my father had 90 years but it seemed in
93 years but it seemed short in his
seemingly long life of 93 years it was
short because it just seems like if we
only had more time the Old Testament
gives us a view of some people who live
to be five six seven eight nine hundred
years old if I have a chance to ask
I will ask how come we got shortchanged
wouldn’t that be a good question if you
had a chance to ask imagine seven eight
nine hundred years to watch generation
after generation after generation after
generation stay healthy and well I mean
you got to have you got to be healthy to
make it to nine hundred you got to take
your vitamins I’m pushing the Bible I’m
pushing vitamins I’m doing I’m doing
good today
so the key is time is precious now let
me give you Bill Bailey’s description of
time life is not just the passing of
time life is not just the passing of
time life is a collection of experiences
they’re frequency
and their intensity life is not just
watching the clock tick away life is a
collection of experiences their
intensity their frequency when my friend
mark died at age 44 someone says that’s
young to die but what if he lived four
lifetimes in one might not be too young
so here’s what it whatever the span of
your life turns out to be here’s what
you want to fill it up with experiences
and the intensity of those experiences
but now let’s talk about the management
of time here’s one of the best ones we
covered earlier when should you start
building this hotel answer as soon as
you have it finished now chop this one
down on time management when should you
start the day as soon as you have it
finished
plan the day the best you can leaving
plenty of room for improvising and
surprises and all the stuff that happens
during the course of the day but if
you’ve planned a good productive day now
you start that day you can’t believe how
much more valuable your time will be
don’t start the day until you have it
finished now here’s the next one
don’t start the week until you’ve had it
finished now to lay out a week is a
pretty good challenge next don’t start
the month until you have it finished the
places to go and the people to see and
the productivity and the sales and the
customers and the development and all
the rest of what you want to accomplish
during the course of 30 days don’t stock
the month till it’s finished and then
here’s the big one this is really
challenging don’t start the year until
you have it finished to the best of your
ability
it can’t be finished like minute by
minute but in terms of the sweep of what
you want to accomplish in the year 2002
make sure that that’s set and ready to
go but the time January 1st rolls around
and it might get all upset and it might
get torn up and you do anew and you make
so much progress the first 90 days that
now you’ve got you’ve multiplied at all
by two by three because that happened to
me I thought wow are yours happen this
is gonna be a great year
by the time I’d finish the third month
I’m rolling I’m sore and so many things
are happening I revised my whole years
of plan okay
now chop this down approaches to the
management of time here’s the first one
ignore the subject I mean that’s good
advice
don’t let anything overly bug you cuz
you remember now you don’t have to do
anything so I got to get a handle on my
time the answer’s no you don’t if you
want to let it all go you can let it all
go
I mean this is good advice somebody says
you ought you ought you ought jot this
down they ignore all the you arts or you
should only if they’re giving general
information we should it’s better to say
if you’re teaching we should not you
should we should then you let me listen
in without it being too confrontational
if everyone did this see that would be
great and then you give a person a
chance to choose to do it or not to do
it but when you start to you ought you
are now see if I don’t now see we’ve got
some tension and maybe some problems so
you are seem to always create problems
when you’re talking to your kids you say
no if kids would do this not always
saying if you did this if you did this
life would be better but if kids did
this life would be better it’s like
making a little talk and letting them
listen in and then it’s a little less
confrontational it gives us a choice in
one of my seminars here’s what I teach
all life forms strives to the max of its
potential except human beings all life
forms strives to the max of its
potential except human beings how tall
will a tree grow as tall as it possibly
can you never heard of a tree growing
half as high as it could no trees don’t
grow half a tree drives its roots as
deep as it can’t reaches as high as it
can produces every leaf it can every
fruit that possibly can to the max every
life-form strives to the max except
human beings now why not human beings
jot this down you’ve been given the
dignity of choice you’re not a robot you
don’t have to repeat this year the same
as last year
you can tear up last year’s plan develop
a new plan
so the dignity of being a human being
now here’s the choice on being a human
being to be part of all we were meant to
be or to be all to strive for all or
half or part or some the choice is up to
you to develop one skill or ten skills
so this is well I’d be happy with just
one more language well some say hey I’m
gonna learn six or seven and this is all
a matter of choice and when someone says
no you ought to learn four you’ve got to
resist all left because this is personal
dignity and you don’t want to destroy
some dignity but by doing all the arts
and they feel reluctant to do it now
we’ve got problems so if you want to
just ignore this subject on time
management now here’s the next one step
down to something easier
the guy said sales and he says oh I want
to hold the company finally owns the
company now he’s got no time to play
golf he said when I was in sales I was
making big money playing golf three days
a week heck with this owning something
heck with managing my life was never my
own after I started to manage I’m going
back to sales see this is the key if
you’re getting too pressed you might
consider stepping down to something with
a little easier time pressure little
girl says to her mother daddy comes home
brings his briefcase and Pat’s me on his
head and says hello disappears and works
on these papers how come my daddy
doesn’t play with me and her mother said
look your daddy loves you very much but
he has he’s so busy at work he can’t get
it all done and he has to bring it home
he loves you but that’s why he can’t
play with you and the little girl said
why don’t they just put him in a slower
group so chop this down now if you don’t
have time for your kids you might
consider joining a slower group remember
when I said some things I went for cost
me too much so reconsider next key to
time management and that’s work longer
and harder but see there’s a limit to
that I almost lost my health the first
year I went so crazy about personal
development and achievement I just went
bonkers you know I told you I was skinny
but the end of that first year I was a
walking shadow and then it suddenly
occurred to me what if I got rich and
too ill to spend it I mean that was a
shocker
so I started you know developing a
little more reasonable because I said if
12 hours won’t do it all work 14 if that
won’t do it I’ll work 18 I mean how many
hours it takes and sure enough it cost
me too much so see working longer and
harder for some might be appropriate you
know if you’re just sitting around not
doing that much this might be good work
longer and harder but you can only work
so hard
here’s the key not to work harder but
smarter when you’ve worked as hard as
you can doing the best you can in terms
of physical output in the time
reasonable time now here’s the ultimate
in the management of time and that is
you simply become more skillful when I
first got into sales you know I was
around people that could get you know
nine out of ten eight out of ten and
when I first started I could only get
one out of ten but here’s what I did I
worked around the clock around the clock
so that I would make up in numbers what
I lacked in skill that’s good in sales
you got to jot that down when you’re new
you make up in numbers which you lack in
skill now when you become more skillful
the numbers can go down because now
you’re you’re persuasive ability and all
of that is now so high that you don’t
need to put as many numbers out but at
first if you want to compete or if you
want to really get good you’ve got to
put in the numbers but if you get more
from yourself develop more of yourself
now the time management becomes an
easier task now here’s the next thing
either you run the project or it runs
you I found out when you start something
at first you’re in charge all of a
sudden a year later it’s in charge
some of the companies I started I’m
telling you I’m in control a couple of
years later I’m out of control at first
I’ve got it on the run two years later
it’s got me on the run haven’t got
enough time I’m dizzy with trying to get
it all done so here’s part of the key
that’s to get in charge so I’m going to
take charge of my health one of my
albums is entitled take charge of your
life take charge of your time take
charge of your resources which we’re
going to talk about next take charge of
your health you’re the one that’s
responsible for it it’s not a
requirement of society that you not have
a heart attack me take care of your
family that’s not a requirement of
society but you must make it a
requirement of yourself society doesn’t
require that you build a financial wall
around your family nothing can get
through that’s not a requirement of
society it’s a requirement you impose on
yourself to build a financial wall
around your family nothing can get them
through so impose on yourself this self
development of being in charge taking
charge of your life and your health and
your future and your responsibilities
and all the rest next reasonable time is
enough time to achieve all of your goals
just drop that down
reasonable time is enough time
I had to learn that reasonable time is
enough time here’s why it’s not the
hours you put in that’s what you put in
the hours if you start depositing
greater ideas into the hours you’ve got
later than now I’m telling you later you
can’t believe the productivity that will
flow the ideas you can’t think of now a
year from now they’ll start to flow and
when you deposit those ideas in the
hours you’ve got productivity multiplies
by two three five ten next time
management essential we’ve already
covered the first one a written set of
goals and then do priorities on your
goals what’s important this week what’s
important this month
here’s the next one
often review just go over your goals to
make sure that your list is working for
you it’s got you inspired it’s got you
turned on so missus how come you’re up
so early say if you were headed where
I’m headed you’d be up early too if you
were gonna meet who I’m gonna meet you’d
be up early if it was gonna stack up for
you like it’s stacking up for me you’d
be getting that early here’s some more
time management essentials learn to
study what we call majors and minors you
pick up the phone here’s what you must
say when you pick up the phone is this a
major conversation or a minor
conversation if it’s minor a few
pleasantries and you’re done if it’s
major maybe you’ve got to make a few
notes so here’s the next one
important conversations make an agenda
before you make the call just jot down a
little agenda it’s so easy now to just
talk out of your head you ever hear a
conversation end like this like this
let’s see there
something else see you don’t look that
Swift I can’t think of it right now I’ll
call you back
see you look a little incompetent let’s
see there was something it escapes me
right now really so if you got this now
make an agenda before you make a call if
it’s an important call now later that
saves you all kinds of stuff you call
John in the salesman say John remember
those four things we went over said no
we didn’t talk about that and then you
pull out to your daytime or whatever and
there’s the list you made when you made
the call he said oh yes seems like I do
remember and you’ve got him with your
list if it’s just sales people
especially can talk you out of what’s in
your head it’s true no we didn’t talk
about that and if you don’t have a
little proof I’m telling you it’s gone
so make an agenda before you make a call
so what’s a major what’s minor now
here’s the key on this don’t major in
minor things if you take up major time
to do minor things I’m telling you
you’ll be behind the curve constantly
here’s what we learn in sales training
what’s major time on what’s minor time
here’s minor time thinking about
prospects here’s minor time making list
of prospects
here’s minor time keeping books on
prospects
here’s minor time going to see the
prospect
here’s minor time evaluating the
prospect after you’ve been there
that’s all minor time here’s major time
in the presence of the press
that’s mine that’s major time and if you
took a look if you’re in sales and you
took a look at a week you’d say my gosh
I’m spending 90% of my time on the minor
stuff and so little time on the major
stuff in the presence of how many hours
in the presence of in my day how many
hours in the presence of during my sales
week it’s just the time that really
counts is in the presence of majors and
minors
here’s another key time management
essential don’t mistake movement for
achievement it’s easy to get faked out
by being busy that comes home at night
all exhausted falls in the chair and so
I’ve been going going going here’s the
big question
doing what it’s not the go and go and
going some people are going going going
and they’re doing figure eight
their progress is small so don’t mistake
movement for achievement here’s another
one in sales we learned don’t mistake
courtesy for consent if somebody’s
Pleasant and they nod you say oh they’re
gonna buy know they’re courteous you
can’t mistake courtesy for consent
now here’s the big one concentration I
had to learn this all those years ago
I’m in the shower trying to compose a
letter found it turns out to be a
strange letter so here’s what I learned
to do save them work till you get to the
office save the work till you get to the
work don’t try to get to the office on
the way to work on the way to work enjoy
the way and the shower enjoy the shower
then go to work when you get to work I
found this to be helpful concentration
here’s another big one learn to say no
I’m telling you in such a social society
we have now it’s so easy to try to be a
nice person saying yes yes yes to
everything find yourself overloaded now
you’ve got to call make the well gosh
and you know all the time it takes to
back out of something that you said said
yes to too quickly here’s what might be
better I don’t think so but if that
changes I’ll call you little things you
can use not to commit over commit
yourself my friend Ron Reynolds says
don’t let your mouth overload your back
it’s a good one now here’s a big one on
time management when you work work when
you play play don’t mix the two don’t
work at play I used to take my family to
the beach and I would bring my briefcase
I learned not to do that or at the beach
I’m saying I should be at the office I
should be at the office now my family’s
upset because I’m at the beach and I’m
thinking office office office now when
I’m at the office I’m thinking what I
gotta get my family to the beach the
beach the beach so things are not going
too well at the office because I’m
thinking beach and things are not going
too well up the beach cause I’m thinking
office here’s what I learned to do at
the beach be at the beach at the office
be at the office when you work work when
you play play don’t mix the two don’t
work at play now here’s one of the most
important ones don’t play at work work
is too serious you don’t want the
reputation of being the office joker
it’s not a good yes there’s time for
some pleasant stories yes there’s time
for a little humor yes best if it’s a
happy office of course but I’m telling
you you got to be serious about work
because you’re parting with a piece of
your life for the work you do your work
costs you a piece of your life here’s
what it’s called serious business not
grim not unhappy but serious he don’t
play at work
the only person I don’t think we use
anymore horse around at the office play
around play jokes play tricks no place
not at the workplace at the BG is at the
bar yes somewhere else not work you’ve
got to treat work with all due
conservative passion because it’s
leading you to your future here’s
another key phrase all work is good you
may not like your job but if it’s the
stepping stones to get you to where you
want to to go you’ve got to appreciate
your job you don’t have to have a
passion for your job here’s the ultimate
passion a passion for incredible success
in every department of my life that’s
the passion but don’t look down down on
some menial job you have to do to
finally get you to where you want to go
no job is menial menial no job is not no
every job is noble training life for pay
making a contribution to society next
analyze how you are and if you have some
weaknesses if you can’t doesn’t seem
like you can change here’s the key get
it covered I used to keep promising
myself I’d keep the books keep the books
keep the books finally I gave that up
and back then it only took me an extra
50 60 bucks a month for some accountant
to keep the books as a no I’m gonna save
the 50 bucks you can’t believe what I
started losing in productivities because
I tried to save the 50 bucks so the key
is a lot of time you can stay like you
are but just make sure you get it
covered okay next
beware of the telephone and all other
systems of communication especially the
telephone at home and systems of
communication at home and here’s one of
the best lines I’ve got for you for the
weekend let all communication system
serve you but don’t let them intrude
when it comes time to have dinner with
your family you shut off all systems
unless the ones that can take messages
silently
don’t let the phone ring
don’t let anybody intrude come through
the front door nor the backdoor nor
through the telephone or any other
device so you can’t reach John and his
family when he’s having dinner the
President of the United States couldn’t
get through if you develop that kind of
a reputation father mother well we have
dinner when we’re visiting and have this
time with our family nothing intrudes so
don’t let these clever little devices
keep intruding you’ve got to have a
place that sank or sank it’s it’s
valuable you don’t let anything in for
that period of time okay
isn’t it good advice excellent advice
here’s the next one
read all the books you know I’ve only
got a few notes here on time management
but if you’ve got some particular
challenges you run a big organization a
big corporation you’ve got some
challenges there’s plenty of books now
here’s what’s next just be more alert to
the things that might be stealing your
time here’s why
time is like capital you can’t let
someone steal your seed corn you can’t
let someone steal your capital and you
can’t let someone steal your time you
must designate your time and some of the
time that you designate you must not let
anyone steal casual time you might let
someone intrude and steal a little bit
and take a little bit but not serious
time
next one of the great time management
savers is to learn to ask questions
upfront
sometimes you talk to somebody for an
hour and then you ask questions and find
out if you would have asked those
questions up front you could have saved
yourself an hour asking questions up
front helps you to get to the problem
now but if you just launch into some
discourse you might waste 30 minutes of
waste an hour when here’s what you
should have been talking about after
you’ve finished an hour you say John
what’s really the problem he said well
it’s something personal see that’s what
you should have been talking about this
whole hour next learn to think on paper
now we’re gonna take a break
some ways to think on paper one we’ve
covered one solving problems take it out
of your head and put it on paper another
one is setting goals making these lists
we’ve already started here’s another
good way to think on paper it’s a
projects book each person you’re working
with and each project you’re working on
get a loose-leaf binder and a tab and
some pieces of paper behind the tab and
do a little continual summary of how
it’s going between you and that person
and between you and that project I call
it a projects book it is so useful to me
but what’s going on between you and this
person when you last got together what
did you talk about and you got a few
notes so here’s what we talked about the
last time we got together now when you
get together again you can review that
so you’ll know better what to talk about
when the president gets ready to travel
and he’s gonna meet some important
people guess what they bringing all
these briefing books all right the last
time you were with Khrushchev Kennedy is
informed here’s what he said nears what
you said Kennedy said no that’s about
you I need to remember that if a person
is important it’s worth a little running
account you might even have a project
book for your children here’s what’s
happening between me and my child we’ve
talked about this and we’ve talked about
this when we talked about this next
a date timer keeping track of all of
your appointments you know mine is all
filled with you know when to catch an
airplane and when to do a seminar when
to sit down and have a conference all
the rest next is a game plan you know if
you’ve got a house and the you know
insurance is gonna come due and some
other things are gonna come do you just
put it on a spreadsheet and make sure
it’s taken care of
key phrase take things out of your head
and put them on paper and the key is to
just experiment with different ways that
helps you to do that now here’s the last
one thinking on paper and that’s to keep
a journal one of the things I’m known
for around the world have been now for
39 40 years is keeping a journal now my
journal is not a you know it’s not
necessarily a it’s not like a diary it
might be part diary
you know I’m flying over Ireland and
write down a few little things that
impressed me today I met this person
what an extraordinary event today the
scent I conducted this seminar in Rome
thousand people stood up there saying
for me I’ve got a little bit of a diary
in there but here’s what primarily your
journal is for collecting good ideas a
journal is to collect the good ideas on
your health good ideas for your business
good ideas for your future good ideas
for time management cuz I used to take
notes on pieces of paper and torn off
corners and backs of old envelopes and
restaurant placemats
and I threw all this stuff in a drawer
it did not serve me well I found Lee
learn to get a bound copy right and just
keep a journal
all right five of us here I have my
journal I’d be taking notes right these
two days in my journal now if you’re
caught without your journal you just
take the notes when you get back home
you’ve put those notes in your journal
throw the paper away because we don’t
usually go through paper to review but
see my journals now make up a
significant
my own library my journals all reserved
privately for my children and my
grandchildren
can you imagine what I’ve collected over
the years it’s unbelievable there are
three treasures to leave behind I think
you’ve already got those notes right
here they are number one your pictures
don’t leave the event unrecorded takes
only a fraction of the scent of a second
to say here’s who I was with when I
travel the world right we take all these
pictures and here’s one of the gifts
people send me the pictures they took of
me and then it’s part of the treasures I
have on the farm incredibly a picture’s
worth a thousand words to describe the
scene the emotion
what happened say wow this was an
extraordinary day for me when I met
these people here’s what they told me
happened to them when they went to my
seminar ten years ago Wow the drama
comes back if you’ve taken the pictures
it’s one of the treasures to leave
behind when you go
remember the old photographs that we
have now you know hundred years ago 70
80 years ago just a few photographs what
would it be like if you had thousands of
photographs of the past of your history
your mother your father grandparents so
change all of that now for your children
leave all your photographs as a record
here’s what’s next to leave behind and
that’s your library the books that
changed your life the books to change
your health the books that rescued you
from oblivion the books that you passed
on to other people they were so exciting
for you that books that made you
financially independent the books that
developed your leadership the books that
gave you wisdom to ponder when things
were tough the books that got you
through the winter the books that helped
you to plant in the spring and the
harvest in the fall what a treasure to
leave behind if you do that here’s
what’s for sure your books will be more
valuable than your furniture now the
third treasure to leave behind is your
journals the notes you took that help
you to live life as you lived it
93 years but it seemed short in his
seemingly long life of 93 years it was
short because it just seems like if we
only had more time the Old Testament
gives us a view of some people who live
to be five six seven eight nine hundred
years old if I have a chance to ask
I will ask how come we got shortchanged
wouldn’t that be a good question if you
had a chance to ask imagine seven eight
nine hundred years to watch generation
after generation after generation after
generation stay healthy and well I mean
you got to have you got to be healthy to
make it to nine hundred you got to take
your vitamins I’m pushing the Bible I’m
pushing vitamins I’m doing I’m doing
good today
so the key is time is precious now let
me give you Bill Bailey’s description of
time life is not just the passing of
time life is not just the passing of
time life is a collection of experiences
they’re frequency
and their intensity life is not just
watching the clock tick away life is a
collection of experiences their
intensity their frequency when my friend
mark died at age 44 someone says that’s
young to die but what if he lived four
lifetimes in one might not be too young
so here’s what it whatever the span of
your life turns out to be here’s what
you want to fill it up with experiences
and the intensity of those experiences
but now let’s talk about the management
of time here’s one of the best ones we
covered earlier when should you start
building this hotel answer as soon as
you have it finished now chop this one
down on time management when should you
start the day as soon as you have it
finished
plan the day the best you can leaving
plenty of room for improvising and
surprises and all the stuff that happens
during the course of the day but if
you’ve planned a good productive day now
you start that day you can’t believe how
much more valuable your time will be
don’t start the day until you have it
finished now here’s the next one
don’t start the week until you’ve had it
finished now to lay out a week is a
pretty good challenge next don’t start
the month until you have it finished the
places to go and the people to see and
the productivity and the sales and the
customers and the development and all
the rest of what you want to accomplish
during the course of 30 days don’t stock
the month till it’s finished and then
here’s the big one this is really
challenging don’t start the year until
you have it finished to the best of your
ability
it can’t be finished like minute by
minute but in terms of the sweep of what
you want to accomplish in the year 2002
make sure that that’s set and ready to
go but the time January 1st rolls around
and it might get all upset and it might
get torn up and you do anew and you make
so much progress the first 90 days that
now you’ve got you’ve multiplied at all
by two by three because that happened to
me I thought wow are yours happen this
is gonna be a great year
by the time I’d finish the third month
I’m rolling I’m sore and so many things
are happening I revised my whole years
of plan okay
now chop this down approaches to the
management of time here’s the first one
ignore the subject I mean that’s good
advice
don’t let anything overly bug you cuz
you remember now you don’t have to do
anything so I got to get a handle on my
time the answer’s no you don’t if you
want to let it all go you can let it all
go
I mean this is good advice somebody says
you ought you ought you ought jot this
down they ignore all the you arts or you
should only if they’re giving general
information we should it’s better to say
if you’re teaching we should not you
should we should then you let me listen
in without it being too confrontational
if everyone did this see that would be
great and then you give a person a
chance to choose to do it or not to do
it but when you start to you ought you
are now see if I don’t now see we’ve got
some tension and maybe some problems so
you are seem to always create problems
when you’re talking to your kids you say
no if kids would do this not always
saying if you did this if you did this
life would be better but if kids did
this life would be better it’s like
making a little talk and letting them
listen in and then it’s a little less
confrontational it gives us a choice in
one of my seminars here’s what I teach
all life forms strives to the max of its
potential except human beings all life
forms strives to the max of its
potential except human beings how tall
will a tree grow as tall as it possibly
can you never heard of a tree growing
half as high as it could no trees don’t
grow half a tree drives its roots as
deep as it can’t reaches as high as it
can produces every leaf it can every
fruit that possibly can to the max every
life-form strives to the max except
human beings now why not human beings
jot this down you’ve been given the
dignity of choice you’re not a robot you
don’t have to repeat this year the same
as last year
you can tear up last year’s plan develop
a new plan
so the dignity of being a human being
now here’s the choice on being a human
being to be part of all we were meant to
be or to be all to strive for all or
half or part or some the choice is up to
you to develop one skill or ten skills
so this is well I’d be happy with just
one more language well some say hey I’m
gonna learn six or seven and this is all
a matter of choice and when someone says
no you ought to learn four you’ve got to
resist all left because this is personal
dignity and you don’t want to destroy
some dignity but by doing all the arts
and they feel reluctant to do it now
we’ve got problems so if you want to
just ignore this subject on time
management now here’s the next one step
down to something easier
the guy said sales and he says oh I want
to hold the company finally owns the
company now he’s got no time to play
golf he said when I was in sales I was
making big money playing golf three days
a week heck with this owning something
heck with managing my life was never my
own after I started to manage I’m going
back to sales see this is the key if
you’re getting too pressed you might
consider stepping down to something with
a little easier time pressure little
girl says to her mother daddy comes home
brings his briefcase and Pat’s me on his
head and says hello disappears and works
on these papers how come my daddy
doesn’t play with me and her mother said
look your daddy loves you very much but
he has he’s so busy at work he can’t get
it all done and he has to bring it home
he loves you but that’s why he can’t
play with you and the little girl said
why don’t they just put him in a slower
group so chop this down now if you don’t
have time for your kids you might
consider joining a slower group remember
when I said some things I went for cost
me too much so reconsider next key to
time management and that’s work longer
and harder but see there’s a limit to
that I almost lost my health the first
year I went so crazy about personal
development and achievement I just went
bonkers you know I told you I was skinny
but the end of that first year I was a
walking shadow and then it suddenly
occurred to me what if I got rich and
too ill to spend it I mean that was a
shocker
so I started you know developing a
little more reasonable because I said if
12 hours won’t do it all work 14 if that
won’t do it I’ll work 18 I mean how many
hours it takes and sure enough it cost
me too much so see working longer and
harder for some might be appropriate you
know if you’re just sitting around not
doing that much this might be good work
longer and harder but you can only work
so hard
here’s the key not to work harder but
smarter when you’ve worked as hard as
you can doing the best you can in terms
of physical output in the time
reasonable time now here’s the ultimate
in the management of time and that is
you simply become more skillful when I
first got into sales you know I was
around people that could get you know
nine out of ten eight out of ten and
when I first started I could only get
one out of ten but here’s what I did I
worked around the clock around the clock
so that I would make up in numbers what
I lacked in skill that’s good in sales
you got to jot that down when you’re new
you make up in numbers which you lack in
skill now when you become more skillful
the numbers can go down because now
you’re you’re persuasive ability and all
of that is now so high that you don’t
need to put as many numbers out but at
first if you want to compete or if you
want to really get good you’ve got to
put in the numbers but if you get more
from yourself develop more of yourself
now the time management becomes an
easier task now here’s the next thing
either you run the project or it runs
you I found out when you start something
at first you’re in charge all of a
sudden a year later it’s in charge
some of the companies I started I’m
telling you I’m in control a couple of
years later I’m out of control at first
I’ve got it on the run two years later
it’s got me on the run haven’t got
enough time I’m dizzy with trying to get
it all done so here’s part of the key
that’s to get in charge so I’m going to
take charge of my health one of my
albums is entitled take charge of your
life take charge of your time take
charge of your resources which we’re
going to talk about next take charge of
your health you’re the one that’s
responsible for it it’s not a
requirement of society that you not have
a heart attack me take care of your
family that’s not a requirement of
society but you must make it a
requirement of yourself society doesn’t
require that you build a financial wall
around your family nothing can get
through that’s not a requirement of
society it’s a requirement you impose on
yourself to build a financial wall
around your family nothing can get them
through so impose on yourself this self
development of being in charge taking
charge of your life and your health and
your future and your responsibilities
and all the rest next reasonable time is
enough time to achieve all of your goals
just drop that down
reasonable time is enough time
I had to learn that reasonable time is
enough time here’s why it’s not the
hours you put in that’s what you put in
the hours if you start depositing
greater ideas into the hours you’ve got
later than now I’m telling you later you
can’t believe the productivity that will
flow the ideas you can’t think of now a
year from now they’ll start to flow and
when you deposit those ideas in the
hours you’ve got productivity multiplies
by two three five ten next time
management essential we’ve already
covered the first one a written set of
goals and then do priorities on your
goals what’s important this week what’s
important this month
here’s the next one
often review just go over your goals to
make sure that your list is working for
you it’s got you inspired it’s got you
turned on so missus how come you’re up
so early say if you were headed where
I’m headed you’d be up early too if you
were gonna meet who I’m gonna meet you’d
be up early if it was gonna stack up for
you like it’s stacking up for me you’d
be getting that early here’s some more
time management essentials learn to
study what we call majors and minors you
pick up the phone here’s what you must
say when you pick up the phone is this a
major conversation or a minor
conversation if it’s minor a few
pleasantries and you’re done if it’s
major maybe you’ve got to make a few
notes so here’s the next one
important conversations make an agenda
before you make the call just jot down a
little agenda it’s so easy now to just
talk out of your head you ever hear a
conversation end like this like this
let’s see there
something else see you don’t look that
Swift I can’t think of it right now I’ll
call you back
see you look a little incompetent let’s
see there was something it escapes me
right now really so if you got this now
make an agenda before you make a call if
it’s an important call now later that
saves you all kinds of stuff you call
John in the salesman say John remember
those four things we went over said no
we didn’t talk about that and then you
pull out to your daytime or whatever and
there’s the list you made when you made
the call he said oh yes seems like I do
remember and you’ve got him with your
list if it’s just sales people
especially can talk you out of what’s in
your head it’s true no we didn’t talk
about that and if you don’t have a
little proof I’m telling you it’s gone
so make an agenda before you make a call
so what’s a major what’s minor now
here’s the key on this don’t major in
minor things if you take up major time
to do minor things I’m telling you
you’ll be behind the curve constantly
here’s what we learn in sales training
what’s major time on what’s minor time
here’s minor time thinking about
prospects here’s minor time making list
of prospects
here’s minor time keeping books on
prospects
here’s minor time going to see the
prospect
here’s minor time evaluating the
prospect after you’ve been there
that’s all minor time here’s major time
in the presence of the press
that’s mine that’s major time and if you
took a look if you’re in sales and you
took a look at a week you’d say my gosh
I’m spending 90% of my time on the minor
stuff and so little time on the major
stuff in the presence of how many hours
in the presence of in my day how many
hours in the presence of during my sales
week it’s just the time that really
counts is in the presence of majors and
minors
here’s another key time management
essential don’t mistake movement for
achievement it’s easy to get faked out
by being busy that comes home at night
all exhausted falls in the chair and so
I’ve been going going going here’s the
big question
doing what it’s not the go and go and
going some people are going going going
and they’re doing figure eight
their progress is small so don’t mistake
movement for achievement here’s another
one in sales we learned don’t mistake
courtesy for consent if somebody’s
Pleasant and they nod you say oh they’re
gonna buy know they’re courteous you
can’t mistake courtesy for consent
now here’s the big one concentration I
had to learn this all those years ago
I’m in the shower trying to compose a
letter found it turns out to be a
strange letter so here’s what I learned
to do save them work till you get to the
office save the work till you get to the
work don’t try to get to the office on
the way to work on the way to work enjoy
the way and the shower enjoy the shower
then go to work when you get to work I
found this to be helpful concentration
here’s another big one learn to say no
I’m telling you in such a social society
we have now it’s so easy to try to be a
nice person saying yes yes yes to
everything find yourself overloaded now
you’ve got to call make the well gosh
and you know all the time it takes to
back out of something that you said said
yes to too quickly here’s what might be
better I don’t think so but if that
changes I’ll call you little things you
can use not to commit over commit
yourself my friend Ron Reynolds says
don’t let your mouth overload your back
it’s a good one now here’s a big one on
time management when you work work when
you play play don’t mix the two don’t
work at play I used to take my family to
the beach and I would bring my briefcase
I learned not to do that or at the beach
I’m saying I should be at the office I
should be at the office now my family’s
upset because I’m at the beach and I’m
thinking office office office now when
I’m at the office I’m thinking what I
gotta get my family to the beach the
beach the beach so things are not going
too well at the office because I’m
thinking beach and things are not going
too well up the beach cause I’m thinking
office here’s what I learned to do at
the beach be at the beach at the office
be at the office when you work work when
you play play don’t mix the two don’t
work at play now here’s one of the most
important ones don’t play at work work
is too serious you don’t want the
reputation of being the office joker
it’s not a good yes there’s time for
some pleasant stories yes there’s time
for a little humor yes best if it’s a
happy office of course but I’m telling
you you got to be serious about work
because you’re parting with a piece of
your life for the work you do your work
costs you a piece of your life here’s
what it’s called serious business not
grim not unhappy but serious he don’t
play at work
the only person I don’t think we use
anymore horse around at the office play
around play jokes play tricks no place
not at the workplace at the BG is at the
bar yes somewhere else not work you’ve
got to treat work with all due
conservative passion because it’s
leading you to your future here’s
another key phrase all work is good you
may not like your job but if it’s the
stepping stones to get you to where you
want to to go you’ve got to appreciate
your job you don’t have to have a
passion for your job here’s the ultimate
passion a passion for incredible success
in every department of my life that’s
the passion but don’t look down down on
some menial job you have to do to
finally get you to where you want to go
no job is menial menial no job is not no
every job is noble training life for pay
making a contribution to society next
analyze how you are and if you have some
weaknesses if you can’t doesn’t seem
like you can change here’s the key get
it covered I used to keep promising
myself I’d keep the books keep the books
keep the books finally I gave that up
and back then it only took me an extra
50 60 bucks a month for some accountant
to keep the books as a no I’m gonna save
the 50 bucks you can’t believe what I
started losing in productivities because
I tried to save the 50 bucks so the key
is a lot of time you can stay like you
are but just make sure you get it
covered okay next
beware of the telephone and all other
systems of communication especially the
telephone at home and systems of
communication at home and here’s one of
the best lines I’ve got for you for the
weekend let all communication system
serve you but don’t let them intrude
when it comes time to have dinner with
your family you shut off all systems
unless the ones that can take messages
silently
don’t let the phone ring
don’t let anybody intrude come through
the front door nor the backdoor nor
through the telephone or any other
device so you can’t reach John and his
family when he’s having dinner the
President of the United States couldn’t
get through if you develop that kind of
a reputation father mother well we have
dinner when we’re visiting and have this
time with our family nothing intrudes so
don’t let these clever little devices
keep intruding you’ve got to have a
place that sank or sank it’s it’s
valuable you don’t let anything in for
that period of time okay
isn’t it good advice excellent advice
here’s the next one
read all the books you know I’ve only
got a few notes here on time management
but if you’ve got some particular
challenges you run a big organization a
big corporation you’ve got some
challenges there’s plenty of books now
here’s what’s next just be more alert to
the things that might be stealing your
time here’s why
time is like capital you can’t let
someone steal your seed corn you can’t
let someone steal your capital and you
can’t let someone steal your time you
must designate your time and some of the
time that you designate you must not let
anyone steal casual time you might let
someone intrude and steal a little bit
and take a little bit but not serious
time
next one of the great time management
savers is to learn to ask questions
upfront
sometimes you talk to somebody for an
hour and then you ask questions and find
out if you would have asked those
questions up front you could have saved
yourself an hour asking questions up
front helps you to get to the problem
now but if you just launch into some
discourse you might waste 30 minutes of
waste an hour when here’s what you
should have been talking about after
you’ve finished an hour you say John
what’s really the problem he said well
it’s something personal see that’s what
you should have been talking about this
whole hour next learn to think on paper
now we’re gonna take a break
some ways to think on paper one we’ve
covered one solving problems take it out
of your head and put it on paper another
one is setting goals making these lists
we’ve already started here’s another
good way to think on paper it’s a
projects book each person you’re working
with and each project you’re working on
get a loose-leaf binder and a tab and
some pieces of paper behind the tab and
do a little continual summary of how
it’s going between you and that person
and between you and that project I call
it a projects book it is so useful to me
but what’s going on between you and this
person when you last got together what
did you talk about and you got a few
notes so here’s what we talked about the
last time we got together now when you
get together again you can review that
so you’ll know better what to talk about
when the president gets ready to travel
and he’s gonna meet some important
people guess what they bringing all
these briefing books all right the last
time you were with Khrushchev Kennedy is
informed here’s what he said nears what
you said Kennedy said no that’s about
you I need to remember that if a person
is important it’s worth a little running
account you might even have a project
book for your children here’s what’s
happening between me and my child we’ve
talked about this and we’ve talked about
this when we talked about this next
a date timer keeping track of all of
your appointments you know mine is all
filled with you know when to catch an
airplane and when to do a seminar when
to sit down and have a conference all
the rest next is a game plan you know if
you’ve got a house and the you know
insurance is gonna come due and some
other things are gonna come do you just
put it on a spreadsheet and make sure
it’s taken care of
key phrase take things out of your head
and put them on paper and the key is to
just experiment with different ways that
helps you to do that now here’s the last
one thinking on paper and that’s to keep
a journal one of the things I’m known
for around the world have been now for
39 40 years is keeping a journal now my
journal is not a you know it’s not
necessarily a it’s not like a diary it
might be part diary
you know I’m flying over Ireland and
write down a few little things that
impressed me today I met this person
what an extraordinary event today the
scent I conducted this seminar in Rome
thousand people stood up there saying
for me I’ve got a little bit of a diary
in there but here’s what primarily your
journal is for collecting good ideas a
journal is to collect the good ideas on
your health good ideas for your business
good ideas for your future good ideas
for time management cuz I used to take
notes on pieces of paper and torn off
corners and backs of old envelopes and
restaurant placemats
and I threw all this stuff in a drawer
it did not serve me well I found Lee
learn to get a bound copy right and just
keep a journal
all right five of us here I have my
journal I’d be taking notes right these
two days in my journal now if you’re
caught without your journal you just
take the notes when you get back home
you’ve put those notes in your journal
throw the paper away because we don’t
usually go through paper to review but
see my journals now make up a
significant
my own library my journals all reserved
privately for my children and my
grandchildren
can you imagine what I’ve collected over
the years it’s unbelievable there are
three treasures to leave behind I think
you’ve already got those notes right
here they are number one your pictures
don’t leave the event unrecorded takes
only a fraction of the scent of a second
to say here’s who I was with when I
travel the world right we take all these
pictures and here’s one of the gifts
people send me the pictures they took of
me and then it’s part of the treasures I
have on the farm incredibly a picture’s
worth a thousand words to describe the
scene the emotion
what happened say wow this was an
extraordinary day for me when I met
these people here’s what they told me
happened to them when they went to my
seminar ten years ago Wow the drama
comes back if you’ve taken the pictures
it’s one of the treasures to leave
behind when you go
remember the old photographs that we
have now you know hundred years ago 70
80 years ago just a few photographs what
would it be like if you had thousands of
photographs of the past of your history
your mother your father grandparents so
change all of that now for your children
leave all your photographs as a record
here’s what’s next to leave behind and
that’s your library the books that
changed your life the books to change
your health the books that rescued you
from oblivion the books that you passed
on to other people they were so exciting
for you that books that made you
financially independent the books that
developed your leadership the books that
gave you wisdom to ponder when things
were tough the books that got you
through the winter the books that helped
you to plant in the spring and the
harvest in the fall what a treasure to
leave behind if you do that here’s
what’s for sure your books will be more
valuable than your furniture now the
third treasure to leave behind is your
journals the notes you took that help
you to live life as you lived it
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