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CHAPTER 2 THE SUCCESS FACTORS OF MILLIONAIRE ENTREPRENEURS

who were experiencing the tough times, were in desperate
need of seminars like mine that could give them the motivation
and confidence to overcome the challenges they faced.

However, when I ran my first free talk to introduce people to
the program, it was a huge failure. After spending $6,000
on advertisements and another $600 on hiring a function
room in a the hotel, only one person signed up for the course
(out of 120 prospects who attended the free talk).

Shortly after this bruising experience, I held a debrief session
and my staff gave me all kinds of reasons why they thought
the program did not sell. One commented, “I think it is because
of the recession. Nobody will pay $2,000 for the course
during these hard times.”

Another said, “ I think it is because you look too young (I was
28 at the time). Most of those in audience were in their 30s
and 40s and they don’t believe that you have enough
experience.” Finally, another colleague commented, “may be
your luck was not there tonight”.

I did not act on any of the reasons they came up with because,
to me they were merely excuses and diverting blame for our
failure. The fact is, I cannot change my age nor looks, nor
can I change the economy.
And it’s totally pointless to blame the lack of ‘luck’. Why focus
on things you have no control over? They will only rob me of
my personal power.

Instead, I told myself that the reason they did not sign on there
and then was because I did not present the program in a way
that was appealing enough. I took full responsibility for the
results. After getting feedback directly from my customers, I

42 SECRETS OF BUILDING MULTI-MILLION DOLLAR BUSINESSES