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Date: Wed, 2 Mar 2005 09:07:15 EST
Subject: Essays on Excellence # 507
Good Morning Freedom Fighters and Truth Seekers,

Feedback is the breakfast of Champions and I welcome all your comments and suggestions of how these newsletters have impacted you and what we can do to make them better.  One of our readers, a CPA shared with me her experience about Generosity that was the lead focus of Saturday's edition.  She related her experience with a client who she actually fired because of his attitude and selfishness.  Here is her story:

I meant to share a story with you about an extremely wealthy client I once had who, when looking at his AGI of $450,000 and his charitable contributions of $450.00 (yes, the decimal is in the right place) he asked me if it was necessary for him to even spend that much because he didn’t really feel compelled to give anything back to society.  This same client, when I made a particularly good investment for him in the early 80’s and I told him he had just made a 44% annualized ROR in 90 days, his response was (AFTER he paused to think about it) couldn’t you have gotten more?  My telephone did not survive the conversation.  Maybe it is just the LA crowd, but until I left the LA area, I figured that was how everybody felt about generosity.  He paid me a lot of money for almost 10 years as his consultant/CPA, but I eventually fired him as a client because I just could not deal with the selfishness, and he was 72 at the time.

Thanks, Diane.

You will receive two issues in the next day because I am on the road for the next three days in Santa Barbara for The Money Camp instructor training.  It will be my pleasure to participate as both student and instructor.  Elisabeth and Larry have done an extraordinary job is building a very special personal financial literacy program.  They have now built both Money Camp for Kids and Money Camp for Grownups.  They have truly built a Unique Selling Proposition.

What is Your Company's USP?
by Kyle Wilson

Someone recently posed the question to us, here at JRI, "what is your company's USP?"  Great question! I hope you don't mind me taking the time and space here to share the answer and hopefully it will help you better understand us, our products and services while at the same time get you to thinking about your own USP.

I'm sure many of you are aware of the phrase USP, or stated in full, "Unique Selling Proposition". I first heard Jay Abraham use this terminology years ago in a tape series. Jay was encouraging his listeners to think about what qualities, services, benefits etc made them and their company or service stand out. And why, in fact someone should buy from them. And that once you have identified your USP, you need to make sure that it is clearly being communicated to your customers.

Well this morning (June 14th, 2004) I brought this subject up at our Monday morning weekly staff meeting. What was Jim Rohn International's USP and also our USP for our upcoming July 30 - August 1 Event - The Jim Rohn Leadership Event with special guests including Denis Waitley and Brian Tracy!

Here is a sampling of what was identified (areas that we have been functioning in at a very high level for at least 1-5 years):

Unique Selling Position (USP):

- We provide free tools through the E-zine and website, great resources for improving subscribers' business and personal lives.

- We market high-level products at great prices (life-changing books/CD's and DVD's - at discounted pricing).

- Jim Rohn's message has had a life-changing impact on thousands and thousands of lives.

- Excellent customer service with a personal touch (we provide a "live" voice, have multiple people in place to problem solve and encourage everyone here to catch the "hot potato" and provide solutions for our customers).

- Our products have great content and empower and uplife people!

- We offer an exceptional Return policy (180 days).

- Our products are tax deductible, but more importantly help others create financial independence.

- We give 4 Free bonuses with all orders.

- Quick turn-around time and great pricing on shipping (we do our own fulfillment in-house).

- We do not sell or rent any of our lists (email or mailing).

- We build long-term relationships with our customers and provide them with a positive and beneficial experience with our organization.

- We have highly competent and well-paid staff, thus minimizing potential mistakes that can take place during the lifespan of a transaction (initial order through shipment).

- We offer a variety of resources including articles, ezines, books, from single CD's all the way up to CD/DVD packages, The One-Year Success Plan, live seminars and coaching - plus the very best resources from other best-selling Authors and Speakers.

USP for the 3-Day Event:
- It's so much more than a seminar, it's an event, an experience!
- Rare opportunity to experience Jim's Weekend Event
- Great benefits to all those who attend!
- Wealth of information and topics are covered
- Great associations and networking opportunities
- Big name guest speakers
- Speakers' synergy
- Exclusive, multi-day event
- Great pricing for overall cost of event (cost $400,000+ to put the event on, and less than $400 to attend it)
- "Life-changing" experience
- Many bonus sessions
- Many priceless moments (speakers roundtable, VIP lunches with Jim and Denis and Jim and Brian, etc)
- Encourage customers to bring families - great family and teen ticket pricing
- Provide materials for event
- One Year Members Reception
- Great hotel price
- Great location - ocean, sun, Disneyland (you can plan your vacation/getaway around the event as well)
- Write off you trip/seminar under educational/business expense (check with your CPA to see if you qualify)
- Great Benefits to all those who attend! (I know, we said this twice, but it is the main reason!)
- A day that will live on forever in your memory and in the creation of new possibilities!

Okay, that is just a sampling of two of our USP's. Hopefully it tells you a little more about us and also the event.

If you don't have your company's USP written out, make sure and do so (again, this is a listing of your company's unique strengths and benefits, some will be obvious and some not so obvious). And remember, it is not only important for you to know it, but also for your staff to know it and even more so for your customers to know the "why" in doing business with you.

by Tony Jeary


The world hates a "know-it-all", and can spot an overly
orchestrated pitch a mile away. Your job, at the front of
the room, is to be credible and effective. This means that
you really don't have to have every answer, and shouldn't
be too slick or offer solutions that are too "pat". You
need to be good, not perfect.


a. Participants must trust you. You need credibility that
assures that you aren't perceived as trying to "smoke
something past them" or con them.
b. It is important to be authentic or truthful, and to be
real ? to be approachable.
c. Being too slick breaks the emotional connection between
you and your audience.

a. Know the difference between Being Effective vs. Being
Right. The difference between being effective and being
right is an important distinction -- being in the right
doesn't mean that you're reaching your goal. Effective
presenters and facilitators do what it takes to get the job
done. They treat people fairly and equally, and will
patiently lead the group to a solution. In contrast, the
self-righteous facilitator gets involved in being right and
dictates a position even when it is not appropriate to the
process. If things don't go well, the self-righteous
facilitator does not have results, but merely excuses --
"I've done what I can. It's not my fault if they didn't get

"Ninety-three percent of the believability of your message
is not the content or words you use. It's not what you say
but how you say it." ? Judy Chaffee
b. Make Sure Your Language (verbal and nonverbal)
Reinforces What You Say. You will be judged on your
language patterns and how you present yourself. There's a
lot written on this, but here are key tips:
a. Adapt your language and attitude to the group you are
addressing, but avoid the temptation to seek the lowest
common denominator. 
b. As far as body language goes, stand up straight, use
appropriate gestures, be confident, and smile. Maintaining
eye contact is a great way to build a good rapport. If you
can't look individuals in the eye, they will feel you're
hiding something, no matter what you say. Be aware of how
you signal boredom and impatience and studiously avoid
these postures.
c. Be Able To Laugh At Yourself. Don't be afraid to laugh
at yourself when you make mistakes; it's very humanizing
and helps establish you as a real person. It is rare
presenter who doesn't make some type of mistake some time
during the presentation. But handle with care -- Self-
deprecation can be an effective technique when carried off
in a humorous vein, but flat statements like "I'm really
not too good at this" can be credibility killers. Repeated
mistakes may characterize you as very real, but a very real

a. You'll earn the trust and respect of your participants. 
b. The group will be able to relate to you as a human being
that respects their views
c. The audience is more likely to "buy into" the message

Action Plan:

a. Look at the material for your next presentation
carefully, and have someone who is familiar with the
subject matter and audience/group review it. Are there
words that may signal overconfidence or over-promise? Are
you taking enough time to "walk people through" your key
points or does your pace suggest that you are dictating the
b. Rehearse. Round up an audience that will give you candid
feedback.  Is your body language right? Practice using ad-
hoc humor on mistakes you make.
c. Use Verbal Surveying and Targeted Polling (Discussed in
earlier articles, as well as, in Tony's book, Inspire Any
Audience) to continuously validate your "connection" in
your next session. Pay attention to the responses and make
mental notes on what you may have done to generate any
responses that are not completely positive.

The Parable of the Talents
By: Brian Tracy

The Law of Investing - investigate before you invest. This is one of the most important of all the laws of money. You should spend at least as much time studying a particular investment as you do earning the money to put into that particular investment.

Check Every Detail
Never let yourself be rushed into parting with money. You have worked too hard to earn it and taken too long to accumulate it. Investigate every aspect of the investment well before you make any commitment. Ask for full and complete disclosure of every detail. Demand honest, accurate and adequate information on any investment of any kind. If you have any doubt or misgivings at all, you will probably be better off keeping your money in the bank or in a money market investment account than you would be speculating or taking the risk of losing it.

Money Is Easy To Lose
The first corollary of the Law of Investing is: “The only thing easy about money is losing it.” It is hard to make money in a competitive market but losing it is one of the easiest things you can ever do. A Japanese proverb says, “Making money is like digging with a nail, while losing money is like pouring water on the sand.”

The Best Rule of All
What does it mean? In the modern world, we say "the rich get richer and the poor get poorer." The fact is that people who accumulate money tend to accumulate more and more. People who don't accumulate money seem to lose even that little bit of money which they have.
Time Equals Money
Think of your money as if it were a piece of your life. You have to exchange a certain number of hours, weeks and even years of your time in order to generate a certain amount of money for savings or investment. That time is irreplaceable. It is a part of your precious life that is gone forever. If all you do is hold on to the money, rather than losing it, that alone can assure that you achieve financial security. Don’t lose money.

Be Smart About Investing
The third corollary of the Law of Investing says: “If you think you can afford to lose a little, you’re going to end up losing a lot.”

There is something about the attitude of a person who feels that he has enough money that he can afford to risk losing a little. You remember the old saying, “A fool and his money are soon parted.” There’s another saying, “When a man with experience meets a man with money, the man with the money is going to end up with the experience and the man with the experience is going to end up with the money.”

Always ask yourself what would happen if you lost one hundred percent of your money in a prospective investment. Could you handle that? If you could not, don’t make the investment in the first place.

Action Exercises
Here are two things you can do to apply this law immediately:

First, think back over the various financial mistakes you have made in your life. What did they have in common? What can you learn from them? Accurate diagnosis is half the cure.

Second, invest only in things that you fully understand and believe in. Take investment advice only from people who are financially successful from taking their own advice. Play it safe. It’s better to hold onto your money rather than to take a chance of losing it, along with all the time it took you to earn it.

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

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