The Common Denominator of Success plus the Science of Forming Habits


Six hundred members of the California Assisted Living Association made their way into the main ball room at the Hyatt Regency in Orange County, California for lunch and my 45 minute keynote speech titled, “The 1.2% Factor-How One Small Change Leads to Large Results”.

I was a bit apprehensive because of the time frame. I usually present a 90 minute program so I was challenged as a professional to deliver value in half the time. It’s rare that I have a local program close to where I live since I present all over the USA. I invited Jeff Golan, Regional Managing Director for Principal Financial Group to come hear me. I wasn’t sure if he could make it.

The program went off very successfully! The audience raved about the talk and only I know what I had to leave out because of the time frame. Breakout sessions followed 15 minutes after my program so I went outside where I had some flyers on a table and visited with those who wanted to speak with me. One of those was Jeff.

After the crowd dispersed Jeff and I found a quite place to chat. We talked about what he was in the beginning stages of building at PFG and what some of his challenges were. He explained how he already had a solid structure and system for teaching the advisor the “what to do and the how to do it” logical information. What he liked about what I do is that it is directed towards the most important issue, the individuals’ ability to form habits and to consistently do what they need to do to generate results. He promised to send me an old white paper, “The Common Denominator of Success” by Albert Gray.

A couple of days later an email with an attachment from Jeff arrives. I opened it expecting it to be some outdated boring what you can believe you can achieve type of stuff.

I am happy to say that this paper caught my attention immediately with the first quote:

“The common denominator of success-the secret of success of every man who has ever been successful-lies in the fact that he formed the habit of doing things that failures don’t like to do.”

Wow! This was written in 1940 and it is still a core underlying necessity today! Albert Gray delivered this at the NALU annual convention in 1940. Remember National Association of Life Underwriters?

What I plan to do with this paper is to add some of the scientific discoveries of the 2000’s on forming habits to the wisdom of Albert Gray. I’ll first reveal some of the most profound statements from Gray in his address.

“I had become convinced that hard work was not the real secret even though in most cases it might be one of the requirements.”

In one of my presentations I ask for a volunteer to come on stage. I ask them to state a goal that they have such as increase assets under management. Next I ask them what they need to do to reach this goal. For the sake of simplicity let’s say prospecting. Next I ask them to tell me three things that might stop them. One, busy with current clients, two, need to prepare for meetings with prospects, three, not enough time.

Now it gets interesting. I bring up three of the biggest guys in the audience. Each one of them represents one of the three obstacles just mentioned. Two guys stand in front of my goal setter and grab his wrist with their outside hand and hook their inside arm under the persons arm and the third obstacle stands behind the goal setter and puts their arm across the persons throat. I instruct them to resist and not to let him break through.

Here we go the competition. A person’s desires and commitment to action versus their obstacles. The person tries as hard as they can yet they will not break free. I yell “work harder” yet still no results, the 3 obstacles are just too strong. (You can watch this in action on my website, demo video).

This is a perfect example that hard work is not the key. I ask the audience, “Did he try? Did he try hard? Did you cheer him on? Did it matter?”

I do give a solution here. The solution is to accept that he does have limitations and obstacles and to negotiate. Even though he has to prepare for prospective clients, meet with current clients and has limited time, here is what he commits to do this week.

To highlight Albert Gray’s first point;

  1. Hard work is not the difference.

Gray also made this statement;

 “Success is something which is achieved by the minority of men, and is therefore unnatural and not to be achieved by following our natural likes and dislikes nor by being guided by our natural preferences. We don’t like to call on people who don’t want to see us and talk to them about something they don’t want to talk about. Any reluctance to follow a definite prospecting program, to used prepared sales talks, to organize time and effort are all caused by this one basic dislike.”

This is as simple as I have ever heard the core issue stated. We are going to avoid doing things that we view as being uncomfortable. It’s that simple!

There are a number of scientific experiments that clearly show this. Put a rat in a cage with a gate. Place food at the end of a corridor and open the gate. The rat runs up the corridor and starts to eat the food.

However, we don’t let the rat eat. Instead we place it back behind the gate. Next we place a metal grid on the floor separating the rat from the food. We also place a shock on this grid; it’s called a “shock grid”. We open the gate; the rat sees the food and starts to run over this grid. It gets a tremendous shock and instinctively retreats away from the grid.

Now we take the shock off of the grid but leave the grid. When we open the gate this time the reality is that there is nothing stopping the rat from reaching its goal. However, what will the rat focus on? Will it focus on the opportunity to get the food or the past painful experience with the metal grid? The rat will remember the shock and will never go over that grid again. This is called learned helplessness.

It doesn’t matter what the truth is. The only think that matters is what is the rat paying attention to? The rat has what is called a “cortical limbic loop”. This is a protective memory where the outer area of the brain associated with wants, needs and desires and is linked to the middle area of the brain, known as the limbic system, which is associated with emotion, fear, avoidance and threats to survival. Just the sight of the metal grid triggers the limbic area and the rat is in automatic avoidance.

We are genetically coded to avoid activities that we view as being threatening. Our instincts trump our intentions.

Gray goes on to state that the biggest producers also do not like to do this prospecting either. It’s just that they have a purpose and have formed habits.

“Successful men are influenced by the desire for pleasing results. Failures are influenced by the desire for pleasing methods. It is easier to adjust ourselves to the hardships of a poor living than it is to adjust ourselves to the hardships of making a better one. Just think of all of the things you are willing to go without in order to avoid doing the things you don’t like to do.”

I couldn’t believe what a profound insight that Albert Gray had in 1940 that is as true today as it was then.

Again, Gray says;

“Every single qualification for success is acquired through habit. Men form habits and habits form futures. If you do not deliberately form good habits, then unconsciously you will form bad ones. He success habits in life insurance selling (and all selling) are divided into four main groups. Prospecting habits, calling habits, selling habits, working habits.”

Now the question is how do you form habits? I have the answer. This was helped by another 21st century discovery, brain plasticity. Go ahead and “Google it”. Isn’t that amazing? Google is now a verb!

Brain plasticity is the brains’ ability to form new neurons and neurological networks. A neurological network is a habit. In its simplest form it’s no more complicated than stimulus response. The alarm rings in the morning and off to the gym you go. You plan at the end of the week you execute your plan in those four areas as identified in 1940 by Albert Gray, it really is that simple.

A habit is a neuron that has dentritic growth to the cortex and to a structure in the limbic system called the amygdale. The cortex is the thinking and planning area of the brain and the amygdale is the emotional area. A habit also has dentritic growth to the hippocampus are of the brain which is now the wiring for memory.

The rat is hungry. It looks at the food but it has a protective instinct, a memory involving the hippocampus that links the metal grid with the amygdale as dangerous and to be avoided.

Humans have another layer to add to this. We use language to rationalize our avoidance and believe that the truth is that we were just too busy to make those calls.

I’ll end this by giving you a quick method to rewire your brain and form a new habit. Use behavioral contracts. Make one commitment to one activity this week they you are capable of doing but also know you won’t do unless you are held accountable to complete. Tell one other person that if you don’t take this action you will give them $100. You will instantly create a cortical limbic loop where the cortex, amygdale and hippocampus will view this penalty as the highest level of pain and instinctively compel you to avoid this pain by doing what you said you would do.

Yes it does take about 30 days for these dentritic projections to remain solidified and permanent so use this consistently and wisely and you will rewire your brain forming the habits you need for success. Albert Gray was absolutely correct even without knowing the science of it all!

How to Avoid Getting Fat Over the Holidays

There seems to be a mindset of disorder over the holidays. Perhaps you have been disciplined and ate clean, worked out, watched your caloric intake and did good deeds all the way up to now.

I is only natural for you to say forget it; I deserve it and then just bust out and binge. I’d say you can just about count on that happening unless you get M.A.D.

That’s right, get M.A.D. Make a Decision. It all starts with the intention. Who says that you’ve got to gain weight and that if you don’t you will be depriving yourself?

Reality is in the mind of the observer. You get to declare what your waist line is going to look like during and after the holidays. Here is how.

First, know your numbers. Take your body weight times ten and that’s how many calories you can have on a daily basis and you won’t lose or gain weight. There are 3500 calories in a pound of body fat. Divide that by 7 days and that number is 500. Subtract 500 from your body weight times ten and that’s what you will need to net out daily to lose one pound per week. Your net can be either calorie restriction or a combination of exercise.

That’s the left brain information. Now you need to right brain input. This is your attitude, your intentions, your why. You do need to identify your “why bother?” Why should you actually lose weight this holiday season? What is the benefit for doing so?

You might have a tough time identifying the Why. It doesn’t matter. You can tap into the latest in brain research and create a winning combination of right and left brain input through the use of one small intervention-behavioral contracting.

Try this and I know it will work for you. Keep your commitments to one week. Make a commitment to how many calories you will have, what types of food you will eat, how much you will allow yourself to divert, how much exercise you will do over the next seven days. Make specific and measureable statements of your promise. An example would be “I will exercise 4 times by Sunday”. Of course I assuming that you can specifically define what “exercise” means and that it is verifiable.

Next place a penalty, say a $100 fine if you don’t do what you said you would do. That’s right, for each promise you make place a $100 penalty if you don’t accomplish the commitment. Have someone else check in with you and be able to prove your results. Now you will be tapping into your genetic coding of avoiding the highest level of perceived pain. Your human instinct will compel you to avoid the pain of the consequence by taking the actions you committed to.

If you apply this and if you have someone who will hold you accountable and enforce the consequence then you will lose weight over the holidays.

I’ll hold you accountable. Send me an email at and tell me what your weekly commitment is. I’ll keep you on track or it’s a $100 fine.

You have far more capability to create the events and circumstances in your life then you are aware of or are using. This is a start.

Happy Holidays.

Coach Bob



Selling The Recession and The Lie of Authority

“Selling the Recession and the Lie of the Authority-You Don’t Have to Participate, It’s Your Choice” by Bob Davies

That’s right. You have the choice to take on whatever mind-set you decide. You can be a victim and play into the hands of the authority or you can be the source of all that you experience. It’s just as easy to be at choice as it is to be a victim; it’s up to you.

What is a recession anyway? In macroeconomics, a recession is a decline in a country’s gross domestic product, or a negative real economic growth for two or more successive quarters of a year.

The National Bureau of Economic Research, NBER, has a more general framework for declaring recessions.

“A recession is a significant decline in economic activity spread across the economy, lasting more than a few months, normally visible in real GDP, real income, employment, industrial production, and wholesale-retail sales. A recession begins just after the economy reaches a peak of activity and ends as the economy reaches its trough.”

The prospect of a recession is the talk ofWashington. It’s also the talk of every major newspaper across the country. Look at the headlines from a recent paper,

“Home prices could fall 20% from 06 levels, S&P reported back in 2008.”

This report from Bloomberg News continues to state, “There is a growing economic consensus that U.S. home price declines will be larger than previously forecast and that the slump in the U.S. housing market will last longer then previously anticipated.

The real estate slump has taken its toll, with more than 31,000 jobs eliminated last year in the sub prime mortgage industry by California-based companies, including 12,000 positions at Countrywide financial in Calabasas, (and) 3,200 at New Century inIrvine.”

Let’s look to the experts, the authorities who should know.

Alan Greenspan, former chairman of the Federal Reserve recently stated that the current financial crisis in likely to be judged as the most wrenching since the time that followed World War II.

Other noted authorities are sounding alarms, too. Harvard professor Martin Feldstein, former head of the National bureau of Economic Research, said recently that he believes the country is in a recession and it could be a severe one. He has also stated that the Fed needs to be more aggressive in responding to the credit crunch if a serious economic slump is to be averted.

Treasury Secretary Henry Paulson said that the housing correction will take time to work out and that it continues to cause the biggest downside risk to the economy.

For those who have predicted a “mild” slump the credit crisis that erupted last August and claimed its biggest victim with the forced sale of Bear Stearns Co. is raising doubts that this will be “mild”.

“Bear Stearns was a clear wake-up call. It resonates with everybody and highlights the severity of the stresses in the financial system, “ said Mark Zandi, chief economist at Monody’s

Lyle Gramley, a former Fed board member and now an economist with Stanford Financial Group said, “It is possible that we could be entering the worst recession of the post-World War II period. The threat is certainly there.”

This just in from “The Fiscal Times”;

‘If you think theU.S.economy is bad now, just wait for a few months.  Things are about to become absolutely nightmarish.  None of the long-term economic trends that are hollowing out our economy have been addressed and more bad economic news seems to come out virtually every single day.  Now there is constant talk of the “next recession” in the mainstream media.  But did the last recession ever truly end?  The number of good jobs continues to decline, more stores are closing, incomes continue to go down, credit card debt and student loan debt are soaring, the housing market resembles a corpse, the number of Americans living in poverty continues to rise and government debt is at unprecedented levels.  We are losing blood fast, and almost all of our leaders are either too corrupt or too incompetent to be able to do anything about it.  TheU.S.economy really and truly is about to go into the toilet, and if something is not done very quickly we are going to experience a complete and total economic disaster in this nation.

Americans have been promised over and over that this economic downturn is just “temporary” and that things will return to normal soon.  During this upcoming election cycle, the Democrats will swear that they have all the answers and that if we just elect them everything will be okay.  The Republicans will also swear that they have all the answers and that if we just elect them everything will be okay.

Well, both sides are lying.  The economic plans of both major political parties are a joke.  Neither of them can restore economic prosperity to this nation.

Our politicians could delay the coming economic collapse by borrowing gigantic piles of money and pumping all of that cash into the economy.  But stealing from our children and our grandchildren is not exactly sound economic policy.

Yes, theU.S.economy is in bad shape right now, but things are about to get even worse.  The long-term problems that are destroying our economy have not been fixed, and the leaks in our ship are going to continue to grow.

The following are 10 signs that theU.S.economy is about to go into the toilet….

#1 An increasing number of unemployed Americans have become so desperate that they have started to look for work overseas.  For example, the number of Americans that are submitting applications for temporary work visas in Canada has approximately doubled since 2008.  Other Americans are willing to learn foreign languages and travel to the other side of the world if that is what it takes to land a decent job.  Just

#2 When Barack Obama first took office, the official U.S. unemployment rate was 7.6 percent.  Today it is 9.1 percent.

#3 The number of Americans that are concerned that they will lose their jobs continues to hover near record highs.  According to Gallup, 30 percent of all employed Americans are worried that they will soon be laid off.

#4 The percentage of American men that are employed continues to plummet.  In July, only 63.5 percent of all men in theUnited States had a job.  Since 1948, that number has only been lower one time (63.3 percent in December 2009).

#5 Back in the 1950s, manufacturing accounted for about 28 percent of U.S. GDP.  Last year, it accounted for just 11.7 percent.  Meanwhile, manufacturing now accounts for about 25 percent of GDP in China and they now actually have more factory production each year than we do.  Sadly, Barack Obama is pushing for even more trade agreements that will send millions more of our jobs overseas.

#6 According to John Williams of, after you add in all short-term discouraged workers, all long-term discouraged workers and all Americans that are working part-time because they cannot find full-time employment, the real unemployment rate should be approximately 23 percent.

#8 We are starting to see another huge wave of store closings and layoffs.  For example, the parent company of Payless stores has announced that it will be permanently closing 475 stores.  Borders is in the process of closing every single one of its 399 stores.  Also, Bank of America has just announced that it will be closing about 600 branches, and that could result in the loss of about 30,000 good jobs.

#9 Median household income has fallen for three years in a row.

#10 Americans are really starting to rack up consumer debt once again.  According to Time Magazine, U.S. consumers are on pace to collectively add 54 billion dollars in credit card debt in 2011.

So I say, why live? Why not just throw up your hands and surrender to being miserable, having financial difficulties, and blaming the politicians whose policies or lack of have put us in this no-win predicament?

Because it’s a lie! It’s a mind-set. It’s the same old submission to authority that has happened before. The recession is not real. It’s a perceptual choice.

It’s the lie of authority that creates what is called perceptual bias. In other words, the authority states something as being true, and then you and I are set up to see a world that establishes that truth.

This affects an area of the brain called the reticular activating system, which dictates what you pay attention to in your environment. The statements of authority effect your perception.

Many times in my live presentations I’ll have an audience member come up on stage after I ask “who’s afraid of snakes?” I’ll give this person an envelope with a picture of a rattlesnake on the front and ask them to open it. I’ll tell them to “trust me-it’s safe!” They open the envelope to a popping sound and movement and usually scream and jump away!

Then I show them what they actually responded to. It wasn’t real. It was their perception. They expected danger so the slightest evidence to support their expectations was exactly what they paid attention to. What they responded to was a wire in the shape of a U with a rubber band stretched across and a washer in the middle. The washer was wound tight so when the envelope was opened it unwound making a popping sound. This is called “perceptual bias.”

After the individual sees this I then wind it up again and ask them to open the envelope one more time. Of course, this time there is no scream. What was different? Their expectations were different. Their perception was different. Their mind-set is the only thing that was different.

What mind-set are the authorities creating? One of doom and gloom. You better not put that new flooring in your office right now because that’s non-essential spending and with today’s uncertain economy, the failing stock market, uncertain world status, rising gas prices, you better spend as little as possible.

You better not make that new hire or that acquisition to gain market share in this uncertain market. You better not implement that training program now. You better wait to live!

What about these authorities? Who are they any way? Are they right? If they are then how do you explain the realtor inNew Jersey, selling residential properties that is having the best year of her life? How do you explain the financial advisor and the estate planning, asset protection attorney who are having the greatest years ever in their businesses and are taking a 2011 $100,000 Mercedes for a test-drive as they upgrade their personal vehicle? How about the small business owner that just signed two major agreements with clients and is now buying a new Bonanza airplane as he redefines his wants versus needs? What about the doom and gloom?

Let’s take a closer look at how humans respond to authority. Up until about five years ago it was thought to be impossible to grow new nerve tissue, that is, until it was done! The mind-set that nerve tissue could not regenerate was destroyed when the protein ocumodulin was discovered to generate this process. Doing what was thought to be impossible destroyed the old mind-set.

Consider the now famous experiments of by Yale psychologist Stanley Milgram. This experiment measured the willingness of study participants to obey an authority figure that instructed them to perform acts that conflicted with their personal conscience. He described his findings in detail in his 1974 book, “Obedience to Authority: An Experimental View.”

Obedience is a basic element in the structure of social life. Some system of authority is a requirement of all living. For many of us obedience is a deeply ingrained behavior tendency and overrides ethics, sympathy and common sense.

Milgram set up an experiment to test how much pain an ordinary citizen would inflict on another person simply because he was ordered to by an experimental scientist.

“Stark authority was pitted against the subjects’ strongest moral imperatives against hurting others, and with the subjects’ ears ringing with the screams of the victims, authority won more often than not.” (StanleyMilgram)

The basic experiment was to be a study of memory and learning. One participant was designated as the “teacher” and the other as the “learner”. The experimenter explains that the study is concerned with the effects of punishment on learning.

A list of paired words is read and whenever a mistake is made the teacher is to deliver electric shocks that escalate in degree. The shocks consisted of levers labeled from slight shock, moderate, strong, very strong, all the way up to severe and two levers labeled simply XXX.

What the teacher didn’t know was that the learner was an actor, never receiving any shocks at all. This experiment was focused on the teacher, not the learner.

With each incorrect response the teacher was instructed to execute a higher voltage, a more painful shock. As the actor (learner) would appropriately scream in agony, the experimenter simply gave the teacher one of the following responses;

  1. Please continue with the next higher shock level.
  2. The experiment requires that you continue.
  3. It is absolutely essential that you continue.
  4. You have no other choice, you must go on.

The prediction was that virtually all of the subjects would refuse to obey the experimenter as the learner was in extreme pain. They expected only 4% would reach the level of 300 volts.

What they found however was quite the opposite. Dr. Thomas Blass of the University of Maryland Baltimore County performed a meta-analysis on the results of repeated performances of the experiment. He fount that the percentage of participants who are prepared to inflict fatal voltages remains remarkably constant, 61-66% regardless of time or place.

Professor Milgram elaborated two theories explaining the results. The first is the theory of conformism describing the relationship between the group of reference and the individual person. A subject, who has neither ability nor expertise to make decisions, especially in a crisis, will leave decision making to the group and its hierarchy. The group is the person’s behavioral model. This is also referred to as “group think”.

The second is the agentic state theory, wherein, per Milgram, the essence of obedience consists in the fact that a person comes to view himself as the instrument for carrying out another person’s wishes, and he therefore no longer sees himself as responsible for his actions. Once this critical shift of mind-set has occurred in the person, all of the essential features of obedience follow.

What you see here is the common theme that obedience to an authority is anchored in forfeiting your responsibility over to that person. You may not be an expert on the economy so you forfeit that over to authorities and then you behave accordingly.

That’s the key here. You can participate and be a part of an ongoing recession in 2011 and obey the authorities, or you can take responsibility for your choices, for your actions and take the necessary steps to generate the successes that you demand for yourself now and in the future. Or, you can of course suffer because after all, it’s a recession! Reality is in the mind of the observer. What will you pay attention to in 2011-12? It’s your choice.

Best Effort Every Day

It’s a chilled October day at the stadium and it’s perfect for this rivalry game. The home team is trailing 7-3 and there’s three seconds left in the game. They have the ball on the two yard line and it’s 4th and goal. This is the last play of the game. If the defense succeeds at their goal line stand they will win. If the offense can punch it in then they will win. This is it, last play, winner take all.

The reticular activating system of the brain is on fire. It is sending signals to flood the basal ganglia and the limbic area of the brain and generates a “flight or fight” physiology. Nor-epinephrine is released and the pupils are dilated to improve vision. The heart pumps faster, increasing blood pressure to accelerate the delivery of oxygen. Breathing increases as the lungs take in more oxygen. The sweat glands are working to cool the body. The adrenal glands secrete cortisone, blood moves from the extremities to your major muscle groups, digestion stops, you are ready to go. There is a narrow focus of attention as each member of the each team will have maximum effort or best effort on this last play.

This is the goal line stand. Best effort from everyone. Why doesn’t each player on each team put forth this type of effort on every play? Is this possible? The answer is yes. It just takes a certain type of brain input to generate the goal line stand physiology and effort. If you can do it once, you can do it every play. It takes focus.

Let me say this a different way. My son Tyler is taking tennis lessons. He’s seven years old. He’s learning good motor skill habits at a young age. Many times he’ll swing with correct technique coming from low to high but he’ll miss the ball. His swing and follow through were correct but he just missed the ball. He’ll get it.

During one lesson he hit a nearly perfect backhand. What a sweet and smooth almost effortless stroke with the ball going deep into the court, a winner! He had a neurological firing to produce that muscular movement resulting in the perfect shot. If he can do it once it means that he is capable of duplicating it again. If he can keep firing those same neurons they will wire together and he will have a pattern or a habit. If the athletes can have supreme effort on one play then they can have it on every plan.

I’d like to think that I’m in the speaking, training and coaching business. The truth is I’m in the marketing business. Without marketing a terrible thing happens, nothing! The other day I made 85 calls, 48 contacts, 53 actual dials and 32 emails. That’s an A rated activity day. If I can do that level of activity one day, then I can do it every day.

How about you? What is your level of effort every day? Do you want to make more money? I’ll assume yes. Then see more people. The insurance folks have a saying, Seymour Sellmore. If you see more people you will sell more people. Every industry has their numbers. The insurance folks say that you need to make 100 calls to get 10 prospects from which you will set appointments with 3 and sell 1.

At one time the pressure washer industry had this ratio;

See 15 people a day to get one demo. Make 4 demos and you’ll have one sale with the national average being $4000 per machine sold. I can’t vouch for the accuracy of these numbers but I’ll bet you could get them from CETA’s best practice program.

If you want to make more money you need to put more energy into the system and see more people. The receipt is to be very precisely prepared, well researched meaning know who uses pressure washing equipment in your territory, map out each day for efficiency and then simply execute with passion. You’ll need to have excellent measurement and tracking. You’ve got to know the score. You can’t control the mind of the marketplace but you can control your own efforts. Let me put it this way, you must control your own efforts.

Let’s go quantum!

Using two villages on opposite sides ofGenevaas their lab, Swiss physicists have taken one of the strangest phenomena of quantum physics to new heights. They sent a pair of photons along fiber optic cables, one to each village. When they measured one photon upon its arrival, the other changed instantaneously-though it was 11 miles away. This strange relationship is called quantum entanglement.

Quantum mechanics is the branch of physics that governs the very small. Your thoughts are in the quantum realm. Classical physics governs the large, the movement of the planets, and the effects of gravity, action-reaction, cause and effect.

This means that you must operate within the probabilities of both branches of physics. You must obey action-reaction, cause and effect by having enough effort and energy put into the system (classical physics) and you must obey the laws of the quantum world by having thoughts of possibilities and success. Together, you can not be stopped. Success is a certainty.

The quantum world says that everything from an inanimate object such as wood to a live entity such as man is all made of the same thing, energy. In fact Einstein’s famous equation, E=MC2 states that energy (effort) and matter (results=sales) are the same. It’s like water and ice, two different states of the same thing. Everything is energy. Everything is entangled. Everything and every one is interrelated.

What you seek is also seeking you. If you want more sales then go out there and execute your plan, see more people and you too will act at a distance. You will become entangled and have an impact on another meaning you have the solution that someone is seeking. It’s all about you, your effort, your preparation, your attitude and your consistency.

Any questions?

Coach Bob

Bob Davies, B.S. Health, M.Ed. Psychology is a speaker, author, trainer and coach. His principles of performance excellence are scientifically based and guarantee results. He is a corporate CEO coach and works with individuals  to help them to coach for best effort every day. 866-262-3284 Author of the book, “The 1.2% Factor-How the Small Change of Accountability Leads to Large Results!”


A friend of mine knows that I am writing a new book on weight control. In fact, he is creating the cover. He sent me an article titled, “MSG, a Slow Poison” which is about MSG causing obesity and he wanted to know my opinion about the article.

 Here are some of the article highlights.

The food additive MSG (Mono-Sodium Glutamate) is a slow poison. MSG hides behind 25 or more names, such as Natural Flavoring.” MSG is even in your favorite coffee from Tim Horton’s and Starbucks coffee shops!

I wondered if there could be an actual chemical causing the massive obesity epidemic, and so did a friend of mine, John Erb. He was a research assistant at the University of Waterloo in Ontario, Canada, and spent years working for the government. He made an amazing discovery while going through scientific journals for a book he was writing called “The Slow Poisoning of America”.

In hundreds of studies around the world, scientists were creating obese mice and rats to use in diet or diabetes test studies. No strain of rat or mice is naturally obese, so scientists have to create them. They make these creatures morbidly obese by injecting them with MSG when they are first born.

The MSG triples the amount of insulin the pancreas creates, causing rats (and perhaps humans) to become obese. They even have a name for the fat rodents they create: “MSG-Treated Rats.”

When I heard this, I was shocked. I went into my kitchen and checked the cupboards and the refrigerator. MSG was in everything – the Campbell’s soups, the Hostess Doritos, the Lays flavored potato chips, Top Ramen, Betty Crocker Hamburger Helper, Heinz canned gravy, Swanson frozen prepared meals, and Kraft salad dressings, especially the “healthy low-fat” ones.

The items that didn’t have MSG marked on the product label had something called “Hydrolyzed Vegetable Protein,” which is just another name for Monosodium Glutamate.

It was shocking to see just how many of the foods we feed our children everyday are filled with this stuff. MSG is hidden under many different names in order to fool those who read the ingredient list, so that they don’t catch on. (Other names for MSG are “Accent, “Aginomoto,” “Natural Meat Tenderizer,” etc.)

But it didn’t stop there….however I will. The article continued to say that the food manufacturers are aware of the scientifically proven addictive properties of MSG and in fact that is one of the reasons that they use this ingredient, to get people addicted to their product.

This blog is not about the ill effects of MSG. This blog is about accountability. The information about MSG supports a person going victim and blaming food manufacturers for their obesity.

My response to my friend was the MSG is not the cause of obesity. YOU are! Obesity is a
behavioral issue. It’s about your habits, how much food you eat and whether you exercise or not.

I am not making a statement about MSG. My statement is about taking full responsibility
for the results in your life. You are the cause of all that you experience, not Mac Donalds or food manufacturers.

Now I’m not saying that this should be allowed to continue. Of course we need to have
protection for our food supply and to ensure compliance with healthy ingredients. However,


Yes, I said it. This doesn’t stand for Why the Face or Where’s the Food. It stands for
“What’s the Focus?”

If the focus is on blaming food manufacturers, or fast food chains, or the media then it’s not likely that you are going to take full responsibility for the results that you are creating in your health.

I’d recommend that you apply W T F to every aspect of your life. What is your focus in your business? Are you focusing on the economy, the scandals and frauds that are happening, the problems in Europe? Are you focusing on world events, interest rates, the real estate market, inflation, the job market, consumer buying or any other “indicators”?

The focus needs to be on the most productive “required daily activities” that you need to
be doing to give you the highest probability of predicted results, period.

When I asked the attendees from an elite level conference that I recently presented to, the International Forum, now Forum 400, what their biggest challenge was they said seeing enough people. That’s what they were focused on!

At the end of your day ask yourself the question, “what did I focus on for most of the day?” If the answer is your most productive actions then the results are a certainty.

Don’t get seduced into being a victim and get sidetracked in terms of what you are paying
attention to. Take full responsibility for the results in your life. Take full responsibility for what you pay attention to on a moment by moment basis. Your family and the families of your clients will thank you!