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The Decision Institute – Coach Manny Nowak

Sales and Leadership Development

Success is what most of us want – yet most of us are not willing to pay the price, do the work, walk through the crap and still have to do more.


Guess what?

That’s is what it takes.

And even then, you might have to keep going or start all over again.

Success is not for the weak!


You see, success comes to those who do not give up, quit or stop.


Today I want to share 5 success tips with you that might just help you become that superstar you want to be.  And if you already are a superstar, like most reading this, you will be even better.


1/        “The grass is not greener on the other side of the fence, and the grass is not greener on this side of the fence.  The grass is greener where you water it.” 



Most people keep looking for the solution instead of creating it. 

They jump from organization to organization. 

From project to project. 

From career to career. 


And yet they still don’t fine the answer because you have to create it.  It doesn’t just exist.


If you want real success, suck it up and make it happen.

Do what you have to in order to make it happen.

Just make sure you keep it legal, moral and ethical.



2/        “He puts impossible obstacles in front of us to bless us, not to hinder us.”

Bob Saffrin.


            Success happens to those who look at the impossible obstacles and say, “let me see what I have to do to get around, over, under or through this.  They never say, can it be done, they just do it.


            God does have a sense of humor, he makes it tuff to make us tuff. 

Ever see a sissy running a successful organization?



3/        “No tree becomes rooted and sturdy unless many a wind assails it.  For by its very tossing it tightens its grip and plants its roots more securely; the fragile trees are those that have grown in a sunny valley.” 

Seneca the Young


Think about what makes you as good as you are.  Did you learn by success or did you learn by failure.  Did you become good because everything always worked, or did the frustration and hard work make it happen for you? 


It takes walking against the wind to become strong.



4/        “Desire backed by faith knows no such word as impossible.”

Napoleon Hill


It is mental, to a great degree. 

If you want to make it happen, you have to believe that it is going to happen. 

You have to have this total mental belief. 

Look at the impossible things you have accomplish and ask yourself, “what was I thinking?”


You were thinking that you could do it, never that you couldn’t.



5/        “Success requires you to get in shape,





            Champions require it all.

Zig Ziglar


            So are you ready?

            Are you in shape?

            Can you physically handle the task?

            Are you mentally prepared?

            Do you have the spiritual strength?

            Are you emotionally fit?


            Then there is no need to worry, get going down that road.


            The only thing holding you back it YOU!



“What’s your excuse” – Read my new book and strength your persistence, consistency and self-discipline. 

Get your copy today – click on picture.Coach_Manny (1)


This book will help you on that walk to success.



Success Requires Discipline

One thing you may have learned in the past is that persistence requires discipline.  But you will also learn that discipline requires persistence.


            “The everyday process of focusing on what you want.  And striving for it relentlessly until you get it”  Discipline according to Jeffrey Gitomer – Sales Bible.


            “The secret of discipline is motivation. When a man is sufficiently motivated, discipline will take care of itself” Alexander Patterson.


            Two excellent quotes.  How are you doing with discipline in your life, business, career, and family.  Do you have or don’t you?


            Today, I want to share with you some simple keys of being disciplined.  I will share them through the use of an acrostic of the word discipline.  What discipline means and how to make it happen in your life.  How to take control and create greater success in all you do.  So, here we go.


D – Decision making ability.

To be disciplined, you have to be able to make decisions and make them when they need to be made.  This is one of those great skills so few ever get hold of.  But, it might just be the most important skill you ever attain.


I learned it in my first real management job.  My boss, Nate, was just the best.  He did not beat me up for doing the wrong thing, and he did not give me a hard time about what I did.  He gave me a hard time about not making a decision.  He taught me the principle I have lived and work by since that time in my 20′s.  Simply put – make a decision. If you make the wrong one, then make another one.  At least, you are moving.  You all know that is how I operate and try to teach you. It is simply easier and more effective to ask forgiveness than to ask permission.



I – Integrity

The lost art of living and telling the truth.  How can you have discipline if you have to keep remembering what is truth and what is not?  If you live and work and operate only under the truth, life becomes so much simpler, and discipline becomes so much simpler.


To have great discipline, keep it simple and always tell, live, and work the truth.  Try it and see what happens.



S – Short cuts

Forget shortcuts.  Instead, learn to take the narrow road.  The wide road, or the road of least resistance, is also the road of least success.  That road is not for you.  When you get to those forks in life, when you have to make those tough decisions, remember: take the right road, not the easiest road.


This is a major problem today, because fewer and fewer people have integrity.  We are always looking for the easy way out.  We know what has to be done to do the job, but instead of just doing it, we try to find the short cut.   Disciplined people know what has to be done to make it work, and they do it.


C – Character.

Do what you said you were going to do, when you said you were going to do it, the way you said you were going to do it.


“The ability to make yourself do what you should do, when you should do it, whether you feel like it or not” Elbert Hubband.


Imagine the difference when you walk this way. 



I – Investor.

To be disciplined, you must be an investor, not a gambler.


When I tell people it is easier to ask forgiveness than permission, sometimes, they put that into the realm of gambling.  I think it is actually the other way around.  You see, by doing nothing, you gamble that it will be OK.  Usually, doing nothing makes nothing happen; that is a gamble.  Make the investment in taking a risk, in deciding to do what you need to do.  Then watch what happens.


P – Prepare.

You cannot prepare when it is time to get rolling; it is too late.


For many of us, our moms taught us this simple principle, but as we grew, we thought we knew better – we didn’t.

Prepare for what you have to do.

Get the stuff together.

Get what you need to do the job.

Be ready; have it together when the opportunity presents itself.

When you are prepared, you cannot be stopped.



L          Listen.

When you open your ears and shut your mouth, you will be amazed at how different things look.  You will be amazed.


Listen to what is going on around you.

Listen to those on your team.

Listen to your inner self.

Then decide and move forward.


I           Initiative

It doesn’t just happen, and if you think it does, you are wrong.  Make it happen through your action.  Stop thinking about it and move forward.


How many are sitting around, still waiting for it to happen?

Too many.

Discipline requires you to do something, to move forward, to make it happen.


N – No.

Busy people don’t know how to say no.  That is why, instead of being productive, they are busy. 


To be disciplined, you have to know how to say “NO.”

Be willing to say “NO.”

Say “NO.”


Think about all the times you got into trouble.

You have too much to do, because you could not say “no”; now, you have to take shortcuts.

You knew you couldn’t do it, but you could not say “no.”

You know you shouldn’t, but you can’t say “no.”


Am I getting through?  Learn to say no and say “NO.” 



E – Extra mile.

Disciplined people don’t just do it; they do it right.  They do more than the minimum.

They go that extra mile.


They do things, but they don’t just do them.  They do them to the best of their abilities and then even more.  Are you ready to do that?  Can you do it?


Simple enough right?

Can you do it?

This week, work these simple steps and watch what happens to your life.  Once you learn real discipline, you will be amazed at the results.


So, stop thinking about it, stop hesitating, and get moving.

Build yourself into that very disciplined person, starting today.


If you like this article then you are going to love the book.  This is a chapter out of our newly release best seller:


What’s Your Excuse – Everyone’s Got One and They All Stink: Winning Means Being Consistent, Persistent and Self-Disciplined

Coach_Manny (1) 


Also, please watch this video on Discipline:


Success Requires Discipline




Whom you hang out with is whom you become.


Whom you surround yourself with is whom you become.


To be a superstar, you better be hanging out with superstars. 


I think many of our Mom’s and Dad’s told us this.  It was important, as a child, but is just as important if not more now as an adult.


Whether you are 10, 20, 30, 40, 50, 60, 70, or 80 and beyond.  Success is transmitted from the successful to those who want it badly enough.


What was that song – “How bad do you want it?”


So take a deep, honest look at those you hang out with and what do you see?  Family is family and you have no control over them, but the rest you do.  What you will find.

            That most people you hang out with:

  • Make within $5,000 a year of what you do.
  • Live in a home very similar to yours
  • Their home and yours are very close in price
  • You drive the same price car
  • Take similar vacations.
  • Etc.


You see – if you want so much more, you will never get it surrounded by people just like you.  You have to surround yourself with people Just Like You Want To Be!


Get your attitude up, way up.  Believe, know and go for the gold.

Here are 3 tips to help you.


1/        Find a mentor – someone who is where you want to be.

            Not a buddy.

            Not a coach.

            Not a friend.

            Someone who has done it, is doing it and can help you do it.

            Show them how badly you want it.

            Work with them.

            Get their help.

            A successful person will never tell you that you can’t.


2/        Get to events and functions where the people you want to be like hang out. 

            Then mingle with them.

            Get to know them.

            High-end Charity events are a great place to do this, but how many of you go?

            Events held by the superstars in your market are the place – are you there?

            Push for meetings.

            Build relationships.

            Spend the time and money and get out there.

            Get to know the people who are where you want to be.


3/        Find the stars in your business and get a meeting.

            Yes, it is very hard.

            Yes, it might seem impossible.

            Keep working it until you get it.

            You have to believe you are capable.

            You have to demonstrate you want it.

            When you finally get there, you will be amazed.

            They will meet with you if you push it hard enough and don’t give up.



You have a dream to be a star.

You believe it.

You are ready to put all you need into it.


So stop letting anything get in your way.


Persistence, Consistency, and Self-discipline will help you get these done.  Are you ready?


Then, get a copy of my new book, “What Is Your Problem?”   Free!


That’s right, absolutely free.

Just email me.  Manny@mannynowak.com – subject – I want a copy of coach Manny’s book.


We will put you on the list, and you will get the notice when it is ready; it should be ready to roll next week.  If you have already asked, we have you on the list.


Need a little motivation about making it happen?

Click here to watch Coach Manny’s video – What Super Coaching Can Do For You



Or just pick up the phone and call Coach Manny at 856 358 4021 and say– I want to play in the major leagues, can you help me?


How about a 54 year old  guy looking to spend 3-5 years in
seminary so he can become a minister.  Or a 70 year old gentleman
who has decided to go to law school for 3 years.  What about the
51 year old mother who is going to start college, as a freshman
with her youngest daughter.


These are thee simple examples of people who are not willing
to settling for less?  They have a vision, they can clearly
see it, and they are going for it.  This is America, land of

Take a moment and remember the World War II veterans , many of
them considered old by todays standards who had to start at square
one.  How about all the immigrants in the first half of the 20th
century.  Some as old as 35, 40, 45 and 50 plus who had to start
all over again – and did it.  They did not settle for less.

How about you stop with all the silly little things that divert
your success and think about the people in the examples above.  
People who will not settle for less.  Who will not accept it, who
will not stop because they know they can do better.

We are way to quick to settle for less.  Specially once we hit 30.  
Some of us last till 40, but once 50, change – forget it.  Even worst,
the trouble today is that once you hit 25 you stop – you settle and
life goes on.  We seem to drain the vision out of our young.

So we now come to you – what are you doing.  Are you going for
all you can be, doing all you can do.  Are you settling for less
in all your life.  Are you just going through the motions.

Leadership begins with vision.  Vision is that ability to see, feel
and want something more than what you have.  Where is your vision.  
If I ask you what your vision was, could you tell me?

Sad thing is most people cannot.  I love to ask this question early
in the coaching process.  This is the key to great success, it is
what can take you anywhere.  I do not remember who said it, but he
simply said, “if you can see it, you can do it, now go for it”.

How can you expect others to follow you if you do not know where
it is you are going?  I will not follow a leader who does not have a

Remember what Joyce Meyer says in her book “I Dare You”, “Nothing
energizes us like having a clear vision of what we are suppose to
be doing”.

I encourage you this week to begin your journey down that road.  
Stop and think about what it is that you really want.  Stop and
think about the skills and abilities that God has given you.  
Throw aside the roadblocks and discouragement of others and start
to build the vision that will take you there.  

Here are the five simple steps you can take to make it happen:

1.    Take some time to think about what it is that you really
       want.  Take some time alone.  Take some time in a place
       you love to be.  Take some time, take some time, take
       some time.

2.    Take some time to write it down.  Then take it and hang it up
       all over the place.  Keep it write there in front of you.  
       Share it with others.

3.    Build the plan to make it happen.  It is great to have a
       vision, but now you need a plan.  A written plan of how you
       are going to make it happen.  If you have a real vision, you
       will have no problem in building the plan, you will be energized.  

4.    Take the action to make it happen.  If you have a real
       vision, if you really want it, then start doing what you
       need to make it happen.  Stop thinking about it and start doing it.

5.    Keep it as the focus of all you do at all times.  If you want
       it to happen, then you have to make it the focus of all you do.  
       Share it with everyone, let everyone know what you are
       going to do and then start doing it.  The greatest people with
       the greatest success have taken abuse from many on the road
       to success.  Most people do not have a vision and so what do
       they know about yours.  Don’t get discouraged, keep on going,
       let it drive you forward.

Vision is the driving force you need to make it happen.  Vision is the
driving force you need to lead your team.  Vision is what will drive
you when you want to quit, stop or give up.  As long as you can keep that
vision as the focus in your mind, as long as the vision is real, as long as it is
really what you want.  You will be able to do it.

As the leader of your team, if you share that vision with the team,
if you get their buy in into it, if you show them your commitment –
they will follow you and together nothing can stop you.

Stop settling for less than you can be.  Go for it.


Ever wonder why you can do the most wonderful presentation in the world?  Receive great reviews from each person at every meeting.  Receive great complements.  Have people ask you for help with their presentation. 

Yet, you walk out with no deal. 

So, what gives? Why does that happen?


I once did a great presentation for a company looking to buy our software development skills.  They all loved my stories; they loved the way I walked them through the process.  They actually told me it was one of the best software development presentations that they had ever seen.  However, they did not sign.   I did not get the deal.  They did not show me the money.

 Picture 012a

What happened?



We had spent so much time, effort and energy on the presentation.  We practiced everything just like we were told.  We went over it a dozen times.  We had everyone involved.  This was one of the biggest deals in the company’s history.  And we did not get it.




Have you ever been there?

Did you wonder why when this happened to you?


Well, the bottom line was that the presentation was great, but we did not persuade the prospective customer to buy.


This should really hit home.

It did with me when I was listening to one of my great mentors, Jim Rohn, talking about it.


Amazing isn’t it?

We present, but we forget that in that presentation we have to persuade the customer to ultimately take action.  To buy… To move forward.


I don’t mean change the presentation to something that is purely selling.  But, I mean simple things that will move the customer towards the close.


As another of my mentors, Zig Ziglar, says, “you got to always be closing.”


So, always be asking these questions.

How to create real success in all you do

How to create real success in all you do



1/        What if you had this product/service?

            What would it do for you and your company?

            How could it make life better?


2/        Can you picture what it would look like to own our product/service?

            See yourself using the product.


3/        Do you see the savings and what you could do with that?

            This is the cost per year, per month, per day, and even per hour.

            Break it down simply so they can see.


There are so many more ways you can do this in a presentation.  However, the most vital part is that you have to do it.


Tell them, “If you had our developers working with your team, they would be learning new stuff and product development would increase by 50%.”


Tell them, “Look at your people working side by side with our consultants.  Teaching and helping.  Look at the project coming in ahead of schedule.”


What would the CFO say when the project came in at 20% under estimated cost?  What else could you be doing with the savings?


The next presentation you do, make sure you are moving the prospect towards the close. 


It is great to present facts, but you have to translate them into benefits for your customers.  You have to make them want to buy.  You have to make it so that they cannot let you leave without the deal.


If you are not closing the deal, then look to see how well you are persuading your prospects.


Need some help?

This is just the beginning.

You have a great presentation.  Now, let’s go through it and get it to persuade the customer to buy.  You will be amazed at how much more business you will close.





The New Year is here. Are you ready to take yourself and your organization to new levels of success, this year? Or are you simply going to settle for doing OK?


Which is it going to be?

  • You are the leader – even if you are the only player in your organization
  • You are the leader – where are you going?


Going for the GOLD? Or going to settle for less?


What if Bill Gates simply settled for being a software company, instead of having a desire to put a computer in every home? Where would Microsoft be today?   Just another small software company in the mix instead of being the superstar billion-dollar company they are.


What if Steve Jobs had settled for just building computers, instead of wanting to change the world, using information? What would have happened if he never got into phones, iPods, iPads and so much more? Would Apple be just another hardware company today? Instead of the superstar they are?


What about you? Are you going to play to win this year, or play not to lose?

Going to take the chance, are you going to stretch?

The two examples above were once small companies that have grown to larger ones. The difference however, is they decided to play to win. What about you?


Take a look at yourself and your organization, what are the things you could do this year to really make a difference?


Here are a few examples:

 1/ Make that move to expand

            Spend the time, money and resources

            Stretch your people and yourself

            Build your company to a new level

            Take the chance


2/  Invest in that new software

            Step out on the ledge

            Make that financial commitment

            Make that commitment of resources

            Change your outcome


3/  Hire that superstar

            Stretch your budget to pay for him/her

Bring in that person who is going to question you and help to get you on your “A” game

            Take your organization and yourself to a new level of success

            Do things differently than you’re currently doing


4/   Replace the problem people with new.

Hire new resources

            Stop trying to justify the poor performance

Stop accepting the lack of meeting your expectations

            Stop accepting less of others than you expect of yourself


5/   Hire that coach

            Make the financial commitment

            Make the time commitment

            Make the commitment that you are ready to be a super star

            Come out and play to win


These are just 5 random things and yours might be totally different.

You know which ones you need to do, so are you going to do them or not?

The choice is yours. At the end of this year will you have played to win, or simply not to lose?


Where will you be? This is a new year and the choice is yours.

Now either go for the gold, or get out of the way and let someone else take your gold.

Are you going to finally make that move and hire a coach this year?

Well take a look at this checklist.

Remember, you are hiring a coach because you want to be the best.

So, your coach had better be the best at taking you there.


1/        Has your coach built a business other than the coaching practice?

            To help you build your business your coach must have been there and done that. 


2/        Does the coaching program include a mastermind group?

            This is gold.  Without it you are settling for a program that is not as good as it could be.  No matter how good we are as coaches, nothing works like mastermind.


3/        Can you call and get your coach 24/7/365?

            When an emergency comes up, you need to find and connect with your coach.


4/        Does your coach give you a written plan and/or help you develop one?

            Without a written plan, why are you doing this?


5/        Did your coach spend at learns 10 days last year in training – live?

            If your coach is not getting to be the best at what he/she does, how can he/she ever help you get there.


6/        Does your coach understand networking/relationship building and can he/she help you?

            Relationships make it happen, no matter what anyone tells you.   If you coach cannot help you get there, then what?


7/        Does your coach understand sales and marketing technology?  From online relationship building, to CRM to email marketing.  

He/she might not be the expert, but he/she has to have the expert on their team.


You can be good.

You can be great.


You can be a superstar.

The choice is yours.

But if you want to be a superstar, then your coach had better be a superstar.


If you are ready to take the journey to becoming a superstar?

If you are ready to do what you have to?

If you are serious about making it happen?


Then get that superstar coach and settle for nothing less.


Kick it up a Notch – Watch this new exciting video


Teddy Roosevelt said, “the most important single ingredient to the formula of success is knowing how to get along with people”


Nick McCormick in his book “Lead Well and Prosper” says, “Often managers get so caught up in what they are doing (and what they are being told to do), they ignore the fact that they are actually dealing with people”


My comment is really simple, people do what people see, so if you are wondering why your people do something, take a look at what you are doing – chances are they learned it from you.


So how are you doing when it comes to working with people?  More importantly, how are your leadership skills with people?  If your people rated you on a scale of 0-10, where 10 is superstar and 0 is the worst, where do you rate yourself.  Where would your team rate you?


This week I am going to start with the first thing you should be learning when it comes to working with othere. Listen to your people.


 I mean really taking the time to hear what they say.  We all talk about how we are listening to our people, but are we really. 


I was a fly on the wall in Jane’s office the other day.  She was talking with one of her lieutenants, Jason. 

She really was suppose to be listening to Jason.  However, she keep looking at her computer, screen and entering some data.  The phone rang and she had to check the caller id.   Her cell phone rang and she had to answer it.  Some email came in and she had to responding to it. 


All this was going one while one of her lieutenants, Jason, was trying to bring a point across which he really needed her to listen to and understand.  Just remember, the people who report to you can not grab you by the collar and say, “hey, I need you to listen to me”.  But they might want to.


There is almost nothing worse than a leader who says, “hurry up will you, I have important stuff to do and I can’t sit here listening to you all day”.  You do not have to say the words to put this message across, your actions say them many times louder than your words.


One of the best ways to listen is to take the person to a room where there are no distractions, leave your cell phone in your office.  This week, just try just listening to your people. I will guarantee you that they will love it.  They will learn a whole new respect for you.  Their productivity will go up greatly.


Number one – listen – really listen.



One of the greatest tools that will help you become an even greater success is to keep filling your mind with information(not data, but information). 


Read and learn about what others are doing or have done.


My question today – what and when was the last non-fiction book you read?


Reading is what I would consider a critical success factor for all.


To become that superstar leader you have to read books.  There is no question about it.  It really is not debatable.  Read them and discuss them with others.


Can you become great without reading – sure.


Can you become that total superstar without reading – no.


Today I am going to share 10 books that I believe everyone should read.  This list is much longer, but these 10 will get you started.   They are not in any particular order.


If you are not reading regularly, make a commitment today to start reading, just 15 minutes a day.


Oh, if you don’t think you have time, then listen to books in your car.  Turn off sports talk, music and other stuff and listen to a great book.


Please send me an email and share books that you feel belong on the must read list and we will share them over the next year with our readers.


1/        The Bible – God

            Many people talk about what it says.  But few really know. 

            Most of the principles of life come from this book.


2/        The Success Principles – Jack Canfield

            Great book that really gives you the plan and recipe for success.

            Jack is one of the best.


3/        Steve Jobs – Walter Isaacson

            One of these best business books of this century so far.

            You might not like Steve, but some of his stuff is just amazing.


4/        The Greatest Salesman – Og Mandino

            Short little book that is really fun to read.

            To the point and totally on target


5/        See You At The Top – Zig Ziglar

            The master salesman teaches you how to do it.

            Funny and powerful.


6/        The 7 Habits of Highly Successful People – Stephen R. Covey

            This book will stay with you all your life.

            Master these habits and you will be amazed.


7/        How to Win Friends and Influence People – Dale Carnegie

            Another classic book that is a must read yearly.

            The master of relationship building.


8/        Battlefield of the Mind – Joyce Meyer

            Joyce is one of the straightest down to earth people I know.

            She tells it like it is.


9/        Think and Grow Rich – Napoleon Hill

            Need I say more?

            I make it a point to try and read this book every year, you keep learning.


10/     Creating Magic – Lee Cockerell

            You want to understand how Disney does it, read this book.

            Amazing stuff.


I know many of you readers will argue about my list, But as I said, there are many more, these are just 10 that really have a great impact.  Please share your favorites with me.


But above all, if you are not reading, start 15 minutes a day.

If you are listening to anything other than books or teaching while driving change.

If you are reading, could you read more?


If real success is what you want in your life.

If you want to be part of the 5%.

Then start reading more today.


I left off my own books, but you know I recommend them.

So check out the website.


Also, please share your best books with me, I am always looking for great books to read.