Decide What You Stand For
What are your values? What do you stand for? What are the organizing principles of your life? What are your core beliefs? What virtues do you aspire to, and hold in high regard when you see them demonstrated by others? What will you not stand for? What would you sacrifice for, suffer for, and even die for? These are extremely important questions that are only asked by about three percent of the population, and that small minority tends to be the movers and shakers in every society.What are your values? What do you stand for? What are the organizing principles of your life? What are your core beliefs? What virtues do you aspire to, and hold in high regard when you see them demonstrated by others? What will you not stand for? What would you sacrifice for, suffer for, and even die for? These are extremely important questions that are only asked by about three percent of the population, and that small minority tends to be the movers and shakers in every society.

Write Out Your Key Values
When I first began this values clarification exercise some years ago, I wrote out a list of 163 qualities that I aspired to. I think I eventually came up with every virtue, value or positive descriptive adjective that referred to personality and character in the dictionary. And I agreed with all of them. I felt that they were all important and I wanted to incorporate every single one of them into my character.


Focus on Very Few Core Beliefs
But then reality sets in. I realized that it is very hard to learn even one new quality, or to change even one thing about myself, let alone dozens of things. So I scaled down my ambitions and began narrowing the values down to a small number that I could manage and work with. Once I had settled on about five core beliefs, I was then able to get to work on myself and start making some progress in character development.

Select Your Five Key Values
You should do the same. You should write down the five values that you feel are the most important for you to live by. Once you have those five values, you then organize them in order of priority. Which is the most important value in your hierarchy of values? Which would be second? Which would be third, and so on?

Learn to Make Better Decisions
Every choice or decision you make is based on your values. Whenever you decide between alternatives, you invariably choose the alternative that you value the most. Because you can only do one thing at a time, everything you do is a demonstration of what you consider to be the most important at that moment. Therefore, organizing your values in an order of priority is the starting point of personal strategic planning. It is only when you are clear about what you value, and in what order, that you are capable of planning and organizing the other activities of your life.

Action Exercises
Here are two things you can do immediately to put these ideas into action:

First, clarify your core beliefs and your unifying principles. Write them down and compare your life today with the values that are really important to you. How are you doing?

Second, organize your values in order of their importance to you. Which of your values is most important? Which is second? And so on. Do your current choices reflect this order of values?

By: Brian Tracy

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Regular relaxation is essential for a long life and personal effectiveness. Here are some techniques for relaxing physically that are used by the most successful and highest paid people in America.

Take Time Off Every Week
First of all, work only five or six days per week, and rest completely on the seventh day. Every single study in this area shows that you will be far more productive in the five or six days that you work if you take one or two days off completely than you ever would be if you worked straight through for seven days.

Get Your Mind Busy Elsewhere
During this time off, do not catch up on reports, organize your desk, prepare proposals, or do anything else that requires mental effort. Simply let your mind relax completely, and get busy doing things with your family and friends. Maybe work around the house, go for a walk, engage in physical exercise, watch television, go to a movie, or play with your children. Whatever you do, discipline yourself to shut your mental gears off completely for at least one 24-hour period every seven days.

Get Away on Mini-Vacations
Second, take one three-day vacation every three months, and during that time, refrain from doing any work. Do not attempt to catch up on even a few small things. If you do, you keep your mental gears in motion, and you end up neither resting nor properly doing work of any quality.

Take Big Chunks of Down Time
Third, take at least two full weeks off each year during which you do nothing that is work-related. You can either work or relax; you cannot do both. If you attempt to do a little work while you are on vacation, you never give your mental and emotional batteries a chance to recharge. You'll come back from your vacation just as tired as you were when you left.

Give Yourself a Break Today
If you are involved in a difficult relationship, or situation at work that is emotionally draining, discipline yourself to take a complete break from it at least one day per week. Put the concern out of your mind. Refuse to think about it. Don't continually discuss it, make telephone calls about it or mull it over in your mind. You cannot perform at your best mentally if you are emotionally preoccupied with a person or situation. You have to give yourself a break.

Go For a Walk in Nature
Since a change is as good as a rest, going for a nice long walk is a wonderful way to relax emotionally and mentally. As you put your physical body into motion, your thoughts and feelings seem to relax all by themselves.

Eat Lighter Foods
Also, remember that the process of digestion consumes an enormous amount of physical energy. Therefore, if you eat lighter foods, you will feel better and more refreshed afterward. If you eat more fruits, vegetables, and whole-grain products, your digestive system will require far less energy to process them.

Be Good to Yourself
Since your diet has such an impact on your level of physical energy, and through it your levels of mental and emotional energy, the more fastidious you are about what you put into your mouth, the better you will feel and the more productive you will be. We know now that foods high in fat, sugar, or salt are not good for your body. The lighter the foods you eat, the more energy you have.

Action Exercises
Here are three things you can do immediately to put these ideas into action:

First, plan your weeks in advance and build in at least one day when you will relax from work completely. Discipline yourself to keep this date.

Second, reserve, book and pay for your three day vacations several months in advance. Once you've paid the money, you are much more likely to go rather than put it off.

Third, decide that you will not work at all during your vacations. When you work, work. And when you rest, rest 100% of the time. This is very important.

By: Brian Tracy

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...time and health are two precious assets that we rarely recognize or appreciate until they have been depleted. As with health, time is the raw material of life. You can use it wisely, waste it or even kill it.

To accomplish all we are capable of, we would need a hundred lifetimes. If we had forever in our mortal lives, there would be no need to set goals, plan effectively or set priorities. We could squander our time and perhaps still manage to accomplish something, if only by chance. Yet in reality, we're given only this one life span on earth to do our earthly best.

Each human being now living has exactly 168 hours per week. Scientists can't invent new minutes, and even the super rich can't buy more hours. Queen Elizabeth the First of England, the richest, most powerful woman on earth of her era, whispered these final words on her deathbed: "All my possessions for a moment of time!"


We worry about things we want to do - but can't - instead of doing the things we can do - but don't. How often have you said to yourself, "Where did the day go? I accomplished nothing," or "I can't even remember what I did yesterday." That time is gone, and you never get it back.

Staring at the compelling distractions on a television screen is one of the major consumers of time. You can enjoy and benefit from the very best it has to offer in about seven total hours of viewing per week. But the average person spends more than thirty hours per week in a semi-stupor, escaping from the priorities and goals he or she never gets around to setting. The irony is that the people we are watching are having fun achieving their own goals, making money, having us look at them enjoying their careers.

Even so, time is amazingly fair and forgiving. No matter how much time you've wasted in the past, you still have an entire today. If you've just frittered away an hour procrastinating, you will still be given the next hour to start on priorities. Time management contains one great paradox: No one has enough time, and yet everyone has all there is. Time is not the problem; the problem is separating the urgent from the important.

This week separate the urgent from the important and take action on what is important!

by Denis Waitley

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Engaging in genuine discipline requires that you develop the ability to take action. You don't need to be hasty if it isn't required, but you don't want to lose much time either. Here's the time to act: when the idea is hot and the emotion is strong.

Let's say you would like to build your library. If that is a strong desire for you, what you've got to do is get the first book. Then get the second book. Take action as soon as possible, before the feeling passes and before the idea dims. If you don't, here's what happens…

- YOU FALL PREY TO THE LAW OF DIMINISHING INTENT -

We intend to take action when the idea strikes us. We intend to do something when the emotion is high. But if we don't translate that intention into action fairly soon, the urgency starts to diminish. A month from now the passion is cold. A year from now it can't be found.

So take action. Set up a discipline when the emotions are high and the idea is strong, clear, and powerful. If somebody talks about good health and you're motivated by it, you need to get a book on nutrition. Get the book before the idea passes, before the emotion gets cold. Begin the process. Fall on the floor and do some push-ups. You've got to take action; otherwise the wisdom is wasted. The emotion soon passes unless you apply it to a disciplined activity. Discipline enables you to capture the emotion and the wisdom and translate them into action. The key is to increase your motivation by quickly setting up the disciplines. By doing so, you've started a whole new life process.

Here is the greatest value of discipline: self-worth, also known as self-esteem. Many people who are teaching self-esteem these days don't connect it to discipline. But once we sense the least lack of discipline within ourselves, it starts to erode our psyche. One of the greatest temptations is to just ease up a little bit. Instead of doing your best, you allow yourself to do just a little less than your best. Sure enough, you've started in the slightest way to decrease your sense of self-worth.

There is a problem with even a little bit of neglect. Neglect starts as an infection. If you don't take care of it, it becomes a disease. And one neglect leads to another. Worst of all, when neglect starts, it diminishes our self-worth.

Once this has happened, how can you regain your self-respect? All you have to do is act now! Start with the smallest discipline that corresponds to your own philosophy. Make the commitment: “I will discipline myself to achieve my goals so that in the years ahead I can celebrate my successes."

by Jim Rohn

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Following are six behaviors that increase self-esteem, enhance your self-confidence, and spur your motivation. You may recognize some of them as things you naturally do in your interactions with other people. But if you don't, I suggest you motivate yourself to take some of these important steps immediately.

First, greet others with a smile and look them directly in the eye. A smile and direct eye contact convey confidence born of self-respect. In the same way, answer the phone pleasantly whether at work or at home, and when placing a call, give your name before asking to speak to the party you want to reach. Leading with your name underscores that a person with self-respect is making the call.

Second, always show real appreciation for a gift or complement. Don't downplay or sidestep expressions of affection or honor from others. The ability to accept or receive is a universal mark of an individual with solid self-esteem.

Third, don't brag. It's almost a paradox that genuine modesty is actually part of the capacity to gracefully receive compliments. People who brag about their own exploits or demand special attention are simply trying to build themselves up in the eyes of others — and that's because they don't perceive themselves as already worthy of respect.

Fourth, don't make your problems the centerpiece of your conversation. Talk positively about your life and the progress you're trying to make. Be aware of any negative thinking, and take notice of how often you complain. When you hear yourself criticize someone — and this includes self-criticism — find a way to be helpful instead of critical.

Fifth, respond to difficult times or depressing moments by increasing your level of productive activity. When your self-esteem is being challenged, don't sit around and fall victim to “paralysis by analysis.’ The late Malcolm Forbes said, “Vehicles in motion use their generators to charge their own batteries. Unless you happen to be a golf cart, you can't recharge your battery when you're parked in the garage!’

Sixth, choose to see mistakes and rejections as opportunities to learn. View a failure as the conclusion of one performance, not the end of your entire career. Own up to your shortcomings, but refuse to see yourself as a failure. A failure may be something you have done — and it may even be something you'll have to do again on the way to success — but a failure is definitely not something you are.

Even if you're at a point where you're feeling very negatively about yourself, be aware that you're now ideally positioned to make rapid and dramatic improvement. A negative self-evaluation, if it's honest and insightful, takes much more courage and character than the self-delusions that underlie arrogance and conceit. I've seen the truth of this proven many times in my work with athletes. After an extremely poor performance, a team or an individual athlete often does much better the next time out, especially when the poor performance was so bad that there was simply no way to shirk responsibility for it. Disappointment, defeat, and even apparent failure are in no way permanent conditions unless we choose to make them so. On the contrary, these undeniably painful experiences can be the solid foundation on which to build future success.

-- by Denis Waitley (excerpted from The Psychology of Motivation)

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If you want to be a leader who attracts quality people, the key is to become a person of quality yourself. Leadership is the ability to attract someone to the gifts, skills, and opportunities you offer as an owner, as a manager, as a parent. I call leadership the great challenge of life.

What's important in leadership is refining your skills. All great leaders keep working on themselves until they become effective. Here are some specifics:

1) Learn to be strong but not rude. It is an extra step you must take to become a powerful, capable leader with a wide range of reach. Some people mistake rudeness for strength. It's not even a good substitute.

2) Learn to be kind but not weak. We must not mistake kindness for weakness. Kindness isn't weak. Kindness is a certain type of strength. We must be kind enough to tell somebody the truth. We must be kind enough and considerate enough to lay it on the line. We must be kind enough to tell it like it is and not deal in delusion.

3) Learn to be bold but not a bully. It takes boldness to win the day. To build your influence, you've got to walk in front of your group. You've got to be willing to take the first arrow, tackle the first problem, discover the first sign of trouble.

4) You've got to learn to be humble, but not timid. You can't get to the high life by being timid. Some people mistake timidity for humility. Humility is almost a God-like word. A sense of awe. A sense of wonder. An awareness of the human soul and spirit. An understanding that there is something unique about the human drama versus the rest of life. Humility is a grasp of the distance between us and the stars, yet having the feeling that we're part of the stars. So humility is a virtue; but timidity is a disease. Timidity is an affliction. It can be cured, but it is a problem.

5) Be proud but not arrogant. It takes pride to win the day. It takes pride to build your ambition. It takes pride in community. It takes pride in cause, in accomplishment. But the key to becoming a good leader is being proud without being arrogant. In fact, I believe the worst kind of arrogance is arrogance from ignorance. It's when you don't know that you don't know. Now that kind of arrogance is intolerable. If someone is smart and arrogant, we can tolerate that. But if someone is ignorant and arrogant, that's just too much to take.

6) Develop humor without folly. That's important for a leader. In leadership, we learn that it's okay to be witty, but not silly. It's okay to be fun, but not foolish.

Lastly, deal in realities. Deal in truth. Save yourself the agony. Just accept life like it is. Life is unique. Some people call it tragic, but I'd like to think it's unique. The whole drama of life is unique. It's fascinating. And I've found that the skills that work well for one leader may not work at all for another. But the fundamental skills of leadership can be adapted to work well for just about everyone: at work, in the community, and at home.

by Jim Rohn

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To improve your sales performance, adopt the Golden Rule mentality. The Golden Rule says to, "Do unto others as you would have them do unto you." It also says, "Love your neighbor as yourself." The Golden Rule mentality in sales, says simply, "Sell unto others as you would have them sell unto you."

Different Strokes For Different Folks
What does this mean? Aren't there all kinds of different personalities that require different approaches and techniques? Well, yes and no. Practicing the golden rule in selling simply means that you sell to other people the way you would like to be sold to. You sell with the same honesty, integrity, understanding, empathy and thoughtfulness that you would like someone else to use in selling to you.

Seek First to Understand
If you would like a salesperson to take the time to thoroughly understand you and your situation before making a recommendation, you practice the same thing with your customers. If you would like a salesperson to give you honest information and to help you make an intelligent buying decision, you practice the same with your customer. If you would like a salesperson to be thoroughly knowledgeable about the strengths or weaknesses of his or her product or service, and that of his or her competitors, then you do the same with your product or service and your competitors.

Care About Your Customers
Perhaps the most important part of golden rule selling is the emotional component embraced in the word, "caring." Top sales professionals care about their customers. They care about themselves, their companies, their products and services, and they really care about helping their customers to make good buying decisions. If you think about the very best salespeople you know, you will recognize that they are caring individuals.

They Don't Care How Much You Know
If you think about your very best customers, you will recall that these are invariably people you care about, and who care about you. When you think about the people you buy from, you will recall that they seem to care about you more than the average. In every part of your business life, you will find that the significant people all have the denominator of caring as part of their character and their personalities.

Action Exercises
Here are two things you can do immediately to put these ideas into action.

First, resolve today to sell to your customers with the same honesty, empathy and understanding that you would like them to use in selling to you.

Second, take time to genuinely care about your customers, their individual needs and their unique situations. Make people feel important and they will make you feel important.


by : Brian Tracy

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