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How to set and achieve your goals

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SUCCESS IS GOAL-SETTING

Anybody can have a Rolls-Royce. Set it as a goal. The people who set goals are the people who become successful. Set goals for your career, set goals for your own self-development and set goals for your private life. Think ahead at least three years into the future. Set five goals for your business career. In an ideal world, in which business would you like to bring benefits to customers? What is your area of excellence? For which products are you prepared to be a product champion? What is it that makes you feel valuable and worthwhile? What is your core business? What position would you like to hold in three years’ time in that business? What will be your salary? How many people will be working for you? If you choose to be self-employed, what will your sales and profits be?
Set five goals for your personal development. The reason why you do not hold that position in that business at the moment is that you are not prepared for it. You have not learnt the skills, paid the necessary price in advance. If you were ready for that position, you would already have it. Be honest with yourself. Self-honesty is one of the key ingredients of happiness. Do you need to learn creative skills, goal setting, strategy, marketing, sales skills, negotiation skills, leadership skills, finance, time-management? Make a decision to learn the skills you need to achieve that job, in that industry, earning that amount of money. Remember three years from now somebody will hold that position. That somebody could be you, but you must acquire the necessary skills and be very positive in your attitude. Make a decision to launch your own business and achieve your desired level of sales and profits.
Finally, set at least five personal goals. Why do you want to be successful in your career? What are your personal and family goals? Do you desire admiration, respect, a house in the country, a happy family, two children in private education, happy relationships with friends and family, travel, a yacht, an expensive motor vehicle? Set at least five personal goals you will achieve in the next three years.
This is a challenging exercise. It requires self- knowledge and courage. Remember, whatever goals you write down you can have, provided you believe it, you are prepared to set it as a goal, and you are prepared to pay the necessary price in advance. Unfortunately, you always have to pay the price for success in advance. You have to make the necessary efforts to learn the skills, be positive and take the necessary action. Collecting information is important, making decisions is important, but only action gets results. A manager’s job is to get results. Your job is to achieve the results you desire.
Write down your goals. Make lists. Be very clear as to exactly what you desire. Clarity always defeats vagueness. Review your goals every day. Mentally rehearse achieving your goals. Mentally rehearse the great joy of your success.

WHAT SUCCESS MEANS TO YOU

One important part of your journey towards self-knowledge is discovering what is important to you. What do you want out of life? Many people have suggested that the following are the ingredients of success:

  1. Happiness/peace of mind. Peace of mind is top of the list for many people. This includes freedom from fear, freedom from worries, freedom from ill-health, freedom from any kind of limitation, from financial troubles, etc. It is the feeling that you are the master/mistress of your own destiny, a feeling that you are in control.
  2. Excellent health.Many people put excellent health at the top of their list. Health is energy, not fitness. If you have a tremendous amount of energy, then you are extremely healthy. Your birthright is to enjoy lots of energy, excellent health. Your body has a natural bias towards health.
  3. High quality of loving relationships.Those of us with families understand that we would not sacrifice our loving relationships for all the money in the world. This is perfectly natural. Enjoying excellent relationships with family and friends is an essential ingredient of human happiness.
  4. Adequate finance.Many people assume that money equals happiness. This is clearly not the case since many people place a much higher value on their health and the quality of relationships than on the amount of wealth they hold. Nevertheless, money is important. We all need to feel that we have enough money not to worry about money.
  5. Worthy goals.As human beings we all need to feel that what we are doing is important. As managers and business people we must strive to work in those areas which make us feel valuable and worthwhile. The extent to which an individual feels valuable and worthwhile is known as ‘self-esteem’. Success is highly correlated with high self-esteem. Unfortunately, millions of people are doing jobs which they themselves believe are unworthy, unsatisfying and undemanding.
  6. Self-knowledge.We all need to go on a journey of self-knowledge to discover our desires, our needs, our goals. What is your area of excellence? What is your self-concept level of income? What is it that makes you feel valuable and worthwhile? What do you need to include in your personal development plan? How much money do you really want?
  7. Self-fulfilment.To what extent are you fully stretched in your career? To what extent are you fully stretched in striving to achieve excellent health, enjoy your relationships, earn your self-concept level of income, pursue worthy goals and discover who you are and what you want? The self-fulfilled person is the person who is fully stretched in striving to achieve worthy goals. Unfortunately, millions of people do not know what they want. Millions of people feel that they are stuck in comfort zones, and uncomfortable zones.

One of the first steps we must all take to be successful is to accept responsibility for our condition. Accept 100 per cent responsibility for your health, for the quality of your emotional life, for the amount of money that you earn, for pursuing goals which are worthy of you, for finding out who you are and what you want, and for getting a tremendous feeling of satisfaction out of your life. All successful people accept responsibility for themselves. If you accept responsibility, then you must be in control. This is why throughout history people have claimed that you are the master, you are the mistress, of your own destiny. The key ingredients in health are positive mental attitude, diet and exercise. Accidents do happen, but you must accept responsibility for your level of energy. The only person who can adopt a positive attitude for you is you. The only person who can eat sensibly for you is you. The only person who can exercise regularly for you is you. The National Health Service can patch you up, but the National Health Service cannot adopt a positive mental attitude for you, diet, or exercise for you.
Whether you like it or not, you decide the extent to which you get along with other people. Whether you like it or not, you decide how much money you earn. The amount of money you earn is decided by the quality and quantity of what you do. At the same time, we all strive to earn our self-concept level of income. If you believe you are a £20,000 per annum person, then you will always earn close to £20,000. If you believe you are a £50,000 a year person, then you will do whatever is necessary to earn approximately £50,000 per annum. People who earn a lot of money are not necessarily more clever or more highly qualifi ed than people who earn very little money. People who earn a lot of money offer a higher quality and quantity of benefits, and they have a higher self-concept level of income.
The only person in this world who can work out worthy goals for you is you. The only person in the world who can give you the selfknowledge you need to discover who you are and what you want is you. You are the only person in the world who can see to it that you are fully stretched in striving to achieve your goals. In short, you are responsible for achieving your own happiness, you are responsible for achieving your own peace of mind. You can blame other people for your condition, but this does not improve your condition. You can only improve your condition by accepting responsibility for yourself, setting clear goals, and then resolving to pay the necessary price in advance. Your success in life is determined by your knowledge and your attitude. Again, since you have infi nite capacity for learning and you can adopt as positive or as negative an attitude as you wish, then you must accept responsibility for your own success or lack of it. In short, nobody else can be successful for you!
Why are so many people so unhappy? They are unhappy because they are not striving to achieve their most desired goals. They do not set goals. They will not define where they want to be in the future. They are not prepared to pay the price they must pay to achieve their goals. It is so much easier to watch television, go down the pub, and lose your tiny savings on the lottery. We are lazy creatures. This is the great tragedy of the human condition. Everybody wants to be more, have more, and do more, but members of the crowd cannot be more, have more, and do more because they are too lazy, ill-informed, selfish, greedy, disloyal, impatient, ruthless, irresponsible, unreliable and vain. If we were designed by God, then we must conclude that she has a sense of humour (or that she enjoys our suffering).

I AM RESPONSIBLE

Most people blame their inadequacies on their education, their qualifications, the boss, the company, the economy, the government, their families, their friends, the neighbourhood in which they grew up. As human beings we are all geniuses at justification. We are all brilliant at justifying being exactly as we are. Unfortunately, once you justify being as you are, this becomes your excuse. You will probably hang on to the same excuse for the rest of your life. Unfortunately, the price we pay for justification is that we stay exactly as we are. If we do not change, but stay as we are, the penalty is that we stay where we are. If we want to move forward in life, then we have to change in some way.
All successful people accept responsibility for themselves. They do not blame others for their condition. The only person who can learn to play the violin for you is you. The only person who can learn to speak Russian for you is you. The only person who can earn £50,000 per annum for you is you. If you accept responsibility, then you take control. You become the master, the mistress, of your own destiny. Accept responsibility for your level of energy, for adopting a positive mental attitude, for what you eat, and for taking regular exercise. Accept responsibility for the quality of your family life, for the amount of money you earn, for pursuing goals which make you feel valuable and worthwhile, for acquiring self-knowledge and selffulfilment. Accept responsibility for setting goals and resolving to pay the price in advance. Accept responsibility for being creative, for setting goals, for implementing a successful business strategy, for implementing a successful marketing strategy, for being excellent at selling, excellent at negotiating. Accept responsibility for giving leadership, for understanding the financial implications of your activities, and managing your time in a manner consistent with achieving your goals.
Most people are extremely averse to change. Most people think about the pain of learning and taking the action which arises from the energy generated from being more positive. We encourage these people to think of the pain of not changing. Think about the pain of staying exactly as you are which means staying exactly where you are. Focus and concentrate on this pain for some time. For the rest of your life do you want the same job, the same money, the same recognition, same house, same car, same people in your life, same holidays, same negative emotions? Focusing and concentrating on all this pain should give you the will to strive for change.
Just imagine how great life will be when you change. Imagine the better job, greater satisfaction, better house, greater recognition, respect etc. Whenever you find yourself doing what you know you should not be doing, then think of the pain of staying as you are – same house, same relationships, job, income etc. Successful people are people who do what unsuccessful people know they should do but can’t be bothered. There really is a reason for everything. When people do not have any money, then there are reasons for it.
Link that which you do not want with pain. Staying as you are is probably going to be very painful. Link what you do want with pleasure. When studying and forcing yourself to think more positively, focus on the pleasure of achieving your goals. It’s easier to change yourself than change the world. Millions of people wish that the world would change to accommodate them. It does not work.
Is it worth making the effort? People are motivated by desire and fear. Once you have set your goals, ask the question: is it worth paying the price to achieve that which I desire? Are you prepared to pay the price to achieve that level of health, those wonderful relationships, that amount of money, etc.? Then ask a different question: can you afford not to pay the price? Do you want to stay as you are and where you are for the rest of your life – the same job, same salary, same house, same car, same colleagues. Perhaps this prospect will generate motivation from the fear of your life always being the same.

STOP MAKING EXCUSES

We all have to accept that wherever we are in life at the present time is a direct result of our knowledge/skills and our attitudes. If you want to be somewhere else three years in the future, then you must go to work on your knowledge/skills and your attitude. Stop making excuses. Make a decision to change. If you stay as you are, you stay where you are. Why is it that so many people stay many years in jobs which they dislike and find undemanding and unrewarding? The answer is simply that they stop learning and they hang on to the same attitudes which got them into those undemanding and unrewarding jobs in the fi rst place. Even hard work is not enough. The more you do of what you do the more you get of what you’ve got. Working very, very hard at the job which you are doing right now will not lead to success in the future. If you want to earn more, then you have to learn more. If you want to have the job that you desire three years from now, then you have to change your attitude and go to work on a self-improvement plan.
Adopting a positive mental attitude will dramatically and very quickly increase your success rate. The good news is that attitudes can be changed in seconds. Most of us assume that to be successful you must be intelligent, be highly qualified, be good looking, be of sufficient height, have a great deal of luck, have excellent connections, and be in the right place at the right time. These factors have been studied over many years and have been found to be irrelevant to success in general and success in business in particular.
We all suffer from self-limiting beliefs and negative attitudes. Go to work on your self-limiting beliefs. We think that we can’t ride a bike, can’t sell, can’t be creative, can’t do presentations, can’t understand marketing, can’t develop our leadership skills, can’t understand strategy, can’t understand the financial implications of our actions. These are simply examples of self-limiting beliefs. Question your beliefs about yourself. Your beliefs are not based on reality. They are based on all sorts of strange ideas which have been planted in your mind over the years either by others or by yourself. You can remove your self-limiting beliefs immediately if you make the necessary effort. Negative emotions hold us back more than anything else. Most people adopt a very negative attitude. They blame others for their condition. They feel that they do not deserve to be successful. They suffer from envy, hate, self-pity, worry, stress, anxiety, fear of failure and fear of rejection.
Make a tremendous effort to rid yourself of negative emotions. Try to substitute negative emotions with positive emotions. Focus and concentrate on the positive emotions of willingness to accept responsibility, being excited about what you do, being enthusiastic, having positive expectations about yourself and others, bringing joy and love to your work and others. Accept responsibility for setting goals and achieving them, and stop making excuses.
We are all geniuses at inventing reasons why we cannot have what we really want. The answer is to set it as a goal, and resolve to pay the price in advance. If you are not prepared to pay the price, then you cannot have it – but you decide.
The world is full of people who are suffering because they refuse to change. Millions of people want to be rewarded in advance. Unfortunately, nature does not work that way. Nature requires that you pay the price of success in advance. Learn how to delay gratification. Do not reward yourself until you have achieved the desired result. Do not expect customers to reward you until you have improved their lives in the required way.
The meaning of life is to improve. In business, customers pay for improvements in their lives. You can improve your helath, your relationships, your self-knowledge, your self-fulfilment. You can start with something simple. You can improve your hair, your smell, your clothes, your garden, the state of your car, the way you conduct yourself, your attitude, your knowledge, and so on.

THE SUCCESS FORMULA

Many people make the incorrect assumption that their success depends on paper qualifications, general intelligence, height, connections, good looks, and the wheel of fortune. In fact, the two key determinants of human potential are knowledge and attitude. The success formula is as follows:
Knowledge/skills × attitude = results/performance.
We all came into this world with infinite mental capacity, an infinite capacity for learning. We can all be creative, set goals, learn strategy, marketing, sales skills, negotiation skills, leadership, finance and time-management. We are all capable of becoming experts in our area of specialisation, our area of excellence. If we make the necessary efforts to study our area of excellence, take action, think about our results, question what we have learned and the actions we have taken, then we are ready to learn even more. Over a five-year period, we are all capable of becoming experts in our own chosen areas of excellence. We can all blame others for the extent of our knowledge, in particular our family and the educational institutions we attended. However, at the age of 18 we all become adults. From the age of 18 onwards we must all accept responsibility for our own learning.
Most people are very surprised to learn that our knowledge/skills probably account for less than 20 per cent of all the success we ever enjoy. The world is full of geniuses who cannot even earn a living. The world is full of geniuses doing jobs which they find undemanding and unrewarding. The staff common rooms of universities we have visited all over the world are full of geniuses who can barely earn a living. They fi ll their lives with negative criticism of others, they play bridge for ‘only’ two hours each day, they rush into coffee at 10.25 a.m. complaining that they had difficulty getting their cars parked, and you can never find them on Wednesday or Friday afternoons, or during the months of December, April, July, August and September. As for attitude towards customers, we thank one professor for the quote: ‘Working in a university would be a good job if we did not have any students.’
The first recommendation we always make to universities is that all signs should be removed which read ‘Staff parking only’. These should be replaced with signs which read ‘Student parking only’. Can you use this idea in your business? Can you make the customer the focal point of your business? Attitude accounts for over 80 per cent of the success we enjoy. The good news is that attitudes can be changed in seconds. Positive mental attitude means being excited, enthusiastic, bringing love, joy and encouragement to situations.
Unfortunately, most of us love to indulge ourselves in the negative emotions of blame, guilt, fear of failure, fear of rejection, self-pity, anger, worry, self-doubt, hate, envy, etc. All positive emotions give us energy. All negative emotions drain us of energy. Although we would like to blame others for our condition, the simple fact is that you are the master, you are the mistress, of your own destiny. You can learn just about anything you want, and you can adopt any attitude you wish. An alternative but similar success formula is as follows:
Understanding × effort = results
A great deal of understanding multiplied by a low level of effort gives a very poor result. A limited amount of understanding multiplied by a great deal of effort gives much better results. Again, we all have infi nite capacity for learning and we all decide the efforts we choose to make. The amount of energy we bring to a situation depends on the positive emotions of excitement, enthusiasm, etc. Whether you like it or not, the simple fact is that once you are an adult, you become master/mistress of your own fate. Once you are an adult, you can accept responsibility for your learning and your attitude. By accepting responsibility you take control.
We have all met people who are extremely well-read. They are often regarded as well-educated. They have qualifications. Unfortunately, many well-read people still hang on to their negative emotions – fear of failure, blame, self-pity etc. They also hang on to their self-limiting beliefs, and often have negative attitudes towards enterprise. They are also brilliant at imagining that rocks stand between them and their desires. If education does not change your behaviour, then what have you learned? If you enter the school system as a macho dickhead kid, and emerge ten years later as a macho dickhead grown-up, then what have you learned?
Unfortunately, politicians are in the habit of referring to schooling as ‘education’. When they throw money at schooling, they call it ‘investing in education’. We often try to fi gure out what we learned at school that changed our behaviour in adult life. We struggle. What do school teachers know? Did they teach you how to be successful in life, how to earn a living, how to make a marriage work, how to get along with other people, how to bring up children, how to be creative, set goals, implement a winning strategy, get the marketing right, be excellent at selling, excellent at negotiation, give leadership, understand the financial implications of your actions, manage your time well, get a mortgage, be more, have more, do more?
Unfortunately, the great majority of people stop learning when they leave school or university. Learning is a process which should continue throughout life. When you stop learning, you stop growing. If you stay as you are, then you stay where you are. The great news is that if you make the necessary effort to set those goals for your self development, business, and private life, then a whole series of mental laws will come to your assistance. People who set goals become successful. It’s automatic!

MENTAL LAW NUMBER ONE: THE LAW OF BELIEF

The fundamental law of human achievement is the law of belief. It postulates that you always behave in a manner consistent with your beliefs. If you believe you are a Roman Catholic, then you are a Roman Catholic. If you believe you are a Buddhist, you are a Buddhist. If you believe you can swim, you can swim. If you believe you can’t swim, then you can’t swim. Even if you can’t swim, as long as you believe you can swim, then you will persist in failing until you can actually swim. Unfortunately, once you decide you can’t swim, then you can’t swim. Even though we are all capable of swimming, once you believe you can’t swim, you can’t swim. You suffer from the self-limiting belief that you just can’t do it. Your belief is not based on fact, it is just a belief.
Nevertheless, even though our self-limiting beliefs are not based on fact, we always behave in a manner consistent with our beliefs. If you believe you can ride a bicycle, then you can ride a bicycle. If you believe you can’t, you can’t. If you believe you can drive a car, be creative, set goals, implement a successful strategy, implement a successful marketing strategy, sell well, negotiate, give leadership, understand the financial implications, manage your time well, etc., then you can master all these skills. Even if at the present time you have not mastered these skills, so long as you believe you are excellent at business skills, then you will make the necessary efforts. You will set goals and resolve to pay the necessary price. You will set career goals, design a personal development plan, and set personal and family goals.
Another vitally important aspect of the law of belief is that you can believe anything that you want to believe. You can believe that you are brilliant at marketing, selling, strategy, finance, time-management. You can believe that you are successful in business management. You can believe that you are a millionaire/millionairess. As long as you truly believe, then you will hang on to that belief, despite setbacks, until your beliefs become your reality. Your beliefs are your reality. Make a decision to adopt beliefs which are consistent with achieving your goals. All successful people have beliefs consistent with what they want to achieve. Join them! Make a decision to change your beliefs. The beliefs you hold at the moment are largely responsible for the position you hold at the moment. If you change your beliefs, then you change your reality.
Changing your beliefs about yourself, means changing your selfconcept. Your self-concept is your bundle of beliefs about yourself. Make a decision to adopt the self-concept which is consistent with achieving your business and personal goals. Everything starts with ideas or thoughts. Thoughts and ideas become feelings which eventually become beliefs. Your beliefs have a powerful effect on your expectations. Your expectations have a powerful effect on your attitude. If you believe you are destined to become successful, then this has a strong effect on your expectations, which become very positive. Your positive expectations are translated into a very positive attitude. Your attitude is the major determinant of your success in achieving goals. Everything comes back to beliefs. Successful people have the beliefs of successful people, unsuccessful people have the beliefs of unsuccessful people. Make a decision to shake off self-limiting beliefs and negative emotions. Replace them with positive beliefs, positive expectations and positive emotions.

MENTAL LAW NUMBER TWO: THE LAW OF CAUSE AND EFFECT

This mental law is sometimes called the iron law of the universe or the law of sowing and reaping. As ye sow, so shall ye reap. The law of cause and effect tells us that nothing just happens. Everything happens for a reason. The most important application of this law is that in a mental world, thoughts are causes, and conditions are effects. If you want anything to happen in life, then think about it. Concentrate and focus on it. Thinking about it is the first step in making it happen. There has to be a reason why people buy your product/service. There are reasons why you are where you are right now. There have to be reasons why you will be somewhere else in the future. The most important reasons are your thoughts because thinking about something is the first step in making it happen.
Most people spend a great deal of time complaining about the conditions in their lives, but do not tackle the causes of these conditions. Complaining about the company, the boss, your spouse, your income, your health, the quality of your relationships, etc., is a national pastime. People fall in love with their suffering, talk about their suffering, focus and concentrate on their suffering, and inevitably draw even more suffering into their lives. Remember that thoughts are causes. Whatever you think about, you tend to draw into your reality.
The present conditions in your life are the result of thoughts you have thought in the past. Make the effort to focus and concentrate on your goals. Just thinking about your goals is an important step in bringing your goals into your reality. Think about the house you want, the salary you want, the position you would like to hold in the company, the weekly jog you would like to make, the goals you would like to pursue, the strategy you want to implement, the level of sales you would like to make, the deals you would like to negotiate, the admiration you want from other people, the mountain you would like to climb. You will never achieve anything unless you think about it. Make the fi rst step in success by determining your goals, and then focusing and concentrating on those goals. Change your future by changing your thoughts. Successful people think about what they want. Unsuccessful people think about what they don’t want.

MENTAL LAW NUMBER THREE: THE LAW OF ATTRACTION

The law of attraction postulates that there is an almost magnetic force which draws into our lives the information, circumstances and people in harmony with our dominant thoughts. If you think about increasing sales, then you automatically attract into your life the information, circumstances and people to assist you in increasing sales. Unfortunately, if you think about drugs then you automatically stumble across information relating to drugs, circumstances in which you can take drugs, and people who are prepared to push drugs in your direction. By focusing on your personal goals, business goals and your own self-development plan, you automatically attract into your life all the information required, the circumstances and opportunities necessary to achieve your goals. Most important of all, you will attract into your life the people with the knowledge, experience, money and the positive mental attitude required to help you succeed. Serendipity means stumbling across exactly what you are seeking. If you are not looking for anything, serendipity will not work for you!

MENTAL LAW NUMBER FOUR: THE LAW OF CORRESPONDENCE

The law of correspondence postulates that the world we see around us is a refl ection of our own thoughts. Each individual likes to believe that he or she sees reality. In fact, your beliefs are your reality. The outside world conforms to your inside world. Is Roman Catholicism the true faith, or is Islam the true faith? Is life full of opportunities, or are there no opportunities in life? Is Juventus the greatest football club in the world, or is it Manchester United? Your own truth is a refl ection of your beliefs. Whatever you believe on the inside, you perceive as your reality on the outside. In order to change the conditions in your life, you must change your thoughts, you must change your beliefs. If you wish to be excellent at selling, then you must believe you are excellent at selling before you become excellent at selling. You must believe that you are excellent at communication before you become excellent at communication. You must believe that you can run your own business before you actually run your own business. You must believe you are a £50,000-per-annum person on the inside before you earn £50,000 per annum on the outside. You must believe you are a thin person on the inside before you become thin on the outside.
You can use this mental law to believe whatever is necessary on the inside before you achieve your goals on the outside. People do not like to use the word ‘brainwashing’. The fact is that you are already brainwashed in that you already have a set of beliefs. These beliefs are not based on reality, they are just beliefs. Make the effort to feed into your mind the ideas, information, circumstances, people, books, tapes, courses, etc., to help you get what you want. As with many other people, you have probably spent many years feeding into your mind information, people and circumstances which have failed to get you what you want. Use visualisation, emotionalisation and affirmation to assist you in succeeding in the achievement of your goals.
Visualise the perfect outcome. See yourself at the helm of your beautiful yacht, see yourself driving the car you desire, see yourself winning the prize as best salesperson of the year. Many athletes use this version of mental rehearsal. You are simply rehearsing success in advance. Remember you have to be successful on the inside before you become successful on the outside.
Another kind of mental rehearsal involves emotionalisation. Imagine how good you would feel if you could swim, if you earned £50,000 per annum, if you could launch your own successful business, manage your time well, be brilliant at selling, be excellent at negotiation, be brilliant at strategy and marketing. Imagine how happy you would feel if you could achieve your personal and business objectives. As with visualisation, this kind of mental rehearsal drives the desire into the subconscious. Keep pictures in your diary of the beautiful home you would like, the car you desire, the magnificent body you would like to develop. Follow this visualisation with emotionalisation. Imagine how good you would feel if you achieved that home, that car, that level of business success. Mental rehearsal acts as a stimulant to success in the outside world.
Finally, use affirmations to change your beliefs. Whenever your subconscious hears the words ‘I am’, your subconscious knows that it is about to receive an important message. Your beliefs are stored in the subconscious. Many people tell themselves that they are lazy, stupid and undeserving of success in a competitive world. The subconscious accepts these messages as beliefs, and these low expectations people achieve very little in life. Use affirmations to drive beliefs into the subconscious. Tell yourself over and over again: ‘I am creative, I set goals, I am brilliant at strategy, I am brilliant at marketing, I am brilliant at selling, I am brilliant at negotiating, I am a leader, I am a good listener, I am a high-expectations boss, I understand the financial implications, I am brilliant at managing my time, I am a loving, caring parent, I am a £50,000-per-annum person, I am a brilliant swimmer, I am a jogger, I am 11st 6lb, I am free from negative emotions, I am free from self-limiting beliefs, I am a non-smoker, I am punctual, I am a smart dresser, I am an intelligent business person, I am achieving my goals, etc.’. Successful people have positive affirmations, unsuccessful people have negative affirmations. Use visualisation, emotionalisation and affirmations to achieve your personal and career goals. People have difficulty in imagining how effective this is – until they give it a try!

MENTAL LAW NUMBER FIVE: THE LAW OF EXPRESSION

The law of expression postulates that whatever is impressed into your mind is expressed into your reality. In other words, all information fed into your mind has some effect. Nothing is neutral. Every idea or thought either drives you towards the achievement of your goals, or takes you away from the achievement of your goals, but nothing is neutral. Everything starts with ideas, thoughts, feelings. These are translated into beliefs, expectations, and finally positive or negative attitudes.
This extremely powerful mental law is very inconvenient for most people. Most people will fill their minds with over 20 hours of television every week. Millions of people spend many hours each week drinking alcohol with their friends. Millions of people spend several hours each week reading utter nonsense in daily newspapers. Millions of people spend hundreds of hours every year sitting in a motor car listening to Radio Idiot. These people tend to be low achievers. They don’t have time to be successful. If you dramatically cut down the number of hours you spend watching television, the time you spend drinking, the time you spend listening to Radio Idiot, then you will have all the time in the world to focus on your personal development plan, your personal and career goals. Make a decision and a plan to read the books necessary to give you the information which will help you to achieve business success. Make a decision and a plan to attend the necessary courses. Make a decision to acquire the necessary educational tapes to play in the car.

ADDITIONAL MENTAL LAWS 6–17

Mental law number six: the law of expectations

In the world of achievement, we all get what we confidently expect. We do not achieve what we would like to achieve, we do not achieve what we try to achieve, we do not achieve what we wish we could achieve. We all achieve what we confidently expect to achieve. The good news is that you can confidently expect to achieve whatever you want to achieve. The higher your expectations, the more positive will be your attitude. Positive mental attitude is the key determinant of success. The vast majority of people suffer from very low expectations of themselves, of the people around them, of the company, of the government. These low expectations people are low achievers. Expect yourself to perform excellently. Confidently expect that those around you will perform at levels of excellence. As a manager, let people know that you confi dently expect that they will perform at the highest level. Being a high expectations boss is one of the key skills in leadership. Make a decision to expect with confidence that you will achieve all your business and personal goals.

Mental law number seven: the law of control

One of the characteristics of successful people is that they assume that they are controlling circumstances and events which will lead to success. Unfortunately, most people assume that their fate is decided by factors beyond their control – the economy, the company, the boss, the spouse, the schooling, the neighbourhood in which they grew up. The simple fact is that as an adult you have control over the ideas and information fed into your own mind. You have the power to feed into your own mind the knowledge/skills and the positive mental attitude required to achieve your full potential. Take control of your own life. Feed into your own mind the information, knowledge, skills and attitude required to be successful. Remember that knowledge and attitude are the two key determinants of success. Feed into your mind the courses, tapes, experiences and people necessary to achieve your goals. Use visualisation, emotionalisation and affirmations to be successful.
The only person who can acquire the necessary knowledge for you is you. The only person who can adopt the necessary positive mental attitude for you is you. You are the only person who can learn creativity, goal-setting, strategy, marketing, sales skills, negotiation, leadership, fi nance, and time-management. You decide your own level of energy/health because you decide whether or not to adopt a positive mental attitude, you decide what you eat and you decide whether you take regular exercise. You decide whether or not you get along with other people. You decide whether or not you pursue worthy goals. You decide whether or not you are fully stretched. You got yourself into that relationship, into that business, into that job. If the situation is unsatisfactory, then you must take the necessary action to get the result you desire. Happiness is strongly associated with the feeling that you are the master/mistress of your own destiny. Be happy, achieve peace of mind by accepting responsibility for your own life and taking control. Once you accept responsibility, then you are in control.

Mental law number eight: the law of accumulation

Wherever you are in life right now is a result of the ideas, experiences and people you have accumulated in your life to date. Make a decision that as from today you will start accumulating the knowledge, attitude, experiences and people to help you achieve your goals. Creativity begets more creativity, money begets more money, knowledge begets more knowledge, positive mental attitude begets more positive mental attitude, success begets even more success. Unfortunately, ignorance begets ignorance, negativity begets more negativity, failure begets even more failure. Be honest with yourself. How many evenings of watching television have you accumulated? How many evenings propping up a bar have you accumulated? How many years of self-limiting beliefs and negative emotions have you accumulated? How many years have you accumulated of low expectations, fear of failure, fear of rejection, envy, hate and self-pity? Is all this accumulation consistent with what you really want? Make a decision right now to start accumulating the sensible diet, regular exercise, positive mental attitude, loving relationships, articles, tapes, experiences and the people consistent with achieving your goals. Make a decision to accumulate beautiful period furniture, paintings, metal work, arms and armour, sculpture, beautiful artefacts from the ancient world. We observe people who spend a fortune on new furniture. This is almost certainly worth nothing, once it is delivered to your home. As one antique dealer put it: ‘If you can buy the antique one for the same price as the new one, then buy the antique!’. If you want to accumulate wealth, then get into the habit of accumulating artefacts which move forward in value. Would you rather lose £10,000 per annum on a new car, or acquire a classic car which will retain its value? You must accept responsibility for what you accumulate. By focusing and concentrating upon your own goals, you will also acquire mental toughness. You will stop envying the success of others. You will no longer care who drives more quickly than you do. You will not be destroyed by the insults of others. You know that you are a valuable and worthwhile person. When insulted, you can always ask the question: ‘And how do you think I can improve myself?’.
Kaizenis a way of life. It is constant improvement. Keep asking these questions. How can I improve my home? How can I improve my furniture? How can I improve my paintings, my garden, my relationships, my knowledge, my attitude, my sales, my profits, my creativity, goal-setting, strategy, marketing, sales skills, negotiation skills, leadership skills, financial awareness, time-management? Everything can be improved – by at least ten per cent. If you constantly improve, then you will constantly accumulate.

Mental law number nine: the law of concentration

The law of concentration postulates that the more you focus and concentrate on your goals, the quicker will your goals be achieved. Make a habit of reviewing your personal and career goals every day. Visualise, emotionalise and affirm every day. Look at pictures of the home, car or yacht you desire. Concentrate on the target sales, costs and profits of the business. Focus and concentrate on your personal development plan. This focus and concentration will activate the subconscious and the superconscious. You will draw into your life the information and people necessary to achieve your goals. Your thoughts are your future.

Mental law number ten: the law of reversibility

On planning for the future, the usual process is to ask the question: ‘where are we now?’. The next usual step is to defi ne the ideal future. Third, we devise a plan to get from where we are now to our ideal future. This is perfectly logical and satisfactory. However, there is a second approach. We can visualise the perfect outcome. Visualise winning the contract, visualise an excellent presentation, getting the job you want, driving the car you want, earning the amount of money you want, enjoying the house that you want, enjoying the family life you desire, achieving the level of fitness you desire. Focus and concentrate on the perfect outcome. Then, ask the question: ‘how did I achieve this perfect outcome?’. By reversing the planning process, the steps you must take to achieve your goals are often revealed instantly. Imagine you are totally successful, then use your creativity, use the law of reversibility to identify the actions you must have taken to achieve your goals. Imagine you are totally successful, and that you have been asked to write the story of your success for a forthcoming film.

Mental law number 11: the law of substitution

The conscious mind can only hold one idea at a time. This is extremely convenient in the world of achievement. It means you can always remove a negative emotion with a positive emotion. You can always remove a self-limiting belief by replacing it with a positive belief. Many people complain that they cannot overcome their negative emotions or their self-limiting beliefs. One very simple and very effective technique is to focus and concentrate on your personal and career goals. Thinking about your personal and career goals fills you with the positive emotions of excitement and enthusiasm. You can use this excitement and enthusiasm to overcome self-pity, envy, fear of failure, fear of rejection, hate, anger, etc. Carry a photograph of the adult or child you love. You cannot think about how much you love that person and be angry at other motorists at the same time. You cannot think about that beautiful house, wonderful car, or that yacht you desire and indulge in negative emotions at the same time. You can always remove a negative thought with a positive thought. Use your self-knowledge to recognise your self-limiting beliefs and your negative emotions, then use your goals to remove those negative emotions and self-limiting beliefs from your thinking. With practice, it becomes a new habit. You will spend a great deal of your time thinking about what you want.

Mental law number 12: the law of habit

Successful people have the habits of success; failures have the habits of failing. As adults, almost everything we do is habit. We are already in the habit of indulging ourselves in negative emotions and selflimiting beliefs. If we stay as we are, then we will stay where we are. If we wish to move forwards, then we have to learn new habits. The habits of success include acquiring the knowledge/skills required to achieve our goals and adopting a positive attitude. Make a decision that as from today you will make the necessary efforts. If you want something, make a decision to set it as a goal and resolve to pay the necessary price in advance. The price you will have to pay is the acquisition of the knowledge and the adoption of positive mental attitude. Make a habit of thinking about what you want – the achievement of your goals. You will find that you will gradually suffer less from envy, hate, road rage, the negative criticism of others. You will develop mental toughness.

Mental law number 13: the law of emotion

The law of emotion postulates that the stronger your desire to achieve a goal, then the more quickly it will be achieved. Put a great deal of desire into your visualisation, emotionalisation and affirmations. Avoid using the words ‘try’ and ‘wish’. ‘I wish’ means ‘I can’t.’ ‘I wish I could give up smoking’ means ‘I can’t give up smoking.’ Yet how often do we hear people say ‘I wish I could earn more money’, ‘I wish I could get a better job’, ‘I wish I could lose weight’, ‘I wish the boss would be more pleasant towards me.’ ‘I’ll try’ means, ‘I am almost certainly going to fail.’ How often do we hear people say, ‘I’ll try and get there on time’, ‘I’ll try and finish that report by Friday’, ‘I’ll try for promotion.’ The expectation is, ‘I won’t succeed.’ Use the expression: ‘I am.’ ‘I am a non-smoker’, ‘I am always punctual’, ‘I am a £100,000-per-annum person.’

Mental law number 14: the law of superconscious activity

The law of superconscious activity has several other titles including the law of cosmic understanding. It postulates that any thought, wish, desire or goal which you can hold consistently in your mind must be brought into your reality by your superconscious. The superconscious mind has access to knowledge and experience beyond your own knowledge and experience. It is the source of innovation, creativity, excitement and blinding flashes of the obvious. This powerful and controversial third stage of the brain exists beyond the conscious and subconscious. The superconscious responds to clarity, strong emotion or desire, authority and positive affirmations. It is activated by solitude and concentration. Spend one hour sitting quietly in the countryside focusing and concentrating on any problem, challenge or goal, and the superconscious will yield a complete solution. The superconscious mind is also stimulated by strong visualisation, strong positive affirmations, day-dreaming and meditation. The superconscious does not give clues; it gives 100-per-cent answers, 100-per-cent solutions. Nobody really believes it until they try it!
Strong desire is important in goal-achieving. Do you sincerely want to achieve your target levels of income and wealth? Do you sincerely want to achieve your ideal weight? Do you sincerely want to be the best in the business? Do you sincerely want that yacht, that house, that Jaguar car?
Clarity is also extremely important. You don’t just want a Jaguar car. You want the Westminster blue one with the doeskin interior, three years old, one lady owner with 32,000 miles on the clock. In response to desire, clarity, positive affirmations, concentration, solitude and visualisation, the superconscious will generate blinding fl ashes of the obvious. You must catch the moment. Keep a notebook or tape recorder with you at all times. That which is obvious at 4.30 a.m. will not be available to you at 9.30 a.m. Ideas in creativity, innovation, poetry, music, answers to problems and challenges, must be captured when they occur. Otherwise they may not subsequently be available for recall.

Mental law number 15: the law of compensation

In life, we all get rewarded for what we do. We all get rewarded in direct proportion to the quantity and quality of service we give to others. If you want to increase your financial rewards, then you must increase either the quality or the quantity of what you do for other people. Increasing the quantity will make some difference. You can work longer hours, sell more, produce more. However, given your present level of skills, and your existing attitude, you will not usually greatly improve your condition by working harder at what you are doing at the present time. Remember the more you do of what you do, the more you get of what you’ve got! If you wish to improve your circumstances to a great extent, then you must improve the quality of what you do. You must increase your skills and/or be more positive.
The market pays a premium price for a premium product/service, an average price for an average product/service, and a low price for a poor quality product/service. Very few people understand this. Most people would just like to be paid more money for doing exactly what they are doing at the present time, preferably for an even shorter working week. They do not understand that it is what you do before 9 a.m. and after 5 p.m. that makes a difference. They do not understand that to earn more you have to learn more, to be more successful you have to go to work on positive mental attitude, i.e. accept responsibility, encourage others, be excited and enthusiastic. They do not understand that our commitment to help others depends on the self-concept. They do not understand that they must increase their value to the business. They do not understand that we all get rewarded for what we do for others. They do not understand the law of compensation.
Fight the comfort zone. Make a habit of stepping out of the box. If you want to be rewarded for your time, then your are doomed to work for an hourly rate. Your are doomed to work for peanuts. If you expect to be rewarded for your qualifications, then you are doomed to earn in the average range. If you expect to be rewarded for your experience, then you are doomed to laziness and low achievement. These are all comfort zones. Millions of people settle for the comfort zone. High achievers get rewarded for results. High achievers expect to be rewarded for the quality and quantity of what they do to improve the lives of others in a competitive world.

Mental law number 16: the law of reciprocity

The law of reciprocity postulates that as human beings we tend to want to help those who help us. You are not a go-getter, you are a gogiver. Help other people to get what they want. Encourage others. Offer people the information, advice, circumstances and introductions to people to help them to achieve their objectives. We all want to be led by those who encourage and help. We all want to reciprocate when others help us. Use the law of reciprocity to be helped by others by helping them. The purpose of business is to improve the lives of others by providing them with products and services, i.e. benefits which are worth more than they cost. Nobody buys anything unless they see it as an improvement in their condition. In short, they prefer the product/service to the money. If they prefer the money, they do not purchase the product/service. You succeed in life and business to the extent to which you improve the lives of other people. Enrich your own life by enriching the lives of others.

Mental law number 17: the law of inertia

This law postulates that in the mental world of achievement, as in the physical world, a body stays where it is until something comes along to move that body. Wherever you are now in life is where you deserve to be, given your present skills and attitude. If you stay as you are, you stay where you are! Millions of people make virtually no progress in 20 years of their working lives because they do not change. They are the same people at 50 years of age as at 30 years of age. Make a decision to change. Make a decision to set goals, learn the skills, adopt the positive attitude, pay the price in advance, believe the necessary beliefs. Adopt the values consistent with achieving your goals.
Inertia is the price people pay for staying as they are. Inertia is the price people pay for justifying being as they are. Justification and identifi cation (taking it personally) are the fertilisers of negative emotions. Negative emotions are the excuses we make for failing to set and achieve goals. Whatever you are reaping today is the result of what you have sown in the past. Start sowing the seeds today that will reap you the rewards you desire in the future. As ye sow, so shall ye reap.

GOAL ACHIEVING AND THE MENTAL LAWS

we can all use the mental laws to achieve our goals. In fact, goal achieving is automatic if we decide to put ourselves in the top three per cent or even the top one per cent of achievers. We can now briefly summarise the 17 mental laws. From the law of belief, we know that our beliefs must be consistent with the achievement of our goals. The law of cause and effect tells us that thinking about our goals is an important step in bringing our goals into reality. From the law of attraction, we know that we automatically attract into our lives the people, circumstances and information consistent with achieving our goals.
The law of correspondence tells us that if we mentally rehearse achieving our goals, then that achievement will be brought into our reality. The law of expression tells us that if we impress into our minds the skills, knowledge and attitude consistent with achieving our goals, then such goal achievement will be expressed in our reality. From the law of expectations, we know that we must confi dently expect to achieve our goals. The law of control tells us that we can control the events, circumstances and information which will lead to the achievement of our goals. We must accumulate the knowledge, skills and attitudes consistent with achieving our goals. We must focus and concentrate on achieving our goals. From the law of reversibility, we know that if we imagine we have already achieved our goals, then the steps we must take to achieve those goals will be revealed to us. The law of substitution tells us that we can eliminate negative emotions by focusing on our goals. We must develop the habits of successful people.
The more emotion we put into desire or achievement of a goal, the more quickly will that goal be achieved. We can use the law of superconscious activity to achieve any goal. If the quality and quantity of the service we offer is great enough, we shall be compensated with the achievement of our financial goals. If the quality and quantity of the service we deliver is great enough, then our customers will reciprocate by rewarding us in equal amount. Finally, from the law of inertia we know that we must increase our knowledge and go to work on positive thinking to achieve higher levels of performance in the future than the levels of performance we have achieved in the past. Finally, goal-setting is extremely difficult, but goal-achieving is automatic. All successful people use the mental laws to achieve their goals.
One cautionary note we always add, especially for younger readers, is that you cannot set goals for other people. We cannot set a goal that you should learn to play the violin. You cannot set a goal that we should learn to speak Russian. Although we cannot set goals for other people, we can use our leadership skills to encourage people to become committed to common goals. It is widely accepted that fewer than five per cent of people in the Western world set goals. Even fewer people resolve to pay the necessary price in advance. Resolve to pay the price. Resolve to do whatever is necessary. If you wish to be excellent, then practise, practise, practise; be patient, persist, and eventually you will achieve perfection.

THE SELF-CONCEPT

Your self-concept is your bundle of beliefs about yourself. You have a belief, a vision of yourself as a squash player, as a lover, as a friend, as an employee, as a cook, as a manager, as an achiever. You also have a self-concept level of income. It is widely believed that you cannot earn more or less than a few percentage points of your self-concept level of income. If you want to earn a great deal more money, then you must change your self-concept level of income. From the law of belief, we know that your beliefs determine almost everything that happens to you in life, since your beliefs determine your expectations, and your expectations determine your attitude, and your attitude determines over 80 per cent of all the success you will ever enjoy.
Part of your self-concept is your level of self-esteem. Self-esteem is the extent to which you feel you are a valuable and worthwhile person. It is the extent to which you accept and enjoy being yourself. There is a strong relationship between achievement and self-esteem. Remember that you are an extremely valuable and worthwhile person. All successful people have high self-esteem. They do not believe that they are superior to other people, but they do not believe that they are inferior to other people.
All change begins with a change in the self-concept, a change in your beliefs about yourself. Use affirmations to convince your subconscious. ‘I am a valuable and worthwhile person. I am excellent at creativity, goal setting, strategy, marketing, selling, negotiating, leadership, fi nance, and time-management, I am a £100,000-per-annum person. I am a loving parent, I am a brilliant cook, etc.’ Use the law of belief to convince yourself that your beliefs are consistent with achieving your goals. Is the life you are leading now consistent with your self-concept? If not you will always be unhappy, dissatisfied, doing a job which you find undemanding and unrewarding, probably blaming somebody else for your condition. Adopt a bundle of beliefs about yourself consistent with achieving your goals. You are the hero/ heroine of your own story.
Make a decision that as from right now you will raise your standards in all aspects of your life. You will raise your standard of dress, jewellery, garden, cleanliness, furniture, food, car, home, music, people, knowledge etc. Everybody has problems – job problems, boss problems, people problems, legal problems, husband and wife problems, school problems, problems with kids, car problems, etc. The difference between winners and losers is the way in which they respond to their problems. Winners see them as challenges and opportunities. Losers see them as threats and problems. Winners do not focus on the seedy aspects of life. They focus on the stars, the mountains, trees, opportunities. They think about their goals. As Oscar Wilde put it, ‘We all live in the gutter, but some of us are looking up at the stars.’
Most important of all is to remember that within every disappointment or setback is the seed of a tremendous advantage. In adversity, in depression, at the lowest point, search for the learning insight, the tremendous opportunity, the seed of a great future advantage.

YOU ARE A GENIUS

We all have the intelligence to perform at the highest levels in at least one area. This is your specialisation, area of excellence, and will normally be an activity which makes you feel valuable and worthwhile, resulting in high self-esteem. There are many different kinds of intelligence. It is not possible for you to be below average in all of them. We all have areas of excellence in which we can perform at high levels of achievement, providing we are prepared to set it as a goal and resolve to pay the necessary price in advance, provided we are willing to learn the skills and adopt a positive mental attitude. You can run a wonderful restaurant, a wonderful hairdressing salon, a wonderful fuel delivery service, a wonderful taxi service, a wonderful market garden, etc.
Some people excel in verbal intelligence. Others excel in mathematical intelligence. These are important in establishing your intelligence quotient or IQ. Do not be deterred or misled by your IQ. You could excel in artistic intelligence or mechanical intelligence. You may be gifted with musical intelligence. Finally, you could have excellent social-skills intelligence and perhaps even intuitive intelligence. We all know people who are very successful in business, because they have excellent judgement and because they have excellent social skills. Many of these people were poor performers at school, about 20% suffering from dyslexia

The above seven kinds of intelligence are not exhaustive. Furthermore, there are many kinds of intelligence within each area of intelligence. For example, in music you might be excellent on the clarinet, but a poor performer on the guitar. You could be excellent at writing music but a poor performer. You could be excellent at arranging other people’s music, etc. The point we are making is that you do have areas of excellence in which you can perform at very high levels of achievement. Make a decision to fi nd your area of excellence. You will usually fi nd it is whatever you enjoy doing. You will usually perform at high levels doing something which makes you feel valuable and worthwhile, doing something which gives you high self-esteem. Make the effort to find your area of excellence, your specialisation, that which makes you feel valuable and worthwhile, while at the same time enriching the lives of your customers.
We all know people who are academically brilliant, but who have no social skills at all. These people do not succeed in the competitive world of business where co-operation from others is essential. In short, the world is full of geniuses who cannot even earn a living. In the world of business, intelligence is a way of behaving, not IQ. If you behave intelligently, you are an intelligent person. If you behave as a fool behaves, then you are a fool – even if you have two university degrees.
In business, intuitive intelligence or judgement is important, particularly where people are concerned. Being a good judge of other people is critically important. Most of us can learn fancy business techniques to help us collect information, make decisions, take action, hopefully to get the desired results. However, despite all the techniques, good judgement is critical in business. Judgement can be derived from intuitive intelligence or from experience. In fact, in management studies we examine successful and unsuccessful businesses. From their successes and failures we devise rules of thumb to give good advice in creativity, goal-setting, strategy, marketing, sales skills, negotiation, leadership, finance and time-management.

POSITIVE MENTAL ATTITUDE

Millions of people believe that there are no opportunities in life. You leave school, somebody gives you a job, you do that job until you retire, and then you die.
Being positive rather than negative simply means that we take an optimistic, constructive, forward-looking, winning view of life rather than a pessimistic, destructive, backward-looking, losing view. It means seeing situations as challenges and opportunities, rather than as threats and problems. It means mentally rehearsing success rather than failure, confidently expecting success rather than failure, seeing life as being full of opportunities rather than devoid of opportunities, being adaptive and flexible, rather than unadaptive and inflexible. It means bringing the great positive emotions to situations.
The great positive emotions are excitement, enthusiasm, joy, love, acceptance of responsibility, encouragement of others. It means avoiding the great negative emotions of blame, guilt, self-doubt, selfpity, hate, worry, stress, anxiety, fear of failure, fear of rejection, envy and anger. It means looking for solutions rather than somebody to blame. It means focusing on outcomes rather than roadblocks. It means having high expectations of ourselves and others. It means that we focus on making positive statements about other people, rather than focusing on being critical. It means that we bombard our minds with the people, circumstances, and information consistent with achieving our goals, consistent with getting what we want, rather than bombarding our minds with information consistent with failure, unhappiness and underachievement. It means that we have the self-honesty to confess to our weaknesses and mistakes. It means we are willing to learn, to change. It means avoiding justification and identification.
As human beings, we are all geniuses at justifying being exactly as we are. We can always blame somebody else. We can always find reasons for failing to do what we know we should do. We can all blame time, our schooling, the boss, the company, the government, the economy etc. Unfortunately, as long as we are justifying being as we are then we shall stay as we are. If we stay as we are then we shall stay where we are. Identification means making a personal attachment to one solution, one way of doing something. It means taking it personally. It means asking the question, ‘why do these things always happen to me?’
The simple fact is that everybody has bad news, everybody has setbacks, everybody has problems. The difference between winners and losers is the way in which they respond to their problems, threats, i.e. their challenges and their opportunities. Many people love to indulge themselves in victim language, claiming that their situation is the result of the evil doings of others. What they are in fact claiming is that they are not in control of their own lives. They tend to believe that they are not the masters/mistresses of their own destinies. They blame others for their conditions. On the other hand, successful people tend to have a condition sometimes referred to as ‘inverse paranoia’. They believe and confidently expect that others are conspiring to help them. One of the sad aspects relating to negativity is that it is learned. We all came into the world uninhibited, unafraid, with a success instinct in that we wanted to improve our condition. We all start out with a very positive attitude towards life. Unfortunately we learn negativity from our parents, from our brothers and sisters, from other people in our lives. Nobody came into the world feeling a failure, blaming other people, suffering from self-pity, hate, fear of rejection, etc. We all need to make the necessary efforts to identify our own negative emotions. They hold us back and stop us achieving our goals. We can overcome negative emotions by focusing on positive emotions.
If we focus on our goals, then we are filled with excitement and enthusiasm. We are excited about achieving our goals and cannot at the same time feel self-pity, hate, anger, worry, stress, blame, etc. We can also tackle negative emotions on an individual basis. Blame can be overcome by accepting responsibility for ourselves. We can overcome fear of failure by understanding that failing is essential to success. We keep failing until we succeed. We can overcome hate by forgiving those who have hurt us. We can overcome anger, worry, stress, etc., by understanding that there is no emotion in a situation. In the same situation some people get angry, worry, etc., but others do not. We need to understand that we bring negative emotions to the situation. Once we understand this, we can make the necessary efforts to bring different emotions to the same situation. Every problem is a challenge if you think about it. Every disaster is an opportunity if you think about it.
One of the marvellous attributes of positive emotions is the free energy we receive from enthusiasm, excitement, joy, love, acceptance of responsibility, etc. Positive people have all the energy they need to achieve goals and happiness. They have all the necessary energy to overcome problems and threats, turning them into challenges and opportunities. Unfortunately, all negative emotions deprive us of energy. Blaming others, self-pity, fear of failure, fear of rejection, anger, hate, worry, etc., all these negative emotions deprive us of energy, deprive us of our peace of mind, and are associated with failing to achieve our goals and happiness. As already indicated, we are all brilliant at justifying our negative emotions. We are all absolutely brilliant at justifying, blaming other people for our condition, justifying our hatred of others, justifying our anger, our self-pity, our worry, our anxieties. We use our own negative emotions to justify our failure to achieve our own happiness.
As a final note in singing the praises of positive mental attitude, we should add that many medical and psychological experts agree that positive mental attitude is strongly associated, not only with physical health, but also with mental health. It is our birthright to be positive. All positive emotions give us energy. This free energy assists us in achieving our goals. Positive mental attitude appears to be the key ingredient in giving us our energy, and our energy levels are equated with physical health.
One leading psychiatrist has made the suggestion that there are no differing degrees of mental health, only varying degrees of irresponsibility. One of the most positive things we can all do is accept responsibility for ourselves. We encourage our audience to focus on those areas of human activity which give us excitement and enthusiasm. Go to work on eliminating negative emotions. We should all focus and concentrate on those goals which excite us. The positive emotions will give us all the physical and mental energy we need to succeed.
Positive mental attitudes affect other people. We influence their behaviour through the power of suggestion. Our positive expectations affect the expectations of people around us. They want to help us achieve our high expectations. Our enthusiasm for achieving our goals makes other people enthusiastic. The way we dress, the way in which we adjust our hair, the way we speak, the cars we drive, the body language we use, all affect the people around us. The positive way in which we conduct our lives conveys to others through the power of suggestion that we confidently expect to achieve our goals. This affects their behaviour in that they automatically wish to participate in our inevitable success.
Positive mental attitude helps us to be proactive rather than reactive. Millions of people live their lives by reacting to events, people, circumstances and information received. They don’t make things happen. They are not proactive. They fail to seek out the information, the circumstances and the people necessary to achieve their goals. In fact, the vast majority of people don’t even have goals. Millions of people live their lives hoping that perhaps one fi ne day they will win the National Lottery or that some wonderful, miraculous event will come to pass that completely changes their lives for the better. Of course, the miraculous event has to happen without any effort from the beneficiary!
Here are a few ideas to help the reader be more proactive rather than reactive.

  • In the next two hours write down your career and personal development goals.
  • Today set deadlines for the achieving of all those goals, e.g. three months, three years, five years, etc.
  • If you are an employee, make an appointment today with your boss to discuss your three-year goals, your areas of excellence and the ways in which you can enhance your value to the organisation.
  • Form a mastermind alliance today by ringing up the three people you most admire and make appointments to spend time with them on a regular basis.
  • Make a decision to work in your area of specialisation to which you can bring excitement and enthusiasm.
  • Make a decision to go on a journey of self-honesty so that you can identify your negative emotions and take the necessary steps to substitute positive emotions for negative emotions.
  • Pick up a telephone and ask your travel agent to send you the brochures relevant to that round-the-world trip you have always wanted to make.
  • Pick up a telephone and acquire details of that Rolls-Royce/Ferrari you have always desired.
  • Pick up the telephone and ring five estate agents, giving them details of the house you have always desired. Ask them to forward the appropriate details. Go out today and buy the magazine which contains pictures of the home you have always wanted.
  • Pick up a telephone and contact five people who can tell you everything you need to know about the future of your chosen industry.
  • Make a list of the 20 things you always wanted to know but never dared to ask. Pick up the telephone and contact the people who can give you all the answers. Ask your way to success. Make a decision to develop a sense of urgency, a ‘do it now’ approach to life including business.

YOUR NEXT PROMOTION

With a view to gaining advancement in the workplace, in any application or at any job interview the following qualities must be emphasised:

  • an ability to set priorities;
  • an ability to carry out action plans to completion;
  • an ability to accept responsibility for results.

Very few people set priorities. Most people devote their time and effort to the 80 per cent which yields only 20 per cent of the desired result. Set priorities by focusing on the 20 per cent which yields 80 per cent of the desired result. Very few people start, and even fewer finish, tasks which they undertake. To stand out from the crowd, finish that job, complete that training course, gain that qualification, go the extra mile, carry out that action plan to completion. A manager’s job is to get results. However, very few people can accept responsibility for results. It is much easier to blame quality control, blame the salesforce, blame marketing, blame the boss, the economy, the competition, etc.
Ask your way to success. Ask your boss to identify your key result areas, to identify the action plans which must be completed, to help you set priorities. Ask your boss how you can increase your value to the business. Identify your own areas of excellence and set very clear goals for your own career. Most people prefer the comfort zone of avoiding the most problematical area of the business. With a view to rising rapidly, get into the business area which is critical to the future success of the enterprise. Which area of business activity is critical to the future survival and success of your organisation? Is it marketing? Is it selling? Is it finance? Is it new-product development? Is it quality control? Finally, here is one small tip: dress for success. Dress in the style of management one or two levels above your present level. This conveys the message to the hierarchy that you are ready to proceed to a higher level. Don’t dress in a style similar to the chairman of the organisation (yet), as this could give people the impression that you have ideas above your station!

GOAL SETTING

You are the master/mistress of your own destiny. You can be, have, or do more or less anything you want in life provided you are prepared to:

  1. set it as a goal;
  2. focus and concentrate on the goal on a day-to-day basis;
  3. resolve to pay the necessary price in advance. (Unfortunately, you always have to pay the price in advance.)

It is generally recognised that fewer than five per cent of people set goals. It is also generally recognised that fewer than five per cent of people consider their lives to be successful. It should come as no surprise that the people who do become successful are the same people who do set goals. The vast majority of people do not realise that goals are important. The vast majority of people do not know how to set goals. This section is designed to help readers to set goals. Remember that you cannot set goals for other people and that they cannot set goals for you. You are responsible for setting your own goals.
We know that success is derived from both knowledge and positive mental attitude. We also know that failure is strongly associated with lack of knowledge and negative attitudes. Focusing on desired goals stimulates excitement and enthusiasm, which are in turn strongly associated with positive thinking. Very few people are prepared to set goals. Most people are not prepared to learn more or make the necessary efforts to be more positive. Millions of people think that ‘education’ is something that you get at school, or perhaps university. In fact, very few people ever recover from the damage done to their education by going to school. Real learning is a continuous change in behaviour. Winners are happy to change to accommodate the world. Losers wish the world would change to accommodate them.
Here are a few questions and answers which refl ect the philosophy of free enterprise:

  • What is life? Life is the time you have between birth and death.
  • What is the meaning of life? The meaning of life is to enrich the lives of other people.
  • So what am I doing on this planet? You are here to enrich the lives of other people.
  • How do I enrich the lives of others? Love your customers. Increase the quality and quantity of what you do for others. Find your area of excellence, set goals, focus and concentrate on goals, resolve to pay the necessary price in advance.
  • What’s in it for me? You will enrich your own life to the extent to which you enrich the lives of others.
  • Precisely what should I do? At the corporate level, find your specialisation, establish competitive advantage, identify your market segment, and concentrate all your resources hitting your market segment with your competitive advantage in your area of excellence. At the personal level, find your area of excellence, set goals, focus and concentrate, and resolve to pay the price in advance.

Clear goals are the essential ingredient to success and happiness. People with clear goals do not waste their time watching five-day cricket matches, watching television, or propping up a bar six nights each week. Clear goals make decision-making very easy. With clear goals we tend to collect the relevant information, make sensible decisions, and take the necessary actions which achieve the desired result or goal. We tend to avoid time-wasting opportunities. Procrastination is not just the thief of time, it is the thief of life. When you are killing time, you are killing life. When you indulge yourself in pastimes, you are passing life. Be wise in the ways in which you use your time for time is the stuff of which life is made.
The vast majority of people simply do not know what they want. Here are some questions which should help you to identify your goals. In a perfect world, where would you be three years from now? What are your career or business goals, stated in terms of sales, profits, or salary? What are the skills you will need to learn? What are your personal and family goals?
Focusing on these questions should help you to set goals as indicated at the start of this chapter:

  • If you were successful, what would you be, have or do? Focusing on this question should help you find out what you really want.
  • What do you daydream about? Answering this question should help you to identify your personal goals.
  • What are the three to five aspects of life which you value most? Is it health, is it the quality of your relationships, is it money, is it some worthy goal, self-knowledge or self-fulfilment?
  • What would you do if you knew you had only ten years to live? This question can help you identify what you really want.
  • What is it that holds your attention? This could help you to identify your area of excellence.
  • What were you doing in your career when you were happiest? This also can help you to identify your area of excellence.
  • What do you consider to be your greatest achievements? This should help you to identify those activities which raise your self-esteem.
  • What do you consider to be your areas of excellence? Again, this could help you identify your specialisation.
  • If there were only one achievement you could effect in life, what would that achievement be? Answering this question could help you to identify your most worthy goal.
  • What would you do if you won £10 million on the National Lottery? Answering this question can help you to establish your self-concept level of income. In fact, most people start giving money away as quickly as possible.

In conclusion, people who do not have clear goals tend to take whatever comes along. People who do not set goals are usually destined to spend the rest of their lives working for people who do set goals. If you don’t know where you are going, just about any road will take you there!

GOAL-ACHIEVING

If we were designed by a super-power, then that super-power has a wicked sense of humour. Everybody is designed to want to be more, have more, and do more and, at the same time, people cannot be more, have more, or do more, because they are too lazy, ill-informed, selfish, greedy, ruthless, impatient, disloyal, irresponsible, unreliable and vain.
These characteristics are perfectly acceptable in the great many aspects of you life – but not in your area of excellence, your specialisation, your mission. In this area you must exhibit the opposite characteristics. You must be very energetic, extremely well informed, and unselfish. You must accept reward only where it is earned, you must be generous, patient, loyal, responsible, reliable and self-effacing. One of the best-kept secrets of the universe is that goal achieving is automatic, provided you are prepared to set goals and to pay the necessary price in advance, and provided you are content to be in the top 3–5 per cent of achievers. Of course, being the best in the business or winning a gold medal in the Olympic Games means that you finally have to defeat other people who also set goals. Since you cannot set goals for other people, you cannot set goals for people to fail in competition with you. Once you have established your goals, then you can use all the mental laws, together with all the other rules in this chapter to achieve those goals. In this section we provide a list of the 12 steps you should consider in achieving any goal:

  1. Make a decision that you desire to achieve the goal. It is your goal, not somebody else’s goal. You really want it.
  2. Believe that you will achieve the goal.You always behave in a manner consistent with your beliefs.
  3. Write down your goal on paper. Look at that piece of paper every day. All successful people are list makers. If you are feeling listless, make a list!
  4. Be honest with yourself. Why do you want to achieve this goal? Is it for the admiration, better health, more money, etc.?
  5. Analyse your present position.Again, be honest with yourself. What are your strengths, weaknesses, opportunities and threats? What is your existing level of knowledge? How positive/negative are you in your attitude?
  6. Use deadlines. Set targets for three months, three years and twenty years. Make appointments with others to discuss your results.
  7. Identify the rocks that stand in your way.Be honest in identifying all the obstacles that stand between you and the success and happiness you desire.
  8. Identify the skills you will need.Again, be honest with yourself. Do you need to be more creative, be more positive in goal-setting, understand strategy, marketing, selling, negotiating, leadership, finance and time-management?
  9. Identify those people from whom you will need co-operation. You may need the co-operation of your family, customers, suppliers, bank manager, employees, partners, mastermind alliance. Why should these people co-operate with you? What’s in it for them?
  10. Make a complete business plan.A plan is a list of activities. It is a ‘to do’ list. Make sure the plan includes the names of the people who will carry out the necessary activities. At the end of the plan include the projected fi nancial statements as they will appear if the plan is achieved.
  11. Visualise, emotionalise, affirm.Visualise the perfect outcome. Imagine how terrific you will feel when the outcome is achieved. Make the necessary affirmations consistent with achieving the goal.
  12. Determine to back your plan with patience and persistence.Be patient. It usually takes 20 years to be recognised as the best in the business, or to achieve your financial independence. Your persistence is your measure of your belief in yourself. Never give up, never, never, give up. You are not defeated just because you’ve lost. You are only defeated when you give up.

GREATER SUCCESS: 20 SIMPLE SUGGESTIONS

Simple suggestions include the following:

  1. Tomorrow. Before going to sleep each night tell yourself that tomorrow will be a terrific day. Prepare yourself to feel positive. Mentally rehearse doing three jobs tomorrow which will make a difference.
  2. Today.Start each day by telling yourself that you feel very positive. Spend a few minutes each morning reviewing your personal, business and personal-development goals. Read something which results in you feeling very positive, e.g. poetry, life of a sports hero, some inspirational material.
  3. I feel marvellous. Stay positive by reminding yourself throughout the day that you feel absolutely marvellous, absolutely terrific.
  4. Don’t be late.When you are late, you are telling other people that they aren’t sufficiently important for you to make the necessary effort to get here on time.
  5. Dress for success.Always dress in the manner appropriate for your next promotion. This conveys the message to others that you are prepared to move forward. You never get a second chance to make a good first impression. We are all guilty of judging people on the basis of our fi rst impression. Dress in a manner consistent with winning the business, getting the bank loan, getting the job, etc.
  6. Use deadlines.Make appointments to present your results to colleagues, publishers, the bank manager, customers, your family.
  7. Don’t use time as an excuse.We all use the excuse that we did not have enough time. Everybody has 24 hours in the day. The reason you did not do something is that you did not set it as a goal and you did not resolve to pay the necessary price in advance.
  8. Look at pictures.As an aid to visualisation, look at pictures of the home or car or perhaps even the magnificent body you would like to have.
  9. Use lists. Successful people are compulsive list makers. Leave those lists in your in-tray until you have completed the tasks listed.
  10. I am a valuable and worthwhile person.To raise your self-esteem, keep reminding yourself that you are a valuable and worthwhile person.
  11. Question your beliefs.Be sufficiently honest with yourself to question your own self-limiting beliefs.
  12. Question your assumptions. All business failure, and all failure in life, is based on incorrect assumptions. Keep examining the assumptions in any situation, problem, challenge, opportunity.
  13. Focus on outcomes. By focusing on the perfect outcome, you will tend not to be obsessed with trivia, obstacles, problems.
  14. Understand that failing equals succeeding.You have to overcome failure to succeed. Keep failing at selling, negotiating, finance, time-management, etc., until you become brilliant at succeeding.
  15. Use the law of reversibility.Use your imagination to visualise the perfect outcome. Then ask yourself the question: ‘how did I achieve this perfect outcome?’. This reverse planning often helps you to identify the steps you need to take to achieve the outcome you desire.
  16. Remember the law of reciprocity. As human beings, we tend to reciprocate when somebody helps us. Make a habit of being a go-giver, make a habit of helping other people, make a habit of enriching the lives of others. If you do this, then other people will want to reciprocate by rewarding you.
  17. Earn your self-concept level of income.Remember that the amount of money you earn is strongly related to the quality and quantity of what you do for other people. Define your own selfconcept, required, believable level of income.
  18. U × E = R. Understanding multiplied by effort equals results. To achieve your goals, you must acquire the necessary knowledge and then make the necessary efforts to take the action which yields the results you desire. The amount of energy you put into achieving your goals is strongly influenced by your level of positive mental attitude.
  19. Acquire self-knowledge.Be honest with yourself. What do you really want in terms of your personal, career and self-development goals? What are your strengths and weaknesses? Selfhonesty is one of the keys to happiness.
  20. Develop a self-improvement plan.Make a plan to acquire the skills and knowledge you need to achieve your personal and career goals.

GREATER SUCCESS: 20 ‘CAN-DO’ SUGGESTIONS

‘Can-do’ suggestions include the following:

  1. Be a go-giver.You are on this planet to help other people. You can have anything you want in life provided you help enough other people get what they want.
  2. Find your key results areas.Identify the 20 per cent of everything you do which yields 80 per cent of the desired result.
  3. Visualise a perfect outcome. Use your imagination to visualise the achievement of your personal and career goals.
  4. Emotionalise.Rehearse the feeling of success you will have when you achieve your goals.
  5. Use affirmations. Keep repeating those ‘I am’ statements which are consistent with achieving your goals.
  6. Ask for help. People love to be asked their opinion. People are very happy to help you. Don’t be afraid to ask for help. Use your mastermind alliance.
  7. Use the affirmation, ‘I am responsible.’ So long as you keep telling yourself that you are responsible for the conditions in your life, then you remain in control.
  8. Use the affirmation, ‘I am in control.’So long as you believe you are in control, then you are in control.
  9. Set priorities.Try to organise your life so that you are working on priorities, not trivialities.
  10. Carry out action plans to completion.Make a habit of finishing what you start. This is most unusual among the adult population. Most people do not make a start, and even those who make a start do not usually finish.
  11. Accept responsibility for results.A manager’s job is to get results. If you cannot accept responsibility for results, then you cannot be a leader.
  12. Avoid victim language. Stop complaining to other people about what somebody else did to you.
  13. Look for the good. In all situations, look for the good. Most people are satisfied by simply finding somebody to blame.
  14. Do a great job. Do not be afraid of not taking on a job. However, if you do decide to take on a job, then make an excellent job of everything you do. This raises your self-esteem.
  15. Say ‘no’. Do not do those things which are inconsistent with achieving your personal and career goals. Of course, this may not always be possible, but at least make the effort to focus on those activities which lead you to the achievement of your personal and career goals.
  16. Stop hurrying. Try very hard to avoid running around like a headless chicken, trying to achieve 15 different tasks at the same time. Take your time and focus on your key results areas.
  17. Avoid being an aggressive driver. If you think about aggression, you will very quickly draw into your life somebody else who is also thinking aggressively. When driving your car, you should be focusing on your goals and listening to educational tapes.
  18. Be patient.Try to take a 20-year view. It usually takes 20 years to reach the top of your profession, and it also usually takes 20 years to achieve your financial independence.
  19. Stop justifying yourself.We are all geniuses at justifying our beliefs, our behaviour, our attitudes, etc. Make a habit of questioning your beliefs and your assumptions. Make a habit of listening to others.
  20. Avoid identification. Stop taking it personally. Other people have different views from your views. Other people have different ways of doing things. Other people have different values and beliefs. Everything does not only happen to you. The difference between winners and losers is the way in which they respond to situations.

GREATER SUCCESS: 20 DIFFICULT SUGGESTIONS

Difficult suggestions include the following:

  1. Set goals.This automatically puts you in the top few per cent of achievers.
  2. Set worthy goals. With a view to raising your own self-esteem, set goals, the achievement of which makes you feel valuable and worthwhile.
  3. Be proactive.Most people struggle even to respond to situations, i.e. to be reactive. Leaders make things happen. Successful people make things happen, rather than waiting for events to take place, or simply reacting to events.
  4. Read one book per month. In a world in which knowledge is important, 12 non-fi ction books per annum will put you ahead of the rest.
  5. Attend three to fi ve courses per annum. All successful people make a habit of attending courses. Join them!
  6. Listen to educational tapes. Listening to educational tapes in the car is a great relief from Radio Idiot! Acquire tapes which teach creativity, goal setting, strategy, marketing, sales, negotiation, leadership, fi nance and time-management. Think about making your own tapes!
  7. Form a mastermind alliance. Spend time with people you admire. Learn from them, and adopt their positive attitudes.
  8. Tape your affirmations. Make a tape of all affirmations consistent with achieving your personal and career goals. Play it in the car. Play it late at night.
  9. Be creative. In any situation, use the 20-idea method for generating responses to threats, problems, situations, challenges and opportunities.
  10. Use all the mental laws.Use all the mental laws which guarantee the achievement of your goals.
  11. Access the superconscious. Your superconscious has access to knowledge and experience outside your own knowledge and experience. Access the superconscious through desire and solitude. Write down and record ideas and responses which occur to you in the middle of the night or in solitude.
  12. Avoid negative emotions.Identify your own favourite negative emotions and make the necessary efforts to overcome them by focusing on your goals.
  13. Be consistent (television). Be sure that the ideas, experiences and information fed into your mind are consistent with the achievement of your goals. Is 26 hours of television per week consistent with achieving your personal and career goals? If you stop watching television, you get 3 extra working days per week ahead of the rest.
  14. Be consistent (public houses/bars). Be sure that the ideas, experiences and people in your life are consistent with achieving your career and personal goals. Is propping up a bar for three or four hours each evening consistent with achieving your goals? How can you better use that time?
  15. Use blind faith/belief. Your beliefs are not based on fact. Adopt the blind belief that you will achieve your personal and career goals.
  16. Acquire self-knowledge. Being honest with yourself is one of the keys to happiness. Identify your own strengths and weaknesses. Make a decision to change your knowledge, attitude, actions, etc., in a way which is appropriate to achieving your goals.
  17. Avoid the words ‘try’ and ‘wish’. ‘I wish’ means ‘I can’t.’ ‘I’ll try’ means ‘I will fail.’ Rather than wish you could give up smoking, use the affirmation ‘I am a non-smoker.’ Rather than trying not to be late for appointments, use the affirmation ‘I am always five minutes early for appointments.’
  18. Use the powers of love and suggestion.You may be able to influence other people through the powers of love and suggestion. Love is the dedication of one person to the self-fulfilment of another. If someone believes that you are acting in their best interests, then there is a chance that you can infl uence that person’s behaviour. If you suggest to somebody that their condition could be improved by taking a certain course of action, then you may influence that person’s behaviour. On the other hand, if you threaten somebody that if they do not do something you will punish them, then that person will probably try to wriggle out of taking the course of action you recommend. These are not universal truths. Some people do respond to threats. Some people do take actions which are clearly not in their own best interests. However, as a general rule you are in with a chance of influencing the behaviour of another person by using the powers of love and suggestion.
  19. Value your relationships. Most people value their relationships more than they value earning extra money. Make sure you devote enough time and effort to your family and friends.
  20. Look after your health.Most people value health a great deal more than earning extra money. In your own best interests, look after your own health and appearance.

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