10 Steps to Gaining a Millionaire Mindset

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There is something every (self made) millionaire has in common.

They understand how crucial your attitude and mentality is when it comes to success in any business venture.

The truth is that if you think you can’t make money online then you’re right. But if you think you can then you’re right again. Your mindset is critically important.

And even people like myself who know the importance of having an abundance mentality sometimes struggle with it.

You see, I’ve spent the last 32 years showing in excess of 400,000 people how to smash through the emotional blockages that were holding them back from wealth, health, and success.

My nine wealthiest clients are worth in excess of $300 million between them.

I’ve trained elite athletes to over 1000 international level performances.

I’ve helped dozens of businesses skyrocket their growth by showing their staff how to bust through self-limiting thinking and achieve beyond their wildest dreams.

But just like the plumber’s taps are always leaking and the panel beater’s car is full of dents, I struggled to make the money I wanted to.

Oh, don’t get me wrong I did OK.

I was able to raise our kids on the farm of our choice, drive fancy cars, stay married to the woman of my dreams, and enjoy the odd exotic holiday.

But I was frustrated at my own inability to turn on the money tap and make it gush. A couple of years ago though something extraordinary happened.

Unexpectedly my personal development company Beyond Success tripled its income and turned over a million dollars for the year. The very next month we turned over another million dollars.

A couple of months after that we turned over a million dollars in a weekend. Two weeks after that we posted one million dollars in an hour-and-a half. I’ve seen similar results countless times when I’ve worked with people to help them get the breakthroughs in their businesses. Now it was happening to us. We were a classic case of the 30-year overnight success.

And just in case you’re wondering – the extraordinary growth continues to this day.
So how did I do it? After 30 years of helping other people get rich how did I finally ramp my own business up to rocket speed?

Well, that’s what I’m about to reveal to you. Because these strategies will work for you too. In fact, they are fundamental for anyone who wants to thrive in business whether online or offline.

Looking back I made 10 changes in the last couple of years that didn’t involve creating new products, extra staff, investment tactics, business building or wealth creation.

No, they can all be summed up in three important life-transforming words: changing my mindset.

Change # 1 – Understand It’s Not About The Money

The first step to becoming independently wealthy is to recognise that money doesn’t matter. While it may be a great ride getting rich, the most important lesson you can learn is to measure your success in terms other than monetary ones.

Millionaires know this. That’s why they are millionaires. They love what they do, and the money is just a bonus.


A focus on making money has kept me from generating the financial results I wanted.


Because just like most people, money itself is not a big enough motivator for me when times get tough. A fixation on the cash will stop you ‘seeing’ the breakthrough that would transform your business and your life.

For twenty years I have put the best part of 100 hours a week into making money. I’ve supported others, employed superstars, contributed first and asked to be paid later and generally been a good bloke — all to no avail as far as creating wealth was concerned.

What I failed to understand was something I was fond of telling everyone else.

If making money is your number one reason for going into business get a McDonald’s franchise.

Change # 2 – Believe It’s Possible

“For those who believe, no proof is necessary. For those who don’t believe, no proof is possible.”

I’m fond of quoting this line in my workshops when people say “I can’t” or “It won’t work” or “It’s impossible”.

Success is as simple as that, really. Some people say “I can’t” and others ask: “Why can’t I?”

I’m not saying spectacular success is as simple as believing in yourself. There have been plenty of misguided souls who believed in themselves and saw their businesses go bust and their dreams crumble.

The real message is: believe in the possibility of achieving your goal. Once you start to believe it’s possible, that quite conceivably it could happen, then you can start thinking about what you need to do to make it happen.


Belief is the ignition switch that helps you to put the wheels in motion. Belief enables traction. Only when you believe can you ask yourself, “if this is possible, what do I need to do?”

In my case, for the best part of 10 years, I was surrounded by evidence that there was a heap of money in training people to be coaches. Yet, I always found some way to undermine the value of other people’s successes.

Sure there were people out there making millions, but maybe they weren’t as honest as us. Maybe they had millions of dollars for marketing. Maybe they had a better location. The truth was, I just couldn’t see the opportunity.

When I first started training coaches, I didn’t believe anyone would want to train as a coach for a fee. Instead, I thought, “I’ll have to train them and then see if I can earn some trailing commission from what they earn over the years and we’ll end up recouping the costs of training eventually.” Once that belief was established in my mind, the right people turned up to reflect that belief.

Then, September 2007, somebody said to me “Why don’t you price coaching training at $25,000 and just have a go?”

I knew I couldn’t get $1,000 for it. I’d been in this game for 25 years and knew more about it than this Johnny-come-lately with the crazy ideas. But I went away and thought about it. And I asked myself: “Is it possible? What have I got to lose?”

And here’s where the shift happens. I began to question myself: “Maybe I’m not right. Maybe this is possible.” Once you start to believe in the possibility, then magic can happen. “Whatever the mind of man can conceive and believe, it can achieve. Thoughts are things!” says Napoleon Hill in Think and Grow Rich.

When I went to my next conference as a keynote speaker, I was fairly convinced I’d crash and burn, but during the process of presenting, I told the audience that anyone interested to learn how to do what I do — success coaching — was welcome to hang around at the end of the presentation. Twenty people stayed, and six people purchased coach training on the spot — at $25,000 each.

Seven days later I got another chance, and this time sold more spots. And seven days later, on my third attempt, 23 people put their hands up and said: “I’m in”.

So what changed? The audiences were similar. My talk was exactly the same. The difference was me. I began to think, “It’s possible”. And after that, “If it were to happen — what would I have to do?”.

Change # 3 – Dump Your Emotional Baggage

To be successful in business, we need to dump our emotional baggage at the door. Many of our greatest business breakthroughs occur in the space between our ears. How we feel about ourselves and the world around us can spark or sabotage our success.

For each and every one of us, our single most powerful business tools are our minds, and yet we so often let them be clogged up with old stories, hurts, resentments and ideas about how things ‘really are’, that there is little chance of success.

Step number one, for anyone who wants to gain emotional mastery, is to understand that our emotions are real. They are an energy force that needs to be expressed, despite their ‘social acceptability’. We just need to find safe ways to ‘get it out’ instead of ‘bottling it up’.

After all, you can’t think your way through a feeling.

Case Study: Emotional Mastery Is Worth More Than Money

One of my clients Justin’s earliest memories is of being five years old and watching his father become increasingly frustrated by his inability to understand his times tables.

“In an instant, my confidence was shaken, and I made a decision about myself,” Justin says. “I decided that I wasn’t any good at academic pursuits. And from that moment on, I found school a struggle. I remember feeling like I had to ‘pretend’ my way through school and hope that no one would find out that I wasn’t intelligent.”

While it was possible to muddle his way through high school, soon the big wide world loomed. “And how will I bluff my way through that?” Justin remembers thinking.

“I went down to the local job search office, scanned the job boards and found a wood machinist apprenticeship there for the taking. I thought maybe that sort of job would match my intelligence and that I’d manage to get by OK.”

Despite 20 applicants, Justin got the job. He hated every second of his three years choking on sawdust and working for peanuts. Eventually fate stepped in and Justin’s boss went broke. Justin was cut loose, and with some experience in martial arts, soon drifted into security work.

“After four years as a bouncer, I found myself standing out the front of a nightclub on a Saturday night, watching people get drunk and asking myself: how did my life end up like this?”

Again, fate intervened and Justin was embroiled in a two-year court case after an altercation in a nightclub. He lost his security license, and gained a three-year good behaviour bond in the process. “The judge gave me a taste of jail by locking me up for a couple of weeks, and that was enough for me. While I wasn’t happy about it at the time, I thank the judge for it every day now!”

Looking for a fresh start, Justin moved from his hometown of Brisbane to Melbourne. “You can run away, but you can’t get away!” he explains. “I took all my problems along with me to Melbourne — and added the extra stress of not knowing anyone and not having any direction.”

Justin went from job to job, working on factory floors and back at the front doors of nightclubs, always trying to ignore that nagging voice in the back of his head, which asked: “What am I doing? Why can’t I get what I want from life?”

His weight ballooned from 105 to 153 kilos in less than two years, and his confidence was at its lowest ebb.

“Eventually, I decided I had had enough and it was up to me to turn my life around,” Justin says. “I asked myself: if I did one thing, what would get me the best results the quickest? I knew how to get into shape, and I knew I’d gain confidence and energy for being fit, so I started training.”

And turn his life around he did. Justin’s commitment landed him an Australian body building title – a huge achievement. “But although my physical appearance had changed, I still felt the same inside. Nothing about me had really changed except my muscle condition.”

He moved again, this time back to Brisbane to open a gym with a friend. Another six months of trials and tribulations followed, and the business folded. Forklift driving, and time studying to be a personal trainer were the next career changes along the road.

But with his qualifications and a drive to achieve, Justin became a very successful personal trainer, earning more than $100k a year. And yet, he was still looking for something, and realised that before he could truly help other people, he needed to overcome the personal blockages that were holding him back.

“Along came Paul Blackburn, who I met through a mutual friend, and I started coaching,” Justin says. “I learnt how to drop the old baggage that would hijack me and how to recognise when I was making decisions based on my old programs. Essentially, I learned how to my master emotions in the same way I’d learned to master the weights equipment at the gym.”

Since then, Justin’s career has changed course again – this time he’s established a success coaching business in Queensland, and was quickly on track to make a million dollars in his first year.

“The person that I’ve become is more important to me than the money I’ve earned,” he concludes. “Five years ago, I wondered whether I’d ever achieve anything with my life. And now, the world is my oyster.”

Change # 4 – Face Your Fears

Far too many people go to their graves with songs that were never written, pictures that were never painted, businesses that were never built, and troubled hearts that never experienced joy. The reason? Fear. The problem is we become fearful about things that turn out to be nothing at all.

In psychology, a common breakdown of the time we spend on various worries goes something like this:

Things that will never happen 40%
Things that are in the past 30%
Needless concerns about one’s health 12%
Petty and miscellaneous cares 10%
Real and legitimate concerns 8%


Of the eight per cent of worries that are real and legitimate, half of them are about things we cannot influence. So the solution is not to try to dispel your fear but to face it head on.

As crazy as it may seem, a fear of success often also prevents many people from achieving their goals. You see, success involves change. The greater the success, the greater the change and change is often terrifying.

But playing it safe has its own inherent risks. If you never dare to fail (or succeed) your success will have a low ceiling. Most people underestimate their merit and ability to recover from failure, leading them to pass up valuable opportunities. The ability to fail big and fail often has been a mark of the spectacularly successful throughout history.

In business, as in just about every other endeavour from sport to romance, it’s important to remember that you’ll miss 100 per cent of the shots you don’t take. Michael Jordan knew this. “There was never any fear for me, no fear of failure,” he said. “If I miss a shot, so what?”


Change # 5 – Think Abundance

Someone with an abundance mentality believes there is plenty out there for everyone. In contrast, someone with a scarcity mindset subconsciously believes there’s only a finite amount of resources, and that they must protect their share.

In The Seven Habits of Highly Effective People, Stephen Covey says that most people are deeply scripted in the scarcity mentality. “They see life as having only so much, as though there were only one pie out there. And if someone were to get a big piece of the pie, it would mean less for everybody else. People with a scarcity mentality have a very difficult time sharing recognition and credit, power or profit…”

If you trust that there is enough success to go around; if you believe that others don’t need to fail in order for you to succeed; if you believe that life provides an abundance of opportunities, experiences and blessings, then one thing’s for sure: you’ll live a happier life, if nothing else. And you may just achieve some success along the way.

Change # 6 – Surround Yourself With Success

Your peer group has a powerful effect on your life. If we grab five of your friends and ask them about their net worth or average incomes, we are likely to predict yours.

The smart thing to do is to mix and mingle with people in the next success bracket to you. If you are a plumber, but have aspirations to become a property developer, then you need to find ways to seek out the people who have already achieved what you desire. Start to move in their orbit. You’ll gain subtle and subconscious lessons and ideas that can radically alter your thinking and your results.

One of our breakthroughs occurred because, after 25 years in business, Mary and I started to be influenced by people who thought and acted differently to us. They looked at our business and laughed, asking, “why do you do that?” or “what is the point in this?” They wondered why we wanted to work so hard for so little reward, and came up with crazy ideas that we knew couldn’t possibly work.

But with time, their influence started to have a profound effect on us. We started to listen. We learned. We applied some of those crazy ideas. And guess what? They worked.

Don’t feel embarrassed about the fact that you haven’t made it yet. Make your moves in increments. You don’t have to leap from laying bricks to schmoozing with the multimillionaires. An apprentice bricklayer needs to learn how to lay bricks before he can start building skyscrapers. You can take it step by step, learning from people a little bit further ahead on the road to success.

Change # 7 – Leverage Yourself

A lever is a device that multiplies the effort applied. Archimedes once said: “If I had a lever long enough I could move the world”. The concept applies to better output: if we apply enough leverage we can achieve better results. Successful business people don’t think in terms of saving time, they think of leveraging time. An even more precious asset —knowledge — can also be leveraged.

There are three key things you can leverage to be successful: your time, your knowledge, and the knowledge of others.

The Internet revolution is leading to a twenty-first century renaissance of ideas and innovation. And whether you’re living in New York or Newcastle, Venice or Vientiane, you have the same access to the sum of all human knowledge on the information superhighway.

With geographical isolation and the tyranny of distance now a memory, the world has become ‘flat’ and anything that can be done, will be done. The only question is: will it be done by you or to you?

So, why wouldn’t you leverage someone’s knowledge about marketing to help you boost your business? Why not leverage someone’s years of research into demographics to pinpoint the best target market for your business? Why not tap into someone’s creative ideas to help you spur on your own dreams.

“You can’t know it all,” advises a property developer. “No matter how smart you are, no matter how comprehensive your education, no matter how wide ranging your experience, there is simply no way to acquire all the wisdom you need to make your business thrive.”

Change # 8 – Find Your Niche

Whether you’re selling your product at your local arts and crafts market or in the global marketplace of the internet, the principle is still the same: find your niche. Many of today’s most successful companies have stopped marketing to the broad customer categories of the past and instead reach out to narrowly-focused groups, using a strategy called ‘niche marketing’.

Picking the right segment of the market is vital to not just your success, but your business survival. While niche marketing is often considered the domain of small, agile companies who can react to customer demands more quickly than the global giants, even the big end of town is embracing niche marketing, by refining and targeting their product offerings to different buyer groups.

Case study:What do you want out of life?

“What do I want out of life?” This was the question that rattled around in Nick’s head for many years, as he moved from one successful career to another.

From humble beginnings — he was the only one of five kids to complete Year 10 — Nick started his working life as an electrician, first in Orange and then in Sydney. He rapidly built skills and experience, and before he was 21 was teaching first year apprentices.

But life in the Big Smoke never appealed to Nick, so he traded his tool belt for a backpack, travelling the world for more than two years. “During my travels, I picked up a permanent souvenir, my American wife” he laughs.

While the itinerant life had its freedoms, Nick soon decided to settle down, choosing to study to become a chiropractor at one of the world’s best universities in Atlanta, Georgia. But, always the country boy at heart, home beckoned and Nick returned to Australia with his wife to establish a chiropractic practice in Orange.

Life was great. “I was married to the girl I loved, I had a beautiful son, James, and a booming business that only required a personal commitment of 24 hours a week. We wanted for nothing as a family — there was always plenty of money and plenty of time together.”

All this changed in November 2004, when a life-altering event made Nick question his “place on this earth, and what I’m here to do.”

Nick was the pilot of a plane that crashed on a windy descent to the runway. Nick’s wife, five-year-old James and his 80-year-old mother were all on board. The plane was split in two, but miraculously, all four of them walked away.

The crash shook Nick up. In fact, it made him rethink his entire life. “I began to ask myself: ‘If I died tomorrow, am l living my true potential today? I didn’t know the answer to that. Something that kept resonating in my head was the voice of Paul Blackburn, who I’d met a few months previously at a short workshop.”

Nick embarked on a personal development journey with me, and, as he says “learned to ask great questions of myself.” In asking the great questions, great answers were revealed.

Nick realised that while he was very happy in his lifestyle, he wasn’t fulfilled.

“While my life as a chiropractor gave me some level of career satisfaction, there were days when I wasn’t excited. I knew I could expect nothing new, challenging or exciting. And I wanted to wake up each day with my first thought: what opportunities are out there for me today?”

“Then one morning, we were sitting on our back deck having breakfast when my wife asked me: ‘If we sold the business, what would you do?’ I didn’t know, but I immediately felt excited. I knew if I sold my business I would give myself the opportunities and the possibility of finding personal fulfilment.”

What was the worst thing that could happen? “A bank manager could take away our belongings, but couldn’t take us away from each other,” Nick says. “We understood that, and so it gave us permission to have a go.”

Nick sold his chiropractic business and became a Master Coach with Beyond Success in 2007. He now trains other people to become success coaches, and helps people to realise their full potential. Quite simply, he’s found his niche.

Change # 9 – Stretch Your Prices

Marketing 101 says that one of the easiest ways to up the perceived value of a product is to up your price. The fashion industry knows this best. Ask anyone dressed in designer labels why they’ve paid hundreds of dollars for a white T-shirt when they could have purchased a similar one for $10. They’ll tell you that their designer glad rags are higher quality, better made and will last longer. If they’re honest, they’ll say that they are buying the image of the label and the prestige associated with wearing the uniform of an elite group. The confidence of wearing the Chanel suit or flaunting the Fiorucci sunglasses is of genuine value to those people, affecting their behaviour and even their levels of success.

Don’t differentiate yourself on price. Live by price, die by price. Find the target market that appreciates quality over price. The bargain hunters can go find the bargains. Do you want to be in business for the bargain hunters? You can visit the local markets on a Saturday morning and buy a brand new men’s business suit for $579. Or you can visit Armani and pay thousands.

More often than not people are not looking for products and services: they are looking for a result. It may be a greater sense of convenience, safety, confidence, status pleasure, accomplishment or self-esteem. Whatever it is, it’s up to you to determine how your idea solves their problems, and then to communicate to them in a way that makes it clear that your product will make their lives better.

Change # 10 – Work On The Business Not In It

Most businesses don’t fail to thrive because the owners don’t put in the hard yards. They fail because the business owners work too hard —working in the business, rather than on the business.

I know this from first-hand experience. Mary and I spent the best part of two decades rolling from one grueling workshop to the next, thinking that the more seminars we held, the more successful our business would become. And each year, we’d feel like we were making progress, only to discover at the end of the financial year that the results were the same as they’d always been.

What finally dawned on us was there was this: while we were busy in our business, there was no time to look for innovations to take our business to the next level. There was no time to dream and scheme. No time to think expansively about the possibilities. No time to instigate new methods or marketing tactics. And I know that we’re not alone. A typical small business has more things to get done in a day than there is time available. In response, we all get out our `to do’ lists and start ticking off the tasks.

Small business owners fall into the ‘DIY trap’ — where they must do everything themselves — from handling customer complaints, to balancing the books, to un-jamming the photocopier. And what happens?

They rapidly become ensnared in the urgency, the repetition and the daily grind of the business. They find that they don’t own a business, they own a job. It may be a high paying job. It may be a flexible job. It may even be a fun job. But it’s still a job. Very soon, the business becomes a trap with no escape route. And it’s very difficult to be a dreamer when you can’t get out.

In his excellent book, The Seven Habits of Highly Effective People, Steven Covey tells us that we drive our lives based on urgency, rather than importance.

The most effective way to change your beliefs about time may be, as Stephen Covey suggests, to “put first things first”. This means making the most important things in your life the most important things in your life.

How many people on their deathbed wish they had spent more time at the office? We are constantly making choices about the way we spend our time and then living with the consequences of these choices. However, most of us don’t like the consequences because there is a gap between how we are spending our time and what we feel is important in our lives.

What is the solution? We need to look at the underlying beliefs that produce these results. Out of these beliefs come our attitudes and behaviours and, therefore, our results.

To avoid learning the hard way, find time for activities that will revitalise and refresh both you and your business. While you need rest and relaxation, you also need to extract yourself from the day-to-day operations of your business to sit with your feet up and think about the `big picture’. You need to be the person who builds, rebuilds, tweaks, tests and thinks about the direction of your company. You need to be the person who prepares your business for growth.

So that’s it, the 10 changes in mindset that produced such a quantum leap in our business.

For 25 years, I’ve asked crowds from 10 to 10,000 what they would wish for if they were granted just one wish. Consistently, the answer is health, wealth, happiness and positive relationships.

My view?

You don’t earn happiness through diligence or good fortune. It’s a daily decision made regardless of your circumstances.

Wealth isn’t money in the bank. It’s the knowledge that you could do it all again.

Health is a gift, appreciated most by those who have battled to achieve it.

And a relationship is the opportunity to meet yourself face to face.