CHAPTER 1

A Clutch of Moneygrabbers

The product or service that you help people acquire, and the location you work in, are less important than your techniques, planning, and determination to do the most productive thing possible at every given moment. If you make all the habits of the Champion your habits, you’ll become a Champion. You’ll have the prestige, the money, the recognition, and the self-acceptance that all Champions have.

I’m talking now about the great ones who earn in a good week what the average worker earns in a year. Now let’s talk about eight systems that the great ones use to turn little dollars into big dollars.

Turn Little Dollars into Big Dollars

The Super-Champions, and most of the top producers, combine all the techniques given in this book to build a base of referrals into an ongoing operation that continues to generate its own momentum. The average salesperson has a hard time getting referrals from the people he sells; the Super-Champion often gets referrals after a short phone conversation with people he’s never seen. The Super-Champion paid the price to acquire his skills, and he has the confidence to use them to the fullest possible extent. “Nothing succeeds like success,” Alexandre Dumas wrote more than a hundred years ago, and the words were never truer than they are today. To succeed, gather the skills and knowledge that are the tools of success. Then use them.

Having done that, you’ll be ready for the systems to magnify the values you work with.

Money-clutching system 1 is multiplying money. The