Book Summaries

50 Words to Your Dreams | Chapter 9: Creativity | Michael George Knight |

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What is Creativity? The use of imagination or original ideas to create something; inventiveness. Creativity is a phenomenon whereby something new and somehow valuable is formed. Such as an idea, theory, invention, a literary work or a painting. The word itself means “to create.” Here’s how you can start to develop your creative mind. Allow yourself to relax and think outside the box. Stimulate creativity by setting aside time to brainstorm, breaking up your routine, and by seeking inspiration from people and places around you. Travel, meditation, and positive thinking can do wonders.


One of the best ways to open up your creativity is by mediation. By practicing mindful meditation, you can help relax, improve your awareness and inspire self-reflection. With time and practice meditation will help you open up your creative juices and make you become clear on what creative endeavours you should pursue.


Another way to strengthen and develop creativity within yourself is to change your daily routine to expand your thought process. Routine can be the enemy of creativity because it removes the need for quick thinking and new ideas. New stimuli will keep you on your toes and open your mind up creatively. Try to shake up your everyday life with a few small changes.


Other great ways to expand your creativity include

  • Positive thinking
  • Go for walks outdoors to encourage creative thought
  • Hang out in different spots to expose yourself to new stimuli
  • Try new hobbies to expand your life experiences and gain new talents
  • Start getting up earlier in the morning to make the most of your time
  • Surround yourself with other creative people to get inspired
  • Read as much as possible to discover new ideas and themes
  • Travel whenever you can to gain new experiences
  • Listen to TED talks or other inspiring lectures





What do you love creating? What talents are you gifted with? Putting together your passions and talents, what is it that you and you alone can create to contribute positively to the world? Is it a book, a song, a business, a great family, a piece of art, a product, an experience, an environment, a life. What do you want to create? Make a short list of things you want to create in your life?



  • A book is proof that humans are capable of working magic. (Carl Sagan)
  • A man, as a general rule, owes very little to what he is born with, a man is what he makes of himself. (Alexander Bell)
  • A musician must make his music, an artist must paint, a poet must write if he is to ultimately be at peace with himself. (Abraham Maslow)
  • All creativity comes out of inner spaciousness. (Eckhart Tolle)
  • Almost always, the creative dedicated minority has made the world better. (Martin Luther King, Jr.)
  • Be alone, that is the secret of invention; be alone, that is when ideas are born. (Nikola Tesla)
  • Be bold enough to use your voice, brave enough to listen to your heart, and strong enough to live the life you’ve always imagined. (Unknown)
  • Call yourself an artist. You do after all create things. (Unknown)
  • Create a life that feels good on the inside, not one that looks good on the outside. (Unknown)
  • Creation is always happening. Every time an individual has a thought, or a prolonged chronic way of thinking, they’re in the creation process. Something is going to manifest out of those thoughts. (Michael Bernard Beckwith)
  • Creative procrastination is one of the most effective of all personal performance techniques. It can change your life. (Brian Tracy)
  • Creative things have to sell to get acknowledged as such. (Steve Wozniak)
  • Creativity can solve almost any problem. The creative act, the defeat of habit by originality, overcomes everything. (George Lois)
  • Creativity is a critical issue in today’s fast-changing world and imagination is the soul of creativity. (Anon)
  • Creativity is allowing oneself to make mistakes. Art is knowing which ones to keep. (Unknown)
  • Creativity is inventing, experimenting, growing, taking risks, breaking rules, making mistakes, and having fun. (Mary Lou Cook)
  • Creativity is just connecting things. When you ask creative people how they did something, they feel a little guilty because they didn’t really do it, they just saw something. It seemed obvious to them after a while. That’s because they were able to connect experiences they’ve had and synthesize new things. (Steve Jobs)
  • Creativity is not merely the innocent spontaneity of our youth and childhood; it must also be married to the passion of the adult human being, which is a passion to live beyond one’s death. (Rollo May)
  • Creativity is seeing something that doesn’t exist already. (Michael Shea)
  • Creativity is simulated by 3 things: Intensely desired goals, pressing problems and focused questions. Each of these brings out mental clarity and activates your creative mind. (Brian Tracy)
  • Creativity is the greatest form of rebellion in existence. (Osho)
  • Don’t like the chapter you’re in? Write a new one. You are the author of your life. (Unknown)
  • Either write something worth reading or do something worth being written about. (Benjamin Franklin)
  • Every child is an artist. The problem is how to remain an artist once he grows up. (Pablo Picasso)
  • Everything is always created twice, first in the mind and then in reality. (Stephen R. Covey)
  • Everything that is really great and inspiring is created by the individual who can labor in freedom. (Albert Einstein)
  • Express your unique talents; every human being alive has a unique talent. You have a talent that is unique in its expression. (Deepak Chopra)
  • Good artists copy, great artists steal. (Picasso)
  • Have you given much thought to the fact that you create yourself? You do, to an altogether unsuspected extent, simply by the choices you make; by the things you decide to do, or decide not to do. (Earl Nightingale)
  • Human beings have the remarkable ability to turn nothing into something. They can turn weeds into gardens and pennies into fortunes. (Jim Rohn)
  • I am always doing things I can’t do. That is how I get to do them. (Pablo Picasso)
  • I do not think there is any thrill that can go through the human heart like that felt by the inventor as he sees some creation of the brain unfolding to success…such emotions make a man forget food, sleep, friends, love, everything. (Nikola Tesla)
  • Inspiration breeds creativity and awakens genius. (John Demartini)
  • Instead of competing, all we have to do is create. (Earl Nightingale)
  • Invention is the most important product of man’s creative brain. The ultimate purpose is the complete mastery of mind over the material world, the harnessing of human nature to human needs. (Nikola Tesla)
  • It is my inner world that creates my outer world. (Wayne Dyer)
  • Life is a great big canvas, and you should throw all the paint on it you can. (Danny Kaye)
  • Life isn’t about finding yourself. Life is about creating yourself. (George Bernard Shaw)
  • Link up with intention, use your inner dialogue to stay focused on what you intend to create, and you’ll find yourself regaining the power of your Source. (Wayne Dyer)
  • Make revolutionary art to propel history forward…confront the world as it is and radically dream about how it could be different. (Dread Scott Tyler)
  • Man himself is the crowning wonder of creation; the study of his nature the noblest study the world affords. (Og Mandino)
  • Man of all creatures is more than a creature, he is also a creator. (Maxwell Maltz)
  • Necessity is the mother of invention. (Plato)
  • Nothing is original…everything is a remix. (Kirby Ferguson)
  • Once we realize the extraordinary power we have to compose our lives, we’ll move from passive, conditioned thinking to being co-creators of our fate. (Jason Silva)
  • Over any extended period of time, being an artist requires enthusiasm more than discipline. Enthusiasm is not an emotional state. It is spiritual commitment, a loving surrender to our creative process, a loving recognition of all the creativity around us. (Julia Cameron)
  • People are always blaming their circumstances for what they are. I don’t believe in circumstances. The people who get on in this world are the people who get up and look for the circumstances they want, and if they can’t find them, make them. (George Bernard Shaw)
  • Schooling process actually discourages creativity. (Robert Kiyosaki)
  • Some people want it to happen, some wish it would happen, others make it happen. (Michael Jordan)
  • The best way to predict your future is to create it. (Abraham Lincoln)
  • The creative individual has the capacity to free himself from the web of social pressures in which the rest of us are caught. He is capable of questioning the assumptions that the rest of us accept. (John W. Gardner)
  • The creative process is a process of surrender, not control. (Julia Cameron)
  • The only viable option for the universe is for it to be in a state of creative disequilibrium, holding together sufficiently to not fall apart, but open enough to be expanding. (Thomas Berry)
  • The past isn’t important when you’re creating the future. (Grant Cardone)
  • The progressive development of man is vitally dependent on invention. (Nikola Tesla)
  • The reality we experience will be that of our own creation. Our individual worlds will respond to us in the way in which we see them. They will become for us that which we expect of them. We are the creators of our own surroundings. (Earl Nightingale)
  • The secret to creativity is knowing how to hide your sources. (Albert Einstein)
  • The society based on production is only productive, not creative. (Albert Camus)
  • The superconscious mind is the source of all pure creativity. (Brian Tracy)
  • The truth is, no matter what your current circumstances, if you can imagine something better for yourself you can create it. (John Assaraf)
  • They themselves are makers of themselves. (James Allen)
  • Those who do not want to imitate anything, produce nothing. (Salvador Dali)
  • To be creative means to be in love with life. You can be creative only if you love life enough that you want to enhance its beauty, you want to bring a little more music to it, a little more poetry to it, a little more dance to it. (Osho)
  • To have the sense of creative activity is the great happiness and the great proof of being alive. (Matthew Arnold)
  • To live a creative life, we must lose our fear of being wrong. (Joseph Chilton Pearce)
  • True intelligence operates silently. Stillness is where creativity and solutions to problems are found. (Eckhart Tolle)
  • We are here to create history, not repeat it. (Chantelle Renee)
  • Whatever good things we build end up building us. (Jim Rohn)
  • Writing is truly a creative art. Putting word to a blank piece of paper and ending up with a full-fledged story rife with character and plot. (William Shatner)
  • Yet artists are made, not born. (Napoleon Hill)
  • You create your own experience. Acknowledge and accept accountability for your life. (Phillip McGraw)
  • You have the power to create anything you can imagine! With proper action on the ideas produced by your imagination, you will achieve success! (Napoleon Hill)


That’s a wrap on

50 Words to Your Dreams

Chapter 9: Creativity

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Stay tuned for Chapter 10 in the series “IDEAS”


Brian Tracy: Advanced Selling Strategies Book Summary

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Main Idea about this book:

The sales profession is one of the most interesting, most dynamic and most rewarding business fields available. And to successfully build a career in this field, there’s really only one concept to keep in mind — you don’t have to be a pioneer.

In other words, don’t try and blaze your own trail. Instead, learn from the success of others. Study the sales techniques which have worked for other people in other settings and with other products and services. Evaluate what worked for them, adapt these principles to suit your own specific product or service and move ahead.

The principles of success remain the same regardless of what you’re selling. All it takes is the ability to adapt and adopt the techniques of sales success to your own needs and requirements.


80-percent of your success in the field of selling will be determined by what you think about. Therefore, by learning to think the same way the most successful salespeople do, you can improve your performance dramatically and immediately.

Supporting Ideas:

Every person has a self-concept — a mental set of beliefs about themselves and the world. A self-concept has three main parts:

  1. Self-Ideal – The person they’d like to be if everything went right
  2.  Self-Image The way people see themselves at the present time
  3. Self-Esteem – The alignment between self-image and self-ideal

The key to sales success lies in doing everything you can to build your self-esteem. The higher your self-esteem, the more successful you’ll be in a sales role.

To build and enhance your self esteem:

  1. Always see yourself as self-employed — the president of your own professional sales company which may presently be subcontracted out to someone else. That means accepting total responsibility for what you accomplish.
  2. See yourself as a consultant — a problem solver — rather than a vendor trading money for your product or service. Approach clients with that attitude.
  3. Act like a doctor — in the client’s best interests. To do so, you must examine first, then diagnose and finally prescribe what they need.
  4. Think strategically — set clear goals, develop blueprints and plans, act decisively and don’t be worried about short-term setbacks.
  5. Be intensely results oriented — combine empathy and ambition together in balance as you focus on effective utilization of your time.
  6. Be ambitious — work towards becoming the best in your field. When excellence is your standard, you’ll act differently, more purposefully in fact.
  7. Apply Golden Rule Selling — sell to other people the same way you’d like to be sold if you were in the same position.

That way, you’ll always act with honesty and integrity in everything you do.

Key Thoughts:

‘‘The quality of your thinking determines the quality of your life.’’ — Brian Tracy

‘‘You can learn anything you need to learn to achieve any goal you want by finding out what others have done before you to get the results you want to get.’’ — Brian Tracy

‘‘If you believe you can do a thing, or if you believe you cannot, in either case you are probably right.’’ — Henry Ford


Main Idea

In selling, everything counts, but 80-percent of your success will derive from the quality of your personality. Therefore, build your personality by:
1. Taking full responsibility for your own life.
2. Interpreting everything that happens in a positive light.
3. Making a commitment to excellence in your field.
4. Being persistent.
5. Having integrity — perfect honesty with yourself and others.
6. Being grateful for everything you have.
7. Setting clear and specific goals.

In addition, you need to understand the mental laws of success and engage in regular, daily mental exercise.

Supporting Ideas

The seven mental laws that apply to sales are:

  1. The Law of Cause and Effect — there is always a direct link between what’s done and what’s achieved.
  2. The Law of Compensation — remuneration is always linked to the level of contribution.
  3. The Law of Control — the greater the amount of control you have over your own life, the happier you’ll be.
  4. The Law of Belief — whatever you believe with emotion becomes your own personal reality.
  5. The Law of Concentration — anything you mentally dwell on will expand until it fills your thoughts.
  6. The Law of Attraction — you always attract the people and circumstances that align with your most dominant thoughts.
  7. The Law of Correspondence — your outer world will always mirror your inner world in every detail.

To become mentally fit and build a powerful personality, regularly engage in these exercises on a daily basis:

  1. Give yourself a pep talk — talk to yourself positively and enthusiastically about your life, your opportunities, your challenges and your responses.
  2. Visualize positive results — form a strong and vibrant mental image of all the great things that you’re going to achieve in the immediate future.
  3. Feed your mind positive and inspiring mental food — take on board the best ideas regularly and consistently.
  4. Associate with positive people — ideally a group of successful, performance-oriented reference group.
  5. Have regular training and development sessions — where you learn from the best people in your field or other fields through books, tapes, seminars, etc.
  6. Protect your health — eliminate fat from your diet, physically exercise, drink loads of water and get enough rest.
  7. Increase your tempo — move faster, see more people, get more done.

Key Thoughts:
‘‘Your imagination is your preview of life’s coming attractions.’’ — Denis Waitley


Main Idea

A personal strategic plan articulates your vision of who you are and where you want to head in the months and years ahead.

The components of a personal strategic plan match those a business would put together, and include:
1. Values statement
2. Personal vision statement
3. Mission statement
4. Situation analysis
5. Market analysis

Supporting Ideas

The components of a personal strategic plan are:

  1. Values statement
    In short, your values are your core beliefs — the personality and character traits that lie at the heart of what you consider important in life. All improvement in life revolves around your values, so the clearer they can be expressed, the better. Your values statement should identify five values that are important to you, in order of priority.
  • What do you stand for?
  1. Personal vision statement
    Vision builds on your values, and expresses what your ideal life would be like if you took your values to their logical conclusion. Again, clarity is the key. The clearer the vision you express, the more your quality of life will be enhanced.
  • What would you dare to dream if you could not fail?
  1. Mission statement
    A personal vision statement is a definition of the kind of person you want to become in the future. A business mission statement clarifies how you want customers to remember your business.
  • What will you be remembered for?
  1. Situation analysis

This clarifies:
1. Where you are at present.
2. How you got to where you are.
3. Where you want to be in the future.
4. How to get to where you want to be in the future.

  • What has to be done differently to get somewhere better?
  1. Market analysis
    Your market analysis should detail which strategic opportunities are emerging in the marketplace and how you plan to exploit them in the near- and long-term. It should also help focus efforts and identify prospects that are likely to be responsive to whatever product or service you offer.
  • How can you increase your results on resources invested?

Many strategic plans use the GOSPA formula:
G — Goals — specific, measurable and time-oriented.
O — Objectives — interim targets leading to the goals.
S — Strategy — how you will accomplish your objectives
P — Plans — daily, weekly and monthly precise targets
A — Activity — maximizing your productive time

Key Thoughts

‘‘Personal strategic planning is perhaps the most important single skill you could ever develop in ensuring that you achieve the success of which you are capable.’’ — Brian Tracy


Main Idea
The very essence of sales success is to build and maintain high-quality relationships with customers. The only way to do that is with trust and credibility.

Supporting Ideas

Selling professionally is quite simple — it’s the process of persuading someone the value they will receive from your product or service is greater than its cost. Your job is to show this is the best possible use of a person’s money.

The critical factor in sales success is risk. Everything a sales professional does should be aimed squarely and directly at reducing the risk from the customer’s perspective.

To reduce risk:
1. Be a great listener — with sincerity and empathy.
2. Be worthy of being trusted — which simply means keeping confidential information confidential.
3. Build a long-term relationship — so customers understand you have their best interests at heart and not your own.
4. Become friends with your customers — by always unerringly acting in the customer’s best interests.
5. Never criticize anyone — even your direct competitors.
6. Accept your customers for who they are, being non-judgmental.
7. Take every possible opportunity to express your approval of your customer — give them praise.
8. Show your appreciation through small actions (politeness) and larger deeds (thank you notes).
9. Find something to genuinely admire about your customer’s life or their achievements — and express those feelings.
10. Never argue — always be agreeable.
11. Focus. Don’t get distracted.

The sale process has changed dramatically since the 1970s.

Prior to that time, the generally used sales model was:

10% — Establishing a good rapport

20% — Qualifying the prospect

30% — Making a sales presentation

40% — Closing the sale

Today’s prevailing sales model, however, has reversed the way time is spent. The new sales model is:

40% — Building trust

30% — Identifying specific needs

20% — Presenting solutions to needs

10% — Confirming and closing


Main Idea
To build a good solid career in sales successfully, follow one simple guideline — always do more than you are paid for. If you habitually put more into your career than you take out, you’ll be exceptionally successful.

Supporting Ideas

The professional sales process is:

Prospect –> Build trust –> Identify Needs –> Present Solutions –> Confirm & Close –> Customer

For this process to operate smoothly, seven vital functions are required on the sales professional’s part:
1. A positive mental attitude.
2. Good health and appearance.
3. Complete and detailed product knowledge.
4. Ongoing prospecting and development of new business.
5. Effective presentation skills.
6. The ability to handle objections and gain commitment.
7. Personal planning and time management skills.

Incremental improvements in any of these areas can produce substantially greater overall results. The goal should be to continuously improve in each of those areas.

In the professional sales process, there are nine critical factors around which success is built. These factors should be evaluated on a regular, ongoing basis — again with the aim of steadily improving performance in each.

The critical factors and professional level criteria for each are:

Critical Factor — > Criteria

  1. Prospecting – Contacting sufficient high-quality people to meet targets
  2. Getting appointments – Having enough appointments to fill your time productively
  3. Qualifying – Spending time only with people who have the ability to buy
  4. Identifying problems – Asking perceptive questions, using active and empathetic listening
  5. Making presentations – Providing convincing evidence of product or service benefits
  6. Answering objections  – Anticipating concerns and able to provide satisfactory answers
  7. Closing – Asking for a commitment to action competently and comfortably
  8. Follow-through – Making certain everything that has been promised is delivered
  9. Referrals – Having happy and satisfied customers get their friends involved

Sales professionals are constantly trying new approaches and new ideas in an effort to improve their performance in each of these nine critical areas. By attempting to improve regularly and continuously, they keep their business program fresh and vital.

Key Thoughts

‘‘The best companies are not hundreds of percent better in any area, they are just one percent better in hundreds of areas.’’ — Tom Peters

‘‘Courage is rightly considered the foremost of all virtues, for upon it all others depend.’’ — Winston Churchill

‘‘Courage is not absence of fear or lack of fear. It is control of fear, mastery of fear.’’ — Mark Twain

‘‘Stand back and look at your sales performance, and every detail of what you do. Resolve this very day to begin improving in each of your critical success areas. Upgrade each of your vital functions. Set benchmarks or standards for yourself and measure yourself against those standards every day and every week. Perhaps the most wonderful part of your career in professional selling is that there is no limit on how good you can get at it except for the limits you impose on yourself.’’ — Brian Tracy

‘‘Selling is an honorable profession. Salespeople are the forerunners of progress, development and growth throughout the entire economy. It is salespeople who ultimately generate the markets for almost all other skills. Every economic indicator or report in the newspapers and business magazines deals in some way with the level of sales in a particular company or industry.’’ — Brian Tracy

‘‘Top salespeople are the spark plugs in the engines of social and economic progress.’’ — Brian Tracy

‘‘It is your attitude and your activities that determine whether you make selling an occupation or a profession.’’ — Brian Tracy

‘‘What makes the future of professional selling so bright is the fact that you are in the business of developing professional selling friendships. Some of the best people you will ever meet will start off as tough prospects that you will eventually convert into customers. The greatest joy that you will ever receive from your profession is the deep inner satisfaction that will come from knowing that through your products and services, you are making a real difference.’’ — Brian Tracy

’’In my conversations with hundreds of top salespeople over the years, I have found that they all have one thing in common. They all have clear, written goals. They have taken the time to sit down and create a blueprint for themselves and their future lives. Every one of them has been amazed at the incredible power of goal setting and strategic planning. Every one of them has accomplished far more than they ever believed possible in selling.’’ — Brian Tracy


Main Idea
Sales professionals are intensely interested in the reasons people decide to buy from them. They meticulously analyze why current customers have purchased from them — since this is the key to expanding their sales effectiveness.

Supporting Ideas
Everyone has primary and secondary reasons for what they do:
1. The primary motivators are the utility requirements — i.e. you buy a car because you need transport.
2. The secondary motivators are the specific reasons your product or service was selected from all available choices. —
i.e. you buy a sports car because it’s fun to drive. Quite frequently, there will be two reasons for making any purchase decision:
1. The logical reason that sounds good to other people.
2. The real reason — which is emotional and often irrational.

Therefore, professional sales business builders become adept at uncovering the real buying motives so as to focus on building
this side of the business even more intensely.

To probe for this kind of information, sales professionals ask open ended questions, such as: ‘‘We very much appreciate your business, particularly since we realize you have so many choices in today’s market. We’re doing a little market research, to find out how we can serve you better. We’re interested in the real reason you liked our product or service enough to buy it.

What would you consider to be the real reason?’’

From there, you can branch off to a number of other questions.

For example, ‘‘Every product has its strengths and weaknesses.

We’re interested in your opinion. From your perspective, what do you feel are the strengths and weaknesses of the product or
service we offer?’’

Sales professionals are intensely interested in gathering and analyzing information about why people buy their product or service. In effect, studying present clients and customers unlocks the key to serving even more clients and customers in similar fashion in the future.

In addition, people who have not brought from you can also provide a wealth of information. If they can be contacted and their input factored in as well, a clear view of the motivating and demotivating factors in the overall purchase process will come into focus.

Sales professionals work from the perspective that everyone they come into contact with is a potential client or customer — if they can just figure out the way to address their primary buying need.

Key Thoughts
‘‘If you can develop your creativity sufficiently to discover the real reason why someone would buy your product or service, there is nothing that can stop you from moving into the top ranks of sales professionals in your field.’’ — Brian Tracy


‘‘People buy the consequences they expect from owning and using your product or service. In the customer’s mind, your product or service is a means to an end. It is only the ends sought after that has the power to elicit a buying decision.’’
— Brian Tracy


Main Idea

Most sales are made or lost within the first 30-seconds of contact.

Therefore, sales professionals control and orchestrate every element of their environment with the singular goal of making people feel comfortable dealing with them and confident about their expertise.

Supporting Ideas

The key elements of the selling environment are:

  1. The way you dress. 95-percent of the first impression you make will be dictated by your clothing. You simply cannot dress casually — you have to dress to look the part of a top flight sales professional.

Ideally, when people look at you, they should know immediately they are dealing with a top performer. You should dress the same way their other professional advisors — bankers, lawyers, accountants, etc. — dress in their daily business activities.

  1. The accessories you use.

Every single element in your wardrobe should send a signal of quality and soundness. This even extends to very small and seemingly insignificant items like ties, watches, rings, pens for men and earrings, necklaces, brooches, belts and scarfs for women. Even the color of your shoes and the socks or stockings worn can influence the impression of excellence you want to send.

  1. Your grooming.

Hair length and styling sends a particularly strong signal for both men and women. Hair should be well styled, well maintained and very conservative. For men, beards and mustaches distract and should be avoided. For women, the emphasis should be on the face — not an elaborate hairstyle. And for both, you need to be fresh smelling if your prospect is to be influenced to buy from you.

  1. Your posture.

By standing and sitting straight, you send the signal the matter under discussion is important and not to be treated casually. Every element of your posture should project enthusiasm and professionalism rather than casualness. Your body language should mirror that of your customer, so as to enhance the rapport between you and them.

  1. Your office.

The furnishings, decor and even wall colorings of your office should be thoughtfully decided. You want people to realize you are successful and businesslike. How your office is furnished speaks volumes on your behalf.

  1. Your vocabulary.

Many salespeople are surprised to learn there exists a direct correlation between the quality and variety of your everyday vocabulary and the amount of money you ultimately earn. In short, to make more, increase your vocabulary and enhance it with a knowledge of better grammar and diction. The results will surprise.

Key Thoughts

‘‘All top salespeople consciously and deliberately orchestrate every single element of their environments. This attention to detail is the mark of a true professional.’’ — Brian Tracy


Main Idea

To build a successful business, you must have an ongoing new business development program underway. In the sales field, that means prospecting — finding the requisite number of new people each week who are capable of buying your product or service.

Supporting Ideas

Before worrying about prospecting, take a few minutes to develop a list of the attributes of an excellent prospect. They will most likely be people who:
1. Have a pressing need for your product or service.
2. That can appreciate the cost-benefit relationship involved.
3. Have a history of positive experience with your industry.
4. Are able to buy enough of your product to make it worthwhile.
5. Can act as a future site of reference for you.
6. Are able and willing to pay for what they buy promptly.
7. Are reasonably close to your office or business.

Therefore, the best use of your prospecting time should be focused on identifying and contacting people who are excellent rather than average prospects. The more time you can spend with better prospects, the greater your results will be.

Your existing customer base should provide numerous clues about the type of prospect most likely to be responsive to your product or service offering. Your goal should be to find more of the same. Therefore, study your customer base closely. Find out what they have in common — and then start thinking about how you can more effectively contact more people in similar situations or circumstances.

The main sources of prospects for new business are:
1. Newspapers — particularly local newspapers. You can contact the people that advertise, the people who are described and the business that are expanding.
2. The Yellow Pages — for companies which are in similar categories as your present customers.
3. Business publications — for companies and people that are in changing circumstances.
4. Trade magazines — for specific industries which have proven to be open to the product features you offer.
5. Dun & Bradstreet — and other credit rating agencies who rank industries and companies.
6. Chambers of commerce — who provide regular networking and speaking opportunities.
7. Referrals from existing customers — piggybacking on their credibility and friendship.
8. Cold calling — ideal for starting a new career or for refreshing a jaded career.
9. Telephone prospecting — to set up future face-to-face meetings.
10. Public speaking — finding a cluster of people who are able to buy and seeking opportunities to talk to them.

Prospecting varies quite markedly according to whether you sell a large ticket or small ticket item. For small products and services, activity and exposure are critical factors. Conversely, for large items, planning and strategy come to the fore, and every interaction needs to be carefully and meticulously scripted in advance.

Many salespeople are afraid of prospecting. In fact, the fear of prospecting is more likely to be the reason sales professionals fail to realize their true potential than any other reason. To overcome fear:
Be prepared to answer the most common questions:
1. Why should I listen to you?
2. What is it?
3. How much does it cost?

Acknowledge that rejection is never personal and cannot be avoided — it’s an integral part of the sales process.

Keep track of your ratios. Before too long, you’ll become keenly aware each rejection takes you one step closer to your next success. Therefore, the more you are rejected, the closer you’re getting to your next success.

Understand that the more your offer is rejected, the more you’re learning about how to succeed in the future.

Provide yourself with a tangible reward whenever you meet your prospecting targets. Build your own positive feelings about the entire process, rather than treating it with fear and misgiving.

Get involved in a public speaking forum like Toastmasters.
Good public speaking skills have a positive spin-off effect on prospecting.

Always make certain you’re running on time. Having a few minutes to collect your thoughts significantly enhances your ability to prospect effectively.

Visualize yourself succeeding, and performing flawlessly when talking to prospective customers.

Get the feeling of excitement and pleasure that comes from pulling off something difficult on a regular basis.

Key Thoughts

‘‘The starting point of successful selling is successful prospecting. If you can’t find someone to talk to who can and will buy your product or service, and pay for it within a reasonable period of time, you never get a chance to show your personality or to use your other talents and abilities.’’ — Brian Tracy

‘‘You can be excellent at every part of the professional sales process, but unless you can find someone to talk to, your skills won’t help you.’’ — Brian Tracy

‘‘Your ability to find new customers determines your level of success, your ranking among your peers, your position in your industry and your standard of living. You owe it to yourself therefore to become absolutely excellent at prospecting.’’ — Brian Tracy

‘‘You can observe a lot just by looking.’’ — Yogi Berra

‘‘We don’t mind if people make mistakes at IBM. There’s nothing wrong with that. But to make the same mistake over and over again without finding out why is unforgivable.’’ — Thomas Watson Jr.

‘‘You are in the business of new business development.’’ — Brian Tracy


Main Idea

Effective presentations are the centerpiece of the professional sales process. The ability to give influential and persuasive presentations to prospects can offset average performance levels in every other part of the overall sales process.

Supporting Ideas

A professional sales presentation:

Is structured around three basic parts:

  1. Establish rapport — to gain attention.
    2. Identify the problem — as it relates to them.
    3. Present the solution — which is cost-effective and specific.

Uses open-ended questions as an integral part of the presentation. The most effective questions:

  1. Identify and articulate specific needs.
    2. Demand attention by highlighting problems you can solve.
    3. Illustrate how your product or service provides solutions.
    4. Can be used to gain a commitment to action.

3Centers around four unspoken thoughts every prospect has in the back of their mind throughout:

  1. ‘‘Why should I listen to you?’’
    2. ‘‘What is it?’’
    3. ‘‘What’s in it for me?’’
    4. ‘‘So what?’’
    5. ‘‘How do I get it?’’

Takes into account the personality type of the prospect and uses the preferred buying strategy that is most applicable.

The four personality types and their buying strategies are:

  1. The Relator — sensitive to the effect a purchase decision will have on others. These people need time to make a decision and reassurance others will approve.
  2. The Socializer — who is achievement oriented with all the trappings of power and influence. These people need acknowledgment and specifics about how your product will help them achieve greater success.
  3. The Analyzer — who is concerned with doing the right thing. With these people, you must be specific, highly detailed, thorough and prepared to work methodically and steadily through a checklist.
  4. The Director — who focuses impatiently on bottom line results. To sell to this type of person, focus exclusively on the ways your product helps him do his job better and perform at a higher level. And do it quickly before they lose interest.
  5. Uses testimonials effectively to create credibility and trust in what you can deliver. Testimonials come in three flavors:
  6. Letters from satisfied customers.
    2. Lists of current clients.
    3. Photos of people using your product or service.
  7. Frequently invites the prospect to express:
  8. What they’re thinking.
    2. How they feel.
    3. Their opinions.
  9. Is an accurate reflection of the salesperson’s own personality. When personality is injected into a sales presentation, people stop focusing on the product or service and instead begin responding to the personality elements.
  10. Has a pace and flow which matches the preferences of the purchaser.
  11. Generally deals with price last — so as to provide the information by which value can be determined before price is discussed.
  12. Aligns with the buying process all customers or clients must go through. The buying process has three stages:
    Stage 1 — When the prospect realizes the need exists.
    Stage 2 — When the prospect evaluates solution options.
    Stage 3 — When a definitive decision is made.
  13. Satisfies the law of four — which states for every decision, there will usually be one major item and three minor items to be resolved. Nobody ever makes a decision to buy until all four items have been considered.
  14. Uses hot buttons — emotional triggers about various specific elements of your product or service solution — to increase enthusiasm for the purchase decision.
  15. Demonstrates your ability to use specialist knowledge on behalf of your client or customer by illustrating:
    1. That you have thorough product knowledge.
    2. That you have an in-depth appreciation of their needs.
    3. That you have prepared carefully to serve them.
    4. That your timing is appropriate.
    5. That your personality matches your product or service.
    6. That you have practiced and rehearsed beforehand.
    7. That you practice whatever you preach.
  16. Is built around the ideal of:
  17. Showing a feature in action.
    2. Telling what that means in terms of benefits.
    3. Asking questions about the significance of that feature.
  18. Moves from general concepts to specifics steadily and
  19. Maintains momentum towards a sales decision by use of the TDPPR formula. All future steps should always specify:
    T — a time the next meeting will take place.
    D — a specific date.
    P — the place for the next meeting.
    P — the people who will be involved.
    R — the reason or rationale for the next meeting.

Key Thoughts

‘‘Most sales in America start off this way: the positive, prepared salesperson meets the negative and uninterested prospect. But the professional salesperson is prepared for this. He is ready to take the prospect, one step at a time, through the process from skepticism about the product to complete conviction that this is exactly what he needs. Establishing a friendly relationship, asking questions to uncover real needs and then giving a thoroughly planned professional sales presentation is the key to turning the prospect around from a doubter to a customer. This is the business you are in. You talk to people who have no interest in what you are selling. They have no concept at all of how they could be better off by accepting your recommendations. Your job is to convert them from a suspicious person into a committed customer. Your job is to use your personality and persuasive skills to build high-quality customer relationships that result in immediate sales and the continue with sales and referrals into the future. That is what you are paid for and there is no limit to how good you can become if you work at it.’’
— Brian Tracy


Main Idea

Fortunately, closing a sale is difficult. That creates the opportunity for you to prosper and earn tremendous wealth. If closing the sale was easy, all they’d need (and pay for) is an order taker — and anyone on minimum wage can do that.

Supporting Ideas

It’s in handling objections and closing the sale that the sales professional really earns their reward. Closing is difficult as:
1. The prospect is afraid of making a wrong decision.
2. The salesperson is afraid of being rejected.
3. Customers are busy and frequently preoccupied.
4. Inertia has to be overcome before action is taken.

Objections serve a key role in the sales process:
1. They’re good because they indicate interest.
2. They show where prospects are unclear about benefits.
3. They indicate that people are seriously considering the offer.

The best ways to handle objections:
1. Differentiate between a condition — a genuine reason for not buying that cannot be answered — and an objection — which can be answered with additional information.
2. The best way to handle an objection is to answer it before it comes up. Develop good, solid answers to the six most common objections that come up in your presentation.

Anticipate and you leave little room for doubt to creep in at later stages.

  1. Treat objections simply as requests for more detail.
    Compliment the prospect for raising that matter, restate it back to them to make certain you have grasped their true meaning and intelligently and thoughtfully discuss the matter in greater detail.
  2. Never take an objection personally.
    Some people have a lifetime of conditioning against salespeople. Show you’re acting in their best interests to offset that.

Ideally, you want to get the prospect to specify one condition on which closing the sale will hinge. Once they do that, you then effectively have a closing condition — the hurdle you must cross to complete the sale.

Frequently, price will be the main objection. To show that your product is fairly priced in a competitive market:
1. Find an appropriate way to demonstrate the value which will be delivered by your product or service. The greater the dramatization of this demonstration, the better.
2. Ask by how much your price is too much. Then focus on showing why that differential is worth paying to get greater benefits.
3. Tell a success story about a person in a similar situation, and what they found.
4. Remind the prospect that ultimately, you always get what you pay for in life. Ask them if ever, in their experience, they purchased something cheap that turned out to be above expectations.
5. Show them the specific and concrete ways the value derived will more than offset the purchase costs itself.

The key errors to avoid when closing a sale are:
1. Arguing with the prospect.
2. Expressing your own personal opinions.
3. Knocking your competition.
4. Overselling — promising benefits that will not be realized.
5. Making promises you’re unable to ultimately deliver on.

The key closing techniques are:
1. The invitational close — simply and clearly inviting the prospect to take advantage of the benefits your product or service offers.
2. The plan of action close — where the next steps are specified and the focus changes from the yes/no decision to enjoyment of the product benefits.
3. The preference close — where instead of asking for a yes/no decision, you keep on presenting the choices with regards to payment and delivery until everything is finalized.
4. The alternative close — where the customer is asked to make a decision they only need to make if they go ahead with the purchase transaction. By making the small decision, they’ve also agreed to the larger decision as well.
5. The authorization close — asking them to sign off on the order by giving their authorization on the order form.
6. The order sheet close — where you ask questions and start writing the answers on the order sheet.
7. The ‘‘think-it-over’’ close — where you ask him what it would take to satisfy him to be able to go ahead and make a decision today. Once that condition has been expressed, you then have something tangible to deal with rather than vagueness and an arbitrary ending.

Key Thoughts

‘‘The world belongs to the askers. Because of their fears of failure and rejection, most people are reluctant to ask for the things that they want and need. They suggest, imply and hint but they are reluctant to ask and be told no. Much of your success and happiness in life will be determined by your ability and your willingness to ask for the things you want.’’ — Brian Tracy

‘‘Once you have decided what you want, act as if it were impossible to fail, and it shall be!’’ — Dorothea Brandle

‘‘There are no limitations upon what you can accomplish in the profession of selling except the limitations you place on yourself by your own doubts and fears. When you practice acting boldly and behaving as if it were impossible to fail, you will soon make the quality of courage a fundamental part of your character where it will serve you all the days of your life. Your success in selling will then be guaranteed.’’ — Brian Tracy

‘‘There has never been a time or place in all of history where an excellent salesperson could live a finer life than he or she can right now, right here, in our economic system.’’


Shout out to for doing this written summary

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Jesse Itzler: Living with a SEAL: 31 Days Training with the Toughest Man on the Planet Book Summary

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  • Routine can also be a rut. Many of us live our lives on autopilot. We do the same thing every day; wake up, go to work, come home, have dinner. Repeat.
  • Research shows that stepping out of our routines in life is great for the body and spirit…the brain too. Mix it up! Do the outrageous; think out of the box. Life is short, why not? As SEAL says, “this ain’t a dress rehearsal, bitch.”
  • Break up that same routine.
  • Failure is just life’s way of nudging you and letting you know you’re off course.
  • Any time when you live a little outside of the norm people look at you: (a) with some admiration and (b) like you’re crazy.
  • The journey really is more important than the destination.
  • You can be fit without being healthy, but you can’t be healthy without being fit. Meaning…you can be in great shape on the outside, but if you don’t eat great and don’t take care of your insides, you aren’t necessarily healthy. History shows us there were plenty of athletes who were in great shape but suddenly died of heart attack. Balance is key.
  • What would SEAL Do?
  • The persistence and perseverance to achieve a long-term goal is a key driver to success.
  • Never Quit. And by constantly putting myself in situations that are challenging.


  • Money is fun to make, fun to spend, and fun to give away. That sums it all up.
  • Think of money as a big magnifying glass. If you are a good person before you had money…then money makes you an even better person. If you were a charitable person before you had money…then money makes you even more charitable. But if you were an asshole before you had money…well then, money makes you an even bigger asshole.


  • Nickels and dimes. Five pull-ups (nickles) and then ten push-ups (dimes) every minute on the minute. Start every time the second hand is on the 12. If you finish in forty seconds, then you have twenty seconds of rest.


  • I eat only fruit until noon, read Fit for Life by Harvey Diamond.
  • We use more energy for digestion than all other bodily functions combined. That’s why we are usually tired after a big meal. That said, the average American will eat seventy tons of food in their lifetime. Imagine how hard the body has to work to process and break down all of that food. The more efficiently we can digest all this food and the less stress we put on the digestive process, the more energy we will have for everything else.
  • According to Fit for Life, fruit is the perfect food because on top of being sweet and delicious, it’s super-easy to digest. In fact, it is the only food that bypasses the stomach and is digested in the small intestines.


  • Every day do something that makes you uncomfortable.
  • Control your mind.
  • I like to sit back and enjoy the pain. I earned it.
  • I’m the surprise-or. Not the surprise-ee.
  • I don’t do shit for applauses. I don’t do shit for fanfare. I do shit for me.
  • I don’t think about yesterday. I think about today and getting better.
  • It doesn’t have to be fun. It has to be effective.
  • Don’t EVER underestimate the power of adrenaline.
  • When you think you’re done, you’re only at forty percent of what your body is capable of doing. That’s just the limit that we put on ourselves.
  • I don’t need new friends. I like to keep my shit lean and tight.
  • If it doesn’t suck, we don’t do it.
  • I just like to go to sleep hungry…so I wake up hungry. Life is all about staying out of your comfort zone.
  • If you want to be pushed to your limits, you have to train to your limits.
  • Whatever you got going on, someone else has more pain. You gotta learn how to fight through it. No matter what it is…Think about someone else and take a suck-shit pill.
  • You can get through any workout because everything ends.
  • Don’t get too comfortable. Ever.
  • It’s not what you do, it’s when and how you do it. It’s all about the conditions. Remember that.
  • Finish the first thing on my list with 100 percent focus and then attack the next.
  • Fear is one of the best motivators. Anger is the other.
  • I don’t celebrate victories, but I learn from failures.
  • With fitness there’s never a finish line. You can always do better.
  • If you don’t challenge yourself, you don’t know yourself.
  • I don’t stop when I’m tired. I stop when I’m done.
  • I just think you don’t give your lives enough credit.
  • If you can see yourself doing something, you can do it. If you can’t see yourself doing something, usually you can’t achieve it.
  • The only easy day was yesterday.
  • You only get one shot at life and you should find out what’s in your reserve tank. Coasting is for “pussies.”

Robin Sharma: The 5 AM Club: Own Your Morning. Elevate Your Life Book Summary

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DOWNLOAD THE PDF SUMMARY HERE: The 5am Club by Robin Sharma


Once upon a time there was a billionaire. He’d reached the true elite, achieving epic results in both professional and personal spheres. He was a man who would leave a legacy for the world. But the secret to his success was a surprising one. He attributed his success not to his natural talents, nor to the hours he had invested in his work. He attributed it to a revolutionary morning routine, built around rising at 5 a.m. and following a little known formula designed to turbocharge his mental focus, build his physical fitness and encourage him to be his best self day in and day out.

With this summary, you too can join the 5am club. You can learn how to rise each day and embrace the solitude, silence and lack of distraction the early hours of the morning can offer. Read on, and you’ll learn how true elite performers in all walks of life get ahead by making the most of a time of day that others use to sleep, waste time watching the news, or browse social media.


In this you’ll learn:

  • why freedom from distraction helps you to achieve better results;
  • why slowing down your brain through transient hypofrontalityis so important; and
  • how to build the routine of an elite performer.



This is the fictitious tale of a curious group of people: A depressed entrepreneur, in need of revitalization; a frustrated artist, trying to refuel his creativity and develop a legacy; and a billionaire with a string of successes behind him and a desire to pass on the knowledge of how to live an extraordinary life.

The three met at a personal optimization conference addressed by a legendary business guru, the Spellbinder, someone renowned for his ability to weave magic and captivate his audience with the power of his insights. The billionaire approached the entrepreneur and the artist after the Spellbinder’s speech had finished but they didn’t know that he was a billionaire. The billionaire was disguised as a poor man, a habit he had developed to remind himself that money isn’t everything. The only clue to his actual wealth was his expensive watch. The impoverished-looking billionaire told the two that he’d made a fortune thanks to the Spellbinder, who’d taught him that while many people wish that extraordinary things will happen to them, truly elite performers learn that they can make extraordinary things happen themselves.

The entrepreneur and the artist became more and more curious about this mysterious man who talked like he was a guru himself. They listened as the billionaire explained how the Spellbinder – who, in fact, was the billionaire’s personal mentor – had taught him one thing that was more important than anything else.

What was it? That the most reliable way to generate the best results in your personal and professional life is to build a world-beating morning routine. Being a generous man, the billionaire made an incredible offer. If the entrepreneur and artist wanted to come hang with him at his beach house in Mauritius, he would teach them the secrets of a world-class morning routine. All they needed to do was meet the next morning at 5 a.m..

The entrepreneur and the artist were a little skeptical the next morning, but it started to soften when a chauffeur-driven Rolls-Royce collected them and delivered them to a hangar containing a sleek, ivory-colored private jet, which bore the logo: “5AC.”

The entrepreneur asked the chauffeur what the logo meant, and he explained that it stood for “The 5am Club.” And so began their journey toward understanding a revolutionary morning routine and a whole new outlook on life with the potential to transform everything for the better.


Early the next morning, the billionaire told the entrepreneur and artist how getting up at 5 a.m. was the way he had learned to escape mediocrity and achieve greatness. Getting up at 5 a.m. had promoted his creativity, doubled his energy, and tripled his productivity. How?

Well, the billionaire told them, many true greats throughout history, from novelist John Grisham to composer Wolfgang Mozart, have understood that the isolation that comes from getting up at 5 a.m. has a multiplying effect.

All of us have limited mental capacity or cognitive bandwidth. And throughout the day, our attention is given to more and more things: work, the news, interaction with others and social media. Our bandwidth gets used up by all of these so, by lunchtime, we can’t really concentrate on anything at all. By constantly shifting our focus from one thing to another, we give nothing enough attention. But if you get up at 5 a.m., you have a golden opportunity to focus on one high-value activity without your brain getting distracted.

This focus is further enhanced by the concept of transient hypofrontality, which means, in a nutshell, that at 5 a.m., you are well placed to achieve a state of flow in your thinking.

That’s because, the billionaire explained, when you are enjoying a peaceful 5 a.m. start, the brain’s prefrontal cortex, which handles rational thought, temporarily shuts down. So your tendency to analyze, stress and worry about things is impaired. At the same time, the peace of daybreak stimulates the production of the neurotransmitters dopamine and serotonin. The result? You naturally enter a state of flow: of being fully energized, focused and in the zone. Flow is the elite mind-set that all top performers, from violinists to scientists, inhabit in their finest moments. So you’ll find that if you get up at 5 a.m., you’ll be more focused and more productive for the entire day.

If you want another reason why joining the 5am club is a good idea, consider this: to get the results of the top 5 percent of elite performers, you need to do what 95 percent of entrepreneurs, artists and other people are unwilling to do. Most people aren’t willing to get up at 5 a.m. so if you are, you have a huge competitive advantage.


Now let’s take a look at how to not just achieve great things, but to become a true history maker, a person whose achievements change the world.



On a dazzling morning in Mauritius, the entrepreneur, the artist, and the billionaire gathered by the sea. A school of squirrelfish swam through the crystal clear waters. In this beautiful setting, the billionaire recounted the four focuses of the great history makers.

Firstly, he said, the greatest people are defined not by their natural talent, but by the extent to which they capitalize. According to the billionaire, self-discipline and perseverance always trump talent and giftedness. So rather than thinking you don’t have what it takes, capitalize on the gifts you’ve got to make a difference.


Secondly, the billionaire explained, freedom from distraction is key. Too many people today waste hours on addictive but hollow technology and social media. If you want to win, you need to focus, simplify, and concentrate. That means becoming a purist, concentrating on a few amazing work projects rather than many good ones. And in day-to-day life, it means stripping out everything that distracts you from a relentless focus on what’s most important. So turn off your notifications and cancel pointless meetings that are taking you away from activities that really add value. Gain a distraction-free hour each morning to focus on what’s important by joining the 5am club.


Thirdly, the truly great understand the power of day-stacking. That means that small things done daily are way more important than big things done once in a while. Consider enhancing one ability or skill by just one percent every day. It’s a small change, but over a year it amounts to a 365 percent improvement!


Finally, the billionaire shared the final focus of historymakers: personal mastery practice. According to psychologist Anders Ericsson, a person must invest at least 2.75 hours of daily practice in a skill for ten years for the first signs of an elite-level of mastery to appear. So if you want to master yourself, you should spend your first hour each morning working deeply on you, your mind-set and also your approach to health, spirituality and love.

The entrepreneur and artist now understood much more clearly how the truly elite stay ahead, so the billionaire said it was time to take things to the next level: It was time for them to understand how to cultivate their best selves.


How often, asked the billionaire, have you heard a guru talk about improving your mind-set? We hear it all the time – think optimistic thoughts, and you’ll improve your life.

But, said the billionaire, strolling along a white sand beach with his pupils, what these gurus don’t tell you is that your Mindset is just one of four “interior empires.” If you’re only working on your Mindset, you’re ignoring your Healthset, your Heartset, and your Soulset. That’s like only polishing 25 percent of a picture!

Your Heartset is your emotional life and well-being. It’s important because, even with a world-class Mindset, you can’t deliver intellectually if your emotional life is a mess. As Sigmund Freud noted, “unexpressed emotions will never die. They are buried alive and they will come forth later in uglier ways.” So focus on a healthy Heartset and you’ll soon feel the difference.

Next, give your Healthset – your physical health – some attention. One of the key ways to get ahead in life is longevity. As the billionaire jokingly pointed out, you can’t be a titan of industry if you’re dead. Committing to optimal fitness allows you a couple of extra ultra-healthy and productive decades to build a greater legacy. What’s more, elite performers realize that every day becomes far better with exercise. It ignites your energy, dissolves your stress and expands your joy. But even that isn’t enough, as there’s another interior empire to cultivate.

Your Soulset, the billionaire explained, is your spirituality. Too often, everyday life pulls us toward the superficial and the material. So take some time in the quiet moments of the early morning to remember who you truly are. Bond with the hero inside of you. In the silence of the dawn, meditate on what you have to offer the world. Focus on your Soulset, and you’ll reconnect with the very best part of yourself.

The entrepreneur remarked that this framework really changed his perception of himself, leading him to ask how he could use the first hour of the day to effectively apply it.

The billionaire replied, telling him that he was ready to hear about the 20/20/20 formula, but not in Mauritius, but in The Eternal City – Rome. It was time to be inspired by the passion of the Roman people, the city’s architecture, and its divine food.


Standing in the square at the bottom of Rome’s famous Spanish Steps, the billionaire, the entrepreneur and the artist took in their surroundings.

It’s time, the billionaire said, to learn how you can transform your creativity, performance, utility, wealth and productivity. Just rising at 5 a.m. alone won’t do it. You could rise at 5 a.m. and waste an hour scanning social media and checking messages, but that won’t optimize your day. What will is the 20/20/20 formula that says you use 20 minutes to move, 20 minutes to reflect and 20 minutes to grow.

The first step is to move – to perform vigorous exercise for 20 minutes. What’s really important is to make yourself sweat. That’s because sweat gets rid of cortisol, the hormone of fear. Sweat generates the protein BDNF, or brain-derived neurotrophic factor, which repairs brain cells and accelerates the formation of new neural connections. So by sweating for 20 minutes, it literally means you’ll think faster!


Then, make 5.20-5.40 a.m. a time for reflection with a period of deep peace and solitude. Before the complexity of the day emerges, reflect on what is most important to you. In an age of distraction, of constant notifications and messages, you’ll be amazed what visions, dreams and inspiration drift into your mind when you have a few moments of silence to yourself.

Write these thoughts in a journal. Commit your current ambitions, the things you’re grateful for in your life, and your frustrations and disappointments to paper. Doing so will help you understand your vision and let go of toxic, negative energies.

Take a few minutes to meditate. Research shows that meditation helps lower cortisol, reducing your stress. It’s a proven way to stay calm, and the great performers of the world are always calm!

Now it’s time for the last 20 minutes of your first hour. Here, you need to grow, so take 20 minutes to learn. Study the lives of great achievers by reading their biographies. Learn about human psychology. Watch documentaries on innovation, or listen to audiobooks about business building. One thing every billionaire has in common is a love of learning.

So there you have it. A perfect morning routine, to make the hour your own and become a true member of the 5am club.


As the city of Rome slowly came to life, the billionaire, entrepreneur and artist ventured down into the depths of the city. As they descended down a dark and dusty tunnel, the billionaire announced that they were in the catacombs – underground passages used as burial grounds by the ancient Romans.

The artist asked why they were there and the billionaire explained that they were surrounded by people in a centuries-old-slumber, so it was an appropriate place to discuss the importance of deep sleep.

Research has shown that sleep is one of the key factors in predicting life expectancy. How you spend the last hour of your day is almost as important to peak performance as how you spend the first.

Too many people today are in a state of sleep deprivation, driven by technology. Research shows that the blue light emitted by our devices reduces levels of melatonin – the chemical that induces sleep. Being in front of a screen before sleep will prevent you from sleeping properly, so turn off your technology no later than 8 p.m. Spend the rest of the evening talking with loved ones, meditating, having a relaxing bath or reading and go to bed no later than 10 p.m. That way, you can truly maximize the value of your 5 a.m. time.

Sleeping isn’t the only important way to rejuvenate yourself. In fact, a key to top performance over time is to oscillate between periods of passionate, focused work at the highest levels and periods of time for deep refueling through relaxation, recovery and fun. It’s a process that the billionaire calls the twin-cycle of elite performance.

Growth happens not just in the performance phase, but also in the recovery phase. If you want to understand why, said the billionaire, talk to a farmer. He’ll tell you that there is always an intense period of tilling soil, planting crops and serious work. But after that, is the fallow season. The fallow season might look like a period of rest. It looks like nothing’s happening. But really, it’s the fallow season, in which the soil is resting and replenishing its nutrients, that predicts how well crops are really going to blossom.

Some of us don’t like to embrace the rest part of the twin-cycle. The entrepreneur recognized this, saying that if he isn’t working, he feels guilty. But, as the billionaire replied, balance is important. So don’t just work. Embrace rest, relaxation and fun, safe in the knowledge that it’s a key part of elite performance.


The key message in this summary

The first hours of the day are where heroes are made. If you want to master your life, start by owning the mornings. Freedom from distraction at 5 a.m. will allow you to build your creativity, maximize your fitness and protect your serenity in an age of complexity.


Actionable advice:

Set your alarm clock half an hour fast and trick yourself into getting up at 5 a.m.

Firstly, buy an alarm clock. Technology is distracting and should never be in the bedroom. Once you’ve got a nice old fashioned clock, set it half an hour fast. Set yourself an alarm for 5.30 a.m. That way, when you wake up the next morning, you’re tricking yourself into thinking you are getting up later. When the alarm goes off, jump out of bed immediately, before the weaker part of your character can come up with reasons to stay under the duvet.


Shout out to for doing this written summary

Joseph Campbell: The Hero with a Thousand Faces Book Summary


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The Monomyth

  • Campbell jumps right in, discussing recent anthropological studies that have benefited from a mythic approach.
  • Psychology, too, he says, is down with those mythic vibes, in part because they help people – even modern people – understand what drives them.
  • He tells the story of a young American man who dreamed that he accidentally killed his father by dropping a hammer off the roof.
  • His mother comforts him in the dream, and Campbell points out how Freudian this all is.
  • He explains how the father represents danger, the mother safety, and how killing the father to enjoy the attentions of the mother was pretty much what Freud was all about.
  • You can find this idea in ancient stories such as Oedipus, whose famous complex was based on killing his father and marrying his mother.
  • Campbell talks about another dream, this one from a woman afraid of a big white horse following her.
  • The horse is sent to a barbershop and comes out as a man.
  • Campbell talks about how the dream represents the way we face our fears: leaping into the unknown where there’s great danger…but also rewards and treasures too.
  • He discusses psychoanalysis, the science of reading dreams, and says that ancient cultures had their own rituals for reading dreams too.
  • Dreams, and the stories that come from them, speak to the painful transitions we experience in life: growing up, finding a spouse, working hard for the things we want, saying goodbye to family members who die, and so on.
  • Mythology provides symbols to help us understand these transitions in life, and how our triumphs and heartbreaks can be reflected in those symbols.
  • In short, if we want to know how to be brave in the face of trouble, to enjoy the good things life sends our way, and to understand why life works the way it does, we look to our myths.
  • In the modern world, we try to halt the progress of life: we want to stay young, stay strong, never grow old, and never die.
  • In Campbell’s opinion, this isn’t a healthy way to live.
  • Men dream of childhood heroes while being doctors and lawyers and such.
  • Women look for love while men are away.
  • According to Freud, the first half of life focuses on the rising sun: the goals and dreams we want to achieve when we head out into the world.
  • The second half of life involves an inversion of that, dealing with the eventual return to the grave.
  • He tells the Greek myth of King Minos, who was busy with being king and ignored his wife.
  • His wife fell in love with a bull and gave birth to a monster, the Minotaur, which was caged in an elaborate maze beneath King Minos’s palace
  • Campbell explains that Minos, not the queen, is to blame for this because he’s seduced by the material things of this world…which creates monsters.
  • Heroes are created to deal with monsters, and the rewards heroes reap aren’t just for them – like Minos and his selfish pursuit of gain – but for everyone.
  • When monsters are created, they’re a sign of spiritual death.
  • When heroes crush those monsters, they signal a spiritual rebirth.
  • That’s the essence of the Hero’s Journey.
  • The hero (or heroine) can survive adversity, brave dark paths, and fight through all their own weaknesses and self-doubts.
  • In the process, they can save the people of their community who choose a less adventurous life.
  • Campbell finishes the story of the Minotaur with the arrival of Theseus.
  • Minos’s daughter Ariadne falls in love with Theseus and turns to him for help in solving the labyrinth: just as we normal people turn to the hero for help in unraveling the labyrinth of our fears and problems.
  • Campbell breaks his chapters into individual sections, and because those sections contain specific steps in the Hero’s Journey, we’re not about to leave them out here.

Comedy and Tragedy

  • Modern literature, Campbell claims, is focused on failures, flaws and the shortcomings of human existence; in short, it’s often tragic.
  • Comedy serves as satire, but not as any logical expression of happiness or joy.
  • Fairy tales and myths fill in that gap, providing triumph, success and fulfillment in a dramatic context, and redeeming us.

The Hero and the God

  • The arc of a mythic tale can be summed up in three words: separation, initiation, return.
  • The hero leaves the mundane world, faces challenges, gains skills and becomes an adult, only to return to his place of origin and share the bounty of what he has earned.
  • Examples follow (oh man, Campbell loves his examples): Jason and the Golden Fleece, Prometheus, the story of the Buddha, Moses, and others.
  • Campbell then lays out the basic pattern of this story, and the steps it encompasses (we’re not gonna list it because each step has its own chapter).
  • He stresses the importance of the hero returning from his or her adventure to share the rewards with the whole community.
  • That’s what separates a hero from a selfish person like Minos.
  • The powers the hero brings are powers that have been in him or her all the time, and only need to be brought out with the trials of his or her adventure.
  • The hero and the god are thus one and the same: mirror images of each other that the hero’s journey has brought out.
  • This theme recurs in stories told throughout the world.

The World Navel

  • The purpose of the Hero’s Journey is to release the power of the divine into the world: to reconnect us with the primal forces of the universe.
  • The divine energy is surrounded by the universe: The World Navel.
  • The World Navel brings both good and evil, linked together just like everything else in the universe.

The Call to Adventure

  • The chapter opens with a retelling of the famous fairy tale “The Princess and the Frog.”
  • A princess drops her golden ball in the water, where it sinks deep down to the bottom.
  • A frog asks if he can help and the princess promises him anything if he can get the ball back.
  • The frog returns the ball, and asks to be her companion in exchange.
  • She’s grossed out by him, but what’s a girl gonna do? (Don’t worry. As you may suspect, he turns into a handsome prince when she finally decides to kiss him.)
  • The frog returning the princess’s golden ball to her is an example of the call to adventure.
  • The call is a crisis: something that spurs the hero or heroine into action.
  • The call involves danger, peril and dark places like a forest (or the bottom of a pond, to follow the princess and the frog).
  • A herald is involved, announcing the danger or the task to be undertaken.
  • More examples follow, including King Arthur and the story of an Indian woman from North America.
  • The hero belongs to an ordinary community when the call arrives, and his or her energy is realigned from inside the community to outside of it.

Refusal of the Call

  • Sometimes the hero doesn’t answer the call or want to take up the task.
  • The story makes it very clear: refusing the call is a bad idea.
  • Why? Because it leads to stagnation and a refusal to advance forward in life.
  • The divine being linked to the hero harasses him or her constantly, trapping him or her in a symbolic labyrinth.
  • Example? We got one! How about the story of Daphne, who flees from the loving arms of the god Apollo and gets turned into a laurel tree as a result?
  • Campbell notes that the philosopher Carl Jung believes that psychoanalysis finds patterns and fixations very similar to the story of Daphne.
  • Campbell relates the stories of Sleeping Beauty and Kamar al-Zaman from Arabian Nights to demonstrate what happens when the hero refuses the call.

Supernatural Aid

  • For heroes who don’t refuse the call, their first encounter with the outside world and the challenges they need to face is with a mentor.
  • This is a wizard, dwarf or some similar figure who provides protection for the hero on the first stage of the journey.
  • This could be the Blessed Virgin in Christian stories, the Spider-Woman in African stories, a wizard, a god like Hermes, or others.
  • The mentor represents destiny and serves as a comfort and a reassurance for the hero on his or her adventures.
  • In some cases, the mentor is also the herald who starts the whole thing rolling with the call to adventure.

The Crossing of the First Threshold

  • With destiny having taken a friendly (and usually bearded) form, the hero moves forward until meeting a “threshold guardian.”
  • Beyond this guardian lies the unknown: darkness, danger, the general “Here Be Dragons” thing.
  • The guardian is usually tricky and deceitful, not what he or she first appears….but s/he holds wisdom about the darkness too: two key aspects in the figure.
  • Another avalanche of examples from all over the world follows: Pan in Greek mythology, the Russian “Water Grandfather,” and others.
  • The guardian can be protective, warning the hero from venturing past the known world; yet, only by passing the guardian can the hero gain the knowledge and the power that he or she needs.
  • By passing or defeating the guardian, the hero enters a new stage of existence, leaving his or her old life behind.

The Belly of the Whale

  • Having passed the first threshold, the hero enters a womblike state called “the belly of the whale.”
  • We know what you’re picturing—this always makes us think of Pinocchio, too.
  • He or she is swallowed up by the power of the threshold – symbolized by a sea monster or something similar – and seems to have died.
  • Crossing the threshold can be seen as a kind of self-annihilation, or – less gruesomely – a transformation into another state of being.
  • And, as usual, Campbell wraps up with some more examples.
  • So many examples.


The Road of Trials

  • Once the first threshold is passed, the hero faces a series of challenges that he or she must overcome.
  • Campbell tells the story of Cupid and Psyche as an example of the challenges faced on the road of trials: surviving the wrath of Venus with help from an army of ants.
  • He follows with a report from the ancient Lapps about a shaman who needs to handle a number of different obstacles during a supposed visit from the land of the dead.
  • Any figure who undertakes the Hero’s Journey comes across a “spiritual labyrinth,” populated by “symbolic figures” that test him or her.
  • This is a part of a ritualistic cleansing, focusing the hero on spiritual rather than worldly matters.
  • In dreams, we still face these obstacles, often with no idea how to vanquish them.
  • The hero’s obstacles are symbolic of those fears and anxieties in our dreams.
  • Example time: the goddess Inanna’s descent into the underworld from ancient Sumerian mythology.

The Meeting with the Goddess

  • Once the obstacles are overcome, the hero joins with “the Queen Goddess of the World,” which is not, in fact, Oprah Winfrey’s new title but rather the representation of the whole universe.
  • The encounter with her usually takes place at the edge of the world, or the bottom, or somewhere else where you literally can’t go any further.
  • Example du jour: The Prince of the Lonesome Isle, from Ireland, who meets with the Queen of Tubber Tintye.
  • The Queen represents the feminine in all its forms: mother, lover, sister, friend.
  • She is all the gifts and the bounties of the earthly world: the promise of perfection.
  • She can also be a bad mother or lover: selfish, forbidding or in some cases absent entirely.
  • The example for this second part of the goddess is Diana, who turned the hunter Actaeon into a stag when he spotted her bathing in the nude.
  • The first part of the Queen Goddess, on the other hand, is the all-nurturing mother, with accompanying examples from the Tantric books from India (cue the slinky music).
  • But she’s also the embodiment of death and the end of the world: womb and tomb in one.
  • His example concerns the 19th century Hindu mystic Ramakrishna, who oversaw a temple dedicated to both sides of the Goddess.
  • She’s the embodiment of the whole world: everything within it, good and bad alike.
  • She guides the hero into a new state: one freed of limitations where everything is possible.
  • We are then treated to the story of the five sons of the Irish king Eochaid.
  • The hero wins over the goddess not with cleverness or strength, but with a “gentle heart.”
  • If it’s a heroine instead of a hero, she proves herself fit to be the consort or companion of a god.
  • If she’s searched for him, she joins him; if she doesn’t want him, she sees that her own power doesn’t require him.

Woman as the Temptress

  • Hang on tight, because we’re getting a little Freudian, since the hero, having taken the mother-goddess as his own, formally assumes his father’s place.
  • Because of this, and because our understanding of the bliss of the world is incomplete, we sometimes respond with revulsion when the mother-goddess takes us.
  • In other words, as the hero transcends the earthly boundaries, the mother-goddess – as a symbol of the world he’s leaving behind – becomes disgusting. (We know, we know: sexist much?)
  • In this formula, the mother-goddess becomes death: a siren luring the hero to a grisly demise.
  • Example: St. Peter and his daughter Petronilla, followed by the writings of the Puritan thinker Cotton Mather.

Atonement with the Father

  • We continue with Puritan examples: Jonathan Edwards’ sermon about the wrath of God.
  • The father figure punishes the hero for presuming to take his place.
  • The hero is often protected by the mother-goddess in this ordeal, who gives him another center to focus on now that his connection to the father is severed.
  • The Navajo story of the Twin Warriors serves as an example for this point, followed by the Greek story of Phaethon.
  • The point of it all is that the father serves as the person who initiates the hero into the world, and if the initiation is imperfect, trouble ensues.
  • The father has two aspects too, just like the mother, but with a third side added: the father is now a rival.
  • The father passes on the power of the world… but only if the son (or daughter) is worthy.
  • And then we go really Freudian: another dream example, followed by a description of the rites the father figure puts the hero through.
  • The phallus replaces the breast as the end-all be-all and the rites serve to release the hero’s penis (power) from the confines of the father.
  • Examples form Aboriginal coming-of-age myths follow, then one about Zeus (the ultimate punishing father figure) and a number of additional myths.
  • The father figure represents the paradox of creation: he holds all the power yet denies it.
  • In order to claim it, the hero has to pierce himself through the core of his being – annihilating himself.
  • Why? He has to acknowledge that all the horrible things in the universe are part of the universe too… and need to be accepted instead of rejected.
  • Example? The story of Job, punished by God.
  • The punishment serves to further test the hero, who emerges with the acceptance of the father figure and is shown the bliss of the world.


  • Once the human hero gets past his fears and connections to the world, he is released, and the world becomes enlightenment, held in the hero’s hands.
  • The figure of enlightenment is both male and female, as a representation of everything in the universe.
  • The best aspects of both mother and father are kept, while the bad aspects are removed and cast aside.
  • More examples follow, pulled from Australian myths and biblical imagery.
  • Enlightenment means we break free of all our earthly prejudices and become one with God, and by extension, the universe.
  • Bet you’ll never guess what Campbell follows this with: examples. (This time, it’s the Bodhisattva myth from Asia.)
  • Bodhisattva links the myths with their psychological origins and the ways this enlightenment can be reflected in our own minds.
  • Psychoanalysis serves a similar purpose to the myth, resolving conflicts in the patients’ own mind to bring them peace and enlightenment.
  • The secret is that we don’t just find enlightenment. We are enlightenment!
  • Numerous examples from Eastern culture follow.

The Ultimate Boon

  • We return to the Prince of the Lonesome Island, and how easily he achieves his goal.
  • This signifies the delivery of the Ultimate Boon: the reward for the hero’s transcendence and wisdom.
  • The hero is destroyed and reborn as an indestructible being, possessing all the power in the universe.
  • The Ultimate Boon involves infinite abilities, infinite bliss and a party that just never ends.
  • Examples (we know, we know) include Olympus and the Christian notions of Heaven.
  • It’s a fairly immature fantasy, but Campbell also reminds us that those kinds of fantasy are very primal too: tied into our earliest emotions and no less powerful for their immaturity.
  • He cites the Hindu story of gods and titans battling for immortality.
  • Humor plays a role in transcending these fantasies: without humor, they become focused on baser issues like acquiring power and controlling people by promising them similar amounts of power.
  • By interacting with the gods and goddesses that grant him such power, the hero isn’t looking to steal their power from them, but rather to take on their grace.
  • The gods don’t always understand that, which means the hero must sometimes trick them into surrendering that grace.
  • The example du jour is the story of Maui in Polynesian culture, tricking the Guardian of Fire to surrender his power.
  • It’s followed by the story of Gilgamesh, who sought a source of immortality.
  • Immortality, Campbell stresses, is spiritual, not physical. (Aspiring vampires take note.)
  • Attempting to gain physical immortality or boons of a physical nature is bound to disappoint.
  • An example: King Midas, who wants everything he touches to turn to gold and ends up starving to death because he can’t eat.
  • Dante makes a similar realization at the end of The Divine Comedy as he gazes upon God, and Buddha’s victory beneath the Bo Tree.


Refusal of the Return

  • With the hero attaining everything he desires, you might think it’s time to roll the credits. But you’d be wrong.
  • The hero must return to the normal world and share his or her gifts with everyone.
  • Unfortunately, most heroes just say no to returning home.
  • Buddha, for instance, questioned whether his wisdom could be understood, while the Hindu leader Muchukunda slept in a hidden cavern rather than returning to the world.
  • In some cases, the hero is justified in this belief and is left in his bliss without having to return to the world.

The Magic Flight

  • Assuming the hero chooses to return to the world, he still has to get there.
  • If he’s stolen his boon or treasure, he’s going to be chased by all those cranky demons and gods he stole it from, resulting in a comic chase.
  • As an example, Campbell cites the Welsh story of Gwion Bach, who flees from angry giants by turning into various animals like rabbits and fish.
  • More examples follow: the first shaman, Morgon-Kara from Siberia, and a Maori folk tale about a fisherman who had a (literally) monstrous wife he had to flee from.
  • In some cases, obstacles are tossed in the hero’s way as he flies back, and the danger levels may still be high.
  • Campbell’s example in this case is the story of Jason, who must overcome a number of tasks once he seizes the Golden Fleece.
  • It’s followed by tales of the Japanese god-hero Izanagi and the Greek hero Orpheus, both of whom had to flee the underworld.
  • Orpheus is particularly important, since he looks back when he is told not to and loses his love, who he’d ventured into the underworld to find.
  • Human failure, not divine failure, is what causes troubles at this stage in the Hero’s Journey.
  • And yet the Hero’s Journey isn’t about failure but fulfillment. Better get some rescuing in there.

Rescue from Without

  • Sometimes the hero can’t return to the world on his own; he needs some help from someone else to do it.
  • The examples used include Raven, the helpful trickster of Native American legends, and Amaterasu, Japanese Goddess of the Sun.
  • The wisdom in this comes from the fact that we realize that all things are part of the divine…so that outside help is actually just another manifestation of the hero’s own immortality and power.
  • All of that eventually leads the hero back to his or her former home, armed with the gifts and wisdom won by all of his or her adventures.

The Crossing of the Return Threshold

  • There’s a division between the normal world the hero left and the supernatural world where he or she had his or her adventures.
  • Yet they’re actually all part of the same universe, and by exploring the unknown side, the hero unifies them in his or her own being.
  • The hero now has to express what he or she has learned to the normal world, a world that may not be ready to hear it.
  • This is a tough task, but it’s necessary because it advances the world and moves everyone forward spiritually, not just the hero.
  • Our example du jour is Rip Van Winkle, who lies in an enchanted sleep and then is mocked and persecuted when he returns home.
  • The Irish hero Oisin suffers a similar fate when he returns to the world.
  • Campbell points out that time is often dilated when the hero goes on his or her adventure: that one year in the supernatural world may equal a hundred in the normal world.
  • What the gods see as an eternal, unchanging world, mortals experience as swirling chaos.
  • The problem for the hero involves conveying that sense of eternal bliss to a world that cannot or will not see it.
  • In some stories, that can be achieved by an “insulating horse” which allows the hero to speak to the world without actually touching it.
  • Before that can happen, however, the hero has to survive the stress of returning to the world.
  • Examples include Arabian tales of the clashing jinns Dahnash and Maymunah.
  • Though the transition is difficult, it’s also inevitable: destiny will make sure it happens.

Master of the Two Worlds

  • The hero’s ultimate goal is to bridge the mortal and the divine; since he can move back and forth between them, he’s the one who can bring them together.
  • Campbell cites maybe the most obvious example in the entire book: Jesus Christ, who represents both the human and the divine in a single being.
  • The facts of a mythic story aren’t relevant: it doesn’t matter if it actually happened or not.
  • The truths these stories hold are the important thing: the way they can show us how to respond to conflicts and trials in our own lives.
  • Therefore, it’s not a single event, but something that resonates throughout all of time.
  • Campbell cites the Hindu “Song of the Lord” as an example.
  • Symbols, such as the kind found in the Hero’s Journey, are simply the means by which the message is communicated, not the message itself.
  • Symbols, therefore, can be fluid, and change to fit new times and new cultures, rather than staying bound in one place.
  • Individuals who surrender their fears, limitations, and failings – their individual needs – become vessels for spiritual and religious fulfillment.

Freedom to Live

  • The purpose of the Hero’s Journey, as a story, is to reconcile our individual needs with the “universal will” – in other words, to help us, as individuals, function more harmoniously with the universe.
  • We’re back to Gwion Bach for an example.
  • The hero represents the universe in a constant process of becoming: eternal yet ever-changing.

The Keys

  • Campbell starts the chapter with a diagram of the Hero’s Journey, summing up the previous 240-odd pages of text (cheat-sheet fans, take note).
  • He stresses that every tale is different, and that some emphasize specific steps in the Hero’s Journey more than others.
  • He returns to the Eskimo story of Raven as an example.
  • In cultural myths later in a given culture’s life, the important images can be more obscure and harder to find.
  • This is because older, simpler images no longer feel pertinent, and in many cases, the myths become swallowed up with less important details.
  • When this happens, life goes out of the mythology, and it becomes a relic.
  • When this happens, we can rejuvenate the myths by seeing the potency of stories in the past and applying that potency to a modern context.
  • Campbell cites the rite of baptism, which is a Christian/Catholic tradition but has roots in much older mythology.

Part II is called “The Cosmogonic Cycle.” Don’t worry, guys: we’ll explain.

From Psychology to Metaphysics

  • Psychologists, Campbell argues, understand that myths and fairy tales hold patterns that match our dreams….and by extension our internal thoughts and emotions.
  • Myths express our unconscious fears, desires and tensions, using symbolism to give those vague emotions a form we can latch on to.
  • The difference between myths and dreams is that myths can be given formal shape by our conscious thoughts, while dreams are vague and don’t always follow logical patterns.
  • They also represent specific spiritual principles, whether it be energy (in a purely rational context), mana, karma or simply the power of God.
  • They help awaken our minds and put us in a more spiritual state of being.

The Universal Round

  • The cycle of the universe—and of myths—matches that of night and day.
  • Existence is an endless cycle of awakening, living, sleeping (dying) as the light fades and rises again each dawn to do it all over again.
  • He cites examples from the Aztecs, and the myths of the Jains from India (who pictured time as a twelve-spoked wheel, which incidentally happens to be on the Indian flag).
  • The wheel is just another symbol, a way of showing us what Campbell calls the cosmogonic cycle.
  • In this cycle, our consciousness travels through three states of being: waking experience, dream experience, and dreamless (presumably blissful) sleep.
  • In the first stage, we encounter life lessons.
  • In the second stage, we absorb these lessons as we dream.
  • In the final stage, we enjoy it all and know everything.
  • We cycle through them all every day, and throughout our entire lives.
  • The Hindu culture expresses this through the chant “AUM”
  • A is waking life.
  • U is dream life.
  • M is deep sleep.
  • The silence surrounding the chant is the unknown: God, the cosmos, or some suitable stand-in.
  • Myth is a way of giving it all concrete shape, especially the silence.

Out of the Void – Space

  • Mythology, especially that involving creation, is also laced with destruction.
  • Myths carry a sense of doom, but are ultimately about fulfillment and life.
  • The meaning isn’t carried in the symbols, but rather in the person himself or herself.
  • Dramas present us with strange images that shock us out of our complacency, forcing us to look at the world differently.
  • Campbell then breaks down the stages of the cosmogonic cycle.
  • First, there’s the creation of form from formlessness.
  • He cites a creation myth from New Zealand as an example, as well as more examples from Hebrew, Indian and Chinese cultures.

Within Space – Life

  • The creation of the world provides space for the second stage of the cycle: the production of life.
  • For this task, the world is separated into male and female, and the process resembles physical birth.
  • Campbell goes back to the New Zealand creation myth to illustrate this.

The Breaking of the One into the Manifold

  • As life expands into the world, a crisis is created.
  • The world splits into two planes of existence: the sky and the underworld.
  • The first part of the cycle focuses on the Creator, or God; the second part focuses on humans, or the life within the Creation.
  • That involves a sudden transformation, from perfect to flawed.
  • This prevents the cosmic cycle from continuing, as the “children” (humans) seize and divide the power of the “parent” (god).
  • Examples abound, from the New Zealand story to the Greek myth of creation to the story of Marduk from Babylon.
  • But destroying the god-creator doesn’t really destroy it; just divides it up into little pieces.
  • Campbell observes that this is a paradox, like many in mythology: a beautiful act of creation made up of pain, destruction and division.
  • Myths serve to acknowledge the agony of that process, while reminding us of the peace and harmony that surrounds it.
  • Again, the crucifixion of Jesus makes a great example: beauty and harmony is achieved through unbelievable suffering.

Folk Stories of Creation

  • Simple folk stories are much more straightforward than the cosmogonic cycle: they don’t seek to understand the meaning of it, they just observe.
  • Creation myths are usually the same: a shadow creator gives the world a form slowly, then deals with the creation of man and the finality of death.
  • Campbell notes that many of these myths are playful, and their simplicity suggests that people didn’t actually believe them as literal truth.
  • He points out the presences of clown figures in creation myths, who create troubles and difficulties in the newly formed world.
  • Again with the examples, this time from New Britain and Siberia. (We might also point out the Christian serpent in the Garden of Eden as a good example.)
  • Nevertheless, folk stories contain the same spiritual truths as the more elaborate or textured myths.

The Virgin Birth

Mother Universe

  • The father’s spirit creates the world by passing his energy through a transforming figure: the mother of the universe.
  • The mother is represented in Christian text as the “waters” that God moves over in Genesis, while Hindu myths also speak of a mother figure who constitutes all space and time.
  • Some cultures do away with the father figure completely and leave the mother universe as the creator.
  • Campbell cites the Finnish tale of Kalevala as an example.

Matrix of Destiny

  • The mother of creation will often appear to human beings in various disguises in these stories, comprising birth and death, depending upon the specific form.
  • Campbell returns to the New Zealand creation myth.
  • The three stages of the cosmic cycle are on full display: waking life, dream life and dreamless bliss.
  • The parental figures who create the universe vanish into the void, leaving humanity alone on the earth to move the cycle into another phase.

Womb of Redemption

  • With humanity left on its own, life becomes a struggle: mistakes are made, ego and arrogance cause difficulties, and creation suffers.
  • The people need someone to redeem them and end that suffering: someone who takes on the form and function of the divine.
  • Having reached the bottom of the cycle, it’s time to move on up: enter the hero.
  • The example, again, comes from Christianity: the virgin birth that will save us all.
  • Other examples stem from South American stories and the Hindu tale of Shiva.

Folk Stories of Virgin Motherhood

  • Stories of virgin births aren’t limited to Christianity, as evinced by a folk story from Tonga.

Transformations of the Hero

The Primordial Hero and the Human

  • We now see two stages of this: the creation of the world by the divine and the passage of history via humanity.
  • The second half of that, the one we’re all used to, is where the hero arises: claiming the divine power of the gods in the form of a mere mortal.
  • That marks a slow movement away from myth and towards fact: the divine recedes, details move from myth to legend and then to history until finally we’re left with the mundane details of recorded time.
  • Example: Mwuetsi the Moon Man, and the story of various Chinese Emperors.

Childhood of the Human Hero

  • Many myths show the entire life of the hero as extraordinary, not just his Journey to solve a specific ill.
  • This suggests that the hero is either a normal man who attains wisdom, or a figure of destiny, chosen by the gods to serve as a hero.
  • The first part of the book, “The Adventure of the Hero” details the first notion (a normal man who attains heroic stature on his own).
  • The second notion – that of the hero as an extension of divine will – is now explored.
  • As a figure of destiny, the hero must experience the three stages of the cosmogonic cycle consciously – understanding them all – then bring that wisdom back for the world to share.
  • This extends to real-life figures who are the subject of legend: tales will be made about their deeds that have a fantastic quality to them (think of George Washington and the cherry tree).
  • Campbell cites King Sargon of Agada, Pope Gregory and Charlemagne as examples of real-life people who get this treatment.
  • The Biblical figure of Abraham is discussed at length, as is a native American figure named Kut-o-yis.
  • The child-hero will live in obscurity for many years, which means he faces danger, or at least being held back from his potential for a while.
  • He may gain benefits during this time, too, from a helpful companion or guide.
  • You need to have something special to survive such an experience: the myths show this with stories of amazing strength, intelligence and insight at an early age.
  • The big example of this is Hercules strangling the serpents sent to kill him in his crib, but Campbell goes on to cite the Hindu god Krishna too.
  • The childhood cycle for the hero ends when the hero ends this period of obscurity and becomes known.
  • Sometimes, his “coming out” will create a crisis that needs to be resolved.
  • The world will be remade after the crisis in a new form, such as after the Crucifixion, or the Pueblo story of the water jar.

The Hero as Warrior

  • The hero’s birthplace, or the place where he grew up, is the navel of the world.
  • Campbell talks about a hero myth from Siberia to prove his point.
  • The hero eventually leaves this spot to fulfill his destiny.
  • Victory comes not over a threat or a danger so much as the status quo: the monster he or she slays represents The Way Things Are.
  • The monster holds onto his power and does not want to change.
  • But he’s also proud, since he thinks his power belongs to him instead of the universe.
  • The hero knows the monster’s weakness and destroys the monster easily.
  • In the process, he frees the world to move with fluidity instead of being stuck.
  • He then needs to clear the world of all lingering monsters, who usually reside in caves or the wilderness, away from civilization.
  • Campbell returns to Kut-o-yis as an example of this tendency.
  • He also cites Hercules, Theseus, and Jack the Giant Killer as other examples, as well as the French story of St. Martha.

The Hero as Lover

  • With the monsters dead and rigidity destroyed, the hero can then take a wife.
  • She is his mirror, his other half, and can often see his destiny.
  • He must usually overcome a specific obstacle or set of obstacles to get her.
  • Our example for this one is Cuchulainn, a hero from Ireland.

The Hero as Emperor and Tyrant

  • The hero is an agent of the cycle, and works to continue, um, cycling it.
  • In some cases, the hero exists to reestablish the world’s connection to God: you usually see that in religious contexts.
  • Campbell returns to the story of the Pueblo hero, Water Jar boy.
  • If the hero is blessed by the father, he takes the father’s place as a ruler.
  • He reflects the balance and the axis of the world as a king.
  • Sometimes, however, the hero falls back into a purely human state, which turns him from wise king to despotic tyrant.
  • The Persian legend of Jemshid illustrates this point.
  • He no longer carries the balanced wisdom of the normal and supernatural worlds.
  • He is now a tyrant, and it’s up to another hero to usurp him.

The Hero as World Redeemer

  • If the hero rules in the place of a symbolic father, then two rites of initiation must take place.
  • The first is the son serving as emissary to the father.
  • The second leads to his understanding that he and the father are one.
  • Heroes of this second type are the highest sort: the world redeemers, the ones whose authority becomes divine.
  • The example for this is the Apache hero Jicarilla.
  • The hero can still perform heroic deeds, but they’re done with the understanding that they could be accomplished instantly by the power of the divine which he contains.
  • The example involves Krishna and his cruel uncle in Hindu mythology.
  • There is often a period of desolation here, caused by the hero’s remaining human faults.
  • The redeeming god-hero thus becomes the destroying god-hero, perpetuating the cycle and confirming that the god’s power is to both create and destroy the world.
  • In this sense, the hero-as-tyrant is still representative of the symbolic father, just as the hero-as-just-ruler-is. After all, evil is as much a part of the universe as good.
  • Campbell stresses that these are just two different ways of telling the same story: the son assuming the place of his father.
  • The hero will become the tyrant, unless he crucifies himself: dying only to be reborn.
  • As the son takes the father’s place, the many become one again… and the cycle continues.

The Hero as Saint

  • The saint, as you may expect, is a hero devoid of any real flaws.
  • The saint-hero eliminates any and all shreds of self-interest and embraces the wholeness of the universe.
  • The example is, as you may have suspected, an actual saint: Thomas Aquinas.
  • They essentially don’t return form their journey, moving beyond the mortal realm and existing only in secondhand form like legends.

The Departure of the Hero

  • Every hero’s story has to end, either with death or a departure of some sort.
  • Examples include Death coming to Abraham and another anonymous dream.
  • In many cases, the hero doesn’t actually die, but actually just sleeps and will arise again when he or she is needed.
  • Campbell’s examples? Charlemagne and the Aztec serpent Quetzalcoatl.
  • Some heroes can postpone death and attempt to remain in the mortal realm, as the Irish hero Cuchulainn and the Pueblo’s Water Boy do.


The End of the Microcosm

  • Each and every one of us is the hero. There, Campbell said it.
  • We all have a king or queen within us: the greatest that we can be spiritually, and not just physically.
  • In death, the individual is taken into the universe and becomes one with it.
  • The journey of the soul through all stages of life is the same as the Hero’s Journey: the final journey is the one we all take at the end of our lives.
  • Copious examples from China, Egypt and the Aztecs follow.

The End of the Macrocosm

  • The universe follows the same cycle as the individual: being born, living, thriving, declining and perishing.
  • End-of-the-world stories from Mayan culture illustrate this trend, as do the Viking story of Ragnarok and the Christian notion of Armageddon.

Myth and Society

The Shapeshifter

  • There’s no end-all-be-all way to interpret mythology, so Campbell wants us to know that our mileage may vary.
  • He talks about the myth of Proteus, where grasping the thing you want to understand is impossible.
  • Modern society interprets myth in a huge number of says, applying it to religion, metaphysics, psychology, natural studies and others.

The Function of Myth, Cult and Meditation

  • Individuals are limited by who they are; they’re only one small part of humanity.
  • The totality of man exists only in society, not in the individual.
  • Rituals of birth, death, weddings and similar events help connect us to this larger whole, making us a part of a larger community.
  • Being cut off from that sense of community can be painful.
  • Rites and rituals for death, the changing of the seasons and so forth, are an acknowledgment of the new phase in life and should be celebrated, as they were in ancient cultures.
  • There’s another option: to separate yourself from the world like a monk and contemplate the universal human being within.
  • The goal is not to see, but to understand.
  • That eliminates any sense of self… as all becomes one.

The Hero Today

  • That’s all a far cry from our democratic culture, which values the power of the individual.
  • We focus on the secular and have no more time for gods or legends.
  • In the past, people found meaning with their group; now, we focus on the individual.
  • Stories of heroes need to come from the contemporary age and reflect our unique perspective and sensibilities.
  • We can’t do this with simple consciousness, which we use to solve our problems; we need to reconnect with the dream state.
  • The mysteries of the ancient world no longer exist: there’s no more to explore.
  • As individuals in modern society, we must become the hero to save society, instead of the reverse… and we must do so in the utter despair of loneliness.



50 Words to Your Dreams Chapter 28 Energy by Michael George Knight

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The energy I want to discuss is your life force energy which makes you alive and human. This force of energy that dwells within you and emanates through your body is what allows you to live. It is this energy that gives us strength and vitality required for sustained physical and mental activity. Some people have an abundance of energy and some people have a lack of energy. Kids generally have an abundance of natural energy in their early stages and life vs the elderly who generally have a lack of energy. Then there is everyone else in the middle who generally can control the amount of energy they possess if they desire so. You have the power to increase your natural energy levels if you desire the strength and vitality in your life.


You can increase your energy not only by getting enough sleep and eating healthy but by activating your body into gear. To take your energy up another notch take action and get your body moving. Go for a walk, a run, a ride, a swim or a workout. Get your body in shape by putting your body under some stress. Your body will react to the stress by getting fitter and stronger and produce more energy. You will feel better throughout the day both mentality and physically. Activate your muscles and get your blood pumping. Walk faster than normal, have a spring in your step, clap your hands, whistle, sing, listen to music and pump yourself up to perform at your best.



Apart from the physical energy we discussed which we all need for high productivity, mental energy is other major component you need to work on. Having high levels of mental energy include happiness, confidence, focus, and increased willpower, motivation, and productivity. You can develop your mental energy in a number of different ways from being present and grateful, surrounding yourself with great people, thinking positively, decluttering your mind, going outside and having fun, meditating, getting enough rest, drinking caffeine and trying new things. Work on yourself to expand your mental and physical energy to live, thrive and create the life you want. Without the right amount of energy you will struggle to achieve your dreams, as energy is the force that drives your success in life.



  • A person’s energy can tell you more about them than their own words. (Unknown)
  • All things are vibrating energy fields in ceaseless motion. (Eckhart Tolle)
  • By supplying attitudes of faith to the mind it can increase energy. (Norman Vincent Peale)
  • Don’t hold to anger, hurt, or pain. They steal your energy and keep you from love. (Leo Buscaglia)
  • Energy flows where attention goes. (Michael Beckwith)
  • Energy is the currency of the universe. When you ‘pay’ attention to something, you buy that experience. So when you allow your consciousness to focus on someone or something that annoys you, you feed it your energy, and it reciprocates the experience of being annoyed. Be selective in your focus because your attention feed the energy of it and keeps it alive. Not just within you, but in the collective consciousness as well. (Emily Maroutian)
  • Energy, not time, is the fundamental currency of high performance. (Jim Loehr)
  • Every human being emanates an energy field that corresponds to his or her inner state, and most people can sense it. (Eckhart Tolle)
  • Everything around us is made up of energy. To attract positive things in your life, start by giving off positive energy. (Celestine Chua)
  • Everything changes when you start to emit your own frequencies rather than absorbing the frequencies around you, when you start imprinting your intent on the universe rather than receiving an imprint from existence. (Barbara Marciniak)
  • Goals help you channel your energy into action. (Les Brown)
  • Just as a highly magnetized piece of metal can lift another piece ten times its size, so a highly magnetized person, charged with confidence and purpose, can do at least ten times more than another who is not so energized. (Orison Swett Marden)
  • Live with Intensity. You might as well turn it up a notch or two. Invest more of you in whatever you do. Be a little stronger; be a little wiser. Step up your vitality contribution. Put everything you’ve got into everything you do and then ask for more vitality, more strength and more vigor, more heart and more soul. (Jim Rohn)
  • Maximize your personal powers: Identify your periods of highest mental and physical energy each day and structure your most important and demanding tasks around these times. Get lots of rest so you can perform at your best. (Brian Tracy)
  • Nothing can add more power to your life than concentrating all of your energies on a limited set of targets. (Nido Qubein)
  • One of the most important requirements for being happy and productive is for you to guard and nurture your energy levels at all times. (Brian Tracy)
  • People who are very clear on who they are and their mission in life tend to be bursting with energy, yet they are also aware of the need for times of quiet and reflection to renew themselves. (Tony Schwartz)
  • Power is predicated upon organized energy. Energy can only be organized through the principle of concentration. It is a fact worthy of serious consideration that all men of outstanding success in all walks of life are men who concentrate the major portion of their thoughts and efforts upon some definite purpose or chief aim. (Napoleon Hill)
  • Success, my nomination for the single most important ingredient is energy well directed. (Louis Lundborg)
  • The average person puts only 25% of his energy and ability into his work. The world takes off its hat to those who put in more than 50% of their capacity, and stands on its head for those few and far between souls who devote 100%. (Andrew Carnegie)
  • The first law of success is concentration to bend all the energies to one point, and to go directly to that point, looking neither to the right or to the left. (William Mathews)
  • The higher your energy level, the more efficient your body. The more efficient your body, the better you feel and the more you will use your talent to produce outstanding results. (Anthony Robbins)
  • The key that unlocks energy is desire. It’s also the key to a long and interesting life. If we expect to create any drive, any real force within ourselves, we have to get excited. (Earl Nightingale)
  • The longer I live, the more I am certain that the great difference between men, between the feeble and the powerful, between the great and the insignificant, is energy invincible determination a purpose once fixed, and then death or victory. (Sir Thomas Fowell Buxton)
  • The number of hours in a day is fixed, but the quantity and quality of energy available to us is not. It is our most precious resource. The more we take responsibility for the energy we bring to the world, the more empowered and productive we become. The more we blame others or external circumstances, the more negative and compromised our energy is likely to be. (Jim Loehr)
  • The source of all energy is within you. (Eckhart Tolle)
  • There are four kinds of personal energy: Mental, Emotional, Spiritual and Physical. (Tom Hopkins)
  • When you are fully rested, you can get two times, three times and five times as much done as when you are tired out. (Brian Tracy)
  • When you become an action-oriented person, you activate the ‘Momentum Principle’ of success. This principle says that although it may take tremendous amounts of energy to overcome inertia and get going initially, it then takes far less energy to keep going. (Brian Tracy)
  • When your energy level is low, your health and your desirable characteristics may by subdued by the negative. You, like a storage battery, are dead when your energy level is zero. What is the solution? Recharge your battery? How? Relax, play, rest and sleep. (W. Clement Stone)
  • Without passion you don’t have energy, without energy you have nothing. (Donald (Trump)
  • Your mental energy is limited by your physical energy. How do you develop more energy of all kinds? You start by putting your body in top physical condition. Unless you do that, all your other activities won’t help much, you’ll be stuck with the mental and emotional energy that you have now. (Tom Hopkins)


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50 Words to Your Dreams

Chapter 28: Energy

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M. J. DeMarco: Unscripted: Life, Liberty, and the Pursuit of Entrepreneurship Book Summary


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Is a sheep who drives a Mercedes to the slaughterhouse still a sheep?

I accept average advice from average people living average lives, can I expect to be anything but average?

In the Lambo, I am presumed rich and noteworthy; in the Toyota, I wait with the rest of the proletariat. Reality is ridiculously distorted.

Hyper-personality is a person’s public image, a facade projected by fame or social media, a carefully crafted mirage that does not represent the real, humanized version of the individual.

Money, the world’s dominant hyperreality, is a mutually shared belief that physical money (a stack of paper bills) or virtual digital money (a number on a computer screen) is valuable and that the person possessing it is equally valuable.

Underneath the SCRIPTED delusion is the idea that success can be bought at a mall, parked in a garage, or cashed on a Friday. Few realize that every dollar owed shortens the leash and tightens the collar around their neck.

The Slowlane is the presumption that decades of gainful employment circumscribed by thrifty living, tortuous saving, and regimented stock market investing will somehow make you a happy millionaire.

It is impossible to live without failing at something, unless you live so cautiously that you might as well not have lived at all, in which case you have failed by default. ~ J.K. Rowling, Author

One of the greatest travesties in self-improvement is this notion of the “silver bullet,” a cherished macro-event — or “that one secret” that is error-proof, foolproof, and failure-proof.

When you finance a new Beemer for seventy-two months because you’re cash short (the event), you’re buying success instead of earning success (the process).

After awareness, the next step is realigning expectations: extraordinary results demand extraordinary efforts. That means give up the ghost and kill the shortcut search.

Success is simpler than you think: ax the shortcut, honor the process-principle, and do the necessary work.

What threatens your daily target? In order to hit your targets, identify what will stop you from achieving them. What impedes success and prevents real change?

Furthermore, students praised with participation trophies and “you are special” affirmations don’t do well later in education or in life. Their reaction toward challenge, equally disheartening. They readily admit cheating over studying. After failing, they simply look at someone else who did worse just to make themselves feel better. And in countless study after study, they flee from difficulty.

Bruce Tulgan, the author of Not Everyone Gets a Trophy (recommended read) mentions the deficiencies of the millennial generation as seen by today’s employers and recounts one employer’s assessment who said: “It’s very hard to give them negative feedback without crushing their egos…they walk in thinking they know more than they know.”

The Kaizen Principle is to endeavor to create tiny incremental improvements in your daily life with an aim for mastery over performance, while forsaking external comparisons, unless such comparisons inspire. The three key operands here are: 1) Tiny incremental improvements 2) mastery over performance and 3) external comparison.

Think of it this way. Debt, spending more than you earn, is consumption exceeding production. It isn’t money owed; it’s a production deficit.

Chasing a growth rate is a fool’s game, and the last time a 12 percent yield was offered by a financial firm, it was run by a guy now jailed at the Butner Federal Correctional Facility.

Askhole. That’s the name for someone who asks for advice and doesn’t take it.

Podium popping is the ineffective application of various success strategies cherry-picked from individuals who have a broadcast podium. Much like an addict pops pills, a podium popper will “pop” random bits of advice from famous personas spotlighted in the mainstream.

Survival spotlighting, which is similar to podium popping, is when you focus on the survivors of some process because they’re showcased, while overlooking those who are not, usually due to lack of visibility, and hence, you come to an inaccurate conclusion.

Everyone is passionate about one thing or another. The problem is no one interviews passionate failures. Failed passionites have no stage, no audience, no one salivating at their greatness.

In Chapter 18, I confessed that I’m an introvert. That means if you’re a random stranger and email me a coffee offer, I’ll decline. It’s not that I don’t like you; it’s just that I’d rather dive into a good book surrounded by solitude.

And this highlights the ultimate irony: the secret to success isn’t “do what you love” but “do what you hate.” How much pain and anxiety you’ll endure tells me how much success you’re willing to achieve.


The great happiness secret is autonomy. Freedom. The ability to feel in control of your life, to stockpile options, mobility, and whatever else you self-determine and endorse.


While an internal locus is proactive, an external locus is apathetic and reactive, like driftwood with a soul, a hapless casualty of life’s undercurrents.

Entrepreneurship is about problem-solving, creating convenience, satisfying desires, and becoming valuable.


You see, your job is to identify every value attribute in the global pool, with the explicit intent to uncover skewing opportunities. The more attributes skewed without disrupting other skews (say price), the more sales you will win.


The big irony of passive income is it’s anything but passive. Every single entrepreneur I know who enjoys passive income today exercised an extraordinary and committed process yesterday.


Neither 25 (bucks) nor 110 (units) is a large number. And yet these numbers are large enough to eek a millionaire pace in just one year.


The three-three rule says that if any of your investments, whether they be stocks or bonds, appreciates unrealized gains greater than or equal to three years in dividends in any three-month period, SELL and take the profits.


Shout out to for doing the written summary

50 Words to Your Dreams Chapter 27 Emotions by Michael George Knight

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Emotions and feelings are your internal compass silently directing your life. Emotions is a big part of what makes us human by being able to experience a wide variety of emotions such as happiness, sadness, anger, fear, disgust, surprise and contempt. These variety of emotions come and go throughout our life journey from times of brief happiness to the deepest sadness. Emotions and feelings can either be positive or negative relative to the emotion we feel at the time and the events happening in our life.



Have you ever been in a rut? When life got repetitive, mundane, boring and same old. When you just went through the motions and experienced very little emotion. We have all been their and will all go through those stages in life. On the other hand, have you experienced times in your life when things are happening and coming together, and you feel amazing? Things are new, upbeat and you are on the go and feeling happy. I’m sure you have had moments in life like this? Compare the two situations and notice how you reacted with your body. How was your posture? Hunched over or standing straight? The pace your walk? Slow or Fast. The look on your face? Frown or Smile. You see when we experience emotions and moments of happiness our body follows suit in a similar motion. Emotion and Motion are connected deeply just like the Yin and Yang, sun and the moon.


Naturally your emotions will flow outwardly through your motion, but you can also do the opposite and create positive emotions by first controlling your motion. A small example will show you the power motion has over emotion. Right now, drop down to the ground and 20 pushups. It should take you 30 seconds. Do it now. Seriously do it. Ok now you have done 20 pushups, do you feel your blood pumping? Heart rate accelerating? Do you feel alittle bit better? Or go for a workout, lift some weights, go for a run, a bike ride or even for a walk and see how your motion effects your emotions and feelings. Start practicing a few simple little tricks such as sitting up straight, walking tall, walking faster and smiling for no reason and notice the changes in your emotion.



Set yourself up to win by attaching strong emotions to your dreams. By breaking your dream down into a goals, and goals down to tasks. Create that winning feeling by rewarding yourself when you hit mini milestones on the way to your dreams. Make winning and working hard towards your dream rewarding and pleasurable. Also harness the power that comes with negative emotions to propel you to take action. Becoming angry with yourself, when you let your standards slip is a useful way to get back on track. Using the emotion disgust as leverage to create massive change is a strong tool and technique winners use to reach their dreams. Feeling deeply the strong negative emotion such as sadness can make you take new actions to generate more happiness in your life. Overcoming your fears is a sign of growth and development through your journey of life. Set yourself up to win by using your internal compass of emotions to direct your life to the direction of your dreams.




  • All negativity is caused by an accumulation of psychological time and denial of the present. (Eckhart Tolle)
  • All that you really want in life is to change how you feel. (Anthony Robbins)
  • Before getting upset always ask yourself. Will this even matter in six months, in a year, or in five years? If the answer is no, just let go. (Unknown)
  • By not giving into your emotions, you were able to delay your reactions and think. (Steve Michaels)
  • Cultivating the pause between stimulus and response, and how, by practicing this pause over time, you can master your emotions. (Dan Sullivan)
  • Disgust, I’ve had it, I don’t want to live like this anymore. That’s a powerful emotion. Emotion gives you the fuel to make life changes. (Jim Rohn)
  • Don’t let other people’s emotions control you. (Anthony Robbins)
  • Ego generated emotions are derived from the mind’s identification with external factors which are, of course, all unstable and liable to change at any moment. The deeper emotions are not really emotions at all but states of being. Emotions exist within the realm of opposites. States of being can be obscured, but they have no opposite. They emanate from within you as the love, joy, and peace that are aspects of your true nature. (Eckhart Tolle)
  • Emotion or feelings, rule the majority of people. (Napoleon Hill)
  • Emotional intelligence is also the capacity for recognizing our own feelings and those of others, for motivating ourselves, and for managing emotions well in ourselves and in our relationships. (Daniel Goleman)
  • Emotions are connected to thoughts. That’s why they can be fleeting or continuous. It depends on your thought patterns. (Dexter Yager)
  • Emotions are the most powerful forces inside us. Under the power of emotions human beings can perform the most heroic as well as the most barbaric acts. (Jim Rohn)
  • Every feeling you have, good or bad, is not based on the actual reality of life. But rather you’re interpretation on what things mean. Nothing in life has any meaning but the meaning you give it. So if you don’t like the way you’re feeling change the meaning. Ask a better question like what else could this mean? (Anthony Robbins)
  • Feeling is the language of the soul. (Neale Donald Walsh)
  • Feeling will get you closer to the truth of who you are than thinking. (Eckhart Tolle)
  • Human emotion produces effects which defy conventional laws of electromagnetism and their relationship to space and time. (Glen Rein)
  • Humans catch emotions from others. (David DeAngelo)
  • In a study of skills that distinguish star performers in every field from entry level jobs to executive positions, the single most important factor was not IQ advanced degrees, or technical experience: it was EQ. (Daniel Goleman)
  • It’s important to realize just how big a role emotions play in our lives. In fact, if you don’t understand that, you’ll never understand people at all. (Dexter Yager)
  • It’s really important you feel good, the more you can feel good the more you will attract the things that help you feel good, and bringing you up higher and higher. (Joe Vitale)
  • Learn to respond: let life teach you, don’t let it kill you. Let it touch you and move you. Our emotions need to be educated as well as our intellect. (Jim Rohn)
  • Most desired human emotion is that of connection with other souls. (David Deangelo)
  • Most people are not influenced largely by reason; they are swayed by emotions, or feeling. The man who is not capable of arousing his own emotions very deeply is not apt to be able to appeal to others through their emotional nature. (Napoleon Hill)
  • No one can make you feel inferior without your consent. (Eleanor Roosevelt)
  • Our own feelings do not depend upon externals, but upon our own attitudes, reactions and responses. (Maxwell Maltz)
  • People will do more to avoid pain than they will to gain pleasure. (Anthony Robbins)
  • Positive and negative emotions cannot occupy the mind at the same time. (Napoleon Hill)
  • So emotion is the body’s reaction to your mind. (Eckhart Tolle)
  • Some people don’t do well because they don’t feel well. (Jim Rohn)
  • The emotions are not immediately subject to reason, but they are immediately subject to action. (William James)
  • The law of reinforcement states that any pattern of emotion or behavior that is continually reinforced will become an automatic and conditioned response. Anything we fail to reinforce will eventually dissipate. (Anthony Robbins)
  • The most important decision you make is to be in a good mood. (Voltaire)
  • The world is ruled, and the destiny of civilization is established, by human People are influenced in their actions, not by reason so much as by ‘feelings’. The creative faculty of the mind is set into action entirely by emotions, and not by cold reason. (Napoleon Hill)
  • There are patterns in human behavior; there are certain things that if you do you are going to feel extraordinary and if you do other things you are going to feel depressed, frustrated and overwhelmed. All you have to do is see these patterns. (Anthony Robbins)
  • There’s only one difference between highly successful and average people – the highly successful use anxiety and stress to spur them on to achievement instead of allowing those feelings to depress them into failure. (Tom Hopkins)
  • Too often common sense deserts us when we most need it and our so-called better judgment is swamped by a tidal wave of emotion. (Arthur Freeman)
  • Unexpressed emotion will never die. They are buried alive and will come forth late in uglier ways. (Sigmund Freud)
  • We know that if you have an emotion, it shows on your face. (Paul Ekman)
  • What is a negative emotion? An emotion that is toxic to the body and interferes with its balance and harmonious hatred or intense dislike, jealousy, envy – all disrupt the energy flow through the body, affect the heart, the immune system, digestion, production of hormones, and so on. (Eckhart Tolle)
  • You cannot have a feeling (emotion) without first having experienced a thought. Take away your brain and your ability to ‘feel’ is wiped out. A feeling is a physical reaction to a thought. (Wayne Dyer)
  • You don’t need any special reason to feel good; you can just decide to feel good right now. Simply because you’re alive, simply because you want to. (Anthony Robbins)
  • You will not be punished for your anger, you will be punished by your anger. (Buddha)
  • Your emotions are the energizing forces behind your thoughts. (Brian Tracy)
  • Your emotions have natural movement. This is part of being human. Learn to rest and relax with the ebb and rise with the flow. (Dexter Yager)


That’s a wrap on

50 Words to Your Dreams

Chapter 27: Emotions

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Stay tuned for Chapter 28 in the series “ENERGY”

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