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right…hand side place a plus sign。 Under the minus sign; write 
out the very worst thing that could happen to you; if you were 
to follow through with your idea。 On the right…hand side; write 
out all the good things…the very best things…that could happen 
to you; if you were to go ahead with your plan。 Clearly 
understand; that so long as what you plan to do is honest and 
honorable; whatever goes on the left…hand side of the page is 
not going to be disastrous。 On the other hand; however; what 
goes on the right…hand side of the page could turn out to be 
absolutely magnificent。 

Therefore; by creating the balance sheet in this manner; 
you are demonstrating to yourself; for your own edification; 
the fact you actually have 〃nothing to lose。〃 It has already 
been brought to your attention numerous times in this book; 
that simply 〃missing the mark;〃 does not make you a failure; it 
only means that your plan did not work out as you had 
anticipated。 So even if you should lose everything you own; 
you still retain the capacity to bounce back; to try once again。 

For several years now I have been in the habit of reading 
the biographies and autobiographies; of men and women who 
have truly accomplished 〃something of significance〃 in their 
lifetime。 I have found; moreover; that almost without 
exception; these individuals had fallen short of their goals on 
numerous occasions; but that never deterred them! Indeed; I 
myself have experienced 〃failure to hit the mark;〃 on a number 
of occasions; and I will readily admit it hurts a little and it 
even causes a certain amount of embarrassment。 But be that 
as it may; it has never stopped me from trying again and it 
need not stop you either; because we all possess the ability to 
get up and get going once again。 Therefore; this very moment; 
make up your mind that you are going to become the 〃Risk…
Taker〃 you truly wish to become。 


The Razor's Edge 


You are only one inch 。。。 one step 。。。 
one idea 。。。 away from turning 
onto the boulevard of beauty 
in your own life。 

It has often been said the line which separates winning 
from losing is as fine as a razor's edge … and it is。 (I am talking 
about winning in a big way and in all areas of your life。) 

W。 Somerset Maugham wrote an entire book entitled The 
Razor's Edge; and Daryl F。 Zanuck spent four million dollars 
producing a movie which had the same title。 Both of these 
great men…author and movie maker alike…knew there wasn't a 
big difference among people; there was only a big difference in 
the things they accomplished。 (That was the theme of the 
movie as well as the book。) 

One person 〃just about〃 starts a project; the other person 
starts it。 One individual 〃almost〃 completes a task; the other 
does complete it。 One person sees an opportunity; the other 
acts on it。 One student 〃nearly〃 passes the exam; the other 
does pass it…and although the difference in their marks may be 
only one percentage point out of a hundred; it's that one point 
that makes all the difference。 

The annals of sport's history are rich with dramatic 
illustrations of the Razor's Edge concept。 For example; at the 
1976 Olympic games in Montreal; Canada; there were eight 
finalists competing in the one…hundred meter dash; but the 
runner who won the Olympic gold medal was only one…tenth of 
a second faster than the runner who finished in last place。 

In 1947; ARMED …the first race horse in the history of 
United States' racing to win over one million dollars in prize 
money over the duration of his career…had earnings of 
761;500。 But the horse which finished second in earnings 
that same year…a horse which often lost races a mile long by 


only 〃a nose〃…won only 75;000。 Now; if one were to look at 
their winnings alone; it would appear that ARMED was 
thirteen times better than his closest competitor。 However; 
when you compare 〃the times〃 that were actually registered by 
those two horses in their races; you discover he really wasn't 
even four percent superior! 

Now; you may have grown up with the idea that some 
people have it and some people don't。 Or; because some people 
are much better than others; they enjoy much more of the 
abundance of life。 But I want you to understand; right here 
and now; this idea is absolutely false! For you are every bit as 
good; or as powerful; as anyone you see; know; or even hear 
about。 Remember; since the difference between them and you 
is only in the area of accomplishments; and since there is 
something you can do that will vastly improve the results you 
are achieving presently; you have the potential to become even 
more successful than they are。 You may already know how to 
do what others are doing (if you don't; you can learn); and 
since your potential power is unlimited; you can do even 
greater things than they are now doing。 

The 〃something〃 that you must do to become more 
successful may not be what you think it is。 But whatever it 
may be; rest assured; you are quite capable of doing it。 Always 
bear in mind; however; that because each person's world is 
just a little bit different; the something which you must do is 
not necessarily the same thing the person you live with or 
work with; must do。 Nevertheless; there is no question that 
you will eventually find out what it is that you must do。 So 
make up your mind…immediately…when you do figure out what 
that Razor's Edge is for you; you will do it。 

Heinz Daues' Story 

As I was writing this chapter; a very dear friend of mine…
Heinz Daues…telephoned to thank me for an idea I had given 
him。 But before I let you in on what that idea was; permit me 
to give you some background information。 Heinz Daues works 
for a large insurance company in Toronto and every October 


his company holds a contest which is referred to as; 〃A 
President's Month。〃 All of the salespeople in the company 
〃gear〃 themselves up for this contest and they each perform at 
their peak level of productivity。 Their reward; if they should 
win the contest; is both fame and fortune。 (The company 
always recognizes its proven leaders。) 

As he does every year; Heinz had an exceptional 
〃President's Month。〃 But; in keeping with his practice of 
previous years; he was planning to 〃relax a bit〃 in November; 
or at least to revert to what he considered to be 〃normal 
production。〃 As I was talking to him one afternoon; however; I 
noticed that his usual high degree of enthusiasm had levelled 
off considerably。 I knew something was amiss; so I asked him 
what was bothering him。 He then explained he was 
experiencing a 〃big let down;〃 now that his 〃big month〃 had 
come to an end。 In an attempt to raise Heinz's spirits; I asked 
him the following question: 〃Heinz; what would you do with 
the extra commission you would earn; if you were to repeat 
your October performance in November?〃 (He actually earned 
three times his usual monthly income in October。) 

Seeing the true meaning behind my question; Heinz's 
face brightened considerably and a broad smile appeared 
across his face。 Then I quickly added; 〃We both know you are 
quite 〃capable〃 of repeating your October performance in 
November; there is absolutely no question about that。〃 By this 
time Heinz had become thoroughly convinced; that not only 
was he capable of repeating his performance; but he definitely 
would repeat it。 He said; with his customary confidence and 
vigor fully restored; 〃All right Bob; I'm going to do it。〃 

The Razor's Edge … he did it … Heinz Daues beat his own 
record of October in November! Think of the difference this will 
make in his annual income; not to mention his standing in the 
company。 You just know he will duplicate or better his 
performance next November; following 〃President's Month。〃 

The 〃something〃 for Heinz Daues turned out to be 
nothing more sophisticated; than deciding to do the same 


thing in November; which he had already done in October。 
Perhaps you are saying to yourself; 〃anyone could have figured 
that out;〃 and you're right…they could have。 But there are a few 
thousand people selling for the same company that Heinz sells 
for and I'll bet you 〃dollars to donuts;〃 there weren't five others 
who did! 

Vince Lombardi; former football coach of the outstanding 
Green Bay Packers football team; described the Razor's Edge 
concept in football very well when he said; 〃Most games are 
won or lost in the last two minutes of the first and second 
half。〃 But what Lombardi is best remembered for…with respect 
to football's Razor's Edge…is the 〃Second Effort〃 concept; which 
he introduced for the edification of his players。 In a nutshell; 
the 〃Second Effort〃 concept simply meant; that when a player 
was initially stopped by the opposing team; he would always 
surge forward a second time; with the added thrust of a 
〃second effort。〃 

Now; just consider the tremendous difference you could 
create in your own life if you were to adopt a similar mental 
attitude。 For example; if you are a person who is working in 
sales and currently selling only three units a week; what 
would the consequences be fo

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