Success is a lasting wave - Focusing Your Energy Towards Success

Heinz Meloth
Success Is
A Lasting Wave
Focusing Your Energy Toward
Success In Life

P a g e | I
At 60 I Begin My Third Career
New Life Instead Of Retirement –
Starting A New Life As An Advisor,
Coach, and Inspirational Figure
Heinz Meloth
German Version February 2011
English Version June 2012

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P a g e | III
Dedication
I would like to dedicate this book to:
...my son Björn, who, when my Homepage became
critical to the representation of my professional life
in the last few years, did not only help me
enthusiastically in his capacity as an IT specialist,
especially when I was at my wit’s end. He is my best
friend, always there when I need him, and I will
always be there when he needs me…
It is important for me to mention that we don’t only
have an exemplary relationship as a father and son
while working on our professional and technical
activities. We’re jokesters and scallywags with a joy
for life and a strong sense of humor, and over time
we have concocted more than a few humorous
stories that must not be mentioned in this book.
...my daughter Nadin, who with her husband Sergio
has sent us two lovely granddaughters, Linda and
Elisa. Nadin and I have been working together
already for over twenty years. She is the greatest

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critic of my work as well as my chief advisor,
colleague, and partner. This always brings me further
when it is important to add worthwhile thoughts
“from outside” my own perspective.
After her studies she wasted no time in becoming
independent and is today an acknowledged and
successful entrepreneur. I am proud of her. We work
in totally different ways in the same sector and
bundle our energies into a powerhouse, and as a
father I could imagine nothing finer and better for us.
...most importantly my wife Claudia. She is the one
who has been true to me for almost forty years and
has stuck with me through „thick and thin“ in the
truest sense of the word. Our totally different
characters and qualities represent a symbiosis that
recognizes the essentials of our success together.
...and naturally my family as a whole. In Russia
there is a saying, “If the family is together, the soul
is in its place.” I like this saying quite a lot, as it
corresponds to my own conception of myself. These

P a g e | V
days in Germany it is not a given that the family is
functional or capable of working together as a unit in
a successful professional career. We have managed
both, and so financially we are always doing well—
we have always had more than we needed.
Life is growth and renewal, and that applies to our
living relationships as well. Five years ago we
“newly positioned” ourselves and today we live by
the motto: Each should grow in his or her own way
and together everyone can rejoice at the growth of
others. We have explained in many languages what
moves us and what is important to us in life so that
we may work together, the process of which is
described later in this book. May this destiny of ours
together grant us many years of happiness and
health.
THANK YOU for everything that I received from
you and I ask you to please overlook any situations I
may have made stressful due to my effervescent
energy and accompanying impatience. I hope that at
the very least something positive emerges for each of
you as the result of my work, that at the very least

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any damage I may have caused you will be more
than compensated…
I wish that we will stay healthy, happy, and fulfilled
in the circle of our family with what we do and that
we will be able to enjoy that which gives us
happiness in our lives.
My THANKS go to Alexandra Breu for her
excellent optimization, design, and editing; to Heike
Rost for the cover photos; and to everyone, who
supported me with this book.
My special THANKS for this English translation
goes to Harry McAlister. A freelance writer living
in Nashville, Tennessee/USA. He is a graduate of
Macalester College he majored in Creative Writing
and German. With this background he did an
excellent Job for me and all the readers of this book.

P a g e | VII
Content
Introduction 1
Success Is A Lasting Wave 7
PART I: ABOUT HEINZ MELOTH
1. The Success Expert Heinz Meloth 17
1.1 A Short Digression. That You May
Better Get To Know Me, Here Are My
Credentials
1.2 Everyone’s Skills Are My Natural
Talent
1.3 Always Staying On The Ball—Self-
Improvement, The Key To Success
22
25
29
PART II: WHAT IS SUCCESS—FOR ME
AND FOR OTHERS?
2. A Definition Of Success 31
3. What Makes Me Successful? 34
3.1.An Important Source Of Energy: My
Family—Decades Of Success Together
34

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3.2 Momentum In My Third Career 36
3.3 Thinking Forward Is Cool! 41
3.4 The Pessimists Don’t Die Out... 42
3.5 It Doesn’t Help Anyone To Whine In A 43
Crisis– Success From A Commercial
Perspective
3.6 The Courage To Change Makes You 46
Appealing And Successful
3.7 How Do You Invest Yourself In 49
Personal Success?
3.8 The Meat And Potatoes Of Setting Your 53
Goals For Success
3.9 What Are Lasting Waves Of Success? 54
PART III: MY PROPOSAL
4. Increasing Success For Companies and 60
Individuals
4.1 Success Advisor And Inspirational 61
Figure
4.2 Success Coaching 64
5. Success Seminars And Workshops 67
5.1 How To Come to Your Lasting Wave
Of Success
5.2 Professional Success Is A Decision –
Nothing More, Nothing Less!
5.3 Personality – The Foundation Of
Success
67
70
70

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5.4 Selling Success With Personality 71
5.5 Success – But Lady-Like, With
Entrepreneur And Success Trainer
Nadin Meloth
5.6 Participant Feedback From My
Coaching Sessions and Seminars
72
74
6. Success Lectures 77
6.1 Talent Orientation– A Dialogue 78
6.2 My Other Lecture Themes And Theories 107
7. Success Symposium 111
8. The Corporate Leadership Concept,
SUCCESS-FACTORY
8.1 The Success Principle Of SUCCESS-
FACTORY And Its Inner Workings
8.2 The SUCCESS-FACTORY Concept In
Practice
8.3 The Effects Of The SUCCESS-
FACTORY Concept
8.4 The SUCCESS-FACTORY Success
Workshop
112
116
120
122
126

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PART IV: THE SUCCESS CONCEPT IN
PRACTICE
9. Examples From My Daily Work 131
9.1 Working With The “Self” – A Coaching 131
Example From My Practice
9.2 The Wheel Of Life 142
9.3 How Can Someone Tell Their Own 149
Personal Worth?
10. References 154
11. Success Quotes 158
12. My Success Resumé 162
13. Recommendations For Further Reading 165
14. Notes 167

P a g e | 1
Introduction
Why all this….
There is an old saying, “by the end of his life, a good
man should have planted a tree, built a house, and
raised a son.” Today I would add, “and have written
a book.” As the first three points have already been
accomplished for some time now, I have only just
now added the fourth.
Many of my colleagues have written a book, and
many of them have written not only one, but several
books that help them to spread their “message”
without being physically present. My thoughts
toward my own book have ripened over the years
and its contents have become more compact. It
works like a blossom; flowers need their time to
mature and ripen before they bloom, and then the
day comes when the buds burst open fully-formed.
This book had to ripen before you could hold it in
your hands.
In August of 2010 I was in Florida for three weeks
with my wife, Claudia. We spent most of our time
“taking a vacation.” That meant for us less trudging
through the tourist attractions than it did leaving our
turbulent everyday lives behind us so we could enjoy

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some quiet by taking in a vast American breakfast, a
comfortable walk along the beach, watching the
sunset from the bar on the beach or drinking a glass
of wine in the evening on the pool terrace and having
a healthy conversation. For the artistic hours in
between I decided to use this atmosphere and this
time to begin to stitch all I’d written together that
was already on hand in scattered pieces. I began to
add to my work and form it into what became this
book.
The time was ripe and everything went better and
faster than I had originally thought, not to mention
feared.
Before me came twelve generations of winemakers
that passed on twelve generations of winemaking
“Grundstücke,” although these days we would call it
winemaking “hardware.” Our time is in flux between
an industrial society and a knowledge-based society.
What once was hardware has changed into software
and brainware. That what we have shaped becomes,
like so much that surrounds us, more transient and
complex, standing in the field of a higher rate of
change.

P a g e | 3
A printed book in the classic form is excepted from
this trend—it connects with its physical presence
what is permanent and unchangeable. As long as this
book doesn’t wind up in the trash, it is a testament to
the period of time in which it was written. This is as
true for the author as it is for the reader.
It is exactly because of this reason that I hope that
this book will be a medium for me and for a number
of readers to receive new impulses and food for
thought while we are surrounded by the changes in
our lives. This book should offer a new stimulus to
make our future and the future of the future key
players of tomorrow’s society better, more
successful, and more able to shape a better future.
This applies to me today: Every success is
possible, if you know how to achieve it!
Success is happiness, and a wealth of success is a
lifetime of happiness!
I hope you all have fun with your reading and that
you find motivation to increase your life’s happiness,
be it through minimization or maximization, or in
any case through the sense of the best possible

4 | P a g e
optimization of your thinking that leads to
commercial success.

One last bit of advice on reading this book:
P a g e | 5
There are books that must be read from front to back
without skipping a chapter or the whole thing falls
apart as a disconnected mess. This book is more like
finger food. It is made of morsels that I have
compiled from a series of various articles and texts.
Not all of the following texts were written
specifically for this book, but are instead the results
of publications, product descriptions, and other
articles from my work. Allow me to summarize the
four sections of my book for you. In the first part I
introduce myself, in the second part I describe my
views on the theme of success, in the third part I
write about my proposal on how to achieve success,
and the fourth part contains examples of my practice.
It is possible that you may have seen some of my
articles in other locations, such as on my website or
in other publications. Don’t worry about skipping
what you’ve already read; every chapter in this book
stands on its own. Naturally, all of the chapters are
centered around the same principle: success and
becoming successful through knowing one’s talents.
It is also possible or even quite advisable for you as a
reader to look at these chapters like appetizers,

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picking through them at random and taking only
what interests you.
As this book wears on, it is possible that statements
will sometimes be repeated as a natural side effect of
the closed-off, independent chapters. Should you
notice this, be aware that this repetition has been
carefully measured. This repetition intensifies the
immersion, strengthens the effect of the prose, and
makes more sense from a didactic point of view.

P a g e | 7
Success Is A Lasting Wave
A short history for your consideration-
Just imagine... ideal for surfing on the wave of
success!
Two men are sitting in a boat at sunset, rocked by
the gentle waves on a small branch of the Rhine. The
sun is shining on the water, gnats are dancing in the
light. Waves slap against the boat’s side and two
fishing lines jut out over the railing with their hooks
lost in the green water.
The old rowboat is is getting on in years, but still
remains reliable. It has been on many trips and
heard many things—where else can someone talk, if
not here, away from everyday life and spurred on by
the rocking of the waves?
Peter, the younger man to whom the boat belongs, is
a furniture salesman. He sold four expensive
bedrooms at the beginning of the week. For him it
was a wonderful experience of success and he felt
rather well at that moment—a feeling of pure
happiness.

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“Today’s not going so well,” he says to Johann, the
older of the two, “I’m enjoying the fishing, but I
wish I still felt like I did earlier this week—strange,
because today is Thursday and earlier this week was
quite a long time ago. I won’t easily come upon that
feeling for a long time, now.” He thinks quietly for a
moment… “I wonder,” he says again to Johann,
“how can I have this feeling of success again that I
enjoyed so much on Monday? Is it just random
circumstance, when I’ll be able to feel that again, or
can I do something to feel it more often?”
Before he retired, Johann was a masseur, and as a
masseur he often heard interesting stories from the
lives of his clients.
Johann looks at Peter and nods in understanding,
then says suddenly in the breaking sunset, “Life is a
consistent ebb and flow… success is a lasting
wave!”
Peter stutters, “Success—a lasting wave? How do
you mean?” He wonders if his friend has enjoyed too
much of the Dornfelder from Rheinhessen. No,
against all odds Johann seems to be completely
sober.
Johann begins to explain, “Not long ago I had a
fascinating encounter with a head they call SuEx,” –

P a g e | 9
“What’s SuEx?” Peter asks curiously. “Be patient,”
Johann chides his companion, “You’ll learn that
later… I want to tell you about this person now!”
Johann pauses and looks out over the water. He
resumes his story, “So like I was saying, SuEx was
of the opinion that success is a matter of chance.
Sometimes you’re lucky and everything clicks, and
then there are times when things aren’t so easy.
You’re successful at work, you own your own house,
take lovely vacations and so on and so on. And
everything that you have to do for this success is
backbreaking hard work that takes up a lot of your
time, he thought. If you put in enough effort success
is a natural result. To him a career and success were
one and the same.
“For a while this line of thought was just fine, but
then things went downhill. Sometimes he began to
feel like he was in a hamster wheel. One night SuEx
had a dream that he would lose everything he had
earned and that his future would pale in comparison
to his past.
“He knew that his life would always go up and
down, but he wanted to take concrete action to
control his life, and he didn’t want to leave his
achievements to chance.

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“In the past he had noticed something: when
someone concentrated hard on something special, he
could often achieve his goal with success. SuEx
watched athletes in particular, who worked toward
incredible goals and painted the picture in interviews
of how they always focused straight ahead and
learned to achieve new levels of success.
“I’m pretty far from an Olympic athlete, SuEx said
to himself, but why don’t I treat my life like a sport?
Why don’t I apply my natural talents where they
would be most useful, make myself fit and focus on
optimizing what I can to improve my professional
life? Then I could shape my own personal success.
And because life goes on forever, I could always
concentrate on new successes.”
“So what did he do?” asks Peter. “This story isn’t
don with SuEx, he kept searching. He took some
time to think,” Johann continues, “He had done quite
a lot in life, but when he thought about it he wasn’t
quite sure how he had achieved his success.
“A short while later SuEx took a vacation and had
the opportunity to observe a pair of skilled surfers on
the beach. How patiently they waited for the next
wave, how they searched for just the right time to

P a g e | 11
hop on their boards, meet the wave’s crest, and surf
the crest of the wave for a long time.
“There were others who were impatient and set out
too early, while others missed the perfect time to surf
because they waited too long.
“Others weren’t steady enough and soon tipped off
their boards. The waves always came back in
irregular intervals and varying heights, and every
mountain of waves followed a valley.” Peter listens
quietly. He’s no surfer, but he can imagine what it’s
like.
Johann continues, “Then SuEx eavesdropped on a
conversation as one of the expert surfers talked about
his enthusiasm and the feeling he got from surfing.
“The surfer said what was important to him: staying
in shape, practicing, staying alert, and knowing when
to stay in the right water.
• Develop a sense of observation like a lynx, to
see oncoming waves,
• use them at just the right moment and (!)
• go high with the wave,
• stay on top until the wave begins to fall,
• then slowly and carefully arrive in the valley
between waves and (!)

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• know that the next wave is coming and
• start the game all over again from the
beginning
• and ride the next wave as it comes
• because he learned this professionally…
“His curiosity piqued, he sat once again on the beach
and looked at exactly what the best surfer was doing,
how he moved in unison with the waves. Up and
down, sometimes higher, sometimes lower, that’s
just how the waves came in. At first it looked
completely random. But with time he noticed a
pattern: the surfer knew exactly what he was doing:
he waited to seize just the right moment in the
uncompromising regularity of the waves and seized
every single chance that came before him. With time
it began to seem that the surfer was steering the
waves, like he owned them.
“Aha, now it had clicked with SuEx, ‘That’s how it
is—when you know what you need to be looking for,
then you don’t just get to surf occasionally on a
small wave, but always on the large waves, longlasting
and constant.’
“’How do you do that?’ was his first question when
the surfer was exhausted and came back to the beach

P a g e | 13
full of enthusiasm. At first he didn’t understand the
question, but soon they fell into conversation. “I
decided that I would like to be at the very top, that
was my clear goal. All of my thoughts focused on
that point, I wanted to have fun with my success. I’m
excited about surfing every day. Imagine how the
perfect wave could look. Feel it in your thoughts,
how great it would feel to ride that wave.’ His eyes
lit up with excitement as he spoke.
“’When I get going I’m in my best mood, I have the
wave right in my sights. I focus my attention on this
wave alone and what I can make out of it, and on
nothing else—I don’t think yet about how it can fal
down. Then you must naturally control your board. I
trained a lot, and when you finally manage it you
feel great—you know everything you can do and
how you can do it—an insane feeling!’”
Johann takes his knife and checks the string. Then he
continues, “That evening and all of the next day
SuEx thought of the surfer’s words: Success is like a
wave, and when you know what you have to pay
attention to, it follows that success is an unending
wave.
“When SuEx came back from his vacation he still
couldn’t surf, but he had learned a lot about success.

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“He learned lots more after that vacation, until he
began to tell other people about his success methods
and he became an expert on success. Today his
pseudonym, ‘SuEx,’ is short for ‘Success Expert,’”
Johann said respectfully.
Johann is firmly convinced of what he learned from
SuEx about success: Whoever understands what they
mean to do, understands that success is an unending
wave, uses this insight, and applies these methods to
their lives has the motto:
Every success is possible, if you know how to
achieve it!
His friend Peter is gobsmacked. “It’s that easy?
Success is a lasting wave?”
“Yes, it’s that easy…” says Johann. “And where can
I learn that?” asks Peter. “From SuEx, the Success
Expert. You know him, he’s Heinz, from Mainz!”
Johann grins mischievously and grabs a bottle of
Dornfelder and two glasses from his backpack.
“Want another?” he asks. Peter nods, and they are
both silent for a long time.
With this short story I, Heinz Meloth, would like to
introduce myself to you as a Success Expert.
I am a success coach and trainer for everyone who
wants to be successful. My goal is to write your
personal success story with you. At the beginning of

P a g e | 15
my book you will learn more about me as a person,
my career and the meaning of success. You will
learn how to define your own personal success and
develop your way towards a more successful life. As
my offer to you as I accompany you on this journey,
coaching you and offering advice, I will help you
imagine the second stage of your success. We will
conclude together by achieving the goal of your
success, which will be illustrated with the aid of
examples.
PART I: ABOUT HEINZ MELOTH
1. The Success Expert Heinz Meloth

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With the following portrait I would like to describe
myself to those who do not yet know me – this is my
profile as it would appear in a newspaper:
Dropping the Pilot
Heinz Meloth manufactures success for and with
the people around him
Success is the central theme of Heinz Meloth’s life.
For thirty years the internationally experienced
manager has busied himself with it. In between he is
a strategic counselor, trainer, coach, and – most
important for him – inspirational figure. He wants to
encourage, galvanize, and move. Whoever gets to
know him believes immediately that he can: this man
is a bundle of energy, dynamic, gripping, creative.
“Success creates a good feeling, that people want to
experience as much as possible,” Meloth explains.
Like how a pilot helps his passengers in new or
critical situations, Meloth brings pilots his ship on
the path to success. “I have spent a long time in the
various positions of my professional and private
lives grappling with the theme of success, so I can
comprehend the driving factors and how they can
best be used for the good of the masses. To this end I

P a g e | 17
have determined: every success is possible, if you
know how to achieve it!”
Meloth sees success as “the sum of good decisions.”
A concrete goal is important for him. “Too many
people waste their potential, because they don’t have
a clear goal,” says the business development expert,
who spent 15 years on the board at Cannon Holding,
a leading global player in machine building and plant
manufacturing. “A GPS won’t work if I just tell it, ‘I
want to go away.’ I have to know exactly where I
want to go,” expounded Meloth.
After finding a goal he comes quickly to vision,
because a vision leads one’s actions to making sense.
“Sense is the key size of life.” For Meloth the
intrinsic motivation that grows out of enthusiasm is
the driving force behind success. His personallydeveloped
management concept, “Success-Factory,”
suggests innovative solutions to ensure, forge bonds
in, and strategically develop the human element in
management. It places people and their natural
talents in the foreground and considers them as
important potential and a foundation for all
economic success.

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Meloth is a communicator; eloquent, always in
conversation, interested in the exchange of ideas. He
speaks pragmatically and vividly; pictures develop in
his head when he speaks of “bringing horsepower to
the streets” and “engaging turbo power.” That is his
mission: to reveal people’s goals, to develop
strategies together with them for achieving their
success, and to give them one last kick out the door.
He fulfills this mission in coachings, workshops,
seminars, and lectures.
Moreover he began the “Success Symposium” with
a list of a dozen speakers that managers can book
for their clients.
Meloth engages voluntarily on the board as cofounder
of the marketing club Mainz-Wiesbaden as
well as a chairman on the board of trustees of the
nonprofit education initiative “Stufen zum Erfolg.”
The 60 year-old from Mainz attributes his energy to
his family. He works closely with his daughter
Nadin, also a trainer and coach; together they operate
as “Success Experts.” “My daughter is my biggest
critic,” avows Meloth.
After his ancestors spend twelve generations
manufacturing winemaking supplies, it is hardly
surprising that this family man is also a gourmet who

P a g e | 19
knows how to appreciate the finer things in life – “all
best enjoyed with good conversation.”
Meloth stays fit through Nordic Walking and by
going to the gym. “Pleasure and sport are also
sources of energy for me,” he says. Far too little does
he get to engage in his hobby of driving motorboats.
What gives him the most strength and determination,
however, is the success of others with whom he is
involved and their growth. His motivation: “I want to
contribute to as many people as possible finding
their natural talents, developing them, promoting
them, and using them to achieve happiness in life
because of their growth…” and then he closes – as
he so often does – with the sentence: “Success is
happiness, and a wealth of success is a lifetime of
happiness.”

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1.1 A Short Digression. That You May
Better Get To Know Me, Here Are My
Credentials
Languages: German (with a dash of Rhenish…),
English, Italian, and when necessary, straight-talk.
Strengths: Strategist, inspirational figure, creative,
particular talent for causing excitement and
motivation
Weaknesses: His two granddaughters Linda and
Elisa
Biggest Weakness: Wife Claudia
Biggest Love: His two children
Biggest Critic: Daughter Nadin
Best Friend: Son Björn
Biggest Failing: His impatience

P a g e | 21
Becomes Excited By: The successes of his fellow
man – especially those he can contribute to
Role Models: John F. Kennedy, Albert Schweitzer,
Nelson Mandela, and the Dalai Lama
Enjoys: Good conversation with nice people and
loved ones
Is Always: In a good mood, full of humor and
positive thoughts
Penchant For: Mediterranean cuisine, fine dining,
and good conversation over a glass of red wine
Music: Varied from Beat to classic, especially the
instrumental title “Biscaya” by James Last
Dislikes: Defeatists
Has Fun: At the Mainz carnival
Refuels: While Nordic Walking with his wife, in the
gym, and with friends in his motorboat.
Is Proud: Of his own unfolding and development

22 | P a g e
Greatest Wish: To make as many people successful
as possible
Sees His Goal As: To contribute to as many people
as possible discovering their natural talents,
developing them and learning to use them for
happiness in life at their own growth.
1.2 Everyone’s Skills Are My Natural
Talent
My natural talents first showed themselves when I
was in school and then in new ways once I entered

P a g e | 23
the world of business. I steadily trained them by
exposing myself to situations that would allow me to
gain new experience and absorb new knowledge.
My communication talent, a.k.a. “talking to
people,” always got me good grades in cooperation
when I was in school and for a long time I was the
class speaker. Later in marketing, as a salesman,
sales director, business owner, and in management at
Holding this talent was a key to success with clients,
suppliers, co-workers, colleagues, executives,
employers, and employees. Today my
communication talent is my main tool in my
interaction with my clients and customers, but also
useful in my writings and in worthwhile
conversations with friends and family.
My talent for observing complex relations from a
meta-perspective, or “from above,” and to capture
the most important relationships in a network of
varying influencing variables is exceptionally
distinct. It helps me to find the strategic alignment of
a person or a new project in connection to a goal (or
to an unexpected or hidden goal) and make these
their strengths. From there I can develop a new
perspective on the situation and use it to find a
breakthrough in order to start making progress. This

24 | P a g e
is useful in judging business situations and in the
delegation of marketing and business development
activities.
My special talent for human empathy and – I am
pleased to say – ‘my natural instinct’ in dealings
with certain, often critical human situations, helps
me not only to understand the thoughts and feelings
of the people I work with, but also how to correctly
interpret them. Through this I can help to utilize
good chances as they come. The point is to identify a
potential deficit or obstacle that can stand in the way
of a positive development in a given situation, to
resolve it, and to help to overcome it.
One of my further talents is when I recognize that I
need to stay optimistic in especially critical
situations and not to give up, even when I see no
chance for success. The resulting talent of being able
to use positive thinking to shift one’s own
perspective and from there to develop new
approaches to the problem is useful in even the most
hopeless situations in finding success. With an
optimistic shift in perspective new energy is
generated that lights the way to success.

P a g e | 25
I owe my competence as an inspirational figure to
the natural talents of creativity and distinct fantasy.
Both allow me free reign in decision-making when
applicable to the relevant situation. I offer my clients
to choose these contributing problem solving
elements from a neutral point of view. Often new
alternatives will arise that had not been in
consideration before, which lead to new pastures…
The combination of the above qualities thereby
means that the outcomes of my work will always be
judged positively, as long as I successfully use my
talents toward a professional, business-minded, and
especially economic goal. Otherwise the personal
and private problems and weaknesses of a person
and the obstacles that go along with them become
included when they don’t need to be. This seems
unconventional, as I am using my understanding of
people that I have spent my whole life developing.
Paired with my experience as a trainer and coach that
I have acquired in several high-class education
courses, I have become effective and efficient at
holistically deploying a person’s potential.
I work together with clients to find a breakthrough
towards achieving a goal. (I often use the word
“client” in my texts, and in these cases I am
naturally referring to “clients” in the plural as well)
Often the pathway to opening up new chances and

26 | P a g e
possibilities in the conquering of a “stumbling
block.” Not rarely but also in the clearance and
consequent solution of a previously unconquerable
bottleneck. Vigorous motivation comes from an
atmosphere in which new and better ideas can thrive.
Lastly, my clients are refreshed and can now seek
out their visions, goals, and wishes, and when
they’re done with that they can find new challenges
to tackle.
Develop your talents in order to create strong
relationships, then you will have a strong
professional harvest. Achieve new success and
you will receive not only the accompanying
feeling of happiness, but also a resulting sense of
joy in life.
1.3 Always Staying on the Ball –Self-
Improvement, the Key to Success
A lifetime of learning is my goal in life and is in my
opinion the best way to mentally stay in shape.
Therefore I do not dread costs and troubles on the
way to achieving this goal.

P a g e | 27
In the last five years I have visited more than thirty
different seminars with a succession of the world’s
best trainers and invested in my self-improvement
and further education.
At 58 I write as a student at the Fulda University,
where I am taking a two-year program on developing
social skills.
I achieved my first success at a Tony Robbins
seminar in Palm Springs, California, when I attended
his Master-University program. The program at the
German Speakers Association prepared me for much
joy as well. There I participate in special Expert-
Groups, where a peer group I started made of six
other coaches regularly swap bits of wisdom and
experience.

28 | P a g e
PART II: WHAT IS SUCCESS – FOR
ME AND FOR OTHERS?
2. A Definition Of Success
When I have conversations about the idea of success,
I usually start by asking these two questions:
• How do you define your success?
• What does success mean to you?
Often the people I am speaking with have no answer
offhand. Many people have a problem with the word
success.
What success means to individual people is often
surprising for me. Occasionally it is sobering to see
how far a person is from their conception of success,
and what they really want versus what they can
really have. It is satisfying when an interesting
dialogue develops and then I bring out the following
definition of success:

1 This definition of success comes from Professor Hardy
Wagner, writer and president of the board of trustees of the
nonprofit education charity STUFEN zum Erfolg (STEPS to
Success), which I helped to fund and for which I sat on the
board for the first five years as chairman.
P a g e | 29
“Success is the personal satisfaction resulting from
an achievement of goals of a certain level and
type.”. 1
I identify with this definition of success 100%. It
follows that, in opposition to the widespread
understanding of success in Germany, that success
does not necessarily need to be material in nature.
Moreover the ideal components of success are
distinguished. Success can mean the achievement of
maximization or minimization, and afterward which
goal in a given capacity a person wants to achieve. I
know people who want to learn how to achieve what
they want while doing as little as possible. This
results in a success experience of minimization.
For me success is in many ways a process of
optimization.

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This means:
Success – be it goal oriented or goal achieving – is
what is achieved!
Success is also....
…as Ralph Waldo Emerson so beautifully said:
“To laugh often and much
to win the respect of intelligent people
and affection of children; to earn the
appreciation of honest critics and
endure the betrayal of false friends;
to appreciate beauty, to find the best
in others; to leave the world a bit
better, whether by a healthy child
a garden patch or redeemed
social condition; to know even
one life has breathed easier because
you have lived. This is to have
succeeded.”
Success means not simply to have lived!

P a g e | 31
3. What Makes Me Successful?
3.1 An Important Source Of Energy: My
Family – Decades Of Success Together
“I am interested in the future, because that is where
I will spend the rest of my life. Nevertheless: the past
is history, the future is unknown, and every second a
gift.”
We shape our family life around this motto. Recently
we wrote the following and sent it to our friends:
What moves us...
My wife Claudia and I have been together for a long
time working to make our vision of “the second half
of our lives” a reality. She says: together we grow
and together we rejoice in our shared growth.
How we approach this has probably occurred to one
or two of you: we work on self-improvement daily
and compare our sense of being with the actual and

32 | P a g e
future challenges in our lives and our world and the
challenges in society and we try to shape our lives as
positively as possible.
With that we engage ourselves with the things that
are important to us without expecting personal use
from them. We are also purposefully very active,
if we believe we can change something in a concrete
way.
One such example is my engagement with the
nonprofit education charity “STEPS to Success”
(www.STUFENzumErfolg.de), which Claudia also
helps to support. The charity makes it its goal to help
young people to be more successful in their work
and later in life.
We place our health as the most important goal in
the foreground of all our priorities. Therefore we
want to remain happy and satisfied for as long as
possible. We know we can’t control everything in
our lives, but we want to do what we know we can in
order to obtain our happiness in life.
Claudia spends a lot of time with our grandchildren
Linda and Elisa, which is a matter that is very close
to my heart. In 2009 I started my third career and I

P a g e | 33
want to try one more time to position my potential in
a way that maximizes my tasks there. We are happy
for our relationship with our children, with whom we
work and live in harmony. We are happy to be living
through our understood definition of happiness in the
family.
3.2 Momentum In My Third Career
As I hinted earlier, I used my spare time over the
years to shape my career and to position myself as an
adviser, coach, and inspirational figure. Today I have
the goal that in ten years (give or take maybe five
after I get to a level I feel comfortable with
concerning my craft) I will still be engaging with the
theme of success and helping people to be happier
and more successful in their lives.
My clients are people from various positions with
complicated problems and wildly differeing
aspirations. They all have one thing in common,
however: they are “undertaking” something. You,
too? Dear reader, you’re in the right place!

34 | P a g e
I am an “undertaking” advisor with several facets in
every sense of the word, and I am therefore
completely concentrated on the success and natural
talents of people.
I am “undertaking” positions as
• An Inspirational Figure,
• Energy Dispenser
• Strategic Adviser
• Keynote Speaker
• Trainer
• and most importantly a Personal Coach
How can I be of use to you?
Many say that I am a “talent scout.” Yes, that’s one
way of putting it, but once I tell you, “I’m on board,”
it’s like an experienced captain coming on the ship in
dangerous waters. Then I help you to bring your ship
on the course to success in new and dangerous
situations – and I only stay so long as you need me.
When you are once again in good water and taking
the best possible, optimal course, I am your partner
in every sense of the word. Through my appointment
you become fit and thus stronger, so that you may

P a g e | 35
face future difficult demands in economic, business,
and personal phases and still come out on top.
This offer I extend to all of my clients, from
corporations to individuals. I always “dock myself to
you,” powerful as a magnet, as temporary and exact
in its intensity, at whatever level works best for you.
I have done my job as best as I can, when you no
longer need me on my former position. Then I leave
just as I came in. As a “virtual captain on the storm
of your success” I collect you where you are… no
matter if you are
• on one side of the shore and want to be on the
other, or
• if you are fighting against turbulence in a
torrential current,
• if you find yourself struggling against outside
forces,
• if you need to explore a new territory where
you want to expand,
• or if you are struggling with any other
personal chance or challenge.
I always give you security, help you to find extra
energy, and accompany you where you want to go,
even when it’s not readily apparent. With my
replenishing resources I convey to you, you will find
your ideal and optimal line in every current “on the

36 | P a g e
river of your life,” so that you will come to your
goals
• faster,
• more safely,
• more successfully, and
• happier
in your profession and in life.
3.3 Thinking Forward Is Cool!
Everyone has to endure their setbacks. Often things
don’t go as you expected or wished. Successful
people see these setbacks as part of the process of
learning and development. Problems have to be
solved on the way to completing a goal and “tasting
success.” Read the following story of someone’s life
and be astonished at what the sixteenth president of
the United States had to go through:
• at 32 he lost a campaign
• at 34 he went bankrupt
• at 35 his wife died

P a g e | 37
• at 36 he suffered a nervous breakdown
• at 38 he lost another campaign
• at 43 he was defeated in congress
• at 46 he was defeated again in congress
• at 48 he was defeated yet again in congress
• at 55 he was defeated in the Senate
• at 56 he lost at his goal of becoming Vice-
President
• at 58 he was defeated again in the Senate
• at 60 Abraham Lincoln became the president
of the United States.
His Presidency became one of the most important in
the history of the USA.
Don’t let yourself get discouraged, it’s worth it!
3.4 The Pessimists Don’t Die Out...
In case the story of Abraham Lincoln hasn’t
convinced you that setbacks are a part of life you
have to accept, then maybe my collection of quotes
by famous pessimists will encourage you, as every
one of them was proven wrong:
“Drill for oil? You mean to drill holes in the Earth
and hope oil comes out? Are you insane?”
A banker, who was one of the first to finance oil
drilling in the USA.

38 | P a g e
“This ‘telephone’ has too many shortcomings to be
seriously considered as a means of communication.
The device is inherently of no value to us.”
Western Union Internal Memo, 1876.
“Worldwide demand for cars will never exceed one
million, primarily because of a limitation in the
number of available chauffeurs.”
Market Analysis of Mercedes Benz, 1900.
“Who the hell wants to hear actors talk?”
Harry Warner, Warner Brothers, 1927.
“I think there is a world market for maybe five
computers.”
Thomas J. Watson, Chairman of IBM, 1943.
“Television won’t be able to hold onto any market it
captures after the first six months. People will soon
get tired of staring at a plywood box every night.”
Darryl F. Zanuck, Head of 20 th Century Fox, 1946.
“There is no reason for any individual to have a
computer in his home.”
Ken Olson, President, Chairman, and Founder of
Digital Equipment Corp., 1977.

P a g e | 39
“We don’t like their sound, and guitar music is on
the way out.”
Statement by the record company DECCA in 1962,
explaining why they didn’t sign The Beatles to a
contract.
“You can close the patent office and stop accepting
applications: there’s nothing new anymore.
Everything that can be invented has been invented.”
Charles H. Duell, Chief Executive of the US Patent
Office, 1899.
3.5 It Doesn’t Help Anyone To Whine In A
Crisis– Success From A Commercial
Perspective
Some say the economy is in a crisis, others say their
own lives are in crisis and the way these crises are
resolved is always criticized. Others consider the
same situation as a challenge and an opportunity for
change, that we have to acknowledge in life and has
to be conquered. The energy that we have must be
used in the correct way. We must be the change that
we want to see in the world! Success begins with the
right outset.

40 | P a g e
“Problems are the poles between which we generate
excitement in our lives.”
Herman Hesse
Success is a decision! I can help you find success in
your life. I have spent lots of time grappling with the
concept of “success” in my professional and private
life in order to determine what the “drivers” of
success are and how they can be optimized for the
good of the people who need them. To this end I
always make it clear:
“Every success is possible – if you know how to
achieve it!”
That is my strong conviction. From there come clear
goals: people must burn for their work instead of
sitting through time with no motivation. A goal
opens the possibility of using all available
horsepower to one end, of mobilizing and “bringing
it to the streets.”
I’m convinced: Success is a process!
This method is also the basis for success in the realm
of sports. No one becomes an Olympic athlete or
world champion if they don’t follow these

P a g e | 41
consequent steps to success. We, the success experts,
have shaped our concept from this recognition that
speaks to people in corporations as well as in private
lives.
For corporations, those in a middle position, we have
developed the corporate leadership concept called
“Success Factory” in order to express that every
concept of an organization has an effect on success.
(A detailed description is in chapter 9) The company
will become a factory of success, because success is
a product, you can produce it. The products are often
exchangeable, the difference a person makes in the
workplace and the resulting difference in
competition.
In Europe the existing system is too complex; it must
be simplified. The bureaucratic obstacles in our
society must be eliminated. They do too little, the
system is sick, we stand at the beginning of a large
process of change. The current structure will change.
The individual must become stronger, he must be
able to better use his freedoms, he must become
proactive, so that the people may blossom… and
when the people blossom, the economy does too!
Success is not only important for the individual. In
economic terms, the word “success” means being

42 | P a g e
competitive. For the economic situation in Germany,
which becomes more entwined in the consequences
of globalization by the day, this means:
Because we have no gold in the earth, we have
to find it in the people!
3.6 The Courage To Change Makes You
Appealing And Successful
My motive is this: to busy myself with people and to
find out what brings you joy. To help other people
achieve their goals and make their dreams into
reality. The original power of people comes from the
successful deployment of their natural talents when
they find their natural calling. After you’ve achieved
that you become appealing to other people; they
come to you and you become important to them.
This will be to your advantage.
What does it mean to be appealing to someone?
• Fun and joyfulness will boost your appeal
• Whoever can give security is appealing

P a g e | 43
• Love is the greatest force of appeal. Love in
the form of sympathy, recognition, devotion,
and empathy. Praise, recognition,
appreciation, and acknowledgment are
especially important.
• Appeal means being punctual and disciplined
• Clearly say “no” instead of “yes:” don’t hold
things back by making promises you can’t
keep…
• Everyone likes to be listened to.
Whoever is attractive and appealing finds friends. If
you are appealing, not necessarily in the optical
sense of the word but instead in the broader
definition that extends to your personality, people
will come to you because they like you. Like the old
saying goes, you reap what you sow. Wheat begets
wheat, and weeds beget weeds…
There are also factors that can kill your appeal, for
example:
• Talking negatively about others is an appealkiller.
• Always having to prove to others that you’re
better than them is very problematic. If you’re

44 | P a g e
a good person you don’t need to prove it—
everybody can tell!
• Showing fear and worry without doing
anything about it is pointless. In Germany too
much is complained about and nothing is
done to fix it. If you’re waiting for others to
fix your problems you’re waiting in vain.
• Jealousy and envy are appeal-killers. Pride
leads to a fall.
• Bossiness is not attractive: being the boss
isn’t important, using your power correctly is.
• Pressure is an appeal-killer. When you push
too hard, don’t be surprised when you get
pushed back.
I’ll repeat what I said before: Success is not always
maximization, but also optimization. Success can
also come from minimization! Real success is the
personal freedom that comes from a certain level of
achieving your goals. It’s not money, but the feeling
you get when you achieve your goals. If you want to
change the world you must start with yourself.
Believe in what the Lewinsky law says:
If I change myself, my surroundings change as
well…
A small but important change in my behavior can
change the world around me. Because I am also part

2 Ende, Michael: Momo oder Die seltsame Geschichte von den Zeit-
Dieben und von dem Kind, das den Menschen die gestohlene Zeit
zurückbrachte. Stuttgart, 2005. Foreward.
P a g e | 45
of the surroundings for so many people, when they
change their behavior my own is altered as well.
3.7 How Do You Invest Yourself In
Personal Success?
One can invest in personal success in many ways and
with varying degrees of intensity. The word “invest”
is often associated with financial gain. That seems
simple enough. I invest and gain success in several
forms, not only material ones. There are other factors
that are important in investing as well. One factor
often comes into the discussion of success far too
little or sometimes not at all, although it plays a
central role on the way to a successful life. Take this
mystery into consideration:
“There is a great and mundane secret. All people
have a part in this; everybody knows it, although few
ever think about it. Most people just take it and
accept it without even once considering its
implications. This secret is time… time is life. And
life lives in the heart.” 2

46 | P a g e
Time is the one thing that is evenly distributed to
every soul on the planet. The difference in people
comes in how they use what time is given to them.
Are you sure you are utilizing your time wisely?
There are at least seven ways to use one’s time:
1. To pass time, or kill it.
2. To waste time as if it had no value, to busy
oneself with worry, fear, and rumors without
understanding that nothing can be done about them.
Television will not always help you!
3. To spend time with other people.
4. To sell time, for example to a client. Often money
is a result, but sometimes not.
5. To invest time in one’s dreams (the crop is larger
than the seed).
6. To invest time in one’s goals and to use time for
the benefit of others… (This is done by businessmen
who buy time from others for the purpose of their
own goals).

P a g e | 47
7. The best possibility is to invest time in dreams,
visions, and the goals of others, so that they will
become successful and share their success with
you.
Everyone has the right to use their time as they see
fit. One should, however, make informed decisions.
The seven variants are the ways I like to spend my
time. It works very well for me.
If you want to check or improve your results, first
you should make a very important decision about
what you should not do! No more to-do lists! …No,
you’ve had enough New Year’s resolutions!
Use your time better: Shape your own “Not-To-Do”
Lists! Don’t add things you already don’t do to the
list and waste your creativity. Swap them out for
things you will not do.
Establish:
What I will do differently from now on.
What I will no longer do from now on.

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Use the power of self-sacrifice that comes from
making the decision to stop doing something
today!
Try to set aside two hours a day to invest in the
following ideas:
• One hour on yourself, to become strong.
• One hour to invest in others, together with
what you gained from the first hour.
Invest in others, your family, your friends, your
colleagues, your business, your customers… in your
success. Your investment will inevitably return to
you – as success.
There are thieves for whom there is no law or
punishment – these are time stealers.
3.8 The Meat And Potatoes Of Setting
Your Goals For Success

P a g e | 49
Many people see success as the product of mere
coincidence or luck. Even more have no clear goals
and their image of the future is that of a foggy
evening, a wandering horizon or a Fata Morgana.
Recently someone told me, “Luck is when prepared
opportunities come together.” You can say the same
for success.
The question I’m occupying myself with now is this:
What makes people really successful? I’ve analyzed
examples over and over, and when possible I have
personally tested their usefulness.
I have already helped many people in my success
consultations and in my personal success coaching
sessions to make their lives more successful, and
therefore I know this today: Every success is
possible, if you know how to achieve it, because the
path to success is simple to learn and understand.
3.9 What Are Lasting Waves Of Success?
In the short thought-provoking story at the beginning
of this book Johann tells his friend Peter to see
success as a wave. Not as a wave subject to random
laws of chance, but as a lasting wave that one must
observe and wait for the right situation to ride in

50 | P a g e
order for a chance at using the wave for success. If
the wave passes, so does the chance. Then comes the
next wave.
It seems simple enough, but appearances can be
deceiving. It’s possible to ride the wave too tightly,
instead of letting the wave take you where you need
to go.
If you know what to look for, then success isn’t just
a wave that randomly comes for you to use, but
instead it’s a wave focused toward the goal of
success. You can plan for success, so that every
coming wave can be used and the succession of
waves can be used in an ongoing series—a lasting
wave, as it were.
Intensity of
Success
High School
Graduation
College
Graduation
First Step In
A Career
Second Step
In A Career
Time
Pictured here are the typical waves of success in the life

P a g e | 51
of an average young person. These are the development
steps in respect to the intensity of the success in relation
to the required time it takes to reach these steps.
Intensity of
Success
Intensity in Relation to Time
Time
Here the intensity of success is one again graphed in
relation to time: The first wave and upswing in the
corresponding period of time.
Intensity of
Success
We achieve success in
intervals = Waves
Just like the surfer at sea, we wait for the right moment
and the perfect wave, which we can ride to new levels of
success. Success comes in waves.
Time

52 | P a g e
Intensity of
Success
The intensity with which we can
control every peak and valley of
the waves
We are not delivered by the waves, just as the surfer is
not delivered by the waves. We can use several options to
influence the intensity of our success.
Intensity of
Success
We (!) set the frequency of
our intervals of success
Time
This shows two possible places where we can influence
the waves of our success.
Time
Intensity of
Success
Instead of long cycles…

P a g e | 53
Because it is possible to determine the distance between
the waves, we can shrink the distance and influence the
intervals...
Intensity of
Success
… the cycles become shorter
and the slope becomes steeper
Time
...and in short time achieve our planned success. It is also
possible in this short amount of time to achieve an even
greater frequency of success.
Intensity of
Success

54 | P a g e
Intensity of
Success
Instead of long cycles…
…you get short cycles.
Once again here is the comparison curve on the left side:
after 7 time intervals, (say, years) a success grade
achievement of 3.5. On the right side in 4.5 time intervals
(years) a success grade achievement of 4.0. The
fluctuations in a positive direction grow larger and the
time intervals grow shorter.
Intensity of
Success
Intensi ty of
Success
2. Higher
(more)
Success
Instead of weak intensity...
1. Less Time
Results after control and
planning
Uncontrolled results
with no planning
4.5 to 3.5
5 to 4
Time
Here the two graphs of controlled and uncontrolled
success are superimposed against each other, and if you
look at the red dotted line the difference in level of
achieved success is clear.

P a g e | 55
One can plan for success, so long as one
knowledgably and methodically shapes one’s own
ongoing wave of success!
The central point is clarity in setting your
goals.

56 | P a g e
PART III: MY PROPOSAL
4. Increasing Success For Companies
and Individuals
In order to shape your personal wave of lasting
success I ask you to support yourself on the way.
With my strengths as an:
• Inspirational Figure,
• Energy Dispenser,
• Strategic Advisor,
• Keynote Speaker,
• Trainer,
• and lastly as a Personal Coach,
I am behind you on your way to a better definition
and achievement of your goals and the
accomplishment of extreme challenges through my
timely advice. I will go along with your personal
needs and light the way to your success.
In order to strategically and sustainably work toward
your goals, I have developed a proposal with seven
specific steps:

P a g e | 57
1. Success advisor – and inspiration
2. Success coaching
3. Success seminars
4. Success lectures
5. Success workshops
6. Success symposium
7. SUCCESS-FACTORY- the business
management concept
The meaning of each of these steps will be explained
in the following pages.
4.1 Success Advisor And Inspirational
Figure
Central to my views are your personal strategic
realignment and the stoking of your private success
as well as your success in business. In my position as
an advisor I encourage you to increase and
strategically utilize your intellectual capital. To start
with we take “inventory” and tally your individual
resources. We concentrate specifically on
recognizing your natural talents and other positive
success factors and working to develop them. Your
natural talents will be developed in differing ways,

58 | P a g e
so that you can mobilize them for goal-oriented
success.
Similarly to how this concept works for private
individuals, I offer my knowledge to businesses as
well. Through the orientation of the natural talents of
your workers, I show companies the possibility of
achieving a “turbo effect” conducive to complete
optimization of your company’s processes.
Working together toward achievable goals can mean:
• Overcoming a difficult tight spot
• Your capacity, organization, and personal
development
• New team building and conflict management
programs
• Your business development in future markets
• Finding a new position in your existing
market
• Revenue and/or volume increase by way of
optimization
• Active support in solving your day-to-day
problems

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My clients treasure above all else my following
qualities:
• Successful thinking form a meta-perspective
• Completely new inspirations and motivation
of others
• A well-thought-out strategic mindset
• Concentration on effectiveness and efficiency
• Development of the “red threads” to success
orientation
• Rousing communication qualities
• Analytic, material-oriented, and fast case
studies and their analyses
• Exceptional and innovative solutions
• Always positive thinking, with a sense of
humor, open and straightforward
• Excitement for creative thinking
• Being a bubbling and inspiring energy creator
4.2 Success Coaching
Life is in continuous flux
Only a few decades ago people commonly found
themselves with a firm job description, stable
domestic relationships, personal security, clear

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obligations, and a feeling of identity. The process of
securing these and holding on to them revealed a
heightened sense of strength and motivation in
people, and it made life make sense.
In the meantime the rate of speed at which our living
environments change became faster and more
complex. People now are always searching for stable
earnings, security, and identity. More and more
people are thinking that this search has to judge their
“real selves.” This is how we are educated. School
and training don’t make someone sufficiently
educated. Many people also want to reveal their deep
wishes, to live in the world, to feel their most
valuable and hidden desires, and to share them with
other people as strongly as possible. The changes
and increasing instability of our culture and
economic environment demand more flexibility on
the one hand and more personal strength on the
other. More and more we find sense and identity in
what is fleeting in our lives instead of what is steady
and strong.
Use what you have, but differently…
We are all professionals in life. Every day we use the
tool of our senses, we bargain, and we interact with
other people without too much thought.

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Developing more “self power,” on the other hand,
means understanding these talents and improving
them through practice, like an athlete does by
understanding and training their natural talents and
reaching their optimal levels of skill through
coaching.
This principle is also for use in everyday life.
Through concentration and training you will become
stronger and more flexible and in tandem with your
personal success coaching you can achieve your
optimal state. Growing mental fitness and talents
make it possible for you to approach challenges in a
flexible and effective way. So bring out your best
qualities and make them better!
In order to help people, my years-long (and
international) experience iin dealing with people en
masse is helpful. My goal is to coach people to
success, so that they can develop their potential in
both their private and professional lives.
The inspiration for the development of new
perspectives, the benefit of strength, flexibility, and
options in perception and behavior, not only in
business contexts but also in private life, will always
be the most important component of strengthening

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your “self power” when you take part in my success
coaching.

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5. Success Seminars And Workshops
Together with my daughter Nadin Meloth, who also
works as an advisor, trainer, and coach, we provide
the following seminars under the umbrella brand
Success-Experts:
5.1 How To Come to Your Lasting Wave
Of Success
Anyone who wants to increase his or her success can
attend this seminar. In this seminar you will learn
and plan your personal strategy for future success.
This seminar will help you work on how you can
control your professional and private success and
set yourself on a course toward happiness in life.
Success is not a coincidence. Success is takes place
when everything in us and around us is oriented
toward success. And: Success means something
different to everyone you ask.
In this seminar you will find the nuts and bolts you
need, if you want to apply yourself completely
toward your personal success!

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• Definition: What is my personal
understanding of happiness and success?
• Balance: Where do I stand – and where am I
going?
• Waves: How can I consistently raise my
success rate?
• Equipment: Seven things that may not be
missing from a successful man’s suitcase
• Potential: Fuel for my success rocket
• Thoughts: The key to my reality
• Strategy: My personal success plan for the
future
The seminar is tightly focused and especially useful
if you are searching for inspiration, new input, and a
fresh source of energy. With my help in the
framework of the seminar you will examine your
position in life. Together we will discover and
develop your personal potential for success and
strategically implement a plan for your future
success. Together you will work with a team to
develop a new orientation on life and break your
ongoing process of change so you can start the rest
of your life.
Results:

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You internalize important yet simple tools and
methods with which you may increase the quantity,
the intensity, and the dimensions of your
professional and private success in several ways.
You will become your own source for success!
Success is a decision. Decide right now for a day that
will forever change your thoughts, feelings and
actions!
5.2 Professional Success Is A Decision –
Nothing More, Nothing Less!
This seminar is mainly focused on professional
success. You will develop your professional success
strategy for the future.
This seminar will be offered as an open seminar, but
is also available as a private seminar for businesses,

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teams, and workgroups that want to work together to
control and increase their success.
5.3 Personality – The Foundation Of
Success
In this seminar you will learn how to achieve
success with clients and business partners
through better knowing yourself and others.
The question of a successful personality is as old as
mankind itself. Successful people have succeeded at
bringing out their inner potential and using it in
unison with a positive attitude. They know their
strengths and their limits and are capable of
managing critical situations in their private and
professional lives.
This seminar is particularly useful if you wish to
better know and further develop yourself, and
improve your relationships with coworkers,
colleagues, customers and partners.

5.4 Selling Success With Personality
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Successful salesmen recognize the behavioral
patterns of their customers and adjust their selling
tactics to their customers’ needs. In this seminar you
learn how to make easier sales while utilizing your
strengths and adjust yourself to the needs of
others.
Through a behavioral analysis you learn more about
yourself and begin to understand your own behavior.
In a second step you discover how your own
behavior affects the actions of others. With selfanalysis
we move to an outside perspective and
concern ourselves with recognizing the behavior
patterns of clients and utilizing them. You learn how
to find and make contact with customers as soon as
possible and sell success through the effort of your
own personality. You take the step from the seller to
customer advisor to relationship manager.
Results:
You can manufacture good relationships with your
clients while judging their behavior and expectations
and adjusting your selling process accordingly.

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5.5 Success – But Lady-Like, With
Entrepreneur And Success Trainer
Nadin Meloth
das spezielle Damen-Programm quasi ‚von Frau zu
Frau‘ mit meiner Tochter, der Unternehmerin und
Erfolgstrainerin Nadin Meloth.
Successfully master all the spheres of life and
enjoy the finer things available to you
A career woman, a supermom, a passionate partner,
a reliable girlfriend, a perfect housewife, an engaged
spouse… is this you?! Today success for women is a
multifaceted process. Many experience it as an
enormous challenge to fulfill all the requirements
without losing their necessities, their dreams, and
their wishes before their very eyes.
In this seminar you will begin to determine your own
personal definition for success. To that end you must
give your individual visions and goals a certain
weight. We address how you set milestones on the
way to your goals, achieve them, and program your
own system of success. It works to achieve this
success and adopt successful habits. Regular
orientation and planning are deciding factors on the

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way to success. These points are addressed in the
seminar and you learn how to shape your own way
to success.
Results:
You create your personal mosaic of success and
develop clarity in reference to your further personal
and professional development. You obtain security
for important decisions along with courage and
confidence for the consequent implementation of
your vision. A reorientation directed and based on
your vision and goals will bring you as an end effect
more success in your professional life, more fun in
your private life, and overall more fulfillment in life.
5.6 Participant Feedback From My
Coaching Sessions and Seminars
• Johanna Frank, Culture and Education
Correspondent, Internet Portal PosiTV:
“This success seminar gave me the time to further
shape my own vision using new impulses, thoughts,
and ideas. The experiences with and without the

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group showed me especially that there are so many
things I can do in my life that are beneficial to myself
and others. Success is a theme here that is discussed
and dissected in a very inspiring way. Thanks to the
trainer team and the sincerity of the participants!”
• Karen Christine Angermayer, Wort und
Weise, Author, Ghostwriter:
“I learned through Heinz and Nadin Meloth that
every success is achievable – and so uncomplicated!
I’m already excited to use these new insights!
Thanks for the inspiring day!”
• Carsten M. Stammen, Wine
Specialist, Freelance
Specialized
Journalist:
“A rewarding day with lots of worthwhile motivation
and interesting people. It is amazing how short the
way from personal vision to concrete results can be.
I have to praise Heinz and Nadin Meloth as well. My
realization after this fulfilling lecture: In the end,
everyone is held accountable for his or her own
success.

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• Evelyn Schmidt, Director Marketing &
Communications, HRG Germany:
“No matter one’s private or professional position in
life: It is important to at least once ground oneself
and reflect on one’s thoughts, feelings, expectations,
and visions concerning one’s own capabilities.
‘Success Is A Lasting Wave’ gives decisive
motivation that I would not like to do without.”

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6. Success Lectures
As an orator on success and a keynote speaker I have
the opportunity to present my message of success
and give insight to my personal concept of success to
a wide audience.
The central theme in my lectures is success as well,
and how it can be achieved.
Through my lectures I want to inspire and make my
theses on businesses, organizations, unions, and
institutions all accessible. My conviction that,
“Every success is achievable, if you know how to do
it…” is the key concept in my faculty as a keynote
speaker and lecturer.
My audiences have described my lectures as
“exciting, entertaining, amusing, and in any case
very informative,” and that motivates me to find new
ways to articulate my thoughts in every lecture I
give.

6.1 Talent Orientation– A Dialogue
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To me, giving a lecture means entering into a
dialogue with a group of highly diverse people. As a
quintessential example of my work, I would like to
show you the transcript of a lecture I gave to the
business management students at the FH Mainz
University of Applied Science. Following the lecture
there was a very interesting dialogue with the
students that I did not want to deprive you of. I chose
this excerpt specifically because I am speaking to
young people who stand at the beginning of their
success stories and who will eventually become key
players in the future of our country, productive and
exciting people.
First the excerpt from my lecture, which contains
passages that you may recognize from the previous
chapters. Then comes the dialogue with the students.
HM: [...] People shouldn’t gather knowledge for
knowledge’s sake, but instead learn how they can
use their newfound knowledge to become successful.
Ever since the year 2000 I have cared less and less
about markets and products and begun to care more
and more about people. The question for me is: what

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makes people tick? The most important sentence in
life is, “I love you.” The second most important is
“What makes me tick?” and the third most important
is, “What makes others tick?”
Because of my professional occupation I traveled
through many parts of the world for fifteen years and
met people from many different cultures. I always
asked myself the question of what makes a
relationship between two people and how they can
be positively shaped. One cannot achieve anything
alone on a business career path. Successful
teamwork is in many cases the crucible for excellent
results, meaning that you meet other people with
whom you want to and must achieve the best
possible goal together. With people from other
countries and continents you have to account for
different points of view, different behaviors, and
different reactions to your own behavior. In my time
abroad I pushed myself toward further selfdevelopment.
I took part in special training and
visited several seminars so that I could better
understand people, their visual signals (so I would
not only have verbal communication to go on), and
so I could learn more about how the different ways
of human interaction work. This was not enough.

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As I was taking part in my special training and
reflection I helped to found the nonprofit educational
charity “STEPS To Success”
(www.stufenzumerfolg.de) with a team of highlymotivated
people with scientific and economic
backgrounds in the year 2001. The goal of the
charity is to change the school system so that young
people do not only acquire knowledge while
attending school, but they should also learn how to
apply their knowledge in business and in life so that
they may become successful.
Again we come to that same word. The question is:
What makes people successful? This was the central
question that I asked myself as I went about my
professional obligations, because I have always
spend my time helping people to become more
successful. Whether it was my coworkers, my
clients, employer, or my suppliers, for me it was
always about helping people to achieve success. It is
completely legitimate to profit from helping others.
The question often arose in my relationship with my
clients, of if it was possible to plan for success. I
asked myself further, what are the factors that
optimize success for someone, and is it possible to
methodically generate success?

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My question to the students: “What do you think? Do
you think that you can plan for success?” (Some of
the students raise their hands to show that they think
“yes.”)
My answer: “Good, then I’ll ask you this: Can you
tell me how to plan for success?”
Student: Hard work, determination.”
I elaborate: “Yes, that’s part of it. Like the saying
goes, no pain no gain. Success also has something to
do with clarity, however, and with orientation. Now
ask yourself how to get the energy to achieve your
goals. To do work I need energy and that comes from
my motivation. We should make a clear distinction
between intrinsic and extrinsic motivation, which I
will further clarify later.
Later in my lecture: “As I said earlier, what interests
me the most are young people. I want to know how
you “tick” as young people – different from the
elderly? What motivates you today interests me,
because you are the protagonists of the future.
Therefore I would like to ask the following questions
right off: Why are you here? What motivates you to
attend this lecture? I would like to engage you in a
direct dialogue. You can ask any question you wish;

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I encourage it. You can make me break out into a
sweat if you want to and bring me out of my comfort
zone. If you can do that, I will see this lecture as
successful. I will have learned what your point of
view is in relation to my thesis, if you can poke holes
in it and force me to reconsider my position. You are
in the middle of your comfort zone, and if you’re
agreed, then I can loosen you up a little, and perhaps
even provoke you. The first question is already out
there. Why are you here?
Student: “So that we can earn money later.”
HM: ”Okay, that’s an important point. Many of you
probably have this same goal. I can tell you,
however, that if you only have this goal alone you
will not be successful. Money follows people and
people who only follow money never go anywhere at
all. If you have something to offer, for example a
talent or a product that others can find worth in,
then others will pay for your services and money will
find its way to you. If you just want to go out and
make a lot of money and forget that you need a plan
to make it work, then you will not achieve your goal.
This is an important distinction. Getting money is a
natural consequence of a job well done.”

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Student: “Then I am here to broaden the scope of my
knowledge.”
HM: “Yes, that’s good too. It sounds almost poetic,
and it’s much better than simply wanting to earn
money. With the acquisition of knowledge you will
achieve something good that you can bring to your
work. Without even knowing it you have just formed
a goal. “
HM: I wanted to know why you were here. For me
it’s all about setting goals. Many people I talk to
have no clear goals. Instead they have a Fata
Morgana. Others have a wandering horizon that
always tips and moves or they find themselves in a
patch of fog and they can’t tell what’s important or
useful.
Whoever has no goal cannot arrive at their goal, just
like with a GPS. You can’t just tell your GPS, “I
want to go somewhere.” Instead you have to type in
exactly what you want and where you want to go.
For example, “I want to go to Munich,
Maximilianstraße Number 14.” That is an exact goal.
If you punch that in you’ll get to where you’re going,
unless you give up or change your goal. It doesn’t
matter if you miss a right turn or get a flat tire. Even
if you’re going in the wrong direction, it helps to

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have a goal that you can use to orient your
navigation system, so you can know you’re not
going the right way. You need a clear goal that hangs
from your monitor so that you can keep in focus just
where you want to go. It’s not just like that for cars,
but also for professional and life goals. To have a
clear focus means you’re concentrating your
energies on achieving this goal. In the best case you
will achieve your goal with no setbacks.
[…]
HM: An important factor of achieving your goals in
a team setting is communication. Today we have the
capacity for global communication through the
Internet – I call it “glo-munication.” We have people
that talk to each other all over the world at the same
time, whenever they want.
It’s not the computers that talk to each other, but
instead the people behind the computers. It’s
important to remember that behind every computer
with its complicated software there is a person with a
capable brain that’s only using 10% of its potential.
The human brain is unstructured software, meaning
that it can run not only a prewritten program, but
also create new structures and ideas that weren’t
there before. As humans we have an unlimited

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capacity for creativity, while a computer can only be
programmed to its limits. Because people are
connected to each others’ brains through computers
all over the world, the internet works like a
worldwide network of human brains! Everyone’s
involved, but no one really realizes the scope of what
they’ve built. Today we have an inexhaustible source
of global creativity – people can talk with each other
on a global scale, which means they have global
communication, or glo-munication.
To reiterate with different phrasing:
We are past the development phase of
• industrial production, or the time of
“Hardware” and
• the invention of the computer, which became
the time of “Software.” Software is “only”
structured intelligence. This leads us further
into a global network and brings on a new era,
• which is indeed called “Brainware.” As I
wrote before, this means not only the use of
computers, but also the use of the human
brain in front of the screen.
• This results in unstructured and selfdeveloped
intelligence. Therefore I call this
the new age of brainware.

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• This brainware develops itself in new ways
every day, which further leads us to “Glomunication.”
The changes from the current industrial society to a
knowledge-based society are clearly denoted. What
is rarely denoted, however, is what this transition is
and what it means for the individual, for instance
what chances it offers the individual in this
economy.
In the future the industrial nations of the 21 st century
will offer more service and intellectual solutions
because the production of industrial goods will have
been taken over in large part by other countries that
were designated as “developing countries” in the 20 th
century. Some of this migratory production will
eventually make its way back to us, but we have to
make peace with the fact that we will be playing a
new role in the global marketplace and have more
opportunities to develop our brainware. This means
that instead of materials and products (hardware) we
can and must supply ideas and services (brainware)
if we want to keep our high standard of living in this
country. In my book I write: If we don’t have any
gold in the Earth, we have to find it in the people.

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Whoever knows and understands how to use this for
his or herself as a person and also for the benefit of a
company will be able to develop new chances for his
or herself. Don’t believe that all those involved in
the middle positions of the economy understand this
yet. Anyone who knows this and knows how to use it
will be ahead by a hair in the future and can become
super successful.
The key to the treasure chambers is hidden here: The
decisive factor toward the optimal use of
brainware is the factor of a person with their
natural talents.
Some companies are on the right path, because
they’ve already reoriented themselves. Nice job!
Others have always pursued the people factor, and
they have the right perspective and know that this is
important. Others still — from my perspective too
many — have managers who believe they must first
focus on their products and their markets. They don’t
see the chances they would have if instead of
concentrating on products and markets they focused
on the most important success factors of their
coworkers, the “People Factor,” and then they can
find better solutions for their products and markets
as a natural consequence of bettering their
employees. They don’t yet understand that if they

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fulfill this requirement, the people in their company
will have more professional motivation and less
stress from outside sources than is common today.
Unfortunately there is no study that I know of that
shows on average how much companies and
factories spend on upkeep, repairs, and the
modernization of their transport and production
materials. It would certainly be surprising to learn
how little it costs to optimize and educate the most
important part of any business, the people, in
comparison to all other kinds of upkeep. This is
exactly where it’s going. The person behind a
computer is the most important deciding factor in
production, not the machines or the building.
In an optimized company an employee can work as
an individual, but when he is bound to a more
complex system, something changes. If he changes
and optimizes himself, then he can make progress in
his company and for his section of the marketplace
in which he is active, all as the result of the natural
process of optimization and working as part of a
group. The speed and degree of progress will be the
yardstick of competitive talent in the knowledgebased
society.

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Student 3: “What exactly do you mean by
‘knowledge-based society?’ And how do you gauge
the danger that knowledge on the Internet can be lost
or misused?”
HM: “With the knowledge-based society I mean that
the people connected by the Internet and other
networks will be on a new level with a new standard
of knowledge and a new level of performance that
can be developed and perfected in a team settings.
Take the product development of Apple, which had
an immense amount of teamwork behind it.
Naturally there is also the risk, as we see in China,
that the knowledge in the knowledge-based society
cannot be totally protected, and that through product
piracy or other methods of intellectual larceny
knowledge may also be lost. But therefore we cannot
say that we will develop our knowledge no further.
We must think of this as a problem to solve and think
forward, focusing our knowledge and putting our
talents to use toward finding a new solution. The
changes to our global economic systems are very
complex and multifaceted. Outside of this they are
moving at a furious speed, and it leaves us no other
choice but to search for new and creative solutions.
The challenge is clearly stated, and it lays on us to
make something positive out of it.” […]

P a g e | 85
HM: Global networks mean global teamwork. Today
there are many worldwide communications
platforms, Internet blogs and social networks like
ZING, Twitter, or Facebook. In a very short period
of time these sites have undergone a boom and
provide in our society today immense methods of
interpersonal information exchange and networking.
They provide unforeseen opportunities and influence
the world around us in invisible ways. Also the fact
that today it is possible to place phone calls all over
the world for free offers every Internet user immense
chances to take part in glomunication.
If I may give a personal example: In my genre as
trainer, coach, and keynote speaker the world has
become interconnected and has accomplished an
enormous amount in these forums in a relatively
small amount of time. I’ve been in this business for a
good year, now, and today I’m taking part in a study
of marketing exchange in relation to social network
communication on Place 18 of the German speaker
scene with over 250 attendees. Inside of one year I
could get started and achieve this success. Recently a
colleague called me and said I was the “Lord of the
Network.” I was surprised at how she had come to
this idea. She had noticed that I had used these new
possibilities in communication to stay in contact and

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develop business relationships with people who I
otherwise would never have met. That means it only
took me one year to permeate the market and
become a known entity. Before social networks this
would have been impossible.
Student: “Does this correlate to your presence on
the internet?”
HM: “It correlates to the connections and
relationships that I have built with my colleagues
and business partners, and naturally that extends to
my presence on the Internet. I don’t just mean my
homepage. I’m also active on twitter, where I’m
trying to figure out if there’s a way I can find a
special use for it, I’m on Zing with over 1200
contacts, and I’m on Facebook as well. With these I
am connected to people who are important to me and
my business.
My question is, to what extent are you networked?”
Students: “Xing.”
HM: “Why Xing?”
Student: “I need it for professional reasons.”

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Heinz Meloth: “Other examples, Facebook for
example?”
Student: “That one I use privately.”
HM: “Facebook, for instance, brings me a high
degree of publicity on an international scale,
especially in the USA. I come to people who don’t
know me personally, and they can find a picture of
me and then make contact. I cannot possibly see how
far this has all developed, but I would like to put all
of my effort into it so I can see how I’ve made
progress and taken part in global communication, or
“glomunication,” as I like to call it. It could
definitely be the case, that I could change my
activities if they don’t prove advantageous enough in
the future.”
Student: “To what extend can the social networks
replace talent and personal competence?
Interconnectedness plays a huge role in today’s
society and has nothing to do with competence.”
HM: “Through networking your talents can be
promoted. As a result you can discover your talent
for communication, develop it, and make it into a
strength. You can inform others of what talents you
have. Talents that perhaps others are looking for. If

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you find other people with your same talents you can
pool your skills together to make something more out
of it. You can get to know new people, who you can
understand well on your level, then you can find the
flow where you can begin to develop new ideas,
focus your resources, and maybe even start to make
better and faster progress. Communication is in
itself a talent. It can lead to success in many ways.
Whoever develops their talent for communication to
an optimal level can profit from glomunication.”
[…]
HM: If someone discovers their natural talents and
then builds up their knowledge and abilities, then
they have an above-average chance of reaching
success. Why? Talent is what makes us “unique,”
and it is this uniqueness that we have in our genes.
Everyone has a special talent, an endowment, a gift
on a genetic level. Naturally the degree of the talent
can vary wildly. The radius affirms the perimeter of
the sphere.
No athlete comes to the steps if they do not have a
strong and distinct talent that they have developed
and optimized for years for their use.

P a g e | 89
Have you ever been asked for your talents in the
workplace or in school? Probably not, or at least
very rarely. This is because the workplace in the
middle sector hasn’t discovered that yet.
Let me give you an example: If a young man goes to
school, throws his backpack in the corner, and goes
to the soccer field, then he’s doing something he
wants to do, because he has a talent that lets him do
something that he finds fun. He doesn’t need to be
motivated by outside sources (for example, his
mother). In contrast to writing an essay, he doesn’t
need to agonize over his decision to play soccer
because that’s an area where he is driven. He plays
all afternoon, perhaps until late in the night and
comes home exhausted. He might have even injured
himself, he’s wet and dirty – and he feels great.
Every other activity that he has no talent for, for
example working in the garden, he has hated as a
side-effect.
With a person who has a talent for writing this
situation is switched around. For the writer the words
flow out of him like a pen over paper. He does not
need to agonize over his school essays. On the other
hand, it probably takes a lot of doing to get him to
play a game of soccer.

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This phenomenon is the passion that springs out of
having a talent for something. That which the
talented person likes to do, what they can do well
without much effort, because they can naturally do it
well and always want to better themselves for fun.
This phenomenon is intrinsic motivation, the
passion that burns for an idea or an assignment.
Intrinsic motivation is therefore effective, because it
comes from the innermost parts of a person and
easily leads toward something to do. The person
does what is important to them and what they enjoy
and from there comes this good feeling again, a
feeling of success, which always does good and
brings a feeling of happiness with it.
Student: “How is that with this example of soccer? I
can play all day and either do well or not. Talent
doesn’t mean I can automatically use my skill at
soccer to become a star athlete. Talent is not a
guarantee.”
HM: “That’s right. There is absolutely no guarantee.
It’s about the chance to use your natural talents. The
question is if you will ignore your talents and say
they’re not important.
For me there is no doubt that a person who works on
their own talents, develops themselves further, and

P a g e | 91
makes their talents productive will become
successful. Probably more successful than a person
who never paid attention to their talents.”
Student: “The question, though, is about to what
degree this is possible. In what environments is it
possible to concentrate so strongly on one’s talents?
I believe that in our society it is no longer possible,
that I can really use all of my talents to become
successful and earn money. It is naturally also a
question of if I am compelled or if my motivation
comes from inside myself… Steffi Graf had a tennis
racket in her hand for thee years before she did
anything with it. Certainly her parents were standing
behind her. I see the talent that I can build up
through training. Some take a tennis racket for three
years and throw it away four years later before
becoming a soccer star. It is the question of if I can
wake up a talent that is sleeping in me.”
HM: “Yes. I am absolutely sure, that you have
talents dormant in you, but often people can’t tell me
clearly what their natural talents are. Because they
haven’t ever cared before.”
Student: “It is the question of how I can have the
possibility to recognize this talent and somehow
wake it up.”

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HM: “Attention governs energy. If you want to find
your natural talents that are hidden in you, meaning
discovering your special predispositions that you
have, then it is important that you observe yourself
closely. Perhaps you should speak with others so you
can learn what they find interesting in you. You
can’t find what you’re not searching for! If you
begin to find your special dispositions and develop
them, then you will start having fun. That’s how it
all starts. You have something that’s hidden in you
that you can use to do something better than
everyone that doesn’t have it.”
Student: “What if the young boy with the talent for
soccer came to you and said that he had this talent.
Would advise him to skip school and spend all day
playing soccer?”
HM: “No, of course not. To concentrate only on your
special talent would be dangerous. There are
examples from music, where the talent orientations
are so strong. From the earliest parts of childhood on
this talent is developed, so that there is barely any
room for other activities or interests. This is extreme,
however, and should not be taken as a pattern. I
would say in your example, he should pay attention
in school while placing special importance on the
development of his talent.

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If I could change the world in one way, this is what I
would do. In kindergarten every child would have a
talent logbook. Every time that child likes to do
something and clearly wants to do it again, every
time that child does it well, and once that child starts
to get very good at it, then it would be written down
in the talent logbook and developed on an individual
level. Starting an active and acknowledged talent
development from the beginning on would be a
given for the development of a child in kindergarten,
in the child’s home, in the school, and in the child’s
free time.
I am sure that a child who grows up with the
development of their talents will not ask his or
herself, “What should I do now?” A talent-oriented
child has a better idea of how to realize their
interests and has important lessons from the
development of their natural talents. Beyond that
they can answer the question asked of them: How
can the greatest possible success be achieved in the
workplace and later in life by using these special
talents? The emphasis here is on the word “special.”
After that comes the second important question:
How can I find what I especially need? I know
examples from the family, of how this can lead to
great success.

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My soccer example is naturally extreme, because not
every young boy who likes to play soccer can or
should become a professional soccer player. It is
interesting what we can achieve through our natural
motivation, if we know how to use it. If the boy with
the interest in soccer works later in life in a sports
supply store or in sport advertising or in something
else relating to sports, it will be because he used his
talents as a bridge to work, and he will have more
success than a bookseller who’s never been
passionate about reading.”
Student: “But how can these talents be discovered?
Also, they won’t all be developed in every child, or
perhaps a child has a talent that isn’t typical. It
could be that a child has a strong social component,
for example.”
HM: “That’s the keyword. Thank you for your
important question. Social behaviors also become
apparent quite early in life.
Student: “It is enormously difficult, then, to filter out
this talent and develop it to set myself apart from the
masses.”
HM: “Can we agree that this relates to the theme of
attention? Are you with me, that this is a completely

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different approach that you perhaps thought of
yesterday in relation to this same theme and a
different one that what you will think of tomorrow?”
Student: “Yes, I understand. I justify my attention
differently. Are talents the same as strengths, then?”
HM: “They’re very close. You can develop strengths
by training them to their absolute limits, and they
don’t even have to have anything to do with your
talents. The word talent is occasionally misused, or
more accurately used without respecting the meaning
of the word, if all the employees have quickly
learned their own talents. Sometimes big companies
give the word another meaning and call all of their
employees talented without respecting the natural
inclinations of each individual worker. Other times
smaller companies have very little combined
experience at developing the talents of their
employees to an optimal position. In many cases in
the middling companies can’t use the word “talent.”
They have to do a lot of persuading.
Back to your question of how to find one’s talents.
We will apply the internet-based strengths-finder
test, which was developed by Gallup and gives good
results. In parallel we will use the DISG-Personality
Profile. With DISG it’s about strengths, lesser

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strengths, and weaknesses in the personal lives of
people as well as their professional lives. Strengths
can hide themselves just as well as talents. Strenghts
can also come from the optimization of one’s
abilities and knowledge, as I said before. Here we
begin to distinguish, because for the first time we are
talking about natural predispositions. You can have
strengths, for example, where you are good with
numbers and skilled at reading, analyzing, and
interpreting tables, because you simply learned how.
This would be a strength, beginning with learned
knowledge.
It could be, however, that you have a naturally high
understanding of numbers and that you can store
complex tables in your head, which you can quickly
call back and compare to other data. This is an
example of a talent, which is a natural
predisposition, because the person doing these things
associates them with fun and happiness, as opposed
to a person who has no relationship to numbers and
no natural disposition. The untalented person will
take to the analysis of the tables as well as the tongue
takes to lemons.”
Student: “In any case, I find it is harder for people
to observe and analyze themselves these days,
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their ways. People take their assignments as given
and people don’t have the opportunity to think
outside the box.”
HM: “These are important and worthy aspects that
you’re bringing up. They bring up another point: In
order to be successful, it’s not enough to wait for
something to come to you. It pays to be aware of the
presence off one’s own talents, to recognize them
and to develop them. From there comes a sense of
self-confidence, which leads to a strengthening of
self-assurance, which further leads to a strengthening
of the entire personality. Whoever invests in their
own natural talents will be able to achieve more in
the future than someone who does not. Above all
else the economy and the educational system must
better use these chances and contribute so that these
important resources that slumber in each of us can be
developed to their optimal limit.
We all have to become talent scouts. Therefore I
advocate the following opinion:
The entrepreneur of the future is a people specialist!
Because they recognize the talents of their
employees, then push and develop them further, they
will become extraordinarily successful.

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When people use their talents as best as they can
they will produce creative hard work with passion
and joy.
From where talents are used as best as they can
come the best solutions, and the best customers go
to source of the best solutions.
6.2 My Other Lecture Themes And
Theories
• The industrial society has changed into a
knowledge-based society: on the way from
producing “hardware” to “software” to
“brainware.”
• Developing and using “brainware” means
creating a mass network of knowledge
through collective, self-structuring, and
further-develping intelligence. This works
best through “glo-munication.” (global
communication)
• Companies of the future need knowledgeable
employees; people are the most important
factor to success. Demographic developments
are very important, here. The “War of
Talents” has become the “War for Talents.”

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• Success rises out of the optimal use of one’s
natural talents. Employees should be able to
do what they do best, and they should be able
to do it better than anyone else.
• Intrinsic motivation, not external motivation,
is critical when creating excitement for a task.
• The source of energy for those who want to be
successful with their talents is intrinsic
motivation, the feeling of burning for an
attractive and important goal.
• The model corporate-leadership-concept
SUCCESS-FACTORY arises from this
knowledge and bases itself on creating a
production system for success. Operational
know-how becomes capitalized, best practice
methods become applied in the optimal way,
and new and exciting ideas will arise as a
result.
• Human Resources will become the central
production facility for your company.
Entrepreneurs, managers, and HR managers
implement corporate strategies; the develop,
obtain, and increase human capital – the most
important inventory of a company that can’t
find its balance.

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• New team virtues are questioned: Resilience,
quicksand-efficiency, and network-fitness on
the way to “unique ability.”
In closing I would like to append a short summary of
my lectures. This description comes from one of the
attendees of my lectures:
Competitive Advantage Using the People Factor:
Success Through One’s Natural Talents
“Only those who have discovered their natural
talents and developed and pushed themselves to the
highest possible level win a medal in sports. The
chances of the economy in this respect are not
exhausted.” So says Heinz Meloth, advisor, coach,
and inspirational figure with more than 30 years of
management experience. His insight: In the future
the individual in a team will play the deciding role.
Meloth’s lecture illustrates this point using the
actual economic and demographic statistics of
Germany in relation to global development. All the
eyewitnesses of the world economic developments of
the past twenty years have shown Meloth the way
that companies must act in the future in order to
assert and strengthen their place in the national and
international markets, and then build themselves
further. Only companies who put the goal-oriented

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development of the natural talents of their employees
in the foreground of their strategic direction can win
the “War for Talents.” This attention works for
people: In the first line of their natural calling and at
the last sight of their bought competition.
Meloth argues in a success-oriented way, denoting
that this concentration on people is the most
important economic potential of a company; every
other factor is replaceable. With the natural talents
of people he sees the chance to compete with others
in a global competition, to become more successful
through the corporate-leadership-concept “Success-
Factory,” and to exceed the competition.
7. Success Symposium

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The success symposium is an event for your clients –
invite your best clients and offer them this influential
program. You and your employees will spend a
whole day with your clients. You will take part in an
attractive program, with which you will energize
your best clients and win new ones…
For this to happen the Success Experts organize the
invitations and the location for you, as well as
bringing everything you need for a great success
symposium. A keynote lecture and the themes for
three or four further workshops by a professional
lecturer will also be given.

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8. The Corporate Leadership Concept,
SUCCESS-FACTORY
With the SUCCESS-FACTORY concept your
company will be able to “produce” success.
A taking of inventory:
In many companies the question is asked of how
they can keep their head above water with all of the
fast changes and growing complexity of today’s
challenges in the global market. Entrepreneurs and
executives are looking for new concepts, because
they see that their skills at motivation are reaching
their limits. Constant overload of the management
level and project heads is a problem. The naturallydeveloping
“sandwich effect” arises from the
proliferation of this pressure in organized and
unorganized areas of accountability. The associated
risks, concomitant effects, and the impact on health
that can lead to burnout, will all be discussed.
Too many employees too often have only a limited
emotional identification with their work. In the worst

3 Gallup 2011: http://eu.gallup.com/Berlin/118645/Gallup-
Engagement-Index.aspx [Accessed on 17.2.2011]
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cases there has been a critical mass of workers who
find themselves
• focusing only on their free time during work
or
• grappling with a problematic “premature fix”
or
• facing the threat of immediate termination.
It becomes dramatic when the number of these cases,
which in most cases are note easy to recognize, reach
a dimension that hinters corporate growth and in
some cases endanger the existence of the company.
The Gallup Poll 3 taken since 2001 with only small
changes shows that:
• Only 13% of employees in Germany have an
emotional attachment to their job (in the USA
this number is 29%),
• 66% of all employees in German companies
are apathetic in their job and feel no real
obligation to their work,
• and 21% of these employees are destructive
and have been fired!

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(These findings are based on the most up-to-date
data from 2011)
The economic loss from these statistics is estimated
at 123 million Euro.
At the presentation of this study on February 9 th ,
211, Maro Rinc said, “Many executives are still
ignoring the central wants and expectations of their
employees.” Their behavior is a central factor for the
degree of staff retention. Executives would not
listen, ignored suggestions, gave little feedback, and
seldom interacted with their employees.
The root of the problem is clear: Inefficient, failed,
or false external motivation through the situation in
the workplace. Sometimes also a lack of motivation,
frustration, and disappointment among employees
lead to these negative consequences. This leads to
unsatisfactory results, a bad climate in the
workplace, and impaired health. The changes in the
economic environment are leading to a farewell for
the hierarchical and cascade-oriented management
concepts of the last hundred years from those in
middle management. Instead of “managing” in the
sense of instruction, correction, control, and
discipline, there will be “leadership.” For me

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leadership means less “government” and more
“governance!”
To that end a positive picture of people as
understanding will be provided, which requires
• a clear and understandably-communicated
vision of the company
• which is derived from the company mission
statement
• with a stable foundation and a solid
management worth system
• so every operative level can have clear,
understandable, realistic, and ambitious goals.
As a result you will experience a result-oriented and
therefore flexible company concept, and the
following description for the SUCCESS-
FACTORY Corporate Leadership Concept will
show you how this is possible.

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8.1 The Success Principle Of SUCCESS-
FACTORY And Its Inner Workings
How the horsepower under your hood can put
you on the road to success…
… and start the turbo power.
The SUCCESS-FACTORY concept works so that
the employees will have the maximum possible
amount of enthusiasm for their job, even when their
boss is out of sight. This gives the company the best
possibilities for any given situation, which means an
excellent and incomparable position in the market.
The SUCCESS-FACTORY concept sees the key to
corporate success in the intrinsic motivation, which
is the motivation that comes from inside oneself. The
intrinsic motivation is the greatest source of energy
for all human commerce. From there the best goals
for personal success will be created.
Do you recognize what the drivers of success are to
their employees and how they are compatible with
them, and how they know how best to use their
employees? The SUCCESS-FACTORY concept
offers an optimal solution for these questions. It all

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comes from this starting point: “…every success is
achievable—if you just know how to do it!”
Become More Successful Through the Natural
Talents of People
“… every success is achievable—if you just know
how to do it!” This cannot be said enough.
Nevertheless it’s easy to ignore as a cliché. To take
the opposite tack, however, I try to offer a peopleoriented,
detailed corporate concept. This shows
how a company can be made stronger through
concentrating on the natural talents of its
employees, that:
• instead of demotivation – a burning passion
for the assignment arises
• instead of minmal/slight use of the resources
of a person in a company – “all the
horsepower under the hood” will be used,
even in one’s personal life, and they will
bring everyone on the road to success
• and through learning, training, and coaching
the natural talents will be able to fully develop
and the “Turbo” will be engaged.

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It is then “not to inhibit,” that everyone who uses this
program, from the employees to the managers, find a
significant increase in success up from the former
numbers.
These four strategic steps are the components of
the SUCCESS-FACTORY concepts:
1. Talent Exploration: Exposing the natural talents
of people, the recognition of one’s natural leanings
(not to be confused with skills, abilities, knowledge,
or capability…)
2. A personal development plan, which arises from
one’s determined talents (a team development plan
comes later)
3. Promotion through study, training, and coaching
4. The wall is finished and secured through its last
brick of “Arrival.” Here it is ensured that everyone
taking part in this personal development project will
“stay on the ball,” not letting themselves get washed
away by the pressure of day-to-day business and will
arrive at the goal by taking small individual steps.
(This is a very important component, because many
initiatives often start very optimistically, but then
they peter out and are not seen to the end.) The

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specially-developed software that accompanies the
SUCCESS-FACTORY process provides a snapshot
of where an employee is with their personal
development.
8.2 The SUCCESS-FACTORY Concept In
Practice
The successfully tested SUCCESS-FACTORY
method is based on the principles of high
performance sports. Major league success is not
possible on that level if these steps are not followed
with a mind to one’s natural talents.
At the end there are not winners and losers, but
instead everyone is a winner.
The goal focus of the company will be brought into
line with the individual interests of the employees.
The SUCCESS-FACTORY corporate leadership
concept is therefore built on a win/win situation.
The most prosperous companies are ultimately
profitable for their employees, even if they are not

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shareholders. This advantage works in many positive
regards: if things are going well for the company,
then things are going well for the employees. Not
only financially, but instead above all they profit
through their personal progress and personal
growth, just like the entrepreneur profits from their
positive development. The market worth of the
employees and the arising employability gives them
future job security. All of this ultimately works out
as a positive, because through the resulting employee
loyalty the company will be ready for the challenges
of the developing world demographics. Every one of
the participants has their individual use and every
one has the opportunity to take advantage of their
own worth.
Until recently the economy has only made this
partially known and now there are huge
opportunities for use. This model can be completely
flexible, going from individuals and groups of
people to entire organizations, set into motion and
fitting to every individual situation. This method is
not only meant for large companies, but also fro
smaller companies with differing numbers of
employees, which I like to concentrate on very
much.

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We chose the name SUCCESS-FACTORY to show
that every part of the organization, above all the
human resources, work directly toward the goal of
success. The companies become a fabric of success,
because success is “producible” in the truest sense of
the word.
The products all become more and more similar,
always more replaceable, because people make the
difference in a company and the resulting difference
creates strong competition.
The successful entrepreneur of the future is a
people specialist! It is applicable to say:
Where the best people are, the best solutions
arise, and the best clients go to the best solutions.
8.3 The Effects Of The SUCCESS-
FACTORY Concept
The change from the industrial to knowledge-based
society and the leap in globalization bring every
company new challenges. Above all speed and
complexity and the changing offers for specialists
must be grappled with. The art is in bringing the

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demographic and economic situation in Germany
into the best possible light. The motto should be, “A
scarceness of trainees will be compensated by a
wealth of ideas.”
In the new marketplace people are the central factor
to success and the key component in every core
business. Companies need knowledgeable
employees, because their potential is the most
important key to success. Products are often
replaceable, but the individuality of people is not!
Brainware, the collective and self-structured
intelligence, is the hidden treasure in every company.
In order to maximize the intellectual capital and
make one’s employees, teams, and companies
successful, everyone must know where they stand
and what their responsibilities are. Only those who
really know their talents and how to use them will be
able to take full advantages of the opportunities
presented to them.
The SUCCESS-FACTORY corporate leadership
concept has personal and economic relevance. It
influences the positive development
• of the volume of sales and profits

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• of the performance motivation of the
employees
• of the teamwork in small groups and over the
whole of the company.
The deeper motive of the attendees focuses on a
leadership based off of natural talents and achieves
intrinsic motivation – a “burning for the goal.” It
makes possible
• full identification with the assignment
• clear, goal-oriented viewpoints
• a decrease in fluctuation
• better health in employees
• and is easy to integrate in the best of
structures.
Furthermore, intrinsic motivation achieves the
fulfillment of the six polar basic needs.
• Enforcement and Safety
• Individuality and Belonging
• Insight and Empathy
The strong forces of life channel themselves through
these important, existential, and concurrent basic
needs, which every person makes a personal priority.
While one person may find their happiness while

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striving for the enforcement of laws in their life,
another may find personal or spiritual safety more
important in their life, for example. The structure of
basic needs for employees, partners, and clients
become common knowledge for the leadership and
should be known when making important decisions.
Surround yourself with intrinsically motivated
people or agree to base your decisions on the natural
strengths and personalities of individuals.
Talent-oriented leadership keeps an open attitude
and a high acceptance for criticism, self-reflection,
and a dynamic self-developing engagement with all
attendees. This leads to a trustworthy environment,
unfolding, and the use of emotional intelligence. It
releases everyone’s strengths and makes it so all the
“horsepower under the hood” of a company are
trained on the “road to success!” A talent-oriented
corporate culture based on the exceptional strengths
of the individuals leads to acceptance and trust,
because they take regard for the intrinsic motivation
of the attendees and lead to a synergy effect.

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8.4 The SUCCESS-FACTORY Success
Workshop
More success for owners, entrepreneurs, and
managers
Owners, entrepreneurs, and managers have the most
difficult position in a company. They find
themselves between the poles of different work and
organizational levels. They get pressure from the
market and must satisfy the most varying interests of
the establishment and should always adapt their
own development with new and innovative ideas
that go along with their new demands.
In order to meet these demands, I offer you a special
workshop/coaching concept for your company. This
bases itself not only on the tried and tested
innovative leadership concept, that the corporate
structure involves itself with, but also works through
this process of giving the company a new
perspective on the future and a special advantage
amongst the competition.

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I am convinced that this progression can be a
collaborative process when special regard is taken
for the peculiarities of the existing corporate system.
Incidentally, for me everyone who works in a
workplace is an owner in part, not just the person
in the manager’s office.
We know and experience it daily, that leadership
poses questions on its own position and motivation
daily, occasionally conquers obstacles on the
threshold of its ability and often spends the day just
trying to hold itself together.
“Leadership is the ability to make one’s visions a
reality.”
Warren Bennis
So that you can better fulfill this definition of
leadership, I can offer you a new perspective as a
progressive and stable foundation for your positive
behavior between the poles of the future markets and
in conquering challenges that bring with themselves
the unpredictable demographic developments of the
world, all thanks to my SUCCESS-FACTORY
concept.

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Procedure:
1. The foundation for a more successful leadership is
developed in a workshop with owners,
entrepreneurs, and managers following the
SUCCESS-FACTORY corporate leadership
concept.
2. In the following period – usually six months, give
or take –the theoretical knowledge will be
emphasized with one-on-one coaching sessions.
The learned can do the same in their daily lives.
With this concept the leadership crew learns how
they can include the until-now mostly ignored
natural talents of their employees from different
perspectives, incorporate them in their environment,
and form them all into a logical structure. In the end
the performance of the team will be bettered. Hidden
treasures can be found, because the employees will
have made them possible, not only by methodically
“putting the horsepower in gear” but also by
following the 4 steps of the SUCCESS-
FACTORY:
• Discovery and exposure of natural talents
• A personal development plan toward the
better use of natural talents

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• Learning, training, and coaching toward the
optimal implementation of natural talents
• and through “arriving,”
the sophisticated hidden goals can be reached faster,
more safely, and with a stronger sense of happiness.
The SUCCESS-FACTORY concept makes it
possible for employees on all levels to become
successful in their professional or personal goals and
easier for them to achieve their goals in the
workplace.
Goal:
During this process the workshop participants
develop the ability to implement the SUCCESS-
FACTORY corporate leadership concept and find
new solutions. We help you with finding your own
interests in your field of work. You will clear your
inner conflicts and develop your leadership
competence while developing professional goals.
You will experience your professional competence
and authentically bring your team to higher levels of
performance by making your colleagues on similar
levels cooperate and letting them excel at what they
do.

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PART IV: THE SUCCESS CONCEPT
IN PRACTICE
9. Examples From My Daily Work
9.1 Working With The “Self” – A
Coaching Example From My Practice
A coaching example: Her name is Conny…
… we met each other in another context, in a foreign
language class. Our conversations were relaxed. I
told her about my goals that I wanted to achieve.
Often she would say in conversation that she wasn’t
sure of herself and when she asked what I did for a
living I told her.
She was sympathetic right away and I thought it
would be nice if she could go where she wanted to
go, and I had the tools to help her and I had
something I could offer:
I said, “If you want, we could make a deal. I help
you so that you can ‘find yourself’ and you help me
learn to speak Italian.” Curious, she agreed to my
deal.

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After we found a starting point and a basis for our
work through a prepared speech, I asked her to tell
me every word that she knew that began with the
prefix “self-.” For the next step we would talk about
her list. The next time we met she had her list
without about twenty phrases that she had thought
of. We couldn’t talk about it long, because she was
very busy. She gave me the list and I asked her to
next time bring a table with two columns: one with
“IS” and the other with “SHOULD BE” written at
the top. Then she should make a scale from 0-10. 0
for unacceptable and 10 for excellent, as far as the
inherent worth of the thing went. Under “IS” would
be the worth of the situation she found herself in,
which she would grade from 0-10. By our next
appointment she had done this.
We talked intensively about her experience and I
asked her to add a column for her priorities and to
classify the five most important points on a scale
from one to five.
With this method of self control through focusing
one’s attention on oneself she accomplished the
changes she was after in a relatively short amount of
time.
Here are the results: I received the first table from
her with the following contents:

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Words with “self—“
Grade
From 1-10
0 = not present
10 = overwhelming presence
IS
SHOULD BE
…assured 0 9
…acceptance 0 6
…assertive 1 8
…esteem 1 10
…trust 2 10
…love 2 6
…control Fluctuates between 2 and 5 8
…confidence 3 8
…awareness Fluctuates between 3 and 8 9
…assessment 3 8
…less 7 5
…actualization 8 8
…criticism 9 5
…protection 10 5
…righteousness 10 6
…involved 10 6
…congratulatory 10 6
…reliant 10 10
Sorted from lowest to highest value Date: December 16, 2010
The table was then further optimized:
My “Self—“
Priority IS Difference: SHOULD BE Goal:
…assuredness 1 1 9 10 Substantial
increase
…acceptance 2 0 9 9 Substantial
increase
…assertiveness 3 2 8 10 Substantial
increase
…esteem 4 1 7 8 Substantial
increase
…trust 5 0 6 6 Substantial
increase
…love 3 5 8 Increase
…control 3 5 8 Increase
…confidence 4 4 8 Increase
…awareness 2 4 6 Increase
…assessment 7 2 9 Increase
…lessness 10 0 10 OK

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…actualization 8 0 8 OK
…criticism 7 -2 5 Reduce
…protection 10 -4 6 Reduce
…righteousness 10 -4 6 Reduce
…involvedness 10 -4 6 Reduce
…congratulations 9 -4 5 Reduce
…reliance 10 -5 5 Reduce
Sorted from lowest to highest value December 22,
2010
Then I commented on the work, which is represented
here in a summarized dialogue:
For the changes you can recognize, please
remember:
• to be sure to be mindful about if the goals that
resulted from the mathematical results and
their internal logic are okay for you.
• In the “Priority” column you could remember
that the order is from your point of view, so
that what you want to change first is in the
first box, and then the subsequent complex
themes are structured and shaped.
• As you go through the numbers you will see
that there is a new minus-difference worth
column.
o Please check to see if you can achieve
these numbers, because it’s not always
possible for someone to develop
backwards… more likely it should
work like this. If you have a 2 in selfcriticism,
for example, and you’re not

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happy with it, it’s probably because
you criticize yourself too much. In this
case you should look at the numbers
backwards and consider that you have
a high level of self-criticism that you
should raise to perhaps eight—the
principle remains the same.
o If this is the case, I could create a more
comfortable situation for you, which
you could use to correct your scores.
Then less self-criticism would be an
improvement, so you would be more
comfortable with your level of selfcriticism
(perhaps a score around
eight), and that would be okay for you.
I hope that I made myself clear?
o I am sure that you will want to change
some of your other scores on here, as
well, and then the table will change
once again.
• Once we have completed the table, I will
o Give you commentary on how I see it,
because I am already sure that you, at
least from my perspective, are far too
hard on yourself – I encourage you to
reconsider this. If this is really the
case, then I would recommend that you

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work on your self-acceptance, which
extends to your self-assessment, selfrighteousness,
and your self-criticism.
More on this later…
o I only want to focus on five of the
possible themes very closely. This will
simplify the way you focus your
energy and attention and the changes to
these core themes will lead to the
others. It is important to focus on what
is most important to you.
o Therefore what we do to your senses
will not be a deep psychological
intervention, but instead a way of
learning methods and tools for selfimprovement.
In an optimal situation this means that you will better
be able to circumvent the challenges and random
acts of chance in your life, and everything you better
on this chart will have an effect on your situation in
life, wherever you’re standing now, however you
behave, think, feel, react, and age… all of these
things will lead to success!

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“You have the power to change everything, because
you are the only person who can choose your
thoughts and feel your feelings.”
Rhonde Byrne
I have experienced this in my own development and
whenever I have helped people in their professional
and private lives as a manager, mentor, coach and
friend, I have told them this.
I’m no psychiatrist, so I only work with healthy
people in the sense of supporting them (not in the
sense of healing them) so that they may make easier,
faster, and better progress. It is always important in
these situations to “bring all of your horsepower to
the street.”
For me it’s not about the question of how I will make
my client healthy, that is for a psychologist to
answer. For me it’s about helping my client to focus
their attention and energy on how they can use their
talents in the best, fastest, and least risk manner (the
economic principle of as little as possible, but as
much as is needed) in the pursuit of reaching a goal.
It is always fun for me to help others reach success
and to make other people successful. In my job
description I often say that I am like a taxi driver,
who helps people get to where they want to go.

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Here are the next results…
We built the results further. Big steps were taken.
The changes really worked for Conny… she was
very happy that she chose to go this way. This was
the end of my work with Conny. I thank her for
letting me print this!
My “Self…”
0 Priority IS NOW Diff. SHOULD BE Goal
1 …acceptance 1 0 9 9 Substantial
increase
2 …confidence 2 1 8 9 Substantial
increase
3 …assuredness 3 1 9 10 Substantial
increase
4 …respect 4 1 8 9 Substantial
increase
5 …assertiveness 5 1 9 10 Substantial
increase
6 …love 3 6 9 Substantial
increase
7 …control 3 5 8 Increase
8 …worth 4 5 9 Increase
9 …awareness 4 5 9 Increase
10 …reliance *) 5 5 10 Reduction
11 …complacence *) 5 4 9 Reduction
12 …criticism *) 5 4 9 Reduction
13 …assessment 6 4 10 Increase
14 …security *) 6 4 10 Reduction
15 …righteousness *) 6 4 10 Reduction
16 …involvement *) 6 4 10 Reduction
17 …actualization 8 1 9 Slight
increase
18 …lessness 10 0 10 Ok

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Scale (from 0 = not present to 10 = overwhelmingly present)
* ) these qualities are intended to be reduced instead of increased. This means that a reduction in selfcriticism
would increase its point value. This is represented by the numbers going up instead of down when
these requirements are fulfilled.
New, unexamined “Self…” themes:
Self-contempt
Self-defeat
Self-conviction
Self-destruction
Self-appreciation
January 7, 2011
As we change in our environment, our system of
worth does as well.
The search for one’s inner self replaces the search
for self-optimization.
Just like yesterday becomes today and tomorrow, the
how and why for the progress of our system of worth
changes as well.
Yesterday: Economy of Money
In the past the possibilities were to live one’s own
life with more borders than today. Identity was static
and given. Family, work, and religion gave people
strict definition to their lives. The economy was
defined by scarcity. Money was the central organ of
the economy.

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Today: Economy of Attention
Consumers have a multitude of options and ways to
shape their lives. Self-reliance is an obligation,
individuality the highest goal. Being different is
normal. The economy has a surplus of good and a
shortage of time. Whoever can pay close enough
attention is the winner.
Tomorrow: Economy of Recognition
There will be an increase in the number of ways to
shape one’s life. The obligation toward individuality
will bring consumers to the optimization of one’s
self. This leads to informed decisions and new ways
of orienting oneself. The scarcity of identity and
belonging will define the economy of tomorrow.
Recognition will become the new most highly prized
commodity.
We must always be able to answer for ourselves and
to that end we need new tools that our ancestors
perhaps would not have understood.

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9.2 The Wheel Of Life
Health and Fitness
Self-Worth and Personality
Development
Security & Money
Partnership and Family
Relationships
Spirituality and Sensibility
Life Happiness and
Relaxation
Health and
Career and Success
For some time I have used the wheel of life in order
to show life not only as a whole, but also to illustrate
life’s smaller departments. The wheel of life serves
above all else as a system for self-analysis and is a
useful instrument for answering the question:
“Where do I stand in my life?” Through the
segmenting of life into small sections, it is possible
to determine one’s standing and location in life. A
should/is worth scale is useful to determine if one is
in an optimal position in any of the positions on the
wheel. The wheel illustrates that life is circular. It is

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not a list, where we would organize our priorities in
the category of “Career and Success,” and let the rest
of the components fall into place on their own. Only
equal focus on all of the aspects of the wheel can
bring a balance to the different facets of life, and
only then does the wheel become round. Let’s look
at each of these categories a little closer:
Self-Worth and Personality Development:
The starting point for my concept of success lies in
the opening up and development of the natural
talents of people. Knowing one’s own personal,
individual strengths is the first step on the way to
developing one’s personality. The goal is to use
these talents in an optimal way so that they
automatically lead a person to experiencing success.
There is another step inherent in this first one, where
a person must recognize their own individuality and
personal worth and use this recognition to plan their
life.
Partnership and Family:
We are not individual actors in our lives; we are all
part of a larger social structure. The most important
of these structures is the realm of partnership and
family. This facet of one’s life represents an
important column in the realization of one’s goals.

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As our families or partners give us support and
strength, we must also support them in realizing their
own dreams. It also works to tie one’s goals into
those of one’s partners, so that by defining one’s
familial relationships everyone can work together
towards success.
Spirituality and Sensibility:
Sensibility in this context should be seen as a skill
that makes it possible for us to understand the world
around us. An important element of a balanced
lifestyle is not to go through the world wearing
blinders, but instead to observe and to live the world
around you. You will be more sensitive when
dealing with others, because the smallest gestures are
often the most important to recognize and
understand.
Career and Success:
The word “career” underlies an individual definition.
It’s a word everyone has a definition for. We
understand on a universal level that a career can be a
way to success. In the sense of the wheel of life it is
also an important point that can contribute to one’s
happiness in life. Whoever is not happy with their
job and engages only halfheartedly with their work
will not do well in their career. If someone is using

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their natural talents to find a career that they can
really be successful with, then one’s career will
natural become fulfilling and bring happiness.
Life Happiness and Relaxation:
Many complain about stress, tension, and overwork,
all of which leads to burnout syndrome. In order to
prevent this the wheel of life shows us that a balance
must be struck between stressful times and times of
relaxation in order for one to be fulfilled. Only those
who can give themselves a break every once in a
while will be able to start every day renewed and
achieve success.
Relationships:
Social contacts and taking part in an active social life
are important aspects of a full life. As was said
earlier in the chapter about time management, we are
all winners when we invest our time in other people.
Maintaining friendships is a decisive keyword on the
way toward ideally shaping one’s life.
Security & Money:
Success should not only be a short moment in life,
but instead a lasting experience. How can we be sure
that the success we enjoy today will still be there

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tomorrow? With the idea of security we mean above
all else financial security. Financial protection is a
theme that moves and concerns us all. Whoever
defines their personality by their financial status,
however, will not stay successful for long. Security
offers us not only financial accommodation,
although this is an important factor when providing
for one’s family. Security offers us social and
cultural security and gives meaning to our
relationships with our friends and family. If we only
focus our attention on one point, like financial
stability, then our whole system is destroyed. We
lose in this moment not only our security, but also a
part of our personality.
Health and Fitness:
We all know the old saying, “a healthy soul lives in a
healthy body.” Old sayings are often tossed aside as
clichés, but there is an important principle behind
this clever sentence that applies to the wheel of life.
Whoever is healthy and stays fit while maintaining
their health and thinks like an athlete will better their
days and become more successful. Health and fitness
give the body power that can be used in day-to-day
life and can support you on your way to success.

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That’s it for the theoretic part. You can also use the
wheel of life for yourself and to find your individual
position in life. You use it like this:
• Please make two marks in each of the eight
categories on the provided scale (sixteen
marks in all).
• The left (red) line answers the question, “How
important is this category to me?” This is the
“should” value.
• The right (black) line answers the question,
“How important is this category to me, and
how am I really doing in this category?” One
is the lowest value (unimportant/poorly). 7 is
the highest value (very important/very well).
• After making your points, draw a line
between the red ones so a circle shows up that
might look like a spider web. Then do the
same with the black points so you can
compare your results.
• Decide with each point how and if you want
to change them. Write down your results and
put them into practice.
Check again after half a year to see how much
progress you’ve made.

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9.3 How Can Someone Tell Their Own
Personal Worth?
Our system of worth is the basis for our
behavior and feelings.
Our thoughts are based on our system of worth.
After we compare the results of our behavior with
our individual value systems (and at least partially
with the value systems of one’s environment) we
feel good or bad depending on how our actions and
our values line up. Therefore should be clear about
what values we have and always be able to support
them.
With the following work plan you can better
approach this theme. Naturally you can further
develop your values over the course of your life and
even change them.
One thinks only once of the periods in one’s life
• with or without family,

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• when one has optimal or stable health,
• with financial losses or financial abundance,
• at the start or high point of a career, et cetera
Therefore it is advisable to take this exercise about
two years removed from any of these events so that
you may more objectively review your life. In times
of more change and wavering security one has looser
values that shape one’s life, although they are all the
more important.
If we don’t consider this then we might take this
exercise senselessly and with no motivation, treating
it like a mere to-do list.
If you really want to judge the current state of your
value system, the following exercise can help you:
Create a scale with your personal values. Take out
any that you would think are a given and create a
profile that is specific to you.
• What is important to you?
• What do you want to accomplish?
• What are you working for?
• What do you orient yourself with?

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Procedure: Choose as spontaneously as possible how
much importance you would give each of the terms
on the following list without taking too long to think
about it. Use the symbols written below.
-- = Unimportant
- = Less Important
0 = Neutral
+ = Important
++ = Especially Important
WORTH: - -- 0 + ++
BEING FUNNY
UNDERSTANDING OTHER PEOPLE
HONESTY
BEING COMFORTABLE
PROFESSIONAL SUCCESS
MODESTY
FLEXIBILITY

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PERMANENT ACCOMPLISHMENTS
GRATITUDE
DEMOCRACY
HUMILITY
ACHIEVING SOCIAL GOALS
DISTANCE TO OTHER PEOPLE
DISCIPLINE
BEING STRONG-WILLED
SINCERITY
REALIZING YOUR OWN IDEAS
LEADING A BALANCED LIFE
BEING A LEADER
KEEPING A GROOMED EXTERIOR
BEING A GOOD TEAM PLAYER
BEING A GOOD LISTENER
HAVING A LARGE CIRCLE OF FRIENDS
HAVING INFLUENCE
BEING DECISIVE
SUCCESS + PASSION (ACHIEVEMENTS)
DOING SOMETHING MEANINGFUL
HAVING CHILDREN
If you can think of anything else to add to the table
that isn’t represented here, feel free to add them in.
Go through the list point for point. Mark the five
values that are most important to you from one
through five. Check to see if the results are the same
as what you expected. Then define what you would
like to have as a system of values in the future (other
choices or other priorities). Where there are changes
between the “is value” and the “should value,” think

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up three steps that you can take to make these two
values come together in the future.
This exercise should taken over a period of six to
twelve months to allow your values time to change.
10. References
Many different kinds of people come to my
coachings and trainings, from executives at
corporations like Metro and Lufthansa and
international corporations like Fujitsu and Cannon to
small and midsized companies, craftsmen,
independents, freelancers, attorneys, trainers,
doctors, journalists, and private citizens. In this
manner they all have the same wants and goals. They
want to get past a specific obstacle in their life,
develop a new business strategy, optimize their
method of success or start themselves anew and

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receive outside inspiration. Most of them want to
find new strength, energy, and ideas.
Absolute discretion is a point of honor and goes
without saying for me and in general with coaching!
Therefore there is a lot here that I cannot specifically
say. There are, however, certain people who would
like to talk about their experience and gave me
statements to print here.
Here is what they had to say:
Heike Rost, Entrepreneur:
“He is sensible and direct, analytic and detailoriented,
mercilessly honest, but never hurtful. He is
motivated and encouraging. He gives people guts
and is a witty coach, who helps people not only to
deal with their inner fears but also to roll up their
sleeves in order to activate all of their horsepower
on the road to a concrete goal.”
Dr. Günter Umach, Healthcare Marketing:
“This man speaks in clear text – he gives direct,
practical tips toward success. This is exactly the
right approach.”

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Steffi Adam Bott, Manager:
“His sympathetic and constructive thoughts, his
targeted and supportive questions led me to clarity
and showed me the next steps I had to take for my
own personal development. Especially worthwhile
for me was how he organized my business goals and
my personal goals together. This encouraged me and
spurred me on. I am excited about my experiences
and my future conversations with him.”
Dagmar Schnappinger, Internet Designer:
“He engages with whoever he is speaking at the eye
level. Some of his questions seem somewhat
uncomfortable at first, but they lend themselves to
intensive self-reflection and constructive behavior.
He adjusts the perspective of his counterparts and
brings real goals into focus. Suddenly the little
things just drop away and are revealed to be
unimportant.”
Guito Augustin, Communications Advisor:
“Heinz Meloth and his ‘Success-Factory’ concept
are just what entrepreneurs are looking for.”
Anja Jeffries, Entrepreneurial Advisor & Coach:

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“Although I was skeptical to start out with, as I
thought that I had everything under control and had
chosen the best path for my life, he taught me just the
opposite. In our ninety-minute session I experienced
fine-tuning and acquired a new perspective for my
path as an entrepreneur and was able to newly
justify my goals.”
Petra Dalhoff, Lawyer:
“Mr. Meloth influenced me with his ability to think
analytically and his informed management
experiences. For me it is important to work with
someone who knows the fast-paced world of business
and this special skill complements his very good
communication skills, his appreciable honesty, and
his absolute commitment to success, which has a
refreshing and contagious effect. If you let him work
he will not let you go until you have achieved your
goals.

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11. Success Quotes
For the past year I have been collecting a whole
folder’s worth of success quotes that I like very
much and that I would like to add to the last pages of
my book:
“A good saying is the truth of a whole book in one
sentence.” Theodor Fontane
“I believe the very purpose of life is to be happy.”
Dalai Lama
“In a world that changes as fast at this one can only
save something if they are ready for change. Those
who do not embrace change will lose what they are
trying to save.” Gustav Heinemann
“You will never make it efficient. You need to dream.
Your tears will not help you: whoever wants to
succeed must be happy.”
“Tell me and I will forget it. Show me and I will
remember it. Let me try it and I will remember it.”
Lao Tse
“Humor is not a gift of the spirit, but a gift of the
heart.” Ludwig Börne

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“In rivers, the water that you touch is the last of
what has passed and the first of that which comes; so
with present time.” Leonardo da Vinci
“The slowest ones who never let their goal out of
their sight will always be faster than those who
wander with no aims.” Gotthold Ephraim Lessing
“People who dream will bloom. Help other people,
that your dream may become reality!”
“Believe in success, and you may be proved right;
believe in failure, and you will certainly be proven
right.” Alexander Christiani
“Everything you do must be done with worth, or else
it is worthless. Everything you do must be done with
sense, or else it is senseless. Everything you do, do it
with love, or else it is loveless.” Oliver Groß
“People do not become noble through practice, but
through the goodness of their souls.” Democritus
“The best observation tower of life is serenity.”
Ernst Ferstl
“Life is repetition and with every repetition it goes
deeper and becomes better, we see it more clearly,
learn it better and enjoy it even more…”

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“Only those with the courage to go the distance will
know the way to go.” Paulo Coelho
“We do not live in tomorrow or yesterday. Only the
moment is life, only what is now and only what is
here. Let it be known what we call our life. If you do
that you can be healthy and cheerful until you are
one hundred years old!”
“Do the things you have to do as quickly as possible.
That way you can do the things you want to do for as
long as you can.” Jim Rohn

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12. My Success Resumé
I am excited that you, dear readers, have stuck with
me on the road to success. I define my success by
making others successful and putting them on the
road to their own personal success. In this I see my
personal calling, it is my vision for the future and my
duty for the here and now.
That you are holding my book in your hands and that
I have given you the ability to go further down your
individual career path is the intention of this book.
If I inspired you, gave you food for thought or an
impulse for your personal path to success, or made
you more sensitive to your natural talents and the
natural talents of the people around you, then I can
see my authorial debut as a success.
Naturally a book cannot replace personal
communication, especially in the field of coaching.
This book should not be a replacement, either – this
book is more an overview of my abilities as a
success advisor, inspirational figure, and coach. It
should encourage you to think outside the box and to
think of new goals, visions, and projects that you can
take charge of now. I stand by you with these pages.
By this point you have read my core thesis many
times: “Any success is possible, if you just know

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how to achieve it.” I laid it bare, that extraordinary
success comes from the natural talents of people who
have nurtured and refined them since the beginning.
That is the core of this book and every page
developed from that idea. It’s like with finger food,
more hors d’ourves of the same type will often be
served on different platters, but they are all still eaten
by the end of the party and the narrow options don’t
hamper anybody’s enjoyment.
As a close I would like to say once more: whoever
acts on the basis of their own natural talents in their
professional as well as their private life will in time
become successful and find their own lasting wave
of success.
My offer is always available to you. It is individually
shaped and suited to your particular wants and needs
so that you may in the end plan and achieve your
own lasting wave of success. Only those who never
let their goal out of sight don’t lose themselves on
the way to their goal. If you get a taste of your goal
and you want us to go together on your path for a
while, then we will follow your own personal route.
As a general rule when things seem tough: even if
someone who’s chosen a defined goal has a few
different ways to achieve it, the principle is always

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the same. Getting on the road to success inevitably
leads to happiness.
I am excited to engage you in conversation, to be
your pilot and plot a direct course to your success. If
you are ever looking for new inspiration, need
advise, or just want to hear an outside perspective,
you can always contact me at:
Heinz Meloth:
E-Mail: hm@heinzmeloth.com
I would like to become active worldwide in my
capacity as a speaker. If you are interested in seeking
my services, I would be happy to set up events with
you so I can spread my message of success. You can
always find a list of upcoming events and
appointments on my homepage:
www.heinzmeloth.com

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13. Recommendations For Further
Reading
WAGNER, Hardy: Erfolg durch Persönlichkeit.
Landau, 2007.
HARRIS, Thomas A.: I’m OK—You’re OK.
Reinbek, 1975.
HÄNDELER, Erik: Die Geschichte der Zukunft.
Sozialverhalten heute und der Wohlstand von
morgen. Moers, 2005.
RATH, Thomas: Strengthsfinder 2.0. New York,
2007.
BUCKINGHAM, Marcus/CLIFTON, Donald O.:
Now, Discover Your Strenghths. Frankfurt a. M.,
2007.
COLLINS, Jim: Good To Great: Why Some
Companies Make the Leap... And Others Don’t.
München, 2003.
GOLEMANN, David: EQ. Emotionale Intelligenz.
München, 1997.
ASGODOM, Sabine: Lebe wild und unersättlich! 10
Freiheiten für Frauen die mehr vom Leben wollen.
München, 2007.

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RANDOW, Georg v.: Genießen. Eine
Ausschweifung. Hamburg, 2001.
LASSEN, Arthur: Heute ist mein bester Tag.
Bruchköbel, 2007.
TOLLE, Eckhardt: The Power of Now: A Guide to
Spiritual Enlightenment. Bielefeld, 2010.
COVEY, Steven R.: Seven Habits of Highly
Effective Families. Offenbach, 2007
COVEY, Steven R.: Der 8. Weg: Seven Habits of
Highly Effective People. Offenbach, 2006.

14. Notes
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