Brian Tracy quotes
Money is hard to earn and easy to lose. Guard yours with care.
Today the greatest single source of wealth is between your ears.
Every study of high achieving men and women
proves that greatnessin life is only possible
when you become outstanding at your chosen field.
The average person works at fifty percent
or less of their potential. Your job is to unleash
that extra fifty percent.
Perhaps the biggest
single obstacle that salespeople have, especially when they start off and
even later, is they get into comfort zone. They get into an area of complacency. In fact, we
say that success is sometimes the greatest enemy of further success because people say,
"Well, I'm doing pretty well. I don't need to be doing better than this." And they just start to
- coast. But unfortunately there is only one direction in which you can coast. So the key to
becoming more successful, to making more sales, and making more money is to force yourself
to move out of your comfort zone. What this means is that you have to raise your
self-concept, your idea of yourself as a salesperson. For example, whatever you earned last
year - set a new goal to earn 50% more. And write it down as a number. Be very specific
about it. And start to think about yourself as earning that amount of money. Think: If I was
earning that amount of money, what would I be doing differently - today? What would I be
doing from morning to evening? What would I be doing differently all day long if I was earning
that kind of money? In a book called "Leaders" by Warren Bennis, which was a very popular
book at one time, they found that leaders, like yourself, have 5 qualities in common. The one
he talked about was that leaders were aware of the tendency to fall into a comfort zone.
And to, sort of, start doing things the same way over and over again. And they deliberately
forced themselves out of their comfort zone by setting bigger goals for themselves. I mean
you set bigger goals - you create a self-image of yourself as doing far better than you're
doing today. I'll give you an example: A salesmanager I worked for; whenever he hired a new
salesperson he'd say, "Do you have a car?" He said, "Yes." "Well, come with me." And he
would them take them down to the nearby Cadillac dealership; he'd force them to trade in
their car on a Cadillac; first payment was due the next month; and drive home in a brandnew
Cadillac. Well, many of the salepeople were really, really tense about this. And their wives -
they got really upset. But you know what happened? Every one of them became a great
success. They started driving around in a brandnew Cadillac and seeing themselves as if they
were top salespeople. They spoke with greater confidence, they had a different self-image,
they had a different self-concept. So you can do the same sort of thing yourself. See yourself
as the best in your field. Set big goals for yourself that move you out of your comfort zone
and never be satisfied at any level of performance. Remember Shakespeare said, "The past is
merely prelude." Whatever you've accomplished in the past is only a fraction of what you can
truly can accomplish in the future if you move out of your comfort zone.
It doesn't matter where you are coming
from. All that matters is where you are going.
Every minute you spend in planning saves 10 minutes in execution; this
gives you a 1,000
percent return on energy!
Develop the winning edge; small differences in your performance can
lead to large differences
in your results.
Perhaps the very best question that you can memorize and repeat, over
and over, is, "What is
the most valuable use of my time right now?"
You are where you are and what you are because of yourself, because of
your own choices