Everything you and I do, we do either out of our need to avoid pain or our desire to gain pleasure.

Are there any exceptions to the rule? Only two that experts tell me are worth considering in so far as one needs the tax efficiency. Vanguard and TIAA-CREF both offer extremely low-cost variable annuities with a list of low-cost index funds to choose from. They do not charge commissions, so there are no surrender charges if you want to cash in.

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You must learn bow to handle rejection. When I repeat that in a seminar, I can feel the physiology in the room change. Is there anything in the human language with more sting than the tiny word “no”? If you’re in sales, what’s the difference between making $100,000 and making $25,000? The main difference is learning how to handle rejection so that this fear no longer stops you from taking action. The best salesmen are those who are rejected the most. They’re the ones who can take any “no” and use it as a prod to go onto the next “yes.

There are six that I think are really important and they are US stocks, US Treasury bonds, US Treasury inflation-protected securities [TIPS], foreign developed equities, foreign emerging-market equities, and real estate investment trusts [REITs].