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a　second　faster　than　the　runner　who　finished　in　last　place。　

In　1947；　ARMED　the　first　race　horse　in　the　history　of　
United　States'　racing　to　win　over　one　million　dollars　in　prize　
money　over　the　duration　of　his　careerhad　earnings　of　
761；500。　But　the　horse　which　finished　second　in　earnings　
that　same　yeara　horse　which　often　lost　races　a　mile　long　by　


only　〃a　nose〃won　only　75；000。　Now；　if　one　were　to　look　at　
their　winnings　alone；　it　would　appear　that　ARMED　was　
thirteen　times　better　than　his　closest　petitor。　However；　
when　you　pare　〃the　times〃　that　were　actually　registered　by　
those　two　horses　in　their　races；　you　discover　he　really　wasn't　
even　four　percent　superior！　

Now；　you　may　have　grown　up　with　the　idea　that　some　
people　have　it　and　some　people　don't。　Or；　because　some　people　
are　much　better　than　others；　they　enjoy　much　more　of　the　
abundance　of　life。　But　I　want　you　to　understand；　right　here　
and　now；　this　idea　is　absolutely　false！　For　you　are　every　bit　as　
good；　or　as　powerful；　as　anyone　you　see；　know；　or　even　hear　
about。　Remember；　since　the　difference　between　them　and　you　
is　only　in　the　area　of　acplishments；　and　since　there　is　
something　you　can　do　that　will　vastly　improve　the　results　you　
are　achieving　presently；　you　have　the　potential　to　bee　even　
more　successful　than　they　are。　You　may　already　know　how　to　
do　what　others　are　doing　（if　you　don't；　you　can　learn）；　and　
since　your　potential　power　is　unlimited；　you　can　do　even　
greater　things　than　they　are　now　doing。　

The　〃something〃　that　you　must　do　to　bee　more　
successful　may　not　be　what　you　think　it　is。　But　whatever　it　
may　be；　rest　assured；　you　are　quite　capable　of　doing　it。　Always　
bear　in　mind；　however；　that　because　each　person's　world　is　
just　a　little　bit　different；　the　something　which　you　must　do　is　
not　necessarily　the　same　thing　the　person　you　live　with　or　
work　with；　must　do。　Nevertheless；　there　is　no　question　that　
you　will　eventually　find　out　what　it　is　that　you　must　do。　So　
make　up　your　mindimmediatelywhen　you　do　figure　out　what　
that　Razor's　Edge　is　for　you；　you　will　do　it。　

Heinz　Daues'　Story　

As　I　was　writing　this　chapter；　a　very　dear　friend　of　mine
Heinz　Dauestelephoned　to　thank　me　for　an　idea　I　had　given　
him。　But　before　I　let　you　in　on　what　that　idea　was；　permit　me　
to　give　you　some　background　information。　Heinz　Daues　works　
for　a　large　insurance　pany　in　Toronto　and　every　October　


his　pany　holds　a　contest　which　is　referred　to　as；　〃A　
President's　Month。〃　All　of　the　salespeople　in　the　pany　
〃gear〃　themselves　up　for　this　contest　and　they　each　perform　at　
their　peak　level　of　productivity。　Their　reward；　if　they　should　
win　the　contest；　is　both　fame　and　fortune。　（The　pany　
always　recognizes　its　proven　leaders。）　

As　he　does　every　year；　Heinz　had　an　exceptional　
〃President's　Month。〃　But；　in　keeping　with　his　practice　of　
previous　years；　he　was　planning　to　〃relax　a　bit〃　in　November；　
or　at　least　to　revert　to　what　he　considered　to　be　〃normal　
production。〃　As　I　was　talking　to　him　one　afternoon；　however；　I　
noticed　that　his　usual　high　degree　of　enthusiasm　had　levelled　
off　considerably。　I　knew　something　was　amiss；　so　I　asked　him　
what　was　bothering　him。　He　then　explained　he　was　
experiencing　a　〃big　let　down；〃　now　that　his　〃big　month〃　had　
e　to　an　end。　In　an　attempt　to　raise　Heinz's　spirits；　I　asked　
him　the　following　question：　〃Heinz；　what　would　you　do　with　
the　extra　mission　you　would　earn；　if　you　were　to　repeat　
your　October　performance　in　November？〃　（He　actually　earned　
three　times　his　usual　monthly　ine　in　October。）　

Seeing　the　true　meaning　behind　my　question；　Heinz's　
face　brightened　considerably　and　a　broad　smile　appeared　
across　his　face。　Then　I　quickly　added；　〃We　both　know　you　are　
quite　〃capable〃　of　repeating　your　October　performance　in　
November；　there　is　absolutely　no　question　about　that。〃　By　this　
time　Heinz　had　bee　thoroughly　convinced；　that　not　only　
was　he　capable　of　repeating　his　performance；　but　he　definitely　
would　repeat　it。　He　said；　with　his　customary　confidence　and　
vigor　fully　restored；　〃All　right　Bob；　I'm　going　to　do　it。〃　

The　Razor's　Edge　　he　did　it　　Heinz　Daues　beat　his　own　
record　of　October　in　November！　Think　of　the　difference　this　will　
make　in　his　annual　ine；　not　to　mention　his　standing　in　the　
pany。　You　just　know　he　will　duplicate　or　better　his　
performance　next　November；　following　〃President's　Month。〃　

The　〃something〃　for　Heinz　Daues　turned　out　to　be　
nothing　more　sophisticated；　than　deciding　to　do　the　same　


thing　in　November；　which　he　had　already　done　in　October。　
Perhaps　you　are　saying　to　yourself；　〃anyone　could　have　figured　
that　out；〃　and　you're　rightthey　could　have。　But　there　are　a　few　
thousand　people　selling　for　the　same　pany　that　Heinz　sells　
for　and　I'll　bet　you　〃dollars　to　donuts；〃　there　weren't　five　others　
who　did！　

Vince　Lombardi；　former　football　coach　of　the　outstanding　
Green　Bay　Packers　football　team；　described　the　Razor's　Edge　
concept　in　football　very　well　when　he　said；　〃Most　games　are　
won　or　lost　in　the　last　two　minutes　of　the　first　and　second　
half。〃　But　what　Lombardi　is　best　remembered　forwith　respect　
to　football's　Razor's　Edgeis　the　〃Second　Effort〃　concept；　which　
he　introduced　for　the　edification　of　his　players。　In　a　nutshell；　
the　〃Second　Effort〃　concept　simply　meant；　that　when　a　player　
was　initially　stopped　by　the　opposing　team；　he　would　always　
surge　forward　a　second　time；　with　the　added　thrust　of　a　
〃second　effort。〃　

Now；　just　consider　the　tremendous　difference　you　could　
create　in　your　own　life　if　you　were　to　adopt　a　similar　mental　
attitude。　For　example；　if　you　are　a　person　who　is　working　in　
sales　and　currently　selling　only　three　units　a　week；　what　
would　the　consequences　be　for　you　if　you　were　to　decide　to　
make　one　additional　sale　per　week；　through　a　conscientious　
application　of　the　second　effort　concept？　Well；　on　a　weekly　
basis；　it　might　not　appear　to　be　a　major　breakthrough。　
However；　viewed　over　the　time　frame　of　an　entire　career；　it　
would　actually　amount　to　well　over　two　thousand　extra　sales。　
Moreover；　from　a　moary　standpoint；　it　would　mean　you　
would　actually　receive　an　extra　ten　years'　ine　over　the　
span　of　a　fortyyear　career。　Yes；　that　one　sale　would　be　the　
Razor's　Edge　difference；　which　could　catapult　you　into　〃the　big　
leagues〃　in　your　chosen　career。　

Milt　Campbell's　Triumph　

One　individual　who　discovered　the　Razor's　Edge　
difference　for　himself；　in　his　own　life；　is　Milton　Campbell。　You　
see；　Milt　went　to　the　Olympic　Games　in　1952；　to　pete　in　


the　decathlon　event。　He　performed　with　distinction；　finishing　
in　second　place　in　the　world　and　as　a　result；　brought　home　an　
Olympic　silver　medal。　However；　Milt's　ambition　has　always　
been　to　win　the　Olympic　gold　medal。　Therefore；　when　he　
returned　home；　he　gave　it　that　old　second　effort　and　he　started　
his　training　program　all　over　again。　For　the　next　four　years；　
Milt　Campbell　dedicated　himself　singlemindedly　to　a　training　
schedule；　which　would　culminate　with　his　winning　the　
Olympic　gold　medal　for　his　country　at　the　1956　Olympic　
games。　In　the　aftermath　of　that　spectacular　achievement；　I　had　
the　pleasure　of　speaking　with　Milt　on　numerous　occasions。　He　
often　confided　to　me　that　many　of　the　athletes　against　whom　
he　peted　in　high　school　were　far　superior　to　him　at　that　
time。　But　at　some　point；　they　had　made　the　decision　to　
abandon　a　sports　career　and　the　Razor's　Edge　difference　for　
Milt　was　that　he　kept　training。　The　resultthe　day　they　pinned　
the　gold　medal　on　Milt；　he　was　recognized　as　the　best　athlete　
in　the　entire　world！　

One　of　the　most　powerful　illustrations　of　the　fine　line　
which　separates　winning　from　losing　was　revealed　in　the　
filming　of　the　movie；　The　Razor's　Edge。　The　cast　for　the　movie　
was　prised　of　eight　〃principal　actors；〃　and　eight　〃stand
ins。〃　（That　is　to　say；　each　〃principal〃　had　a　〃standin〃　to　do　the　
hard；　grueling　and　tiresome　work　for　him；　while　the　stars　did　
〃the　rest！〃）　After　the　film　had　been　pleted；　Life　Magazine　
published　a　story　in　which　the　pictures　of　the　eight　
〃principals〃　were　exhibited　on　one　page；　and　the　eight　〃stand
i