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What Got You Here Won't Get You There: How Successful People Become Even More Successful Hardcover – January 9, 2007

by Marshall Goldsmith (Author), Mark Reiter (Author)

4.6 5,193 ratings

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America’s most sought-after executive coach shows how to climb the last few rungs of the ladder.

The corporate world is filled with executives, men and women who have worked hard for years to reach the upper levels of management. They’re intelligent, skilled, and even charismatic. But only a handful of them will ever reach the pinnacle -- and as executive coach Marshall Goldsmith shows in this book, subtle nuances make all the difference. These are small "transactional flaws" performed by one person against another (as simple as not saying thank you enough), which lead to negative perceptions that can hold any executive back. Using Goldsmith’s straightforward, jargon-free advice, it’s amazingly easy behavior to change.

Executives who hire Goldsmith for one-on-one coaching pay $250,000 for the privilege. With this book, his help is available for 1/10,000th of the price.

Editorial Reviews

From Publishers Weekly

Goldsmith, an executive coach to the corporate elite, pinpoints 20 bad habits that stifle already successful careers as well as personal goals like succeeding in marriage or as a parent. Most are common behavioral problems, such as speaking when angry, which even the author is prone to do when dealing with a teenage daughter's belly ring. Though Goldsmith deals with touchy-feely material more typical of a self-help book—such as learning to listen or letting go of the past—his approach to curing self-destructive behavior is much harder-edged. For instance, he does not suggest sensitivity training for those prone to voicing morale-deflating sarcasm. His advice is to stop doing it. To stimulate behavior change, he suggests imposing fines (e.g., $10 for each infraction), asserting that monetary penalties can yield results by lunchtime. While Goldsmith's advice applies to everyone, the highly successful audience he targets may be the least likely to seek out his book without a direct order from someone higher up. As he points out, they are apt to attribute their success to their bad behavior. Still, that may allow the less successful to gain ground by improving their people skills first. (Jan. 2)
Copyright © Reed Business Information, a division of Reed Elsevier Inc. All rights reserved.

From Booklist

By now, the CEO as celebrity is old hat. (Just start counting the books from former company heads.) That goes for the executive-recruiter-cum-president-makers. What has yet to be explored--until now--is the celebrity business coach, the individual who helps C-level executives correct flaws, whether invisible or public. A frequent interviewee in major business magazines like Fortune, Goldsmith, with the sage help and advice of his collaborator Reiter, pens a self-help career book, filled with disguised anecdotes and candid dialogue, all soon slated for bestsellerdom. His steps in coaching for success are simple, honest, without artifice: gather feedback from appropriate colleagues and cohorts, determine which behaviors to change (and remember, Goldsmith specifically focuses on behavior, not skills or knowledge), apologize, advertise, listen, thank, follow up, and practice feed-forward. Admittedly, this shrewd organizational psychologist only works with leaders he knows will listen, follow advice, and change--especially considering that he doesn't receive fees until improvements are secure and visible. On the other hand, these are words and processes anyone will benefit from, whether wannabe manager or senior executive. Barbara Jacobs
Copyright © American Library Association. All rights reserved

Review

"As a guy who has had some success in my life, I especially understood and appreciated what this book taught me. The point of the book is actually the title and subtitle. He states: "The problems we'll be looking at in this book are not life-threatening diseases (although ignored for too long they can destroy a career). They're not deep-seated neuroses that require years of therapy or tons of medication to erase. "More often than not, they are simple behavioral tics 'bad habits that we repeat dozens of times a day in the workplace' which can be cured by (a) pointing them out, (b) showing the havoc they cause among the people surrounding us, and (c) demonstrating that with a slight behavioral tweak we can achieve a much more appealing effect.

"One of the keys to a good business book can be found in the Table of Contents. This book is not different. The four sections are titled: The Trouble with Success; The Twenty Habits That Hold You Back from the Top; How We Can Change for the Better; Pulling Out the Stops. If you go into a bookstore to check this book out, just look at the twenty habits. They were a scary eye opener for yours truly. I used up one hi-lighter on this book and found way more bad habits I have and need to change than I care to admit. The nice thing about this book is that you can identify the flaws you didn't think you had and fix them without anybody knowing you had a problem. Now that is a huge benefit. All in all, this is an important book." -- Jack Covert, Jack Covert Selects, 1800CEOREAD

"Goldsmith has no interest in probing why people behave the way they do. He doesn't try to reshape their personalities. He measures success by the extent to which other people's perceptions of his clients change for the better . . . he teaches them how to apologize for their shortcomings -- 'the most magical, healing, restorative gesture human beings can make,' he writes in his book [What Got You Here Won't Get You There] . . . and then to ask for help in getting better . . . 'It's much harder to change people's perceptions of your behavior than to change your behavior,' he says . . ." -- Barbara Rose, Chicago Tribune

"If you decide to purchase one new book this year I encourage you to make it What Got You Here Won't Get You There. This is the top tier of leadership information available!" -- weLEAD Rating - highly recommended

"The book is written pretty much the way Marshall speaks. It is simple, brutally honest, and humorous. It doesn't try to get fancy. It's economically composed, crafted to be useful. It will appeal to people with no time to waste. Like its author, it's practical and to the point . . . What Got You Here will be required reading for many years to come. -- David Zweig, Senior Editor, World Business Academy Perspectives

"This is a superb book, practical with a rich understanding of human behaviour and how to change. Mr. Goldsmith has endless examples from his work and his own personal failings, and the result is a chance for readers whose companies don't hire him to get the benefit of his expertise." -- Harvey Schachter, Globe and Mail

"What holds you back from achievement? Marshall Goldsmith is an executive coach who has worked with over eighty CEOs in the world's top organizations -- so he's in the perfect position to examine how global leaders overcome self-defeating habits, translating these lessons to the modern condition and everyday man in What Got You Here Won't Get You There. From key beliefs in successful leaders to common behavior flaws, this book translates drawbacks to success, and will find an audience in any general-interest collection where self-improvement is of interest." -- Diane Donovan, Midwest Book Review/California Bookwatch

"You'll see the results whether you're a CEO or just getting started." -- BookPage

To Marshall Goldsmith: Thank You for Writing This Book (And We're Not Sucking Up):

Marshall Goldsmith is one of the most successful of corporate America's celebrity coaches -- he typically makes upwards of a quarter-million dollars for a year or so of work with each individual client -- and is also one of the best. ... The beauty of Goldsmith's approach lies not just in the simplicity of his insights, but also in the clarity of his advice. ... Goldsmith has written a leadership manual that could double as a guide to good parenting and marital peace. -- Knowledge@Wharton

About the Author

Marshall Goldsmith is America's preeminent executive coach. He is among a select few consultants who have been asked to work with more than sixty CEOs. His clients have included many of the world's leading corporations. He has helped to implement leadership development processes that have impacted more than one million people around the world. He has a Ph.D. from UCLA and is on the faculty of the executive education programs for Dartmouth College and the University of Michigan. The American Management Association recently named him as one of fifty great thinkers and business leaders over the past eighty years.

Product details

ASIN ‏ : ‎ 1401301304
Publisher ‏ : ‎ Grand Central Publishing; Revised ed. edition (January 9, 2007)
Language ‏ : ‎ English
Hardcover ‏ : ‎ 256 pages
ISBN-10 ‏ : ‎ 9781401301309
ISBN-13 ‏ : ‎ 978-1401301309
Reading age ‏ : ‎ 18 years and up
Lexile measure ‏ : ‎ 950L
Item Weight ‏ : ‎ 1.05 pounds
Dimensions ‏ : ‎ 6.38 x 0.88 x 9.5 inches

Best Sellers Rank: #7,471 in Books (See Top 100 in Books)
- #96 in Business Management (Books)
- #98 in Motivational Management & Leadership
- #245 in Success Self-Help

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4.6 5,193 ratings

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Marshall Goldsmith
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Dr. Goldsmith is a new member of the Thinkers 50 Hall of Fame. He is the only two-time Thinkers 50 #1 Leadership Thinker in the World. He has been ranked as the World’s #1 Executive Coach and Top Ten Business Thinker for eight years. Marshall was chosen as the inaugural winner of the Lifetime Award for Leadership by the Harvard Institute of Coaching.
Dr. Goldsmith is the author or editor of 41 books, which have sold over 2.5 million copies, been translated into 32 languages and become listed bestsellers in 12 countries. Amazon.com recently recognized their ‘100 Best Leadership & Success Books’. His books, Triggers and What Got You Here Won’t Get You There, were both recognized as being in the top 100 books ever written in their field. Marshall is one of only two authors with two books on the list. His recent book, How Women Rise, with lead author, Sally Helgesen, is a BookScan #1 book for Women.
Marshall’s other professional acknowledgments include: Global Gurus - the inaugural Corps D ’Elite Award for Lifetime Contribution in Leadership and Coaching, Harvard Business Review - World’s #1 Leadership Thinker, Institute for Management Studies - Lifetime Achievement Award for Leadership Education, American Management Association - 50 great thinkers and leaders who have influenced the field of management over the past 80 years and BusinessWeek - 50 great leaders in America.
Dr. Goldsmith served as a Professor of Management Practice at the Dartmouth Tuck School of Business. His Ph.D. is from UCLA’s Anderson School of Management - where he was the Distinguished Alumnus of the Year. His MBA is from Indiana University’s Kelley School of Business - where he was the Distinguished Entrepreneur of the Year. He is one of a select few executive advisors who has worked with over 200 major CEOs and their management teams. He served on the Advisory Board of the Peter Drucker Foundation for ten years. He has been a volunteer teacher for US Army Generals, Navy Admirals, Girl Scout executives, and leaders of the International and American Red Cross – where he was a National Volunteer of the Year.
Dr. Goldsmith has over 1.3 million followers on LinkedIn. His YouTube videos have over 3 million views. Hundreds of his articles, interviews, columns, and videos are available online at www.MarshallGoldsmith.com for viewing and sharing. Visitors have viewed, read, listened to, downloaded, or shared his resources tens of millions of times
To reach Marshall:
Marshall@MarshallGoldsmith.com • www.MarshallGoldsmith.com
Phone: (858) 759-0950 • Fax: (858) 759-0550
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Mark Reiter
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Customers find the book provides helpful advice and practical concepts. They find it easy to read with interesting stories that convey the message clearly. The humor is described as funny, engaging, and humorous. Many customers consider the book a worthwhile investment for leaders. The insights into human strengths and weaknesses are appreciated. However, opinions differ on the style - some find it wise and well-presented, while others feel it's simplistic and boring.

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Advice quality Readability Story telling Humor Value for money Personality development Style Title

299 customers mention "Advice quality"282 positive17 negative

Customers find the book provides helpful ideas and practical advice to help them continuously strive. They say it's rich with knowledge, insight, and wisdom. Readers appreciate the detailed list of habits and ways almost anyone can improve their interpersonal skills.

"...The books is even more helpful for senior leaders. A must read and practice." Read more

"...The book is logically organized and hits all the leadership growth hot buttons: The trouble with success, The 20 habits that hold you back from the..." Read more

"...It is also great for those sudden changes in board careers such as taking on a committee chairmanship or moving into a different sector...." Read more

"...you come across a book that, more than simply offering new and fresh insights, puts a stake deep into the ground of your psyche...." Read more

282 customers mention "Readability"267 positive15 negative

Customers find the book easy to read and understand. They appreciate the practical advice and ideas. The story-telling style is engaging and makes it a worthwhile read for leaders.

"This is a masterpiece for anyone at any point in their career. The books is even more helpful for senior leaders. A must read and practice." Read more

"...This is a must read for any leader who is serious about advancing his or her own career and coaching others along that path. Get it, read it, do it." Read more

"...Because it’s so easy to grind on, laboring under the assumption (mistaken) that what got you to where you are WILL get you to where you want to go...." Read more

"The tone throughout is definitely a top down view that is worthy of a second or third read. Valuable content at every turn...." Read more

21 customers mention "Story telling"21 positive0 negative

Customers enjoy the book's storytelling. They find it informative and engaging, with memorable anecdotes that provide ah-ha moments. The author is described as passionate and full of life, sharing success stories. Overall, readers appreciate the relatable content and find the book easy to understand and apply.

"...well organized, and to the point, Goldsmith regales us with wonderful stories from his many years of coaching experience...." Read more

"...easy to read and is targetted more at managers/higher-ups with lots of anecdotes, sports analogies, and a lot of repetition...." Read more

"...He has brought his experiences together and shares a number of success stories...." Read more

"...It has very realistic and relevant information that helps you maneuver through the rough waters of the business enviroment in todays climate...." Read more

18 customers mention "Humor"18 positive0 negative

Customers enjoy the book's humor. They find it entertaining, engaging, and enlightening. The writing style is described as funny and wise.

"...As a bonus, he is often hilarious. There is no chapter entitled “Laughing” but as you read, you’ll find it’s in there, too. Call it a hidden chapter...." Read more

"...Great read, great pace, it was as if you were in the room with him. Very funny and relatable...." Read more

"...Quite enjoyable to read. It's succinct, engaging (sometimes quite humorous!..." Read more

"...from being successful in work and life is compelling, rich, and entertaining, so it never ceases to keep the reader engaged...." Read more

10 customers mention "Value for money"10 positive0 negative

Customers find the book provides good value for money. They say it's worth every penny and will pay for itself many times over for leaders.

"...And that’s only two more words. We’re up to ten now. It’s worth it to get the book and read all the other words, too...." Read more

"...who works with business leaders, then this book will repay its investment a thousand-fold..." Read more

"...It is a small book with a lot of value." Read more

"...Bottom line: get this book and read it. It is well worth the time and money and could save your skin too. Thanks again, Mr. Goldsmith...." Read more

9 customers mention "Personality development"9 positive0 negative

Customers find the book helpful for personality development. It provides insights into human strengths and weaknesses. They say it helps them assess their own strengths and weaknesses as leaders. The book also helps sharpen character, especially in the corporate environment. Readers appreciate that the book reinforces how to recognize flaws not just in others, but themselves.

"...He describes the flaws in such a way that you're not embarassed to own up to them and want to take steps to change...." Read more

"...the concepts truly groundbreaking or new, but it does help reinforce how to recognize flaws not just in others, but ourselves, and gives relatively..." Read more

"...book describes a clear methodology for determining and addressing 20 common weaknesses...." Read more

"...and exercises on how you can be a better manager, spouse and a better person...." Read more

28 customers mention "Style"13 positive15 negative

Customers have different views on the book's style. Some find it wise and well-presented, challenging, and a nice invitation to take a good look in the mirror. Others feel it's too simplistic and boring, with overly explained examples and an American-centric view. The information is good, but it could be presented better and lacks relatability.

"...This is daunting for board members given the confidential nature of boardrooms and the team-based nature of the role...." Read more

"...Think of it as a long, informative and challenging look in the mirror...." Read more

"...Practical advice is easy to understand but difficult to implement...." Read more

"...is a grandmaster of explaining things simply, and the cover of the book is so well thought out that it says everything that needs to be said off the..." Read more

13 customers mention "Title"7 positive6 negative

Customers have different views on the book's title. Some find it engaging and memorable, saying it could change their career or life. Others feel the title is misleading and doesn't accurately describe the content.

"...As evidence of how rich this book is: the title alone could change your career, even your life. Seriously...." Read more

"The title is slightly deceiving. I've read massive array of books each week for the past five years...." Read more

"...The book’s powerful title is only surpassed by its content...." Read more

"The title of this book seems misleading...." Read more

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Ash
life changing book…
Reviewed in the United States on January 22, 2025
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This is a masterpiece for anyone at any point in their career. The books is even more helpful for senior leaders. A must read and practice.

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Dave Kinnear
The delusional and successful leader . . .
Reviewed in the United States on February 3, 2008
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At the 2007 Vistage International Global Conference, Mr. Goldsmith presented a Keynote Speech which piqued my interest in his views on how successful people become even more successful. His book did not disappoint me.

Goldsmith writes in a clear and conversational tone. I had the advantage of having heard his voice and so could "hear him speaking" in my head as I read through his material. From the beginning, he sets a no-nonsense tone about what it takes to evaluate where you are and what you need to do to "get there" - a presumably better place. Goldsmith relies heavily on 360 degree feedback from colleagues and direct reports when he is working with an executive. He encourages his readers to do the same and provides tools in the appendices to help in that regard.

The book is logically organized and hits all the leadership growth hot buttons: The trouble with success, The 20 habits that hold you back from the top, How we can change for the better and Pulling out the stops. And not to let things get too predictable, the 20 habits turn into 21 and the 21st habit that holds you back from the top is "Goal Obsession."

The short list for "how we can change for the better," is: Feedback, apologizing, telling the world of your discoveries, listening, thanking, following up and practicing feedforward (seeking ideas on how to improve the skill you pick to improve; such as asking a colleague for two ideas on "how I can become a better listener."

Besides being concise, well organized, and to the point, Goldsmith regales us with wonderful stories from his many years of coaching experience. It seems that there are at least a couple of "nuggets" in each chapter. For example, from the section on "Be Your Own Press Secretary," there is this statement: "If there's one thing we've learned in this noisy media age, it's that simple, un-nuanced messages break through the clutter and hit home with high impact. (I'm not saying that's always a good thing, but it's a fact of life. Deal with it." Another gem I enjoyed was; "As a friend wisely noted, `Forgiveness means letting go of the hope for a better past.' " And on Feedback, Goldsmith had this to say, "It's not hard to see why people don't want to hear negative feedback. Successful people are incredibly delusional about their achievements. Over 95 percent of the members in most successful groups believe that they perform in the top half of their group."

This is a must read for any leader who is serious about advancing his or her own career and coaching others along that path. Get it, read it, do it.

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28 people found this helpful

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J Garland McLellan
Good - but not easy
Reviewed in the United States on May 28, 2009
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The skills and attributes that underpin a successful executive career are subtly different than those that will support a successful board career. This book was written for executives but the lessons apply to the boardroom. Possibly they apply even more in that environment. "The higher you go, the more your problems are behavioural" concludes Marshall Goldsmith after some twenty years of coaching senior executives in Fortune 500 companies.

Goldsmith coaches people to make simple changes. These simple changes are difficult to make.

His message is delivered simple and straight. It is a difficult read because you recognise yourself in the examples of undesirable behaviours. Goldsmith cuts through the clutter with the simple advice that we all do all of these things from time to time; we only need to fix the behaviours that are holding us back.

As Goldsmith only deals with successful people he is working to fine-tune an already high performance. This is not a `self-help 1.01' book. It is for people who have become successful while exhibiting certain behaviours but who are now held back by those behaviours. It is hard to change behaviours that are associated with success. This book is not about a quick fix. It is about a long and consistent process that, if followed, will help to build new habits.

Board members struggle to gain entry to the coterie of successful directors. Choosing the right habits to build could accelerate acceptance. Choosing the wrong ones could leave you as you are; only more frustrated. The process relies on external feedback and validation to select the behaviours that need changing. This is daunting for board members given the confidential nature of boardrooms and the team-based nature of the role. Having a third party gather the feedback and qualify the participants to provide feedback makes this easier. If you don't have a professional coach to help you extract the value from this book you will need a trustworthy friend who understands boards and boardroom dynamics.

The book is a call to action. It is especially relevant for aspiring directors or those at the start of their career. It is also great for those sudden changes in board careers such as taking on a committee chairmanship or moving into a different sector. When you are new you need to be more adept at the behavioural skills to compensate for your lack of track record.

It would be exciting to apply this long process to the board performance review to build a lasting improvement in the quality of board interactions.

This is a worthwhile book; it is good but not easy.

* Julie Garland McLellan is a professional non-executive director, board and governance consultant and mentor. She is the author of "The Director's Dilemma", "All Above Board: Great Governance for the Government Sector" and numerous articles on corporate strategy and governance.

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23 people found this helpful

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John David Mann
Freighted with Platinum Insights
Reviewed in the United States on December 10, 2017
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Every so often you come across a book that, more than simply offering new and fresh insights, puts a stake deep into the ground of your psyche. The kind where you can look back years later and see your life falling into two periods: the time before you read that book, and everything that’s happened since. Covey’s 7 Habits was one of those; so was Blanchard & Johnson’s One Minute Manager. And so is Marshall’s.

As evidence of how rich this book is: the title alone could change your career, even your life. Seriously. I know it’s only eight words, but talk about eight words freighted with platinum insight! Because it’s so easy to grind on, laboring under the assumption (mistaken) that what got you to where you are WILL get you to where you want to go. As Marshall demonstrates, that’s often not the case, not even remotely. (The Navy SEALs have a motto: “The only easy day was yesterday.” And another: “You have to earn your Trident every day.” Both have Marshall written all over them.)

If 5 percent of today’s leaders absorbed and practiced what Marshall has to say, for example, about “apologizing,” the world would be in an enormously better place. Or, “listening.” Two simple concepts, and both lie fallow, 99.99% UNpracticed in the world at large.

And that’s only two more words. We’re up to ten now. It’s worth it to get the book and read all the other words, too. This man has a *lot* to say, and every paragraph is golden. As a bonus, he is often hilarious. There is no chapter entitled “Laughing” but as you read, you’ll find it’s in there, too. Call it a hidden chapter. Enjoy -- and have fun going to wherever it is you want to get!

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Satisfecha con el producto
Reviewed in Mexico on December 11, 2024
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Satisfecha con el producto

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Clô Gonzaga
ABOOK ABOUT LIVE BETTER
Reviewed in Brazil on September 1, 2024
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The only person who knows and understands your value is yourself. Don’t allow anyone else to change your mind about it. You should consider the importance of feedback. However, feedforward is the key for changing. Since you can not change the past, use it as a support to help you fix things that need improvement and reinforce others that defines you as a good professional. You need to set the right feedforward to make the necessary changes “to help you to get you there”.

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Marco M.
Great book at a great price
Reviewed in Canada on May 27, 2023
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Great book at a great price with quick delivery

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James
Worth a Read
Reviewed in the United Kingdom on February 14, 2025
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I was suggested this book by a colleague. It's a worth while read and makes you think about how to adapt and change to improve how you work.

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Damian
Easy to understand concepts with high value
Reviewed in Germany on October 31, 2023
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This book has easy to understand concepts with high value. Recommendation for everyone that has the feeling not treating the people in his surrounding with a respectful way.

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5.0 out of 5 stars life changing book…

5.0 out of 5 stars The delusional and successful leader . . .

4.0 out of 5 stars Good - but not easy

5.0 out of 5 stars Freighted with Platinum Insights

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5.0 out of 5 stars Satisfecha con el producto

5.0 out of 5 stars ABOOK ABOUT LIVE BETTER

5.0 out of 5 stars Great book at a great price

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5.0 out of 5 stars Easy to understand concepts with high value

life changing book…

The delusional and successful leader . . .

Good - but not easy

Freighted with Platinum Insights

Satisfecha con el producto

ABOOK ABOUT LIVE BETTER

Great book at a great price

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Easy to understand concepts with high value