fm JWBK219-Hogan June 17, 2008 11:27 Char Count= THE ♥ 12 factors of BUSINESS SUCCESS DISCOVER, DEVELOP, AND LEVERAGE YOUR STRENGTHS KEVIN HOGAN, DAVE LAKHANI, MOLLIE MARTI John Wiley & Sons, Inc v fm JWBK219-Hogan June 17, 2008 11:27 Char Count= ii fm JWBK219-Hogan June 17, 2008 11:27 Char Count= Praise for The 12 Factors of Business Success “Kevin Hogan is a thinker—and a doer He has a devoted following that lives by his wisdom His latest book on achievement is not optional If you are looking to climb the success ladder, Kevin Hogan’s book will be there for you at every rung of the journey— to teach you, to support you, and to encourage you to achieve your dreams.” —Jeffrey Gitomer, author of The Little Red Book of Selling “One of the most intelligent and genuinely thoughtful books written on the subject of success.” —Mark Joyner, futurist and #1 best-selling author of Simpleology “The authors’ valuable insights on business success and leadership will help people in any walk of life take their performance to the next level The 12 Factors of Business Success is an impressive, straightforward, no-nonsense road map to bring out the best in each one of us.” —Steven McWhorter, CEO, Securities America, Inc “Mollie Marti is a wise success coach with a personal commitment to excellence and a passion for helping others produce results consistent with their values and aspirations Her collaboration with Hogan and Lakhani has resulted in a powerful, practical, and fun guide to getting the most out of your business and life.” —Michael Port, author of Book Yourself Solid and Beyond Booked Solid “Mollie Marti inspires excellence while providing down-to-earth, useful ideas and tools for success This collaboration with two other premier coaches gives readers a smart and savvy plan to master the battle zone of everyday business.” —Dale Collie, former U.S Army Ranger; author of Winning Under Fire, Building Courageous Leaders, and Frontline Leadership i fm JWBK219-Hogan June 17, 2008 11:27 Char Count= THE ♥ 12 factors of BUSINESS SUCCESS iii fm JWBK219-Hogan June 17, 2008 11:27 Char Count= iv fm JWBK219-Hogan June 17, 2008 11:27 Char Count= THE ♥ 12 factors of BUSINESS SUCCESS DISCOVER, DEVELOP, AND LEVERAGE YOUR STRENGTHS KEVIN HOGAN, DAVE LAKHANI, MOLLIE MARTI John Wiley & Sons, Inc v fm JWBK219-Hogan Copyright June 17, 2008 C 11:27 Char Count= 2008 by Kevin Hogan, Dave Lakhani and Mollie Marti All rights reserved Published by John Wiley & Sons, Inc., Hoboken, New Jersey Published simultaneously in Canada No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means, electronic, mechanical, photocopying, recording, scanning, or otherwise, except as permitted under Section 107 or 108 of the 1976 United States Copyright Act, without either the prior written permission of the Publisher, or authorization through payment of the appropriate per-copy fee to the Copyright Clearance Center, Inc., 222 Rosewood Drive, Danvers, MA 01923, (978) 750-8400, fax (978) 646-8600, or on the web at www.copyright.com Requests to the Publisher for permission should be addressed to the Permissions Department, John Wiley & Sons, Inc., 111 River Street, Hoboken, NJ 07030, (201) 748-6011, fax (201) 748-6008, or online at http://www.wiley.com/go/permissions Limit of Liability/Disclaimer of Warranty: While the publisher and author have used their best efforts in preparing this book, they make no representations or warranties with respect to the accuracy or completeness of the contents of this book and specifically disclaim any implied warranties of merchantability or fitness for a particular purpose No warranty may be created or extended by sales representatives or written sales materials The advice and strategies contained herein may not be suitable for your situation You should consult with a professional where appropriate Neither the publisher nor author shall be liable for any loss of profit or any other commercial damages, including but not limited to special, incidental, consequential, or other damages For general information on our other products and services or for technical support, please contact our Customer Care Department within the United States at (800) 762-2974, outside the United States at (317) 572-3993 or fax (317) 572-4002 Wiley also publishes its books in a variety of electronic formats Some content that appears in print may not be available in electronic books For more information about Wiley products, visit our web site at www.wiley.com Library of Congress Cataloging-in-Publication Data: Hogan, Kevin The 12 factors of business success : discover, develop, and leverage your strengths / Kevin Hogan, Dave Lakhani, Mollie Marti p cm Includes bibliographical references and index ISBN 978-0-470-29299-0 (cloth) Success in business I Lakhani, Dave, 1965– II Marti, Mollie Weighner III Title IV Title: Twelve factors of business success HF5386.H653 2008 650.1—dc22 2008012236 Printed in the United States of America 10 vi fm JWBK219-Hogan June 17, 2008 11:27 Char Count= Kevin Hogan: To Katie, Jessica, and Mark Hogan Dave Lakhani: To Stephanie and Austria, both a key to and an example of my success And to you, for embracing my work; thank you Mollie Marti: To Monte, Nathaniel, Alaina, and Erin If something doesn’t work for us, it doesn’t work for me Thanks for making this project work vii fm JWBK219-Hogan June 17, 2008 11:27 Char Count= viii fm JWBK219-Hogan June 17, 2008 11:27 Char Count= Contents Foreword by Mark Joyner xi Preface xiii Acknowledgments xvii Self-Discipline The Game Plan 15 Directed Action 27 Decision Making 47 Passion 65 Confidence 75 Mastering Criticism 87 Self-Control 103 Resilience 119 10 Wealth Building 135 11 Support Structures 159 ix ref JWBK219-Hogan May 10, 2008 20:58 Char Count= References Armstrong, Lance, and Sally Jenkins 2000 It’s Not About the Bike New York: Putnam Buzan, Tony 2002 Head First New York: Thorsons (an imprint of HarperCollins) Deutschman, Alan 2007 Change or Die New York: HarperCollins Ferriss, Tim 2007 The 4-Hour Workweek New York: Crown Frankl, Victor 1985 Man’s Search for Meaning New York: Washington Square Press Hill, Napoleon 1963 Think and Grow Rich New York: Random House Lakhani, David 2006 The Power of an Hour Hoboken, NJ: John Wiley & Sons Osborn, Alex 1979 Applied Imagination: Principals and Procedures of Creative Thinking New York: Charles Scribner’s Sons Peale, Norman Vincent 2007 The Power of Positive Thinking New York: Fireside Publishing Seligman, Martin E P 2006 Learned Optimism New York: Vintage Publishing 207 ref JWBK219-Hogan May 10, 2008 20:58 Char Count= 208 res JWBK219-Hogan June 5, 2008 11:46 Char Count= Resources Here Are Your Two Free Tickets to Success Factors Live Success is a habit and habits are created through powerful experiences and positive repetition We want this to be the most valuable book you have ever read To make this happen, we would like to give you two free tickets to our breakthrough success event called Success Factors Live Success Factors Live is a life and business success mastery program designed to help you experience your full potential For a limited time, the $1,497 attendance price is waived for you if you own the book To get your free tickets simply follow the instructions below Unlike many success events this is not a rah-rah motivational event that leaves you feeling pumped up for a short while Success Factors Live is a carefully crafted experiential event designed to help you learn and integrate the most important success factors into your life and into your business When you attend Success Factors Live you’ll begin developing the solid foundations of success habits that last a lifetime This event is orchestrated and lead by the authors for the most profound experience available We’ll also have surprise special guests who 209 res JWBK219-Hogan 210 June 5, 2008 11:46 Char Count= RESOURCES will take your learning deeper than you’ve ever imagined possible You’ll be learning, implementing, connecting, and succeeding in ways you’ve never before experienced Here’s how you register: Simply go to www.bestsuccessfactors com and click on the link that says Success Factors Live We will be running the event across the country for a limited time so be sure to register today as seats will be filled on a first–registered, first-served basis You will need to bring this book with you in addition to registering to get in If you want to bring your team, simply buy them books and register them with you! Visit www bestsuccessfactors.com to register and see a complete explanation of what you’ll be learning in this exciting success immersion We look forward to training you and to helping you develop a plan that will transform your business and your life! abu JWBK219-Hogan June 5, 2008 12:52 Char Count= About the Authors Kevin Hogan holds a doctorate in psychology and is the author of 18 books, including The Secret Language of Business, Selling: Powerful New Strategies for Sales Success, Covert Persuasion, The Science of Influence, The Psychology of Persuasion, Talk Your Way to the Top, Irresistible Attraction, Covert Hypnosis, and The New Hypnotherapy Handbook He is body language expert and unconscious influence expert to the BBC, the New York Post and dozens of popular magazines like InTouch, First for Women, Success!, and Cosmopolitan He has become the go-to resource for analyzing key White House figures Hogan has taught Persuasion and Influence at the University of St Thomas Management Center and is a frequent media guest Articles by and about him have appeared in Success!, Redbook, Office Pro, Selling Power, Cosmopolitan, Maxim, Playboy, and numerous other publications He was recently featured in a half dozen magazines (including wProst) in Poland after teaching persuasion and influence skills to that country’s 350 leading sales managers 211 abu JWBK219-Hogan 212 June 5, 2008 12:52 Char Count= ABOUT THE AUTHORS Kevin Hogan is generally agreed to be the nation’s leading body language expert Kevin is a dynamic, well-known international public speaker, consultant, and corporate trainer He has taught persuasion, sales, and marketing skills to leaders in the government of Poland, employees from Boeing, Microsoft, Starbucks, Cargill, Pillsbury, Carlson Companies, Fortis Insurance, Great Clips, the State of Minnesota, 3M, the United States Postal Service, and numerous other Fortune 500 companies He recently spoke to The Inner Circle and at the Million Dollar Roundtable convention in Las Vegas Kevin’s keynotes, seminars, and workshops help companies sell, market, and communicate more effectively His cutting-edge research into the mind and keen understanding of consumer behavior create a unique distillation of information never before released to the public Each customized program he leads is fit specifically to the needs of the group or organization Kevin gives his audiences new and easy to implement ideas to achieve excellence Dave Lakhani is the President of Bold Approach, Inc., the nation’s first business acceleration strategy firm A business acceleration strategy firm is a company that helps companies seduce consumers, build relationships, dominate top of mind awareness, and create powerful personal and company brands fast Dave has been responsible for developing dynamic strategies driving record-breaking growth and increases in sales in more than 500 businesses in the past 10 years Dave is an in-demand speaker, author, and trainer, whose ideas have been applied by some of the biggest organizations in the United States including IBM, the U.S Army, Rogers Media, Micron, GE, Wizard Academy, and many more Dave’s advice is frequently seen in magazines including Selling Power, Sales and Marketing Management, Entrepreneur, Business Solutions, Retail Systems Reseller, Integrated Solutions, Home Office Computing, PC Magazine, and other media including Business Radio abu JWBK219-Hogan June 5, 2008 12:52 Char Count= About the Authors 213 Network, The Business Connection, The Today Show, and dozens more He has been featured in more than 50 books Dave’s company, Bold Approach, Inc., was nominated as one of Fast Company magazine’s Fast 50 companies and Dave was runnerup for the 2007 American Business Award For America’s Best Sales Trainer Visit Dave at www.boldapproach.com, www.howtopersuade com, or www.powerofanhour.com Dave is the author of: Persuasion—The Art of Getting What You Want, The Power of an Hour—Business and Life Mastery in One Hour a Week, Subliminal Persuasion—Influence and Marketing Secrets They Don’t Want You to Know, and Making Marketing Work (audiobook) Mollie Marti, Ph.D., J.D., is a psychologist who specializes in performance in competitive environments She is an Adjunct Professor of Psychology at the University of Iowa and is widely published in academic journals of psychology and human behavior She is also author of Selling: Powerful New Strategies for Sales Success As an active researcher and consultant, her knowledge of motivation and performance effectiveness puts her on the cutting edge of performance issues She provides unique value to corporate clients by motivating their workforce and creating effective selling, marketing, business, and leadership strategies to accelerate growth, improve productivity, and increase profits As a performance coach, Mollie shares tools and lessons from her rich and varied experience as a psychologist, lawyer, mediator, performance coach, successful entrepreneur, working mother, and more As a trainer and speaker, she combines a rich personal history of motivating and leading teams to success with a genuine passion for empowering others to live fulfilling and successful lives She speaks from a place of deep conviction and a lifetime of accomplishments as she trains organizations in leadership, sales, team building, business strategy, conflict resolution, life balance, abu JWBK219-Hogan 214 June 5, 2008 12:52 Char Count= ABOUT THE AUTHORS and self-mastery skills She delivers real-world wisdom and scientific research coupled with inspirational stories and humor in a way that moves and motivates audiences to produce lasting results Mollie lives on an apple orchard in Mount Vernon, Iowa, with her husband Monte, their three children, two naughty yellow labs, a large family of cats, and various other pets She is a health and fitness enthusiast who enjoys adventures with family, travel, wine tasting, reading, and cruising in her Volkswagen bug convertible Visit her online at www.molliemarti.com ind JWBK219-Hogan June 13, 2008 5:22 Char Count= Index Accomplishments See Achievements; Success Accountability, 162–166, 177, 178 Achievements See also Success concentration and, 11–14 efforts and, 5–7 fulfillment and, 12–13 game plans and, 24–25 goals and, 20–21 pessimism and, 112–113 potential relative to, 17 resilience and, 122 Actions: accountability and, 165 confidence vs fear and, 83–86 conflicts and, 95 directed, 27–32, 50–51, 53, 101 doubts triggering, 80 as habits, 31 resilience and, 128 success and, 10, 181–182, 186, 203–204 wealth building and, 142, 147–148 Affirmations, 80–83 See also Power of yes Analyses: of criticism, 88–89, 92–95 of decision making, 51–54 of directed actions, 30–32 of doubt, 78–80 of game plans, 15–16 of goals, 195, 204–206 of opinions of others, 97–101 of passions, 68–69 of wealth building, 141–148 Armstrong, Lance, 120 Arrogance, 76–77 Attitudes See also Optimism actions and, 181–182 confidence and, 77, 182–183 fear and, 179–180 opinions of others and, 181 passion and, 70–72 personal development and, 176–178 risk taking and, 180–181 self-discipline and, 2–3 success and, 9–11 wealth building and, 135–138, 152–157 Attraction, The Law of, 33–35 Balanced life, 123–126 Behaviors See Actions Belief(s) See also Convictions affirmations and, 81–83 doubt vs., 78–80 limiting, 204 passion and, 66 in self (see Confidence) in success, 194–195 Biases, 93 215 ind JWBK219-Hogan 216 June 13, 2008 5:22 Char Count= INDEX Brain: affirmations and, 81–83 awareness of, 35–36, 122 conscious vs unconscious motivation and, 136–137 plasticity of, 185 Brainstorming, 162 Breaks, rest, 130–132, 134, 146 Breathing, 108 Businesses, starting, 124–125, 141, 149–152 Business plans, 16 Byrne, Rhonda, The Secret, 34–35 Capability, See also Skills Changes: comfort vs., 59–60 criticism prompting, 93 directed action and, 27–28 success and, 193 wealth building and, 138, 145–148 Charitable giving, 155–157, 201 Children, 197–203 Choices, 66–67, 94, 142, 186, 201–202 Clarity, 25, 110, 163–164, 173 Coaches See Mentors Colleagues: criticism among, 92–97 productivity and, 37–39, 41, 45 resilience building with, 129–134 self-control and, 107–111 Comfort zone, 59–60, 109 Communication, 109, 129–131, 200–201 See also Feedback; Networking Competition, 66, 198 Complaints, 171 Completion, project See also Achievements; Productivity procrastination and, 43–46 quality vs., 21–24 recognition of, 135–136, 189–192 self-discipline and, 4–9 time management and, 114–117 Concentration, 11–14 See also Focus Confidence: actions and, 83–86 affirmations and, 80–83 attitudes and, 77, 182–183 decision making and, 51 doubt vs., 77–80 failure and, 76–77 fear vs., 86 goals and, 20–21, 77–80 levels of, 75–77 personal development and, 177–178 success and, 62–63, 76–77, 182–183, 195–196 Conflicts, 95–97, 109, 111 Conscious motivation, 136–137 Consequences, 1–2, 47–48, 51, 53, 165–166 Constructive certainty, 78–80 Controlled enthusiasm, 72–74 Convictions, 100–101 Creative thinking, 183–186 Creativity, 67, 108–109, 147 Critical thinking, 183–186 Criticism: analysis of, 88–89, 92–95 conflicts and, 95–97 facing, 90–92 failure and, 87–88 motivation and, 89–90, 93 success and, 89–90, 94 Cynicism, 111–113 Decision making: active, 50–51, 53 beliefs vs doubts in, 79 consequences of, 47–48, 51, 53 80/20 Rule (Pareto Principle) in, 54–56 habits and, 60–61 importance of, 47–49 methods of, 51–54 resilience and, 119, 130 risk taking and, 56–58 self-control and, 107 self-discipline and, time management and, 115 Desks See Work spaces Directed actions, 27–32, 50–51, 53, 101 Discipline See Self-discipline Diversity, 174–176 Doubts, 62–63, 77–80, 194 See also Confidence; Fear ind JWBK219-Hogan June 13, 2008 5:22 Char Count= Index Dreams See Goals Drop-in visitors, 40–41 Education: children and, 199, 201 success and, 124, 195–196 wealth building and, 139–140, 143 Efforts, 5–7, 55–56 80/20 Rule (Pareto Principle), 54–56 Emotions See Feelings Employment See Colleagues; Jobs; Workplace; Work spaces Energy See Efforts; Focus Enthusiasm, 72–74 Excellence, 22–23, 70–72 See also Perfection Experiences, 187–189, 197–203 Expertise, 20–21, 51–52 See also Skills Facts vs judgments, 95–97 Failure See also Quitting anticipating, 16, 204 children experiencing, 199 confidence and, 76–77 criticism and, 87–88 decision making and, 50–51 fear of, 61–62 opinions of others and, 99 optimism and, 28 perseverance and, 3–4 pessimism and, 112–113 risk taking and, 56 success and, 180–181 support structures and, 166 value of, 177 wealth building and, 146–147 Fear: actions and, 83–86 children and, 197–198 doubts and, 80 of failure, 61–62 opinions of others and, 98–99 passion and, 65–66 risk taking and, 58, 61–62 success and, 58–63, 78, 179–180, 192–197 wealth building and, 147, 152–153 Feedback, 20, 97–101, 131, 162, 168 See also Communication; Criticism 217 Feelings See also Confidence; Fear; Passions affirmations and, 82–83 as brain stimuli, 36 conflicts and, 96 controlled enthusiasm and, 72–74 criticism and, 88–89, 91, 93–95 decision making and, 50, 51–52 fulfillment and, 13 resilience and, 121, 127–129 self-control and, 106–111 thoughts vs., time management and, 113–117 wealth building and, 154–157 Flattery, 171 Focus: achievements and, 11–14 breaks and, 132 in life, 125–126 passion and, 71–72 time management and, 114–115, 116 on wealth building, 138, 142, 146 Friendship, 161, 172 Fulfillment, 12–13, 123–126 Game plans, 15–16, 24–25, 53 Generosity, 155–157 Genesis, renewing, 3–4 Goals: accountability and, 165 achievements and, 20–21 analysis of, 195, 204–206 confidence and, 20–21, 77–80 defining, 135–136, 189–192 embracing, 182 passion for, 68–69 personal development and, 177 reassessment of, 8, 196 self-discipline and, setting of, 17–21 support structures and, 160 time management and, 37–38 written lists of, 121–122, 148, 204 Gossip, 172 Gratification, instant, 19–20, 44, 114, 136–137 Gratitude, 154–155 ind JWBK219-Hogan June 13, 2008 5:22 218 Char Count= INDEX Habits: actions as, 31 developing new, 184–185 of ignoring success, 190–191 procrastination as, 43–46 self-control and, 105–107, 108 self-discipline and, 2, 6–7 success and, 60–61 wealth building and, 136–137, 138 workplace, 133 Humor, 127 Identity, self-, 66 Imagery, mental See Mental imagery Income, 123–126 See also Wealth building Instant gratification, 19–20, 44, 114, 136–137 Instincts, 51–52 Interruptions, 39–41, 45–46 Jobs: fulfillment from, 12–13 passion for, 123–126, 196 wealth building vs., 137, 139–141 Journaling, 128, 184, 191, 201 Judgments vs facts, 95–97 Knowledge See Education; Expertise; Skills Laughter, 127 Law of Attraction, The 33–35 Leadership, 97, 129–134 Leisure time, 123–124 Lifestyles, 1–2, 48–50, 123–126 Limiting beliefs, 204 Listening, 109, 129–130, 131, 200 Lists, 44, 116, 121–122, 148, 204 Maps, 24–25 Marketing, 151 Mastermind groups, 160–163, 166–170, 174–178 Measurability, 31, 33, 96, 165, 190 Meetings, 38–39, 167–169 Mental attitudes See Attitudes Mental imagery: as brain stimuli, 36 decision making and, 53 fear and, 84–85 resilience and, 127 of self-control, 104–105 as stress reliever, 109–111 wealth building and, 153–154 Mentors: accountability and, 164–165, 178 engaging, 171 parents as, 197–203 self-discipline and, 6–7 wealth building and, 143–144 Merzenich, Michael, 185 Mind maps, 25 Mind-sets See Attitudes; Thoughts Money, 123–126, 199, 201 See also Charitable giving; Wealth building Motivation: accountability and, 165–166 affirmations and, 83 confidence and, 76–77 conscious vs unconscious, 136–137 criticism and, 89–90, 93 personal development and, 177–178 resilience and, 120 wealth building and, 147 Negative attitudes See Attitudes; Pessimism Networking, 162–164, 170–174 Opinions, weighing, 97–101, 181 Opportunities, seizing See also Risk taking attitudes and, 137 brain awareness and, 36, 122 decision making and, 50 networking and, 170 power of yes and, 186–189 risk taking and, 56–58 Optimism, 9–10, 28–29, 111–113 See also Affirmations; Power of yes Osborn, Alex, 162 Outsourcing work, 148–152 Overconfidence, 76–77 Overload, managing, 113–117 Parenting, 197–203 Pareto Principle (80/20 Rule), 54–56 ind JWBK219-Hogan June 13, 2008 5:22 Char Count= Index Passions: attitudes and, 70–72 controlled enthusiasm and, 72–74 definition of, 65 fear and, 65–66 identification of, 67–70 for job, 123–126, 196 opinions of others and, 100–101 sources of, 66–67 success and, 67, 121 wealth building and, 153 Perfection, 22–23, 104, 181–182 See also Excellence Performance, 18–24 Perseverance/persistence: confidence and, 75 quitting vs., 7–9 resilience vs., 119 self-discipline and, 3–5, 7–11 success and, 9–11, 182–183 wealth building and, 144–145 Personal development, 176–178 Pessimism, 111–113 Physical activity, 130–131, 132, 134 Planning See also Directed actions for emergencies, 123–126 game plans and, 15–16, 24–25, 53 of mastermind group structure, 166–170 meetings, 38–39 schedules, 41–42 Positive attitudes See Affirmations; Attitudes; Optimism; Power of yes Potential vs achievements, 17 Power of yes, 186–189 See also Affirmations Prioritization: 80/20 Rule (Pareto Principle) and, 55–56 of goals, 122 procrastination and, 44–46 productivity and, 38–41 resilience and, 119 self-discipline and, 4, 186 time management and, 116 Problem solving, 131, 168, 184, 198 Procrastination, 23, 43–46, 52, 108, 114–115 219 Productivity: colleagues and, 37–39, 41, 45 80/20 Rule (Pareto Principle) and, 55–56 stress and, 130, 134 time management and, 38–43 Project completion See Completion, project Quality vs speed, 21–24 See also Excellence; Perfection Questions, 81–83, 162, 168 Quitting, 7–9, 87–88 See also Failure Reality-based optimism, 28–29 Reciprocity, 172, 175–176 Relationships See Colleagues; Friendship; Mentors; Support structures Relaxation, 130–132, 134, 146 Renewing genesis, 3–4 Research, 164, 173, 185 Resilience: achievements and, 122 definition of, 119 feelings and, 121, 127–129 motivation and, 120 strategies for strengthening, 126–129 in workplace, 129–134 Respect, 101 Rewards, 191–192, 199 Risk taking See also Opportunities, seizing children and, 199 fear and, 58, 61–62 success and, 56–58, 180–181 wealth building and, 139–141, 147–148 Schedules, 41–42, 116 Secret, The (Byrne), 33–35 Security, 48, 109–110, 123–126, 136 Self-confidence See Confidence Self-control: definition of, 103 external stimuli and, 104–107 optimism vs pessimism and, 113 strategies for maintaining, 107–111 time management and, 113–117, 186 wealth building and, 147 ind JWBK219-Hogan 220 June 13, 2008 5:22 Char Count= INDEX Self-discipline: children developing, 201 concentration and, 11–14 confidence and, 75–76 definition of, development of, 1–3 habits and, 2, 6–7 perseverance/persistence and, 3–5, 7–11 prioritization and, 4, 186 project completion and, 4–9 Self-doubts, 194 See also Doubts Self efficacy, 20–21 Self-esteem, 193–194, 198–199 Self-identity, 66 Self trust, Situational management strategy, 16 Skepticism, 111–113 Skills, 20–21, 140, 195–196, 198–203 See also Capability; Education Sleep, 133 Social networks, 163–164, 172–174 Speed vs quality, 21–24 Strategies: game plans as, 15–16, 24–25, 53 on resilience, 126–129 on self-control, 107–111 situational management, 16 Stress: job-related, 130–131 productivity and, 130, 134 self-control and, 107–111 time management and, 113–117 Subcontracting work, 148–152 Success See also Achievements achieving, 203–206 actions and, 10, 181–182, 186, 203–204 belief in, 194–195 changes and, 193 children and, 197–203 choices and, 186 confidence and, 62–63, 76–77, 182–183, 195–196 creative/critical thinking and, 183–186 criticism and, 89–90, 94 definition of, 135, 179 education and, 124, 195–196 failure and, 180–181 fear and, 58–63, 78, 179–180, 192–197 opinions of others and, 98–101, 181 passion and, 67, 121 perseverance/persistence and, 9–11, 182–183 resistance to, 58–63, 78, 192–197 risk taking and, 56–58, 180–181 savoring, 135–136, 189–192 self-discipline and, Success Factors Live, 209–210 Support structures: accountability partners as, 164–166 mastermind groups as, 160–163, 166–170, 174–178 networking in, 162–164, 170–174 social networks as, 163–164, 172–174 value of, 159–160 Task completion See Completion, project Taxes, 155–156 Telephone calls, 39–40 Thoughts, 3, 146 See also Attitudes; Creative thinking Time management See also Procrastination 80/20 Rule (Pareto Principle) in, 54–56 goals and, 37–38 productivity and, 38–43 self-control and, 113–117, 186 wealth building and, 148–152 Trust of self, Truth, 81–83 Unconscious motivation, 136–137 Visitors, 40–41 Visualization See Mental imagery Wealth building: actions and, 142, 147–148 analysis of, 141–148 attitudes and, 135–138, 152–157 children learning about, 201 failure at, 146–147 fear and, 147, 152–153 ind JWBK219-Hogan June 13, 2008 5:22 Char Count= Index jobs vs., 137, 139–141 risk taking and, 139–141, 147–148 time management and, 148–152 Workplace, 129–134 See also Colleagues; Jobs; Work spaces Work spaces, 42–43 Writing See Journaling; Lists Yes, power of, 186–189 See also Affirmations 221 ... Simpleology The authors’ valuable insights on business success and leadership will help people in any walk of life take their performance to the next level The 12 Factors of Business Success is... Char Count= THE ♥ 12 factors of BUSINESS SUCCESS iii fm JWBK219-Hogan June 17, 2008 11:27 Char Count= iv fm JWBK219-Hogan June 17, 2008 11:27 Char Count= THE ♥ 12 factors of BUSINESS SUCCESS DISCOVER,... in their lifestyles c01 JWBK219-Hogan June 5, 2008 20:37 Char Count= THE 12 FACTORS OF BUSINESS SUCCESS often fail to make the necessary changes For instance, Dr Edward Miller, the dean of the