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David J. Schwartz! Dare to Think Big! What Kind of Person You Think You Are, You Are Like That

6. What Kind of Person You Think You Are, You Are Like That

That is a very obvious fact.

Many human behaviors are difficult to explain.

Have you ever wondered to a salesperson

who always greets one customer warmly:

“Yes sir, how can I help you?”, but ignores another.

Or wonder why a man only loves one woman and not another?

Why would an employee immediately carry out the orders of one superior,

but reluctantly carry out the orders of another?

Or why do we pay attention only to what one person says,

and ignore what others say?

Look around you.

You’ll find some people are greeted warmly,

informally like “Hey, Mac” or “Hey, man”,

while others are treated politely:

“Yes, sir”.

Or observe and you will see that there are people who are always confident,

always receive loyalty and admiration while others are not.

Take a closer look and you’ll see

that the most respected people are also the most successful.

What is the explanation for all of the above?

The answer can be summed up in one word: thinking.

It is thinking that makes those differences.

How you judge yourself,

the people around you will judge you too.

We will receive treatment commensurate with what we think we deserve.

It is thinking that makes those differences.

A guy who always thinks of himself as inferior,

no matter how many degrees he has obtained,

he is still just an underdog.

Because thoughts drive actions.

If a person feels he is incompetent,

he will act like an incompetent person and there is no reason

that can be covered up

or excused for him forever.

When a person thinks that he is not important, he is not.

On the contrary,

a person who always thinks he is worthy of a certain task,

he is indeed worthy.

To be important, we must think that we are important,

really think so.

At that time, other people will think the same way.

Here is a good rule of thumb:

– Depending on how you think,

you will act like that.

– Depending on how you act,

others will treat you like that.

Earning the respect of others is a fundamental element of success.

In order for others to respect you,

you must first believe that you are worthy of respect.

The more you respect yourself,

the more people around you respect you.

Try this rule:

Do you respect those who indulge in alcohol?

Of course not.

Why? Because those people themselves have no respect for themselves.

They slowly die by themselves

because they burn their self-esteem from the people around them.



Your appearance also “talks”.

Make sure your appearance says positive things about you.

Never leave the house

if you are not satisfied with your appearance,

do not have the image you want to show.

One of the most authentic advertising slogans ever appeared was:

Dress properly.

You can not do that!

by the American Menswear Academy.

Worth to be hung in all offices,


classrooms in the US.

Dressing neatly doesn’t cost you anything.

Understand that dressing properly will benefit you.

Always act like an important person

because it helps you to think like an important person.

Use clothing as a tool to help you boost your morale and build confidence.

A psychology professor once told me

to always advise my students in the final hours of preparing for their final exams:

“dress up for this important exam.

Wear a new tie.

Iron the clothes in a straight line.

Polish the shoes.

Be smart, because that will make you quick.”

The professor understands human psychology.

Outward appearance affects inner spirit.

When you feel satisfied with how you look,

you will gain positivity in how you feel and think.

As far as I know,

every boy goes through the “hat-wearing period”*.

That means they will wear hats to see themselves as the character they admire,

want to be later.

I will never forget the memories of my son, Davey.

At the time,

he fell in love with the character of the Lone Ranger,

but there was no hat like the hat of the Lone Ranger.

I tried to convince him to find another hat to wear.

But he insisted, “Dad.

You wouldn’t be able to think like the Lone Ranger without the Lone Ranger hat!”

In the end I had to give in to him

and buy the hat he wanted.

The boy eagerly put on the hat,

convinced that he was the Lone Ranger from now on.

I will never forget the above story,

as it is a clear demonstration of how appearance affects thinking.

Anyone who has served in the military knows

that one can only think and feel like a soldier if he wears a uniform.

One woman will feel confident

when going to a party,

if she dresses elegantly and gorgeously.

A salesperson once confided:

“I don’t feel confident to contact big contracts,

if I don’t feel confident with my appearance”.

Your appearance will help others decide how to think about you.


we are often taught

that it is necessary to judge a person by their intellect,

not their appearance.

But in reality,

everything is completely different.

People around you will judge you first by your appearance.

That is the first impression people have of you.

And those first impressions often last a long time,

longer than it takes you to make them.

Once, at a supermarket,

I noticed a stall selling seedless grapes for 15 cents a pound.

Another stall nearby also sells the grapes,

but wrapped in a plastic bag with a price tag of 35 cents 2 pounds.

I was very surprised,

asked the guy standing at the weighing counter:

“What is the difference

between two grapes priced at 15 cents a pound

and a plastic bag with a price of 35 cents two pounds?”.

The employee replied:

“The difference lies in the plastic bag.

The type of grapes packed in bags sold much better,

almost twice as much as the other variety.

Because they look tastier and cleaner.”

Remember the example of grapes

when you are about to sign the contract.

Properly “packaged” will help you sell more products,

at a higher price.

The key point is that the more elegantly you dress,

the more people around you respect you.

The very next day, make it a habit to observe respectful,

polite, courteous people in restaurants,

on buses, in public places, in shops and offices.

People often judge a person by his appearance and treat him according to that image.

When I emphasize ‘respect the way you dress’ in training programs,

people often ask,

‘I understand very well how important looks are.

But how can

I afford to buy expensive clothes to make me feel confident,

to make other people respect me?”

That question confused many people,

and made me think for a long time.

But then I discovered the answer was simple:

Buy less and choose only what is good and worth the money.

Remember this answer, then or apply.

Hats, clothes, shoes, socks, coats everything you put on.

Quality is more important than quantity.

When you apply this principle,

you will quickly find that both your self-esteem

and the respect others have for you increase.

Remember, looks are important.

Let them tell others,

‘This is a man with dignity.

He’s important.

Please treat him politely.”

Do you think it’s your duty to appear

in front of everyone with the utmost seriousness,

but more importantly,

it’s also a duty that you perform to yourself.

What kind of person you are,

totally depends on your mindset.

If your looks make you think you’re incompetent,

you’re incompetent.

If it thinks you’re small,

you’re really small.

Always appear your best,

this will help you think and act at your best.



People often tell each other stories about the working attitude of the 3 workers.

The short story is as follows:

When asked about the job, the first worker said:

“I am laying bricks”.

The second worker said,

“I’m trying to make $9 and 30 cents an hour.”

And the third worker replied:

“I am building one of the most magnificent cathedrals in the world!”.

The story does not mention

what will happen to these 3 masons in the years that follow,

but what do you think will happen?

It is very likely that the first two will remain masons until the end of their lives.

They lack vision.

They lack respect for their own profession.

Nothing motivates them to achieve greater success.

But you can be sure that the third builder,

who imagined building a splendid cathedral,

will no longer be a mason.

He can become a director,

a contractor or even an architect.

He is always trying to move forward.

Why? Because it was our thinking that created it.

The third bricklayer chose a mindset

that proved his ability to develop his career.

A career mindset says a lot about a person,

about the potential to take on great responsibilities.

A friend of mine who runs a recruitment agency recently told me:

“When evaluating applicants for a certain position,

we always look for and value one thing,

that is he thinks about his current job.

We have always had a good impression of those

with those who say their work is very important,

although there are still points of dissatisfaction.

Why? Because one thing is very simple:

if the candidate feels that the current job is important,

we will be proud of our new job.

We also found there’s an interesting parallel

between professional pride

and the ability to get things done.”

Superiors, co-workers,

or subordinates,

they can all learn as much about you,

through the way you think about your job,

as from your appearance.

A few months ago,

I spent hours talking with a friend

who is currently the human resources director

of an equipment manufacturing company.

We discuss constructive employees.

He talks about the “employee tracking system”

and what he learned from it.

“We have about 800 employees outside

of the production department,” he said.

With the employee tracking system,

every 6 months,

I also have a secretary to interview one by one.

Our aim is very simple.

We want to find ways to help them work better.

It’s a useful method,

because whoever is working at the company is very important,

otherwise his identity is not on the payroll.

Instead of asking aimless,

pointless questions,

we encourage them to say whatever they want.

Our purpose is to collect their truest thoughts and feelings.

After each interview,

we write an assessment

of the employee’s attitude towards a particular aspect of the job.

“And this is what I have drawn,” he continued.

“Based on the way I think about work,

I divide employees into groups,

group A and group B.

People in group B are often preoccupied with current job safety,

retirement, sick leave policies, increased time off,

or what the company will do to reform the insurance program;

they often wonder if they will have to work overtime in the near future.

They also talk a lot about what they don’t like about their current job,

dissatisfaction with their co-workers,

and many other things.

People in this group make up

nearly 80% of people outside the production department.

They consider their work unsatisfactory but still have to accept it.

People in group A see work through a different lens.

They care about the future and want specific suggestions on

what can be done to advance their careers faster.

They don’t expect us to give them anything

but opportunity.

People in this group have a broader perspective.

They make many business development offers.

They feel the interview will help propel the company to greater heights.


people in group B see the “employee tracking system”

as just a tool to help them relieve anger and sadness.

I am currently figuring out how to evaluate work attitudes

and the influence of attitudes on career success.

Suggestions for promotions, raises

or special offers for employees are communicated to me by their direct managers.

Invariably, the proposals belong to group A.

The people of group B only raise problems.

My difficulty is trying to help people from group B to group A.

However, this is not easy

because there is nothing we can do to help them,

unless they themselves perceive their work as important

and have a really positive outlook.”

This is a concrete example,

proving how your reality depends on what you think of yourself,

depending on your own thinking “push”.

If you think you are incompetent and failed,

you will always be behind others.

Will forever be “the life of mistletoe” only.

Instead of that.

Think I’m important.

I have all the qualities required.

I work excellently.

My work is very important.

Think like that,

then you will quickly advance to success.

The key to getting

what you want lies in thinking positively about yourself.

The only factor that really matters,

in assessing competence, is your actions.

And actions come from your own thoughts.

You are exactly what you think you are.

Try to put yourself in the management position for a few minutes,

ask yourself who would you choose to recommend

or nominate for a higher position:

• A secretary who always reads the magazine

when the director leaves the office,

or will a letter that knows how to use that time

to do small things help the director do a better job,

when he comes back?

• An employee said:

“Oh, that’s okay, I can find another job.

If they don’t like the way I work, I’ll go”,

or someone who listens to all honest,

constructive criticism to do a better job?

• A salesperson says to a customer:

“Oh, I just do what they tell me to do.

They told me to come out

and ask if there was anything else you needed?”

or an exuberant employee said,

“Mr. Brown, I am very pleased to see you…”?

• A manager said to an employee:

“To tell you the truth, I don’t really enjoy my job.

The higher ups keep pestering me,

and most of them don’t know what they’re talking about,”

or one manager said,

“You have to be able to accept displeasure anywhere.

But I can assure you that the people in the other office are doing their best too.

They would always by our side”?

You will see clearly why many people stay where they are,

all their lives?

It was their thinking that made them always stay in place.

Here are the things that are very logical,

real and easy to understand.

Read it at least 5 times

before you continue reading this book:

A person who thinks our work is important will know

how to know how to be more productive

and a more productive job means:

promotion, salary,

prestige and happiness than.

We all know how quick children are to imitate their parents’ attitudes,



and preferences.

Regardless of whether it is food preferences,


political views, religion,

the child will become the most vivid reflection

of how parents or guardians think and act. star.

So are the adults!

In life, we constantly imitate each other.

If you imitate the thoughts and actions of the leaders

of your company or organization,

you will be influenced by these people.

You can verify this very easily.

Observe a friend of yours and his superior,

and then note the similarities in their thoughts and actions.

It can be imitation in word behavior,

slang, smoking, certain facial expressions,

clothing choices and car preferences.

If the leader is always nervous, weasel,

the closest colleagues of the household also have similar attitudes.

If the leader works hard and feels happy,

then their employees feel the same way.

The key point here is:

How to think about household work.

The working attitude of subordinates is a direct reflection

of the superior’s attitude towards work.

You should remember:

our strengths or weaknesses will be reflected in the behavior

and behavior of our associates,

just as a child reflects the attitudes and views of their parents.

Consider one characteristic of enthusiastic achievers.

Have you ever noticed how enthusiastic

an enthusiastic salesperson can make you-a customer feel excited about their product?

Or have you ever observed a priest

or speaker with a strong enthusiasm

that draws an equally enthusiastic and dedicated audience?

If you have enthusiasm, so will the people around you.

But how do you develop your enthusiasm?

It’s very simple, think enthusiastically.

Create a positive attitude,

an atmosphere of enthusiasm, say:

“Everything is great,

I am giving 100% of my energy”.

Your picture will be exactly what you think.

Think positively and enthusiastically about the work you want to do.

Everyone will see your enthusiasm,

and you will become one of the best.

On the contrary,

when you “cheat”

with the company about per diem,

allowance, working time and other things,

what do you expect from your associates?

When you often arrive late, leave early,

do you think your partner will be more punctual than you?

A great motivator for having a right mindset about work is

to get associates to think positively about their work as well.

The superiors judge us by the quality

and quantity of the product

and we get it from our subordinates.

Consider: who would you promote to regional sales manage,

a branch manager whose employees get everything done,

or someone whose employees consistently perform averagely?

Who would you name as the chief product office,

a manager whose department consistently hits its targets,

or a director of a division that consistently lags behind?

Here are 2 suggestions,

to help others do more for you:

• Always show a positive attitude towards work,

so your subordinates will “learn” the right way of thinking.

• Every time you do your daily routine,

ask yourself:

‘In all respects, do I deserve to be imitated?

Should my current habits be the ones I want to see in my employees?”



A few months ago,

a car salesman told me about a trick he used to achieve success.

He said: “One of my main tasks,

which takes up about 2 hours a day,

is to call customers to arrange meetings and introduce products.

Three years ago,

when I first started selling cars,

I was really embarrassed,



and I knew how insecure my voice on the phone was.

Many of the clients I called were quick to say,

‘I don’t care’,

and then hung up.

Back then,

every Monday morning,

our sales manager held a meeting.

It’s an energizing activity that makes me feel better.

Plus, I seem to have more client appointments every Monday

than I do on any other day of the week.

But the point here is the inspiration

I get every Monday,

it doesn’t last until Tuesday or the rest of the week.

Then I came up with an idea.

If the sales manager can motivate me like that,

why can’t I encourage myself?

Why don’t I give myself some words of encouragement

before I start making phone calls?

That day, I decided to apply this.

Without telling anyone,

I went to the parking lot,

to an empty car.

For a few minutes I said to myself,

“I am a salesman and will be the best salesman ever.

I’m selling good cars with money making tools.

The people that I call,

they need those cars,

I will sell them.”

Almost immediately,

this idea of ​​self-motivation worked.

I feel more confident than ever,

no longer afraid to make phone calls.

I want to perform!

Now I no longer go to the parking lot to encourage myself.

But I still use a trick:

before I call a certain number,

I remind myself that as an excellent salesperson,

I will surely get good results in the transaction.

And rightfully so”.

That’s a really good idea,

isn’t it? To be a leader,

you must think like you are a leader.

Encourage yourself to feel your strongest

and most important self.

You are what you think.

If you think you’re better,

you’re actually better!

Build an “advertisement for yourself” video.

Think of one of the most favored products in America:


Every day you see,

hear many good things about Coke.

But Coca-Cola is constantly advertising,

for a very understandable reason,

if they stop doing it,

you will gradually become indifferent

and eventually completely cool with Coke.

Then the revenue will definitely decrease.

But the Coca-Cola Company never let that happen.

They constantly let you hear,

see and convince about the beverage product.

Every day, you

and I see so many people living their lives to the fullest,

not “advertising” for themselves.

They lack confidence in the most important product:


They always live indifferently,

feeling small.

They feel like no one else,

and because they feel that way,

it’s true that they’re like no other.

They should have realized they were the best.

They have to really believe in themselves.

Tom Staley is a young man,

he is always quick to move forward.

Tom regularly advertises himself three times a day

and he calls it “60 commercials for Tom Staley”.

He always carries that “trailer” in his wallet.

Here’s exactly what he advertises about himself:

This is Tom Staley,

meet Tom Staley an important person,

really important.

Tom, you are a big thinker,

so always think big.

Think big about everything.

You have more than enough capacity to do a great job,

so do your best.

Tom, I have always believed in Happiness,

Growth and Success.

So let’s talk only about Happiness,

only about Development,

only about Success.

You have many, many motivations,

so turn those motivations into strength.

Nothing can stop you,

Tom, nothing!

Tom, you’re an enthusiastic person.

Let that enthusiasm do the work.

Tom Staley,

you were a great person yesterday

and you will be even better today.

So now, let’s move on to that goal,


Always step forward.

Tom believes that “trailer” will help him

become a more dynamic and successful person.

Tom says: “Before I advertised myself,

I always thought I was inferior to everyone around me.

Now, I realize I have the conditions to win.

I am winning and will win.”

Here’s how to create a “self-promotion video”.

First, choose your strengths and good points.

Say to yourself,

“What is my best quality?

Tell yourself so,

frankly and directly.


no one else but you is reading your ad.

Next, read the passage clearly,

at least once a day.

It will be even more effective

if you do it in front of a mirror.

Put your mind in it,

repeating it forcefully with great determination.

Make your blood flow faster.

Make you ready to do anything!

And, practice reading the passage silently

or aloud several times a day.

Read, before you start doing anything that requires courage.

Read, every time you feel down.

Always keep it with you, and remember to use it!

In the end, many people,

even the majority,

will probably scoff at this trick,

because they dare not think

that success will come from mind control.

But stay calm!

Don’t be so quick to accept the judgments of such mediocrity.

You are not ordinary.

If you have any doubts about the “self-promotion” principle,

call the most successful person you know and ask what they think.

And they start promoting themselves to you.




Elevating your thinking will help elevate your actions to success.

Keep that question in your mind,

“Is that what important people do?”.

Use this question to make you a more successful

and important person.

In summary, remember that:

• Be important,

it will help you think carefully,


Your appearance will impact you,

helping to lift your spirits and build confidence.

Your appearance will also affect people.

Trust your appearance:

“You are an important,


successful and independent person.”

• Think of your work as important.

Think about it, and you’ll find psychological guides

to getting the job done better.

Think your work is important,

your associates then think your work is important too.

• Give yourself words of encouragement

and encouragement several times a day.

Build a “Your Own Movie” segment.

Whenever the opportunity arises,

remind yourself that you are one of the best.

• In every situation in life,

ask yourself “Is this how important people do?”.

After measuring,

follow the correct answer.

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