Imagine looking at your bank account tomorrow and finding an unexpected $10,000 in it. What’s the first thing on your mind?

Do you picture stacks and stacks of paper bills? Or do you visualize a trip to a place you’ve never been? A new computer and some clothes for the kids? Special medical treatment for your mother?

You’re probably thinking about what you’ll buy with the money, not the paper bills themselves.

That’s why you shouldn’t chase money. It’s difficult to get money. Don’t keep saying, “I want to have a million dollars.” Instead, chase needs. Who do you want to help when you have more money? That person is your why, your mission.

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What do you do when a cheerful voice on the phone says, “Good afternoon, [your full name here], how are you doing?”

Are you excited about talking to that person? Or do you just want to hang up and wash that voice out of your head?

If you’re closing sales on the telephone right now, you want to be the person that people want to talk to. You don’t want them to hang up.

So what’s the secret to closing more sales?

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If you saw your favourite meal on table, and you were starving, and your family wasn’t around, would you eat it?

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Remember when you found out someone paid thousands of dollars for the ugly painting hanging on the wall?

You’re wondering why someone would pay that kind of money for horrible artwork. The answer is they saw the value.

People afford what they want to afford. You might not think their purchase makes sense, but it makes sense to them.

As a business owner or a salesperson, you’ll find the number one reason people don’t buy from you is not money. They say it’s money. But it’s not money. Sure, they’ll tell you that they can’t afford it, but in reality money is not the issue.

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You’ve just tried out a new kind of delicious tea made from these exotic tea leaves.

What’s your reaction?

Love this tea but it’s so ridiculously expensive I can’t afford it.

How can I make money from this product so I can afford it?

If your reaction is to come up with some entrepreneurial solution, then you’re already showing the first sign that you could be successful one day.

Mark Cuban and Warren Buffett had the first sign at a young age. Mark Cuban sold trash bags door the door when he was twelve. Warren Buffett started selling packets of gum to his neighbors when he was six. In my case, at age nine, I was already looking for ways to make money.

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