Goals! Third Edition: How to Get Everything You Want—Faster Than You Ever Thought Possible

1

Get Started:

Unlock Your Potential

The great thing in this world is not so much where we stand, as in what direction we are moving.

—OLIVER WENDELL HOLMES

This is a wonderful time to be alive. Today, creative and determined people have almost unlimited opportunities to achieve more of their goals than ever before. Regardless of short-term ups and downs in the economy and in your life, we are entering into an age of peace and prosperity superior to any previous era in human history.

It’s Not Where You Start but How You Finish

When I was eighteen, I left high school without graduating. My first job was as a dishwasher in the back of a small hotel. From there, I moved on to washing cars and then washing floors with a janitorial service. For the next few years, I drifted and worked at various laboring jobs, earning my living by the sweat of my brow. I worked in sawmills and factories. I worked on farms and ranches. I worked in the tall timber with a chain saw and dug wells when the logging season ended.

I worked as a construction laborer on tall buildings and as a seaman on a Norwegian freighter in the North Atlantic. Often, I slept in my car or in cheap rooming houses. When I was twenty-three, I worked as an itinerant farm laborer during the harvest, sleeping on the hay in the farmer’s barn and eating with the farmer’s family. I was uneducated and unskilled, and at the end of the harvest, I was unemployed once more.

When I could no longer find a laboring job, I got a job in straight commission sales, cold-calling office to office and door to door. I would often work all day long to make a single sale so I could pay for my rooming house and have a place to sleep that night. This was not a great start at life.

The Day My Life Changed

Then one day, I took out a piece of paper and wrote down an outrageous goal for myself: earn $1,000 per month in door-to-door and office-to-office selling. I folded up the piece of paper, put it away, and never saw it again.

But thirty days later, my entire life had changed. During that time, I discovered a technique for closing sales that tripled my income from the very first day. Meanwhile, the owner of my company sold out to an entrepreneur who had just moved into town. Exactly thirty days after I had written down my goal, the new owner took me aside and offered me $1,000 per month to head up the sales force and teach the other salespeople what I was doing that enabled me to sell so much more than anyone else. I accepted his offer, and from that day forward, my life was never the same.

Take Advantage of Opportunities

Within eighteen months, I had moved from that job to another and then to another. I went from personal selling to becoming a sales manager with people selling for me. In a new business, I recruited and built a ninety-five-person sales force. I literally went from worrying about my next meal to walking around with a pocketful of twenty-dollar bills.

I began teaching my salespeople how to write out their goals and how to sell more effectively. In almost no time at all, they increased their incomes as much as five and ten times. Today, many of them are millionaires and multimillionaires.

Life Goes Up and Down

I have to admit that since those days in my midtwenties, my life has not been a smooth series of upward steps. It has included many ups and downs, marked by occasional successes and temporary failures. I have traveled, lived, and worked in more than 125 countries, learning French, German, and Spanish along the way and working in twenty-two different fields.

As the result of inexperience and sometimes sheer stupidity, I have spent or lost everything I made and had to start over again—several times. Whenever this happened, I would begin by sitting down with a piece of paper and laying out a new set of goals for myself.

After several years of hit-and-miss goal setting and goal achieving, I finally decided to collect everything I had learned into a single system, which I’ll explain in the pages ahead. By assembling these ideas and strategies in one place, I developed a goal-setting methodology and process, with a beginning, middle, and end, and began to follow it every day.

Within one year, my life had changed once more. In January of that year, I was living in a rented apartment with rented furniture. I was $35,000 in debt and driving a used car that wasn’t paid for. By December, I was living in my own $100,000 condominium. I owned a new Mercedes, had paid off all my debts, and had $50,000 in the bank.

Then, I really got serious about success. I realized that goal setting was incredibly powerful. I invested hundreds and then thousands of hours reading and researching goal setting and goal achieving, synthesizing the best ideas I could find into a complete process that worked with incredible effectiveness.

Anyone Can Do It

Some years later, I began audiotaping and videotaping my workshops and seminars so that others could use them. At Brian Tracy International, we have now trained hundreds of thousands of people in these principles in multiple languages all over the world.

What I found was that these ideas work everywhere, for everyone, in virtually every country, no matter what your education, experience, or background may be when you begin. Best of all, these ideas have made it possible for me and many thousands of others to take complete control of our lives. The regular and systematic practice of goal setting has taken us from poverty to prosperity, from frustration to fulfillment, from underachievement to success and satisfaction. This system will do the same for you.

Create Your Own World

Perhaps the greatest discovery in human history is the power of your mind to create almost every aspect of your life.

Everything you see around you in the human-made world began as a thought or an idea in the mind of a single person before it was translated into reality. Everything in your life started as a thought, a wish, a hope, or a dream, either in your mind or in the mind of someone else. Your thoughts are creative. Your thoughts form and shape your world and everything that happens to you.

The Greatest Secret

The great summary statement of all religions, philosophies, metaphysics, psychology, and success is this: You become what you think about, most of the time. Your outer world ultimately becomes a reflection of your inner world. Your outer world of experience mirrors back to you what you think about, most of the time. Whatever you think about continuously emerges in your reality.

Many thousands of successful people have been asked what they think about most of the time. The most common answer given by successful people is that they think about what they want—and how to get it—most of the time.

Problems and Worries

Unsuccessful, unhappy people think and talk about what they don’t want most of the time. They talk about their problems and worries and who is to blame for their situation most of the time. But successful people keep their thoughts and conversations focused on their most intensely desired goals. They think and talk about what they want.

Living without clear goals is like driving in a thick fog. No matter how powerful or well engineered your car is, you drive slowly, hesitantly, making little progress on even the smoothest road. Deciding on your goals clears the fog immediately and allows you to focus and channel your energies and abilities toward what you really want. Clear goals enable you to step on the accelerator of your own life and race ahead rapidly toward achieving more of what you truly want in life.

Your Automatic Goal-Seeking Function

Imagine this exercise: You take a homing pigeon out of its roost, put it in a cage, cover the cage with a blanket, put the cage in a box, and then place the box into a closed truck cab. You then drive a thousand miles in one direction.

If you open the truck cab, take out the box, take off the blanket, and let the homing pigeon out of the cage, the homing pigeon will fly up into the air, circle three times, and then fly unerringly back to its home roost a thousand miles away. No other creature on earth has this incredible cybernetic, goal-seeking function—except for you.

You have the same goal-achieving ability as the homing pigeon but with one marvelous addition. When you are absolutely clear about your goal, you do not even have to know how to achieve it. By simply deciding exactly what you want, you will begin to move unerringly toward your goal, and your goal will start to move unerringly toward you. At exactly the right time and in exactly the right place, you and the goal will meet.

Because of this incredible cybernetic mechanism located deep within your mind, you almost always achieve your goals, whatever they are. If your goal is to get home at night and watch television, you will almost certainly achieve it. If your goal is to create a wonderful life full of health, happiness, and prosperity, you will achieve that as well.

Like a computer, your goal-seeking mechanism is non-judgmental. It works automatically and continuously to bring you what you want, regardless of what you program into it.

Nature doesn’t care about the size of your goals. If you set little goals, your automatic goal-achieving mechanism will enable you to achieve little goals. If you set large goals, this natural capability will enable you to achieve large goals. The size, scope, and detail of the goals you choose to think about most of the time are completely up to you.

Why People Don’t Set Goals

Here is a good question: If goal achievement is automatic, why do so few people have clear, written, measurable, time-bounded goals that they work toward each day? This is one of the great mysteries of life. I believe there are four reasons why people don’t set goals.

They Think Goals Aren’t Important

First, most people don’t realize the importance of goals. If you grow up in a home where no one has goals or you socialize with a group of people who don’t discuss or value goals, you can easily reach adulthood without knowing that your ability to set and achieve goals will have more of an effect on your life than any other skill. Look around you. How many of your friends or family members are clear and committed to their goals?

They Don’t Know How

The second reason that people don’t have goals is because they don’t know how to set them in the first place. Even worse, many people think that they already have goals. Alas! What they actually have is a series of wishes or dreams, like Be happy or Make a lot of money or Have a nice family life.

But these desires are not goals at all. They are merely fantasies that are common to everyone. A goal, however, is something distinctly different from a wish. It is clear, written, and specific. It can be quickly and easily described to another person. You can measure it, and you know when you have achieved it or not.

And of course, if you never hear about goals until you are an adult, as happened to me, you will have no idea how important they are to everything you do.

They Have a Fear of Failure

The third reason that people don’t set goals is because of the fear of failure. Failure hurts. It is emotionally and often financially painful and distressing. All of us have experienced failure from time to time. Each time, we resolve to be more careful and avoid failure in the future. Many people then make the mistake of unconsciously sabotaging themselves by not setting any goals at which they might fail. They end up going through life functioning at far lower levels than are truly possible for them. They play it safe.

They Have a Fear of Rejection

The fourth reason that people don’t set goals is because of the fear of rejection. People are afraid that if they set a goal and are not successful, others will criticize or ridicule them. This is one of the reasons why you should keep your goals confidential when you begin to set goals. Don’t tell anyone. Let others see what you have accomplished, but don’t tell them in advance. What they don’t know can’t hurt you.

Join the Top 3 Percent

Mark McCormack, in his book What They Don’t Teach You at Harvard Business School, told of a Harvard study conducted between 1979 and 1989. In 1979, the graduates of the MBA program at Harvard were asked, Have you set clear, written goals for your future and made plans to accomplish them?

It turned out that only 3 percent of the graduates had written goals and plans; 13 percent had goals, but they were not in writing; and fully 84 percent had no specific goals at all, aside from getting out of school and enjoying the summer.

Ten years later, in 1989, the researchers interviewed the members of that class again. They found that the 13 percent who had goals that were not in writing were earning, on average, twice as much as the 84 percent of students who had no goals at all. But most surprisingly, they found that the 3 percent of graduates who had clear, written goals when they left Harvard were earning, on average, ten times as much as the other 97 percent of graduates all together. The only difference between the groups was the clarity of the goals they had for themselves when they graduated.

Happiness Requires Goals

Earl Nightingale once wrote, Success is the progressive realization of a worthy goal. You feel truly happy only when you are making progress, step by step, toward something that is important to you. Viktor Frankl, the developer of logotherapy, wrote that the greatest need of human beings is for a sense of meaning and purpose in life, for a goal to work toward.

Goals give you that sense of meaning, purpose, and direction. As you move toward your goals, you feel happier and stronger. You feel more energized and effective. You feel more competent and confident in yourself and your abilities. Every step you take toward your goals increases your belief that you can set and achieve even bigger goals in the future.

You Can Control the Direction of Change

More people today fear change and worry about the future than at any other time in our history. Some of the great benefits of goal setting are that goals enable you to control the direction of change in your life, ensure that these adjustments are largely self-determined and self-directed, and instill meaning and purpose into everything you do.

One of the most important teachings of Aristotle, a Greek philosopher, was that humans are teleological organisms. The Greek word teleos means goals or purpose. Aristotle concluded that all human action is purposeful in some way. You are happy only when you are working toward something you want. The great questions then become What are your goals? What purposes are you aiming at? Where do you want to end up at the end of the day?

You Hold the Key

Setting goals and working toward them day by day is so powerful that the very act of thinking about your goals makes you happy, even before you have taken the first step toward achieving them.

To unlock and unleash your full potential, you should make a habit of daily goal setting and achieving for the rest of your life. You should develop a laser-like focus so that you are always thinking and talking about what you want rather than what you don’t want. You must resolve, from this moment forward, to become a goal-seeking organism, like a guided missile or a homing pigeon, moving unerringly toward the goals that are important to you.

There is no greater guarantee of a long, happy, healthy, and prosperous life than for you to be continually working on being, having, and achieving more and more of what you truly want. Clear goals allow you to release your full potential for personal and professional success. Goals enable you to overcome any obstacle and make your future achievement unlimited.

GET STARTED: UNLOCK YOUR POTENTIAL

1. Imagine that you have the inborn ability to achieve any goal you could ever set for yourself. What do you want to be, have, and do?

2. Identify the activities that give you your greatest sense of meaning and purpose in life. How could you do more of them?

3. Look at your personal and work life today, and identify how your own thinking has created your world. What should you or could you change?

4. Resolve today to think and talk only about the results you want in life and refuse to talk about the ones you don’t want.

5. Determine the price you will have to pay to achieve the goals that are most important to you, and then resolve to pay that price, starting today.

6. Imagine that you were absolutely guaranteed success in achieving your goals and that you had no fears at all. What goals would you set for yourself?

7. What one action should you take immediately as the result of your answers to the above questions?

2

Take Charge of Your Life

A man, as a general rule, owes very little to what he is born with. A man is what he makes of himself.

—ALEXANDER GRAHAM BELL

When I was twenty-one, I was broke and living in a small one-room apartment in the middle of a very cold winter, working on a construction job during the day. In the evening, I usually couldn’t afford to go out of my apartment, where at least it was warm, so I had a lot of time to think.

One night as I sat at my small kitchen table, I had a great flash of awareness. It changed my life. I suddenly realized that everything that would happen to me for the rest of my life was going to be up to me. No one else was ever going to help me. No one was coming to the rescue.

I was thousands of miles from home with no intentions of going back for a long time. I saw clearly at that moment that if anything in my life was going to change, it would have to begin with me. If I didn’t change, nothing else would change. I was responsible.

The Great Discovery

I still remember that moment. It was like a first parachute jump—both scary and exhilarating. There I was, standing on the edge of life. And I decided to jump. From that moment onward, I accepted that I was in charge of my life. I knew that if I wanted my situation to be different, I would have to be different. Everything was up to me.

I later learned that when you accept complete responsibility for your life, you take the giant step from childhood to adulthood. Sadly enough, most people never do this. I have met countless men and women in their forties and fifties who are still grumbling and complaining about unhappy experiences in their past and blaming their problems on other people and circumstances. Many people are still angry about something that one of their parents did or did not do to or for them twenty, thirty, or even forty years ago. They are trapped in the past and can’t get free.

Your Worst Enemies

The greatest enemies of success and happiness are negative emotions of all kinds. Negative emotions hold you down, tire you out, and take away all your joy in life. From the beginning of time, they have done more harm to individuals and societies than all the plagues of history.

One of your most important goals, if you want to be truly happy and successful, is to free yourself from negative emotions. Fortunately, you can do this, if you learn how.

The negative emotions of fear, self-pity, envy, jealousy, and ultimately anger are mostly caused by four factors. Once you identify and remove these factors from your thinking, your negative emotions stop automatically. When your negative emotions stop, the positive emotions of love, peace, joy, and enthusiasm flow in to replace them, and your whole life changes for the better, sometimes in a matter of minutes or even seconds.

Stop Justifying

The first of the four root causes of negative emotions is justification. You can be negative only as long as you can justify it to yourself and others that you are entitled to be angry or upset for some reason. This is why angry people are continually explaining and elaborating on the reasons for their negative feelings. However, if you cannot justify your negativity, you cannot be angry.

For