10 Life Lessons On How To Find Your Why NOW & Achieve Ultimate Success – Lesson 1 (4 of 5)

How many times were you told as a young child, “Stop. Don’t do that. Don’t touch that. Don’t talk to strangers. Stay away from them. Don’t look at that. Don’t, don’t, don’t, don’t?” You are told don’t, do not,and stop about 17 million times versus the word “yes.” This default is not only installed by your parents as a young child, but also your grandparents, relatives, babysitters, teachers, friends and anyone else that you may have spent time with growing up. Your default setting creates doubt instead of hope for a successful future. So when it comes to a decisive stage in your life and you step out in faith, you must understand that you are challenging your default. How do you change this? Just like you make changes to a computer so that it’s more suitable for your individual purposes, you must “install and save” new mental software in order to change your old default settings.

How do you do this? Eastern cultures understand the power of the spoken word much more than Americans do. When we speak words, those words take on a life of their own. Just as negative words spoken by others when we were younger have deep power in our lives so do positive words. A major part of installing our own software is found in the beautiful and magical mystery of speaking positive, life-affirming, future-positive words. Simply speak affirmations that empower you to believe in yourself and the achievement of your goals, dreams and desires. You have the right to success, and you will succeed in the game of life! You must switch your default from “no, no, no” to “yes, yes, yes.” This is not easy, because you are unlearning behaviors that have been on your hard drive since the day you were born. If you are forty years old, then that’s four decades of negative defaults that you must reprogram!

It’s not easy to do. It doesn’t happen overnight, and it usually doesn’t happen by reading one book. You must invest in personal success habits on a daily basis that break through those defaults that were cemented in your childhood. I along with most educators believe that you must read or listen to something at least seven times before you truly grasp the concepts of the material. Why? Because we are a society of multi-taskers. This means that we often do several things at one time; therefore, we don’t pay enough attention to any one thing and often miss the importance of what we are reading or listening to. I suggest that you invest in seven different colored highlighters prior to reading this book. The first time that you read it, grab one highlighter and highlight what jumps out at you. Then, use a different color each time that you read it. I think you will be surprised by how much you missed the last time! You will also see that you internalize the reading differently on the 2nd, 3rd, 4th and successive readings because of the growth in your life.

10 Life Lessons On How To Find Your Why NOW & Achieve Ultimate Success – Lesson 1 (2 of 5)

Victimization is a lie! Notice how victimization always relates to people as groups, but you and I are individuals. We are not groups! That’s how the lie gets instilled. When you see yourself as part of a group (racial, economic, social, religious, etc.), then you begin to see your destiny as something that is out of your own hands. You jump on the bandwagon of failure, because you think that your future is already written according to the lives of others. That kind of deception keeps people from taking responsibility for and ownership of their own destiny. Just Do It!

You are an individual created by God and given a wide open path to success. Take your birth certificate as a Certificate of Life that gives you as an individual the permission and the right to be successful. Now, stand up and say out loud, “I am a certified champion by birthright. My certificate of life gives me the right to achieve success.” Say it again, but this time say it with true conviction. Say it with power and genuine belief that you know it is true! You must believe before you can achieve. Go ahead. Say it over and over and over until you do believe that you can achieve massive results in your life. When Jesus was in his earthly ministry, he often told people to do outrageous things. For example, he told his disciples to catch a fish and cut it open in order to find the money to pay taxes. Another time, he told them to go borrow a donkey. He also instructed a blind man to go wash in a particular pool of water to regain his sight.

Would you say those are outrageous actions? Why did he do those things? Because he knew that when people actually do outrageous things, they unlock a dimension of power with themselves that they didn’t even know existed This kind of power created by taking action blows the doors off the prison of passivity. Taking bold action is explosive power! It will often take us from a “do nothing” realm onto the higher ground of action, engagement and success. That’s the reason that I often ask people to take specific action steps. As long as we just merely think, feel or believe, we remain passive. There’s no action in thinking, feeling and believing. Have you ever been in a situation when you really want to do something that you know will change your life, but you think “Oh, that would be silly to do that. I’m not going to embarrass myself. What would people think of me?” As long as you let those types of feelings and beliefs control your ability to act on something, you will remain in a prison of doubt and fear. But when you take action and do something that you know will make a difference in your life, a new realm of power begins to work inside of you.

Throughout the journey of this book, I will ask you to take action steps like standing up, speaking words out loud and writing down specific exercises. I like the old Nike advertising line: “Just do it.” Trust me. There is a great and priceless value associated with just doing it without over-thinking it. WARNING: I will challenge you to get out of your comfort zone, and this will make you uncomfortable at times. But no matter what, you must commit to completing all exercises and get beyond passivity and embarrassment.

10 Life Lessons On How To Find Your Why NOW & Achieve Ultimate Success – Lesson 1 (1 of 5)

The Most Important Day of Your Life

As life goes on day by day, we all experience challenging days and some really magnificent days, but there’s one day in particular that is more important than any other day of your life. The most important day of your life is your birthday. Why? At birth, we all start out the same. We are all on equal playing ground. Yes, I know we’re all born into different external circumstances, but your birth certificate gives you the right to grow up and become a Champion. Your birth certificate is your Certificate of Life. Unlike a college degree, you automatically earn your Certificate of Life when you exit the womb.

No questions asked . . . you are destined for success. Sounds easy, but that’s where most people fall through the cracks. Even equipped with this wonderful certificate that gives them the right to achieve miracles and become a Champion, many fail to do so. Why? They simply don’t take the action that makes their success possible. Let me give you an example. It’s like someone that has been given a million dollar trust at birth, but they never write the check to unlock the funds. Now, does that make sense? No, but neither does having a Certificate of Life that enables you to create miracles and then you simply choose not to use it. You and only you are ultimately responsible for your level of success or failure in life. Your mind and your heart are like a parachute. There’s only one way that they work – they must be open! An open mind and an open heart will allow the dream inside of you that develops throughout your life to become a reality. Your birth certificate (aka your Certificate of Life) gives you the right to achieve your dreams. From the moment of your birth, you are destined for massive success, monumental prosperity and an incredible amount of unbelievable results in your life. But, you control the chances of when or how or if that will happen. Once again, every single person has the same starting point in life. It’s guaranteed! It’s not a 60-day, 90-day, 120-day or even a 60,000 mile guarantee. It is a lifetime guarantee!

You are guaranteed at birth that you have the same ability to achieve success as everyone else. Your race, your gender and/or your physical handicaps don’t matter. It’s simply your decision of whether or not you achieve this success. Remember, Champions make decisions and decisions make Champions. You are Not a Victim! Let me explain what I mean here. We live in an age of victimization. We’ve been trained to think and live as victims. Our whole culture is saturated with messages that “you cannot achieve because . . .” Some see themselves as victims of ethnicity, gender, being born into a low-income family, vast conspiracies, etc. If you regularly watch the evening news or brainwash yourself with other forms of negative, popular culture, then that victim mentality will become ingrained in your mind. That’s why I advise people to avoid those messages and watch movies like “Cinderella Man” that reinforce the positive aspects of life and make you believe that you can achieve success despite the challenges that you face.

17 Highly-Guarded Strategies to Close Every Sale – Strategy #12: You’re Right About That

When the realtor that showed me the home that Christie and I currently live in asked me, “So, what do you like best about the house?” I actually said, “I absolutely love the view. I am so close to the course that I can actually chat with the golfers.” We wanted a view where we could see the sunset. That was really important to us. I also liked the pool, but the view was the selling point. However, there were other things in the home that we didn’t like, and we knew that we were going to have to remodel the majority of the house.

In my situation, I negotiated a great price with the realtor due to the fact that we did like something really great about house. But let me show you how the “You’re right about that” strategy would have worked for the realtor. After I told the realtor my thoughts about the view, he should have said: “John and Christie, you’re absolutely right about that. That is a gorgeous view and the sunsets are absolutely spectacular.”

Why would it benefit the realtor to make that statement during the sales process? He would have enhanced the one very thing that we absolutely loved about the house. Let me give you another example. You are in car sales and your buyer just drove the new BMW 5 series. You
can tell that she absolutely loves the car, but has some price objections. After the test drive, you ask her “What do you like best about the car?” She says something like “I love the way that it drives.” Your response begins with “You’re right about that.” Then you expound upon the unique driving style of the car and what she really likes best about it.

You see, we are moving through the successful sales process:

Opening

Presentation

Asking, “What do you like best about it?”

Listening to their answer

Agreeing with the buyer with “You’re right about that”

Focusing on the strengths of the product, service, business, etc.

Closing the sale with the paperwork that you have already prepared

Ultimately, creating a long-term relationship

Strategy #12 Champion Tip: Use “You’re right about that” enhance what the buyer really likes about the product.

17 Highly-Guarded Strategies to Close Every Sale – Strategy #7: The Power of Visualization (1 of 2)

You all have heard it, but I’m going to share with you exactly how to do it and experience the power of visualization. You must visualize closing the sale and opening up relationships. Yes, I use the word closing. As you know from strategy number two, I don’t have a closing mindset. However, your goal is still to close the sale after your presentation as well as open up relationships. The key is to see yourself doing it.

This is a strategy of all top salespeople. When I was in sales full-time, I went to every presentation with the paperwork and contract filled out prior to going to the presentation. I had everything filled out – all the boxes checked, the date of the presentation, name of the client, etc. The only thing that I needed was the person’s signature. Before the presentation, I visualized myself delivering an excellent presentation and the person signing the paperwork.

I want you to do it right now. You’re reading this, because you’re a champion and you want to earn heavy six and seven figures year-end in sales, correct? If so, flip down your laptop computer so you’re not checking your email, turn your cell phone off, and lower the sound that you have playing in the background.

Now, visualize the exact contract, agreement or paperwork that you need to get paid your commission. I want you to visualize it. Your eyes are closed. The paperwork is in your hand. I want you to literally visualize that paperwork in your client’s hand and imagine the client sticking her hand out saying, “I’m so excited that you shared your business with me. Thank you so very much! Here’s the signed contract.” Then see yourself saying back to her, “I look forward to building a long, prosperous business relationship with you.”

How does that feel? Can you imagine if you did that every single time before you enter a sales presentation? You literally have to visualize the paperwork being exchanged, the acceptance of the contract, the acceptance of the agreement, and/or the transfer of the product from you to them. It truly works. You have to talk yourself through the process. Self-talk is very important. Build up your self-belief by saying, “I am a closer, I am opening new relationships. Today is the day I will open five new relationships. Today is the day the number one sale I’ve ever done in my sales career will manifest. Today is the best day of my life.” You have to tell yourself that you are worthy of that type of success and believe it.

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