303Acceptance, of challenges/obstacles,
275–276
Action plan, 198–199
developing, 80–81, 289–290
Actions, authentic, 60–62
Advertising, 212–214
bathroom ads, 186
classified and display ads, 190
Google ad words, 188
magazine, 213
pay-per-click, 217–218
radio, 190, 213
Affinity groups, 214
Alessandra, Tony:
about, 199–200
on sources of prospects, 193–199
Ambition, as more valuable than
capital, 17, 19
Anima, Shannon:
about, 125–126
on finding values and moral
direction, 119–125
Arnold, Greg:
about, 180
on leadership, 174–180
Association, law of, 269
Attitude, see alsoBehavior; Mental
toughness
activity and, 267
importance of positive, 9–16,
76
perspective and, 272
persuasion and, 97
Attraction, law of, 62, 268Attributes, acquiring new, 83
Aucoin, Frank, 161
Authentic actions, 60–62
Autoresponders, 219–220
Averages, law of, 270, 271
Avery, Linda:
about, 135
on values-based selling, 127–135Bathroom ads, 186
Behavior, success from positive,
49–53. See alsoAttitude
Belief, see alsoFaith
building system of, 113–114
in company products, 71–73
formation of, 69–71
in industry, 73
intention and, 56–58
recognition programs and, 75
in self, 74, 277–281
vision and, 70, 76
Benefits, of product/service,
203–205
Bettger, Frank, 103
Biro, Brian:
about, 8
on WOO (window of opportunity),
1–7
Booths, at trade shows, 232–239
Brilliant Compensation(video),
57
Brooke, Richard, 55
Bulletin boards, business cards and,
184Index
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