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The distribution wave of the future






 

One of the most powerful ways of adding value in the nineties and beyond is understanding that in today's society, wealth is created by distribution. Products and services are changing constantly, but those who've figured a way to take something of tremendous value and deliver it to a mass number of people will prosper. This has been the secret of the richest man in the United States, Sam Walton. He became wealthy by creating a distribution system. Ross Perot did the same thing with information at EDS. If you can figure out how to take something that already has great value and distribute it to people, or distribute it at a lower cost, then you've found another way of adding value. Adding value is not just creating products; it's finding a way to make sure that more people experience

an increase in the quality of life.

But of course, if we really think about it, you and I know why people don't do well financially. Yes, they have limiting beliefs. But more importantly, there's a core belief that most people have: they should get something for nothing. Most people, for example, expect their income to grow each and every year, whether they've increased their contribution to their company or not.

Raises should be tied to increased value, and we can easily increase our value as long as we educate ourselves and expand our repertoire of skills. Any company that continually gives people raises without its employees finding ways to add more value is a company that's going deeper in the hole and will eventually find itself economically troubled or destroyed. If you're asking for a raise, you've got to find a way to add at least ten times more value than what you're asking for in return.

Companies, too, must realize that as they're looking to invest in equipment, equipment gives a limited return. As Paul Pilzer says, labor is capital. If someone makes $50, 000 a year and can generate $500, 000 in value, why not fake this person and increase their skill, ability, talent, attitude, and education, so that they can add a million dollars in value? A $50, 000 investment that brings a $1 million return is a very, very valuable asset. There is no better investment that companies can make than in the education and development of their own people.

 

" Wealth is the product of man's capacity to think."

AYN RAND

 

For years I helped people throughout the nation increase the quality of their lives by taking ideas that were valuable and delivering them in a way that people could truly utilize them. By creating a technology for change and delivering it in an impactful way, I prospered. But my prosperity exploded when one day I asked myself, " How can I reach more people than ever before? How can I reach people while I sleep? " As a result of those empowering questions, I discovered a way to expand my influence in a way that I had never even considered before: by offering my audio-tapes through television.

That was two years ago. Since that time, we've now distributed over 7 million audiotapes of my Personal Power program around the world, sharing ideas and information that continue to impact people twenty-four hours a day! My partners at Cassette Productions estimate that, in the last twenty-four months, the amount of tape that's been used to carry my message is enough to circle the earth twenty times at the equator! In the process, I've had the joy of knowing that we not only impact the

quality of life for all those who have used our tapes, but we've also provided about 75, 000 hours of employment in the manufacturing process. This does not include all the hours that other vendors have spent as well.

You've heard many examples of how adding value creates wealth. The formula is simple and powerful. Ask yourself, " How can I add more value to any environment I'm in? " In your work environment, ask yourself the question, " How have I made or saved my company money in the last twelve months? " True contribution makes life richer, so don't limit yourself to adding value strictly for personal gain. How can you add more value in your home, in your church, in your school, in your community? If you can figure out a way to add at least ten times more value than what you're looking for, you'll always feel fulfilled. Imagine what life would be like if everyone followed your example.

2. The second key is to maintain your wealth. Once you have an effective strategy for accumulating wealth, for earning large sums of money, how do you maintain it? Contrary to popular opinion, you can't maintain wealth simply by continuing to earn money. We've all heard of the famous people who've made fortunes and lost them overnight: the athletes whose talent allowed them to make huge sums but who have created lifestyles that depleted it the moment their income changed. When their income dropped, they often had tremendous demands that they couldn't possibly meet, and they lost it all.

There's only one way to maintain your wealth, and that is simply this: spend less than you earn, and invest the difference. Without question, although this is not a very sexy principle, it is the only way to secure wealth over the long term. What never ceases to amaze me, though, is to see that no matter how much money people earn, they seem to find a way to spend it. The annual incomes of people who attend our Financial Destiny seminars range from $30, 000 up to $2 million, with the average being around $100, 000. People from even the highest-earning categories are often " broke." Why? Because they make all their economic decisions based on the short term rather than the long term. They have no clear-cutspending plan, much less an investment plan. They're on a course for Niagara Falls.

The only possible way to build wealth is to pick a specific percentage of your income that you will invest each year up front. Now, many people know this; we've all heard about the virtues of saving a minimum of 10 percent and investing it. But very few people do it—and, interestingly enough, very few people are wealthy! The best way to insure that you'll be able to maintain your wealth is to have 10 percent taken out of your paycheck and invested before you even see it.

To maintain your wealth, you must take control of your spending. But don't develop a budget; develop a spending plan. How's that for Transformational Vocabulary? Truly, if a budget is done effectively, it is a spending plan. It's a means for you—or if you're married, you and your spouse—to decide what you want to spend money on in advance rather than get caught up in the moment. Too often opportunities come up and out of a sense of urgency we make decisions that later on we regret. I can also tell you that if you and your spouse get a clear plan for how much you need to spend each month in each category of your life, you can save yourself a lot of arguments.

Unfortunately, most Americans live far beyond their means. In 1980, Americans owed over $54 billion on credit cards. By the end of 1988, the total had more than tripled to over $172 billion! This is a system that guarantees financial disaster. Be intelligent: spend less than you earn, and you will maintain your wealth.

You may ask, " But won't my investments cause me to grow? " Yes, but you'll also have to deal with inflation. You must go to the third step of creating lasting wealth.

 

The third key is to increase your wealth. How do you accomplish this? You add another simple yet powerful factor to the equation I just explained. In order to become wealthy, you must spend less than you earn, invest the difference, and reinvest your returns for compounded growth.

Most people have heard about the exponential power of compounding, but very few understand it. Compounding allows you to put yourself in a position where your money goes to work for you. Most of us work our entire lives to fuel the machines of our lifestyles. Those who succeed financially are those who set aside a certain percentage of their money, invest it, and continue to reinvest their profits until they produce a source of income that is large enough to provide for all their needs without ever having to work again. We call this accumulation of capital that frees you from the necessity of work critical mass. The pace at which you achieve your financial independence is in direct proportion to your willingness to reinvest—not spend—the profits of your past investments. In this way, the " offspring" of your dollars will grow and multiply until you have a solid economic base.

Let me offer you a simple and dramatic example of the power of compounding. If you fold a cloth napkin (1/32 of an inch thick) upon itself once, how thick is it? Obviously, it is 1/16 of an inch. Folded upon itself a second time, its thickness measures 1/8 of an inch. On the third fold, it equals 1/4 of an inch. On the fourth, 1/2 of an inch, and by the fifth fold, the thickness equals 1 inch. Here's my question for you: How many times would you need to fold this napkin upon itself (compound it) before its thickness would touch the moon? Here's a clue: the moon is 237, 305 miles away. Amazingly, you'd reach the moon on the thirty-ninth fold. By your fiftieth fold, theoretically, the thickness of your nap-

kin would be enough to go to the moon and back 1, 179 times! This is the power of compounding. Most people don't realize that a small amount of money compounded through time can be worth a fortune.

You might say, " This is wonderful. I'd love to begin compounding my investments, but how do I know what to invest in? "

There is no simple answer to this question. You must first decide what your financial goals are. What do you want to accomplish, and in what period of time? What's your risk tolerance, the amount of risk that you're comfortable with? Without a clear understanding of your desires, your needs, and your potential concerns, what to invest in is not clear. Often, would-be investors allow financial experts to advise them even though these experts frequently have no idea what their clients' true needs are.

The most important thing you'll ever do in your financial life is to decide to truly understand the various types of investments and what their potential risks and returns are. Responsible advisors will make certain that all of their clients thoroughly understand the kinds of investments that are available and that they take part in the development of their own financial plans. Without a clear-cut investment plan, you will eventually fail financially. According to financial newsletter editor Dick Fabian, " Evidence shows that investors—investors in anything—make no money over a ten-year period. There are several reasons for this tragic statistic, including:

1) Not setting a goal;

2) Chasing after trendy investments;

3) Relying on reports from the financial press;

4) Blindly taking advice from brokers or financial planners;

5) Making emotional mistakes, and so on.

Fortunately, the answers to your financial questions are easily accessible. They're available in books from the masters, from the Peter Lynches to the Robert Prechters to the Warren Buffets, and there are effective financial coaches who can assist you in developing a plan that will help you to meet your lifelong financial needs. Make certain, since finances play such a large role in the amount of pain or pleasure you have in your life, that you model the best financial people. If you don't, you're going to experience pain. If you do, you can have a level of financial abundance that's far beyond what you've ever dreamed of before.

Now that you've really begun to create and expand your wealth, you're ready for the fourth key element to financial success.

 

4. The fourth key is to protect your wealth. So many people who have wealth are equally or more insecure today with an abundance of money than they were when they had none. People often feel less secure when they think they have more to lose. Why? It's because they know that in any moment, someone could sue them for completely unfair or unjust reasons, and decimate their assets.

Would you like to know how bad the current climate is in the United States? According to an article in the London Financial Times, June 22, 1991, of all the lawsuits that were filed around the world in 1988 and 1989, a staggering 94 percent were filed in the United States alone. There are 18 million lawsuits filed per year; in fact, current statistics from the American Bar Association show that if you live in California and make more than $50, 000 a year, there is almost a one-in-four chance that you will be sued. |

From the European perspective, it seems that Americans are always looking for someone to blame when anything goes wrong, and this is the genesis of this incredible number of lawsuits. These are harsh words, but, unfortunately, they're true. This attitude is not found anywhere else in the world, and it is destroying our nation economically, tying up our time, capital, and energy in wasteful and nonproductive ways. For example, as recently reported in The Wall Street Journal, a man who was

driving his vehicle while drunk tried to move the shotgun on the seat next to him, and it accidentally discharged and killed him. His widow, rather than acknowledge her husband's inebriated state, sued the shotgun manufacturer for $4 million on the grounds that the gun did not have safety devices for drunk drivers, and won!

Knowing that the wealth that they've spent years of intense work to create could be claimed by people who have no right to it understandably makes most people feel edgy. It makes them wary of the liability of business and often impacts their follow-through on investment decisions.

However, the good news is that there are legal avenues for protecting your assets as long as you're not currently involved in a lawsuit. This philosophy of protecting your assets is not one of trying to avoid your legitimate debts, but simply to protect yourself from frivolous attacks.

People with dishonest motives will sue you for only one of two reasons: because they want a share of your insurance, or they want to seize your assets. If there are no assets to touch, it's much more difficult for them to retain an attorney based merely on a contingency fee. If you act judiciously in advance, you can protect your assets, and the guidelines for doing so are very clear and concise.

In my quest to understand finances, I began to study the John Templetons of the world and began to gain distinctions on how they structure their finances in a way that protects their assets from illegitimate claims.

As in any situation in life, it's important to find out what the " big players" are doing, and model their evaluation procedures and strategies. I spent two years pursuing and understanding the best asset-protection systems available in the United States for the doctor clientele of my Fortune Management company. One common misperception is that asset protection involves mystery and deceit. The reality is that honesty is the best policy. Your assets do not need to be hidden, just protected. If asset protection is not a major concern for you today, it will be as you begin to build your wealth. Just know that there are many things you can do to make changes in this area.

 

5. The fifth key is to enjoy your wealth. So many people have gone through the first four stages. They've figured out how to earn wealth by adding real value. They've discovered how to maintain it by spending less than they were earning. They've mastered the an of investing and are experiencing the benefits of compounded interest. And they now know how to protect their assets, but they're still not happy; they feel empty. The reason is that they have not yet realized that money is not the end; it's only a means. You and I must make sure that we find a way to share its positive impact with the people we care about, or the money will have no value. When you discover ways to contribute that are proportionate to your income, you will tap into one of the greatest joys in life.

I can tell you that unless you link a certain level of pleasure to creating value and earning money, you'll never keep it long term. Most people wait until they've accumulated a certain amount of money to start enjoying themselves. This is a great way to teach your brain to link pain to wealth creation. Instead, reward yourself emotionally along the way. Occasionally, you need to give yourself a jackpot (as we talked about in Chapter 6), where you give yourself a financial surprise so that your brain is taught that earning money is enjoyable and rewarding.

Also, remember the power and value of tithing. I can tell you that my financial world began to turn around the day I gave a little more than twenty dollars to someone when I really didn't have the twenty dollars to give. That day, I felt so good about myself that the feelings alone transformed my performance and my capacity to earn even more. Most people say, " I'll tithe when I have more money." But which do you think would be more difficult to do: to give a dime out of a dollar or to give $100, 000 out of a million? The answer is obvious, isn't it? I'm not suggesting that 10 percent is a figure that should be etched in stone, but do make a commitment to consistently take a portion of what you earn and give it in a way that gives you joy. The beauty of tithing is that by giving away

a portion of what you earn, you are teaching your brain that you have more than enough. You'll be beyond scarcity, and that belief system alone will change your life.

True wealth is an emotion: it's a sense of absolute abundance [220]. Our heritage alone makes us wealthy. We have the privilege of enjoying great works of art that we didn't paint, music we didn't compose, great educational institutions we didn't build. Feel the wealth of the nation's parks that you own. Know that you're a wealthy person now, and enjoy that wealth. Realize that this is a part of your abundance, and this feeling of gratitude will allow you to create even more.

Let me simply say this to you in closing: changing your beliefs and mastering your finances can be an incredibly rewarding experience in personal development. Commit yourself now to begin the process.

 

" Charity and personal force are the only investments."

WALT WHITMAN

 

Today's Assignment:

1. Take a look at your beliefs, see if there are any that are out of alignment, and change them with NAC.

2. Institute a process for adding more value in your place of employment, on a major scale, whether you're paid for it or not. Add ten times more value than you do currently and prepare for the processional effects of your actions.

3. Commit to save a minimum of 10 percent, and have it deducted from your check and invested in your planned portfolio.

4. Get some good coaching. Whether you contact our Financial Destiny Group professionals, or your own local financial " coach, " make certain that whoever works with you helps you to develop a detailed financial plan that you understand. Pick up some great financial books. There are many that can teach you how to make intelligent, informed investment decisions.

5. If you're concerned about your assets being under attack, take action to develop an asset-protection plan.

6. Create a small jackpot to start the process of linking pleasure to financial success. Who could you do something special for? What could you do for yourself as reinforcement for getting started today?

Now you're ready to...


 

BE IMPECCABLE: YOUR CODE OF CONDUCT[221]

 

 

Your Outcome: Is it possible to have great values, to have all your rules aligned to support them, to be asking yourself the right questions, and not to be living your values in the moment? If you're being honest with yourself, you know the answer is yes. All of us at one time or another have let events control us, instead of controlling our states or our decisions as to what those events mean. We need a clear-cut way to ensure that we consistently live the values to which we've committed ourselves, and a way of measuring whether or not we're actually achieving that value on a daily basis.

 

 

The young man had achieved enormous success by the time he was twenty-seven years old. He was very bright, well-read, and he felt like he had the world by the tail. But one day he realized something: he wasn't very happy.' Many people disliked him because they perceived him as haughty and overbearing. He felt that he was no longer in command of his life's direction, much less his ultimate destiny.

He decided that he would take control of his life by setting a higher standard for himself, developing a strategy to achieve that higher standard, and creating a system so that he could measure his results daily. He began by selecting twelve " virtues" —twelve states that he wanted to experience every day—that he felt would take his life in the direction he wanted. Then he took out his journal and wrote down all twelve states, and next to this list he created a grid of all the days of the month. " Every time I violate any one of these virtues, " he said, " I will put a small black dot next to that value for that day. My goal is to have no black dots on my chart. Then I will know I am truly living these virtues."

He was so proud of his idea that he showed his journal and explained his system to a friend. His friend said, " Great! Only I think you should add humility[222] to your list of virtues." And Benjamin Franklin laughed and added the 13th virtue to his list.

I remember reading this story from Ben Franklin's autobiography in a beat-up hotel room in Milwaukee. I was on an intense schedule, facing the prospect of doing several radio and television talk shows, a book signing, and a free guest event. The night before meeting all these obligations I decided, " Okay, you're here, so make the best of it. At least you can feed your mind."

I had very recently come up with the idea of values and their hierarchies, and I had created what I thought was a great list of values for myself, one that I felt good about living. But as I reflected upon Ben's list of virtues, I told myself, " Yes, you have love as a value, but are you being loving right now? Contribution is one of your top values, but are you contributing in this moment? " And the answer was no. I had great values, but I wasn't measuring whether or not I was truly living them on a moment-to-moment basis. I knew I was a loving person, but as I looked back, I saw a lot of moments when I wasn't being loving!

I sat down and asked myself, " What states would I be in if I were my highest and best? What states will I commit to being every single day, no matter what? Regardless of the environment, regardless of whatever challenges break loose around me, I will be these states at least once every day! " The states to which I committed myself included being friendly, happy, loving, outgoing, playful, powerful, generous, outrageous, passionate, and fun. Some of these states were the same as my values, and some of them weren't. But I knew that if I truly lived each of these states every day, I would be living my values continually. As you can imagine, it was a pretty exciting process!

The next day, as I appeared on the radio and TV talk shows, I deliberately put myself into these states. I was happy, loving, powerful, funny, and I felt that what I said and did made a contribution, not only to my hosts, but to the people who were listening and watching. Then I went down to the local shopping mall for a book signing. When I got there, the manager approached me with a distressed expression and said, " There's a slight problem, Mr. Robbins... the announcement that you're going to be here signing books is coming out in tomorrow's paper! "

Now, if this had happened before I'd read about Ben Franklin's list, I might have reacted in a rather unique way. But with my new list in mind I thought, " I'm committed to living in these states no matter what. What a great test to see if I'm truly living my personal code every day! ", So I walked over to the book-signing table and looked around. Nobody was there; only a few people were strolling through the mall. How could I create excitement where none seemed to exist?

The first thing that popped into my mind was outrageousness. After all, one of the states on my list was to be outrageous[223]. So I picked up a copy of my book. Unlimited Power, and started reading it and making all kinds of interesting noises: " Ooooh! Aaaah! Wow, is that true? "

Soon a woman walked by, was attracted by my enthusiasm for what clearly had to be a brilliant book, and stopped to see what I was reading. I raved to her about this incredible book, and pointed out all of the best stories and techniques. Someone else stopped to see what all the hubbub was about, then a few other folks joined us, and within around twenty minutes, about twenty-five to thirty people were crowding around me to hear about the great book I had found.

Finally, I said, " And you know the best thing of all? I happen to be a good friend of the author! " The first woman's eyes lit up: " Really? " I held up the book jacket with my picture on the back and said, " Look familiar? " She gasped, and laughed, and so did all the other people. I sat down and started signing books.

That afternoon turned out to be a terrific success, and all of us had fun. Instead of letting events control my actions and perceptions, I had consciously chosen to live by what I now call my Code of Conduct. I also had the tremendous sense of satisfaction of knowing that by living in these states—by being who I truly am—I was meeting my values in the moment.

 

" Go put your creed[224] into your deed[225]."

RALPH WALDO EMERSON

 

Ben Franklin and I aren't the only people who have Codes of Conduct. What do you think the Ten Commandments are all about? Or the Boy Scouts' Oath? Or the American Serviceman's Code of Conduct? How about the Optimists' Club Creed? One way to create your own code is to review codes of conduct that already exist....

 

OPTIMISTS' CLUB CREED

 

Promise yourself...

To be so strong that nothing can disturb your peace of mind.

To talk health, happiness, prosperity to every person you meet.

To make all your friends feel that there is something of value in them.

To look at the sunny side of everything and make your optimism come true.

To think only the best, to work only for the best, and to expect the best.

To be just as enthusiastic about the success of others as you are about your own.

To forget the mistakes of the past and press on to the greater achievements of the future.

To wear a cheerful countenance at all times and give every living creature you meet a smile.

To give so much time to the improvement of yourself that you have no time to criticize others.

To be too large for worry, too noble for anger, too strong for fear, and too happy to permit presence of trouble.

 

When John Wooden, the great UCLA basketball coach, graduated from grade school at age twelve, his father gave him a seven-point creed. John says this creed has been one of the most powerful influences on his entire life and career. It's a creed he still lives by every single day:

 

JOHN WOODEN'S SEVEN-POINT CREED:

" MAKING THE MOST OF ONESELF"

1. Be true to yourself.

2. Make each day your masterpiece.

3. Help others.

4. Drink deeply from good books.

5. Make friendship a fine art.

6. Build a shelter against a rainy day.

7. Pray for guidance and give thanks for your blessings every day.

 

" You can preach a better sermon[226] with your life than with your lips."

OLIVER GOLDSMITH

 

Today's Assignment:

1. Make a list of the states you are committed to experiencing every day in order to live in accordance with your highest principles and values. Make sure the list is long enough to give your life the richness and variety you deserve, yet short enough that you can truly be in these states every day! Most people find that anywhere from seven to ten is optimum.

What states would you like to be in on a consistent basis? Happy? Dynamic? Friendly? Connected? Cheerful? Grateful? Passionate? Balanced? Adventurous? Amusing? Outrageous? Generous? Elegant? Some of these states might be the same as some of your moving-toward values, and some of them might be things that you feel will lead you toward living your values every day.

2. After you have compiled your list, write a sentence next to each one describing how you will know you are doing it—in other words, your rules for these states; for example: " I am being cheerful when I smile at people"; " I am being outrageous when I do something totally unexpected and fun"; " I am being grateful when I remember all the good things I have in my life."

3. Make the commitment to yourself to genuinely experience each of these states at least once a day. You might want to write your Code of Conduct on a piece of paper and put it in your wallet or on your desk at work or by your bed. Every now and then, during the course of the day, take a look at your list and ask yourself, " Which of these states have I already experienced today? Which of them haven't I had yet, and how am I going to accomplish it by the end of the day? "

If you truly commit to your Code of Conduct, imagine how incredible you will feel! You'll no longer be controlled by events; you'll know that, no matter what happens around you, you can maintain your sense of yourself and live up to the vision you've created. There is a tremendous pride that comes with holding yourself to a higher standard and knowing that each day you alone will determine how you feel, that you will conduct yourself only at the highest level.

Wayne Dyer recently shared a great metaphor with me relating to how people blame the way they behave on the pressure they're feeling. He said, " Pressure doesn't create negative behavior. Think of yourself as an orange. If an orange is squeezed, if all this pressure is being applied from the outside, what happens? Juice comes out, right? But the only thing that comes out when the pressure is applied is what's already inside the orange."

I believe that you decide what's on the inside by holding yourself to a higher standard. So when the pressure's on, what's going to come out is the " good stuff." After all, you cannot always count on easy sailing. It's up to you to live by your Code of Conduct and commit yourself to the principle of CANI! in order to keep a true bearing on your course. Remember, it's who you are every day—the small actions as well as the most grandiose—that build your character and form your identity.

One of the most important actions you can take is to learn to...


MASTER YOUR TIME AND YOUR LIFE – DAY SIX

 

 

Your Outcome: Learn how to use time to your advantage rather than allowing it to rule your levels of satisfaction and stress.

 

 

If you've ever felt stress —and who hasn't? —chances are excellent that it's because you felt you just didn't have enough time to do what you wanted to at the level of quality to which you were committed. You could be feeling this frustration, for example, because you're focusing exclusively on the demands of the moment: present requests, present challenges, present events. In this stressed and overloaded state, your effectiveness is rapidly diminished. The solution is simple: Take control of the time frame you're focusing upon. It the present is stressful, then become more resourceful in dealing with your challenges by focusing on the future and the successful completion or resolution of the tasks before

you. This new focus will instantly change your state and give you the very resources you need to turn things around in the present.

Stress is so often the result of feeling " stuck" in a particular time frame. One example of this is when a person keeps thinking of their future in disempowering ways. You can help this person or yourself by getting them to refocus on what they can control in the present. Or some people, when they're called upon to take on a challenge, begin to focus exclusively on their past poor performance. As they remain in the past, their stress increases. A shift to the present, or an anticipation of a positive future, could instantly change their emotional state. Our emotions, then, are powerfully impacted by the time frame in which we're operating at the moment.

So often we forget that time is a mental construct, that it is completely relative, and that our experience of time is almost exclusively the result of our mental focus. How long is a long time, for example? It all depends upon the situation, doesn't it? Standing in line for more than 10 minutes can seem like an eternity, while an hour of making love can pass all too quickly.

Our beliefs also filter our perception of time. For some people, regardless of the situation, twenty minutes is a lifetime. For others, a long time is a century. Can you imagine how these people walk differently talk differently, look at their goals differently, and how stressed they might be if they were trying to deal with one another while operating out of completely different frames of reference? This is why time mastery is a life skill. The ability to flex your experience of time is the ability to shape your experience of life. {

For today's exercises, let's briefly review and apply three " time-saving" tips.

 






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