The Key to Long-Term Success

by Brian Tracy

Successful people have been studied in depth for more than 100 years.

Successful people have been studied in depth for more than 100 years. They have been interviewed extensively to determine what it is they do and how they think that enables them to accomplish so much more than the average person. In this Newsletter, you learn the most important single factor of long-term success and how you can build it into your personality and your attitude. You learn how to virtually guarantee yourself a great future. The Harvard Discovery on Success In 1970, sociologist Dr. Edward Banfield of Harvard University wrote a book entitled The Unheavenly City. He described one of the most profound studies on success and priority setting ever conducted. Banfield's goal was to find out how and why some people became financially independent during the course of their working lifetimes. He started off convinced that the answer to this question would be found in factors such as family background, education, intelligence, influential contacts, or some other concrete factor. What he finally discovered was that the major reason for success in life was a particular attitude of mind. Develop Long Time Perspective Banfield called this attitude "long time perspective." He said that men and women who were the most successful in life and the most likely to move up economically were those who took the future into consideration with every decision they made in the present. He found that the longer the period of time a person took into consideration while planning and acting, the more likely it was that he would achieve greatly during his career. For example, one of the reasons your family doctor is among the most respected people in America is because he or she has invested many years of hard work and study to finally earn the right to practice medicine. After university courses, internship, residency and practical training, a doctor may be more than 30 years old before he or she is capable of earning a good living. But from that point onward, these men and women are some of the most respected and most successful professional people in any society. They had long time perspectives. Measure the Potential Future Impact The key to success in setting priorities is having a long time perspective. You can tell how important something is today by measuring its potential future impact on your life. For example, if you come home from work at night and choose to play with your children or spend time with your spouse, rather than watch TV or read the paper, you have a long time perspective. You know that investing time in the health and happiness of your children and your spouse is a very valuable, high-priority use of time. The potential future impact of quality time with your family is very high. If you take additional courses in the evening to upgrade your skills and make yourself more valuable to your employer, you're acting with a long time perspective. Learning something practical and useful can have a long-term effect on your career. Practice Delayed Gratification Economists say that the inability to delay gratification-that is, the natural tendency of individuals to spend everything they earn plus a little bit more, and the mind-set of doing what is fun, easy and enjoyable-is the primary cause of economic and personal failure in life. On the other hand, disciplining yourself to do what you know is right and important, although difficult, is the highroad to pride, self-esteem and personal satisfaction. The long term comes soon enough, and every sacrifice that you make today will be rewarded with compound interest in the great future that lies ahead for you. Action Exercises Here are three steps you can take immediately to put these ideas into action. First, think long-term. Sit down today and write out a description of your ideal life ten and twenty years into the future. This automatically develops longer-time perspective. Second, look at everything you do in terms of its long-term potential impact on your life. Do more things that have greater long-term value to you. Third, develop the habit of delaying gratification in small things, small expenditures, small pleasures, so that you can enjoy greater rewards and greater satisfaction in the future.

What Toyota can Teach You about Personal Productivity

from Lifehack.org

Toyota has become the world’s largest automobile manufacturing company this year, overtaking General Motors which reigned supreme since the 1930s. Before then, Ford was the global leader. Toyota’s market capitalization is more than five times that of Ford and General Motors combined. Toyota must have been doing something right these past 20 years since it has become the most productive manufacturer in the world. The company owns the newly created market in hybrids. Toyota’s example offers an excellent insights and a guide toward improving personal productivity.The two main pillars of Toyota’s approach boil down to: 1) respect for people and 2) continuous improvement; constant and never-ending improvement in all areas. Toyota made a major innovation over the American automobile manufacturers in the process of how the company viewed its people. General Motors and Ford viewed factory workers as a replaceable variable cost component – labor as a commodity.

Toyota viewed its workers as the main place to turn for productivity and quality improvements. Toyota further innovated by challenging the planned obsolescence approach. The company started producing cars with fewer defects that were more durable and would hold their value longer. American car companies were forced to respond in kind by producing longer lasting, better quality cars with greatly extended warranty packages. This is not all Toyota has done in terms of process innovations. American accounting methods valued inventory the same as cash, without any incentives for reducing inventory.

Toyota pioneered “lean manufacturing” based in large part on creating value in the eyes of the customer and having products being “pull” or demand-based that would be responsive to the customer rather than “push” or supply-based from the production end. Lean manufacturing also includes identifying and minimizing waste (including inventory), empowering employees and aiming for perfection in the processes. This is an evolutionary change in the way cars are made that is currently sweeping through the other modern manufacturing sectors of the global economy. The ‘Toyota Way’ can also be applied toward improving personal productivity. The Toyota Production System (TPS) works as a complete philosophy. It is a consistent set of processes and principles applied over a long period of time. The following principles form core parts of the highly effective TPS that can be used to enhance personal productivity.

• Create manual systems first, then use technology as a tool to assist the process. Toyota people are often found making signs and putting them up all over the place and using them along with manual lists to coordinate activities. Once the manual system is worked out, then technology is brought in to assist and improve the process. There is a strong aversion to acquiring and using technology just for the sake of the technology. Hold off of the expensive software until the basics are worked out.
• Create an environment where constant learning occurs. Toyota is full of people who strive to be teachable and who are very willing to share information and be involved in the learning process. Put aside some time for focused learning – a course, book-a-week, seminars, workshops, reviewing articles, etc.
• Eliminate – don’t just reduce waste. In the U.S. system, the production line has slack built into it so that there is extra time and stuff available to ensure the line stays running. In the Toyota system, there is not. Unplug the television set and cut the end off the cord.
• Build quality into everything. Standardizing to create consistent quality while constantly working to raise the standards. Anything worth doing is worth doing well. Aim for “great” rather than just “good enough” wherever there is opportunity to do so.
• Create systems to respect and treat partners well. Self-improvement toward increased personal productivity is a two way street. Toyota’s people work on self improvement but consider that to be tied to helping others improve – for mutual benefit.
• Work with others but maintain core competencies. Do not outsource the important decisions. For Toyota’s cars, electronics has become a big part so the company has decided to make that a core area. Take the time to learn the areas that can impact life. Understanding tax planning and basic financial matters are a classic area of neglect that many people should put more effort into.
• Chose friends and associates carefully. Toyota is very picky. Employees are often hired through a one to two year process. Partners and suppliers similarly go through extensive processes. Associate with people who can help you and that you can help in a two way manner.

Toyota has pioneered its process and one of the great outcomes was becoming the world’s first mass producer of hybrid automobiles, with over half the world market for hybrids. The Toyota process itself is a hybrid of best practices that have evolved over time that can be used to enhance personal productivity.

Peter Paul Roosen and Tatsuya Nakagawa are co-founders of Atomica Creative Group, a specialized strategic product marketing firm. Through leading edge insight and research, sound strategic planning and effective project management, Atomica helps companies achieve greater success in bringing new products to market and in improving their existing businesses. They have co-authored Overcoming Inventoritis now available.

How to Improve Your Social Skills: 8 Tips from the Last 2500 Years

Published November 15th, 2007 in Personal Development and People Skills.

Image by nogoodphotography.

One source for pretty reliable advice is what has been repeated. Not what’s been repeated throughout your life but throughout history. Time-tested advice, advice that has survived and been rediscovered over the centuries often has a good deal of practical value.

I think this applies to tips on improving your social skills. Society may have changed but people are people. So what worked a couple of hundred or thousand years ago can still be useful today. Here are eight tips on social skills that have been told over and over. Maybe you’ll find them helpful.

1. Listen

“Nature gave us one tongue and two ears so we could hear twice as much as we speak.”
Epictetus

“The less you speak, the more you will hear.”
Alexander Solshenitsen

“I like to listen. I have learned a great deal from listening carefully. Most people never listen.”
Ernest Hemingway

This is probably one of the most underappreciated social skills. People are often centred on themselves. Nothing surprising really, but it doesn’t mean that they are selfish jerks either. But because of this a lot of people are just used to talking about themselves or waiting for the other person to finish so they can start talking again. I know I have done this many times and still do from time to time.

How do you get past it?

One useful way that I have found is to just forget about yourself. Focus your attention outward instead of inward in a conversation. Place the mental focus on the person you are talking and listening to instead of yourself. Placing the focus outside of yourself makes you less self-centred and your need to hog the spotlight decreases.

If you start to actually listen to what people are saying it also becomes easier to find potential paths in the conversation. By asking open-ended questions – the ones that will give you more than a yes or no answer – you can explore these paths and have better and more fun conversations.

And this ties into the next tip…

2. Actually be interested in the other person.

“You can make more friends in two months by becoming really interested in other people than you can in two years by trying to get other people interested in you. Which is just another way of saying that the way to make a friend is to be one.”
Dale Carnegie

“The greatest compliment that was ever paid me was when someone asked me what I thought, and attended to my answer.”
Henry David Thoreau

If you become more interested in people then you’ll naturally become a better listener since you are actually interested in what’s on their minds.And it beomes easier find out what someone is really passionate about and to dispel negative assumptions that can mess up the communication.

If you listen to what someone has to say then you may find that s/he for instance isn’t as boring or different from you as you may have guessed when you were first introduced.

And as Carnegie says, it’s a lot easier to create and improve relationships if you focus on the other person than on yourself. Why is that?

Well, for one, as I wrote just a few paragraphs ago, people often don’t listen that much. So you’ll be a pleasant exception among the others that are waiting for their turn to talk again.

But the big reason is simply that you make them feel good because of your attention, validation of them and their interest and the connection that is made.

3. Don’t listen too much to criticism.

“If evil be said of thee, and if it be true, correct thyself; if it be a lie, laugh at it.”
Epictetus

“When we judge or criticize another person, it says nothing about that person; it merely says something about our own need to be critical.”
Unknown

Well, Epictetus got this one down. Listen to criticism. If you feel that there is some relevance to it explore how you can change yourself. But also recognize that lot of the time criticism is mostly about the other person.

Maybe s/he has had a bad day. Maybe a pet or child is sick. Maybe s/he is jealous of you or angry at someone else. Since people often are centred on themselves it’s easy to make a mistake here. Someone may criticise you but is actually focused on something in their own life. And you are probably also focused on yourself. And therefore you draw the conclusion that the criticism must have something to do with you.

But the world doesn’t revolve around you. Which is bad if you want more attention and validation from others.

On the other hand, it can be liberating since people don’t seem to care that much about what you do. The big problem of not daring to do something because you’re afraid of what people may say becomes a smaller obstacle.

4. Don’t babble on and on.

“The less people speak of their greatness, the more we think of it.”
Sir Francis Bacon

“The more you say, the less people remember.”
François Fénelon

This one’s connected to listening. If you talk and talk there will be little time, energy or focus for listening. But if you start to focus outward then your mind will become more focused and you’ll spend less time babbling for too long about something. If you want more reasons to stop babbling and start simplifying check out 5 Reason to Simplify What You Say, and How to Do It.

5. Treat others as you would like them to treat you.

“The people with whom you work reflect your own attitude. If you are suspicious, unfriendly and condescending, you will find these unlovely traits echoed all about you. But if you are on your best behaviour, you will bring out the best in the persons with whom you are going to spend most of your working hours.”
Beatrice Vincent

“It’s so easy to laugh, it’s so easy to hate. It takes guts to be gentle and kind.”
Morrissey

The Law of Reciprocity is strong in humans. As you treat someone else s/he will feel like treating you. Maybe not today or tomorrow. But over time these things have a way of evening out.

One of the most important things in relationships and conversations is your attitude. It determines a lot about your interactions and how you treat other people.

The attitude you have, the lens you hold up and view the world through determines what you see. And the thoughts you keep in your mind control how you feel. Your thoughts and feelings direct how you say something and what your hands, eyes, posture etc. says through body language.

So even if you say nice words you may create an different feeling in the person you are talking to because your thoughts, feelings, voice tonality and body language aren’t aligned with your words. And words are only 7 percent of communication. So the attitude behind your words is absolutely crucial.

6. Keep a positive attitude.

“I am convinced that attitude is the key to success or failure in almost any of life’s endeavors. Your attitude - your perspective, your outlook, how you feel about yourself, how you feel about other people - determines you priorities, your actions, your values. Your attitude determines how you interact with other people and how you interact with yourself.”
Carolyn Warner

“Two men look out the same prison bars; one sees mud and the other stars.”
Frederick Langbridge

“Constant kindness can accomplish much. As the sun makes ice melt, kindness causes misunderstanding, mistrust and hostility to evaporate.”
Albert Schweitzer

If your attitude is so important then what can you do about it? One good tip, that has worked for very long, is simply to keep a positive attitude. And by that I don’t mean that you should just react in a positive way to events in your life that may be seen by society as positive. For instance, getting a raise in salary, an A on an exam or winning a competition.

But before I continue with that train of thought I’d just like to say something about negativity. I wouldn’t say that it is all bad. I wouldn’t say that people want to get away from negative people all of the time. Sometimes you can find camaraderie in complaining about your boss, job, salary and the government. But overall and long-term I think that going positive is the more useful and fulfilling approach.

Now, what I mean with adopting a positive attitude is choosing to stay positive regardless of your external circumstances. You may not be able to do this all the time, but being positive is habit just like eating well or doing your daily exercise. It can be hard to get started and slow going at first. But when your mind gets used to this new behaviour it becomes almost automatic. Your mind just starts to interpret reality in a different way than it did before.

Instead of seeing problems everywhere it starts to zoom in on opportunities and what’s good about just about any situation. Instead of sighing and feeling like you’re working in an uphill rut you’ll find reasons to be grateful and happy.

Yeah, I know, it might sound like wishful thinking. But it really works. The problem is just that it is difficult to see this - and to realise that you can actually change - from a current worldview and attitude that may be a bit more negative.

If you’d like to read more about this, have a look at Take the Positivity Challenge for some more reasons to change your attitude – they include making better first impressions and becoming more attractive - and how to do it.

7. Use silence.

“A good word is an easy obligation; but not to speak ill requires only our silence; which costs us nothing.”
John Tillotson

“Be silent, or say something better than silence.”
Pythagoras

“It’s good to shut up sometimes.”
Marcel Marceau

There are several good reasons to learn to be more silent. It will help you to develop your listening skills. And instead of saying something you wish you didn’t you can learn to keep your piehole closed. This can help you avoid unnecessary arguments and reduce the hurt you do unto others by, for example, criticising.

Sitting in silence day in and day out while your inner pressure builds up is of course not good. Then you may need speak up, take charge and change whatever it is in your environment that causes the problem. But often a great deal of negative things can be avoided just by calmly staying silent.

8. Communicate with more than your words.

“They may forget what you said, but they will never forget how you made them feel.”
Carl W. Buechner

“I speak two languages, English and Body.”
Mae West

“We often refuse to accept an idea merely because the tone of voice in which it has been expressed is unsympathetic to us.”
Friedrich Nietzsche

The words you use are just a small part of communication. How you use your tone of voice and your body language is over 90 percent of what you are communicating.

To become a better communicator these two areas are ridiculously important. You can for instance improve how you say something by loading your words with more emotions. If you use tip # 6 - Keep a positive attitude - this often improves kinda automatically. You’ll naturally convey more enthusiasm and positive emotions through your voice.

Your attitude, as mentioned before, also has big impact on your body language. If you feel relaxed, open and positive this comes through in how you use your body.

You may want check out these additional 17 body language tips though. Just to be on the safe side. And to not repeat and reinforce some old and ingrained body language habits.

Manually correcting your body language can be useful. When you for instance are listening, you can lean in and keep eye contact to reinforce that you are actually listening. If you keep your body language interested you’ll also be able to keep your focus and interest longer since emotions can work backwards. As your body is “interested” your mind becomes interested and focused on what is said.

How to Read Like a Scholar

Most the time in school what you need to do is very simple:

Sit down with the book, a pen and paper, and perhaps a computer… And from that point, you read. That’s it. You go through and read the book, you underline important points and passages, pay special attention to introductions and conclusions, be sure to note special terminology, names and dates and that’s it. Maybe afterward take notes on the text.

There is a time for technology and clever tricks. There is also a time for elbow grease.

This is good advice, and yet it’s incomplete. Reading as an academic exercise involves not just gleaning the content form a book or essay but engaging with it. We read not just to learn some new set of facts but also to learn how facts are put together to form an argument, to learn what kinds of arguments are acceptable in our chosen disciplines, and to prompt us towards further research. Reading of this sort raises as many questions as it answers, or more.

While reading, we should keep the following questions in mind:

• What is the author trying to say? This seems obvious, but it seems to be a stumbling block for many students. I’m convinced that the failure to ask this simple question is what leads students to avoid reading, to feel that reading is a chore or, worse, busy-work. Remember, authors — academic or otherwise — aren’t in the business of writing just to bore students; there’s something important they want to communicate. Granted, not all writing communicates well, but regardless of the writer’s skill, if a professor assigned a reading, it’s because there’s something there worth knowing about.
• How does the author say what they’re trying to say? What evidence do they use? What style of argument are they making? How are they positioning themselves? You’d be surprised how many people read an essay about, say, infanticide (the killing of newborn children) and assume the author is advocating this practice instead of simply describing it. These readers totally misread the author’s position.
• Why is the author’s point important? If you can figure out why the author felt he or she needed to write the article or book in your hands, you’re a good way towards figuring out what they’re trying to say. What contribution does the work make to the author’s discipline, to our understanding of society or the world? What problems are they trying to solve?
• Do you agree or disagree with the author? Why? Just because something’s in print doesn’t make it right. As a student, it is essential that you read critically, with an eye towards inconsistencies in an author’s argument or evidence. Are there other explanations for the data they present? Is the author’s interpretation colored by his or her religion, professional background, political orientation, or social position? Note: far too many students seem to think that criticizing style is a good substitute for critiquing substance. It’s not. A lot of academic writing is stilted, difficult (sometimes deliberately so), or just plain bad; this does not mean that the ideas are not good.
• How does this work connect with other works? What’s new about it (or, if it’s an older work, what was new when it was published)? What disciplinary debates is the author engaging? How does this work build on, or refute, earlier works by other authors? How does it fit with the author’s other work? What other work is the one you’re reading like?
• What is the social context of the work? Always consider the historical moment in which a work was created. What kind of person wrote it, and for what kind of audience? What historical events shaped the author’s perceptions and ideas? How was their world different from yours, and how was it similar?

These questions should be on your mind even if you can’t read the whole book. It’s a sad fact of college life that not everything that is assigned can be given the same level of attention. In grad school, for instance, I was regularly charged with reading three (or more) hefty books a week, plus supporting essays and commentaries — while carrying out my own research at the same time. This is not humanly possible. You have to learn to prioritize reading, and to approach it systematically to make sure you get as much as possible out of whatever amount of reading you can manage.

Here’s how you do it:

1. Skim the book. Examine the table of contents to get a feeling for the structure and main points of the book. Flip through the chapters, skimming the first few paragraphs of each, and then the section headings. Check the index for any topics you feel are especially important. Then, if you have time;
2. Read the Introduction and conclusion. Most of the author’s theoretical position will be laid out in the introduction, along with at least a summary of the chapters and sections within. The conclusion revisits much of these points, and usually gives a good overview of the data or other evidence. Sometimes the conclusion is not marked as such; in this case, read the last chapter. Then, if you have time;
3. Dip in. Read the chapters that seem most relevant or interesting. Get a sense for what the author is trying to accomplish. Flip through the rest of the book and look more closely at anything that catches your eye. Then, if you have time;
4. Finish the book. Read the whole thing. If you know you’ll have time, skip 1 - 3 and just read, cover to cover.

Obviously it’s best to read the whole book; you’ll miss a lot reading anything less. But given the choice between not reading at all and skimming to at least get a taste of what you’re missing, I say, go for skimming. And try to keep yourself better organized in the future so that you don’t shortchange your entire education.