"The overriding factor in most 'success' and 'how to' books is that if a person has a positive attitude and works long hours, he will succeed. The approaches of these authors often border on mysticism."
-- Work as long as it takes to do the job right, and while you work, think of ways to do it faster
A positive mental attitude will get you nowhere unless you have the ammo to back it up.
Ammo: 1. Be prepared
2. Understand the realities of what it takes to succeed
3. Be good at the techniques
"The THEORY OF SUSTENANCE OF A POSITIVE ATTITUDE THROUGH THE ASSUMPTION OF A NEGATIVE RESULT"
-- aka the "You're fucked, but hey, go for it" theory
Working hard varies from person to person.
-- Measure how hard you're working by how hard others work -- and by the time it takes you to achieve your results.
Working long hours will push you to a point of diminishing returns.
-- Watch for it when it's unavoidable.
THEORY OF REALITY: Reality isn't the way you wish things to be, nor the way they appear to be, but the way they actually are. Acknowledge reality and use it to your benefit or it will automatically work against you.
"I become, through experience, more and more of a hard-nosed realist."
Without exception, everyone defines honesty to suit themselves. You will never see a man who admits to being dishonest.
THEORY OF RELEVANCE: Know what's relevant, and don't involve your time or assets in anything else.
What's relevant to me: money, power, knowledge, time, lifestyle, friends - once I'm secure in those, I'll advance in the relevance hierarchy to civics, humanities, and love.
The more a person tries to discourage you from entering their field, the more insecure they are.
It doesn't matter how fast you are out of the starting blocks - just where you are when the game is over.
-- I have speed, now for stability.
Don't be intimidated by people who know things.
- instead, use them, and learn everything you can
There are three types of cads:
Type 1 - lets you know he's after what you have.
Type 2 - says he's not after what you have, then rushes
Type 3 - isn't after what you have until something changes within him
Earn while you learn.
There is no such thing as benefit of the doubt. You block their paths of retreat and then you "negotiate".
-- that Hoover file idea is a good one (a file documenting verbal interactions with people)
No matter how certain a seller claims to be about the price they name, they're either high-balling or will weaken when a serious buyer comes into the picture.
-- There are two obvious exceptions to this rule: people truly deluded about values, and people truly knowledgeable about them.
Anyone who talks about honesty and integrity one-on-one is probably smokescreening for future misconduct.
"blah blah, value of honesty"
Me: "Oh, I'd better watch out for you then." *laugh*
Leapfrog theory: You have no moral obligation to work your way up through the ranks.
-- Dilbert: Business is a reincarnation model
Theory of Intimidation: The results a person obtains is inversely proportional to how intimidated they are.
Posture Theory: It's not what you say as much as how you say it.
Wealth brings power. Image brings the appearance of power.
Use Certified Mail for any communications between yourself and untrustworthy people.
The five selling steps:
1. Have a product
2. Have a market for your product
3. Implement a marketing method
4. Close the sale - get them to sign.
5. Follow up -- and get paid.
If the other person has to ask who you are, forget about intimidating them.
Owners are so unrealistic when it comes to vacancy factors, replacement costs, and expense items that aren't readily ascertainable that you can usually consider their projections to be meaningless.
Don't mention "selling"; mention "do something with" or possibly "trade", words people haven't built resistances to.
People with no guidelines aren't serious: people with guidelines are.
People who aren't serious will dwell on 'secondary considerations'.
Strike while the iron is hot. Don't dick around.
Boy-Girl theory: everyone wants what's hard to get.
Better Deal theory: When faced with a deal, people will always worry that there's a better deal out there.
-- How to beat the Better Dealers - rush them to the "put up or shut up" point.
Get people to call in with info rather than mail it, or have them Air Mail Special Delivery things.
Attorneys are not subject to intimidation because they're taught during law school that they're the top faces on the totem pole.
-- Anyone who's been told they're exceptional in their field will feel this way.
-- To beat them, either beat them at their own game (if you can) or get them playing your game.
The best bluffs engage the ability not to bluff. This takes wealth or guts.
"I will" is much stronger than "I can".
"In business each guy 'grabs his best hold' and goes from there; anything else is baloney."
To an employer, you are only an asset until the work is done - after that, you become an expense. Do not let yourself be an expense that can be reduced.
Watch out for people who are "dumb as foxes".
In order to take the proper action regarding anything, you must be sure of what that "thing" is. The cure for the common cold won't help much against the mumps.
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