If you want to move far beyond your current conditions and circumstances to live a life of both service and pleasure by helping yourself, your family, and your team to achieve virtually unimaginable greatness, you too should make a decision.

Decide to check in with me right away!

We will make an arrangement to clarify your vision, set your goals, facilitate your study, and assure accountability in order for you to achieve your vision and your goals, with this phenomenal program – Thinking Into Results!

Chapter 4 of Thinking Into Results introduces us to a concept which allows us to finally see ourselves for what we truly are.

See, the problem is that the vast majority of people have no idea of who or what they really are.

Bob Proctor takes the first half of this lesson to explain the guided path he took from ignorance through bewilderment to understanding due to the aid of two of the most formative of his many mentors.

Ray Stanford was the first. This was the man that took an initial interest in giving Bob the tool to break out of the misery of his then 26 year old existence as an unhappy, sick, and broke fireman earning $4,000 with a $6K debt overhang.

Bob indicates that Ray spoke to him on a number of occasions and told him to start reading and specifically to read Napoleon Hill’s classic Think and Grow Rich.

Ray further indicated that if he did and followed the direction laid down in that book, that Bob could completely turn his life around.

At this point, Bob was unable to believe what Ray was telling him.

BUT, Bob believed that Ray believed in him and this was enough for him to take up Ray’s challenge.

Ray indicated that Napoleon Hill had spent his whole life putting together (and teaching) the ideas contained in Think and Grow Rich.

Hill’s first mentorship was under the richest man in the world and first billionaire Andrew Carnegie.

See, Carnegie did not want his secrets to success to pass when he did. And to assure that Hill got it completely right, Carnegie introduced Hill to over 500 of the world’s most prosperous individuals for process clarification and validation.

So Ray’s charge to Bob was to spend his whole life studying Think and Grow Rich.

Well, for a completely broke guy at 26 desperate to turn his life around Bob was willing to take and act on Ray’s advice.

Ray also indicated that Bob should figure out a goal and write it down on a goal card so that every time he looked at it or even touched it he would remember his goal and get after it.

So, Bob wrote down on his goal card to make to him then seemed like an otherworldly $25,000.

This got Bob switched off of the idea of thinking about debt and switched on the the idea of thinking about prosperity.

Bob states that in no time at all he overheard a conversation in which it was revealed that there was good money in cleaning office buildings.

Bob figured good money cleaning office buildings was not beneath him – a critical point worthy of highlight – and soon Bob was into the office cleaning business and through it all he continued to study Think and Grow Rich.

The result?

By the end of the year, he had elevated his annual income from $4,000 to $175,000 and within 5 years he had cleaning operations in Toronto, Montreal, Boston, Cleveland, Atlanta, and even London, England.

More amazing still, in 5 years time his draw was over $1 million!

That’s a heck of a lot of money especially when we take pause to realize that this occurred in the mid ’60s.

Bob relates that at one point he realized that he simply could not understand why this all came together for him so splendidly.

He said that he gave the records and the tapes to other people and oftentimes nothing happened for them. So, why did it happen for him.

To find out the answer he started to study more. Here of course is the point in Bob’s life when he shut down his business and went to work for Earl Nightingale in Chicago.

And as he was working and studying at the premier personal development business at the time, he was advised that he ought to go out and listen to a wise man’s teaching who was giving a seminar in Vancouver, BC.

Without hesitation, Bob flew out and got exposed to the teachings of Leland Val Van De Wall.

Knowing that Val Van De Wall had wisdom that Bob was yet desperate to possess, Bob stepped right up at the end of the seminar and sought to make an appointment with Mr. Leland.

Val Van Den Wall sought to sweep Bob aside by indicating that he was going to need to catch a flight, but Bob was not going to take no for an answer.

He acknowledged that just but like Leland he had to take flight back to Chicago, so the meeting could not happen then for him either.

So they arranged a meeting at Toronto, Bob’s home town a couple of weeks out that changed Bob’s life – and through Bob’s teachings – many many others!

At their Toronto meeting Leland Val Van De Wall didn’t just explain but illustrated why some people succeed and others do not by letting him know that he had a picture in his mind of the future good that he desired.

What’s more, Leland Val Van De Wall showed Bob that we have a difficult time changing the habitual patterns resident within our subconscious mind because we have no picture of it.

See, without a picture we are lost. We think in pictures.

The remedy is to generate a picture of the mind – not the brain – but rather the mind.

And fortunately for Leland Val Val Van De Wall, Bob Proctor, and anyone else who really wants to consciously know how to envision and teach the means of drastically changing their results, a doctor from San Antonio, Texas around 1934 had generated such a picture.

This doctor who was into the holistic medicine realized that instead of treating the symptoms of ill health. it is more important to go to the root cause.

His name was Dr. Thurman Fleet.

And the picture which Dr. Fleet provided for people to understand how to change their mind is none other than the “stick person.”

The “stick person” which is created by merely drawing a couple of circles; one larger and above and one smaller and below connected with a vertical line to represent a spine and four additional lines of the smaller circle to represent arm and leg limbs was his incredible insight.

Now, almost all who look at this “stickperson” are inclined to dismiss it as childish. That would be pure folly!

The “stickperson” is the means by which we can by simply separating the big circle which represents the mind in half with a horizontal line at the same time mentally separate the conscious and the subconscious mind.

The conscious mind is the half circle above and the sub conscious is the half circle below.

Now, what’s important to realize is that the conscious mind is the thinking mind, the sub-conscious mind is the feeling mind, and whatever happens in the feeling mind sets up the actions which then causes our results in the external world.

So, to be able to understand how our mind is subconsciously programmed, we need only look  or otherwise sense our external results.

The problem is that almost all of our programming directs us ONLY to take heed of our external environment to dictate future results. Well, for most people that is a bad loop!

In order to change results, people need to consciously envision new results for the future and then impress this image onto their subconscious mind by getting emotionally involved in them.

By giving a picture with which to envision how this is done, Leland Val Van De Wall had released the magic genie!

Bob has since helped millions of people create several billions of dollars in realized value as a result of this one simple concept.

So now, if you want to get to know this magic genie and move far beyond your current conditions and circumstances to live a life of both service and pleasure by helping yourself, your family, and your team to achieve virtually unimaginable greatness, you too should make a decision.

Decide to check in with me right away!

We will make an arrangement to clarify your vision, set your goals, facilitate your study, and assure accountability in order for you to achieve your vision and your goals, with this phenomenal program – Thinking Into Results!

Chapter 3 of Thinking Into Results has you “Using Your Mind to Get the Results You Want.”

Bob Proctor indicates this is the lesson for those who are ready to make a big change in their life, so pay close attention.

Paradigms, our mental programing, define our logic.

So, if we are going to do something which we have never done before we must be willing to do something that is considered illogical. It’s as simple as that!

Our problem stems from the fact that often that which we think as individuals, families, companies, etc. are often not the truth.

Two very pronounced examples which Bob offers are (1) that people originally thought the earth was flat and (2) that we simply were not meant to fly.

It’s difficult for us to go back and even imagine what it must of been like to have the whole world thinking these ideas and for a few brave souls to break with conventional thinking to come up with a new approach.

But the fact that we have planes in the sky and satellites that circle and look back upon our round globe proves that sometimes our understanding can at times be flat wrong!

If we are going to improve our results we have to improve the way in which we think, feel, and act. In other words we need to change our paradigms.

So, what really are paradigms?

Bob Proctor in seminars will provide his most textbook answer as:


is a mental program that has almost exclusive control over ones habitual behavior

AND almost all of our behavior is habitual.

So what’s the big deal?

Well, basically the vast majority of people – well beyond 90% of the population – are doing more or less the same thing over and over again and this habitual behavior continues to yield the same results.

But that can change!

Drastic changes are entirely possible for people who are willing to change their paradigms.

A much simpler definition of paradigm is: ‘the multitude of habits stored in our subconscious mind.’

And that’s the most important point!

The paradigm resides in the subconscious mind and so if we want to make a change instead of simply changing our behaviors, we need to change the programing in the subconscious mind.

But, how do we do that?

Well, are you ready to do something that will seem illogical?

Here, Bob indicates what we need to do is carefully identify and write out in exacting detail the results we are seeing in an area of our life that we don’t want.

Now, whether this relates to your relationships, your weight, your finance or anything else, it really doesn’t matter.

Just start by isolating what it is that you don’t want on a single sheet of paper.

Bob then instructs to not only to consider, but to write out in detail the exact opposite on another piece of paper.

Easy enough right?

Alright, now for the part that is illogical…

Take the first sheet, the one that indicates the results you don’t want “AND LITERALLY BURN IT!”

Yes, that’s what Bob says. You may find that is not only illogical. But Bob insists…

“You may think its silly. I’m giving you a license to be silly. Be silly. Burn it!”

Doing that is symbolic. You have to let it go. But don’t think that this is the end of the exercise.

Now with the positive results that you want tighten it up into a very concise sentence of the results that you want stated in the present form like this…

I’m so happy and grateful now that …

It’s important that you really tighten that sentence up to indicate exactly what you want in as few words as possible because here comes the next task.

You do this task and you will take off like a rocket or stay grounded perhaps not even on the launchpad so pay very close attention.

With your affirmative statement…. write it perhaps a 100 times in the morning and a 100 times at night.

In fact, you might also want to listen to a recording of that statement over and over and over again.

Doesn’t sound that fun to you, eh?

Well, that’s ok. If you want to continue to get the same results that you have been over and over again don’t invest the time in yourself.

But for those who are willing to put this into practice, you are going to realize that this is a spectacular way to shift your paradigm – IT WORKS!!!

So, put it into practice and watch yourself automatically starting to make the changes that you seek instead of forcing yourself change behavior.

Our mind is such an incredible tool. And unfortunately, few people are given the owners manual nor any practical instructions how to use it.

Bob Proctor who has been reading the fountainhead book on human achievement – Napoleon Hill’s Think and Grow Rich – EVERY DAY now for over 60 years understands these materials.

How so? Though repetition which is precisely why he has been able to personally make millions of dollars helping others to make billions!

I am so blessed to be in Bob’s Inner Circle and as a result get the opportunity to receive a direct knowledge download from the master himself at a value worth several $Tens of Thousands.

But, you don’t even need to pay that kind of money to move far, far ahead.

If you want to move far beyond your current conditions and circumstances to live a life of both service and pleasure by helping yourself, your family, and your team to achieve virtually unimaginable greatness, you too should make a decision.

Decide to check in with me right away!

We will make an arrangement to clarify your vision, set your goals, facilitate your study, and assure accountability in order for you to achieve your vision and your goals, with this phenomenal program – Thinking Into Results!

Chapter 2 of Thinking Into Results introduces us to the concept of the “knowing/doing gap.”

Bob Proctor starts by relating a few times in which he failed to follow through on instructions and whether given by a parent, employer, or spouse, in each instance though he knew and wanted to follow through, he failed.


It’s because while he consciously knew to perform the task, unconsciously his actions took him along an automatic path of task performance which generated a different and undesirable result.

So, what was the problem?

The problem was that Bob – and virtually everyone else on the planet – has mental programing locked up in their subconscious mind which contradicts their desired outcomes.

This is a critical insight. And what’s even more interesting is that our educational system does not teach us how to change these automatic, albeit undesirable, sub-conscious habits.

Instead, our educational system is designed almost exclusively for students to gather information, memorize it, and prove the accomplishment of these tasks by repeating the information on a quiz or test.

Read, remember, repeat. Are you kidding me?

Getting our hands on information in this day and age is not a problem.

We have an overabundance of information. And most of it is not doing the average individual a bit of good.

What we need to learn is how to properly use the information to change the performance of our routines.

In other words, we have to learn how to change the multitude of habits which exist in our sub-conscious mind.

This is necessary in order to produce actions which produce the results which are in alignment with our goals.

Now that sounds really simple. But if it was that simple, most people wouldn’t be stuck – and yet they are.

Here, Bob is careful to point out that this is because most people are looking to change results by focusing on behavior. That’s the error!

Unless there is a change in the sub-conscious mind so that the old programing is removed and new programing is used to replace it, these types of changes are temporary.

What’s necessary is to consciously identify what needs to change and then to work to make that change at the primary source, the subconscious mind.

See, virtually all of our behaviors are driven by our sub-conscious. More succinctly, the sub-conscious mind controls the actions of body.

To bring it full circle, even though there may be plenty of things that one consciously wants to do, unless the person’s sub-conscious is already in alignment driving one’s actions toward that outcome, the result is going to fall far short of one’s desired aim or goal.

So then, it all comes down to redesigning that section of the sub-conscious mind in which habits are resident – the Paradigm.

A paradigm is the multitude of habits which serve as an individual’s operating system.

This lesson focuses on helping people to identify those habits which they need to eliminate AS WELL AS those habits which they need to install in order to move themselves from their current to their desired reality.

Overall, securing new results through greater awareness and by moving into habitual action is the purpose of this incredible teaching system called Thinking Into Results.

If you want to move far beyond your current conditions and circumstances to live a life of both service and pleasure by helping yourself, your family, and your team to achieve virtually unimaginable greatness, you too should make a decision.

Decide to check in with me right away!

We will make an arrangement to clarify your vision, set your goals, facilitate your study, and assure accountability in order for you to achieve your vision and your goals, with this phenomenal program – Thinking Into Results!

“A Worthy Ideal” – Setting  and Achieving Worthy Goals is the first lesson in Thinking Into Results. 

As the name implies, this lesson’s overarching aim is to teach people how to approach goal setting.

Firstly, Bob Proctor points out that only a small percentage of the population that goes to the trouble to set goals at all.

And of that small group, a much smaller subset go to the trouble to write their goal down.

Right away this is a huge problem! One of the most commonly offered adage in the financial services industry is: “We don’t plan to fail, we fail to plan.”

Take a moment to think about that for awhile. If you don’t even know what your goal is, how in the world are you going to start the process of planning to go after it?

So, even if you find yourself not willing to avail yourself of the wisdom that follows this sentence, for goodness sake at least decide on a goal and write it down!

Now, for those of you who are in the top 3% or so of the population who do have a goal, you probably have been exposed to the conventional thought to set a S.M.A.R.T goal.

S.M.A.R.T.  is the acronym for goals which are Specific, Measurable, Achievable, Realistic, and Timebound and they just don’t cut it.

See, while the specificity, measurability, and timebound elements of these types of goals are good, the achievability and realistic elements of S.M.A.R.T goals are not.

Bob Proctor insists that we decide to go after a goal that we really want. Want is the only precondition.

Your want should be so strong that it can be characterized as the emotion of “desire.”

Better yet, make that a “BURNING DESIRE!!!”

In this first lesson, Bob takes time to explain that there is a hierarchy of goals which he labels as A, B, and C.

A-Type Goals are those goals which you want to again accomplish.

Bob explains that while perhaps worthy of repeat, an A-type goal is not appropriate because there is no growth involved.

Bob further indicates that the lack of growth is a huge problem.

Goals are designed to grow, not to get.

Let that sink in.

Goals are to grow, not to get!

Failure to understand this is why so many people feel empty when through the sheer will of plowing through with blinders on they arrive at their goal.

Have you ever had that sense upon fulfilling your goal that there really wasn’t much if any good that came from it? I know I have and it doesn’t feel good.

See, to live a fulfilling life, you have to love what you do.

So, by all means don’t set a goal to accomplish something that you have already done before!

B-Type Goals are those types of goals which you “think” you might be able to accomplish.

This type of goal will usually provide some growth if achieved, but because it is something that you “think” you can do, there are a couple of problems with it.

First, a goal pursued solely on what we “think” is possible fails to tap into the positive emotions resident within our subconscious and as a result is often abandoned at an early difficulty.

Second, this type of goal generally makes us reliant on our current perception of external situations instead of developing a new mindset which better harmonizes with our goal.

As the Thinking Into Results program builds, this second point becomes much more clear. So, we’ll just let it be for now.

Bottom line, B-type goal should be thrown out. They’re just not SMART!

Again we need to remember: To live a fulfilling life, you have to love what you do.

Arriving then upon the proper goal to set, can you guess the name? Yes.

C-Type Goals are those that you  really, really want. Goals that you want with an absolute passion!

Bob Proctor indicates that to secure this type of goal, you first must be willing to use your imagination. He says to go ahead and build a fantasy.

At the beginning this fantasy may only be a dream. But, dreams do come true when you do just a few things more.

First, decide that you are ABLE to secure your fantasy.

As an important disclaimer, this is the exact point where most people goof up.

The vast majority immediately ask the dream-life killing question: HOW?

DON’T DO THAT! Do NOT start by asking how.

True, this is counter to the training of virtually everyone on the planet. But, 99% of the planet is not living up to anything near their potential.

The 1% seem to have figured out what really works, so instead follow their lead.

In Thinking Into Results, Bob cites a number of examples of people who have created results which had previously had been considered lunacy.

Each of our abilities are virtually limitless.  So, don’t ask how, but rather make a thoughtful decision.


Then, there is another question.

Ask yourself, is my passion so powerful that I am willing to pursue it?

Yes, it’s quite possible that the people in your life are not going to understand what you are up to and are going to attempt to frustrate your efforts.

Yes, you will likely have to do things which are far outside your current comfort zone.

Yes, you most certainly will be tested as to your level of persistence.

For the right fantasy though, it is still worth the effort.

And so when your passion for your fantasy goes beyond all that, you have only one decision to make.


Bob indicates that in that instant, the fantasy becomes not only a theory, but also your goal!

The decision though must be a committed decision. It’s irrevocable!

As a word of caution, while life requires us to yet conduct many other activities, as to C-type goals you must pursue only one for which your other sub-goals are in harmony so as not to get distracted in its realization.

And this brings us finally to perhaps the quite certainly the most important point.

Bob Proctor’s mentor Earl Nightingale created what Bob also recognizes as the very best definition of success.

“Success is the progressive realization of a worthy ideal!”

Thinking Into Results continues to unpack this concept in the lessons ahead.

I invite you to make it your goal to at least read all of these posts by subscribing to BoundaryBreakthroughs.com.

Better yet, decide to check in with me right away and send me a comment below.

If you really want to move forward fast, we will make an arrangement to clarify your purpose and vision, set your goals, facilitate your study, and assure accountability in order for you to achieve your goals, with this phenomenal program – Thinking Into Results!











Thinking Into Results (“TIR”) is a masterful program designed to assist leaders and their firms to achieve extraordinary results in their professional and personal lives.

Based on over a half century of the study and teachings of humans success and achievement, the program provides a straight-forward, methodical, step-by-step disection and reconstruction of the aggregated thoughts of the world’s foremost living practitioner and leader – Bob Proctor.

Bob Proctor has now been studying and implementing these ideas since 1961.

Yes, a total of 60 years!

Growing up relatively poor of spirit, health and financial resources in Toronto, at age 26 Bob found himself in a job which paid him $4,000 and debts owed to others of $6,000.

In other words, if Bob did nothing but put his then earnings to debt repayment and  consumed absolute nothing, it would have taken him 18 months to become debt-free.

Fortunately, Bob was presented with Napoleon Hill’s classic Think and Grow Rich. He decided to read this book every day and shortly after this also decided to become wealthy.

Aided by a condensed, recorded version of Hill’s book by radio legend Earl Nightingale, Bob soon saw explosive growth in his income.

Contrary to what the vast majority would do if similarly situated, Bob decided to borrow another $1,000 and opened a cleaning business and within the year had brought his annualized monthly earnings up to $175,000.

Then, within 5 years, Bob had taken his annual income to over a million!


It was through the repetition of the materials that he was studying as well as the inspiration with which he left his employees through his company’s required study of the same.

Bob decided to better understand how it was that he had witnessed such a positively bewildering change of fortune and in doing so sold his business to work directly with and for Earl Nightingale.

Bob knew that in doing so, he would secure an education of a lifetime.

And as someone who had not even gone through more than 2 months of high school, Bob knew to do even better would require elite mentorship.

Bob also wanted to go straight to the top!

So, Bob sold his cleaning business and moved to Chicago to join Nightingale’s firm.

Nightingale was Bob’s idol. He had been directly mentored by Napoleon Hill. Napoleon Hill in turn had been directly mentored by the richest man in the world at the beginning of the 20th Century – Andrew Carnegie.

Notably, it was a young Napoleon who brought full awareness to the full process of extraordinary growth with his authoring of Think and Grow Rich

In a mere 29 seconds, Hill accepted Carnegie’s challenge to make a 20 year study of the laws of success with his sole payment from Carnegie to be introductions to 500-plus of the leading businessmen of their era.

For Bob it all appeared to be coming around full circle.

Bob realized that after over a half decade of reading Hill’s book working with and for Nightingale was not merely getting a job.

He was getting the opportunity  to add himself directly to this incredible lineage.

Onboard at Earl Nightingale and his partner Lloyd Conat’s firm, Bob’s contributions served to assure this lineage is without question the world’s best.

Bob quickly rose within a year to become the Vice President of Sales at Nightingale-Conant and achieved extraordinary results.

Five years later, Bob decided to go out on his own and created a firm which bore his name.

Over the intervening years, Bob has created several programs and has given presentations all over the world.

Bob Proctor has worked  with major insurance companies, airlines, sports teams, and tech giant IBM to make $ Billions in additional sales.

In 2006, along came a Seattle lawyer who headed the banking M&A practice at Davis Wright Tremaine.

This attorney is none other than Sandra Gallagher.

Sandy Gallagher decided to use the concision gleaned from her legal studies and practice to take Bob Proctors’ materials a step further.

Sandy wanted to partner with Bob Proctor and help him to continue his legacy by building out an absolutely exceptional program to help all of the corporate business owners and their companies who she witnessed as an attorney better establish, implement, and achieve worthy goals.

In due course, their collaboration resulted in the behemoth which they together continue to build around the world today – The Proctor Gallagher Institute.

After intensive study of these materials for the past 2 years, I too have seen incredible personal progress and have decided to dedicate myself fully to helping leaders and the firms they run to achieve results which most dare not even imagine.

Yours truly, this “Bob” considers himself experienced too. I have lived in Minneapolis, Santa Fe, Colorado Springs, Seattle, Taipei, Guangzhou, & Hangzhou.

I’ve worked in International Export; Securities Brokerage & Banking; Chinese Real Property Development; and Real Property, Neighbors’ Boundary Dispute Law.

I am a son and brother; a husband; and a father of both a daughter and son here in the states.

I am also an in-law to parents, siblings, nephews and a niece, and even a few grand-nephews in China.

I understand both the highs and the lows of life and through all of my education, experience, and travel, I have NEVER found information anywhere near as helpful as this!

So, now I am an Executive Coach. And I love it!

If you want to move far beyond your current conditions and circumstances to live a life of both service and pleasure by helping yourself, your family, and your team to achieve virtually any imaginable RESULTS, you too should make a DECISION.

Decide to check in with me right away!

We will make an arrangement to clarify your purpose and vision; set your first goal; facilitate your study; and assure accountability in order for you to achieve that which you truly want by using the Proctor Gallagher Institute’s most elite goal focused program – Thinking Into Results!

Have you ever wondered why some tech companies make it big while others never get off the ground?

The answers are just as applicable to the individual as it is to the companies which reach for and grab the brass ring.

Here’s the original idea. They call it the “Betamax problem.”

Decades before internet streaming and YouTube, during the era of audio cassette tapes, there were a couple of companies which came up with the bright idea that something akin to this technology could be applied to video.

These two companies were Betamax and VHS.

By many if not most accounts, Betamax was the superior technology.

However it was discovered that superior technology is not what drives superior adoption.

Superior adoption is what drives superior adoption!


Think about it. As more people use a certain standard, more people are inclined to decide to use that same standard going forward.

See, every subsequent sale is first preceded by the choice to purchase one format or the other.

As a result, those who do their research are more inclined to purchase into the technology which offers the most selection and as that purchaser joins ranks, the scale tips  a bit more in the favor of their chosen technology.

Regarding the example of Betamax, VHS got the upper hand and as a result Betamax was ultimately eliminated as a choice. It was winner take all!

But here’s the key, even before the elimination of Betamax as a choice, VHS had rendered this a fait accompli by surpassing the “tipping point.”

Tipping Point by Malcolm Gladwell explains this concept as …

[T]hat magic moment when an idea, trend, or social behavior crosses a threshold, tips, and spreads like wildfire. Just as a single sick person can start an epidemic of the flu, so too can a small but precisely targeted push cause a fashion trend, the popularity of a new product, or a drop in the crime rate.

Geoffrey Moore’s Crossing the Chasm uses a psycho-graphic to pull these concepts together.

Pictured above on his book cover is a segmented bell curve.

This bell curve represents technological adoption.

For those mathematically inclined, the x-axis represents time and the y-axis represents aggregate numbers of people adopting the technology at various points in time.

The segmented portions from left to right represent: (a) Innovators (light blue); (b) Early Adopters (green); (c) Early Majority (dark blue); (d) Late Majority (yellow); and (e) Laggards (gold).

The chasm is the wide (red) segment between Early Adopters and the Early Majority.

Betamax never crossed the chasm; VHS did. We know this because VHS took over the market.

But this begs the question:  Why does the chasm exist?

The difference between Early Adopters and the Early Majority is that the former have the passion to rush in because the offering resonated with them.

Early Adopters are folks best described by Steve Jobs quip: “Stay Hungry, Stay Foolish.”

Early Adopters generally know what they want and they are willing to go out and get it.

And if it doesn’t work out quite like they expect, they pick themselves up and get going again.

The latter? Well, members of the Early Majority are unwilling to attempt a course for which they don’t see a clear path.

Their saying might be best described as: “I’ll believe it when I see it.”

Yet, once they do start to see it, they too jump in. That’s the tipping point!

The tipping point occurs at about 13 -15% of market penetration.

So, what should a leader do to cross the chasm and with it the tipping point?

Actually, it’s more helpful to frame the question as: “To cross the chasm, what should a leader decidedly NOT do?”

Instead of pursuing those who are “unwilling to believe it until they see it”, the better strategy is to focus on delivering extraordinary value to the Early Adopters who do.

It is the Early Adopters who then provide the testimonials and referrals to their less certain contacts which serves as the impetus to get the later to also make the decision and move forward.

This group of contacts are the Early Majority. Their entry marks the tipping of the scales and closing of the gap.

Hmm? “Closing the Gap?” That sounds interestingly familiar.

In fact, all of this great information is both familiar and interesting.

And that is precisely the problem.

Until one applies it, that’s about all the value there is to it: “Interesting.”

How would you like to be able to convert what I have just explained into results?

Regardless if you want to do something great on your own, with family, or with your company.

You can if you and those who you lead have the desire and are willing to make a committed decision to get into action.

This is what my work with the Proctor Gallagher Institute is all about.

We call it “Closing the Knowing/Doing Gap.”

“Closing the Knowing/Doing Gap” to manifest results is not so much a matter of doing many things well…

It’s a matter of doing many times just a few things in a certain way calculated to yield results and then to persist until so habituated that it too becomes a fait accompli.

There are a number of things required if you are going to “cross the chasm” and move from merely dreaming to actually receiving that which you really want.

Belief, conquering self-doubt and fear, and persistence, these may sound like really simple concepts and they are.

What my PGI coaching program does is to help you to move these simple concepts across the line between conscious and subconscious understanding.

When you do that, when you surpass your own “tipping point”,  your world is completely different.

This is because you have internalized it – YOU OWN IT!

The vast number of people who attempt to do this on their own find that a solitary attempt to cross the “knowing/doing gap” is too great an undertaking; it appears to be a huge chasm.

Those who work with me though learn to step out of their current situation.

They learn to view the chasm as a fissure and just get on with the work at hand.

Why? Because I’ve spent almost 2 years learning and internalizing these materials and I’m working the best.

Bob Proctor is the world’s foremost expert on human success and achievement. He’s been engaged in this work for 60 years!

So, why would you hold off for even a second. Life’s short and some shots you never get to take twice.

Reply right now and let’s talk about getting you moving forward with “THINKING INTO RESULTS.”

You will be so happy and grateful you did!


Again, I find myself doing the very unlawyerly act of lifting a post of a friend from his FaceBook account in which he indicates the following are the last words uttered by Steve Jobs on his deathbed as a billionaire at 56 years old.

Upshot, not only am I failing to provide proper citation, this is totally hearsay.

Regardless, the words are sufficiently poignant that they bear reflections … especially for those with more wealth than they could ever dispose of in a healthy manner.

“I reached the pinnacle of success in the business world. In others’ eyes my life is an epitome of success.

However, aside from work, I have little joy. In the end, wealth is only a fact of life that I am accustomed to.

At this moment, lying on the sick bed and recalling my whole life, I realize that all the recognition and wealth that I took so much pride in, have paled and become meaningless in the face of impending death.

You can employ someone to drive the car for you, make money for you, but you cannot have someone to bear the sickness for you.

Material thing lost can be found. But there is one thing that can never be found when it is lost – “Life”.

When a person goes into the operating room, he will realize that there is one book that he has yet to finish reading – “Book of Healthy Life”.

Whichever stage in life we are at right now, with time, we will face the day when the curtain comes down.

Treasure Love for your family, love for your spouse, lover for your friends…

Treat yourself well. Cherish others.

As we grow older, and hence wiser, we slowly realize that wearing a $300 or $30 wallet/handbag – the amount of money inside is the same;

Whether we drink a bottle of $300 or $10 wine – the hangover is the same;

Whether the house we live in is 300 or 3000 sq fit -loneliness is the same.

You will realize, your true inner happiness does not come from the material things of this world.

Whether you fly first or economy class, if the plane goes down – you go down with it….

Therefore… I hope you realize, when you have mates, buddies and old friends, brothers and sisters, who you chat with, laugh with, talk with, have sing songs with, talk about north-south-east-west or heaven and earth….

That is true happiness!!

Serves to remind one of Orson Wells “Citizen Kane.”


Bob Proctor indicates that image above is the most important concept he has EVER encountered. It’s called “STICKPERSON.”

And as is so seemingly important these days (at least here in Seattle) – you are more than free to attach the gender pronouns which you deem most appropriate to … IT.

Why? Because one of the other main tenants to both the Bob authoring this piece and the Bob whose Chairs the Proctor Gallagher Institute – at bedrock we are all the same.

This is to say specifically: “As far as we know, we are God’s highest form of being!”

Bob incorporates STICKPERSON into all of his teachings about human success and achievement.

Though initially deemed slightly comical, Bob nevertheless was able to use STICKPERSON’s assistance to woo a 50/50 partnership with a gal who started her career on Wall Street and culminated her 22-year banking and securities law career at Seattle’s Davis Wright Tremaine LLP – Sandy Gallagher.

Setting aside the difficulties which lawyers generally advise of our own clients as to the perils of a 50/50 partnership … and hell, we all know that 1/2 the marriages end in divorce as had too did Sandy’s when she became habituated to STICKPERSON.

After a year and a half long “deposition” of STICKPERSON, I too have fallen in love with this He, She, Zie, thing-a-majie.

In fact, PGI believes it to be “The Magi.”

To this, I always kind of think of Robin William’s voice talents in Disney’s original Aladdin. And truth be told, that’s not just kind of the point … it is the point.

In many ways the PGI’s 50/50 partnership division is a very apt indication of the very “visage” of STICKPERSON.

So let’s start with that picture and then – instead of relating it to the constitution of Proctor Gallagher Institute (“PGI”) – look beyond that to how STICKPERSON relates overall to our world.

Basically, there are 3 – yes, only three – component parts: Thoughts, Beliefs (based on Feelings), & Actions.

STICKPERSON was discovered by Bob many years ago after stepping up and introducing himself to the speaker who immediately he “knew that he knew what he was talking about … God Bless him he’s gone now …” – Leland Val Vandewall.

The insight that Val Vandewall related to Bob was: “Nobody has ever seen the mind.”

And that was a problem, see instead of the idea that the mind is a brain, the mind transcends the brain which is merely a “switching station.”

“Say what???”

Well think about it, we each have a brain, we each have a heart, most folks have limbs, and we all have 2, 3 (or more) names to which we try to wrap it all together … “crown to sole.”

But, what Val Vandewall was able to recognize was the absolute genius of a precocious, holistic doctor from San Antonio, Texas who around 1934 originated this figure.

Dr. Thurman Fleet realized that if we were having problems in the body, somewhere “upstream” there was a problem in the mind.

By way of historical diversion to gain historical perspective, let’s not fail to notice that Sigmund Freud’s most influential spanned the century before proceeded through the end of The Great War (WW I) and culminated toward the rise of Totalitarianism with his beginning and mid and endpoint publications respectively being: Studies on Hysteria (1895); Introduction to Psychoanalysis (1917); and Moses and Monotheism (1939).

Here, it MAY be “inappropriate” to also trace the history of the relationship between Freud and his protégé Carl Jung. But it is certainly also worth noting that Abraham Maslow’s “Hierarchy of Needs” around 1954.

What was Maslow’s later contribution? It was the recognition and realization of 3 – yes, there’s that magic number three again – groups of needs: Physical; Psychological; and Self-Actualization.  

Upshot, the STICKPERSON is a model of the mind.  And Bob Proctor, who – God willing – will cross the threshold of his 60th year studying and teaching human success and achievement, recognizes this model as the high-water mark in psychological understanding because it is not just relatively simple … it’s relatably simple.

This is critical. Simplicity not only sells; it helps order the mind … and ultimately that is what the teachings of the PGI is all about.

Securing order in one’s mind, so that one may create their most abundant results.

So, here’s the explanatory flow through.

There are two circles connected by a spine and of these two circles the larger top circle is divided into half.

The top half represents the conscious mind and the bottom half represents the subconscious mind.

As an important aside, it is important to not get fixated on the idea of an exacting representation.

PGI consultants are assured that “somewhere in brain plasticity studies” it is bandied about that our conscious mind controls perhaps as much as 2-4% of or mind with the remaining 96-98% being what the subconscious “controls.”

Personally, I find these numbers to be dubious. And that is not so much because I think the conscious mind is being short-changed. No, instead I believe that this woefully underestimates the strength of the subconscious mind.

Regardless of percentages then, the conscious mind is where the “THINKING” occurs and the subconscious mind is where the “FEELING” happens.

Also, the subconscious mind is where all the HABITS and PROGRAMED RESPONSES to life occurs.

So, if we want to change our results, we need to change our THINKING, which we do by means of a COMMITTED DECISION.

Then, we change or FEELINGS through REPETITION of … ACTIONS – here think of why as (legal) professionals we call our business “PRACTICES.”

With the end, due to the compounding of repetitive actions, creates our RESULTS.

Heck that’s a cakewalk, right? Well, maybe if you are Marie Antoinette at the beginning of the French Revolution.[3]

And that’s kind of the point, we are habituated to not stick our heads out.

It is that small, little vertical line that separates those who could have been from those who are.

You see, if you are going to go after your dreams and make them a reality … you have to have the temerity to step out and do it!

Most people do not!

And, that is unfortunate. It’s precisely why that line in the movie Wall Street has so much resonance…

“People are like sheep, and sheep get slaughtered.”[4]

As lawyers, I feel we have not only a duty to the sheep, but a duty to ourselves not to be goaded into acting like one.

Additionally, I know that the legal process, while in many areas is broken down, is not broken.

But just as certainly, if we are not damn careful … there will be outside people(s) who fumblingly think they can better “run the show” and they will fail.

Perhaps the biggest takeaway from the stickperson occurs when we apply it not to an individual’s “constitution”, but rather to the “Constitution” of our body politic.

We will not make improved changes unless and until both sides are able to harmonize … and then swing into action.

We have seen what is manifest from the failure to do so before … and whether the “fight” is male v. female; North v. South (Lincoln); Black v. White (King Jr.); Democracy v. Communism (Kennedy); and now the fights of the day Male v. Female; or Far Right v. Far Left and Far East v. Far West …

We need to be able to appreciate and incorporate “the other.”


We fail to do so at not just the other’s peril … but “our own” as well!

And of course, we must then take one step further to realize we don’t want to see ourselves as “the other” – though that is exactly what we fear “out there.” And if not on purpose, ultimately results in a completely different form of death.[5]

Take a moment to subscribe and … if you would like a “hard card” of this article, by all means feel free to send me an email to bob@justicesmiles.com.

[1] This is an intentional reversal of the pairing from “sole to crown” in Edward Arlington Robinson’s poem Richard Cory. See [HERE].

[2] Simon & Garfunkle’s adaption of Richard Cory. See [HERE].

[3] This is a “hat tip” to the Minneapolis neighborhood of my youth – Edina, Minnesota.

[4] See this clip which suggests one should cut away one’s feelings [HERE].

[5] What happens when one’s purpose, vision & goals are focused on nothing more than the “tangible results of money”? See [HERE].