Read
Books
How often do you read? The late Earl Nightingale, a
pioneer in the area of self-help, said that if we read
one hour a day on any specific subject, in five years
we would become a national expert; in ten years we would
have the equivalent of a Ph.D.
Anyone
can follow Mr. Nightingale’s advice, but it would require
tremendous self-discipline. You might not be able to
study one subject every day for one hour for five or
ten years, but you can certainly try. Many people graduate
from high school or college and say to themselves, “Thank
God I am through with school. I will never open another
book!” Wrong! School never ends. A graduation is merely
the beginning of our learning journey. That is why they
call the graduation ceremony the commencement ceremony.
It is the beginning of learning.
You
might say, “I don’t have time to read. By the time I
get out of work, I have to take care of a thousand things.”
All you are telling me is that you are not serious about
reaching the top of your field. Time is completely relative.
We never have the time to do anything.
We
must make the time! We must sacrifice a little to get
a lot. Have you ever heard of books on tape? Have you
ever considered banning television from your home? That
may be the choice you will have to make to be able to
nurture your future.
Get
a Thirty-Year Education In One Month
I can hear someone saying, “How can that be possible?”
It’s very easy, and I’m not talking about peripheral
knowledge; I’m talking about specific and useable ideas
that can make a significant difference in your life.
Let’s say you bought a book by business and management
expert, Tom Peters, or one by an expert in your field.
Do
you realize that the author has condensed thirty or
more years of his best knowledge into only two to three
hundred pages? What if you could digest every one of
his ideas and use them? It would cost you approximately
$25. Is it possible to get thirty years of education
anywhere for $25? I don’t think so! Do you?
This
is what is called OPE = Other People’s Experience. It
sounds like an easy concept, doesn’t it? Why, then,
do so few people read books? Did you know that ninety
percent of all the books are read by only ten percent
of the population?
Read
Magazines And Newsletters
Another idea is to subscribe to every magazine in your
field and read them. What if you don’t have time? No
problem. Buy subscriptions for your friends with the
understanding they will share with you the ideas and
stories they learn. It’s not a bad deal.
Your
friends get a free subscription to a magazine in their
field to feed their minds, and all they have to do in
return is share what they learn with you. I know people
who pay others to read books and magazines for them.
They receive a written report in return.
Depending
on how much your time is worth, you might even pay a
retired schoolteacher to read for you. Call the high
schools in your area and ask them to put you in touch
with some retirees. There is always a way!
Step
Two: Join An Association
My strongest piece of advice for you would be to join
the main association in your field. I owe both the National
Speakers Association and its local chapter in Georgia
a big debt for my success. Yes, I could have learned
everything I now know without these organizations, but
it would have taken me years of fumbling around in the
dark. Call your association and join today. You will
reduce your learning curve tremendously.
If you’re currently employed, your company will almost
certainly foot the bill for you. Don’t think that there
is no association that is in some way related to your
field. In America, regardless of what you do, there
is an association dedicated to sharing and empowering
its members with cutting-edge knowledge.
It
cost me a great deal of money to keep my membership
in different associations, but I believe it would have
been much more expensive not to have become a member.
How
To Benefit From Your Association
Of course, joining an association means nothing unless
you are willing to become an active member. You will
know the size of your commitment to a thing by observing
the quantity and quality of time you spend on that thing.
Having joined my association, I attended its meetings
religiously.
There
were times when I could have been somewhere else, but
I chose to attend the meetings. You can tell I was committed.
Ask yourself this question: “By spending my time doing
this, am I investing my time or am I spending it?”
You
and I both know that there is a big difference between
an expense and an
investment.
We also both know that the choices you make today about
where you spend your time will directly affect your
future.
Your
involvement in the association should also give you
opportunities to practice meeting other people in your
field. The first few meetings I attended, no one knew
me; and although many members went out of their way
to acknowledge me, I still felt somewhat like a stranger.
Thankfully,
I understood that every pathway has its bumps. I took
the initiative and began introducing myself to as many
people as I could. I also volunteered to assist others.
Over the course of several months, I volunteered as
co-director of logistics, and then as co-director of
the speakers’ showcase. I helped with organizing our
annual speakers’ school, and I also volunteered for
the meet and greet committee.
Finally,
I sat on the nominating committee. Pretty soon a funny
thing happened. Everyone knew me by first name. In less
than two years I had gone from being a newcomer to being
a veteran! What about you? Have you volunteered for
your organization lately? You can become a household
name in your association in no time by volunteering
on different committees.
Step
Three: Become A Small Fish In A Big Pond
Would you like to hang with the big boys? Have you ever
wondered how you can become a small fish in a big pond?
Would you like to meet your potential employers, clients,
or customers?
By
now you should know the answer: join an association!
I have always wanted to meet the movers and shakers
in my industry— people who could open some doors for
me.
You
might ask, “I already have a job in my area of interest.
Do I really need to go through so much trouble?” I’ve
got news for you, my friend; there’s no guarantee that
your job will be there tomorrow. We are living in a
time when things are changing at breakneck speed. Your
company can let you go in a moment’s notice.
The
remarkable thing is even the company president or CEO
may not know what’s going to happen. Like the saying
goes in my country, “Don’t wait until you are sleepy
to make your bed up—it will be too late.” Network with
your peers now. You never know; your next job might
come from one of them.
If
you are in sales, you already know that it’s difficult
to talk to the actual buyer. You can only get as far
as the company’s gatekeepers. If you want to get beyond
the front doors, you must attend networking events.
There are many highly respected authors and speakers
to whom I would never have had access had I not become
an NSA member.
Let
me give you an example. Jeffrey Gitomer is one of the
most respected sales gurus in the world. His column
appears daily in business journals across the country
and in some columns across the world. I was very familiar
with Jeffrey’s work, and I had always wanted to meet
him.
As
a doorman, I always wanted to know what the people at
the top were reading. The moment I noticed a book on
the back seat of the car I was parking, I would run
to Barnes and Nobles across the street and buy that
book. How is that for commitment? One day, Jeffrey pulled
up at the hotel. I noticed that he had a stack of his
book, The Sales Bible.
He
shook my hand and said, “My name is Jeffrey Gitomer,
and I have a tip for you. The choice is yours. Will
it be a book or five dollars?” I answered, “The book!”
After that meeting with Jeffrey, I wanted to stay in
touch.
Jeffrey
was a big fish in a big pond, and I was a small fish.
Later, I joined the National Speakers Association, and,
lo and behold, Jeffrey was a member! Hello! He and I
became friends. Did you read the foreword to this book?
Jeffrey wrote it, of course. Do you get my point? Of
course you do. You can get to know the people at the
top by simply becoming a member of your industry’s association.
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