Chapter 19 - What if I based my life (like most people do) on what I can GET?

You took what you could GET from the car company and you gave as little back as you could for it.
How are those car companies doing right now?
And how is the Cancer Center doing?
No comparison.


Chapter 20 - All the beliefs that kept me stuck in myself were useless and depressing

But the irony is that wealth comes from the opposite of that villainous caricature — wealth comes from serving.

I realized I had as much ability to work as anyone. My old belief that I didn’t was just that, a belief. And not a useful one.

In fact I soon discovered that all the things I believed about myself were useless.

Because they kept me focused on myself and not on the next person I could serve.


Chapter 21 - Another teacher arrives with another piece of the warrior puzzle

“Find somebody who has a problem,” my friend Steve Hardison would tell me, “and solve it for him.”

That was the path to money.

“The sun is you when you’re not focused,” he would say. “But when you are focused throughout the day on who you are committed to serving, then you get fire. You get your result.”

Most people are like the sun.
They shine on everything.

They shine here, there and everywhere, but at the end of
the day there is no fire.

Deep down they know where true results come from.
But deep down is no help.
Out front in reality is where the fire needs to be.


Chapter 22 - How can I help? Who can I serve? Who can I help? What can I do?

“I am powerless. I have lost hope. I don’t know quite what to do.”

Steve saw the same expression on my own face twenty years ago, when he first met me. I was broke. I was trying to raise four children on my own. I had never given a speech or coached anyone or written a book.

“Marketing is like sex. If you have to pay for it, you’re a loser.”

Matt Leinart on that sideline looked like a loser, and Steve could see it through his binoculars. And because he lives to serve, literally, every day, all day, he got excited.
“I think I can help him,” he said to himself. “I can serve him.”

Steve explains what his coaching is about, how he works with people for a year at a time, turning their lives around and helping them enjoy the fruits of commitment to a definite major purpose. (Early in his life, Steve, too, was a fan of Napoleon Hill.)

After a few hours with Steve, Deuce Lutui is no longer the Lindsay Lohan of professional football.
after his first long session with Steve he texts him, “Thank you, Coach! TBOLITNFL!”
TBOLITNFL means “The Best Offensive Lineman in the NFL,” and this is Deuce’s newly-created identity—his personal internal commitment.

Google "TBOLITNFL" to see the whole story.
Deuce is now a powerful 340 pounds playing for the Tennessee Titans.
Success comes from focus.
Winners focus.
Losers spray.


Chapter 23 - A gut check for the get freak

[quote, Werner Erhard]
The pathway to having isn’t wanting.
If you want something,
you need to have a different relationship with it, other than wanting it, in order to have it.

Without your sponsor you would not work.
Or, at least I would not work. Who wakes up in the morning and says, “What can I work on?” No one. At least the no one known as me.

But that’s the strange thing about work, because when I did do the long hard work I felt great joy, whether it was my sponsor getting me to work the steps, or later my coach getting me to work the principles of wealth creation (service, creativity and staying on the path).

Coaches were afraid of money.
They were afraid of selling. They were
afraid of asking for money for their coaching.

I was fortunate enough to know why marketing wasn’t
working for them. My own coach had worked with me for years on how to get clients. He taught me to practice serving and creating relationships based on service. I had all the clients I ever wanted or needed, but the coaches I met did not.

“What would really serve these coaches? What can I give them that will make them prosper?”
Always asking, What can I give them that would serve them the most?

It always came down to that.
A life of GIVE versus a life of GET.

That’s why marketing and massive branding and PR
efforts were not working for coaches. Every communication was a GET communication. Between every line of copy or email blasts was I WANT! I WANT! I WANT YOUR MONEY!
That pushes people away.


Chapter 24 - Why marketing and manipulation will push people and money away

For these coaches to become prosperous they would have to slow down, start serving their prospects and stop marketing to the world.

The scene based on GET is about how the coach would formerly try to GET a client. He would meet with his prospect and begin his manipulation. He would start in with his passive aggressive verbal maneuvering in an attempt to make coaching look attractive to the prospect, and he would end the conversation with some kind of awkward request or question. The prospect would always say, “Wow, that’s a lot of money, let me go think about it.”

no wonder coaches HATED doing it.
Anything you hate doing is going to enter your procrastination file.

The world of I WANT is a repulsive world.

the world of GIVING:
The prospect enters the coach’s world and a conversation begins. The coach is not thinking, “How can I get this person to be my client?” The coach is thinking, “How can I serve this person?”
“Tell me your situation,” the coach may say. And the prospect starts talking, telling a wonderful story about how all is well.
“That’s so great,” the coach says, but the coach knows that to truly serve this person, I need to know where the problem is. What is her great challenge? What keeps her up at night? I want to know that, because if I can solve it for her I will have truly served.

[quote, Leonard Cohen]
There is a crack
in everything—
That’s how the light gets in.

And there is a crack in every story of “life is wonderful,” and that is how the light gets in. And that crack is where the coach enters into the world of the prospect.

Soon the coaching prospect describes her biggest challenge.
Now we are getting somewhere. The coach says, “Let me see if I can help you with that. Are you open to some coaching?”

Because now the coach is working with the prospect and
serving. Maybe even for hours. I want to help this person! I want to solve this problem for her!

Any money exchanged hands yet?
No.

“What’s my bank account have to do with anything?”
“It tells you how many people you are serving, and to what degree you are serving them.”

In the second scenario, the prospect, after being thoroughly
and exhaustingly served, asks the coach, “How do we continue this? This has been so helpful!”

Notice when you are living a life of GIVING rather than getting, people always ask you how they can continue.

Just like in romantic relationship-building:
“When can I see you again?”

Because they hate “selling” so much, they never climb into it and make it their own. They never inhabit the role. They never create a one-man or one-woman show out of it. They never get creative. They never allow it to become a natural form of self-expression. Selling never evolves for them. It never becomes a way of giving their gift. It never gets to giving. It always degrades into getting.
None of that kind of self-induced pain is necessary in professional life. We just think it is.


Chapter 25 - How your social self is devastating to your income

She lived, all day, inside her social self. There was almost no professional self showing up anywhere.
Therefore her communications with prospective clients were not getting her any business.

every communication she made, achieved her social self’s objective—people really liked her! They were always so pleased by her emails and so happy to have met with such a sweet person.
But no one was hiring her.

“Everyone must like me first. Then we’ll get down to talking business.”

I said, “in these emails you just don’t sound like the leader they’re looking for.”
“How do you mean?”
“You sound like a follower. You sound
overly-accommodating, as if they have all the power and you have nothing.”

For me, and for all the clients I work with, the path to
strength is always through a willingness to engage in a new habit called practice. People become wealthy only after they decide to turn pro.

Your professional self does not (and could not) emerge automatically from childhood.
By definition it is a creation.
It requires time and maturity to develop.

[quote, Emmerson]
“We spend our entire lives looking for someone who will make us do what we can.”

Make us do! Like a grownup makes a child go to bed. Because sleep is good. It restores and grows the child. Samantha was not making anyone do anything. She had not become a professional.

But through the mysterious magic of practice she began creating a professional self. This was her proudest creation, because she was in charge of it. No more blaming her parents for what she was like.

I told her that her previous self was not anything real.

“That’s not what you are like, Sam. That’s what your robot is like,” I said as she kept trying to convince me that her weakest self was somehow more “authentic” than her under- construction professional self.

Why is it more “authentic” to be a slave to other people’s previous programming of you? Why not create yourself based on who you choose to be? Is that not more authentic?

Just acting out old programming is not authentic at all. And furthermore, there is no money in it.
(Because there is no service in it—only pleasing.) Fast forward:
Sam is now independently wealthy.


Chapter 26 - Stupid question: Do I need a college degree to make good money in today’s world?

Many companies would ask me: What are your credentials?
“Alcoholism,” I would say. “Bankruptcy and divorce.”
they moved quickly to the next question—the question they really wanted to ask:
“Can you help us?”
“Yes, I think so, so let’s do a pilot seminar, a trial workshop, and find out.”

I ended up training more than twenty Fortune 500 companies and a couple hundred smaller businesses, schools and organizations that way.
Not because of my credentials. But because it turned out that I could help.

That’s good news for all of us today. It’s no longer who you know or what your credentials are. Now it’s WHAT YOU CAN DO!

This allows you to build your skills and deepen your professional strengths any way you like.
Knowledge?
It’s all online now.
What do you want to learn how to do?
It’s all right there.
It’s not that colleges aren’t good. Of course they are, for so
many different things. It’s just that they no longer contain the master key to riches.


[quote, Kahlil Gibran]
Work is love made visible.


Chapter 27 - In what way is wealth like happiness?

[quote, Henry Ford]
Wealth, like happiness, is never attained when sought after directly. It comes as a by-product of providing a useful service.

if he had listened to his customers he would have made them a better horse and buggy.
That would be his way of pleasing them—instead of serving them.
But he lived creatively inside the question, “What would SERVE people?”
So he made cars.

Look at the service. How profound will you go? How bold will you be in serving?


Chapter 28 - If I just slow down, life will show me where money comes from

[quote, Ralph Waldo Emerson]
Life is a perpetual instruction in cause and effect.

If we sit and reflect (or stand and reflect, or even better, take a good slow walk and reflect) on Emerson’s words we realize that we see cause and effect everywhere.

This came to me abruptly and joyfully once at the end of an extremely powerful coaching session with my coach, who spent our entire two hours together getting me to see that I was CAUSE in all the matters I thought I was EFFECT in.
Especially with money.

What causes me to increase my flow of wealth?
Increased service. Increased creativity. Increased focus on
a single path. Increased awareness of opportunity and potential relationships. Increased awareness of (and discipline around) life’s greatest time-waster, pleasing people instead of serving them.

And another very vital cause: play.
It is vital because an overly serious person is not all that fun to hang out with.
To increase your flow of wealth you need other people communicating with you.

Once I was facing a salary negotiation with a boss who was an insecure, vicious miser, someone for whom money was more serious than God

a serious person is a wealth-repellent.
“We’re going to have some fun today!” he shouted across the parking lot as he saw me slowly getting out of my car, the weight of the world on my shoulders. At the time I was both a martyr and a victim, a single father with full custody of four active children, trying to make ends meet at home while laboring for a fool’s wage during the day.

To me, money was a life and death matter.
To him?
A field of play.
“Hey,” he said, “you look really down. Tell me what’s
going on with you. Can’t you see this is only money we’re talking about?”

He did role-playing exercises with me and I was laughing by the end of our time together.
At this point he said, “You cause the money to come into your life and you also cause it to stay out. If there’s any way you can trick—or program—yourself into remembering this, it would be valuable for you. I recommend getting a license plate that says CAUSE on it.”

my tormentor-boss turned out to be a great guy who could laugh and smile along with me throughout our contract talks.
That very same coach took me aside and encouraged me to
lighten up, to just be me and tell the funny stories I told in private about being a father, and about all the failure I’d experienced in my life.
“Stop trying to look so successful,” he said. “Just be you. Stop trying to look like you’ve got your act together. People aren’t buying it anyway. Just be you. Stop teaching—just share your experience. Have fun. Fly.”

[quote, Chesterton]
“Angels can fly because they take themselves lightly.”

So I began to play. I began to share stories rather than
teach. People started laughing. I didn’t have to go far for the funny stories. I just told them about my life.

I can’t emphasize enough what a life-changer it was for me to stop taking my life seriously. It changed the nature of money completely. It introduced a game element that wasn’t there before.

Before? Money was oxygen.
Picturing myself without money was picturing myself having an asthma attack. Low cash flow asphyxiation.

The more creative and innovative they became, the more they served and earned.
They also became more compassionate about their customers because they were no longer focused on themselves.
That’s what play does.


[quote, Byron Katie]
Each of us creates solely out of a clear mind, a free-flowing mind, creativity just flowing nonstop. We don’t need pain to be creative. In fact, it’s limiting. If you look at yourself during times that you’ve done things that you’ve absolutely loved, you haven’t been suffering. You were free.


Chapter 29 - You don’t need a weatherman to introduce a brainstorm

“You’ll have ninety minutes together to work on a solution to the problem of the warehouse. As you know, this is a very SERIOUS problem that affects revenue and morale. Please take this time together seriously and develop the best solutions you can find.”
Mr. Skeptic was pleased with what I told Group A.
“That’s almost exactly what I would have said,” he said. “That’s your problem,” I said. “That’s why there has been
no solution.”

“You guys know what a brainstorm is?” I asked. “Have you ever been in a brainstorming session?”
“Here’s what we’re going to do,” I said, “and the main purpose is going to be for us to have fun.”
Mr. Skeptic looked skeptical.
“We’ll go around the room,” I said. “Around and around. Each person is going to toss out an idea on our subject—How to Create a Relationship with the Warehouse that Works and Everyone Enjoys. The object of the game is to keep the ideas coming—and they can be totally off-the-wall, stupid ideas. Do not over-think any of this. We are here to fill the whiteboard with ideas, the more out-of-the-box the better. We are here to have fun. At the end of our ninety minutes we’ll vote on the three best ideas and present them to Mr. Skeptic.”

Group A was subdued and almost argumentative in tone as they worked on their serious company problem. Group B was almost raucous. We heard laughter and happy shouts in the room that held Group B.

A: Their solutions were mostly versions of things that had been tried before.
They said to us, “We knew we weren’t going to solve this in an hour and a half. This problem has been with us for eight years.”

B: Everyone was smiling. The whiteboard was completely full and additional sheets of flip chart paper were taped to the walls.
Most of the ideas were hilarious, bizarre, unusable and even, in one case, X-rated. But the three they had circled were fascinating. The top three as voted for by the group contained the idea that the company later adopted to solve forever the warehouse problem.
It happened when one person during his turn around the room said, “Why don’t we take over the dispatching of their inventory? The real problem is always the dispatcher, so why don’t we do the dispatching ourselves?”
The room had laughed and the leader dutifully put it up on the whiteboard.
But when it was voted one of the three best ideas, Mr. Skeptic got interested. He later took the idea to the warehouse, thinking they would refuse to turn their most important position over to another department. He was surprised when the warehouse loved the idea.
“We hate hiring for that position,” they said. “And our dispatcher takes nothing but abuse all day. We’d love it if that became someone else’s responsibility.”
And so it happened, and so a problem was solved. Not by the group that took the problem seriously, but by the group that did not.


Chapter 30 - Put your helmet on, strap in, and buckle up: get ready to experience Cosmic Habitforce

They feel like they control us, but when we are clear we see that we also create and control them. So it is a kind of paradox.

This force is so powerful that Napoleon Hill called it “Cosmic Habitforce.”
They say Hill is too old-fashioned to have an impact in
today’s world. And in a way this might be true. If you give a young person The Master Key to Riches or Think and Grow Rich they might be immediately turned off by his antiquated language and sexist diminishing of women and references to industrial heroes young people never heard of.
But what a loss to miss his principles. Especially the role of habit in creating wealth.
First we form our habits, then our habits form us.

We almost never realize that habits are under our control, because changing them always has to occur outside our comfort zone.
Habits are our comfort zone.
It may be one person’s habit to walk three miles every morning and another’s to have three doughnuts and a Coke. Those habits were formed. They didn’t just show up.
What’s your relationship to discomfort? Are you ready to change that relationship?
Which of your various habits produce income for you and which do not?

80% of your results come from 20% of your efforts. If you can grasp that and apply it, you can transform your wealth creation immediately.


[quote, William James]
To change one’s life, start immediately, do it flamboyantly, no exceptions.


Chapter 31 - First, let’s figure out if life is really worth living

He became the father of American psychology and a major force in philosophy as well, but that was after a walking tour of a mental institution left him so depressed he wanted to die.
He thought: Why go on? Why even bother?
The mental breakdowns he saw could happen to anyone. All the misery he saw there, all the people drooling and talking to themselves.

So he decided to conduct an experiment on himself. He decided to give himself a year to see if life was really worth living. He wanted to see if he could consciously and deliberately form the habits that would lead to happiness.
It was not a comfortable year, because that’s the nature of habit formation.
It is uncomfortable until it is comfortable, and if it is continued it somehow becomes miraculously automatic.

William James proved to himself, and later to everyone who read and believed him, that the habit of happiness can be deliberately formed through practice.


Chapter 32 - How to get rid of all your problems

[quote, Robert H. Schuller]
You never suffer from a money problem, you always suffer from an idea problem.

Opportunity knocks but I can’t hear it, because this problem is the noise in my head.

Given this problem, what’s a good plan of action?
The problem is now a project.


Chapter 33 - It’s time to look at your to-do list and go basically negative on it

[quote, Peter Drucker]
There is nothing so useless as doing efficiently that which should not be done at all.

It can get you to see that your NOT-TO-DO list is even more important than your to-do list.

In Time Warrior I presented an unorthodox, non-linear approach to making your life powerfully simple—by carving away all the inefficiencies and all the people-pleasing chatter while focusing solely on your definite, wealth-producing purpose.

Do NOT DO all that off-mission stuff that has been cluttering up your past days.


Chapter 34 - Financial sluggishness and sloth are often caused by information

[quote, Nassim Taleb]
To bankrupt a fool, give him information.

Who’s winning? Information or you? Are you consuming information and using it to transform yourself?
Or is information consuming you?
Is it dominating your attention and leaving you without any personal career to focus on?

Information consumes your attention when your attention could otherwise be a valuable FORCE in the creation of prosperity.
When author Michael Neill and I conducted a six-month Financially Fearless course we spent a lot of time talking about the difference—and the choice—between information and transformation.

Some people take a course like mine and Michael’s on the subject of information. They think they need to learn more information about how to become financially fearless. For them there’s always one more piece of information around the corner that will provide the tipping point. And with that final bit of information, they’ll know what to do.

But it never happens.
Because the only thing all that information is really doing is consuming their attention and overloading the cellular files in the brain.
To really acquire power, you want transformation, not information.
Transformation means change.
Change for the better.

“For the next hour, we want you to make money. We want you to go out of this room and make as much money as you can for the full sixty minutes, and when you come back, you will report to the room how much you made.”
I could see the fear and nervous anxiety in the faces of the people in the room. This was not what they had signed up for.
This would be transformation or it would be nothing.
For days our people had been in a workshop atmosphere, asking questions and taking notes, but now they had to take action.

Our theme was that money was not oxygen—money was just a means of exchanging value. It was a number. A code you enter to get inside the gate.

Our students were there to learn to speak their fee as if it were a phone number. When they gave out their phone number they didn’t have sweaty palms or shortness of breath or a quavering, trembling voice.
This is the number you need to use to get access to my biocomputer. No emotion around that. No fear.

Part of the transformational work we do with clients whenever they increase their fees is to have them say their new fee a thousand times. In the car, in the shower, so that it loses all meaning. When you repeat any word over and over again it loses meaning.

Don’t give meaning to the money. Give meaning to the service that produces the money.


Chapter 35 - What if you had one hour to change your life forever?

Many made more in that impromptu hour than they had in the weeks prior to our seminar.
What happened for them?
Transformation.
They left their comfort zones and changed from safe to
adventurous.
All change occurs outside your comfort zone.

This is true physically, mentally, spiritually and
financially. No change can occur inside your comfort zone.

Information on how to play guitar! You can read Eric
Clapton’s life story, watch Martin Scorsese’s movie about George Harrison, study instructional books and watch YouTube videos about guitar techniques. That information will consume your attention. It will eat you up. There will be nothing left of you.

Or, you can pick up a guitar and play.
You can sit across from a guitar teacher and play and play and play.

Use information as a tool for transformation. Only. Do not use it for its own sake. It won’t get you anywhere.
A warrior doesn’t stay at home reading books about weapons.
She chooses her weapon and ventures out.


Chapter 36 - What if I am too shy to let people know what my service is?

[quote, Peter Shankman]
When self-promotion is done right, it’s help. Help everyone.

You could have saved her life. Rather easily. But they didn’t know you were a doctor.

It is a service for people to know who you are and what you do. It is not bragging. Stay focused on whether something is a service. Not on whether you will be “liked” or not.


Chapter 37 - Why it makes no sense to live and let die

Remember that one of the guiding principles of wealth creation is not to worry.
And remember, too, that the best way not to worry is to have a project you are engaged in. Without a project, you descend into worry.

We have become afraid to announce and communicate our value. Our true service. All of us. So why point this fear out in a book and then be afraid in that same book to rectify it?

SERVING vs. PLEASING. How we confuse the two. How we stay broke because we confuse the two. How bad communication and time management habits are focused on pleasing people and winning their approval instead of serving people and receiving payments for the service.

“Be good!” Mother used to say. “Thank your Grandma,” Father would command. All day long we were trained to develop that social self so that it could be consistently pleasing.


Chapter 38 - Choosing what to do has more power than studying what to do

In the 1930s the richest and most successful man in the world was Andrew Carnegie.
He would also become one of the greatest donors of money who ever lived, determined to give away everything he had by the time he died.
But it wasn’t just money that he wanted to give away.
He wanted to give away his functional philosophy of wealth-creation. He believed anyone could attain the riches he had attained, and he said, “The world needed a practical philosophy of individual achievement which would permit the humblest worker to accumulate riches in whatever amount and form he might desire.”

One of the central principles in Carnegie’s philosophy was to “Have your heart fixed on what you want.”
I call it the path.
Choose your path and put your heart there.
What is the service you want to provide? What is the
product you want to create? What is your offering to the world?

“I don’t know what I want to do,” Barry said to me as we sat in my office in Arizona watching a dust storm start to blow outside the picture window.
Barry was suffering from a lifelong habit of feeling vague and indifferent. He believed that his definite major purpose in life would have to come to him. Maybe it would arrive in a waking dream or a spiritual vision. He was in his late thirties and the vision had not arrived yet. He was still waiting.
I suggested to him that he was dying.
I suggested that every day was taking him one step closer to a big, dark nothing.

People are often hypnotized by a childish sense of forever. Like Barry was. They think things will eventually be given to them if they wait for eternity plus a week or two.
I decided to ask Barry a question that might wake him up further.
“Have you ever considered working for your vision?” “What do you mean?”
“If you want a vision of who you want to be, what’s
stopping you from developing that vision? Like an architect might develop a small community in a third world country? What stops you from crafting it and bringing it into existence yourself?”

Barry was like everyone who believes their childhood experience ought to never end. Things should just appear. Like in the womb, and in the months after the womb. Everything should be provided.
Just cry and it’s yours.

Occupy your space and wait for what you demand. And the occupying you were doing was not actually “doing” anything; it was just being you in your space.
Barry wanted a calling or profession to come to him from simply occupying his own space in a soft chair.

If I was going to succeed as his coach I would have to have him see that the real magic is in what you create, not in what you expect to receive.
Expect nothing. Create everything.

“Why don’t you choose a profession?” I asked Barry. “Why don’t you select one, and then put your energy into it? As an experiment. Not because it’s the right thing to do, but just as an experiment.”

They would be the same actions he would eventually have to take in choosing his work: focus, think and choose.

You don’t receive your calling, you choose it.

Barry was encouraged to see his life as a menu. First he would focus, then he would think and then he would choose.
“Okay, I’m seeing this,” he said. And he actually looked energized. This happens with everyone who has been put to sleep by the ether known as “entitlement” and who then wakes up.

The new energy in Barry came from seeing his own power. He saw a glimpse of his ability to create. To do good work and cause things to happen.
Who does he envy? Who does he think has a fun job? Whose work would he like to be “given”? What would be his least favorite job? What subjects in school did he like the least? What class did he look forward to?

He knew his job, whatever it was, would have to be in there. So he treated the Yellow Pages like a menu and went through every page, every service, every profession, and circled the ones that looked most appealing to him. He knew intuitively that life and success were all about choosing.

Barry’s life thus far was a life of waiting and wanting.
No wonder nothing good was happening “to him.”

Lindsay Brady narrowed his choice down to three things,
airplane pilot, hypnotherapist (though he had no idea what that was all about) and beekeeping.
He is now highly accomplished in all three. People who talk about his success might even be saying that these things always called to him and he just followed his heart. Later the story might get better. People might say he saw his north star and climbed up onto his spiritual unicorn and followed the light into his field of passion.

And after he chose, he found out what action steps were needed, and he followed them. He stayed on his path, allowing only his purpose to guide him.

Barry’s story also ends well.
Like so many people trapped in their own outside-in beliefs, he became happier and happier the more he worked and created an inside-out path. The focus of power shifted from the world (the womb) to Barry himself, the independent creator, the cause of his life’s work.


Chapter 39 - Practice creates talent; and sometimes you practice so much that you end up gifted

It isn’t about the money itself.
It’s about the strength.
It’s about building the mental muscle that has you effectively serving and being rewarded for your service. That building process is the real prize, the true joy. The money is just a number. It’s your score, and your confirmation that you have served.
If it were only all about the money we would not see so much tragedy and disaster when unearned money lands in people’s laps.

You have to have the creative experience or the wealth will actually work against you.

I saw it in my own home when my father became financially successful and my mother no longer had to work or even raise her children. With maids and childcare people doing the real work around the house, she descended into alcoholism and pill addiction.

Money was not such a great thing for her.
Unearned money never is.

it’s all about a purpose, a path and a practice.

Drifting away from my path is easier than ever these days with so many charming and entertaining temptations.

So to do anything worthwhile I must fight for devoted space. I must fight for some silence and solitude. And I am not hesitant to use the words “fight” or “warrior” in this context.

A warrior masters purpose, path and practice.
A warrior fights through temptation.

“As the Sandwich Islander believes that the strength and
valor of the enemy he kills passes into himself, so we gain the strength of the temptation we resist.”
Emerson is right.
The bigger the rejected temptation, the greater the new strength!

It is only in silence and solitude that you yourself create great things.
Otherwise, other people’s great things will be crowding in on you all day long.

Today I still receive small royalty checks from songs my genius songwriting partner Fred Knipe and I wrote together years ago. The money tells me someone is still being served by that music.

But to get to that, we first had to stop listening to other people’s songs and start creating our own.
Previously we had been living in LISTEN ONLY mode.

Albert Einstein said there comes a time in life when you must stop reading other people’s books and start writing your own.

Instead of filling your mind all day every day with what other people have done, start creating.
What will you create that produces wealth? What product, what skill, what talent, what entertainment, or what service?
Wait a minute, did you say talent? How does one “create” a talent?
Practice creates talent.

“He has a gift.”
“Oh my, yes. Indeed he does.”
I know the hours behind the “gift.” They don’t know those
hours.


Chapter 40 - This formula works if you really use it every day

If you already have a business, the 80/20 rule will make you money faster than anything I know of—if you use it rather than just agree with it.
There are high-return activities and low-return activities throughout your day. If you can see them clearly, you can become a wealth-creating master.

However! There are temptations that arise throughout the day. Temptations that lure us off the path. When we give in to those temptations we sink down to a weaker position.
But when we say no, we don’t sink down.
We rise up.
We grow wings with every “no.”

Some things make you money, some do not. Some days are diamonds, some days are rocks.
Those things that do not make money ought to be clearly identified as such.
So that you don’t fool yourself by saying that your three cumulative hours spent posting and reading inside social media were your way of “building my tribe” or “strengthening my data base” or “cultivating leads” for your business.


Chapter 41 - Drop the marketing and replace it with the delivery of magic

[quote, Zig Ziglar]
You can get anything you want in life, if you help enough other people get what they want.

I will always choose magic over marketing.
Delivering my magic will spread word of mouth.

This is why a garage band will set up a website and give away two songs from the new album on their site.
Then those songs, when listened to, will allow the band to work its magic on the listener. The listeners are so delighted they return to the site to purchase the rest of the album.
In olden times they would call that “releasing a single.”
I call it magic.
It’s giving before you get.

Marketing is trying to get before you give.


Chapter 42 - Okay, then, how do I motivate myself?

He would sit down at his computer keyboard and place the morning newspaper next to him. If the words to his novel weren’t coming to him he would just type in whatever was on the front page of the newspaper.

Soon enough the words to his novel would begin to flow into his mind and he could set the newspaper aside.

This is an example of overcoming the fallacious myth of
prior motivation.
Most underachievers believe this myth. (I know I did, but only for forty-seven years.)
The myth says you have to be motivated to do something before you do it. You can’t do anything you don’t feel like doing ahead of time.

Motivation and action ultimately arise mutually. They work together. But motivation does not have to come first.
So if the one is not ready, the other can start. But they must eventually arise together. They are like two wings on a single angel.
Soon the motivation catches up with the action and we have lift off.

If I don’t feel like swimming I can just dive into the deep
end of the pool anyway, and believe me I will then start swimming!

We all knew that it was the master key to motivation all along. Just do it. Just let the games begin.


Chapter 43 - How I became a conspiracy nut

Emerson said: “Society is a conspiracy against the manhood of each of its members.”

Society is a conspiracy (entered into by all of us) against the courageous, independent individual in each of us.

1. Creators vs. Reactors

CREATORS create their own community

REACTORS turn on the so-called news and REACT to it

2. Choosing/books, blogs and movies

3. Reactors react to what is randomly thrown at them

A long walk. A meditation. A time for solitary swimming. An hour playing a musical instrument. A half-day in a room quietly doodling with a legal pad allowing ideas to rise up and present themselves.


Chapter 44 - The key to productivity is creative subtraction

Adding activities, adding projects, adding contacts, adding toys, adding networks to join, adding friends, adding investors, adding knowledge, adding new dreams.
But subtraction is the real key—because subtraction leads to simplicity and power.

Bruce Lee said he did not fear the opponent who knew (and had added an additional) 10,000 kicks. He feared the opponent who practiced one kick 10,000 times.

But taking away, or subtraction, is the key to mastering time.
Subtraction the way Michelangelo subtracted.
He subtracted creatively. He stood in front of a huge slab of marble with hammer and chisel and began taking away what was not necessary to the statue, the beautiful angel in the stone.

to eliminate and say “no” to all the things that keep you so busy all day not making money.

What makes you money?
Do that.
What do you fill your days with to give yourself the feeling
of being busy?
Take that away.

Sometimes when a struggling business asks me to coach them back to prosperity I ask them to put their last twenty customers’ or clients’ names up on the white board.
We then go through each name and determine how that person came to the business. We make a list of the activities that led to those customers coming in. Now we have our high-return activities identified.
We now do more of that and less of the other stuff.

Success comes to those who are willing to eliminate the other stuff.

Sometimes the high-return activity is much harder to do, scarier to enter into, than the easy, low-return busyness.

The two ways I know of to eliminate fear are 1) to challenge the thought that produces the fear, and 2) to do the thing you are afraid of doing whether you feel scared or not.

To master anything, consciousness must be raised.