A DAY IN YOUR LIFE

 

                         THREE SIMPLE STEPS TO 

                                      BECOME THE BEST

                      BECOMING ONE OF THE TOP PEOPLE IN YOUR FIELD REQUIRES DISCIPLINE AND APPLICATION MORE THAN ANYTHING ELSE. THERE ARE THREE SIMPLE STEPS THAT YOU CAN FOLLOW TO BECOME THE VERY BEST IN YOUR FIELD :

                      1. READ SIXTY MINUTES IN YOUR FIELD EACH DAY. TURN OFF THE TELEVISION AND THE RADIO, PUT ASIDE THE NEWSPAPER, AND READ MATERIAL ABOUT YOUR FILED FOR ONE HOUR EACH DAY BEFORE YOU START WORKING.

                    2. LISTEN TO EDUCATIONAL AUDIO PROGRAMS IN YOUR CAR. START THEM AND STOP THEM AS YOU  LISTEN, SO YOU CAN REFLECT ON WHAT YOU HAVE JUST HEARD AND THINK ABOUT HOW YOU CAN APPLY THE IDEAS TO YOUR WORK.

                   3. ATTEND COURSES AND SEMINARS IN YOUR FIELD REGULARLY. SEEK THEM OUT. TAKE ONLINE COURSES IN THE CONVENIENCE OF YOUR OWN HOME, COURSES THAT ENABLE YOU TO UPGRADE YOUR SKILLS AND GIVE YOU IMPORTANT IDEAS THAT YOU CAN USE TO BE EVEN MORE SUCCESSFUL.

                        THE POWER OF COMPOUND LEARNING, LIKE COMPOUND INTEREST, IS QUITE AMAZING. THE MORE YOU LEARN, THE MORE YOU CAN LEARN. THE MORE YOU LEARN, THE BETTER YOUR BRAIN FUNCTIONS, AND THE SMARTMER YOU GET. YOUR MEMORY AND RETENTION RATE IMPROVE. THE MORE YOU LEARN, THE MORE RELATIONSHIPS YOU FIND BETWEEN SOMETHING YOU LEARNED AT ONE TIME AND SOMETHING YOU LEARN AT ANOTHER TIME.

                            NEVER STOP LEARNING AND GROWING.

                   1. RESOLVE TODAY TO ACCEPT 100 PERCENT RESPONSIBILITY FOR EVERYTHING YOU ARE AND EVERYTHING YOU BECOME. NEVER COMPLAIN, NEVER EXPLAIN.

                   2. LOOK INTO YOUR PAST AND SELECT A PERSON OR INCIDENT THAT SKILL MAKES YOU UNHAPPY TODAY. INSTEAD OF JUSTIFYING YOUR NEGATIVE FEELINGS, LOOK FOR REASONS WHY YOU WERE PARTIALLY RESPONSIBLE FOR WHAT HAPPENED.

                  3. SELECT A RELATIONSHIP IN YOUR PAST THAT MADE YOU UNHAPPY, AND THEN GIVE THREE REASONS WHY YOU WERE RESPONSIBLE FOR WHAT OCCURED.

                   4. SELECT ONE PERSON IN YOUR PAST WITH WHOM YOU ARE STILL ANGRY AND RESOLVE TO FORGIVE THAT PERSON COMPLETELY FOR WHAT HAPPENED. THIS ACT WILL LIBERATE YOU EMOTIONALLY.

                   5. ACCEPT COMPLETE RESPONSIBILITY FOR YOUR FINANCIAL SITUATION AND REFUSE TO BLAME ANY FINANCIAL PROBLEMS ON ANYONE ELSE. NOW, WHAT STEPS ARE YOU GOING TO TAKE TO RESOLVE THAT SITUATION?

                  6. ACCEPT COMPLETE RESPONSIBILITY FOR YOUR FAMILY SITUATION, WITH EACH PERSON,  AND THEN TAKE IMMEDIATE ACTION TO IMPROVE YOUR RELATIONSHIPS WHEREVER THERE MAY BE PROBLEMS.

                 7. ACCEPT 100 PERCENT RESPONSIBILITY FOR YOUR HEALTH. RESOLVE TODAY TO DO OR STOP DOING WHATEVER IS NECESSARY FOR YOU TO ATTAIN EXCELLENT ALL-AROUND HEALTH.

                                                       BLAMING IS EASY

                           PEOPLE WHO DEVELOP THE HABIT OF AUTOMATICALLY BLAMING OFTEN BECOME ANGRY AT THINGS. BLAMING INANIMATE OBJECTS WHEN THEY DO NOT FUNCTION AS EXPECTED IS SO SILY THAT IT ALMOST BECOMES A MILD FORM OF INSANITY. 

                        PEOPLE BECOME ANGRY AT DOORS THAT STICK. THEY SWEAR AT TOOLS THEY ARE USING WHEN THEY THEMSELVES MAKE A MISTAKE. THEY GET MAD WHEN THEY THEMSELVES MAKE A MISTAKE. THEY GET MAD WHEN THEIR CAR DOESN'T START. EVEN IF IT IS AN INAMINATE OBJECT, IF IT DOESN'T WORK PERFECTLY, THEN THE THING MUST BE TO BLAME. PEOPLE WILL OFTEN KICK A CAR THAT THEY ARE MAD AT OR A BOX THAT THEY TRIPPED OVER.

PHYSICAL FITNESS

 

                                 LISTEN TO THE EXPERTS

                   FOR YOU TO ACHIEVE AND MAINTAIN HIGH LEVESL OF PHYSICAL FITNESS REQUIRES A LIFETIME OF SELF-DISCIPLINE AND WILL POWER. THE GOOD NEWS IS THAT PHYSICAL FITNESS IS ITS OWN REWARD. NOT ONLY DO YOU FEEL GOOD WHILE YOU ARE EXERCISING, BUT YOU FEEL WONDERFUL ABOUT YOURSELF THE REST OF THE TIME.

                      IF YOUR GOAL IS TO LIVE A LONG, HEALTHY, HAPPY LIFE AND TO FIT AND TRIM PHYSICALLY, THERE IS NO SUBSTITUTE FOR REGULAR EXERCISE. FORTUNATELY, YOU DO NOT HAVE TO TRAIN FOR THE OLYMPICS OR A TRIATHLON TO ENJOY  SUPERB LEVELS OF PHYSICAL WELL-BEING. BY BUILDING EXERCISE AND PHYSICAL TRAINING INTO YOUR DAILY ROUTINE YOU CAN ACHIEVE PHYSICAL FITNESS  JUST BY MAKING A FEW SMALL MODIFICATIONS TO YOUR LIEFSTLYLE.

                                                   LISTEN TO THE EXPERTS

                     PHYSICAL FITNESS SPECIALISTS GENERALLY AGREE THAT YOU NEED TO EXERCISE 200 - 300 MINUTES PER WEEK TO ENJOY THE MAXIMUM LEVELS OF PHYSICAL WELL-BEING THAT ARE POSSIBLE FOR YOU. THIS MEANS THAT YOU NEED TO EXERCISE BETWEEN THIRTY AND SIXTY MINUTES, FIVE TO SEVEN TIMES EACH WEEK.

                      AT THE LOW END, IF YOU SIMPLY WENT FOR A THIRTY-MINUTE WALK EACH MORNING BEFORE YOU STARTED OFF FOR WORK OR EACH  EVENING WHEN YOU GOT HOME FROM WORK AS WELL AS EACH WEEKEND DAY, YOU WOULD BE ONE OF THE HEALTHIEST PEOPLE IN OUR SOCIETY.

                      IF YOU INCREASE YOUR EXERCISE LEVEL OF SIXTY MINUTES EACH TIME, FIVE TIMES PER WEEK, YOU WILL BE IN THE TOP 1 OR 2 PERCENT OF PHYSICALLY FIT PEOPLE IN THE WORLD TODAY.

                                                GET STARTED FIRST THING

                         THE BEST TIME TO EXERCISE IS FIRST THING IN THE MORNING. PEOPLE WHO GET UP EACH MORNING AND EXERCISE FOR THIRTY TO SIXTY MINUTES ARE MUCH  MORE LIKELY TO MAKE EXERCISE A PERMANENT PART OF THEIR ROUTINE.

                      ON THE OTHER HAND, PEOPLE WHO PUT OFF EXERCISING UNTIL LATER IN THE DAY, UNTIL AFTER WORK, ALMOST INVARIABLY FIND THAT THEY ARE TOO TIRED OR HAVE TOO MANY OTHER THINGS TO DO.

                       THEY PROCRASTINATE ON EXERCISING UNTIL ANOTHER DAY, WHICH OFTEN NEVER COMES.

                         IT TAKES TREMENDOUS DISCIPLINE TO GET INTO AND FOLLOWA REGULAR EXERCISE ROUTINE. BUT IT IS EASIER IF YOU CAN DISCIPLINE YOURSELF TO GET UP IN THE MORNING AND START EXERCISING IMMEDIATELY.

                                                             TRICK YOURSELF

                       MANY PEOPLE, INCLUDING MYSELF, TRICK THEMSELVES INTO EXERCISING IN THE MORNING BY PUTTING THEIR EXERCISE CLOTHES RIGHT NEXT TOTHE BED SO THAT TRIP OVER THEM WHEN THEY GET UP. BEFORE THEY ARE EVEN AWAKE, THEY FIND THEMSELVES PULLING ON THEIR EXERCISE CLOTHES AND RUNNING SHOES AND STARTING OFF AROUND THE BLOCK. BEFORE THEY EVEN KNOW WHAT HAS HAPPENED, THEY ARE HALFWAY INTO THEIR EXERCISE ROUTINE, THEIR HEART RATE IS UP, THEIR LUNGS ARE PUFFING AWAY, AND THEY ARE FEELING GOOD ABOUT THEMSELVES.

                          WHENEVER PEOPLE COME BACK FROM A MORNING RUN OR ANY OTHE FORM OF MORNING EXERCISE, THEY ARE ALWAYS HAPPY AND SMILING. THIS IS BECAUSE OF THE "EXERCISE EFFECT" THAT KICKS IN AFTER TWENTY-FIVE OR THIRTY MINUTES. THEIR BRAINS RELEASE ENDORPHINS AND THEY FEEL EXHILARATED.

                                              INCREASE YOUR INTELLIGENCE

                        PEOPLE WHO ENGAGE IN AEROBIC EXERCISE FIRST THING IN THE MORNING HAVE BEEN SHOWN TO BE BRIGHTER, MORE CREATIVE, AND MORE INTELLIGENT THROUGHOUT THE DAY. THEY ACTUALLY SCORE HIGHER ON INTELLIGENCE TESTS, AND THEY SEEM TO COME UP WITH MORE IDEAS TO HELP THEM TO THEIR WORK BETTER DURING THE COURSE OF THE DAY.

                        THE REASON FOR THIS IS OBVIOUS. WHEN YOU ENGAGE IN AEROBIC EXERCISE FIRST THING IN THE MORNING, YOU DRIVE HYPER-OXYGENATED BLOOD INTO YOUR CEREBRAL CONRTEX, THE PART OF YOUR BRAIN THAT YOU USE FOR THINKING, ANALYZING, AND DECISION MAKING. THIS MAKES YOU WIDE-AWAKE AND ALERT FROM FIRST THING IN THE MORNING AND THEN FOR SEVERAL HOURS AFTERWARD.

                         WHEN YOU EXERCISE AS SOON AS YOU GET UP, YOU KICK YOUR METABOLIC RATE INTO A HIGHER GEAR. AS A RESULT,  YOUR BODY CONTINUES TO BURN CALORIES ALL DAY LONG. YOU CONTINUE TO LOSE WEIGHT FOR SEVERAL HOURS AFTER EXERCISING.

                       WHEN YOU EXERCISE FIRST THING IN THE MORNING OR ANYTIME DURING THE DAY, YOU BECOME HUNGRY. HOWEVER, BECAUSE YOU ARE WORKING OUT YOUR BODY BODY IN SUCH A HEALTHY WAY, YOU WILL HAVE A NATURAL APPERITE FOR HEALTHY FOODS. YOU WILL HAVE LITTLE OR NO DESIRE FOR SWEET FOODS OR DESSERTS.

                                MAKE EXERCISE A PART OF YOUR LIFESTYLE

                   ONE OF THE BEST THINGS YOU CAN DO TO ACHIEVE AND MAINTAIN HIGH LEVELS OF PHYSICAL FITNESS IS TO JOIN A GYM OR A HEALTH CLUB AND ATTEND REGULAR EXERCISE CLASSESS. YOU CAN EVEN PAY A LITTLE MORE AND GET YOURSELF A PERSONAL TRAINER WHO PUTS YOU THROUGH AN EXERCISE REGIMEN THREE OR MORE TIMES EACH WEEK.

                      YOU ARE MUCH MORE LIKELY TO DISCIPLINE YOURSELF TO START AND MAINTAIN A FITNESS ROUTINE IF YOU HAVE SOMEONE WHO IS EXPECTING YOU TO BE AT A CLASS OR MONITORING YOU ON A REGULAR BASIS TO MAKE SURE THAT YOU FOLLOW THE EXERCISE PROGRAM TO WHICH YOU COMMITTED.

                   MANY PEOPLE TODAY ARE HIRING PERSONAL TRAINERS. EITHER A PERSONAL TRAINER CAN COME TO YOUR HOME OR PLACE OF WORK OR YOU CAN GO TO A GYM THAT HAS PERSONAL TRAINERS ON STAFF WHO WILL WORK WITH YOU ON THE SPECIFIC EQUIPMENT YOU WANT TO USE.

                 PEOPLE WHO USE PERSONAL TRAINERS ARE ALMOST UNIVERSALLY DELIGHTED WITH THE RESULTS. THEY FIND THAT BEING ACCOUNTABLE TO A TRAINER EXERTS A POSITIVE INFLUENCE ON THEM, CAUSING THEM TO EAT LESS SO THEY HAVE LESS WEIGHT TO BURN OFF AND TO WORK HARDER WHEN THEY EXERCISE SO THAT THEY CAN EARN THE APPROVAL OF THE TRAINER.

                                                   JOIN AN ORGANIZED SPORT

                             ORGANIZED SPORTS ARE A WONDERFUL WAY TO ACHIEVE AND MAINTAIN HIGH LEVES OF PHYSICAL FITNESS. THEY ARE FAR MORE DEMANDING IN TERMS OF TIME AND SCHEDULE, BUT THE PAYOFF IS OFTEN EXTRAORDINARY.

                         IF YOU ARE A MEMBER OF A SPORT LEAGUE - WHETHER THAT BE BASEBALL, TENNIS, FOOTBALL, SOCCER, RACQUETBALL, OR ANYTHING ELSE - AND YOU HAVE A COACH OR TRAINER THAT YOU WORK ITH ON A REGULAR BASIS, YOU TEND TO BE MORE FOCUSED AND DISCIPLINED. YOU WILL EXERCISE MORE OFTEN AND MORE VIGOROUSLY, AND YOU WILL BE FILTER AND TRIMMER THAN MOST OTHER PEOPLE.

                   

                                             DEVELOP NEW BETTER HABITS

                   UNFORTUNATELY, PHYSICAL FITNESS AND SPORTS TRAINING REQUIRE SUCH HIGH LEVELS OF DISCIPLINE, AND FEW PEOPLE ARE CAPABLE OF STARTING AND CONTINUING THIS KIND OF EXERCISE REGIMEN. FOR BETTER OR WORSE, WHATEVER YOU DO REPEATEDLY BECOMES A HABIT, AND MANY PEOPLE GET OUT OF THE HABIT OF REGULAR EXERCISE AND NEVER GO BACK.

                    FORTUNATELY, IT IS NEVER TOO LATE. AT ANY TIME, YOU CAN DECIDE THAT YOU GOING TO ENJOY HIGH LEVELS OF PHYSICAL FITNESS. YOU CAN MAKE A DECISION, RIGHT NOW, TO START A PHYSICAL FITNESS ROUTINE OF SOME KIND AND THEN SET IT AS A PERSONAL TEST OR CHALLENGE TO SEE IF YOU HAVE THE WILL POWER AND DISCIPLINE TO FOLLOW THROUGH ON YOUR RESOLUTION.

             

HOW TO IMPROVE YOUR SALES

 

                  OVERCOME YOUR FEAR OF REJECTION

                       ASSUMING THAT YOU HAVE AN ATTRACTIVE PRODUCT OR SERVICE, ONE THAT IS REASONABLE PRICED AND SUITED TO THE CURRENT MARKET, THE BIGGEST PROBLEM THAT TELEPHONE SALESPEOPLE AND OUTSIDE SALESPEOPLE FACE IS REJECTION. THE FEAR OF REJECTION DOES MORE TO SABOTAGE A SALES CAREER AND UNDERMINE SALES ACTIVITIES THATN ANY OTHER SINGLE FACTOR. IT IS THE MAJOR OBSTACLE TO SALES SUCCESS.

                       IT TAKES TREMENDOUS DISCIPLINE FOR SALESPEOPLE TO GET UP EVERY MORNING AND GO OUT AND FACE THE INEVITABLE REJECTION THAT THEY KNOW THEY ARE GOING TO RECEIVE ALL DAY LONG. MOST PEOPLE CANNOT HANDLE THIS CONTINUES REJECTION. THEREFORE, TO AVOID THE EMOTIONAL PAIN THAT COMES WITH REJECTION, MANY SALESPEOPLE ENGAGE IN A SERIES OF "DISPLACEMENT", ACTIVITIES TO AVOID BEING REJECTED.

                     FIRST OF ALL, THEY MAKE FEWER CALLS. ACCORDING TO COLUMBIA UNIVERSITY, THE SALES PERSON WORKS ABOUT NINETY MINUTES PERDAY-IN OTHER WORDS, ONLY ABOUT ONE AND AND A HALF HOURS OUT OF AN EIGHT-HOUR DAY. HE SPENDS THE REST OF THE TIME WARMING UP AND GETTING READY, SHUFFLING PAPERWORK, CHECKING THE INTERNET, READING THE NEWSPAPER, CHATTING WITH COWORKERS, COMING IN LATE, LEAVING EARLY, AND TAKING EXTENDED LUNCHES AND COFFEE BREAKS. AS A RESULT, BY THE END OF THE DAY, ON AVERAGE. THE SALESPERSON HAS WORKED ONLY NINETY MINUTES.

                                INCREASE FACE TIME WITH 

                                           CUSTOMERS AND PROSPECTS

                   WHEN IS A SALESPERSON WORKING? THE SALESPERSON IS WORKING ONLY WHEN HE OR SHE IS EAR TO EAR (ON THE PHONE) OR FACE TO FACE WITH SOMEONE WHO CAN AND WILL BUY WITHIN A REASONABLE PERIOD OF TIME.

                 THE RULE FOR SALES SUCCESS CAN BE CONTAINED IN SIX WORDS: "SPEND MORE TIME WITH BETTER PROSPECTS". THERE IS NO OTHER WAY TO GENERATE A HIGH, CONSISTENT, THE PREDICTABLE LEVEL OF SALES RESULTS.

                  BECAUSE OF THE FEAR OF REJECTION, HOWEVER, SALESPEOPLE PROCRASTINATE AND DELAY THROUGHOUT THE SALES DAY, DOING EVERYTHING POSSIBLE TO AVOID GETTING FACE TO FACE WITH PEOPLE WHO CAN SAY "NO"!

                THE KEY TO SALES SUCCESS, AS I LEARNED AS A YOUNG SALESMAN, IS TO REALIZE THAT REJECTION IS NOT PERSONAL, PROSPECTIVE CUSTOMERS ALWASY SAY THINGS LIKE, "NO, I'M NO INTERESTED". OR VARIATIONS OF , "I DON'T WANT IT, "I DON'T NEED IT", " I CAN'T USE IT, " I CAN'T AFFORT IT, " I'M NOT IN THE MARKET RIGHT NOW", OR I'M HAPPY WITH MY EXISTING SUPPLIER".

                 THE PROFESSIONAL SALESPEOPLE REALIZES THAT THESE ARE SIMPLY NORMAL AND NATURAL RESPONSE TO ANY COMMERCIAL OFFER IN COMPETITIVE MARKETPLACE. AGAIN, THEY ARE NOT PERSONAL - SO DON'T TAKE THEM PERSONALLY.

                                     REMAIN POSITIVE AND OPTIMISTIC

                    THE KEY TO SALES SUCCESS IS TO ELIMINATE THE FEAR OF REJECTION, TO BECOME SO CONFIDENT AND OPTIMISTIC THAT THEY YOU CAN CALL CONTINUALLY ALL DAY LONG AND STILL REMAIN POSITIVE AND CHEERFUL. AS WINSTON CHURCHILL SAID, "SUCCESS IS THE ABILIT TO GO FROM FAILURE TO FAILURE WITH NO LOSS OF ENTHUSIASM".

                  THERE IS A DIRECT RELATIONSHIP BETWEEN THE NUMBER OF NEW CUSTOMER CONTACTS YOU MAKE AND YOUR LEVEL OF SALES. IF YOU WANT TO INCREASE THE NUMBER OF SALES, SIMPLY DISCIPLINE YOURSELF TO CALL ON MORE PROSPECTS.

                 WHEN YOU INCREASE YOUR LEVLES OF SALES ACTIVITY, YOU ALSO ACTIVATE THE LAW OF PROBALITIES TO WORK ON YOUR BEHALF. YOU TAP INTO THE LAW OF AVERAGES. YOU "WORK THE NUMBERS'. TO ENSURE SUCCESS.

                                   HOW TO DOUBLE YOUR SALES INCOME

               PRACTICE THE "MINIUTES PRINCIPLE" IN YOUR SALES WORK. THIS PRINCIPLE SAYS THAT, IF YOU ARE EARNING ALL THE MONEY THAT YOU ARE EARNING TODAY WITH ONLY THE NUMBER OF MINUTES YOU ARE SPENDING FACE TO FACE WITH CUSTOMERS TODAY, BY INCREASING THAT NUMBER OF MINUTES, YOU CAN ALSO INCREASE YOUR SALES, IF YOU WANT TO INCREASE THE NUMBER OF SALES, SIMPLY DISCIPLINE YOURSELF TO CALL ON MORE PROSPECTS.

                  WHEN YOU INCREASE YOUR LEVELS OF SALES ACTIVITY, YOU ALSO ACTIVATE THE LAW OF PROBILITIES TO WORK ON YOUR BEHALF. YOU TAP INTO THE LAW OF AVERAGES. YOU "WORK THE NUMBERS" TO ENSURE SUCCESS.

                                     HOW TO DOUBLE YOUR SALES INCOME

                      PRACTICE THE "MINUTES PRINCIPLES" IN YOUR SALES WORK. THIS PRINCIPLE SAYS THAT, IF YOU ARE EARNING ALL THE MONEY THAT YOU ARE EARNING TODAY WITH ONLY THE NUMBER OF MINUTES YOU ARE SPENDING FACE TO FACE WITH CUSTOMERS TODAY, BY INCREASING THAT NUMBER OF MINUTES, YOU CAN ALSO INCREASE YOUR SALES.

                     WITH OUTSIDE SALESPEOPLE, WE ENCOURAGE THEM TO DOUBLE THE NUMBER OF MINUTES THEY SPEND FACE TO FACE WITH CUSTOMERS. WE TEACH THEM TO USE EVERY  BIT IF INTELLIGENCE AND CREATIVITY THEY HAVE TO INCREASE THE AMOUNT OF TIME THEY SPEND TALKING IN PERSON WITH PROSPECTS RATHER THAN FOLLOWING THE PATH OF LEAST RESISTANCE AND ALLOWING THEMSELVES TO PROCRASTING GETTING OUT INTO THE MARKETPLACE.

                    IN ALMOST EVERY CAKE, WHEN A SALESPERSON DOUBLES THE NUMBER OF MINUTES THAT HE OR SHE SPENDS FACE TO FACE OR EAR TO EAR WIH CUSTOMERS, THAT SALESPERSON'S SALES DOUBLE AS WELL. THIS IS NOT AN ACCIDENT, IT IS BASED ON LAW, THE LAW OF PROBABILITIES.

                                      CONTROL YOUR SALES ACTIVITIES

                       YOU CAN SELDOM TELL WHEN YOUR NEXT SALE IS GOING TO COME FROM. THEREFORE, YOU HAVE TO "CAST AS WIDE NET" AND SPEAK TO AS MANY PROSPECTIVE CUSTOMERS AS POSSIBLE.

                          THE ACTUAL SALE ITSELF IS NOT UNDER YOUR DIRECT CONTROL. IT IS CONTROLLED BY A VARIETY OF FACTORS ABOUT WHICH YOU CAN DO VERY LITTLE. BUT THE ACTIVITIES THAT LEAD TO SALES ARE COMPLETELY UNDER YOUR CONTROL. THE RULE IS "DO WHAT YOU CAN WITH WHAT YOU HAVE RIGHT WHERE YOU ARE".

                         TO ACHIEVE HIGH LEVELS OF SALES SUCCESS, YOU MUST DISCIPLINE YOURSELF TO PLAN YOUR DAYS AND WEEKS IN ADVANCE YOU MUST DISCIPLINE YOURSELF TO PLAN YOUR SALES ACTIVITIES - ESPECIALLY YOUR PROSPECTING ACTIVITIES - EVERY SINGLE DAY, AND THEN YOU HAVE TO DISCIPLINE YOURSELF TO FOLLOW THROUGH ON YOUR PLANS AND RESOLUTIONS.

                                             IMPROVE TO SALES SUCCESS

                        YOU HAVE TWO RESPONSIBILITIES WHEN IT COMES TO ACHIEVING SUCCESS IN SALES :

                              1. FIRST OF ALL, KEEP YOUR FUNNEL FULL. ALWAYS HAVE MORE PROSPECTS TO CALL ON THAN YOU HAVE TIME DURING THE DAY. NEVER LET YOUR FUNNEL BECOME EMPTY. NEVER RUN OUT OR PROSPECTS.

                              2. SECOND, GET BETTER AT EACH STAGE OF SELLING. STUDY, READ, LISTEN TO AUDIO PROGRAMS, AND UPGRADE YOUR SKILLS IN PROSPECTING, PRESENTING, AND CLOSING SALES. THE BETTER YOU GET, THE FEWER PROSPECTS YOU REQUIRE IN THE TOP OF THE FUNNEL TO GENERATE SALES OUT OF THE BOTTOME OF THE FUNNEL.

FINANCIAL FAILURES

 

                THE REASONS FOR FINANCIAL FAILURE

 

                             THE PRIMARY REASON WHY MOST ADULTS HAVE FINANCIAL PROBLEMS IS NOT LOW EARNINGS. IN THIS CHAPTER THE MILLIONAIRE NEXT DOOR, THOMAS STANLEY AND WILLIAM DANKO SHOW THAT TWO FAMILIES LIVING ON THE SAME STREET, IN THE SAME SIZE OF HOUSE, AND WORKING AT THE SAME JOB CAN HAVE COMPLETELY DIFFEENT FINANCIAL SITUATIONS. BY THE AGE OF FORTY FIVE OR FIFTY, THE COUPLE IN ONE HOUSE WILL BE FINANCIALLY INDEPENDENT WHILE THE COUPLE NEXT DOOR IS DEEPLY IN DEBT AND HAVING TROUBLE MAKING THE MINIMUM PAYMENTS ON THEIR CREDIT CARDS.

                          THE REASON FOR THIS IS NOT THE AMOUNT OF MONEY THAT THEY EARN. THE REASON IS LACK OF SELF-DISCIPLINE AND THE INABILITY TO DELAY GRATIFICATION. WHY IS THIS WEAKNESS OF CHARACTER SO PREVALENT AMONG THE MAJORITY OF ADULST IN SOCIETY TODAY? IT GOES BACK TO EARLY CHILDHOOD.

                     WHEN YOU WERE A CHILD AND YOU RECEIVED MONEY (WHETHER IT WAS YOUR ALLOWANCE OR A GIFT FROM A FRIEND OR RELATIVE) THE FIRST THING YOU THOUGHT OF DOING WAS TO SPEND THAT MONEY ON CANDY. CANDY IS SWEET. CANDY IS DELICIOUS. CANDY FILLS YOUR MOUTH WITH A WONDERFUL, SUGARY FLAVOR. YOU LIKED CANDY WHEN YOU WERE A CHILD, AND YOU PROBABLY COULD SELDOM GET ENOUGH OF IT. MANY CHILDREN WILL EAT CANDY UNTIL THEY BECOME PHYSICALLY ILL BECAUSE IT TASTES SO GOOD.

                      AS YOU GREW OLDER, YOU DEVELOPED WHAT PSYCHOLOGISTS CALL A "CONDITIONED RESPONSE" TO RECEIVING MONEY FROM ANY SOURCE. LIKE PAVLOV'S DOG, WHEN YOU RECEIVE MONEY, YOU MENTALLY SALIVATE AT THE THOUGHT OF SPENDING THIS MONEY ON SOMETHING THAT MAKES YOU HAPPY, AT LEAST TEMPORARILY.

                                        SPENDING MAKES YOU HAPPY

                      WHEN YOU BECOME AN ADULT YOU EARN OR RECEIVE. MONEY, THIS AUTOMATIC REACTION CONTINOUS. YOUR FIRST THOUGHTS IS, "HOW CAN I SPEND THIS MONEY TO ACHIEVE IMMEDIATE PLEASURE?

                      WHEN YOU GET YOUR FIRST JOB, THE VERY FIRST THING YOU THINK ABOUT IS HOW YOU CAN SPEND NOT ONLY THE MONEY YOU EARN, BUT ALSO EVERY PENNY YOU CAN BORROW ON A CREDIT CARD ON CLOTHES, CARS, COSMETICS, SOCIALIZING, ENTERTAINMENT, TRAVEL, AND EVERYTHING ELSE. YOUR MENTAL EQUATION IS MONEY = ENJOYMENT. 

                      WHEN YOU GO ON VACATION TO A RESORT OF ANY KIND, YOU FIND THAT THE HOTELS AND STREETS ARE LINED WITH SHOPS SELLING USELESS TRINKETS, BOBBLES, AND TRASH, PLUS CLOTHES, ARTWORK, AND OTHER ITEMS THAT YOU WOULD NEVER THINK OF BUYING AT HOME. WHY IS THIS? SIMPLE. WHEN YOU ARE ON VACATION, YOU FEEL HAPPY. YOU HAVE A CONDITIONED RESPONSE TO ASSOCIATE HAPPINESS WITH SPENDING MONEY. THE HAPPIEAR YOU ARE, THE MORE UNCONSCIOUSLY COMPELLED YOU ARE TO GO OUT AND SPEND MONEY ON SOMETHING - OR, RATHER ON ANYTHING.

                    AS AN ADULT, WHENEVER YOU RECEIVE YOUR PAYCHECK, A BONUS, A COMMISSION, AN IRS REFUND, A PRIZE, OR A INHERITANCE, THE VERY FIRST THING YOU THIK ABOUT IS HOW YOU CAN SPEND THIS MONEY AS QUICKLY AS POSSIBLE AND ON AS MANY PLEASURE AS POSSIBLE.

                                 REWIRE YOUR RESPONSES ABOUT MONEY

                       THE STARTING POINT OF ACHIEVING FINANCIAL INDEPENDENCE IS TO DISCIPLINE YOURSELF TO REWRITE YOUR ATTITUDE TOWARD MONEY. YOU NEED TO REACH INTO YOUR SUBCONSCIOUS MIND AND DISCONNECT THE WIRE LINKING, "SPENDING" AND "HAPPINESS". YOU NEED TO THEN RECONNECT THAT "HAPPINESS" WIRE TO THE "SAVING AND INVESTING" WIRE.

                   FROM THE MOMENT ON , INSTEAD OF SAYING, "I FEEL HAPPY WHEN I SPEND MONEY", YOU WILL SAY, I FEEL HAPPY WHEN I SAVE MONEY.

                  TO REINFORCE THIS SHIFT IN THINKING, OPEN UP A "FINANCIAL FREEDOM ACCOUNT" AT YOUR LOCAL BANK. THIS IS THE ACCOUNT IN WHICH YOU DEPOSIT MONEY FOR THE LONG TERM. ONCE YOUR MONEY GOES INTO THIS ACCOUNT, YOU RESOLVE THAT YOU WILL NEVER SPEND IT ON ANYTHING EXCEPT THE ACHIEVEMENT OF FINANCIAL FREEDOM.

                   IF YOU WANT TO SAVE MONEY TO BUY BOAT OR A CAR, YOU OPEN UP A SEPARATE ACCOUT SOLELY FOR THAT PURPOSE. BUT YOUR FINANCIAL FREEDOM ACCOUNT IS INVIOLABLE. YOU NEVER TOUCH IT EXCEPT TO INVEST THOSE FUNDS SO THAT THEY CAN YIELD A HIGHER RATE OF RETURN.

                                   ASSOCIATE HAPPINESS WITH SAVING

                  WHEN YOU BEGIN SAVING IN THIS WAY, SOMETHING MIRACULOUS HAPPENS WITHIN YOU. YOU START TO FEEL HAPPY ABOUT THE IDEA OF HAVING MONEY IN THE BANK. EVEN IF YOU OPEN YOUR ACCOUNT WITH ONLY $10, THIS ACTION GIVES YOU A FEELING OF GREATER SELF-CONTROL AND PERSONAL POWER. YOU FEEL HAPPIER ABOUT YOURSELF. THE VERY ACT  OF DISCIPLINE YOURSELF TO SAVE MONEY YOU FEEL STRONGER AND MORE IN CONTROL OF YOUR DESTINY.

                   EACH TIME YOU GET SOME EXTRA MONEY YOU PUT IT INTO YOUR FINANCIAL FREEDOM ACCOUNT. EVENTUALLY, YOUR FINANCIAL FREEDOM ACCOUNT WILL BEGIN TO GROW. THEN, AS IT GROWS,    YOU ACHIEVE TWO LAWS, THE LAW OF ATTRACTION AND THE LAW OF ACCUMULATION.

                   BECAUSE THE MONEY IN YOUR ACCOUNT IS EMOTIONALIZED BY YOUR OWN THOUGHTS AND FEELINGS, IT SETS UP A FORCE FIELD OF ENERGY THAT BEGINS TO ATTRACT MORE MONEY INTO IT. IF YOU SAVE $10 A MONTH FOR A YEAR, YOU WILL BE ASTONISHED TO FIND THAT WITH THE EXTRA BITS OF MONEY THAT YOU HAVE PUT INTO THAT ACCOUNT, YOU WILL PROBABLY HAVE MORE THAN $200 RATHER THAN JUST $120. IF YOU SAVE $100 PER MONTH, YOU WILL PROBABLY HAVE MORE THAN $2000.

                  THE LAW OF ACCUMULATION SAYS THAT "EVERY GREAT ACHIEVMENT IS AN ACCUMULATION OF MANY SMALL ACHIEVEMENTS". THE LAW OF ATTRACTION SAYS THAT "YOU ATTRACT INTO YOUR LIFE THOSE THINGS THAT ARE IN HARMONY WITH YOUR DOMINANT THOUGHTS. BECAUSE OF THESE LAWS, YOUR FINANCIAL FREEDOM ACCOUNT BEGINS TO GROW WITH THE MIRACLES OF COMPOUND INTEREST.

                  THE MORE MONEY YOU HAVE IN YOUR BANK ACCOUNT, THE MORE ENERGY IT GENERATES AND THE MORE MONEY IS ATTRACTED INTO YOUR LIFE . YOU HAVE HEARD IT SAID THAT "IT TAKES MONEY TO MAKE MONEY". THIS IS TRUE. AS YOU BEGIN TO SAVE AND ACCUMULATE MONEY, THE UNIVERSE BEGINS TO DIRECT MORE AND MORE MONEY TOWARD YOU THAT YOU CAN SAVE AND ACCUMULATE.

                 EVERYONE WHO HAS EVER PRACTISED THIS PRINCIPLE OF REGULAR SAVING IS ABSOLUTELY ASTONISHED AT HOW QUICKLY THEIR FINANCIAL FOTUNES CHANGE FOR THE BETTER.

                   THE RULE FOR FINANCIAL INDEPENDENCE, ONCE YOU HAVE REWIRED YOUR ATTITUDE TOWARD MONEY, IS TO "PAY YOURSELF FIRST". MOST PEOPLE SAVE WHATEVER IS LEFT OVER AFTER THEIR MONTHLY EXPENSES - IF THERE IS ANYTHING LEFT OVER AT ALL. THE KEY, IS TO PAY YOUSRSELF FIRST, OFF THE TOP, FROM EVERY AMOUNT OF MONEY YOU RECEIVE.

HOW TO MANAGE YOUR TIME

 

 

                              KEEP YOURSELF FOCUSED

                     THE LAW OF FORCED EFFICIENCY SAYS, "THERE IS NEVER ENOUGH TIME TO DO EVERYTHING , BUT THERE IS ALWAYS ENOUGH TIME TO DO THE MOST IMPORTANT THINGS.

                       HERE ARE SOME QUESTIONS THAT YOU SHOULD ASK YOURSELF, TO HELP KEEP YOU FOCUSED AND WORKING ON YOUR TOP TASKS, ACTIVITIES, AND RESPONSIBILITIES.

                     1. WHY AM I ON THE PAYROLL? EXACTLY WHAT HAVE I BEEN HIRED TO DO ? WHAT RESULTS ARE EXPECTED OF ME?

                          YOU MUST BE CLEAR ABOUT ANSWER TO THIS QUESTION. DISCUSS IT WITH OTHERS. ASK YOUR BOSS.

                      2. WHAT ARE MY KEY RESULT AREAS ? OF ALL THE THINGS I DO, WHAT ARE THE MOST IMPORTANT RESULTS THAT I AM EXPECTED TO ACHIEVE IN MY POSITION?

                       THERE ARE SELDOM MORE THAN FIVE TO SEVEN KEY RESULT AREAS IN ANY JOB. IT IS ESSENTIAL THAT YOU IDENTIFY YOURS AND THEN WORK IN THOSE AREAS ALL DAY LONG.

                   3. WHAT ARE MY HIGHEST VALUE ACTIVITIES ? OF ALL THE THINGS I DO, WHICH ACTIVITIES CONTRIBUTE THE GREATEST VALUE TO MY COMPANY AND TO MYSELF?

                  YOU HAVE CORE COMPETENCIES THAT ENABLE HOU TO MAKE A VALUABLE CONTRIBUTION. WHAT ARE THEY?

                 4.WHAT CAN I - AND ONLY I - DO, IF DONE WELL, WILL MAKE A REAL DIFFERENCE?

                   THERE IS ONLY ONE ANWER TO THIS QUESTION AT ANY GIVEN TIME. THIS IS SOMETHING THAT YOU AND ONLY YOU CAN DO. IF YOU DONT DO IT, NO ONE ELSE WILL DO IT INSTEAD. BUT IF YOU DO IT - AND YOU DO IT WELL - IT CAN MAKE A TREMENDOUS DIFFERENCE IN YOUR LIFE AND WORK.

                5.  WHAT IS THE MOST VALUABLE USE OF MY TIME RIGHT NOW?

                  THIS IS THE MOST IMPORTANT OF ALL QUESTION FOR SETTING PRIORITIES AND OVERCOMING PROCRASTINATION. AT EVERY MINUTE OF EVERY DAY, THERE IS AN ANSWER TO THIS QUESTION. YOUR ABILITY TO ORGANIZE YOUR LIFE AND TO SELECT YOUR HIGHEST PRIORITY IS A KEY MEASURE OF YOUR INTELLIGENCE AND YOUR EFFECTIVENESS.

 

                                                            START TODAY

                    STARTING TODAY, YOU SHOULD APPLY THESE KEY TIME MANAGEMENT PRINCIPLES TO EVERY AREA OF YOUR LIFE. APPLY THEM TO YOUR WORK, FAMILY, HEALTH, EXERCISE, ROUTINE, AND FINANCIAL DECISIONS AND ACTIVITIES. NO EXCUSES.

                  YOU REQUIRE TREMENDOUS DISCIPLINE TO SET PRIORITIES AND THEN STICK TO THOSE PRIORITIES. YOU REQUIRE THE CONTINUOUS EXERTION OF DISCIPLINE AND WILLPOWER TO OVERCOME THE PROCRASTINATION THAT HOLDS MOST PEOPLE BACK. HOWEVER, THE MORE YOU DISCIPLINE YOURSELF TO USE YOUR TIME WELL, THE HAPPIER YOU WILL FEEL AND THE BETTER WILL BE THE QUALITY OF YOUR LIFE IN EVERY AREA.

                WHAT STANDS BETWEEN YOU AND YOUR GOALS ARE ALMOST ALWAYS PROBLEMS AND DIFFICULTIES OF SOME KIND. YOUR ABILITY TO EFFECTIVELY SOLVE THE PROBLEMS OF DAILY LIFE CAN HAVE  AN ANORMOUS IMPACT ON YOUR RESULTS AND REWARDS. WE WILL TALK ABOUT THIS IN THE NEXT CHAPTER.

                   ACTION EXERCISES :

                   1. MAKE A DECISION TODAY TO BECOME ABSOLUTELY EXCELLENT AT TIME MANAGEMENT. WORK AT IT UNTIL BECOMES A HABIT.

                   2. BEFORE YOU BEGIN EACH DAY, MAKE A LIST OF EVERYTHING YOU HAVE TO DO THAT DAY. AS NEW TASKS ARISE, WRITE THEM DOWN BEFORE YOU ACT ON THEM.

                 3. ORGANIZE YOUR WORK LIST BY PRIORITY BY USING THE A B C D METHOD OVER AND OVER UNTIL IT BECOMES A HABIT.

                 4. IDENTIFY YOUR A-1 TASK EACH DAY AND RESOLVE TO WORK SINGLEMINDEDLY ON THAT TASK UNTIL IT IS TOTALLY COMPLETE.

                 5. IDENTIFY THE ONE TASK THAT ONLY YOU CAN DO AND THAT, IF YOU DO IT WELL, CAN MAKE A REAL DIFFENRENCE.

                6. DETERMINE THE 20 PERCENT OF YOUR TASKS THAT CAN ACCOUNT FOR 80 PERCENT OF YOUR RESULTS, AND THEN DISCIPLINE YOURSELF TO WORK ON THEM MOST OF THE TIME.

               7. EVERY MINUTE OF EVERY DAY, ASK YOURSELF, WHAT IS THE MOST VALUABLE USE OF MY TIME, RIGHT NOW? AND THEN DISCIPLINE YOURSELF TO WORK ON ONLY THAT TASK UNTIL IT IS COMPLETE.

TIME MANAGEMENT TIPS

 

                             THINK BEFORE YOU ACT

                            BEFORE YOU COMMTI TO ANY TIME-CONSUMING ACTIVITY, YOU MUST ALWAYS ASK, "IS THIS THE VERY BEST USE OF MY TIME"?

                         LACK OF SELF-DISCIPLINE IN TIME MANAGEMENT LEADS PEOPLE TO PROCRASTINATE THEIR TOP ASKS CONTINUALLY, CAUSING THEM TO SPEND MORE AND MORE AND MORE TIME ON TASKS OF LOVE OR NO VALUE. AND WHATEVER YOU DO REPEATEDLY EVENTUALLY BECOMES A HABIT.

                      MANY PEOPLE HAVE DEVELOPED THE HABIT OF PROCRASTINATION, OF PUTTING OFF THEIR MAJOR TASKS AND INSTEAD SPENDING MOST OF THEIR TIME ON ACTIVITIES THAT MAKE VERY LITTLE DIFFERENCE IN THE LONG RUN.

                      

                                      PRIORITIES VERSUS POSTERIORITIES

                  SETTING PRIORITIES REQUIRES SETTING POSTERIORITIES AS WELL. A PRIORITY IS SOMETHING THAT YOU DO MORE OF AND SOONER, WHEREAS A POSTERIORITY IS SOMETHING YOU DO LESS OF OR LATER. YOU ARE PROBABLY ALREADY OVERWHELED WITH TOO MUCH TO DO AND TOO LITTLE TIME. BECAUSE OF THIS, FOR YOU TO EMBARK ON A NEW TASK, YOU MUST DISCONTINUE AN OLD TASKGETTING INTO SOMETHING NEW REQUIRES GETTING OUT OF AN OTHER ACTIVITY. BEFORE YOU COMMIT TO A NEW UNDERTAKING, ASK YOURSELF, "WHAT AM I GOING TO STOP DOING SO THAT I HAVE ENOUGH TIME TO WORK ON THIS NEW TASK?

                  GO THROUGH YOUR LIFE REGULARLY AND PRACTICE " CREATIVE ABANDONMENT". CONSCIOUSLY DETERMINE THE ACTIVITIES THAT YOU ARE GOING TO DISCONTINUE SO THAT YOU HAVE MORE TIME TO SPEND ON THOSE TASKS THAT CAN REALLY MAKE A DIFFERENCE TO YOUR FUTURE.

                                              IDENTIFY THE CONSEQUENCES

                          ONE OF THE MOST IMPORTANT WORDS IN DEVELOPING THE DISCIPLINE OF TIME MANAGEMENT IS "CONSEQUENCES". SOMETHING IMPORTANT TO THE DEGREE THAT IT HAS SERIOUS POTENTIAL CONSEQUENCES FOR COMPLETION OR NONCOMPETION. A TASK OR ACTIVITY IS UNIMPORTANT TO THE DEGREE THAT IT DOES NOT MATTER IF IT IS DONE OR NOT.

                      FOR EXAMPLE, COMPETING A COURSE OF STUDY AT THE UNIVERSITY CAN HAVE ENORMOUS CONSEQUENCES THAT CAN IMPACT YOUR LIFE FOR THE NEXT FIFTY YEARS. COMPLETING A MAJOR TASK OR PROJECT AT WORK OR MAKING AN IMPORTANT SALE CAN HAVE SIGNIFICANT CONSEQUENCES FOR YOUR JOB AND YOUR INCOME.

                  ON THE OTHER HAND, DRINKING, COFFEE, CHATTING WITH COWORKERS, READING THE NEWSPAPER, SURFING THE INTERNET, OR CHECKING EMAILS MAY BE ENJOYABLE, BUT THESE ACTIVITIES HAVE FEW OR NO CONSEQUENCES. IN OTHER WORDS, WHETHER YOU DO THEN OR NOT MAKES LITTLE TO NO DIFFERENCE TO YOUR WORK OR YOUR LIFE. HOWEVER, IT IS PRECISELY ON THESE ACTITIVITIES THE MOST PEOPLE SPEND MOST OF THEIR TIME.

                                                 MANAGING YOUR TIME

                        THERE IS A SIMPLE TIME MANAGEMENT SYSTEM THAT YOU CAN USE TO OVERCOME PROCRASINATION. IT REQUIRES SELF-DISCIPLINE, WILLPOWER, AND PERSONAL ORGANIZATION, BUT THE PAYOFF IS HUGE. WHEN YOU USE THIS SYSTEM, YOU CAN DOUBLE OR EVEN TRIPLE YOUR PRODUCTIVITY, PERFORMANCE, OUTPUT, AND INCOME.

                  BEFORE YOU BEGIN EACH DAY, STARY BY MAKING A LIST OF EVERYTHING YOU HAVE TO DO THAT DAY. THE BEST TIME TO MAKE THIS LIST IS THE EVENING BEFORE, AT THE END OF THE WORKDAY, SO THAT YOUR SUBCONSCIOUS MIND CAN WORK ON YOUR LIST OF ACTIVITIES WHILE YOU SLEEP. YOU WILL OFTEN WAKE UP WITH IDEAS AND INSIGHTS FOR HOW TO MORE EFFECTIVELY COMPLETE THE TASTKS OF THE DAY.

                        THEN APPLY THE A B C D METHOD TO YOUR LIST :

                         * A = MUST DO - SERIOUS CONSEQUENCES FOR NONCOMPLETION,

                         * B = SHOULD DO - MILD CONSEQUENCES FOR DOING OR NOT DOING

                         * C = NICE TO DO - NO CONSEQUENCES WHETHER YOU DO IT OR NOT

                        * D = DELEGATE - EVERYTHING YOU POSSIBLY CAN TO FREE UP MORE                                            TIME FOR THOSE THINGS THAT ONLY YOU CAN DO.

                        * E = ELIMINATE - DISCONTINUE ALL TAKS AND ACTIVITIES THAT ARE NO                                      LONGER ESSENTIAL TO YOUR WORK AND TO ACHIEVIN YOUR                                                GOALS.

                    REVIEW YOUR LIST OF ACTIVITIES FOR THE COMING DAY AND WRITE AN A,B,C,D, OR E NEXT TO EACH TASK BEFORE YOU START.

                       IF YOU HAVE SEVERAL "A" TASKS, AND SO ON. DO THIS WITH YOUR B AND C TASKS AS WELL.

                       THE RULE IS THAT YOU SHOULD NEVER DO A B TASK WHEN YOU HAVE AN A TASK LEFT UNDONE. YOU SHOULD NEVER DO A LOWER VALUE TASK WHEN YOU HAVE A HIGHER-VALUE TAKS BEFORE YOU.

                        ONCE YOU HAVE ORGANIZED YOUR LIST USING THIS SYSTEM, DISCIPLINE YOURSELF TO START OR YOUR A-1 TASK FIRST THING IN THE MORNING, BEFORE YOU DO ANYTHING ELSE.

CHANGE YOUR CHILDHOOD RULE

 

                       FROM CHILDHOOD TO MATURITY

                     WHEN YOU ARE GROWING UP, FROM AN EARLY AGE YOU BECOME CONDITIONED TO SEE YOURSELF AS NOT RESPONSIBLE FOR YOUR LIFE. THIS IS NORMAL AND NATURAL. WHEN YOU ARE A CHILD, YOUR PARENTS ARE IN CHARGE. THEY MAKE ALL YOUR DECISIONS. THEY DECIDE WHAT FOOD YOU WILL EAT, WHAT CLOTHES YOU WILL WEAR, WHAT TOYS YOU WILL PLAY WITH, WHAT HOME YOU WILL LIVE IN, WHAT SCHOOL YOU WILL ATTEND, AND WHAT ACTIVITIES YOU WILL ENGAGE IN DURING YOUR SPARE TIME. BECAUSE YOU ARE YOUNG, INNOCENT, AND UNKNOWING, YOU DO WHAT THEY WANT YOU TO DO. YOU HAVE LITTLE CHOICE OR CONTROL.

                  AS YOU GROW UP, HOWEVER, YOU BEGIN TO MAKE MORE AND MORE OF YOUR OWN DECISIONS IN EACH OF THESE AREAS. BUT BECAUSE OF YOUR EARLY PROGRAMMING, YOU ARE CONDITIONED UNCONSCIOUSLY TO FEEL THAT SOMEONE ELSE IS STILL RESPONSILBLE FOR YOUR LIFE. THAT THERE IS STILL SOMEONE ELSE OUT THERE WHO CAN OR SHOULD TAKE CARE OF YOU.

                  MOST PEOPLE GROW UP BELIEVING, THAT IF SOMETHING GOES WRONG, SOMEONE ELSE IS RESPONSIBLE. SOMEONE ELSE IS TO BLAME. SOMEONE ELSE IS GUILTY. SOMEONE ELSE IS THE VILLAIN THE THEY ARE THE VICTIM. AS A RESULT, MOST PEOPLE MAKE MORE AND MORE EXCUSES FOR THE THINGS IN THEIR LIVES, PAST AND PRESENT, THAT MAKE THEM UNHAPPY.

                        GET OVER THE MISTAKES YOUR PARENTS MADE

                         IF YOUR PRENTS CRITICIZED YOU OR GOT ANGRY WITH YOU FOR MISTAKES YOU MADE WHEN YOU WERE GROWING UP, YOU BEGAN TO UNCONCIOUSLY ASSUME THATSOMEHOW YOU WERE AT FAULT. IF YOUR PARENTS PUNISHED YOU PHYSICALLY OR EMOTIONALLY FOR DOING OR NOT DOING SOMETHING THAT PLEASED OR DISPLEAED  THEM, YOU FELT INFERIOR AND INADEQUATE.

                     WHEN YOUR PARENTS WITHHELD THEIR LOVE TO PUNISH YOU FOR NOT DOING SOMETHING THEY DEMANDED, YOU MIGHT HAVE GROWN UP WITH DEEP FEELINGS OF GUILT, UNWORTHINESS, AND UNDESERVINGNESS. ALL THESE NEGATIVE FEELINGS COULD THEN INTERSECT TO MAKE YOU FEEL LIKE A VICTIM, LIKE YOU WRE NOT RESPONSIBLE FOR YOURSELF OR YOUR LIFE ONCE YOU BECAME AN ADULT.

                      THE MOST COMMON FEELING THAT WE HAVE AS ADULTS IF WE HAVE BEEN RAISED IN A CRITICAL HOME ENVIRONMENT IS THE FEELING THAT :I AM NOT GOOD ENOUGH" BECAUSE OF THIS FEELING, WE COMPARE OURSELVES UNFAVORABLY TO OTHERS. WE THINK THAT OTHER PEOPLE WHO SEEM TO BE HAPPIER OR MORE CONFIDENT ARE BETTER THAN US. WE DEVELOP FEELINGS OF INFERIORITY. THIS CAN BECOME AN EMOTIONAL TRAP.

                                    SELF-DISCIPLINE AND THE GOOD LIFE

                          YOUR ULTIMATE GOAL IN LIFE IS TO ACHIEVE YOUR OWN HAPPINESS. NO ONE ELSE CAN DO THIS FOR YOU. THIS PERSONAL DESIRE IS THE MOTIVATION BEHIND ALMOST EVERY BEHAVIOR. MOREOVER, HAPPINESS IS MORE EMOTIONAL AND SPIRITUAL THAN IT IS A MATTER OF ACQUIRING MATERIAL THINGS. IN THIS PART, YOU WILL LEARN HOW THE PRACTICE OF DISCIPLINE IN THE MOST IMPORTANT AREAS OF YOUR LIFE CAN BRING YOU MORE JOY AND SATISFACTION THAN PERHAPS ANY OTHER QUALITY.

                                              THE REASON FOR HAPPINESS

                  IT IS OFTEN THE SIZE OF THE GAP BETWEEN YOUR PRESENT SITUATION AND THE CONDITIONS AND CIRCUMSTANCES THAT YOU FEEL THAT YOU NEED TO BE HAPPY THAT DETERMINES WHETHER YOU ARE HAPPY OR UNHAPPY. THIS IS VERY MUCH A MATTER OF YOUR OWN EVALUATION AND DECISION.              

                    THERE IS AN OLD SAYING THAT "SUCCESS IS GETTING WHAT YOU WANT, HAPPINESS IS WANTING  WHAT YOU GET". WHEN YOUR INCOME AND YOUR LIFE ARE CONSISTENT WITH YOUR GOAL AND EXPECTATIONS AND YOU ARE CONTENT WITH YOUR SITUATION, YOU FEEL HAPPY. IF ON THE OTHER HAND, FOR ANY REASON YOUR CURRENT SITUATION IS DIFFERENT FROM WHAT YOU REALLY WANT AND EXPECT, YOU WILL BE DISCONTENED AND UNHAPPY.

                 THIS STATE OF CONTENTMENT CAN BE CONSTANTLY CHANGING, WHEN YOU START OFF IN YOUR CAREER, AN INCOME OF $ 50000 PER YEAR CAN SEEM LIKE A HUGE ACHIEVEMENT. BUT ONCE YOU NOT EARNING $100000 OR MORE. SOME PEOPLE ARE UNHAPPY EARNING A MILLION DOLLARS A YEAR.

                                             HAPPINESS IS A BY-PRODUCT

                   THE INTERESTING THING ABOUT HAPPINESS IS THAT IT IS NOT A GOAL THAT YOU CAN AIM AT AND ACHIEVE IN AND OF ITSELF. HAPPINESS IS A BY-PRODUCT THAT COMES TO YOU WHEN YOU ARE ENGAGED IN DOING SOMETHING THAT YOU REALLY ENJOY WHILE IN THE COMPANY OF PEOPLE WHO YOU LIKE AND RESPECT.

                     EARL NIGHTINGALE, PERHAPS THE MOST FAMOUS AND RESPECTED RADIO COMMENTATOR ON SUCCESS IN HISTORY, SAID THAT "HAPPINESS IS THE PROGRESSIVE REALIZATION OF A WORTHY IDEAL". WHENEVER YOU FEEL THAT YOU ARE MOVING, STEP-BY-STEP, TOWARD SOMETHING THAT IS IMPORTANT TO YOU, TOWARD YOUR MOST IMPORTANT GOALS, YOU AUTOMATICALLY FEEL HAPPY. YOU FEEL SATISFIED AND CONTENT. YOU FEEL A TREMENDOUS SENSE OF PERSONAL GROWTH AND WELL-BEING.