The Magic of thinking big - David Schwartz


Reading my notes.


Preface

Success is determined not so much by the size of one’s brain as it is by the size of one’s thinking.
All around you is an environment that is trying to tug you, trying to pull you down Second Class Street.

Emerson: "Great men are those who see that thoughts rule the world”
Milton: "The mind is its own place and in itself can make a heaven of hell or a hell of heaven.”
Shakespeare: "There is nothing either good or bad except that thinking makes it so.”
Disraeli: "Life is too short to be little.”

1. Believe you can succeed and you will

“Believe, really believe, you can move a mountain, and you can. Not many people believe that they can move mountains.”
“belief may be confused with wishful thinking. And true enough, you can’t wish away a mountain.”
“When you believe I-can-do-it, the how-to-do-it develops.”

Believing it’s impossible to climb high, they do not discover the steps that lead to great heights. Their behavior remains that of the "average” person.

“believing you can succeed makes others place confidence in you.”
The “Okay-I’ll-give-it-a-try-but-I-don’t-think-it-will-work” attitude produces failures.

others see in us what we see in ourselves

I got really disgusted with myself. ‘Why, I asked myself, am I just a middle-class failure? Why am I trying to get a job that represents such a small step forward?
Finally, I got down to another success quality. initiative. Here I hated to admit it, but I had to. On this point my record showed I was far below that of my successful friends.
I was seeing my weak point for the first time, the reason I lacked initiative was because I didn’t believe inside that I was worth very much.
I sat there the rest of the night just reviewing how lack of faith in myself had dominated me ever since I could remember, how I had used my mind to work against myself.
I found I had been preaching to myself why I couldn’t get ahead instead of why I could.
I had been selling myself short, I found this streak of self-depreciation showed through in everything I did.
Then it dawned on me that no one else was going to believe in me until I believed in myself.
"From here on in I’m not going to sell myself short."
From $750, I upped it to $3,500. I sold myself because after that one long night of self-analysis I found things in myself that made me a lot more salable.

Your mind is a "thought factory." It's a busy factory, producing countless thoughts in one day.

Production in your thought factory is under the charge of two foremen, one of whom we will call Mr. Triumph and the other Mr, Defeat. Mr. Triumph is in charge of manufacturing positive thoughts. He specializes in producing reasons why you can, why you're qualified, why you will.

The other foreman, Mr. Defeat, produces negative, deprecating thoughts. He is your expert in developing reasons why you can’t, why you’re weak, why you’re inadequate. His specialty is the "why-you-will-fail" chain of thoughts.”

Both Mr. Triumph and Mr. Defeat are intensely obedient. They snap to attention immediately.
If the signal is positive, Mr. Triumph will step forward and go to work. Likewise, a negative signal brings Mr. Defeat forward.

"Today is a lousy day.” This signals Mr. Defeat into action, and he manufactures some facts to prove you are right.
Mr. Defeat is tremendously efficient. In just a few moments he’s got you sold. It is a bad day. Before you know it, it is a heck of a bad day.
But tell yourself, "Today is a fine day,” and Mr. Triumph is signaled forward to act.

Now, the more work you give either of these two foremen, the stronger he becomes.
The only wise thing to do is fire Mr Defeat. You don’t need him.

in the boom period ahead, most people will continue to worry, to be afraid, to crawl through life feeling unimportant, unappreciated, not able to do what they want to do.
Those who convert opportunity into reward will be those wise people who learn how to think themselves to success.

Here is the first step toward success. It’s a basic step. It can’t be avoided.

Step One: Believe in yourself, believe you can succeed.”

  1. Think success, don’t think failure. At work, in your home, substitute success thinking for failure thinking. When you face a difficult situation, think, "I’ll win,
  2. Remind yourself regularly that you are better than you think you ar. Successful people are just ordinary folks who have developed belief in themselves and what they do.
  3. Believe Big. The size of your success is determined by the size of your belief. Think little goals and expect litde achievements. Think big goals and win big success. Big ideas and big plans are often easier—certainly no more difficult—than small ideas and small plans.

The what: Attitude. How successful people manage themselves? How do they overcome obstacles? What sets them apart? How do they thing?
The how: Guides for action.
Only you can command yourself to apply this training. Only you can evaluate your progress. Only you can bring about corrective action should you slip a little

Your laboratory is all around you with human beings. Nos fees; You can use this laboratory as much as you like for free.
As director of your own laboratory, you will want to do what every scientist does: observe and experiment.
Isn’t it surprising to you that most people understand so little about why people act as they do even though they are surrounded by people all their lives?
Most people are not trained observers.
train yourself to observe, to develop deep insight into human action.
“Why do some people have many friends and other people have only few friends?"
"Why will people gladly accept what one person tells them but ignore another person who tells them the same thing?”

study the most successful and the most unsuccessful person you know.
studying the two extremes will help you see the unmistakable wisdom.

Each contact you make with another person gives you a chance to see success development principles at work.
The more we practice, the sooner it becomes second nature to act in the desired way.

It's fun to feel yourself growing more confident, more effective, more successful day by day, month by month.
Nothing - absolutely nothing - in this life gives you more satisfaction than knowing you're on the road to success and achievement.
And nothing stands as a bigger challenge than making the most of yourself.


2. Cure yourself of excusitis, the failure disease

You will study people very carefully to discover, then apply, success-rewarding principles to your life.

Go deep into your study of people, and you'll discover unsuccessful people suffer a mind-deadening thought disease.
Every failure has this disease in its advanced form. And most "average" persons have at least a mild case of it.
You will find that the more successful the individual, the less inclined he is to make excuses.

The fellow who has gone nowhere and has no plans for getting anywhere always has a bookful of reasons to explain why.
Persons with mediocre accomplishments are quick to explain why they haven't, why they don't, why they can't, and why they aren't.
all the excuses made by the mediocre fellow could be but aren't made by the successful person.

Like any disease, excusitis get worse if it isn't treated properly.
"I'm not doing as well as I should. What can I use as an alibi that will help me save face? Let's see: poor health? Lack of education? Too old? Too young? Bad luck? Personal misfortune? Wife? the way my family brought me up?"

Once the victim of this failure disease has selected a "good" excuse, he sticks with it. Then he relies on the excuse to explain to himself and others why he is not going forward.
Each time the victim makes the excuse, the excuse becomes imbedded deeper within his subconsciousness.

Thoughts, positive or negative, grow stronger when fertilived with constant repitition.
At first, the victim of excusitis knows his alibi is more or less a lie. But the more frequently he repeats it, the more convinced he becomes that it is completely true, that the alibi is the real reason for his not being the success he should be.

Health excusitis

There is something physically wrong with everybody.
Looking and looking and looking for an illness often actually produces illness.

I’m going to live until I die and I’m not going to get life and death confused. While I’m on this earth I’m going to live. Why be only half alive? Every minute a person spends worrying about dying is just one minute that fellow might as well have been dead.

The first fellow, not even sure he had anything organically wrong with him, was worried, depressed.
The second individual, after undergoing one of the most difficult of operations, was optimistic, eager to do something.
It’s just an arm,” he said, "Sure, two are better than one. But they just cut off my arm. My spirit is one hundred percent intact. I’m realty grateful for that.
the right attitude and one arm will beat the wrong attitude and two arms every time.

Be genuinely grateful that your health is as good as it is.
I felt sorry for myself because I had ragged shoes until I met a man who had no feet.

Instead of complaining about "not feeling good,” it's far better to be glad you are as healthy as you are.
Life is yours to enjoy. Don’t waste it. Don’t pass up living by thinking yourself into a hospital bed.

Intelligence excusitis

the thinking that guides your intelligence is much more important than how much intelligence you may have.
Interest, enthusiasm, is the critical factor.

“Why some brilliant people are failures.”
“This man uses his great brainpower to prove why things won’t work rather than directing his mental power to searching for ways to succeed.”
Because of the negative thinking that guides his great reservoir of brains, this fellow contributes little and creates nothing.

Phil was enthusiastic. He generated enthusiasm; Phil understood people, and, because he could really see what made them tick, he liked them, .
Not Phil's brains, but how he managed those brains, made him three times more valuable to his company than men who rated higher on the IQ scale.

The difference in the very successful and the very unsuccessful finally reduced to differences in attitudes (thought management).

Knowledge is power only when put to use.

Am I using my mental ability to make history, or am I using it merely to record history made by others?

Age excusitis

"Why You Are Washed Up at 40” are popular, not because they represent true facts, but because they appeal to many worried minds looking for an excuse.
“You’re only as old as you feel,”

“Finally, he concluded that the one thing he wanted more than anything else was to be a minister. He was 45, had three yound children, and little money.
“Forty-five or not, I’m going to be a minister.”
“With tons of faith but little else, he enrolled in a five-year ministerial training program. Five years later he was ordained as a minister and settled down with a fine congregation in Illinois.”
“He still has twenty years of productive life ahead of him.
“You know, if I had not made that great decision when I was forty-five, I would have spent the rest of my life growing old and bitter. Now I feel every bit as young as I did twenty-five years ago.”

“Back on the farm a boy became a man when he proved he could do the work of a man.”
“Show respect for the salesmen. Ask them for their suggestions. Make them feel they are working for a team captain, not a dictator, Do this and the men will work with you, not against you.”

“your age won’t be a handicap unless you make it one.”

What really matters is how well you know your job, and understand people.

Invest future time in doing what you really want to do.

Stop thinking "I should have started years ago." Instead think "I'm going to start now, my best years are ahead of me."

Bad luck excusitis

“Nothing happens without a cause.”

A salesman reveive a $112,000 order
“Well, John, you’re lucky again!”
“John had been working on that customer for months. He had talked repeatedly to a halfdozen people out there. John had stayed up nights figuring out exactly what was best for them.”
“John wasn’t lucky, unless you can call carefully planned work and patiently executed plans luck.”

“Assume for a moment that General Motors were to be completely reorganized on the basis of luck. To carry out the reorganization, the names of all employees would be placed in a barrel. The first name drawn would be president; the second name, the executive vice president, and so on down the line.”
“Sounds stupid, doesn’t it? Well, that’s how luck would work.”

“Don’t, be a wishful thinker. Don’t waste your mental muscles dreaming of an effortless way to win success. We don’t become successful simply through luck. Success comes from doing those things and mastering those principles that produce success. Don’t count on luck for promotions, victories, the good things in life. ”

just concentrate on developing those qualities in yourself that will make you a winner.


3. Build confidence and destroy fear

Fear is real, and we must recognize it exists before we can conquer it.
The old "it's only in your mind" treatment presumes fear doesn't really exists.

Fear is real, is the success enemy number one. It stops opportunities, vitality, wish to speak.
Fear, uncertainty, lack of confidence, explains why we still have economic recessions.
Fear explains why millions of people accomplish little and enjoy little.
In one way or another fear prevents people from getting what they want from life.

All confidence is acquired, developed. No one is born with confidence.

Action cures fear (jump in water for non-swimmers)

When we face though problems, we stay mired in the mud until we take action. Hope is a start. But hope needs action to win victories.

What kind of action can I take to conquer my fear?

Fear of failing an examination?
Convert worry time into study time.

Fear of things totally beyond your control?
Turn your attention to helping to relieve the fear of others.

Fear of what other people may think and say?
Switch your attention to something totally different. Go into your yard and pull up weeds. Play with your children. Go to a movie.

Hesitation only enlarges, magnifies the fear. Take action promptly. Be decisive.

Your brain is very much like a bank. Every day you ake thought deposits in your "mind bank". These thoughts deposits grow and become your memory when you settle down to think or when you face a problem.
Your memory bank automatically answers and supplies you with bits of information relating to this situation that you deposited on previous occasions.
Your memory then, is the basic supplier of raw material for your new thought.

Mr Teller, let me withdraw some thoughts I deposited in the past proving I'm inferior to just about everybody else. "Certainly, sir. Recall how you failed two times previously when you tried this? Recall what your sixth-grade teacher told you about your inability to accomplish things… Recall…"

Instead: "Mr Teller, I face a difficult situation. Can you supply me with any thoughts which will give me reassurance?"

When you're alone with your thoughts - driving, eating alone - recall pleasant, positive experiences.
Before to sleep, recall the good things you saw people do today. Recall your little victories and accomplishments.

"Destroy their negative thoughts before those become mental monsters."
Most of them are operating their own private museum of mental horror, job failure, jilted romance, bad investment…

Since what one remembers from the past colors what one sees in the present, she saw nothing but pessimism and darkness.

As a psychologist, I can't change what already is in a person's memory. But I can, with the patient's cooperation, help the individual to see his past in a different light.

Why do people fear other people. Why do many folks feel self-conscious around others? What's behind shyness? What can we do about it?

I discovered the other fellow is pretty much like me. He likes good food, he misses his family and friends, he wants to get ahead, he has problems, he likes to relax. So if the other fellow is basically like me, there's no point in being afraid of him.

  1. Get a balanced view of the other fellow.
    First, the other fellow is important. And you are important too.
    "We're just two important people sitting down to discuss something of mutual interest and benefit."

Most job applicants when they walk in here are half scared. They give me all the answers they think I want to hear. In a way, most job applicants are a little like beggars - they'll accept anything.
But G. handled himself differently. He respected me, but what's just as important, he respects himself.

  1. Develop an understanding attitude.
    You need a defense against the adult bully, the fellow who likes to throw his meager weight around.

I certainly admire the way you handled yourself just a moment ago. You have tremendous temper control.
Well, sir, I really can't get mad at a fellow like that. You see, he really isn't mad at me. I was just the scapegoat. The poor fellow may be in bad trouble with his wife, or his business may be off, or maybe he feels inferior and this was his golden chance to feel like a wheel. Underneath he's probably a very nice guy. Most folks are.

When you do anything that goes contrary to your conscience, you feel guilty, and this guilty feeling jams your thought process.
There are many times in life when you'll want to make an A so badly you'll be tempted to do something that is contrary to your conscience.
When we go against that desire, we put a cancer in our conscience. This cancer grows and grows by eating away at our confidence.
Book "Fifty years with the golden rule".

Doing what's right keeps your conscience satisfied. And this builds self-confidence.

To think confidently, act confidently. (x25 times)

Remember, motions are the precursors of emotions. You can't control the latter directly but only through your choice of motions or actions.
Go through the proper motions each day and you'll soon begin to feel the corresponding emotions!

Be sure you and your mate go through those motions of dates and kisses, the phrasing of sincere daily compliments, plus the many other little courtesies, and you need not worry about the emotion of live.

We can change our attitudes by changing our physical actions. For example, you actually feel more like smiling if you make yourself smile.
You feel more superior when you make yourself stand tall than when you slouch.

People who are shy in introducing themselves can replace this timidity:
First, reach for the other person's hand and clasp it warmly.
Second, look directly at the other person.
And third, say "I'm very glad to know you."
Confident action produces confident thinking.

Act the way you want to feel.

  1. Seat at the front.
  2. Practice making eye contact.
  3. Walk 25 percent faster

I still am a walk watcher. In corridors, lobbies, on side-walks I still occasionally find myself studying human behavior simply by watching people move about.

  1. Practice speaking up. It's a confidence-building vitamin.
  2. Smile big. Give a real boost. Medicine for confidence deficiency.

Try to feel defeated and smile big at the same time. You can't. A big smile gives you confidence. It beats fear, rolls away worry.

I confess I was ready verbally to bite him to pieces.
But fortunately, before I got the chance, he walked up to me, smiled, and said in the most earnest voice:
"Friend, I really didn't mean to do that." That smile, matched with his sincere comment, melted me.
my opposition turned into friendship.

But when I fear something, or when I'm angry I don't feel like smiling.
Of course you don't. No one does. The trick is to tell yourself forcefully "I'm going to smile."

4. Think Big

The tendency for so many people to think small means there is much less competition than you think for a very rewarding career.
How big we think determines the size of our accomplishments.

Probably the greatest human weakness is self-deprecation.
I'm not good enough for that job.
I don't sollicite this prospect because he's too big to see me.
"Know yourself", doesn't interpret as "know only the negative self".

  1. Determine your five chief assets: education, experience, technical skills, appearance, attitude, initiative…
  2. Under each asset, write the names of three persons you know who have achieved large success but who do not have this asset to as great a degree as you.

You'll find you outrank many successful people on at least one asset.
Conclusion: You're bigger than you think. Fit your thinking to your true size.

The important measure of a person’s vocabulary is not the size or the number of words he uses.
Rather, the thing that counts, the only thing that counts about one’s vocabulary is the effect his words and phrases have on his own and others’ thinking.

We do not think in words and phrases. We think only in pictures and/or images.
Words are the raw material of thought. When spoken or read, that amazing instrument, the mind, automatically converts words and phrases into mind pictures.
Each word, each phrase, creates a slightly different mind picture.
When you speak or write, you are, in a sense, a projector showing movies in the minds of others. And the pictures you create determie how you and others react.

Ex: we face a problem / we face a challenge.
We made a big expense / we made a big investment
“I’m sorry to report we’ve failed.” / “Here’s a new approach that I think will work.”

Big thinkers are specialists in creating positive, forward-looking, optimistic pictures in their own minds and in the minds of others.
To think big, we must use words and phrases that produce big, positive mental images.

Develop a big thinker's vocabulary

  1. Use big, positive, cheerful words for yourself and to describe others.
    “How are you?”: I’m tired / Just wonderful thanks, and you?

  2. Use bright, cheerful, favorable words and phrases to describe other people.
    Make it a rule to have a big, positive word for all your friends and associates

  3. Compliment others at every opportunity.
    Praise, sincerely administered, is a success tool.
    Use it again and again and again. Compliment people on their appearance, their work, their achievements, their families.

  4. Positive perspective. "Good news, we face a genuine opportunity…" vs "Whether we like it or not, we've got a job to do"
    Promise victory and watch eyes light up.
    Build castles, don't dig graves!


See what can be, not just what is

I spent two full days to the place, just studying it. I walked over the place several times. I asked myself "What's this farm good for?"
The plan was so clear and convincing I could "see" a dozen couples riding horseback through the trees.
I help my prospects to see a picture of the farm changed into a money-making proposition.

Look at things not as they are, but as they can be. Visualization adds values to everything.
A big thinker always visualizes what can be done in the future. He isn't stuck with the present.

A customer is not to be valued on a single sale but rather on an annual basis;
It’s repeat business that makes the profit;
Look at the potential expenditures of the customers, not just what they buy today.
Putting a big value on customers is what converts them into big, regular patrons. Attaching little value to customers sends them elsewhere.

I called her attention to the sign, which read 39 cents.
"I don’t care what that sign says. It’s supposed to be 49 cents"
"Somebody back there made a mistake. You’ll have to pay the 49 cents."
I decided on the spot that I’d never eat there again. I spend about $250 a year for lunches, and you can be sure they’ll not get one penny of it.

It’s surprising how people sometimes are blind to potential.
I explained to him that we already had milk delivery service and we were quite satisfied. Then I suggested that he stop next door and talk to the lady there.
To this he replied, “I’ve already talked to the lady next door, but they use only one quart of milk every two days, and that’s not enough to make it worthwhile for me to stop.”
"did you not observe that the demand for milk in that household will increase considerably in a month or so?"
The young man looked for a moment like he had been struck, and then he said, “How blind can a guy be?”

"I've been analyzing people a lot lately, and I've noticed this. People who don't have much look at themselves as they are now. They don't see a future, they just see a miserable present."
"He reminds himself so often that he’s poor that now he just assumes that he’s always going to be poor. He acts as if he were sentenced to living in that brokendown apartment all the rest of his life"
"If I looked at myself strictly as I am—old car, low income, cheap apartment, hamburger diet—I couldn’t help but be discouraged."
"I’ve made up my mind to look at myself as the person I’m going to be in a few short years."
"I see myself as an executive. I don’t see a crummy apartment, I see a fine new suburban home."
"When I look at myself that way, I feel bigger and think bigger."
He’s mastered this basic success principle: It isn’t what one has that’s important. Rather, it’s how much one is planning to get that counts.

The price tag the world puts on us is just about identical to the one we put on ourselves.

develop your power to see what can be, not just what is:

  1. Practice adding value to things. A thing has value in proportion to the ideas for using it.
  2. Practice adding value to people. "What can I do to help them to become more effective?" To bring out the best in a person, you must first visualize his best.
  3. Practice adding value to yourself. Conduct a daily interview with yourself. What can I do to make myself more valuable today? Visualize yourself not as you are but as you can be.

Harry had one trait that put him out in front of everyone else. He was sincerly and actively interested in the whole company.
He acted as if everything in the company affected him.
He made company business his business.

What does it take to make a good speech?

Everyone whishes he had the "ability" to do a first-class job of speaking in public. But most people are lousy public speakers. Why?
The reason is simple: most people concentrate on the small, trivial things of speaking at the expense of the big, important things.

People go like: "I've got to remember to stand straight, don't use my hands, don't let the audience see my notes, don't make grammar mistakes, my tie should be straight, speak loud, but not too loud…"
He's scared because he's given himself a terrific list of things not to do.
He's a flop because he concentrated on the petty, trivial, unimportantqualitites of a good speaker, and failed to concentrate on the big things: knowledge of what he's going to talk about and an intense desire to tell it to other people.

The test of a speaker is not did he stand straight or did he make any mistakes in grammar, but rather did the audience get the points he wanted to put across.

What causes quarrels?

99% of the time, quarrels start over petty, unimportant matters like this:
John comes home a little tired, dinner doesn't exactly please him, so he complains. Joan's day wasn't perfect either, so she replies back to her own defense "What do you expect on my food budget?", "I could cook better if I had a new stove like everybody else."
All sorts of accusations are made by each party. In-laws, sex, money…
Both parties leave the battle nervous, tense.
Nothing has been settled, and both parties have new ammunition to make the next quarrel more vicious.

Before complaining or accusing or reprimanding, ask yourself "Is it really important?".
Ex: putting the cap on the toothpaste.
Is it really important if he/she forgets to put the cap on the toothpaste?
Is it really important if he (or she) squandered a little money or invited some people in I don’t like?

When you feel like taking negative action, ask yourself, “Is it really important?” That question works magic.

Help yourself think about trivialities

  1. Keep your eyes focused on the big objective.

It could be winning a sale, despite stuttering.
It could be peace, happiness, rather than winning an argument or saying "I told you".
It could be opening your employees full potential.
It is much better to lose a battle and win the war.

  1. Think of those things that really matter, that make the difference.

Don't become submerged under surface/petty issues.

TEST TO MEASURE THE SIZE OF YOUR THINKING


5. How to think and dream creatively

Creative thinking in everyday's life: keeping the children occupied constructively, making employees really like their work, preventing quarrels…

Creative thinking is simply finding new, improved ways to do anything.

Believe it can be done. Believing something can be done sets the mind in motion to find a way to do it.

Ex: I'm twenty-four, my wife and I are expecting our second child. We barely get by now on what I make. I wouldn't have time to study since I'd have to keep my job. It's just impossible, that's all.
If you believe it is impossible to finish school, then it is. But by the same token, if you'll just believe it is possible to return to the university, a solution will come.
Make up your mind you are going to go back to school. Let that one thought dominate your thiking. Then think, really think, about how you can do it and still support your family.
A trade association paid his tuition, he rearranged his work schedule so he could attend classes. His enthusiasm and the promise of a better life won him his wife's full support. Together they creatively found ways to budget money and time more effictively.

  1. Eliminate the word "impossible" from your thinking. It sets off a chain reaction of other thoughts to proe you're right.
  2. Think of something special you've been wanting to do but felt you couldn't. Now make a list of reasons why you can do it.

The traditional thinkers mind is paralyzed. He reasons "It's been this way for a hundred years. Therefore, it must be good and must stay this way. Why risk a change?"
Average people have always resented progress.

There is no one best way to decorate an apartment, landscape a lawn, make a sale, rear a child, or cook a stake. There are as many best ways as there are creative minds.

Nothing grows in ice. If we let tradition freeze our minds, new ideas can't sprout.

  1. Become receptive to ideas. Welcome new ideas.
  2. Be an experimental person. Expose yourself to new restaurants, new books, new friends, new route, new vacation, do something new and different.
  3. Be progressive, not backward regressive. ("that's the way we did where I used to work"). Instead: "How can we do it better than we did before?"

There is endless room for improvement.
Successful people are always searching for a better way.

It isn't so much what you know when you start that matters. It's what you learn and put to use after you open.
General Electric slogan: "Progress is our most important product."

Each day before you begin work, devote ten minutes to thinking "How can I do a better job today?"

"After the accident I just made up my mind that I had to find the time. Believe me, my efficiency has gone up 100 percent. I discovered a lot of things I was doing didn't need to be done at all. Then I discovered that the children could and wanted to help. I found dozens of ways to conserve time - fewer trips to the store, less TV, less telephoning and time killers."

Capacity is a state of mind.
How much we can do depends on how much we think we can do.

Don't, of course, expect other people to give you ready-made solutions. That's not the primary reason for asking and listening. Ideas of others help to spark your own ideas so your mind is more creative.

"Needed: help on solving my most pressing management problem."
"There are some very sharp men in this group. I just figured I'd harvest some ideas."

We learn nothing from telling. But there is no limit to what we can learn by asking and listening.

  1. Encourage others to talk. You win a double-barreled victory, your mind soack up raw material, and you win friends.
  2. Let other people help you smooth and polish your ideas.
  3. Listening, means lettering what's said penetrate your mind

"I made a nice profit because I let myself be exposed to ideas of other intelligent people."

Join and meet regularly with at least one professional group that provides stimulation in your own occupational area. Rub shoulders and minds with other success-oriented people.

A mind that feeds only on itself soon is undernourished, becoming weak and incapable of creative progressive thought. Stimulation from others is excellent mind food.

Join and participate in at least one group outside your occupational interests. It broadens your thinking. Mixing regularly with people outside your occupational area will stimulate your on-the-job thinking.

  1. Don't let ideas escape. Write them down. Every day lots of good ideas are born only to die quickly because they aren't nailed to paper.
    Carry a notebook. People with fertile, creative minds know a good idea may sprout any time, any place.

  2. Review your ideas. Examine your storehouse of ideas regularly.

  3. Make your idea grow. Think about it. Tie it with related ideas. Read anything akin. Investigate all angles.

Then the ideas have to be sold, else it has no value.
Resolve to put your ideas in salable form. In some sort of picture or diagram, it has many times more selling power than presented in oral form only.


6. You are what you think you are

Why one will serve someone and ignore another ?
Others see in us what we see in ourselves.
We receive the kind of treatment we think we deserve.

How you think determines how you act;
How you act in turn determines how others react to you.

To gain the respect of others, you must first think you deserve respect.
The more respect you have for yourself, the more respect others will have for you.

Self-respect shows through in everything we do.
Your appearance "talks".
Look important because it helps you to think important.

"Dad, I can't think like the Lone Ranger without a Lone Ranger hat."
A soldier feels and think like a soldier when he is in uniform.
A woman feels more like going to a party when she is dressed for a party.

Your appearance talks to you; but it also talks to others.
People evaluate you on the basis of your appearance.

Watch who is shown the most respect and courtesy in restaurants, on buses, in crowded lobbies, in stores, at work.
We look at some people and respond with the "Hey, Mac" attitude, or with the "Yes sir" feeling.

"But how do you expect me to afford the kind of clothing?"
Pay twice as much and buy half as many
Apply it to hats, suits, shoes, socks, coats—everything you wear.
quality is far more important than quantity

Think your work is important

"Laying brick", "Making $9.30 an hour", "Building the world's greatest cathedral".

We are always favorably impressed when we find that an applicant thinks his present job is important. Odds are that he will take pride in his next job too.

Like your appearance, the way you think toward your work says things about you to your superiors, associates.

Think you're weak, you lack what it takes, you will lose, you are a second class, and you are doomed to mediocrity.
Think instead, I am important, I do have what it takes, I am a first-class performer, my work is important, and you're headed straight to success.

The only real basis other people have for judging your abilities is your actions. And your actions are controlled by your thoughts.
You are what you think you are.

Isn't it obvious why many people stay at one level all their lives? Their thinking alone keeps them there.

If a young fellow feels that carrying the mail is belittling and unimportant, we know we've picked the wrong man. If he doesn't have the vision to see that being a mail boy is a necessary, practical step to important assignments, then he has no future in the agency business.

A person who thinks his job is important receives mental sigttals on how to do his job better;

As you approach your job each day, ask yourself, "Am I worthy in every respect of being imitated?"

Give yourself a peptalk several time daily

"If the sales manager can pep me up, why can't I pep myself up? Why not give myself a pep talk just before I start making those phone calls?"
"I walked out on the lot and found a vacant car. Then for several minutes I talked to myself."
"I felt so good I didn’t dread making those calls. I wanted to make them."
"Before I dial a number I silently remind myself that I’m a top-notch salesman and I’m going to get results, and I do"

Tell yourself: "I’m going to give a great talk. I’ve got something those people need to hear and I want to say." Keep repeating those sentences forcefully, with complete conviction. Then come into the conference room and give your talk again.

Practice uplifting self-praise. Don’t practice belittling self-punishment.
You are what you think you are. Think more of yourself and there is more of you.
Build your own “sell-yourself-to-yourself” commercial.

Think for a moment about one of America’s most popular products, Coca-Cola.
If they stopped reselling you, chances are you’d grow lukewarm and eventually cold to Coke.
They resell you and resell you and resell you on Coke.

Every day you and I see half-alive people who are no longer sold on themselves. They lack self-respect for their most important product—themselves. These folks are indifferent. They feel small. They feel like nobodies, and because they feel that way, that’s what they are.
The half-alive person needs to be resold on himself. He needs to realize that he’s a first-class person. He needs honest, sincere belief in himself.

He reads his commercial 3 times a day:

Tom Staley, meet Tom Staley—an important, a really important person. Tom, you’re a big thinker, so think big. Think Big about Everything. You’ve got plenty of ability to do a first-class job, so do a first-class job.
Tom, you believe in Happiness, Progress, and Prosperity.
So: talk only Happiness, talk only Progress, talk only Prosperity.
You have lots of drive, Tom, lots of drive.
So put that drive to work. Nothing can stop you, Tom, nothing,
Tom, you’re enthusiastic. Let your enthusiasm show through.
You look good, Tom, and you feel good. Stay that way.
Tom Staley, you were a great fellow yesterday and you’re going to be an even greater fellow today. Now go to it, Tom. Go forward.

Upgrade your thinking. Think like important people think


7. Manage your environment: Go first class