《Born Rich-富贵门(英文版)》

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Born Rich-富贵门(英文版)- 第21部分


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a second faster than the runner who finished in last place。 

In 1947; ARMED the first race horse in the history of 
United States' racing to win over one million dollars in prize 
money over the duration of his careerhad earnings of 
761;500。 But the horse which finished second in earnings 
that same yeara horse which often lost races a mile long by 


only 〃a nose〃won only 75;000。 Now; if one were to look at 
their winnings alone; it would appear that ARMED was 
thirteen times better than his closest petitor。 However; 
when you pare 〃the times〃 that were actually registered by 
those two horses in their races; you discover he really wasn't 
even four percent superior! 

Now; you may have grown up with the idea that some 
people have it and some people don't。 Or; because some people 
are much better than others; they enjoy much more of the 
abundance of life。 But I want you to understand; right here 
and now; this idea is absolutely false! For you are every bit as 
good; or as powerful; as anyone you see; know; or even hear 
about。 Remember; since the difference between them and you 
is only in the area of acplishments; and since there is 
something you can do that will vastly improve the results you 
are achieving presently; you have the potential to bee even 
more successful than they are。 You may already know how to 
do what others are doing (if you don't; you can learn); and 
since your potential power is unlimited; you can do even 
greater things than they are now doing。 

The 〃something〃 that you must do to bee more 
successful may not be what you think it is。 But whatever it 
may be; rest assured; you are quite capable of doing it。 Always 
bear in mind; however; that because each person's world is 
just a little bit different; the something which you must do is 
not necessarily the same thing the person you live with or 
work with; must do。 Nevertheless; there is no question that 
you will eventually find out what it is that you must do。 So 
make up your mindimmediatelywhen you do figure out what 
that Razor's Edge is for you; you will do it。 

Heinz Daues' Story 

As I was writing this chapter; a very dear friend of mine
Heinz Dauestelephoned to thank me for an idea I had given 
him。 But before I let you in on what that idea was; permit me 
to give you some background information。 Heinz Daues works 
for a large insurance pany in Toronto and every October 


his pany holds a contest which is referred to as; 〃A 
President's Month。〃 All of the salespeople in the pany 
〃gear〃 themselves up for this contest and they each perform at 
their peak level of productivity。 Their reward; if they should 
win the contest; is both fame and fortune。 (The pany 
always recognizes its proven leaders。) 

As he does every year; Heinz had an exceptional 
〃President's Month。〃 But; in keeping with his practice of 
previous years; he was planning to 〃relax a bit〃 in November; 
or at least to revert to what he considered to be 〃normal 
production。〃 As I was talking to him one afternoon; however; I 
noticed that his usual high degree of enthusiasm had levelled 
off considerably。 I knew something was amiss; so I asked him 
what was bothering him。 He then explained he was 
experiencing a 〃big let down;〃 now that his 〃big month〃 had 
e to an end。 In an attempt to raise Heinz's spirits; I asked 
him the following question: 〃Heinz; what would you do with 
the extra mission you would earn; if you were to repeat 
your October performance in November?〃 (He actually earned 
three times his usual monthly ine in October。) 

Seeing the true meaning behind my question; Heinz's 
face brightened considerably and a broad smile appeared 
across his face。 Then I quickly added; 〃We both know you are 
quite 〃capable〃 of repeating your October performance in 
November; there is absolutely no question about that。〃 By this 
time Heinz had bee thoroughly convinced; that not only 
was he capable of repeating his performance; but he definitely 
would repeat it。 He said; with his customary confidence and 
vigor fully restored; 〃All right Bob; I'm going to do it。〃 

The Razor's Edge  he did it  Heinz Daues beat his own 
record of October in November! Think of the difference this will 
make in his annual ine; not to mention his standing in the 
pany。 You just know he will duplicate or better his 
performance next November; following 〃President's Month。〃 

The 〃something〃 for Heinz Daues turned out to be 
nothing more sophisticated; than deciding to do the same 


thing in November; which he had already done in October。 
Perhaps you are saying to yourself; 〃anyone could have figured 
that out;〃 and you're rightthey could have。 But there are a few 
thousand people selling for the same pany that Heinz sells 
for and I'll bet you 〃dollars to donuts;〃 there weren't five others 
who did! 

Vince Lombardi; former football coach of the outstanding 
Green Bay Packers football team; described the Razor's Edge 
concept in football very well when he said; 〃Most games are 
won or lost in the last two minutes of the first and second 
half。〃 But what Lombardi is best remembered forwith respect 
to football's Razor's Edgeis the 〃Second Effort〃 concept; which 
he introduced for the edification of his players。 In a nutshell; 
the 〃Second Effort〃 concept simply meant; that when a player 
was initially stopped by the opposing team; he would always 
surge forward a second time; with the added thrust of a 
〃second effort。〃 

Now; just consider the tremendous difference you could 
create in your own life if you were to adopt a similar mental 
attitude。 For example; if you are a person who is working in 
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 moary standpoint; it would mean you 
would actually receive an extra ten years' ine over the 
span of a fortyyear 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 pete 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 singlemindedly 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 peted 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 resultthe 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 prised of eight 〃principal actors;〃 and eight 〃stand
ins。〃 (That is to say; each 〃principal〃 had a 〃standin〃 to do the 
hard; grueling and tiresome work for him; while the stars did 
〃the rest!〃) After the film had been pleted; 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 standin 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 〃standin。〃 But in one wayand 


one way onlythe 〃principal actors〃 and their 〃standins〃 were 
pletely dissimilar。 For the bined salaries received by 
the eight 〃principals〃 for the picture amounted to; what was at 
that time; a staggering 489;000。 The bined salaries for 
the eight 〃standins;〃 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 moary 
pensation which they received was seventyfive times 
greater! 

As your awareness bees 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 e 
back 〃real soon〃; as pared to one where you are greeted 
with a stern; 〃Well; are you going to buy anything or not;〃 
attitude。 

Or consider this illustrationapproximately 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 wor
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