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Success Newsletters

Volume 4, Number 4 – July – August, 2004 Issue

In This Edition
1. Your Secret Weapon: Enthusiasm.
2. Don’t Judge a Book By It’s Cover
4. Recommended Reading

Your Secret Weapon: Enthusiasm.
The more I observe about life, the more I work with great organizations, the more I talk and listen to successful people, and the more I study great service, I have come to realize that while there are many different factors that contribute to one’s success, the one that keeps coming back to me is enthusiasm.

I was recently looking to buy a new suit. I went in to one well known store, and while the person serving me was not rude, he most certainly was indifferent to me. I could tell he saw me as an inconvenience to his day instead of an integral part of his day.

Some of you may have had a similar experience. How did it make you feel? I expect not very impressed, and not entirely likely to shop there again. In my case, the salesperson’s tone, body language and facial expressions told me everything I needed to know. Well, I decided I did not have to put up with this and would spend my money elsewhere. I left the store, went down the street, and walked in to a similar store. What a difference! The first person I came into contact with gave me a big welcoming smile, asked me how I was, and then enthusiastically proceeded to ask me how he could help me that day.

This person was genuinely proud of the merchandise he sold and the company he worked for, he was a walking advertisement for them, and made me feel important and cared for. I bought my suit that day and a few other items, not even comparing prices with the other store. I was bowled over by this person’s genuine enthusiasm, and, in fact, all the other employees of that store who I came in to contact with that day were equally enthusiastic and helpful.
In my experience, forward thinking organizations, and the more successful organizations I have come in contact with, find the key to building enthusiasm in their whole team. Team members speak in terms of what they have done as an organization. They speak with pride about the company, their individual roles and overall contributions, and what product or service they provide.

Never underestimate the simple things in life: the smile, the genuine concern for someone, a sincere compliment, showing that you care, having the passion for what you do and by always being enthusiastic… It is your secret weapon.

Don’t Judge a Book by it’s Cover
I would like to thank my good friend, Selwyn Cainer, for sending me this article. It is attributed to a true story by Malcolm Forbes. I hope you enjoy reading it.

A lady in a faded gingham dress and her husband, dressed in a homespun, threadbare suit, stepped off the train in Boston, and walked timidly without an appointment into the outer offices of the President of Harvard University. The secretary immediately wrote these “backwoods, country hicks” as having no business at Harvard.

“We want to see the president,” the man said softly.
“He’ll be busy all day,” the secretary snapped.
“We’ll wait,“ the lady replied.

For hours the secretary ignored them, hoping the couple would finally become discouraged and go away. They didn’t. The secretary grew frustrated and finally decided to disturb the president, even though it was a chore she always regretted. Explaining the situation to him, she said, “Maybe if you see them for a few minutes, they’ll leave.“

He sighed in exasperation and nodded. Someone of his importance obviously didn’t have the time to spend with such country bumpkins. The president, stern faced, invited the couple into his office.

The lady began her story. “Our son attended Harvard for one year. He loved Harvard. He was very happy here. But about a year ago, he was accidentally killed. My husband and I would like to erect a memorial to him somewhere on campus.”

The president wasn’t touched…He was shocked. “Madam,” he said, gruffly, “we can’t put up a statue for every person who attended Harvard and died. If we did, this place would look like a cemetery.”

“Oh, no,” the lady explained quickly. “We don’t want to erect a statue. We thought we would like to give a building to Harvard.”

The president rolled his eyes. He glanced at the gingham dress and threadbare suit, and then exclaimed, “A building! Do you have any earthly idea how much a building costs? We have over seven and a half million dollars in the physical buildings here at Harvard.”

For a moment the lady was silent. The president was pleased. Maybe he could get rid of them now.

The lady turned to her husband and said quietly, “Is that all it costs to start a university? Why don’t we just start our own?”

The president’s face was quizzical and not just a little confused and bewildered.

Mr. and Mrs. Leland Stanford got up and walked out. They traveled to Palo Alto, California where they established the university that bears their name, Stanford University, a memorial to a son that Harvard no longer cared about.

A TRUE STORY by Malcolm Forbes

From Charles: You can easily judge the character of others by how they treat those who they think can do nothing for them. That article is certainly one to reflect on. Food for thought indeed.

“When the love of power is replaced by the power of love, there will be peace” Jimmy Hendricks

“If you think education is expensive, try ignorance” Vidal Sassoon

“Waiting until everything is perfect before making a move is like waiting to start a trip until all the lights are green!” Karen Ireland


Be Nice (Or Else!) by Winn Claybaugh
If you want to become a happier more successful person, this is a must read book. You will discover the new rules and fun of being NICE! The author Winn Claybaugh is one of the nicest people you will ever meet in your life. he is also a friend, and I am honored to know him. Winn also is one of the most generous and giving people on this planet, and also incredibly successful. Read this book, learn from its wisdom and ideas. It is a wonderful, wonderful read from a person who walks his talk. The foreword in this book is by none other than Larry King of CNN fame.

Tom Hopkins’ Guide to Greatness In Sales by Tom Hopkins
This is certainly not a new book, but one I keep coming back to every so often. Anybody in sales today or thinking of getting in to sales should read this book. The author is a master in the art of becoming a complete sales person and a champion. There are many great books written about sales by many experts, this one, in my opinion, is right up there with the best. Hopkins is a genius at the sales game and his writing style is easy to follow and to understand.

Website: Michael J. Hughes: Canada’s Networking Guru
This is a terrific website with lots of value, excellent articles and first class products and services. For anybody who wants to know anything and everything about networking, this is one cool site. Michael also has a great newsletter which I personally subscribe too and enjoy very much. I would recommend that you visit his website at

Date Added: July 30, 2004 | Comments (0) | Filed under: Newsletters

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