Prosperity Practitioners

Prosperity Practitioners

By Jim “Gymbeaux” Brown, February 27, 2017

Have you ever heard of or listen to or read and of the works of people like Zig Ziglar, Jim Rohn, Tony Robbins, Jon Gordon, Joe Tye, Kieran Revell, Michael Dunn, Dr. Tom Hill, Connie Podesta, Andy Andrews, Jeffrey Gitomer, Dr. John Maxwell, Earl Nightingale; the list is endless.  These people teach through their presentations and writings that the individual has within him or her the ability to attain all that the individual desires provided they remain focused on their goals and desires instead of what they do NOT want in their lives.  In a sense, they are all “prosperity practitioners.”

Why do I say that?  I have been reading the many works of Orison Swett Marden who wrote in the late 1800s and early 1900s about the life and times of that period of history.  Shockingly he writes about environments and personal attitudes that exist today that existed then.  He writes about how vitally important a person’s mind is in obtaining all that the person wants to achieve and that failure to remain focused on the goals, objectives, or dreams and failing to take decisive action will ultimately lead to failure to achieve those goals, objectives, or dreams. 

Consider what Marden wrote in his book The Victorious Attitude in 1916:

“The time is not far away when we shall have prosperity practitioners who will make a specialty of teaching people how to free their minds from thoughts that produce poverty by replacing them with their opposites, thus constantly enlarging the mental power of attraction until the mind becomes a powerful magnet, ever attracting prosperity.”

Who teaches our children?  Parents?  Elementary School Teachers?  Middle and Senior School Teachers?  College Professors?  Pastors, Priests, Rabbis and other religious professionals?  Obviously all of them.  The question should be; who teaches our kids the value of their thought processes?  The value of the mental pictures they form of their everyday lives and more importantly the mental picture they create of their future lives.  In his book, The E-Myth Revisited, Michael Gerber asks the question, what will your business look like when it is finished?  (The book is an excellent read for anyone in business and I highly recommend it.).  Gerber’s question is a GREAT QUESTION! 

A slight deviation of that same question should be answered by every individual; the question?  What will your life look like when IT is FINISHED?  What chapters will you have written before the final chapter has been written and the book is closed on your life?  Who have you met?  What have you done?  What have you created?  What have you achieved?  What will you leave as a legacy for your families and others to read and follow?  Will it be worth following?

There is a great book The Dash: Making a Difference with Your Life from Beginning to End, by Linda Ellis and Mac Anderson where they describe the hidden meaning of the “dash” between the dates that you see on the tombs of the fallen.  Date born – (Dash) – Date Died.  It is the DASH that contains ALL that happened in between those two dates.  Also included in that “dash” is the HOW it all happened.

If and when you read The Victorious Attitude by Marden, and I sincerely hope you read it, you will discover that YOU are the ONLY PERSON that dictates what YOUR DASH will contain once the book on your life is closed.  He describes exactly what YOU MUST DO to create the life YOU WANT.  No other person can or will create that life for you.  It all begins with how you think and what you think and then how you act upon what you have thought.  As Henry Ford so famously said,  “If you think you can do a thing or think you can't do a thing, you're right!” 

With that thought, if you truly CAN think you CAN do something or you CAN truly think you CANNOT do it, why would you ever think you CANNOT do the very thing you so desire to do or accomplish?  Why?  More importantly, if your future can be created by your thoughts, why would you INTENTIONALLY set the bar so low when it is within your mental powers to set the bar at whatever level you desire?

I have come to believe that all the great books and thoughts about how to achieve success, however you define your level of success, written by so many great men and women, they all started with the words and concepts contained in Marden’s books such as The Victorious Attitude published in 1916.

Think about the book that Marden did not write – The Participation Attitude.  No he wrote about the VICTORIOUS ATTITUDE.  Winning has taken on a different meaning of late, almost as if only winners (the New England Patriots) can win and not everyone can be a winner (the Cleveland Browns); I had to say that.  If you truly believe that, then why try?  Why make the attempt?

The path you could take to achieve success was written for you in 1916.  The only reason that people like you and me may not have reached our desired achievements may be because we have never been taught how to achieve them OR we simply did not pay attention to what we were taught OR we did not believe what others have taught us.  Which is it?  For me, it was not until I was in my mid 40s before I heard of any such teachings and my learning was TOTALLY ACCIDENTAL!  That is criminal given that this information has been around since the 1890s.  I went through all 12 years of public education, 2 years of college, and 20 years of military training and not one person ever put forth the concept that each and every one of us controls our own futures by what we think our futures should look like.  Not one!  Nor did I hear it from my parents.  Why was that?  Because they were not taught the power of our own thoughts and therefore were not in a position to advance the teachings like Marden’s or anyone else’s.

For everyone who reads this Nugget you can no longer make the excuse that your children do not know because you were unaware.  Read The Victorious Attitude or any of Marden’s books and you will know exactly what kind of information, encouragement and actions you should be providing to your children as I should have mine.  There is an ancient proverb, “you can bring a horse to water but you can’t make him drink” and it certainly applies.  You can make people aware of the path to success but you certainly can make them take it.  I only wish that I would have unfolded the mental map to success at the earliest of my children’s ages had I known then what I know now.  The sky is truly the limit! 

Every person should be “prosperity practitioners” whether we are talking about teaching our children or teaching our employees.  “If you think you can do a thing or think you can't do a thing, you're right!”  So why would you think you can’t?  Why would you ever want you children or employees not to know that they can?

The Winning Recipe for Success 

• Add in serious consideration as to what you want your lifetime goal to be
• Blend in 100% of your focus and belief
• Thoroughly beat in 100% of your actions
• Carefully remove those particles of doubt and discouragement
• Periodically check for benchmarks of accomplishments
• Let simmer over a lifetime
• Result – your life’s goal achieved! (*) 

(*)Warning, it is quite possible that this recipe may result in a life’s goal being achieved long before the book on your life has been written in which case it is highly recommended you create a new life’s goal or mission and follow the same recipe.

He Went To Jareds

He Went To Jareds; AND Plays a Titleist!

By Jim “Gymbeaux” Brown, February 22, 2017

I just read a most remarkable book, Selling Things by Orisin Swett Marden  https://www.amazon.com/Selling-Things-Timeless-Wisdom-Collection-ebook/dp/B00FO6WUA8/ref=sr_1_1?ie=UTF8&qid=1487778450&sr=8-1&keywords=Marden+selling+things.  The book was written in 1916 (you can purchase it for just 99 Cents as a Kindle version on Amazon.com).  I have read over 1000 books and articles on sales and motivation and was shocked to read the words and passages in this book that I have seen entire books written on.  One such example was how Marden described the effort put into making water boil at 212 degrees and how so many salespeople work and work and get their “water” to 211 or less and then wonder why their sales career has stalled; when it would take but one more degree of effort to get the water boiling; thus creating steam that could drive huge locomotives.  Sound familiar?  Remember this was written in 1916.

Chapter 20 of Marden’s book, titled A Salesman’s Clothes struck a chord with me when he wrote, “The consciousness of being well and fittingly dressed has a magic power in unlocking the tongue and increasing the power of expression.”  He continued, “In differentiating the essentials of success in selling,” a specialty expert said, “I find that when I am in prime condition physically, and am well dressed, so that I do not have to think about myself or my clothing, I can put up a much better canvass, because I can concentrate on my mind with greater force.”

In a letter to his home office, a rising young sales man wrote, “To me there is a great mystery in the influence of good clothes.  Somehow I think more of myself when I am conscious that I am well groomed, well dressed, and I can approach people with much more confidence.”

This got me thinking about of all things the game of golf, especially the word “confidence.”  Why you might ask?  It is because of the golf ball used in the game of golf.

I asked a good friend, an exceptional golfer and a Professional Golf Professional what kind of golf ball he played?  He said, “Whatever I find.”  That means that as he plays a round of golf, he typically finds golf balls that other players have lost and those are the golf balls he uses to play his game.  Not quite the answer I was expecting.

How many different kinds and/or brands of golf balls are there; hundreds if not thousands.  One brand, let’s use Titleist, has several models all using the Titleist name.  Same with Nike, Callaway, Wilson and the list goes on.

The critical differentiation is whether the player is an amateur or a professional golfer.  Does it make a difference what type of golf ball an amateur golfer uses?  I sincerely doubt it.  A golf ball is designed using science to exact from the golf ball the maximum spin, distance and control that a professional golfer can impact upon the golf ball and from that the professional golfer expects a certain degree of accuracy not just from the golfer’s personal skill level but also from the equipment he or she uses PLUS the physical qualities of the golf ball.  To a professional golfer it makes a difference what type and manufacturer golf ball he or she uses.  It could and does mean money in their bank accounts; it is that crucial.

To an amateur golfer I seriously doubt it makes much of a difference what type or model golf ball he or she uses, it just isn’t that critical; the quality of their swing and game is what makes the difference.  Amateurs, except for the occasional side wage, do not play for money as professionals do.  Amateurs rarely actually practice their golf game, certainly not like professionals and it shows in their results or lack thereof.

What does matter to both amateur and professional golfers is what they are visually looking at as they get ready to hit their golf balls.  A great many Amateurs actually do play whatever they can find or whatever someone gave them as a gift.  So when they look down at their golf ball in preparation for the next shot, they may be looking at a shiny new white/yellow/pink golf ball or more likely they are looking down at a scuffed up white golf ball that someone may have been using for quite some time.  A golf professional would never do such a thing.  A professional would be always looking at a brand new golf ball in mint condition; top-of-the-line.

Does it really matter if a golf ball is brand new and in mint condition for it to perform at its maximum capability?  Not really.  But the perception is that it does matter.  That is why professionals change out the ball they use quite regularly just like collegiate and major league baseball teams change out the baseballs they use once they are hit by a batter or even if the ball hits the ground and picks up some dirt marks.  As Spock from Star Trek would say, “It is illogical!”  But is it?

From my own experience I have learned that when you look down at a dirty, scuffed up golf ball as you prepare to hit it, there is a section of your subconscious mind that is reminding you that it is okay if you lose this golf ball or hit it into the water to be lost forever because it is dirty, it is scuffed up, it has been used, and you paid little or nothing for it.  Therefore it really doesn’t matter what kind of golf shot you hit.  Another side of both your conscious mind and your subconscious mind is forever telling you that you want to and expect to hit nothing but good golf shots and that equates to shooting a good round of golf.  How can you have it both ways?  On one hand it is okay to hit dirty, scuffed, previously used golf balls because the ball may be lost while on the other hand you expect to do well and NOT lose the golf balls you use.  My advice would be to remove that one measure of doubt from your mind and hit a new golf ball.  True you may not weigh the cost of a new ball versus the minimal cost if any of using a previously used golf ball.  It really comes down to creating a degree of confidence, there’s that word, in your own ability to get the job done whether it is golf, sales or painting a house.  What will give you the best chance of succeeding?  Having confidence is HUGE!  Practicing before you attempt something is also huge!

I have also learned that to excel in any sport or actually any endeavor like sales, you must remove as many variables as possible and that will increase your chance of succeeding in whatever you are attempting to do.  If you have the right tools, the right training, the right words to use, if you dress for success and you have the right attitude, the world is just waiting to witness your success.  It is like a six-shot revolver.  You have weapons (tools) in the form of 6 bullets you can use to hit your target.  If you remove just one, you reduce the likelihood of hitting your target by almost 17 percent.  Obviously going into a golf game or a sale, a battle would be a very different situation with different potential outcomes but the point is that you want all the ammunition you have available to you no matter what you are attempting to do; you want a full chamber of shells.  You may discover it only takes one but you want all 6 nonetheless.  Why would you not want them all?  Anything less than a full chamber of shells is foolishness.  It would be like playing cards with the Aces removed from the deck.

If you watch any of the Professional Golf Tournaments you will see golf ball advertisements for Titleist Golf Balls.  There are typically 144 golfers at any given event.  Titleist is the predominant golf ball used by these professionals to where Titleist can make the claim that of the 144 starters, 130 or some other number use a Titleist Golf Ball.  That is impressive!  Why so many?  Three reasons.  First, Titleist, like all golf ball manufacturers, spends a lot of money on research to create a golf ball that will produce the expected results professionals seek to achieve.  Secondly, there is safety in numbers.  When so many use one type of golf ball, others “believe” there is a valid reason and they too should be using the same ball/equipment.  Third, Titleist has been very successful promoting the fact or belief that “they are the best” and as such, Titleist enjoys a very profitable relationship with Professional (and Amateur) golf.  As such they have the money (profits) to spend to promote their products and that INCLUDES paying professional golfers (sponsorships) to use their golf balls and wear their logo clothing.  It is a process that feeds itself to become even more successful.

So what can sales people learn from this process?

• Image matters
• Practice pays
• Dress the part, look the part, and play the part
• Don’t settle for scuffed up equipment, image matters consciously and subconsciously

But there is more, a lot more, at least in my opinion.  Most professional golfers can be seen throughout a televised golf tournament wearing the Titleist Brand Golf Hat.  So if 130 out of 144 golfers are wearing Titleist hats, the entire world is very conscious of that fact.  That sells more Titleist golf balls does it not or at least it creates the desire to play what the pros play does it not?  It does and you know it does.  It is very much like what happened within the jewelry industry.  Who ever heard of the jewelry company Jared several years ago?  But then something remarkable happened.  “He went to Jared’s!”  That is all it took for the industry to completely turn around and Jared became the “go to” jewelry store of choice.  Who did not want a gift box that read “Jared’s” on it?  Who did not want a golf hat or golf ball that read Titleist?

So to all my fellow sales people I must ask the question, if branding is so vitally important in sales and we all know it is, why have so few sales people not taken advantage of their company name like a Titleist or a Jared has?  When was the last time you saw any salesperson outside of the service industries like plumbing, carpentry, electricians wearing their company colors and logos on sales calls?  If you believe as I do that you MUST have the best tools available to you, would you not be working at the best company for that to happen?  IF you ARE working at the best company, why are you not promoting that fact just like golfers promote Titleist and husbands around the country want that box that reads Jared’s?  It makes a difference!  Why are you not using it to your advantage?  I have been in sales for over 33 years and this one discrepancy has befuddled me for all of those 33 years.

Why do people want to be seen driving a Lexus?  A Cadillac?  A Lincoln?  Why do people want to be seen wearing a Rolex watch?  Why do people want to be seen wearing a Titleist hat or giving a gift in a Jared’s box?  They want people to know they have chosen products perceived to be the best.  Who wants second best?  Do you think you customers want second best?

Want more reasons to wear your company colors/logos?

• Items are tax deductible
• Cleaning of the items is tax deductible
• You don’t have to have an endless wardrobe of clothing to choose from to “look different” every day none of which would be tax deductible without the logos
• You are creating visual images of you and what you are selling – you are advertising
• Advertising and Marketing create sales
• Sales creates income
• Income puts food on the table
• Food provides nourishment and energy to make more income
• Income pays the bills!!!!!

If you do not have enough pride and belief that you are working for the best company and selling the best product or service that meets YOUR CUSTOMERS desires and needs, maybe it is time to change companies, change products and/or change the service you are attempting to sell.  The easiest way to resolve that issue is with a question: 

Would YOU buy the product or service you are selling with the understanding it is or should be in YOUR best interest to do so?

If not?  What are you doing to change the premise?

What’s in YOUR golf bag?

Sales Tip:

If you can obtain a Jared’s jewelry box large enough to hold a golf ball (you may have to buy something to do so), you have a priceless sales tool.  Early in your sales presentation, pull out the Jared’s box.  That would get people’s attention.  Explain how people “go to Jared’s” for perceivably the “best” jewelry on the planet.  Open the box and show them the Titleist Golf Ball, preferably a Pro-V1 (top-of-the-line model).  Explain how the best professional golfers use the best golf ball to win.  Then explain how when they, the customer, chooses you, the product you sell and/or the service you provide, they are choosing the best in the best and ask them why they would ever expect anything less to meet their desires and goals.  PRICELESS!

Did you notice?  Branding? 

• Titelist – golf ball
• Jared – jewelry
• “What in your golf bag?” spin off on the Capital One Credit Card Ad
• Priceless!  Mastercard

What are you doing to capitalize on the tools you have available to you?