This document provides advice on self-improvement and success. It discusses the importance of knowing what you don't know, setting both long-term and short-term goals in writing, and the six main motives for buying. It also outlines the key characteristics of a qualified prospect and emphasizes becoming the best version of yourself rather than focusing on others.

1. Be Clear In All You Do!

3. Make the most
of yourself, for
that is all there
is for you.

5. There are only TWO TYPES
of peoplein the world
1. Those that don’t know
what they don’t know.
2. Those that know what
they don’t know.

6. SETTING GOALS
Goals should be:
 Big
 Long-term
 Short-term
 In Writing

7. THE SIX BUYING MOTIVES
1. Desire to Gain
2. Fear of Loss
3. Comfort and Convenience
4. Security and Protection
5. Pride of Ownership
6. Satisfaction of Emotion

8. PROFILE OF A
QUALIFIED PROSPECT
 Has a need
 Has the authority to buy
 Has the money to buy

9. The sum of a man’s
toil is not what he
gets for it, but what
he becomes by it.

10. BEATING THE
OPPOSITION

11. Don’t bother just to
be better than your
contemporaries or
predecessors. Try
to be better than
yourself.