Posted 7/31/2003 by Josh Hinds

Robert Allen's 7 Steps To Financial Success
excerpted from an interview with Mike Litman

Knowing how to care for, nurture, and increase your cash flow is essential for lifetime financial success. New York Times best selling author Robert Allen recently shared his insights on money live on my radio show, The Mike Litman Show.

Mike Litman: Let's stay here. You talked about the decision you need to make. You talked about the difference between the transition from security to freedom.

Let's briefly talk about, Robert, the 7 essential money skills. Briefly share those with my listeners.

Robert Allen: Well, if you wanna be good at money, you're going to have to be good at 7 things:

#1 is you have to be good at valuing every dollar bill, because every dollar bill is a money seed. It grows if you plant it and you fertilize it and you weed it and you hoe it. It becomes a money tree.

That money tree generates money for you for the rest of your life. It's on automatic pilot.

Most people don't value the dollar bill. Therefore they throw it away. They destroy it and they don't put that money away so it can grow into a half a million, or 5 million or 10 million or whatever.

So you have to value the money.

#2, the second skill you have to learn is how to control it.

You have to have a system for having the money flow into your life.

The most important fundamental is, do you save money every single month? The money that flows into your life and the money that flows out of your life, is there a surplus every month?

No matter what your living expenses are, no matter what your income is, there's got to be a surplus left over. It may be the hardest thing to do but is absolutely critical for long-term wealth.

The third skill is to save the money. Not only to have money left over at the end of month but you have to save, save it.

A friend of mine quit smoking the other day and she said to me, she bragged to me, "Bob I saved $50 this last month." I said, "well, where's the money? Where is it? Show it to me."

She didn't have it.

It went into her budget and she just lost it and it was gone. She should have taken that $50, pulled it out of your life and saved it, you wouldn't even have missed it! You just quit smoking.

So the point is, skill #3 is you've got to save, save it.

You not only gotta save it but you have to get it out of your life. The fourth skill is you've got to learn how to invest your money.

We were talking about that when it came to high rates of return. You gotta get your money growing at 10% or more.

If it's not growing at 10% or more, you're never going to get rich. You have to have high rates of return. That means more risk and it means more knowledge on your part.

You've got to do some studying. You've got to do some mentoring with people who really know what they're doing and you have to increase your rates of return in things like the stock market and bonds and investments etc. etc.

The fifth skill is what we call "making it", how to make money. This is different than investing.

To invest it is a very passive thing. I can sit behind my computer screen. I don't have to know who's on the other side of that computer screen. I don't have to persuade anybody.

I don't have to sell anything in terms of a product or a service. I just push a few buttons, click here, click there, I buy, I sell, I can do it in my undershorts in the middle of the night.

I don't have to talk to anybody. I can be a complete recluse, but if it comes to making serious money in terms of a living and making a living and making some real chunks of cash, you're either going to do it in real estate or you're going to do it by owning a business.

Both of those are going to require different skills.

It's going to require some more kinds of risk, it's going to require some more persuasion ability, it's going to require some more knowledge. That's why it's a different, separate skill than just investing your money.

Making it is different.

I say, "there's 10 ways to make it in the world. 10 different kinds of ways to make some serious money," which hopefully we will get to.

The sixth skill is to learn how to shield your money. Because hey, you can make a lot of money, but if you haven't shielded it from the dangers of this world, then it's going to get lost.

You have to set yourself up and today it's more difficult to protect yourself with corporations and limited family trusts and LLCs and various different secret things that you do, nothing that's illegal, nothing that's immoral, but you know if you would ask me today, well ask me, Mike, ask me if I'm a millionaire.

Are you a millionaire, Robert?

Absolutely not. And I wouldn't want to be. Now, I know where the money is and I live like a millionaire, but I do not want to be one.

I don't want to have my financial statement display to anybody to show them that I have anything. I don't want them to know where it is. I don't want them to know who owns it.

I drive a nice car and I live in a beautiful home and I have beautiful things and I might travel anywhere I want, but it's all paid for by all different operations and entities because it's a dangerous world out there and you have to play that game.

You have to set yourself up before you get a lot of money because you need to plan for that eventuality. A final skill is to share it. You've got to share your money.

Frankly, for me, I pay my sharing first.

Out of every dollar I get in, and out of every net profit that I get in, I pay 10% right off the top. It's the first money that I spend and then I live on the rest and I save the next 10%, then I spend the rest on taxes and shelter and cars and whatever else.
____________
Mike Litman, a popular radio talk show host, has interviewed authors of Chicken Soup for the Soul, Rich Dad Poor Dad, and Multiple Streams of Income on his personal development radio show and is the co-author of the eBook, "Conversations with Millionaires".

Posted 7/29/2003 by Josh Hinds

Your Mental Work Crew
(c) 2002 Brad Yates, C.Ht.

Some time ago, there was a foreman with a crew of one hundred master builders. These guys were good - really good. They could take any blueprint and turn it into a masterpiece. At least, that's what they were capable of...

You see, the foreman could only really get about five of them to do what he wanted them to do at any given time. The rest might get involved, but often they would get caught up in any number of distractions.

One might be busy thinking about a card he had been meaning to send to a friend in the hospital. Another would be concerned about a conversation he knew he needed to have with his wife, while a third kept thinking about a sock left on the floor of his home that should be picked up.

Some would be immobilized by various negative emotions as a result of unresolved issues, and others still just kept being pulled away by an urge to eat, or play, or any number of other cravings for instant gratification (or, sometimes, addictions).

Any of these distractions could have been dealt with, leaving the craftsmen free to achieve greatness. But rather than taking action, they simply tolerated these conditions. This, of course, limited their effectiveness - and that of the crew as a whole.

People knew what these builders were capable of, but very often their work fell short of their promise. Eventually, the company's business dwindled dramatically, as the crew was performing just enough to keep them from going under completely.

Shame, really. They really sold themselves short, as well as all those who could have benefited from their potential achievements. Just think what they could have done with a larger percentage of the crew on the job more often...

As you may have guessed, you are the foreman, with this amazing crew potentially at your service. The five or so workers at your command represent the 5% of your mind that is under your conscious control. The rest is what we call the subconscious.

It is (and you are) extremely powerful - far more than you can know - but it can be handicapped by tolerations. For example, is there a dirty sock on your floor that every time you pass by it you think, "Hmm... I should pick that up?"

You've just left part of your crew there with that sock - part of your mind will continue to perseverate about it. If it isn't something you can take care of at the moment, make a note of it, so that another part of your mind isn't then delegated to trying to remember to do this task (imagine a number of the builders all limited in their ability to work because they are busy reminding each other to remind each other to do something...).

Are you allowing harmful reactions to stress (and other bad habits) eat away at your health? How many of your crew are out on worker's comp with stress-related illnesses? How many are fatigued by a lack of a proper diet and exercise? How many are not working due to factors that are within your control to change...?

Think for a moment of what you really want to be, do and have. Then acknowledge the possibility that you have within you the capacity to achieve all that ... and more!

What could you accomplish without all those tolerations? What successes are you denying yourself ... and the world at large? Stop tolerating those factors that hamper your potential - that distract your work crew - and give yourself the freedom to succeed!
___________
Brad Yates, C.Ht. is a Personal Performance Coach who integrates achievement philosophy with energy therapy to help clients break through their barriers and gain the freedom to achieve greater success, health and happiness.
Visit him at http://www.laurusnet.com

Posted 7/27/2003 by Josh Hinds

Why Are You Not Rich Yet?
By Andrew Wood

You work long hours, take good care of your customers and try harder than your competitors yet still you do not seem to be making any headway with your business. Why are you not rich yet?

I once read that the reason for most business failure was lack of sales. Pretty profound eh? Lack of sales almost always comes down not so much to sales incompetence (although it's a factor) but to the question of focus.

Most small business owners spend far too much of their time, cooking, cleaning, merchandising, displaying, ordering, teaching and making whatever it is they sell. So much so in fact that they simply don't have any time or energy left to market or sell their products and services.

If you spend more of your time on promoting and marketing your business you will get more prospective customers. If you spend more of your energy on making proposals, sales presentations and even cold calling you will make more sales. If you get more prospects and make more sales you make MORE MONEY!

In 1995 and 96 I spent most of my time selling and marketing. The result was I made a lot of money. During the last two years I took time out to write five books, it was fun, it was satisfying, it was personally rewarding but it was not in the least bit profitable.

Even when I do sell the rights to a publisher there is no way that this income will not equal what I could have made by focusing on selling the products I already had.

While I knew what I was doing many of my clients apparently do not! While they are always busy, they are not always focused on doing the right things. Busy is easy, everyone is busy, focus on the other hand takes self discipline.

As a martial arts instructor I spent four years earning my black belt. When I opened my own school I quickly shifted my focus from my own training to making a living. I did this out on necessity since from day one I was on the verge of going broke.

Consequently my martial arts skills never improved much beyond that point but my income did. I shifted my focus from martial arts skill to business skills.

Most people never make that shift from being the technician to being a marketer. Yet that, my friends, is where the money is marketing!

There are many days when I wish this were not true. Days when I long for hordes of people to just wake up one day and discover my books. Instantly vaulting me to the top of the best sellers list but I quickly come back to reality with Brian Tracy's maxim. "If it's to be it's up to me!"

If you don't have enough clients ask yourself if you are spending the majority of your time trying to attract them? Marketing should be fully 80% of many services based businesses!

If you are not converting enough prospects to customers ask yourself have you spent enough time in learning how to sell?

Are you are making enough money but don't seem to keep any? Ask if yourself are you spending enough of your time looking at investments, ways to make your money grow?

On the back end if you have enough customers but fail to keep them? Ask yourself if you are spending enough of your efforts on meeting their needs. Since every day business life will always stop you from following the previous advice try this; Spend at least 1 hour more per day on the sales and marketing of your business instead of the day to day management.

If you stick to this formula for even a month you will be amazed by the results. You might even make enough money to hire other people to do all the day to day stuff!
__________
Andrew Wood, is recognized worldwide as a business, marketing, leadership, and personal development expert. He is the author of The Millionaires Library, which delivers you the essence of knowledge from over 1000 business, sales, marketing, leadership, and personal development books in a single powerful set.

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Are You Listening?
By Helaine Iris
(c) 2003

"At any moment, you have a choice, that either leads you closer to your spirit or further away from it." - Thich Nhat Hahn

Last summer my husband and I went away for our anniversary. We went to the White Mountains of New Hampshire for some camping and hiking. Mind you, my husband has hiked the Appalachian Trail and his idea of a hike is far different than my idea of a hike.

He wanted to climb Moat Mountain, a two-mile climb with an elevation of 2800 feet. It was a ninety-degree day in August with about ninety percent humidity, otherwise a perfect day for a hike.

What the heck I thought. Not my idea of a walk in the park, yet I wanted to be with him. Part of my intention for our anniversary weekend was to do things he liked to do. I began to climb.

Very soon into the hike it was clear that I was not having a good time. I was exhausted and it was dangerously hot. He kept asking me if I wanted to turn back and I stubbornly continued.

On and on I hiked. I told him he could go on ahead and I would take it slow. I crawled under bushes to catch any glimpse of shade I could find to catch my breath. I was determined to make it to the top to prove to him and myself I could do it.

Big mistake. A quarter of a mile from the top my body would go no further. I limped my way down the mountain and wound up with heat stroke and spent the rest of our vacation recovering.

What this powerful experience taught me is to listen. Listen to my inner wisdom; listen to the messages of my body and pay attention to what’s really happening. I knew there was no way I could make it up that mountain in ninety-degree heat and furthermore I really didn’t want to. I wanted to prove something and I disregarded my own inner wisdom.

Have you ever wondered why you don’t listen?

It is easy to get caught up in the frenzy and fullness of life and stop listening. How often do you push through a busy schedule, aware of the stress and ignore a message you get from you body?

How many times have you heard the voice of your inner knowing clearly giving you a message that you don’t stop and listen to?

Do you want to wait until you’re dangerously close to an edge before you listen? Here are some suggestions to help you exercise listening to your inner wisdom.

1. Know yourself. What do you really want and need? Are you willing to stand up for your own life?

2. Practice. Listening is like a muscle that needs strengthening. You can listen with more than just your ears; you can listen with your heart as well. Slow down, close you eyes for a minute. What do you hear or feel?

3. Learn to trust your own inner voice. When you start trusting yourself you will experience more flow and fulfillment.

4. Watch for the confirmations life sends you. This will help to reinforce the value of listening and encourage you to keep sharpening the skill. It’s also delightful to witness the amazing learning possible when you are listening.

When I don’t listen it’s usually because there’s something I don’t want to hear. That day on the mountain I needed to ask myself a hard question, "why was I willing to risk my health or life to prove to my husband that I could do the things he liked to do?" It was because I didn’t want to feel left out. Yet, by NOT listening, I left myself out.

When I listen my life flows more easily. I am guided toward the things that work for me as well as for others. I’m more honest and I’m more me.

Now, when my husband asks me to hike with him, I am delighted to go or not, walk as far as I want and know we’re both having a better time because we are both following our heart.

I’m listening now.

It’s YOUR life... imagine the possibilities!
_________
Helaine Iris is a Certified Life Coach, writer and teacher that loves her life. She works with individuals, entrepreneurs, and professionals, who are ready to take action. Do you want to take a step that could change your life? For a complimentary session visit her website.

Posted 7/23/2003 by Josh Hinds

** I've just added a new section for current eBay items I've got up for auction. Be sure to check them out. You're sure to find some deals there :) ... Josh

Posted 7/22/2003 by Josh Hinds

Busting Limiting Beliefs
By Marcia Wieder

Everyone has attitudes and beliefs about the aspects of their lives. Your opinions are long-term parts of who you are: if you're 30 years old they've been developing for 30 years; if you're 40 they've been evolving for 40 years.

Attitudes and beliefs are not always negative and not always barriers to achieving what you want; even if they are, fear not, it's possible to use them to your advantage.

The decisions and choices you make ultimately result from the attitudes and beliefs you hold about everything in your life.

The process looks like this: Attitudes & Beliefs create thoughts & feelings which create choices & decisions. Attitudes and beliefs are at the core of how you react in the world.

No matter how or why you developed them, it's crucial that you take responsibility for them, and that you evaluate them honestly. Unexamined negative attitudes can become bigger than your dream, and turn into insurmountable obstacles after you're already on the road to what you want.

If that happens, and you're stopped en route, you're unlikely to reach your dream. Alternatively, negative attitudes and beliefs don't have to be as menacing as they may seem at first. After all, each of your beliefs is just one of many; no single one of your beliefs controls your whole life.

If you confront and handle those attitudes now, they can be used effectively to propel you toward where you want to be.

Here's a laundry list of attitudes and beliefs I hear most frequently:

I don't have enough (time, money, skill). I'm not good enough. I'm too young, too old. I'm in the wrong geographical area. I missed my opportunity years ago. I don't think I can learn this. I don't trust myself or anyone else. I worry about what others will think. I don't believe it's possible, so why bother?

The important element is not that you have attitudes and beliefs; it's how you use them. Do your beliefs empower or impede you? Whose beliefs are you buying? What's stopping you from going for your dreams?

Anything and everything you want is no more than a belief away. Choose to believe in your dreams and demonstrate that you do, by taking action.
________
Marcia Wieder is a San Francisco-based motivational speaker, specializing in goal setting, visionary thinking and team building. Reach her at 415 433-9552 or by visiting her web site at http://www.marciaw.com

Posted 7/17/2003 by Josh Hinds

Below are are two tips that come from Jon Gordon, the Energy Addict!

Be Positively Contagious

Each day we have the opportunity to spread positive energy to our families, our co-workers and our neighbors. Remember, the mood of the country depends on the mood of each person. The economic condition of the country depends on the action of each person.

Each day we have a choice. We can watch television, get depressed and feel horrible or we can take action and do our part to make our lives and country better. If you ever feel insignificant and powerless, remember the things that one person can do. Remember the Power of You.

Action Steps

1. Focus on being your own power center. Instead of worrying about what you can't controlfocus on what you can control. Your thoughts, words, choices and actions.

2. Write down one positive thing you can do each day to make yourself feel better. Take action.

3. Write down one positive thing you can do each day to help someone else. Start by initiating random acts of kindness. Visit www.giftofkindness.com

4. Be contagious. Smile. Laugh. Give pats on the back, compliments and encouragement.

Find Your Song and Play the Music

Most of us have a favorite song that lifts us up whenever we hear it. The music starts playing and our day turns from frustration to joy. You may not realize it but music is a big part of our daily life. Music helps create the atmosphere in a restaurant.

Stores play music that make you want to buy. The music in movies has the power to make you laugh and cry. Think Titanic and Rocky. Music makes us think and feel because it is a powerful source of energy and each day you have the opportunity to make the energy of music work for you.

Here are a few tips to use the power of music.

1. Don't wait for the song to come on the radio. Make a CD or Tape with your all time favorite songs.

2. When you are down, play a song that lifts your spirit and adds a kick to your step.

3. When you are going to an important meeting or event play a song that gives you confidence.

4. Use music to fuel your life whenever and wherever you need it.
___________
Energy Tips by Jon Gordon, The Energy Addict. For additional tips, visit
http://www.energyaddict.com

Posted 7/16/2003 by Josh Hinds

Positive Persuasion (wwi) Is Simply A Choice
By Bob Burg

"Why do I *have* to win without intimidation?" a person who'd just been told I wrote a book on this subject asked me while I was eating lunch. "It seems like hard work. Can't I just continue to do what I've always done?"

My response was - as it usually is - "You can do whatever you'd like. The *choice* to do something or not do something in a certain way is totally yours to decide. What isn't your decision is the *consequences*, good or bad, that will result from the choice you make."

Although the above might appear to have been spoken with the quiet, focused wisdom of Master Po talking to his disciple, Kwai Chang Caine, a/k/a "Grasshopper" from the old "Kung Fu" television series, it wasn't really like that. In fact, if I recall correctly, I was thinking harder about the new restaurant I was planning to try that night for dinner.

Yes, while eating lunch I was thinking about dinner. Oh well, there goes the "in the present moment and higher consciousness" thing I'd been preaching lately. Don't get me wrong; I believe in it and continually practice it; sometimes I just forget to actually do it. :-)

Really though, the gentleman's question was a very good and reasonable one. It reminds me of the difference between a "categorical imperative" (that which one *must* do) and a "conditional imperative" (that which one chooses to do *if* they plan on attaining a desired result).

I first read about these two "imperatives", not in a philosophy class, but in David Maister's excellent book, "True Professionalism" (www.davidmaister.com). Based loosely on two teachings of the 17th century philosopher, Immanuel Kant, Maister was discussing the difference between those clients of his who succeed in reaching a certain level of success and those who do not.

According to Maister, an example of a "conditional imperative" would be, "If you want X, then you should do Y." "But", slightly paraphrasing the author, "you don't *have* to."

In other words, it's your choice. You certainly don't *have* to do Y. However, if that's been proven to be the best way to achieve X, and you really desire X, then doing Y would most likely be your best choice. This goes for practically any area in life such as dieting, sales, or building airplanes.

In my opinion, it's the same with "Winning Without Intimidation." Since it's been proven to work much more effectively than the alternative (winning by way of intimidating or bullying others/lying or passively giving in to the whims of others) in attaining positive results in peoples' lives, one who desires those positive results might ask themselves:

"Is what I'm doing right now working for me? Am I, at this point in my life, an *effective* persuader (never mind being a positive persuader, but just an *effective* one)?"

If yes, great! If no, and you really want to be, you might then choose to "do Y." But, there's always a choice. In fact, one of the trade-offs of living in a free society is that, not only do you have a choice, but you are always responsible for the the results of your choices. Actually, this is true even when you are not in possession of actual liberty (for an in-depth look at this topic, see the book, "Man's Search For Meaning" by Viktor Frankl).

The person who complains that "Winning Without Intimidation is hard work - although I would have to respectfully disagree with that - might also want to ask himself or herself the question: "Which is harder, rarely getting what you want while incurring bad feelings? Or, learning a few simple principles to help you get your way almost all the time with good feelings all around?" Of course, the *choice* is yours :-)

Have an awesome Winning Without Intimidation day!

Bob Burg
_________
Written by Bob Burg -- Own Bob's ebook, "Winning Without Intimidation"! Greatly expanded version of original. Get *what* you want, *when* you want it, and from *whom* you want it... with class, style and grace. From better relationships with your spouse and children, to handling your boss, the bureaucrat, the difficult neighbor, and even avoiding traffic tickets, this ebook has it all. To learn more click here!

Posted 7/16/2003 by Josh Hinds

Essence of Leadership
by Gayle Carson

As I have said, persistence and discipline are two of the crucial factors to any success, but there is one more, and that is commitment. Commitment means more than persistence. It means doing something over and over until you get it right, and it may mean sticking to something when it would be far easier to let it go.

It means listening to all sides of a story with interest and compassion, but still carrying on with what you think is right. Commitment is a visible promise to yourself and others even when something better might come along. Commitment to ideals earns you points in ways you can see and ways which maybe you can't. It is the essence of leadership.

In their book Winning Performance, which analyzed successful midsize companies, Donald Clifford and Richard Cavanagh identified six distinctive characteristics of winning corporate leaders:

1. They instill a strong sense of mission and shared values?constantly to reinforce a deeply ingrained set of beliefs.

2. They pay relentless attention to business fundamentals.

3. They treat bureaucracy as an archenemy.

4. The encourage experimentation.

5. They think like their customers, and work hard on behalf of them.

6. They count on people and put development and motivation of their people at the top of their list of priorities.

Success is impossible or at least extremely unlikely, without a shared sense of values and beliefs. Leadership is also critical to success. Without effective leadership, you are an enterprise of one. With leadership, you can marshal an army. Today's leader has to be a visionary, and be charismatic. He or she must command a following and inspire others.

Today's leader must be tangible and accessible to employees, or at minimum be seen to be accessible. Good ideas as well as talent come from the bottom of any organization. Do not wall yourself off from those who can help you get where you're going. Every battle needs foot soldiers.

There are differences between a "worker ethic" and a "manager ethic." Someone who prefers to work for an hourly wage will always see things differently from a manager who must get things done through other people no matter how long it takes.

Managers are defined, in large part, by their ability to build a cohesive force in the office. They are judged by superiors who expect certain results. Usually, there is a hidden irony in the differences between workers and managers. While workers may grumble about job conditions or pay, they have usually accepted certain limits on their expectations.

Managers on the other hand, are never truly content with the way things are, least of all their salary or place on the career ladder, because they are on an upwardly mobile career path.

Managers, it should be noted, are not necessarily good leaders and leaders are not necessarily good managers. It is extremely fortunate if both sets of qualities are found in one person, especially when they have not been developed. But managers tend to be more task-oriented, while leaders are inspirational, motivational and charismatic.
___________
How likely are you to "stay at the top" once you get there?
Take this quick assessment to find out.

Dr. Gayle Carson, CSP, CPCM
Carson Research Center
Website or email.

Posted 7/13/2003 by Josh Hinds

Action VS Self-Delusion
By Jim Rohn

Knowledge fueled by emotion equals action. Action is the ingredient that ensures results. Only action can cause reaction. Further, only positive action can cause positive reaction.

Action. The whole world loves to watch those who make things happen, and it rewards them for causing waves of productive enterprise.

I stress this because today I see many people who are really sold on affirmations. And yet there is a famous saying that "Faith without action serves no useful purpose." How true!

I have nothing against affirmations as a tool to create action. Repeated to reinforce a disciplined plan, affirmations can help create wonderful results.

But there is also a very thin line between faith and folly. You see - affirmations without action can be the beginnings of self-delusion. And for your well-being there is little worse than self-delusion.

The man who dreams of wealth and yet walks daily toward certain financial disaster or the woman who wishes for happiness and yet thinks thoughts and commits acts that lead her toward certain despair are both victims of the false hope which affirmations without action can manufacture.

Why? Because words soothe and, like a narcotic, they lull us into a state of complacency. Remember this: To Make Progress You Must Actually Get Started!

The key is to take a step today. Whatever the project, start TODAY. Start clearing out a drawer of your newly organized desk... today. Start setting your first goal...today. Start listening to motivational cassettes...today. Start a sensible weight-reduction plan...today.

Start calling on one tough customer a day...today. Start putting money in your new "investment for fortune" account...today. Write a long-overdue letter...today. ANYONE CAN! Even an uninspired person can start reading inspiring books.

Get some momentum going on your new commitment for the good life. See how many activities you can pile on your new commitment to the better life. Go all out! Break away from the downward pull of gravity.

Start your thrusters going. Prove to yourself that the waiting is over and the hoping is past -- that faith and action have now taken charge.

It's a new day, a new beginning for your new life. With discipline you will be amazed at how much progress you'll be able to make. What have you got to lose except the guilt and fear of the past?

Now, I offer you this challenge: See how many things you can start and continue in this -- the first day of your new beginning.

To Your Success,
Jim Rohn
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Article Submitted by Jim Rohn - Announcing a Very Special Invitation - The Jim Rohn One-Year Success Plan! One of the most comprehensive resource and success plans ever created for you to reach all of your goals in the next 12 months! For details and/or to take advantage of the special introductory offer click here. Also subscribe to the weekly Jim Rohn Ezine.

Posted 7/10/2003 by Josh Hinds

Dedicate Yourself To Educate Yourself
by Tom Hopkins

To become and remain a professional in this business of selling, you must recognize that you are in charge of your own training and act on that fact. Build on your strengths and correct your weaknesses.

If you aren't sure of what to work on first, there is certainly someone in your life who will gladly assist you - your manager, your spouse, your children, a trusted friend. Here are six skill areas that I strongly recommend you consider developing or strengthening:

Negotiation

Do you consider yourself a trained negotiator? Trained negotiators can quickly and effectively analyze the details of situations and determine the best route to resolution. If that brief description doesn't fit you, make an effort to find a book, tape or seminar on the subject, then schedule the time to learn from it.

A Second Language

Consider the part of the country in which you live and those people you do business with. As our country continually redefines itself by its people, be aware of the advantages of being able to communicate with others in their native tongues.

Today's projections show that both Hispanic and Asian portions of the population are on the increase. To be able to offer your fine services to more people, you must learn more about them, their language and their cultures.

Voice

Since your clients choose to 'own' your products or services based on what you say and how you represent it, doesn't it make sense that you train your voice to give the highest level of professional presentation?

If you've never considered voice training before, tape yourself giving a portion of your presentation, then listen to it. Most of us hate the sound of our voices on tape. Just imagine how our clients must feel when listening to us.

To project your message with clarity and power, consider at least one session with a voice coach. They can be found in your local yellow pages.

Public Speaking

Many sales professionals find that giving short speeches in their communities helps build their name recognition and their business. Public speaking is also a great way to build your confidence.

Try your skills out by speaking to your child's class about what you do or a hobby you have. Teachers love it when the students can learn first-hand about careers. Join Toastmasters International.

There are local chapters in just about every city. They provide excellent opportunities to hone your skills and meet other business professionals with whom you might do business or share referrals.

Memory

Having a good memory is critical to anyone in today's world, but especially so to those of us who meet many new people every week. I have learned to make a game of it in my career. I challenge myself to remember as many people and their stories as I can.

There are some great courses and books written on this subject. Even if you learn and use only one small strategy, I guarantee you'll see the benefit of having done so.

Math

Don't cringe on me here. I know there is a large percentage of people who hate math. However, in business, you need to know some basic math skills really well. How does it look when you take a client to lunch and you have to think real hard to calculate the tip? Do you think that will raise any doubts about your competency in the client's mind? Of course it will.

Also, when clients toss out figures in their projections, you have to be quick on the uptake in understanding what that means in your business - quantities of supplies they'll need, projecting delivery dates and times, etc. Practice your math skills.

Every time you hear or see a number in a conversation or even in a bit of advertising, take a moment to work with the number and see what it means. Compute unit costs for grocery items - $1.29 for 12 ounces.

How much is that per ounce? I know the favorite computation of every salesperson who works on a fee basis is to determine their percentage of every sale. Don't stop there. Play the numbers game often and you'll get better at winning.

Choose just one of these six areas and dedicate yourself to improving in it this month. Then, next month, choose another. Once you get started on this journey of self-education, you'll be amazed at what you learn and how simple things can have a powerful impact on your overall success in life.

Tom Hopkins
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Tom Hopkins International
7531 E. 2nd St., Scottsdale, AZ 85251
Tel: (480) 949-0786 or 800/528-0446 Fax: (480) 949-1590
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Posted 7/07/2003 by Josh Hinds

Read All the Books
By Jim Rohn

All of the books that we will ever need to make us as rich, as healthy, as happy, as powerful, as sophisticated and as successful as we want to be have already been written.

People from all walks of life, people with some of the most incredible life experiences, people that have gone from pennies to fortune and from failure to success have taken the time to write down their experiences so that we might share in their wealth of knowledge.

They have offered their wisdom and experience so that we can be inspired by it and instructed by it, and so that we can amend our philosophy by it. Their contributions enable us to reset our sail based upon their experiences.

They have handed us the gift of their insights so that we can change our plans, if need be, in order to avoid their errors. We can rearrange our lives based on their wise advice.

All of the insights that we might ever need have already been captured by others in books. The important question is this: In the last ninety days, with this treasure of information that could change our lives, our fortunes, our relationships, our health, our children and our careers for the better, how many books have we read?

Why do we neglect to read the books that can change our lives? Why do we complain but remain the same? Why do so many of us curse the effect but nourish the cause?

How do we explain the fact that only a small percent of our entire national population possesses and utilize a library card - a card that would give us access to all of the answers to success and happiness we could ever want? Those who wish for the better life cannot permit themselves to miss the books that could have a major impact on how their lives turn out. The book they miss will not help!

And the issue is not that books are too expensive! If a person concludes that the price of buying the book is too great, wait until he must pay the price for not buying it. Wait until he receives the bill for continued and prolonged
ignorance.

There is very little difference between someone who cannot read and someone who will not read. The result of either is ignorance. Those who are serious seekers of personal development must remove the self-imposed limitations they have placed on their reading skills and their reading habits.

There is a multitude of classes being taught on how to be a good reader and there are thousands of books on the shelves of the public libraries just waiting to be read. Reading is essential for those who seek to rise above the ordinary. We must not permit anything to stand between us and the book that could change our lives.

A little reading each day will result in a wealth of valuable information in a very short period of time. But if we fail to set aside the time, if we fail to pick up the book, if we fail to exercise the discipline, then ignorance will quickly move in to fill the void.

Those who seek a better life must first become a better person. They must continually seek after self-mastery for the purpose of developing a balanced philosophy of life, and then live in accordance with the dictates of that philosophy.

The habit of reading is a major stepping-stone in the development of a sound philosophical foundation. And in my opinion it is one of the fundamentals required for the attainment of success and happiness.

To Your Success,
Jim Rohn
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Article Submitted by Jim Rohn - Announcing a Very Special Invitation - The Jim Rohn One-Year Success Plan! One of the most comprehensive resource and success plans ever created for you to reach all of your goals in the next 12 months! For details and/or to take advantage of the special introductory Offer click here! Also subscribe to the weekly Jim Rohn Ezine while you are there.

Posted 7/07/2003 by Josh Hinds

Take Care Of Your Most Important Asset - You
By Mark Victor Hansen

Why don't we take care of ourselves more? Aren't we just as important as other people that we do take care of? Some people have been brainwashed into thinking that treating ourselves well, taking time for ourselves, is some sort of selfish act. But that is not true. How can we know how to value and care for others if we don't treat ourselves well?

We should all take time out of each day to care for ourselves - spiritually, emotionally and physically. Time needs to be dedicated to doing at least one thing every day, spiritually, emotionally and physically, for ourselves.

Doing this will teach us the importance of loving ourselves, and when we love our own beings, we will have plenty of love available to do for others when the time comes.

It may even be difficult at first, but start caring for yourself today. The rewards will be abundant.

Start moving toward prosperity today, whether you're ready or not. - Mark Victor Hansen

Action Step - In closing, I'd like to offer an exercise to complete in the week ahead:

Caring for ourselves spiritually, emotionally and physically is phenomenally important. I'm going to list ways to do each of these you may come up with some on your own), and then I want you to choose one from each list every day to treat yourself.

Spiritual - pray; read a spiritual book before you go to sleep; meditate 10 minutes every morning and night; give money or time to your church or a favorite charity; have a chat with a spiritual leader you respect. Create a spiritual mantra and write it on a card, then carry it with you all day.

An example would be: 'My spiritual self is aligned with the Universe and I am blessed by the Creator with total spiritual abundance.'

Emotional - write in a journal; watch a favorite movie that makes you laugh or cry; call a relative or friend and tell them you love them; listen to soothing music throughout the day or on your way to/from the office. Create a spiritual mantra and write it on a card, then carry it with you all day.

An example would be: 'My emotional self is balanced and joyful. I am experiencing emotional well being at all times.'

Physical - take a brisk walk (bring along a friend/spouse/pet if you like); start a physical fitness program at your local gym/recreation center; stop smoking; add more fruits and vegetables to your diet; drink more water.

Create a spiritual mantra and write it on a card, then carry it with you all day. An example would be: 'My physical self is healthy and strong. I am in the best physical shape of my life.'

Keep a record in a journal or notebook and write how you feel after you complete them. Then, at the end of the week, review your records. Do you feel more confident/relaxed/happy/etc., than you did at the beginning of the week? Do you have more energy for the other people in your life?
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Article submitted by Mark Victor Hansen - Co-Author of the Chicken Soup For The Soul series of books. For over 26 years, Mark Victor Hansen has focused solely on helping people in all walks of life reshape their personal vision of what's possible for themselves. Visit markvictorhansen.com for resources, secure shopping and web-only product specials, speaking schedule and current projects. Mark is also the co-author of "The One Minute Millionaire" book.

Posted 7/05/2003 by Josh Hinds

Open and Close Your Presentations With Power
by Patricia Fripp

Psychologists have proven that the first and last 30 seconds of any speech have the most impact, so give the opening and closing of your talk a little extra thought, time and effort. Do not open with "Ladies and Gentlemen, it is a pleasure to be here tonight." It's a weak, rather meaningless thought and it wastes too much of those precious 30 seconds.

Joking your way in:

Opening a speech with a joke or funny story is the conventional wisdom. Before you do, ask yourself these questions about your joke:

Is it appropriate to the occasion and for the audience?

Is it in good taste?

Does it relate to me (my product or service) or the event or the group? Does it support your topic or its key points?

Opening options:

A humorous story or an inspirational vignette, which relate to your topic or audience are sure ways to get an audience's attention. However, it may take more presentation skill than you possess in the beginning. It's safer and more effective to
give the audience what you know.

A good way to open your speech is by giving the audience the information they most want to hear. By now, you know most of the questions you'll be asked at a cocktail reception or professional society meeting. Well, put the answers to those questions in your speech. If you're not sure what a particular audience might want to hear, talk to the program chair and get that information from him or her.

I helped a neighbor with a speech he was putting together for my women's organization. He's a senior scientist with Genentech. I suggested that since most of them don't know what scientists are like or what they do, he should tell the audience what it was like to be a scientist. "Being a scientist is like doing a jigsaw puzzle in a snowstorm at night...you don't have all the pieces... and you don't have the picture to work from."

Closing your talk:

The close should be the highlight of your speech. Summarize the key elements to the investment process, etc. If you're going to take questions, say "Before my closing remarks, are there any questions." Finish with something inspirational that proves your theme.

My scientist friend told our group of the frustrations of being a scientist and he closed by saying, "People often ask, 'why should anyone want to be a scientist?'" His closing story told of a particularly information-intensive medical conference he attended. The final speaker of the day opened with, "I am a 32-year-old wife and mother of two. I have AIDS. Please work fast." My friend got a standing ovation for the speech.

However you open and close your talk, you can't go wrong if you keep your audience's needs in mind.
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Patricia Fripp
Member: Speakers Roundtable
Web site: http://www.speakersroundtable.com
Email: office@SpeakersRoundtable.com