The Psychology of Shortcuts of Masters and
Millionaires:
Mankind's fastest shortcuts to success
As mentioned in
Masters, if you are NOT a master, or a millionaire, at SOME
human effort, there's distinct benefit in remembering why you have two ears & only one mouth. Clearly, they were designed to be used twice as much... just as the eyes should be used twice as much as the one mouth, correct? Many tens of thousands of living Masters and
Millionaires can attest to the value YOU receive from acting upon this powerful information. If you knew better, you'd do better.
If you knew it better, you'd do it better. These are the shortcuts of those who do.
Answer five simple questions in detail within 72 hours of now....IN WRITING... and you are unconditionally guaranteed to reap enormous impact on your life in days or, if you're really dumb, weeks.
President, or janitor, first-year student or Supreme Court Justice, housewife or household word: this program works for every human being who answers in detail. HUGE results at a highly accelerated pace. Hilga Crooks climbed Mt. Everest for the first time at the age of ninety!! That's not all, she went
bottom to top seven more times in the next eight years. She found a better place in life. She arrived at ninety and asked, "What can I do that's more exciting than listening to my arteries harden and await the death that is presented to every human?" She
reminds us of the middle-aged Grandma, raised in Milwaukee, living in Philadelphia until the divorce in her late 50's. Most women in such a position ask "Why me?" Mrs. Myerson decided to ask, "How can I help?" Moving to the African continent, she
worked on communes into her late sixties. For 397 months, I've read an average of thirty to firty books per month. Because of repeats, the total is probably under sixteen thousand books, plus encyclopedias, thousands of magazines, etc. Presumably, it's more than you and everyone you know all added up together have read, or at least a hundred college grads all added up together, and still quite a bit more. More influentially than all those great books, I've had the extraordinary good fortune to have personally interviewed and/or broken bread with more than five thousand exquisitely accomplished people, from Olympic Champions and thousands of upper corporate and institutional leaders, most of whom went from poverty or other challenges to fantastic success and/or wealth. People like John Leonis, CEO of Litton Industries (the world's largest manufacturer of surface naval warships and so much more); and the dignified Mr. Anton, NYSE Director, or the former Chairman of the Federal Reserve or CEO of Macy's and Zayle's Diamonds, and thousands of other true achievers. Without any doubt there are shortcuts that these inspiring top achievers use on a regular basis. This is how they accomplish more in one year than you do in twenty: they simply shut up and do more of what they already know. Thinking that you have to know more to do more is working the recipe forwards instead of backwards. If that sounds a bit twisted to you, your brain is not analytically trained. Doesn't matter a whit in terms of using the same shortcuts, because they work pretty close to one hundred percent of the time.
There's no doubt how you respond when a younger person comes to you and says, "I really respect and admire you, can you help me with__________________?" They studiously avoid any disagreement whatsoever. They are not
asking to the customer to buy the product so much as they are asking them to believe that the salesperson is presenting a value to the customer first, and the salesman second. A vital part of this is avoiding conflict. Agreeing, then resolving
together. 2) Every time they hear what
is called an objection, they do what half of all salespeople never ever do.* When they hear the objection, the first thing they do is agree with the objection. They then use the objection -- are you ready for this?-- as the specific reason why the
other person should say yes. It's a fantastic technique, and usually works at least once in the first three or four times you try it out. The phrase I've heard and used myself most often is, "Yes, sir, that's how I feel too, and that's why our solution
may have special appeal for you." Then, offer two solutions, and leave him or her with the choice of those two. Don't ask IF she wants, ask her WHICH she'd prefer. Please, stop being so smart;
you're outthinking yourself. Your hair just may stand up straight when you begin realizing the enormous impact you always get simply by asking more people more times each. It is the
single most powerful magic trick you can instantly use for faster, better results in any human effort, from brain surgery to politics, guitar or piano playing, raising children or bicycling, ad infinitum, which means never-ending, limited only by your
personal imagination. Measurable results.
Every human task fits this.
We can modify this definition, never eliminate it. Without a doubt, the single most important thing you can do in the next
sixty seconds is to state, out loud, your determination that you can and will be world-class at ____________. If you truly don't know what you'd pick from a genie granting you three wishes, or even just one wish, keep reading, by the time you're done the seed will be planted for you to water, and allow to germinate. It will
flower. You see, it's part of the human condition that everything we do from birth to death has only two causes: pain or pleasure. It is the motivation for every thought and act we commit to in life. Whatever it is you're doing, or thinking about doing,
is to avoid pain, or gain pleasure. For some people, even these two most primordial, basic functions get confused. If you're not too screwed up, there's still hope for you, provided you clam up and get busy on this day, before you next sleep. Fair
enough? It's common knowledge that more than a thousand lower and mid-level employees at Microsoft became millionaires because of Bill Gates' vision. Many thousands more made a million or more
dollars from stock in his company. Larry Ellison, at Oracle, and other men, have been credited with directly creating hundreds and hundreds of millionaires. In a nutshell, it's your turn. The
only true value I get is for you to close your mouth, open your eyes and ears - It's one of the most basic facets of science. Duplicate an action enough times, and you will assuredly duplicate the results of that action. The more you write, the more you make.
The more you write, the more you make. Even if you only use a fraction of what's in here, there are dozens of shortcuts that are as good as
tailor-made, just for you, in YOUR particular career field, whether you're a household word, or housewife, a Harrier jet pilot or a hooker, a typist or a tyrant: this is the best day to create a useful map, recipe, blueprint, because even more convincing
than my own use, or my students' successful use of these high-powered shortcuts: Name 1000 role models of this generation. Each of them uses most or all of these Shortcuts of masters and millionaires. They ALL begin in writing. With life, it's the smaller components we call "seconds." Just as we can take the light bulb, and add it to other items to be part of a truck,
the individual seconds of your life, and mine, and everyone who lives and breathes, those seconds become hours, days, weeks, months, and years. Add up all the items, and the total is called "My Life." It's broken down to smaller steps, correct? In any and every worthwhile thing you personally have ever accomplished, and repeated at will, it is exclusively because
What do these things have in common? They are written, and they are capable of
being measured by QUANTIFIABLE smaller steps. Period. If you don't know exactly where you're going, you'll probably end up somewhere else.
That's not rah-rah: if you don't know precisely where you're headed in ten years, it's unlikely that it'll be the place of your dreams. As long as your actions of today are the same as yesterday,
you're an ass if you believe you'll get any improvement in results tomorrow. Science tells us that such things can't happen... ...or at least that they haven't happened in the past few thousand years. Improve your actions today, you'll reap
fruit tomorrow.
Because they are the shortcuts and
techniques of our universal role models, literally thousands and thousands of masters and millionaires, and most of our 7,200,000 thousand millionaires, the power gems in these pages comprise the most guaranteed system of success on earth. They
are from what your Grandpa might call the horse's mouth. You can tolerate a quote from a beloved grandfather: "If you don't get it from the horse's mouth, maybe you're spending too much time at the wrong end of the horse."
Remember, these techniques and shortcuts are so powerful, so very quickly, that the people who use these 'magic tricks' cannot possibly fail; they can only stop their forward motion when you fail to practice them. You don't quit
because you failed. Without exception, you fail because you quit. Each and every one of them works quickly, and dramatically... ... mathematically and precisely in proportion to how much you use them.
Having shortcuts at your disposal are
useful only insofar as you remember that the word 'useful' means 'full of use." With persistence, these shortcuts produce astonishing results, quickly. We produced an average of about 10,000 new millionaires per week in America for 7 years.
Look at every single supersuccessful person in history. EVERY SINGLE ONE! They all have certain words or practices that are common to all of them.They fit what Grandpa called, "the horse's mouth. If at this moment you are not at the highest point of your
life that you ever dreamed you'd be, or enroute, be quiet. You can get it from the horse's mouth, or be accused of spending too much time at the wrong end of the horse. Get ready for quick results.
Although America currently boasts seven
MILLION and eight hundred thousand individual millionaires, more significant is the fact that approximately six million of these people aren't merely worth a million, they report annual incomes in excess of a million dollars! I have trouble visualizing
seven hundred thousand millionaires in one country; how can there be yet another ten GROUPS of seven hundred thousand people who are currently earning a million or more dollars per year?
When we're reminded that money is, at best, second or
third on the list of measurements for success, think of all the other joys available in life. You already believe that earning a million per year is much harder than, say, learning a new language, or getting along better with certain family members, or
harder than getting some passion back into your marriage or significant relationship. If many hundreds of thousands of living Americans can learn to earn a million or more per year WITHOUT A DIPLOMA, then how many "easier" tasks are there that you can
master? Of what use is it to you personally to know that more efficient use of resources you already possess will bring fast, powerful benefits...if you don't DO it?
What is YOUR reputation? Right now, hush up, and
answer: What was the last thing you did to earn the respect of your peers? _______________________ How long ago was it?
This is what your reputation is based upon. As the publisher of Who's Who Worldwide liked to say, "Yeah, but what have you done for me lately"?
Minutes from now, I propose that we ensure that we have the basic shape of the blueprint that will bring you from where you are right now, to a better place in this
life, whether you're 17 or 87. When we answer two questions in writing, we are leapfrogging
past the 90% of us who 'know what needs to be
done, I don't need it in writing.
It's the single biggest reason why they ARE the bottom 90%... ...but that's not you, right? YOU have a daily or weekly list of SIX THINGS I'M DOING NOW, right again? Please remind yourself in the
next few seconds that your actions tell us more than your mouth.
She was urged to run for office, and was first elected Prime Minister of Israel when she was 70! Mrs. Myerson, known as Golda Meir, found a better place in life, by asking better questions, and
persistently writing better answers down. Why be an aging divorcee waiting to die when there are things to be done, goals to pursue. Do you really think she went from being a middle-aged grandma with rolled-down pantyhose to first being elected to lead a
country at the age of 70 WITHOUT shortcuts? ... Hello? Just like Hilga Crooks, and so many other role models, she made more of what she already had by using the shortcuts of all our masters and millionaires.
You will too, in the next few
days, by simply closing your mouth, opening your ears, and following the shortcuts. Just do it with me, for ten simple minutes per day, no matter WHO you are, or what you do. You are about to embark on a mathematically unchanging, and therefore
deliciously repeatable journey of hearing the word "Yes" more often. Can it be any simpler?
One hundred percent means what it sounds like. For example, we know that self-made billionaires have said again and again that they get to be billionaires only by asking more people more times for what they want. This hasn't changed for wealthy people for thousands of years; it's not likely to change just because you choose to entertain a materially useless opinion that it won't work for you.
One hundred percent means that, if you write down the names of precisely one hundred people, organizations and agencies who MIGHT be able to help you out, and you then contact all one hundred, there is a one hundred percent likelihood that you will either have what it is you've asked them for, OR made more identifiable progress towards it
than in your whole life added up together!
We both know you have plenty of advice, plenty of suggestions, true? Well, why not ask yourself for a bit of help? That might even spur you to asking other people to help you get what you want, in which case you'll soon have that contract or lesson, job or skis... whatever it is that you keep asking for.
Again and again we all prove each day which end of the horse we're getting information from, hm? Please remember, America now has seven million millionaires. At Who's Who Worldwide, where my job was to interview the leaders of America, I realized that in order to interview every person in the top one percent of each field would mean interviewing more than two and half MILLION people who rank in the top one percent.
After thirty days of
interviewing a dozen or more per week, you get better at it, and you can have a dozen different millionaires on the phone in any given day. By the time six and eight and ten months have gone by, and you hear the same comments and shortcuts and techniques and
sentences being repeated in so many different conversations and interviews, you begin using them yourself, even as you think, "Yeah, yeah."
All of us learn best right up until we personally find ourselves learning guitar quickly, or piano, and how to interact with men worth hundreds
of millions of dollars... and how to get even them to say "Yes," and here comes the most important part: successfully encouraging them to say "YES!" more than half the time! Is your brain in next gear yet? Can you imagine you personally being able
to get top-level decisions makers, and even low- and mid-level decision makers, to say yes to you again and again and again?
Want to talk about shortcuts? Find a dozen and more people who are top, TOP-drawer 'closers,' men and women who
are paid fantastic sums because they are experts in getting people to say yes, and do nothing more than listen to them and record everything they say and do.
Prudential Insurance Company, with approximately 100 successful years in the past century, have formally studied top closers since 1917. One of their studies of salespeople, achieved in conjunction with Princeton University,
determined that in no less than 48% of all sales interviews, the salesperson leaves without ever asking for the sale.
That's the first place we can make an enormous difference in these next three to five days of your life. You commit to asking more people for help in getting what you want, by
simply asking each one of them more times.
Do you understand the simplicity of this? The only possible way that anyone can tell if you understand is by seeing you do it. Your worded opinion has no value until you have experience in that area... enough experience to earn a title such as beginner, intermediate, advanced, or expert.
You and ONLY you decide when you become a beginner, an intermediate, an advanced, then an expert, no matter what human effort you mention, from stacking dominoes to getting people to say yes. The single largest advance you will enjoy is based on who you're getting your information from.
Having read an average of one to three books per day for more than eleven thousand days, three sets of encyclopedias, fifteen thousand books, seven thousand Internet hours, and so much more, the defects of my personality are matched by the supreme performances of our universal role models, those who simply do it better. There is no possibility of refuting
the fast effectiveness of this greatest power shortcut ever known to man or woman.
Stop and consider: From the day you're born to the day you die, you never ever obtain or attain anything until you ask for it. Yes, or no? Whether you're asking yourself to squeeze out that one more pushup, or asking the girl at the counter for a quart of ice cream,or crying for your mother's nipple in infancy (hopefully not beyond), everything you ever get is the result of your asking for it.
That's why you asked your mom for that ice cream cone so many many times when you were
a child... ... and when she persisted in saying no, what did you do? You went to Daddy, of course, and/or Grandma, Grandpa, Sister, Broth... on those occasions that you wanted that ice cream badly enough to try tears, pouting, shouting, wheedling, you
persisted until you got it... and on those occasions that you did NOT want it badly enough to pout, shout, etc., you gave up after one, two, or three tries... ... and you didn't get the ice cream.
If you decided to use just one one=hundreth
of one percent more of your brain, you might consider doing so using this magical, fantastically effective shortcut and using it more beginning today, wouldn't you? Question is, WILL
you?
Not "Can You?"
WILL you?
In the next ten days, like every ten days of your life, you will be asking people (including yourself) for certain things. Should you bother to keep track, most people will say yes to you on the first try, especially salespeople, gas
station attendants, etc. When someone says no to you, find creative and different ways to ask that person no less than seven times. You will be astounded with your results. When you ask once and hear the word no, you might hear the old saw that claims that "No" does not mean "NO!" It means "Not yet." It means, "You have not yet given me enough reason to say yes.
An effective comparison is
found in sales. One of the longest studies done on top sales producers (Prudential Insurance's 87-year study, with help from Princeton University) found that roughly 48% of all sales calls end without the salesperson ever asking for the sale, for a variety of reasons. Yet with every one of the producers in the top ten percent,
they would take every single no they'd hear, and try to find out why they were hearing a no, so that they could ask again, a different way, resolving the concern of the buyer. Empirically speaking, those people who ask each person seven times will
generally hear up to four times as many yesses. This SuperShortcut is so simple that you glide past it every day. If you really think you know your math, think again. When you ask ten times you may hear "yes" one time in ten. When you ask forty times, you'll get as many as ten to fifteen "Yes" responses. It doesn't matter that it disagrees with the rules of math. What does matter is that hundreds and hundreds and more hundreds of the best closers and billionaires, champions and millionaires use this regularly to get what they want.
Hush up and ask more. It works fast, and will double your results in anything you wish... ... at a far, FAR higher rate of acceleration than you're
getting today.
Examining a recent Forbes Magazine list of the 400 richest people in America, a mind-grabbing 251 of them have been stone cold broke -- more than once!!
When you include the 6,800,000 Americans who are currently earning eighty thousand dollars per month or more, we find again and again that they simply ask more times for what they want. They ask more people, and they ask people more.
These incredible supershortcuts and techniques are brought from the mouths, the words, and deeds of thousands and thousands of extraordinarily successful people, using a broad, universally agreeable definition of success:
Let's put it out on the table and clarify why we are spending time together. If you're reading this, I've been paid with satisfaction. I've done my part, that's how you've come to do some of your part --- getting to this page,
this sentence.
I do want to be famous, as long as it's not in my lifetime. I've had a taste of minor celebrity, and didn't care for the blaring, glaring, obnoxiously intrusive spotlight. Even with the success of this endeavor you're now
reading, my identify remains shielded because this program is one of those rare ones: it's really not about me selling books or tapes, it's about you becoming a superstar in your life, whether or not anyone else knows it. That's up to you to decide.
I've read repeatedly where more than four thousand millionaires in the past century have directly credited Napoleon Hill for their becoming millionaires as a result of his unique "Think and Grow
Rich."
My most ardent personal goal is to have my work used as guidelines for superbly
effective shortcuts two and three hundred years from now. What can I tell you? I believe I'll observe it from somewhere beyond, hopefully what we call heaven.
It's impossible for these PowerGems and SuperShortcuts to fail. Only we can fail to
use them. Your mission, should you decide to accept it, is to take over as pilot of your ship. You're the boss. Stop delegating so much authority to people whose face you don't shave, to events you didn't shape.
Every time
you read something in these pages that strikes the "Aha!" chord inside you, jot it down!! Print it out. Put it on the wall and say it out loud five, ten, or a hundred times before you eat three more meals. Do it again
tomorrow. Take any one or more of these PowerGems and memorize them until the meaning of the words soaks all the way through. You'll understand more of the benefits even as quickly as a day or two.
Jot down those that seem
tailor-made for you to gain benefit. Please remember that the entire point of this book is for you to use shortcuts that produce results quicker than you're now obtaining.
Stop leaving it to other, lesser people to do. If you are not an acknowledged master or millionaire in your field, you have absolutely no right to a licit, valid opinion on how to do it successfully. There are people who pursue
their highest calling with passion, and there are people who do not. We already KNOW what you are.... because of whatever you've done on a day to day basis for years now. It is the final dividing line, the shortcut to understanding the most critical,
instantaneous forward motion toward supersuccess: those who know what to do, and those who shut up and do it.
Just like the thousands of Winners I've interviewed, and thousands more I've studied, your life is perfect proof of virtually every word in this
book. Stupid people are those who know exactly what to do; smart people are those who shut up and do it. Most people get only one life to live. Is it fair for us to say that you personally will probably only live one life? If you only have one of
something, don't you want to treat it differently than you do something you have many of? That life, just like a piece of bread or lightbulb, is made up of smaller components that are combined. With bread, it's the smaller components of flour, water, and
heat. With the light bulb, it's a piece of wire, a couple of supports, a wire band, glass.
Because we add different amounts of
different ingredients, the final product is also different. Since you or somebody else paid for this book, it makes sense to use it. In the next five minutes, let's draft out a proposed plan for your life. Yes, you. Five minutes. Write in the margins if
you have to. PUT IT ON PAPER. It is one of the most compelling of all the shortcuts of power: it must be written. Never mind what's in your head. Does no good until it's outside of your head, under your control. Write all over this book. For your sake.
Scribble ideas and wishes in the margins. USE IT!!
Everything important you ever do in your life you plan, from weddings and holidays to interstate travel. In minutes, we begin drafting a plan for the most important journey of all: YOUR
LIFE... day to day. Stop and think about it: ever been to a wedding? I would suppose that no less than 95% of all weddings go off wonderfully. Every wonder why? Think there might be a connection to the fact that the wedding or other affair was so
carefully planned? Even the color and folding of the napkins or type of lettering on the invitations to the honeymoon suite reservations, et alia: the event is planned, on paper.
Would you even dream of trying to make a three-day deadline to travel 1500 miles without a definite, clear, written plan, sometimes referred to as 'a map;' sometimes referred to as 'Give me the directions?" Of course not. You make the deadline
specifically because you know in advance just where you were going, you find out which road to take, and then you persist, even when you get lost, run out of gas, or suffer other obstacles. True, or not?
When you come to a red light, you stop
your car (hopefully). At that moment, your forward momentum has stopped. In fact, your trip has come, literally, to a halt. Do you end the trip? Do you turn around and go home? Well, before you sneer, stop and consider how many times in your life you may
have taken a first step, even a second, third, or ninth step towards doing or acquiring something, and suddenly your trip came to a halt. Proving once again that ninety-three percent of us are too stupid to act upon the knowledge that 100% of us possess,
you quit. Because you quit, you failed, not the other way around. Are we on the same page here? You did not quit because you failed doing it. No, you failed because you quit doing it. Let's change that today. I believe in you enough to take two years off
to folter 40,000-plus pages of research, for you to use.
Just get the recipe correct.
Like a corrected map or blueprint of your home, we work backwards, live forwards. You would not bake a cake without a specific, QUANTIFIED recipe. You would not dream of driving to another city without a map. You would not consider building
a house without a blueprint. How could you possibly think of treating your life as something not worthy of building, rather than just taking as it comes?
---- Precisely (meaning quantify precisely) what do I want?
---- What four smaller pieces can I break this into?
If
needed, go ahead and break it into five smaller pieces, or even 10 or 20 if you wish. Until you put it in writing, you're just a talker. Proof? Well, you SAY you understand the value of written planning for a wedding, a birthday party, a complicated
journey, the building of a house.... now we get to prove to the world that you understand that your life itself is the most important journey of your life, and that your life needs a map, too
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