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sales and currently selling only three units a week; what 
would the consequences be for you if you were to decide to 
make one additional sale per week; through a conscientious 
application of the second effort concept? Well; on a weekly 
basis; it might not appear to be a major breakthrough。 
However; viewed over the time frame of an entire career; it 
would actually amount to well over two thousand extra sales。 
Moreover; from a monetary standpoint; it would mean you 
would actually receive an extra ten years' income over the 
span of a forty…year career。 Yes; that one sale would be the 
Razor's Edge difference; which could catapult you into 〃the big 
leagues〃 in your chosen career。 

Milt Campbell's Triumph 

One individual who discovered the Razor's Edge 
difference for himself; in his own life; is Milton Campbell。 You 
see; Milt went to the Olympic Games in 1952; to compete in 


the decathlon event。 He performed with distinction; finishing 
in second place in the world and as a result; brought home an 
Olympic silver medal。 However; Milt's ambition has always 
been to win the Olympic gold medal。 Therefore; when he 
returned home; he gave it that old second effort and he started 
his training program all over again。 For the next four years; 
Milt Campbell dedicated himself single…mindedly to a training 
schedule; which would culminate with his winning the 
Olympic gold medal for his country at the 1956 Olympic 
games。 In the aftermath of that spectacular achievement; I had 
the pleasure of speaking with Milt on numerous occasions。 He 
often confided to me that many of the athletes against whom 
he competed in high school were far superior to him at that 
time。 But at some point; they had made the decision to 
abandon a sports career and the Razor's Edge difference for 
Milt was that he kept training。 The result…the day they pinned 
the gold medal on Milt; he was recognized as the best athlete 
in the entire world! 

One of the most powerful illustrations of the fine line 
which separates winning from losing was revealed in the 
filming of the movie; The Razor's Edge。 The cast for the movie 
was comprised of eight 〃principal actors;〃 and eight 〃stand…
ins。〃 (That is to say; each 〃principal〃 had a 〃stand…in〃 to do the 
hard; grueling and tiresome work for him; while the stars did 
〃the rest!〃) After the film had been completed; Life Magazine 
published a story in which the pictures of the eight 
〃principals〃 were exhibited on one page; and the eight 〃stand…
ins〃 were shown on the opposite page。 

The stand…in for 〃the star〃 of the film; Tyrone Power; was 
a man by the name of Thomas Noonan。 Noonan was a close 
associate of Power's and they had even attended the same high 
school at the same time。 Both men were about the same size; 
they were equal in intelligence; they dressed almost 
identically; and they resembled one another very closely; even 
in their physical appearance。 In point of fact; as close a 
resemblance as was humanly possible existed between each 
〃principal actor〃 and his or her 〃stand…in。〃 But in one way…and 


one way only…the 〃principal actors〃 and their 〃stand…ins〃 were 
completely dissimilar。 For the combined salaries received by 
the eight 〃principals〃 for the picture amounted to; what was at 
that time; a staggering 489;000。 The combined salaries for 
the eight 〃stand…ins;〃 on the other hand; amounted to a paltry 
6;534。 The 〃principals〃 may only have been slightly more 
talented than their 〃understudies〃 were; but the monetary 
compensation which they received was seventy…five times 
greater! 

As your awareness becomes increasingly great with 
respect to 〃The Razor's Edge〃 concept; you will be astounded 
by the number of such examples you encounter every day。 As 
a case in point; just consider how much kindlier you feel 
towards a particular retail store; where the cashier smiles and 
〃thanks you for your business;〃 and then asks you to come 
back 〃real soon〃; as compared to one where you are greeted 
with a stern; 〃Well; are you going to buy anything or not;〃 
attitude。 

Or consider this illustration…approximately one year ago; 
a family attended one of my seminars in Toronto。 They were a 
truly beautiful family; but they had a serious problem and 
they asked me if I could help them solve it。 They informed me; 
to begin with; that they were the owners of an automobile 
repair shop。 But they also explained their business had gone 
sour; so 〃sour;〃 in fact; they were seriously contemplating 
〃closing their doors;〃 and going to work for someone else。 

In an attempt to assist them; I visited them on the 
premises of their shop and I asked them a series of related 
questions。 Then; I 〃sat back〃 and listened very carefully to the 
answers which they provided me with。 It wasn't long before I 
ascertained; that whenever I asked a question having to do 
with their ability as mechanics; they answered with great 
enthusiasm and literally overflowing with confidence。 In fact; 
they soon had me convinced not only were they very skillful 
mechanics; but they were exceptionally hard workers as well。 


On the other hand; however; I also discerned; that 
whenever I asked them a question which touched upon the 
public relation's side of their business; they exhibited 
absolutely no enthusiasm; whatsoever。 In fact; an aura of 
pessimism and despondency actually came over them。 It was 
fairly obvious to me; therefore; the only problem which this 
family really had was dealing with their own mental attitudes。 

Once I had identified the exact nature of the problem; I 
was able to suggest corrective action。 I told them they must 
begin to 〃visualize their shop full of cars which needed to be 
repaired。〃 I suggested; moreover; that every time they 
visualized themselves doing work on a car; they also visualize 
themselves vacuuming the inside of the car; washing the 
outside; and making sure the windows were spotless。 I pointed 
out to them; that because most people don't really understand 
very much about the mechanical aspects of a car; the only 
thing which they would notice; was 〃how it looked;〃 and since 
almost everyone feels better driving a car that looks good; 
these little extra touches would soon start paying great 
dividends for them。 

Approximately two weeks later; I received a phone call 
from one of the family members。 She told me that none of 
them quite understood how 〃something so basic;〃 could make 
such a tremendous difference。 But nevertheless; they had 
become so busy in the next two weeks since I had visited 
them; their only problem now was completing all of the work 
which they had attracted to themselves。 The Razor's Edge 
difference that changed their business from a loser into a 
winner; turned out to be nothing more dramatic than a 
hospitable attitude and a few additional touches on each and 
every automobile。 Was it worth it? Just ask the Jacob's family 
of Toronto; Canada! 

Most educators will admit … with some coaxing … that the 
average individual reads at only about a grade six or seven 
level。 The reason for this is we are taught to read by the time 
we reach grade six or seven; and then we never bother to 


improve our reading skills beyond that point。 You should 
realize; moreover; that what is true about 〃reading;〃 is also 
true of most other skills which we acquire in life。 Once people 
have become proficient in the basics in any particular field; 
they usually choose to stop learning; and of course; from that 
point forward they cease to improve。 Since this is true of most 
people; it follows that it is only the small minority of people in 
any given field who will go on to become the acknowledged 
experts in their chosen vocation。 Therefore; they are the people 
who can demand and who will receive the lion's share of the 
income in their field。 (Just reflect upon the vast difference in 
the incomes of the actors in the movie The Razor's Edge。) 

Taking this information into account; consider the job 
you are doing presently and ask yourself the following 
questions: 〃How good am I at doing it?;〃 and 〃How much better 
could I be?〃 Realize; that if you would study your chosen field 
for one hour per day; in five years time you would have 
studied for 45 forty…hour weeks; which amounts to almost a 
full year of study。 Moreover; since you would only be studying 
for one hour at any given time; you would be able to give the 
material your undivided attention。 Therefore; it would actually 
be the equivalent of 〃a full year〃 of concentrated study。 This 
means that by the end of the first year; you would already 
have put in nine forty…hour weeks of invaluable study time。 
Although this amounts to only one hour of study per day; if 
you were to follow this schedule rigorously; in a relatively 
short span of time you would stand among your peers like a 
giraffe in a herd of field mice。 

In fact; when you really think about it; you will soon 
understand there isn't any competition at all; because there 
are so few people in the race; that even the losers are winners。 
Therefore; you need not do a tremendous amount 

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