if we look at public companies how is a public company evaluated well one of the
public company evaluated well one of the
public company evaluated well one of the evaluations is called the price earnings
evaluations is called the price earnings
evaluations is called the price earnings ratio and right so you say a company is
ratio and right so you say a company is
ratio and right so you say a company is worth this much per share because of its
worth this much per share because of its
worth this much per share because of its earnings per share the earning ability
earnings per share the earning ability
earnings per share the earning ability of a company’s what determines the value
of a company’s what determines the value
of a company’s what determines the value of the stock determines the value of the
of the stock determines the value of the
of the stock determines the value of the company when Apple is sailing it becomes
company when Apple is sailing it becomes
company when Apple is sailing it becomes the most valuable company in the world
the most valuable company in the world
the most valuable company in the world when Samsung comes out and cuts into
when Samsung comes out and cuts into
when Samsung comes out and cuts into their sales and Apple sales level off
their sales and Apple sales level off
their sales and Apple sales level off its earning ability levels off and the
its earning ability levels off and the
its earning ability levels off and the stock begins to decline so one of the
stock begins to decline so one of the
stock begins to decline so one of the things you need to do is see yourself as
things you need to do is see yourself as
things you need to do is see yourself as a company and see yourself as a company
a company and see yourself as a company
a company and see yourself as a company with one person and with one share of
with one person and with one share of
with one person and with one share of stock now if you were a company and you
stock now if you were a company and you
stock now if you were a company and you were evaluating yourself on the basis of
were evaluating yourself on the basis of
were evaluating yourself on the basis of your earning ability or you wanted to
your earning ability or you wanted to
your earning ability or you wanted to sell stock in your personal company to
sell stock in your personal company to
sell stock in your personal company to someone else would you say that you
someone else would you say that you
someone else would you say that you should invest in this stock yourself
should invest in this stock yourself
should invest in this stock yourself because this is a growth stock this is
because this is a growth stock this is
because this is a growth stock this is going up in value every single week and
going up in value every single week and
going up in value every single week and every month this is developing new
every month this is developing new
every month this is developing new skills and capabilities if it’s earning
skills and capabilities if it’s earning
skills and capabilities if it’s earning this amount this Micra if my company me
this amount this Micra if my company me
this amount this Micra if my company me is earning this much this year next year
is earning this much this year next year
is earning this much this year next year earning 50% more because the critical
earning 50% more because the critical
earning 50% more because the critical factor that determines the growth of
factor that determines the growth of
factor that determines the growth of stock prices is anticipated increases in
stock prices is anticipated increases in
stock prices is anticipated increases in earning bill so now right so see
earning bill so now right so see
earning bill so now right so see yourself as a company and ask yourself
yourself as a company and ask yourself
yourself as a company and ask yourself am i a growth stock what I’ve tell
am i a growth stock what I’ve tell
am i a growth stock what I’ve tell myself to do to old people and children
myself to do to old people and children
myself to do to old people and children but I saw myself to a pension fund it’s
but I saw myself to a pension fund it’s
but I saw myself to a pension fund it’s been a really safe solid investment it’s
been a really safe solid investment it’s
been a really safe solid investment it’s going up in value all the time now you
going up in value all the time now you
going up in value all the time now you don’t go up in value accidentally you go
don’t go up in value accidentally you go
don’t go up in value accidentally you go up in value deliberately in a
up in value deliberately in a
up in value deliberately in a competitive market so how is it that
competitive market so how is it that
competitive market so how is it that companies increase their value well
companies increase their value well
companies increase their value well mostly they grease it two things one is
mostly they grease it two things one is
mostly they grease it two things one is Rd research and development they’re
Rd research and development they’re
Rd research and development they’re constantly developing new products and
constantly developing new products and
constantly developing new products and services that compete well in our
services that compete well in our
services that compete well in our marketplace so they can sell more of
marketplace so they can sell more of
marketplace so they can sell more of them the companies that are most
them the companies that are most
them the companies that are most successful are the ones they’re
successful are the ones they’re
successful are the ones they’re constantly coming out with new and
constantly coming out with new and
constantly coming out with new and better products and services and they’re
better products and services and they’re
better products and services and they’re jumping over their competition well what
jumping over their competition well what
jumping over their competition well what is rnd personally personally rng is
is rnd personally personally rng is
is rnd personally personally rng is upgrading your skills developing the
upgrading your skills developing the
upgrading your skills developing the once
once
once you need at this time to move ahead and
you need at this time to move ahead and
you need at this time to move ahead and then the next skill and becoming a
then the next skill and becoming a
then the next skill and becoming a continual learner so you’re constantly
continual learner so you’re constantly
continual learner so you’re constantly investing time and money in yourself in
investing time and money in yourself in
investing time and money in yourself in getting better and better to increase
getting better and better to increase
getting better and better to increase your earning ability so a good question
your earning ability so a good question
your earning ability so a good question you always ask is what one skill would
you always ask is what one skill would
you always ask is what one skill would help me to double my income faster than
help me to double my income faster than
help me to double my income faster than any other skill and then you work on
any other skill and then you work on
any other skill and then you work on that you know you can’t learn everything
that you know you can’t learn everything
that you know you can’t learn everything so just pick one thing at a time we say
so just pick one thing at a time we say
so just pick one thing at a time we say be a sniper you know would be you know
be a sniper you know would be you know
be a sniper you know would be you know what the motto in sniper school is one
what the motto in sniper school is one
what the motto in sniper school is one shot one kill one shot one kill that’s
shot one kill one shot one kill that’s
shot one kill one shot one kill that’s how they teach snipers they have it on
how they teach snipers they have it on
how they teach snipers they have it on television all the time and you need to
television all the time and you need to
television all the time and you need to be the same thing one shot one kill
be the same thing one shot one kill
be the same thing one shot one kill Warren Buffett was at a dinner party
Warren Buffett was at a dinner party
Warren Buffett was at a dinner party with Bill Gates and Bill Gates senior
with Bill Gates and Bill Gates senior
with Bill Gates and Bill Gates senior and they were talking together because
and they were talking together because
and they were talking together because Bill Gates and Warren Buffett are good
Bill Gates and Warren Buffett are good
Bill Gates and Warren Buffett are good friends have been for a long time and
friends have been for a long time and
friends have been for a long time and Bill Gates father very very successful
Bill Gates father very very successful
Bill Gates father very very successful businessman
businessman
businessman in Seattle they were at a dinner party
in Seattle they were at a dinner party
in Seattle they were at a dinner party in the three of them were talking about
in the three of them were talking about
in the three of them were talking about it away and somebody came up to them and
it away and somebody came up to them and
it away and somebody came up to them and asked him a question and he said excuse
asked him a question and he said excuse
asked him a question and he said excuse me gentlemen these are two of the five
me gentlemen these are two of the five
me gentlemen these are two of the five richest men in the world both started
richest men in the world both started
richest men in the world both started with nothing by the way started zero
with nothing by the way started zero
with nothing by the way started zero Warren Warren Buffett started with
Warren Warren Buffett started with
Warren Warren Buffett started with $2,000 that he earned by delivering
$2,000 that he earned by delivering
$2,000 that he earned by delivering newspapers when he was 14 15 and 16 and
newspapers when he was 14 15 and 16 and
newspapers when he was 14 15 and 16 and is now his company’s worth three hundred
is now his company’s worth three hundred
is now his company’s worth three hundred and sixty billion dollars and his
and sixty billion dollars and his
and sixty billion dollars and his companies made twenty four billion last
companies made twenty four billion last
companies made twenty four billion last year not bad perfect
year not bad perfect
year not bad perfect so anyway so they came up to me and they
so anyway so they came up to me and they
so anyway so they came up to me and they said gentlemen excuse me for
said gentlemen excuse me for
said gentlemen excuse me for interrupting you but we’ve just been
interrupting you but we’ve just been
interrupting you but we’ve just been noticing you’re talking and we had a
noticing you’re talking and we had a
noticing you’re talking and we had a question for you what would you say is
question for you what would you say is
question for you what would you say is the most important skill for success and
the most important skill for success and
the most important skill for success and they have all three turned to him and
they have all three turned to him and
they have all three turned to him and said the same word simultaneously focus
said the same word simultaneously focus
said the same word simultaneously focus focus is the most important requirement
focus is the most important requirement
focus is the most important requirement for success with focus you can do
for success with focus you can do
for success with focus you can do anything and without focus you can do
anything and without focus you can do
anything and without focus you can do nothing focus is the key to success and
nothing focus is the key to success and
nothing focus is the key to success and but all three said it simultaneously
but all three said it simultaneously
but all three said it simultaneously without asking each other focus and it’s
without asking each other focus and it’s
without asking each other focus and it’s really interesting because I began
really interesting because I began
really interesting because I began teaching this concept back in the year
teaching this concept back in the year
teaching this concept back in the year 2000 I began it a coaching and mentoring
2000 I began it a coaching and mentoring
2000 I began it a coaching and mentoring program that I called focal point focal
program that I called focal point focal
program that I called focal point focal point coaching you know the focal point
point coaching you know the focal point
point coaching you know the focal point is where if you hold a magnifying glass
is where if you hold a magnifying glass
is where if you hold a magnifying glass in a certain way it will have a focal
in a certain way it will have a focal
in a certain way it will have a focal point that burns and you can burn few
point that burns and you can burn few
point that burns and you can burn few things well so I call it the focal point
things well so I call it the focal point
things well so I call it the focal point and I’ve taught thousands of business
and I’ve taught thousands of business
and I’ve taught thousands of business owners that have still all over the
owners that have still all over the
owners that have still all over the world in multiple languages now they can
world in multiple languages now they can
world in multiple languages now they can look at each part of their business and
look at each part of their business and
look at each part of their business and focus on the one thing in each area that
focus on the one thing in each area that
focus on the one thing in each area that they can do right now that will have the
they can do right now that will have the
they can do right now that will have the greatest positive impact everything else
greatest positive impact everything else
greatest positive impact everything else they do has a lesser impact or no impact
they do has a lesser impact or no impact
they do has a lesser impact or no impact and your ability to select the one thing
and your ability to select the one thing
and your ability to select the one thing that can have the greatest impact on
that can have the greatest impact on
that can have the greatest impact on your life at any time and focus focus is
your life at any time and focus focus is
your life at any time and focus focus is the key to your success that’s why I’m
the key to your success that’s why I’m
the key to your success that’s why I’m so concerned about the I call it the
so concerned about the I call it the
so concerned about the I call it the attraction of distraction
attraction of distraction
attraction of distraction it is so disturbing because it
it is so disturbing because it
it is so disturbing because it guarantees failure in life you actually
guarantees failure in life you actually
guarantees failure in life you actually become addicted to distraction and you
become addicted to distraction and you
become addicted to distraction and you can’t stop you’re just like a dope
can’t stop you’re just like a dope
can’t stop you’re just like a dope addict you’ve got to have your
addict you’ve got to have your
addict you’ve got to have your distraction and if you have if you if
distraction and if you have if you if
distraction and if you have if you if you are addicted to distraction you
you are addicted to distraction you
you are addicted to distraction you can’t focus and if you can’t focus you
can’t focus and if you can’t focus you
can’t focus and if you can’t focus you haven’t got a chance against someone who
haven’t got a chance against someone who
haven’t got a chance against someone who can and so therefore it’s like hitting
can and so therefore it’s like hitting
can and so therefore it’s like hitting this a little bit hard but I want you to
this a little bit hard but I want you to
this a little bit hard but I want you to think about it because most people slip
think about it because most people slip
think about it because most people slip into this attraction of distraction and
into this attraction of distraction and
into this attraction of distraction and the Bernina we’re not even aware of it
the Bernina we’re not even aware of it
the Bernina we’re not even aware of it many of you are a little bit surprised
many of you are a little bit surprised
many of you are a little bit surprised when I talk about it because you hadn’t
when I talk about it because you hadn’t
when I talk about it because you hadn’t even really thought about it and you
even really thought about it and you
even really thought about it and you really thought about how much time you
really thought about how much time you
really thought about how much time you spend during the day
spend during the day
spend during the day Henry etches about 80% and the rest of
Henry etches about 80% and the rest of
Henry etches about 80% and the rest of the time by the end of the day you’re
the time by the end of the day you’re
the time by the end of the day you’re too tired to do anything worthwhile to
too tired to do anything worthwhile to
too tired to do anything worthwhile to do the really important things that have
do the really important things that have
do the really important things that have big potential consequences so your
big potential consequences so your
big potential consequences so your earning ability is your most important
earning ability is your most important
earning ability is your most important quality and your earning ability means
quality and your earning ability means
quality and your earning ability means developing on skill at a time that can
developing on skill at a time that can
developing on skill at a time that can help you the most to get the most
help you the most to get the most
help you the most to get the most important results that determine your
important results that determine your
important results that determine your success and their happiness now here’s
success and their happiness now here’s
success and their happiness now here’s the great payoff is they say that
the great payoff is they say that
the great payoff is they say that happiness is the progressive realisation
happiness is the progressive realisation
happiness is the progressive realisation of a worthy goal or ideal when you
of a worthy goal or ideal when you
of a worthy goal or ideal when you actually feel yourself moving
actually feel yourself moving
actually feel yourself moving progressively toward achieving something
progressively toward achieving something
progressively toward achieving something that’s important to you you feel happy
that’s important to you you feel happy
that’s important to you you feel happy and your brain releases endorphins now
and your brain releases endorphins now
and your brain releases endorphins now endorphins are different from dopamine’s
endorphins are different from dopamine’s
endorphins are different from dopamine’s but endorphins are nature’s happy drug
but endorphins are nature’s happy drug
but endorphins are nature’s happy drug they make you happy
they make you happy
they make you happy Dorfman’s make you more creative they
Dorfman’s make you more creative they
Dorfman’s make you more creative they make you calmer
make you calmer
make you calmer they make you more personable they make
they make you more personable they make
they make you more personable they make you more focused and they just and they
you more focused and they just and they
you more focused and they just and they give you more energy so people who have
give you more energy so people who have
give you more energy so people who have high levels of endorphins are very
high levels of endorphins are very
high levels of endorphins are very healthy they sleep well they’re very
healthy they sleep well they’re very
healthy they sleep well they’re very personable they’re creative all the time
personable they’re creative all the time
personable they’re creative all the time and you can actually develop a positive
and you can actually develop a positive
and you can actually develop a positive addiction to endorphins and the way you
addiction to endorphins and the way you
addiction to endorphins and the way you do that is you work on things that are
do that is you work on things that are
do that is you work on things that are moving you toward your goals on a
moving you toward your goals on a
moving you toward your goals on a regular basis and so every day you feel
regular basis and so every day you feel
regular basis and so every day you feel this forward progress is forward
this forward progress is forward
this forward progress is forward momentum human beings are designed so
momentum human beings are designed so
momentum human beings are designed so that we’re only happy when we feel
that we’re only happy when we feel
that we’re only happy when we feel effective when we feel that we are
effective when we feel that we are
effective when we feel that we are accomplishing something when we feel
accomplishing something when we feel
accomplishing something when we feel productive when we feel valuable there’s
productive when we feel valuable there’s
productive when we feel valuable there’s the one of the challenges we have with
the one of the challenges we have with
the one of the challenges we have with welfare in any country that has it but
welfare in any country that has it but
welfare in any country that has it but especially in the u.s. is people can
especially in the u.s. is people can
especially in the u.s. is people can very quickly get addicted to welfare but
very quickly get addicted to welfare but
very quickly get addicted to welfare but by coming becoming addicted to welfare
by coming becoming addicted to welfare
by coming becoming addicted to welfare and free money they become angry they
and free money they become angry they
and free money they become angry they develop feelings of inferiority they
develop feelings of inferiority they
develop feelings of inferiority they become alcoholic they all the joy in
become alcoholic they all the joy in
become alcoholic they all the joy in life is gone when they’re not doing
life is gone when they’re not doing
life is gone when they’re not doing something productive when they’re not
something productive when they’re not
something productive when they’re not contributing the rule is that your self
contributing the rule is that your self
contributing the rule is that your self esteem and self confidence are largely
esteem and self confidence are largely
esteem and self confidence are largely determined by the degree to which you
determined by the degree to which you
determined by the degree to which you feel you are make putting more in than
feel you are make putting more in than
feel you are make putting more in than you’re getting back out it’s a very
you’re getting back out it’s a very
you’re getting back out it’s a very simple concept is you feel that you’re
simple concept is you feel that you’re
simple concept is you feel that you’re actually contributing more than you get
actually contributing more than you get
actually contributing more than you get if you’re at a job and you feel that
if you’re at a job and you feel that
if you’re at a job and you feel that you’re not contributing as much as
you’re not contributing as much as
you’re not contributing as much as they’re paying you you feel really angry
they’re paying you you feel really angry
they’re paying you you feel really angry it has it it seems to have a deep
it has it it seems to have a deep
it has it it seems to have a deep negative effect on your personality but
negative effect on your personality but
negative effect on your personality but when you feel that you’re doing a great
when you feel that you’re doing a great
when you feel that you’re doing a great job that you’re really making a
job that you’re really making a
job that you’re really making a difference or a contribution you feel
difference or a contribution you feel
difference or a contribution you feel wonderful about yourself and the only
wonderful about yourself and the only
wonderful about yourself and the only way that you can achieve that is by
way that you can achieve that is by
way that you can achieve that is by having clear goals and then focus well
having clear goals and then focus well
having clear goals and then focus well so I began to study management when I
so I began to study management when I
so I began to study management when I got into business many years ago and
got into business many years ago and
got into business many years ago and I’ve read 6,000 books I’ve studied an
I’ve read 6,000 books I’ve studied an
I’ve read 6,000 books I’ve studied an average of three hours a day for 50
average of three hours a day for 50
average of three hours a day for 50 years hate to say it 50 years but about
years hate to say it 50 years but about
years hate to say it 50 years but about 100 bit about 150,000 hours I’ve read
100 bit about 150,000 hours I’ve read
100 bit about 150,000 hours I’ve read every conceivable book I possibly could
every conceivable book I possibly could
every conceivable book I possibly could and articles and I’m still reading and
and articles and I’m still reading and
and articles and I’m still reading and learning great stuff some of the best
learning great stuff some of the best
learning great stuff some of the best thinkers in the world are writing today
thinkers in the world are writing today
thinkers in the world are writing today in books and articles and talking about
in books and articles and talking about
in books and articles and talking about breakthroughs that some of the things we
breakthroughs that some of the things we
breakthroughs that some of the things we just talked about now thinking skills
just talked about now thinking skills
just talked about now thinking skills Thinking Fast and Slow short and
Thinking Fast and Slow short and
Thinking Fast and Slow short and long-term thinking and so well over the
long-term thinking and so well over the
long-term thinking and so well over the years I’ve accumulated what I call the
years I’ve accumulated what I call the
years I’ve accumulated what I call the big seven and these are the seven roles
big seven and these are the seven roles
big seven and these are the seven roles and goals or most important
and goals or most important
and goals or most important responsibilities of leaders and they’re
responsibilities of leaders and they’re
responsibilities of leaders and they’re the most important things in business
the most important things in business
the most important things in business and so I want to just share the seven
and so I want to just share the seven
and so I want to just share the seven with you and I was asked to give you a
with you and I was asked to give you a
with you and I was asked to give you a thousand percent formula how to increase
thousand percent formula how to increase
thousand percent formula how to increase your income by ten times I’ll give you
your income by ten times I’ll give you
your income by ten times I’ll give you that as well plus finally the one
that as well plus finally the one
that as well plus finally the one quality that is most important for
quality that is most important for
quality that is most important for success which is just repeated in a
success which is just repeated in a
success which is just repeated in a study of 500 of the fastest growing
study of 500 of the fastest growing
study of 500 of the fastest growing companies in the world and they analyzed
companies in the world and they analyzed
companies in the world and they analyzed the personality profiles of the heads of
the personality profiles of the heads of
the personality profiles of the heads of these companies one of the companies
these companies one of the companies
these companies one of the companies group 42,000 percent in the last three
group 42,000 percent in the last three
group 42,000 percent in the last three years and it’s a company that produces
years and it’s a company that produces
years and it’s a company that produces tablets for children to help them keep
tablets for children to help them keep
tablets for children to help them keep on track with their homework and parents
on track with their homework and parents
on track with their homework and parents are buying them with both hands and they
are buying them with both hands and they
are buying them with both hands and they grow they grew 42,000 percent in three
grow they grew 42,000 percent in three
grow they grew 42,000 percent in three years
years
years that a good growth rate average company
that a good growth rate average company
that a good growth rate average company grew five six seven eight hundred
grew five six seven eight hundred
grew five six seven eight hundred percent in three years so the ones down
percent in three years so the ones down
percent in three years so the ones down in the lower levels of this survey but
in the lower levels of this survey but
in the lower levels of this survey but the top companies were going for
the top companies were going for
the top companies were going for thousands of ten thousand twenty
thousands of ten thousand twenty
thousands of ten thousand twenty thousand percent in a three year period
thousand percent in a three year period
thousand percent in a three year period unbelievable anyway but they found the
unbelievable anyway but they found the
unbelievable anyway but they found the quality that was most
quality that was most
quality that was most possible for the success of the CEOs and
possible for the success of the CEOs and
possible for the success of the CEOs and top people in each of these businesses
top people in each of these businesses
top people in each of these businesses and I’ll give it to you in a second
and I’ll give it to you in a second
and I’ll give it to you in a second don’t let me forget now keeping your
don’t let me forget now keeping your
don’t let me forget now keeping your seats
seats
seats so what I found was that there were
so what I found was that there were
so what I found was that there were seven critical responsibilities of
seven critical responsibilities of
seven critical responsibilities of leaders in businesses of any size and
leaders in businesses of any size and
leaders in businesses of any size and these are like ingredients in a recipe
these are like ingredients in a recipe
these are like ingredients in a recipe for a fine dish if you’re missing any
for a fine dish if you’re missing any
for a fine dish if you’re missing any one of the ingredients the dish can fail
one of the ingredients the dish can fail
one of the ingredients the dish can fail as a matter of fact if you miss any one
as a matter of fact if you miss any one
as a matter of fact if you miss any one of the ingredients the business can fail
of the ingredients the business can fail
of the ingredients the business can fail for at least can achieve at a far lower
for at least can achieve at a far lower
for at least can achieve at a far lower level than its truly capable so let’s
level than its truly capable so let’s
level than its truly capable so let’s begin number one is to set and achieve
begin number one is to set and achieve
begin number one is to set and achieve business goals this is the most
business goals this is the most
business goals this is the most important thing that you do as a leader
important thing that you do as a leader
important thing that you do as a leader in your business and in your life is to
in your business and in your life is to
in your business and in your life is to set and achieve business goals
set and achieve business goals
set and achieve business goals everything is your ability to achieve
everything is your ability to achieve
everything is your ability to achieve goals and so we have to start off with
goals and so we have to start off with
goals and so we have to start off with my favorite word is clarity what exactly
my favorite word is clarity what exactly
my favorite word is clarity what exactly are the business goals that you want to
are the business goals that you want to
are the business goals that you want to achieve
achieve
achieve and how do you measure them and what is
and how do you measure them and what is
and how do you measure them and what is your deadline for achieving them and it
your deadline for achieving them and it
your deadline for achieving them and it is amazing how many business people and
is amazing how many business people and
is amazing how many business people and entrepreneurs avoid this question
entrepreneurs avoid this question
entrepreneurs avoid this question because they’re afraid that they may not
because they’re afraid that they may not
because they’re afraid that they may not achieve the goal to the degree to which
achieve the goal to the degree to which
achieve the goal to the degree to which they can measure it and on that deadline
they can measure it and on that deadline
they can measure it and on that deadline so they don’t even want to set the goal
so they don’t even want to set the goal
so they don’t even want to set the goal at all the major reason I found when I
at all the major reason I found when I
at all the major reason I found when I began studying human success 35 years
began studying human success 35 years
began studying human success 35 years ago the major reason people don’t set
ago the major reason people don’t set
ago the major reason people don’t set goals is they’re afraid they may fail
goals is they’re afraid they may fail
goals is they’re afraid they may fail and they don’t like the feeling of
and they don’t like the feeling of
and they don’t like the feeling of failure so they don’t set them at all
failure so they don’t set them at all
failure so they don’t set them at all and so instead of setting very clear
and so instead of setting very clear
and so instead of setting very clear goals and making plans to achieve them
goals and making plans to achieve them
goals and making plans to achieve them they just work every day and they sort
they just work every day and they sort
they just work every day and they sort of hope that everything will be fine
of hope that everything will be fine
of hope that everything will be fine they just hope it will be fine what
they just hope it will be fine what
they just hope it will be fine what successful people set and achieve goals
successful people set and achieve goals
successful people set and achieve goals and they know what their goals are and
and they know what their goals are and
and they know what their goals are and every person in the business knows what
every person in the business knows what
every person in the business knows what their specific goals are which
their specific goals are which
their specific goals are which contribute to achieving the goals of the
contribute to achieving the goals of the
contribute to achieving the goals of the company and the number one word is
company and the number one word is
company and the number one word is clarity be absolutely clear about your
clarity be absolutely clear about your
clarity be absolutely clear about your goals your sales goals your income goals
goals your sales goals your income goals
goals your sales goals your income goals your profitability goals your profit
your profitability goals your profit
your profitability goals your profit margin goals your growth goals your
margin goals your growth goals your
margin goals your growth goals your customer acquisition goals is be very
customer acquisition goals is be very
customer acquisition goals is be very clear about your goals and then make
clear about your goals and then make
clear about your goals and then make plans to achieve them which a plan is
plans to achieve them which a plan is
plans to achieve them which a plan is merely a list of activities organized by
merely a list of activities organized by
merely a list of activities organized by sequence what do you do first what do
sequence what do you do first what do
sequence what do you do first what do you do second what do you do third and
you do second what do you do third and
you do second what do you do third and then set deadlines when am I going to
then set deadlines when am I going to
then set deadlines when am I going to achieve this goal
achieve this goal
achieve this goal now don’t worry about
now don’t worry about
now don’t worry about missing the deadline or failing at
missing the deadline or failing at
missing the deadline or failing at achieving the goal failure is far more
achieving the goal failure is far more
achieving the goal failure is far more common in business and success but every
common in business and success but every
common in business and success but every single time you set a goal and a
single time you set a goal and a
single time you set a goal and a schedule and a plan and you fail at it
schedule and a plan and you fail at it
schedule and a plan and you fail at it you learn something valuable that helps
you learn something valuable that helps
you learn something valuable that helps you to be more successful next time when
you to be more successful next time when
you to be more successful next time when I in my earlier years I had some
I in my earlier years I had some
I in my earlier years I had some military experience just leave it at
military experience just leave it at
military experience just leave it at that and one of the things I learned was
that and one of the things I learned was
that and one of the things I learned was how to shoot a mortar and I’ve always
how to shoot a mortar and I’ve always
how to shoot a mortar and I’ve always used this as an analogy and we learned
used this as an analogy and we learned
used this as an analogy and we learned about mortars both of how to shoot them
about mortars both of how to shoot them
about mortars both of how to shoot them and what to do with somebody with
and what to do with somebody with
and what to do with somebody with shooting mortars at you and here’s what
shooting mortars at you and here’s what
shooting mortars at you and here’s what we found is that a mortar man a really
we found is that a mortar man a really
we found is that a mortar man a really good mortar man is almost like a sniper
good mortar man is almost like a sniper
good mortar man is almost like a sniper they’re very very accurate what they
they’re very very accurate what they
they’re very very accurate what they would do is they would see a cluster of
would do is they would see a cluster of
would do is they would see a cluster of enemy troops or a target and it would be
enemy troops or a target and it would be
enemy troops or a target and it would be let’s say a thousand yards away and a
let’s say a thousand yards away and a
let’s say a thousand yards away and a mortar tube as you know is at an angle
mortar tube as you know is at an angle
mortar tube as you know is at an angle and you drop the mortar shell down and
and you drop the mortar shell down and
and you drop the mortar shell down and as it hits the bottom it’s it’s shot off
as it hits the bottom it’s it’s shot off
as it hits the bottom it’s it’s shot off and so it goes up and comes down and the
and so it goes up and comes down and the
and so it goes up and comes down and the angle of the two determines that where
angle of the two determines that where
angle of the two determines that where the mortar shell goes up or down
the mortar shell goes up or down
the mortar shell goes up or down distance it flies and so on so anyway so
distance it flies and so on so anyway so
distance it flies and so on so anyway so what they would do is they would
what they would do is they would
what they would do is they would estimate that the target is about a
estimate that the target is about a
estimate that the target is about a thousand yards away or say a thousand
thousand yards away or say a thousand
thousand yards away or say a thousand meters and so they would adjust the
meters and so they would adjust the
meters and so they would adjust the gauge as a gauge on the side to twelve
gauge as a gauge on the side to twelve
gauge as a gauge on the side to twelve hundred meters and then they would shoot
hundred meters and then they would shoot
hundred meters and then they would shoot boom and they watch to see where the
boom and they watch to see where the
boom and they watch to see where the shell came down and then they would
shell came down and then they would
shell came down and then they would adjust the mortar shell back to nine
adjust the mortar shell back to nine
adjust the mortar shell back to nine hundred meters and they’d fire again
hundred meters and they’d fire again
hundred meters and they’d fire again boom and adjust the seat to where it
boom and adjust the seat to where it
boom and adjust the seat to where it came down and then they would use those
came down and then they would use those
came down and then they would use those two points and adjust the mortar and
two points and adjust the mortar and
two points and adjust the mortar and fired again and they could drop a mortar
fired again and they could drop a mortar
fired again and they could drop a mortar down a chimney of a house they could
down a chimney of a house they could
down a chimney of a house they could drop a mortar on a foxhole the third
drop a mortar on a foxhole the third
drop a mortar on a foxhole the third shot the third mortar would be as
shot the third mortar would be as
shot the third mortar would be as accurate on pinpoint accuracy like a
accurate on pinpoint accuracy like a
accurate on pinpoint accuracy like a sniper so what we were taught is that if
sniper so what we were taught is that if
sniper so what we were taught is that if somebody shoots at you with a mortar
somebody shoots at you with a mortar
somebody shoots at you with a mortar mitt and it goes over your head you
mitt and it goes over your head you
mitt and it goes over your head you think boy that guys are real dummy know
think boy that guys are real dummy know
think boy that guys are real dummy know start moving start moving because the
start moving start moving because the
start moving start moving because the second one’s going to come in in front
second one’s going to come in in front
second one’s going to come in in front of you and the third one will be on your
of you and the third one will be on your
of you and the third one will be on your head so you would literally when the
head so you would literally when the
head so you would literally when the first one came in which was off target
first one came in which was off target
first one came in which was off target would start moving and move fast because
would start moving and move fast because
would start moving and move fast because they could go well look and within like
they could go well look and within like
they could go well look and within like 18 to 20 seconds they could pinpoint you
18 to 20 seconds they could pinpoint you
18 to 20 seconds they could pinpoint you and drop the mortar on your head well
and drop the mortar on your head well
and drop the mortar on your head well what does this mean in business in
what does this mean in business in
what does this mean in business in business it means what we do is we set a
business it means what we do is we set a
business it means what we do is we set a clear target and we set a goal in a
clear target and we set a goal in a
clear target and we set a goal in a schedule and then we shoot and what
schedule and then we shoot and what
schedule and then we shoot and what happens is we overshoot undershoot we
happens is we overshoot undershoot we
happens is we overshoot undershoot we make mistakes and then what do you do
make mistakes and then what do you do
make mistakes and then what do you do you adjust that’s all you just adjust
you adjust that’s all you just adjust
you adjust that’s all you just adjust and you keep adjusting until finally you
and you keep adjusting until finally you
and you keep adjusting until finally you get to the point where it works and so
get to the point where it works and so
get to the point where it works and so don’t worry about making mistakes
don’t worry about making mistakes
don’t worry about making mistakes there’s nothing wrong with because
there’s nothing wrong with because
there’s nothing wrong with because everybody does it the main thing is to
everybody does it the main thing is to
everybody does it the main thing is to learn from the mistake and adjust take
learn from the mistake and adjust take
learn from the mistake and adjust take in information and adjust until you’re
in information and adjust until you’re
in information and adjust until you’re much more accurate big companies have
much more accurate big companies have
much more accurate big companies have used measures at very very tight
used measures at very very tight
used measures at very very tight measures and they measure everything and
measures and they measure everything and
measures and they measure everything and constantly adjust the measures until
constantly adjust the measures until
constantly adjust the measures until they are producing products of superb
they are producing products of superb
they are producing products of superb quality a hundred percent of the time
quality a hundred percent of the time
quality a hundred percent of the time and they’re selling millions of their
and they’re selling millions of their
and they’re selling millions of their product when the iPhone came out it was
product when the iPhone came out it was
product when the iPhone came out it was dismissed by companies like blackberry
dismissed by companies like blackberry
dismissed by companies like blackberry and Nokia as a toy nobody would ever buy
and Nokia as a toy nobody would ever buy
and Nokia as a toy nobody would ever buy it it’s a toy it’s for kids to play with
it it’s a toy it’s for kids to play with
it it’s a toy it’s for kids to play with and you know communicate with their
and you know communicate with their
and you know communicate with their friends so of course those two companies
friends so of course those two companies
friends so of course those two companies are now gone great tragedy not really
are now gone great tragedy not really
are now gone great tragedy not really but the point is they experimented
but the point is they experimented
but the point is they experimented dramatically we experimented hundreds of
dramatically we experimented hundreds of
dramatically we experimented hundreds of times to get the phone and once they
times to get the phone and once they
times to get the phone and once they release the phone it was virtually
release the phone it was virtually
release the phone it was virtually perfect sold 50 million sets the first
perfect sold 50 million sets the first
perfect sold 50 million sets the first year totally upended the entire world of
year totally upended the entire world of
year totally upended the entire world of telephones put the major telephone
telephones put the major telephone
telephones put the major telephone companies out of business
companies out of business
companies out of business within five years unbelievable and then
within five years unbelievable and then
within five years unbelievable and then they brought out the iPad within a year
they brought out the iPad within a year
they brought out the iPad within a year of bringing out the iPad one of the
of bringing out the iPad one of the
of bringing out the iPad one of the biggest bookstore chains in the world
biggest bookstore chains in the world
biggest bookstore chains in the world went bankrupt because people who bought
went bankrupt because people who bought
went bankrupt because people who bought iPads that immediately bought an average
iPads that immediately bought an average
iPads that immediately bought an average of 11 books and they’re stopped going to
of 11 books and they’re stopped going to
of 11 books and they’re stopped going to bookstores to download the book in a
bookstores to download the book in a
bookstores to download the book in a matter of seconds at half price and they
matter of seconds at half price and they
matter of seconds at half price and they stopped going to bookstores and the book
stopped going to bookstores and the book
stopped going to bookstores and the book industry today which I’m very involved
industry today which I’m very involved
industry today which I’m very involved in is in desperation because nobody’s
in is in desperation because nobody’s
in is in desperation because nobody’s buying books and if they do buy books
buying books and if they do buy books
buying books and if they do buy books because of the power of distraction they
because of the power of distraction they
because of the power of distraction they don’t read them most people in this room
don’t read them most people in this room
don’t read them most people in this room haven’t read a book from cover to cover
haven’t read a book from cover to cover
haven’t read a book from cover to cover a long time you may have bought the
a long time you may have bought the
a long time you may have bought the books you may even have them on your
books you may even have them on your
books you may even have them on your iPad
iPad
iPad or as ebooks you may have them at home
or as ebooks you may have them at home
or as ebooks you may have them at home but you’ll read they serve like
but you’ll read they serve like
but you’ll read they serve like decorations and you see we’ve read that
decorations and you see we’ve read that
decorations and you see we’ve read that book yeah I got it at home that’s true
book yeah I got it at home that’s true
book yeah I got it at home that’s true come on come on why you’re so distracted
come on come on why you’re so distracted
come on come on why you’re so distracted at the end of the day you’re dumb you’ve
at the end of the day you’re dumb you’ve
at the end of the day you’re dumb you’ve lost 10 IQ points and you’re exhausted
lost 10 IQ points and you’re exhausted
lost 10 IQ points and you’re exhausted you can’t read books the weekend comes
you can’t read books the weekend comes
you can’t read books the weekend comes you got to read them anyway so setting
you got to read them anyway so setting
you got to read them anyway so setting it achieve business goal so what are
it achieve business goal so what are
it achieve business goal so what are your goals and remember clarity is the
your goals and remember clarity is the
your goals and remember clarity is the first word the absolutely clear about
first word the absolutely clear about
first word the absolutely clear about your goals and make sure that each
your goals and make sure that each
your goals and make sure that each person who works in your company is
person who works in your company is
person who works in your company is clear about their goals as well and how
clear about their goals as well and how
clear about their goals as well and how they will be measured the number that
they will be measured the number that
they will be measured the number that you’ll attach to them and the schedule
you’ll attach to them and the schedule
you’ll attach to them and the schedule or deadlines for achieving the goals and
or deadlines for achieving the goals and
or deadlines for achieving the goals and then constantly make adjustments the
then constantly make adjustments the
then constantly make adjustments the second key is is marketing and
second key is is marketing and
second key is is marketing and innovation now if I were to ask you what
innovation now if I were to ask you what
innovation now if I were to ask you what is the purpose of a business this is a
is the purpose of a business this is a
is the purpose of a business this is a great question the answer is not to make
great question the answer is not to make
great question the answer is not to make a profit the answer is to create and
a profit the answer is to create and
a profit the answer is to create and keep a customer it’s to get a customer
keep a customer it’s to get a customer
keep a customer it’s to get a customer and then hold on to the customer and a
and then hold on to the customer and a
and then hold on to the customer and a profit is the result of doing that in a
profit is the result of doing that in a
profit is the result of doing that in a cost-effective way so we say the purpose
cost-effective way so we say the purpose
cost-effective way so we say the purpose of a business is to create customers
of a business is to create customers
of a business is to create customers that’s why I said earlier is if you’re
that’s why I said earlier is if you’re
that’s why I said earlier is if you’re concerned with your revenues and your
concerned with your revenues and your
concerned with your revenues and your profitability create more customers how
profitability create more customers how
profitability create more customers how do you create more customers you
do you create more customers you
do you create more customers you innovate so marketing and innovation are
innovate so marketing and innovation are
innovate so marketing and innovation are the heartbeat
the heartbeat
the heartbeat come on kaboom kaboom kaboom of a
come on kaboom kaboom kaboom of a
come on kaboom kaboom kaboom of a business marketing means you’re
business marketing means you’re
business marketing means you’re constantly contacting new prospective
constantly contacting new prospective
constantly contacting new prospective customers and innovation means you’re
customers and innovation means you’re
customers and innovation means you’re constantly improving the process of not
constantly improving the process of not
constantly improving the process of not only marketing but of your products and
only marketing but of your products and
only marketing but of your products and services so here’s the second question
services so here’s the second question
services so here’s the second question what is the measure of business success
what is the measure of business success
what is the measure of business success what is the true measure single measure
what is the true measure single measure
what is the true measure single measure of business success
of business success
of business success the answer is customer satisfaction
the answer is customer satisfaction
the answer is customer satisfaction customer satisfaction every person in
customer satisfaction every person in
customer satisfaction every person in every major company that is successful
every major company that is successful
every major company that is successful as a single focus is to focus on
as a single focus is to focus on
as a single focus is to focus on marketing and improving their marketing
marketing and improving their marketing
marketing and improving their marketing and their products simultaneously and
and their products simultaneously and
and their products simultaneously and then they focus on customer satisfaction
then they focus on customer satisfaction
then they focus on customer satisfaction the rule is this make customers happy
the rule is this make customers happy
the rule is this make customers happy make customers happy by the way is
make customers happy by the way is
make customers happy by the way is something that I love to teach to my
something that I love to teach to my
something that I love to teach to my friends is do you want to be rich in
friends is do you want to be rich in
friends is do you want to be rich in business well there’s a person out there
business well there’s a person out there
business well there’s a person out there who will make you rich it’s like a genie
who will make you rich it’s like a genie
who will make you rich it’s like a genie in
in
in Cave and the person is your customer and
Cave and the person is your customer and
Cave and the person is your customer and you know how your customer will make you
you know how your customer will make you
you know how your customer will make you rich as you go to your customer and say
rich as you go to your customer and say
rich as you go to your customer and say what can we do to make you happier than
what can we do to make you happier than
what can we do to make you happier than our competitors what can we do to make
our competitors what can we do to make
our competitors what can we do to make you happier next time and your customers
you happier next time and your customers
you happier next time and your customers will tell you you’ll do more of this or
will tell you you’ll do more of this or
will tell you you’ll do more of this or less of that or if you’ll start this or
less of that or if you’ll start this or
less of that or if you’ll start this or stop that I’d be happier and then you
stop that I’d be happier and then you
stop that I’d be happier and then you say okay we’ll do that and your customer
say okay we’ll do that and your customer
say okay we’ll do that and your customer will be happier and they’ll buy from you
will be happier and they’ll buy from you
will be happier and they’ll buy from you they’ll be more satisfied and to be much
they’ll be more satisfied and to be much
they’ll be more satisfied and to be much happier and they will become loyal
happier and they will become loyal
happier and they will become loyal customers so what I say is your
customers so what I say is your
customers so what I say is your customers will make you rich if you have
customers will make you rich if you have
customers will make you rich if you have the courage to go and ask them what can
the courage to go and ask them what can
the courage to go and ask them what can we do to make you happy what can we do
we do to make you happy what can we do
we do to make you happy what can we do to make you happier what can we do to
to make you happier what can we do to
to make you happier what can we do to make you even happier and the way you
make you even happier and the way you
make you even happier and the way you with the way you do customer research is
with the way you do customer research is
with the way you do customer research is you don’t say how’s everything going
you don’t say how’s everything going
you don’t say how’s everything going because if you say how is everything
because if you say how is everything
because if you say how is everything going this is 22 years of research on
going this is 22 years of research on
going this is 22 years of research on this by the way I know so much good
this by the way I know so much good
this by the way I know so much good stuff but basically if you say how is it
stuff but basically if you say how is it
stuff but basically if you say how is it going they’ll say fine if a person says
going they’ll say fine if a person says
going they’ll say fine if a person says fine and so it makes no other comment
fine and so it makes no other comment
fine and so it makes no other comment they’re already talking to your
they’re already talking to your
they’re already talking to your competitor and planning to leave you if
competitor and planning to leave you if
competitor and planning to leave you if they say fine and no had no other
they say fine and no had no other
they say fine and no had no other comment you’ve lost that customer so
comment you’ve lost that customer so
comment you’ve lost that customer so instead of saying how is everything
instead of saying how is everything
instead of saying how is everything going you say how could we serve you
going you say how could we serve you
going you say how could we serve you better in the future how could we serve
better in the future how could we serve
better in the future how could we serve you better in the future and then they
you better in the future and then they
you better in the future and then they will tell you and everything they tell
will tell you and everything they tell
will tell you and everything they tell you is what they’re unhappy about today
you is what they’re unhappy about today
you is what they’re unhappy about today with your purse with your services
with your purse with your services
with your purse with your services here’s an interesting point every
here’s an interesting point every
here’s an interesting point every company that is a big success today
company that is a big success today
company that is a big success today started off as a failure they started
started off as a failure they started
started off as a failure they started off with products and services that were
off with products and services that were
off with products and services that were not particularly good and then they got
not particularly good and then they got
not particularly good and then they got feedback from their customers and they
feedback from their customers and they
feedback from their customers and they constantly improved them until they were
constantly improved them until they were
constantly improved them until they were recognized as being excellent in their
recognized as being excellent in their
recognized as being excellent in their market you don’t have you do not have to
market you don’t have you do not have to
market you don’t have you do not have to be the best with your product or service
be the best with your product or service
be the best with your product or service you just have to be in the top 10%
you just have to be in the top 10%
you just have to be in the top 10% now here’s an aside with regard to
now here’s an aside with regard to
now here’s an aside with regard to marketing and this is one of the
marketing and this is one of the
marketing and this is one of the probably the most important work ever
probably the most important work ever
probably the most important work ever done at Harvard 50 years of research on
done at Harvard 50 years of research on
done at Harvard 50 years of research on marketing and competitive advantage and
marketing and competitive advantage and
marketing and competitive advantage and the expression is unique added value
the expression is unique added value
the expression is unique added value this comes from Michel Porter’s word
this comes from Michel Porter’s word
this comes from Michel Porter’s word unique added value means that people buy
unique added value means that people buy
unique added value means that people buy your product or service because they
your product or service because they
your product or service because they perceive that you offer unique added
perceive that you offer unique added
perceive that you offer unique added value now the word unique in any
value now the word unique in any
value now the word unique in any language is a special word it’s a word
language is a special word it’s a word
language is a special word it’s a word that cannot be qualified
that cannot be qualified
that cannot be qualified that means it cannot be uniquor or more
that means it cannot be uniquor or more
that means it cannot be uniquor or more unique or less unique or unique list
unique or less unique or unique list
unique or less unique or unique list there you cannot qualify there’s unique
there you cannot qualify there’s unique
there you cannot qualify there’s unique is one and only so the key to business
is one and only so the key to business
is one and only so the key to business success is for you to offer unique added
success is for you to offer unique added
success is for you to offer unique added value if you offer something that the
value if you offer something that the
value if you offer something that the customer wants remember we talked about
customer wants remember we talked about
customer wants remember we talked about value creation at what the customer
value creation at what the customer
value creation at what the customer wants and needs and values and is
wants and needs and values and is
wants and needs and values and is willing to pay for and that none no
willing to pay for and that none no
willing to pay for and that none no other competitor can offer and I’ll give
other competitor can offer and I’ll give
other competitor can offer and I’ll give you a very simple example one of the
you a very simple example one of the
you a very simple example one of the richest men in the world is a man named
richest men in the world is a man named
richest men in the world is a man named Tom Monaghan and he was a struggling
Tom Monaghan and he was a struggling
Tom Monaghan and he was a struggling student and orphan working delivering
student and orphan working delivering
student and orphan working delivering peaches for a pall small pizza
peaches for a pall small pizza
peaches for a pall small pizza restaurant when he was 20 years old and
restaurant when he was 20 years old and
restaurant when he was 20 years old and he was attending courses of the local
he was attending courses of the local
he was attending courses of the local university in East Lansing Michigan and
university in East Lansing Michigan and
university in East Lansing Michigan and whenever he delivered pizzas which he
whenever he delivered pizzas which he
whenever he delivered pizzas which he did in the evenings it would take 60 to
did in the evenings it would take 60 to
did in the evenings it would take 60 to 90 minutes from the time the pizza was
90 minutes from the time the pizza was
90 minutes from the time the pizza was ordered to the time they were able to
ordered to the time they were able to
ordered to the time they were able to deliver it and whenever he delivered
deliver it and whenever he delivered
deliver it and whenever he delivered pizzas instead of people especially
pizzas instead of people especially
pizzas instead of people especially students being grateful they were angry
students being grateful they were angry
students being grateful they were angry why does it take so long to get a pizza
why does it take so long to get a pizza
why does it take so long to get a pizza and it kept asking him that and they
and it kept asking him that and they
and it kept asking him that and they would throw tips at him and they would
would throw tips at him and they would
would throw tips at him and they would just abuse it they weren’t appreciative
just abuse it they weren’t appreciative
just abuse it they weren’t appreciative at all and so he came up with an insight
at all and so he came up with an insight
at all and so he came up with an insight and the insight is that when people
and the insight is that when people
and the insight is that when people order a pizza they’re already hungry
order a pizza they’re already hungry
order a pizza they’re already hungry they don’t order a pizza thank him all
they don’t order a pizza thank him all
they don’t order a pizza thank him all be hungry in an hour when it gets here
be hungry in an hour when it gets here
be hungry in an hour when it gets here when they ordered the pizza they’re
when they ordered the pizza they’re
when they ordered the pizza they’re already hungry and no you know what
already hungry and no you know what
already hungry and no you know what you’re like when you’re hungry well
you’re like when you’re hungry well
you’re like when you’re hungry well that’s how they are like it’s basically
that’s how they are like it’s basically
that’s how they are like it’s basically it’s two or three of them and they
it’s two or three of them and they
it’s two or three of them and they ordered the pizza and they’re all
ordered the pizza and they’re all
ordered the pizza and they’re all sitting in there hungry and when the
sitting in there hungry and when the
sitting in there hungry and when the person finally shows up they’re they’re
person finally shows up they’re they’re
person finally shows up they’re they’re angry
angry
angry so he said speed is more important than
so he said speed is more important than
so he said speed is more important than quality and so he developed the concept
quality and so he developed the concept
quality and so he developed the concept I could spend time teaching you but
I could spend time teaching you but
I could spend time teaching you but basically deliver your pizza within 30
basically deliver your pizza within 30
basically deliver your pizza within 30 minutes or no charge and he put up signs
minutes or no charge and he put up signs
minutes or no charge and he put up signs all over this University which had
all over this University which had
all over this University which had 22,000 students he bought a bankrupt
22,000 students he bought a bankrupt
22,000 students he bought a bankrupt pizza restaurant sold his Volkswagen for
pizza restaurant sold his Volkswagen for
pizza restaurant sold his Volkswagen for the initial funds got some his brother
the initial funds got some his brother
the initial funds got some his brother and some other kids to work with him and
and some other kids to work with him and
and some other kids to work with him and they reduced their number of pieces to
they reduced their number of pieces to
they reduced their number of pieces to eight pizzas that they could pre prepare
eight pizzas that they could pre prepare
eight pizzas that they could pre prepare of medium size that’s all so it’s all
of medium size that’s all so it’s all
of medium size that’s all so it’s all you could order was a medium sized pizza
you could order was a medium sized pizza
you could order was a medium sized pizza one of these eight times and they
one of these eight times and they
one of these eight times and they pre-prepared the peaches so when the
pre-prepared the peaches so when the
pre-prepared the peaches so when the order came in they put it
order came in they put it
order came in they put it Evon 12 minutes cut it up in 15 minutes
Evon 12 minutes cut it up in 15 minutes
Evon 12 minutes cut it up in 15 minutes after the order came in the pizza was
after the order came in the pizza was
after the order came in the pizza was handed to the delivery boy and they
handed to the delivery boy and they
handed to the delivery boy and they delivered it within a five-mile or five
delivered it within a five-mile or five
delivered it within a five-mile or five kilometer radius that was the beginning
kilometer radius that was the beginning
kilometer radius that was the beginning of what is called Domino’s Pizza
of what is called Domino’s Pizza
of what is called Domino’s Pizza familiar with Domino’s Pizza there’s
familiar with Domino’s Pizza there’s
familiar with Domino’s Pizza there’s more than 8,000 Domino’s Pizza worldwide
more than 8,000 Domino’s Pizza worldwide
more than 8,000 Domino’s Pizza worldwide Tom Monaghan long time ago sold his
Tom Monaghan long time ago sold his
Tom Monaghan long time ago sold his interest in Domino’s for 1.8 billion
interest in Domino’s for 1.8 billion
interest in Domino’s for 1.8 billion dollars for richest men in the world
dollars for richest men in the world
dollars for richest men in the world because he came up with one simple
because he came up with one simple
because he came up with one simple unique added value the pizza may not be
unique added value the pizza may not be
unique added value the pizza may not be great pizza pre-prepared sometimes pre
great pizza pre-prepared sometimes pre
great pizza pre-prepared sometimes pre frozen but it’s fast and no other pizza
frozen but it’s fast and no other pizza
frozen but it’s fast and no other pizza company from that day to this in the
company from that day to this in the
company from that day to this in the world has ever tried to offer pizza
world has ever tried to offer pizza
world has ever tried to offer pizza delivery in 30 minutes
delivery in 30 minutes
delivery in 30 minutes and so with Domino’s became one of the
and so with Domino’s became one of the
and so with Domino’s became one of the richest men in the world with one unique
richest men in the world with one unique
richest men in the world with one unique added value now sometimes the unique
added value now sometimes the unique
added value now sometimes the unique added value is yourself is you are a
added value is yourself is you are a
added value is yourself is you are a special person with special talents you
special person with special talents you
special person with special talents you have a great personality your very
have a great personality your very
have a great personality your very customer sensitive you have lots of
customer sensitive you have lots of
customer sensitive you have lots of experience in this area so you can
experience in this area so you can
experience in this area so you can really do a wonderful job for your
really do a wonderful job for your
really do a wonderful job for your customer so sometimes it’s just
customer so sometimes it’s just
customer so sometimes it’s just something as simple as you at being the
something as simple as you at being the
something as simple as you at being the unique added value that no other company
unique added value that no other company
unique added value that no other company in the world has but you’ve got to have
in the world has but you’ve got to have
in the world has but you’ve got to have one and the rule is if you don’t have
one and the rule is if you don’t have
one and the rule is if you don’t have one you must develop it you must figure
one you must develop it you must figure
one you must develop it you must figure out what do you have to have that then
out what do you have to have that then
out what do you have to have that then people say why do they buy from you they
people say why do they buy from you they
people say why do they buy from you they buy from you because you offer this and
buy from you because you offer this and
buy from you because you offer this and no other competitor can offer this
no other competitor can offer this
no other competitor can offer this really important so the third question
really important so the third question
really important so the third question is what is the mark of customer
is what is the mark of customer
is what is the mark of customer satisfaction what’s the measure of
satisfaction what’s the measure of
satisfaction what’s the measure of customer satisfaction repeat business
customer satisfaction repeat business
customer satisfaction repeat business repeat business is the mark of customer
repeat business is the mark of customer
repeat business is the mark of customer satisfaction and the most the highest
satisfaction and the most the highest
satisfaction and the most the highest level of customer satisfaction is
level of customer satisfaction is
level of customer satisfaction is customer recommendations and referrals
customer recommendations and referrals
customer recommendations and referrals to new customers the most successful
to new customers the most successful
to new customers the most successful companies have to take such good care of
companies have to take such good care of
companies have to take such good care of their their customers that their
their their customers that their
their their customers that their customers buy from them and buy again
customers buy from them and buy again
customers buy from them and buy again and again and bring their friends and so
and again and bring their friends and so
and again and bring their friends and so your job this is your focus in building
your job this is your focus in building
your job this is your focus in building your ideal business what do we have to
your ideal business what do we have to
your ideal business what do we have to do to first of all create customers
do to first of all create customers
do to first of all create customers unique added value what do we have to do
unique added value what do we have to do
unique added value what do we have to do to please our customers to make them
to please our customers to make them
to please our customers to make them really happy so that they come back and
really happy so that they come back and
really happy so that they come back and what do we have to do to get our
what do we have to do to get our
what do we have to do to get our customers to buy from us again in our in
customers to buy from us again in our in
customers to buy from us again in our in our to
our to
our to MBA by the way we go into depth in every
MBA by the way we go into depth in every
MBA by the way we go into depth in every single one of these and it literally
single one of these and it literally
single one of these and it literally transforms a business transforms the
transforms a business transforms the
transforms a business transforms the whole thinking of everybody in the
whole thinking of everybody in the
whole thinking of everybody in the business and every customer content so
business and every customer content so
business and every customer content so so the first of the seven keys number
so the first of the seven keys number
so the first of the seven keys number one is set and achieve business goals
one is set and achieve business goals
one is set and achieve business goals the second is to market and innovate and
the second is to market and innovate and
the second is to market and innovate and intimate innovating means finding faster
intimate innovating means finding faster
intimate innovating means finding faster better cheaper ways to make customers
better cheaper ways to make customers
better cheaper ways to make customers happy number three is to solve problems
happy number three is to solve problems
happy number three is to solve problems and make decisions now I sometimes joke
and make decisions now I sometimes joke
and make decisions now I sometimes joke and I say I have looked and I’ve
and I say I have looked and I’ve
and I say I have looked and I’ve memorized the job descriptions of
memorized the job descriptions of
memorized the job descriptions of everyone in this room before I came I
everyone in this room before I came I
everyone in this room before I came I have a list of all of your names and
have a list of all of your names and
have a list of all of your names and your job descriptions I know what
your job descriptions I know what
your job descriptions I know what everybody here does for a living and
everybody here does for a living and
everybody here does for a living and everybody of course is very skeptical
everybody of course is very skeptical
everybody of course is very skeptical and I’ll say I’ll tell you what it is is
and I’ll say I’ll tell you what it is is
and I’ll say I’ll tell you what it is is that your job description you man you
that your job description you man you
that your job description you man you are problem solver and you sir you’re a
are problem solver and you sir you’re a
are problem solver and you sir you’re a problem solver and you are chief problem
problem solver and you are chief problem
problem solver and you are chief problem solver your assistant problem solver and
solver your assistant problem solver and
solver your assistant problem solver and you’re you know junior problem solver
you’re you know junior problem solver
you’re you know junior problem solver but all we do all day long is solve
but all we do all day long is solve
but all we do all day long is solve problems and make decisions if there
problems and make decisions if there
problems and make decisions if there were not problems to be solved and
were not problems to be solved and
were not problems to be solved and decisions to be made our work would be
decisions to be made our work would be
decisions to be made our work would be automated and is automated so that
automated and is automated so that
automated and is automated so that therefore you’re gonna solve problems
therefore you’re gonna solve problems
therefore you’re gonna solve problems and here’s what I discovered because
and here’s what I discovered because
and here’s what I discovered because I’ve done courses on problem-solving and
I’ve done courses on problem-solving and
I’ve done courses on problem-solving and decision-making for IBM all over the
decision-making for IBM all over the
decision-making for IBM all over the country is that your ability to solve
country is that your ability to solve
country is that your ability to solve problems and make decisions is really
problems and make decisions is really
problems and make decisions is really the critical ability for success
the critical ability for success
the critical ability for success advancement and high income when you
advancement and high income when you
advancement and high income when you look at people who start off in their
look at people who start off in their
look at people who start off in their first job with no earning ability with a
first job with no earning ability with a
first job with no earning ability with a large company and 20 years later than
large company and 20 years later than
large company and 20 years later than the president of that company first of
the president of that company first of
the president of that company first of all they climbed up the ladder of
all they climbed up the ladder of
all they climbed up the ladder of success that they developed the ability
success that they developed the ability
success that they developed the ability to solve problems at their level and
to solve problems at their level and
to solve problems at their level and what Henry Kissinger said was the only
what Henry Kissinger said was the only
what Henry Kissinger said was the only thing you get for solving problems is
thing you get for solving problems is
thing you get for solving problems is bigger problems to solve but bigger
bigger problems to solve but bigger
bigger problems to solve but bigger problems come with more responsibility
problems come with more responsibility
problems come with more responsibility more authority Factory is losing money
more authority Factory is losing money
more authority Factory is losing money they send you out there to save the
they send you out there to save the
they send you out there to save the factory save the jobs of 5,000 people
factory save the jobs of 5,000 people
factory save the jobs of 5,000 people and you go in and you say what are the
and you go in and you say what are the
and you go in and you say what are the problems that we’re having in this
problems that we’re having in this
problems that we’re having in this Factory it’s keeping down our
Factory it’s keeping down our
Factory it’s keeping down our productivity or affecting our quality
productivity or affecting our quality
productivity or affecting our quality and so on and they send out the best
and so on and they send out the best
and so on and they send out the best problem solvers all my life I’ve met
problem solvers all my life I’ve met
problem solvers all my life I’ve met people who have started at the bottom
people who have started at the bottom
people who have started at the bottom and who are now top executives in major
and who are now top executives in major
and who are now top executives in major international corporations and they say
international corporations and they say
international corporations and they say the reason
the reason
the reason here was because they developed an
here was because they developed an
here was because they developed an ability to solve the problems at their
ability to solve the problems at their
ability to solve the problems at their level so I could talk about this all day
level so I could talk about this all day
level so I could talk about this all day and I do I just give you one thought and
and I do I just give you one thought and
and I do I just give you one thought and this is so simple it’s embarrassing
this is so simple it’s embarrassing
this is so simple it’s embarrassing because how do you become a great
because how do you become a great
because how do you become a great problem solver and the answer is you
problem solver and the answer is you
problem solver and the answer is you focus on the solution rather than the
focus on the solution rather than the
focus on the solution rather than the problem
problem
problem you think intensely about solutions all
you think intensely about solutions all
you think intensely about solutions all the time now what is it that average
the time now what is it that average
the time now what is it that average people the bottom 80% of people think
people the bottom 80% of people think
people the bottom 80% of people think about when a problem arises the answer
about when a problem arises the answer
about when a problem arises the answer is who did it and who’s the blame they
is who did it and who’s the blame they
is who did it and who’s the blame they are focused on the past
are focused on the past
are focused on the past and the problem what’s the problem and
and the problem what’s the problem and
and the problem what’s the problem and who’s to blame what is it the top people
who’s to blame what is it the top people
who’s to blame what is it the top people do and say you cannot change a past
do and say you cannot change a past
do and say you cannot change a past event this problem has occurred so now
event this problem has occurred so now
event this problem has occurred so now it is a reality so the only question now
it is a reality so the only question now
it is a reality so the only question now is what do we do about it how do we
is what do we do about it how do we
is what do we do about it how do we solve what is our next action and so
solve what is our next action and so
solve what is our next action and so when you constantly think in terms of
when you constantly think in terms of
when you constantly think in terms of solutions you become more and more
solutions you become more and more
solutions you become more and more valuable and the more you think in terms
valuable and the more you think in terms
valuable and the more you think in terms of solutions to any problem in your life
of solutions to any problem in your life
of solutions to any problem in your life the more you’ve come up with solutions
the more you’ve come up with solutions
the more you’ve come up with solutions the more creative you become you become
the more creative you become you become
the more creative you become you become smarter and brighter and when you are
smarter and brighter and when you are
smarter and brighter and when you are solving problems and discussing
solving problems and discussing
solving problems and discussing different choices and alternatives you
different choices and alternatives you
different choices and alternatives you become more positive you become more
become more positive you become more
become more positive you become more powerful you become more influential
powerful you become more influential
powerful you become more influential because and eventually people say we’ve
because and eventually people say we’ve
because and eventually people say we’ve got a problem take it to him take it to
got a problem take it to him take it to
got a problem take it to him take it to her because they’re really good at
her because they’re really good at
her because they’re really good at solving problems and your mind is in
solving problems and your mind is in
solving problems and your mind is in problem-solving mode all the time it’s
problem-solving mode all the time it’s
problem-solving mode all the time it’s like it’s clicked on and running or it
like it’s clicked on and running or it
like it’s clicked on and running or it isn’t
isn’t
isn’t all the time and so you start throwing
all the time and so you start throwing
all the time and so you start throwing problems in the top of your hopper and
problems in the top of your hopper and
problems in the top of your hopper and solutions are coming out all the time
solutions are coming out all the time
solutions are coming out all the time because you think about solutions not
because you think about solutions not
because you think about solutions not blank
blank
blank when you think about blame it shuts down
when you think about blame it shuts down
when you think about blame it shuts down your brain when you think about blame
your brain when you think about blame
your brain when you think about blame who’s to blame for the problem it shuts
who’s to blame for the problem it shuts
who’s to blame for the problem it shuts down your creativity it makes you net
down your creativity it makes you net
down your creativity it makes you net negative it makes you angry and it makes
negative it makes you angry and it makes
negative it makes you angry and it makes you a negative influence on others but
you a negative influence on others but
you a negative influence on others but when you think about solutions you
when you think about solutions you
when you think about solutions you become the most important person in the
become the most important person in the
become the most important person in the room so think about solutions now here’s
room so think about solutions now here’s
room so think about solutions now here’s a great exercise ask yourself what is
a great exercise ask yourself what is
a great exercise ask yourself what is the biggest problem that I’m facing in
the biggest problem that I’m facing in
the biggest problem that I’m facing in my life today
my life today
my life today now what is it that most people do is
now what is it that most people do is
now what is it that most people do is they can identify the problem you all
they can identify the problem you all
they can identify the problem you all know what it is usually the biggest
know what it is usually the biggest
know what it is usually the biggest problem in your life comes with hair on
problem in your life comes with hair on
problem in your life comes with hair on top but we all know what the biggest
top but we all know what the biggest
top but we all know what the biggest problem is sometimes it’s a business
problem is sometimes it’s a business
problem is sometimes it’s a business problem and so on so then the next
problem and so on so then the next
problem and so on so then the next question
question
question what’s the solution what are all the
what’s the solution what are all the
what’s the solution what are all the possible solutions and here’s what they
possible solutions and here’s what they
possible solutions and here’s what they found is the more solutions you can
found is the more solutions you can
found is the more solutions you can think of we could do this I can do that
think of we could do this I can do that
think of we could do this I can do that I could do this into that the more
I could do this into that the more
I could do this into that the more likely it is you come up with a great
likely it is you come up with a great
likely it is you come up with a great solution and so just thinking in terms
solution and so just thinking in terms
solution and so just thinking in terms of solutions I have the problem but
of solutions I have the problem but
of solutions I have the problem but what’s the great challenge with most
what’s the great challenge with most
what’s the great challenge with most people is their passive they have the
people is their passive they have the
people is their passive they have the problem and they accept it oh I’ve got
problem and they accept it oh I’ve got
problem and they accept it oh I’ve got this problem it’s like standing in the
this problem it’s like standing in the
this problem it’s like standing in the rain not here Forsberg or standing in
rain not here Forsberg or standing in
rain not here Forsberg or standing in the Sun and complaining about the
the Sun and complaining about the
the Sun and complaining about the weather and the fact is that fact that
weather and the fact is that fact that
weather and the fact is that fact that proactive people like yourself they say
proactive people like yourself they say
proactive people like yourself they say this is a problem it’s an obstacle it’s
this is a problem it’s an obstacle it’s
this is a problem it’s an obstacle it’s causing the unhappiness or frustration
causing the unhappiness or frustration
causing the unhappiness or frustration if I go I’m going to solve this problem
if I go I’m going to solve this problem
if I go I’m going to solve this problem and they just kind of think how can we
and they just kind of think how can we
and they just kind of think how can we do it and they ask other people and they
do it and they ask other people and they
do it and they ask other people and they read and they research I remember a
read and they research I remember a
read and they research I remember a wonderful wonderful story this man took
wonderful wonderful story this man took
wonderful wonderful story this man took his little girl six seven years old
his little girl six seven years old
his little girl six seven years old through a doctor she was sickly and he
through a doctor she was sickly and he
through a doctor she was sickly and he and his wife took the doctor and the
and his wife took the doctor and the
and his wife took the doctor and the doctor could not figure out what was
doctor could not figure out what was
doctor could not figure out what was wrong with her he took from Doctor to
wrong with her he took from Doctor to
wrong with her he took from Doctor to doctor to doctor and finally took her to
doctor to doctor and finally took her to
doctor to doctor and finally took her to your doctor and the doctor did a special
your doctor and the doctor did a special
your doctor and the doctor did a special set of tests and came up and said I’m
set of tests and came up and said I’m
set of tests and came up and said I’m sorry to tell you but she’s got a fatal
sorry to tell you but she’s got a fatal
sorry to tell you but she’s got a fatal illness a terminal illness she’s got
illness a terminal illness she’s got
illness a terminal illness she’s got this special disease that very very few
this special disease that very very few
this special disease that very very few people have one in a million and there’s
people have one in a million and there’s
people have one in a million and there’s no cure and so she’s going to die within
no cure and so she’s going to die within
no cure and so she’s going to die within six to nine months so you should make
six to nine months so you should make
six to nine months so you should make her as comfortable as possible
her as comfortable as possible
her as comfortable as possible well these parents were really
well these parents were really
well these parents were really passionately concerned about their
passionately concerned about their
passionately concerned about their little girl and so he went on the
little girl and so he went on the
little girl and so he went on the internet this is just a few years ago
internet this is just a few years ago
internet this is just a few years ago and he started doing research on this
and he started doing research on this
and he started doing research on this illness he found that there were other
illness he found that there were other
illness he found that there were other people all over the world who had this
people all over the world who had this
people all over the world who had this illness had it in their family but as he
illness had it in their family but as he
illness had it in their family but as he found he found that there was a
found he found that there was a
found he found that there was a professor at the University of Western
professor at the University of Western
professor at the University of Western Australia be in Australia who had
Australia be in Australia who had
Australia be in Australia who had researched this for 10-15 years and
researched this for 10-15 years and
researched this for 10-15 years and found a diagnosis and the professor’s
found a diagnosis and the professor’s
found a diagnosis and the professor’s name was Lorenzo and he come up with an
name was Lorenzo and he come up with an
name was Lorenzo and he come up with an oil that you could take or he could put
oil that you could take or he could put
oil that you could take or he could put on the skin that would actually
on the skin that would actually
on the skin that would actually eventually solve this illness and so
eventually solve this illness and so
eventually solve this illness and so they made a movie with Nick Nolte called
they made a movie with Nick Nolte called
they made a movie with Nick Nolte called Lorenzo’s oil cinnamon movie and it was
Lorenzo’s oil cinnamon movie and it was
Lorenzo’s oil cinnamon movie and it was all about this story about this father
all about this story about this father
all about this story about this father would not give up finding a solution
would not give up finding a solution
would not give up finding a solution he’d looked all over the world and he
he’d looked all over the world and he
he’d looked all over the world and he finally found
finally found
finally found someone who had found the cure saved his
someone who had found the cure saved his
someone who had found the cure saved his daughter’s life the best doctors in the
daughter’s life the best doctors in the
daughter’s life the best doctors in the United States had told him to go home
United States had told him to go home
United States had told him to go home and make her comfortable because she’s
and make her comfortable because she’s
and make her comfortable because she’s going to die and there’s nothing you
going to die and there’s nothing you
going to die and there’s nothing you could do but no damn way for this guy he
could do but no damn way for this guy he
could do but no damn way for this guy he just went at it like it like it I could
just went at it like it like it I could
just went at it like it like it I could Bulldog until he found a solution I love
Bulldog until he found a solution I love
Bulldog until he found a solution I love that story because that’s the story of
that story because that’s the story of
that story because that’s the story of the people here in this room is when you
the people here in this room is when you
the people here in this room is when you have a problem you say well I’m not
have a problem you say well I’m not
have a problem you say well I’m not going to be passive about this problem
going to be passive about this problem
going to be passive about this problem sales are down profits are down
sales are down profits are down
sales are down profits are down competition is tremendous regulations
competition is tremendous regulations
competition is tremendous regulations are changing and so on I’m going to find
are changing and so on I’m going to find
are changing and so on I’m going to find a solution I will find a solution and I
a solution I will find a solution and I
a solution I will find a solution and I worked with some of the most successful
worked with some of the most successful
worked with some of the most successful people in the world some of the richest
people in the world some of the richest
people in the world some of the richest people in the world and they all have
people in the world and they all have
people in the world and they all have that attitude is that problem is just
that attitude is that problem is just
that attitude is that problem is just something to be solved it’s an obstacle
something to be solved it’s an obstacle
something to be solved it’s an obstacle or something to go over or under or
or something to go over or under or
or something to go over or under or around is they just expect that life is
around is they just expect that life is
around is they just expect that life is going to be full of obstacles and
going to be full of obstacles and
going to be full of obstacles and difficulties and by gum they will find a
difficulties and by gum they will find a
difficulties and by gum they will find a solution so solving problems and making
solution so solving problems and making
solution so solving problems and making decisions is one of the seven most
decisions is one of the seven most
decisions is one of the seven most important things you do number four is
important things you do number four is
important things you do number four is it is to set priorities and determine
it is to set priorities and determine
it is to set priorities and determine key tasks this in all the time
key tasks this in all the time
key tasks this in all the time management work that I’ve done and all
management work that I’ve done and all
management work that I’ve done and all the books I’ve written and millions of
the books I’ve written and millions of
the books I’ve written and millions of people I’ve influenced all of time
people I’ve influenced all of time
people I’ve influenced all of time management comes down to your ability to
management comes down to your ability to
management comes down to your ability to choose priorities to select one thing
choose priorities to select one thing
choose priorities to select one thing and do that only that one thing until
and do that only that one thing until
and do that only that one thing until it’s complete and so setting priorities
it’s complete and so setting priorities
it’s complete and so setting priorities and there’s a whole series of techniques
and there’s a whole series of techniques
and there’s a whole series of techniques that you can do but my favorite question
that you can do but my favorite question
that you can do but my favorite question of all in time management is to ask
of all in time management is to ask
of all in time management is to ask every minute of every hour what is the
every minute of every hour what is the
every minute of every hour what is the most valuable use of my time right now
most valuable use of my time right now
most valuable use of my time right now what is the most valuable use of my time
what is the most valuable use of my time
what is the most valuable use of my time right now when you start work in the
right now when you start work in the
right now when you start work in the morning if your entire income and all
morning if your entire income and all
morning if your entire income and all your hopes and dreams for yourself and
your hopes and dreams for yourself and
your hopes and dreams for yourself and your family and your future are
your family and your future are
your family and your future are determined by the revenues that you
determined by the revenues that you
determined by the revenues that you generate by your income and the most
generate by your income and the most
generate by your income and the most valuable use of your time is to create
valuable use of your time is to create
valuable use of your time is to create value and generate revenues and don’t do
value and generate revenues and don’t do
value and generate revenues and don’t do anything but that don’t do anything that
anything but that don’t do anything that
anything but that don’t do anything that is a secondary use of your time because
is a secondary use of your time because
is a secondary use of your time because whatever you do repeatedly over and over
whatever you do repeatedly over and over
whatever you do repeatedly over and over again become
again become
again become I have it and pretty soon you develop
I have it and pretty soon you develop
I have it and pretty soon you develop the habit of doing small unimportant
the habit of doing small unimportant
the habit of doing small unimportant things and then you can’t break the
things and then you can’t break the
things and then you can’t break the habit it traps you every time you go to
habit it traps you every time you go to
habit it traps you every time you go to work is so you like the ball on the
work is so you like the ball on the
work is so you like the ball on the string you just come home and you start
string you just come home and you start
string you just come home and you start doing little irrelevant things soon the
doing little irrelevant things soon the
doing little irrelevant things soon the whole day is gone and you haven’t
whole day is gone and you haven’t
whole day is gone and you haven’t achieved anything so the key is to set
achieved anything so the key is to set
achieved anything so the key is to set priorities and focus on your most
priorities and focus on your most
priorities and focus on your most important priority focus focus the fifth
important priority focus focus the fifth
important priority focus focus the fifth characteristic of leaders is the ability
characteristic of leaders is the ability
characteristic of leaders is the ability to concentrate and focus on the most
to concentrate and focus on the most
to concentrate and focus on the most important thing you can do and to stay
important thing you can do and to stay
important thing you can do and to stay with it until it’s 100% complete now in
with it until it’s 100% complete now in
with it until it’s 100% complete now in life what are we paid for we’re paid for
life what are we paid for we’re paid for
life what are we paid for we’re paid for results but results mean task completion
results but results mean task completion
results but results mean task completion so all of success in business is
so all of success in business is
so all of success in business is completing tasks its complete the task
completing tasks its complete the task
completing tasks its complete the task finish the task get the task 100% done
finish the task get the task 100% done
finish the task get the task 100% done the difference between winners and
the difference between winners and
the difference between winners and losers is they all work hard but losers
losers is they all work hard but losers
losers is they all work hard but losers the bottom 80% don’t complete their
the bottom 80% don’t complete their
the bottom 80% don’t complete their tasks is they work on the task and the
tasks is they work on the task and the
tasks is they work on the task and the task goes on and they get distracted or
task goes on and they get distracted or
task goes on and they get distracted or they procrastinate or the task takes
they procrastinate or the task takes
they procrastinate or the task takes much too long to complete but what you
much too long to complete but what you
much too long to complete but what you and I are evaluated on is task
and I are evaluated on is task
and I are evaluated on is task completion it’s finishing the job
completion it’s finishing the job
completion it’s finishing the job getting the damn job completed now when
getting the damn job completed now when
getting the damn job completed now when I was introduced they said I’ve written
I was introduced they said I’ve written
I was introduced they said I’ve written 45 books I’m happy to say that
45 books I’m happy to say that
45 books I’m happy to say that statistics about a year old I’ve written
statistics about a year old I’ve written
statistics about a year old I’ve written 65 books is that too quick for you
65 books is that too quick for you
65 books is that too quick for you it’s about five years old I write four
it’s about five years old I write four
it’s about five years old I write four books here this year I published eight
books here this year I published eight
books here this year I published eight books and most professional writers and
books and most professional writers and
books and most professional writers and I don’t consider myself to be a writer
I don’t consider myself to be a writer
I don’t consider myself to be a writer you don’t see that anywhere in my
you don’t see that anywhere in my
you don’t see that anywhere in my biography and I’ve written books but I
biography and I’ve written books but I
biography and I’ve written books but I don’t say like I just write books
don’t say like I just write books
don’t say like I just write books because I have great ideas practical
because I have great ideas practical
because I have great ideas practical ideas that I think people can use to be
ideas that I think people can use to be
ideas that I think people can use to be more effective so I came up with the
more effective so I came up with the
more effective so I came up with the idea and I like it in Google because
idea and I like it in Google because
idea and I like it in Google because I’ve done so many thousands of hours of
I’ve done so many thousands of hours of
I’ve done so many thousands of hours of research I can write almost every book
research I can write almost every book
research I can write almost every book starting with a clean sheet of paper I
starting with a clean sheet of paper I
starting with a clean sheet of paper I can write a 300 page book without
can write a 300 page book without
can write a 300 page book without reference to notes on it 65 different
reference to notes on it 65 different
reference to notes on it 65 different subjects and they’re loaded as you know
subjects and they’re loaded as you know
subjects and they’re loaded as you know with content they’re just loaded with
with content they’re just loaded with
with content they’re just loaded with great ideas hundreds of great ideas on a
great ideas hundreds of great ideas on a
great ideas hundreds of great ideas on a particular subject anyway people say
particular subject anyway people say
particular subject anyway people say well how can you write so many books a
well how can you write so many books a
well how can you write so many books a professional writer writes one book
professional writer writes one book
professional writer writes one book every two or three years and the answer
every two or three years and the answer
every two or three years and the answer is because I finish I’ve set it as a
is because I finish I’ve set it as a
is because I finish I’ve set it as a goal I make a plan I start work and I
goal I make a plan I start work and I
goal I make a plan I start work and I finish the book
finish the book
finish the book I complete a damn book do you know how
I complete a damn book do you know how
I complete a damn book do you know how many writers or would-be writers are out
many writers or would-be writers are out
many writers or would-be writers are out there who have books in their minds or
there who have books in their minds or
there who have books in their minds or books on paper and they never write the
books on paper and they never write the
books on paper and they never write the book my good friend but I traveled with
book my good friend but I traveled with
book my good friend but I traveled with when I was when I was 20 years old we
when I was when I was 20 years old we
when I was when I was 20 years old we talked about writing books at that time
talked about writing books at that time
talked about writing books at that time and he worked on his book until the age
and he worked on his book until the age
and he worked on his book until the age of 60 he worked for more than 35 years
of 60 he worked for more than 35 years
of 60 he worked for more than 35 years on his book and he never completed it he
on his book and he never completed it he
on his book and he never completed it he just kept worried meanwhile I’ve read
just kept worried meanwhile I’ve read
just kept worried meanwhile I’ve read four books a year um and they’ve sold
four books a year um and they’ve sold
four books a year um and they’ve sold millions and millions of copies in
millions and millions of copies in
millions and millions of copies in almost every major language not because
almost every major language not because
almost every major language not because I’m any great genius it’s because I
I’m any great genius it’s because I
I’m any great genius it’s because I start and I finished and the most
start and I finished and the most
start and I finished and the most incredible thing about task completion
incredible thing about task completion
incredible thing about task completion is that whenever you complete a task it
is that whenever you complete a task it
is that whenever you complete a task it gives you a burst of endorphin it makes
gives you a burst of endorphin it makes
gives you a burst of endorphin it makes you happy it makes you feel powerful and
you happy it makes you feel powerful and
you happy it makes you feel powerful and it energizes you it makes you feel
it energizes you it makes you feel
it energizes you it makes you feel strong so what they have found is that
strong so what they have found is that
strong so what they have found is that any completed task is a source of
any completed task is a source of
any completed task is a source of self-esteem and self-confidence it makes
self-esteem and self-confidence it makes
self-esteem and self-confidence it makes you feel like a winner so if you have a
you feel like a winner so if you have a
you feel like a winner so if you have a series of tasks to do let’s say you have
series of tasks to do let’s say you have
series of tasks to do let’s say you have 10 tasks and this is the least important
10 tasks and this is the least important
10 tasks and this is the least important and this is the most important that
and this is the most important that
and this is the most important that bigger the task that you complete the
bigger the task that you complete the
bigger the task that you complete the greater the feeling of personal power
greater the feeling of personal power
greater the feeling of personal power and self-esteem you have
and self-esteem you have
and self-esteem you have the more you feel like a winner and so
the more you feel like a winner and so
the more you feel like a winner and so if you can develop the habit of starting
if you can develop the habit of starting
if you can develop the habit of starting and completing tasks you feel fabulous
and completing tasks you feel fabulous
and completing tasks you feel fabulous about yourself all the time your
about yourself all the time your
about yourself all the time your self-confidence goes through the roof
self-confidence goes through the roof
self-confidence goes through the roof because you know you know you could do
because you know you know you could do
because you know you know you could do anything that you put your mind to
anything that you put your mind to
anything that you put your mind to because you’ve proven it to yourself
because you’ve proven it to yourself
because you’ve proven it to yourself it’s not that you hope you can complete
it’s not that you hope you can complete
it’s not that you hope you can complete important tasks you’ve done it and you
important tasks you’ve done it and you
important tasks you’ve done it and you do it regularly nothing will move your
do it regularly nothing will move your
do it regularly nothing will move your head faster than developing a reputation
head faster than developing a reputation
head faster than developing a reputation for starting and completing important
for starting and completing important
for starting and completing important tasks they interviewed several hundred
tasks they interviewed several hundred
tasks they interviewed several hundred CEOs of major corporations at a
CEOs of major corporations at a
CEOs of major corporations at a convention in New York a few years ago
convention in New York a few years ago
convention in New York a few years ago and they asked them what would most help
and they asked them what would most help
and they asked them what would most help a person in your company a younger
a person in your company a younger
a person in your company a younger person to move ahead rapidly to get paid
person to move ahead rapidly to get paid
person to move ahead rapidly to get paid more and promoted faster in your company
more and promoted faster in your company
more and promoted faster in your company 85% of them had the same answer the
85% of them had the same answer the
85% of them had the same answer the ability to choose the most important
ability to choose the most important
ability to choose the most important task and then to get the tasks done
task and then to get the tasks done
task and then to get the tasks done quickly and well and that has been
quickly and well and that has been
quickly and well and that has been corroborated by a thousand surveys is
corroborated by a thousand surveys is
corroborated by a thousand surveys is the most valuable people in my company
the most valuable people in my company
the most valuable people in my company are people who set priorities and work
are people who set priorities and work
are people who set priorities and work on really important things with big
on really important things with big
on really important things with big potential consequences for my company
potential consequences for my company
potential consequences for my company and then they do them quickly and well
and then they do them quickly and well
and then they do them quickly and well quickly and well they do the job fast
quickly and well they do the job fast
quickly and well they do the job fast and they do it well and get it back to
and they do it well and get it back to
and they do it well and get it back to me I learned this when I was a young
me I learned this when I was a young
me I learned this when I was a young person it transformed my life as from
person it transformed my life as from
person it transformed my life as from then on I just literally was like a
then on I just literally was like a
then on I just literally was like a fanatic every job my boss gave me I did
fanatic every job my boss gave me I did
fanatic every job my boss gave me I did it quickly and well with being well I’d
it quickly and well with being well I’d
it quickly and well with being well I’d stay up all night I would work weekends
stay up all night I would work weekends
stay up all night I would work weekends I would work hours to complete tasks and
I would work hours to complete tasks and
I would work hours to complete tasks and well well in advance of when they were
well well in advance of when they were
well well in advance of when they were required and it was the most incredible
required and it was the most incredible
required and it was the most incredible effect of my career all you do is get a
effect of my career all you do is get a
effect of my career all you do is get a reputation for doing things quickly and
reputation for doing things quickly and
reputation for doing things quickly and well and what happens is you set up the
well and what happens is you set up the
well and what happens is you set up the law of attraction more and more and
law of attraction more and more and
law of attraction more and more and bigger and bigger and more important
bigger and bigger and more important
bigger and bigger and more important tasks are attracted into your life that
tasks are attracted into your life that
tasks are attracted into your life that you do quickly and what number number
you do quickly and what number number
you do quickly and what number number six is to be a role model and this is
six is to be a role model and this is
six is to be a role model and this is one of the most important qualities of
one of the most important qualities of
one of the most important qualities of leadership when Tom Peters wrote his
leadership when Tom Peters wrote his
leadership when Tom Peters wrote his book in search of excellence he said
book in search of excellence he said
book in search of excellence he said this is perhaps the most important of
this is perhaps the most important of
this is perhaps the most important of all is to be the kind of person that
all is to be the kind of person that
all is to be the kind of person that other people admire is to set high
other people admire is to set high
other people admire is to set high standards for yourself and then always
standards for yourself and then always
standards for yourself and then always live up to those standards if you want
live up to those standards if you want
live up to those standards if you want people in your company
people in your company
people in your company to dress well dress well yourself if you
to dress well dress well yourself if you
to dress well dress well yourself if you want them to be punctual be punctual for
want them to be punctual be punctual for
want them to be punctual be punctual for every meeting if you want them to do
every meeting if you want them to do
every meeting if you want them to do their work quickly and well do your work
their work quickly and well do your work
their work quickly and well do your work quickly and well if you want them to
quickly and well if you want them to
quickly and well if you want them to treat each other nicely treat everybody
treat each other nicely treat everybody
treat each other nicely treat everybody nicely in other words you at the top set
nicely in other words you at the top set
nicely in other words you at the top set the tone for everybody below you
the tone for everybody below you
the tone for everybody below you everybody in the company looks at the
everybody in the company looks at the
everybody in the company looks at the boss and does what the boss is doing and
boss and does what the boss is doing and
boss and does what the boss is doing and the boss sets the tone at set and
the boss sets the tone at set and
the boss sets the tone at set and determines the morale of the
determines the morale of the
determines the morale of the organization so one of my favorite
organization so one of my favorite
organization so one of my favorite questions does that pass on to you is
questions does that pass on to you is
questions does that pass on to you is this is what kind of a company would my
this is what kind of a company would my
this is what kind of a company would my company be if everybody in it was just
company be if everybody in it was just
company be if everybody in it was just like me what kind of a company would
like me what kind of a company would
like me what kind of a company would your company be if everybody in it did
your company be if everybody in it did
your company be if everybody in it did exactly what you did all day every day
exactly what you did all day every day
exactly what you did all day every day would it be a better would it be a
would it be a better would it be a
would it be a better would it be a better company or what or would there is
better company or what or would there is
better company or what or would there is a room for improvement and and and and
a room for improvement and and and and
a room for improvement and and and and the fact is this room for improvement
the fact is this room for improvement
the fact is this room for improvement and if you’re honest with yourself you
and if you’re honest with yourself you
and if you’re honest with yourself you say well I could be a bit more punctual
say well I could be a bit more punctual
say well I could be a bit more punctual or a bit better prepared for meetings or
or a bit better prepared for meetings or
or a bit better prepared for meetings or I could focus on revenue generation
I could focus on revenue generation
I could focus on revenue generation tasks or I could be nicer to people or
tasks or I could be nicer to people or
tasks or I could be nicer to people or listen I mean there’s a once you ask
listen I mean there’s a once you ask
listen I mean there’s a once you ask this question you set really high
this question you set really high
this question you set really high standards for yourself and you always
standards for yourself and you always
standards for yourself and you always look for ways to be a better boss and
look for ways to be a better boss and
look for ways to be a better boss and you’ll find the very best companies have
you’ll find the very best companies have
you’ll find the very best companies have the best bosses the best leaders and
the best bosses the best leaders and
the best bosses the best leaders and they’re the leaders that everybody
they’re the leaders that everybody
they’re the leaders that everybody admires and looks up to and respects
admires and looks up to and respects
admires and looks up to and respects because of the way they work and the way
because of the way they work and the way
because of the way they work and the way they treat other people so keep setting
they treat other people so keep setting
they treat other people so keep setting high standards for yourself and they say
high standards for yourself and they say
high standards for yourself and they say the superior Burrage person compares
the superior Burrage person compares
the superior Burrage person compares themself with others and the superior
themself with others and the superior
themself with others and the superior person compares himself with what they
person compares himself with what they
person compares himself with what they are capable of being with their actual
are capable of being with their actual
are capable of being with their actual their true potential
their true potential
their true potential number seven key is to perform and get
number seven key is to perform and get
number seven key is to perform and get results coming back to our old friend
results coming back to our old friend
results coming back to our old friend results in the final analysis all your
results in the final analysis all your
results in the final analysis all your hopes and dreams and all your income all
hopes and dreams and all your income all
hopes and dreams and all your income all your future and the size of the house
your future and the size of the house
your future and the size of the house you live in the car you drive and the
you live in the car you drive and the
you live in the car you drive and the vacations you take will be determined by
vacations you take will be determined by
vacations you take will be determined by the results that you get and your job is
the results that you get and your job is
the results that you get and your job is to dedicate your working life to getting
to dedicate your working life to getting
to dedicate your working life to getting more and more and better and better
more and more and better and better
more and more and better and better results and so perform and get results
results and so perform and get results
results and so perform and get results and as I reverse going right back to a
and as I reverse going right back to a
and as I reverse going right back to a Drucker said the leader asked what
Drucker said the leader asked what
Drucker said the leader asked what results are expected of me and of all
results are expected of me and of all
results are expected of me and of all those results what are the most
those results what are the most
those results what are the most important results and then what you do
important results and then what you do
important results and then what you do is you pick the
is you pick the
is you pick the important result of all and then you
important result of all and then you
important result of all and then you focus and concentrate on that one result
focus and concentrate on that one result
focus and concentrate on that one result and you work day and night and you work
and you work day and night and you work
and you work day and night and you work with total dedication to accomplish that
with total dedication to accomplish that
with total dedication to accomplish that one result until you make a habit of
one result until you make a habit of
one result until you make a habit of starting and completing and achieving
starting and completing and achieving
starting and completing and achieving your most important results and that
your most important results and that
your most important results and that will do more to help you in your
will do more to help you in your
will do more to help you in your business in terms of financial and
business in terms of financial and
business in terms of financial and personal results that anything else you
personal results that anything else you
personal results that anything else you can do but it will also do more to
can do but it will also do more to
can do but it will also do more to affect you psychologically and
affect you psychologically and
affect you psychologically and emotionally it will raise your
emotionally it will raise your
emotionally it will raise your self-esteem and self-confidence they say
self-esteem and self-confidence they say
self-esteem and self-confidence they say confidence comes from accomplishing
confidence comes from accomplishing
confidence comes from accomplishing confidence doesn’t come from attending
confidence doesn’t come from attending
confidence doesn’t come from attending motivational seminars confidence comes
motivational seminars confidence comes
motivational seminars confidence comes from actually doing good work and seeing
from actually doing good work and seeing
from actually doing good work and seeing that you’ve done good work and having
that you’ve done good work and having
that you’ve done good work and having people say that’s good work
people say that’s good work
people say that’s good work wow do you feel good about that and
wow do you feel good about that and
wow do you feel good about that and you’re internally motivated and driven
you’re internally motivated and driven
you’re internally motivated and driven to do it again and to repeat the process
to do it again and to repeat the process
to do it again and to repeat the process because you’re getting positive
because you’re getting positive
because you’re getting positive responses whenever you do good work and
responses whenever you do good work and
responses whenever you do good work and whenever you complete your task now two
whenever you complete your task now two
whenever you complete your task now two more things I have to finish for you
more things I have to finish for you
more things I have to finish for you those are the seven the number one
those are the seven the number one
those are the seven the number one quality for success in business
quality for success in business
quality for success in business according to the study of the presidents
according to the study of the presidents
according to the study of the presidents of the fortune 500 of the Inc 500
of the fortune 500 of the Inc 500
of the fortune 500 of the Inc 500 fastest growing companies in America is
fastest growing companies in America is
fastest growing companies in America is unbridled optimism these people are so
unbridled optimism these people are so
unbridled optimism these people are so positive they should be arrested and
positive they should be arrested and
positive they should be arrested and held in padded cells they are so
held in padded cells they are so
held in padded cells they are so positive about the future of their
positive about the future of their
positive about the future of their business and no matter what happens they
business and no matter what happens they
business and no matter what happens they just overwhelm every difficulty it does
just overwhelm every difficulty it does
just overwhelm every difficulty it does never it never occurs to them that they
never it never occurs to them that they
never it never occurs to them that they will not be successful it will just be
will not be successful it will just be
will not be successful it will just be successful in a different way now how do
successful in a different way now how do
successful in a different way now how do you become an optimist well optimism is
you become an optimist well optimism is
you become an optimist well optimism is like physics is like mental fitness just
like physics is like mental fitness just
like physics is like mental fitness just like if you want to be physically fit
like if you want to be physically fit
like if you want to be physically fit you workout physically with your body if
you workout physically with your body if
you workout physically with your body if you want to be mentally fit you exercise
you want to be mentally fit you exercise
you want to be mentally fit you exercise your mind so there’s four things that
your mind so there’s four things that
your mind so there’s four things that you can do for the rest of your life
you can do for the rest of your life
you can do for the rest of your life to be a really positive person number
to be a really positive person number
to be a really positive person number one is to think and talk about your
one is to think and talk about your
one is to think and talk about your goals and how to achieve them is when
goals and how to achieve them is when
goals and how to achieve them is when you’re thinking and talking about your
you’re thinking and talking about your
you’re thinking and talking about your most important goals both business and
most important goals both business and
most important goals both business and personal and you’re thinking of the
personal and you’re thinking of the
personal and you’re thinking of the actions that you can take to achieve
actions that you can take to achieve
actions that you can take to achieve those goals and you’re actually taking
those goals and you’re actually taking
those goals and you’re actually taking those steps your sense of optimism goes
those steps your sense of optimism goes
those steps your sense of optimism goes up dramatically
up dramatically
up dramatically number two is to look for the good in
number two is to look for the good in
number two is to look for the good in every situation one of the facts is that
every situation one of the facts is that
every situation one of the facts is that you’re going to have nothing but
you’re going to have nothing but
you’re going to have nothing but problems and difficulties and obstacles
problems and difficulties and obstacles
problems and difficulties and obstacles all your life that goes with the nature
all your life that goes with the nature
all your life that goes with the nature of being in business the only question
of being in business the only question
of being in business the only question is how do you respond to them and the
is how do you respond to them and the
is how do you respond to them and the answer is always look for something good
answer is always look for something good
answer is always look for something good this by the way is a discovery made in
this by the way is a discovery made in
this by the way is a discovery made in interviewing thousands of the most
interviewing thousands of the most
interviewing thousands of the most successful people is they make it a
successful people is they make it a
successful people is they make it a habit whenever something goes wrong they
habit whenever something goes wrong they
habit whenever something goes wrong they say well that’s good and then find out
say well that’s good and then find out
say well that’s good and then find out something good about it and there’s
something good about it and there’s
something good about it and there’s always something good no matter how bad
always something good no matter how bad
always something good no matter how bad the situation is
the situation is
the situation is there’s always something good that comes
there’s always something good that comes
there’s always something good that comes from it the third way to become an
from it the third way to become an
from it the third way to become an optimist is to seek the valuable lesson
optimist is to seek the valuable lesson
optimist is to seek the valuable lesson in every setback or difficulty this is
in every setback or difficulty this is
in every setback or difficulty this is the most important perhaps of all is
the most important perhaps of all is
the most important perhaps of all is that you can focus on the problem and
that you can focus on the problem and
that you can focus on the problem and the loss or you can focus on the lesson
the loss or you can focus on the lesson
the loss or you can focus on the lesson and what you can learn to be better next
and what you can learn to be better next
and what you can learn to be better next time and whichever one you focus on
time and whichever one you focus on
time and whichever one you focus on determines whether you’re positive or
determines whether you’re positive or
determines whether you’re positive or negative if you are thinking about your
negative if you are thinking about your
negative if you are thinking about your goals you’re always positive if you’re
goals you’re always positive if you’re
goals you’re always positive if you’re looking for the good you’re always
looking for the good you’re always
looking for the good you’re always positive if you’re looking into your
positive if you’re looking into your
positive if you’re looking into your biggest problem today for the lessons
biggest problem today for the lessons
biggest problem today for the lessons you can learn from that problem
you can learn from that problem
you can learn from that problem you’ll always be positive and the fourth
you’ll always be positive and the fourth
you’ll always be positive and the fourth key to optimism is to continue to learn
key to optimism is to continue to learn
key to optimism is to continue to learn and grow continue to learn new things
and grow continue to learn new things
and grow continue to learn new things that can help you to achieve your most
that can help you to achieve your most
that can help you to achieve your most important goals and then of course take
important goals and then of course take
important goals and then of course take action but you’ll find that leaders are
action but you’ll find that leaders are
action but you’ll find that leaders are learner’s they’re constantly learning
learner’s they’re constantly learning
learner’s they’re constantly learning new things and whenever you learn
new things and whenever you learn
new things and whenever you learn something new that can help you it makes
something new that can help you it makes
something new that can help you it makes you happy it makes you positive it
you happy it makes you positive it
you happy it makes you positive it releases endorphins in your brain
”
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