August 29th, 2010 by Jim Donovan
Can you really increase your income by simply reading self-help books and listening to audio programs or is it just a bunch of hype designed by the people who write and record those books and programs?
Do these principles really work or is it just a lot of feel good, touchy feely rubbish?
Well, my friend, I can honestly tell you yes, you can! It does work and, in a moment, I will explain how and why. I can hear some of you more skeptical readers saying, sure, prove it. I will, I promise.
Napoleon Hill in his classic book, Think and Grow Rich, James Allen in As A Man Thinketh and Florence Scovel Shinn in The Game of Life all written in the 1920s, taught us we could use the power of our minds to become more successful.
Most of you, especially if you’ve been in business for a while, have probably been to a seminar on personal development. Seminars are great. I love going to them and I really love giving them since it gives me a way to share ideas with a live audience and meet new people, something I really enjoy doing.
The problem is, as I’m sure you’ve experienced, that a week or two after the seminar you are right back into your less-than-productive habits. You left the seminar all charged up and once the excitement wore off, you slipped back into your pre-seminar behavior. Reading books and listening to self-help programs is also a great practice but, like seminars, if it is not done on a regular basis it is not nearly as powerful. The operative word here is regular.
On-going Personal Development
The key is On-going Personal Development (OPD). The Japanese have a word, Kaizen, which means making small daily improvements in every area of your life. It is a principle taught to them by the late W. Edwards Demming who was sent by General Douglas MacArthur to help them rebuild their country after World War II. Since we have no word for this in English, I have chosen OPD, On-going Personal Development as a reminder to follow this formula for success.
It is not so much what you do sometimes that makes the difference, it is what you do daily. If you want to succeed, make a daily habit of reading and listening to self-help and inspirational books and audios. As little as 15-20 minutes a day can make a major difference. For one thing, you will begin your day (assuming you do this first thing in the morning) on a more positive note and secondly, you will, over time, have assimilated a lot of powerful, positive and thought provoking material.
Proof Positive
A number of years ago, my friend John came to visit me in my home office. It had been a while since I had seen him so, of course, I asked how he had been. “Great!” he replied, “My income went up over 15% in the last six months.”
Considering that John is in automobile sales and we were in the middle of the worst recession in decades, I had to learn more. I asked John how he did it and was a bit taken aback when he replied, “I went to a seminar.”
He went on to explain that the seminar leader suggested reading a self-help book for fifteen to thirty minutes a day. John, who had not read a book since school, bought the persons book and began reading every morning before going into the dealership where he worked. He would leave for work a half an hour early each day, sit outside in his car and read the book. That was the only change he made in his daily habits and his income went up by, in his case, $1,000 a month. By the way, that works out to $100 an hour for reading!
Why this works
It took me a while to fully understand what had taken place but it finally clicked one day. Imagine John, having just finished his daily ritual of reading an inspirational book, going into the showroom. He is in a positive, uplifted state and is cheerful.
The other salespeople are in the corner, whining about the recession. You’ve seen the scene, everyone stands around complaining about the situation instead of taking action to change it.
You, the buyer, enter the showroom. One one side is the group, kicking the coffee pot and looking grumpy. Across the room is John, bouncing around happy as can be. Now, let me ask you the critical question. Who do you want to buy your car from? Who are you most likely to gravitate toward? John, of course. Positive energy attracts people to it.
As a direct result of investing a little time each day on personal development (OPD), John increased his income and felt better in the process. The bonus is that this activity is cumulative. The more you do it, the better you feel.
Success leaves clues
One hundred percent of the self made millionaires (excluding people in the entertainment field) are committed to reading and listening to self help books and audios. The most successful direct sales companies have instituted a book/audio of the month program and encourage their people to participate.
How many books have you read this month? How many audios are in your car? Do you think it is a coincidence that top companies have a formal program of books and audios for their employees success?
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August 10th, 2010 by Jim Donovan
Most people, especially online and in Social Media circles, know me as an author. This makes sense since I’ve written seven books, several of which have been translated into eight languages and are sold in 22 countries.
I’ve been very fortunate and have had the thrill of touching the lives of hundreds of thousands of people in a positive way. I still get goosebumps every time I receive an email someone who’s life has been changed by what they read in one of my books.
However, what a lot of people may not know is that I also deliver seminars and workshops. As a matter of fact, I started doing seminars before I published my first book.
I’ve delivered programs to businesses, associations, schools, and government agencies. And I’ve held a number of public seminars like the one I’m part of in Philadelphia in November (see below).
My talks have been for a variety of gatherings including motivational seminars for college students and at-risk youth, performance enhancement programs for corporate employees, and productivity workshops for senior management and sales forces.
I’ve delivered half and full day training sessions for association meetings to help members in their personal and business lives as well as people in mid-life who want to reinvent themselves and create a more rewarding future.
Speaking and training is something I’d like to do more of so, if you or your company, association, school or agency have an upcoming event or would like an inspiring, affordable speaker, contact me.
Incidentally, if you can refer me to someone who engages me for a paid event you will be compensated.
You can learn more about my programs here.
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February 25th, 2010 by Jim Donovan
It has been said that a person will not reach their full potential unless coached. While this may or may not be entirely true, it does hit on a key benefit to coaching, especially for small and solo business owners.
Typically, a small business owner, particularly a solo practitioner, works in a vacuum. They rarely have someone to share ideas with, much less talk about their fears or concerns. Aside from the few who belong to a mastermind group, most have no objective help to expand their ideas or as a way to gain a different perceptive on their business.
Small business people who are not working with someone in the capacity of a coach are missing out on one of their greatest opportunities for growth. Those savvy people who do engage the services of a coach who specializes in working with small businesses have a distinctive advantage over their competition.
Choosing Your Coach
With some many people entering the field choosing your ideal coach can be a daunting task. The single most important characteristic, in my opinion, is that you and the coach have rapport first as people, then as client and coach. I don’t care how many certifications someone has, if you don’t feel good about working with them, it will never work.
Next, I would suggest that if it’s your business that you want help with you choose a coach who specializes in working with small businesses.
I was once hired to coach a high-level sales executive and when I asked why he chose me out of the several people he interviewed; his reply was “because you’re the only one who actually has had sales experience.”
Personally, I feel that a coach who has business experience will bring more value to the relationship then one who has not.
Conversely, I would not choose a business coach to help me with a fitness or a relationship challenge.
The field of personal coaching has evolved over the years from the “life” coaches who worked with a variety of clients, to more specialized ones who choose to work in a specific niche, typically chosen because of the coaches experience in that niche.
Over the years, coach training schools have focused their programs on niches and offer additional training, beyond the basics, in business, health, and relationship coaching.
A really top coach, however, will get involved in several areas of your business and life. If for example, all your time is spent at work and you’re neglecting your health and family relationships, your coach, hopefully, will work with you to bring that back into balance. There is little point in having a successful business if the rest of your life is falling apart.
It is my heart felt suggestion, based on a decade of coaching small business owners and two decades of being in my own business, that if you really want to reach your full potential, you need a coach who can help you step out of your comfort zone and grow your business or professional practice.
How coaching works
Typically, a coach works one-on-one with clients or in a small group setting. For the most part, coaching is conducted by telephone although some of us like in-person meetings when the situation lends itself and, with the advent of video conferencing services like Skype, it’s possible to combine the two.
Coaching relationships last an average of six months although many continue much longer. If the reason for the relationship is a specific task, like publishing a book for example, the relationship may only last until the project is completed.
What does it cost?
While coaching fees vary widely most coaches are open to creating a program that will fit the needs and budget of the client. If finances are what’s preventing someone from hiring a coach, exploring group programs may be the answer, however, the experience of group coaching, while valuable, is not the same as having your own coach. It’s less personal, your time is shared with others, and it lacks the confidentiality of individual sessions.
Group coaching programs are well suited if everyone in the group is working on a similar task or project. A group geared toward people starting their own business, for example, would be quite valuable since group members can share ideas and knowledge.
Whatever method best suits your present circumstances, hiring your own coach is one of the best investments you can make in the future success of your business and will go a long way toward your realizing your full potential.
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December 14th, 2009 by Jim Donovan
I want to ask you a serious question.
Did you reach the goals you set for yourself this past year? Remember back to the beginning of 2009. You were excited about the year ahead.
You had dreams and, hopefully, took the time to write your goals in your journal and maybe even developed an action plan to achieve them.
If you did this and are fully satisfied with your results, congratulations.
If not, ask yourself why. You had the best of intentions. You were motivated but, yet, for some reason, life got in the way.
I understand. It’s happened to all of us at one time or another.
One reason so many people are living what seems like the same year, over and over again, is simply because they don’t have a coach.
That’s it. The secret is out!
I’ll tell you one thing I know as sure as I know my own name. If you had worked with me as your coach over this past year, you’d be closer to your goals than you are now.
How do I know this? Simple, I’ve been coaching people for over a decade and have the results to back it up.
Just ask the aspiring authors I worked with who are now successfully published and living their dream. One recently hit #7 on the New York Times bestseller list.
Or you could ask the realtor I coached who wrote that in his 16 years in the business, he had his best year when we were working together.
You could ask the small business owners who I helped launch products, develop additional revenue streams, create joint ventures, and open new markets, they had not even considered before. You could ask the small publisher who added $9,000 to her monthly income.
How am I able to do this? What makes me so different from other coaches?
Simple, in addition to my more than 10 years as a coach and my certification in a Law of Attraction coaching program specifically for businesses, I have more than 30 years servicing small to mid-sized business clients. This means I have worked with companies in dozens of different industries and bring this experience to my work with each of my clients.
Let me ask you this: What will you do to make sure 2010 is the year you go for your dreams?
Here are a couple of things you can do to insure your success:
For starters, get a coach. If not me, get someone else or, at the very least, have an “accountability” partner to work with to keep you on track.
Next, make a habit of reading and listening to personal development information daily. In addition to books and audio’s, I’d suggest you subscribe to Success Magazine. It’s a great way to keep your attitude positive and continue learning throughout the year.
If you do want to consider working with me as your coach, send me an email and tell me a little about yourself and what you’d like to achieve this year.
Do it now because, you deserve to have the life you desire and, besides, in 2010 I am only working with a small number of people.
You deserve to live the life of your dreams but no one does it alone. Get a coach, work with a team, ask for help.
Create your vision, take inspired action, have faith, and enjoy the journey.
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November 10th, 2009 by Jim Donovan
Throughout the day, during every waking hour, we are carrying on a running dialogue with ourselves. We are constantly thinking, or more accurately, talking to ourselves in every waking moment.
Hundreds of words per minute pass through our conscious minds as we go about our day. Unfortunately, for one reason or another, most people’s self-talk is negative. This is probably due to the number of negative messages we heard as we were growing up and continue to hear today.
These came from other, perhaps well intentioned, people or individuals who were themselves living in a negative reality. Much of it is from a steady stream of negativity bombarding us from television, radio, newspapers and magazines.
Situation comedies, for the most part, belittle people in the name of humor and many game and reality shows place people in embarrassing situations further undermining their self-image.
A while back, I was sitting outside a local restaurant writing while enjoying a quiet lunch. It was a beautiful day and the restaurant provided me with a view of the Delaware River, near where I live. Access to scenes like this is one of the many reasons I feel so blessed to be living the life that I am living and further proof, to me, of the power of creating a compelling vision for your life.
Where we live is the result of my wife and I becoming clear as to exactly what we wanted in our life, setting specific goals, visualizing our dream life as already complete, and taking regular action. I don’t just write about these principles, I live them daily and have for over two decades. And I’ve seen magnificent changes in my life as a result. Remember, we ask, God answers.
As I was sitting there totally enjoying the scenery, two women walked passed me on their way out of the restaurant, having finished their lunch. The women looked to be in their late 40’s or early 50’s although I avoid ever guessing women’s ages for obvious reasons.
As they passed, I overheard one of the women say, When I was young . . . Those words hit me like a lighting bolt, especially since I was working on my new book at the time.
What a disempowering choice of words. Your words have power, so choose them carefully. While you and I know that she meant no harm by her choice of that particular phrase, her mind took it in. What do you suppose the message to her subconscious mind was? Obviously, I’m not young any longer. I must be old!
A phrase that would have conveyed the same message but would have been more empowering would have been to say, When I was younger . . .
Without even realizing it, you’re programming your mind with disempowering, less than ideal, messages. Keep in mind that your subconscious believes everything that you tell it.
Think about the phrases that you use regularly to describe yourself or how you feel and make sure that they are sending a positive message to your subconscious mind. Avoid any phrase that is negative or dis-empowering.
As a matter of fact, by amplifying positive words like saying ìgreat or terrificî instead of just “good or fine,” and minimizing negative ones, you can actually improve the way you feel.
Years ago, when I had the pleasure of meeting and briefly speaking with success legend, Zig Ziglar, I remember his reply to my question, How are you? Zig’s answer, Better than great.
What are you saying to yourself?
Excerpt: Don’t Let an Old Person Move Into Your Body
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October 5th, 2009 by Jim Donovan
Excerpt: Don’t Let an Old Person Move Into Your Body
In my opinion, life is not so much about how long we live, as it is our quality of life for however long we are on this earth. To achieve this, I have created a concept I call “My Health Team.” Rather than put the responsibility for my life in the hands of my doctor, I have chosen to take personal responsibility for it and have assembled a team of health practitioners and advisors. You see, while I believe the medical profession, at least in the United States, is very good at treating illness and excellent at emergency medicine, I feel there is a big difference between not being sick and being healthy.
Many people in our world today might be considered “not sick,” since they have no overt symptoms and are feeling alright. However, that is not to say that they are healthy. While traditional medical doctors, for the most part, are great at helping you if you have an illness, it is not within the scope of their work to treat a well person. For this reason I have assembled my own team of health professionals.
Since I believe the one that is ultimately accountable for my health is me, I have appointed myself captain of my own health team. Depending upon your present level of health and fitness and your beliefs about the subject, your team members will vary from person to person. My own personal team includes, of course, our family doctor, and when necessary, one or more specialists, my dentist, and a doctor who specializes in longevity and preventive medicine.
At various times, my team will include a massage therapist, personal coach, chiropractor, personal trainer, yoga teacher, and various other modalities to help me stay balanced. By employing the concept of a “health team” I am able to maintain the best health possible and continue to improve as time goes on.
In addition to my health team, I eat a reasonably healthy diet and supplement that with a number of vitamins, herbs and some of the cutting edge nutrients like Co-enzyme Q10, a powerful antioxidant.
Stephen Sinatra, M.D., a board-certified cardiologist, a certified bioenergetic psychotherapist, a certified nutrition and anti-aging specialist, and the author of The Sinatra Solution, and co-author of Reverse Heart Disease Now, said that in his research, Co-enzyme Q10 was one of the greatest medical advances of the 20th century for the treatment of heart disease. And suggests what he calls his “Awesome Foursome” for maintaining heart health and treating chronic heart disease: magnesium, CoQ10, L-carnitine and D-ribose.
While they all do different jobs, he says, all support the production of ATP, the high energy molecule that fuels just about every physical activity in our body.
I exercise regularly, and as I said earlier, I’ve been inspired to set a goal of being in the best physical condition I have ever been. The interesting thing about this goal is that I can never reach it. It will keep moving as I approach it. The more fit I become, the more I increase my fitness capacity. This is one goal that I will enjoy never reaching.
One last thought about health and fitness. You may be thinking “I’m getting older; it’s too late for me to get fit.” Studies have shown that regardless of your age when you begin exercising, you can increase your fitness levels dramatically by following a regular exercise regimen. Of course, check with your healthcare provider before starting any exercise or nutritional program.
Excerpt: Don’t Let an Old Person Move Into Your Body
To learn more about Jim Donovan’s “P3″ – Passion, Purpose, Productivity Seminar for your employees, please email
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September 11th, 2009 by Jim Donovan
I realize that, for many people affirming this can be a real challenge, however, it’s really important if you want to improve your situation. The key to having more of what you want, whether it’s more prosperity, health, time, fun, love, or anything else, is to first acknowledge that which you already have and then, to share it.
By appreciating and acknowledging what you have you evoke the power of the Law of Attraction, which as you probably already know, teaches us that “like attracts like.”
Put another way, we attract more of what we focus upon or hold in our hearts. By “hold in our heart,” I’m referring to the feelings we have for they, even more than what we say, are what attracts our experience. Remember, “As a man (or woman) thinks in his heart, so he is.”
By appreciating and acknowledging for example, the health you already have, you are putting your attention on health, which is the only way to attract it. You cannot focus, as so many people do, on illness and attract health. It violates the laws of our universe.
So you first exercise, should you choose to play, is to choose those areas in your life you’d like to improve. Health, of course, is a great place to begin for without it everything else suffers.
You may also want to include love, career, and, yes, money for they too are important. Ideally we want to achieve a balanced life that is prosperous in all areas.
Take each heading and make a list of everything you appreciate about it as it stands now. This activity will align you with attracting more of the same.
After doing this, in health for example, you may notice you are making better food choices, exercising or any number of other activities that will have a positive impact on your health.
When you begin to appreciate the wealth in your life, don’t be surprised if you begin receiving more, sometimes from totally unexpected channels. I’ve stopped trying to understand just why this occurs. I just let it in and give thanks.
The second part of the process is to share, with others, whatever it is you’d like more of in your own life. This evokes the Law of Reciprocity, another universal law, which teaches us that it is impossible to give without receiving.
If you want more love and affection, be more loving and affectionate to the people you encounter. I’m not suggesting you start hugging total strangers . . . maybe.
My friend, the late Charlie Tremendous Jones, made a habit of hugging everyone he met and it served him well throughout his life. Everyone I know loved Charlie.
It goes without saying that if you want more money, giving some away will help you attract more. I realize how difficult this may seem, especially if you’re struggling to make ends meet, but give it a try anyway. You may be pleasantly amazed at what happens.
Even if you can only afford to give a little it will leave you feeling better about yourself and more prosperous. And, for sure, there are many, many charities and organizations who always need your help.
Making a daily practice of writing what you appreciate in your life is a powerful activity that will produce astounding results and it’s something you can start right away.
Tonight, before you go to sleep, write 5 things you appreciate from the previous day. Do this for 30 days and then decide for yourself if it’s something you want to continue. My guess is, once you start seeing the powerful changes taking place in your life, you’ll want to make it a regular habit.
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August 7th, 2009 by Jim Donovan
As this classic song from the Broadway hit, Porgy and Bess, reminds us, summertime is a time to relax, rest, rejuvenate and reward yourself for all the hard work you’ve been doing. As they say, all work and no play makes Jack & Jill a very dull boy & girl. We all need time to relax and just “play.”
No matter how much you truly love and enjoy your work, it is necessary, from time to time, to get away from it all. This may mean going on a trip, even if only for a day or two, or an extended vacation of several weeks. Perhaps, for some, it means staying right where you are but taking time away from your day-to-day work to get out and see what’s around you.
Believe it or not, doing this can be the best strategy you have, especially if you’re in a rut. Removing yourself from the daily routines associated with running your business or household not only helps clear your mind and opens you to new ideas and possibilities, but it will also take you out of your patterned behavior and stimulates your creativity by presenting new experiences, sights and stimuli.
Being away from your everyday environment gives you the opportunity to see what life is like for other people in other locations. Whenever I travel, I make a point of observing what local businesses are doing. I usually talk to one or two business people in the town or city I’m visiting. This gives me a totally new perspective on things and opens my thinking to new possibilities.
Simply being in an unfamiliar location causes us to think and act differently. It takes us out of our routines, moves us away from our comfort zone and literally bombards our creative minds with new and exciting sights and sensations.
Take time to play. Not only will you return more relaxed and rested, you’ll surely have new ideas and renewed enthusiasm for your life and your work.
Can’t get away right now?
Why not give yourself a Self-care Day? When was the last time you took a day just for yourself? If you’re like most people, your answer is probably never. Essentially a Self-care Day is a 24-hour period where you take care of yourself. You do no work at all. I know, I can hear your protest. I protested too when I first heard this idea “But you don’t understand, I have to check my voicemail, I have to return phone calls, I have to answer my emails and on and on.” I protested in my very best entrepreneurial voice. The truth is any of us can take a day for ourselves without consequence. Believe it or not, the world will keep spinning. Calls will wait as will email.
This is a day just for you. If you normally do the cooking, on your Self-Care Day, you will refrain from making meals. Trust me your family will not starve. Obviously if there are small children or infants that depend on you, you would have to modify this. Overall try to do nothing that is related to your normal work. This is a pampering day just for you.
The first time I did this, I discovered just how my work relates to things that I do on any given day. Most of my reading was centered on business topics. Being an entrepreneur and self-employed, I was convinced I had to be working all the time. I was wrong. Kicking and screaming, I embarked on my Self-Care Day. I took a walk, read part of a novel, took a luxurious bath in our soaking tub (something I never used to do) and just hung out and took care of myself. What a concept!
It’s been some time now and my Self-Care Day has become an integral part of my life. I not only feel better, and am having more fun, I have my life back. Doing this regularly has enabled me to put my work back into perspective. I no longer work seven days a week and I no longer do email throughout the day.
The interesting thing is that because of my taking this time to nurture myself, I’m actually more productive. Because I’m taking better care of myself I have more clarity and I’m able to better focus on the task on hand. Because I am taking better care of myself, I am more creative and productive. Most of all, because I am taking better care of myself, I feel better and have more balance and happiness, after all isn’t that what it’s all about?
Action step
Schedule one 24-hour period, sometime within the next 10 days, when you can give yourself a Self-Care Day and then go and do it. Once you’ve done this, see how you might be able to do this weekly and when you feel really ready, schedule an Self-Care Day for what would have been a normal work day.
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May 13th, 2009 by Jim Donovan
Local motivational speaker and author, Jim Donovan, recently completed a four-part workshop series for Grundy Worldwide, based in Horsham, Pa.
Grundy Worldwide is a 62-year-old business that is family-owned and has a notable history in the collector vehicle hobby. Specializing in insuring classic automobiles and car collections, as well as other valuable possessions, Grundy Worldwide has helped to preserve and protect a hobby in which millions of people participate.
Classic 1957 Chevrolet
Most of Grundy’s employees are among those hobbyists, making the company’s customer service exceptional. “Car guys” can talk to fellow “car guys,” when they insure with Grundy.
Grundy Worldwide’s management team felt that investing in the continued success of their employees was a prudent business decision, especially in these challenging times.
“Our dedicated, highly-knowledgeable and hard-working employees make this company thrive,” explained Jim Grundy, Jr., President and CEO of Grundy Worldwide. “And, I want them to know they are appreciated.”
Part of Grundy Worldwide’s investment in its workers was implemented by inviting employees to participate in Jim Donovan’s most-requested small business program, “Getting the Most Out of Your People and Your Self.”
This motivation seminar series is designed to help employees increase their productivity and improve communications throughout the organization. And, Donovan brought his seminars right to the Grundy headquarters, in Horsham, PA.
Combining personal development principles like law of attraction, visualization techniques, goal setting and planning, along with leading edge performance strategies, individuals are better equipped to improve their own productivity, as well as that of the entire organization. This results in an organization that is better-prepared to meet the demands of business in the twenty first century.
“Since we participated in Mr. Donovan’s seminars, the energy level in our office has seemed to increase, and the atmosphere has lightened up quite a bit,” said Chuck Wasoski, VP Collector Vehicle Insurance and participant in the seminar series. “We’re more motivated than ever, working harder than ever and business is booming!”
To learn more about having a customized seminar for your company, read client testimonials and check out audio and video clips visit www.JimDonovan.com/Seminars.html
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March 30th, 2009 by Jim Donovan
One of my secrets for keeping myself in a positive and resourceful state of mind, even in the face of challenges, is my habit of regularly reading and listening to positive, uplifting ideas and information, typically from books and audio programs.
With all the negative stories circulating in the media this is more important than ever.
We know from neuropsychology that it is virtually impossible to access a resourceful mental state if you are negative. You literally do not have access to the mental faculties that can help you solve your problem. This, in addition to it not being much fun, is a good reason to remain positive.
While, like most people, I have my favorite authors, I also make a point of reading a variety of books, articles and magazines as well as listening to a myriad of audio programs that feed my mind a steady diet of healthy ideas.
My latest addition, one I am thrilled to be able to share with you, is the brand new digital magazine, No Limits.
No Limits is the latest motivational resource from my friend, Greg Willson, at Inkstone Press, who also happens to be the publisher of my books in Australia.
This is truly a valuable resource and is available to you at no cost, with no strings attached. By the way, keep an eye out for articles by or about me in future issues and please let your fiends know about this amazing new magazine.
Not only is it packed with great ideas and information to help you live a happier life but it is beautifully designed for the digital medium. Kudos to the design team for producing this great looking product.
With everything going on in the world today, No Limits is a much needed and appreciated breadth of fresh air.
You can see and download the premier issues here.
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A number of years ago, my friend John came to visit me in my home office. It had been a while since I had seen him so, of course, I asked how he had been. “Great!” he replied, “My income went up over 15% in the last six months.”
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