The advice in Trump’s books is usually sparse but its almost always good stuff.
This book is different, it is actually a pretty damn good overview of most success principles.
(I wish Trump was still following several of the things in this book!)
Now that this book is knocked out, it’s time to read The Art of The Deal and see what the hype is all about!
Education, research, and knowledge are needed for success.
Get objective advice from individuals who care about you before doing anything you are really excited about.
Stick up for your idea, if you quickly compromise you show you don’t really care about it.
Create your own unique standard and set the bar high.
Don’t just fall back on the same old same old- make it interesting and special (80 ft Waterfall in lobby of Trump Tower)
You set the standards as the leader. Work hard, have great energy and enthusiasm. It’s contagious!
Ask yourself “What is the standard for which I want to be known?”
Find the people who are the best in your field- take note of what standard they follow and why they are the best.
Determine what you have to learn or do to become the best in your area of interest.
Look for good ideas outside your own area of expertise.
Make everything you can bigger, better, and more exciting.
Often, going bigger isn’t that much more of a cost but has many more rewards. Its okay to start small to build momentum.
If the timing isn’t right, it’s too expensive, etc. then implement what you can and file the other ideas away for later.
Problems always pop up- expect them, prepare for them, and be persistent.
Examine every project in detail before you commit to it and plan every step you will have to take.
Plan and prepare for any problems that may arise, even unlikely ones. Build a financial cushion for when problems and delays occur.
Obtain knowledge. Learn everything you can about each project you undertake.
You cannot make effective deals without superior knowledge. Knowledge reduces risk.
Get the best and most knowledgeable people in an area to help or advise you.
File away the best knowledge you find or read.
Contact the most successful people and try to meet them or ask for advice.
Always be learning.
Never fire someone wile you are angry or when other workers are present. Seek legal council- you don’t want to get sued.
The sooner you talk to a slacking employee the more likely you can get them back on track.
Consider additional training, equipment, or switching tasks.
Be absolutely clear with the slacking employee about what you expect from them.
Make sure they know if they do not meet these expectations they WILL be fired.
Don’t stay at a company that doesn’t care about its people.
The proof is in the doing.
Experience, not education, is the key to success (Skills over knowledge!).
Of course, knowledge is still crucial, but it is not enough.
knowledge requires patience, action requires courage. Put patience and courage together and you’ll be a winner.
In your planning, know how much risk you can take and don’t go beyond this.
Do things to mitigate risk if necessary: bring on partners, etc.
Look for opportunities that have kept others away- see if the risks have changed, you can lower them, or if the others were just wrong.
Trust your gut. Its often right when the “experts” are wrong. Don’t be closed to new info though.
Merge instinct with logic, knowledge, and confidence for greatest effect.
Stick to your values and most cherished beliefs when making decisions.
On occasion, intentionally go against your habits and instincts just to shake things up.
Learn to distinguish instinct from doubt and fear-
make some quiet time for yourself every day and tune into whats really going on in your head.
Personalize your pitch.
Know who you are talking to and find out what they want. Find common ground.
Determine what you have in common with anyone you deal with and lead with it.
Before dealing with others, learn about their background, interests, ambitions and look for anything you may have in common.
Figure out how to raise commonalities. Usually, be direct- “I heard that you play golf”. If they don’t respond well, drop it.
When public speaking: know your audience and what interests them, why they would be attending, what they want to learn.
Surround yourself with beauty. Make anything you sell look as beautiful as possible.
Negotiate to win.
Learn everything you can about your opponents, the way they do business, and what you want.
Bypass agents and handlers and talk to the owners/ your adversaries personally.
You want them to think the decision was theirs, not yours.
Make your adversaries feel like your partners, not your victims.
Present your ideas in a way that will not intimidate them or make them feel they are being forced to surrender.
All parties should feel satisfied with the outcome. Frame what you want as benefiting the other side.
Define your objectives- know the minimum you must receive and maximum you will pay to make the deal. Do not go outside this- walk away!
Get proof, documentation, and figures from the other side and provide the same yourself! (Third party sources are best).
Don’t demand everything and risk making any enemy who could come back to haunt you.
A good tactic is to lay back and act like you’re not sure if you want the deal.
This throws off the opponent and gives you time to think about what you want and how to get it.
You CANNOT seem overly eager in a negotiation
Trump can think quickly and be “spontaneous” because of massive amounts of preparation and practice.
Invest in your future by mastering the art of communication.
For effective extemporaneous speaking you must master your subject and know it cold.
Test your ability by asking yourself random questions and seeing how well you can answer them.
If possible, get media and speaking training and take acting classes. Practice, practice, practice!
“A leader has the right to be beaten, but never the right to be surprised” – Napoleon
Work with people you like. Be very careful when picking employees.
Set the example. Assign the roles for everyone on the team.
Realize that new employees are always somewhat of a gamble.
Working with friends and family can become a nightmare.
Generally, make friends where you work but confine those relationships to the workplace.
Be cautiously positive and very persistent. Believe in yourself and your ability to succeed. Exude confidence.
Project yourself into your competitor’s picture and upset their status quo.
(^ I think what he means is to make so much noise and do so much your competition wastes time just following your moves. It worked in the election!)
Break out of your comfort zone using the momentum positive thinking creates. Replace negative thoughts with positive ones.
To be a good salesperson you must be positive, know everything about your product, and be absolutely convincing in your belief in the product. More on selling HERE.
Comfort is a trickster that leaves you with a false sense of security. At work, comfort will hold you back.
When you feel comfortable, ask “Have I stopped moving forward or have I gotten stuck?”
“Good enough” is a load of horse-shit.
Ignore the expectations of others, you know what you want and that it can be done.
Caution: A fine line exists between bravery and stupidity. Test the waters and know what you are getting into.
How to deal with stress: 1. Spend energy on the solution, not agonizing over the problem
2. If you are in a difficult situation, Focus on positive things you will do in the future.
Both these points also apply to managing your team’s stress as a leader.
Making money should not be your primary purpose. Getting enjoyment from your work (aka winning) is more important.
Helping others, overcoming challenges (also winning), and having great relationships are very important.
(Wanna know what winning does to your brain? Read THIS)
Think about building you long-term brand, reputation, and company. Think of money as one of the many rewards for your success.
Work on things that will make you proud, not things that just make money. Look at everything in terms of the big picture.
Charge what you’re worth.
If Trump doesn’t feel excited by an opportunity he usually lets it pass.
Periodically ask yourself what you should learn more about. Become a perpetual student.
Caution: Nothing turns ppl off more than someone who constantly needs to demonstrate how much they know.
Surround yourself with the top people who can fill you in on the whole picture outside your focus and give you great advice.
Evolution and change is constant in business and life. Anticipate change and profit from it.
Strengthen weaknesses, fill in gaps, and explore new territory. Don’t let you core strengths erode, though.
Don’t get complacent.
-Leadership is not a group effort. If you’re in charge, then be in charge.
-Trust your instincts
-Maintain your momentum and keep EVERYONE moving forward
-Believe in yourself. If you don’t, no one else will
-Be tenacious, tough, and never give up
-See yourself as victorious and leading a winning team
-Live on the cutting edge and don’t let yourself get complacent
-Think Big and Win Big
Timing is everything
Waiting is hard but you will have to wait until the time is right for many things.
If all the components are not in place, or the terms are not right, do not go through with something.
If you can control the tempo you can usually control the game.
Others must respond to you when you set the speed, which increases your chances of winning.
Speed kills the competition.
Keep presentations under 3 minutes.
While doing anything, always get to the point ASAP and don’t waste time.
(MM-Even with persuasion, short and simple is better)
As soon as you see their attention wander, wrap it up. And don’t take that long next time.
Make sure you never sacrifice essential clarity for brevity.
Challenge yourself. Greatly reward those who help you succeed, and find meaningful ways to show appreciation.
Keep the tempo high- as the leader everyone follows your example. Get down to business ASAP in all meetings.
Get in the zone
When others can’t meet your tempo, clear the bottlenecks!
Trump spends most of his day talking on the phone. Over 400 calls many days. Setting up deals, doing business, etc.
(No wonder he is a master of communication!)
Examine your habits, and get rid of what is holding you back. Results are what matter; the rest is style.
Eliminate all distractions and pay full attention to your work.
Concentrate on the problems you can solve, and find people who can resolve the others.
Trump works 12 hour workdays. He also sets aside a quiet time every morning and afternoon to think and refocus on major goals.
ENERGY is the key to accomplishment.
(This point was also brought up in Scott Adam’s book and An Iron Will!
Generally, the quicker you can deal with trouble the better.
Make notes when you successfully solve a problem so you can try those techniques next time.