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Tracy B., Fraser C. - TurboCoach[c] a powerful system for achieving breakthrough career success (2005)(en)

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Also by Brian Tracy

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Victory! Applying the Proven Principles of Military Strategy to Achieve Greater Success in Your Business and Personal Life

TurboStrategy: 21 Powerful Ways to Transform Your Business and Boost Your Profits Quickly

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TurboCoach

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TurboCoach

A Powerful System for Achieving Breakthrough Career Success

Brian Tracy

and

Campbell Fraser

American Management Association

New York • Atlanta • Brussels • Chicago • Mexico City • San Francisco

Shanghai • Tokyo • Toronto • Washington, D.C.

Special discounts on bulk quantities of AMACOM books are available to corporations, professional associations, and other organizations. For details, contact Special Sales Department, AMACOM, a division of American Management Association, 1601 Broadway, New York, NY 10019.

Tel.: 212-903-8316. Fax: 212-903-8083. Web site: www.amacombooks.org

This publication is designed to provide accurate and authoritative information in regard to the subject matter covered. It is sold with the understanding that the publisher is not engaged in rendering legal, accounting, or other professional service. If legal advice or other expert assistance is required, the services of a competent professional person should be sought.

Library of Congress Cataloging-in-Publication Data

Tracy, Brian.

TurboCoach : a powerful system for achieving breakthrough career success / Brian Tracy and Campbell Fraser.—1st ed.

p. cm. Includes index. ISBN 0-8144-7248-6

1. Strategic planning. 2. Success in business. 3. Motivation (Psychology) 4. Performance—Management. 5. Organizational effectiveness. I. Fraser, Campbell. II. Title.

HD30.28.T722

2004

650.1—dc22

2004022389

2005 Brian Tracy and Campbell Fraser. All rights reserved.

Printed in the United States of America.

This publication may not be reproduced, stored in a retrieval system,

or transmitted in whole or in part,

in any form or by any means, electronic, mechanical, photocopying, recording, or otherwise, without the prior written permission of AMACOM, a division of American Management Association, 1601 Broadway, New York, NY 10019.

Printing number

10 9 8 7 6 5 4 3 2 1

Contents

Introduction . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

ix

Part I: GAIN CLARITY . . . . . . . . . . . . . . . . . . . . . . . .

1

Chapter 1

Create Your Personal Strategic Plan . . . . . . . .

3

Chapter 2

What Business Are You In? . . . . . . . . . . . . . .

13

Chapter 3

Study Your Competition . . . . . . . . . . . . . . . .

21

Chapter 4

Know Your Customers . . . . . . . . . . . . . . . . .

27

Chapter 5

Identify Your Areas of Excellence . . . . . . . . .

33

Chapter 6

Remove Your Critical Constraints . . . . . . . . .

39

Chapter 7

Where Are You on the Sigmoid Curve? . . . . . .

45

Part II: INCREASE YOUR PRODUCTIVITY . . . . . . . . . .

53

Chapter 8 Eleven Keys to Increasing Your Productivity . .

55

vii

viii

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Contents

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Chapter 9

Pareto’s Law . . . . . . . . . . . . . . . . . .

. . . . . 65

Chapter 10

Zero-Based Thinking . . . . . . . . . . . . .

. . . . . 73

Chapter 11

Effective Delegation . . . . . . . . . . . . .

. . . . . 81

Chapter 12

The Power of Leverage . . . . . . . . . . .

. . . . . 91

Chapter 13

Ricardo’s Law of Comparative Advantage . . . . 99

Chapter 14

The Parthenon Principle . . . . . . . . . .

. . . . . 109

Part III: GROW YOUR BUSINESS . . . . . . . . . . . .

. . . . . 117

Chapter 15

Seven Ways to Increase Revenues . . . .

. . . . . 119

Chapter 16

Four Levels of Customer Satisfaction . .

. . . . . 129

Chapter 17

Build Your Business Through Referrals

. . . . . 139

Chapter 18

Create a Powerful Marketing Plan . . . .

. . . . . 153

Chapter 19

Complete Your Powerful Marketing Plan

. . . . . 165

Chapter 20

Create Your Personal Brand . . . . . . . .

. . . . . 175

Chapter 21

Maximize Profits . . . . . . . . . . . . . . .

. . . . . 185

Appendix

List of Values . . . . . . . . . . . . . . . . . .

. . . . . 197

Advanced Coaching and Mentoring Program . .

. . . . . 201

Index . . . .

. . . . . . . . . . . . . . . . . . . . . . . . . . . .

. . . . . 203

About the Authors . . . . . . . . . . . . . . . . . . . . . . . . . . . 213