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Jim Rohn


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Wayne H. Wagie - President


We are All One


When starting any enterprise or business, whether  it is full-time or part-time, we all know the value of having plenty of capital  (money). But I bet we both know or at least have heard of people who started with no capital who went on to make fortunes. How? You may ask.

Well, I  believe there are actually some things that are more valuable than capital that can lead to your entrepreneurial success. Let me give you the  list.

1. Time.
Time is more valuable than capital. The time you set aside not to be wasted, not to be given away. Time you set aside to be invested in an enterprise that brings value to the marketplace with the hope of making a profit. Now we have capital time.

How valuable is time? Time properly invested is worth a fortune. Time wasted can be devastation. Time invested can perform miracles, so you invest your  time.

2. Desperation.
I have a friend Lydia, whose first major investment in her new enterprise was desperation. She said, "My kids are hungry, I gotta make this work. If this doesn't work, what will I do?" So she invested $1 in her enterprise selling a product she believed in. The $1 was to buy a few fliers so she could make a sale at retail, collect the money and then  buy the product wholesale to deliver back to the customer.

My friend Bill Bailey went to Chicago as a teenager after he got out of high school. And the  first job he got was as a night janitor. Someone said, "Bill, why would you  settle for night janitor?" He said, "Malnutrition." You work at whatever you can  possibly get when you get hungry. You go to work somewhere -- night janitor, it  doesn't matter where it is. Years later, now Bill is a recipient of the Horatio Alger award, rich and powerful and one of the great examples of lifestyle that I know. But, his first job -- night janitor. Desperation can be a powerful incentive.

3. Determination.
Determination says I will. First Lydia said, "I must find a  customer." Desperation. Second, she said, "I will find someone before this first day is over." Sure enough, she found someone. She said, "If it works once, it  will work again." But then the next person said, "No." Now what must you  invest?

4. Courage.
Courage is more valuable than capital. If  you've only got $1 and a lot of courage, I'm telling you, you've got a good future ahead of you. Courage in spite of the circumstances. Humans can do the most incredible things no matter what happens. Haven't we heard the stories? There are some recent ones from Kosovo that are some of the most classic,  unbelievable stories of being in the depths of hell and finally making it out.  It's humans. You can't sell humans short. Courage in spite of, not because of, but in spite of. Now once Lydia has made 3 or 4 sales and gotten going, here's  what now takes over.

5. Ambition.
"Wow! If I can sell 3, I can sell 33.  If I can sell 33, I can sell 103." Wow. Lydia is now dazzled by her own dreams  of the future.

6. Faith.
Now she begins to believe she's got a  good product. This is probably a good company. And she then starts to believe in  herself. Lydia, single mother, 2 kids, no job. "My gosh, I'm going to pull it  off!" Her self-esteem starts to soar. These are investments that are unmatched. Money can't touch it. What if you had a million dollars and no faith? You'd be poor. You wouldn't be rich. Now here is the next one, the reason why she's a  millionaire today.

7. Ingenuity.
Putting your brains to work. Probably up until now, you've put about 1/10 of your brainpower to work. What if you employed the other 9/10? You can't believe what can happen. Humans can come up with the most intriguing things
to do. Ingenuity. What's ingenuity worth?  A fortune. It is more valuable than money. All you need is a $1 and plenty of ingenuity. Figuring out a way to make it work, make it work, make it work.

8. Heart and Soul.
What is a substitute for heart and soul? It's not money. Money can't buy heart and soul. Heart and soul is more valuable than a million dollars. A million dollars without heart and soul, you have no life. You are  ineffective. But, heart and soul is like the unseen magic that moves people,  moves people to buy, moves people to make decisions, moves people to act, moves people to respond.

9. Personality.
You've just got to spruce up and sharpen up your own personality. You've got plenty of personality. Just get it developed to where it is effective every day, it's effective no matter who you  talk to - whether it is a child or whether it is a business person - whether it is a rich person or a poor person. A unique personality that is at home  anywhere. My mentor Bill Bailey taught me, "You've got to learn to be just as comfortable, Mr. Rohn, whether it is in a little shack in Kentucky having a beer and watching the fights with Winfred, my old friend or in a Georgian mansion in Washington, DC as the Senator's guest." Move with ease whether it is with the rich or whether it is with the poor. And it makes no difference to you who is  rich or who is poor. A chance to have a unique relationship with whomever. The kind of personality that's comfortable. The kind of personality that's not bent  out of shape.

10. Charisma and Sophistication.
Charisma with a touch of humility. The ability to make a statement, but still have people like  you.Class!

This entire list is more valuable than money. With one dollar  and the list I just gave you, the world is yours. It belongs to you, whatever  piece of it you desire whatever development you wish for your life. I've given you the secret. Capital. The kind of capital that is more valuable than money and that can secure your future and fortune. Remember that you lack not the  resources.

                                   WHAT CONSTITUTES a GOOD LIFE

The ultimate expression of life is not a paycheck. The ultimate expression of life is not a Mercedes. The ultimate expression of life is not a million dollars or a bank account or a home. Here's the ultimate  expression of life in my opinion, and that is living a good life. Here's what we  must ask constantly,"What for me would  be a good life?"And you have to keep  going over and over the list. A list including areas such as spirituality, economics, health, relationships and recreation. What would constitute a good life? I've got a short list.

1) Number one, productivity.You won't be happy if you don't produce. The game of life is not rest. We must rest, but only long enough to gather strength to get back to productivity. What's the reason for the seasons and the seeds, the soil and the sunshine, the rain and the miracle of life? It's to see what you can do with it. To try your hand, other people have tried their hand; here's what they did. You  try your hand to see what you can do. So part of life is  productivity.

2) Next are good friends. Friendship is probably the greatest  support system in the world. Don't deny yourself the time to develop this support system. Nothing can match it. It's extraordinary in its benefit. Friends  are those wonderful people who know all about you and still like you. I just lost one of my dearest friends. He died at age 53 - heart attack. David is gone,  but he was one of my very special friends. I used to say of David that if I was stuck in a foreign jail somewhere accused unduly and if they would allow me one phone call, I would call David. Why? He would come and get me. That's a friend.  Somebody who would come and get you. Now we've all got casual friends. And if  you called them they would say, "Hey, if you get back, call me we'll have a party." So you've got to have both, real friends and casual  friends.

3) Next on the list of a good life is your culture. Your language, your  music, the ceremonies, the traditions, the dress. All of that is so vitally important that you must keep it alive. In fact it is the uniqueness of all of us  that when blended together brings vitality, energy, power, influence, uniqueness  and rightness to the world.

4) Next is your religion,  your spirituality. It helps to form the foundation of the family that builds the nation. And make sure you study, practice and teach. Don't be careless about the spiritual part of your nature, it's what makes us who we are, different from animal, dogs, cats, birds and mice. Spirituality.

5) Next
- here's what my parents taught me. Don't miss anything. Don't miss the game. Don't miss the performance, don't miss the movie, don't miss the show, don't miss the dance. Go to everything you possible can. Buy a ticket to everything you possibly can. Go see everything and experience all you possible can. That's what my parents  taught me and it's served me so well to this day. Just before my father died at  age 93 if you were to call him at 10:30 or 11:00 at night, he wouldn't be home. He was at the rodeo, he was watching the kids play softball, he was listening to the concert, he was at church, he was somewhere every night.

Live a vital life. Here's one of the reasons why.  If you live well, you will earn well. If you live well it will show in your face, it will show in the texture of your voice. There will be something unique and magical about you if you live well. It will infuse not only your personal life but also your business life. And it will give you a vitality nothing else can give.

6)Next are your family and the inner circle. Invest in them and  they'll invest in you. Inspire them and they'll inspire you. With your inner  circle take care of the details. When my father was still alive, I used to call  him when I traveled. He'd have breakfast most every morning with the farmers.  Little place called The Decoy Inn out in the country where we lived in Southwest  Idaho. So Papa would go there and have breakfast and I'd call him just to give  him a special day. Now if I was in Israel, I'd have to get up in the middle of the night, but it only took five minutes, ten minutes. So I'd call Papa  and
they'd bring him the phone. I'd say, "Papa I'm in Israel." He'd say, "Israel! Son, how are things in Israel?" He'd talk real loud so everybody could  hear - my son's calling me from Israel. I'd say, "Papa last night they gave me a reception on the rooftop underneath the stars overlooking the Mediterranean."  He'd say, "Son, a reception on the rooftop underneath the stars overlooking the  Mediterranean." Now everybody knows the story. It only took 5 - 10 minutes, but what a special day for my father, age 93.

If a father walks out of the house and he can still feel his daughter's kiss on his face all day, he's a powerful man. If a husband walks out of the house and he  can still feel the imprint of his wife's arms around his body he's invincible  all day. It's the special stuff with the inner circle that makes you strong and powerful and influential. So don't miss that opportunity. Here's the greatest  value. The prophet said, "There are many virtues and values, but here's the  greatest, one person caring for another." There is no greater value than love.  Better to live in a tent on the beach with someone you love than to live in  a
mansion by yourself. One person cares for another, that's one of life's  greatest expressions.
So make sure in your busy day to remember the true purpose and the reasons you do what you do. May you truly live the kind of life  that will bring the fruit and rewards that you  desire.

                                     THE GREAT CHALLENGE OF LIFE 

Here's the great challenge of  life - You can have more than you've got because you can become more than you are. I have found that income seldom will exceed your own personal development.

Once in a while income takes a lucky jump, but unless you grow out to where it is, it will go back to where you  are. Somebody once said if you took all the money in the world and divided it among everyone equally, it would soon be back in the same  pockets.

However, you can have more because you can become more. You see, here is how the other side of the coin reads - unless you change how you are, you will always have what you've got. The  marketing plan won't do it. It's a good plan but it won't work without you.  You've got to work it. It is the human effort that counts.  If you could send a  sales manual out to recruit - wouldn't that be lovely? The major thing that  makes the difference is what YOU do. In order to have more, you need to become  more. The guy says, "If I had a good job I would really pour it on, but I have  this lousy job so I just goof off." If that is your philosophy, you are destined to stay there. Some people say if I had a lot of money I would be really generous, but I don't have much so I'm not generous.  See, you've got to change that philosophy or you will never have "the lots of money." Unless YOU change,  IT won't change. Amazingly, however, when we throw out our blame list and start  becoming more ourselves - the difference is everything else will begin to change  around us.

                                   LEARN to DEAL in CHALLENGES

To really help people in extraordinary ways, learn to deal in challenges. That is what sports is all about, challenges. That is what music is all about. The challenge to play so well someone is inspired. The challenge to say it so well someone gets it. The challenge to be so gifted in  language that someone sees it. Insight is unbelievable; only human beings can do this.

The man closes his eyes and puts his hands over his eyes and says, "I see it." You say, "No, you don't, you've got your eyes closed." No. There is  more than one way to see. And all someone has to do is to see an answer that they can start on immediately and within six months their life could start to multiply and change. Within one year, the difference will be extraordinary and a  person who was lost now becomes a person of influence. Just because someone  helped them to see, for the moment, what was wrong and the possibility to change  it. And then the challenge to go do it and do it well.

Now here is the  best challenge of all, "Let's go do it." Don't always say, "You go do it, you change", but rather, "Let's get healthy, let's go change the world, let's build  an enterprise, let's work on this together." See I always respond better to,  "Let's". Sometimes it is hard to lift yourself out. It's hard to be self  inspired at first, and if someone says, "Come on let's start a new program",  "Come on let's do exercises", "Come on let's get healthy", "Come on let's start  something. I'll be there you be there and you bring a guest and I'll bring a  guest, let's start something." That is so inspiring to have somebody say, "Let's, Let's do it. Let's build a team. Let's win the championship. Let's walk off with the trophy."

"Let's" - Wow, there is something about that that  can keep you awake at nights. There is something about that that turns on the juices. There is something about that that reaches deep in the soul. For a  person that could do extraordinary things when somebody says, "Let's, Let's do it". I've got two with me already if you'll be the next one we can conquer the world." You say, "Whoa. Together nobody is a match for us." By yourself you're vulnerable; but with us, nobody is a match. You say, "Wow! I want to belong to  that team." So figure out ways to say, "Let's."


                 Seven Qualities of Master Achievers by Brian Tracy

If you think the way successful people think and adopt their success habits, you too can be successful. Here are seven qualities of the top 1% of successful people.

1) They are Ambitious.
They see themselves  capable of being the best. They see themselves with the capacity of being really good at what they do. This was a really big thought for me. It held me back for  many years. When I saw people who were doing better than I was, I naturally assumed they were better than I was. And if they were better than I was, then I  must be worse than them, so that would mean they were superior and I was  inferior. That is a big problem in our society. We have feelings of inferiority,  and these feelings of inferiority are often translated into feelings of undeservedness. We don't feel we deserve to be a big success. The word "deserve" comes from two Latin words meaning "from service." You deserve 100% of everything you make and enjoy as long as you get it from serving other people. Your rewards are in direct proportion to your service. If you serve better and  serve more and serve at a higher level and serve more enthusiastically and serve a higher quality, then you'll have a wonderful income you'll deserve every penny  of it. You must see yourself capable of being the best.

2) They are  Courageous.
They work to confront the fears that holds most people back. The two biggest enemies to yours and my success is fear and doubt. Eliminating fear and doubt is the key. The key to eliminating fear: If you want to develop courage, then simply act courageously when it's called for. When you do  something repeatedly, you develop a habit. Make a habit throughout your life of doing the things you fear. If you do the thing you fear, the death of fear is  certain. To overcome fear of rejection in prospecting, you must realize that  rejection in selling is not personal. Top salespeople do not fear prospecting. Face your fear. Do the things you fear. The ability to confront your fear is the mark of the superior person. If you have high ambition and you decide to be in  the top 10%, and you can confront your fears and do the things that are holding  you back, those two things alone will make you a great success.

3) They  are Committed.
The top people in every field, especially the top  salespeople, are completely committed. They believe in themselves; they believe  in their companies; they believe in their products and services; they believe in  their customers; they have an intense belief. We know that there is a one-to-one relationship between the depth of your belief and what happens in your reality.  And if you absolutely believe in the rightness and the goodness of what you're doing, you become like a catalyst. You create what is called a transfer, like an  electrical transfer of enthusiasm. People like to buy from people who truly believe in what they are doing. People who are not committed to what they do  lead very empty lives. The second part is that caring is the critical element in  modern selling. Caring is a critical element in life, as well. All men and women  who enjoy great lives care about what they do! They have passion about what they  do. They love what they do.

4) They are Professional.
Top salespeople  see themselves as consultants rather than as salespeople. When you think of the  word "consultant," what words come to mind? When do you call a consultant? A  consultant is a problem-solver. What word does not appear when you think of a  consultant--the word "salesperson". We don't think of consultants as  salespeople. The most successful consultants in America are the very best salespeople of their services. When a person is positioned as a consultant in  the mind and heart of the customer, he is not seen as a salesperson. Do people like to be sold? Do people like to be helped to improve their lives and work? So they look upon a salesperson as someone who sells them. Selling is something you do "to" someone, and people don't like to be done "to". So when you think of being a consultant, here is the key. How do you position yourself as a consultant with your customers? Of course, you act like a consultant, but even before you get the chance to act like a consultant, you build a rapport. And the most simple answer of all, and this is the most profound principle: People accept you at your own evaluation of yourself. Consultants come in and have a  cup of coffee. Salespeople wait in the waiting room and have a glass of water.  If you say you're a consultant, your customer will accept you as a consultant. >From now on, position yourself as a consultant. Think of yourself as a  consultant. Remember, 80% of what you accomplish on the outside is determined by who you are on the inside. How you see yourself determines how the customer responds to you. The customer's perception of you determines how much they buy and how much they recommend you to other customers.

5) They are Prepared.
They review every detail in advance. To be in the top 10% requires additional efforts. It requires doing things that the average person is not willing to do. It requires making sacrifices the average person is not willing to make. It requires reviewing every detail of every call or situation before every business meeting. But the difference it makes is extraordinary. Before you go into a meeting, do your homework. Successful people are more concerned about  pleasing results than they are about pleasing methods. When you sit down with a  client, there is nothing more complimentary to a client than the feeling that  you have prepared for the meeting.

6) They are Continuous Learners.
They recognize that if they're not continually getting better, they're getting worse. They read, they listen to CDs and they take additional training.  The professional never stops learning. So read, listen to CDs, take continuous  training.

7) They are Responsible.
They see themselves as President of their own personal services corporation. The top people in our society have an attitude of self-employed. 100% of us are self-employed. We are presidents of our own personal services corporation. You work for yourself. The biggest  mistake we can ever make is to think we work for anyone else. We work for ourselves. The person who signs our paycheck may change; our jobs may change,  but we are always the same. We are the one constant--we are always  self-employed. The fact of the matter is -- this is not optional, it is mandatory -- you are the president of your own company, you're the president of  your own career, your own life, your own finances, your own body, your own  family, your own health. You are totally responsible. We are responsible. No one  will ever do it for us. It's the most liberating and exhilarating thought of all, to think that you're the president of your own life.

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Successful People
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