Introduction
How to Complete
1 Your Mastery Mindset
2 Listen To Your Own Voice
3 Believe In Yourself
4 Your Own Business
5 Knowing Is Your Edge
6 Preparing For Success
7 What Wealth Means
8 Choosing Your Challenges
9 Making the Right Move
10 Entrepreneurial Potential
Conclusion

Lesson Eight - Choosing Your Challenges

Objectives:

To realize that success is not automatic but it is achievable.
To accept that complaining is counter-productive.
To understand that living well is a choice.
To live in the now.

Background:

If you come from a deprived or dysfunctional background, the idea that you could become financially independent may not seem realistic. But, for you, a warrior, it is.

At some decisive point, you took the initiative and decided to become successful. You quit the dead end job. You walked out of the boring class. You got away from a bad crowd. You became an Action Principles^® Champion. Now, it is time once again, to decide.

Because you will have completed the Master Success Program; because you will realize the success skills that you posses as an Action Principles^® Champion; because you will be putting those masterly skills to work, this is why you will be different.

If you have lost a parent, gotten divorced, been sick, had a child go astray, you may hurt and find it hard to get yourself back on a successful path.

This is why the Action Principles^® spirit prevails. Campions are not naïve wishful thinkers. They are realistic problem solvers. They do not ignore the pain of living. They know that life can be hard and, at times, unfair. Still, they can suck it up and get on. They are tough enough to persevere and eventually succeed.

   Reinforce your spirit. Every day, take your twenty minutes of quiet time to stop and think.

   Where have I been?

   Where am I now?

   Where do I want to go?

   Why not me?

   How sad to be a college senior, who after four years and with tens of thousands in debt, can still not articulate a clear career objective.

   How sad to be married to an executive who has little time or interest in his own family.

   How sad to be able to buy a new Lexus and then immediately have buyer's remorse that you didn't buy the BMW.

   How sad to be surrounded by people who only care about you for what you can give them.

Actually, whining is not sad. It is pathetic.

   Stop the nonsense. You aren't a prisoner of war. Stop living in anticipation of tomorrow. To be happy, you must appreciate your life right now.

   The best things in life are free and available to you right now: hugs, smiles, sunshine, stars, beaches, pats on the back, thank-yous, flowers, love, loyalty, respect.

   Success is not hidden in some distant place. It is here. You are alive. Appreciate life now. Appreciate life for your brothers and sisters in arms who may not have made it back.

   Do you want to enjoy the greatest books, DVDs, videos? Do you want super fast Internet access? Go to the library.

   Appreciate life now.

   Do you want to take great vacations for little money? Go off-season.

   Do you want to eat in great restaurants for cheap? Go for lunch.

   Do you want to wear the latest fashions? Go to outlets and to seasonal sales.

   Appreciate life now.

   Go to museums. Go to regional theater. Go to local youth concerts. Go to college basketball games.

   Appreciate life now.

   When you are a thinking person following the Action Principles^®, you are close to leading a full rich rewarding life. If you follow the Action Principles^®, becoming financially independent will not be that difficult for you even if you have had your share of hard knocks.

   Work hard. Smile. Care about your fellow man. Be ambitious. Want to be all that you can be.

   Fools are befuddled. Masters know what they should be doing. Then, they do it.

   Lots of people aren't successful because they settle for the comfortable status quo.

   If you are lazy and work to minimum standards, forget it.

   If you hang out with negative whiners who will not stop complaining, forget it.

   If you are only focused on your own selfish agenda, forget it.

   If you can't let go of the past, forget it.

   Be self-reliant. Think for yourself. Only you can say, "I declare that this is the moment when everything changes for the better."

Story:

Romano's Homestyle Pizza, Continued

   After two months of research, Kevin is ready to proceed with his plans. He has three mentors: Mr. Kozopolus, Mr. Domasi and Uncle Giro, all ready and willing to serve as advisers.

   Each of the mentors has reviewed his equipment list and proposed floor plans.

   Each of the mentors has agreed to assist Kevin in getting networked into the restaurant industry. They will work with Kevin to help him get the best deal on restaurant equipment and food provisions.

   Each of the mentors will be able to guide Kevin according to that mentor's specific area of expertise.

   Mr. Kozopolus will advise Kevin on the day-to-day operations of a pizza shop.

   Uncle Giro will advise on advertising, promotions and specials.

   Mr. Domasi will help fill in the big picture that might include expanding his business through selling and reinvesting or expansion through adding additional stores.

   Kevin's next step is to secure a location for the shop. From his call to four real estate offices with brokers specializing in commercial property leasing, he learns that in Newton retail store rents can range from $8.00 to $15.00 per square foot plus utilities. From this range, Kevin's 1,000 square foot store would require annual rent payments between $8,000 and $15,000 per year or $666 to $1,250 per month.

   Kevin is shown three stores with the possibility of a fourth space being available in two months.

   The first store Kevin is shown is 1,300 square feet offered at $12 per square foot and is adjacent to a convenience store. The store has adequate parking and is separately metered for heat and air conditioning. The problem is that the landlord will not commit to a lease longer than three years. The convenience store's lease is up in three years and the convenience store has an option to expand into this "for lease" space at that time. The leasing broker mentions to Kevin that he might be able to buy the option from the convenience store. However, since Kevin is working within a limited budget of $25,000, this is obviously a long shot. The broker says that he will follow up with both the convenience store and the landlord.

   Kevin calls Mr. Domasi for his opinion. In discussing the store, Kevin and Mr. Domasi agree that although the store itself and the location are excellent, a three-year term is too short. Mr. Domasi is adamant that the lease must run 10 to 15 years with a 5-5-5 lease being ideal. A 5-5-5 lease means that the initial term of the lease is five years with two five-year options to renew. Mr. Domasi points out a business is only as good as the lease that supports the business. A lease term shorter than 10 years proportionately devalues the worth of the shop. In other words, with all other factors being equal, a shop with an 8-year lease is worth 20% less than that same business with a 10 year lease. Mr. Domasi always advises his clients looking to sell shops to first review and, if necessary, re-negotiate their leases to get those 10 or more years or options on the term.

   Kevin agrees that he wants to maximize the "for sale" option for the business. So, this store is out.

   The second store Kevin looks at is 1,600 square feet and is the sole commercial tenant in a wood frame house with two apartments above. The property, in character with the neighborhood, is in fair to poor condition. The store is substandard and the apartments seem likewise. The asking price is $10 per square foot. On the plus side, the landlord who accompanies the showing of the space seems willing to accept any type of store tenant under any lease term conditions. On the negative side, the landlord seems to have had the same attitude in renting the apartments. The hallway to the upstairs units is filthy and there is graffiti on the walls.

   This store is a possibility. Further, the leasing broker mentions that this building is also for sale and that the owner might be willing to give Kevin both a lease and an option-to-buy the building.

   Mr. Kozopolus and Mr. Domasi came out neutral on this store with both stating positives and negatives.

   The third store Kevin sees is a 900 square foot space in the local mall. However, this particular space is poorly sited in the mall. The store is located at the end of a wing that gets little foot traffic. It is not part of the food court. Only four tenants occupy the eight retail spaces in the wing. The other four spaces are covered with plywood.

   The rent is stated as a $15.00 per square foot base rent plus 4% of gross sales and a common area maintenance charge of $3.50 per square foot and a mall merchant's association joint advertising fee of $2.50 per square foot. The $15.00 per square foot quoted rent quickly becomes $21.00 per square foot plus the 4% of gross sales off the top that would push the rent to $25.00 per square foot or more. There would also be a stipulation in the lease that the business must remain open and only be open during mall hours, presently 10:00AM to 9:00PM.

   The lease would also state a long list of foods that Kevin could not serve, since other tenants already served those foods. Yet, the mall management would not give Kevin the same protection for his menu items. In other words, other mall food tenants would be allowed to sell pizza and subs at a later date, if they so wished. In fact, the mall management would retain the option of also leasing to a nationally rated pizza chain should that opportunity arise for the mall.

   Neither Mr. Kozopolus nor Mr. Domasi likes this store or the rent. However, Mr. Domasi does hold out the glimmer of hope that it might be possible to find a buyer quickly and get out.

Kevin Scouts Location

   The fourth store is the end store in an older downtown store block. Most of the other stores in the block are long-term tenants: beauty salon, shoe repair, a tobacco shop, an Army/Navy store, a key shop and a coffee/lunch shop. The only newer tenant is a photocopy/film developing business. The store that Kevin looks at had been a travel agency, which was run for 35 years by the retiring proprietor. The store will be available in two months. The corner store measures 800 square feet with an 800 square foot basement and has windows on two sides. There is one parking space for the tenant but no other off-street customer parking.

   The landlord, an older gentleman, Mr. Simkis, is asking $12.00 a foot and states that a 5-5-5 lease would be fine. On the plus side, although the rent is a bit high, the taxes and insurance on the building are paid by Mr. Simkis, the landlord. The location is above average with strong daytime foot traffic and with neighborhood business at night. The corner location provides for signage on two sides of the building. There is that one off-street parking space that could be used for the delivery car.

   Also, Mr. Simkis agrees that since Kevin would be upgrading the store that he, as the landlord, would upgrade the heating, wiring and plumbing to meet Kevin's needs. Mr. Simkis will also give Kevin a free "start-up" month before he has to begin paying rent. And, with the signing of the lease, Kevin will only need to pay two months rent. He must pay the first month's rent of $800 and an $800 security deposit. The other landlords whom Kevin had spoken with, had wanted three months rent in advance: first month, last month and security.

   On the negative side, there are already two established pizza/sandwich shops in the immediate area. These shops will cut into the automatic "lazy" customers business or people who will go to the closest shop regardless of quality.

   Also, the space needs considerable upgrading. For contracting advice, Kevin turns to Jessie Hayes, a friend from work who manages the hardware department and who does remodeling on the side, and to Jim Rahman, a friend and Newton fireman, who also moonlights as a carpenter. Jessie and Jim agree to work together. They recommend a new plywood and linoleum tile floor and a dropped ceiling. Also, rather than trying to repair the walls, they would be covered with 3/8" sheetrock to provide a smooth painting surface and give the shop a new appearance. Together with the custom work to be done (counters, etc.), Jessie and Jim estimate figures of $3,000 for supplies and $5,000 for labor or $8,000 in total renovations.

   Of the choices available, all three of Kevin's mentors favor this fourth location. Also, they agree that the extra two months plus the start-up month will give Kevin ample time to have all his plans in place, including financing.

   With a signed lease from Mr. Simkis and his business plan with cash flow projections and containing his $25,000 budget figures, Kevin begins calling banks regarding small business loans. However, with Kevin's limited cash participation (he has $10,000 saved), no bank seemed interested in writing a $15,000 loan. Each of the bankers with whom Kevin speaks projects that with just $25,000, he would be undercapitalizing the business. It is the bankers' opinion that Kevin's business plan should be redrafted to show not only available cash funds to carry the business for at least six months, but also Kevin's living expenses for the same period. Kevin's assertion that he would live at home and only eat store provisions, and that his car would be his sole expense, is not acceptable to the banks. The banks insist that the business plan reflect realistic living expenses.

   The bankers concur that Kevin will need $40,000 to start his shop and not $25,000. Of the $40,000, the bank will loan 50% or $20,000, if Kevin can show that he has $20,000 from other sources. The interest rate on the small business loan would be 9%.

   After talking with three banks, Kevin calls Mr. Domasi and Uncle Giro. First, Mr. Domasi,

Kevin on Phone

   "Well, Kevin, let's see, you and I already talked this over and $25,000 was our number. What's the problem?"

   Kevin fills in Mr. Domasi on the bank's position, "The problem is that the bank's number is $40,000 to open and operate the shop and of this $40,000 figure, they will lend $20,000. I have to come up with the other $20,000. I have $10,000 and would need another $10,000."

   "Or," Mr. Domasi counters, "from our standpoint, you have $20,000 from the bank and your $10,000 which makes $30,000 or $5,000 more than you'll actually need."

   "Yes, but the bank won't go for this. I need to show $10,000 more." Kevin reiterates.

   Mr. Domasi suggests a possible compromise, "Maybe, you can work a compromise with the bank by getting a line of credit for the other $10,000."

   "How would that work?" Kevin questions.

   "Well, you get someone with good credit, say your parents or a relative, to sign a letter stating that they will lend you up to $10,000, if and when you need the money," Mr. Domasi instructs.

   Kevin nods in understanding, "But, I shouldn't need the money."

   "Exactly," Mr. Domasi agrees, "You shouldn't need the extra $10,000 but the bank will feel more comfortable if you have this extra financial cushion."

   Kevin is grateful for the tip. "Thanks, Mr. Domasi. I'll try that approach."

   Kevin now calls Uncle Giro and explains the financing challenge and also Mr. Domasi's idea about the line of credit.

   "Well," Uncle Giro updates Kevin, "My manager, Carlo, and I have both gone over your budget and floor plan and you seem to be in the ballpark at $25,000. Are you asking me for the line of credit letter? Let me think for a minute. What if I give you the line of credit for a $1,000 fee?"

   Kevin seems surprised, "You mean that you'd give me a $10,000 line of credit for which I'd pay you $1,000?"

   "That's right," Uncle Giro nods. "Let's say that the line of credit is for one year and that after the year, you pay me whatever you owe on whatever portion you've borrowed on the $10,000 plus interest plus $1,000."

   "What would the interest be?" asks Kevin.

   "The same as the bank rate but, presumably, you aren't going to have to ask for any of the $10,000, so you'll only owe me $1,000." Uncle Giro is dead serious.

   "You're a real businessman, Uncle Giro."

   "And, I want to teach you to be a real businessman, Kevin," Uncle Giro holds up a shaking finger, "This way you'll learn to respect borrowing and friendship."

   "Thank you, Uncle Giro. I'll talk with the bank and get back to you."

   "Listen," Uncle Giro isn't through. "I want you to run this whole financing package by Sam Vincent at my bank, The First Cooperative, and see what he says. I'll call him for you."

Often it isn't what you know but who you know that counts more in business. Kevin talks to his sister who talks to Uncle Giro who talks to Mr. Vincent who puts the deal together. Is this believable? This is exactly how business works.

   Following the call from Uncle Giro, Kevin receives a warm welcome from Sam Vincent. Two days before his loan appointment, Kevin had dropped off his financing package with Mr. Vincent's secretary and also filled out the bank's application forms. As it turns out, Mr. Vincent is not a loan officer with The First Cooperative but the Senior Vice-President.

   Kevin sees the value of an introduction. "So, Kevin, Uncle Giro says that I should take good care of you. He told me two things that I like. He said you were a Marine and he says that you're the next Uncle Giro."

   "Yes, Sir, I am a Marine, once a Marine, always a Marine. Yes, I do aspire to one day run a restaurant like Uncle Giro's."

   "Alright Kevin, you're a serious guy, I'll get to the point. We've been handling Uncle Giro's banking for the last 25 years and we'd like to start the same relationship with you. However, I've had our chief business loan officer review your plans and applications and she thinks that you may be cutting yourself short asking for $20,000. You probably want to borrow $25,000 and with your $10,000, you should be in good shape."

   "You mean that you want to lend me more than I'm asking for?" Kevin heart is beating a little faster.

   "Let's say that when you borrow from First Cooperative, we become your financial partner. As your partner, we want to be sure that you have a solid chance for success. When you succeed, we also succeed." Kevin liked the sound of this.

   "Thank you very much, Mr. Vincent."

   "Kevin, I'm going to send you to Mrs. Davis, the head of our business loan department and she'll see that your loan request is expedited. If the loan is approved at our loan committee meeting on Thursday, you can start drawing on your funds next Monday. How would that be?"

   Following the loan approval, Kevin will send a thank you letter to his "partner," The First Cooperative, care of Mr. Vincent.

   With the help of Uncle Giro's phone call, Kevin has received a very different reception from The First Cooperative than he had received from the other three banks he had visited as a man-off-the-street.

   Kevin calls Uncle Giro to thank him and to tell him that he won't need the letter of credit.

   "Well, Kevin, I was sure that Sam would take good care of you. So, you don't want my $10,000 line of credit for the thousand?"

   "Are you still offering it, Uncle Giro?"

   "Yes, I'm still offering it and, then, you can be sure that you'll be starting from a good base. My credit will be like an insurance policy for you."

   "Thank you, Uncle Giro. I think I will take you up on your offer."

   "Fine, I'll have my attorney draw up the letter."

   Kevin calls Mr. Domasi to update him on the financing commitments.

   "Good, good. You've got $25,000 from the bank and your $10,000 and the $10,000 credit from Uncle Giro for a total of $45,000. Let's see. You should only need another $5,000 to open that second shop!"

   "Mr. Domasi, you'd be funny if I didn't know you were serious."

The Romano Homestyle Pizza Restaurant

   After four months of research and work, the Romano Homestyle Pizza Restaurant opened. The total expense for equipment, fixtures, renovations and starting provisions came to $20,000. Mr. Domasi, Mr. Kozopolus and Uncle Giro all helped with the selection of equipment, some new and some used.

   With the rental payments, restaurant licenses, signs, stationery and initial advertising costing another $7,000, the restaurant was opened for $27,000 or $2,000 over budget. To operate the business, Kevin is left with $8,000 of his own money and the $10,000 credit with Uncle Giro.

   For his staff, Kevin turned to the department store where he had worked and selected people whom he knew had strong work habits. One ambitious young man was hired full time to work with Kevin. Kevin also recruited several part-timers from the department store. His sister Susan and brother-in-law Mike are also working part time. And, Mom and Dad are helping where they can.

   The story that you just read about Kevin Roman is fiction. It was written to illustrate basic entrepreneurial opportunities and problems. Your job as a student is to learn from Kevin's situation. What would you do the same way? What would you do differently? What are the general entrepreneurial principles that you can identify and apply to your business or career plans?

   The following anecdote is a real life experience.

Papa Peter's Pizza

   A new Italian restaurant opened in my area and the response was overwhelming. The rookie staff was overwhelmed. The kitchen was overwhelmed. There were long lines at the take-out counter. There were waits to be seated. Once seated, you waited about ten minutes to be acknowledged. Then ten minutes for drinks. Finally, you waited another 20-30 minutes for the food. And, the lines to be seated grew longer. The waitresses lined up to place orders on new computers. There were mistakes. The wrong food arrived. Entrees arrived before appetizers. Certain menu items weren't available. How can you have an Italian restaurant with a liquor license and no Chianti? The food was cold. The food tasted terrible. Charges on the bill were incorrect. At our table and every surrounding table, there were complaints.

   This great opening opportunity was a disaster. The word-of-mouth was going to be bad.

   What could or should have been done?

You don't get a second chance to do it right the first time. What's the rush? There should have been a one-week or two week soft or unannounced opening for family, friends and town officials. This would have given the new staff time to learn the ropes and management time to identify potential problems from personnel, to inventory, to logistics to menu selection.
Take it step by step. Don't stretch yourself too thin. Stagger the opening. Make sure that the dining room works first. Then, introduce walk-in takeout. Then, offer home delivery. Finally, solicit catering business.
An alternative way to stagger would be to offer an initial restricted menu; for example pizzas and salads and soft drinks only. Later, you add the pasta and subs and calzones and desserts and alcoholic beverages.
The owner should be out front problem solving and schmoozing. The owner shouldn't have been in the kitchen making pizzas. Sorry, but lots of people can be taught to make pizzas. Take off the apron. Meet the customers. Listen to the complaints. Apologize and offer compensation. Give free drinks or free desserts or five dollar coupons. Do your best to make sure that everyone leaves at least satisfied if not happy.
Don't keep adding to the problem. Close down the take-out. Stop the seating. Again, apologize and offer compensation.

There are some saving graces for this restaurant. The crowds show that there is a demand for a reasonably priced family style Italian restaurant. The wait staff did seem apologetic and willing to keep trying. This restaurant is part of a four-store chain and the food at the other three sites is good by local standards. The real problems here were ownership/management. They underestimated demand. They opened without being ready. They didn't offer compensation for the inconveniences. They left junior staff to apologize for problems that were not the wait staff's fault.

Operational Limitations:

Don't rush your business opening. You don't get a second chance to make a good first impression. It is always better to do it right the first time rather than to do it over.
Be sure that before you invest in improvements to a commercial rental space that you have a secure long term lease. All real estate agreements must be in writing and should be reviewed by your attorney.
Be careful. Many improvements made to a leased space are considered fixtures and become the property of the landlord when you leave.

Seeds for thought:

How does Kevin save money on his remodeling costs?
What effect does a lease have on the value of a business?
What does Mr. Domasi advise business sellers to do regarding leases?
What is meant by a "start-up" month?
In applying for a business loan, what do the banks think of Kevin's business plans?
What is a letter of credit?
What did Mr. Vincent mean about being Kevin's partner?
Where did Kevin turn to staff his restaurant?

Jargon:

   Reinvestment Putting money back into business or project with the expectation of new rewards.
   Lease - Exchanging money for the temporary use of an item.
   Devalue To lessen in worth.
   Negotiate To talk and reach agreement with another person.
   Option To buy the right to do something in business at a later date.
   Percentage lease An agreement in which all or part of the rent is based upon a percentage of the amount of sales.
   Gross sales The total value of all goods sold made before any deductions are taken.
   Common Area Maintenance (CAM) Tenants in a shopping center who share the upkeep costs for places or things they share, such as parking lots, rest rooms, landscaping, signs, etc.
   Square Feet The standard unit of measure in commercial real estate being one foot by one foot.
   Square Foot Rent An annual figure calculated by the size of the space rented.
   Proprietor The single owner of a business.
   Signage Pertaining to all descriptions of signs.
   Security Deposit Money that a tenant deposits with a landlord to ensure that the tenant fulfills the terms of the lease.
   Upgrading To make improvements to a property.
   Start-Up Month Time given by a landlord to a tenant to get a business upgraded and stocked before rent is collected.
   Cash Flow The money that is left to spend after all deductions have been taken.
   Line of Credit Agreement where a bank promises to lend a person or business a certain amount of money in the future without the need for further applications or approvals.

Questions and Answers:

   On a podcast, a hairdresser asked you about how to increase business and you said to give FREE haircuts. How realistic was that advice? You can't survive long if you give everything away.

   Let's say that a hairdresser, named Sharon, has ten clients a day but would like twenty or more. Now, Sharon works half the day and spends the other half of the day chatting with colleagues, reading the newspapers, and daydreaming. The unproductive time is gone forever. Sharon can pass the buck and ask the salon owner to do more advertising, or she can be take personal responsibility for her own marketing by giving free haircuts.

   During her idle time, Sharon mingles with the public, and when she sees someone she knows, she compliments them on their looks and suggests that she can make them look even better. Most people like this attention. Sharon hands them her business card with FREE haircut written on the back. People like this. Maybe she gives out ten cards a day and five of those people call for appointments. Sharon does their hair at no charge. What has she lost? She has given a free haircut during her free time. What has she gained? She is friendly and professional, and two of the five FREE haircut customers become regular clients. Now, Sharon knows that each regular client will return about once a month and spend on average thirty dollars. In a year, her gross improves by $360 per new client. Now, is Sharon's use of her free time a waste or an investment?

   You advise people to join associations. Do you mean things like the Chamber of Commerce, and what are the benefits of joining?

   Most Chambers of Commerce offer excellent networking and educational opportunities. For self-employed small business owners, the opportunity may exist to purchase insurance and retirement plans at group rates. For individuals working alone or at-home, the social contacts and activities can be worth the annual membership. The Chamber is a strong lobbying force for business interests. The Chamber also may be involved with local charitable endeavors which will give you an opportunity to give back to your community.

   You may also wish to consider joining organizations like the Kiwanis, Lions, and Rotary for many of the same reasons you'd join the Chamber. And, you'll want to become an active member of your trade associations to mingle and learn at classes and conventions.

   Recently, I was surprised to meet a local lawyer who gave me a business card that was dirty and had the telephone number crossed out and re-written in pen. This was a fairly successful lawyer. I know that you believe in good stationery and good design. Is there any reason not to show your best side?

   As a warrior, you take pride in your appearance and this should extend to your personal stationery. The business card says, "Here I am. Please remember me."

   This attorney's card does not leave a positive reminder. Especially in this day and age when many fast printing companies, and even Staples, can complete most jobs in a few hours or overnight. Substandard stationery says, "I'm too busy for you and I don't even care enough to have a staff member take a few minutes to do this job for me."

   Many more people will see your stationery than will ever see you. If your stationery projects a strong clean image, then others will begin to view you in this manner. Make life easy on yourself. When you see stationery that catches your eye, find out who did the design and printing. Copy success. You will also want to carry your stationery design over to your website.

Action Plan:

Investigate learning institutes in your area that offer courses in small business operations, personal financial management and general investing.
Through your personal network, start making a list of professional contacts: lawyers and accountants and bankers and contractors. Know people who know these people.
Familiarize yourself with the local sporting and cultural activities in your area.
Plan a trip to somewhere that you've always wanted to go.

Support:

Inspirational Insights:

   I do not choose to be a common man, it is my right to be uncommon... if I can, I seek opportunity... not security. I do not wish to be a kept citizen, humbled and dulled by having the State look after me. I want to take the calculated risk; to dream and to build, to fail and to succeed. I refuse to barter incentive for a dole; I prefer the challenges of life to the guaranteed existence; the thrill of fulfillment to the stale calm of Utopia. I will not trade freedom for beneficence nor my dignity for a handout. I will never cower before any master nor bend to any threat. It is my heritage to stand erect; proud and unafraid; to think and act for myself, to enjoy the benefit of my creations and to face the world boldly and say: This, with God's help, I have done. All this is what it means to be an Entrepreneur.
      Thomas Paine

   Do not let what you cannot do interfere with what you can do.
      John Wooden

   Luck is a dividend of sweat. The more you sweat, the luckier you get.
      Ray Kroc

   To be a champ, you have to believe in yourself when no one else will.
      Sugar Ray Robinson

   What the mind of man can conceive and believe, it can achieve.
      Napoleon Hill

   This is a moment of utmost gravity for the world. None of the leaders involved in this action want war. None of our nations want it. We are peaceful people. But we know that sometimes to safeguard peace, we have to fight. Britain has learnt that lesson many times in our history. We only do it if the cause is just. This cause is just.
      Tony Blair

   Facing it, always facing it, that's the way to get through. Face it.
      Joseph Conrad

   Nothing makes a man more aware of his capabilities and of his limitations than those moments when he must push aside all the familiar defenses of ego and vanity, and accept reality by staring, with the fear that is normal to a man in combat, into the face of Death.
      Major Robert S. Johnson, USAAF.

   There is a syndrome in sports called "paralysis by analysis."
      Arthur Ashe

   To believe a thing impossible is to make it so.
      French Proverb

   Every man's got to figure to get beat sometime.
      Joe Louis

   Show me a good loser and I'll show you an idiot.
      Leo Durocher

   No one knows what he can do until he tries.
      Publilus Syrus

   In business or in football, it takes a lot of unspectacular preparation to produce spectacular results.
      Roger Staubach

   Again, in basic training we had been forbidden to say please or thank you, as such words implied the existence of kindness, benevolence, or charity.
      Training Instructor, French Foreign Legion

   I will prepare and some day, my chance will come.
      Abraham Lincoln

   The way of the samurai is death. In a fifty-fifty life or death crisis, simply settle it by choosing immediate death. There is nothing complicated about it. Just brace yourself and proceed.
      Hagakure

   I know there's a Derby out there with my name on it.
      Pat Day

   A man can succeed at almost anything for which he has unlimited enthusiasm.
      Charles Schwab

   There is nothing more difficult...than to take the lead in the introduction of a new order of things.
      Niccolo Machiavelli

   Catch a man a fish, and you can sell it to him. Teach a man to fish, and you ruin a wonderful business opportunity.
      Karl Marx

   If you want to know the value of money, go and try to borrow some.
      Benjamin Franklin

   Never attribute to malice that which can be adequately explained by stupidity.
      Robert Heinlein

   A warrior is never under siege. To be under siege implies that one has personal possessions that could be blockaded. A warrior has nothing in the world except his impeccability, and impeccability cannot be threatened.
      Carlos Castenada

   Every wall is a door.
      Ralph Waldo Emerson

   It does not matter how slowly you do as long as you do not stop.
      Confucius

   Our favorite holding period is forever.
      Warren Buffet

   A bank is a place that will lend you money if you can prove that you don't need it.
      Bob Hope