1. WELCOME!!!!

2. NO Excuses!
The Power of Self-Discipline
21 Ways to Achieve Lasting Happiness &
Success
-Brian Tracy

3. About The Author
 Brian Tracy has consulted for more than 1,000 companies and addressed more
than 5,000,000 people in 5,000 talks and seminars throughout the US, Canada
and 55 other countries worldwide. As a Keynote speaker and seminar leader,
he addresses more than 250,000 people each year.
 He has studied, researched, written and spoken for 30 years in the fields of
economics, history, business, philosophy and psychology. He is the top selling
author of over 45 books that have been translated into dozens of languages.
 Prior to founding his company, Brian Tracy International, Brian was the Chief
Operating Officer of a $265 million dollar development company. He has had
successful careers in sales and marketing, investments, real estate
development, importation, distribution and management consulting.
 He has traveled and worked in over 80 countries on six continents, and speaks
four languages.

4. Let’s Introduce Ourselves!
1) Please state your name, how long you have been with
AMP and your position.
2) If you could only listen to one Music Album for the rest of
your life, what would it be.

5. Someday
Isle….(I’ll)…
Someday I’ll
Read that
Book…
Someday
I’ll get out
of debt…
Someday
I’ll hit the
gym….
Someday
I’ll re-read
the Sales
Manual…
Someday I’ll
commit to
selling more
Digital….
Someday
I’ll work
Golden
Hours…
The First Rule Of
Success…..
Vote Yourself Off The
Island!!!

6. What is Self-Discipline?
“Self-Discipline is the ability to do what you
should do, when you should do it, whether you
feel like it or not”

7. How Do We Develop Self-Discipline:

9. What happens when we
eat dessert, or have a
few cocktails before
dinner?
Will we be as productive
as we should?

10. “To achieve great success, you must
become a different person. It isn't the
material things you accomplish or acquire
that matter so much as it is the quality of
the person you must become to accomplish
well above the average person”
-Brian Tracey

11. What Disciplines are easy to stop doing that
will effect our goals at AMP?

12. Hunt was educated at home and didn’t finish High School. As a teenager, Hunt
traveled to various places before settling in Arkansas, where he was running a cotton
plantation by 1912. He had a reputation as a math prodigy and was a gambler. It was
said that after his cotton plantation was flooded, he turned his last $100 into more
than $100,000, gambling in New Orleans. With his winnings, he purchased oil
properties in the neighborhood of El Dorado, Arkansas. He was generous to his
employees, who in turn were loyal to him, informing him of rumors of a massive oil
field to the south, in East Texas. Hunt secured title to what was then the largest
known oil deposit in the world, having agreed to pay only $1,000,000.
In 1957 Fortune estimated that Hunt had a fortune of between U.S.
$400 million and $700 million ($4.5 billion in 2011, adjusted for
inflation), and was one of the eight richest people in the United States
Has anybody heard of H.L. Hunt?

13. Self-Discipline & Success
“The first and best victory is to conquer self.”-Plato
Are you WILLING to pay the price, whatever it is
and for as long as it takes to achieve the results
that you want?

15. suc·cess
• The accomplishment of an aim or purpose.
• The attainment of popularity or profit.
• A person or thing that achieves desired aims or attains
prosperity.

16. "Being able to live your life in your own way, doing
only those things that you want to do, with the people
who you choose, in the situations you want."

17. The Law of Cause
& Effect
“If you want to achieve success at
AMP, you must determine how
succes is achieved and then practice
those skills repeatedly until you
achieve the same results”
Do what other successful people
do, over and over again, nothing
can stop you from eventually
enjoying the same rewards they
do!!
In our work, which HABITS do we need to consistently form
that are easy to break?

19. ACTION EXERCISE:
 If your career were ideal, what would it look like?
 If your family life was ideal, what would it look like?
 If your financial situation was ideal, what would it look like?
 If you could wave a magic wand and be completely disciplined
in one area, what area would have the greatest positive
impact on your life?
Please Spend the next 5-7 Minutes Writing your Answers

20. Self-Discipline & Character
“Your ability to develop a reputation as a
person of character and honor is the highest
achievement of both social and business life.”
-Brian Tracey

22. How do we Learn Values to Develop Our Character?
Aristotle- “All advancement in society begins with
the development of the character of the young”

23. How do we Learn Values to
Develop Our Character?
We wear
many hats,
somebody
is always
watching!
Who Can I Learn
From Today…..
Huh? 21 Days to
form a habit???

24. What Character Traits are Most Common Amongst us?
• Assertive
• Self-Aware
• Empathetic
• Problem Solvers
• Optimistic
• Personable
• Ambitious
• Confident
• Passionate
• Hard-Working
• Disciplined
• Detail-Oriented
• Persuasive
• Adaptable
• Goal-Oriented

25. Discipline & Intent Video

26. Self-Discipline & Responsibility
“This is MY LIFE.
Unless I change, nothing else changes. No one will do it for me. In
reality, no one else cares. I am responsible for everything that
happens to me. I am in charge. I am in the driver’s seat.”
What do we complain about? Criticize or blame
others for? Make excuses about?

27. Even if we are not directly responsible for something that
happens, like an act of God, we are responsible for our
responses!!!

29. RESPONSE-ABILITY
You take responsibility for your life by resolving, in advance, that you will not become upset or
angry over something that you cannot affect or change!
“When you turn
toward the
sunshine, the
shadows fall
behind you.”
-Helen Keller

31. Who here has had a professional challenge, and was
able to overcome this by accepting responsibility
and/or changing our attitude about it?

34. ACTION EXERCISE:
1. Commit today to accept 100% responsibility for everything
you are and everything you become. Never complain,
never explain.
1. Select one person or incident that still makes you unhappy
today. Instead of justifying your negative feelings, look for
reasons why you were partially responsible for what
happened and write a letter to them for the next 5
minutes!

35. Self-Discipline & Goals:
3% of adults have written goals and plans, and this 3%
earn more than all the other 97% put together...

37. The Seven-Step Method to Achieving Goals
1. Decide Exactly What You Want. (More money? Be specific! How
much?)
2. Write It Down. We must see, touch, read & maybe modify.
3. Set a Deadline for Your Goal. (Why do we get more done when we
are against a deadline?)
4. Make a List of Everything You Can Think of That You Could Do to
Achieve Your Goal.
1. What obstacles or Difficulties?
2. What additional knowledge or skill will you need?
3. WHO can we lean on for help?
5. Organize Your List by Both Sequence & Priority.
6. Take Action on Your Plan Immediately. (Winners take the first step!)
7. Do Something Every Day That Moves You in the Direction of Your
Major Goal.

39. ACTION EXERCISE:
1. Take out a clean piece of paper. Write down
“Goals” & Today’s Date at the top.
2. Write down 10 goals that you want to accomplish
in 1 year. (3 minutes)
3. Pick 1 goal that would have the greatest impact
Right Now & write this at the top of a clean sheet
of paper.
4. At home, go through the steps to plan for this
goal!!!

41. Who Will Please Share Their Goal?

42. What are a handful of daily habits that we
can incorporate into our daily routines to
ensure we hit our daily/weekly/monthly
goals?

44. Self Discipline & Personal Excellence
Hard Work
Education
Experience

45. Would you take
yourself to Wall
Street and put
money on
yourself as a
GROWTH
STOCK?
Your Earning
Ability is just
like a muscle!
It must be
worked or it
will become
weaker!!!
You can’t just go to work each day and magically become
great. Personal Excellence requires a definite decision and a
lifelong commitment!!!

46. Remember, every top person at AMP was once a beginner!
Most wealthy people in America were once poor!!! EVERY
IMPORTANT SKILL IS LEARNABLE…so, if we can follow the
Law of Cause & Effect….and…..

47. Follow the Leader….
 What characteristics do the people on the walls around us have in common?
 How do they plan and organize their days?
 How do they dress?
 How do they walk, talk, and behave with other people?
 What books do they read? What audio-tapes
do they listen to?
 How do they spend their spare time?
 Who is in their reference group?
 As much as 95% of your success and achievements can come from this
group!

48. An Extra 2 hours per day will move you from
Average to superior…The CHOICE to CHANGE is
yours…

49. I don’t have time to do anything but
work as it is!!! Then, I have to make the
kids dinner, bathe them (and me), homework,
laundry, clean up from dinner, plan for tomorrow,
enter salesfacts…I can’t read a book
too!!!

50. 168 hours in a week
-44 hours for work
-56 hours for sleep
68 hours LEFT OVER
-21 hours/week (3 hours/day) to get ready & travel to work
47 hours of SPARE TIME
*Give up 2 extra hours per day for personal improvement,
and you STILL have 5 hours a day of free time!!!!
Did you know, the average US Citizen watches 5 hours of TV/Day!!!
We ALL have an extra 2
hours per day for
PERSONAL EXCELLENCE…

51. Self-Discipline & Time Management
“You cannot manage time; you can only manage yourself.”
-Peter Drucker

52. Your most vital assets are your mental,
emotional, and physical energies. What
activities during the day will give us our
greatest “Return on Energy”?
What Rewards
will we
receive?
What satisfaction
will these
give us?

53. How Do Overcome Procrastination & Manage Our Time?
A = “Must do” – Serious Consequences for noncompletion
B = “Should do”- Mild Consequences for doing or not doing
C = “Nice to do”- No consequences for whether you do or don’t
D = “Delegate”- Everything you can to free up more time for
other things that only you can do
E = “Eliminate”- Discontinue all tasks/activities that are not
essential to your work and to achieving your goals

54. Group Activity
1) Please make a list of the Top 10 “Time Suckers” at
work
1) How can we get the most “return on energy”
from these situations?
2) Please make a list of the Top 10 activities at Home
that we can discontinue so that we “create” more
time to spend on tasks that can make a huge
difference!

55. Self-Discipline & Courage
What Can Be
Scary About Our
Work?

57. But if you act in a manner consistent with that feeling, even if
you don’t feel it, the Law of Reversibility will create the felling
that is consistent with your actions….
You DEVELOP the courage
you desire by disciplining
yourself repeatedly to do
the thing you fear until
that fear eventually
disappears…and it will!

61. 2 Types of Courage that We Need to Overcome Fears:
1. The Courage to Launch or Take Action- You need to
go “all in” without any guarantee of success and with a
high possibility of short-term failure! Take the first step!
2. Courageous Patience- The ability to hang in there
and continue working and fighting after you have gone all
in and before you have seen any results or rewards! (Our
relentlessly helpful attitude to stick to every sales call)

62.  What exactly are you worried about?
 What is the worst thing that could happen?
 What can we do to make sure that the
worst thing doesn’t happen?
“I have worried about a lot of
things in life, and most of
them never happened.”
-Mark Twain

63. “The only real cure for fear or worry is
disciplined, purposeful action in the
direction of your goals. Get so busy
working on your goals or the solutions to
your problems that you have no time to be
afraid or to worry about anything.”

64. Who has a Great Story about
overcoming a fear of something in the
Sales Field?

65. Self-Discipline & Persistence
“The majority of men meet with failure because of their lack of persistence in creating
new plans to replace the ones which failed”
-Napoleon Hill
“When you discipline yourself to persist, over and over, even
when you feel like quitting, you like and respect yourself more
and more. You become stronger and more confident.
Eventually, you become unstoppable.”
-Brian Tracey
What are things in our work that
are easy to give up on?

66. Symptoms of Lack of Persistence in Our Work:
 Failure to recognize and clearly define exactly what you want (your
why)
 Procrastination (usually backed by excuses)
 Lack of interest in acquiring specialized knowledge (not being on am
calls, am voicemails, reading modules/training manual etc…).
 Indecision-If it looks like a business-GO
 Habit of relying on excuses instead of finding a solution (to your
problems in the field)
 Habit of blaming others for your mistakes
 Lack of organized plans
 Searching for all the short-cuts
 Willingness to quit at the first sign of defeat

67. The Law of 4 Interactions
https://www.youtube.com/watch?v=5aNRWIGbEYs

68. The Law of 4 Interactions:
1) 60% of businesses buy after the 4th visit-ND study based
on watching thousands of sales calls!
-44% of all salespeople quit after 1st contact (email, call,
stop etc)
-24% quit after 2nd stop
-14% quit after 3rd stop
-12% after the 4th stop
Add all these up AND 94% quit after a 4thcontact!
Get out of your head and realize NO means NOT NOW!!!

69. 4 Steps to Being More Persistent:
 You must have a definite purpose backed by a burning desire for its
fulfillment. (What is your WHY?)
 You must have a definite plan, expressed in continuous action(form
habits).
 You must have a mind that is closed tightly against all negative and
discouraging influences (including relatives, friends).
-block it out, turn off all notifications & sounds on your phone
 You must find a friendly alliance with one or more persons who will
encourage you to follow through with your plan and purpose!

70. Riches Do Not Respond To Wishes. They respond
ONLY to definite plans, backed by definite desires
(your why), through constant persistence.

72. Self-Discipline & Work
“Leaders aren’t born; they are made. And they are made just like anything else,
through hard work. And that’s the price we’ll have to pay to achieve that goal, or any
goal.’’
-Vince Lombardi
Does Anybody Here Want to
Make More Money or Get
Promoted?

73. What 2 Qualities are Most Helpful in
Career Success?
1.The ability to set priorities and work on
high-value tasks
1.The discipline to get the job done
quickly and well

74. If we could only do one thing all day long, that contributes the
MOST value to AMP, what is it?
If we could do two things, all day long, what would they be?
How about three things, all day long?
EVERYTHING ELSE…does it really matter?
Please think of EVERYTHING we do in a day at AMP

75. What Prevents Us From Staying 100% Focused
Every Minute, Every Hour, Every Day of Every
Week in The Field?

76. You should ask yourself this question REPEATEDLY throughout the
day…
“Is what I’m doing RIGHT NOW leading to a sale?”

77. “Come in a little earlier, work a little harder, and stay a little later. This
will move you so far ahead of everybody else that they will never catch
up.”
-

78. Self-Discipline & Sales
“Nothing happens until a sale takes place.”
-Red Motley
According to a study at Columbia
University, the average salesperson
works about 90 minutes per day. The
rest of our time is spent warming up,
getting ready, shuffling paperwork,
getting organized, checking our
phones, showing up late, leaving
early, chatting with co-workers,
having a longer lunch, listening to the
end of that song…etc…etc…etc…

79. • “No, I’m not Interested”
• “I can’t afford it”
• “I’m not in the market right now”
• “I’m content with my yellowbook”
• “Nobody uses that”
• “I can do that myself”
• “I don’t want it”
• “I don’t need that”
How Does Rejection Sound?

80. What are some things we do daily to
help overcome the daily rejection?
How do we rebound?

82. To perform at your best, you
must DISCIPLINE yourself to
work hard throughout the
day…
Imagine at all times that we are on a “ride-
along”…How would you work differently if
Abe, CMC, or anybody on the leadership
team were observing you for the day….

83. How Can I Increase My Income
1. Arise Two Hours Before Your First Appointment (or before you have to be at work)
1. Read something educational, motivational, or spiritual (Listen to AM Call/Voicmails)
2. Rewrite Your Goals, Every Day.
3. Plan Every Day in Advance
4. Discipline Yourself to Concentrate Single Mindedly on One Thing (until it’s 100% complete)
5. Listen to Audio Programs in Your Car. (We spend an average of 500-1000 hours per year
behind the wheel!!!
6. Ask Two Magic Questions After Every Call.
1. What did I do right?
2. What would I do Differently?
7. Treat Every Person You Meet Like a Million-Dollar Customer
1. 85% of your success will be determined by how much people like you!

84. https://www.youtube.com/watch?v=WWb0gRh1Acw&spfreload=10

96. “There's a difference between interest
and commitment. When you're interested
in doing something, you do it
only when it's convenient. When you're
committed to something, you
accept no excuses - only results.”
― Kenneth H. Blanchard

97. And Always Remember…..