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10.1 READ THE ARTICLE

Condition of Normal

Normal is the state where a person has a regular or gradual increase and improvement in his production or income. This applies to all parts of a person’s life. If a person’s relations with his family or the people with whom he works are routinely getting better and better, it could be said he is in a Condition of Normal to his family or the people he works with.

Normal Formula

A person applies the Normal Formula when:

  • His own life is on a routine or gradual increase.
  • He has completed the Emergency Formula and moved up to the Condition of Normal.

The Normal Formula is:

  1. Don’t change anything. The way you maintain an increase is you don’t change anything.

  2. Ethics are very mild.

    In a Normal Condition, you have become a productive and contributing member to your company, group or family. It is assumed by them that you do not require others to discipline you.

  3. Every time you have some increase in an area of your life, look it over carefully and find out what bettered it. And then do that without abandoning (stopping something you have been doing) what you were doing before. Those are the only changes you make.

  4. Every time some area of your life worsens slightly, quickly find out why and remedy it.

And you just go back and forth, balancing any increase and any decrease. Where anything worsens, you will find out some change has been made in that area and you better handle that change in a hurry. And when you find anything that is bettering, you better find out how it is bettering and reinforce (strengthen or increase) that.

Take an example of a veterinarian (a trained person who cares for sick or injured animals). His veterinary practice is in a Normal Condition. Although he only opened a few months earlier, more and more animals are being brought to him by members of the community. His income is up and the animals he cares for are doing very well.

The first step he does is don’t change anything. He keeps in all the promotional actions he has been doing, and this includes holding a weekly free seminar on pet health. He had recently hired his first staff member and put in an emergency phone service, which is very popular. He does not change these actions.

He follows all the laws for running a practice and takes care for every animal that he sees. He does not require discipline from others. So ethics is mild.

Next he must follow step 3: “Every time you have some increase in an area of your life, look it over carefully and find out what bettered it. And then do that without abandoning what you were doing before. Those are the only changes you make.” He looks over what caused the recent increase and finds he had improved his own efficiency after taking an evening training course. He continues the weekly class, without abandoning the other actions.

Finally, the veterinarian notices that there is just one area of the practice which is a little down on his graph—the number of customer referrals (satisfied pet owners telling friends to bring their pets to him). While other promotion is being successful, less people are telling their friends about him.

He uses step 4: “Every time some area of your life worsens slightly, quickly find out why and remedy it.” He finds out that he had stopped giving each pet owner who came to see him free promotional items for their friends. He immediately puts this action back in and the referrals go up.

He successfully completes the Normal Formula for his veterinary practice.

NOTE: In order to continue, you must complete all previous steps in this course. Your last incomplete step is
NOTE: You had several answers that were incorrect. In order to continue, you should re-read the article and then test your understanding again.