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TRUMP UNIVERSITY WEALTH BUILDING 101

3. Give the buyer a directive to take the action steps necessary to get what he or
she wants . Other people need permission, and seek validation, to take
the actions that will get them what they seek.
4. If they resist, give more information . The only reason a person says no to

a directive is that they fear a loss. Influence is playing with the buyer’s
resistance, and knowing that is all part of the process. On average,

people say no five times before they say yes.
5. Give the directive to take action again .

Repeat Steps 4 and 5 until you reach your outcome: influencing the other

party.
Being an effective communicator both internally and externally requires
practice. It is a learned skill set, and does not happen naturally. For more
information, I suggest you read one of the best books ever written—mine—
on the subject, Passion, Profit and Power (New York: Simon & Schuster, 1995).

It was a glorious day for fools when modesty became a virtue, don’t you
agree?
Right now you’re faced with the decision to move ahead or stay stuck
where you are. In the movie, The Shawshank Redemption , Andy Dufresne says,
“Get busy living, or get busy dying.” So what are you gonna do? Make a com-
mitment today to apply and master the habits of wealthy people described
in this chapter and you’ll be ready to use the wealth-building strategies my
colleagues share throughout this book.
The truth is: you’ve never been comfortable being a pauper; it’s not your
natural state. You’re a millionaire. The money may not have been deposited
in your bank account, yet it’s still who you are. Don’t wait for the world’s vali-
dation; know it is your soul. Whether it’s a better car, house, or lifestyle, a life
once expanded never contracts. Once you get accustomed to living in a more
effective, more powerful and passionate way, I promise, you’ll never go back
to your old life. In fact, you’ll smile and ask, “What took me so long?”
Here’s to looking out the window of my private jet, and seeing you wave
back through the window of yours!

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