EDUCATION AND THE SUBJECTIVE EXPERIENCE ON THE PATH OF BUSINESS SUCCESS
School of Management and Economics
Dept. of Finance and Auditing
Technology Institute of Epirus
ckcute1@ckscientific.com
ABSTRACT
In this short note we discuss the gap of the principles of education as seen from the academic world and as seen from successful businessmen that tried to communicate their experience. In particular we focus on the subjective experience on the difficult path of financial success and its background emotional qualifications (EQ) in the individual’s consciousness. The results are a challenge and a surprise to the academic common sense.
JEL A2 Key words: Teaching Economics, Emotional Intelligence, Education.
1.
Introduction
The idea of this short note became possible as
the last year the author was reading a number of books, some from professors in
American universities some simply from
businessmen, but all of them certainly from individuals that had became millionaires
through their efforts, and decisions. The books were directed in educating the
public how to became a successful businessman and create wealth, and they were
written from authors that had already become millionaires. The surprise was
that all these millionaires when trying to educate other people, or communicate
their experience used quite different principles than those we usually adopt in academic education. For the purpose of this paper I focus, as
case studies, mainly on 4 millionaires:
1) Robert Allen
2) Napoleon Hill
3) Robert Kiyosaki
4) Paul Zane Piltzer
Paul Zane Piltzer is a University professor ,
was also an advisor of two American
presidential administrations and therefore is closer to our system of concepts.
His also a multimillionaire businessman
in wellness insurance and software. Every year he is giving an open speech in a
stadium for 60,000 people. The first of them, Robert Allen has lectured in his
own seminars, or designed seminars
which at least 100,000 people have attended during 1980-1990. R. Allen
became rich by buying and selling real estate. He started without capital and it took him 10 years to make his first
million. He made then 20 millions in
less than 6 years and finally 200 in less than 22 years, by giving seminars and
publishing books on how to make wealth. Napoleon Hill lived during the 20th century (he is
the only one of the four that he is no
longer living) and became millionaire by writing books.
His book “Think and grow rich “ was translated
in almost all languages and was read, till 1990, by at least 15 million people!
He had his own foundation and educational academy, and had introduced courses
about techniques of success, that became standard, even in the USA high school
curriculums. Robert Kiyosaki started also without capital and made his first
part of his wealth by buying and selling real estate. Later he created many
companies. He has designed educational games and is giving lectures in
Universities about how to follow a successful personal path in business. All of
the 4 millionaires have first rank bestseller books. All the chosen
millionaires are strongly oriented in educating other people, and this makes
their case entirely relevant and useful for this paper. I should mentions that
already the 2nd of the above millionaires (Napoleon Hill) was
assigned during the 1st part of the 20th century by
Andrew Carnegie (the owner of the largest part of the American industry of steel at that time) to work for 20 years and
interview at least 500 of the most famous millionaires at that time and create
a philosophy of success which would be the common pattern of thinking of all
above successful businessmen.
To enhance the necessary information for the
discussions, with fresh information, I include material from the famous
research of two university professors Danko W. Ph.D. and Stanley T.
Ph.D. who made the largest scale known statistical research in the world, on
the behavior and decision styles of 2,000 millionaires in USA during the
decades of 90’s and 2000’s
Thus the study presented in this short note,
although focused on the concepts introduced by the above 4 millionaires, is in
fact also representative for the largest part of the population of millionaires
in society.
2.
Two types
of knowledge and education
The first thing with which an academic lecturer
is surprised when reading manuscripts by millionaires is a very strict
principle about what one can learn from other people in his path to business
success. We might phrase this principle as follows:
“ If you want to apply what you learn, and
became what you learn, never ask to be taught from someone that has not
attained it, already”
According to this principle a university
professor is not qualified to teach anyone how to become a successful
businessman, unless the professor himself is a successful businessman.
This paradox give me the opportunity to
discriminate between two types of knowledge and education.
1st type of Knowledge and education
1) Knowledge that has been acquired, 1st
hand, by a person, from his personal experience in becoming his goal. This
knowledge can be partly only transferred during an educational procedure , and is much more than simply
information or interpretation: It is changing yourself.
2nd type of Knowledge and education
2)
Knowledge that is
from a third observer in a situation, and is transferred as information or
interpretation in an educational procedure to another person.
In this latter 2nd type of knowledge
and education belongs mainly the academic knowledge and education.
But in the chosen case study of the above 4
millionaires we discover knowledge and education which belongs to the 1st
type.
3.
How
millionaires educate, EQ versus IQ, and what is not taught in the Universities
As the knowledge and education of the
millionaires is of the 1st type rather than of the 2nd
type it is different from the traditional university education. What one
immediately observes as different is that they include principles of emotional
intelligence (EQ) . An interesting book on EQ is written by Goleman Daniel (see
references below). It seems that the ratio of the use of Emotional intelligence
versus Intellectual Intelligence (IQ), by an average person in business, at the
present time, is 24:1!
Another interesting characteristic of the
education of the above millionaires is that they insist to educate their
followers to give 10% of their annual gains in charity.
For them is it is a direct proof that the goal
of creating business and wealth is mainly not a selfish goal but rather a
social good, goal.
They call their education “a smooth path” from
the state of consciousness of the employee as a physical person, to the state
of consciousness of a company owner or
multinational investor.
To the usual attitude that “all this efforts
are in vain” “you cannot take it with you after you die” they state clearly
that they do not agree. Of course they cannot take the money with them when
they die. But they insist, that it is not about money. What the consciousness
learns through the initial desires, the use of faith, the hopes, the
persistence, the organized activities, the understanding of other people, the
benevolent charity, the effect in society etc, is also an internal development
road. If in addition the millionaire tries to write books and educate other
people how to achieve what they have achieved, this creates a legacy that
outlives individuals. As Robert Allen puts it, it is only the poverty-minded
who think that wealth resides only in material things. The coming of death
will, not disappoint those who look upon wealth as thoughts and attitudes.
It seems also that they mention the phrase
“passing through the mirror” at the process of sharing their success
4.
Business
organization levels and the subjective self
According to Robert Kiyosaki (see [1997] and
[1998] chapter 2, below) the very nature of the self of an individual changes
and certainly the idea that the individual has for himself is different ,
depending on the basic four organizational levels in business:
a)
Physical person
as employee
b)
Self employed professional
c)
Main owner of a
company (e.g. an S.A. company or corporation that stands as a legal person
rather than a physical person)
d)
Investor in many
other companies
The social orientation is also different from
level to level. E.g. while at level a) an individual as a physical person is
oriented in a personal use of money (or he might be even working for the money)
at level c) and d) he is conceiving money as raw material or a social good
rather than personal utility, and is concerned to multiply it so he can have
more or large companies, give job to more people, and produce new and better
services or products. Wealth is seen as a social good rather than a personal
good. Thus it can be said that millionaires eventually do not work for the
money! It is the employees that they think that millionaires work for the
money, because, the employees mainly might be working for the money.
The main concerns, subjective worries , necessary emotional qualifications (EQ) and
correlation of work with money of the people according to the business or legal
organizational levels are
Level a): “How to find a stable, job, with good
salary” EQ necessary: Reliability, tolerance to other persons
Level b): “I cannot find the right people to
work and complete the tasks”. Or “I am giving too much of my time to the
efforts of this work”, or “ I am paid x dollars per task in this study” EQ
necessary: Interest in the work, Self-reliance, initiative activities.
Level c) “
I am looking for a competent manager for my company” EQ necessary:
Understanding people and their motivations, Leadership, understanding society,
laws, rules in taxes , having great ideas.
Level d) : “My income would be a percentage of
the net profits or of the revenues?” EQ necessary: Understanding the interplay
of different business, nations, interaction of the individual with the world,
good practice of strong will and habits.
5.
Society
organization levels and the concepts of money
Based on the previous observations, we may
describe the different concepts of the idea of money as met at different
organization levels in society. We present the next table.
|
Organization level in society |
Role , value, and definition
of money |
|
0) Tangible objects |
Valuable object due to contained
precious metal (e.g. coins from gold or silver) |
|
1) Transactions |
Means of exchange |
|
2) Individual |
A measure of personal activities
awareness and a way to freedom of activities and choices. Also a measure
of “share” in the social power ,goods and services. |
|
3) Enterprise |
"Raw material" to
organize, hire people and "seed" for organizational and group
activities growth. Also a measure of “share” in the social power and goods |
|
4) Single domestic economy |
A measure of internal circulation
of the goods and services |
|
5) Many domestic economies with
many currencies |
A measure of external interaction
of the two economies as mutual flow of goods and services and a method of
indirect pricing of domestic goods and services of the one economy from the
goods and services of the other economy |
We see from the above table that while an
individual’s path of success shifts
from an employee to a self employed, to main
owner of a company and finally to an multinational investor, his idea of
money constantly changes. As the millionaire say themselves, “Money is an idea
invented each time at each new plan”. This could mean that any new pattern of
circulation of financial values parallel to the flow of services or goods may
also introduce new concepts of money. After all, since the “rule of gold” does
not hold anymore, new concepts of
intangible money , that they can practically be “issued from nothing” in a
domestic economy is a reality in modern society.
6.
Minority
thinking, versus majority thinking, success, and the Pareto 80/20 rule
It seems that an important factor in following
the path of success, is to think with principles and realizations that a
majority of other people, that do not succeed, do not think so. It is reported
that more than 95% of the small businesses are closing within 5 years. It is also reported that more than 95% of
speculative investors in capital
markets are loosing sooner or later their money. These percentages resemble the
80%-20% rule of Pareto. E.g. “more than 80% of the problems in a company are
created by less than 20% of the employees” Or “Less than 20% of the populations
in the planet consumes more than 80% of the energy resources” etc. R. Kiyosaki states clearly that in order to
be confident that you shall be in the
minority of less than 20% that shall succeed , you must challenge continuously
yourself and find convincing arguments
that you are doing things in a
different way and handle the risks in a different way than that of a majority
of more than 80% that shall fail.
The boundary between belief and self confidence
is the reality of events.
This different way that may put you in the
minority of the less than 20% that shall succeed is usually a “minority
thinking”, in the sense that you also think with successful principles ,
spiritual, intellectual, and emotional, that only a minority is using.
Therefore the psychology of a successful business man requires that his is not
following the “average”, the “common feelings” etc. The fact that he escapes
from the average psychology is described here with the Pareto rule.
7.
The basic
social attitude for business success
According to Paul Zane Piltzer, a whole new
reality is opened for exploring in the social interplay, if we adopt the Pareto
principle “The wealth of a part of society is not necessary the poverty of
another part of society, but it may very well be the wealth for all the other
parts of society” In smaller scale business another way to express the same
truth is that “A win/win attitude in business is the basic principle where all
subsequent success is based” P.Z. Piltzer was using a simple example with 10
people that make the population of an isolated island. More sophisticated
analysis of the above principle based
on the equilibrium models of macroeconomics would reveal significant potential that modern societies have for
common prosperity which is not explored and developed.
R. Allen was based almost entirely on the
win/win principle, in finding his method to make his first million, in 10
years, by buying and selling real estate without having any significant initial capital.
8.
EQ and
other mind set that does not lead to business success
In the previous paragraphs we discussed
attitudes that lead to success. It is interesting to try to enumerate some
attitudes and EQ based opinions that seem to prohibit for an ability for
success. It is more interesting when three of the above millionaires, give
according to their views a short list.
According to R. Allen the next assumptions are
the basis of a poverty-programmed mind
a)
Having a job is
good and ultimately leads to wealth
b)
Saving your money
is a good investment
c)
Debt is bad,
avoid it like the plague
d)
Security is good
e)
Failure is bad
f)
Wealth is
measured in material possessions
g)
The government,
my employer, or someone else is responsible for my financial well being
h)
The acquiring of
wealth is a win/lose game
i)
It takes money to
make money
According to R. Kiyosaki the next is a short
list of attitudes that prohibit us from success
a)
The love of money
is the root of all evil
b)
I shall never
become rich
c)
Do not risk
d)
Now it is late
e)
I am not interested
in money
f)
There is not
enough money for all to become rich
g)
Live with utter
frugality
h)
I have a family
therefore all I need is a good job
i)
I do not feel
good, I am fat, I am getting old
j)
They have tried
it, you shall never succeed
k)
It is not worth
trying it
Etc
Finally according to Napoleon Hill, the path to
success is like a path in a dark forest, where the soul becomes noble. During
the travel we must beat many enemies. The enemies have names and the names are
a)
Fear I) Impatience q)
disloyalty y) hypochondria
b)
Greed
j) cruelty
r) revenge z)
indecision
c)
Intolerance k) mercilessness s) deceit
d)
Egotism l) injustice t) falsehood
e)
Lust m) slander u) insincerity
f)
Anger n) gossip v) vanity
g)
Hatred o) undependability w) worry
h)
Jealousy p) dishonesty x) envy
9.
Quality of
consciousness required in business success
According to Napoleon Hill the resources of subjective consciousness
that an individual, who is following a path to success, has to resort, can be considered as a realm
which is the base of all religions, yet, it is none of the religions.
Napoleon hill interviewed and studied more than
500 millionaires of his time for 20 years to reach at his conclusions. Among
these individuals were
Henry Ford F.W. Woolworth
Theodore Roosevelt Edwin C. Barnes
Elbert Hubbard Arthur
Brisbane
Charles Schwab Woodrow
Wilson
John Rockefeller Alexander Graham Bell
Thomas Edison John
Paterson
Andrew Carnegie
In particular he describes the necessary phases and steps with the following terms
·
The individual
starts with a strong desire for the goal and its success. Without it,
there is no flame and fuel to go on and surpass all the difficulties that are
waiting. Without the desire the consciousness is not involved neither at the
levels of mortal emotions, neither at the level of the soul, neither at the
levels of intellectual abilities and spiritual will.
·
Second the
individual is using much of faith. He has to visualize his goals and
believe in the attainment of his desires. The ability of faith and hope
is also the basis of his happiness at the later phases, that he has succeed in the goals, of the
intermediate steps. That happiness shall create the necessary confidence and
further desire to proceed. In practicing faith the individual must learn to use
autosuggestions, learn to reassure and affirm himself, and show compassion
and mercy to himself. He might have to use repeated patterns of inner dialogue or even
talk loud to himself. The role of
imagination and visualization is
crucial to keep the desire alive.
·
Next he has to
use specialized knowledge usually applied in natural phenomena (e.g.
science) to plan his actions and results. At this phase the role of the
Intellect and concrete knowledge enters.
·
The specialized
knowledge must deploy to an organized plan, that he execute with the power
of habits, both atomic and collective. The author here, even used the term cosmic
habitforce, to describe the underlying repetitive power, like that
of many motors or celestial bodies.
·
The art of decision
making is an important factor of success. The individual must have the
habit of taking fast decisions, sticking on them and changing them, if
necessary, slowly. According to the quality of his decision , he shall have a
corresponding quality in the ways to attain his goal.
·
Persistence is indispensable. Most of the other would give
up after facing so many difficulties, but the one to succeed has to insist.
·
He must
understand how the group power is working with people. According to
Andrew Carnegie, this law, in human activities and social power, is like the
law of universal attraction of celestial bodies, of Newton. When to n
individuals is added one more and
altogether work harmoniously for
a goal, the attraction to other individuals for the same goal at the group of n+1 is increased compared to
the group of n.
·
The individual
must also understand to mystery of sex transmutation and how it gives
enthusiasm , flame and more desire and power
to achieve the goal. In the statistics of Napoleon Hill, most of the
subjects, he studied, succeeded at an age between 40 and 60, and this is
related to the sex transmutation.
·
In addition he
must understand the role of the subconscious mind and the sixth sense.
This shall help him to overcome difficulties when the analytic mind and the
available information cannot. After all, too many things that are important in
achieving the goals, are not observable and traceable with the senses, or
existing information
·
And last but not
least the individual must outwit the basic products of the devils workshop: The
basic six fears plus the last worse than fears 7nth evil of susceptibility
to negative influences by other peoples minds.
Fear of poverty
Fear of criticism
Fear of ill health
Fear of loss of love
Fear of old age
Fear of death
But the worse than fears evil seems to be the
susceptibility to negative influences , as it is deeply rooted in people. It
is very difficult to handle it, given
that the basic nature of a human being is to socialize with other individuals.
When the door to the sixth sense has opened (and it is one of the
qualifications that has to be used) it can have as result both good or bad. The good and favorable side of
the infinite intelligence and of other
people or the bad and unfavorable side of the infinite intelligence and other
people. Susceptibility to negative influences increases. It is not like the
internet network, where at least there are safe protocols, and firewalls
against hackers. This latter bad result, can cause emotional and mental pain
by far worse than the physical pain. And the inability to be protected from
distant or closer “contaminations” can easily result in to bad health (cancer
etc). It seems that really few can stand with stronger spirit this pain and
proceed to their goals.
According also to
Napoleon Hill, riches are not only the money riches, but
a
combination of many types of wealth
from which he mentions 12 basic. We
cannot enjoy and be happy with money riches if we have not the other 11
types of riches too:
1)
Positive mental
attitude to our goals, and eventually to society
2)
Sound physical
health
3)
Harmony in human
relations
4)
Freedom from
fears
5)
The hope of
achievement
6)
The capacity for
faith
7)
Willingness to
share one’s blessings
8)
A labor of love
9)
An open mind to other subjects
10)
Self discipline
11)
The capacity to
understand people
12)
Economic security
The efforts in life according to Napoleon Hill should be guided by
8-principles
1)
Material
prosperity
2)
Sound physical
health
3)
Peace of mind
4)
Hope
5)
Faith
6)
Love
7)
Romance
8)
Wisdom
10.
Four
phases of wealth creation and the parallel states of consciousness
According to Robert Allen (see references
[1983]) there are in his experience, four faces in creating wealth with
different emotional involvement.
Phase 1: When wealth is from practically zero
to 70,000 dollars. It is called the preparation stage, and the individual must
outwit the false assumptions-opinions that lead to poverty, and learn new
patterns of emotional intelligence.
Phase 2: The wealth is between 70,000 and
300,000 dollars. At his stage the struggle is
strong for practically everything, the sacrifices significant and the
gravitation to fall back to an easier life very strong
Phase 3: The wealth is between 300,000 to
900,000. It seems now that favorable fate is smiling to the individual, and the
struggle is much less. Faith is now giving place to confidence as reality of
growth reassures. Still it is easy for everything to be lost at a glance.
Phase 4: The wealth is more than one million
dollars. By now the individual is not mainly concerned with how to grow the
wealth, as he is more concerned with how to maintain it. Opulence seems to be a
reality. Yet he may live in a style of being frugal. He learns the techniques
of using wealth-vehicles like corporations, legal persons etc. The confidence
in himself is strong, the power he feels real, but how to handle the measure
and balance between private life and
public life is also a real test to his
happiness.
12.
Understanding
human motivation and quality on social relations
As we wrote before when making success in
business, and individual must understand why people do what they do. But in
trying to understand the motivation of other people he can misjudge them , which results in to slander and falsehood,
even if he does not realize it. This has as effect that he also is degrading sooner or later his own motivations.
Neither it would be realistic to understand human actions with terms too high
that are not realistic to the human nature. According to Andrew Carnegies and
Napoleon Hill, the basic 9 motivations for the actions of individuals are
·
The emotion of
love
·
The emotions of
sex
·
The desire for
material gains
·
The desire for
self-preservation
·
The desire for
freedom of body and mind
·
The desire for
self-expression
·
The desire for
perpetuation of life after death
·
The emotion of
anger
·
The emotion of
fear
13.
The subjective side of the assessment of
risk
Most of the university students when asked,
would agree that creating and running a company is a very risky endeavor.
But according to the above millionaires, this
is rather because the educational system is creating the psychology of
employees rather than of employers. For them the risky situation is to be an
employee in a company, while running one or more companies is quite safer. It
seems that here the rule of 80/20 is working and the millionaires have
developed a different “minority thinking” which place them in safe way in to
activities that most other people consider risky. Stanley T. Ph.D has been lead
to the same results (see references
below), in his statistics through interviews of 1,000 American millionaires. He
was surprised to discovered it too, and he devoted a whole chapter in trying to
explain it..
14.
Happiness,
and business goals
Some times it is said that “Money, cannot make
you happy” . But the truth is that “Sometimes, money cannot necessarily make
you happy” And the four millionaires
that were chosen as case study in the paper, as it seems, were all of them
looking for happiness, peace of mind, joy, feeling of accomplishment etc. In their
search for happiness they included as
an almost indispensable factor the creation of wealth. As it is said there are
two problems with money: a) not having enough ,b ) Having too much . It may
seem that “having too much” is an easily solvable problem. But it is not at all
so. Most of the wealthy people spent most
of their 24 hours in a day, and probably of their life, trying, to
manage money, which very often leads them to unhappiness. Therefore the right
measure of efforts and spent time is very important factor for happiness, some
times as important as the ability to have wealth at all. What is important
nevertheless is to realize that they
did not try to find happiness as goal opposite to making wealth. Rather as
a goal mutually supported my the goal
of making wealth.
According to Napoleon hill, wealth itself is
already qualities of consciousness, that sooner or later result to material
wealth also, if the will is practiced. And peace of mind in creating wealth is
·
freedom from
negative forces that may posses the mind.
·
Freedom of fear
and worries
·
Possession of the
joy of work and accomplishment
·
The habit of
helping other to help themselves
·
The habit of
thinking in terms of what you wish to do rather than in terms of the obstacles
that may get in to your way.
·
The measure of
not too little not too much in targeting wealth.
And many other that cannot be included in this
short note.
15.
Statistics
of millionaire’s behavior in USA
In this paragraph we shall present some statistical data from millionaires in USA (1990-2002) as they were collected by the research of Dr T. Stanley (see references) on over 1,000 millionaires. We shall focus again on their subjective experience, on the path to success, and their degrees during their education. The main success factors as reported in the questionnaires by the millionaires were
·
Integrity—being honest with all people
·
Discipline—applying
self control
·
Social
skills—getting along with people
·
A
supportive spouse
·
Hard work—more than most
people
More details are found in the next table
|
ACTIONS AND THOUGHT PROCESSES USED BY MILLIONAIRES TO ELIMINATE/REDUCE FEARS AND WORRIES AND INCREASE COURAGE (Sample
size N=733) % MILLIONAIRES WHO
USED ACTIONS/PROCESSES |
|
Hard Work |
94% |
|
Believing in Myself |
94% |
|
Preparation |
93% |
|
Focusing on Key Issues |
91% |
|
Being Decisive |
89% |
|
Planning |
87% |
|
Being Well Organized to Deal with Big
Issues |
83% |
|
Taking Immediate Action to Solve Problems |
80% |
|
Countering Negative Thoughts with Positive
Ones |
72% |
|
Outworking, Outthinking, Outtoughing the
Competition |
71% |
|
Visualizing Success |
68% |
|
Never Allowing Fears to Control MyMind |
66% |
|
Defeating Fear by Attacking It |
65% |
|
Sharing Concerns with Spouse |
65% |
|
Counting My Blessings |
64% |
|
Exercising Regularly |
60% |
|
Seeking Advice from Outstanding People |
59% |
|
Consulting Skilled Advisers/CPA/Attorney |
56% |
|
Never Dwelling on Past Mistakes |
55% |
|
Sharing Concerns with a Trusted Friend |
50% |
|
Using Mental Toughness Developed Sports |
50% |
|
Reading About People with Courage |
40% |
|
Having Strong Religious Faith |
37% |
|
Praying |
32% |
In the same research is proven that the
majority of the millionaires who essentially belong in the category of Business
Owners (they have also among millionaires the largest wealth size) were
students of C-B mainly, or of an average 73% in 100%.
16.
Epilogue
We
certainly do not teach in Universities
the necessary emotional intelligence (EQ) for business success, neither
the individual’s consciousness qualities that are required. But even if we did,
the statistical results prove that only a very small minority would take
advantage and respond to them. It seems also that schools are supporting more
the psychology of good employees, than the psychology of good employers.
The demand for the right education in companies
is nevertheless existing.
Napoleon Hill reports a case in his book where the creator of a
very large insurance company , was inspired to create the company from one of
the Napoleon’s Hill books. When the company was created, it grew in to
prosperity, with the owner insisting that all his employees, would be educated
in to the philosophy of success, that N. Hill had created. His insurance
company became one of the very large in USA. This incidence led, later,
Napoleon Hill, to make his own Educational Foundation and Academy.
The chosen case studies of successful
individuals are examples that value education as the primary factor that leads
to financial success. They prove it, too, by their educational practice.
But education has to be combined with strong
personal desire for the goals of success and qualities of the consciousness. In
the absence of the latter, education remains in the realm of information only
and the goals are not personal reality.
REFERENCES
Allen G. Robert [1983] “Creating wealth” Fireside book Simon
& Schuster
Allen G. Robert [2004] “Multiple streams of income” John Wiley
and sons, Inc Hoboken N.J.
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