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noticed that his usual high degree of enthusiasm had levelled
off considerably。 I knew something was amiss； so I asked him
what was bothering him。 He then explained he was
experiencing a 〃big let down；〃 now that his 〃big month〃 had
e to an end。 In an attempt to raise Heinz's spirits； I asked
him the following question： 〃Heinz； what would you do with
the extra mission you would earn； if you were to repeat
your October performance in November？〃 （He actually earned
three times his usual monthly ine in October。）
Seeing the true meaning behind my question； Heinz's
face brightened considerably and a broad smile appeared
across his face。 Then I quickly added； 〃We both know you are
quite 〃capable〃 of repeating your October performance in
November； there is absolutely no question about that。〃 By this
time Heinz had bee thoroughly convinced； that not only
was he capable of repeating his performance； but he definitely
would repeat it。 He said； with his customary confidence and
vigor fully restored； 〃All right Bob； I'm going to do it。〃
The Razor's Edge he did it Heinz Daues beat his own
record of October in November！ Think of the difference this will
make in his annual ine； not to mention his standing in the
pany。 You just know he will duplicate or better his
performance next November； following 〃President's Month。〃
The 〃something〃 for Heinz Daues turned out to be
nothing more sophisticated； than deciding to do the same
thing in November； which he had already done in October。
Perhaps you are saying to yourself； 〃anyone could have figured
that out；〃 and you're rightthey could have。 But there are a few
thousand people selling for the same pany that Heinz sells
for and I'll bet you 〃dollars to donuts；〃 there weren't five others
who did！
Vince Lombardi； former football coach of the outstanding
Green Bay Packers football team； described the Razor's Edge
concept in football very well when he said； 〃Most games are
won or lost in the last two minutes of the first and second
half。〃 But what Lombardi is best remembered forwith respect
to football's Razor's Edgeis the 〃Second Effort〃 concept； which
he introduced for the edification of his players。 In a nutshell；
the 〃Second Effort〃 concept simply meant； that when a player
was initially stopped by the opposing team； he would always
surge forward a second time； with the added thrust of a
〃second effort。〃
Now； just consider the tremendous difference you could
create in your own life if you were to adopt a similar mental
attitude。 For example； if you are a person who is working in
sales and currently selling only three units a week； what
would the consequences be for you if you were to decide to
make one additional sale per week； through a conscientious
application of the second effort concept？ Well； on a weekly
basis； it might not appear to be a major breakthrough。
However； viewed over the time frame of an entire career； it
would actually amount to well over two thousand extra sales。
Moreover； from a moary standpoint； it would mean you
would actually receive an extra ten years' ine over the
span of a fortyyear career。 Yes； that one sale would be the
Razor's Edge difference； which could catapult you into 〃the big
leagues〃 in your chosen career。
Milt Campbell's Triumph
One individual who discovered the Razor's Edge
difference for himself； in his own life； is Milton Campbell。 You
see； Milt went to the Olympic Games in 1952； to pete in
the decathlon event。 He performed with distinction； finishing
in second place in the world and as a result； brought home an
Olympic silver medal。 However； Milt's ambition has always
been to win the Olympic gold medal。 Therefore； when he
returned home； he gave it that old second effort and he started
his training program all over again。 For the next four years；
Milt Campbell dedicated himself singlemindedly to a training
schedule； which would culminate with his winning the
Olympic gold medal for his country at the 1956 Olympic
games。 In the aftermath of that spectacular achievement； I had
the pleasure of speaking with Milt on numerous occasions。 He
often confided to me that many of the athletes against whom
he peted in high school were far superior to him at that
time。 But at some point； they had made the decision to
abandon a sports career and the Razor's Edge difference for
Milt was that he kept training。 The resultthe day they pinned
the gold medal on Milt； he was recognized as the best athlete
in the entire world！
One of the most powerful illustrations of the fine line
which separates winning from losing was revealed in the
filming of the movie； The Razor's Edge。 The cast for the movie
was prised of eight 〃principal actors；〃 and eight 〃stand
ins。〃 （That is to say； each 〃principal〃 had a 〃standin〃 to do the
hard； grueling and tiresome work for him； while the stars did
〃the rest！〃） After the film had been pleted； Life Magazine
published a story in which the pictures of the eight
〃principals〃 were exhibited on one page； and the eight 〃stand
ins〃 were shown on the opposite page。
The standin for 〃the star〃 of the film； Tyrone Power； was
a man by the name of Thomas Noonan。 Noonan was a close
associate of Power's and they had even attended the same high
school at the same time。 Both men were about the same size；
they were equal in intelligence； they dressed almost
identically； and they resembled one another very closely； even
in their physical appearance。 In point of fact； as close a
resemblance as was humanly possible existed between each
〃principal actor〃 and his or her 〃standin。〃 But in one wayand
one way onlythe 〃principal actors〃 and their 〃standins〃 were
pletely dissimilar。 For the bined salaries received by
the eight 〃principals〃 for the picture amounted to； what was at
that time； a staggering 489；000。 The bined salaries for
the eight 〃standins；〃 on the other hand； amounted to a paltry
6；534。 The 〃principals〃 may only have been slightly more
talented than their 〃understudies〃 were； but the moary
pensation which they received was seventyfive times
greater！
As your awareness bees increasingly great with
respect to 〃The Razor's Edge〃 concept； you will be astounded
by the number of such examples you encounter every day。 As
a case in point； just consider how much kindlier you feel
towards a particular retail store； where the cashier smiles and
〃thanks you for your business；〃 and then asks you to e
back 〃real soon〃； as pared to one where you are greeted
with a stern； 〃Well； are you going to buy anything or not；〃
attitude。
Or consider this illustrationapproximately one year ago；
a family attended one of my seminars in Toronto。 They were a
truly beautiful family； but they had a serious problem and
they asked me if I could help them solve it。 They informed me；
to begin with； that they were the owners of an automobile
repair shop。 But they also explained their business had gone
sour； so 〃sour；〃 in fact； they were seriously contemplating
〃closing their doors；〃 and going to work for someone else。
In an a