Brian Tracy Psychology of Achievement

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					                                                           The Psychology of Achievement by Brian Tracy

Many people have described this program as “Getting another chance at life”

Let’s start by answering the question: What do we mean by success?

There are Six Requirements for success:

   1. Peace of mind – Freedom from fear, anger, and guilt. Going to sleep completely
      at peace and harmony and waking up the feeling the same way.
   2. High levels of health and energy – we must be healthy or it won’t be satisfactory
   3. Loving Relationships – long term intimate relationships which are the hallmark
      of success
   4. Financial Freedom – enough money that we don’t worry about not having
      enough money.
   5. Worthy goals and ideals – we cannot function as humans without having worthy
      goals and move toward them
   6. Feeling of personal fulfillment – Maslow’s “self actualization”

Why is it that people still lead lives of quiet desperation? Less than 5% achieve real
success in life. 80% of people who retire, retire flat broke, penniless and dependent on
someone else. We live in a world that provides the most opportunity to prosper, achieve
financial success and psychic fulfillment.

One reason – we come into the world with no instruction manual, no directions for
getting the most out of ourselves. We spend the vast part of our lives trying to figure “it”
out and by the time that we do figure “it” out, we are in our 50’ and 60’s.

Basic rules or laws that operate our human machine:

   1) The Law of Control – the degree of control we feel we have is in direct
      proportion to the amount of mental health that we have and the level of fulfillment
      we feel we have achieved. We feel good about ourselves to the exact degree to
      which we feel we have control over our lives. Conversely, we feel unfulfilled and
      have a deficient level of mental health when we feel we have little if any control
      over our lives.
      Control begins with our thoughts which lead to our feelings.

   2) The Law of Accident – any fact that there is no way that we have control.
      Unfortunately a vast majority of us live our lives in this mental state. We fail to
      plan and therefore, plan to fail. We have no sense of control.

   3) The Law of Cause and Effect – for every effect in our lives there is a specific
      cause. Irrespective of knowing why something happens, there is a cause for
      everything. This is consistent with the law of control and opposed to the law of

                                                          The Psychology of Achievement by Brian Tracy

There is one major application of this law – Thoughts are causes, conditions are effects.
We control our lives by our thoughts; if we wish our lives to change in the future we have
to change the way we are thinking in the present.

Three Mental Laws in addition to these laws:

   1) The Law of Belief: Whatever you believe with feeling becomes your reality. You
      are the sum total result of all your belief system to this moment and your beliefs
      form a screen of logic, a screen of prejudices through which you see the entire
      world. What you believe becomes real for you. Bible – “As a man thinketh …..,
      according to your belief…. .” This law is so powerful in our lives that even if we
      have belief on totally false information it will have a total impact on our lives.
      The most important single application – if we have self limiting beliefs,
      irrespective of whether or not they are based on reality, the degree to which we
      believe them determines or predicts if they will become true for us. Most of the
      beliefs that we have that limit us are based on false information, from childhood
      onward. Our minds rule out or block out what we do not believe even if they are

   2) The Law of Expectations: Whatever we expect, with confidence, becomes our
      own self fulfilling prophecy. We are continually acting as our own fortune tellers
      by the way we talk to ourselves, about how we think things are going to turn out
      in our lives. People who enjoy high levels of accomplishment are continually
      talking to themselves and visualizing their success.

Three key areas where expectations affect our results
            The expectations our parents had of us has an impact on us and how we
              perform today. As adults, the expectations of our bosses have a dramatic
              impact on how we think of ourselves and how we perform in our
            Expectations we have of our children, our spouses, our subordinates, and
              the people who look up to us. People who look up to us always try to
              fulfill the expectations we have of them.
            Expectations that we have of ourselves, whether they are high or low,
              whether they are positive or negative. That is why it is so important that in
              everything that we do to always expect the best from ourselves, always
              expect ourselves to continue to grow to get better, to improve, to throw off
              past mistakes and failures because we will always fulfill our own
              mistakes, we will always be the fortune tellers in our own lives.

   3) The Law of Attraction: Each human being is a living magnet. We radiate
      thought energy and we invariably attract into our lives the people and
      circumstances that harmonize with our dominant thoughts. Our lives are right now
      today surrounded by our representations of our thought patterns. If we wish to
      attract different people, circumstances, events, we have to change what is going
      on in our minds and thought patterns. These happen by law and not by chance!

                                                           The Psychology of Achievement by Brian Tracy

Attitude – since we know that we become what we think about, the most distinctive
characteristic or manifestation of what we are thinking about is our attitude. A positive
mental attitude is an absolutely indispensable prerequisite for our success!

Our attitudes come from our expectations about outcomes. If we expect things to turn out
well, we have positive attitudes. If we expect things to turn out poorly, things have a
tendency to turn out that way.

Even when our expectations are false, even when we manufacture our own positive
expectations, even though we have no information upon which to base it, if we make a
habit to always expect something good to happen, our outcomes will improve and
provide positive results.

Where do our expectations come from? Our expectations come from our beliefs about the
world around us. In other words, our expectations are manufactured to the degree to
which we believe the source. If a person that we trust and have their confidence tells us
that we will be successful, then we are more able to believe it.

More importantly, where do our beliefs about ourselves come from? Our beliefs are
based on our self-concept. Every single one of us has a self-concept which is the single
controlling factor on our performance. We always perform in a manner consistent with
our self-concepts. Our self-concepts precede and predict our levels of performance and
effectiveness in everything that we do. We can never perform in a manner that is
inconsistent or contradicts that self-concept. Our self-concept is a culmination of all our
ideas, thoughts, pictures of ourselves that have happened to us over the course of our
lives that comes together to form a competent image of the person that we believe
ourselves to be. We always act in a manner consistent with our self-concept.

Two Very Important Mental Laws:

   1) The Law of Concentration – whatever you dwell upon becomes what you
      experience; whatever you think about on a continuing basis becomes a part of you
      and part of your experience. You become what you think about and the more you
      concentrate on it, the more you bring it into your life.

   2) The Law of Substitution – Because the conscious mind can only hold one
      thought in your mind at a time, either positive or negative, if we consciously and
      deliberately substitute a negative thought with a positive thought then that is what
      will grow in our lives. All success begins with our taking systematic purposeful
      control of the thoughts that we allow to occupy our conscious minds. If we keep
      our conscious minds focused on where we want to go and what we want to
      accomplish that is what begins to come into reality in our lives. The most positive
      thing we can do for ourselves is to think “I like myself, I like myself, I like
      myself” and then it is impossible to fill our minds with the things we fear.

                                                           The Psychology of Achievement by Brian Tracy

The Process of changing our thoughts from negative to positive thoughts:

The Psychology of Becoming – nobody stays the same for any period of time. We are
continually evolving and growing as human beings and we are always changing in the
direction of our ideal self, of our dominant thoughts and our dominant goals.
Our job in this process is to keep very clearly in our mind a picture of the people we
would like to be and the goals we would like to accomplish.

Two Habits of Mind we must carefully avoid if we are going to continue to grow and
evolve toward the full development of our potential:

Homeostasis – the condition of clinging to the status quo, the unwillingness to let go of
the past, the desire to keep things exactly the way they are. The whole idea of change is
scary and our natural tendency is to dig in and resist change. We must be willing to let go
of the old person and to become the new person and to make efforts in that direction.

Psychosclerosis – Hardening of the attitudes. A case that sets in when we become rigid in
our thinking, we become inflexible and dogmatic and we will not allow any change to
come into our lives.

These two maladies hold us to be our original selves and they prohibit our growth. In
order to continue growing we have to let go of our old selves and decide to change our
minds by developing new patterns of thinking about our selves. It only takes something
like 10 to 21 days to develop brand new habit patterns of thought. We do it by thinking
and talking and acting continuously in the manner consistent with the person we would
like to be with the attributes and characteristics we would like to have.

Techniques we can use in terms of moving towards or becoming our ideal person:
    Form a clear mental picture of how we would be and how we would behave with
      the new characteristics and attributes.
    We begin to think about ourselves as though we already have those qualities and
    We begin to look at other people and think of other people who have those
      qualities and characteristics and see us acting that way.
    As we begin to do that we begin to change our self image by replacing the picture
      that we have in our mind of the individual with the negative habit pattern with the
      picture of ourselves with the positive pattern that we wish to develop.

Three methods we can use to accelerate this process of personal development:

   1) Affirmation – positive present tense affirmations gives us unlimited potential!
      Affirmations are positive assertive statements that say yes to our potential. It is
      repeating these affirmations over and over again strongly with feeling, with
      confidence, with belief, with enthusiasm that drives them deep into the

                                                            The Psychology of Achievement by Brian Tracy

The Law of Subconscious Activity – whatever the conscious mind believes and accepts,
the subconscious mind immediately goes to work to bring into our physical reality. The
subconscious mind is a mechanical agent that acts and obeys our instructions. Our
instructions are always the content of our conscious minds.
Our lives are directed by the content and quality of our thoughts just like we turn the
steering wheel on a car. Our thoughts have inordinate power on the people around us, a
magnetic energy that actually causes change in individuals around us. We have to keep
talking to ourselves as though we already have what we desire.

Affirmations in order to be accepted by the subconscious mind, always have to be
couched by the Three P’s:
           Personal – It has to be “I”. We cannot say you or somebody else, we
               always have to talk in the first person singular.
           Positive – The subconscious mind cannot take in an instruction that is a
               negative. For example, we don’t say “I don’t eat desserts any more.” We
               say “I only eat foods that are healthy and that are consistent with a slim
               trim figure.”
           Present Tense – We cannot say “I will earn $100K per year.” We say “I
               earn $100K.”

       With regard to affirmations, when we write out our goals and rewrite our goals we
       also write them as though they exist right now, as though they exist in the present
       moment, rather than at a future time.

   2) Visualization – the most powerful single capability that human beings have is
      visualization. Visualization is the ability to form a clear, precise, vivid, mental
      picture of the things that we want to be, have or do and to hold that picture very
      clearly in our minds. Whatever ever you can picture in your mind and hold on to
      you can accomplish.
   Napoleon Hill said “whatever the mind of man can conceive and believe it can
   Einstein said “Your imagination is your preview of life’s coming attractions.”

The key to visualization is to already have a clear mental picture of what you want.
Prior to every critical situation, take a couple of minutes to play a clear mental picture of
the ideal you in the upcoming situation. See a clear precise picture of yourself and see
exactly what your result will be.

In sales, for example, actually create a mental picture of the client signing the deal.
Always visualize the result at the end of the situation.

   3) Act the Part of the Person that we would like to be – with the
      characteristics/attributes we would like to have. If we feel in a certain way, we
      tend to act that way. Our inner feelings become our outward expression.
      However, even if we do not feel enthusiastic, we can act our way into feeling
      enthusiastic, we can pretend that we are enthusiastic and, within five or ten

                                                            The Psychology of Achievement by Brian Tracy

       minutes we will feel that way and have the feelings that are consistent with that

Even if we feel like we do not like something, if we pretend that we really like it, even if
we do not feel great about something, we can fool or act ourselves into feeling good
about something.
    When you wake up repeat over and over again and say “I feel terrific. I feel
       terrific. I feel terrific.” The best time to do this is before you go to bed you say “I
       wake up in the morning feeling terrific. I wake up in the morning feeling terrific.”
       This is true because if we oversleep and we jump up and get going, we don’t think
       about negative things, we wake up and immediately think of what we need to do
       that day.

      The next thing that you do is when you wake up, take advantage of this time.
       Don’t read the newspaper or TV or whatever. Spend the first 30 to 60 minutes
       reading something inspirational, motivational or educational. Feed your mind first
       with rich mental protein using what has been called the 30 golden minutes in the
       morning. Use those 30 minutes to program in your mind and read into your
       subconscious computer information which is consistent with the way you want
       the rest of the day to go.
      From then on, all day long, make your life one continuous affirmation. Listen to
       tapes in your cars. The most successful people don’t even know if their radios are
       working because they use their CD/Tape player and listen to instructional and
       inspirational information while in their car.

Go on a 21 day positive mental attitude diet. Make the decision that for the next three
weeks (21 days) you are going to concentrate single mindedly on developing one new
positive habit pattern of thought. You are going to think and talk about yourself and
visualize and imagine yourself with one new positive characteristic that you don’t
currently have.
Change one thing at a time! Don’t try to change the world.

Now, the only question is:
Do you have the tenacity? Do you have the self-discipline? Do you have the intensity of
purpose to keep your mind focused on what you want to accomplish or are you going to
allow your mind to drift on to thinking of what you fear and thinking of your doubts?

A few comments about the power of suggestion: The most powerful influence on our
actions and our behaviors in life is the power of love. Everything that we do in life is
either to get love or to compensate for the lack of love. But we also know that the most
powerful influence on the people that we become is the power of suggestion, the power
of the suggestive influences in the environment that surrounds. We know that we are
influenced by everything that we see, hear, read, and experience and it dramatically
affects us. This is called our suggestive environment.
The single most influential part of our suggestive environment is the human beings with
whom we habitually associate.

                                                           The Psychology of Achievement by Brian Tracy

You can take people and give them the finest training in achievement qualities of all
sorts, but if they went back to the association of their previous network group it precluded
them of all possibility of changing. The people who we associate with are the people
who have the most influence on us. We must consciously associate ourselves with
achievement oriented individuals. We must seriously consider what we want to
accomplish with our lives and not associate ourselves with people who will bring us

The key to all of this is self-discipline. If we repeat these ideals we will become these
changed people. Live in the now – not tomorrow or the past. Everything else will take
care of itself.
Imagine you are in training for a mental marathon – stretch, exercise and train.
All causation is mental. Everything that ever happens to you will be determined by the
content of your conscious mind. Keep control of your positive thoughts.

Four techniques to change you into the person you want to be:

   1) Written Programming Technique: Write out your goals very clearly in as
      specific and precise language as possible as often as possible. Every time we
      rewrite a goal we program it deeper and deeper into the brain and the
      subconscious goes to work to bring it in to our reality.
          The very best time to write out your goals is first thing in the morning, sit
              down and take two or three minutes to rewrite your major goals before
              you start your day. It programs them into your brain and makes you alert
              to opportunities and ideas to move toward the accomplishment of that goal
              throughout the entire day.
          Sit down and write out the goal in the first person singular in the present
              tense and as though you already had the goal. “I have, I earn, I achieve, I
              do, etc.”
          Once you have written out the goal, stop, close your eyes and actually see
              yourself enjoying the goal - a clear mental picture of yourself with the
              goal attained exactly the way you want it.
          Next, visualize the upcoming events of the day and see very clearly how
              you wish to behave and carry yourself handling those events. Write it out
              clearly “I act with complete confidence and assurance that ……” then
              close your eyes and get a clear picture of yourself acting with consistence
              with what you have written on the paper.

   2) Quick Programming Technique : used before any nonrecurring event of
          Immediately prior to an upcoming event of importance, take a deep breath,
             exhale, close your eyes, relax and affirm the ideal outcome.
          Say before a sales presentation: take a deep breath, exhale, close your eyes
             and say “this presentation goes excellently. This is an excellent
             presentation.” See yourself giving the presentation. See the audience

                                                          The Psychology of Achievement by Brian Tracy

               responding favorably. See yourself in control and relaxed. And see the
               positive anticipated result.

   The top professionals use this prior to every upcoming event. You will find the actual
   situation will be one in the same. This is called mental rehearsal, the most important
   single ability to develop in moving towards peak performance and achievement – the
   ability to see every situation through from beginning to end in your mind before you
   actually get into your situation. Then your subconscious mind will give you the
   words, actions gestures, emotions and responses that are exactly consistent with the
   mental picture that you have imprinted in your brain.

   3) Sports Programming Technique : entails training athletes to go through their
      entire sports routine in their mind.
           Learn and practice the motor activity until you do it well.
           Sit or lie down and get a clear picture of your performance.

   4) Standard Programming Technique : used to develop new habit patterns of
      thought and action and to achieve our goals. It consists very simply of writing out
      our goals in the form of present tense personal positive affirmations.
           Sit down and write them on a 5” X 8” card or a piece of paper
           Take several deep breaths and relax so that the conscious mind drops into
             Alpha or a state of deep relaxation
           Read the goal off the card and repeat it three to five times. “I earn, I
             weigh, I achieve….”
           Close your eyes and as you relax get a clear mental picture of yourself
             actually doing the thing, actually enjoying the result, actually experiencing
             the benefit of it. Create a mental picture that makes you feel good and
             makes you feel positive.

       Remember that the degree of emotion that you inject into these exercises
       determines the degree to which you activate your mind to accomplish your goals.

Goal Setting
What one great thing would you dare to dream if you knew beyond a shadow of a doubt
that you absolutely could not fail?

This is one of the most important questions of all because what this says is that this is
really your great dream and great ambition in life and if you can write the answer to this
question it means that you can have it. The very fact that you can think clearly about what
this answer might be and that you can write the answer down on paper, means that you
are capable of accomplishing it. Nature is not capricious and nature does not on the one
hand give us the ability to clearly visualize and write down a goal without at the same
time giving us the ability to realize it.

                                                          The Psychology of Achievement by Brian Tracy

This is one of the most exciting things about the human psyche, the fact that you can
crystallize your desire means that you can achieve it. The only question is how badly do
you want it and are you willing to pay the price to get it? The only limitation is in your
own mind. It is not contained in physical reality.

Goal setting is the most vital and important skill of all peak performance, all high
achievement and all self motivation. All studies agree on one single fact: every peak
performer is an obsessive goal setter! If anyone becomes a systematic goal setter and
writes and thinks and talks about their goals on an ongoing basis their levels of
performance and achievement improve dramatically and almost immediately.

We know that the subconscious goes to work immediately to make our goals a reality. It
works to give us ideas and motivation and incentives and insights. You can take a look at
people and hold constants for all measures and it is goal setting that takes precedence.
When we develop goals we develop purpose, direction and channeled energy and we
accomplish more in a short time with goals than we could accomplish in years without

In setting goals, we know that goals have to be in harmony with each other and not
contradictory. For example we can’t expect to spend half of our time on the beach and
also become wealthy and successful in our chosen occupation. We can’t want to climb in
the mountains every day and live in the dessert. We also have to set goals that are
congruent with our basic and fundamental values.

Seven questions we must answer when we are setting goals.
    I. What are the five things that I value the most in life? What five things do I
       consider to be the most important elements of my life? What five things would I
       pay the most for, sacrifice for, stand up for, or fight for? This forms the
       foundation for all the other goals we set in out life.

   II. In 30 seconds or less, write down the three most important goals for my life right
       now? This is what Joyce Brothers calls the quick list method. If you have 30
       seconds to write the answers to this question, the answers that you will write will
       probably be the most accurate and will be the three most important goals in our

  III. What would you do if you won $1 million in the lottery tomorrow? If you had all
       the time and money in the world, what would be the very first thing that you
       would do, what would be the second thing, what would you buy, what payoff,
       what changes would you make in your life? The answer to this question tells what
       you would do if you had no physical limitations on your abilities. What would
       you aspire to, what would be your ambitions, your dreams if you had no
       limitations at all? The purpose of this question is to point out and remind you that
       anything that you wrote as an answer to this question you can be, have, or do. The
       very fact that you could write the answer to this question means that you are

                                                            The Psychology of Achievement by Brian Tracy

       capable of accomplishing it, not quite as rapidly as if you had won $1 million. But
       the question is: how badly do you want the answers to these questions because
       there is no limitation to what you can accomplish except the intensity of purpose
       that you put in to it and the willingness that you have to put in the efforts that are

  IV. What would you do and how would you spend your time if you learned today you
      had six months to live? The answer to this question will tell you what is most
      valuable to you in your life and tell you your true values. When you start thinking
      about your life coming to an end, it is at that point that you begin to seriously
      reflect on what is most important to you. If your three most important goals in life
      that you chose for the $1 million question are not the same as the answer to this
      question, it is very important to take a close look at your goals in relation to this
      question and start spending your time in your day to day activities because that is
      what is most important in your life.

   V. What have you always wanted to do but been afraid to attempt? What have you
      always wanted to do in your life but you have been afraid to try it, you have held
      back, you have thought about doing it, but every time you think about it you
      become uneasy and unsure and a little bit scared or a little bit frightened so you
      have held back from doing it. This is a critical question because whatever it is,
      remember the fear that holds you back is simply a psychological fear which is the
      result of a conditioned process or conditioned response to stimuli that is a habit
      that holds you back that is a fear of failure that has nothing to do with reality.

  VI. What has given you your greatest fulfillment? In looking back over all of the
         things which you have done in your life, what type of activity, what type of thing,
         in what sort of circumstance, gives you your greatest feeling of importance, your
         greatest feeling of well being, your greatest feeling of self-esteem and self-worth
         to the point that when you do it, you feel the very best about yourself. You feel
         great about yourself when you are engaging in this type of activity.
Dale Carnegie said “Tell me what gives a person their greatest feeling of importance and
I will tell you their entire philosophy of life.”
This gives you a key indicator of where your area of excellence is because your area of
excellence will always be in doing what gives you the greatest personal pleasure and
feeling of self-esteem and self-satisfaction. One of the high duties of life is to continually
be steering and guiding our lives toward doing what gives us the greatest joy and

 VII. What one great thing would you dare to dream if you knew you could not fail?
      Imagine that you received one wish from a Genie or a magic pill and if you took
      this pill you could accomplish any one thing in the whole world: you could
      achieve any goal, realize any desire or any ambition that you ever had in the
      whole world – big or small, short term or long term.

                                                           The Psychology of Achievement by Brian Tracy

It is very important that if you have not set out and achieved goals habitually in the past
that you develop the ability to set and achieve one goal in your life, that you use these
methods to achieve success in one goal. Once you have done that, it becomes relatively
simple to set and achieve a second, third, fourth goal and so on.
You must start at one. Don’t try to bite off and achieve too much at once. Try to set and
achieve just one goal and go from there.

Twelve Steps of Goal Setting:
Step One – Desire – The first step in changing any aspect of our lives is intense desire or
need. Desire is the great motivator, the great force that impels us toward our goals.

Step Two – Belief – Belief is the most important single element in goal attainment.
Belief means you must absolutely believe beyond a shadow of a doubt that you have the
ability to achieve the goal that set for yourself. For this purpose, you have to make your
goals believable and realistic. You cannot set goals that are so far beyond your current
levels of attainment that they are unbelievable to your conscious mind. If your conscious
mind cannot accept the goal, there is no way that your subconscious mind will accept it
and go to work on bringing it in to reality.
For instance, if you are earning $20K per year today, it would be foolish for you to set a
goal of $100K or $1MM per year for your income tomorrow or next year. Instead if you
want to increase your income, increase your goal in 50% increments. Develop a
visualization and affirmation that says “I earn $30K per year in the next 12 month period.
Finally make your goals challenging and make them stretch you. Each of your goals
should be aimed at your next level of attainment or achievement. Remember, it is goals
that make us stretch, that cause us to move out of the comfort zone and operate on the
outer edge of our potential as a human being. So make the goals challenging; don’t make
them easy but don’t make them impossible either. Make them so that:
     You can believe them
     You can see them
     You can keep your mind concentrated on them
     You can develop an absolute conviction that they are attainable

Step Three – Write it down! This is absolutely essential. You must look upon writing
your goal down as the way you program the goal into the subconscious. The same way
you sit at a keyboard and type data into your computer. When you write out your goal
that is how you program that goal into the subconscious.
Write the goal in complete detail, in vivid clear precise detail exactly how you wish to
have it. Give your subconscious a very clear representation of what you want to
Until a goal is committed to paper it is not a goal, it is simply a wish. You can
accomplish far more by writing your goals out clearly on paper than you can by carrying
them around in your head for years and years.

Step Four – Identify Benefits - Determine how you will benefit from accomplishing
your goal. Sit down and write out a very clear list of all of the advantages and benefits

                                                           The Psychology of Achievement by Brian Tracy

that you are going to enjoy as a result of achieving your goal. If your goal is a financial
goal then write out clearly the differences that it will make in your life to achieve that
financial goal.
If you have one or two reasons for achieving a goal you will have a little motivation. If
you have five or ten reasons, you will have more motivation. So, the more reasons that
you can determine, the more benefits that you can enjoy, the more desire you will have
and the greater and deeper your intensity of belief and conviction that it is attainable.
Writing down these benefits will develop a force and a power that will make you literally

Step Five – Analyze your position. Analyze where you are right now and measure your
current status. For instance, if you want to lose weight, the first thing you do is weigh
yourself. If you wish to be worth a certain amount of money then sit down and determine
what you are worth today.

Step Six – Set a Deadline – Decide and determine exactly when it is that you are going
to accomplish that goal, the latest outside date.
Your major definite purpose should be measurable, specific and quantifiable. You should
be able to count it and you should be able to measure and know exactly how close you
are to accomplishing it.
It is all well and good to say “I want to develop greater concentration or a better
memory.” That is an excellent goal but as a major definite purpose it is essential that your
major definite purpose be very clear, specific and measurable so you can quantify and
count it – and measure your progress step by step as you move toward it.

Step Seven – Identify the Obstacles – identify what you will have to overcome in order
to achieve your goal. To accomplish any goal of consequence there are always obstacles
that we have to overcome in order to achieve it. If there are no obstacles then it is not a
goal at all, it is simply an activity.
Once you identify the obstacles, you will find that that the obstacles that loom large in
your mind when you are writing them down on paper, look to be very small.
Many people have found that by writing a very clear list of all the obstacles that stand
between them and their goal that there is only one or two things on that list that are of any
consequence, and all of the rest are small and insignificant and can be dealt with easily
once they are written down on paper and analyzed.

Step Eight – Gain Knowledge - Clearly identify the knowledge you will require in order
to accomplish the goal. Any goal of any consequence will require additional knowledge
for its attainment. You will have to learn something new, something additional; you will
need to make additional market research, read additional books, talk to other people –
whatever you have to learn to be capable of attaining and holding on to that goal.

Step 9 – Identify Resources - Clearly identify the people, groups and organizations
whose cooperation and assistance you will need in order to accomplish the goal. This step
introduces three more laws.

                                                          The Psychology of Achievement by Brian Tracy

The Law of Return or the Law of Sowing and Reaping – Whatever you sow, so also shall
you reap. You only reap as a result of having sown in previous periods. What you reap
today in your life is the result of what you have sown in the past. What you reap in the
future is for what you sow now. The law of return says the more you put in, the more you
get out and you have to put in before you get out.

The Law of Compensation – For every action, there is an equal and opposite reaction.
When we analyze the people whose cooperation and assistance we require, we have to
ask ourselves what we can do for them in order to get them to cooperate with us. What
can we put in (as our share) that will assure us that we get our return back?

The Law of Service – In order to achieve any kind of lasting glory or distinction or fame
or fortune in life, we can only do it by serving our fellow human beings with goods and
services that are of value and importance to them. All successful men and women have
begun in their minds with thinking and concentrating on how they can serve others. They
have practiced not only the law of compensation but also the law of “overcompensation”
– that you always go the extra mile and always do more than what you are paid for.

Step Ten – Make a Plan - Take all of the details that you have identified in the last three
steps and make a plan. Make a plan and make it complete in every detail.
            1. Write out all of the activities that you are going to have to engage in to
               accomplish your goal.
            2. Prioritize the list in terms of time and sequence. All plans are lists of
               activities laid out in terms of time and priority.
            3. Continually review your plan, rewrite it over and over again until it is a
               perfect plan, understanding that no plan is perfect because things change
               as you move along and that you must adjust accordingly.
All great achievers plan and think on paper – they write and rewrite their goals and plan
over and over and over again. They plan their days, their weeks, their months and their

Step Eleven – Visualization – get a clear visualization, a clear visual image of your goal
as already attained, already accomplished – a clear picture that you can hold in your mind
of the goal as if it were already in existence right now. Every single day, every single
time you get a chance, play that picture of the goal on the screen of your mind and play it
over and over and over again so that every time you have a spare moment, you are
flashing that picture on your mind.
That mental picture, that visualization of your goal as if it were already a
reality is the most important single step of all the steps discussed so far!
We are at the point where we have an exact clear vivid image of what we want to
accomplish and we will achieve the goal to the exact degree to which we are capable of
seeing it with complete clarity within our own minds. The more we think about it, the
more clear and precise and sharp that image will be and the more it will come into our

                                                            The Psychology of Achievement by Brian Tracy

Step Twelve – Determination and Persistence – Back your plan with determination and
persistence and resolve to never, never, never, never give up! The best plan on earth will
not work unless you do!
Many people go through all of the steps up to and through step 11 and they will become
easily discouraged, quit at the first sign of defeat, even though we know all great
attainment and achievement was only accomplished with persistence.
Napoleon Hill said that “the quality of persistence is to the character of humans as carbon
is to steel.”
Three things about persistence:
     I. No matter how perfect your plan, no matter how pure your heart, every single
         person who has tried to accomplish anything outside the ordinary has suffered
         setback and obstacle and defeat and adversity and disappointment and heartache
         over and over and over again. The only difference is that winners continually
         picked themselves up and carried on, knowing that ultimate success is inevitable
         as long as they keep on keeping on.

   II. Self Discipline is persistence in action – self discipline is the underlying quality of
       all successful people. You can see how much self discipline you have by how
       persistent you are at working towards your goal.

  III. Your persistence is your measure of your faith in yourself. Your persistence is the
       direct measure of how much you believe in yourself and your ability to succeed.
       You can tell how much you believe in yourself by how ready and willing you are
       to pick yourself up by every disappointment and carry on. Because if you will
       pick yourself up every time there is literally nothing that can stop you!

When you start to set your goals, although you don’t look forward to it, expect that there
will be disappointments, delays and setbacks. Resolve to meet every single one of those
temporary defeats with a determination to overcome them and to persist and to carry on.
Keep yourself up and keep yourself positive by continually thinking about your goals,
talking about them, keeping them foremost in your mind.
“Obstacles are what you see when you take your mind off your goal.”
Remember that the conscious mind can hold only one thought at a time – positive or
negative. A goal is always a positive thought. No matter what happens, always think
about your goal. You will find it impossible to think about worries and petty anxieties.

Always encourage everyone to pursue their goals. Be positive congratulate them. Tell
them to go for it.

“If you do the thing you fear, the death of fear is certain.” Ralph Waldo Emerson