Brian Tracy Success Mastery Academy

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B RIAN TRACY’ S AST TERY ACADEMY SUCCESS M AS WORKBOOK

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B RIAN TRACY’ S SUCCESS M AST ASTE ERY A CADEMY DAY ONE T AB ABLE LE OF CONTENTS Part Pa rt One One Seve Se ven n Qu Qual alit itie ies s of Ma Mast ster erAc Achi hiev ever ers s .... ........ ........ ........ ........ ........ ....... ....... ........ ........ ........ ........ ........ ........ ........ ...... 1 Part Two Manag Ma nagin ing g Your ourse self lf and Ot Other hers s for Pe Peak ak Pe Perf rform ormanc ance e ... ...... ..... ..... ..... ..... ...... ..... ..... ..... ..... ...... ..... .... .. 4 Part Pa rt Three Thr ee How Ho w to Make Make Quant Quantum um Leap Leaps s in Your Your Sale Sales s and Busi Busines ness s Caree Careerr ... ...... ..... ..... ...... ..... ..... ... 8 Part Pa rt Four Four Tim ime e Em Empo powe werm rmen entt ........ ................ ................ ................ ................ ............... ............... ................ ................ ................ .......... 13 Part Pa rt Five Five Max Ma xim imum um Sel Selliling ng Str Strat ateg egie ies s ....... ............... ................ ................ ................ ................ ................ ................ ............... ....... 17 Part Pa rt Six Posi Po siti tion onin ing, g, Perce Percept ptio ion n and SelfSelf-Im Imag age e in Se Sellllin ing g ... ....... ........ ........ ........ ........ ........ ........ ........ ........ ....... ... 23 PartSeven Pers Pe rsua uasi sion on,, Neg Negot otia iati tion on and and In Infl flue uenc nce e Ski Skilllls s .... ........ ........ ........ ........ ........ ........ ........ ....... ....... ........ ........ ...... 27 Part Pa rt Eight Suc ucc ces ess s an and d Sel elff-M -Mot otiivat atio ion n ....... ............... ................ ................ ................ ................ ................ ................ ............... ....... 33 u ii u

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P ART ONE SEVEN QUALITIES OF M ASTER A CHIEVERS 1.

: they see themselves as capable of . •

Top

% of people earn % of the money.

2.

: they work to confront the

that hold most

people back. 3.

: they in themselves, their companies, their products/services, and their customers. •

is the critical element in successful business and selling.

4.

: they see themselvesas

, not

salespeople. u 1 u

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: they review every

before every business

meeting. 6.

Continuous

: they

,

listen to

and

take additional

.

7.

: they see themselvesasthe own personal services

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of their .

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A CTION COMMITMENT ________________________________________________________ ________________________________________________________ ________________________________________________________ ________________________________________________________ ________________________________________________________ ________________________________________________________ ________________________________________________________ ________________________________________________________ ________________________________________________________ ________________________________________________________ ________________________________________________________ ________________________________________________________ ________________________________________________________ ________________________________________________________ ________________________________________________________ ________________________________________________________ ________________________________________________________ u 3 u

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P ART TWO M ANAGING YOURSELF AND OTHERS FOR PEAK PERFORMANCE

NOTES

1.

Your self-concept is the “ ” of your mind.

2.

You always perform on the based on how you

on the .

3.

You don’t

what you see; you

see what you 4.

.

All improvements in

personal performance

in what u do on the outside

begin with an

improvement in your self-concept, your beliefs about

yourself

5.

.

between selfconcept and performance.

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6.

Your self-concept is made up of three parts: a)

Self-

ideal

: inner mirror

7.

b)

Self-

c)

Self-

image

:

:

The most powerful words in self-concept reinforcement are: “

.”

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There are two major obstacles to high performance:

9.

a)

Fear of

:

b)

Fear of

:

Two major traps based on fear: a)

Learned

b) 10.

Your goal: become

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. Zone. !

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A CTION COMMITMENT ___________________________________________ ___________________________________________ ___________________________________________ ___________________________________________ ___________________________________________ ___________________________________________ ___________________________________________ ___________________________________________ ___________________________________________ ___________________________________________ ___________________________________________ ___________________________________________ ___________________________________________ ___________________________________________ ___________________________________________ ___________________________________________ ___________________________________________ ___________________________________________ u 7 u

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P ART THREE HOW TO M AKE QUANTUM LEAPS IN YOUR S ALES AND BUSINESS C AREER

NOTES

There are

things you can do to your success in your

career. 1.

: we live in a based society where the highest paid people are those who than others. “To

more, you must

more.” 2.

: your level of in your field will determine the quality and quantity of your “It’s not the to Bear Bryant

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. to win but the will to win that counts.” —

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3.

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; your success will be decided by the number of people who know you in a

way.

“You must

continually

to broaden your contacts.” : gives you and the ability to take advantage of

.

“If you cannot

, the

seeds of greatness are not in you.” — W. Clement Stone

5.

Good

habits — is doing things

right while

is

doing the right things. “What is the most use of my time right now?”

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: everything is

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6.

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Positive

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— the

ability to remain

and

optimistic in the face of daily ups and downs. “The

of your personal-

ity is largely determined by the way you things to yourself.” 7.

: the way you to others. People tend to you by the way you look on the outside. You never get a chance to make a good

im-

pression. 8.

: continually looking for better, faster, easier, cheaper ways to get the job done. One good

is

all you need to start a fortune. 9.

: self-discipline combined with countless doors for you.

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will open

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“Persistence is

T

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R

in

action.” 10.

: being in the right place with the right resources at the right time. You tend to

into your life the

people, ideas and circumstances in with your dominant .

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A CTION COMMITMENT ________________________________________________________ ________________________________________________________ ________________________________________________________ ________________________________________________________ ________________________________________________________ ________________________________________________________ ________________________________________________________ ________________________________________________________ ________________________________________________________ ________________________________________________________ ________________________________________________________ ________________________________________________________ ________________________________________________________ ________________________________________________________ ________________________________________________________ ________________________________________________________ ________________________________________________________

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P ART FOUR TIME EMPOWERMENT

1.

Your highest, most dependable source of cash flow is your

2.

3.

.

Your most precious resource, all you really have to sell, is your

.

Best

of time/

money?

your earning

ability! 4.

Becomean

in time manage-

ment. 5.

The Pareto Principle, the

,

applies to all aspects of business and selling. 6.

Job description of a company, asalesperson? and

7.

Spend

a customer!

% of your time creating cus-

tomers; Spend

% of your time keeping

customers. u 13 u

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The work of a salesperson consists of three activities:

9.

1.

;

2.

;

3.

.

Spend

% of your time and presenting;

Spend 10.

% of your time following-up.

Average salesperson works only

% of

the time. 11.

You require clear

and

goals, broken down by year, month, day and hour. Annual income goal?

$

Annual sales goal?

$

Desired hourly rate?

$

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Plan the

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necessaryto

Plan your sales work

;

reduce traveling time. 14.

Upgrade your get

15.

continually; at your key tasks!

Continuous personal/professional development is your a)

Read

b)

Attend sales

to the future. hour every day. four

times per year. c)

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achieve your goals. 13.

A

Listen to in your car.

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P ART FIVE M AXIMUM SELLING STRATEGIES

Your ability to sell

and your

ideas to others will determine how you rise and how much 1.

What a)

you make. do you sell?

People buy

, not

products. b)

People buy

,

notservices. c) 2.

People buy to satisfy

Peoplehave

.

major motivations:

a)

Desire for

.

b)

Fear of

.

Incorporate

into every presentation.

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Three parts of selling: a)

- quantity determines quality.

b)

- discussing your product/service.

c)

-average sale closed on

4.

call.

Three stages of the sale — perspective. a)

Establish

- build

“ethos.” b)

Identify

-

connect with “pathos.” c)

Present move to “logos.”

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perspective. Recognition of

=

starting point. b)

Evaluation of

=

middle game. 1.

Buying

?

2.

Order of

?

3.

Strengths vs. ?

c)

Resolution of

=

end game: 1.

Critical factor is

2.

Your job is to be perceived as the

3.

. provider.

- to uncover final concerns.

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Three stages of the sale — customer’s

a)

Y

Direct relationship between skills and sales success. u 19 u

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7.

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Keep

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in its place; first

need, desire, authority and urgency.

a)

That’s a good

; can

I come back to that? b)

Why do you

that?

c)

Why do you

that way?

d)

Mr. Prospect, is price your only ?

8.

Gaining

,

getting closure. a)

“Why don’t you give it a

?

(take it?)” - Invitational Close. b)

“If this makes sense to you, then the is . . . ”DirectiveClose.

c)

“On a scale of wherearewe?”

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What would it take to

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you

on that? 9.

Your best sources of

are

your satisfied customers. 10.

The easiest

you can make is

to a happy customer.

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A CTION COMMITMENT ________________________________________________________ ________________________________________________________ ________________________________________________________ ________________________________________________________ ________________________________________________________ ________________________________________________________ ________________________________________________________ ________________________________________________________ ________________________________________________________ ________________________________________________________ ________________________________________________________ ________________________________________________________ ________________________________________________________ ________________________________________________________ ________________________________________________________ ________________________________________________________ ________________________________________________________ ________________________________________________________

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P ART SIX PERCEPTION, POSITIONING AND SELF-IMAGE IN SELLING

1.

Relationships often

after

the sale. 2.

Decision to buy means entering a relationship.

3.

Customer wants a first.

4.

Because of product/service complexity, the relationship is more than the product/service.

5.

Key

for buying: , services, delivery,

reliability, responsiveness, quality of over time. 6.

With larger

, more , involved, longer

of product, first-time critical variable is

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7.

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Main a)

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to selling: Fear of

,

experienced by customer. b)

Fear of

,

experiencedbysalesperson. 8.

Antidote: New Model of Selling:

OLD

9.

Rule:

NEW

builds trust

and credibility. 10.

Listening skills — keys to sales success. a)

Listen

; no

interruptions. b) u 24 u

before replying.

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c)

Question for

d)

Feed it

; paraphrase

in your own

.

11.

.

is the key to the sale. a)

- attitude, appearance,dress.

b)

Company -

,

longevity, size. c)

Testimonials -

,

lists, photos. d)

Presentation focused,practiced,prepared.

e)

- ideal solution, value

price.

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P ART SEVEN PERSUASION, NEGOTIATION AND INFLUENCE SKILLS

Your ability to negotiate well on your own behalf is instrumental to your success. 1.

is negotiable. a) b)

your way to success. Fear of

holds

people back. 2.

Purpose: to reach an such that all parties are and willing to do business again. a)

Seek for

b)

Aim for

and equity. or no

deal. 3.

is a critical element in negotiating.

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NOTES

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a)

Expertise;

b)

Knowledge of needs of the other;

c)

Identification;

d)

Rewarding and punishing;

e)

Investment.

Emotions can

Y

you or

you in negotiating. a) b)

— the critical element. How

do you want it?

He/She? c)

Emotional duces power.

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5.

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can be a critical element in negotiating. a)

The more

the need,

the less effective the negotiator. b)

, set whenever possible.

c)

— put off decisions when you can.

6.

Developing

improves

your position. a)

The more

, the you are.

b)

7.

You are only as

as

your

.

Know a)

what you want. What

do you

desire?

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What are you

Y

to

give? 8.

is the key tosuccess. a)

What are your/his/her ?

b)

What are the

to be re-

solved? c)

What are the starting of each party?

d)

What are your

,

minimums? 9.

Law of

— basic issues

to be resolved. 10.

negotiating tactics. a)

Flinch:

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b)

Question:

c)

Assertion:

d)

Low-ball:

e)

Silence:

f)

Nibble:

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method of

No negotiation is ever

.

a)

, ask

With new to reopen.

b)

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NOTES

negotiating. 12.

A

Both parties should be

.

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P ART EIGHT SUCCESS AND SELF-MOTIVATION

1.

“

,” make a decision

to go all the way to the top. 2.

Identify your “

” to

asalessuccess. 3.

Get around the right

.

4.

Take excellent care of your

.

5.

Positive

;see

yourself as the very best in your field. 6.

Positive control your inner

7.

Positive

; talk to yourself, . ; get going, get

busy, move fast.

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A CTION COMMITMENT _______________________________________________________ _ _______________________________________________________ _ _______________________________________________________ _ _______________________________________________________ _ _______________________________________________________ _ _______________________________________________________ _ _______________________________________________________ _ _______________________________________________________ _ _______________________________________________________ _ _______________________________________________________ _ _______________________________________________________ _ _______________________________________________________ _ _______________________________________________________ _ _______________________________________________________ _ _______________________________________________________ _ _______________________________________________________ _ _______________________________________________________ _ _______________________________________________________ _

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B RIAN TRACY’ S AST TERY ACADEMY SUCCESS M AS

DAY TWO T AB ABLE LE OF CONTENTS Part One Leade Le aders rshi hip p — Th The e Cr Crititic ical al Diffe Differe renc nce e ........ ................ ................ ................ ................ ................ ................ .......... 37 Part Two The Mag Magic ic of Sel Self-D f-Dire irect ction ion ........ ................ ................ ................ ................ ................ ................ ................ .............. ...... 42 Part Pa rt Three How Ho w to to Set Set and and Ac Achi hiev eve e Goal Goals s ........ ................ ................ ................ ................ ................ ................ ................ ........... ... 50 Part Pa rt Four Pers Pe rsona onall Stra Strate tegic gic Plan Planni ning ng for the the High Perf Perform ormer er... ....... ....... ....... ........ ........ ........ ........ ........ ........ ...... 58 Part Pa rt Five Ac A chi hie eving Finan anc cial Ind nde epen end den enc ce .......................... .................................................... .................................... .......... 64 Part Six Twen wentyty-One One Trai raits ts of Sel Self-M f-Made ade Mil Millio lionai naires res ... ....... ........ ........ ........ ........ ........ ........ ........ ........ ........ ........ .... 69 PartSeven Communicati Commun ication on — the the Master Skill to Powerf Powerful ul Relati Relationship onships s .. ..... ...... ..... ..... ...... ..... ..... ..... .. 79 Part Pa rt Eight Eigh t Ac A chieving Success in Family and Business ........................ .................................................. ............................ .. 83 Part Pa rt Nine Nin e Seven Sev en Ru Rules les for Suc Succes cess s in in the the Twe went nty-F y-Fir irst st Ce Cent ntury ury ... ...... ..... ..... ...... ..... ..... ...... ..... ..... ...... ..... ..... ..... .. 87 u 36 u

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P ART ONE L EADERSHIP — THE CRITICAL DIFFERENCE “Every great institution is the lengthened shadow of one man”

Ralph Waldo Emerson Leadership Lea dership is the th e crit critical ical factor in the success of any organization. Leaders Leaders have specific vital qualities and and perform specific vita v itall functions. funct ions. 1.

— the key quality of leadership: a)

Leaders think about the .

b)

What are your

c)

What is your

? — for

yourself? Your Your business? business? 2.

— the indispensable quality upon which all others depend. a)

The future belongs to the . u 37 u

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b.

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— the willingness to initiate action with no ofsuccess.

3.

— the most desired and respected quality of leadership. a)

The

Principle —

seeing the world as it really is. b)

— at all times, under all circumstances.

4.

— the leader is completely dedicated to the success of the organization. a)

The

that activates and

energizes the internal and external resources of the organization. b)

The leader must be about the importance of the results aimed at.

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— the leader accepts of the organization. No

, no blaming:

“The buck stops here.” b)

“Never

, never

explain.” 6.

— the ability to focus critical energies on the most vital results required. a)

Leaders focus on the

of

the situation. b)

Leaders set clear on the expenditure of

c)

Leaders focus on

. —

in themselves, others, the company, the situation.

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complete responsibility for the activities and

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7.

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— leaders are committed to excellent performance of the business tasks. a)

Leadership is the ability to choose the “area of

b)

.”

Leaders focuson, develop essential .

c)

Leaders elicit performance from ordinary people.

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A CTION COMMITMENT ________________________________________________________ ________________________________________________________ ________________________________________________________ ________________________________________________________ ________________________________________________________ ________________________________________________________ ________________________________________________________ ________________________________________________________ ________________________________________________________ ________________________________________________________ ________________________________________________________ ________________________________________________________ ________________________________________________________ ________________________________________________________ ________________________________________________________ ________________________________________________________ ________________________________________________________ ________________________________________________________ u 41 u

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P ART TWO THE M AGIC OF SELF-DIRECTION

NOTES

1.

is the most important factor impacting your life today. a)

— 2x, 3x every 35 years.

b)

— expanding exponentially.

c)

— more aggressive, determined than ever.

2.

Change is the

of

anxiety, stress, problems in relationships, at work. a)

Makes you feel “

b)

Causes unpredictability.

u 42 u

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c)

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Goals enable you to

the

direction of change. a)

Assure that change is rather than random.

`

b)

Assure that change is rather than negative.

c)

Give you a tremendous “ .”

4.

Three key elements of goal-setting: a)

“Acres of

” philoso-

phy. b)

“Area of

”

philosophy. c)

Major definite

A

C

A

D

E

NOTES

Major source of and underachievement.

3.

Y

—

approach to life.

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5.

A

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A

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Your “major definite

Y

”

must be: a)

Clear,

b) c)

, quantifiable. Achievable, but requiring “

d)

, objective.

In

.” with your

other goals. 6.

Start with your

; list your

five most important values/virtues in life: a) b) c) d) e)

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7.

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list method — what are your most important goals in life right now? a) b) c)

8.

What would you

, how would you

change your

, if you won cashtoday?

a) b) c) d) e)

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9.

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A

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What would you

, how would you

spend your

, if you learned

today that you only had

to

live? a) b) c) d) e) 10.

What have you always wanted to do but been

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What sort of work or activity gives you your greatest feeling of

12.

T

?

What

would

you dare to dream if you knew you ?

Goal Setting Exercise 1. 2. 3.

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4. 5. 6. 7. 8. 9. 10. Major Definite Purpose:

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P ART THREE HOW TO SET AND A CHIEVE GOALS

NOTES

1.

There are

major obstacles

to goal-setting. a)

People don’t realize the of goals.

b)

People don’t

to

set goals. c)

Fear of rejection, of

,

holds people back. d)

Fear of

is the

biggest single reason. 2.

A systematic process or blueprint for goalsetting increases the likelihood of success by %. a)

is better than no plan.

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b)

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The ability to set goals and make plans is the

3.

ofsuccess. — the only real limit on

your abilities. a)

Must be

, something

you want. b)

Must be

, intense,

passionate. 4.

— you need to develop an absolute conviction that your goal is possible. a)

Your beliefs become your .

b)

Y

Make your goals

,

achievable. 5.

— crystallize it on paper.

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a)

T

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A

Only

C

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% of Americans have goals.

b)

Make it clear, specific, objective and .

6.

Determine all the reasons

you

want the goal. a)

Reasonsarethe

in the fur-

nace of achievement. b)

The more reaons you have, the greater is your level of

7.

.

your starting position — take stock of your current situation. a)

Practice the “

principle” —

be honest. b)

Determine to go.

u 52 u

you have

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Seta

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Adeadline serves as a “ ” for your subconscious mind.

b)

Set

— weekly,

monthly deadlines as well. 9.

Identify the

you will

have to overcome. a)

b)

% of your obstacles will be

.

Identify your

and decide

how to remove it. 10.

Identify the additional

A

C

A

D

NOTES

— a goal is a

“dream with a deadline.” a)

Y

and

you will need to achieve your goal.

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NOTES

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a)

T

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What one skill, if you developed it and became

at it,

would have the greatest positive on your life? b)

How can you

the

knowledge and skills you need? 11.

Identify the

and

organizations whose help you will require. a)

Who can help you

in

achieving your goal? b)

What’s in it for them? How can you their support?

12.

— a list of everything you will have to do to achieve your goal. a)

your list by priority and value.

b)

Organize your list by chronology and .

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13.

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your goal as a reality every day. a)

your goal and “see” it in your mind.

b)

Act

, get the feeling you had already reached

your goal. 14.

Back your goals and plans with and determination. a)

Your persistence isyour measure of your

b)

in yourself.

Every act of persistence strengthens you,

and your ability

to persist even more. 15.

There are except for the limits you place on yourself.

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Y


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Y


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P ART FOUR PERSONAL STRATEGIC PLANNING FOR THE HIGH PERFORMER

1.

NOTES

You are in business for yourself, of your own corporation.

2.

Your

in strategic planning is to get

the highest 3.

. individuals also

have good strategic plans.

4.

a)

Yale study: 1953 - 1973:

b)

Harvard study: 1979 - 1989:

Good strategic planning acts as an toward personal success.

5.

All strategic planning is

plan-

ning.

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6.

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What areyour incomeandsales goals? Income

Sales

20__ 20__ 20__ 20__ 20__ 7.

What net worth do you want to have? Current Net Worth? $ 20__ $ 20__ $ 20__ $ 20__ $ 20__ $

8.

Break your current year’s goals down into monthly, weekly, daily goals. Sales Monthly

$

Weekly (50) $ Daily

u 59 u

$

Income

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9.

What is your desired

10.

Break your goals down into the

S

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rate?

necessary to accomplish them.

11.

a)

Salesvolume?

b)

Number of sales?

c)

Number of calls?

d)

Number of presentations?

e)

Number of proposals?

f)

Daily activities?

Youroverarching goal? ! a)

Develop

time perspective.

b)

Develop

time perspective.

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12.

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Three rules for financial a)

c)

u 61 u

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.

Violate

b)

M

Law. in the short term. yourself first.

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P ART FIVE A CHIEVING FINANCIAL INDEPENDENCE

NOTES

1.

More people are becoming financially independent today,

, than at

any other time in human history. a)

1950 —

self-made

millionaires in America. b)

1980 —

self-made

millionaires in America. c)

1996 —

self-made

millionaires in America. d)

Rate? One new self-made millionaire every

2.

minutes.

The rules for achieving financial independence are simple. a)

Spend

than you earn and the difference.

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b)

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% of every dollar is yours to keep.

c)

per month will make you a millionaire.

d)

Resolve in advance to prefer financial independence to

e)

.

Once you put it away, never .

3.

The values ofmoney have never changed. a)

Money goes and stays where it is .

b)

Spend as much time analyzing an investment as you spend the money.

c)

before you invest.

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d)

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Study every

D

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Y

of the busi-

ness. e)

Invest with

having

proven success records. f)

Self-made millionaires do not , speculate or take chances.

g) 4.

Rule: Don’t

money!”

Use the “Law of

” to

become wealthy. a)

Start saving

% of your gross

income. b)

Gradually increase to over time.

c)

Put every extra dollar away to build your

5.

Use the two great principles of wealth.

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a)

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Make

E

R

Y

work

in your favor. b)

Use “

”

to maximize your investments. 6.

Practice

in all your

financial decisions. 7.

Develop the quality of

,

long-time perspective, in becoming wealthy.

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P ART SIX TWENTY-ONE QUALITIES OF SELF-M ADE MILLIONAIRES

There are certain qualities of self-made millionaires that you can learn that will make you a)

.

Each of those qualities is togreatsuccess.

b)

You develop a quality by it whenever it is called for.

Give yourself grade of 1-10 on each quality. 1.

— imagine no limitations. a)

Practice “back from the thinking.”

b)

Create a

list, imagine your

ideal life-style.

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2.

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D

Do what you a)

E

M

Y

to do.

Decide what you

more

than anything else. b)

Find a way to make a doing it.

3.

Commit to

in your

chosen field. a)

Resolve to pay any price to join the %.

b)

Become a “

”

project. 4.

Develop your unique

and

. a)

What has been most responsible for your

b)

in life to date?

What would you choose to do if you won a today?

u 70 u

cash

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5.

U

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Accept 100%

E

R

Y

—

seeyourselfas self-employed. a)

As

of your own

career, what changes would you make? b)

Why aren’t you financially independent?

6.

Develop a clear sense of a)

.

Determine

what you

want in every area of your life. b)

Determine the you’re going to have to pay to get it, and get started.

7.

Refuse to consider the possibility of . a)

“

is just an opportu-

nity to more intelligently begin again.” Henry Ford.

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b)

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“Within every obstacle or setback, there lies the seed of an opportunity or benefit.” Napoleon Hill.

8.

Dedicate yourself to lifelong a)

Read

.

in your field each

day. b)

Attend every

you

can. c)

Listen to

in

your car. 9.

Develop a a)

Use the “

mentality. ” formula

forsuccess. b)

When you work, “ the time you

10.

Get around the

u 72 u

all .” people.

S

U

a)

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Develop your own “

”

network. b)

Fly with

; get away

from negative people. 11.

Be prepared to climb from . a)

Life is an endless series of and

b)

.

Success is a matter of , one back.

12.

Develop

and bounce

back. a)

Resolve

that you

will bounce rather than break. b)

The “

”

rebounds quickly after every disappointment.

u 73 u

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13.

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Unlock your inborn

—

you are a “ a)

Y

.”

Use clear

, pressing , focused

b)

Practice “

. ” on

your goals and problems. 14.

Become an unshakable a)

.

% of your emotions are determined by the way you yourself.

b)

Your “

”

determines how you react and respond. 15.

Dedicate yourself to others. a)

Always do more than you’re .

u 74 u

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b)

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.

Develop a reputation for

and .

a)

Separate the

from

the unimportant. b)

Create a “

”

— Do it now! 17.

Be impeccably

with

yourself and others. a)

Be

to yourself — in

everything. b)

with others.

18.

Concentrate

on

one thing at a time.

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NOTES

Always look for opportunities to go the

16.

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NOTES

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a)

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Set priorities, use the 80/20 Rule, consider potential

.

b)

— stay at your most important task until it is done.

19.

Be

— usually any decision

is better than no decision at all. a)

to think, plan and decide.

b)

Act decisively and be prepared to accept

and .

20.

Back everything you do with the twin qualities of

and .

a)

— the ability to with no guarantees of success.

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b)

T

E

R

— the ability to

in the face

of all setbacks and obstacles. 21.

— the iron quality of character. a)

“The ability to do what you should do, when you should do it, whether you or not.” Elbert Hubbard.

b)

is self-discipline in action.

u 77 u

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NOTES

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P ART SEVEN COMMUNICATION — THE M ASTER SKILL TO POWERFUL RELATIONSHIPS

Your ability to will account for fully 1.

with others % of your success.

There are three

of any

conversation. a)

Ethos — the

of

the person. b)

Pathos — connecting with the .

c)

Logos — the

content of

the message. 2.

There are three

in

conversation. a)

Words — account for

% of

the message.

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b)

T

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C

A

Tone of for

c)

A

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— accounts % of the message.

Body language — accounts for % of message.

People believe the

message.

3.

Four basic personality styles.

4.

The person who

has

control. a)

ended questions.

b)

ended questions.

c)

questions.

u 80 u

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Balanced

M

A

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Y

— focused on

other person. 6.

Acknowledge and

twice the

average. 7.

Good

skills — “Seek first to , then to be .”

8.

Listening builds

; the basis

of all relationships. 9.

Listening skills:

tosuccess

with people. a)

Listen

; no

interruptions. b)

before replying.

c)

for clarification — “How do you mean?”

d)

Feed it back —

it in

your own words. u 81 u

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P ART EIGHT A CHIEVING SUCCESS IN F AMILY AND B USINESS

1.

Your

should be your

chief aim in life. 2.

Fully

% of your happiness comes

from 3.

“

with others. in all things” —

you need balance between your and 4.

A feeling of

to be happy. , dissatisfaction

arises when your activities and goals are not with your values. 5.

Begin with your really

6.

; what is to you?

Describe your ideal

;

what ingredients would make you most happy?

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7.

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A

To do do

A

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Y

of one thing, you must of others. What should you be

doing 8.

C

of?

of?

Treat your time like

; how

can you best

it to achieve maxi-

mum satisfaction? 9.

Set “

” as

your highest goal and organize your time/life around it. 10.

Key to balance: Do just

11.

“

things.

all the time you ;” put more of

into the time. 12.

When you’re with your there

13.

, be

% of the time.

Limit/restrict television, newspapers, outside activities. Remember the Law of the Alternative.

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It’s

A

C

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NOTES

Spend unbroken with the most important people in your life.

15.

Y

of time at home and of time at work — that

counts.

u 85 u

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P ART NINE SEVEN RULES FOR THE 21ST CENTURY

1.

Your life can only get

when

you get 2.

.

It doesn’t matter where you’re ; all that matters is where you’re .

3.

Anything worth doing

4.

is worth at first.

You can to

anything you need to achieve any

you can set for yourself. 5.

You are only as free as your

6.

Within every

. you face,

there is the seed of an equal or greater or benefit. 7.

The only real limits on you are . u 87 u

NOTES

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Brian Tracy Success Mastery Academy

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