eas and then do nothing with them, the creative flow will slow down and stop. Use Mindstorming On Every Goal The very best time to do this exercise is first thing in the morning, right after you have rewritten your goals in your spiral notebook. Each morning, you can take one goal, rewrite it as a question and then generate 20 answer s to that question. You can then immediately get busy and implement one of your answers. You can perform this exercise re peatedly on the same goal, if the goal is big enough and important enough to you. Don’t worry about writing down the same answers, over and over again. The more you practice this exercise, the more likely it is that you will trigger completely unexpected breakthrough ideas. This may require several days or even weeks of work before the flash of inspiration takes place. You must be patient and determined. It will come. The Cumulative Power of Idea Generation GOALS! Manuscript (4/15/05) – Page 362 Imagine that you were to perform this exercise every morning before you started out, five da ys per week. You can take the weekends off to relax your brain. If you did this exercise five days per week, you would generate 100 ideas per week. If you practiced this exercise 50 weeks per year, yo u would generate 5,000 ideas over the course of the next 12 months. And you don’t even have to think on your vacation! If you were then to implement one new idea each day to help you to move faster toward your goals, that would work out to one idea per day, multiplied times five days per week, multiplied times 50 weeks per year. This would amount to 250 new ideas per year that you would implement in your life. Now, here is a question: Do you think that this exercise, conducted regularly, would have an impact on your life and future? In a world where the average person has very few ideas at all during the year, do you think that this ex ercise would give you an edge in your field? Do you think that, if you did this every day, you would GOALS! Manuscript (4/15/05) – Page 363 soon become wealthy and successful in anything to which you applied yourself? I think the answer is clear. One good idea can save you years of hard work, or thousands of dollars. A multiple of good idea s, one after the other, building on each other, will make you rich, happy and successful, virtually without fail. Focus On The Solution As mentioned earlier, successful people are intensely solution - oriented . The fact is that life is a continuous succession of problems and difficulties, without end. This river of problems is only interrupted by the occasional crisis , which makes the problems seem small in comparison. In fact, if you are living a busy life, you will probably experience a crisis of some ki nd every two to three months throughout your life. You will have business crises, family crises, financial crises, health crises and other crises. The problems and crises never stop. They keep coming , like the waves of the ocean. The GOALS! Manuscript (4/15/05) – Page 364 only thing you can control is your responses to these problems and crises. And therein lies the key to your success. Successful people respond effectively to problems. Ineffective people do not. Successful people take a deep breath, relax and think clearly. They look for the good in every situation. They seek the valuable lesson. Above all, they focu s on the solution, on what can be done, rather than what has ha ppened and who is to blame. Deal With Each Problem Effectively There is a methodology that you can use to solve any problem. It requires that you approach the business of problem solving systematically, and in an organized fashion. Just like there is a process for solving mathematical problems, there is a process for solving business and life problems, and you can learn it use it for the rest of your career. Step One: Define the problem clearly . A problem properly defined is half solved. It is absolutely amazing how much time is GOALS! Manuscript (4/15/05) – Page 365 wasted floundering around lookin g for a solution when no one is quite clear about the problem. Step Two: Ask, “What are all the possible causes of this problem?” Look for both the obvious and the not so obvious causes of the problem. How did it begin? What are its origins? What triggered it in the first place? What is the critical variable that changed to cause the problem in the first place? What assumptions were made that led to the problem? Just like a doctor conducting an intensive examination on a sick patient, you should thoroughly dissect the problem before you attempt to solve it. Step Three: Ask, “What ar e all the possible solutions?” Avoid the natural tendency of most human beings to leap from a problem definition to a conclusion regardin g a solution of some kind. Always ask, “What else is the solution?” Sometimes the best solution is to nothing at all. Sometimes the best solution is to gather more information. Sometimes, the best GOALS! Manuscript (4/15/05) – Page 366 solution is to realize that this is not your problem and pass it onto someone else whose responsibility it is. Step Four: Once you have identified several possible solutions, ask, “What must this solution accomplish ?” the only way you can judge the attractiveness of a solution is to determine, in advance, what you want t he solution to accomplish. You’ve heard it said that, “The operation was a success, but the patient died.” It is very common for us to initiate a solution, and implement it, but the problem is not only not solved, but it is worse than it was before we took action in the first place. Be sure that the solution you select will accomplish the purpose you had in mind when you started on the problem solving exercise in the first place. Step Five: Once you have decided on the ideal solution, assign specific responsibility , or take responsibility yourself for implementing the solution. Set a deadline for implementation. Set a GOALS! Manuscript (4/15/05) – Page 367 measure by which you can determine if the solution has been effective. A problem solving discussion that does not lead to agreement on a specific solution, accompanied by the assignment of personal responsibility and a deadline, is a problem that will come back over and over again, without resolution. Practice this systematic method of dealing with a problem over and over until it becomes a habit of thinking. You will be amazed at how much more effective you be come, and how much better your results will be using this method. The Key To Victory and Success In studying warfare and battles over the centuries, I have always been fascinated by the situations where a smaller force defeated a numerically superior force. In every case, what I discovered was that the numerically smaller force was far better organized, more methodical and more orderly in its plan of attack and execution than was the larger, more disorganized force. GOALS! Manuscript (4/15/05) – Page 368 By the same token, an ordinary person, with a system or recipe for problem solving, can run circles around highly intelligent or well educated people who throw themse lves at their problems without a method or process for solving them. These two methodologies, mindstorming and the systematic approach, give you a tremendou s advantage in mastering the inevitable problems and difficulties of life. Write It Down Always be sure to think on paper. Write things down. There is something that happens between the brain and the hand when you write. You get a greater sense of clarity and understanding with regard to the issues involved. You think better. Your perception is sharper. You actually become smarter and more creative by the very act of writing everything down as you go along, and before you make a decision. Play Down The Chessboard GOALS! Manuscript (4/15/05) – Page 369 One of the most powerful creative thinking exercises you can practice is called “Scenario Planning.” In scenario planning, you play down the chessboard of life and imagine what might happen sometime in the future. Even though the future is largely unknowable, certain trends taking place today will continue into the future. Certain events taking place around you will affect these trends, if not interrupt them in different ways. Completely unexpected events will arise that will require that you change your plans completely. Answer Two Questions In scenario planning, you ask yourself two questions. First, “What are the three worst things that could possibly happen in the months or years ahead that would negatively affect my business or my personal life?” Write them down. Be brutally ho nest with yourself. Refuse to wish or hope for the best. For example, imagine that your best customer went out of business or was unable to pay you for the GOALS! Manuscript (4/15/05) – Page 370 products or services that you had sold to him. What would you do? How would you react? What steps could you take to guard against this eventuality? Next, ask yourself, “What are the three best things that could possibly happen to me in the months and years ahead?” With your answers to either of these questions, you can use mindstorming to prepare yourself for any eventuality. If it is a potential setback, ask yourself, “H ow could we guard against this setback?” Then generate 20 answers to this question. If it is a possible opportunity, ask yourself, “How could we increase the likelihood of this opportunity taking place, or take advantage of this opportunity as it is today?” Write out 20 answers to this question, as well. Each time you ask yourself one of these questions, like an electric spark, you will trigger idea s and insights. The more you think about these key questions, the more you will activate your superconscious mind to give you insights and flashes of inspiration that will enable you to seize opportunities or avoid dangers. GOALS! Manuscript (4/15/05) – Page 371 Develop Your Options One of the most important parts of your personal philosophy should revolve around the development of options. The rule is, “You are only as free as your well developed alternatives.” If your goal is to be happy, successful and free, you must have choices . There must be more than one thing that you can do, in every situation. You can never allow yourse lf to be trapped with only one course of action open to you. From the time you take your first job, make your first investment or embark on any part of life, you should immediately begin to develop an alternative to that, if something should go wrong. Develop Your Plan B Frederick von Bismarck, the “Iron Chancellor” of 19 th century Germany, was considered to be the finest statesmen of his age. He GOALS! Manuscript (4/15/05) – Page 372 was able to juggle competing nations, principalities and powers against each other in the process of forming Germany into a unified national state. His political life was an endless process of negotiating, back and forth, winning an d losing, time after time. Bismarck was famous for always having a back up plan completely developed before he bega n negotiations on his main plan. This became known as a “Bismarck Plan,” a “Plan B.” You should always have a “Plan B” for the important parts of your business and personal life as well. What is your Plan B? What is your backup plan if your current job, career, industry or course of action does not work out successfully? What is your backup plan if your current investments do not work out, or if your “best laid plans” fail? What are your alternatives? What would you do if you found yourself out on the street tomorrow, or in the posi tion of having to start over? The more options you have, the greater mental freedom you have, as well. The more alternativ es you have thought through and developed, the greater power you will have in any situation. The GOALS! Manuscript (4/15/05) – Page 373 more that you have developed differ ent courses of action, in case the one you are following does not work out, the greater confidence and you will have. This is why one of the most important things you do throughout life is to increase the range of your “freedom of action.” Use your creativity to develop op tions and alternatives continually, no matter how well things are going at the moment. Long Term Thinking Your ultimate goal in your business and your career is to earn as much money as possible and to achieve financial independence. All profit, all financial success in our society comes from “adding value” of some kind. When you add value, you put yourself into a position to capture some of that value in the form of increased income, profit or dividends. This is the basic law of all market economics, and like most basic laws, it is unknown or misunderstood by most people working in our society today. GOALS! Manuscript (4/15/05) – Page 374 One of the questions you can ask in your mindstorming exercise is, “What can I do to increase my value to my customers today?” You might ask, “Who are my ideal customers? What can I do to attract more of my ideal customers into buying from me?” Best of all, you should ask, “What would I have to do to deserve more of exactly the kind of customers that I want to have?” What could you do more of, or start doing, to be more deserving of having more of the customers you really want? Add Value Continually Always be looking for ways to use your creativity to add value by doing things faster, better, cheape r or easier in some way. Just as the word “deserve” comes from t he Latin roots “de” and “servus” which mean “from service” you should always be looking for ways to deserve greater rewards from serving your customers better in some way. GOALS! Manuscript (4/15/05) – Page 375 In the final analysis, as a member of society, as a “player” in our economic system, your riches and rewards will come from your ability to serve other people better than your competitors. Use your intelligence and your creativity ev ery single day to find ways to make yourself more valuable to your company, your industry and your world. This is the true hallmark of personal genius. Unlock Your Inborn Creativity: 1. Select your most important goal, or biggest problem, and write it at the top of a sheet of paper as question. Then discipline yourself to generate 20 answers to that question, and implement one of those answers immediately. 2. Approach every problem systematically by defining it clearly, developing possible solutions, making a decision and then implementing the solution as soon as possible. GOALS! Manuscript (4/15/05) – Page 376 3. Think on paper. Write down every detail of a problem or goal and look for simple, practical ways to solve the problem or achieve the goal. 4. Identify the best and worst things that could happen to you in the months ahead. Determine what you could do to reduce the effects of the worst outcomes and maximize the benefits or like lihood of the best possible outcomes. You are only as free as your options. Develop a plan B for every important area of your business and personal life. GOALS! Manuscript (4/15/05) – Page 377 Chapter Twenty Do Something Every Day “My success evolved from working hard at the business at hand every day.” (Johnny Carson) Many studies have been conducte d over the years to try to determine why it is that some people are more successful than others. Hundreds, and even thousands of salespeople, staff and managers have been interviewed, tested and studied in an attempt to identify the common denominators of succe ss. One of the most important success factors discovered, over and over again, is the quality of “Action Orientation.” GOALS! Manuscript (4/15/05) – Page 378 Successful people are intensely action oriented. They seem to move faster than unsuccessful people. They are busier. They try more things, and they try harder. They start a little earlier and they stay a little later. They are in constant motion. Unsuccessful people, on the other hand, start at the last moment necessary and quit at the first moment possible. They are fastidious about taking every minute of coffee breaks, lunch hours, sick leave and vacations. They sometimes brag, “When I am not at work, I never even think about it.” A Story Of Failure We use to have an employee who was always late. When we spoke to him about this, he explained that his reason for being late was the traffic. We suggested to hi m that he leave earlier so that the traffic would not be a problem. He was shocked. He said, “But if I left earlier, and there was no traffic, I might arrive at work earlier than my starting time. I couldn’t possibly do that!” GOALS! Manuscript (4/15/05) – Page 379 Needless to say, we soon let him go and hired someone else with a greater sense of responsibility and commitment. We heard later that he has continued on with the endless round of part time jobs and unemployment that has marked his career throughout his life. His attitude has set him up for failure time and time again. The Law of Compensation In his famous essay Compensation, Ralph Waldo Emerson wrote that you will always be compensated in life in direct proportion to the value of your contribution. If you want to increase the size of your rewards, you must increase the quality and quantity of your results. If you want to get more out, you have to put more in. And there is no other way. Napoleon Hill found that the key quality of successful men and women, most of whom started at the bottom, many of them penniless, was that early in life, they developed the habit of “going the extra mile.” They discovered, as the old saying goes, that “There are never any traffic jams on the extra mile.” GOALS! Manuscript (4/15/05) – Page 380 The Quality of Self-Made Millionaires In one study of self-made millionaires, researchers interviewed thousands of men and women who had started with nothing and who had accumulated more than a million dollars in the course of their careers. These self-made millionaires almost unanimously agreed that their success was the result of always “doing more than they were paid for.” They had made it a habit from their first jobs to always put in more than they took out. They were always looking for ways to contribute beyond what was expected of them. Life Long Career Success When I speak to a graduating cla ss of business students, they often ask me, usually with some concern, if I can give them some suggestions or ideas on what they can do to be successful in the world of work. I always give them the same advice. It worked for me when I was a young man and it work s for everybody, at every stage of his or her career. GOALS! Manuscript (4/15/05) – Page 381 My advice consists of two parts. First, as soon as you get settled in at your new job, and you are on top of your work, go to your boss and tell him or her that you want “more responsibility.” Tell him or her that you are determined to make the maximum contribution possible in this organization, and that you would very much like “more responsibility” whenever it becomes available. When I first started doing this as a young executive with a large corporation, my boss nodded and smiled and thanked me for my interest. But nothing happened, at le ast for a while. Every few days, I would report to my boss and mention, in parting, that I wanted “more responsibility.” Your Chance Will Come After a few weeks of this, my boss gave me a project to study and evaluate. I jumped on it like a dog jumping on a bone and ran off. I worked day and night, an d throughout the weekend, tearing that project apart, gathering rese arch, reassembling the details and putting together a report and a proposal. On Monday morning, I was GOALS! Manuscript (4/15/05) – Page 382 back to my boss with a complete proposal on the project. He was obviously surprised. He said, “There was no rush. I didn’t expect anything back from you for a week or two.” I thanked him for his concern and told him that, “This project evaluation is complete, as you requested. And by the way, I would really like more responsibility.” Things began to change for me very soon after that project evaluation. A week later, I was given another small task, completely outside my range of duties. Again, I grabbed the task and completed it to the best of my ability. A w eek or two later, my boss gave me another task, and then a week later, still another task. In every case, whatever it was, whether I knew anything about it or not, I immediately went to work on it, often on my own time, and on the weekends. I would get it done and back to my boss as fast as I could. Move Fast On Opportunities GOALS! Manuscript (4/15/05) – Page 383 This brings me to my second piece of advice for anyone who wants to be successful in his or her career. Once you get the responsibility that you have asked for, complete it quickly and well, and get it back to your boss as fast as you can, as though it was a grenade with the pin pulled out. Move quickly. Don’t delay. It is absolutely amazing the positive impression you will make on other people when you keep aski ng for more responsibility, and when you get the responsibility, yo u complete the task quickly. Very soon, my boss had marked me down as the “Go-to-guy.” Whenever something came up that he needed handling immediately, he called me rather than any of t he other executives, some of whom had been working there for several year s. In no time, I began to move up in the organization. Be Prepared For Your Opportunity One day, he threw me a task, like a football to a tight end in a close game, which I caught and ran with for a touchdown. By acting quickly, flying a thousand mile s and working day and night, I GOALS! Manuscript (4/15/05) – Page 384 discovered a fraud and saved the company two million dollars. If I had delayed even a couple of days, the money would have been lost forever. After that success, the dam broke. First I was given a large assignment, and then responsibility for an entire new division, and then another new division, and then a third. By the time I had been working for that company for two years, I was running three divisions involving almost $50 million dollars worth of business activities and managing a staff of more than 50 people in three offices. Meanwhile, my coworkers were still coming in at 9 o’clock sharp, going for lunch with each other and quitting at 5 o’clock to go for drinks at the bar. They mutte red and told each other that the reason I was moving up was because I was “lucky,” or the boss was playing favorites. They never learned the importance of asking for more responsibility and moving fast. A Secret Of Success GOALS! Manuscript (4/15/05) – Page 385 The retiring president of the US Chamber of Commerce, many years ago, told a story at his go ing away dinner. He had become one of the most respected businesspeople in America, and overseas. He had developed the kind of reputati on for high quality work that every person in business dreams of having. He said that when he was a young man, unsuccessful and frustrated, he came across a saying written on a brown lunch bag and posted on a high school bulleti n board. As he passed the bulletin board, something caused him to st op and he read the words on the lunch bag. They said, “Your su ccess in life will be in direct proportion to what you do after you do what you are expected to do.” He told the audience that these words changed his life. Up to that time in his career, he felt that he was doing a good job because he was doing what he had been told to do, what he was expected to do. But from that point onward, he reso lved that he would do far more than what was expected of him. He resolved that he would always go the extra mile and to do more than he was paid for. From that day onward, for the rest of his career, he got up a little earlier, worked a GOALS! Manuscript (4/15/05) – Page 386 little harder and stayed a little later. He moved faster from task to task and from customer to customer. And here is what always happens. The faster he moved, the more experience he got. The more experience he got, the better he got at his job. The better he got, the better results he got in the same period of time. In no time at all, he was being paid more and promoted faster. By moving faster and always doing more than expected, he had shifted onto the fast track in his career and began moving ahead rapidly. He was soon promoted into a new department, then hired into a new industry, and given a new area of responsibility. In each case, he had one strategy. Do more than you are paid for. Do more than others expect. Go the extra mile. Get busy. Get going. Take action. Don’t waste time. And he never looked back. Wisdom of A Founding Father Thomas Jefferson wrote, “Determine never to be idle. No person will have occasion to compla in of the want of time, who never GOALS! Manuscript (4/15/05) – Page 387 loses any. It is wonderful how much may be done, if we are always doing.” Later, he wrote, “The rising sun has never caught me in bed in my entire life.” The Time Will Pass Anyway Here’s an important point. The time is going to pass anyway . The weeks, months and years of your life are going to go by, in any case. The only question is, “What are you going to do with this time?” Since the day is going to go pa st in any case, why not start a little earlier, work a little harder and stay a little later? Why not put yourself on the side of the angels? Why not develop a reputation as the “go-to-guy” (or gal) who everyone looks to when they need to get something done quickly and well? This will do more to put your foot on the accelerator of your career th an anything else you can imagine. GOALS! Manuscript (4/15/05) – Page 388 Get Going and Keep Going There is a key to high income called the “Momentum Principle of Success.” This principle says that it takes considerable energy to get yourself into motion and moving. But it takes much less energy to keep yourself moving, once you get going. This momentum principle explains success as much as any other factor. Successful people are bu sy people. They get up and they get going, and they keep going all day long. They work all the time they work. They are constantly in motion, like moving targets. Plan Your Time Carefully Successful people plan their days and hours, and even their quarter-hours very carefully. In every study, there seems to be a direct relationship between tight ti me planning and high income. The highest paid professionals in our so ciety, from whom come fully 25% of self-made millionaires in Americ a, are lawyers, doctors and other medical professionals. Every one of them manages their time in terms of minutes spent on each case, or with each patient. GOALS! Manuscript (4/15/05) – Page 389 The people who earn the very le ast in our society are those who think of their time in terms of the day, the week or the month. They have no problem wasting the first half of the day. They justify this by saying they will “Catch up in t he afternoon.” Sometimes they waste the first couple of days of the week. They think that they will catch up later on in the week. Sometimes they waste the first one or two weeks of the month. The Fatal Flaw In Monthly Quotas I have worked with countless sales organizations over the years. Fully 80% of the salespeople in these organizations, all of whom work on monthly quotas, take it easy for the first three weeks of the month and then suddenly go in to a state of frantic activity during the last week, working desperately to make enough sales to hit their quotas. But not the top people. The top pe ople work on the first day of the month with the same focus and intensity that they worked on the last day of the previous month. They hit the road running, like the GOALS! Manuscript (4/15/05) – Page 390 roadrunner, with his legs moving un der him. They put the “pedal to the metal” at seven or seven thirty in the morning. They beat the rush hour traffic by getting in before anyone else, and they beat the rush hour traffic in the evening by staying and working long after everyone else has rushed out to sit on the freeway. Generate Continuous Energy Mentally and physically, the faster you move, the more energy you have. The faster you move, the more positive you feel. The faster you move, the happier you are. The faster you move, the more enthusiastic and creative you become . The faster you move the more you get done, the more you get pa id and the more successful you feel. Apply the momentum principle to your life. Once you start going, keep going. Allan Lakein , the time management specialist said, “Fast tempo is essential to su ccess.” Tom Peters said that all successful people have a “bias for action.” The key to getting more things done is for you to select your most important task and then to GOALS! Manuscript (4/15/05) – Page 391 start it with a “Sense of urgency.” This is the real key to success and high achievement. Do Something Every Day: 1. Resolve today to pick up the pace in your life. Move faster from task to task. Wa lk quickly. Develop a higher tempo of activity. 2. Imagine you were going aw ay tomorrow for a month and you had to get caught up on everything before you left. Work as hard and as fast as you do just before you leave for vacation. 3. Practice tight time planning. Imagine that you only had half the time available to get the job done and work with a sense of urgency all day long. 4. Continually ask for more responsibility, and when you get it, complete the task quickly and well. This one GOALS! Manuscript (4/15/05) – Page 392 habit will continually open doors of opportunity for you. From now on, resolve to get up one hour earlier and get going immediately. Work through lunchtime and coffee breaks. Stay an hour later to get caught up and ready for the next day. These additions will double your productivity and put you onto the fast track in your career. GOALS! Manuscript (4/15/05) – Page 393 Chapter Twenty-One Persist Until You Succeed “Few things are impossible to d iligence and skill; great works are performed not by strength, but by perseverance.” (Samuel Johnson) Every great success in your life will represent a triumph of persistence. Your ability to decide what you want, to begin, and then to persist through all obstacles and difficulties until you achieve your goals is the critical determinant of your success. And the flip side of persistence is courage. Perhaps the greatest challenge that you will ever face in life is the conquest of fear and the development of the habit of courage. Winston Churchill once wrote, “Cou rage is rightly considered the foremost of the virtues, for upon it, all others depend.” The Conquest of Fear GOALS! Manuscript (4/15/05) – Page 394 Fear is, and always has been, the greatest enemy of mankind. When Franklin D. Roosevelt said, “The only thing we have to fear is fear itself,” he was saying that the emotion of fear, rather than the reality of what we fear, is what causes us anxiety, stress, and unhappiness. When you develop the habit of courage and unshakable self- confidence, a whole new world of poss ibilities opens up for you. Just think—what would you dare to drea m, or be, or do, if you weren’t afraid of anything in the whole world? You Can Learn Anything You Need To Learn Fortunately, the habit of courage can be learned just as any other success skill is learned. To do so, yo u need to go to work on yourself to conquer your fears, while simult aneously building up the kind of courage and confidence that will enable you to deal with the inevitable ups and downs of life unafraid. Syndicated columnist Ann Land ers wrote these words: “If I were asked to give what I consider the single most useful bit of advice for all humanity, it would be this: Expect trouble as an GOALS! Manuscript (4/15/05) – Page 395 inevitable part of life, and when it comes, hold your head high. Look it squarely in the eye, and say, ‘I will be bigger than you. You cannot defeat me.’” This is the kind of attitude that leads to victory. The Causes And Cures Of Fear The starting point in overcoming fear and developing courage is, first of all, to look at the fa ctors that predispose us toward being afraid. As we know, the root source of fear is childhood conditioning, usually destructive criticism from one or both parents, that causes us to experience two types of fear. These are, first of all, the fear of failure, which causes us to think, “I can’t, I can’t, I can’t”; and second, the fear of rejection, which causes us to think, “I have to, I have to, I have to.” Because of these fears, we become preoccupied with the fears of losing our money, or our time, or our emotional investment in a relationship. We become hypersensitive to the opinions and possible criticisms of others, sometimes to t he point where we are afraid to do anything that anyone else might disapprove of. Our fears tend to GOALS! Manuscript (4/15/05) – Page 396 paralyze us, holding us back from taking constructive action in the direction of our dreams and goals. We hesitate. We become indecisive. We procrastinate. We make excuses and find reasons to delay. And finally, we feel frustrat ed, caught in the double bind of, “I have to, but I can’t,” or, “I can’t, but I have to.” Fear and Ignorance Go Together Fear can be caused by ignorance. When we have limited information, we may be tense and insecure about the outcome of our actions. Ignorance causes us to fear change, to fear the unknown and to avoid trying anything new or different. But the reverse is also true. The very act of gathering more information and experience in a particular area gives us more courage and confidence in that area. There are parts of your life where you have no fear at all because you have mastered that area, like driving a car, skiing or selling and managing. Because of your knowledge and experience, you feel completely capable of handling whatever happens. You have no fears. GOALS! Manuscript (4/15/05) – Page 397 Fatigue Doth Make Cowards of Us All Another factor that causes fear is illness or fatigue. When we are tired or unwell, or when we are not physically fit, we are more predisposed to fear and doubt than when we are feeling healthy and happy and energetic. Sometimes you can totally change your attitude toward yourself and your potential by getti ng a good night’s sleep, or taking a vacation long enough to completely recharge your mental and emotional batteries. Rest and relaxation build courage and confidence as much as any other factors. Everyone Is Afraid Here is an important point: All intelligent people are afraid of something . It is normal and natural to be concerned about your physical, emotional and financial survival. The courageous person is not a person who is unafraid. As Mark Twain said, “Courage is resistance to fear, mastery of fear ⎯not absence of fear.” It is not whether or not you are afraid. We are all afraid. The question is, how do you deal with the fear? The courageous person is GOALS! Manuscript (4/15/05) – Page 398 simply one who goes forward in spite of the fear. And here is something else I have learned: when you confront your fears and move toward what you are afraid of , your fears diminish while at the same time, your self-esteem and self-confidence increases. However, when you avoid the thing you fear, your fears grow until they begin to control every as pect of your life. And as your fears increase, your self-esteem, yo ur self-confidence and your self- respect diminish accordingly. As the actor Glenn Ford once said, “If you do not do the thing you fear, the fear controls your life.” Analyze Your Fears Once we have recognized the factors that can cause fear, the next step in overcoming fear is to sit down and take the time to objectively identify, define and analyze your own personal fears. At the top of a clean sheet of paper, write the question, “What am I afraid of?” Begin filling out your list of fears by writing down everything, major and minor, over which you ex perience any anxiety. Start with GOALS! Manuscript (4/15/05) – Page 399 the most common fears, the fears of failure or loss and the fears of rejection or criticism. Some people, dominated by the fear of failure, invest an enormous amount of energy justifying or covering up their mistakes. They cannot deal with the idea of making a mistake. Others, preoccupied by the fear of rejection, are so sensitive to how they appear to others that they seem to have no ability to take independent action at all. Until they are absolutely certain that someone else will approve, they refrain from doing anything. Set Priorities On Your Fears Once you have made a list of every fear that you think may be affecting your thinking and your behavior, organize the items in order of importance. Which fear do you feel has the greatest impact on your thinking, or holds you ba ck more than any other? Which fear would be number two? What would be your third fear? And so on. With regard to your predominant fear, write the answers to these three questions: GOALS! Manuscript (4/15/05) – Page 400 1. How does this fear hold me back in life? 2. How does this fear help me, or how has it helped me in the past? 3. What would be my pay-off for eliminating this fear? Some years ago, I went through this exercise and concluded that my biggest fear was the fear of poverty. I was afraid of not having enough money, being broke, perhaps even being destitute. I knew that this fear had originated during my childhood because my parents, who grew up during the Depression, had continually worried about money. My fear wa s reinforced when I was broke at various times during my 20’s. I could objectively assess the origins of this fear, but it still had a strong hold on me. Even when I had sufficient money for all my needs, this fear was always there. My answer to the first question, “How does this fear hold me back?” was that it caused me to be anxious about taking risks with money. It caused me to play it sa fe with regard to employment. And it caused me to choose se curity over opportunity. GOALS! Manuscript (4/15/05) – Page 401 My answer to the second questi on, “How does this fear help me?” was that, in order to escape t he fear of poverty, I had developed the habit of working much longer and harder than the average person. I was more ambitious and determined. I took much more time to study and learn about the various ways that money could be made and invested. The fear of po verty was, in effect, driving me toward financial independence. When I answered the third question, “What would be my pay- off for overcoming this fear?” I immediately saw that I would be willing to take more risks, I would be more aggressive in pursuing my financial goals, I could and wo uld start my own business, and I would not be so tense and concer ned about spending too much or having too little. Especially, I woul d no longer be so concerned about the price of everything. By objectively analyzing my biggest fear in this way, I was able to begin the process of eliminating it. And so can you. Practice Makes Permanent GOALS! Manuscript (4/15/05) – Page 402 You can begin the process of developing courage and eliminating fear by engaging in actions consistent with the behaviors of courage and self-confidence. An ything that you practice over and over eventually becomes a new ha bit. You develop courage by behaving courageously whenever courage is called for. Here are some of the activities you can practice to develop the habit of courage. The first and perhaps most important kind of courage is the courage to begin, to launch, to step out in faith. This is the courage to try something new or different, to move out of your comfort zone, with no guarantee of success. Earlier I mentioned Professor Robert Ronstadt of Babson College who taught entrepreneurship for many years. He conducted a study of those who took his class and found that only 10% actually started their own businesses and beca me successful later in life. He could only find one quality that the successful graduates had in common. It was their willingness to actually start their own businesses, as opposed to continually talking about it. The Courage To Begin GOALS! Manuscript (4/15/05) – Page 403 He discovered the “Corridor Principle,” that we spoke about earlier. As these individuals moved forward toward their goals, as though proceeding down a corridor, doors opened to them that they would not have seen if they had not been in forward motion. It turned out that the graduates of his entrepreneurship course who had done nothing with what they had learned were still waiting for things to be just right before they began. They were unwilling to launch themselves down the corridor of uncertainty until they could somehow be assured that they would be successful ⎯ something which never happened. The Future Belongs To The Risk Takers The future belongs to the risk takers, not the security seekers. Life is perverse in the sense that, the more you seek security, the less of it you have. But the more you s eek opportunity, the more likely it is that you will achieve the security that you desire. Whenever you feel fear or anxiety, and you need to bolster your courage to persist in the face of obstacles and setbacks, switch your attention to your goals. Create a clear mental picture of the person GOALS! Manuscript (4/15/05) – Page 404 that you would like to be, performing the way you would like to perform. There is nothing wrong wi th thoughts of fear as long as you temper them with thoughts of courage and self-reliance. Whatever you dwell upon, grows . . . so be careful. The mastery of fear and the development of courage are essential prerequisites for a happy, successful life. With a commitment to acquire the habit of courage, you will eventually reach the point where your fears no longer play a major role in your decision-making. You will set big, challenging, exciting goals, and you will have the confidence of knowing that you can attain them. You will be able to face every situation with calmness and self- assurance. And the key is courage. Learn From The Masters What if you could sit down wi th one of the most successful men or women in our society and learn from him or her all the lessons of success that he or she had taken a lifetime to gather? Do you think that would help you to be more successful? GOALS! Manuscript (4/15/05) – Page 405 What if you could sit down with 100 of the most successful men and women who ever lived and learn from their rules, their lessons and their secrets of success? Wo uld that help you to be more successful in your own life? What if you could sit down, over time, with more than 1,000 highly su ccessful men and women? How about 2,000 or 3,000? Action Is Everything Your answer is probably that spending time with these extremely successful men and women, learning what they learned in order to achieve their goals, would be of great help to you. The truth is however, is that all of this advice and input would do you no good at all unless you took some specific action on what you had learned. If learning about success was all th at it took to do great things with your life, then your success would be guaranteed. The bookstores are full of self-help book s, each one of them loaded with ideas that you can use to be more successful. The fact is, however, that all of the best advice in the world will only help you if you can GOALS! Manuscript (4/15/05) – Page 406 motivate yourself to take persistent, continuous action in the direction of your goals until you succeed. The probable result of your reading the ideas in this book has been that you have made some spec ific decisions about things that you are going to do more of, and things that you are going to do less of . You have set certain goals for yourself in different areas of your life, and you have made resolutions that you are determined to follow through on. The most important question for your future now is simply: “Will you do what you have resolved to do?” Self-Discipline is the Core Quality The most important single quality for success is self-discipline. Self-discipline means that you have the ability, within yourself, based on your strength of character and willpower, to “do what you should do, when you should do it, whether you feel like it or not.” Character is the ability to follow through on a resolution after the enthusiasm with which the resolution was made has passed. It is not what you learn that is decisive for your future. It is whether or GOALS! Manuscript (4/15/05) – Page 407 not you can put your head down and discipline yourself to pay the price, over and over, until you fi nally obtain your objective. You need self-discipline in order to set your goals and to make plans for their accomplishment. You need self-discipline to continually revise and upgrade your plans with new information. You need self-discipline to use your time well and to always concentrate on the one thing, the most important thing that you need to do at the moment. You need self-discipline to invest in yourself every day, to build yourself up personally and professionally, to learn what you need to learn in order to enjoy the success of which you are capable. You need self-discipline to delay gratification, to save your money and to organize your finances so that you can achieve financial independence in the course of your working lifetime. You need self-discipline to keep your thoughts on your goals and dreams, and keep them off of your doubts and fears. You need self-discipline to respond positively and constructively in the face of every difficulty. GOALS! Manuscript (4/15/05) – Page 408 Persistence is Self-D iscipline in Action Perhaps the most important demonstration of self-discipline is your level of persistence when the going gets tough. Persistence is self-discipline in action. Persistence is the true measure of individual human character. Your persistence is , in fact, your real measure of your belief in yourself and your ability to succeed. Each time that you persist in the face of adversity and disappointment, you build up the habit of persistence. You build pride, power and self-esteem in to your character and your personality. You become stronger and more resolute. You deepen your levels of self-discipline and personal strength. You develop in yourself the iron quality of success, the one quality that will carry you forward and over any obstacle that life can throw in your path. The Common Quality Of Success In History The history of the human race is the story of the triumph of persistence. Every great man or woman has had to endure tremendous trials and tribulations before reaching the heights of GOALS! Manuscript (4/15/05) – Page 409 success and achievement. That enduran ce and perseverance is what made them great. Winston Churchill is considered by many to have been the greatest statesman of the 20 th century. Throughout his life he was known and respected for his courage and persistence. During the darkest hours of World War II, when the German Luftwaffe was bombing Britain, and England stood alone, Churchill’s resolute, bulldog tenacity inspired the whole na tion to fight on in the face of what many felt was inevitable defeat. John F. Kennedy said of his speeches that, “Churchill marshaled the English language and sent it forward into battle.” One of the greatest speeches in the annals of persistence was Churchill’s address to the nation on June 4 th , 1940, which ended with these words, “We shall not flag or fail. We shall fight in France. We shall fight on the seas and oceans. We shall fight with growing confidence and growing strength in the air. We shall defend our islands, whatever the cost may be. We shall fight on the beaches. We shall fight on the landing grounds. We shall fight in the fields and in the streets. We shall fight in the hills; we shall never surrender.” GOALS! Manuscript (4/15/05) – Page 410 In the later years of his life, Churchill was asked to address a class at his old preparatory school. They asked him if he would share with the young people present what he believed to be the secret of his great success in life. He stood before the assembly, leaning on his cane, shaking a little, and said with a strong voice, “I can summarize the lessons of my life in seven words: never give in; never, never give in.” Your Guarantee of Eventual Success What Churchill found, and what you will discover as you move upward and onward toward your goals, is that persistence is the one quality that guarantees that you will eventually win through. Calvin Coolidge, a President who was so reluctant to speak in public that he was given the nickna me of “Silent Cal,” will go down in history for his simple but memo rable words on this subject. He wrote: “Press on. Nothing in the world can take the place of persistence. Talent will not; nothing is more co mmon than unsuccessful men with talent. Genius will not; unrewarded genius is almost a proverb. Education GOALS! Manuscript (4/15/05) – Page 411 alone will not; the world is full of educated derelicts. Persistence and determination alone are omnipotent.” Persistence is the Hallmark of Success Successful businesspeople and entrepreneurs are all characterized by indomitable willpow er and unshakable persistence. In 1895, America was in the grip of a terrible depression. A man living in the Midwest lost his hotel in the midst of this depression and decided to write a book to motivate and inspire others to persist and carry on in spite of the difficulties facing the nation. His name was Orison Swett Marden. He took a room above a livery stable, and for an entire year, he worked night and day writing a book, which he entitled Pushing To The Front. Late one evening, he finally finished the last page of his book and, being tired and hungry, he went down the street to a sm all café for dinner. While he was away for an hour, the livery stable caught on fire, and by the time he got back, his entire manuscript, more than 800 pages, had been destroyed by the flames. GOALS! Manuscript (4/15/05) – Page 412 Nonetheless, drawing on his inner resources, he sat down and spent another year writing the book over again from scratch. When the book was finished, he offered it to various publishers, but no one seemed to be interested in a motivational book with the country in such a depression and unemploym ent so high. He then moved to Chicago and took another job. One day he mentioned this manuscript to a friend of his who happened to know a publisher. The book, “Pushing to the Front” was subseq uently published and became the runaway bestseller in the nation. Pushing To The Front was acclaimed by the leading businesspeople and politicians in America as being the book that brought America into the 20 th century. It exerted an enormous impact on the minds of decision makers throughout the country, and became the greatest single classic in all of personal development. People like Henry Ford, Thomas Edison, Harvey Firestone and J. P. Morgan all read this book and were inspired by it. GOALS! Manuscript (4/15/05) – Page 413 The Two Essential Qualities Orison Swett Marden says in his book that, “There are two essential requirements for success. T he first is ‘get-to-it-iveness,’ and the second is ‘stick-to-it-iveness.’” He wrote, “No, there is no failure for the man who realizes his power, who never knows when he is beaten; there is no failure for the determined endeavor; the unconquerable will. There is no failure for the man who gets up every time he falls, who rebounds like a rubber ball, who persists when everyone else gives up, who pushes on when everyone else turns back.” Confucius said, more than 4,000 years ago, “Our greatest glory is not in never falling, but in rising every time we fall.” James J. Corbett, one of the first world heavyweight boxing champions, said that, “You become a champion by fighting one more round. When things are tou gh, you fight one more round.” Yogi Berra said this, “It’s not over until it’s over.” And the fact is that it’s never over as long as you continue to persist. Elbert Hubbard wrote, “There is no failure except in no longer trying. There is no defeat except fr om within, no really insurmountable barrier save our own inh erent weakness of purpose.” GOALS! Manuscript (4/15/05) – Page 414 Vince Lombardi said, “It’s not whether you get knocked down. It’s whether you get up again.” All of these successful men and women had learned how critical the quality of persistence is in achieving greater goals and objectives. Successful men and women are hallmarked by their incredible persistence, by their re fusal to quit, no matter what the external circumstances. The one q uality that absolutely guarantees success in business, in financial a ccumulation, and in life is this indomitable willpower and the willingness to stick at it when everything in you wants to stop and rest or go back and do something else. Persistence is Your Greatest Asset Perhaps your greatest asset is simply your ability to keep at it longer than anyone else. B. C. Forbes, the founder of Forbes Magazine, who built it into a major publicatio n during the darkest days of the depression, wrote, “History has demonstrated that the most notable winners usually encountered heartbreaking obstacles before they triumphed. They won because they refused to be come discouraged by their defeat.” GOALS! Manuscript (4/15/05) – Page 415 John D. Rockefeller, at one time the richest self-made man in the world, wrote, “I do not think there is any other quality so essential to success of any kind, as the quality of perseverance. It overcomes almost everything, even nature.” Conrad Hilton, who started with a dream and a small hotel in Lubbock, Texas, and went on to build one of the most successful hotel corporations in the world, said, “Success seems to be connected with action. Successful men keep moving. They make mistakes, but they don’t quit.” Thomas Edison, the greatest failure, and also the greatest success , in the history of invention, failed at more experiments than any other inventor of the 20 th century. He also perfected and was granted more patents for commercial processes than any other inventor of his age. He describe d his philosophy in these words: “When I have fully decided that a result is worth getting, I go ahead on it and make trial after trial until it com es. Nearly every man who develops an idea, works it up to the point where it looks impossible, and then gets discouraged. That’s not the place to become discouraged.” GOALS! Manuscript (4/15/05) – Page 416 Alexander Graham Bell talked about persistence in these words, “What this power is I ca nnot say; all I know is that it exists and it becomes available only when a man is in that state of mind in which he knows exactly what he wants and is fu lly determined not to quit until he finds it.” Rene McPhearson, who built build Dana Corporation into one of the great American success stor ies, summarized his philosophy by saying, “You just keep pushing. You ju st keep pushing. I made every mistake that could be made, but I just kept pushing.” The Great Paradox There is an interesting and important paradox in life that you need to be aware of. It is that if you are an intelligent person, you do everything possible to organize your life in such a way that you minimize and avoid adversity and disappointment. This is a sensible and rational thing to do. All intellig ent people, following the path of least resistance to achieve their goals, do everything possible to minimize the number of difficulties and obstacles that they will face in their day-to-day activities. GOALS! Manuscript (4/15/05) – Page 417 Disappointment is Inevitable Yet, in spite of our best effort s, disappointments and adversity are normal and natural, unavoidable parts of life. Benjamin Franklin said that the only things that are inevitable are death and taxes, but every bit of experience shows that disappointment is also inevitable. No matter how well you organize yourself and your activities, you will experience countless disappointments, setbacks, obstacles and adversity over the course of your life. And the higher and more challenging the goals that you set for yourself, the more disappointment and adversity you will experience. This is the paradox. It is impossible for us to evolve and grow and develop to our full potentials except to the degree to which we face adversity and learn from it. All of the great lessons of life come as the result of setbacks and temporary defeats which we have done our utmost to avoid. Adversity therefore comes unbidden, in spite of our best efforts. And yet without it , we cannot grow into the kind of people who are capable of scaling the heights and achieving great goals. GOALS! Manuscript (4/15/05) – Page 418 Adversity is What Tests Us Throughout history, great thinkers have reflected on this paradox and have concluded that adve rsity is the test that you must pass on the path to accomplishing anything worthwhile. Herodotus, the Greek philosopher, said, “Adversity has the effect of drawing out strength and qualities of a man that would have lain dormant in its absence.” The very best qualities of strength, courage, character and persistence are brought out in you when you face your greatest challenges and you respond to them positively and constructively. Everyone faces difficulties every step of the way. The difference between the high achiever and the low achiever is simply that the high achiever utilizes adversity and struggles for growth, while the low achiever allows difficulties and adversity to overwhelm him or her and leave him or her discouraged and dejected. GOALS! Manuscript (4/15/05) – Page 419 Bounce Back From Disappointment The work by Abraham Zaleznik at Harvard proved that the way you respond to disappointment is usually an accurate predictor of how likely you are to achieve great success. If you respond to disappointment by learning the very most from it and then by putting it behind you and pressing forward, you are very likely to accomplish great things in the course of your life. Success Comes One Step Beyond Failure This is another remarkable discovery. Your greatest successes almost invariably come one step beyond when everything inside of you says to quit. Men and women throughout history have been amazed to find that their great breakthroughs came about as a result of persisting in the face of all disappointment and all evidence to the contrary. This final act of persis tence, which is often called the “persistence test,” seems to precede great achievements of all kinds. H. Ross Perot, who started EDP Industries with $1,000 and who built it into a fortune of almost three billion dollars, is one of the most successful self-made entrepreneurs in American history. He said this; GOALS! Manuscript (4/15/05) – Page 420 “Most people give up just when they are about to achieve success. They quit on the one-yard line. They give up at the last minute of the game, one foot away from the winning touchdown.” Herodotus also wrote, “Some men give up their designs when they have almost reached the goal; while oth ers, on the contrary, obtain a victory by exerting, at the last moment, more vigorous efforts than ever before.” You find this principle of persis tence, of keeping on, in the life and work of countless great men and women. Florence Scovel Shinn wrote that, “Every great work, every big accomplishment, has been brought into manifestation throu gh holding to the vision, and often just before the big achievement comes apparent failure and discouragement.” Napoleon Hill, in his classic, Think and Grow Rich, wrote, “Before success comes in any man’s life, he is sure to meet with much temporary defeat and, perhaps, some failure. Wh en defeat overtakes a man, the easiest and most logical thing to do is quit. And that is exactly what the majority of men and women do.” Harriet Beecher Stowe, who wrote the Battle Hymn of the Republic , also wrote these words, “Never give up then, for that is just the place and time that the tide will turn.” GOALS! Manuscript (4/15/05) – Page 421 What you do not see — what most people never suspect of existing — is the silent but irresistible power which comes to your rescue when you fight on in the face of discouragement. Claude M. Bristol wrote, “It’s the constant and determined effort that breaks down all resistance , sweeps away all obstacles.” James Whitcome Riley put it this way, “The most essential factor is persistence — the determination never to allow your energy or enthusiasm to be dampened by the discouragement that must inevitably come.” The power to hold on, in spite of everything, to endure — this is the winner’s quality.