I want to suggest that you make up your
mind you’re going to get in what we call
a success zone yes it’s a way of
thinking now get this if 95 96 percent
of the population are blowing it if 1
percent of the population are earning
about 95 percent of all the money you’re
not going to get a whole lot of people
agree with what you’re doing most people
are going to look at you kind of strange
what are you going there for you went
there last month what are you listening
to that for you listen to that before
what are you reading it what do you read
the same book over and over for they
don’t understand and you see their
advertising their ignorance by the
questions they ask when we get into the
success zone everything in our life
starts to change but understand this
you’re going to be a bit of a nod you’re
out of the box you’re not one of the
masses and then you get out of the box
your whole world starts to shift home
one night from work spraying for
cockroaches and long story short I turn
on the Discovery Channel and I saw some
guys going through Navy SEAL training
and they were going through hell week
and they were getting their ass just
beat you know in out of the water
guys ringing the bell there was
suffering and I was waiting like 297
pounds and I had to make a change in my
life you know I was at all-time low and
I wasn’t going anywhere and I was
exactly what everybody said I was going
to be which was nothing so I had to make
a change so we read a bunch of books
nowadays as humans we we want to find
out how to be someone else what we don’t
do is we don’t go inside so literally
turn yourself inside out read the book
that says like we’re writing a book
every day of our lives every day we’re
seeing who we are as people
when I was growing up I I lied for
people to accept me because I did accept
myself so I would make up stories so
then you would accept me into your world
I would uh everything I did was for
someone else to like me it was until I
started reading my own book about how
pathetic I was as human being I could
play my dad I can blame kids at school I
could blame having health issues ATD my
mom not being around great mom but she
was doing her thing
I could blame a lot of people and that’s
the book I was reading so the things
that we run from we run it from the
truth we’re running from the truth man
so the only way I became successful was
going towards the truth as painful and
as brutal as it is it changed me it
allowed me to become in my own right Who
I am today
I think everybody has fear all wrong
people have so many theories about fear
they talk about oh I’m afraid of success
no I’m afraid of failure
I’m afraid of intimacy I’m afraid of
heights I’m afraid of this I’m afraid of
that I’m afraid of the other thing
there’s actually only two fears only two
and if you’re in sales which you are or
even if you’re not
life is about persuading people life is
about influencing people and fear is the
invisible force that will make you
ineffective at that it will stop you now
I love JK Rollins as an example I mean
we all know the Harry Potter series but
what a lot of people don’t know about
her she talks a lot about fear she
struggled with major depression do you
know she was unemployed and she wrote
the original idea for Harry Potter on a
napkin while she was on state benefits
she was then rejected by 12 publishing
houses and this by the way was after she
was divorced bankrupt and a single mom
of a kid push herself pushed herself
pushed herself she talks a lot about
fear and about failure well you know we
know the moral of the story she just
kept going of course she was afraid but
she had the good kind of fear not the
bad kind of fear what is the unique
selling proposition what is what we call
value-added marketing vie I am today
most people are sick and tired of
advertising because where is it
everywhere in fact I got a question for
you
how many of you in this room do not even
see banner ads anymore literally it’s
there but you don’t perceive it like
there’s like your brain literally washes
it out raise your hand if that’s true
keep your hands nice and high and look
around the room right now and you’ll see
98% of the people wash it out so don’t
buy them unless you’re gonna create
something really unique it’s a total
waste of your money in your time of the
world read today today what creates
marketing is when you don’t just market
but you add value to people you do
something you teach them you give them
an insight you give something valuable
that cost them nothing and then they
look to you as an expert they look to
you as a person adds value they want
they want you to supply them more
information more experience more
products more service at that little
yellow dot on the screen represent your
level of awareness this represents your
level of awareness this is what you’re
aware of now everything you’ve got in
your life everything your relationships
your money everything is an expression
of your own level of awareness see
people that are in 50 thousand a year or
not earning 50 because they want 50
people are earning 50 because they’re
not aware of how to earn 150 people that
are suffering from headaches they’re not
suffering headaches because they want to
suffer from headaches they’re suffering
from headaches because they’re not aware
of how to eliminate the headache it’s
their head they made it 8 they can make
it stop so you see it’s awareness where
after now think of this if that little
dot represents our awareness and it’s
responsible for everything we’ve got in
life just think of how your life could
change if we magnify it just a little
bit I mean everything would start to
change our relationships would change we
would be healthier we would live in
healthier bodies we would know more
people we’d earn more money we’d be able
to do more interesting things and if we
just increased it a little bit more
everything starts to shift well I’ve
been living this way now for 40 years it
absolutely fascinating I celebrated my
70th birthday last week I got more
energy than most people 20 I have
absolutely no intentions of slowing down
people said say you should slow down
that’s a bunch of
crap we should speed up we’ve got more
power yet you know the most erudite
scientist alive can’t even guess what
you and I are capable of doing no one
knows what we’re capable of all the
powers on the present that’s within you
within me slow down we’re just starting
to warm up what we want to do is calm
down you can go out warp speed and stay
very healthy if you stay relaxed and
that’s really the secret you know just
imagine we expand our awareness a little
more do you know what this program is
doing for you today it’s expanding your
awareness that’s what the program is all
about
every time you come every time you come
to one of these programs your awareness
is widened your world starts to change
you think oh yeah that’s pretty
interesting and it just keeps getting
bigger and bigger and bigger our
awareness keeps changing
you know that no one knows how much
money you’re capable of earning there’s
no one can even guess at what you’re
capable of earning we want to become
aware we’re like we are because we’re
not aware of how to do it better we know
how to do it better every person in this
room intellectually knows how to do a
better job they’re doing everyone in the
room knows how to earn more than they’re
earning but they’re not doing it you see
having the knowledge is not the deal
having the knowledge I mean when I
remember when I was a kid
schoolteachers say to me Bob why’d you
do that I’d say I don’t know what do you
mean you don’t know you know better I
know I do do I don’t know I was in the
Navy every commanding officer Proctor
why did you do that I don’t know sir
what do you mean you don’t know you know
better I know why’d you do it I don’t
know you see I didn’t know why I was
doing things do you know that we do
things that we don’t want to do it gives
us results we don’t want to get didn’t
we do them anyway you know what
addiction is it’s never getting enough
of what you don’t want getting a lot of
people are addicted to results that they
don’t want why do we keep doing it
you see I think when we start to see
that
that’s when we start to become aware of
how to take control over our life and
that’s really what we want to do so you
see awareness is the big deal we want to
become aware of the obvious
opportunities that are available to us
we are surrounded by opportunity there
everywhere you go there is an abundance
there’s no shortage of opportunity we
can win and we can win in a big way now
when we lack awareness we miss the
opportunity I used to always say that
you know the trick is to be in the right
place at the right time I’ve been in the
right place at the right time many times
in my life but I blew it
you know I wasn’t aware that I was in
the right place with the right I had to
look back at it think of it there’s
something else it’s being aware that
you’re in the right place at the right
time is not good enough you’ve got to be
aware that you’re in the right place at
the right time beat people at the end of
the relationship like it’s the beginning
and it won’t be an end and that’s not
just your intimate relationship what if
your customers what if you fell in love
with your customers with your clients
more than your product more than your
company if your entire life was about
meeting their needs if you would do what
for your customers clients you would do
what if you loved your customers and
clients you’d do anything
guess what they’re gonna love you but
most people love their customers and
clients as long as they buy from them do
what they want respond to them and then
they don’t they go that’s the end you
want clients for life not just customers
fall in love of them it’s a different
focus isn’t it it’s a different meaning
and that creates a different life
because you make decisions differently
from that place
in general in 94 we got our two stars
with four black knives and forks I said
to myself is it within us me and my team
to win three stars and I believed it was
so he pushed through the year of 94 in
1995 January we went our three stars in
wish lamb me and the team with four
black knives and forks we’d realized our
dream and we were the first English
Kitchen or British kitchen to ever win 3
stars English I was one small link
within that chain and that’s what you
have to remember in life it’s others who
make you realize your dreams it’s not
you you’re just the Pied Piper they make
your dream because if they’re not
prepared to follow you six days a week
18 hours a day it’ll never come true and
so we went our three stars and when the
dust had settled my head chef Robert
Reed said to me
it’s already great from him walking
and I said to him when I was a young boy
misty Reed used to tell me about a
restaurant in Paris called lesser which
was the ultimate because it had three
stars in Michelin and five red knives
and forks I said we’ve got three stars
with four black knives and forks let’s
go for five red knives and forks the
next three years we pushed and we pushed
and we pushed and we did everything in
January 9 th we went our three stars
with five red knives and folks I’d
realized my dream all those years later
and that dream I had when I was 17 years
old I was now 37 years also for 20 years
I’d worked to realize my dream things
don’t happen overnight you have to make
the emotional and the personal
investment to make your dreams country
and the truth is
well in 3 stars was gotta be without
question the most exciting journey of
any chef’s life retaining them is the
most boring job in the world you become
this very well oiled machine it’s no
longer personal its mechanical because
you’re doing a hundred covers 120 covers
every night at that three-star level and
by the time we’d finished we have 30
plus in the kitchen we had 30 plus in
the restaurant in total we have 75 80
staff for those hundred covers it’s just
a well-oiled machine it’s like a Rolls
Royce it’s boring
[Music]
to say then I was no longer happy I’d
realize my dream and the truth is had
worked hard for 22 years for something
I think myself what do I do but I won my
three stars
I’d walk the head inspector Michelin
stir the chase cow I shook his hands and
what he said to me was mark him never
forget what made you great what he was
but you to really stop and take a look
at your life now take an honest look at
your life I was thinking just before I
start to make this we have actually been
conditioned to kid with ourselves to lie
to ourselves to not really take on the
honest look at the results we’re getting
I want you to take a real honest look at
your results and when you look at them
ask yourself am i living the way i
really want to live you see most people
aren’t one of the first questions I ask
a person that comes to work with me I
want to know what’s the most they’ve
ever earned in a year now I really don’t
care what the answer is but I want to
know what the answer is
because you see if if a person says the
most I’ve ever earned in years $50,000 I
know where their mind is programmed if
they tell me the most they’ve ever
earned is two hundred and fifty thousand
dollars I know where they’re programmed
and then I want to find out what they
want and I know then what has to shift
because their mind is programmed and if
they’re really going to live the way
they want to live they they’ve got to
change the program and if they don’t
change the program then nothing really
here’s what I do specifically to help
myself
stay focused first things first when I
wake up in the morning I do not sleep
next to my phone the reason why I don’t
sleep next to my phone is because if you
sleep next to it or use it as your alarm
your tendency is to look at it while
you’re in bed that means that you’re
checking email before you’ve even
thought about what your priorities are
do not do that that’s tip number one tip
number two I have a pad of post-it notes
yes post-it notes next to my sink in at
my bathroom why well because after I
brush my teeth haven’t looked at my
phone yet I take a post-it note out and
I write the three things I need to focus
on today and then you know what I do
with it I stick it on the back of my
phone now why would I do that
because I have my phone with me all the
time and so if it’s on the back of my
phone I’m going to get a visual cue to
remind me exhibit top of mind so I stay
focused on it third thing that I do it’s
a little trick I call 30 before 7:30
what that means I spend 30
minutes before 7:30 a.m. just focused on
getting my day organized and getting a
few of the things that are my top
priorities either finished or further
down the field so that’s 30 minutes
before 7:30 a.m. it’s time for me if you
utilize those three things don’t sleep
with your phone
right after you brush your teeth right
out your three priorities and stick it
on the back of your phone just like this
and spend 30 minutes before 7:30 for
yourself I promise you you’ll be shocked
at how much more focused you bar and
Newfield a box and there’s a leader
leader get people excited about
improving the quality of whatever it is
themself their work whatever they’re
doing people follow leaders because they
want to people don’t follow our leaders
because they have to that becomes a form
of dictatorship and that never works the
great leaders people want to follow and
leaders inspired leaders pull the very
best out of you leaders know how to look
inside and bring the best of you to the
surface cause you to look at the higher
side of your own personality what the
world always is looking for its leader
like it it’s silly – who’s gonna lead
the leaders gonna lead and the leader
just automatically emerges if they threw
50 of us into a committee and say you
don’t elect a leader you may elect one
but the leaders don’t a leading it
probably isn’t the one that’s elect it
yeah yeah
so true I mean everybody knows oh they
it should one give up on their dream
never issue
Guto said this henry ford said this
rockefeller said this you’re only as
young or as old as your dreams and as
long as you still have dreams and
visions and goals they keep you young
it’s the most amazing darn thing one of
the great stories is the story of
Kentucky Fried Chicken once it’s gone
upon a time there was a little boy named
Harlan and Harlan was taught by his
mother a special recipe down south in
the United States on how to make chicken
when he grew up he got a job as a
short-order cook in his small cafe and
he asked his boss if his boss would be
interested in this chicken recipe and
his boss said sure throw it together see
what the people say turned out that
everybody liked this a special chicken
recipe with all these secret herbs and
spices well for the rest of his career
right up till he was 65 years old he
either worked in little cafes or
sometimes he owned a little cafe when he
was 65 he had a little cafe and he was
making his chicken and he had people
coming from all around to eat his
chicken and a high-wage department built
a highway pass his little restaurant his
little chicken place and put him out of
business but cut off the road so nobody
could get to it but at the same time he
received a Social Security check his
first Social Security check the age of
65 and he became angry he said I’m 65
years old but I’m not ready to give up
on my dreams what do I have to sell and
he realized the one thing that it kept
him going all those years the mainstay
of his little career was his mother’s
recipe of 17 or 18 herbs and spices so
he put them together in little bags one
bag per chicken and he put his pots and
pans in the back of his old car and he
started driving up and down the eastern
seaboard going from cafe to Cafe to cafe
to ask them if they would pay him five
cents a bag for his magical combination
of herbs and spices
he called on more than 1,000 restaurants
sleeping in his car week after week and
finally he came across a
restaurant in Toronto that agreed to pay
him five cents a bag for his herbs and
spices is back in the 60s and because of
exchange controls they had to give the
money to the Red Cross that was the
beginning of the Kentucky Fried Chicken
Empire we began to sell this recipe more
and more people began to put it on their
signs a major corporation came along and
said we could make a real business of
this so they embraced him they built the
franchise they made him one of the best
known people in the world when he died
some years later he was worth more than
50 million dollars because he never gave
up on his dreams so I don’t know if
you’re 65 and broke and living in your
car with pots and pans with no money but
wherever you are you never give up on
your dreams break the rules we have so
many rules in life about everything I
said break the rules not the law but
break the rules my wife has a t-shirt my
wife has a t-shirt that says
well-behaved women rarely make history
well you know I don’t want to burst a
bubble but the same is true with man it
is impossible to be a maverick or true
original if you’re too well-behaved and
don’t want to break the rules you have
to think outside the box that’s what I
believe after all what is the point of
being on this earth if all you want to
do is be liked by everyone in avoid
trouble the only way that ever got any
place was the breaking some of the rules
after all I remember that after was
finished with my bodybuilding career I
wanted to get into acting you don’t want
to be a star in films you can imagine
what the agent said when I went to meet
all those agents everyone has the same
line that it can’t be done the rules are
different here just look at your body
here if this huge monster his body and
overly developed that doesn’t fit into
the movies you don’t understand
this was 20 years ago the Hercules
movies now there is the little guys
today in Dustin Hoffman Woody Allen
Chuck Nicholson before he gained weight
of course that is
but anyway those are the guys that win
and the agent also complained about Max
and he says no one ever became a star
with an accent like that especially not
with the German accent in yes I can
imagine with your name Arnold
Schwarzenegger or whatever the name is
on a billboard yeah that’s gonna draw a
lot of tickets and sell a lot of tickets
you’re right
so this is the kind of negative attitude
they had but I didn’t listen to those
rules even though they were very nice
and they said look we can get you some
big parts be king maker get you to be a
you know being a wrestler or bouncer oh
maybe with the German accent we can get
you to be a Nazi officer in Hogan’s
Heroes or something like that but you
know I didn’t listen to all this this
was their rules not my rules I was
convinced I could do it that if I worked
as hard as I didn’t bodybuilding five
hours a day in a started getting the
work I started taking acting classes
took English classes took speech classes
dialogue classes accent removal classes
I even took I remember running around a
fine wine rose and a vine you see
because Germans had difficulties with
the F and the W and the B it’s a fine
wine gross and the vine I know what some
of you now say is I hope that I don’t
got his money back but the video is
something I had a good time doing those
things and it really helped me finally I
throat through I broke through and are
suffocating the first parts in TV
streets of San Francisco Lucille Ball
hired me and made pumping arms stay
hungry and then I got the big break in
Conan the Barbarian and there the
director say the people wouldn’t have
Schwarzenegger we would have to build
one now think about that in ten minute
it Terminator I’ll be back became most
of one of the most famous lines in a
movie history all because of my crazy
accent now think about it the things
that the agent said will be totally a
detriment and will be impossible for me
to get a job all of a sudden became an
asset for me all of the things my accent
my body and everything so it just shows
do you never listen that you can’t do
something and you
the work your way up of course run for
something else first I mean it was the
same when I ran for governor the same
lines that if the rug you wrap it can’t
be done and then of course I ran for
governor and the rest of course is
history they said you have to start with
a small job as mayor and then as a
simple man and then he was lieutenant
governor and then as governor and he
said that’s the way it works in a
political career I said I’m not
interested in the political career I
want to be a public servant I want the
fixed California’s problems and bring
people together and bring the parties
together so like I said I decided to run
I didn’t pay attention to the rules and
rewards in life will always match our
service it’s another way of saying as
she’s so socially reap and it’s been
written in many ways in every language
on earth I like to think of this law in
the form of a giant apothecary scale one
of the bowls is marked service the
others mark rewards now whatever we put
into the ball marks service the world
will match in the ball mark rewards if
any person alive is discontented with
his rewards he should examine the
service action reaction as you sow so
shall you reap what you put in will
determine what you must get back in
return so simple so basic so true and
yet so misunderstood if a business is
not expanding to the quick and exciting
tempo of the times it must examine its
contribution its service if a person is
unhappy with his income he must examine
and reevaluate his service never before
in the history of the world have human
beings been so interdependent it is
impossible to live without serving
others as it would be the liveth others
were not constantly serving us and
thinking of ways of increasing your
service read books on your specialty
read what others have found to work
for them but at the same time think of
original and creative ways of increasing
your service ways that are unique with
you and the way you are each morning and
during the day ask yourself this
question how can I increase my service
today knowing that my rewards in life
must be an exact proportion to my
service I do this every day and you will
have started the form one of life’s most
valuable habits Horace Mann wrote if any
man seeks for greatness let him forget
greatness and ask for truth and he’ll
find both you see you can cut away all
the confusion and complications and
nagging worries and vague half-formed
fears by returning to the great truth
the great laws the great verities on
which all success all accomplishment the
whole world is built if you’re worried
about your income or your future you’re
concentrating on the wrong end of the
scale look at the other end
consider yourself only with increasing
your service with becoming great where
you are and your income in your future
will take care of themselves
it’s me about human beings and it
fascinates me about myself is that we
have such a high tolerance for suckiness
isn’t it crazy as long as the suckiness
as a routine but the second you get
thrown out of your routine or the second
that whether it’s because you lose a job
or somebody moves or somebody dies or
somebody breaks up with you or you break
like all of a sudden that awakens the
courage in you to make a change because
you you know either you have no choice
or now you got a problem to solve but
fighting that inertia of life is the
most difficult thing in the world I
ended up getting a job with a law firm
because it was the path of least
resistance in Boston in Boston I hated
it because I went from being in the
courtroom to writing briefs all day and
luckily I got pregnant with our first
daughter who just is starting college
which makes me feel so ancient I just
want to like punch myself in the face if
I have a
teen year-olds freshman college um thank
you but I got pregnant with her and when
she was born I had horrific postpartum
depression Wow
I mean the really scary kind where you
can’t be alone with the baby you’re on
crazy meds that turn you at like not the
kind you take recreationally these are
the kind that like turn you into a
zombie and it was a really scary thing
and I I when I kind of came out of the
eight-week trance of that I looked up at
Chris and said I’ve made a decision
and he said okay what would that be and
I said I don’t ever want to answer the
question what do you do for a living
with the response I’m a lawyer and he
said okay you realize we’ve just bought
this house and we have a kid and we have
mortgage to pay and he said so here’s
the deal you’ve got exactly four weeks
before your maternity leave is over
you need to make $60,000 I don’t care
what you do for a living that’s your
problem go solve it and the night before
I was supposed to write so I networked
like a crazy person cuz again if you’re
a human being with a problem you’ll
solve it yeah and so if it matters
enough to you and so I got a job and
this was the first convo in Boston I got
a job the night before I was supposed to go back
mind you’re going to get in what we call
a success zone yes it’s a way of
thinking now get this if 95 96 percent
of the population are blowing it if 1
percent of the population are earning
about 95 percent of all the money you’re
not going to get a whole lot of people
agree with what you’re doing most people
are going to look at you kind of strange
what are you going there for you went
there last month what are you listening
to that for you listen to that before
what are you reading it what do you read
the same book over and over for they
don’t understand and you see their
advertising their ignorance by the
questions they ask when we get into the
success zone everything in our life
starts to change but understand this
you’re going to be a bit of a nod you’re
out of the box you’re not one of the
masses and then you get out of the box
your whole world starts to shift home
one night from work spraying for
cockroaches and long story short I turn
on the Discovery Channel and I saw some
guys going through Navy SEAL training
and they were going through hell week
and they were getting their ass just
beat you know in out of the water
guys ringing the bell there was
suffering and I was waiting like 297
pounds and I had to make a change in my
life you know I was at all-time low and
I wasn’t going anywhere and I was
exactly what everybody said I was going
to be which was nothing so I had to make
a change so we read a bunch of books
nowadays as humans we we want to find
out how to be someone else what we don’t
do is we don’t go inside so literally
turn yourself inside out read the book
that says like we’re writing a book
every day of our lives every day we’re
seeing who we are as people
when I was growing up I I lied for
people to accept me because I did accept
myself so I would make up stories so
then you would accept me into your world
I would uh everything I did was for
someone else to like me it was until I
started reading my own book about how
pathetic I was as human being I could
play my dad I can blame kids at school I
could blame having health issues ATD my
mom not being around great mom but she
was doing her thing
I could blame a lot of people and that’s
the book I was reading so the things
that we run from we run it from the
truth we’re running from the truth man
so the only way I became successful was
going towards the truth as painful and
as brutal as it is it changed me it
allowed me to become in my own right Who
I am today
I think everybody has fear all wrong
people have so many theories about fear
they talk about oh I’m afraid of success
no I’m afraid of failure
I’m afraid of intimacy I’m afraid of
heights I’m afraid of this I’m afraid of
that I’m afraid of the other thing
there’s actually only two fears only two
and if you’re in sales which you are or
even if you’re not
life is about persuading people life is
about influencing people and fear is the
invisible force that will make you
ineffective at that it will stop you now
I love JK Rollins as an example I mean
we all know the Harry Potter series but
what a lot of people don’t know about
her she talks a lot about fear she
struggled with major depression do you
know she was unemployed and she wrote
the original idea for Harry Potter on a
napkin while she was on state benefits
she was then rejected by 12 publishing
houses and this by the way was after she
was divorced bankrupt and a single mom
of a kid push herself pushed herself
pushed herself she talks a lot about
fear and about failure well you know we
know the moral of the story she just
kept going of course she was afraid but
she had the good kind of fear not the
bad kind of fear what is the unique
selling proposition what is what we call
value-added marketing vie I am today
most people are sick and tired of
advertising because where is it
everywhere in fact I got a question for
you
how many of you in this room do not even
see banner ads anymore literally it’s
there but you don’t perceive it like
there’s like your brain literally washes
it out raise your hand if that’s true
keep your hands nice and high and look
around the room right now and you’ll see
98% of the people wash it out so don’t
buy them unless you’re gonna create
something really unique it’s a total
waste of your money in your time of the
world read today today what creates
marketing is when you don’t just market
but you add value to people you do
something you teach them you give them
an insight you give something valuable
that cost them nothing and then they
look to you as an expert they look to
you as a person adds value they want
they want you to supply them more
information more experience more
products more service at that little
yellow dot on the screen represent your
level of awareness this represents your
level of awareness this is what you’re
aware of now everything you’ve got in
your life everything your relationships
your money everything is an expression
of your own level of awareness see
people that are in 50 thousand a year or
not earning 50 because they want 50
people are earning 50 because they’re
not aware of how to earn 150 people that
are suffering from headaches they’re not
suffering headaches because they want to
suffer from headaches they’re suffering
from headaches because they’re not aware
of how to eliminate the headache it’s
their head they made it 8 they can make
it stop so you see it’s awareness where
after now think of this if that little
dot represents our awareness and it’s
responsible for everything we’ve got in
life just think of how your life could
change if we magnify it just a little
bit I mean everything would start to
change our relationships would change we
would be healthier we would live in
healthier bodies we would know more
people we’d earn more money we’d be able
to do more interesting things and if we
just increased it a little bit more
everything starts to shift well I’ve
been living this way now for 40 years it
absolutely fascinating I celebrated my
70th birthday last week I got more
energy than most people 20 I have
absolutely no intentions of slowing down
people said say you should slow down
that’s a bunch of
crap we should speed up we’ve got more
power yet you know the most erudite
scientist alive can’t even guess what
you and I are capable of doing no one
knows what we’re capable of all the
powers on the present that’s within you
within me slow down we’re just starting
to warm up what we want to do is calm
down you can go out warp speed and stay
very healthy if you stay relaxed and
that’s really the secret you know just
imagine we expand our awareness a little
more do you know what this program is
doing for you today it’s expanding your
awareness that’s what the program is all
about
every time you come every time you come
to one of these programs your awareness
is widened your world starts to change
you think oh yeah that’s pretty
interesting and it just keeps getting
bigger and bigger and bigger our
awareness keeps changing
you know that no one knows how much
money you’re capable of earning there’s
no one can even guess at what you’re
capable of earning we want to become
aware we’re like we are because we’re
not aware of how to do it better we know
how to do it better every person in this
room intellectually knows how to do a
better job they’re doing everyone in the
room knows how to earn more than they’re
earning but they’re not doing it you see
having the knowledge is not the deal
having the knowledge I mean when I
remember when I was a kid
schoolteachers say to me Bob why’d you
do that I’d say I don’t know what do you
mean you don’t know you know better I
know I do do I don’t know I was in the
Navy every commanding officer Proctor
why did you do that I don’t know sir
what do you mean you don’t know you know
better I know why’d you do it I don’t
know you see I didn’t know why I was
doing things do you know that we do
things that we don’t want to do it gives
us results we don’t want to get didn’t
we do them anyway you know what
addiction is it’s never getting enough
of what you don’t want getting a lot of
people are addicted to results that they
don’t want why do we keep doing it
you see I think when we start to see
that
that’s when we start to become aware of
how to take control over our life and
that’s really what we want to do so you
see awareness is the big deal we want to
become aware of the obvious
opportunities that are available to us
we are surrounded by opportunity there
everywhere you go there is an abundance
there’s no shortage of opportunity we
can win and we can win in a big way now
when we lack awareness we miss the
opportunity I used to always say that
you know the trick is to be in the right
place at the right time I’ve been in the
right place at the right time many times
in my life but I blew it
you know I wasn’t aware that I was in
the right place with the right I had to
look back at it think of it there’s
something else it’s being aware that
you’re in the right place at the right
time is not good enough you’ve got to be
aware that you’re in the right place at
the right time beat people at the end of
the relationship like it’s the beginning
and it won’t be an end and that’s not
just your intimate relationship what if
your customers what if you fell in love
with your customers with your clients
more than your product more than your
company if your entire life was about
meeting their needs if you would do what
for your customers clients you would do
what if you loved your customers and
clients you’d do anything
guess what they’re gonna love you but
most people love their customers and
clients as long as they buy from them do
what they want respond to them and then
they don’t they go that’s the end you
want clients for life not just customers
fall in love of them it’s a different
focus isn’t it it’s a different meaning
and that creates a different life
because you make decisions differently
from that place
in general in 94 we got our two stars
with four black knives and forks I said
to myself is it within us me and my team
to win three stars and I believed it was
so he pushed through the year of 94 in
1995 January we went our three stars in
wish lamb me and the team with four
black knives and forks we’d realized our
dream and we were the first English
Kitchen or British kitchen to ever win 3
stars English I was one small link
within that chain and that’s what you
have to remember in life it’s others who
make you realize your dreams it’s not
you you’re just the Pied Piper they make
your dream because if they’re not
prepared to follow you six days a week
18 hours a day it’ll never come true and
so we went our three stars and when the
dust had settled my head chef Robert
Reed said to me
it’s already great from him walking
and I said to him when I was a young boy
misty Reed used to tell me about a
restaurant in Paris called lesser which
was the ultimate because it had three
stars in Michelin and five red knives
and forks I said we’ve got three stars
with four black knives and forks let’s
go for five red knives and forks the
next three years we pushed and we pushed
and we pushed and we did everything in
January 9 th we went our three stars
with five red knives and folks I’d
realized my dream all those years later
and that dream I had when I was 17 years
old I was now 37 years also for 20 years
I’d worked to realize my dream things
don’t happen overnight you have to make
the emotional and the personal
investment to make your dreams country
and the truth is
well in 3 stars was gotta be without
question the most exciting journey of
any chef’s life retaining them is the
most boring job in the world you become
this very well oiled machine it’s no
longer personal its mechanical because
you’re doing a hundred covers 120 covers
every night at that three-star level and
by the time we’d finished we have 30
plus in the kitchen we had 30 plus in
the restaurant in total we have 75 80
staff for those hundred covers it’s just
a well-oiled machine it’s like a Rolls
Royce it’s boring
[Music]
to say then I was no longer happy I’d
realize my dream and the truth is had
worked hard for 22 years for something
I think myself what do I do but I won my
three stars
I’d walk the head inspector Michelin
stir the chase cow I shook his hands and
what he said to me was mark him never
forget what made you great what he was
but you to really stop and take a look
at your life now take an honest look at
your life I was thinking just before I
start to make this we have actually been
conditioned to kid with ourselves to lie
to ourselves to not really take on the
honest look at the results we’re getting
I want you to take a real honest look at
your results and when you look at them
ask yourself am i living the way i
really want to live you see most people
aren’t one of the first questions I ask
a person that comes to work with me I
want to know what’s the most they’ve
ever earned in a year now I really don’t
care what the answer is but I want to
know what the answer is
because you see if if a person says the
most I’ve ever earned in years $50,000 I
know where their mind is programmed if
they tell me the most they’ve ever
earned is two hundred and fifty thousand
dollars I know where they’re programmed
and then I want to find out what they
want and I know then what has to shift
because their mind is programmed and if
they’re really going to live the way
they want to live they they’ve got to
change the program and if they don’t
change the program then nothing really
here’s what I do specifically to help
myself
stay focused first things first when I
wake up in the morning I do not sleep
next to my phone the reason why I don’t
sleep next to my phone is because if you
sleep next to it or use it as your alarm
your tendency is to look at it while
you’re in bed that means that you’re
checking email before you’ve even
thought about what your priorities are
do not do that that’s tip number one tip
number two I have a pad of post-it notes
yes post-it notes next to my sink in at
my bathroom why well because after I
brush my teeth haven’t looked at my
phone yet I take a post-it note out and
I write the three things I need to focus
on today and then you know what I do
with it I stick it on the back of my
phone now why would I do that
because I have my phone with me all the
time and so if it’s on the back of my
phone I’m going to get a visual cue to
remind me exhibit top of mind so I stay
focused on it third thing that I do it’s
a little trick I call 30 before 7:30
what that means I spend 30
minutes before 7:30 a.m. just focused on
getting my day organized and getting a
few of the things that are my top
priorities either finished or further
down the field so that’s 30 minutes
before 7:30 a.m. it’s time for me if you
utilize those three things don’t sleep
with your phone
right after you brush your teeth right
out your three priorities and stick it
on the back of your phone just like this
and spend 30 minutes before 7:30 for
yourself I promise you you’ll be shocked
at how much more focused you bar and
Newfield a box and there’s a leader
leader get people excited about
improving the quality of whatever it is
themself their work whatever they’re
doing people follow leaders because they
want to people don’t follow our leaders
because they have to that becomes a form
of dictatorship and that never works the
great leaders people want to follow and
leaders inspired leaders pull the very
best out of you leaders know how to look
inside and bring the best of you to the
surface cause you to look at the higher
side of your own personality what the
world always is looking for its leader
like it it’s silly – who’s gonna lead
the leaders gonna lead and the leader
just automatically emerges if they threw
50 of us into a committee and say you
don’t elect a leader you may elect one
but the leaders don’t a leading it
probably isn’t the one that’s elect it
yeah yeah
so true I mean everybody knows oh they
it should one give up on their dream
never issue
Guto said this henry ford said this
rockefeller said this you’re only as
young or as old as your dreams and as
long as you still have dreams and
visions and goals they keep you young
it’s the most amazing darn thing one of
the great stories is the story of
Kentucky Fried Chicken once it’s gone
upon a time there was a little boy named
Harlan and Harlan was taught by his
mother a special recipe down south in
the United States on how to make chicken
when he grew up he got a job as a
short-order cook in his small cafe and
he asked his boss if his boss would be
interested in this chicken recipe and
his boss said sure throw it together see
what the people say turned out that
everybody liked this a special chicken
recipe with all these secret herbs and
spices well for the rest of his career
right up till he was 65 years old he
either worked in little cafes or
sometimes he owned a little cafe when he
was 65 he had a little cafe and he was
making his chicken and he had people
coming from all around to eat his
chicken and a high-wage department built
a highway pass his little restaurant his
little chicken place and put him out of
business but cut off the road so nobody
could get to it but at the same time he
received a Social Security check his
first Social Security check the age of
65 and he became angry he said I’m 65
years old but I’m not ready to give up
on my dreams what do I have to sell and
he realized the one thing that it kept
him going all those years the mainstay
of his little career was his mother’s
recipe of 17 or 18 herbs and spices so
he put them together in little bags one
bag per chicken and he put his pots and
pans in the back of his old car and he
started driving up and down the eastern
seaboard going from cafe to Cafe to cafe
to ask them if they would pay him five
cents a bag for his magical combination
of herbs and spices
he called on more than 1,000 restaurants
sleeping in his car week after week and
finally he came across a
restaurant in Toronto that agreed to pay
him five cents a bag for his herbs and
spices is back in the 60s and because of
exchange controls they had to give the
money to the Red Cross that was the
beginning of the Kentucky Fried Chicken
Empire we began to sell this recipe more
and more people began to put it on their
signs a major corporation came along and
said we could make a real business of
this so they embraced him they built the
franchise they made him one of the best
known people in the world when he died
some years later he was worth more than
50 million dollars because he never gave
up on his dreams so I don’t know if
you’re 65 and broke and living in your
car with pots and pans with no money but
wherever you are you never give up on
your dreams break the rules we have so
many rules in life about everything I
said break the rules not the law but
break the rules my wife has a t-shirt my
wife has a t-shirt that says
well-behaved women rarely make history
well you know I don’t want to burst a
bubble but the same is true with man it
is impossible to be a maverick or true
original if you’re too well-behaved and
don’t want to break the rules you have
to think outside the box that’s what I
believe after all what is the point of
being on this earth if all you want to
do is be liked by everyone in avoid
trouble the only way that ever got any
place was the breaking some of the rules
after all I remember that after was
finished with my bodybuilding career I
wanted to get into acting you don’t want
to be a star in films you can imagine
what the agent said when I went to meet
all those agents everyone has the same
line that it can’t be done the rules are
different here just look at your body
here if this huge monster his body and
overly developed that doesn’t fit into
the movies you don’t understand
this was 20 years ago the Hercules
movies now there is the little guys
today in Dustin Hoffman Woody Allen
Chuck Nicholson before he gained weight
of course that is
but anyway those are the guys that win
and the agent also complained about Max
and he says no one ever became a star
with an accent like that especially not
with the German accent in yes I can
imagine with your name Arnold
Schwarzenegger or whatever the name is
on a billboard yeah that’s gonna draw a
lot of tickets and sell a lot of tickets
you’re right
so this is the kind of negative attitude
they had but I didn’t listen to those
rules even though they were very nice
and they said look we can get you some
big parts be king maker get you to be a
you know being a wrestler or bouncer oh
maybe with the German accent we can get
you to be a Nazi officer in Hogan’s
Heroes or something like that but you
know I didn’t listen to all this this
was their rules not my rules I was
convinced I could do it that if I worked
as hard as I didn’t bodybuilding five
hours a day in a started getting the
work I started taking acting classes
took English classes took speech classes
dialogue classes accent removal classes
I even took I remember running around a
fine wine rose and a vine you see
because Germans had difficulties with
the F and the W and the B it’s a fine
wine gross and the vine I know what some
of you now say is I hope that I don’t
got his money back but the video is
something I had a good time doing those
things and it really helped me finally I
throat through I broke through and are
suffocating the first parts in TV
streets of San Francisco Lucille Ball
hired me and made pumping arms stay
hungry and then I got the big break in
Conan the Barbarian and there the
director say the people wouldn’t have
Schwarzenegger we would have to build
one now think about that in ten minute
it Terminator I’ll be back became most
of one of the most famous lines in a
movie history all because of my crazy
accent now think about it the things
that the agent said will be totally a
detriment and will be impossible for me
to get a job all of a sudden became an
asset for me all of the things my accent
my body and everything so it just shows
do you never listen that you can’t do
something and you
the work your way up of course run for
something else first I mean it was the
same when I ran for governor the same
lines that if the rug you wrap it can’t
be done and then of course I ran for
governor and the rest of course is
history they said you have to start with
a small job as mayor and then as a
simple man and then he was lieutenant
governor and then as governor and he
said that’s the way it works in a
political career I said I’m not
interested in the political career I
want to be a public servant I want the
fixed California’s problems and bring
people together and bring the parties
together so like I said I decided to run
I didn’t pay attention to the rules and
rewards in life will always match our
service it’s another way of saying as
she’s so socially reap and it’s been
written in many ways in every language
on earth I like to think of this law in
the form of a giant apothecary scale one
of the bowls is marked service the
others mark rewards now whatever we put
into the ball marks service the world
will match in the ball mark rewards if
any person alive is discontented with
his rewards he should examine the
service action reaction as you sow so
shall you reap what you put in will
determine what you must get back in
return so simple so basic so true and
yet so misunderstood if a business is
not expanding to the quick and exciting
tempo of the times it must examine its
contribution its service if a person is
unhappy with his income he must examine
and reevaluate his service never before
in the history of the world have human
beings been so interdependent it is
impossible to live without serving
others as it would be the liveth others
were not constantly serving us and
thinking of ways of increasing your
service read books on your specialty
read what others have found to work
for them but at the same time think of
original and creative ways of increasing
your service ways that are unique with
you and the way you are each morning and
during the day ask yourself this
question how can I increase my service
today knowing that my rewards in life
must be an exact proportion to my
service I do this every day and you will
have started the form one of life’s most
valuable habits Horace Mann wrote if any
man seeks for greatness let him forget
greatness and ask for truth and he’ll
find both you see you can cut away all
the confusion and complications and
nagging worries and vague half-formed
fears by returning to the great truth
the great laws the great verities on
which all success all accomplishment the
whole world is built if you’re worried
about your income or your future you’re
concentrating on the wrong end of the
scale look at the other end
consider yourself only with increasing
your service with becoming great where
you are and your income in your future
will take care of themselves
it’s me about human beings and it
fascinates me about myself is that we
have such a high tolerance for suckiness
isn’t it crazy as long as the suckiness
as a routine but the second you get
thrown out of your routine or the second
that whether it’s because you lose a job
or somebody moves or somebody dies or
somebody breaks up with you or you break
like all of a sudden that awakens the
courage in you to make a change because
you you know either you have no choice
or now you got a problem to solve but
fighting that inertia of life is the
most difficult thing in the world I
ended up getting a job with a law firm
because it was the path of least
resistance in Boston in Boston I hated
it because I went from being in the
courtroom to writing briefs all day and
luckily I got pregnant with our first
daughter who just is starting college
which makes me feel so ancient I just
want to like punch myself in the face if
I have a
teen year-olds freshman college um thank
you but I got pregnant with her and when
she was born I had horrific postpartum
depression Wow
I mean the really scary kind where you
can’t be alone with the baby you’re on
crazy meds that turn you at like not the
kind you take recreationally these are
the kind that like turn you into a
zombie and it was a really scary thing
and I I when I kind of came out of the
eight-week trance of that I looked up at
Chris and said I’ve made a decision
and he said okay what would that be and
I said I don’t ever want to answer the
question what do you do for a living
with the response I’m a lawyer and he
said okay you realize we’ve just bought
this house and we have a kid and we have
mortgage to pay and he said so here’s
the deal you’ve got exactly four weeks
before your maternity leave is over
you need to make $60,000 I don’t care
what you do for a living that’s your
problem go solve it and the night before
I was supposed to write so I networked
like a crazy person cuz again if you’re
a human being with a problem you’ll
solve it yeah and so if it matters
enough to you and so I got a job and
this was the first convo in Boston I got
a job the night before I was supposed to go back
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