don’t you sometimes wonder why so many
immigrants who come to America can build
a new life and a fortune while many of
the people who were born here are barely
surviving they have a dream a defined
goal ambition aside from the pioneers
that cross the prairies and the
mountains to reach their vision of hope
and future promises there are other
amazing examples of how ambition has
shaped America take Ben Franklin for
instance when most people think of Ben
Franklin they remember the kite and the
lightning bolts and the discovery of
electricity what a lot of people may not
know is that Ben Franklin was one of the
first riders to address self making when
Franklin started Poor Richard’s Almanack
in 1732
he used the blank spaces between the
crop data and the weather information to
insert clever bits of moral and
practical advice I’m sure you’ve heard
the saying fish and company start to
stink in three days well that was one of
hundreds of Ben Franklin’s comments on
life another was diligence is the mother
of good luck you know it’s amazing how
hard working smart working people have
all the luck we sometimes hear of a
brand new musical group and overnight
success they must have been in the right
place at the right time knew the right
people
and a friend to help them out but if
you’ve ever watched an interview with
some of these folks you’ll probably hear
that their overnight success took
several years diligence is the mother of
good luck now in addition to these
witticisms Ben Franklin gave us three
principles of success and ambition that
have withstood the test of time
number one happiness doesn’t come from
big pieces of great success but from
small advantages hammered out day by day
what mr. Franklin is saying here is that
we must be happy with what we’ve got
when we’re in pursuit of what we want
too often we say oh I’ll be happy when I
just get that promotion I’ll be happy
when I just land that contract I’ll be
happy when I just have more money I’ll
be happy when I just just what you won’t
be any happier when you reach your goals
than you are right now it just doesn’t
work that way
Abraham Lincoln said it best he said
you’ll be as happy as you make up your
mind to be right now whether you’re on
your way
whether you’ve already gotten there
you’ll be as happy as you make up your
mind to be now right now being happy on
the way doesn’t mean you can’t aim for
great things after all look at
everything Franklin accomplished in his
lifetime it means that big achievements
come one small advantage at a time it
means that you’ve got to enjoy the
journey it means that you must enjoy and
take pride in your little accomplishment
it means enjoying who you are becoming
in pursuit of your eager desire every
day every single day Ben Franklin second
principle said that life is plastic
within each of us is the power to mold
mold ourselves and mold our environment
it is up to each of us to begin this
molding process with a final product in
mind and it is within our power to work
it and form it every minute every day
every month every year by using your
mind and your abilities and your
attitude to work a little each day on
molding your life you’ll soon see how
magnificent your power is to gain those
small advantages each day the little
steps it takes to build up to success
principle number three success is a
pleasure success is a pleasure if what
you are doing today isn’t satisfying
gratifying guess what
you’re really not successful if you are
not fulfilled with what you are doing
today you cannot possibly be successful
it doesn’t matter how many worldly
possessions you may have how many cars
how many toys how much money if you’re
not happy with your life as it is you
cannot be successful
now I know that success is a relative
term it means different things to
different people to a school kid success
may mean a star on top of his latest
test to a homemaker it probably means
that she has a well-run household and a
wonderful family to an outside
professional it’s most likely the thrill
of closing a major contract or the pride
in accepting a performance bonus or
being named the top producing
salesperson but the one thing you will
hear from everyone who is successful is
that they are happy with who they are
and what they are doing they are happy
content satisfied success is a pleasure
what have you done today that makes this
day successful think about it and write
it down if at the end of the day you can
jot down two things that have made it a
good day you will soon see patterns for
me this really is a good habit to get
into when you can see a pattern of
pleasure you’ll know you’re on the road
to success so take note of mr.
Franklin’s three principles of success
and ambition number one big achievements
come one small advantage at a time one
step at a time one day at a time
number two you have the power to mold
your life to make it whatever you want
to shape it and reshape it and number
three success is measured through
pleasure this is the key one success is
measured through pleasure you’ve got to
be happy along the way you’ve got to
learn to give yourself a pat on the back
good job you need to tell yourself I’m
proud of me today you’ve got to be happy
you’ve got to learn to enjoy the process
these are really common-sense ideas
they’re practical and William James
agreed he’s another American great one
of the most notable philosophers and
psychologists in our history and he
founded a philosophy called pragmatism
to be pragmatic is to be practical to
test the validity of a concept by its
practical results to actually question
something and rate its usefulness by
what it can do for you to hear a method
of doing something and figuring out if
it’s even worth your while one of the
issues mr. James dealt with in his
lifetime was what does it mean to be a
success a significant person after years
of pondering this question William James
described success as a combination of
two things
number one and inner ideal which is
followed persistently with courage and
number two outer achievement related to
that ideal let’s go back to number one
and inner ideal which is followed
persistently with courage I take that to
mean defining a goal and having the
resolve to complete it no matter what
I’ll do it or die promise yourself
you’ll read the books until your skills
change go to the seminars until you get
a handle on it do it until it makes
sense practice it until you’ve got it
right don’t give up until you get where
you want to be however long that is step
by step piece by piece
book by book seminar by seminar do it
until go for it until is a very
important word it’s magic it means that
you’ll never give up don’t miss the
chance to grow to pay the price until
you learn change grow you’ll discover
some of life’s great treasures when you
pay that price William James second part
to success dealt with the outer
achievement related to that ideal you
need both aspects to really be a success
but what dr. James realized about his
philosophy of success was that the first
part is indeed more important than the
second going for it as long as you’re
working toward your inner goal your
dream then success is possible but once
you give up your inner vision then you
can never become successful
you never will become successful until
doesn’t even matter now maybe the person
who’s been working on a project for ten
years can be successful in his own right
if he’s honestly working toward it doing
everything to make himself worthy of
reaching the dream really happy with
where he is lifestyle the ultimate
challenge of life is to take your
fashion for yourself a good life fashion
for yourself a good life like weaving a
tapestry a good life does not happen by
accident my teacher when I was 25 years
old gave me two phrases and I want to
give you those two phrases as I wrap it
up here today and these phrases help to
change my life here’s the first one if
if you wish to be wealthy study well he
gave me a little simple formula to
consider a wealth forming first six
years of my life I wound up broke for
six years of my economic life I wound up
broke second six years of my economic
life I wound up rich he gave me a whole
new economic philosophy I studied it I
practiced it
I became wealthy but here was the second
phrase he gave me if you wish to be
happy
study and practice the art of happy
living up until then I had no concept
that happiness was a study my best hope
for happiness at age 25 was just to go
around with my fingers crossed hoping
something would make me happy
and he said no happiness is something
you fashion happiness is an art not an
accident it’s an art and so I’m asking
you to study and practice the art of
living a happy life and start with your
family if you want a happy evening you
have to design it it’s not going to
happen by accident
if you want a happy weekend you’ve got
to design it you’ve got to fashion it
you’ve got to weave it it’s like a
tapestry with your own hands your own
idea don’t leave an evening to the wings
don’t leave a child’s birthday to the
wind don’t leave a weekend that’s
important just to the winds let the
winds blow
fashion the day fashion the weekend
fashion easy engage in this kind of
happy living called lifestyle for your
family another part of it is culture you
got to go to the plays you got to see
the movies you’ve got to go listen to
the orchestra the symphony you’ve got to
let these things affect you enjoy that
part of your life passionate and enjoy
it take a now or take a couple of hours
take an evening and go soak up the
symphony soak up the music and when you
do this with family with culture
lifestyle here’s what happens number one
you can enjoy it it’s a spendable
commodity but here’s the most exciting
part of all the feelings you get from
here the coin the currency the worth and
the value you get from fashioning a
happy life fashioning a conversation
with a child fashioning a love
experience a good marriage is not a
marriage that’s left to the wind it must
be well woven a friendship must be well
constructed
a cultured life must be well woven well
constructed a love affair must be well
woven telling you all of these values
that come from lifestyle and nobody can
engage in the art of lifestyle better
than Herbalife distributors Marcuse
and even from the simplest of life
better to live in a tent on the beach
being loved and delivered a mansion by
but now here’s the last part this is the
most exciting not only can a well
fashion lifestyle experience be enjoyed
here’s the powerful part it can be
invested it can be invested because
here’s what really happens
you take lifestyle all those values all
the calling all the currency of
lifestyle and you invested this feeling
here helped you to now drives you to do
the better study why this whole cycle
keeps coming around philosophy attitude
disciplines create lifestyle lifestyle
inspires you to go back develop an even
better philosophy stronger attitude more
detailed disciplines all of that helps
you to Purdue lifestyle and if you
fashion this well love affair marriage
culture evening weekend all of this good
stuff now that inspires you now to read
study and grow develop your philosophy
strengthen your attitude pick up the
disciplines this whole cycle and telling
you there’s nothing like it once you
understand how to live this way time key
my father had 90 years but it seems in
93 years but it seems short in his
seemingly long life of 93 years it was
short because it just seems like if we
only had more time old testament gives
us a view of some people who live to be
five six seven eight nine hundred years
old if I have a chance to ask
wouldn’t that be a good question if you
had a sense ask imagine seven eight nine
hundred years to watch generation after
generation after generation after
generation stay healthy and well and you
got to have you got to be healthy to
make it to nine hundred you’ve got to
take your vitamin I’m pushing the Bible
I’m pushing vitamins I’m doing I’m doing
so the key is time is precious now let
me give you Bill Bailey’s a description
of time life is not just the passing of
time life is not just the passing of
time life is a collection of experiences
and their intensity life is not just
watching the clock tick away life is a
collection of experiences their
intensity their frequency when my friend
mark died at age 44 someone says that’s
young to die but what if he lived four
lifetimes in one might not be too young
so here’s what it whatever the span of
your life turns out to be here’s what
you want to fill it up with experiences
but now let’s talk about the management
of time here’s one of the best ones we
covered earlier when should you start
building this hotel answer as soon as
you have it finished now drop this one
down on time management when should you
start the day as soon as you have it
finished plan the day the best you can
leaving plenty of room for improvising
and surprises and all the stuff that
happens during the course of the day but
if you’ve planned a good productive day
now you start that day you can’t believe
how much more valuable your time will be
don’t start the day until you have it
finished now here’s the next one
don’t start the week until you’ve had it
finished now the layout a week is a
pretty good challenge next don’t start
the month until you have it finished the
places to go and the people to see and
the productivity and the sales and the
customers and the development and all
the rest of what you want to accomplish
during the course of 30 days don’t start
the month till it’s finished and then
here’s the big one this is really
challenging don’t start the year until
you have it in it to the best of your
ability it can’t be finished like minute
by minute but in terms of the sweep of
what you want to accomplish in the year
2002 make sure that that’s set and ready
to go but the time January 1st rolls
around and it might get all upset and it
might get torn up and you do anew and
you make so much progress the first 90
days that now you’ve got you multiplied
at all by two by three because that
happened to me I thought wow girls
happen but this is going to be a great
year by the time I’d finish the third
month I’m rolling I’m sore so many
things are happening I revised my whole
year’s plan okay
now duck this down approaches to the
management of time here’s the first one
ignore the subject I mean that’s good
don’t let anything overly bug you
because you remember now you don’t have
to do anything so I got to get a handle
on my time the answer’s no you don’t if
you want to let it all go you can let it
all go I mean this is good advice
somebody says you ought you ought you
ought jot this down ignore all the you
ought or you should only if they’re
giving general information we should
better to say if you’re teaching we
should not you should we should then you
let me listen in without it being too
confrontational if everyone did this see
that’d be great and then you give a
person a chance to choose to do it or
not to do it but when you start the you
ought you ought now see if I don’t now
see we’ve got some tension and maybe
some problems so you are seem to always
create problems when you’re talking to
your kids you say no if kids would do
this not always saying if you did this
if you did this life would be better but
if kids did this life would be better
it’s like making a little talk and let
them listen in and then it’s a little
less confrontational it gives us a
choice in one of my seminars here’s what
I teach all life form strives to the max
of its potential except unities all life
forms strives to the maths of its
potential except human beings how tall
will a tree grow as tall as it possibly
can you never heard of a tree growing
half as high as it could know trees
don’t grow half a tree drives it through
two peoples again reaches as high as it
can produces every leaf ik and every
fruit to possibly can to the max every
life-form strive to the max except human
being now why not human beings shut this
down you’ve been given the dignity of
choice you’re not a robot you don’t have
to repeat this year the same as last
year
you can tear up last year’s plan develop
a new plan
so the dignity of being a human being
now here’s a choice on being a human
being to be part of all we were meant to
be or to be all to strive for all or
half or part or some the choice is up to
you to develop one skill or kin skill so
this is well I’d be happy with just one
more language well some say hey I’m
going to learn six or seven and this is
all a matter of choice and when someone
says nope you also learn four you’ve got
to resist all laugh because this is
personal dignity and you don’t want to
destroy some dignity by by doing all the
Arts and they feel reluctant to do it
now we’ve got problems so if you want to
just ignore this subject on time
management now here’s the next one step
down to something easier the guys in
sales and he says oh I want to hold the
company finally owns the company now
he’s got no time to play golf he said
when I was in sales I was making big
heck with this own in something heck
with managing my life was never my own
after I started to manage I’m going back
to sales see this is the key if you’re
getting too pressed you might consider
stepping down to something with a little
easier time pressure little girl says to
her mother daddy comes home brings his
briefcase and Pat’s me on the head and
says hello disappears and works on these
papers how come my daddy doesn’t play
with me and her mother said look your
daddy loves you very much but he has
he’s so busy at work he can’t get it all
done he has to bring it home he loves
you but that’s why he can’t play with
you and the little girl said why don’t
so chop this down now if you don’t have
time for your kids you might consider
joining a slower group remember when I
said some things I went for cost me too
much so reconsider next key to time
management that’s work longer and harder
but see there’s a limit to that I almost
lost my health the first year I went so
crazy about personal development and
achievement I just went bonkers you know
I told you I was skinny but the end of
that first year I was a walking shadow
and then it suddenly occurred to me what
if I got rich and too ill to spend it I
mean that was a shocker so I started you
know developing a little more reasonable
because I said if 12 hours won’t do it
I’ll work porkiness that won’t do it all
we’re 18 I mean how many hours it takes
and sure enough it cost me too much so
see working longer and harder for some
might be appropriate you know if you’re
just sitting around not doing that much
this might be good work longer and
harder but you can only work so hard
here’s the key not to work harder but
smarter when you’ve worked as hard as
you can doing the best you can in terms
of physical output in the time
reasonable time now here’s the ultimate
in the management of time and that is
you simply become more skillful when I
first got into sales you know I was
around people that could get you know
nine out of ten eight out of ten and
when I first started I could only get
one out of ten but here’s what I did I
worked around the clock around the clock
so that I would make up in numbers what
I lacked in skill that’s good in sales
you got to jot that down when you’re new
you make up in numbers which you lack in
skill now when you become more skillful
the numbers can go down because now
you’re you’re persuasive ability and all
of that is now so high that you don’t
need to put as many numbers out but at
first if you want to compete or if you
want to really get good you’ve got to
put in the numbers
but if you get more from yourself
develop more of yourself now the time
management becomes an easier task now
here’s the next thing either you run the
project or it runs you I found out when
you start something at first you’re in
charge all of a sudden a year later it’s
in charge some of the companies I
started I’m telling you I’m in control a
couple of years later I’m out of control
at first I’ve got it on the run two
years later it’s got me on the run
haven’t got enough time I’m dizzy with
trying to get it all done so here’s part
of the key that’s to get in charge so
I’m going to take charge of my health
one of my albums is entitled take charge
of your life take charge of your time
take charge of your resources which
we’re going to talk about next take
charge of your health you’re the one
that’s responsible for it
it’s not a requirement of society that
you not have a heart attack and take
care of your family that’s not a
requirement of society but you must make
it a requirement of yourself Society
doesn’t require that you build a
financial wall around your family
nothing can get through that’s not a
requirement of society it’s a
requirement you impose on yourself to
build a financial wall around your
family nothing can get through so impose
on yourself this self development of
being in charge taking charge of your
life and your health and your future and
your responsibilities and all the rest
next reasonable time is enough time to
achieve all of your goals just drop that
had to learn that reasonable time is
here’s why it’s not the hours you put in
it’s what you put in the hours if you
start depositing greater ideas into the
hours you’ve got later than now I’m
telling you later you can’t believe the
productivity that will slow the ideas
you can’t think of now a year from now
they’ll start to flow and when you
deposit those ideas in the hours you’ve
got productivity multiplies by two three
five two next time management essential
we’ve already covered the first one a
written set of goals and then do
priorities on your goals what’s
important this week what’s important
this is a month here’s an excellent
often review just go over your goals to
make sure that your list is working for
you’ve got you inspired got you turned
on so much as how come you’re up so
early say if you were headed where I’m
headed you’d be up early too
if you were going to meet who I’m going
to meet you’d be up early if it was
going to stack up for you like it’s
stacking up for me you’d be getting that
bird here are some more time management
essentials learn the study what we call
majors and minors you pick up the phone
here’s what you must say when you pick
up the phone is this a major
conversation or a minor conversation if
it’s minor a few pleasantries and you’re
done if it’s major maybe you’ve got to
make a few notes so here’s an excellent
important conversations make an agenda
before you make the call just jot down a
little to jinda it’s so easy now to just
talk out of your head give her here a
conversation in like this like this
let’s see there was something else
see you don’t look that Swift I can’t
think of it right now
I’ll call you back see you look a little
income
let’s see there was something it escapes
me right now really so we got this now
make an agenda before you make a call if
it’s an important call now later that
saves you all kinds of stuff you call
John in the salesman say John remember
those four things we went over said no
we didn’t talk about that and then you
pull out to your daytime or whatever and
there’s the list you made when you made
the call he said oh yes seems like I do
remember and you’ve got him with your
list if it just fails people especially
can talk you out of what’s in your head
it’s true no we didn’t talk about that
and if you don’t have a little proof I’m
telling you it’s gone so make an agenda
before you make a call so what’s a major
what’s minor now here’s the key on this
don’t major in minor things if you take
a major time to do minor things I’m
telling you you’ll be behind the curb
constantly here’s what we learn in sales
training what’s major time and what’s
minor time here’s minor time thinking
about prospect
here’s minor time making list of
prospects here’s minor time keeping
books on prospects
here’s minor time going to see the
here’s minor time evaluating the
prospect after you’ve been there
that’s all minor time here’s major time
in the presence of the prospect that’s
mine that’s major time and if you took a
look if you’re in sales and you took a
look at a week you’d say my gosh I’m
spending 90% of my time on the minor
stuff and so little time on the major
stuff in the presence of how many hours
in the presence of in my day how many
hours in the presence of during my sales
week because the time that really counts
is in the presence of majors and minors
here’s another key time management
essential don’t mistake movement for
God comes home at night all exhausted
balls in there cheering so I’ve been
going going going here’s the big
question
doing what it’s not the goal and go and
going some people are going going going
and they’re doing figure 8 their
progress is small so don’t mistake
movement for achievement here’s another
one in sales we learned don’t mistake
courtesy for consent if somebody’s
Pleasant and they nod say oh they’re
going to buy know they’re courteous you
now here’s the big one concentration I
had to learn this all those years ago
I’m in the shower trying to compose a
letter found it turns out to be a
strange letter so here’s what I learned
to do save the work till you get to the
office save the work till you get to the
work don’t try to get to the office on
the way to work on the way to work enjoy
the way and the shower enjoy the shower
then go to work when you get to work I
found this to be helpful concentration
here’s another big one learn to say no
I’m telling you in such a social society
we have now it’s so easy to try to be a
nice person saying yes yes yes to
everything find yourself overloaded now
you’ve got the call make this well gosh
you know all the time it takes to back
out of something that you should said
yes to too quickly here’s what might be
better I don’t think so but if that
changes I’ll call you little things you
can use not to commit over commit
yourself my friend Ron Reynolds says
don’t let your mouth overload your back
– good one now here’s the big one on
time management when you work work when
you play play don’t mix the two don’t
work at play I used to take my family to
the beach and I would bring my briefcase
I learned not to do that or at the beach
I’m saying I should be at the office I
should be at the office now my family’s
upset because I’m at the beach and I’m
thinking office office office now when
I’m at the office I’m thinking what I
kind of get my family to the beach the
beach the beach so things are not going
too well if the office because I’m
thinking beach and things are not going
too well up the beach doesn’t think an
office here’s what I learned to do at
the beach be at the beach at the office
be at the office when you work work when
you play play don’t mix the two don’t
work at play now here’s one of the most
important ones don’t play at work work
is too serious you don’t want the
reputation of being the office joker
it’s not a good one
yes there’s time for some Pleasant
stories yes there’s time for a little
humor yes the best if it’s a happy
office of course but I’m telling you got
to be serious about work because you’re
parting with a piece of your life for
the work you do your work costs you a
piece of your life here’s what it’s
called serious business not grim not
unhappy but serious key don’t play it
work the only person I don’t think we
use anymore horse around at the office
play around play jokes play tricks no
place not at the work place at the bgf
at the bar yes I’m really not work
you’ve got to treat work with all due
conservative passion because it’s
leading you to your future here’s
another key phrase all work is good
you may not like your job but if it’s
the stepping stones to get you to where
you want to go you’ve got to appreciate
your job you don’t have to have a
passion for your job here’s the ultimate
passion a passion for incredible success
in every department of my life that’s
the passion but don’t look down down on
some menial job you have to do to
finally get you to where you want to go
no job is menial menial no job is not no
every job is noble training life for pay
next analyze how you are and if you have
some weaknesses if you can’t doesn’t
seem like you can change here’s the key
get it covered I used to keep promising
myself I’d keep the books keep the books
keep the books finally I gave that up
and back then it only took me an extra
50 60 bucks a month for some accountant
to keep the books and so now I’m going
to save the 50 bucks you can’t believe
what I started losing and productivity’s
because I tried to save the 50 bucks so
the key is a lot of times you can stay
like you are but just make sure you get
it covered
okay next
beware of the telephone and all other
systems of communication especially the
telephone at home and systems of
communication at home and here’s one of
the best lines I’ve got for you for the
weekend
let all communication systems serve you
but don’t let them intrude when it comes
time to have dinner with your family you
shut off all systems unless the ones
that can take messages silently
don’t let the phone ring
don’t let anybody intrude come through
the front door nor the back door nor
through the telephone or any other
device so you can’t reach John and his
family when he’s having dinner the
President of the United States couldn’t
get through if you develop that kind of
a reputation father mother when we have
dinner when we’re visiting and have this
time with our family nothing intrudes so
don’t let these clever little devices
keep intruding you’ve got to have a
place to sink or sank that’s it’s
valuable you don’t let anything in for
that period of time okay is that good
advice excellent advice here’s the next
one read all the books you know I’ve
only got a few notes here on time
management but if you’ve got some
particular challenges you run a big
organization the big corporation you’ve
got some challenges there’s plenty of
books now here’s what’s next just be
more alert to the things that might be
stealing your time here’s why time is
like capital you can’t let someone steal
your seedcorn you can’t let someone
steal your capital and you can’t let
someone steal your time you must
designate your time and some of the time
that you designate you must not let
anyone steal casual time you might let
someone intrude and steal a little bit
and take a little bit but
not serious time next one of the great
time management savers is to learn to
ask questions upfront
sometimes you talk to somebody for an
hour then you ask questions and find out
if you would have asked those questions
up front you could have saved yourself
an hour asking questions up front helps
you to get to the problem now but if you
just launch into some discourse you
might waste 30 minutes a week to an hour
when here’s what you should have been
talking about after you’ve finished an
hour you say John what’s really the
problem is that well it’s something
personal see that’s what you should have
been talking about this whole hour key
next learn to think on paper now we’re
going to take a break some ways to think
on paper one we’ve covered one solving
problems take it out of your head and
put it on paper another one is setting
goals making these lists we’ve already
started here’s another good way to think
on paper it’s a projects book each
person you’re working with and each
project you’re working on get a
loose-leaf binder and a tab and some
pieces of paper behind the tab and do a
little continual summary of how it’s
going between you and that person and
between you and that project I call it a
project book it is so useful to me but
what’s going on between you and this
person when you last got together what
did you talk about and you got a few
notes there here’s where we talked about
the last time we got together now when
you get together again you can review
that so you’ll know better what to talk
about when the president gets ready to
travel and he’s going to meet some
important people guess what they
bringing all these briefing books right
the last time you were with Khrushchev
Kennedy is informed here’s what he said
here’s what you said Kennedy said oh
that’s valuable I need to remember that
if a person is important it’s worth a
little running account you might even
have a project book for your children
here’s what’s happening between me and
my child we’ve talked about this and
we’ve talked about this when we talked
about this next add a timer he can track
of all of your appointments you know
mine is all filled with you know when to
catch an airplane and when to do a
seminar going to sit down and have a
conference all the rest next is a game
plan know if you’ve got a house and the
you know insurance is going to come due
and some other things are going to come
do you just put it on a spreadsheet make
sure it’s taken care of
key phrase take things out of your head
and put them on paper and the key is to
just experiment with different ways that
helps you to do that now here’s the last
time thinking on paper and that’s to
keep a journal one of the things I’m
known for around the world have been now
for 39 40 years is keeping the journal
now my journal is not a you know it’s
not necessarily a it’s not like a diary
it might be part diary
you know I’m flying over Ireland and
write down a few little things that
impressed me today I met this person
what an extraordinary event today the
scent I conducted this seminar in Rome
thousand people stood up and saying for
me I’ve got a little bit of a diary in
there but here’s what primarily our
general is for collecting good ideas a
journalist to collect good ideas on your
help good ideas for your business good
ideas for your future good ideas for
time management device to take notes on
pieces of paper and torn off corners and
backs of old envelopes and restaurant
placemats and I threw all this stuff in
a drawer it did not serve me well I
found Lee learn to get a bound copy
right and just keep a journal
alright fibers here I had my journal I’d
be taking notes write these two days in
my journal now if you’re caught without
your journal you just take the notes
when you get back home you put those
notes in your journal throw the paper
away
because we don’t usually go through
paper to review but see my journals now
make up a significant part of my own
library my journals all reserved
privately for my children and my
grandchildren
can you imagine what I’ve collected over
the years
unbelievable there are three treasures
to leave behind I think you’ve already
got those notes right here they are
number one your pictures don’t leave the
event unrecorded takes only a fraction
of the scent of a second to say here’s
who I was with when I travel the world
right we take all these pictures and
here’s one of the gifts people send me
the pictures they took of me and then
it’s part of the treasures I have on the
farm incredible a picture’s worth a
thousand words to describe the scene the
emotion what happened say wow this was
an extraordinary day for me when I met
these people here’s what they told me
happened to them when they went to my
seminar ten years ago Wow the drama
comes back if you’ve taken the pictures
it’s one of the treasures to leave
behind when you go remember the old
photographs we have now you know 100
years ago 70 80 years ago just a few
photographs what would it be like if you
had thousands of photographs of the past
grandparents so change all of that now
for your children leave all your
photographs as a record here’s what’s
next to leave behind and that’s your
library the books that changed your life
the books that change your health the
books that rescued you from oblivion the
books that you passed on to other people
they were so exciting for you the books
that made you financially independent
the books that developed her leadership
books that gave you wisdom to ponder
when things were tough the books that
got you through the winter the books
that helped you the plant in the spring
and harvest in the fall
what a treasure to leave behind if you
do that here’s what’s for sure your
books will be more valuable than your
furniture Wow now the third treasure to
leave behind is your journals the notes
you took that help you to live life as
you lived it long after you’re gone
a treasure the children grandchildren
great-grandchildren will find so
fascinating they may use it to help
guide their own life into their own
future Wow okay we’ve run out of time their time is
immigrants who come to America can build
a new life and a fortune while many of
the people who were born here are barely
surviving they have a dream a defined
goal ambition aside from the pioneers
that cross the prairies and the
mountains to reach their vision of hope
and future promises there are other
amazing examples of how ambition has
shaped America take Ben Franklin for
instance when most people think of Ben
Franklin they remember the kite and the
lightning bolts and the discovery of
electricity what a lot of people may not
know is that Ben Franklin was one of the
first riders to address self making when
Franklin started Poor Richard’s Almanack
in 1732
he used the blank spaces between the
crop data and the weather information to
insert clever bits of moral and
practical advice I’m sure you’ve heard
the saying fish and company start to
stink in three days well that was one of
hundreds of Ben Franklin’s comments on
life another was diligence is the mother
of good luck you know it’s amazing how
hard working smart working people have
all the luck we sometimes hear of a
brand new musical group and overnight
success they must have been in the right
place at the right time knew the right
people
and a friend to help them out but if
you’ve ever watched an interview with
some of these folks you’ll probably hear
that their overnight success took
several years diligence is the mother of
good luck now in addition to these
witticisms Ben Franklin gave us three
principles of success and ambition that
have withstood the test of time
number one happiness doesn’t come from
big pieces of great success but from
small advantages hammered out day by day
what mr. Franklin is saying here is that
we must be happy with what we’ve got
when we’re in pursuit of what we want
too often we say oh I’ll be happy when I
just get that promotion I’ll be happy
when I just land that contract I’ll be
happy when I just have more money I’ll
be happy when I just just what you won’t
be any happier when you reach your goals
than you are right now it just doesn’t
work that way
Abraham Lincoln said it best he said
you’ll be as happy as you make up your
mind to be right now whether you’re on
your way
whether you’ve already gotten there
you’ll be as happy as you make up your
mind to be now right now being happy on
the way doesn’t mean you can’t aim for
great things after all look at
everything Franklin accomplished in his
lifetime it means that big achievements
come one small advantage at a time it
means that you’ve got to enjoy the
journey it means that you must enjoy and
take pride in your little accomplishment
it means enjoying who you are becoming
in pursuit of your eager desire every
day every single day Ben Franklin second
principle said that life is plastic
within each of us is the power to mold
mold ourselves and mold our environment
it is up to each of us to begin this
molding process with a final product in
mind and it is within our power to work
it and form it every minute every day
every month every year by using your
mind and your abilities and your
attitude to work a little each day on
molding your life you’ll soon see how
magnificent your power is to gain those
small advantages each day the little
steps it takes to build up to success
principle number three success is a
pleasure success is a pleasure if what
you are doing today isn’t satisfying
gratifying guess what
you’re really not successful if you are
not fulfilled with what you are doing
today you cannot possibly be successful
it doesn’t matter how many worldly
possessions you may have how many cars
how many toys how much money if you’re
not happy with your life as it is you
cannot be successful
now I know that success is a relative
term it means different things to
different people to a school kid success
may mean a star on top of his latest
test to a homemaker it probably means
that she has a well-run household and a
wonderful family to an outside
professional it’s most likely the thrill
of closing a major contract or the pride
in accepting a performance bonus or
being named the top producing
salesperson but the one thing you will
hear from everyone who is successful is
that they are happy with who they are
and what they are doing they are happy
content satisfied success is a pleasure
what have you done today that makes this
day successful think about it and write
it down if at the end of the day you can
jot down two things that have made it a
good day you will soon see patterns for
me this really is a good habit to get
into when you can see a pattern of
pleasure you’ll know you’re on the road
to success so take note of mr.
Franklin’s three principles of success
and ambition number one big achievements
come one small advantage at a time one
step at a time one day at a time
number two you have the power to mold
your life to make it whatever you want
to shape it and reshape it and number
three success is measured through
pleasure this is the key one success is
measured through pleasure you’ve got to
be happy along the way you’ve got to
learn to give yourself a pat on the back
good job you need to tell yourself I’m
proud of me today you’ve got to be happy
you’ve got to learn to enjoy the process
these are really common-sense ideas
they’re practical and William James
agreed he’s another American great one
of the most notable philosophers and
psychologists in our history and he
founded a philosophy called pragmatism
to be pragmatic is to be practical to
test the validity of a concept by its
practical results to actually question
something and rate its usefulness by
what it can do for you to hear a method
of doing something and figuring out if
it’s even worth your while one of the
issues mr. James dealt with in his
lifetime was what does it mean to be a
success a significant person after years
of pondering this question William James
described success as a combination of
two things
number one and inner ideal which is
followed persistently with courage and
number two outer achievement related to
that ideal let’s go back to number one
and inner ideal which is followed
persistently with courage I take that to
mean defining a goal and having the
resolve to complete it no matter what
I’ll do it or die promise yourself
you’ll read the books until your skills
change go to the seminars until you get
a handle on it do it until it makes
sense practice it until you’ve got it
right don’t give up until you get where
you want to be however long that is step
by step piece by piece
book by book seminar by seminar do it
until go for it until is a very
important word it’s magic it means that
you’ll never give up don’t miss the
chance to grow to pay the price until
you learn change grow you’ll discover
some of life’s great treasures when you
pay that price William James second part
to success dealt with the outer
achievement related to that ideal you
need both aspects to really be a success
but what dr. James realized about his
philosophy of success was that the first
part is indeed more important than the
second going for it as long as you’re
working toward your inner goal your
dream then success is possible but once
you give up your inner vision then you
can never become successful
you never will become successful until
doesn’t even matter now maybe the person
who’s been working on a project for ten
years can be successful in his own right
if he’s honestly working toward it doing
everything to make himself worthy of
reaching the dream really happy with
where he is lifestyle the ultimate
challenge of life is to take your
fashion for yourself a good life fashion
for yourself a good life like weaving a
tapestry a good life does not happen by
accident my teacher when I was 25 years
old gave me two phrases and I want to
give you those two phrases as I wrap it
up here today and these phrases help to
change my life here’s the first one if
if you wish to be wealthy study well he
gave me a little simple formula to
consider a wealth forming first six
years of my life I wound up broke for
six years of my economic life I wound up
broke second six years of my economic
life I wound up rich he gave me a whole
new economic philosophy I studied it I
practiced it
I became wealthy but here was the second
phrase he gave me if you wish to be
happy
study and practice the art of happy
living up until then I had no concept
that happiness was a study my best hope
for happiness at age 25 was just to go
around with my fingers crossed hoping
something would make me happy
and he said no happiness is something
you fashion happiness is an art not an
accident it’s an art and so I’m asking
you to study and practice the art of
living a happy life and start with your
family if you want a happy evening you
have to design it it’s not going to
happen by accident
if you want a happy weekend you’ve got
to design it you’ve got to fashion it
you’ve got to weave it it’s like a
tapestry with your own hands your own
idea don’t leave an evening to the wings
don’t leave a child’s birthday to the
wind don’t leave a weekend that’s
important just to the winds let the
winds blow
fashion the day fashion the weekend
fashion easy engage in this kind of
happy living called lifestyle for your
family another part of it is culture you
got to go to the plays you got to see
the movies you’ve got to go listen to
the orchestra the symphony you’ve got to
let these things affect you enjoy that
part of your life passionate and enjoy
it take a now or take a couple of hours
take an evening and go soak up the
symphony soak up the music and when you
do this with family with culture
lifestyle here’s what happens number one
you can enjoy it it’s a spendable
commodity but here’s the most exciting
part of all the feelings you get from
here the coin the currency the worth and
the value you get from fashioning a
happy life fashioning a conversation
with a child fashioning a love
experience a good marriage is not a
marriage that’s left to the wind it must
be well woven a friendship must be well
constructed
a cultured life must be well woven well
constructed a love affair must be well
woven telling you all of these values
that come from lifestyle and nobody can
engage in the art of lifestyle better
than Herbalife distributors Marcuse
and even from the simplest of life
better to live in a tent on the beach
being loved and delivered a mansion by
but now here’s the last part this is the
most exciting not only can a well
fashion lifestyle experience be enjoyed
here’s the powerful part it can be
invested it can be invested because
here’s what really happens
you take lifestyle all those values all
the calling all the currency of
lifestyle and you invested this feeling
here helped you to now drives you to do
the better study why this whole cycle
keeps coming around philosophy attitude
disciplines create lifestyle lifestyle
inspires you to go back develop an even
better philosophy stronger attitude more
detailed disciplines all of that helps
you to Purdue lifestyle and if you
fashion this well love affair marriage
culture evening weekend all of this good
stuff now that inspires you now to read
study and grow develop your philosophy
strengthen your attitude pick up the
disciplines this whole cycle and telling
you there’s nothing like it once you
understand how to live this way time key
my father had 90 years but it seems in
93 years but it seems short in his
seemingly long life of 93 years it was
short because it just seems like if we
only had more time old testament gives
us a view of some people who live to be
five six seven eight nine hundred years
old if I have a chance to ask
wouldn’t that be a good question if you
had a sense ask imagine seven eight nine
hundred years to watch generation after
generation after generation after
generation stay healthy and well and you
got to have you got to be healthy to
make it to nine hundred you’ve got to
take your vitamin I’m pushing the Bible
I’m pushing vitamins I’m doing I’m doing
so the key is time is precious now let
me give you Bill Bailey’s a description
of time life is not just the passing of
time life is not just the passing of
time life is a collection of experiences
and their intensity life is not just
watching the clock tick away life is a
collection of experiences their
intensity their frequency when my friend
mark died at age 44 someone says that’s
young to die but what if he lived four
lifetimes in one might not be too young
so here’s what it whatever the span of
your life turns out to be here’s what
you want to fill it up with experiences
but now let’s talk about the management
of time here’s one of the best ones we
covered earlier when should you start
building this hotel answer as soon as
you have it finished now drop this one
down on time management when should you
start the day as soon as you have it
finished plan the day the best you can
leaving plenty of room for improvising
and surprises and all the stuff that
happens during the course of the day but
if you’ve planned a good productive day
now you start that day you can’t believe
how much more valuable your time will be
don’t start the day until you have it
finished now here’s the next one
don’t start the week until you’ve had it
finished now the layout a week is a
pretty good challenge next don’t start
the month until you have it finished the
places to go and the people to see and
the productivity and the sales and the
customers and the development and all
the rest of what you want to accomplish
during the course of 30 days don’t start
the month till it’s finished and then
here’s the big one this is really
challenging don’t start the year until
you have it in it to the best of your
ability it can’t be finished like minute
by minute but in terms of the sweep of
what you want to accomplish in the year
2002 make sure that that’s set and ready
to go but the time January 1st rolls
around and it might get all upset and it
might get torn up and you do anew and
you make so much progress the first 90
days that now you’ve got you multiplied
at all by two by three because that
happened to me I thought wow girls
happen but this is going to be a great
year by the time I’d finish the third
month I’m rolling I’m sore so many
things are happening I revised my whole
year’s plan okay
now duck this down approaches to the
management of time here’s the first one
ignore the subject I mean that’s good
don’t let anything overly bug you
because you remember now you don’t have
to do anything so I got to get a handle
on my time the answer’s no you don’t if
you want to let it all go you can let it
all go I mean this is good advice
somebody says you ought you ought you
ought jot this down ignore all the you
ought or you should only if they’re
giving general information we should
better to say if you’re teaching we
should not you should we should then you
let me listen in without it being too
confrontational if everyone did this see
that’d be great and then you give a
person a chance to choose to do it or
not to do it but when you start the you
ought you ought now see if I don’t now
see we’ve got some tension and maybe
some problems so you are seem to always
create problems when you’re talking to
your kids you say no if kids would do
this not always saying if you did this
if you did this life would be better but
if kids did this life would be better
it’s like making a little talk and let
them listen in and then it’s a little
less confrontational it gives us a
choice in one of my seminars here’s what
I teach all life form strives to the max
of its potential except unities all life
forms strives to the maths of its
potential except human beings how tall
will a tree grow as tall as it possibly
can you never heard of a tree growing
half as high as it could know trees
don’t grow half a tree drives it through
two peoples again reaches as high as it
can produces every leaf ik and every
fruit to possibly can to the max every
life-form strive to the max except human
being now why not human beings shut this
down you’ve been given the dignity of
choice you’re not a robot you don’t have
to repeat this year the same as last
year
you can tear up last year’s plan develop
a new plan
so the dignity of being a human being
now here’s a choice on being a human
being to be part of all we were meant to
be or to be all to strive for all or
half or part or some the choice is up to
you to develop one skill or kin skill so
this is well I’d be happy with just one
more language well some say hey I’m
going to learn six or seven and this is
all a matter of choice and when someone
says nope you also learn four you’ve got
to resist all laugh because this is
personal dignity and you don’t want to
destroy some dignity by by doing all the
Arts and they feel reluctant to do it
now we’ve got problems so if you want to
just ignore this subject on time
management now here’s the next one step
down to something easier the guys in
sales and he says oh I want to hold the
company finally owns the company now
he’s got no time to play golf he said
when I was in sales I was making big
heck with this own in something heck
with managing my life was never my own
after I started to manage I’m going back
to sales see this is the key if you’re
getting too pressed you might consider
stepping down to something with a little
easier time pressure little girl says to
her mother daddy comes home brings his
briefcase and Pat’s me on the head and
says hello disappears and works on these
papers how come my daddy doesn’t play
with me and her mother said look your
daddy loves you very much but he has
he’s so busy at work he can’t get it all
done he has to bring it home he loves
you but that’s why he can’t play with
you and the little girl said why don’t
so chop this down now if you don’t have
time for your kids you might consider
joining a slower group remember when I
said some things I went for cost me too
much so reconsider next key to time
management that’s work longer and harder
but see there’s a limit to that I almost
lost my health the first year I went so
crazy about personal development and
achievement I just went bonkers you know
I told you I was skinny but the end of
that first year I was a walking shadow
and then it suddenly occurred to me what
if I got rich and too ill to spend it I
mean that was a shocker so I started you
know developing a little more reasonable
because I said if 12 hours won’t do it
I’ll work porkiness that won’t do it all
we’re 18 I mean how many hours it takes
and sure enough it cost me too much so
see working longer and harder for some
might be appropriate you know if you’re
just sitting around not doing that much
this might be good work longer and
harder but you can only work so hard
here’s the key not to work harder but
smarter when you’ve worked as hard as
you can doing the best you can in terms
of physical output in the time
reasonable time now here’s the ultimate
in the management of time and that is
you simply become more skillful when I
first got into sales you know I was
around people that could get you know
nine out of ten eight out of ten and
when I first started I could only get
one out of ten but here’s what I did I
worked around the clock around the clock
so that I would make up in numbers what
I lacked in skill that’s good in sales
you got to jot that down when you’re new
you make up in numbers which you lack in
skill now when you become more skillful
the numbers can go down because now
you’re you’re persuasive ability and all
of that is now so high that you don’t
need to put as many numbers out but at
first if you want to compete or if you
want to really get good you’ve got to
put in the numbers
but if you get more from yourself
develop more of yourself now the time
management becomes an easier task now
here’s the next thing either you run the
project or it runs you I found out when
you start something at first you’re in
charge all of a sudden a year later it’s
in charge some of the companies I
started I’m telling you I’m in control a
couple of years later I’m out of control
at first I’ve got it on the run two
years later it’s got me on the run
haven’t got enough time I’m dizzy with
trying to get it all done so here’s part
of the key that’s to get in charge so
I’m going to take charge of my health
one of my albums is entitled take charge
of your life take charge of your time
take charge of your resources which
we’re going to talk about next take
charge of your health you’re the one
that’s responsible for it
it’s not a requirement of society that
you not have a heart attack and take
care of your family that’s not a
requirement of society but you must make
it a requirement of yourself Society
doesn’t require that you build a
financial wall around your family
nothing can get through that’s not a
requirement of society it’s a
requirement you impose on yourself to
build a financial wall around your
family nothing can get through so impose
on yourself this self development of
being in charge taking charge of your
life and your health and your future and
your responsibilities and all the rest
next reasonable time is enough time to
achieve all of your goals just drop that
had to learn that reasonable time is
here’s why it’s not the hours you put in
it’s what you put in the hours if you
start depositing greater ideas into the
hours you’ve got later than now I’m
telling you later you can’t believe the
productivity that will slow the ideas
you can’t think of now a year from now
they’ll start to flow and when you
deposit those ideas in the hours you’ve
got productivity multiplies by two three
five two next time management essential
we’ve already covered the first one a
written set of goals and then do
priorities on your goals what’s
important this week what’s important
this is a month here’s an excellent
often review just go over your goals to
make sure that your list is working for
you’ve got you inspired got you turned
on so much as how come you’re up so
early say if you were headed where I’m
headed you’d be up early too
if you were going to meet who I’m going
to meet you’d be up early if it was
going to stack up for you like it’s
stacking up for me you’d be getting that
bird here are some more time management
essentials learn the study what we call
majors and minors you pick up the phone
here’s what you must say when you pick
up the phone is this a major
conversation or a minor conversation if
it’s minor a few pleasantries and you’re
done if it’s major maybe you’ve got to
make a few notes so here’s an excellent
important conversations make an agenda
before you make the call just jot down a
little to jinda it’s so easy now to just
talk out of your head give her here a
conversation in like this like this
let’s see there was something else
see you don’t look that Swift I can’t
think of it right now
I’ll call you back see you look a little
income
let’s see there was something it escapes
me right now really so we got this now
make an agenda before you make a call if
it’s an important call now later that
saves you all kinds of stuff you call
John in the salesman say John remember
those four things we went over said no
we didn’t talk about that and then you
pull out to your daytime or whatever and
there’s the list you made when you made
the call he said oh yes seems like I do
remember and you’ve got him with your
list if it just fails people especially
can talk you out of what’s in your head
it’s true no we didn’t talk about that
and if you don’t have a little proof I’m
telling you it’s gone so make an agenda
before you make a call so what’s a major
what’s minor now here’s the key on this
don’t major in minor things if you take
a major time to do minor things I’m
telling you you’ll be behind the curb
constantly here’s what we learn in sales
training what’s major time and what’s
minor time here’s minor time thinking
about prospect
here’s minor time making list of
prospects here’s minor time keeping
books on prospects
here’s minor time going to see the
here’s minor time evaluating the
prospect after you’ve been there
that’s all minor time here’s major time
in the presence of the prospect that’s
mine that’s major time and if you took a
look if you’re in sales and you took a
look at a week you’d say my gosh I’m
spending 90% of my time on the minor
stuff and so little time on the major
stuff in the presence of how many hours
in the presence of in my day how many
hours in the presence of during my sales
week because the time that really counts
is in the presence of majors and minors
here’s another key time management
essential don’t mistake movement for
God comes home at night all exhausted
balls in there cheering so I’ve been
going going going here’s the big
question
doing what it’s not the goal and go and
going some people are going going going
and they’re doing figure 8 their
progress is small so don’t mistake
movement for achievement here’s another
one in sales we learned don’t mistake
courtesy for consent if somebody’s
Pleasant and they nod say oh they’re
going to buy know they’re courteous you
now here’s the big one concentration I
had to learn this all those years ago
I’m in the shower trying to compose a
letter found it turns out to be a
strange letter so here’s what I learned
to do save the work till you get to the
office save the work till you get to the
work don’t try to get to the office on
the way to work on the way to work enjoy
the way and the shower enjoy the shower
then go to work when you get to work I
found this to be helpful concentration
here’s another big one learn to say no
I’m telling you in such a social society
we have now it’s so easy to try to be a
nice person saying yes yes yes to
everything find yourself overloaded now
you’ve got the call make this well gosh
you know all the time it takes to back
out of something that you should said
yes to too quickly here’s what might be
better I don’t think so but if that
changes I’ll call you little things you
can use not to commit over commit
yourself my friend Ron Reynolds says
don’t let your mouth overload your back
– good one now here’s the big one on
time management when you work work when
you play play don’t mix the two don’t
work at play I used to take my family to
the beach and I would bring my briefcase
I learned not to do that or at the beach
I’m saying I should be at the office I
should be at the office now my family’s
upset because I’m at the beach and I’m
thinking office office office now when
I’m at the office I’m thinking what I
kind of get my family to the beach the
beach the beach so things are not going
too well if the office because I’m
thinking beach and things are not going
too well up the beach doesn’t think an
office here’s what I learned to do at
the beach be at the beach at the office
be at the office when you work work when
you play play don’t mix the two don’t
work at play now here’s one of the most
important ones don’t play at work work
is too serious you don’t want the
reputation of being the office joker
it’s not a good one
yes there’s time for some Pleasant
stories yes there’s time for a little
humor yes the best if it’s a happy
office of course but I’m telling you got
to be serious about work because you’re
parting with a piece of your life for
the work you do your work costs you a
piece of your life here’s what it’s
called serious business not grim not
unhappy but serious key don’t play it
work the only person I don’t think we
use anymore horse around at the office
play around play jokes play tricks no
place not at the work place at the bgf
at the bar yes I’m really not work
you’ve got to treat work with all due
conservative passion because it’s
leading you to your future here’s
another key phrase all work is good
you may not like your job but if it’s
the stepping stones to get you to where
you want to go you’ve got to appreciate
your job you don’t have to have a
passion for your job here’s the ultimate
passion a passion for incredible success
in every department of my life that’s
the passion but don’t look down down on
some menial job you have to do to
finally get you to where you want to go
no job is menial menial no job is not no
every job is noble training life for pay
next analyze how you are and if you have
some weaknesses if you can’t doesn’t
seem like you can change here’s the key
get it covered I used to keep promising
myself I’d keep the books keep the books
keep the books finally I gave that up
and back then it only took me an extra
50 60 bucks a month for some accountant
to keep the books and so now I’m going
to save the 50 bucks you can’t believe
what I started losing and productivity’s
because I tried to save the 50 bucks so
the key is a lot of times you can stay
like you are but just make sure you get
it covered
okay next
beware of the telephone and all other
systems of communication especially the
telephone at home and systems of
communication at home and here’s one of
the best lines I’ve got for you for the
weekend
let all communication systems serve you
but don’t let them intrude when it comes
time to have dinner with your family you
shut off all systems unless the ones
that can take messages silently
don’t let the phone ring
don’t let anybody intrude come through
the front door nor the back door nor
through the telephone or any other
device so you can’t reach John and his
family when he’s having dinner the
President of the United States couldn’t
get through if you develop that kind of
a reputation father mother when we have
dinner when we’re visiting and have this
time with our family nothing intrudes so
don’t let these clever little devices
keep intruding you’ve got to have a
place to sink or sank that’s it’s
valuable you don’t let anything in for
that period of time okay is that good
advice excellent advice here’s the next
one read all the books you know I’ve
only got a few notes here on time
management but if you’ve got some
particular challenges you run a big
organization the big corporation you’ve
got some challenges there’s plenty of
books now here’s what’s next just be
more alert to the things that might be
stealing your time here’s why time is
like capital you can’t let someone steal
your seedcorn you can’t let someone
steal your capital and you can’t let
someone steal your time you must
designate your time and some of the time
that you designate you must not let
anyone steal casual time you might let
someone intrude and steal a little bit
and take a little bit but
not serious time next one of the great
time management savers is to learn to
ask questions upfront
sometimes you talk to somebody for an
hour then you ask questions and find out
if you would have asked those questions
up front you could have saved yourself
an hour asking questions up front helps
you to get to the problem now but if you
just launch into some discourse you
might waste 30 minutes a week to an hour
when here’s what you should have been
talking about after you’ve finished an
hour you say John what’s really the
problem is that well it’s something
personal see that’s what you should have
been talking about this whole hour key
next learn to think on paper now we’re
going to take a break some ways to think
on paper one we’ve covered one solving
problems take it out of your head and
put it on paper another one is setting
goals making these lists we’ve already
started here’s another good way to think
on paper it’s a projects book each
person you’re working with and each
project you’re working on get a
loose-leaf binder and a tab and some
pieces of paper behind the tab and do a
little continual summary of how it’s
going between you and that person and
between you and that project I call it a
project book it is so useful to me but
what’s going on between you and this
person when you last got together what
did you talk about and you got a few
notes there here’s where we talked about
the last time we got together now when
you get together again you can review
that so you’ll know better what to talk
about when the president gets ready to
travel and he’s going to meet some
important people guess what they
bringing all these briefing books right
the last time you were with Khrushchev
Kennedy is informed here’s what he said
here’s what you said Kennedy said oh
that’s valuable I need to remember that
if a person is important it’s worth a
little running account you might even
have a project book for your children
here’s what’s happening between me and
my child we’ve talked about this and
we’ve talked about this when we talked
about this next add a timer he can track
of all of your appointments you know
mine is all filled with you know when to
catch an airplane and when to do a
seminar going to sit down and have a
conference all the rest next is a game
plan know if you’ve got a house and the
you know insurance is going to come due
and some other things are going to come
do you just put it on a spreadsheet make
sure it’s taken care of
key phrase take things out of your head
and put them on paper and the key is to
just experiment with different ways that
helps you to do that now here’s the last
time thinking on paper and that’s to
keep a journal one of the things I’m
known for around the world have been now
for 39 40 years is keeping the journal
now my journal is not a you know it’s
not necessarily a it’s not like a diary
it might be part diary
you know I’m flying over Ireland and
write down a few little things that
impressed me today I met this person
what an extraordinary event today the
scent I conducted this seminar in Rome
thousand people stood up and saying for
me I’ve got a little bit of a diary in
there but here’s what primarily our
general is for collecting good ideas a
journalist to collect good ideas on your
help good ideas for your business good
ideas for your future good ideas for
time management device to take notes on
pieces of paper and torn off corners and
backs of old envelopes and restaurant
placemats and I threw all this stuff in
a drawer it did not serve me well I
found Lee learn to get a bound copy
right and just keep a journal
alright fibers here I had my journal I’d
be taking notes write these two days in
my journal now if you’re caught without
your journal you just take the notes
when you get back home you put those
notes in your journal throw the paper
away
because we don’t usually go through
paper to review but see my journals now
make up a significant part of my own
library my journals all reserved
privately for my children and my
grandchildren
can you imagine what I’ve collected over
the years
unbelievable there are three treasures
to leave behind I think you’ve already
got those notes right here they are
number one your pictures don’t leave the
event unrecorded takes only a fraction
of the scent of a second to say here’s
who I was with when I travel the world
right we take all these pictures and
here’s one of the gifts people send me
the pictures they took of me and then
it’s part of the treasures I have on the
farm incredible a picture’s worth a
thousand words to describe the scene the
emotion what happened say wow this was
an extraordinary day for me when I met
these people here’s what they told me
happened to them when they went to my
seminar ten years ago Wow the drama
comes back if you’ve taken the pictures
it’s one of the treasures to leave
behind when you go remember the old
photographs we have now you know 100
years ago 70 80 years ago just a few
photographs what would it be like if you
had thousands of photographs of the past
grandparents so change all of that now
for your children leave all your
photographs as a record here’s what’s
next to leave behind and that’s your
library the books that changed your life
the books that change your health the
books that rescued you from oblivion the
books that you passed on to other people
they were so exciting for you the books
that made you financially independent
the books that developed her leadership
books that gave you wisdom to ponder
when things were tough the books that
got you through the winter the books
that helped you the plant in the spring
and harvest in the fall
what a treasure to leave behind if you
do that here’s what’s for sure your
books will be more valuable than your
furniture Wow now the third treasure to
leave behind is your journals the notes
you took that help you to live life as
you lived it long after you’re gone
a treasure the children grandchildren
great-grandchildren will find so
fascinating they may use it to help
guide their own life into their own
future Wow okay we’ve run out of time their time is
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