Who are the Millionaires?

11. desember 2009

BrianTracyVið birtum einstaka sinnum greinar á ensku og grein dagsins er fengin héðan – af bloggsíðu Brian Tracy

The way you think about money will determine how much of it you accumulate more than any other factor. Your attitude toward money affects your emotions and your motivations.

The Five Ways to Become A Millionaire
If you are really serious about becoming wealthy, you will want to know the five main ways that fortunes are made in this country. Number one, top of the list, top of the hit parade throughout the history of America, is self-owned businesses. It is entrepreneurship of all kinds, including in real estate. 74% of self-made millionaires in America, not only in this generation and in this century, but in the last century as well, come from self owned businesses.

How Wealthy People Start Out
The great majority of wealthy people started businesses and built them from the ground up. In the 19th century, fortunes were built by people like Andrew Carnegie, Jacob van Astor, Thomas Edison, Commodore Vanderbilt, J. P. Morgan and others. In the 20th century, especially in the last few years, businesses and fortunes alike have been built by people like Bill Gates, Steve Case, Larry Ellison, Ross Perot and Sam Walton. Each of these people started with nothing and built a business from scratch.

Become A Millionaire Where You Are
The second major source of self-made millionaires in America is senior executives. Ten percent of the self-made millionaires in America are men and women who have joined large corporations and worked with those corporations for many years. They rose to positions of seniority, were paid extremely well, given stock options, profit sharing and bonuses, and as a result of holding onto the money, they became millionaires.

Success Pays Big Rewards
Richard Eisner of Disney Corporation received a $126 million dollar bonus in a single year. Lee Iacoca of Chrysler Corporation was paid $26.7 million dollars as a bonus in a single year. It’s not hard to become a self-made millionaire when you are making that kind of money.

The Professional Road to Wealth
The third source of self-made millionaires in America is doctors, lawyers and other professionals. Men and women who become very, very good at what they do and rise to the top of their professions are eventually paid, very, very well. The top five percent in every field earn 10 and 20 times as much as the average person in that field.

Sell Your Way to the Top
The fourth major source of self-made millionaires in America are salespeople and sales consultants. Fully five percent of self-made millionaires are men and women who are the top salespeople in their fields. They never started their own businesses. They never went to college or university to get professional degrees. They just became very good salespeople for their products or services and were paid very good money. The secret was that they then invested the money conservatively and held on to it. 99% of self-made millionaires come from these four categories: self-owned businesses – 74%; senior executive positions – 10%: doctors, lawyers and other professionals – 10%; and salespeople and sales consultants – 5%.

Other Ways to Get Rich
The final one percent of self-made millionaires is made up of all the people in all other areas. This one percent consists of people who have made their money by inventions, in show business, in sports, through authorship of books and songs, lottery winners and inheritances. But these people make up only one percent of the total.

The bottom line is that there are so many ways for you to become a self-made millionaire that it is almost impossible for you not to achieve this goal if you are really serious about it.

Action Exercises
Here are two things you can do to put this information into action as soon as possible:

First, decide what it is that you really enjoy doing and then throw your whole heart into doing it extremely well. There is a direct relationship between excellent performance and the kind of high income that leads to financial independence.

Second, be perfectly honest with yourself on an ongoing basis. Is what you are doing right now going to lead you to financial independence, or do you have to begin making some serious changes in your work and in your life? Whatever your answer, take action on it immediately.

Auglýsingar

Strategic Thinking

13. nóvember 2009

BrianTracyVið birtum einstaka sinnum greinar á ensku og grein dagsins er fengin héðan – af bloggsíðu Brian Tracy

The Quality of Thoughtfulness

The ability to think and plan strategically is perhaps the most important single skill of the effective executive. In a longitudinal study of leaders who, in retrospect, made the best and most effective decisions, the single quality that stood out from all others was the quality of „thoughtfulness.“

Thoughtfulness may be defined as a careful concern for the secondary consequences of each decision and each action. This is the essence of strategic thinking.

Your Most Powerful Tool
The most powerful tool that you as an executive have to bring to bear on your work is your mind – your thinking ability. Everything you do that sharpens and hones your ability to think with greater clarity before acting, will benefit you and help you to move upward and onward more rapidly in your career.

Use a Two Pronged Approach
The best way to approach strategic thinking is two pronged. This means to work simultaneously on the personal and the corporate.

Increase Your „Return On Energy“
In personal terms, strategic planning is an exercise in increasing „return on energy.“ Your greatest single asset is your earning ability. And your earning ability is nothing more than the total of the mental, emotional and physical energies that you can apply toward getting valuable results for yourself and your company.

Anything that you can do to increase your return on energy invested will increase your overall levels of effectiveness and contribution in every area of your life, especially, and most importantly in your work.

Action Exercises
Here are two things you can do immediately to increase your return on equity and your return on energy.

First, think about everything that you are doing in terms of its financial return to your organization. What are the things that you do that yield the highest return on equity? Whatever they are, do more of them.

Second, think in personal terms about the things you do that give you the highest return on energy. Where do you contribute the greatest value and achieve the greatest satisfaction? Whatever they are, do more of these things.


Consulting Versus Selling

9. október 2009

BrianTracyVið birtum einstaka sinnum greinar á ensku og grein dagsins er fengin héðan – af bloggsíðu Brian Tracy

One particular self-image possessed by high-achieving salespeople is that they see themselves as consultants rather than as salespersons.

View Yourself As A Consultant
One particular self-image possessed by high-achieving salespeople is that they see themselves as consultants rather than as salespersons. They see themselves as problem solvers with their products or services rather than as vendors looking for someone who will trade them money for what they have to offer.

Approach Them As Clients
They do not approach their customers with hat in hand, hoping for a sale. They approach their „clients“ with the attitude that they are consultants calling on the prospect to help him or her solve a problem or achieve a goal.

Ask Questions and Listen Carefully
Seeing themselves as consultants, they ask questions carefully and listen intently. They focus all of their energies on understanding the customer’s situation so that they can make intelligent recommendations based on what the customer really wants and needs.

Become An Expert in Your Field
As consultants, they recognize that they must be experts, authorities in their field. They know their products and services from one end to the other. They invest many hours familiarizing themselves with every single detail of what they sell, and of what their competitors sell as well. They know the strengths and weaknesses, the advantages and shortcomings, the features and benefits of what they are offering. They have excellent product knowledge which their customers can sense and which gives both themselves and their customers greater confidence throughout the sales conversation.

Differentiate Yourself from Your Competitors
Top salespeople, positioning themselves as consultants, see themselves as resources for their clients. They see themselves and carry themselves as advisors, mentors and friends. They become emotionally involved in their transactions and they are generally concerned that their product or service be the ideal solution to the real needs of the prospects they are dealing with. They differentiate themselves from their competitors by being more concerned with helping their prospects than with selling their products or services. Their customers often feel that they care more about them than they care about making a sale. And it’s true.

Action Exercises
Here are two things you can do immediately to put these ideas into action.

First, see yourself as a problem-solver rather than as a salesperson. Take sufficient time to understand the prospect’s real need before you start selling.

Second, think of ways to tailor your product or service to your customer’s needs so that he sees what you sell as the ideal solution for him.


The Invitational Close

11. september 2009

BrianTracyVið birtum einstaka sinnum greinar á ensku og grein dagsins er fengin héðan – af bloggsíðu Brian Tracy

The Invitational Close is simple, low-key, classy and powerful.

You use it at the end of a sales conversation to conclude the transaction. It is preceded by a Trial Close such as: „Mr. Prospect, do you have any questions or concerns that I haven’t covered up to now?“ Or, „Mr. Prospect, does this make sense to you, so far?“

Probe for Lingering Objections
You ask these questions to be doubly sure that the prospect has no final objections lurking in the back of his mind that would block the closing of the sales process. You then invite the customer to make a buying decision by saying, „If you like what I’ve shown you, why don’t you give it a try?“

Invite the Customer to Buy
Inviting the customer to buy is very powerful. This is a gentle way of nudging the customer into taking action. „Why don’t you give it a try?“ If you are selling services, you can ask, „Why don’t you give us a try?“ If you want to be more bold and direct, you can simply ask, „Why don’t you take it?“

Change Your Wording
One of my seminar graduates doubled his sales by changing his words in the endgame of selling. After his sales presentation he would ask the prospect if he had any additional questions or concerns. If the prospect said „no,“ he would then ask, „Well, if you like it, why don’t you take it?“

He was amazed to find that many prospects could not think of a good reason not to go ahead with his offering immediately. Both his closing ratio and his income soared.

Action Exercises
Here is something you can do immediately to put these ideas into action.

The next time you complete your sales presentation, simply issue an invitation to the customer to make a decision. „Why don’t you give it a try?“

You may be surprised at your success.


Tímastjórnunarráð frá Brian Tracy

15. ágúst 2009


Snillingar!

14. ágúst 2009

AlbertEinsteinVið birtum einstaka sinnum greinar á ensku og grein dagsins er fengin héðan – af bloggsíðu Brian Tracy

Geniuses throughout the ages have been found to possess three special characteristics.

Characteristic #1:

First, all geniuses seem to have developed the ability to concentrate single mindedly on one question, problem or goal at a time, and to exclude all other diversions or distractions.  The more intensely you concentrate your thoughts and attention, and the more intensely you are emotionally involved with a problem or goal, the more likely it is that your mind will respond with the kind of creative ideas that you need.  And the good news is that concentration comes from practicing the process of concentrating whenever you have something you want to accomplish.

One of the best ways to develop this habit of concentration is to define your goal or problem clearly, in writing, at the top of a piece of paper.  Then, write down every single detail that you can think of that pertains to that goal or problem.  Write every fact, figure and piece of information that you have.  The more you write, the more likely it is that you will come up with exactly the idea that you need to solve the problem or difficulty that is currently holding you back.

Characteristic #2:

The second quality of geniuses is that they have developed a systematic approach to solving problems.  Usually, they write them down clearly on paper in advance.  Accurate problem definition leads to a solution in fully 50% of cases.  Most of the time, when you have a problem or series of problems that is causing you worry or concern, it is because you have not yet sat down and clearly defined exactly what the problem is.

Most people who are unhappy in life have no goals.  The very act of sitting down and writing out a list of goals will change your perspective completely.  When you take your list of goals, organize it by priority and then make written plans to achieve your most important goals, your mind will start to sparkle with ideas that will help you.  Your negativity and pessimism will vanish.  You will experience a surge of energy and enthusiasm and you will want to get up and get going immediately on whatever it is you have written down.

One of the key parts of approaching your problems or goals systematically is the importance of validating the information that you have.  As the humorist Josh Billings once wrote, “It isn’t what a man knows that hurts him.  He what he knows that isn’t true.”

There are an enormous number of things that you think you “know” about your life and situation that are simply not true.  One of the best ways to manage your creativity is to carefully check and double check your facts and figures to be sure that they are accurate.

Characteristic #3:

The third characteristic of genius is that they invariably have open minds.  They are curious, friendly, even playful.  They refuse to jump to conclusions or to cut off any line of thinking or train of thought.  They continually ask questions, especially, “What if?”

“What if?” questioning is one of the hallmarks of developing and managing your creativity.  For example, what if everything that you are doing in your current job or situation to achieve your goal or to solve your major problem was completely wrong?  What if there was a better way?  What if you were operating on the basis of false information or wrong assumptions?  What if what you were attempting to do was actually impossible and that is why you are having such problems with it.

I have known many people who have been in bad jobs.  They were constantly coming up with ideas to make their jobs more acceptable.  Finally, they realized that the boss was always going to be negative, the company was always going to be bureaucratic and the marketplace was always going to be ruthless.  So instead of trying to find a solution to their current job, they changed jobs and turned out later to be very happy and much better paid.  Could this apply to you?