Fire Up!

Get Psyched!

"Enthusiasm makes the difference between success and failure," says Barry Farber, president of Farber Training Systems Inc., a sales, management and motivational training company in Livingston, New Jersey. "You get a fire in your belly. You're pumped up--you get energy because you're excited about what you do."

Are you consumed by the deep-down, burning desire to make your business succeed--or is the "fire in your belly" only a flicker? If your enthusiasm is flagging, here's what Farber advises to fan the flame:

1. Commit for the long haul. "When you realize failure is not an option, the brain stops coming up with excuses as to why you should quit," says Farber. "The more you're convinced that what you're doing benefits people and that you're going all the way in your business--no matter what--the more passionate and hungry you become."

2. Read! Read! Read! "Common among millionaires is that they read a lot-even if they never finished high school," Farber notes. "Consistent reading not only makes you more competent at what you do, it also gives you a greater desire to learn and grow."

3. Surround yourself with positive people. "Negative people douse your enthusiasm," cautions Farber. "You can't afford to be brought down."

4. Anticipate and meet the needs of others. "I've had more business come back to me because I helped somebody out, and later they say `Barry, we need you [for this job].' It's like a tidal wave that overflows--all because you built those relationships."

Sean Lyden is the CEO of Prestige Positioning (a service of The Professional Writing Firm Inc.), an Atlanta-based firm that "positions" clients as leading experts in their field-through ghost-written articles and books for publication. Clients include Morgan Stanley, IFG Securities, SunTrust Service Corp. and several professional advisory and management consulting firms nationwide.

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This article was originally published in the November 1998 print edition of Entrepreneur with the headline: Fire Up!.

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