How to Make one Hell of a Profit and still get to Heaven

How to Make one Hell of a Profit and still get to Heaven

By Dr. John F. Demartini

ISBN 1-4019-0198-0

Published by Hay House Publishers 2004

www.drdemartini.com

5 star must reading. [The following is what I highlighted during my read of this excellent book -- I recommend it on my Top-ten List of Peace resources. My purpose in providing them is to interest you, the reader, and hope that you will obtain and read the complete work. To properly understand the highlights, you need to read the book to put them in the proper context.]

Millions of people worldwide dream of making a "good" living, of attaining great wealth, and having an extraordinary and fortunate life. However, they haven't yet found a way of attaining it, and they fear that they can only do so at the expense of others--perhaps by compromising their higher spiritual values and virtuous nature. Some people who outwardly acknowledge their desire for great wealth feel inwardly guilty about acquiring it, and their illusive conflict blocks or dissipates their potential fortunes. Other people say they just want to be comfortable and secure rather than vastly fortunate. These individuals "also hold themselves back from breaking through to new levels of financial freedom, and actually living their most cherished and inspiring dreams. In addition to their conflicting spiritual and material natures, some people have an additional internal struggle between their desires to give and receive. "How to Make One Hell of a Profit and Still Get to Heaven was written to help you (if you happen to be like most people) dissolve these apparent conflicts. It can assist you in making your financial dreams come true while shedding light on an entirely new way of looking at, understanding, and appreciating the true nature of Earthly profits and heavenly wealth. If you read and apply the principles and methodologies that are laid out in these pages, your relationship with, and ability to master, your spiritual wealth and material finances as well as other vital areas of your life will undergo an amazing transformation. This is most relevant to peace people.

Foreword by Mark Victor Hansen

Introduction

Chapter 1: What the Hell is Heaven?

…both heaven and hell are states of mind, one ordered and the other disordered. But here’s the most exciting part of all: you have to ability to choose which of these states you would love to live in.
One of the great secrets of the universe is that everything is in perfect order already, and the only thing keeping you out of heaven, with all of its spiritual and material bounties, is a lack of awareness and appreciation of that divine order. However, when you appreciate your life, your life actually increases or appreciates in value, and your self-worth and self-love grow. Through such appreciation, your station in life is automatically elevated.

The Ultimate Secret to Wealth and Fulfillment:

The most fulfilled people I’ve ever met are the ones who are inspired.

Spirit Really Matters:

Two great social forces…are spiritual wealth and material wealth.
“…why do you want to charge money for your services?”
“The people who generally ask me this question are often the ones with ‘poverty complexes.’”
“Few are going to join with you and financially invest in you until you invest in yourself.”
…spirit requires matter in order to express itself.

To Be Is to Do Is to Have:

There actually exists a state of equilibrium. You receive in exact proportion to the value you give.
…you can’t separate the three aspects of being, doing and having. If you don’t have anything and don’t do anything, you’ll be unable to avoid feeling less worthy.

The Power of Words:

“I am a highly paid professional musician.”

Master Mind:

There are seven primary areas of life fulfillment—spiritual, mental, vocational, financial, social, familial, and physical.

Words of Wisdom and Power:

Financial heaven is mine the moment I have a grateful heart and enlightened mind.
I am a master of my thoughts, and whatever I think about, I manifest or become.
I am a money magnet, and I am vastly fortunate.
I am a master of my financial thoughts. I am a master of my financial destiny.
I embrace spirit and matter equally.

Chapter 2: The Principle of Fair Exchange

Balance the Heart:

“They may forget what you said, but they will never forget how you made them feel.”
“Make a list of anything or anyone in your life that feels incomplete or out of balance, and find a way to bring it back into fair exchange. It will have an incredible effect on your mind and your finances.”

Something for Something:

Rather than focusing on lack and scarcity, acknowledge the great bounty of love, wisdom, and relationships you already possess, and start things moving.

The Secret of Charity:

…invest in inspiration over desperation.
…manage your money wisely and invest in yourself.
…it’s unwise to give from a state of pity, guilt, or from an “Oh, those poor people” form of compassion.
The truth is that every exchange is already balanced, whether you know it or not, but not until you see and feel it will you get your energy and freedom back.

Words of Wisdom and Power:

I give something for something—what they love for what I love.
I receive what my work is truly worth.
I invest in inspiration, not desperation.
The world is in perfect order, so I serve and am served.

Chapter 3: The Power of Appreciation

Grateful appreciation is a magically attractive force that can draw to you whatever you give thanks for.
If you appreciate your loved ones, you not only give them attention, you also honor them by knowing their values and what’s important to them.
…wealth flourishes when it’s appreciated.

The Hit Men:

Everything that happens to you is connected to your purpose.
“Whenever you fellows have the choice between being right and being love, choose love.”
Whatever you think about and thank about, you bring about.

Divine Order:

The third level is the appreciation you feel when someone simultaneously supports and challenges your values, and their positive and negative feedback becomes so fully integrated that you feel only blessed by the integrity of their love.
…realize that you’re actually in heaven now.
Appreciation raises your frequency and ingratitude lowers it, so appreciation literally lifts your spirit.
Magnificence in, magnificence out. When you can see it, you will live it.
When you see and appreciate the divine perfection that surrounds you, you give off a radiant light and bring harmony to yourself.
Leadership and self-mastery demand a willingness to acknowledge and give thanks to a higher intelligent order.
They are imbued with the certainty and confidence to lead others who have not yet reached that depth of awareness.
“If I only had one prayer, it would be ‘Thank you.’” Set aside time daily for thankful prayer and meditation to help you see and remember that all is done in accordance with a higher universal design.
The few who are grateful for what happens in their life and ask for inner divine guidance to direct them become the masters.

Words of Wisdom and Power:

My knowledge of wealth building appreciates daily.
I have a highly appreciating financial foundation.
Whatever I think about and thank about, I bring about.
I love and appreciate my heavenly wealth.

Chapter 4: From Self-Worth to Net Worth

The more respect and love you have for yourself, the greater and more financially rewarded your life will be.
To be a genius means listening to the voice of your soul, your inner being, and following its enlightened guidance.
Life is a mind game, and self-worth is the key to the most powerful mind and inspired life. Who you think you are determines what you’ll be and what you’ll receive.

I am a Genius?

…stand in front of a mirror, look directly into their own eyes, and say, “I love you. You’re a beautiful and worthy person.”
They believed in themselves.

Free Will or Freeloaders:

…teach…to save their self-worth.
With the intention of helping people, you actually support their low self-worth, rob them of dignity, and keep them from embracing responsibility for their own dreams. When you stop rescuing them, they either wake up and get motivated or go plug their umbilical cord into the next person who’s ready to learn that lesson. In either case, lessons are learned.
The universe is doing everything it can to get you to put a fee or at least a value on yourself. Have you realized that? It’s trying to get you to say, “This is how much I’m worth,” because until you declare it, people in the world wont honor it. The moment you do, you can have it.
…self-love is the lesson.

Love it or Lose it:

Your self-worth is directly proportionate to how well you maximize and equalize your giving and receiving, in accord with the Law of Equilibrium, while doing what you love. That’s the secret of bringing heaven to Earth: living with a whole spirit.

Guts and Glory:

Self-worth builds both creativity and courage. If you have great self-worth, you’ll never have to worry about having a job.
You have either results or excuses, and they’re mutually exclusive.
People and money are irresistibly drawn to energy, enthusiasm, and certainty.
…I wanted open space for my consciousness to expand into my dreams.

You are Divine Perfection:

Within everyone is an irresistible urge to grow and expand.
The heart is more powerful than the intellect when it comes to perceiving divine perfection, so listen to your heart’s self-love rather than your head’s self judgment.
…recognize the perfection that already is.
No matter what, you’re part of divine perfection.

Words of Wisdom and Power:

I am a financial genius, and I apply my moneymaking wisdom.
Praise and blame are illusions on the path to financial mastery.
I do what I love and I love what I do.
I am worthy, for I am part of the divine perfection.
When I see it, I will be it.

Chapter 5: The Spiritual Laws of Saving

…in life, the pain of regret, of what might have been, far outweighs the pain of discipline.
…bringing order to your financial house helps you build wealth.
…it takes planned organization and inspired effort to grow your money and become financially independent.
…if you take the time to master money, eventually it will work for you.
Unless you’re the master of money, you can become its slave, and it’s an excellent servant but a harsh master.

Save Yourself:

To overcome this believed tyranny, you must save. Accumulated money acts like a magnet: the more you have, the more you can attract.
The answer isn’t to simply work harder, although productive work has a value, but work smarter.
…a great and powerful metaphysical secret: if you pay yourself first and save, you’ll attract more money.
…of all the things you pay, ultimately your self carries the highest penalty if left unpaid.
The world reflects you, and until you’re willing to invest in you, don’t expect others to.

The Immortality Account:

What’s an immortality account? It’s the account you set up to grow the savings you give yourself first, before any other expenditure.
Your inspired soul isn’t concerned with survival because it’s immortal and can’t die, and it calls you to do what you love.
The purpose of the immortality account is to free you up to live your life from your soul, to eventually make more money from interest and investments than you can make by mortally working. When you reach that point, your life will be utterly transformed.

Step 1:

…commit yourself right now to saving 10 percent of every single month’s income…this has now become your top financial priority…
Money flows to those who demonstrate that they can manage it, and flees from those who don’t.
“Experience is a hard teacher because she gives the test first, the lesson afterward.”— Vernon Law

Step 2:

Increase your percentage and minimum every three months by 10 percent and watch what happens.
Those who commit to this program are seldom on fixed incomes within two to three years. They spontaneously become entrepreneurs who attract new opportunities and make more money than they ever did before.
Fixed incomes lead to fixed lifestyles because of fixed thinking, and this simple program frees up all three.
Your goal is to take your saving toward 50 percent of everything you earn, mirroring nature in its equal creation (saving) and destruction (spending).

Dollars and Sense:

Pay yourself first, your taxes second, your personal bills third, and your business bills last, and pay them all according to their priorities.

The Budget:

Preparing a budget can be quite a wake-up call, but it might just be the alarm you need to reprioritize your spending habits.

Discipline:

…long-term gratification makes money while short-term gratification costs you money.
Very few people have the self-discipline to become masters of wealth…

Money Magnetism:

…you’ll be different, and you make all the difference in the world.
The mastery of money is achieved by the same principles that govern health, relationship, business, or spirituality, because it’s all spirit. Your wealth and spirit will grow with your savings. The wealthier you become, the more inspiration you’ll be able to bring to yourself and others, and the more heaven you’ll be able to experience on Earth.
Watch it grow, but leave it alone. Remember, once it goes into this account, imagine that it’s no longer yours to spend. It belongs to your soul, and its long-term purpose is to one day make you more money than you can make by working. This is one of the most powerful steps you’ll ever take to begin laying the foundations of your future heavenly wealth. Do it now.

Words of Wisdom and Power:

I pay myself first, no matter what.
I take the cream off the top, because I’m worth it.
My disciplined savings plan adds to the wealth of my immortal spirit.
I am a master of money, and money works for me.
I manage money wisely, so I attract ever more money to manage.
I am a money magnet, and money flows to me from the most amazing places.

Chapter 6: Manage your Emotions…or They’ll Manage You

“Until you can manage your emotions, don’t expect to be able to manage money.”—Warren Buffet
…three profound principles:

the universe is filled with light energy or spirit.
matter is like light frozen at lower frequencies.
your true spiritual essence is divine light and love, not in the common understanding of the words, but rather in a state of unshakable presence, the still point in the midst of movement.

Every time you enter an emotional state, you split the light and power of your true nature into positive elation and negative depression. That’s why love and light are truth, and emotions are only half-truths. Anything you have an emotion about runs your life and in some sense robs you of your ability to manifest your dreams.
…until you master your emotions, you won’t master your life or your finances.
Emotions dissipate consciousness and wealth, while grateful and loving presence builds them.
Emotions represent scattered energy, but love represents focused presence. That loving presence is where your heavenly power lies. It only arises in a state of balanced emotion.
To the degree that you master your emotions, you move from the creature to creator and are able to manifest wealth at will.

Emotion, not Love, is Blind:

Emotions are due to lopsided perceptions of a balanced world, and they’ll persist until you return to balance. A positive emotion is triggered by anything you’re attracted to, and a negative emotion by anything you’re repelled by, and both will run you if you let them.
(peace people often let their emotions run them. In other words, they are often not balanced…not centered) editor
…cause you to react and invest unwisely.
Emotions impair judgment…
Emotions are created and fueled by the illusion of an imbalanced world—the belief that it’s possible to have positive without negative, gain without loss, pleasure without pain. This type of thinking attracts a lesson. Whatever you try to run away from you run into, and whatever your try to bury buries you, until you learn to love both sides. Any part of your life, any person, place, thing, idea, or event that you try to avoid or seek runs your life.
If only he’d known the truth of balance and had trained himself to look for it. He could have saved himself a lot of heartache and wealth.
It’s simple physics, for every positive in the universe, there’s a negative…When you know that every positive event in life has a concealed drawback, and every negative event has a hidden benefit outside…circumstances lose their power to elate or depress you. On the day you truly understand this, you’ll take a giant stride toward manifesting your fortune, but until then, you’ll get emotional and financial lessons to teach it to you. The only time you’re truly free is in the moment you find the divine Law of Equilibrium. When you see perfect balance all around you, you become liberated because you know that you can neither gain nor lose, and you act with inner certainty and heavenly appreciation.

The Coiled Spring:

Emotional highs and lows make it difficult to follow your journey. They distract you from your chief aim and force you to stop. The path is actually your mind, and you only get to walk along it when you’re stabilized.
Whenever the population of a nation, state, or city becomes cocky and overvalues itself…it automatically attracts neutralizing catastrophic events to humble it.
It represents a form of collective social consciousness.
When your emotions put you in an either-or situation, it seems that for someone to win, somebody else has to lose. That creates a paradox, and the only way to successfully resolve a paradox is to rise above it with greater clarity and certainty into the higher perspective I call a “metadox.” A metadox goes beyond or transcends the two contrary sides of a paradox; it’s a transcendent synthesis of the thesis and antithesis.
Whenever you’re faced with decision, stop and breathe for a moment. Then realize you have four choices for all decisions: this, that, both, or neither. You can choose one option or the other, find a way to combine both, or even choose neither of them. Believing only in a “this or that” solution can stalemate you. But if you don’t lock yourself in, sometimes a totally new alternative arises in your mind. The master is the one who can sit in the center and choose. The highest levels of the brain have the greatest number of options, and so does the leader in any given situation. It’s this form of certainty and freedom that leads to great heavenly wealth.

The Cushion:

Emotions can make you do too much or too little of some activity…
A cushion is designed to free you up to live your dreams, to moderate and neutralize your emotions so your wealth and business can grow.
…learn to stabilize yourself…
…set up a cushion account…enough money to cover at least two months of your earnings.

For the Love of Money:

In a wedding ceremony, the profound vows of love state, “For better, for worse, for richer, for poorer, in sickness, and in health.” That means you love your spouse for both sides of life. But if you imagine wealth to be one-sided pleasure and happiness, you’re living in an elated fantasy and you may be shocked and resentful when the other side shows up. If you don’t love money, which means to embrace both its pleasure and its pain, it will continue to elude you and run your life. Understand that money won’t make you happy; everything in life just changes the form of your pleasures and pains and comes with a price. When you’re willing to pay the price, you’ve earned the reward.
Money brings both pain and pleasure, and unless you master your emotions, those pleasures and pains can be very intense.
Heaven is a state of mind, and you glimpse it every moment you come to the center with gratitude.

The Four Cardinal Pillars:

Four magical human qualities—gratitude, love, certainty, and presence—make up the four cardinal pillars of the temple of your true inspired and awakened mind. The first two, gratitude and love, are qualities of the heart. The last two, certainty and presence, are qualities of the mind.
When you’re divided against yourself, your emotions keep you from doing what you love and building your heavenly wealth. The more grateful you are, the more you integrate your force and power. The more ungrateful you are, the more you disintegrate.
…he demonstrated a powerful and sincere love for his patients, while I was self-absorbed; he was inspired, while I was uninspired; he was certain, while I was full of doubt; he was present, while I was scattered and focused on excuses.
…when people attain the states of gratitude and love, and when their brains and hearts enter into a state of coherence, the power of their intent and presence is maximized.
…you have the ability to affect matter and change the world around you with your mind. The most powerful states of heart and mind available to human beings are ones of gratitude, love, certainty, and presence.

Exercise:

Here’s a great way to moderate your financial emotions and increase your money magnetism. Decide how much you’d love to make in a day, and simply start carrying that amount in your wallet.
…if you’re afraid of “losing” a day’s earnings, you’re not following the principles.

Words of Wisdom and Power:

I transcend the illusions of emotional pain and pleasure with financial wisdom.
Elusive emotions cost money. True, loving presence builds wealth.
I use the power of silence in order to be heard.
I have the power to choose this, that, both, or neither.
I remain centered and let neither elation nor depression distract me.
Great wealth brings great responsibilities, so I embrace both.
My balanced heart and mind bring me financial freedom.

Chapter 7: Evolutionary Investing

Have the wisdom of patience. Follow a slow, methodical strategy.
Fear is an instinct that comes from the gut, but intuition comes from the mind and heart. If you listen to your mind and heart, your gut-wrenching fears won’t fool you.

Words of Wisdom and Power:

I’m wealthy and enlightened; my money comes to me at the speed of light.
When it comes to my finances, I walk before I run and run before I soar.
I stick to my financial strategies no matter what.
I master each financial step as it comes.
I embrace my financial lessons and keep growing my heavenly wealth.
I have a balanced perspective about building long-term wealth.

Chapter 8: The Business of Business

A few primary keys to building a great business include having a clear intent or purpose, a truly inspiring vision, a grand message to share, a genuine social calling, and a targeted niche to serve.
But before these objectives can be met, the mastery of the mind is to be initiated.
Once leaders can govern themselves, they can govern others.
Going beyond the plateau requires you to increase your internal order.

Time is Life:

Any time or space that’s not filled with high priorities can automatically become filled with low priorities, and if you don’t know your high priorities, you’ll fall into the lows.
... when you’re busy, you often accomplish and create much more.
…dominate your thoughts and dreams.

Raise Your Standard:

To maximize the value of your time, prioritize your interactions.
Every day I increase my quality and standards.
Whenever you try to step outside your true value, you receive a lesson, so decide what your fee is and stick to it.

Efficiency and Effectiveness:

Business masters are those who love what they do, do what they love, and work efficiently and effectively. They delegate everything else to those who desire to do the same.
Unless you value your time, neither will the world.
The following six questions will help you weed out the unnecessary activities:

what am I doing that I can stop doing right now? What is superfluous?
what can I redistribute?
can I standardize and mass produce this?
what am I doing excessively, and what am I doing deficiently?
what am I not confronting?
what products can I produce in the shortest time period to provide the greatest profit?

Your goal is high performance and high priorities. These questions will help you achieve both, receive greater rewards for your efforts, and feel less stressed and more inspired at the end of the day.

Employees:

Your greatest management process…will be to inspire. The best way to inspire others is for you to become inspired.
It lowers people’s self-worth to get something for nothing.

Keep your distance:

The Law of Lesser Pissers…if you’re given the choice between pissing someone else off, and pissing yourself off, choose them every time. Others come and go, but you’re with you your whole life.

Urgency:

“the number one thing to remember is, everything is urgent. If you do anything other than the highest priorities, you just won’t grow.

“Did I?” Form:

Did I count my blessings and focus on being thankful today?
Did I list and prioritize my daily actions today?
Did I act on my priority actions today?
Did I communicate in terms of people’s values today?
Did I share from my heart while speaking today?
Did I write at least one thank-you letter today?
Did I grow and accelerate my wealth today?

Feedback:

It’s wiser to receive counsel from those who’ve been there and have achieved success.
The purpose of life is life, and it requires two sides to be complete.
When they are on your mind, you are on their mind.

The formula for Business Explosion:

Know your business purpose and objectives.
Organize your financial house.
Focus on high priorities.
Fill your mind with what you’d love and allow no idle time.
Know your costs, set your fees, and stick to them.
Organize your place of business so it’s clean, efficient, and beautiful.
Throw away anything that doesn’t serve your priorities, and throw away anything you wear that doesn’t make you feel like a multimillionaire.
Put your heart into your business.
Treat your business with love.
Focus on what inspires your life, and watch your heavenly profits grow.

Words of Wisdom and Power:

Every day, I raise my standards and quality.
I fill my life with high priority and intensity and receive the rewards.
I receive nothing less than what I am worth.
I plant so many inspiring business flowers that there is no room for weeds.
I am a professional, and I practice between my performances.
When my clients are on my mind, I am on their mind.

Chapter 9: Marketing Magic

“Nothing happens in this world until somebody sells something to somebody.”—Walter Hailey
Everyone is in marketing and sales, whether they know it or not.
If you believe that sales and marketing are not respectable or somehow manipulative, you’re setting yourself up against the forces of nature. You’d be wise to have a change of heart because sales and marketing are part of the divine order and are vital ingredients in your fulfillment.
There are four magical feelings that put energy and sizzle into your life: gratitude, love, inspiration, and enthusiasm. It’s the sizzle that makes the difference.
If you go into the marketplace and you don’t sizzle, why would people buy from you? It’s wise to be creative, dance with the market, play with the selling, and put some enthusiasm into your work. The more vitality and energy you put into whatever you do, the greater the results.
Enthusiasm comes from the Greek word en (within) and theos (god). It means, literally, the god within.
“You won’t be concerned about selling your next seminar if you give everything you have to the seminar you’re presenting. Become totally present and inspired, and the next one will take care of itself.” The best marketing step you could ever take is to be present and inspired with whatever you’re doing and whomever you’re with. Enthusiastic energy is pure spirit, and spirit is the most radiant and magnetic of all forces. When you love yourself and become inspired, so will others. Marketing is a test of how much inspiration, self-love, and other-love you have, as well as your ability and certainty in communicating it.

Sell Yourself:

…any portion of your mental faculties that remain undeveloped can become your stumbling block.
Nobody else gets up in the morning to sell you; the only person on earth with that responsibility is you. If you don’t learn to do it skillfully and wholeheartedly, you won’t masterfully direct your destiny. When you can confidently sell yourself to yourself, you’ll confidently sell yourself to others.
To create that level of certainty, take a moment to do the following:

Write down your services.
List the features that make them unique.
Describe how they are of utility to the public.
List the advantages of your work or services over anybody else’s.
Describe the specific benefits you offer and what value your services fill in the world.

Keep answering these questions over and over again until you feel a deep sense of increased worth, certainty, and appreciation for the service you provide. You’re the hardest sell you’ll probably ever face, and when you’re certain of the value of your skills or product, everyone else will be easy to sell. Unless you value yourself, don’t expect anyone else to. Until you’ve sold yourself, don’t expect anyone else to buy.
When you’re convinced, the next step is to convince others, so sit down and ask yourself this question: what are all the possible rejections I might meet in selling myself or my product? Then make a list of five responses for each one until you have absolute certainty that you can face any situation with confidence.
“Take your work seriously, but take yourself lightly.”—Ron Lee, the Corporate Ninja

Sell the seller:

Nothing ever gets done until someone sells something to someone else, be it a product, service, idea, or vision. Whoever has the most certainty makes the sale.
Am I a salesperson? You bet. Be proud to be a salesperson; that’s what makes the world go ‘round. Say to yourself, “I’m a master salesperson,…I know all the objections, I know what to say, and my magnetism and my product sell themselves. I love being a salesperson.” Loving what you do and doing what you love is one of the secrets of fulfillment and heavenly profits.

Be Outrageous:

…discovered a real knack for selling, and saw how to go beyond my comfort zone and take risks.
To be a great salesperson, you’d better be willing to do the action steps that most people aren’t willing to do. It’s all in how you view it, how much energy and certainty you have, and how creative you can be. If you’d love to rise above the common crowd, then stand above them—sales mastery demands it.
“When one door closes another door opens; but we often look so long and so regretfully upon the closed doors that we do not see the ones which are open for us.”—Alexander Graham Bell

To sell is not to Tell:

There are two primary types of marketing: centrifugal and centripetal. Like centrifugal force, in which objects are impelled outward from the center, centrifugal marketing means taking a new idea and selling it to the world, whether people are looking for it yet or not. Centripetal force utilizes the opposite effect—moving objects inward toward the center—and centripetal marketing means finding out what people are already looking for and providing it. Both types of marketing have their place and value.
Centrifugal marketing is when you have a dream or inspiration that you’d love to share whether people are looking for it or not, and you motivate and inspire them to become interested in it….cleverly also used centripetal techniques to tailor it to the needs of the public. If you master centripetal marketing, you receive input from many buyers. If you master centrifugal marketing, you broadcast output from one seller. Ideally, you want to combine both—have a dream that inspires you and learn how to communicate it in an effective manner that inspires others. Ask, “How can I provide others what they would love by providing myself with what I would love, and how can I provide myself what I would love by providing them what they would love?”

To Sell Is to Ask:

The wisest way to build your business is for both you and your customer to have your values fulfilled. Have an inspiring product or service you would love to bring people, and then polish it up according to their feedback. The aim of marketing is to truly understand and love your customers so well that your product or service fits them like a glove and sells itself. To sell is not to tell; to sell is to ask, and keep on asking until you know exactly what your customers are looking for. Then present your product in terms of their values or needs and the sale is almost automatic.
One of my dreams is to help awaken people around the world to how much love and wisdom they already have within them. But if I were to just blurt my message out upon meeting someone, I’d probably be ineffective.
Although the benefit I could offer them is real, I haven’t expressed it in terms of their values at the time.
Instead what if I asked a series of questions that unveiled people’s needs and values, where they in turn revealed to me how I could market and ultimately sell to them? What if I first helped them clarify their problem or void, or what appears missing, and then offered a solution? If you don’t know your customers’ dominant buying motive, you’ll be banging your head against a wall trying to sell to them.

The Seven Stages of Selling:

Be sure to follow the stages in order.
Each stage is accomplished through asking a series of questions. Remember, to sell is not to tell; to sell is to ask.

Greet or introduce. People form opinions within the first three to five seconds.
Establish rapport. Similarities forge bonds.
Identify their need. What’s their primary or immediate need? Find out what appears to be missing or problematic in their lives. The numbers of rejections you receive during the selling process are inversely proportional to how well you’ve established their need or void. The deeper and broader their need, the easier it is to sell.
Confirm their need. Be certain that you’ve established their true need. When they’ve told you what their need or void is, repeat this back to them. It’s wiser to know than to assume or guess.
Offer value. Tailor your work as a solution to their issue. Make an offer they can’t refuse. If someone says they can’t afford or don’t want something, all that means is you haven’t demonstrated value in their terms—so communicate more value! People never have a lack of money, they have a lack of motivation, they’ll find the money.
Close. Make the sale. Don’t leave it vague—confirm the appointment…arrange delivery and payment. Make it happen.
Provide service. Deliver the service you promised.

Link your services or products to your customers’ specific values and your products will sell themselves.
Be sincere and genuinely interested. Honestly care.
When you’re sincere and speak from your heart they’ll respond most favorably.
There’s a great value in having your satisfied clients speak for you.

Praise and Blame:

On the road to achievement and fulfillment, perceptions of success and failure or praise and criticism are inevitable. Criticism and praise will maintain equilibrium throughout your life no matter what you do, and your only choice is the form they take. If you aren’t willing to step out and face criticism from the outside, you’ll do it internally.
Honor and criticism come together as a pair…
If you fear failure, success will elude you.

Paradigms:

Beware of paradigms and limiting belief systems, because they’re usually not true.
The impossible is simply another business opportunity means there’s a niche that’s free and available. No one will compete with you because they think it’s impossible! Start your own paradigm. The cost may be working with greater intensity than most people would or even could do, but when you decide to do whatever it takes, travel whatever distance, and pay whatever price, you’ll reap the results. How inspired and committed are you?

Chunk it Down:

…chunk your objective down, and focus on the most probable and highest-quality prospects.
I’m always in the right place at the right time
to meet the right people to make the right deal.
You must continually come up with new ideas, services, products, and value.

The 80/20 Law:

Also known as the Pareto Principle…the 80/20 law states that 20 percent of what you do gives you 80 percent of the results…
It’s the same with clients, so focus most on that top 20 percent and put your greatest attention and effort into your key customers or clients.
Give your greatest attention to your most inspiring clients because even though they’re much fewer in number, they return many times much more profit. Don’t concentrate on cold clients at the expense of warm ones. It’s simple physics.

Gestalt:

When you’re certain and inspired about what you do, effective and congruent methods become automatic. Speak from a state of gestalt and the details will take care of themselves. When you speak from your heart, your heart will touch other hearts. In that state, extraordinary and heavenly business outcomes happen.
True inner marketing goes beyond general outer marketing. It’s a state of your most radiant being that transforms everyone it touches—it’s your spirit. Surprisingly, even advertising and marketing can take you to heaven. Do what you love and love what you do, and one day you’ll find yourself spontaneously doing everything described in this chapter and in this book.

Exercise 1:

The Embodiment Exercise.
Integrity, referrals, gratitude—whatever you desire in a client, do it yourself and watch what happens.

Exercise 2:

Whatever you think about and thank about, you bring about.

Words of Wisdom and Power:

I’m a master salesperson. My magnetism and products sell themselves.
When they come to make a sale, I make the sale.
I do what other people are unwilling to do.
To sell is not to tell; to sell is to ask.
How can I provide others what they would love so I can provide for myself what I would love?
I am a master at identifying voids and offering values.
I embody all the qualities of my greatest clients.
The impossible is simply another business opportunity.

Chapter 10: The Myth of Retirement

There is inside you, from a time before you ever became aware of it, a vision and calling to do something extraordinary.
It’s impossible to meet someone with an unwavering purpose without being inspired and guided by them, just as a plant can’t help but respond to the life, warmth, and direction provided by the sun.
…this may be your opportunity to transcend a myth in advance and change the way you think about, and manifest, your future.
…by a series of what some may call coincidences but are actually universal forces, he came to a seminar, woke up, and turned the lights back on.
It’s not just what you have, it’s also what you do that impacts what you feel you are, and if you’re not doing much, you risk eventually believing that you aren’t much.
…ask the question at the end of the day: Did I do everything I could with everything I’ve been given? You don’t question what’s possible for you, and unless you push the boundaries, you’ll never know what you might be capable of.
“Experience is not what happens to a man; it is what a man does with what happens to him.”—Aldous Huxley
Life is not a destination, it’s a journey of understanding, service, and mastery, and there’s no end to your growth.
Find a mission that will fulfill you for the rest of your existence.
The Perfect Day Exercise:
if you could have an entire day filled with nothing but your most inspiring activities and dreams, what would it look like?

Words of Wisdom and Power:

The light of my spirit burns brighter with age.
My service is my life, and my life truly works.
I serve, and then I serve some more, and boy, is my life rewarding!
Little actions make little lives, big actions make big lives, and my actions are gigantic.
The service I provide and the work I love stand way beyond any form of retirement.
I do everything I can with everything I am given.

Chapter 11: The Power of Relationship

Emotionally charged relationships can dissipate your potential…Your heart is your greatest asset. It’s the source of your inspiration and love and the connection to your divine soul. Investing in a loving heart can save you time, energy and wealth. People spend a great amount of time and money learning how to master business, but they never consider learning how to conduct caring relationships. As a result, many people don’t know the art of loving.

The Fantasy:

The basic fantasy that creates volatile emotions is the belief in one-sidedness, the search for positive without negative or pleasure without pain.
True love is that center point or balanced synthesis of the two, and that’s exactly what every person consciously or unconsciously receives. As long as you keep looking for one side instead of embracing the whole two-sided person, you’ll experience the other side all the more intensely. If you attempt to live in a fantasy, you’ll become frustrated and disillusioned with people because you’ll keep trying to make them match your fantasy, and it’s not going to happen. Anything you infatuate with, you’ll keep dealing with until you get the message.
You can’t have a meeting of the heart with anyone you place above or below you; they must be right there with you. Otherwise, you don’t have a relationship, you have a fantasy that’s guaranteed to be shattered. I call these hidden affairs.
We elevate and then torture others and ourselves because of unreal or impossible fantasies. Embracing both sides is essential. Otherwise, we’ll experience the extreme highs and lows of the emotional swings instead of balanced love.
Did you know that the inefficiencies and ineffectiveness in businesses are primarily due to the oscillations of infatuation and resentment going on in the lives of the people who work there?...the only way to be present is to see things as they truly are.

Values:

Values are what’s important to you, what you dedicate your time, energy, and money to. Commonly, the man will have the values of career, finance, and mental or rational development, and the woman will be focused on the relationship, social life, health, and beauty.
We all have both, but we tend to express one side and repress the other, and the more you’re polarized to either side, the more probable it is that your partner will be polarized to the other.
A highly motivated man who’s totally focused on the masculine side will be more likely to attract a woman who’s equally focused on the feminine side, because she’s his complementary balance. They’re attracted together because they’re different, and their relationship creates wholeness and balance in their extremes. That’s divine order, but usually each of them tries to get the other to live according to their values. They’re infatuated with their similarities and resentful of their differences, unaware that the core of the relationship actually is those very differences—that’s where the challenge and growth are found. If they got their wish for similarity, they’d get bored with each other. If any two people are exactly the same. One of them is unnecessary.
Relationships exist to expand you by pushing your buttons about the things you haven’t yet loved. The ideal relationship isn’t comfortable and easy, it’s one that gives you exactly the number of buttons you can tolerate. If you get more than you can handle, you burn out; but if you get too few, you become bored, and boredom or burnout eventually ends the relationship.
There’s no such thing as a completely trusting relationship; that’s just another fantasy.
The two together make up love. They’re both expressing love through their values, and no two people have exactly the same ones. You can trust your partner to be true to his or her own values and take care of the part of life you’re less focused on, and you’ll do the same, and that’s the trust. You can only truly trust others to live their values, not yours—unless of course, you sell them on your values. But that’s up to you, not them.
That means you’re going to challenge and betray them and resent them at times, and they’ll do the same to you. That’s normal. If you don’t understand this, you’ll feel betrayed every time they choose to honor their values over yours. You may think that your love is broken when that happens, but the truth is that your love has just begun, because pleasure and pain together make up true love. Every relationship has honesty and dishonesty, trust and betrayal, closeness and distance. That’s what a balanced life is about
Maximum evolution occurs with a balance of support and challenge, and when you give that to each other, you have a loving and fulfilling relationship. If you don’t, you’ll get a lesson.
He thought she’d betrayed him. In truth, she’d liberated him from an illusion and fear.

Polarities:

You’ll probably partly specialize in one area or another, but it’s wise to know something about all seven areas of life (spiritual, mental, vocational, financial, social, familial, and physical) in order to have a relationship based on sharing rather than dependence. Emotion and ignorance seek one-sidedness. Love and wisdom know that there are two sides to every issue. Any conflict subsides if you can stop, reflect, and say, “I see and honor you for who you are. I realize you’re there to teach me about the parts of myself I’ve been ignoring and make me a more complete person. Thank you.” If you can speak from your heart, your partner will go into his or her heart and meet you in the center. When you stop trying to change the other person, in that moment they’ll transform. The light of that wisdom unites polarities, but the longer you refuse to get the lesson, the more time and money it costs you. The lesson is love, and if you wake up to it, you may not leave.

Caring and Selling:

Caring and selling are actually identical; they both mean knowing and meeting people’s values. Don’t fool yourself about this. A relationship is buying-and-selling proposition. To raise your value in the relationship marketplace, you must know the other person’s values and figure out how to fulfill them. If you can’t do that, you have little or no value. They’re sharing their life with you, and the instant they feel strongly enough that they’re not getting value for their investment, they’ll go somewhere else, just like your clients.
There’s no such thing as, “Now that I have my partner, I can take him or her for granted.” You’re responsible for maintaining fair exchange, even in your relationships. A relationship is an ongoing sales process, a constantly renewable contract on invisible paper, so live up to your side of the contract.

Separate lives:

I recommend that a husband and wife have partially separate assets.
Why? For one reason, you’re already doing it in your head anyway.
It’s common sense to remove all uncertainty; otherwise, it’s just repressed.
…it really helps to get clear and maintain fair exchange.
There can be many unspoken tensions in a marriage around money, because money also represents power, and everyone wants theirs. If you don’t feel you have the freedom to do what you love, you’ll resent each other, so it’s smart to have common freedoms.
…she mainly wanted to be acknowledged and loved, and to feel that she’d contributed to his life.
Anything you love, you have the power to transform…open your heart to the balance in all people.

True Spiritual Love:

The loving union of male and female makes up a powerful linkage of spiritual forces, forming a whole that’s much greater than the sum of the parts. Love is a powerful magnetic force.
Mastery of relationships is vital to the mastery of wealth because, ultimately, others simply reflect and represent your relationship with yourself. Unless you love you, you won’t love them, and vice versa. Love is divine, and when you’re in love, you’re in the heavenly state. Heaven is right here and right now, the gate is in your own heart, and love is the key to all the treasures of spirit and matter. Use the key.

Exercise 1:

Make a list—a long list—of all the qualities and strengths you have to offer.
…awaken to your true and powerful qualities that are worthy of love. Continue listing your qualities and strengths until you can say, “damn, I truly am worthy of love!” if you can’t sell yourself to yourself, why would someone else buy you? Then care enough to communicate your values in terms of other people’s values.

Words of Wisdom and Power:

I am skillful in the art of loving relationships, so I keep building my profits.
I transcend my grudges and am grateful for my lessons.
I expect no one to live by my values but me.
When I speak from my heart, people hear it in theirs.
I know my partner’s values, and I speak in terms of them.
I do not put the ones I love on a pedestal or in a pit; I put them in my heart.

Chapter 12: The Power of Purpose

“When you are inspired by some great purpose…your mind transcends limitations, and your consciousness expands in all directions…Dormant forces, faculties, and talents become alive, and you discover yourself to be a greater person by far than you ever dreamed yourself to be.”—Patanjali
You were born with a magnificent purpose to fulfill in this world; buried deep in your heart, it’s your reason for being.
…immortal causes attract vast wealth.
The point of a purpose is to give you such a big “why” for your life that you attract the resources, money, and people to help you overcome any obstacle on the path to your dream. When the whys are big enough, the hows take care of themselves.
…decide whether you’d love to live your own life or let other to run it for you. That’s the difference between a leader and a follower: one listens to the soul and leads, the other is afraid to listen and follows.
If your purpose for making money doesn’t grow at a faster rate than it depreciates in value to you, you’ll eventually plateau, and either stop attracting wealth or squander it on low priorities.
People are drawn to, and invest in, inspiration more than desperation and great causes more than little ones.
Challenge is the barrier that must be overcome before you can grow to the next level

Exercise 1:

Choose a quiet time when you won’t be interrupted, and begin inwardly giving thanks for everything in your life for which you’re deeply grateful. Thank God for your wife or husband, your children, and your friends. Keep going until you feel your heart open and you get a tear in your eye. It’s easier than you might think.
The minute you get that feeling, address your Source and say, “What would you love me to fulfill? What’s my purpose here on Earth?” you can call the highest inner source of being whatever moves you most—the Source, God, or your soul—but ask it what it wants you to do. I say “Dear God, I ask that I may be worthy of receiving your divine revelation, that I may be receptive to your grace. I ask that my heart be opened and the outlines of my destiny be revealed, that I may be humbled to the truth you provide before me.”
Thank your source in advance for its wisdom.
If you’re truly grateful, the message will come at the speed of light, so get ready to write it down. If it doesn’t come instantly, simply think more deeply about what you’re grateful for and ask again.
Write all your messages down, and ask your source for further instructions before you act: “Thank you for this insight. Can you give me more details? Is there a time when I am to do this?” don’t be afraid to ask questions of your Inner Guidance. Listening to and trusting your inner voice is one of the greatest resources of Earth. It’s pure wisdom, and all the great leaders have mastered it. Geniuses are those who listen to their inner message, see their soul’s inner vision and obey. The light of the soul is wisdom.

Words of Wisdom and Power:

My why is so big that the hows take care of themselves
I know my purpose, I live my purpose, I love my purpose.
How is this connected to my purpose?
I have global vision, and the world rewards me for it.
God is the power, I am the vision, and we are the team.
My soul speaks to me with great wisdom. I listen and obey.