Way to Wealth: Part 1 the Journey Begins : Success Strategies of the Wealthy Entrepreneur

by Tracy, Brian

• ISBN13: 9781599180502
• ISBN10: 1599180502
• Edition: 1st
• Format: Hardcover
• Copyright: 2006-12-01
• Publisher: Entrepreneur Press

Summary

Tracy's unstoppable lessons include: Proven strategies to outsmart and outsell the competition The advertising advantage-increasing response rates by 500 percent 24 different ways to sell a product or service How to think and act like a millionaire The seven-P formula for boosting sales and profits How to create customers for life The essential steps to being wealthy as a business owner Tracy addresses more than 250,000 people per year Tracy is a well-known business expert, speaker, and author of more than 40 books Shows entrepreneurs how to achieve personal wealth through business ownership Million Dollar Habits (March 04) shipped more than 16,000 copies

Author Biography

Brian Tracy is president of Brian Tracy University of Sales and Entrepreneurship, a private, online college for business and entrepreneurship. He is also chairman and CEO of Brian Tracy International, a company specializing in the training and development of individuals and organizations.

Table of Contents

Introduction: Welcome to the Golden Age	xiii
The Psychology of Entrepreneurship	1	(26)
Starting with Nothing	2	(1)
Learn from the Experts	3	(1)
The Law of Cause and Effect	3	(2)
Change Your Thinking, Change Your Life	5	(1)
The Law of Belief	6	(2)
The Law of Expectations	8	(1)
The Law of Attraction	8	(1)
The Law of Correspondence	9	(1)
The Law of Concentration	10	(1)
The Law of Superconscious Activity	11	(1)
The Law of Probabilities	12	(1)
The Uncertainty Principle	13	(1)
Take Charge of Your Life	14	(1)
Refuse to Blame or Make Excuses	15	(1)
Seven Secrets of Entrepreneurial Success	16	(5)
The Quality That Guarantees All the Others	21	(2)
The Right Attitude for Success	23	(1)
The Ultimate Reward	24	(1)
Action Exercises	25	(2)
Planning for Success	27	(25)
The Ten Keys to Business Success	28	(5)
Start with Your Goals	33	(2)
Your Plan for Your Business	35	(10)
Systematize Your Business Activities	45	(3)
Critical Success Factors, Benchmarks, and Metrics	48	(2)
Remember the Basics	50	(1)
Action Exercises	51	(1)
Selecting a Product or Service	52	(21)
Reasons for Mediocrity	53	(1)
Choosing What You Are Going to Sell	54	(2)
How to Find a New Product or Service	56	(4)
Be Prepared to Take Action	60	(4)
Apply the Rule of Three	64	(2)
``Does'' vs. ``Is''	66	(1)
The Great Marketing Question	67	(2)
Three Choices for Every Customer	69	(1)
Key Marketing Concerns	70	(2)
Action Exercises	72	(1)
Marketing, Selling, and Customer Service	73	(32)
The Purpose of a Business	74	(2)
The Customer Is Your Business	76	(1)
Marketing vs. Selling	76	(2)
Your Real Business	78	(1)
The Four Principles of Marketing Strategy	79	(5)
Advertising Your Product or Service	84	(3)
How to Write Effective Advertising	87	(1)
The Three-Part Formula for Effective Advertising	88	(1)
Direct Response Advertising	89	(1)
The Goal of Marketing	90	(1)
The Selling Process	91	(4)
Credibility Is the Key to the Sale	95	(1)
Consistent Customer Service	95	(1)
Four Levels of Customer Service	96	(4)
The Ultimate Question	100	(2)
The Importance of Systems	102	(1)
Your Customer Service Policy	102	(1)
Become Brilliant on the Basics	103	(1)
Action Exercises	104	(1)
Selling Your Way to the Top	105	(28)
Time to Get Serious	106	(3)
Commit to Excellence	109	(1)
Take Charge of Your Sales Results	109	(2)
Develop the Winning Edge in Selling	111	(4)
Change with the Times	115	(2)
Get into Your Customer's Head	117	(2)
Sell Strategically	119	(4)
Maximize Your Most Valuable Asset	123	(4)
Double Your Output	127	(5)
Action Exercises	132	(1)
Financing Your Business	133	(24)
Become a Numbers Person	134	(5)
Pricing Your Products	139	(3)
Pricing Models	142	(10)
Financial Ratios	152	(2)
Analyze and Compare	154	(1)
Watch Your Numbers	155	(1)
Get a Good Accountant	155	(1)
Action Exercises	156	(1)
Becoming a Master Negotiator	157	(29)
Something Is Worth Whatever Someone Is Willing to Pay	158	(1)
All Prices Are Guesses	159	(1)
Everything Is Negotiable	159	(1)
Everyone Wants to Improve His or Her Situation	160	(2)
People Follow the Line of Least Resistance	162	(1)
People Always Strive to Get the Very Most for the Very Least	163	(1)
Everyone Wants More	164	(3)
Both Parties Should Be Happy	167	(17)
Summary	184	(1)
Action Exercises	185	(1)
Improving Your Personal Productivity	186	(24)
Key Points on Managing Your Time	187	(1)
Practice One Skill at a Time	187	(1)
The Situation in Your Life Today	188	(1)
The 80/20 Rule	189	(1)
Priorities vs. Posteriorities	190	(1)
Make a List	190	(4)
The Law of Three	194	(2)
Three Important Questions	196	(1)
Use the TRAF System to Handle Paper	197	(1)
Managing Technology	198	(2)
Four Ways to Change Your Life	200	(1)
Get Better at Your Key Tasks	201	(1)
Profit from the Learning Curve	202	(1)
Hire Competent People	202	(1)
Seven Steps to Improve Productivity	203	(3)
Single-Handle Every Task	206	(1)
The Incomplete Action	207	(1)
The Great Truth	208	(1)
There Are No Limits	209	(1)
Action Exercises	209	(1)
The Keys to Entrepreneurial Success	210	(33)
Action Is Everything	212	(1)
Decide Exactly What You Want	212	(2)
Determine if Entrepreneurship Is Right for You	214	(2)
Select the Business That's Right for You	216	(1)
Identify Your Customers Clearly	217	(2)
Do Fast, Cheap Market Research Before Spending Money	219	(2)
Approach Your Business Strategically	221	(3)
Develop a Complete Business Plan Before Starting	224	(2)
Do Everything Possible to Ensure Business Success	226	(1)
Avoid the Mistakes That Lead to Business Failure	227	(1)
Remember the Purpose of the Business	228	(1)
Focus on the Five Main P's of Marketing	229	(1)
Focus Single-Mindedly on Sales	230	(1)
Advertise Your Product or Service Continually	231	(1)
Use the Internet to Boost Your Sales	232	(1)
Practice the Corridor Principle	233	(1)
Get the Money You Need	234	(2)
Make Use of Technology	236	(1)
Make Every Minute Pay	237	(1)
Dedicate Yourself to Lifelong Learning	238	(1)
Hire Slow and Fire Fast	239	(1)
Practice the Seven Secrets of Success	240	(1)
Pulling It All Together	240	(1)
Summary	241	(1)
Action Exercises	241	(2)
Index	243