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Wouldn't it be great to be reminded of a small but potent equation every morning while getting ready for the day? Well, here is a formula I came across years ago: A = X + Y + Z.

"If A equals success, then the formula is A equals X plus Y plus Z, with X being work; Y, play; and Z, keeping your mouth shut."

Here, then, are the three factors of success: work, play, and silence.

There are many other factors we might add, but it is safe to say that people set goals towards which they direct their work. Play and leisure time are as important to success as work is. If we reach our goals without having learned how to play and enjoy life, what good are the acquired goals?

Knowing when to remain silent is a pearl of wisdom beyond price. It is as important for the salesperson as it is for the parent, the lover, the friend, the executive, or the employee. The old cliché, "Silence is golden." is one of the truest statements ever to appear. Just as there are times when the right word is required, the same is true about silence.

Incidentally, the author of our little equation for success was one of the most successful men who ever graced this planet. He was a kind and gentle person and completely selfless. He was welcomed in every country on earth and acknowledged, while still alive, to be one of the greatest minds to have ever lived. And he was an expert at silence. His name? Dr. Albert Einstein.

Remember: When you maximize your potential, everyone wins. When you don't, we all lose.