MILLIONAIRE SUCCESS HABITS
This is a powerful technique because it makes people think hard about the answer. You get them to think, maybe for the first time, about where they really want to be in a year. Most people really don’t know what they want. They may never have thought this through. So it’s an enlightening exercise. It even works amazingly well when hiring people. I won’t hire anyone who can’t provide an answer. If they don’t know what they want, how the heck can I? When you get these answers, you know how to close the deal or pass on the deal and run the other way. And when I don’t get good answers, when people don’t have a clue, or they’re just too negative, I will politely say, “Hey guys, let’s do this meeting again when everybody else knows where they want to go, be- cause I know what I want out of this meeting. Specifically, I want this, this, and this. It’ll be a great year if we all do this together. But if you don’t know what you want, then it will be hard for us to agree. I don’t think we should negotiate a deal until you know clearly what you want.” TRANSPARENCY AND TRUST ALWAYS WIN Once you master the art of understanding rather than being understood, you can move on to working on your transparency and simply being you. I’ve gotten so much further in my life by not only listening but also by being open and not trying to become anyone but my true self. When I was younger, I was driving in a car with a gentleman who was a bit older and much more successful than me. I was in my early 20s and was at the start of going from that broke kid in my heart to generating real income and believing in myself. I was at a phase in my life where I was doing pretty well from where I had started—I had a used car dealership and collision shop as well as 20 apartments and I was building new houses. I was starting to become a big fish in my little town of about 7,000 people. But I was hungry for the next level! So this gentle- man was taking me down to New York City to pitch an idea and
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