I think I really like about you is you
are unusually fearless and willing to go
in the face of other people telling you
something that’s crazy and I know a lot
of pretty crazy people you still stand
out where does that come from or how do
you think about making a decision when
everyone tells you this is a crazy idea
where do you get the internal strength
to do that well first well I’d say I
actually think I feel feel fear quite
strongly so it’s not as though I just
have the absence of fear I’ve I feel it
quite strongly but there are times when
if something is important enough you
believe in it enough that you do it in
spite of the fear
so speaking of important things like
people shouldn’t think III I should
think well I feel fear about this and
therefore I shouldn’t do it it’s normal
to be to feel fair like you’d have to
definitely something mentally wrong you
shouldn’t feel fair so you just feel it
and let the importance of it drive you
to do it anyway yeah you know actually
something that can be helpful as
fatalism some degree if you just think
it’s just accept the probabilities then
that diminishes fear so I’m starting
SpaceX I thought the odds of success
were less than 10% and I just accepted
that actually probably I would just lose
lose everything but that maybe would
make some progress if we could just move
the ball forward even if we died maybe
some other company could pick up the
baton and move and keep moving it
forward so that were still do some good
yeah same with Tesla I thought your odds
of a car company succeeding were
extremely low
so just go and do it try learn from it
you know you’ll fail at some things
that’s a learning experience that you
need so that you can take that on to the
next experience and don’t let people who
you may respect and who you believe know
what they’re talking about don’t let
them tell you it can’t be done because
often they will tell you it can’t be
done and it’s just because they don’t
have the courage to try okay I was I got
lucky I just stumbled and I was one of
the first people to ever use online
advertising I was in I think the second
month Google AdWords launched and there
was no YouTube videos there was no Perry
Marshall books there was there was
nothing you just kind of wasted money to
learn now we’re the most spoiled
generation everything this computer on
this phone iPhone 7 is more powerful
than the first rocket that put man on
the moon that cost billions of dollars
now we get that for under a thousand
bucks and people are still like I’m lost
yes your loss sit down and then open up
Safari and go how to do Google ads and
you’re gonna come up let’s see what I
come up with AdWords they have their own
tutorial word stream jump if I you’ve
got some paid stuff then you have some
free stuff on HubSpot if you sit in a
chair charlie munger calls it assiduity
put your ass in a chair sit there and
focus without being you know the average
American right now the average first in
the world our attention span has dropped
to five seconds the sad news is the
average goldfish has 6 seconds we’re now
competing with goldfish and the goldfish
are winning so if you don’t have
assiduity to sit down breed there is no
solution for you you will always be poor
because you’ll always be beat by
somebody who’s willing to sit in the
chair is there a way for people to build
that discipline yes pain and that’s why
I’m not a big believer in delusion you
know you asked me one of the rewiring
things we have to do in this world I’ll
tell you one you ever heard this myth
everything happens for a reason so just
accept it well there’s kinda truth
to that if I jump off a building and
break my legs
yes everything happened for a reason the
reason was gravity like that’s why you
break your legs and physics legs brittle
concrete not brittle so debt but people
interpret everything happens for a
reason be like whoa I was meant to learn
from that thing and then BS read Richard
Dawkins The Selfish Gene one of the most
important books written in the last
century
he says organisms that only learn
through trial and error lose to
organisms that can learn through other
people’s a trial and error is anybody
here we got a little live audience
anybody here ever had to be hit by a car
to learn to look both ways I did it I
kind of learned from just somebody
telling me big car two tons velocity
smash dead and I now always look both
ways so if you’re myth is that the only
way you’re gonna learn is just through
massive mistakes in trial and error you
have a read Richards talking book how
does pain allow somebody to get more
disciplined okay so going back to that
myth of when you see your life and
anytime there should be pain you go no
no no it was just how it was meant to be
no look yourself in the mirror sometimes
and go you know why I’m not happy it’s
because I didn’t listen ten years ago
and I got in the wrong career you know
I’m not happy because I married the
wrong damn person it wasn’t meant to
happen yes everything happens for a
reason you made a bad choice but it
didn’t have to be that way and the
second you build up pain and this by the
way is not my opinion if you talk to
guys like dr. David buss top 10 most
cited psychologist in history okay he’s
one of my main mentors he told me I said
do adults change like we do all this
self-help videos and podcasts I said am
I wasting my time he goes yeah kind of
I said why he said well after 25 it’s
very hard to teach old dogs and
insurance by the way that’s why I’ve
changed
most of my stuff targets people 18 to 25
that’s why I do snapchat and all that
because there’s hope for 18 to 25
now if you’re over 25 before you get
depressed he told me but I have good
news for you time I said what he said
adults learn through massive trauma so
you will learn you have to let in some
trauma into your life and that’s rough
but no pain no gain like if you are 100
pounds overweight and you want to be
able to play basketball here’s my news
for you everything happened for a reason
you got fat because you ate too much and
you didn’t exercise so welcome to the
gym
in the first year is gonna be hell but
that pain hopefully will reprogram your
brain that every time you want to eat
that nasty thing go wait I don’t want to
go through that pain again so I think
one of the myths of societies we won’t
let pain in we just excuse it all the
way like nah that wasn’t meant to happen
oh you wasted 20 years of life I married
the wrong person in the wrong career no
tom it wasn’t happy where’s the people
who go you’ve you’ve wasted 20 years and
you will never get it back you better go
in your room and cry and the truth is
you only learn as an adult unfortunately
most people can only change with mass
and trauma the day is 24 hours and we
sleep six now I know there’s some out
there that say ah buh buh buh buh I need
eight but I say just sleep a little
faster because the bottom line is we
have six hours of sleep 24 hours are
available so if 18 hours now available
to your work your family your hobbies
and also to learn something new or to do
something new which could easily be that
you want to learn a new language or that
you want to read and as a new year’s
resolution I have to read a book every
week or where you say I’m gonna go and
reshape my party so you’re gonna go and
take this hour out of your schedule and
say I’m gonna train an hour every day so
this is for most people a huge challenge
but it is totally doable I can tell them
because the kind of things that I did
when I came to this country I mean I
went to school I was working on
construction I was working out my five
hours a day I was taking acting classes
from 8 o’clock at night that Wolfman
right I was doing all of those things I
wanted to make sure that out of the 24
hours of the day that I don’t waste one
single hour those hours were too
precious and so they’ll just want to
tell people don’t give me this thing I
have a difficult time of it the time and
I don’t have time for this neither of
that you have time you make the time an
old-fashioned belief that I can only
should expect to make money and things
that I understand and when I say
understand I don’t mean understand you
know what the product does or anything
like that I mean understand what the
economics of the business are likely to
look at look like 10 years from now or
20 years ago I know in general what the
economics of say Wrigley chewing gum
will look like ten years now going to
change the way people chew gum it isn’t
going to change what you come they chew
you know if you own the chewing gum
market in a big way
and you’ve got double mint in the
spearmint and the juicy fruit those
brands will be there ten years from now
so I can’t pinpoint exactly what the
numbers are gonna look like on Wrigley
but I’m not gonna be way off if I try to
look forward on something like that that
evaluating that company is within what I
call my circle of competence I
understand what they do I understand the
economics of it I understand the
competitive aspects of the business so
figuring out the economic consequences
TV I think there’s I don’t know 20 25
million cents a year so in the United
States I don’t think there’s one of them
made in the United States anymore I mean
you’d say TV set manufacturer what a
wonderful business side everybody now
nobody on a TV in 1950 they’re about 45
to 50
everybody has multiple sets now nobody
is in the United States and made any
real money making the sense that they’re
all out of business
you know the Magnavox is the RCA is all
of those companies radio was the
equipment of the 20 over 500 companies
making radios in the 1920s again I don’t
think there’s a u.s. radio manufacturer
at the present time but coca-cola and
I was at 1884 Jacobs pharmacy or
whatever and fellow comes up with
something a lot of cock copiers over the
years but now you’ve got a company that
is selling roughly 1.1 billion eight
ounce servings of its product not all
cokes right and some others daily
throughout the world 117 years later so
understanding the economic
characteristics of a business is
different than predicting the fact that
an industry is going to do wonderfully
so I look at the internet businesses or
I look at tech messes I say this is a
marvelous thing and I love to play
around on the computer and it I ordered
my books from Amazon and all kinds of
things but I don’t know who’s gonna win
unless I know who’s gonna win I’m not
interested in the best thing I’ll just
play around on the computer and defining
your circle of competence is the most
important aspect of investing it’s not
how important how large your circle is
you don’t have to be an expert on
everything but knowing where the
perimeter of that circle of what you
know and what you don’t know is and
staying inside of it is all important
Tom Watson seniors started IBM said in
his book he said I’m no genius said but
I’m smart in spots I stay around those
spots and you know that is the key so if
I understand a few things and I stick in
that arena I’ll do okay and if I don’t
understand something but I get all
excited about it because my neighbors
are talking about the stocks are going
up everything they start fooling around
someplace else eventually I’ll get cream
that your real work is to figure out
where your power base is and to work on
the alignment of your personality your
gifts that you have to give with the
real reason why you’re here that’s
that’s the number one thing you have to
do is to work on yourself and to fill
your self up and keep your cup full keep
yourself full now I used to be afraid of
that I used to be afraid particularly
from people
no she said she’s so full of herself
she’s so cool
her so and now I embrace it I I
considered a compliment that I am full
of myself because you only when you’re
full I’m full I’m overflowing my cup
runneth over I have so much I have so
much to offer and so much to give and I
am not afraid of honoring myself you
know it’s miraculous when you think
about it people say you you have to have
a lot of passion for what you’re doing
and it’s totally true and the reason is
is because it’s so hard that if you
don’t any rational person would give up
it’s really hard and you have to do it
over a sustained period of time so if
you don’t love it if you’re not having
fun doing it you don’t really love it
you’re gonna give up one night Chris
have gone to bed I’ve been struggling
struggling struggling we still had all
the same problems I we started lean on
the house still facing bankruptcy still
fighting like crazy I was still
unemployed
he still they still hadn’t figured out
like the solution yet for the business
and I was about to turn off the TV and
there on the the TV there was this
rocket launching and I thought oh my
gosh I am gonna launch myself out of bed
like a rocket ship like NASA right here
and launch me out of that bed and I’m
gonna move so fast that I don’t think
hmm I’m gonna beat my brain now here’s a
really interesting point I talked a lot
about your instincts and inner wisdom
and we can get into this a little bit
later but a lot of us talk about the
fact that you have a gut feeling but
what all this research that I’ve done
for the book and and all the speaking
that I do what I’ve discovered that’s
fascinating is actually when you set
goals when you have an intention on
something that you want to change about
your life your brain helps you what it
does is it opens up a checklist and then
your brain goes to work trying to remind
you yeah of that intention that you said
and it’s really important to develop the
skill and I say that word purposefully
the skill of knowing how to hear that
inner wisdom and that intention kicking
in and leaning into it quickly so for me
my brain saying that’s it right there
move as fast as a rocket Mel I wanted to
change my life and I think most people
that are miserable or that are that are
really like dying to be great and dying
to have more we want to change we want
to live a better life we want to create
more for our families we want to be
happier the the desire is there again
it’s about how do you go from knowledge
to actions so the first thing in the
story that’s important is realizing that
the answer was in me and my mind was
telling me pay attention I could have
also been the Bourbon anyway the next
morning the alarm goes off and I
pretended NASA was there
it’s a stupidest story I literally went
5 4 3 2 1 I counted out loud and then I
stood up and I’ll never forget standing
there in my bedroom it was dark it was
cold it was winter in Boston and for the
first time in 3 months I had beaten my
habit of hitting the snooze button I
couldn’t believe it and I thought wait a
minute counting backwards said is the
dumbest thing I’ve ever heard in my
entire life well the next morning I used
it again and it worked the next morning
I used it again and it worked the next
morning I used it again and it worked
and then I started to notice something
really interesting there were moments
all day long all day long
just like that five-second moment in bed
where I knew knowledge what I should do
and if I didn’t move within five seconds
my brain would step in and talk me out
of it every human being has a
five-second window might even be shorter
for you you have about a five-second
window in which you can move from idea
to action before your brain kicks into
full gear and sabotages any change in
behavior because remember your brain is
wired to stop you from doing things that
are uncomfortable or uncertain or scary
it’s your job to learn how to move from
those ideas that could change everything
and do something you’re very passionate
about and don’t try to chase what is
kind of the passion I realized that when
you to have the level of success that I
want to have it’s difficult to spread it
out and do multiple things you know it’s
in order to to be world-class and I’ve
made a decision I want to be world-class
and it just it takes such a desperate
obsessive focus to to excel on assert
honor on the level that I want to make
movies you know I was a Star Wars when I
was young i sat in the movie theater and
watched Star Wars and I just couldn’t
believe that that movie made me feel
like that just floored and just stunned
by the creativity and just I’m realizing
that in order to move people in that way
in order to touch people in that way
really got to focus with all of your
fiber and all your heart and all your
creativity failure is part of life I
mean the difference for me though is I’m
like a failure as a stepping stone to
success like it’s a speed bump I know
I’m gonna fail but it’s not failure if
you learn something and so gosh I’ve
made so many mistakes I’ve screwed so
many things out but every time I do it
just becomes it becomes a way for me to
explain to someone else what it takes
you know it’s like here’s what I’ve done
I think I have
influence people because I talk about my
failures I talk about all the things
that mess me up but I show people that
didn’t let it stop me and you don’t need
to stop you and I think I think that’s
really the secret matter and if
everything you touch was successful
first one got a relate to people as well
oh you’ll be late and also it’s B total
bullsh and everyone know it’s bull and
also you’d be bored silly I mean think
about it if you just said I want this to
happen I want this to happen you know
people don’t value it they don’t fight
for you know it’s like you see kids
sometimes in it you know your parents
will say you’re not gonna value this if
you don’t work for it and you’re keeping
going you value just give it to me but
it’s true you know about things we’ve
worked the hardest for we value the most
so I think you know the purpose of the
goal is not getting it anyway the
purpose of goal you know is what who you
become will you becomes gonna make you
happier it’s gonna make you sad so I’m
not looking for an effortless approach
there’s no such thing is there a time to
bail out on a project though I mean when
I don’t that’s not in my vocabulary yeah
look I have a I have an unfair advantage
you know I went to war a war I’m alive
because other guys died for me when you
see stuff like that you know how can I
quit most guys I just wimps pussies
cowards they don’t have it so they
should they should get a job yeah I
started working at this video store was
pretty much what you’re talking about
around that time and and it was great at
first cuz I’d always hated day jobs and
stuff and so I got a day job and it
ended up being pretty good but the
middlee I was there for five years at a
certain point it was a narcotic alright
I didn’t have to keep pursuing my dreams
cuz you know it’s not what I want to do
but it’s sort of kind of close and if I
didn’t have an artist soul burning in me
I could have made myself happy
with that i could if i if i didn’t have
an artist soul burning to get out i
could have you know walked backwards a
couple steps and just done that and
would have been a fulfilling to anybody
else it would have been a fulfilling
life it wouldn’t been for me because i
wouldn’t know and I would have had
something to say that I didn’t get a
chance to say but it did put me to sleep
for a while
and I’ve always just thought I mean what
really got it got everything kind of
truly going from you could point out a
lot of different things but the bottom
line is the fact that I realized that
the even the group of people I hung
around with they were all great great
great fellows and great gals but you
know I was easy for me to think that I
was doing a lot because I was doing more
to try to move myself forward than they
were but you know that’s not yeah yeah
okay I’m a big fish in a puddle so what
all right they’re not doing anything so
yeah I’m doing more than them but I
realized that actually I need to get my
ass out to Hollywood and meet other
people who are you know like they were
in my category or or working a little
higher and and I should be the weakest
link in my chain that I have and that’ll
make me be stronger or make me run
faster I mean like an analogy I’ve
always used is alright if you run the
hundred yard dash with a people that
can’t run as fast as you yeah you’ll win
hands down you know that but if you run
with people much faster than you alright
yeah you might come in last every single
time but your time will be better
because they’re making you run all the
faster they’re making they’re making you
dig down just a little bit more it
doesn’t matter that you and your time is
faster and that’s what I knew I had to
do I had to get out of Loserville and
throw myself into a place where like
this is what do for a living then a
dominating desire plan or purpose which
is backed by that State of Mind known as
faith has taken over to the subconscious
section of the mind of acting upon
immediately I don’t know for sure ladies
and gentlemen but I suspect that there’s
a relatively small number of people in
the world any one time who understand
the principle of faith who really
understand it to know how to apply and
even if you do understand it if you
don’t back it up with action and make it
a part of your habit life you might just
as well not understand it because faith
without deeds is this faith without
action is dead
absolute positive belief is dead I don’t
know how you’re going to get any results
through believing unless you put some
action back of that belief and the
incidentally if you tell your mind often
up that you have faith in anything the
time will come when your subconscious
mind will accept that even if you tell
your mind off enough that you have faith
in yourself as you ever thought well
nice thing it would be if you had such
complete faith in yourself that you
wouldn’t hesitate to undertake anything
you want to do in life have you ever
thought what a benefit that would be to
you when you get up in the morning you
do what you normally do I would
eventually say a lot of you here
probably turn on your cell phones your
computers and what’s the latest email
what’s the latest text that comes in you
start your day off like that that’s your
mindset try this get up in the morning
do whatever you have to do don’t turn
the computer on don’t turn the TV on go
right back to bed again either lay there
or sit there and just bring the universe
to you here’s how you do it you just be
it’s virtually impossible when you first
do it because the thousand thoughts come
through your head we’re human beings so
what you do is you’re sitting in bed
look at the wall look at the off TV set
look at the ceiling look at the door
look at something in the room to get
your attention and just look at it and
just be for a couple of minutes not 10
minutes not 20 minutes not two days just
be when your mind wanders find another
spot in the room to look at so you’re
back in present time even for a couple
of minutes now go about your day don’t
think about what you’re gonna do for
that split few minutes
you’re now becoming part of a universe
which is also part of global thinking
here’s what I’ve created for my life and
anyone I know succeeded I’m a 17 year
old kid from Azusa California with no
real education other than self education
with no background with parents that did
their best all of them
with no money but I did one thing I love
people and I had an enormous demand I
made upon myself and I sculpted my mind
and my emotions to get me to do whatever
it would take to achieve and to
contribute but to do that I did it by
using my body and changing my focus I
did it by putting myself in a peak
physiology and using what I call
incantations can you train yourself to
believe something yes or no
absolutely how many have ever made the
fatal mistake of going to Disneyland or
Disney World and while you’re there made
the fatal mistake of going to a ride
called it’s a small world after all what
happens for about a week after you’re
out of that damn place you’re still
singing this thing in your head in 24
languages right let me tell you
something how many of you have things
when you want to achieve them and this
part of your voice goes it’s not gonna
happen or forget it I’m gonna go to
voices sometimes interrupts that good
pattern say what you want to do is train
a new one so starting when I was 17 I
started doing incantations not
affirmations affirmation you go from
happy am happy I’m happy
what’s the problem you haven’t changed
your what your what physiology if you
don’t change your physiology you won’t
get anything so an incantation only you
speak it but you embody what you’re
saying with all the intensity you can
and you do it with enough repetitions
that it sticks in your head like it’s a
small world now the conversation you had
is always the same and it gives you what
you want so use your body and your voice
so 17 years ago I started doing things I
was working for Jim Rohn this speaker
and I was 17 years old I had long hair
minestrone soup acne on my face and I
was trying to call on Bear Stearns type
of people and convince them why they
should go to this man seminar be more
successful I was driving a 1968
Volkswagen that I’d earned at $40 a week
as a janitor
the only way I did it was parked far
from the building and then go in and I
love people I believe but I put myself
in state and I was able to influence
people that were far more successful I
was at the time I will do something that
I still do backstage and I’ve done for
23 years because I don’t hope I’m gonna
be in a good State I demand it so I do
an incantation using my whole body
that’s a command my subconscious mind
too directly in helping as many people
as possible eyes today to better their
lives they gave me the strength the
emotion the persuasion the humor the
brotherly whatever it takes
you surely feeling get these people to
change your lives now I would do that
literally driving in my Volkswagen to a
meeting in LA on the freeway for 40
minutes people who am i I’m swimming
about my lungs they’re going I know he’s
a serial killer I know he is but by the
time I entered that room when two people
mean if there’s a rapport the person
who’s most certain will always influence
the other person and I was probably
certain and they were trying to get
revved up to certainty give you this yes
or no I do another one because I was
poor I changed my mindset I kept doing
things but I never got beyond it I’d say
gods about this circulating in my life
as well flows to me an avalanche is of
abundance all my needs desires and goals
are met instantaneously by infinite
intelligence for I’m one with God and
God’s everything and I would imagine the
abundance of my life and I would feel so
grateful and a year later I went for
making $38,000 year to make a million
this little idea explains why some
organizations and some leaders are able
to inspire where others aren’t let me
define the terms really quickly every
single person every single organization
on the planet knows what they do 100
percent some know how they do it
will you call it your differentiating
value proposition or your proprietary
process or your USP but very very few
people or organizations know why they do
what they do and by why I don’t mean to
make a profit that’s a result it’s
always a result by why I mean what’s
your purpose what’s your cause what’s
your belief why does your organization
exist start a Microsoft I didn’t think
of it as all that risky I mean I was so
excited about what we were doing
it’s true I could have gone bankrupt but
you know I had a set of skills that were
highly employable and in fact my parents
were still willing to let me go back to
Harvard and finish my education if I
wanted to you’ve always got a job with a
bill and the only the thing that was
scary to me wasn’t quitting and starting
the company it was when I started hiring
and then we had customers who went
bankrupt customers that I counted on to
come through and so then I got this
incredibly conservative approach that I
wanted to have enough money in the bank
to pay a year’s worth of payroll even if
we didn’t get in heat any payments
coming in and you know I’m almost heard
of that the whole time we have about ten
billion now which is pretty much enough
anyway you know I if you’re gonna start
a company it takes so much energy that
you know you it better overcome your
your feeling of risk I don’t think that
you necessarily if you’re gonna start a
company should do it at the start of
your career I think there’s a lot to be
said for working for a company learning
how they do things you know if you’re
young it’s hard to go lease premises
they made that hard for me you couldn’t
rent a car when you were under 25 at the
time so I was always taking taxis to go
see customers the people would you know
people say well we’re gonna go have a
discussion in the bar well I could go to
the bar and fun because I’ll tell you
when people are first skeptical and then
go this kid doesn’t know anything then
when you show them you’ve really got a
good product and you know something they
actually tend to go overboard and they
think whoa you know they know a lot
let’s really do an incredible amount
with these people so our youth at least
in this country was a huge asset for us
once we reached a certain threshold it
is hard it’s hard to hire old older
people because they’ll be a little bit
conservative about whether they should
come in and take the risk and it took
three or four years before we could go
out into the normal sort of employment I
knew I was wired to be excited about
business how or why I don’t know but you
know and there’s certain guys they have
the genetics to jump out at the gym
right certain guys you know that you
know when they golf they have the muscle
memory and and the discipline you know
dirt the Biscay may not be the most
talented guy in the NBA but his
discipline and his focus to do what’s
necessary to be successful he’s willing
to do and combine it with being seven
feet tall and being skilled you know it
makes him an amazing basketball player
so it’s understanding what your skill
set is finding the right place to use
those skills and then going for it you
know will that make you 250 grand
if you pick the right industry but
whatever industry you pick if you
outwork everybody if you try to be a
little smarter than everybody if you try
to be a better salesperson and everybody
if you try to be better prepared than
everybody you’ve got your best chance
because if you don’t do it and somebody
else does yeah I have the same work like
someone’s trying to take it all away
from you you know work you actually work
like someone’s spending 24 hours working
24 hours to take it all away from you
and that’s kind of the way I look at it
and I remember asking my dad – I want a
new basketball shoes because that was a
basketball junkie back then he’s like
well your shoes work if you want a new
pair of tennis shoes you have to go out
there and get a job and I’m like dad I’m
12 years old and it just so happens he
was playing poker with his buddies and
one of his buddies just like well I got
a job for you I’ve got these garbage
bags that we distribute you could sell
them door-to-door I’m like okay and it
was when I was selling them and realized
that I’d like to sell and that I could
sell and that I recognized that selling
was it was about providing the service
and creating value for people that I
knew that I would literally back then I
knew that I could always succeed I mean
I remember I was 16 I think when I
started a stamp company and started
going to stamp shows and trade shows and
just working a little bit harder than
other people and and trading up from one
stamp to the next I remember one time I
started with a quarter and bought a
stamp and left with $50 thinking hey if
I could do this I could do anything and
and it’s not that everything worked I
failed a lot but I never ever felt like
I be able to work hard enough to succeed
a lot of people come to me they say well
I want to be an entrepreneur and I go
that’s great what’s your idea and they
go well I don’t have one yet and I say
well I think you should go get a job as
a busboy or something until you find
something you’re really passionate about
because it’s a lot of work and I’m
convinced that about half of what
separates the successful entrepreneurs
from the non successful ones is pure
perseverance it is so hard you pour so
much your life into this thing there are
such rough moments in time that most
people give up I don’t blame them it’s
really
tough and it consumes your life I mean
if you’re if you’ve got a family and
you’re in the early days of a company
it’s I can’t imagine how one could do it
I’m sure it’s it’s been done but it’s
rough I mean because it’s a pretty much
a you know an 18-hour day job seven days
a week for a while so unless you have a
lot of passion about this you’re gonna
not survive you’re gonna give it up so
you’ve got to have an idea or a problem
or a wrong that you want to write that
you’re passionate about otherwise you’re
not going to have the perseverance to
stick it through and I think that’s half
the battle right there it’s hard to
remember how bad it was you know in
1980s with IBM taking over the world
with the PC with Doss out there it was
it was far worse than the Apple – and
they tried to copy the Apple – and they
done a pretty bad job and you needed to
know a lot and so things were kind of
slipping backwards and Macintosh was you
saw the 1984 commercial you put that I
hope you have that in your archives
you know Macintosh was basically this
this relatively small company you know
in Cupertino California taking on the
Goliath IBM and saying wait a minute
your way is wrong this is not the way we
want computers to go this is not the
legacy we want to leave this is not what
we want our kids to be learning this is
wrong and we are going to show you the
right way to do it and here it is it’s
called Macintosh and this is so much
better that it’s gonna beat you and we
are gonna do it and that’s what Apple
stood for don’t wait go do it act now
and really accepting we need you we need
you we need you you are the 1% you’re
the percent that says I’m gonna wake up
you are the lightworkers you are the
ones that have accepted this call in
this lifetime at this time you have
decided to wake up and chosen to say yes
I’m here to be a greater service than
just to feed myself right I’m here to
feed the world I’m here to give love I’m
here to be an expression of that truth
don’t hold that back
don’t play small we can’t we need you
and so really if you are anyone in this
room who has been sitting on that book
idea waiting a little bit longer before
you start that teacher training or doing
10 more teacher trainings before you
actually teach if that’s you guys start
and the pressure will be off I can’t
begin to tell you I could cry just
saying this the mo the day I taught ego
Eradicator I was two weeks into my
teacher training and I said f it let’s
go and I just went and I felt so much
pressure off I felt so much lift because
I just knew I felt this technology must
be shared I can’t hold it I can’t keep
it for myself I can’t just sit in my
apartment by myself like this I gotta
give this and sharing it the pressure
this just lifted it was like hah thank
you thank you thank you and I wasn’t the
perfect teacher and I look back and I
was teaching Eagle Eradicator wrong
everyone’s arms were like this everyone
was breathing backwards it was a mess
but I did it and I started and in those
moments when we just get to go just go
the pressure is off and then we clear
the path and we are guided to the next
right action and that is the most
magnificent thing we could do right now
top the mode of authentic being and that
is something like refusing to
participate in the lie in deception in
the lie to orient your speech as much as
you can towards the truth and to take
responsibility for your own life and
perhaps also for the lives of other
people and there’s something about that
that’s meaningful and responsible and
Noble but also serves to mitigate the
very suffering that produces say the
nihilism or the flee into the arms of
flee or or the or the escape into the
arms of totalitarians to begin with you
need something to shelter you against
your own vulnerability
a good fight just to be diligent and
committed and discipline doing what you
hate to do but do it like you love it
you know always testing yourself forcing
yourself without limits
you know if you know you like if you
love women then deny yourself that you
know I mean that’s what that’s what I’m
successful generals all about sacrifice
for my experience of anything lose
except I may have had its be willing to
sacrifice you know unfortunately
sometimes you can’t have fun
accomplishing your goals and when
sometimes people arm don’t have the
determination the will and the steadfast
mister tenacity they are they giving
them the slightest trouble taking
responsibility accepting responsibility
is not an admission of guilt you’re not
you’re not admitting that your fault
taking responsibility is a recognition
of the power that you seize when you
stop blaming people it’s not like you’re
letting somebody who wronged you off the
hook like taking responsibility as an
act of emotional self-defense
taking responsibility is taking your
power back you initiate the action
aggressively you go because the idea
isn’t gonna execute itself and the book
isn’t gonna write itself and the weights
out in the gym they’re not gonna move
themselves you have to do it and you
have to do it now and that means you
gotta stop thinking about it
and stop dreaming about it and stop
researching every aspect of it and
reading all about it and debating the
take that first step and make it happen
and get after it get after it here and
now says you can hold a ballet and that
can be successful and you can hold a
rock concert and that can be successful
just don’t hold a ballet and advertise
it as a rock concert and so you need to
be clear with all of your stakeholders
with you know are you holding a ballet
or you holding a rock concert and then
people get to self-select in you know we
hire people who are who are really
motivated by building new customer
experiences they like to pioneer they
like the rate of change they they wake
up in the shower motivated by thinking
about customers and occasionally
somebody joins Amazon who their primary
motivation comes from being thinking
about competition or competitors those
people can find Amazon a little Dolph
you know so and again it’s not about
right or wrong it’s just that different
people are motivated by different things
and what happens with corporate cultures
is that over time that you people
collect themselves in you know in a way
where they like that culture and then it
becomes self-sustaining you know one
thing that you know I can really
attribute to every failure in my life
whether it be personal financial in any
kind of way business whatever it’s
because of a lack of my attempt to take
action I did not take action and it kind
of changed once I got the fact that
action is the key it changed my life in
many many ways many many kids and many
grown-ups do figure out over time what
their passions are and sometimes we let
our I don’t think it’s that hard I think
what happens though sometimes is that we
let our intellectual selves overrule
those
passions and so that’s what needs to be
guarded again if you configure your life
so that what you are genuinely doing is
aiming at the highest possible good then
the things that you need to to survive
and to thrive on a day to day basis will
deliver themselves to you that’s a
hypothesis and it’s not some simple
hypothesis right because it what it
basically says is if you dared to do the
most difficult thing that you can
conceptualize your life will work out
better than it will if you do anything
else well how are you gonna find out if
that’s true well it’s a Kierkegaard Ian
leap of faith there’s no way you’re
gonna find out whether or not that’s
true unless you do it so no one no one
can tell you either because just because
it works for someone else I mean that’s
interesting and all that but it’s no
proof that it’ll work for you you have
to be all-in in this game there is no
more effective way of operating in the
world than to conceptualize the highest
good that you can and then strive to
attain it there’s no more practical
pathway to the kind of success that you
could have if you actually knew what
success was the world shifts itself
around your aim is you’re a creature
that has a name you have to have a name
in order to do something you’re an
aiming creature you look at a point and
you move towards it it’s built right
into you and so you have a name well
let’s say your aim is the highest
possible aim well then so that sets up
the world around you it organizes all of
your perceptions it organizes what you
see and you don’t see it organizes your
emotions and your motivations so you
organize yourself around that aim and
then what happens is the day manifests
itself as a set of challenges and
problems and if you solve them properly
then you stay on the pathway towards
that ape and you can concentrate on the
on the eight on the day and so that way
you get to have your cake and eat it too
because you can you can point into the
distance the far distance and you can
live in the day and it seems to me that
that’s that makes every moment of the
day super charged with meaning that
that’s
because if everything that you’re doing
everyday is related to the highest
possible aim that you can conceptualize
well that’s the very definition of the
meaning that would sustain you in your
life personally I love restrictions
because it forces you to create you know
in this kind of like boundaries and
maybe you think of neat ideas and with
because of these restrictions it’s
always in a film you wish that you could
be doing something else it’s just like
having a it becomes you want to escape
and I think it’s like this pressure and
responsibility is just learning to be
doing doing anything you know when going
anywhere so many times going to the
studio in the morning I wish the driver
would you know become crazy and take me
anywhere but when you get there you’re
back in it and and working in spite of
the restrictions it’s is such a
fantastic process and it’s creating and
creating it’s thick the coolest thing
that yeah we can do failure is part of
life I mean the difference for me though
is I’m like a failure as a stepping
stone to success like it’s a speed bump
I know I’m gonna fail but it’s not
failure if you learn something and so
gosh I’ve made so many mistakes I’ve
screwed so many things up but every time
I do it just becomes it becomes a way
for me to explain to someone else what
it takes you know it’s like here’s what
I’ve done I think I have the ability
influence people because I talk about my
failures I talk about all the things
that mess me up
but I show people that didn’t let it
stop me and you don’t need to stop you
and I think I think that’s really the
secret matter and if everything you
touch was successful first we got to
relate to people as much and also its be
total bullsh
and everyone know it’s bullsh and also
you’d be bored silly I mean think about
it if you just said I want this and
happen I want this to happen you know
people don’t value it they don’t fight
for you know it’s like you see kids
sometimes in it you know your parents
will say you’re not gonna value this if
you don’t work for it and you’re keeping
going oh well you’ll just give it to me
but it’s true you know about things
we’ve worked the hardest for we value
the most so I think you know the purpose
of the goal is not getting it anyway the
purpose of goal you know is what who you
become well you becomes gonna make you
happier it’s gonna make you sad so I’m
not looking for an effortless approach
there’s no such thing
for the bigger picture you can no human
being have a 500,000 history right
everything try to protect people’s a lot
of things happen
whatever how harder we try next 5,000
years still have a lot of problem cannot
be perfect perfect perfect it’s not this
planet not this earth because we have a
lot of cultures other religions lot of
things lot of disaster a lot of problems
today we face this problem 200 years
later they face not a problem the most
important we want to share is 21st
century beliefs if every human being –
little bit not as earthquake a lot of
things education you know a lot of
things we can change
I think believe is the most important
that’s why the Harvard professor told me
to say I like your idea I want to study
your idea you know become a class
because everybody come to my office ask
I need the money teach me how do get the
money so everybody talk about the money
money money money right but when
foundation is the first one is a lot of
money it’s the heart hmm if you can
share the beliefs to the people’s heart
people he come in you know more people
join the family that’s big very strong
foundation right right because think
about it these China nothing buddy in
China we have a 22 people even have a
200 people
how does have a feeling people problem
be impossible but if everybody joined
this family we can do something right
with us for you it sound like it’s about
selling the belief forever
yeah picks billiard ball if you could
get we have won everyone to do something
funny the impact will be huge
that’s why you know in the scenario with
it a lot of things is not of them person
because a JD famous no it’s a lotta NGO
helping us yeah 70 undhiyo a lot of
companies they don’t need a name they
just support them in foundation there’s
a whole foundation move together we go
to song we have a 500 volunteers we’re a
confirm I don’t know I don’t know even
don’t know their name their work very
hard harder than jelly jelly just what
to be to just planning well they’re
they’re ready to do something go to the
mayor a lot of places it’s right right
it’s great things you think I really
want to stay the family they’re not
jelly it’s not even funny
if they’re finally power very strong
right if you constantly remind yourself
after every defeat after every setback
every time you get knocked down I’ve got
a saying if life knocks you down try and
land on your back because if you can
look up you can get up see a lot of
people because of failure they stop they
stop believing let me share something
with you you will fail your way to
success yes
8 out of 10 millionaires have been
financially bankrupt you will fail your
way to success
it doesn’t matter how many times you
fail it doesn’t matter how many times
people tell you that you can’t do it it
doesn’t matter if you don’t have a
I’m in the big the biggest enemy is
ourself we need a final learning special
professional Mara everybody get a lot of
injures in the past you need a fire
wisdom overcome her every day you know
you need work and can you and you know
to show your strength strength and do
your best that’s I think a real Ming the
fearless today from JB’s head is do your
best every day
that’s realization and light that
without a cop all right you cannot
control let them go
all right then count it doesn’t matter
do your best and everything every day in
every day training work everything’s
good enough I am very aware of the
preciousness of time
she’s a moment act now I have spent my
life traveling across a universe inside
my mind through theoretical physics I
have thought to answer some of the great
questions but there are other challenges
other big questions which must be
answered and this will also need a new
generation who are interested engaged
and with an understanding of science how
will we live an ever growing population
provide clean water generate renewable
energy prevent and cure disease and slow
down global climate change I hope that
science and technology will provide the
answers to these questions but it will
take people human beings with knowledge
and understanding to implement these
one of the great revelations of the
Space Age has been the perspective that
has given Humanity on ourselves when we
see the Earth from space we see
ourselves as a whole we see the unity
and not the divisions there is such a
simple image with a compelling message
one planet one human race we are here
together and we need to live together
who with tolerance and respect we must
become global citizens I have been
enormous ly privileged through my work
to be able to contribute to our
understanding of the universe but it
would be an empty universe indeed if it
were not for the people I loved and who
loved me
we are all time traveler learning
together into the future but let us work
together to make that future a place we
want to visit me brave me determined
overcome the odds that can be done
however routine its discipline is
predictable and bloody we’ll stick to it
you’re gonna be way healthier and
happier and saner if you do that and
then the other thing that you need
because this is one of the things the
psychoanalyst got wrong I think is that
they overestimated the degree to which
sanity was a consequence of internal
being properly structured internally you
know because from the psychoanalytic
point of view you’re sort of an ego and
that ego is inside you
of course it rests on an unconscious
structure but the purpose of
psychoanalysis is to sort out that
unconscious structure and the ego on top
of it and to make you a fully
functioning and autonomous individual
but there’s a problem with that because
the reason that you’re saying as a fully
functional and autonomous human being
isn’t because you’ve organized your
psyche even though that’s important the
reason that you’re saying if you’re a
well if you have a well organized
unconscious an ego is because other
people can tolerate having you around
for reasonably extensive periods of time
and will cuff you across the back of the
head every time you do something so
stupid that people will dislike you
permanently if you continue and so what
people are doing to each other all the
time
just non-stop is broadcasting sanity
signals back and forth right it’s like
you smile at people if they’re well if
they’re not not only behaving property
but behaving in a way that you would
like to see them continue to behave you
frown at them if they’re not you ignore
them if they’re not you shun them you
you roll your eyes at them you manifest
a disgust face you don’t listen to them
you interrupt them you won’t cooperate
with them you won’t compete with them
it’s like you’re blasting signals at
other people about how to regulate their
behavior so frequently well it just
makes up all of your social interaction
that’s why we face each other and we
have emotional displays on our face and
we’re looking at each other’s eyes and
we know exactly we know as much as we
can about what’s going on with each
other given that we don’t have immediate
access to the contents of their
consciousness and so partly what you’re
doing
with your routine is establishing
yourself as a credible reliable
trustworthy potentially interesting
human being who isn’t going to do
anything too
Radek at any moment and everyone else is
around there tapping you into shape
making sure that that’s exactly what you
are and that’s how you stay sane and so
what happens to people too if they don’t
have a routine and they get isolated is
they start to drift and they drift badly
because the world is too complicated for
you to keep it organized all by yourself
you just cannot do it so a lot of our so
we outsource the problem of sanity and
it’s very intelligent that we outsource
the problem of sanity because sanity is
an impossibly complex problem and so the
way that we manage the incredibly
complex problem is we have a very large
number of brains working simultaneously
on the problem all the time seek
failures see if you’re playing it safe
you’re not gonna win if you’re playing
it safe like that all say you know
you’re topping your little girl better
to be safe than sorry well that’s a
bunch of crap it’s not better be safe
than sorry it’s by trying things that
you figure out how far you can go you
got to get outside the box like it’s
reported Edison tried 3000 ways before
he built the incandescent light he said
he didn’t deal 3,000 times he said there
was 3000 different steps to building a
light bulb well there’s different steps
to get to where you’re going and I
really do treat winning and losing
exactly the same I do not let it upset
me do you think that’s a big part of why
you’re so successful well it’s part of
why I enjoy it yeah I think it is
because I try anything like if if I’m
into an idea the idea of losing never
enters my mind see I have worked with
giants I had the good fortune of working
with Sir Edmund Hillary he was the first
man to stand on top of the world and I
worked with him on three different
occasions and the only difference in ed
Hillary and Bob Proctor is in his his
size now he’s gone now but he
was a big man when he shook hands with
me his hand wrap right around mine I
felt like Oh
dwarf you know and and talked into him
like it never entered his mind he
wouldn’t get to the top of the mountain
but he failed in 1951 he failed in 1952
it wasn’t until 1953 that he got to the
top of the mountain
no people had died for centuries trying
to do that he said I knew if I could see
it in here I could hold it out here
still a man wrote that in the book he
could Seaton your head you can hold it
in your hand and that’s right
and if you’re not prepared to lose
you’re never gonna win because you’re
always playing it safe and there’s no
there’s no reward in that and think
about the world this way you can think
about it as your orderly little plan
that’s a place and you can think about
it as the place that things that disrupt
your plan comes from that’s another
place this is a bigger place than this
because there’s an endless number of
things that can disrupt your plan and
only a tiny number of them that can you
know that will help you work it out so
part of the question then too is like
are you the friend of your plan or are
you the friend of the thing that
disrupts your plan and I would say you
should work to become the friend of the
thing that disrupts your plan because
there’s a lot of that and then if you
become the friend of the thing that
disrupts your plan then you start to
develop strength in proportion to the to
the disruptive force and that’s really
what you want you want to be able to
implement your plan obviously but you
want to be able to take on the
consequences of error and learn from it
and then then you win constantly because
even if something goes sideways you
think there’s something to be derived
from this that’s wisdom fundamentally
what’s the risk of failure what you’ll
be embarrassed or risk of failure how do
you distinguish failure from learning uh
in your whole life you know failure
implies that it stopped that the game
stops right if it’s part of a you’re
failing and then you learn then that
learning is part of the moving forward
right so that is what the process is
like fail learn
move forward and constantly do that
because you’re cutting edge you’re going
where people haven’t been before and a
life you’d like to have and and you do
that partly by referring to social norms
that’s more or less rescuing your father
from the belly of the whale but the way
other way you do that is by having a
little conversation with yourself about
as if you don’t really know who you are
because you know what you like you won’t
do what you’re told you won’t do what
you tell yourself to do you must have
noticed that it’s like you’re a bad
employee and a worse boss and both of
those work you know for you you don’t
know what you want to do and then when
you tell yourself what to do you don’t
do it anyways you should fire yourself
and find someone else to beat but but
you know what my point is is that you
have to understand that you’re not your
own servant so to speak you’re someone
that you have to negotiate with and
that’s and you’re someone that you want
to present the opportunity of having a
good life to and that’s hard for people
because they don’t like themselves very
much so you know they’re always like
cracking the whip and then
procrastinating and cracking the whip
and then procrastinating and it’s like
god it’s so boring and such a pathetic
way of spending your time I always tell
myself forgot the price when I do it
what I did on the past I am the new guy
today – every day it’s new things happen
I need to learn English I needed learn
things learn American style this movie
success but the next movie maybe not so
you need to learn again I’m the new
actor here every day so this is my
philosophy I need to learn I just normal
guy I played of different characters
also I need to learn everyday Chinese
have been famous descendants when you
how to translate when you become older
older you still need to learn alert
it’s how the translation lesson is what
I lost you doll oh that’s right yeah
odor odor odor but you need still need a
study a study study yes
because that’s the very good a sentence
that in order to be successful you must
have one big goal I gave a goal setting
exercise all over the world that is life
changing
I go back a year later or two years
later or three years later and I have
thousands of people come up to me almost
like us guru Laura sage and they say you
changed my life you made me rich and I
said it was the goals wasn’t it and they
said it yes it was the goals how did you
know and what I teaches this is take a
piece of paper make a list of ten goals
that you’d like to achieve in the next
12 months
these are one-year goals now sometimes
I’ll have a one day a one week one month
three months six months but they’re all
goals that you want to accomplish within
12 months then you look over this list
and you say if I could wave a magic wand
and achieve any one goal on this list
within 24 hours which one goal would
have the greatest positive impact on my
life and then you look at your list of
10 and the answer will jump out at you
and that becomes your major definite
purpose this becomes your major goal
then you transfer this to a clean sheet
of paper and you write a deadline when
you want to achieve this goal you make a
list of everything that you can think of
that you could do to achieve this goal
you then organize this list like a
checklist in order of sequence what do
you do first what do you do second what
do you do third and then you take action
on your goal and then you do something
on that goal every day seven days a week
it’s a very simple system decide the
most important goal write it down
make a plan work on it every day and
then all of your other goals will start
to move forward you’ll start to make
progress on the big goal but all the
other goals will start to move forward
almost without you even paying attention
to them so that’s pretty the key to
success is single focus Warren Buffett
and Bill Gates were at a dinner party
with Bill Gates father and a large
number of other people at Bill Gates
home in Seattle last year and they were
chatting with each other they’re very
good friends and somebody came up to
them and said excuse me gentlemen don’t
mean to interrupt you but you’re three
of the most important most successful
people in the world
Bill Gates and Warren Buffett are number
one number two wealthiest men in the
world what would you say is the most
important ingredient for success and
they all stop broke off their
conversation and all turned
simultaneously and looked at the man and
said focus focus is the most important
quality for success if you can focus you
can do anything if you can’t focus you
must always work for someone else who
will make you focus now wonderfully
enough focusing is like learning how to
ride a bicycle or type with a keyboard
it’s a learning skill you can learn to
focus by practicing focus until it
becomes automatic one of my favorite
quotes is from good to the German
philosopher and he said everything is
hard before it’s easy so the formation
of any new habit is hard before it’s
easy you have to keep working at it it’s
just like a bicycle you keep falling
down you have to keep getting back up
again
until finally it becomes easier and
life is about growth he said you could
either go back to your comfort zone and
there you won’t find any growth or you
must willing be willing to go forward
and face your fears again and again and
again because you’re never going to have
a fear free existence I mean some fear
is acceptable and legitimate there are
some things that you you really should
be afraid of now you shouldn’t allow it
to immobilize you you acknowledge it you
take it into account and you carry
yourself accordingly there are times
that we should proceed with caution but
it’s the difference between being
stopped by fear it’s the difference
between having a fear and the fear
having you so what do we do 1
acknowledge it
and knowing that it’s okay don’t condemn
yourself for being afraid it’s perfectly
fine to have some fears
you acknowledge your fears you embrace
those fears and then you move on you act
on whatever it is that you fear because
once you embrace it see what you resist
will persist what you resist will
persist so one of the most important
things is is to begin to embrace your
fear the fear of bodily harm that’s
legitimate when I was a disc jockey in
Columbus Ohio you know I was young right
22 23 but I was tough and I was on the
air and Al Green who was a great
performer at that time and still is now
now singing gospel music had a record
his first hit record was backup train so
a guy came in the town and was
impersonating Al Green I happen to know
al green because I’d already booked him
and so when I found out this guy was
impersonating Al Green I came on the air
and did an editorial about it and I
exposed him he was rather big fellow and
so he had the word out that when I see
this guy Les Brown the disc jockey I’m a
knockin my mouth for having a big mouth
so I was driving down Main Street in
Columbus Ohio had my son in a car and I
always have this little saying hey if
anybody able to put a threat on me I’m
gonna make him honor it so I saw this
guy on the street side pull around
I say excuse me I’ll be right back got
out of the car and say hey man I heard
you said that you were looking for me
I’m les Brown he said you are say yeah I
said what is it I’m the one that said
that you were an imposter I said I want
to know what you’re gonna do about it he
open his coat he had a gun there I say
acknowledge your fear scare yourself
accordingly and do what makes sense for
you
well one major fear I’ve always had is a
fear of the dentist and this fear had me
I didn’t have that fear and what really
enforced it you got to watch things that
can feed your fear I saw a movie that
most people would not remember this
movie was starring Dustin Hoffman called
the Marathon Man with Laurence Olivier
when he’s trying to get a confession out
of here
and he took this drill out let me tell
you someone he went in Duffman Hoffman’s
mouth of that drill I had a dollar worth
of popcorn that popcorn would ever do
you know I could not go to the dentist
for five years I had left broadcasting
went to the Ohio legislature had an
impacted wisdom tooth my dad hurts and I
would call and soon as the people would
answer the phone
I would hang up that’s not fighting with
dr. Hamlin office boom out here then I
got to the point where I could just ask
for an appointment hello and I wouldn’t
give my real name because I knew I was
gonna keep it I’d give me anybody’s name
Joe jiggle Jim it did better before he
said I got to the point where I could
give my name it was about four years
after that you know so my name is les
fine then I would call back and say look
here due to my legislative agenda I
won’t be able to make it so the lady
finally said no function you’re scared
aren’t you
I said no I’m not shit and then why
don’t you come in assassin none of your
business
she said you’re not coming in because
you’re scared I wish you just would not
waste our time and I said you have no
right to do that to people like me you
know
so finally it’ll make along the shorter
I was hurting so bad it’s a way to me
I’ve got to do something and I said what
am I afraid of go there and handle
that’s it man I see dr. Hamill I just
can’t hear this drill you do whatever I
just don’t I don’t need to hear this
drill this drill that sound you know
that’s the what gets me that drill don’t
pull that drill out over these they just
calm down Conda and it wasn’t really bad
as I thought it was one of the things
you find out that when you face your
fears it’s not as bad as you think it is
and when people tell you I just can’t do
that I can’t handle I mean really really
really I can’t have it what they’re
envisioning is that they’re not going to
be if they’re gonna clock out like
you’re going to die guess what we all
that occasions when we confronted our
fears we had to do something we felt
uncomfortable with we didn’t want to do
it and we did not die they didn’t come
take us and put us in a box somewhere am
i right so what we’ve got to begin to do
how do we handle that what’s the process
because it’s all up in here one I think
is imagine the worst-case scenario I
just imagined that he went in my mouth
and with this drill and that I just
then I imagine that’s the worst case
scenario then I had another technique I
used visualize yourself being more than
able and capable of handling it and I
used to have a tremendous inferiority
complex about speaking before people
that I felt who had more going for them
than I did because I’m not college
trained I used to feel that college
people were the most intelligent people
on the planet and there was nothing I
had to say for them and what would what
will they listen to me for that’s the
way I felt and so I had to visualize
myself speaking before them speaking
before various audiences that had more
going for them than I did and realize
and appreciate my own value and that I
was a worthwhile person even though I
didn’t have all going for me I didn’t
have the money I didn’t have the
education that they had so part of the
process is seeing yourself being worthy
being capable having what you need to
make your worthwhile person and that
you’re more than able and that you
deserve to be listened to or you deserve
to have that dream and that passion and
whatever it is that you see and envision
there you’ve got to see it in your
mind’s eye and know that you’ve got what
it takes repeat after me please
I must see and my mind’s eye see myself
confronting my fears handling my fears I’m more than able
are unusually fearless and willing to go
in the face of other people telling you
something that’s crazy and I know a lot
of pretty crazy people you still stand
out where does that come from or how do
you think about making a decision when
everyone tells you this is a crazy idea
where do you get the internal strength
to do that well first well I’d say I
actually think I feel feel fear quite
strongly so it’s not as though I just
have the absence of fear I’ve I feel it
quite strongly but there are times when
if something is important enough you
believe in it enough that you do it in
spite of the fear
so speaking of important things like
people shouldn’t think III I should
think well I feel fear about this and
therefore I shouldn’t do it it’s normal
to be to feel fair like you’d have to
definitely something mentally wrong you
shouldn’t feel fair so you just feel it
and let the importance of it drive you
to do it anyway yeah you know actually
something that can be helpful as
fatalism some degree if you just think
it’s just accept the probabilities then
that diminishes fear so I’m starting
SpaceX I thought the odds of success
were less than 10% and I just accepted
that actually probably I would just lose
lose everything but that maybe would
make some progress if we could just move
the ball forward even if we died maybe
some other company could pick up the
baton and move and keep moving it
forward so that were still do some good
yeah same with Tesla I thought your odds
of a car company succeeding were
extremely low
so just go and do it try learn from it
you know you’ll fail at some things
that’s a learning experience that you
need so that you can take that on to the
next experience and don’t let people who
you may respect and who you believe know
what they’re talking about don’t let
them tell you it can’t be done because
often they will tell you it can’t be
done and it’s just because they don’t
have the courage to try okay I was I got
lucky I just stumbled and I was one of
the first people to ever use online
advertising I was in I think the second
month Google AdWords launched and there
was no YouTube videos there was no Perry
Marshall books there was there was
nothing you just kind of wasted money to
learn now we’re the most spoiled
generation everything this computer on
this phone iPhone 7 is more powerful
than the first rocket that put man on
the moon that cost billions of dollars
now we get that for under a thousand
bucks and people are still like I’m lost
yes your loss sit down and then open up
Safari and go how to do Google ads and
you’re gonna come up let’s see what I
come up with AdWords they have their own
tutorial word stream jump if I you’ve
got some paid stuff then you have some
free stuff on HubSpot if you sit in a
chair charlie munger calls it assiduity
put your ass in a chair sit there and
focus without being you know the average
American right now the average first in
the world our attention span has dropped
to five seconds the sad news is the
average goldfish has 6 seconds we’re now
competing with goldfish and the goldfish
are winning so if you don’t have
assiduity to sit down breed there is no
solution for you you will always be poor
because you’ll always be beat by
somebody who’s willing to sit in the
chair is there a way for people to build
that discipline yes pain and that’s why
I’m not a big believer in delusion you
know you asked me one of the rewiring
things we have to do in this world I’ll
tell you one you ever heard this myth
everything happens for a reason so just
accept it well there’s kinda truth
to that if I jump off a building and
break my legs
yes everything happened for a reason the
reason was gravity like that’s why you
break your legs and physics legs brittle
concrete not brittle so debt but people
interpret everything happens for a
reason be like whoa I was meant to learn
from that thing and then BS read Richard
Dawkins The Selfish Gene one of the most
important books written in the last
century
he says organisms that only learn
through trial and error lose to
organisms that can learn through other
people’s a trial and error is anybody
here we got a little live audience
anybody here ever had to be hit by a car
to learn to look both ways I did it I
kind of learned from just somebody
telling me big car two tons velocity
smash dead and I now always look both
ways so if you’re myth is that the only
way you’re gonna learn is just through
massive mistakes in trial and error you
have a read Richards talking book how
does pain allow somebody to get more
disciplined okay so going back to that
myth of when you see your life and
anytime there should be pain you go no
no no it was just how it was meant to be
no look yourself in the mirror sometimes
and go you know why I’m not happy it’s
because I didn’t listen ten years ago
and I got in the wrong career you know
I’m not happy because I married the
wrong damn person it wasn’t meant to
happen yes everything happens for a
reason you made a bad choice but it
didn’t have to be that way and the
second you build up pain and this by the
way is not my opinion if you talk to
guys like dr. David buss top 10 most
cited psychologist in history okay he’s
one of my main mentors he told me I said
do adults change like we do all this
self-help videos and podcasts I said am
I wasting my time he goes yeah kind of
I said why he said well after 25 it’s
very hard to teach old dogs and
insurance by the way that’s why I’ve
changed
most of my stuff targets people 18 to 25
that’s why I do snapchat and all that
because there’s hope for 18 to 25
now if you’re over 25 before you get
depressed he told me but I have good
news for you time I said what he said
adults learn through massive trauma so
you will learn you have to let in some
trauma into your life and that’s rough
but no pain no gain like if you are 100
pounds overweight and you want to be
able to play basketball here’s my news
for you everything happened for a reason
you got fat because you ate too much and
you didn’t exercise so welcome to the
gym
in the first year is gonna be hell but
that pain hopefully will reprogram your
brain that every time you want to eat
that nasty thing go wait I don’t want to
go through that pain again so I think
one of the myths of societies we won’t
let pain in we just excuse it all the
way like nah that wasn’t meant to happen
oh you wasted 20 years of life I married
the wrong person in the wrong career no
tom it wasn’t happy where’s the people
who go you’ve you’ve wasted 20 years and
you will never get it back you better go
in your room and cry and the truth is
you only learn as an adult unfortunately
most people can only change with mass
and trauma the day is 24 hours and we
sleep six now I know there’s some out
there that say ah buh buh buh buh I need
eight but I say just sleep a little
faster because the bottom line is we
have six hours of sleep 24 hours are
available so if 18 hours now available
to your work your family your hobbies
and also to learn something new or to do
something new which could easily be that
you want to learn a new language or that
you want to read and as a new year’s
resolution I have to read a book every
week or where you say I’m gonna go and
reshape my party so you’re gonna go and
take this hour out of your schedule and
say I’m gonna train an hour every day so
this is for most people a huge challenge
but it is totally doable I can tell them
because the kind of things that I did
when I came to this country I mean I
went to school I was working on
construction I was working out my five
hours a day I was taking acting classes
from 8 o’clock at night that Wolfman
right I was doing all of those things I
wanted to make sure that out of the 24
hours of the day that I don’t waste one
single hour those hours were too
precious and so they’ll just want to
tell people don’t give me this thing I
have a difficult time of it the time and
I don’t have time for this neither of
that you have time you make the time an
old-fashioned belief that I can only
should expect to make money and things
that I understand and when I say
understand I don’t mean understand you
know what the product does or anything
like that I mean understand what the
economics of the business are likely to
look at look like 10 years from now or
20 years ago I know in general what the
economics of say Wrigley chewing gum
will look like ten years now going to
change the way people chew gum it isn’t
going to change what you come they chew
you know if you own the chewing gum
market in a big way
and you’ve got double mint in the
spearmint and the juicy fruit those
brands will be there ten years from now
so I can’t pinpoint exactly what the
numbers are gonna look like on Wrigley
but I’m not gonna be way off if I try to
look forward on something like that that
evaluating that company is within what I
call my circle of competence I
understand what they do I understand the
economics of it I understand the
competitive aspects of the business so
figuring out the economic consequences
TV I think there’s I don’t know 20 25
million cents a year so in the United
States I don’t think there’s one of them
made in the United States anymore I mean
you’d say TV set manufacturer what a
wonderful business side everybody now
nobody on a TV in 1950 they’re about 45
to 50
everybody has multiple sets now nobody
is in the United States and made any
real money making the sense that they’re
all out of business
you know the Magnavox is the RCA is all
of those companies radio was the
equipment of the 20 over 500 companies
making radios in the 1920s again I don’t
think there’s a u.s. radio manufacturer
at the present time but coca-cola and
I was at 1884 Jacobs pharmacy or
whatever and fellow comes up with
something a lot of cock copiers over the
years but now you’ve got a company that
is selling roughly 1.1 billion eight
ounce servings of its product not all
cokes right and some others daily
throughout the world 117 years later so
understanding the economic
characteristics of a business is
different than predicting the fact that
an industry is going to do wonderfully
so I look at the internet businesses or
I look at tech messes I say this is a
marvelous thing and I love to play
around on the computer and it I ordered
my books from Amazon and all kinds of
things but I don’t know who’s gonna win
unless I know who’s gonna win I’m not
interested in the best thing I’ll just
play around on the computer and defining
your circle of competence is the most
important aspect of investing it’s not
how important how large your circle is
you don’t have to be an expert on
everything but knowing where the
perimeter of that circle of what you
know and what you don’t know is and
staying inside of it is all important
Tom Watson seniors started IBM said in
his book he said I’m no genius said but
I’m smart in spots I stay around those
spots and you know that is the key so if
I understand a few things and I stick in
that arena I’ll do okay and if I don’t
understand something but I get all
excited about it because my neighbors
are talking about the stocks are going
up everything they start fooling around
someplace else eventually I’ll get cream
that your real work is to figure out
where your power base is and to work on
the alignment of your personality your
gifts that you have to give with the
real reason why you’re here that’s
that’s the number one thing you have to
do is to work on yourself and to fill
your self up and keep your cup full keep
yourself full now I used to be afraid of
that I used to be afraid particularly
from people
no she said she’s so full of herself
she’s so cool
her so and now I embrace it I I
considered a compliment that I am full
of myself because you only when you’re
full I’m full I’m overflowing my cup
runneth over I have so much I have so
much to offer and so much to give and I
am not afraid of honoring myself you
know it’s miraculous when you think
about it people say you you have to have
a lot of passion for what you’re doing
and it’s totally true and the reason is
is because it’s so hard that if you
don’t any rational person would give up
it’s really hard and you have to do it
over a sustained period of time so if
you don’t love it if you’re not having
fun doing it you don’t really love it
you’re gonna give up one night Chris
have gone to bed I’ve been struggling
struggling struggling we still had all
the same problems I we started lean on
the house still facing bankruptcy still
fighting like crazy I was still
unemployed
he still they still hadn’t figured out
like the solution yet for the business
and I was about to turn off the TV and
there on the the TV there was this
rocket launching and I thought oh my
gosh I am gonna launch myself out of bed
like a rocket ship like NASA right here
and launch me out of that bed and I’m
gonna move so fast that I don’t think
hmm I’m gonna beat my brain now here’s a
really interesting point I talked a lot
about your instincts and inner wisdom
and we can get into this a little bit
later but a lot of us talk about the
fact that you have a gut feeling but
what all this research that I’ve done
for the book and and all the speaking
that I do what I’ve discovered that’s
fascinating is actually when you set
goals when you have an intention on
something that you want to change about
your life your brain helps you what it
does is it opens up a checklist and then
your brain goes to work trying to remind
you yeah of that intention that you said
and it’s really important to develop the
skill and I say that word purposefully
the skill of knowing how to hear that
inner wisdom and that intention kicking
in and leaning into it quickly so for me
my brain saying that’s it right there
move as fast as a rocket Mel I wanted to
change my life and I think most people
that are miserable or that are that are
really like dying to be great and dying
to have more we want to change we want
to live a better life we want to create
more for our families we want to be
happier the the desire is there again
it’s about how do you go from knowledge
to actions so the first thing in the
story that’s important is realizing that
the answer was in me and my mind was
telling me pay attention I could have
also been the Bourbon anyway the next
morning the alarm goes off and I
pretended NASA was there
it’s a stupidest story I literally went
5 4 3 2 1 I counted out loud and then I
stood up and I’ll never forget standing
there in my bedroom it was dark it was
cold it was winter in Boston and for the
first time in 3 months I had beaten my
habit of hitting the snooze button I
couldn’t believe it and I thought wait a
minute counting backwards said is the
dumbest thing I’ve ever heard in my
entire life well the next morning I used
it again and it worked the next morning
I used it again and it worked the next
morning I used it again and it worked
and then I started to notice something
really interesting there were moments
all day long all day long
just like that five-second moment in bed
where I knew knowledge what I should do
and if I didn’t move within five seconds
my brain would step in and talk me out
of it every human being has a
five-second window might even be shorter
for you you have about a five-second
window in which you can move from idea
to action before your brain kicks into
full gear and sabotages any change in
behavior because remember your brain is
wired to stop you from doing things that
are uncomfortable or uncertain or scary
it’s your job to learn how to move from
those ideas that could change everything
and do something you’re very passionate
about and don’t try to chase what is
kind of the passion I realized that when
you to have the level of success that I
want to have it’s difficult to spread it
out and do multiple things you know it’s
in order to to be world-class and I’ve
made a decision I want to be world-class
and it just it takes such a desperate
obsessive focus to to excel on assert
honor on the level that I want to make
movies you know I was a Star Wars when I
was young i sat in the movie theater and
watched Star Wars and I just couldn’t
believe that that movie made me feel
like that just floored and just stunned
by the creativity and just I’m realizing
that in order to move people in that way
in order to touch people in that way
really got to focus with all of your
fiber and all your heart and all your
creativity failure is part of life I
mean the difference for me though is I’m
like a failure as a stepping stone to
success like it’s a speed bump I know
I’m gonna fail but it’s not failure if
you learn something and so gosh I’ve
made so many mistakes I’ve screwed so
many things out but every time I do it
just becomes it becomes a way for me to
explain to someone else what it takes
you know it’s like here’s what I’ve done
I think I have
influence people because I talk about my
failures I talk about all the things
that mess me up but I show people that
didn’t let it stop me and you don’t need
to stop you and I think I think that’s
really the secret matter and if
everything you touch was successful
first one got a relate to people as well
oh you’ll be late and also it’s B total
bullsh and everyone know it’s bull and
also you’d be bored silly I mean think
about it if you just said I want this to
happen I want this to happen you know
people don’t value it they don’t fight
for you know it’s like you see kids
sometimes in it you know your parents
will say you’re not gonna value this if
you don’t work for it and you’re keeping
going you value just give it to me but
it’s true you know about things we’ve
worked the hardest for we value the most
so I think you know the purpose of the
goal is not getting it anyway the
purpose of goal you know is what who you
become will you becomes gonna make you
happier it’s gonna make you sad so I’m
not looking for an effortless approach
there’s no such thing is there a time to
bail out on a project though I mean when
I don’t that’s not in my vocabulary yeah
look I have a I have an unfair advantage
you know I went to war a war I’m alive
because other guys died for me when you
see stuff like that you know how can I
quit most guys I just wimps pussies
cowards they don’t have it so they
should they should get a job yeah I
started working at this video store was
pretty much what you’re talking about
around that time and and it was great at
first cuz I’d always hated day jobs and
stuff and so I got a day job and it
ended up being pretty good but the
middlee I was there for five years at a
certain point it was a narcotic alright
I didn’t have to keep pursuing my dreams
cuz you know it’s not what I want to do
but it’s sort of kind of close and if I
didn’t have an artist soul burning in me
I could have made myself happy
with that i could if i if i didn’t have
an artist soul burning to get out i
could have you know walked backwards a
couple steps and just done that and
would have been a fulfilling to anybody
else it would have been a fulfilling
life it wouldn’t been for me because i
wouldn’t know and I would have had
something to say that I didn’t get a
chance to say but it did put me to sleep
for a while
and I’ve always just thought I mean what
really got it got everything kind of
truly going from you could point out a
lot of different things but the bottom
line is the fact that I realized that
the even the group of people I hung
around with they were all great great
great fellows and great gals but you
know I was easy for me to think that I
was doing a lot because I was doing more
to try to move myself forward than they
were but you know that’s not yeah yeah
okay I’m a big fish in a puddle so what
all right they’re not doing anything so
yeah I’m doing more than them but I
realized that actually I need to get my
ass out to Hollywood and meet other
people who are you know like they were
in my category or or working a little
higher and and I should be the weakest
link in my chain that I have and that’ll
make me be stronger or make me run
faster I mean like an analogy I’ve
always used is alright if you run the
hundred yard dash with a people that
can’t run as fast as you yeah you’ll win
hands down you know that but if you run
with people much faster than you alright
yeah you might come in last every single
time but your time will be better
because they’re making you run all the
faster they’re making they’re making you
dig down just a little bit more it
doesn’t matter that you and your time is
faster and that’s what I knew I had to
do I had to get out of Loserville and
throw myself into a place where like
this is what do for a living then a
dominating desire plan or purpose which
is backed by that State of Mind known as
faith has taken over to the subconscious
section of the mind of acting upon
immediately I don’t know for sure ladies
and gentlemen but I suspect that there’s
a relatively small number of people in
the world any one time who understand
the principle of faith who really
understand it to know how to apply and
even if you do understand it if you
don’t back it up with action and make it
a part of your habit life you might just
as well not understand it because faith
without deeds is this faith without
action is dead
absolute positive belief is dead I don’t
know how you’re going to get any results
through believing unless you put some
action back of that belief and the
incidentally if you tell your mind often
up that you have faith in anything the
time will come when your subconscious
mind will accept that even if you tell
your mind off enough that you have faith
in yourself as you ever thought well
nice thing it would be if you had such
complete faith in yourself that you
wouldn’t hesitate to undertake anything
you want to do in life have you ever
thought what a benefit that would be to
you when you get up in the morning you
do what you normally do I would
eventually say a lot of you here
probably turn on your cell phones your
computers and what’s the latest email
what’s the latest text that comes in you
start your day off like that that’s your
mindset try this get up in the morning
do whatever you have to do don’t turn
the computer on don’t turn the TV on go
right back to bed again either lay there
or sit there and just bring the universe
to you here’s how you do it you just be
it’s virtually impossible when you first
do it because the thousand thoughts come
through your head we’re human beings so
what you do is you’re sitting in bed
look at the wall look at the off TV set
look at the ceiling look at the door
look at something in the room to get
your attention and just look at it and
just be for a couple of minutes not 10
minutes not 20 minutes not two days just
be when your mind wanders find another
spot in the room to look at so you’re
back in present time even for a couple
of minutes now go about your day don’t
think about what you’re gonna do for
that split few minutes
you’re now becoming part of a universe
which is also part of global thinking
here’s what I’ve created for my life and
anyone I know succeeded I’m a 17 year
old kid from Azusa California with no
real education other than self education
with no background with parents that did
their best all of them
with no money but I did one thing I love
people and I had an enormous demand I
made upon myself and I sculpted my mind
and my emotions to get me to do whatever
it would take to achieve and to
contribute but to do that I did it by
using my body and changing my focus I
did it by putting myself in a peak
physiology and using what I call
incantations can you train yourself to
believe something yes or no
absolutely how many have ever made the
fatal mistake of going to Disneyland or
Disney World and while you’re there made
the fatal mistake of going to a ride
called it’s a small world after all what
happens for about a week after you’re
out of that damn place you’re still
singing this thing in your head in 24
languages right let me tell you
something how many of you have things
when you want to achieve them and this
part of your voice goes it’s not gonna
happen or forget it I’m gonna go to
voices sometimes interrupts that good
pattern say what you want to do is train
a new one so starting when I was 17 I
started doing incantations not
affirmations affirmation you go from
happy am happy I’m happy
what’s the problem you haven’t changed
your what your what physiology if you
don’t change your physiology you won’t
get anything so an incantation only you
speak it but you embody what you’re
saying with all the intensity you can
and you do it with enough repetitions
that it sticks in your head like it’s a
small world now the conversation you had
is always the same and it gives you what
you want so use your body and your voice
so 17 years ago I started doing things I
was working for Jim Rohn this speaker
and I was 17 years old I had long hair
minestrone soup acne on my face and I
was trying to call on Bear Stearns type
of people and convince them why they
should go to this man seminar be more
successful I was driving a 1968
Volkswagen that I’d earned at $40 a week
as a janitor
the only way I did it was parked far
from the building and then go in and I
love people I believe but I put myself
in state and I was able to influence
people that were far more successful I
was at the time I will do something that
I still do backstage and I’ve done for
23 years because I don’t hope I’m gonna
be in a good State I demand it so I do
an incantation using my whole body
that’s a command my subconscious mind
too directly in helping as many people
as possible eyes today to better their
lives they gave me the strength the
emotion the persuasion the humor the
brotherly whatever it takes
you surely feeling get these people to
change your lives now I would do that
literally driving in my Volkswagen to a
meeting in LA on the freeway for 40
minutes people who am i I’m swimming
about my lungs they’re going I know he’s
a serial killer I know he is but by the
time I entered that room when two people
mean if there’s a rapport the person
who’s most certain will always influence
the other person and I was probably
certain and they were trying to get
revved up to certainty give you this yes
or no I do another one because I was
poor I changed my mindset I kept doing
things but I never got beyond it I’d say
gods about this circulating in my life
as well flows to me an avalanche is of
abundance all my needs desires and goals
are met instantaneously by infinite
intelligence for I’m one with God and
God’s everything and I would imagine the
abundance of my life and I would feel so
grateful and a year later I went for
making $38,000 year to make a million
this little idea explains why some
organizations and some leaders are able
to inspire where others aren’t let me
define the terms really quickly every
single person every single organization
on the planet knows what they do 100
percent some know how they do it
will you call it your differentiating
value proposition or your proprietary
process or your USP but very very few
people or organizations know why they do
what they do and by why I don’t mean to
make a profit that’s a result it’s
always a result by why I mean what’s
your purpose what’s your cause what’s
your belief why does your organization
exist start a Microsoft I didn’t think
of it as all that risky I mean I was so
excited about what we were doing
it’s true I could have gone bankrupt but
you know I had a set of skills that were
highly employable and in fact my parents
were still willing to let me go back to
Harvard and finish my education if I
wanted to you’ve always got a job with a
bill and the only the thing that was
scary to me wasn’t quitting and starting
the company it was when I started hiring
and then we had customers who went
bankrupt customers that I counted on to
come through and so then I got this
incredibly conservative approach that I
wanted to have enough money in the bank
to pay a year’s worth of payroll even if
we didn’t get in heat any payments
coming in and you know I’m almost heard
of that the whole time we have about ten
billion now which is pretty much enough
anyway you know I if you’re gonna start
a company it takes so much energy that
you know you it better overcome your
your feeling of risk I don’t think that
you necessarily if you’re gonna start a
company should do it at the start of
your career I think there’s a lot to be
said for working for a company learning
how they do things you know if you’re
young it’s hard to go lease premises
they made that hard for me you couldn’t
rent a car when you were under 25 at the
time so I was always taking taxis to go
see customers the people would you know
people say well we’re gonna go have a
discussion in the bar well I could go to
the bar and fun because I’ll tell you
when people are first skeptical and then
go this kid doesn’t know anything then
when you show them you’ve really got a
good product and you know something they
actually tend to go overboard and they
think whoa you know they know a lot
let’s really do an incredible amount
with these people so our youth at least
in this country was a huge asset for us
once we reached a certain threshold it
is hard it’s hard to hire old older
people because they’ll be a little bit
conservative about whether they should
come in and take the risk and it took
three or four years before we could go
out into the normal sort of employment I
knew I was wired to be excited about
business how or why I don’t know but you
know and there’s certain guys they have
the genetics to jump out at the gym
right certain guys you know that you
know when they golf they have the muscle
memory and and the discipline you know
dirt the Biscay may not be the most
talented guy in the NBA but his
discipline and his focus to do what’s
necessary to be successful he’s willing
to do and combine it with being seven
feet tall and being skilled you know it
makes him an amazing basketball player
so it’s understanding what your skill
set is finding the right place to use
those skills and then going for it you
know will that make you 250 grand
if you pick the right industry but
whatever industry you pick if you
outwork everybody if you try to be a
little smarter than everybody if you try
to be a better salesperson and everybody
if you try to be better prepared than
everybody you’ve got your best chance
because if you don’t do it and somebody
else does yeah I have the same work like
someone’s trying to take it all away
from you you know work you actually work
like someone’s spending 24 hours working
24 hours to take it all away from you
and that’s kind of the way I look at it
and I remember asking my dad – I want a
new basketball shoes because that was a
basketball junkie back then he’s like
well your shoes work if you want a new
pair of tennis shoes you have to go out
there and get a job and I’m like dad I’m
12 years old and it just so happens he
was playing poker with his buddies and
one of his buddies just like well I got
a job for you I’ve got these garbage
bags that we distribute you could sell
them door-to-door I’m like okay and it
was when I was selling them and realized
that I’d like to sell and that I could
sell and that I recognized that selling
was it was about providing the service
and creating value for people that I
knew that I would literally back then I
knew that I could always succeed I mean
I remember I was 16 I think when I
started a stamp company and started
going to stamp shows and trade shows and
just working a little bit harder than
other people and and trading up from one
stamp to the next I remember one time I
started with a quarter and bought a
stamp and left with $50 thinking hey if
I could do this I could do anything and
and it’s not that everything worked I
failed a lot but I never ever felt like
I be able to work hard enough to succeed
a lot of people come to me they say well
I want to be an entrepreneur and I go
that’s great what’s your idea and they
go well I don’t have one yet and I say
well I think you should go get a job as
a busboy or something until you find
something you’re really passionate about
because it’s a lot of work and I’m
convinced that about half of what
separates the successful entrepreneurs
from the non successful ones is pure
perseverance it is so hard you pour so
much your life into this thing there are
such rough moments in time that most
people give up I don’t blame them it’s
really
tough and it consumes your life I mean
if you’re if you’ve got a family and
you’re in the early days of a company
it’s I can’t imagine how one could do it
I’m sure it’s it’s been done but it’s
rough I mean because it’s a pretty much
a you know an 18-hour day job seven days
a week for a while so unless you have a
lot of passion about this you’re gonna
not survive you’re gonna give it up so
you’ve got to have an idea or a problem
or a wrong that you want to write that
you’re passionate about otherwise you’re
not going to have the perseverance to
stick it through and I think that’s half
the battle right there it’s hard to
remember how bad it was you know in
1980s with IBM taking over the world
with the PC with Doss out there it was
it was far worse than the Apple – and
they tried to copy the Apple – and they
done a pretty bad job and you needed to
know a lot and so things were kind of
slipping backwards and Macintosh was you
saw the 1984 commercial you put that I
hope you have that in your archives
you know Macintosh was basically this
this relatively small company you know
in Cupertino California taking on the
Goliath IBM and saying wait a minute
your way is wrong this is not the way we
want computers to go this is not the
legacy we want to leave this is not what
we want our kids to be learning this is
wrong and we are going to show you the
right way to do it and here it is it’s
called Macintosh and this is so much
better that it’s gonna beat you and we
are gonna do it and that’s what Apple
stood for don’t wait go do it act now
and really accepting we need you we need
you we need you you are the 1% you’re
the percent that says I’m gonna wake up
you are the lightworkers you are the
ones that have accepted this call in
this lifetime at this time you have
decided to wake up and chosen to say yes
I’m here to be a greater service than
just to feed myself right I’m here to
feed the world I’m here to give love I’m
here to be an expression of that truth
don’t hold that back
don’t play small we can’t we need you
and so really if you are anyone in this
room who has been sitting on that book
idea waiting a little bit longer before
you start that teacher training or doing
10 more teacher trainings before you
actually teach if that’s you guys start
and the pressure will be off I can’t
begin to tell you I could cry just
saying this the mo the day I taught ego
Eradicator I was two weeks into my
teacher training and I said f it let’s
go and I just went and I felt so much
pressure off I felt so much lift because
I just knew I felt this technology must
be shared I can’t hold it I can’t keep
it for myself I can’t just sit in my
apartment by myself like this I gotta
give this and sharing it the pressure
this just lifted it was like hah thank
you thank you thank you and I wasn’t the
perfect teacher and I look back and I
was teaching Eagle Eradicator wrong
everyone’s arms were like this everyone
was breathing backwards it was a mess
but I did it and I started and in those
moments when we just get to go just go
the pressure is off and then we clear
the path and we are guided to the next
right action and that is the most
magnificent thing we could do right now
top the mode of authentic being and that
is something like refusing to
participate in the lie in deception in
the lie to orient your speech as much as
you can towards the truth and to take
responsibility for your own life and
perhaps also for the lives of other
people and there’s something about that
that’s meaningful and responsible and
Noble but also serves to mitigate the
very suffering that produces say the
nihilism or the flee into the arms of
flee or or the or the escape into the
arms of totalitarians to begin with you
need something to shelter you against
your own vulnerability
a good fight just to be diligent and
committed and discipline doing what you
hate to do but do it like you love it
you know always testing yourself forcing
yourself without limits
you know if you know you like if you
love women then deny yourself that you
know I mean that’s what that’s what I’m
successful generals all about sacrifice
for my experience of anything lose
except I may have had its be willing to
sacrifice you know unfortunately
sometimes you can’t have fun
accomplishing your goals and when
sometimes people arm don’t have the
determination the will and the steadfast
mister tenacity they are they giving
them the slightest trouble taking
responsibility accepting responsibility
is not an admission of guilt you’re not
you’re not admitting that your fault
taking responsibility is a recognition
of the power that you seize when you
stop blaming people it’s not like you’re
letting somebody who wronged you off the
hook like taking responsibility as an
act of emotional self-defense
taking responsibility is taking your
power back you initiate the action
aggressively you go because the idea
isn’t gonna execute itself and the book
isn’t gonna write itself and the weights
out in the gym they’re not gonna move
themselves you have to do it and you
have to do it now and that means you
gotta stop thinking about it
and stop dreaming about it and stop
researching every aspect of it and
reading all about it and debating the
take that first step and make it happen
and get after it get after it here and
now says you can hold a ballet and that
can be successful and you can hold a
rock concert and that can be successful
just don’t hold a ballet and advertise
it as a rock concert and so you need to
be clear with all of your stakeholders
with you know are you holding a ballet
or you holding a rock concert and then
people get to self-select in you know we
hire people who are who are really
motivated by building new customer
experiences they like to pioneer they
like the rate of change they they wake
up in the shower motivated by thinking
about customers and occasionally
somebody joins Amazon who their primary
motivation comes from being thinking
about competition or competitors those
people can find Amazon a little Dolph
you know so and again it’s not about
right or wrong it’s just that different
people are motivated by different things
and what happens with corporate cultures
is that over time that you people
collect themselves in you know in a way
where they like that culture and then it
becomes self-sustaining you know one
thing that you know I can really
attribute to every failure in my life
whether it be personal financial in any
kind of way business whatever it’s
because of a lack of my attempt to take
action I did not take action and it kind
of changed once I got the fact that
action is the key it changed my life in
many many ways many many kids and many
grown-ups do figure out over time what
their passions are and sometimes we let
our I don’t think it’s that hard I think
what happens though sometimes is that we
let our intellectual selves overrule
those
passions and so that’s what needs to be
guarded again if you configure your life
so that what you are genuinely doing is
aiming at the highest possible good then
the things that you need to to survive
and to thrive on a day to day basis will
deliver themselves to you that’s a
hypothesis and it’s not some simple
hypothesis right because it what it
basically says is if you dared to do the
most difficult thing that you can
conceptualize your life will work out
better than it will if you do anything
else well how are you gonna find out if
that’s true well it’s a Kierkegaard Ian
leap of faith there’s no way you’re
gonna find out whether or not that’s
true unless you do it so no one no one
can tell you either because just because
it works for someone else I mean that’s
interesting and all that but it’s no
proof that it’ll work for you you have
to be all-in in this game there is no
more effective way of operating in the
world than to conceptualize the highest
good that you can and then strive to
attain it there’s no more practical
pathway to the kind of success that you
could have if you actually knew what
success was the world shifts itself
around your aim is you’re a creature
that has a name you have to have a name
in order to do something you’re an
aiming creature you look at a point and
you move towards it it’s built right
into you and so you have a name well
let’s say your aim is the highest
possible aim well then so that sets up
the world around you it organizes all of
your perceptions it organizes what you
see and you don’t see it organizes your
emotions and your motivations so you
organize yourself around that aim and
then what happens is the day manifests
itself as a set of challenges and
problems and if you solve them properly
then you stay on the pathway towards
that ape and you can concentrate on the
on the eight on the day and so that way
you get to have your cake and eat it too
because you can you can point into the
distance the far distance and you can
live in the day and it seems to me that
that’s that makes every moment of the
day super charged with meaning that
that’s
because if everything that you’re doing
everyday is related to the highest
possible aim that you can conceptualize
well that’s the very definition of the
meaning that would sustain you in your
life personally I love restrictions
because it forces you to create you know
in this kind of like boundaries and
maybe you think of neat ideas and with
because of these restrictions it’s
always in a film you wish that you could
be doing something else it’s just like
having a it becomes you want to escape
and I think it’s like this pressure and
responsibility is just learning to be
doing doing anything you know when going
anywhere so many times going to the
studio in the morning I wish the driver
would you know become crazy and take me
anywhere but when you get there you’re
back in it and and working in spite of
the restrictions it’s is such a
fantastic process and it’s creating and
creating it’s thick the coolest thing
that yeah we can do failure is part of
life I mean the difference for me though
is I’m like a failure as a stepping
stone to success like it’s a speed bump
I know I’m gonna fail but it’s not
failure if you learn something and so
gosh I’ve made so many mistakes I’ve
screwed so many things up but every time
I do it just becomes it becomes a way
for me to explain to someone else what
it takes you know it’s like here’s what
I’ve done I think I have the ability
influence people because I talk about my
failures I talk about all the things
that mess me up
but I show people that didn’t let it
stop me and you don’t need to stop you
and I think I think that’s really the
secret matter and if everything you
touch was successful first we got to
relate to people as much and also its be
total bullsh
and everyone know it’s bullsh and also
you’d be bored silly I mean think about
it if you just said I want this and
happen I want this to happen you know
people don’t value it they don’t fight
for you know it’s like you see kids
sometimes in it you know your parents
will say you’re not gonna value this if
you don’t work for it and you’re keeping
going oh well you’ll just give it to me
but it’s true you know about things
we’ve worked the hardest for we value
the most so I think you know the purpose
of the goal is not getting it anyway the
purpose of goal you know is what who you
become well you becomes gonna make you
happier it’s gonna make you sad so I’m
not looking for an effortless approach
there’s no such thing
for the bigger picture you can no human
being have a 500,000 history right
everything try to protect people’s a lot
of things happen
whatever how harder we try next 5,000
years still have a lot of problem cannot
be perfect perfect perfect it’s not this
planet not this earth because we have a
lot of cultures other religions lot of
things lot of disaster a lot of problems
today we face this problem 200 years
later they face not a problem the most
important we want to share is 21st
century beliefs if every human being –
little bit not as earthquake a lot of
things education you know a lot of
things we can change
I think believe is the most important
that’s why the Harvard professor told me
to say I like your idea I want to study
your idea you know become a class
because everybody come to my office ask
I need the money teach me how do get the
money so everybody talk about the money
money money money right but when
foundation is the first one is a lot of
money it’s the heart hmm if you can
share the beliefs to the people’s heart
people he come in you know more people
join the family that’s big very strong
foundation right right because think
about it these China nothing buddy in
China we have a 22 people even have a
200 people
how does have a feeling people problem
be impossible but if everybody joined
this family we can do something right
with us for you it sound like it’s about
selling the belief forever
yeah picks billiard ball if you could
get we have won everyone to do something
funny the impact will be huge
that’s why you know in the scenario with
it a lot of things is not of them person
because a JD famous no it’s a lotta NGO
helping us yeah 70 undhiyo a lot of
companies they don’t need a name they
just support them in foundation there’s
a whole foundation move together we go
to song we have a 500 volunteers we’re a
confirm I don’t know I don’t know even
don’t know their name their work very
hard harder than jelly jelly just what
to be to just planning well they’re
they’re ready to do something go to the
mayor a lot of places it’s right right
it’s great things you think I really
want to stay the family they’re not
jelly it’s not even funny
if they’re finally power very strong
right if you constantly remind yourself
after every defeat after every setback
every time you get knocked down I’ve got
a saying if life knocks you down try and
land on your back because if you can
look up you can get up see a lot of
people because of failure they stop they
stop believing let me share something
with you you will fail your way to
success yes
8 out of 10 millionaires have been
financially bankrupt you will fail your
way to success
it doesn’t matter how many times you
fail it doesn’t matter how many times
people tell you that you can’t do it it
doesn’t matter if you don’t have a
I’m in the big the biggest enemy is
ourself we need a final learning special
professional Mara everybody get a lot of
injures in the past you need a fire
wisdom overcome her every day you know
you need work and can you and you know
to show your strength strength and do
your best that’s I think a real Ming the
fearless today from JB’s head is do your
best every day
that’s realization and light that
without a cop all right you cannot
control let them go
all right then count it doesn’t matter
do your best and everything every day in
every day training work everything’s
good enough I am very aware of the
preciousness of time
she’s a moment act now I have spent my
life traveling across a universe inside
my mind through theoretical physics I
have thought to answer some of the great
questions but there are other challenges
other big questions which must be
answered and this will also need a new
generation who are interested engaged
and with an understanding of science how
will we live an ever growing population
provide clean water generate renewable
energy prevent and cure disease and slow
down global climate change I hope that
science and technology will provide the
answers to these questions but it will
take people human beings with knowledge
and understanding to implement these
one of the great revelations of the
Space Age has been the perspective that
has given Humanity on ourselves when we
see the Earth from space we see
ourselves as a whole we see the unity
and not the divisions there is such a
simple image with a compelling message
one planet one human race we are here
together and we need to live together
who with tolerance and respect we must
become global citizens I have been
enormous ly privileged through my work
to be able to contribute to our
understanding of the universe but it
would be an empty universe indeed if it
were not for the people I loved and who
loved me
we are all time traveler learning
together into the future but let us work
together to make that future a place we
want to visit me brave me determined
overcome the odds that can be done
however routine its discipline is
predictable and bloody we’ll stick to it
you’re gonna be way healthier and
happier and saner if you do that and
then the other thing that you need
because this is one of the things the
psychoanalyst got wrong I think is that
they overestimated the degree to which
sanity was a consequence of internal
being properly structured internally you
know because from the psychoanalytic
point of view you’re sort of an ego and
that ego is inside you
of course it rests on an unconscious
structure but the purpose of
psychoanalysis is to sort out that
unconscious structure and the ego on top
of it and to make you a fully
functioning and autonomous individual
but there’s a problem with that because
the reason that you’re saying as a fully
functional and autonomous human being
isn’t because you’ve organized your
psyche even though that’s important the
reason that you’re saying if you’re a
well if you have a well organized
unconscious an ego is because other
people can tolerate having you around
for reasonably extensive periods of time
and will cuff you across the back of the
head every time you do something so
stupid that people will dislike you
permanently if you continue and so what
people are doing to each other all the
time
just non-stop is broadcasting sanity
signals back and forth right it’s like
you smile at people if they’re well if
they’re not not only behaving property
but behaving in a way that you would
like to see them continue to behave you
frown at them if they’re not you ignore
them if they’re not you shun them you
you roll your eyes at them you manifest
a disgust face you don’t listen to them
you interrupt them you won’t cooperate
with them you won’t compete with them
it’s like you’re blasting signals at
other people about how to regulate their
behavior so frequently well it just
makes up all of your social interaction
that’s why we face each other and we
have emotional displays on our face and
we’re looking at each other’s eyes and
we know exactly we know as much as we
can about what’s going on with each
other given that we don’t have immediate
access to the contents of their
consciousness and so partly what you’re
doing
with your routine is establishing
yourself as a credible reliable
trustworthy potentially interesting
human being who isn’t going to do
anything too
Radek at any moment and everyone else is
around there tapping you into shape
making sure that that’s exactly what you
are and that’s how you stay sane and so
what happens to people too if they don’t
have a routine and they get isolated is
they start to drift and they drift badly
because the world is too complicated for
you to keep it organized all by yourself
you just cannot do it so a lot of our so
we outsource the problem of sanity and
it’s very intelligent that we outsource
the problem of sanity because sanity is
an impossibly complex problem and so the
way that we manage the incredibly
complex problem is we have a very large
number of brains working simultaneously
on the problem all the time seek
failures see if you’re playing it safe
you’re not gonna win if you’re playing
it safe like that all say you know
you’re topping your little girl better
to be safe than sorry well that’s a
bunch of crap it’s not better be safe
than sorry it’s by trying things that
you figure out how far you can go you
got to get outside the box like it’s
reported Edison tried 3000 ways before
he built the incandescent light he said
he didn’t deal 3,000 times he said there
was 3000 different steps to building a
light bulb well there’s different steps
to get to where you’re going and I
really do treat winning and losing
exactly the same I do not let it upset
me do you think that’s a big part of why
you’re so successful well it’s part of
why I enjoy it yeah I think it is
because I try anything like if if I’m
into an idea the idea of losing never
enters my mind see I have worked with
giants I had the good fortune of working
with Sir Edmund Hillary he was the first
man to stand on top of the world and I
worked with him on three different
occasions and the only difference in ed
Hillary and Bob Proctor is in his his
size now he’s gone now but he
was a big man when he shook hands with
me his hand wrap right around mine I
felt like Oh
dwarf you know and and talked into him
like it never entered his mind he
wouldn’t get to the top of the mountain
but he failed in 1951 he failed in 1952
it wasn’t until 1953 that he got to the
top of the mountain
no people had died for centuries trying
to do that he said I knew if I could see
it in here I could hold it out here
still a man wrote that in the book he
could Seaton your head you can hold it
in your hand and that’s right
and if you’re not prepared to lose
you’re never gonna win because you’re
always playing it safe and there’s no
there’s no reward in that and think
about the world this way you can think
about it as your orderly little plan
that’s a place and you can think about
it as the place that things that disrupt
your plan comes from that’s another
place this is a bigger place than this
because there’s an endless number of
things that can disrupt your plan and
only a tiny number of them that can you
know that will help you work it out so
part of the question then too is like
are you the friend of your plan or are
you the friend of the thing that
disrupts your plan and I would say you
should work to become the friend of the
thing that disrupts your plan because
there’s a lot of that and then if you
become the friend of the thing that
disrupts your plan then you start to
develop strength in proportion to the to
the disruptive force and that’s really
what you want you want to be able to
implement your plan obviously but you
want to be able to take on the
consequences of error and learn from it
and then then you win constantly because
even if something goes sideways you
think there’s something to be derived
from this that’s wisdom fundamentally
what’s the risk of failure what you’ll
be embarrassed or risk of failure how do
you distinguish failure from learning uh
in your whole life you know failure
implies that it stopped that the game
stops right if it’s part of a you’re
failing and then you learn then that
learning is part of the moving forward
right so that is what the process is
like fail learn
move forward and constantly do that
because you’re cutting edge you’re going
where people haven’t been before and a
life you’d like to have and and you do
that partly by referring to social norms
that’s more or less rescuing your father
from the belly of the whale but the way
other way you do that is by having a
little conversation with yourself about
as if you don’t really know who you are
because you know what you like you won’t
do what you’re told you won’t do what
you tell yourself to do you must have
noticed that it’s like you’re a bad
employee and a worse boss and both of
those work you know for you you don’t
know what you want to do and then when
you tell yourself what to do you don’t
do it anyways you should fire yourself
and find someone else to beat but but
you know what my point is is that you
have to understand that you’re not your
own servant so to speak you’re someone
that you have to negotiate with and
that’s and you’re someone that you want
to present the opportunity of having a
good life to and that’s hard for people
because they don’t like themselves very
much so you know they’re always like
cracking the whip and then
procrastinating and cracking the whip
and then procrastinating and it’s like
god it’s so boring and such a pathetic
way of spending your time I always tell
myself forgot the price when I do it
what I did on the past I am the new guy
today – every day it’s new things happen
I need to learn English I needed learn
things learn American style this movie
success but the next movie maybe not so
you need to learn again I’m the new
actor here every day so this is my
philosophy I need to learn I just normal
guy I played of different characters
also I need to learn everyday Chinese
have been famous descendants when you
how to translate when you become older
older you still need to learn alert
it’s how the translation lesson is what
I lost you doll oh that’s right yeah
odor odor odor but you need still need a
study a study study yes
because that’s the very good a sentence
that in order to be successful you must
have one big goal I gave a goal setting
exercise all over the world that is life
changing
I go back a year later or two years
later or three years later and I have
thousands of people come up to me almost
like us guru Laura sage and they say you
changed my life you made me rich and I
said it was the goals wasn’t it and they
said it yes it was the goals how did you
know and what I teaches this is take a
piece of paper make a list of ten goals
that you’d like to achieve in the next
12 months
these are one-year goals now sometimes
I’ll have a one day a one week one month
three months six months but they’re all
goals that you want to accomplish within
12 months then you look over this list
and you say if I could wave a magic wand
and achieve any one goal on this list
within 24 hours which one goal would
have the greatest positive impact on my
life and then you look at your list of
10 and the answer will jump out at you
and that becomes your major definite
purpose this becomes your major goal
then you transfer this to a clean sheet
of paper and you write a deadline when
you want to achieve this goal you make a
list of everything that you can think of
that you could do to achieve this goal
you then organize this list like a
checklist in order of sequence what do
you do first what do you do second what
do you do third and then you take action
on your goal and then you do something
on that goal every day seven days a week
it’s a very simple system decide the
most important goal write it down
make a plan work on it every day and
then all of your other goals will start
to move forward you’ll start to make
progress on the big goal but all the
other goals will start to move forward
almost without you even paying attention
to them so that’s pretty the key to
success is single focus Warren Buffett
and Bill Gates were at a dinner party
with Bill Gates father and a large
number of other people at Bill Gates
home in Seattle last year and they were
chatting with each other they’re very
good friends and somebody came up to
them and said excuse me gentlemen don’t
mean to interrupt you but you’re three
of the most important most successful
people in the world
Bill Gates and Warren Buffett are number
one number two wealthiest men in the
world what would you say is the most
important ingredient for success and
they all stop broke off their
conversation and all turned
simultaneously and looked at the man and
said focus focus is the most important
quality for success if you can focus you
can do anything if you can’t focus you
must always work for someone else who
will make you focus now wonderfully
enough focusing is like learning how to
ride a bicycle or type with a keyboard
it’s a learning skill you can learn to
focus by practicing focus until it
becomes automatic one of my favorite
quotes is from good to the German
philosopher and he said everything is
hard before it’s easy so the formation
of any new habit is hard before it’s
easy you have to keep working at it it’s
just like a bicycle you keep falling
down you have to keep getting back up
again
until finally it becomes easier and
life is about growth he said you could
either go back to your comfort zone and
there you won’t find any growth or you
must willing be willing to go forward
and face your fears again and again and
again because you’re never going to have
a fear free existence I mean some fear
is acceptable and legitimate there are
some things that you you really should
be afraid of now you shouldn’t allow it
to immobilize you you acknowledge it you
take it into account and you carry
yourself accordingly there are times
that we should proceed with caution but
it’s the difference between being
stopped by fear it’s the difference
between having a fear and the fear
having you so what do we do 1
acknowledge it
and knowing that it’s okay don’t condemn
yourself for being afraid it’s perfectly
fine to have some fears
you acknowledge your fears you embrace
those fears and then you move on you act
on whatever it is that you fear because
once you embrace it see what you resist
will persist what you resist will
persist so one of the most important
things is is to begin to embrace your
fear the fear of bodily harm that’s
legitimate when I was a disc jockey in
Columbus Ohio you know I was young right
22 23 but I was tough and I was on the
air and Al Green who was a great
performer at that time and still is now
now singing gospel music had a record
his first hit record was backup train so
a guy came in the town and was
impersonating Al Green I happen to know
al green because I’d already booked him
and so when I found out this guy was
impersonating Al Green I came on the air
and did an editorial about it and I
exposed him he was rather big fellow and
so he had the word out that when I see
this guy Les Brown the disc jockey I’m a
knockin my mouth for having a big mouth
so I was driving down Main Street in
Columbus Ohio had my son in a car and I
always have this little saying hey if
anybody able to put a threat on me I’m
gonna make him honor it so I saw this
guy on the street side pull around
I say excuse me I’ll be right back got
out of the car and say hey man I heard
you said that you were looking for me
I’m les Brown he said you are say yeah I
said what is it I’m the one that said
that you were an imposter I said I want
to know what you’re gonna do about it he
open his coat he had a gun there I say
acknowledge your fear scare yourself
accordingly and do what makes sense for
you
well one major fear I’ve always had is a
fear of the dentist and this fear had me
I didn’t have that fear and what really
enforced it you got to watch things that
can feed your fear I saw a movie that
most people would not remember this
movie was starring Dustin Hoffman called
the Marathon Man with Laurence Olivier
when he’s trying to get a confession out
of here
and he took this drill out let me tell
you someone he went in Duffman Hoffman’s
mouth of that drill I had a dollar worth
of popcorn that popcorn would ever do
you know I could not go to the dentist
for five years I had left broadcasting
went to the Ohio legislature had an
impacted wisdom tooth my dad hurts and I
would call and soon as the people would
answer the phone
I would hang up that’s not fighting with
dr. Hamlin office boom out here then I
got to the point where I could just ask
for an appointment hello and I wouldn’t
give my real name because I knew I was
gonna keep it I’d give me anybody’s name
Joe jiggle Jim it did better before he
said I got to the point where I could
give my name it was about four years
after that you know so my name is les
fine then I would call back and say look
here due to my legislative agenda I
won’t be able to make it so the lady
finally said no function you’re scared
aren’t you
I said no I’m not shit and then why
don’t you come in assassin none of your
business
she said you’re not coming in because
you’re scared I wish you just would not
waste our time and I said you have no
right to do that to people like me you
know
so finally it’ll make along the shorter
I was hurting so bad it’s a way to me
I’ve got to do something and I said what
am I afraid of go there and handle
that’s it man I see dr. Hamill I just
can’t hear this drill you do whatever I
just don’t I don’t need to hear this
drill this drill that sound you know
that’s the what gets me that drill don’t
pull that drill out over these they just
calm down Conda and it wasn’t really bad
as I thought it was one of the things
you find out that when you face your
fears it’s not as bad as you think it is
and when people tell you I just can’t do
that I can’t handle I mean really really
really I can’t have it what they’re
envisioning is that they’re not going to
be if they’re gonna clock out like
you’re going to die guess what we all
that occasions when we confronted our
fears we had to do something we felt
uncomfortable with we didn’t want to do
it and we did not die they didn’t come
take us and put us in a box somewhere am
i right so what we’ve got to begin to do
how do we handle that what’s the process
because it’s all up in here one I think
is imagine the worst-case scenario I
just imagined that he went in my mouth
and with this drill and that I just
then I imagine that’s the worst case
scenario then I had another technique I
used visualize yourself being more than
able and capable of handling it and I
used to have a tremendous inferiority
complex about speaking before people
that I felt who had more going for them
than I did because I’m not college
trained I used to feel that college
people were the most intelligent people
on the planet and there was nothing I
had to say for them and what would what
will they listen to me for that’s the
way I felt and so I had to visualize
myself speaking before them speaking
before various audiences that had more
going for them than I did and realize
and appreciate my own value and that I
was a worthwhile person even though I
didn’t have all going for me I didn’t
have the money I didn’t have the
education that they had so part of the
process is seeing yourself being worthy
being capable having what you need to
make your worthwhile person and that
you’re more than able and that you
deserve to be listened to or you deserve
to have that dream and that passion and
whatever it is that you see and envision
there you’ve got to see it in your
mind’s eye and know that you’ve got what
it takes repeat after me please
I must see and my mind’s eye see myself
confronting my fears handling my fears I’m more than able
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