Roy blurted out: "If you let me buy your house, somehow, I promise to pick you up one or two Sundays a month, bring you back here to your garden and let you sit here and stroll around it with me, like old times."
The old man smiled in wonder and love. The old man told Roy to write up whatever offer seemed fair and he'd sign it. Roy offered all he could afford. The purchase price was $300,000. The down payment was $3,000. The vendor took back a $297,000 first mortgage bearing interest at $500 a month. The old man was so happy that, as a present, he let Roy have all the antique furniture in the whole house, including a baby grand piano.
As amazed as Roy was at his incredible financial victory, the real winner was the happy old man and the relationship that the two of them shared.
Raymond L. Aaron
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18 Holes in His Mind
Major James Nesmeth had a dream of improving his golf gameand he developed a unique method of achieving his goal. Until he devised this method, he was just your average weekend golfer, shooting in the mid- to low-nineties. Then, for seven years, he completely quit the game. Never touched a club. Never set foot on a fairway.
Ironically, it was during this seven-year break from the game that Major Nesmeth came up with his amazingly effective technique for improving his gamea technique we can all learn from. In fact, the first time he set foot on a golf course after his hiatus from the game, he shot an astonishing 74! He had cut 20 strokes off his average without having swung a golf club in seven years! Unbelievable. Not only that, but his physical condition had actually deteriorated during those seven years.
What was Major Nesmeth's secret? Visualization.
You see, Major Nesmeth had spent those seven years as a prisoner of war in North Vietnam. During those seven years, he was imprisoned in a cage that was approximately four and one-half feet high and five feet long.
During almost the entire time he was imprisoned, he saw no one, talked to no one and experienced no
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physical activity. During the first few months he did virtually nothing but hope and pray for his release. Then he realized he had to find some way to occupy his mind or he would lose his sanity and probably his life. That's when he learned to visualize.
In his mind, he selected his favorite golf course and started playing golf. Every day, he played a full 18 holes at the imaginary country club of his dreams. He experienced everything to the last detail. He saw himself dressed in his golfing clothes. He smelled the fragrance of the trees and the freshly trimmed grass. He experienced different weather conditionswindy spring days, overcast winter days, and sunny summer mornings. In his imagination, every detail of the tee, the individual blades of grass, the trees, the singing birds, the scampering squirrels and the lay of the course became totally real.
He felt the grip of the club in his hands. He instructed himself as he practiced smoothing out his down-swing and the follow-through on his shot. Then he watched the ball are down the exact center of the fairway, bounce a couple of times and roll to the exact spot he had selected, all in his mind.
In the real world, he was in no hurry. He had no place to go. So in his mind he took every step on his way to the ball, just as if he were physically on the course. It took him just as long in imaginary time to play 18 holes as it would have taken in reality. Not a detail was omitted. Not once did he ever miss a shot, never a hook or a slice, never a missed putt.
Seven days a week. Four hours a day. Eighteen holes. Seven years. Twenty strokes off. Shot a 74.
Author Unknown
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Keep Your Goals in Sight
When she looked ahead, Florence Chadwick saw nothing but a solid wall of fog. Her body was numb. She had been swimming for nearly sixteen hours.
Already she was the first woman to swim the English Channel in both directions. Now, at age 34, her goal was to become the first woman to swim from Catalina Island to the California coast.
On that Fourth of July morning in 1952, the sea was like an ice bath and the fog was so dense she could hardly see her support boats. Sharks cruised toward her lone figure, only to be driven away by rifle shots. Against the frigid grip of the sea, she struggled onhour after hourwhile millions watched on national television.
Alongside Florence in one of the boats, her mother and her trainer offered encouragement. They told her it wasn't much farther. But all she could see was fog. They urged her not to quit. She never had . . . until then. With only a half mile to go, she asked to be pulled out.
Still thawing her chilled body several hours later, she told a reporter, ''Look, I'm not excusing myself, but if I could have seen land I might have made it." It was not fatigue or even the cold water that defeated her. It was the fog. She was unable to see her goal.
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Two months later, she tried again. This time, despite the same dense fog, she swam with her faith intact and her goal clearly pictured in her mind. She knew that somewhere behind that fog was land and this time she made it! Florence Chadwick became the first woman to swim the Catalina Channel, eclipsing the men's record by two hours!
Author Unknown
Submitted by Michele Borba
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The Cowboy's Story
When I started my telecommunications company, I knew I was going to need salespeople to help me expand the business. I put the word out that I was looking for qualified salespeople and began the interviewing process. The salesperson I had in mind was experienced in the telemarketing communications industry, knew the local market, had experience with the various types of systems available, had a professional demeanor and was a self-starter. I had very little time to train a person, so it was important that the salesperson I hired could "hit the ground running."
During the tiresome process of interviewing prospective salespeople, into my office walked a cowboy. I knew he was a cowboy by the way he was dressed. He had on corduroy pants and a corduroy jacket that didn't match the pants; a short-sleeved snap-button shirt; a tie that came about halfway down his chest with a knot bigger than my fist; cowboy boots; and a baseball cap. You can imagine what I was thinking: "Not what I had in mind for my new company." He sat down in front of my desk, took off his cap and said, "Mister, I'd just shore appreciate a chance to be a success in the telephone biness." And that's just how he said it, too: biness.
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I was trying to figure out a way to tell this fellow, without being too blunt, that he just wasn't what I had in mind at all. I asked him about his background. He said he had a degree in agriculture from Oklahoma State University and that he had been a ranch hand in Bartlesville, Oklahoma, for the past few years during the summers. He announced that was all over now, he was ready to be a success in "biness," and he would just "shore appreciate a chance."
We continued to talk. He was so focused on success and how he would "shore appreciate a chance" that I decided to give him a chance. I told him that I would spend two days with him. In those two days I would teach him everything I thought he needed to know to sell one type of very small telephone system. At the end of those two days he would be on his own. He asked me how much money I thought he could make.
I told him, "Looking like you look and knowing what you know, the best you can do is about $1,000 per month." I went on to explain that the average commission on the small telephone systems he would be selling was approximately $250 per system. I told him if he would see 100 prospects per month, that he would sell four of those prospects a telephone system. Selling four telephone systems would give him $1,000. I hired him on straight commission with no base salary.
He said that sounded great to him because the most he had ever made was $400 per month as a ranch hand and he was ready to make some money. The next morning, I sat him down to cram as much of the telephone "biness" I could into a 22-year-old cowboy with no business experience, no telephone experience and no sales experience. He looked like anything but a professional salesperson in the tele
communications business. In fact, he had none of the qualities I was
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looking for in an employee, except one: He had an incredible focus on being a success.
At the end of two days of training, Cowboy (that's what I called him then, and still do) went to his cubicle. He took out a sheet of paper and wrote down four things:
1. I will be a success in business.
2. I will see 100 people per month.
3. I will sell four telephone systems per month.
4. I will make $1,000 per month.
He placed this sheet of paper on the cubicle wall in front of him and started to work.
At the end of the first month, he hadn't sold four telephone systems. However, at the end of his first ten days, he had sold seven telephone systems.
At the end of his first year, Cowboy hadn't earned $12,000 in commissions. Instead, he had earned over $60,000 in commissions.
He was indeed amazing. One day, he walked into my office with a contract and payment on a telephone system. I asked him how he had sold this one. He said, "I just told her, 'Ma'am, if it don't do nothing but ring and you answer it, it's a heck of a lot prettier than that one you got.' She bought it."
The woman wrote him a check in full for the telephone system, but Cowboy wasn't really sure I would take a check, so he drove her to the bank and had her get cash to pay for the system. He carried thousand-dollar bills into my office and said, "Larry, did I do good?" I assured him that he did good!
After three years, he owned half of my company. At the end of another year, he owned three other companies. At that time we separated as business partners. He was driving a $32,000 black pickup truck. He was wearing $600 cowboy-cut suits, $500 cowboy
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boots and a three-carat horseshoe-shaped diamond ring. He had become a success in "biness."
What made Cowboy a success? Was it because he was a hard worker? That helped. Was it because he was smarter than everyone else? No. He knew nothing about the telephone business when he started. So what was it? I believe it was because he knew the Ya Gotta's for Success:
He was focused on success. He knew that's what he wanted and he went after it.
He took responsibility. He took responsibility for where he was, who he was and what he was (a ranch hand). Then he took action to make it different.
He made a decision to leave the ranch in Bartlesville, Oklahoma, and to look for opportunities to become a success.
He changed. There was no way that he could keep doing the things that he had been doing and receive different results. And he was willing to do what was necessary to make success happen for him.
He had vision and goals. He saw himself as a success. He also had written down specific goals. He wrote down the four items that he intended to accomplish and put them on the wall in front of him. He saw those goals every day and focused on their accomplishment.
He put action to his goals and stayed with it even when it got tough. It wasn't always easy for him. He experienced slumps like everyone does. He got more doors slammed in his face and telephones in his ear than any salesperson I have ever known. But he never let it stop him. He kept on going.
He asked. Boy, did he ask! First he asked me for a chance, then he asked nearly all the people he came across if they wanted to buy a telephone system from him. And his asking paid off. As he likes to put it,
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"Even a blind hog finds an acorn every once in a while." That simply means that if you ask enough, eventually someone will say yes.
He cared. He cared about me and his customers. He discovered that when he cared more about taking care of his customers than he cared about taking care of himself, it wasn't long before he didn't have to worry about taking care of himself.
Most of all, Cowboy started every day as a winner! He hit the front door expecting something good to happen. He believed that things were going to go his way regardless of what happened. He had no expectation of failure, only an expectation of success. And I've found that when you expect success and take action on that expectation, you almost always get success.
Cowboy has made millions of dollars. He has also lost it all, only to get it all back again. In his life as in mine, it has been that once you know and practice the principles of success, they will work for you again and again.
He can also be an inspiration to you. He is proof that it's not environment or education or technical skills and ability that make you a success. He proves that it takes more: It takes the principles we so often overlook or take for granted. These are the principles of the Ya Gotta's for Success.
Larry Winget
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Why Wait? . . . Just Do it!
The big question is whether you are going to be able to say a hearty yes to your adventure.
Joseph Campbell
My father told me that God must surely have a reason for me being the way I am today. I'm beginning to believe it.
I was the kind of kid that things always worked out for. I grew up in Laguna Beach, California, and I loved surfing and sports. But at a time when most kids my age thought only of TV and the beach, I started thinking of ways I could become more independent, see the country and plan my future.
I began working at the age of 10. By the time I was 15, I worked between one to three jobs after school. I made enough money to buy a new motorcycle. I didn't even know how to ride it. But after paying cash for the bike and one year's worth of full insurance coverage, I went to parking lots and learned to ride it. After 15 minutes of figure eights, I rode home. I was 15 1/2, had just received my driver's permit and had bought a new motorcycle. It changed my life.
I wasn't one of those just-for-fun-weekend riders. I loved to ride. Every spare minute of every day, every chance I got, I averaged 100 miles a day on top of that
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bike. Sunsets and sunrises looked prettier when I enjoyed them from a winding mountain road. Even now, I can close my eyes and still feel the bike naturally beneath me, so naturally that it was a more familiar feeling than walking. As I rode, the cool wind gave me a feeling of total relaxation. While I explored the open road outside, inside I was dreaming about what I wanted my life to be.
Two years and five new motorcycles later, I ran out of roads in California. I read motorcycle magazines every night and one night, a BMW motorcycle ad caught my eye. It showed a muddy motorcycle with a duffel bag on the back parked on the side of a dirt road in front of a large "Welcome to Alaska" sign. One year later, I took a photograph of an even muddier motorcycle in front of that exact same sign. Yes, it was me! At 17 years old I made it to Alaska alone with my bike, conquering over 1,000 miles of dirt highway.
Prior to departing for my seven-week, 17,000-mile camping adventure, my friends said that I was crazy. My parents said that I should wait. Crazy? Wait? For what? Since I was a kid, I had dreamed about going across America on a motorcycle. Something strong inside of me told me that if I didn't go on this trip now, I never would. Besides, when would I have the time? I would be starting college on a scholarship very soon, then a career, perhaps even a family some day. I didn't know if it was just to satisfy me or if in my mind I felt it would somehow transform me from a boy to a man. But what I did know was that for that summer, I was going on the adventure of a lifetime.
I quit all of my jobs and because I was only 17 I had my mother write a letter stating that I had her permission to go on this trip. With $1,400 in my pocket, two duffel bags, a shoe box full of maps strapped to the back of my motorcycle, a pen flashlight for
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protection and a lot of enthusiasm, I left for Alaska and the East Coast.