Chapter 1
(Think Inside Your Box, Get Your Mind Right)

Overcoming obstacles and creating wealth is not a problem with lack of information; it’s a problem with lack of action.

Your success and prosperity in sales and business are a perfect reflection of whatever is in your box.

“Sometimes other people such as our family members (especially parents), put things in the box for us. Sometimes our community and neighbors, coworkers, and competitors put things in there too. We can even accumulate stuff from talking heads on television and through the information we read in a book or see in a movie. Sometimes we put things in the box ourselves.”

You can be a hoarder, or you can clear out the clutter and get focused and organized. It’s absolutely your choice.

Your thoughts and beliefs are completely under your control, and they are completely your responsibility.

The first step in creating a prosperous career is evaluating what’s in your box. Then remove any “junk” and replace it with whatever results you really want by exercising dominion and control over what you tell yourself on a consistent basis. This is the essence of getting your mind right.

Socrates said, “An unexamined life is not worth living.”
Socrates suggesting to hard look at the “junk in our trunk.” It’s not an easy process, but it’s a necessary one.

“We attract that which we fear.”

Bible verse – “For the thing which I greatly feared is come upon me, and that which I was afraid of is come unto me.”

“Fear may come true.”
Was it possible that I could create things I did not want in my life simply by thinking about them? Could I actually attract things that I was afraid of just by holding onto them in my mind?

Our lives are perfect reflections of our thoughts
Our minds generate thoughts that lead to chemical secretions that lead to emotions that lead to actions that lead to results. It really isn’t all that mystical, nor is it a mystery.

The quality of your thoughts determines the quality of your life.

Fearful thoughts triggered fearful emotions and led me to take unhealthy actions, which created results that mirrored the fearful actions.

Empty your box of destructive and limiting beliefs and replace them with thoughts and beliefs that would create an exceptional life.

Your entire process was fairly predictable.
Your thoughts drive your emotions. Your emotions drive your actions. Your actions drive your results.

Your business results are a mirror reflection of your thoughts.

Whatever goes in the box eventually comes out and creates your business.

Lousy customers didn’t care about our quality and service. They care only about a cheap price!

Customers valued quality and service more than ever and are willing to pay a few extra bucks for it!

You can pull out of the box only whatever is in the box, anything you put in, you will eventually pull out.

Stop doing the things that are creating his poor quality of life.
We’ve got to understand what’s in the box.

The only way to get better outcomes is to start doing something differently.

You can’t generate better results without changing what you do (actions).

You can’t generate better results without changing what you do (actions).

“We cannot solve our problems with the same thinking we used when we created them.”

Changing how you think will change the way you feel and lead you to generate better results

Analyze what’s in our boxes to understand where the existing junk in our trunks came from. Begin exercising some discernment to ensure more junk does not find its way in there.

Overpower the limiting beliefs with new, empowering beliefs.

How can you possibly excel at something that you don’t respect? How can you become an expert in sales if you’re worried about your family judging you for it?

Replace any of the junk in there with more empowering beliefs, which will pave the way for improved sales and business performance.

Thoughts drive emotions, actions, and results is a very predictable pattern.

Success in sales and business ultimately comes down to how well and how often we do the little things. It’s not about closing one huge deal every now and then. It’s all about doing the small things on a consistent basis. Do the little things well, and the big things will happen.

You won’t succeed in business or with your personal relationships if you don’t have the proper mindset.

Improve your life in all respects, design your course and then embrace consistency.

Took the actions required to make dreams come true one step at a time.

To achieve real success, you need to first see yourself in your mind as a successful person.

If you take this book to heart, if you embrace the knowledge, you can, in way less than five years, be the person you’ve always wanted to be, living the life of your dreams and having all the rewards you deserve. Once you reach that level of success, you will aspire to even greater achievements than you can imagine today. This may sound like a pipe dream to you now, but I challenge you to put strategies to work for just 90 days and see how powerful they really are.

 

Chapter 2
(Congratulations! You’re Right! . . . Even When You Are Wrong)

It is possible to program your subconscious mind to get from one income level to another income level.

Using The Power of Consistency to reprogram your thoughts—in other words, what’s in your box.

Once you program the directions to reach a particular goal into your subconscious mind, it will work on it 24 hours a day, 365 days a year to reach the destination.

You have the ability to see amazing things in your mind’s eye.

You can dream things that haven’t happened yet and see those dreams in your mind.

Close your eyes and visualize a house that’s not yet built, a relationship that hasn’t yet developed, or an income or a business that hasn’t yet grown.

You can see every detail if you choose to concentrate on them.

The Reticular Activating System (RAS) job of filtering out of irrelevant information and capturing relevant information has enormous implications for your ability to create wealth.

Two people can see the same thing and note something very different about it.

Identify what you want in your career and to put those things in your box.

Expectations always drive your results. If you want to change your results, you have to change your expectations.

The RAS is a powerful part of your life.

Whatever is in your box will eventually be proved right.

RAS will find information to prove you right—even if you are wrong.

If you think something is true, it’s true—even if it’s not true.

Without a process to get the bad stuff out and replace it with unlimited expectations, we frequently find ourselves stuck.

Once we get things in our heads we tend to prove them right—for better or for worse.

The key to creating wealth in sales and business is figuring out what’s in your box, getting the bad stuff out, putting good stuff in, and letting your RAS prove you right in a good way. Once you understand how your RAS works, it’s easy to see the role it plays in the quality and circumstances of your sales and business career.

Working hard and capitalizing on the opportunity are necessary, but finding the opportunity at the right time is critical.

The truth is, most of my success has resulted from timing and opportunity.

Harness The Power of Consistency to program wealth and prosperity into my subconscious, so I did not miss the opportunities to make those dreams a reality.

The key is noticing the opportunity at the right time and perceiving it as relevant to your life, which means making sure your RAS is programmed to do so.

Conditioning subconscious with beliefs and expectations that you would be a successful entrepreneur.

Once you complete the process and begin implementing the plan, you will notice an immediate shift in your emotions, growing confidence, and more lofty goals and expectations.

Once it’s programmed deep in your subconscious mind, you will find your way there—just like you find your way home from work without consciously thinking about it.

Change your thoughts by changing the contents of your box, and by doing so, you change the way you felt.

You will place the income and career you desire into your box, piece by piece, dream by dream. Then you will begin pulling the new results out of your box—step by step, moment by moment, and day by day.

 

Chapter 3
(Understanding the Power of Focus and Your Subconscious Mind)

That’s been one of my mantras focus and simplicity. Simple can be harder than complex: You have to work hard to get your thinking clean to make it simple. But it’s worth it in the end because once you get there, you can move mountains. —Steve Jobs

The truth is most of us only truly excel when we focus on one thing at a time.

That level of obsessive focus would guarantee a successful business

Focus—solely and obsessively

Conscious mind is at its best when focusing on one thing at a time,

RAS will process the information, opportunities, and actions you need to get there.

Once you have programmed your prosperity plan into your subconscious mind, your reticular activating system (RAS) will also ensure that you do not miss out on the timing and opportunity you need to make your plans become a reality.

The key is programming your subconscious mind to stay focused on achieving your dreams even when your conscious mind gets distracted.

You will find yourself effortlessly doing the things you need to do to reach your dreams.

The key to all of this is consistency doing the little things you know you need to do over and over again.

Thinking the right things and doing the right things, you can only create the right results.

This process will give you the strength you require to do the things necessary to create wealth, happiness, and prosperity. You will find a sense of peace and become confident that you are destined to create your dreams by staying focused and consistently moving toward them.

Each degree of confidence you attain will foster deeper levels of confidence.

You will find yourself inspired and able to complete the small daily tasks that will keep you moving forward toward your dreams. You will find yourself empowered to do more.

Just stick with it step by step, little by little making progress toward the end goal.

Consistent action to create amazing things in your life and business.

Stay focused. Never surrender. Never compromise. Your dreams are closer than you realize.

 

Chapter 4
(Step 1: Focus)

You can’t depend on your eyes when your imagination is out of focus. — Mark Twain

If you want to create powerful results in sales and business, it’s not enough to be efficient; you must be effective.

Spend a little time thinking about the things you think about.

Examine what’s currently in your box

It’s your choice to hoard all the contents and wallow in it or clear out the junk and organize what remains.

Identify your ultimate destination, determine a few simple steps that will get you there, and recognize any limiting beliefs that may undermine your ability to get there.

Ensure that we are focusing on the right things in sales and business.

  • What you want
  • What you want to become
  • What you want to contribute
  • What you need to do to accomplish these things
  • What limiting beliefs may be holding you back in life and business

Simply to let your imagination flow.

Remember, we have an imagination for a reason, so let it run wild.

We must elevate our expectations through the use of creative thought, and imagining a better life is the first step in achieving this vision.

Begin putting new things in your box that you can later pull out.

Examine the negative, limiting beliefs that may already be in there.

The best way for you to measure success is the one that’s significant to you—and about which you can get passionate and excited.

The more meaningful the dream is to you, the better.

Organize these thoughts and words in the next step.

Identify which things we should do. It’s about pinpointing priorities and deciding which actions will create the biggest impact.

“Winners do what losers are not willing to do.” It’s not that losers don’t want the same things winners want; it’s that losers are not willing to take action and follow through in the same way that winners are.

It’s easy to become overwhelmed with this seemingly endless list of to dos, which usually causes us to become paralyzed and do nothing.

Pareto principle or the so-called 80/20 rule. 80 percent of your results come from 20 percent of your efforts. Useful tool to simplify our to-do lists and make progress toward our goals and aspirations. The key is to focus your efforts on the activities that produce the most significant results.

People also tend to wait until everything is perfect before they take action. But waiting for everything to be just right before taking the plunge on a project will likely leave you waiting for a long, long time. Circumstances are rarely ever perfect. Creating an exceptional life and business requires taking action in the face of adversity, not in its absence.

It is critical during this process to simplify things so that we’re focusing on just one or two actions that will move us closer to our desired outcome. There will be plenty of time to take care of other details; the key at the beginning is to get going and create momentum as quickly as possible.

There were literally hundreds, if not thousands, of things to do—so many, in fact, that it was easy to get lost in the confusion of what to do next.

“Nothing happens until something gets sold,” Decide to focus your attention on selling something. But before you could sell anything, you needed a sales lead.

Without an office, an employee, or a service truck, I took out a full-page ad for our new company in our Sunday newspaper announcing “our lowest prices ever!” (Since I hadn’t been in business the day before, that was a completely honest claim.) At the bottom of the ad, I put the words “Call NOW! Operators standing by 24 hours a day—7 days a week.”

I was the operator, the phone number was a cell phone, and I was definitely “standing by” in the living room, waiting for calls.

I set 16 sales leads on that Sunday and never looked back. Within 60 months the company had sold, serviced, and installed more than $20 million of residential heating and air-conditioning services and products. If I had waited until everything was set up and ready to go, I’d still be waiting.

To be successful, you have to take action—sooner rather than later. It doesn’t have to be the perfect action; it just needs to be action. The key to success is being able to decide which actions to take, since you usually a have quite a few to choose from. In fact, you frequently have too many choices. This, as we know, can be a real problem, since as we learned, the confused mind says “no!” That’s when nothing happens, nothing changes, and dreams remain confined to the imagination. Without action, we don’t create anything—ever.

Keep it simple. Keep it focused.

For example, what specific things do you need to do to earn $200,000 in sales income? Break it down into the number of calls you need to hit your target. Let’s say your average commission on each sale is $500, and your average closing ratio is 25 percent. That means you need 400 sales at $500 each to earn $200,000. If your closing ratio is 25 percent, you’ll need to make 1,600 sales calls to net 400 sales. If you break down the 1,600 calls over approximately 250 working days a year, you’ll need to make about 6 calls per day.

Because you’ve specified exactly what you need to do, you can easily see that you need to make six calls per day. With this new, specific information, your list might look like this:
What I want: a $200,000 annual income
What I need to do: make six calls per day, every day, and improve closing skills

The more specific you are, the less overwhelmed you will feel.

Suppose you want to lose 30 pounds. It might look like this:
What I want: to lose 30 pounds
What I need to do: walk 1 mile three days a week and stop eating sweets

What can help you even more is doing the math to see the kind of effect this will have.

Walking 1 mile a day will burn about 100 calories (depending on someone’s weight and the terrain), and skipping one dessert a day would eliminate another 300 calories (sometimes more!). Eliminating and/or burning 400 calories per day would equal losing 1 pound of fat every 9 days, since 3,500 calories is equal to 1 pound of fat. At that rate, you would lose the 30 pounds in 9 months. And there you have it!

Powerful little steps that can change everything in your life and business.

The key is focusing on one or two simple things you should do to make your dream a reality.

Combining the items from our examples, the list might look something like this:
What I want: a $200,000 annual income
What I need to do: make six calls per day—every day—and improve closing skills
What I want: to lose 30 pounds
What I need to do: walk 1 mile a day and stop eating dessert
What I want to become: an awesome father to my son
What I need to do: maintain a connection to him through weekly letters
What I want to contribute: help others who are struggling create productive lives
What I need to do: create a stable, prosperous life for myself and create the necessary resources to help others

Start your journey to wealth, happiness, and peace of mind. And this journey begins with a single step.

Limiting beliefs are the biggest obstacle between you and an exceptional life and business. It’s difficult to recognize, You must figure out what these are and start working on getting them out.

After all, if you could discern them easily, it wouldn’t be as hard to identify and discard them. limiting beliefs work covertly and over time to convince you that they aren’t the problem—you are. They will brilliantly disguise themselves as accurate thinking, and they are so well disguised because they have been hiding in plain sight for many years, often since the beginning.

Limiting beliefs can come from anywhere—your family, community, and others—and develop at any time.  And because they belong to others, you have the right to return them. You deserve to create your own expectations. You have the power to defy conventions.

You must first find these beliefs and outwit them.

Your reticular activating system (RAS) began the process of collecting right information that reinforced what you learned. Eventually, that belief system became your only truth.

Sometimes you put limiting beliefs in the box yourself. Something happened, and your psyche misinterpreted the information. That misinterpretation then formed the basis of an inaccurate belief, which your RAS noticed and reinforced while filtering out the information that challenged the belief.

The RAS wants desperately to prove you right 100 percent of the time—for better or for worse. The ultimate impact on your life doesn’t matter—only reinforcing what you thought and being right matters.

Control what goes into and through your mind and become the captain of your thoughts.

We all need to be careful about what we put into others’ boxes, especially children’s boxes.

Don’t have to allow yourself to be hindered by others’ beliefs.

It’s about identifying things that you believe, that may be holding you back, and revamping the way you see these things.

You don’t have any limits except the limits you think you have—and you have to dig deep to discover these.

Revisit what you want, what you want to become, and what you want to contribute.

 

Chapter 5
(Step 2: Emotional Commitment)

There is one quality which one must posses to win, and that is definiteness of purpose, the knowledge of what one wants, and a burning desire to possess it. – Napoleon Hill

Emotionally committed to your income and sales goals, begins the process of moving from planning your exceptional life and business to actually taking actions toward making it your new reality. From knowing and wanting to doing.

Once that memory is programmed into your subconscious mind, it’s not going anywhere—ever.

When you think and do the right things, success is not a matter of if; it is a matter of when.

No matter how busy you got, you could never forget, Even if you wanted to forget it, you couldn’t.

The secret to creating an exceptional life and business is to program your subconscious mind with everything you identified in the previous focus step as a permanent memory. Once you do that, everything in life you want, want to become, and want to contribute will be permanently etched into your subconscious thought and memory. RAS filter out opportunities you need to make your dreams a reality. You also won’t have to rely on willpower alone.

The key is to supplement your conscious thought and willpower with a powerful emotional connection to the things you are focused on and expect in your life and business. This requires that you program your goals as an unforgettable permanent memory into your box.

The following is a three-step process that will get you emotionally committed to your dreams and make them permanent memories. This process will help you organize the information from the previous step into your prosperity plan. The three steps are:
1. Write it.
2. Review it.
3. Feel it.

Write It

The first step is to write out those three crucial goals: what you want, what you want to become, and what you want to contribute. This will form the basis of your prosperity plan.

You are going to manufacture the thoughts as if you have already achieved the goals and aspirations you are writing down. This will drive the emotions and actions to make them actually happen. It’s all one huge circle of creativity and manifestation—basically, a self-fulfilling prophecy.

Use the words that feel natural to you, and keep it simple!

What’s critical now is that you write out specifically what you want in your life and business.

Incidentally, you can use this process in each area of your life and business that is important to you: your income, your business, your professional aspirations, your health and physical fitness, your relationships, and so on.

The key is to write them in present tense, as if you have already achieved them.

When you are finished dreaming as big as you can dream . . . go bigger! Don’t let people who tell you, “You can’t do that,” get in your way while you are busy doing it!

Each consistency outcome that you’ve written out will be a heading on your prosperity plan.

Fill in one or two things you need to do on a consistent basis to make each dream your reality. These are your consistency actions.

Write the consistency actions out in present tense, as if you are already doing them on a consistent basis, just as you did the consistency outcomes. For example, using the income goal from earlier, your consistency outcome and consistency actions might look like this:
I earn $200,000 per year. (consistency outcome)
1. I make six new cold calls per day. (consistency action #1)
2. I run every sales opportunity with passion and purpose. (consistency action #2)

Once you have written out your consistency outcomes and consistency actions, you will have the foundation for creating everything you want in life and business. All your personal and professional success will emanate from your plan.

You will achieve your consistency outcome if you implement the consistency actions every day.

Let’s take another example. Suppose one of the things you want is to build a $10 million business, and you have identified two leveraged actions that will help you get there. Write out the consistency outcomes and actions like this:
My company generates $10 million in annual revenue. (consistency outcome)
1. I generate 2,000 new sales leads per year. (consistency action #1)
2. I treat my customers and employees with dignity and respect. (consistency action #2)

Again, outline what success looks like to you, use words that feel personal and comfortable, and don’t get overwhelmed with the how. Just stay focused on what you want and what steps will likely get you there.

Here is another example from other areas you may be focused on:
I weigh 180 pounds. (consistency outcome)
1. I eat only healthy foods. (consistency action #1)
2. I exercise three days per week. (consistency action #2)

Once you have written down each consistency outcome and one or two consistency actions under it, you will have created a very simple, straightforward personal prosperity plan. This will be the foundation on which you will create amazing things in your life.

Keep in mind at this point that you need to identify only one or two actions that will lead to your desired outcomes. Although there are likely dozens of potential actions, just figuring out what one or two you’ll act upon will move you toward your desired outcomes.

Suppose, for example, that you’ve always believed that the profession of sales is a shady one and that you can’t trust sales professionals. To counteract that limiting belief, you could add a consistency outcome and consistency action, like this:
The sales profession is an honorable career. (consistency outcome)
1. I extend myself professionally to better serve my clients. (consistency action)

Suppose you’ve always assumed that “rich people are crooks.” Let’s further suppose that this limiting belief was undermining your ability to create legitimate wealth and success. If that were the case, you could add consistency outcomes and actions like the following:
Creating wealth while serving others and creating value is an honorable endeavor. (consistency outcome)
1. I consistently extend myself professionally to others in service. (consistency action)
2. I consistently seek to provide exceptional value. (consistency action)

Once this new set of thoughts and beliefs is programmed into the subconscious memory, it will bury any dysfunctional beliefs about creating wealth and prosperity. When you are finished with your freshly minted personal prosperity plan, you could have something that looks like this, depending on how many areas of your life you want to address:

My Prosperity Plan
I earn $200,000 per year.
1. I make six new cold calls per day.
2. I run every sales opportunity with passion and purpose.

I create wealth while serving others. Creating wealth is an honorable endeavor.
1. I consistently extend myself professionally to others in service.
2. I consistently seek to provide exceptional value.

I weigh 180 pounds.
1. I eat only healthy foods.
2. I exercise three days per week.

I am an awesome husband and father.
1. I make time for my family on a weekly basis.
2. I treat my wife with patience and kindness.

I am a man of honor and character.
1. When I give my word, I have given my bond.
2. I resolve conflict with fairness and equity.

I improve the life of others who are struggling.
1. I share what I have learned when called upon.

Your list can be as long or as short as you want, and you can add or delete from the list as you desire. In fact, you will learn in the action step about the two times you will delete consistency outcomes from your list.

Don’t get hung up on format or rules or perfection.

Write things out so that they have significance and meaning to you.

End up with a plan that you will learn to review during your quiet-time ritual and program into your subconscious mind.

Remember to dream big. Don’t be restrained by practical expectations.

Be unreasonable! Allow your imagination to explore the possibilities. You have the ability to see things that you haven’t created yet and dream things you haven’t accomplished yet. Use your ability to do that!

“All things are created twice.”

Also keep in mind that you don’t need to know everything you need to do to accomplish your dreams.

Don’t get overwhelmed in minutiae or lost in the details. Keep the big picture in mind. Pick the low-hanging fruit. Make this process easy on yourself, and above all, keep it simple!

Significant step toward becoming “the master of your destiny” and “captain of your soul.”

You have more work to do, but you have taken the first critical step on your journey to wealth, happiness, and peace of mind.

You have a right to live the life you have written out. All you have to do now is take consistent steps toward achieving the goals on your prosperity plan.

Review It and Feel It

Daily quiet-time ritual—is a critical part of reaching your income and career goals. If you don’t commit to a 15-minute quiet-time ritual, the excitement you feel while writing out your plan will be a fleeting moment of potential that never moves beyond your imagination.

Create your dreams in your imagination first.

Your daily 15-minute quiet-time ritual will provide that bridge between dreams and reality.

With all the distractions of work, family, bills, and chores, it will be difficult to find 15 minutes a day to devote to your dreams.

You have to do it—even though it is difficult.

It’s the fundamental process that requires you to completely reprogram the contents of your box. Fifteen minutes a day devoted to you and your dreams can change the course of your life. Fifteen minutes a day can supplement your willpower and give you the strength to do the things you need to do to have the things you want to have. Fifteen minutes a day is the one thing that will change everything.

We know that, according to Albert Einstein, “We can’t solve our problems at the same level of thinking that created them.” Your quiet-time ritual is what you use to elevate your thoughts to a higher level.

You cannot reap the harvest if you don’t plant and tend the seed—and that is what your quiet-time ritual is for.

Most important, it is about you, not about your spouse or your boss or your business partners. It’s about 15 minutes a day that belongs to you and only you—15 minutes that will change your life and the course of your destiny.

William Jennings Bryan once said, “Destiny is no matter of chance. It is a matter of choice. It is not a thing to be waited for; it is a thing to be achieved.” Your 15-minute quiet-time ritual is how you choose your new destiny.

Will you struggle initially to wake up 15 minutes early or to stay awake 15 minutes longer to do your quiet-time ritual? Maybe. But do it anyway, despite this initial struggle.

Just find the time. If you don’t find the time, you won’t find the results you desire in your life and business.

Your quiet-time ritual is the missing link to everything you’ve ever wanted and wanted to accomplish in your life and business. This is what you’ve been looking for—15 minutes a day to create unimaginable wealth and success in your life and business.

I make my coffee and turn on the stereo to a very low volume and tune it to the “Spa” or “Zen” channel on satellite radio.

I sit quietly, soaking up the warmth of the fire and listening to the soft music, I revel in the moment. I don’t regret the past or wonder about the future. I am completely absorbed in the moment.

There will be plenty of time for that later. But right now, it’s about right now.

I sit quietly and peacefully and take a few moments to count my blessings. There is something about gratitude that gets my day off to a good start and puts me in a wonderful state of mind. I think about the wonderful things I have received in my life: my family, my successful companies, my health, my smart and committed staff, freedom, and so on.

My nature for 23 hours and 45 minutes a day couldn’t be more different from my nature during my 15-minute quiet-time ritual. That’s why it’s so necessary for me. It grounds me and gives me strength and direction over the course of my day. It gives me sanity and peace of mind.

So although this type of quiet-time ritual is not natural for me, I have come to love it and look forward to it. I have also learned that it is a critical step to creating exceptional success in life and business.

I then review each consistency outcome and consistency action one at a time. After I read each outcome a few times, I close my eyes and imagine what it will look like once it’s happened.

Remember: You have the ability to close your eyes and see something long before you’ve actually created it in your life and business. Use your ability to see it. Allow yourself to see the manifestation of the dream however it looks to you. There is no right or wrong; there is only how it looks to you. As the brilliant Dr. Wayne Dyer says, “You won’t believe it when you see it. You’ll see it when you believe it.”

Use your ability to see all of it. Remember: “All things are created twice.”

Read and see each outcome, repeat the consistency actions.

Allow yourself to experience the emotion as if these things have already happened. The emotions that you fabricate during your quiet-time ritual are just as real as the emotions you will feel when you actually achieve the dream.

Thoughts—even imagined ones—are powerful forces for your emotions to feed off.

Reviewing your personal prosperity plan, you are literally manufacturing a new thought process—essentially putting new beliefs into your box.

Attaching powerful emotions to the thoughts.

Those little consistent actions will have a powerful impact on your results in life and business.

Allow yourself to experience the emotions of reaching your dreams as you picture each outcome in your mind’s eye. Enjoy it. Feel it.

You won’t forget the dreams and what you need to do to reach them when faced with distracting daily responsibilities.

You are programming the route from where you are today to where you want to end up into your subconscious, making them “second nature.” Just like the trip from your office to your home, you will reach your destination—despite life’s distractions.

Common sense dictates that if you remain focused on achieving something, you will eventually get there.

Programming the destination into your subconscious mind provides you with a guide that never gets distracted and never loses its way.

Failing to take one of the steps you have programmed will cause internal anxiety called cognitive dissonance, something that will drive you to new levels of consistency and performance.

 

Chapter 6
(Step 3: Action)

Action is the real measure of success. Napoleon Hill

Will Rogers once said, “Even if you are on the right track, you’ll get run over if you just sit there.”

The only way to achieve your dreams in these arenas is to take consistent action toward them.

Making a single grand gesture one time (usually) will not do you much good. Doing lots of little, helpful things regularly is what’s going to make the difference.

Success really requires brilliant execution of the small things repeatedly.

Taking “baby steps” will get you where you want to go.

Wealth, happiness, and peace of mind are about the single next step.

The key is to ensure that you are moving in a consistent direction toward your dreams today.

No need to worry about which steps you’ll take tomorrow or next week. If you don’t take the first step, there will be no next step.

“Discipline is the bridge between goals and accomplishment.” To get where you want to go from wherever you are, you must do the little things brilliantly—and consistently.

Consistently do the things we know, we would already be enjoying amazing lives of wealth and prosperity.

Success depends on taking the right actions on a consistent basis, even if the results aren’t created until years later.

You simply cannot do the right things and accidentally create the wrong results. Results will reflect the actions.

You can still do the things you need to do, regularly and habitually, to create the life and business of your dreams. You just need a little help finding the strength to do the little things brilliantly and consistently.

We need to do only to fall short after a short period of success.

Starting some new routine that you know will improve your life and business. “this is the time and now is the place.”

Believe it or not, willpower is actually an exhaustible resource that loses strength over the short term. The more you use it, the weaker it becomes—and the less you can rely on it.

Obviously, the group that had to resist the cookies had to exercise more willpower than the group who had to resist the radishes. Amazingly, the group that used this resolve to resist the cookies displayed significantly less willpower when asked to rely on it in a second exercise immediately following the cookie exercise.

Your willpower will grow weaker as you use it over the short term.

Success in life and business is not about the big commitments you make. It’s about the small commitments you keep every day.

You cannot rely on willpower and self-discipline alone to help you take the consistent actions you need, because they will fail you in critical moments of temptation. You need something to strengthen and support these actions—something to keep you going during those moments of weakness.

You need something to get you to make that sixth cold call every day—to change you at a fundamental level so that doing the right things on a consistent basis is not a constant battle.

What you need is to have your subconscious mind programmed to do what you need to do automatically.

Get this from the strength of character and conviction that flows from your quiet-time ritual.

Draw the strength you need to make the right decisions consistently.

Your quiet-time ritual will program the life of your dreams at a core level.

You can develop the deep emotional commitment that never allows you to forget what you need to do. It will keep you on track on a subconscious level, no matter how distracted your conscious mind becomes. Your quiet-time ritual will strengthen and support your willpower and self-discipline.

The purpose of your quiet-time ritual is to program new thoughts and beliefs into your box that you will remove in moments of uncertainty and weakness.

Your subconscious mind is programmed to work toward your dreams by taking the consistent steps outlined in your prosperity plan, you will create a new level of personal accountability to yourself.

Your quiet-time ritual’s job is to ensure that you perform your consistency actions daily, effectively guaranteeing a new level of success in your sales and business career.

Imagine you spend 15 minutes during your quiet-time ritual reviewing your personal prosperity plan and repeating your “I make six new cold calls per day” consistency action.

You allow yourself to experience the emotions of what that six-figure income is going to mean to your family and your future. You allow yourself to feel as though it’s already happened.

Now imagine that it’s 4:00 PM that afternoon and you’ve made only four new cold calls.

What do you suppose is going to happen? Most likely you will feel like crawling out of your skin or feel like a fish out of water. You may hear alarm bells sounding in your head.

Compare that with the feeling you would have had after making four new cold calls if you had not programmed six new cold calls into your box. Without the quiet-time ritual, you likely would have been perfectly content to accept a four-call performance from yourself.

Raise your expectations, and the results will soon follow.

You aren’t likely to let yourself off the hook after making only four calls.

Failing to make six calls will create internal conflict.

Your quiet-time ritual will have created a new standard of expectations for yourself, and if you don’t rise to your new expectations, you won’t be able to reconcile your expectations with your actions.

If you hadn’t set this goal for yourself, you wouldn’t experience any internal conflict when failing to do what you said you would.

This higher level of achievement and personal accountability is a reflection of the consistency principle that “private declarations dictate future actions.” The bottom line is this: You are far more likely to do something if you have told yourself you are going to do it. If you don’t bother making this kind of promise to yourself, there is nothing to which you must hold yourself accountable. Lack of internal pressure allows you to let yourself off the hook.

If you do the right things, you can create only the right things.

“Private declarations dictate future actions” capitalizes on a reality of human nature called cognitive dissonance. This is the anxiety or discomfort we feel when we hold conflicting ideas and beliefs. If you tell yourself that you are going to do certain things during your quiet-time ritual and you believe that you will generate success by doing those things, you will experience cognitive dissonance if you fail to take actions that are consistent with your private declarations.

This may be a new level of personal accountability for you, but it is the kind of accountability that will drive you to new levels of sales and business success. By outlining your new life and business in your prosperity plan—and programming it into your box during your quiet-time ritual.

By creating and programming your prosperity plan deep into your subconscious during your quiet-time ritual, you will create a powerful new ally for your willpower and self-control. You will strengthen your personal resolve to do what you need to do to get what you want to get.

I simply created a prosperity plan, got deeply emotionally committed to that plan over seven years of quiet-time rituals.

The Power of Consistency relies on the human tendency to work to eliminate cognitive dissonance.

If we never create the expectation that we are going to do something, there will be no dissonance. We let ourselves off the hook by never raising our expectations.

Suppose you have created your prosperity plan and programmed the consistency action into your subconscious mind that you will make six new calls per day. You go out on day 1 and make only one new call. The cognitive dissonance drives you to the verge of insanity! What happens next?

On day 2, you do your quiet-time ritual again and head out to work. After letting yourself settle for one call the day before and feeling terrible about it, your new level of personal accountability drives you to make the six calls. You do it again the next day, and the next.

The next thing you know, you are making six calls per day, and—like any new habit—it becomes easier after 25 to 30 days. Soon, not making the six calls is the exception. You are making the six calls consistently. What is the impact on your income? What result will you have created?

Regularly engage in the consistency actions, the consistency outcome is fairly predictable. Cognitive dissonance drives the new behavior, which drives the new results, and next thing you know you are a top income producer.

But suppose you took the easy way out and got rid of the cognitive dissonance by eliminating the quiet-time ritual on day 2 instead of making the six calls. You eradicate the anxiety in both cases.

Creating your prosperity plan and programming it into your subconscious will force you to eliminate any cognitive dissonance by doing one of two things:
1. You will eventually begin taking consistent actions and creating better results.
2. You will completely abandon your quiet-time ritual.

Failing to achieve your dreams in life and business would be regrettable, but lying to yourself would be far worse.

We have to strive harder and hold ourselves accountable. Once you accept that better results are guaranteed by doing better things, the only reason for failure is a personal decision to fail.

Failing to meet your goals is simply a result of not doing the right things on a consistent basis.

If you think and do the right things, wealth and success are simply a matter of when, not if. Nothing will hold you back or get in your way. You will create a new and better financial future for yourself and your family.

Programming what you want and what you need to do to achieve it in your quiet-time ritual will keep you on track no matter how distracted you become with life’s daily tasks and disruptions.

Suppose your consistency outcome is “I weigh 180 pounds” and your consistency actions are “I eat only healthy and nutritional food” and “I exercise 30 minutes per day.” Now imagine reviewing this each day and allowing yourself to visualize and experience what it’s going to feel like when you have created the dream.

What do you suppose will happen if you find yourself eating delicious chocolate cake for lunch? Alarm bells will be blasting in your skull, and you’ll feel incredibly disappointed in yourself. Ah, the power of cognitive dissonance.

Continue the quiet-time ritual, your actions will eventually get in line with the dream. Even if your actions aren’t consistent with the dream initially, they will eventually get in alignment.

You can’t do one thing and accidentally create something else.

One of the most remarkable things about the quiet-time ritual is you will find over time that it becomes less of a struggle to take actions consistent with your dreams. You will feel your emotional state changing as you begin feeling as though the parts of your prosperity plan are already a reality. You will approach each day with passion, purpose, and confidence.

When you start thinking like a success, you start feeling like a success. When you start feeling like a success, you start acting like a success. When you start acting like a success, you start creating successful results. And the next thing you know, you are living your dreams.

You will find that you make the right decisions on a more consistent basis as you follow this process. These choices will simply come more naturally, with less effort. As you change your thoughts and program your dreams into your subconscious, you will find your emotional state changes, making it easier to take the consistent actions toward your dreams.

It’s all one big self-fulfilling prophecy. It isn’t rocket science. It’s just the way the universe works.

 

Chapter 7
(Step 4: Responsibility)

Look at the word responsibility—“response-ability”—the ability to choose your response. – Dr. Stephen R. Covey

It is not in what they know. The highest earners don’t know anything the lowest earners don’t know. But one thing is for sure: The top producers are doing a few things that the losers won’t do.

It was not the money problem itself. Our decisions—whether good or bad—are 100 percent our responsibility.

You can have a BAD PROBLEM come into your life and business, yet if you make a GOOD DECISION, you will likely create a GOOD OUTCOME. The OUTCOME is a reflection of the DECISION—not the problem.

Let’s say that you have two people facing identical circumstances; chances are, they’ll make very different decisions about how to handle the problem. The choice each one makes depends on what’s in his or her box—and everybody’s box is different. Take, for example, two sales professionals working in the same market. Both are facing the same problems: a slow economy, customers obsessed with a cheap price, and competition all too willing to give it.

Yet one sales professional consistently outperforms the other. Are their individual performances a reflection of the problem? Of course not—the problems are identical. Each person’s sales performance reflects how he or she handles the issues. One decides to stay focused on improving skills and solving problems for clients, while the other decides that there is really no point in working hard. After all, the economy keeps getting worse and customers just want the cheapest available product. So the second salesperson rushes through the sales process and focuses on matching the competitor’s low price.

The way in which you choose to handle your circumstances will reveal what kind of person you are.

Analyze your decisions to figure out how you created them and to decide if you want to change them.

This is all about taking responsibility for your decisions in life and business and being accountable for what’s in your box, because that’s where all your decisions originate.

Programming better things into your box by using the FEAR process virtually guarantees that you’ll make them—which in itself virtually guarantees better results. And that’s all you need to start improving your life.

We never have to think very hard. We get up, eat breakfast, take the kids to school, go to work, interact with coworkers, deal with customers, return some e-mails and calls, go home, watch American Idol, take a shower, and go to bed. Then rinse and repeat.

Whether you realize it or not, you are making a thousand instantaneous (second nature) decisions throughout your day. If you aren’t thinking about those countless decisions consciously, where are they coming from?

They are coming from your subconscious box. You reach into your box and pull out automatic decisions a thousand times a day. Your life is a perfect reflection of what’s in your box.

Take responsibility for programming what’s in your box.

Putting a life of abundance, wealth, and prosperity—and the consistency actions necessary to get there—into your box, you are setting yourself up to eventually pull those things out of your box.

Rather than allowing other people to fill it with their stuff

Remember: Life is difficult. So is business. So is sales. Be prepared to make good decisions if you want to transcend those difficulties and create wealth, happiness, and peace of mind in both.

Winners think about the things they can control—namely, their own sales performance. Whiners, on the hands, obsess over matters over which they have no control, such as the economy, competitors offering cheaper prices, and their bosses.

Winners think about how they can improve their sales, relationship building, product knowledge, and closing skills. Whiners think about how others should be doing their jobs better.

Winners focus on “I”; whiners focus on “they.”

The process includes all the activities that define your sales activities: building relationships, identifying problems and offering solutions for your clients, demonstrating how and why your product and service are superior, and creating and delivering a powerful and effective closing sequence. It also includes the amount of time and effort you invest into learning and mastering the sales profession and how well you prepare yourself by reading and role-playing.

The better you are at your profession, the more likely your prospects are to buy from you.

Your income and sales success will grow in direct proportion to the amount of time you spend focusing your thoughts and energy on the part of sales you control: building relationships, solving problems for your prospects, and closing. Focus on what you control and watch your income grow.

The more you focus on what you cannot control—the result—the more you will be dependent on luck and lay-downs to make your living.

You must concentrate on elements such as your skill level, confidence, and attitude.

Effectiveness of focusing on your circle of influence versus your circle of concern. Your circle of influence includes the areas of your life and business that you can do something about, such as processes you control during a sales call. Your circle of concern includes areas of your life and business that you are concerned about but have no ability to control, such as the economy or your competition.

We work hard and fight our way back. It’s an awesome, admirable characteristic of human nature.

Once you understand this phenomenon, you can simply add a new consistency outcome to your quiet-time ritual to ensure you are comfortable with new levels of prosperity.

Success will breed more success—and you need to make sure you are comfortable when it happens.

Values

We offered our customers an unconditional “One Year Test Drive.” This meant that customers could hire our company to install a system and have it removed anytime during the first year after installation for a 100 percent refund.

This “risk reversal” guarantee was put to the test during our first two years in business. On one occasion we honored the guarantee when a homeowner got sick, lost her job, and needed the system removed. We allowed her to keep the system (which she needed) and refunded a significant portion of her investment.

There were other instances where our company made mistakes and always assumed financial responsibility for the problem. I once made a design mistake and had to pay for costly electrical work to make the system work properly. Many companies would have told the homeowner, “This wasn’t our problem. We aren’t responsible for the electrical capacity in your home.” But that wasn’t how our company operated. I knew it was my mistake, and I took the hit on it. It was the right thing to do.

As time unfolded and both our customers and employees learned that we were serious about serving our customers at this level, we grew very rapidly—to $20 million in revenue in 60 months. As mentioned previously, we also earned a spot on Inc. magazine’s list of fastest-growing privately held companies in America.

By staying true to the values we outlined for our company, we were rewarded with our community’s business—and trust.

Character

Character means having the strength to stay true to those values, even when it’s tough—in fact, especially when it’s tough. I once had a salesmen named Winston Dennis who consistently outperformed all other salesmen. He consistently produced sales well in excess of $1 million in an industry where $1 million in sales is the Holy Grail.

One day Winston approached me with a proposal: increase his bonus points on revenue if he hit $2 million in annual sales. I agreed, thinking he would increase his sales but never expecting him to actually hit $2 million.

He did it. And he did it for the next three consecutive years, which cost me tens of thousands of dollars in bonus commissions. But I gave him my word and had to muster the strength of character to honor my word, no matter how much it cost me.

We must be bound by our word to succeed in life and business. Whether it’s a promise we make to a customer, a supplier, or an employee, our word must always mean something. If we make commitments and promises and then waffle when push comes to shove, it’s only a matter of time before we are exposed—and our business suffers as a consequence.

Integrity

Integrity means doing all that great stuff when no one is watching. Several years ago, my son, Hunter, and I were riding dirt bikes in the hills of Colorado’s Western Slope. After a day of riding, we checked into a hotel for a night’s rest. We pulled into the hotel parking lot in my full-size pickup, pulling a long motorcycle trailer. Because the rig was so long, it was hard to maneuver through tight spots.

I parked way out at the edge of the parking lot where it was empty so that I wouldn’t have to squeeze into a tight spot. The next morning my son and I walked out to the parking lot to find it jam packed with cars. Our truck and trailer were sardined in between cars on all sides.

Hunter was only about 12 years old, but he did his best to guide me as I tried to work the rig out of the tight space without hitting other cars. I would back out a few feet, pull up, and try to get a better angle. We were making progress little by little, an inch at a time, but finally I cut it too close and the trailer etched a nice scar into the side of a parked car.

Eventually, we extricated the truck and trailer from the other cars. I parked the rig and walked over to the car I had engraved with the trailer. It was an old, beat-up car. It was actually in such bad shape that it was hard to tell where I gouged it.

I took out a business card, wrote a note to the owner, and placed it under the windshield wiper. As I walked back to the truck, a little old lady who had been watching the whole fiasco from the secrecy of her car stepped out to congratulate me for leaving the note. It felt really good getting “caught” doing something right—and even better that my son was there and learned such a great lesson.

A few days later I got a call from the kid who owned the car. After I apologized, he said, “To be honest, I couldn’t really tell where you hit it. Not sure if you noticed, but the car is a bit of a mutt.”

I explained that I didn’t think the car’s condition was the issue, and I wanted to fix it. He told me that was unnecessary, but he appreciated the offer. As we talked I learned he was in college. I asked him if I could at least take care of his rent for a month. After a moment of silence, he said, “Actually, that would be great!”

I sent the kid a few hundred bucks to help out. I felt really good again—this time, about doing the right thing when no one was watching.

Consequences for our actions, for better or for worse, will eventually pay us a visit. The values, character, and integrity that govern your life and business will have a significant impact on your wealth and prosperity. They are inextricable.

I once heard a great saying: “You can’t talk yourself out of a situation that you acted your way into.” To create the levels of wealth, happiness, and prosperity of which we are capable, we must accept responsibility for where we are today—and how we got there.

Years ago, I read a book that outlined a simple acronym that I have found very useful in my life and business: CPA. This means that I cause, permit, or allow everything that happens in my life. I am never a victim or at the mercy of anything or anyone.

Now I can hear the protests coming my way as some folks lament, “Some of the things that have happened in my life are not my fault! They are completely out of my control!”

To a degree, you are right. There are occasions when things happen in your life that are truly out of your control. But I would personally rather take the chance of assuming responsibility for something out of my control than bear the consequences of not taking responsibility for something within my control.

Because as long as I take responsibility for something, I can make it better and improve the situation. So what if I improve a situation that was somebody else’s responsibility? I am creating results! I am not willing to ignore something just because it is technically “someone else’s job”; I am going to make the situation better if I can. Don’t get me wrong; whoever ignores their responsibility will hear from me loud and clear. But I am going to focus on improving things first.

In the immortal words of Dr. Stephen R. Covey: “Be a light, not a judge.” Help others. Help yourself. And help improve the situation where you can. Don’t look for blame; look for the opportunity to make a positive difference in life and business. And do it because you cannot because you must.

Think about what goes in your box and how what’s in there affects your decisions. Prepare yourself to expect success. Consider what values, character, and integrity will define your life and business. And accept total responsibility for the results you enjoy.

Write out eight characteristics that describe that person. Next to that list, write out eight characteristics of the perfect you—the perfect sales professional.

Perfect ProspectPerfect You
Good creditHighly motivated
HonestWell trained
LoyalPersistent
High needFocused
Unlimited budgetConfident
Values qualityExpert communicator
Values serviceFearless
Willing to listenHigh product knowledge

Now consider this: You only need any combination of eight to be great in sales. In other words, if your prospect is a perfect eight, you can be a below average sales professional and still be very successful. But if your prospect is a two or three, you must be a five or six if you expect to succeed. In most cases your prospect will have only a few of the perfect characteristics, so you will need to make up the difference. The wonderful news is that even if your prospects are “zeros,” you can still be very successful in sales if you are an eight. Get the picture? So instead of complaining about the economy or your prospect, the key to sales success is focusing on you and improving your skill set, your attitude, and the contents of your box.

After all, how much control do you have over whether your prospect is a two or an eight? How much control do you have over being the perfect sales professional?

The truth is that you have 0 percent control over your prospects’ level of need and financial condition; however, you have 100 percent control over you. So where are you going to spend your mind’s energy? Are you going to fret and complain about economic and prospect characteristics over which you have no control? Or are you going to spend your precious time and energy working on making yourself the very best you can be, something over which you have total control?

You see it’s not just how you think; it’s what you are thinking about. Where’s your focus? As I’ve mentioned about 1,000 times, your life is a reflection of what’s in your box—and your box is a reflection of the things you focus on. You can focus on things you can’t control (which will change nothing), or you can focus on the things you can control (which can change everything).

At the end of the day, we must assume responsibility for what is in our boxes and where we focus our energy and attention. Focus on programming your box with what you want out of your career and life and never forget that your circumstances will not define you. Only your decisions will do that.

Listen closely to others’ conversations during your next sales meeting. Bottom-feeders typically complain about things beyond their control. Top producers stay focused on improving themselves and the elements of the sales process they can influence.

If you can’t control your prospects, why spend time worrying about them? Just be the very best you can be, and your talents and professionalism will bridge the gap with mediocre prospects. And imagine the business you will write when you are an eight and your prospect is a five! It will be like shooting fish in a barrel (with a really big gun and a really small barrel).

One of the keys to being a top producer in sales is knowing how to think and what to think about. The more you know about what’s in your box—and the more effort you expend putting what you want in there and remaining focused on things you control—the more success you will see in your sales career.

That’s what The Power of Consistency is all about. To succeed, you must program your mind to prosper in the face of any obstacle and to overcome any challenge, including imperfect prospects. When you do that, nothing will hold you back or keep you down.

Take the time to identify what you want in life, what you want to become, and what you want to contribute. Write those things out in present tense and review them for 15 minutes during your quiet-time ritual. Allow yourself to experience the emotion as if you have already achieved your dreams and commit yourself to taking actions that are congruent with your personal prosperity plan. Take responsibility for your decisions in life and business, knowing that your life is a reflection of your decisions, not your problems. And keep your focus on the things in life you can control, which in most cases is only you.

After creating your prosperity mindset and spending a few minutes each day programming your box with wealth, success, and prosperity, you will become a top producer in the world of sales and business.

 

Chapter 8
(It’s Not a Knowledge Problem; It’s a Consistency Problem!)

No amount of saying or reading is going to replace the value in the simple act of doing. There is no substitute for taking action.

Remember: The most successful people in life and business don’t know anything the rest of us don’t know. They are just doing things many others don’t do.

“our actions speak so loudly others can’t hear what we say.”

Success in life and business is based on probabilities, not absolutes.

There are no guarantees. Our best shot for success rests on our ability to do the little things in life, as often as we can, that will improve our chances for success.

Developing and reviewing your prosperity plan on a daily basis are two of the things that will dramatically improve your probabilities for success.

Probability is all we have.

Reviewing it regularly will increase the probability that you will succeed, so be fearless. Be courageous.

Your quiet-time ritual will strengthen your willpower and assist you throughout the course of your day to act in a manner consistent with what you want in life and business.

You will become infinitely more likely to defy the conundrum of human nature and do the things you know you should do to create wealth, happiness, and peace of mind. Your quiet-time ritual will strengthen your willpower and assist you throughout the course of your day to act in a manner consistent with what you want in life and business.

Unfortunately, there is nothing that will help you make the quiet-time ritual a routine part of your life except actually forcing yourself to do it. This will require a fierce determination to succeed—and the discipline to do it. Whether that requires you to awaken 15 minutes earlier, do it over your lunch break, or stay up 15 minutes later at night, you will have to force yourself in the initial stages.

You’ve probably heard somewhere that it takes about 21–28 days for an action to become a habit. That means if you can force yourself to get through the first three weeks of doing your quiet-time ritual, you will be dramatically more likely to continue doing it thereafter.

Perhaps that’s why Emerson said, “Mapping out a plan and following it to an end requires courage.” If it were easy, sissies would do it.

The really good news is that it will become easier and more natural to do your quiet-time ritual over time. In fact, after a few days of doing it, you will likely find that it is the most amazing part of your day. You will find that this time brings a new sense of optimism and excitement into your life. As difficult as it may be to get started, it will be equally difficult to stop as you encounter the new hope and optimism about your life and business that will emanate from your 15-minute quiet-time ritual.

Two things can be especially helpful as you begin making your quiet-time ritual a habit: belief and understanding.

You need to perform the new action for 25 to 30 consecutive days in order to make the change permanent and habitual.

Success in life and business requires understanding that if you change your thoughts, you will change your emotions. If you change your emotions, you will change your actions. And if you change your actions, you will change your results.

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