Your Most Precious Resource
Time is your most precious resource. It is the most valuable thing you have. It is perishable, it is irreplaceable, and it cannot be saved. It can only be reallocated from activities of lower value to activities of higher value. All work requires time. And time is absolutely essential for the important relationships in your life. The very act of taking a moment to think about your time before you spend it will begin to improve your personal time management immediately.

The Starting Point
Personal time management begins with you. It begins with your thinking through what is really important to you in life. And it only makes sense if you organize it around specific things that you want to accomplish. You need to set goals in three major areas of your life. First, you need family and personal goals. These are the real reasons why you get up in the morning, why you work hard and upgrade your skills, why you worry about money and sometimes feel frustrated by the demands on your time.

Decide Upon Your Goals
What are your personal and family goals, both tangible and intangible? A tangible family goal could be a bigger house, a better car, a larger television set, a vacation, or anything else that costs money. An intangible goal would be to build a higher quality relationship with your spouse and children, to spend more time with your family going for walks or reading books. Achieving these family and personal goals are the real essence of time management, and its major purpose.

How to Achieve Your Goals
The second area of goals is your business and career goals. These are the “how” goals, the means by which you achieve your personal, “why” goals. How can you achieve the level of income that will enable you to fulfill your family goals? How can you develop the skills and abilities to stay ahead of the curve in your career? Business and career goals are absolutely essential, especially when balanced with family and personal goals.

Personal Development Goals
The third type of goals is your personal development goals. Remember, you can’t achieve much more on the outside than what you have achieved and become on the inside. Your outer life will be a reflection of your inner life. If you wish to achieve worthwhile things in your personal and your career life, you must become a worthwhile person in your own self-development. You must build yourself if you want to build your life. Perhaps the greatest secret of success is that you can become anything you really want to become to achieve any goal that you really want to achieve. But in order to do it, you must go to work on yourself and never stop.

Action Exercises
Here are three things you can do immediately to put these ideas into action.

First, develop the habit of stopping on a regular basis and thinking about what is really important to you. The more often you stop and think, the better decisions you will make.

Second, decide clearly upon your personal and family goals. Write them down. Discuss them with others. Be clear about why you are doing what you do.

Third, take some time to think about your career goals and the steps you will have to take to achieve them. Do something every day that moves you forward in all three areas.

Article by Brian Tracy. Chairman and CEO of Brian Tracy International, a company specializing in the training and development of individuals and organizations.

Each time you stop working however, you break this cycle and move back up the curve to where every part of the task is more difficult and time consuming.

Self-Discipline Is the Key
Elbert Hubbard defined self-discipline as, “The ability to make yourself do what you should do, when you should do it, whether you feel like it or not.”

In the final analysis, success in any area requires tons of discipline. Self-discipline, self-mastery and self-control are the basic building blocks of character and high performance.

The True Test of Willpower
Starting a high-priority task and persisting with that task until it is 100% complete is the true test of your character, your willpower and your resolve.

Persistence is actually self-discipline in action. The good news is that the more you discipline yourself to persist on a major task, the more you like and respect yourself, and the higher is your self-esteem.

And the more you like and respect yourself, the easier it is for you to discipline yourself to persist even more.

Focus Clearly on Your Number One Task
By focusing clearly on your most valuable task and concentrating single-mindedly until it is 100% complete, you actually shape and mold your own character. You become a superior person.

You become a stronger, more competent, confident and happier person. You feel more powerful and productive.

Build Your Self-Confidence
You eventually feel capable of setting and achieving any goal. You become the master of your own destiny. You place yourself on an ascending spiral of personal effectiveness on which your future is absolutely guaranteed.

And the key to all of this is for you to determine the most valuable and important thing you could possibly do at every single moment and then, “Eat That Frog!”

Action Exercises
Once you start your most important task, discipline yourself to persevere without diversion or distraction until it is 100% complete. See it as a “test” to determine whether you are the kind of person who can make a decision to complete something and then carry it out. Once you begin, refuse to stop until the job is finished.

Article by Brian Tracy. Chairman and CEO of Brian Tracy International, a company specializing in the training and development of individuals and organizations.

Do the Unexpected
One really helpful military principle that can be applied to business is the Principle of Surprise. The principle of surprise says, “do the unexpected!” In sales and marketing, this means to be continually seeking ways to out-flank or upset your competition.

Do the Opposite of Before
Sometimes doing exactly the opposite of what you have been doing up till now can turn out to be the perfect solution. The natural tendency for a person, when they find themselves in a hole, is to dig deeper. In many cases, the solution is to go and dig somewhere else. Remember, the first law of holes is, “When you find yourself in one, stop digging.”

Follow-up and Follow-Through
A second military principle that applies to business is the Principle of Exploitation. The principle of exploitation emphasizes the importance of follow-up and follow-through. In business, this means that, when you get an opportunity, you exploit it to the fullest extent possible. If you have a great promotional idea or product or service, you sell all you can. You take advantage of your idea or breakthrough and use every opportunity to capitalize on it.

Work Harmoniously With Others
The third principle of military strategy that applies to personal and corporate thinking is the Principle of Cooperation. In business, this is often called the principle of synergy. In military terms, this is often called the principle of “concerted action.” In business terms, your ability to work effectively and harmoniously with other individuals and groups is more responsible for your success than any other quality.

Win the Cooperation of Key People
A key part of strategic thinking is for you to identify the individuals, groups and organizations whose cooperation you will require to achieve your goals. Make a list of them and then organize the list in order of importance. Then ask yourself, “How am I going to win their cooperation?”

Answer Everyone’s Favorite Question
Everybody wants to know, “what’s in it for me?” The effective executive is always looking for ways to help or assist others knowing that this is the only sure way to create within them a desire to help you to achieve your goals.

By doing the unexpected, by following up and following through, and by constantly looking for ways to get other people to cooperate with you, you will accomplish more in a shorter time than you might ever have imagined.

Action Exercises
Here are two things you can do immediately to apply these ideas in your business and in your work:

First, look at your job, especially the areas where you are experiencing frustration, and question whether or not there is a completely different way of approaching your problem or situation. Do the unexpected. Perhaps you should be doing exactly the opposite of what you are doing today. All success in business comes from surprising the competition in some way.

Second, identify the people, groups and organizations whose assistance you will need to achieve your goal. Continually look for ways to earn their support and cooperation by thinking in terms of what is in it for them.

Article by Brian Tracy. Chairman and CEO of Brian Tracy International, a company specializing in the training and development of individuals and organizations.

The Biggest Demotivator of All
They have been raised with a steady drumbeat of destructive criticism, as I was, that has led them to conclude, at an unconscious level, that they don’t really deserve to be successful and happy. The worst effect of negative experiences in childhood, which are all too common, is that when people actually do succeed as the result of hard work, they feel guilty. These guilt feelings then cause them to do things to get rid of the money, to throw it away. They spend it or invest it foolishly. They lend it, lose it or give it away. They engage in self-sabotage, in the form of overeating, excessive drinking, drug usage, marital infidelity and often dramatic personality changes. To change your results with money, you have to change your attitude toward it.

Treat Money With Care and Attention
The fact is that money is very much like a lover. It must be courted and coaxed and flattered and treated with care and attention. It gravitates toward people who respect it and value it and are capable of doing worthwhile things with it. It flows through the fingers and flees from people who do not understand it, or who do not take proper care of it.

Become Skilled With Money
Sometimes people say that they are not very good with money. But being good with money is a skill that anyone can learn through practice. Usually, saying that one is not very good with money is merely an excuse or a rationalization for the fact that the person is not very successful or disciplined with money. The person has not learned how to acquire it or to hold on to it.

Be A No-Limit Thinker
The starting point of accumulating money is for you to believe that you have an unlimited capacity to obtain all the money that you will ever need. Look upon yourself as a financial success just waiting for a place to happen. And see yourself as deserving all you can honestly acquire.

Open Any Door
Money is good. Money gives you choices and enables you to live your life the way you want to live it. Money opens doors for you that would have been closed in its absence. But just like anything, an obsession can be hurtful. If a person becomes so preoccupied with money that he loses sight of the fact that money is merely a tool that is to be used to acquire happiness, then money becomes a harmful thing.

Money is Neutral
The Bible says, “The love of money is the root of all evil.” It doesn’t say, “money is the root of all evil.” It says, “the love of money is the root of all evil.” It is the preoccupation with money, to the exclusion of the really important things in life that is the problem, not the money itself. Money is essential to our lives in society. It is also neutral. It is neither good nor bad. It is only the way that it is acquired and the uses to which it is put that determines whether it is helpful or hurtful.

Action Exercises
Here are two things you can do immediately to put these ideas into action:

First, recognize and accept that virtually everyone who has money today at one time was broke and probably broke for a long time. Then they learned the skills of accumulating money and they are now financially independent. Whatever they have done, you can probably do as well.

Second, become a student of money from this day forward. Study it, learn about it and apply the lessons you discover toward your own financial life until you begin to attract more and more money in your direction.

Article by Brian Tracy. Chairman and CEO of Brian Tracy International, a company specializing in the training and development of individuals and organizations.

Become An Expert
The solution to this problem of work overload is for you to become an expert on time management. There is probably no other skill that you can learn that will give you a “bigger bang for the buck” than to become extremely knowledgeable and experienced in using time management practices.

Be Open to New Ideas
The most foolish manager of all is either the manager who feels that he has no time to learn about time management or, even worse, the manager who, while being overwhelmed with work, feels that he already knows all that he needs to know about the subject.

Never Stop Learning
The fact is that you can study time management and take time management courses for your entire business life and you will still never learn everything you need to know to get the most out of yourself while doing your job in the most efficient way.

The Keys to Time Management
The two indispensable keys to time management are: 1) the ability to set priorities; and 2) the ability to concentrate single-mindedly on one thing at a time.

Since there is never enough time to do everything that needs to be done, you must be continually setting priorities on your activities. Perhaps the very best question that you can memorize and repeat, over and over, is, “what is the most valuable use of my time right now?”

The Best Question of All
This question, “what is the most valuable use of my time right now?” will do more to keep you on track, hour by hour, than any other single question in the list of time management strategies.

Start With Your Top Tasks
The natural tendency for all of us is to major in minors and to give in to the temptation to clear up small things first. After all, small things are easier and they are often more fun than the big, important things that represent the most valuable use of your time.

However, the self-discipline of organizing your work and focusing on your highest value tasks is the starting point of getting your time under control and lowering your stress levels.

Action Exercises
Here are two things you can do immediately to get your time under control.

First, make a decision today to become an expert on time management. Read the books, listen to the audio programs, and take a time management course. Then, practice, practice, practice every day until you master time management skills.

Second, set clear priorities on your work each day, before you begin. Then, discipline yourself to start on your most important task and stay at that until it is complete. This will relieve much of your stress immediately.

Article by Brian Tracy. Chairman and CEO of Brian Tracy International, a company specializing in the training and development of individuals and organizations.

Becoming a Master of the Pause
All excellent listeners are masters of the pause. They are comfortable with silences. When the other person finishes speaking, they take a breath, relax and smile before saying anything. They know that the pause is a key part of good communications.

Three Benefits of Pausing
Pausing before you speak has three specific benefits. The first is that you avoid the risk of interrupting the prospect if he or she has just stopped to gather his or her thoughts. Remember, your primary job in the sales conversation is to build and maintain a high level of trust, and listening builds trust. When you pause for a few seconds, you often find the prospect will continue speaking. He will give you more information and further opportunity to listen, enabling you to gather more of the information you need to make the sale.

Carefully Consider What You Just Heard
The second benefit of pausing is that your silence tells the prospect that you are giving careful consideration to what he or she has just said. By carefully considering the other person’s words, you are paying him or her a compliment. You are implicitly saying that you consider what he or she has said to be important and worthy of quiet reflection. You make the prospect feel more valuable with your silence. You raise his self-esteem and make him feel better about himself.

Understanding With Greater Efficiency
The third benefit of pausing before replying is that you will actually hear and understand the prospect better if you give his or her words a few seconds to soak into your mind. The more time you take to reflect upon what has just been said, the more conscious you will be of the their real meaning. You will be more alert to how his words can connect with other things you know about the prospect in relation to your product or service.

The Message You Send
When you pause, not only do you become a more thoughtful person, but you convey this to the customer. By extension, you become a more valuable person to do business with. And you achieve this by simply pausing for a few seconds before you reply after your prospect or customer has spoken.

Action Exercises
Here are two things you can do immediately to put these ideas into action.

First, take time to carefully consider what the customer just said and what he might mean by it. Pausing allows you to read between the lines.

Second, show the customer that you really value what he has said by reflecting for a few moments before you reply.

Article by Brian Tracy. Chairman and CEO of Brian Tracy International, a company specializing in the training and development of individuals and organizations.

The quality that I am talking about is the quality of self-discipline. It is a habit, a practice, a philosophy and a way of living. All successful men and women are highly disciplined in the important work that they do. All unsuccessful men and women are undisciplined and unable to control their behaviors and their appetites. And when you develop the same levels of high, personal discipline possessed by the most successful people in our society, you will very soon begin to achieve the same results that they do.

All great success in life is preceded by long, sustained periods of focused effort on a single goal, the most important goal, with the determination to stay with it until it is complete. Throughout history, we find that every man or woman who achieved anything lasting and worthwhile, had engaged in long, often unappreciated hours, weeks, months and even years of concentrated, disciplined work, in a particular direction.

Fortunately the quality of self-discipline is something that you can learn by continuous practice, over and over, until you master it. Once you have mastered the ability to delay gratification, the ability to discipline yourself to keep your attention focused on the most important task in front of you, there is virtually no goal that you cannot accomplish and no task that you cannot complete.

Successful people engage in activities that are goal-achieving. Unsuccessful people engage in activities that are tension-reliving. Successful people discipline themselves to have dinner before dessert. Unsuccessful people prefer to have dessert most of the time.

Successful people plan their work, and work their plan. They take the time to think through their responsibilities before they begin. They make clear decisions which they then implement immediately. They get a lot more done in a shorter period of time than the average person. And it all has to do with their disciplines.

Feel empowered and successful with self-discipline
Perhaps the most important benefit of self-discipline is the personal benefit that you receive. Every act of self-discipline increases your self-esteem. It gives you a feeling of personal power and accomplishment. Each time you discipline yourself to persist in the face of distractions, diversions, and disappointments, you feel better about yourself. As you continue to discipline yourself, you achieve more and more in life. As you achieve more things, you feel more like a winner. Your self-confidence goes up. You feel happier about yourself. You get more done and you have more energy. You earn the respect and esteem of the people around you. You get more rapid promotions and are paid more money. You live in a nicer house, drive a nicer car, and wear nicer clothes. You get a natural high from the thrill of achievement. And the more things that you achieve as the result of employing your personal habits of effectiveness and productivity, the more eager you are to achieve even higher and better tasks. Your life gets onto an upward spiral of success and happiness. You feel great about yourself most of the time.

Every act of self-discipline strengthens every other discipline in your life. Every weakness of self-discipline weakens your other disciplines as well. When you make a habit of disciplining yourself in little things, like flossing your teeth every night, you’ll soon become able to discipline yourself to accomplish even larger things, like working long, long hours to bring a major task to completion.

Choosing between forces of discipline and those of expediency
Your entire life is an on-going battle between the forces of doing what is right and necessary on the one hand and doing what is fun and easy on the other hand. It is a battle between the forces of discipline and the forces of ease or expediency. And when you develop the strength of character that gives you complete self-mastery, self-control and self-discipline, you feel wonderful about yourself. You develop a deep inner sense of strength and confidence. You replace positive thinking with positive knowing. You reach the point inside where you absolutely know that you can do whatever it takes to achieve any goal that you can set for yourself.

The reward of self-discipline
Self-discipline is its own reward. Not only does it pay off in terms of greater self-esteem and a more positive mental attitude, but it pays off throughout your life in terms of the goals that you achieve and the success that you attain in everything you do.

Developing the skill and habit of self-discipline
Self-discipline is a skill and a habit that can be learned by practice. Every time you practice a little self-discipline, you become stronger and stronger. Bit by bit, you become more capable of even greater disciplines. As you become a totally self-disciplined individual, your entire future opens up in front of you like a broad highway. Everything becomes possible for you and your future becomes unlimited.

Article by Brian Tracy, Chairman & CEO of Brian Tracy International

Clarify the Problem
Right at the beginning, you ask the question, “What exactly is the problem?” Clarity of definition will resolve 50% of the issues before they go any further

Think About the Future
When discussing a problem, be sure to focus on the future over the past. Ask the question, “Where do we go from here?” “What do we do from here?” “What are our options for the future?” Too many problem-solving discussions end up focusing all of the attention of all the people present on what happened in the past and who is to blame. The effective executive uses this type of communication to focus on where the company and the individuals are going, and what can happen in the future – the only part of the equation over which anyone has any control.

Focus On the Solution
A second element in effective problem solving communications, is for you to talk about the solutions instead of talking about the problems. It is for you to keep the attention of the individuals in the meeting focused on the possible solutions and what can be done rather than what has already happened.

The discussion of solutions is inherently positive, uplifting and has a tendency to release creativity amongst the group. A discussion of problems is inherently negative, de-motivating and tends to inhibit creativity. You can become a positive thinker simply by becoming a solution-oriented person rather than a problem-oriented person. If you get everyone in your organization thinking and talking in terms of solutions, you will be astonished at the quality and quantity of ideas that will emerge.

Putting These Ideas Into Action
First, take some time to be absolutely clear about the problem that is under discussion. Give some thought to what an ideal decision or solution would accomplish. Instead of focusing on the situation as it is, talk about the situation as you would like it to be.

Second, keep the conversation focused on solutions, on what can be done in the future. The more you think and talk about solutions, the more positive and creative everyone will be and the better ideas you will come up with.

Article by Brian Tracy. Chairman and CEO of Brian Tracy International, a company specializing in the training and development of individuals and organizations.

Here are three things you can do to expand your list of contacts. First, make a list of the 25 people you feel it would be most useful for you to get to know. Develop a strategy to get to meet everyone of them over the next 12 months. Then make a list of 25 more.

List the people in charge of the major corporations that would be useful for you to know. List the mayor, list the congressmen, list the senator. List the important people that it would be helpful for you to know and then make a plan to meet them.

Network at Every Opportunity
Second is for you to network at every opportunity. Join business and trade associations. Attend meetings. Get involved. Volunteer for service on a key committee. This action alone can cut years off your career.

Once, when I was working with the Chamber of Commerce, I came to the attention of a senior executive who hired me away from the company I was working for a year later at triple the salary. Meeting people is very important. Network at every opportunity.

Get Involved in the Community
The third way is to get involved in community service organizations. The best people in every community, the people you should know and who should know you, are usually involved in public service in some way. Start with the United Way in your own city, or get involved in any charity that you care about or that you’re interested in. You’ll be amazed at the quality of people that you’ll meet doing voluntary service.

Unlock Your Creativity
Another form of leverage is creativity. Remember, one new idea is all you need to start a fortune. Everyone has the ability to come up with creative ideas and solutions if they look for them. All great fortunes begin with an idea.

Create Good Work Habits
A powerful form of leverage that can help you is good work habits. Good work habits make an extraordinary difference. In a recent study, 104 chief executive officers all agreed that the ability to set priorities and then to get the job done fast were the two qualities that most readily led to promotion and increases in pay. Good work habits will bring you to the attention of the important people in your life as fast or faster than anything else you can do. In the final analysis, you always get paid for your results. If you develop a reputation for being the person who gets the job done fast, that alone can put you onto the fast track in your career.

Your Action Assignment
Now, here are two things you can do to leverage your financial potential:

First, get involved in the business, trade, civic and social organizations in your community. Once you become a member, off er to help and serve on committees. This will bring you to the attention of people who can help you faster than any other way.

Second, develop excellent work habits. Be punctual. Plan your work and work your plan. Always concentrate your conscious energies on high priority tasks and make sure that you are doing things that are important to your boss and to your company.

Article by Brian Tracy. Chairman and CEO of Brian Tracy International, a company specializing in the training and development of individuals and organizations.

Eliminate All Distractions
During this working time, you turn off the telephone, eliminate all distractions and work non-stop. One of the best work habits of all is for you to get up early and work at home in the morning for several hours. You can get three times as much work done at home without interruptions as you ever could in a busy office where you are surrounded by people and bombarded by phone calls.

Create an Office in the Air
When you fly on business, you can create your office in the air by planning your work thoroughly before you depart. When the plane takes off, you can work non-stop for the entire flight. You will be amazed at how much work you can go through when you work steadily in an airplane, without interruptions.

Make Every Minute Count
One of the keys to high levels of performance and productivity is for you to make every minute count. Use travel and transition time, what is often called “gifts of time” to complete small chunks of larger tasks.

Remember, the pyramids were built one block at a time. A great life and a great career is built one task, and often, one part of a task, at a time. Your job in time management is to deliberately and creatively organize the concentrated time periods you need to get your key jobs done well, and on schedule.

Action Exercises
Here are two steps you can take immediately to put these ideas into action.

First, think continually of different ways that you can save, schedule and consolidate large chunks of time. Use this time to work on important tasks with the most significant long-term consequences.

Second, make every minute count. Work steadily and continuously without diversion or distraction by planning and preparing your work in advance. Most of all, keep focused on the most important results for which you are responsible.

Article by Brian Tracy. Chairman and CEO of Brian Tracy International, a company specializing in the training and development of individuals and organizations.