How to Make one Hell of a
Profit and still get to Heaven
By Dr. John F. Demartini
Published by Hay House Publishers 2004
[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.]
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
Chapter 1: What the Hell is Heaven?
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
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
most fulfilled people I’ve ever met are the ones who are inspired.
Spirit Really Matters:
great social forces…are spiritual wealth and material wealth.
do you want to charge money for your services?”
“The people who generally ask me this question are often the ones with
are going to join with you and
financially invest in you until
you invest in yourself.”
requires matter in order to express
To Be Is to Do Is to Have:
actually exists a state of equilibrium. You receive in exact proportion to
the value you give.
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:
am a highly paid professional musician.”
are seven primary areas of life fulfillment—spiritual, mental, vocational,
financial, social, familial, and physical.
Words of Wisdom and Power:
heaven is mine the moment I have a grateful heart and enlightened mind.
am a master of my thoughts, and whatever I think about, I manifest or
am a money magnet, and I am vastly fortunate.
am a master of my financial thoughts. I am a master of my financial destiny.
embrace spirit and matter equally.
Chapter 2: The Principle of Fair Exchange
Balance the Heart:
may forget what you said, but they will never forget how you made them
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:
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:
in inspiration over desperation.
your money wisely and invest in yourself.
unwise to give from a state of pity, guilt, or from an “Oh, those poor
people” form of compassion.
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
Words of Wisdom and Power:
give something for something—what they love for what I love.
receive what my work is truly worth.
invest in inspiration, not desperation.
world is in perfect order, so I serve and am served.
Chapter 3: The Power of Appreciation
appreciation is a magically attractive force that can draw to you whatever
you give thanks for.
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.
flourishes when it’s appreciated.
The Hit Men:
that happens to you is connected to your purpose.
you fellows have the choice between being right and being love, choose
you think about and thank about, you bring about.
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.
that you’re actually in heaven now.
raises your frequency and ingratitude lowers it, so appreciation literally
lifts your spirit.
in, magnificence out. When you can see it, you will live it.
you see and appreciate the divine perfection that surrounds you, you give
off a radiant light and bring harmony to yourself.
and self-mastery demand a willingness to acknowledge and give thanks to a
higher intelligent order.
are imbued with the certainty and confidence to lead others who have not yet
reached that depth of awareness.
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.
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:
knowledge of wealth building appreciates daily.
have a highly appreciating financial foundation.
I think about and thank about, I bring about.
love and appreciate my heavenly wealth.
Chapter 4: From Self-Worth to Net Worth
more respect and love you have for yourself, the greater and more
financially rewarded your life will be.
be a genius means listening to the voice of your soul, your inner being, and
following its enlightened guidance.
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
I am a Genius?
in front of a mirror, look directly into their own eyes, and say, “I love
you. You’re a beautiful and worthy person.”
believed in themselves.
Free Will or Freeloaders:
save their self-worth.
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.
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.
is the lesson.
Love it or Lose it:
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:
builds both creativity and courage. If you have great self-worth, you’ll never have to
worry about having a job.
have either results or excuses, and they’re mutually exclusive.
and money are irresistibly drawn to energy, enthusiasm, and certainty.
wanted open space for my consciousness to expand into my dreams.
You are Divine Perfection:
everyone is an irresistible urge to grow and expand.
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
the perfection that already is.
matter what, you’re part of divine perfection.
Words of Wisdom and Power:
am a financial genius, and I apply my moneymaking wisdom.
and blame are illusions on the path to financial mastery.
do what I love and I love what I do.
am worthy, for I am part of the divine perfection.
I see it, I will be it.
Chapter 5: The Spiritual Laws of Saving
life, the pain of regret, of what might have been, far outweighs the pain of
order to your financial house helps you build wealth.
takes planned organization and inspired effort to grow your money and become
you take the time to master money, eventually it will work for you.
you’re the master of money, you can become its slave, and it’s an
excellent servant but a harsh master.
overcome this believed tyranny, you must save. Accumulated money acts like a
magnet: the more you have, the more you can attract.
answer isn’t to simply work harder, although productive work has a value,
but work smarter.
great and powerful metaphysical secret: if you pay yourself first and save,
you’ll attract more money.
all the things you pay, ultimately your self carries the highest penalty if left unpaid.
world reflects you, and until you’re willing to invest in you, don’t
expect others to.
The Immortality Account:
an immortality account? It’s the account you set up to grow the savings
you give yourself first, before any other expenditure.
inspired soul isn’t concerned with survival because it’s immortal and
can’t die, and it calls you to do what you love.
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.
yourself right now to saving 10 percent of every single month’s
income…this has now become your top financial priority…
flows to those who demonstrate that they can manage it, and flees from those
is a hard teacher because she gives the test first, the lesson
your percentage and minimum every three months by 10 percent and watch what
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.
incomes lead to fixed lifestyles because of fixed thinking, and this simple
program frees up all three.
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:
yourself first, your taxes second, your personal bills third, and your
business bills last, and pay them all according to their priorities.
a budget can be quite a wake-up call, but it might just be the alarm you
need to reprioritize your spending habits.
gratification makes money while short-term gratification costs you money.
few people have the self-discipline to become masters of wealth…
be different, and you make all the difference in the world.
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.
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:
pay myself first, no matter what.
take the cream off the top, because I’m worth it.
disciplined savings plan adds to the wealth of my immortal spirit.
am a master of money, and money works for me.
manage money wisely, so I attract ever more money to manage.
am a money magnet, and money flows to me from the most amazing places.
Chapter 6: Manage your Emotions…or They’ll Manage You
you can manage your emotions, don’t expect to be able to manage
universe is filled with light energy or spirit.
is like light frozen at lower frequencies.
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.
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.
you master your emotions, you won’t master your life or your
dissipate consciousness and wealth, while grateful and loving presence
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.
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:
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.
people often let their emotions run them. In other words, they are often not
balanced…not centered) editor
you to react and invest unwisely.
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
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.
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:
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.
the population of a nation, state, or city becomes cocky and overvalues
itself…it automatically attracts neutralizing catastrophic events to
represents a form of collective social consciousness.
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.
can make you do too much or too little of some activity…
cushion is designed to free you up to live your dreams, to moderate and
neutralize your emotions so your wealth and business can grow.
to stabilize yourself…
up a cushion account…enough money to cover at least two months of your
For the Love of Money:
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.
brings both pain and pleasure, and unless you master your emotions, those
pleasures and pains can be very intense.
is a state of mind, and you glimpse it every moment you come to the center
The Four Cardinal Pillars:
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.
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.
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
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.
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.
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.
you’re afraid of “losing” a day’s earnings, you’re not following
Words of Wisdom and Power:
transcend the illusions of emotional pain and pleasure with financial
emotions cost money. True, loving presence builds wealth.
use the power of silence in order to be heard.
have the power to choose this, that, both, or neither.
remain centered and let neither elation nor depression distract me.
wealth brings great responsibilities, so I embrace both.
balanced heart and mind bring me financial freedom.
Chapter 7: Evolutionary Investing
the wisdom of patience. Follow a slow, methodical strategy.
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:
wealthy and enlightened; my money comes to me at the speed of light.
it comes to my finances, I walk before I run and run before I soar.
stick to my financial strategies no matter what.
master each financial step as it comes.
embrace my financial lessons and keep growing my heavenly wealth.
have a balanced perspective about building long-term wealth.
Chapter 8: The Business of Business
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.
before these objectives can be met, the mastery of the mind is to be
leaders can govern themselves, they can govern others.
beyond the plateau requires you to increase your internal order.
Time is Life:
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.
your thoughts and dreams.
Raise Your Standard:
maximize the value of your time, prioritize your interactions.
day I increase my quality and standards.
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:
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.
you value your time, neither will the world.
following six questions will help you weed out the unnecessary activities:
am I doing that I can stop doing right now? What is superfluous?
can I redistribute?
I standardize and mass produce this?
am I doing excessively, and what am I doing deficiently?
am I not confronting?
products can I produce in the shortest time period to provide the greatest
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.
greatest management process…will be to inspire. The best way to inspire
others is for you to become inspired.
lowers people’s self-worth to get something for nothing.
Keep your distance:
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.
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:
I count my blessings and focus on being thankful today?
I list and prioritize my daily actions today?
I act on my priority actions today?
I communicate in terms of people’s values today?
I share from my heart while speaking today?
I write at least one thank-you letter today?
I grow and accelerate my wealth today?
wiser to receive counsel from those who’ve been there and have achieved
purpose of life is life, and it
requires two sides to be complete.
they are on your mind, you
are on their mind.
The formula for Business
your business purpose and objectives.
your financial house.
on high priorities.
your mind with what you’d love and allow no idle time.
your costs, set your fees, and stick to them.
your place of business so it’s clean, efficient, and beautiful.
away anything that doesn’t serve your priorities, and throw away anything
you wear that doesn’t make you feel like a multimillionaire.
your heart into your business.
your business with love.
on what inspires your life, and watch your heavenly profits grow.
Words of Wisdom and Power:
day, I raise my standards and quality.
fill my life with high priority and intensity and receive the rewards.
receive nothing less than what I am worth.
plant so many inspiring business flowers that there is no room for weeds.
am a professional, and I practice between my performances.
my clients are on my mind, I am on their mind.
Chapter 9: Marketing Magic
happens in this world until somebody sells something to
is in marketing and sales, whether they know it or not.
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.
are four magical feelings that put energy and sizzle into your life:
gratitude, love, inspiration, and enthusiasm. It’s the sizzle that makes
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.
comes from the Greek word en (within) and theos (god). It means, literally,
the god within.
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.
portion of your mental faculties that remain undeveloped can become your
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
create that level of certainty, take a moment to do the following:
down your services.
the features that make them unique.
how they are of utility to the public.
the advantages of your work or services over anybody else’s.
the specific benefits you offer and what value your services fill in the
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.
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
your work seriously, but take yourself lightly.”—Ron Lee, the Corporate
Sell the seller:
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
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.
a real knack for selling, and saw how to go beyond my comfort zone and take
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
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:
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.
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:
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.
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.
the benefit I could offer them is real, I haven’t expressed it in terms of
their values at the time.
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:
sure to follow the stages in order.
stage is accomplished through asking a series of questions. Remember, to
sell is not to tell; to sell is to ask.
or introduce. People form opinions within the first three to five seconds.
rapport. Similarities forge bonds.
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.
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.
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.
Make the sale. Don’t leave it vague—confirm the appointment…arrange
delivery and payment. Make it happen.
service. Deliver the service you promised.
your services or products to your customers’ specific values and your
products will sell themselves.
sincere and genuinely interested. Honestly care.
you’re sincere and speak from your heart they’ll respond most favorably.
a great value in having your satisfied clients speak for you.
Praise and Blame:
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.
and criticism come together as a pair…
you fear failure, success will elude you.
of paradigms and limiting belief systems, because they’re usually not
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:
your objective down, and focus on the most probable and highest-quality
always in the right place at the right time
to meet the right people to make the right deal.
must continually come up with new ideas, services, products, and value.
The 80/20 Law:
known as the Pareto Principle…the 80/20 law states that 20 percent of what
you do gives you 80 percent of the results…
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.
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
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
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.
referrals, gratitude—whatever you desire in a client, do it yourself and
watch what happens.
you think about and thank about, you bring about.
Words of Wisdom and Power:
a master salesperson. My magnetism
and products sell themselves.
they come to make a sale, I make the sale.
do what other people are unwilling to do.
sell is not to tell; to sell is to ask.
can I provide others what they would love so I can provide for myself what I
am a master at identifying voids and offering values.
embody all the qualities of my greatest clients.
impossible is simply another business opportunity.
Chapter 10: The Myth of Retirement
is inside you, from a time before you ever became aware of it, a vision and
calling to do something extraordinary.
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.
may be your opportunity to transcend a myth in advance and change the way
you think about, and manifest, your future.
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.
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.
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.
is not what happens to a man; it is what a man does with what happens to
is not a destination, it’s a journey of understanding, service, and
mastery, and there’s no end to your growth.
a mission that will fulfill you for the rest of your existence.
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:
light of my spirit burns brighter with age.
service is my life, and my life truly works.
serve, and then I serve some more, and boy, is my life rewarding!
actions make little lives, big actions make big lives, and my actions are
service I provide and the work I love stand way beyond any form of
do everything I can with everything I am given.
Chapter 11: The Power of Relationship
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.
basic fantasy that creates volatile emotions is the belief in one-sidedness,
the search for positive without negative or pleasure without pain.
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.
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.
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
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.
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.
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.
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.
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.
no such thing as a completely trusting relationship; that’s just another
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.
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
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.
thought she’d betrayed him. In truth, she’d liberated him from an
illusion and fear.
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
Caring and Selling:
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.
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
relationship is an ongoing sales process, a constantly renewable contract on
invisible paper, so live up to your side of the contract.
recommend that a husband and wife have partially separate assets.
For one reason, you’re already doing it in your head anyway.
common sense to remove all uncertainty; otherwise, it’s just repressed.
really helps to get clear and maintain fair exchange.
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.
mainly wanted to be acknowledged and loved, and to feel that she’d
contributed to his life.
you love, you have the power to transform…open your heart to the balance
in all people.
True Spiritual Love:
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.
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.
a list—a long list—of all the qualities and strengths you have to offer.
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:
am skillful in the art of loving relationships, so I keep building my
transcend my grudges and am grateful for my lessons.
expect no one to live by my values but me.
I speak from my heart, people hear it in theirs.
know my partner’s values, and I speak in terms of them.
do not put the ones I love on a pedestal or in a pit; I put them in my
Chapter 12: The Power of Purpose
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
were born with a magnificent purpose to fulfill in this world; buried deep
in your heart, it’s your reason for being.
causes attract vast wealth.
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.
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.
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.
are drawn to, and invest in, inspiration more than desperation and great
causes more than little ones.
is the barrier that must be overcome before you can grow to the next level
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.
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
your source in advance for its wisdom.
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.
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
Words of Wisdom and Power:
why is so big that the hows take care of themselves
know my purpose, I live my purpose, I love my purpose.
is this connected to my purpose?
have global vision, and the world rewards me for it.
is the power, I am the vision, and we are the team.
soul speaks to me with great wisdom. I listen and obey.