Diamond Minds
Diamond Minds Barry Farber takes a fresh look at what we might call "failure," seeing it instead as another step on the route to accomplishing your goals.

Diamond Minds By Barry Farber The Secret to Falling Down Eight Times… And Getting Up Nine! like to collect good quotes; I discover some real gems. One quote in particular relates more to the secret to personal success—and dealing with setbacks—than any other I've read. It addresses the most common trait that top achievers in sports, business, entertainment—and any other profession—will discuss when asked what contributed most to their accomplishments. So here it is: "Hard Work Beats Talent When Talent Doesn't Work Hard." Not the quote you were thinking of? Many people don't like to hear the word "work" as the key. But it is the only reliable route to success. Recently, during a speech I gave to a group of managers and salespeople, I asked each person to write down one idea covered in the program that he or she would implement over the next 30 days. Some would stand up and explain how they were going to increase sales, get more face-to-face meetings, or target the top 10 accounts in their territory using some of the methods we discussed. As I listened to their presentations, I knew Barry Farber I that some of them would not succeed on their first attempt to put the idea into practice. So after they had each presented their action plan, I asked them to watch what I was about to do—and never to forget it. I had been standing at the back of the room, and now walked up to the front, climbing the steps to the stage. Then, much to their surprise, I leapt off the stage while doing a flip in the air… and landed on my back. The loud noise and alarming fall frightened a few people—particularly a company president who thought I might not get up and finish the program. But stand up I did. Then I told them the following: "Falling isn't failing as long as you succeed in getting back up again." I wanted them to know that the real work comes after you fall, make a mistake, get rejected, lose a deal. What is that work? It's learning from the experience—and returning with a new approach. It isn't the fall that counts. It's getting back up. "There are no secrets to success… Success is the result of perfection, hard work, learning from failure, loyalty... and persistence." –Colin Powell, former U.S. Secretary of State It's easy to set goals and say you're going to accomplish X by a certain date. For example, how many people have stated that they were going to lose 20 pounds… but the moment a cheeseburger was passed beneath their nose, that goal got lost in the ketchup, and faded into history. The qualities that enable ordinary people to accomplish extraordinary goals are simple (but not easy): discipline, a strong work ethic, and the refusal to give up. Thomas Edison said it best: "Opportunity is missed by most people because it's dressed in overalls and looks like work." s Barry Farber consults with businesses to help them break through sales clutter and land more deals. He specializes in developing simple yet creative strategies that get results. He is the best-selling author of 11 books, a black-belt weapons expert, and a regular on QVC marketing innovative products. His latest release is a 6-CD program, Diamond in the Rough (Nightingale Conant Corporation). Contact him at 973-535-9400 or barry@barryfarber.com. November 2009 SuburbanEssex.com 105

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