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INDEX

Achievement Blame, 181 Circumstances, as hard work and, 47 Body motivation, 162–163 triumph of, 34 fitness of, 76–78 Commitment, xi vision and, xxi–xxii healthy, 99 importance of, 137 Action Bodybuilding, xxi, 166–167 level of, 65, 66 importance of, 12, 181 Borden, Steve (“Sting”), 22 Common sense, 174 translating thoughts into, Bottome, Phyllis, 4 Communication, success 104, 106 Bounty, sowing, 99 and, 160 vision and, 64 Boyd, Ty, 111 Competition, 82 Adversities Brain, fitness of, 78 Conan Doyle, Arthur, 162 accepting, 62, 80 Brainstorming, 46–47 Consistency, 114 handling, 94–95 Brain time, productive, Countryman, Jack, 142 Advice, quick, 40 126–127 Courage AHAs!, 192–193 Brown, Les, 179 defined, 38 American Heroes, 21 Bruggers, Bob, 50 under pressure, 40 Anger, converting into Burke, Bill, 145, 146 Courtenay, Walter R., 194 determination, 65, 193 Business Creative thinking, 115 Angles, promoting, 189, 190 factors in, 112 Creativity, reading about, 127 Aristotle, 162 lessons learned in, 103 Critics, status of, 34, 37 Associations, beneficial, “prenuptial agreements” in, Crockett, David, 50, 79, 83, 144–150. See also 106 91, 133 Friendships; Networking; preparation in, xvi “Russian Sickle” used on, Relationships psychology of, 73 121 Attitude. See also Positive Business partnerships. Crockett, Jim, 25, 31, 35–36, attitude See Partnerships 38, 61 benefits of, 171 Crowd reaction, getting, changing, 173 Calhoun, Haystacks, 21 88–90 of determination, 54 Casey, Ruth, 114 Customer needs, answering, importance of, 98–100 Champions 181 characteristics of, 95 Balance, importance of, 63, learning from, 66 Darsow, Barry (“Krusher Krushchev”), 16, 33 182 Championship level, playing Battles, mental aspectCOPYRIGHTED of, 44 at, 65 MATERIALDavis, Ron, 196 Beliefs Championship matches, Day planning, 180 power of, 89–90 winning, 201 Decision making, 23 standing up for, 159 Championship mentality, xi, avoiding, 109 Belief system 43 basis of, 48 developing, 174 developing, 10 in business, 108 strong, 180 Change, capacity for, 73 laboring over, 29 “Be Prepared” motto, 3 Character, building, 84–86 Dedication Berra, Yogi, 44 Characters, living as, 56–60 importance of, 12 Best Choices, importance of, 197 personal, xxiv–xxv becoming, 43 Churchill, Winston, 163, 164 Defeat, response to, 62–63. striving to be, 77 See also Failure; Losing Koloff_n.qxd 5/28/04 3:00 PM Page 211

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Desire Failure. See also Defeat; Gitomer, Max, 104 success and, 99 Losing Gitomer’s success formula, victory and, 63 pain of, xi 179–183 Destiny, personal, 196 role of friends in, 9 Goals Determination, 8–11, 13 Fate-levels, 115 focus on, 182 attitude of, 54 Favre, Brett, 95 setting, xi, 88–90 converting anger to, 65 Fear, overcoming, xx–xxii written, 64 DiBiase, Ted (“Million Dollar Field, John Hancock, 104 God, anonymity of, 32 Man”), x, 21 Field, Marshall, 62 Gorgeous George, 21 Diet, 167 Financial advisors, 112 Gotch, Frank, 20 Difficulties, meeting, 4–6 Fitness Graham, Billy (“Superstar”), Direction brain and body, 76–78 21 changing, 73 value of, 66 Great American Bash choosing, 187 Flair, Ric (“Nature Boy”), 21, promotion, 61, 69, 155 Discipline 24, 50, 79, 113, 195 Green, Mel, 176 from training partners, 168 title match with, 79, 81, simple, 132 117, 133, 155, 185, 191 Hackenschmidt, George, 20 value of, 64 Follow through, xi Hard work, 6, 143, 176, 187 Disease, handling, 94 Food, healthy, 127. See also achievement and, 47 “Do-it-now” attitude, 98 Eating Health attitude, 99 Do-it-yourself success, Fortier, Ross, 146 Health clubs, 104 156–159 Friendships Hemingway, Ernest, 38, 130 Dreams building, 19 Hennig, Curt (“Mr. Perfect”), big, 172 role in success, 9, 11 17 turning into reality, 14 value of, 110 Hillel, 92 value of, 142–143 Fulfillment, 175 Hogan, Hulk, 21, 73 moving to, 194–198 Holmes, Oliver Wendell, 72 Eating, moderate, 76–78 Fuller, Margaret, 76 Home schooling, 84–86 Effort Homework, doing, 116–117 error and, 34, 37 Gable, Dan, 98, 166, 178 Hoogterp, Daniel, 56 100 percent, 58 “Getting over,” 188–189 Hugo, Victor, 76 value of, 34 “Getting started,” xxiii–xxiv Humility, 118 Einstein, Albert, 72 Ghetto, history of, 4–6 value of, 81 Entrepreneurial Ghetto attitude, 98 opportunities, 110 Gibson, Robert, 43 Ideas, acting on, 171 Environment, creating, 180 Gitomer, Jeffrey, xv–xvi, xvii, “I did it!” factor, xxiii, xxvi Excellence 111 “I’m gonna” factor, xxiii–xxvi pursuing, 42–43 on fulfillment, 197 Injury, determination and, seeking, 154 information about, 208–209 8–11 Excuses, xxv on money, 118–119 Insight, 187 Exercise, 128–129 on performance fitness, 77 Inspiration, 63, 66 Experience on predetermined to become a student, attaining, 43 outcomes, 140 80–82 cost of, 54 on self-change, 115–116 Integrity, 94 earning, 50 on success, 170–176 character and, 85 on winning, 65–67 Interpersonal Koloff_n.qxd 5/28/04 3:00 PM Page 212

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communication, 160 Learning. See also Lessons characteristics of, 147–148 Investing, 182 eagerness for, 81 “Method acting,” 172–173 risk associated with, focus on, 172 Michaels, Shawn 111–113 making time for, 131 (“Heartbreak Kid”), 21 Iron Sheik, 21 Lee, Bruce, 80 Mind, clarity of, 77, 78 Legacy, living and leaving, Mind-set, positive, 60 Jim Crockett Promotions, 30 201–202 Mistakes, making, 181 Job, book of, 94 Lessons, learning, 103. See Money, 99 Jobs, passion about, also Learning; Life lessons love of, 118–120 118–119 Lewin, Kurt, 88 managing, 112 Judgment, errors in, 132, Lewis, “Strangler” Ed, 20 Moody, Dwight L., 84 133 Life Morton, Ricky, 43 balance in, 99 Motivation Kernodle, Don, 21, 24, 36, positive thought about, 67 circumstances as, 162–163 75, 188–189 shortness of, 200–201 failure as, 111 Knowledge, character and, Life lessons, valuable, 13 passion and, 66 84–86 Life situations, wrestling from training partners, 168 Koloff, Ivan (“Russian with, 123–124 Motivational speaking, 111 Bear”), 21, 24, 33, 36, 87, Life skills, improving, 131 Motivational tapes, 131 125 Lincoln, Abraham, 8, 30, 42 Muldoon, William, 20, 46, Koloff, Nikita (“Russian Little Engine That Could, The, 50, 92, 170 Nightmare”), x–xii, xvii, 21, 67, 68, 74, 171 33, 39, 46, 84 Multilevel-marketing (MLM), “Living the part,” 56–60 108, 110–111 attacks on, 55 Lomax, Dave, 64, 65 on fulfillment, 194–197 Losing, thoughts on, 62–68. Nerdahl, Irv, 146 information about, 207 See also Defeat; Failure Networking, 180. See also Jeffrey Gitomer’s meeting “Love of the game,” 120 Associations; Friendships; with, xv–xvi Luck, making, 176 Relationships leg recovery attitude of, 98 New information, exposure on money, 119 Man Mountain Mike, 21 to, 180 on predetermined Marketing promotion, 61 Nightengale, Earl, 72 outcomes, 140 Mason, Jackie, 176 Nikita’s Fortress of Fitness, reputation of, 49 Master student, becoming, 104 rise of, 46–47 39, 80 “No pain, no gain” concept, on self-change, 114–115 Material possessions, 109 96 training of, 91 Matsunaga, Spark, 84 “No quit” policy, 179 on winning, 62–64 McFarland, Gerry, 145–146, Nord, John (“The Krusher Krushchev. 167 Barbarian”), 16–17 See Darsow, Barry Meditation, 174 (“Krusher Krushchev”) Mental attitude, 99. See also Obstacles, turning into Attitude opportunity, 11 Lao-tzu, xxiv physical improvements 1-2-3 insights, xviii Lauretta, Sister Mary, 118 and, 167 Opinion, reality and, 9, 11 Laurinatis, Joe (“Road Mental clarity, 77, 78 Opportunity Warrior Animal”), 26, 30 Mentoring relationship, capturing, xvi “Law of association,” 144 nurturing, 148 decisions about, 23 Lawton, C. R., 16 Mentors, 144–150 preparation for, 29, 39, 192 Koloff_n.qxd 5/28/04 3:00 PM Page 213

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recognizing, 181 Positive mind-set, 60 Relationships success and, 27 Positive thought, 67, 115 building, 192 turning obstacles into, 11 Predetermined outcomes, importance of, 63, 200–201 unlimited nature of, 34–36, xiii, 38, 63–64, 66–67, 192 Respect, gaining, 52 113 power of, 140–143 Responsibility, taking, 181 Osborne, Ronald E., 136 Preparation. See also Rhodes, Dusty (“American Outcomes. See Planning Dream”), 21, 43, 46, 61 Predetermined outcomes in business, xvi Rice, Grantland, 200 Overweight, statistics on, 71 importance of, 27, 44 Richmond, John, 62, 146 Ownership, sole, 108–109. for opportunity, 29, 39 “Rising to the occasion,” 95 See also Partnerships self-discipline of, 67 Risk taking, 113 Presentation skills, 190 success and, 182 Pain Pressure, courage under, 40 Road Warriors, 21, 35 benefits of, 193 Pride “Road to Moscow” plan, 79 wrestling with, 50–54, developing, 174–175 Rock ’n’ Roll Express, 43 92–96 elements of, 65 Rogers, Buddy (“Nature Partnerships, 104–105. See Priorities, setting, 178 Boy”), 21, 152 also Ownership Procrastination, 163 Rohn, Jim, 80, 111, 145 Passion, 54 Professional sports, money Role models, 147. See also about jobs, 118–119 management in, 112 Mentors selling a story with, 66 Professional wrestling, x, xiii. “Roll over” factor, xxiii, Passion-conversion, 173 See also Wrestling xxiv–xxv, 163 Peltier, Tim, 9 as an example for success, Roosevelt, Theodore, 34, 188 People xiv Rose, Terence, 147 benefits of meeting, 110 “heyday” of, xviii Rude, “Ravishing Rick,” 16 discouragement from, 182 opportunities in, 35 Ruskin, John, 118 influence on success, 18–19 Progress, recording, 64 “Russian Sickle” move, 55, knowledgeable, 105 Projects, getting started on, 109, 121 Performance, fitness for, xxiii–xxiv 76–78 Promotion, 61 Sales Bible, The (Gitomer), Personal character, building, Psychology, of business, 73 131 84–86 Samartino, Bruno, 21 Personal development, 145 Race, “Handsome Harley,” 21 Sanders, Colonel, 142 Physical exercise, 128–129 Readiness Self-Test, Schedule, rigorous, 52 Physical self-discipline, 130–132 Secrets of Success, 180–183 166–167. See also Self- Reading Self discipline benefits of, 103 as an obstacle, 184 Planning, 54. See also positive-information, 133 selling, 189 Preparation productive, 126–127 wrestling with, 122–124 careful, 63 value of, 63 Self-awareness, 80 commitment to, 182 Reality Self-belief, 190 Positive attitude, 64, making, 138 Self-change, 114–116 115–116 opinion and, 9, 11 Self-discipline, xxiv–xxv, 64, maintaining, 182 turning dreams into, 14 67, 133. See also Physical reading about, 126 turning thoughts and self-discipline Positive-information reading, insights daily, 183 133 into, 187 developing, xxvi Koloff_n.qxd 5/28/04 3:00 PM Page 214

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readiness and, 71 mental challenge of, 43 preparation for, 29 Self-education, 80 moderate food intake and, turning defeat into, 62–63 Self-pity, 162 76–78 Vision Seminars, 131 opportunity and, 27 action and, 64, 141 Serendipity, 32, 194 patience and, xi–xii creating, 12–14 Service, benefits of, 175–176 as a personal journey, determination and, 8–11 Shortcuts, 204 195–196 importance of, xxi–xxii, xxv “Show must go on” concept, predetermining, 16 moping and, 11 51, 92–96 preparation for, 80–81, 137 Sibelius, Jean, 37 readiness for, 1–27 Walking, 128 Signature move, developing, responsibility for, 159 Washington, George, 126, 47, 48 role of friends in, 9 144 Simpson, Scott, xx wrestling and, xiii Watts, Bill, 157–159 Skrien, Dave, 146 Success attitude, 99 Weaver, Johnny, 43 Slaughter, Sergeant, 21, 24, Success blend, 169 Web-based sales training, 209 26, 188–189 Success formula, 178–184 Weekends, productive, 132, Sleep, 131 Success habit, 162–164 173 “Slight-edge principle,” 132 Wild Samoans, 21 Sole ownership, 108–109. Talent, character and, 84–86 Will to succeed, 88 See also Partnerships Teachable student, becoming, Winning, thoughts on, 62–68 Solutions, wrestling with, 123 39 Wisdom Spiritual attitude, 99 Teachers, learning from, gaining, 156 Sports, 128 81–82 inspiration from, 63, 66 Staten, Bill, 112 Teamwork, 166 Wood, Robert Elkington, 108 Steamboat, Ricky Television, wasting time on, Woods, Tiger, 65 (“The Dragon”), 43 23 Woods, Tim (“Mr. Wrestling”), Strategy, creative, 75 Thesz, Lou, 21, 110 50–51 Stress, 123, 124 Thinking, success via, 187 Work. See also Hard work; Struggle, value of, 173 Three “Ds” (Desire, Weekend work Student, becoming, 39, Dedication, Discipline), 56 benefits of, 194 80–82 Time, 16 loving, 171 Submission hold, 123 making, 99 Work Ethic–Self-Discipline Success. See also Victory as a valuable asset, 19 Self-Assessment, 131–132 benefits of achieving, xxv Timing, importance of, 24 World, learning from, 86 building blocks of, 23 Toastmasters, 190 World Championship dedication and, 152–153 Training, on-the-job, 42 Wrestling (WCW), 157 elements of, 141–142, Training partners, 168, 169 Wrestling. See also 170–176 Turner, Glenn W., 37, 115 Professional wrestling embracing, 74 Turner, Ted, 157 angles in, 25–26 feeling of, 135, 174 history of, 20–22 fulfillment and, 196–197 Umbono project, 196 politics in, 157 “getting over” and, 188–189 with the self, 122–124 humility and, 81 Valentine, Johnny, 50 Wrestling attitude, 98 influences on, 18–19 Value, personal, 180 Wrestling business, reality making your own, Ventura, Jesse, 16–18 of, 136–137 110–113, 156–159 Victory. See also Success measuring, 64 desire for, 183 “You’re Crazy” rule, 178–179