Larry Mullins

August 7, 2009

99% of Salespersons Lack these Two Ingredients for Super Success

The supreme alchemy for success is a perfect balance of confidence and love. The more confidence you have, the better. Provided you have an equal degree of compassion. The more compassion you have, the better … provided you have an equal degree of confidence.

Leading salespersons have this perfect alchemy. Great leaders have it. It’s not true that you can have too much confidence. You need an absolutely impregnable self-respect. There is absolutely nothing wrong with this provided, that is, you have an equal degree of respect for others. Compassion tempers confidence, and changes it from being overbearing and annoying to being gracious and passionate.

It is equally true that you cannot have too much compassion. Provided, that is, it is balanced by an equal degree of confidence and self-respect. Impregnable self-confidence changes saccharine and deferential behavior into a spiritual fragrance that engages and allures other personalities.

This is the ultimate formula, the fail-safe alchemy for success. Simple, yet profoundly difficult. In fact, only one percent of humankind learn to master the elegant balancing act of enlightened self-interest and service. They are known as self-actualizers.

Learn how to become one at .

July 28, 2009


Good day Anil. Let me preface my remarks with a disclaimer. I know Western thinkers generally embrace models such as Maslow’s pyramid. However, when discussing a model, such as the pyramid, we must keep in mind that it is an imaginary concept that we are imposing upon reality. It makes us more comfortable, but it does not really exist.

On the other hand, when discussing immensely complex issues such as human motivation it is helpful to have an idea what conceptual model of the human psyche a particular individual subscribes to. My understanding of one Eastern view is that the essence of a mortal (forgive the brevity and crudeness) could be viewed as concentric circles, with the spiritual essence of the individual in the center, and increasingly grosser levels of matter enveloping it. Freud used a different, more simplistic idea of the ID, the EGO and the SUPER EGO, with no concession to a spiritual component. Maslow himself was a professed atheist, yet he hinted at transcendent qualities in the mortal being, while insisting that such qualities as the highest values were somehow biological in nature. I find neither Maslow or Freud’s models satisfactory, in that they fail to explain transcendent qualities in mortals that appear to impinge upon the materialistic situational field, especially in critical moments. Maslow and Freud also fail to explain the continuity of consciousness that we all experience and sense to be valid. The Eastern model comes close to explaining both phenomenon, but still seemed to fall a bit short.

Victor Frankl offered a much more viable option than any of the three above, in my judgment. He explained his model at length in the book he wrote immediately after his concentration camp experience, “The Unconscious God.” Later this book was republished a few years ago as “Man’s Search for Ultimate Meaning.” (Not to be confused with his “Man’s Search for Meaning.” They are very different.) Frankl believed in two spiritual components are essential parts of mortal being, two “irreducible essences.” One was very similar to the Eastern spiritual essence … the changeless, personal “I am” that is uniquely us, yet part of the ultimate whole. Yet, Frankl declared that this immortal essence “should not be a judge unto itself.” He suggested that a second spiritual essence, objective, impersonal, and transcendent was necessary to guide the mortal. In this way he brushed aside ethical “rules” and declared the second ultimate essence capable of operating infallibly to provide mortal guidance in the present. I found this hybrid model (that is dual components of spiritual influence, one personal and the other objective and impersonal) in only one other place, “The Urantia Book.” This huge and challenging tome claims to be a revelation that synthesizes science, religion and philosophy. I find many useful ideas in it.

With these caveats in mind, I will attempt to offer you a response to your questions.

QUESTION: 1. How does his theory explain Victor Frankl’s case who chose to live at the top of the Maslow’s pyramid even when his most basic needs were not being fulfilled in the Nazi concentration camps. Galileo, Rembrandt, Van Gogh, were poor to the extent that their most basic needs were not being fulfilled when they produced some finest works in their fields contributions that can at least fit in the middle of the pyramid, if not at the highest levels. (By the way does he ever talk about the pyramid in his book. Some people say the concept of pyramid was added later)

Maslow’s model does not really explain instances of spiritual transcendence that makes possible virtual miracles of the human spirit. Unlike many people, I believe the self-actualizing process may engage on any level of the pyramid. I find the pyramid helpful in explaining immature behavior, but once we enter the self-actualizing process material cause and effect is less and less significant. The self-actualizer becomes lost in his or her quest. Ironically, we become more and more our real self as we become less and less concerned with its welfare. Maslow presented his pyramid about In 1943, in a paper that featured his Hierarchy of Human Needs. This would turn out to be the one piece of his work that nearly all his academic peers in psychology enthusiastically embraced. Yet, in my judgment, his later work was much more important.

QUESTION 2. Does a person shift to the next level of hierarchy when his needs in the current level get satisfied substantially or satisfied at least to the most basic level. In case it is substantial, what makes a human decide how much is substantial? How does he know that level has been achieved? Isn’t it something within him that decides it? If that is so how much control he wields in manipulating that feeling?

The different levels are defused, not clearly defined. Moreover, except for very basic needs, an individual does not consciously decide to move to another level. as one moves up the pyramid the “needs” become more like “urges.” If we are hungry, we clearly know it. But if we perceive we are not sufficiently respected, the urge is very subjective. How do we decide the situation of a lack of respect? It may be true, or it may be an immature feeling that is not justified. Therefore, we can hardly consciously decide that this emotional need has been satisfied in the manner a big hamburger satisfies our hunger. Indeed, it is “something in him” (as you say) that may enlighten his perspective of self-worth and appreciation. Virtually every distasteful thing a person does is when he strives to be loved and appreciated long after he should be striving to love and appreciate others.

QUESTION 3. Do we really need to go through these levels first hand or can we by pass them through our mental imagination?

In my judgment we cannot self-actualize in a vacuum. While it is possible to exercise integrity and excellence (truth and beauty) to some degree alone, it is very difficult to manifest goodness without a human relationship of some kind. Imagination is of immense importance to spiritual growth, but nothing can replace the reality of personal experience of human relationships. Personality relationships are ends in themselves, and transcend all other realities we can know as humans.

QUESTION 4. Don’t our actions often stem from the confluence of many needs–a
combination of needs from many levels?

Yes, I agree. And probably the most significant is the presence of a spiritual component in the mortal being.

QUESTION 5. Maslow’s theory tells us how most of us would respond in a certain situation but could we take “what people are likely to do in a certain situation” as “what they ought to be doing”? Our needs should be decided by what most of people may be doing at a certain level of human consciousness or should we see our needs in the context of a possible purpose we have been brought on earth?

In his later writings Dr. Maslow expressed the existence of two components that determine the behavior of self-actualizers. These remarkable human being are the flowers of humankind, only one percent of the population. The first component or attitude Maslow detected was the fact that all self-actualizers are committed to a mission (or purpose, as you describe it) larger and more important than self. The second component (which I call his lost discovery) was the self-actualizers passionate love for. and expression of, the MetaValues of truth, beauty and goodness, which in synthesis manifest as love. Self-actualizers become channels for the ultimate values and express them in their lives. Although Maslow believed MetaValues are biologically based, while I believe they come from our Creator.

I hope this is helpful.

Larry Mullins

July 15, 2009

George Orwell And The “If Only” Delusion

George Orwell observed that: “Nearly all creators of utopia have resembled the man who has a toothache, and therefore thinks happiness consists in not having a toothache.” Many gurus subsist on the “If Only” Delusion. People come to believe that “if only” they had this or that thing, or if only they could lose fifty pounds, or if only they could win the lottery they could be happy. But we know that once the blocks to self-actualization are removed, we are at a starting point. Real happiness consists, according Tony Robbins, not in getting what you want but rather in becoming all that you can be. And the message of The MetaValues Breakthrough is that we all have a magnificent gift to give that no one else can give. Most of us never learn to unwrap this gift. When we do, then all else will be added. Check out “Ask Not what the Universe can do for You, Ask what You can do for the Universe,” at

July 14, 2009

Self-Actualizing is about Forgetting Self

Maslow has been unjustly blamed by some for fostering a “me generation” of ego-centered narcissism. These cults seem to form around gurus, or ultra-energetic motivators who leap upon a stage and assure their adoring flock that they, too, can be “great.” It is professed that if one can only become fearless enough, free enough, brilliant enough, and can visualize success vividly enough, one can find happiness. The failure of the “ME” philosophy has now become as obvious as the insolvency of the Freudian “ethic.” Yet, in the face of our disillusioning role models, unhappy celebrities, and the continuous unraveling of the lives of rich and famous personalities, many aggressive would-be “achievers” persevere in worshiping the gods of power, narcissism, and fame — and to “keep score” with money and material possessions.
Maslow taught something quite different. The process of Self-Actualization often fosters the peak experience, or “flow.” At these moments of highest actualization there is a self-transcendence, a self-forgetfulness. One becomes completely involved with service to humankind.

June 24, 2009

“Ask not what the Universe can do for You … Ask what you can do for the Universe.”

“And so my fellow Americans, Ask not what your country can do for you, ask what you can do for your country.” Fifty years ago John F. Kennedy inspired a nation with those words …

Yet today we are being told that we should ask the Universe for what we want and the power of attraction will bring it to us. Is this really the secret? Or is something missing?
The answer may surprise you.

In the Metavalues Breakthrough, Larry Mullins reveals the ingredient that will revolutionize your life. The MetaValues Breakthrough is unlike any book you have ever read. It is Not science, not religion, not philosophy, not new age …But rather a synthesis of the most powerful ideas of science, religion, and philosophy. In it you will learn the code that truly cracks the riches of the Universe …

“Ask not what the Universe can do for you, Ask what you can do for the Universe.”

We all have a precious gift to give to the Universe. The problem is that most people have not learned to unwrap it. When You Learn how to unwrap your unique gift to the Universe, Everything else will follow. That is the promise of The MetaValues Breakthrough. To learn how to unwrap your unique gift, watch the free videos at

June 7, 2009

How to Create a New MetaValues-driven Life

Over the years, I have discovered that modern minds have trouble applying the classical terms of Truth, Beauty, and Goodness to the hard practicalities of life. In order to make these ideas more accessible, I have chosen to supplement them with the reasonably parallel—and more action-related—terms Integrity, Excellence, and Caring. While we cannot see or examine a MetaValue, we can detect its presence and influence in the same way Dr. Maslow did. When he observed a Self-Actualizer living a life of remarkable Integrity, he deducted that the MetaValue of Truth was influencing that life. When he detected Excellence, he concluded that this was an expression of the MetaValue of Beauty. A Caring individual is one expressing the MetaValue of Goodness. The terms Integrity, Excellence, and Caring represent the MetaValues of Truth, Beauty, and Goodness made visible through action.

MetaValues are not something someone created; they are realities that were discovered. The best evidence for this is the fact that all normal people, regardless of race, religion, or culture, share and recognize MetaValues on some level. I learned that even the most materialistic business people, perplexed by the challenge of applying MetaValues to their work, readily respond when asked, “Would you hire an associate you knew to be lacking in Integrity? How about one who was uncaring and indifferent about his fellow workers, customers, and the community in general? Would you want to employ people who could not be motivated to strive for high levels of Excellence in their work?” The answers to these questions are so obvious because MetaValues are universal realities that transcend cultures and the barriers between science, philosophy, and religion.

June 5, 2009

What Other People Want from You

Filed under: psychology,religion,science,values — Tags: , , , — LarryMullins @ 10:34 am

Other people want what we all want. All other people want is to be loved. If love is too strong a word for you, consider respect. People are starved for respect. We all hunger for respect. We all need self-respect. Impregnable self-respect is the first requisite toward self-empowerment. It is the gift that unlocks our human will and energizes our lives. Without authentic self-respect, inner decay sets in. But self-respect cannot maintain itself: authentic self-respect is modulated with micrometer-like precision by the degree of respect we hold for other people. When you are confronted with behavior that is inappropriate and ugly, see the behavior for what it usually is: driven by a hunger for respect. Do not excuse or enable inappropriate and immature behavior, but consider it from the larger perspective and this will help you deal with it without being either provoked or intimidated.

June 1, 2009

Maslow’s Lost Discoveries about Values & Self-Actualizing

My new book, “The MetaValues Breakthrough” releases today. It is unlike any book you have ever read. “The MetaValues Breakthrough” challenges the conventional wisdom that self-actualizers are rare people with a special gift that lifts them to the top one percent of achievers. Instead, “The MetaValues Breakthrough” shows how each of us was born with a precious gift, but only a very few succeed in unwrapping that gift.  “The MetaValues Breakthrough” provides a step-by-step program that will help you immediately begin the process of  unwrapping your unique gift and discovering new levels of peace, prosperity and happiness. Check out the free videos at to learn more. Order your copy of  “The MetaValues Breakthrough” by Morgan James Publishers at,, or at your favorite book source.

Larry Mullins

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