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You can perhaps, in a number of circumstances, tell yourself that you can't have more than you have until you do better than you're doing, but by all means steer clear of its reverse, the creed of defeat, in saying that you can't do better than you're doing until you can have more than you have.

Your every positive action in your life will increase your self-esteem and this self-esteem will boost you for more positive action to take you on success

Cheaper trade: Time zones make trade more expensive; it’s harder to do business with someone if their office hours don’t overlap with yours. If the Sun went out, it would eliminate the need for time zones, allowing us to switch to UTC and give a boost to the global economy.

So at most companies, an unspoken compact emerges: It's okay to be ambitious, but if you play too rough, your peers will unite against you. On the other hand, if you focus on boosting your own department, rather than undermining your rival, you'll probably get taken care of over time.

SEO is the art of being the answer before the question is fully asked

Contrary to popular belief, productivity isn’t about how much you can do. It’s about whether or not you’re doing the right things—the things that matter to your work and to you. And that means starting small with what you know matters to you.

A friend who attended a prestigious MBA program once told me about the business ethics course he took there. The professor counseled honest business practices for two reasons. First, if you lie or cheat you may be caught, and that would be bad for business. Second, if people in the company know they ae working in an honest business, that will boost morale . . . "Tell the truth--because it's to your own advantage," was the counsel. What happens, however, when you inevitable come to situations in which telling the truth would cost you dearly? What happens when telling a particular lie would be stupendously advantageous to you?

Strategizing boosts efficiency; planning your toughest work for the time when you have the most energy means a task might take one hour instead of two.

Over my 50 years in business I have learned that if I rise early I can achieve so much more in a day, and therefore in life.”[ 1]

The biggest challenge after success is learning how to share it.

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So next time someone enters your contemplative space and tells you to get happier, say you’re busy attending to “the poignant enormity of life experience.” Bet that will get you some alone time.

Technique #1: Intimidation In person-to-person, professional selling, I very quickly learned the value of intimidation, and I consider Robert Ringer's bestselling book Winning Through Intimidation to be one of the most useful business books I've ever read.

Communication is a form of currency. And how you choose to use it—the speed at which you understand things, your clarity of thought, and your ability to deliver a strong message, so the audience has no doubt who is leading the show—can boost or burn your business.

let’s say you think you’re committed to starting your own business. But your underlying commitment is actually to stay safe and small right where you are. Even as you make efforts to start your own business, some part of you is sabotaging those efforts and ensuring you fail.

When a client asks the question “How do I boost my profits?” the first thing McKinsey does is take a step back and ask the question “Where do your profits come from?” The answer to this is not always obvious, even to people who have been in their particular business for years.

Every crappy experience I’ve had—from having my heart broken, to almost having to leave my own company due to a conflict with a business partner, to depression and staring down gaping dark holes of the mind—led to some small-but-significant insight or awakening that boosted the quality of my life and made me stronger.

On Sunday, get ready to have two million people cheering you on,” Jessie said. “Laney is making you a shirt with your name on it so people will know to yell your name out.” Mr. Beiderman groaned. “I was hoping she had forgotten about that shirt.” “You’re going to love it,” Orlando said. “It will give you a boost when you’re running. And it will help the cross-country team find you when we join you on the course.” “I want to wear this,” Mr. Beiderman said, gesturing to his all-black workout clothes. “No, no,” Jessie said, wagging a finger at him. “Laney’s heart would be broken.” “C’mon,” Orlando said. “It’ll be fun. People wear all sorts of funny things when they run the marathon. Chicken costumes. Superhero outfits complete with fake muscles. Business suits. A T-shirt with your name on it will look tame in comparison.” “Laney has been excited about making your marathon shirt for weeks,” Jessie reminded him. “Fine,” Mr. B grumbled. “I’ll wear it.” Jessie smiled. “Good. Also, this might be a good time for me to warn you that she’s putting a lot of glitter on it.” Mr. Beiderman sighed, and Jessie and Orlando laughed.

resources on self-promotion, specifically targeted to introverts and accessible online, now abound. Popular examples include Beth Buelow’s The Introvert Entrepreneur blog and podcast (bethbuelow.com) and Nancy Ancowitz’s Self-Promotion for Introverts® site (selfpromotionforitroverts.com). Ancowitz, business communication coach and author of the book Self-Promotion for Introverts, recommends that introverts build on what they do naturally rather than try to replicate extroverts:

Accomplish one small thing a day. Maybe it’s cleaning that counter, maybe it’s writing one thank-you note. Don’t make the task too difficult. For the rest, you’re healing a uterus; adding millions of cells to your baby’s brain (though it might sometimes feel as if they are being siphoned off from your own); developing his liver, heart, and lungs; boosting his immune system; and maintaining the integrity of his intestines … you’re a busy lady! All while sprawled comfortably on the couch. Multi-tasking raised to an art form!

Stop Telling Yourself You’re Not Ready As we noted yesterday, we fear the unknown. For example, in our personal lives, we hesitate before saying hello to strangers. We immediately call a plumber before trying to fix plumbing problems on our own. We stick to the same grocery stores rather than visiting new stores. We gravitate toward the familiar. In our professional lives, we shy away from taking on unfamiliar projects. We cringe at the thought of creating new spreadsheets and reports for our bosses. We balk at branching out into new avenues of business. Instead, we remain in our comfort zones. There, after all, the risk of failure is minimal. One of the biggest reasons we do this is because we believe we’re unready to tackle new activities. We feel we lack the practical expertise to handle new projects with poise and effectiveness. We feel we lack the knowledge to know what we’re doing. In other words, we tell ourselves that we’re not 100% ready. This assumption stems from a basic and common fallacy: that we must be 100% prepared if we hope to perform a given task effectively. In reality, that’s untrue. The truth is, you’ll rarely be 100% ready for anything life throws at you. Individuals who have achieved success in their respective fields claim their success is a reflection of their persistence and grit, and an ability to adapt to their circumstances. It is not dictated by whether the individual has achieved mastery in any particular area.

My “10 Smart Market Diagnosis and Profiling Questions” What keeps them awake at night, indigestion boiling up their esophagus, eyes open, staring at the ceiling? What are they afraid of? What are they angry about? Who are they angry at? What are their top three daily frustrations? What trends are occurring and will occur in their businesses or lives? What do they secretly, ardently desire most? Is there a built-in bias to the way they make decisions? (Example: engineers = exceptionally analytical) Do they have their own language? Who else is selling something similar to their product, and how? Who else has tried selling them something similar, and how has that effort failed? So, Step 1 in our system is to analyze thoroughly, understand, and connect with the customer.

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When researchers with the National Weight Control Registry examined the tactics used by successful dieters, they found that two characteristics, in particular, stood out. People who successfully maintain weight loss typically eat breakfast every morning. They also weigh themselves each day. Part of the reason why these habits matter is practical: Eating a healthy breakfast makes it less likely you will snack later in the day, according to studies. And frequently measuring your weight allows us—sometimes almost subconsciously—to see how changing our diets influences the pounds lost. But just as important is the mental boost that daily, incremental weight loss provides. The small win of dropping even half a pound can provide the dose of momentum we need to stick with a diet. We need to see small victories to believe a long battle will be won.

The same thing, notes Brynjolfsson, happened 120 years ago, in the Second Industrial Revolution, when electrification—the supernova of its day—was introduced. Old factories did not just have to be electrified to achieve the productivity boosts; they had to be redesigned, along with all business processes. It took thirty years for one generation of managers and workers to retire and for a new generation to emerge to get the full productivity benefits of that new power source. A December 2015 study by the McKinsey Global Institute on American industry found a “considerable gap between the most digitized sectors and the rest of the economy over time and [found] that despite a massive rush of adoption, most sectors have barely closed that gap over the past decade … Because the less digitized sectors are some of the largest in terms of GDP contribution and employment, we [found] that the US economy as a whole is only reaching 18 percent of its digital potential … The United States will need to adapt its institutions and training pathways to help workers acquire relevant skills and navigate this period of transition and churn.” The supernova is a new power source, and it will take some time for society to reconfigure itself to absorb its full potential. As that happens, I believe that Brynjolfsson will be proved right and we will start to see the benefits—a broad range of new discoveries around health, learning, urban planning, transportation, innovation, and commerce—that will drive growth. That debate is for economists, though, and beyond the scope of this book, but I will be eager to see how it plays out. What is absolutely clear right now is that while the supernova may not have made our economies measurably more productive yet, it is clearly making all forms of technology, and therefore individuals, companies, ideas, machines, and groups, more powerful—more able to shape the world around them in unprecedented ways with less effort than ever before. If you want to be a maker, a starter-upper, an inventor, or an innovator, this is your time. By leveraging the supernova you can do so much more now with so little. As Tom Goodwin, senior vice president of strategy and innovation at Havas Media, observed in a March 3, 2015, essay on TechCrunch.com: “Uber, the world’s largest taxi company, owns no vehicles. Facebook, the world’s most popular media owner, creates no content. Alibaba, the most valuable retailer, has no inventory. And Airbnb, the world’s largest accommodation provider, owns no real estate. Something interesting is happening.

History determines your hiring policy. Why are tech companies being lectured by media corporations on “diversity”? Is it because those media corporations that are 20-30 points whiter than tech companies actually deeply care about this? Or is it because after the 2009-era collapse of print media revenue, media corporations struggled for a business model, found that certain words drove traffic, and then doubled down on that - boosting their stock price and bashing their competitors in the process?12 After all, if you know a bit more history, you’ll know that the New York Times Company (which originates so many of these jeremiads) is an organization where the controlling Ochs-Sulzberger family literally profited from slavery, blocked women from being publishers, excluded gays from the newsroom for decades, ran a succession process featuring only three cis straight white male cousins, and ended up with a publisher who just happened to be the son of the previous guy.13

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Tips for Mailings to Sell Professional Services Credibility is critical here. Descriptive items of fact (such as number of years in business, number of clients served, sample client lists, and so on) can all be of tremendous value. However, “believability” is even more important than “credibility.” The facts about your business, such as years in business, clients served, proprietary methods, and so on are important, but not nearly as persuasive as what clients have to say about their real-life experiences with you, benefits realized, and skepticism erased. Facts and credibility only support persuasion. Consider offering a free initial consultation or a free package of informative literature; this may break down barriers of skepticism and mistrust. Answer the question: why should the reader bother? Similarly, you should work at making the intangible benefits of your product tangible. This can be accomplished with before/after photographs, slice-of-life stories, case histories, or other examples. Demonstrate the value!

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research validating Tom’s instincts. When researchers with the National Weight Control Registry examined the tactics used by successful dieters, they found that two characteristics, in particular, stood out. People who successfully maintain weight loss typically eat breakfast every morning. They also weigh themselves each day. Part of the reason why these habits matter is practical: Eating a healthy breakfast makes it less likely you will snack later in the day, according to studies. And frequently measuring your weight allows us—sometimes almost subconsciously—to see how changing our diets influences the pounds lost. But just as important is the mental boost that daily, incremental weight loss provides. The small win of dropping even half a pound can provide the dose of momentum we need to stick with a diet. We need to see small victories to believe a long battle will be won.

You and your lieutenants need to embrace the principle of “Owning Your Own Space.” Under this principle, all employees in a large company view themselves as the owners of a small business. I’ll show you later exactly how to implement this principle, but here’s the gist of it: after setting clear goals for a project, give your employees broad discretion to decide how best to achieve these goals—and then get out of their way. This creates the right environment for your employees to do their best work, and it frees up time for you to focus on your highest Objectives and Targets.

While “Yes madam,” or “At your service, sir,” might boost your ego, obsequiousness can also distract you from your project’s needs—and remember, flattery is not an indicator of professional service.

Preparing for a Business-Related Social Function 1. Activate your PMA. 2. Take a few minutes alone before the event—in the car, outside the room. 3. Utilize relaxation techniques. 4. Think about your goals for the event. 5. Visualize your success. 6. Think of a series of self-praise phrases that will give you energy and self-confidence. For example: “I am feeling confident and competent, and I will express this to all of those I meet.” 7. Boost your personal energy level up. 8. Walk with confidence into the event. 9. Focus on something other than yourself. Find out about other people and look into their concerns and interests. If you find your attention becoming too self-absorbed, see what you can notice about the appearance of others at the event. 10. Continue to initiate and follow up on conversations throughout . . .

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4. Evaluating an analysis. I sometimes receive business plans for launching a new product with an assessment of the competitive landscape and financial projections for the product’s initial years. In reading those proposals, I home in on the key assumptions in the analysis. The projections are worthless unless the underlying assumptions are well supported.

Engage candidates in intellectual debate about a subject of their choosing that they know well. That way, you can judge the caliber of their thinking. How well can they make their argument? How do they deal with possible inconsistencies and counterpoints? • Try to gauge the creativity of the candidate. Ask a question such as “What are all the possible uses of a brick for our business?” One future employee of Microsoft came up with thirty-five uses.

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Don’t try to figure out what other people want to hear from you; figure out what you have to say. It’s the one and only thing you have to offer.  —Barbara Kingsolver

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At the age of  21 Lincoln failed in business... at age 22 he was defeated in a legislative race... at age 24 he failed again in business... at age 26 he struggled to overcome the death of his fiancé that he was engaged to marry... at age 27 had a total nervous breakdown which lasted for six months... at age 34 he lost a congressional race... at age 36 he lost a congressional race... at age 45 he lost a senatorial race... at age 47 failed in an effort to become vice-president... at age 47 lost a senatorial race... in 1864 at the age of 52, he was elected 16th President of the United States of America, saving the union, and played a vitally important part in the struggle to end slavery. Today Abraham Lincoln is remembered as one of the greatest leaders of the American nation. “Be sure you put your feet in the right place, then stand firm.” Abraham Lincoln

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Positive psychology is the study of what constitutes excellence in individuals, communities, and workplaces. It incorporates the study of productivity, resilience, motivation, emotions, strengths, team dynamics, and more.

A famous parable recounts how a successful and wealthy investment banker tries to encourage a humble Mexican man fishing on a pier to boost his output so he can make more money, grow his business, and eventually become a millionaire. The fisherman asks, “What for?” To which the banker says, “So you can retire, relax, and just fish”—which

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Inaction breeds doubt and fear. Action breeds confidence and courage. If you want to conquer fear, do not sit home and think about it. Go out and get busy. - Dale Carnegie

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An individual neuron can connect to more than ten thousand other neurons through synapses, or junctions that allow cells to pass electrical messages, chemical signals, and other information. This level of connectivity keeps our brain insanely busy, capable of making more than 100 trillion connections. To put this number into perspective, 100 trillion is about one thousand times the number of stars in our galaxy.

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How an Outsider Becomes an Insider Here's a letter I got from my Platinum Member, Jerry Jones, president of a direct marketing and coaching company providing services to dentists nationwide: “Back in 1997, after about two months of owning this business, I read the ‘10 Smart Questions’ in this chapter. The list exposed my biggest handicap in marketing to dentists: not being one of them. Because I'm not the customer in my niche, I have had to work hard at understanding what motivates them, keeps them awake at night, what the current desirable carrot is to them. Here are six things I do to stay in that frame of mind. And I'm apparently managing to do it, because I am frequently accused of being a dentist! I read every industry publication every month. I visit websites that host discussion forums for dentists. I subscribe to e-mail groups where only dentists communicate back and forth. I attend industry functions, conventions, seminars, and trade shows. I ‘play prospect’ with other product and service providers to dentists. I routinely ‘mastermind’ with dentists and with other marketers and vendors who provide services to the profession. I think this is so important that I even invested in three dental practices to get more firsthand understanding and to have laboratories to test my new strategies, ideas, direct-mail campaigns, and products.

Exhibit #2 ________ Director of Marketing Dear ________: Special, highly effective TV exposure at half the ordinary cost, even a smaller fraction of the ordinary cost — even free! Yes, it is possible. Our annual ARTHRITIS FOUNDATION TELETHON has moved to CHANNEL 10 (Phoenix' CBS affiliate), and we are offering an expanded, more flexible, more creative range of Sponsor Opportunities to businesses of all sizes in the valley. Many corporate sponsors last year actually participated spending little or no money — the funds were raised through fundraising events or promotions involving their employees or customers. For example, one major corporation used several Employee Promotions, and raised over $50,000.00. A small company used a Bowl-A-Thon with their employees, employees' family members, and friends, and raised $5,000.00. Both received excellent exposure on the Telethon. AND THIS YEAR, THE OPPORTUNITIES ARE EVEN GREATER.

There are many different Sponsor Programs available including several that give you a competition-free exclusive position. Sponsors are needed for each hour for the phone banks; for the Interview Area, where guests are interviewed by celebrity hosts; for table banners; and much more. There are even a few 1 and 2 minute Video Presentation Opportunities (company exposure) available. In all cases, representatives of your firm come on the show for you, your people, and your products. We will also assist you every step of the way with your employee fundraising event or other promotion, to raise the funds for your sponsorship. There really is no good reason not to participate. As a sponsor, you'll be showing your concern for the community, in connection with a situation that, at one time or another, will affect over 35% of all families! Arthritis is one of the most common, frustrating, debilitating diseases. It is understandably of great concern to a great many people. Also, the Arthritis Foundation has an excellent track record in terms of appropriate use of funds for research and education (rather than organizational overhead). We believe that real cures for arthritis are just around the corner; you can help get us there! With our Telethon on Channel 10, we will benefit from their superior production capability, involvement of their popular celebrities, and advance promotional opportunities. Our Telethon will be on for several hours immediately before and again immediately after an NBA Basketball Game, which we believe will increase our viewership. And, of course, we're mixing our live, local show with a “feed” from the National Telethon, featuring major Hollywood entertainers. Everything points to our highest, most responsive viewership ever! You'll be in good company, too, with local and national sponsors like: Thrifty, Sears, Allstate, Greyhound, Prudential, and Procter & Gamble. To summarize, you have an opportunity to … Help a good, worthy cause Gain valuable TV exposure and publicity Get all the benefits with little or no money out of your present budget — we'll work with your employees to raise the funds! Possibly have exclusive position, if you act quickly Have complete, step-by-step assistance from our staff Why not give me a call; let's arrange a meeting where I can personally explain the different “standard opportunities” available and then “brainstorm” with you about the best way for your business to participate. There's no obligation, of course, and certainly no pressure, but, together, we just may figure out the perfect situation for your business. Thank you for you consideration, Joel L. Beck Telethon Chairman for the Arthritis Foundation JLB/va _______ Letter reprinted with permission of Dan Kennedy (writer) and Joel Beck, former telethon chairman, Arizona.

Acquiring a deep understanding of the target customer should not be short-changed — by anyone writing sales copy, at any time, for any purpose. As I was writing this edition of this book, I was writing copy for a long-time client, the Guthy-Renker Corporation, for their hugely successful Proactiv® brand of acne products. There are three different people to talk to about this — the teen sufferer, the teen's mom, and playing the odds, the adult female sufferer. This had me reading past and current issues of nearly a hundred magazines, including all the teen and preteen magazines, all the mom magazines, and all the women's magazines, having copious online research done for me, doing “conversational research” directly with people in all three groups, and even hiring a dozen freelance readers — teens, parents of teens, and young women — to critique my copy. Also, as I was writing this edition of this book, I began work on copy aimed at highly successful, professional financial and investment advisors, financial planners, and top-performing life insurance and annuities agents, which required a similar investment of time and energy in crawling inside their psyche, tribal language, daily experiences. Freelance writers worth their salt know they must do this sort of thing, and do. The danger for the business owner writing copy for himself and for his own business is ingrained assumption — encouraging shortcutting or altogether neglecting this step. The only sure way to keep your own accumulated but untested opinions and beliefs about your customers from sabotaging your sales letters is to start anew, from scratch, and to engage in getting to know the customers just as if you were arriving to write for them for the first time, with no foreknowledge.