PROSPECTINGTHROUGHSPEAKING

ENGAGEMENTS

Leadership Management, Inc.4567 Lake Shore Drive

Waco, TX 76710800/568 1241

www.lmi usa.com

TABLE OF CONTENTS

I. ACCEPTING “NON-SELLING” SPEAKING ENGAGEMENTS ……………. 1

II. SECURING INVITATIONS TO SPEAK TO GROUPS …………………....... 2

III. TYPES OF GROUPS …………………………………………………………… 3

IV. PREPARING AN EFFECTIVE SPEECH ……………………………………... 4

V. BECOMING AN EFFECTIVE SPEAKER …………………………………….. 5

VI. PROSPECTING TIPS…………………………………………………………… 7

VII. THE PROPER INTRODUCTION ……………………………………………… 8

VIII. LMI CONCEPT SPEECH ……………………………………………………... 9

IX. MILLION-DOLLAR-PLAN OR PICTURE-OF-MOTIVATION SPEECH ….. 20

X. THE “YOU, INC.” SPEECH …………………………………………………… 25

XI. POWER PHRASES …………………………………………………………… 32

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I. ACCEPTING “NON-SELLING” SPEAKING ENGAGEMENTS

When speaking to groups, your primary purpose is exposure. You’re interested in getting to know the members and giving them an opportunity to meet you under favorable and flattering circumstances. A strong, dramatic, and dynamic talk on the theme of motivation and leadership will open each group member’s mind to the benefits of motivation and the possibility of securing additional ideas that will help him reach his own personal objectives.

In this type of speaking engagement, you do not want to show LMI programs, pass out product brochures, or reveal the nature of the programs or materials marketed by LMI. You want to stimulate the group’s interest and let them know that a practical method of personal motivation is available from you. Specific techniques on how to do this are discussed later in this booklet.

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II. SECURING INVITATIONS TO SPEAK TO GROUPS

Every organization is interested in outstanding speakers who can present ideas and information of interest to members. Thus, you need only inform them that your services are available. Each speaking engagement helps build your reputation as a speaker and makes future invitations easier to get.

Suggestions to help you secure speaking engagements:

1. Make a list of everyone you know who is president or program chairman of a local club or organization. Contact each and explain that you are in leadership development and that, as a service to your community, you are available for speaking engagements. Since presidents change from year to year while administrative assistants often do not, make a list of the clubs’ and organizations’ assistants.

2. Make a list of all community clubs and organizations and write a letter to each president introducing yourself. Explain that you are a specialist in leadership development and are available to speak, without fee, as a service to the community.

3. Schedule a visit with your local chamber of commerce to meet officials, make a favorable impression upon them, and offer speaking services. Many organizations seeking speakers contact the chamber for recommendations.

4. In many communities, a speaker’s bureau serves as a clearinghouse for clubs and organizations needing speakers. If one exists in your area, list yourself with it and give the subject titles of the talks you have for this purpose.

5. After each speaking engagement, secure a third-party letter from the club’s president. This is helpful in establishing third-party influence to arrange future engagements.

6. Set up a prospect box for speaking engagements. On each card write the name of the club or organization, the president, administrative assistant, and a list of the dates you have spoken to that group. Include details of each speech, such a subject, time, and results.

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lll. TYPES OF GROUPS

“Groups” fall into several categories and present profitable avenues for speaking engagements:

A. People who work for an organization may be brought together by management to hear your speech. Sometimes the group may be together for another purpose, such as a convention or sales meeting, where you have been invited to speak.

B. People with a common interest, such as a real estate board or trade association.

C. Individuals brought together for you by a center of influence interested in letting others know about LMI programs. For example, a dentist who owns an LMI program may invite other dentists to hear you speak, or a satisfied customer gets a group of friends together to hear you.

D. Civic groups.

E. The types of groups to which you can speak include:

1. CIVIC CLUBS: Rotary, Kiwanis, Lions, Jaycees, Optimists.

2. BUSINESSES: annual staff meetings.

3. SALES ORGANIZATIONS: insurance, real estate, stockbrokers, industrial sales.

4. CHAIN STORES: fast food, drug stores, hardware, paint stores, shoe stores, department stores.

5. BUSINESS CLUBS AND ASSOCIATIONS: sales and marketing executives, life underwriters, real-estate boards, management clubs, manufacturers, retail grocers, independent insurance agents, merchants’ associations.

6. DIRECT SALES ORGANIZATIONS: books, cosmetics, cookware, vacuum cleaners.

7. LOCAL GOVERNMENT ENTITIES: city, county, schools

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IV. PREPARING AN EFFECTIVE SPEECH

When writing speeches, your objective is to stimulate interest in your subject. You’ll know your speech is successful, if at its conclusion, group members express interest in knowing more about what you do and how you can be of service to them.

There is a vast quantity of good subject matter for speeches throughout your LMI material. Several speech outlines that can be adapted for effective civic club and business association talks are presented on the following pages.

Your speech should last about 25 minutes and provide maximum emotional impact and motivation. Use illustrations and motivational stories that appeal to the group’s emotions.

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V. BECOMING AN EFFECTIVE SPEAKER

Becoming an effective speaker takes time, effort, and commitment. The following tips will help you achieve this goal.

A. Being an effective speaker requires a GOAL.

To be an effective speaker, you must have a clearly defined goal that is important to you, that you can reach more easily by becoming an effective speaker. It must be a goal to which you are willing to commit – a goal that has many personal payoffs – a goal that motivates you.

B. Being an effective speaker requires a POSITIVE ATTITUDE.

You must have a strong belief in your subject and want to communicate it to others. You must want people to be as impressed by what you say as by who you are or how you say it.

C. Being an effective speaker requires INDIVIDUALITY.

If all people thought alike, looked alike, and sounded alike, all but one would be ineffective and wasted. In being an effective speaker, don’t try to be like everyone else, to speak as everyone else speaks. Speak in a natural and exciting way. If you enjoy what you are doing, so will others. Everyone likes to see someone who is good at something and enjoys doing it. Dare to be yourself; dare to communicate the uniqueness of your personality.

D. Being an effective speaker demands SENSITIVITY.

You must understand how your audience – each individual – feels. You must be “tuned in” to them, their feelings, wants, needs, and desires. When someone asks a question, you also need to hear the feelings behind the question. People communicate on two levels: at the verbal level and at the feeling level. You must hear both. Sensitivity helps you understand that groups are different. Some are vocal and demonstrative while others are quiet and say little. That doesn’t mean one group is better for you or that another enjoyed or appreciated you more; it just means they are different.

Developing sensitivity means you will not be a judge of yourself or others. It means you feel free to accept people as they are.

E. Being an effective speaker requires KNOWLEDGE.

An effective speaker has something interesting to say that gets the audience involved and makes them feel the information presented will help

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them. You can develop something to say in your speeches by using your program. You also can constantly read, learn, and study. And you should be a doer. The more of a doer you are, the more you will have something important to say.

F. Being an effective speaker requires EXPERIENCE.

You need experience to know what your speech should contain for particular groups, how long to speak, how to greet the group when you arrive, and how to receive congratulations. You gain experience by speaking at every opportunity, by exposing yourself to failure, by being willing to make a speech that “bombs,” and by doing a superior job and still ask, “How can I do better next time?”

G. Being an effective speaker demands COMMITMENT.

It takes commitment to your goals and developing the skills to reach those goals. It takes commitment to say, “I will do whatever it takes to learn how to communicate and develop the skills to be an effective speaker.”

If you want to become an effective speaker, you must commit to reaching your goals. You need not be an effective speaker unless it helps you build your business.

SUMMARY

Learning how to give effective speeches and consistently giving them will promote you and your business in the community and help build your reputation. A warning is in order, however. It is possible to spend too much time giving speeches and not have enough time for selling. The better you become, the more this can happen. It is imperative that you keep your business-building goals clearly in mind. Any speaking engagement you accept should be a step toward helping you reach your goals. Outline how many speeches a week you are willing to give and the conditions under which you are willing to speak. Build your own standards for developing and using this skill.

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VI. PROSPECTING TIPS

One of your primary purposes for speaking is to secure prospects. To do that, some suggestions are offered.

A. When scheduling a speaking engagement, make arrangements with the president or program chairman to conduct a drawing for a Paul J. Meyer recorded CD. You may also want to pass out a booklet or brochure. “Plan Every Year with Positive Expectancy” is a good option as a handout.

B. Dress sharp to increase your power with the group; arrive early and have the president or program chairman introduce you to as many people as possible before the program begins; and have necessary equipment, suchas a chalkboard, whiteboard or paper easel, ready before your talk.

C. Conduct a drawing for LMI merchandise, but clear it in advance with the program chairman or president.

1. After distributing the brochure or booklet, announce that your organization produces various products to help people be more successful and that you have a CD you would like for someone to have as an expression of your appreciation.

2. Ask the group to take out their business cards. For those without cards, provide 3 x 5 cards on which each can write name, company name, address, and telephone number.

3. Tell them that shortly you will have them pass the cards to the front and have a drawing for the CD. Then say that many people are interested to know more about personal leadership and how the principles outlined in your talk can work in their personal or business situation.

“Those who wish to know more about personal motivation, write ‘yes’ on the business card before you pass it in. I will contact you to discuss the matter further – at no obligation, of course. If you are not interested, simply write ‘no’ on the card, and I will understand.”

4. Have the cards passed to the front, put them in a container, let someone draw a card, and award the CD to the person whose card is drawn.

D. Contact each person who gave you a “yes” card and schedule an appointment. It is important that you not procrastinate in calling even though you may have to schedule the appointment for several days in the future. If possible, call everyone the same afternoon while the memory of your talk is fresh.

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VII. THE PROPER INTRODUCTION

How you are introduced is a key to the reception your speech receives. When a respected member of a group introduces you well, your power with the group is established. Here are tips for a good introduction:

A. Write the introduction in advance for the person who is to introduce you.

B. Keep it brief.

C. Have it sell you, your business, and LMI, making sure it emphasizes your accomplishments.

D. Review introduction with the person who is to introduce you and insist that he/she use it. It will be appreciated and you will be sure to get the introduction you want.

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VIII. LMI CONCEPT SPEECH A. OPENING

“I appreciate being invited to talk with you. I have admired your organization.”

(Note: Relate genuine, personal reasons why you have admired them.)

B. PURPOSE

“Today I want to discuss with you two interesting concepts –

SUCCESS!and

MOTIVATION!

“Let’s look at why some people of average ability have outstanding accomplishments and why many people with exceptional ability never accomplish anything . . . why some people are highly motivated to grow and learn while others live a life of complacency.”

C. SUCCESS

“What is success? Let’s take a closer look at it. What does success mean to most people?”

(Wait for response.)

“In LMI we define success as the ‘progressive realization of worthwhile, predetermined, personal goals.’ When we analyze that definition, we find that success is:

“1. Progressive – What success means to you today may not be the same tomorrow. Success is a journey, not a destination. We must continue to grow.

“2. Realization – Success is something we experience. It helps us meet our needs and be happier.

“3. Worthwhile – True success reflects a sense of values and a concern for others. It affects all areas of life – social, spiritual, mental, physical, family, and financial. It doesn’t make sense to make a fortune and lose your family or your health. Neither is it sensible to be the picture of health or a mental genius and be destitute.

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“4. Predetermined – Success is not something that just happens to you. You must plan for it and make it happen.

“5. Personal – Success must be – above all else – personal. It must reflect your values. It must be something you want – not what someone else wants you to want.

“6. Goals – Success is centered around achieving your goals. Remember, a goal reached will no longer motivate you. Some of the saddest people are those who have set a goal, reached it, and never set another one. They live out their lives in bitter complacency.

“Success, then, is the progressive realization of worthwhile, predetermined, personal goals.”

D. MOTIVATION

1. “Motivation is a much-used and little-understood word. Let’s examine what we mean by motivation. How would you define motivation?”

(Get response.)

“Motivation, then, is a motive for action.”

2. Now let’s look at different types of motivation and how they are used.”

a. “Incentive Motivation. Some people feel you have to pay others to keep moving. When they move because they’re being paid, that’s one type of motivation.”

(1) “What are examples of incentive motivation we use in business?”

(Allow group to respond.)

Examples: money, trips, prizes, titles, stock options.

(2) “What are examples of how we use incentive motivation in our families?”

(Allow group to respond.)

Examples: Eat your vegetables and you can have dessert, allowances, special privileges.

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b. “Let’s take a closer look at the practicality of incentive motivation.”

(1) “A good example of incentive motivation is the classic one of the donkey pulling a cart with a carrot hanging in front of him. Now, incentive motivation in this instance is effective if the donkey is hungry enough, the carrot big enough, and the load light enough. It’s pretty obvious that incentive motivation, as exemplified here, works when all requirements are met.”

(2) “The major weakness of incentive motivation can be seen when we apply this example to the human appetite. Everyone’s wants are dependent upon what he already possesses. As we shall see in a few minutes, as soon as a want is satisfied, it ceases to be a want and no longer motivates behavior.

“This can be readily seen in the case of the donkey.

“Either:

“(a) The donkey gets the carrot and the next carrot has to be bigger, or you have to wait until he is hungry again; or,

“(b) The donkey never gets the carrot, so he becomes discouraged and quits pulling the cart.

“It is apparent that incentive motivation has two serious drawbacks. It is temporary, and it is external.”

(3) “In other words, incentive motivation is important, but it is temporary because it is external. It never lasts. Many of us motivate ourselves with incentives. They are good, and we love them, but we need more than incentive motivation.”

c. “A second way some people try to motivate others is through fear. Let’s see how fear motivation works.

“Can someone give examples of how fear motivation is used in business?”

(Allow group to respond.)

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Examples: dismissal, elimination of privileges, demotions.

“What are ways we use fear motivation in the family?”

(Allow group to respond.)

Examples: spankings, loss of privileges, scoldings.

(1) “A good example of fear motivation may be demonstrated by using the same donkey we referred to in our illustration of incentive motivation. He’s pulling the same cart, but with a driver sitting in the seat. This time, instead of the carrot on a string, the driver has a whip. Its use will produce one of two results.

“Either:

“(a) The donkey will react to the fear and become nervous and jumpy; or

“(b) The donkey will become accustomed,resigned, and eventually immune to the fear. You won’t be able to scare him anymore.”

(2) “In the case of people, the same principle applies. When fear motivation prompts our actions, we either become totally subjected to the fear, becoming hesitant, nervous, and unable to take decisive action – or we become immune and lose any motivation to act that the fear once produced.”

(3) “Fear-motivated employees, for instance, begin to say such things as ‘Would you put that in a memo for me, please?’ every time you ask them to do something. Or, they tune out mentally and don’t listen to the boss’s commands. They may even quit. The insecure, fear-ridden person usually is ineffective, primarily because he has to put all his energy into dealing with his fears. In many cases, he may take on physical symptoms of illness. Businesses that use too much fear motivation usually have high turnover.”

(4) “Probably the most interesting aspect of fear motivation is how we use it on ourselves. As examples: fear of failure, fear of people’s disliking us and fear of not being

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accepted into certain clubs or groups may limit our attempts to grow and achieve.”

(5) “The use of such fear motivation on ourselves often is disastrous. We become so afraid of failure, for instance, that we won’t even try. We are afraid to try learning a new sport, afraid to try for a promotion or raise, afraid to start our own business, afraid to reach out to people. We become immobilized and unable to act.”

(6) “Fear motivation will stay with us and may even be essential in some instances, but it also is temporary because it is external.”

d. Attitude Motivation

(1) “Attitude motivation works like this. Unhook the donkey from the cart, take away the driver with the whip and the carrot on the stick. Let the donkey run where he wants to or pull what he wants to pull. If you use attitude motivation with employees, you find their goals and help them reach those goals as they help the company reach its goals.”

(2) “Attitude motivation is permanent because it’s internal.”

e. What Motivates You?

(1) “For each of us, at least some motivation comes from sources we do not understand. Some sources do not necessarily bring about positive results. We do stupid things without understanding why, and we do them again knowing they’re stupid as we do them. We’re critical of others and of ourselves wishing we were not critical while we’re being so. This is frustrating and puzzling.”

(2) Let’s take what we have talked about thus far and use it to understand how we are individually motivated. Let’s establish the premise that we all are born with unlimited motivation. Our needs and desires are sufficient to motivate us. However, as soon as we’re born, we come into contact with conditioninginfluences that begin to demotivate us. Parents,

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society, our institutions, even our educational system unintentionally combine to rob us of our natural energy and motivation. They tend to force us into a mold of conformity and punish any thought or action that might develop individuality and creativeness. The conditioning actions of our parents usually are the result of a desire to protect us from both emotional and physical harm. They teach us:

(a) to be satisfied with what we have; (b) that curiosity killed the cat; (c) not to bite off more than we can chew.

“Few parents realize the dramatic effect their actions and words have on their children. Their repeated statements of a ‘you can’t’ nature convince us that we cannot achieve our dreams.”

(3) “Our purpose then is to encourage you to use the power of attitude motivation.”

“To do that, you need to know the origins of attitudes. Attitudes are habits of thought. They’re formed the same way as habits of action. As much as 95 percent of your daily activity is done from habit, such as driving a car or brushing your teeth. It works like this: you find a thought pattern you like, you repeat it, and it becomes a habit. In simple terms, your brain stores a satisfactory decision so it can be used again automatically. It’s a constructive way of dealing with routine activities and saves us time.

“But not all habits are good, are they? Some are bad, but we often fail to recognize that they are. And while an action habit may be formed after you test it, there may be no testing of a thought habit. For example, you may have several different routes to take to work, but only one gets you there on time. So you get into the habit of going the shortest way; it’s expedient and requires little thinking after you learn it. On the other hand, you may have the idea that mixing two chemicals together will cause a severe reaction. You have never tested this in a laboratory, but you still think it to be true. So rather than prove or disapprove your theory, you avoid the issue altogether. You may go the rest of your life believing something that may not

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be true. You have formed a thought habit without any proof of its credibility.

“So how do you change an undesirable thought habit? A change must come from within because an attitude change based on insight, commitment and belief is permanent. So why don’t more people break or change their undesirable thought habits? Well, thee are three basic reasons:

1. Fear; 2. Indecision; 3. Lack of information.

“To change an undesirable thought habit, there are three basic steps:

1. Recognize habits as a way of achieving satisfaction;

2. Know what specific satisfaction a habit gives you

3. Substitute a more effective and satisfying habit for the undesirable one.

“Number 3 is important because, if no new habit is formed, you likely will return to the old one. It’s just that simple. To change an undesirable thought habit, or attitude, simply replace it with a desirable one.

“It’s like the computer term, GIGO. Can someone here tell us what GIGO means?”

(Wait for response.)

“That’s right. It stands for “garbage in, garbage out”. Your brain is the greatest computer in the world. Whatever you allow to go into it will also go out. For example:”

(Use whiteboard, flip chart, chalkboard)

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GIGO- - - - - - - - - - - - - - - - PARENTS

“Here’s our brain computer. We get negative conditioning from our parents in the form of ‘don’ts’: Don’t touch the lamp don’t cross the street; don’t bite off more than you can chew.”

(Draw line of minuses as shown.)

“We get negative conditioning from our teachers: don’t talk in class; don’t write in your books.”

(Draw more minuses.)

GIGO- - - - - - - - - - - - - - - - PARENTS - - - - - - - - - - - - - - - - TEACHERS

“From our friends and relatives; you can’t do this or you can’t do that.”

(More minuses.)

GIGO- - - - - - - - - - - - - - - - PARENTS - - - - - - - - - - - - - - - - TEACHERS - - - - - - - - - - - - - - - - FRIENDS

“From our experiences: trying out for the class play or the school team without being accepted.”

(More minuses.)

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GIGO- - - - - - - - - - - - - - - - PARENTS - - - - - - - - - - - - - - - - TEACHERS - - - - - - - - - - - - - - - - FRIENDS - - - - - - - - - - - - - - - - EXPERIENCES

“Even from the news media: business failings, riots, wars, high prices and shortages.”

(More minuses.)

GIGO- - - - - - - - - - - - - - - - PARENTS - - - - - - - - - - - - - - - - TEACHERS - - - - - - - - - - - - - - - - FRIENDS - - - - - - - - - - - - - - - - EXPERIENCES - - - - - - - - - - - - - - - - NEWS

“And as you can see, your brain becomes a wasteland of negative thought from negative conditioning. But GIGO can be turned around…from ‘garbage in, garbage out’ to ‘good input, good output.’ You can control your own destiny by replacing all that negative conditioning with positive thoughts. Then all these minuses become pluses…”

(Make minuses into pluses.)

GIGO+ + + + + + + + + + + PARENTS - - - - - - - - - - - - - - - - TEACHERS - - - - - - - - - - - - - - - - FRIENDS - - - - - - - - - - - - - - - - EXPERIENCES - - - - - - - - - - - - - - - - NEWS

“…negatives now become positives. It’s the simple law of displacement. Two objects cannot occupy the same space at the same time. Think of your mind as a bucket resting beneath a dripping negative faucet, filled with negative thought. Then visualize a consistent displacement with warm stones of positive thoughts. Every warm stone of positive determination

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means less room for the discouraging drips from the negative faucet.”

E. CLOSE

“Because of negative thinking heaped upon negative thinking, the majority of people have locked themselves in a room with the key on the inside. They’re trying to get out by butting their heads against the door instead of just turning the key.

“Our life is like a canvas and God gives us the colors of the spectrum. The brush is in our hand. Stroke and technique are but the mirrored reflections of the mural of all our thoughts. We can use a whitewash brush or we can paint like Rembrandt or Da Vinci. The choice is ours.

“Let’s take the cotton out of our ears – strip the bandages from our eyes – lift the window shade – unbolt the door – and once and for all free ourselves of limitations and catch a vision of our real capacities.

“A successful life doesn’t just happen; it comes about because someone cares and plans and makes it happen.”

(Close with drawing for LMI CD.)

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IX. MILLION-DOLLAR-PLANOR

PICTURE-OF-MOTIVATIONSPEECH

A. OPENING

“I appreciate being invited to talk with you. I have admired your organization.”

(Note: Relate genuine, personal reasons you have admired them.)

B. PURPOSE

“Today I want to discuss a plan for accomplishment that has been used successfully by thousands of people. It’s the fundamental concept on which our company is based.

“Have you ever wondered why some people seem to have a secret to accomplishment? They make things look easy. They always seem to be in the right place at the right time. But their success usually is no accident. They follow a definite plan.”

C. THE PICTURE OF MOTIVATION

“The best way to communicate the power of this plan and what it can mean to you is to draw a picture of motivation. This is what MOTIVATION looks like.”

(Draw five arrows in a vertical row down the left side of the whiteboard, flip chart or chalkboard. See example on page 21.)

“This is the picture of an individual whose ideas, faculties, talents, and objectives are in perfect alignment. There’s efficiency, thrust, penetration, cleanness of movement. Everything works together toward one purpose, in one direction, toward the ultimate objective: success.

“The average individual you and I know has these same qualities. He has the aptitudes, skills, training, job knowledge, and the intelligence, but his picture looks like this.”

(Draw five jumbled arrows on the right side of the board.)

(Point to the jumbled arrows, then to the uniform arrows.)

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“The qualities are there, but they’re confused. Such a person is pulled around in circles, or seesaws back and forth without getting anywhere. People with less talent and ability are laving him behind. Because he’s so confused, he lacks direction – he lacks goals. This lack of goals affects his attitude, which in turn, affects the results he gets.

“How can the person without direction change? By developing an awareness of the ingredients of success. The reason he has not achieved more is largely his attitude – the limitations he has placed on himself.

“But anyone can change if he understands that to be successful, he must have a goal – G O A L !”

(Write GOAL opposite the first arrow.)

“Now, he’s heard this all his life. ‘Plan your work and work your plan.’ ‘You can’t get where you’re going unless you know where you’re going.’ ‘How can you go someplace if you don’t know where it is?’ He’s heard these things over and over, but in isolated situations: at seminars or conventions, but repeated too infrequently to become part of his thinking or to change his attitude. Only when these ideas are progressively repeated, so that they are internalized, does one begin to be a goal-oriented person.

“What is the next step in motivating one to his full potential? Well, there comes a realization! Now that he knows where he is going, now that he sees his goal and it becomes a little bit clearer, he sees the obstacles between himself and his goal. The realization comes that if he is to reach that goal, he must plan to achieve it. Plan, not scheme. He begins to accept the fact that success demands a price – that this goal is only going to be reached on purpose, not by accident, and that it can only be reached by making P L A N S !”

(Write PLAN opposite the second arrow.)

“Now these thoughts and ideas begin to pyramid. They begin to pick up speed like a locomotive going downhill. As they gain momentum, he begins to overcome the inertia of old attitudes.

“Things get easier and the goal which was a little vague in the beginning, because of the plan, becomes crystal clear. He can see it!

“It’s like looking through a bunch of big drainage pipes lying every which way along the road. You can’t see too clearly at first, but if you straighten them out, and line them up, you can see clearly through them. Well, that’s what happens to him. His plans fall into place, and he can see where he is going.

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“Now, when we see a goal, what happens? What were once weak wishes and hidden hopes, as a result of the goal and clarity of the plan, begin to fire up our enthusiasm, and we begin to have desire…D E S I R E …desire that burns!”

(Write DESIRE opposite the third arrow.)

“We want that goal, we can see it, we can taste it, we can visualize it. We realize that life really is abundant, that there are things we really can have. Our imagination begins to soar and that desire really begins to burn. The motivating power of desire, connected to a plan, aimed at a goal, really begins to pick up speed.

“When a person begins to have these first three qualities, he looks around at others and notices things; he says, “Hey, I’ve got it all over these other people!”

“It comes as a remarkable revelation. You go to a party and talk to people; you go to a business conference and talk to more people. You talk to friends and customers, and pretty soon, you recognize one vital fact: not one person in 20 has any idea where he wants to go! You ask someone how much he wants to make and he says, ‘More.’ You ask another what he wants to achieve, and he says, ‘I dunno.’ As you begin to compare yourself with others, you begin to understand. You say, ‘I’ve got it all over these others’ and begin to realize your own strength, and you begin to have –C O N F I D E N C E !”

(Write CONFIDENCE opposite the fourth arrow.)

“And that confidence, connected to desire, held together by that plan, propels you to the goal.

“Now, who among you, with this kind of accomplishment, this kind of result, seeing your goal, having a plan, wanting it with all your heart, having all these things plus a tremendous confidence in yourself, would sit down and quit? I wouldn’t, would you? So what do you have? You have – D E T E R M I N A T I O N ! Determination to do whatever it takes to

reach your goal, regardless of hindering circumstances or what other people say, think or do.

(Write DETERMINATION opposite the fifth arrow.)

“That, my friends, is what this plan will do for you, and I’m sure your only question at this point is, ‘Can I use it?’ Yes you can! Thousands of others have. I challenge you to try it. If you’d like to know more details about how others have used it, call me.”

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Summarize by holding up the reprint, “The Million Dollar Personal Success Plan,” and enthusiastically reading the key points.

D. CLOSE

Close with drawing for LMI CD.

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You, Inc. $

1. Know-How2. Energy3. Time4. Imagination5. Communication6. Decisions

5% - 15% 25% $50,000

30% $60,000

35% $75,000

40% $100,000

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X. THE “YOU, INC.” SPEECH

A. OPENING

“I want to thank you for this opportunity to share some ideas that have proven invaluable in helping motivate successful people to greater use of their abilities.

“I am associated with (your company name). We represent Leadership Management, Inc. in this area. LMI is the largest organization of it’s kind in the world and specializes in leadership, executive, and management development. We have acquired an enviable record of success in helping people from all walks of life achieve greater success.

“First of all, let me ask a question. Would you like to have the absolute key to success, understand its power and be able to use it to increase your success, gain greater confidence, and enjoy a brighter future? Many people say they’re interested in greater success when in reality they’re content to enjoy average success. So the question is, are youinterested in greater success and a brighter future? I’m sure most of you would be. That’s what I’d like to talk about.”

B. YOU, INC.

“I’d like to share with you the real key to greater success. So let’s talk about you as individuals.”

(Write the word YOU at the top of the whiteboard, flipchart, chalkboard).

“Now, in a very real sense, each of you is a corporation or a business, just like these other businesses up and down the street. So let’s talk about YOU, INC.”

(Add the word INC. after the word YOU.)

“If we as individuals are like corporations, then all of us have certain products, certain talents and abilities that we market for money.”

(Under YOU, INC., draw a large $.)

“Suppose for a moment we think about the product we all have.”

(On the left margin of the board, write:)

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1. _________________________ 2. _________________________ 3. _________________________ 4. _________________________ 5. _________________________ 6. _________________________

“First, you have your KNOW-HOW. This is a combination of the training, experience, and talent that represent your ability to do your job effectively.”

(Opposite 1, write: KNOW-HOW, See example.)

“Next you have your ENERGY. This is your ability to generate the drive and ambition that will help you acquire unusual success.”

(Opposite 2, write: ENERGY.)

“Also, you have your TIME. We’re not talking here about how much time you put into the job. We’re talking about what you put into the time – how you organize and make it work for you.”

(Opposite 3 write: TIME.)

“Next, you have your IMAGINATION. This is your ability to see potential and possibilities that other people cannot see. Imagination is your creative spark. It’s your ability to foresee problems and to begin immediately to plan how you’re going to handle them. This is one of the most valuable and expensive products of any individual.”

(Opposite 4 write: IMAGINATION.)

“Next, you have the ability to COMMUNICATE. How well you present your ideas and suggestions affects the achievement of your goals.”

(Opposite 5 write: COMMUNICATION.)

“And finally, you have your ability to gather the facts and make DECISIONS.”

(Opposite 6 write: DECISIONS.)

“Well there they are: KNOW-HOW, ENERGY, TIME, IMAGINATION,COMMUNICATION, and DECISIONS. These are the products of YOU, INC., what you are marketing for money and the things you want out of life.

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“All of us have these abilities in abundance, but research shows that the average person seldom discovers or uses more than 5 to 15 percent of his real ability.”

(Under the six columns, write 5%-15%.)

“Obviously, you are an above-average group; so let’s say that you’re using as much as 25 percent of your ability.”

(To the right of 5%-15%, write 25%.)

“This means you’re using some percent of your know-how, some percent of your energy, some percent of your time, some percent of your imagination, some percent of your ability to communicate and to make decisions.

“All of these averaged together come out to this figure of 25 percent.”

(Indicate the 25% you have previously written.)

“Let’s look at it this way: 25 percent utilization of your total capacity in each of these areas is bringing into YOU, INC. a specific amount of money each year. Let’s use $50,000 as an example.”

(Adjust the figure to fit the group.)

“So let me write down $50,000. In other words, 25 percent utilization of your present capacities in each of these areas is bringing in to each of you approximately $50,000 a year.”

(Opposite the 25%, write the appropriate figure. The sample used here is $50,000.)

“Then you would probably welcome anything that would do these two things for you …

“First, a method that would help you increase the percentage you now use so that this figure (indicating the 25 percent) would go from 25 to 30 to 35 to 40 – or who knows how high …”

(Opposite each %, add -- ; then under the 25%, write:)

30%35%40%

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“And second, a method that would help you package your talents and abilities more effectively so you could market them for more money, with the result that this figure (indicating the $50,000) would go from $50,000 to $60,000 to $75,000 to $100,000, or who knows how high …”

(Write appropriate figures.)

“If I could show you a way that would help you do these two things, it would be worth a great deal to you, wouldn’t it?

“Ask yourself one more question. If you had some proven ideas and methods that you felt would help increase your income, your abilities, and improve your standard of success, would you put these ideas into action? That’s very important. Some people know the answers and still don’t use them.”

C. TOTAL SELF-CONCEPT

“All successful people recognize that real success depends on goals and objectives. We must understand where we’re going and what abilities it takes to get there.

“Realizing the importance of goals, every thinking person pauses now and then for self-evaluation. Ask yourself, ‘How am I doing?’ – ‘What progress an I making?’ – ‘How do I rate myself honestly?’

“When you ask yourself these questions, you are not just interested in your business and financial success, as important as this is. You also are asking, ‘What kind of parent, what kind of husband or wife am I? Am I building warm and satisfying friendships? Am I growing as a person, mentally and spiritually?’

“You would rate yourself somewhere between failure and success, socially, spiritually, mentally, and physically. You would consider your family life, and, of course, your ability to earn the income you want.

“Regardless of where you rate yourself, you must accept the fact that, as good as you are, you still are probably using only about 5% to 15% of your real ability.

“Before you really can begin to reach your full potential, you must understand and accept two important principles.”

1. “First, that your only true limitations are self-imposed.” “This first principle says that you are the only one who can tell yourself what you CAN or CANNOT ACHIEVE.”

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2. “And second, all that you hope to acquire and accomplish will result from the type of ACTION you put into your desires, ambitions, and habits.”

“This second principle means that you will get out of life exactly what you put into it …nothing more …nothing less.”

D. APPLICATION TO THE FUTURE

“Now, how do you apply the two principles to your life so you can use potentials to get the results you want?

The answer is simple. We all know it, yet we forget to use it.

“1. Maintain a positive attitude every day by exposing yourself repetitively to positive thoughts, ideas, and people.

“2. Have a clearly defined goal that you’re willing to work toward each day. It must be a goal that is yours. It must be a goal that motivates you.

“I challenge each of you to use more of your potential. I challenge each of you to be even more positive each day. I challenge each of you to setand work toward the goals that are important to you.”

E. CLOSE

Close with a drawing for an LMI CD and read the following aloud:

THE MAN IN THE GLASS

When you get what you want in your struggle for self And the world makes you king for a day, Just go to a mirror and look at yourself, And see what THAT man has to say.

For it isn’t your father or mother or wife Who judgment upon you must pass;

The fellow whose verdict counts most in your life Is the one staring back from the glass.

You may be like Jack Horner and chisel a plum And think you’re a wonderful guy,

But the man in the glass says you’re only a bum If you can’t look him straight in the eye.

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He’s the fellow to please, never mind all the rest, For he’s with you clear up to the end,

And you’ve passed your most dangerous, difficult test If the man in the glass is your friend.

You may fool the whole world down the pathway of years And get pats on the back as you pass,

But your final reward will be heartaches and tears If you’ve cheated the man in the glass.

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XI. POWER PHRASES (Use these power phrases, and others, in your speeches.)

The person who gets ahead is the one who steps up the stairs instead of staring up the steps.

Too many people live in the “some day” – the future. We must remember that the “some day” of yesterday is right now.

The world-record high jump is over Seven feet, but the world-record pole Vault is over 17 feet. The difference is the pole. Once you have an LMI program, you can quit “running and jump ing” and pole-vault your way to greater success.

Being broke is only a temporary condition; being poor is a state of mind. Which is yours – a temporary condition or a state of mind?

The major leagues will find you if you get out of the bush leagues and start playing major-league ball.

Become a person of decision – at work and at home. If you can’t make decisions at home, how can you ever make decisions on the job?

Our only bad days are those we make for ourselves.

An LMI program doesn’t just add to your motivation – it multiplies it.

No one wants you to prosper any more than your own wife or husband.

There are more jobs looking for people than people looking for jobs.

It is not VOCATION OR LOCATION that needs changing – it’s ATTITUDE.

You cannot be more successful than your SUCCESS CONSCIOUSNESS allows you to be.

The room for improvement is the largest room in the world

When ATTITUDE is based on your SUCCESS, it’s a false security. But when your SUCCESS is based on your ATTITUDE, you will find true success.

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How to Tell a Winner from a Loser

A winner says, “Let’s find out;” a loser says, “Nobody knows.”

When a winner makes a mistake, he says, “I was wrong;” when a loser Makes a mistake, he says, “It wasn’t My fault.”

A winner credits his “good luck” for Winning – even though it isn’t good luck; a loser blames his “bad luck” for losing – even though it isn’t bad luck

A winner knows how and when to say “yes” and “no”; a loser says “yes, but” and “perhaps not” at the wrong Times, for the wrong reasons.

A winner isn’t nearly as afraid of losing as a loser is secretly afraid of winning.

A winner works harder than a loser, and has more time; a loser is always “too busy” to do what is necessary.

A winner goes through a problem; a loser goes around it, and never gets past it.

A winner says, “I’m good, but not as good as I ought to be;” a loser says, “I’m not as bad as a lot of other people.”

A winner makes commitments; a loser Makes promises

A winner listens; a loser just waits until it’s his turn to talk.

A winner shows he’s sorry by making Up for it; a loser says, “I’m sorry,” but Does the same thing next time.

A winner would rather be admired than liked, although he would prefer both; a loser would rather be liked than admired, and is even willing to pay the price of mild contempt for it.

A winner knows what to fight for, and what to compromise on; a loser compromises on what he shouldn’t and fights for what isn’t worth fighting about.