L. Michael Hall - Wealth Genius Manual (OCR & Non-OCR)

Using Neuro-semantics For Creating Wealth and Financial Independence

$59.50

WEALTH GENIUS

Wealth is an Inside-Out Game. To win at the outer game of wealth creation we learn to first play the inner game of mastering our wealth creation Matrix and mind-to-muscling that game into every facet of our lives. Do that and you'll become a

L. Michael Hall, Ph.D

About the Audio and Video Recordings of this Training With every presentation of the Wealth Creation training, I update, add, and refine the NeuroSemantic Model on creating wealth and financial independence. The consequence of this is that I am continually improving and changing the training manual as well which means that the audio and video recordings of this training will not reflect the page numbers as used in the updated manuals. If you find that frustrating, then reframe yourself with the realization that you have in your hands the most updated version of the manual, one that goes beyond the audio or video recording! For a full range of recordings of this training as well as other cutting-edge Neuro-Semantic training, contact Tom Welch and Also see his website:

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WEALTH GENIUS MASTERING YOUR WEALTH MATRIX

SCHEDULE

DAY 1 Overview of Wealth Creation What is it about? Why create wealth? The Neuro-semantics of Wealth. The Matrix of Wealth

The Meaning Matrix What is wealth? What are we going after? The heart of wealth.

The Power Matrix Grounding wealth in talent. S.W.O.T. analysis and meta-SWOT analysis

The Intention Matrix Why create wealth? Wealth Planning. Developing your personalized Wealth Creation Plan. The Wealth of Intentionality. The State Matrix State Wealth. Accessing your Top 3 Wealth Creation States.

Closing: Wealth Induction

DAY 2

DAY 3

Open Frames

Open Frames

The Self Matrix How rich are you in yourself? Developing a Wealth Creator Identity. Inside-Out Wealth pattern.

The Time Matrix The stages of wealth building, Wealthy sense of time.

The State Matrix Dancing with Dragons. Clearing the path of the wrong states.

The Power Matrix The wealth of self-discipline, The wealth of courage. Gestalting as a process for creating rich meta-states.

The Meaning Matrix Wealthy beliefs. Building up empowering beliefs for wealth creation Meta-Yesing new beliefs.

Closing: Wealth Induction

The Power Matrix Seeing and Seizing Opportunities for wealth.

The Others Matrix Wealthy relationships. Working with and through others to create wealth. Accountability and support.

The State Matrix Playfully rich, richly playful. Adding vitality

The Time Matrix Time for a change pattern.

Closing: Live Long and Prosper

MASTERING YOUR WEALTH MATRIX Discovering the Matrix of a Wealth Genius Within your Matrix of frames about wealth are all your maps that govern your inner game for creating wealth—what you think and feel about money, work, abundance, contribute, the rules of the game, how you play it, what counts as a point, who to play with and much more. This leads to all of the games that you play around work, career, education, learning, contribution, creativity, finances, saving, investing, being an entrepreneur, financial independence, etc. Are you playing the games that self-made first-generation millionaire's play? Do you even know the games that they play? Do you think like a millionaire? What games do you play? Which games do you need to retire so that you can play more rewarding games? What inner games do those who have a knack for making money play? Because frames control our games, the adventure begins with detecting and changing our frames. That's why our Matrix of frames are so central—that's where we create and play the inner game. Winning the inner games makes playing and winning the outer games a cinch. There is a strategy for building wealth to become financially independent. There are thousands of people who are first-generation rich around the world. How is it that they are able to do that? Luck? Wealth genes? Superior intelligence? Secret skills? No. Somehow they have discovered the heart of wealth creation. They have built up a Wealth Matrix with frames that support the expert games they play. They have built wealth through a very definite set of steps and stages from finding a passion, caring about something, adding value, developing something of value, and finding a way to give or communicate it effectively. Such inside-out wealth is not built overnight. We create it over time. It arises as we become wealthy inside and learn how to transfer that wealth of ideas, creativity, and value outside. In doing that, in a given market, we become more and more valued and wealthy. Then, adding some business intelligence, we become financially wealthy. To not play the Wealth Creation Game means missing the true secrets of building the kind of wealth that's truly satisfying, invigorating, holistic, and enduring. Sure some win a lottery or happen upon a source of almost instantaneous wealth, but they are the exception and if they are not ready for wealth, then like most lottery winners, they will not be able to sustain it. Mastering Your Wealth Matrix focuses on the inner game of wealth creation so that we first empower ourselves with the necessary frames. With that, we create wealth from the inside out. We customize wealth so that it fits our passions, talents, and circumstances. We use the proven principles in the field of wealth to create our own Ten-Year Plan. We construct a blueprint for a business plan that gives us an action plan of rich things to do everyday. In the process you will set many specific goals to set a direction that taps into the inside-out nature of wealth. As you learn the inner game of wealth, you will begin to actualize that into your outer game for your performance and achievements. You will incorporate the principles of the game into your mind-body system as beliefs, decisions, states, intentions, pleasures, skills, emotions, and actions. As you prepare yourself now for wealth via this training... know that you will be challenged again and again about the principles and meanings of wealth building ... that you will have to fight and tame and even slay some Dragons along the way... that you will be invited to rise up to the highest levels of your mind to adjust your frames, deframe those that get in the way, reframe, and set entirely new frames of meaning and mind... that you will learn a set of new tools for governing your mind-body system of thoughts, feelings, speech, and behavior.... and that in the end, you will begin a new journey toward wealth in a holistic way that will enrich your life in many, many ways.

A WEALTH MATRIX

We all live inside of a Matrix of frames. We call this Matrix our "mind," "self," or "state," or "personality." It makes up all of the internal mapping that we have framed over the year and that creates our sense of reality. From it comes all of our experi

1) Meaning: What is wealth? What does wealth mean? Do you have a compelling definition of wealth? 2) Intention: What will wealth do for you? What will you do to obtain it? Why become wealthy? What's your magnificent obsession? Do you have a big enough why? 3) Self: Are you wealthy within yourself? Do you deserve to be wealthy? Do you see yourself as a wealthy? 4) Power: What talents do you have with which to create wealth? What skills, passions, and interests will you use to add value? What strategies do you have in place for creating wealth? 5) Others: Who will you work with and be on your team? Who will you collaborate with? What rich skills do you have for working with and through others? 6) Time: What stage of wealth creation are you in? Do you have a wealth of time? What is your wealth creation plan? 7) World: What world will you work in? Do you the financial intelligence? Do you have the business acumen?

O) State: What are your top 10 wealth creation states? How wealthy are you in mind-and-emotion? In attitude? Have you tamed all your dragons?

THE MATRIX MODEL The Matrix model arose from a strange combination of the cognitive-behavioral sciences and some basic distinctions in developmental psychology. From these two fields I put together three process matrices and five content matrices. The process matrices are those frames of reference, frames of meaning, and meaning constructions that we invite and then experience that make up our reality, our sense of what's real and possible. In everyday language, these frames are our beliefs, values, understandings, intentions, anticipations, memories, imaginations, hopes, dreams, models, worries, metaphors, cultures, etc. Via meaning construction and intentionality, we create our mind-body-emotion states and then experience life in those states. Yet all of this dynamic energy of meaning attribution is of our own making. We are the meaning-makers, there is no meaning outside of our thinking-emoting system. When you know that, you're ready to take the Red Pill and exit your current Matrix and begin to learn how to construct a more empowering Matrix. The content matrices are those belief frames that we build around five essential concepts that make us human beings—concepts that we never leave home without. Within these content matrices are all of our ideas, meanings, beliefs, understandings, prohibitions, rules, etc. about these given concepts or semantic realities. The five essential abstractions are Self, Power, Others, Time, and the World.

Together these seven matrices of frames which are embedded within yet higher frames make up the essence of what we experience as our reality, our personality, our attitudes, and our perceptions. Once installed, we move through the world from this universe of meaning and see the world in terms of this Matrix. Then the Matrix governs who we are and what we are about. Then, the Matrix has us. And if it is well formed and robust, we're effective, successful, and happy. If the Matrix is not well-formed, if it full of contradictions, errors in programming, fallacious ideas, erroneous maps, then we're torn, ineffective, stressed, unhappy, even miserable and self-sabotaging. All of the sub-matrices are built around our mind-body-emotion neuro-linguistic states. What goes on at the higher levels of our meaning-making and neuro-semantic states becomes grounded in the primary states. As a model, the Matrix gives us a systemic way to think about our mind-body-emotion system and how to work with it. It gives us a way to "follow the energy of information through the system" and to facilitate the enrichment of our Matrix.

The Matrix Model As a model, the Matrix is designed to use as a structuring format for sorting experience out as we explore,

understand, coach, manage, model, profile, and work to transform our experiences. This gives us specific Matrix Questions along with the 26 categories of Meta-Questions. By these we can explore a Matrix and coach for development, even transformation.

MATRIX QUESTIONS: Process matrices: 1) Meaning/ Spirit Matrix

What is its significance? What does it mean? What do I expect? What do I believe? What have I mapped about this?

2) Intention Matrix:

What do I want? What's my outcome?

0) State Matrix:

What state are you in? How are you feeling? What triggered the state? How intense is the state? What do you call this? How do you do that? What state do you have to be in to do this? How do you get yourself into this state

Content matrices: 3) Self / Identity Matrix

What's important? What's the purpose?

Who am I? What's my nature?

What am I like? Who can I become?

4) Power / Capacity Matrix

What should I do? How should I do it?

What can I do? Can I do something?

5) Others / Relationship Matrix:

Who are others? Are they friendly? What do I feel about them?

What are they like? How can I communicate? How do we connect?

6) Time Matrix:

Is "time" a friend or enemy? How much do I live in the present? How much do I live in the past or future?

7) World/Reality Matrix:

What is out there? How does X work?

What is real? What strategy helps me deal with this?

MY FIRST MILLION AND YOURS! It took me seven years. Eight years from the day that I sat down and wrote my first wealth creation plan, I accumulated my first one million in equity in U.S. dollars. Yet what's actually surprising about that is that it just seemed to happen and it didn't seem to be "the work" that I had always anticipated. Like the people in Blotnick's study, "it crept upon me." None of the "secrets" of building wealth that I followed are rocket science. Nor is there any secret panacea. They are the principles of wealth building that have been around for more than a century. While this training focuses us on the principles of wealth creation as the critical frames of mind that empower us to think like a millionaire, that is just the beginning. Thinking like a millionaire is not enough. From there we have to master ourselves so we can get ourselves to actual do what we know, close the knowing-doing gap and develop a practical plan for taking effective action. Initially Robert Olic, who promoted some of my trainings in New York City, challenged me to model the structure and process of wealth building. His immediate interest was a training that would be easy to promote, my immediate interest was to find and use the strategy, demonstrate that it works, and then begin presenting it. That initiated an eighteen-months project that culminated in the first wealth creation training in New York City. At the time I had one investment property, was making $20,000 a year in trainings, and barely scratching by. It was the research that jolted me out of my sleepy nonchalance about my singular rental property that had been a pain in the rear for several years. From interviews, readings, and various explorations, I woke up to the fact that I had never read a book or taken a training in real estate or investment properties, and that I was making seven serious mistakes. Immediately I began to make changes. Immediately I began translating what I was learning into action. That's also when I wrote my very first Wealth Building Plan. In that plan, I set numerous goals. I would read in the area of real estate to understand the rules of the game, I would check the local newspaper regularly, I would make three offers a week, I would create frames in my contracts that would ferret out people who would be responsible tenants, and to buy one additional property each year. I did that for five years. What is the secret of wealth creation? There are many. In this training you'll discover what real wealth is and how to begin to create it inside yourself. That will initiate the inner game of wealth. Then you'll learn to create inside-out wealth, a wealth that finds, creates, and thrills in value. You'll learn that wealth is created over time and through time and that it takes a wealthy set of states to generate it as well as maintain it—states of commitment, investment, patience, joy, networking, supporting, listening, seeing with your mind's eye of opportunities to add value, and much, much more. May you find yourself surprised, delightfully surprised in the days and months following this training of the inside-out wealth that arises when you know the heart of wealth and have developed a robust Matrix of frames to support making it happen!

MILLIONAIRE-MIND CHECKLIST Do you think like a millionaire? Is your Matrix of frames comparable to how a self-made millionaire thinks and feels? What are the key ideas, beliefs, understandings, decisions, intentions, etc. that govern and dominate the mind of a first-generation rich millionaire? Check T for true and F for false. The more T-scores, the more ready and robust your Matrix of frames for wealth creation. The more F-scores, the more specific areas to address in Mastering Your Wealth Matrix and winning the inner game of Wealth Creation.

"The last thing we want to hear is the plain simple fact that the rich think differently than the poor. They are programmed differently. They have different expectations with respect to money. They have a wealth mindset. It is as if there were a filter between you and your world— the filter of your mind." Robert Allen

I find my work absolutely fascinating, absorbing, and involving. (31) I can't wait to get up in the morning and get to the tasks and challenges of the day. I can't believe that I actually get paid for what I'm doing. It's not really work, it's what I love doing; I'm willing to work hard for what I believe in. (11) I don't aim for balance, I aim to make my work fun, enjoyable, and so meaningful it gives me vitality. I focus on maximizing the return on my efforts. (10) I work harder than most people. (83,95) My heart and soul is completely into what I do. (61) I absolutely love my career. (112) I outperform my competition. (112) Because passion for a career is often not love at first sight, I know how to learn to love my work. (186) My work enables me to fully use and develop my abilities and aptitudes. (188) I not only am willing to be compensated on the basis of performance, I want it that way. (383)

I am always thinking about how to become more competent and better at what I do. Because the only way to stay on top of the game is to keep learning, I'm a life-long learner. (204-5) My day-job doesn't stop me from following my passions. I'm always working on taking my skills and knowledge to the new level, always reading and learning. I love challenges and see them as opportunities for growing and developing as a person. (162) I work on getting rid of any and all negative roadblocks in my head that stops me from succeeding and being all I can be.

Wealth creation and success is not just about money, it's about making a difference and touching lives. Wealth is not the basis of happiness, it's just a scorecard. There's many things more important than money. The status and prestige of wealth is not my primary interest. I'm more interested in the value that I create. Money is a resource that should not be squandered. For me, there are no limits on the amount of income I can make. I think about the benefits of financial independence and freedom almost everyday. (135) I live well below my means. (35, 73,301) I am frugal in that I want to get all the joy and pleasure out of the things I already have. 1 have a budget and keep track of my finances. Wealth is all around us. It's everywhere. There are thousands upon thousands of ways to create it. Every dollar counts. I examine my financials regularly (at least once a week).

I have little or no debt except for a home or investment properties. I do not borrow for lifestyle choices or items. I use a shopping list when I go shopping to stay focused and avoid impulsive spending. (26) I clip coupons and use them in making purchases. (278) When I have success in making money I am not seduced by the ecstasy of buying lots of new things. When my income increases significantly during a year, I do not automatically assume that will be my new base but recognize that markets and economies rise and fall.

I love solving problems and creating new solutions. I love the products I produce and services I provide. (21) I am following my talents and passions and always learning to make them more marketable. Giving quality service, creating quality products is what brings wealth. Wealth is not money, but thinking, caring, creating, solving problems, seizing opportunities. I take pride and pleasure in standing behind and guaranteeing my work (products and services). I love seeing people enjoy the products and services that I produce. I am always thinking about how I can add value to things.

I view mistakes as inevitable and a source of learning. I learn and make adjustments as quickly as possible. I consider everything negotiable, asking the right questions, and creating a win/win arrangements. There's always a solution. Every problem has dozens of good solutions. I take full responsibility for my career, for the things I do and the results I get. I am a nicher in that I am zero-ing in on a specialized field. (189) I have a niche that gives my wealth creation focus and direction. (35) I have found a profitable niche for my economic engine. (191) I thrive in my niche as I fully express my talents and interests. (62, 160) I love selling my ideas, products, and services. (33,41, 163) I never pay asking or retail price, I always negotiate. (317) T h e reason that so few people are I am ready to walk away from a deal at any time. (303) financially independent today is that they I work to ensure that my clients and customers receive the place many negative roadblocks in their Very best deal for their dollar. (51) heads. Becoming wealthy is, in fact, a To increase the odds of financial independence, I own my mind game. Millionaires often talk to own business. (160) themselves about the benefits of I have developed a niche where there's little competition. becoming financially independent They (189) constantly tell themselves that it is very In running my business I'm cost conscious and control my difficult to achieve that without taking some risks. Before you can become a expenses. (205) millionaire, you must learn to think like I always ask for a discount and resolve to not pay full price. one. You must learn how to motivate (317) yourself constantly to counter fear with I have found ideal career for my unique talents and courage." The Millionaire Next Door [p. aptitudes. 135) If what I am doing now is not my ideal job, I will learn everything I can about myself, this particular industry, and keep searching until I do. I have the ability to sell my ideas, dream, products, services, and game plan. (41) I win my customers one at a time by devotion to their needs. (206)

©2005

L. Michael Hall, Ph.D,

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Mastering Your Wealth Matrix

There's no success without risk. Taking risks is what makes it exciting. (134) There is no financial security, my security is within myself, in my wits and creativity. My security is in my knowledge, ability to learn and to adjust to changes, and to enjoy life for what it is. The most risky thing is to be an employee and work for others (135). It's risky to not be self-employed. (18) I take action on my plans. I create action plans and then take the initiative to make them happen. The benefits of financial independence greatly outweighs the risks. (134) I capitalize on opportunities by knowing my niche, doing my homework, and developing more courage. (163) I regularly nurture my courage and counter my fears. (135) The biggest risk of all would be to let someone else control my career. (143) I control and manage my fears by taking charge of my own brain and believing in myself. (164-6) I have created a stable center in my life (home, friends, faith, etc.). (171-3) Risk is buying a home in a neighborhood where things are not appreciating. (305) I have a well-designed plan for "managing risks." (160-1) I take well-planned calculated risks in my business on a regular basis. I constantly counter fear with courage. (135)

I have a steel resolve that empowers my persistence on my way to wealth. (101) I have a burning desire to become financially independent. (98) I don't care that much about what others think, even authorities and experts. I make up my own mind and follow my own visions. I accept frustration as part of the game and work on increasing my frustration tolerance. I question everything and don't assume that I have to accept the hand that has been dealt me. It takes a lot of courage and creativity to create wealth opportunities. I want and deserve wealth. I have the right to go for the best and to share the wealth. It's critical to stay focused and to refuse being distracted with too many projects. The power to say no to good things enables me to say yes to the best. I am dependable, as good as my word and promises. People know that they can count on me for being punctual, dependable, and responsible. I believe in myself and my ability to learn, adjust, and grow. (166-7, self-efficacy)

Accumulating wealth takes time; I don't look for some short-term bonanza, I'm in it for the long-term. It's not the timing of the market, but one's time in the market. It takes patience and accumulated interest over years that builds incredible wealth. Time is money, I use lists to prioritize my time and am in control of my time. (26) I spend time strengthening relationships. (30) When purchasing, I think about the lifetime costs and benefits. (278,282) I use a shopping list to save time, money, and avoid impulse buying. (278) I take time to plan for ways to use my time more productively. (285) I plan to reduce my waste of time and energy. (285) Frugality is buying quality items and making them last. (290) I do things like re-upholster and refinish furniture to extend the life-cycle of things. (297) When selling, I decide on my time parameters so I never panic. (345) I have control over how I allocate my time. (370) Time is money so I don't do do-it-yourself projects unless its part of my enjoyment as a hobby. (370)

It's all about relationships, working with and through others. I believe in being personable with everybody I work with and so I act. (57) No one can be successful by themselves, it's the relationships. (17) Getting the right people on board is critical, people smarter than me who complements my skills. I am able to make others feel comfortable in my presence very quickly. I have my ego out of the way sufficiently to create alliances and to set up collaborative partnerships. I mostly use a coaching style in my communications and negotiations. I enjoy a good competition and can be highly competitive. (51) I have (or have had) one or more mentors who enriched my life. (95) I don't follow the crowd in my purchases, clothes, ideas, etc., I think in unconventional ways. (50) I have superior social skills for getting along with people. (38) I want to be well respected and work to protect my reputation for integrity. (33) I am able to ignore the criticism of detractors and not let it bother me. (33,46, 48) I don't take criticism personally. (50) My partner and I are both unselfish, caring, forgiving, understanding, and patient. (236) My partner and I have a common interest in wealth building activities (i.e., budgeting, sharing financial goals, etc.) (238)

I can enjoy economic success without having to adopt a Spartan lifestyle. I focus on a comfortable lifestyle, but not an extravagant lifestyle. (9) I am not tempted or seduced by consumerism. My interest in wealth creation is not about social status or displaying wealth. (193-4) I believe in balancing economic success and developing an enjoyable lifestyle. My lifestyle puts me in contact with lots of people who become clients, customers, suppliers, friends. (10) Many of the best things in life are very inexpensive or even free (e.g. trips to museums, sporting event with kids, dinner with friends). (29) I prefer buying a house in an older and more established neighborhood. (28) I am not self-indulgent in my lifestyle. (83) I don't have to spend a lot of money to enjoy myself. (363) I am moderate in consumption and live a disciplined life-style. (363) The activities I do in my spare time enhance my wealth and creation of wealth. (376) Being well-organized in all facets of life is important to me. (280) I live in a well established neighborhood in a well-constructed home and see my home as a significant part of my investment portfolio. (302, 308) I operate an economically productive household via frugality, planning, extending life cycle, etc. (277,299)

Know the importance of integrity, I strive to be honest with all people. My integrity begins at home; I don't lie at all to my loved ones. (60) People will invest in you if they believe that you are honest and hardworking. (17) I fully recognize my limitations and weaknesses and have an unique strategy for compensating. (20) I believe that wealth is created hard work, tenacity, getting along with people and discernment. (15) I have several strong leadership qualities. (33) I am very well organized. (35) I am well disciplined and enjoy being so. (33,82) I have extraordinary drive and resolve. (48) I work hard at my primary vocation and enjoy my free time doing what I enjoy. (29) I have the resolve to fight for what I believe in. (70) I have all five of the foundation stones for financial success: integrity, discipline, social skills, a supportive spouse, and hard work. (11)

I focus my energies and resources on maximizing output and results. (19) What's on my mind is success and solutions, not failures and problems. (19) I focus on quality over what's new, better, improved, or cheaper. (27) When one door is closed, I don't get discouraged, I get creative. (62) I am a finisher in a society of starters. (86) While 1 don't gamble or believe in luck, the harder I work the luckier I become. (83, 144) I work hard and study thoroughly to invest in what I know. (145) I question the norm, the status quo, and the labeling of authority figures. (92) I have a strong work ethic. (99) When it comes to what I believe in and want, 1 am, a fighter. (123) I think differently from the crowd and do not go along with the crowd. (387, 22) I think strategically about things from shopping, scheduling to investing. (280-1) I am very deliberate in shopping for a home and will invest lots of time and planning. (314-5, 334) I thinking in terms of how to make things more efficient and productive. (337)

I exercise regularly to be physically fit and have lots of energy. (35, 51) I have extraordinary energy that I devote to my work and passions. (33, 51) I value regular exercise for the energy and discipline it gives me. Sports helps me to build an athletic heart of determination and self-discipline for mental toughness. (19)

I study the investments I make and seek advice for making intelligent investments. (35,77) I am, or plan to be, my own boss and own my own business. (35, 107) I invest primarily in what I can control, namely my own business. (74-77) I surround myself with smart people when making financial decisions (a CPA, attorney, investment advisor). (151-152) I know how to select and work with getting good advisers on my team. (147) I calculate the probabilities of success with every investment. (225-6, 145) "Waste not, want not" is one of my personal mottos. (295) I refuse to buy a home in a very short time, I can patiently wait. (312, 318, 331) I use real estate as part of my investment plans. (338) When investing in the stock market, I diversify and use a "buy and hold" strategy.

I have experienced the humiliation of defeat, been labeled inferior, or told that I didn't have what it takes. (102) I refuse to take the negative evaluations of authority figures seriously. (101) Having been confronted with challenges that would defeat others, I refuse to accept defeat. I have bounced back from numerous set-backs. Getting a "no" no longer discourages me, in fact, it now excites me. (103) I now have the tenacity of a bulldog, (or I have graduated from Tenacity #101). (105-106,15) I will never allow adversity to defeat my spirit or rob me of hope. (109)

I see opportunities all around me. (62,1262) I am not put off by low status occupations (e.g., pawn shops, salvage yard, car washes, etc.). (193-4) I am always looking for problems to solve. (194) I know how to sniff out opportunities. (195) I watch for and study trends and markets especially those that effect my area.

I am always exploring what ideas in books, conversations, courses can I use in my business? (204) I am not seduced by the glamorous, high status occupations or trophy homes. (240)

1) Work 2) Self-Development 3) Money 4) Adding Value 5) Business 6) Risk 7) Rich Resourceful States 8) Time 9) Relationships 10) Lifestyle 11) Character 12) Thinking Patterns 13) Health and Fitness 14) Investment 15) Experiences 16) Entrepreneurship

For Information about trainings in

see the schedule on www.neurosemantics.com

Based u p o n questionnaires from 733 self-made first-generation rich millionaires by Thomas J. Stanley, Ph.D. recorded in The Millionaire Mind (2000). Of these 733 from 1001 questionnaires, they averaged a net worth of 9.2 million, annual realized income of $749,000, only 2% inherited all or any part of their h o m e s or property.

WEALTH QUESTIONNAIRE Put a T for true and F for false to the following questions.

Do you have enough money to consider yourself financially stable? Do you have enough money to be an aggressive saver? Do you have a personal budget? Do you have enough accumulated to be financially independent? Do you feel that you are spending enough time with your loved ones, family, and friends? Do you typically come home from work in a positive state? Do you come home from your job frill of life, energy, and vitality? Do you wake up with a passion for what you do so that it pulls you out of bed? Do you participate in the activities you really believe are worthwhile? Are you pleased with the direction your life is going? Do you see your job as an opportunity for financial success, adding value, and personal growth? Do you constantly think about how you could add value? Do you have an admirable attitude about your work? Are you satisfied with the contribution you have made to the world? Are you comfortable with money? Does your job reflect your values? Does your job reflect your talents and passions? Do you have enough savings to maintain your lifestyle for the next 3 months? Do you have enough savings to maintain your lifestyle for the next 6 months? Do you have enough savings to maintain your lifestyle for the next 12 months? Do you feel that your life is whole? Do you sense that all of the pieces (job, expenditures, relationships, values) fit together? Do you feel passionate about, captivated by, and absorbed in your work? Do you have peak moments of delight and excitement every week? Do you find it easy to get yourself to take action in doing the things you love? Do you have the skills and tools to take effective action? Are you in your ideal job? Are you self-employed? Do you love being self-employed? If you are not in your ideal job, have you begun to make your passion your avocation? Do you invest your time, energy, and money in finding your passion? Do you have a plan? Do you know your highest outcomes and values? Are you committed to becoming financially independent? Do you have a plan for creating wealth? Are you disciplined in terms of getting yourself to get involved in and carry out your passions? Are you patient about being in it for the long run? Are would known for your persistence and tenacity in staying with the things you commit yourself to! Do you take care of the critical details involved in your work? Are you saving money as capital to invest? Are you investing or preparing yourself to? Do you study your investments?

Overview

WEALTH BUILDING SECRETS L. Michael Hall, Ph.D. (Anchor Point, Jan. 2000)

Would you like to use your work, career, or income producing activities to become financially independent? Would you like to become wealthy enough so that you no longer have to make money your focus? Would you like to understand, identify, and install the kind of states and meta-states that would facilitate in you the mind of a millionaire? Research has long indicated that the amount of one's financial wealth only plays a little difference in terms of overall life satisfaction, "happiness," or the experience of "flow" (Csikszentmihalyi). Making money only for the sake of having more money does not actually enrich our internal experience of life, or give us more quality in our thinking or feeling. Money by itself, apart from other things, does not enrich us, and most rich people do not find it all that fulfilling. Harry Dent (1998) says that there is only a 2% difference on the Happiness Scale between the wealthy and all other financial classes (p. 22). What does this mean? It means that money, as a end value, does not serve us very well and is not what wealth is actually about. As an end value— as something to live your life for, money is inadequate for motivation, happiness, or personal growth. At best, the goal of making more money serves as a good means value We seek to increase our income and become financially independent so that we can then cease worrying about paying bills. It gives us the freedom so that we can turn all of our psychic energy toward the things that we really want to do and experience. Yet while this sequence is almost right, it is still an inadequate mental map for navigating the territory of wealth building. We still do not have it quite right. There's a missing piece—a piece that plays the most critical role in terms of using our work and careers for building a wealthier bank account and life.

Wealth Researchers When Scrully Blotnick, Ph.D. psychologist decided to track the lives of people who wanted to become wealthy in 1960, he set up a study to track 1,500 people. Over the years he lost a third of the people—an occupational hazard to longitudinal studies. In spite of that, of the remaining 1,057 people, 83 became millionaires. Given this we naturally ask some modeling questions: What were their secrets of success? What mental and emotional states supported them in the process of becoming financially independent? What principles or concepts enables and/or facilitated their experience in using their business to become wealthy? What beliefs, strategies, and behaviors played a key role in their success? Blotnick and associates also discovered that about half of the 83 became wealthy and lost it numerous times.

While they could make it, they did not seem able to hold on to what they made. It left as quickly as it came. There was some kind of hole in their back pocket. What sabotaged their long-term success? What thoughts, emotions, or response patterns led them to undermine the wealthy building strategy? What saboteurs were at work? In addition to this longitudinal study, Blotnick and associates also conducted focus group interviews with more than 200 multi-millionaires. Again, they did this to uncover the secrets of becoming wealthy. You can read about the conclusions that they drew as a result of the research in Getting Rich Your Way (1980). Blotnick summarized his findings this way: "We are not going to make matters worse by telling you we've found a secret formula that will make you rich overnight. There is no such thing, though we know plenty of people who've gone broke looking for it. What we are about to describe might be labeled a 'get rich slow' technique. But it works. And nothing else does." (p. 15) More recent research now appears in other books that have become best sellers. These include the 1996 publication, The Millionaire Next Door, and The Millionaire Mind (2000). Researchers Thomas Stanley and William Danko similarly studied America's Wealthy and also came up with some surprising secrets. "What kind of businesses do millionaires own? All kinds. You can't predict if someone is a millionaire by the type of business. After 20 years of studying millionaires, we have concluded that the character of the business owner is more important in predicting his level of wealth than the classification of his business." (p. 228)

"Character" signals us that wealth building is more about states of mind, meta-states or frames of mind, and strategies. We might even conclude, as we shall see, that wealth much more is a state of mind than anything else. But which states and what kind of "character?" Who then becomes wealthy? "Usually the wealthy individual is a businessman who has lived in the same town for all of his adult life. This person owns a small factory, a chain of stores, or a service company. He has married once and remains married. He lives next door to people with a fraction of his wealth. He is a compulsive saver and investor. He has made his money on his own. Eighty percent of America's millionaires

are first-generation rich." (p. 3) The Secrets and Stages of Wealth Building The most significant factor in wealth creation that Blotnick noted, as well as many other researchers and theorists concerns the focus, mind-set, and intentionality of the person who succeeds. This may surprise you. It surprises many people. "A missing ingredient, a key one which operates so quietly it had previously been overlooked, had to be present if someone was ever to become rich: they had to find their work absorbing. Involving. Enthralling." (p. 6, italics added)

Above and beyond everything else that contributes to building wealth— and there are many, many contributing factors, the central and most determinative one is absorption in the work itself—an absorption that arises from truly caring about the work and learning to enjoy it. Think about that. Check yourself on those qualities: To what extend do you truly care about your work or some work that you long to do? To what extend do you love it, value it, recognize it as something significant that you do? To what degree do you enjoy it? What values and meanings enable you to view it passionately? What have you come to enjoy about it?

How have you learned that enjoyment? Suppose for a moment that this truly is the secret for using your work and career for becoming financially independent. You may not believe this yet. It may be shocking to think about this as the pathway to wealth creation. You may be in a job that you really don't care about, one that you endure, one that you just put up with. Your attitude may be, "Hey, it's an income." Nevertheless, go with this idea for a moment. What if the pathway and process to financial independence for most of us will not involve the lottery, not involve "getting some big break," not involve our investments really hitting a hot new market, etc.? What if the typical path involves falling in love with some task, activity, or career and patiently becoming absorb in it for years? "As it turns out, your work is more likely to make you wealthy than any bet or investment that you ever make.... The crucial role played by work you enjoy is only one of the startling conclusions which emerged. There were others." (Blotnick, p. 5) The researchers in this field all point in this direction. It's the get rich slow technique. The 83 individuals, that Blotnick and associates followed, became absorbed in their respected fields, felt compelled about their tasks, and then gave themselves to that passion for a long period of time. In the process, they became highly competent in their skills and craft. In the process they seldom thought of it as "work," it was more like play. Their curiosity about it drove them to more fully search into it, to live and breathe it, and to become increasingly more skilled in it. As their competence grew, so did their confidence—and this made it inherently rewarding. A rich experience in and of itself. And that basic enjoyment at becoming more skilled and competent, at producing better quality work, at becoming more knowledgeable, at contributing, etc operated as the real source of their eventual wealth. What was going on at an even more profound level was that they were finding an area in which to add or create value, to become more valuable to others, and this eventually returned to them in terms of the value the market gave to them. They discovered the power of Inside-Out Wealth. What Does This Mean For Me?

Would you like to become rich? Good. Set that as your goal, then forget it. In the Wealth Building trainings —this is the first paradox: To get rich, get the dollar signs (or pound signs, etc.) out of your eyes. It's not abut money. Blotnick noted that almost all of those individuals who eventually became millionaires hardly noticed. Can you imagine that? "Basically, it crept up on them." (Blotnick, p. 37) How could it have crept upon them? How could they have "barely noticed?" The only answer that makes sense is that it must not have been their primary focus. They must have had other things on their mind. And that, to a great degree, was their secret. Wealth isn't money, it's a heart that knows how to create value. In Meta-States terms, we can say that they had other frames-of-references operating as their higher meta-state structures. Making money would have been a lower frame goal. The goal-of-that-goal which truly drove them, that served as their motivational engine, and that directed their energies to the area where they were making a contribution was something bigger and higher. The outcome-of-their-outcomes must have been something yet bigger and higher. Money was important, yet there were many things even more important. Like what? Like solving problems, developing competence, feeling confident, the adventure of succeeding, making a difference, bearing one's best, developing new skills, exploring possibilities, becoming an expert, etc. Csikszentmihalyi, the researcher and author of Flow and numerous other books on flow states, describes

the state of absorption as an intense concentration of focus whereby we order and structure our consciousness in a context or game that has lots of feedback and which eventually becomes valued for its own sake (it becomes "autotelic," auto, self and telic, goal). This is not only the creative state, the state of "happiness," it is also a genius state. When you step into a state of commitment, you become so focused, all of your psychic energy (mind, emotion, and body) becomes concentrated on one thing. When that happens, you use up all of the attentional energy so that you then lose consciousness of the matrices of our mind—self, time, the world, others, etc. What an altered state! In Neuro-semantics we call this the genius state. And it is this state that we elicit as a gestalt state in the trainings on Accessing Personal Genius. In this case, we are accessing our financial genius, our persuasion genius, our business genius, etc. When Blotnick discovered this state as "the secret" a long time ago in the field of wealth building, it surprised him and others. Yet it makes sense. It still does. Absorption in a love or passion is the state of mind and emotion of someone who has a strong chance becoming financially independent. What will a state like that do for a person? It will keep you involved. It will activate all of your skills, intelligences, passions, and energies. It will keep you involved so that you persist through the ups-and-downs of your field, the economic environment, the learning curves and plateaus, etc. It will make you resilience, patient, and persevering. And eventually, it will give you the opportunity to become highly skilled and knowledgeable in your field. Then you will be in demand—your expertise will become more valued. People will pay more for your insights, skills, and time. How valuable are you right now in your field? How much value can you or do you add where you work? How much more valuable can you make yourself? Interesting enough when Blotnick asked the millionaires what they attributed their success to, 82% in the study attributed it to luck. Now imagine that! This shows what happens when you ask an expert to tell you his or her secret. They cannot do it. They don't know. And if they think they know the secret of their own success, more frequently than not, they are wrong. Why? Because operating at the level of unconscious competence—they really do not know why, they just run the programs of their excellence. They don't know why or how. It takes a modeler to figure that out. That's what Blotnick (1980) did. Without the Neuro-Semantic and NLP distinctions about the structure of experiences, he set out to find and specify the structure of this piece of excellence. To that end, he wrote the following about absorption: "A child's desire to be hypnotically engrossed doesn't end with childhood. Being absorbed is deeper and more important than like and dislike, love and hate. It is the only magic our everyday lives have left." (p. 202) "Those who were better at becoming absorbed by their work looked forward to being caught up in it and also found it inherently rewarding (p. 212). When you enter into a meta-state of total absorption, you will no longer think of your work as a "job." That will not be an option. You will think and experience it as your mission. It becomes the higher frame of reference or executive state about your purpose, destiny, and identity. Many years prior to this research Charles M. Schwab said: "The man who does not work for the love of work, but only for the money is not likely to make money, nor to find much fun in life." Similarly, Harding Lawrence, CEO Chairman and CEO of Braniff said, Don't set compensation as a goal. Find work you like, and the compensation will follow... If money

is a large part of your thinking, you won't do really good work, and that's what matters most... To me ... this was the field I loved. It wasn't a vocation. It was an avocation. I couldn't wait to get to work in the morning." (Blotnick, p. 52) The Stages of Wealth Building With this beginning, we can now recognize the two stages of wealth building that needs to be coordinated in a way so that we use them in proper sequence. Blotnick identified the following two stages in the wealth building process: Stage I: Profoundly Absorbed Stage: Time and energy here is invest in oneself, in education, development, skills, and growth. Stage II: Investment Stage: Time and energy now devoted to investing money into stocks, bonds, CDs, real estate, etc. Getting these stages mixed up or turned around creates a sequence that almost always sabotages wealth building and leaves a person less and less capable for becoming financially independent. "The vast majority of people make things much worse for themselves by trying to go from Stage 2 to Stage 1, from first finding financial independence to subsequently locating an absorbing interest. (p.90) They want Stage 1 and Stage 2 simultaneously! But no one can hand you Stage 1 Satisfaction. You have to find that yourself. Profound involvement in an area always springs from sources deep within a person (p. 91) Get Yourself a Great Big "Why" We also need for a driving passion for what we do if we want to use our skills and craft to create a holistic wealth for ourselves and others. • Why do you want to do what you do? • How is it important to you? • What will you get out of it? • And when you get that— fully and completely and in just the way you want it, what will that give you that's even more important and significant? A compelling motive motivates. It moves us. And when we feel so moved by higher meanings, we activate our highest neuro-semantic states. Then we have a big why or reason in our Intention matrix. That will empower us to keep going, to honor our goals, to dedicate ourselves to our actions, to hold integrity with our values, and to commit ourselves to the pathway that we have chosen. Then, over time, as we give ourselves to our field of action, we become more authentic, reliable, and self-disciplined. We grow to trust ourselves, to listen to our own inner voice, to tap into our creative intuitions, etc. In this process, we add value upon value in our business by the products and services that we create. This creates wealth. To add value, we operate from the wealth building states that enable us to be at our best. The Wealth of a Great Big Passion I began by speaking about financial wealth, but for just a moment consider the significance of absorption in a passion that you really care about in terms of internal wealth (rich in mind, emotion, motivation, etc.). Would that not make you rich in one way that no amount of money could buy? You bet. This is the power of meta-stating ourselves, our lives, and our work with passion, with pleasure, and with highly compelling outcomes. Herein lies one of the most powerful patterns—a process that can totally revolutionize a life. The Well-Formed Outcome Pattern provides a simple step-by-step process for ©2005 L. Michael Hall, Ph.D.

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upgrading goals so that they become well-formed—and robust. This also highlights the Neuro-Semantic use of meta-states as processes for aligning our attentions with our intentions and for establishing outcomes of outcomes until we set the highest frames of all—frames that create a life orientation and direction. Such intentionality gives us a sense of purpose and mission as it activates our highest skills and creativity. Then we make things happen. The fact is, people become rich in every field because they see needs and problems and then set out to add the value of satisfying those needs. They create solutions. Whenever there's a problem or need, there's money to be made. Money is made when we learn to see and seize opportunities for giving. When Stanley and Danko explored the question about enjoyment of working in their research, they asked the question, who enjoys working? "The PAWs [Prodigious Accumulators of Wealth] love working, while a large proportion of UAWs [Under Accumulators of Wealth] work because they need to support their conspicuous consumption habit. Money should never change one's values... Making money is only a report card. It's a way to tell how you're doing." (p. 110) Wealth Building As a Strategy Expand your thinking about wealth building so that it induces mental wealth, emotional wealth, wealth of relationships, health, creativity, etc. Expand it so that you look upon every experience, every day, every encounter as a way to add value to your life and the lives of others. With this wealth perspective as your frame of reference, it will simply be a matter of turning that concept into a belief, into a decision, into a state, and into an action for this day. We use the Mind-to-Muscle pattern to achieve this in order to translate the great ideas and principles down the levels of mind so that it gets into our very neurology and then out into the world. When that happens, a whole new world opens up. How's that for a great way to begin the rest of your life?

©2005 L. Michael Hall, Ph.D.

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WEALTH MATRICES So What's the Problem? WHY WHAT

do many people suffer financial stress and scarcity in a world where there are plenty of opportunities?

stops you from becoming financially independent with all of the opportunities around?

Why is the world filled with talented, intelligent, and gifted poor people? How can we be smarter about handling our finances and building wealth so we stop working for money and get money to work for us? If we live in a world of plenteous opportunities and knowledge about wealth, then why do so few attain states of plenty, abundance, and wealth? If it's not the lack of opportunity, then what explains the lack, the tack of financial freedom and independence, the stress over finances, the everyday struggle to make ends meet?

Research about First-Generation Rich Millionaires: "After 20 years of studying millionaires, we have concluded that the character of the business owner is more important in predicting his level of wealth than the classification of his business." {The

Millionaire Next Door, p. 228) Could it be that we are not internally and personally organized our in mind-and-emotions for wealth creation, building, and maintaining? Do you lack the proper frames of mind that self-organize your life for wealth? Do you lack the executive frames of beliefs, values, identity, decisions, intentions, etc. that empower and commission you to become wealthy? Are you confused and conflicted about "wealth " itself? Do you have a "wealth" definition that's ecological and enriching? Is your Matrix of frames organized so that you can play the game that allow you to become financially independent?

Lots of smart people make some big mistakes about money. They either sell their souls for it, let money define who they are and "the good life," or they have a mistaken map about it, a map that doesn't guide them as they navigate work, career, speaking, etc. there. Without having an accurate and workable map for creating wealth, we will join the ranks of the talented, intelligent, and gifted poor people of the world. Avoid that by setting some well-formed outcomes about wealth and the stages to financial independence, use the meta-stating tools of Neuro-semantics to put ourselves in the kind of states that allow us to create wealth from within, take the Red Pill and enter the Matrix of your mind to design that Matrix for Wealth.

Mastering Your Wealth Matrix Means— • Developing the mental-and-emotional frames for abundance, prosperity, creativity, and wealth. It means shifting from working for money to letting money and material affluence work for us. Building enriching states and meta-states for building wealth from the inside-out so that we have ready access to the enriching kind of states that support and enhance your ability to handle the key factors involved in building wealth. Dancing with our dragons of impulsive spending, budgeting, saving, taking risks, investing etc. so that we don't stop ourselves by various kinds of self-sabotage. Building wealth through creating and adding value that makes a difference to others and not getting caught up in various "Get Rich Quick" schemes. Letting financial wealth emerge as an inside-out process when we have the right principles, attitudes, and actions. Recognizing that above and beyond motivation, there is the structure and principles of wealth and that merely getting motivated is not enough. Motivation has its place. But you can be motivated and still uninformed and unskilled in the necessary skill set of practices to make it happen. That's why a "Rah! Rah! I affirm myself as a Millionaire! " Rally will not do the trick. We also have to know what "wealth" is, what creates it, and develop the practical financial skills to make it real. Developing the mindfulness for effective planning and deciding as we create our unique pathway into a rich future for ourselves and others.

©2005 L. Michael Hall, Ph.D.

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THE MEANING MATRIX: Creating Rich and Wealthy Meanings "All wealth begins in the mind" (Napoleon Hill) "Every time he took the thought to bed with him, he got up with it in the morning, and he took it with him everywhere he went." ( p. 96) "The secret of success in life is for a man to be ready for his opportunity when it comes, Benjamin Disraeli

The Wealth Principle: We have to know what it is to experience wealth fully in all of its dimensions. We have to create a holistic and compelling definition of "wealth" before we can take the necessary and effective actions that make it real in our lives. Do you know what wealth is?

What is "wealth" anyway? Fill in these sentence stems:

"I know I will be wealthy when "True wealth for me is..." "The wealth that I want and will pursue is

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""

"WEALTH" MAPPING The Neuro-semantics of Wealth

Net Worth > Wealth How much money, income, savings, investments, equity do you want or need in order to be or to feel "wealth?" Stanley & Danko (1996) provide this formula for determining if you are wealthy: "Multiply your age times your realized pretax annual household incomes from all sources except inheritances. Divide by ten. This, less any inherited wealth, is what your net worth should be." (p. 13) Examples:

This leads to two styles: 1) PAW: Prodigious Accumulator of Wealth PAWs are builders of wealth; they are the best at building net worth... They typically have a minimum of 4 times the wealthy accumulated by UAWs. 2) UAW: Under Accumulator of Wealth UAWs typically live above their means; they emphasize consumption. They tend to deemphasize many of the key factors that underlie wealth building. (p. 15)

Income > Wealth How much do you need to make or to accumulate before you can think of yourself as "wealthy" or "financially independent?" Wealth depends upon what you accumulate by how much you save, not what you spend, or even upon your income. Becoming wealthy may not involve making more money.

Greater Income to Outcome ratio > Wealth Edward Gibbon:(1814): "I am rich indeed, since my income is superior to my expenses, and my expense is equal to my wishes." (Memories),

Accumulation rather than income > Wealth "Most people have it all wrong about wealth in America. Wealth is not the same as income. If you make a good income each year and spend it all, you are not getting wealthier. You are just living high. Wealth is what you accumulate, not what you spend." (p. 1)

Choice > Wealth I am wealthy when I reach the point where my decision to go to work is not determined by financial needs. Machtig and Behrends: "You are wealthy if you can take off from work to investigate a project that is important to you for non-financial reasons." (p. 9). Harry Dent: "Wealth is about giving yourself the freedom to choose the lifestyle that you want and to champion causes that you believe in." (p. 22).

Time and Lifestyle > Wealth Kiyosaki: "Wealth is a person's ability to survive so many number of days forward. If I stopped working today, how long could I survive ... and maintain my lifestyle? (p. 73). Measure wealth in time rather than in dollars. How many days can you live at this standard of living? (2000, p. 34). ©2005

L. Michael Hall, Ph.D.

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Effort-Result ratio > Wealth George David, M.D.: "Wealth is when small efforts produce large results; poverty is when large efforts produce small results."

Rich in Mind in seeing opportunities > Wealth Robert Alan: "Wealth is not money. Money is just the appearance of wealth. The form, but not the substance. Wealth is thoughts, not things. You can be wealthy without having lots of money. And you can be rich and not be wealthy. Now that may be a bit confusing, but it's true. Wealth is a state of mine--an attitude."

Well-Being and Abundance > Wealth "Wealth" from "weal" refers to being in a "sound, healthy or prosperous state, well-being." Wealth refers to "abundance of supplies, possessions, and resources."

Enjoying Work > Wealth "There are more people (employees) today working at jobs that they don't like. I'll tell you honestly that the successful man is a guy who works at a job, who likes his work, who can't wait to get up in the morning to get down to the office, and that's my criteria. And I've always been that way. I can't wait to get up and get down to the office and get my job under way." (A millionaire in the Stanley & Danko study, p. 240)

Character, Inner States > Wealth 'Tell your children that there are a lot of things more valuable than money: good health, longevity, happiness, a loving family, self-reliance, friends, reputation, respect, integrity, honesty, achievements. Money is icing on the cake of life. You don't ever have to cheat or steal, don't have to break the law or cheat on your taxes." (Stanley & Danko, 1996, p. 195) Trump: "My father's faith gave me unshakable confidence. It wasn't money that my father gave me; it was knowledge. It's much more important to be smart than right (xx)." Trump Captalizing on what I have > Wealth Maximizing my talents and enjoyment > Wealth Bartering for what I value > Wealth Time, knowledge, experience > Wealth

Summary: Do you now have a rich definition of wealth? Does it include wealth of mind, ideas, emotion, lifestyle, relationship, heart, creativity, health, energy, motivation, passion, and so on? Would you like to include that in your definition of wealth? What will make it even richer?

Recognizing the Unreality of Money What we call money is not externally real. Money does not exist "out there." Paper and coins exist, but "money" is not real out there. Money is our a way of thinking and feeling about exchange of value and energy. Money is a meta-term, a meaning that involves our semantics and emotions—this leads us to explore the Neuro-semantics of money. At the primary state: "money" is a medium of exchange that offers a way to measure and track the life energy we invest in activities. "Money is something we choose to trade our life energy for." (Dominguez, p. 54) At meta-levels, "money" refers to anything we value and invest our life energies into things which align with what we care about. Am I experiencing fulfillment, satisfaction and value in proportion to the life energy that I invest? Money is a shared cultural reality. It involves our ideas and beliefs about exchange, how we have framed exchange and the emotions we attach. If money is not real, this exposes the myth that "there's only so much to go around." We can invent more money, more value, more wealth. What frames-of-reference do you have around money? The higher level meanings we have link to money Power, Status, Love, Control, Freedom, etc.

What does money mean to you? What do you believe about it? What thoughts and feelings come to you about money, about s a v i n g , about spending, etc.?

Status Achievement Opportunity Exchange Greedy Jealousy by others Prestige

"For most people, money is never just money, a tool to accomplish some of life's goals. It is love, power, happiness, security, control, dependency, independence, freedom and more. Money is so loaded a symbol that to unload it—and I believe that it must be unloaded to live in a fully rational and balanced relationship to money—reaches deep into the human psyche. Usually, when the button of money is pressed, deeper issues emerge that have long been neglected." (January/February, Psychology Today, 1999, "Men, Women, & Money," by Olivia Mellan)

Security/ Safety Power Fulfillment Self-Esteem Ease Happiness Personal Worth

Being a Somebody Independent Choices Selfish Danger Wholeness

We can handle or relate to money by hoarding or spending. What's your style? Do you hoard, spend, collect things? Are you best at earning, spending, saving, or investing? What emotions drive your response style? We can over-load the meaning of money inappropriately so that money works on us like a drug. "Money" becomes psycho-active drug when our mood, happiness, peace of mind, etc. is dependent upon it. "When I have money, I'm happy; when I don't, I'm worrisome, unhappy, miserable, a

nobody, etc." To develop a healthy and appropriate wealth creation plan, we ay have to first depleasure money, things, and the expressions of wealth so that they are not so dominated by it. Desperately needing money typically prevents us from effectively handling money and financial wealth. Spending as consumption uses up resources and squanders them. In spending, we can consume or we can invest. Kiyosaki (1997): "When you work for money, money controls your emotions. Rich dad thought it foolish to spend your life working for money and to pretend that money was not important. He believed that life was more important than money, but money was important for supporting life."

Knowing the Limits of Money — What money can't buy! Look at your list of all the things you want from money. Can money buy these things? The truth is that money cannot buy happiness, peace of mind, security, satisfaction, appreciation, health, etc. Money cannot even solve poverty. Do you know what Ted Turner said when Barbara Walters asked him, "How does it feel to be so rich?" Limiting our need for money. When will I have enough? When will I say, "Enough!"? There is something addictive about success, achievement, power, and money which suggests that we need to beware lest we build the frame, "Just a little more." This is the definition of "greed." This state keeps us greedy and never able to relax and enjoy the abundance. How do we keep our ambitions and at the same time relax and enjoy life in the process? How can we feel satisfaction and yet stay ambitious about our goals? "How much money is enough money?" "Just one dollar more." John D. Rockefeller.

If emotions are states of mind and ideas govern our personality and what we can and cannot achieve, then "You, and every other person, ought to be interested in knowing how to acquire that state of mind which will attract riches." (Napoleon Hill, p. 27).

Wealth enlarges the appetite for riches rather than satisfy it. The majority of success-driven people believe and operate from the perspective that "Enough is never enough." They always want 10% more, 2 5 % more, 100% more, etc. If the drive to acquire more is not calmed with acquisition, what can calm it? We can only resolve this when our focus emphasizes being more than it does on getting. Psycho-Money

Recognizing "Value" in Dollars (Pounds, Yens, Euros, etc.) Democratizing Dollars so all Dollars are again Equal

The Investment/Asset Principle Distinguish between investments and liabilities so that you can invest in "true assets," namely, things that increase with value.

An investment is something that increases in value over time. If the thing we invest in loses value, it's not a true investment but a liability. Calling a purchase an "investment" doesn't make it so. When you buy things that cost to maintain and that decrease in value, you have a liability on your hands (i.e., cars, boats, toys, computers, etc.). Everything you buy that costs you increases your "cost of living." Examine what it costs you to maintain something in terms of the additional expenses, the responsibilities you accept, the mental-emotional involvement.

What are your true values, assets, and investments? Mind your true business by first distinguishing your profession and your true investments. What is your business? What are you doing that's creating assets? Make by maximum use of your assets by investing in things which go up in value. Is a banker's business banking? It's not unless he owns the bank! "Financial independence is anything that frees you from a dependence on money to handle your life" means having all aspects of your financial life in alignment with your values. (Dominguez)

It

The Strange World of Mental Accounting How we represent, reckon, and appraise "money" determines how we respond to it. If the meanings that we give money, the mental categories and accounts in which we stash away our thoughts about money set the frames for how we relate to money and how money relates to us—then our mental accounting plays a highly significant role.

"A dollar here, a dollar there; pretty soon we're talking about real money."

In an excellent research book which isn't easy reading, Gary Belsky and Thomas Bilovich address this facet of the psychology of mental accounting of money. They make the point that in our mental money accounting. "All money is not the same." Their first chapter is entitled, "Not all Dollars are Created Equal." As I read, I began sorting out the different "accounts" that they mentioned and created the following chart. Do you treat some "money" as play money, fun money, gift money, etc. and then blow it in ways that you would not dare to do with "savings?" What mental categories do you use in thinking and relating to money. Are your mental categories usefulness, effective, and empowering? Do they it serve you well? Do they undermine your ability to save? Do they enhance your skills in wealth accumulation to build up enough capital to invest and get money to work for you? If you have a category of, "college money for the kids " and a personal policy to "never touch it," then that might serve as a very useful classification trick to get you to save. To examine your own mental money accounting, step back and notice how you talk about money an notice the different kinds of money that you have in your mental world. Belsky and Gilovich write: "Another way mental accounting can cause trouble is the resultant tendency to treat dollars differently depending on the size of the particular mental account in which they are stashed, the size of the transaction within which they are spent, or simply the amount of money in question." (p. 37) Imagine this scenario: You go to buy a lamp that costs $100. While in the store, you discover that you can get the very same lamp 5 blocks away for $75. You can save $25. Would you do it? Suppose also that you go to buy dining room set that's going for $1775, but only five blocks away you can get it for $1750. Do you go there to save $25? If you'll drive five blocks to save $25 for the first, but not the second, then the culprit at work in this is your mental accounting. You are treating the dollars differently due to how you think about the size of your purchase. So, when is $25 not $25? Our mental accounting frequently causes us to relax our normal cost-consciousness when we make small purchases. The costs somehow get lost among larger expenses. For example, research has found that the bigger chunk of "found money" we have (bonus, tax refund, gift, etc.) makes it more sacred, serious, and harder to spend. Yet this can actually lower our "spending rate." Our spending rate refers to the percentage of an incremental dollar that we spend rather than save. So if we receive a $100 tax refund, and spend $80 of it, then our spending rate is .80.

What difference does this make? Here's an example of how mental accounting can seduce us into overspending. Studies showed that those who receive a $400 bonus use it to justify all manner of purchases, and in the end they spent 4 to 5 times that amount ($1,600). Each time the couples reason that they had just receive the big bonus. So they spend it and spend it and spend it. The accounting that it wasn't "savings," it wasn't "living expenses," it was "extra," or "fun money," etc. So while they went on a shopping spree, it didn't seem like a shopping spree emotionally. Because each smaller decision to splurge was kept in a different mental account. They say that credit cards are one of the scariest exhibits in the museum of mental accounting. Credit card dollars are cheapened because there is seemingly no sense of loss at the moment of purchase, at least not on a visceral level. Conversely, if you have $100 cash in your pocket and pay $50 for something, you experience the purchase as cutting your pocket money in half. But if you "charge" it, you don't experience the same loss of buying power that emptying your wallet does. The money we charge on plastic is actually more valuable if don't pay it off. "Dollars assigned to some mental accounts are devalued, which leads us to spend more easily and more foolishly, particularly when dealing with small amounts of money. And when account for other monies as so sacred or special, then we become too conservative with it." (p. 42) Belsky, Gary; Gilovich, Thomas. (1999). Why smart people make big money mistakes— and how to correct them. NY: Simon and Schuster.

What is "Work?" If we primarily make our money and create our wealth via our work, what meaning frames do you have about "work?" When we work we are engaged and involved in doing something, it takes time, effort, trouble, thought, energy. We engage in producing something or providing service for something and create add value to something. When we work for someone else, we are paid for both what we do and what we do not do. Blotnick: "Basically, when you work, you are being paid not to do things. Most important characteristic shared by those who did not succeed was that they accepted that restriction unthinkingly." (p. 92)

THE DIFFERENT KINDS OF MONEY

Psycho-Money —> The meaning of money as an exchange for work, a measure of energy, time, effort, and thought. "Making money is only a report card. It's a way to tell how you're doing." (Stanley and Danko, p. 110).

PRINCIPLES OF WEALTH CREATION The Principles into Practice: Principles are general understandings (concepts, ideas, and summary statements) that identify the basic factors, "secrets," "rules," steps and stages that govern a field. These are the great ideas and the basic principles for how to play t h e great game of wealth creation. Principles articulate a general map that allows us to navigate a particular dimension of life. Books about finances, wealth, and economic success are generally full of such principles. If you're going to play the Game, you ought to know the Rules of the Game.

Put an asterick (*) by the principles that you already have installed as your frame of mind and a minus sign (-) by those that you want to have as your governing principles.

Wealth Building Principles Principles about Self — For Inside-Out Wealth: congruency.

The Right State: Like about everything else in life, if you want to succeed in a particular field, you have to access and operate out of the right state.

Self-Discipline: We build wealth through hard work and self-discipline, through owning our powers and responses and developing them. It takes ownership, responsibility, and accountability to create wealth.

Inside-Out Wealth: Wealth is build from the inside out. First create wealth inside, and then design a plan for letting it out into the world via your talents, strengths, passions, and skills.

State of Mind: Wealth is a state of mind and is developed through the wealth of a rich creative mind that cares and can translate great ideas into everyday reality.

Decisiveness: We build wealth through our ability to weigh alternatives and make an informed decision and stay with it Wealth is built through making decisions, becoming decisive, and making decisions to stay with our decisions.

Efficiency: Because wealth is efficiency, we create wealth as we learn to be more efficient in our use of our energy, time, and efforts.

Courage: It takes courage to create wealth; creating wealth involves taking risks, smart risks that do not threaten our financial welfare, but those that make possible the new opportunities. Fun: We build wealth by staying light and playful rather than serious. If you get serious you first get stupid, then experience the poverty of spirit.

Vitality: It takes energy and effort to create value Creativity: Wealth is created via developing our creative abilities. Wealth arises as we create new valuable solutions to problems.

Frugality: We build wealth with by using the delight of frugality in the early stages as we raise our joy-to-stuff ratio and squeeze all the juice out of the things we already have.

Integrity: Wealth is built as we develop our character, integrity, and learn to use the power of

and to build wealth and so staying healthy and fit is essential and part of internal physical wealth—the sense of physical vitality.

Principles about the Structure and the Process of Building Wealth: Modeling: We build wealth by modeling good examples of wealth creation.

Gifts:

Wealth is value so we create wealth by valuing, creating value, and adding value. Wealth

in any culture is that we say is valuable, so wealth creation is adding value as we play to our talents and strengths.

Persistence: Wealth is built over time through patience and persistence.

Resilience: Wealth is built through effectively Meta-Detailing: We build wealth by detailing out the specifics of our business from a meta-position. Synthesizing global and specific enables us to know where we are and take care of the killer details.

Money: Wealth is not money. Money is a sign or

handling disappointments, frustrations, set-backs, things not going right, and bouncing back to our plan and passion.

Principles about the Talent and Work by which we Create Wealth: Planning: Wealth us built by developing a plan

a scoreboard of wealth. So we build wealth by deloading wealth and what it takes to create it from status, person, identity, etc. This gives us the freedom to become truly wealthy.

for how to manage finances, focus attention on skills, interests, passions, and talents in adding value.

Communication: We build wealth as we work with

Entrepreneurship: Wealth is built by adopting the

and through people which necessitates clear and compelling communication for understanding, rapport, and negotiations. Wealth is rich collaborative partnerships.

attitudes and mind-set of an entrepreneur who assumes complete responsibility for his or her own financial independence.

Focus: We build wealth through concentration Selling and Negotiating: Wealth is created by selling ourselves, our ideas, our products, and our services.

Collaboration:

We build wealth through cooperating with others, networking, finding mentors, being mentors, etc. Wealth is built by effectively working with and through others.

and then diversification especially in the first stages of wealth building.

Principles about Money and Finances by which we can be Wise about Building Wealth: Debts: Wealth is built by getting rid of debts and only accept those that are true investments.

True Assets: Distinguish between investments and Networking: We do better in any domain of effort within which we seek to achieve excellence when we have others who are like-minded and supportive. The social support that emerges when men and women of like mind, get together for networking, brainstorming, encouragement, accountability, etc. provides yet another frame that supports us.

liabilities so that you can invest in "true assets," namely, things that increase with value.

Financial Intelligence: Wealth is built by developing the financial intelligence to understand how to handle money and use it as an effective tool

Taxes: We take greater control over our cashflow Initiative: To create wealth we have to take the initiative in discovering trends, markets, making plans, and taking actions. There's no wealth building without some risk.

Seeing Opportunities: Wealth is built by seeing and seizing opportunities to solve problems and add value.

and savings when we use our financial intelligence to reduce our taxes in every way we can.

Mental Accounting: "A dollar here, a dollar there; pretty soon we're talking about real money." There is a Neuro-semantics of mental accounting: How we represent, reckon, and appraise "money" determines how we respond to it.

Net Worth: Wealth is about net worth, not income. It's about how much we save, not how high we live.

Passive Income: Financial independence is created through sources of passive income. It's created through having passive income that exceeds our expenses.

Money: Money is important. It is important for creating the freedom to spend our time and energy on what we care about rather than worrying about paying bills. Money is un-important in the areas in which it cannot work—creating security, love, happiness, creativity, etc.

THE MIND-TO-MUSCLE PATTERN Put your Creed into your Deed (Ralph Waldo Emerson) "We know too much and are convinced of too little" (T.S.Elliot)

1) Identify a Principle (concept, understanding) you want incorporated into your muscles. What concept or principle do you want to put into your neurology and commission to run your programs? Describe your conceptual understanding. What do you know or understand or believe about this that you want to set as a frame in your mind? State it in a clear, succinct, and compelling way as you finish the statement, "I understand.." or

"Intellectually, I know..." 2) Describe the Principle as a Belief. Do you believe this? Would you like to believe it? If you really, really believed that, would that make a big difference in your life? State the concept by saying it as a belief, "I believe..." Now state it as if you really did believe it Notice what you're feeling as you say that again.

3) Reformat the Belief as a Decision. Are you doing to do it? Would you like to live by that belief? [Yes.] You would? [Yes.] Really? [Yes.] Will you act on this and make it your program for acting? Then state it as a decision as you finish this statement, "From this day forward, I will.."

Or, "I want.. I choose... it is time to..." 4) Rephrase the Belief and Decision as an emotional State or Experience. State the belief decision again noticing what you would feel if you fully believed it. What would you feel if you were fully believing this empowering belief and decision and living them? Be with those emotions... let them grow and extend. Put your feelings into words: "I feel... I experience... because I will... because I believe..."

5) Turn the Emotions Into Actions to Express the belief and decision. "The one thing that I will do today as an expression of these feelings, to make this belief decision real is..." And what one thing will you do tomorrow? And the day after that?

6) Step into the Action and Let the higher levels of your mind Spiral. As you fully imagine carrying out that one thing you will do today... seeing, hearing and feeling it you are doing this because you believe what? Because you've decided what? Because you feel what? And you will do what other thing? Because you understand what? Because you feel what? Because you've decided what? Because you believe what? And what other thing will you do?

The Neuro-Semantic Difference

GETTING GREAT IDEAS INTO NEUROLOGY The Mind-to-Muscle pattern is a feed forward meta-stating pattern that turns highly informative, insightful, and valued principles into neurological patterns so they become our default choices for responding. When we do this, w e — Close the Knowing-Doing Gap We can know much more than we do. It's an occupational hazard of being human. We can fill our heads with lots of knowledge, understanding, and great ideas ... without training our neurology about how to translate into action patterns, without coaching our body how to feel an idea. When this happens, we know more than we do. We live more "in our minds" than in our bodies. This weakens our implementation skills and powers and that, in turn, can lead to many more undesirable effects: • Believing that we need more knowledge. "If I only read one more book, one more article, attend one more training, then I'll get it." • Taking counsel of fears and feelings of discomfort. "I know what to do but I just don't feel it yet." • Distrusting our actions. "I'm not sure that I can do it even though I know that I should do it." • Procrastinating and giving in to excuses that lead to procrastination. "It's just not time. I'll get around to it." • Giving in to the seduction of perfectionism. "What if I mess up? What if I don't do it perfectly. I need to read some more because I can do it good enough yet." From Principle to Practice Translating great ideas into neurology utilizes our neuro-semantic powers. To master our wealth matrices so they become robust, first identify the principles, then translate them into empowering beliefs, activating decisions, motivating states, and actions of implementation.

In the Wealth Creation game, if our actions are guided by principles, make sure you have some great ones. Focusing first on the principles of wealth building gives us a pretty good idea of a solid, workable map that incorporates such factors as how to handle the domain of money, finances, bills, etc. in a wise and productive way. We install the principles so that they become our mind-sets of attitudes, beliefs, values, and states. First comes theory, then implementation. First comes map, then navigation. Research and modeling has provided us the kind of thinking and the contents of the thinking that characterizes self-made first-generation rich millionaires. Yet if we don't know how to turn such thinking into neurological states that govern our motor programs, what difference will it make? It is the translation of great thoughts (semantics) into felt reality (neurology) that creates our neuro-semantic reality. Knowledge only becomes power inside us when it activates us in responding effectively to the world. Otherwise, knowing more may only increase our frustrations and sense of dis-empowerment. This is where the models and patterns of Neuro-semantics make all the difference in the world. We can take a great idea and translate it down through the levels of "mind" to activate more and more neurology and coach our very bodies, muscles, and physiology about how to feel an idea... and to let it be our way of being in the world. This allows us to layer our thoughts and emotions to set and install great wealth building principles.

Would you like that? In meta-stating you use the levels of your mind to layer in the kind of empowering believing, valuing, understanding, etc. so that you set the specific frame of mind in all its rich textures so that the knowledge gets installed in muscle memory. This is how we master our Matrices of frames. It's one thing to "know" the principles. It's one thing to "believe" that you can do it. It's one thing to value it, desire it, expect it, define yourself in terms of it— but it is an entirely different and higher thing to actually set the frames that make it happen. Mind-to-Muscle is not a new or even a strange process. We do it all the time anyway. We do it when we learn to type on a keyboard. The original learning may take a considerable amount of time and trouble in order to get the muscle patterns and coordination deeply imprinted into one's muscles. Yet by practicing and training, the learnings become incorporated into the very fabric of the muscles themselves. We then lose conscious awareness of the learnings as we let the muscles run the program. At that point, we have translated principle into muscle. The same holds true for expertise, excellence, and mastery in all other fields, from sports, mathematics, concept, understanding, teaching, to surgery, selling, and public relations. We begin with a principle awareness, belief, etc., and then we translate it into muscle. I have found this especially true in our modeling projects regarding resilience, leadership, wealth building, selling excellence, learning, etc. This pattern creates transformation by moving up and down the various levels of mind so that we map from our understandings about something from the lowest descriptive levels to the highest conceptual levels and back down again.

What is Neuro-semantics? It is the Performance of Meaning

THE HEART OF WEALTH

If we want a wealth orientation, to set out to create wealth we need to know the essence of "wealth," how it works, and what we can do. When you know the heart of "wealth," you can go into a very special state of mind-and-emotion. Do you know what that is? Wealth is relative to whatever we value, find valuable, or think adds or gives value. That's why in every culture there are different standards and criteria for "wealth." This means that the heart of wealth is creating or adding value—to ourselves, to our minds-and-emotions, to our skills and abilities, to our relationships, to others, etc. Anything that adds or creates value generates wealth. • That's why wealth is not money, nor even about money. • Wealth is about finding and creating those things that add to the quality of life. • A synonym for wealth is value. As a nominalization (a verb turned into noun) "value" hides the process of valuing, creating value and so hides the essence of wealth as creating ideas, products, services, relationships, etc. which we and others consider significant and important. What are our personal states of wealth? They will be the states that add value to our lives: gratitude, appreciation, esteeming, contentment, and ability to find and create a sense of pleasure. When we take an inventory of all the things we appreciate, we increase our sense of wealth. Inner Wealth describes an affluence of the soul that has the ability to enjoy life everyday. We can now distinguish

What is our personal process for creating wealth? It lies in your inmost passions, the ones you value, the ones that you find absorbing and thrilling. When we are absorbed, we are passionately committed to and absorbed in some task that we absolutely love.

Blotnick (1980): The characteristics of those who became rich: Passionate: about the area that they became absorbed in. Persistent: They picked a field or activity and stuck with it, through good times and bad. Patient: It sometimes seemed that those who ultimately were successful were willing to wait forever, if necessary, for the rewards of the labors to come to them. Clawson(1926): "In the strength of thine own desires is a magic power. Guide this power with thy knowledge of the five laws of gold and thou shalt share the treasures of Babylon." (p. 71)

The Carnegie secret: "All achievement, all earned riches,

"Always pretend that you're working for yourself. You'll do a wonderful job in that case. If you are finding that you don't love your job or that you're not doing a good job, demand a meeting with your boss immediately. If the situation doesn't improve, fire yourself (and your boss) and go do something else." Donald Trump (81)

have their beginning in an idea" that we become totally passionate about. The first step is desire which is the starting point of all achievement. Cultivate a white hot desire so that it becomes a keen, pulsating force. "Wishing will not bring riches. But desiring riches with a state of mind that becomes an obsession, then planning definite ways that means to acquire riches, and backing those plans with persistence which does not recognize failure, will bring riches." (Napoleon Hill:, p. 35). "Work yourself into a white heat of desire for money and actually believe you will possess it." (p. 37) Stanley (2000): "If you love what you are doing, your productivity will be high and your specific form of creative genius will emerge." (61). "If you want to be successful, select a vocation you love. It's amazing how well people do in life when their vocation is one that stimulates dedication and positive emotions." (65). Bloknick: "A missing ingredient, a key one which operates so quietly it had previously been overlooked, had to be present if someone was ever to become rich: they had to find their work absorbing. Involving. Enthralling" (p. 6). "As it turns out, your work is more likely to make you wealthy than any bet or investment that you ever make. ... The crucial role played by work you enjoy is only one of the startling conclusions which emerged. There were others." (p. 5). Almost all of those who eventually became millionaires hardly noticed, "Basically, it crept up on them." (p. 37). Absorption prevents us from thinking of our work as a job, it frames it as a mission, hobby, plaything, etc. Being absorbed in a flow state means intense concentration in our focus. This genius state creates an unconsciousness about other things. So 82% in the Bloknick study attributed their success to luck!

L

"A child's desire to be hypnotically engrossed doesn't end with childhood. Being absorbed is deeper and more important than like and dislike, love and hate. It is the only magic our everyday lives have left." (p. 202) "Those who were better at becoming absorbed by their work looked forward to being caught up in it and also found it inherently rewarding (p. 212)

True Wealth is inside-Out Wealth: " T h e vast majority of people make things much From my career of studying wealthy people and worse for themselves by trying to go from Stage an interview with sixty millionaires I learned that 2 to Stage 1, from first finding financial ... "You cannot enjoy life if you are addicted to independence to subsequently locating an consumption and the use of credit." The absorbing interest. (p. 90). They want Stage 1 Millionaire Mind, p. 1 and Stage 2 simultaneously. But no one can hand your Stage 1 Satisfaction. You have to find that yourself. Profound involvement in an area always springs from sources deep within a person (p. 91). "The task is easier than people imagine. All it takes is everything they have to give: all their talent, energy, focus, commitment and all their love." (Sinetar, p. 7) Charles M. Schwab: "The man who does not work for the love of work, but only for the money is not likely to make money, nor to find much fun in life." 86% of self-made millionaires love their work. (Stanley, p. 62)

Getting a great big why propels our neurological energies. If our idea becomes a burning desire in us, all we need to do is let it grow up into a magnificent obsession that we keep reality testing, ecology checking, and developing. It will then be current and appropriate. It will then become a self-organization process that will ready us to create and receive the passion. "Every man is what he is because of the dominating thoughts which he permits to occupy his mind. Thoughts which a man deliberately places in his own mind and encourages with sympathy, and with which he mixes any one or more of the emotions, constitute the motivating forces which direct and control every moment, act, and deed." (Hill, 1960, p. 53) Do you have a big enough why? Do you know your magnificent obsession? Do you know how to create it? Why do you want to succeed in creating wealth? "Wealth, like happiness, is never attained when What value attractors have you set, or could you set, sought after directly. It always comes as a byto allow you to move toward true wealth and balanced product of providing a useful service." in your life? Henry Ford

Booker T. Washington (1901) wrote most insightfully about the heart of wealth creation more than a hundred years ago: "When a girl learns to cook, to wash dishes, to sew, to write a book, or a boy learns to groom horses, or to grow sweet potatoes, or to produce butter, or to build a house, or to be able to practice medicine, as well or better than someone else, they will be rewarded regardless of race or color. In the long run, the world is going to have the best, and any difference in race, religion, or previous history will not long keep the world from its wants. "I think that the whole future of my race hinges on the question of whether or not it can make itself of such indispensable value that the people in the town and the state where we reside will feel that our presence is necessary to the happiness and well-being of the community.

No man who continues to add something to the material, intellectual, and moral well-being of the place in which he lives is long left without proper reward. This is a great human law which cannot be permanently nullified." {Up From Slavery, New York: Doubleday, Page and Co. p. 149). Valuing the importance of financial independence: Stanley & Danko (1996): The self-made millionaire believed that financial independence is more important than displaying high social status.

Wealth is in valuing, even valuing the ordinary. Blotnick: "Why do so many people overlook economic opportunities? One reason has to do with social status?" (193). We discount blue-collar businesses like owning a junkyard, pawn shop, car wash business, fast food franchise, "The intense need for social status blinds people to many significant economic opportunities. Snobs do not make great entrepreneurs. (194).

META-STATING WEALTHY BELIEFS "Faith makes thoughts real, it's the chemist of the mind." How? By repeating affirmation. It translates thoughts into physical equivalent and creates a state of expecting. Those who succeed develop a passion for changing their minds, from a failure consciousness to a success consciousness." Napoleon Hill (p. 28, 50) "I can never stand still. I must explore add experiment. I am never satisfied with my work. I resent the limitations of my own imagination." ... "Money—or rather the lack of it to carry out my ideas—may worry me, but it does not excite me. Ideas excite me."... "The Dreamer focuses on the 'big picture' with the attitude that anything is possible." (Dilts about the Disney genius) Disney Animation: The Illusion of Life, by F. Thomas and O. Johnson (1981, p. 25, 168, 185)

The Power of Beliefs: Once we set our beliefs, we seldom question them. We take them for granted as they then define our "sense of reality"—what's real, what's possible, what we can do, what we deserve, what to focus on, what things mean, what causes things, etc. Beliefs operate as self-fulfilling prophecies. "As we believe—so we are. Beliefs organize us psycho-logically, they create our psycho-logical fate. • What fate "logically" have to occur now in your life because of some of your beliefs? • Do they serve you well? • Would you like to change them? • How much would you like to transform them?

To fully recognize the power of a belief, simply recognize that they essentially operate as a command to your nervous system. Given that, what commands have you given to your nervous system, brain, neurology, etc.? This describes in part the Mind-Muscle connection that we have to work with in states and meta-states. "It doesn't matter if its true or not — it only matters that you have the belief, that you will do it with every fiber of your muscles and your soul." (Bandler, 1985, p. 80) Anti-Wealth Building Beliefs: Do you have any beliefs about wealth, about becoming wealth, about saving, spending, budgeting, etc. that hold you back? What? I can't learn all of this! It's too overwhelming. I don't know if I deserve to be wealthy. What about all the starving people in the world? What if I become a selfish snot when I get rich? Empowering Beliefs: How different the mind-set of those who think in ways that support true wealth and wealth building: I can identify my talents and passions and then do whatever I set my mind to do. I know why I want to earn a fortune. I believe in the power of confidently taking insightful action to make my goals real. "Money is a resource that should not be squandered." (Stanley & Danko) "I believe in building wealth by developing clear and specific goals." "I enjoy working and turning the work into play."

"I'm willing to work hard for what I believe in." "I love what I d o — it's such a privilege to do this; I can't believe I'm getting paid to do this!" "I'm in control of my own destiny." "Every problem has dozens of good solutions." "There are always solutions." "It never hints to ask." "Nearly everything is negotiable." "Risk isn't working for yourself, risk is working for someone else." "I can and will solve problems; solving problems is fun." "The only way to become a CEO is to own the company." "There are no limits on the amount of income I can make." "I get stronger and wiser every day by facing risk and adversity." "No matter what comes along, I can figure out a solution; there's always a solution." "I am willing to pay my dues. I don't expect to start at the top." "If I don't risk anything, I will never gain anything. Risking is the way to greatness." "Becoming more and more resourceful is a learnable skill." "More is not necessarily better— higher quality, more alignment with values & visions is better." "Commitment is the key to excellence. "The more I extend myself to others, the more people I'll influence for good." I want to succeed and I deserve to succeed. I will play at the work as my strategy for success." Life is more important than money; but money is important for supporting life. I can and will walk away from every negotiation that isn't a Win/Win deal. I can find many new ways to add value to what I do. 4

Empowering Beliefs: • •

What parts of your attitude do you need to beef up with some vigorously enhancing beliefs? What beliefs have you seen, heard, or discovered in those who have succeeded at wealth building that would support you in your efforts?

Make a list of empowering beliefs that will beef up your attitude about work, saving, budgeting, investing, studying

META-YES-ING Transforming Thoughts into Beliefs

Once you have discovered some limiting beliefs that you want to get out of your head and neurology so that they no longer operate as your programming, you can use this Meta-State pattern for Changing Limiting Beliefs. It will give you a clear, quick, and effective way to deframe the old unenhancing beliefs and to install the empowering beliefs that support your commitment to success.

Preparation: What enhancing and empowering beliefs would you really like to have running in your mind-and-emotions? Which belief stands in your way from wealth building? How does this belief sabotage you or undermine your effectiveness? Have you had enough of it? Or do you need more pain? What empowering belief would you like to have in its place?

1) Get "NO." Access a good strong "No!" Think of something that every fiber in your body can say "No!" to in a way that is fully congruent. Say that "No!" again and again until you notice and snapshot it on the inside. Anchor your "No!" with your hand gestures. Feel it. Hear your voice of "No!" Would you push a little child in front of a speeding bus just for the hell of it? Would you eat a bowl of dirty filthy worms when you have delicious food available?

2) Meta "No!" the Limiting Belief. Feeling all of this powerful "No!", even "Hell No!" feel this fully as you think about that stupid, useless, limiting belief... now. And you can keep on saying No! to that limiting belief until you begin to feel that it no longer has any power to run your programs, that it has no more room in your presence, in your mind... And how many more times and with what voice, tone, gesturing, do you need to totally disconfirm that old belief so that you know —deep inside yourself—that it will no longer run your programs?

3) Access a Strong and Robust "Yes!" Think about something that every fiber of your being says "Yes!" to without any question or doubt. Is there anything like that? Notice your "Yes!" Notice the neurology and feeling of your "Yes!" Notice the voice of "Yes!" Gesture the "Yes!" with your hands and body. Amplify this "Yes!"

4) Meta "Yes!" the Enhancing belief And feeling that "Yes!" even more fully, utter it repeatedly to the Empowering Belief that you want. Do you want this? "Yes!" Really? How many more times do you need to say "Yes!" right now in order to feel that you have fully welcomed it into your presence?

7) YES the "Yes!" repeatedly and put into the person's future. This is only an exercise and so you can't keep this! You really want this? Would this improve your life? Would it be valuable to you?

INTENTIONAL MATRIX Getting the Highest and Richest Intentions "Vision without systems thinking ends up painting lovely pictures of the future with no deep understanding of the forces that must be mastered to move from here to there." Peter Senge {The Fifth Discipline, p. 12) "The secret of success is constancy of purpose." Benjamin Disraeli "Life will pay any price you ask of it. So, what do you ask of life? How big are your goals?" Tony Robbins Intentionality frames our passions with focus, concentration and enriches us on the inside with a magnificent obsession that we can solidify. The essence of wealth as valuing begins by valuing our own interests, skills, dreams, etc. and learning to be true to such... to find a way. Taking an intentional stance enables us to operate from abundance, cooperation, and integrity.

The Intentionality Principle We build wealth through our ability to weigh alternatives and make an informed decision and stay with it. Wealth is built through vison, well-formed outcomes, empowering decisions, becoming decisive, and the ability to stay with our decisions.

VISION: Wealth begins with a desire which leads to a Vision for creating wealth that enables us to become financially independent. It begins with desire. We want more fullness and richness in our lives, more money that gives us more freedom, choice, and opportunities. We don't want poverty, limitations, creditors, worry, etc. The journey starts here and it is this primary state that we will refine, sharpen, and frame for wealth in every dimension of human experience.

DREAMING: • Are you ready to dream? Do you know how to dream? Do you Have permission to dream? • What is your dream and vision about creating financial independence? • Have you turned your dream into a well-formed outcome?

What do you want? Describe your desire.

What are you moving toward?

What do you want to become more motivated toward, more committed toward, and more ferociously passionate about? When you get that, what will you obtain from that? What do you want that represents "wealth" to you? What are you moving away from? What do you want no more? From what do you move away from? What will you no longer tolerate? If you keep letting this item arise in your life—what will happen? How will you feel about that? How much aversion and disgust does this create for you? How will it affect you emotionally, personally, interpersonally, spiritually, etc. Why must you refuse to allow this anymore? Why is this important to you? What are the positive values of the vision? How will you feel when you have that fully and completely and just the way you want it? How will that enrich your life? How will it enrich personally, interpersonally, spiritually, etc.? How compelling do you feel this? Is it stated positively? Is it something within your control that you can do from your power zone? Is it stated specifically in actionable steps, in see-hear-feel behaviors? Will you know when you will achieve this dream? Is it ecological, balanced, congruent, and fitting with your values?

Planning: Intending Your Intention "Creating wealth is simple. Yet most people never build it because they have holes in their financial foundations. These can be found in the form of internal values and belief conflicts, as well as poor plans that virtually guarantee financial failure." (Anthony Robbins, p. 456) "I believe that anyone who has a plan, self-discipline, investment knowledge, and a bit of patience can be wealthy." (Brett Machtig, p. 2)

Ken Barlett's Questions for your Wealth Business Plan: 1) Do you have a plan? 2) Do you know how to make a plan? 3) Do you know how to stick to your plan? 4) Do you know how to keep refining your plan? 5) Are you willing to make and follow a plan? 6) Are you willing to do anything it takes and to do it well? 7) Do you know how to inspire yourself so that you will follow your plan?

In planning, we map to create a roadmap about how to turn our dreams, goals, and outcomes into reality. Once we have created a written plan, we can use it as a reference document, consult with it weekly, refresh it from time to time, and update it monthly. Map out your meanings about wealth, principles, beliefs that will support you, how to reality test your plans, and setting up milestones. Why Plan a Wealth Pathway? If we want to navigate to the pathway of wealth we need a map or blueprint. We need a plan that details how we will get there. What knowledge of the field of finances enables us to build an accurate, useful, practical, and workable map? There's an almost magical quality in planning. Set your first goal in wealth building to make a plan for how you will create and accumulate wealth. • By planning, we establish a direction for our hopes and dreams. • Planning empowers our decision making and prioritizing as it puts some real teeth into our dreams. • Planning clarifies the big picture, gives precision to our unifying theme, organizes our thinking, and directionalizes our emotions. • Planning crystallizes desire and puts it into action.

For which aspects of wealth building do you need a robust map? • • • • • • • •

Developing talents and skills by which we make money. Rendering useful and valuable services. Budgeting Saving Getting out of debt Investing. Business development. Marketing and selling.

Mind-to-Muscle Planning

Principle: Wealth is created by developing a plan and following that plan.

Belief: If I fail to plan, I plan to fail. Planning makes my dreams more real.

Decision: I will begin to create my wealth building plan today. I will keep refining it until it is an inspiring document that forecasts my future.

States: Focused, centered, secure in your own set of values and visions. Clear about what you value, what you love, what you care about.

Action: I will begin writing down the principles, rules, beliefs, steps, etc. for my plan.

DECISIONS Why make an Empowering Decision? We have to go meta to make an empowering decision. We move up the levels of our mind to the part of our mind that makes decisions and that creates new pathways for ourselves. Enhancing decisions arise from our clarity of value, choice, and criteria. In the process of deciding, we engage in the two dimensions of thought known as attention and intention. We intend a goal, outcome, passion. We attend to it until we realize it in our lives.

The way to gain mastery over procrastination is through decision. "Analysis of several hundred people who had accumulated fortunes well beyond the million-dollar mark disclosed the fact that every one of them had the habit of reaching decisions promptly, and of changing these decisions slowly, if, and when they were changed. People who fail to accumulate money, without exception, have the habit of reaching decisions, if at all, very slowly, and of changing these decisions quickly and often." (Hill, p. 139) Decisiveness creates a sense of mission. It allows us to think, feel, and act purposefully. From committed decisions come a vitality of mind-and-emotion to see opportunities. It takes strength of heart to see the difficult and to face it head-on. When you make a hard decision, you will be able to say Yes and No to choices, and to follow through. Focused Attention:

"When we are bored, frustrated, constrained, or dulled by what we do all day, we don't take advantage of the opportunities [life] offers. Moreover we don't even see opportunities. The kind of relationship to work that's manifested in drifting attention, clock watching, and wishing to be elsewhere also robs of energy and satisfaction." (Sinetar, p. 17) "The students who get the most out of their formal education are those who fully realize the specific value of what they are studying. They are the ones who have the least difficulty earning their degrees and who get the most out of their programs." (Stanley, 2000,208) "If you are without goals, college may be a nightmare. The earlier in life you determine what you really want to do, really want to become, the easier and more purposeful your training will be." (209). A Commitment to Wealth Building Excellence: Have you made a decisive commitment to your own "wealth" and wealth building plan? What decisions do you need to make in order to make your wealth building plan succeed? What commitments? What hard choices?

Make a list of some Empowering Decisions... Begin each with the semantic prompter, "I will from this day forward..." be better than the rest ... do whatever it takes to excel at this endeavor... assume total responsibility for my financial future. contribute something of value and importance every day in my work. take initiative and allow no excuses to reduce my effectiveness. operate from the Aim Frame rather than the Blame Frame. follow through every day on practical aspects of my wealth building plan. accept the willingness to take risks. control my spending. develop and maintain a healthy balance in my life. always inquire, "Is this the best way to do this? always explore, "How can I improve the quality of my work?" spend wisely and frugally. invest intelligently. Refuse to undermine my decisions and decisiveness by perfectionism, criticism, judgment, procrastination, doubt, tentativeness, etc.

a y - . - *

TAKING AN INTENTIONAL STANCE 1) Identify a work-related activity that you perform as part of your plan for creating wealth. [You can choose something very positive or very negative, just as long as it is important.] What are some of the tasks that you engage in as part of your wealth building process? What do you need to do in order to succeed? Good, let's use that activity as a reference point to explore your higher intentions.

2) How is that activity important to you? I take it that that activity is significant, right? How is it significant? Meaningful? In what way? What else is important about that? How many other answers can you identify about this activity?

How is it valuable?

3) Move up the meta-levels.. one at a time. So this activity is important to you because of these things. And how is this important to you? What's important by having this? What important about that outcome? And what's even more important than that? And when you get that fully and completely and in just the way you want it, what's even more important? [Continue this until you flush out and detect all of the higher values.]

4) Step into the higher value states of importance so that you feel them fully. That' must be important to you? [Yes.] So just welcome in the good feelings that these meanings and significances invite, and just be with those higher level feelings for a bit. Do you like that? [Yes.] Let those feelings grow and intensify as you recognize that this is your highest Intentional Stance, this is what you are all about... isn't it? Enjoy this awareness.

5) Bring the higher states/frames of mind down and out. Having these higher feelings in mind... fully... imagine this intentional stance getting into your eyes, into your body, into your way of being in the world and imagine moving out into life tomorrow with them... and as you do ... and as you engage in that work-related activity that's part of your wealth building plan, notice how the higher frames transforms it... And take all of this into tomorrow and into all of your tomorrows...

6) Commission your executive mind to take ownership of this. There's a part of your mind that makes decisions, that chooses the pathway that you want to go, will that highest executive part of your mind take full responsibility to "be of this mind" about this activity and to remind you to see the world this way?

7) Invite other resources. Would you like to bring any other resource to this intentional stance? Would playfulness enrich it? Persistent? Passion? Etc.

Meta-Stating A Wealth Creation Attractor A self-organizing attractor is an idea that we find so compelling that it attracts all of our thinking, emoting, and responding. It's an idea that pulls on us and comes to operate as our frame of mind—our perceptual lens. As such it self-organizes all of our life forces so that they do service to the idea. A self-organizing attractor on this level is obviously a very high level value, a magnificent obsession, and a compelling desire.

How does an Attractor work? It configures the images (representations) inside of a frame so that it attracts a certain way of seeing, hearing, feeling, languaging, or responding. It structures the foregrounding and backgrounding of our perceptions (or meta-programs). It organizes our computations which we use as we construct our models of the world, our mental mapping of our belief frames. It governs, informs, and modulates experiences as a kind of meta-filter, a self-fulfilling prophecy making real and actual what we conceived and gave birth to mentally and conceptually. It operates by feedback loops.

ENERGY FLOWS WHERE ATTENTION GOES AS GOVERNED BY INTENTION

"Abundance" comes from the higher intention of your energies, and not only from the immediate focus of your visualization.

What are you attracting into your life? What frames about self, money, others, works, time, etc. are attracting things into your life?

THE POWER MATRIX The Art of Empowering Wealth Creation

Valuing Your Talents and Skills: "They chose the right occupation." (Stanley & Danko, 1996): Find your talents and make them your passions by patiently and passionately developing them. Learn a trade that enables you to create a value for which you will then be valued.

The Resourcefulness Principle:

Inside-out Wealth begins from the "wealth " that we develop within our mind-body-emotion system of our power zone as we build up our mental-and-emotional resources. Our power is our "ability to act effectively and efficiently." The richer our response-power, the richer our choices and ability to create wealth for which we will then be rewarded.

"As most millionaires report, stress is a The Talent Principle: direct result of devoting a lot of effort to We build wealth and add value best when we play to the a task that's not in line with one's strength of our talents. We best build financial wealth by abilities. It's more difficult, more discovering our talents, then developing knowledge and demanding mentally and physically, to skills with them and applying them to a market. work in a vocation that's unsuitable to your aptitude." (Stanley, 2000, p. 220). "The key is to find the job that's well suited to your talents, and then it's easier to fall in love with it. But you should also find one that has the potential to make you rich. If you account for these factors, you'll be amazed at how well disciplined you become. Time and work hours pass quickly when you're having fun." (213)

Goodness of fit between our skills, interests, passions and our daily tasks and means of livelihood. Sinetar (1987) speaks about this as "the beauty of right livelihood." "As people honor the actions they value most—by doing them they become more authentic, more reliable, more self-disciplined. They grow to trust themselves more; they learn to listen to their own inner voice as a steady, truthful and strengthening guide for what to do next and even how to do it." (5).

Find a business you can love, a career that allows you to make full use of your abilities and aptitudes. (Stanley, 2000, p. 188). If you select the wrong vocation, you are more likely to grow to dislike it which is a big mistake. Talent Search... 1) Do a S.W.O.T. analysis. Use the following questions to explore your talents with a small group of supporting people.

2) Separate out a passionate talent along with your core and supportive skills. 3) Brainstorm a dozen ways to make money from the talent.

S W O T Analysis

Strengths: Advantages What are your talents and natural dispositions? What are your core competencies and proven skills? What can you or do you uniquely offer? What expertise have you developed over the years? What are your passions and interests? What do you love doing? What supporting skills will you need?

Weaknesses: Dis-advantages What are your weaknesses? Where are you deficit of critical talents or skills? What do you need to do to manage these weaknesses? How can you and will you handle them so they do not undermine your strengths? What hurts, pains, humiliations, and even traumas have you experienced and found a solution to or could find a solution?

Opportunities: What opportunities do you see before you? What circumstances could you use as an opportunity? What problems or needs to you have a passion to address?

Threats: What factors might impact negatively on you and your situation? What changes or stresses threaten or upset you? What threats could unleash potentials that are yet untapped within you?

What activities could you fall in love with or become absorbed in? "Some of the activities your work now forces you to overlook may be the very ones you'd find most absorbing. And inasmuch as no one else is paying you to do them, you will have to pay yourself for doing them." (p. 93) What happens if you think about your work as "an expression of your love?" It's true that if you do what you love; the money will follow (Sinetar). Yet that statement by itself is incomplete. We need to add to it, Do what you love which is market-able and adds value to others (a value that others want or need and will pay for), and the money will follow.

Taking Control: The Wealth of Self-Mastery For business success and wealth "control is essential" (Robert Allen). Take full responsibility for our money and for investing it wisely. This means keeping it under your scrutiny and control. This translates to taking a proactive stance and continually monitor your investments. Self-discipline and self-initiation enables us to get ourselves to do what we know we want to and need to do. Disciplined people are not easily sidetracked. - How well do you discipline yourself to do the things that you need to do? - How much self-initiation do you have? - How well do you plan, budget, save, enrich your business knowledge? • Take ownership of your financial destiny by refusing to blame or whine. "It's in my hands." Be proactive rather than reactive or on the defensive. Refuse to be pushed around by problems or emotions. • Stanley & Danko (1996): The parents of the self-made firstgeneration millionaires did not provide "economic outpatient care." They did not bail them out, but coached them to learn independence, self-reliance, financial intelligence, etc. "Their adult children are economically self-sufficient."

Self-Discipline Clawson (1926): Rather than depend on luck, use the real luck of proactive responses to opportunities. Give up myth of getting rich without effort. This is not the way for consistent winners. When opportunity stands before you, it offers a change that may lead to wealth. Do not delay or procrastinate. "Good luck waits to come to that man who accepts opportunity." (50). Good luck flees before procrastination. Give up the needless delaying when you know that something is a good choice. Every man must master his own spirit of procrastination when it whispers in your ear. To attract good luck, take advantage of opportunities. "Merchants must learn their trade." (p. 81).

Stanley and Danko: "Most people want to be physically fit. And the majority know what is required to achieve this. Yet despite that knowledge, most people never become well conditioned physically. Why not? Because they don't have the discipline to just do it. They don't budget their time to just do it. It is like becoming wealthy in America." (40).

"If you can't master the power of selfdiscipline, it is best not to try to get rich." Kiyosaki (p. 164)

"Discipline" is learning how to take control. We need discipline because even the very best financial plans will be totally ineffective if we don't follow through. It is a lot easier to earn a lot and much harder to accumulate wealth. (Stanley and Danko, p. 131) It takes discipline to become affluent, it takes the discipline to budget, save, and control expenditures.

COURAGE: The Personal Power of Courage: Courage bridges the interface between our visions and plans to the outside world thereby making real our ability to add value and make a difference. Knowing a field and developing business is not enough. We have to act. We have to take bold and courageous action on our knowledge and close the knowing-doing gap. This takes courage. It takes the wealth of being action-oriented, managing risk, and staying focused. Courage (guts, chutzpah, balls, audacity, daring) is the mental or moral strength to resist opposition, danger, or hardship. Courage is the power and willingness to take risks, to live easily with insecurity, to make mistakes. It's a frame of mind of firmness. Courage is mental or moral strength to venture, persevere, and without danger, fear, or difficulty. Courage is taking positive moral actions.

Acts of Courage in Wealth Creation 1) Take a Proactive Stance: Wealth seekers are always on the offense rather than the defense. Start small. Stop waiting for the big deal and just get into the game now with some small deals. Investing money has a way of increasing intelligence quickly. Refuse to give in to the retarding influence of fear and hesitation. 2) Inventing it as you go. Embracing uncertainty and ambiguity. "One of the hallmarks of discipline is one's ability to become economically successful without being given a road map. Millionaires make their own road maps, and no one tells them what time to wake up and go to work." (Stanley, 2000). Watch Trends: Look for large level trends in your particular markets, distinguish short-term and long-term trends. "The only way to innovate: experiment in a chaotic process until a breakthrough occurs." (Dent, 1998, p. 62). Keep searching for and experimenting with how to create and/or add value. Changing economic times just means that wealth is being transferred. Keep confident in your skills, and abilities in good times and bad times.

3) Being Willing to Initiate. What happens when you experience inertia? Are you willing to push through it? Blotnick: "We often have to push ourselves a bit, to get started, before the enjoyment takes over and carries us the rest of the way. Both people who succeeded and those who failed often required an initial boost to get going. The two groups differed significantly in their willingness to give themselves that needed first push. (p. 101).

Those who eventually became millionaires displayed an ability to get themselves moving, in spite of an initial reluctance to do so. They accepted a thought-and-image-gathering phase and used it to get themselves into it. Those who failed said, "If I don't feel like doing it, it must be because I don't want to." The strength of heart to do the difficult. Response-ableness: to make "hard" decisions. To say yes and no to choices, "I am willing to pay my dues." 4) Taking Risks "You're fooling yourself to think that you can become financially independent without taking some investment risk." (Stanley, 2000, p. 140)

"Courage can be developed, but it cannot be nurtured in an environment that eliminates all risks, difficulties and dangers." (Stanley, 171). Some actions conjure up fear... recognize it and overcome the fear through acceptance, understanding, and courage. "The single most important quality you need in order to change the course of your life is courage. A great deal of courage." (Orman, p. 1) "It takes courage to make the decisions today that may make us rich tomorrow."

"They are of the mind-set that it is risky not to be self-employed. Being self-employed means that you are in control of your own destiny. Profits that are made are yours." (Stanley, p. 18) "Time and time again, the millionaires bolster their courage with thoughts like these: What if I lost everything, every dollar? I

would still have what 's most important, my husband/wife and my children. They would never abandon me." (173) There is no such thing as financial security (Allen, p. 268). Instead secure yourself in your knowledge, experience, abilities. "There is no security on this earth, there is only opportunity." (Douglas MacArthur)

Acts of Courage: To have more and to be more To make room for more money To face the unknown To open your heart and hands To create your financial destiny

To look within To value money To refuse failure To be rich To keep bouncing back

Kiyosaki: Why aren't more people investors? Risk. People are afraid of losing. It is a game of skill: people who turn their money over to someone else to invest, investing is a game they do not want to learn. Risk can be virtually eliminated—if you know the game. Managing risk takes skills and a mind-set that you are responsible for yourself. (p. 40). Self-made millionaires see opportunities that others just ignored and are willing to take financial risk after thoughtful reflection. They willingly sell their ideas. All of this takes courage. "Why do those who are likely to become part of the next generation of millionaires take risk today? In their minds, economic risk taking is a requirement for becoming financially independent." (200, p. 134). "So the true meaning of 'entrepreneurial material' is that in spite of fear, there is the courage to 'go it alone,' to learn. Successful entrepreneurs deal with and overcome their fears." (141). "With increasing risk, you need increasing levels of courage, and there is no courage without fear, economic or otherwise." (168) ' T h e risk of failure is always present, but millionaires learn how to deal with economic risk and ultimately keep control of their fears." (135) "There is a clear and very significant correlation between willingness to take financial risk and net worth." (145)

6) Developing Risk Management: How do we develop an openness to making mistakes and taking risks? How do we learn to take smart risks? 1) Shift focus to managing risk. Shift from trying to avoid risk to effectively managing risk effectively. 2) Learn the game and become skilled in playing it. Intelligently gather information about markets, trends, industry, skills, etc. Critical knowledge reduces the sense of risk. 3) Start now. Start small and take some action now. Action reduces fear and the sense of risk. Don't wait to save and invest, start now and continue regularly. "It's a matter of time in the market, not the timing of the market." 4) Focus on what you can do now. In investing, concentrate effort during the first stage and shift to diversifying both money and talent in the later stages. At first, buy

and hold. 5) Take charge of your meanings. What meanings do you give to create the fear and risk in the first place? As you commit yourself to facing your fears, explore them, detect their frames, and begin reframing them. What fears hold you back? Is it the fear of losing, the fear of looking foolish, the fear of making a mistake, the fear of attempting something that has no guarantees? 6) Choose to become self-directed. Refuse the negative evaluations of others. Refuse to take counsel of fears. 7) Build a security system. Create a safety net by having funds available that protect you from getting into trouble. How much do you need? Why? 8) Develop the strength of true "security." The only security is within—in using our mind, strategies, flexibility, learning, friendships, etc. Trust in your mind and wits, your relationship skills and your ability to create wealth with your mind. 9) Know your risk level. "How much money can you stand to lose? That's how much risk you should assume. If you can't afford to lose it, play it safe. Never fall in love with your investments. Do that and you're in big trouble. To be a visionary and to be a billionaire, you have to chase impossibilities. Few ever get rich easily." (Trump, p. 63)

Holding a Risky Conversation: 1) What is the risk? 2) How is it a risk? 3) What are you risking? (i.e., money, reputation, looking foolish, time) 4) To what extent are you risking this? 5) What is the probabilities of the risk? 6) What resources do you have and need to handle the risk?

How did they become millionaires? They saw an economic opportunity that others just ignored and had the willingness to take financial risk. "There is a strong correlation between one's willingness to take financial risk and one's level of wealth." The Millionaire Mind, p. 12

Kiyosaki(1997): The rich don't work for money; money works for them. Don't play it safe, play it smart."

GESTALTING STATES When we meta-state a primary state with numerous resources, we can laminate that state and initiate a new gestalt to emerge. In this way, we can create richer and more complex states for building wealth. A "gestalt" refers to some configuration of mind-body-emotion state Three kinds of that comes together or emerges from many interactive parts in a system. States Then, "the whole is greater than the sum of the parts." In a gestalt state 1) Primary states we have one or more levels of meta-states outframing a primary state 2) Meta-states so that something new arises. 3) Gestalt states

1) Identify the state or experience. What What What What

state do you want to design? are the component elements needed to make up this gestalt state? stops you from wealth building? What state do you need to deal with? elements do you need in order to create or customize this state of mind/body for yourself? (Calm, empowered, centered, focused, connected, wonder, grateful, appreciation, excited, passion, mischievousness, humor, playfulness, e t c )

2) Identify the referent experience. What is the primary state you need to deal with? Where would you want this higher resource state? Notice this; we will use it as our reference point.

3) Playfully experiment with it Play around with various ingredients, elements, and structures (syntax, order, sequence) until the "mix "of thoughts, feelings, beliefs, work to create the gestalt state. Be playful and experimental as you do this. a) Have you ever fully felt X (the first resource)? Be there again ... fully ... [Access and amplify, then apply to the referent. Use small and simple examples until you access the state, then keep layering it with more of the resources.] Now as you feel that, notice how it transforms your experience of that referent. Is that enough? Do you need something else or something more? b) Have you ever fully felt Y (the second resource)? Be there in that... fully... and as you feel X, you can feel Y also about that primary state reference... c) Keep repeating until the gestalt emerges. d) What else do you need so that this higher state will emerge? e) Has the state emerged yet?

4) Hold, anchor, and apply the gestalt state into the future. Imagine moving through life in the weeks and months to come with this higher state of mind... Imagine operating from this frame at work, at home, in your relationships, etc. Notice how it changes things.

5) Elicit an empowering decision and Meta-Yes it. Do you like this? Does this enhance your life? Empower you as a person? Would you like to have this as your program for how to operate in this area of life? Is the executive part of your mind willing to take full responsibly to elicit this when you need it?

Examples of Gestalt States for Wealth Building In the process of meta-stating, we work methodically with consciousness and with self-reflexive consciousness to utilize the spiraling and looping of mind as we react to our reactions, and feed back into our awareness new awarenesses that give us more choice, grace, elegance, and resourcefulness. When we do this time and again within the entire neuro-semantic system, a new emergent properties result. We call these higher emergent states gestalt states. Recognizing this now allows us to embed meta-levels of states (or contexts) to actually design engineer new emergent frames of mind. Notice the elements that are combined to create the wealth gestalt in the following quotes. "If it doesn't take money to make money, and schools do not teach you how to become financially free, then what does it take? It takes a dream, a lot of determination, a willingness to learn quickly, and the ability to use your God-given assets properly and to know which section of the Cashflow Quadrant to generate your income from." (Kiyosaki) "Money is more likely to follow the person with determination, talent, and the high self-esteem that allows him to be a healthy chooser, so that his risk-taking, judgment skills, and sense of timing are sound. Money is also more likely to follow the person who has tapped into the vitality hidden in the things he loves." (Martha Sinetar: Do What You Love and the Money will Follow, p. 137) "Faith is the head chemist of the mind. When faith is blended with thought, the subconscious mind instantly picks up the vibration, translate it into its spiritual equivalent." (p. 49) Keep repeating your faith until it becomes your habit of mind. A"Every man is what he is because of the dominating thoughts which he permits to occupy his mind. Thoughts which a man deliberately places in his own mind and encourages with sympathy, and with which he mixes any one or more of the emotions, constitute the motivating forces which direct and control his every moment, act, and deed!" (Napoleon Hill, p. 53) "[Our success] was built by hard work and enthusiasm, integrity of purpose, a devotion to our medium, confidence in its future, and, above all, by a steady day-by-day growth in which we all simply studied our trade and learned." (Walt Disney, 1941, Growing Pains) "Our studio had become more like a school than a business. We were growing as craftsmen, through study, self-criticism, and experiment.... Each year we could handle a wider range of story material, attempt things we would not have dreamed of tackling the year before. I claim that this is not genius or even remarkable. It is the way men build a sound business of any kind— sweat, intelligence, and love of the job." (The Art of Walt Disney, by C. Finch. 1973, p. 171).

META-STATING COURAGE "Those who want to become wealthy have to learn to manage their fears and especially their fear of risk. We have to move beyond playing it safe to playing it smart" Robert Kiyosaki

To design engineer the gestalt meta-state of "courage," what are the components that you need in a given context? We have many ways by which we can build the courage gestalt. It all depends on the specific stateon-state arrangement we put together: Playful Risk-Taking Danger Joyous excitement of fear (or in spite of fear) Boldness to take risks in reaching objective Overwhelming sense of one's desired outcome or value Not-caring for what others say or think while moving forward Rejecting concern about embarrassment as irrelevant

1) Identify the referent experience in which you want "Courage" to emerge. What wealth building activity, situation, context, etc. would you want or need "courage?" Where do you need courage? When? In what context? What is fearful? What is intimidating? What triggers hesitation?

2) Matrix detection: Flush out current frames and meta-states. What's fearful, threatening, dangerous, etc. about this situation? What do you think-and-feel about your fear? How well does the fear serve you? Does your thoughts-and-feelings about the fear serve you? Have you had enough of this old fear dominating your life?

3) Meta-state the resources to elicit the gestalt Experiment with boldness, passion, compelling outcome, excitement, curiosity, playfulness, etc Access and bring one resource state at a time so that it can bear upon the PS of fear. Has courage now emerged for you? What else do you need?

4) Confirm and consolidate? With all of this in mind , how does this (fire anchor for the gestalt state) affect this (the referent experience)? How does it transform the situation for you? Do you like this? Are you fully aligned with this? Any objections? Will you keep this? How?

PERSISTENCE "Success seems to be largely a matter of hanging on after others have let go." William Feather "Every adversity has the seed of an equivalent or greater benefit." W. Clement Stone

Persistence

enriches us with the power to The Persistence Principle: persevere, hang-in, and bounce back from setWe build wealth through persistence, through backs. Thing will happen, challenges will keeping with our passion and plan for years as arise, there will be set-backs... but with we develop mastering and excellence. resilience and persistence we will not be defeated. To persist at a task, job, or work we need to let it become absorbing, and to find value in it, to manage our own states. The millionaires stayed with their vision and persisted in learning, growing, and becoming more skilled and competent. Tenacity depends on intensity and purity of vision. Then we can stick to our vision and passion. They are not weak of heart, but strong, resilient, and dedicated. Napoleon Hill modeled the secret of wealth accumulation at the request of Dale Carnegie. "A twenty-year research of hundreds of well-known men, many of whom admitted that they had accumulated their vast fortunes through the aid of the Carnegie secret. (pp. 16-17). "I had the happy privilege of analyzing both Mr. Edison and Mr. Ford, year by year, over a long period of years and therefore, the opportunity to study them at close range, so I speak from actual knowledge when I say that I found no quality save persistence, in either of them, that even remotely suggested the major source of their stupendous achievements." (p. 164) He concluded: "...persistence, concentration of effort, and definiteness of purpose were the major sources of their achievements." (p. 164) Thomas Stanley and William Danko {1996): researched the wealth in America and came up with some Surprising Secrets. "How do you become wealthy? Here, too, most people have it wrong. It is seldom luck or inheritance or advanced degrees or even intelligence that enables people to amass fortunes. Wealth is more often the result of a lifestyle of hard work, perseverance, planning, and most of all, selfdiscipline." (pp. 1-2)

Who becomes wealthy? Usually the wealthy individual is a businessman who has lived in the same town for all of his adult life. This person owns a small factory, a chain of stores, or a service company. He has married once and remains married. He lives next door to people with a fraction of his wealth. He is a compulsive saver and investor. He

has made his money on his own. Eighty percent of America's

millionaires are first-generation rich." (p. 3). Persistence is the sustained effort in pursuing your aims and desires in the face of opposition or difficulty. "Those who have cultivated the habit of persistence seem to enjoy insurance against failure. No matter how many times they are defeated, they finally arrive up toward the top of the ladder." (Napoleon Hill, p. 154) "The foundation stones of financial Persistence is a state of mind based upon definiteness of purpose, success are integrity (being honest with all people), discipline (applying selfdesire, self-reliance, definite plans, accurate knowledge, control), social skills (getting along with cooperation, and habit. That's why it can be cultivated. people), a supportive spouse, and hard "Most millionaires never allowed poor grades to destroy their work (more than most people)." The goal to succeed. ... Tenacity is part of the millionaire's Millionaire Mind, p. 11 character. Most learn early to fight and compete for important goals" (Stanley, 106). "Patience and compound interest are two absolutely essential keys to wealth. Successful investors understand that wealth accumulation takes time, so they don't look for short-term bonanzas." (Machtig, p. 65)

Resilience Resilience is a toughness and firmness of mind for staying focused. Financial freedom might be free, but it is not cheap. It has a price. The big secret is this: It takes neither money to be financially free nor a good formal education, nor does it to be risky. Freedom's price is measured in dreams, desire, and the ability to overcome disappointments that occur to all of us along the way. (Kiyoaski: p. 46).

The Resilience Principle:

Wealth is built through effectively handling disappointments, frustrations, set-backs, things not going right, and bouncing back to our plan and passion.

Learn how to handle frustration or frustration will kill your dreams. Frustration can change a positive attitude into a negative one. One of the worse things that a negative attitude does is wipe out our self-discipline and persistence. When discipline goes, so do the results we desire. (Robbins).

Frustration for success: The key to success is massive frustration, just look at any great success! People get paid very well to handle frustration. The more frustration you can handle, the more you can be paid. Aim to learn how to handle frustration effectively. Success if buried on the other side of frustration.

"Someday I hope to enjoy enough of what the world calls success so that someone will ask me, 'What's the secret of it?' I shall say simply this: *I get up when I fall down."' Paul Harvey

Transform rejection: The fear of "No" stops most people from taking action. Learn how to strip it of all of its neuro-linguistic power. Refuse to turn failures into "Big Events!" How many "Nos" can you take? You give it power through how you represent and frame it to yourself. Anchor yourself to "No" so that it actually turns you on. There are no real successes without rejection.

WEALTH ALIGNMENT ALIGNING OUR HIGHER FRAMES FOR WEALTH Are you aligned in all of your higher levels of thinking and emoting for wealth? Do you have any parts organized to sabotage your propulsion for wealth?

1) Identify a primary state sensory-based experience wherein you want more alignment Think of a behavior that you would like to do with more personal alignment, Congruency, and integrity. What wealth building activity do you engage in that you deem very important that sometimes lacks the full range of Congruency, power, and focus that you would like to have? Make a list of excellences in wealth building that you'd like to add to your skills. Describe this behavior, activity, experience in sensory-based terms. Describe from a videocamera perspective. (Behavior) Where do you do this? (Environment) Where not? When? When not?

2) Identify the primary state mental-emotional skills and abilities which enable you to do this. (Capability) • • •

How do you use your thinking-and-feeling to pull this off? What strategy do you deploy in doing this? How do you know how to do this?

3) Identify the meta-levels of beliefs and values that support and empower this. (Beliefs/ Values) Why do you engage in this? What beliefs guide this behavior? What importance does this hold for you?

4) Identify the meta-state of identity which emerges from this for you. (Identity) . . .

Who are you that you engage in this behavior? What does engaging in this behavior say about your identity? Who does this make you?

5) Identify the meta-state of purpose and destiny that then arises. (Vision, Mission, Spirit) • •

How does this fit into your overall sense of destiny and purpose? When you step into this, fully and completely, what do you experience?

6) Identify the decision that supports this. Have you decided to do this? You will? This is your intention? How have you formatted this decision?

7) Describe these meta-levels of meaning with a metaphor or story. • •

What metaphor or story encapsulates this Meta-State? Let it emerge... notice also other things that might emerge: sounds, colors, shapes, music, light, etc.

8) Integrate fully by bring the higher levels to bear on the lower levels. As you even more fully step into this awareness and experience it completely, snapshot it and honor it and let it enrich all of your levels... and now imagine bringing this back down the levels, letting it collapse into the lower levels to thereby enrich them. How do you now experience the behavior, environment, etc. when you bring this higher level with you? And you can bring each of these levels, in turn, to bear upon your everyday states, can you not?

Efficiency Efficiency involves allocating our time, energy, and money efficiently, in ways conducive to building wealth. The Efficiency Principle: "Efficiency is one of the most important components of We create wealth through learning to be wealth accumulation. People who become wealthy efficient in energy, time, effort, etc. allocate their time, energy, and money in ways consistent with enhancing their net worth." (Stanley & Danko, 1996,71). "A person with self-discipline possesses an internal compass, a control and navigational system." (85).

Efficiency is wealth. When we are efficient with our time, energy, focus, mind, emotions, etc. we have more of these powers and get more from them. To become more efficient, look for "waste" in your life— Where do you waste time, energy, effort, etc.? What can you delegate out to others? How can you design a more efficient system for your use of time and energy so that you don't have to re-do projects? How committed are you to efficiency and to eliminating waste?

META-STATING EFFICIENCY 1) Identify the context. What do you need to do more efficiently? Where? In what area of your life? How are you not efficient in this now?

2) Elicit efficiency. Have you ever been efficient? Do you know what that's like? Have you ever experienced an activities or series of actions in which for you there was no waste of time, effort, or thought? What is it like for you when you recall that fully? How do you feel? Where? Were you focused, direct, straightforward, moving through activities with ease, in flow? What enabled you to have this experience? What resources made it possible?

3) Interferences. Are there any interferences for you to become efficient in this activity? Does anything stop you? Do you have full permission? Are there any semantic blocks around such words as "work," "orders," "discipline," etc.?

4) Intention. Why would you want to be efficient here? What's in it for you? What do you get that's of importance? Do you have a big enough why to do what it takes? Will you?

5) Meta-State yourself for efficiency. Let's now feel this (fire anchor for efficiency) while you think of your context... and notice how it transforms things... What is that like for you?

6) Confirm and solidify. Do you like this? Can you come up with some supportive frames? Will you? Are you aligned with this?

THE STATE MATRIX Creating Rich Mind-Body States If you learn how to manage your states and your behaviors, you can change anything. Robbins (1986, p. 321) "Your emotional state ultimately determines your financial state. " Orman(p. 11) A state is made up of ingredients of mind and of body. A powerful mind-body (or neuro-linguistic) state has some powerful supporting ideas, beliefs, values, representations along with some empowering physiology. By nature, states are holistic, circular, cybernetic, determinative, and habitual. Access a rich wealth building state via your: • Mind:. thinking, representing, imagination, memory, etc. • Body: physiology, kinesthetics, neurology. The two royal accessing processes to state of memory and imagination: • Memory: Think of a time when... • Imagination: What would it be like if... Wealth Profile: The following states provide a great track record for being those that produce wealth. What are the states of mind for you that attract riches? The research on wealth building identifies character as one of the most important factors. • What states do you need to earn, save, and invest money wisely? . What are your top ten wealth creation states? Accessing your Best Wealth Creation States It's one thing to know that states attract wealth, it's another thing to know how to access, build, and maintain such states. We need states that express a sense of abundance from which to take action to create wealth. Make a list of the top ten states that will enable you to discover and create the kind of wealth that you want. Put a Plus Sign (+) by the following states if you feel that you already have them in sufficient intensity and power. Put a minus sign (-) by those that you need to develop. "If I were absolutely in my best state for building-financial independence, I would be in a state." After you list some states for wealth building which you want to access and operate from as a way to live more effectively in this domain, then identify the ideas and physiology that you need to create and/or access those states. What ideas can you entertain that will put you into that state? How do you internally represent that idea so that it evokes that state? What physical movements, gestures, postures, etc. correspond to that state? ©2005 L. Michael Hall, Ph.D.

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Mastering Your Wealth Matrix

THE ART OF ACCESSING STATES 1) Identify the desired state and it's mind-body components. What state do you want? Describe it a little bit. As you're talking about that state, are you beginning to

enter into that state? 2) Evoke it fully. "Think of a time when you fully experienced this state..." Think of a time when you clearly had it in a powerful way. What thoughts really evoke this state? What do you need to do to really crank up this state? How much do you now have the feeling of this state? Be with that feeling... let it grow... now let it double... What would increase the experience of this state even more? If you're having any difficulty eliciting the state, ask:

"What would it be like if you did fully experience this state? " 3) Anchor the state when it is highly amplified. Set a physical touch on arm, forearm, or shoulder as the person reaches the peak of the state (a 8 or above on a 0 to 10 scale). Or anchor it visually through a gesture, auditorially by a particular tone.

4) Practice stepping in and out. Break state and repeatedly re-access. In just a moment I want you to step out of that powerful state, but before you do, take a snapshot of it in all sensory systems (what you see, hear, feel, etc.). Now let's practice stepping in and out of that state so that you can quickly "fly into that state" at any time you choose.

5) Apply the resourceful state to a time or place in everyday life. Where could you really use this state in your everyday life as you engage in various wealth building activities? Think of that time and feel this (fire the anchor). Suppose you had this feeling or way of thinking as your attitude, fully and completely, in just the way that you would want it —would you like that? Would that attitude transform things as you think about that activity? How would it transform things... just notice inside... and enjoy.

How to Access and Manage the Right State Resolve: One of my very best assets is my state. So I will make my states dynamic, dramatic, powerful, playful, etc. When I do that, then it will be easy to sell myself on it! Inner wealth certainly involves being the world's best expert on how to get the best performance out of myself! And this is the biggest challenge that faces most of us—managing our attitudes, moods, attitudes, states.

Highly Desired States — Top Wealth Creation States

Sabotaging Dragon States Some states powerfully work against wealth accumulation. If you step into these states, they will make your mind-and-emotions toxic. They will contaminate and poison your Game. They will become Dragons to your personal success. The person who happens to make a lot of money from these states will still be a loser in the Game and will suffer the emotional pain of being neurotic, unhappy, bitter, paranoid, etc. • Are you committed to get everything in the way out of the way of your success? • Are you ready to deal with your conflicts, inhibitions, fears, toxic ideas, wrong states and intentions, misunderstandings, cognitive distortions, etc.? • Are you ready to clear the path by dealing with any and all fears? • Are you ready to learn how to refuse to give in to anything that would stop you?

Greed: Always wanting more and never feeling satisfied, forever dissatisfied, there is no sufficiency, so one can never can say, "Enough." If you never know when to stop, then it will be hard to say No, to take off, to enjoy. You'll be constantly distracted with new projects. Unfinished projects will sap you of vitality. "Impatiently ambitious people unwittingly sell themselves on the pitch that if they act the wealthy part, that will help them to get there. It will not." (Blotnick, p. 59). Overly Ambitious with blind ambition: Trying too hard to become rich, too needy for money. An unsanity is defining oneself in terms of money, wealth, job, and career. Doing this overloads money with too many meanings (i.e., identity, comfort, safety, status, etc.). Fear — Tearfulness Fear of rejection, fear of failure, fear of losing: Such fears are constricting, debilitating, and nerve-wracking. When terrified of losing, we can see opportunities. Fear and ignorance keeps us trapped as slaves to money. Anger / Hostility Angry at injustices and then against imagined injustices. Angry at those who have used, misused, and abused us.

Impatience: in a hurry to get rich, ready to jump on "Get Rich Schemes" and mentality. Thought in shorter time frames than those who became wealthy. Peevish. Easily annoyed. Overly and exclusively focused on the grandeur & disdained the petty details that made for success. "If only I were rich, I wouldn't have to put up with this." Revenge: a desire to "show" someone, or get back at someone. Name-Dropping Socializing/ Needing to Impress: Caring too much about the impressions they made, what others thought of them, etc. Blotnick: Those who lost interest in their field, kept at it, pretending on the surface. They cared too much what others thought of them. "A growing loss of interest in a field acts as a detour only if you continue clinging to a rigid and outdated picture of what success in that field is supposed to look like." (98) Socializing differs radically from winning the respect and admiration of people. Trying to impress people leads to visualizing grand and flashy success and leads to always being in a hurry. Wanting the appearance of greatness can undermine our ability to truly become great.

Consumption Oriented. Confusing the categories of consumption and investment. Calling something "an investment" does not make it so. An investment means that you buy something that will increase in value. We falsely use the term if we say, "I'm investing in my style of living." "Investing in this car means I'm saving 40%." Highly Competitive. Blotnick: "The more intensely competitive someone was, the less likely they were to become wealthy." (P. 150) Shame Emotion of poverty, embarrassment, inadequacy Entitlement Feelings Assuming that "the world" owes us or that our parents owe us or that somebody owes us. Feeling Intimidated Not good enough without money Shame/shoulding Negativity in mind-emotion Critical: seeing only problems, frustrations, head-aches, a chicken-little mentality Boredom Get bored and dissatisfied; sell too soon, buy too quickly. Laziness An unwillingness to take action, to work on things, always avoiding tasks. Given to excuse making, over-devoted to ease and leisure. "Dreams are not born of indifference, laziness, or lack of ambition" (Hill, 1960, p. 39)

Self-Indulgence Lack of control in spending. Emotionally drive to spend.

DANCING WITH DRAGON Emotional intelligence has to do with how we handle our emotions, especially fears. Those not emotionally prepared to take a risk will not succeed. They are terrified of losing money, afraid of doing things different from the crowd. Fear of losing becomes so strong that they ultimately lose their initiate, momentum, and passion. Their emotions run the thinking rather than their thinking guide their emotions.

What dragons may interfere with creating wealth? • The Fear Dragon: "The main reason so many people struggle financially is not because they lack a good education, or are not hard working. It's because they're afraid of losing. If the fear of losing • •

stops them, they've already lost." (Kiyosaki, 2000, p. 152) The Needing to do it "right" Dragon, the "It needs to be Perfect" dragon.

The Negativity Dragon: "The reason that so few people are financially independent today is that they place many negative roadblocks in their heads. Becoming wealth is, in fact, a mind game. And millionaires often talk to themselves about the benefits of becoming financially independent. They constantly tell themselves that it is very difficult to achieve that without taking some risks. Before you can become a millionaire, you must learn to think like one. You must learn how to motivate yourself constantly to counter fear with courage." (Stanley, 2000, p. 135)

•

Dancing with Dragons 1) Name the dragon 2) Embrace (kiss) the dragon 3) Analyze the dragon 4) Starve or interrupt the dragon 5) Frame or meta-state the dragon

The Self-Sabotage Dragon: We cannot succeed until we take care of some internal "dragons." As long as we have internal conflicts that tear us up, sabotage our best efforts, turn our energies against ourselves, or that prevent us from becoming congruent and aligned, we can't move on. We all know this experientially. We already well know that every program of internal conflict inside us puts the brakes on our efforts or undermine those efforts. You can have a great plan, a great idea or product, but if you have dragons that interfere with your states, beliefs, skills, etc., they will sabotage your actual performance.

Dragon Detection: • Are there dragons in your way of making wealth happen? • • • •

What are the roadblocks that stop you from creating the kind of wealth that you want? What dragons have you already found? What incongruence have you discovered? What are they? Name your dragons.

Dancing with the Dragons A " d r a g o n " is either a negative emotion that's become too strong or overwhelming, or a negative thought or feeling that's been turned against oneself, or a toxic idea, frame, or belief. The "Dragons" metaphor refers to for non-enhancing, non-productive, problematic, un-useful, and toxic states. Not all states serve us well. Some can make life a living hell. Some feel like "dragon" states; some turn us into dragons! Effective state-management skills enable us to shrink down the dragons, tame them (put their energies to positive uses), or to slay them.

STEP 1: NAME THE DRAGON What stops you? What gets in the way? What sabotage your success?

"Ah, the anger dragon "The ol' self-pity dragon." "The I really feel grouchy and really need a nap dragon What mind-body state do you not have a good relationship to? For what reason? Do you experience any of the following states as morbid, toxic, non-enhancing, etc.? Stress, tense, uptight Anger, sarcastic, rage, peevish Fearful, apprehensive Timid, dreadful Pessimistic, negative Worrisome Self-contempt, rejection Sullen, hateful Bitter, resentful Over-serious Guilting Self-contempting/ Self-shaming Self-pitying/ Victimization Revenging/ Reactivity Cynical pessimism Revengeful, greedy Guilt about anger Upsetness about worry Consumption oriented Competitive Addicted to Approval Depressive: Quick to Give Up Self-Obsessed Living in the Past

Negative thoughts-feelings Turned Against Ourselves: What have you tabooed or forbidden in your life? What states, feelings, experiences, etc. do you become intolerant about? What states do you not allow yourself to experience? What wishes do you refuse into awareness? What impulses do you condemn as not acceptable? What do you fear about X (any negative emotion)? (Disgust, hate, fear anger, embarrassment, shame, built, religious feelings, awe, optimism, hope, love, sexuality, revenge, to be grand and glorious, to hurt someone, etc.) What do you believe (know, hope) about yourself? How do you feel about (think, perceive) your negative states? What negative judgments do you make about yourself? about the future? Self-Expectancies: Use any of the following sentence stems to flush out dragons. Do that by generating 5 to 12 statements. Just begin writing. Do not censor whatever comes to mind. Let whatever thoughts come and intrude... just to find out what comes up for you in regard to the following experiences.

When disappointments occur, I can expect myself to think-and-feel...

When someone rejects me, I can expect myself to think

When someone criticizes me...

When I recognize a character flaw in myself...

When I feel angry...

When I feel afraid...

When I feel obsessed by money, greedy, desperate

When I feel worried about bills...

When I feel weak or vulnerable...

When I recognize I've made a mistake.

When I feel disappointed in myself...

When I work (or, make calls, relate to Authority Figures, venture forth on something new).

If I became wealthy...

To become wealthy, I would have to....

To save money on a regular basis would mean...

When I think about

STEP TWO: EMBRACE THE DRAGON • Meta-State with Acceptance: 1) Access that state of simple, matter-of-fact acceptance... Feel it... 2) Apply acceptance to your "dragon..." and notice what happens when you do. Welcome the dragon in knowing that it is just an emotion, just an experience, just a facet of life or of being human... •

Meta-State with Permission: Do you have permission to experience this emotion, thought, awareness, experience, etc.? Go inside and give yourself permission in a calm and resourceful voice. "I give myself permission to experience this emotion (anger, fear, etc.)... because it is just an emotion... and I am so much more than my emotions..." "I give myself permission to experience this activity, event, etc. because it is just an event and it doesn't define me anymore than I let it..." How does that settle? Do you need to give yourself more permission? How many more times do you need to give yourself permission before it will begin to settle more? Who took permission away from you? Does the taboo really enhance your life? Or does it simply turn your energies against yourself?

STEP THREE: ANALYZE THE DRAGON Ask lots of indexing questions to bring specificity to the dragon. Dragons are made out of words and sentences that encode our negative thoughts and feelings turned against us. Such language feeds the dragon. By asking lots of indexing questions about the dragon, we challenge it and gather high quality information about it. Ask: when, where, what, how, with whom, etc. Learn to over-hear yourself or another to catch the dragon-language. As you then ask questions, it will pull the dragon apart. Your questions will de-construct the meanings that sabotaged us. As you hear the dragon food, look for over-generalized ideas, deletions, cognitive distortions, limited beliefs, etc. What do you call this dragon? How does it operate as a dragon to you? When did you learn to think-feel this way? Who taught you to experience X in this way? Does this enhance your life or empower you as a person? Does it always work this way? Every time? For everybody? How do you know to call it by this term or phrase?

What specifically "causes" this?

How do you have to feel or think when this happens? What are you presupposing in order for this to work in this way? STEP FOUR: STARVE THE DRAGON Dragons have to be fed if they are to live. So kick away the food tray and watch the Dragon begin to quickly shrivel up. What fuels your dragon's metabolism? The very components that make up a mind-body state: internal representations, beliefs, ideas, ill-formed language, symbolizing, and physiology. Eliminate the old self-talk and the Dragon evaporates. • What specifically would help you starve your dragon? • Are you willing to stubbornly refuse to allow the old ways of thinking, talking, imagining, remembering, etc.? • What referents will you have to say "Hell No!" to? Interrupt the Dragon: Pattern interrupts can spoil Dragons so that they no longer function in the way that they have. Stand on your head. Stick out your tongue. Take several very deep breaths . • What would interrupt your dragon? • What behaviors, thoughts, imaginations, etc. would make your dragon flee? Dragon linguistics about money, wealth, finances, etc.? "I can't afford this!" "If I don't make this deal, it will kill me." "I'm not worth that much." "There's only so much money." Suze Orman(1999): "The connection between our words and our wealth is a subtle one, and one that hasn't been explored very much... If the overriding goal is to create more, then your thoughts and words must be in alignment—toward the truth, toward the goal, toward the means to the goal. When you talk about money, you have to be very careful of what you say, because just as your destiny begins with your thoughts, your words bring you closer to that destiny." "If you can learn to listen very carefully to the words you use in relation to your money, you will uncover truly important clues as to why you aren't as rich as you would like to be or as rich as you could be." (p. 29) Listen for the linguistics of: Poverty and Wealth Wishing and Willing Abundance and Scarcity Ownership, Responsibility and being a Victim Passivity and Proactivity STEP FIVE: FRAME OR META-STATE THE DRAGON Frame your dragon with various resourceful states by meta-stating it. Begin with the menu list of: acceptance, appreciation, calmness, quality controlling, not-me, not-forever, not-about everything, positive intention and value, originally useful, etc. As you access and apply clarity, relaxation, or whatever, feel it fully and notice how it transforms things. Cast a Princely Spell: Once you have slain or tamed the Dragon, use your power of self-reflexive consciousness to become even more resourceful as you build up some positive meta-states that leaves you fully integrated, centered, congruent, empowered, etc. With self-reflexiveness build, create, and install empowering meta-states such as self-esteeming, resilience, proactivity, forgiveness, un-insult-ability, inner serenity, magnanimity, etc.

THE EXCUSE BLOW-OUT GAME While some excuses are legitimate and useful, there are others that are illegitimate, stupid, and useless which only wastes our time and sabotages our goals. This pattern is designed to go after and transform silly, wimpy, stupid and unuseful excuses. 1) Identify an important goal What do you want? What do you hope to accomplish or achieve that would be a piece of excellence? What's important to you as an outcome that you know is well-formed and ecological? What is something that would really improve the quality of your life and yet... just as soon as you do, you find that numerous excuses come to mind which stops you from acting on your desired outcome? What would you like to do about X (work, career, health, fitness, relationships, etc.)? 2) Access an excuse As you take a moment to imagine going ahead and doing something toward that goal and notice what happens, what's your excuse? How do you excuse yourself from it? Is it an internal voice or a feeling? As you access the excuse state, feel the excuse and notice where you feel it in your body. What does it feel like. In your body? How do you know to call it an excuse? 3) Quality control the excuse Do you want this excuse? Is it just an excuse? Does it serve your life at all? Do you need it? Is there any part of the excuse that you want to preserve? Does it enhance you or empower you? Is there any positive purpose or value to keep with you?

4) Preserve the values of the excuse • Go inside and preserve any part of the excuse that might prove useful to you in some way at some time. Suck out of the excuse any element (a value, belief, understanding) that could be useful. Suck it all out so that the rest of the excuse remains as an empty shall, devoid of any usefulness at all. • Notice the value of the reason—an understanding, belief, or state that you want to keep with you.. Note it and store it as something you can have apart from this particular stupid excuse. • Is it now just an excuse? Just an empty shell of an excuse? [Yes] • If not, repeat until you just have an empty shell of an excuse left. 5) Reject the empty shell of the old worn out excuse • Access a strong "NO!" state, a "Hell, No!" state. Amplify that state of "rejection, refusal, or disgust" that comes out as a "No " fully until you feel it very strongly. Anchor it spatially in a spot and feel it in your hands and in your feet. Let it radiate throughout your body. • When you have it accessed very strongly, imagine the empty excuse immediately in front of you and step into that excuse with the NO!" state and stomp on the excuse with the power of your "hell, No!" Stomp it to the ground.

6) Test Now imagine the desired activity that's ecological and notice what happens as you think about moving toward it... What do you feel? What comes to mind? Do you have any excuse lurking that you might use to excuse yourself from life, love, and commitment? 7) Access your executive decision state Will you do this? Will you allow it to become an attractor in your mind so that as you think of this activity, how you will do it will simply become a matter of discovery and of building the resources so that you can.. and will, will you not? Go to the part of your mind that makes decisions and commission it to go ahead and decide to engage in your desired activity.

Playfully Rich — Richly Playful Making the whole process of wealth building fun, enjoyable, and rewarding transforms it from "work" into life-style and mission. As we return to the essence of wealth ... valuing and the state of appreciating, enjoying, and delighting, we now outframe all of the wealth building states with lots of joy. This makes the process fun and rewarding in and of itself.

Donald Trump: "Don't take vacations. What's the point? If you're not enjoying your work, you're in the wrong job. We do it because it's fun. Work hard, play hard, and live to the hilt. Be under-estimated. It's more impressive if people discover your accomplishments without you telling them. Impress people through results. Billionaires love their jobs. You have to love what you're doing, because then it won't seem like work to you and you will bring the necessary energy to profit from it. That passion alone will take care of ninety percent of any problems with any job." (2004, p. 81).

Appreciate work until you turn it into fun. Work will become the best friend you've ever known if you use it for fattening your purse. If you take the attitude that "only slaves work," you'll not get far. Nor will you get ahead by shirking. So "work for him as hard as thou canst. If he does not appreciate all thou do, never mind. Work well-done, does good to the man who does it. It makes him a better man." (Clawson, p 124). Forget balance and reorient yourself to transform your work and effort into a form of enjoyment for you.

Playful: Turn your work into play. If you dichotomize life into "work" and "play" you will be looking for how to get out of work, how to work minimally. That will undermine a quality orientation. Do the opposite. Give it your best. Turn it into fun.

Joy:

We become more productive when work is a joy to us. Yet only a minority absolutely love their work. One secret of the successful is that they feel compelled in their passion, they give themselves to it long enough to become highly competent and they never thought of it as "work," but as play. Enjoyment in our work is a real source of wealth.

Lighten up and develop a game attitude: Kiyosaki: Life really is a game of monopoly for people on the right side of the quadrant. Sure, there is winning and losing, but that is part of the game. Winning and losing is a part of life. To be successful on the right side of the quadrant is to be a person who loves the Game. (154). "It's only a game." (Kioysaki). Orman (1999): If you are not overly attached to what you want, you will attain it. Clawson: Do not overstrain or try to save too much. Life is good and rich with things worthwhile and things to enjoy. Don't miss it. Dressing for Success "Dress for the j o b you want, not the job you have. If you look like crap, you're not going anywhere." Trump

The Vitality Test

Develop the skills for taking pleasure, satisfaction, and delight in doing a good job. Contributing, handling customers, etc. source of satisfaction when well done. Stanley (2000): "Keeping in excellent physical condition can be an important tool in dealing with detractors because it helps to one's competitive spirit. Many millionaires, especially decamillionaires, are extremely competitive—and even welcome criticism." (51). Exercise regularly. "Fatigue brings out the worst in people who are confronted with job-related stress and financial risk." (171). Develop the vitality that comes from having a healthy and fit body by watching your eating, exercising, stretching, relaxing to develop a relaxed and clear mind. It will increase your sense of personal aliveness. What one thought would keep you focused on sound physical health? The Wealth Shaping Game We can shape our behaviors, attitudes, emotions, skills, responses, etc. As we can shape the responses in others and in animals, so we can shape the responses that will empower us to succeed in life.

Reinforcement Shaping: Make a list of ten or fifteen activities (behaviors) that cost nothing or very little yet which you highly value and have a lot of fun doing that gives you a sense of vitality, energy, renewed power, love, courage, orderliness, health, etc. Don't limit your list to just pure pleasures- think in terms of rejuvenation and the renewing of your visions.

When you do this, you have essentially created a list of activities that you find personally and uniquely rewarding. This puts your hands the tools for adding massive pleasure to your life. Consciously and intentionally reward yourself with these highly valued rewarding activities every time you take another step in the direction that you want to go. The design is to reward yourself with value-rich activities that give you a sense of pleasure and fun. You will be able to distinguish between mere indulgences from true pleasures.

TRANSFORMING WORK INTO FLOW If the flow state and experience offers a powerful transformation so that it empowers us to put a jet propulsion to our wealth creation, then how do we transform our work so that we experience it as a state of flow

engagement? 1) Decide that you want and will transform your work experience. Do you want to transform your work experience so that it becomes a great source of enjoyment? Are you willing to make it an experience of flow so that you can get lost in it? Would that enrich your life? Transform your attitude?

2) Decide to refuse to tolerate discounting, dis-valuing, and despising your work Do you even discount your job or despise your work? Does it ever seem like a burden? Below your dignity? Where do you have a negative attitude about your work right now? Are you willing to absolutely refuse to tolerate a negative attitude about work? Are you clear that a disgruntled attitude will only do you harm in the long run and undermine your success by creating stress, dis-empowerment, passivity, victim thinking, etc.? How much damage have you created by indulging in disgruntled thinking and feeling?

3) Set the new frames for an entirely new game. What new attitudes can reframe your work? What new frames of mind would you prefer? What new frames an you create that will empower an entirely new work attitude? What will you need to think and feel to become a genius at work? To create a passionate involvement, what can you love about your work?

4) Fully design the new Inner Game for a flow experience at work What will be the passionate engagement? What proactive stance will you take? What one thing can you do today that will move you more fully into this direction? What will be your specific goals, both Short-term and long-term objectives to achieve? Are they specific enough and operationalized in empirical, see-hear-feel terms so you can readily recognize success and failure at reaching the goals? Do you have real-time feedback processes allowing you to obtain ongoing information about how close you're reaching your outcomes? Do you have sufficient and optimal challenges but not overwhelming ones? Will "flow" arise given the balance of challenge and competency that you've set up? Do you need more challenge to stretch you or more skill development to increase competency? Is it in right proportion for focusing your attention and engagement to the task at hand? Are your skills well suited to the challenges? Will your actions and awareness merge to create a "one-pointedness of mind?" Does it give you a sense of personal control in the task? Will you experience time, self, and the world fading away as you become engrossed in the engagement? To what extent do you experience the activity as autotelic even now? To what extent is the experience worth doing for its own sake (autotelic)?

SELF MATRIX Wealth in Who You Are The ability to think well of ourselves and our abilities even without money." Sinetar Inside- Out Wealth focuses first within and then without as we building rich and abundant states of mind-emotion so that we don't need money to become rich or a somebody but as an expression of the value we create. 4t

This begins by capitalizing on ourselves- our minds-emotions, talents, skills, and circumstances. We find our passion. (What is your passion?) We can make the most money by finding our passion and becoming internally rich about it as we play to our strengths. How can we create multiple streams of income from the same passion? Being wealth comes before doing wealth and having wealth. Wealth is first an internal creation, a mind that creates values and solves problems. Have you developed a self-evaluation and self-esteeming that allows you to stay that resourceful during the times of uncertainty? This is the foundation for decisiveness, the ability to quickly make up your mind when facing an opportunity.

Holistic wealth involves three dimensions: being, doing, and having. • The wealth of Being begins as an internal experience as we

•

experience a wealth of thoughts, ideas, and emotions that inspire us about new and creative ways to enrich our own experience and the experiences of others. This manifests in external products of wealth: the actual models, plans, inventions, procedures, creations, etc. which allow people to experience more value in various facets of life (the wealth of

Having). •

Internal and personal wealth continues as we then use a wealth of our energy, speech, skills, abilities, e t c to actually create more abundance in the world (the wealth of Doing).

Be—> Do —> Have Robert Kiyosaki says that it is who you have to be that counts, your attitude. A person who has a loser mentality will always lose. Strengthen your thoughts so that you can take the action that will enable you to become financially free. "People first, then money, then things." Orman (1999)

A Robust Self Matrix What is it like? Among the resources needed to succeed in becoming financially independent are the following mental-and-emotional states:

Personal Stability: We are true wealthy when we are not dependent on money for feeling good about ourselves, important, significant, valuable, rich, etc. How well can you maintain these critical states without needing to "have" money? To that extent you are already "rich."

Self Efficacy: Assert your voice, vision, and values, to stand up and apart, to be courageous, to think well of yourself: your skills, value, significance apart from money and things. A secure sense of self. "No matter what happens, I will figure out how to cope, I will figure out a solution."

How can you convince the best people to work for you if they see selfdoubt in your eyes? How can you sell anything? If you believe you can succeed, the probabilities are greatly enhanced that you will reach and even exceed your goals. (167) "Without the conditioning to be stable, it's an uphill climb to become an economic success. Conversely, the unstable tend to be unfocused and temperamental, and they have difficulty getting along with people, including their spouses and their children. They also tend to lack the determination and resolve to deal with recurring economic threats, risks, fears, and worries." (Stanley, p. 172).

Self-Acceptance. "Until we accept ourselves, it is unlikely that our vocational uniqueness will reveal itself through us, since vocation is nothing more than a way to live productively and uniquely." (Sinetar, 35). The inner strength to be unique and true to yourself: Your values and visions.

Flexibility: It takes a proper mind-set or attitude to be prepared for the economic changes we are facing today. Success comes from being flexible enough to respond appropriately to whatever change comes. We develop wealth via the flexibility to stay current, observant, and able to take advantage of changes.

Always Learning Donald Trump (2004): "Money may not grow from trees, but it does grow from talent, hard work, and brains." (47). My financial IQ is constantly improving as I watch over my many businesses and my staff. Good investors are good students. (49)

Wealth lies in the ability to learn, learn effectively, and accelerate the learning so that it is faster than the competition. This will become even more true as business moves increasingly more into the information age.

Self Investment Wealth is created by investing in our ongoing development and learning, in developing our mind as your source of wealth. "Your most single powerful asset—your mind. An untrained mind creates poverty." (Kiyosaki, p. 104). Opportunities are not seen with the eyes; they are seen with the mind. "People who didn't become rich tended to think in Stage 2 ways— first I'll make my money, then I'll read, write, do musicals, travel, etc. They didn't think about investing in themselves" (Blotnick, p. 94) "To put it bluntly, if you only have $100,000 or less to invest, there is no place you can reasonably invest it... except in yourself." (p. 95). "What characterized those who eventually became rich was their willingness to spend time and money pursuing on their own any aspect of their work they found fascinating." (p. 244) Continuous Learning: Tap into the power of incremental learning—continuous improvement. For the pro, school is never out. We are forever learning new answers, new questions, new possibilities. Plan for life-long learning. Get a steady diet of exposing yourself to new information every day. This feeds your ability to see opportunities. "How can I use this knowledge given my chosen vocation?" (203). The learning mode that enables us to become a collector of Wisdom. "What concepts in this course can I leverage in helping make my operation more productive?' "I don't know anyone in business who is successful and doesn't read a lot..." (Stephen Arterburn, 1995, p. 38). Self Vitality and Creativity: While we can make lots of money without personality health, it will not allow us to experience a fullness, authenticity, joy, and pleasure if we do not cultivate our inner vitality. Unhealthy attitudes, beliefs, values, etc. undermine the translation of financial wealth to experiencing a rich life. "We now know that the source of wealth is something specifically human: knowledge. If we apply knowledge to tasks we already know how to do, we call it 'productivity.' If we apply knowledge to tasks that are new and different, we call it 'innovation.' Only knowledge allows us to achieve these goals." (Managing for Future, Peter F. Drucker, p. 24, 1992): Distinguish Schooling and Education: Jim Rohn: "With formal education you can earn a living, with self education, you can earn a fortune." Wealth is built as we invest in our minds and our creativity. We don't let school or formal schooling get in the way of our education, drawing out what's within. Stanley (2000): Millionaires are "proficient at controlling their thought processes. They think and correspondingly act in ways that precipitate success.... A wise man will be the master of his mind; a fool will be its slave." (165)

"The reason that so few people are financially independent today is that they place many negative roadblocks in their heads. Becoming wealthy is, in fact, a mind game. Millionaires often talk to themselves about the benefits of becoming financially independent. They constantly tell themselves that it is very difficult to achieve that without taking some risks. Before you can become a millionaire, you must learn to think like one. You must learn how to motivate yourself constantly to counter fear with courage." (135).

Self-Creativity We need creativity to refuse to accept the restrictions of your "work," namely, of being paid to not to other things. As we become creative we can pay ourselves to follow our passions and find new ways to create value.

The Creativity Principle: We build wealth by developing our creative abilities... thereby enabling us to create new values and solutions.

Thinking Out of the Box: Millionaires condition their minds to offset fears through mental toughness. They develop an attitude of love for their products and services. "What do most millionaires tell me they learned?... they learned to think differently from the crowd." (Stanley, 2000, p. 22) "Questioning the norm, the status quo, and authority are hallmarks of the thinking of self-made millionaires and those destined to become affluent." (92). "It's unfortunate that most non-millionaires accept the negative evaluations given them by authority figures.... the millionaires had the insight, courage, and audacity to challenge the assessments made by teachers, professors, amateur critics, and the Educational Testing Service." (101).

Flexibility is part of creativity: experimenting, exploring new things. Blotnick: "In allowing themselves to try a variety of different approaches to their field, they finally hit upon the one which worked best for them. They weren't necessarily more ambitious, smarter, or more talented. They gave themselves the opportunity to locate what for them was the right angle of attach..." (p. 92).

The Frugality Principle: We build with by using the delight of frugality, especially in the early stages.

Frugality, alias, Self-Enjoyment

"If you have ten dresses but still feel you have nothing to wear, you are probably a spendthrift. But if you have ten dresses and have enjoyed wearing all of them for years, you are frugal. Waste lies not in the number of possessions, but in the failure to enjoy them." "To be frugal means to have a high joy-to-stuff ratio. If you get one unit of joy for each material possession, that's frugal. But if you need ten possessions to even begin registering on the joy meter, you're missing the point of being alive. The Spanish word, approvechar, means to use something wisely—be it old zippers from worn-out clothing, or a sunny day at the beach. It's getting full value from life, enjoying all the good that each moment, and each thing has to offer. It's a succulent world, full of sunlight and flavor." (Dominguez, p. 167). How to be Frugal:

1) Not seduced by things and consumption: Stanley & Danko (1996): We discovered seven common denominators among those who successfully build wealth. First, they live well below their means. Chapter 1: Frugal Frugal, Frugal

2) "Whatever your income, always live below your means." (p. 161). "To be frugal is to practice moderation, restraint, prudence, thrift, and financial equilibrium, but it certainly isn't being miserly or stingy. The rich get richer by acting poorer. The poor get poorer by acting richer." (Machig & Behrend) "Being frugal is the cornerstone of wealth-building." We have to resist being seduced by a high-consumption lifestyle (p. 23). "Three words that profile the affluent: frugal, frugal, frugal." (p. 28)

"Millionaires are frugal when frugality translates into real increases in the economic productivity of a household. Webster defines frugal as "characterized by or reflecting economy in the expenditure of resources." The key word here is resources." (283)

If you are buying cheap, you're probably not being frugal. Frugal is not cheap or miserly, it is getting high value for money and enjoying it fully. The self-made millionaires are frugal about time expenditures, they distinguish between "first-cost" and life-cycle-cost. They think in life-

cycle distinctions. Stanley (2000) "Most millionaires look to the future. They are very likely to compute the lifetime costs and benefits of various activities that have some potential in saving money. This type of behavior is a high correlation for accumulating wealth, and it's just one such element in the millionaires* overall frugal game plan." (278).

5) Exercise the self-discipline to check numbers. Donald Trump cashed a check for 50 cents. It happened when Spy magazine ran an article about "Who is the Cheapest Millionaire." They sent out checks for 50 cents to see who would cash them. Trump did. His response? "They may call it cheap; I call it watching the bottom line. Every dollar counts in business, and for that matter, every dime. Pennypinching? You bet, I'm all for it. I always try to read my bills to make sure I'm not being over-charged." (59). "My parents hammered frugality into me at an early age, and it's the most important money-management skill a person can use. Call it penny-pinching if you want to; I call it financial smarts." (61).

Abundance Learn how to give back to the world—to create value, to act from the position of abundance, to become that kind of a person, to expand your sense of appreciation. Giving back teaches you more fully what money can do and what it cannot do.

Use the 10/10/10/70 rule (Robbins). Live on 70 percent of what you have, save 10% to build up capital to invest, reduce all debts with another 10%, and give away another 10% of your income. Make money work for you by learning to earn, save, and to give.

Always give more than you expect to receive (Robbins). The secret of living is giving. Give first. If you're just accumulating money for you, to lord it over your kingdom, you are not really a success, don't really have power, nor true wealth. Think of success as a process, a way of life, and a strategy for living. Then use your power in a responsible and loving way. Re-invest money regularly as an expression of your mission to make the world a better place and to make yourself the master of money, not its slave.

The Integrity Principle: Wealth is built as we develop our character, integrity, and learn to use the power of Congruency.

Integrity Integrity is saying what we will do and doing what we say. Integrity means a strong and steadfast adherence to our principles, a strong sense of ourselves and our value, undivided in our passions. This generates the gestalt of a larger sense of wholeness and soundness in mind and body. The Benefits of Integrity: • A peace of mind and sense, "I'm doing my best," • "I can rest in my actions as sufficient, that I don't have to worry about the past catching up and finding me out!" • When we align ourselves with our highest beliefs and values we develop the personal power of Congruency.

How to develop Integrity: 1) Be mindful of what you say. We need to elicit and clarify how our own understandings about our values and beliefs play a significant role in engineering sales excellence to build in ourselves confidence, power, and presence. 2) Do what you say you will do. "Your sense of self and congruence are more important than all the presentation skills you could learn, useful as these are. Congruence and a sense of self are products of knowing your values and your purpose..." (O'Connor and Prior, p. 107) 3) Make yourself accountable to someone. "If you do not have a good relationship with yourself and your work, no amount of skill training will compensate. ... Congruence is that state of alignment when you believe in what you are doing and your body and mind are working towards your goal." (p. 127) 4) Look for feedback. Keep an eye on your actions in order to develop a consistency of your actions with your words. How do millionaires think that differ from non-millionaires? Stanley (2000) found that they think and examine themselves in terms of their self-integrity. They said that they focus on such things as being honest with all people (integrity), applying self-control (discipline), getting along with people (social skills), having a supportive spouse, and working harder than most people (p. 11). These are all facets of what we call character. "What kind of businesses do millionaires own? All kinds. You can't predict if someone is a millionaire by the type of business. After 20 years of studying millionaires, we have concluded that the character of the business owner is more important in predicting his level of wealth than the classification of his business." (p. 228)

Stop trying to balance them. Instead make your work more pleasurable. For millionaires, work and pleasure are one and the same. I'm always looking for ideas and inspiration that I can adopt. Create an integrated lifestyle. Integration rather than balance.

EDITING A WEALTH CREATION MOVIE Imagine the you for whom building wealth in the ways important to you is no problem... see, hear, and feel that resourceful you fully and completely. Where would you like to use this creative image? With whom? When?

1) Identify some trigger or cue that sets off some old response that you don't like and which does not serve to enhance When? Where? With whom? What Trigger

2) Create and edit the masterful you for whom no problem or challenge in building wealth would be a problem. Describe this folly and completely. Imagine it in vividly so that it feels compelling. Design the compelling image of the masterful you as someone who knows and can handle the everyday tasks involved in building wealth. Juice it up so that it becomes more and more compelling and attractive.

3) Clear the screen of your mind— And beginning with the old cue image that evokes the old unenhancing response In the middle of the picture, shrink down the picture of the you who is a wealth creating pro until you see it as a tiny dot in the middle of the other picture. Now let the cue picture fade out and move back and as it does, let the masterful you picture quickly and immediately swish in to fill the screen of your mind. Do this in the time it takes you to say, Swish!

4) Swish to this new self image repeatedly Repeat this process 5 times Make sure that you clear your internal "screen" after each swish. Go only from the problem to the Resourceful Image. This will directionalize your brain.

5) Test this by thinking about the old trigger What happens? Do you naturally and automatically swish to the resourceful and masterful you Image?

INSIDE OUT WEALTH PATTERN The heart and core of wealth is a rich mind and heart full of ideas that can solve problems. Wealth is not money, money at best is only the external sign of wealth. To develop your engine of wealth, we first become wealthy within.

1) Access a sense of "value" and valuing. What do you value? What do you appreciate as valuable and precious? Is there anything really, really important to you? What? What evokes a strong sense of the value of something? As you think of that and experience the feelings of valuing... what's that like? What else allows you to experience valuing? As you recall these, keep amplifying this state until it is a 9 on a scale of 0 to 10.

2) Apply this state of valuing to "self" As you feel this state about yourself, and apply to self, what does it feel like when the gestalt of self-value, selfworth, self-esteem emerges. "I'm important!" "I count!" "I deserve to have the good things of life."

3) Apply to your powers of response. Notice what happens when you apply this to your thoughts-feelings and speech and behavior. What gestalts emerge when you do this? Let it emerge as an appreciation of your talents and skills, "I can contribute! I have much to contribute." Notice your sense of creativity, that you have a rich mind-heart system, that there's much abundance.

4) Use this valuing state for your work and the whole of life. Scan your world of work with valuing in mind and notice how that transforms things. Install the words, "How can I add value here? If this was my business, what could I do that might make it more valuable to the customers, to my fellow employees, to my boss, etc.? What problems can I find and how can I bring my internal richness of mind-and-emotion to find solutions?

5) Add sufficient supporting frames. What belief would support this? What intention, decision, understanding, etc. would support this? [Add in belief frames about abundance, creativity, opportunity.]

6) Future pace and quality control As you imagine taking this into the days and weeks to come, are all parts of your mind-body system aligned with this? Do you like this? Are you ready to do this? Are you really to allow this to increasingly become your program in the future?

7) Commission with your executive frame of mind. Will the executive part of your mind take responsibility to make this yours?

THE OTHER OR RELATIONSHIP MATRIX Creating Rich Relationships When Napoleon Hill modeled the secret of wealth accumulation and discovered what he called the Carnegie secret, he said that he found no quality save persistence in those who had accumulated vast fortunes. "... persistence, concentration of effort, and definiteness of purpose, were the major sources of their achievements." (p. 164). But he did notice the power of a master mind group for reshaping one's character. He sought to imitate the nine men whose lives and life-works had been most impressive to him. "These nine men were Emerson, Paine, Edison, Darwin, Lincoln, Burbank, Napoleon, Ford, and Carnegie. Every night, over a long period of yeas, I held an imaginary council meeting with this group whom I called my "Invisible Counselors.'" (p. 215) "I studied the records of their lives with painstaking care," he said and identified with them until they became "apparently real" to him. This describes the power of having mentors (real or imagined) as well as working with and through colleagues and merging our mind with the minds of others to coordinate effort and knowledge, in a spirit of harmony. Do this to multiply your brain power. Carnegie "attributed his entire fortune to the power he accumulated through this 'Master Mind.'" (p. 170).

People We build wealth with and through others. This makes communicating and relating, which are actually the same thing, so critical. To the extent that creating value involves letting people know about what we have and can offer, we have to work with and through people. This means communicating and relating. This means making accurate judgments about people, reading them, gaining rapport, creating win/win arrangements, collaborating, working together, etc.

Communication skills: Leveling, asking, negotiating, selling, influencing. These skills begin with the ability to just ask for what we want in a forthright way and the form the foundation for the ability to negotiate from a Win/Win orientation. Elicit the kind of states in others that enables them to hear and positively respond. Basic rapport skills that create connections and receptivity

i

Asking to create a Win/Win Negotiation. 1) What do you want? Why do I want that? What will it give me? How do I think I want this? What other ways could I receive this? 2) What is the best state I need to be in to start the communications? Menu list: Caring, pleasant, relaxed, harming, empathetic, listening, excited, etc.

Negotiation Principles: Everything is negotiable and the best negotiations are always win/win. My power to negotiate is my ability to add value.

3) What does the other person or persons want? Inquiring to discover by asking outcome centered questions, listen with a third-ear for the other's wants, values, dis-values, meanings, emotions, thinking patterns, etc. 4) Engaging in an appreciative dialogue to co-create a workable arrangement. Is there a fittingness between us? Can we co-create a win/win relationship? What will it take? What will we each obtain from this? What else could we create? What questions have we not asked that might create even something more valuable? 5) What value can I give? The Cooperation Principle:

We build wealth through cooperating with others, networking, finding mentors, being mentors, etc. Those who succeeded in becoming wealthy: They became increasingly noncompetitive in attitude over time. The longer they stayed with their passion, became less competitive with those with whom they worked. They became more cooperative and adopted a win/win attitude (Blotnick). Support Group: When we operate from a win/win attitude, it's easy to be supportive of others: able to celebrate in their success, experience empathy (take second position to another). Resist the temptation to think in terms of scarcity. That leads to competition, greed, grabbing, putting others down to feel higher, etc. Mentors: Get a mentor and then become a mentor to give out of your own abundance and richness.

Networking We do better in any domain of effort within which we seek to achieve excellence when we have others who are like-minded and supportive. The social support that emerges when men and women of like mind, get together for networking, brainstorming, encouragement, accountability, etc. provides yet another frame that supports us. Objectives in Networking: 1) Encouragement for the tough challenges. 2) Accountability, Who can I appoint to hold me responsible? Who will I give permission to ask me accountability questions so that I can stay on target? What are your goals? Have you completed your Wealth Building Plan? Have you updated it this month? What have you done today to act on your plan? What other ideas do you have for putting this idea into action?

3) Brainstorming: for increasing your brain power. There's synergy when mind acts upon mind in a context of acceptance, playfulness, exploration, curiosity, etc.

Accountability To Whom Have You Made Yourself Financially Accountable?? Are you willing to find and create a support group to keep yourself on track with your wealth creation plan? Do you have someone who you know is on your side regarding your plan to become financially independent? How are you doing this week? How did you do this week on keeping to your budget? How well did you control your spending? Did you practice frugality this week? How? What will you be doing next week to increase your best states for creating wealth? Did you save 10% this last week? How did you work on becoming richer inside? What action plans are you working on?

THE TIME MATRIX Creating Plenty of Time "Thinking to get at once all the gold the goose could give, he killed it, and opened it only to find— nothing."

Aesop "Being rich isn't a passive state. Ultimately, time is more valuable than money, because if you run out of money, you can start over agin. But when you run out of time, there's no starting over.... Billionaires never wish away the minutes; life's just too good to wish it away. Be present in time, fully engaged." (Donald Trump)

The Stages of creating wealth: The best attitude for solid, quality, and lasting building wealth is to think in terms of building wealth in a decade. Doing this leads us to recognizing the natural steps and stages in wealth building and to ask the strategic question: "Where am I in the ten-year wealth building process?"

The Stage Principle: Wealth is best built in stages; it is not built in a moment or overnight.

Srully Blotnick, Ph.D., Getting rich your own way (1980), engaged in a study that followed 1,500 people in 1960 who wanted to get rich. In spite of losing a third of the people over the years, 83 of the remaining 1,057 became millionaires. He and his associates then interviewed more than 200 multi-millionaires to discover the secrets of becoming wealthy. He wrote his conclusion in these words: "We are not going to make matters worse by telling you we've found a secret formula that will make you rich overnight There is no such thing, though we know plenty of people who've gone broke looking for it. What we are about to describe might be labeled a 'get rich slow' technique. But it works. And nothing else does." (p. 15) His research and longitudinal studies led him to sort out two key stages in wealth

building: • •

Stage I: Profoundly Absorbed Stage: The stage where you make your investment in yourself. Stage II: Investment Stage: The stage where you begin taking the money and capita] and investing it.

Robert Allan sets forth a four-stage process of getting started, creating capital, investing capital, and then protecting capital. This basic format suggests the metastrategy of thinking long-term. "You won't achieve your financial goals if you don't behave like a longterm investor." (Clements, 1998, p. 152) Dent (1998) recommends using buy and hold strategies to stay invested in

fundamental bull markets. Build wealth by systematically investing in long-term trends (p. 284). To risk in highly predictable markets is not being in the market, but being out. Machig and Behrends (1997) say that patience and compound interest are two key factors that are essential to building wealth, two factors that involve time and a longer-term perspective. The wrong game to play is the "Get Rich Quick" game. Refuse it. We see this in the lives of lottery winners. The great majority are not able to keep the money and are often personally devastated by their own internal unpreparedness to handle the responsibilities that money brings them. The Stages of Wealth Building There are different games plans for different stages. You want to build wealth and free yourself from working for money, do you not? Then make a plan to use as a map to navigate you to financial independence. Along the line you have developed and will continue to develop the necessary financial Intelligence, financial integrity, and follow-through to make it happen, will you not? Do that by accessing your own top ten wealth creation states to support this process. Among those is the state of patience. Patience? Yes. Wealth building involves steps and stages and occurs over time. Think of it as "Wealth in a Decade," to create a wealth building orientation that's a life style. This brings about another shift, from focusing on the end product to enjoying the process. Making this shifts refocuses us on knowing and learning how to enjoy this day and every activity and feeling and being richer in our thinking, emoting, being, and doing. Paradoxically, this makes our contributions more valuable. Stage I: Getting Out of Debt Stage The first thing to do, get rid of all debt. Treat indebtedness (i.e., school loans, loans on liabilities like car, boat, etc., credit cards, etc.) as your sworn enemy to financial stability and independence. Go into battle against it to defeat it. Eliminate all debt and only use debt, like that on a home which truly benefits your long term investment. Spend less than you make; or, make more than you spend. Credit card debts are some of the worst kind of debts, especially if you are carrying balances over month to month, and especially if we are carrying debt on life style items. That is the Game that the financially strapped play. Stop it immediately. The principle is that debt prevents us from becoming financially independent. How do we defeat debt in our lives? Use all of the self-discipline, habits of frugality (squeezing all the joy out of the stuff that you do have), commitment to our long term goals, etc. The preparation here enables us to begin to think like a millionaire as we learn to resist being defeated in the game by impulsive spending, inability to resist immediate gratification, making long term plans, developing the willingness to save and build capital, etc.

How do we get Out of Debt? 1) Make the commitment.

The first step toward building wealth is to make a commitment to get rid of all debt. Typically, our debt makes others rich. If debt is consuming your time, energy, and creativity, you need first of all to aim to first reduce and then eliminate that debt.

2) Become aware of your debt. How much debt do you have? Do you even know how much debt you have? Track what you have coming in (income) and going out (expenses) so you clan set a budget to keep expenses down.

The Debt Principle: To build wealth, get rid of our debts and only accept those that are true investments.

3) Discover the Money Game of Who is indebted to whom? The more people you are indebted to and that you have to pay, the poorer you are. That's how the Game works. The principle about debt is that if you take on debt and risk, you should be paid for it (Kiyosaki). This is good debt; "bad" debt is what deletes all your resources.

4) Refuse all impulsive spending: Refuse to impulsively and unthinking spend.

5) Look for bargains. Decide to look for bargains, to spend intelligently, to use coupons, etc. Refuse to let snobbery dig a grave of debt for you. Refuse to be seduced by promises of "Low Payments." Pay off all credit cards, refuse to live "on credit."

Step II: Creating Your Inner Game of Wealth In the beginning stages, we need to evaluate, study, and prepare our wealth creating states, develop our skills, acquire knowledge about finances, wealth, work, economy, etc. Here we learn the Game, how to play it, the rules of the game.

The Multiple Streams of Income Principle We begin to build wealth through establishing a source of income that we can then use to save and build capital.

Stage III: Engaging the Translation from the Inner to the Outer Game This stage may last for 5 or 10, even 15. Think of it as wealth in a decade. This enable us to access the wealth building states of patience, persistence, commitment, and long-term planning. If we don't do this, then our game plan can easily be sabotaged and defeated by impatience and "get rich quick" thinking. In this stage we concentrate our forces and energies (skills, talents, focus) on one thing. We focus on the expert skills crucially for winning the game. We don't diversify but concentrate on becoming an expert, investing ourselves fully, increasing the value of what we do, etc. We find our passion and fall in love with it. We live, breathe, and nurture it.

Part of my ten-year wealth building plan is to buy one investment property every year for ten years. To support this, I have a plan for staying-power, I have developed a fund sufficient for the monthly payments of each property for 3 months. To develop that, I used the game plan of frugality as a life-style principle. It helped me with the disciplined saving so that I could then feel totally confident. Here we follow the wealth creation principles that we've committed ourselves to. Invest only and always in "assets" (things that put money in your pockets) and not in "liabilities" (things that demand that you pull money out of your pockets). Stage IV: Getting to the Right side of the Cashflow Quadrants The day that money begins working for us is the day we move from employee and/or self-employed to owning a business or investing. Throughout the first stages, we work for money. Now in this stage, money begins working for us.

Our passive income, our multiple sources of income, our reduction of debt, frugality, investments, accumulated interest, etc., has all worked to put us in the place where we have become financially independent. This is not a description of how much money we have, it's a description of the fact that we don't have to go to work to live. We are independent of depending on working for our basic lifestyle. Your money is now working for us giving us the lifestyle we want and the freedom to explore, contribute, and be according to our personal values and visions. It began with the initial stage where we developed a plan, put your plan into action, and took the effective actions, day after day, week after week, year after year. Over the years of the inner game stage, we developed the mechanisms that has now gotten our wealth building off the ground. With that, our money has begun to experience an accelerated growth. During years 5 to 15 we automatize the processes so that the money works for us. In this stage we need continual vigilance, increase in our business sense about the economy, finances, markets, trends, taxes, etc. Becoming business smart is an essential part of long term wealth building. We build systems and businesses that have a life of their own, that contribute to the world, that enrich people, and that bring in money while we are not at work, even when we are on holiday. Stage V: Financial Independence By this stage we have made it. We have become wealthy. Now we shift to a different mode, to the maintenance of the wealth. Having becoming financially independent, perhaps even abundantiy wealthy, the time will come to jettison all of our debts, consolidate our financial resources, diversity our savings and investments, and shift to thinking in terms of safety and protection. This will enable us to let the money protect us in the remaining years.

In this stage we plan how to use our money to leave the kind of legacy that will support the values and visions that we have lived for. We can do great damage to our children, grandchildren, friends, and relatives if we do not manage the transfer of our wealth to them. Intelligence in handling this stage is called for just as it was called for at the beginning. Patience with the time-element and the processes enables us to move here. Such patience is the willingness to wait until the fruits of our labors come. We give the processes that we set up time to grow to fruition. The sustaining power for this

stages is a calm and relaxed mind under stress and the power to calm ourselves. As a summary of Stage I and II in Blotnick's Strategy for Building Wealth: • Stage One: Those who ultimately became rich were profoundly absorbed by a particular activity. Thanks to the fact that they were so caught up in it, they accidentally persisted in doing it, and hence eventually excelled at it. • Stage Two: They became investors, because the activity they excelled at produced more income than they could invest in themselves.

"What characterized developing millionaires is that they unintentionally proceeded from Stage One to Stage Two. What characterized people who failed was that they intentionally tried— repeatedly—to go from Stage Two to Stage One. Few ever made it out of Stage Two. Are you surprised that they were—and still are so frustrated, anxious, and annoyed?" (Blotnick, p. 51)

TIME FOR A CHANGE PATTERN How you choose to allocate time to something is an important message about what matters to you. Integrity arises when what you say matters to you and the time you devote to the activities that manifest your dreams are congruent. How do we create time for the changes that we want?

1) Identify an important goal (Meaning) What's important to you that you want to do and know it's important, but don't' seem to get around to doing? What change do you want to make? What goal do you want to create time for in your life, even one which may be hard or challenging?

2) Index the Change (Intention about Time) How much time would you ideally like to devote to this goal? How often? Daily or weekly? Minimally? Maximally? How long of a time? How short? Are you doing it now? To what extent? How much time do you actually devote to it? What are the numbers? How much time would you typically allocate to it?

3) Identify your Intentions. (Intention) Why do you want to make this change? What will this give you? How important is it? Do you have a big enough "Why" to do it?

4) Access Resources. (Power) Do you know how to do this? Do you have a strategy? The skills? What are the 3 most critical resources you need to be able to pull this off? What is the 1 or 2 other resources that may not be critical but would flavor the quality of your experience in a new and unique way? What frames would you have to have in order to experience the integrity to do this? Have you made a commitment?

5) Access Self Frames. (Self) Who do you need to be to make this happen? What shifts in your self-definition do you need to make? What resources for your self-definition, self-esteem, identity, and so on?

6) Access Intentionality and Time. Do you really want this? How much do you? Do you want this enough to devote the minimum time? Can anything now stop you?

7) Confirm and Solidify. What is it like when you put this into your immediate future? Are you aligned with this? Do you like this? Will you do this? Will your executive mind take charge to make this happen?

THE WORLD MATRIX Bringing Abundance to the World "If you expect your money to take care of you, you must take care of your money. (Orman, 1999) There are as many CEOs living paycheck to paycheck as there are secretaries. Machtig and Behrends, (p. 35)

The World Matrix: What worlds or domains will you be navigating as you create wealth? Among them will be: 1) The Financial World. 2) The Business World. 3) The specific World wherein you create and add value.

THE FINANCIAL WORLD How does the world of finances, saving, budgeting, investing, business, creating wealth, marketing, creating alliances, etc. work? To navigate this territory, we need well-formed maps about such.

Capitalizing on our finances through budgeting, saving, frugality, planning, increasing sources of income, etc enables us to build capital. You can not build wealth if you are spending impulsively, up to your neck in debt, and unable to master your finances. Financial self-control is an essential step in order to build a system where money can work for you instead of you working for money.

Economics 101: How does wealth arise? What produces it? In a capitalist market driven economy, we must produce products and services of value that individuals and groups want and pay for. To make money work for us, we have to save up some capital and then begin to intelligently use that capital to build ongoing resources that allows the money to work for us. Your ability to create wealth has much less to do with how much you make, with your income, than with how much you save. Salary is probably the poorest indicator of financial success. So refuse to be seduced by salary. The question is: How much dp you save? 10% of each paycheck? "Everyone wants to earn a million dollars. Each of us for different reasons—but we all need money to achieve our goals and dreams. How do you get the money? By living and executing the three principles of wealth building: 1) You earn money by building a strong self-belief system. 2) You earn money by being better than the rest.

3) You earn money by having answers that others don't (p. 240). "Why do so few people rise to the top? Because they are unable to synergize superior personal skills with the flexibility to adapt to the everchanging facets of their job in conjunction with company and family." (Jeffery Gitomer, 1998,231)

Taking responsibility: Is it your boss's job to make you rich? Or does he just provide the paycheck for your work? Isn't it your job to make yourself financially viable, independent, and rich? This takes self-discipline, awareness of income and expenses, willingness to budget, to not over-commit onself to expenses and to wait until we have the money. Machtig and Behrends: There are as many CEOs living paycheck to paycheck as there are secretaries. (p. 35). If you are carrying credit card debt: Start today by cutting up your credit cards. Develop good money habits for a solid foundation of money and investment savvy.

Saving: "All the planning in the world isn't worth squat if you don't save. You won't have anything if you don't save. Refuse all of your excuses. The grim reality is, many folks never become serious savers. They squander money and time on purchases they don't ever remember." (Clements, 1998, p. 17).

First, track everything you spend to discover your spending habits so that you can take control of them. For most people, this is usually an eye-opener. Save at least 10% of your pre-tax income.

2) Pay yourself first If building wealth is a matter of how much we save and invest, not how much you earn, if we do this, we will become relatively rich. Yet few do this. Few exercise the discipline to do it. Pay yourself first: write a check to your own Investment Plan.

3) Only let assets buy luxuries. 4) Create a rainy day fund for liquid funds. This will give you a sense of security and peace of mind. You can always find an excuse for not starting your Savings/ Investment program. Just do it. Do it systematically: regularly on the first of every month.

5) Track your expenses. To be able to spend less than you make, you have to know how much you spend and on what. Many of us amble through life with absolutely no idea where the money goes, and never think of tracking our spending habits for a few months to see how we spend." (p. 33). We can't control what we don't know or monitor. Do you have your spending under your control? If not, then make that your first priority! Until you control your spending, you will probably fall victim to thinking that you need to get more and more. Track every dollar you spend: discover your patterns of consuming and

waste. "Most people who build wealth in America are hard working, thrifty, and not at all glamorous. Wealth is rarely gained through the lottery, with a home run, or in quiz show fashion. But these are the rare jackpots that the press sensationalizes. Many Americans, especially those in the under accumulator of wealth category, don't know how to deal with increases in their realized income. They spend them! Their need for immediate gratification is great." (Stanley and Danko, p. 29)

Income: It takes money to build financial wealth and that means having and/or creating some source of income. We have to start somewhere and the best place to start is where you are. Do something. Get a job. Find something you can do that adds value and that has market value.

Where you are in terms of the Cashflow Quadrants? There are four quadrants from which we can receive income. Generally it is most desirable to operate on the right side of the Quadrants, in the Business and Investor sides. If we want to build wealth aggressively, the sooner we move to the place where we stop working for others, the better. If you want to build wealth while maintaining your job, and while keep the so-called "security" of that income, then aim to build other sources of income outside your work hours To move from the Employee and Self-Employed side takes financial intelligence, a plan, courage, and the willingness to invest yourself to do so. Kioysaki teaches this through his books and his board game, Cash Flow. This introduces us to the Financial Independence Game that depends upon developing passive sources of income that exceed our expenses. There are two ways to do that: 1) Develop and increase our sources of passive income and 2) Reduce our expenses.

Increasing our Income— How do we do that? There are many ways to increase our income. Use the following to begin stimulating your thinking about this. Access a state of playful creativity for brainstorming ideas. Chase all judgment away when you do this. 1) Write down on a piece of paper ten of your favorite activities. 2) Pick the top three of these that you would like to be paid for.

3) Make a list of ten ways to provide some service or to create some product. Are you willing to do what it takes to make money from the things you love to do? 1) Find a way to give it away for awhile. Volunteer your services to get experience. 2) Do it as a hobby. 3) Turn it into a side business out of your home.

Increasing your income if you work for someone else: 1) Assume for the next week that you own the business, that it is yours, and walk around considering all the things you would do to improve things. The Multiple Sources of Income Principle 2) Offer your ideas to your boss, supervisor, or We build wealth through establishing a source manager. of income from which we can save and build 3) Ask permission do whatever needs to be done. Take on smaller tasks. capital and from which also we can expand to 4) Spend one week looking at things from the multiple sources of income. perspective of efficiency: how could I make things more efficient? Start with your own tasks. 5) Release all anger, bitterness, resentment, and offer the very best attitude and spirit in your work for one month. 6) When you are at work, work all the time you are there. 7) Come in and give 10 extra minutes.

Increasing your income when self-employed: 1) Recognize and appreciate that you are self-employed. Chase away and refuse any negative attitudes about that. Write down at least 10 values and blessings for being self-employed. 2) Take complete ownership of your business and skills. 3) Create a frame of mind to search for more ways to add value to your customers. 4) Learn how to sell yourself more effectively.

Financial Intelligence • •

How well developed is your financial intelligence? What do you need to know or learn about finances?

The Financial Intelligence Principle:

Clason (1926): Become wise in "the ways of gold." Prove that Wealth is built as we develop our financial you are capable of handling it. Put away 1/10 of your earnings. Find a profitable employment. Invest it cautiously, get smart intelligence (F.Q.) about your business, avoid tricksters and schemers. (p. 63) Seek wisdom before money. Fanciful propositions that Why? thrill like adventure tales will come and tempt you to Because "A fool; and his money is soon parted," endow your treasure with magic powers. Know the risks that lurk behind every plan. "Because I learned these five laws in my youth and abided by them, I have become a wealthy merchant. Not by some strange magic did I accumulate my wealth." (p. 67). Instead of seeking out some strange magic — learn the structure of the magic of wealth building, i.e., the laws and principles that truly govern it. "They are not secrets but truths which every man must first learn and then follow who wishes to step out of the multitude..." (p. 70) The rich learn financial literacy. The real wealth is intelligence— intelligence solves problems and produces money.

Ebony asked prominent black achievers to speak in the series, "If I were Young Again." Paul R. Williams, famous architect said: "Whatever one does as a profession or livelihood, he should endeavor to read the current magazines pertaining to his work. One must keep pace with progress and what the other fellow is thinking and doing. In order to do this he must read-read-read!!! He should strive to become a specialist and not just another architect, engineer, or salesman." {Ebony, 18:10, August, 1963, p. 56) The Financial Intelligence of Wealth Creation:

Accumulated Interest: Do you know about the value and importance of accumulated interest? $1 a day saved will grow to over $215,000 over 43 years at 10% interest which then provides $1400 a month income at retirement. $5 moves that up to more than $1,000,000.

Rate of Return: Money must multiply at wealth-producing rates of return. Think then in terms of high rates of return.

Specialized Knowledge "Successful men in all callings never stop acquiring specialized knowledge related to their major purpose, business, or profession. Those who are not successful usually make the mistake of believing that the knowledge-acquiring period ends when one finishes school." (Napoleon Hill, p. 79).

Business Ownership: "Ownership of a business is the base upon which most people become independently wealthy." (Stanley, 2000, 107). "Most millionaires who take risk do many things to increase the odds of winning... they own and invest in their own businesses, the find the right niche, they do a lot of

homework before investing, they love their career or business. (160-162) Find a Niche: Millionaires are "nichers"—they specialize and so have little competition. (189). Prudent Investing: Money is of a prolific, generating nature. Money can beget money, and offspring can beget more." (Benjamin Franklin). Balance risk and safety according to your personality and circumstances. Know your own risk tolerance. Risk at levels where you can stay relaxed and mentally calm. Take the emotions out of investing systematically, find an objective financially advisor. Align your real estate with growth trends. Never sell in corrections. "

Taxes Taxes and penalties can eat up our income and capital. To avoid this we need to develop F.Q. about taxes and tax opportunities. Aim to minimize your realized (taxable) income and maximize your unrealized income (wealth or capital appreciation without a cash flow). Use your financial knowledge to understand how to take advantage of tax benefits. Keep expectations well-adjusted to tax reality (Allen).. Don't count your dollars until they have passed through the strainer of taxes and inflation. Recognize the role of both taxes and inflation in your wealth building plans and take effective actions to legally reduce taxes.

Donald Trump (2004) "Here's something else about God that any billionaire knows: He's in the details, and you need to be there, too." (p. xiv) You have to be insane about the details or the whole enterprise will fail. (p. 33)." Business Intelligence manifests our growing financial and business intelligence and extends our capitalizing. We have to "watch the store." This means become business smart about the field, laws, taxes, contracts, selling, marketing, cooperating, negotiating, building a support team, and meta-detailing the everyday details. Knowledge is only potential power. Knowledge only becomes power when it is organized into definite plans of action, and then implemented. An educated man is one who has so developed the faculties of his mind that he may acquire anything he wants. Those who succeeded in becoming wealthy were willing to handle both the nobler and pettier aspects: They did the "dirty work," the trivial details and minor tasks—they didn't think anything connected with their work as "beneath" them. "It will distress many to realize it, but work is 95 percent details. Far from being appalled by that fact, those who became millionaires either delighted in the details or (more often) never noticed them at all. Since the pettier aspects constitute so large a portion of each day's work, in dismissing them with a sneer you may find your life has become empty." (Blotnick, p.85)

Meta-Detailing: Handling details from a higher or meta-perceptive. Meta-Detailing enables us to balance the nobler and pettier aspects of work so we don't discount anything as "beneath" us. Without this skill: easy to become scornful of small details. Blotnick: "Those who found the minor details of their work a major annoyance did not persist, and became wealthy significantly less often." (p. 61) The single greatest obstacle people had in finding work that they enjoyed—their own snobbery. They would not do work "below them." The loss of status (in their minds) was too important for them. (241). "What will people say?" Their snooty stance based upon a question which frightened them. Snobbery accumulates little by little and then takes away our freedom of choice.

META-DETAILING GAME In this game we take great ideas and detail the specifics to create our action plan of what to do to actualize great concepts. About Hill, Empire Builder of the Northwest (1996), "His genius lay precisely in his ability to master details while fashioning broad vision and strategy." "Good fund managers have to be able to immerse themselves in minutiae one moment, zoom out, and look at the big picture from thirty thousand feet, then dive back into the details again." (Fortune Mag. Dec. 29,1997, B. O'Reilly). This Game gives us the ability to combine and synthesize both inductive and deductive thinking, perceiving the whole and the specific details. We can think in global ways and specifically. We can zoom in on a picture and zoom out. We can foreground a sound or sensation and background others. We can chunk up to handle larger units of information and to get a larger perspective as well as chunking down to very small and even tiny bits. We can use the precision language model (the Meta-Model) and pull apart a linguistic model of the world. We can also use hypnotic language to construct new enhancing realities. Putting these facets together, we facilitate a new synthesis and distinction. Synergistically a new gestalt emerges, meta-detailing. The Heart and Essence of Genius lies in the Meta-Details • What can a person with expertise in a particular field do that the regular person typically does not do? • What distinguishes a genius from the lay person?

A genius sorts for, pays attention to, and recognizes details from a meta-position. Whether trained or natural, the genius recognizes and operates from some meta-pattern or principle which empowers him or her to see, hear, and sense the richness of details. We call this Meta-Detailing. Meta-detailing refers to the gestalt of small chunking from the perspective of the large chunk. It involves seeing, hearing, discerning and differentiating crucial details using meta-level frames.

The Power of Meta-Detailing Meta-Detailing gives us the ability to see the big picture and to zoom down to take care of the necessary details. In this way, we do not get caught up in or lost in the details. We operate from a higher sense of where we stand with things, what we are doing, why we are doing them, what we seek to achieve. This keeps our work with details clean. Otherwise we might forget where we are and what we're doing. Otherwise we might go off on tangents and side-alleys and get lost. Otherwise, we would not be able to discern a trivial detail from a critical one. In this way, meta-detailing enables us to stay focused, directed, insightful, and persistent. It enriches our abilities to make decisions. Having a higher sense of how various details play into the larger picture enables us to operate from an almost intuitive "knowing" about what is truly important and what is not. Meta-Detailing saves us from living in the clouds with great plans and tremendous visions, but without the practical knowledge involved in how to take care of the details. Visionaries suffer from this one. They can develop "a bad relationship" to details. The person who says, "I'm a global person; I don't do details." will also be a person who probably will not develop expertise and excellence in their field. Meta-Detailing Supports Patience and Persistence In the domain of wealth creation, Blotnick (1980) noticed how a poor relationship to details undermines a person's ability to succeed. Such an attitude typically arises from some other attitudes and states (impatience, greediness, dislike of work, etc.) that further undermine success. "His intense desire to be a wealthy executive made him scornful of small details of any sort. 'Why should I have to deal with this sort of crap?' he asked exasperatedly. Unfortunately, petty details are an essential and abundant part of every aspect of business. "Their existence therefore isn't the real issue. Your response to them is. You can make a mountain out of any molehill, if you want to. And what we discovered is that someone is likely to do precisely that if they don't

happen to like their job. In fact, the more they disliked it, the more resentful they are likely to be about its petty details. To put it more positively: people who enjoy their work usually didn't notice the many details connected with each task they had to attend to." (p. 60) By way of contrast, he spoke about some of the meta-frames of values, beliefs, understandings, ideas, decisions, etc. that would enable and enrich the details. "It gave Rita enormous satisfaction to do her job well. In a business in which even minor errors may look major to customers, Rita enjoyed seeing quality work produced. 'We don't always do it flawlessly,' she said, but she was indeed prepared to try." (Blotnick, p. 61) His found that those who found the minor details of their work a major annoyance simply did not persist, and so they became wealthy significantly less often. "Neither focusing solely on the details nor ignoring them altogether is wise. Something in between is obviously called for. And strangely enough, the people who accidentally located that Golden Mean were those who profoundly enjoyed doing their work. Their absorption in it also allowed time to pass far more quickly than it did for others." (p. 68)

DETAILING BUSINESS SUCCESS 1) Identify 3 to 5 principles that govern success, excellence, expertise, or genius in your business. What do the experts in your field know that give them their competitive edge or expertise? What principles, concepts, understandings enrich and enhance their performances? What frames of mind are involved in these or are presupposed in these? What higher frames make up the rules in their game?

2) Fully express-one of these principles. Write it out in full until you have a clear expression of it. Be precise to make it with such crystal clarity that it immediately makes sense to someone unfamiliar with your field. Rewrite it until you can describe the principle with both clarity and succinctness. Rewrite again until the clear and succinct statement feels compelling to you.

3) Step into the state that the principle evokes. As you read and feel the principle that you've clarified, made succinct and compelling, see, hear and feel it. Experience it fully in the context of your work. Identify one specific behavior that corresponds to this principle—that enables you to express the principle through that behavior. The behavior would fit and be congruent with the principle. Repeat until you see-hear-feel 5 to 10 details that give flesh-and-blood to the principle.

4) Step into the details fully and as you experience them, go meta to the principle. From within your vivid imagery of the detailing, shift upward to the governing principle that drives and organizes this detail. Open your eyes and ears to experience your world from the meta-level of the detailing. Repeat several times.

5) Enrich with resources and future pace. What resources do you need to make these details more important, memorable, and compelling? What resources would enrich you so that you are the kind of person who takes care of these details?

THE BUSINESS WORLD • • •

What's involved in business, in creating a business, running a business, and maintaining an efficiency business? What's a business plan? What's a business model?

Selling It's a myth, pure and simple, that if we have something of great value, the world will somehow hear about it and beat a path to our door. It doesn't work that way.

We have to sell We have to find or create a market for what we offer of value. Not only is this a prerequisite for building wealth, all of us already are involved in selling anyway. As an employee, we sell ourselves to an employer to hire us, give us raises and promotions and to believe in our value. The question is not whether we sell, but our skill level, mindfulness, and focus on improving ourselves in this area. As an employee, you have a customer. We all do. We have customers that need to be persuaded, sold, influenced, and treated with top-notch customer service. 1) What do you sell? And what else? 2) To whom do you sell? Who are all of your customers and clients? 3) What market are you selling within? What other markets could you expand to? 4) What is your unique selling point (proposition)? Why should they buy from you? What do you have to offer? And what else? 5) How skillful are you in marketing, selling, and influencing? How much fun do you have in doing so? How much more fun, charming, playful, and resourceful could you make it? Are you willing to improve your skills and attitude in this area? What do you need in order to do that? 6) What are you products and services? What are the key features that you have to offer? What are the benefits and meta-benefits of those features? Kiyosaki(1996): "Diversification" is the investment strategy for "not losing." It is not an investment strategy for winning. Successful investors to not diversify. They focus their efforts. (43). We believe that a policy of portfolio concentration may well decrease risk if it raises both the intensity with which an investor thinks about a business and the comfort level he must feel with its economic characteristics before buying into it. Don't diversify. Concentrate all of your eggs in the right basket during the first stage of wealth building (Allen).

Entrepreneurship An entrepreneur solves problems for people at a profit. An entrepreneur is proactive, responsible, and has a focused belief in self and some passion with a commitment to make it happen. An entrepreneur looks for possibilities for his or her talents and skills and is willing to take a risk. An entrepreneur is not emotionally dependent on money, but trusts in his or her mind and wits. The entrepreneur believes in creativity, possibilities, that loves a challenge, loves to play/work hard, and thinks long term. Even the brightest people will never see an opportunity staring them in the face—if they're not structured for it. (Stanley, 222). Seeing and Seizing opportunities as an entrepreneur. Inside-out wealth involves seeing solutions to problems and seizing market opportunities for adding value. From there we develop the higher levels of our mind for seeing beyond and behind what's in our eyes to possibilities and opportunities. That then allows us to build the gestalt state of seizing opportunities that are just right for us. To become a true capitalistic living in a capitalistic society surrounded by opportunities, we have to take advantage of the economic system we live in. This means taking our money and using it as capital and that necessitates seeing what doesn't yet exist. (Robins, 1986). "'Seeing opportunities that others do not see' was also rated as being more important by more millionaires than 'having a high IQ/superior intellect.'" (Stanley,. 2000,62). The sixth sense of seeing opportunities that others do not see. Even if you see great opportunities, it takes courage to capitalize on them. You have to sell your ideas to others. (163). Stanley & Danko (1996): "They are proficient in targeting market opportunities."

For more about Entrepreneur, see the modeling article on www.neurosemantics.com about the inside attitude of an entrepreneur.

META-STATING "OPTIMISM" Optimism is an attitude of excellence that enables us to stay motivated, determined, open, creative, persevering and resilient especially in the face of difficulties and hard times. When we bring optimism to our wealth building, we are empowered to see things with a sense of delight, joy, pleasantness, motivation, warmth, etc. It just makes things go a lot better than to approach things with any other attitude.

Personal in source (positing the problem with the self) — "That Then There" Permanence in time (unchangeable, insoluble, insurmountable); Pervasive in space (effecting everything and undermining every facet of life) This creates the gestalt of "pessimism"—seeing ourselves as inadequate and deficient, as lacking the means, ability and motivation to make a difference. Optimism frames hurtful events in a way so that we develop an optimistic explanatory style: External in source. — "This here now" Temporary in time, about this particular person, situation in this moment; Specific in space

1) Identify a reference situation calling for Optimism. When or where in the process of taking action to create wealth do you most need optimism? What situation might tempt you to become pessimistic? (Trigger situation)

2) Imagine that referent and then meta-state yourself with the anti-Ps of pessimism. Access the state of "Not-Me!"... "Me and not-Me" in the context of the trigger. Bring "Not everywhere... not forever" to your PS. "This event, this day."

Possibility: It's possible to achieve or accomplish something. Desirability: It's desirable to aim for, work toward, and invest time, energy, money, etc. into making a difference. Abundant Resources: There abundant resources available to us; we can even bring abundant resources that don't now exist into existence. Self-Worth and Awe: My worth and value is a given. Significance and Value: It's worth doing, valuable, and we have the esteem, value, significance that makes us worthy and deserving to do it. Playful Passion Vision

4) Continue until the Gestalt of Optimism emerges. Does this yet generate the perspective, frame of mind, or state of optimism?

5) Put into your future. Imagine moving through life with this attitude in the weeks and months to come

M E T A - S T A T I N G SEEING A N D SEIZING OPPORTUNITIES We do not see "opportunities" with our eyes. "Opportunity" is not a sensory based experience that can be literally seen, heard, or felt. We see and hear and feel "opportunities" with our mind, with our higher levels of mind. In wealth building, we need to be able to look at the events of everyday life that we might otherwise view as boring, problematic, stressful, stupid, etc., and format our thinking so that we see "opportunities" for fun, profit, development, adventure, etc. To do this we have to meta-state ourselves with various ideas, feelings, understandings, etc. so that a new gestalt state emerges from the process. Begin by hallucinating (or thinking about) "possibilities," "a great future," etc. 1) Identify a reference situation for seeing opportunities (trigger situation). When or where in the process of creating wealth do you most need the ability to see opportunities? What situation might tempt you to become blind to such?

2) Imagine that referent and then meta-state yourself with the foundational elements of seeing opportunities. Access the state of Optimism. Is this frame of mind sufficient to enable you to see opportunities?

3) Playfully experiment with bringing some other resourceful states of mind/emotion/body to the trigger. What ideas, thoughts, beliefs, values, understandings, feelings, etc. do you need to build the mental matrix where you can "See Opportunities" all around you?

Gestalt #1: Seeing Opportunities: Possibility thinking/ Potential Curiously wonder Excited about problems Experimentation Problem Solving Skills Knowledge Seeker Adventure/ Fun Detective Skills Playfulness. What would it be like if I did this or that?

4) Continue until the Gestalt of "Seeing Opportunities" emerges. Does this yet generate the perspective, frame of mind, or state?

5) Repeat the same process to create the next level gestalt, "Seizing Opportunities." Gestalt #2: Seizing Opportunities Sense of Timing Priorities Risk Taking Decision Making: evaluating / weighing Fittingness Boldness Vision Going for it! Just do it. Values— Criteria Testing and experimenting: small test steps reality testing.

6) Solidify through a Meta-Yes, and put into your future. Do you like this? Do you want to keep this? Imagine moving through life with this attitude in the weeks and months to come.

THE RICHEST MAN IN BABYLON A fun and informative little book about wealth building is George S. Clason's (1926) The Richest Man in Babylon. Situated in ancient Babylon, the story describes the first modeling project on wealth and wealth building. It does so as an ancient modeler explored the question about how can one become wealthy. How? "Lo, money is plentiful for those who understand the simple rules of its acquisition." This led to "the Seven Cures for a Lean Purse." Why should so few men (and women) be able to acquire all of the gold? "Because they don't know how." (p. 23). So there is a strategy. There is a domain of knowledge that some have tapped into and that others have not. To become wealthy then a person has to understand certain principles or laws about how economics work. When the King of Babylon found the richest man in Babylon" he asked about his secrets, "How becamest thou so wealthy?" "By taking advantage of opportunities available to all citizens of four good city." "You hadst nothing to start with?" "Only a great desire for wealth." "Tell me, Arkad, is there any secret to acquiring wealth? Can it be taught?" Arkad said yes it can. That's when the King invited him to teach it from the Temple of Learning and give the first course in Wealth Building. Arkad began the seminar: "Listen attentively to the knowledge... learn these lessons thoroughly, that ye may also plant in your own purse the seed of wealth. First must each of you start wisely to build a fortune of his own." ( 25)

1) Start thy purse to fattening. Let an empty purse make you feel desperate and fed up. This will increase your desire to become wealthy which, of course, is the beginning place. Without desire, all the knowledge in the world will be fairly useless. The following, by the way, also shows the importance of having a propulsion system made up of both toward and away from desires. "The first storehouse of my treasure was a well-worn purse. I loathed its useless emptiness (away from). I desired that it be round and full, clinking with the sound of gold (toward!). Therefore, I sought every remedy for a lean purse. I found seven." (p. 25) Use your source of income as a stream of gold from which to build your wealth. For every ten coins you place in your purse, take out for use but nine. Thy purse will start to fatten at once and its increasing weight will feel good in thy hand and bring satisfaction to thy soul. "It's a law of the Gods that unto him who keepeth and spendeth not a certain part of all his earnings shall gold come more easily. Likewise, him whose purse is empty does gold avoid." (p. 28) In building up a desire, one needs to fan the fire of that desire so that it is strong, determined, persistent, responsible, etc. In terms of the language of Babylon, it is "the soul to succeed." The richest man in Babylon said that we must refuse to be a slave to money, to debt, and to credit And he repeatedly asked the being in the right state question: Do you have "the soul of a freeman or a slave?" "If thou contentedly let the years slip by and make no effort to repay, then thou hast but the contemptible soul of a slave. No man is otherwise who cannot respect himself and no man can respect himself who does not repay honest debts." "But what can I do who am a slave in Syria?" "Stay a slave in Syria, thou weakling." "I am not a weakling," I denied hotly. "Then prove it." "How?" "Thy debts are thy enemies. They ran thee out of Babylon. You left them alone and they grew too strong for thee. Hadst fought them as a man, thou couldst have conquered them and been one honored... But thou had not the soul to fight them and behold thy pride has gone down until thou art a slave in Syria.... Hast thou the soul of a free man or the soul of a slave?" "The soul of a free man," I insisted. "Now is thy chance to prove it..." (pp. 97-98) This empowering question created a shift in perspective—a new frame or meta-state. It created enough of a shift to put a person in a new and better place.

"A strange thing happened. All the world seemed to be of a different color as though I had been looking at it through a colored stone which had suddenly been removed. At last I saw the true values in life. Die in the desert! Not I! With a new vision, I saw the things that I must do. ... Go back ... treat my debts as my enemies..." (p. 100) Within me surged the soul of a free man going back to conquer his enemies and reward his friends. I thrilled with the great resolve. "The soul of a free man looks at life as a series of problems to be solved, and solves them, while the soul of a slave whines, 'What can I do who am but a slave."' (p. 101) This underscores the principle that where there is a strong and powerful determination, we will find or create or invent a way to make it happen. Do you have that empowering belief will ingrained in your mind and body? It shows the importance of desire as the beginning place. Respect y o u r desire... fan the spark of that desire until it is white hot, then refine it with the other features so that it provides you a strong and reliable engine for your journey. 2) Control thy expenditures After desire comes the skill and art of handling money and working with money as a financial fact of life. To that end the richest man in Babylon recommend the principle of living on less than you earn and saving 10% of everything you earn. He said that we should repeat these words until they stand out like letters of fire across the sky: "A part of all I earn is mine to keep." "Impress yourself with the idea." (p. 19). If you will do that, then you will soon realize what a rich feeling it is to own a treasure upon which you alone have claim. This begins the building up of capital. But a question. How do I save 1 coin of every 10? Answer: We have to say No to framing everything as "necessary expenses. This suggests various other Top Ten Wealth Building States that support and enable us to pull off the details that make it happen. "That what each of us calls our 'necessary expenses' will always grow to equal our incomes unless we protest to the contrary." (p. 29) We have to say "NO!" to many of the desires that extend beyond our ability to gratify them. Budget thy necessary expenses, he said and touch not the one-tenth that is "fattening thy purse." Let this be your great desire that's being fulfilled. Refuse to rebel against the slavery of the budget—its your way to true freedom. A budget helps your purse to fatten. It defends you against thy casual wishes that causes thy purse to leak. He who spends more than he earns is sowing the winds of needless self-indulgence from which he is sure to reap the whirlwinds of trouble and humiliation." (p. 94) Develop a plan to get out of debt, then patiently follow it. 3) Make thy gold multiply With the desire that leads to self-discipline that leads to the beginning of building capital and getting out of debt, then we can get money to work for us. This is based on the gold that we retain from our earnings now gives us a start. Now we can ask, How can we put our gold to work for us? The richest man in Babylon said: "Opportunity is a haughty goddess who wastes no time with those who are unprepared." Ah, opportunity. We have to seduce her to come our way and we do that by preparing ourselves to be ready to respond to her. To that end, we set not only our desire, but also our will for wealth. And it is will power as the unflinching purpose to carry a task you set for yourself to fulfillment that then carries us through. In this we have to recognize how money can make money. The richest man in Babylon said that a man's wealth is not in the coins he carries in his purse; but rather it is the income he builds— the gold stream that continually flows from his purse and keeps it bulging. This suggests investment knowledge, the ability to use our brains, to learn markets, more about our field, to invest in our abilities to solve problems, to invest our capital, and to invent multiple streams of income. 4) Guard thy treasures from loss Babylon's richest man also had some words about how thing can go wrong and what to do about it. He said that we should our purse with firmness, lest it be lost. Use Security of your investments as thy first principal. Study carefully to avoid being misled by romantic desires to make wealth rapidly. Be not too confident of thine own wisdom in entrusting thy treasures to the possible pitfalls of investments. Wealth brings responsibility. When we desire to help others, we have to do so in a way that our helping does not bring

our friend's burdens onto ourselves and make them ours. Humans in the throes of great emotions are not safe risks for the gold lender (p. 78). "Forget not that gold slippeth away in unexpected ways from those unskilled in guarding it." (p. 84) Here is financial wisdom and intelligence: Do not be swayed by the fantastic plans of impractical men. Better a little caution than a great regret. Wanting to "get rich quick" only puts us in states that make us more susceptible to the gimmicks and schemes of the unscrupulous.

5) Make of thy dwelling a profitable investment While real estate, even home ownership is not always the best investment, more often than not, it is. And for the richest man in Babylon, it seemed to be a very good choice. "I recommend that every man own the roof that sheltereth him and his." It will make your heart glad, you will have valuable property. Some investments provide a rich source of financial, emotional, personal, social, and other forms of wealth and so provide a sense of richness to us in many ways.

6) Insure a future income Another facet of financial intelligence is insurance. As we learn to make our treasure work for us, so that it is our slave rather than we being a slave to it, we insure our capital. Make its children and its children's children work for you. Make preparation for the days to come. Have sufficient insurance.

7) Increase the ability to earn Make your desires strong and definite. General desires are but weak longings. Develop wisdom: the more of wisdom we know, the more we may earn. Learn more of your craft. Pay your debts with all the promptness in your power. Cultivate thy own powers— study and become wiser, more skillful. "There is abundance for all." (p. 41) "Ill fortune pursues every man who thinks more of borrowing than of repaying." (p. 93)

SEVEN WEALTH PARADOXES Paradoxes within the Wealth Creation Game

different:

Your focus will be different Your sense of time and timing Your understanding of what wealth really is Your trust in luck versus taking personal responsibility Your experience and understanding of using frugality Your expectations of the process being easy or difficulty The focus of your investments

#1 THE FOCUS OF THE GAME: Focusing on money prevents it; focusing on your passions Invites money. To play the Wealth Game, find and develop your passion, the money will follow. As you get money out of your eyes, replace it with your loves. The more serious you are about money, the less effective you'll be in playing the Wealth Game. The more playful your relationship to money, the more likely you'll win the game.

The way to wealth is through absorption in your passion. It lies in the pathway of finding and following your passion, structuring your life around that passion, educating yourself in it, and planning for it. Shape your work, associations, environment so that you can become more absorbed in it. The way not to wealth is by focusing exclusively on money. A money-mindset prevents everything else from falling into place. So shift from making money your goal, defocus on it. Focus on doing what you enjoy and love and the money will follow. The paradox is that wealth is not really about money! Harding Lawrence, CEO Chairman and CEO of Braniff "Don't set compensation as a goal. Find work you like, and the compensation will follow. ... If money is a large part of your thinking, you won't do really good work, and that's what matters most. ... To me... this was the field I loved. It wasn't a vocation. It was an avocation. I couldn't wait to get to work in the morning." (Blotnick, p. 52) Too much interest in money interferes substantially with efforts to become wealthy. It induces the wrong states (e.g. impatience, greed, snobbery, putting on airs, etc.). Set your wealth goals on doing something significant that adds value to others. Focus on something that's suited to your talents and interests, something you can easily invest all of your heart and soul into. Enjoyment in the work itself leads to the right states (e.g. commitment, engrossing and deep satisfaction, creativity, exploration). This leads to developing skill and expertise. It reduces stress, the irritation with details, the undignified parts. It leads to greater involvement and therefore more focus. It changes the quality of the work, from "hard" work to absorbed work, from "job" to "mission." "The Millionaire's Lie" (Blotnick). Millionaires say, "It's all hard work, no fun." Yet this exists only as a defusing mechanism that arises from being fearful of what others will say and think that those who make a lot are getting away with something.

The more you want to be Rich, the more impatient you'll become and that will lessen your likelihood of becoming rich. The more patience you access— the more likely you'll get there. #3 THE CONTENT OF THE GAME: The Game of Wealth is not about Money; making money is simply about making money. The Wealth Game is about internal Abundance, Wealth is first the wealth in the mind, the wealth of ideas that we care about It's a mind-heart wealth that involves seeing and creating a solution to a problem or hurt. Ideas that contribute, that enrich, that add value are the ideas that create wealth. What value can I add? How can I contribute? How is this valuable? In what way? To whom? Howe can I use this to enhance my life? The life of others? The Game of Wealth Creation is really about becoming rich in all of the things that really count—mind, creativity, body, health, spirit, attitude, relationships, etc. When you have that, the finances will typically follow. The rule of the game then is to aim first and foremost to become rich in mind and heart. Money is just about finances. It is not about happiness, fulfillment, self-esteem, personal achievement, etc. There is only a 2% difference in the happiness scale between the wealthy and all other financial classes (Dent, 1998, p. 22). In the Game of Wealth, we use money as just a way to keep score of financial success that gives us financial independence. Over-valuing money invites seriousness and idolatry! Dent (Roaring 2000s) Surveys of happiness—wealth only affects the sense of well-being by a factor of 2%. Happiness is more about relationships, friends, family, community, a balanced life. It's what you do with your life that counts. Wealth can be a tool for achieving the freedom to maximize your experience. (p. 22) Susan Orman says, "People first, money second, things last." (First Law of Money, p. 50)

Reduce the meaning load on "money." Refuse to let it mean too much. De-pleasure it so that it just "a means of exchange" and "a tool" for greater opportunities. Then it will not have you, you will have it. This will reduce its "demon hold" on you; its insatiable appetite for more; its arrogance that uses money as making your superior to others! Refuse to allow money to become a dragon to you. "Ah, without it, I would feel insecure and inadequate. Without it, who would I be?" #4 THE LUCK OF THE GAME: You will have better luck and more luck if you don't depend on Luck. The more you trust Luck, the big deal, the quick buck, the more you lessen your chances for winning at the Wealth Game. The more responsibility you assume for your destiny, the more you increase your chances for winning. Forget luck and swish to thinking about response-power, ownership, intelligent risk taking, proactively taking initiative, making your actions more efficient. The highest and purest kind of luck arises from taking complete ownership over what we think, do, act, relate, etc. Doing so improves our chances for building wealth through saving, earning, investing, etc. Conversely, every excuse we make and every circumstance or person we blame, the more we corrode our "luck" and ability to win the game. It takes lots of courage to become wealthy; it also takes a game-like attitude toward it all. This improves our success chances. Robert Allan recommends that we replace "luck" thinking with probability thinking. "I don't doubt there is such a thing as luck, But most of us give luck far too much credit I don't think much about luck anymore, I pretend that it doesn't exit. I would rather look upon luck, as a low or a high probability of success." (p. 27) #5 THE GAME OF SPENDING: We pave the pathway to Abundance on the Street of Frugality. Wealth is not about money or the signs of affluence. It is seductive to think we can "spend our way to wealth" or abundance. But it doesn't work. Research shows this without a question. Trying to "keep up" with the pace-setters, trying to "look the part," trying to drive the newest model of car, wear the most "in" clothes, surround yourself with all the status symbols of the "Rich and Famous" paradoxically, is the fastest way to debt and poverty.

Check out The Millionaire next Door and The Millionaire Mind if you don't believe this one. More people who look wealthy on the outside are up to their necks in debt than the majority of the self-made millionaires who "live next door," shop at Sears, and drive a 3-year old car. Don't fall for the toxic thought that "looking, acting, and living a lifestyle of wealth somehow attracts it." That's a superstition that will not serve you well. It will lead you to a "paycheck to paycheck living" style! It leads to a pretend lifestyle of consumption, focus on externals, seeking approval from others, etc. The spending in the Game of Wealth that works is spending your talents, passion, care, spending to develop yourself, spending your attitude of appreciation so that you can use frugality to squeeze all the joy out of the stuff you have, etc. #6 THE EASE OF THE GAME: There's an easiest way to win the Wealth Game. It's the tough path of self-mastery, personal independence, and mastery of a passion. Who easy or hard is it to become financially independent? Like mastery in any game, if you are always looking for the "easy and simple" way, the "get rich quick" schemes, then you will undermine your personal mastery of the game. You will stop yourself from developing the best wealth building states (i.e., discipline, mastery, learning, patience, etc.). The game is easy when you focus on truly mastering your passion, and becoming highly skilled as an expert at what you do, and when you have loads of fun along the way. The way to enjoy any game is to have fun playing. Then it becomes a "flow" experience. Develop the strength to not sell out on your Vision. #7 THE INVESTMENT OF THE GAME: The best investment p a y o f f in the Wealth Game is to invest in yourself— to invest in your skills, learning, and ongoing development. In the 1980s Blotnick said that if you only have $50,000 to invest, then by all means invest in yourself, in your education, and in your skills. The best way to really invest in the Game of Wealth Creation, is to focus on where true wealth comes from. It comes from intelligence and creativity. It comes from men and women with a passion to contribute value to something. They see a problem, a hurt, a need, and they set out to provide for it. True wealth arises in the mind of a person with vision, compassion, passion, and commitment. It arises from seeing and seizing opportunities. It consists of an attitude of focus on investing oneself, solving problems, determined persistence to keep at it, resilience to bounce back from any and every set back, human warmth and love. Play the game by investing in continual self-education, in developing your imagination, creativity, problem solving skills, flexibility, expanding your sense of options, etc. It's been said that "An untrained mind cannot but help to create poverty." Conversely, a trained mind cannot but help see and seize opportunities for abundance. Invest in your emotional intelligence also. Emotional intelligence is what allows us to effectively handle our positive and negative emotions so that we don't suffer in the poverty of self-pity, resignation, depression, anger-turned-into resentment, fear, etc. Invest in the emotional intelligence of state and meta-state management The self-made millionaires of Stanley's study sorted for differences and were comfortable with thinking differently. That allowed them to see new things.

AND THE GAME GOES ON The wealth creation trainings focus on getting the principles that build wealth into our neurology and muscle memory. Why is this so critical? It's important because the game doesn't become real until we take what we know "intellectually" in our inner game and make it practical in our outer game. Then we can proceed in an informed and structured way. • What wealth building principles really appealed to you? • Which ones have you made part of the way that you move through the world? • Which ones have become part of your thinking, perceiving, and feeling? • Which ones do you yet need to make part and parcel of your millionaire mind? It is no big secret that wealth building is a matter of mind. Yet there's something that most people don't know. Dynamic wealth creation has to become a part of our meta-mind. When it becomes part of our thinking, believing, valuing, deciding, etc., then it can become a vital part of our everyday states and translate from mind into muscles to become part of how we move through the world. What are some of the Wealth Creation Games that you've learned? Frugality, focus, purpose, passion, compassion, meta-detailing, adding value, etc. This is what informs the mind of millionaires and multi-millionaires. We oversimplify when we say "Think and Grow Rich," as Napoleon Hill did. While that provides an overall direction, it fails to provide specifics about how to do that kind of thinking. With Neuro-semantics we now know how-to do that kind of "rich" thinking. Here are some of the Matrix Games to play.

The "Let me find a passion and give myself to it for a decade" Game. Most millionaires and those who become financially independent so happen to love, they absolutely love what they're doing. Do you? Sure you could quit your job if you don't. But how about taking control of your mind and creating some reasons for loving what you do? Sure, the easy thing is to follow the path of least resistance and feel negative, grumping, and ungrateful about your current job. Any fool that do that. Most fools do. Rise about that. Use the power of your brain to discover what you can value, appreciate, enjoy, and learn from your current job. If that's where you're at, use what you have there to rise above the circumstances. This doesn't demand that you stay with that particular job forever, just that you become the master of your own mind. That will serve you very, very well as you move into other jobs and situations. Pity the person who can't live above the circumstances of his or her job. Talk about a slave! Practice controlling your own mind as you go on a search for value, possibilities, learning opportunities, etc. By the way, this will give you first hand practice in developing the higher level skills and state of "seeing opportunities." After all, what entrepreneurs actually "see" are the very things that blind other people and evoke negative feelings about frustrations, stresses, struggles, etc.

The "Let me Squeeze as much juice and joy out of the Stuff that I already have" Game. Frugality is one of the central keys to wealth building when we first begin. Frugality as "high joy-to-stuff ratio." How are you doing with that? Have you been learning in increasing your joy-to-stuff ratio? The more you do this, the more you win a victory over yourself, your attitudes, your dependency on consumerism to make you feel good, your gullibility factor, etc. It also makes life much more of a party. Hit your closets. Look at the clothes, toys, and "stuff" that you have that you haven't been squeezing much joy out of. The stuff has been sitting around gathering dust, not being appreciated, not being used, not being enjoyed. When you buy, purchase, consume and fail to feel the joy from using and experiencing the stuff, you dull your senses. Having received no joy jolt from it, you have to go and consume more. And so the vicious cycle begins. Is that what you want? Are you going to tolerate that? I hope not. I hope you say, "Hell no!" I hope you will meta-no! that way of operating and shift to a much richer and fuller style. I hope you will meta-Yes the pathway of frugality and learn how to squeeze the charmin and all of the other stuff of life. It

will make you feel richer. And that will train your neurology to enjoy and appreciate. Building wealth, like excellence in any field involves a certain frame of mind. The Millionaire Mind speaks about the mindset and principles that govern consciousness. Yet that work, as with almost every book on wealth building, does not provide any step-by-step processes for actually and practically taking on that mind and translating it into muscle. That's the special strength of Neuro-semantics. Those who succeed in every field in terms of mastery and excellence not only know great and wonderful principles and concepts, they feel and act on those principles. They translate them down from the higher levels of mind to the lower levels that make them felt experiences. They transfer them into muscle memory so that the learnings go with us... every day and become how we move, breath, feel, act, speak, etc. This creates the power of personal Congruency and allows us to access our personal financial genius. Now you know how to tap into the special domain of Neuro-semantics. As a semantic class of life, we give meaning to money, work, discipline, saving, being frugal, and a thousand other concepts and principles involved in becoming financially independent. Some of these "meanings" create the very frames that prevent us from succeeding. That is why some people become so "Semantically reactive" to the idea of wealth building and sabotage themselves from succeeding. You now know how to restructure your higher frames of mind, your personal Matrix of frames so that the higher meta-level states will serve to empower you in fulfilling your goals and dreams. May you now go forth and prosper as you create wealth all around you and touch the lives of many.

MODELS USED TO MODEL WEALTH BUILDING A communication model about human processing for running your own brain. We run our own brain by using the languages of the mind, the languages that we use to create our cinemas that we play out on the theater of our mind. These are the sights (visual), sounds (auditory) and sensations (kinesthetics), smells (olfactory) and tastes (gustatory) senses. We make sense of things with our internal senses. We internally process information and represent such in our MovieMind. This induces us into mind-body-emotion states, neuro-linguistic states. The quality of our life is the quality of our states. NLP was developed by a linguistic and computer student about human excellence or genius to provide step-by-step processes (patterns) for running our own brain, NLP is about human excellence. Linguistics: The meta-representation of language. Neurology: our nervous system and physiology. We have two royal roads to state: mind and body; thinking and acting. State assessing and inducing: Memory: Remembering a state ("Recall a time when...") Imagination: Creating a state ("What would it look, sound, and feel like if...")

Definition: A state about another state as in joyful about learning, playful about being serious, curious about anger, calm about fear. The thoughts-and-feelings about other thoughts-and-feelings as mind reflects back onto itself and its products. Primary states are primary emotions like fear, anger, joy, relaxed, tense, pleasure, pain, etc. and involve thoughts directed outward to the things "out there." Meta-states are higher level structures like fear of fear, anger at fear, shame about being embarrassed, esteem of self, etc. In these states, our self-reflexivity relates (not to the world), but to ourselves, to our thoughts, feelings, or to some abstract conceptual state. Gestalt states are emergent properties from layering or laminating mind repeatedly with other states. It gives rise to a new neuro-semantic system, an emergent state that's "more than the sum of the parts" such as courage, self-efficacy, resilience, and seeing opportunities.

Frames: As a model Meta-States describes our higher frames-of-references. We set these up and use them to create stable structures (i.e., beliefs, values, understandings, etc.). We develop these frames which we can keep with us. Reflexivity: We ever just think. As soon as we think or feel—we then experience thoughts and feelings about that first thought, then other thoughts-and-feelings about that thought, and so on. Our self-reflective consciousness works as an "infinite regress" to recursively iterate. Layering: In meta-states we layer states onto states to create higher levels of awareness. In layering thinking-and-feeling, we put one state in a higher or meta (above, beyond) position to the second. This creates a "logical type" or "logical level." Psycho-Logics: A special kind of internal logic arises from layering of states. When we transcend from one state (say, anger or joy) to another state (say, calmness or respect) we set the second state as a frame over the first and include it inside it. This gives us "calm anger," respectful joy, joyful learning, etc. It makes the first state a member of the class of the second. Non-Linear: It's not logical in a linear or external way, yet it is psycho-logical. Internally when we put a state like anger or fear inside another state (calmness, respect, gentleness, courage, etc.), we change the internal logic of our nervous system and person. This is what we mean when we talk about "logical levels." When we put one state in a "logical" relationship to another state so that one is at a higher level then the higher one is about the other. This about-relationship establishes the

NEURO-SEMANTICS®

Matrix of Meaning: We live in an internal World of frames within frames within frame built around ideas, events, emotions, hopes, dreads, fears, passions, and so on. This matrix of frames of meaning and reference create our "sense" of reality and the structure of our subjective experience. Mastering our Matrix: Waking up to our Matrix enables us to detect the matrix and then to master that Matrix.

The Matrix Model: We have several kinds of matrices: process matrices that create the structures, content matrices around key concepts and semantic realities, and the grounding matrix of state. This comprises the 7 Matrices of our mind-body-emotion system.

BIBLIOGRAPHY

dad/ Poor dad. What the rich teach their kids about money—that the poor and middle class do not! Paradise Valley, AZ: TechPress, Inc. Kiyosaki, Robert T.; Lechter, Sharon L. (2000). Rich dad's cashflow quadrant: Rich dad's guide to financial freedom. NY; Warner Books. Korzybski, Alfred. (1933/ 1994) Science and sanity: An introduction to non-Aristotelian systems and general semantics, (5th. ed.). Lakeville, CN: International Non-Aristotelian Library Publishing Co.

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Locke, Edwin A. (2000). The prime movers: Traits of the great wealth creators. NY: AMACOM: American Management Association. Massnick, Forler (1997). The customer is CEO: How to measure what your customers want— and make sure they get it. NY: AMACOM: American Management Association.

McKnight, Steve. (2003). O to 130 Properties in 3.5 Years. Milton Qld. Australia: Wrightbooks. O'Connor, Joseph; Prior, Robin. (1995). Successful Selling With NLP: The Way Forward in the New Bazaar, London: Thorsons. Orman, Suze. (1999. The courage to be rich: Creating a life of material and spiritual abundance. NY: Penguin Books. Rather, Dan (1999). Striking it rich. TV News Magazine: 48 Hours. NBC. Thursday, April 1,1999. Robbins, Anthony. (1986). Unlimited power: The new science of personal achievement. NY: Simon and Schuster. Senge, Peter M. (1990). The fifth discipline: The art & practice of the learning organization. NY: Doubleday Sinetar, Marsha. (1987). Do what you love, the money will follow. NY: Dell Publishing; Division of Bantam

Stanley, Thomas J.; Danko, William D. (1996). The millionaire next door: The surprising secrets of America's wealthy. Atlanta, GA: Longstreet Press. Stossel, John. Greed. March 11, 1999. Thurow, Lester C. Building Wealth. New York: HarperCollins Publisher.

Lesonsky, Rieva; Stodder, Galye. (1998). Young millionaires: Inspiring stores to ignite your entrepreneurial dreams. Irvine, CA: Entrepreneur Media Inc.

McBride, Tracy. (1997). Frugal luxuries: Single pleasures to enhance your life and comfort your soul. New York: Bantam Books.

Doubleday Dell Publishing Group.

Trump, Donald J.; Mclver, Meredith. (2004). Trump: Think like a billionaire. New York: Random House.

L. Michael Hall, Ph.D. Neuro-Semantics® International P.O. Box 8 Clifton, Colorado 81520 USA (970) 523-7877 [email protected] L. Michael Hall-is a visionary leader in the field of Neuro-Semantics and today works as an entrepreneur, researcher/modeler, and international trainer. His doctorate is in the Cognitive-Behavioral sciences from Union Institute University. He worked as a psychotherapist in Colorado when he found NLP in 1986. He then studied with Richard Bandler and wrote several books for him. When studying and modeling resilience, he developed the Meta-States model (1994). Soon he began traveling nationally and then internationally, co-created the field of Neuro-Semantics with Dr. Bob Bodenhamer. The International Society of Neuro-Semantics (1SNS) was established in 1996. As a prolific writer, Michael has written more than 30 books, many best sellers in the field of NLP. Michael first applied NLP to coaching in 1991, but didn't create the beginnings of Neuro-Semantic Coaching until 2001 when together with Michelle Duval co-created Meta-Coaching trainings. In 2003, the Meta-Coach Foundation was create. Books: 1) Meta-States: Self-Reflexiveness in Human States of Consciousness (1995) 2) Dragon Slaying: Dragons to Princes (1996) 3) The Spirit of NLP: The Process, Meaning & Criteria for Mastering NLP (1996) 4) Languaging: The Linguistics of Psychotherapy (1996) 5) Becoming More Ferocious as a Presenter (1996) 6) Patterns For "Renewing the Mind" (w. Dr. Bodenhamer) (1997) 7) Time-Lining: Advance Time-Line Processes (w. Dr. Bodenhamer) (1997) 8) NLP: Going Meta — Advance Modeling Using Meta-Levels (1997/2001) 9) Figuring Out People: Design Engineering With Meta-Programs (w. Dr. Bodenhamer) (1997) 10) A Sourcebook of Magic (w. B. Belnap) (1997) 11) Mind-Lines: Lines For Changing Minds (w. Dr. Bodenharmer) (1997) 12) The Secrets of Magic: Communication Excellence for the 21 . Century (1998) 13))) Meta-State Magic. From the Meta-State Journal, (1997-1999) 14) Sub-Modalities Going Meta (Hall and Bodenhamer, 1999,2004) 15) Instant Relaxation (1999, Lederer & Hall) 16) The Structure of Personality: Modeling "Personality Using NLP and Neuro-Semantics (Hall, Bodenhamer, Bolstad, Harmblett, 2001) 17) The Secrets of Personal Mastery (Fall, 2000) 18 Frame Games: Persuasion Elegance (2000) 19) Games Slim People Play (2001) 20) Games for Mastering Fear (2001, with Bodenhamer) st

21) Games Business Experts Play (2001) 22) The Matrix Model (2002/ 2003) 23) User's Manual of the Brain: Master Practitioner Course, Volume II (2002) 24) MovieMind (2002) 25) The Bateson Report (2002) 26) Make it So! (2002) 27) Sourcebook of Magic, Volume II, Neuro-Semantic Patterns (2003) 28) Games Great Lovers Play (2003) 29) Propulsion Systems (2003) 30) Coaching Conversation (2004 with Duval) 31) Coaching Change, Meta-Coaching, Volume I (2005, with Duval)

TRAININGS AVAILABLE NLP TRAININGS: Meta-NLP Practitioner: An intensive 7-day training in the Essential NLP Skills. This training introduces NLP as a model for discovering the structure of human functioning with a focus on how to run your own brain and to manage your own states. Learn the basic rapport-building, listening, and influence skills of NLP, as well as how to access and manage states through anchoring, reframing, and using dozens of NLP patterns. Discover how to use language both for precision and hypnotic influence. Required reading, User's Manual for the Brain and The Sourcebook of Magic. Meta-Masters NLP Practitioner: An intensive 13-Day Training in mastering all three of the meta-domains of NLP: Language (Meta-Model), Perception (Meta-Programs) and States and Levels (Meta-States). This training focuses on the pathway to mastery and how to develop the very spirit of NLP—curiosity, accelerated learning, flexibility, confidence, passion, playfulness, etc. Basic Meta-State Trainings Accessing Personal Genius (The 3 day Basic). Introduction to Meta-States as an advanced NLP model (3 days). This training introduces and teaches the Meta-States Model and is ideal for NLP Practitioners. It presupposes knowledge of the NLP Model and builds the training around accessing the kinds of states that will access and support "personal genius." Basic Meta-States in two other Simplified forms: 1) Secrets of Personal Mastery: Awakening Your Inner Executive. This training presents the power of Meta-States without directly teaching the model as such. The focus instead shifts to Personal Mastery and the Executive Powers of the participants. Formatted so that it can take the form of 1,2 or 3 days, this training presents a simpler form of Meta-States, especially good for those without NLP background or those who are more focused on Meta-States Applications than the model. 2) Frame Games: Persuasion Elegance. The first truly User Friendly version of Meta-States. Frame Games provides practice and use of Meta-States in terms of frame detecting, setting, and changing. As a model of frames, Frame Games focuses on the power of persuasion via frames and so presents how to influence or persuade yourself and others using the Levels of Thought or Mind that lies at the heart of Meta-States. Designed as a 3 day program, the first two days presents the model of Frame Games and lots of exercises. Day three is for becoming a true Frame Game Master and working with frames conversationally and covertly. Meta-States Gateway Trainings 1) Wealth Building Excellence (Meta-Wealth). The focus of this training is on learning how to think like a millionaire, to develop the mind and meta-mind of someone who is structured and programmed to create wealth economically, personally, mentally, emotionally, relationally, etc. As a Meta-States Application Training, Wealth Building Excellence began as a modeling project and seeks to facilitate the replication of that excellence in participants. 2) Selling & Persuasion Excellence (Meta-Seiling). Another Meta-States Application Training, modeled after experts in the fields of selling and persuasion and designed to replicate in participants. An excellent follow-up training to Wealth Building since most people who build wealth have to sell their ideas and dreams to others. This trainings goes way beyond mere Persuasion Engineering as it uses the Strategic Selling model of Heiman also known as Relational Selling, Facilitation Selling, etc. 3) Mind-Lines: Lines for Changing Minds. Based upon the book by Drs. Hall and Bodenhamer (1997), now in its third edition, Mind-Line Training is a training about Conversational Reframing and Persuasion. The Mind-Lines model began as a rigorous update of the old NLP "Sleight of Mouth" Patterns and has grown to become the persuasion language of the Meta-State moves. This advanced training is highly and mainly a linguistic model, excellent as a follow-up training for Wealth Building and Selling Excellence. Generally a two day format, although sometimes 3 and 4 days.

4) Accelerated Learning Using NLP & Meta-States (Meta-Learning). A Meta-State Application training based upon the NLP model for "running your own brain" and the Neuro-Semantic (Meta-States) model of managing your higher executive states of consciousness. Modeled after leading experts in the fields of education, cognitive psychologies, this training provides extensive insight into the Learning States and how to access your personal learning genius. It provides specific strategies for various learning tasks as well as processes for research and writing. 5) Defusing Hotheads: A Meta-States and NLP Application training for handling hot, stressed-out, and irrational people in Fight/Flight states. Designed to "talk someone down from a hot angry state," this training provides training in state management, first for the skilled negotiator or manager, and then for eliciting another into a more resourceful state. Based upon the book by Dr. Hall, Defusing Strategies (1987), this training has been presented to managers and supervisors for greater skill in conflict management, and to police departments for coping with domestic violence. 6) Instant Relaxation. Another practical NLP and Meta-States Application Training designed to facilitate the advanced ability to quickly "fly into a calm." Based in part upon the book by Lederer and Hall (Instant Relaxation, 1999), this training does not teach NLP or Meta-States, but coaches the relaxation skills for greater "presence of mind," control over mind and neurology, and empowerment in handling stressful situations. eexcellent training in conjunction with Defusing Hotheads. 7) Games for Mastering Fear. To play the Game of Fear, a person has to run his or her brain in a certain way using special frames. The same is true for mastering fear—the power of transformation lies in knowing how to identify the right frames and set them at the higher levels of our mind. This training uses the very best of NLP and Neuro-Semantic patterns to provide true mastery over any kind of fear that might sabotage or limit living up to our Visions and Values. Based upon the book by this tide by Hall and Bodenhamer. 8) Games For Mastering Stuttering (Blocking). There's a structure to the meta-state experience called "stuttering," it is blocking our non-fluency and layering it with a painful kind of self-consciousness. There's also a structure to mastering that experience and moving toward a less semantically over-loading. This training is based on NLP and Neuro-Semantic patterns and structured according to the 7 Mind Matrix model. 9) Games Business Experts Play. Succeeding in business necessitates develop a certain expertise and business wisdom about oneself, others, skills, markets, finances, managing, etc. Those who do it best, the experts, have a strategy and a certain set of frames of mind that allow them to play those Games. Based upon the book by this title, this training invites you to set the kind of frames of mind and meaning that will bring out your business expertise. 10) Games Slim and Fit People Play. How do they do it? How do some people relate to eating and exercising in such a way that it is "no problem" to them? What are the frames and games that slim and fit people play so that food does not dominate their lives and so that they have plenty of energy and vitality? That's the focus of this training, based on the book by the same title. The training offers specific guidance about how to stop psycho-eating and to develop a much better relationship to both food and movement 11) Resilience for Managing Change. 12) Living Genius: Advanced Meta-States Patterns for Sustaining Mastery. Advanced Neuro-Semantic Trainings Advanced Modeling Using Meta-Levels: Advanced use of Meta-States by focusing on the domain of modeling excellence. This training typically occurs as the last 4 days of the 7 day Meta-States Certification. Based upon the modeling experiences of Dr. Hall and his book, NLP: Going Meta—Advanced Modeling Using Meta-Levels, this training looks at the formatting and structuring of the meta-levels in Resilience, UnInsultability, and Seeing Opportunities. The training touches on modeling of Wealth Building, Fitness, Women in Leadership, Persuasion, etc. Advanced Flexibility Training, An advanced Neuro-Semantics training that explores the riches and treasures ©2005 L. Michael Hall, Ph.D.

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in Alfred Korzybski's work, Science and Sanity. Originally presented in London (1998, 1999) as 'The Merging of the Models: NLP and General Semantics," this training now focuses almost exclusively on developing Advanced Flexibility using tools, patterns, and models in General Semantics. Recommend for the advanced student of NLP and Meta-States. Neuro-Semantics and NLP Trainers Training. An advanced training for those who have been certified in Meta-States and Neuro-Semantics (the seven day program). This application training focuses the power and magic of Meta-States on the training experience itself—both public and individual training. It focuses first on the trainer, to access one's own Top Training States and then on how to meta-states or set the frames when working with others in coaching or facilitating greater resourcefulness. Neuro-Semantics Coaching Certification Training: Meta-Coaching. This is an advanced 7 day Training for those with Meta-NLP training (or Coaching Essentials) and APG for Coaching Genius). Meta-Coaching is based on five meta-models: the NLP Communication Model, the Meta-States Reflexivity model, the Matrix model, the Axes of Change model, and the Self-Actualization model. Credentials for Meta-Coaching Certification begins with ACMC (Associated Certified Meta-Coach) and moves to Professional (PCMC) and Master (MCMC) as well as Internal (ICMC). See the website for detailed information or the Meta-Coach Pathway brochure,

YOUR PERSONAL WEALTH CREATION PLAN The Matrix of a Wealth Genius These pages provide the foundation for creating your own Personalized Wealth Building Plan. To do that we have used the Matrix Model as a business plan. Use it to identify the key variables that will enrich you and give you a way to make it real in everyday actions. Fill in these pages and keep refining them until you create a workable plan for your future. When they are full, transfer them to a file on your computer so that you can create a workable blueprint that you can keep refining year by year. What have you learned or are you learning about the Matrix of a Wealth Genius? How much of a solidly robust Matrix of frames do you have now? What's your plans for renewing and transforming your Matrix this week, this month to become more elegant, exquisite, and focused as a Wealth Genius?

The World Matrix 1) The Meanings I am giving to selling from this day forward are:

2) The Intentions I have or am setting about why I sell and give myself to elegant selling are;

3) The States for become a selling genius for me are:

The Meaning Matrix 1) The meaning-making processes that I am committed to renewing and enhancing are:

2) The guidelines and principles that I am today commissioning as my guiding principles and frames which come from my understanding that wealth is created by..."

3) The intentions I'm committed to in become a more resourceful meaning-maker are:

4) The states that I will access and use in generating better meanings are:

The Power Matrix 1) The Meanings that will enhance my actual wealth creation skills, strategies, and processes are

2) The Intentions I am setting for developing my capacities of creating wealth are:

3) The States that I will access and anchor for expanding my skills in creating wealth are:

The Intention Matrix 1) The Meanings that I am creating about wealth, money, financial independence, etc. which inspire my passions the most are:

2) The highest Intentions in the back of my mind about becoming more intentional are:

3) The States that best support me in this are:

The States Matrix 1) The Meanings that I now attribute and give to my wealth creation states are

2) The Intentions that I now set for being in the best states and developing robust state management are:

3) The best States for accessing my best states and doing so persistently are

The Self Matrix 1) The Meanings that best enhance my identity as a wealth creation, wealth person, etc. are

2) The Intentions that support me in this process are:

3) The States that I'm committed to accessing and use for this are

The Others Matrix 1) The Meanings that best enhance my relationship with clients and customers are:

2) The Intentions that support me in creating wealth, engaging in business, etc. with grace and elegance are:

3) The States that I'm committed to accessing and use for this are

The Time Matrix 1) The Meanings that best enhance my sense and use of time in the process of creating wealth

are:

2) The Intentions that support me in living in and through time are:

3) The States that I'm committed to accessing and use so that I make the best and most enjoyable use of time are:

Summary of my Empowering Decisions: The empowering decisions that will assist me in this plan include — The one thing I can do today to begin my wealth building process is — Examples: Learn this material really well. Study this workbook thoroughly; Begin to fill out my Wealth Building Plan.

S u m m a r y of my Steps and Stages The specific steps I will do in my wealth creation plan are the following: