Harry Browne Quotes

“All you have to do is to make it your business to find out what people want – instead of assuming it, instead of telling them.

The one rule that sums up the job to be done – the one formula that is fully in harmony with the real world – the secret of success is:

Find out what people want and help them get it!”

“It is not how long you work at some task that determines what you’ll receive for it in exchange.

It is the value someone else places upon the product or service that determines what it is worth in exchange.”

“The first step in trying to get along with other people is to realize that each is doing what he wants to do. Examine his actions, uncover the motives for his acts, find out why he wants to do as he does.

And, as we’ll see further along, this will give you the opportunity to earn his respect and cooperation to an extent that others can never obtain.”

“Your 'costs' are not important to the other person. He only cares about the value of the product to himself.

What he’ll pay to get your service is based solely on the value he places upon the object.”