Rich Habits - The Daily Success Habits of Wealthy Individuals
Transcript of Rich Habits - The Daily Success Habits of Wealthy Individuals
RICHHABITS
THEDAILYSUCCESSHABITSOFWEALTHYINDIVIDUALS
FindOutHowtheRichGetsoRich(theSecretstoFinancialSuccessRevealed)
ThomasCorley,CPA,CFP,M.S.Tax
Copyright©2009byThomasC.Corley.
LangdonStreetPress3221stAvenueNorth,FifthFloorMinneapolis,MN55401612.436.3954www.langdonstreetpress.com
Allrightsreserved.Nopartofthispublicationmaybereproduced,storedinaretrievalsystem,ortransmitted,inanyformorbyanymeans,electronic,mechanical,photocopying,recording,orotherwise,withoutthewrittenpriorpermissionoftheauthor.
ISBN:978-1-62652-746-1
TableofContentsINTRODUCTION
TheInsuranceSalesman
TheSecretary
TheCarDealer
TheAccountant
TheRichHabitsTrainingProgram
RichHabitsatWork—TheClient
RichHabitsatWork—TheSecretary
RichHabitsatWork—TheCarDealer
RichHabitsatWork—TheInsuranceSalesman
TheCommemorationofJ.C.Jobs
INTRODUCTION
Thefactis:successiselusive.Why?Whyaretherichsorich?OnlyaboutfivepercentofthepopulationintheUnitedStatesrealizestruefinancialsuccess.Whattraitsdotheypossessthatmakethemsosuccessful?Feweverfindout.Unfortunately,howtobefinanciallysuccessfulinlifeisnotasubjectthatistaughtinourschools.Weareallinthesameboat,attemptingthroughtrialanderrortofigureitoutonourown.
Ihavedevotedyearsofresearchingthedailyhabitsofwealthypeople.IhaveincorporatedwhatIhavelearnedfrommyresearchintothe“RichHabitsProgram,”whichisdesignedtoprovidetimely,easy-to-followguidanceonachievingunlimitedpersonalandfinancialsuccess.Wealthisnotjustabyproductofrandomluck,education,hardwork,orinheritance.Financialsuccessisafoolproofprocess.Withinthesepagesisthetwentyfirstcenturyblueprintforfinancialsuccess!
Iamacertifiedpublicaccountantandcertifiedfinancialplannertomorethanonethousandindividualsandsmallbusinesses.Thegenesisofthisbookbeganwhenastrugglingclientcametomyofficeseekingadvice.Theclient’sbusinesswasgrowing;however,hehaddifficultyinmakingendsmeet,particularlyatpayrolltime.Insheerdesperationheasked,“WhatamIdoingwrong?”FormonthsIanalyzedhisbusiness,hisexpenses,processes,laborrates,andindustrycomparativedata.Ievensoughtadvicefroma“rich”clientinthesameindustry,withasimilarlevelofgrossrevenuesandwhosebusinesssharedcomparabledemographics.Togetherwecouldfindnothingthatstoodout,noglaringdeficiency.
Atalunchmeetingwithmystrugglingclient,someweekslater,IconfessedthatIcouldnotdiagnosethecauseofmyclient’sfinancialproblems.Theclientwasnothappy.Iwasnothappy.Wesatinsilenceatourtableforsometime.InanefforttobreaktheuncomfortablesilenceIaskedmyclientwhathedidwhenhecamehomeatnight.Therewasanimmediateshiftinmyclient’sdemeanor.Analmostimpishlooktookholdandheaskedme,“Whichnight?”
“Pickyourfavoritenight,”Isuggested.TheclienttoldmethatwouldbeWednesday.“WhatdoyoudoonWednesdaynights?”Ipressedtheclient.Theclientleanedin,eyeingtherestaurantandsaideversoquietly,“Igeta
coupleofladiesofthenight,afewbottlesofwineand...”Theclient,inresponsetomyobviouslookofshock,stoppedmid-sentence.“I’msorry,”hesaid.“Ishouldnothavesharedthatwithyou.Italkwaytoomuchsometimes.”
shouldnothavesharedthatwithyou.Italkwaytoomuchsometimes.”IassuredhimthatIwasanIrishCatholicNewYorkboyfromafamilyof
eightandthattherewasverylittleIhadnotseeninmylife.Myshockwasnotfrommoralindignation,butfromtherealizationthatIhadbeenaskingmyclientallthewrongquestionsthesepastmonths.TheepiphanyIhadwasthattherewasmuchmoretofinancialproblemsthanmeetstheeyeandthatIneededtoasktherightquestions.Ieventuallycameupwithatwenty-questionlistthat,overafive-yearperiod,IaskedtojustabouteveryrichorpoorclientIhad,aswellaseverybusinesspartnerorpersonIknew.
ThedataIgatheredfromthesequestionsmademerealizethatthereisadifferencethesizeoftheGrandCanyoninthewayrichpeopleandpoorpeoplelivetheirdailylives.Thisoneclientunknowinglytookmedownapathtowardthediscoveryofthesecrettofinancialsuccess.
TheInsuranceSalesman
“Ijustcan’ttakeitanymore,”PhoenixUpmanmurmuredintohishalf-emptypintglass.Heranhisshort,plumpfingersthroughwhatlittlehairwasleftonhisheadashiscigaretteburnedoutintheashtraybesidehim.
Badday?”thebartenderaskednonchalantlyasheleanedoverthebar,perusingthesportssection.Hedidn’tseemparticularlyinterested,butpretendedtobeforhiscustomer’ssake.
Phoenixmanagedasortofangrysnortthatgavewaytoforced,hollowlaughter.“Morelikebadlife.”Hedrainedtherestofhisbeerandslidtheemptymugforwardforarefill.“LastnightIhadtotellmysonthatwecouldnotaffordtosendhimtocollege.wejustdon’thavethemoney.Wecan’tevenswingtuitionatBrookline.”
Brookline,thelocalcommunitycollege,gavediscountedratestocountyresidents-practicallygivingawayaneducation.ThebartendersensedimmediatelyhowpatheticPhoenix’sfinancialsituationmustbeifhecouldn’tevenaffordBrookline.Thebartenderhadmanagedtogethimselfthroughtwoyearstherewithwhatlittledavingshehad,supplementedbythetipsfromthisplace.
“NotevenBrookline,huh?”“No,”Phoenixsaid.Helitupanothercigaretteandtookalong,slowdrag,
lettinghiseyelidscloseasheheldinhisbreath.“Thisoneisonme.”ThebartendersetafreshpintdowninfrontofPhoenix
andcontemplatedthetroubledman.Althoughyoungerthanthebartender,thatwasnotobviousbylookingatPhoenix.Hisrecedinghairlineandexpandingwaistlinemadehimlookolder,asdidthedeepcreasebetweenhiseyesandthewrinklessnakedacrosshisforehead.Nothingabouthimwasparticularlydistinct.Hisshirtsleeves,rolleduptomid-forearm,hadblotchyblueinkstains.“Whatdoyoudoforaliving?”
“Isellinsurance,”hesaid,tooquicklyperhaps.“WhatImeanisItry.WhatImakeisbarelyenoughtoliveon,letaloneputawayforsomethinglikecollege.”Phoenixrolledapeanutbetweenhisthumbandforefinger,hisgazefixedsomewhereacrossthebar.Hesatforalongwhile,quiet,slowlyrollingthepeanut,unblinking.“How’dIgettobesuchafailure?”hemurmuredtohimself.
Thebartenderreturnedtothearticlehewasreading.Phoenixsetthepeanutdownonthebarandwrappedhishandbackaroundthecoldglass,liftingthemugtohislipsonceagain,draininghislatestpint.“Youknow,evenifIdiedthere'snotmuch.Idon’tevenhaveenoughinsurancetomakethatworthwhile.”
there'snotmuch.Idon’tevenhaveenoughinsurancetomakethatworthwhile.”Heslidtheglassforward,signalinganotherrefill.“SomesalesmanIam,”hemutteredunderhisbreath.Hepinchedthebridgeofhisnoseandclosedhiseyestight,scrunchinguphisface.
“Youdriving,man?”thebartenderasked.“I’mnotfarfromhere,justafewblocks.I’llbefine.”“Idon’tknow;you’vebeenhereawhile.”Phoenixglancedatthebartender,apleadinglookinhiseyes.Heknewhe
hadwornouthiswelcome,buthowcouldhegohomeandfacehissonafterlastnight?Itwasclearthebartenderwasgoingtocuthimoff.Sensingthis,Phoenixlaidoutsomecashandpushedbackfromthebar.Withoutsayingaword,heshruggedintohiscoatandcap,pullinghiscapdowntightonhisheadbeforemakinghiswaydownthelengthofthebartowardtheexit.
OutsidewasdarkandPhoenixcouldseehisbreathhangingintheairbeforehim.Therewerenostars;theywerelostsomewherebehindopaqueDecemberclouds.Hemadehiswayovertohisblacksubcompactandfumbledinhispocketsforthekeys.Insidethecarwasnotmuchbetter;hecouldfeelhisfingersgoingnumbfromthecold.Phoenixlitonelastcigaretteandsatback,waitingfortheenginetowarmup.
Helethisheadrollbackandsighedtohimselfsomethingaboutbadluck.Hiseyelidsfellshutashetookalongdragoffthecigarette.Thesmokeswirledupandaroundhisheadinwispygreyribbonsbeforepoolinginathincloudneartheceilingofthecar.Phoenixopenedhiseyesandwatchedthetrailofsmokedanceawayfromthebutt.Heshookhisheadslowly.Hethoughtaboutwhathemightsaytohisson,iftheboywouldeventalktohim.Asuddenknockonthedriver-sidewindowstartledPhoenix.
“Jesus,”hemuttered,fumblingaroundonthefloorforthestill-burningcigarettethatfellfromhishandwiththeknockonthewindow.Hefoundthecigaretteandsnubbedwhatwasleftintheoverflowingashtraybeforerollingdownhiswindow.“CanIhelpyou?”heaskedgruffly,staringupatthestrangerwhohadinterruptedhisthoughts.
“Iwasjustabouttoaskyouthesamething.”“Excuseme?”Phoenixlookedupatthestrangerstandingjustoutsidethe
car.“DoIknowyou?”“MynameisChampDailey,”thestrangersaid,stickingoutaglovedhand.
Phoenixreluctantlyobliged,looselygrippingthesoft,blackleather,andquicklyrecoiled.
Andyournameis?”thestrangerasked.“PhoenixUpman.”“Hi,Mr.Upman.Icouldn’thelpbutoverhearyoubackinthebar.I’mtruly
“Hi,Mr.Upman.Icouldn’thelpbutoverhearyoubackinthebar.I’mtrulysorryforyourtroubles.”
Phoenixwasn’tquitesurewhattomakeofthis.WhenthebartenderwaspretendingnottoignorePhoenixallhe’dwantedwasalittlebitofsympathy,butnow,comingfromthisstranger,well,itjustmadehimfeelmorepathetic.Phoenixwavedoffthecomment,shakinghishead,andfixedhisgazestraightahead.
“I’dlikeyoutocomebymyofficeonMonday,”Champcontinued.“Icanhelpyou.”Champpulledabusinesscardfromhispocketandextendedthecard.Phoenixtookthecardandstudieditsuspiciously.
“Helpme?Youdon’tevenknowme.”“You’dbesurprised,”Champreplied,awarmgrinspreadingacrosshisface.“Whatareyoulikealoansharkorsomething?I’mnotgettinginvolvedin
that,Igotenoughproblemsasitis,”Phoenixsaid.“No,Mr.Upman,”Champloosedaslowrollinglaughandcontinued,“justa
manlookinginaveryoldmirror.”Withthatheturnedtowalkacrosstheparkinglot,callingoverhisshoulder,“Monday,twelveo’clock.”
Phoenix’seyesfollowedChampintherearviewmirror,watchingashegotintohiscarandpulledoutofthelot.AfterChamphadgone,Phoenixfoundhimselfstaringathisownreflection.“Oldmirror?”herepeatedtohimselfashestudiedhisownface.Heglanceddownatthebusinesscardstillinhishands.“Nothingtoloseatthispoint,Isuppose.”Hetuckedthebusinesscardinhiswalletandsetoffforhome.
PhoenixwasrestlessasheshoweredanddressedforworkonMondaymorning.HecouldthinkonlyofthestrangeencounterandhisupcomingmeetingwiththisChampDaileyfellow.Phoenixhadlosthopelongago,butonhislunchhourthatday,ashewalkedupBroadStreettowardstheaddressonthecard,hiscuriositycompelledhimforward.Asthenumbersclimbed,thebuildingsbecamemuchnicer,taller,andmoreornate.Finally,atthecornerofBroadandFirst,hecametoastopinfrontofthegrandestbuildingonthestreet.Hegrewdizzyashelookedstraightup,takinginthefaçadeofthebuilding.Phoenixdouble-checkedtheaddressonthecardtomakesurehehadtherightplace:700BroadStreet.Hesighed,futilelytryingtocountthenumberoffloorsfromthestreet.
“MayIhelpyou?”thedoormansaid,interruptinghistally.“IhaveameetingwithChampDailey.”“Yes,sir,”thedoormanreplied,swingingopenthetallglassdoorand
welcomingPhoenixinside.“Taketheleftbankofelevators,theonesmarkedtwentytothirty-five.Mr.Dailey’sofficeisonthetwenty-firstfloor.Exittheelevatortoyourright.”
elevatortoyourright.”Phoenixnodded,distractedbythelobbybuzzingwithenergy.Hefoundthe
rightelevatorandgotin,hisfingerdancingoverthebutton.Hecouldn’thelpbutwonderwhathewasgettinghimselfinto.
Thedoorsopenedtoanexpansivereceptionarea.Phoenixwasimmediatelyoverwhelmed.Theroomwaslargerthantheentiresalesdepartmentbackathisoffice.Hehesitatedbeforeexitingtheelevators,checkingthefloornumberagainjusttomakesurehewasintherightplace.
Ashewalkedoutoftheelevator,ChampDaileygreetedhim.“Mr.Upman,I’msogladyoucame.Didyouhavemuchtroublefindingthebuilding?”
“Um...uh,no,”Phoenixreplied.“Ihope,uh,thisisn’tabadtimeoranything.Icancomebacklaterifyou’rebusy.Theplaceseemsbusy.”
“No,Iwasexpectingyou,Mr.Upman.Please,followme,”Champinstructed,leadinghimpastthereceptionareaandthroughashorthallway.PhoenixwasstunnedwhenChampswungthedooropentorevealanopulentoffice.Thewoodfloorsandoak-linedwallswarmedthecavernousroom,andnumerouspaintingsprovidedsplashesofcolor.Phoenixtookintheexpansiveroomandconcededthatthiswasthemostimpressiveofficehehadeverbeenin.
PhoenixtookabetterlookatChamp.HeseemedtallerthenPhoenixremembered,andleanwithafullheadofsilver-greyhair.Hissoft,blueeyesradiatedakindofwelcomingwarmth,whichputPhoenixatease,atleastalittle.Themanhadakindofgood-naturedairabouthim,andheseemedcasualandrelaxed.
“I’msogladyoucame,”Champsaid.HedirectedPhoenixtoanemptychairinfrontofhisdesk.
“I’msorryabouttheothernight.Iguess...I,um,Iwasjust,youknow...”“Noneedtoapologize,”Champbrokein,noddingsympathetically.Champ
sat,consideringthemanacrossfromhimforamoment.Phoenixshiftednervouslyinhischairasthesilencesettledbetweenthem.Hecouldn’thelpbeingdistractedbyhissurroundings,peeringaroundatthepaintingsandluxuriousdécor.
“I’vebeenwhereyouare,youknow.”Champfinallyspoke,leaningineversoslightly.“I’vebeeninthepitsofdarknessanddespair.”
Phoenixlookedconfusedashiseyessettledbackonthemanseatedacrossthedesk.“Despair?FromthelooksofthingsI’dsayyouareacontinentfromdespair.”
Champpaused,smirkingjustabit.“Iam,now;butnottoolongagothingswereamess.Nohope,nodirection,everythinginlifeseemedtopassmeby.Ialmostlostmyfamilyovermycircumstances.IguessyoucouldsayI’vecomealongway.”Champclosedhiseyesandthesmilefadedfromhisface.“WhenI
longway.”Champclosedhiseyesandthesmilefadedfromhisface.“WhenIheardyoutheothernightatthebar,itbroughtbackalotofpainfulmemories.”
Phoenixshiftedagaininhischair.Hefeltasthoughhewereintrudingonaprivatemoment.Champdidn’tseemtonoticePhoenix.Phoenixclearedhisthroat,twice.
“FunnythingthatIwasinthatbarthatnight.I’dneverbeentothatbarbefore.AfterIleft,Ikeptwonderingwhyourpathshadcrossedthatnight.Whatputmeinthatparticularbaronthatparticularnight?”Champseemedtodriftagain.“TheonlyconclusionIcouldreachwasthatsomethingintendedIbethere,meantmetobethere,tomeetyou.”
PhoenixstaredatChamp,consideringhiswordscarefully.“Likewhat?Likefate,orsomething?”
“Fate,yes.”“Why?What’ssoimportantaboutmethatfatewouldhaveusmeet?Why
me?”AsmilebrokeonChamp’sfaceandhesatupstraight,hiseyeswideasifhe
hadalong-keptsecrethewasreadytoshare.“IbelieveitwasintendedthatIpullyououtofthisholeyou’rein.IamsurenowthatyouaretheveryopportunityIwastoldabout.Yes,IamcertainthatyourepresentmyopportunitytoreturnthefavorthatIreceivedalifetimeagowhenIwasanaltogetherdifferentman.”
“Idon’tunderstand,”Phoenixreplied.“Yousee,someyearsagoIwastoldthatImightbecalledupontohelp
anotherinneed.IwastoldIwouldknowhimwhenIsawhimbecauseIwouldseethemirrorimageofmyoldself.Ididn’tunderstandthemeaningofthisatthetime,butthenyoucamealongandfinallyitallmadesense.Listeningtoyoutheothernight,IrecognizedimmediatelythatyouwerethepersonIwasmeanttohelp.”
“Howdidyouknowallthis?Howdidyouknowtolookforme?”“Becausehetoldmeto,”Champsaid.“Who?”“Mymentor,myadvisor.Inalotofways,themanwhosavedmylife.”“Who?”Phoenixaskedagain.“J.C.Jobs.”ChampwentontoexplainhowJ.C.JobswasresponsibleforChamp’sturn-
around,andmanyothersjustlikehim.“Heenabledustoreachlevelsofsuccesswehadneverdreamedpossible.”
Phoenixlistenedintently,absorbingeveryword.“IwasgiventenlawsbyJ.C.Jobs.Hecalledthemthe‘RichHabits.’Iwas
toldtolivethesetenprinciplesforthirtydaysandmeetbackwithhim.He
toldtolivethesetenprinciplesforthirtydaysandmeetbackwithhim.HepromisedmethatifIfollowedthesetenrules,mysituationwouldimprove.Atthatpoint,Ihadnothingtolose;soIdidexactlyasheinstructedandmetbackupwithhimafterthethirtydayshadpassed.”Champpausedanddrewhisshouldersback.
“And...?”Phoenixprompted.“Andtherestishistory.Whatyouseeallaroundyouhereisthebyproductof
livingtheRichHabitseveryday.TheRichHabitscompletelytransformedmylife.”
“Andnowyou’regoingtosharetheseprincipleswithme?”Phoenixasked,atraceofexcitementonhisfaceandinhisvoice.
“No,”Champreplied.Heleanedbackinhischairandcrossedhislegs,eyesfocusedsquarelyonPhoenix.
“What?ThenwhyamIhere?”Phoenixfurrowedhisbrowandhiseyesbecamenarrow.AcreepingsuspicionthatChamphadbeenwastinghistimenowtookroot,andPhoenixcontemplatedgettinguprightthenandthereandmarchingoutofthecavernousofficewithoutsomuchasaglanceback.Stillsomethingkepthimanchoredtohisseat.
“Theprinciplesarejustanoverviewofamorecomprehensiveprocess.J.C.hascreatedaprogramhecallstheRichHabitsTrainingProgram.Heandhisteamtrainindividuals,suchasyou,infollowingtheRichHabits.MyresponsibilityendswhenIcomeacrossacandidatewhomeetsJ.C.’smirrortest.”Champreachedacrosshisexpansivedeskforapenandscrawledaphonenumberonasheetofpaper.
“HereisthenumberwhereyoucanreachJ.C.’soffice.Callthisnumberfirstthingtomorrowmorning.”
“AndwhatdoIsay?Howmuchdoesthistrainingprogramcost?”Phoenixasked.
“Thereisnocostwhenyouaresponsored,Mr.Upman.JustletJ.C.’sofficeknowthatChampDaileysponsoredyou.Theycanhelpyou,Mr.Upman.Ofthat,Iamcertain.”
Withthat,Champstood,smoothinghisjacketanddirectedPhoenixtothedoor.Phoenixwasslowtogetup,reluctanttoleave,asheclungtothepieceofpaperwith
J.C.’sphonenumber.Hecouldn’thelpbutthinkthatthemostvaluablethinginthewholebuildingwasthissimplescrapofpapernowinhispossession.
ThenextmorningPhoenixdidasChampinstructed.Assoonashegottoworkhecalledthenumber.Awomananswered.
“Hello,mynameisPhoenixUpmanandI’mtryingtoreachJ.C.Jobs.ChampDaileytoldmetogivehimacall.”
ChampDaileytoldmetogivehimacall.”“WhatmayItellMr.Jobsthisisinreferenceto?”thewomanasked.“Champ
DaileytoldmetosaythatIwassponsoredbyhim.”“Certainly,Mr.Upman,”thewomanreplied.ShetookdownPhoenix’s
contactinformationandsaidshewouldrelaythemessagetoMr.Jobs.Thenshehungupthephone.WithinafewminutesthesamewomancalledPhoenixbackwithanappointmentforthenextRichHabitstrainingsession.
TheSecretary
“WhatamIgoingtodowithher?”JohnAndrews,CEOofSunblade,Inc.,adistributorofsawbladesinnorthernNewJersey,hadjustbeeninformedbyhisofficemanagerNina,thatDeehadcalledinforthethirdtimethismonthtosayshewasgoingtobelate.ThemorningswereimportantforSunblade,especiallyDee’srole,whichrequiredanhoureachmorningcallingbothexistingcustomersandprospects.Itwasaprocessthecompanyputinplaceyearsago,andwhentheprocesswasappliedconsistently,salesweretheresult.Dee’sabsencemeantnocallsandlostsalesfortheweek.
“John,youkeepbendingtherulesforDeeandshejustkeepspushingtheenvelopetoseehowmuchfurtheryou’llbendthem.Itoldyoulastyeartofireher.Whydon’tyoujustfireheralready?”NinahadlostherpatienceforDee’spoorattendanceandsenseofentitlement.NinawantedDeefiredbutJohnjustcouldnotbringhimselftodoso.
“ButIseesomuchpotentialinher,Nina.IfIcouldjustbreakherofsomeofthesebadhabitssheholdsonto,shewouldshine.Ijustknowit.”
DeeWorthyworkedasasecretaryforSunblade.Herpayforthepasttwoyearswasmeager,primarilyduetoher“badhabits,”asJohnbegantocallthem.Shewasayoungtwenty-four-year-old,heavysettothepointofbeingunhealthy.Shehadapleasantsmileandanattractiveface.MostofDee'scolleaguesdescribedherasahardworking,conscientious,andapunctualemployee.ThesesamepeoplealsodescribedDeeaslazy,neglectful,andtardy.Attimessheexhibitedcreativity,agreatworkethic,andincrediblepromise,buteventuallyshealwaysfellbackintotardiness,distraction,andindifference.Therootcause,manysuspected,werefamilyissuesfromwhichDeesoughtrefugeinfood.Hernear-obesitycausedhealthissues,whichmanifestedinfrequentsickdays.
“Aviciouscircleofbadhabits,”JohnadmonishedDeeatoneoftheirmanymeetingsfollowingacycleofabsences.
InDee'sfamilycircleshewasthefunctionalone.Herabilitytoearnevenameagerincomemadeherthefamilybanker.Johnoftentriedtopaintapictureofherreality,howherfamilywasdraggingherdownduetotheirownbadhabitsandtheirseeminginabilitytodrawaconsistentincome.Unfortunately,DeenevertookJohn’sadvicetoheart.Johnrecognizedhervulnerabilitywhenitcametoherfamily.Recognizingthisweakness,herfamilytookfulladvantageofDee.Dee'sinsecuritiesdidn’thelpmatters,either.“I’mnotthatsmart,”sheoftensaidtoothersaroundtheoffice.“Mycousinisthesmartoneinthefamily.ShegotthemaincourseandallIgotweretheleftovers.”
ShegotthemaincourseandallIgotweretheleftovers.”“Hercousin?”JohnbarkedatNina.“Thesmartonewithtwochildrenoutof
wedlock–wholiveswithherandhasn’thadajobinovertwoyears?Jeez.”
“Ineedtotalktoyouaboutsomethingpersonal.”JohnhadgrownsotiredoftheserepetitiouspersonalmeetingswithDee,
whichweremoreandmorefrequent.“IgotasecondjobasabartenderandIwillneedtoleaveearlyonFridays.”JohncouldtellfromthelookonDee'sfacethatshefearedthesemeetingsas
muchasJohnhadgrowntiredofthem.“HowearlyDee?”heaskedinaclearlyfrustratedtone.
“Ineedtoleaveatfourp.m.”Workhoursendedforeveryoneelseatfive-thirtyp.m.Johnknewthiswould
createamajorproblemfortheotheremployees,whowouldresentseeingJohnascateringtoDeeandbendingtherulesagain,rulesthatdidn’tseemtoapplytoDee.Johnfearedthathewouldbesendingthewrongmessagetoeveryoneifhedidn’texactsomeconcessionsfromDee.
“Iwillagreetothisontwoconditions.”“Yes?”Deerepliedsheepishly.“Thefirstconditionisthatyouwillhavetomakeupthemissingtimeon
Thursdays.”SomemembersofthestaffworkedlateonThursdays,finalizingordersforthenextweek,sohefeltherpresencemightthwartanystaffassertionsthatDeewasgettingspecialtreatment.
“Thesecondconditionisthatifyoufailtoliveuptoconditionnumberone,bythethirdtimeIwillhavenochoicebuttoterminateyouremployment.”
Dee,veryreluctantly,agreedtotheterms.Whatchoicedidshehavereally?Sheneededtheextramoney.Deelefthisofficeandasthedayworeonshegrewresentfulofherboss,thinkinghewassinglingheroutandbeinghardonher.Shefeltheshouldcutherabreak.Shehadalotonherplate.Hewas,shedecided,wronginforcinghertocomplywiththeiragreement.
Notwithstanding,Deeobligedherbossandthisnewscheduleforatime.ThestaffseemedtoacceptthisarrangementanddidnotmakewavesforJohn.However,aftersomeweekswentby,DeebegantostealafewminuteshereandthereonThursdays.NinanoticedthistrendfirstandinformedJohn.
JohnconfrontedDeeonaFridaymorningandsaid,“Strikeone,Dee.Youleftearlyyesterday.”
Deewasangry.SheknewJohnwastoobusytonoticeherearlydeparturesandthatNinamusthaverattedherout.Deereluctantlyforcedherselfbacktotheregimenforatime,butsubsequentlyfellbackintoherbadhabits.
“Striketwo,Dee,”JohnadvisedheronanotherFridayfollowinganother
“Striketwo,Dee,”JohnadvisedheronanotherFridayfollowinganotherbreachoftheiragreement.Thethirdstrikedidnottakelong,andonanotherFridayDeefoundherselfunemployed.
Twoweekspassedsinceshehadbeenforcedtovacateherapartment.Herfamilyhadabandonedher.NooneeventriedtoreachouttoDeetoseehowshewasdoingfollowingtheseparation.Deeranoutofmoney,withnotevenenoughforameal.Onenight,succumbingtothehungerpainsthatwerenowalltoofamiliar,shedecidedtovisitSt.Michael’sfoodkitchenforahotmeal.Butassheapproachedthefoodkitchen,shecouldnotcoaxherselfontothelineofpoorpeoplewaitingoutside.Shewalkedaroundtheblockdesperatelytryingtofindthecourageandhumilitytojointheline.
JanGoodehadbeenwatchingDee.Hemannedtheoutsidelineofthekitchenasavolunteer.Hisjobwastohelpmovethelinealonganddirectthehungryintothefacilityforahotmeal.JanbegantonoticeDeeafterherfourthtrippastthekitchenandhecouldseethatshewasdistressed.JanaskedoneofthevolunteerstotakehisplacemomentarilyandhewalkedovertoDee,whowasnowsittingonthecurbwithherhandscoveringherface,sobbing.
“Areyouhungry?”Janasked.“Excuseme?”shemumbledback.“Ivolunteeratthekitchen.Inoticedyou’vebeenpassingbyforthepasttwo
hours.Whydon’tyoucomeinforsomefood?”“Ican’t.”Deedrewherhandstoherfaceandbegantocry.“Ican’t.I’m,I’m
justtoohumiliated.”Deelostallcontrolandherbodyshookwithhersobs.Composingherself,shelookedupatJan.“IneverthoughtI’deverbeinthis
situation.I’vedonethistomyself,youknow.Imadethisallhappen.I’mmyownworstenemy.Iblewagreatjobwithagreatbossinagreatcompany.”Deelosthercomposureagainandbegantosob,thenonceagaincomposedherself.
“Mybosstriedtomakemeseethingsastheyreallywere.Ijustdidn’tlistentohim.Iamsuchafailureinlife.”SomethingshesaidorsomethingabouthersituationrattledJan.ItallsoundedtoofamiliarandbroughtbacksomeoldmemoriesJanhadthoughthehadlongagoerased.ThisupsetJan.Heexcusedhimselfandwalkedbackintothekitchen.HeemergedashorttimelaterwithacontaineroffoodforDee.
“MynameisJanGoode.IunderstandwhatyouaregoingthroughandIthinkIcanhelp.”JanhandedDeethecontainer.
“Help,me?Doyoufindpeoplejobsorsomething?”“Notexactly.”Janpausedandrepeatedthewordsastrangerhadspokento
himsomanyyearsago,“I’mjustamanlookinginaveryoldmirror.Comebythekitchentomorrownightafterclose.”
thekitchentomorrownightafterclose.”Deespentthenightinthebedofalocalshelter,ponderingthewordsuttered
byJan.I’mjustamanlookinginaveryoldmirror.Shewonderedtoherself,Whatdiditmean?Thewordsreverberatedinherheaduntilsleeparrived.
DeemetwithJanthenextnightandJansharedhisownstory.“Alongtimeago,Ilostmyjobundercircumstancessimilartoyourown.Ilostallhope.Iwasrescuedbyastrangerwhohelpedmeturnmylifearound.”
“Howdidhehelpyouturnyourlifearound?”Deeimplored.Janshiftedinhisseatandtookadeepbreath.
“Thisindividualsharedtenprincipleswithmethatchangedmylifeforever.IwentfromunemployedtotheCEOofthecompanythatnowemploysme.Followingtheselawswasnoteasy.HecalledthemtheRichHabits.ButfollowthemIdid,andtenyearsagothelawsbroughtmetomycurrentpositioninlife.”
“WhataretheseRichHabits?”Deeasked,inamoredemanding,butsinceremanner.
“That’snothowitworks,Dee.Youhavetogothroughatrainingprogram.Whenyou’responsoredthere'snocost.Theprogramwillteachyoueverythingyouneedtoknowtoturnyourlifearound.”JanreachedintohispocketandpulledoutapenandpaperandjottedaphonenumberdownforDee.“HisnameisJ.C.Jobs.Callhisofficeinthemorning.TellthemJanGoodesponsoredyou.”
DeedidasJanadvisedandsecuredherplaceinlineatthenextsessionoftheRichHabitTrainingProgram.
TheCarDealer
HerbRiserwasinastateofshock.Hehadjustgottenoffthephonewithhisbankeranditseemedasifallhopeofextendinghisdealership’sfloorplanfinancinghadrunout.ThebankadvisedhimthattheywereabouttoenforcetheirrightsunderthetermsofHerb’screditagreementandrepossesshisinventoryforasubsequentfiresaletolimitthebank’slosses.ForHerb,thismeantbankruptcyandfinancialruinforhisbusinessand,worse,hisfamily.
Drivinghomethatnight,hefeltsoalone.Atthelightjustoutsidehislot,Herbclosedhiseyesandlethisheaddropback.“HowdidIletthishappen?”Thewordsweremuffledwithintheconfinesofhiscar.“HowamIgoingtotellmywife?”
Hecouldn’tbearthethoughtoftheanguishhewasabouttounleashuponhisfamily.Theyhadyoungchildren,alargemortgage,andplentyofbillstopay.Hisemployeeswerenobetteroffwithahostoffinancialobligationsoftheirown.ManyofthemhadtakenachanceonHerb,leftgoodjobstocomeandworkforhim,andnowthiswashowtheywouldberepaid.Fromsomewherebehindhim,acarhonkedand
Herbopenedhiseyestoseethegreenlightaheadofhim.Lookingtohisleft,asheeasedonthegas,hesawthelargelit-updealership
diagonallyacrossthestreetfromhisown.Thatdealershipwasprospering.Theirinventoryofvehiclesturnedeverymonth,whileHerb’sowninventorygrewdustyandwornbytheelements.“Whatdoeshedodifferently?”Herbbeggedforananswerfromthegreatbeyond,buthiscrieswentunheard.
Herbhadbeeninthecarbusinessforabouttwentyyears.AteverydealershipthatemployedHerb,hewasthetopsalesperson.NooneevencameclosetomatchingHerb’sproductivity.Themanknewhowtosellacar.Herbcouldselljustaboutanythingonthelot,andheknewthis,oftenbraggingtocoworkers,“IcouldsellicetoEskimos.”Andhissuccesswasrewarded.Herbreceivedgenerousbonuses,andmanyawardstothedealershiptrickleddowntohimintheformoffreevacations,Rolexwatches,andnumerousotheritems.
Herbturnedontohisstreet,aquiettree-linedcul-de-sacthatbackedontoaninlet.Thehouseswereneatlyframedbylushmanicuredlawnsanddrivewayslinedwithflowerbeds.Hepulledtoastopontheroadinfrontofhishouse.Lightswereoninthekitchenandthelivingroom.Hisfamilywouldallbeup,hiswifecleaningdishesoverthesink,thekidswatchingtelevision,doing
hiswifecleaningdishesoverthesink,thekidswatchingtelevision,doinghomework,orplaying.Hecouldn’ttellthem;howcouldheruintheirsenseofhomeandsafety?Theywereexpectinghimtowalkin,heatupsomedinner,andtalkwiththem.Forthem,tonightwasanightlikeanyother;butHerbknewthateverythingwasabouttochangedrastically.
AttheNationalAutomobileDealersAssociationconventionseveralyearsbefore,HerbwasapproachedbyadealerheknewfromStatenIsland.TheygottotalkingandthedealertoldHerbthathe’dgrowntiredoftravelingtohisMitsubishifranchiseinRhodeIslandeverymonthtoreviewthemonth-endfinancialsandcreatethebudgetforthefollowingmonth.HewaslookingforabuyerandHerbeagerlyjumpedattheopportunity.Hehadlongdreamedofowninghisownstore,ofrunning“his”dealershipthewayhebelievedadealershipoughttorun,makinghisownrules,andreapinghisownrewards.Hewantedtobeoneofthebigboysandhesawthisopportunityashislong-awaitedbreak.
Thefirstfewmonthsinhisnewlyownedcardealershipwereslow,butthatdidn’tshakeHerb’sresolve.Heattributedthelowsalesnumberstotheownershiptransitionandwasconfidentthatthingswouldsoonpickup.Heevendecidedtorolluphissleevesandshowhissalesteamhowsellingwasdonebyapro.Thenumberspickedupabit,butnotthewayHerbanticipated.Hecontinuedsellingdayafterday,monthaftermonth,butsalescamehard.
Herbhadtroubleadjustingtohisexpandedresponsibilitiesofownership.Cashflowproblemsbegantooccupymoreofhistime.Hefoundhimselfvisitingbankswithincreasedfrequencytoaddnewlinesofcredit,orstrikenewfloorplanfinancingarrangements.Hespentmoretimeinbankofficesthanhewasspendingonthefloorofhisownshowroom,furtherexacerbatinghiscash-flowproblems.Herbwashisownbestsalesman,eventhoughhisnumberspaledincomparisontotheproductionhehadenjoyedasasalesmanatotherdealerships.Jugglingmanagementresponsibilitiesalongwithsaleswasprovingtoomuch.
Herbgotoutofhiscarandsteppedintothecoldnightair.HeflexedhisfingersinsidehistightblackleatherglovesandthemoonglintedoffthefaceoftheRolexwatchhewonyearsagoaftersettinganannualsalesrecordatapreviousdealershipheworkedfor.Nowhestoodontheporchofhishomefeelinglikeanintruder,thepersonwhowasabouttocomeinandshatterhisfamily’sworld.Hecouldn’tdoit,notjustyet.Herbsatdownintheoldwickerrockingchairontheporchandcollectedhisthoughts.Hewasn’tready.
Herbwasnotastudentoftheautoindustry.Forhimthebusinessofrunningacardealershipwasallaboutonething:sales.Customersweremerelyprospects
acardealershipwasallaboutonething:sales.Customersweremerelyprospectstobeconquered.“Overcomeobjectionsatallcosts,”heoftentoldothersalesman.“Thecustomerdoesn’tmakeadecisiontobuy;wedothatforthem.That’sourjob.”
Oftentimes,andreluctantly,theowneratHerb’slastdealershiphadtoactasamediatoronbehalfofacustomerwhofelttheywerebeingtreatedrudelybyHerb.HisbossknewHerbcouldsell,thatwasclearfromthenumbers,butHerbdidn’treallyunderstandthebiggerpicture.
“Herb,we’renotinterestedinjustthesale.Wewantthesecustomersforlifeandwewanttheirkids,andtheirkids’kids.Thisdealershipgoestogreatlengthstoprovidethemwiththeproductstheywantandthequalityservicetheycanexpectfromus.Withoutthemandtheircontinuedbusinesswe’dbefinished.YouarebyfarthebestsalesmanIhaveeverhad,butsometimesyoufocussolelyonthesaleandyouforgetthatthereisawholelotmoretomakingmoneyherethanjustsellingacar,”Herb’sbossexplainedinaprivatemeetingafteracustomerfeltparticularlybulliedbyHerb’saggressivesellingtechniques.
Herb’shandrestedonthefront-doorhandle.Hisfingersgrippedtheknob.Justbeyondthedoorhecouldhearthekidsrunningaroundupstairs,laughing.Heclosedhiseyesandletthesoundoflaughterfillhisears,lettinghisforeheadfalltothedoor.Hesniffedonce,thetipofhisnoseburninginthecoldnightair,andpushedopenthefrontdoor.
“Herb?”hiswifecalledfromthekitchen.“You’relatetonight;Isavedyouaplate.”
Herbslidoutofhiscoatandhungitinthefoyer,carefullytuckinghisglovesintothepocket.Hereluctantlystrolledintothekitchenandsankintooneofthechairsaroundthetable.Hiswifewasputtingtogetherhisdinner,buthewasn’thungry.
“Youallright?”sheinquired,noticingHerb’sdemeanor.Normally,whenhearrivedhomehewasmoreanimated,happytobehomewithhisfamilyafterthelongworkday.
“Ihavetotellyousomething,”Herbsaid.Hewoulddothisquickly.Hetookadeepbreathandbegan.
“Whatarewegoingtodo?”hiswifeasked,slumpingagainstthecounterwhenHerbfinishedtellinghereverything.Herfacewasblankandhereyesfixedsomewherefaraway.Herbcouldn’tbeartolookather.
“Howwillwepaythemortgage?”shewhispered,moretoherselfthantoherhusband.ShebegantocryandHerb’sheartwasbreaking.Upstairshecouldhearhischildrenstompingaroundtheirbedrooms,boisterousandlively.Downstairsthekitchenwasfilledwithsobbing.
Somehow,Herbdraggedhimselfoutofbedthenextmorning.Inthemirror
Somehow,Herbdraggedhimselfoutofbedthenextmorning.Inthemirrorhecouldseehisreflectionshave,brushhisreflection’steeth,andrunacombthroughhisreflection’shair.Hefeltlikehewaswatchingsomeoneelsefromamillionmilesaway.Whenhegottohisdealershipitdidn’ttakelongforhisstafftosensethatsomethingwaswrong.Herbshuthimselfinhisofficeandavoidedconversingwithanyoneformostoftheday.Hewasdesperatelytryingtothinkhiswayoutofthiswholemess,butforallhisthinking,hekeptcomingupshort.Numerouscallstohisbankerwentunansweredandunreturned.
Thefloorwasquietmostoftheday.Veryfewprospectswalkedthroughtheshowroomandtheservicedepartmentclosedearlythateveningduetoalackofbusiness.Whenmostofthestaffhaddeparted,Herbcamedownfromhisupstairsofficeandbeganhisnightlyritualofclosingtheshop.
Awomaninhermid-fiftieswalkedthroughthefrontdoorsjustasHerbwasmakinghiswayfromtheservicedesktowardtheshowroomtolockup.Herbwasslightlystartled,seeingherstandingbythereceptiondesk.
“MayIhelpyou?”Herbaskedinamelancholytone.“I’mlookingforacarformydaughter.SheisgraduatingfromBrownnext
monthandIwashopingtosurpriseher,”thewomangushed.“Doyouhaveanyconvertibles?”
Foramoment,thesalesmaninHerbstirred,buthesuppressedtheurge.“I’msorry;Iwon’tbeabletohelpyou.”
“Well,howaboutanSUVthen?Itdoesn’tnecessarilyhavetobeaconvertible.”
Herbstaredatthewomanandfelthimselfshrinking.“ImeanIwon’tbeabletosellyouanycarbecauseIwon’tbeabletoprovideservicesupport.”
“Idon’tunderstand.”Herbswallowedhardbeforecontinuing,“Afterthismonth,wewillmost
likelynolongerbeinbusiness,I’mafraid.”Herb’seyesdroppedfromherfacetothefloor,ashamed.“Wewon’tbeheretoserviceyourdaughter’scarorprovideanyfollow-upsupport.I’mverysorry.Ican’thelpyou.Ican’thelpanyone.”
Herbtriedtousherthewomantowardsthedoor,butshedidn’tmove.“Wait,”shesaid,takingasteptowardshim,alookofcompassionblanketedherface.“Tellmewhathappened?”
Herblookedather,startledbytherequest,andconsidereditforamoment.Hefiguredhehadnothingtoloseatthatpoint.Whynot?hethoughttohimself.Herbofferedherachairatanearbydeskandspilledthewholestory.Heheldnothingback.Hewasbrutallyhonestabouthisfailings.UnknowntoHerb,hisbankruptcystorywasafamiliaronetothewoman,whohadgonethroughher
ownbankruptcyalong,longtimeago.“Whatisyourname?”sheaskedoncehehadfinishedhisstory.“HerbRiser,”heshookhishead,embarrassed,beforeofferinghishand.He
hadtoldthiswomanhiswholesadstorybeforeevenexchangingintroductions.“I’mSusanChanger,”shereplied,shakingfirmly.“I’dliketohelpyou.”“Youwanttohelpme?”Herbrepliedindisbelief.“Why?”Susanrepeatedthewordssomeonesaidtohermanyyearsago,“I’mjusta
personlookinginaveryoldmirror.”SusanbegantoshareherownstoryoffailureandtheredemptionshereceivedfromanindividualbythenameofJ.C.Jobs.“HereisJ.C.’sofficenumber.Iwantyoutocalltheminthemorning.JustletthemknowIsponsoredyou.Thatgetsyouintothenexttrainingsessionforfree.”
Theyshookhandsandpartedways.HerbeyedthephonenumberasSusanwalkedoutthedoorsofhisdealership.WhoisthisJ.C.Jobs?heclosedhiseyesandwonderedtohimself.Isuredohopehecanperformmiracles,becausethat’swhatIneed.Amiracle.WithhiseyesstillclosedandhishandsunconsciouslywrappedaroundthepieceofpaperwithJ.C.Job’snumberonit,Herblookedasifhewaspraying.
TheAccountant
Tearsfloweddownhischeeksashedroppedaredroseontothecasketbelow.Hiswasthelastrose.Withthatfinalact,thecrowdofmournersbegantodisburseandtheaccountantwasnowalonewithhisthreeyoungchildren,standingoverDenise’scasket,staringmindlesslyintotheopengraveandloathinghimself.
“It’scalledcervicalintraepithelialneoplasia,”Denisehadsaid.Shehadsatdownatthekitchentableandpouredhimafreshcupofcoffee.Thecoffeesatsteamingbetweenthem,untouched.“Thedoctorrecommendedsurgerytocorrectthedisorder.”
“Surgery?”Hestarednervouslyather.Thesunfellacrossthetableinwideslats,angledthroughtheblinds.Beyondtheglasshecouldseeacloudlessblueskystretchingacrossthebackyard.Suddenlyhefeltlikehewasfallingfromthatsky,endlesslyfalling.Deniselookedcalm,asthoughshewasgoingoveragrocerylistwithhim.Deniseneverfumbled.Eventhoughthiswasaveryseriousmatter,shehadawayofdealingwiththeillnessinarelaxed,calmmanner.Denisehadalwaysbeenthepragmatic,rationalone,incontrolintherelationship.Shehardlyevergotworkedupthewayhedid.
“Iaskedifthesurgerywasabsolutelynecessaryandheseemedtowaver.”Denisethrewherlefthandintheairinadismissivefashion.“HesaidIdidn’tneedtohavethesurgerydonerightaway,buttherewerecertainrisksiftheproblemweretoremainuncorrectedindefinitely.”Deniserestedherchincasuallyinherhand,asthoughshewererecallingmemoriesofarecentholiday,orchattingaboutaneighbor’snewkitchen.Herpoiseamazedhim.
“Getthesurgery,Denise,please.”“Oh,‘please’yourself;youknowwecan’taffordthesurgery.Ourinsurance
isridiculous;thedeductibleiswaytoohigh.”“Ifyouneedthesurgery,youneedthesurgery,”hepleadedwithher.He
broughthishandtohismouthandshookhishead,tryingtoclearhismindoftheimageofasickDenise.Heforcedhimselftofocusonherasshewashereandnow.ShelookedlikehisDenise,thesamewomanhehadwednearlytwentyyearsago,althoughnow,slightlyplump,withthehintofasmilealwaysdancingbehindhereyes,vibrantandalive.Shecouldn’tbesick,notDenise.
“Wecan’taffordthesurgeryjustnowandwecertainlycan’taffordformetobeincapacitated,”Denisedemanded.“Wejustdon’thavethefive-thousanddollarsrightnow.Thesurgerywilljusthavetowait.”
Hedroppedhishandtothetableandletoutanaudible,exhaustedgroan.Her
Hedroppedhishandtothetableandletoutanaudible,exhaustedgroan.Herfingerscreptoverthetabletopandcametorestatophishand,warm,softandcomforting.Shesqueezedtightlyinanefforttoreassurehim.“Itcanwaituntilaftertaxseason.We’llhavemoneythen.”Shesmiledathim.
Aboutthreemonthslater,whiletheaccountantwasintheheartoftaxseason,anunfortunateritualthatwasthenatureofhisprofession,Denise'sconditionworsened.Herspottingbecamemorefrequentbutshechosenottoconcernherhusband,whowasworkingsixteen-hourdaysandweekends.Sheknewhehadhundredsofclientswithhundredsoftaxreturnsthatneededtobefiledwithinthenextsixweeks.Denisedecidednottobotherhimuntilaftertaxseason,whentheywouldhavesomeadditionalcashandcouldaffordtheoperationtofixherproblem.Thatoperationneverdidhappen.Denise'sillnessturnedtocanceranditspreadlikewildfire.Shelastedthroughthesummer,andpassedawayinahospitalbed,leavingbehindashatteredhusbandandtheirthreechildren.Denise,akind,devotedwifeandmother,wasnomore.
Theaccountantstaggeredthroughhisworkandhisnewjobasasingleparent.Itwasnearlyayearbeforethefogbegantoliftandheregainedsomelevelofclear-headedness.Denise'ssuddendeathlefthimangryandconfused.Heblamedhimselfforthatandfortheirfinancialplight.Theseself-recriminationscontinueduntilonemorningafteravividdreaminwhichDenisespoketohim,saying,“Allyouneedtodoisasktherightquestions.”Thewordsburnedintheaccountant’searsthroughmostofthatdayandstayedwithhimthatnightuntilhefellasleep.
Anewnessofthoughtwokewithhimthatnextmorning.“WhyamIdoingbadlywhilesomanyofmyclients,theclientswhoaskmeforfinancialadvice,aredoingsowell?”heaskedhimselfasherubbedthesleepfromhiseyes.“Itcan’tbeamatterofknowledge.Iknowfarmoreintermsoftaxandfinancesthananyofmyclients.TheremustbesomethingIamdoingwrongthattheyaredoingright!”
Theaccountantdeterminedthenandtheretouncovertheirsecrets.Oneofthefirstthingshedidwastocreatealistofquestionstoaskhissuccessfulclientsinanefforttofindoutwhattheydidthathedidn’t.Hislistevolvedandchangedovertimeintotwentyquestions.Heawokeonenightwiththethoughtthatheshouldalsotakethislistofquestionstohisunsuccessfulclientstoseeifthereweredifferencesbetweentheiranswersandthoseofhiswealthyclients.TheU.S.PatentOfficereferstosuchextraordinaryhumanthoughtsandideasas“flashesofgenius.”Untilthatnight,ithadneveroccurredtotheaccountantthattheanswersheobtainedfromhissuccessfulclientsonlyhadrelevanceiftheycouldbecomparedtotheanswersofhisunsuccessfulclients.
Whatwasinitiallyarelativelysimple,short-termprojectbecameafive-year
Whatwasinitiallyarelativelysimple,short-termprojectbecameafive-yearobsessionwithanalysisanddiscoveryinstudyingthedatahegatheredfromthetwodiversegroups.Theconclusionwasastounding.TherewasadifferencethesizeoftheGrandCanyonbetweentheanswershereceivedfromhissuccessfulclientsandtheanswershereceivedfromhisunsuccessfulclients.
Asanexample,whenheaskedthequestion,“Whatdoyoudowhenyouleaveyouroffice?”theanswersgivenbyhissuccessfulclientsreflectedthat,asagroup,theywereengagedinnumeroussocialorbusinessactivities.Someservedondifferentboards,otherswereinvolvedinspeakingengagements;sometaught;somewereinvolvedwiththeirchurch;somewereseekingadvanceddegreesrelatedtotheirprofessions;somecontinuedworkingintheirhomeoffices;someranlittleleagueclubs,andsomewereinvolvedinvolunteerworkfornon-profitorganizations.Whenthisquestionwasaskedoftheunsuccessfulgroupofclients,theiranswerswerestrikinglyuniform.Theyatedinner,watchedtelevisionorengagedinsomerecreationalactivity,wenttobed,andrepeatedthesameroutinethenextday.Theaccountant’sepiphanywasthathehaduncoveredthesecrettofinancialsuccess,whichhecouldseewasembodiedinthedailyhabitsofsuccessfulpeople.
Excitedbyhisdiscovery,hecategorizedhisfindings,whichheeventuallynarroweddownintoeasytounderstandprinciplesthatcametobeknownas“RichHabits.”
Theaccountantincorporatedthesehabitsintohisdailylife.ForthirtydayshediligentlyfollowedhisRichHabitslist.Eachandeveryday,inthemorning,atnoon,andjustbeforebed,hewentoverhislist.Opportunitiesbegantomanifestseeminglyoutofthinair.Hisrevenuebegantoincrease.Newclientscamethroughhisofficedoors.Hehadtohirenewemployeestomeetthedemandsofhisnewclients.Theaccountantwasrousedtosuchheightsofexcitementthathecouldhardlycontainhimself.Hefeltasifhehadjustimbibedsomemagicalelixirthatwastransforminghislife.
ShortlyafterincorporatingtheRichHabitsintohisdailylife,anoldclientcalledwhohadbeenstrugglingwithseriouscashflowproblems.
“Ineedyoutohelpmesecureanotherlinewithabank,”theclientaskedoverthephone.“Idesperatelyneedanotherfifty-thousanddollars.IfIdon’tgetthismoney,I’mfinished.Iwon’tbeabletomakepayrollnextmonthorpaymyvendors.”
Itseemedtotheaccountantthat,sincehefirstmethisclient,themanwasalwaysstrugglingwithcashflow.Athoughtflashedthroughhismind.“I’lltellyouwhat,”theaccountantoffered,“I’llhelpyousecuretheadditionalfinancingforfreebutIwantsomethingfromyou.ComeinnextweekandI’llexplainfurther.”Theaccountanthungupthephoneandduringthenextweeksetoutto
further.”TheaccountanthungupthephoneandduringthenextweeksetouttodevelopaworkableprogrambaseduponhisRichHabits,sothathecouldsharethemwithhisunfortunateclient.
Thefollowingweekthetwometinhisoffice.“What’sthis?”Theclientwaspuzzlingoverthepapersthatlaybeforehim.
“Thisisanagreement,”theaccountantreplied.“Forwhat?”theclientasked,ashebegantostudytheleaddocument,which
readasfollows:“IhereinagreetodiligentlyfollowtheattachedProgramforthirtydays.In
exchange,allfeesassociatedwithsecuringadditionalfinancingwillbewaived.”Theclientconsideredthedocumentforafewmomentsandbrowsedthrough
theprogramtheaccountantcreatedjustforhim.“That’sallIhavetodo?Followthisprogramforthirtydays?”Aslightsmilespreadacrosstheaccountant’sface.“Thirtydays.”“Seemssimpleenough.”Theclientsignedthedocument.“Areyoureadytobegin?”theaccountantaskedenthusiastically.“Now?I...I...Iguessso,”theclientstammered.Withthat,J.C.JobspulledacopyoftheRichHabitsTrainingProgram
towardhisclientandopenedtothefirstpage.
TheRichHabitsTrainingProgram
BeforebeginningtheRichHabitsTrainingProgramitisnecessarytodispelacommonmythaboutfinancialsuccesswithregardtoluck.Manyunsuccessfulpeoplerationalizethattheydon’thave“goodluck”orjustaren’t“lucky.”
Theyarguethatinordertobefinanciallysuccessfulyouneedgoodluck.Isgoodluckimportanttobecomingsuccessful?Theanswerisaresounding“Yes!”Allsuccessfulpeoplehaveexperiencedgoodluck.Infact,noonewilleverbecomesuccessfuliftheydonothavesomegoodluck.Butlet’selaborateonthistruth.
Therearefourtypesofluck.Thefirsttypeofluckis“randomgoodluck.”Thisisatypeofgoodluckwehavenocontrolover,likewinningthelotteryorreceivinganunexpectedinheritance.
Thesecondtypeofluckis“randombadluck.”Likerandomgoodluck,wehavenocontroloverthis,either.
Eventscreatingthistypeofluckareoutsideofourinfluenceforthemostpart.Examplesincludecomingdownwithadisease,gettinghitbylightning,randomaccidents,atreefallingonyourhouse,etc.
Thethirdtypeofluckis“opportunityluck.”Thisisgoodluckthatisabyproductofgooddailyhabits.Thinkofopportunityluckasanappleorchard.Youpreparetheland,planttheappleseeds,anddiligentlynurturethetreesastheygrow.Aftersometimetheappletreesblossomandbearfruit.Thisfruitisthebyproductofdoingthethingsyouneededtodooveralongperiodoftime.Theseapplesrepresentopportunityluck.
Successfulpeopledothethingsthatarenecessaryoverthelongterminorderforopportunitylucktooccurintheirlives.TheylivetheRichHabitseverysingleday.RichHabitsarelikeamagnetforopportunityluck.Manyoftheopportunitiesarecompletelyunexpected.Somepeoplerefertothisas“thelawofattraction.”OpportunityluckfollowsthelawofattractionforthosewholivetheRichHabits.
Thefourthtypeofluckis“detrimentalluck.”Detrimentalluckistheeviltwinofopportunityluck.Unsuccessfulpeoplehavebadhabits.LiketheRichHabits,badhabitsarealsoseeds.Theywilltakerootandgrowuntiltheytoobearfruit.Unfortunately,thebadfruitbirthedbybadhabitsbringsdetrimentalluckintothelivesoftheunsuccessful.Thisdetrimentalluckmightbeajobloss,investmentlosses,foreclosure,divorce,illness,orsomethingsimilar.
Tobringsuccessintoyourlifeyouneedtoattracttherightkindofluck.LivingtheRichHabitsguaranteesyouwillattracttherightkindofluck,and
LivingtheRichHabitsguaranteesyouwillattracttherightkindofluck,andopportunitieswillappear,seeminglyoutofthinair.Aswithlow-hangingfruit,allyouhavetodoisreachoutandpickit.
RichHabitPromiseNumberOne:
Iwillformgooddailyhabitsandfollowthesegooddailyhabitseveryday.
Gooddailyhabitsarethefoundationofsuccess.Successfulpeopledifferfromunsuccessfulpeopleintheirdailyhabits.Successfulpeoplehavemanygoodandfewbaddailyhabits.Unsuccessfulpeoplehavemanybadandfewgooddailyhabits.Mostsuccessfulpeoplearenotevenawarethattheypossesssuchhabits.Thisiswhydefiningsuccesshasalwaysbeendifficult.
Nopersonwilleverbesuccessfuluntiltheycanidentifytheirstrengthsandweaknesses.Self-assessmentrequiresbrutalhonesty.Buthowdoesonedefineagivenstrengthorweakness?Thisisnotaneasytask,asitisoftentoonebulousarequest.Wegetinourownway.Ouregosinterfereandweareleftwithanuncertaintyabouttheaccuracyofourownanalysis.Itismucheasierforathirdpartytoassessusthanforustoassessourselves.
Asimpleandfoolproofapproachtoassessingourselvesistolookatourdailypatternsofliving,ourdailyhabits.Byrecognizingourdailyhabitswegainkeenerinsightsintoourindividualstrengthsandweaknesses.Understandingthatourownbaddailyhabitsarepreventingusfrombecomingsuccessfulrepresentsthefirstandmostsignificantsteponthepathtowardfinancialsuccess.
Onapieceofpaper,formtwocolumns.ListyourBadDailyHabitsundercolumnone.InverteachoneofyourBadDailyHabitsandlisttheiroppositesundercolumntwo,whichwe’llrefertoasyournewGoodDailyHabits.
Seeexampleonthenextpage:
BadDailyHabits GoodDailyHabits
Iwatchtoomuchtelevision. IlimitmyselftoonehourofTVperday.
Idon’texerciseregularly. Iexercisethirtyminuteseachday.
Idon’twatchwhatIeat. IeatnomorethanXXXXcaloriesperday.
Idon’tdomywork-relatedreading. Ireadthirtyminuteseachday.
Iprocrastinate. Icompleteitemsonmyto-dolisteveryday.
IwastetoomuchtimeontheInternet. IlimitmydailyrecreationalInternetuse.
Ismoke. Iwillnotsmoketoday.
Idon’treturnphonecallsrightaway. Iwillreturneveryphonecalltoday.
Idon’treturnphonecallsrightaway. Iwillreturneveryphonecalltoday.
Idon’tremembernames. Iwritedownnamesandrememberthem.
Iforgetimportantdates. Iacknowledgedatesthatareimportanttoothers.
ForthirtydaysfollowyournewGoodDailyHabits.Reviewthemonceinthemorning,onceatnoon,andonceatbedtime.Inthisway,eachandeveryday,holdyourselfaccountableforfollowingthem.TheobjectiveistocompleteatleasteightypercentofyourGoodDailyHabitseachday.
GoodDailyHabitsWorkWeekChecklist(SampleItems)
1. Ireadindustry-relatedmaterialahalf-hourtoday.
2. Iran30minutestoday.
3. Icompleted80%ofmyto-dolisttoday.
4. Icalledatleastoneprospecttoday.
5. IdidnotwastetimeontheInternettoday.
6. Isaid“DOITNOW”whenIdidnotwanttodosomethingtoday.
7. Istoppedmyselffromsayingsomethingsarcastictoday.
8. Istoppedmyselffromsayingsomethinginappropriatetoday.
9. IstoppedmyselffromtalkingtodaywhenIrealizedIwastalkingtoomuch.
10. Iatenomorethan2,000caloriestoday.
11. Ilimitedmyselftotwobeerstoday.
12. Ilefttheofficeafter6p.m.today.
13. Icalledonepersontoday,justtosayhello.
14. Icalledsomeonetodaytowishhimorherahappybirthday.
Summary:
Successfulpeopleareslavestotheirgooddailyhabits.ThisisthefirstRichHabitandthemostimportantRichHabit.
RichHabitPromiseNumberTwo:
Iwillsetgoalsforeachday,foreachmonth,foreachyearandforthelong-term.Iwillfocusonmygoalseachandeveryday.
Successfulpeoplearegoal-oriented.Theycreategoalsallthetime.Dailygoalsarerepresentedintheirdailyto-dolists.Long-termgoalsarebroadinitiativestobeaccomplishedatspecifiedpoints.Successfulpeoplefocusonworkatwork,andleavetheirfamilyandpersonalmattersoutsidetheofficeinanefforttoachievetheirbusinessgoals.
Successfulpeoplearelong-termthinkers.Theyareconstantlylookingtothefutureinanefforttodeterminewheretheyareintermsofaccomplishingtheirgoals.Theydonotdwellonthepast–nodaydreamingaboutpastsuccessesorfailures.Theycontinuouslymakecoursecorrectionstogetbackontrackinachievingtheirgoals.
Unsuccessfulpeoplearenotgoal-oriented.Likeleavesonafallday,theyfloatintheairaimlessly,withoutdirection.Theyallowthedistractionsofdailylivingtoaffecttheirabilitytoperformtheirdutiesatwork.Theyallowthemselvestobecomeeasilydistractedbythingsthathavenothingtodowiththeirwork.Sincetheyarenotfocusedongoals,theyhavenothinggroundingthemtothetaskstheyneedtoperformtobecomesuccessful.
DailyGoals
Beforebeginningeachday,compileaDailyGoal/To-doList.Listonlythosethingsthathavearealisticprobability(eightypercentchance)ofbeingcompletedthatday.Prioritizethislistandsetaspecifictimeinwhichtotackleeachitem.Thelower-priorityitemsarethosethathavealowprobability(bottomtwentypercent)ofbeingaccomplishedthatdayandcanbeaccomplishedthesubsequentday.Dothisinordertobuildflexibilityintotheto-dolistandavoidthefrustrationoffailingtoaccomplishtheimportanttaskssetforthatday.Duringtheday,markoffeachcompletedtaskandcongratulateyourselfinitsaccomplishment.Attheendofthedayevaluatetheto-dolist.Thisforcesaccountability.
RichHabitsDailyGoals/To-DoList(SampleWeekDay)
Description When
Profession-relatedreading. 6-6:30A.M.
Checkvoicemailandemail. 8:30A.M.
Callonepersonjusttosayhello. 9:00A.M.
MakeHappyBirthdaycalls/emails. 9:00A.M.
Callprospectlist. 9:30A.M.
CompletependingLifeInsuranceapplications. 10:00A.M.
Follow-uponpendingcases. 11:00A.M.
Clientmeetings. 1-5P.M.
Returnallphonecalls. 5:00P.M.
End-of-dayprospectcalling. 5:30P.M.
Intheaboveexample,completingeightoutoftenDailyGoalsforthedayisconsideredsuccessful.
MonthlyGoals
Atthebeginningofeachmonth,listmonthlygoals.Thesearegoalswitharealisticprobabilityofbeingreachedbytheendofthemonth.Breakdowneachgoalintotasksorsteps.Themonthlygoalscouldbethenumberofinsurancepoliciestowritethatmonth,orthenumberofnewclientsyouhopetogain,orarevenuetargetforthemonth.Thesegoalsmightincludeaprojecttobecompletedoranarticletobewritten.
EXAMPLE-MONTHLYGOALNUMBERONE:Iwillwritefivelifeinsurancepoliciesthismonth.InordertoachievethisgoalIwillneedtomeetwithtenprospectseachweekforthenextfourweeks.Inorderforthesemeetingstooccur,Iwillmakefiftyphonecallseachweek,whichbreaksdownintotencallseachday.
GoalsforthecurrentYearandtheFollowingYear
Goalsforthecurrentyearandforthefollowingyearrepresentinitiativesthatyouhavesomedegreeofcontroloverachieving.Breakdowneachgoalintotasksthatneedtobeaccomplished.
EXAMPLE–CURRENTYEARGOALNUMBERONE:IwillpasstheCPAexamthisyear.InordertoreachthisgoalIwillstudy.IwillestablishastudyplaninwhichIwillstudyonehoureachdayduringtheweekandsixhoursovereachweekend.Iwillreviewthestudymaterialandcompletethepracticeexams.
Long-termGoals
Long-termgoalsrepresentbroad,far-reachinginitiatives.Thinkofyourlong-
Long-termgoalsrepresentbroad,far-reachinginitiatives.Thinkofyourlong-termgoalsasyour“wishlist.”Createaplanforaccomplishingeachgoalandincludethetasksneededtobeaccomplished.
EXAMPLE–LONG-TERMGOALNUMBERONE:Iwillbuyahouseinfiveyears.InordertoreachthisgoalIwillsaveonethousanddollarspermonthforthenextfiveyears.InordertosaveonethousanddollarspermonthIwillreducemyexpensesanddeposittwo-hundred-and-fiftydollarseachpayperiodintoaseparatesavingsaccount.
RichHabitsGoalSheet
CurrentYearGoals NextYear’sGoals Long-TermGoals
TakeCPAExam WriteandPublishBook Make$....WithinFiveYears
ObtainLong-TermCareDesignation
IncreaseSavingsAnother$.... BuyConvertibleForMyWife
IncreaseSavingsAccountby$.... TakeCFPExam BecomeaPartnerby....
PayOffCarLoan GetMyWeightDownto180Pounds PayOffMortgageby....
LoseTenPoundsby.... RunMarathon BuyBeachHouseby....
ObtainPromotionto.... IncreaseSalaryto.... Accumulate$....InCollegeSavingsForMyChildren
Ausefultechniquetoassistinkeepinglong-termgoalsinsightistheuseofavisionboard.Avisionboardisanactualpictureoflong-termgoals.Thismaybeapictureofthehouseyoudesiretobuy,apictureofthebusinessyouhopetoownoneday,orapictureofthetypeofplaceyouhopetoretiretooneday.Beforeherosetogreatfame,comedianJimCareywroteoutachecktohimselffortwentymilliondollarsandkeptthatcheckinaplacewherehewouldseeiteveryday.Thatcheckrepresentedavisionboardofalong-termgoalhedesiredtoachieveoneday–tobepaidtwentymilliondollarsforamovie.Whentheopportunityaroseforaleadingroleinamovie,guesswhatJimCarey’sdemandforcompensationwas?Twentymilliondollars.Andhegotit!
Summary:
Successfulpeoplesetgoalsandcreateaplantoreachthosegoals.
RichHabitPromiseNumberThree:
Iwillengageinself-improvementeveryday.
Successfulpeopleengageintheprocessofself-improvementeveryday.Theyreadindustryperiodicalsandtechnicalmaterialspecifictotheirprofessionortrade.Theybecomestudentsoftheirindustry,profession,ortrade,andkeepcurrentwithchangesthatoccur.Theydonotspendexcessiveamountsofnon-worktimewatchingtelevision,orsurfingtheInternet.
Successfulpeoplereadforself-improvement.Theyareperpetualstudents.Eachdaytheydevoteblocksoftimetobetterthemselvesbystudyingsubjectmatterthatwillimprovetheminsomewayandbetterenablethemtoperformtheirjobs.Timeistoovaluabletobewastedonmatterswithnotangiblevalue.Theycoordinatetheirgoalswithself-improvementandsetspecificgoals.Thismayinvolveobtaininganadditionallicense,adegree,ordevelopinganewnichefortheirbusiness.Theyarecontinuouslyengagedinsomeconstructiveprojecttoincreasetheirskillsets,promotetheirbusinessorcareers,keeptheirmindssharp,orexpandtheirbusinessprospects.
Unsuccessfulpeoplearenotstudentsoftheirindustry,profession,ortrade.Theydonotroutinelyfollowtheirindustry.Theydonotregularlyreadindustryperiodicals.Theywouldratherspendhourseachdaywatchingtelevisionorengagedin“junk”reading.Theyuserationalizationtojustifytheirnegligenceinimprovingthemselves.
Self-improvementinvolvesengagingissomeactivityeverydaythatwillimproveyourmindandexpandyourknowledgetobetteryourcareer.Expandingknowledgewithinyourindustryisaself-improvementactivitythatyoumustengagein.Thiscanbedonebyregularlyreadingyourindustryperiodicalsandadvancingyourcareerbyobtainingadditionallicenses,skillsets,ornewnichesforyourbusiness.Career-specificself-improvementactivitiesarenecessarytoincreaseskillsandtakeadvantageofopportunities.Youwillnoticethat,asyourknowledgebasegrows,opportunitiesbegintopresentthemselves.
Chooseatimewhentherearefewerdistractionsandyoucansetasideablockoftime.Sometimesthisispossibleintheearlymorninghours,priortobeginningyournormalworkday.Ataminimum,setasidethirtyminuteseachdayfortheseactivities.Thirtyminutesperdaymaynotseemlikemuch,butovertime,itaddsuptoasignificantamountofself-improvementactivity.Nomatterwhattimeofthedayworksbestforyou,engageindailyself-improvementactivitieswithoutinterruptions.
Summary:
Successfulpeopledevotetimeeachandeverydaytoself-improvement.
RichHabitPromiseNumberFour:
Iwilldevotepartofeachandeverydayincaringformyhealth.
Successfulpeoplemakeaconcertedefforttoeatrightandexerciseeveryday.Theyconsidernotonlywhattheyeat,butalsohowmuchtheyeat.Theymanagetheirconsumptionoffood.Successfulpeopledonotbingeoroverindulgeinfoodordrink.Iftheydoslip,itismanagedoverindulgence,relegatedtothatofaninfrequentoccurrenceratherthanaregularoccurrence,suchasaholidaymealoraparty.
Forsuccessfulpeople,exerciseisaroutine,likebrushingtheirteeth.Theyunderstandthatdailyexerciseimprovestheirbodiesandminds.Routineexerciseimprovestheimmunesystemandresultsinfewersickdays.Thisfurtherallowsforanincreaseinproductivity,sincethefrequencyofsickdaysislessthanthatofothers.Peoplewhoregularlyexercisegenerallyhavemoreenergyduringtheday.
Successfulpeoplehaveasystemorroutineforweightmanagementthatworksbestforthem.Somehavesophisticatedsystems,somelesssophisticated,butthey“manage”theirweight.Managingweightmeansmonitoringtheamountoffoodconsumedeverydayandengaginginadailyexerciseregimen.
Unsuccessfulpeoplehavenoconsistent,day-to-daycontrolovertheirhealth.Theyarealwaysinsearchofthelatestandgreatestquick-fixdietidea.Unsuccessfulpeopledealwithhealthmatterssporadicallyandusuallyrequireoutsideinfluencestomotivatethemtoeatlessoreatdifferently.Thisisthereasonwhytherearesomanydietbooksoutthere.Withlittlecontrolovertheireatinghabits,theygothroughphasesofgainingandlosingweightagainandagain.Thisbehaviortakesatollonthebody,whicheventuallymanifestasmedicaldisorders,suchashighbloodpressure,diabetes,heartdisease,andthelike.
Unsuccessfulpeopleapproachexercisethesamewaytheyapproachtheirconsumptionoffood,requiringsomeoutsideforcetomomentarilymotivatethem.Whenthatmotivationwearsoff,theyfallbackintobadhabits,stopexercising,andgainweightaspartofacyclethatrecursthroughouttheirlives.
Aneasywaytomonitorfoodconsumptionistocountthecaloriesaftereverymealorsnack,anddocumentdailyconsumption.Inbeginningaweight
mealorsnack,anddocumentdailyconsumption.Inbeginningaweightmanagementprogram,firstgainanunderstandingofthespecificfoodsyoueatonadailybasis.Duringthefirstthirtydaysofyourweightmanagementprogramyouwillneedtotrackwhatyounormallyeatandfigureoutthenumberofcaloriesforeachfooditem.Duringthisthirtydayperiodyouwillbeabletoidentifycertainfoodsthatarehighincaloriesandyoucanthereafterchoosetoavoidthosehigh-caloriefoods,atleastonaregularbasis.
Donotconfusemonitoringandmanagingfoodconsumptionwithdieting.Theyarenotthesame.Dietsdon’tworkinmanagingweightinthelongterm.Thereasonisthattheyaretoorestrictive,unsustainableand,quitefrankly,takethefunoutoflife.Managingtheconsumptionoffooddoesnotmeanstarvingorneveragaineatingspecialtreats.Youaregoingtoeattreatsfromtimetotimeandyoushouldnotfeelguiltyaboutthis.Yousimplyneedtounderstandthatyoucan’teatthosehigh-caloriefoodseveryday,asthiswilllikelypushyouoveryourdailycaloricthreshold,whichisthethresholdyouneedtostaywithininordertoloseormaintainyourweight.Youshouldbefreetoeatanddrinkthethingsyoulikewhenthespiritmovesyou.Butyouneedtounderstandthateatingsomeofthefoodsyoulovemightmeanoccasionallyexceedingyourcaloricthresholdforthatday,whichisfineaslongasthisistheexceptionratherthantherule.
Monitoringfoodconsumptiononlygetsyouhalfwaytowardmanagingweight.Youmustengageinadailyaerobicexerciseregimenforatleasttwentytothirtyminutesaday,fourdaysperweek.Joggingoutdoorsprovidesthemosteffectiveresults.Thenumberofcaloriesburnedwithrunningisgreaterbyaboutone-thirdthananindoortreadmill,Stairmaster,orstationarybike.Liftingweights,sit-ups,push-ups,andthelike,aregoodsupplementstoanybasicaerobicactivity,buttheyarenotsubstitutesforaerobicactivity.Bythemselves,theseexerciseswillnothelpyouloseweightasmuchastheywillhelpyoushapeandtoneyourbody.Aerobicactivityisthemostreliableactivitytohelpyouloseweightandshouldbethefoundationforyourexerciseregimen.
Morningmaybethebesttimetoengageinexerciseactivity.Byprecedingtheworkday,youarelesslikelytobepulledawaybyschedulingissuesorconflictsthatoftenoccurduringtheday.
AgreattooltomonitoryourweightistheRichHabitsWeightManagementTrackingSchedule.Trackingtakesonlyfiveminuteseachday.Youwillbegintoseepatternsinyourweightmanagementthatenableyoutobetterunderstandyourbodyandallowyoutogaincontroloveryourweight.WithintwomonthsofcompletingtheRichHabitsWeightManagementTrackingSchedule(seenextpage)youwillbeabletodetermineyourindividualdailycaloricthresholdandyoucanthenmanageyourcalorieintaketoloseormaintainyourweight.For
youcanthenmanageyourcalorieintaketoloseormaintainyourweight.Forexample,assumeyourdailythresholdis2,100caloriesperday,giventhelevelofexerciseyoudo.Ifyouconsumelessthan2,100calorieseachday,youwillloseweighteveryday.
Summary:
Successfulpeoplemanagetheirconsumptionoffoodandengageinregularexercise.
RichHabitPromiseNumberFive:
Iwilldevoteeachandeverydaytoforminglifelongrelationships.
Tosuccessfulpeople,relationshipsarelikegold.Theytendtorelationshipslikeafarmertendscrops,nurturingthemeveryday,rememberingnames,birthdays,giftsfornewborns,andinteractingfrequently.Successfulpeopleseektohelptheirrelationshipsandtheirbusinessassociates,evenwhenthereisnothinginitforthem.Theyarefocusedonothers,ratherthanonthemselves.
Forsuccessfulpeople,networkingisaprerequisitetotheirsuccess.Theydevelopsystemsandprocessesastoolstoassisttheminnetworkingefforts.Theysearchforreasonstoreachouttotheircontacts,suchasbirthdaycontactsorcongratulatorycalls,cards,orgifts.Theyattendimportantcelebrationsandmilestonessuchasgraduations,funerals,andweddings.Theynetworkwithindividualswhoarelike-minded.Theydonotwastetheirtimedevelopingandnurturingrelationshipswithindividualswhoareonlyoutforthemselves.Theycutalltiesthatareharmfulordestructive,andstayclearofindividualswhoareperpetuallyinastateofturmoil.Manytimesthisturmoilisfinancialinnature.
perpetuallyinastateofturmoil.Manytimesthisturmoilisfinancialinnature.Theseindividualshavebadhabitsandoftendragdowntheirfriendsorassociates.
Successfulpeoplearestudentsofrelationshipbuilding.Theyfaithfullyreturnphonecallsrightaway.Theycontinuouslyseekoutwaystoimprovetheirrelationships.
Unsuccessfulpeoplehavea“Whathaveyoudoneformelately?”attitudeaboutrelationships.Some,oddlyenough,evenconsideritavirtuewhentheyintentionallyshortchangeothers.Ifanindividualcannotprovidethemwithsomeimmediatevalue,theyareignoreduntilneeded.Nocalls,emails,orcardsonbirthdays.Nogiftscongratulatingtheir“friends”orassociatesontheimportanteventsintheirlives.Unsuccessfulpeoplearenotgoodnetworkers.Theydon’tseektoimprovetheirrelationshipswithothersonacontinuousandregularbasis.Theydonotreturnphonecallsrightaway,andsometimesnotatall.
Unsuccessfulpeopleadopta“putoutthefire”mindsetinmanagingrelationships.Whenacrisisarises,andunsuccessfulpeopleoftenhavesuddencrisesintheirlives,theyreachoutforhelp.Oftentimes,theyseekassistancefromanindividualtheyhaveneglected.Whenitcomestorelationships,unsuccessfulpeoplesimplydonotcareenoughtoinvesttimeindevelopingrelationships.
Successfulpeopleemployasysteminmanagingtheirrelationships.Somehavesystemsthatcanbequitesophisticatedandutilizethelatestintechnologyandsoftware.Whateversystemyoucreateforyourself,findawaytotrackvarioustypesofinformationabouteachofyourcontacts.Besidesnames,addresses,phonenumbers,andemailinformation,captureotherimportantdatasuchas:professions;birthdays;spousenames;spousebirthdays;namesofchildren;college,graduateschool,lawschooletc.;hobbies,interests,andotherimportantdata.“Important”meansimportanttoyourcontact.ThemostcommoncontactmanagementsystemisOutlook.AlmostanyonewithacomputerhasOutlook.SomecellphonesevenlinkupwithOutlook,givingyoutheabilitytocarrycontactinformationwithyou.
Havingthegreatestcontactmanagementsystemintheworlddoesyounogoodunlessyouputyoursystemtogooduse.Themostbasicsystemprovidesaprocessthatremindsyouofacontact’sbirthdaysoyoucanreachouttothemtowishthemahappybirthday.Evenifyoudonotregularlycommunicatewithaspecificperson,thisminimumamountofcontactkeepsyourrelationshipalive.Birthdaycallsallowyoutomaintainarelationshipbybeingintouchatleastonceayear.Yourcontactmayreciprocate,thusincreasingthefrequencyofyourcontactswiththisindividualtotwotimesperyear.
Ihavenevermetasuccessfulpersonwhohasnotsharedwithmethesamenastylittlesecret...eachofushasdifficultyrememberingnames.Toovercome
nastylittlesecret...eachofushasdifficultyrememberingnames.Toovercomethisfailing,successfulpeoplecreateasystemtohelpthemremembernamesofeventhemostremotecontacts.
Agoodwaytoremembernamesistogroupyourcontactsbycategory.Forexampleyoucangroupcontactsintothefollowingcategories:
TenniscontactsGolfcontactsBowlingcontactsClubcontactsNeighborcontactsFriendJohnSmith’sfriendsCollegefriendsSpouse'scollegefriendsBusinesspartner’sfriendsWorkassociatesandtheirfamiliesChurch/synagogue/mosque,orcommunitycontacts,etc.
Beforeanyeventinwhichyouarelikelytorunintooneormoreofyourcontactsyoucanpulloutthatcategory’sgroupofcontactsandreviewtheirnamesjustbeforeyougototheevent.Namesareimportanttoeachoneofusandweallappreciatewhensomeonefeelswe’reimportantenoughtoberememberedbyname.
Summary:
Successfulpeoplefoster,grow,andimprovetheirrelationshipswithotherseachandeveryday.Theydevotesignificantamountsoftimenetworking.
RichHabitPromiseNumberSix:
Iwillliveeachandeverydayinastateofmoderation.
Toliveinmoderationmeanstoliveabalancedlife–noextremes.Successfulpeopleavoidexcesses,wildemotionalswings,addictions,obsessions,binging,starvation,extravagances,andfanaticalbehavior.Theykeeptheirthoughtsandemotionsonashortleash.Theyunderstandtheneedtobeonanevenkeelandincontroloftheirlives.
Successfulpeopledonotbinge,cram,overindulge,orbehaveinan
Successfulpeopledonotbinge,cram,overindulge,orbehaveinanexcessivemanner.Theyunderstandthatlifeisamarathonandnotasprint.Theymoderatetheirworkhours,eatinghabits,exercise,alcoholintake,watchingtelevision,reading,Internetuse,phoneconversations,emails,textmessages,conversations,entertainment,sexualrelations,andsoon.Theirpersonalitiesreflectthismoderatemindset.Theydonotbecomeoverlyexcitedorexcessivelymelancholy.Theyareeven-tempered,andslowtoangerorexcitement.Theirmoderatemindsetputsfamily,friends,colleagues,andbusinesspartnersatease,whichhelpsimproverelationships.Asaconsequence,peopleenjoybeingaroundthem.Thereisacomfortlevelindealingwiththeminallmatters.
Successfulpeopleeat,drink,entertain,andlivemoderatelifestyles.Contrarytowhatmanybelieve,andasageneralrule,theirhomes,cars,personaleffects,vacations,etc.,arenotextravagant.WarrenBuffet,oneofthewealthiestindividualsintheworld,haslivedinthesamehomehewasmarriedinmorethanfiftyyearsago.Hishomeismodestwithnofenceorsurroundingwall.Whileheownsaprivatejetbusiness,hefliescommercialairlines.Hedrivesbackandforthtoworkinhiscareveryday.WarrenBuffetlivesthisRichHabitonadailybasis.
Unsuccessfulpeopleliveinextremes.Theyeattoomuchanddrinktoomuch.Theyoverreacttoevents.Theypermittheiremotionstoswinginextrememanners,whichcreategreatconflictandpainintheirrelationships.Emotionssuchasanger,happiness,love,hate,jealousy,andenvyareplacedonaverylongleash,perhapsreeledinmomentarilywhentheirmostimportantrelationshipsareplacedinjeopardy.Theyobsessoverfood,drink,sex,drugs,gossip,personalpossessions,theiropinions,theirthoughts,andtheiractions.
Unsuccessfulpeoplehavelittlecontrolovertheirlives.Theyhavewildswingsintheirmoods,whichresultinstrainedhealth,strainedrelationships,andstrainedfinances.Theyhavea“keepupwiththeJones”mindset.Theirspendingpatternsarecontinuouslyinfluencedbyothers.Iftheyfallintomoneysomehow,theyspendthismoneyonbighomesandexpensivecarstoimpressothers.Mortgagesandloansstretchthemfinancially.Manyrefinancetheirhomesinanefforttomaintaintheirlifestyles.Anunexpectedevent,suchasajobloss,temporarydisability,orsuddendeclineinearnings,resultsinimmediatefinancialcatastrophebecauseunsuccessfulpeoplelivepaychecktopaycheck.Theyhavenosavingsorfinancialsafetynet.Theirprioritiesaremisplaced.Theyareincapableoflivingmoderatelifestyles,prioritizingtheirneedscorrectly,orlivingwithintheirmeans.
Summary:
Successfulpeopledoeverythinginmoderation.
Successfulpeopledoeverythinginmoderation.
RichHabitPromiseNumberSeven:
Iwillaccomplishmydailytaskseachandeveryday.Iwilladopta“doitnow”mindset.
Successfulpeopledonotprocrastinate.Theydonotputoffuntiltomorrowwhattheycandotoday.Theyarefocusedonaccomplishingthings.Theycreate“to-do”liststorecordandplantheaccomplishmentsdesiredforeachday.Theyunderstandtheneedtobetheonescontrollingtheirlives.Theydonotletlifeoreventscontrolthem.Asaresult,theyareresponsivetoclients,patients,businesspartners,family,andfriends.
Successfulpeoplearegoal-oriented.Theysetgoalsandachievethem.Theyareconstantlycompletingtasksandprojectsinatimelymanner.Theyareproactive.Consequently,theyarenotengagedinthepracticeofputtingoutfiresordealingwithemergencies.Theyignorethevoiceofprocrastination.
Unsuccessfulpeopleprocrastinate.Theydelay,putoff,anddeferthingsthatshouldandcouldbedonethatveryday.Theirprocrastinationcreatesproblemsthatrequireimmediateattention.Procrastinationincreasestheriskofforgettingsomethingimportant,ordealingwithacriticalmatterinanemergencysetting,whichrisksmistakes,errors,andlegalliabilitiesthatcanresultinlawsuits.Procrastinationleadstopoorqualityinwhateverservicetheyprovide.Thelivesofunsuccessfulpeoplearehaphazard,confused,andcomplicated.Theycannotaccomplishmuchastheyareconstantlyputtingoutonefireafteranother.Theyreactinsteadtooutsideforces,whichcommandtheirimmediateattention.Theyhavenocontrolovertheirlivesortheirdailyschedules.Theyfeelpowerlessanddirectionless.
Donotprocrastinateordelayinactivitiesthatshouldbeperformedinagivenday.Whenthethoughtofputtingoffsomethingentersyourmind,immediatelycastthisthoughtoutbysaying,“DoItNow.”Repeatthesethreewordsahundredtimesadayifnecessary.Donotallowthoughtsofprocrastinationevenasecondoflife.Onceyouarefullyengagedinanactivity,youwillsoonfindyourselfabsorbedintheactivityandallthoughtsofdeferringthetaskwillbegone.Youwillfeelexhilaratedinaccomplishingthetaskandfeelincontrolofyourlife.
Summary:
Successfulpeopledonotprocrastinateandhavea“DoItNow”mindset.
RichHabitPromiseNumberEight:
Iwillengageinrichthinkingeveryday.
Successfulpeoplearepositive,enthusiastic,energetic,happy,andwell-balancedindividuals.Theyfeelpowerful,incontrol,confident,andenergized.Thisisnotbyaccident.TheyaredisciplesofRichThinking.Whentheytalktothemselves,theirwordsareuplifting,notcritical.Theycongratulatethemselvesinternallyallthetime.Theyusepositiveaffirmationseverydaytoreinforcetheirattitudesandcreateapositivemindset.Theydonotgetdownonthemselveswhenproblemsoccur.TheyhaveadoptedtheRichThinkingthatproblemsandobstaclesareopportunities.
Successfulpeoplecontroltheirthoughtsandemotions.Badthoughtsaredisplacedimmediatelybygoodthoughts.Theyunderstandthatallowingabadthoughtevenasecondoflifewillpermitthebadthoughttotakerootandeventuallychangetheirbehaviorinanegativeway.Theyfeedtheirmindswithpositive,goodthoughts,andletthemtakeroot,eventuallyblossoming,andonedaybearingfruit.
Successfulpeoplethinkrichthoughtseveryday.Theyusepositiveaffirmationsandvisualizationtechniquestodriveandaltertheirmindset.Contrarytowhatyoumaybelieve,successfulpeoplehavedirethoughtsentertheirminds.Howcouldtheynot,withallofthenegativenewsthatweareconstantlybombardedwithfromthevariousmediaoutlets?Everydaywearebombardedwithbadthoughts.Theinformationweabsorbcausesfear,anxiety,angst,anditiseasytofallvictimtothisbarrageofnegativity.Successfulpeoplerealizethisandtrytominimizetheirconsumptionoftelevision,radioprogramming,orInternetsitesthatarenegative.Rather,theywatchorlistentoprogrammingthatisconstructiveoruplifting.Theyreadpositivenewspaperormagazinearticlesandstayawayfromthenegativeones.Successfulpeoplecontrolwhattheyseeandheareveryday.
Lastly,successfulpeoplearegratefulforallthatlifehasgiventhem.Theyexpressthankseveryday,oftentimesbeforesleeporuponwakinginthemorning.Someevenmaintainalist,whichtheyreadeveryday;settingforthalltheyaregratefulfor.
Unsuccessfulpeoplearecriticalofthemselves.Theyareoftentheirownworstcritics.Theyengageinnegative,destructivethinking.Theyallowbadthoughtstoentertheirmindsandtakeroot,whicheventuallycausesbad
thoughtstoentertheirmindsandtakeroot,whicheventuallycausesbadbehavior.Theylackmotivation,enthusiasm,andoftenfallintostatesofmentaldepressionthatcanlastfordaysorweeksatatime.Theywatchtoomuchnegativeprogrammingontelevisionandradio.Theybuynewspaperswithheadlinesdesignedtostirbaseemotions.TheyfrequentnegativeInternetsites.Theyfeelhopelessandpowerless.
Oneofthemostsuccessfultechniquesusedtoalteryourmindsetistoemploypositiveaffirmations.Thesearewordswecanfeedourmindseverydaytofostertheattitudewedesire.Theyneedtobewordedinsuchawayasifthetraityoudesireisalreadyyours.
PositiveAffirmations
“Icompletemy‘to-do’listeveryday.”“Iaccomplishmygoals.”“Iamlucky.”“Iamsuccessful.”“Imakethreehundredthousanddollarsayear.”“IownavacationhomeinLongBeachIsland.”“Iamaseniorexecutiveinmycompany.”“Ipayformychild’scollegetuitionoutofmyearningsorsavings.”“Ilovemyjob.”“Iloveworkingwithothers.”“Iamconfident.”“Ihavealargenetworkofrelationships.”“Icallmyparentseveryweek.”“Iamacertifiedpublicaccountant.”“Ilivemylifeinmoderation.”
Positiveaffirmationsrepresentthepictureoftheindividualyouhopetobe,thethingsyouhopetoachieve,assetsyouhopetoown,andincomeyouhopetoearn.Theymustbespecificandinthepresenttensetobeeffective.Makealistofpositiveaffirmationsandkeepthembyyourside.Reviewthemonceinthemorning,onceintheafternoon,andrightbeforeyougotosleep.Letthesepositiveaffirmationsseepintoyourmindeveryday.Theyrepresentyourmostpositive,goodthoughts,andtheywilltakeroot.Eventsandcircumstanceswillbegintomanifestthemselvesaroundyourpositivethinkingandopportunitieswillappearseeminglyoutofthinair.
Summary:
SuccessfulpeopleengageinRichThinkingeveryday.
RichHabitPromiseNumberNine:
Iwillsavetenpercentofmygrossincomeeverypaycheck.
Successfulpeoplepaythemselvesfirst.Beforeanybillsgetpaid,successfulpeoplesetasidetenpercentoftheirgrossearningsintosomesavings,investment,orretirementvehicle.Theyinvesttheirmoneywisely,watchovertheirsavingsregularly,andsetrealisticgoalsfortheirinvestmentreturns.Theyhavehighcreditscores,knowtheirnetworth,andmonitortheirpersonalbalancesheet.Theyuseonlythemostqualifiedfinancialprofessionalstomaximizetheirreturnsandminimizetheirtaxes.Everysuccessfulpersonemploystheservicesofacertifiedpublicaccountant,consideredbymanytobethemosttrustedfinancialadvisor.Theymayalsoseekoutattorneysorcertifiedfinancialplannerswhospecializeinfinancialorestateplanning.Theyusetheseprofessionalstohelpthemmanagetheirmoneyandtheirtaxes.
Successfulpeoplehavearetirementplan.Theyparticipatetothefullestextentpermittedinretirementplansofferedbytheiremployers.Manyoftheseretirementplansallowemployeestoputaway,inatax-deferredmanner,tenpercentormoreoftheirearningseachyear.Iftheircompanydoesnothavearetirementplan,theycreatetheirownretirementplanbyfundingindividualretirementaccounts.Theyaddtotheseaccountswitheverypaycheck.Theyhaveretirementgoals.Theymonitortheirretirementplanregularlyandmakecoursecorrectionsinanefforttoreachtheirretirementgoal.
Unsuccessfulpeoplepaythemselveslast.Theylivepaychecktopaycheck,spendingeverypennytosupporttheirlifestyle.Theyarepoorsaversandcarryexcessiveamountsofdebt.Theyhavehomeequityloans,whicharetappedout.Theircreditcardsaremaxedout,andtheycanbarelymakethemonthlyminimumpayments.Theyhavepoorcreditscores.Theydonotmanageormonitortheircreditscores.Unsuccessfulpeopledonotparticipateregularlyinemployerretirementplansorfundtheirownretirementplan.Somegambleexcessivelyandviewthelotteryastheirretirementplan.Theytakerisks,whichareeitherunnecessaryornotthoughtthrough.Theydon’tsetasidetenpercentoftheirearningsand,consequently,whentheyreachretirementage,theydonothaveenoughretirementsavingstoallowthemtoretirewithfinancialsecurity.Theyrationalizethattheycannotaffordtosetasidetenpercentoftheirearnings.
Theyrationalizethattheycannotaffordtosetasidetenpercentoftheirearnings.Theyareunwillingtoaltertheirlifestyleinordertosaveadequately.Moreoftenthannot,unsuccessfulpeoplehavenochoicebuttocontinueworkingwellintotheirretirementyears.
Summary:
Successfulpeoplepaythemselvesfirstbyputtingtenpercentoftheirpaychecksintosavingsorretirementplans.
RichHabitPromiseNumberTen:
Iwillcontrolmythoughtsandemotionseachandeveryday.
Successfulpeoplearethemastersoftheirthoughtsandemotions.Theydonotfallpreytoanger,jealousy,excitability,sadness,orotherpettyemotions.Theycastoutallbadthoughtsandemotions.Theydonotallowthemevenasecondoflife.Theyunderstandthatbadthoughtscreatebaddecisionsthatresultinbadconsequences.Theyreplacethesebadthoughtsandemotionswithgoodthoughtsandpositiveemotions.Theyusethefollowingtechniquewhenfacedwithadifficultsituationthatpresentsitself:“Think,Evaluate,andReact.”Thinkinggivesthemtimetounderstandthesituation.Evaluatingthesituationbuysmoretimetodeterminethecorrectcourseofaction.Reactingisthelastthingtheydoandmostlikelywillbetheappropriatereaction,astheytookthetimetochoosetheirreaction.
Successfulpeoplearetoobusytoallowthemselvestoindulgeinbeingsadordepressed.Theyengageinproductiveactivities,whichtaketheirmindsofftheirsadnessordepression.Theyareconstantlyengagedinprojectsorself-improvementactivitiesthatpromotepositivefeelingsaboutthemselves.Successfulpeoplefeelasiftheyhavetotalcontrolovertheiremotionsandthoughts.
Unsuccessfulpeoplefallpreytopettyemotions.Theylettheiremotionsruletheirbehavior.Theybecomeeasilydepressedandfeelasiftheyhavenocontrolovertheirlives.Theyreactbeforethinking.Theyhaveadoptedthebadhabitof“Ready,Fire,Aim.”Asaconsequenceofthis,therearemanyunsuccessfulpeoplesittinginprisonsthroughouttheworld.
Badhabitscausebadbehavior,whichresultsinbaddecisionsandultimatelyabadlife.Badthoughtsoccurwhenyourmindisidleandnotengagedinsomeconstructiveactivity.Youneedtoconstantlybeengagedinconstructive
constructiveactivity.Youneedtoconstantlybeengagedinconstructiveactivities,suchasself-improvement,aworthwhileproject,oragoalyouwanttoaccomplish.Ifyouhaveabadthought,immediatelycastthebadthoughtoutandrefocusontheself-improvementactivity,theconstructiveproject,orthegoalyouwishtoaccomplish.
Summary:
Successfulpeoplearethemastersoftheirthoughtsandemotions.
SummaryoftheRichHabitsPromises:
1. IWILLformgooddailyhabitsandfollowthesegooddailyhabitseachandeveryday.
2. IWILLsetgoalsforeachday,foreachmonth,foreachyearandforthelong-term;IWILLfocusonmygoalseachandeveryday.
3. IWILLengageinself-improvementeachandeveryday.
4. IWILLdevotepartofeachandeverydayincaringformyhealth.
5. IWILLdevotepartofeachandeverydaytoforminglifelongrelationships.
6. IWILLliveeachandeverydayinastateofmoderation.
7. IWILLaccomplishmydailytaskseachandeveryday;Iwilladopta“DOITNOW”mindset.
8. IWILLengageinrichthinkingeachandeveryday.
9. IWILLsavetenpercentofmygrossincomeeverypaycheck.
10. IWILLcontrolmythoughtsandemotionseachandeveryday.
RichHabitsatWork—TheClient
WhentheyturnedthelastpageoftheRichHabitsTrainingProgram,theclientliftedhisheadtoseehisaccountant,J.C.Jobs,staringathim,aslightsmiledrawingupthecornersofhislips.“Well?”heasked.
“That’salotofinformation.”“Itis,”J.C.replied,thesmilespreadingtohiseyesandflushinghischeeks.
“IwantyoutotakethematerialhomewithyouandthinkabouttheRichHabitstonight.FirstthingtomorrowmorningIwantyoutopulloutthematerialandbeginfollowingtheprogram.ReviewtheRichHabitsintheafternoonandagainjustbeforeyougotobed.Dothisforthenextthirtydays.Followtheprogram,reviewtheHabits,livetheHabits,forthenextthirtydays.”J.C.jotteddownadateandtimeonthebackofhisbusinesscardandslidthecardacrossthedesktohisclient.“I’llseeyouinthirtydays.”
Theclientwokeearlythenextmorning,eyesstillcloudyfromanearlyrisehewasnotyetaccustomedto,andopeneduptheRichHabitsTrainingProgrambindercreatedforhimbyJ.C.Jobs.“Let’ssee,”hesaidtohimself.“RichHabitsNumberOnerequiresmetolistallofmybadhabitsinonecolumn.”Theclientdidjustasinstructed.Onebyonehebegantolistallofhisbadhabits..
“IhadnoideahowmanybadhabitsIhad,”hemurmuredtohimself.AsinstructedbyJ.C.andtheprogrammaterials,hebegantoinverthisbadhabits,onebyone,turningtheminsideout.
BadHabits GoodHabits
1 Igambleonsportstoomuch. Ididnotgambleonsportstoday.
2 Ismokecigarettes. Ididnotsmokeacigarettetoday.
3 Igoouttorestaurantstoomuch. Igotorestaurantsonceaweek.
4 Igettoworklatetoooften. Igettoworkontimeeveryday.
5 Igetuplateinthemorning. Iwakeupat5a.m.everyday.
6 Idon’tpayenoughattentiontomywife. Itakeawalkwithmywifeeveryday.
7 Ieattoomuchjunkfood. Ididnoteatjunkfoodtoday.
8 Icursetoomuch. Ididnotcursetoday.
9 Ispendtoomuchtimeatthebar. Ididnotgotothebartoday.
10 Iwatchtoomuchtelevision. Iwatchedtelevisionforthirtyminutestoday.
Thesebecamehisnewgoodhabits,whichhefolloweddiligentlyeveryday.Thiswasnotaneasytask,buthedesperatelywantedtochangehislife,sofollow
wasnotaneasytask,buthedesperatelywantedtochangehislife,sofollowthemhedid.
Theclientbegantonoticesubtlechangesinhislifealmostimmediately.Thegambling,helearned,wasnotonlydraininghisbankaccountbutwasalsotakingtimeawayfromhiswifeandhisbusiness.Hefoundthatonceheeliminatedhisgamblinghenolongerspenttimeatnightduringtheweekinthelocalsportsbar,watchingtheteamshebeton.Thismeanthedidnothavetostruggleasmuchtogetupinthemornings.Hefoundhimselfabletogettoworkmuchearlierthaneverbefore,evenaftercompletinghisRichHabitsmorningritual.Theextramorningtimeintheofficeallowedhimtogetmorethingscompleted,allowinghimtofinishhisworkdaywithlessstressandatareasonablehourandgivinghimmorequalitytimeathomewithhiswife.Hisrelationshipwithhiswifebegantoperkup.Shelikedhavinghimaroundandspendingtimewithhim.Hisbusinessslowlybegantoimprove.Hewasn’tpullingmoneyoutofhiscompanybankaccounttofinancehisgambling.Hiscompanyexpensesseemedmuchmoremanageable.
Hisnexttask,RichHabitsNumberTwo,wastosetdaily,currentyear,nextyearandlong-termgoals.Hehadneversetgoalsbefore,sothiswasentirelynewtohim.Atfirst,hisdailygoalswerehardtoaccomplish,butheadoptedthe“DoItNow”mindsetrequiredbyRichHabitNumberSevenandafterafewdayshegotthehangofthis.Heevenbegantolookforwardtotickingeachdailygoaloffhislistduringtheday.Hisannualgoals,whichheinitiallyviewedasunrealistic,henowconsideredpossible.Hisconfidencegreweachday.Hefeltproductiveandproud.Hewasimbuedwithanewthinkingthathewouldandcouldeventuallyreachmostofhisgoals.Hebecameenthusiasticabouthiswork,whichfosteredadesiretoworkevenharder.Hissalesincreased,asnewopportunitiesopeneduptohiscompany.
RichHabitNumberFourrequiredthattheclientdevotepartofeachandeverydayincaringforhishealth.Exercisewassomethinghehadengagedinonlysporadicallyandasaresulthehadneverbeenabletoloseweight.Heguessedhewasabouttwenty-fivepoundsoverweight.Worsethanhisexcessweightwerehispooreatinghabits.Ashehadpreviouslynotbeenhomemuch,optingforthelocalsportsbarinstead,heinfrequentlyatehome-cookedmeals.Mostofhisdietconsistedofbuffalowings,burgers,Frenchfries,andbeer.Toremedythis,eachnight,heandhiswifewalkedanhourtogetherafterdinner.Theybothbegantoloseweight.Astheybecamemoremotivatedtoloseweight,theybeganwatchingwhattheyate.Furthermore,thetimetheyspentwalkingenhancedtheirrelationship.
OnebyoneheincorporatedtheRichHabitsintohislife.Anddaybydayhislifechangedforthebetter.Allofthepiecestothepuzzleofhislifebeganfalling
lifechangedforthebetter.Allofthepiecestothepuzzleofhislifebeganfallingintoplace.Theclientknewhewasontherighttrackandeverythingwasdifferentnow.
Asthedayoftheirfollow-upmeetingapproachedtheclientcouldbarelycontainhisexcitement.HehaddonejustasJ.C.hadadvised.HelivedtheRichHabitsforthirtydays.Thisdayhefeltdifferent,almostreborn,andheknewinhisheartthathewasonthepathtopersonalandfinancialsuccess.
TheclientsharedwithJ.C.allofthethingshewasdoingandthechangesthathad“miraculously”takenplaceduringthisthirty-dayperiod.J.C.grewexcited.HisRichHabitsactuallyworkedonsomeoneotherthanhimself!HecouldseethathisclientwasnowinfusedwiththeRichHabitsmindset.Thetransformationwascomplete.J.C.wasveryhappy.
“Thankyousomuch,”hisclientgushedastheirmeetingdrewtoaclose.“Iwantyoutodomeonefavor,”J.C.said,glancingdownatthephotoof
Deniseonhisdesk.ThepicturewasfromavacationtheyhadtakentoMyrtleBeachtheyearbeforeshepassedaway.Shewasbathedinsunlightandsmilingfromeartoear.“Whenyoucomeacrossanotherpersoninafinancialsituationsimilartotheoneyouarecomingoutof,Iwantyoutoreachouttohelpthembysendingthemtome.IwilldoforthemwhatIhavedoneforyou.”
“Howsimilar?”theclientasked.“Therearealotofpeopleouttherestruggling.”
“Ninety-fivepercent,”J.C.added.Hepausedandconsideredtheclient’squestionforamoment.“Youwillknowwhentheirstorystirssomethinginsideyou.Whentheirstorybringsbackstrongmemoriesofyourdifficulties.Youwillknowwhenyoulookatthedistressedindividualandyoufeelasifyouarelookinginamirrorofyouroldlife.Whenyoucomeacrossthatperson,Iwantyoutoreferthemtome.Willyoudothatforme?”
TheclientagreedandshookJ.C.’shandvigorously.Astheclientexitedhisoffice,J.C.lookeduponthepictureofDeniseonhis
deskandspoketoher,“AslongasI’maliveIwilldomybesttohelpothersbecomefinanciallysuccessful,Denise,sotheymayneverhavetocarrytheburdenIcarrywithmeeveryday.Iloveyou,Denise,andonceagain,I’msorry.”TwotearsstreameddownJ.C’scheeks–onerepresentingregretandtheother,hope.
RichHabitsatWork—TheSecretary
Deetookaseatontheleftsideoftheroomandcautiouslyeyedtheotherssittingaroundher.Smallcardboardnamecardssatinfrontofeachpersonintheroom.Nearbywasabalding,slightlyoverweightmannamedPheonix.Intherighthandcorneroftheroomsataverywell-dressedmaninhismid-fortiesnamedHerb.Hedidnotlookasthoughhebelongedhere,butDeefiguredthatfailureprobablycameinallpackages.Othersbegantomaketheirwayintothelargetrainingroom,findingtheirseatswiththeirnamecards.Theotherattendeeswerelookingaround,too.Everyoneseemednervous,timid.Deeconsideredthatlastthought.Itwasn’tthattheywerenervousortimid;theywerebeatendown,shedecided.“Noegosinthisroom,”shesaidtoherself.“We’reallinthesameboat,”thevoiceinherheadtoldher.“TheS.S.Titanic.”Shelaughedtoherselfatthatone.
Thetrainingprogramlastedthreehours.Theinstructor,aformerfinancialmessturnedRichHabitsdevotee,enthusiasticallyexpoundedoneachoneoftheRichHabits.Hisenthusiasminfectedeveryoneintheclass.Individualshardenedbyfailurewerelaughing,high-fivingeachotherandsharingintimatedetailsabouttheirspecificcircumstances.J.C.stoppedinhalfwaythroughthetrainingsessionandgaveeveryoneapeptalk.Asifthatwasneeded.Theentiredaywasallsouplifting.Dee,alongwithahundredothersjustlikeher,cheeredandbackslappedeachotheronastheyexitedtheroom,programbindersinhand.Forthatmomentnoneofthemfeltlikeafailure.
DeeturnedouttobeoneofJ.C.Job’smostenthusiasticstudents.RichHabitNumberOnerequiredDeetolistherbaddailyhabits.Sheattackedeveryonelikeapouncingtiger.Alltold,Deeidentifiedabouttenbaddailyhabitssheknewwereholdingherback.Asinstructedbythetrainingmaterial,Deeinvertedeveryoneofthesebaddailyhabitsandtheybecamehernewgooddailyhabits.
RichHabitNumberFourinstructedDeetocareforherhealtheveryday.Shehadneverexercisedorwatchedwhatsheate.Asaresult,Deewasunhealthyandclosetoobese.Shedecidedtolimitherconsumptionoffoodto1,800caloriesperdayanddoaminimumofthirtyminutesofaerobicseveryday.Deelikedtoeat,andintheearlydaysofmoderatingherconsumptionoffoodshefeltlikeshewasstarvingherself.Butthehungerpainssoonbegantofade.Deewastooheavytojog,sowalkingwasherbestoption.BytheendofthethirtydaysDeewaswalkingorslowlyjoggingforty-fiveminuteseachday.Herweightlossthatfirstthirtydayswasanastonishingtwenty-fivepounds.“IhavenotweighedthismuchsinceIgraduatedhighschool,”sheproudlysaidtoherself.
muchsinceIgraduatedhighschool,”sheproudlysaidtoherself.RichHabitNumberFiveinstructedDeetoexamineallofherrelationships
andeliminatetherelationshipsthatweredestructive.Sheknewherrecentjoblosswascausedbythefrequent“dire”emergenciesheapeduponherbyherfamily.Thesedistractionswerehereventualundoingatheroldjob.Asateenager,Dee'sparentshadabandonedherandshewaslefttothecareofanunwillingaunt.HerauntandcousinsconsideredDeeaburdenonthemandtheymadenobonesaboutthistoDee.Consequently,Deecarriedatremendousguiltforreceivingassistancefromthem.ThisguiltcontinuedintoheryoungadultyearsandherauntandcousinsusedthisguilttofinagleDeeintobailingthemoutoffinancialemergencies.Therelationshipwasaone-waystreetforDee.Theytook,andtook,andtookfromher.Nevergivingback.Shedecidedthatwhenshegotbackonherfeet,shewouldnotallowherselftobeusedbythemeveragain.
OneRichHabitatatimeshebegantoreinventherself.Feelingconfidentoneday,Deereachedouttoheroldboss,JohnAndrews.
Shewantedherjobandherkindoldbossback.SomehowDeetalkedhimintomeetingherforlunch.AtlunchDeetoldJohnabouttheRichHabitsTrainingProgramshewasgoingthrough.Johnwasimpressed.Hecouldseetheeffectivenessofthetraininginherobviousweightloss.DeetoldJohnshehadpulledawayfromhermanipulatingcousinsandthatshewasnotgoingtoallowherselftobedistractedthatwaybyanyoneoranythingeveragain.ShetoldhimshewasconfidentshewouldbeabletomeetJohn’soften-articulated,highexpectationsforher.JohnagreedtotakeDeebackfor“onemoretry,”asheputit.
DespiteNina’sinitialobjectionsatherreturntothecompany,DeeandNinasoonbecamefastfriends.Nina,whoranmostoftheoperations,foundherselfdelegatingmoreandmoreofherresponsibilitiestoDee.
Someyearslater,NinatookoverasCEOofSunbladeandDeetookoverNina’soperationalresponsibilities.Dee,withJ.C.Job’senthusiasticsupport,tookituponherselftoconductRichHabitstrainingsessionsforallSunbladeemployees.TheRichHabits“fever”grippedtheentireorganization.JohneventuallysoldhisinterestinSunbladetoNina,Dee,andsomeoftheotherkeyemployees,whoallworkedveryhardtogrowthecompanytoamuchbiggerenterprisethantheoneJohnleftthem,makingeveryone,financially,verywelloff.PerhapsthemostimportantthingtocomeoutofDee'sRichHabitstransformationwasherfighttogaincontroloverherweightandhealth.Atforty-fouryearsofage,Deecanproudlylookinhermirrorataleanandhealthyreflection.Tomemorializehersecondchanceatlife,thankstotheRichHabits,DeerunsthePhiladelphiahalf-marathoneveryyear.ThisyearDeewillrunher
DeerunsthePhiladelphiahalf-marathoneveryyear.ThisyearDeewillrunhertwentiethhalf-marathon.
RichHabitsatWork—TheCarDealer
HerbmayhavebeenoneofthemostfunctionalofalloftheRichHabitsstudentsinhistrainingclass.Hisdeficiencieswerenotmany.Butthefewhehadweredevastatingtohisfinanciallife.TheoneRichHabitherealizedhewasviolatingeverydaywasRichHabitNumberFive:Iwilldevoteeachandeverydaytoforminglifelongrelationships.Herbhadalwaysviewedthecustomerasaone-timesale.Henevertookthetimetobuildanyrelationshipswiththecustomersinhissalescareer.Hisattitudetowardsthecustomer,exhibitedbyhiscut-throatsellingskills,whileveryeffectiveasanemployee,becameacancertohisorganization.Ittrickleddowntotheservicedepartment,thefinanceandinsurancedepartment,andtothesalesdepartment,creatingaculturethatkeptawayformercustomers.Asaconsequence,thedealershipwasforcedtochasenewcustomerseveryday.Theoldonessimplynevercamebacktobuycars.Worse,theyrarelyfrequentedtheservicedepartment,amajorsourceofrevenueinanycardealership.Herbcommittedtochanginghisdealership’sculturetoamorecustomer-friendlyone.
ThefirstthingHerbdidwastoputupalargesigninfrontofhisdealership“UnderNewManagement.”Hewantedeveryonewithin(staff)andwithout(customers)hisdealershiptosharetheperceptionthatthingshadchangedatthedealership.Next,hereachedouttohisoldboss,theonehehadfoughtwithmanytimesoverhistreatmentofcustomers.HeconfidedinhisoldbossabouttheRichHabitsTraininghewasundergoing.HisoldbosswasinterestedinhelpingHerbandagreedtomeetwithhimtwiceaweektohelpeducatehimonsuccessfulcustomerrelationshipmanagementtechniques.HealsointroducedHerbtosomevaluablebankingrelationshipsthatenabledhimtorefinancehisexistingdebtandsecureanextensiononhisfloorplanfinancing.ThisboughtHerbthetimeheneededtoretrainhisstaffandallowforthechangeinthedealership’sculturetotakeeffect.
IntimeHerb’sbusinessimproved.Hehadlearnedtotreathiscustomerslikegold.Hewasabletopayoffhisdebtstothebankersandeventuallynolongerrequiredfloorplanfinancingashecouldself-financehisinventory.Heboughtaseconddealershipsomeyearslater,andthenathird,andafourth,andsoon,astheyearspassedby.
TodayHerbisnotonlyoneofthelargestautomobiledealersinNewEngland,heisalsooneofthetopinstructorsatJ.C.Job’sRichHabitsFoundation,anon-profitorganizationestablishedbyJ.C.toofferfreeRichHabitstrainingtothosewhodonothavethefinancialmeanstoaffordthecostof
Habitstrainingtothosewhodonothavethefinancialmeanstoaffordthecostofattendance.HerbconsidershisproudestaccomplishmentthefactthathehastrainednearlytenthousandindividualsintheRichHabits.
RichHabitsatWork—TheInsuranceSalesman
ThedayfollowinghisRichHabitstraining,Phoenixgotbusy.HereviewedeachoneoftheRichHabits.TheonethatbotheredhimthemostwasRichHabitNumber
Three:Iwillengageinself-improvementeveryday.ForthelongesttimePhoenixhadconvincedhimselfthathehatedhisjobandmusthavemissedhiscallinginlife,whateverthatcallingmightbe.Assuch,henevertrulydevotedhimselftohiswork.Thiswasevidencedbyhisdisdainforreadinganythinghavingtodowithhisprofession.Herarely,ifever,readanyofthelifeinsuranceindustrytradeperiodicalshereceivedeachmonth.Heknewthishadtochange.The
RichHabitshadopenedhiseyestothisglaringdeficiencyinhisprofessionallife.
Phoenixcommittedthatfirstmorningtoreadinghistechnicalmaterialthirtyminuteseachday.Inthefirstfewdayshereallystruggledwiththiscommitment.Thereadingfelttohimlikepullingteeth.Butaseachdaywentby,thechorebecamealittleeasier.Afteraweekhehadmodifiedhisnewdailyhabitfromthirtyminutestoforty-fiveminutesandaddedproductmaterialtohisreadinglist.Hebegankeepinganotebookonnewfactsorsalesstrategiesthatcamefromhisreading.Hisnotebookbegantofillup.Hetestedsomeofthesalesstrategiesandseemedtohavesomeluck.Hispipelinestartedtofillupwithsolidleads.Hisappointmentsnearlydoubled,whichheacknowledgedtohimselfwasnothardtoaccomplishgivenhispreviousleadconversionsuccess.Nonetheless,hewasproudofhisachievement.Themoreheread,themoresuccessheseemedtohaveschedulingappointments,andthenewstrategieshewastestingoutwereincreasinghisclosingrates.
RichHabitNumberFourstates:Iwilldevotepartofeachandeverydayincaringformyhealth.WhenPhoenixfinishedhismorningreading,heslippedonapairofrunningshoesandtookajogoutside.Heguessedhewasnearlyfortypoundsoverweight.Mostofhisweightwasinhisbellywiththerestseemingtoinflatehisface.Hewasonlyabletojogamileorsoatfirst,butwithintwoweekshewasjoggingtwomileswithoutmuchtrouble.Twomilesincreasedtothreemilesandhisweightbegantofalloff.Thedropinweightpromptedhimtomoderatehiseatingandtostopsmoking.Seeingtheweightfalloffmotivatedhimtopushhimselfharderandeatlesseachday.Itdidn’ttakelongfortenpoundstodisappearfromhisframe.Hiswifeandsonnoticedtheweightlossandthatboostedhisego.
andthatboostedhisego.AtnightPhoenixmadecoldcallsfromthephonebook.Heneverlikeddoing
thatbefore.ButnowheaddedthistohisDailyGoal/To-dolist.Hestillhatedthecoldcallingbutheremainedcommittedtomakingthesecallseverynight.Afewcoldcallspannedout.Onecreatedareferralopportunitythatledtoalargelifecase.Infact,thatcaseturnedouttobeoneofthelargestinhiscareer.Inspired,hepushedhimselftomakemorecoldcallseachnight.Thisroutinetookawayfromhispatronageofthelocalpub.Hecouldn’tdobothandbesides,allthosebeers,hereasoned,wouldinterferewithhisongoingweightloss.Whenhewasdonewithhiseveningcoldcallingherewardedhimselfwithabeerfromhisrefrigeratorathome.Thatsoonbecamearitualandheenjoyedthatnightlybeermorethananybeerheeverhadatthebar.
Oneday,towardthecloseofthemonth,Phoenixwascalledintotheofficeofhissupervisor.“What’sgoingon?”hissupervisoraskedwithaslighthalf-smile.Phoenixneverlikedbeingcalledintotheboss’soffice.Forhim,thatwasneveragoodexperience.Hewasnervousinhisreply.“Well,alot,Iguess–doingsomethingsdifferentlythismonth.”
“That’swhyIaskedyouinhere,”hisbossreplied.“Ijustreceivedthepreliminaryflashreportforthismonth.You’reproductionnumbersareup.Lookslikeyouhadonebigcase,butwhatinterestsmeisnotthatcasebuttheothersmallercases.”
“Howdoyoumean?”Phoenixwasnowstudyingthereportwithhisboss.“You’vegotaboutadozensmallcaseshere.Thenumbersaren’tindividually
significant,butwhenaddedtogether,they’reprettygood.Whatareyoudoing?”PhoenixwasinitiallyreluctanttoconfideinhisbossabouttheRichHabits
Programhewasfollowingeveryday.ThiswassuchapersonalthingtoPhoenix.Buthisbossseemedsincerelyinterestedandhisreluctancesoonabandonedhim.Hegavehisbossanoverviewoftheexperimenthewasundertaking.Hisbosswasimpressed.
“That’sgreatPhoenix.Ithinkyou’reontosomething.”Hisbossopenedhisdrawandhandedhimanenvelope.
“What’sthis?”Phoenixasked,lookingatanenvelopewithhisnameonit.Theenvelopelookedlikeapaycheckenvelopetohim.
“Openitup,”hisbossurged,asmiledrawingupthecornersofhislips.Phoenixopenedtheenvelopeandtohissurprisetherewasacheckforone
thousanddollarsmadeouttohisname.“What’sthisfor?”heaskedindisbelief.Hehadneverreceivedanycheck
beforefromhisbossotherthanhismeagerpaycheck.“Youcameinthirdthismonthinproductionnumbers.Thirdqualifiesyou
foramonthlyproductionbonus.”
foramonthlyproductionbonus.”Phoenix’sfacialexpressionadvertisedhisshock.Hisbossgrabbedhishand,
pulledittohimandshookitvigorously.ThatnightPhoenixshowedhiswifethecheck.“Ifeellikeframingthis,”he
toldhiswife.“Inevergotoneofthesebefore.”Hiswifehuggedhimandsaid,“Let’scelebrate.Let’sgoouttodinner.”Phoenixheldthatthoughtinhisheadforamoment,thenreplied.“No.I
can’t.I’vegottomakesomephonecallstonight.Let’scelebrateFridayinstead.Isthatokay?”
“Sure.That’sfine.We’llcelebrateFriday.”
ThemonthlyproductionbonusbecamearecurringeventforPhoenix.Intime,thatcheckgrewlargerashemovedfromthirdtosecond,andthentonumberone.Helikedbeingnumberonesomuchthatheworkedhardtostaynumberonefortwoyears.Afteroneofhismostproductivemonths,hisbossaskedPhoenixifhecouldtrainsomeoftheothersintheofficeintheRichHabits.PhoenixapproachedJ.C.Jobswhoenthusiasticallyapprovedoftheidea.Thetrainingdecisionturnedouttobeawiseone.Inashortperiodoftime,thefirm’sprofitbegantogrowandgrowasoneproducerafteranotherincreasedtheirproductionnumbers.
Phoenixwasabletosendhissontocollegeandthengraduateschool.Hegainedcontroloverhisweight,spending,andsavings.Phoenixcontinuedtoclimbthecompanyladder,takingonmoreandmoreresponsibility,andconductingRichHabitstrainingforallnewhires.
TheCommemorationofJ.C.Jobs
Thepewswerefilled,yetpeoplecontinuedtofillthechurch.Somestoodthreedeep.Whentherewasnomoreroominsidethechurch,thecrowdspilledoutontothechurchsteps.Themassofmournerswoundtheirwayalongthesidewalksinfrontofandacrossthechurch.Theentireblockwasfilledwithpeople.Thechurchbellsrangloudlybutcouldnotdrownoutthechatteringandsobsofthemourners.Analtarboyscurriedaboutoutsidewithsomewiresandspeakerssothatthoseoutsidethechurchcouldparticipateintheceremonyinside.
“Hesavedmylife,”oneoftheonlookerscouldbeheardsayingtoanotherabovethedinofthenoise.
“Minetoo,”anotherchimedin.Soonachorusof“Metoos”reverberatedoutsidethechurch.
Anoldmanrosefromhispewinthefrontofthealtarandslowlymadehiswaytothepodium.Headjustedhisglassesashepulledouthisnotes,tookadeepbreath,andlookedoutuponthecrowdormourners,thendownathisnotes.
“Three-and-one-half-millionpeopleandgrowingeveryday.ThatisthenumberofpeoplewhoselivesweretransformedbyJ.C.JobsandhisRichHabitsfollowers.Mostofthesepeoplehavedramaticallyimprovedtheirlives.BeforeJ.C.theyweredesperate,financiallydestitute,unhealthy,andemotionallybroken.J.C.showedthemthepathtosuccess.Theirlivesandthelivesoftheirfamilies,transformedforever.Nooneindividualinrecenttimeshashelpedsomanypeoplechangetheirlivessodramatically.IknowwhatIamtalkingabout.IwasJ.C.’sguineapig.Afailingclientwho,inpleadingdesperation,asked,“WhatamIdoingwrong?Forty-fiveyearsagoJ.C.Jobschangedmylifeforever.”Theoldmanlookedupfromhisnotestoviewthethrongofpeopleinsidethechurch.TheywereallJ.C.’sstudentsorformerstudents,heknew.“Eachoneofyouowesyoursuccessinlifetothisgreatman.”
Hewasnotreadingfromhisnotesnow.“Eachoneofyouwasfailinginlife.Nosavings,noretirementfunds,no
collegemoney,noassets,unhealthy,unhappy,andmiserableatyourlotinlife.Yourfinancialandemotionalsituationwasananchoraroundyourneck,draggingyouandyourfamilydown,untilyouwereintroducedtothisgiantofamanandhisRichHabits.Nowyoudrivenicecars,havebeautifulhomes,vacationhomes,retirementsavings,moremoneythanyouwillbeabletospendinyourlifetime.You’rehealthy,happy,andenthusiasticaboutlife.Thefutureof
inyourlifetime.You’rehealthy,happy,andenthusiasticaboutlife.Thefutureofyourchildrenandtheirchildrenissecure.Theywillneverknowofwant.Theywillneverknowofneed.Theywillneverhavetoask,‘WhatamIdoingwrong?’”
Theoldmanreacheddownforhisnotes,turned,madethesignofthecross,andwalkedfromthepodiumdirectlytothecasketthatcontainedthebodyofJ.C.Jobs.Heputbothhandsonthecasket,bentoverslightlyandkisseditgently.Thecrowdofpeoplespontaneouslyrosefromtheirpewsand,onebyone,lineduptokissthecasketofJ.C.Jobs.