1

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T
here are more than eight million millionaires in the United States today. Most of them are self-made.
They started with nothing an earned all their money within one generation. The 10 wealthiest multi-
billionaires in the US all started with nothing and earned their money in a single lifetime.
Fully 80% of self-made millionaires are entrepreneurs or salespeople. Starting and building your own
business is and always has been the high road to wealth in the United States.
The good news is that the United States is today the most entre-
preneurial country in the world. Fully 70% of Americans dream
about starting their own business someday. Fully 1/12th of Ameri-
cans working today are working in a business start-up.
Entrepreneurship is natural and normal for most people. You have
within you, right now, the talents and abilities that you need to start
and build a successful business, to take complete control over
your life, and achieve fnancial freedom. You just need to learn
how.
If you can drive a car, you can learn to be a successful entrepreneur. As Richard Branson, founder of Vir-
gin Records and Virgin Airlines said, Once you learn how to start and build a business, you can do it over
and over again. The principles are the same.
The good news is that all business skills are learnable. You can learn any business skill you need to
achieve any business or fnancial goal you can set for yourself.
Once you learn a skill, you can use it over and over again. Each time you use it, you get better and better,
and as you get better you achieve the same fnancial goal with less time, effort and energy.
www.BrianTracy.com
Fully 80% of
self-made
millionaires are
entrepreneurs or
salespeople.
By Brian Tracy
Way to Wealth
REPORT
2
Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy.
To succeed in your own business, you need a range of skills. The absence of one key skill can hold you
back, or even be fatal to your dreams of business success. Fully 80% of new businesses go broke within
the frst four years; 86% of current businesses are under-performing.
The Purpose of a Business
The purpose of a business is to create and keep a customer in a cost effective way. Profts are not the pur-
pose of a business. Profts are the result of skillful, successful, customer acquisition and customer service.
Business is quite simple. It consists of three basic activities. First, you must fnd or create a product or
service that people want, need and are willing to pay for. Second, you must market and sell the product
or service in suffcient quantities to cover all your costs and make a proft. Third, you must manage and
administer the people, money and business activities. Give yourself a grade on a scale of 1-10 in each of
these three areas. Wherever you are weak, that will be the source of all your problems.
Three Qualities of Successful Entrepreneurs
There are three qualities of successful entrepreneurs, based on studies of many thousands of them. First,
they have the courage to launch, to step out in faith, with no guarantees of success. They are willing to
face the prospect of temporary failure in the pursuit of opportunity, freedom, control and fnancial indepen-
dence. Second, they have the quality of optimism. They have a positive mental attitude toward them-
selves and their business opportunities. They have the self-confdence to keep moving forward.
Third, entrepreneurs are persistent. They never give up. As far as they are concerned, Failure is not an
option!
Three Keys to a Successful Business
If you are not now in business, how do you determine what business to go into? Jim Collins, in his book
Good to Great, analyzes more than 1000 companies to determine what makes a business great. He fnds
that the ideal business is one that has three qualities. First, it is something that you have a passion for. It
is a product or service that you really like and enjoy, and you want other people to experience it as well.
Second, a successful business is something in which you have the potential to be the best in your area.
You may not be the best when you start, or at the moment, but you have the potential to be the best if you
keep improving.
The third quality of a successful business is that you are offering a product or service that is highly proft-
able. If you do become the best in your feld, you will make a lot of money as a result.
3
Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy.
The way you fnd a product or service is frst, fnd something
that you really like believe in, care about and want other people
to use and enjoy. You must be excited about your product or
service if you want your customers to become excited about it.
Second, go to a potential customer for your product or service
idea and ask him or her if they would buy it, and how much they
would pay for it? This is called Fast, cheap, market research.
The only true test is a customer test. When you ask a customer for their opinion, they will always tell you
the truth. This can make or save you a fortune in the course of your business career.
The three questions you ask before you introduce a new product or service, or start a business, are
these. First, is there a market for your product or service? Is it something that is better, faster, or cheaper,
or all three, than anything else available? Never assume. Always test your assumptions before you invest.
Second, is the market large enough? Are there enough people to buy enough of what you sell to make
it a prosperous business? Third, is the market concentrated enough? Is it possible for you to reach your
market with conventional advertising or promotional methods?
The key question in marketing is always this: What exactly is to be sold, and to whom is it to be sold, and
how is it to be sold, and at what price, and how is it to be billed, produced, distributed and serviced?
You can ask and answer this question over and over again throughout your business career.
Three Ways to Increase Sales
There are only three ways to increase sales: frst, you can make more individual sales. Second, you can
make larger sales per customer. Third, you can make more frequent sales to the same customer. You
must be continually thinking of ways to do all three.
Always test your
assumptions
before you invest.
Start, Build, Manage or Turn Around Any Business
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my program, youll master that skill and your business will fourish in any market.
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ideas you can immediately put to use to achieve explosive results within your
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Customer Satisfaction
The primary job of the entrepreneur, which determines his success, is to innovate and market. Innovation
means fnding faster, better, cheaper, easier ways to serve customers. Marketing is to fnd better, faster,
cheaper and more effcient ways to sell your product or service to your customers. Innovation and market-
ing goes on throughout your business life.
There is one primary job, goal and measure of business success. It is Customer Satisfaction. The entire
purpose of your business, and your success, will be determined by how well you satisfy your customers in
comparison with other people who want to satisfy the same customers.
The key measure of customer satisfaction is repeat business. This means that your customers come
back and buy from you again and again.
The ultimate question for customer satisfaction is this Would you recommend us to others? Your cus-
tomers answer to this question will tell you everything you need to know about the effciency and effec-
tiveness of your business operations and your products or services.
Your goals in building your business are three. They are, 1) To get the customer to buy from you for the
frst time. This is the major focus of your sales and marketing efforts. 2) They are to get the customer to
buy again because he or she was so satisfed with the frst purchase. In reality, the second purchase is
the most important because it is proof that you delivered on the promises you made to get the frst sale.
The most important is number three, that your customers bring their friends and recommend their friends,
and refer their friends to buy from you as well.
The primary purpose of marketing and advertising is to make selling unnecessary. If you have
chosen your market accurately and you have advertised effectively, people will automatically say,
Thats for me!
The rule is that good advertising sells. If your advertisement is a good advertisement, it will trigger im-
mediate sales. If it does not trigger immediate sales, you must stop that advertising immediately and start
advertising in a different way or a different place.
5
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Four Strategic Marketing Principles
There are four keys to successful sales and marketing.
1
Specialization you must specialize in a particular
customer, or market area. It must be clear to you
and to everyone who deals with you that this is
your area of specialization.
2
Differentiation the title of the book Differentiate
or Die is quite true. To be successful in business,
you must have a competitive advantage, an area of
superiority that makes you different and better than
any of your competitors. Your competitive advan-
tage must be something that your customer wants,
needs, values and it willing to pay for.
This is often called your value offering. It is what makes you the only supplier
for the customers you have chosen to serve. Sometimes it is called your area of
excellence.
Finally, in differentiation, you need a Unique Selling Proposition. This is something that
you do or offer that no one else in the world can offer to your customers.
As Jack Welch of General Electric said, If you dont have competitive advantage, dont
compete. Your ability to develop a competitive advantage, a unique selling proposition, is
the key to your success in business.
3
Segmentation this is the process of identifying your ideal customers, the customers who
will most appreciate the product or service in which you specialize, and the way in which
your product or service is superior to anyone elses.

4
Concentration this requires that you concentrate all of your sales, marketing and business
efforts on contacting and selling exactly those customers who can most beneft and enjoy
from what it is you do better than anyone else.
Your competitive
advantage must
be something
that your
customer wants,
needs,values
and it willing
to pay for.
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Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy.
Seven Strategic Questions
There are seven strategic questions you need to ask in the process of specialization, differentiation, seg-
mentation and concentration. Here they are:

1
Who is my customer? Who is my ideal customer? Who is my perfect customer? You must
be absolutely clear about the age, income, education, tastes, history, background and de-
sires of your ideal customer before you begin a business, and especially before you begin
advertising.

2
Why does he or she buy? What need or desire does he or she have that causes him or her
to buy in the frst place?

3
What value, result or reward does he or she expect when he or she buys from me? What is
my value offering to my customer?

4
What do you do better than anyone else? What is your competitive advantage? What makes
you superior to any other choice the customer can make?

5
Who or what is your competition? Not only
your direct competition, but any other use of
the same amount of money, or any other way
to satisfy the same need. You must be crystal
clear about who you are competing against if
you are going to compete successfully.

6
Why does your customer buy from your com-
petitor? What value does he perceive that he
receives from your competitor that he does not
receive from you? How could you counteract
this?

7
What does your customer need to be con-
vinced of to buy from you, rather than from
anyone else?
Whatever you do in life
unexpected stuff is guaranteed to happen.
Will you be ready?
My program
Crunch Point Plus Bonuses,
will help you realize your full potential
and become everything you are capable
of becoming and dealing with your
crunch points effectively.
7
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Once you have answered the above questions, ask yourself, What are the 20% of your ac-
tivities that could account for 80% of your results? Remember, only a small number of your
decisions and actions account for most of your fnancial results. What are they?
Seven Key Result Areas of Selling
There are seven steps to selling more of your product or
service.

1
Prospecting this is the process of lead generation. Where are your prospects? Who are
they? How do you get to them?

2
Establishing rapport your ability to build trust, cred-
ibility and confdence in your prospective customer is
the key to making the sale.

3
Identifying needs accurately this is the process of
asking focused, targeted questions to make sure that
you fully understand what your customer wants and
needs and is willing to pay for.

4
Presenting this is where you show, teach and
explain the benefts of what you sell. You focus on
what your product does rather than what your
product is.

5
Answering objections this is where you answer the normal and natural concerns that
prospects have about price and capability.

6
Closing the sale you must learn how to ask for the order and tell the prospect exactly what
he or she has to do to complete the sale.

7
Getting resales and referrals this is the acid test of success. Do your customers buy from
you again, and recommend you to their friends and associates? This is the key to the future.
The Law of Three says that there are three activities that account for 90% of your sales results. They are
prospecting, presenting and closing. All sales activities are essential, but prospecting, presenting and
closing are the keys. All your business problems will arise from a weakness in one of these three areas.
All sales
activities are
essential, but
prospecting,
presenting
and closing
are the keys.
8
Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy.
The good news is that these are all learnable skills. You can become excellent in prospecting, presenting
and closing, and you must commit yourself to excellence in these areas if you want to build a successful,
proftable business.
The Marketing Mix
There are seven parts of the marketing mix that you must continually think about and revise in the face of
fast-changing market conditions.

1
Product/Service what exactly do you sell? What exactly does it do to improve the life or
work of your customers? Is this the right product for you, and for your market, at this time?

2
Price how much do you charge, and how do you charge it? Could there be a better way to
price and charge for your products?

3
Promotion these are your methods of marketing, advertising and selling. What revisions
do you need to make in your promotional activities to increase the sales of your products or
services?

4
Place where exactly do you sell and deliver your product? Could there be a better place?

5
Packaging this refers to the external appearance of your product or service, your busi-
ness, your way your people dress and groom, and every visual image that your customers
see or experience. 95% of the frst impression that you make on your customers will be
visual, and the visual appearance can often determine whether you make the sale or not.

6
Positioning how are you positioned in your customers mind? How do they think about you
when you are not there? What do they say about you when they think of you? What words
do you trigger in your customers mind when your name is brought up?

7
People who are the key people in your business who deal with customers? Who are your
key salespeople? Who are your key service people? The fact is that people do not buy prod-
ucts or services; they buy the people who sell those products or services. Sometimes, one
change in your key people can change your entire business.
One of the most important business skills you will ever learn is called Zero-Based Thinking. In zero-
based thinking, you continually ask this question, If I were not now doing what I am doing, knowing what I
now know, would I get into it again today?
9
Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy.
Is there any part of your business, your product, price, promotion, place, packaging, positioning or people
that, knowing what you now know, you would not start up again today, if you had to do it over?
It takes tremendous courage to admit that you have made a mistake, or that you are doing the wrong
thing based on the current market. But facts are facts. If you would not get into it again today, your only
question is, How do I get out of this, and how fast?
The only measure of any business activity is this: Is it working? Are you getting results? Are you generat-
ing sales, revenues and positive cash fow? If you are not, be prepared to change or even abandon the
product, service or activity.
In your business, there are only two types of activities revenue and expense. You should only invest
money in your business to increase revenues. To increase sales.
There are four ways to move faster down the road to wealth.
1
You can do more of certain things.

2
You can do less of other things.

3
You can start up something brand new, something that you have never done before.

4
You can stop certain activities altogether.
Always ask yourself, What should I do more of, less of, start or stop?
On the road to wealth, you have three key concerns. First, ap-
ply the 80/20 Rule to all of your activities, customers, prospects,
methods of sales and advertising, services, cash fow and people.
Remember, 20% of your activities will account for 80% of your
results. That is where you must focus and concentrate.
Second, proftability examine every activity of your business
to determine the most proftable things you sell or do. What is
number one? What is the second most proftable? What is the third most proftable? You must know, with
unerring accuracy, where your best profts are coming from so you can do more of those things.
20% of your
activities will
account for 80%
of your results.
10
Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy.
Third, effciency keep asking yourself, If I could only do one thing all day long, what one activity would it
be? What one activity would have the greatest impact on sales, revenues and cash fow? Whatever your
answer to that question, focus on that single-mindedly every single day.
The Road to Wealth
Your key to success on your road to wealth is very simple. It is to add value. All success in life, and
in every area, comes from adding value in some way. The more value you add, the more you will be able
to capture some of that value for yourself, in the form of commissions, profts and ultimately business
success.
You add value by fnding a product or service that people want and need, and then by offering that prod-
uct and service in a quality and quantity that people are willing to pay for. You sell it effectively, deliver it
effciently and service your customers in an excellent way.
The way to wealth is, and always has been, your ability to start and build a successful business. Fortu-
nately, if you can drive a car, you can learn how to be a successful entrepreneur. You can start a business
and put yourself on the road to wealth for the rest of your life. And I hope you do.
About the Author
B
rian Tracy is Chairman and CEO of Brian Tracy International, a company specializing in the training
and development of individuals and organizations.
Brians goal is to help you achieve your personal and business goals faster and easier than you ever
imagined.
Learn How To Out-Think, Out-Sell, And Out-Strategize Your
Competition... And Never Have To Worry About Money
EVER Again!
My comprehensive wealth building system will teach how to start your
own successful business, become a strong negotiator, create huge
profts, and fnally become fnancially independent.
Way To Wealth In Business Plus Bonuses
This program includes 2 books, 1 workbook, 2 CDs, and 1 DVD
that will teach you how to start your own business, make it a success,
create huge profts, and fnally become fnancially independent.
Click for more information >>
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Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy.
Brian Tracy has consulted for more than 1,000 companies and addressed more than 5,000,000 people
in 5,000 talks and seminars throughout the US, Canada and 56 other countries worldwide. As a Keynote
speaker and seminar leader, he addresses more than 250,000 people each year.
He has studied, researched, written and spoken for 30 years in the felds of economics, history, business,
philosophy and psychology. He is the top selling author of over 50 books that have been translated into
dozens of languages.
He has written and produced more than 500 audio and video learning programs, including the worldwide,
best-selling Psychology of Achievement, which has been translated into more than 20 languages.
He speaks to corporate and public audiences on the subjects of Personal and Professional Develop-
ment, including the executives and staff of many of Americas largest corporations. His exciting talks and
seminars on Leadership, Selling, Self-Esteem, Goals, Strategy, Creativity and Success Psychology bring
about immediate changes and long-term results.
He has traveled and worked in over 90 countries on six continents, and speaks four languages. Brian is
happily married and has four children. He is active in community and national affairs, and is the President
of three companies headquartered in Solana Beach, California.
Brian is the president of Brian Tracy International, a company that helps individuals and businesses of all
sizes achieve personal and professional goals.
To learn more about Brian Tracy, please visit www.briantracy.com/AboutBrian.
If you have any questions about Brian Tracy learning programs and services, please email
Support@BrianTracy.com or call 1-858-436-7300.
Brian Tracy International
462 Stevens Ave. Suite 305
Solana Beach, CA 92075