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Jack Caneld The Success Principles ™ (continued from front flap) USA 24.95 “Cane fi ld’s principles are simple, but the results you’ll achieve will be extraordinary.” CANADA 34.95 –Anthony Robbins, author of Awaken the Giant Within and Unlimited Power From learning these basics, you can then tackle the Jack Cane fi ld “When Jack Cane fi ld writes, I listen. This is Jack’s n fi est piece of writing and will impact important inner work needed to transform yourself. your life forever.” –Pat Williams, senior vice president of the NBA’s Orlando Magic cocreator of After this inner work, you can turn to building a “suc- “Canfield and Switzer have put their methods cess team” and the important ways of transforming your hicken oup for the oul to success in an illuminating and easy-to-read “In one book, The Success Principles gives you the basic strategies for success plus the relationships for lasting success. Finally, because success book. Jack’s teaching is highly effective and advanced strategies that will help you become a success master. I have personally learned with Janet Switzer always includes a financial dimension, you can learn to fi this new book will be the gift to give this year.“ a lot from Jack Cane fi ld and I trust you will too.” develop a positive money consciousness along with the –Ken Blanchard, coauthor of The One Minute –John Gray, Ph.D., author of Men Are from Mars, Women Are from Venus habits that will ensure that you have enough to live the ® ® Manager and Customer Mania lifestyle you want, while keeping the importance of tith- ing and service central to your financial practice. Taken The Success Principles™ is a roadmap for anyone—from marketing professionals together and practiced every day, these principles will The Principles Always Work to small business owners, and from teachers to students and parents—striving to transform your life beyond your wildest dreams achieve their professional and personal dreams or goals. Touching on every aspect If You Work the Principles Filled with memorable and inspiring stories of CEO’s, of our lives, Jack Cane fi ld offers 64 practical and inspiring principles to get any world-class athletes, celebrities, and everyday people, The aspiring person from where they are to where they want to be, including: Get ready to transform yourself for success. Jack Cane fi ld, Success Principles™ will give you the courage and the heart cocreator of the phenomenal bestselling Chicken Soup to start living the principles of success today. Go for it • How to change the outcome of any event, simply by changing your response to it for the Soul® series, turns to the principles he’s studied, taught, and lived for more than 30 years in this practical • How to access powerful mentors and friends who’ll open doors for you JACK CANFIELD is the cocreator of the Chicken Soup for and inspiring guide that will help any aspiring person get the Soul® series, developing 40 New York Times bestsellers • How to complete past projects, and heal relationships and hurts so you can from where they are to where they want to be. including 11 that went to 1. He is America’s leading expert embrace the future The Success Principles™ will teach you how to increase in creating peak performances for entrepreneurs, corpo- your cond fi ence, tackle daily challenges, live with passion • How to prepare and be instantly ready when opportunity comes knocking rate leaders, managers, sales professionals, employees, and purpose, and realize all your ambitions. Not merely and educators, who has helped hundreds of thousands of • How to implement the unique time management system that insures you’ll a collection of good ideas, this book spells out the 64 individuals the world over achieve their dreams during the have time to focus on success timeless principles used by successful men and women last 30 years. Cane fi ld is a popular radio and TV talk-show throughout history. And the fundamentals are the same • How to say “no” to the good, so you’ll have room in your life to say “yes” guest, having appeared on Oprah, Fox & Friends, CNN, and for all people and all professions–even if you’re currently to the great others. He is also a syndicated columnist through King unemployed. It doesn’t matter if your goals are to be • How to ask for and get everything you want…from people who can give it to you Features and has a nationally syndicated radio show. He the top salesperson in your company, become a leading lives in Santa Barbara, California. • Why you should drop out of the “Ain’t It Awful” Club and instead surround architect, score straight A’s in school, lose weight, buy your Also available on cassette and CD from HarperAudio. yourself with successful, positive, and nurturing people dream home, or make millions of dollars–the principles ™ and strategies are the same. Jacket photograph © Deborah Feingold • How to maximize your success with money, your n fi ances, your future … How to Get from and so much more For more information visit or call 1-800-237-8336 ����������������� Where You Are to ����� (continued on back flap) Where You Want to Be 0105 �������������23926_ch00.i-x.qxd 11/12/04 4:40 PM Page ix THE Success Principles™ HOW TO GET FROM WHERE YOU ARE TO WHERE YOU WANT TO BE Jack Canfield Cocreator of the ® Chicken Soup for the Soul Series WITH Janet Switzer A HarperResource Book An Imprint of HarperCollinsPublishers CLICK HERE to order your copy of The Success Principles23926_ch00.xi-xxxiv.qxd 10/25/04 5:46 PM Page xxii xxii CONTENTS 22. Practice Persistence 171 23. Practice the Rule of 5 178 24. Exceed Expectations 181 II. Transform Y ourself for Success 25. Drop Out of the “Ain’t It Awful” Club...and Surround Yourself with Successful People 189 26. Acknowledge Your Positive Past 195 27. Keep Your Eye on the Prize 204 28. Clean Up Your Messes and Your Incompletes 208 29. Complete the Past to Embrace the Future 214 30. Face What Isn’t Working 221 31. Embrace Change 226 32. Transform Your Inner Critic into an Inner Coach 229 33. Transcend Your Limiting Beliefs 242 34. Develop Four New Success Habits a Year 247 35. 99% Is a Bitch; 100% Is a Breeze 251 36. Learn More to Earn More 255 37. Stay Motivated with the Masters 263 38. Fuel Your Success with Passion and Enthusiasm 269 III. Build Y our Success Team 39. Stay Focused on Your Core Genius 277 40. Redefine Time 282 41. Build a Powerful Support Team and Delegate to Them 287 42. Just Say No 291 43. Say No to the Good So That You Can Say Yes to the Great 296 44. Find a Wing to Climb Under 299 45. Hire a Personal Coach 304 46. Mastermind Your Way to Success 307 47. Inquire Within 314 IV . Create Successful Relationships 48. Be Hear Now 325 49. Have a Heart Talk 330 50. Tell the Truth Faster 336 CLICK HERE to order your copy of The Success Principles23926_ch00.xi-xxxiv.qxd 10/25/04 5:46 PM Page xxiii CONTENTS xxiii 51. Speak with Impeccability 342 52. When in Doubt, Check It Out 347 53. Practice Uncommon Appreciation 352 54. Keep Your Agreements 359 55. Be a Class Act 364 V . Success and Money 56. Develop a Positive Money Consciousness 373 57. You Get What You Focus On 381 58. Pay Yourself First 389 59. Master the Spending Game 398 60. To Spend More, First Make More 403 61. Give More to Get More 413 62. Find a Way to Serve 418 VI. Success Starts Now 63. Start Now ...Just Do It 425 64. Empower Yourself by Empowering Others 432 The Success Principles Free Success Tools™ 437 The Success Principles Annual Success Challenge™ 437 The Success Principles Free Success Strategies Course™ 437 Bring the Power of Change to Your Organization: The Success Principles™ Workshop 439 Suggested Reading and Additional Resources for Success 441 About the Authors 453 Permissions 457 Index 461 CLICK HERE to order your copy of The Success Principles23926_ch00.xi-xxxiv.qxd 10/25/04 5:46 PM Page xxvii INTRODUCTION If a man for whatever reason has the opportunity to lead an extraordinary life,he has no right to keep it to himself. JACQUES-YVES COUSTEAU Legendary underwater explorer and filmmaker If a man writes a book,let him set down only what he knows. I have guesses enough of my own. JOHANN WOLFGANG VON GOETHE German poet, novelist, playwright, and philosopher This is not a book of good ideas. This is a book of timeless principles used by successful men and women throughout history. I have studied these success principles for over 30 years and have applied them to my own life. The phe- nomenal level of success that I now enjoy is the result of applying these prin- ciples day in and day out since I began to learn them in 1968. My success includes being the author and editor of over 60 best-selling books with over 80 million copies in print in 39 languages around the world, holding a Guinness Book world record for having seven books on the May 24, 1998, New York Times bestseller list, earning a multimillion-dollar net income every year for over the past 10 years, living in a beautiful California estate, ap- pearing on every major talk show in America (from Oprah to Good Morning America), having a weekly newspaper column read by millions every week, commanding speaking fees of 25,000 a talk, speaking to Fortune 500 compa- nies all over the world, being the recipient of numerous professional and civic awards, having an outrageous relationship with my amazing wife and won- CLICK HERE to order your copy of The Success Principles23926_ch00.xi-xxxiv.qxd 10/25/04 5:46 PM Page xxviii xxviii INTRODUCTION derful children, and having achieved a steady state of wellness, balance, hap- piness, and inner peace. I get to socialize with CEOs of Fortune 500 companies; movie, television, and recording stars; celebrated authors; and the world’s finest spiritual teach- ers and leaders. I have spoken to the members of Congress, professional ath- letes, corporate managers, and sales superstars in all of the best resorts and retreat centers of the world—from the Four Seasons Resort in Nevis in the British West Indies to the finest hotels in Acapulco and Cancun. I get to ski in Idaho, California, and Utah, go rafting in Colorado, and hike in the moun- tains of California and Washington. And I get to vacation in the world’s best resorts in Hawaii, Australia, Thailand, Morocco, France, and Italy. All in all, life is a real kick And like most of you reading this book, my life started out in a very aver- age way. I grew up in Wheeling, West Virginia, where my dad worked in a florist’s shop, where he made 8,000 a year. My mother was an alcoholic and my father was a workaholic. I worked during the summers to make ends meet (as a lifeguard at a pool and at the same florist’s shop as my father). I went to college on a scholarship and held a job serving breakfast in one of the dorms to pay for books, clothes, and dates. Nobody handed me anything on a silver platter. During my last year of graduate school, I had a part-time teaching job that paid me 120 every 2 weeks. My rent was 79 a month, so that left 161 to cover all my other expenses. Toward the end of the month, I ate what became known as my 21-cent dinners—a 10-cent can of tomato paste, garlic salt, and water over an 11-cent bag of spaghetti noodles. I know what it is like to be scraping by on the bottom rungs of the economic ladder. After graduate school, I started my career as a high school history teacher in an all-black school on the south side of Chicago. And then I met my men- tor, W. Clement Stone. Stone was a self-made multimillionaire who hired me to work in his foundation, where he trained me in the fundamental success principles that I still operate from today. My job was to teach these same prin- ciples to others. Over the years, I have gone on from my time with Stone to interview hundreds of successful people—Olympic and professional athletes, celebrated entertainers, best-selling authors, business leaders, political lead- ers, successful entrepreneurs, and top salespeople. I have read literally thou- sands of books (I average one every 2 days), attended hundreds of seminars, and listened to thousands of hours of audio programs to uncover the univer- sal principles for creating success and happiness. I then applied those princi- ples to my own life. The ones that worked I have taught in my speeches, seminars, and workshops to well over 1 million people in all 50 U.S. states...and in 20 countries around the world. These principles and techniques have not only worked for me but they have also helped hundreds of thousands of my students achieve breakthrough CLICK HERE to order your copy of The Success Principles23926_ch00.xi-xxxiv.qxd 10/25/04 5:46 PM Page xxix INTRODUCTION xxix success in their careers, greater wealth in their finances, greater aliveness and joy in their relationships, and greater happiness and fulfillment in their lives. My students have started successful businesses, become self-made million- aires, achieved athletic stardom, received lucrative recording contracts, starred in movie and television roles, won political offices, had huge impact in their communities, written best-selling books, been named teacher of the year in their school districts, broken all the sales records in their companies, written award-winning screenplays, become presidents of their corporations, been recognized for their outstanding philanthropic contributions, created highly successful relationships, and raised unusually happy and successful children. THE PRINCIPLES ALWAYS WORK IF YOU WORK THE PRINCIPLES All of these same results are also possible for you. I know for a fact that you, too, can attain unimagined levels of success. Why? Because the principles and techniques always work—all you have to do is put them to work for you. A few years ago, I was on a television show in Dallas, Texas. I had made the claim that if people would use the principles I was teaching, they could double their income and double their time off in less than 2 years. The woman interviewing me was highly skeptical. I told her that if she used the principles and techniques for 2 years and she didn’t double her income and double her time off, I would come back on her show and write her a check for 1,000. If they did work, she had to ask me back and tell her viewers the prin- ciples had worked. A short 9 months later, I ran into her at the National Speakers Association convention in Orlando, Florida. She told me that not only had she already doubled her income but she had also moved to a bigger station with a substantial pay increase, had started a public speaking career, and had already finished and sold a book—all in just 9 months The fact is that anyone can consistently produce these kinds of results on a regular basis. All you have to do is decide what it is you want, believe you deserve it, and practice the success principles in this book. The fundamentals are the same for all people and all professions—even if you’re currently unemployed. It doesn’t matter if your goals are to be the top salesperson in your company, become a leading architect, get all A’s in school, lose weight, buy your dream home, or become a world-class professional athlete, a rock star, an award-winning journalist, a multimillionaire, or a suc- cessful entrepreneur—the principles and strategies are the same. And if you learn them, assimilate them, and apply them with discipline every day, they will transform your life beyond your wildest dreams. CLICK HERE to order your copy of The Success Principles23926_ch00.xi-xxxiv.qxd 10/25/04 5:46 PM Page xxx xxx INTRODUCTION “YOU CAN’T HIRE SOMEONE ELSE TO DO YOUR PUSH-UPS FOR YOU” As motivational philosopher Jim Rohn has so aptly put it, “You can’t hire someone else to do your push-ups for you.” You must do them yourself if you are to get any value out of them. Whether it is exercising, stretching, meditat- ing, reading, studying, learning a new language, creating a mastermind group, setting measurable goals, visualizing success, repeating affirmations, or practicing a new skill, you are going to have to do it. No one else can do these things for you. I will give you the road map, but you will have to drive the car. I will teach you the principles, but you will have to apply them. If you choose to put in the effort, I promise you the rewards will be well worth it. HOW THIS BOOK IS STRUCTURED To help you quickly learn these powerful principles, I have organized this book into six sections. Section I, “The Fundamentals of Success,” contains 25 chapters that are the absolute basics you must do to get from where you are to where you want to be. You’ll start by exploring the absolute necessity of taking 100% responsibility for your life and your results. From there, you’ll learn how to clarify your life purpose, your vision, and what you truly want. Next we’ll look at how to create an unshakable belief in yourself and your dreams. Then I’ll help you turn your vision into a set of concrete goals and an action plan for achieving them. I’ll even teach you how to harness the incred- ible power of affirmations and visualization—one of the success secrets of all Olympic athletes, top entrepreneurs, world leaders, and others. The next few chapters have to do with taking those necessary but some- times scary action steps that are required to make your dreams come true. You’ll learn to ask for what you want, reject rejection, solicit and respond to feedback, and persevere in the face of what can sometimes seem like insur- mountable obstacles. Section II, “Transform Yourself for Success,” addresses the important in- ner work you’ll need to do—work that will help you remove any mental and emotional blocks you may have to success. It’s not enough to know what to do. There are many books that will tell you that. You also need to understand the importance of and the methodology for removing self-defeating beliefs, fears, and habits that are holding you back. Like driving your car with the emergency brake on, these blocks can significantly slow your progress. You must learn how to release the brakes, or you will always experience life as a CLICK HERE to order your copy of The Success Principles23926_ch00.xi-xxxiv.qxd 10/25/04 5:46 PM Page xxxi INTRODUCTION xxxi struggle and fall short of your intended goals. What will you learn in Section II? You’ll learn how to surround yourself with successful people and how to acknowledge the positive past and release the negative past, face what isn’t working in your life, embrace change, and make a commitment to lifelong learning. We’ll look at how to clean up any physical and emotional messes you have created and complete all the “incompletes” in your life robbing you of valuable energy that could be better used in the achievement of your goals. I’ll also teach you how to transform your inner critic into an inner coach and develop valuable success habits that will change your life forever. Section III, “Build Your Success Team,” reveals how and why to build different kinds of support teams so you can spend your time focusing exclu- sively on your core genius. You’ll also learn how to redefine time, find a per- sonal coach, and access your own inner wisdom—an untapped but ultrarich resource for most people. In Section IV, “Create Successful Relationships,” I’ll teach you a number of principles, as well as some very practical techniques, for building and maintaining successful relationships. In this day of strategic alliances and power networks, it’s literally impossible to build large-scale, long-lasting success without world-class relationship skills. Finally, because so many people equate success with money, and because money is vital to our survival and the quality of our life, Section V is entitled “Success and Money.” I’ll teach you how to develop a more positive money consciousness, how to ensure that you have plenty of money to live the lifestyle you want, both now and after you retire, and the importance of tithing and service in guaranteeing your financial success. Section VI, “Success Starts Now,” consists of two short chapters on the importance of getting started now and empowering others in the process. Reading these chapters will jump-start you in creating the life you’ve always dreamed of but up until now may not have fully known how to create. HOW TO READ THIS BOOK Believe nothing. No matter where you read it, or who said it, even if I have said it,unless it agrees with your own reason and your own common sense. BUDDHA Everyone learns differently, and you probably know how you learn best. And though there are many ways that you can read this book, I’d like to make a few suggestions that may be helpful. CLICK HERE to order your copy of The Success Principles23926_ch00.xi-xxxiv.qxd 10/25/04 5:46 PM Page xxxii xxxii INTRODUCTION You may want to read this book through once just to get a feel for the to- tal process before you start the work of creating the life you truly want, The principles are presented in an order that builds one upon the other. They are like the numbers in a combination lock—you need all the numbers, and you need them in the right order. It doesn’t matter what color, race, gender, or age you are. If you know the combination, the lock has to open for you. As you are reading, I strongly encourage you to underline and highlight everything that feels important to you. Make notes in the margin about the things you’ll put into action. Then review those notes and highlighted sec- tions again and again. Repetition is the key to real learning. Every time you reread portions of this book, you’ll literally “re-mind” yourself of what you need to do to get from where you are to where you want to be. As you’ll dis- cover, it takes repetitive exposure to a new idea before it becomes a natural part of your way of thinking and being. You may also discover that you’re already familiar with some of the prin- ciples here. That’s great But ask yourself, Am I currently practicing them? If not, make a commitment to put them into action—now Remember, the principles only work if you work the principles. The second time you read through this book, you’ll want to read one chapter at a time, then take whatever time necessary to put it into practice. If you’re already doing some of these things, keep doing them. If not, start now. Like many of my past students and clients, you, too, may find yourself re- sisting taking some of the suggested action steps. But my experience has shown that the ones you most resist are the ones you need to most embrace. Remember, reading this book is not the same as doing the work, any more than reading a book on weight loss is the same as actually eating fewer calo- ries and exercising more. You might find it useful to connect with one or two other people who would like to join you as accountability partners and ensure that each of you actually implements what you learn. True learning only occurs when you as- similate and apply the new information—when there is a change in your be- havior. A WARNING Of course, any change requires sustained effort to overcome years’ worth of internal and external resistance. Initially you may find yourself getting very excited about all this new information. You may feel a newfound sense of hope and enthusiasm for the new vision of your life as it can be. This is good. But be forewarned that you may also begin to experience other feelings as well. You may feel frustration at not knowing about all of this earlier, anger at CLICK HERE to order your copy of The Success Principles23926_ch00.xi-xxxiv.qxd 10/28/04 10:58 AM Page xxxiii INTRODUCTION xxxiii your parents and teachers for not teaching you these important concepts at home and at school, or anger at yourself for having already learned many of these things and not having acted on them. Just take a deep breath and realize that this is all part of the process of your journey. Everything in the past has actually been perfect. Everything in your past has led you to this transformative moment in time. Everyone— including you—has always done the best they could with what they knew at the time. Now you are about to know more. Celebrate your new awareness It is about to set you free. You may also find that there will be times when you wonder, Why isn’t all of this working faster? Why haven’t I already achieved my goal? Why aren’t I rich al- ready? Why don’t I have the man or woman of my dreams by now? When am I going to achieve my ideal weight? Success takes time, effort, perseverance, and pa- tience. If you apply all of the principles and techniques covered in this book you will achieve your goals. You will realize your dreams. But it won’t happen overnight. It’s natural in the achievement of any goal to come upon obstacles, to feel temporarily stuck on a plateau. This is normal. Anyone who has ever played a musical instrument, participated in a sport, or practiced a martial art knows that you hit plateaus where it seems as if you are making no progress whatso- ever. That’s when the uninitiated often quit, give up, drop out, or take up an- other instrument or sport. But the wise have discovered if they just keep practicing their instrument, sport, or martial art (or, in your case, the success principles in this book), eventually they make what feels like a sudden leap to a higher level of proficiency. Be patient. Hang in there. Don’t give up. You will break through. The principles always work. Okay, let’s get started. It’s time to start living the life you’ve imagined. HENRY JAMES American-born author of 20 novels, 112 stories, and 12 plays CLICK HERE to order your copy of The Success Principles23926_ch01.001-435.qxd 10/25/04 5:47 PM Page 3 PRINCIPLE 1 TAKE 100% RESPONSIBILITY FOR YOUR LIFE You must take personal responsibility.You cannot change the circumstances,the seasons,or the wind, but you can change yourself. JIM ROHN America’s foremost business philosopher One of the most pervasive myths in the American culture today is that we are entitled to a great life—that somehow, somewhere, someone (certainly not us) is responsible for filling our lives with continual happiness, exciting career options, nurturing family time, and blissful personal relationships simply be- cause we exist. But the real truth—and the one lesson this whole book is based on—is that there is only one person responsible for the quality of the life you live. That person is you. If you want to be successful, you have to take 100% responsibility for everything that you experience in your life. This includes the level of your achievements, the results you produce, the quality of your relationships, the state of your health and physical fitness, your income, your debts, your feelings—everything This is not easy. In fact, most of us have been conditioned to blame something outside of ourselves for the parts of our life we don’t like. We blame our parents, our bosses, our friends, the media, our coworkers, our clients, our spouse, the weather, the economy, our astrological chart, our lack of money—anyone or anything we can pin the blame on. We never want to look at where the real problem is—ourselves. There is a wonderful story told about a man who is out walking one night CLICK HERE to order your copy of The Success Principles23926_ch01.001-435.qxd 10/25/04 5:47 PM Page 4 4 Jack Canfield and comes upon another man down on his knees looking for something un- der a streetlamp. The passerby inquires as to what the other man is looking for. He answers that he is looking for his lost key. The passerby offers to help and gets down on his knees and helps him search for the key. After an hour of fruitless searching, he says, “We’ve looked everywhere for it and we haven’t found it. Are you sure that you lost it here?” The other man replies, “No, I lost it in my house, but there is more light out here under the streetlamp.” It is time to stop looking outside yourself for the answers to why you haven’t created the life and results you want, for it is you who creates the quality of the life you lead and the results you produce. You—no one else To achieve major success in life—to achieve those things that are most important to you—you must assume 100% responsibility for your life. Noth- ing less will do. ONE HUNDRED PERCENT RESPONSIBILITY FOR EVERYTHING As I mentioned in the introduction, back in 1969—only 1 year out of gradu- ate school—I had the good fortune to work for W. Clement Stone. He was a self-made multimillionaire worth 600 million at the time—and that was long before all the dot-com millionaires came along in the ’90s. Stone was also America’s premier success guru. He was the publisher of Success Maga- zine, author of The Success System That Never Fails, and coauthor with Napoleon Hill of Success Through a Positive Mental Attitude. When I was completing my first week’s orientation, Mr. Stone asked me if I took 100% responsibility for my life. “I think so,” I responded. “This is a yes or no question, young man. You either do or you don’t.” “Well, I guess I’m not sure.” “Have you ever blamed anyone for any circumstance in your life? Have you ever complained about anything?” “Uh...yeah...I guess I have.” “Don’t guess. Think.” “Yes, I have.” “Okay, then. That means you don’t take one hundred percent responsibility for your life. Taking one hundred percent responsibility means you acknowl- edge that you create everything that happens to you. It means you understand that you are the cause of all of your experience. If you want to be really success- CLICK HERE to order your copy of The Success Principles23926_ch01.001-435.qxd 10/25/04 5:47 PM Page 5 THE FUNDAMENTALS OF SUCCESS 5 ful, and I know you do, then you will have to give up blaming and complain- ing and take total responsibility for your life—that means all your results, both your successes and your failures. That is the prerequisite for creating a life of success. It is only by acknowledging that you have created everything up until now that you can take charge of creating the future you want. “You see, Jack, if you realize that you have created your current condi- tions, then you can uncreate them and re-create them at will. Do you under- stand that?” “Yes, sir, I do.” “Are you willing to take one hundred percent responsibility for your life?” “Yes, sir, I am” And I did. YOU HAVE TO GIVE UP ALL YOUR EXCUSES Ninety-nine percent of all failures come from people who have a habit of making excuses. GEORGE WASHINGTON CARVER Chemist who discovered over 325 uses for the peanut If you want to create the life of your dreams, then you are going to have to take 100% responsibility for your life as well. That means giving up all your ex- cuses, all your victim stories, all the reasons why you can’t and why you haven’t up until now, and all your blaming of outside circumstances. You have to give them all up forever. You have to take the position that you have always had the power to make it different, to get it right, to produce the desired result. For whatever reason—ignorance, lack of awareness, fear, needing to be right, the need to feel safe—you chose not to exercise that power. Who knows why? It doesn’t matter. The past is the past. All that matters now is that from this point for- ward you choose—that’s right, it’s a choice—you choose to act as if (that’s all that’s required—to act as if) you are 100% responsible for everything that does or doesn’t happen to you. If something doesn’t turn out as planned, you will ask yourself, “How did I create that? What was I thinking? What were my beliefs? What did I say or not say? What did I do or not do to create that result? How did I get the other person to act that way? What do I need to do differently next time to get the result I want?” CLICK HERE to order your copy of The Success Principles23926_ch01.001-435.qxd 10/25/04 5:47 PM Page 6 6 Jack Canfield A few years after I met Mr. Stone, Dr. Robert Resnick, a psychotherapist in Los Angeles, taught me a very simple but very important formula that made this idea of 100% responsibility even clearer to me. The formula is: E + R = O (Event + Response = Outcome) The basic idea is that every outcome you experience in life (whether it is suc- cess or failure, wealth or poverty, health or illness, intimacy or estrangement, joy or frustration) is the result of how you have responded to an earlier event or events in your life. If you don’t like the outcomes you are currently getting, there are two ba- sic choices you can make. 1. You can blame the event (E) for your lack of results (O). In other words, you can blame the economy, the weather, the lack of money, your lack of education, racism, gender bias, the current ad- ministration in Washington, your wife or husband, your boss’s at- titude, the lack of support, the political climate, the system or lack of systems, and so on. If you’re a golfer, you’ve probably even blamed your clubs and the course you played on. No doubt all these factors do exist, but if they were the deciding factor, nobody would ever succeed. Jackie Robinson would never have played major league base- ball, Sidney Poitier and Denzel Washington would have never be- come movie stars, Dianne Feinstein and Barbara Boxer would never have become U.S. senators, Erin Brockovich would never have uncovered PG&E’s contamination of the water in Hinkley, California, Bill Gates would never have founded Microsoft, and Steve Jobs would never have started Apple Computers. For every reason why it’s not possible, there are hundreds of people who have faced the same circumstances and succeeded. Lots of people overcome these so-called limiting factors, so it can’t be the limiting factors that limit you. It is not the external conditions and circumstances that stop you—it is you We stop ourselves We think limiting thoughts and engage in self-defeating behaviors. We defend our self-destructive habits (such as drinking and smoking) with indefensible logic. We ignore useful feedback, fail to continuously educate ourselves and learn new skills, waste time on the trivial aspects of our lives, engage in idle gossip, eat un- healthy food, fail to exercise, spend more money than we make, fail CLICK HERE to order your copy of The Success Principles23926_ch01.001-435.qxd 10/25/04 5:47 PM Page 7 THE FUNDAMENTALS OF SUCCESS 7 to invest in our future, avoid necessary conflict, fail to tell the truth, don’t ask for what we want—and then wonder why our lives don’t work. But this, by the way, is what most people do. They place the blame for everything that isn’t the way they want it on outside events and circumstances. They have an excuse for everything. 2. You can instead simply change your responses (R) to the events (E)—the way things are—until you get the out- comes (O) you want. You can change your thinking, change your communication, change the pictures you hold in your head (your images of yourself and the world)—and you can change your behavior—the things you do. That is all you really have any con- trol over anyway. Unfortunately, most of us are so run by our habits that we never change our behavior. We get stuck in our con- ditioned responses—to our spouses and our children, to our col- leagues at work, to our customers and our clients, to our students, and to the world at large. We are a bundle of conditioned reflexes that operate outside of our control. You have to regain control of your thoughts, your images, your dreams and daydreams, and your behavior. Everything you think, say, and do needs to become in- tentional and aligned with your purpose, your values, and your goals. IF YOU DON’T LIKE YOUR OUTCOMES, CHANGE YOUR RESPONSES Let’s look at some examples of how this works. Do you remember the Northridge earthquake in 1994? Well, I do I lived through it in Los Angeles. Two days later, I watched as CNN interviewed people commuting to work. The earthquake had damaged one of the main freeways leading into the city. Traffic was at a standstill, and what was nor- mally a 1-hour drive had become a 2- or 3-hour drive. The CNN reporter knocked on the window of one of the cars stuck in traffic and asked the driver how he was doing. He responded angrily, “I hate California. First there were fires, then floods, and now an earthquake No matter what time I leave in the morning, I’m going to be late for work. I can’t believe it” Then the reporter knocked on the window of the car behind him and asked the second driver the same question. This driver was all smiles. He replied, “It’s no problem. I left my house at five AM. I don’t think under the cir- cumstances my boss can ask for more than that. I have lots of music cassettes CLICK HERE to order your copy of The Success Principles23926_ch01.001-435.qxd 10/25/04 5:47 PM Page 8 8 Jack Canfield and my Spanish-language tapes with me. I’ve got my cell phone. I have coffee in a thermos, my lunch—I even brought a book to read. So I’m fine.” Now, if the earthquakeor the traffic were really the deciding variables, then everyone should have been angry. But everyone wasn’t. It was their individual response to the traffic that gave them their particular outcome. It was thinking negative thoughts or thinking positive thoughts, leaving the house prepared or leaving the house unprepared that made the difference. It was all a matterof at- titude and behavior that created their completely different experiences. I’VE HEARD THERE’S GOING TO BE A RECESSION; I’VE DECIDED NOT TO PARTICIPATE A friend of mine owns a Lexus dealership in Southern California. When the Gulf War broke out, people stopped coming in to buy Lexuses (or Lexi, for any fellow Harvard graduates and Latin students out there). They knew that if they didn’t change their response (R) to the event (E) of nobody coming into the showroom, they were going to slowly go out of business. Their nor- mal response (R) would have been to continue placing ads in the newspaper CLICK HERE to order your copy of The Success Principles23926_ch01.001-435.qxd 10/25/04 5:47 PM Page 9 THE FUNDAMENTALS OF SUCCESS 9 and on the radio, then wait for people to come into the dealership. But that wasn’t working. The outcome (O) they were getting was a steady decrease in sales. So they tried a number of new things. The one that worked was driving a fleet of new cars out to where the rich people were—the country clubs, marinas, polo grounds, parties in Beverly Hills and Westlake Village—and then inviting them to take a spin in a new Lexus. Now think about this . . . have you ever test-driven a new car and then got back into your old car? Remember that feeling of dissatisfaction you felt as you compared your old car to the new car you had just driven? Your old car was fine up until then. But suddenly you knew there was something better— and you wanted it. The same thing happened with these folks. After test- driving the new car, a high percentage of the people bought or leased a new Lexus. The dealership had changed their response (R) to an unexpected event (E)—the war—until they got the outcome (O) they wanted ...increased sales. They actually ended up selling more cars per week than before the war broke out. EVERYTHING YOU EXPERIENCE TODAY IS THE RESULT OF CHOICES YOU HAVE MADE IN THE PAST Everything you experience in life—both internally and externally—is the re- sult of how you have responded to a previous event. Event: You are given a 400 bonus. Response: You spend it on a night on the town. Outcome: You are broke. Event: You are given a 400 bonus. Response: You invest it in your mutual fund. Outcome: You have an increased net worth. You only have control over three things in your life—the thoughts you think, the images you visualize, and the actions you take (your behavior). How you use these three things determines everything you experience. If you don’t like what you are producing and experiencing, you have to change your responses. Change your negative thoughts to positive ones. Change what you daydream about. Change your habits. Change what you read. Change your friends. Change how you talk. CLICK HERE to order your copy of The Success Principles23926_ch01.001-435.qxd 10/25/04 5:47 PM Page 10 10 Jack Canfield IF YOU KEEP ON DOING WHAT YOU’VE ALWAYS DONE, YOU’LL KEEP ON GETTING WHAT YOU’VE ALWAYS GOT Twelve-step programs such as Alcoholics Anonymous define insanity as “con- tinuing the same behavior and expecting a different result.” It ain’t gonna happen If you are an alcoholic and you keep on drinking, your life is not go- ing to get any better. Likewise, if you continue your current behaviors, your life is not going to get any better either. The day you change your responses is the day your life will begin to get better If what you are currently doing would produce the “more” and “better” that you are seeking in life, the more and better would have already shown up If you want something different, you are going to have to do something different YOU HAVE TO GIVE UP BLAMING All blame is a waste of time. No matter how much fault you find with another, and regardless of how much you blame him, it will not change you. WAYNE DYER Coauthor of How to Get What You Really, Really, Really, Really Want You will never become successful as long as you continue to blame someone or something else for your lack of success. If you are going to be a winner, you have to acknowledge the truth—it is you who took the actions, thought the thoughts, created the feelings, and made the choices that got you to where you now are. It was you You are the one who ate the junk food. You are the one who didn’t say no You are the one who took the job. You are the one who stayed in the job. You are the one who chose to believe them. You are the one who ignored your intuition. You are the one who abandoned your dream. You are the one who bought it. You are the one who didn’t take care of it. You are the one who decided you had to do it alone. CLICK HERE to order your copy of The Success Principles23926_ch01.001-435.qxd 10/25/04 5:47 PM Page 11 THE FUNDAMENTALS OF SUCCESS 11 You are the one who trusted him. You are the one who said yes to the dogs. In short, you thought the thoughts, you created the feelings, you made the choice, you said the words, and that’s why you are where you are now. YOU HAVE TO GIVE UP COMPLAINING The man who complains about the way the ball bounces is likely the one who dropped it. LOU HOLTZ The only coach in NCAA history to lead six different college teams to postseason bowl games, and winner of a national championship and “coach of the year” honors Let’s take a moment to really look at complaining. In order to complain about something or someone, you have to believe that something better exists. You CLICK HERE to order your copy of The Success Principles