A Gem from Napoleon Hill

"You have a brain and mind of your own. USE IT, and reach your
own decisions. If you need facts or information from other
people, to enable you to reach decisions, as you probably will in
many instances; acquire these facts or secure the information
you need quietly, without disclosing your purpose.
It is characteristic of people who have but a smattering or a
veneer of knowledge to try to give the impression that they have
much knowledge. Such people generally do TOO MUCH talking,
and TOO LITTLE listening. Keep your eyes and ears wide open
and your mouth CLOSED, if you wish to acquire the habit
of prompt DECISION. Those who talk too much do little else.
If you talk more than you listen, you not only deprive yourself
of many opportunities to accumulate useful knowledge, but
you also disclose your PLANS and PURPOSES to people who
will take great delight in defeating you, because they envy
you. "

"Remember, also, that every time you open your mouth in the
presence of a person who has an abundance of knowledge, you
display to that person, your exact stock of knowledge, or your
LACK of it!"

"Genuine wisdom is usually conspicuous through modesty and
silence."

Nothing Happens Until Something Moves

I realize that the biggest mistake I make is OVERTHINKING everything. That seemed important when I practiced medicine, but it is a huge mistake in marketing. Until you actually DO SOMETHING, nothing happens. Few mistakes and few omissions are fatal to you business. A few mistakes will slow things down for a short time, but DOING NOTHING and just planning will keep you business at a standstill until you break out of your planning.

Consider a runner at the Olympics. The start is very important. If the runner does not get into motion as soon after the gun as possible, she will have to catch up before taking any lead. ANY start is better than waiting. Take action, make some mistakes and your and I will get to our goals instead of watching other people win.

What to say when they ask, "How much do YOU make?"

How well your prospect will do does not depend
on how well you are doing. Of course you can
have a positive effect on their success by inspiring
and guiding him or her.

Experience has shown that what follows is
a good way to answer when a prospect asks
you how much money you make in your business.

Tell them that what you make at any moment
is not a factor in their success. The answer might
inspire them, but the answer is not important to
their success. Ask them how much they want to
earn and what other benefits they hope for. Ask
if they believe they are ready to do what it takes
to achieve that goal.

Give reassurance that you will do everything
you can to guide them toward their goal; that
you will teach them how to get there as
efficiently as possible. Remind your prospect
that reaching their personal goal is more
important than what they earn at any given
time.

Let him or her know that it is important to
focus on meeting goals rather than anyone
else's current income and that leading the
people in their organization is what matters.