Capítulo 4
We Are Biological Supercomputers, Subject to Programming
Our brains and bodies function as sophisticated biological supercomputers that can be programmed by ourselves and others. We possess far greater capacity for perception and achievement than we realize, yet often fail to take charge of our own programming.
While today's computers can perform calculations faster than humans, our brains are infinitely more sophisticated. As Michio Kaku noted, our three-pound brain that runs on just twenty watts and a few hamburgers requires a city-sized computer to simulate. Unlike machines designed for specific functions, humans create art, build civilizations, experience love, and orchestrate countless biological processes simultaneously.
The critical questions aren't about comparing ourselves to computers but understanding our implications as programmable beings: What are we doing with our capabilities? How can we be happier? How do we avoid being programmed by outside forces? Most people underperform because they don't recognize they're being programmed by external influences. Unlike computers, we possess neuroplasticity-our neural networks constantly reconfigure, allowing us to reprogram ourselves rather than remaining stuck with our initial programming.
Our cognitive system extends far beyond just the brain's 200 billion neurons and 125 trillion synapses. We think, feel and understand with our entire bodies-the gut contains so many neurons scientists call it our "second brain," with response times often faster than rational thought. We're not just biomechanical beings but also energetic entities whose influence extends beyond our physical bodies. Every cell generates electromagnetic energy that interacts with the world around us at molecular, atomic and subatomic levels.
The enormous power of our minds and bodies, coupled with our energetic link to potentially everything, unveils immense possibilities. We're both transmitters and receivers of energy-like tuning forks resonating with others through energy patterns. This explains why we can sense emotions when entering a room or recognize a family member's mood instantly.
The familiar phrase "Whatever you can conceive and believe, you can achieve" captures something profoundly true about human potential. However, many self-improvement techniques fail because they're wish-based rather than evidence-based. Simply replacing negative thoughts with unrealistic positive ones creates inner conflict when your brain calculates the assertion is ridiculous. The effective approach is installing positive programs that are realistic and can be validated through action. As we gradually rewrite our subconscious programming with achievable goals, our self-image improves accordingly, creating a virtuous cycle of improvement.
Capítulo 5
The Multiplier Effect: Exponential Gains Through Synergy
In building Commonwealth Financial Network, we discovered that our top financial advisors earned twenty times more than less productive ones. This enormous disparity couldn't be explained by them being twenty times smarter or working twenty times harder. The key insight was realizing we had been averaging individual strengths and weaknesses rather than understanding how they multiply each other.
When we improve one element of a multi-factor system, we don't just get proportional improvement-we can trigger dramatic chain reactions with exponential benefits. Consider two people equally skilled in four categories but where one achieves only 50% in the fifth category. If we multiply these factors rather than average them, the fully proficient person is twice as productive overall. More dramatically, someone 80% proficient in five categories (0.85 = 0.32768) is thirty-two times more productive than someone 40% proficient in those same areas (0.45 = 0.01024).
Top performers in any field may only be moderately better than others in specific skills, yet they soar above the pack because their strengths multiply one another like compound interest. Harvard professor Michael Porter discovered why less successful companies struggle to imitate industry champions: excellence in any area requires substantial commitment, but duplicating an array of interlocked competencies is extraordinarily difficult.
The Multiplier Effect reveals that our greatest gains come from addressing our biggest weaknesses, not fine-tuning our strengths. We typically avoid confronting weaknesses because it's unpleasant and frustrating, preferring to enhance what we already do well. This creates a vicious cycle-we get progressively weaker in areas we avoid, making them increasingly unpleasant to address.
While improving a weakness from 50% to 80% typically yields greater returns than enhancing a strength from 90% to 95%, sometimes upgrading an existing strength can break through a significant milestone. Some experts increase their knowledge just 10-20% beyond peers, yet this places them at the pinnacle of their profession. At Commonwealth, we transformed our service from "world-class" to "indispensable"-creating such exceptional value that clients couldn't imagine leaving us.
We resist change not just because addressing weaknesses is uncomfortable, but because we're creatures of habit. Once routines are established, we maintain them as long as results remain reasonably good. The QWERTY keyboard exemplifies this inertia-designed in the 1870s to prevent mechanical typewriter jams by deliberately slowing typing speed, it persists despite studies showing more efficient letter arrangements would enable faster typing.
Capítulo 6
Universal Principles and Fundamental Skills
Excellence comes from mastering fundamentals that apply across all domains of life. Unlike task-specific skills, universal principles create a foundation for achievement in every conceivable endeavor-just as reading, writing, and arithmetic serve us in countless situations.
While most how-to books teach specific actions for specific results, certain skills are so fundamental they drive achievement in every endeavor. We've grown up with universal competencies like reading, writing, and arithmetic that serve us in nearly all areas of life. Programs teaching fundamental principles like mindful awareness are now appearing in schools with powerful results. Young students learn to manage stress, resolve conflict, and regulate themselves by paying attention to what's happening internally and externally with kindness and curiosity.
By applying universal skills across different areas of life, we discover we're not as limited as we thought. When each improvement brings proof of our competence, our belief in ourselves increases, creating an ever-ascending spiral of confidence and capability. Eventually, we develop a powerful new mindset-instead of saying "I can't do that" or "I haven't learned that yet," we realize "I have the basic skills to attempt and accomplish just about anything."
Like philosopher George Gurdjieff, who was educated to see challenges as puzzles rather than problems, we can approach life's obstacles with curiosity and confidence. This perspective shift is transformative, allowing us to show up eagerly for every opportunity, no matter how unfamiliar it seems.
Our insight about universal skills has profound implications for education systems. While our current approach evolved to fill specific industrial-era jobs, modern life demands something different. Information is now instantly available, but wisdom is not. By prioritizing universal skills, we can enhance students' capacity to keep growing and learning throughout their lives. When people realize their existing skills can be applied everywhere, their world transforms as solutions become more accessible and goals more achievable.
Capítulo 7
ASK and Receive: The Power of Questioning
We all possess a "magic box"-our brain-that must answer every question we ask it. This remarkable biological supercomputer is hardwired to respond to queries, making asking the most deceptively simple yet powerful of the ten core skills. Asking creates Magic by enabling us to create something new, raises Awareness by opening pathways to perceive more, and bestows Power because nothing is more empowering than knowledge.
When former GE CEO Jeff Immelt was asked what it takes to be a modern business leader, he said: "humility, and the curiosity that comes with it." The big mistake people make is stopping their questioning. Acknowledging our limitations prompts us to start asking questions, moving us from limited to liberated.
When we hit "I don't know," we face a critical choice: quit or advance through follow-up questions. Giving up reinforces our sense of limitation, while asking follow-ups opens doors. These might lead us to online searches, books, videos, or most valuably, to experts and people who know our situation from different perspectives. The key is persistent questioning-following each answer with deeper inquiries in an "ever-rising ladder of understanding."
Japan's "Why Why Analysis" (developed at Toyota) involves asking "Why?" five times to reach root causes. Such conversations often lead people to say I "should be a therapist," when I'm simply asking curious questions-a skill I learned partly from my late wife, a psychologist.
Our perception is constrained by our limitations, conditioning, fears, and desires. When seeking solutions, enlisting others gives us access to their experience and insights. In my classes, I demonstrate this by asking someone how they'd improve at a sport. They typically offer 3-5 ideas before running dry. When I open the question to the group, dozens of superior suggestions emerge-creating a far more comprehensive plan than any individual could devise alone.
Asking is both practical discipline and enjoyable art form that anyone can learn. The better the question, the better the answer. Start by getting clear about what you're trying to achieve and why. Identify the exact problem, why it remains unsolved, and where conflicts exist. Every situation has deeper levels to penetrate. Persistent follow-up questions help reach them, though our brains may resist inquiries with intimidating answers.
When asking questions, genuine curiosity and sincere interest make people feel valued. My friend Sanjiv exemplifies this approach-people find him fascinating though he mostly asks questions about them. For my book interviews, I often started with open-ended questions like "What were your major Aha! moments?" and "What did school fail to teach you that life required?"
Taking breaks from problem-solving through "incubation" can generate insights by reducing anxiety and allowing your subconscious to work. This explains why solutions often appear when you wake up or during relaxed activities like showering or walking. Before sleep, direct your mind to focus on a baffling issue-your subconscious will process it while you rest, often providing morning insights.
Capítulo 8
LISTEN and Learn: The Complementary Skill
Listening is the essential complement to asking and the essence of awareness. After being recognized as a fast-growing business in 1985, Commonwealth Financial Network faced operational challenges that threatened its survival. After three years of learning at Harvard Business School, I distilled hundreds of lessons into thirty key points, and finally to one powerful word: Listen! I had thought I was a good listener but realized I'd been waiting for others to finish so I could explain why they were wrong.
We learn far more when listening than talking, though acting on this truth isn't easy. My inability to listen stemmed from being blocked, biased, and blind. Improving one required improving the other: better listening meant becoming less blocked, biased, and blind, and vice versa. Once I realized my own data and analysis were inherently limited, I began appreciating disagreement as an opportunity for exploration.
The axiom "The customer is always right" isn't about factual correctness but about understanding what makes people happy. When customers express their wants, they're giving you the keys to success. Rather than contradicting them, listen with respect and honor their wishes. However, there's often a gap between stated desires and underlying objectives-as Henry Ford noted, "If I had asked people what they wanted, they would have said faster horses." The better you listen, the more you understand the subtleties of what people truly want.
Our internal voice filters everything else, yet it often speaks falsely through preconceived notions, old habits, and internalized instructions that may have outlived their usefulness. This self-talk operates below our radar, influenced by anxieties, desires, and instincts. Internal listening requires attunement to our feelings, bodily signals, and intuition. Distinguishing between intuition and bias demands practice through mindfulness and meditation.
A 360-degree analysis provides comprehensive evaluation from all levels of your professional and personal universe. Its validity comes from multiple perspectives, making results difficult to dismiss. While you might discover unexpected strengths, you'll also face undeniable weaknesses. I experienced this firsthand at a business seminar where confidential questionnaires were sent to people throughout my company. My own revelation was subtler but valuable: I showed patience with customers but not with staff. Such analyses only work if you're willing to listen honestly.
Most people assume only the least proficient need coaching, but world-class athletes have the most coaches. When I asked a former Canadian national ski team member how many coaches he had, he surprised everyone by answering "About ten"-specialists in strength, conditioning, nutrition, flexibility, psychology, equipment, and skiing techniques. Elite athletes take performance so seriously they seek all available help. This principle applies beyond sports to business, marriage, parenting, and personal development.
Capítulo 9
PROGRAM and Take Control
Programming our minds determines our behavior and capabilities. Childhood experiences create lasting mental programs that govern our lives. Understanding the programming language of our brain allows us to take control rather than surrendering to subconscious conditioning or external influences.
Words are the primary programming language for our biological supercomputer. The thoughts we repeat become instructions that impact our lives profoundly. Negative phrases like "I can't sleep" or "I'm not good at math" train our brains to reinforce these limitations. Conversely, positive phrases like "I can" and "I will" create empowering directives. Even simple perspective shifts, like seeing challenges as puzzles rather than problems, can transform our experience.
Most people believe their mood depends on external circumstances, but what if we have it backward? What if we can determine our state, mood, and outlook? Simple experiments prove we can shift from somber to exhilarated by changing our physical posture, facial expressions, and mental focus. When we stand tall, smile broadly, and think of people or activities we love, our entire biochemistry changes.
Self-programming is most effective when the body is relaxed and the mind is clear. When we're anxious with cluttered thoughts, communication becomes difficult, like trying to converse across a crowded room. Calming our nerves, relaxing our muscles, and dissolving mental chatter creates space for desired messages to take root. This explains why meditation and mindfulness produce practical results-they help us become centered and clear, making it easier to see and hear without distraction.
Once aware of your internal dialogue, you'll notice negative programs residing in your mind, continually reinforcing themselves. These are roadblocks on the path to fulfillment. Rather than suppressing these thoughts, which requires constant vigilance, it's more effective to neutralize unwanted messages and insert improved instructions. The first step is recognizing negative programs and understanding their origins-often rooted in childhood misunderstandings or wounds from when our cognition was limited.
Beyond understanding underlying causes, we can graft new instructions onto old negative images-a technique used by behavioral psychologists and coaches. Rather than telling ourselves to stop doing something (which rarely works), we employ positive action. For example, when a recurring image of failure appears, we can program our minds to turn it from color to black and white and affix a white X onto it. With practice, the old negative program starts appearing with the X already attached, eventually working subconsciously without effort.
We can create "macros"-condensed commands similar to computer programs. I programmed myself to quickly enter a relaxed alpha state by touching my thumb to my first two fingers. Another powerful tool is an emergency rescue program-whenever destructive thoughts enter my mind, I issue the command "Cancel, Cancel" to neutralize them before they take root. With repetition, this becomes automatic, like a guardian angel protecting your mind.
When you meet or exceed your goals repeatedly, you change your internal database and self-image. This primes your brain for bigger, faster improvements. As achievements mount, higher aspirations become reasonable and expected. Reality-based programming becomes a booster rocket for self-esteem, as our goals and actions are largely determined by how we see ourselves.
Capítulo 10
STRUCTURE and Win by Design
Structure functions as both noun and verb-we build structures and structure everything from romantic evenings to corporate takeovers. While every structure differs, structuring always serves the same purpose: creating something that functions well and supports our aspirations. Without proper structure, good ideas and intentions seldom materialize, and worthy endeavors commonly fail.
No aspect of structure is more important than proper planning. The process of identifying objectives, resources, challenges, and solutions forces us to confront where we're going and how to get there. All structures serve specific purposes, with ultimate achievement depending on consistent performance over time.
First things first: we must know what we want to achieve. A great structure starts with an end goal-the prime directive. Being crystal clear about what we want and why allows efficient movement in the right direction. Without clarity, our initiatives take a circuitous and costly path. When true purpose connects with passion, we get all the energy we need. But when people pull in different directions, opposing goals cancel each other out.
If you want to impact others' behavior-whether audiences, coworkers, consumers, children, a spouse, or yourself-you must understand who they are and what motivates them. Frito-Lay produces over 150 different flavors to appeal to different tastes and cultures. Most people mistakenly assume others see the world as they do and are motivated by the same things.
Every business, activity, and relationship benefits from codifying repeatable practices with proven value. Without these aids, we reinvent the wheel and take unnecessary risks. Airline pilots use pre-flight checklists that reduce risk to almost zero. Hospitals using basic checklists dramatically reduce suffering and loss of life.
The parts serve the whole. Whether decorating a home or building a business, every element should fit the overall look, feel, and function. The best team isn't necessarily comprised of the most talented individuals in every position-teams of superstars don't always win. Great teams have chemistry, complementary skills, camaraderie, and players willing to subordinate their egos for the common good.
Taoists say we should be like bamboo-incredibly strong yet flexible enough to bend with the wind and serve multiple purposes. Flexibility bestows options, allowing us to seize opportunities and evolve with environmental changes. The opposite-rigidity-makes objects, people, and organizations susceptible to damage. What appears as strength of character may often be disguised rigidity based on fear or intellectual cowardice.
All aspects of a structure are connected-if one part is deficient or misaligned, everything suffers. Proper alignment enables optimal functioning while reducing wear and risk. When we injure one body part, we compensate with others, creating new problems elsewhere. This applies to all structures-businesses, golf swings, marriages. When properly aligned and integrated, a dynamic tension connects all parts, making energy flow strong and instantaneous, like water through an unkinked garden hose.
The single most important ingredient in structuring our lives, businesses, families, and future is ourselves. We are at the center of everything-perceiving information, setting courses, and commanding expeditions. The structures we create reflect our strengths, weaknesses, knowledge, and misperceptions. If we want better results, we must improve ourselves.
Capítulo 11
LOVE and Be Loved: The Ultimate Force
Love is an expression of profound positive feelings-deeper than sentiment or lust. Across cultures and time, it has been recognized as a fundamental force that unifies, nourishes, and produces selflessness. While philosophers debate its supremacy, love remains one of our most powerful motivators. The happiest people love what they do and who they do it with, and when love combines with skill, masterpieces emerge.
In spiritual traditions, love serves as both path and destination. Viewing love as the journey itself, rather than just the goal, transforms our experience. Giving love benefits the giver as much as the receiver, with studies showing prosocial behavior activates the brain's reward centers. Unlike finite resources, love grows with use, creating a self-reinforcing cycle.
Opening yourself to love increases health and energy, though vulnerability can trigger defense mechanisms. This exposure helps heal past wounds and understand our fears. Love functions as a vibration that charges those in its presence. Practical approaches include quality time with loved ones, connecting with children, spiritual reading, and expanding relationships.
Our thoughts and physical stance influence our feelings. By consciously filling our minds with loving thoughts, using positive language, and adopting open body language, we can cultivate love. Research shows that smiles and positive attitudes are universally appealing.
Service provides another pathway to love. Every spiritual tradition endorses selfless service, not just for community harmony, but for personal benefit. Studies confirm volunteers experience greater purpose and life satisfaction, while self-focused individuals face increased health risks.
Before interactions, asking "Am I coming from a place of love?" helps establish a healthier consciousness. This approach doesn't ignore difficulties but chooses a more constructive response. Self-love means accepting yourself completely, viewing imperfections as growth opportunities. If self-love is challenging, examine limiting beliefs and replace them with more nurturing perspectives.
Capítulo 12
APPRECIATE and Make Every Moment a Miracle
I choose Einstein's second option: live as if everything is a miracle and appreciate every moment. This approach is a formula for health, wealth, and happiness that brings interpersonal and organizational enrichment. Deep appreciation for whatever comes our way relaxes us, opens our hearts and minds, and generates practical benefits.
Research from institutions like the University of Pennsylvania and Harvard demonstrates the transformative power of appreciation. Studies show few quicker or more reliable ways to improve well-being and stress resistance than cultivating appreciation. In one study, subjects who wrote weekly about things they were grateful for (versus hassles or neutral events) were happier, complained less about health issues, and felt better about their lives overall.
Surprisingly, psychological studies reveal that gratitude not only leads to happiness but also contributes to success-the opposite of what most people expect. Rather than success leading to happiness, becoming grateful makes us happier, which then makes us feel more successful. True success is a state of mind. While winning feels better than losing, the elation from achievement is temporary. When rewards are no longer novel, we take our new status for granted and strive for more.
Deep-seated appreciation counteracts hedonic adaptation-that tendency to take pleasurable things for granted over time. You get that big screen TV you wanted, and months later barely notice it. The same pattern applies to cars, furniture, even relationships. Cultivating gratitude, being present, and savoring what we have combats this desensitization. Appreciation creates nurturing emotions that replace discontent and desire, allowing us to experience renewed joy in the people and things around us.
During a kayaking trip, I had an epiphany watching the half moon-realizing the whole moon is always there, we just see the illuminated part. This metaphor cut straight to my heart. Spiritual leaders tell us the universe is perfect and complete; we simply need to raise our awareness to appreciate its wonder. The glass half-empty or half-full perspective depends on our orientation. Someone seeing their situation as descending to halfway experiences loss, while someone ascending feels accomplishment. But when we live as if everything is a miracle, the glass is always completely full!
One transformative yet simple practice involves writing down three things you appreciate each morning for thirty days. I did this exercise using the Notes app on my phone, and it quickly became a delightful habit. Instead of dwelling on problems, I'd wake thinking about what I was grateful for. The shift in orientation was subtle yet powerful, filling my mind with positive thoughts. Remarkably, my subconscious began processing appreciation constantly. I became more energetic, content, kinder, and more likely to notice others' contributions.
Our mental language profoundly affects us, with appreciation being far more beneficial than insufficiency or discontent. During a leadership course, I learned that beyond the fight-or-flight response to stress, we can choose a third option: creativity. I applied this during an argument with my wife when, instead of lashing out or withdrawing, I spontaneously dropped to the ground and started barking like a dog. We burst out laughing, diffusing the tension and allowing us to calmly resolve the issue.
Our nervous systems function like tuning forks, with our energy affecting others. Enthusiasm is contagious-you can even infect yourself by acting enthusiastically when you're not feeling upbeat. The same applies to appreciation. As William James noted, "The deepest principle in human nature is the craving to be appreciated." Sharing gratitude generously creates a cycle where others respond in kind, embodying the concept of karma.
Capítulo 13
REFINE and Elevate: The Continuous Improvement Journey
The journey to success requires continuous refinement and improvement. This concept is illustrated through Jim Sharpe's experience with his aluminum manufacturing company. Despite initial resistance to ISO 9001 certification, which he viewed as unnecessary bureaucracy, Jim discovered that implementing these standards actually improved every aspect of his business-from quality and processing time to employee engagement and profits. This experience demonstrates that refinement isn't just about fixing what's broken, but improving what already works well.
Perhaps humanity's most important creation isn't a specific technology but rather the scientific method itself-a process that embodies refinement and has led to countless breakthroughs. This systematic approach to observation, experimentation, and theory-building has become so ingrained in our consciousness that we take it for granted, yet it represents the very essence of structured improvement.
While our natural tendency is to avoid problems, they can be blessings in disguise. Scientists, engineers, entrepreneurs, and inventors actively seek out problems because they stimulate creativity and lead to breakthroughs. Marketing professionals are trained to identify consumer frustrations because solutions to common problems attract customers. The bigger the problem, the greater the opportunity-they're potential prizes to be claimed rather than situations to avoid.
The Tai Chi principle of "investing in loss" reminds us that we learn more from attempting something and failing than by staying in our comfort zone. When we reframe failure as a valuable investment rather than a humiliating defeat, we can embrace setbacks gratefully and listen to what they teach us. Mastery results from constant refinement, and there can be little improvement if we're afraid to try something new.
The theatrical journey to Broadway exemplifies the refinement process. Before a play reaches paying audiences, everything about it is constantly improved through collaboration, experimentation, and inspiration. Scripts are revised, characters recast, and every element adjusted based on audience reaction and new ideas. Our lives are similar works in progress-our businesses, relationships, and everything we value improve to the extent that we develop our skills through conscious, continuous refinement and practice.
The best way to refine is through progressive increments. Starting with easily attainable goals builds success more effectively than choosing difficult targets that risk discouragement. In Raving Fans, authors Blanchard and Bowles recommend: know what you want, know what your customer wants, and implement "the 1% solution" where everyone keeps improving bit by bit. When we implemented this at work, we first aimed for 1% improvements across all metrics. What happened next was remarkable-self-images changed as we realized we could achieve 2%, 3% or more.
The compounding effect of incremental improvements is astonishingly powerful. In financial planning, $10,000 can grow to $70,400 at 5% interest over forty years, $452,593 at 10%, and over $75 million at 25%! Even a penny doubled daily for a month becomes $10.7 million. This principle applies beyond money-continuous refinement compounds like interest.
When we commit to constant improvement, we climb the Stairway of Success and actually change our brain wiring through neuroplasticity. Like upgrading computers, effective practice optimizes neural circuits, transforming activities from awkward to comfortable, difficult to easy, conscious to automatic. Each improvement serves as proof of our fundamental competence, enhancing our self-image and fueling more growth. Soon we're in the fast lane, believing we can do anything-elevating not just ourselves but potentially families, teams, businesses, nations, even our planet.
