many years ago I started off poor I started off broke
started off broke
started off broke I started off pretty stupid I started
I started off pretty stupid I started
I started off pretty stupid I started off having failed out of high school and
off having failed out of high school and
off having failed out of high school and I drifted for a long time I’ve done a
I drifted for a long time I’ve done a
I drifted for a long time I’ve done a good deal of traveling when you are
good deal of traveling when you are
good deal of traveling when you are older you call you’re traveling you’re
older you call you’re traveling you’re
older you call you’re traveling you’re drifting days traveling and I’ve done a
drifting days traveling and I’ve done a
drifting days traveling and I’ve done a good deal of traveling and over the
good deal of traveling and over the
good deal of traveling and over the years I began to study the subject of
years I began to study the subject of
years I began to study the subject of success and I had one simple idea that
success and I had one simple idea that
success and I had one simple idea that came upon me in my late teens and I
came upon me in my late teens and I
came upon me in my late teens and I think it was most important idea that
think it was most important idea that
think it was most important idea that I’ve ever had and it was simply this
I’ve ever had and it was simply this
I’ve ever had and it was simply this that if you study successful people and
that if you study successful people and
that if you study successful people and you do what they do you’ll be more
you do what they do you’ll be more
you do what they do you’ll be more successful and if you study unsuccessful
successful and if you study unsuccessful
successful and if you study unsuccessful people and you avoid doing what they do
people and you avoid doing what they do
people and you avoid doing what they do then you will not be a failure and then
then you will not be a failure and then
then you will not be a failure and then one of the things I’ve found that if you
one of the things I’ve found that if you
one of the things I’ve found that if you study success you begin to internalize
study success you begin to internalize
study success you begin to internalize success principles and if you practice
success principles and if you practice
success principles and if you practice proven success principles and if you do
proven success principles and if you do
proven success principles and if you do what successful men and women have done
what successful men and women have done
what successful men and women have done throughout history that you will be
throughout history that you will be
throughout history that you will be successful too and it’s such a
successful too and it’s such a
successful too and it’s such a remarkable discovery but it has been
remarkable discovery but it has been
remarkable discovery but it has been worth a fortune to me and what I want to
worth a fortune to me and what I want to
worth a fortune to me and what I want to talk to you about tonight is some of the
talk to you about tonight is some of the
talk to you about tonight is some of the principles that I’ve discovered in over
principles that I’ve discovered in over
principles that I’ve discovered in over 20 years of research I serve as a
20 years of research I serve as a
20 years of research I serve as a consultant to over 200 corporations and
consultant to over 200 corporations and
consultant to over 200 corporations and I have been a personal consultant to the
I have been a personal consultant to the
I have been a personal consultant to the presidents of 3 billion dollar-plus
presidents of 3 billion dollar-plus
presidents of 3 billion dollar-plus corporations I have studied successful
corporations I have studied successful
corporations I have studied successful men and women I have read biographies
men and women I have read biographies
men and women I have read biographies and autobiographies I have looked at the
and autobiographies I have looked at the
and autobiographies I have looked at the characteristics and principles of them
characteristics and principles of them
characteristics and principles of them I’ve studied philosophy and economics
I’ve studied philosophy and economics
I’ve studied philosophy and economics and religion and psychology and
and religion and psychology and
and religion and psychology and metaphysics and I’ve come to ten key
metaphysics and I’ve come to ten key
metaphysics and I’ve come to ten key qualities now there may be more and
qualities now there may be more and
qualities now there may be more and there may be less but I find that each
there may be less but I find that each
there may be less but I find that each of these ten qualities that successful
of these ten qualities that successful
of these ten qualities that successful men and women have starts with the
men and women have starts with the
men and women have starts with the letter C and the interesting thing about
letter C and the interesting thing about
letter C and the interesting thing about these qualities is first of all with
these qualities is first of all with
these qualities is first of all with them success is predictable and without
them success is predictable and without
them success is predictable and without them
them
them failure is predictable that if you have
failure is predictable that if you have
failure is predictable that if you have these 10 qualities there’s nothing in
these 10 qualities there’s nothing in
these 10 qualities there’s nothing in the world that can stop you from being
the world that can stop you from being
the world that can stop you from being an outstanding success and if you lack
an outstanding success and if you lack
an outstanding success and if you lack sometimes even one of these qualities
sometimes even one of these qualities
sometimes even one of these qualities that can be enough can be the weak link
that can be enough can be the weak link
that can be enough can be the weak link in the chain that dooms one to a life of
in the chain that dooms one to a life of
in the chain that dooms one to a life of underachievement
underachievement
underachievement and failure the second principle that I
and failure the second principle that I
and failure the second principle that I discovered with regard to these
discovered with regard to these
discovered with regard to these qualities is that they are all habit
qualities is that they are all habit
qualities is that they are all habit patterns of mind and that nobody starts
patterns of mind and that nobody starts
patterns of mind and that nobody starts off with them and that you can learn
off with them and that you can learn
off with them and that you can learn them and that you can develop them with
them and that you can develop them with
them and that you can develop them with practice and the third thing that I
practice and the third thing that I
practice and the third thing that I found is that if you will practice these
found is that if you will practice these
found is that if you will practice these principles until they become habits
principles until they become habits
principles until they become habits until they become automatic for you then
until they become automatic for you then
until they become automatic for you then nothing can stop you so let’s talk about
nothing can stop you so let’s talk about
nothing can stop you so let’s talk about these principles they start with the
these principles they start with the
these principles they start with the letter C each one on there’s 10 prints
letter C each one on there’s 10 prints
letter C each one on there’s 10 prints the first principle starts with the
the first principle starts with the
the first principle starts with the letter C it says clarity and clarity is
letter C it says clarity and clarity is
letter C it says clarity and clarity is the starting point of all success it
the starting point of all success it
the starting point of all success it means clarity of thinking it means
means clarity of thinking it means
means clarity of thinking it means thinking clearly and it extends from
thinking clearly and it extends from
thinking clearly and it extends from thinking clearly to a series of other
thinking clearly to a series of other
thinking clearly to a series of other things with regard to clarity it means
things with regard to clarity it means
things with regard to clarity it means the ability to determine exactly what it
the ability to determine exactly what it
the ability to determine exactly what it is that you want to be have or do in
is that you want to be have or do in
is that you want to be have or do in life and the more I study successful men
life and the more I study successful men
life and the more I study successful men and women the more I find that every
and women the more I find that every
and women the more I find that every single one of them the top 5% are very
single one of them the top 5% are very
single one of them the top 5% are very clear about where it is they’re going
clear about where it is they’re going
clear about where it is they’re going and what is they want to accomplish when
and what is they want to accomplish when
and what is they want to accomplish when I look at unsuccessful men and women or
I look at unsuccessful men and women or
I look at unsuccessful men and women or men and women who seem to be unhappy and
men and women who seem to be unhappy and
men and women who seem to be unhappy and floundering I find that almost
floundering I find that almost
floundering I find that almost invariably they have a very very limited
invariably they have a very very limited
invariably they have a very very limited sense of direction sometimes no sense of
sense of direction sometimes no sense of
sense of direction sometimes no sense of direction at all
direction at all
direction at all you see we as human beings are
you see we as human beings are
you see we as human beings are goal-seeking organisms we only function
goal-seeking organisms we only function
goal-seeking organisms we only function at our very best when we’re working
at our very best when we’re working
at our very best when we’re working toward accomplishing something that is
toward accomplishing something that is
toward accomplishing something that is important to us and in my estimation 80
important to us and in my estimation 80
important to us and in my estimation 80 to 90 percent of all the unhappiness
to 90 percent of all the unhappiness
to 90 percent of all the unhappiness hostility violence psychosomatic illness
hostility violence psychosomatic illness
hostility violence psychosomatic illness alcoholism drug addiction and so on in
alcoholism drug addiction and so on in
alcoholism drug addiction and so on in our society is caused by people having
our society is caused by people having
our society is caused by people having no sense of direction
no sense of direction
no sense of direction they don’t know where they’re going as
they don’t know where they’re going as
they don’t know where they’re going as they say if you don’t know where you’re
they say if you don’t know where you’re
they say if you don’t know where you’re going any road will take you there
going any road will take you there
going any road will take you there I remember the analogy the fellow goes
I remember the analogy the fellow goes
I remember the analogy the fellow goes up to the edge of the woods and he
up to the edge of the woods and he
up to the edge of the woods and he sticks his rifle in the woods he close
sticks his rifle in the woods he close
sticks his rifle in the woods he close his eyes and goes blam blam laughs puts
his eyes and goes blam blam laughs puts
his eyes and goes blam blam laughs puts his rifle down turns to his friend says
his rifle down turns to his friend says
his rifle down turns to his friend says boy I sure hope something good runs into
boy I sure hope something good runs into
boy I sure hope something good runs into that now if you understand this
that now if you understand this
that now if you understand this principle this principle is terribly
principle this principle is terribly
principle this principle is terribly important you can be the most talented
important you can be the most talented
important you can be the most talented the smartest the best educated person
the smartest the best educated person
the smartest the best educated person with a very most valuable context and
with a very most valuable context and
with a very most valuable context and all the advantages in life but if you
all the advantages in life but if you
all the advantages in life but if you are not focused it doesn’t do you any
are not focused it doesn’t do you any
are not focused it doesn’t do you any good at all I wrote an article for The
good at all I wrote an article for The
good at all I wrote an article for The Wall Street Journal that if you do not
Wall Street Journal that if you do not
Wall Street Journal that if you do not have clear specific goals for your life
have clear specific goals for your life
have clear specific goals for your life you are doomed forever to work for
you are doomed forever to work for
you are doomed forever to work for people who do and that seems to be the
people who do and that seems to be the
people who do and that seems to be the case and yet only 5% of people have golf
case and yet only 5% of people have golf
case and yet only 5% of people have golf so that the key starting point with
so that the key starting point with
so that the key starting point with regard to clarity is to know where it is
regard to clarity is to know where it is
regard to clarity is to know where it is you’re going and what it is you want to
you’re going and what it is you want to
you’re going and what it is you want to be and what it is you want to have and
be and what it is you want to have and
be and what it is you want to have and what it is you want to do because in
what it is you want to do because in
what it is you want to do because in America in the most blessed society in
America in the most blessed society in
America in the most blessed society in all of human history you can have
all of human history you can have
all of human history you can have anything in the world that you want if
anything in the world that you want if
anything in the world that you want if you could decide what it is that you
you could decide what it is that you
you could decide what it is that you want the second key was regard to
want the second key was regard to
want the second key was regard to clarity is decisiveness be decisive I’ve
clarity is decisiveness be decisive I’ve
clarity is decisiveness be decisive I’ve never met a successful person who was
never met a successful person who was
never met a successful person who was indecisive and I’ve never met a failure
indecisive and I’ve never met a failure
indecisive and I’ve never met a failure who is decisive be decisive developed a
who is decisive be decisive developed a
who is decisive be decisive developed a characteristic and quality of
characteristic and quality of
characteristic and quality of decisiveness we know that the reason why
decisiveness we know that the reason why
decisiveness we know that the reason why we are indecisive is because we’re
we are indecisive is because we’re
we are indecisive is because we’re afraid of making a mistake but the
afraid of making a mistake but the
afraid of making a mistake but the terrible thing is
terrible thing is
terrible thing is that the way that we think becomes a
that the way that we think becomes a
that the way that we think becomes a habit and the habit of indecisiveness
habit and the habit of indecisiveness
habit and the habit of indecisiveness can condemn us to failure we can be
can condemn us to failure we can be
can condemn us to failure we can be Telesat and intelligent and ambitious
Telesat and intelligent and ambitious
Telesat and intelligent and ambitious but if we cannot make the hard decisions
but if we cannot make the hard decisions
but if we cannot make the hard decisions in our life and if we cannot make
in our life and if we cannot make
in our life and if we cannot make decisions readily and what happens is we
decisions readily and what happens is we
decisions readily and what happens is we always have to work for people who do
always have to work for people who do
always have to work for people who do make decisions readily now the
make decisions readily now the
make decisions readily now the interesting thing about decisions is it
interesting thing about decisions is it
interesting thing about decisions is it about 80% of decisions should be made
about 80% of decisions should be made
about 80% of decisions should be made the first time they come up 80% of
the first time they come up 80% of
the first time they come up 80% of decisions should be made the first time
decisions should be made the first time
decisions should be made the first time they come up and if you make decisions
they come up and if you make decisions
they come up and if you make decisions every single time they’ve come up sooner
every single time they’ve come up sooner
every single time they’ve come up sooner or later you will develop the habit of
or later you will develop the habit of
or later you will develop the habit of decisiveness you’ll be very clear about
decisiveness you’ll be very clear about
decisiveness you’ll be very clear about what it is you want and it’s easy to
what it is you want and it’s easy to
what it is you want and it’s easy to make decisions if you know what it is
make decisions if you know what it is
make decisions if you know what it is you want to accomplish one of the major
you want to accomplish one of the major
you want to accomplish one of the major reasons why people are indecisive in my
reasons why people are indecisive in my
reasons why people are indecisive in my experience is they have no idea what
experience is they have no idea what
experience is they have no idea what they want to accomplish it’s almost like
they want to accomplish it’s almost like
they want to accomplish it’s almost like they come to the crossroads but they
they come to the crossroads but they
they come to the crossroads but they don’t know which direction to go 80
don’t know which direction to go 80
don’t know which direction to go 80 percent of all decisions should be made
percent of all decisions should be made
percent of all decisions should be made the first time they come up and I read a
the first time they come up and I read a
the first time they come up and I read a management consultants report on
management consultants report on
management consultants report on decisions he said the thing to do about
decisions he said the thing to do about
decisions he said the thing to do about decisions is to make a decision and if
decisions is to make a decision and if
decisions is to make a decision and if that doesn’t work make another decision
that doesn’t work make another decision
that doesn’t work make another decision if that doesn’t work make another
if that doesn’t work make another
if that doesn’t work make another decision and that still doesn’t work
decision and that still doesn’t work
decision and that still doesn’t work you’re probably in the wrong field
you’re probably in the wrong field
you’re probably in the wrong field anyway but the interesting thing is that
anyway but the interesting thing is that
anyway but the interesting thing is that if you make a decision you gather
if you make a decision you gather
if you make a decision you gather momentum and the difference between
momentum and the difference between
momentum and the difference between successes and failures is not that
successes and failures is not that
successes and failures is not that successful people make right decisions
successful people make right decisions
successful people make right decisions it is that successful people make their
it is that successful people make their
it is that successful people make their decisions right in other words one thing
decisions right in other words one thing
decisions right in other words one thing once they have made a decision they make
once they have made a decision they make
once they have made a decision they make it come out right anybody has ever
it come out right anybody has ever
it come out right anybody has ever started the business knows that when you
started the business knows that when you
started the business knows that when you start a business you start off with a
start a business you start off with a
start a business you start off with a whole bunch of ideas which the market
whole bunch of ideas which the market
whole bunch of ideas which the market promptly tells you are completely wrong
promptly tells you are completely wrong
promptly tells you are completely wrong and you probably lose your shirt or most
and you probably lose your shirt or most
and you probably lose your shirt or most of it and you have to revise every
of it and you have to revise every
of it and you have to revise every single decision that you have but the
single decision that you have but the
single decision that you have but the desire to survive economically the
desire to survive economically the
desire to survive economically the threat of losing your shirt is a great
threat of losing your shirt is a great
threat of losing your shirt is a great motivation to learn quickly and to make
motivation to learn quickly and to make
motivation to learn quickly and to make decision so make this isn’t the third
decision so make this isn’t the third
decision so make this isn’t the third point under clarity is to have a vision
point under clarity is to have a vision
point under clarity is to have a vision for yourself and a vision for your life
for yourself and a vision for your life
for yourself and a vision for your life the key to having a vision is to have a
the key to having a vision is to have a
the key to having a vision is to have a dream they say in the song you’ve got to
dream they say in the song you’ve got to
dream they say in the song you’ve got to have a dream if you want to make a dream
have a dream if you want to make a dream
have a dream if you want to make a dream come true and you can fulfill your
come true and you can fulfill your
come true and you can fulfill your dreams all the great movers and shakers
dreams all the great movers and shakers
dreams all the great movers and shakers throughout all of history have been
throughout all of history have been
throughout all of history have been dreamers they’ve been people with dreams
dreamers they’ve been people with dreams
dreamers they’ve been people with dreams they’ve been people with visions all
they’ve been people with visions all
they’ve been people with visions all leaders have vision in the book of
leaders have vision in the book of
leaders have vision in the book of Solomon it says where there is no vision
Solomon it says where there is no vision
Solomon it says where there is no vision the people perish and the metaphysical
the people perish and the metaphysical
the people perish and the metaphysical meaning of that is that where people
meaning of that is that where people
meaning of that is that where people lack vision they perish inside because
lack vision they perish inside because
lack vision they perish inside because they lose the excitement and the
they lose the excitement and the
they lose the excitement and the love-life and what most people do
love-life and what most people do
love-life and what most people do because of negative experiences because
because of negative experiences because
because of negative experiences because of fear of failure and so on is they if
of fear of failure and so on is they if
of fear of failure and so on is they if they have a vision at all they tone it
they have a vision at all they tone it
they have a vision at all they tone it down so it’s so small and so safe that
down so it’s so small and so safe that
down so it’s so small and so safe that doesn’t turn them on it doesn’t excite
doesn’t turn them on it doesn’t excite
doesn’t turn them on it doesn’t excite them and they wonder why life isn’t
them and they wonder why life isn’t
them and they wonder why life isn’t exciting a beautiful line I read not
exciting a beautiful line I read not
exciting a beautiful line I read not long ago said if the best way to predict
long ago said if the best way to predict
long ago said if the best way to predict the future is to create it which means
the future is to create it which means
the future is to create it which means to have a vision and even though the
to have a vision and even though the
to have a vision and even though the vision is in the air or the sky then
vision is in the air or the sky then
vision is in the air or the sky then build a foundation under your dreams and
build a foundation under your dreams and
build a foundation under your dreams and when you see men and women who rise from
when you see men and women who rise from
when you see men and women who rise from poverty and obscurity to fame and renown
poverty and obscurity to fame and renown
poverty and obscurity to fame and renown you invariably see someone who had a
you invariably see someone who had a
you invariably see someone who had a vision of what they could be and have
vision of what they could be and have
vision of what they could be and have and do that was far beyond what they
and do that was far beyond what they
and do that was far beyond what they were everyone of us has had an
were everyone of us has had an
were everyone of us has had an experience at one time when we were
experience at one time when we were
experience at one time when we were small we had a vision of being growing
small we had a vision of being growing
small we had a vision of being growing up and having our own cars and as we
up and having our own cars and as we
up and having our own cars and as we grew older we had a vision of having our
grew older we had a vision of having our
grew older we had a vision of having our own homes and our own families and as we
own homes and our own families and as we
own homes and our own families and as we grew old we had a vision of traveling
grew old we had a vision of traveling
grew old we had a vision of traveling and going to Europe we fulfill all our
and going to Europe we fulfill all our
and going to Europe we fulfill all our visions the wonderful thing is this is
visions the wonderful thing is this is
visions the wonderful thing is this is that we always tend to achieve our goals
that we always tend to achieve our goals
that we always tend to achieve our goals the problem is that our goals are set so
the problem is that our goals are set so
the problem is that our goals are set so low but even when we do achieve them
low but even when we do achieve them
low but even when we do achieve them they don’t turn us on they don’t fill us
they don’t turn us on they don’t fill us
they don’t turn us on they don’t fill us with enthusiasm so dream big dreams if
with enthusiasm so dream big dreams if
with enthusiasm so dream big dreams if you like and focus on results not
you like and focus on results not
you like and focus on results not activities this is the key be clear
activities this is the key be clear
activities this is the key be clear about the results that you’re trying to
about the results that you’re trying to
about the results that you’re trying to accomplish this is one of the keys of
accomplish this is one of the keys of
accomplish this is one of the keys of peak performance by the way all peak
peak performance by the way all peak
peak performance by the way all peak performers are result oriented all
performers are result oriented all
performers are result oriented all losers are under achievers tend to the
losers are under achievers tend to the
losers are under achievers tend to the activity oriented and in the activity
activity oriented and in the activity
activity oriented and in the activity orientation what they do is they work
orientation what they do is they work
orientation what they do is they work very very hard sometimes they work
very very hard sometimes they work
very very hard sometimes they work frantically sometimes they work longer
frantically sometimes they work longer
frantically sometimes they work longer hours than you do
hours than you do
hours than you do but they lose sight of the result Ben
but they lose sight of the result Ben
but they lose sight of the result Ben Trego the strategic thinker said very
Trego the strategic thinker said very
Trego the strategic thinker said very worst thing in the world is to do very
worst thing in the world is to do very
worst thing in the world is to do very efficiently but need not be done at all
efficiently but need not be done at all
efficiently but need not be done at all and many of us and many of us work very
and many of us and many of us work very
and many of us and many of us work very very hard and to do very efficiently
very hard and to do very efficiently
very hard and to do very efficiently what need not be done at all and anybody
what need not be done at all and anybody
what need not be done at all and anybody who’s ever had employees will tell you
who’s ever had employees will tell you
who’s ever had employees will tell you that you every single day you come
that you every single day you come
that you every single day you come across your employees doing something
across your employees doing something
across your employees doing something very diligently but it’s completely
very diligently but it’s completely
very diligently but it’s completely irrelevant to the success of the
irrelevant to the success of the
irrelevant to the success of the business so focus on results here’s a
business so focus on results here’s a
business so focus on results here’s a key question to ask yourself when in
key question to ask yourself when in
key question to ask yourself when in your working life I think it’s one of
your working life I think it’s one of
your working life I think it’s one of the most important key questions I’ll
the most important key questions I’ll
the most important key questions I’ll give you two number one is what results
give you two number one is what results
give you two number one is what results are expected of me what results are
are expected of me what results are
are expected of me what results are expected of me not what activities but
expected of me not what activities but
expected of me not what activities but what results are what outputs what am I
what results are what outputs what am I
what results are what outputs what am I supposed to produce in my job a second
supposed to produce in my job a second
supposed to produce in my job a second question you can ask yourself is why am
question you can ask yourself is why am
question you can ask yourself is why am I on the
I on the
I on the why am I on the payroll many people
why am I on the payroll many people
why am I on the payroll many people especially in sales they make the
especially in sales they make the
especially in sales they make the mistake of thinking that shuffling cards
mistake of thinking that shuffling cards
mistake of thinking that shuffling cards and reading through their sales
and reading through their sales
and reading through their sales literature and organizing their multiple
literature and organizing their multiple
literature and organizing their multiple listings and having coffee with the
listings and having coffee with the
listings and having coffee with the other people and reading the newspaper
other people and reading the newspaper
other people and reading the newspaper advertisements that they placed last
advertisements that they placed last
advertisements that they placed last week that this is all part of selling no
week that this is all part of selling no
week that this is all part of selling no selling is when you’re face to face with
selling is when you’re face to face with
selling is when you’re face to face with a real live prospect who is willing and
a real live prospect who is willing and
a real live prospect who is willing and able and capable of buying a product
able and capable of buying a product
able and capable of buying a product everything else from that is self
everything else from that is self
everything else from that is self delusion what results are expected the
delusion what results are expected the
delusion what results are expected the results that are expected of us in
results that are expected of us in
results that are expected of us in selling our sales and the only time that
selling our sales and the only time that
selling our sales and the only time that we are working is when we are doing
we are working is when we are doing
we are working is when we are doing something that contributes directly to
something that contributes directly to
something that contributes directly to that result and that’s true of course
that result and that’s true of course
that result and that’s true of course but of course why do we do the other
but of course why do we do the other
but of course why do we do the other things I’ve come to the conviction that
things I’ve come to the conviction that
things I’ve come to the conviction that the reason why we do the other things is
the reason why we do the other things is
the reason why we do the other things is because they are fun and easy rather
because they are fun and easy rather
because they are fun and easy rather than hard and necessary I think the
than hard and necessary I think the
than hard and necessary I think the major reason why people fail in life if
major reason why people fail in life if
major reason why people fail in life if I can pass this on which wasn’t part of
I can pass this on which wasn’t part of
I can pass this on which wasn’t part of this but major reason why people fail in
this but major reason why people fail in
this but major reason why people fail in life is because of the expediency factor
life is because of the expediency factor
life is because of the expediency factor that we always do and we always take the
that we always do and we always take the
that we always do and we always take the fastest and easiest route to get the
fastest and easiest route to get the
fastest and easiest route to get the things that we want but the fastest and
things that we want but the fastest and
things that we want but the fastest and easiest route in life is almost always
easiest route in life is almost always
easiest route in life is almost always the route to failure it’s short term
the route to failure it’s short term
the route to failure it’s short term gain for long term pain we do it is fun
gain for long term pain we do it is fun
gain for long term pain we do it is fun and easy today instead of what is hard
and easy today instead of what is hard
and easy today instead of what is hard and necessary and then we have to do
and necessary and then we have to do
and necessary and then we have to do what is hard and necessary at the end of
what is hard and necessary at the end of
what is hard and necessary at the end of our life when it’s too late and you’ll
our life when it’s too late and you’ll
our life when it’s too late and you’ll find that the willingness and the
find that the willingness and the
find that the willingness and the ability to discipline yourself to be
ability to discipline yourself to be
ability to discipline yourself to be clear about what it is you want to be
clear about what it is you want to be
clear about what it is you want to be clear where you’re going to be clear
clear where you’re going to be clear
clear where you’re going to be clear about the results that you’re expected
about the results that you’re expected
about the results that you’re expected to accomplish and then to only work on
to accomplish and then to only work on
to accomplish and then to only work on those results the ability to discipline
those results the ability to discipline
those results the ability to discipline yourself to do that is absolutely
yourself to do that is absolutely
yourself to do that is absolutely critical for success it is not possible
critical for success it is not possible
critical for success it is not possible to conceive of a person being successful
to conceive of a person being successful
to conceive of a person being successful who is not capable of disciplining
who is not capable of disciplining
who is not capable of disciplining themselves to do what is hard and what
themselves to do what is hard and what
themselves to do what is hard and what is necessary rather than what is fun and
is necessary rather than what is fun and
is necessary rather than what is fun and easy and when especially when it comes
easy and when especially when it comes
easy and when especially when it comes to managing your time when it comes to
to managing your time when it comes to
to managing your time when it comes to looking at what you should do on a day
looking at what you should do on a day
looking at what you should do on a day to day basis focus on results not
to day basis focus on results not
to day basis focus on results not activities now let me give you a method
activities now let me give you a method
activities now let me give you a method which has helped me write out your goals
which has helped me write out your goals
which has helped me write out your goals all goals have to be in writing by the
all goals have to be in writing by the
all goals have to be in writing by the way if you don’t have your goals in
way if you don’t have your goals in
way if you don’t have your goals in writing then they’re not really goals at
writing then they’re not really goals at
writing then they’re not really goals at all they’re merely wishes and as they
all they’re merely wishes and as they
all they’re merely wishes and as they say wishes merely a goal without any
say wishes merely a goal without any
say wishes merely a goal without any energy behind it have your goals in
energy behind it have your goals in
energy behind it have your goals in writing write them out very specifically
writing write them out very specifically
writing write them out very specifically and clearly and then do this every
and clearly and then do this every
and clearly and then do this every single morning rewrite your major goals
single morning rewrite your major goals
single morning rewrite your major goals in the first person singular as though
in the first person singular as though
in the first person singular as though they already existed rewrite your major
they already existed rewrite your major
they already existed rewrite your major goal
goal
goal every single morning now this should
every single morning now this should
every single morning now this should take you about two to four minutes maybe
take you about two to four minutes maybe
take you about two to four minutes maybe five you can do it all in a paragraph if
five you can do it all in a paragraph if
five you can do it all in a paragraph if for instance if your goal is to earn
for instance if your goal is to earn
for instance if your goal is to earn $50,000 a year every single morning
$50,000 a year every single morning
$50,000 a year every single morning right I earn $50,000 a year if your goal
right I earn $50,000 a year if your goal
right I earn $50,000 a year if your goal is to be excellent in real estate sigh I
is to be excellent in real estate sigh I
is to be excellent in real estate sigh I am an excellent salesperson in my field
am an excellent salesperson in my field
am an excellent salesperson in my field if your goal is to weigh a certain
if your goal is to weigh a certain
if your goal is to weigh a certain number of pounds if your goal is to
number of pounds if your goal is to
number of pounds if your goal is to enjoy a certain kind of life
enjoy a certain kind of life
enjoy a certain kind of life write down your major goals and the
write down your major goals and the
write down your major goals and the first person singular as though they
first person singular as though they
first person singular as though they already existed today every single
already existed today every single
already existed today every single morning and then every single evening
morning and then every single evening
morning and then every single evening take about 5-10 minutes instead of
take about 5-10 minutes instead of
take about 5-10 minutes instead of watching television
watching television
watching television just before you turn on the television
just before you turn on the television
just before you turn on the television say wait a second I’ve got to review my
say wait a second I’ve got to review my
say wait a second I’ve got to review my progress and sit down and review what
progress and sit down and review what
progress and sit down and review what you’ve done in the course of the day and
you’ve done in the course of the day and
you’ve done in the course of the day and say what have I done right today what
say what have I done right today what
say what have I done right today what have I done right that’s moved me toward
have I done right that’s moved me toward
have I done right that’s moved me toward my goals and second question is what
my goals and second question is what
my goals and second question is what would I do differently if I had today to
would I do differently if I had today to
would I do differently if I had today to do over again those those four steps by
do over again those those four steps by
do over again those those four steps by the way writing and rewriting your goal
the way writing and rewriting your goal
the way writing and rewriting your goal each morning reviewing them in the
each morning reviewing them in the
each morning reviewing them in the evening and asking yourself those two
evening and asking yourself those two
evening and asking yourself those two questions what did i do right what did I
questions what did i do right what did I
questions what did i do right what did I do that moved me toward my goals today
do that moved me toward my goals today
do that moved me toward my goals today and what would I do differently if I had
and what would I do differently if I had
and what would I do differently if I had the day to live over if you’ll ask
the day to live over if you’ll ask
the day to live over if you’ll ask yourself those two questions in the next
yourself those two questions in the next
yourself those two questions in the next thirty days you’ll accomplish more than
thirty days you’ll accomplish more than
thirty days you’ll accomplish more than you accomplished in the last six months
you accomplished in the last six months
you accomplished in the last six months this is the most incredible method I’ve
this is the most incredible method I’ve
this is the most incredible method I’ve ever seen I learned it some years ago
ever seen I learned it some years ago
ever seen I learned it some years ago just rewrite your goals every morning
just rewrite your goals every morning
just rewrite your goals every morning because every time you write your goals
because every time you write your goals
because every time you write your goals down you’re programming them into your
down you’re programming them into your
down you’re programming them into your subconscious mind when you program them
subconscious mind when you program them
subconscious mind when you program them into your subconscious mind you set up a
into your subconscious mind you set up a
into your subconscious mind you set up a field of vibration within your brain and
field of vibration within your brain and
field of vibration within your brain and this law of attraction based on this
this law of attraction based on this
this law of attraction based on this field of vibration attracts into your
field of vibration attracts into your
field of vibration attracts into your life people in circumstances that
life people in circumstances that
life people in circumstances that harmonize with your dominant thoughts
harmonize with your dominant thoughts
harmonize with your dominant thoughts everybody here has had the experience of
everybody here has had the experience of
everybody here has had the experience of starting to read about a subject think
starting to read about a subject think
starting to read about a subject think about a subject become interested in a
about a subject become interested in a
about a subject become interested in a subject and suddenly you started to
subject and suddenly you started to
subject and suddenly you started to attract into your life books magazines
attract into your life books magazines
attract into your life books magazines articles conversations people
articles conversations people
articles conversations people opportunities to expand on the subject
opportunities to expand on the subject
opportunities to expand on the subject you had that experience before what you
you had that experience before what you
you had that experience before what you do is you create a force field which we
do is you create a force field which we
do is you create a force field which we cannot explain scientifically but it is
cannot explain scientifically but it is
cannot explain scientifically but it is a field of vibration that goes out from
a field of vibration that goes out from
a field of vibration that goes out from you and attracts back into your life
you and attracts back into your life
you and attracts back into your life everything that you need to realize your
everything that you need to realize your
everything that you need to realize your dominant goals and everybody’s had the
dominant goals and everybody’s had the
dominant goals and everybody’s had the experience of writing down their goals
experience of writing down their goals
experience of writing down their goals at the beginning of the year and opening
at the beginning of the year and opening
at the beginning of the year and opening up the envelope at the end of the year
up the envelope at the end of the year
up the envelope at the end of the year and finding that 80% of the goals have
and finding that 80% of the goals have
and finding that 80% of the goals have been accomplished you ever had that
been accomplished you ever had that
been accomplished you ever had that experience absolutely remarkable isn’t
experience absolutely remarkable isn’t
experience absolutely remarkable isn’t it the only problem with goals is that
it the only problem with goals is that
it the only problem with goals is that we don’t set enough of them and we don’t
we don’t set enough of them and we don’t
we don’t set enough of them and we don’t set them highly enough you can have
set them highly enough you can have
set them highly enough you can have anything you want imagine you could have
anything you want imagine you could have
anything you want imagine you could have anything that you want anything that you
anything that you want anything that you
anything that you want anything that you can hold in your mind on a continuing
can hold in your mind on a continuing
can hold in your mind on a continuing basis you can have anything that you are
basis you can have anything that you are
basis you can have anything that you are crystal clear
crystal clear
crystal clear about wanting and are willing to pay the
about wanting and are willing to pay the
about wanting and are willing to pay the price to get you can have so clarity is
price to get you can have so clarity is
price to get you can have so clarity is the key be clear about what you want be
the key be clear about what you want be
the key be clear about what you want be clear about what you have to do to get
clear about what you have to do to get
clear about what you have to do to get it be clear about your vision be clear
it be clear about your vision be clear
it be clear about your vision be clear speak walk talk and act with clarity and
speak walk talk and act with clarity and
speak walk talk and act with clarity and that’s the final point with regard to
that’s the final point with regard to
that’s the final point with regard to clarity is I have seen many men and
clarity is I have seen many men and
clarity is I have seen many men and women who have tripped themselves up by
women who have tripped themselves up by
women who have tripped themselves up by being leaders around the butchers if you
being leaders around the butchers if you
being leaders around the butchers if you like they are very careful about
like they are very careful about
like they are very careful about whatever they say and by the time they
whatever they say and by the time they
whatever they say and by the time they say it people have gone home for lunch
say it people have gone home for lunch
say it people have gone home for lunch and one of the keys to success is to be
and one of the keys to success is to be
and one of the keys to success is to be very straight and to be very clear be
very straight and to be very clear be
very straight and to be very clear be very precise interesting one of the
very precise interesting one of the
very precise interesting one of the reasons why people do not speak to the
reasons why people do not speak to the
reasons why people do not speak to the point is for fear of offending others
point is for fear of offending others
point is for fear of offending others not true for fear of offending others
not true for fear of offending others
not true for fear of offending others interesting study they did last year
interesting study they did last year
interesting study they did last year they asked a great number of executives
they asked a great number of executives
they asked a great number of executives male and female they said if you had to
male and female they said if you had to
male and female they said if you had to tell a person something unfortunate with
tell a person something unfortunate with
tell a person something unfortunate with regard to their career that was going to
regard to their career that was going to
regard to their career that was going to affect their lives and this is something
affect their lives and this is something
affect their lives and this is something that you’ve known for a long time how
that you’ve known for a long time how
that you’ve known for a long time how would you go about breaking the news to
would you go about breaking the news to
would you go about breaking the news to them and each of what the person
them and each of what the person
them and each of what the person described the strategy they would take
described the strategy they would take
described the strategy they would take they would set up the timing right they
they would set up the timing right they
they would set up the timing right they would start off with a talk about
would start off with a talk about
would start off with a talk about talking about subjects that they had in
talking about subjects that they had in
talking about subjects that they had in common they would close the door and
common they would close the door and
common they would close the door and keep out the noise and anyways they went
keep out the noise and anyways they went
keep out the noise and anyways they went around and round and they’re all
around and round and they’re all
around and round and they’re all circuitous routes how they would get to
circuitous routes how they would get to
circuitous routes how they would get to the point and then they reversed the
the point and then they reversed the
the point and then they reversed the question they said how would you like to
question they said how would you like to
question they said how would you like to be informed of this same subject and
be informed of this same subject and
be informed of this same subject and every single one of them said I’d like
every single one of them said I’d like
every single one of them said I’d like to be informed in a straightforward way
to be informed in a straightforward way
to be informed in a straightforward way I like somebody to tell me straight the
I like somebody to tell me straight the
I like somebody to tell me straight the news you see all of us want to be dealt
news you see all of us want to be dealt
news you see all of us want to be dealt with in a straightforward way because we
with in a straightforward way because we
with in a straightforward way because we know we can take whatever it is but we
know we can take whatever it is but we
know we can take whatever it is but we think that everybody else is too fragile
think that everybody else is too fragile
think that everybody else is too fragile so what we do is we pussyfoot and
so what we do is we pussyfoot and
so what we do is we pussyfoot and tippy-toe around and and avoid giving
tippy-toe around and and avoid giving
tippy-toe around and and avoid giving them the news and we finally do get the
them the news and we finally do get the
them the news and we finally do get the news to them sometimes causes more
news to them sometimes causes more
news to them sometimes causes more problems than is necessary so be
problems than is necessary so be
problems than is necessary so be straightforward be clear in your
straightforward be clear in your
straightforward be clear in your language be clear in your actions let
language be clear in your actions let
language be clear in your actions let people know exactly where you stand and
people know exactly where you stand and
people know exactly where you stand and that people know exactly what you said
that people know exactly what you said
that people know exactly what you said and what you mean very very important
and what you mean very very important
and what you mean very very important and it takes practice by the way every
and it takes practice by the way every
and it takes practice by the way every single one of these habit patterns every
single one of these habit patterns every
single one of these habit patterns every single one of these qualities has to be
single one of these qualities has to be
single one of these qualities has to be learned by practice competence and this
learned by practice competence and this
learned by practice competence and this is the discovery that I made a couple of
is the discovery that I made a couple of
is the discovery that I made a couple of years ago and it’s just staggered me
years ago and it’s just staggered me
years ago and it’s just staggered me because I’ve been studying success for
because I’ve been studying success for
because I’ve been studying success for years and then there’s the book in
years and then there’s the book in
years and then there’s the book in search of excellence and then there’s
search of excellence and then there’s
search of excellence and then there’s the pursuit of excellence and then
the pursuit of excellence and then
the pursuit of excellence and then is refunding excellence and losing
is refunding excellence and losing
is refunding excellence and losing excellence in’ and all the excellence
excellence in’ and all the excellence
excellence in’ and all the excellence books and I sat down look this whole
books and I sat down look this whole
books and I sat down look this whole concept of excellence and I saw
concept of excellence and I saw
concept of excellence and I saw something that I hadn’t noticed it’s
something that I hadn’t noticed it’s
something that I hadn’t noticed it’s almost like something brought to the
almost like something brought to the
almost like something brought to the surface of your mind I noticed that
surface of your mind I noticed that
surface of your mind I noticed that every single man or woman that I had
every single man or woman that I had
every single man or woman that I had studied who had achieved any kind of
studied who had achieved any kind of
studied who had achieved any kind of success in any field whatsoever had done
success in any field whatsoever had done
success in any field whatsoever had done it after they had made a commitment to
it after they had made a commitment to
it after they had made a commitment to becoming excellent in that field and I
becoming excellent in that field and I
becoming excellent in that field and I began to look and I began to compare and
began to look and I began to compare and
began to look and I began to compare and I began to talk to people and I speak to
I began to talk to people and I speak to
I began to talk to people and I speak to thousands of people virtually every
thousands of people virtually every
thousands of people virtually every month I found that I never found a
month I found that I never found a
month I found that I never found a single person who was successful who was
single person who was successful who was
single person who was successful who was not excellent at what they did that
not excellent at what they did that
not excellent at what they did that competence the commitment to becoming
competence the commitment to becoming
competence the commitment to becoming excellent in your chosen field is an
excellent in your chosen field is an
excellent in your chosen field is an indispensable prerequisite for success
indispensable prerequisite for success
indispensable prerequisite for success that if you are not good at what you do
that if you are not good at what you do
that if you are not good at what you do you haven’t got a chance in our
you haven’t got a chance in our
you haven’t got a chance in our competitive society unless you win the
competitive society unless you win the
competitive society unless you win the lottery that success is predictable if
lottery that success is predictable if
lottery that success is predictable if you commit yourself to becoming
you commit yourself to becoming
you commit yourself to becoming excellent it does a whole lot of other
excellent it does a whole lot of other
excellent it does a whole lot of other things within your mind but if you
things within your mind but if you
things within your mind but if you commit yourself to becoming excellent of
commit yourself to becoming excellent of
commit yourself to becoming excellent of changes everything about you and only
changes everything about you and only
changes everything about you and only the top five or ten percent are
the top five or ten percent are
the top five or ten percent are excellent you’ve heard the rule the
excellent you’ve heard the rule the
excellent you’ve heard the rule the 80/20 rule the Pareto principle that the
80/20 rule the Pareto principle that the
80/20 rule the Pareto principle that the top 20% of sales people make 80 percent
top 20% of sales people make 80 percent
top 20% of sales people make 80 percent of the sales that the bottom 80% of
of the sales that the bottom 80% of
of the sales that the bottom 80% of sales people make 20% of the sales do
sales people make 20% of the sales do
sales people make 20% of the sales do you know what the difference that the
you know what the difference that the
you know what the difference that the ratio is there the ratio is the
ratio is there the ratio is the
ratio is there the ratio is the difference between 16 to 1 that the
difference between 16 to 1 that the
difference between 16 to 1 that the average income of people in the top 20%
average income of people in the top 20%
average income of people in the top 20% is 16 times the average income of the
is 16 times the average income of the
is 16 times the average income of the people in the bottom 80% now let me ask
people in the bottom 80% now let me ask
people in the bottom 80% now let me ask you a question does it mean the people
you a question does it mean the people
you a question does it mean the people in the top 20 percent are sixteen times
in the top 20 percent are sixteen times
in the top 20 percent are sixteen times better than the people in the bottom 80%
better than the people in the bottom 80%
better than the people in the bottom 80% 16 times more experienced do they work
16 times more experienced do they work
16 times more experienced do they work 16 times the number of hours do they
16 times the number of hours do they
16 times the number of hours do they have 16 times the number of years of
have 16 times the number of years of
have 16 times the number of years of education are they 16 times more
education are they 16 times more
education are they 16 times more handsome are they 16 times anything you
handsome are they 16 times anything you
handsome are they 16 times anything you know that it’s not humanly possible to
know that it’s not humanly possible to
know that it’s not humanly possible to be twice as smart as somebody else
be twice as smart as somebody else
be twice as smart as somebody else I’m Esther looking at very very
I’m Esther looking at very very
I’m Esther looking at very very unintelligent people and very very
unintelligent people and very very
unintelligent people and very very brilliant people it’s it’s really not
brilliant people it’s it’s really not
brilliant people it’s it’s really not humanly possible on average for us to
humanly possible on average for us to
humanly possible on average for us to even be twice as smart as anybody else
even be twice as smart as anybody else
even be twice as smart as anybody else but 20% of these people are making
but 20% of these people are making
but 20% of these people are making sixteen times the average of the rest
sixteen times the average of the rest
sixteen times the average of the rest Prudential insurance company just study
Prudential insurance company just study
Prudential insurance company just study some years ago and they put the
some years ago and they put the
some years ago and they put the thousands of agents that they have
thousands of agents that they have
thousands of agents that they have throughout the United States into their
throughout the United States into their
throughout the United States into their computers and compared their income and
computers and compared their income and
computers and compared their income and it came out the 80/20 rule worked twenty
it came out the 80/20 rule worked twenty
it came out the 80/20 rule worked twenty percent of their sales people were doing
percent of their sales people were doing
percent of their sales people were doing eighty percent of the business
eighty percent of the business
eighty percent of the business well they had all the data in the
well they had all the data in the
well they had all the data in the computer so they ran it through one more
computer so they ran it through one more
computer so they ran it through one more time they said what’s the average income
time they said what’s the average income
time they said what’s the average income of the top twenty percent of the top
of the top twenty percent of the top
of the top twenty percent of the top twenty percent compared to the bottom
twenty percent compared to the bottom
twenty percent compared to the bottom eighty percent now for those
eighty percent now for those
eighty percent now for those mathematicians among you that works out
mathematicians among you that works out
mathematicians among you that works out to the top four percent what was the
to the top four percent what was the
to the top four percent what was the average income they found the top four
average income they found the top four
average income they found the top four percent were earning on average thirty
percent were earning on average thirty
percent were earning on average thirty two times the average of the people on
two times the average of the people on
two times the average of the people on the bottom eighty percent so they said
the bottom eighty percent so they said
the bottom eighty percent so they said this is interesting and they ran the
this is interesting and they ran the
this is interesting and they ran the through one more time they found that
through one more time they found that
through one more time they found that the top twenty percent of the top twenty
the top twenty percent of the top twenty
the top twenty percent of the top twenty percent of the top twenty percent which
percent of the top twenty percent which
percent of the top twenty percent which is the top 0.8 percent that’s good top
is the top 0.8 percent that’s good top
is the top 0.8 percent that’s good top point eight percent were earning on
point eight percent were earning on
point eight percent were earning on average fifty four times the average of
average fifty four times the average of
average fifty four times the average of the people in the bottom eighty percent
the people in the bottom eighty percent
the people in the bottom eighty percent what they found is that in every state
what they found is that in every state
what they found is that in every state and in every major city where they had
and in every major city where they had
and in every major city where they had an office with a large number of agents
an office with a large number of agents
an office with a large number of agents working out of it there was one agent
working out of it there was one agent
working out of it there was one agent who was selling the same product at the
who was selling the same product at the
who was selling the same product at the same price to the same people with the
same price to the same people with the
same price to the same people with the same competition under the same
same competition under the same
same competition under the same circumstances under the same set of
circumstances under the same set of
circumstances under the same set of difficulties in the economy who was
difficulties in the economy who was
difficulties in the economy who was earning fifty times the amount of the
earning fifty times the amount of the
earning fifty times the amount of the average adult that there were 50 agents
average adult that there were 50 agents
average adult that there were 50 agents in the office and one person was earning
in the office and one person was earning
in the office and one person was earning more than all of them put together isn’t
more than all of them put together isn’t
more than all of them put together isn’t that amazing and one of the things they
that amazing and one of the things they
that amazing and one of the things they found is that the key to this was that
found is that the key to this was that
found is that the key to this was that each one of these agents had made the
each one of these agents had made the
each one of these agents had made the commitment to become excellent early in
commitment to become excellent early in
commitment to become excellent early in their career they didn’t say I’m gonna
their career they didn’t say I’m gonna
their career they didn’t say I’m gonna go into this and I’m going to earn a
go into this and I’m going to earn a
go into this and I’m going to earn a living they said I’m going to go into
living they said I’m going to go into
living they said I’m going to go into this and I’m going to be the best and
this and I’m going to be the best and
this and I’m going to be the best and they read every single book written by
they read every single book written by
they read every single book written by the top agents and they went to every
the top agents and they went to every
the top agents and they went to every single seminar and they listened to
single seminar and they listened to
single seminar and they listened to every single tape and they spent every
every single tape and they spent every
every single tape and they spent every single hour they could with other
single hour they could with other
single hour they could with other successful people learning what they
successful people learning what they
successful people learning what they needed to know to be successful you must
needed to know to be successful you must
needed to know to be successful you must commit yourself to excellence you must
commit yourself to excellence you must
commit yourself to excellence you must commit yourself to becoming the best and
commit yourself to becoming the best and
commit yourself to becoming the best and the wonderful thing is that excellence
the wonderful thing is that excellence
the wonderful thing is that excellence is a journey it’s not a destination you
is a journey it’s not a destination you
is a journey it’s not a destination you never get there
never get there
never get there complacency and satisfaction are the key
complacency and satisfaction are the key
complacency and satisfaction are the key enemies of excellence but once you
enemies of excellence but once you
enemies of excellence but once you commit yourself to becoming excellent
commit yourself to becoming excellent
commit yourself to becoming excellent the whole world opens up for you a very
the whole world opens up for you a very
the whole world opens up for you a very important point of excellence is just
important point of excellence is just
important point of excellence is just means simply this do your best every
means simply this do your best every
means simply this do your best every time out and always strive to do it
time out and always strive to do it
time out and always strive to do it better
better
better do your best every time out and always
do your best every time out and always
do your best every time out and always strive to do it better remember it’s
strive to do it better remember it’s
strive to do it better remember it’s usually the last 5 or 10% of any job or
usually the last 5 or 10% of any job or
usually the last 5 or 10% of any job or project that makes all the difference
project that makes all the difference
project that makes all the difference and what we do is we get to 90% done and
and what we do is we get to 90% done and
and what we do is we get to 90% done and then we start to drag our heels we start
then we start to drag our heels we start
then we start to drag our heels we start to put the paperwork aside we start to
to put the paperwork aside we start to
to put the paperwork aside we start to think of excuses we start to do what is
think of excuses we start to do what is
think of excuses we start to do what is fun and easy rather than what is hard
fun and easy rather than what is hard
fun and easy rather than what is hard and necessary a second point with regard
and necessary a second point with regard
and necessary a second point with regard to excellence is this is that if you are
to excellence is this is that if you are
to excellence is this is that if you are not excellent in your field you don’t go
not excellent in your field you don’t go
not excellent in your field you don’t go anywhere you’re locked in place I had a
anywhere you’re locked in place I had a
anywhere you’re locked in place I had a young man come up to me at an employment
young man come up to me at an employment
young man come up to me at an employment seminar not long ago and he said there’s
seminar not long ago and he said there’s
seminar not long ago and he said there’s no opportunities in sales he said I just
no opportunities in sales he said I just
no opportunities in sales he said I just got laid off and I said young man I said
got laid off and I said young man I said
got laid off and I said young man I said if you were good in your field you would
if you were good in your field you would
if you were good in your field you would not have been laid off because good
not have been laid off because good
not have been laid off because good salespeople are the rarest people in our
salespeople are the rarest people in our
salespeople are the rarest people in our society and he just said well I said
society and he just said well I said
society and he just said well I said have you ever studied sales he said well
have you ever studied sales he said well
have you ever studied sales he said well I don’t need to study sales I said why
I don’t need to study sales I said why
I don’t need to study sales I said why not he says well I just do what comes
not he says well I just do what comes
not he says well I just do what comes naturally I said I rest my case
naturally I said I rest my case
naturally I said I rest my case selling is an art selling today is the
selling is an art selling today is the
selling is an art selling today is the profession selling is a science that in
profession selling is a science that in
profession selling is a science that in order to be good in selling you have to
order to be good in selling you have to
order to be good in selling you have to study it and study it and study it and
study it and study it and study it and
study it and study it and study it and you have to study it more than the
you have to study it more than the
you have to study it more than the person next door who’s also determined
person next door who’s also determined
person next door who’s also determined to become excellent excellent yields
to become excellent excellent yields
to become excellent excellent yields offered excellence yields opportunities
offered excellence yields opportunities
offered excellence yields opportunities because when you become good you open up
because when you become good you open up
because when you become good you open up it’s almost like that the red sea of
it’s almost like that the red sea of
it’s almost like that the red sea of opportunity opens up in front of you
opportunity opens up in front of you
opportunity opens up in front of you when you become excellent you come to
when you become excellent you come to
when you become excellent you come to the attention of people and people try
the attention of people and people try
the attention of people and people try to get you and they give you more
to get you and they give you more
to get you and they give you more responsibilities and more opportunities
responsibilities and more opportunities
responsibilities and more opportunities and you know when you put on the but
and you know when you put on the but
and you know when you put on the but your business card that you’re the top
your business card that you’re the top
your business card that you’re the top person in your particular field people
person in your particular field people
person in your particular field people like to buy from the best salespeople in
like to buy from the best salespeople in
like to buy from the best salespeople in their fields and by the way you can tell
their fields and by the way you can tell
their fields and by the way you can tell how excellent you are at any time any
how excellent you are at any time any
how excellent you are at any time any time of your life you can tell how
time of your life you can tell how
time of your life you can tell how excellent you are very simple measure
excellent you are very simple measure
excellent you are very simple measure how many job offers have you had this
how many job offers have you had this
how many job offers have you had this much
much
much interesting question how many drop-off
interesting question how many drop-off
interesting question how many drop-off how many people called you up and said I
how many people called you up and said I
how many people called you up and said I want to hire you away from where you are
want to hire you away from where you are
want to hire you away from where you are and I’ll pay you more and give you a
and I’ll pay you more and give you a
and I’ll pay you more and give you a better deal because excellent people get
better deal because excellent people get
better deal because excellent people get job offers every month some of them get
job offers every month some of them get
job offers every month some of them get job offers every single week if you’re
job offers every single week if you’re
job offers every single week if you’re not getting job offers the market is
not getting job offers the market is
not getting job offers the market is telling you this is what they think of
telling you this is what they think of
telling you this is what they think of your level of competence very very
your level of competence very very
your level of competence very very important and if you’re going to do
important and if you’re going to do
important and if you’re going to do anything at all the only time you’re
anything at all the only time you’re
anything at all the only time you’re going to get any joy out of it is if you
going to get any joy out of it is if you
going to get any joy out of it is if you do it well you see when we do something
do it well you see when we do something
do it well you see when we do something well it gives us a feeling of
well it gives us a feeling of
well it gives us a feeling of self-esteem and pride we feel like a
self-esteem and pride we feel like a
self-esteem and pride we feel like a winner but do we do things in an average
winner but do we do things in an average
winner but do we do things in an average way it doesn’t give us anything you
way it doesn’t give us anything you
way it doesn’t give us anything you notice that it doesn’t give us anything
notice that it doesn’t give us anything
notice that it doesn’t give us anything we do at an average way it doesn’t give
we do at an average way it doesn’t give
we do at an average way it doesn’t give us anything but if we do it in a really
us anything but if we do it in a really
us anything but if we do it in a really exceptional way it makes us feel
exceptional way it makes us feel
exceptional way it makes us feel wonderful about ourselves that’s why the
wonderful about ourselves that’s why the
wonderful about ourselves that’s why the companies that have committed to
companies that have committed to
companies that have committed to excellence are not hundreds of percent
excellence are not hundreds of percent
excellence are not hundreds of percent better in any given area what they are
better in any given area what they are
better in any given area what they are is they are one or two percent better in
is they are one or two percent better in
is they are one or two percent better in a hundred different areas and that’s the
a hundred different areas and that’s the
a hundred different areas and that’s the key you see you don’t have to be a
key you see you don’t have to be a
key you see you don’t have to be a quantum leap different from somebody
quantum leap different from somebody
quantum leap different from somebody else you just have to be a little tiny
else you just have to be a little tiny
else you just have to be a little tiny bit different in the critical areas that
bit different in the critical areas that
bit different in the critical areas that make a difference and you can achieve
make a difference and you can achieve
make a difference and you can achieve that simply by making it a goal setting
that simply by making it a goal setting
that simply by making it a goal setting it as a goal and working on it you can
it as a goal and working on it you can
it as a goal and working on it you can become anything that you want to become
become anything that you want to become
become anything that you want to become the harder you work the better you get
the harder you work the better you get
the harder you work the better you get the harder you work the better you get
the harder you work the better you get
the harder you work the better you get you know in our society it is a lot of
you know in our society it is a lot of
you know in our society it is a lot of controversy over why should I work so
controversy over why should I work so
controversy over why should I work so hard for my job the fact of the matter
hard for my job the fact of the matter
hard for my job the fact of the matter is the less than 5% really succeeded
is the less than 5% really succeeded
is the less than 5% really succeeded that’s for less than 5% of the
that’s for less than 5% of the
that’s for less than 5% of the population really succeeded life of a
population really succeeded life of a
population really succeeded life of a hundred people working today only one
hundred people working today only one
hundred people working today only one will be wealthy when they retire four
will be wealthy when they retire four
will be wealthy when they retire four will be financially independent 15 will
will be financially independent 15 will
will be financially independent 15 will have some savings 80% will be broke and
have some savings 80% will be broke and
have some savings 80% will be broke and dependent upon charities and pensions
dependent upon charities and pensions
dependent upon charities and pensions only one or two percent of people in
only one or two percent of people in
only one or two percent of people in each generation really makes it in life
each generation really makes it in life
each generation really makes it in life and every single study those people who
and every single study those people who
and every single study those people who make it are those who work hard hard
make it are those who work hard hard
make it are those who work hard hard hard and if you think that it’s hard to
hard and if you think that it’s hard to
hard and if you think that it’s hard to be successful try being a failure try
be successful try being a failure try
be successful try being a failure try coming to the end of the trail with no
coming to the end of the trail with no
coming to the end of the trail with no money dependent upon pensions and you
money dependent upon pensions and you
money dependent upon pensions and you don’t know what hard is until you try
don’t know what hard is until you try
don’t know what hard is until you try living like that
living like that
living like that but if you work hard the average
but if you work hard the average
but if you work hard the average self-made millionaire in America works
self-made millionaire in America works
self-made millionaire in America works 12 to 13 hours a day works about 60 to
12 to 13 hours a day works about 60 to
12 to 13 hours a day works about 60 to 65 hours a week I’ll tell you this with
65 hours a week I’ll tell you this with
65 hours a week I’ll tell you this with regard to hard work that you in our
regard to hard work that you in our
regard to hard work that you in our society you only work eight hours a day
society you only work eight hours a day
society you only work eight hours a day for survival everything over eight hours
for survival everything over eight hours
for survival everything over eight hours is for success and if you’re only
is for success and if you’re only
is for success and if you’re only working eight hours a day you’re in
working eight hours a day you’re in
working eight hours a day you’re in trouble if you’re only working eight
trouble if you’re only working eight
trouble if you’re only working eight hours a day you better have a rich uncle
hours a day you better have a rich uncle
hours a day you better have a rich uncle or you better have somebody else is
or you better have somebody else is
or you better have somebody else is going to take care of it because eight
going to take care of it because eight
going to take care of it because eight hour
hour
hour they only gets you survival in our
they only gets you survival in our
they only gets you survival in our society cuz it’s so competitive that
society cuz it’s so competitive that
society cuz it’s so competitive that somebody else is working 9 they’ve got
somebody else is working 9 they’ve got
somebody else is working 9 they’ve got an edge on you somebody else is working
an edge on you somebody else is working
an edge on you somebody else is working 10 they’ve got a bigger edge on you
10 they’ve got a bigger edge on you
10 they’ve got a bigger edge on you every hour over eight that you invest is
every hour over eight that you invest is
every hour over eight that you invest is an investment in your future is an
an investment in your future is an
an investment in your future is an investment in your success and if you
investment in your success and if you
investment in your success and if you put in the hours over eight or whether
put in the hours over eight or whether
put in the hours over eight or whether it’s studying or reading or working if
it’s studying or reading or working if
it’s studying or reading or working if you put in the hours it will pay off and
you put in the hours it will pay off and
you put in the hours it will pay off and it will pay off in spades it’s like
it will pay off in spades it’s like
it will pay off in spades it’s like throwing seed in the ground when you
throwing seed in the ground when you
throwing seed in the ground when you throw a seed in the ground the plant
throw a seed in the ground the plant
throw a seed in the ground the plant that comes up is not just one seed it’s
that comes up is not just one seed it’s
that comes up is not just one seed it’s hundreds of seeds there’s a crop that
hundreds of seeds there’s a crop that
hundreds of seeds there’s a crop that you put in but you must put the seed in
you put in but you must put the seed in
you put in but you must put the seed in the ground first the market only pays
the ground first the market only pays
the ground first the market only pays excellent rewards for excellent
excellent rewards for excellent
excellent rewards for excellent performance it pays average rewards for
performance it pays average rewards for
performance it pays average rewards for average performance it pays below
average performance it pays below
average performance it pays below average rewards for below average
average rewards for below average
average rewards for below average performance and I talked to men and
performance and I talked to men and
performance and I talked to men and women all over America who are unhappy
women all over America who are unhappy
women all over America who are unhappy and they’re sad and they don’t like
and they’re sad and they don’t like
and they’re sad and they don’t like their work and you know why is because
their work and you know why is because
their work and you know why is because they’re not good at what they’re doing
they’re not good at what they’re doing
they’re not good at what they’re doing let me give you a couple of key points
let me give you a couple of key points
let me give you a couple of key points it’s first of all you’ll never have a
it’s first of all you’ll never have a
it’s first of all you’ll never have a feeling of self-esteem and self-worth
feeling of self-esteem and self-worth
feeling of self-esteem and self-worth you’ll never feel wonderful about
you’ll never feel wonderful about
you’ll never feel wonderful about yourself until you know that you are
yourself until you know that you are
yourself until you know that you are good at what you’re doing number two is
good at what you’re doing number two is
good at what you’re doing number two is if you do not love your work enough to
if you do not love your work enough to
if you do not love your work enough to want to be the best at it get out of it
want to be the best at it get out of it
want to be the best at it get out of it the way you would get out of a burning
the way you would get out of a burning
the way you would get out of a burning house do not stay at a job that you do
house do not stay at a job that you do
house do not stay at a job that you do not love because is is the high road to
not love because is is the high road to
not love because is is the high road to failure dissatisfaction frustration and
failure dissatisfaction frustration and
failure dissatisfaction frustration and unhappiness and like concentration I
unhappiness and like concentration I
unhappiness and like concentration I think that the ability to focus in
think that the ability to focus in
think that the ability to focus in concentration are the two keys to
concentration are the two keys to
concentration are the two keys to success in life that the ability to
success in life that the ability to
success in life that the ability to focus clearly and know exactly what it
focus clearly and know exactly what it
focus clearly and know exactly what it is you want to accomplish and the
is you want to accomplish and the
is you want to accomplish and the ability to concentrate single-mindedly
ability to concentrate single-mindedly
ability to concentrate single-mindedly on accomplishing that one thing without
on accomplishing that one thing without
on accomplishing that one thing without diversion or distraction are the keys to
diversion or distraction are the keys to
diversion or distraction are the keys to success it’s the number one key to
success it’s the number one key to
success it’s the number one key to effectiveness is to be able to sit down
effectiveness is to be able to sit down
effectiveness is to be able to sit down and look at your work and use the 80/20
and look at your work and use the 80/20
and look at your work and use the 80/20 rule say to yourself which is the 20% of
rule say to yourself which is the 20% of
rule say to yourself which is the 20% of the number of things that I have to do
the number of things that I have to do
the number of things that I have to do that account for 80% of the value of my
that account for 80% of the value of my
that account for 80% of the value of my work and always work on the top 20% you
work and always work on the top 20% you
work and always work on the top 20% you see in life there’s never enough time to
see in life there’s never enough time to
see in life there’s never enough time to do everything but there’s always enough
do everything but there’s always enough
do everything but there’s always enough time to do the important things instead
time to do the important things instead
time to do the important things instead of doing what is fun and easy which is
of doing what is fun and easy which is
of doing what is fun and easy which is what most people do know they do they
what most people do know they do they
what most people do know they do they make a list of everything they have to
make a list of everything they have to
make a list of everything they have to do and then they start at the bottom of
do and then they start at the bottom of
do and then they start at the bottom of the list and they work on the irrelevant
the list and they work on the irrelevant
the list and they work on the irrelevant things at the end of the day they
things at the end of the day they
things at the end of the day they haven’t got anything done successful
haven’t got anything done successful
haven’t got anything done successful people peak performers concentrate on
people peak performers concentrate on
people peak performers concentrate on the top items and remember anything
the top items and remember anything
the top items and remember anything other than working on the top items on
other than working on the top items on
other than working on the top items on your list is a waste of your time and
your list is a waste of your time and
your list is a waste of your time and time management is not just time
time management is not just time
time management is not just time management time management is life
management time management is life
management time management is life management you can do anything you want
management you can do anything you want
management you can do anything you want with your
with your
with your if you’ll manage your time property we
if you’ll manage your time property we
if you’ll manage your time property we all have the same 24 hours a day and the
all have the same 24 hours a day and the
all have the same 24 hours a day and the ability to concentrate concentrate
ability to concentrate concentrate
ability to concentrate concentrate concentrate to discipline yourself to
concentrate to discipline yourself to
concentrate to discipline yourself to use willpower and perseverance to
use willpower and perseverance to
use willpower and perseverance to concentrate on one thing at a time is a
concentrate on one thing at a time is a
concentrate on one thing at a time is a quality of all success nothing great has
quality of all success nothing great has
quality of all success nothing great has ever been accomplished without the
ever been accomplished without the
ever been accomplished without the ability to concentrate single-mindedly
ability to concentrate single-mindedly
ability to concentrate single-mindedly on one thing at a time always
on one thing at a time always
on one thing at a time always concentrate on the best use of your time
concentrate on the best use of your time
concentrate on the best use of your time here is my favorite time management
here is my favorite time management
here is my favorite time management question which I give to you for free
question which I give to you for free
question which I give to you for free it’s simply this before you start
it’s simply this before you start
it’s simply this before you start anything ask yourself what is the what
anything ask yourself what is the what
anything ask yourself what is the what is the most valuable use of my time
is the most valuable use of my time
is the most valuable use of my time right now make a list and say what is
right now make a list and say what is
right now make a list and say what is the most valuable use of my time right
the most valuable use of my time right
the most valuable use of my time right now when you get into your car say what
now when you get into your car say what
now when you get into your car say what is the most valuable use of my time
is the most valuable use of my time
is the most valuable use of my time right now when you leave the house or
right now when you leave the house or
right now when you leave the house or leave the office say what is the most
leave the office say what is the most
leave the office say what is the most valuable use of my time right now ask
valuable use of my time right now ask
valuable use of my time right now ask yourself that question over and over and
yourself that question over and over and
yourself that question over and over and over again repeat it and repeat it and
over again repeat it and repeat it and
over again repeat it and repeat it and repeat it until it’s driven into the
repeat it until it’s driven into the
repeat it until it’s driven into the subconscious mind as a command and
subconscious mind as a command and
subconscious mind as a command and whenever you have a temptation to do
whenever you have a temptation to do
whenever you have a temptation to do something that is small and irrelevant
something that is small and irrelevant
something that is small and irrelevant that command will go blam what is the
that command will go blam what is the
that command will go blam what is the most valuable use of your time right now
most valuable use of your time right now
most valuable use of your time right now in your whole and it’ll push you into
in your whole and it’ll push you into
in your whole and it’ll push you into doing what is the most valuable use of
doing what is the most valuable use of
doing what is the most valuable use of your time and whenever you’re working in
your time and whenever you’re working in
your time and whenever you’re working in the most valuable use of your time you
the most valuable use of your time you
the most valuable use of your time you feel great you get concentrated effort
feel great you get concentrated effort
feel great you get concentrated effort is a source of energy and enthusiasm it
is a source of energy and enthusiasm it
is a source of energy and enthusiasm it makes you feel wonderful when you’re
makes you feel wonderful when you’re
makes you feel wonderful when you’re working on something important and it
working on something important and it
working on something important and it makes you feel nothing when you’re
makes you feel nothing when you’re
makes you feel nothing when you’re working on something irrelevant develop
working on something irrelevant develop
working on something irrelevant develop a sense of urgency a sense of urgency is
a sense of urgency a sense of urgency is
a sense of urgency a sense of urgency is a quality that is possessed by only 2%
a quality that is possessed by only 2%
a quality that is possessed by only 2% of the population 2% of the population
of the population 2% of the population
of the population 2% of the population do things fast 2% of the population have
do things fast 2% of the population have
do things fast 2% of the population have a bias for action in – in Tom Peters
a bias for action in – in Tom Peters
a bias for action in – in Tom Peters wonderful book in search of excellence
wonderful book in search of excellence
wonderful book in search of excellence he says all the excellent companies have
he says all the excellent companies have
he says all the excellent companies have a bias for action and all of the
a bias for action and all of the
a bias for action and all of the companies that do not classify or do not
companies that do not classify or do not
companies that do not classify or do not come into the excellence category do
come into the excellence category do
come into the excellence category do things when they get around to it you
things when they get around to it you
things when they get around to it you call them up and you have a problem or a
call them up and you have a problem or a
call them up and you have a problem or a complaint you hear from them three or
complaint you hear from them three or
complaint you hear from them three or four weeks later but the excellent
four weeks later but the excellent
four weeks later but the excellent companies you call up with a problem or
companies you call up with a problem or
companies you call up with a problem or complaint bang there’s somebody back to
complaint bang there’s somebody back to
complaint bang there’s somebody back to you in two minutes if you ever want an
you in two minutes if you ever want an
you in two minutes if you ever want an experience call IBM call hewlett-packard
experience call IBM call hewlett-packard
experience call IBM call hewlett-packard and say I’m having a problem getting
and say I’m having a problem getting
and say I’m having a problem getting some information I’m having a problem
some information I’m having a problem
some information I’m having a problem with my PC they won’t let you off the
with my PC they won’t let you off the
with my PC they won’t let you off the phone until they’ve taken care of you
phone until they’ve taken care of you
phone until they’ve taken care of you you call the other companies they’ll say
you call the other companies they’ll say
you call the other companies they’ll say it’s not my job
it’s not my job
it’s not my job let’s say the guy who takes care of that
let’s say the guy who takes care of that
let’s say the guy who takes care of that isn’t here when levy back I don’t know
isn’t here when levy back I don’t know
isn’t here when levy back I don’t know can you take a message I don’t have a
can you take a message I don’t have a
can you take a message I don’t have a pencil you know you’re spoken to those
pencil you know you’re spoken to those
pencil you know you’re spoken to those people and then they can’t understand
people and then they can’t understand
people and then they can’t understand why they’re struggling you know that
why they’re struggling you know that
why they’re struggling you know that eighty twenty percent of the companies
eighty twenty percent of the companies
eighty twenty percent of the companies make eighty percent of the profits in
make eighty percent of the profits in
make eighty percent of the profits in every industry interesting ly enough so
every industry interesting ly enough so
every industry interesting ly enough so develop a sense of urgency get the
develop a sense of urgency get the
develop a sense of urgency get the reputation as the person who does things
reputation as the person who does things
reputation as the person who does things fast develop a reputation for speed and
fast develop a reputation for speed and
fast develop a reputation for speed and dependability and your future will just
dependability and your future will just
dependability and your future will just open up in front of you imagine if you
open up in front of you imagine if you
open up in front of you imagine if you owned a company and you had two people
owned a company and you had two people
owned a company and you had two people in the company and both of them were
in the company and both of them were
in the company and both of them were reasonably well talented both of them
reasonably well talented both of them
reasonably well talented both of them were doing reasonably well except one
were doing reasonably well except one
were doing reasonably well except one person had a sense of urgency and did
person had a sense of urgency and did
person had a sense of urgency and did things fast and every time you give him
things fast and every time you give him
things fast and every time you give him something to do they took em they ran
something to do they took em they ran
something to do they took em they ran with it like a ball player catching a
with it like a ball player catching a
with it like a ball player catching a fumble and running for the goal line the
fumble and running for the goal line the
fumble and running for the goal line the other person got to it after lunch or
other person got to it after lunch or
other person got to it after lunch or maybe next Monday or no rush weeks
maybe next Monday or no rush weeks
maybe next Monday or no rush weeks almost over Thursday afternoon and so on
almost over Thursday afternoon and so on
almost over Thursday afternoon and so on which one would you give additional
which one would you give additional
which one would you give additional responsibility to which one would you
responsibility to which one would you
responsibility to which one would you promote which one would you spend money
promote which one would you spend money
promote which one would you spend money training which one would you send to
training which one would you send to
training which one would you send to places where you needed help
places where you needed help
places where you needed help it’s always the person with a sense of
it’s always the person with a sense of
it’s always the person with a sense of urgency I can tell you this that the
urgency I can tell you this that the
urgency I can tell you this that the sense of urgency for me has been worth
sense of urgency for me has been worth
sense of urgency for me has been worth hundreds of thousands of dollars as a
hundreds of thousands of dollars as a
hundreds of thousands of dollars as a consultant I have been able to save my
consultant I have been able to save my
consultant I have been able to save my clients sometimes millions of dollars by
clients sometimes millions of dollars by
clients sometimes millions of dollars by acting fast when they’ve given me a
acting fast when they’ve given me a
acting fast when they’ve given me a project to take care of whereas if I had
project to take care of whereas if I had
project to take care of whereas if I had acted even a day later it could have
acted even a day later it could have
acted even a day later it could have cost a fortune
cost a fortune
cost a fortune and if you’ll develop that habit of
and if you’ll develop that habit of
and if you’ll develop that habit of working fast working fast a sense of
working fast working fast a sense of
working fast working fast a sense of urgency act now do it now do it now do
urgency act now do it now do it now do
urgency act now do it now do it now do it now in selling especially somebody
it now in selling especially somebody
it now in selling especially somebody calls you up and has a question get back
calls you up and has a question get back
calls you up and has a question get back to them now somebody has a problem get
to them now somebody has a problem get
to them now somebody has a problem get back to them now somebody needs
back to them now somebody needs
back to them now somebody needs something move on it quickly if you have
something move on it quickly if you have
something move on it quickly if you have to forego coffee breaks or lunch or
to forego coffee breaks or lunch or
to forego coffee breaks or lunch or something else move fast if you develop
something else move fast if you develop
something else move fast if you develop that reputation for speed it will be
that reputation for speed it will be
that reputation for speed it will be worth a fortune to you takes a little
worth a fortune to you takes a little
worth a fortune to you takes a little while but it’s a heaven
while but it’s a heaven
while but it’s a heaven most people just sort of shuffle through
most people just sort of shuffle through
most people just sort of shuffle through life you know they get to it when they
life you know they get to it when they
life you know they get to it when they feel like it but all the excellent
feel like it but all the excellent
feel like it but all the excellent people all the high performers have a
people all the high performers have a
people all the high performers have a sense of urgency and finally complete
sense of urgency and finally complete
sense of urgency and finally complete each job that you start get on with the
each job that you start get on with the
each job that you start get on with the job and stay with it till it’s a hundred
job and stay with it till it’s a hundred
job and stay with it till it’s a hundred percent finished the difficulty that
percent finished the difficulty that
percent finished the difficulty that people have in completing their task is
people have in completing their task is
people have in completing their task is absolutely amazing
absolutely amazing
absolutely amazing in a study amongst 160 fixative officers
in a study amongst 160 fixative officers
in a study amongst 160 fixative officers last year they were asked what qualities
last year they were asked what qualities
last year they were asked what qualities out of 26 would be most important in
out of 26 would be most important in
out of 26 would be most important in putting a person on the
putting a person on the
putting a person on the track to success in your company and
track to success in your company and
track to success in your company and they agreed almost unanimously two
they agreed almost unanimously two
they agreed almost unanimously two qualities number one the ability to set
qualities number one the ability to set
qualities number one the ability to set priorities to determine what is relevant
priorities to determine what is relevant
priorities to determine what is relevant and separate it from what is irrelevant
and separate it from what is irrelevant
and separate it from what is irrelevant and number two is a sense of urgency the
and number two is a sense of urgency the
and number two is a sense of urgency the ability to get on with the job and get
ability to get on with the job and get
ability to get on with the job and get it finished and get it finished fast
it finished and get it finished fast
it finished and get it finished fast [Music]
[Music]
[Music] common sense according to the Gallup
common sense according to the Gallup
common sense according to the Gallup Organization that just did a wonderful
Organization that just did a wonderful
Organization that just did a wonderful book called the great American success
book called the great American success
book called the great American success story they survey 1500 people in Marquis
story they survey 1500 people in Marquis
story they survey 1500 people in Marquis Who’s Who in America 1500 the most
Who’s Who in America 1500 the most
Who’s Who in America 1500 the most respected men and women in America and
respected men and women in America and
respected men and women in America and they asked them what do you consider to
they asked them what do you consider to
they asked them what do you consider to be the most important single quality of
be the most important single quality of
be the most important single quality of success and they agreed almost
success and they agreed almost
success and they agreed almost unanimously on common sense just common
unanimously on common sense just common
unanimously on common sense just common sense good common sense is my friend
sense good common sense is my friend
sense good common sense is my friend Charlie Jarvis says the average person
Charlie Jarvis says the average person
Charlie Jarvis says the average person has an enormous amount of common sense
has an enormous amount of common sense
has an enormous amount of common sense because they haven’t used any of it yet
you can train your mind to have common
you can train your mind to have common sense you can train your mind to think
sense you can train your mind to think
sense you can train your mind to think things through before acting in my
things through before acting in my
things through before acting in my experience action without thinking is
experience action without thinking is
experience action without thinking is the cause of every failure action
the cause of every failure action
the cause of every failure action without thinking is the cause of every
without thinking is the cause of every
without thinking is the cause of every failure and common sense comes from
failure and common sense comes from
failure and common sense comes from taking the time to think things through
taking the time to think things through
taking the time to think things through before you act
before you act
before you act listen to your intuition your intuition
listen to your intuition your intuition
listen to your intuition your intuition is one of the best guides that you
is one of the best guides that you
is one of the best guides that you possibly have you know from some of the
possibly have you know from some of the
possibly have you know from some of the other work that we’ve done is that each
other work that we’ve done is that each
other work that we’ve done is that each person has inside them and intuitive
person has inside them and intuitive
person has inside them and intuitive sense which will always give you the
sense which will always give you the
sense which will always give you the exact right answer for you they’ve done
exact right answer for you they’ve done
exact right answer for you they’ve done some studies between men and women when
some studies between men and women when
some studies between men and women when they test women’s intuition
they test women’s intuition
they test women’s intuition you’ve heard of women’s intuition every
you’ve heard of women’s intuition every
you’ve heard of women’s intuition every sort of women’s intuition they find that
sort of women’s intuition they find that
sort of women’s intuition they find that when you give men and women tests and
when you give men and women tests and
when you give men and women tests and they’re asked to answer on the basis of
they’re asked to answer on the basis of
they’re asked to answer on the basis of their intuition men’s intuition is
their intuition men’s intuition is
their intuition men’s intuition is equally as accurate as women’s intuition
equally as accurate as women’s intuition
equally as accurate as women’s intuition the only difference is that in real life
the only difference is that in real life
the only difference is that in real life women have the intelligence to listen to
women have the intelligence to listen to
women have the intelligence to listen to their intuition which is why they’re
their intuition which is why they’re
their intuition which is why they’re smarter than men and women and men do
smarter than men and women and men do
smarter than men and women and men do not listen to their intuition instead
not listen to their intuition instead
not listen to their intuition instead they override their intuition because
they override their intuition because
they override their intuition because they’re trying to get something they
they’re trying to get something they
they’re trying to get something they want the fastest and easiest way even if
want the fastest and easiest way even if
want the fastest and easiest way even if their gut feeling says don’t do it so
their gut feeling says don’t do it so
their gut feeling says don’t do it so anybody here ever gone against their
anybody here ever gone against their
anybody here ever gone against their intuition and had it work out no your
intuition and had it work out no your
intuition and had it work out no your intuition will always give you the most
intuition will always give you the most
intuition will always give you the most accurate answer for you it’s almost like
accurate answer for you it’s almost like
accurate answer for you it’s almost like an inbuilt computer that will take all
an inbuilt computer that will take all
an inbuilt computer that will take all of your life experience and knowledge
of your life experience and knowledge
of your life experience and knowledge and everything going on around you and
and everything going on around you and
and everything going on around you and give you exactly the right answer so
give you exactly the right answer so
give you exactly the right answer so listen to your intuition learn from your
listen to your intuition learn from your
listen to your intuition learn from your setbacks this is one of the
setbacks this is one of the
setbacks this is one of the characteristics of high-performing men
characteristics of high-performing men
characteristics of high-performing men and women is that every single time they
and women is that every single time they
and women is that every single time they have a problem or a difficulty they sit
have a problem or a difficulty they sit
have a problem or a difficulty they sit back and they dissect it and they learn
back and they dissect it and they learn
back and they dissect it and they learn everything possible from it they try to
everything possible from it they try to
everything possible from it they try to develop general principles from each
develop general principles from each
develop general principles from each setback they say what is the valuable
setback they say what is the valuable
setback they say what is the valuable lesson I can learn so you take a look at
lesson I can learn so you take a look at
lesson I can learn so you take a look at everything that has happened to you take
everything that has happened to you take
everything that has happened to you take a look at the very most difficult
a look at the very most difficult
a look at the very most difficult experience that you’re in right now and
experience that you’re in right now and
experience that you’re in right now and ask yourself what is the most valuable
ask yourself what is the most valuable
ask yourself what is the most valuable lesson I can learn from this experience
lesson I can learn from this experience
lesson I can learn from this experience and believe me if you look for the
and believe me if you look for the
and believe me if you look for the lesson in the Bible it says seek and ye
lesson in the Bible it says seek and ye
lesson in the Bible it says seek and ye shall find
shall find
shall find it doesn’t say seek and occasionally you
it doesn’t say seek and occasionally you
it doesn’t say seek and occasionally you might find something it’s a seek and ye
might find something it’s a seek and ye
might find something it’s a seek and ye shall find if you look for the valuable
shall find if you look for the valuable
shall find if you look for the valuable lesson or the seed of an equal or
lesson or the seed of an equal or
lesson or the seed of an equal or greater advantage or benefit in every
greater advantage or benefit in every
greater advantage or benefit in every difficulty you will find it it’s always
difficulty you will find it it’s always
difficulty you will find it it’s always there and I love the line from Socrates
there and I love the line from Socrates
there and I love the line from Socrates that says the unexamined life is not
that says the unexamined life is not
that says the unexamined life is not worth living which means that the life
worth living which means that the life
worth living which means that the life or you do not take the time to reflect
or you do not take the time to reflect
or you do not take the time to reflect on your experiences Aristotle said that
on your experiences Aristotle said that
on your experiences Aristotle said that wisdom is an equal measure of experience
wisdom is an equal measure of experience
wisdom is an equal measure of experience plus reflection and the reason so few
plus reflection and the reason so few
plus reflection and the reason so few people have wisdom is what they have is
people have wisdom is what they have is
people have wisdom is what they have is experience experience experience but
experience experience experience but
experience experience experience but they never take the time to sit back and
they never take the time to sit back and
they never take the time to sit back and reflect on what’s happening to them
reflect on what’s happening to them
reflect on what’s happening to them reflect on what they’re learning how
reflect on what they’re learning how
reflect on what they’re learning how many people here have seen people get
many people here have seen people get
many people here have seen people get out of bad relationships and get
out of bad relationships and get
out of bad relationships and get immediately back into bad relationships
immediately back into bad relationships
immediately back into bad relationships or get out of a lousy job and
or get out of a lousy job and
or get out of a lousy job and immediately join a company get into
immediately join a company get into
immediately join a company get into another lousy job what is the natural
another lousy job what is the natural
another lousy job what is the natural thing that people do they they get fired
thing that people do they they get fired
thing that people do they they get fired or laid off from a job they quit they go
or laid off from a job they quit they go
or laid off from a job they quit they go down the street they look for what I
down the street they look for what I
down the street they look for what I know another job exactly just like an
know another job exactly just like an
know another job exactly just like an act exactly like it
tap your creative potential accept the
tap your creative potential accept the fact that every single human being is a
fact that every single human being is a
fact that every single human being is a genius and all successful men and women
genius and all successful men and women
genius and all successful men and women are creative they’re creative in that
are creative they’re creative in that
are creative they’re creative in that they respond to their world differently
they respond to their world differently
they respond to their world differently they ask questions they’re flexible
they ask questions they’re flexible
they ask questions they’re flexible they’re curious you know what they the
they’re curious you know what they the
they’re curious you know what they the hallmark of creativity is curiosity the
hallmark of creativity is curiosity the
hallmark of creativity is curiosity the hallmark of ignorance and stupidity is
hallmark of ignorance and stupidity is
hallmark of ignorance and stupidity is the cessation or stopping from asking
the cessation or stopping from asking
the cessation or stopping from asking questions and I’ve worked with some of
questions and I’ve worked with some of
questions and I’ve worked with some of the brightest men and women in this
the brightest men and women in this
the brightest men and women in this nation and I find that the smartest
nation and I find that the smartest
nation and I find that the smartest people of all the ones that have the
people of all the ones that have the
people of all the ones that have the greatest education and the most
greatest education and the most
greatest education and the most experience are the ones who ask the most
experience are the ones who ask the most
experience are the ones who ask the most questions they ask questions almost as
questions they ask questions almost as
questions they ask questions almost as if they were children but they never
if they were children but they never
if they were children but they never stop asking questions they’re very open
stop asking questions they’re very open
stop asking questions they’re very open and flexible and they have the ability
and flexible and they have the ability
and flexible and they have the ability once they learn of new piece of
once they learn of new piece of
once they learn of new piece of information to drop what they’re doing
information to drop what they’re doing
information to drop what they’re doing if the new information contradicts
if the new information contradicts
if the new information contradicts didn’t do something else do you know
didn’t do something else do you know
didn’t do something else do you know what most people do most people keep on
what most people do most people keep on
what most people do most people keep on doing what they’re doing until they run
doing what they’re doing until they run
doing what they’re doing until they run into a wall as they say the more you do
into a wall as they say the more you do
into a wall as they say the more you do of what you’re doing the more you’ll get
of what you’re doing the more you’ll get
of what you’re doing the more you’ll get of what you’ve got someone will point it
of what you’ve got someone will point it
of what you’ve got someone will point it out to me not long ago and I think it’s
out to me not long ago and I think it’s
out to me not long ago and I think it’s very true is that all changes in our
very true is that all changes in our
very true is that all changes in our life come with the input of new
life come with the input of new
life come with the input of new information that if we do not have new
information that if we do not have new
information that if we do not have new information we keep on doing the same
information we keep on doing the same
information we keep on doing the same thing forever as the result of inertia
thing forever as the result of inertia
thing forever as the result of inertia and creative people are always looking
and creative people are always looking
and creative people are always looking for faster better easier cheaper newer
for faster better easier cheaper newer
for faster better easier cheaper newer ways to do things
ways to do things
ways to do things remember 80% of everything that we are
remember 80% of everything that we are
remember 80% of everything that we are doing today and our general business
doing today and our general business
doing today and our general business will be different five years from now
will be different five years from now
will be different five years from now 80% of the products that we use the food
80% of the products that we use the food
80% of the products that we use the food that we eat the cars we drive this music
that we eat the cars we drive this music
that we eat the cars we drive this music we listen to the movies we go to even
we listen to the movies we go to even
we listen to the movies we go to even the streets we drive on 80% of
the streets we drive on 80% of
the streets we drive on 80% of everything will be new in five years
everything will be new in five years
everything will be new in five years that’s how rapidly things are changing
that’s how rapidly things are changing
that’s how rapidly things are changing according to the research all you need
according to the research all you need
according to the research all you need is an idea that’s 10% new to start a
is an idea that’s 10% new to start a
is an idea that’s 10% new to start a fortune
fortune
fortune an idea is 10% new as a matter of fact
an idea is 10% new as a matter of fact
an idea is 10% new as a matter of fact an idea this more than 10% new is
an idea this more than 10% new is
an idea this more than 10% new is probably too new for the average
probably too new for the average
probably too new for the average consumer to accept it an idea that’s 10%
consumer to accept it an idea that’s 10%
consumer to accept it an idea that’s 10% new the interesting point the single
new the interesting point the single
new the interesting point the single greatest source of self-made
greatest source of self-made
greatest source of self-made millionaires in America you know what
millionaires in America you know what
millionaires in America you know what industry it is and you guess wouldn’t
industry it is and you guess wouldn’t
industry it is and you guess wouldn’t believe it
believe it
believe it dry-cleaning dry-cleaning shops is the
dry-cleaning dry-cleaning shops is the
dry-cleaning dry-cleaning shops is the greatest single source one industry
greatest single source one industry
greatest single source one industry that’s contributed more self-made
that’s contributed more self-made
that’s contributed more self-made millionaires than any other industry
millionaires than any other industry
millionaires than any other industry dry-cleaning shops now the key to this
dry-cleaning shops now the key to this
dry-cleaning shops now the key to this if you want to become wealthy if you
if you want to become wealthy if you
if you want to become wealthy if you want to be it I’m going to tell you
want to be it I’m going to tell you
want to be it I’m going to tell you something that if you want to be wealthy
something that if you want to be wealthy
something that if you want to be wealthy in life if you wish to become very
in life if you wish to become very
in life if you wish to become very wealthy if you wish to become even a
wealthy if you wish to become even a
wealthy if you wish to become even a millionaire you can do it if you’re
millionaire you can do it if you’re
millionaire you can do it if you’re willing to pay the price
willing to pay the price
willing to pay the price but most people become millionaires by
but most people become millionaires by
but most people become millionaires by offering a good or service that people
offering a good or service that people
offering a good or service that people use all the time and they offer it just
use all the time and they offer it just
use all the time and they offer it just a little bit better they do it just a
a little bit better they do it just a
a little bit better they do it just a little bit faster they put a little bit
little bit faster they put a little bit
little bit faster they put a little bit more grace or finesse into what they’re
more grace or finesse into what they’re
more grace or finesse into what they’re doing they handle it they wrap it they
doing they handle it they wrap it they
doing they handle it they wrap it they are more polite the the restaurant that
are more polite the the restaurant that
are more polite the the restaurant that has people coming back to it may have
has people coming back to it may have
has people coming back to it may have food that’s only five percent different
food that’s only five percent different
food that’s only five percent different but it’s the way that people handle it
but it’s the way that people handle it
but it’s the way that people handle it that’s so different you can you can do
that’s so different you can you can do
that’s so different you can you can do anything you want in life all you have
anything you want in life all you have
anything you want in life all you have to do is find an idea that’s ten percent
to do is find an idea that’s ten percent
to do is find an idea that’s ten percent new and you’ll find it if you flood your
new and you’ll find it if you flood your
new and you’ll find it if you flood your mind read magazines read books ask
mind read magazines read books ask
mind read magazines read books ask questions ask why people are doing
questions ask why people are doing
questions ask why people are doing things the way they’re doing I was
things the way they’re doing I was
things the way they’re doing I was talking to a man not long ago made a
talking to a man not long ago made a
talking to a man not long ago made a million dollars in Chicago and he made
million dollars in Chicago and he made
million dollars in Chicago and he made it laying bricks and he never laid
it laying bricks and he never laid
it laying bricks and he never laid bricks in his life but he found he went
bricks in his life but he found he went
bricks in his life but he found he went to a union brick laying job a large
to a union brick laying job a large
to a union brick laying job a large building downtown
building downtown
building downtown and he asked them why they were laying
and he asked them why they were laying
and he asked them why they were laying bricks like that and why half the men
bricks like that and why half the men
bricks like that and why half the men were sitting around they said well it’s
were sitting around they said well it’s
were sitting around they said well it’s the way we always lay bricks he said
the way we always lay bricks he said
the way we always lay bricks he said well how come all the men are sitting
well how come all the men are sitting
well how come all the men are sitting around well because they have to lay the
around well because they have to lay the
around well because they have to lay the corners first and then the men fill the
corners first and then the men fill the
corners first and then the men fill the bricks in between so why can’t they lay
bricks in between so why can’t they lay
bricks in between so why can’t they lay the corners and the walls at the same
the corners and the walls at the same
the corners and the walls at the same time said we just don’t do it that way
time said we just don’t do it that way
time said we just don’t do it that way so he sat down knew nothing about
so he sat down knew nothing about
so he sat down knew nothing about construction he sat down he came up with
construction he sat down he came up with
construction he sat down he came up with a system that enables you to build the
a system that enables you to build the
a system that enables you to build the center of the wall and the corners
center of the wall and the corners
center of the wall and the corners simultaneously and then he bid on
simultaneously and then he bid on
simultaneously and then he bid on construction jobs and he could bid 40
construction jobs and he could bid 40
construction jobs and he could bid 40 percent under any company using the old
percent under any company using the old
percent under any company using the old method and within a year he’d made over
method and within a year he’d made over
method and within a year he’d made over a million dollars in construction yet
a million dollars in construction yet
a million dollars in construction yet half the construction in Chicago a few
half the construction in Chicago a few
half the construction in Chicago a few years ago and didn’t know anything about
years ago and didn’t know anything about
years ago and didn’t know anything about it look for ideas keep your mind open
it look for ideas keep your mind open
it look for ideas keep your mind open and flexible ask questions remember one
and flexible ask questions remember one
and flexible ask questions remember one new ideas all you need to start a
new ideas all you need to start a
new ideas all you need to start a fortune and within every single person
fortune and within every single person
fortune and within every single person here you have four ideas an average of
here you have four ideas an average of
here you have four ideas an average of four ideas per year driving to and from
four ideas per year driving to and from
four ideas per year driving to and from work any one of which will make you a
work any one of which will make you a
work any one of which will make you a fortune
fortune
fortune any one which will make you wealthy how
any one which will make you wealthy how
any one which will make you wealthy how many times I can prove it to you want me
many times I can prove it to you want me
many times I can prove it to you want me to prove to you how many times have you
to prove to you how many times have you
to prove to you how many times have you been going about your daily business and
been going about your daily business and
been going about your daily business and you see the need for a product or
you see the need for a product or
you see the need for a product or service and you said now I wonder why
service and you said now I wonder why
service and you said now I wonder why somebody doesn’t produce that and about
somebody doesn’t produce that and about
somebody doesn’t produce that and about two or three years then you say well
two or three years then you say well
two or three years then you say well can’t be any good I thought of it after
can’t be any good I thought of it after
can’t be any good I thought of it after I for all my Groucho Groucho Marx when
I for all my Groucho Groucho Marx when
I for all my Groucho Groucho Marx when he resigned from a club once he said I
he resigned from a club once he said I
he resigned from a club once he said I wouldn’t I wouldn’t be a member of a
wouldn’t I wouldn’t be a member of a
wouldn’t I wouldn’t be a member of a club that would have I wouldn’t enjoy a
club that would have I wouldn’t enjoy a
club that would have I wouldn’t enjoy a stay in a club that would have me for a
stay in a club that would have me for a
stay in a club that would have me for a member have people like me for a member
member have people like me for a member
member have people like me for a member so we should get those ideas and we say
so we should get those ideas and we say
so we should get those ideas and we say well can’t be any good because I thought
well can’t be any good because I thought
well can’t be any good because I thought of it and then two or three years later
of it and then two or three years later
of it and then two or three years later a company comes out with that idea or
a company comes out with that idea or
a company comes out with that idea or some company coz and makes a million
some company coz and makes a million
some company coz and makes a million dollars that you say I thought of that
dollars that you say I thought of that
dollars that you say I thought of that idea two or three years ago every single
idea two or three years ago every single
idea two or three years ago every single person here has had that experience what
person here has had that experience what
person here has had that experience what you have to do is trust your ideas trust
you have to do is trust your ideas trust
you have to do is trust your ideas trust right if you decide that you’re going to
right if you decide that you’re going to
right if you decide that you’re going to earn a certain
earn a certain
earn a certain amount of money that you’re going to
amount of money that you’re going to
amount of money that you’re going to achieve a certain level of wealth that
achieve a certain level of wealth that
achieve a certain level of wealth that you’re going to achieve a certain life
you’re going to achieve a certain life
you’re going to achieve a certain life estate and you program that into your
estate and you program that into your
estate and you program that into your subconscious mind and you then turn it
subconscious mind and you then turn it
subconscious mind and you then turn it over to your intuition you will get the
over to your intuition you will get the
over to your intuition you will get the ideas the insights the inspirations
ideas the insights the inspirations
ideas the insights the inspirations necessary to achieve your goals and
necessary to achieve your goals and
necessary to achieve your goals and that’s the only difference between very
that’s the only difference between very
that’s the only difference between very wealthy successful people in the average
wealthy successful people in the average
wealthy successful people in the average person is that they simply follow their
person is that they simply follow their
person is that they simply follow their intuition they’re not smarter they’re
intuition they’re not smarter they’re
intuition they’re not smarter they’re not different they’re not more educated
not different they’re not more educated
not different they’re not more educated than not more talent they just follow
than not more talent they just follow
than not more talent they just follow that inner guide consideration is based
that inner guide consideration is based
that inner guide consideration is based on the fact that the quality of your
on the fact that the quality of your
on the fact that the quality of your relationships with other people more
relationships with other people more
relationships with other people more than anything else will determine your
than anything else will determine your
than anything else will determine your success in life how well you get along
success in life how well you get along
success in life how well you get along with other human beings your quality of
with other human beings your quality of
with other human beings your quality of interaction will determine their
interaction will determine their
interaction will determine their happiness your success your achievements
happiness your success your achievements
happiness your success your achievements your wealth and anything else Charles
your wealth and anything else Charles
your wealth and anything else Charles Schwab the founder of US Steel said that
Schwab the founder of US Steel said that
Schwab the founder of US Steel said that I will pay more for the ability to get
I will pay more for the ability to get
I will pay more for the ability to get along with others than for any other
along with others than for any other
along with others than for any other skill in America and that’s very very
skill in America and that’s very very
skill in America and that’s very very true develop the people skills that you
true develop the people skills that you
true develop the people skills that you need to be successful take courses in
need to be successful take courses in
need to be successful take courses in communications take courses ineffective
communications take courses ineffective
communications take courses ineffective listening take courses in public
listening take courses in public
listening take courses in public speaking you know one of the most
speaking you know one of the most
speaking you know one of the most important parts of communicating to get
important parts of communicating to get
important parts of communicating to get along well with others is the size of
along well with others is the size of
along well with others is the size of your vocabulary you’ve probably heard
your vocabulary you’ve probably heard
your vocabulary you’ve probably heard that before the size of your vocabulary
that before the size of your vocabulary
that before the size of your vocabulary your ability to express yourself orally
your ability to express yourself orally
your ability to express yourself orally your ability to stand on your feet your
your ability to stand on your feet your
your ability to stand on your feet your ability to write effectively and get
ability to write effectively and get
ability to write effectively and get your point across to others will have a
your point across to others will have a
your point across to others will have a tremendous impact on your life because
tremendous impact on your life because
tremendous impact on your life because you cannot imagine a successful person
you cannot imagine a successful person
you cannot imagine a successful person who cannot communicate effectively with
who cannot communicate effectively with
who cannot communicate effectively with other people and you can develop the
other people and you can develop the
other people and you can develop the capacity to be an excellent communicator
capacity to be an excellent communicator
capacity to be an excellent communicator if you were to learn one new word a day
if you were to learn one new word a day
if you were to learn one new word a day if you were to make an effort by
if you were to make an effort by
if you were to make an effort by carrying a dictionary around I used I
carrying a dictionary around I used I
carrying a dictionary around I used I have taught myself French Spanish German
have taught myself French Spanish German
have taught myself French Spanish German and smatterings of about 10 other
and smatterings of about 10 other
and smatterings of about 10 other languages and the way I taught myself
languages and the way I taught myself
languages and the way I taught myself that was I learned the basic vocabulary
that was I learned the basic vocabulary
that was I learned the basic vocabulary I studied it learned the basic
I studied it learned the basic
I studied it learned the basic vocabulary and it carried a dictionary
vocabulary and it carried a dictionary
vocabulary and it carried a dictionary around with me and every time I saw a
around with me and every time I saw a
around with me and every time I saw a word I didn’t know I looked it up in the
word I didn’t know I looked it up in the
word I didn’t know I looked it up in the dictionary and within a very short
dictionary and within a very short
dictionary and within a very short period of time I could eat live walk
period of time I could eat live walk
period of time I could eat live walk talk and speak fluently in those three
talk and speak fluently in those three
talk and speak fluently in those three societies and I’ve traveled all over the
societies and I’ve traveled all over the
societies and I’ve traveled all over the world in those three languages sometimes
world in those three languages sometimes
world in those three languages sometimes I get in a position when I’m talking to
I get in a position when I’m talking to
I get in a position when I’m talking to a person and French and a person in
a person and French and a person in
a person and French and a person in German the person in Spanish and my mind
German the person in Spanish and my mind
German the person in Spanish and my mind goes e and I end up babbling but
goes e and I end up babbling but
goes e and I end up babbling but nonetheless you can learn it just simply
nonetheless you can learn it just simply
nonetheless you can learn it just simply by looking up the word if you looked up
by looking up the word if you looked up
by looking up the word if you looked up one word a day which would be 365 words
one word a day which would be 365 words
one word a day which would be 365 words a year within five years you’d be one of
a year within five years you’d be one of
a year within five years you’d be one of the best educated people in history
the best educated people in history
the best educated people in history because every word that you learned
because every word that you learned
because every word that you learned would introduce you to about ten more
would introduce you to about ten more
would introduce you to about ten more sort of open the door to about ten more
sort of open the door to about ten more
sort of open the door to about ten more the average child learns almost 5,000
the average child learns almost 5,000
the average child learns almost 5,000 words in the first five years of life
words in the first five years of life
words in the first five years of life the average adult learns less than five
the average adult learns less than five
the average adult learns less than five words a year and yet it is words are the
words a year and yet it is words are the
words a year and yet it is words are the tools with which we think that the buret
tools with which we think that the buret
tools with which we think that the buret words we have the batteries are thinking
words we have the batteries are thinking
words we have the batteries are thinking just like the more tools a craftsman has
just like the more tools a craftsman has
just like the more tools a craftsman has the better is what he creates the more
the better is what he creates the more
the better is what he creates the more words we have the better is the world
words we have the better is the world
words we have the better is the world that we create so Communications is
that we create so Communications is
that we create so Communications is important the most important part about
important the most important part about
important the most important part about consideration is to practice the golden
consideration is to practice the golden
consideration is to practice the golden rule I think that the golden rule which
rule I think that the golden rule which
rule I think that the golden rule which is based on the law of sowing and
is based on the law of sowing and
is based on the law of sowing and reaping whatsoever that you would have
reaping whatsoever that you would have
reaping whatsoever that you would have men do unto you do so do you sow unto
men do unto you do so do you sow unto
men do unto you do so do you sow unto them you get out of life exactly what
them you get out of life exactly what
them you get out of life exactly what you put in what you sow in your
you put in what you sow in your
you put in what you sow in your relationships you reap in your
relationships you reap in your
relationships you reap in your relationships the golden rule is the key
relationships the golden rule is the key
relationships the golden rule is the key to consideration but you can practice
to consideration but you can practice
to consideration but you can practice you can learn to be more effective with
you can learn to be more effective with
you can learn to be more effective with other people
other people
other people you can take courses in it you can study
you can take courses in it you can study
you can take courses in it you can study behavioral psychology everybody in sales
behavioral psychology everybody in sales
behavioral psychology everybody in sales should be an expert on behavioral
should be an expert on behavioral
should be an expert on behavioral psychology and whenever I ever hear a
psychology and whenever I ever hear a
psychology and whenever I ever hear a person say well I don’t need to study
person say well I don’t need to study
person say well I don’t need to study that I do what comes naturally the
that I do what comes naturally the
that I do what comes naturally the person is saying I’m determined to be a
person is saying I’m determined to be a
person is saying I’m determined to be a failure for the rest of my life and I’m
failure for the rest of my life and I’m
failure for the rest of my life and I’m announcing it to anybody who’ll listen
announcing it to anybody who’ll listen
announcing it to anybody who’ll listen because sales is so precise the ability
because sales is so precise the ability
because sales is so precise the ability to communicate and to persuade and
to communicate and to persuade and
to communicate and to persuade and influence other people is such a complex
influence other people is such a complex
influence other people is such a complex field that you know some psychologists
field that you know some psychologists
field that you know some psychologists study at all of their lives
study at all of their lives
study at all of their lives if you become excellent in it you can
if you become excellent in it you can
if you become excellent in it you can write your own ticket
write your own ticket
write your own ticket almost all entrepreneurial fortunes
almost all entrepreneurial fortunes
almost all entrepreneurial fortunes people who start with nothing to become
people who start with nothing to become
people who start with nothing to become millionaires do it because they’re good
millionaires do it because they’re good
millionaires do it because they’re good salespeople they’re good at convincing
salespeople they’re good at convincing
salespeople they’re good at convincing others they get excited about their
others they get excited about their
others they get excited about their ideas but they have the skills to be
ideas but they have the skills to be
ideas but they have the skills to be able to persuade other people to go
able to persuade other people to go
able to persuade other people to go along with them does that make sense
along with them does that make sense
along with them does that make sense of course because the opposite have been
of course because the opposite have been
of course because the opposite have been persuading influencing other people’s to
persuading influencing other people’s to
persuading influencing other people’s to be ignored by other people and to be
be ignored by other people and to be
be ignored by other people and to be influenced by them so it’s so it’s it’s
influenced by them so it’s so it’s it’s
influenced by them so it’s so it’s it’s a matter of choice the Carnegie
a matter of choice the Carnegie
a matter of choice the Carnegie Institute of Technology did a study
Institute of Technology did a study
Institute of Technology did a study about seven years ago ten years ago now
about seven years ago ten years ago now
about seven years ago ten years ago now and they studied 10,000 men and women
and they studied 10,000 men and women
and they studied 10,000 men and women who were let go from their companies and
who were let go from their companies and
who were let go from their companies and they found that 95 percent of the people
they found that 95 percent of the people
they found that 95 percent of the people who were let go from their companies
who were let go from their companies
who were let go from their companies were let go because of their inability
were let go because of their inability
were let go because of their inability to get along with others this is caused
to get along with others this is caused
to get along with others this is caused by low self-esteem more than anything
by low self-esteem more than anything
by low self-esteem more than anything else in my estimation those of you who
else in my estimation those of you who
else in my estimation those of you who know know that low self-esteem more than
know know that low self-esteem more than
know know that low self-esteem more than anything else causes our personality
anything else causes our personality
anything else causes our personality problems not liking ourselves not
problems not liking ourselves not
problems not liking ourselves not accepting ourselves feeling inferior
accepting ourselves feeling inferior
accepting ourselves feeling inferior inside cause us to lash out at other
inside cause us to lash out at other
inside cause us to lash out at other people and the wonderful thing is that
people and the wonderful thing is that
people and the wonderful thing is that if you’re clear about your goals and
if you’re clear about your goals and
if you’re clear about your goals and you’re committed to becoming excellent
you’re committed to becoming excellent
you’re committed to becoming excellent and you concentrate single-minded on
and you concentrate single-minded on
and you concentrate single-minded on what is important to you you have a
what is important to you you have a
what is important to you you have a tendency to like yourself more your
tendency to like yourself more your
tendency to like yourself more your self-esteem goes up your ability to get
self-esteem goes up your ability to get
self-esteem goes up your ability to get along with other people goes out but if
along with other people goes out but if
along with other people goes out but if you have no goals and you’re not very
you have no goals and you’re not very
you have no goals and you’re not very good at what you do and you’re just
good at what you do and you’re just
good at what you do and you’re just doing whatever comes to hand and your
doing whatever comes to hand and your
doing whatever comes to hand and your self-esteem goes down so one of the
self-esteem goes down so one of the
self-esteem goes down so one of the things that we’re talking about here is
things that we’re talking about here is
things that we’re talking about here is the building of the characteristics the
the building of the characteristics the
the building of the characteristics the personality qualities that guarantee
personality qualities that guarantee
personality qualities that guarantee success and self-esteem of course is the
success and self-esteem of course is the
success and self-esteem of course is the foundation of all success and
foundation of all success and
foundation of all success and relationship consistency is absolutely
relationship consistency is absolutely
relationship consistency is absolutely critical you can have all of the others
critical you can have all of the others
critical you can have all of the others but if you’re inconsistent it’s going to
but if you’re inconsistent it’s going to
but if you’re inconsistent it’s going to really hurt your consistency means that
really hurt your consistency means that
really hurt your consistency means that dependable steady predictable work is
dependable steady predictable work is
dependable steady predictable work is always vastly superior to spurts or
always vastly superior to spurts or
always vastly superior to spurts or flashes of brilliance and genius that
flashes of brilliance and genius that
flashes of brilliance and genius that the person who is like The Tortoise who
the person who is like The Tortoise who
the person who is like The Tortoise who just plod steadily away old steady Eddy
just plod steadily away old steady Eddy
just plod steadily away old steady Eddy is always the person who tends to be
is always the person who tends to be
is always the person who tends to be more successful than the one who flashes
more successful than the one who flashes
more successful than the one who flashes here and flashes there but cannot be
here and flashes there but cannot be
here and flashes there but cannot be counted on over the long term be
counted on over the long term be
counted on over the long term be consistent in your relationships
consistent in your relationships
consistent in your relationships especially be consistent with your
especially be consistent with your
especially be consistent with your family be consistent with your friends
family be consistent with your friends
family be consistent with your friends be consistent with your boss be
be consistent with your boss be
be consistent with your boss be consistent in your work make you make it
consistent in your work make you make it
consistent in your work make you make it so that you are the type of person that
so that you are the type of person that
so that you are the type of person that everybody can depend upon that people
everybody can depend upon that people
everybody can depend upon that people will believe in and they’ll depend upon
will believe in and they’ll depend upon
will believe in and they’ll depend upon and they know that if you say something
and they know that if you say something
and they know that if you say something that you’ll do it that if you say you
that you’ll do it that if you say you
that you’ll do it that if you say you will be somewhere or if you undertake a
will be somewhere or if you undertake a
will be somewhere or if you undertake a responsibility that you will fulfill
responsibility that you will fulfill
responsibility that you will fulfill that responsibility that’s sort of
that responsibility that’s sort of
that responsibility that’s sort of consistency that sort of dependability
consistency that sort of dependability
consistency that sort of dependability is one of the most valuable things in
is one of the most valuable things in
is one of the most valuable things in the world of work today I work with so
the world of work today I work with so
the world of work today I work with so many companies and I have staffs that
many companies and I have staffs that
many companies and I have staffs that work in my companies and I know that the
work in my companies and I know that the
work in my companies and I know that the greatest joy that an employer can have
greatest joy that an employer can have
greatest joy that an employer can have is to give a person the job and know
is to give a person the job and know
is to give a person the job and know that it’ll be done and the most
that it’ll be done and the most
that it’ll be done and the most aggravating thing in the world is to
aggravating thing in the world is to
aggravating thing in the world is to give a person a job and have no idea if
give a person a job and have no idea if
give a person a job and have no idea if it’ll be done if it’ll be done to a
it’ll be done if it’ll be done to a
it’ll be done if it’ll be done to a particular quality if it’ll be done on
particular quality if it’ll be done on
particular quality if it’ll be done on time or anything else just being the
time or anything else just being the
time or anything else just being the steady person you don’t have to be a
steady person you don’t have to be a
steady person you don’t have to be a genius you don’t have to one of the
genius you don’t have to one of the
genius you don’t have to one of the things that I found if I can pass this
things that I found if I can pass this
things that I found if I can pass this on to you one of the things that I found
on to you one of the things that I found
on to you one of the things that I found when I was a young man which helped this
when I was a young man which helped this
when I was a young man which helped this cost me about 10 years of life by the
cost me about 10 years of life by the
cost me about 10 years of life by the way not ten years so much but ten years
way not ten years so much but ten years
way not ten years so much but ten years in that I thought that you had to have
in that I thought that you had to have
in that I thought that you had to have good grades in school in order to be
good grades in school in order to be
good grades in school in order to be successful and then later I thought that
successful and then later I thought that
successful and then later I thought that you had to have a university education
you had to have a university education
you had to have a university education in order to be successful and then later
in order to be successful and then later
in order to be successful and then later I thought that successful people are
I thought that successful people are
I thought that successful people are people who are somehow better than you
people who are somehow better than you
people who are somehow better than you they somehow have unique talents that
they somehow have unique talents that
they somehow have unique talents that somehow the gods have descended from
somehow the gods have descended from
somehow the gods have descended from Olympus and touched them on the heads
Olympus and touched them on the heads
Olympus and touched them on the heads but one of the things that I found is
but one of the things that I found is
but one of the things that I found is that nobody is better than you or I when
that nobody is better than you or I when
that nobody is better than you or I when you see men or women accomplishing great
you see men or women accomplishing great
you see men or women accomplishing great things they’re not better than you and I
things they’re not better than you and I
things they’re not better than you and I they’re not different from you or I
they’re not different from you or I
they’re not different from you or I they’re just doing things in a different
they’re just doing things in a different
they’re just doing things in a different way you look at a person you went to
way you look at a person you went to
way you look at a person you went to school with who’s now doing surgery as a
school with who’s now doing surgery as a
school with who’s now doing surgery as a doctor the person’s the same person
doctor the person’s the same person
doctor the person’s the same person except that they’ve learned how to do
except that they’ve learned how to do
except that they’ve learned how to do surgery you look at a person who you
surgery you look at a person who you
surgery you look at a person who you went to school with who is now an
went to school with who is now an
went to school with who is now an outstanding success in a particular
outstanding success in a particular
outstanding success in a particular field all they’ve done is learned how to
field all they’ve done is learned how to
field all they’ve done is learned how to be a success in that field and
be a success in that field and
be a success in that field and consistency there’s a there’s a law of
consistency there’s a there’s a law of
consistency there’s a there’s a law of accumulation in the universe if I can
accumulation in the universe if I can
accumulation in the universe if I can pass this on a law of accumulation that
pass this on a law of accumulation that
pass this on a law of accumulation that says that even though you do a hundred
says that even though you do a hundred
says that even though you do a hundred things or a thousand things that you
things or a thousand things that you
things or a thousand things that you don’t see eventually they accumulate and
don’t see eventually they accumulate and
don’t see eventually they accumulate and they gather a force of their own that
they gather a force of their own that
they gather a force of their own that every single great accomplishment in
every single great accomplishment in
every single great accomplishment in life is the result of thousands of minor
life is the result of thousands of minor
life is the result of thousands of minor accomplishments that nobody ever sees
accomplishments that nobody ever sees
accomplishments that nobody ever sees one of the people on the program
one of the people on the program
one of the people on the program lifestyles of the rich and famous who
lifestyles of the rich and famous who
lifestyles of the rich and famous who had become successful as a singer they
had become successful as a singer they
had become successful as a singer they said isn’t it wonderful that you become
said isn’t it wonderful that you become
said isn’t it wonderful that you become so successful as a singer she said yes
so successful as a singer she said yes
so successful as a singer she said yes it’s wonderful she said but when I’m up
it’s wonderful she said but when I’m up
it’s wonderful she said but when I’m up on stage in Las Vegas and I’m making
on stage in Las Vegas and I’m making
on stage in Las Vegas and I’m making $50,000 a week or whatever happens to be
$50,000 a week or whatever happens to be
$50,000 a week or whatever happens to be says nobody sees the 16 years that I
says nobody sees the 16 years that I
says nobody sees the 16 years that I spent traveling around living in a van
spent traveling around living in a van
spent traveling around living in a van singing in cheap honky tonks where
singing in cheap honky tonks where
singing in cheap honky tonks where people throw up on your piano and get
people throw up on your piano and get
people throw up on your piano and get drunk on the floor in front nobody sees
drunk on the floor in front nobody sees
drunk on the floor in front nobody sees the 16 years of living on their Road
the 16 years of living on their Road
the 16 years of living on their Road living at an average of less than $5,000
living at an average of less than $5,000
living at an average of less than $5,000 a year what they see is the person up
a year what they see is the person up
a year what they see is the person up there in the stage but every single
there in the stage but every single
there in the stage but every single great success was at one time a failure
great success was at one time a failure
great success was at one time a failure and they failed and failed and failed
and they failed and failed and failed
and they failed and failed and failed and failed over and over again and all
and failed over and over again and all
and failed over and over again and all great successes are story of failure
great successes are story of failure
great successes are story of failure failure failure failure failure
failure failure failure failure
failure failure failure failure outstanding success boy ain’t he lucky
outstanding success boy ain’t he lucky
outstanding success boy ain’t he lucky as in that right boy he was lucky sure
as in that right boy he was lucky sure
as in that right boy he was lucky sure had the right connections so consistency
had the right connections so consistency
had the right connections so consistency is important and even if you don’t see
is important and even if you don’t see
is important and even if you don’t see yourself getting the results be
yourself getting the results be
yourself getting the results be consistent keep working steady steady
consistent keep working steady steady
consistent keep working steady steady steady knowing that you’re accumulating
steady knowing that you’re accumulating
steady knowing that you’re accumulating you’re putting yourself on the side of
you’re putting yourself on the side of
you’re putting yourself on the side of the angels when you’re working
the angels when you’re working
the angels when you’re working consistently
consistently
consistently finally with regard to consistency guard
finally with regard to consistency guard
finally with regard to consistency guard your integrity as a sacred thing as
your integrity as a sacred thing as
your integrity as a sacred thing as Ralph Waldo Emerson said nothing at last
Ralph Waldo Emerson said nothing at last
Ralph Waldo Emerson said nothing at last is sacred but the integrity of your own
is sacred but the integrity of your own
is sacred but the integrity of your own mind
mind
mind never compromise your integrity for
never compromise your integrity for
never compromise your integrity for anything and never compromised your
anything and never compromised your
anything and never compromised your peace of mind for anything you see
peace of mind for anything you see
peace of mind for anything you see compromising your peace of mind is a way
compromising your peace of mind is a way
compromising your peace of mind is a way of compromising your integrity
of compromising your integrity
of compromising your integrity they ever do anything that disrupts your
they ever do anything that disrupts your
they ever do anything that disrupts your peace of mind if it makes you feel
peace of mind if it makes you feel
peace of mind if it makes you feel unhappy get out of it
unhappy get out of it
unhappy get out of it don’t stay in relationships don’t stay
don’t stay in relationships don’t stay
don’t stay in relationships don’t stay in jobs don’t stay in situations that
in jobs don’t stay in situations that
in jobs don’t stay in situations that cause your peace of mind to be disrupted
cause your peace of mind to be disrupted
cause your peace of mind to be disrupted because your peace of mind
because your peace of mind
because your peace of mind is the highest good that you have and a
is the highest good that you have and a
is the highest good that you have and a person who practices consistency
person who practices consistency
person who practices consistency consistently structures their life so
consistently structures their life so
consistently structures their life so what they are doing is being true to
what they are doing is being true to
what they are doing is being true to themselves what they are doing is living
themselves what they are doing is living
themselves what they are doing is living up to the very best that is in them as a
up to the very best that is in them as a
up to the very best that is in them as a human being and that takes tremendous
human being and that takes tremendous
human being and that takes tremendous courage it takes tremendous courage
courage it takes tremendous courage
courage it takes tremendous courage because it’s so easy to go along with a
because it’s so easy to go along with a
because it’s so easy to go along with a crowd but you’ll never be really happy
crowd but you’ll never be really happy
crowd but you’ll never be really happy unless you know that you are being true
unless you know that you are being true
unless you know that you are being true to yourself and completely true to
to yourself and completely true to
to yourself and completely true to yourself commitment I found that the
yourself commitment I found that the
yourself commitment I found that the ability or the willingness to make a
ability or the willingness to make a
ability or the willingness to make a complete commitment to a job a
complete commitment to a job a
complete commitment to a job a commitment to a relationship a
commitment to a relationship a
commitment to a relationship a commitment to a profession to make a
commitment to a profession to make a
commitment to a profession to make a commitment is one of the hardest things
commitment is one of the hardest things
commitment is one of the hardest things that human beings do that very few
that human beings do that very few
that human beings do that very few people make commitments that most people
people make commitments that most people
people make commitments that most people in this room I hate to say that most
in this room I hate to say that most
in this room I hate to say that most people in this room are not totally
people in this room are not totally
people in this room are not totally committed to their work oh yeah now
committed to their work oh yeah now
committed to their work oh yeah now they’re doing it so they’re in it
they’re doing it so they’re in it
they’re doing it so they’re in it they’re doing a reason to be a good job
they’re doing a reason to be a good job
they’re doing a reason to be a good job though buddy’s fired them yet right but
though buddy’s fired them yet right but
though buddy’s fired them yet right but they’re not committed their whole heart
they’re not committed their whole heart
they’re not committed their whole heart isn’t into it and yet no success as
isn’t into it and yet no success as
isn’t into it and yet no success as possible without commitment who is it
possible without commitment who is it
possible without commitment who is it that Emerson said that every great
that Emerson said that every great
that Emerson said that every great achievement is the triumph of enthusiasm
achievement is the triumph of enthusiasm
achievement is the triumph of enthusiasm that the ability to commit yourself and
that the ability to commit yourself and
that the ability to commit yourself and Suze a Stickley wholeheartedly 100% to
Suze a Stickley wholeheartedly 100% to
Suze a Stickley wholeheartedly 100% to what you want to do is the starting
what you want to do is the starting
what you want to do is the starting point of all achievement that if you
point of all achievement that if you
point of all achievement that if you could not commit yourself wholeheartedly
could not commit yourself wholeheartedly
could not commit yourself wholeheartedly it probably means that it’s not right
it probably means that it’s not right
it probably means that it’s not right for you and that all of us in life seek
for you and that all of us in life seek
for you and that all of us in life seek for something that we can commit
for something that we can commit
for something that we can commit ourselves to Alan Cox in his book the
ourselves to Alan Cox in his book the
ourselves to Alan Cox in his book the achievers which came out last year found
achievers which came out last year found
achievers which came out last year found that these executives in the
that these executives in the
that these executives in the corporations that he studied who
corporations that he studied who
corporations that he studied who achieved the very most in the shortest
achieved the very most in the shortest
achieved the very most in the shortest period of time had found the proper
period of time had found the proper
period of time had found the proper niche for themselves and had lost
niche for themselves and had lost
niche for themselves and had lost themselves in their work dr. Solley
themselves in their work dr. Solley
themselves in their work dr. Solley Blatnick study of self-made millionaires
Blatnick study of self-made millionaires
Blatnick study of self-made millionaires 83 out of 1,500 people became self-made
83 out of 1,500 people became self-made
83 out of 1,500 people became self-made millionaires over 20 years he found that
millionaires over 20 years he found that
millionaires over 20 years he found that the one quality that they all had in
the one quality that they all had in
the one quality that they all had in common was that they picked work that
common was that they picked work that
common was that they picked work that they loved they specialized in that work
they loved they specialized in that work
they loved they specialized in that work they became very good in it
they became very good in it
they became very good in it and they eventually begin paid very well
and they eventually begin paid very well
and they eventually begin paid very well for it and then they held on to the
for it and then they held on to the
for it and then they held on to the money I throw that last one in because I
money I throw that last one in because I
money I throw that last one in because I know a lot of you can relate to that
know a lot of you can relate to that
know a lot of you can relate to that they held on to the money they didn’t
they held on to the money they didn’t
they held on to the money they didn’t gamble or speculate they were very
gamble or speculate they were very
gamble or speculate they were very conservative with their money they got
conservative with their money they got
conservative with their money they got paid more and more and they held on to
paid more and more and they held on to
paid more and more and they held on to it one of them started off cleaning
it one of them started off cleaning
it one of them started off cleaning toilets on the night shift for an
toilets on the night shift for an
toilets on the night shift for an airline and today is the president of
airline and today is the president of
airline and today is the president of the airline it makes 1 million nine
the airline it makes 1 million nine
the airline it makes 1 million nine hundred fifty thousand dollars a year
hundred fifty thousand dollars a year
hundred fifty thousand dollars a year I’ve been with the airline for 35 years
I’ve been with the airline for 35 years
I’ve been with the airline for 35 years but it’s not easy to be not difficult to
but it’s not easy to be not difficult to
but it’s not easy to be not difficult to become a millionaire when you’re making
become a millionaire when you’re making
become a millionaire when you’re making $1,950,000 here even with taxes you can
$1,950,000 here even with taxes you can
$1,950,000 here even with taxes you can still do pretty well he found that the
still do pretty well he found that the
still do pretty well he found that the quality that separated these people from
quality that separated these people from
quality that separated these people from the ones who struggled for 20 years and
the ones who struggled for 20 years and
the ones who struggled for 20 years and weren’t much further ahead than when
weren’t much further ahead than when
weren’t much further ahead than when they started was that they became
they started was that they became
they started was that they became totally absorbed in their work totally
totally absorbed in their work totally
totally absorbed in their work totally committed to their work they lost
committed to their work they lost
committed to their work they lost themselves in their work and when they
themselves in their work and when they
themselves in their work and when they lifted up their head about the age of 43
lifted up their head about the age of 43
lifted up their head about the age of 43 44 their accountant told them by the way
44 their accountant told them by the way
44 their accountant told them by the way they’re worth over a million dollars now
they’re worth over a million dollars now
they’re worth over a million dollars now did you know that most of them became
did you know that most of them became
did you know that most of them became wealthy without even knowing it and so
wealthy without even knowing it and so
wealthy without even knowing it and so it’s important that you find the work
it’s important that you find the work
it’s important that you find the work that you can commit yourself to it’s
that you can commit yourself to it’s
that you can commit yourself to it’s important that you find the relationship
important that you find the relationship
important that you find the relationship you commit yourself to and if you are an
you commit yourself to and if you are an
you commit yourself to and if you are an employer and you have people working for
employer and you have people working for
employer and you have people working for you who are not committed to their work
you who are not committed to their work
you who are not committed to their work these people are like rotten apples in a
these people are like rotten apples in a
these people are like rotten apples in a barrel I have found that people who are
barrel I have found that people who are
barrel I have found that people who are not committed to their jobs are people
not committed to their jobs are people
not committed to their jobs are people who always cause trouble within an
who always cause trouble within an
who always cause trouble within an organization and the people who are
organization and the people who are
organization and the people who are committed they don’t you don’t have to
committed they don’t you don’t have to
committed they don’t you don’t have to be the most talented and you don’t have
be the most talented and you don’t have
be the most talented and you don’t have to be the best-looking you don’t have to
to be the best-looking you don’t have to
to be the best-looking you don’t have to be the best educated but if you’re
be the best educated but if you’re
be the best educated but if you’re committed to your work you’ll do more
committed to your work you’ll do more
committed to your work you’ll do more than all the people with all of those
than all the people with all of those
than all the people with all of those blessings so commitment is important
blessings so commitment is important
blessings so commitment is important commit yourself to your boss commit
commit yourself to your boss commit
commit yourself to your boss commit yourself to your job commit yourself to
yourself to your job commit yourself to
yourself to your job commit yourself to your relationships commit yourself to
your relationships commit yourself to
your relationships commit yourself to your company loyalty is one of the most
your company loyalty is one of the most
your company loyalty is one of the most valued single qualities in work and
valued single qualities in work and
valued single qualities in work and Peter Drucker says that more executives
Peter Drucker says that more executives
Peter Drucker says that more executives fail in life because of lack of loyalty
fail in life because of lack of loyalty
fail in life because of lack of loyalty to their companies to their boss than
to their companies to their boss than
to their companies to their boss than for any other reason and why is lack of
for any other reason and why is lack of
for any other reason and why is lack of loyalty lack of loyalty is just the
loyalty lack of loyalty is just the
loyalty lack of loyalty is just the expression of lack of commitment to that
expression of lack of commitment to that
expression of lack of commitment to that organization
courage means that you have the ability
courage means that you have the ability you have the willingness to confront
you have the willingness to confront
you have the willingness to confront your fears because what I found over the
your fears because what I found over the
your fears because what I found over the years is that brave people courageous
years is that brave people courageous
years is that brave people courageous people are not people who are not afraid
people are not people who are not afraid
people are not people who are not afraid they’re simply people who master their
they’re simply people who master their
they’re simply people who master their fears
fears
fears they’re simply people who face their
they’re simply people who face their
they’re simply people who face their fears confront their fears and mark
fears confront their fears and mark
fears confront their fears and mark twain’s that many years ago he said was
twain’s that many years ago he said was
twain’s that many years ago he said was regard to fear he said do the thing you
regard to fear he said do the thing you
regard to fear he said do the thing you fear and the death of fear is certain
fear and the death of fear is certain
fear and the death of fear is certain now fear and courage tend to be habits
now fear and courage tend to be habits
now fear and courage tend to be habits that if you are afraid and you give in
that if you are afraid and you give in
that if you are afraid and you give in to the fear and you back away it becomes
to the fear and you back away it becomes
to the fear and you back away it becomes a habit to back away whenever you’re
a habit to back away whenever you’re
a habit to back away whenever you’re afraid or unsure if you’re afraid and
afraid or unsure if you’re afraid and
afraid or unsure if you’re afraid and you force yourself to confront the fear
you force yourself to confront the fear
you force yourself to confront the fear it becomes a habit to confront the fear
it becomes a habit to confront the fear
it becomes a habit to confront the fear whenever you find something that you’re
whenever you find something that you’re
whenever you find something that you’re afraid of and you’ll find that most
afraid of and you’ll find that most
afraid of and you’ll find that most fears disappear when you confront them
fears disappear when you confront them
fears disappear when you confront them the most fierce fears of failure fears
the most fierce fears of failure fears
the most fierce fears of failure fears of rejection
of rejection
of rejection fears of loss fears of pain there’s the
fears of loss fears of pain there’s the
fears of loss fears of pain there’s the limitation fears of the loss of a
limitation fears of the loss of a
limitation fears of the loss of a relationship fears of ill health
relationship fears of ill health
relationship fears of ill health most of these fears disappear when you
most of these fears disappear when you
most of these fears disappear when you confront them head on it’s almost like
confront them head on it’s almost like
confront them head on it’s almost like as you push them they just turn into
as you push them they just turn into
as you push them they just turn into smoke and disappear dare to go forward
smoke and disappear dare to go forward
smoke and disappear dare to go forward in your life dare to go forward in the
in your life dare to go forward in the
in your life dare to go forward in the direction of fulfilling your potential
direction of fulfilling your potential
direction of fulfilling your potential why when I was many years ago I was a
why when I was many years ago I was a
why when I was many years ago I was a karate student I was also a kotti
karate student I was also a kotti
karate student I was also a kotti instructor and I competed in three
instructor and I competed in three
instructor and I competed in three international championships and one of
international championships and one of
international championships and one of the things that I learned from my best
the things that I learned from my best
the things that I learned from my best karate instructors and I studied under
karate instructors and I studied under
karate instructors and I studied under six world champions is they told me that
six world champions is they told me that
six world champions is they told me that when you fight always move forward even
when you fight always move forward even
when you fight always move forward even if you’re only moving forward half an
if you’re only moving forward half an
if you’re only moving forward half an inch at a time he’s always move forward
inch at a time he’s always move forward
inch at a time he’s always move forward so when you’re moving forward a hundred
so when you’re moving forward a hundred
so when you’re moving forward a hundred percent of your attention is forward but
percent of your attention is forward but
percent of your attention is forward but if you’re moving backward even a half an
if you’re moving backward even a half an
if you’re moving backward even a half an inch at a time half of your attention is
inch at a time half of your attention is
inch at a time half of your attention is always behind you and where you’re going
always behind you and where you’re going
always behind you and where you’re going so always move forward always have it
so always move forward always have it
so always move forward always have it dare to go for whenever you have a
dare to go for whenever you have a
dare to go for whenever you have a choice of either staying still and
choice of either staying still and
choice of either staying still and playing it safe or moving forward move
playing it safe or moving forward move
playing it safe or moving forward move forward not because you’ll necessarily
forward not because you’ll necessarily
forward not because you’ll necessarily succeed every time because it reinforces
succeed every time because it reinforces
succeed every time because it reinforces and cements the habit of moving forward
and cements the habit of moving forward
and cements the habit of moving forward and most people when they have a choice
and most people when they have a choice
and most people when they have a choice of moving forward or staying playing it
of moving forward or staying playing it
of moving forward or staying playing it safe play it safe but I think General
safe play it safe but I think General
safe play it safe but I think General MacArthur General Douglas MacArthur said
MacArthur General Douglas MacArthur said
MacArthur General Douglas MacArthur said there’s no security in life only
there’s no security in life only
there’s no security in life only opportunity
opportunity
opportunity life is very perverse in a way because
life is very perverse in a way because
life is very perverse in a way because the more we seek security the less we
the more we seek security the less we
the more we seek security the less we have it and the more we seek opportunity
have it and the more we seek opportunity
have it and the more we seek opportunity the more we have security
the more we have security
the more we have security Helen Keller said is beautiful she said
Helen Keller said is beautiful she said
Helen Keller said is beautiful she said life is either a daring adventure or
life is either a daring adventure or
life is either a daring adventure or nothing at all that the tendency she
nothing at all that the tendency she
nothing at all that the tendency she said in the earlier parts of this
said in the earlier parts of this
said in the earlier parts of this statement she said the tendency to seek
statement she said the tendency to seek
statement she said the tendency to seek security is the low road to failure that
security is the low road to failure that
security is the low road to failure that courage is absolutely essential and one
courage is absolutely essential and one
courage is absolutely essential and one of the things that I I used to think
of the things that I I used to think
of the things that I I used to think that if you were really courageous
that if you were really courageous
that if you were really courageous eventually you got to the point where
eventually you got to the point where
eventually you got to the point where you weren’t afraid I’m gonna tell you
you weren’t afraid I’m gonna tell you
you weren’t afraid I’m gonna tell you something that if you’re not a little
something that if you’re not a little
something that if you’re not a little bit afraid at least three or four nights
bit afraid at least three or four nights
bit afraid at least three or four nights a week you’re not trying hard enough if
a week you’re not trying hard enough if
a week you’re not trying hard enough if you’re not falling your face over and
you’re not falling your face over and
you’re not falling your face over and over again if you’re not trembling when
over again if you’re not trembling when
over again if you’re not trembling when you go to sleep with your heart pounding
you go to sleep with your heart pounding
you go to sleep with your heart pounding if then what is happening is you’re not
if then what is happening is you’re not
if then what is happening is you’re not trying hard enough
trying hard enough
trying hard enough you’re living too far within your
you’re living too far within your
you’re living too far within your potential that already successful people
potential that already successful people
potential that already successful people live on the outside edge of what they’re
live on the outside edge of what they’re
live on the outside edge of what they’re capable of and it’s always a little bit
capable of and it’s always a little bit
capable of and it’s always a little bit scary on the outside edge because we all
scary on the outside edge because we all
scary on the outside edge because we all have feelings of uncertainty we all have
have feelings of uncertainty we all have
have feelings of uncertainty we all have fears we all have doubts that hold us
fears we all have doubts that hold us
fears we all have doubts that hold us back but the brave person is simply the
back but the brave person is simply the
back but the brave person is simply the person who moves forward and keeps
person who moves forward and keeps
person who moves forward and keeps taking the chance and you cannot imagine
taking the chance and you cannot imagine
taking the chance and you cannot imagine a successful person without courage you
a successful person without courage you
a successful person without courage you cannot imagine a successful person
cannot imagine a successful person
cannot imagine a successful person without the courage to face and confront
without the courage to face and confront
without the courage to face and confront their fears and to move forward in my
their fears and to move forward in my
their fears and to move forward in my experience the fear of failure is the
experience the fear of failure is the
experience the fear of failure is the greatest single reason for failure in
greatest single reason for failure in
greatest single reason for failure in adult life the fear of failure the fear
adult life the fear of failure the fear
adult life the fear of failure the fear of making a mistake of losing our money
of making a mistake of losing our money
of making a mistake of losing our money our time or effort is what paralyzed us
our time or effort is what paralyzed us
our time or effort is what paralyzed us and holds us back but the fear of
and holds us back but the fear of
and holds us back but the fear of failure is a habit which can be
failure is a habit which can be
failure is a habit which can be counteracted by the habit of courage and
counteracted by the habit of courage and
counteracted by the habit of courage and if we don’t overcome that fear of
if we don’t overcome that fear of
if we don’t overcome that fear of failure then we’ll just be like the 80
failure then we’ll just be like the 80
failure then we’ll just be like the 80 90 percent that do not fulfill their
90 percent that do not fulfill their
90 percent that do not fulfill their potential see the wonderful thing is
potential see the wonderful thing is
potential see the wonderful thing is only a few percentage of people fulfill
only a few percentage of people fulfill
only a few percentage of people fulfill their potential in any generation and we
their potential in any generation and we
their potential in any generation and we can join those people simply by deciding
can join those people simply by deciding
can join those people simply by deciding to do so and doing what the other people
to do so and doing what the other people
to do so and doing what the other people do the simple is that if we decide to
do the simple is that if we decide to
do the simple is that if we decide to become an engineer what do you study you
become an engineer what do you study you
become an engineer what do you study you study engineering if you want to become
study engineering if you want to become
study engineering if you want to become a better cook what do you do study
a better cook what do you do study
a better cook what do you do study cooking do you try to do it all by
cooking do you try to do it all by
cooking do you try to do it all by yourself no you get cookbooks you take
yourself no you get cookbooks you take
yourself no you get cookbooks you take classes and so on and so forth if you
classes and so on and so forth if you
classes and so on and so forth if you want to be successful if you want to
want to be successful if you want to
want to be successful if you want to fulfill your potential study the men and
fulfill your potential study the men and
fulfill your potential study the men and women who are fulfilling their potential
women who are fulfilling their potential
women who are fulfilling their potential and just do what they do
and just do what they do
and just do what they do and finally with regard to courage the
and finally with regard to courage the
and finally with regard to courage the expression of courage is to persist in
expression of courage is to persist in
expression of courage is to persist in the face of adversity but to persist
the face of adversity but to persist
the face of adversity but to persist when things really get rough to be able
when things really get rough to be able
when things really get rough to be able to pick yourself up and pick yourself up
to pick yourself up and pick yourself up
to pick yourself up and pick yourself up over and over again and believe me if
over and over again and believe me if
over and over again and believe me if you decide to go for the goal in your
you decide to go for the goal in your
you decide to go for the goal in your life you’re going to get knocked down
life you’re going to get knocked down
life you’re going to get knocked down over and over and over and over again
over and over and over and over again
over and over and over and over again every single week you’re going to have
every single week you’re going to have
every single week you’re going to have heartaches and disappointments and
heartaches and disappointments and
heartaches and disappointments and frustrations and setbacks and obstacles
frustrations and setbacks and obstacles
frustrations and setbacks and obstacles but without those obstacles no success
but without those obstacles no success
but without those obstacles no success is possible you see the only way we can
is possible you see the only way we can
is possible you see the only way we can be successful is if we develop momentum
be successful is if we develop momentum
be successful is if we develop momentum and we cannot develop the momentum
and we cannot develop the momentum
and we cannot develop the momentum unless we are struggling with obstacles
unless we are struggling with obstacles
unless we are struggling with obstacles and struggle with adversity goes hand in
and struggle with adversity goes hand in
and struggle with adversity goes hand in hand with all great success what most
hand with all great success what most
hand with all great success what most people do is they back away from
people do is they back away from
people do is they back away from adversity but if you want to see if
adversity but if you want to see if
adversity but if you want to see if you’re a brave person what they call the
you’re a brave person what they call the
you’re a brave person what they call the four o’clock in the morning courage
four o’clock in the morning courage
four o’clock in the morning courage weight when things go completely to
weight when things go completely to
weight when things go completely to pieces when things are the worst when
pieces when things are the worst when
pieces when things are the worst when your very best deal falls apart and your
your very best deal falls apart and your
your very best deal falls apart and your rent is late and you’re tired and you’re
rent is late and you’re tired and you’re
rent is late and you’re tired and you’re sick and everybody is mad at you and
sick and everybody is mad at you and
sick and everybody is mad at you and your car doesn’t work then it’s the
your car doesn’t work then it’s the
your car doesn’t work then it’s the person that picks themself up and says
person that picks themself up and says
person that picks themself up and says nothing is going to stop me you know you
nothing is going to stop me you know you
nothing is going to stop me you know you know the best quality in the world that
know the best quality in the world that
know the best quality in the world that you can develop and I give it to you
you can develop and I give it to you
you can develop and I give it to you because I’ve made it my life’s habit to
because I’ve made it my life’s habit to
because I’ve made it my life’s habit to develop this quad hope I’ve got it I
develop this quad hope I’ve got it I
develop this quad hope I’ve got it I don’t know for sure but the quality is
don’t know for sure but the quality is
don’t know for sure but the quality is to develop the quality of being
to develop the quality of being
to develop the quality of being unstoppable develop the quality of being
unstoppable develop the quality of being
unstoppable develop the quality of being unstoppable say in yourself that no
unstoppable say in yourself that no
unstoppable say in yourself that no matter what life throws at me it’ll
matter what life throws at me it’ll
matter what life throws at me it’ll never stop me no matter how rough it
never stop me no matter how rough it
never stop me no matter how rough it gets I will never quit and nothing will
gets I will never quit and nothing will
gets I will never quit and nothing will ever stop me make the decision that you
ever stop me make the decision that you
ever stop me make the decision that you can be tired you can be worn out but
can be tired you can be worn out but
can be tired you can be worn out but nothing is ever going to stop you that’s
nothing is ever going to stop you that’s
nothing is ever going to stop you that’s a wonderful decision because then no
a wonderful decision because then no
a wonderful decision because then no matter what life throws at you you pick
matter what life throws at you you pick
matter what life throws at you you pick yourself up and you say okay give it you
yourself up and you say okay give it you
yourself up and you say okay give it you know do give it your best shot as far as
know do give it your best shot as far as
know do give it your best shot as far as he says nothing is going to stop it’s a
he says nothing is going to stop it’s a
he says nothing is going to stop it’s a wonderful feeling so wonderful feeling
wonderful feeling so wonderful feeling
wonderful feeling so wonderful feeling as it’s the basis of self-esteem
it’s confidence and confidence comes as
it’s confidence and confidence comes as a result of everything else if you do
a result of everything else if you do
a result of everything else if you do all the things that we’ve talked about
all the things that we’ve talked about
all the things that we’ve talked about if you concentrate on becoming excellent
if you concentrate on becoming excellent
if you concentrate on becoming excellent concentrate single-mindedly be clear
concentrate single-mindedly be clear
concentrate single-mindedly be clear about your goals consider other people
about your goals consider other people
about your goals consider other people practice the golden rule if you practice
practice the golden rule if you practice
practice the golden rule if you practice courage if your practice consistency if
courage if your practice consistency if
courage if your practice consistency if you practice all of these then pretty
you practice all of these then pretty
you practice all of these then pretty soon you develop a level of self
soon you develop a level of self
soon you develop a level of self confidence the confidence comes as a
confidence the confidence comes as a
confidence the confidence comes as a result you don’t get confidence out of a
result you don’t get confidence out of a
result you don’t get confidence out of a bottle you don’t get confidence among a
bottle you don’t get confidence among a
bottle you don’t get confidence among a pill you can’t learn confidence in a
pill you can’t learn confidence in a
pill you can’t learn confidence in a motivational seminar you only get
motivational seminar you only get
motivational seminar you only get confidence by doing certain things over
confidence by doing certain things over
confidence by doing certain things over and over again that build a solid
and over again that build a solid
and over again that build a solid foundation within your own mind that you
foundation within your own mind that you
foundation within your own mind that you can do whatever you need to do that you
can do whatever you need to do that you
can do whatever you need to do that you have what it takes to be successful
have what it takes to be successful
have what it takes to be successful self-doubt is the great paralyzer of all
self-doubt is the great paralyzer of all
self-doubt is the great paralyzer of all activity we all have self-doubt and the
activity we all have self-doubt and the
activity we all have self-doubt and the way we overcome that self-doubt is by
way we overcome that self-doubt is by
way we overcome that self-doubt is by doing the things that we would normally
doing the things that we would normally
doing the things that we would normally back away from as it can say continue to
back away from as it can say continue to
back away from as it can say continue to move forward self-confidence begets
move forward self-confidence begets
move forward self-confidence begets great achievement you cannot imagine a
great achievement you cannot imagine a
great achievement you cannot imagine a successful person with lacking
successful person with lacking
successful person with lacking self-confidence that the wonderful thing
self-confidence that the wonderful thing
self-confidence that the wonderful thing is this and I learned this from a very
is this and I learned this from a very
is this and I learned this from a very great man who died recently is that if
great man who died recently is that if
great man who died recently is that if you persist until you succeed at
you persist until you succeed at
you persist until you succeed at achieving a goal that is important to
achieving a goal that is important to
achieving a goal that is important to you and you complete it like a degree in
you and you complete it like a degree in
you and you complete it like a degree in school or you wrap up a sale or you make
school or you wrap up a sale or you make
school or you wrap up a sale or you make a career successful you plug into your
a career successful you plug into your
a career successful you plug into your subconscious mind a success pattern and
subconscious mind a success pattern and
subconscious mind a success pattern and then the subconscious mind running on
then the subconscious mind running on
then the subconscious mind running on the basis of inertia attempts to adjust
the basis of inertia attempts to adjust
the basis of inertia attempts to adjust your words actions and feelings to
your words actions and feelings to
your words actions and feelings to duplicate that success pattern and
duplicate that success pattern and
duplicate that success pattern and that’s why they say nothing succeeds
that’s why they say nothing succeeds
that’s why they say nothing succeeds like success that once you’ve been
like success that once you’ve been
like success that once you’ve been successful you have a pattern set down
successful you have a pattern set down
successful you have a pattern set down which will enable you to apply that
which will enable you to apply that
which will enable you to apply that pattern to another part of your work to
pattern to another part of your work to
pattern to another part of your work to be successful in that and the more you
be successful in that and the more you
be successful in that and the more you succeed the more this pattern of success
succeed the more this pattern of success
succeed the more this pattern of success is reinforced and you’ll finally reach
is reinforced and you’ll finally reach
is reinforced and you’ll finally reach the point where it’s impossible for you
the point where it’s impossible for you
the point where it’s impossible for you to fail if you succeed enough times
to fail if you succeed enough times
to fail if you succeed enough times because you will have within you a
because you will have within you a
because you will have within you a self-adjusting mechanism that will
self-adjusting mechanism that will
self-adjusting mechanism that will guarantee your success
guarantee your success
guarantee your success [Music]
[Music]
[Music] behave confidently as Dorothea brand
behave confidently as Dorothea brand
behave confidently as Dorothea brand wrote in 1935 and her wonderful book
wrote in 1935 and her wonderful book
wrote in 1935 and her wonderful book wake up and live
wake up and live
wake up and live she said the key to success is this is
she said the key to success is this is
she said the key to success is this is she said go confidently in the direction
she said go confidently in the direction
she said go confidently in the direction of your dreams and act as though it were
of your dreams and act as though it were
of your dreams and act as though it were impossible to fail go confidently in the
impossible to fail go confidently in the
impossible to fail go confidently in the direction of your dreams and act as
direction of your dreams and act as
direction of your dreams and act as though it were impossible to fail and
though it were impossible to fail and
though it were impossible to fail and this brings us to the most important
this brings us to the most important
this brings us to the most important part if I can just summarize in one
part if I can just summarize in one
part if I can just summarize in one minute it is this is that your true
minute it is this is that your true
minute it is this is that your true beliefs are only and always expressed in
beliefs are only and always expressed in
beliefs are only and always expressed in your actions it is not what you say or
your actions it is not what you say or
your actions it is not what you say or what you intend that tells what you
what you intend that tells what you
what you intend that tells what you believe but only what you do your
believe but only what you do your
believe but only what you do your actions are always the true measure and
actions are always the true measure and
actions are always the true measure and the interesting thing that we’ve learned
the interesting thing that we’ve learned
the interesting thing that we’ve learned in behavioral psychology is this that if
in behavioral psychology is this that if
in behavioral psychology is this that if you do not feel self-confident
you do not feel self-confident
you do not feel self-confident courageous consistent by concentrating
courageous consistent by concentrating
courageous consistent by concentrating clear and so on if you don’t feel like
clear and so on if you don’t feel like
clear and so on if you don’t feel like it most of us start off not feeling like
it most of us start off not feeling like
it most of us start off not feeling like it if you will act the part if you will
it if you will act the part if you will
it if you will act the part if you will pretend as though you have the quality
pretend as though you have the quality
pretend as though you have the quality already the feelings will generate the
already the feelings will generate the
already the feelings will generate the actions and the actions will generate
actions and the actions will generate
actions and the actions will generate the feelings that if you will act walk
the feelings that if you will act walk
the feelings that if you will act walk talk and live by the same principles and
talk and live by the same principles and
talk and live by the same principles and do the same things that successful men
do the same things that successful men
do the same things that successful men and women do even if you doubt yourself
and women do even if you doubt yourself
and women do even if you doubt yourself in the initial stages eventually you
in the initial stages eventually you
in the initial stages eventually you will come to the point where you
will come to the point where you
will come to the point where you actually feel to the bottom of your soul
actually feel to the bottom of your soul
actually feel to the bottom of your soul like a successful positive confident
like a successful positive confident
like a successful positive confident cheerful optimistic unstoppable human
cheerful optimistic unstoppable human
cheerful optimistic unstoppable human being
”
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