Welcome to JIM ROHN'S WEEKLY E-ZINE
Issue 136 - June 11, 2002

We must never allow a day to pass without finding the answers to a list of important questions such as: What is going on in our industry? What new challenges are currently facing our government? Our community? Our neighborhood? What are the new breakthroughs, the new opportunities, the new tools and techniques that have recently come to light? Who are the new personalities that are influencing world and local opinion?

We must become good observers and astute evaluators of all that is going on around us. All events affect us, and what affects us leaves an imprint on what we will one day be and how we will one day live.

One of the major reasons why people are not doing well is because they keep trying to get through the day. A more worthy challenge is to try to get from the day. We must become sensitive enough to observe and ponder what is happening around us. Be alert. Be awake. Let life and all of its subtle messages touch us. Often, the most extraordinary opportunities are hidden among the seemingly insignificant events of life. If we do not pay attention to these events, we can easily miss the opportunities.

So be a good observer of both life and the world around you.

To Your Success,
Jim Rohn

2. Vitamins for the Mind by Jim Rohn

EMOTIONS by Jim Rohn

Emotions will either serve or master, depending on who is in charge.

Our emotions need to be as educated as our intellect. It is important to know how to feel, how to respond, and how to let life in so that it can touch you.

Civilization is the intelligent management of human emotions.

Measure your emotions. You don't need an atomic explosion for a minor point.

Women have an incredible ability to pick up on emotional signals. For example, there are some wolves that are so clever they have learned to dress up like sheep. Man says, "Looks like a sheep. Talks like a sheep." Woman says, "Ain't no sheep!"

Vitamins for the Mind is a weekly sampling of original quotes, on a specific topic, taken from The Treasury of Quotes by Jim Rohn (TTOQ). TTOQ, a beautiful, burgundy hardbound book with gold foil lettering, is a collection of over 365 quotes on 60 topics gathered from Jim's personal journals, seminars and books spanning over 37 years. To order or to get more information on TTOQ by Jim Rohn or Excerpts from TTOQ by Jim Rohn or Brian Tracy, please click on Monthly Specials.

3. THE GOLDEN RULE OF NETWORKING by Bob Burg (Excerpted from the Jim Rohn Two Day Weekend event - June 22 and 23, 2001)

The Golden Rule of networking is simply this... All things being equal, people will do business with and refer business to those people they know, like and trust. That's it. That is what it's all about, and our goal is to develop new relationships with people on an everyday basis and develop those relationships to a point that those people feel so good about us, they know us. They like us. They trust us. They want to see us succeed. They want to help us find new business. They want to hopefully be a part of our business if that is apropos, but they definitely want to be a part of our lives, which means they will go out of their way to help us succeed through referrals.

So what we want to do is - we want to develop personal walking ambassadors. See, we know that it has been documented that the average person knows about 250 people. Thus every time you meet someone new on any given day for any given reason, and are able to cultivate and develop that relationship with one person to the point that one person feels so good about you - they know you, like you, trust you, want to see you succeed, want to help you find new business, want to be a part of your business if that is apropos, but definitely want to be a part of your life. Every time we do that with one new person, we've actually just increased our personal sphere of influence by about 250 people every single time. Do this with enough new people on a consistent basis and before long, you will absolutely have an amazing, enormous, humongous sphere of influence.

Now we are going to talk about one aspect of that over the next three minutes, really, and that is some questions we can ask that will immediately cause this person to gravitate towards us and want to know more about us and want to have a relationship with us. If we use these next few questions we are going to talk about, you will see that the amount of people that you can quickly win over to your side just multiplied greatly, exponentially.

Now when we are in a conversation with somebody, and throughout my Endless Referrals system, I talk about basically three things - how to find the right people, how to meet the right people and how to win them over. We are just going to talk about one three-minute aspect and that is asking some open-ended questions with someone once you get to the point where you've met them and this could be anywhere whether it's one on one, in a group, what have you.

You see, what we know we want to do is invest 99.9 percent of the conversation with that person asking that person questions about themselves and their business. We all know that, right? Because the people we find most interesting are the people who seem most interested in us. No, really! How many times have you been in a conversation with somebody who let you do all the talking, and you came away from that conversation saying to yourself, "Wow! What a fascinating conversationalist that person is."

And see, we have all done that, so I like to ask questions I call "feel good questions". Feel good questions are simply questions that are designed to make that person feel good about themselves, about the conversation and most importantly, about you. Now I have ten of these questions in my arsenal, but the good news is you will never have time to ask all ten, so you don't have to worry about that. In fact, it would be almost intrusive to that person if you did, but you'll usually have time to ask two or three.

Okay, first question. The first feel good question is, "Dave, how did you get started in the widget business, whatever that person does? Say, "How did you get started in the real estate business? Or, Mary, how did you get started in the oil exploration business? Or, Steve, how did you get started as a professional printing representative?" I call that the movie of the week question because doesn't everybody want to tell their story? Doesn't everybody want to be the movie of the week in somebody else mind and have you focus all your attention on him or her? And see somebody in this audience might be saying, "Well, Bob, that's not me. I don't like to be the focal point of anyone's attention? I don't like to talk about myself?" And my response to you would be that I know that's true with you, but everybody else in the world wants to talk about him or herself, so just go with it. Go with that principle.

The second question I will usually ask is, "What do you enjoy most about what you do?" See that is a feel good question. It is a feel good question that elicits a feel good response. We are taught to immediately find that person's pain, so we can cure that pain with our perfect product or service or opportunity, but see the rapport hasn't yet been established. They are not ready to tell you all about their life's mistakes, so let's, instead of finding their pain, find their joy. "What do you enjoy most about what you do?" It is quite the opposite from the negative feel bad question like saying to the person, "Tommy, what do you just hate most about what you do? And while we're at it, how about the wretched excuse for a life you live?" Not going to have the results we want, so we ask, "What do you enjoy most about what you do?"

Now after we've asked a couple of these questions, we've developed kind of a rapport and the person feels good about us. Now we are going to ask what I call, and we are going to have to end with because we are running out of time I think, and it's what I call the one key question. Now this is not even one of the ten feel good questions. This is a question that is only asked after you've gotten the initial rapport established, and here is what I call the one key question that will set you apart from everyone else. And that is this, "Gary or Susan, how can I know if somebody I am talking to would be a good prospect for you?" "Mary that is really fascinating what you do. How can I know if somebody I am talking to would be a good prospect for you?" "Dave, how can I know if somebody I'm talking to would be a good prospect for you?"

What have we done when we've asked that question? We've done, I think, two things. One is we've said to this person, "I am interested in you first." We are being "you" oriented instead of what most people are being "I" oriented, and they really want to know, "What can you do for me?" Now they may not come right out and say that, but isn't that what they are really implying when they hand the person ten business cards and say, "Keep one for yourself, and give nine to your closest friends." But we're not doing that. We're taking interest in them. The other thing we are doing is we are getting that person to help us to help them.

Very quickly, here is what I mean. We're talking with Gary. Gary is a center of influence, a great guy and somebody we'd love to have either in our network or as a prospect or his 250-person sphere of influence, what have you. Gary sells copy machines, those big copy machines to businesses, and we say to Gary, "Gary, I don't know much about this particular product. I am sure it is really good. Tell me, how can I know if somebody I am talking to would be a good prospect for you?" Now Gary has to think about it for a moment because he has probably never been asked that question before. Okay? I mean, people who love Gary have probably never asked Gary that question before because people don't care, but we care. We say, "Gary, how can I know if somebody I'm talking to would be a good prospect for you?" So he has to think about it for a moment, but finally he says, "Well, I'll tell you what. If you ever happen to be walking in an office and you notice a copy machine and next to that copying machine is a waste paper basket which is filled to the rim and totally overflowing with crumpled up pieces of paper, that is a really good sign that that copy machine has not been working really well lately; and that would be an excellent prospect for me." So Gary has just shown us, he has told us how to look out for him, how to prospect for him which means we can introduce Gary to other people, we can edify him and talk about how they can know who would be a good prospect for Gary.

We can follow up with Gary with a follow up system we use which is simple and nice and easy, and we are in a position now to be able to control the situation, to be able to work this relationship as we want with good feeling already instilled right away.

This message was excerpted from the Jim Rohn Weekend Event - Excelling in the New Millennium. Bob Burg made four excellent contributions while at the JRWE; including a 30-minute presentation, a 30-minute VIP luncheon Q and A with Charlie "Tremendous" Jones, a panelist at the three hour Mastermind Session and a behind the scenes 25 minute interview. In addition to Bob Burg, special guests included Zig Ziglar, Jeffrey Gitomer, Jan Ruhe, William E. Bailey and Tony Jeary. To order this incredible program that includes the complete Jim Rohn two day and an additional 9 hours and 8 bonus sessions; including two VIP lunches, a Teenager Session, the Platinum Mastermind Session, VIP Breakfast with Tony Jeary, 6 guest speakers and 9 bonus interviews (21 hours total) - see #5 below.

Also to order Bob Burg's best-selling audio series "Winning Without Intimidation", "Endless Referrals", and/or his 2 video tape series "Winning Without Intimidation", Conference call coaching and/or book and SAVE up to 58%, please click on Other Speakers.

"We've all heard the expression, "An apple a day keeps the doctor away." Well, I've got a good question for you: What if it's true? Wouldn't that be easy to do - to eat an apple a day? Here's the problem: It's also easy not to do." Jim Rohn

4. FREQUENTLY ASKED QUESTIONS

Each week or so we take a specific or frequently asked question to or about Jim Rohn and provide the answer.

Q. Jim, after reading your bio on your website, I still want to know more. I see many of your accomplishments and all the great things that many impressive people have to say about you. But what happened along the way, what has been important in helping you achieve your success?

PK

A. Obviously there are thousands of things that have made a positive difference in my life as well as tens of thousands of experiences along the way - far too much to try and put in a bio. But if I had to define the keys to any successes in my life so far I would say it gets down to three things:

1) Early part of my life - the spiritual faith and beliefs that were passed down to me from my parents.

2) Middle part of my life - having some unique mentors to learn and grow from.

3) Latter part of my life - having confidence in key people I trust.

I hope this helps. JR

"If you don't design your own life plan, chances are you'll fall into someone else's plan. And guess what they may have planned for you? Not much." Jim Rohn

5. Jim Rohn Testimonials - June 3 - June 10, 2002

Here are some of the dozens of testimonials and comments we received over the past week from E-zine subscribers.

Excellent, excellent e-zine! I especially enjoyed the first article on happiness. I find I make "mountains out of mole hills" by trying to control situations I have no business 'trying' to control in the first place or second place for that matter. Continue the great work of your e-zine, it's making a difference in my life. By the way, when is the next time you'll be in Seattle? This year? Early next? Inquiring minds want to know. Thanks again.
-- Jim Valaile

I love your messages. Your time management list has a double list of sevens, giving a baker's dozen for point of TM, every one of the points extremely useful. Again, thank you,
-- Bernie

The more I read the more I am inspired.
-- Hans Eric Kuckelkorn

I love this site and can't wait to get my weekly newsletter every week!
-- Matt D Wartenbe

Thank you for being so helpful with your ideas, they really make a big difference in one's life. My life has changed for the good and my brain is more focused than ever. Please keep them coming always.
-- Robert Dlamini

They are wonderful, positive
-- Francisca K C Fong

Excellent and life changing programs.
-- Hector Lopez

We'll have at least 100 people from Herbalife in South Florida attend this seminar because Jim is THE BEST!!!
-- Keith William Lombardo

My husband and I think you are fantastic! When the student is ready, the teacher will appear. We are lucky to have you as our teacher! We have several of your books and tape sets.
-- Kathy Lyle

Thanks for your thoughts and ideas!! God bless,
-- Pat-n-dave

Dear Jim, so enjoy your letters. You are a wonderful inspiration to all of us in every occupation.
-- Alice Clifford

WONDERFUL!!
-- Janice C Breth

I love these wonderful help materials -- that is why I have signed up for the coaching school -- thanks so much for sharing your wisdom
-- Ronald Ware Graham

Mr. Rohn is simply the best.
-- Michael Kevin Lyman

You have to HEAR Rohn first before you read his stuff because his voice and mannerisms are what make the philosophy so memorable! Thanks, Jim, for helping me be so successful.
-- David R Womack

Thank you for this lesson, Jim it give me so much power to speak with my distributors this evening thanks a lot.
-- Kantoor Antwerpen

Many times for previous purchases.... I also attended the last weekend event in Dallas and sat on the front row. It was fantastic!
-- Rhonda Holden

I saw Jim at AREC 2002 in Sydney and thought he was great. Since I subscribed to his newsletter, I can't get enough! Where have you been all my life? What a wonderful motivational speaker. The newsletters are sensational because they come regularly enough and the content is all relevant. This is rare. You have done wonders!
-- Sally Norfolk

Dear Mr. Rohn, thank you for your wonderful and inspirational talk at the AREC Conference in Sydney a few weeks ago, I have purchased the books you recommended. Thanking you once again.
-- Darren Pearce

Excellent. I love all Jim's material.
-- Randy L Siska

Thank you E-zine readers, for the sincere and kind words of encouragement and appreciation you sent us this week! -- JRI

"One of the reasons many people don't have what they want is neglect. Cardiovascular problems alone in America create over a thousand funerals a day... and 90% of the problem is neglect." Jim Rohn

6. Copyright/Reprint Info - The contents of this E-zine may be copied, reproduced, or freely distributed for all nonprofit purposes without the consent of the author as long as the author's name and Credit Statement are included.

Credit Statement
Reproduced with permission from Jim Rohn's Weekly E-zine. To subscribe to Jim Rohn's Weekly E-zine, go to www.jimrohn.com or send an email with Join in the subject to subscribe@jimrohn.com Copyright © 2002 Jim Rohn International. All rights reserved worldwide.

Thank You For Reading.  Make it a Great Week!

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