FOCUS ON FOCUS

Once you believe in delivering diamond, you are a diamond. On a particular day if you work with sincerity you feel different, you feel differently in your energy levels also, you look different, and your internal world goes on top of the world. You remain composed while you deliver and create the value for valuable customers. Try to know what makes a difference to the customers.

What makes them excited.

Eastman had saved 300 dollars. He wanted to go for a vacation. One of his friends asked him to take a camera. He bought the camera, but then he understood why a camera was a luxury for the rich. He cancelled his vacation. He started developing his knowledge of photography for the development of cameras and reducing the process for developing the film. He read all the books on photography and in 1892 founded Eastman Kodak. Today, Kodak has the punch line, “We preserve beautiful memories” and he simplified the function

of camera to the extent that even a child could take pictures just by clicking and become a photographer. Whenever we commit ourselves to something, we actually need to understand it in its true meaning.

4. Ask with Conviction

Whenever you ask anybody about anything, ask with a belief, and with full conviction. Mohan Singh Oberoi applied for a job in Hotel Cecil, Shimla. Cecil was being run by D. W. Grobes. M. S. Oberoi directly met MrGrobes.He said that he could take dictation. But that position was not vacant. Then suddenly he said, “I can do anything for value addition to your hotel.” His conviction was strong. Mr Grobes appointed him as an office assistant. Here is the strong conviction now.

Immediately he applied for accommodation. Mr Grobes got irritated for a while but then noticed the courage of this young man. He had the power to ask for whatever he needed. Rest is history for the hotel industry.

5. Be Focused to be Successful

Check your position. Where are you? Now see your surroundings and feel what you have achieved. If you are satisfied, then OK; if not, then find the next level of your life. The initial period of Eastman Kodak was downhill. He was not able to survive. He learnt how to handle accounts by dint of hard work. He got a job in a bank.

Generally, here the people become accomplished, but in the case of Eastman Kodak, that was not the situation. I have already said that you get what you see.

You attract what you want to attract, your vision decides your destiny.

Once I was flying from Delhi to Mumbai.
The person next to me was the P. A. to late
Dhirubhai  Ambani.  I  was  just  thrilled  by
listening  to  the  vision  of  Dhirubhai  from
him  when  Indian  Express  tried  to  snub
him. Because of that, he became even more

powerful. When he was paralysed, he became more powerful mentally. Just watch his reframing power. It is not the event, but your vision of the event that makes the difference. Whether it was created by God or by a human being he challenged both. I always see him as the master of problem management and the same concept is known as disaster management in the corporate world.

First decide your goals and what you want to achieve. Once you have decided your destination, decide what are the different ways to create your SWOT (strength, weakness, opportunity and threat) analysis. In SWOT, strength and weakness are internal. You have a direct control on these factors. But opportunities and threats are external. While going to the next level, do what you want to do, even if nobody helps you. Think and see that you are alone and what and how best you can do as an individual.

i)    Write down what you want.

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ii)    What resources you have?

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iii)    Focus how can you go to the next level of life.

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iv)      When are you going to execute that idea into action?

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v)    What is the date and time?

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Again, let me tell you that success is a continuous journey. The road to success is always under construction

FOCUS ON FOCUS

Dig Into Your Own Mine

When a person gets success, initially he gets an opportunity to enjoy. Most people get carried away with this new found success and neglect work. If in a business somebody looks only for enjoyment or fun, then the business cannot flourish.

We should focus on our goals, and aims. You should be clear about your goals in life. Once the goal is set, your focus should not shift from it. If a person deviates from his goals, he cannot reach his desired destination.

All cricketing nations know that Shoaib Akhtar has a lot of talent. But he is never known for cricketing, he is known only for wrong reasons. However, Sachin Tendulkar is so focused on his sport that he is never known for any other reason. We have to be consistent and never change our commitment levels. We should pursue our goals with full dedication, no matter what may come.

Let me tell you a story. Once there was a man who wanted to go to heaven. He went to a sage. The sage told him that he has to pass four tests. If he does so, he will go to heaven. The man cleared the first three tests. He was left with last test to clear. The sage asked him to go to the mountains and there he was advised to ask just one question, “What is the way to heaven?” The sage told him that if he asked anything other than the way to heaven, his journey to heaven would be cancelled permanently. When the man went to the mountains, he saw a beautiful stream and a cold breeze was blowing. Suddenly, he saw a beautiful girl with long hair bathing in the stream. He was fascinated by her beautyHe had never seen such beauty ever before. Now he forgot about heaven. At the same time that beautiful girl looked into his eyes. And so this man forgot every command and asked her, “Are you married?” Like the above situation, we generally ask questions which have no

meaning in our lives, which can take us nowhere.

Once I read Ratan Tata’s interview. He was asked about his success and failures. He said, “Oh yes, there were many moments when I felt frustrated, stressed up, and disappointed, especially when Telco suffered a loss of 600 crores. Everybody had written me off. I tried to convince people that inspite of the fall, their market share is still the same. “

The automobile industry as a whole was going down. During that phase, there was a terrible labour dispute. It was a difficult time for him. But even in that situation, he was focused on the company and the growth of the Tata Corporation. At that time, he was in the auto market with Indica and faced a failure in the initial run. Everybody suggested Ratan Tata to withdraw from the Indica project. But Ratan was absolutely adamant. Everybody regarded the failure of Indica as the personal failure of Ratan Tata. But Ratan Tata was involved in modernization, in expansion, and in diversification of the corporation. In fact, Indica was the cause of the problem but fortunately it was only Indica which turned around the company. Ratan Tata today is truly a brand ambassador of India in the corporate world. Recently, he acquired Jaguar and Land Rover, which was with Ford before.

To be successful in our lives, we must follow the following five success formulae:1. Know Exactly What You Want

This is a very simple question what Peter Drucker used to ask his corporate clients. Initially he was not given importance even in the USA. But his simple question in fact created the pathways to success. Our capability and ability is always decided by our own vision and mission. A corporation or a person without vision will reach nowhere, which might be desirable or might not be. Unless we know exactly what we want, we will not make an attempt to achieve it and the brain cells will also not be activated. Strategy has no meaning unless the final destination is designed. Hence the decision of the “end” is in the beginning.

For knowing what you want exactly, you should just sit down and look at the end in your personal as well as professional life. Even in Gita, when Arjuna took aim at the eye of the fish, Lord Krishna explained to him that he just has to look for his final destination. It is crystal clear that our passion decides our strength.

2. Identify Which Idea Can Help You                                

There is new saying that an idea can change your life. We must know what side we have and how we can use this in our life. One thing is sure that people do not buy the products, they buy benefits.

We can get lot of idea from the story of Mark Zuckerberg, an American teenager who thrilled theentire world. An idea to share feelings on facebook was so hit that nobody could imagine facebook would become the only world for people. It is

needless to say that facebook killed Orkut. People say that the 21st century is a world of network and support systems. But even Google could not save Orkut.

So it is clear that new ideas speak and this century is the century of change and new ideas. His fame was so powerful that when Google came with Google+ Zuckerberg created an account with it and by July 2011 he had become the most followed user on Google+, outranking even the founders of Google, Lary Page and Sergey Brin.

Facebook came up in 2003. The website was invented by Harvard students, Zuckerberg and his three classmates. The website allowed students to compare two pictures and vote for who was hot and who was not.

Today facebook is the face of social networking among teenagers and others. “Just an idea!”

To earn huge money, we have to know the opportunity and should have a good team to support us.

3. Speak Silver and Deliver Gold

In the present situation just customers’ satisfaction alone will not work. Like Dronacharya used to teach both Pandavas and Kauravas, but he was mostly delighted with Arjuna although everybody else was also satisfying in their own respective areas. He was delighted with Arjuna the most.

How to Use Match–Mirror Technique

Whenever you sit along with somebody, try to move your body the way the person is moving. If he takes his hand in the air, you take your hand also slowly in the air. It sounds funny, but it works. It gives you power.

Let me tell you, in the Army, if a commander raises his hand and shouts to move fast, but if soldiers do not shout at the same level, they cannot produce the same result together. If one of the lovers expresses love, but the other one is not that good at expressing his feeling, can they be in a relationship for long? Therefore, it is clear that if the physiology is moving in the same direction, then the soul will also move in the same direction.

If the person sits with his legs crossed, then you should also do the same naturally. In case he is too senior, then you can just sit with your feet crossed. In fact, if a person sits with one foot on top of something and another foot on the floor, then you should always make sure that your one leg is in the air because on his one leg the gravitation of sky works whereas on the other leg gravitation of earth works.

Even on earth you can experience the gravitation of sky. In water the gravitation of sky works. Almost 70% of our body weight is made of water, therefore the movement of the body is controlled by sky. The gravitation of sky starts hitting the moment any part of body is in air. If somebody blinks his eyes, you simply move your finger. Your physiology must match with the physiology of others. Now once you have mastered the physiological matching, then you learn to match your tone also. In this process you should take care about the pitch, modulation, resonance, etc. Many a times my wife used to ask me something in a loud and shrill tone, “Do you want to have food?” I used to say, “Is this the way to ask?” Then she used to say in a normal tone,“What did I say, I just asked would you have food?” Words remain the same but the pitch makes a difference. As in the current market situation, most of the work is done on phone and here only the tone of your voice makes the difference. Most of these things you do subconsciously, but I want you

to do them consciously. It is just a thought process.

Every day I meet hundreds of people. My tone and pitch changes from person to person. If somebody talks to me slowly, I talk slowly. If somebody talks to me at a high pitch, I talk at a high pitch. This is auto planted. Now I do not have to change knowingly. In my seminars, I keep talking at different tones, at different pitches, and at different frequencies so as to match each and every person in the auditorium. A study shows that 7% of our communication system consists of words, that too if words are selected properly, 56% is physiology, and 37% tonality. Once, after one of my television appearances, when I came out, one of my friends pointed at a girl and asked me if I could develop a rapport with her. I did matching and mirroring by using the science of physiology for five minutes. After this, the girl came forward and said, “Hi Rathore, I have seen you on television.” It was great. I request all of you to please follow this practice. It is going to help you in your personal as well as in professional life.

At one time you can understand the representation of at least 1000 people. If you practise this for seven days, you will experience that everybody likes you. Everybody will like to help you. Once I met a gentleman Rajiv Jaideva from MMTC. He introduced me to Shri Amrendra Mahapatra, then Director Personnel of MMTC. This gentleman called up almost all the directors of PSUs to help me. This moment was my rebirth in the corporate world. Let me tell you, I practised this skill and it works wonderfully.

You have to bring a change from inside. Even the strongest species like dinosaurs could not survive just because they could not adapt to change. So we have to undergo a minute change. Your boss will not change, you have to change. Now-a-days even a peon will not give you a cup of tea if you do not change according to him. Believe me. You have to change your nature according to the situation. Change should be within you, according to the respective situation. Change is not permanent, change is always for a change.

Generally, when you talk to your spouse, your thinking pattern is different. If you talk to a child, your thinking pattern is different. If you talk to your boss, your thinking pattern is again different. If you talk to your subordinate, your thinking pattern is different. Let me tell you, all these changes that you are making without noticing are controlled by your subconscious mind.

Once, in one of my seminars, there was a participant who said “I don’t like my wife because she does not obey me.” I simply asked him, “Does your son or daughter obey

you?” He said, ”No.” Do you also become angry in a similar fashion with your child, with your boss, or with any powerful person in the society? Certainly not. It means you are being a hypocrite. What I want to say is, use this in a more positive frame.

I cannot stop myself from saying how Mr Sunil Mittal changed according to the culture, community and requirement of the country. Today, Airtel has a huge network, with presence in nearly every major city. The market capitalisation is almost 76,000 crore. Mittal brothers own nearly 32% of

the shares in the company. If we talk about the success story of Sunil Mittal, he himself accepted that he started as a small player in terms of mission, vision, and objectives. He sold his bicycle parts business and went to Mumbai for trading in steel sheets. When he reached Mumbai, he realised that he was a natural salesman and this skill had the biggest contribution in his success. His reframing skill is known to the world. He always thought from

others’ perspective and not from self rigidity. The biggest example is the name of the company. He had kept the name of a generator business “Mit bru” for import. It sounds like a Japanese name but it is nothing but Mittal Brothers. Once I read Sunil Mittal’s interview in the Hindustan Times. He said, “I always focus on the fact that we are able to create one of the world’s top mobile telephone companies in the space of a decade. It can be done without cheating anyone or breaking any laws. So I will encourage more and more people to come and do this.” People like Sunil Mittal, Ratan Tata, and Narayana Murthy truly care about others and think from others’ point of view.

Once I was watching on CNBC an interview of Narayana Murthy. He said, “if your kid troubles you in the bathtub it does not mean you will leave the baby in the bathtub.” Again he said, “Yes, if somebody betrays me it hurts, but still you cannot leave everybody. We have to watch others. From the point of view of others, we have to change ourselves.”

MASTER THE SCIENCE OF PHYSIOLOGY

Sometimes when people meet or depart, they cry and hug each other and thereby show their love for each other. In India, long ago, in villages especially, women used to hug and cry loudly whenever they would meet or  depart.  Actually,  it  was  a  mode  of  physiological communication, a communication which makes rapport on a subconscious level. This was the technique to resolve any kind of differences with each other. But the so-called modern society of India has left this scientific technique. Perhaps, this is the reason why the percentage of people suffering from depression has gone so high. This process connects people emotionally. Acceptance always gives solutions. In case your state matches with the state of the other person, you immediately feel comfortable. It sounds funny, but it really works. In case you go to a party and you find somebody interesting and you feel like talking to that person, at that time check yourself. Your physiology must match with his. What happens when you see yourself in the mirror? You find yourself. Like this in case, if you mirror somebody tactfully, then you meet the soul of that person. As he loves his soul, he starts liking you also. In case you want to observe the magic of state matching, then you should go somewhere where lovers sit. Watch them very carefully. Watch their physiology. Watch the way the movement of their heads match, the way they look into each other’s eyes. Watch 

the way their legs move.

In case there is no congruency then there will be frustration and irritation. One of my friends, Shrinivas, was in the Indian Army. He once said, “Do you know why today’s generation is more smart?” I said, “No,

you tell me.” His answer was funny and all nonsense, but now I connect with the same. He said that couple make sex with open eyes, not with close eyes, they call sex as love making rather than having sex. When young couples spend more time with each other, they talk about their day at their work place and in general also share their problems. Loving and caring for each other is far more important. These days even women have become open about their sex life.Talking about sex is no longer considered a taboo. Also, the quality of sex life of parents directly influences the quality of life of the children. Once I had a presentation in Bhubaneshwar, Orissa, for NALCO. One of my friends, who hails from Cuttack, suggested me to visit the Konark Sun Temple. So I went to the Konark temple and was surprised to see our ancient history. It was a thrilling example of matching and mismatching instances. Through matching and mismatching technique, the king had tried to change the culture of depression that existed at that time. The sculptures and figurines over there, especially of Maenka and Vishwamitra, were very erotic. I asked the guide who had accompanied me why King Singh Dev made the erotic sculptures. He replied very politely and scientifically as if he was the brand ambassadorof Konark temple. He said that it was a desired state for awaking an individual from a depressed state. After the war of Kalinga, people had lost interest in sex and life. Most of the people were embracing Buddhism, including Ashoka and his children. The next generation was in danger. The king wanted to change the state of the individuals and truly he wanted to change the state of the whole society.

I was amazed by the understanding of the physiology and psychology by the great king. The importance of Konark for changing the frame of mind of the young people was amazing. I suggest everybody should go to Konark and watch it very carefully through the vision of King Singh Dev. The thought behind making the Konark temple was amazing.

The state and rapport have a crucial relationship. Watch a dog sitting in a street. When another dog will come from other side and will start barking, the dog sitting will remain calm, but the standing dog will continue to bark. The dog who is sitting will produce feeble and weak sounds. But then it will get up and will bark with the same intensity. And after some time, both will turn in the opposite direction and leave.

I will share one incident which happened in New Delhi. I was struggling for survival. I was staying in a

terrace room (10×10 feet). One day, from the terrace I saw a couple fighting with each other. They were physically hitting each other also. I found that they were doctors and both of them were gold medallists. After the fight, what I saw was unbelievable. The woman went to the kitchen and started cooking and later on both of them had food together. In reality, their physiology matched and collapsed at the same time and their frustration went off. Therefore, I always suggest that a couple should have a healthy sex life, it makes their physiological state match.

DECODE THE CODE OF OTHERS

Lord Krishna used the modality of Duryodhan and did not use his own personal modality. He did not use his own representation system, rather he used the representation system of Duryodhan and the results he got are crystal

clear. In case of Arjuna, Lord Krishna did his pacing (having the same physiology, thoughts, and actions) to change his representation system according to his desire. Therefore, pacing is required to develop a good rapport with someone.

Sometimes participants in my seminar say that they can understand whether they share a good rapport with someone or not. But this is more intuitive than scientific. In the present age a person’s age is no bar. Whether you are young or old, the moment you are able to develop rapport with someone, you are the king. The present age is the age of knowledge, age of information. Anybody who has good networking can be a king. For networking, we need to understand people. My technique in this chapter helps people to understand the intricacies of physiology very scientifically.

We have to understand the situation without being attached. We have to use our knowledge without letting our ego to surpass. We have to balance ourselves. I believe that people should have all the nine Rasas (mood), that is, Shringaram, Raudram, Veeram, Beebhatsam, Shaantham, Haasyam, Adbhutham, Sokam, and Karuna.

Sigmund Freud’s theory is very broad. Yet it is very relevant. It speaks about id, ego, and super ego. It is all about balancing life. If you see the various successful leaders in the past, you will find that most of them were visual-oriented. Visual people take decisions depending upon what they see. They use feelings and story listening very less. They believe in visualising the results rather than feeling them.

Feeling-oriented women keep falling in and out of love and are always at the receiving end of pain and agony. Not only women, even feeling-oriented men also become victims of broken relationships. What is most dangerous is when they think that they are being used and thrown away. Here the only remedy is that they should be a little more visual. Feeling-oriented people speak slowly and take a long breath. Atal Bihari Vajpayee is the perfect example of a feeling-oriented person.

Traits of Visual-oriented people

•    Head is always up

•    Eyes are always up

•    Breathe from lungs

•    Sit forward in the chair

•    Organised

•    Neat and tidy

•   Well groomed and systematic

•    Are often thin

•     Love to see movies them

•    Noise does not disturb

Visual-oriented people use the following words:

See	Illuminate
Look	Imagine
View	Clear
Appear	Foggy
Show	Focused
Drawn	Hazy
Reveal	Crystal
Envision	Picture

Traits of Auditory-oriented people

•     Breathe from the middle of their chest

•     Talk to themselves

•     Repeat various things or actions

•     Like talking on phone

•     Listening music is a choice

•     Learn step by step

•     Respond to certain set of words

•     Are interested in what you have to say

Auditory-oriented people use the following words:

Hear	Be heard
Listen	Resonate
Sound(s)	Deaf
Make music	Mellifluous
Harmonise	Dissonance
Tune in/out	Question
Be all ears	Unhearing
Rings a bell	Silence

Traits of Feeling-oriented people

•     Breathe from the bottom of their lungs.

•     You can see the stomach coming in and out

•     Talk while moving

•     Love physical touches

•      Stand closer

Feeling-oriented people use the following words:

	Throw out
Feel
Touch	Turn around
Grasp	Hard
Get hold of	Unfeeling
Slip through	Concrete
Catch on	Scrape
Tap into	Get a handle
Make contact	Solid