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Date: Sun, 21 Nov 2004 10:29:33 EST
Subject: Essays on Excellence # 446
Good Morning Freedom Fighters and Truth Seekers,

We live in Sun City and for the last half hour is has been SNOWING.  Part of my time in the Navy involved working with weather issues in the far east.  I am struggling on how, with a temperature of 43, there is about 2 inches on the ground.  It feels a little like the recent film, Day After Tomorrow.

Well, it is an at-home Sunday with lots to do to get ready for Thanksgiving week.  We are so blessed in this country and we have so much to be thankful for.

Keeping Yourself Positive
By Brian Tracy

The most important thing you do for your success is to take control of the suggested elements in your environment. Be sure that what you are seeing and listening to is consistent with the goals you want to achieve. Listen to educational audio programs in your car. The average person drives twelve to 25,000 miles per year which works out to between 500 and 1000 hours per year that the average person spends in his or her car. You can become an expert in your field by simply listening to educational audio programs as you drive from place to place.

Another thing that you can do is to attend seminars given by experts in your field. Take additional courses, learn everything you possibly can. Learn from the experts. Ask them questions, write them letters, read their books, read their articles and listen to people with proven track records in the area that you want to be successful in.

Associate only with positive, success-oriented people. Get around winners. As we say, fly with the eagles. You can't fly with the eagles if you keep scratching with the turkeys. Get away from the go-nowhere types and above all, get away from negative people. Get away from negative coworkers. If you've got a negative boss, seriously consider changing jobs. Associating on a regular basis with negative people is enough in itself to condemn you to a life of underachievement, frustration and failure. Associate only with positive people. Get around winners.

The last thing before you sleep and the first thing in the morning, think about and visualize your goals as realities. See your goal as though it already existed. Your subconscious mind is only activated by affirmations and pictures that are received in the present tense. See your goal vividly just before you go to sleep. See yourself performing at your best. See the situations that you're facing, working out exactly the way you want them to. See yourself living the kind of life that you want to live.

See yourself with the kind of relationships, the kind of health, the kind of car, the kind of home you really want. Visualize just before you fall asleep at night. The first thing you do when you get up in the morning is to feed yourself mental pictures. Those are the two times of the day when your subconscious mind is most receptive to new programming, when you fall asleep and when you wake up.

Now, here are two things you can do, all day long, to keep your mind and emotions focused on your goals and financial success:

First, listen to audio programs in your car and when you travel around. Continue feeding your mind with a stream of high quality, educational and motivational material that moves you toward your goal.

Second, resolve to associate with positive, optimistic people most of the time. Get around winners and get away from negative people who criticize, condemn and complain. This can change your lift as much as any other factor.


by Chris Widener

The other day I am at the club getting ready to go work
out. I am standing in the row of lockers talking to another
guy. I hear a couple of kids come in behind me, but don't
turn around. It is obvious from their conversation that
they are about five and three years old and they are going
to go swimming.

Suddenly the older boy says to the younger one in a
scolding voice, "Joey, you have to take your shoes off
before you take your pants off." I turn around and there is
this three-year old sitting on the ground, trying to take
his pants off over these huge waffle-stomper boots!

The guy I was talking to said, "That is good basic life

I said, "I'm gonna use that for an article someday."

Indeed: Always take your shoes off before you take your
pants off. It made me think about how we often try to get
so sophisticated in our quest for success and personal
growth but isn't it really true that all success begins
with the basics? In fact, perhaps the struggles we have are
because we have gotten away from the basics. With that in
mind I gave some thought this week to the basics in a few
areas. Here they are.


     Always produce a good product
     Be honest
     Under-promise and over-deliver
     Help people and money will come
     Pay your people well


     Put them first as they will be with you last
     Treat your spouse like they are the most important
person in the world they are!
     Give your kids more time than even you think that you
should  Be sure to discipline your kids - they need boundaries
     Take the time to create family memories
     Travel as far and spend as much money as you need to
make it home for special occasions - in the long run you'll
be glad you did


     Treat people the way you want to be treated
     Don't speak ill of others
     Always help if you can when others are in need
     Find ways to make others feel special
     Always tell others what you like or appreciate about them


     Significantly lower your intake of "junk"
     Exercise more, even if it is just a short daily walk
     Drop the bad habits, like alcohol and cigarettes
     Eat more fruits and vegetables


     Eliminate debt - be ruthless about this
     Take a look at where you are currently spending
     Tighten up on (or cut out) the loose stuff in your budget
     Save some money each month
     Give some money away to charity each month

     Pray regularly
     Trust God, even when it seems hard
     Live what you say you believe
     Get involved in a community of faith


     Take an inventory of your emotional health
     Work to control extremes in any emotion (emotions are
       good when they help to feel what we are supposed to feel,
       but destructive when they get to extremes)
     Allow yourself to feel emotions you have suppressed


by Jeffrey Gitomer

To serve customers, a set of principles must be
established, so that the policies can be delivered in a
positive (customer retaining) manner. Oh, that. Train on
principles before you even dream of opening your policy

Principle 1. Your customer is your paycheck.

Principle Action: The more you work for the customer's
success, the more you will earn.

Principle 2. Your attitude (the way you dedicate yourself
to the way you think) determines the degree of excellence
of service you will perform.

Principle Action: Read about positive attitude for 15
minutes each morning. Create and deliver positive first
words. Do whatever it takes to maintain your positive

Principle 3. Customers call, contact or visit for one
reason -- they need HELP.

Principle Action: Know why your customers call, and the
BEST way to respond to each need.

Principle 4. The value of a customer is 20 times his annual
sales volume.

Principle Action: Every customer contact is an opportunity
to earn the next sale. Be your best on every customer

Principle 5. A customer ready to repeat his purchase is a
powerful business advantage.

Principle Action: Substitute relationship building
strategies for sales techniques. Stay in front of your
customer in times of 'non-sale' as much as you do in times
of 'sale.'

Principle 6. Customer satisfaction is worthless.
Satisfaction is no longer the acceptable standard of
customer service. Customer loyalty is the new standard.

Principle Action: Understand what makes YOU loyal, and
deploy those actions towards customers.

Principle 7. Word of mouth advertising is 50 times more
powerful than advertising.

Principle Action: Write about things that help customers,
speak at trade shows and business functions -- get in front
of people who can say "yes" to you, and deliver value

Principle 8. When you're done speaking with a customer or
the transaction is over, that's when they START talking.

Principle Action: Start positive, end positive, and put
positive in the middle.

Principle 9. Your friendliness and willingness to help is
in direct proportion to your success.

Principle Action: Start friendly, end friendly, and put
friendly in the middle.

Principle 10. Company policy is written in terms of the
company not the customer. It tells you what you can't do
for a customer -- not what you can do.

Principle Action: When faced with a policy situation, start
out by saying ? 'in order to be fair to everyone...'

Principle 11. Service is a feeling. You know what it is
when you get it -- so give back the same thing -- or more.

Principle Action: Remember how you felt the last time you
got great service? Give that to your customers. Every day.

Principle 12. The secret to success of customer service is
-- start with YES.

Principle Action: Start your response with ? 'the best way
to get that done is...' or 'The easiest (fastest) way to do
that is...'

Major Service Success Clue: Institute a policy that states
you must have a manager's approval before you can tell a
customer 'no.'

Principle 12.5 The customer's PERCEPTION of good or bad
service is the measure of your success or failure.

Principle Action: Master the elements of service that the
customer considers most important. How do you find out what
they are? You ask them (duh). How do you master them? You
work at being your best every day.

William Prouty, CLU RHU CBC CEC MBA PhD
CEO and Founder
Champions For Life Foundation
PO Box 989, Sun City, CA 92586-0989
951-301-0605  Phone 951-301-0606  FAX

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