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Date: Sun, 3 Oct 2004 11:12:43 EDT
Subject: Essays on Excellence # 425
Good Morning Freedom Fighters and Truth Seekers,

Almost 10,000 Men of God came away from yesterday's Promise Keepers event in San Diego with a gigantic dose of motivation and a detailed roadmap for success.  The conference centered around three quests, Honor, Nobility and Enlightenment.

The Quest for Honor:
From Pride to---->Humility---->Integrity---->Courage

The Quest for Nobility:
From Greed to---->Gratitude---->Wholeness---->Generosity

The Quest for Enlightenment:
From Foolishness to---->Faithfulness---->Perseverance---->Wisdom

What amazing things can happen when men as leaders in their families, churches, communities and nations gain the Character  of Courage, Generosity and Wisdom.  The world is and will continue to become a better place because of the commitment of each of these men to succeed in their Quests.

The Sports Arena rang with prayer and praise.  The singing of 10,000 Men On Fire for God is amazing!  These men will return to their homes and churches to come together in small groups to continue their study and mutual support.

Next year there will be twenty stadium or arena events across the U.S.   The 2005 theme is The Awakening.  The event closest to Southern California will be July 15-16 in Anaheim.  Let me know if you would like to attend or know someone who would be blessed by attending. 

by Brian Tracy


Your goal is to become a transformational leader, the kind of person that
motivates and inspires people to perform at levels far beyond anything that
they had previously thought possible.


Transformational leaders empower others by keeping them "in the know," by
keeping them fully informed on everything that affects their jobs. People
want and need to feel that they are "insiders," that they are aware of everything
that is going on. There is nothing so demoralizing to a staff member than to
be kept in the dark about their work and what is going on in the company.


One empowering behavior practiced by transformational leaders is regular
feedback on performance and results. People need to know how they're doing
so they can improve if performance is below standards and so that they can be
proud of their successes. The more feedback you give to people, the better it is,
as long as the feedback is objective and not critical. My friend, Ken
Blanchard, says, "Positive feedback is the breakfast of champions."


Be generous with your praise and encouragement. Remember, people are the
only asset that can be made to appreciate in value by giving them warmth,
respect, approval and by creating a climate of positive expectations.


What companies and countries and institutions need today are courageous
visionary leaders who are committed to creating an exciting future for
themselves and others. You have within yourself the ability to evolve and
grow as a leader and to make a real difference in the world around you. And the
one thing you can know for sure about yourself is that, no matter what you've
accomplished up to now, there is far more that you can do.

As you practice the behaviors of effective leaders, you will grow more and
more toward the realization of your full potential. It's completely up to you.


Here are two things you can do immediately to put these ideas into action in
your work.

First, hold regular meetings with your staff and tell them everything that
is going on. Invite their comments, questions and concerns. Make everybody feel
as if he or she was an insider in the organization.

Second, continually look for opportunities to give positive feedback, praise
and encouragement. People need praise and encouragement like roses need rain and

sunshine. Take very opportunity to make people feel better about themselves
and their work.

by Bob Proctor

There is a very real possibility that everything you and I have been taught
about how to earn money is so far from the truth that it's almost comical.
Earning money has nothing to do with age, formal education, gender or

It has nothing to do with past experience or your formal years of education
or your level of intellect. Check it out...there are individuals who are
functionally illiterate who have become multi-millionaires, while there are
others who are absolutely brilliant and they are broke. Virtually anyone can
be taught how to earn millions of dollars and yet the sad truth is that 97 out
of every 100 people are born, live their entire lives, and die without ever
learning how to earn money. To perpetuate this ridiculous problem, their
ignorance is passed along from one generation to the next.

Our school system has been designed as an environment to enlighten young
minds, to replace ignorance with understanding and thereby improve the quality of
life. Our educational system has obviously been successful in many areas. However,
it has woefully neglected one important subject, "How to Earn Money." You can
earn a doctorate degree in economics and have little or no knowledge of how to
earn money. A lack of understanding in this area is the cause of numerous
unwanted and unnecessary problems, since money is the medium of exchange that is used worldwide for other people's products and services.

There has always been a small, select group, approximately 3% of our
population, who clearly understand that prosperity consciousness is the primary cause of
wealth and their prosperity consciousness, like ignorance, is also passed
down from one generation to the next.

Let's look at "money." What is it? Money is a reward you receive for the
service you render. The more valuable the service, the greater the reward. Thinking
of ways we can be of greater service will not only help us earn more money, it
will also enable us to grow intellectually and spiritually.

Money Is An Idea

The paper you fold and place in your purse or pocket is not money. It is
paper with ink on it. It represents money, but it is not money. Money is an idea.
The earning of money has nothing to do with the paper stuff. It has to do with

I am aware there are books that instruct you on how to manipulate the
market, stocks and people...they might even help you get money. But, let me caution
you...when there is no spiritual growth...there is no spiritual
strength...there is no lasting happiness...and, there is no real or lasting wealth.

To accumulate wealth, a person must become very comfortable with the idea of
money. That may sound strange, however most people are not comfortable with
the idea of money, which is why they do not have any. The cause of poverty is
poverty consciousness. A poverty consciousness will cause a person to see,
hear, smell, think and feel...lack and limitation.

The late Mike Todd said, "Being broke is a temporary situation. Being poor
is a mental state."

He was correct. There are wealthy people who lose every cent they have
through a series of mistakes in judgement...but that does not make them poor. They
will have it all back in a short time because of their prosperity consciousness.
If you have any question in your mind regarding your level of consciousness
with respect to money, be very honest with yourself and look at your results.
Study the patterns in your life.

If you want to improve your financial position in life, focus your attention
on creating a higher level of prosperity consciousness. Begin by preparing a
powerful, positive affirmation and fuel it with emotion. When you do this,
you are depositing this creative energy in the treasury of your sub-conscious
mind. And, by repeating this process over and over and over again every day, it
will begin to alter your conditioning and mentally move you in the direction you
want to go. Write it out, read it, feel it, and let it take hold of your mind.

How much money do you want? Saying you want more is not good enough. Five
dollars is more. How much more? Decide on a figure. Be specific. You will
not seriously want more money than you are capable of earning...however, you
would be wise to remember, you must earn it.

There Are Three Income Earning Strategies

Trading time for money.  By far the worst of the three income earning
strategies, it is employed by approximately 96% of our population ? doctors,
lawyers, accountants, laborers, etc. There is an inherent problem with this
strategy ? saturation. You run out of time. If a person accumulates any
degree of wealth employing this strategy, it will be at the expense of a life. They
compromise on the car they drive, the house they live in, the clothes they
choose and the vacations they take. They rarely, if ever, get what they

Investing money to earn money. This strategy is used by approximately 3% of
the population. The number is small for the obvious reason ? very few people
have any money to invest. Many people who effectively employ this strategy follow
the advice of a trusted, knowledgeable advisor.

Leveraging yourself to earn money.  This is where you multiply your time
through the efforts of others by setting up Multiple Sources of Income (MSI). This
is, without question, the very best way to increase your income. Make a decision
to have many sources of income; it's the strategy that wealthy people have used
dating clear back to the ancient Babylonians. Unfortunately, this strategy
is only used by approximately 1% of our population, yet that 1% earns
approximately 96% of all the money that is earned! You are only a decision away from

Once you determine how much money you want to earn, write it down on a sheet
of paper in large figures. Look at the number with the dollar sign beside it
and tell yourself over and over again:

That Amount of Money is an Effect.

It Represents a Reward that I Want to Receive.

What Service Can I Render that Would be Deserving of that Reward?

You can take the total figure and divide it into multiple parts. Each part
would represent a source of income. Each source of income represents a separate
reward that you would receive for a service you would render.

Work on one source of income at a time; each one can become an exciting part
of your life. What you are actually doing is thinking of different ways you can
be of service to others.

Think of how you can do whatever you do ? more effectively.
Think of how you can improve the quality and quantity of service you render.

Think of how you can help people in a greater way.

Money is the ultimate servant. The more you earn, the more you can help

The Endgame to Selling
by Brian Tracy

In golf, there is a saying that, "You drive for show, but you putt for dough." In selling, you prospect and present for show, but you overcome customer skepticism and gain commitment for dough. Your ability to answer objections and get the sale is the true test of how good you really are as a salesperson.

The True Test of Selling

This is perhaps the most stressful and challenging part of the sales process. It's where the rubber meets the road. It is your ability to answer the questions that the prospect puts to you and overcome his natural reluctance to make a commitment that wraps up the sales process. It is also the part of the sales process that salespeople dislike the most and which customers find the most stressful.

Plan It In Advance

The end game of selling must be carefully thought through and planned in advance so that you are thoroughly prepared to bring the sales conversation to its natural conclusion at the earliest and most appropriate moment. Fortunately, this is a skill, like riding a bicycle or typing with a typewriter, and you can learn it through study and practice.
Decide today that you are going to become an expert in time management and personal productivity, no matter how long it takes or how much you invest in it. Resolve today that you are going to practice these principles, over and over again until they become second nature.

Handling Objections Comes First

Handling objections and closing the sale are two different parts of the sales process but they are so close together that this chapter will discuss them as a single function. Just as there are reasons why people buy a product, there are reasons why they don't. Often answering an objection or removing an obstacle is the critical element in making the sale. You can answer the objection and close the sale simultaneously.

Make It A Reason To Buy

Objections can be turned into reasons for buying. Just as there is a primary reason for buying a product, a hot button, there is a primary objection that stops the person from buying it. If you can emphasis the one and remove the other, the sale falls together naturally.

Smaller Products Versus Larger Products

In selling smaller products or services, where you can prospect and make a complete presentation in the first meeting, your approach to closing will be different from that required if you are selling a larger product in a multi-call sale that stretches over several weeks or months.

Ask For The Order

In the shorter, smaller sale, the prospect knows everything necessary to make a buying decision at the end of your presentation. Your aim should be to answer any lingering questions and then ask for the order. In the larger sale, you may have to meet with the prospect several times before the prospect is in a position to make a buying decision. You will have to be more patient and persistent.

Action Exercises

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

First, prepare yourself in advance for the endgame of selling by anticipating anything the customer might offer as a reason for not buying. Be ready.

Second, look for the hot button, the reason the customer will buy, and press it. Meanwhile, find out his major reason for not buying and remove it.

Have an terrific and productive week.

William Prouty, CLU RHU CBC CEC MBA PhD
CEO and Founder
Champions For Life Foundation
PO Box 989, Sun City, CA 92586-0989
909-301-0605  Phone
909-301-0606  FAX

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