Relax and Recharge Completely

By: Brian Tracy

Regular relaxation is essential for a long life and personal effectiveness. Here are some techniques for relaxing physically that are used by the most successful and highest paid people in America.

Take Time Off Every Week
First of all, work only five or six days per week, and rest completely on the seventh day. Every single study in this area shows that you will be far more productive in the five or six days that you work if you take one or two days off completely than you ever would be if you worked straight through for seven days.

Get Your Mind Busy Elsewhere
During this time off, do not catch up on reports, organize your desk, prepare proposals, or do anything else that requires mental effort. Simply let your mind relax completely, and get busy doing things with your family and friends. Maybe work around the house, go for a walk, engage in physical exercise, watch television, go to a movie, or play with your children. Whatever you do, discipline yourself to shut your mental gears off completely for at least one 24-hour period every seven days.

Get Away on Mini-Vacations
Second, take one three-day vacation every three months, and during that time, refrain from doing any work. Do not attempt to catch up on even a few small things. If you do, you keep your mental gears in motion, and you end up neither resting nor properly doing work of any quality.

Take Big Chunks of Down Time
Third, take at least two full weeks off each year during which you do nothing that is work-related. You can either work or relax; you cannot do both. If you attempt to do a little work while you are on vacation, you never give your mental and emotional batteries a chance to recharge. You'll come back from your vacation just as tired as you were when you left.

Give Yourself a Break Today
If you are involved in a difficult relationship, or situation at work that is emotionally draining, discipline yourself to take a complete break from it at least one day per week. Put the concern out of your mind. Refuse to think about it. Don't continually discuss it, make telephone calls about it or mull it over in your mind. You cannot perform at your best mentally if you are emotionally preoccupied with a person or situation. You have to give yourself a break.

Go For a Walk in Nature
Since a change is as good as a rest, going for a nice long walk is a wonderful way to relax emotionally and mentally. As you put your physical body into motion, your thoughts and feelings seem to relax all by themselves.

Eat Lighter Foods
Also, remember that the process of digestion consumes an enormous amount of physical energy. Therefore, if you eat lighter foods, you will feel better and more refreshed afterward. If you eat more fruits, vegetables, and whole-grain products, your digestive system will require far less energy to process them.

Be Good to Yourself
Since your diet has such an impact on your level of physical energy, and through it your levels of mental and emotional energy, the more fastidious you are about what you put into your mouth, the better you will feel and the more productive you will be. We know now that foods high in fat, sugar, or salt are not good for your body. The lighter the foods you eat, the more energy you have.

Action Exercises
Here are three things you can do immediately to put these ideas into action:

First, plan your weeks in advance and build in at least one day when you will relax from work completely. Discipline yourself to keep this date.

Second, reserve, book and pay for your three day vacations several months in advance. Once you've paid the money, you are much more likely to go rather than put it off.

Third, decide that you will not work at all during your vacations. When you work, work. And when you rest, rest 100% of the time. This is very important.

The Law of Compensation

By: Brian Tracy

You Get What You Give
Ralph Waldo Emerson, in his essay,
"Compensation," wrote that each person is
compensated in like manner for that which he or
she has contributed. The Law of Compensation is
another restatement of the Law of Sowing and
Reaping. It says that you will always be
compensated for your efforts and for your
contribution, whatever it is, however much or however little.

Increase Your Value
This Law of Compensation also says that you can
never be compensated in the long term for more
than you put in. The income you earn today is
your compensation for what you have done in the
past. If you want to increase your compensation,
you must increase the value of your contribution.

Fill Your Mind With Success
Your mental attitude, your feelings of happiness
and satisfaction, are also the result of the
things that you have put into your own mind. If
you fill your own mind with thoughts, visions and
ideas of success, happiness and optimism, you
will be compensated by those positive experiences in your daily activities.

Whether we like it or not, sales is part of our
daily lives. Whether you are trying to close new
business, negotiate an increase in pay, or simply
communicate better with your loved ones, you are
constantly utilizing some form of "sales
technique". So, with the start of the new year,
it is time to improve upon what is likely the
most important skill set that one can have – sales.

Do More Than You're Paid For
Another corollary of the Law of Sowing and
Reaping is what is sometimes called the, "Law of
Overcompensation." This law says that great
success comes from those who always make it a
habit to put in more than they take out. They do
more than they are paid for. They are always
looking for opportunities to exceed expectations.
And because they are always overcompensating,
they are always being over rewarded with the
esteem of their employers and customers and with
the financial rewards that go along with their personal success.

Provide the Causes, Enjoy The Effects
One of your main responsibilities in life is to
align yourself and your activities with Law of
Cause and Effect (and its corollaries), accepting
that it is an inexorable law that always works,
whether anyone is looking or not. Your job is to
institute the causes that are consistent with the
effects that you want to enjoy in your life. When
you do, you will realize and enjoy the rewards you desire.

Action Exercises
Here are two things you can do immediately to put these ideas into action.

First, remind yourself regularly that your
rewards will always be in direct proportion to
your service to others. How could you increase
the value of your services to your customers today?

Second, look for ways to go the extra mile, to
use the Law of Overcompensation in everything you
do. This is the great secret of success.

Tips for Successful Negotiating by Phöne

­ By Art Sobczak **
---------------------------------------------------

Most of us negotiate something every day. Whether it's getting our kids to
willingly clean their rooms, or hammering out an elephant-sized contract
with more details than a politician has "special-interest" donors, our
ability to haggle effects our results. Here are some useful negotiating
tips.

1. Define Your Negotiables, Other than Price.

Inexperienced, unconfident, or plain old lazy reps take the easy route and
drop their price at the first sign of the other person seeking to get a
better deal. Instead, first determine what you could offer, if needed,
that has high perceived value to them, but little cost to you. For
example, moving up the delivery date if they need it quickly, extending
the warranty period . . . some distributors and suppliers like to throw in
some products the customer isn't buying. This has high perceived value,
and gets the customer to test the new product, which might pay off with
future purchases.

2. Analyze Your Strengths, and Their Needs.

Before calling, list what you know they require and emotionally want, what
you have, and what you want. You might know that this buyer always tries
to pound you on price, but you also know you're working from a position of
strength because you're the only one who has the quality of product he
needs.

3. Set Your Objectives.

Just like every call, define, "What do I want them to do as a result of
this call, and what do I want to do?"

4. Aim High, Set Minimums.

As part of your objectives, swing for the fence! Think big. Set the most
favorable objective possible (one that is within reason). The richest
salës reps I know can't believe anyone would think otherwise. Likewise,
set minimums that you're willing to accept. You'll know how much you have
to play with.

5. Prepare for their Possible Tactics.

It's easier if you know the person. For example, knowing that Joe always
starts with an outrageous request helps you prepare your counter-tactic.
Otherwise, you need to dry-run through possible demands and tactics along
with your responses so you're not blindsided into giving away something
you didn't intend to.

6. Gather Information.

As with all salës calls, the more you know, the better.

7. Don't Give More Information (or Anything Else) than Necessary.

I've seen salës reps offer price concessions that weren't asked for ("The
price starts here, but I might be able to do a little better."), and give
up information that the customer used to ask for more concessions ("You
mentioned another customer had additional training manuals thrown in frëe.
I want those too.")

8. Don't Split the Difference.

It's human nature, but it costs you monëy. Let's look at the math. Your
asking price is $50. They offer you $30. You counter with $40 and they
figure splitting the difference is fair. Your tactic: come back with a
pained tone of voice, "I might be able to do $46 or $47." It's more likely
you'll end up better than $40.

9. Trade Your Concessions.

Get something in return. If you get them the better volume price, ask for
a commitment for a blanket purchase order. One-sided giving rarely makes
for a healthy relationship.

10. "If I, Will You?"

A tactic to accomplish the previous point. Before agreeing to what they
want, get a commitment on what they'll give in return. "If I'm able to
move your request to the front of the line, will you increase the order by
500?"

I believe I read this in an ad in an airline magazine for a negotiation
seminar: "You don't get what you deserve; you get what you can negotiate."

About the Author:
Art Sobczak helps salës pros use the phöne to prospect, service and sell
more effectively, while eliminating morale-killing rejection.

Quotes of the Week

'Vision isn't enough unless combined with venture. It's not
enough to stare up the steps unless we also step up the
stairs.'
-- Vance Havner

'It is never too late to be what we might have been.'
-- George Eliot

'Two little words that can make the difference: START NOW.'
-- Mary C. Crowley

'No mistake or failure is as bad as to stop and not try again.'
-- John Wanamaker

Over-Coming Life's Difficult Challenges

We are incredibly resilient and ambitious
people who are used to setting and achieving goals in life.
And yet, from time to time, we all face challenges that
seem insurmountable, a problem we can't crack.

Sometimes it's a personal goal that eludes us. Sometimes we
are knocked down by one of life's tragedies. Sometimes we
face resistance or opposition to a goal that means the
world to us. Whatever the cause, from time to time, we all
face over-whelming adversity and we need a strategy for
dealing with it.

Unfortunately, two of the most common 'strategies' are to
give up, or to keep doing the same thing over and over,
hoping for a different result. I think we can do better
than that!

Here are my suggestions for a better strategy:

1. Acceptance
Reality never lies, and the first step in over-coming
adversity is to recognize it. Sometimes, bad things happen.
Sometimes our good intentions, our best efforts and our
brilliant ideas just don't work. Sometimes, life is hard
and we don't like it, and the first step forward is to
admit 'this isn't working'.

Acceptance does not mean quitting and it does not mean
failure. It means recognizing what IS, getting curious
about why our plans aren't working, and wondering what is
going on. Always face the truth! Sometimes we meet
adversity and we need to recognize and accept it when it
happens.

2. Creativity
Adversity is nature's way of suggesting you try something
else. It doesn't mean changing your goals or giving up, but
it does mean stepping back, asking for advice, talking with
a coach, brainstorming and considering a new approach.

I love the story of Thomas Edison trying many thousands of
ways to invent the light bulb! He never 'failed'; he
discovered thousands of solutions that didn't work! If your
goal is worth achieving, and what you're doing isn't
working, step back, think of 10 or 20 or 100 alternatives
and make a fresh start.

3. Patience and Persistence
There's an old saying that 'God's delays are not God's
denials', and it's good to remember that many problems take
time. Some require years to solve; a few will not be
mastered in a single lifetime.

While it's true that 'nothing can resist the human will',
it is also true that brute force rarely builds anything
beautiful. I have a friend who spent 12 years building a
magnificent china cabinet. How many 'over-night sensations'
labored for 20 years before success 'suddenly' found them?
The Grand Canyon is the result of nothing but running
water, time and persistence.

4. Give up
Some readers will be surprised by this, but sometimes we
cling to dreams that will never happen for us, and in our
stubbornness, we deny ourselves a world of success in other
areas. We invest too much in chasing dreams that are not
ours! Go where it's easy. Do what works and makes sense and
opens doors for you.

You deserve success! You were not created to beat your head
against a wall or to struggle up a mountain without meaning
or clarity. Life DOES have pain and can be horribly unfair,
but that is NOT the total human experience! Mother Teresa
said that 'God will not give me any challenge I cannot
bear', and we need to remember that. The adversity you
experience is, in some way, the raw material for something
greater. Find it.

Philip Humbert, PhD

Should You Have Written Goals?

Over the years, I've written a great deal about setting and
achieving goals. The consensus seems to be that high
achievers 'always' have a clear set of written goals, but I
don't happen to think that's true, and it may surprise you
that I don't believe setting goals is always a good thing.

Make no mistake, in most cases setting goals IS a good
thing. I have a variety of personal goals and I review them
frequently, discuss them with my wife, my coach and my
advisors, and I re-affirm them every morning. In general,
I believe most people will benefit from thoughtfully
selecting a handful of important goals, writing them down,
and going after them.

Here are the major advantages of written goals:

1. They force us to choose. Too often, we want too many
things and scatter our time and attention among all of
them. Selecting a small number of specific goals helps set
your priorities.

2. They focus our efforts. By defining exactly what you
are going to achieve and writing it down, vague desires or
wishes become concrete action plans.

3. Goals attract allies. When people know where we are
going, it's easier for them to help us. There is great
synergy, power and enthusiasm in a shared goal.

Most people, most of the time, will benefit from carefully
defining their goals, writing them down, developing an
action plan and following through.

There are, however, risks to setting goals and for some
people, setting goals can be a dangerous thing. Here are
the major weaknesses of written goals:

1. By focusing our attention on the future, goals can rob
us of the present. Some people get so caught up in their
vision, that they forget to 'smell the roses' each day.
John Lennon observed that 'life is what happens while you
are making other plans.' Don't let your dreams get in the
way of celebrating the present. Live each day and be
grateful.

2. Goals can prevent us from seeing even bigger, easier or
more vital opportunities. Like blinders on a horse, we can
become fixated on our goals and miss opportunities all
around us. Some people are so determined, so ambitious and
so disciplined that they forget to consider the alternatives.

3. Goals can become excuses. Some people set exciting
goals, then use their future achievements as an excuse to
avoid doing what they can and should do today. I've seen
teenagers so caught up the dream of becoming a 'rock star'
that they forget to study. Some adults fall into a similar trap.

Should you have written goals? Almost certainly. Carefully
selected, well-defined goals are the path to achievement,
fulfillment and satisfaction. But some areas of life should
not be 'goal oriented'. When it comes to personal integrity,
or spending time with loved ones, or celebrating the
miracles of daily life, these are not 'goals', they are
simply choices.

Have written goals, but never confuse your future
achievements with real life! Real life happens today. It
happens with the people around you, it happens right here,
right now. Ready or not, this is your life, and it is meant
to be lived to the full. Use goals; live life. Never
confuse the two.

Philip Humbert

Quotes of the Week

'Do what you can, with what you have, where you are.'
-- Theodore Roosevelt

'The lure of the distant and the difficult is deceptive.
The great opportunity is where you are.'
-- John Burroughs

'Our main business is not to see what lies dimly at a
distance, but to do what lies clearly at hand.'
-- Thomas Carlyle

'The young do not know enough to be prudent, and therefore
they attempt the impossible, and achieve it, generation
after generation.'
-- Pearl S. Buck

Quotes of the Week

The thoughts we choose to think are the tools we use to
paint the canvas of our lives.
-- Louise Hay

The problem in my life and other people's lives is not the
absence of knowing what to do, but the absence of doing it.
-- Peter Drucker

If you have built castles in the air, your work need not be
lost. Now put foundations under them.
-- Henry David Thoreau

It is never too late to be what we might have been.
-- George Eliot

The Quest for Total Happiness

I've been thinking about happiness. Specifically, I've been pondering
the keys to total
happiness and thinking about a wonderful book by the Dalai
Lama, 'The Art of Happiness'.

The Dalai Lama argues that, fundamentally, we all seek more
and greater happiness in our lives and that one of the
great questions in life is, 'What makes my life totally
fulfilled and totally happy?'

For many people, happiness is related to money, and
happiness means accumulating wealth. For them, money has
great value and they are motivated to work hard and
smarter, and to use money in ways that make them happy.
But there are thousands of individual differences in how
that works. Some make money and give it all away. Some make
money and hoard it, even burying it in the backyard, while
others invest it, and still others make a show of
displaying a wealth of possessions.

For others, happiness has little to do with money, and they
seek fulfillment in their creativity, or they find ultimate
happiness in family relationships, or by serving others.
There are many paths up the mountain called 'happiness'!

One of the most important distinctions the Dalai Lama makes
is between happiness and pleasure. We can all think of
experiences that bring us delightful pleasure but which
utterly fail to make us 'happy' in life. Almost everyone
enjoys a fine meal, perhaps with good wine, but we all
reject a life of gluttony and drunkenness.

So the question: What makes you truly happy?

This is a central question for the World Class Life
Conference next month, because in order to have a GREAT
life, we must first determine what it might look like. What
are the key pieces of a great and joyful life FOR YOU?

Almost 150 years ago, Henry Thoreau wrote that most people
'live lives of quiet desperation', and sadly, I think
that's still true. All our wealth and freedom, our
education and military power, even our access to the wisdom
and literature of past generations has not created a
society in which most people are 'happy'. Indeed, many
people seem to be incredibly unhappy. With all this freedom
to choose our destiny and create the life we truly want,
why aren't more people happy?

I think this is a vital question. It may even be THE
question for modern adults to ponder and answer. Given that
you can live almost anywhere you choose, read and learn
almost any skill, and have pretty much any reasonable
lifestyle you want, WHAT MAKES YOU HAPPY?

What are your happiest memories? What are your happiest
fantasies, dreams and aspirations? Who do you know who
seems to be truly, massively happy?

What makes YOU happy? At the end of life, what will allow
you to say, 'I did it right. I made good choices. I am
HAPPY with the way I lived my life!' Whatever your answer,
in the coming days and weeks, do more of it, and do less of
everything else.

Philip Humbert

Using Your Inner Guidance SystemUsing Your Inner Guidance System

You have incredible powers of mind and emotions
that give you timely and accurate feedback in every area of your life.

In this newsletter, you learn how to "tune in" to
yourself so you can make the right decision in every situation.

Using Your Inner Guidance System
We know that the body has a natural bias toward
health and energy. It's designed to last for 100
years with proper care and maintenance. When
something goes wrong with any part of our body,
we experience it in the form of pain or discomfort of some kind.

We know that when our body is not functioning
smoothly and painlessly, something is wrong, and
we take action to correct it. We go to a doctor;
we take pills; we undergo physical therapy,
massage or chiropractic. We know that if we
ignore pain or discomfort for any period of time,
it could lead to something more serious.

How to Tell Right From Wrong
In the same sense, nature also gives us a way to
tell emotionally what's right for us and what's
wrong for us in life. Just as nature gives us
physical pain to guide us to doing or not doing
things in the physical realm, nature gives us
emotional pain to guide us toward doing or not
doing things in the emotional or mental realm.
The wonderful thing is that you're constructed so
that if you simply listen carefully to
yourself­to your mind, your body and your
emotions­and follow the guidance you're given,
you can dramatically enhance the quality of your life.

Just as the natural physical state of your body
is health and vitality, your natural emotional
state is peace and happiness. Whenever you
experience a deviation from peace and happiness,
it's an indication that something is amiss.
Something is wrong with what you're thinking,
doing or saying. Your feeling of inner happiness
is the best indicator you could ever have to tell
you what you should be doing more of and what you should be doing less of.

The Messenger
Unhappiness is to your life as pain is to your
body. It is sent as a messenger to tell you that
what you're doing is wrong for you.

Very often, you'll suffer from what has been
called "divine discontent." You'll feel fidgety
and uneasy for a reason or reasons that are
unclear to you. You'll be dissatisfied with the
status quo. Sometimes, you'll be unable to sleep.
Sometimes, you'll be angry or irritable. Very
often, you'll get upset with things that have
nothing to do with the real issue. You'll have a
deep inner sense that something isn't as it
should be, and you'll often feel like a fish on a
hook, wriggling and squirming emotionally to get free.

Divine Discontent
And that is a good thing. Divine discontent
always comes before a positive life change. If
you were perfectly satisfied, you would never
take any action to improve or change your
circumstances. Only when you're dissatisfied for
some reason do you have the inner motivation to
engage in the outer behaviors that lead you onward and upward.

Listen to yourself. Trust your inner voice. Go
with the flow of your own personality. Do the
things that make you feel happy inside and you'll
probably never make another mistake.

Action Exercises
Here are three steps you can take immediately to put these ideas into action.

First, listen to yourself and trust your own
feelings. If there is a part of your life that
causes you stress and unhappiness, resolve to deal with it.

Second, identify those areas of your life where
you are dissatisfied or frustrated for any
reason. What changes should you, could you make?

Third, remember that nature wants you to be
happy, healthy, popular and prosperous. Any
deviation from those conditions is a signal to you that action is necessary.

Author: Brian Tracy

Quotes of the Week

"You are what you think about all day long."
-- Dr. Robert Schuller

"Once you know that what you think about expands, you start
getting real careful about what you think about."
-- Wayne Dyer

"The way we live our days, is the way we live our lives."
-- Annie Dillard

"We must not, in trying to think about how we can make a
big difference, ignore the small daily differences we can
make which, over time, add up to big differences that we
often cannot foresee."
-- Marian Wright Edelman

Tools for The Mind(tm)

Recently, I saw a new set of new, high-tech cookware
hanging in the kitchen and made the mistake of asking how
much it cost. Mary lovingly reminded me that I never scrimp
on the cost of woodworking tools, or new computers, or a
new golf club. Her point is well taken. Investing in the
right tool for the job is always a good idea! When it comes
to our tools, we want the best.

Except. when it comes to tools for the mind.

Whether it's audio programs or books, or classes or
coaching, as a society too often we "can't afford it". How
many of us will invest in a new laptop, a vacation or new
barbeque grill (I recently bought one) but then look at the
cost of a book and convince ourselves that we can't afford
it, and if we bought it, we "wouldn't have time" to read
it?

We all know that we live in the "information age" and that
continuous learning is the key to the future, and yet as a
practical matter, we are "too busy".

I recently talked with a colleague who coaches real estate
brokers and she noted that her most productive clients
"constantly" listen to audio programs. She noted that "if a
person will not (listen to tapes), I don't think they are
coachable. Listening to tapes is the LEAST they can do to
increase their income potential. If they won't do that, I
won't coach them."

I agree.

We all have areas where we MUST improve our performance.
Whether the challenge is in our careers, our families, our
fitness, communication skills or a hobby, staying where we
are is no longer an option. The world is moving too quickly
and changing too fast. We must improve our skills on a
daily basis.

Fortunately, this is not difficult. What's difficult is
finding time to DO more stuff, but I am not talking about
that. In fact, my point is that we should be doing LESS,
but doing it better, smarter and with more joy. Too often,
we confuse activity with productivity, and they are NOT the
same thing!

There is a old story that one of Henry Ford's early
production lines broke down and after his staff had tried
everything they could think of to fix it, he called a
specialist, who found the problem and fixed it in a few
minutes. Later, he sent Ford a bill for $10,000, which was
a fortune at that time.

Ford refused to pay it, claiming it was far too much for
ten minute's work, so the specialist revised his bill to
read, "Repairs, $10. Knowing HOW to do the repair, $9,990."
Ford quickly paid the bill.

Knowing what to do, when and how to do it, pays off!

One of the great ironies of our age is that for the first
time in history, survival is rarely a question. We have
food, clothing and shelter in abundance and are free to
spend our time pursuing other things. The question becomes,
what will you do with your one and only, marvelous life?
Will you collect things, or memories? Will you pursue more
and better "stuff", or a better life?

In Thomas Leonard's memorable phrase, the choice is between
creating a life or building a lifestyle.

Author: Philip Humbert

Ask Yourself for Feedback

by Jack Canfield

As you begin to take action toward the fulfillment of your goals and dreams, you must realize that not every action will be perfect.
Not every action will produce the desired result. Not every action will work.
Making mistakes, getting it almost right, and experimenting to see what happens are all part of the process of eventually getting it right.
Thomas Edison is reported to have tried over 2,000 different experiments that failed before he finally got the light bulb to work. He once told a reporter that, from his perspective, he had never failed at all. Inventing the light bulb was just a 2,000-step process. If you can adopt that attitude, then you can be free to take an action, notice what result you get, and then adjust your next actions based on the feedback you have received.

Ready, Fire, Aim!
Don't be afraid to just jump in and get started moving toward your goals. As long as you pay attention to the feedback you receive, you will make progress. Just getting into the game and firing allows you to correct and refine your aim.

The Most Valuable Question You May Ever Learn
In the 1980s, a multimillionaire businessman taught me a question that radically changed the quality of my life. So what is this magical question that can improve the quality of every relationship you are in, every product you produce, every service you deliver, every meeting you conduct, every class you teach and every transaction you enter into?

Here it is:
"On a scale of 1 to 10, how would you rate the quality
of our relationship during the last week?"
Here are a number of variations on the same question that have served me well over the years...
"On a scale of 1 to 10, how would you rate...
· our service?· my teaching?
· our product?· this class/seminar/workshop?
· this meeting?· our date/vacation?
· our performance?· this meal?
· my coaching/managing?· this book/recording/show?
· my parenting/babysitting?

Any answer less than a 10 always gets this follow-up question:
"What would it take to make it a 10?"

This is where the *really* valuable information comes from. Knowing that a person is dissatisfied is not enough. Knowing in detail what will satisfy them gives you the information you need to do whatever it takes to create a winning product, service or relationship.

There Are Two Kinds of Feedback
There are two kinds of feedback you might encounter - negative and positive. We tend to prefer the positive - that is, results, money, praise, promotion, raise, awards, happiness, inner-peace, etc. It feels betters. It tells us we are on course and doing the right thing.

We tend not to like negative feedback - lack of results, little or no money, criticism, poor evaluations, complaints, unhappiness, inner conflict, pain, etc.
However, there is as much useful data in negative feedback as there is in positive feedback. It tells us that we are off course, headed in the wrong direction, doing the wrong thing. This is priceless information!

In fact, it's so valuable that one of the most useful projects you could undertake is to change how you respond to negative feedback. I like to refer to negative feedback as information for "improvement opportunities." Here is a place where I can get better.

Ask Yourself for Feedback
In addition to asking others for feedback, you need to ask yourself for feedback, too. More than any other source of feedback, your body will tell you whether or not you are on course or not. When you are relaxed and happy, your body is telling you that you are on track. When you are constantly exhausted, tense, in pain, unhappy and angry, then you are off track.

Take time to listen to what your body is saying to you. Take time to listen to your physical sensations and your feelings. They are sending you important messages. Are you listening?

Remember, Feedback Is Simply Information
You don't have to take it personally. Just welcome it and use it.

How to Read Your Prospect Like a Book!

Top salespeople and the most successful managers recognize
the importance of nonverbal communication in the selling
process and have learned to "listen with their eyes." They
understand that one of the easiest and most effective ways to
close sales is to be aware of their prospect's "buy signals."

Are you aware that your body language reveals your deepest
feelings and hidden thoughts to total strangers?

Body language is a mixture of movement, posture and tone
of voice. It might surprise you to know that research indicates
over 70 percent of our communication is done nonverbally. In
fact, studies show that nonverbal communication has a much
greater impact and reliability than the spoken word. Therefore,
if your prospect's words are incongruent with his or her body
language gestures, you would be wise to rely on their body
language as a more accurate reflection of their true feelings.

Gain the Competitive Edge
Get started on the right foot. Research shows that we decide
in the first few moments whether we like someone or not. Yes,
we also judge a book by its cover too. There is absolutely no
substitute for a positive first impression. Create a favorable
first impression and build rapport quickly by using open body
language.

In addition to smiling and making good eye contact, you
should show the palms of your hands, keep your arms
unfolded and your legs uncrossed.

Create harmony by "matching and mirroring" your prospect's
body language gestures. Matching and mirroring is unconscious
mimicry. It's a way of subconsciously telling another that you
like them and agree with them.

The next time you are at a social event, notice how many
people are subconsciously matching one another. Likewise,
when people disagree, they subconsciously mismatch their
body language gestures.

You can build trust and rapport by deliberately, but subtly,
matching your prospect's body language in the first ten to
fifteen minutes of the appointment. For example, if you notice
that your prospect has crossed his or her arms, subtly cross
your arms to match them. After you believe you have developed
trust and rapport, verify it by uncrossing your arms and see if
your prospect will match and mirror you as you move into a
more open posture.

If you notice your prospect subconsciously matching your
body language gestures, congratulations, because this indicates
you have developed trust and rapport. Conversely, if you notice
your prospect mismatching your body language gestures, you
know trust and rapport has not been established and you need
to continue matching and mirroring them.

Body Language Basics
Be mindful to evaluate the flow of "gesture clusters" rather
than isolated gestures taken out of context. Listed below are
some important body language gestures that will help you close
more sales in less time.

Body Postures: There are two basic categories; Open/Closed
and Forward/Back.

In an open and receptive body posture, arms are unfolded, legs
uncrossed and palms are exposed. In a closed body posture,
arms are folded, legs are crossed and the entire body is usually
turned away.

· Leaning back and closed = Lack of interest

· Leaning back and open = Contemplation and cautious interest

· Leaning forward and closed = Potential aggressive behavior

· Leaning forward and open = Interest and agreement

Head Gestures

· Head neutral = Neutral and open attitude

· Tilted back = Superior attitude

· Tilted down = Negative and judgmental attitude

· Tilted to one side = Interest

Facial Gestures

· Eye rub = Deceit, "see no evil"

· Eye roll = Dismissive gesture that indicates superiority

· Looking over top of glasses = Scrutiny and a critical attitude

· Nose rub = Dislike of the subject

· Hand or fingers blocking mouth = Deceit, "speak no evil"

· Chin stroking = Making a decision

· Thumb under chin with index finger pointing vertically along
the cheek = Negative attitude and critical judgment

Are you missing your prospect's buy signals? As a professional
salesperson you must continuously monitor your prospect's
body language and adjust your presentation accordingly. By
knowing your prospect's body language gestures you will
minimize perceived sales pressure and know when it's
appropriate to close the sale!

ACTION PLAN
1. Keep this article handy and read it again just before your
next client appointment.

2. Before you begin matching and mirroring the body language
gestures of your prospects, first practice by matching and
mirroring family members, friends or associates.

3. During your appointment, make a mental note of your client's
three most frequently used gestures.

4. Identify your three most frequently used gestures and work
on eliminating any negative or intimidating gestures.

author: John Boe

John Boe presents a wide variety of motivational and
sales-oriented keynotes and seminar programs for sales
meetings and conventions. John is a nationally recognized
sales trainer and business motivational speaker with an
impeccable track record in the meeting industry.

Do Less, Live More

One of my favorite stories is that when Henry Thoreau told
his friend, Ralph Waldo Emerson, that the key to living
well was to 'simplify, simplify, simplify', Emerson
supposedly replied that, 'one simplify might have sufficed.'
I love the reminder that in many situations, less is more.

The mantra of our age seems to be, 'better, faster, cheaper
and more, more, more!', and the problem is that it's not
always helpful.

This week I told Mary that while the past few weeks have
been unusually busy, and very productive, I'm not having as
much fun as I would like. We are making more, but enjoying
it less, and that's not a good thing!

As we talked it through, it was clear that two different
processes were involved and we had to sort them out.

The first was being clear about our values.

We both love doing stuff, learning things, building things,
starting things. We love things that challenge us or
promise to enrich our lives, so we are suckers for every
great new idea that comes along - and there are lots of
great ideas!

But our values are not around glamour or excitement or
even, primarily around money or success. Our values tend
to be more about relationships, quality time, travel and
education, peace of mind and personal integrity, and the
problem is that our culture rarely encourages or talks
about those things.

The media tends to applaud public displays of wealth or
power or popularity, and our culture celebrates things that
result in 'progress' or tangible profit. And those are
good things! Don't get me wrong - I love both progress
and making a profit!

But, as Emerson observed, 'sometimes money costs too much.'
We noticed that in our rush to jump on several recent
opportunities, we were getting caught up in what Michael
Angier calls 'the thick of thin things' and it wasn't
working for us. A return to personal values is called for.

Secondly, we had failed to plan, and as the saying goes,
'those who fail to plan, are planning to fail.'

In our case, the failures were not obvious. In terms of
profits, we are doing very well, and that is exciting!
It's wonderful to see things come together and to receive
the applause of friends and business associates. It's fun,
it's good - and it's seductive.

We were off balance and off track. We were canceling
private time and postponing important priorities. We were
missing the joy of time together and the daily activities
we value. We had failed to plan, and so the distractions
of life were running away with our schedules, and again,
that is not a recipe for success!

So, we've cut back on activities and are talking about our
values every day. We talk about what we love, what we
cherish, what we stand for. It's not that we had forgotten
these things, but we have realized (again) that it is our
personal responsibility to align ourselves with our values,
and to do it on purpose, every day.

And, we have re-committed to investing time and money and
energy in the things that mean the MOST to us. We have re-
committed to planning our lives, to living from values, and
to making the most of our talents, our relationships, and the
opportunities to live well, rather than to being merely busy.

Philip Humbert, PhD

The End of Procrastination!

People often ask me how to over-come procrastination to
achieve their goals and create the life they truly want.
This week, I discovered two of the essential steps to
dealing with procrastination and making your dreams come
true.

The situation is familiar: We have a vision or goal, and
we know it is within our reach. It may not be simple or
easy, but we KNOW it's possible - if only we would get
started. But we don't. We procrastinate. We plan and
dream and talk, but we fail to take action. Time passes,
things don't change and we berate ourselves in frustration!

That is no way to live your life! Let's look at some solutions.

Step One: Power comes from Purpose!

This week I talked with three people who have big dreams
and wonderful ideas, but they've taken no action. As we
talked, I realized they have no powerful, passionate
REASONS to succeed. No rational person works long and
hard without a good reason!

They each thought they had reasons. Their dreams are
creative and would make them rich if they succeeded. Their
families support them, and they thought their 'reasons to
succeed' were obvious, but their reasons were really just
cliches, and cliches have no real power in them!

Power comes from purpose! The power to get up early, stay
late, and work hard to achieve a distant goal comes from
your heart. It comes from knowing your purpose, your
REASONS for doing it!

When a teenager wants to make the basketball team, or a
mother wants a doctor for her sick child, or we NEED a
college education, human beings will find a way. But
'nice' goals are not enough.

The power to over-come procrastination, take action, find
solutions and keep going comes from one source: Living
your life on PURPOSE! When you know WHY, you'll find
the HOW!

Step Two: Become a Player!

This is simple: are you an amateur, or a pro? Are you
serious, or are you dabbling? Are you committed, or merely
interested? The answers make all the difference.

Again, I've recently talked with several people who claim
to have a sense of purpose behind their goals, but I don't
think they truly mean it. They 'dabble' and leave no
tracks in the sand.

They tell a great story, and they seem committed, but their
actions are not consistent. At some level, they know that
dabbling rarely brings substantive results, and so they
postpone and procrastinate. Action that has no weight or
substance is hardly worth taking, so over the long-haul,
they make little or no effort to achieve their goals.

Don't be a lightweight! The ancient general, Hannibal, is
famous for taking his troops through impossible mountains
and is remembered for saying, 'We will find a way, or make
one.' He found a way!

To over-come procrastination, be a player! Put some weight
and time and money and skill behind your dreams and make
them happen! Life is not a rehearsal and there are no 'do-
overs'! If you have dreams that call you, be certain you
have enough REASONS to justify the investment, and then go
all out! Put your whole life into it! Procrastination cannot
survive in the face of a committed, determined human will!

Philip Humbert. PhD

Quote this day

People who enjoy what they are doing invariably do it well.
­ Joe Gibbs, Hall of Fame American Football Coach

You are educated. Your certification is in your degree. You may think of
it as the ticket to the good life. Let me ask you to think of an
alternative. Think of it as your ticket to change the world.
Tom Brokaw, American Television Journalist

The Law of Accumulation

The Law of Accumulation: how your financial fortune accumulates
slowly over time and then becomes enormous, like a snowball. The Law
of Accumulation: Every great financial achievement is an accumulation
of hundreds of small efforts and sacrifices that no one ever sees or
appreciates.

Develop Discipline
The achievement of financial independence will require a tremendous
number of small efforts on your part. To begin the process of
accumulation, you must be disciplined and persistent. You must keep
at it for a long, long time. Initially, you will see very little
change or difference but gradually, your efforts will begin to bear
fruit. You will begin to pull ahead of your peers. Your finances will
improve and your debts will disappear. Your bank account will grow
and your whole life will improve.

Build Up Momentum
The first corollary of the Law of Accumulation says: "As your savings
accumulate, you develop a momentum that moves you more rapidly toward
your financial goals."

It is hard to get started on a program of financial accumulation, but
once you do get started, you find it easier and easier to keep at it.
The "momentum principle" is one of the great success secrets. This
principle says that it takes tremendous energy to overcome the
initial inertia and resistance to financial accumulation and get
started, but once started, it takes much less energy to keep moving.

Start Slow, Finish Fast
The second corollary of the Law of Accumulation says, "By the yard
it's hard, but inch by inch, anything's a cinch."

When you begin thinking about saving 10 or 20 percent of your
earnings, you will immediately think of all kinds of reasons that it
is not possible. You might be up to your neck in debt. You might be
spending every single penny that you earn today just to keep afloat.

If you do find yourself in this situation, instead of saving 10
percent, begin saving just 1 percent of your earnings in a special
account, which you refuse to touch.

Increase As You Go Along
This small amount will begin to add up at a rate that will surprise
you. As you become comfortable with saving 1 percent, increase your
savings rate to 2 percent, then 3 percent, then 4 percent and 5
percent and so on. Within a year, you will find yourself getting out
of debt and saving 10 percent, 15 percent and even 20 percent of your
earnings without it really affecting your lifestyle.

Action Exercises
Here are two things you can do to apply this law immediately:

First, decide upon your long-term financial goals and then resolve to
work toward them one step at a time. The first steps are the hardest
and you must discipline yourself to avoid backsliding into old habits.

Second, practice the law of accumulation in other parts of your life
as well. Resolve to master a subject one page at a time. Lose extra
pounds one ounce at a time. Learn a language one lesson at a time.
The cumulative effect can be enormous.

By: Brian Tracy

Quote: Dream, Life & You

Each of us was born with wings...(and) has the ability to
go farther than we ever thought possible, to do things
beyond our wildest imaginings.'
-- Barbara Stanny

'If you can DREAM it, you can DO it.'
-- Walt Disney

'A dream is just a dream. A goal is a dream with a plan
and a deadline.'
-- Harvey Mackay

'It only takes one person to change your life - you.'
-- Ruth Casey

Actions Speak Louder Than Words

In the end, performance counts and in many ways, ONLY
performance truly matters. Words are interesting and
emotions are powerful, but in the end, it's what we DO
that matters.

The old saying, 'who you are speaks so loud I can't hear
what you say' is very important because it addresses both
the shallowness of words, and the reality that in life we
measure who a person IS by what they DO.

Over a hundred years ago, William James, arguably the
founder of modern Psychology, noted that 'we sing because
we're happy, and we're happy because we sing.' Emotions can
cause behavior (feelings happy makes us smile), but more
importantly, our behavior creates emotions in a reciprocal
relationship that is vitally important.

If you want to feel happy, do the things that MAKE you
happy - tell a joke, attend a concert, tickle a child, fly
a kite. For normal, healthy adults, most of our feelings
are the RESULT of how we think and what we do.

How often have you felt bored or tired, then gotten
involved in some project and discovered that the activity
picked you right up? We've all had that experience because
positive ACTIONS are a reliable source of positive feelings.

Athletes know all about this. It's called a 'runner's high'
and it's caused by chemicals (endorphins) released in the
brain. When you move your body and do stuff and breath
deeply, the brain literally, physically, rejoices!

And that has EVERYTHING to do with success, motivation and
achievement!

Active, highly effective people ARE happier than the rest
of us. They do more. They think and move and create and try
more stuff! They DO more, and as a result they FEEL BETTER.

Now of course some people suffer from depression or other
physical or emotional disorders, and these are serious
medical conditions that must be treated by a professional.
If you suspect you or a loved one has a medical problem,
for goodness sake, see your doctor! Positive thinking will
NOT fix a broken leg and it won't cure depression!

But for the rest of us, I think it's time for a call to
ACTION! As a nation, we have been focused on the war, a
sluggish economy, and of course here in North America, it's
been winter! We have lots of reasons to be cautious, to
stay home, and be careful. But now spring has come. Let's
move it!

A basic law of physics says that an object at rest will
stay at rest, while an object in motion tends to stay in
motion. Let's be objects 'in motion'!

Now is the time to make those calls, write your spring and
summer business plans, set goals, even go outside and plant
some flowers. Create beauty in your yard, bring it into
your office, and add it to your home. Surround yourself
with music and laughter, with inspirational posters and
projects that excite you. It's time to invest in your
future and MAKE IT HAPPEN!

Be an object in motion! Just DO it!

Author: Philip Humbert

Using Your Inner Guidance System

We know that the body has a natural bias toward
health and energy. It's designed to last for 100
years with proper care and maintenance. When
something goes wrong with any part of our body,
we experience it in the form of pain or discomfort of some kind.

We know that when our body is not functioning
smoothly and painlessly, something is wrong, and
we take action to correct it. We go to a doctor;
we take pills; we undergo physical therapy,
massage or chiropractic. We know that if we
ignore pain or discomfort for any period of time,
it could lead to something more serious.

I hope you are as excited as I am about the
possibilities of superfast reading with
PhotoReading. If you haven't ordered, please do
today. This is the best way to get through the
top business books of today such as
"Freakonomics," "Good to Great," "The Tipping
Point," "Blink," "Rich Dad, Poor Dad," and of
course, my books "The Power of Charm" and "Focal
Point"… which you probably bought but haven't read!!

With PhotoReading you learn how to process and
understand any book at least three times faster
than you can now… handle incoming mail and email
swiftly and promptly… make informed decisions
with every piece of printed material… be more
relaxed and confident when reading… gain more
pleasure from pleasure reading. This is something
you will even want to share with your entire family.

How to Tell Right From Wrong
In the same sense, nature also gives us a way to
tell emotionally what's right for us and what's
wrong for us in life. Just as nature gives us
physical pain to guide us to doing or not doing
things in the physical realm, nature gives us
emotional pain to guide us toward doing or not
doing things in the emotional or mental realm.
The wonderful thing is that you're constructed so
that if you simply listen carefully to
yourself­to your mind, your body and your
emotions­and follow the guidance you're given,
you can dramatically enhance the quality of your life.

Just as the natural physical state of your body
is health and vitality, your natural emotional
state is peace and happiness. Whenever you
experience a deviation from peace and happiness,
it's an indication that something is amiss.
Something is wrong with what you're thinking,
doing or saying. Your feeling of inner happiness
is the best indicator you could ever have to tell
you what you should be doing more of and what you should be doing less of.

The Messenger
Unhappiness is to your life as pain is to your
body. It is sent as a messenger to tell you that
what you're doing is wrong for you.

Very often, you'll suffer from what has been
called "divine discontent." You'll feel fidgety
and uneasy for a reason or reasons that are
unclear to you. You'll be dissatisfied with the
status quo. Sometimes, you'll be unable to sleep.
Sometimes, you'll be angry or irritable. Very
often, you'll get upset with things that have
nothing to do with the real issue. You'll have a
deep inner sense that something isn't as it
should be, and you'll often feel like a fish on a
hook, wriggling and squirming emotionally to get free.

Divine Discontent
And that is a good thing. Divine discontent
always comes before a positive life change. If
you were perfectly satisfied, you would never
take any action to improve or change your
circumstances. Only when you're dissatisfied for
some reason do you have the inner motivation to
engage in the outer behaviors that lead you onward and upward.

Listen to yourself. Trust your inner voice. Go
with the flow of your own personality. Do the
things that make you feel happy inside and you'll
probably never make another mistake.

Action Exercises
Here are three steps you can take immediately to put these ideas into action.

First, listen to yourself and trust your own
feelings. If there is a part of your life that
causes you stress and unhappiness, resolve to deal with it.

Second, identify those areas of your life where
you are dissatisfied or frustrated for any
reason. What changes should you, could you make?

Third, remember that nature wants you to be
happy, healthy, popular and prosperous. Any
deviation from those conditions is a signal to you that action is necessary.

By: Brian Tracy

Copywriting.

Did you know it's possible to make more money in one hour
using the highest paid skill in the world than the best
English Teacher makes in one year? It's true.

What is this skill? First off, let me tell you what it's
not:

It's not engineering ...

It's not public speaking ...

It's certainly not computer programming ...

And it's not website design ...

... it's Copywriting.

Copywriting - very simply, copywriting is the ability to put
words on paper that get people to send you money.

Copywriting creates tremendous leverage, because once you
get the right words on paper, all you have to do is use the
right media to deliver that message to the right person.

Do the work once, use it forever.

Let me tell you a story about a man named Gary. Gary was an
encyclopedia salesman who wanted to get into information
publishing. He was a very good salesman, but he hated the
long days, and hated the rejection.

He made a lot of money, but he hated seeing people face to
face. Hated it.

The reason Gary wanted to get into information publishing
was so that he never had to do face to face selling and
telephone prospecting again.

The idea of sending out a letter in the mail, and having
money come back without ever seeing his customers or even
talking to them on the phone appealed greatly to Gary.

Plus he could have a printer print up all his letters, and
the post office deliver them so that he would never have to
do any work. Write the letter, have others send it out. Gary
is, of his own admission, a somewhat lazy fellow, so you can
see why the information business appealed to him.

So, Gary went to the library, checked out all the books on
direct mail, studied them scrupulously, and then went out
and did exactly what they said to do.

What happened? Gary failed miserably. He didn't get any
orders - not one. He lost his butt doing what the books told
him to do. Now Gary may be, at times, lazy, but he's
certainly not dumb. He quickly came to the conclusion that
the people who wrote the books didn't have a clue what they
were talking about.

So, Gary threw out the books, and used what he had learned
while he was selling encyclopedias to write a letter. He
took all the elements of his sales presentation, and put it
in print. So now, instead of giving a sales presentation one
on one, he could deliver it to millions of people at the
same time.

So Gary had a few of his letters printed, and he mailed them
out. And he did get some orders. And he used the money from
the order to mail more letters. And then he used the money
from those orders to mail even more letters. And so forth.

What was the bottom line? Simply this: Gary was soon able to
mail so many letters, that he brought in over 20,000 checks
per DAY! In fact, he brought in so many orders he had to
hire 35 housewives just to make his bank deposit.

What was Gary selling? It doesn't matter! See, the magic was
not in the product - it was in the letter!

People were sending Gary money because of the words they
contained in the letter. And, the neat part was, Gary only
had to write the letter one time - once it worked all he had
to do was mail it.

That's the power of copywriting. I've never had 20,000
checks per day come in, and quite frankly I'd never want to.
That's too much work to process all those orders. But I do
have, in my possession, several "million dollar" sales
letters I've written - letters that have brought in over one
million dollars.

Whenever top marketers want to make more money, they just
mail these letters and the money comes in. Write the letter
once, collect the checks forever. I do the same thing, and
have with my most successful business ventures and with
clients.

Copywriting truly is the highest paid skill in the world.
Gary, who I just told you about, now charges $25,000 plus 5%
of the gross just to write one ad or letter. And he has a
waiting list - people are standing in line, hoping Gary will
write a letter or ad for them.

Why would they do this? Because they know once the ad or
letter is written, all they have to do is mail it.

In fact, Gary once wrote a diet ad for a client of his that
brought the client over $40 million in sales. The client
happily paid Gary his fee, plus $2 million in royalties.
Heck, wouldn't you?

Gary makes this kind of money because he knows how to put
words on paper that get people to send it money.

I can't think of a better skill to learn.

See, the truth of the matter is, you can't hire many of the
best copywriters. Why? Because they're too busy running
their own businesses and writing for themselves.

That way they get to keep all the money. I've made as much
as $80,000 in a single month due to my copywriting skills -
and I wasn't even in the office! You can't even hire me,
because I make too much money writing copy for myself.

Writing copy is the most exciting business in the world, but
you can't learn to do it in college. You have to learn from
people who are doing it in the real world, people who are
getting real world results. And it's very hard to find these
people.

Yours for smart marketing and making money doing something
you love . . .

Dave Dee

Happy Clients Are The Enemy

Happy clients don't complain. Happy clients aren't looking
for new solutions. And, happy clients will not spend their
money on something they don't need.

'But client satisfaction is the foundation of my business,'
you exclaim.

So true! Your client's complete satisfaction should be your
ultimate goal. Here is the key question: If a client is
satisfied with your service today, will your service meet
their changing needs tomorrow?

Change is the only constant in business. Your client's needs
change every day and your challenge is to identify those
needs that are causing dissatisfaction in their life.
Finding and solving these elusive needs will lead to more
sales for your business.

Ask yourself, are you searching for new areas of client
dissatisfaction for your service to solve? Are you focusing
your marketing on what they want and desire? Are you
positioning yourself as a solution to their problems?

Clients and prospects are always looking to improve their
life and their business, just as you are. What they
currently possess may satisfy them today but that is sure to
change. Within this change resides opportunities for you.

Your growth and prosperity will come from the unsatisfied
and the needy. These are the people who may or may not know
they need a solution. It is your job to uncover their hidden
needs and supply the solution.

So you ask, 'If they are satisfied now, I need to create a
new dissatisfaction?'

No, you are not necessarily creating the dissatisfaction but
uncovering it for them to see. We don't realize that we need
what we don't have. Simply put, you cannot satisfy a need
until you know that you have one in the first place.

For example, not too long ago there was a time when
computers did not exist. We were unaware of the influence
and benefits that these machines would have on our daily
lives. Yet we survived without them in blissful ignorance
as we plodded through the workday. Today, you can't run a
business without a computer on your desk!

You must find the dissatisfaction and creatively communicate
your solution to the client. Until you make this discovery,
happy clients are not interested in purchasing more from
you. Your goal must be to find an offering that fills a
need, solves a problem, or improves their condition.

Offering services that put an end to their current
dissatisfactions is the best way to insure continued
business growth.

Become a leader and innovator within your service industry.
With this strategy you will position your business as a
valuable resource that is trusted and looked on as the best
choice in the market. This makes sales much easier,
decreases your competition, and greatly increases your
success.

Kick butt, make mucho dee-nero!

~Dave Dee

The Quest for Total Happiness

This morning I've been thinking about happiness.
Specifically, I've been pondering the keys to total
happiness and thinking about a wonderful book by the Dalai
Lama, 'The Art of Happiness'.

The Dalai Lama argues that, fundamentally, we all seek more
and greater happiness in our lives and that one of the
great questions in life is, 'What makes my life totally
fulfilled and totally happy?'

For many people, happiness is related to money, and
happiness means accumulating wealth. For them, money has
great value and they are motivated to work hard and
smarter, and to use money in ways that make them happy.
But there are thousands of individual differences in how
that works. Some make money and give it all away. Some make
money and hoard it, even burying it in the backyard, while
others invest it, and still others make a show of
displaying a wealth of possessions.

For others, happiness has little to do with money, and they
seek fulfillment in their creativity, or they find ultimate
happiness in family relationships, or by serving others.
There are many paths up the mountain called 'happiness'!

One of the most important distinctions the Dalai Lama makes
is between happiness and pleasure. We can all think of
experiences that bring us delightful pleasure but which
utterly fail to make us 'happy' in life. Almost everyone
enjoys a fine meal, perhaps with good wine, but we all
reject a life of gluttony and drunkenness.

So the question: What makes you truly happy?

This is a central question for the World Class Life
Conference next month, because in order to have a GREAT
life, we must first determine what it might look like. What
are the key pieces of a great and joyful life FOR YOU?

Almost 150 years ago, Henry Thoreau wrote that most people
'live lives of quiet desperation', and sadly, I think
that's still true. All our wealth and freedom, our
education and military power, even our access to the wisdom
and literature of past generations has not created a
society in which most people are 'happy'. Indeed, many
people seem to be incredibly unhappy. With all this freedom
to choose our destiny and create the life we truly want,
why aren't more people happy?

I think this is a vital question. It may even be THE
question for modern adults to ponder and answer. Given that
you can live almost anywhere you choose, read and learn
almost any skill, and have pretty much any reasonable
lifestyle you want, WHAT MAKES YOU HAPPY?

What are your happiest memories? What are your happiest
fantasies, dreams and aspirations? Who do you know who
seems to be truly, massively happy?

What makes YOU happy? At the end of life, what will allow
you to say, 'I did it right. I made good choices. I am
HAPPY with the way I lived my life!' Whatever your answer,
in the coming days and weeks, do more of it, and do less of
everything else.

Author: Philip Humbert, PhD

Lowest Price or Best Solution?

Everyone wants a bargain. When we shop, we always look for
a 'good deal' because we want to receive maximum value for
our money. The key to building your business is to know HOW
your customers MEASURE a 'bargain.'

When we buy a product where the features and benefits from
various suppliers are virtually identical, a bargain is
almost always measured in terms of low price. When we buy a
bag of rice or a box of corn flakes, for most of us the
brand makes little difference. We want a low price and will
often buy the brand that is on sale.

On the other hand, when we are buying a product or service
where we believe quality, reliability or other essentials
could vary widely, price becomes secondary. Who shops for
the cheapest brain surgeon?

Many professionals and small business owners make a mistake
in trying to compete on the basis of price, when they would
be far better off emphasizing the qualities that their
customers value most highly.

Everyone can recall choosing a restaurant because of the
atmosphere, superior service or extra attention we
receive. Especially for a special occasion, we may drive
many miles and pay extra to be certain we will get a
'bargain' in terms of a delightful dinner experience.

Most of us hire our attorney, our accountant, dentist
and physician for reasons other than low price. Perhaps
location and convenience were critical factors, or the
recommendation of a trusted friend may have been important.
Perhaps they have a specialty we value, or we may have been
impressed with their competence.

The same principles apply in selling your services! Find
out what your customers want, how they define a 'bargain'
and focus on THAT, every single time, to every single client.

Author: Philip Humbert, Phd

Ideas Are Your #1 Asset

Tips from a Top Patent Attorney for Protecting Your Ideas and Innovations
by Michael Lechter

When Robert Kiyosaki -- author of the best-selling books "Rich Dad,
Poor Dad" and the 'Rich Dad series -- sought the legal services of
Michael Lechter, a top intellectual property (IP) and patent attorney
with Squire, Sanders & Dempsey in Phoenix, Arizona, he brought with
him a prototype of his new board game 'CashFlow 101' and a steely
determination not to repeat history.

Twenty years prior, Kiyosaki developed a nylon and Velcro wallet --
dubbed the 'surfer wallet'. Sales exceeded his wildest expectations.
But he neglected to protect his invention by securing a patent and,
three years later, when competitors stormed the marketplace with
'knock-offs', sales plummeted. The company folded the following year.

Lechter, who has since joined the team of Rich Dad's Advisors and
written the book 'Protecting Your #1 Asset," guided Kiyosaki through
the legal maze of patent, trademark and copyright protection for the
'Cashflow 101' and 'Cashflow for Kids' games. He encourages all
innovators to implement basic strategies to sustain competitive
advantages, and ensure that they -- as opposed to competitors --
profit from their innovations.

Five Key Steps:
Lechter details five key steps that every creator of a game or toy --
or any product -- should follow:
1. Keep contemporaneous records of product development; sign and
date each entry, and have it witnessed. There are a number of
circumstances which might require proving what you did and when.
2. Develop a protection strategy. Legal protection mechanisms
(trade secrets, utility patents, design patents, trademarks,
copyrights, and mask work protection) can be used sequentially and/or
concurrently to protect different product aspects.
3. Consider patent protection early - after you've gone to
market is too late in most of the world! In the U.S., an inventor has
one year from the first commercialization, or public disclosure of
the invention in which to file a patent application.

Most other countries do not have any such grace period. Filing a
patent application early in the development cycle of a product can
also minimize the time that the product is on the market before a
patent is granted.
4. Consciously build intellectual property into your product.
Any distinctive, non-utilitarian aspect of your product can become a
trademark including e.g., color schemes (trade dress),
non-utilitarian design elements, smell, even sound (music or voice).
5. Before putting a product on the market, investigate potential
adverse third party patents or trademarks. You can do a preliminary
investigation online at USPTO.gov. A patent attorney should be
consulted for comprehensive investigations.

Lechter, in intellectual property since 1972, is an adjunct professor
at Arizona State University and a featured presenter for The Learning
Annex. He is committed to educating business owners and entrepreneurs
about turning competitive advantages into assets and ensuring that a
company's creativity and innovation are its number one assets.

Michael Lechter, Esq. is an attorney specializing in intellectual
property (IT) law since the early 1970's and handled the
patent-protection on Robert's game CASHFLOW#174; 101. Author of
Protecting Your #1 Asset, Michael teaches people how to turn ideas
into income-generating assets.

Breaking The Success Barrier

Session 1: Know What You Want
The golden age of opportunity. Masters and victims of change. Owning
your future. How to blaze your own trail. A lifetime of searching.
What makes some people successful? You are what you think you are.
Choose your own thoughts. Controlling your response to life's
challenges. Cultivating optimism. The principle of the "Objective."

Session 2: Do Whatever It Takes
Becoming action oriented. Learning the "Offensive" principle. Feeding
your need for control. Planning continuous and sustained attacks. Why
we need courage. The power of persistence. Learning the GOSPA formula
for success. The difference between desire and ability. How the
world's top executives spend their days. The ultimate test of leadership.

Session 3: Put First Things First
Mastering a simple formula. Paradigm shifts in the 20th century.
Organizing your life. The problem of complexity and how to avoid it.
Making lists of your priorities. The 80/20 rule. Using the ABCDE
method to simplify your life. Something old, something new. The seven
"R's" to greater productivity.

Session 4: Concentrate Your Powers
Learning to concentrate. Your one most important goal. The benefits
of self-discipline. Cultivating the commitment of champions. The
seven critical success factors. Increasing your return on equity.
Planning in advance. Keeping your eye on the prize.

Session 5: Lead from the Front
Becoming a united force. Playing the part of a leader. The greatest
success story ever told. Three major forms of power. Asking the right
questions. The qualities of effective leaders. Maintaining your
vision. Determining your core competencies. Giving what you're
getting. How to pass life's many tests.

Session 6: Leverage Your Strength
The principle of concerted action. Supporting your team. Taking on
more responsibility. Why many small businesses fail. The four types
of people. The key to becoming a great manager. Command vs. control
management. The importance of conflict. The power of group commitments.

Session 7: Learn All You Can
The principle of intelligence. Honing your ability to gather
information. Getting the facts straight. Upgrade your education. A
results-oriented world. The minimum requirement for success. Tapping
your brain's power. Striving to be brighter than the rest.
Accelerated learning techniques. The three most important forms of
knowledge. Rules of continuous learning.

Session 8: Be Fast on Your Feet
The principle of movement and positioning. Creativity and
entrepreneurial thinking. The purpose of every business. Strategies
for becoming more flexible in a highly-competitive market. Getting a
share of the customer. Zero-based thinking. The importance of
admitting our errors. Flexing your creative muscles.

Session 9: Minimize Your Costs
Appraising your worth. Choosing your battles. The principle of
economy. Becoming an invaluable asset. Ten steps that will accelerate
your personal and professional advancement. Developing a positive
image. The value of networking. Strengthening your character.

Session 10: Conserve Your Resources
The principle of security. Building your financial fortress. Securing
a positive mental attitude. Why we take things for granted. The
importance of customer service. Improving the quality of life. The
age of the independent contractor. Seizing the initiative. Battling
the know-it-all within all of us. Saving your money. The financial
secrets of self-made millionaires.

Session 11: Do the Unexpected
The principle of surprise. Satisfying the customer's appetite for
speed. Why customers love individuals. Listening to and acting on
every complaint. Your most important competitive edge. The four
levels of customer service. Learning from your rivals.

Session 12: Fulfill Your Potential
The principle of exploitation. Taking advantage of your resources.
Launching your shuttle toward success and lifetime prosperity. The
importance of strategic follow-up. The disguise of every opportunity.
Look within yourself. Determining your unique talents and abilities.
Becoming a no-limit person.

Brian Tracy International

Selling Is Like Dating

by Wendy Comeau

There's a lot going on when a sale is made - a
lot that happened to get to that magical point
where the customer reaches into her Coach bi-fold
and hands over her plastic. How did she get to
that point? What made her choose your product
over all the others she could have purchased? Was
it the advertising? The features of the product
itself? Her mood? The persuasiveness of your
sales staff? The behavior of consumers is
complex, but there is a systematic set of steps
you can take to help turn browsers into buyers

Step-By-Step…

Assume you're at a party and you spot an
attractive person hanging out by the hummus and
pita tray. Assume further that you'd like to go
on a date with them, and that you have at least
marginal social skills. The first thing you say
to this person is probably not
"Hello-my-name-is-Jamie-would-you-like-to-go-out-to-dinner-with-me-next-Tuesday?"
(Even if your name is Jamie). Instead, there are
a series of intermediate steps you'll probably
take in order to increase your chances of landing
the date. Selling is like that, too; it's a
systematic, multi-stage process. There are
several systematic processes that are effective,
but our focus here will be on a process that is
highly customer-focused. The steps are outlined below.

1) Establish Rapport and Credibility

People do business with people they like and feel
they can trust. Your job is to make your customer
want to do business with you. Your job is not to
make your customer think you are smart, rich,
handsome, or really good at basketball, though
some of these may come in handy. How? It depends
on your customer. Let me explain…

Highly effective sales people (and sales
messages, for that matter) tend to be highly
adaptive to the customer - not the other way
around. If your customer is casual and low-key,
be casual and low-key. Perhaps use humor and
light conversation. If your customer is in a
hurry, cut the small talk and get right to
addressing their needs. If your customer likes to
talk about basketball, indulge him.

Adaptation can take place along two dimensions:
1) pace (fast versus slow) and 2) task or
relationship oriented-ness (build-relationship
versus get-right-to-business). Below is a
quick-reference chart for ideas on how to relate
to people along these dimensions.

Want to know which type you are? Click here to take a quick quiz.

ANALYTICAL PERSON
- Establish your credibility
- Give credentials
- Acknowledge their expert status DRIVEN PERSON
- Get down to business quickly
- Listen to their objectives
- Be personal, but reserved
AMIABLE PERSON
- Engage in informal talk
- Show interest in their work
- Reference people they may know EXPRESSIVE PERSON
- Talk about people
- Show interest in them as a person
- Let them talk
- Be entertaining

Pace ---> Faster
While you're involved in this process, now's a
good time to establish credibility as well. Some ways to do this:

Ask precise questions (it lets people know you've done your homework).
Listen intently and actively.
Don't be a know-it-all. That just pisses people off.
Deliver on your promises.
Ask confirmation questions that can be answered
'yes' or 'no,' and that demonstrate you
understand where the customer is in the decision process.
An example of a good confirmation question would
be "So you're looking for a color printer that's
good for printing digital photos, but you're not
sure about the value of some of the extra features on the high-end models?"

2) Gather Customer Information

This is potentially a very deep and involved
topic, worthy of it's own article or even
tutorial. For now, we'll stick to an overview of
typical areas of information weakness. The first
relates to changes and challenges in your
customer's industry. It's important to know the
relevant obstacles they face every day, know
their pain points, and try to understand how
their landscape may be changing. For example: if
you're selling office furniture, know what the
trends are in your target area. Are more
businesses moving toward "hoteling" space for
their employees? Are they getting away from
cubicle farms and moving back to traditional
offices? Maybe there are newly publicized
environmental concerns with fabric treatments, or
an energy crunch that may call for
energy-efficient lighting. Know what's on the
horizon for your customers and help them deal
with the trends and changes they face.

Another area that can be a potential information
void is an understanding of your customer's true
objectives and resource limitations. Fill the
void by learning what benefits they care about
most in your product. Customers buy based on
benefits, so be sure you understand what these
are. (For a review of what 'benefits' are, read
our tutorial "What do Customers Really Buy?")

Also, try to understand what influences their
buying decisions and what political and financial
factors affect their actual buying procedures.
Must they use a purchase order, or will they use
a company or personal credit card? Will they be
able to make the purchase decision on their own,
or will they need compelling facts about the
product to bring back to the decision maker at home or work?

Know your competition. This is basic marketing,
but cannot be stressed enough. Know where your
product lies on a snake plot as compared to your
competitors' product. (Need a review of what a
snake plot is? See our tutorial "Snakeplots for
Understanding Customer Perceptions.") Be frank
when you talk about relative advantages of your
product versus that of the competition. You can
emphasize the positives of your product,
certainly, but lying or exaggerating will only
erode the trust and credibility you built up
earlier, while you were talking about basketball.

Remember: customers buy for their own reasons,
not yours. Don't jam your perception of how
fabulous your product is down their throat.
Listen to what they care about most and address those points.

3) Propose Action

Your proposal for action is some sort of proposal
to purchase your product. The way to propose
action is to tell your story and let the buyer
decide. How do you 'tell your story?' You suggest
a solution and then convince your customer that
your solution/product can do what the competition
does, only better. The key here is that the
customer must perceive a distinction between your
product and the competition. The most effective
way to demonstrate distinction is to make sure that your proposed solution is:

Relevant to your customer's needs, which you
discovered through active listening and
questioning in the information-gathering stage.
Different from the actions/solutions/products
being offered by the competition.
Help the customer understand how your product
provides the benefits that are most important to
her. And then explain how it does so better than
the competition. You can't do this unless your
product has been positioned firmly and your sales
force is intimately familiar with your
positioning statement. (Need a review on
positioning? You guessed it… check out our
tutorial on the subject: "What is a Positioning Statement?").

4) Getting Commitment

Some degree of commitment is important at the end
of every sales-related encounter. If you don't
sense that you can close an ideal sale, try to
walk away with at least an incremental
commitment. For example, if your customer is not
ready to place a season's worth of orders for
your Levi's Super Low Hip-Huggers. Try to land a
commitment for a special, short-term promotional
order, or even to just set an appointment for her
to come to your office and look at more samples and discuss various options.

Side note: before you get to that point, it's
best to have already formulated some potential
commitments. I.e.; have an outline in your head
of your optimal commitment, your minimal
commitment, and a menu of creative options in between.

On the way to a commitment, you may encounter
objections. (Gasp!) To help get past these, try the following:

Before you sell, make a list of foreseeable
objections and develop solutions for them.
Always confirm and demonstrate you understand the objection.
Understand that obstacles exist because customers
perceive that they might 'lose' somehow; getting
around this will require an assessment of the customer's attitude.
Use questions to assess the customer's attitude,
such as "Is there anything about which you're uncertain?"
Once you understand the objection, you're better equipped to address it.

Some Final Thoughts

It's the customer who matters most; the customer
whose needs come first. Listen to them. Know what
benefits they care about, learn what their
concerns are, and focus on those. Be flexible and
adapt to your customer, don't expect her to adapt
to you. And remember, if you don't meet your
customers' needs, someone else will.

You'll be Judged by Your Voice

From its earliest days the Net has been home to a rich variety of
voices. Never before have regular people had the means to communicate
their views to such a large and diverse audience. In fact, before the
Net came along, the power to publish lay in the hands of a few
powerful media companies alone. The best that you or I could hope for
was to find that our letter to the editor had made the cut.

The technology of the Net allowed anyone and everyone to publish
their views. From Usenet, to The Well, to a choice of thousands of
discussion lists and groups - millions of people discovered the joys
of raising their voices online.

Within this new culture, a premium was placed on voices that had a
unique and authentic character. That was how people stood out within
a text-based environment. No graphics. Nothing to see. Just words.
And the words that spread furthest were the words that carried the
unmistakable ring of an interesting voice.

The voices that attracted the widest or most attentive audiences did
so not by being loud, but by being interesting. And even being
interesting wasn't enough. There are lots of people out there with
interesting things to say. In addition, you needed to write in a way
that engaged the attention of your readers and always rang true.

This all happened before commerce came to the Web. And during that
period, people developed an uncommon sensitivity to voice online.

When commerce finally came to the Web, the writers or copywriters who
were responsible for writing commercial sites, emails and newsletters
failed to tap into the unique touch and flavor of online writing.
Instead, they simply borrowed their writing styles from what they
knew best - print and broadcast media.

And even today, companies online still don't get it. They still write
their online text in the slick, corporate style of offline writing.
The text of ecommerce has no character, no humanity, no recognizable voice.

This is a problem because your prospects and customers are quick to
ignore and skip over 'dead' text - wherever they see it.

To illustrate the point, here are two ways of talking about the new
Apple iBook laptop computer.

First, here's how Apple pitches it on their site:

The first thing you'll notice is that the iBook weighs just 4.9
pounds - almost 2 pounds lighter than before. You'll also note that
this iBook is appreciably smaller: just 11.2 inches wide, 9.1 inches
deep and 1.35 inches thick. The perfect size and shape to fit in your
backpack or briefcase. Fact is, the new iBook is designed to fit your
life. Fortunately, it's priced so you can still afford to have one.
Starting at $1,299.

With iMovie, iTunes and iTools, the new iBook is designed to work and
play with your digital tools and toys. Fact is, the iBook adds
fun-filled new dimensions to your MP3 player, music CD collection,
digital camera, DV camcorder and personal digital assistant. Your
iBook is right there at the center of it.

We'll forgive the writer for starting two sentences in the same way
with 'Fact is,'. A minor point.

But more telling is the construction and rhythm of the text. Take a
look at the four sentences at the end of the first paragraph.

The perfect size and shape to fit in your backpack or briefcase. Fact
is, the new iBook is designed to fit your life. Fortunately, it's
priced so you can still afford to have one. Starting at $1,299.

The first sentence has 12 words. The second has 11 words. The third
has 11. And the fourth and final sentence has just 3 words.

In other words, you get three sentences of equal weight and emphasis
followed by a very short, final sentence that places focus on the
price, and closes the paragraph on a high note. If you get my drift.

What's the big deal? The construction of the copy reeks of
'professional ad writer'. That's how you write for a print ad or a
catalogue. The construction is too measured, the voice too
commercial. The style is from the offline world where, as a customer,
you're meant simply to pay attention and listen to the message.

By way of comparison, here is an excerpt from an iBook review at epinions.com:

The first iBook was, like the first iMac, trying to make too radical
of a statement. The monstrosity weighed in at nearly 7 pounds. When
opened, it looked like an orange toilet seat. When closed, it looked
like a Hello Kitty purse (especially with that handle!). The colors
Apple picked made it look like a toy more than anything else. It was
underpowered and, despite Apple's greatest efforts, it was still
overpriced. The original iBook became sort of the odd little runt in
Apple's line - like the ugly duckling - and it sold like that too.

Well today is the day the little duckling turns into a beautiful
swan, and BOY whadda swan it is!

True, Apple probably wouldn't have the nerve to publish text like
this - however right the reviewer may be.

But it's not really the content I'm talking about. It's the voice and
the construction - or lack of construction - of the text. This iBook
reviewer writes pretty well, but the text isn't 'self-aware' or
'self-indulgent'. The voice is normal. It's from a regular person
with an interesting opinion.

The text has a strong character that is individual, not commercial.

And that's pretty much what I'm talking about. Real voices online
have character. And for that character to ring true in the online
environment, it has to be authentic, interesting and human. That's
why the 'toilet-seat' intro to the new iBook is so much more
compelling and powerful than the Apple version.

The voice fits with how real people communicate online in a way that
'commercial' writing never can.

And that's a good reason for us all to review our own sites, emails
and newsletters - and check for the power and authenticity of our voices.

Yes, online writers can still be 'professional'. But those
professionals, myself included, have to relearn how we write. We
can't write for print. We have to write for the online environment.

We have to learn to write with a voice that is true to our clients,
true to their customers and true to the culture of communicating
online. (And, of course, true to ourselves.)

*Nick Usborne speaks, writes, and consults on strategic copy issues
for business online.

Not enough good quality prospects

Not enough good quality prospects = Stress.
Nine quick solutions.

The cause of stress in business is having
too few prospects. When we only have a couple of
prospects, we press, we push, we strain to make
them join our opportunity. Prospects feel this
pressure and instinctively back away from us.

*** Prospects can smell desperation.***

This leads to fewer prospects and the vicious
cycle gets worse and worse.

When we have an abundance of prospects, we're
happy. We are not desperately waiting for a single
decision from a single prospect. We aren't married
to the outcome of a single presentation.

Instead, we're relaxed. We simply share our opportunity
and take the first prospects who volunteer and step
forward. Now we're working with volunteers and we
have more great prospects waiting in line.

Which scenario describes your business career?

A. Are you pressing and struggling from too
few prospects?

B. Or, are you simply accepting applications
from the best volunteers from your large
pool of quality prospects?

The solution is simple:

Increase your marketing so that you have an
abundance of prospects.

Why not increase your personal contacts now? Here
are some quick ideas:

1. Host your class reunion. You don't have to wait
for a 10-year or 20-year anniversary. You can do
it anytime.

2. Take your best three or four headlines and first
sentences and test them. Mail out 100 postcards
and test the response for each.

3. Start your own breakfast club.

4. Offer to be a guest on a local radio talk show.

5. Loan out ten "How To Get Rich Without Winning
The Lottery" books.

6. Establish some contacts who will send you referrals.

7. Pass out 10 product tapes or CDs.

8. Pass out 10 product samples or information packs.

9. Get some leads via Google AdWords.

There are plenty of ways to expand your universe of
quality prospects. Just pick a method that's comfortable
for you.

"Tom 'Big Al' Schreiter