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This is the Wisdom of the Ages boiled down into three simple prin-
ciples. Use the time-proven information Burg provides and watch
your success soar!
Paul J. Meyer, Founder, Success Motivation Institute, Inc.;
Chicken Soup for the Golden Soul, The 5 Pillars of Leadership
The greatest and most powerful truths are simple and directlike
thesebut they can change your life.
Brian Tracy, Success Is a Journey
For centuries, the ability to take the complicated and make it simple
has been the hallmark of master teachers. And thats what Bob Burg
has done here: he has given you the keys to untie the Gordian knots
in your life. Bob Rathbun, television voice of the
Atlanta Hawks and Atlanta Braves
A great little book filled with big ideas! The Success Formula is so com-
plete; thank you for sharing your gifts with the world.
Heidi Richards, The Womans Career Compass
Bob Burg
The Success Formula
Three Timeless Principles That
Will Turbocharge Your Success and
Dramatically Improve Your Life
Bob Burg
ISBN: 0-9650285-1-8
Cover design by Winterhawk Graphics
Printed in the United States of America
Contents
PRELUDE ....................................................... 9
It All Begins With Desire
Match Your Desire With The Success Formula
PRINCIPLE #1 ............................................... 11
Seek Out and Find the Information
Follow The System
PRINCIPLE #2 ............................................... 16
Apply the Information Immediately
Knowledge Without Action Is the Same As
No Knowledge At All
PRINCIPLE #3 ............................................... 21
Be Persistent
Outlast the Nos
POSTSCRIPT ................................................. 26
And Just One More ThingBelief !
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Bob Burg
Premise
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The Success Formula
Introduction
I make this suggestion for two reasons. First, the best way
to learn something, to internalize it and truly make it part
of you, is to teach it to others. Second, true joy and fulfill-
ment comes from givingfrom making a difference in the
lives of others. It is the only real legacy we leave when our
time here on Earth is finished.
Bob Burg
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Bob Burg
PRELUDE
It All Begins With Desire
Match Your Desire With The Success Formula
9
The Success Formula
10
Bob Burg
PRINCIPLE #1
Seek Out and Find the Information
Follow The System
11
The Success Formula
12
Bob Burg
Bob, aside from the beauty of our island and the kind-
ness of our people [both of which I found to be true],
we have one other claim to fame: We had the only
McDonalds franchise that never even got off the ground. It
failed within a very short period of time.
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The Success Formula
and do the same things until you get the same results.
Wow! What an idea.
While there are some whose egos will not allow them to
benefit from the knowledge and wisdom of others, those
who are determined to become truly successful are only
too happy to do so. The line that probably gets the big-
gest laugh at my live presentations is, Ive never had an
original thought in my life! And heres the thing: Im
proud of that!
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Bob Burg
* * *
The only difference between where you are now and where youll be
five years from now are the people you meet and the books you read.
Charlie Tremendous Jones,
Life Is Tremendous
In the case of good books, the point is not to see how many of them
you can get through, but how many can get through to you.
Mortimer Adler, How to Read a Book
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The Success Formula
PRINCIPLE #2
Apply the Information Immediately
Knowledge Without Action Is the Same As
Having No Knowledge At All
Once youve found The System that will work for you,
its imperative that you apply itand right away. So many
people sit on new-found knowledge, waiting until the
time is just right to utilize it. Please dont fall into this
trap. The right time is right now! Do not delay: Apply the
informationimmediately!
Its said that never reading a book will keep one just as
ignorant as one who doesnt know how to read at all. In
the same way, having knowledge and not acting on it renders
that knowledge utterly worthless.
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Bob Burg
Yes, thats what they saybut its not exactly true. You
can accumulate an extraordinary amount of knowledge
and still not accomplish a thing. Without applying that
knowledge toward a certain end, absolutely nothing will
happen. It simply cannot happen. In order to move your
world, your current reality, from where it is today to
where you want it to be, its imperative that you act upon
your knowledge.
Now we must ask why, having the desire for success and
The System for achieving it, would anyone possibly de-
lay?
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The Success Formula
But what about, Ill just wait untilI have more money
I have more timeI receive my tax refundmy kid
graduatessummer (autumn/winter/spring) or all
the other excuses?
The longer you wait to do something you know you should do now,
the greater the chances are youll never actually do it.
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Bob Burg
* * *
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The Success Formula
Do not wait; the time will never be just right. Start where you
stand, and work with whatever tools you may have at your com-
mand, and better tools will be found as you go along.
Napoleon Hill, Think and Grow Rich
Nothing is more powerful than a person who knows his destiny and
has chosen now as the time to pursue it.
Jim Stovall, You Dont Have To Be Blind To See
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Bob Burg
PRINCIPLE #3
Be Persistent
Outlast the Nos
The Sages tell us that the righteous [in this case, successful ]
person falls down seven times, but gets up eight. Since
that was written many thousands of moons ago, we can
safely assume that top achievers have been falling down
and getting back up pretty much since the beginning!
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The Success Formula
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Bob Burg
Those of us whove made it to the top have simply gone through the
process of doing whats necessary, more times, with more people and
in more situations, than those who have not yet succeeded. Weve
fallen down more times and been told no more timesand thus
weve gotten more yeses.
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The Success Formula
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Bob Burg
* * *
Never give in! Never give in! Never, never, never, neverin noth-
ing great or small, large or petty: Never give in, except to convic-
tions of honor and good sense.
Winston Churchill
I have failed over and over again in my life. And that is why I suc-
ceed.
Michael Jordan
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The Success Formula
POSTSCRIPT
And Just One More ThingBelief !
The time ticked by: one second, two seconds, three sec-
onds, ten seconds, 20 seconds, 45 seconds, 55 seconds,
56, 57, 58, 59and then, at exactly the one-minute mark,
in walkednobody at all. Certainly not the corpse.
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Bob Burg
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The Success Formula
And here is the best news of all: Given that youre read-
ing these words, I know without question that you already
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Bob Burg
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About the Author
BOB BURG is the author or coauthor of eight books, including
Endless Referrals: Network Your Everyday Contacts into Sales,
Winning Without Intimidation: How to Master the Art of Positive
Persuasion, The Go-Giver and Go-Givers Sell More.
or visit us at
www.Burg.com