honorary Doctorate in Human Behavior from the University of Santa Monica. For the past 30 years, he has been a psychotherapist, an educational consultant, and a leading authority in the areas of self-esteem, achievement motivation and peak perfor- mance. Jack has appeared on over 200 television shows including Oprah, 20/20, Inside Edition, The Today Show, Fox and Friends, The CBS Evening News, The NBC Nightly News, Eye to Eye, CNN’s Talk Back Live!, PBS, QVC and many others. Jack is the founder of The Canfield Training Institute of Santa Barbara, California. His distinguished clients include Virgin Records,
Meet Janet Switzer… From her first job as campaign coordinator for a Member of Congress at age 19 to building an international publishing company with over $10 million in assets by age 29, Janet Switzer epitomizes the personal achievement and professional accomplishment that comes from applying these proven principles of success. Today, she’s the marketing genius and business growth expert of choice for some of the world’s top success gurus: peak perfor- mance expert Jack Canfield, master motivator Mark Victor Hansen, marketing icon Jay Abraham, Internet income expert Yanik Silver and Jesus CEO author Laurie Beth Jones, among others. Additionally, Janet’s counseled more than 50,000 companies and entrepreneurs worldwide in leveraging their intangibles and information assets for untold millions in potential windfall revenue: Xircom (acquired by Intel), Chicken Soup for the Soul, Genoa Technology, California Family Business Institute, $300 million newsletter giant Phillips Publishing, Liberty League International, LifeTools UK, Biz University Canada, Integrity Church International, affinity travel leader Vantage Travel, Profit Advisors Inc. and Habitat for Humanity, among others. Janet is a nationally-recognized keynote speaker and Founder and Editor of Leading Experts magazine — as well as a contributing expert to Mentors Magazine and numerous newswires and press syn- dicates. She regularly speaks to thousands of entrepreneurs, inde- pendent sales professionals, corporate employees and industry asso- ciation members on the principles of success and income generation. Additionally, she helps achievers who are experts in their field attain worldwide status and million-dollar incomes by building publishing empires around their business strategies, training concepts, industry expertise and unique market posture. Her multi-media short-course How Experts Build Empires™: The Step-By-Step System for Turn- ing Your Expertise Into Super-Lucrative Profit Centers is the industry’s definitive work on the subject of developing and marketing information products. Janet makes her home in Thousand Oaks, California where she belongs to Calvary Community Church and works with young people as a local 4-H Club project leader — a role she’s enjoyed for nearly 20 years. To bring Janet to speak at your next event, call (805) 499- 9400 or visit www.janetswitzer.com. To subscribe to Leading Experts magazine, visit www.leadingexpertsinternational.com.
“If becoming successful was as easy as reading a book, you’d already be a millionaire. At my 7-day success training, you’ll learn the inside secrets of the most successful people on the planet... and leave with a simple step-by-step system for creating all the success you want!” “Anyone can share success secrets with you, Look at but this unique experience guarantees you’ll what some learn how to apply them to your own life. And that’s the only proven way to make positive recent course lasting changes...” participants said... Dear Friend: “The “man that flew to I’d like to ask a very small favor of California to take your you. Turn off the TV and get rid of any dis- Meet Jack Canfield, seminar” got left behind, and tractions (even if it means sending your co-author of the a “new and better man” flew spouse and kids out for an ice cream cone bestselling Chicken home. Long live the new me! Soup for the Soul or something). Because, if you’ll give me your books Jack, you changed my life and full, undivided attention for just a few min- I’ll never forget that.” utes, I’ll tell you about a simple way to dramatically change your life... —-Cliff Suttle, Speaker forever. And then, I’m going to give you an opportunity to make what will and Winner’s Coach surely turn out to be one of the most important decisions of your life. Yes, “ Soon after attending one it’s a bold statement, but I’ve got the track record to back it up. You of Jack’s workshops, I made probably know me from my Chicken Soup for the Soul books, but 22% of my 365 day salary in before we published the first one of them, I owned a training company just 2 days. Opportunities are flying at me because of the with offices in five cities, and taught everyone from executives and CEOs Maximum Confidence I have of Fortune 500 companies to average people like you and me how to be due to Jack’s teachings.” happier, more successful and more fulfilled in their lives. —Scott Schilling, In fact, some people say I’ve created more millionaires than any President, Schilling Sales other success teacher alive today. Is it true? I don’t know, but I do know & Marketing Inc. that many of my students reach levels of success they’d never dreamed “ I came home with a of before. renewed vision and passion to dream big! The first thing I did And I know why, too. was finish my ‘incompletes.’ It’s because I’ve developed a talent (and a fool-proof system com- I was putting off calling two major prospects for fear of plete with hands-on exercises) for making absolutely sure students losing a deal. I called them and
“ I left a lot of baggage in master the material—before they leave the training. Palm Springs and gained a clearer picture of my purpose. Now I want to work side-by-side with you. I can do, be or have anything. I hope you’ll join me August 7th - 14th in Las Vegas for my compre- I can dream and see clearly hensive 7-day success training. I guarantee it will be a life-changing event what I have manifested thus for you. far. My life is a miracle and a gift.” You don’t have to want to be rich to attend this event. Though it’s —Laura Fenamore, great to have financial abundance, success is much more than money. Golden Gate International, San Rafael, It’s having peace of mind, doing what you love, making a difference CA and sharing your blessings with others, being challenged and excited by “Jack—after attending what you do, and making a good living doing it. your 7-day seminar, within 3 In this 7- day event, I’ll cover every aspect of how to be a success months I launched a new in life. career traveling the world and doing what I love! How can I You’ll learn... ever thank you enough?” —Mike Foster, Foster Ö How successful people think and how to change your own think- Institute, Dallas, TX ing and behavior so you can get the same results they do. “I have literally √ The common reasons why people have difficulties—the same diffi- transformed my life! By using culties you’ve probably had—and how you can easily avoid or over- the skills that Jack teaches in come them. my daily life, my dreams are now my reality and this is only Ö Why success seems to come automatically to some people the beginning.” (you’ve likely known some of them yourself), and how, with a —Teresa Huggins, few changes, you can attract the same level of success. Leaders for Life, Clinton, NY √ What’s been holding you back—and how to immediately overcome and blast right through it. “ The most amazing thing for me is that I , who never Ö What you really want, and how to motivate yourself to get liked to get up and speak, who started, keep going, and—most importantly— complete what avoided advocacy in my you start, so you actually get the rewards you want. career as a lawyer because I didn’t want to speak in court √ About what things in your past that have created subconscious “road- or to groups of people, have blocks to your success.” now done a number of motivational presentations Ö How to use a very powerful technique to actually go back in speaking to groups ranging your mind and heal those old wounds so they never hold you from 15-50 and am enjoying back again. (This single technique, alone, will create a huge every minute of it! I find it shift in your life, and make everything else you do, for the rest very rewarding that so many of your life, easier.) people enjoy the presentations and seem to get such a lot out √ The real power of visualization and how to use it to get what you of it. want in life. Don’t worry if you’ve tried it before and couldn’t seem Thank you for putting on to make it work, I’ll show you exactly how to do it, based on the this wonderful life changing latest research, in a way that guarantees it will work for you. course. “ Ö My proven ways to find and attract all the resources you need —Stephanie Kosky
“ This seminar has made to achieve what you want. a big difference in my daily life.” √ All about the power of mastermind groups and how to get nearly —Sara Leopold anyone you want to happily join your group and take an active inter- Chatsworth, New South est in helping you get what you want. Wales, Australia Ö How successful people deal with setbacks, failures, and de- “This is the best feats. Once you learn this secret, you’ll not only be able to presentation of content and deal with adversity, you’ll take any adversity and turn it into processes I have ever an equal or greater benefit. experienced ...you have an uncanny and beautiful way of √ How bad habits, negative thoughts, procrastination, lack of motiva- combining the best of all tion hold you back and how to solve all of these problems once and worlds.” for all so they never come back to haunt you. — Barbara Faurot, Teacher And a whole lot more—remember, we’re going to spend 7-full days “These wonderful working shoulder to shoulder! exercises assisted me to To tell you the truth, I can’t think of a single important aspect of redirect my goals and set my personal success and happiness that we won’t cover. course back to personal power.“ And, as an extra bonus, I’m bringing in a few friends (absolute gi- —Bob Janis, Former U.S. ants in the personal growth and success fields) who will share even more Triathlon Champion, San amazing tips and techniques with you. Diego, California My amazing cast of co-stars... “ This seminar empowers, Bill Harris, Director of Centerpointe inspires and enlivens. It is truly state-of-the-art personal Research Institute and Author of “Thresholds effectiveness training. You of the Mind.” offer support, clarity and a As creator of The Holosync Solution and brand of “tough love” that the Life Principles Integration Process, Bill will really work!” help you Accelerate your mental, emotional, and —Steven Fearing, spiritual growth...and positively change your Psychotherapist life...in ways that will absolutely astound you. “ My hat is off to you for the loving and empowering work you are doing.” Hale Dwoskin, President and CEO of —Rae Ann Levy, The Sedona Training Associates and author of Walt Disney Company The Sedona Method. “ Today, my marriage is Think about it. If you FEEL powerful, then stronger than ever and I have you act powerful. If you feel sad, then you act turned a dream into a reality. sad. Your feelings define how you operate in the I now have a speaking and world. And, unless you change those feelings, consulting business which is second to none. Thank you for you are going to act as you have always acted allowing me to achieve my and you will produce the results you’ve always dream. More importantly, my produced. kids thank you for the new Dad they have.” —Nigel Risner, Professional Speakers Association, London,
Soul. I left an impossible Fran Hewitt - Author, “The Power of marriage, bought a house, and Focus for Women” achieved my lifelong dream of •Let go of limiting behavior and destructive traveling to Israel. Next belief systems. Saturday, another dream will come true. I’ve been invited •Discover, and celebrate, your unique talents to address the student nurses and strengths. in Maryland at their annual •Eliminate worry, guilt, and resentment. convention—perhaps the •Build a rock-solid foundation for healthy self- beginning of the speaking esteem career I’ve wanted for so long.” —Susan Goldberg, Les Hewitt - co-author of the International Haverstraw, NY bestseller, “The Power of Focus” “ The seminar proved to •Focus on your strengths and eliminate be life changing. To make a everything that is holding you back. short story long, I am actually •Change “bad” habits into habits that will make now living my dream instead of merely dreaming. For many you debt free and wealthy. years I have dreamed of living •Create an excellent balance between work in a large ranch home on and family life -without guilt! acreage around water. One year ago this week I fulfilled the dream. Now owning a 7,000 sq. ft. home on 3 acres, Jana Stanfield, Nashville Singer and much privacy, incredible Songwriter landscaping and a 5 acre lake Reflecting her background as a television validates the awakening. I news reporter, songwriter, humorist and started my own business, entertainer, Jana Stanfield’s Keynote Concerts Positive Impact ... I now realize things are falling into are multi-dimensional. She combines laughter, place. I’m exactly where I wisdom, and her million-selling songs into an need to be and am doing what interactive experience that generates positive is truly my passion. Quite action. successfully.” —Judie Sinclair, Kendallwood Health Care, St. Joseph, MO Rudy Ruettiger - The inspiration behind “As you stated, I have the movie “Rudy,” the Notre Dame Football tripled my income. It really story can be done! And I have more Today, a highly sought after motivational free time to do the things that speaker, Rudy entertains international audiences I feel passionate about! So with a unique, passionate, and heartfelt style of one year later, I’m a communicating that comes from his personal confirmed believer of your teachings and principles and experiences of adversity and triumph. His am well on my way to captivating personality and powerful message of becoming the person I was “YES I CAN” stays with his audiences forever.
“ Upon returning from the Understand this... seminar I was inspired to start my own speaking company My 7-day success training is NOT just another feel-good experi- for young adults and I have ence where you leave with a high but realize a few weeks later that noth- since spoken to over 1,500 ing has really changed. kids. I speak of personal Now let’s talk about the investment it takes for you to join me... definitions of success and the importance of balance in one’s Actually there are two investments you’ll be required to make. One life using my experiences as is actually quite easy—it’s the financial one. And I’ll address it in a minute. an Olympic coach and nationally competitive The other is the personal investment. It’s the one that will make the whitewater slalom racer. I biggest impact in your life. continue to compete and speak and they complement Please don’t confuse my training with one of those “magic pills.” one another nicely.” You know what I mean... the type of thing where you just take the pill (or —Corey Nielsen, attend a training) and wake up the next morning a whole new you...better Olympic Whitewater looking... slimmer... smarter...and suddenly rich! Coach, Durango, CO Oh, don’t worry, you will get dramatic results. I absolutely guaran- “ I thought the seminar tee it. But you’re going to have to put some effort into it. You’ve got to go was wonderful!!! This was a home and actually apply what you’ll learn in Las Vegas. totally new experience for me and one I hope to have again. Sure, it’ll take some work. But if you put even a modest amount of I am 55 years old. While I am effort into it, the results will absolutely astound you. happy, my life has not felt complete because I have MY IRON-CLAD, NO-RISK GUARANTEE! several things I want to do but If, after attending the entire event, you don’t think it was the best have been unable to find experience of your life, that it gave you everything you need to create the enough hours in the day to life you’ve always wanted, or in any other way you aren’t totally satisfied, accomplish. The seminar got me thinking of ways I can just say so before you leave, and I’ll refund your entire tuition. No hassle, change things by giving up no pressure. Look, I can’t think of a more risk free opportunity. I’m going some of the responsibilities on to work personally with you for seven full days. I’ll share with you all of our ranch that I do not enjoy my most powerful success secrets, techniques, systems, and my 30 year and using that time to pursue track record of results generating experience. And, you can attend the paths I have wanted to entire training and still get all your money back if you’re not 100% blown follow. I realize that teaching away. What could be fairer than that? can occur in any age group.” —Betty Jo Chauvet, Okay, now let’s talk about Chauvet Ranch Co. the financial investment... “ An 11 on a scale from It normally takes a $3,500 investment to attend my 7-day Las Ve- 1 to 10.” gas Success Training. And frankly, I know in my heart that it would be a —Jack Wolf, President, terrific bargain at twice that. Associated Consultants, Bradenton, FL But then, I had a chat with my friend, Bill Harris (he’s the founder of Centerpointe Research Institute and you’ll meet and learn something quite valuable from him in Vegas). Anyway, during that conversation he convinced me that it was more important to me to remove any financial barrier standing in your way of
attending than for me to make a few extra bucks. So we reduced the price even further. In fact, we lowered your investment, by $1,505.00 to only $1,995. That’s right, you can work side-by-side with me for a full intensive week of training for the small investment of only $1,995. If you’re wondering why I didn’t make the investment even smaller, the answer is for the same reason good parents require their children to work for what they want rather than just giving it to them—so they’ll value and respect what they get. Over the years, I’ve given out more than my fair share of free advice. I’ve shared my techniques and methods with people I meet on airplanes, at my local grocery store, my gas station, etc. And often, I run into the same people weeks, months, sometimes years later and in virtually every case, they haven’t done a single thing to change their lives. They haven’t taken advantage of a single thing I’d shared with them. But, when I run into people who have invested in themselves and attended my training, I nearly always notice a big difference. They’re smiling ear-to-ear as they tell me about all their recent successes. The only difference between them and the people I’d helped for free is the value they put on that help. When you give people free (or nearly free) advice, that’s exactly the value they put on it. Now to some of you, that $1,995 may still may seem like a lot. If money is tight, anything seems like a lot. But it’s really a pittance when you consider the change it will make in your life. If you’re sitting there wanting to attend, but aren’t sure about the cost, consider what it will cost if you don’t attend, in lost opportunities and might-have-beens. If you decide that it’s simply too high a price to pay, look at it this way... If you don’t do anything different, your life will probably be about the same five years from now, ten years from now, twenty years from now. That’s what happens to the vast majority of people. Life passes them by because they’re afraid to act. So imagine yourself 5 years from now and looking back to today. Are you going say, “Gee, I’m glad I didn’t invest a few bucks in myself to change my life back then. I’m so much happier with what I spent that $33 a month on.”? That’s right. If you look at this investment over a period of only 5 years, it’s about $33 a month...$33 a month to change your life—forever. This, right now, is a moment of truth for you. As Yogi Berra said, “When you come to a fork in the road, take it.” This is that fork in the road. But unlike many forks in the road, this one is totally risk free, and 100% guaranteed to be the right decision. If you really want to take control of your life, and change your current results to happiness, financial
success, a sense of accomplishment, the ability to help others, and a real sense of purpose and satisfac- tion in your life—well, that possibility is right here, right now. Just for fun, imagine what it would be like to have enough money to never deny yourself, or your family, anything you want or need. Imagine having the additional resources you can use to, quite literally save or dramatically improve someone else’s life. Finally, imagine what it would be like to know that whatever happens, you have, inside of you, every- thing you need to succeed in anything you do. All of this is truly possible for you, no matter who you are and no matter what your past or present circumstances. For the cost of a couple of coffee drinks, or a hamburger once a month, you can totally change the direction of your life. To reserve your spot in this seven day live event with me and all the other great presenters, just fill out the easy online registration form, below. Or, you can call 1-800-237-8336 x10 and ask for Jesse. This event has an absolute upper limit to how many can attend. There are only 400 seats, and they’re filling up fast. Nearly 25,000 people are participating in my series of teleseminars during which I describe and make available my Las Vegas event. If only 2% of them decide to attend, the event will be sold out. If you want what this seminar will give you, and I assume you do, please don’t wait to reserve your spot. You’ve taken the first step in living your dreams. Do keep going, and please don’t let anything stop you. I’ve done everything I can think of to motivate you to be at this event. Now it’s up to you to make a decision. I hope you’ll decide in favor of you. For hotel and schedule info and to fill out the easy online registration form, go to http://www.jackcanfieldtrainings.com/vegas Or call 800-237-8336 x10, Or, complete and mail or fax the order form on the next page. Here’s where it all happens...Las Vegas Hilton Hotel3000 Paradise Road, Las Vegas, Nevada 89109.To reserve a room, call 1-800-732-7117Room rates are $89 per night single or double occupancy, August 7- 15. Call before July 7 to receive the conference rate. It is possible the rooms will sell out before July 7, so reserve your room today. Request rooms for the “Living Your Highest Vision” Seminar. Each reservation requires one night’s deposit (with credit card). Deposit is non-refundable if not cancelled 72 hours prior to arrival. Program Schedule The event starts on Saturday, August 7th, with an optional (no extra cost), evening session with Nash- ville singer, songwriter Jana Stanfield from 8:00-9:00 PM
Sunday-Friday, (August 8th-13th) we’ll run from 9:00 AM-6:00 PM Saturday, (August 14th), we’ll run from 9:00 AM-5:00 PM and have a reception and celebration dinner at 7:00 PM (All start and ending times are approximate) I look forward to seeing you in Las Vegas. Be well. Mail & Fax Order Form Jack Canfield’s 7-Day Success Training August 7-14, 2004 In Las Vegas, Nevada Please print and complete this form and... Fax it to: 805-563-2945 Or mail it to: Jack Canfield Trainings P.O. Box 30880 Santa Barbara, CA 93130 YES, Jack. I want to participate in this amazing event. I look forward to working with you and learning how to take advantage of al your success secrets. I understand my participation is covered by your Iron-Clad Risk Free Guarantee which says... If, after attending the entire event, you don’t think it was the best experience of your life, that it gave you everything you need to create the life you’ve always wanted, or in any other way you aren’t totally satisfied, just say so before you leave, and I'll refund your entire tuition. No hassle, no pressure. Name: Address: City: State (Province): Zip(Postal Code): Country: Daytime Phone: Evening Phone: Email Address: MasterCard ● VISA ● Amex Account Number: Exp. Date:
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The success principles (bonus pack) jack canfield & janet switzer

  • 1.
    The Success Principles Your 30-Day Journey From Where You Are to Where You Want to Be Jack Canfield and Janet Switzer
  • 2.
    Success Is aJourney! What Do People Say Who Have Traveled With Us?… Jack Canfield doesn’t just give you hype. His Our group truly enjoyed your presentation. I down-to-earth style made it easy for our associates understand most of our folks gave you a #1, our to relate and follow through. We have seen a highest rating, on the evaluation sheets. You did a tremendous increase in our associates’ commissions, super job. as well as their attitude and self-esteem. —James J. Westervelt, Vice President —John Assaraf, RE/MAX of Indiana ITT Hartford You would have been thrilled to attend our You lead participants on a journey of self- recognition banquet Saturday night. Five of the discovery that is fascinating and fun while being solidly [salespeople] inducted into the President’s Circle, our founded on research and experience. Your handouts top managers and consultants, recalled your are eminently useful. presentation last year and how it gave them the vision —M.A. Armour, Director of Meeting Services and strategies to achieve their success. International Credit Association —John Zucker, VP Mktg Your powerful presentation influenced even the DONCASTER, A Tanner Company most staunch, hard core “nay sayers.” You have a At all levels, there is new confidence and great ability to teach and I was most impressed with commitment. District and Branch managers and their your style. You had a tremendous influence on our staffs are taking risks, making decisions, pushing employees, and that type of impact is worth paying through fears, asking for what they need, and are for. working better as a team. —P.S. Downs, Minnesota Power —Elliott Brown, Regional Vice President, The response was unanimous: You were Citicorp completely on target and had obviously done your We couldn’t have reacted more positively to your homework and been responsive to what we needed message. Our group has been through experiences that you to focus on at our convention. The topics...very left us feeling splintered and war-weary. For the first effectively supported and reinforced the rest of the time in a long time, people began expressing hope again agenda. Your material was perfect...One Director that we can accomplish even our loftiest goals. of Corporate Stores said, “Jack should be a given at — Jill Miller, Corporate Marketing Director every convention.” That says it all! Ortho Pharmaceutical Corporation —Marla Rosner, Vice President, A Johnson & Johnson Company SUPERCUTS The Ten Steps to Success are proving to be very I’m making major changes in all areas of my life valuable tools for our staff. Thank you for generating as a direct result of the skills I learned. The safe such excitement, improving our associates’ feelings environment you created allowed me to stretch in ways of self-worth and for presenting so many lessons in a I never would have thought possible. My business very short period of time. skills and interactions are enhanced... and my personal —D.A. Garrett, Human Resources life is opening widely. General Electric Capital Corporation —Linda Claire, Director, International Admin Neutrogena Corporation Without exception, the feedback could not have been more positive. People are speaking about the I have been able to awaken and utilize my talents “lasting impact” you had on them...your “sincerity like never before. I have not only helped people change and enthusiasm,” and how these qualities made the their lives, but I have changed my own as well. Each subject matter come to life and have a realism and new week brings exciting opportunities. Thank you relevance to their everyday lives. for all your guidance, encouragement and friendship. —Patrick O’Sullivan, Director, Sales Training —Todd McNally, Monogram Bank Westec Security, Inc.
  • 3.
    For me, thetraining provided an opportunity to the training powerful [and] goal-oriented...with renewed look at how I’ve been working in my organization respect for themselves and their co-workers. STAR and to consider options for changing my style, intent gave us a dynamic message and the tools to continue and behavior. My goal is to take the skills and integrate applying the concepts long after the program’s end. them into my presentations. —Diana Clark, District Sales Manager, AT&T —Judith Schuster, Training & Development A shot of Jack Canfield is just what we need SmithKline Laboratories occasionally to remind us how truly wonderful it is to “Fantastic” and “Ability to communicate with be human beings. My personal and professional life warmth and understanding” were just some of the is enriched because of your tapes. They’re comments that were given after your program. I will magnificent! highly recommend your program to anyone...it was —Didge Pearson, Senior Mgr, Membership so relevant and offered participants outstanding take- Assn for Information & Image Mgmt home value. I have found the tapes to be very effective in —Lola Green, Seminar Chairperson helping to slowly and solidly change my life. Not in Young Presidents Organization the slapdash overnight explosion other self- Members were riveted to your instructions. They empowerment experts promise, but in a more were intrigued by your insightfulness in working with consistent and effective way that I feel growing inside couples...They were moved to tears and to standing me everyday. ovations. You were humble, vulnerable, human, —Marie Jones, California humorous, witty, playful, outrageous, flexible and Janet Switzer is one of the best minds on the planet totally present. with a unique talent for producing profits I can bank. —Raymond Aaron, Director She’s easily made me hundreds of thousands of The Millionaire Club dollars with her simple strategies. I know she does My growth in relationships has been phenomenal. the same for companies in all sorts of industries. She I am able to take action to make things happen in my can do the same or more for you. life. I feel so blessed to have been able to experience —Mark Victor Hansen Self-Esteem 101 and realize the benefits daily. My co-author of the New York Times #1 self-imposed barriers go down with much less effort bestselling book series Chicken Soup for the now. Soul —TomAbbott,St.Louis Janet Switzer is the genius of choice for lots of very smart companies across the country. She’ll find One of the best programs we have ever seen at a way to bring in the money when everyone else has Honda. This is a wonderful program for people, failed…she understands budgets, risks, people and managers, trainers... anyone. It brings together many the bottom line. If you can get her to put you on her disciplines, technologies and approaches that helped schedule, consider yourself lucky…but don’t call her reinforce energy. unless you’re serious about making money. —Dominic Cirincione —Macrae Ross Manager, Training & Development independent growth and management American Honda Corporation strategist [Your program] may well have been one major I once saw Janet produce a highly specific and factor in an attitude upswing within my reporting fully articulated strategy within eight minutes of people. Nine out of ten have participated in the meeting a business owner and hearing about his program in the past eighteen months. business. In just 40 minutes at my office, Janet —Abbot Knowles, Manager provided me with an entire and fully integrated Jack New England Telephone Canfield doesn’t just give you hype. His down-to- I was struggling to find a vehicle that would help earth style made it easy for our associates to relate my people focus on what we really wanted and give us and follow through. We have seen a tremendous the tools to achieve those goals. People emerged from increase in our associates’ commissions, as well as their attitude and self-esteem. —John Assaraf, RE/MAX of Indianan
  • 4.
    Copyright © 2004by Jack Canfield and Janet Switzer All rights reserved. Printed in the United States of America. No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means, electronic, mechanical, photocopying, recording or otherwise without the written permission of the co-authors. Disclaimer: This manual and accompanying audio program is designed to provide information about the subject matter covered. It is sold with the understanding that the publisher and co-author(s) are not engaged in rendering legal, accounting or other professional services. If legal or other expert assistance is required, the services of a competent professional should be sought. It is not the purpose of this manual or of the accompanying audio program and/or seminar to provide and reprint all the information that is otherwise available to the author and/or publisher, but to complement, amplify, supplement and direct you to other information and texts readily available. You are urged to read all the available material, learn as much as possible about the subject and to tailor the information to your individual needs. The resources listed in this manual are for information purposes only and such listings do not constitute referrals to these service or product providers. Publisher and/or author(s) cannot be held responsible for remedies to reader for any loss or damage experienced in dealing with listed resources. Every effort has been made to make this manual and the accompanying audio program and/or seminar as complete and as accurate as possible. However, there may be mistakes both typographical and in content. Therefore, this text should be used only as general guide and not as the ultimate source of information. Furthermore, this manual contains information available and current only up to the printing date. The purpose of this manual is to educate and entertain. The author(s) and/or publisher shall have neither liability nor responsibility to any person or entity with respect to any loss or damage caused, or alleged to be caused, directly or indirectly by the information contained in this book. If you do not wish to be bound by the above, you may return this publication to the seller for a full refund. The tradename “The Success Principles,” its associated logo and trade dress are trademarks belonging to Jack Canfield and Janet Switzer. Chicken Soup for the Soul is a registered trademark of John T. Canfield and Mark Victor Hansen. Audio portion recorded at Master Tracks, Santa Barbara, California, www.mastertracks.net. Music written and performed by Douglas McKenna © 2003 Douglas McKenna. [email protected]. Publisher: The Canfield Training Group Media Contact: Success Network International P.O. Box 30880 107 North Reino Road #415 Santa Barbara, CA 93130 Newbury Park, CA 91320 U.S.A. (805) 563-2935 (805) 499-9400 • fax (805) 499-9470 fax (805) 563-2945 www.thesuccessprinciples.com www.jackcanfield.com [email protected]
  • 5.
    Introduction One of the greatest myths in this world isthat our clients, our spouse, the weather, the economy, we’re entitled to live a great life.That somehow, our astrological chart, our lack of good golf clubs— somewhere—someone—is required to fill our lives anyone or anything we can pin the blame on. We with continual happiness, enticing career options, never want to look at where the real problem is— empowering family time and blissful personal rela- ourself. tionships simply because we exist on this planet. We There is a wonderful story that is told about a expect these things—and when they don’t show up, man who is out walking one night and comes upon a for many of us at least, it’s someone else’s fault. man down on his knees looking for something under But perhaps the greatest truth in this world— a street lamp. The passerby inquires as to what the and the one lesson we hope this program will help other man is looking for. He answers that he is look- you learn over and over again—is that there’s only ing for his lost key. The man offers to help and gets one person responsible for the life you enjoy here. down on his knees and searches for the key. After an hour of fruitless searching, he says to the man, That person is YOU. “We’ve looked everywhere for it and we have not If you want to be successful, you have to take found it. Are you sure that you lost it here?” The 100% responsibility for everything you experience other man replies, “No, I lost it in my house, but in your life. From the level of your achievements to there is more light out here under the a streetlamp.” the results you produce, to the quality of your rela- How many times do you look for the answers tionships to the state of your health and physical fit- to your problems outside yourself, when the answer ness—even responsibility for your feelings, your in- lies within? It is you who creates the quality of the come, your debts...everything! life you lead and the results you produce. No one This is not easy. else! In fact, most of us have been conditioned to Choose Now to Make a Change blame something outside of ourselves for the parts Our final admonition to you as you start down of our life we don’t like. We blame our parents, our your path to future success, is that you have control bosses, our teachers, our friends, our co-workers, over just three things in your life—the thoughts you
  • 6.
    think, the imagesyou visualize and the actions you producing the “more” that you are seeking in life, take. How you make the most of them determines the “more” would have already shown up. If you the outcomes you experience in life. want something different, you’re going to have to do something different! If you don’t like what you are producing and experiencing, choose now to change your responses. While this audio program will give you the strat- Change your negative thoughts to positive ones. egies and principles that are proven to help you ac- Change what you daydream about. If you don’t like quire the success-filled life you want, ultimately, you the way people treat you, say something about it or are the one who will execute these strategies and spend your time with different people. incorporate these principles into your everyday life If you keep doing what you’ve always done, The day you begin to do that is the day your you’ll keep getting what you’ve always gotten. In life will begin to change for the better! fact, if what you are currently doing was capable of
  • 7.
    1 Take 100% Responsibility for Your Life With E+R=O Bob Resnick, one of Jack’s Successful people know that how they re- earliestmentors,teaches a simple, yet powerful for- spond can mean the difference between advance- mula we believe should be the primary rule guiding ment and riches — or regret about what could have your successful life: been. In fact, one of the greatest differences be- tween successful people and those who would merely like to be, is how they respond to the opportunities E+R=O in their life. Event + Response = Outcome How often have you reacted with fear or “I can’t” when opportunity knocks? Have you walked Stated succinctly, every outcome we experi- away from a life-changing opportunity? Or worse, ence in life is a direct result of how we respond to did you fail to recognize and respond to opportunity an individual event that occurs. that actually appeared as a crisis or other disaster? Sometimes that event is an unexpected op- Take a look: portunity that shows up. Other times, it’s a crisis we didn’t see coming. But in any case, it’s just the Event: Your co-workers continually miss way things are—the existential reality of our life. deadlines, forcing you to work late to bring projects in on time. So how can we create the best possible out- come in relation to an event we have no control Response: You grumble to your wife, but say over? By taking responsibility and changing the nothing to you co-workers or boss. way we respond to that event. Take a look at these two examples: Outcome: You end up working late most nights straining your marriage and family relationship. Event: You are given a $1,000 bonus. Response: You spend it on a weekend trip. Event: Your co-workers continually miss Outcome: You are broke. eadlines, forcing you to work late to bring projects in on time. Event: You are given a $1,000 bonus. Response: You investigate ways to streamline the process, then quietly present Response You invest it in your mutual fund. your better plan to the boss. Outcome: You have an increased net worth. Outcome: Your boss creates a special job title Can you see how your response — and your re- for you, sight on projects, which leads sponse alone — can significantly improve your life, or to increased responsibility, a year- alternatively, keep you exactly where you are today? end bonus and an increase in salary.
  • 8.
    The truth is...whenconfronted with a negative what they’re really saying is, “I know things could event, successful people look for ways to transform be better. I have a point of reference of something that negative into an opportunity for achievement and better which I prefer. I know the difference be- greater success. tween that ideal and the situation I’m in now. But I’m not willing to risk creating that other, more de- They simply respond differently. sirable scenario.” Do You Blame Events It’s simply easier and for Your Outcomes? less risky to complain. Of course, responding differently means you And it’s certainly easier than responding the must give up blaming the event itself. This is very way successful people do. If successful people don’t difficult. Our conditioning has trained us that when like the situation they find themselves in, they either: something doesn’t work, we blame what happened rather than our reaction to it: the traffic that made (a) work to make it better, or… you late for an important meeting, the bounced check (b) they leave and go somewhere else. that made your husband mad, your parents who still treat you like you’re 12, the company take-over that The truth is...for as fast as our society moves eliminated your job. today, things are likely to change anyway. Left alone, bad situations often get worse. But you can do Does this sound familiar? something to change them — if you’re willing to take “If only my boss would give me enough time 100% responsibility for your life. It’s up to you to to do the job...If only my husband understood what do something different. I’m trying to do with the kids...If only the kids would clean up their rooms...If only we had a better Do You Ignore the Yellow Alerts? economy...If only they would stop such-and-such...I would feel better.” Most people are surprised to hear that they’re usually notified in advance about the “negative” Stop blaming and complaining! events that occur in their lives. Like the “yellow Understand that the E’s (the events) aren’t re- alerts” in the old Star Trek television series, you re- sponsible for the O’s (the outcomes) you experi- ceive advance warnings — in the form of tell-tale ence in life. signs, comments from others, gut instinct, your intu- ition — that warn you of impending doom and give you time to prevent disaster from happening. Complaining Simply Means You Know There’s Something Better You have time to change your response (R) in the E+R=O equation. Complaining about the Events won’t help you change your outcomes, either. You can act, as successful people do — fac- ing facts squarely, doing the uncomfortable and tak- Isn’t it interesting that many people who stay ing steps to change the outcome. Successful people in bad situations never complain. Why? They sim- don’t wait for disaster to occur, and then blame ply don’t know any better. They don’t know that something or someone else for their problems. They things could be better. respond in time. They prevent things from going too But complainers know exactly what’s avail- far. able to them. Life Becomes Much Easier In fact, when you hear someone complain, Once you begin responding decisively to sig-
  • 9.
    nals and eventsas they occur, life becomes much for outcomes that are both good and bad. easier. The feelings of hopelessness and lack of When you confront a guy in a bar who is twice control go away. You start seeing two kinds of im- your size and say to him, “You’re ugly!” — then find proved outcomes — both internal and external. yourself in the hospital with a broken jaw — it’s Old internal dialogs like: “I feel like a victim. I easy to see you created that outcome. feel used. Only bad things happen to me,” are trans- But what about those outcomes that are more formed into, “I feel better. I’m in control. I can difficult to see? make things happen.” Let’s say you work late every night. You come External outcomes like, “Nobody comes to our home tired and burned out. You eat dinner in a stu- store. We missed our quarterly goals. People are por, then sit down to watch television. You are too complaining the new product doesn’t work,” be- tired and stressed out to do anything else — like go come outcomes like: “I have more money in the for a walk or play with the kids. This goes on for bank. I lead the division in sales. Our product is years. Your wife asks you to talk to her. “Later,” flying off the shelves.” you say. Three years from now you come home to Eventually, as you respond regularly to these an empty house and a find note that she’s left you yellow alerts, you begin to see events without need- and taken the kids. ing these advance warnings. You begin to anticipate You created that one, too! problems. Of course, in this kind of situation, it’s easy to And, you mature in your thinking. gloss over the obvious with self-righteous arguments Finally, you can accept the fact that you are like, “I was working hard to make a better life for the one who has created the way things are. You my family. I’m entitled to watch a ball game every took the actions, you thought the thoughts, you cre- now and then. I was a good provider, wasn’t I?” ated the feelings and you made the choices that got But perhaps the worst outcomes are those we you to where you are now. simply allow to happen, whether through inaction, You are the one who ate the food. You are the neglect or unspoken agreement. one who stayed in that job that you hate. You are You didn’t sign the petition when it came in the the one who married him. You are the one who mail, and now there’s a microwave tower in your wanted kids. You are the one who abandoned your neighborhood. You didn’t demand counseling the dream. You are the one who ignored your intuition. first time he hit you, and now the abuse has gotten You are the one who decided to go it alone. You worse. You didn’t follow through on your threat to are the one who decided you were damaged goods. take away privileges, and now the kids’ rooms look You are the one who trusted him. like a war zone. You didn’t go back to school, and And, come to think of it, you’re the one who now you are being passed over for a promotion. said yes to the dogs, too. You didn’t demand an audit, and now your partner has disappeared with the money. You didn’t leave It was you! when you saw the drugs, and now you are in jail. You Either Create It or When you allow outcomes like these to hap- Allow It to Happen pen, be aware that you are not a victim. In fact, you You alone have the power to make something can safely take credit for standing passively by and happen in your life, whether you actively create it or letting it happen. You didn’t say anything, make a passively allow it to happen or continue. This goes demand, say no, or leave.
  • 10.
    Like the yellowalerts we talked about before, Foreman once said, there were signs that you chose to ignore. Winners are those people who make a habit You didn’t acknowledge the alert or act upon of doing the things losers are uncomfortable do- it because that would have required you to do some- ing. thing uncomfortable. Whether it’s confronting your Don’t fail to respond to a yellow alert because spouse or speaking up in a staff meeting or leaving it’s easier, more convenient, less uncomfortable, less the premises, you are the only one who can respond confrontational, keeps the peace, doesn’t require to a yellow alert while there is still time to change it, taking risks, or confirms your low self-image. Take reverse it or save it. action! Don’t allow negative outcomes to be your My good friend, former Congressman Ed fate. The Early Years: Age _______ to Age _______ SuccessesIAchieved: SuccessLessonsILearned(useadditionalsheetsifnecessary): 1. 2. 3.
  • 11.
    How Would YouRespond Differently? The following scenarios include inappropriate responses and undesirable outcomes. How would you respond differently in order to change the outcome? Poor Response / Undesirable Outcome Your Response / More Desirable Outcome Event: Your boss “dumps” last-minute projects on you. Event: Your boss “dumps” last-minute projects on you. Response: You stay late to finish them 2-3 nights a week. Your Response: You discuss the problem with your boss, Outcome: Your family life suffers and your wife is furious. offer solutions and now ask early in the day about any deadlines. Better Outcome: You feel more in control in the workplace, get home on time and your family relation- ships improve. Your teenager’s rage prob- lem diminishes and he’s doing better in school. You have time to share in household duties now so your wife is less resentful and more loving and supportive. Event: The house remodeler says permits aren’t needed. Event: The house remodeler says permits aren’t needed. Response: You believe him even though you’re not sure. Your Response: Outcome: The electrical wiring was poorly done, not inspectedand now you’re paying even more Better Outcome: money to have it re-done because the lights don’t work. Event: You now get 500 cable channels with DSS. Event: You now get 500 cable channels with DSS. Response: You spend your entire evening channel-surfing. Your Response: Outcome: You mindlessly eat snacks after dinner and bal- loon to 230 lbs. Following your lead, the kids Better Outcome: watch, too, instead of doing their homework. You end up yelling at them and their schoolwork suf- fers for lack of concentration and help from you. Event: You lose your job and now the creditors are call- ing. Event: You lose your job and now the creditors are Response: You ignore the calls and letters and don’t calling. investigateoptions for reducing your payment or negotiating better terms. Your Response: Outcome: Your credit rating is ruined, you have 4 judgments Better Outcome: against you and now that you just got a new job, they’re garnishing your wages and causing you embarrassment with your new boss. Event: A friend approaches you with a business idea. Response: Even though the business sounds wonderful, you Event: A friend approaches you with a business let your husband tell you it’s too good to be true, idea. so you don’t even investigate. You tell your friend no. Your Response: Outcome: Your friend’s idea was sound, the business took off and now she’s quitting her lackluster job be- Better Outcome: cause she’s making $9,000 a month. You’re still stuck in a job you hate, so you’re jealous and harbor resentment about your friend’s success.
  • 12.
    2 Success Is a Learned Behavior One of our favorite stories is about a mess like this, eventually you have to clean it up. afamousresearch scientist who had made several So, how would you like to do that? We could use a veryimportant medical breakthroughs. towel, sponge or mop. Which do you prefer?” He was being interviewed by a newspaper After they were finished cleaning up the milk, reporter who asked him why he thought he was able she said, “What we have here is a failed experiment to succeed so much more than the average person, in how to carry a big bottle of milk with two tiny to be so much more creative than the average per- hands. Let’s go out in the backyard, fill the bottle son? In other words, what set him so far apart from with water and see if you can discover a way to others? carry it without dropping it.” And they did. He responded that, in his opinion, it all came What a wonderful lesson! from a lesson his mother taught him when he was The scientist then remarked it was at that mo- two years old. He’d been trying to take a bottle of ment he knew he didn’t have to be afraid to make milk out of the refrigerator, when he lost his grip and mistakes. Instead, he learned that mistakes were spilled the entire contents on the kitchen floor. His just opportunities for learning something new — mother, instead of scolding him, said, “What a won- which after all, is what scientific experiments are all derful mess you’ve made! I’ve rarely seen such a about. huge puddle of milk. Well, the damage is already done. Would you like to get down and play in the That bottle of spilled milk led to a lifetime of milk before we clean it up?” learning experiences — experiences that were the building blocks of a lifetime of world-renowned suc- Indeed, he did. And, after a few minutes, his cesses and medical breakthroughs! mother continued, “You know, whenever you make Taking Inventory of Your Life Successes: What Milk Have You Spilled? What did you learn each time you achieved try new things, when we move outside our something new? How did you have to “stretch” in comfort zone, and when we make new contacts that your ability? In other words, what skills did you ac- can help us in our journey. quire, what techniques did you learn, and what rela- The more you acknowledge that you are suc- tionships did you form that helped you achieve sig- cessful (and the more you acknowledge what you nificant successes in your life? already know), the better prepared you’ll be to ben- We’ll be inventorying your life’s successes in efit from the success training you’ll experience in this just a moment, but as you do, remember that suc- workbook. Let’s start working on your success cess is a learned behavior. We succeed when we now!
  • 13.
    To start theprocess of taking inventory: Di- to 15 years, 16 to 30 years and 31 to 45 years. vide your life into three parts — for example, if you Then list three successes for each time frame — and are 45 years old today, your three parts would be 0 list what you learned as you achieved that success. TheEarlyYears:Age_______toAge_______ SuccessesIAchieved SuccessLessonsILearned (useadditionalsheetsifnecessary) 1. 2. 3. The Middle Years: Age _______ to Age _______ SuccessesIAchieved SuccessLessonsILearned(useadditionalsheetsifnecessary) 1. 2. 3. 4. 5.
  • 14.
    The Most RecentYears: Age _______ to Age _______ SuccessesIAchieved SuccessLessonsILearned(useadditionalsheetsifnecessary) 1. 2. 3. 4. 5.
  • 15.
    Now let’s takea look at the next five years...your immediately. In future days, we’ll be building on these immediate future which we’ll be working on over the next thoughts with step-by-step strategies for developing and 30 days. What do you want to accomplish? What would achieving these specific goals! you like to achieve? Quickly jot down what comes to mind The Next Five Years Successes I Will Achieve What Knowledge, Skills, Habits, Self-Disciplines, Relationships and Resources Will I Need to Develop to Achieve These Successes (use additional sheets if necessary) 1. ______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ 2. ______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ 3. ______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ 4. ______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ 5. ______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ 6. ______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ 7. ______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ 8. ______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ 9. ______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ 10. _____________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________ _______________________________________________________________________
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    3 Discover Your Unique Purpose: What Were You Put on This Earth To Do? Janet and I discovered long ago what we were Surprisingly, some of the greatest names in his- put on this earth to do. We determined our purpose tory have had some of the simplest personal mission in life, our "right livelihood." We discovered how to statements. Titans of industry, leaders of major world inject passion and determination into every activity governments, entertainment giants — have all had a we undertake. And we learned how purpose can definitive life purpose that drives their daily actions, bring an aspect of fun and fulfillment to virtually ev- helping them create great successes and positively erything we do. impact generations of people. Now we'd like to help uncover the same se- Take Thomas Edison, for example: His stated cret for you. mission was to create inventions that people needed, that people would pay for and that would You see, without a purpose in life, it's easy to be profitable. Imagine having that mission state- get side-tracked on your life's journey. It's easy to ment as a road map to guide your daily actions! If wander and drift, accomplishing little. an activity didn't fit that formula, you wouldn't work But with a purpose, everything in life seems to on it. Period. If something was getting you off track fall into place. To be "on purpose" means you're in life, you'd be able to recognize its short-comings doing what you love to do, doing what you're good before spending too much time, energy or resources at and accomplishing what's important to you. When on it. If something didn't fit all the criteria, you'd move you are on purpose, the people, resources and op- on to the next thing that did. See the kind of focus a portunities you need naturally gravitate toward you. stated purpose or mission statement can give you? The world benefits, too. Let's look at other historical figures that have With a life purpose—carefully developed and had a stated purpose that guides their actions and clearly stated—you suddenly have a basis for mak- energy: ing all your major life decisions, for setting a lifetime's John F. Kennedy: To put a man on the moon worth of goals and for pursuing one activity or goal in this decade. versus another. Andrew Carnegie, American steel industrial- Not only will thinking about and pursuing your ist, founder of the public library system, and at one life purpose get you to where you want to be, it will time the richest man in the world: To spend the first make the journey more enjoyable! half of my life making as much money as I can In this chapter, you'll learn that your greatest — and the second half giving it away. challenge will be to discover and use your natural Stanley Mason, inventor of the Band-Aid, dis- talents, resources and abilities to their highest and posable diapers and other consumable consumer best use—for you…your family…and the world. products: Create one invention a year that will Let's get started now! generate $10 million a year in royalties forever. What's In a Mission Statement? Jack Canfield: To inspire and empower The Life Purpose of Some of History's people to live their higest vision in a context of Greatest Names love and joy.
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    Finding Your PersonalLife Purpose: But how does purpose differ from goals or The "Why" Behind Everything You'll Do action plans? Have you ever written down your life purpose? Purpose is the "why" — the reason you cre- If not, ask yourself this question: If I were provided ate the goals you create and pursue the activities with everything I wanted and needed to release you do. It's the reason you strive to achieve the my full potential and achieve my highest vision, results you're looking for. what would my purpose be? Goals are merely the "what" you'll accomplish Finding your purpose is really discovering what and action plans are simply the "how" you'll accom- you were put on this Earth to do. Your purpose can plish those goals. Without purpose as the compass, tell you what to accomplish, for whom, how to ac- goals and action plans are meaningless. complish it and in what time frame. When you dis- cover your purpose, life flows effortlessly. Oppor- To determine your life's purpose — to develop tunity seems to fall in your lap. Resources and rela- it in crystal-clear words that are compelling to you tionships find you easily. Small successes build upon and others — take time now to complete the exer- one another to create unstoppable momentum. cises that follow. Then, finish by writing your own heartfelt personal mission statement.
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    Life Purpose Exercise 1.List two of your unique personal qualities, such as enthusiasm and creativity. _______________________________________ ____________________________________ 2. List one or two ways you enjoy expressing those qualities when interacting with others, such as to support and to inspire. _____________________________________________________________________________________________________________________ _____________________________________________________________________________________________________________________ _____________________________________________________________________________________________________________________ 3. Assume the world is perfect right now. What does this world look like? How is everyone interacting with everyone else? What does it feel like? This is a statement, in present tense, describing the ultimate condition, the perfect world as you see it and feel it. Remember a perfect world is a fun place to be. For example: Everyone is freely expressing their own unique talents. Everyone is working in harmony. Everyone is expressing love. _____________________________________________________________________________________________________________________ _____________________________________________________________________________________________________________________ _____________________________________________________________________________________________________________________ _____________________________________________________________________________________________________________________ _____________________________________________________________________________________________________________________ 4. Combine the three prior subdivisions of this paragraph into a single statement. Example: My purpose is to use my creativity and enthusiasm to support and inspire others to freely express their talents in a harmonious and loving way. ________________________________________________________________________________________________________________________ _______________________________________________________________________________________________________________________ ________________________________________________________________________________________________________________________ ________________________________________________________________________________________________________________________ ________________________________________________________________________________________________________________________ ________________________________________________________________________________________________________________________ ________________________________________________________________________________________________________________________ ________________________________________________________________________________________________________________________ There are several ways to approach defining your purpose. We learned this version of the life purpose exercise from Arnold M. Patent. You can reach Arnold Patent at 28172 Via Chabas, Mission Viejo, CA 92692. (949) 770-7769. www.arnoldpatent.com.
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    Finding Purpose inYour Career: Are You Where You Need to Be? Why do I have the job I have? _________________________________________________________________ What purpose or higher good am I serving?________________________________________________________ Who does my work serve?____________________________________________________________________ Do those people need what I provide? Yes, absolutely! Maybe. I sometimes wonder. Not really. They could easily do without it. What do they do with what I provide?____________________________________________________________ Do they, in turn, help others with what I give them? ____________________________________________________ Could I provide it differently, in a way that would better enable people to pass on the benefits? ____________________ Is there integrity in what I do for a living? _________ In what way? ______________________________________ Is integrity lacking in what I do for a living? _________ In what way? ______________________________________ If I could be doing anything I wanted to do, assured that all my living expenses and material needs and desires would somehow be fulfilled, would I be working at this job? Yes, absolutely! No, I'd leave tomorrow. If not, how can I alter this job and make it into something I can be passionate about? __________________________ If this job ultimately isn't for me, how will I start transitioning into something new? _____________________________ Are there any negative aspects to my work? No Yes Am I the source for that? _______________________ Can I change any negative aspects? No Yes How? ___________________________________________ Can I achieve my purpose only in this job? _________________________________________________________ How else can I achieve my purpose, if not in this job? __________________________________________________ Can I stay in this job and achieve my higher purpose? Yes No If yes, how? If no, why not? _______________ ________________________________________________________________________________________________________________ _______________________________________________________________________________________________________________ If I could wake up every morning, excited to face the day and eager to get to work, what would a day like this look like? __________________________________________________________________________________________________ Finding Purpose in Your Marriage or Committed Relationship: Are You More "On Purpose" as Two? When you first met your spouse or partner, what activities were you both passionately interested in? ______________ What goals for your future did you both share? _____________________________________________________ Did you ever write down those goals? Yes No If not, when will you do so? _________________________ How have you pursued or met those? _____________________________________________________________ What vision did you originally have for your relationship? _____________________________________________ How could the two of you better support each other in reaching your full potential as individuals? __________________ _________________________________________________________________________________________________ _________________________________________________________________________________________________
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    Finding Purpose inYour Family Relationships: What Were You Put on This Earth to Do? Are you still close to your parents? Yes No Your grandparents? Yes No Other seniors in your family? Yes No What's the most important reason you stay in touch with these “seniors”?__________________________________ Do you participate in frequent family activities with these "seniors"? Yes No What kind? _______________ Do you have children? Yes No What are the most important lessons you'll teach them in your lifetime? ___________________________________ What's the greatest hope or aspiration you have for their future? _________________________________________ How important to you is that future? _____________________________________________________________ What steps do you regularly take to support that future? ______________________________________________ Does your family, including your children, support the activities or pursuits that interest you most? _______________ In what way do they support you? ______________________________________________________________ Does your family regularly participate in any activity that serves a goal or group of people outside your immediate household? Yes No If yes, what is it? _____________________________________________________________ How did you get involved in this activity? _________________________________________________________ Would your family like to participate in any activity that serves a goal or group of people outside your immediate household? Yes No If so, what _________________________________________________________ What might each family member do to support that desire or effort? _______________________________________ Have you all committed to that plan by writing it down on paper? Yes No If not, when will you do so?___ What specifically would you expect your efforts to accomplish? _________________________________________ Finding Purpose in Your Civic Activities: Does Your Calling Shine Through? Are you active in organized civic groups? Yes…Service Organization(s) Yes…Social Club(s) Yes…Hobby Club(s) No…None. What is your reason for joining and staying active? ___________________________________________________ What satisfaction or enjoyment do you get out of these groups? __________________________________________ Do any of your groups serve others as a regular activity or stated goal? _____________________________________ Do you participate in those activities? _____________________________________________________________ Have you taken on leadership roles in these groups? _________ In what way? ______________________________ How do these groups serve to further your career or personal goals, even if they just provide relaxation time? _______ _____________________________________________________________________________________________________________________ Has meeting other members led to good things happening in your life outside club activities? Yes, absolutely! No, I wish it would. What kinds of surprising benefits have resulted from your club associations? ________________________________ What other groups might you join that would further your life goals? ______________________________________
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    Finding Purpose asan Individual: What's the Best Use of Your Time, Talent and Passion? What are your best talents? ____________________________________________________________________ Are you using those talents every day? Yes, absolutely! In what ways_________________________________ Not really. I could do better. In what ways? _______________________ If the world at-large could benefit from your talents, how would they benefit? ________________________________ How would they access your talent? ______________________________________________________________ How might you make your talent more available to the world? ___________________________________________ _____________________________________________________________________________________________________________________ What takes up the majority of your time now? ________________________________________________________ What would be a better use of your time? ___________________________________________________________ How can you change your schedule so you have more time for this better use? _______________________________ Putting It All Together: Defining Your Purpose Now it's time to put your thoughts together into a single statement that summarizes who you are and what you are doing here…a single statement that explains what gives you zest for living…what gives you a sense of joy, creativity and spontaneity that enables you to live every day more passionately than the last. Determining what provides you with enthusiasm, excitement and fulfillment will help you develop a purpose for your life — one that not only satisfies you personally, but serves the world, too. Complete the statements below to give you the clues you need to write your personal statement of purpose. Whether in my career or in my private life, the activity I am most passionate about and have been most passionate about over time is…_________________________________________________________ The reason I'm so passionate about this activity is… ___________________________________________ I could pursue this activity full-time if I… ___________________________________________________ I could thrive in my family and committed relationships, while at the same time pursuing this activity if I ____________________________________________________________________________________________________________________ This activity serves others in that it… _________________________________________________ When I daydream, the life I visualize for myself includes… __________________________________ When I'm at the end of my life, I hope to look back on my life and be satisfied that I accomplished... ________________________________________________________________________________________________________________________ I know I will have led a life of meaning if I… _________________________________________________ Now combine all your thoughts above into the single statement below — a statement that explains a life pursuit you can be passionate about and dedicated to long-term…a statement that explains what drives you, what keeps you enthusiastic and what brings you fulfillment. That's the definition of a powerful life purpose! The best use of my productive time, heartfelt effort and passionate dedication is to… ________________________________________________________________________________
  • 22.
    4 Decide What You Want: Chances Are It Wants You! One of the most amazing phenomenon you’ll personally important to you—not those you believe ever experience as you incorporate The Success should be important or those you believe the world Principles into your daily life is the unexpected phone expects you to value—but what’s truly important to call, the windfall financial benefit or the uncanny new you from the deepest place in your heart. acquaintance that brings you exactly what you want Once you know your “wants,” you must also or need in order to achieve your loftiest goals — determine your core values. What kinds of activi- almost as if it were planned. ties and priorities are in alignment with your integ- Perhaps it’s the Universe, rewarding your new rity? Which are outside your acceptable limits? goal-setting activity and take-action attitude by har- Think about it. You might “want” all the riches nessing all the forces at its disposal. Or perhaps and material wealth that could come from selling il- you’ve worked hard and have “grown” yourself to legal drugs, but you might find it very difficult to con- the point where you’re finally ready to receive a vince your mind and body of your enthusiasm, es- benefit which had been waiting in the wings all along. pecially if breaking the law and contributing to bro- But more probably, as researchers have now ken lives went against your basic values. In fact, come to believe, it may simply be a matter of your engaging in an activity you don’t agree with often subconscience focusing on and recognizing oppor- causes low self-esteem, depression, despondency, tunity when it arrives. even anger. So be sure that what you want matches your values and your life purpose. Whatever the explanation, the reality is that what you want, wants you. Your goals, desires and needs are patiently waiting to gravitate toward Don’t Live Someone Else’s Dream you, once you decide what you truly want. Be certain, too, that what you “want” isn’t Of course, the main reason why most people someone else’s version of what you should want. don’t get what they want is they haven’t decided what that “want” is. They haven’t defined their goals Jack once met an anesthesiologist who made — exactly — in clear and compelling detail. After made $350,000 a year, but whose real dream was to all, how else can your mind know where to begin work on cars. He had wanted to be a mechanic, but looking, seeing and hearing if you don’t give it spe- he knew his mother wouldn’t approve. Jack’s solu- cific and detailed goals to achieve? tion? “Give yourself permission to buy a bunch of cars and then work on them on the weekends.” What the anesthesiologist wanted in his heart didn’t match Clarify Your Vision and Your Values his picture of what he thought he should be. There’s a very powerful technique for helping Unfortunately, the sad reality for most people you define your goals in vivid, colorful and compel- is they simply aren’t honest with themselves. If they ling detail. But before using this technique to write were, they would realize their “want to’s” are al- down your goals…before defining the compelling most always bigger than their “shoulds.” Back when life you want for yourself, you first must know what Janet was 25 years old and still working for other your priorites are. Priorities are “wants” that are people, her company’s Vice President asked her
  • 23.
    what she reallywanted. She replied, “If I said I Being very astute, this gal created a little maga- wanted to be President of the company, you’d tell zine called Soap Opera Digest. Every week, she me I shouldn’t aim so high!” But less than a month watched all the soap operas, cataloged the plots and later, Janet was promoted and given management of wrote up little summaries, so that if a viewer missed the company’s flagship product, which also hap- their soap operas that week, they would know who pened to be America’s top-selling software program got divorced from whom, who finally married the in its category. doctor, and so on. Now, this woman makes a for- tune watching and publishing information about soap operas. Make an “I Wants” List See how it’s possible to make a great living One of the easiest ways to begin determining doing what you want to do? You simply have to be what you truly want is to ask a friend to help you willing to risk it. make an “I Wants” list. Have the friend continually ask, “What do you want? What do you want?” for 10-15 minutes, while jotting down your answers. Visualize What You Want You’ll find the first “wants” aren’t all that profound. Have a friend read this exercise to you or au- In fact, most people usually hear themselves saying, dio-record it and then listen back to it with your “I want a Mercedes. I want a big house on the eyes closed. Pause about one minute between each ocean.” And so on. But by the end of the 15-minute of the seven categories exercise, the real you begins to speak: “I want people to love me. I want to express myself. I want to make Begin by listening to some relaxing music and a difference. I want to feel powerful”…wants that sitting quietly in a comfortable environment. are true expressions of your core values. Then, begin visualizing your ideal life exactly as if you are living it. Is “Making a Living” Stopping You? 1. First, visualize your financial situation. How much money do you have in your savings, how much Of course, what often stops people from ex- do you make in income? What is your net worth? pressing their true desire, is they don’t think they How is your cash flow? Next…What does your can make a living doing what they love to do. home look like? Where is it? What color are the “What I love to do is hang out and talk with walls? Are there paintings hanging in the rooms? people,” you might say. What do they look like? Walk through your perfect house visually, using your mind’s eye. Well, Oprah Winfrey makes a living hanging out talking with people. And Jack’s friend Diane At this point, don’t worry about how you’ll Brause, who is an international tour director, makes get that house. Don’t sabotage yorself by saying, “I a living hanging out talking with people in some of can’t live in Malibu because I don’t make enough the most exciting cities in the world. money.” Once you give your mind’s eye the pic- ture, your mind will solve the “not enough money” A woman once told Jack her favorite thing to challenge. do was to watch soap operas. “How can I make a living watching soap operas?” she asked. Fortunately, Simply be honest with yourself about what you she discovered lots of other people loved watching truly want. Continue visualizing your perfect home. soap operas, too, but often missed their favorite Next, visualize what kind of car you are driving. shows because they also had to go to work. 2. Next, visualize your career. What are you
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    doing in yourcareer? Where are you working? Who 7. Move on to the community you live in, the are you working with? What kind of clients do you community you’ve chosen. It’s ideal, isn’t it? What have? What is your compensation like? Is it your does it look like? What kinds of community activi- own business? ties take place there? What about your charitable work? What do you do to help others and make a 3. Then, focus on your free time, your recre- difference? How often every week do you partici- ation time. What are you doing with your family and pate in these activities? Who are you helping? friends in the free time you’ve created for yourself? What hobbies are you pursuing? What kinds of va- Write these things in the worksheet on the cations do you take? next two pages, as you visualize them. 4. Next, visualize your body and your physi- cal health, your emotional and spiritual life. Are you Share Your Vision for Maximum Impact free and open, relaxed, perseverent, in an ecstatic state of bliss all day long. What does that look like? Then, finally, share your vision with somebody. This can be very uncomfortable. In fact, most people 5. Then move on to visualizing your relation- say, “I can’t share that! It’s too personal. It’s too ships with your family and friends. What is your re- crazy. People will think I’m flaky.” But the truth is lationship with your family like? Who are your half the people you talk to will want the very same friends? What are the quality of your relationships thing. Everyone wants material wealth, loving rela- with friends? What do those friendships feel like? tionships, supportive family and friends and time to Are they loving, supportive, empowering? Could they help make a difference in our world. But too few of be better? us readily admit it. Sharing your vision helps your 6. What about your own personal growth? subconscious mind become accountable to make it Do you see yourself going back to school, taking happen. training, seeking therapy for a past hurt or growing spiritually?
  • 25.
    Take a lookat the examples below, then write your own visualized goals in the blanks provided. Date I What I Want…Specifically Why I Want It Achieved It FINANCIAL GOALS (income, savings & investments, debt reduction, credit) 1. By December 31, 2004, I will be earning $10,000 a month net pre-tax income. 1. So Abby can quit her job and stay home with Matt. 2. By June 30, 2007, I will make the last mortgage payment on the house. 2. To be debt-free after 15 years of credit slavery. 3. On September 1, 2004, I will begin saving $85/mo. for Matt’s college tuition. 3. To give Matt the best start for his future career. ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ CAREER / BUSINESS GOALS (new job, self-employed, sales volume) 1. I will start my own restaurant consulting business by September 1, 2003. 1. I want to be free to earn as much as possible. 2. I will develop at least ten clients for the business by December 31, 2003. 2. I want to develop a stable income quickly. 3. I will find a financial partner to invest at least $500,000 by June 30, 2004. 3. I want to expand, but only using outside resources. ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ FREE TIME / FAMILY TIME (days off, trips, hobbies, special events) 1. Starting January 1, 2004, I will take off 3 weeks in May and 3 weeks in October. 2. Susan, Matt and I will go on a first-class Kenya safari in October 2004. 1. I have missed too much of Matt’s childhood. 3. I will register for ground school August 15, 2003 and get my private pilot’s license 2. Susan and I both enjoy nature and exotic locales. by August 31, 2005. 3. It’s always been my dream to pilot my own plane. ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________
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    Date I What I Want…Specifically Why I Want It Achieved It HEALTH / APPEARANCE GOALS (lose weight, feel younger, eat better) 1. I will be at my ideal weight of 178 pounds by November 1, 2003. 1. I will need to eat better and work out to reach 178. 2. I will consult a holistic doctor about nutrition and lifestyle by June 1, 2003. 2. I have concerns about circulation and longevity. 3. I look better and feel more confident without glasses. 3. I will complete my laser eye surgery procedure by September 30, 2003. ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ RELATIONSHIP GOALS (family, mentors, business alliances, staff, civic) 1. I will re-establish communication with my brother by September 19, 2003. 1. Making up will help me bring closure to Dad’s death. 2. I will approach Don Richardson September 9, 2003 about providing referrals. 2. This will help the business grow in reputation. 3. I will begin holding staff trainings every week starting on July 15, 2003. 3. This will empower the staff and lessen my stress. ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ PERSONAL GROWTH (education, spiritual growth, therapy, training) 1. I will enroll December 3, 2003 & complete the Men’s Basics course at church. 1. I have missed the spiritual guidance of male friends. 2. I will attend the September 23, 2003 one-day training on negotiating skills. 2. I would like to be more confident when negotiating. 3. I will begin yoga four times a week commencing on July 17, 2003. 3. I believe I will feel more relaxed. ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ MAKING A DIFFERENCE (charitable giving, church tithes, mentoring) 1. I will work up to regularly tithing a full 10% of my gross income by Jan 6, 2004. 1. I believe tithing helps me receive back ten-fold. 2. I will volunteer mentor at least one young entrepreneur starting Fall Semester. 2. I wish I had had a veteran entrepreneur help me. 3. I will initiate a company-wide charitable matching program by Dec. 1, 2004. 3. I believe matching gifts boost employee loyalty. ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________ ___________________________________________________ _________________________________ _________
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    5 Visualize Your Way to Success: Create Compelling Pictures in Your Mind Visualization may be the most underutilized our bodies when we worry? We tense up, disrupt success tool that you possess. It can greatly accel- our normal breathing, and psycho-physically pre- erate the achievement of any success in three pow- pare ourselves for failure. Instead, learn to use erful ways. positive visualization to prepare yourself for suc- cess. As you do you will transform the energy 1. Visualization will activate the creative pow- that supports your worrying into fuel for mak- ers of the subconscious mind. ing your dreams come true. 2. Visualization will program the reticular acti- —Michael Gelb and Tony Buzan vating system in your brain to open up the doors of perception to notice resources that were always there but were previously unnoticed. It focuses the brain. Imagination’s everything. It is the preview 3. Visualization will magnetize and attract to you of life’s coming attractions. the people, resources, and opportunities that you —Albert Einstein will need to achieve your goal. This is simply how the brain works. None of us were ever taught this in school. However, in the Here is an excerpt from the forthcoming last 25 years, sports psychologists and peak per- Chicken Soup for the Athlete’s Soul in which formance experts have been popularizing the power Olympic gold medalist Peter Vidmar describes his of visualization. Almost all Olympic and professional use of visualization in his successful pursuit of the athletes employ the power of visualization. gold: I never hit a shot, not even in practice, “To keep us focused on our Olympic goal, we began ending our workouts by visualizing our dream. without having a very sharp, in-focus We visualized ourselves actually competing in the picture of it in my head. Olympics and achieving our dream by practicing what we thought would be the ultimate gymnastics —Jack Nicklaus, professional golfer scenario. I’d say, “Okay, Tim, let’s imagine it’s the men’s I visualized every step of the 400-meter race gymnastics team finals of the Olympic Games. The until I saw every stride I would take. United States team is on its last event of the night, which just happens to be the high bar. The last two —Lee Evans, 1968 Olympic Gold Medalist guys up for the United States are Tim Daggett and Peter Vidmar. Our team is neck-and-neck with the People’s Republic of China, the reigning world Most of us visualize on a daily basis, but champions, and we have to perform our routines we often do it unconsciously and in a negative perfectly to win the Olympic team gold medal.” fashion. It is called worrying. What happens to
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    At that pointwe’d each be thinking, Yeah, lic of China. We had to perform our high bar rou- right. We’re never going to be neck-and-neck tines perfectly to win the gold medal. with those guys. They were number one at the I looked at Coach Mako, my coach for the Budapest world championships while our team past twelve years. As focused as ever, he simply didn’t even win a medal. It’s never going to hap- said, “OK, Peter, let’s go. You know what to do. pen. You’ve done it a thousand times, just like every day But what if it did happen? How would we back in the gym. Let’s just do it one more time and feel? let’s go home. You’re prepared.” We’d close our eyes and, in this empty gym at He was right. I planned for this moment and the end of a long day, we’d visualize an Olympic visualized it hundreds of times. I was prepared to arena with 13,000 people in the seats and another perform my routine. Rather than seeing myself ac- 200 million watching live on television. Then we’d tually standing in the Olympic arena with 13,000 practice our routines. First, I’d be the announcer. people in the stands and 200 million watching on I’d cup my hands around my mouth, and say, “Next television, in my mind I pictured myself back in the up, from the United States of America, Tim Daggett.” UCLA gym at the end of the day with two people Then Tim would go through his routine as if it were left in the gym. the real thing. When the announcer said, “From the United Then Tim would go over to the corner of the States of America, Peter Vidmar,” I imagined it was gym, cup his hands around his mouth, and in his best my buddy Tim Daggett saying it. When the green announcer-voice say, “Next up, from the United light came on indicating it was time for the routine I States of America, Peter Vidmar.” imagined that it wasn’t really a green light, but that it was Tim shouting “green light!” And when I raised Then it was my turn. In my mind I had one my hand toward the superior judge from East Ger- chance to perfectly perform my routine in order for many in my mind I was signaling my coach just like I our team to win the gold medal. If I didn’t, we’d had signaled him every day at the end of hundreds lose. of workouts. In the gym, I always visualized I was Tim would shout out “green light” and I’d look at the Olympic finals. At the Olympic finals, I visu- at the superior judge, who was usually our coach alized I was back in the gym. Mako. I’d raise my hand and he’d raise his right I turned, faced the bar, jumped up and grabbed back. Then I’d turn, face the bar, grab hold, and on. I began the same routine I had visualized and begin my routine. practiced day after day in the gym. I was in memory Well, a funny thing happened on July 31st, mode, going yet again where I’d already gone hun- 1984. dreds of times. I quickly made it past the risky double release move that had harpooned my chances at the It was the Olympic Games, men’s gymnastics world championships. I moved smoothly through team finals in Pauley Pavilion on the UCLA campus. the rest of my routine and landed a solid dismount The 13,000 seats were all filled and a television au- where I anxiously waited for my score from the dience in excess of 200 million around the world judges. tuned in. The United States team was on its last event of the night, the high bar. The last two guys up “With a deep voice the announcement came for the United States just happened to be Tim Daggett through the speaker, “The score for Peter Vidmar is and Peter Vidmar. And just as we visualized, our 9.95. “Yes.” I shouted. “I did it!” The crowd team was neck-and-neck with the People’s Repub- cheered loudly as my teammates and I celebrated
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    our victory. seven key areas of your Personal Master Plan. Thirty minutes later we were standing on the We suggest that you write each of your goals Olympic Medal platform in the Olympic arena with and objectives for the year—as well as any longer 13,000 people in the stands and over 200 million term goals like financial independence and a vaca- watching on television, while the gold medals were tion home in Hawaii—on a separate 3x5 index card. officially draped around our necks. Tim, myself, and Then, each morning when you arise and each night our teammates stood proudly wearing our gold med- before you go to bed, read through the cards, paus- als as the national anthem played and the American ing after each one to close your eyes and recreate flag was raised to the top of the arena. It was a the visual image in your mind of that completed goal. moment we visualized and practiced hundreds of Continue through the cards until you have visualized times in the gym. Only this time, it was for real.” each goal as complete and fulfilled. The whole pro- cess will take about 5 minutes. If you are in the habit of meditating, you can The Process for Visualizing Your Future do this after meditating for maximum benefit. The process of visualizing for success is really This daily practice of visualizing your goals as quite simple. All you need to do is close your eyes already complete will keep your subconscious mind and visualize your goals and objectives as already focused on the realization of your goals. And just complete. like the guidance system on one of the “smart bombs” If one of your goals is to own a nice house on used in the military, it will keep you on track until the lake, then simply close your eyes and see your- you manifest the result. self walking through the exact house you would like to own. Fill in all of the details. What does the exte- rior look like? How is it landscaped? What kind of Adding Sounds and Feelings view does it have? What does the living room, to the Pictures kitchen, master bedroom, dining room, family room To add extra fuel and motivational power to and den look like? How is it furnished? Go from the visualization process, you can add the sensory room to room and fill in all of the details. Is there a modalities of auditory and kinesthetic to the visual. workshop, sewing room, cabana, guest-house, pool This multiplies the effect many times over. You do or spa? this by imagining what sounds you would be hearing Make the images as clear and as bright as and what emotions and bodily sensations you would possible. Take the time to use the power of your be feeling if you had already achieved the goal. creative mind to create vivid images of your goal. For example, if you were imagining you dream The first time you create the image it will take house on the ocean, you might add in the sound of a few minutes to fill in all the details. After that, each the surf lapping at the shore outside your home, the time you revisit the image, it will only take a few sound of your kids playing on the beach, the sound seconds to call up all of the images you have already of the cue ball hitting another ball on your billiards created. It is more like looking at a video or a set of table, the sound of your home theater system and slides that you have already taken and developed. the sound of your spouse’s voice thanking you for being such a good provider. Repeat this process for every goal that you have. Refer to the goals you listed on pages 23 and Then add in the feelings of pride of ownership, 24 of this workbook—as well as any other short- satisfaction at having achieved your goal, and the term objectives and long-term goals you have in the feeling of the sun on your face as you sit on your
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    deck or thefeeling of the warmth of the water as want to write yourself a check for $1,000,000 or you sit in your hot tub looking out over the ocean at create a bank statement that shows your bank ac- a beautiful sunset. count or your stock portfolio with a $1,000,000 balance. If your goal is to have your book be #1 on the What If I Don’t See Anything When I New York Times best-seller list, you might want to Visualize? photocopy the best-seller list, white out the current Some people are what psychologists refer to #1 book, and type your book’s title in it’s place. Or as eidetic visualizers. When they close their eyes, you might want to use your computer to create a they see everything in bright, clear, 3D, technicolor newspaper article declaring you the best-selling au- images. Most of us, however, are non-eidetic visu- thor of the year. alizers. That means we don’t really see an image as If your working on reaching your ideal weight, much as we just think it. That is perfectly okay. It you can use your computer to create a picture of still works just as well if you are just “thinking” it your head on someone else’s body that represents rather than actually “seeing” it. You need to still do your ideal body weight or shape. the visualization exercise twice a day every day. You will be getting the same benefit as those people who Once you have created these images, you can claim to actually see the image. Don’t worry about place them—one to a page—in a 3-ring binder that it-just do it! you review every day. Or you could make a “dream board”—a collage of all these images on a bulletin If you are, like most of us, a non-eidetic visu- board, wall, or refrigerator door—somewhere where alizer, you will find the next technique to be espe- you will see them every day. cially helpful. When NASA was working on putting a man on the moon, they had a huge picture of the moon External Pictures covering the entire wall of their main construction area. Everyone was clear on the goal, and they You can also use external pictures, images and reached that goal two years ahead of schedule! symbols to keep your conscious and subconscious mind focused on your goals. For example, if one of your goals is to own a new Lexus LS-430, you can Action Steps to Take take your camera down to your local Lexus dealer. Ask a salesperson to take a picture of you leaning 1. Create a set of 3x5 index cards with one up against your dream car, or even better, sitting goal written on each card. behind the wheel of the car waving out of the driver’s 2. Set aside 5 minutes twice a day to review side window. the cards and visualize each goal as already com- If your goal is to visit Paris, go down to your plete. travel agent and get a poster of the Eiffel Tower. 3. Find or create a picture that represents or Then cut out a picture of you and place it at the base symbolizes each of your completed goals. Place these of the Eiffel Tower as if it were a photograph taken images on the pages of a three-ring binder that you of you in Paris. Jack did this with a picture of the review every day, or place them on a bulletin board, Sydney opera house, and within a year he was in wall or refrigerator where you will see them every Sydney, Australia standing in front of it. day. If your goal is to be a millionaire, you might
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    6 Stay Focused with the Total Focus Process: What’s the Best Leverage of Your Time and Talent? We believe you have inside of you a unique wanted projects so difficult for most people? ability or area of brilliance — some one thing you Surprisingly, most people are afraid of looking love to do and do so well, you hardly feel like charg- wasteful or of being judged as “above everyone” or ing people for it. It’s effortless for you and a whole of feeling out of control or of spending money. Deep- lot of fun. And if you could make money doing it, down, they simply don’t want to let go. you’d make it your lifetime’s work. Others, potentially you, have simply fallen into Successful people believe this, too. That’s why the habit of doing everything themselves. “It’s too they put their unique brilliance first. They focus on it. time-consuming to explain to someone,” you say. “I And they delegate everything else. can do it better myself anyway.” But can you? Compare that to the rest of the world who goes through life doing everything, even those tasks they’re bad at or that could be done cheaper, better Determine What You’re Brilliant and faster by someone else. They can’t find the At…Then Delegate Everything Else time to focus on their area of brilliance because they The following exercise is designed to help you fail to delegate even the most menial of tasks. determine your areas of profound expertise and When you delegate the “grunt work” — the those areas you really should be delegating to oth- things you hate doing or those tasks that are so pain- ers. Keep in mind that you’re looking for the one, ful, you end up putting them off — you get to con- two or three activities that bring you the most money, centrate on what you love to do. You free up your that bring you the most enjoyment and that you could time...you’re more productive. And you get to en- spend all day doing for free, but you are so good at, joy life more. you’re paid handsomely by everyone who needs access to your unique abilities. So why is delegating routine tasks and un- Start with the box below. Start by listing all those activities that occupy your time…whether they’re business-related, personal or related to your civic organizations or volunteer work. List even small tasks such as confirmation phone calls or Xeroxing. 1. _______________________________________ 10. ___________________________________ 2. _______________________________________ 11. ___________________________________ 3. _______________________________________ 12. ___________________________________ 4. _______________________________________ 13. ___________________________________ 5. _______________________________________ 14. ___________________________________ 6. _______________________________________ 15. ___________________________________ 7. _______________________________________ 16. ___________________________________ 8. _______________________________________ 17. ___________________________________ 9. _______________________________________ 18. ___________________________________
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    Next, choose fromthe previous list those 1-3 things that you are brilliant at, things that very few other people can do as well as you: 1. ________________________________________________________________________________________________ 2. ________________________________________________________________________________________________ 3. ________________________________________________________________________________________________ Name the three activities from the previous list that generate the most income for you or your company: 1. ________________________________________________________________________________________________ 2. ________________________________________________________________________________________________ 3. ________________________________________________________________________________________________ Identify any individual activities that appear in both boxes above. In other words, list activities that you are brilliant at and that generate the most income for you or your company. This is the activity or area of expertise where you’ll want to focus the most time and energy: 1. ________________________________________________________________________________________________ 2. ________________________________________________________________________________________________ 3. ________________________________________________________________________________________________ Name any “toxic” tasks from the list on page 30 that you especially dislike doing or that take too much of your time — activities you would gladly delegate to someone else if you could. You’ll be transferring these tasks to the Complete Delegation Exercise on the next page: 1. _____________________________________________ 10. ____________________________________________ 2. _____________________________________________ 11. ____________________________________________ 3. _____________________________________________ 12. ____________________________________________ 4. _____________________________________________ 13. ____________________________________________ 5. _____________________________________________ 14. ____________________________________________ 6. _____________________________________________ 15. ____________________________________________ 7. _____________________________________________ 16. ____________________________________________ 8. _____________________________________________ 17. ____________________________________________ 9. _____________________________________________ 18. ____________________________________________
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    The Compelete DelegationExercise Why would you want to waste your time writ- ing listings, doing lead generation, placing lock boxes, If you’re a professional earning $75 per hour and and making videos of the property when you could you pay a neighborhood boy $10 an hour to cut the have a staff of assistants doing all that and freeing grass, you save the effort of doing it yourself on the you up to do more closing? Instead of doing just weekend and gain one extra hour when you could profit one deal a month, you could be doing a deal a week by $65. Of course, while one hour doesn’t seem like because you delegated the less profitable activities. much, multiply that by 52 weekends a year and you discover you’ve gained 52 hours a year at $65 per One of the strategies Jack routinely teaches in hour — or an extra $3,380 in potential earnings. his seminars is called Complete Delegation. It sim- ply means that you delegate a task once and com- Similarly, if you’re a real estate agent, you need pletely, rather than delegating it each time it needs to to list houses, gather information for the multiple list- be done. ing, attend open houses, do showings, put keys in lock boxes, write offers and make appointments. Identify your Area of Brilliance in the gray box And, if you’re lucky, you eventually get to close on the previous page, then use the chart below to somebody. delegate other tasks in order to free up time to focus on what you love to do. But let’s say that you’re the best closer on the planet. # from Task To Be Delegate Hours Now $ Value of What Will You Do With the Hours Date You’ll √ When Page 28 Delegated To Whom? Available Those Hours? You Just Made Available? Delegate? Delegated
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    7 Create a Mastermind Group: Help Is Just a Phone Call Away One of the most powerful tools ever used by A mastermind alliance is built of two successful people—whether the world’s richest in- or more minds working actively together in perfect harmony toward a dustrialists from the early 20th Century or today’s common definite object. modern icons of business—is called the mastermind — napoleon hill group. Napoleon Hill first talked about master- mind groups in his classic book Think and Grow you have to do it by yourself, but you can’t do it alone. Rich. And it’s the one concept people most refer- — martin rutte ence when they credit any one thing with helping them become a millionaire. thought of as the web of overhead cable that links Andrew Carnegie had a mastermind group. So bumper cars to their energy source. While you may did Henry Ford. In fact, Ford would mastermind be a single bumper car, you have a cable going up with brilliant thinkers like Thomas Edison, Harvey that connects you to that greater source of energy Firestone and others in a group they held at their which provides the power you need to move for- winter mansions in Coral Gables, Florida. ward. They knew, as millions of others have discov- In short, “mastermind” is both that power com- ered since, that a mastermind group can focus spe- ing to us from above—from the God force—but cial energy on your effort—in the form of knowl- also that power which comes to us from each other. edge, resources and spiritual energy, too. Together, we know more and can focus more en- ergy than any one of us can alone. While you must always do the work of be- coming a great success, a mastermind group can How to Assemble a Mastermind Group harness and maximize the spiritual focus behind Choose people who are already where you’d your success. It’s this spiritual aspect that Napo- like to be could probably get the major real estate leon Hill wrote about extensively. In fact, he said developer in town. You could probably get a busi- that if we are in tune with THE mastermind—that is, ness owner. You could probably get the publisher God, the Universal Power or whatever term you of the local newspaper. use for the all-powerful life force, we have signifi- cantly more positive energy available to us—power But you won’t know until you ask. that can be focused on our success. Start with your list and work down. Maybe For Christians, the mastermind “force” that is you’ll end up with a local columnist instead of the concentrated in mastermind groups is Christ him- publisher — someone who might be a lot more helpful self, as described in this Scripture: to you in the long-run. “For where two or three are gathered to- If your goals are centered around a specific gether in my name, there am I in the midst of subject like starting a new business or investing them.” money, you might start a mastermind group centered around entrepreneurship or investments. You can — Matthew 18:20 (KJV) always launch a general mastermind group plus a For others, the Universal Force could be second mastermind group centered around a cer-
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    tain topic areawhere you invite people from the same Conducting a Mastermind Meeting field. Ideally, each mastermind meeting should be conducted weekly or every other week, for one hour, in person, with all members of the group in atten- New Thoughts, New People, dance. Meetings can also be conducted over the New Resources phone. But each meeting should follow the proven Of course, the ideal mastermind group brings format described below for insuring each partici- together people from different professional arenas pant stays involved and gets their needs met. — people that are “above” you and who can intro- Your group should also assign someone to be duce you to a network of people you normally the Timekeeper—either the same person each ses- wouldn’t have access to. sion or rotating the task amongst the participants. While the benefits of masterminding with The Timekeeper insures each portion of the meeting people outside your field may not seem obvious now, gets its allotted time, and insures that all members the truth is we all tend to get “stuck” in our own field adhere to their pre-approved time to speak. of expertise, doing things the same way everyone We recommend that for the first few meetings, else in our industry does. But when you assemble each member gets the entire hour to familiarize the people from different industries and professions, you others with his or her situation, needs and chal- get lots of different perspectives on the same sub- lenges—while the other members brainstorm ways ject. they can support that person. During later meetings, Henry Ford was an assembly-line expert. participants each get a small amount of time to up- Thomas Edison was an inventor. Harvey Firestone date the others, ask for help and get feedback. was a corporate management genius. So their mas- Use the following outline for your meetings. termind group brought together diverse talent that could lend different perspectives to one another’s Step #1: Ask for Spiritual Guidance By challenges, whether they were legal, financial or hu- Delivering an Invocation man related. Ideally, mastermind meetings should start with Jack’s first mastermind group included a request for the group to be filled and surrounded Chicken Soup for the Soul co-author Mark Victor with powerful spiritual energy. Members can trade Hansen, relationship expert Barbara De Angelis, a off delivering the invocation. Using whatever spiri- former editor of Playboy Magazine, real-estate tual belief structure the reader has, they ask the Uni- mogul John Assaraf and others. versal Force to assist the group with each other’s needs. Each one had different perceptions and life experiences that the entire group benefitted from. A sample invocation that asks God or that higher power to be present might be: What’s the Ideal Size for a Mastermind Group? “We ask now to be filled and surrounded with light, and our hearts be open to receive guidance The ideal size of a mastermind group is 5-6 from the higher power.” people. If it is too much smaller, it loses its dynam- ics. If it is bigger, it gets unwieldy—meetings take longer, some needs go unmet and personal sharing Step #2: Share What’s New and Good is minimized. A good way to bond with others in the group
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    and keep esteemand excitement high is to each share discourse. a success story. Even small successes achieved since Everyone deserves equal time and equal guid- the last meeting give others in the group the feeling ance. It’s the Timekeeper’s job to insure this. that “this process is working. It’s something I need to stay involved with.” Step #4: Individual Members Speak While the Group Listens and Step #3: Negotiate for Time Brainstorms Solutions While the normal weekly time allotment might What kind of discussions can you expect dur- be 10 minutes per person, say that one participant ing a mastermind meeting? I need contacts. I need needs extra time during this week’s session to dis- referrals. I’m lost at this new aspect of my busi- cuss a particularly difficult situation. During Step #3, ness. I’m looking for an expert to help me de- they ask for the amount of extra time they think they’ll velop this idea. I need you to open your Rolodex. need. Others in the group may have their own chal- I need to raise $10,000. lenges that week and need extra time, too. Still oth- ers may decide to give up their time entirely, as they After the allotted time of explanation, discus- do not have anything to discuss. Using the Time- sion and brainstorming, the Timekeeper says, keeper as referee, each member negotiates for the “Done!” and the group moves on to the next amount of time they think they’ll need. member’s needs. During the negotiating step, you’ll often hear Discussions can be personal, professional—it comments like: doesn’t matter. As long as everyone is getting value, they’ll stay involved with the group. As long as “I just lost my assistant and my receptionist you’re giving value, everyone will want you to be yesterday and I need time to talk about that.” there. “Well, my Mom died this week and I need You’ll find that groups tend to go through help processing that.” phases. They start out fairly business-like, but as “I want to read you this new proposal I’ve people get to know each other and begin to delve written and get your feedback on it.” into personal challenges like My son’s a heroin ad- dict or My wife and I are having problems, they “Well, I need to find a printing company in take on a special personal bond. You and the other the Far East and I don’t know the first thing members can use the group any way you want. about how to find one.” So members negotiate for time. Once the ne- gotiation process is complete and everyone agrees Step #5: Make a Commitment to Stretch to the schedule, the meeting begins in earnest. And Once members have had their time to present, the Timekeeper keeps everyone on time and on fo- discuss, brainstorm and gain feedback, the Time- cus. keeper asks each member in turn to commit ver- But be aware: If the Timekeeper is not dili- bally to something they wouldn’t normally commit gent about keeping members on track, some mem- to if they weren’t part of the group. bers won’t get their needs met and the group will The commitment needs to be a stretch. risk losing them as participants. Still others—the dominators or needy types—may hog the time or It could be a result of what they heard from turn their brainstorming responses into a personal the group that day: “OK, I’m going to make three
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    calls to hirea new salesperson” or “I’m going to call Step #7: Be Accountable John Deerfield at Consolidated and pitch my new When members assemble the very next week, product.” each member needs to share something related to This commitment insures everyone is continu- the goal they set at the previous meeting. Did each ally moving forward, which is the true benefit of a member take action? Did they achieve their goal? mastermind group. You’ll find the real value in mastermind groups is often the accountability factor—other members checking up on you to make sure you meet your Step #6: End With Gratitude stated commitments. Of course, most people are Your group might end with a group prayer ex- more productive when they have a stated deadline. pressing gratitude. Or you might go around the table The reality is if you know you’re going to be asked with each member saying one thing they appreciate next week about the commitment you made today, about another person in the group. you’ll take steps to accomplish it by next week’s deadline. It’s one way to insure you’ll accomplish a lot more.
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    Mastermind Group PlanningSheet Name of Mastermind Group I’m Planning _____________________________________________________ My Personal Goals and Objectives for PlanningThis Group _______________________________________ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ __ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ __ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ __ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ __ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ List 12 People You Will Call to Join the Group. (ranked in order of preference) Stop calling after the first 6 who join: 1. ________________________________________ 7. _____________________________________ 2. ________________________________________ 8. _____________________________________ 3. ________________________________________ 9. _____________________________________ 4. ________________________________________ 10. ____________________________________ 5. ________________________________________ 11. ____________________________________ 6. ________________________________________ 12. ____________________________________ My script for “pitching” the Mastermind Group: Example: Hi, John. My name is Jennifer Bentley. I’m a software developer with a new product for AS/400 systems that helps e-commerce companies handle multiple billings and subscriptions. Though I’m just starting out, I’ve gotten some interest from a number of people in forming a mastermind group that would help all of us access new resources and discover new solutions and perspectives that we probably haven’t thought of before. I especially wanted you to be in the group. I believe you’d get a lot of value out of it and I’m not sure that you have your own mastermind group yet. Can I put you down on my list? The group would meet every other week to brainstorm on each other’s challenges. We can do it in person, or the group might decide to meet by phone instead. If you could have 5-6 other prominent CEO’s working on your company’s challenges or even your personal ones, would that be something you would set aside an hour a week for? Jim McCutcheon has already agreed to be involved. I’m not sure if you know him. _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ __ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ __ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _______________________________________________________________________________ ______________________________________________________________________________ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ __ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ __ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ __ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ __ _ _ _ _ _ _ _ _ _ _ _ _ ______________________________________________________________________________ _____________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ __ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ __ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ Accountability Partners Instead of a mastermind group, you might ner might agree to make a call for you, give you a choose to work with a mastermind partner. The contact name, e-mail you some information they’ve two of you could agree to a set of goals that each is already collected on that subject or other helpful working toward and agree to talk regularly by phone tasks. to hold each other accountable for meeting dead- Then, every week, you agree to call each other lines, accomplishing goals and making progress. to make sure your partner has followed through. You can also “pitch” your partner on your lat- Knowing that you’ll be reporting to someone often est idea, saying Here’s what I’m thinking. What’s provides the motivation to get the job done. This is your opinion. How would you proceed? You part- an especially useful relationship to develop if you’re independent and work from home.
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    8 Practice The Rule of Five: What Steps Will You Take? Once you break down your goal into “bite-sized” With the goal of getting Chicken Soup for the pieces, you can begin accomplishing the small tasks Soul to the top of the New York Times bestseller you’ve determined will lead to achieving your goal. list, it meant having 5 radio interviews, or sending out 5 review copies to editors who might review the But be aware: Preparing to move forward isn’t book, or calling 5 Network Marketing companies the same as taking action itself. and asking them to buy the book as a motivational In other words, preparation, research, planning, tool for their salespeople, or giving a seminar to at getting it perfect…these are all areas where people least 5 people and selling the book in the back of get bogged down in the “take action” process. the room. On some days we would simply send out 5 free copies to people listed in The Celebrity Ad- Here’s a story from Jack that illustrates this point: dress Book—people like Harrison Ford, Barbara Striesand, Paul McCartney, Steven Spielberg and Sidney Poitier. As a result of that one activity, I ended When Mark Victor Hansen and I published up meeting Sidney Poitier (at his request), and we the first Chicken Soup for the Soul book, we were later learned that the producer of the television show so eager and committed to making it a bestseller. “Touched by an Angel” required all of the people We asked 15 best-selling authors ranging from John working on the show to read Chicken Soup for the Gray (Men Are from Mars, Women Are from Ve- Soul to put them in “the right frame of mind.” nus) and Barbara DeAngelis (Making Love Work) to Ken Blanchard (The One Minute Manager) and We made phone calls to people who could Scott Peck (The Road Less Traveled) for their guid- review the book, we wrote press releases, we called ance and advice. We received a ton of valuable in- into talk shows (some at 3:00 in the morning), we formation about what to do and how to do it. Then gave away free copies at our talks, we sent them to we visited with book publishing and marketing guru ministers to use as a source of talks for their ser- Dan Poynter, who gave us even more great infor- mons, we gave free “Chicken Soup for the Soul” mation. Then we bought and read John Kremer’s talks at churches, we did book signings at any book- 1001 Ways to Market Your Books. After all of that store that would have us, we asked businesses to we were overwhelmed with possibilities. To tell the make bulk purchases for their employees, we got truth, we became a little crazy. We didn’t know the book into the PXs on military bases, we asked where to start, plus we both had our speaking and our fellow speakers to sell the book at their talks, seminar businesses to run. we asked seminar companies to put it in their cata- logs, we bought a directory of catalogs and asked We sought the advice of Ron Scolastico, a all the appropriate ones to carry it, we visited gift wonderful teacher and guide, who told us, “If you shops and card shops and asked them to carry the would go every day to a very large tree and take 5 book—we even got gas stations, bakeries and res- swings at it with a very sharp ax, eventually, no mat- taurants to sell the book. It was a lot of effort—a ter how large the tree, it would have to come down.” minimum of 5 things a day, every day, day in and How very simple and how very true! Out of that we day out—for over two years. developed what we have called “The Rule of 5.” This simply means that every day we do 5 specific Was it worth it? Yes! That very first Chicken things that will move our goal toward completion. Soup for the Soul book eventually went on to sell
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    over 8 millioncopies in 39 languages. At a $1.20 They need to complete the Mind-Mapping ex- royalty per book, it made Mark and I rich. ercise in Chapter 13 (this is available in the full version of Success Principles) and talk to an ex- Did it happen overnight? No! We did not make pert in those areas. the best-seller lists until over a year after the book came out—a year! But it was the sustained effort of Take buying a house in Hawaii, for example: The Rule of 5 for over two years that led to the You have to find out where the best locations are, success—one action at a time, one book at a time, decide which island, find out how much homes cost one reader at a time. But slowly, over time, each there, determine how much money you’ll need to reader told another reader, and eventually, like a save, where you can get your financing, where you’ll slow-building chain letter, the word was spread and get your furniture, how expensive that is…and on the book became a huge success—what Time maga- and on. Then you can begin taking these steps—5 zine called “the publishing phenomenon of the de- a day until you achieve your goal. cade.” It was less of a publishing phenomenon and more of a phenomenon of unending persistent ef- fort. Thousands of individual activities that all added Take Time to Plan How You’ll up to one large success. Practice the Rule of 5 What might you accomplish if you were to do While he didn’t call it the Rule of 5, a seminar a little bit—five things—every day for the next 40 leader once said that, in order to arrive at the life of years toward the accomplishment of your goal? If your dreams, you simply (1) make a wish-list of the you wrote 5 pages a day, that would be a total of activities, finances and lifestyle you’ll be enjoying once 73,000 pages of text — or about 243 books. If you you get there…(2) break down each wish on the list invested $5.00 a day 6% interest, at the end of 40 into the steps you’ll need to take to achieve it…(3) years you’d have amassed a small fortune of choose a number of those steps to achieve each week $305,357.” or month or year, and…(4) achieve them. A lot of people tell us their dream is to own a Try that formula—what we call the Rule of 5— house in Hawaii or buy a yacht. While we’re ex- for achieving the life of your dreams…or for achieving cited for them, we also have to ask them to get clear virtually any impressive goal you’ve set for yourself. about all of the steps they’ll have to take to get there.
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    List Below theGoals You Made on Pages 24 and 25… 1. ________________________________________________________________________________ 2. ________________________________________________________________________________ 3. ________________________________________________________________________________ 4. ________________________________________________________________________________ 5. ________________________________________________________________________________ 6. ________________________________________________________________________________ 7. ________________________________________________________________________________ 8. ________________________________________________________________________________ 9. ________________________________________________________________________________ 10. ________________________________________________________________________________ 11. ________________________________________________________________________________ 12. ________________________________________________________________________________ 13. ________________________________________________________________________________ 14. ________________________________________________________________________________ 15. ________________________________________________________________________________ 16. ________________________________________________________________________________ 17. ________________________________________________________________________________ 18. ________________________________________________________________________________ 19. _______________________________________________________________________________ 20. _______________________________________________________________________________ 21. _______________________________________________________________________________
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    (Xerox a copyof this blank sheet before completing this exercise for each one of your goals.) List a Goal from the chart on page 40: _______________________________________ Steps Needed to Accomplish This Goal Date You’ll Accomplish This Step a. _________________________________________________________ | _______________________ b. _________________________________________________________ | _______________________ c. _________________________________________________________ | _______________________ d. _________________________________________________________ | _______________________ e. _________________________________________________________ | _______________________ f. _________________________________________________________ | _______________________ g. _________________________________________________________ | _______________________ h. _________________________________________________________ | _______________________ i. _________________________________________________________ | _______________________ j. _________________________________________________________ | _______________________ k. _________________________________________________________ | _______________________ l. _________________________________________________________ | _______________________ m. ________________________________________________________ | _______________________ n. _________________________________________________________ | _______________________ o. _________________________________________________________ | _______________________ p. _________________________________________________________ | _______________________ q. _________________________________________________________ | _______________________ r. _________________________________________________________ | _______________________ s. _________________________________________________________ | _______________________ t. _________________________________________________________ | _______________________ u. _________________________________________________________ | _______________________ v. _________________________________________________________ | _______________________ w._________________________________________________________ | _______________________ x. _________________________________________________________ |_______________________ y. _________________________________________________________ | _______________________ z. _________________________________________________________ | _______________________ Repeat this process for the other goals you set for yourself on page 40!
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    9 Ask for Feedback: Are You Moving in the Right Direction? As you travel down your path to success— from discovering your purpose to visualizing your On-Course, Off-Course, perfect life to setting big goals and taking decisive On-Course, Off-Course action—feedback will become a frequent compan- ion on your journey. When Jack conducts trainings in self-esteem and peak performance, one of the most illustrative Every time you take a step, you’ll get back exercises is one that actually shows participants what information about whether that was the right thing to it’s like to take action. A volunteer acts as the Goal, do. You’ll get data, advice, help, suggestions, direc- while Jack zig-zags his way toward it from the op- tions, even criticism that will help you constantly posite end of the room. The Goal is responsible for adjust and move forward, while continually enhanc- providing constant feedback—when Jack walks ing your knowledge, abilities, attitudes and relation- straight at the Goal, the volunteer exclaims, “On ships. course!” When Jack veers away from the Goal, “Off You’ll discover that not every action you take course!” is the reply. is one that will produce a result. In fact, some ac- Notice we didn’t say Jack is criticized, ridi- tions will take you absolutely nowhere. Other ac- culed embarrassed or penalized for veering off- tions will catapult you forward. Still others will actu- course. He simply hears information that helps him ally divert you from your goal. re-direct himself toward the goal and arrive at his But be assured that feedback is a necessary destination. and welcome aide to achieving your goals and be- Does Jack eventually get to his goal? Yes. coming a more confident, successful person. Is he on-course or off-course most of the time? Who cares. All Actions Are Really Experiments Is the feedback helpful to him? Absolutely. Remember the E+R=O equation in Chapter 1? We learned we can create more desirable out- So feedback is simply information. comes (O) simply by responding (R) appropriately Perhaps it’s easier to think of feedback as the to the events (E) that occur in our lives. guidance system on an airplane. The plane’s com- But how do you know which responses will puter constantly takes in data and automatically ad- deliver the best possible outcomes? The answer is… justs the controls and other guidance systems. When you don’t. At least not at first. And until you amass you drive your car, your arms are never absolutely a body of proven responses you know will create steady. In fact, you’re constantly making tiny ad- the outcomes you want, it’s actually better in the justments to your steering at all times. beginning if you treat every step you take as a new Feedback is no different. It’s just a mecha- and exciting experiment. Take action and see if that nism to help you adjust—and get to the goal a whole action produces the new, more desirable outcome. lot faster. Listen to the feedback you get.
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    clear about whatthey want. If they wanted all their goals equally passionately, they wouldn’t give feed- Why We Need Feedback back a second thought. It would be just one more In his book, The One-Minute Manager, Ken step in accomplishing what they truly want. Blanchard tells us that life is a lot like bowling. If we That means that, once you decide what you roll the ball down the lane but it rolls underneath a truly want, accomplishing it is just a matter of taking blanket, we can’t see the outcome of the ball hitting action and responding to the feedback. the pins. We know something happened, because we can hear the noise of the falling pins. But the game becomes boring because we can’t see how Listen, Listen, Listen well we’re doing. Feedback comes to us in various forms. It might The truth is humans are teleological mecha- come verbally from a colleague. Or it might be a nisms. We’re goal-seeking organisms. It’s part of letter from the government. It might be the bank re- our nature to want to succeed. We need feedback. fusing your loan. Or it could be a special opportu- Never seeing where the ball goes, never getting in- nity that comes your way because of a specific step formation, is simply contrary to our nature. you took. Whatever it is, it’s important to listen to the Be Careful What You Wish For feedback. Simply take a step…and listen. Take an- other step and listen. If you hear “off course”—take Did you ever wonder why, despite all the feed- a step in a direction you believe may be on- back and external assistance we get, some of our course…and listen. Listen externally to what others goals just don’t get met? may be telling you, but also listen internally to what In his book, The DNA of Success, Jack Zufelt your body, your feelings and your instincts may be tells us that most people accomplish only about 2 telling you. out of every 10 goals they set. Is your mind and body saying I’m happy, I So what is it about those two goals that’s dif- like this, This is the right job for me, I’m weary, ferent from the other eight? I’m emotionally drained, I don’t like this as much as I thought, I don’t have a good feeling about The two goals they achieve are typically the that guy? two goals they really want. And they’re willing to do whatever it takes to accomplish them—including Whatever feedback you get, don’t ignore the accepting and responding appropriately to feedback. yellow alerts. Never go against your “gut.” If it They don’t care if they look stupid, have to work doesn’t feel right to you, it probably isn’t. extra hard, get criticized or anything else—they’re Ask for Feedback totally passionate about accomplishing that goal. As valuable as feedback is, the truth is, most We’ve all seen an example of the “lazy” neigh- people don’t ask for it. They don’t solicit feed- bor boy who one day decides he wants a skate- back. In fact, they often go out of their way to avoid board. Suddenly, he’s cutting the neighbor’s grass, it. saving his money and selling lemonade. When he’s earned all the money he needs, he buys his skate- Why? board and turns back into that “lazy” kid next door. Because most people are afraid to hear feed- The problem is most people never get really back. They’re afraid of feeling stupid. They’re afraid
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    word of theirfaults will get out. Unfortunately, ev- It could be over the past week, two months, erybody usually knows your failings already. the length of your stay, the two weeks of your hon- eymoon—whatever it might be, the basic question If you’re a teacher in school and the kids sneer, asks What has been your experience using this “Oh, you got Mrs. Smith. She’s mean. You’re gonna product or service? How have we met your hate her,” you can rest assured everyone else is talking needs? Is our relationship what you expected? about you. If you’re not getting along with your wife, you can be sure she’s talking to her sister, her mother, the next-door neighbor, her co-worker— For any answer less than 10, follow-up with, everybody but the person who needs to know…her husband. We often don’t give others feedback for fear What would it take to make it a 10? of their response. Similarly, we don’t ask people for feedback for fear of what we’ll hear. Of course, you may not choose to act on their The problem is, if we don’t get the feedback, comments, given other priorities in your life, but at we can’t change. If we don’t have new information, least you’ll know what it would take for the other we can’t make the corrections we need to get closer person to experience a 10 in your mutual relation- to our goal. ship. This is critically important with children, That’s why it’s so critical to become dis- spouses, clients, managers and key customers. But passionately neutral to feedback. don’t avoid asking the question simply because you’re afriad you’ll “score” less than 10. While you Some writers, for example, are exceedingly may think the answer is a critical commentary on neutral first-draft writers. They simply get words on you, be aware that it’s just data. paper that can be reviewed for feedback. Non-neutral writers, on the other hand, are so afraid to show people their work—for fear of the How to Solicit Feedback feedback they’re going to get—they end up writing You can ask for feedback in person, by mail, nothing at all. by survey, by phone call, by randomly calling your Personal growth courses can help you get neu- customers or by putting a card in each hotel room. tral. But so can practice—that is, repeatedly taking Jack discontinued using a printer who later action and carefully listening to feedback. called and said, “I noticed you haven’t used me for printing lately. What would it take to start giving me your printing business again?” The Most Valuable Question of All Time Jack replied, “Lower pices, on-time turn- One of the most powerful questions we’ve ever around and pick-up and delivery. If you can guar- used for soliciting feedback is, antee me those three things, I’ll give you a small portion of my printing and try you again.” Eventu- ally, the printer won back most of Jack’s printing On a scale of 1 to 10, what has been the because he beat other people’s prices, picked up quality of our relationship over the past period and delivered, finished on-time and the quality was of time? acceptable. Janet knows of a CEO who took over a floun-
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    dering business, and—insteadof generating new done, simply ask, “What would have to happen in accounts as everyone expected—spent his first 6 order for you to ____________?” months on the job calling former customers and re- Let’s say you’re not allowed to change your capturing their business. airline ticket, but you approach the ticket counter anyway and ask, “What would have to happen in order for you to change this ticket?” What Would Have to Happen… “It’s impossible to change it,” they might an- Marcia Martin, an executive coach and com- swer. munications consultant, uses a similar technique for eliciting feedback that leads instantly to the result “Yes, but if it were possible, what would have she is seeking. to happen?” you reply. Be persistent. You’d be sur- prised how often you get the assistance you need. Stated plainly, whenever you want something Ask for Feedback Exercise To help you ask for feedback more effectively, complete the grid below for each of the projects, opportunities, relationships and situations you’re involved in. Decide if you’ll ask via letters, phone calls, surveys or personal contact. What Feedback Do I Need to Ask for That I’m Not Asking for Now? Who Do I Need to Ask? When Will I Ask? How Will I Ask? Example: Will this work? Is it sellable? How do I add more value? Is it missing something? Customers; clients; By June 30th. Phone calls; personal Where can I take it from here? How can I improve before taking the next step? industry experts; vendors; At national contact at convention. other practitioners convention
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    10 Respond to Feedback: Adjusting Your Success Roadmap Asking for feedback is really only the first part neglected to file the correct forms with the county, of the equation. Once you receive feedback, you wouldn’t you want someone to tell you? have to be willing to respond to it. You have to be In cases like these, negative feedback can be willling to change if you want a result. very beneficial. It’s how you respond that makes all It doesn’t mean you have to act upon all of the the difference. feedback you hear. In fact, you may simply decide When Jack conducts his On-Course, Off- you don’t want your intended result after all. Some- Course seminar exercise with the volunteer at the times, you get so much feedback to the contrary, other end of the room, he sometimes asks, “Why you abandon your approach altogether in favor of aren’t you saying anything?” re-thinking the original goal or strategy. The volunteer replies, Because you haven’t Asking for feedback, then responding, gets moved yet. If you don’t move, I can’t give you you closer to your goal. The trouble is many people feedback. aren’t willing or able to listen to feedback and get on with what works. Their ego gets in the way. Or So Lesson #1 is that, in order to get feedback, their emotions do. They might hear negative feed- you have to take action. You have to take that first back that immobilizes them. step. It may not be the right thing, but at least it’s a start. Perhaps you make your first sales call and re- But the reality is, often negative feedback is ally mess it up. As you’re leaving the prospect’s extremely beneficial. office, you say to yourself, Boy, I shouldn’t have said that. I should have said this instead. And I certainly shouldn’t have kept quiet then. I should Ask Yourself These Questions have told them about…and so on. That’s feed- Have you ever had negative feedback that was back. useful? If you only got positive feedback might that Don’t beat yourself up over it—just let it in. be a disadvantage? Could you accept that positive feedback is good because it tells you you’re on-course, but that Ways of Responding to negative feedback might also be good since it merely Feedback That Don’t Work tells you you’re off-course? If you knew you were While there are many ways you can respond doing something that wasn’t working, wouldn’t nega- to feedback, some responses simply don’t work: tive feedback make it easier to adjust your plans and move forward? (1) Over-Emotionalize the Feedback. Sometimes during the seminar exercise, as Jack is If you are considering moving to another state walking toward the Goal, he hears “Off-course!” so to take a new job, but suddenly hear that your in- many times, he breaks down, sobbing, “I can’t take tended employer is on the brink of bankruptcy, it anymore. This is too hard. You’re so mean to me. wouldn’t you look at that negative feedback as ben- You’re so negative. I give up!” eficial? How many times have you received negative And if you started a home-based business, but
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    feedback and simplygone to pieces over it? way or the highway, they say. Take it from me, I know best. It’s easier not to overly emotionalize what you hear, if you remember that feedback is simply infor- The sad thing is, feedback could significantly mation. Think of it as correctional guidance instead. transform these folks’ lives, if only they would listen. Like the airplane in the previous chapter or the steer- (4) Be Above the Feedback. People who ing wheel in your car. believe they are always right are often “too good” to (2) Get Mad at Feedback That’s Useful. listen to feedback. They know better. And because As Jack once again begins moving toward the other they believe they’re above the feedback—often end of the room in the seminar exercise, the volun- because of its source—they miss out on the benefits teer might say Off-course, off-course! causing Jack of hearing feedback and applying it appropriately. to reply, “Nag, nag, nag. All you ever do is say critical things. You’re so negative. Why can’t you ever say anything positive?” How to Step Away From the Emotional Aspect of Hearing Feedback About Yourself Well, how many times have you gotten mad at the source of feedback that was genuinely useful? One way to step away from any potential emo- tional pain of hearing feedback about yourself is to Most people know about the two kinds of mentally remove yourself from the conversation. feedback—positive and negative. But there are also Imagine they’re not talking to you. View the feed- two other kinds of feedback: Internal and external. back almost as if you’re observing a conversation You get feedback from your outside world between a customer and their dry cleaner, a student which might say, Hey, your business is great. We’re and his teacher, and so on. The authority figure in beating a path to your door. Everyone wants to your pretended scene is simply providing informa- sign up for your program. That’s positive external tion (feedback), while the other person is receiving feedback. it as helpful data. Don’t take it personally. Negative external feedback, on the other hand, In his book, The Four Agreements: A Prac- is when you open your business and nobody comes. tical Guide to Personal Freedom, Don Miguel Ruiz Maybe you opened in a bad neighborhood, don’t details the four life strategies taught by the Toltec advertise, charge high prices, have poor lighting, shamans of Mexico. One of the “agreements” is to don’t have enough parking, or whatever. So you never take anything personally. By taking things per- need to get feedback from people, asking, “Why sonally, Ruiz teaches, we actually get in the way of didn’t you come? What would encourage you to the Universal Power moving us toward our ultimate shop here?” While the feedback you get may be and best destiny. If we get out of the way and simply negative, it will certainly be feedback you can use. see feedback as data, we work with the Universe as it helps move us where we want to go. (3) Don’t Listen to the Feedback. Imagine putting your fingers in your ears and determinedly walking off-course. The Goal in our seminar exer- Think of Feedback As Beneficial cise might be saying Off-course, off-course… but you can’t hear anything because your fingers are in One of the best-selling weight loss books ever your ears. published was a book called Thin Thighs in 30 Days. What’s so illustrative about it, is that it was Not listening to feedback is many people’s developed solely using feedback. The author, Wendy response. They don’t want to hear anything anyone Stehling, worked in an advertising agency but hated has to say. They’re right, they know it all. It’s my her job. She wanted to start her own agency but
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    didn’t have themoney to do so. She knew she would So what did she do? She wrote a book called need about $100,000, so she began asking, “What’s Thin Thighs in 30 Days and released it April 15th. the quickest way to raise $100,000?” By June, she had her $100,000. All because she asked the markeplace what it wanted and responded Sell a book, said the feedback. to the feedback by giving it to them. She decided if she had a book that could sell Virginia Satir was probably the most success- 100,000 copies in 90 days, she could make $1 per ful and famous family therapist that ever lived. She book and raise the $100,000. But what kind of wrote a book for parents called Peoplemaking. book would 100,000 people want? “Well, what are the best-selling books in America,” she asked? Virginia was once hired by the Michigan State Department of Social Services to provide a pro- Weight loss books, said the feedback. posal on how to revamp and restructure the De- “Yes, but how would I distinguish myself as an partment of Social Services so it would work bet- expert?” she asked. ter. Sixty days later she provided the Department with a 150-page report which they said was the most Ask other women, said the feedback. amazing piece of work they had ever seen. “This is So, she went out to the marketplace and asked, brilliant!” they gushed, “How did you come up with “If you could lose weight in only one part of your all these ideas?” body, what part would you choose?” The over- She replied, “Oh, I just went out to all the so- whelming response from women was My thighs. cial workers in your system and asked them what it “When would you want to lose it?” she asked. would take for the system to work better.” Around April or May in time for swimsuit Feedback is a good thing. But you have to season, said the feedback. respond.
  • 50.
    Meet Jack Canfield… Jack Canfield is the founder and co-creator of the New York Times #1 best-selling book series Chicken Soup for the Soul. With more than 55 titles in print and over 80 million copies sold in 39 languages, Jack is a world-renowned expert at warming hearts and changing lives. But behind the empire Time Magazine called the “publishing phe- nomenon of the decade” is America’s leading expert in creating peak performance for entrepreneurs, corporate leaders, managers, sales professionals, corporate employees and educators. Jack Canfield knows how to accelerate the personal achievement and career fulfill- ment of workgroups and individuals everywhere. He is a compelling, empowering and compassionate coach who has helped hundreds of thousands of individuals achieve their dreams. Jack’s latest success resource, The Power of Focus: How to Hit Your Business, Per- sonal and Financial Targets With Absolute Certainty (co-authored with Les Hewitt and Mark Victor Hansen), contains powerful strate- gies and techniques designed to double your income and double your time off in less than three years! Jack’s background includes a BA from Harvard University, a Masters degree in Psychological Education from the University of Massachusetts and an Honorary Doctorate in Human Behavior from the University of Santa Monica. For the past 30 years, he has been a psychotherapist, an educational consultant, and a leading authority in the areas of self-esteem, achievement motivation and peak perfor- mance. Jack has appeared on over 200 television shows including Oprah, 20/20, Inside Edition, The Today Show, Fox and Friends, The CBS Evening News, The NBC Nightly News, Eye to Eye, CNN’s Talk Back Live!, PBS, QVC and many others. Jack is the founder of The Canfield Training Institute of Santa Barbara, California. His distinguished clients include Virgin Records,
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    Meet Janet Switzer… From her first job as campaign coordinator for a Member of Congress at age 19 to building an international publishing company with over $10 million in assets by age 29, Janet Switzer epitomizes the personal achievement and professional accomplishment that comes from applying these proven principles of success. Today, she’s the marketing genius and business growth expert of choice for some of the world’s top success gurus: peak perfor- mance expert Jack Canfield, master motivator Mark Victor Hansen, marketing icon Jay Abraham, Internet income expert Yanik Silver and Jesus CEO author Laurie Beth Jones, among others. Additionally, Janet’s counseled more than 50,000 companies and entrepreneurs worldwide in leveraging their intangibles and information assets for untold millions in potential windfall revenue: Xircom (acquired by Intel), Chicken Soup for the Soul, Genoa Technology, California Family Business Institute, $300 million newsletter giant Phillips Publishing, Liberty League International, LifeTools UK, Biz University Canada, Integrity Church International, affinity travel leader Vantage Travel, Profit Advisors Inc. and Habitat for Humanity, among others. Janet is a nationally-recognized keynote speaker and Founder and Editor of Leading Experts magazine — as well as a contributing expert to Mentors Magazine and numerous newswires and press syn- dicates. She regularly speaks to thousands of entrepreneurs, inde- pendent sales professionals, corporate employees and industry asso- ciation members on the principles of success and income generation. Additionally, she helps achievers who are experts in their field attain worldwide status and million-dollar incomes by building publishing empires around their business strategies, training concepts, industry expertise and unique market posture. Her multi-media short-course How Experts Build Empires™: The Step-By-Step System for Turn- ing Your Expertise Into Super-Lucrative Profit Centers is the industry’s definitive work on the subject of developing and marketing information products. Janet makes her home in Thousand Oaks, California where she belongs to Calvary Community Church and works with young people as a local 4-H Club project leader — a role she’s enjoyed for nearly 20 years. To bring Janet to speak at your next event, call (805) 499- 9400 or visit www.janetswitzer.com. To subscribe to Leading Experts magazine, visit www.leadingexpertsinternational.com.
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    “If becoming successfulwas as easy as reading a book, you’d already be a millionaire. At my 7-day success training, you’ll learn the inside secrets of the most successful people on the planet... and leave with a simple step-by-step system for creating all the success you want!” “Anyone can share success secrets with you, Look at but this unique experience guarantees you’ll what some learn how to apply them to your own life. And that’s the only proven way to make positive recent course lasting changes...” participants said... Dear Friend: “The “man that flew to I’d like to ask a very small favor of California to take your you. Turn off the TV and get rid of any dis- Meet Jack Canfield, seminar” got left behind, and tractions (even if it means sending your co-author of the a “new and better man” flew spouse and kids out for an ice cream cone bestselling Chicken home. Long live the new me! Soup for the Soul or something). Because, if you’ll give me your books Jack, you changed my life and full, undivided attention for just a few min- I’ll never forget that.” utes, I’ll tell you about a simple way to dramatically change your life... —-Cliff Suttle, Speaker forever. And then, I’m going to give you an opportunity to make what will and Winner’s Coach surely turn out to be one of the most important decisions of your life. Yes, “ Soon after attending one it’s a bold statement, but I’ve got the track record to back it up. You of Jack’s workshops, I made probably know me from my Chicken Soup for the Soul books, but 22% of my 365 day salary in before we published the first one of them, I owned a training company just 2 days. Opportunities are flying at me because of the with offices in five cities, and taught everyone from executives and CEOs Maximum Confidence I have of Fortune 500 companies to average people like you and me how to be due to Jack’s teachings.” happier, more successful and more fulfilled in their lives. —Scott Schilling, In fact, some people say I’ve created more millionaires than any President, Schilling Sales other success teacher alive today. Is it true? I don’t know, but I do know & Marketing Inc. that many of my students reach levels of success they’d never dreamed “ I came home with a of before. renewed vision and passion to dream big! The first thing I did And I know why, too. was finish my ‘incompletes.’ It’s because I’ve developed a talent (and a fool-proof system com- I was putting off calling two major prospects for fear of plete with hands-on exercises) for making absolutely sure students losing a deal. I called them and
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    “ I lefta lot of baggage in master the material—before they leave the training. Palm Springs and gained a clearer picture of my purpose. Now I want to work side-by-side with you. I can do, be or have anything. I hope you’ll join me August 7th - 14th in Las Vegas for my compre- I can dream and see clearly hensive 7-day success training. I guarantee it will be a life-changing event what I have manifested thus for you. far. My life is a miracle and a gift.” You don’t have to want to be rich to attend this event. Though it’s —Laura Fenamore, great to have financial abundance, success is much more than money. Golden Gate International, San Rafael, It’s having peace of mind, doing what you love, making a difference CA and sharing your blessings with others, being challenged and excited by “Jack—after attending what you do, and making a good living doing it. your 7-day seminar, within 3 In this 7- day event, I’ll cover every aspect of how to be a success months I launched a new in life. career traveling the world and doing what I love! How can I You’ll learn... ever thank you enough?” —Mike Foster, Foster Ö How successful people think and how to change your own think- Institute, Dallas, TX ing and behavior so you can get the same results they do. “I have literally √ The common reasons why people have difficulties—the same diffi- transformed my life! By using culties you’ve probably had—and how you can easily avoid or over- the skills that Jack teaches in come them. my daily life, my dreams are now my reality and this is only Ö Why success seems to come automatically to some people the beginning.” (you’ve likely known some of them yourself), and how, with a —Teresa Huggins, few changes, you can attract the same level of success. Leaders for Life, Clinton, NY √ What’s been holding you back—and how to immediately overcome and blast right through it. “ The most amazing thing for me is that I , who never Ö What you really want, and how to motivate yourself to get liked to get up and speak, who started, keep going, and—most importantly— complete what avoided advocacy in my you start, so you actually get the rewards you want. career as a lawyer because I didn’t want to speak in court √ About what things in your past that have created subconscious “road- or to groups of people, have blocks to your success.” now done a number of motivational presentations Ö How to use a very powerful technique to actually go back in speaking to groups ranging your mind and heal those old wounds so they never hold you from 15-50 and am enjoying back again. (This single technique, alone, will create a huge every minute of it! I find it shift in your life, and make everything else you do, for the rest very rewarding that so many of your life, easier.) people enjoy the presentations and seem to get such a lot out √ The real power of visualization and how to use it to get what you of it. want in life. Don’t worry if you’ve tried it before and couldn’t seem Thank you for putting on to make it work, I’ll show you exactly how to do it, based on the this wonderful life changing latest research, in a way that guarantees it will work for you. course. “ Ö My proven ways to find and attract all the resources you need —Stephanie Kosky
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    “ This seminarhas made to achieve what you want. a big difference in my daily life.” √ All about the power of mastermind groups and how to get nearly —Sara Leopold anyone you want to happily join your group and take an active inter- Chatsworth, New South est in helping you get what you want. Wales, Australia Ö How successful people deal with setbacks, failures, and de- “This is the best feats. Once you learn this secret, you’ll not only be able to presentation of content and deal with adversity, you’ll take any adversity and turn it into processes I have ever an equal or greater benefit. experienced ...you have an uncanny and beautiful way of √ How bad habits, negative thoughts, procrastination, lack of motiva- combining the best of all tion hold you back and how to solve all of these problems once and worlds.” for all so they never come back to haunt you. — Barbara Faurot, Teacher And a whole lot more—remember, we’re going to spend 7-full days “These wonderful working shoulder to shoulder! exercises assisted me to To tell you the truth, I can’t think of a single important aspect of redirect my goals and set my personal success and happiness that we won’t cover. course back to personal power.“ And, as an extra bonus, I’m bringing in a few friends (absolute gi- —Bob Janis, Former U.S. ants in the personal growth and success fields) who will share even more Triathlon Champion, San amazing tips and techniques with you. Diego, California My amazing cast of co-stars... “ This seminar empowers, Bill Harris, Director of Centerpointe inspires and enlivens. It is truly state-of-the-art personal Research Institute and Author of “Thresholds effectiveness training. You of the Mind.” offer support, clarity and a As creator of The Holosync Solution and brand of “tough love” that the Life Principles Integration Process, Bill will really work!” help you Accelerate your mental, emotional, and —Steven Fearing, spiritual growth...and positively change your Psychotherapist life...in ways that will absolutely astound you. “ My hat is off to you for the loving and empowering work you are doing.” Hale Dwoskin, President and CEO of —Rae Ann Levy, The Sedona Training Associates and author of Walt Disney Company The Sedona Method. “ Today, my marriage is Think about it. If you FEEL powerful, then stronger than ever and I have you act powerful. If you feel sad, then you act turned a dream into a reality. sad. Your feelings define how you operate in the I now have a speaking and world. And, unless you change those feelings, consulting business which is second to none. Thank you for you are going to act as you have always acted allowing me to achieve my and you will produce the results you’ve always dream. More importantly, my produced. kids thank you for the new Dad they have.” —Nigel Risner, Professional Speakers Association, London,
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    Soul. I leftan impossible Fran Hewitt - Author, “The Power of marriage, bought a house, and Focus for Women” achieved my lifelong dream of •Let go of limiting behavior and destructive traveling to Israel. Next belief systems. Saturday, another dream will come true. I’ve been invited •Discover, and celebrate, your unique talents to address the student nurses and strengths. in Maryland at their annual •Eliminate worry, guilt, and resentment. convention—perhaps the •Build a rock-solid foundation for healthy self- beginning of the speaking esteem career I’ve wanted for so long.” —Susan Goldberg, Les Hewitt - co-author of the International Haverstraw, NY bestseller, “The Power of Focus” “ The seminar proved to •Focus on your strengths and eliminate be life changing. To make a everything that is holding you back. short story long, I am actually •Change “bad” habits into habits that will make now living my dream instead of merely dreaming. For many you debt free and wealthy. years I have dreamed of living •Create an excellent balance between work in a large ranch home on and family life -without guilt! acreage around water. One year ago this week I fulfilled the dream. Now owning a 7,000 sq. ft. home on 3 acres, Jana Stanfield, Nashville Singer and much privacy, incredible Songwriter landscaping and a 5 acre lake Reflecting her background as a television validates the awakening. I news reporter, songwriter, humorist and started my own business, entertainer, Jana Stanfield’s Keynote Concerts Positive Impact ... I now realize things are falling into are multi-dimensional. She combines laughter, place. I’m exactly where I wisdom, and her million-selling songs into an need to be and am doing what interactive experience that generates positive is truly my passion. Quite action. successfully.” —Judie Sinclair, Kendallwood Health Care, St. Joseph, MO Rudy Ruettiger - The inspiration behind “As you stated, I have the movie “Rudy,” the Notre Dame Football tripled my income. It really story can be done! And I have more Today, a highly sought after motivational free time to do the things that speaker, Rudy entertains international audiences I feel passionate about! So with a unique, passionate, and heartfelt style of one year later, I’m a communicating that comes from his personal confirmed believer of your teachings and principles and experiences of adversity and triumph. His am well on my way to captivating personality and powerful message of becoming the person I was “YES I CAN” stays with his audiences forever.
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    “ Upon returningfrom the Understand this... seminar I was inspired to start my own speaking company My 7-day success training is NOT just another feel-good experi- for young adults and I have ence where you leave with a high but realize a few weeks later that noth- since spoken to over 1,500 ing has really changed. kids. I speak of personal Now let’s talk about the investment it takes for you to join me... definitions of success and the importance of balance in one’s Actually there are two investments you’ll be required to make. One life using my experiences as is actually quite easy—it’s the financial one. And I’ll address it in a minute. an Olympic coach and nationally competitive The other is the personal investment. It’s the one that will make the whitewater slalom racer. I biggest impact in your life. continue to compete and speak and they complement Please don’t confuse my training with one of those “magic pills.” one another nicely.” You know what I mean... the type of thing where you just take the pill (or —Corey Nielsen, attend a training) and wake up the next morning a whole new you...better Olympic Whitewater looking... slimmer... smarter...and suddenly rich! Coach, Durango, CO Oh, don’t worry, you will get dramatic results. I absolutely guaran- “ I thought the seminar tee it. But you’re going to have to put some effort into it. You’ve got to go was wonderful!!! This was a home and actually apply what you’ll learn in Las Vegas. totally new experience for me and one I hope to have again. Sure, it’ll take some work. But if you put even a modest amount of I am 55 years old. While I am effort into it, the results will absolutely astound you. happy, my life has not felt complete because I have MY IRON-CLAD, NO-RISK GUARANTEE! several things I want to do but If, after attending the entire event, you don’t think it was the best have been unable to find experience of your life, that it gave you everything you need to create the enough hours in the day to life you’ve always wanted, or in any other way you aren’t totally satisfied, accomplish. The seminar got me thinking of ways I can just say so before you leave, and I’ll refund your entire tuition. No hassle, change things by giving up no pressure. Look, I can’t think of a more risk free opportunity. I’m going some of the responsibilities on to work personally with you for seven full days. I’ll share with you all of our ranch that I do not enjoy my most powerful success secrets, techniques, systems, and my 30 year and using that time to pursue track record of results generating experience. And, you can attend the paths I have wanted to entire training and still get all your money back if you’re not 100% blown follow. I realize that teaching away. What could be fairer than that? can occur in any age group.” —Betty Jo Chauvet, Okay, now let’s talk about Chauvet Ranch Co. the financial investment... “ An 11 on a scale from It normally takes a $3,500 investment to attend my 7-day Las Ve- 1 to 10.” gas Success Training. And frankly, I know in my heart that it would be a —Jack Wolf, President, terrific bargain at twice that. Associated Consultants, Bradenton, FL But then, I had a chat with my friend, Bill Harris (he’s the founder of Centerpointe Research Institute and you’ll meet and learn something quite valuable from him in Vegas). Anyway, during that conversation he convinced me that it was more important to me to remove any financial barrier standing in your way of
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    attending than forme to make a few extra bucks. So we reduced the price even further. In fact, we lowered your investment, by $1,505.00 to only $1,995. That’s right, you can work side-by-side with me for a full intensive week of training for the small investment of only $1,995. If you’re wondering why I didn’t make the investment even smaller, the answer is for the same reason good parents require their children to work for what they want rather than just giving it to them—so they’ll value and respect what they get. Over the years, I’ve given out more than my fair share of free advice. I’ve shared my techniques and methods with people I meet on airplanes, at my local grocery store, my gas station, etc. And often, I run into the same people weeks, months, sometimes years later and in virtually every case, they haven’t done a single thing to change their lives. They haven’t taken advantage of a single thing I’d shared with them. But, when I run into people who have invested in themselves and attended my training, I nearly always notice a big difference. They’re smiling ear-to-ear as they tell me about all their recent successes. The only difference between them and the people I’d helped for free is the value they put on that help. When you give people free (or nearly free) advice, that’s exactly the value they put on it. Now to some of you, that $1,995 may still may seem like a lot. If money is tight, anything seems like a lot. But it’s really a pittance when you consider the change it will make in your life. If you’re sitting there wanting to attend, but aren’t sure about the cost, consider what it will cost if you don’t attend, in lost opportunities and might-have-beens. If you decide that it’s simply too high a price to pay, look at it this way... If you don’t do anything different, your life will probably be about the same five years from now, ten years from now, twenty years from now. That’s what happens to the vast majority of people. Life passes them by because they’re afraid to act. So imagine yourself 5 years from now and looking back to today. Are you going say, “Gee, I’m glad I didn’t invest a few bucks in myself to change my life back then. I’m so much happier with what I spent that $33 a month on.”? That’s right. If you look at this investment over a period of only 5 years, it’s about $33 a month...$33 a month to change your life—forever. This, right now, is a moment of truth for you. As Yogi Berra said, “When you come to a fork in the road, take it.” This is that fork in the road. But unlike many forks in the road, this one is totally risk free, and 100% guaranteed to be the right decision. If you really want to take control of your life, and change your current results to happiness, financial
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    success, a senseof accomplishment, the ability to help others, and a real sense of purpose and satisfac- tion in your life—well, that possibility is right here, right now. Just for fun, imagine what it would be like to have enough money to never deny yourself, or your family, anything you want or need. Imagine having the additional resources you can use to, quite literally save or dramatically improve someone else’s life. Finally, imagine what it would be like to know that whatever happens, you have, inside of you, every- thing you need to succeed in anything you do. All of this is truly possible for you, no matter who you are and no matter what your past or present circumstances. For the cost of a couple of coffee drinks, or a hamburger once a month, you can totally change the direction of your life. To reserve your spot in this seven day live event with me and all the other great presenters, just fill out the easy online registration form, below. Or, you can call 1-800-237-8336 x10 and ask for Jesse. This event has an absolute upper limit to how many can attend. There are only 400 seats, and they’re filling up fast. Nearly 25,000 people are participating in my series of teleseminars during which I describe and make available my Las Vegas event. If only 2% of them decide to attend, the event will be sold out. If you want what this seminar will give you, and I assume you do, please don’t wait to reserve your spot. You’ve taken the first step in living your dreams. Do keep going, and please don’t let anything stop you. I’ve done everything I can think of to motivate you to be at this event. Now it’s up to you to make a decision. I hope you’ll decide in favor of you. For hotel and schedule info and to fill out the easy online registration form, go to http://www.jackcanfieldtrainings.com/vegas Or call 800-237-8336 x10, Or, complete and mail or fax the order form on the next page. Here’s where it all happens...Las Vegas Hilton Hotel3000 Paradise Road, Las Vegas, Nevada 89109.To reserve a room, call 1-800-732-7117Room rates are $89 per night single or double occupancy, August 7- 15. Call before July 7 to receive the conference rate. It is possible the rooms will sell out before July 7, so reserve your room today. Request rooms for the “Living Your Highest Vision” Seminar. Each reservation requires one night’s deposit (with credit card). Deposit is non-refundable if not cancelled 72 hours prior to arrival. Program Schedule The event starts on Saturday, August 7th, with an optional (no extra cost), evening session with Nash- ville singer, songwriter Jana Stanfield from 8:00-9:00 PM
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    Sunday-Friday, (August 8th-13th)we’ll run from 9:00 AM-6:00 PM Saturday, (August 14th), we’ll run from 9:00 AM-5:00 PM and have a reception and celebration dinner at 7:00 PM (All start and ending times are approximate) I look forward to seeing you in Las Vegas. Be well. Mail & Fax Order Form Jack Canfield’s 7-Day Success Training August 7-14, 2004 In Las Vegas, Nevada Please print and complete this form and... Fax it to: 805-563-2945 Or mail it to: Jack Canfield Trainings P.O. Box 30880 Santa Barbara, CA 93130 YES, Jack. I want to participate in this amazing event. I look forward to working with you and learning how to take advantage of al your success secrets. I understand my participation is covered by your Iron-Clad Risk Free Guarantee which says... If, after attending the entire event, you don’t think it was the best experience of your life, that it gave you everything you need to create the life you’ve always wanted, or in any other way you aren’t totally satisfied, just say so before you leave, and I'll refund your entire tuition. No hassle, no pressure. Name: Address: City: State (Province): Zip(Postal Code): Country: Daytime Phone: Evening Phone: Email Address: MasterCard ● VISA ● Amex Account Number: Exp. Date: