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BRIAN TRACYS
SUCCESS MASTERY ACADEMY
WORKBOOK

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BRIAN TRACYS
SUCCESS MASTERY ACADEMY
DAY ONE
TABLE OF CONTENTS
Part One
Seven Qualities of Master Achievers ............................................................ 1
Part Two
Managing Yourself and Others for Peak Performance .................................... 4
Part Three
How to Make Quantum Leaps in Your Sales and Business Career ................... 8
Part Four
Time Empowerment ................................................................................ 13
Part Five
Maximum Selling Strategies ...................................................................... 17
Part Six
Positioning, Perception and Self-Image in Selling.......................................... 23
PartSeven
Persuasion, Negotiation and Influence Skills ................................................ 27
Part Eight
Success and Self-Motivation ...................................................................... 33
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PART ONE
SEVEN QUALITIES OF MASTER ACHIEVERS
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.
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NOTES

NOTES

5.

: 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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PART TWO
MANAGING 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 dont

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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NOTES

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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NOTES

8.

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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PART THREE
HOW TO MAKE QUANTUM LEAPS IN YOUR
SALES AND BUSINESS CAREER

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

Its not the


to
Bear Bryant

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to win but the will


to win that counts.

3.

; 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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NOTES

: everything is

4.

NOTES

6.

Positive

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

Persistence is

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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NOTES

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PART 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, a salesperson?


and

7.

Spend

a customer!

% of your time creating cus-

tomers; Spend

% of your time keeping

customers.
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NOTES

NOTES

8.

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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12.

Plan the

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)

NOTES

necessaryto

achieve your goals.

13.

Listen to
in your car.

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PART FIVE
MAXIMUM SELLING STRATEGIES

Your ability to sell

NOTES

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

not services.

c)

2.

People buy to satisfy

Peoplehave

major motivations:

a)

Desire for

b)

Fear of

Incorporate

into every presentation.

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NOTES

3.

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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5.

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.

6.

NOTES

Three stages of the sale customers

a)

Direct relationship between


skills and sales
success.
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NOTES

7.

Keep

in its place; first

need, desire, authority and urgency.

a)

Thats 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 dont you give it a

(take it?) - Invitational Close.

b)

If this makes sense to you, then the


is . . . Directive Close.

c)

On a scale of
where are we?

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What would it take to

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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NOTES

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PART 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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NOTES

NOTES

7.

Main

a)

to selling:

Fear of

experienced by customer.

b)

Fear of

experienced by salesperson.

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)
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before replying.

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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NOTES

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PART 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

NOTES

4.

a)

Expertise;

b)

Knowledge of needs of the other;

c)

Identification;

d)

Rewarding and punishing;

e)

Investment.

Emotions can

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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re-

5.

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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NOTES

NOTES

b)

What are you

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:

11.

method of

No negotiation is ever

a)

, ask

With new
to reopen.

b)

NOTES

negotiating.

12.

Both parties should be

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PART 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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BRIAN TRACYS
SUCCESS MASTERY ACADEMY
DAY TWO
TABLE OF CONTENTS
Part One
Leadership The Critical Difference ......................................................... 37
Part Two
The Magic of Self-Direction ...................................................................... 42
Part Three
How to Set and Achieve Goals ................................................................... 50
Part Four
Personal Strategic Planning for the High Performer ....................................... 58
Part Five
Achieving Financial Independence .............................................................. 64
Part Six
Twenty-One Traits of Self-Made Millionaires ............................................... 69
PartSeven
Communication the Master Skill to Powerful Relationships....................... 79
Part Eight
Achieving Success in Family and Business .................................................... 83
Part Nine
Seven Rules for Success in the Twenty-First Century ..................................... 87
u 36 u

PART ONE
LEADERSHIP THE CRITICAL DIFFERENCE
Every great institution is the lengthened shadow of one man
Ralph Waldo Emerson
Leadership is the critical factor in the success of
any organization. Leaders have specific vital qualities and perform specific vital functions.

1.

the key quality of


leadership:

a)

Leaders think about the


.

b)

What are your

c)

What is your

for

yourself? Your business?

2.

the indispensable
quality upon which all others depend.

a)

The future belongs to the


.
u 37 u

NOTES

NOTES

b.

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.

u 38 u

5.

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.

u 39 u

NOTES

complete responsibility for the activities and

a)

NOTES

7.

leaders are committed


to excellent performance of the business
tasks.

a)

Leadership is the ability to choose the


area of

b)

Leaders focus on, develop essential


.

c)

Leaders elicit
performance from ordinary people.

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PART TWO
THE MAGIC 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

and

c)

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

NOTES

Major source of
and underachievement.

3.

approach to life.

u 43 u

NOTES

5.

Your major definite

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)

u 44 u

7.

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)

u 45 u

NOTES

NOTES

9.

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

u 46 u

11.

What sort of work or activity gives you your


greatest feeling of

12.

What

would

you dare to dream if you knew you


?

Goal Setting Exercise

1.

2.

3.

u 47 u

NOTES

NOTES

4.

5.

6.

7.

8.

9.

10.

Major Definite Purpose:

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PART THREE
HOW TO SET AND ACHIEVE GOALS

NOTES

1.

There are

major obstacles

to goal-setting.

a)

People dont realize the


of goals.

b)

People dont

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)

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)

Make your goals

achievable.

5.

crystallize it on paper.

u 51 u

NOTES

NOTES

a)

Only

% 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

8.

Seta

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

NOTES

a goal is a

dream with a deadline.

a)

and

you will need to achieve


your goal.

u 53 u

NOTES

a)

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)

Whats 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


.

u 54 u

13.

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 is your 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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PART 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.

u 58 u

NOTES

6.

What are your income and sales 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 years goals down into


monthly, weekly, daily goals.
Sales
Monthly

Weekly (50) $
Daily

u 59 u

Income

9.

What is your desired

10.

Break your goals down into the

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?

Your overarching goal?


!

a)

Develop

time perspective.

b)

Develop

time perspective.

u 60 u

NOTES

NOTES

12.

Three rules for financial

a)

c)

u 61 u

Violate

b)

Law.

in the short term.

yourself first.

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PART FIVE
ACHIEVING 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.

u 64 u

b)

% 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 of money 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.

u 65 u

NOTES

NOTES

d)

Study every

of the busi-

ness.

e)

Invest with

having

proven success records.

f)

Self-made millionaires do not


, speculate or take chances.

g)

4.

Rule: Dont

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)

Make

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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NOTES

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PART SIX
TWENTY-ONE QUALITIES OF SELF-MADE MILLIONAIRES

There are certain qualities of self-made millionaires


that you can learn that will make you

a)

Each of those qualities is


to great success.

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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NOTES

NOTES

2.

Do what you

a)

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?

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cash

5.

Accept 100%

As

of your own

career, what changes would you make?

b)

Why arent you


financially independent?

6.

Develop a clear sense of

a)

Determine

what you

want in every area of your life.

b)

Determine the
youre 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.

u 71 u

NOTES

see yourself as self-employed.

a)

b)

NOTES

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

for success.

b)

When you work,


the time you

10.

Get around the

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all
.

people.

a)

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.

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NOTES

NOTES

13.

Unlock your inborn

you are a

a)

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 youre


.

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b)

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.

u 75 u

NOTES

Always look for opportunities to go


the

16.

NOTES

a)

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.

u 76 u

b)

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.

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NOTES

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PART SEVEN
COMMUNICATION THE MASTER 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

themessage.

2.

There are three

in

conversation.

a)

Words account for

% of

themessage.

u 79 u

NOTES

NOTES

b)

Tone of
for

c)

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

5.

Balanced

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.


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NOTES

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PART EIGHT
ACHIEVING SUCCESS IN FAMILY AND BUSINESS

1.

Your

NOTES

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?

u 83 u

NOTES

7.

To do
do

of one thing, you must


of others. What should you be

doing

8.

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 youre with your


there

13.

, be

% of the time.

Limit/restrict television, newspapers, outside


activities. Remember the Law of the
Alternative.

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14.

Its

NOTES

Spend unbroken
with the most important people in your life.

15.

of time at home and


of time at work that

counts.

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PART NINE
SEVEN RULES FOR THE 21ST CENTURY

1.

Your life can only get

when

you get

2.

It doesnt matter where youre


; all that matters is where youre
.

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


.
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NOTES

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