How Americans Get Rich
AMERICAN SUCCESS INSTITUTE
A NONPROFIT ORGANIZATION
Table of Contents
1. Set Goals......................................................................6 2. Divide and Conquer ...................................................7 3. Write A Personal Mission Statement ..........................8 4. Follow Through ..........................................................9 5. Embrace the Hard Work...........................................10 6. Don’t Complicate Matters .........................................11 7. Commit to Never Ending Improvement..................12 8. Be Frugal ...................................................................13 9. Make Today Special..................................................14 10. Record Your Thoughts..............................................15 11. Persist to Win ............................................................16 12. In Business, All Are Not Equal ................................17 13. Risk Failure ................................................................18 14. Get Tough..................................................................19 15. Be the Valued Employee ..........................................20 16. Find Another Job.......................................................21 17. The Wide World of Business ...................................22 18. Stop Wasting Time ....................................................23 19. Spread Your Enthusiasm...........................................24 20. Applaud the Beginner ..............................................25 21. Give Yourself the Gift of Self-Reliance....................26 22. Lead by Example ......................................................27 23. Control Conflict .........................................................28 24. Listen to Your Instincts .............................................29 25. Keep Pushing ............................................................30 26. Style and Attitude and Work Matter ........................31 27. Donald J. Trump: Get Tough ...................................32 28. Buying and Selling Businesses.................................33 29. Be Proud....................................................................34 30. Be Decisive................................................................35 31. Three Rules for Business Success............................36
32. Embody Integrity.......................................................37 33. Stay Centered.............................................................38 34. Love Many Things.....................................................39 35. Forget Everybody ......................................................40 36. Maintain Your Presence............................................41 37. The Business Doesn’t Matter....................................42 38. Appreciate Your Appeal ...........................................43 39. Develop Your Sense of Humor................................44 40. Create a Winning Team............................................45 41. Show Loyalty .............................................................46 42. Advance Your Career................................................47 43. How to Delegate.......................................................48 44. How to Manage Projects ..........................................49 45. Develop Your Special Talent....................................50 46. Copy Success.............................................................51 47. Develop Winning Habits ..........................................52 48. Salespeople Rule .......................................................53 49. Accept Hard Work ....................................................54 50. The Boss is The Rainmaker .....................................55 51. Communicate with Ease ...........................................56 52. Helping Troubled Employees ..................................57 53. Imitation before Innovation .....................................58 54. How to Choose a Partner.........................................59 55. Invest In Your Future................................................60 56. Retire Early ................................................................61 57. Have Faith .................................................................62 58. Your Core Values ......................................................63 59. How to Build a Team...............................................64 60. Look in the Mirror.....................................................65 61. Imagine ......................................................................66 62. Hold Sacred ...............................................................67 63. Focus on Your Strengths ..........................................68 64. Understand Courage .................................................69 65. Sandra Day O’Connor: Aim High ............................70 66. Run the Short and Long Roads................................71
87 83....94 90. Close the Door on Regrets....102 98.....103 99...............................80 76............................. Supervise ........................................73 69............. Hire Slowly.........................................90 86.... Go Green ............................................. Start a Business Now......... Embrace Technology ............. Invest in Commercial Property .................82 78............95 91.........93 89.................................................................. Learn....101 97...............97 93............ Read...............................88 84............ American Business Slogans.........................96 92...104 100............. Fire Quickly .......................................... Aim for the One Percent ........................... Become an Action Principles® Champion........................................99 95.......... Advertising Basics ......... Appreciate Your Customer ...................................76 72..................... A Few Important Words .... Read............................................................................................. Jack Welch: Self-Confidence ...92 88..................................... Do What You Love Doing.......86 82..................................................................................... The Typical American Millionaire.........................67............. Deal With It................................. Be Open to New Ideas .. Raise Your Prices.......................78 74...............................................79 75..84 80..........100 96.. Your One Life ............................................. The Example of Wal-Mart . Act With Boldness.......... Start Your Revolution..............................................................................................................74 70................105
................................... Go for the BIG Fish....................... Heed the Warnings .77 73...................................81 77............ Read...........89 85................................................................................85 81....... Ask a Lot of Questions.............................................75 71........ Thank Your Ancestors .................... Read Biographies........................ Build Networks ...................................... Write Your Elevator Pitch ....83 79.........................98 94....91 87.....72 68......................................... Magnify Your Effectiveness ..
They build repeat business from a satisfied customer base. I will be honored to be your teacher. thoughtful. I will not wish you good luck. always improving.How Americans Get Rich
As you read How Americans Get Rich.com
. Appreciation and respect will be yours. They keep their businesses moving forward. you realize that what successful people have done and are doing in America. They offer a product that people want to buy. They charge a fair price. a tough. usually in real estate. Follow the Action Principles and these How Americans Get Rich principles. You can do this. You can do this. If you are an Action Principles® Champion. you can do wherever you live. You can have a prosperous life and make a difference in your community. There have been self-made successful people from every era of history and from every country. work hard. you don’t need luck. Write down your goals.
Bill FitzPatrick • Bill FitzPatrick. They make money and they invest. They copy the leaders in their industries. Watch my free instructional videos. in Hanoi or Havana or Halifax. learn from your mistakes and persist. spiritual person of action.
hoping that this single investment will ensure a comfortable retirement. Average people work forty hours a week.Set Goals
You have one life. What you plan. working fifty hours and using the extra income to invest. Average people buy one house. or don’t plan. Set a goal of working 20% more. is where you’ll go. Commit your mind and actions to do what it will take to succeed.
. Average people watch twenty hours of television each week. Plan to do what the average person has done once and do it again and again until you become a millionaire. so don’t be shy. You need the time and the resources to develop your individual potential and special talent. Plan for it. Set a goal right now to rise above the average and live an extraordinary life. Write it down. Dream big. Set a goal to watch ten hours and use the other ten hours more constructively. These are your goals.
Take your goal and divide it into meaningful. You pick up litter in the parking lot. Then. make your plans. Now. You are known and liked by the national corporation. with your feet firmly planted on the ground. You network with other store managers and store owners. 7
.Divide and Conquer
Initially. realistic. You want to own several McDonald’s franchises. You mop floors. clean rest rooms and empty grease traps. You get a job at McDonald’s. You learn the fast food business from the ground floor up and inside and out. You become the irreplaceable employee. You confidently borrow the money to buy your first store. You start by owning one. you invest in a second and third and fourth store. many of the goals you set will seem ambitious. achievable objectives. You react with an understanding smile when a child spills a milkshake. You volunteer to do the jobs that average employees avoid. You willingly work extra hours. You become a shift supervisor and then assistant manager and then manager. On the road to your future. Reach for the stars. This is good. divide your journey into short trips.
who you are now and the ideal you. Every day. ideal you. Everything about you spells success from your home and your car. While average people are idle. you pursue your ideal.Write a Personal Mission Statement
There is an ideal you. You are a tough. You are prosperous. Some lucky few are able to call you parent or boss. thoughtful. Or. You have much and are able to share often. spiritual person of action. Others are proud to call you friend. You are admired and respected. Be the confident. What mistakes did you make? What slights did you commit? Are you enjoying your days? Did you stop long enjoy to savor your tea? Did you stop to smell the rose? Did you see the children laughing? You can describe the ideal you. Keep writing and refining and living. to your office.
. You can keep a diary or scrapbook. you can simply write a page or a paragraph. stop to think about who you were.
but every night. It is openly and honestly talking with a customer who has a problem and doing your best to correct it. It is the restaurant manager who visits every table after every meal. It is making the customer feel special and important. It is the wow factor. It is doing the optional. It is appreciating and respecting your customer. It is the florist who calls the week after the wedding. not just at the end of a job. It is the car salesperson or the real estate agent who doesn’t treat you like a one time opportunity but as a lifetime customer. It is always performing above and beyond expectations. It is bettering the standard.Follow Through
Follow through is the secret weapon of the highly successful businessperson. It is the contractor who cleans up.
Think followup. solving customer complaints and soliciting new business. Many average workers are clock watchers. Rather. some see it as a comfortable meeting place where friends co-mingle in a commercial environment. The business becomes incidental to the social. appreciate and reward your hard work.
. dealing with problem employees. If you are working for the right company. What the average worker avoids. the workplace is not a proving ground. They are focused on avoiding criticism while waiting for their next paycheck. your bosses will acknowledge. Often. If you actually concentrate on working while you are at work.Embrace the Hard Work
You excel by not being an average worker. You excel by working hard at the harder aspects of your job. you embrace. clean-up. encouraging an individual to personal excellence. you give yourself a competitive advantage over average workers.
Becoming financially independent is not complicated. learn and accomplish. You listen. Average people buy one house in the hope of a comfortable retirement. There are those who talk accomplishment. You buy six properties. You research. You don’t sit around sharing ignorance with your friends.Don’t Complicate Matters
Average people often complicate business matters because within those complications. you can do. spiritual person of action. There are those who listen. you are a tough. What others have done. and create a family financial empire. You appreciate your customers. You offer a quality product at a fair price. you plan and you act. You identity the leaders in your industry and you do what they are doing. you think. pay off your debts. they can find excuses for inaction. Following The Action Principles®.
. thoughtful. You find knowledgeable teachers and mentors. Running a business is not complicated. You find a way.
you may have to make improvements again and again. It’s seems a small fact that the flowers in the beds outside the office are dead. With the slow creep of discouragement. Perhaps several vendors should not have been so highly recommended. After the novelty wears off. you do that. Ownership and management responsibilities are demanding. Suddenly updating the website is no longer a priority. If you need to find new suppliers and new employees and new ways to promote your products or services. For the extraordinary. reality starts to kick in. Through your example. you are responsible for the energetic or toxic atmosphere in your workplace. You don’t turn a blind eye to anything. 12
. To keep to a steady course and strive toward excellence. average people quit and settle for mediocrity. second rate and quitting are not options. Maybe the work ethics of some recruited staff do not match expectations. You attend to the details. You are the boss. some customer interest will wane. You allow discontent among staff to fester. You maintain the standards. You can’t yawn and shrug your shoulders. It gets easy to overlook the smudges on outgoing correspondence.Commit to Never Ending Improvement
It’s fun and exciting to plan and open a business but after a few months.
Get everyone involved. You see litter and you pick it up. You can eat in the company cafeteria. No one likes a cheap person. Everyone should be engaged in looking for ways to cut costs and rewarded for sharing their suggestions. then buy it knowing that you will use it. You make money by generating revenue and by looking for ways to reduce the unnecessary. especially frivolity and waste. An effective manager sets the example for employees.
. You can fly coach. Everyone will accept a leader who sacrifices along with the troops for the good of all concerned.Be Frugal
Employees understand that your company is in business to make money. You don’t need a private bathroom or reserved parking space. Think before you make major corporate purchases. Don’t be impulsive. Give yourself a day or two to consider the purchase and if you can still justify the item. Corporate frugality is a team effort.
You must never allow yourself to fall into a depressing rut of sameness. Order pizza for the office. you choose a new challenge for yourself. If you have been neglecting your health. you follow up with your old clients and make the effort to reconnect.
.Make T oday Special
You list and tackle your responsibilities head on. bring a rose home for the wife and a movie for the kids. You make yourself tough by doing something that is personally difficult for you to do. If an employee has done an exceptional job. You have planned to make today and every day special. just do it. At the end of every day. Every day. If you have been putting off making personnel changes. you sleep well with a feeling of accomplishment. today you will watch your diet and take a short walk. If you want to generate additional business. make the small effort to publicly praise him or her. Life doesn’t just happen to you. You embrace hard work.
underline. What catches your eye? Is it the layout of an ad or a retail floor plan or a combination of words or colors? Is it a new piece of equipment or a website? What do you see that is efficient or smart or high tech? Record your thoughts You aren’t just a person of action.
. It is who you are. You are focused on success. cross out and expand your thinking. Review your notes. Circle. When you aren’t at your desk working. You are exceptional. You are always alert and aware and your subconscious mind is always churning out new ideas and new possibilities for increasing income or decreasing expenses.Record Your Thoughts
You will have lots of ideas. You are a thinking person of action. Make a habit of writing them down. Take some notes. You can’t help it. Your mind is focused on improving your business. you are probably still thinking about business. Have your paper and pen and pencil and marker available. highlight.
with patience and honest hard work. It would be easy to find an excuse to stop and few average people would blame you. Either way. After eight miles. You pick up the next paper. Of this. However. Or. the rewards of persistence will burst forth or slowly emerge. You want to make ten cold calls today. Any particular day may be tough and demand your best effort and concentration. you take another step. It will never be over until you say that it is over. To walk ten miles. Get good. You face a pile of papers on your desk. you are in pain. there is no doubt. Take a deep breath. Keep trying. You will never give up. Do it knowing that what you are about to do may advance your cause only slightly or have no effect at all. suck it up and do it. After six miles you are tired. give up. but you take another step. Be good. you take a step and then a step. You respond to the first email. You pick up the first paper and deal with it. Winners persevere and take another step. 16
.Persist to Win
You will be successful. you win. You make the first call. You have twenty emails to answer.
They spend what they make and have little if anything saved for investment. All Are Not Equal
In business. They are ambitious. Their performance is marginal at best. 20. They work hard enough to not get fired. you will find that workers are divided into three categories: 10. These are self-reliant people capable of decisive action. study. They dare and attempt and sometimes fail and learn and try again. reactive and let circumstance and events shape their futures. Then. They are the corporate leaders and successful entrepreneurs. ten percent of workers are self-absorbed by their own nonwork related problems. plan and act. 17
. They research. quits or dies. in all countries and throughout all of history. there is the top twenty percent of pro-active achievers. Through their own fault or no fault of their own. They are moving forward. They are content to be promoted when someone in front of them is fired. 70.In Business. They are risk averse. It is difficult for them to concentrate on doing their jobs. They are in control. Seventy percent of people are average.
many have learned otherwise. You are alert and aware to problems. You don’t ignore the warning signs. Take the risk. It isn’t always easy to try new things without proven guarantees. Your suggestions for corrective action are ignored. You are working for a poorly performing company. Take the risk. Your boss at the flower shop announces that she will be retiring and selling the business. 18
. Get out now. their willingness to change. Research.Risk Failure
Average people are risk averse. If it were easy. Make an offer to buy the company. Sales are dropping. Find another job or start your own business You are alert and aware to opportunities. Sadly. Pushing yourself beyond your comfort zone may be difficult but it can also be exhilarating and profitable. plan and then take the risk. They delude themselves into believing that big companies will always be there to protect them. often. their families and their futures lies in their self-reliance and. You love your job. The extraordinary person accepts the fact that the real economic protection for themselves. to face the unknown. They will cling to the perceived safety of the status quo. everybody. the average majority would do it.
The time to prove yourself is at hand. get ready and get tough. suck it up and do what you know you have to do to succeed in business. Partners and employees may disappoint you. You may bang your knees and skin your knuckles.
. You have hit the wall. Without whining. there will be other walls blocking your path. And. yes. you might be passed over for promotion. Climb over the wall. This is the price that you are being asked to pay. You will lose a big deal. The world of business is not waiting anxiously for your amazing personal contribution. second guessing or complaining. You need to climb over it. Get tough. clients or patients will switch to your competitors. You are being tested. This is the wall. So. customers. Push over because all self-made successful people have been there.Get Tough
On your way to extraordinary. Others have gotten over that wall and you can learn from them. Pay the price. You will introduce products or services that will fall flat and cost you time and money. For no good reason.
. but for there to be growth. seek the changes which will allow you to be all that you can be as an athlete and a person. You must see yourself and your environment not only as it is. but then you will be a small person.Be the Valued Employee
The status quo may be comforting. but also as it could and should be. you change yourself. Since you seek growth. there must be change. Can you change your day and spend more time with your family? Can you change your standard lunch routine and take a walk? Can you volunteer to coach and mentor those behind you who are just learning the game? What are the possible consequences of not changing? Realize that many people don’t make plans because they don’t want to risk any change. Instead. Doing little with your life is much easier and safer than taking risks. You seek the changes necessary to reach the better you so that you can play your part in being a better sportsperson and role model. you must seek change. First.
appreciated and rewarded You and the boss’s son are vying for the same promotion The atmosphere is chaotic.
. tense and always in crisis mode The economic outlook for your industry is poor Upper management is jumping ship The company is not continually upgrading and investing back Of course. a superstar. benefits and perks offered by another company. you may be highly recruited and can’t resist the pay. being an extraordinary worker.Find Another Job
It may be time to look for a new job if:
Your current job lacks challenges and is boring Your co-workers aren’t achievement oriented The company isn’t ethical The quality of your products or services is declining Your extra effort is not recognized. Go for it.
Yes.” Yes. the shopkeeper who offers quality goods and appreciates his customers is successful. We may be different in very small ways but. 22
.The Wide World of Business
From anywhere in the world. Yes. you will have a positive response. the real estate agent who patiently shows a young couple twenty houses and then another twenty houses is likely to sell them a home. the salesperson who follows up with customers to be sure that the product has met their expectations is successful. as humans. in Hanoi. the apartment building owner who insists on a high standard of maintenance will have her units filled with happy tenants. this is what I believe. “yes. in Lima. in Sydney. we are remarkably the same with the same fears and dreams and aspirations. You will be able to think. in Nairobi. To think otherwise is a mistake. Yes. as you read The Action Principles® and the How Americans Get Rich tips.
delegate or to say “No” Procrastination Inattention or dozing off In the short run the time wasters may seem like they are beating the system. motivation or interest Socializing during work time Personal business on the Internet Inability to make decisions. Focused hard work is the honorable path and the sure path to success. 23
. you should be aware of the following time wasters: Not planning or prioritizing tasks Misaligned priorities Mistakes Perfectionism Equipment failure Not listening or ignoring instructions Pointless meetings Lack of self-discipline. However. Time wasted is gone forever.Stop Wasting Time
As a business executive. time waster have few friends except each other and no respect. as well as to root out the do-nothings and the perfectionists. To improve your own efficiency and that of your valued staff. you appreciate the value of time.
. it is much easier to reach out and help others. You will know that the only thing that stands between you and the accomplishment of your goals is a bit of time. motivation. when you see and believe all that you can do. optimism. You really are going to be financially independent. a zest for life and a positive mental attitude fill you with energy. This is all good. Smile. You are going to start believing in your own wonderful financial future.Spread Your Enthusiasm
After a few months of reading your Action Principle® and How Americans Get Rich tip every day. support and spread your enthusiasm. something wonderful is going to happen. give. After your twenty minutes of quiet time each day. you will feel recharged and ready to take on the challenges on your road to success. You really are going to be surrounded by wonderful family and friends. You really are going to be appreciated and respected. Now. encourage. passion. This is really going to happen. Show them the potential that they have to live full lives of prosperity and peace. Enthusiasm.
Every self-made. frustrated and more interested in making excuses than making amends? Remember. that beginner was us. it would be difficult or impossible to change this type of person. And. Your job as a business leader is to recognize potential.
. at one time. How does the beginner react to your correction? Does he act defensively? Is he angry. Who is a good listener? Who appears to learn quickly? Who shows talent? Who volunteers? Who could you stand to work with all day? Who is a younger version of you? This is the beginner to nurture and applaud.Applaud the Beginner
Beginners make lots of mistakes. They can look ridiculous and they can be annoyingly frustrating. A beginner makes a rookie mistake. successful person has had his or her own beginning.
Get involved and you may put yourself ahead of the curve rather than find yourself dragged along behind it. Be prepared. What are the best in your business thinking and doing? These leaders are writing and speaking and you should be reading and listening. prepare yourself. you may get passed by or even run over. You must know your industry. You may be saved by the action of others. Open your eyes and your ears. The Internet is changing everything. where it is headed and how you can profitably find your place. Give yourself the gift of self-reliance and you won’t be taken for granted. Alert and aware. If you are standing still.
. You may not. it is naïve to believe anything except that you work for youself. In the real world of business. Economies are globalizing. Take responsibility for your own career.Give Yourself the Gift of Self-Reliance
Lead by example. gotten a little banged and bruised yourself. This is how a leader acts. Sometimes. walked the talk.Lead by Example
If all you do is talk. when you’ve been in the trenches. employees are apt to dismiss your wisdom or completely ignore you. you’ve earned the right to be taken seriously. You are a veteran and carry the status necessary to command. Get to know your employees.
. As a teacher. Show how it’s done. coach or manager. it is important to walk the factory floor and get out into the field. ask for their ideas and understand their concerns. counselor. You don’t hide in your office. All your motivational slogans and rallying cries will go for nothing.
you may be subject to those who gossip. Breathe deeply and let it go. some may be jealous of your progress and ultimate success. seeing in you what they were unable or unwilling to do. the crude and the obnoxious. You may not always like what is happening but this too will pass. What would be your best course of action to defuse the situation so that you can move forward? You must be the example. trunk. arms. Is the conflict personal or permanent? You don’t want to get bogged down by pettiness. cut corners and take unfair advantage. your employees and your family. Release the stress from your feet. your contribution may be unappreciated and you may suffer disrespect. Since you are ambitious. At home. legs. the rock in the middle of stream allowing everyday frustrations and stress to wash by you.Control Conflict
Welcome to modern living. At any time you may encounter the rude. Your first instinct is to retaliate but never retaliate in anger. In the workplace. hands. You do this for yourself. release the pressure and consider your options. neck and your head. 28
She is a good worker. she finds chores to do. You make her an offer to work for your company. When a customer has a problem. You are a business person and not a social worker. While others are skeptical and hesitant. she smiles and solves the problem.
. You know this is a bad idea. Odds are. You know what to do. You observe an enthusiastic young woman working at your local coffee shop. Do not hire him. you know it will work. know it. You drive by an old building and you immediately see this building transformed into your next successful business location. When business is slow. then go ahead and do it. you instinctively know what will work and what won’t. You don’t have to call a committee meeting before you take action. You feel it in your gut.Listen to Your Instincts
As your knowledge base grows. There may be family pressure to hire your troubled bother-in-law. If you do feel it. Many times you don’t have to do lot of soul searching. Find some other way to help him. you’ll be right. You get the facts.
with each challenge faced. However. If it were easy. If it were easy. You are that somebody willing to take the risk of starting a business. the rewards for success wouldn’t be as pleasant. You may not succeed immediately. it is persistent effort that separates winners from losers. and you still believe.
. Yet. If you want to take the easy road. You may take a few lumps as you move along the learning curve. you ask another ten. They are content with the sameness of today being like yesterday. You put your name forward for that raise or promotion. Understand that no one wants to face rejection again and again. average people will agree with your choice to delay or avoid. you will find many to support your reasoning. If ten customers tell you no. everyone would do it. Average people don’t want to push or be pushed. Because you validate their own inaction.Keep Pushing
To push yourself beyond your comfort level is a must as you travel up the ladder of success. you gain strength.
They always have. It is having a goal and working passionately toward that goal. An exceptional man or woman will succeed at any business any where. It is a style and an attitude. you can be a waiter
or a taxi driver or a shop keeper or a contractor or a commissioned salesperson and achieve financial independence by working hard and investing. The man of confidence wearing a two hundred dollar suit will look much better than the slouching weakling in the two thousand dollar suit. The ambitious young office cleaner with a plan to building a building maintenance company is a much better prospect for financial and personal success than the depressed middle age lawyer whose office he is cleaning. smile and get busy. They always will.
. Stand tall.Style and Attitude and Work Matter
Following The Action Principles .
Toughness is knowing how to be a gracious winner … and rebounding quickly when you lose. and the courage to follow through on things you believe in. “No.27
Donald J. toughness means avoiding complacency. Trump Businessman
Get T ough
Toughness is pride. toughness means playing by the rules but also putting those rules to work for you. even when they are under attack. even when society wants you to be somebody else. It is looking at an adversary across the desk and saying. In business. commitment. while keeping the big picture in mind at all times.
Donald J. drive. Trump
For a nation. meeting and solving problems head-on. simply. It is being who you really are. It is solving problems instead of letting them fester.”
at some point. the odds are that you can peacefully co-exist with others in your industry. Since there are economies to be gained from greater size. if you are following The Action Principles® philosophy of self-improvement and service to others. you probably aren’t going to be working forever. there may be opportunities to share ideas and ways to combine your strengths for mutual benefit. but at times. successful businesspeople are always thinking about investing and divesting. honest and respectful businessperson. these opportunities do materialize. to sell your business to your competitor. Since there is usually enough new and underserved business to go around. Not always. In business and in life. 33
. When you are known as a capable. Perhaps on your path to wealth. You may wish to retire early and have the time and the resources necessary to fully develop your special talents to better the world. it may be advantageous for you to acquire your competitor’s business or. This is the plan.Buying and Selling Businesses
You don’t have to crush your competitors.
dynamic work environment. perpetually waiting for the next paycheck. You study and work hard. You are a volunteer who is generous with your time and resources. You are a listener. 34
. You are ambitious and goal oriented. Be proud of who you are for good reasons. you have more because you do more when more is needed. Take joy in doing an exceptional job.Be Proud
You exercise and watch what you eat and how you dress and how you treat others. You delay gratification and invest. can find employment elsewhere. often working just hard enough to not get fired. You are a demanding employer. There is no secret to your success. These average employees. Many employees can’t stand the pressure of working in a competitive. You set the bar high for yourself and you expect the same from your workers. Be proud of yourself and your company or keep changing until you are. You are a leader in your industry. You employ a staff that wants more than being ordinary and they expect and receive above average compensation.
You have to plan and take decisive action. go. You can become a perfectionist. Do what needs to be done and get it done.
. In combat. the generals frequently call them. The Marines have to be ready to fight anywhere under any conditions. They train every day to face all types of scenarios. In business. you can’t plan for every possible eventuality. They have to be adaptable and decisive. Don’t procrastinate. Marine battle planners look for a seventy percent advantage and then they go. Don’t over analyze. go. you’ve got to take action and adapt to the environment and the circumstances as you find them. When a dangerous job has to be done quickly.Be Decisive
The United States Marines are a rapid deployment force. you have to train every day to be prepared to meet the challenges of the marketplace. No one is going to come up to you and hand you a bag of money. Take action.
Find the leaders in your industry and do what they are doing. There are three simple rules required of all successful businesses: 1. You can search the world for hidden secrets.
. 2. Simply start and continue to do what you know you should be doing. Offer a quality product or service that the market demands at a fair price. Ask for more business. Copy success. Or. 3. Say thank you.Three Rules for Business Success
You can spend years in business school studying complicated economic theories. Very simply. If possible. You can do more. make them your mentors. you can start a business and get to work. Don’t fool yourself. you already know what characteristics make a business successful. as an alert and aware consumer. You do not need to do more. Appreciate your customer.
you may think that taking advantage is an advantage. others will have noticed your duplicity and may plot against you. It is much better to be a serious person who takes his business seriously. You will be rich but reviled. Eventually. many will relish your demise. You can be deceptive in your advertising. You can decide to set the standard for your industry and maintain your core values. It is much better to live by a code of honor and core values. You can recommend unnecessary services. Your word and your handshake should mean everything. You can cut corners on your products. In the long run. You can feel good about who you are and how you earn a living. In the short run.Embody Integrity
You can take advantage of customers who aren’t knowledgeable or particularly sophisticated.
. You know the right thing to do.
” If you are overworked. put away the cell phone and just retreat to where you can find your own way to relax.
. there comes a point when enough is enough and when you must save yourself and say.Stay Centered
As a successful person. Find your calm center where you can recharge your batteries. As a successful person. At times. However. You need days off and you need vacation time. do it. The work and the problems and the opportunities will all be there tomorrow. there will always be demands on your time from competing interests. Whether that’s playing golf or sailing or lying on the beach or gardening or doing nothing. forget the email. you’ll need to leave work alone. All those forced to be around you will suffer. your efficiency and productivity will diminish. “no. Naps aren’t only for children and meditation isn’t only for monks. need sleep and are stressed and angry. your natural inclination will be to try to do more. Your health will be affected.
You can love that you are providing good jobs.
. You are in control. develop your special talents and build a solid financial estate. success in business can mean more than money. You can love the challenge of creating and building your business. laying a smoother road for your heirs to follow. You can love the high standard of living resulting from your hard work. But. benefiting the local economy and community while allowing your workers their chance to live happy and productive lives. You can make the choice to take early retirement.Love Many Things
Being a successful businessperson. You can love the opportunity to be a leader to your employees and a positive example for those in your industry. You can love the feeling of pride that comes from offering a quality product or service to your valued customers. You can love the feeling of power that self-reliance gives you. you can find a lot to love.
You are in business to make money. Sometimes your better course is severing ties with a perpetually disgruntled customer and finding a new one. Some have unreasonable expectations. many with little or no interest in your product or service through traditional mass media advertising.Forget Everybody
Rather than trying to reach everybody. you might be much more effective by finding online niche markets. magazines and television. Start the buzz. Sometimes you have to make personnel changes. newspapers. Introduce yourself and company to the individual websites and blogs and reporters with a specific interest in your field. You are in business to make money. Not all employees are created equal. You can never be all things to all customers. Some bring to the workplace personal issues far beyond your control to correct. Find ways for those with influence to sample your product and talk about it.
. All customers are not always right.
clothes and jewelry. vendors and your customers. it is not the trappings of accomplishment and wealth that will bring you respect. You willingly share your enthusiasm and good fortune. hands and steady eyes matched with a gentle smile.
. Praise or criticism does not affect you because you know who you are. You are a proud example of a leader. You work hard and you appreciate those around you: employees.Maintain Your Presence
You are a successful business person with a nice house. It is your confident presence that says that you belong where you are. car. You are like a steel bar wrapped in cotton. You have studied your business inside and out. You have diplomas and awards. However. You have nothing to prove or defend. You act naturally and relaxed. open minded and a good listener. You are curious. You have strong quiet.
The business doesn’t matter but your style and attitude do matter. There are five thousand different types of businesses and people have gotten rich from all of them. With The Action Principles® and the three simple rules of business as your guides. When you love your work. You can sell wine in Buenos Aires or tires in Nairobi or arrange lunch dates in Yokohama. work doesn’t seem like work. The motivated cab driver in Caracas will make more money than the lazy lawyer in Caracas.The Business Doesn’t Matter
The business that you choose doesn’t matter.
. There are wealthy lawyers in Cleveland and prosperous sports therapists in Moscow. The moral is that if the business doesn’t matter you should choose something that you love doing. you will soar far above the average.
Appreciate Your Appeal
Likeability is an important business asset. Consumers have a choice to whom to give their money. Let them give you their money because they like you. As much as possible, learn your customers’ names and use their names when you see them. Greet them with a smile and a warm handshake. All of your customers should be continually reminded that you appreciate their business whether that’s selling pizza, fixing their car, selling their homes or teaching them yoga. Always, follow up. Your appeal pays dividends. Satisfied customers know you, trust you and are the easiest to sell additional products and services. Satisfied customers are also your best source for testimonials and referrals. Be charismatic. Appreciate your appeal. Enjoy the profits.
Develop Your Sense of Humor
Business is serious. You need to make money to pay your bills and for investment. If you have employees, you are obligated to stay financially solvent for them as well as yourself. What’s funny about this? Probably a lot. You will experience weird customer requests, orders that are completely bungled and misinterpreted directions. There are times when all you can do is throw your hands up in the air and have a good laugh. And, sometimes good humor is the best method for getting everyone back on track. It’s great when the boss knows how to take a joke on himself. Together as a team, you work very hard to get an important job done. When you are finished, you exhale in relief, let the tension go, feel good and you want to laugh. This is the basis of camaraderie. Everybody should go for a meal together to celebrate. There are times to be serious and there are times when you can lighten up. Let’s not fool around here. Well, maybe just a little. 44
Ross Perot American Business Leader
Create a Winning T eam
You can do a lot by yourself but much more by assembling a winning team. Start by being the example. Be ready to work harder than anyone else. Accept that all people have strengths and weaknesses. Understand that talent comes in all shapes, sizes, races, religions, and both sexes. Be aware. You are always looking for talented, enthusiRoss Perot astic people to hire. Surround yourself with people who accept challenges and aren't afraid to carry more than their own weight. Seek people who are smart, tough, self-reliant and who hate to lose. Look for people who were achievers since childhood.
As you must keep training and improving, give your employees the same opportunities to develop and hone their skills.
. You need your core of loyal veteran workers to set the example and lead the way for new hires. Most consumers are not natural risk takers and will remain loyal to brands that consistently deliver a quality product or service. With good news or bad. It is much more cost and time effective to keep existing customers satisfied than to search constantly for new business. Thank them. Make everyone feel that they are a part of an important team doing honest work. Loyalty is a two way street.Show Loyalty
Build employee loyalty through fair dealing. It is much more cost and time effective to retain loyal employees than constantly hiring and training new employees. Let employees know that you appreciate their efforts. keep them informed and in the loop. It is easier to sell to a loyal repeat customer than to try to sell to someone new. you have to give it first. Reward them. To get it.
financiers. blogs and journals. From your research. investors and other businesspeople.Advance Your Career
You are a self-reliant. You have your goals and objectives and to-do lists. Always be on the lookout for people who can advance your career. consultants. Let your bosses know that you aspire to greater things. This is how you’ll get ahead. 47
. You can take courses and join and participate in trade associations. and thank them. teachers. You don’t sit still and hope that some lucky opportunity will befall you. clerics. vendors. You are alert and aware. you can read business books. Listen. Good things will happen because you make them happen. you know what it will take to reach the next leadership level of responsibility and income. You know who you are and where you are going. You are hard working and opportunistic. politicians. such as: executives. partners. To get ahead. You have identified the leaders in your industry and you know what they are doing. take-charge person on a mission to build your career. Self-promotion is a good thing. Seek their counsel and ask for their help.
This will help you to concentrate on what you do best and allows you to think. Establish a realistic completion time. Precisely explain your expectations for the task.How to Delegate
You can get more done with others’ help. which means learning how to delegate assignments. follow up. You assign tasks that are cost and time effective for others to do for you. Encourage feedback if problems arise. Periodically. Be sure the employee understands the requirements and due date. You also delegate tasks that employees can do better than you. Say thank you. Ask the employee to assume responsibility for the task. plan and improve organizational efficiency. Match the right person to the right task.
You have specific projects to manage and complete as you steadily progress along the path to your ultimate career success. you will be on the road to project success. which is your success. what other resources are needed? Which team members are needed to complete the project? Do all team members understand their specific tasks? Is there any flexibility in the completion of the project? How will progress be monitored? How will final completion be measured? When you have these answers. ask yourself these questions: Exactly what has to be done? How important is completion to me and/or the company? Who is responsible for completion of the project? Is there a start date or a deadline? What is the estimated time allocated to complete the project? What is the cost and is sufficient capitol available? Besides money.How to Manage Projects
Unaccomplished people are aimlessly content to watch their lives drift by. For each specific project. This is not you.
If you own your own business. This is sad. You will know what your leaders do and how much they earn. It will be your goal to join this elite group.Develop Your Special T alent
There is something special about you that makes you one in ten thousand. In the corporate world. if used. your entry is almost guaranteed. you are going to rise quickly to the top twenty percent of your profession. You have a special talent which. The vast majority of people never find the time or have the resources to identify and develop their special talent. will better mankind.
. This does not have to be you. you are even better positioned to define your own financial future. You will have the time and the resources necessary to find and develop your special talent. With your work ethic and core values.
Find out what they are doing and do what they are doing. You learn all you can about sales and you find the leaders in your industry. Most successful people will be flattered and not annoyed by your attention. Join all applicable trade associations and participate in meetings. read your trade publications and identify all trade websites and blogs. what would they do if they were you? This is called copying success.
. What are their thoughts on where your industry is headed? What do they see as future challenges in the industry? Who were your role models’ role models? And. take them to breakfast or lunch. Don’t be shy about asking for advice and networking assistance. seminars and conventions. Of course. When you find suitable role models. you must follow-up with a thank you and this is also copying success. To find the superstars in your industry. Ask and listen.Copy Success
You learn all you can about your product and your customers’ needs. maybe most importantly.
you stop to think about where you have been. No one is perfect. This list helps you to separate the urgent from the important from the routine. you can choose to invest one month in the formation of new. Every day. What can you do to make more money and advance your career? You work from a prioritized to-do list.Develop Winning Habits
Every day. No one knows you better than you. what tasks are you avoiding? Should you be cold calling or following-up or soliciting new business or making personnel changes? Today is day one. Should you be dieting or exercising or reading more? Should you be spending more quality time at home with those who truly love you? Today is day one of your thirty-day quest to develop a new winning habit. Be honest with yourself. In this defining moment. positive habits and become a better. happier and more successful person. where you are now and where you are going. There are personal areas that need improvement. you look for small ways to challenge yourself and spoil yourself.
. At work.
Some won’t. you can be a successful commissioned salesperson. partners or venture capital. They can’t work alone. So what? Next. your fortune is make. Most people can’t do this job. If you have the courage to talk to customers about buying a quality product or service at a fair price.Salespeople Rule
Every company relies on its sales force. All the jobs in the company depend on the sales force’s ability to sell. If you can understand and accept the following little reality of marketing. This is why sales people are highly paid professionals. You have all you need – you. You are your own business. They can’t knock on doors. A person who can bring in business is a very valuable asset. You don’t need advanced college degrees. They take rejection personally.”
. “Some will. You are among the elite.
You want to work at work. The rest of the time they are engaged in nonbusiness activities. You have accepted hard work. you don’t need a lot of motivating. The real estate agent doesn’t want to show a house on a Sunday night. The salesperson doesn’t want to take the extra time to explain the extended warranty. Because you are goal-oriented. Appreciate that some may praise your hard work while some.Accept Hard Work
You know and accept the value of hard work. 54
. even though these are the tasks which may be the most productive for the company. may resent your willingness to do more than is required or expected. Over time. Some people are productive only half of the time. What others avoid can become your opportunity to profit. Almost all jobs have tedious or arduous aspects to them and it’s human nature to avoid these more difficult jobs. The auto mechanic is too busy to follow-up and check if his customers from last week are satisfied. especially less ambitious co-workers. this willing to work harder and attend to details can make a big difference in your career advancement and ultimate success. Many people don’t work very hard at work.
you have no business. If you own a house painting company. someone has to bring in the customers. Guess who? It is the boss who has the responsibility of making it rain with a steady stream of business. The owner of the landscaping company may enjoy mowing lawns but someone has to find the lawns to mow. The chiropractor needs patients. The caterers need functions. Without customers. The law office needs clients. If you own a restaurant. always trying to get the next job. As the boss. will be as the rainmaker. perhaps your only function.The Boss is The Rainmaker
In a small company. you may fancy yourself a chef but your real job is to make samplers into regular diners who will also recommend your great food to all of their friends. your primary function.
. until your business is well established. you may want to work on the crew but your real job is knocking on doors and always.
how will you stand and sit and how will you be warmly received. Respect others’ personal space. Make your speech short and conversational. cheeks. legs and toes. arms. When you are giving a presentation. torso. Before a big interview. Introduce yourself. Don’t preach. Nodding your head shows that you are listening and are interested. your body is communicating your interest and your power. forehead. Take a deep breath and relax your body from the top of your scalp. Keep your chin up. Smile. chin. create a better rapport with your audience by coming out from behind the podium. Breathe and relax.Communicate with Ease
Body language is important. using the theater of your mind. you can mentally rehearse and practice. Stand up straight. speech or presentation. 56
. Tell stories. fingers. Keep your hands open and exposed. Have a comfortable yet firm handshake. how will you sound. eyes. shoulders. Before you ever open your mouth. People who are in agreement with each other will usually be mirroring each other’s moves. mouth. neck. Plan what will you wear. Listen and don’t interrupt.
you can have compassion and you can offer some therapeutic suggestions but individuals must solve their own problems. You must be alert. At the first sign of concern. bring the employee into the office and have him read the policy. As an owner or manager you must remain aware of all of your leadership obligations. Act sooner rather than later. He should understand that he will be treated with respect in turn for respecting your role in the counseling process and his possible termination. don’t allow the situation to fester or linger. Have a personnel policy in place to deal with troubled employees. outside problems. aware. Answer his questions regarding his rights and responsibilities. If an employee becomes self-absorbed by his or her own personal.Helping T roubled Employees
One troubled employee can poison a work environment for everyone.
. for the sake of all. compassionate and decisive. You are running a business. Be fair but be firm and.
See what you can do. you are an entrepreneur and not an inventor. you have to make them buy from you. Copy it. 58
. even if you succeed at the convincing. When you invent something.Imitation before Innovation
See what others have done. Then. you double your challenges. this is best done after your business is established. As you think about entrepreneurial opportunities. Follow it. After your business is established. Again. don’t fix it. there will be plenty of opportunities for you to innovate and try new ideas. You first have to convince customers that they want your new or better something. when starting your own business. In general. Did you acquire skills working as a child in a family business? Can you take over an established family business? Does your uncle or your neighbor or your brother-in-law or a former classmate have connections to assist your business? There is a proven path to follow. You want to research and stick closely to the tested. If it works. don’t forget any networks or connections that may give you an advantage in starting your own business.
your partner should be likewise. You should expect that your partner would be a professional who would support The Action Principles®. always offering each other objectivity and positive reinforcement. There must be a shared vision and a comfortable balance of power. Good partnerships are a blessing. Choose wisely and benefit. If you are an ambitious hard worker. You have complimentary skills. The idea is that you both stand to achieve more with the help of each other. Partnerships are a two way street. Allow these core values to provide a framework for working together. You will meet regularly and exchange information in a supportive environment of mutual respect and trust. Select a partner whose style and attitude is compatible with your own.
.How to Choose a Partner
A partner is someone joining you on your journey to financial independence. Partnerships that go bad can be a nightmare. You should feel secure when bouncing ideas off your partners and you should never feel hesitant to push one another.
average people spend every dime with nothing reserved for retirement. They are forward thinkers. Average people think in terms of immediate gratification.Invest In Your Future
Regardless of their annual income. Average workers without investments may have to work until the day they die. The rewards of hard work and investing can be powerful. A self-reliant person thinks differently. They hope that their companies or the government will take care of them in their old age. 60
. wanting what they want now. Average people typically work forty hours a week and feel satisfied and exhausted. how the selfreliant accomplished what they did. In marked contrast. Self-reliant workers typically work fifty hours a week and use the extra twenty percent in income to invest in a mutual fund or real estate or in their own businesses. but too late. They realize the time value of money and how sound investments made today can have a compounding return tomorrow. Average people will wonder. selfreliant workers may be in a comfortable financial position to retire in only a few decades. They will assume it was through inheritance or luck and they would be wrong.
sell the business and retire. early retirement might never happen. Volunteers can assist with many problems in the world. You will work hard for fifty or more hours a week for twenty or thirty years. Or. However. It’s easier to give your time if you already wealthy. Maybe you’d like just to relax and play golf or be more involved with your grandchildren. It’s tough to launch a singing. You may love your job enough to never retire. maybe not. These men and woman love their jobs. Retiring early doesn’t just happen. if you work for yourself as an entrepreneur.Retire Early
Kirk Kirkorian kept building Las Vegas hotels into his nineties. These are nice options for those with sufficient investment income. early retirement can be your specific goal. It is a young person’s plan to make. acting or artistic career. Summer Redstone was one of the most influential men in Hollywood into his eighties.
. but not if you are young. If you work for someone else. The average age of Untied States Senators and Supreme Court Justices is nearly seventy. Invest. This is the plan. rich and retired. writing.
but only those with faith can sustain their efforts for the long haul. When you venture out beyond where average people are comfortable. you will meet many doubters. observe and study. proceed anyway. Some doubters will be your family members. Go for it. You research. trying to protect you. Have faith in yourself. Some will be skeptics who are jealous of your courage and your willingness to take risks. 62
. when you dare and challenge and test the status quo.Have Faith
Anyone can be hard working and motivated for a little while. You have seen what others have done and you see no reason why you can’t do the same. and will your special talents be developed and recognized? Have faith. Persist. Some will be pessimists who always look at the bad side of everything. Have faith. Will your new business succeed? Will your investments prove wise? Will you retire early. Believe in yourself. Only those with faith will try and try again. You may need a thick skin to listen and then.
Your Core Values
As a successful businessperson. you will: Embody professionalism Perform confidently Face fear and danger Accept adversity Work hard Focus on results Remain alert and adaptive Take responsibility Lead by example Commit to self-improvement Seek knowledge Maintain a positive outlook Stay faithful and loyal Display honor and integrity Act respectfully Volunteer selflessly 63
. a self-confident individual and a decent human being.
Those with experience must be willing to teach and assist beginners. each individual must subscribe to the principle of putting the team first. Individual strengths must be identified and appropriate roles assigned. Ideas. suggestions. Then pull together to leave the past behind and move on to new challenges. Each must be willing to make occasional personal sacrifices. Responsibility and accountability must be accepted. salvage what you can and make amends. reasoned criticism and questions must be encouraged. Consumers have a choice.
. Everyone should take a personal and team pride in beating the competition and being the choice. When mistakes are made and business is lost. everyone should band together to figure out what went wrong. respect one another and share the credit for the greater good of all.How to Build a T eam
To build a strong business team. Everyone commits to doing his or her individual best to work to a high standard. The team’s mission must be outlined and understood through clearly defined goals.
Keep improving. you can look well groomed. You must know what characterizes the style and attitude of a winner in your profession. Whether you are a soldier. What is your best hair style and fashion style? Are you too flashy or too plain? Ask knowledgeable friends you trust. You are who you appear to be. 65
. others will turn to you as the good example. or change until you do. stay alert at industry meetings and find the people who have already done what it is that you want to do. your best self. Set the example. thoughtful spiritual person of action? Do you see a fit.Look in the Mirror
Look in the mirror. farmer or bank president. Copy them in manner and dress. Be yourself. Your manners should be impeccable. When you are successful. First impressions are lasting and all impressions are important. Go through your trade publications. Do you see an Action Principles® Champion? Do you see a tough. Look the best that you can look. confident person capable of taking immediate action to achieve a worthy goal? You should. well dressed and confident. Like what you see.
See yourself having enough to give back to those deserving who are less fortunate. See yourself as a successful businessperson. a tough. See yourself as appreciated by your family and friends because you are strong and confident enough to be selfless. Now. See yourself as a respected member of your community.20% extra to invest. See yourself as a hard worker with enough money to pay your bills. stop imagining and do it. spiritual person of action. You have the free will to choose who you will become. So.Imagine
You are what you think about all day long.
. See yourself earning in the top twenty percent of your profession. thoughtful. a leader in your industry. think of yourself as an Action Principles® Champion. live comfortably and still have 15% .
You will be truthful. You will probably be so successful in business and investing that you will have the option of early retirement after twenty or thirty years.
. You will still build your business for the longer haul based on honesty and integrity. You will give honest recommendations. which means not just perceived value. When customers put their trust in you.Hold Sacred
Your word is your bond. but real value to your customers. you will never betray that trust. safe work environment where all employees can prosper. You will lead and insist upon on a team effort to provide a clean. You will do your best to offer the highest quality goods and services. When you make a promise to a customer. whether that means more business for you or not is not relevant. you will do everything in your power to deliver what is expected and more. Your good name and your solid reputation will be held sacred.
You are determined to make your one life meaningful. Your strength is that you are an ambitious. You will find the leaders and in your industry and you will listen to them.Focus on Your Strengths
You are not some little grey man hiding at a desk in the corner trying to avoid notice and additional work. You are consistent. 68
. You will share. volunteer Your strength is that you are not greedy. Focus on these strengths. You will read books related to your industry. They put you among the elite. Your strength is that you know what you want to accomplish. You have goals and objectives. You are able to step back. surf websites and will participate in trade-related blogs. when necessary. You are the person who will stand for what is right. Your strength is that you are willing to learn. hard worker who will concentrate on the difficult aspects of your job and who will. Others know what to expect of you. You don’t grab more than you need. You have a personal mission to complete.
. Many around you will be quick to say. You may try again and still meet defeat. you may feel crazy to keep going. as most do. then. Your faith may be tested. with courage. If you are making the same mistakes again. face your fears and do it. When you hit a wall. if you are learning from your mistakes. you are crazy. you will become a seasoned veteran and your persistence will pay off. With the best of intentions. to carry on and persist.Understand Courage
Rarely will you find a perfectly smooth straight road to financial success. Have. However.” It will be perfectly natural for you to second guess your own decisions? Did you do the right thing by choosing the more difficult path? It would have been so much easier just to have just stayed at home. it will be easy to quit. Now. the road will be curved. No one expects you to be more than you expect for yourself. courage. you will risk and fail. More likely. It will take courage to be a contrarian. “I told you so. with plenty of pot holes and boulders to avoid. You will be delayed.
It’s the individual who can bring a tear to our eyes and cause us to take pen in hand. So be a full participant in life’s opportunities.” As his career attests. If you strive for excellence you can and should have a substantial impact on the world in which you live. one concerned and dedicated person can meaningfully affect what some say is an uncaring world. As Abraham Lincoln once said: “I always prepared myself for the opportunity I knew would come my way. Whether the individual acts in the legal. or private realm. S. but have a hand in shaping it. devotion to excellence in all things. The individual can make things happen. can have its rewards. Supreme Court
The habit of always doing your best regardless of how unimportant the task is a habit of the successful. It is the individual who has acted or tried to act who will not only force a decision. complex world of ours. Sandra Day The individual can and does make a O’Connor difference.65
Sandra Day O’Connor Former Assoc. Justice of the U. governmental. Aim high. 70
. even when it seems that the world will little note nor long remember the small tasks in which you find yourself engaged. even in this populous.
Success is lived today and every day. to get married or to graduate. Starting today. Do it and feel good about doing it. Your future is the long road. You can decide to change poor habits into winning habits starting today. the cumulative effect of good days will be a wonderful life of respect and accomplishment. well groomed and well spoken. You must do your best to make the best of each day. You can decide to work hard and share. you can make the choice to tackle something personally challenging that you have been avoiding. Your life is a succession of days. On the long road. Success is not a distant goal. Your future will be based on the decisions you make today and live every day. You can decide to be positive. You don’t have to wait for a promotion. today. You can decide to be well read.
. optimistic and happy today. You can decide to be fit.Run the Short and Long Roads
Today is the short road.
Know your business. 72
. Find the leaders in your industry and design your advertising campaign around their online or offline strategies. Talk to your customers about their preferences. Find your niche and the media that targets your niche. Talk with and not at your audience. Know your target audience. so ask for testimonials and start the buzz. Keep it clean and honest. Your logo. it isn’t. Focus. it will take 7-12 consistent impressions before you are noticed and more to be memorable. Know the media. colors. What is your Unique Value Perspective [UVP]? Your UVP is the single compelling reason why a consumer would choose your product or service over your competitors. They should compliment each other. If you have to worry if your message is in good taste. Satisfied customers are your best advertising. At a minimum. Know your brand. website and advertising should be simple and direct. keep running the same ad until it stops working. When you produce an ad that delivers the desired result. Set measurable objectives. No business can be everything to everybody. Do your research. slogans. stationary.
but you can and have done something. You can’t do everything.
. With hindsight. you can kick yourself forever. or you can simply get over it.Close the Door on Regrets
Smart people still do a lot of dumb things. Close the door on regrets. Stop looking back and keep looking forward. You can learn from the obvious signs that you missed and do better at your decision making the next time. The important point to remember is that you aren’t a bystander who will never know victory or defeat. you might want to shake your head in disbelief at how good those missed opportunities look now. Stop to look at all that you have accomplished. time moves on. Well. You a player in the game and you have had successes. The building that you didn’t buy or the domain name that you didn’t register or the excellent worker that you didn’t hire could all be big regrets. Successful people still make a lot of terrible business decisions. The past is the past.
Let them go. Raise your prices. give yourself a raise and then prove that you’re worth it. You want to deal with the consumers who insist on dealing with the best. Gucci.”
. you’ve got to ask for it. Raise your prices and be seen as a premium brand in your industry. produce the lowest profit margins. If you want more. in most cases. you can’t be shy. Bargain hunters will balk at the price increases but bargain hunters are probably not your target audience. If the bargain hunters are also cheapskates. Raise your prices. Follow the advice of the luxury goods maker. “Quality is remembered long after price is forgotten.Raise Your Prices
Being an entrepreneur. they will grumble about everything and.
Most invest 15% .The Typical American Millionaire
The typical American millionaire actually has a net worth of $3. 75
. Two-thirds of millionaires work for themselves.7 million and an average annual household income of about $250. The majority of millionaires never received even a single dollar in inheritance or any money for college. Eighty percent are first generation affluent. Eighteen percent have master's degrees.D. Most are entrepreneurs who own their own businesses.000. Half of millionaires’ wives work and most are teachers. There are over eight million millionaires in the United States. Six percent are Ph. He is a fifty-seven year old married male with three children. have a college degree and are still working. Eight percent have earned law degrees.55 hours per week. Ninety-seven percent own a home. Six percent hold medical degrees. Two-thirds of millionaires work between 45 .20% of their income.s.
If you like your job. Every day will bring you one day closer to your goals. ask all to buy. It takes a will. remember these ten important words: “Know your customer. It takes boldness. You will still have time to fulfill your family. you can work to pay your bills. Average people waste a lot of time. know your product. If you are a business owner or salesperson. It takes sacrifice. so figure out how you are going to raise downpayment capital to acquire investment real estate.” Rich people own real estate.71
Act With Boldness
If you want to be in the elite. figure out how you can advance your career and act. make a plan and execute that plan. health and spiritual needs. If you have to work fifty hours per week rather than forty. you are prepared to do that. You can work to raise money for investment and manage your investments. You do what you have to do. It takes a plan. 76
. If you dislike your job. you have to be self-reliant. figure out an exit strategy and act by getting another job or starting your own business. If you are well organized. social.
The status quo. only one percent will ever take the action recommended. tempting you back to your old ways of easier days. 77
.” What do you really need? If you are in the elite top 20% of achievers. One Percent! What about the other 99%? Good.” has an extremely strong pull.Aim for the One Percent
Success writers from Napoleon Hill to Anthony Robbins have freely admitted that most people will never read their books and. have to change again and once again. the convenient. But. “The only easy day was yesterday. which means “things as they are. bad or indifferent. Routines are hard to change. You may make a change and. You will enjoy a comfortable life.S. You will feel the pull drawing you. you should attain all of the material wants and needs for yourself and your family. then. the 99% simply continue to do what they've always done: the easy. the known and the predictable. By aiming at the top one percent. the top twenty percent will seem like a very easy target to hit. as the U. of the few who do. Navy Seal Commandos say.
You have one life. When you do what you love. If you love soccer. They are coaches and trainers. Would you love to be an actor or arrange adventure travel trips or design jewelry? There are people successfully doing all of these things. You hate being a bus driver but you’d love being a portrait painter. They are: announcers. writers. photographers. There is an entire world wide industry of people making a good living from the sport of soccer. you should be able to work in the field as many people do. promoters.Do What You Love Doing
There are a few people making a lot of money as professional soccer stars. Find the work you love and go for it. They are salespeople who sell equipment. work doesn’t seem as much like work. You don’t like working in a hardware store and you’d love working in a bird sanctuary.
. You made a mistake going to law school because you’d love being a personal trainer. advertising reps. groundskeepers and team executives.
To build your customer base. the more detached the employees may be from service to the individual customers. As a consumer. Appreciate the customers you have. Make good on mistakes and reward loyal customers whenever possible. Keep reminding yourself that without customers. As a businessperson. This is a mistake and a sign that the large company may be losing touch and business. smile and be appreciative. your success relies on your ability to convince them to choose to spend their money with your company. Every day. listen to your customers. you may encounter the grumpy plumber.
. Pay attention to complaints. you know how successful businesses operate.Appreciate Your Customer
People have money and they choose how to spend it. Thank them for their honest input. When they do choose you. You know that too many businesses treat you like they are doing you a favor. The larger the company. the disinterested clerk or the rude secretary. you have no business.
technicians and even competitors. If people smile when they see you enter a room. Be able to explain clearly what you do. You get what you give. shippers. Ask for testimonials and referrals. Speak up. you are a good networker. Volunteer for committees. Networking is a two way street. 80
. Hand out lot of impressive businesscards. Cultivate relationships. Ask for the business. It should be a long list. Learn who the powerful people are in your community and court their support. You should make a solid impression on those linked to you. Become involved in local business groups.One hand washes the other. All networks begin with you as a strong link. You need to form satisfactory relationships and connect with lots of people: customers. Don’t make people have to guess what you do and what you’d like them to do for you. If someone gives you a prospective lead. Think likeable. he will expect you to reciprocate. Keep in touch. competent and helpful. You are not a monk living alone in a mountain cave. You are a businessperson in the real world. suppliers. Practice remembering names. Join trade associations.
You want front counter staff to be pleasant and accommodating. You want customer service employees who are problem solvers and who follow up. you want new workers to be smart and hard working. is a lot easier than firing. You want executives with good communication skills who will get up from behind their desks and lead. You want sales people who are knowledgeable and ambitious. Between the first and second interviews. You want workers who will comfortably coexist with present staff. which is giving people money.Hire Slowly
Hiring. you want to retain them by offering competitive salaries. which is taking money away from them. ask prospective employees to read The Action Principles®. Frequently. They should not need a lot of hand holding and can either hit the ground running or learn quickly. Ideally. What do you think about what they think? 81
. your best new hires will come from the recommendations of existing employees and from your own networking. You want to hire people with the right qualifications for the right job. you have to be the best yourself. benefits and perks. Hire slowly. If you want the best. When you have acquired a winning staff.
Don’t linger. 82
. Do it. The fired employees should have received prior written warnings regarding their behavior or performance. Normally. a final warning will carry a thirty-day grace period to correct the problem or be terminated. A laid-off employee is released for business rather than personal reasons.Fire Quickly
There is a difference between laying off and firing an employee. Explain benefits to which the employee may be entitled and how references will be handled. The business may be in a slump or the employee’s position may have become redundant. Do not disparage the problem employee. deceptive or dishonest practices. If you expect trouble. This person may be given an excellent reference. They may be missing during work hours or. He should be escorted to his work area to collect personal items and immediately escorted out of the building. severance package and grace period to find a new job. This is a difficult part of a manager’s job. Document everything. The termination should not come as a complete surprise. Call him to the office and be short and to the point. have a witness present. You fire employees for personal reasons. have shown repeatedly that their job performance was unsatisfactory. These workers may have been involved in unsafe. Their image or manner may be unprofessional.
. Never ask someone to act unethically. Avoid conflicts of interest between work and personal life. 5. 4.The Example of Wal-Mart
Here is the ethical behavior expected from those who work for the world’s largest retailer. Follow the law at all times. 9. Never act unethically. Report ethics violations. Never discriminate. 10. 8. Seek assistance if you have questions about ethics. Be honest and fair. 6. misrepresent. 2. abuse or conceal information. 7. Cooperate with any investigation of possible ethics violations. Never manipulate. 3. even if someone else tells you to. Wal-Mart: 1.
Don’t ever compromise “being you” for any job in any institution. Self-confident people aren’t afraid to have Jack Welch their views challenged.
How do you find them? By seeking out people who are comfortable in their own skin – people who like who they are and are never afraid to show it. They relish the intellectual combat that enriches ideas.
. and wearing ambition on one’s sleeve can have the same effect. The true test of self-confidence is the courage to be open – to welcome change and new ideas regardless of their source. There is a fine line between arrogance and self-confidence. They determine the ultimate openness of an organization and its ability to learn.79
Jack Welch Former Chairman of General Electric
Arrogance is a killer. Legitimate self-confidence is a winner.
You had an advantage. a motivated student equipped with broadband can get a better education than a lazy Ivy League student. You question why civilizations rise and fall. You listen. You hang out with smart people. You are curious to know how and why some people get rich. You learn. Going to a prestigious university used to mean that you had privileged access to the world’s best teaching. You are proud and confident in your self-education. Keep repeating this fact to yourself and you may save yourself a lot of educational time and money. You contribute. 85
. Today anywhere in the world. You question. Those days are gone forever. You must make your diplomas and degrees worth more than the value of the paper. You want to know lots of things because you want to do lots of things.Learn
All education is ultimately self-education. You must do the studying. You try to understand why happy people are the way they are. Your life must be a never ending thirst for knowledge. You read. The job of the teacher is to guide and motivate.
You must do your own research. You want to be the head teller. You have a lot of questions to ask and a lot of listening to do. observing operations and asking a lot of questions. If you want something. You are asking lots of questions and tailoring the course to suit your objectives. There is no book to tell you how to do this. ask. you will take action. There is no time to be shy. Based on the information you receive.
. People are not mind readers. You are a student taking a course. ask. You are the opposite. Most successful people are happy to assist enthusiastic students who approach them with respect and say thank you.Ask a Lot of Questions
You are a clerk working in a bank. There is no such thing as mental telepathy. When you are the head teller. This is your career. Average students sit like stone statutes in class trying to avoid making eye contact with the professor. you want to be the manager and then the president of the bank.
on the web. there were heroes who shaped the world. There were also dictators and despots but we can be grateful that the good of the human spirit usually does triumph. You can read the history. in the bookstores. Take advantage. Why and how did they do what they did? You can choose to read all about it and be inspired From all countries and in all times. In the libraries. 87
The lives of the greatest people ever to walk the earth have been documented. All education is self-education. The work is there. most famous business leaders have written autobiographies to show you the way to achieve your own success. As a business person. Who are your heroes? Who are the people who have already done what it is that you now want to do? Learn about them. their style and their attitudes have been researched and recorded. you are lucky. it is there. Besides biographies. heed the warnings and stand on guard. From Confucius to Caesar to Jesus to Leonardo Da Vinci to Abraham Lincoln to Mother Teresa. their lives.
Average people are waiting in hope that good fortune will find them. are not waiting. an Action Principles® Champion. The business world is changing at lightening speed. You. Listen to your mentors. you lose. If you snooze. We are at the dawn of a new Industrial Revolution. Read your trade publications and blogs.
. You aren’t afraid to hear the truth and learn. Learn from your competitors. Go to local business meetings and industry conventions. Stick to your three basic business principles but also look for new ideas and ways to adapt those ideas to further your enterprise. Talk to your customers and vendors. Find out about the new products and services being offered by the innovators in your industry. You are identifying the next step toward your goal and you are taking it.Be Open to New Ideas
The implementation of knowledge is what separates you from the average and is a straight line to your success.
You spend a lot of time and a lot of money opening a new location. you realize your error. your wallet may be lighter and your ego may be bruised. Be tough. you will be curious. Be real. Heed the warnings. You will have lots of ideas. Many of these ideas will be good and will improve your business and advance your career. some very bad. However. You have high hopes but hope doesn’t pay the bills. Pull the plug. After a few months. Survive to succeed another day. lose time.Heed the Warnings
As an Action Principles® Champion. Yes. You made a mistake. always researching and learning. Take your medicine. Heed the warnings.
. Do not throw good money after bad by trying to save a failed strategy. If you find your products are inferior or your staff is leaving on masse or your few customers are complaining. Bite the bullet. some of these ideas will be bad. Be smart. heed the warnings. lose money and feel humbled. Get out. Even the best and the brightest make mistakes.
Wal-Mart. Make progress every day. It’s everywhere that you want to be.American Business Slogans
Ford. Creating a higher standard. Microsoft.S. IBM. Pay less. Walt Disney World. Holiday Inn. N. All the news that’s fit to print. The proud. Always low prices. The power to be your best. We are driving excitement. When you care enough to send the very best. Expect more. No surprises. Make the dream come true. Times. Home Depot. Marines. Gillette razor.S. Where do you want to go today? Visa. Solutions for a small planet. U. Built for the road ahead. Chevrolet. Cadillac. The best a man can get. Where low prices are just the beginning. U. Be all you can be. Verizon. 90
.Y. Apple. The few. Pontiac. Hallmark. The heartbeat of America. Target. Army.
Smart people read. If you are going to set a new goal for yourself.Read. Everything you need and want to know is in books. Always Bring A Book. make that goal to do a lot more reading. The average person reads one book a year. Educate yourself. Read. No excuses.
. A-B-A-B. newspapers. Never be bored. Read every day. Read forty books on a subject and you will be a world authority on that subject. Read forty books on small business. Never waste time. Read forty biographies. Read forty books for pure enjoyment. Never be alone. Read
There is one significant characteristic that separates smart people from the crowd. e-books. This is a very good reason why the average person is going nowhere fast. magazines and on the web for you to read. They read. Read forty books on real estate investing. Read.
impressive. What would you say? Many times you will have an opportunity to expand your network by pitching new prospects on exactly who you are and what you do. Hence. 80 – 200 words is a good length. Your favorable first impression must be professional: simple. direct. What do you do? How do you do it? What is your Unique Value Perspective that separates you from the average? What benefit will the listener derive from further association with you? Move quickly from who you are to how you can help them. friendly. Your objective is to exchange businesscards and. 92
. perhaps to arrange a follow-up communication. All the writing and editing and practicing is worth the investment. Write your elevator pitch before you need it and keep rehearsing it until it sounds warm. It may take you a few tries to get the proper words and tone.Write Your Elevator Pitch
Imagine being caught in an elevator alone with a top executive from your firm or that one client that you’ve been trying to reach. You have two minutes. conversational and unrehearsed. You may want to write different variations for different prospects and situations. you need an elevator pitch. interesting and brief.
You establish an immediate. Be sure that your manners and language are impeccable. children and company. It may be more difficult to say to say. volunteer for a hard job and say. “If it is to be. it is up to me.” Remember the Golden Rule. mean it. That’s important!
. Be that one person who will step forward.” and “Thank you. “Please. It is easy to say. “I’m sorry.A Few Important Words
Good manners open doors and are welcomed anywhere.” Any time you give your word. positive rapport with people by remembering and using their names and the names of their spouses. “Take me. “Do unto others as you would have them do unto you.” Say them.” Live by these important ten two-letter words.” and “May I help you?” and “What do you think?” Say them anyway.
It’s good for you, your family, the world and your business’s bottom line. Being environmentally conscious can be referred to as eco-capitalism, sustainable business or simply called going green. Many small businesses have reported energy savings of 20%-30% simply by becoming more conscientious. This means adopting measures, such as using more energyefficient lighting, turning down the thermostat, turning off lights, and recycling. Being green is a team effort. Encourage everyone to participate. Buying new appliances is a smart strategy, since many new models are significantly more energy efficient. Easy first steps might be using water filters rather than plastic water bottles and reusable coffee cups rather than polystyrene foam cups. Making electronic copies rather than hard copies and using email more than snail mail are good options. Choosing to drive hybrid corporate vehicles is an increasing popular corporate choice. Supporting vendors who are supporting the environment is always a smart idea. Today, half of all consumers don’t care about green but this number is changing as people become more aware of man’s impact on Mother Earth. The good news for businesspeople is that half of their buyers do care and half of that number or 25%, a huge niche market, would specifically select a product or service because it was environmentally friendly. 94
Start a Business Now
You can’t just think about starting a small business. At some point, you need to take action. You need to find a way. Here are some suggestions: You can start a business at home. You can start a business on the Internet. You can start an eBay business. You can start a business with a mall cart. You can start a business on the street. You can start a business at swap meets. You can start a business at flea markets. You can start a business with garage sales. You can start a business by sub-letting part of a store. You can start a business part-time. Expand your thinking. You can put yourself in business as a taxi driver, waiter or commissioned salesperson. Find yourself a lawn mower, and start knocking on doors. With the mindset of an Action Principles® Champion, you can start many businesses right now! Select choices over excuses. 95
Thank Your Ancestors
Whatever country you are from, whatever race, whatever tribe, whatever religion, give thanks. You are a survivor. You come from strong stock. Your ancestors weren’t weak or lazy or stupid. Your ancestors were strong, hard-working and intelligent. They survived. Over the last decades and centuries and millenniums, living was difficult. Yet, your ancestors dodged all of the arrows and bullets, bowed when they had to bow, fought when they had to fight, met all of the challenges of getting food, clothing and shelter. They survived. If you are an Action Principles® Champion, you will feel obligated to honor your ancestors by working hard and adhering to your core values. You will be a strong link, furthering the course of mankind by continuing to improve as you survive. Do good work, live an honest life and pass it on.
You can’t become so preoccupied with your own work that you presume that others are doing their jobs. rude and self-involved? Are customers greeted with a hello when entering the store? Are customers thanked following a purchase? Are the employees attractively and appropriately dressed? Is an apology offered if a customer has had to wait or for any other inconvenience? Do the employees appear knowledgeable about what they are selling? Do employees care enough about their jobs to offer feedback? Do employees make an effort to increase sales for the company by suggesting complimentary items or upgrades? Following your continual observation. give suggestions or warnings to employees needing remediation and in public. 97
. You’re the boss and supervision is an important managerial responsibility. In private. Do the employees appear cheerful and helpful and ready to help or bored. praise exemplary behavior. you should immediately take corrective or supportive action.
enjoying the museum. Somebody is going to make the next big deal. wear the right clothes and carry the right accessories.Go for the BIG Fish
Tf you are fishing for minnows. You want to be at right place at the right time to make your elevator pitch for your next big deal. why not you? 98
. You may look like you belong if you drive the right car. You may be destined to succeed in the big leagues but you have to put yourself in place to make the big deals. It is how big business is done. If you want to land the big fish. Some salespeople sell house trailers and some salespeople sell shopping malls. Copy success by finding the people who are making the big deals. sounding like they sound and doing what they are doing. and having a power breakfast at the right restaurants. This is not all superficial. Start hanging out with them and looking like they look. you’ve got to go where the big fish swim and have the correct bait. You may find your best prospects while playing golf at the country club. chances are you’ll catch only those little fish. Don’t sell yourself short. The sales volume of your entire house trailer selling career might not equal the sale of one shopping mall.
The best time to hire an assistant is before he or she is needed and not in the middle of a crisis. you accomplish a lot and with a personal assistant you can do even more. helping you reclaim more of your personal life. An assistant can free your time. An assistant frees you to do the more difficult parts of your job. During the interview process. You can’t teach someone to be intelligent. Hire an assistant carefully because you will be spending a lot of time with this person. that twenty percent which is often the most productive. Are you hiring someone to answer your email or willing to pick up your dry cleaning or both? How many late nights or how much travel may be required? The right assistant is a valuable asset who will magnify your effectiveness. well mannered. ethical or hard working.Magnify Your Effectiveness
As a successful businessperson. you must clearly outline your expectations with a detailed job description. 99
. You can teach an assistant your job. An assistant’s style and attitude are at least as important as an impressive resume. This person represents you. pleasant.
Deal With It
As an Action Principle® Champion. Deal with it. Make a decision. Begin by precisely defining the problem. Brainstorm. 100
. Choose your best option and take decisive action. if necessary. Project the consequences of different strategies. Consider solutions. follow-up. adjust and move on. you won’t be a business owner without problems. Don’t let small problems linger and fester into unmanageable crises. How serious is the problem? Is it permanent or personal? Can you handle the problem yourself or should you enlist the support of others? Have you dealt with a similar problem in the past? How would your heroes and mentors resolve this problem? Use your quiet time to clarify the exact problem. Take the lead. You will be a business owner who knows how to deal with the problems you have. eliminate extraneous aspects and develop possible strategies. Review. Analyze the problem from different perspectives.
sometimes millions. The world is listening. What are the best and the brightest innovators in your industry imagining and doing? It’s probably something that’s wireless and probably involves video. Today. Say something. Sites like YouTube and Facebook and MySpace are creating social networks of thousands. Modern technology is evolving quickly making the entire world your marketplace.
. linked through a common interest or event. Yesterday. Get the right hardware and software and stay in tune with the changes.Embrace Technology
Don’t be left behind. the Internet was the secret world of the nerd and the hipster. Start some international buzz. Be there. your company website or blog or podcast can reach potential buyers anywhere from eight to ninety-eight.
As an Action Principles® Champion. 102
. You can buy commercial property. with ambition. In your local business networks.Invest in Commercial Property
If you are an entrepreneur. you may find up and coming entrepreneurs. such as Starbucks and McDonalds. The retiring employee may be left with little. the retiring entrepreneur/real estate investor may be wealthy. you can be their commercial real estate link and secure solid. you aren’t content to work in a jewelry store or muffler shop or beauty salon when you can own the businesses and the real estate. It is not unusual for a retiring entrepreneur/real estate investor to find that the value of his commercial real estate investment far exceeds the value of his business investment. long term tenants for your properties. You will have an investment with a great tenant. If you are living in a foreign country. office building or warehouse for your business. you. retail block. find their location requirements and offer your local expertise as a commercial property developer for their franchisees. a store. forethought and action. Perhaps. Contact these companies. it’s great to have both investments. you are in an excellent position to supercharge your financial plans. being alert and aware. Be smart. study American companies. However.
they fight you. See what others can’t. Through trial and error. You will persevere as you are banged and bruised along the learning curve. once you succeed. Every business starts with one person’s idea that sounds crazy to the risk adverse. Succeed like few others. You will research. they laugh at you. you will dare to challenge your status quo.” Starting your own business. you are a contrarian. you eventually win. But. ever self-reliant. everyone will swear that they were on your winning side from the beginning. Do what others won’t. Then. a revolutionary. Then. Then. you win.Start Your Revolution
Gandhi said of the revolutionary. “First they ignore you.
. Of course. and find the supporters and the money to proceed.
we need assistance to translate the “How Americans Get Rich” segments and to subtitle our video lessons. offline.
.Become an Action Principles® Champion
Champions are working together in an international effort to change the world. thank you. please do so and thank you. If you have the expertise to add to this list. churches. Not everyone has Internet access. if you can interest others in reading and discussing The Action Principles®. Also. Your donations are needed and appreciated. online. And. If you can advertise this non-profit work on your website. correctional facilities and social agencies. If you work for or own a business willing to advertise in or sponsor a printing of The Action Principles®. As a person of influence. thank you. so we distribute tens of thousands of Action Principles® books each year through schools. don’t forget to write and post your own Action Principle®.com for further information. Visit BillFitzPatrick. Thank you. Please join us. We welcome your promotional ideas and your hard work. thank you. The Action Principles® have been translated into over twenty languages. in print or on your blog.
This is to be your legacy. You worked hard with what you had. You shared. It is your blessing to share your resources and time with those deservedly in need. is life enhancing. You are free to be happy. Your one life was exemplary. Your one life was important. It is liberating.Your One Life
You are an Action Principles® Champion. appreciation and respect. while wanting and needing less. Success allows you to free yourself from the endless treadmill of consumerism. You will receive gifts that money can’t buy: love. You made a difference. in business and in your personal life. Having more. Money will be a smaller reward of your success. you are an accomplished person. Because of who you have chosen to become.