This document appears to be the table of contents and first few chapters of a book on success and leadership. The summary provides: The document outlines the table of contents for a 17 chapter book on topics related to success, leadership, motivation, and opportunity. It includes 3 sample chapters that discuss recognizing opportunities, treating employees well, and building a strong foundation. The chapters encourage the reader to develop awareness to recognize opportunities, prioritize employees over profits, and establish a solid foundation in multiple areas of life before pursuing new opportunities or higher incomes.

1. © 2011 randyeking.com – 800-913-1359

2. Copyright © 2010 by Randy E King part of the CEG LLC companies
Published by Road Scholar Publishing, Scottsdale AZ. 85255
800-913-1359
All rights reserved. No portion of this publication may be reproduced.
Cover Design: Randy E King
Book Design: Randy E King
CEG is a registered trademark
Printed and bound in the United States of America
Edited by: Linda Reboh
www.randyeking.com
Table of Contents
From Me to YOU!
Chapter 1
Taking Advantage of Opportunity:
How to Know and Recognize Opportunity
Chapter 2
Waking Up, Getting Motivated, Going After it:
Re-Discover the American Dream
Chapter 3
Success is not Easy:
Change your Attitude: Putting Your Ego in Your Back Pocket
Chapter 4
Treat People Like People and not Money Machines
Chapter 5
Taking Action: Having a Game Plan
Chapter 6
Build Your Foundation First, Everything Else Will Fellow
© 2011 randyeking.com – 800-913-1359

3. Chapter 7
Know How to Maximize Your Opportunity When You Have it
Chapter 8
Staying Motivated: What it Takes
Chapter 9
Set Your Goals in All Areas of Your Life
Chapter 10
Leading the No Excuses Life
Chapter 11
Invest in Yourself, Before all Else
Chapter 12
Taking Care of the Little Things, Adds Up to Big Things
Chapter 13
Leadership: What Makes a Leader?
Chapter 14
Accept the Things You Cannot Change
and Change the Things You Can
Chapter 15
Realizing What You have
Chapter 16
The Seven Myths of Success: All not True
Chapter 17
The Old Axiom: Look for Opportunity in Your Own Backyard
About the Author
© 2011 randyeking.com – 800-913-1359

4. Chapter 1
Taking Advantage of Opportunity: How to Know and
Recognize Opportunity
“Small opportunities are often the beginning of great enterprise.”
Demosthenes
I want to thank you for sharing this time with me and downloading and
reading my book.
For the past 27 years I have been employed and self –employed and have had a lot
of leadership responsibility, which I believe has given me a lot of valuable
information on the subject of people development and LEADERSHIP skills. Over
the years I have dealt with thousands of employees who have gone through the
revolving door of opportunity several times without being able to capitalize on a
single opportunity. Now this is has not been due to lack of great opportunities, but
from the employee’s inability to make the most of what is in front of them.
My success for being able to turn around the sales’ forces for many businesses and
organizations is purely based on getting people to maximize their current business
opportunity, rather than continuing to jump from job to job. My goal in this session
with the hour and a half that we spend together is to help you implement what I
refer to as ‘Legacy Leadership;’ so that you can accomplish the following things
within your life. Let’s ‘wake up,’ ‘get motivated,’ and ‘go after’ what life has to
offer you!
The news media and experts tell us that the “baby boomers” used up the last of the
opportunities in this country, and that the so-called ‘Generation X’ will be the first
generation in this country that will be worse off than their parents and they can
only look forward to moving backwards. If this is true I wonder why it is that
people from around the world still come to the U. S. when they’re coming to better
themselves. How can we be operating in a 100 trillion dollar economy? Why do we
have more millionaires in this country than ever before? How can a man like, Bill
Gates, become one of the richest men in the world in the space of only 15 years?
The answer is that the American dream is not dead.
We may have reached a sticking point in our quest for opportunity, but we have
another alternative besides turning back. We can look around and take a step
forward. This is what people like Bill Gates has done. They’re looking for the
© 2011 randyeking.com – 800-913-1359

5. American Dream and new directions. Opportunity is all around us, if we are astute
enough to recognize it. Often we are facing in the wrong direction to see it clear
enough; this is why the awareness process, folks, is so important on the path to
success in life. You’ve got to have, what I call, the life acumen and size up the
things that have the validity of moving your life forward.
It can be a difficult talent to develop, but capitalizing on opportunity has never been
easy. But, that’s why the rewards are so tremendous in today’s marketplace. Too
often people confuse, however, the ease of opportunity with the availability of
opportunity. Now sometimes it’s more obvious than other times, but then again, it’s
never easy. But think about it, if building a business like ‘Microsoft’ was easy, do
you think that Bill Gates would be worth billons? No, not at all!
To capitalize on your opportunity you must change your thinking. You must start
to think like a leader, even though you are not recognized as a leader yet. You have
started that process by reading this book today. To tweak your awareness process
into high gear, you must be careful what you think about. Listening to the so-called
‘naysayers’ out there - the negative people - can clog your creative mind just like
fatty foods can clog up your arteries. Now as far as changing the thought process, I
want to help you dispel what I call, the ‘seven myths of success.’
Myth 1:
People become successful overnight. They don’t have to work for it; we
believe this because we only see the results of the success, rarely the process.
Myth 2:
Successful people were born with a talent that the rest of us just don’t have.
Myth 3:
Successful people have successful parents who gave them a head- start on
being successful; teaching them how, and introducing them to the right
people.
.
Myth 4:
People succeed by back- stabbing and being unethical to other people.
Myth 5:
You must sacrifice a good home life to succeed.
Myth 6:
Successful people are only chasing the dollars.
Myth 7:
Successful people have no problems.
© 2011 randyeking.com – 800-913-1359

6. Chapter 4
Treat People Like People and not Money
Machines
“Leadership; Your people – their family – the company & then you…maybe?”
Me
I received a phone call from one of my top representatives many years ago,
basically thanking me for putting her first and production second. You see she had
an illness that she thought was going to be terminal. Thank God the doctors found
out that it wasn’t. This woman had in been in sales for 30 years. She was a
veteran. She was a winner. She stood out because she was among the top 25
representatives within the organization of nearly 450 representatives. She had
fallen off course just a little bit, because of her illness. But I think the thing that
really touched my heart was that she took the time to say, ‘Randy, I want to thank
you for your support.’
What this story brings home is that you’ve got to treat people like people first -
whether it’s yourself, your boss, your employers, or your customers – dollars have to
come second, and employees first. The company comes third and it’s got to come in
that order. The company will benefit, tremendously but just as long as these people
are happy doing what they’re doing.
Now I’m here to tell you sales managers, you sales people – leaders in the
community as well as corporate America – that you’ve got to do several things with
your people, because I believe that your people are your most valuable asset. You
are only as good as your people are going to be. It is your job to develop your people.
They look up to you! And we will talk more about that when I get into
LEADERSHIP styles a little later in the program.
I have another story. A few years back, one of my reps had called me on the phone
on a Friday night and I had just gotten off the plane from Dallas, and I was tired. I
had just spent three days training some top sales reps out in that area and this
representative asked me, ‘Randy, how do you stay up and motivated on a day-to-day
basis?’ Well, you know, it was Friday night about nine o’clock my time and quite
frankly, I wasn’t too motivated. But I had to reach into my bag of sincerity - not my
bag of tricks, mind you - but the things that came from my heart.
© 2011 randyeking.com – 800-913-1359

7. Now I’m here to tell you that when you feel as though the person saying, ‘Please
help me! I believe in you as my leader. Give me some inspiration, give me some
MOTIVATION, and please tell me what to do!’ and whether it’s three o’clock in the
morning, or twelve noon, you have got to reach down and you have got to help this
individual succeed, and pull them out of their slump. I told this rep, ‘Listen!
Getting in shape is not easy. Financial success is not easy. A marriage is not easy.
And neither is long-term employment.’ Whether it’s sales, service, manufacturing -
whatever the case might be – you have got to find out what motivates you and you
have got to work at it on a day-to-day basis.
You see I believe that the opportunity does not lie within the job, it lies within the
individual. I’ll say that again, and write this down: ‘Opportunity does not lie within
the job, it lies within the individual!’ I mean think about it, just because you and
your spouse happen to get into an argument, you don’t holler ‘divorce,’ although,
51% of today’s couples do, unfortunately. And I hope that we can change that, just
like in the employment situation we can change. Lower employment, higher
employment – just because times are tough, too many people today holler, ‘I quit,’
There’s a book out, “Why America Won’t Go To Work:” pick it up if you’re a leader;
pick it up if you’re in sales; pick it up if you’re an employee; pick it up it up if you’re
unemployed. Find out what the masses are doing and do the opposite, and you’ll do
very well. As the title of my series say, ‘wake up,’ ‘get motivated,’ and ‘go after
it!’ we’re going to talk about this later on.
Chapter 6
Build Your Foundation First Everything Else
Will Follow
“There is something that is much more scarce, something rarer than ability. It is the ability to
recognize ability.”
Robert Half
You know sometimes during casual dinner conversation, friends of mine who
are not quite doing so well will attempt to give me advice about something. I don’t
listen to them. I’m polite, but I just don’t listen. It absolutely amazes me. Let me
share with you a story about this. I had a rep that had left who didn’t do very well,
and although she said that she liked sales and wanted to succeed, she couldn’t cold
© 2011 randyeking.com – 800-913-1359

8. call and do our particular profession and succeed at it. But what was amazing to
me is that she had called me six months later and said, ‘Randy, I have a wonderful
opportunity and I wanted to share it with you.’ I could believe it! This woman
could not succeed in my sales organization, yet she was trying to give me advice on
selling another program. Now I’m not putting down other programs, but basically
you have got to have a solid FOUNDATION to you move on, and we’ll talk about
this.
Someone had deluded her into believing that she could succeed without changing
that FOUNDATION. Well, back to my story; this woman wanted me to enter into a
business partnership with her and her husband, so they came over to the house and
I listened. They had a used BMW; they had the Rolex that they were probably
paying on with installments; they lived in an area that could be considered upscale;
they were an attractive couple.
They were definitely ‘faking it, until they made it.”
But her FOUNDATION was no different when she failed with my organization.
Now I felt that I needed to give this couple some advice, and I saw very clearly
where they were going wrong. I said, ‘Listen, you’re a wonderful couple, but let me
give you something that you can take back with you that can hopefully change your
life; because I can tell the two of you want to succeed and you’ve got to do something
first, and you’ve got to develop a stronger FOUNDATION than what you already
have.’
‘You see, you’re coming to me, because you think that I can make you a lot of
money.’ I asked the husband, ‘What kind of car did you drive up here in?’ He said,
‘Well, a 10-year-old used BMW.’ I said, ‘Hey, and the house?’ I commented, ‘Is your
house and the car you drove up in more expensive than my house and car that I
have?’ He said, ‘Well no, not at all.’ And I said, ‘Then why in the world should I
listen to you? What do you have to offer me?’ He said, ‘A wonderful opportunity.’
When I had asked him if they had succeeded at the opportunity that they are
involved with, yet, he said, ‘Well no, they’re just getting started.’ And I said, ‘Well, I
don’t want to bust your bubble, you’re excited and I can tell. And that’s okay, but
chances are - and I hope that I’m wrong – but a year from now from now you won’t
be in the program.’
Well, lo and behold, a year later, guess what? They’re not in the program, why?
Because it just didn’t work out for them. Why didn’t it work out? Because they’re
not who they said they were. You see, if you’re really solid and you’ve got a really
solid FOUNDATION, you’re going to make it. If you change your job before you
change your FOUNDATION, it’s not going to work. It’s that simple. Now this
couple had not changed their work ethic, so they were destined to fail regardless of
the opportunity.
© 2011 randyeking.com – 800-913-1359

9. There are many aspects to a solid FOUNDATION: spiritual; family; physical; and
career. When I used to interview sales people for positions throughout the country,
I often ask them, “What do they want to make’ in terms of income for the year.”
Their comment was usually between ‘$70,000.00 to $100,000.00 a year’. I was not
familiar with their FOUNDATION, or their ability at that time, so I would ask
them, ‘Why do you feel that you want to make that, and why do you feel you’re
worth that type of income”. When I would know the year before they had an
averaged only $30,000.00. Most didn’t have a good answer.
Now there’s an old rule of thumb: ‘if you want to earn more, you have got to become
more.’ It’s that’s simple. If you want to increase your income, you have got to
develop a value to the market place, which will enable you to make a good income.
It’s not simply a matter of wanting it, showing up, or setting goals for it. You have
got to educate yourself. You have got to become more in order to earn more.
Here’s a great question, and I get real excited about this: “Are you an asset, or a
liability to your current company?” Think about this. Now I come to this from a
different angle than most trainers do. I take a long hard look at different
opportunities and different companies. I get motivated and I motivate my people,
and hopefully, I can motivate you.
I ask you to check your FOUNDATION that we’ve talked about. Are you who you
say you are? Are you an asset, or are you a liability to your current employer? If
you think about this do you need your company more than they need you? If the
answer is yes, you’re in trouble. And I’ll say that again, if the answer is yes, if you
need your company more than they need you, folks, you’re in trouble. It’s because
you have not developed any type of network that that company would want to invest
in, other than having you fill in a vacancy, a territory, a seat, or an open spot. It’s
that simple.
You have to ask yourself, ‘What is my value?’ What is my net worth from an
employer’s standpoint, or a customer’s standpoint? You see, if you weighed 190 lbs.
would you be seen as a 190 lbs of in-shape muscle, able to pull your load, and able to
carry your weight and be productive? Now, a 190 lbs. of fat is just taking up space.
Do what you have to do to make yourself a valuable asset to your company. And
that’s the bottom line,
You see folks, you can’t beat the system. The system is going to beat you. You
know down deep inside whether or not you worked hard enough to validate your
current situation. It’s as simple as that. If you’re not maximizing your efforts, if
you’re not doing everything that you can do to maintain your job security, ‘shame on
© 2011 randyeking.com – 800-913-1359

10. you!’ because you’ll be unemployed. And let me tell you my friends, if you think that
being unemployed is easy, and that you’re going to roll into another great
opportunity, you got another thing coming.
Now they’re out there, believe me, but you must realize that statistics show for
every position paying between $35,000.00 and $50,000.00 a year in income, there
are 375 applicants with your ability standing there in line waiting to fill that
employment opportunity.
For those of you who are trying to find a six-figure income, it’s going to take from
two to three years to land an opportunity. It’s unbelievable! Seventy-four percent
of Americans said that they would have a difficult time finding another job. That’s
¾ of America. Yet, we don’t hang on to what we currently have. It’s amazing to me.
So, if you’ve got a good deal, if you’ve got a good opportunity, and you’re happy
there, make it work. Don’t lose it though lack of hard work. Promise me! You have
to ask yourself if what you’re currently doing is moving you toward or away from
the goals that you want to obtain. You have to look at several areas in your life:
spiritual; family; success, your career, as well as your health. That’s very, very
important.
Within your current opportunity, are you able to maximize what you want out of
life? If the answer is ‘no,’ you might need to move on, and that’s okay. But
remember, the opportunity does not lie within the company, it lies within yourself.
Look at that couple I mentioned earlier where the woman got into the multi-level
program. Someone promised her the ‘pie in the sky,’ and because she was looking
for the easy way out, she fell into the trap of changing the job, rather than changing
the FOUNDATION and her work ethic.
To purchase this entire eBook, visit: www.amazon.com
Most recent books by this Author:
 Grow your Company Grow yourself, together Dominate the Market
Place
 Left-Center-Right, What is Best for America?
You can email the author @ rking23@cox.net or Visit: www.randyeking.com or
www.storiesofusa.com
© 2011 randyeking.com – 800-913-1359