COMMUNICATE MORE EFFECTIVELY WITH CUSTOMERS
It's all about communication, says London based author Mark McCormack.
Keeping six simple phrases in mind will help make us better communicators with other employees, with customers, and with potential customers, says Mark.
In his most recent book, Mark lists the six phrases as:
Talk up, not down, to me.
Surprise me.
Tempt me.
Flatter me.
Tell me what you want.
Tell me I am wrong.

" If you cannot communicate, you cannot manage. You cannot sell, and you cannot negotiate," he told
London's Financial Times newspaper.

MOTIVATION:  A few short pieces on why goals are important:

Mission Statement:
Every corporation knows the power of having a mission  statement to keep them focussed and on track. Do you have one?
Over the next week, plan the time to write down a personal
mission statement no more than half a page in length.         You'll be amazed how many times from that point on you'll find yourself re-reading it for guidance and direction.

Visualise your goals:
Every sporting star knows the power of mental rehearsal.
Before you go to bed at night, try visualising the things you most desire in life. Your present thoughts determine your future.

Focussed Destination:
If you don't have focussed goals to achieve, how can
you possibly use all your resources to their full
potential?
Having no goals is a bit like being in the middle of
the Pacific Ocean with no clear destination. You get
tossed by the prevailing winds and currents, not knowing
what sails to put up. And worst of all you have nothing
to look forward to.

Deadlines bring your goals into focus:
If one of your goals is not happening as fast as you want it to, you can speed things up by putting a deadline on it.
As soon as a realistic deadline is in place, you will start to see how to achieve it.

HOT SHORT TIPS FOR SUCCESS

1. Keep a 2 or 3-question customer service survey next to
your phone. Reason: It will remind you not to miss a chance to conduct an informal survey after your finish your business with customers (SOURCE: New Ways to Obtain Customer Feedback, by Robert Tucker)

2. Fight clutter by thinking of your desk as an expensive
home you're hoping to sell to the next person the real
estate agent brings to your door.(SOURCE: LIMRA'S Vision)

3. Simplicity: people with charisma are usually simple and
modest. It's the people who fail continually who are
arrogant. In a group, charismatic persons never try to attract attention by boasting about their talents or qualities, or by making a display of their virtues. (SOURCE: How to
develop charisma and personal magnetism, by Stephanie
Barrat-Godefroy)

4. There's no such word as can't.
It does not exist. Next time you even contemplate
something in a negative way by uttering the phrase "I can't
do it"...STOP!
Think about your actions. Think about your situation. Do
you really think it can't be done? Are you that pessimistic?
Just remember, you can. And you will. (SOURCE: A Survival Guide to Retrenchment, Redundancy, Recession, and the Whole Damn Thing, by Ian Oshlack)

MAKE RISK REVERSAL WORK FOR YOU.

The proper kind of guarantee, one that takes all the risk out of buying your offer, can make a massive difference to your sales. If you want more sales simply remove the risk in buying your product.

This is what we have decided to do with our newsletter
advertising offer. We want to sell more ads, but you're
not sure that advertising in our newsletter will pull
enough responses, so we're removing the risk for you
by saying you don't pay a cent if your advertising
doesn't work.

It might not be our fault. You might have written a
lousy ad. You might be making a terrible offer. But
if people don't respond to your ad you don't have
to pay us one cent.

That's a complete risk reversal guarantee in action
for you. WE HAVE COMPLETELY REMOVED YOUR RISK FACTOR.

How does this kind of guarantee apply to your product?
If people know that they can get their money back
under any circumstances the risk factor in buying
your product or service is completely removed, and
they are much more likely to respond to your offer.

Mail order never really took off until customers were
offered money-back guarantees. You probably feel some
scepticism yourself when you read ads, both on and
offline. You need to know that you are not going to
be ripped off. A great guarantee does this for you.
Sales on the Internet won't fully take off until the
same kinds of guarantees are offered as those we see
in print ads and direct mail pieces.

If you are prepared to stand by your service or
product and offer a super guarantee, you are removing
your potential customers risk factor.

Offer a great product at the right price, take away
all the risk in buying that product and you should
be onto a winner.

You may have to fine-tune your guarantee. You may have
to make it more outrageous. Test it in your own business
so that you can make it relevant for you. A great guarantee will make the world of difference.
It will drive your business forward by giving it that
competitive edge that your rivals might not be prepared
to meet.

The usual kind of guarantee offered is not a risk
reversal guarantee. "Guaranteed for 10 days," puts all the risk on the customer.
"Guaranteed for life," puts all the risk on you.

Don't worry about people taking advantage of you. Sure
it's going to happen, but studies have shown that less
than 2% of people will ever ask for their money back.

Add risk reversal to your unique selling point (USP), and
you should experience a tremendous boost to your business.

by Phil Wiley
See how we use risk reversal advertising.

IT'S HOW YOU SAY IT

According to New York based Successful Meetings magazine, it's how you say it, not what you say.
"Probably the most neglected aspect of our image is our
voice, yet the quality of out voice can have a profound
effect on how we are perceived. In fact, with a first
impression, voice counts for 37 percent, appearance
55 percent, and what you say only eight percent"

8 TOP REASONS TO DUMP YOUR DAY JOB
According to the American Association of Home-Based
Businesses, more than 46 million Americans run ventures
from their homes. Here's why:

1. Desire for independence..... 69%
2. Income opportunity.......... 38%
3. Didn't like working for a
    large company................33%
4. Needed a change..............30%
5. Had a great idea.............25%
6. Downsized....................20%
7. Tired of commuting...........18%
8. Family reasons................8%

Average age of home-business owners: 48
Average 1996 expected income from
home-based businesses: $42,300

DO YOU WANT TO SUCCEED?

Deanna Berg, writing in the USA based magazine Journal
for Quality and Participation, says "Your chances of
succeeding at anything you attempt may depend on eight
traits of success."
Dreamers who can visualise success, by focussing more
on what you want to happen, rather on what you fear may happen, are more likely to achieve their aims.
Disciplined enough to set goals and priorities, and flexible to change your plans if a new opportunity comes up.
Dedicated enough to know that success demands total
commitment, and being enthusiastic enough to motivate
others.
Daring enough to take risks, to welcome change, and to see
mistakes as being a chance to learn.
Devoted to a program of life long learning and self
improvement that finds you constantly learning new skills and developing more interests.
Being totally dependable, and always keeping your promises.
Delegate. You know that your time is best spent doing what
you do best, not trying to do everything yourself.
 

DO IT NOW - 6 STEPS TO STOP PROCRASTINATING

I've put off writing this article for weeks.
There's got to be a joke in that somewhere, but I can't find anything funny about procrastination.

I've always hated the word procrastinate. It scares me.

I'm the uncrowned king of procrastinators. If they gave our Oscars for never getting things done I'd win them all. Procrastination is my major enemy. And I'm sure it's the same for many of us.

Here's what you should do to become a self starter and
beat procrastination.

Step 1.
It's that old make a list thing again. It works. Write down a list of everything you need to do today. Write it out like a shopping list. Then cross each item off as you do it.

Step 2.
Make a pile on your desk of all the paperwork you've got to deal with today. Stick it right in front of you so that you can't avoid it. And here's the trick: put your most distasteful task on top of the pile, and do it first.
Say it's a list of sales calls you have to make. Jump right in and get it over with. And here's a promise - as soon as you've completed that first task your day ahead will seem so much nicer.

Step 3.
Set yourself a deadline and force yourself to stick with it.
As a long time newspaperman I'm used to daily deadlines.
Once when I spent a year working on a monthly magazine I
found I couldn't adapt properly. I put things off and crammed
everything into the final week before deadline.
When I'm working on an open ended freelance assignment I'm
hopeless. I just don't get around to doing it until they phone me to ask where it is. My solution is to insist they give me a deadline. And the sooner it is the better.
So, if you're a procrastinator, you have to have deadlines.
If you're self employed you have to set them yourself.
I've found the best solution is to get into a routine. With this newsletter I gather material, on a casual basis, through the week, and then sit down and write it every Friday. With my weekly newspaper column, due on a Tuesday morning, I write it each Monday night.
So set a deadline. It works.

Step 4
Concentrate on the essentials. Your time is valuable.
Why do low paid work when you could and should be making a lot more. One method, which works, is to give the tasks on your to-do lists a priority rating. Number them from one to five, and then do the most important tasks first.

Step 5.
Develop a written step-by-step plan of action. Once you've
put your plans down on paper you'll be amazed at the
difference it makes. What started out as a vague idea suddenly changes into a special plan of action. So write everything down to bring maximum benefit. And don't keep everything to yourself. Share your ideas with others so that they can help you carry out your plans.

Step 6.
Learn to say no and mean it. If you can't say no sometimes then you will be swamped by useless tasks thrown on you by well meaning people.
Be happy and stay positive. Smile, be happy. If you enjoy your work you're more likely to achieve success.
Optimism is contagious.

NOTES ON SOME PRINCIPLES OF SUCCESS.
by Phil Wiley

1. Continue to learn. Education is paramount. Most of us stop
learning after school or university, but the world is changing.
Everything is always changing and we've got to stay in front. We must keep learning about the business we're in.
Study your competition and BE BETTER OR DIFFERENT.

2. You've got to have a vision. Set goals. How can you though unless you have a clear vision of where you're going?
SO FIRST COMES VISION, THEN SET YOUR GOALS.

3. Success is about the customer. Success isn't about marketing share or product, it's about the customers. Look for the individual in every customer and talk to that individual. Don't be price driven. Price has nothing to do with what you sell or how much you sell.

4. What business are you in? You're in the problem solving
business. It's not what you sell, not the product.
Take this "all the secrets..." newsletter and web site for
example. You might say I'm in the information selling business, but I'm not. I'm in the (your) profit building business, the money making business, the making your life good business, the lifestyle business.

5. People don't buy the product, they buy the emotional benefit that comes with your product. Why do people buy a Mercedes? Its not just because they need a car, an old Datsun will do for that. They buy it because it makes them feel good. They buy it for emotional reasons. If you're selling Mercs you're not selling one of the best-engineered cars in the world. YOU'RE SELLING SUCCESS. Drive a Merc and you're showing the world you're successful.
Nobody just buys product. They buy the emotion, the image. Even with washing powders.
Unless you work out what the emotional benefit of your product is you'll go broke.
People who sell emotions are winning, people who sell products are loosing. Work out the primary benefit of your business and what the emotional benefit of it is. Then concentrate on that.

6. Your name and image matters. Unless you've got a name that reflects your product you won't last. Your letterheads must be top quality, not just generated on your computer and printed with your inkjet.

What is your consumer purchasing benefit (CPB)? Work it out. Rather than thinking about your unique selling proposition (USP) what's your CPB? It's critical to have a CPB. If you haven't got one invent one.

7. When someone thinks of your product they have to think of your business first. Get your name, logo, and CPB everywhere. Constantly repeat everywhere. In your electronic signature even, put your CPB.

So remember you're selling benefits not the features of your
product. People buy benefits. Don't be too into what you're
doing, eg, the best looking web site on earth. List it's
benefits for the buyer. How do you tell the difference between
a feature and a benefit? You put a ? mark at the end of each
sentence and ask yourself "so what?". If you can ask that it's
a feature not a benefit.

This tip is compiled from notes I took at a success seminar,
and follow up interview, with marketing guru Bob Pritchard.

Build Better Print Ads

The Society of Newspaper Design has come up with these guidelines for the design and placement of print ads:

1. Focus the message. The fewer the elements, the more memorable they will be. Short text will be easier to remember than long text.

2. Use a dominent element. A large picture, illustration or headline will ensure quick visibility.

3. Use one family of type. Multiple type faces in ads or news result in a muddled message. Stick to one kind of type and weight. Use a second type face for a logo or concept if necessary.

4. Use colour intelligently. Colour can help you achieve impact when used well. It can create special effects, improve legibility and be suggestive. Each colour communicates its own message.

5. Work in modules. It lends organisation to the package. Cleaner make-up and good packaging saves the reader time.

6. Use white space. White space can be among the most powerful tools in ad design. White space sets off a message, gives it visual relief. Develop
minimums for white space in ads.

7. If you're producing your own magazine, newsletter or newspaper cluster relate the advertising content. This helps readers who are starved for time. For example put all the
computer adverts together on the one page or section.

8. When placing ads pay extra to have them placed next to appropriate content. If you're selling modems get your ad placed near the computer column. If you're promoting your video store place your ads in the tv guide or next to the movie reviews.

9. Use image ads. Image ads go a long way towards building a good relationship between reader and advertiser. Move away from response only approaches every now and then.

10. When selling ad space in your own publications show the client what works. Develop spec ads that show the power and effectiveness of a focussed message. Show the advertiser what works best. Visit with them. Become their partner.

SIIMON REYNOLDS ADVERTISING MAGICIAN.

I picked these tips up at a recent "Winning Edge" seminar
with Siimon Reynolds, one of Australia's leading advertising
gurus. Seminars of this kind, run by top people in their field, are the kind you should go out of your way to attend.

After the seminar, motivation and marketing kits were on sale for around $600. I could hardly believe how quickly they were selling. It was obvious that people were buying while they were still "hyped up" by the showmanship of the presentations. The kits were "walking out of the door", some people buying 2 or 3 them to give away to clients.

Personally I haven't got that kind of money to give away
to clients, but when I joined Siimon for a late lunch, and an interview, he said it was the same at every town they gave the seminar in.

By the way Siimon's not a spelling mistake, just his ever so cool way of spelling Simon. For you Aussie readers he's the one who, at the age of 21, came up with the infamous Grim Reaper adverts.

Sii's 5 Golden Rules of Yellow Pages Advertising are:

1. Use the biggest ad on the page. It costs 4 times more,
but gets 11 times the response.

2. Use logo's small. No one really cares about your logo
unless you're coca-cola or the Big M. The bulk of your ad
needs to be the persuasive stuff.

3. List 5 reasons to use you, and why you're the best.

4. Put a headline in your ad.

5. Use a photo in your ad.

He also said that, although he's an ad guy, he firmly believes
that in magazines and newspapers you should try and use
Advertorials, because people believe newspaper copy more than they believe the adverts. And don't boast in your copy, fill it with interesting facts.

A couple of interesting quotes: "if you want to be a winner
make sure that your actions of each day are different to what other people are doing. Be different. Be different."

and

"the characteristics of all successful people include
persistence and hard work, and vision and action."

Sii's 7 important rules of writing body copy:

1. Write long copy. A lot of people will tell you that long copy doesn't work because people aren't interested. But it does.

REMEMBER THAT LENGTH IS NOT IMPORTANT. It is the RELEVANCE AND VALIDITY OF THE MESSAGE. Here's a rule of thumb: if your product is inexpensive or common keep copy short. If your product is unusual or expensive, make it longer. The more expensive, the more copy you should use.

2. Don't make your message longer than it has to be. Say
what you have to say and stop saying it when you've said it.

3. Speak the language of your prospect. Use the language,
expressions, colloquialisms of the target market.

4. Keep sentences short. This makes your copy easy to
read and easy to understand.

5. Vary your paragraph length. This keeps people interested
and gets more "air" (white space) into your copy.

6. Be CHARMING. You can't BORE people into buying from you.

7. Ask for action. Tell them where, how, and why they need
to respond. Include a direct response coupon or free phone
or fax.

5 simple ideas to turn customers into
RAVING FANS.

The secret of how to make your customers fall in love with
your business is simple:

Customers are people, and people like to feel special.
They like to feel that the company they are doing business
with CARES about them and MAKES AN EFFORT. The alarming
reality is that 99% of all businesses do as little as
possible just to "keep the customers happy".

Here are just five simple ideas that you can use tomorrow
to delight your customers and turn them into raving fans:

1. Instead of sending a thank you letter, send your best
clients a massage voucher.

2. If you're a painter, steam clean the carpets after you're
finished, or send a bottle of champagne to the household.

3. If you're a builder, send a photographer to take pictures
of the family in their new home, and present them with
framed copies.

4. If you're in men's wear, offer a complimentary shoe
shine to your customers while they wait.

5. Help your clients grow their businesses - try sending them
business books or audiotapes.

Adapt these simple ideas to suit your own situation. What can
YOU do to make your clients LOVE you a little more?
 

HOW TO FIND THE BEST MAILING LIST FOR YOUR OFFER
Copyright 1997 By Bob Leduc.

During the past 30 years I've bought or compiled thousands
of mailing lists. Eventually I learned how to find lists that always produced highly profitable results. You'll discover how I do it in this article.

WHO SHOULD BE ON YOUR LIST?

Implementing any successful mailing program begins by
determining who will get your mail. You need to find or
compile a mailing list of qualified prospects for your
offer. The success of your mailing is directly dependent on
the accuracy of your mailing list in targeting prospects
most likely to be interested in your product or service.

For example, an offer for information about a quick, easy
way to lose weight will get a big response if it is sent to
a "targeted" list of subscribers to a weight loss magazine
or newsletter. But, you will get a very meager response if
you send the same offer to the membership list of your local
Chamber of Commerce. Your offer would not be relevant to
most people on the Chamber of Commerce list and most of your mailing budget would be wasted. Remember, you must target prospects likely to be interested in your offer.

The lack of serious attention to selecting a mailing list
can doom your mailing campaign to failure. Poor list choice
often occurs because the decision seemed so obvious, it was
done quickly and with little serious thought. I developed a
simple procedure I always follow to be sure I select the
best list for my offer. I use this procedure even when the
list selection seems obvious. It usually enables me to
create and implement a mailing with profitable results on
the first try. Here's what I do...

A SIMPLE PROCEDURE

I begin my search for the best list by defining the person I
want to reach. Starting with a blank sheet of paper, I list
all of the characteristics I can expect qualified,
interested prospects for my offer to have. If I'm working in
an established market, I write down the names of some of my
best customers in that market. Then I write down the
characteristics they have that make my product or service
valuable to them.

Once I develop this list of characteristics, I make a list
of actions and activities these ideal target prospects
pursue that might be recorded in some way. For example:

1. What associations or clubs would they join? (Many
association or club membership rosters are available to the
general public. If not, you can get it from one of the
members.)

2. What licenses would they be required to have? (All
licenses except driving licenses and auto registrations are
public information you can get at your city, county or state
licensing offices.)

3. What publications are they likely to subscribe to? (Most
publications rent their subscriber list to other mailers.)

4. What products or services are they likely to buy? (Many
companies are willing to share their customer list with
other non-competing businesses who are willing to share a
customer list in return.)

WHAT ABOUT LIST BROKERS?

Take time to think about ways you can find or compile the
ideal list without getting it from a list broker. You'll not
only save money, you'll also have a list your competitors
will probably never find. By avoiding a list broker, you may
also enjoy the advantage of a list that is not being used by
other mailers. Heavily worked lists tend to be unresponsive,
even when they are highly targeted. By finding or compiling
your own list, you'll have a list that is not heavily used
by other mailers and your potential for a high response is
maximized. You'll also have a list you can re-use as often
as you want without paying another rental fee. Most list
brokers charge an additional fee each time you use their
list.

If you decide to get your list through a list broker, the
simple procedure I described above will enable you to tell
the broker exactly what you want.

Unless you already work with a trusted list broker who has
proven his or her list selection skill to you in the past,
call several brokers with your requirements and have each of
them give you their recommendations. Then, be careful not to
make your final decision based solely on the cost of a list.
Whenever I thought the cost of a list was expensive, it
nearly always produced a profitable high rate of response.
Lists I thought were bargains nearly always produced an
unprofitable low rate of response. I've learned that the
cost of a list is not important when it contains people who
have the exact qualifications I need.

Finding the right mailing list is not difficult when you
follow this system. It enables you to quickly maximize
profits from your mail while avoiding expensive, time
consuming trial and error tests.

Bob Leduc recently retired from a 30-year career of
recruiting sales personnel and developing sales leads. He is
now a Small Business Consultant living in Las Vegas, NV. Bob
recently wrote a manual for small business owners titled
"How to Build Your Small Business Fast With Simple
Postcards" and several other publications to help small
businesses grow and prosper. For more information...
Email: BobLeduc@aol.com Subject: "Postcards".
Phone: (702) 658-1707 (After 10 AM Pacific time)
Or write: Bob Leduc, PO Box 33628, Las Vegas, NV 89133

HOW TO MAKE 1998 YOUR BEST YEAR EVER!
                Copyright 1998, Sharon Tucci

I have always held an extreme fascination with what makes the
difference between success and failure in the lives of people.
Succeeding at something I attempt has never been enough for
me; I've always wanted to know how and why people in general
succeed.

I've been a great student of the principles of success -
having devoured literally thousands of books (282 non-
fiction in 1997 alone!) dealing with virtually every
conceivable aspect of personal development along with the
psychological and physiological components of success. I've
been a first-hand witness to dozens of major success stories
in various areas of life; and a first-hand witness to
hundreds of failures. Not being one to simply rely on the
words and actions of others, I've constantly pushed myself to
the edge, always setting my sights on things that would
further challenge me. This has resulted in my own set of
triumphs and failures for me to reflect upon.

This course of study has been somewhat confusing for me at
times, as I can imagine it would be for most people. The
confusion has come about because of the many contradictions I
have seen and heard of. For example, in the area of goal
setting - most authors profess writing out a detailed action
plan is an absolute must. Yet, in real life, very few
successful people I have encountered have taken the time to
do this. Another contradiction I've stumbled across is that
many authors say that all you need is a PMA (Positive Mental
Attitude) in order to succeed, yet I've found more cases of
people who have embraced this philosophy who have never had
a tangible success!

In spite of the contradictions, I've been able to sort out
some very basic principles that can make the difference
between success and failure. Don't take my word for it! Read
through the following list and pinpoint the areas you might
be lacking in. Take these principles as your own and give
them a chance to breathe life! I can guarantee you that in
doing so, you are paving the way for 1998 to be your best
year ever!

1. The Self-Responsibility Principle: No one could care more
about your life, happiness and well being than you could. 
Yes, there may be times when those closest to you want more
for you than you do. However, human nature is such that
people typically act with their own objectives in mind. Your
success is contingent upon you and your actions.

Action Step: Remind yourself at least five times a day for
the next 30 days that YOU need to take responsibility for
your life and actions because no one else will.

2. The Personal Fulfilment Principle: Recognise that the
number one reason for achieving something is *you* and your
own sense of personal fulfilment in one or more areas of your
life. Money, family, or any other external reasons cannot be
the reason for your doing something.

Action Step: Ask yourself what the achievement of your goal
will bring you in terms of personal fulfilment.

3. The Higher Order Principle: For the person trying to lose
weight, it often feels like there is a never-ending battle
between the "skinny" and the "fatty". Why does this happen?
Simply put, because there are really two (and sometimes
more!) of you existing in the same body! Skinny wants to feel
good about herself and is disciplined about food and
exercise. Fatty, on the other hand, wants the instant
gratification that food brings her and has difficulty finding
the time to exercise. In many cases where people fail to
success, it is because on some level they derive satisfaction
with doing things the way they are being done now, i.e.
pleasure, and any deviation from this behaviour is seen as
bringing with it pain. People who achieve success are able to
distinguish between priorities of different orders and can
associate themselves with the priority of the highest order.
In the case of someone who successfully loses weight, that
means that this individual has decided that the benefits she
associates with losing the weight are more important with the
benefits associated with not exercising and not eating
properly. In the case of someone who has not yet been able to
successfully lose weight, they have (perhaps subconsciously)
decided that the short-term pleasures are more important.

Action Step: Decide which priorities are of a higher order
for you. Be forewarned: even if your goal is of a higher
order, unless you live the "Pleasure-in-the-Process
Principle", you will still not succeed.

4. The Focus Principle: In order to succeed, you must become
focused.  We've all heard this term used time and again, but
are YOU focused on your objectives?  If not, perhaps you do
need to hear it again.

Action Step: Decide what it is that you want in precise terms
and set a goal for attaining it.

5. The No-Exception Principle: Realise that if you make an
exception once, you will continue to do so until exceptions
become the rule and your goal becomes the exception! 

Action Step: Never make an exception!

6. The Pleasure-in-the-Process Principle: It is not enough to
know you will derive pleasure from your end goal, you need to
find pleasure in the everyday activities required to reach
your objectives.

Action Step: Look at what is involved with reaching your
objective and see how you do, or can, derive pleasure on a
daily basis.

7. The Reality Principle: You must come to terms with where
you are right now in order to move ahead. You might be able
to lie to other people, but you can never lie to yourself.
Often when people take a hard look at the reality of a
situation, this alone can be the driving force to propel them
forwards.

Action Step: See the difference between where you are now and
where you want to be and need to be in order to reach your
goal.

8. The No-Choice Principle: Burn all your bridges!

Action Step: You've decided what it is that you want, now you
need to leave yourself no alternative!

9. The Persistence Principle: One thing that many people will
neglect to tell you about succeeding is that you WILL fail
along the way. Failure is inevitable! However, you will not
fail in pursuit of your goal if you persist.

Action Step: To paraphrase Tony Robbins - If you try
something and see that it doesn't work, then try something
else! But keep trying!

10. The Law of Averages Principle: The law of averages
dictates to us that if you work at something often enough,
eventually you will succeed. In the case of goal achievement,
the successes generally outweigh the failures over the long-
term.

Action Step: Remind yourself constantly that the law of
averages will eventually work in your favour.

11. The Moral & Ethical Being Principle: Yes, there are many
examples of morality and ethics. However, you must come to
understand that what you expect from circumstances and people
must be in tune with your own set of morals and ethics. If
what you are working towards is in disharmony with this, you
can never truly be happy.

Action Step: Do not partake of actions that go against your
morals and ethics.

12. The Priority Principle: Life can be overwhelming for many
of us. There are only so many hours in a day and each of us
have the same number of hours to work with. Successful people
know how to distinguish between priorities and focus on those
activities of a higher order. Oddly enough, when we start to
prioritise activities by order, we find that only doing those
higher order items will easily fill our days!

It is especially important to note that time out for creative
thinking should always rank at the top of your list of
priorities.

Action Step: On a monthly, weekly and daily basis, prioritise
your activities and act upon them based upon the highest
order of personal satisfaction.

13. The Time-Value Principle: As we all know, time is money.
We need to know how much our time is worth. We need to also
know that we should delegate whenever the cost (both monetary
and otherwise) of someone else doing something is lower than
the cost of doing it ourselves.

Action Step: Evaluate your personal involvement in activities
based upon the opportunity-cost; and where appropriate,
delegate.

14. The Knowledge & Skills Principle: Getting and improving
upon knowledge and skills should be a high priority. A short
cut is to find a mentor or personal coach.

Action Step: Determine the knowledge and skills you need to
acquire to reach your goal; get them; and continually improve
upon them.

15. The Assumption Principle: Most of have learnt this
principle the hard way, yet few of us do anything about it.
Simply put, this principle says never, never assume anything!
I think that the biggest mistakes I have made in life have
come from making inappropriate assumptions.

Action Step: Make sure all parties involved agree about the
meaning of something, and if necessary, get it in writing. In
all events in your life, never make assumptions.

16. The Duplication Principle: This principle is the easiest
to understand.

Action Step: When you find something that works, do it over
and over again as long as it continues to work and continues
to help you achieve your objectives. In essence, develop a
system.

17. The Do Unto Others Principle: Never, ever do anything to
anyone that you would not want done to you. As the saying
goes, "What goes around, comes around."

Action Step: Put this into practice on a daily basis by
returning phone calls, making commitments you can keep, not
using excuses to cover things up, etc.

I look forward to seeing you at the top!

             ~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
                       RESOURCE BOX

Sharon Tucci is the CEO of Ergodynamix, an online publishing
company which produces such fine publications as "All About
Biz" and "All About Money".

Over a period of 10 years, Sharon has worked on developing a
new and powerful system for developing success habits called
"Ergodynamics". If you want to be wealthier, happier and more
successful, find out how Ergodynamics can help you reach your
goals by sending a blank mailto:power@ergodynamix.com

            ~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
Copyright 1996-7 Sharon Tucci. Please feel free to share
this article with others, providing copyright and resource
information remain intact. Ergodynamics is a Registered
Trademark of Ergodynamix.

work at home index - affiliate programs success - internet marketing - tools & resources - make money - newsletter archives - discussion forum - search engine advice