Messages from the Masters
Find Mentors to Help Shape Your Philosophy by Jeffrey Gitomer

Establish, revise basic principles for life, work

The root of your sales success lies in your sales philosophy.  How did you develop yours?

Mine came from a combination of home environment, books, education, mentors, personal development programs, personal experience and observations. 

You establish and revise the basic principles of your philosophies by exposure to information, your experiences and listening to the beliefs of others – especially those you respect.  You try to accept only the good stuff, and then adapt it to your way of life.

While you may believe you determine your own philosophy, much of it is predetermined or influenced by your home environment during childhood.

After that, it's up to you to seek influencers and mentors.  People who impact the way you think and create the motivation that drives your actions.

One of my most respected influencers is Jim Rohn, who is considered by many, me included, to be America's foremost business philosopher.  Last week I was reviewing seminar notes I've taken at his events over the past five years.  Since I'm planning to attend another "Weekend with Jim Rohn" seminar in June (go to for more info), I was craving a little advance inspiration.  Look what I found.

I rediscovered hundreds of morsels of wisdom notes and reconfirmed why I can't wait to see him again.  Here are some philosophical quotes and concepts that drive Jim Rohn, and may put gas in your car:

Balance.  Life is a combination of "want to" and "how to" and we need to give equal attention to both.

Activity.  The few who do are the envy of the many who watch.

Career Growth.  The most important question to ask on the job is not "What am I getting?"  The most important question to ask is, "What am I becoming?"

Goals.  Set the kind of goals that will make something good of you.

Reality.  You must get good at one of two things.  Planting in the spring, or begging in the fall.

Motivate to Educate.  Motivation alone is not enough.  If you have an idiot and you motivate him, you have a motivated idiot.

Personal Development.  Formal education will make you a living.  Self-education will make you a fortune.

Hypocrisy.  What we demand from our children, we must demand of ourselves.  There must be a standard by which we live – and, as parents, we must set it and live it.

Motivation the wrong way.  If someone is going down the wrong road, he doesn't need motivation to speed him up.  What he needs is education to turn him around.

The nose on your face.  Success is the study of the obvious.

Work vs. pay.  If you work at your job, you will make a living.  If you work on yourself, you will earn a fortune.  Work harder on yourself than you do on your job.

Numbers.  Get your personal numbers in line with your business numbers.  Balance sales numbers with education numbers and health numbers.

Wealth.  I found it easier to get rich than I did to make excuses.

Time.  We can no more afford to spend major time on minor things than we can spend minor time on major things.

Pay.  You don't get paid for the hour.  You get paid for the value you bring to the hour.

Customers.  One good customer well taken care of could be as valuable as $10,000 worth of advertising.

Happiness.  Learn to be happy with what you have while you pursue what you really want.

Plans.  If you don't make plans of your own, you will probably fit into someone else's.

Jeffrey Gitomer is the author of The Sales Bible, Knock Your Socks Off Selling and Customer Satisfaction is Worthless; Customer Loyalty is Priceless. To order Jeffrey's many books and/or audios and videos, go to  (c) 1999 All Rights Reserved.

Provided courtesy of  Jim Rohn International

Contact Us

  • Address: 2997 Day Avenue Coconut Grove, FL 33133

  • Phone: Office: (305) 562-1944

  • Email:

Follow Us


Fendz Asset Management, Inc. , is an independent registered investment advisory firm and insurance agency in the State of Florida. As a fiduciary firm, we do NOT sell proprietary products nor custody client assets. Our vetted team of professionals include attorneys, certified public accountants, money managers, business brokers, insurance specialist, 401K-pension experts, realtors, lifestyle coaches and others. Client accounts custody at: Pershing LLC (a subsidiary of The Bank of New York Mellon) & Betterment Securities - members of  FINRA and SIPC.