born_rich-第26章
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onto the boulevard of beauty
in your own life。
It has often been said the line which separates winning
from losing is as fine as a razor's edge … and it is。 （I am talking
about winning in a big way and in all areas of your life。）
W。 Somerset Maugham wrote an entire book entitled The
Razor's Edge； and Daryl F。 Zanuck spent four million dollars
producing a movie which had the same title。 Both of these
great men…author and movie maker alike…knew there wasn't a
big difference among people； there was only a big difference in
the things they accomplished。 （That was the theme of the
movie as well as the book。）
One person 〃just about〃 starts a project； the other person
starts it。 One individual 〃almost〃 completes a task； the other
does complete it。 One person sees an opportunity； the other
acts on it。 One student 〃nearly〃 passes the exam； the other
does pass it…and although the difference in their marks may be
only one percentage point out of a hundred； it's that one point
that makes all the difference。
The annals of sport's history are rich with dramatic
illustrations of the Razor's Edge concept。 For example； at the
1976 Olympic games in Montreal； Canada； there were eight
finalists competing in the one…hundred meter dash； but the
runner who won the Olympic gold medal was only one…tenth of
a second faster than the runner who finished in last place。
In 1947； ARMED …the first race horse in the history of
United States' racing to win over one million dollars in prize
money over the duration of his career…had earnings of
761；500。 But the horse which finished second in earnings
that same year…a horse which often lost races a mile long by
only 〃a nose〃…won only 75；000。 Now； if one were to look at
their winnings alone； it would appear that ARMED was
thirteen times better than his closest competitor。 However；
when you compare 〃the times〃 that were actually registered by
those two horses in their races； you discover he really wasn't
even four percent superior！
Now； you may have grown up with the idea that some
people have it and some people don't。 Or； because some people
are much better than others； they enjoy much more of the
abundance of life。 But I want you to understand； right here
and now； this idea is absolutely false！ For you are every bit as
good； or as powerful； as anyone you see； know； or even hear
about。 Remember； since the difference between them and you
is only in the area of accomplishments； and since there is
something you can do that will vastly improve the results you
are achieving presently； you have the potential to become even
more successful than they are。 You may already know how to
do what others are doing （if you don't； you can learn）； and
since your potential power is unlimited； you can do even
greater things than they are now doing。
The 〃something〃 that you must do to become more
successful may not be what you think it is。 But whatever it
may be； rest assured； you are quite capable of doing it。 Always
bear in mind； however； that because each person's world is
just a little bit different； the something which you must do is
not necessarily the same thing the person you live with or
work with； must do。 Nevertheless； there is no question that
you will eventually find out what it is that you must do。 So
make up your mind…immediately…when you do figure out what
that Razor's Edge is for you； you will do it。
Heinz Daues' Story
As I was writing this chapter； a very dear friend of mine…
Heinz Daues…telephoned to thank me for an idea I had given
him。 But before I let you in on what that idea was； permit me
to give you some background information。 Heinz Daues works
for a large insurance company in Toronto and every October
his company holds a contest which is referred to as； 〃A
President's Month。〃 All of the salespeople in the company
〃gear〃 themselves up for this contest and they each perform at
their peak level of productivity。 Their reward； if they should
win the contest； is both fame and fortune。 （The company
always recognizes its proven leaders。）
As he does every year； Heinz had an exceptional
〃President's Month。〃 But； in keeping with his practice of
previous years； he was planning to 〃relax a bit〃 in November；
or at least to revert to what he considered to be 〃normal
production。〃 As I was talking to him one afternoon； however； I
noticed that his usual high degree of enthusiasm had levelled
off considerably。 I knew something was amiss； so I asked him
what was bothering him。 He then explained he was
experiencing a 〃big let down；〃 now that his 〃big month〃 had
come to an end。 In an attempt to raise Heinz's spirits； I asked
him the following question： 〃Heinz； what would you do with
the extra commission you would earn； if you were to repeat
your October performance in November？〃 （He actually earned
three times his usual monthly income in October。）
Seeing the true meaning behind my question； Heinz's
face brightened considerably and a broad smile appeared
across his face。 Then I quickly added； 〃We both know you are
quite 〃capable〃 of repeating your October performance in
November； there is absolutely no question about that。〃 By this
time Heinz had become thoroughly convinced； that not only
was he capable of repeating his performance； but he definitely
would repeat it。 He said； with his customary confidence and
vigor fully restored； 〃All right Bob； I'm going to do it。〃
The Razor's Edge … he did it … Heinz Daues beat his own
record of October in November！ Think of the difference this will
make in his annual income； not to mention his standing in the
company。 You just know he will duplicate or better his
performance next November； following 〃President's Month。〃
The 〃something〃 for Heinz Daues turned out to be
nothing more sophisticated； than deciding to do the same
thing in November； which he had already done in October。
Perhaps you are saying to yourself； 〃anyone could have figured
that out；〃 and you're right…they could have。 But there are a few
thousand people selling for the same company that Heinz sells
for and I'll bet you 〃dollars to donuts；〃 there weren't five others
who did！
Vince Lombardi； former football coach of the outstanding
Green Bay Packers football team； described the Razor's Edge
concept in football very well when he said； 〃Most games are
won or lost in the last two minutes of the first and second
half。〃 But what Lombardi is best remembered for…with respect
to football's Razor's Edge…is the 〃Second Effort〃 concept； which
he introduced for the edification of his players。 In a nutshell；
the 〃Second Effort〃 concept simply meant； that when a player
was initially stopped by the opposing team； he would always
surge forward a second time； with the added thrust of a
〃second effort。〃
Now； just consider the tremendous difference you could
create in your own life if you were to adopt a similar mental
attitude。 For example； if you are a person who is working in
sales and currently selling only three units a week； what
would the consequences be for you if you were to decide to
make one additional sale per week； through a conscientious
application of the second effort concept？ Well； on a weekly
basis； it might not appear to be a major breakthrough。
However； viewed over the time frame of an entire career； it
would actually amount to well over two thousand extra sales。
Moreover； from a monetary standpoint； it would mean you
would actually receive an extra ten years' income over the
span of a forty…year career。 Yes； that one sale would be the
Razor's Edge difference； which could catapult you into 〃the big
leagues〃 in your chosen career。
Milt Campbell's Triumph
One individual who discovered the Razor's Edge
difference for himself； in his own life； is Milton Campbell。 You
see； Milt went to the Olympic Games in 1952； to compete in
the decathlon event。 He performed with distinction； finishing
in second place in the world and as a result； brought home an
Olympic silver medal。 However； Milt's ambition has always
been
