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Secrets
of Self-Made
Millionaires
How You Can Create an Extraordinary
Income and Build a Million-Dollar Net Worth…
Starting from Scratch

Adam Khoo
Published by Adam Khoo Learning
Technologies Group Pte Ltd
10 Hoe Chiang Road
#01-01 Keppel Towers
Singapore 089315

First published 2006

All right reserved. No part of this publication may be reproduced, stored in a retrieval
system, or transmitted, in any form or by any means, electronic, mechanical, photocopying,
recording or otherwise, without the prior permission of Adam Khoo Learning Technologies
Group Pte Ltd.

This book is sold subject to the condition that it shall not, by way of trade or otherwise,
be lent, re-sold, hired out or otherwise circulated without the publisher’s prior consent in
any form of binding or cover other than that in which it is published and without a similar
condition including this condition being imposed on the subsequent purchaser.
DISCLAIMER
Copyright©2006 by Adam Khoo This book contains the ideas and opinions of the author. It is not a recommendation to
purchase or sell any of the securities, businesses or investments discussed herein.
ISBN 981-05-5284-X The author and publisher are not stockbrokers, broker dealers, or registered investment
advisors. We do not recommend any particular stocks, investments or securities of any kind.
Cover by Jason Chua If particular stocks and investments are mentioned, they are mentioned only for illustrative
Edited by Betty L. Khoo and educational purposes.
Illustrations, Design & Layout: Tan Mui Siang & Susan Lua
Although we have made the best efforts to provide the most accurate and up to date
Printed in Singapore information, no warranty or guarantee is given regarding the accuracy, reliability, veracity,
by Seng Lee Press Pte Ltd or completeness of the information provided herein. The author and publisher disclaim any
responsibility for any liability, loss or risk, which may arise as a consequence, directly
Printed on excel bulky satin made from total chlorine or indirectly, from the use and application of any of the ideas, strategies or techniques in
free pulp, environmentally friendly paper. this book.

iii
 Also By the Same Author
I Am Gifted, So Are You!
Master Your Mind, Design Your Destiny
Clueless in Starting a Business
How to Multiply Your Child’s Intelligence
Table of Contents
Dedication from the Author Adam Khoo
Dedicated to my Daughters Kelly and Samantha Khoo

Special Thanks to
Clickbank.com Rosalind Gardner Acknowledgements iv
Corporateinformation.com Roboform.com
Google.com Serenityhealth.com About Adam Khoo vi
Hauntedstudio.com Smartcover.com
Hearandplay.com Singapore Exchange Limited (SGX)
Lillian Too Wire-sculpture.com Section I Seven Steps to Financial Abundance
Maddentips.com Wordtracker.com Chapter 1 Secrets of A Self-Made Millionaire 3
Moneycentral.com Yahoo! Search Marketing Chapter 2 Seven Steps to Financial Abundance 17
Morningstar.com Chapter 3 The Nine Habits of Self-Made Millionaires 23

Section II Cash Flow Strategies of the Rich

Acknowledgements Chapter 4 How the Rich Manage Cash Flow 61
To my parents Vince, Betty and Joanne who have given me unconditional love and support
Chapter 5 The Four Levels of Wealth 71
throughout the years. To my wife. Sally who has been my pillar of inspiration and strength.
To my two daughters Kelly and Samantha who make me smile everyday. To my partner,
Patrick Cheo, who has been sharing my vision and continually pushing me to the next level. Section III How to Massively Increase Your Income
To my partner Stuart for being the ultimate tag team partner for joining me on this amazing Chapter 6 Commanding the Highest Price Tag 89
mission of empowering lives. To Zachary Low for being a great friend and business partner Chapter 7 Time is Money… Here’s How to Maximize It 109
I can always depend on. To Gary Lee for years of friendship and support. To my trainers Chapter 8 How to Magnify and Multiply Your Income in Any Career 121
Amin Morni, Ramesh Muthusamy, Melvin Chew, Danny Tong,Yuan Yee and Jeff who keep
bringing our programs to a higher level through their passion and dedication.
Section IV Creating Multiple Streams of Income Online
To the entire staff of Adam Khoo Learning Technologies Group, Adcom and Event Gurus Chapter 9 Building a Lucrative Business Without Quitting Your Job 147
who have tirelessly spent all their weekends and late nights working to build the companies Chapter 10 Turning Your Passion into Lifetime Streams of Income 159
at an incredible rate. Special thanks to Andrew Ling, Cindy Lim, Cherie Kiew and Kelly Yee Chapter 11 Secrets of Building a Profit Generating Website 181
for a great job in putting the whole book together. Chapter 12 How to Attract Tons of Paying Customers Online 203

This book is also dedicated to the hundreds of coaches & Whoosh members who have
Section V Managing Money & Controlling Expenses
volunteered their time to continuously come back and coach for the Superkids™, ‘I Am
Gifted So Are You!™’, ‘Patterns of Excellence™’ and ‘Wealth Academy™’ programs. Chapter 13 The Number One Principle of Self-Made Millionaires 225
Chapter 14 Strategies to Manage Your Money & Control Your Expenses 231
To all my principals, teachers & lecturers from Ping Yi secondary school, Victoria Junior
College and The National University of Singapore who have played a tremendous part in Section VI Building Your Million-Dollar Net Worth
shaping the person I am today. Especially to Prof. Wee Chow Hou, Mrs. Lee Phui Mun, Chapter 15 Growing Your Money at Millionaire Returns 245
Mrs. Ng Gek Tiang, Dr. Kulwant Singh & Dr. May Lwin. To my mentors and trainers Chapter 16 Getting a 12.08% Return Risk Free? 267
who have helped me discover the true power within myself. To my first mentor, Ernest
Chapter 17 Winning with Mutual Funds 275
Wong who taught me who I am. To Dr. Tad James, Dr. Richard Bandler, John LaValle,
Tony Buzan, Brad Sugars, Robert G. Allen and Anthony Robbins all of whom have taught Chapter 18 How to Pick Stocks Like Warren Buffett 287
me the invaluable strategies of wealth and success. Chapter 19 The Eight Criteria of Buying a Great Business at a Great Price 319

To the management and staff of American International Group, John Hancock, Prudential Section VII Your Millionaire Master Plan
Life Assurance, Great Eastern Life, Lux Asia, Ngee Ann Polytechnic, NUS, NTU, Chapter 20 Designing Your Millionaire Roadmap 341
Youth Challenge, Marshall Cavendish, Prentice Hall & Dennis Wee Realty for your
invaluable support.
References 364

iv v
 About Adam Khoo
Adam Khoo is an entrepreneur, a best-
selling author and a peak performance
trainer. A self-made millionaire by the age
of 26, he owns and runs three businesses
with a combined annual turnover of
$20m. He is the Chief Executive Officer
of Adam Khoo Learning Technologies
Group Pte Ltd, one of Asia’s Largest
Public Training Companies and Education Group.
Adam is also the best-selling author of four books including
SEVEN STEPS
‘I Am Gifted, So Are You!’ that was ranked the MPH#1 best-seller in
1998 and 1999. He also co-authored ‘How to Multiply Your Child’s TO FINANCIAL
ABUNDANCE
Intelligence’ & ‘Clueless in Starting a Business’. His fourth book is
‘Master Your Mind, Design Your Destiny’ which was the second highest
selling book in Singapore in 2004 and has been on the Straits Times
Life! best-sellers list for thirty-six weeks.
Adam holds an honors degree in business administration from the
National University of Singapore. As an undergraduate, he was ranked
among the top one percent of academic achievers and became a pioneer
in the Talent Development Program.
Over the last 15 years, he has trained over 245,000 students, teachers,
professionals, executives and business owners to tap their personal
power and achieve excellence in their various fields of endeavor. Some
of his corporate clients include Tupperware, Ministry of Defence, The
Singapore Police Force, American International Assurance, Prudential
Assurance Company, Lux Asia, Rolls Royce Marine, Hewlett Packard,
Legal Aid Bureau, Singapore Telecoms and many more.
His success and achievements are regularly featured in regional

I
media like the Straits Times, the Business Times, the New Paper, Lianhe
Zaobao, Channel News Asia, Channel U, Channel 8, Newsradio 938,
The Hindu, The Malaysian Sun and many more.

section
vi
 chapter

SECRETS OF SELF-MADE MILLIONAIRES CHAPTER 1 SECRETS OF A SELF-MADE MILLIONAIRE

1
Secrets of A Self-Made Millionaire

F irst, I would like to thank you for picking up this book.

Your investment of time and money in reading this book
only means that you know you can and deserve to make a lot
more money and achieve greater wealth in your life.
You know that you can achieve the wealth that will allow you to
experience the freedom and security that you deserve. Money that
will allow you to live the lifestyle of your dreams, to do what you
truly love, to buy what you have always wanted, to share it with the
people you care about and to make the world a better place through
your generosity.
Well, I have great news for you. You already have in your
possession, the greatest money making asset that you will ever need.
You have the exact same raw materials available to you as what
Bill Gates, Warren Buffett or Donald Trump started off with.

The Greatest Money Making Asset

That Will Make You A Fortune
So what is this one asset that all of us already have at our disposal?
No, it’s not your double degree, MBA or PhD. from the best
universities. And no, it’s not the inheritance the ‘lucky’ get from
rich dad, rich uncle or rich grandma to kick-start their business.
No, this asset is so powerful that it will not just give you a
4% return like the bank or even a 20% return which you would
expect from the stock market. This asset has the potential to give
you infinite returns. In fact, it can, if passionately developed, give
you a 1000% return on your time investment.
The asset I am talking about is something that all of us have
been given at birth. It is an asset that all of us have in common.

2 3
 SECRETS OF SELF-MADE MILLIONAIRES CHAPTER 1 SECRETS OF A SELF-MADE MILLIONAIRE

It is this one single asset that will generate for you unlimited wealth. Latest brain research has shown us that all of us have basically
This asset is your mind, also known as your intellectual asset! the same neurology and that all of us share the same phenomenal
When you invest time and money to expand your knowledge brain potential. In fact, the average person uses less than one percent
and skills, especially your financial education, it will return you of their potential intelligence in their entire lifetime (if you want
millions of dollars in income streams for the rest of your life! And to know more about brainpower, read my first book, ‘I Am Gifted,
that is exactly the purpose of this book, to massively increase the So Are You!’). So, as long as you have a functioning brain, you are
power of your intellectual asset. already born with the greatest money making asset that you will
The reason why I believe in this so much is because like many ever need.You have the exact same raw materials available to you as
self-made millionaires, I started with nothing but a hunger for Bill Gates, Warren Buffett, Richard Branson and Donald Trump. All
knowledge of how to create wealth. Today, I can honestly say that these billionaires started with nothing but their intellectual capital.
the millions of dollars my partners and I have generated for our So, whatever your passion and purpose, I am going to share with
companies and our families have been spun off from nothing but you how to start activating your greatest asset by giving you what
the ideas in our heads. Ideas that would not have been there if not I believe is the cutting edge, the most advanced and powerful wealth
for the investment we had made in our financial education. creation strategies available today. You will learn precisely how to
In the past, the majority of a company’s assets were made up create, control, multiply and manage your wealth.
of physical stuff like machinery, plant, equipment and land. You
would value a company by adding up the book value of all its fixed If You Want to Get a 1000% Return on
assets. Today, over 90% of a company’s value is in its intellectual Your Investment You Must Do this...
assets! Look at Google, Microsoft, Nike, Berkshire Hathaway or However, in order to get the most out of this book, I encourage
Ebay. They are worth billions of dollars and generate hundreds of you to participate fully in all the exercises and activities I have laid
millions of dollars a year and yet they hardly own much physical out. As you read, circle key concepts, jot down notes and constantly
assets. If you were to add up the total value of their factories, bank return to them for reference.
account, inventories and office equipment, it would make up less When it comes to specific activities, stop reading, grab a pen
than 5% of what the company is worth. In fact, Nike doesn’t even and follow the instructions that I will give to you. I believe that in
own many factories. The wealth of these companies lie in the ideas jotting down and doing, you will truly integrate the essence of what
of the people working there. I am going to share with you.
The same thing goes for you! Over 90% of your wealth is not If you have little or no background in finance and accounting,
what you have in your wallet or in the bank, it is the ideas that some of the later chapters on investments may seem a bit intimidating,
you have in your head! In the information age of today, one great but don’t worry, keep pushing yourself and you will master it in
idea can be worth a billion dollars. That was how a kid in blue no time.
jeans with no money, working out of his adopted parent’s garage Finally, I would like to challenge you to complete this book
could become a multi-millionaire at age 25 (Steve Jobs, CEO of within ten days or less. How? Simply spend at least an hour a day
Apple Computers). reading two chapters, digesting the material and putting it into
That’s also how a 35-year old Indian national who arrived in a action. Statistics have shown that 72% of people who buy a book
foreign land (Singapore) without a single dollar in his pocket and never complete it and less than 3% ever follow through by applying
nothing but a job offer from a prospective employer, could build what they have learnt. What a complete waste of money and time!
a global company with an annual revenue of $3.4 billion with But I believe you are different. I believe that you are someone who
800 staff in 31 countries all within just five years (Vikas Goel,
CEO of eSys Technologies).
4 5
 SECRETS OF SELF-MADE MILLIONAIRES CHAPTER 1 SECRETS OF A SELF-MADE MILLIONAIRE

is fully committed to getting immediate results in your life. So, get I saw the immense financial freedom and security they enjoyed
pro-active as you read and you will begin to see doors and windows and it opened my mind up to the possibilities of what was achievable.
opening for you. In my family, it was not uncommon for someone to make a million
dollars a year in personal income and so it installed a belief in me
My Journey as a Self-Made Millionaire early on in life that it was indeed possible, especially as my dad and
So, what qualifies me to be your wealth coach? Who am I to teach his brothers all started with absolutely nothing.
you about how to make money? Am I the richest guy in the region? However, the greater privilege I had was that although my dad
Or even in Singapore? Of course not! But I dare say that I am was wealthy, he intentionally gave me nothing... but love, food and
someone who has created massive wealth within a very short period educational support. My dad saw how most kids who were born
of time. rich and given all the financial benefits eventually ended up spoilt
At the age of 26, I became one of Singapore’s youngest self-made and totally screwed up. So, he followed the motto ‘you have to be
millionaires (despite being in the army for two and a half years). cruel to be kind’ and went the other extreme. Even though we lived
As a result, I was featured in almost every major newspaper and TV in a bungalow and my dad had four country club memberships,
channel in the country. (You can view these press reports at www. I got less pocket money than my schoolmates. While many of my
adam-khoo.com). Today, at the age of 31, I own three businesses friends had lots of pocket money left over for snacks, marbles and
with a combined turnover of over $20 million and personally earn card games, my dad would just give me just enough for a bowl of
over $936,000 a year, half of which come from my investments. And noodles and a drink. Even when he gave me $2 to buy something
I created all this wealth starting with virtually nothing but the ideas worth $1.50, he would ensure that I handed the 50-cent change
in my head... the same raw material that you too have been blessed back to him. Sometimes I felt very deprived and thought my dad
with. I did it without a single dollar in inheritance, no bank loans or was a real scrooge. But it was precisely the way dad brought me up
any external investments. that became a blessing in disguise. It laid the foundation to my true
wealth education, which was to be hungry for wealth and success.
So How Did I Achieve All This? My dad believed that if a parent gave his child everything, he
I would say that the greatest contributing factor was my very intense would kill the child’s hunger for success. He knew that hunger was
desire for success and wealth. It was this passionate desire that drove the key to motivation and the only way to make me hungry was
me to want to learn everything I could about the strategies of the to deprive me. Whenever I asked my dad to buy me something,
rich. From the age of 15, I was obsessed with reading books on his predictable reply would be, ‘Why should I buy it for you?
success and wealth from authors like Warren Buffett, Peter Lynch, Buy it yourself!’ So early on in my life, I learnt that nobody owed
George Soros, Anthony Robbins, Zig Ziglar and many others. me a living.
I would model the mindsets and strategies of these people and begin At that time, I was addicted to arcade games and had a love
to take and apply every new technique I learnt until I achieved the for collecting Star Wars toys. And since my dad was certainly not
results I wanted. going to give me the money for it, I decided to make my own
So what first inspired me to become wealthy? Why was I money. I felt that if I had my own money, then I would have the
thinking about how to become a millionaire while all my friends absolute freedom to buy what I wanted, without asking anybody’s
were thinking about what was the latest show on television? Yes, in permission, especially my dad, who would give me a one hour
a sense I was privileged to be born into a wealthy family where my lecture for wasting his money. This was when I first adopted
dad and my uncles were living in million dollar bungalows, driving the belief that ‘money equals freedom’. This is one of the single
Mercedes Benzes and earning million dollar incomes. most important beliefs that has been the driving force behind my
motivation to make money.
6 7
 SECRETS OF SELF-MADE MILLIONAIRES CHAPTER 1 SECRETS OF A SELF-MADE MILLIONAIRE

It was my best friend’s father who gave me my first job. He had NLP taught me how to set inspiring goals in my life and more
a wholesale stationery business and would get my friend and I to importantly, how to build in myself the confidence and motivation
sell stationery door to door to other companies during the school to achieve them.
holidays. I was only 13-years old at the time. Looking back, it was I learnt that by modeling the mindset and strategies of
during those days that I learnt how to overcome shyness and the fear anyone of excellence, I could produce the same outstanding
of rejection... two important traits of becoming rich. results within a short period of time. Since one of my new
Besides selling stationery, I also got a part-time job as a disc goals was to become a top student, I decided to model learning-
jockey for mobile disco companies. That boosted my confidence, as to-learn expert Tony Buzan, from whom I learnt powerful
I had to learn how to speak and entertain in front of crowds. During accelerated learning techniques like Mind Mapping, Speed Reading,
those years, I also developed a great interest in magic. I was a big Memory Enhancement and Whole Brain Integration learning.
fan of illusionist David Copperfield and every bit of spare money I was also highly inspired by Anthony Robbins, a janitor turned
I earned went to buying magic tricks and practicing until I was an multi-millionaire. It was from reading his first book ‘Unlimited
expert at sleight of hand tricks. Power’ that I was first exposed to the life changing concepts of NLP
I got my first break as a ‘magician’ when my mum got me to and success conditioning.
perform at my cousin’s kindergarten graduation. That was for Empowered by the prospects of limitless self-growth, I applied
free but that gave me the confidence and idea that I could start everything I learnt. My grades improved tremendously. From a below
charging for my magic shows. So I added ‘part-time magician’ to my average student, I eventually graduated as one of the top student in
repertoire of entertaining skills. I charged $40 for a two-hour show my secondary school Ping Yi, scoring 7As for the Cambridge ‘O’
and most of my clients were kindergartens, primary schools and Level Examinations and was accepted into Victoria Junior College
family friends who threw children’s parties. (the top ranking junior college at the time). I went on to study
You must be wondering by now how I managed to study and pass Business Administration at the National University of Singapore
my exams while involved in so many money-making activities? Well, where I was ranked among the top one percent of academic achievers
when I was in primary school, way before I started all these schemes (NUS has been ranked the 18th top college in the world by Times
to make money, I was a typical lazy, unmotivated underachiever who Higher Education Supplement, Britain) and qualified for the Talent
preferred to get into fights than to study. I used to be a rebellious Development Program, which was the university’s gifted program.
troublemaker who got expelled from school in primary three (aged Although I believed in the importance of excelling academically,
9) and did so badly for my Primary School Leaving Examinations I knew that scoring ‘A’s in school had very little to do with achieving
(PSLE) at age 12, that I was rejected from all the six secondary success and creating wealth in life. I knew that if I wanted to achieve
schools that I selected. I was eventually posted to a neighborhood my dream of becoming a millionaire by the age of 26 (one of my
school where I ended up failing most of my subjects and being goals), I had to learn the strategies of wealth creation. So from the
ranked among the bottom of the cohort. In sheer desperation to age of 15, I started to get obsessed with reading books on ‘how to
help me find some aim in life, my parents sent me to a motivational make money’.
camp for teens when I had just turned 13. (The full story is in my One of the first books I read which influenced me tremendously
first book, ‘I Am Gifted, So Are You, published in 1998). was ‘Think and Grow Rich’ by Napoleon Hill. It was from Hill
It was at this camp that I was first exposed to the concept of that I first understood the concept that money could be generated
Neuro-Linguistic Programming (NLP) and Accelerated Learning. from ideas and not just hard work. I learnt that if a person used his
I learnt about the power of human potential and how anyone, with muscles, he would only be worth a few dollars a day. But if he were
the right strategies can achieve any goal they set for themselves. to use his mind, his wealth would be limitless.

8 9
 SECRETS OF SELF-MADE MILLIONAIRES CHAPTER 1 SECRETS OF A SELF-MADE MILLIONAIRE

So I asked myself this question, ‘How can I make a lot more So with the first $3,500 I made, I went out and bought a second-
money with the same amount of time that I (as a secondary school hand set of turntables, a mixer and an equalizer together with two
student) now spend working weekends and school holidays?’ What helicopter spinning lights and a smoke machine and ‘Def Beat
service can I provide that would meet a popular need? Productions’ was born. My friends were not part of this investment-
Well, it so happened that among my friends it was the ‘in’ thing in-equipment aspect of the business but they helped in marketing
to go to discos. Because we were all well below age, we could only and providing the service and were happy with the rewards from that.
get into discos that organized afternoon tea dances on weekdays. So, not only did we run discos from then on, but I started to rent
No one could get into a disco on a weekend evening. So, I thought out my services to families who were throwing parties and needed
to myself, ‘ Why don’t I start a disco for teens and run it on a disco party. I spent all my weekends and my holidays running my
weekends?’ The great thing was that I already had the experience business while still studying at Ping Yi Secondary School. First-hand
from working as a part-time DJ. I calculated that if I could charge experience in this entertainment business was also crucial in teaching
each student $8 (the discos were charging $12 at the time) and I had me the skills that would later enable me to grow this entertainment
200 customers, that would be $1,600 a night! I got so excited with enterprise into a full-fledged event management business, ‘Event
my first money-making venture that I swung into action right away. Gurus Pte Ltd’.
My father wasn’t exactly happy about his son’s disco business,
My Very First Business... especially as the disco equipment was installed at home in my bedroom
Setting Up a Mobile Disco and my friends came often. But he couldn’t seriously complain as my
In the middle of secondary three (at the age of 15), I rounded up school grades only got better as, along with my escalating business,
a couple of my best friends, all students, to run this first venture. I kept setting higher study goals and achieving them.
For the venue, one of these friends managed to get the use of a
function room at the condominium he was living in. So we had free My Second Business Idea...
rental. After looking around, I eventually contracted a mobile disco Adam Khoo & Associates
company that would set up the disco lights, sound systems and spin In fact, doing well academically helped me to create another source
the songs all for $300 a night. I figured that we would still make of income when I was in junior college doing my ‘A’ levels. Because
a profit of $1,300. I used my IBM compatible computer with a I was achieving great results in school, I had the credentials to start
Wordstar program to print out tickets which we went round selling giving tuition to other students for $200 each a month. By teaching
to classmates as well as students from neighboring schools. these students (some of whom were just a few years younger) the
The response was phenomenal. On our first run, we had over study and motivation techniques I had learned, they started to show
300 kids who packed the place and we made $2,100 in one evening significant improvement in their school grades. This helped grow
while having so much fun. That was when I first learnt that great my reputation and clientele. However, after reading all these wealth
ideas make great money! Not only that, I think my friends and books and learning the power of multiplying the effects of my efforts
I had more fun running a disco than if we had been merely attending with ideas, I figured that I couldn’t make very much by tutoring one
it. That encouraged us to keep running these disco parties once student at a time.
every two weeks. Within a few months, we were rolling in cash. So I started to hire myself out as a freelance motivational trainer
That’s when I started thinking, ‘instead of paying the mobile disco who specialized in training students how to succeed in school.
company $300 a night, why don’t I buy my own equipment and I went round to schools in Singapore selling my program. Within
start my own business’? a few months, I was consistently conducting classes for a hundred

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 SECRETS OF SELF-MADE MILLIONAIRES CHAPTER 1 SECRETS OF A SELF-MADE MILLIONAIRE

students each time. With my charge of $20 per student, I was raking you! All it took was intense desire, a mindset of infinite possibilities,
in up to $2,000 a day! It blew me away that I was probably making the right strategies and consistent action and determination.
more money than my own teachers in school. I was only 17-years
old at the time. Money is A Game...
What really got me tons of business was when I decided to You Must Learn How to Play it
compile all my knowledge into a book. This book, ‘I Am Gifted, You see... making money is a game. If you learn the rules of this
So Are You!’ was written while I was in the Army. When it was game, money will flow into your hands. If you do not play by
launched in June of 1998, it topped the best-sellers list in the local the rules, you will struggle all your life financially despite working
bookstores, adding another huge (at the time) income stream to me. very hard.
As a result of the success of my first book, I co-authored three more Haven’t you ever asked yourself why some people earn five times,
books that multiplied my income streams even further. They were ten times or even twenty times more than others? Is it because
‘How to Multiply Your Child’s Intelligence’, ‘Clueless in Starting they are twenty times smarter? Is it because they work twenty times
a Business’ and ‘Master Your Mind, Design Your Destiny’ that was harder? Or are they many times luckier? The answer to all these
ranked on the Straits Times Best-Sellers List for thirty six weeks. questions is a resounding ‘NO’!
However, what truly enabled me to accumulate so much money I am sure you know people who seemed to be much lazier than
was not so much the income I created, but the lessons I learnt about you in school and had poorer grades but now they are so much
saving and investing from the stacks of wealth books that I read. more successful financially. Although their school report card used
I develop the habit of saving far more than what I was earning, even to be chockfull of ‘F’s, their financial report card carries straight
when I was still studying. ‘A’s. Why? The only reason is because they know how to play the
Instead of spending my money indulging in fun and frivolous game of money whereas most people have not learnt how the game
things, I invested almost everything I had into unit trusts and stocks is played.
through the investment strategies I had learnt from reading books You see... none of us are ever taught how to make money, how
by wealth gurus like Warren Buffett, Peter Lynch and George Soros. to invest money or how to manage our wealth and yet money is the
I more than tripled my money in the stock market through most important subject in our adult lives. Although many people say
investing in both US and Asian stocks. The boom lasted a few that ‘money isn’t everything’, that’s only a half-truth.The truth is
years then, just before the dotcom bubble burst in early 2000, that ‘everything is money’! In order to achieve excellence in the
I sold everything. different areas of lives like our health, relationships and family, we
I knew when to sell not from a lucky tip-off, but through need to be financially secure!
studying and understanding the market. It was obvious that the To be financially secure means to be ‘Free’ – free from being
Price-to-Earnings ratios were ridiculously high (you will learn hounded by creditors to pay one’s rent or the hospital to pay one’s
about this in the later chapters), and many technology stocks were bill. To have sufficient money to feed oneself and one’s family, to
grossly overvalued and bound to burst. Sure enough, the market pay for basic needs and to pamper ourselves with luxuries once
crashed, and that’s when I picked everything up again, for a song. By in a while. It also means the ‘freedom’ to walk away from a job, a
the time I graduated from university,I had two profitable businesses company, an employer, one cannot stand and have the option to be
going, a best-selling book and a growing investment account. employed or self-employed doing something one values and finds
At the age of 26, I had crossed the one million net worth mark. fulfilling. No one can quarrel with this definition of the need to
I began this book by sharing a brief history of my own journey have enough money.
not to impress you but to impress upon you that if I can do it, so can

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The traditional education system (thank God it’s changing) Now, let’s see if your reasons are similar to those I’ve heard over
never taught us how to be rich but instead brainwashed us into the years when this question was posed to people. Most people tend
becoming poor. We are taught beliefs like ‘study hard, get good to say:
grades and a good job and you’ll be set for life!’, ‘investing is risky’,
‘don’t act smart’, ‘don’t play with stocks or you’ll get burnt’, ‘don’t ‘I have no money to make money’, ‘I was born in a poor family’
be so money-faced’ or ‘don’t be so stingy’. ‘I need to support my family’, ‘I am too young/old’, ‘I’m not smart enough’,
As result of all the wrong anti-wealth advice, most people work ‘I have no opportunities’, ‘I’m too lazy’, ‘I lack the qualifications’,
hard all their lives, going around in circles in the rat race and ending ‘I have an unsupportive spouse’, ‘I lack the financial know-how’,
up broke and unhappy. However, a fortunate few eventually learn ‘I have too many children’, ‘I have no luck’, ‘I am afraid of taking risks’,
that wealth is not made by just getting a good job and working hard. ‘I lack discipline’, ‘The economy has been down’, ‘I made poor decisions’
It takes a different way of thinking and a totally different strategy.
Those that learn this lesson get out of the rat race and onto the path
of financial abundance and freedom. Do any of the reasons shown here match the ones you have
Some people take ten years to figure this out, some take thirty given? Now, I want you to look at all the reasons you have been
years and some never figure it out until it is too late. In this giving yourself and to take note of whether they are reasons that are
book, you will learn what others spend their whole lives trying to within your control or external reasons that you think are beyond
figure out. your control.
If you feel that they are self-created reasons like ‘poor decisions’,
First… You Must Know ‘lack of discipline’ or ‘lack the financial know-how’, then put a tick
Why You Are Not Rich, Yet next to it. If they are externally caused reasons like ‘no oppor-
tunities’, ‘bad luck’ or ‘lousy boss’, put a cross to it. Now, do you
Before learning wealth creating strategies, let me first ask you this have more ticks or more crosses? Your ability to become rich
question, ‘Why are you not rich yet?’, ‘What has prevented you from depends very much on this!
getting the wealth you deserve?’ Every time I do this survey with people, I have discovered that
Spend some time to really ponder on this question and write people who put down a lot more ticks are generally more successful
down as many reasons as you can think of. It is important that you financially than those who have lots more crosses. Why? Because
are totally honest with yourself. Go ahead and do this now. the reasons you give yourself is a reflection of whether you have the
Winner’s mindset or the Victim’s mindset.
Reasons Why I Am Not Rich Yet Most people go through life with the Victim’s mindset and this
1.
prevents them from ever changing their financial situation. When
2. they don’t get the results they want, victims tend to give themselves
3. lots of excuses like ‘I’m just unlucky’, ‘I have no experience’, ‘I’m
4. too old to earn more’, ‘I’m too young to be rich’, ‘I have no capital’,
5. ‘I was born poor’ or ‘I’m not a creative person’. The reason all these
6. are lousy excuses is because we know that there are many examples
7. of people who have created wealth for themselves, despite all these
8.
perceived disadvantages.
Victims also tend to blame everyone except themselves. When
9.
you ask victims why they are not rich yet they will say something
10.

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SECRETS OF SELF-MADE MILLIONAIRES

The Seven Steps to

CHAPTER 1 SECRETS OF A SELF-MADE MILLIONAIRE
2
like, ‘my boss won’t give me a raise’, ‘I don’t get any opportunities’, Financial Abundance
‘my big family prevents me from saving money’, ‘the stock market
caused me to lose everything’. And instead of finding a way to
improve and change, victims spend their time complaining but not
do anything about it.
The trouble is that when you give yourself excuses, blame
others and whine, it means that someone else or something else is

I
controlling your life and your (lack of) wealth. Since you believe that
it is not your fault, then you are powerless to change it. If you have s there a formula for wealth creation? Do all self-made millionaires
a victim’s mindset and hold doggedly onto the belief that external take the same steps to amass their fortunes? If we were to do
forces are controlling your wealth, then any strategy you learn will an in-depth study of how self-made millionaires think and
be of no use! act, would we find some common clues that we can learn from?
The answer is yes.
WINNER’S MINDSET VICTIM’S MINDSET
Although one millionaire may have made his money in real estate
while another made her money providing children’s education, I
Take 100% Responsibility Give Excuses
& Ownership Blame Others would bet that all of them share similar wealth creating skills and
Complain took certain similar steps that allowed them to build up a large
personal fortune. Of course there are individuals who seem to have
In order to fully benefit from the teachings in this book, you must oodles of money without having any of these wealth creating skills.
first adopt the winner’s mindset. Winners take a hundred percent They are usually people who inherited their money, won the lottery
responsibility for the results in their life. They take ownership or have a marketable talent like singing. However, time and again it
over their wealth. When their sales drop, they don’t blame their has been proven that if they do not eventually learn the necessary
customers or the economy. They know that doing so will be futile money skills, or have a trustworthy and money savvy manager,
since they can’t change these external factors. Instead, they take full they will usually end up losing everything they have. Even famous
responsibility for the fact that they did not sell hard enough, did not 60s’ Hollywood singer-actress Doris Day lost her fortune when
meet enough prospects or they used ineffective closing strategies. her husband-manager cheated her and ran off with her hard-
By taking responsibility for your results, you give yourself the power earned money.
to change it! When winners don’t get a pay increase, they don’t So, let’s get started on learning the seven-step formula to financial
blame their boss or their company, they take responsibility for the abundance. These are seven essential steps, each one representing
fact that they have not created enough value, not demonstrated their a wealth creating skill that all self-made millionaires possess and
worth or have not asked for it! practice.
The moment you acknowledge that you create your own fortune
(or lack of it), it means that you have given yourself the power to Step 1: Adopt the Million-Dollar Mindset
start becoming rich right now! When you learn the strategies of First, learn and adopt the mindset of a millionaire. Millionaires
wealth creation, you will find that you can make money at any age, think very differently and that is why they take different actions
with any background, with little or no money and in any economy. and produce vastly different results. Self-made millionaires have a
To find out how millionaires achieve this, you must first know different set of beliefs and habits that allow them to see opportunities
‘The Seven Steps to Financial Abundance’. where others see problems.

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Millionaires see learning experiences, where Mister Ordinary then develop an effective plan to achieve it. Goals by themselves are
sees failure. The moment you adopt the beliefs and habits of a nothing but pipe dreams. Only when you create a plan, have you
millionaire, your perception of the world will change completely made your goal a possibility. The moment you start taking action
and you will realize that there are money-making opportunities on your plan, your dream becomes a reality.
everywhere and everyday around you. For example, if your goal is to accumulate a $1 million portfolio
Amazingly, these are opportunities that you were once quite by a certain date, then you must develop a plan as to how much you
blind to! must save and invest each month, the rate of return you must get
from your investments and the estimated time it will take you. If your
In chapter 3, you will learn the Nine Habits of Self-Made Millionaires and goal is to triple your income to $15,000 a month, you must have
how to program your beliefs in such a way that your subconscious mind will a concrete plan as to how you will increase your primary income
begin to attract wealth to you. stream and the number and type of additional income streams you
can add on.
Step 2: Set Clear Financial Goals Most people never achieve their financial dreams simply because
Wealth never happens by chance. It always begins with a clear goal they have no financial plans and haven’t got a clue as to how to
in mind. At one point of time in their life, millionaires always make create one. They just work hard and hope that everything will be
a decision to become rich. However, whenever I ask most people okay one day. You cannot leave your financial future to chance,
what their financial goals are, I often get a blank stare. When I ask you have got to plan for it. While there are great financial planners
people to write down their target income or how much they want around who can give you some sound advice, you must ultimately
to be worth, the standard answer I get is ‘as much as I can get’. This take responsibility and develop your own plan! After all, it is your
is a major reason why they will never achieve any level of wealth life we are talking about.
because they have no clue what it is. Unless you have a specific
figure to focus on, you will never be able to develop a strategy to In chapters 4 and 5, you will learn how to craft a financial strategy and plan for
achieve it. yourself to reach the four levels of wealth.
If you are earning $4,000 a month and set a target to earn $20,000,
it is not just about working five times harder. It is a completely MINDSET
different strategy. Similarly, if you choose to earn $40,000, it is
again a totally different strategy! Only when you are specific abut GOALS
how much wealth you want to create, then you will come up
with a practical plan to execute it. No matter where you are now FINANCIAL PLAN
financially, any target is possible as long as you use the right strategy.

In chapter 5, you will learn about the Four Levels of Wealth and how to INCREASE REDUCE
achieve them. They are financial stability, financial security, financial freedom INCOME EXPENSES
and financial abundance

Step 3: Create A Financial Plan GROW

Once you have set specific financial targets of how much you want
to earn and how much money you want to accumulate, you can PROTECT

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Step 4: Massively Increase Your Income Step 6: Grow Your Money

After developing their financial plan, most people tend to become at Millionaire Returns
initially disheartened. They look at their plan and realize that with By increasing your income and reducing your expenses, you will
the amount they are earning and saving right now, it will be decades find that you will be able to accumulate a surplus of funds that
before they see any big money. you can use to help you build your fortune. You need to do this
It is therefore important that you learn how to accelerate and because, no matter how hard you work and save, you will never be
turbo-charge your financial plan by taking steps to massively able to create phenomenal wealth unless you learn how to put your
increasing your income. When I talk about increasing your income, money to work for you. Through the power of compounding, you
I am not talking about a 5%, 10% or even 20% increase, I am talking will be able to take small sums of money and build it into huge
about doubling, tripling or even increasing your income by five returns over time.
to ten times? Is this possible? Yes! And it is definitely achievable All self-made millionaires attribute a huge part of their wealth to
without you having to quit your job or risking a lot of capital their investments because they know that just working for money
(your savings) in a business venture. will never make them rich. It is when you allow your money to
make you money that substantial wealth can be created.
In chapters 6, 7 & 8, you will learn practical and proven methods that If you’ve had the bad experience of losing money in stocks and
thousands of people use to create multiple streams of income for themselves. mutual funds and resigned yourself to believing that the only safe
And in chapters 9, 10, 11 and 12, you will learn how you can start a way to invest is to put your money in the bank and get 3% returns,
lucrative home-based business and reach out to a global marketplace with the
don’t worry. The strategies that I will be sharing carry minimal risk.
power of the Internet. You will learn how students, professionals, retirees and
housewives have created a sustainable source of income for themselves. Remember self-made millionaires are shrewd risk takers and this is
very different from being gamblers.
Step 5: Manage Your Money In chapters 15 to 19, you will learn never-before revealed investment techniques
& Reduce Expenses that can allow you to earn millionaire returns of 15%-25% per year with
Many people think that by increasing their income, their wealth minimal risk. At this rate, your portfolio will be doubling in value every three
will automatically increase. Unfortunately, increasing income is only to four years!
one side of the wealth equation. After all, there are people who
earn $2,000 a month who are broke and there are those who earn Step 7: Protect Your Fortune
$20,000 who are still broke. The reason is because when we don’t There is no use working hard to build your personal fortune only
manage the money we earn, our expenses will always rise to our to see it all taken away from you. There are many people who have
level of income, wiping out any surplus we have! Or worse, we start taken decades to build their fortune only to see it wiped out by
spending on credit lured by easy repayment schemes. Millionaires an accident, unforeseen illness or through an unexpected lawsuit.
become rich not because of how much they earn, but rather how Self-made millionaires engage professionals like insurance advisors,
much they are able to save and invest. lawyers and accountants to help them build a financial fortress so
their wealth is protected from potential creditors, plaintiffs looking
In chapters 13 and 14, you will learn the essential money skills of how to sue and the government who may take away a big chunk of your
to track every dollar that flows through your hand and how you can wealth through a whole range of taxes that you may not have even
amazingly reduce your expenses by 20%-30% without compromising your
standard of living. heard about.

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SECRETS OF SELF-MADE MILLIONAIRES

The Nine Habits of

CHAPTER 2 THE SEVEN STEPS TO FINANCIAL ABUNDANCE
3
As it is beyond the scope of this book, I highly recommend that Self-Made Millionaires
you engage such professionals who will help you use a variety of
tools like insurance, trusts, offshore accounts to ensure no one or
nothing can touch your wealth once you have built it.
So there you have it, an overview of the seven steps that you
must take towards financial abundance. Let’s begin to learn each of
the steps in depth, starting with...

I n this chapter, we are going to be exploring the million-dollar

mindset, the first in the Seven Step Formula to Financial
Abundance! Before learning the specific strategies and techniques
of how to make and multiply your money, your mind must first be
conditioned to wealth!
Remember, millionaires think and see the world very differently!
Where most people see problems, those with the millionaire’s
mindset see money-making opportunities. Where you see failure,
the millionaire sees a valuable learning experience that will lead to
greater opportunities and wealth.
Unless you have the millionaire’s mindset, you will never be
able to see the limitless money-making opportunities around you.
Without the millionaire’s mindset, you will not have the focus, drive
and determination to take the massive action necessary to implement
the ideas and strategies I am going to share with you.
Wealth must first be created in the mind before it can be
manifested into physical reality. You must first be mentally wealthy
before you can attract physical wealth. It has been proven time
and again that people who have the millionaire’s mindset are
able to attract and create fabulous wealth, even though they had
started with absolutely nothing. Some even had all the odds stacked
against them.
Such millionaire-minds, even if they suffer a major failure like
bankruptcy or business failure and end up deep in debt, are able
to bounce back and what’s more make back their losses plus more,
within a short space of time.
Take the irrepressible real estate tycoon, Donald Trump (host
of ‘The Apprentice’).Trump lost his entire fortune when property
prices crashed in the early 1990s during a recession and

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he ended up US$935 million in debt. Down, but not out, Trump Let me give you an example. Imagine if you had to take an
hauled himself up from the pits to triumphantly make a US$3.7 important early morning flight to New York but due to unforeseen
billion fortune, all within ten years! Why didn’t such a crushing circumstances, the flight got cancelled and you are stranded at the
failure crush him completely? Because wily Trump of ‘The Art of airport with a hundred other passengers. There is no other flight
the Deal’ fame, knew that he may have lost everything physically, out that day. What would you think about? How would you feel?
but his true wealth did not lie in what he has stashed in his bank, What would you do? Would you (a)Just wait for news of the next
it lay in his mind. It was his way of thinking and his financial flight out? (b)Lodge a complaint with the authorities? (c)Hang
intelligence that was worth billions, and that is what continues around with the other disgruntled passengers and complain? Well,
to make him a genius in negotiating the best deals. Of course he it depends on your mindset. Most people would think of the
does not always win, but with his multi-million dollar mindset, situation as a ‘problem’ they can’t do anything about. They would
the comeback is inevitable. feel frustrated and angry and take one of the three above actions.
At the same time, there are hundreds of examples of people What would someone with a millionaire’s mindset do?
who had wealth thrust on them – a vast inheritance or a huge Well, this exact same situation happened to billionaire Richard
lottery windfall. Again, studies tracking the fortunes of such instant Branson (founder and chairman of the Virgin Group) in 1980.
millionaires show that they invariably lose everything and then While vacationing on Beef Island (part of the Virgin islands),
some more, within ten years of their coming into sudden wealth. Richard Branson and his wife were stranded when the local Puerto
They would either squander it all, get cheated out of their money Rican flight got cancelled. There were no other flights out that day.
or lose it through foolish investment decisions. Why? When you Instead of seeing it as a ‘problem’, Branson’s millionaire mindset got
do not have the millionaire’s mindset, money will not stay with you him to see it as a challenging opportunity. As a result, he took a very
for long. different set of actions.
Similarly, when you do not think like a millionaire, you will Branson got on the phone to a few aircraft charter companies
never attract wealth no matter how smart you are or how hard you and managed to charter a private plane for $2,000. Knowing that
work. I know many people who were academic achievers. Many there were many stranded passengers who needed to catch a flight
of them work really hard in some great companies and are paid out badly, he borrowed a blackboard and wrote ‘Virgin Airways $39
quite handsomely for their efforts. However, these professionals are Single Flight to Puerto Rico’. Within an hour of walking through
not truly wealthy and, from the way I see it, they will never be the airport terminal, with the blackboard in his hand, he had sold
financially free. And it has got nothing to do with their job, it’s got every single seat!
to do with their mindset. After successfully flying everyone back and making a cool
profit, he mulled over what one happy passenger had casually said,
So What is The Million-Dollar Mindset? “Virgin Airways isn’t too bad-smarten up the service a little and you
Well, it is the way we perceive the world. It is the way we frame, could be in business.” Up till that moment, Branson, the builder of
filter and make sense of the events and experiences in our life. Virgin Records and a Hot Air Balloon adventurer, hadn’t given any
Although two people may experience the exact same event, they thought to getting into the airline industry! But Branson, ever the
will invariably perceive it and think about it very differently because bold adventurer, lost little time in launching Virgin Airways, taking
of their different mindsets. Their different thoughts will result in on the giant British Airways and the rest is aviation history. Today,
different actions and different results. Virgin Airways is a global budget airline and one of the most
profitable in the world.
MINDSET THOUGHTS ACTIONS RESULTS

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The amazing thing about Branson was that he did not use any The Value Reducers
of his money to solve his ‘problem’. He used his millionaire mindset Now, let me ask you a question, ‘How many reasons did you
and thinking to turn a problem into an opportunity, which not only write down?’ Did you write down less than five reasons, exactly
solved his problem, but made him even more money. five reasons or more than five reasons? Your actions are a direct
So, if you are not creating tremendous wealth right now, it is reflection of your thoughts and actions in life!
because you are not taking the right actions. In other words, if I have discovered that people fall into three categories. In the
you want to massively change the results in your life, you have to first category are those who have the habit of doing less than
take different actions. To take different actions, you have to think what is expected. Their patterns are reflected in the fact that they
differently. And of course to think differently, you must have a probably write down three or four reasons. When you ask them
different mindset... the million-dollar mindset. why, they usually come up with excuses like, ‘I could not think of
The million-dollar mindset is made up of your habits, beliefs, more’ or ‘I had no time’. Because of this pattern of thinking and
values and attitudes. action, these people do not add any kind of value to their company
Now let’s get onto learning the ‘Nine Habits of Self-Made or department. In fact, they tend to reduce the value their company
millionaires’. Follow them strictly and money will flow into your creates. These are the people who, when asked to do ABCD,
hands, break them and money will forever elude you. will end up doing just A and B, forgetting or screwing up C & D.
Although they are paid say, $2,000 in salary, they only give $1,500
Millionaire Habit 1: in value. As a result, they are a liability, a burden to the company.
Always Exceed Expectations There are always a couple of these individuals in every organization.
Before I explain what this first habit means, I want you to list down Have you encountered one before?
in the spaces below, at least five reasons why becoming rich is Now, let me ask you a question. Is this person’s salary to be
important to you. Why do you want to make more money? Is it regarded as an ‘investment’ or as an ‘expense’ to their company?
to provide your children with the best education, to have peace Of course it is an expense! Will their company give them a raise?
of mind or to have the freedom to travel round the world? Unless Unlikely. By increasing this person’s salary, the company’s expenses
you know WHY you want to be rich, you will never have the will increase and profits will decrease. Since all companies’ primary
passion to go for it. Take as much time as you need to list down aim is to increase profits each year, these people will find themselves
the reasons. working for years without getting a raise. In fact, whenever profits
1. drop for whatever reason, management will tend to layoff these
2. people first, to save costs! Obviously, if you operate from this pattern
3.
you will never achieve success and wealth!
4.
DO MORE THAN EXPECTED
5.
Create Value Indispensable Asset & High Return
6. Investment to the Company
7. DO EXACTLY AS EXPECTED
Sustain Value Dispensable Asset & Low Return
Great! Have you done the exercise? If not, please write down Investment to the Company
AT LEAST five reasons before continuing. You will need these DO LESS THAN EXPECTED
reasons to carry on benefiting from this book. It is EXTREMELY Reduce Value Liability & Expense to the Company
important.
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Then there are people who fall into the second category, those It is not something you are born with, it has got nothing to do with
who have the habit of doing exactly as expected. This group will your academic qualifications but it is a habit of choice that anyone
obediently write down five reasons as the instructions were ‘write can adopt. Value creators have the habit of doing a lot more than
at least five reasons’. They will just do ‘the least’. The majority of expected. If they are paid $3,000, they will work as if they are being
people in life think and act this way, and that is why they are not paid $20,000. If they are expected to generate $10,000 worth of
rich and wealthy. Be honest with yourself and ask, ‘are you currently profits, they will create $30,000 worth of value! They are called
displaying this pattern? Did you just write down five reasons? value creators because they create value for companies. It is through
People who do exactly as they are expected sustain the value of their efforts, that the company makes more and more profits every
their department or company. They are responsible people who get year. As a result, their income is not considered an expense to the
the job done, nothing more and nothing less. They clock in at nine company, but a great investment.
in the morning and knock off exactly at six in the evening. If they Even in periods of downturns, when everyone else is getting
are given a sales target of $80,000, they will hit that $80,000 and retrenched and pay cuts, they get pay increases, bonuses and stock
consider their job done. Now, are they an investment or an expense options. The company knows that for every dollar they invest in
to their company? them, they will return triple the value. These people are the high
Well, they are what I call a low return investment. By paying flyers who get promoted super fast and get their incomes doubling
them $4,000 a month, they will create $4,000-$4,600 worth of value, and tripling in a few years.
so the company gets a 10%-15% return on their investment. Will In the past, income was based mainly on seniority and loyalty.
people who fall into this group get promoted and a pay increase? The longer you stayed, the more you were valued. In today’s world,
Of course! Since they are responsible people who get the job done, income is based entirely on the amount of value you can create. It is
they will be given more responsibilities as the company expands. not uncommon to see people who are much younger, with a lot less
As their job scope increases, so does their position and pay. experience directing businesses and earning lots more than senior
However, this group will only be promoted up to a certain workers who have been with the company a lot longer.
point. They will eventually hit a ceiling. This ceiling is normally Value creators are indispensable assets to their company! They
that of a manager. Why? Because they can only take orders and are very hard to replace. And that is why companies will pay them
get things done. They lack the attitude to do more! Although they more and more and offer them partnerships to retain them. Value
are considered assets, people in this category are dispensable assets. creators are never out of a good job. They are usually head hunted
In other words, they are easily replaceable. Because of this, many by other companies all the time, the head hunters offering to double
would get retrenched the moment they reach a certain age. When their income if they join them. So, the first unbreakable habit of
the company finds that they can hire someone else at half their age wealth is to do a lot more than expected. In chapter 6, you will
and at half their pay to do the same job, they will get displaced. As learn specifically about how to create massive value that will lead to
you know, many middle managers suffer this fate when they reach massive income!
their mid forties. Again, if you choose to be in this second category, This habit does not just apply to employees, it applies to anyone
you will never have financial security and freedom. from sports stars to business owners. When Michael Jordan was
interviewed and asked how he became the world’s greatest basketball player,
The Value Creators he replied, “I expect more from myself than anyone would ever expect from
Did you write down more than five reasons? If you did, then you me!” When my coach expects me to train three times a week, I would train
belong to the minority of individuals in the third category, the value five times. When my coach expects me to score 15 points for each game,
creators. Value creators end up as the rich and wealthy of our society. I would score 36 points! That is why I am the best in the world”.

28 29
 SECRETS OF SELF-MADE MILLIONAIRES CHAPTER 3 THE NINE HABITS OF SELF-MADE MILLIONAIRES

Do Exactly As Expected, And You Will One of my companies, Adam Khoo Learning Technologies
Soon Be Out of Business Group’s (AKLTG) business units is in children’s education programs.
We run a five-day program for children and teens on study and life
As an entrepreneur today, you must do a lot more than expected
skills. Now, the market for such educational courses is extremely
in order to run a successful business and create wealth! In the past,
competitive. So, with so much competition around what do you
economies were a lot less competitive. In the past, when a business
think is the usual ploy to get business. Slash prices, offer the lowest,
performed below customer’s expectations, they would be struggling
the cheapest for what appears to be the same value? Wrong. My
to break even. If a business met their customer’s expectations, they
education business does quite the opposite. We charge the highest
would make good profits. If a business exceeded their customer’s
prices in the market ($1,700 for a 5-day program.) and yet, we
expectations, they would become a market leader and would earn
run the highest number of classes and our courses are always fully
huge profits!
booked, with a perpetual waiting list!
Why do over 90% of businesses fail today? It’s because markets
AKLTG have become the market leader for such programs
have become so much more competitive. If you start a retail store,
within two years of setting up my business, overtaking competitors
you are competing with hundreds of others, both locally and
that have been around for over ten years. How did we do it? Simple,
internationally! Today, if you perform below customer’s expectations,
the secret is in the delivery of our service. Our company gives our
customers will never come back and you will go bust! Today, if
clients (both parents and their children or teens), an unmatchable
you meet customer expectations, you will still be struggling to
experience, one that far exceeds their expectations. Here is a
survive! Why?
summary of how AKLTG does a whole lot more than expected and
This is because hundreds of other businesses can also meet your
creates tremendous value.
client’s expectations, and some of them do so at half your cost.You
will find that you will be competing on price most of the time and
My Competitors
will earn so little that it is hardly worth your while. I have seen
l Present a one-hour preview detailing what is taught in
so many business owners struggling to break even simply because
what they offer is the same as every other business in their industry. their programs.
l Offer a five-day program focusing primarily on study skills &
In today’s marketplace, if you exceed your client’s expectations,
you will only earn nominal profits because many businesses already basic motivation.
l Provide ad-hoc follow up and customer service.
do their best to add more value to their clients.
So how do you make huge profits and become a millionaire
in business today? The answer is that you have to go way beyond AKLTG’s ‘I Am Gifted, So Are You!’™
your client’s expectations. You have to give them an unbelievable & Superkids™ Programs
l We present a three-hour information-packed free workshop
experience where they will keep coming back to your business and
tell all their friends about you. You must set your standards so high that does not just give a preview of the program but teaches
that they will never go to anyone else for that particular product parents and their children a whole range of basic strategies on
or service. When you highly exceed your client’s expectations, you motivation, parenting and study skills.
l When parents sign up, they get an array of free bonuses that
can charge a premium and make huge profits. This has been my
secret of success for all my businesses and I want you to learn this include a free copy of my best-selling book.
l The five-day program we offer doesn’t just teach students study
same secret right now!
skills but touches their hearts as well. We equip them with

30 31
 SECRETS OF SELF-MADE MILLIONAIRES CHAPTER 3 THE NINE HABITS OF SELF-MADE MILLIONAIRES

powerful skills that teach them how to succeed in life and how to something will change. When reactive people face problems, they
appreciate their family and friends. will just wait for others to come and solve their problem.
l Parents get a two-hour talk on effective parenting techniques, Remember the example I gave you earlier about Richard
complete with a home follow-up manual. Branson who took the unthinkable action to charter a plane and
l Students get unlimited free re-attendance to the program. sell seats on it when he was stranded? That is a clear example of
l Students get a series of encouragement emails for three months proactive thinking. Again, most people will just be reactive and wait
that keeps them focused. for someone to come and fix their problems.
l Students can have unlimited free personal coaching through emails. When the Asian currency crisis hit Singapore in 1997, many
companies saw their sales and profits plummet. Many business
As you can see, by giving my customers an unrivaled experience owners were reactive and just sat tight and prayed for the bad
and offering tremendous value, my programs are clearly the best times to pass. Instead, Ron Sim, CEO of Osim International
value, even at higher prices! So once again, the first unbreakable (a company that develops luxury massage chairs) took the proactive
wealth habit is to always do a lot more than expected! Exceed action of entering new markets like Hong Kong and Taiwan. As a
expectations and your wealth will multiply massively. result, his company profits were not only unaffected by the crisis but
they continued to increase. When the Asian economies recovered,
Millionaire Habit 2: Be Proactive over 60% of Osim’s business came from outside their home country
In my live Wealth Academy seminars, I usually do an exercise where of Singapore, leading to even higher earnings growth of over 30%!
I get people to stand up, go to as many people as they can and Another example I can give you is of the owner of an event
introduce themselves. From this simple activity, I can tell immediately management company. His name is Chris. When the recession hit,
if they exhibit the second very important wealth habit. I notice that the number of potential projects in the market dropped by 80%!
there will always be some people who will go around introducing Many event companies which just waited for projects to happen,
themselves first and getting to know as many people as they can. lost lots of money and eventually folded. Again, it is because owners
These people exhibit the pattern of being proactive. People who are and managers who were reactive led them. However, Chris had the
proactive are people who take the initiative to make things happen. proactive mindset. He packed his bags and went to countries around
When there are no opportunities, proactive people are those that go the region to find new projects. When he found that there were
out and find opportunities. If they cannot find any, they will create still not enough projects being offered by clients, he took the next
their own opportunities. When problems get in their way, proactive step of creating his own events! ‘If there are not enough clients who
people will take action to solve their own problems! will hire me to manage their events, I will create my own events’!
On the other hand, there would always be an even larger number He went on to create a series of highly successful education and
of people who will just stand around and wait for others to come computer exhibitions which account for over 70% of his company’s
and shake their hand. These people exhibit the reactive mindset. revenues today!
People with the reactive mindset have the habit of waiting for
PROACTIVE
things to happen to them. They tend to act only in reaction to
others’ actions. As a result, they have a lot less control and choices They make things happen.

over results that affect them. When no opportunities present REACTIVE

themselves, reactive people just sit and wait for the opportunities They wait for things to happen.
to come to them. They are characteristic of people who complain
about everything that is happening around them and hope that

32 33
 SECRETS OF SELF-MADE MILLIONAIRES CHAPTER 3 THE NINE HABITS OF SELF-MADE MILLIONAIRES

By having the proactive mindset, you put yourself in the position business that adds value to (repeat) customers. They tend to cut
of power and choice.You are in command and will take action that corners on quality and deliver shoddy products to save money and
leads to wealth and success. However, when you act in a reactive boost short term profits. As a result, their profits rarely last and they
pattern, you will find that your finances will never be within will soon go out of business.
your control. At the same time, those who desire instant gratification lack the
patience to allow their money to grow and compound through
Millionaire Habit 3: Take 100% Responsibility investing. When they don’t see huge sums of money in a few weeks,
As this wealth habit has already been introduced and explained they abandon their investments and never get to reap the benefits.
in the earlier chapter, I am just going to just mention it briefly. They have no patience to wait for the seeds they sow to grow into
Wealth habit number three is the habit of taking responsibility huge money trees that bear fruit.
for your results and wealth! Unfortunately most people choose You see, there are only two ways you can use your money.
to adopt the victim’s mindset of giving excuses, blaming and You can either spend it or invest it. When you spend $100, you
complaining. Remember when you give excuses to yourself get gratified from whatever you bought but that $100 is gone! You
(i.e. no time, no luck, no capital, no experience, etc...) or blame get zero returns. When you invest that $100 in a seminar, books or
others for your lack of wealth, then you are putting others and stock, it will grow into $120, $200, $500 or even $1000, depending
external events in control of your life! When you are not in control, on your rate of return.
you do not have the power to change your circumstances.
Instead, millionaires take 100% responsibility for their wealth. HABITS OF THE POOR HABITS OF THE RICH
They believe that they alone create their wealth through their Instant Gratification Delayed Gratification
strategies and actions. As a result, they know that they have the Spend > Invest Invest > Spend
power to change their wealth by changing their strategies and
actions. It is only when you live by this habit will you have the
power to exponentially multiply your income and wealth. On the other hand, all millionaires adopt the habit of ‘delayed
gratification’. They have the patience to wait for greater abundance
Millionaire Habit 4: Delayed Gratification in the future. Whether in business or in investments, you must have
What keeps most people from becoming rich is the habit of wanting delayed gratification in order to create massive wealth.
instant gratification. Instant gratification is the habit of always People with delayed gratification invest a lot more than they
wanting to enjoy now and not having the patience to wait for spend. Again, they know that by spending a dollar, they may feel
future benefits. As a result, these people spend a lot more than they good for an instant, but their future wealth will be destroyed. When
invest. By spending on that new car, new widescreen television set it comes to spending money, they are extremely frugal. However
or designer watch they get instant gratification. When it comes to when it comes to investing, they do not think twice about writing a
investing in books, seminars, stocks or insurance products, they will check for a few thousands dollars.They know that through patience,
think twice as they have to wait for future benefits. It is precisely for that money will multiply into a future fortune.
this reason that whatever money comes into their hands will soon Millionaires never take shortcuts in business. They look at always
be frittered away and not multiplied. giving the best value to their customers, even if it means earning less
People who want instant gratification will always look for quick at present. They know that by building their reputation, it will lead
and easy ways of making money rather than building a sustainable to huge profit streams in the future.

34 35
 SECRETS OF SELF-MADE MILLIONAIRES CHAPTER 3 THE NINE HABITS OF SELF-MADE MILLIONAIRES

I cannot emphasize this value enough because I feel that it is squandering $3,000 on a ring but think twice before buying a good
what has really set me apart from all my peers. It is why I earn many book for $30! No wonder they are poor! So, develop the habit of
more times than most people my age. You see, when I was in college delayed gratification – and spend wisely – and you will see your
and university, most of my friends spent their holidays partying and money multiply.
having fun. They experienced instant gratification.
Instead of partying, I would spend all my holidays taking up Millionaire Habit 5: Do What You Love
speaking engagements to hone my presentation skills, reading The most common question that people ask me about getting rich
investment books, analyzing company reports and writing chapters of is, ‘what is the best career or business that will make me the most
my first book. I knew that by ‘sacrificing’ my immediate enjoyment, money?’ Should I go into education? Food? Insurance? Network
the rewards in the future would be tremendous! Sure enough by the marketing? Heathcare? Options trading? Property? What’s the best
time I graduated from University I had streams of passive income industry to be in right now?
from my best-selling book and two businesses that I had set up. Well, you will find that in ANY industry, there will be a
I was earning more money than many of my lecturers while many minority who will be making plenty of money, while the majority
of my friends were struggling to get their first job with their will be struggling to survive. You hear stories of insurance agents
first paycheck. earning $600,000 to $1 million a year (many of them are my
Frankly, I never felt deprived. I had so much passion for what personal friends). Again, this is the minority. The majority will be
I was doing that indulging in drinking and idle lounge-lizard just making enough to get by. Many people see me in the children’s
chatter just seemed like a huge waste of time. Nor did I miss social education business making millions and think that it’s a lucrative
companionship. I had a steady, supportive girlfriend (now my wife), business. Again, what they don’t know is that I am in the minority.
and a core of close buddies in these businesses we ran (and had so The majority of businesses in education are struggling to survive. So
much fun and profit), while still studying. In fact a couple of them my answer to that question is that you can become a millionaire in
are still working with me today. ANY INDUSTRY, only if you are one of the best! If you are not
Let me give you another example. When it comes to spending one of the best, you will never become rich in ANY industry.
money, I am extremely hesitant. Once I saw a mobile phone that You CAN become a millionaire in insurance, property, options
I really liked. It was priced at $800. I kept staring at that phone over trading, children’s education, pest-control, retail, food or Internet
and over again but eventually walked away. I found it just too painful marketing ONLY when you are one of the best. So, how do you
to part with $800 for a phone. My friends thought I was crazy as become the best in the market? The answer is by being totally,
I was earning over $1,000 an hour at the time, whenever I spoke. absolutely one hundred percent committed towards your particular
But then again, I knew that the moment I spent that $800, it would career or business. People become the best at what they do only
be gone! because they eat, sleep, breathe, talk and think their business
On the other hand, whenever I go to a bookstore, I think nothing eighteen hours a day (sometimes, they even dream about it as they
of spending $800 buying a whole series of marketing, business and sleep). In other words, they are obsessed with doing what they do
investment books. In fact, I once spent $12,000 attending an NLP and are constantly finding ways to do it better. And the only way
(Neuro-Linguistic Programming) training course in the United you can become totally obsessed and committed towards something
States, without even thinking twice. Why? Because I know that if is when you have a love and passion for it!
I spend that $12,000, the ideas that I get from those books and All successful individuals have one thing in common. They love
seminars, when applied, will generate me millions and so they have! what they do. And because they have such an intense passion for their
But most people do the exact opposite. They think nothing of particular career or business, they do not distinguish work from play.

36 37
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