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Get Paid More and Promoted Faster

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Bestselling author Brian Tracy reveals how, no matter what your current job, you can apply the secrets and strategies used by the highest paid people in our society to make yourself more valuable, maximize your strengths, and become virtually indispensable to your company.

Get Paid More and Promoted Faster is not a book on office politics. It doesn’t offer short cuts and work-arounds. It will help you develop the discipline and determination you need to get more done, earn the respect of co-workers and bosses, and move upward to greater and greater levels of success. It teaches the methods and behaviors that every manager wishes every employee to know. This book can serve not only as a guide to individual advancement but as the content of a career development plan for everyone in an organization.

The easy-to-apply ideas and techniques in Get Paid More and Promoted Faster will help you move rapidly up the career ladder and achieve more than you ever thought possible. Not only will you make more money, but you will also experience greater personal satisfaction and fulfillment, and make your life and career into something truly extraordinary.

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21 Chapters

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1. Decide Exactly what You Want



The world has a habit of making room for the man whose words and actions show that he knows where he is going.


This is the “giant step” in personal success and achievement. Decide what you really want from your career. Take the time to analyze your personal talents and abilities. Look deep into yourself to determine what you really enjoy doing. Identify the tasks and activities that most interest you and hold your attention. Think back over your past jobs. What have been your most satisfying experiences and your most enjoyable moments?

You are nature’s greatest miracle. You are the end result of millions of years of evolution. There never has been, nor ever will be, anyone exactly like you. In your genetic code, you have been programmed with remarkable potential abilities that you can develop to perform certain tasks extraordinarily well.


You have been engineered for success from birth. You have within you deep reservoirs of talent and potential skill that you have not yet tapped into. You have the capacity to be, do, and have virtually anything that you put your mind to. But you must first accept the responsibility of deciding exactly what you really want and then dedicate yourself wholeheartedly to becoming everything you are capable of becoming.


2. Select the Right Company



The choice is yours. You hold the tiller. You can steer the course you choose in the direction of where you want to be—today, tomorrow, or in a distant time to come.


In these times of continuous and accelerating change, some industries are growing and expanding and absorbing many thousands of people. These industries are offering incredible opportunities for men and women who want to get ahead faster than the average person.

In the meantime, many other industries have leveled off or are actually declining in economic importance and employment. These industries continue to hire people to replace the workers who quit or retire, but as a result of automation, new technology, changing consumer preferences, and competition, these industries are not likely to grow much in the years ahead. Your first job in the pursuit of great career success is to separate the high-growth industries from the low-growth industries.


You can make more progress toward getting paid more and promoted faster in a high-growth industry in a couple of years than you might in five or ten years in a slow-growth industry. Many people change their entire lives by simply walking across the street and taking a different job in a different company in a faster growing sector of the economy.


3. Choose the Right Boss



The greatest power that a person possesses is the power to choose


Your choice of the right boss can help your career and assure that you get paid more and promoted faster more than almost anything else you can do.

Taking a job is similar to entering into a business marriage, with your boss as your “business spouse.” He or she is going to have an enormous impact on how much you get paid, how much you enjoy your work, how rapidly you get promoted, and every other part of your work life.

When you are looking for a job, you should ask your potential boss a lot of questions. Make sure that this is the kind of person that you would enjoy working with and for. Be sure that this is someone whom you could like, respect, and look up to. You should be convinced that this is someone who is friendly and supportive and a person you can rely on to help you move ahead as rapidly as possible in your career.


The very best bosses seem to have certain common qualities, no matter what the business or industry. First of all, good bosses have high integrity. When they make a promise, they keep it. When they say they will do something, they do it exactly as they said they would. If they promise you a salary review or an increase, they follow through, right on schedule.


4. Develop a Positive Attitude



Every man is where he is by the law of his being; the thoughts he has built into his character have brought him there.


Fully 85 percent of your success in work, according to psychologist Sydney Jourard, is determined by your attitude and your personality. Your progress, how much you are paid and how fast you are promoted, is largely determined by how much people like you and want to help you.

People who are cheerful and optimistic are always more liked and respected than those who are complaining and critical. One of the most important determinants of your success in your career is how well you get along with others and how well you perform as a part of a team. Your pay and promotion will be greatly influenced by how well you cooperate with others at every stage of your career.


The very best team players seem to be those who are pleasant, positive, and supportive of their coworkers. They have high levels of empathy and consideration. They are the kind of people that others want to be around, work with, and help to get ahead.


5. Create a Successful Image



Most people are highly visual; they therefore judge you by the way you look on the outside, the same way you judge them.


Look the part! If you want to be a big success, to be accepted and respected by others, you must look like the kind of person others can admire and relate to.

It is absolutely amazing how many people hold themselves back, year after year, because of their ignorance or inattention to their external appearance. No one has ever taken them aside and told them how important their dress and grooming are to getting paid more and promoted faster.


Numerous articles and books have been written on the subject of professional image in business. I have personally studied the subject for years and taught image and dress to thousands of men and women. I have seen countless situations where a small change in someone’s personal appearance has made all the difference in getting hired or promoted. How you look on the outside has a major effect on how far you go and how fast you get there.


6. Start Earlier, Work Harder, and Stay Later



The end of life is life. Life is action, the use of one’s powers, and to use them to their height is our joy and duty.


Develop a commitment to hard work. Nothing will bring you to the attention of the important people in your work life faster than for you to get a reputation as a person who works hard and gets a lot done.

A hard worker is not an antisocial personality or a driven, compulsive personality who burns out from stress and overwork. Rather, a hard worker is a person who does not waste time. He or she makes every minute count at work. He or she sets clear priorities, works steadily throughout the day, and is determined to make a valuable contribution to the company.


Everybody knows who the hardest workers are in every organization. They are always the ones who are the most respected in a company. They are almost always paid more and promoted faster—and for very good reasons. They get more work done in a shorter period of time. They make a greater contribution per each dollar that they receive in pay. As a result, they are more valuable to the company. They are a better investment. They set a better example and they are the kind of people that bosses are proud of and want to hold onto more than anyone else.


7. Push to the Front



Man was created as a being who should constantly keep improving, a being who on reaching one goal sets a higher one.


The fact is that all of life is a contest of some kind. You are in competition with everyone else who wants to be paid more and promoted faster, whether you like it or not. A race is on and you are in it. Your job is to move yourself into the lead and then figure out how to move ahead faster than the other people around you.

Fortunately, there are proven and tested ways to get ahead and stay ahead. One of the most important of these strategies is for you to continually ask for more responsibility. Volunteer for every assignment. Go to your boss at least once every week and ask him or her if there is something more that you can do.


At staff meetings, people are always making suggestions about things that should or could be done to solve problems or achieve company goals faster. Whenever you see your boss buying in to one of these ideas, you should volunteer for the additional task. Raise your hand. Grab the new job as a football player would grab a fumble and run for yardage. Then, do the job quickly.


8. Ask for what You Want



The people who get on in this world are the people who get up and look for the circumstances they want, and, if they can’t find them, make them.


Asking for what you want is one of the success principles. It is one of the most important actions you can take to get paid more than you are getting today. The future belongs to the askers. The future does not belong to those people who sit back, wishing and hoping that things will improve. The future belongs to those people who step up and ask for what they want. And if they don’t get it right away, they ask, again and again, until they do get it.

Ask your boss what you have to do to qualify for an increase in pay. There is no point in your working very hard if you do not know exactly what you have to do to get ahead. Clarity is essential. Go to your boss and ask, and ask again if you are still not clear.


If you want more money, you must ask for it. It is not going to fall on you out of the sky. The best way to ask is by building a case, as a lawyer would build a case, for the amount that you want to receive. Put your case in writing, like a business proposal. Instead of saying that you need more money, as most people do, your strategy should be different. You should put together a list of the jobs that you are doing and the additional experience and skills you have developed since your last increase. You should explain the financial impact of your work on the overall operations of the company and the contribution that you are making as a top employee.


9. Guard Your Integrity as a Sacred Thing



Every germ of goodness will at last struggle into bloom and fruitage; true success follows every right step.


All successful business is based on trust. All relationships with customers, suppliers, employees, and financial institutions are based on knowing that people can trust you to do what you say you will. Theodore Leavitt, dean of the Harvard Business School, says, “The most valuable asset a company has is its reputation, the way it is known to its customers.”

In the same way, your character and reputation are perhaps your most valuable assets in your career. Your reputation for integrity and honest dealing is the critical factor that others use to judge you when they evaluate you for higher pay or for a position of greater responsibility.


The first key element of character is truthfulness with others. No matter what, always tell the truth in every situation. When you give your word, keep it. When you make a promise, fulfill it. When you say you’ll do something, no matter what the inconvenience or difficulty, be sure to do it.


10. Think about the Future



Visualize this thing that you want. See it, feel it, and believe in it. Make your mental blueprint and then begin to build.


Perhaps the greatest insight into human behavior and individual destiny is that “You become what you think about most of the time.”

Your predominant thoughts largely determine what you say, how you decide and act, the results you get, and the entire course of your life. You always tend to move in the direction of your dominant dreams and aspirations. The more you think, talk, and imagine something, the more of an impact it has on your feelings and actions, and the more rapidly you attract it into your life.

Successful people, in every walk of life, think and talk about what they want most of the time. They think and talk about the future and how they can make it a reality. They are continually thinking and talking about where they are going and how to get there the very fastest way possible. As a result, they continually see possibilities and have insights that enable them to move more rapidly toward their goals.


11. Focus on Your Goals



People with goals succeed because they know where they're going.


Perhaps the most important single word in achieving great success in your work and personal life is the word “clarity.” Clarity requires that you become absolutely clear about who you are, what you believe, what you are (or could be) really good at, and the goals you want to accomplish.

People who have clear, written goals and who know exactly what they want to accomplish in each area of their lives achieve vastly more than people who are unsure or unclear about what they want. In business, says Michael Eisner, CEO of the Walt Disney Company, “the person with the strongest point of view usually wins the day.”


Perhaps nothing can help you to be paid more and promoted faster than for you to become an intensely goal-oriented person. Your ability to set and achieve goals is often called the “master skill” of success. Fortunately, all business skills are learnable, and this is one that you can learn quite quickly and then improve through practice, day after day.


12. Concentrate on Results



The first requisite of success is the ability to apply your physical and mental energies to one problem or goal incessantly without growing weary.


Your ability to get results is the most important single determinant of how much you are paid and how rapidly you are promoted. Results are everything in the world of work. In study after study, researchers have found that within two years of leaving college or school, your education has little or no impact on your career. From that point on, all that really matters is your ability to perform and get results for your company.

Many people start off with limited education and skills, but as the result of focusing on results single-mindedly, they accomplish vastly more than people who begin with better educations and greater natural advantages. This must be your strategy as well.

To become more result oriented, ask yourself these three questions, all day long:

1. What are my highest value activities?

What are the things that you do that contribute the very most value to your work and to your company? This is where you should focus most of your time and energy. If you are not sure of the answer to this question, ask your boss.


13. Be a Problem Solver



The power which resides in man is new in nature and none but he knows what that is which he can do, nor does he know until he has tried.


Problems are a normal, natural, and unavoidable fact of life. Your work will be a continuous succession of problems, like the waves coming in from the ocean, one after another. You will have problem after problem all day long and into the evening. They never end. They only vary in size and importance.

The only part of this situation that you can control is your attitude, the way in which you approach each problem as it arises. Unfortunately, most people allow themselves to be overwhelmed by problems. They think and talk continually about who is to blame, why the problem occurred, and the possible damage or cost. But this is not helpful. Instead, your job is to be solution oriented and concentrate all your energies on what can be done to solve the problem, whatever it is.


Solution-oriented people are the most valuable people in any organization. They are positive and constructive. They concentrate on what can be done now rather than on what has already occurred and cannot be changed.


14. Unlock Your Inborn Creativity



The man who comes up with a means for doing or producing almost anything better, faster, or more economically has his future and his fortune at his fingertips.


Your ability to generate new ideas and innovations can be more important than any other ability you develop. Many people have changed their entire lives with a single insight that led to a major market breakthrough or to tremendous cost savings. You should always be using your creativity to find faster, cheaper, easier ways to do your job and achieve better results.

The fact is that, based on everything known about learning abilities and multiple intelligences, you are a potential genius! You have more natural intelligence and creativity than you will ever need to achieve all your goals. But your creativity is like a muscle. If you don't use it, you lose it. If you do use your mental abilities, however, they grow stronger. The more you use your mind to generate ideas, the more creative you become and the more and better ideas you come up with to use in every part of your work.


15. Put People First in Everything



There is no higher religion than human service. To work for the common good is the greatest creed.


In business and personal life, people are everything. Your level of success, your rate of promotion, and the size of your income will be largely determined by the number of people you know and who know and like you. The more that people like and respect you, the more doors they will open for you and the more obstacles they will remove from your path.

The key to becoming a people-oriented person is for you to practice the Golden Rule in everything you do: Treat other people the way you would like them to treat you. Offer to help other people in their work whenever you see an opportunity. Practice being courteous, kind, and considerate when you deal with fellow employees, especially people who work in lesser-paid positions than your own.


The Law of Reciprocity is the major force in human affairs. This law says that we always strive to pay people back for anything they do for us (or to us). This extension of the Law of Sowing and Reaping from the Bible or of Newton's third law of physics says that for every action, there is an equal and opposite reaction. This principle governs most human affairs.


16. Invest in Yourself Continually



Let me look upward into the branches of the towering oak and know that it grew great and strong because it grew slowly and well.


Dedicate yourself to lifelong learning. Set yourself apart from the crowd by being the one person in the company who is learning and growing at a faster rate than anyone else. This single decision can give you a personal competitive advantage throughout your career.

The fact is that most of your knowledge and skill today has a half-life of about two and a half years. This means that within five years, most of what you know about your business today will be obsolete or irrelevant. To survive and thrive in the fast-changing world of tomorrow, you will have to continually upgrade your knowledge and skills at a faster and faster rate. You will have to study and learn aggressively just to stay even, much less to get ahead. As Pat Riley, the basketball coach, said, “If you're not getting better, you're getting worse.”


The highest paid 10 percent of Americans read two to three hours each day in their fields just to keep current. They are continually taking in new information from every possible source. Their minds are like sponges, absorbing newspapers, magazines, books, and key radio and television programs. Reid Buckley wrote in his book Public Speaking, “If you are not continually learning and upgrading your knowledge and skills, somewhere someone else is. And when you meet that person, you will lose.”


17. Commit to Excellence



Your success in life will be determined more by the depth of your commitment to excellence than by any other factor, no matter what your chosen field.


Resolve to be the very best at what you do. Resolve today to join the top 10 percent of people in your field. Look around you at the best people and remember that they all started at the bottom. If they could do it, so can you. No one is smarter than you and no one is better than you. If someone is ahead of you today, it is because he or she is doing something differently from you. And whatever anyone else has accomplished, within reason, you can accomplish as well, if you just learn how.

The starting point of becoming one of the best people in your field is for you to identify your key result areas at work. These are the skill areas where you absolutely, positively have to do an excellent job in order to get the results by which your success at work is judged by your boss.


A job seldom has more than five to seven key result areas. Your ability to perform at an excellent level in each of these areas is the key determinant of how well you perform overall. These results or outputs determine how much you are paid and how fast you are promoted.


18. Concentrate on the Customer



No man has ever risen to the real stature of spiritual manhood until he has found that it is finer to serve somebody else than it is to serve himself.


We have entered the “age of the customer.” We know today that the real purpose of a business is to create and keep customers. To achieve any level of business success, customers must become the central focus of every activity. Profits in a business are the result of creating and keeping customers in a sufficient number and at a reasonable cost.

Customers pay all salaries and wages. Customers determine the success or failure of companies and of everyone in the company. Sam Walton, the founder of Wal-Mart, once said, “We all have one boss, the customer, and he can fire us at any time by simply deciding to shop somewhere else.”


Who are your customers, both internal and external? Who are your key customers, the people whose decisions most determine success or failure for you and for your company?

The definition of a customer is “someone who depends on you for the satisfaction of his or her needs or someone upon whom you depend for the satisfaction of your needs.”


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