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Networking and Referrals Jim Rohn’sSeventh Pillar of Success:Part One394 One-Year Success Plan 2010 Jim Rohn International
Week 27Welcome to Week 27 of The Jim Rohn One-Year Success Plan. We hope you are having a great weekand are ready for this week’s journey.Today we officially enter the second part of the program. We have spent much of the first half ofthe program focusing on our internal thinking, beliefs and mindset. Although we have discussedtechniques and skill improvement, we have had to first challenge our own limiting beliefs andphilosophies. This will continue in the second half of the year, but you will notice that the nextsix Pillars are more technique- and skill-oriented. You’re going to find yourself getting results andadapting to change more quickly and easier than ever before. Why? Because of the previous sixmonths of paradigm shifts and muscle building. Yes, challenges build muscles! Self-growth buildsmuscles! You may not see all of that growth yet, but others are noticing. This is exciting stuff we’re allengaged in.This month we’ll focus on Pillar Seven: Networking/Referrals. Harvey Mackay, author of the bestselling book Swimming with the Sharks Without Being Eaten Alive, refers to his Rolodex as his mostvaluable asset. Elections have been won, companies built and careers launched in part by the subtle,yet priceless, awareness of how to create and keep a network of valuable relationships.Jim and Chris will focus this week on how changing our attitude, mindset and philosophy is the veryfirst step in the process of building a powerful network of relationships. It is great information.Thank you for all the wonderful comments you keep sending us about the results you are experiencingfrom being a part of the one-year plan. We thrive on your feedback.Make it a great week!Kyle“Networking is simply the cultivatingof mutually beneficial, give and take,win-win relationships. It works best,however, when emphasizing the‘give’ part.” 2010 Jim Rohn International—Bob BurgOne-Year Success Plan395
Networking and ReferralsJim Rohn’s Seventh Pillar of Success: Networking and Referrals,Part One—Developing the Attitude for NetworkingHello, Jim Rohn here. We have some terrific stuff for you on networking and referrals this month.Here is what we will be covering:1. Developing the Attitude for Networking (and life). The old saying is true that your attitudedetermines your altitude. You will only go as far as your attitude will carry you. We will look atthe kind of attitudes that will enable you to successfully expand your network and make your lifeall that it can be. There are certain attitudes you must have toward circumstances and those thatyou must have toward yourself and others. Your attitude also governs the process of what takesplace when you are networking. We will take a look at the world of attitude in this week’s edition.2. Becoming a Person of Influence. The ability to attract and influence others is paramount tobeing a successful networker. We will cover the principles of influence and what motivates othersto follow your lead, which, in turn, builds your network. We will also discuss how to expandyour Rolodex with people who want to go with you to greater heights. This will all be coverednext week.3. Working your Network. It takes a certain skill to search for and gain new referrals in order toexpand your business. We will show you how to develop your network and grow your business—what to do before the meeting, during the meeting and after the meeting, all designed to help yougrow your business through an expanding network of people. We will cover this in two weeks.4. Getting the Referral. The success of your business depends on keeping your current customerssatisfied while at the same time gaining new customers. The key to getting new customers isgetting the referral. We will discuss a technique for this and also cover the ins and outs of workingwith people in such a way that they help you find others to grow your business—and gladly referyou! We will cover this in three weeks.Get ready, because this month is going to be great. If you follow the ideas put forth in the followingweeks, you will begin to see your network expand and your business flourish!Developing the Attitude for NetworkingWhen we talk about developing an attitude for networking, we need to break it up into a fewareas: First, you have a general attitude about life and work. Second, you have an attitude aboutcircumstances. Third, you have an attitude about yourself and others. And fourth, you have anattitude toward the process.In every area, your attitude will be a significant factor in how successful you become in yournetworking endeavors. Just as in life, your attitude determines so much. If you have a bad attitude,it will affect how well you work with others and how you perform. So it is imperative that youconsistently work on maintaining a positive attitude that will carry you on to success—not only indeveloping your network, but, more important, in developing your life!Let’s take a look at the attitudes that will help make you a successful networker.1. Your attitude about life and work. There are two basic attitudes that determine how weexperience life: “Life is good” and “Life can get better.”These are basically the tenets of optimism. Let’s take a look at each.“Life is good.” It seems as though many people like to talk about how bad things are. They areconstantly focusing on what they don’t have. But what would happen if you decided to focus onwhat you do have? Yes, there are going to be things that happen that you could point to and say,396 One-Year Success Plan 2010 Jim Rohn International
“See, life is bad.” But there will always be things you can point to that will enable you to say, “Life isgood.” In fact, the very idea that you are alive to say it is proof that life is good! Like the old sayinggoes, “Every day above ground is a good one.” Think about life this way: If you are here to live,then you can certainly find a reason to enjoy it.“Life can get better.” No matter where you are in life, it can get better. Yes, it can get worse, too,depending on what you choose. No matter where you are financially, it can get better. No matterhow successful your business is, it can get better. No matter what kind of relationships you have,they can get better.Think about these two attitudes, and, more important, embrace them. They will saturate your lifewith good things, if you will let them emanate from deep within you. They will shape your destiny.They will make you a better person. They will enhance every area of your life and work. They willmake you a positive influence around people, and that will help you be a better networker.2. Your attitude about circumstances. Circumstances come and go. The Bible says, “God causesthe sun to rise on the evil and the good, and sends rain on the righteous and the unrighteous.” Inother words, good and bad things happen to everybody. These “things,” or circumstances, don’tmatter. What does matter is what our attitude is in the middle of the circumstances.Here is the best attitude to have in any circumstance you find yourself in: “I can learn from this anduse it to become even more successful!” If something good happens to you, then take advantage ofit. If circumstances are less than what you would like them to be, decide to find out what you canlearn from the circumstances. If you maintain a positive attitude about your circumstances, you willalways be a step closer to achieving your goals.3. Your attitude about yourself. The attitude that you maintain about yourself is probably thesingle most influential factor in your pursuit of success. What you believe about yourself and yourpossibilities almost inevitably comes true, no matter what it is.Here are the best attitudes to have about yourself to guarantee success as a person—and asa networker.“I am a person of value.” If you believe that you are a person of value—and you are—then youwill be a person who provides value to others. What you believe about yourself and what you haveto offer is exactly what you will give to others. Remind yourself frequently that you are a personof innate value and worth. Don’t be afraid of being an egomaniac. For most people, that isn’t theproblem. You have a lot going for you and a lot to offer others. Never forget that.“I determine my future.” You cannot wait around for someone else to make it happen for you. Youalone set your course and determine what you will strive to achieve and what you will become. Ifyou don’t decide to succeed, you won’t. If you don’t decide to work hard, you won’t achieve yourdreams. If you wait for others to move you along, you will wait your life away. Remind yourself thatyou determine your future, and then do it each day.“I can make my dreams happen.” If you do not believe that your dreams are possible, they won’tbe. You are the key to whether or not your dreams come true. If you believe that you can achieveyour dreams, you will most assuredly achieve them. If you think that they are just pie in the sky,then you will most likely never experience the thrill of living your dreams.4. Your attitude about others. Your attitude about others comes shining through. In everythingyou do and in everything you say, it is easy to determine what you think about other people, andthat will have a huge effect on how successful you become. Success requires interacting with otherpeople. There is no such thing as a self-made man or woman. 2010 Jim Rohn InternationalOne-Year Success Plan397
Week 27Here are some attitudes that will make you successful with others.“I am here to serve.” Ultimately, the key to success is to have an attitude of service. The morepeople you help, the greater your impact will be and the greater your income will be. We shouldnever think of others as though they are simply here to fulfill our wishes. Instead, we are hereto help them, and in doing so, we will achieve greater success. This is true in all areas of life,including networking.“I have a responsibility to treat others as I would want to be treated.” The golden rule states:“Do unto others as you would have them do unto you.” When we treat people poorly, we not onlybreak the laws of humanity, but it is also bad business! Some people just don’t understand that!No matter what situation we are in, including our business situations, we should maintain theattitude of treating the other person in exactly the same manner we would like to be treated. Thiswill go a long way toward ensuring a successful life and a successful business.“I need others in order to be successful.” Although we each determine our own future, that doesnot mean that we do not need others. We choose our routes, but those routes always includeother people. We need other people. We need them for ideas. We need them for help. We needthem as customers. We need other people at every stage of life and work.5. Your attitude about the networking process. How you act and what you believe in the middleof the process will determine to a great degree how the process will end. A good attitude aboutthe process will help you see a positive outcome. Here are some attitudes to maintain throughoutthe networking process.“No matter what happens I will remain positive.” If you still have this attitude, the outcomedoesn’t matter. This puts you in a position of strength as you go about the process.“The networking process makes me better.” We learn in the middle of it. We grow there. We getbetter, and eventually we will get to the point where we are “firing on all cylinders,” meeting newpeople, making new customers and closing all the deals we can, and that is great!“Both parties should win.” This is Covey’s principle of a win-win. If one party loses, then bothparties ultimately lose. If you “win” in the process and the other loses, do you think that customerwill come back? No way. What does that mean? You lose, too. If you win and your customer loses,then your career will be a parade of one-time deals—and that is a pace that is hard to keep up.Your network should be filled with happy people who know they will win when they do businesswith you.Remember, your attitude is so important. It is central to who you are, what you will become and whatyou will achieve. In the next few weeks, we will get specific on the networking process, but this weekit is important to focus on the attitudes that govern our lives. In doing so, we will set ourselves up tobecome the best networkers we possibly can.In the next section, Chris will give you some thoughts on choosing the right attitudes. After that, hewill give you some questions for reflection and some action points for the week.Until next week, let’s do something remarkable!Jim Rohn“Work with every buyer as though thatperson represents a thousand referrals.”398 One-Year Success Plan—Tom Hopkins 2010 Jim Rohn International
Hi there, Chris Widener here. There are lots of things in this life that we don’t get to choose. On theother hand, there are lots of things in this life that we do get to choose. Our attitude is one of them.Nobody else lives inside our brain. Nobody else controls what or how we think. It is up to us, moment bymoment, to choose what our attitude is. It is up to us to determine how we will look at and perceive theworld around us. It is up to us to decide how we will react to the world around us.My advice? Choose a positive, optimistic attitude! Here are some thoughts on choosing your attitude.We cannot choose our circumstances. For the most part, this is true. We cannot control if someonearound us gets ill. We cannot control how another person treats us. We cannot control the globaleconomy. We cannot control the direction our society as a whole will go. For some, this may seemscary. For me, though, it is freeing. I don’t have to control my circumstances—running the whole worldwould be a big responsibility. It is good to know that I am not in charge of, or in control of, all of mycircumstances. This dose of reality frees me to focus on what I can control: my attitude.We can choose our attitudes. That’s right. We get to choose what our attitudes are for every situation.The definition of attitude is “the feeling or opinion about something or someone, or a way of behavingthat follows from this.” We choose how we feel about others and situations. We choose our opinion aboutpeople and situations. We choose the way we will behave in relation to other people and circumstances.We choose it. It doesn’t have to be bad, and it doesn’t have to be anything but what we want it to be.We have the option.The choice of a right attitude will significantly determine all future circumstances. Choosing to have theright attitude will change the world around you. This isn’t any sort of magic; it is just how the worldworks. Now, don’t get me wrong, it won’t cure everything and turn your world into a virtual ShangriLa, but it will significantly improve the world you live in. For example, let’s say that every day you goto work and gripe about life and work from the moment you get there until the moment you leave. Willothers want to be around you? Will others ask your opinion? Will others like you? Will others ask youto join them for lunch? Probably not! But what if you come to work every day and you are the positiveoptimist of the crowd? Will everybody love you? No, but significantly more people will than if you are theoffice pessimist! Your choice of attitude will determine what kind of circumstances you get!Ultimately, what kind of attitude we have is our choice. Nobody else can force you to have a badattitude. Nobody else can force you to have a good attitude. It is simply a choice you make.So, what kinds of attitudes make a difference? Here are five attitudes that will make you soar:1. “I can.” This is the most basic of all attitudes. We simply must choose to believe that we can. Inour house, we are not allowed to say, “I can’t.” We can say, “I’ll try,” or “I tried and failed,” but not“I can’t.” Telling yourself that you can’t, will, in effect, make it so that you can’t. But telling yourselfthat you can, will, in effect, enable you to achieve much more. Even if you actually only achieve 50percent of what you tell yourself you can achieve, you will achieve at least that much more than ifyou told yourself you couldn’t.I actually have a standard way of getting myself off of the starting block: I simply say if somebodyelse has, then I can, too. And if many others have, then surely I can, too! I have to be smarter thanat least one of those people who have already done it. I have to be able to work harder than atleast one other person. There has to be at least one other person who has come from more difficultcircumstances than me. And if they can do it, then certainly I can, too! 2010 Jim Rohn InternationalOne-Year Success Plan399
Week 272. “I will be generous.” Another attitude that will make you soar is being a generous person. Theattitude (and discipline) of generosity increases your likelihood of success for two main reasons:One, you are happier about yourself, and that puts you in a state of mind that is prepared forsuccessful living. Two, people pay back people who are generous. Generous people receive inkind, and being generous will raise you to levels yet unseen.3. “I will make a difference in the lives of those around me.” People who soar are generallypeople who have the attitude of helping other people. Yes, they may do it for monetary gain, butthey are people-focused. They want to change the way people live and make life better. They aredifference makers all around.I live in a town that is very affluent.“Attitude is greatly shaped by influenceMost of the people I know, workand association.”with and have as friends are verysuccessful. One thing I can say, as—Jim Rohnalmost a universal truth, is that, toa person, they are people who arenot self-consumed, but who genuinely care about others and will do what they can to help others.This is what I know to be true about the attitudes of the genuinely successful.4. “I am not easily angered.” Whether or not we get angry is a choice of attitude. Wedetermine whether or not we will be angry. I have found that often I will meet with someone whois struggling with achieving something, and in many cases, I find that they are angry people. Theyhave held onto an attitude that is angry at its root. When we take on an attitude that raises thebar on what makes us angry, we are positioning ourselves to be in a state of mind that is betterable to live and work in such a way as to achieve success.5. “I will look for the good in every situation.” This is basic optimism. Successful people whosoar through life are those who are optimistic. They see the good, think the best and strive forgreatness, believing all the while that they will achieve it because it is possible!Where are you with your attitude? Do you have a good one? Why not sit down and give it someserious thought? Then, no matter where you find yourself, decide to take your attitude to the nextlevel! If you have a bad attitude, decide to improve upon it by a couple of levels! If you have a goodattitude, take it to the “great” level!Your attitude is your choice. Choose wisely.Have a great week folks!See you next week,Chris Widener400 One-Year Success Plan 2010 Jim Rohn International
Questions for Reflection:Q. On a scale of one to 10 how would you rate your attitude about:life and workyour circumstancesyourselfothersthe networking process?Why?Q. Which of Jim’s points on attitude hit closest to home for you? Why?Q.What is one thing you can do to improve your attitude this week? Which area should you work onthe hardest?Q. Would you say your attitude is more optimistic or pessimistic? Why is that?Q. How do you think your attitude affects your ability to network? In what specific ways? 2010 Jim Rohn InternationalOne-Year Success Plan401
Action Steps This Week1. Decide which two areas of attitude you are going to begin working on. Write them here.2. Write down on 3-by-5 cards the attitudes that Jim and-or Chris mentioned and read them at leastthree times a day all week. Embed them into your mind and heart.3. Decide on at least three specific actions you can take to turn your attitude into a reality. Forexample, if you choose “I am not easily angered,” what will you do the next time you are tempted toget angry?A.B.C.4. Take a look at the deals and agreements you are going to make this week. Write down how youare going to make sure that they are win-win, and then follow through.402 One-Year Success Plan 2010 Jim Rohn International
A Look ForwardThis week we will be listening to CD 19 of the New Millennium series.Great stuff next week from: Jan Ruhe William E. Bailey John Hayes and Don SandersDon’t miss it!Notes for CD 19 from The Jim Rohn New Millennium series: 2010 Jim Rohn InternationalOne-Year Success Plan403
Week 27404 One-Year Success Plan 2010 Jim Rohn International
elcome to Week 27 of The Jim Rohn One-Year Success Plan. We hope you are having a great week We hope you are h
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