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Successful people do things others don’t like to do.

Go the extra mile. It’s never crowded.

The best business recruits recognize that their real education doesn’t begin until they enter the workplace-because then education becomes application.

Give customers what they want…when they want it…and where they want it.

Do what you love…love what you do…and deliver more than you promise.

All success is, really, is having a predetermined plan and carrying it out successfully over a long period of time.

Schedule appointments and meetings at times such as 3:10 rather then three o’clock; that way people remember.

Time is our only competition.

Too many people allow success to make them lazy. What we should learn from success is to fear it more than we fear failure.

The careers of many early titans of American industry, like Andrew Carnegie, were marked by spectacular leaps from poverty, hairbreadth escapes, bankruptcies, and near-bankruptcies, failed products and concepts. Within each broken dream, they learned what they had to learn, dusted themselves off, and started over.

There is only one way to earn a good reputation, and that is by earning it. Once you do, don’t ever let it slip away.

Don’t ever forget you are a helluva person. Reward yourself. No one else is going to do it.

Much of what makes people successful is persistence. Eighty percent of success is just showing up.

Make money to give you the time to do the things you really want to do, and you’ll be a success by any standard.

Find something you like to do and make it pay.

Challenge yourself to learn something new every chance you get.

Early in our careers, most of us experience the dubious honor of being paid much less than we are worth. Your real weapon against being underpaid is recognizing your ignorance. Once you realize how much you are learning at someone else’s expense, you can quit worrying about earning and get on with the task of becoming wise.

Be as amazed by your own success as your friends are. They will love you for it.

“You don’t have to work hard, you have to work smart.” Unfortunately, that’s just half true. You have to work hard and smart.

Show up on time with a plan, a commitment to carry it out, and then execute it- and you’ll beat the competition 100 percent of the time.

Never let yourself get bored. It’s the kiss of death for anyone who wants to get ahead in life, and even worst for anyone who truly wants to love what they do.

With champions, success lies in the journey, not the destination.

Seek out successful people. A good golfer or tennis player is always looking for someone better as an opponent, someone to learn from. You don’t improve your game by playing “B” and “C” players if you are an “A”.

Realize that you cannot take your education with you when you leave school. It has a shelf life shorter than a loaf of bread. You must constantly refresh and replenish it.

Business is a collaborative art, not an individual one.

It’s incumbent upon all responsible businesspeople to seek out more opportunities to serve as mentors.

Stay in touch with your mentors. If you let yourself lose contact with them, chances are you are also losing contact with what got you where you are.

There isn’t a better legacy you can leave than making it a little easier for the next person.

Never forget that you didn’t do it all by yourself.

Once in a while, take a good hard look at your competitors, now matter how bumbling they may seem to be. Remember, they must be doing something right or they wouldn’t be in business.

Whoever sets the table slices the pie.

You may be totally alone when you are making a speech, but you don’t have to be alone when you are preparing for it. The concept of hiring a good coach isn’t just for athletes.



Make decisions with your heart, and you will end up with heart disease.

Never say no for the other guy.

Dig your well before you’re thirsty.

Don’t discuss any business where it can by overheard by others. Almost as many deals have gone down in elevators as elevators have gone down.

Most mangers do not manage change. Change takes them by surprise. What we are actually managing is the conflict wrought by change.

A deal can always be made when the parties see it’s to their own benefits.

The single most powerful tool for winning a negotiation is the ability to walk away from the table without a deal.

There is no more certain recipe for disaster than a decision based on emotion.

In the long run, instincts are no match for information.

No one ever went broke because he said “no” too often.

Before you start any negotiation, always look beyond the negotiator’s title and make sure that the person you are dealing with is in a position of authority to sign off on the agreement. If not, don’t deal until you can sit down with someone who is.

Beware the naked man who offers you his shirt.

If you can’t say yes, it’s no.

The most powerful weapon you can possess in any negotiation is superior information.

Don’t fail to notice that the offices where the deals are made have doors on them. There is a reason.


Risk Taking

Hang around with creative people. All of a sudden, you start to become creative, too.

If you can afford to buy your way out of a problem, you haven’t got a problem.

Take risks. You are a lot better off being scared than being bored.

You’ll fail some of the time. If you don’t, you are not trying hard enough.

You can’t get dealt a straight flush unless you are in the game.

Failure is an attitude, not an outcome.

Afraid to try something new? Most of us are. But it’s all over so soon that our regrets will invariably be for what we didn’t do rather than for what we did. The missing ingredient is courage.

I have never-I repeat, never- met anyone who left his job, whether fired or voluntarily, who started his own business and regretted it.

Many people fail to achieve their goals because they have grown so comfortable in their job that they are afraid to meet the challenge of a new one.

If you want to be the leader of the pack, you have to be willing to stick your neck out in front of the others.

Do what it takes to set yourself apart from the pack.

Education can help you avoid the high price you pay for experience.

We all learn from failure. I figure if I only make the same mistake twice, I’m ahead of the game. My rule is, never make the same mistake three times.



Most people avoid risks their whole lives by assuming the other guy is going to say no.

Customer loyalty is the most valuable asset a business can have and the hardest to earn.

Don’t say it if you don’t mean it.

The sale begins when the customer says yes.

Bass are where you find them. So is information.

There is no such thing as a routine sales call.

Ask anyone in the sales game what the sweetest sound in the world is and they will tell you that it’s the sound of their name on someone else’s lips.

The customer comes first, last, and always.

Sign on my office conference table: “Our meeting will not be interrupted…unless a customer calls.”

Nothing is more deadly to a sales relationship, than a broken promise.

If you deliver more than you promise, you’ll beat the competition 100 percent of the time.

Successful salespeople show up on time with a plan and commitment to carry it out and then execute it.

You don’t have to close every sale to be a success. Practice shaking hands. It’s the best way to make a million-dollar first impression. If you don’t know what kind of handshake you have, ask.

Selling is a lot like playing cards. Some cards need to be out on the table, and some you’d better hold in your hand.

Don’t overwhelm people, particularly customers, with too much information. Take the time to determine what they really need to know.

The early birds get the sale.

The customer relationship is like a marriage-small shows of sensitivity and awareness maintain spice.

A salesperson never has to make a cold call. Ever. There is no reason you can’t become an instant expert on a prospective company in advance.

Salespeople who can’t understand and empathize with the goals of the people they sell to are incapable of understanding and empathizing with the goals of broader organization they later have to serve in filing the order.

The personal touch is so rare a commodity today it becomes a standout.

Effective listeners sell more customers…and keep them longer.



There’s big business in little things.

Five-word job description of a CEO” “Best salesperson in the place.”

Don’t confuse charisma with a loud voice.

If it’s your company, then it’s your problem.

Caring is contagious. Help spread it around.

Corporate nice guys finish first.

Spend at least 10 percent of your budget on the best professional advice available before you spend nickel on anything else.

If you are going to control the results you have to control the process as well.

He who burn bridges better be a damn good swimmer.

It’s not what is up front, it’s being up front that counts.

There’s a lot to say for democracy in business, but two things you can’t say for it are that’s cheap or efficient.

You don’t need to promise great rewards or threaten your employees with punishment to get results. The only way to bring best in others is to get them to believe in what you believe in: them.

Knowledge does not become power until it is used.

Leaders learn to pay attention to what’s important in other people’s lives.

The acid test for hiring: How would you feel having this same person working for your competition instead of you?

Hiring the right people is the greatest talent a manger can have because good people produce good work and lousy people do lousy work.

Learn to listen more than you talk.

Anyone who thinks he or she is indispensable should stick a finger into a bowl of water and notice the hole it leaves when it’s pulled out.

If you’ve done something the same way over a long period of time, I’ll bet you can find a way to do it better.

It isn’t the people you fire who make your life miserable, it’s the people you don’t fire.

The worst decision a manger can make is a bad hire.

Many people listen, very few actually hear.

I don’t have to tell you what can go wrong. Everything can go wrong. If you are in charge, your job is to minimize the mistakes.

A good team is a collection of diverse people who respect each other and are committed to each other’s success.

No large organization-especially one with a strong desire to be a winner-survives without a little bit of Attila at the top.

We consciously or unconsciously judge a lot of companies by the attitude of their average workers-the store clerk, the driver, the receptionist. Yet as business mangers, how we underestimate their impact.

If you are going to motivate the people who are going to be responsible for the future of your company, you are going to have to link up with them-across formal lines of communication, on a person-to-person basis.

Treat your suppliers the way you treat your customers and they will repay you thousand times over in service, responsiveness, and loyalty.

The key to longevity is to understand the essential nature of your business, and don’t change it.



Put the most important people you know on that list of people to whom you drop notes. Yes, it’s lonely at the top, and the bigger they are, the more strokes they need.

Put your memory where your mouth is. If you want to impress people with how much you care, show them how much you remember.

Remembering doesn’t work. He who counts on his memory has a fool for a filling system.

As the world changes, one thing will remain constant: the relationships you develop over a lifetime.

In my entire career I have never once heard a successful person say he regretted putting time and energy into keeping his Rolodex file.

You don’t have to know everything, as long as you know people who know the things you don’t.

Ninety percent of the people that I share my philosophies with about organizing and using the Rolodex file will never put them into practice. They lack the necessary ingredient: discipline.

One of the greatest mistakes you can make in your career is being afraid to ask for help.

If I had to name the single characteristic shared by all truly successful people I’ve met in my life, I’d say it’s the ability to create and nurture a network of contacts.

The key to successful networking is knowing you can get your hands on the information you need about people when you need it. In other words, you have to give a piece of your mind to get peace of mind.

If you think it takes too much effort to keep up a Rolodex, it’s a lot less effort than it would take to replace the information later on.

Remember, we all start out in life with one thing in common: We all have the same amount of time. It’s just a matter of what we do with it.

Pale ink is better than the most retentive memory. If something is worth remembering, write it down.

Although I have trouble envisioning exactly what my business will be like ten years from now, I know that whatever I’m doing will be based on the contacts I’ve already made and those I’m making today.



‘Better late than never’ just isn’t true when it comes to customer service. My motto is: ‘Better never late.’

Good managers find ways to get the job done. Great managers find ways to make it fun.

If you want to double your success ratio, you have to double your failure ratio.

If everybody likes you, you might not be taking enough risks. Remember, nobody kicks a dead dog.

The greatest risk of success is that people think they know how they got there and that they can do it again.

It can be risky to pass your business on when you pass it on.

Guarantees? There are none in this life, but there are creative ways to better your chances.

When it’s time to say good-bye, make sure no one takes away your company as a going-away present.

Know what they expect and know what they don’t expect and fulfill them both.

Travel is the best education you can give your children. It’s also the best education you can give your employees—or yourself.

No matter how tough you are, you won’t make it through a brick walls. The trick is knowing when, and how to go around them.

One of the greatest human fears is asking for what we really want.

Selling is not the simple business of convincing someone to buy. It is the art of creating conditions by which the buyer convinces themselves.

You only get one chance to make a good first impression, and yours is in the hands of your receptionist.

Look around. It’s likely there are a few worthwhile people within a lap or two of you on the corporate running track. Rather than leaving them in the dust, take them with you. It will be a lot less lonely at the top.

The men and woman who make it big in business are the ones who are able to put together a team and know what to do.

The business world is a smaller world than you’d think. Always remember that the walls have ears.

All you have to do is ask. I’ll guarantee you, if you get enough no’s, you’re bound to get a few yes’s.

Winners surround themselves with other winners (and winners are not yes-men and go-fers).

All of us gather data about other people—especially people we want to influence. The only question is how well we understand it and what we do with it.

We all have to do things that we don’t particularly enjoy, but we do them to get to do the things we do enjoy.

I get all my best ideas from my customers, and you can, too.

It’s what happens after we think we’ve made it that separates the winners from the losers.

Dare to fix things before they break.

When customer says ‘no’ based on price, money is almost never the real reason.

It doesn’t matter if they say you can’t do it. It only matters if you say you can’t.

The successful people I know always have a carrot in front of them, slightly out of reach, no matter how many carrots they already have.


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