The Magic of Thinking Big

success is determined not so much by the size of one’s brain as it is by the size of one’s thinking. (View Highlight)

. Case history after case history proved that the size of bank accounts, the size of happiness accounts, and the size of one’s general satisfaction account is dependent on the size of one’s thinking. There is magic in thinking big. (View Highlight)

TYPE OF FEAR ACTION 1. Embarrassment because of personal appearance. Improve it. Go to a barbershop or beauty salon. Shine your shoes. Get your clothes cleaned and pressed. In general, practice better grooming. It doesn’t always take new clothes. 2. Fear of losing an important customer. Work doubly hard to give better service. Correct anything that may have caused customers to lose confidence in you. 3. Fear of failing an examination. Convert worry time into study time. 4. Fear of things totally beyond your control. Turn your attention to helping to relieve the fear of others. Pray. 5. Fear of being physically hurt by something you can’t control, such as a tornado or an airplane out of control. Switch your attention to something totally different. Go out into your yard and pull up weeds. Play with your children. Go to a movie. 6. Fear of what other people may think and say. Make sure that what you plan to do is right. Then do it. No one ever does anything worthwhile for which he is not criticized. 7. Fear of making an investment or purchasing a home. Analyze all factors. Then be decisive. Make a decision and stick with it. Trust your own judgment. 8. Fear of people. Put them in proper perspective. Remember, the other person is just another human being pretty much like yourself. (View Highlight)

Use this two-step procedure to cure fear and win confidence:

Probably the greatest human weakness is self-deprecation—that is, selling oneself short. (View Highlight)

Here is an exercise to help you measure your true size. I’ve used it in training programs for executives and sales personnel. It works.

SITUATION THE PETTY THINKER’S APPROACH THE BIG THINKER’S APPROACH Expense accounts 1. Figures out ways to increase income through chiseling on expense accounts. 1. Figures out ways to increase income by selling more merchandise. Conversation 2. Talks about the negative qualities of his friends, the economy, his company, the competition. 2. Talks about the positive qualities of his friends, his company, the competition. Progress 3. Believes in retrenchment or at best the status quo. 3. Believes in expansion. Future 4. Views the future as limited. 4. Sees the future as very promising. Work 5. Looks for ways to avoid work. 5. Looks for more ways and things to do, especially helping others. Competition 6. Competes with the average. 6. Competes with the best. Budget problems 7. Figures out ways to save money by cutting down on necessary items. 7. Figures out ways to increase income and buy more of the necessary items. Goals 8. Sets goals low. 8. Sets goals high. Goals vision 9. Sees only the short run. 9. Is preoccupied with the long run. Security 10. Is preoccupied with security problems. 10. Regards security as a natural companion of success. Companionship 11. Surrounds himself with petty thinkers. 11. Surrounds himself with persons with large, progressive ideas. Mistakes 12. Magnifies minor errors. Turns them into big issues. 12. Ignores errors of little consequence. (View Highlight)

Don’t sell yourself short. Conquer the crime of self-deprecation. Concentrate on your assets. You’re better than you think you are.

Rule: Remember, your appearance “talks.” Be sure it says positive things about you. Never leave home without feeling certain you look like the kind of person you want to be. (View Highlight)

A person who thinks his job is important

That day I decided to try it. Without telling anyone I walked out on the lot and found a vacant car. Then for several minutes I talked to myself. I told myself, ‘I’m a good car salesman and I’m going to be the best. I sell good cars and I give good deals. The people I’m phoning need those cars and I’m going to sell them.’ (View Highlight)

SITUATION ASK YOURSELF 1. When I worry Would an important person worry about this? Would the most successful person I know be disturbed about this? 2. An idea What would an important person do if he had this idea? 3. My appearance Do I look like someone who has maximum self-respect? 4. My language Am I using the language of successful people? 5. What I read Would an important person read this? 6. Conversation Is this something successful people would discuss? 7. When I lose my temper Would an important person get mad at what I’m mad at? 8. My jokes Is this the kind of joke an important person would tell? 9. My job How does an important person describe his job to others? (View Highlight)

Look important; it helps you think important. Your appearance talks to you. Be sure it lifts your spirits and builds your confidence. Your appearance talks to others. Make certain it says, “Here is an important person: intelligent, prosperous, and dependable.”

Be environment-conscious. Just as body diet makes the body, mind diet makes the mind.

Grow the “I’m activated” attitude. Results come in proportion to the enthusiasm invested. Three things to do to activate yourself are:

Make yourself lighter to lift. Be likable. Practice being the kind of person people like. This wins their support and puts fuel in your success-building program.

Be an activationist. Be someone who does things. Be a doer, not a don’t-er.