in life whether it’s personal or people
around me when you see people that are
positive that looking something good and
something bad that took place they move
along in life faster they’re veteran and
people want to be around these people I
mean too often people gossip the one
gossip person wants to be around the
other person that gossips but they don’t
realize when you gossip you’re saying
something heard about somebody else
you’re telling everybody what if part of
it was wrong you had to go out and tell
every person you told this oh I’m sorry
it was wrong tell everybody you told
it’s not gonna happen so it seems you
learn about don’t gossip don’t belittle
people if you don’t have to god please
don’t try and look at the positive angle
what good could come out of something
and that positiveness is gonna make you
live longer happier and wake up in the
morning happy not oh my god I gotta go
to work I can’t wait til I get home I
want to retire because people are not
positive they’re not happy what happens
they retire they hate their job they
retire three or four years later their
debts they have nothing to do that
positive attitude be around positive
people encourage positiveness if you
find yourself walking around just
complaining all the time around people
that complain a lot man move or just try
and do something different change your
life being positive and a positive
attitude is find something positive and
something bad makes you look for
solutions when I was down and out okay
whoo Oh pop bottles let’s get the pop
files cash them in I think everybody has
fear all wrong people have so many
theories about fear they talk about
while I’m afraid of success know 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 pushed 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 most people do a lot of
talking and most people don’t put in the
effort there’s nothing you can’t
accomplish in life with the right amount
of work the challenge is you know are
you willing to do the work and the
reality is most people aren’t but that’s
the opportunity right is I mean it’s
like people you know at school most
people are lazy right they just they
barely get through it and and so that
creates opportunity I tell my kids that
a if they want something they’re gonna
have to earn it
yeah and B if they don’t work hard
enough to earn it I’m going to sell them
off as medical experiments that’s the
line in our house you need money okay
we’ll set you off as a medical
experiment we can get you money that way
we’ll give blood dad I’m seven I don’t
care if you want to be an inventor of
any kind of venting a new you know a new
service offering for customers or a new
product or anything the being an
inventor requires because the world is
so complicated you have to be a domain
expert I mean in a way even if even if
you’re not the beginning
you have to learn learn learn learn
learn enough so should become a domain
expert but the danger is once you’ve
become a domain expert you can be
trapped by that knowledge and so
inventors have this paradoxical ability
to have that you know 10,000 hours of
practice and be a real domain expert and
have that beginner’s mind have that that
look at it freshly even though they know
so much about the domain and that’s the
key to inventing you have to have both
and I think that is intentional I think
all of us have that inside of us and we
could all do it but you have to be
intentional about it you have to say
yeah I am going to become an expert and
I’m gonna keep my beginner’s mind if I
had email I would be inundated I choose
not to have email or ever turn a
computer on now all my companies are
state of the art technologically
advanced if I want something printed out
its printed out for me but I do this out
of choice I’d rather make a phone call
to you or write you a letter and
communicate the way you deserve to be
communicated with no disrespecting
people on email and I’d be so inundated
my gosh I’d be on that computer all day
long I prefer to have that personal
touch and it seems to work with all the
companies I have that I’m quite active
in but I have great presence running
most of them thank God a very blessed
our right to take care of the details
but I’m still hands on in many many of
the businesses here and it’s I can work
better that way and it goes down to this
pay attention to the vital few ignore
the trivia many if I’d email no
disrespect there’d be a lot of trivia on
there I’d be answering I try and pay
attention to the vital for you and
ignore the trivia baby what do you
differentiate those those two categories
to be like where would let’s say your
president be and where would like the
head of a sales division be are they are
two sides of that equation know what it
is is if it’s one of my companies you
could call me directly but people know
call me directly if you have to but
don’t bother me with something someone
else can handle then they do it works
really really fine works really well but
what’s important would be obviously
presence of company anyone that’s
involved with me either fill
entropically the main people fill in
properly are the main people my business
is
or places or countries I want to reach
out to of the head of a country will
call me I’ll call them right back you
know things are very very significant
insignificant are I’ll give you an
example in my life it has been
significant I’m hit up every months for
hundreds of requests send me a hundred
dollars send me a two million dollars
you have all the money share it with me
and I just I don’t even touch it I can’t
I’m swarmed I do so much philanthropy
now everyone expects that whether it’s a
two million dollar mortgage or hey I
want to start a new business send me 50
thousand dollars because you have money
I don’t that people should do well
that’s not true
I spend millions on philanthropic work
but I do it through our foundation where
it really makes sense not where I have
to go through it all so my question is
is how do you begin to set up that
system so that you have the and I’ll
call it a luxury in some ways of
communicating as you see fit when you
see fit with those key decision-makers
well for starters I’m the chairman of
the board okay of the major company so I
know detail what’s going on from the
chairman of the board’s point of view I
also know that the people that I’ve
hired can do what they’re doing much
better than I can and I know what I need
to know and so do they so they could
pick up the phone and call me JP we just
did this or look what we’re doing here I
also attend meetings on a regular basis
to see where we’re at and where we’re
going and meet with marketing people
meet with promotional people meet with
our educational people sports marketing
people to get a hands-on feel for what
we’re doing where we’re going and those
really important meetings icing and to
help meet the decisions I do a lot of
training for many corporations and I
conduct sales seminars and I’ve heard
all kind of guys doing techniques and
training people techniques of how to
close sales and how to work within and
begin to control the the sale and how to
ask for the clothes let me share
something with you you can learn all the
techniques in the world if you don’t
believe in yourself
it won’t happen for you I learned all of
it so that’s why I do a training called
focus on the seller you’ve got to focus
on you
and as you convinced you as you sell
yourself every day every day every day
you will begin to see a difference in
the things that you’re doing selling
yourself on your ability to perform a
job to achieve a certain objective
telling yourself every day here I go
again
and I got what it takes this is my day
and nothing out here is going to stop me
the only reason you keep seeing there
isn’t as you feel so exhausted about
where you are but life the universe or
God is just testing you
because there is another level if this
is good giant jump to excellence Giants
start a good pour to good to excellence
there’s a level where all your dreams
are realized there’s a level that you’ve
always dreamed about it is real it has
not gone away but it takes that extra
burst when you think there’s nothing
left there’s no way you’ve tried
everything ten million times and you
keep going it’s almost like God is
saying if you keep hitting this wall
enough times I will see that you will
not stop that you were filled with that
level of determination faith and courage
and then the door opens and you get to
that next level but most people don’t
know is the next level is just two
millimeters above and it’s called
outstanding ladies and gentlemen
outstanding what’s it called what’s it
called what’s it called outstanding
magnificent unstoppable extraordinary
not excellent it’s a different level
it’s a level where you are not one of
the best you are the best you know
what’s amazing you only have to be two
millions more than everybody else and
you get everything you get the joy the
last day the fun in the family the
passion the economics the freedom of
spirit it’s all there what Jerry Maguire
called
the Quan baby all of it and it’s just to
milanese above and most excellent people
give up because they’re exhausted and
there’s some people go the harder I hit
it the more I hit it sooner or later
it’s going down I’m not stopping and
when you do that enough it pops up I
worked
to my life in high school there was
Stuart’s cleaners after school would go
there I would put the drape on the
hanger the sleeve on the hanger and the
janitor of all the cleaners clean
everything up I worked for a dollar in a
quarter an hour
the only reason was a dollar and a
quarter in hours because the steward had
to pay that it was required by law or
he’d be giving me 50 cents an hour he
was a very tight very tight wad guy so
I’d come in one day after school and he
says to me to go to work he says Johnny
come here want to talk to us okay
Dodger story says Johnny I was upstairs
yesterday and I napped after I finished
working I was tired and I dropped my
watch on the floor I put on the tape
went on the floor and went down I picked
it up and I noticed under the cot I was
lying on there was no dust
I moved the cot there was no dust I
looked behind the filing cabinets there
was no dust or whatsoever
zero dust you really are a great janitor
I said it’s my job to do what I do when
I do it not when someone else is looking
tie this guy in the world gave me a 25
cent raise two dollar fifty where I went
to high school I was I paid kid and
maybe a dolt in the neighborhood we
didn’t have a lot of money in those days
what it was was if people if humans can
imagine doing what you have to do when
nobody is watching you your doings if
someone is right there watching you and
in your free time you’re not trying to
elongate something you’re doing what you
should do without people watching you do
it well first of all I’d say I actually
think I feel feel fair quite strongly so
it’s not as though I just have the
absence of fear I’ve I feel it quite
strongly but there were times when
something is important enough you
believe it enough that you do you do it
in spite of the fear so speaking of
important things like people shouldn’t
think III I should I should think well I
feel fear about this and therefore I
shouldn’t do it
it’s normal to be to feel fear like
you’d have to definitely something
mentally wrong
feel fair so you just feel it and let
the importance of it drive you to do it
anyway yeah you know actually we’re
something that can be helpful as
fatalism some degree you could just if
you just accept the probabilities then
that diminishes fair so my starting
SpaceX I thought the odds of success
were less than 10% and I just accepted
that actually probably I would just lose
lose everything but that maybe would
make some progress if we could just move
the ball forward even if we died maybe
some other company could pick up the
baton and move and keep moving forward
so that was slowly some good yeah same
with Tesla I thought your odds of a car
company succeeding were extremely it’s
necessary that you’ll be flexible that
you are always thinking of how can I
improve this better
this is a customer driven economy it’s
necessary for you to always explore
various ways in which you can improve
the quality of service that you’re
providing for the people in your
organization I remember something a
major company had talked about the extra
value service they were providing for
their customers and the lady who had the
news conference summarized it this way
she said it’s not our intention to
satisfy our customers or to please our
customers our intention is to amaze them
it’s necessary if you’re going to
compete today that you look for ways to
amaze your customers by being one of
those individuals that keep your
commitments they keep your word that’s
relentless it’s necessary as you work
with the people that you bring into all
your organization but they see that you
are a good example of a person to work
with because you model integrity and
determination and ambition and truth and
honesty and the way in which you conduct
business when I worked for other
companies some of them not mentioning
names were so bad they would treat
people the old way I’m the boss here’s
what you’re gonna do because I’m the
boss right or there were times for
example when maybe had a dollar for
lunch II can’t get a lot for a dollar
I just knew that that’s how I was and if
I had a company that I had a control of
my gosh
everyone’s gonna be treated the way I
wanted to be treated so the minute we
could afford it everyone had free lunch
whether you had money or not you have
free lunch we pay for it for you
carpool will pay for that so we started
doing things for people that I wish
happened to me maybe that’s part of fate
maybe because a lot of things along the
way weren’t so good that as things
started getting good it was so easy for
me to share with our people so easy to
do that people sometimes don’t save
money as soon as we possibly could
afford it we started profit sharing
where at the end every year and we’ll
take that profit sharing and put in a
retirement fund for you it’s yours it’s
yours
if your so many years it goes with you
no matter where you go but it shows it’s
your buddy
that’s really incredible and how much do
you think that that sort of Golden Rule
approach has fed into your ridiculously
low turnover rate which is literally
almost unprecedented I mean that’s crazy
I try and treat people exactly the way
they’d want to be treated exactly the
way I would have wanted to be treated
I’m happy with my people I realized my
people aren’t the company if my people
go my god the company goes people are
your company and they take care of the
customer the customer’s always right no
matter what so what do we do so the
customers happier if somebody’s unhappy
would try and discover why and because
you treat people this way and we’d love
them you walk in our company it’s love
if you go through the front desk here in
Century City this girl just has the
biggest smile say hi welcome to John
Paul Mitchell Systems she loves what she
does our big problem is we don’t have
turnover we have so many people on to
work for us and the thing is you gotta
wait for somebody to die good girl we’ll
add one or two on obviously at a time
sure and we’re pretty big now because
we’re in 96 countries it’s how you take
care of people anywhere in the world you
don’t boss them around you include on
what you’re doing the other thing is
take full responsibility for your life
except where you are and the
responsibility that you’re going to take
yourself where you want to go so once
that we have two primary choices in life
we can either accept conditions as they
exist or we can take the responsibility
to change them see a lot of people want
to exempt themselves from taking
responsibility all they want to do is
talk about the problem every time you
see them they’ll tell you their story
over and over and over and over again no
no you want to take responsibility for
your life
I got me here I can get me out of this
and I’m getting out I’m not going to be
a volunteer victim George Bernard Shaw
said there are two kinds of people in
life you know he said those that make
things happen those that watch things
happen and those that don’t know what
happened and he said the people to get
alone in this life look around for the
circumstances that they want and if they
can’t find them they make up they
creator so part of beginning to get
unstuck you’ve got to decide that the
behavior pattern that you have adopted
doesn’t work for you you’ve got to
change your strategies and changing your
recreating you and you have the power to
do that you can decide that you’re going
to change that you’re not going to be a
you can decide that you’re going to
stand up to life you can decide that I’m
going to live each day as if it were my
last you can you have the power to make
that decision
you can decide I’m going to work on
myself and develop myself I’m going to
empower me and all of these things that
are happening to me right now
they’re just temporary inconveniences
they’re not stronger than I am I’m in
charge here
overcoming the negative conversation
that inner dialog is going on all the
time all the time even when you don’t
want it to be there you can’t stop
yourself right now from thinking you
can’t do it it’s going on and so
learning how to empower yourself part of
doing that is standing up to yourself
you’ve got to stand up inside yourself
you’ve got to do this I was going to
give a presentation and this voice
inside of me saying you can’t do this
you don’t have everything it takes us
shut up I’m behind on my bills and you
telling me what I can’t do I have got to
you get scared sometimes your mind will
go blink on you
some people will you will allow to
unnerve you and you wonder what’s wrong
with me I’m not crazy that’s why you’ve
got to learn to make a conscious
deliberate determined effort to stand up
inside yourself working on yourself
watching that inner dialogue it will
determine the quality of your life God
created this planet
he created of several species now if
you’re an atheist it’s okay call it the
force let me just say God for now setup
save God the forest God the forest let’s
just say God right now God creates the
planet Earth and first of all he creates
which a lot of people and different
organizations want a perfect social
economic world where everything is free
don’t worry about a thing you’re taking
care of there’s no extra imagination
necessary cuz all gonna be given to you
so he creates the oyster eases oyster
I’m giving you a free house to live in
I’m calling it a shell I’m gonna put at
the bottom of the ocean to protect you
from your enemies you have food clothing
all the foods you want protection
everything you want the perfectly taken
care of while you’re in your measly
little life as an oyster but you’re not
gonna go anywhere
you stay there at the bottom the ocean
but you’re totally got your free food
free clothing for everyone then God
created something called the Eagle Eagle
whole different species eagle you want a
house you go out and build it take the
top of a mountain take the top of a tree
go out and build your own house you want
some food to eat no problem go out there
and find it eagle and the eagle flies
through miles in the wintertime of rain
sleet snow and whim just to feed its
young did you know the Eagle fails 95%
of the time a total failure it’s so big
and cumbersome that when it comes upon
its prey they’re wild they should offer
a different direction and it misses 5%
of the time it succeeds and what does
succeed to do it succeeded to being the
strongest bird in the sky
the only one that we know of anywhere in
the world that could fly into the
thermals of a hurricane and write them
to have fun now the Eagle unlike the
oyster can go any where it wants
anywhere it wants ya Gamble’s it does
this on its own but it goes wherever it
wants
now that Eagle and not the oyster is the
emblem of America and also on the flag
of many many countries you wouldn’t be
in this room right now if you weren’t
Eagles don’t only imagine you start
doing your emotions to control you we
are emotional but we you want to begin
to discipline your emotion if you don’t
discipline and contain your emotions
they will use you your mind goes on
automatic just like a guard you know I
loved reading the book call as a man
thinketh by James Allen he uses the
analogy of the mind being like a garden
you know weeds don’t have to have any
encouragement to grow you don’t have to
water them they don’t have to get
sunshine they don’t have to have fertile
ground they will grow through the cracks
of a sidewalk am i right but if you want
to grow orchids or roses or any kind of
exotic flowers there are special
processes and procedures you must go
through well by the same token you don’t
have to force yourself or motivate
yourself to think negatively to be
depressed to hate somebody to want
revenge you want to get back at somebody
to beat yourself up over the head to
feel loaded with guilt you don’t have to
make any effort to do that your mind is
on automatic it will do that by itself
but if you want to begin to move into
your own personal greatness if you want
to begin to really enjoy a happy
successful healthy life you’ve got to be
willing to go against the tide you’ve
got to be willing to harness your will
and say in spite of this I’m in control
here I’m not gonna let this get me down
I’m not gonna let this destroy me
I’m coming back and I’ll be stronger and
better because of it
you have got to make a declaration that
this is what you stand for you’re
standing up for your dreams you’re
standing up for peace of mind you’re
standing up for health you want it and
you’re gonna go all out to have it it’s
not going to be easy when you want to
change it’s not easy if it were in fact
easy everybody to do it
but if you’re serious you’ll go all out
I don’t care how good you are honor to
care how talented you are I don’t care
how much you work on yourself there’s
some times when things aren’t going to
go right they just are not going to go
right there are times when anything that
can happen will happen Murphy’s Law will
be knocking at your door why I don’t
know why that’s called life and you have
to deal with it sometimes your life will
be in a slump just like sports some of
the best shooters can’t hit baskets
different times and games they get in a
slump do they sit on the sidelines and
say you digest it hit a basket today
no they continue to execute I suggest to
you that if you are facing a challenge
don’t stop stay busy work your plan
continue to do those things that you
know that work for you after you have
evaluated yourself in the situation
continue to move stay busy stay busy
stay busy it’s all in the mindset when
you get up in the morning you do what
you normally do I would eventually say a
lot of you here probably turn on your
cellphone’s your computers and what’s
the latest email what’s the latest text
that comes in you start your day off
like that that’s your mindset try this
get up in the morning do whatever you
have to do don’t turn the computer on
don’t turn the TV on go right back to
bed again
either lay there or sit there and just
bring the universe to you here’s how you
do it you just be it’s virtually
impossible when you first do it because
the thousand thoughts come through your
head we’re human beings so what you do
is your city and bad
look at the wall look at the off TV set
look at the ceiling look at the door
look at something in the room to get
your attention and just look at it and
just be for a couple of minutes
not 10 minutes not 20 minutes not 2 days
just be when your mind wanders find
another spot in the room to look at so
you’re back in present time even for a
couple of minutes now go about your day
don’t think about what you’re gonna do
for that split few minutes
you’re now becoming part of a universe
which is also part of global thinking
that in the process of working on your
dreams you are going to incur it incur a
lot of disappointment a lot of failure a
lot of pain a lot of setbacks a lot of
defeats but in the process of doing that
you will discover some things about
yourself that you don’t know right now
what you will realize is that you have
greatness within you what you’ll realize
is that you’re more powerful than you
can ever begin to imagine what you will
realize is that you’re greater than your
circumstances that you don’t have to go
through life being a victim if Jack
indicated I was born in Miami Florida
the area called Liberty City in an
abandoned building on a hardened Olien
floor with my twin brother we were six
weeks of age we were adopted when I was
in fifth grade I was identified as EMR
labeled educable mentally retarded put
back from the fifth grade into the
fourth grade and stayed in that category
until I got out of high school I don’t
have any college training but I meant a
high school teacher who one day changed
my life I was waiting on another student
and when he came in he said to me young
man go to the board and write what I’m
about to tell you and I said I can’t do
that turned he said why not I said I’m
not one of your students he said it
doesn’t matter follow my directions down
I said I can’t do that sir he said why
not I said because I’m magica bula
mentally retarded and he came from
behind his desk and he looked at me he
said don’t ever say that again
someone’s opinion of you does not have
to become your reality spend a lot of
time talking about mindset from the
standpoint of think positive suppository
I think that the actions that you take
are way more important in terms of
developing that mindset but we don’t
spend enough time on what you were just
talking about which is understanding how
the automatic nature of worrying about
stuff all day long how that is making
you less money how it is making you less
happy how it is disconnecting you from
your spouse how it is keeping you
unhealthy and how it is a habit that
robs you of joy and opportunity and
power and it is one of the easiest
habits to break number one your life
happens in five-second windows number
two in five seconds you can control what
you think you can decide what you’re
going to do and you can change
absolutely anything which changes
absolutely everything and so the
five-second rule is a mind trick that’s
all that it is a fancy way to call it as
a you know it’s a form of metacognition
but it’s basically a hack it’s a cheat
code okay and the way that it works and
this is the challenge with getting it
out there is that it sounds so
profoundly stupid like a gimmick that it
took a while for people to actually take
it seriously I get that and to really
stack up the science to make you know
anybody that interacts with it go holy
like this actually works yeah so
here’s what it is basically the moment
you catch yourself hesitating or
doubting or starting to worry or about
to chicken out or shrink or shut up or
whatever it is that you’re about to do
that is shrinking your power you just go
5 4 3 2 1
you count backwards five four three two
one what happens when you do that don’t
do it out loud because it’ll scare
somebody
it’s like going although you know we I
say it’s it’s so simple that people live
skit in the making I would love that
because that means I’ve really made it
through your kids will use it on you so
my kids will use it on me so if I have a
certain tone that comes out I’ll hear my
child here we go 5 4 through watch that
tone mom you know just alright mom 5 4 3
2 1 I thought you’re gonna go to the gym
yes
so by counting backwards the the kind of
cheat code that you’re doing in your
mind is you are interrupting what are
called habit loops that get encoded in
the central part of your brain and you
are starting up the prefrontal cortex
it’s a little trick that causes focus
and it’s it’s a lot like having a mantra
because you’re shifting gears but the
thing about having a mantra is and I
suppose that as you count backwards more
and more and more you become used to it
but it becomes a habit that triggers
action so what you do is go 5 4 3 2 1
cut off this part of the brain awaken
this part of the brain and then move and
what happens with the counting backwards
is there’s no where to go after one and
your mind is socialized in a countdown
situation to go and so counting up won’t
work because you can keep going forever
and you do it in many aspects of your
life so it’s actually not something that
requires any focus only reason that most
of us don’t accumulate a level of
achievement in our lives one most people
end up aiming low that’s what I did most
of my life that most people fail in life
not because they aim too high and miss
most people fail in life because they
aim too low and hit and that’s what I
did I was a disc jockey I was very
satisfied I achieved the level of
professionalism and mastery in that area
and then someone challenged me and said
you can do more and it took him 14 years
to convince me to become this person
that you now see this person that you
now see this voice which I consider my
power voice I have absolutely no idea
that this person existed but there is
sometimes in life someone can take you
to a place within yourself where you can
never go by yourself and he saw
something in me and sometimes you have
to believe in somebody’s belief in you until your belief kicks in
around me when you see people that are
positive that looking something good and
something bad that took place they move
along in life faster they’re veteran and
people want to be around these people I
mean too often people gossip the one
gossip person wants to be around the
other person that gossips but they don’t
realize when you gossip you’re saying
something heard about somebody else
you’re telling everybody what if part of
it was wrong you had to go out and tell
every person you told this oh I’m sorry
it was wrong tell everybody you told
it’s not gonna happen so it seems you
learn about don’t gossip don’t belittle
people if you don’t have to god please
don’t try and look at the positive angle
what good could come out of something
and that positiveness is gonna make you
live longer happier and wake up in the
morning happy not oh my god I gotta go
to work I can’t wait til I get home I
want to retire because people are not
positive they’re not happy what happens
they retire they hate their job they
retire three or four years later their
debts they have nothing to do that
positive attitude be around positive
people encourage positiveness if you
find yourself walking around just
complaining all the time around people
that complain a lot man move or just try
and do something different change your
life being positive and a positive
attitude is find something positive and
something bad makes you look for
solutions when I was down and out okay
whoo Oh pop bottles let’s get the pop
files cash them in I think everybody has
fear all wrong people have so many
theories about fear they talk about
while I’m afraid of success know 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 pushed 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 most people do a lot of
talking and most people don’t put in the
effort there’s nothing you can’t
accomplish in life with the right amount
of work the challenge is you know are
you willing to do the work and the
reality is most people aren’t but that’s
the opportunity right is I mean it’s
like people you know at school most
people are lazy right they just they
barely get through it and and so that
creates opportunity I tell my kids that
a if they want something they’re gonna
have to earn it
yeah and B if they don’t work hard
enough to earn it I’m going to sell them
off as medical experiments that’s the
line in our house you need money okay
we’ll set you off as a medical
experiment we can get you money that way
we’ll give blood dad I’m seven I don’t
care if you want to be an inventor of
any kind of venting a new you know a new
service offering for customers or a new
product or anything the being an
inventor requires because the world is
so complicated you have to be a domain
expert I mean in a way even if even if
you’re not the beginning
you have to learn learn learn learn
learn enough so should become a domain
expert but the danger is once you’ve
become a domain expert you can be
trapped by that knowledge and so
inventors have this paradoxical ability
to have that you know 10,000 hours of
practice and be a real domain expert and
have that beginner’s mind have that that
look at it freshly even though they know
so much about the domain and that’s the
key to inventing you have to have both
and I think that is intentional I think
all of us have that inside of us and we
could all do it but you have to be
intentional about it you have to say
yeah I am going to become an expert and
I’m gonna keep my beginner’s mind if I
had email I would be inundated I choose
not to have email or ever turn a
computer on now all my companies are
state of the art technologically
advanced if I want something printed out
its printed out for me but I do this out
of choice I’d rather make a phone call
to you or write you a letter and
communicate the way you deserve to be
communicated with no disrespecting
people on email and I’d be so inundated
my gosh I’d be on that computer all day
long I prefer to have that personal
touch and it seems to work with all the
companies I have that I’m quite active
in but I have great presence running
most of them thank God a very blessed
our right to take care of the details
but I’m still hands on in many many of
the businesses here and it’s I can work
better that way and it goes down to this
pay attention to the vital few ignore
the trivia many if I’d email no
disrespect there’d be a lot of trivia on
there I’d be answering I try and pay
attention to the vital for you and
ignore the trivia baby what do you
differentiate those those two categories
to be like where would let’s say your
president be and where would like the
head of a sales division be are they are
two sides of that equation know what it
is is if it’s one of my companies you
could call me directly but people know
call me directly if you have to but
don’t bother me with something someone
else can handle then they do it works
really really fine works really well but
what’s important would be obviously
presence of company anyone that’s
involved with me either fill
entropically the main people fill in
properly are the main people my business
is
or places or countries I want to reach
out to of the head of a country will
call me I’ll call them right back you
know things are very very significant
insignificant are I’ll give you an
example in my life it has been
significant I’m hit up every months for
hundreds of requests send me a hundred
dollars send me a two million dollars
you have all the money share it with me
and I just I don’t even touch it I can’t
I’m swarmed I do so much philanthropy
now everyone expects that whether it’s a
two million dollar mortgage or hey I
want to start a new business send me 50
thousand dollars because you have money
I don’t that people should do well
that’s not true
I spend millions on philanthropic work
but I do it through our foundation where
it really makes sense not where I have
to go through it all so my question is
is how do you begin to set up that
system so that you have the and I’ll
call it a luxury in some ways of
communicating as you see fit when you
see fit with those key decision-makers
well for starters I’m the chairman of
the board okay of the major company so I
know detail what’s going on from the
chairman of the board’s point of view I
also know that the people that I’ve
hired can do what they’re doing much
better than I can and I know what I need
to know and so do they so they could
pick up the phone and call me JP we just
did this or look what we’re doing here I
also attend meetings on a regular basis
to see where we’re at and where we’re
going and meet with marketing people
meet with promotional people meet with
our educational people sports marketing
people to get a hands-on feel for what
we’re doing where we’re going and those
really important meetings icing and to
help meet the decisions I do a lot of
training for many corporations and I
conduct sales seminars and I’ve heard
all kind of guys doing techniques and
training people techniques of how to
close sales and how to work within and
begin to control the the sale and how to
ask for the clothes let me share
something with you you can learn all the
techniques in the world if you don’t
believe in yourself
it won’t happen for you I learned all of
it so that’s why I do a training called
focus on the seller you’ve got to focus
on you
and as you convinced you as you sell
yourself every day every day every day
you will begin to see a difference in
the things that you’re doing selling
yourself on your ability to perform a
job to achieve a certain objective
telling yourself every day here I go
again
and I got what it takes this is my day
and nothing out here is going to stop me
the only reason you keep seeing there
isn’t as you feel so exhausted about
where you are but life the universe or
God is just testing you
because there is another level if this
is good giant jump to excellence Giants
start a good pour to good to excellence
there’s a level where all your dreams
are realized there’s a level that you’ve
always dreamed about it is real it has
not gone away but it takes that extra
burst when you think there’s nothing
left there’s no way you’ve tried
everything ten million times and you
keep going it’s almost like God is
saying if you keep hitting this wall
enough times I will see that you will
not stop that you were filled with that
level of determination faith and courage
and then the door opens and you get to
that next level but most people don’t
know is the next level is just two
millimeters above and it’s called
outstanding ladies and gentlemen
outstanding what’s it called what’s it
called what’s it called outstanding
magnificent unstoppable extraordinary
not excellent it’s a different level
it’s a level where you are not one of
the best you are the best you know
what’s amazing you only have to be two
millions more than everybody else and
you get everything you get the joy the
last day the fun in the family the
passion the economics the freedom of
spirit it’s all there what Jerry Maguire
called
the Quan baby all of it and it’s just to
milanese above and most excellent people
give up because they’re exhausted and
there’s some people go the harder I hit
it the more I hit it sooner or later
it’s going down I’m not stopping and
when you do that enough it pops up I
worked
to my life in high school there was
Stuart’s cleaners after school would go
there I would put the drape on the
hanger the sleeve on the hanger and the
janitor of all the cleaners clean
everything up I worked for a dollar in a
quarter an hour
the only reason was a dollar and a
quarter in hours because the steward had
to pay that it was required by law or
he’d be giving me 50 cents an hour he
was a very tight very tight wad guy so
I’d come in one day after school and he
says to me to go to work he says Johnny
come here want to talk to us okay
Dodger story says Johnny I was upstairs
yesterday and I napped after I finished
working I was tired and I dropped my
watch on the floor I put on the tape
went on the floor and went down I picked
it up and I noticed under the cot I was
lying on there was no dust
I moved the cot there was no dust I
looked behind the filing cabinets there
was no dust or whatsoever
zero dust you really are a great janitor
I said it’s my job to do what I do when
I do it not when someone else is looking
tie this guy in the world gave me a 25
cent raise two dollar fifty where I went
to high school I was I paid kid and
maybe a dolt in the neighborhood we
didn’t have a lot of money in those days
what it was was if people if humans can
imagine doing what you have to do when
nobody is watching you your doings if
someone is right there watching you and
in your free time you’re not trying to
elongate something you’re doing what you
should do without people watching you do
it well first of all I’d say I actually
think I feel feel fair quite strongly so
it’s not as though I just have the
absence of fear I’ve I feel it quite
strongly but there were times when
something is important enough you
believe it enough that you do you do it
in spite of the fear so speaking of
important things like people shouldn’t
think III I should I should think well I
feel fear about this and therefore I
shouldn’t do it
it’s normal to be to feel fear like
you’d have to definitely something
mentally wrong
feel fair so you just feel it and let
the importance of it drive you to do it
anyway yeah you know actually we’re
something that can be helpful as
fatalism some degree you could just if
you just accept the probabilities then
that diminishes fair so my starting
SpaceX I thought the odds of success
were less than 10% and I just accepted
that actually probably I would just lose
lose everything but that maybe would
make some progress if we could just move
the ball forward even if we died maybe
some other company could pick up the
baton and move and keep moving forward
so that was slowly some good yeah same
with Tesla I thought your odds of a car
company succeeding were extremely it’s
necessary that you’ll be flexible that
you are always thinking of how can I
improve this better
this is a customer driven economy it’s
necessary for you to always explore
various ways in which you can improve
the quality of service that you’re
providing for the people in your
organization I remember something a
major company had talked about the extra
value service they were providing for
their customers and the lady who had the
news conference summarized it this way
she said it’s not our intention to
satisfy our customers or to please our
customers our intention is to amaze them
it’s necessary if you’re going to
compete today that you look for ways to
amaze your customers by being one of
those individuals that keep your
commitments they keep your word that’s
relentless it’s necessary as you work
with the people that you bring into all
your organization but they see that you
are a good example of a person to work
with because you model integrity and
determination and ambition and truth and
honesty and the way in which you conduct
business when I worked for other
companies some of them not mentioning
names were so bad they would treat
people the old way I’m the boss here’s
what you’re gonna do because I’m the
boss right or there were times for
example when maybe had a dollar for
lunch II can’t get a lot for a dollar
I just knew that that’s how I was and if
I had a company that I had a control of
my gosh
everyone’s gonna be treated the way I
wanted to be treated so the minute we
could afford it everyone had free lunch
whether you had money or not you have
free lunch we pay for it for you
carpool will pay for that so we started
doing things for people that I wish
happened to me maybe that’s part of fate
maybe because a lot of things along the
way weren’t so good that as things
started getting good it was so easy for
me to share with our people so easy to
do that people sometimes don’t save
money as soon as we possibly could
afford it we started profit sharing
where at the end every year and we’ll
take that profit sharing and put in a
retirement fund for you it’s yours it’s
yours
if your so many years it goes with you
no matter where you go but it shows it’s
your buddy
that’s really incredible and how much do
you think that that sort of Golden Rule
approach has fed into your ridiculously
low turnover rate which is literally
almost unprecedented I mean that’s crazy
I try and treat people exactly the way
they’d want to be treated exactly the
way I would have wanted to be treated
I’m happy with my people I realized my
people aren’t the company if my people
go my god the company goes people are
your company and they take care of the
customer the customer’s always right no
matter what so what do we do so the
customers happier if somebody’s unhappy
would try and discover why and because
you treat people this way and we’d love
them you walk in our company it’s love
if you go through the front desk here in
Century City this girl just has the
biggest smile say hi welcome to John
Paul Mitchell Systems she loves what she
does our big problem is we don’t have
turnover we have so many people on to
work for us and the thing is you gotta
wait for somebody to die good girl we’ll
add one or two on obviously at a time
sure and we’re pretty big now because
we’re in 96 countries it’s how you take
care of people anywhere in the world you
don’t boss them around you include on
what you’re doing the other thing is
take full responsibility for your life
except where you are and the
responsibility that you’re going to take
yourself where you want to go so once
that we have two primary choices in life
we can either accept conditions as they
exist or we can take the responsibility
to change them see a lot of people want
to exempt themselves from taking
responsibility all they want to do is
talk about the problem every time you
see them they’ll tell you their story
over and over and over and over again no
no you want to take responsibility for
your life
I got me here I can get me out of this
and I’m getting out I’m not going to be
a volunteer victim George Bernard Shaw
said there are two kinds of people in
life you know he said those that make
things happen those that watch things
happen and those that don’t know what
happened and he said the people to get
alone in this life look around for the
circumstances that they want and if they
can’t find them they make up they
creator so part of beginning to get
unstuck you’ve got to decide that the
behavior pattern that you have adopted
doesn’t work for you you’ve got to
change your strategies and changing your
recreating you and you have the power to
do that you can decide that you’re going
to change that you’re not going to be a
you can decide that you’re going to
stand up to life you can decide that I’m
going to live each day as if it were my
last you can you have the power to make
that decision
you can decide I’m going to work on
myself and develop myself I’m going to
empower me and all of these things that
are happening to me right now
they’re just temporary inconveniences
they’re not stronger than I am I’m in
charge here
overcoming the negative conversation
that inner dialog is going on all the
time all the time even when you don’t
want it to be there you can’t stop
yourself right now from thinking you
can’t do it it’s going on and so
learning how to empower yourself part of
doing that is standing up to yourself
you’ve got to stand up inside yourself
you’ve got to do this I was going to
give a presentation and this voice
inside of me saying you can’t do this
you don’t have everything it takes us
shut up I’m behind on my bills and you
telling me what I can’t do I have got to
you get scared sometimes your mind will
go blink on you
some people will you will allow to
unnerve you and you wonder what’s wrong
with me I’m not crazy that’s why you’ve
got to learn to make a conscious
deliberate determined effort to stand up
inside yourself working on yourself
watching that inner dialogue it will
determine the quality of your life God
created this planet
he created of several species now if
you’re an atheist it’s okay call it the
force let me just say God for now setup
save God the forest God the forest let’s
just say God right now God creates the
planet Earth and first of all he creates
which a lot of people and different
organizations want a perfect social
economic world where everything is free
don’t worry about a thing you’re taking
care of there’s no extra imagination
necessary cuz all gonna be given to you
so he creates the oyster eases oyster
I’m giving you a free house to live in
I’m calling it a shell I’m gonna put at
the bottom of the ocean to protect you
from your enemies you have food clothing
all the foods you want protection
everything you want the perfectly taken
care of while you’re in your measly
little life as an oyster but you’re not
gonna go anywhere
you stay there at the bottom the ocean
but you’re totally got your free food
free clothing for everyone then God
created something called the Eagle Eagle
whole different species eagle you want a
house you go out and build it take the
top of a mountain take the top of a tree
go out and build your own house you want
some food to eat no problem go out there
and find it eagle and the eagle flies
through miles in the wintertime of rain
sleet snow and whim just to feed its
young did you know the Eagle fails 95%
of the time a total failure it’s so big
and cumbersome that when it comes upon
its prey they’re wild they should offer
a different direction and it misses 5%
of the time it succeeds and what does
succeed to do it succeeded to being the
strongest bird in the sky
the only one that we know of anywhere in
the world that could fly into the
thermals of a hurricane and write them
to have fun now the Eagle unlike the
oyster can go any where it wants
anywhere it wants ya Gamble’s it does
this on its own but it goes wherever it
wants
now that Eagle and not the oyster is the
emblem of America and also on the flag
of many many countries you wouldn’t be
in this room right now if you weren’t
Eagles don’t only imagine you start
doing your emotions to control you we
are emotional but we you want to begin
to discipline your emotion if you don’t
discipline and contain your emotions
they will use you your mind goes on
automatic just like a guard you know I
loved reading the book call as a man
thinketh by James Allen he uses the
analogy of the mind being like a garden
you know weeds don’t have to have any
encouragement to grow you don’t have to
water them they don’t have to get
sunshine they don’t have to have fertile
ground they will grow through the cracks
of a sidewalk am i right but if you want
to grow orchids or roses or any kind of
exotic flowers there are special
processes and procedures you must go
through well by the same token you don’t
have to force yourself or motivate
yourself to think negatively to be
depressed to hate somebody to want
revenge you want to get back at somebody
to beat yourself up over the head to
feel loaded with guilt you don’t have to
make any effort to do that your mind is
on automatic it will do that by itself
but if you want to begin to move into
your own personal greatness if you want
to begin to really enjoy a happy
successful healthy life you’ve got to be
willing to go against the tide you’ve
got to be willing to harness your will
and say in spite of this I’m in control
here I’m not gonna let this get me down
I’m not gonna let this destroy me
I’m coming back and I’ll be stronger and
better because of it
you have got to make a declaration that
this is what you stand for you’re
standing up for your dreams you’re
standing up for peace of mind you’re
standing up for health you want it and
you’re gonna go all out to have it it’s
not going to be easy when you want to
change it’s not easy if it were in fact
easy everybody to do it
but if you’re serious you’ll go all out
I don’t care how good you are honor to
care how talented you are I don’t care
how much you work on yourself there’s
some times when things aren’t going to
go right they just are not going to go
right there are times when anything that
can happen will happen Murphy’s Law will
be knocking at your door why I don’t
know why that’s called life and you have
to deal with it sometimes your life will
be in a slump just like sports some of
the best shooters can’t hit baskets
different times and games they get in a
slump do they sit on the sidelines and
say you digest it hit a basket today
no they continue to execute I suggest to
you that if you are facing a challenge
don’t stop stay busy work your plan
continue to do those things that you
know that work for you after you have
evaluated yourself in the situation
continue to move stay busy stay busy
stay busy it’s all in the mindset when
you get up in the morning you do what
you normally do I would eventually say a
lot of you here probably turn on your
cellphone’s your computers and what’s
the latest email what’s the latest text
that comes in you start your day off
like that that’s your mindset try this
get up in the morning do whatever you
have to do don’t turn the computer on
don’t turn the TV on go right back to
bed again
either lay there or sit there and just
bring the universe to you here’s how you
do it you just be it’s virtually
impossible when you first do it because
the thousand thoughts come through your
head we’re human beings so what you do
is your city and bad
look at the wall look at the off TV set
look at the ceiling look at the door
look at something in the room to get
your attention and just look at it and
just be for a couple of minutes
not 10 minutes not 20 minutes not 2 days
just be when your mind wanders find
another spot in the room to look at so
you’re back in present time even for a
couple of minutes now go about your day
don’t think about what you’re gonna do
for that split few minutes
you’re now becoming part of a universe
which is also part of global thinking
that in the process of working on your
dreams you are going to incur it incur a
lot of disappointment a lot of failure a
lot of pain a lot of setbacks a lot of
defeats but in the process of doing that
you will discover some things about
yourself that you don’t know right now
what you will realize is that you have
greatness within you what you’ll realize
is that you’re more powerful than you
can ever begin to imagine what you will
realize is that you’re greater than your
circumstances that you don’t have to go
through life being a victim if Jack
indicated I was born in Miami Florida
the area called Liberty City in an
abandoned building on a hardened Olien
floor with my twin brother we were six
weeks of age we were adopted when I was
in fifth grade I was identified as EMR
labeled educable mentally retarded put
back from the fifth grade into the
fourth grade and stayed in that category
until I got out of high school I don’t
have any college training but I meant a
high school teacher who one day changed
my life I was waiting on another student
and when he came in he said to me young
man go to the board and write what I’m
about to tell you and I said I can’t do
that turned he said why not I said I’m
not one of your students he said it
doesn’t matter follow my directions down
I said I can’t do that sir he said why
not I said because I’m magica bula
mentally retarded and he came from
behind his desk and he looked at me he
said don’t ever say that again
someone’s opinion of you does not have
to become your reality spend a lot of
time talking about mindset from the
standpoint of think positive suppository
I think that the actions that you take
are way more important in terms of
developing that mindset but we don’t
spend enough time on what you were just
talking about which is understanding how
the automatic nature of worrying about
stuff all day long how that is making
you less money how it is making you less
happy how it is disconnecting you from
your spouse how it is keeping you
unhealthy and how it is a habit that
robs you of joy and opportunity and
power and it is one of the easiest
habits to break number one your life
happens in five-second windows number
two in five seconds you can control what
you think you can decide what you’re
going to do and you can change
absolutely anything which changes
absolutely everything and so the
five-second rule is a mind trick that’s
all that it is a fancy way to call it as
a you know it’s a form of metacognition
but it’s basically a hack it’s a cheat
code okay and the way that it works and
this is the challenge with getting it
out there is that it sounds so
profoundly stupid like a gimmick that it
took a while for people to actually take
it seriously I get that and to really
stack up the science to make you know
anybody that interacts with it go holy
like this actually works yeah so
here’s what it is basically the moment
you catch yourself hesitating or
doubting or starting to worry or about
to chicken out or shrink or shut up or
whatever it is that you’re about to do
that is shrinking your power you just go
5 4 3 2 1
you count backwards five four three two
one what happens when you do that don’t
do it out loud because it’ll scare
somebody
it’s like going although you know we I
say it’s it’s so simple that people live
skit in the making I would love that
because that means I’ve really made it
through your kids will use it on you so
my kids will use it on me so if I have a
certain tone that comes out I’ll hear my
child here we go 5 4 through watch that
tone mom you know just alright mom 5 4 3
2 1 I thought you’re gonna go to the gym
yes
so by counting backwards the the kind of
cheat code that you’re doing in your
mind is you are interrupting what are
called habit loops that get encoded in
the central part of your brain and you
are starting up the prefrontal cortex
it’s a little trick that causes focus
and it’s it’s a lot like having a mantra
because you’re shifting gears but the
thing about having a mantra is and I
suppose that as you count backwards more
and more and more you become used to it
but it becomes a habit that triggers
action so what you do is go 5 4 3 2 1
cut off this part of the brain awaken
this part of the brain and then move and
what happens with the counting backwards
is there’s no where to go after one and
your mind is socialized in a countdown
situation to go and so counting up won’t
work because you can keep going forever
and you do it in many aspects of your
life so it’s actually not something that
requires any focus only reason that most
of us don’t accumulate a level of
achievement in our lives one most people
end up aiming low that’s what I did most
of my life that most people fail in life
not because they aim too high and miss
most people fail in life because they
aim too low and hit and that’s what I
did I was a disc jockey I was very
satisfied I achieved the level of
professionalism and mastery in that area
and then someone challenged me and said
you can do more and it took him 14 years
to convince me to become this person
that you now see this person that you
now see this voice which I consider my
power voice I have absolutely no idea
that this person existed but there is
sometimes in life someone can take you
to a place within yourself where you can
never go by yourself and he saw
something in me and sometimes you have
to believe in somebody’s belief in you until your belief kicks in
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