Going The Extra Mile: Three Feet From Gold

Three Feet from Gold
Module 4
Going the
Extra Mile
Reading Assignments
• Review pages 120-127 of Three Feet From Gold
• Read any additional selections your coach recommends:
Primer S e s s i o n O b j e c t i v e s M a s t e r S e s s i o n O b j e ctives
In this session you will learn to: In this session you will learn to:
• Go the Extra Mile in each life aspect: • Leverage Strengths

—Vocation • Stand Apart using the Law of Contrast
—Personal Growth • Push Beyond Your Current Ability
—Health • Identify Your Opportunities
—Home & Family Life • Leverage Your Opportunities
—Spiritual Enlighenment • Earn a Raise
—Social Responsibilities
Concept Summaries
Introduction
In the words of Debbie Fields, the entrepreneur who built Mrs. Fields’ Cookies
from scratch, “Good enough never is.” As you’ll recall in Three Feet from Gold,
she told Greg that early on she made a promise to herself. She promised only to
use the best ingredients and never to settle for less than perfection.
Her story is ultimately one of the best examples of Going the Extra Mile. Sure,
she could have used lesser ingredients as filler to boost her profit margins. She
could have easily cut corners to comply with what the general public would call
a good cookie. She could have given in to those kinds of business demands. But
instead, she built a cookie empire on settling for nothing less than the best.
The principle of Going the Extra Mile isn’t new. It’s as old as the hills that R.U.
Darby—in his short-lived search for gold—gave up on. The great Transcen-
dentalists of the nineteenth century described it as an eternal law. Emerson
described some of its effects in his essay on what he called the Law of Compen-
sation:
“Every excess causes a defect; every defect an excess. Every sweet hath its
sour; every evil its good. Every faculty which is a receiver of pleasure has an
equal penalty put on its abuse. It is to answer for its moderation with its
life. For every grain of wit there is a grain of folly. For every thing you have
missed, you have gained something else; and for every thing you gain, you
lose something. If riches increase, they are increased that use them. If the
gatherer gathers too much, nature takes out of the man what she puts into
his chest; swells the estate, but kills the owner…
Every act rewards itself, or, in other words, integrates itself, in a twofold
manner; first, in the thing, or in real nature; and secondly, in the circum-
stance, or in apparent nature…
2
Life invests itself with inevitable conditions, which the unwise seek to dodge,
which one and another brags that he does not know…”
Greg learned from Debbie Fields that through adversity you can achieve your
highest success. He also learned—through his personal experience with pub-
lishers—that one shouldn’t necessarily expect the highest compensation. By
foregoing some compensation, by working harder than what he was paid for, he
opened himself up to countless opportunities.
Going the Extra Mile & The Laws

As we just described, one of the important laws that truly affects your success is
called the Law of Compensation. Napoleon Hill studied this law and its effects in
detail.
The other Hill studied and described is the law of increasing returns. In his
research, Hill discovered that Going the Extra Mile sparks the law of increasing
returns into action. This means that the quality and quantity of the service you
give will come back greatly multiplied. The increased return does not always
come back in dollars—and it may not come back right away. It may take the
form of new and better opportunities, a promotion, a new friend, higher self-
esteem, or more subtle forms.
Now the law of increasing returns has an opposite—the law of diminishing re-
turns. If you offer service beyond what you are paid for—and you do it unwill-
ingly or with a negative attitude—you’ll feel the hard effects of this opposite law.
You will get back less than your effort was worth. In fact, you may get nothing
back at all, or what you might get back will come with an expensive price tag
you did not expect.
3
Nature is very efficient. Nature will not let you or any other living creature have
something for nothing. The good news is that this natural law guarantees that
you will receive rewards beyond your hopes when you Go the Extra Mile.
In most working relationships, you must give as much service as you are paid
for to keep your job, or maintain your income. The employer is paying you for
an agreed value. This is the same for professionals such as doctors, lawyers, and
even musicians. Each has to perform a service before the client pays.
As a consumer, a purchaser pays for a certain item and it is up to the merchant

to deliver the right quality and quantity for the price the consumer pays.
Lazy and dishonest people are always trying to unbalance this equation in their
favor. They are drawn to situation where they might be able to get something
for nothing. They try to bypass nature’s law—with disastrous results.
Consider the lessons of Aesop’s fable: If you collect more for your labor than the
value you put into it, you ultimately kill the goose that lays the golden eggs.
Becoming Indispensible
One of the great benefits of Going the Extra Miles is that it helps to make you
indispensable. The more indispensable you become—and the more people to
whom you are indispensable—the greater your position in the world will be.
If you deliver more than you promise, then you outdo the competition. Every
person who comes to depend on you owes you a small debt. In other words, if
they tried to replace your product, service, or work, they would have to pay a
greater price to get the same value.
4
Andrew Carnegie & Going the Extra Mile

Andrew Carnegie said, “All the material riches I possess and every business
advantage I enjoy I attribute to my having followed this habit (Going the Extra
Mile).”
When he was very young he studied at night to learn to operate a telegraph key.
He was not paid to do it nor had anyone told him to do it. This extra effort at-
tracted the attention of a division superintendent of the Pennsylvania Railroad
who immediately made Carnegie his operator and clerk.
One morning Carnegie arrived at the railroad office ahead of everyone else, only
to discover that a train wreck had caused a large traffic jam. The dispatcher
was nearly frantic and was trying to get through to the superintendent, so Mr.
Carnegie took the message. He called the superintendent’s home, but his wife
said he had already left for the office. At the time, everyone and everything
relied on the railroad, so Carnegie knew this was an enormous problem.
He found himself between a rock and a hard spot. He knew that if he made the
wrong move, his chances for future promotion would be ruined. If he did noth-
ing, he would be ruined, too.
Because of his close relationship with the superintendent, Carnegie had a very
good idea of what his supervisor would do under the circumstances. He also
knew that one of the strict rules of the railroad was that no one was to assume
authority without permission.
But time was of the essence, so Carnegie made the decision, assumed the risk
and, in his boss’s name, issued the orders that rerouted traffic and fixed the jam.
Realizing that the action could put him on the spot—as well as his boss—he
wrote out a report of what had happened, attached his resignation, and placed
both on the superintendent’s desk. This, he thought, would give the boss a way
out if he felt pressure from his superiors.
5
A few hours later Carnegie received his resignation back. Written across the page
was, “Resignation refused.” There was no further comment. A few days later his
boss said to him, “There are two types of people who never get far in life. One
cannot do what they are told, and the other can do nothing else.”
Years later, when Carnegie was gathering capital to start his steel business, the
division superintendent was the man who convinced other investors that their
money would be safe under Carnegie’s management. In so doing, he referred to
the railroad story as proof that Carnegie’s could handle huge responsibility.
How Going the Extra Mile Affects Relationships

When you adopt the habit of Going the Extra Mile in your relationships with
others, you never know how far-reaching the results will be. A single, simple
incident may prove to be a pivotal point that completely changes your destiny.
In Three Feet from Gold, think about how Greg’s self-centeredness repelled Mia.
She felt that he was expecting far more than he was willing to give. When he
finally focused on other people and discovered his passion and purpose, she was
drawn to him again. He was more than the man she had first loved because he
made his purpose larger than himself.
As Greg himself discovered, most successful people throughout history had long,
loving relationships. Those relationships served as a foundation of strength when
challenges arose.
Think of the universe as a giant scale. When you practice the habit of Going the
Extra Mile, you are tipping the balance in your favor—whether you see it im-
mediately or not. Eventually the scale will have to balance the other way. The
complainers ask, “Why should I do more than I am paid to do?” The wise see
the natural order as a blessing—and are willing to pay the price.
6
Going the Extra Mile is one of the most important things you can do because it
stimulates action. You’ll recall from your Personal Success Equation that action
is one of the final multipliers because it affects everything.
Going the Extra Mile is an active principle. You must do something about it. You
cannot simply agree with it in your mind. You must get busy doing something
that truly is above and beyond what you are expected to do. When you do, the
Law of Compensation that is called into action by your activities will always do
something for you.
The Subtle—But Profound—

Benefits of Going the Extra Mile
There is no way to hold down people who spend their spare time offering
greater and better service to others. These individuals climb right to the top of
their profession, organization, or industry. It’s as natural as a cork rising to the
top of water.
One great benefit of Going the Extra Mile—that many people overlook—is that
it builds the good will of other people. There are two ways of getting the good
will of others. One is by consistently maintaining valuable, honest relationships
with people with whom you do business. As Warren Buffett says, “It takes 20
years to build a reputation and five minutes to ruin it. If you think about that,
you’ll do things differently.”
What if you desire good will right now and haven’t time to wait ten, fifteen, or
twenty years to build it up? You can get it immediately by borrowing the good
will others have built up by swapping favors with them. You give them some-
thing you have that they desire in exchange for the use of their good will.
As human beings, we can translate thoughts into material things. We have the
privilege of becoming self-determining. We have been granted the right of con-
7
trol over our thought power. Through the exercise of this divine gift we have a
means to access the Infinite Intelligence the universe has to offer. Not only that,
but through Going the Extra Mile, you can capture the favorable attention of
those who have opportunities available.
As we mentioned before, Going the Extra Mile permits you to become indispens-
able, in all your relationships, and therefore enables you to command more than
average compensation for your services. You might argue that there is no such
thing as an indispensable person, but here we use the term to describe someone
who is so necessary for the functioning of an organization, business, or industry,
that it would take several people to try and replace him or her.
You will never command more than average compensation until you become
indispensable to somebody or some group. Make yourself so useful that it would
be extremely difficult, if not almost impossible, to replace you.
Another subtle benefit of Going the Extra Mile is that it leads to your mental and
physical growth. This applies to all kinds of service—developing greater ability
and skill in your chosen vocation, developing stronger business sense, becoming
a better parent, etc.
Going the Extra Mile allows you to exercise self-discipline—on your own terms.
Not only do you gain greater control over yourself, but you also get to express
your freedom—both of which are huge blessings.
Every time you do something intending to exceed your previous attempts, you
experience growth. Whatever the task may be, do it with the intention of doing
it better than you have ever done it before. You may occasionally fail—and fall
short of your highest expectations—but if you always start a task with the intent
of doing it better than you have ever done it before you’ll feel a profound fulfill-
ment in the journey.
Going the Extra Mile is a very healthy state of mind, and will ultimately cause
you to surpass yourself repeatedly. In times of economic stress, it can protect you
8
against layoffs because most employers will do whatever is necessary to retain

an employee who consistently goes the Extra Mile.
Going the Extra Mile turns the spotlight on you and gives you the benefit of
what’s known as the Law of Contrast—which is very important in advertising
yourself. We are always unconsciously making comparisons and have a tendency
to notice the thing or person who is different. It is only natural, therefore, that if
you render service greater in quality and quantity than that for which you are
paid, that you will stand out in bold contrast. A wise employer will take notice of
you.
Cheerfully and willingly doing more than you are immediately paid to do helps
you to develop a positive, pleasing attitude, which is among the more important
traits of a Pleasing Personality—something we’ll cover in future modules.
Look around and take inventory of the people you know. When a person has
a Pleasing Personality, they can get almost anyone to behave toward them as
they wish them to behave. They do this by first treating the other people as they
wish to be treated. In other words, they apply the Golden Rule. If a person does
not respond at once, a Pleasing Personality doesn’t give up until they have tried
repeatedly.
Personal Initiative
Another great benefit of Going the Extra Mile is that it helps you to develop your
capacity for what Napoleon Hill called Personal Initiative. Without it, according
to Hill, no one may attain or acquire economic freedom. Personal Initiative is
the most outstanding trait of the typical American citizen, and this nation is built
upon Personal Initiative.
Personal Initiative means doing the thing that needs to be done without being
told to do it. This is the self-starter principle that causes things to happen.
9
Don’t wait for things to happen; build a fire of Personal Initiative under them
and make them happen.
When you render extra service, be sure that the quality is good, the quantity
abundant, and your attitude positive and but not overly expectant. Make sure
your efforts do not fall like seed on barren ground.
Going the Extra Mile gives you the right to ask for promotion and more pay.
Think about it—as long as you do only what you are now paid to do, you have
no real reason for expecting greater compensation. Promotions come to those
who earn them.
You must do that for which you are paid to keep your job, but you have the
privilege of rendering over-and-above service as a means of accumulating a
reserve credit of good will that entitles you to higher pay and a better position. If
you never take the time to Go the Extra Mile, how could you ever approach your
employer and request a raise?
Greater Confidence
Going the Extra Mile gives you greater confidence in yourself and puts you in
better touch with your own conscience. Sometimes the person you really need to
get along with is yourself.
Take a real look at yourself in the mirror. Talk to that person in the mirror about
your Definite Major Purpose and your goals. Explain to that person how you
have decided to adopt this master strategy of Going the Extra Mile with the
right mental attitude.
It pays to be on good terms with your own conscience. There is no better way
to make sure of this than by Going the Extra Mile in everything you do. You will
find that you really don’t have to worry very much about the person that enjoys
the extra service.
10
Going the Extra Mile helps you to overcome the destructive habit of procrasti-
nation. It helps you develop and work toward your Definite Major Purpose. It
gives you focus and direction because you are moving, speaking and acting with
congruency and clarity.
Most people eat, sleep and hold down a job, but do not really move with pur-
pose. They live in the rat race and can’t find a way out. If they would do just one
thing—adopt a Definite Major Purpose—and then proceed to render better and
greater service, they could set the ultimate wages that life would be compelled to
pay.
11
Primer Session Assignments:

Discuss with your mentor which of the following assignments would best suit
your needs, progress, and development:
____ Going the Extra Mile in each life aspect:

• Vocation • Personal Growth
• Health • Home & Family Life
• Spiritual Enlighenment • Social Responsibilities
Master Session Assignments:

Discuss with your mentor which of the following assignments would best suit
your needs, progress, and development:
____ Leverage Strengths

____ Standing Apart: Law of Contrast
____ Pushing Beyond Your Current Ability
____ Identify Your Opportunities
____ Leverage Your Opportunities
____ Earn a Raise
12
Primer Session
Exercises
G O I N G THE EXTRA MILE:

YO UR VOCATION
Going the Extra Mile applies to all aspects of your life. In this exercise, apply the priciple of Going the
Extra Mile to your Vocation.
Brainstorm 3 ways that you could Go the Extra Mile Vocationally:
1.
2.
3.
13
Primer Session
Exercises

YO UR VOCATION
Now choose which of the 3 you brainstormed you would like to focus on this week. List what you will
do each day to Go the Extra Mile.
My Focus:
Day 1:
Day 2:
Day 3:
Day 4:
Day 5:
Day 6:
Day 7:
14
Primer Session
Exercises

YO U R P ERSONAL GROWTH
Extra Mile to your Personal Growth.
Brainstorm 3 ways that you could Go the Extra Mile in your Personal Growth:
1.
2.
3.
15
Primer Session
Exercises

YO U R P ERSONAL GROWTH
My Focus:
Day 1:
Day 2:
Day 3:
Day 4:
Day 5:
Day 6:
Day 7:
16
Primer Session
Exercises

YOUR HEALTH
Extra Mile to your Health.
Brainstorm 3 ways that you could Go the Extra Mile regarding your Health:
1.
2.
3.
17
Primer Session
Exercises

YOUR HEALTH
My Focus:
Day 1:
Day 2:
Day 3:
Day 4:
Day 5:
Day 6:
Day 7:
18
Primer Session
Exercises

YO U R H OME & FAMILY LIFE
Extra Mile at home, with your family.
Brainstorm 3 ways that you could Go the Extra Mile in your Home & Family Life:
1.
2.
3.
19
Primer Session
Exercises

YO U R H OME & FAMILY LIFE
My Focus:
Day 1:
Day 2:
Day 3:
Day 4:
Day 5:
Day 6:
Day 7:
20
Primer Session
Exercises

SPIRITUAL ENLIGHTENMENT
Extra Mile to your Spiritual Enlightenment.
Brainstorm 3 ways that you could Go the Extra Mile Spiritually:
1.
2.
3.
21
Primer Session
Exercises

SPIRITUAL ENLIGHTENMENT
My Focus:
Day 1:
Day 2:
Day 3:
Day 4:
Day 5:
Day 6:
Day 7:
22
Primer Session
Exercises

S O C I A L RESPONSIBILITIES
Extra Mile to your Social/Civic Responsibilities.
Brainstorm 3 ways that you could Go the Extra Mile in your Social Responsibilities:
1.
2.
3.
23
Primer Session
Exercises

S O C I A L RESPONSIBILITIES
My Focus:
Day 1:
Day 2:
Day 3:
Day 4:
Day 5:
Day 6:
Day 7:
24
Master Session
Exercises
L E V E R AGE STRENGTHS
List five things you do exceptionally well:

Title Describe
1.
2.
3.
4.
5.
25
Master Session
Exercises
S TA NDING APART:
L A W OF CONTRAST
Based on the things you listed in the last worksheet, describe how you stand out or surpass other
people with your strengths:
Title How You Stand Out
1.
2.
3.
4.
5.
26
Master Session
Exercises
P U S H I NG BEYOND YOUR
C U RRENT ABILITY
Determine a way to do each of those five things even better:
Title How to do even better?
1.
2.
3.
4.
5.
27
Master Session
Exercises
I D ENTIFY YOUR
O P PORTUNITIES
List five things in any aspect of your life that you neglect because you don’t feel naturally gifted or able:
Title Describe why you avoid:
1.
2.
3.
4.
5.
28
Master Session
Exercises
L E VERAGE YOUR
O P PORTUNITIES
Determine a way to do each of the five things (you listed in the previous worksheet) better.
Title What action you can take?
1.
2.
3.
4.
5.
29
Master Session
Exercises
E ARN A RAISE
Describe your top five duties as an employee:

Activity Describe
1.
2.
3.
4.
5.
30
Master Session
Exercises
E A R N A RAISE (cont)
In what way could you do each of the five things (you listed in the previous worksheet) better.
Activity How could you do it better?
1.
2.
3.
4.
5.
31
Master Session
Exercises
E A R N A RAISE (cont)
Which activity would have the greatest impact on your business, industry, department,
or team and why?
Which ones would naturally get attention from supervisors without alienating your peers?
What promises could you make to your boss or supervisor and then exceed (without sacrificing your
job performance in other areas)?
32

Going The Extra Mile: Three Feet From Gold

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Going The Extra Mile: Three Feet From Gold

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Three Feet from Gold

• Go the Extra Mile in each life aspect: • Leverage Strengths

Going the Extra Mile & The Laws

As a consumer, a purchaser pays for a certain item and it is up to the merchant

Andrew Carnegie & Going the Extra Mile

How Going the Extra Mile Affects Relationships

The Subtle—But Profound—

against layoffs because most employers will do whatever is necessary to retain

Primer Session Assignments:

____ Going the Extra Mile in each life aspect:

Master Session Assignments:

____ Leverage Strengths

G O I N G THE EXTRA MILE:

Brainstorm 3 ways that you could Go the Extra Mile Vocationally:

G O I N G THE EXTRA MILE:

G O I N G THE EXTRA MILE:

G O I N G THE EXTRA MILE:

G O I N G THE EXTRA MILE:

G O I N G THE EXTRA MILE:

G O I N G THE EXTRA MILE:

G O I N G THE EXTRA MILE:

G O I N G THE EXTRA MILE:

Brainstorm 3 ways that you could Go the Extra Mile Spiritually:

G O I N G THE EXTRA MILE:

G O I N G THE EXTRA MILE:

G O I N G THE EXTRA MILE:

List five things you do exceptionally well:

Describe your top five duties as an employee:

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