attitude is one of the most strongest
forms of power and attracting good
things you know if you truly feel
grateful for the things in your life I
always felt grateful for even the small
things I always used to celebrate the
small things now I might be celebrating
the bigger things but I always celebrate
every little good thing that would
happen to me in my life even before it
had any kind of money or either I would
celebrate and I would feel grateful for
it and it just gave me more and this is
exactly the same thing that’s happening
right now I still remain grateful and
more comes your job as an actress to
give it your best shot
each every time so yes I’m going into it
with the idea that I’ll play it to the
best of my ability and they wouldn’t
give it to me the role if they didn’t
think I was capable of pulling it off I
wouldn’t take it if I didn’t think I was
capable of pulling it off how many of
you feel like I’ve made this talk before
can I see your hand please
several hundred times I made it
yesterday you know what I did between
yesterday and today I spent over six
hours getting ready for today you see I
think it would be arrogant if I thought
I could stand up and spit it out just
because I did it yesterday are hundreds
of times that’s arrogance that’s when
Buster Douglas knocks out Mike Tyson
that’s when an expansion team in Houston
beats and establish NFL team in Dallas
I dare not look at the people here
several thousand I’m taking over an hour
that several
damn why would my integrity be if I came
here unprepared to make something a
presentation that could make a
difference in your life there is no way
you gotta prepare for it ladies and
gentlemen my advice to young chefs from
the age of 16 to sort of 2930 is 14
years of a sponge to absorbing knowledge
don’t take a job for the sake of money
don’t worry about earning 500 pound a
month a year more
somewhere else don’t get knowledge
because that becomes a bigger passport
for everything the money will come once
you’ve mastered your craft and you
become your every tenant it’ll work for
big chefs and find a different level of
conflict when things get too comfortable
when you’re still living with your
parents and you’ve still got your first
job and you want to move out because
there is two Cumberland get out put
yourself in a strange situation in the
middle of Barcelona we start in the
middle of Paris put yourself in the
middle of Belgium and see what’s
available that’s amazing how much
conference gives you more importantly
it’s great travel at the same time
fantastic I tried working for somebody
when it’s very young and they fired me
in ice cream right and it was a very
very profoundly affected me profoundly
and I just said I’m never working for
anybody again it doesn’t mean your life
is easier in fact you gave up you have
to have a lot of sacrifices in on the
road to success and a lot of failures
along the way I just find it a more
interesting way to spend your time and I
really believe in this concept of money
buys freedom and so you know I think
it’s a very noble pursuit for some
percentage of the people out there but
not for everybody because you have to
sacrifice a lot for the period that
you’re working on your business and not
everybody wants to do that and I think
you find that in your own you start down
that path and if it’s too much of a
sacrifice you revert back to being an
employee which doesn’t it’s very noble
to do that too but it’s not the same
thing it takes a long time to set
yourself free working for somebody else
every single person when they’re in
their teens in their early 20s they
they care so much about other people and
how they’re perceived and what
impression they make and I wanted to be
perfect I wanted to be good at
everything and big at student and be
prettier and skinnier and successful and
all these things and I cared about what
people said about me and how they felt
about me and as I get older I just
realized that that is that month other
people won’t make me happy it has to be
from within me and I need to keep doing
whatever makes me happy and whoever
responds to that great whoever doesn’t
respond to that it’s fine – hmm but the
less I care about other people’s
opinions the better I feel about myself
and the more I do things that make me
happy I’m getting more and more
intrigued by mindset because I used to
think of it as fluffy like self-help and
now I think it more as strategy what’s
your strategy in life somebody asked me
on Instagram after I posted a scary if
the mindset has been skewed how can you
bring it back and I answered with by
surrounding yourself with people who
have the mindset you aspire to my
friends please understand that mindset
is controllable
in the same way that all our opinions
are controllable the key is to add more
people with optimism and cut people with
negativity it’s very very simple now
it’s very hard to cut people with
pessimism cynicism and negativity when
they are the people that are the closest
to you parents siblings spouse but the
bottom line is if you’re asking the
question I’m gonna give you the answer
the answer is add more people with
positivity and optimism and cut people
with pessimism and cynicism who you
surround yourself matters what content
you consume matters I basically
suffocate myself for a long period of my
time and created an environment that was
based on offense and optimism and now I
know no different please do the same for
you make that move mold and I mean mold
your mindset by what you consume and
with whom you consume it I’ve got to
make a commitment to service you got to
make a commitment
to like hey I have a target I know that
when we don’t achieve targets here in my
office the first thing I asked
regardless the internet department if
it’s my accounting department on
collections or it’s my sales department
I’m gonna ask a question what is the
target
no target results in those sales so if
you’re in parts if you’re in service
look have a target measure that target
hourly if you really want to get results
measure your target every hour to see
what do we get in the last 60 minutes I
promise you do those two simple things
don’t even learn anything about how to
sell anybody anything have a target
measure at every hour and I guarantee
your sales will come up when you’re
asleep ladies and gentlemen you need
your dreams I’m here to tell you that
when you’re wide awake you also need
your dreams you must have your goals
you’ll never make it as a wandering
generality you must become a meaningful
specific if you’re going to work
tomorrow because that’s what you did
yesterday you’re not going to be as good
tomorrow as you are yesterday because
now you’re two days older and no closer
to the gold which you do not have you
can’t make it as a wandering generality
only thing that stops you from getting
what you want in life is the bulk story
you tell yourself of why you can’t have
it get that what stops you back is the
story the story stops from getting
honest and you can’t get honest with
yourself there’s no way you can go mad
you like this success in sales in life
it’s like a road map right you know
where you want to go and you have this
perfect strategy the straight line to
get there it’s a perfect strategy it’s
gonna get you there every single time
but if you don’t know your starting
point if you’re not getting eyes where
you actually are it doesn’t matter how
powerful the strategy is and it doesn’t
matter how powerful your goal is I’m
gonna actually set a goal today write a
60 day goal and let’s say you really set
this goal and I’ll show you how to do it
in a
away so it’s visceral so it makes you
really feel it you see it you says you
smell the gold that’s step one I’m gonna
teach you the straight line which is
your strategy to get to your goal but if
you’re not honest with where you are
right now your starting point the map is
worthless there’s three things that you
need to know where you are where you
want to go and how you’re gonna get
there those are the three things you
must have to take advantage of any
opportunity I’m gonna give you the
strategy I’m gonna actually tell me
exactly where you want to go for
yourself you got to get honest don’t
blame the boss don’t blame the leaves
don’t blame your job don’t win the
industry or in just get out if you don’t
like your industry find another one
thinking it’s so superior and my
knowledge is so positive and my logic
and so was until the clashes with the
mentality which is down here and I’m
both there
by millions for her I can seem 1c
farther than you and you’re looking at
misses and you want a job making 60 70
pounds a week the country not known in
his own neighborhood Valley don’t do it
but I’m in such a high level until I
don’t think like you I’m not like you
I’m not saying you don’t mean that on
your person but you’re not but you know
why they say that makes for the best
possible reason so they have fear and
they are wearing looks looks dangerous
to them that’s really their danger to me
in the 18th century there was something
that spread across Europe and eventually
made its way to America where Apple
fever also known as the Black Death of
childbed basically what was happening is
women were giving birth and they would
die within 48 hours after giving birth
this black death of childbirth was the
ravage of Europe and it got worse and
worse and worse over the course of over
a century in some hospitals it was as
high as 70% of women who gave birth who
would die as a result of giving birth
but this was the Renaissance this was
the time of empirical data and science
and we had thrown away things like
tradition and mysticism these were men
of science these were doctors and these
doctors and men of science wanted to
study and try and find the reason for
this black death of childbed and so they
got to work studying and they would
study the corpses of the of the women
who had died and in the morning they
would conduct autopsies and then in the
afternoon they would go and deliver
babies and finish their rounds and it
wasn’t until somewhere in the mid 1800s
that dr. Oliver Wendell Holmes father of
Supreme Court justice Oliver Wendell
Holmes
realized that all of these doctors who
conducting autopsies in the morning
weren’t washing their hands before they
delivered babies in the afternoon and he
pointed it out and said guys you’re the
problem and they ignored him and called
him crazy for 30 years until finally
somebody realized that if they simply
washed their hands it would go away and
that’s exactly what happened when they
started sterilizing their instruments
and washing their hands the black death
of child bed disappeared my point is the
lesson here is sometimes you’re the
problem we’ve seen this happen all too
recently with our new men of science and
empirical studies and these men of
finance who are smarter than the rest of
us until the thing collapsed and they
blamed everything else except themselves
and my point is is take accountability
for your actions you can take all the
credit in the world for the things that
you do right as long as you also take
responsibility for the things you do
wrong it must be a balanced equation you
don’t get it one way and not the other
you get to take credit when you also
take accountability when I decided to do
this I I first talked to my my wife who
is sitting here in the audience and she
had married a you know relatively stable
– goofy but still relatively stable a
person working at a Wall Street firm we
were – the quantitative hedge fund and
this was a hard decision and I was
looking for the right framework in which
to make that kind of important decision
and and and and the right framework I
found is a regret minimization framework
and
so that’s just a nerdy way of saying
that you want to project yourself to age
80 and then think back over your life
and and if you’re if you’re if you’re 81
or this you want to minimize the number
of regrets you have throughout that
period of time I think this is something
a lot of people do maybe subconsciously
they probably very few people probably
name it regret minimization framework
because most people are healthier than
that but but it was a very clear way for
me to think about making that kind of
life decision and then and in the way it
helped was I thought okay if I go do
this thing and participate in this thing
called the Internet that I genuinely
believe is gonna be a big deal and if I
fail am I gonna regret having tried and
failed and I knew the answer that was no
but I also knew that if I didn’t try
that I would always regret that I would
always wonder and it would haunt me
until that you know mythical day which I
actually hope will come I talked to so
many smart fantastic ambitious
idealistic hard-working kids and they’re
right out of college they’re their
entry-level jobs and I’ll ask them how
is it going and they’ll say I think I’m
gonna quit and I’m like why they say to
me I’m not making an impact I’m like you
they treat the sense of fulfillment or
even love like it’s a scavenger hunt
like it’s something you look for my
millennial friends they’ve gone through
so many jobs they’re either getting
or they’re quitting because they’re not
making an impact or they’re not finding
anything they’re looking for they’re not
feeling fulfilled as if it’s a scavenger
hunt love a job you find joy from is not
something you discover it’s not like I
found love here it is I found a job I
love that’s not how it works both of
those things require hard work you are
in love because you work very hard every
single day of your life to stay in love
you find a job that brings you ultimate
joy because you work hard every single
day to serve those around you and you
maintain that joy it’s not a discovery
but the problem is the sense of
impatience it’s as if an entire
generation is standing at the foot of a
mountain they know exactly what they
want they can see the summit what they
can’t see is the mountain this large
amove Abul object but doesn’t mean you
have to do your time that’s not what I’m
talking about take a helicopter climb I
don’t care but there’s still a mountain
life career fulfillment relationships
our journeys the problem is this entire
generation has an institutionalized
sense of impatience and do they have the
patience to go on the journey to
maintain love to feel fulfilled or do
they just quit and on to the next dump
and on to the next ghost and on to the
next lots of people do not have the
courage to try to start a business all I
will say I mean I’ve written a book
called screw it just do it and it
basically is trying to say to people
just give it a try and she sometimes a
very very small amount of money is all
that’s needed to start a company I mean
my mother found a bracelet on the street
and she handed into the police station
and after three months the police there
to sell it and you know the the couple
of hundred dollars was really critical
at a critical time in the
development of our business it’s always
safe just to give it give it again
and good luck that one many people have
this idea I want to achieve something
great or be somebody great and they
neglect the step that leads to greatness
they don’t honor this step at this
moment because they have this idea of
some future mode where they’re going to
be great right
some people believe I’m doing great work
I mean I am because the consciousness is
moving through this form I don’t feel
personally responsible for what I do
it’s not but even there it is small
steps when the writing happens is a
notepad and a pen unless the present
moment and this is stillness very small
there’s not some idea I’m going to
create a work that’s going to change
everybody’s consciousness no I’m just
true to this moment what is this moment
requires it’s a blank piece of sheet of
paper and a pen and the stillness it’s a
small thing it’s all a sequence of very
small moments and being true to this
small moment something great arises
there are four levels of learning okay
let me think what the levels are some of
you might know you’ve been through any
self-development this is some very basic
stuff but it’s important here the first
level is called being unconsciously
incompetent and what that means is this
when you first start doing something you
know so little about it you basically
know nothing you don’t know what you
don’t know this is a very scary spot to
be in when you’ve grown into a situation
and you’re a complete novice you said
geez I’d love to get better at this but
I haven’t the slightest idea of what I
don’t know everyone follow that concept
this is what most people start off okay
the next level is becoming consciously
incompetent that means that you’re like
Jesus Christ I don’t know anything
you’re like I’ve is this the staff does
that sewing strategies they all sell
great I don’t know them that’s the next
level next level above that it’s called
being consciously confident consciously
confident means that you’re good at
something but you can’t really do it
with your eyes closed yet your gurus
requires all your focus and your mental
energy
my grandma we were kids growing up you
don’t even tie your shoe in the
beginning you’re like targis you’re like
you’re putting your things across and
some of this excuse me a good no one
interrupts me you can’t tie your shoe
and have a conversation at the same time
right that’s when you’re consciously
confident is like it requires all your
conscious focus the next level above
that is called being unconscious
competence and that means when you’re
really really great at something you can
do it without thinking about it and the
only way to get from conscious
competence to unconscious competence is
through practice there’s no other way
by drilling it into your head again and
again and again and again and again
until your brain just clicks and all of
a sudden using the unconscious part of
your mind which is infinitely more
powerful than your conscious mind
problem is if you the greatest hammer
and the greatest screwdriver and the
greatest wrench the greatest in front of
you if you don’t use them properly you
will lose right if there’s a nail that I
have to put in that ground but I take
the wrench and I hit it when the hammer
was right there it still comes down to
the practitioner mm-hmm and you have to
be good at your craft and you have to
love your if you love sales if you don’t
love it you have no chance because it’s
so hard it’s so painful there’s so much
rejection right so those are the things
I think about
so technology’s clear neighborhoods you
just said there that the person is
equally important and we’re important
right and thank you I just apologized
for jamia but let me make it perfectly
straight if I go play Roger Federer
right now in tennis and I have the
greatest
racket ever made like from taken from
the Mars is new like resources and he
took a john mcenroe 1974 tennis racket
he would whip my ass like I’m crushing
sales people that have every sales force
every one of your competitors 37
features upgraded went to every pro
conference watching this I will beat
their ass in sales every day of the week
your talent I haven’t actually been
given a piece of advice that I can
recall right now but I guess when anyone
asks me like what should I do I’m just
like just do anything anything will lead
to something else and you just got to
get out there and take a chance even if
it’s unpaid work whatever it is it will
lead to something better so do
everything do it all just this an insane
belief in my own ability to manifest
things insane a belief you know that I
think it’s ultimately complete sanity
but I believe we’re creators and I
believe we create with every thought and
every word is every moment is pregnant
with the next moment of your life a lot
of times I’ll be the tours at Mile Run
or something like that and I’m all
jacked up body’s broken mines broken
spirits broken I started to say what if
I can pull this off when I first walked
into the Navy SEAL recruiters office he
looked at me and said only been 35
African Americans in 70 years make it
through you know I said to myself what
if I can be the 36 it’s the what if I
can pull off a miracle what if I can
become someone that no one thinks I can
be and just that just me talking about
that I have the hair growing up on my
arms because it makes me just like what
if what we have always wanted to do is
raise the standard for what it means to
be customer-centric to such a degree
that other organizations whether they be
other companies or whether they be
hospitals or government agencies
whatever the organization is they should
look at Amazon as a role model and say
how can we be as customer-centric as
Amazon editors I imagine
right hopefully competitors as well but
if we could make you know if that could
be our legacy that we kind of raised the
general idea of what it means to be
customer centric that would be a huge
accomplishment it would be accomplishing
a mission that’s much bigger than
ourselves one thing I’ve learned an
experience is that you know if you don’t
open up and you don’t delegate then
you’ll kill yourself
and if there’s one thing that I’ve
managed to understand is the art of
delegation because if I can pass on you
know to Claire Smith to areum
my palate my understanding my knowledge
then grab it run it and then pass on to
your team don’t hold that inside a
definite purpose must be accompanied by
a definite plan for entertainment
followed by appropriate action now you
have to have a purpose you have to have
a plan and you have to start putting
that plan into action and ladies and
gentlemen it’s not too important that
your plan be found it isn’t in fact it’s
not too important because if you find
that you’ve adopted the plan that’s not
sound it’s not working then always
change you can modify your plan but it
is very important that you be definite
about what it is you’re going after what
your purpose is that must be very
different diversified identity in some
fashion I think this is important so
that your self-worth isn’t only
associated with your startup that’s
probably a controversial recommendation
what that means is you should actually
spend time involved with other skills so
in San Francisco for instance many
startup founders I know who are very
efficient and effective have their
startup rock climbing they get outside
they do a few things so that if one goes
well they can they can remain optimistic
each week which is very difficult if
you’re only directed at your startup you
want to get your work ethics so high
that people actually admire you I’m
gonna ask you a question right now do
people know you because of your
unbelievable work ethic if you can’t
answer yes to that man you’re not going
to get in that top 10% you got to get to
the top you people have to know you not
because he’s a good salesman oh he’s a
good dish oh he’s an artist oh he’s a
good pianist oh he’s a he writes a great
you know story
no dude people need to know you for one
major thing first he works he produces
the guys there every day the guys
pushing and shoving because the truth is
no matter how good your ideas are how
good your art is or how good your
skillset is if you’re not working man if
you’re not vibrating at a frequency that
people say my god how does that God do
all that if you’re not vibrating at that
rate 10x levels massive action
tremendous work ethic that’s just a
muscle nowness
it’s just a discipline in your life as a
way it’s a normal way that other people
think is abnormal Ryan Seacrest Tom
Cruise Oprah Steven Spielberg Donald
Trump still pumping and working as a
billionaire look if you’re not working
at that level you’re not gonna make it
get your work ethic in man it’s the
American Way work ethic check it out so
many people come up to me and say Gary
it’s so hard I look at their Instagram
and they’re not posting any of their
content with hashtags which is a by
accident way to pick up exposure in a
world where they have no money when you
have no money when I took over my dad’s
business at 3 million dollars a year 10%
gross profit $300,000 before expenses my
first year marketing budget was $14,000
we need with no money and I built that
business from a 3 to a 60 million dollar
business in five years I had to make
every penny perfect so I was right about
email marketing in 96 and I was right
and because of that I had 91% open rates
when Google AdWords came out the day it
came out I paid five cents a click for
words before anybody bid me up and I was
super right and that worked if it does
that luck versus preparation and do you
ever get anything wrong what do you do
like it make them as high I get
everything wrong it’s just that I can’t
recall it because once it’s wrong I’m
moving on to the next thing
like dwell dwelling on what you’ve
stopped on is the quickest way for the
next thing not to work right yeah so
like so I think I do everything I mean
you know this this is a fun thing to say
there’s some people in the back know
this I was a breakout youtube star in
the first year 2006 I decided that the
right strategy was to leave YouTube
completely and go to viddler because
viddler offered me equity in their
company
and I’ve left an enormous amount of
attention i deviated from my intention
thisis to do short-term economics and
equity in a company and I lost I lost
Wendy Brock finally came in my life two
years ago we started to try to build up
my youtube for the first time I was
sitting on 40,000 user followers in a
world where I could have had millions if
I just stayed the course so I make
mistakes all the time I’m reorganize its
based on a mistake I made the prior year
I just don’t give a fuck about my
mistakes everybody else cares about your
mistakes if you’re worried about your
own mistakes you’ve already lost when I
say life doesn’t happen to you it
happens for you I really don’t know if
that’s true I’m just making a conscious
choice to perceive challenges as
something beneficial so that I can deal
with them in the most productive way
you’ll come up with your own style
that’s part of the fun I don’t like to
think too far ahead so you haven’t
thought I don’t people say it like goals
long distance goals and shit that’s too
much for me I already feel like I’m
living it and then I just carry on the
own that you know carry on day by day
already living the final goal the goal
of being the world champion I already
carry myself like I’m my world champ and
I already speak like I’m a world
champion and that’s it I just carry on
day by day so I’ll take it as it comes a
lot again like I said you were awesome
Natsumi about the future I’ll let you
I’ll let you know a little bit closer
and remain as far all I can see right
now is the cold that’s all I can see
you’ve got to enjoy what you do every
day and for me that’s working with very
smart people it’s working on new
problems you know every time we think
hey we’ve had a little bit of success
we’re pretty careful not to dwell on it
too much because the bar gets raised if
you can see it here and you have
original dispute it what happened so I
see these shots I see these sequences
I don’t stray away from them a lot of
times people believe in certain things
but they keep to themselves they don’t
put it out there he believed in the
negativity is just negative and there’s
no money in it there’s no future and
being negative where’s the solution you
know I can’t do that we can’t do that
that can’t happen this is wrong that’s
wrong oh my gosh taxes are too high
taxes too dude it’s negative it is
negative it is negative look there’s so
much abundance of negativity that by
itself tells you why there’s no value in
it performing under pressure whether
it’s me or anybody else is the same you
know I have the same pressures as anyone
else there’s time there’s performance
there’s financial I mean they’re you
know there’s deadlines my pressures are
not unique the situation’s may be
different or you know but but everybody
has the same kinds of pressures but what
I found or what I find fascinating is
the interpretation of the stimuli if let
me let me explain so I was watching the
Olympics this last summer olympics and I
was amazed at how bad the questions were
that the reporters would ask all the
athletes and almost always they asked
the same question whether they were
about to compete or after they competed
were you nervous right and to a tee all
the athletes went no right and what I
realized is it’s not that they’re not
nervous it’s their interpretation of
what’s happening in their bodies I mean
what did what happens when you’re
nervous right your heart rate starts to
go you’re you know you sort of get a
little tense you get a little sweaty
right
you have expectation of what’s coming
and we interpreted that is I’m nervous
now what’s the interpretation of excited
your heart rate starts to go you become
you’re anticipating what’s coming right
you get a little sort of like tense it’s
all the same thing it’s the same stimuli
except these athletes these these
Olympic quality athletes have learned to
interpret the stimuli that the rest of
us would say as nervous as excited they
also the same thing no I’m not nervous
I’m excited and so I’ve actually
practiced it just to tell myself when I
start to get nervous that this is
excitement you know and so where when
you used to feed speaking for the large
audience and somebody’d say how do you
feel like it’s a little nervous now and
somebody says how do you feel I’m like
really excited actually and it it came
from just sort of telling myself no no
this is excitement and it becomes a
little bit automatic later on but it’s
kind of a remarkable thing to deal with
pressure by interpreting what your body
is experiencing as excitement rather
than nerves and it’s really kind of
effective it makes you want to rush
forward rather than pull back and yet
it’s the same experience talking about
past and future and excessive emphasis
on past and future in your life yes of
course you need to have it there’s
nothing wrong with having a certain
intention of what you want to achieve
take steps to Ward’s Ajit’s it’s part of
living here in this dimension you can’t
just say I’m never going to plan
anything anymore just take life as it
comes
well some people try to do that but
they’re not that happy either after a
while so in then your life will get very
diffused and so to have an intention to
have to make a plan perfectly fine what
you either a short-term plan like I got
to meet you tomorrow at 4 o’clock how
would you ever meet anybody if we didn’t
have time and and future and a practical
level of course it’s needed the question
is whether future takes over your mind
being able to use it for practical
purposes it will cause great but I call
it clock time is fine but psychological
time is when the future takes over your
mind and your entire sort patterns are
geared only towards future and you treat
the present moment as either just a
means to an end because enables you to
get to the next one you’re always
reaching out so to speak internally to
the next yet never quite here
was looking for some fulfillment there
so you can never embrace the fullness of
now all you make the now into even an
enemy some people are always unhappy
perhaps we all know some one or two
people like that three who are wherever
they are they’re they’re complaining
it’s never quite right wherever they are
or whoever they are with after a little
while they’re very uncomfortable again
there should be somewhere else you know
the bumper sticker that you see in some
car scene give various versions of it
says I’d rather be golfing and then
another one says I’d rather be fishing
I’d rather be this I’d rather be there
when I visited to the spiritual teacher
Ram Das who lives in Hawaii he has a
bumper sticker
about Ram Dass was the person who in the
70s wrote the book be here now that
anyway he has a bumper sticker on his
car that says I’d rather be here now so
and and then you realize you can
actually you can still pursue whatever
an intense where you want to get to a
plan I called it it’s a bit like a
journey your life is a journey you’re
going you know you want to go from here
to there whether you’re going to get
there we don’t know maybe on the way
you’ll branch out to somewhere else but
at least you have a certain direction
it’s good to have some direction in your
life but while you are traveling if the
your destination takes up most of your
attention and you’re continuously
focusing on there you miss all the
journey really you can’t enjoy the
journey any more and most of your life
is the journey the arriving is
and a few more graduation haha but so
those moments are not that fine filled
between so the rest is the journey and
if you can’t enjoy the journey which
means the step you are taking at this
moment it’s really the most important
thing yes of course you know you’re
going that way but this step is still to
be enjoyed because it’s ultimately your
whole life consists of the step you are
taking at this moment there is never
anything else the reason that most
people are not successful but not
wealthy is not because they set their
goals too high and miss them it’s cause
they set them to go low and hit them get
that it’s not because you set your goals
too high and miss you set your goals too
low and you hit them and you get caught
up in the average daily struggle of
averages and mediocrity that’s what
kills people everybody raise your hand
for a second please raise your hand now
raise it as high as you can
I’m gonna crash so I can see okay now
just raise it a bit higher on higher why
the hell that happen
I say raise it as far as you can and
have a then a low that I okay we’ll have
to really mean it right you get it it’s
that extra inch that’s where you want to
set your goal not pie in the sky and add
a control like it’s never gonna happen
cuz that’s a load of crap two people
have said those sort of goals they
abandon those goals and I’ll get to that
later but the idea here is you want to
set the goals just above your comfort
zone so now think about it for a second
think about your goals right now how do
you set them you’re setting them very
low and hitting them
if that’s the case then give yourself a
ten are you setting goals that don’t
inspire you
some people said goes in like behind but
they’re crappy goals they not the sort
of goals that make you jump out of bed
in the morning make you want to go to
work for yourself to secure the future
not just for you but for your family you
know if they’re compromised or acquiesce
to anybody unless you love them unless
you want to that’s freedom
you know money is just a mechanism to
get that there are no justified
resentments and this is a very difficult
principle for many people to get but one
that I believe very strongly in I was in
a group one time of drug addicts and
alcoholics and I was one of the people
that was a sponsor and leading this
group and the sign on the wall said
there are no justified resentments in
this group and what I said to that group
that that night was no matter what
anybody says to you here no matter what
kind of anger comes directed towards you
no matter how much hate you may
encounter showing up in your life there
are no justified resentments meaning
that if you carry around resentment
inside of you about anything or about
anyone and I’m talking about the person
that you lent money to and hasn’t paid
you back I’m talking about the person in
your life that you feel was abusive in
your life I’m talking about the person
who walked out on you and left you for
somebody else I’m talking about all of
the things that you have justified in
your heart and in your life that you
have the right to be resentful about and
I’m suggesting to you that those
resentments will always end up harming
you and creating in you a sense of
despair I’ve often said that you know
one ever dies from a snake bite the
snake bite will never kill you you
cannot be unbeaten once you’re bitten
you’re bitten but it’s the venom that
continues to pour through your system
after the bite that will end up
destroying you I spoke at an education
summit for Microsoft I also spoke at an
education summit for Apple Education
from Mike at the education summit for
Microsoft I would say that 70% of the
executives spent about 70% of their
presentations talking about how to beat
Apple at the Apple education summit a
hundred percent of the executives spent
a hundred percent of their presentations
talking about how to help teachers teach
and how to help students learn one is
playing this way and one is playing that
way one is playing finite and the other
one is playing infinite guess which one
gets frustrated so at the end of my talk
at Microsoft that gave me a gift they
gave me the news Zune when it was a
and let me tell you this thing was
spectacular
it was the most elegant piece of
technology I’d ever used the user
interface was incredible the design was
spectacular I absolutely loved it it was
easy to use and it was bright and
gorgeous and it didn’t work on iTunes
which is a different problem so I
couldn’t use it but but it was amazing
and elegant my god it was elegant
so I’m sitting in the back of a taxi
with a very senior Apple executive sort
of employee number 12 kind of guy and
you know I like to stir pots so I turned
him I said you know Microsoft gave me
their new Zune and it is so much better
than your iPod touch and he turned to me
and he said I have no doubt conversation
[Music]
because the infinite player understands
sometimes your head and sometimes you
behind
sometimes your product is better and
sometimes it’s worse the goal isn’t to
be the best every day the goal isn’t out
to outdo your competition every day
that’s a finite construction if I had
said to Microsoft I’ve got the new iPod
touch and it’s so much better than your
Zune they would have said can we see it
what does it do react react react react
finite players play to be bet to beat
the people around them infinite players
play to be better than themselves to
wake up every single day and say how can
we make our company a better version of
itself today than it was yesterday how
can we create a product this week that’s
better than the product we created last
week we also have to play the infinite
game it’s not about being ranked number
one it’s not about having more followers
on Twitter than your friends it’s not
about outdoing anyone it’s about how to
outdo yourself it’s not about selling
more books or getting more Ted views
than somebody else it’s about how to
make sure that the work that you’re
producing is better than the work you
produced before you are your competition
and that is what ensures you stay in the
game the longest and that is what
ensures you find joy because the joy
comes not from comparison but from advancement
forms of power and attracting good
things you know if you truly feel
grateful for the things in your life I
always felt grateful for even the small
things I always used to celebrate the
small things now I might be celebrating
the bigger things but I always celebrate
every little good thing that would
happen to me in my life even before it
had any kind of money or either I would
celebrate and I would feel grateful for
it and it just gave me more and this is
exactly the same thing that’s happening
right now I still remain grateful and
more comes your job as an actress to
give it your best shot
each every time so yes I’m going into it
with the idea that I’ll play it to the
best of my ability and they wouldn’t
give it to me the role if they didn’t
think I was capable of pulling it off I
wouldn’t take it if I didn’t think I was
capable of pulling it off how many of
you feel like I’ve made this talk before
can I see your hand please
several hundred times I made it
yesterday you know what I did between
yesterday and today I spent over six
hours getting ready for today you see I
think it would be arrogant if I thought
I could stand up and spit it out just
because I did it yesterday are hundreds
of times that’s arrogance that’s when
Buster Douglas knocks out Mike Tyson
that’s when an expansion team in Houston
beats and establish NFL team in Dallas
I dare not look at the people here
several thousand I’m taking over an hour
that several
damn why would my integrity be if I came
here unprepared to make something a
presentation that could make a
difference in your life there is no way
you gotta prepare for it ladies and
gentlemen my advice to young chefs from
the age of 16 to sort of 2930 is 14
years of a sponge to absorbing knowledge
don’t take a job for the sake of money
don’t worry about earning 500 pound a
month a year more
somewhere else don’t get knowledge
because that becomes a bigger passport
for everything the money will come once
you’ve mastered your craft and you
become your every tenant it’ll work for
big chefs and find a different level of
conflict when things get too comfortable
when you’re still living with your
parents and you’ve still got your first
job and you want to move out because
there is two Cumberland get out put
yourself in a strange situation in the
middle of Barcelona we start in the
middle of Paris put yourself in the
middle of Belgium and see what’s
available that’s amazing how much
conference gives you more importantly
it’s great travel at the same time
fantastic I tried working for somebody
when it’s very young and they fired me
in ice cream right and it was a very
very profoundly affected me profoundly
and I just said I’m never working for
anybody again it doesn’t mean your life
is easier in fact you gave up you have
to have a lot of sacrifices in on the
road to success and a lot of failures
along the way I just find it a more
interesting way to spend your time and I
really believe in this concept of money
buys freedom and so you know I think
it’s a very noble pursuit for some
percentage of the people out there but
not for everybody because you have to
sacrifice a lot for the period that
you’re working on your business and not
everybody wants to do that and I think
you find that in your own you start down
that path and if it’s too much of a
sacrifice you revert back to being an
employee which doesn’t it’s very noble
to do that too but it’s not the same
thing it takes a long time to set
yourself free working for somebody else
every single person when they’re in
their teens in their early 20s they
they care so much about other people and
how they’re perceived and what
impression they make and I wanted to be
perfect I wanted to be good at
everything and big at student and be
prettier and skinnier and successful and
all these things and I cared about what
people said about me and how they felt
about me and as I get older I just
realized that that is that month other
people won’t make me happy it has to be
from within me and I need to keep doing
whatever makes me happy and whoever
responds to that great whoever doesn’t
respond to that it’s fine – hmm but the
less I care about other people’s
opinions the better I feel about myself
and the more I do things that make me
happy I’m getting more and more
intrigued by mindset because I used to
think of it as fluffy like self-help and
now I think it more as strategy what’s
your strategy in life somebody asked me
on Instagram after I posted a scary if
the mindset has been skewed how can you
bring it back and I answered with by
surrounding yourself with people who
have the mindset you aspire to my
friends please understand that mindset
is controllable
in the same way that all our opinions
are controllable the key is to add more
people with optimism and cut people with
negativity it’s very very simple now
it’s very hard to cut people with
pessimism cynicism and negativity when
they are the people that are the closest
to you parents siblings spouse but the
bottom line is if you’re asking the
question I’m gonna give you the answer
the answer is add more people with
positivity and optimism and cut people
with pessimism and cynicism who you
surround yourself matters what content
you consume matters I basically
suffocate myself for a long period of my
time and created an environment that was
based on offense and optimism and now I
know no different please do the same for
you make that move mold and I mean mold
your mindset by what you consume and
with whom you consume it I’ve got to
make a commitment to service you got to
make a commitment
to like hey I have a target I know that
when we don’t achieve targets here in my
office the first thing I asked
regardless the internet department if
it’s my accounting department on
collections or it’s my sales department
I’m gonna ask a question what is the
target
no target results in those sales so if
you’re in parts if you’re in service
look have a target measure that target
hourly if you really want to get results
measure your target every hour to see
what do we get in the last 60 minutes I
promise you do those two simple things
don’t even learn anything about how to
sell anybody anything have a target
measure at every hour and I guarantee
your sales will come up when you’re
asleep ladies and gentlemen you need
your dreams I’m here to tell you that
when you’re wide awake you also need
your dreams you must have your goals
you’ll never make it as a wandering
generality you must become a meaningful
specific if you’re going to work
tomorrow because that’s what you did
yesterday you’re not going to be as good
tomorrow as you are yesterday because
now you’re two days older and no closer
to the gold which you do not have you
can’t make it as a wandering generality
only thing that stops you from getting
what you want in life is the bulk story
you tell yourself of why you can’t have
it get that what stops you back is the
story the story stops from getting
honest and you can’t get honest with
yourself there’s no way you can go mad
you like this success in sales in life
it’s like a road map right you know
where you want to go and you have this
perfect strategy the straight line to
get there it’s a perfect strategy it’s
gonna get you there every single time
but if you don’t know your starting
point if you’re not getting eyes where
you actually are it doesn’t matter how
powerful the strategy is and it doesn’t
matter how powerful your goal is I’m
gonna actually set a goal today write a
60 day goal and let’s say you really set
this goal and I’ll show you how to do it
in a
away so it’s visceral so it makes you
really feel it you see it you says you
smell the gold that’s step one I’m gonna
teach you the straight line which is
your strategy to get to your goal but if
you’re not honest with where you are
right now your starting point the map is
worthless there’s three things that you
need to know where you are where you
want to go and how you’re gonna get
there those are the three things you
must have to take advantage of any
opportunity I’m gonna give you the
strategy I’m gonna actually tell me
exactly where you want to go for
yourself you got to get honest don’t
blame the boss don’t blame the leaves
don’t blame your job don’t win the
industry or in just get out if you don’t
like your industry find another one
thinking it’s so superior and my
knowledge is so positive and my logic
and so was until the clashes with the
mentality which is down here and I’m
both there
by millions for her I can seem 1c
farther than you and you’re looking at
misses and you want a job making 60 70
pounds a week the country not known in
his own neighborhood Valley don’t do it
but I’m in such a high level until I
don’t think like you I’m not like you
I’m not saying you don’t mean that on
your person but you’re not but you know
why they say that makes for the best
possible reason so they have fear and
they are wearing looks looks dangerous
to them that’s really their danger to me
in the 18th century there was something
that spread across Europe and eventually
made its way to America where Apple
fever also known as the Black Death of
childbed basically what was happening is
women were giving birth and they would
die within 48 hours after giving birth
this black death of childbirth was the
ravage of Europe and it got worse and
worse and worse over the course of over
a century in some hospitals it was as
high as 70% of women who gave birth who
would die as a result of giving birth
but this was the Renaissance this was
the time of empirical data and science
and we had thrown away things like
tradition and mysticism these were men
of science these were doctors and these
doctors and men of science wanted to
study and try and find the reason for
this black death of childbed and so they
got to work studying and they would
study the corpses of the of the women
who had died and in the morning they
would conduct autopsies and then in the
afternoon they would go and deliver
babies and finish their rounds and it
wasn’t until somewhere in the mid 1800s
that dr. Oliver Wendell Holmes father of
Supreme Court justice Oliver Wendell
Holmes
realized that all of these doctors who
conducting autopsies in the morning
weren’t washing their hands before they
delivered babies in the afternoon and he
pointed it out and said guys you’re the
problem and they ignored him and called
him crazy for 30 years until finally
somebody realized that if they simply
washed their hands it would go away and
that’s exactly what happened when they
started sterilizing their instruments
and washing their hands the black death
of child bed disappeared my point is the
lesson here is sometimes you’re the
problem we’ve seen this happen all too
recently with our new men of science and
empirical studies and these men of
finance who are smarter than the rest of
us until the thing collapsed and they
blamed everything else except themselves
and my point is is take accountability
for your actions you can take all the
credit in the world for the things that
you do right as long as you also take
responsibility for the things you do
wrong it must be a balanced equation you
don’t get it one way and not the other
you get to take credit when you also
take accountability when I decided to do
this I I first talked to my my wife who
is sitting here in the audience and she
had married a you know relatively stable
– goofy but still relatively stable a
person working at a Wall Street firm we
were – the quantitative hedge fund and
this was a hard decision and I was
looking for the right framework in which
to make that kind of important decision
and and and and the right framework I
found is a regret minimization framework
and
so that’s just a nerdy way of saying
that you want to project yourself to age
80 and then think back over your life
and and if you’re if you’re if you’re 81
or this you want to minimize the number
of regrets you have throughout that
period of time I think this is something
a lot of people do maybe subconsciously
they probably very few people probably
name it regret minimization framework
because most people are healthier than
that but but it was a very clear way for
me to think about making that kind of
life decision and then and in the way it
helped was I thought okay if I go do
this thing and participate in this thing
called the Internet that I genuinely
believe is gonna be a big deal and if I
fail am I gonna regret having tried and
failed and I knew the answer that was no
but I also knew that if I didn’t try
that I would always regret that I would
always wonder and it would haunt me
until that you know mythical day which I
actually hope will come I talked to so
many smart fantastic ambitious
idealistic hard-working kids and they’re
right out of college they’re their
entry-level jobs and I’ll ask them how
is it going and they’ll say I think I’m
gonna quit and I’m like why they say to
me I’m not making an impact I’m like you
they treat the sense of fulfillment or
even love like it’s a scavenger hunt
like it’s something you look for my
millennial friends they’ve gone through
so many jobs they’re either getting
or they’re quitting because they’re not
making an impact or they’re not finding
anything they’re looking for they’re not
feeling fulfilled as if it’s a scavenger
hunt love a job you find joy from is not
something you discover it’s not like I
found love here it is I found a job I
love that’s not how it works both of
those things require hard work you are
in love because you work very hard every
single day of your life to stay in love
you find a job that brings you ultimate
joy because you work hard every single
day to serve those around you and you
maintain that joy it’s not a discovery
but the problem is the sense of
impatience it’s as if an entire
generation is standing at the foot of a
mountain they know exactly what they
want they can see the summit what they
can’t see is the mountain this large
amove Abul object but doesn’t mean you
have to do your time that’s not what I’m
talking about take a helicopter climb I
don’t care but there’s still a mountain
life career fulfillment relationships
our journeys the problem is this entire
generation has an institutionalized
sense of impatience and do they have the
patience to go on the journey to
maintain love to feel fulfilled or do
they just quit and on to the next dump
and on to the next ghost and on to the
next lots of people do not have the
courage to try to start a business all I
will say I mean I’ve written a book
called screw it just do it and it
basically is trying to say to people
just give it a try and she sometimes a
very very small amount of money is all
that’s needed to start a company I mean
my mother found a bracelet on the street
and she handed into the police station
and after three months the police there
to sell it and you know the the couple
of hundred dollars was really critical
at a critical time in the
development of our business it’s always
safe just to give it give it again
and good luck that one many people have
this idea I want to achieve something
great or be somebody great and they
neglect the step that leads to greatness
they don’t honor this step at this
moment because they have this idea of
some future mode where they’re going to
be great right
some people believe I’m doing great work
I mean I am because the consciousness is
moving through this form I don’t feel
personally responsible for what I do
it’s not but even there it is small
steps when the writing happens is a
notepad and a pen unless the present
moment and this is stillness very small
there’s not some idea I’m going to
create a work that’s going to change
everybody’s consciousness no I’m just
true to this moment what is this moment
requires it’s a blank piece of sheet of
paper and a pen and the stillness it’s a
small thing it’s all a sequence of very
small moments and being true to this
small moment something great arises
there are four levels of learning okay
let me think what the levels are some of
you might know you’ve been through any
self-development this is some very basic
stuff but it’s important here the first
level is called being unconsciously
incompetent and what that means is this
when you first start doing something you
know so little about it you basically
know nothing you don’t know what you
don’t know this is a very scary spot to
be in when you’ve grown into a situation
and you’re a complete novice you said
geez I’d love to get better at this but
I haven’t the slightest idea of what I
don’t know everyone follow that concept
this is what most people start off okay
the next level is becoming consciously
incompetent that means that you’re like
Jesus Christ I don’t know anything
you’re like I’ve is this the staff does
that sewing strategies they all sell
great I don’t know them that’s the next
level next level above that it’s called
being consciously confident consciously
confident means that you’re good at
something but you can’t really do it
with your eyes closed yet your gurus
requires all your focus and your mental
energy
my grandma we were kids growing up you
don’t even tie your shoe in the
beginning you’re like targis you’re like
you’re putting your things across and
some of this excuse me a good no one
interrupts me you can’t tie your shoe
and have a conversation at the same time
right that’s when you’re consciously
confident is like it requires all your
conscious focus the next level above
that is called being unconscious
competence and that means when you’re
really really great at something you can
do it without thinking about it and the
only way to get from conscious
competence to unconscious competence is
through practice there’s no other way
by drilling it into your head again and
again and again and again and again
until your brain just clicks and all of
a sudden using the unconscious part of
your mind which is infinitely more
powerful than your conscious mind
problem is if you the greatest hammer
and the greatest screwdriver and the
greatest wrench the greatest in front of
you if you don’t use them properly you
will lose right if there’s a nail that I
have to put in that ground but I take
the wrench and I hit it when the hammer
was right there it still comes down to
the practitioner mm-hmm and you have to
be good at your craft and you have to
love your if you love sales if you don’t
love it you have no chance because it’s
so hard it’s so painful there’s so much
rejection right so those are the things
I think about
so technology’s clear neighborhoods you
just said there that the person is
equally important and we’re important
right and thank you I just apologized
for jamia but let me make it perfectly
straight if I go play Roger Federer
right now in tennis and I have the
greatest
racket ever made like from taken from
the Mars is new like resources and he
took a john mcenroe 1974 tennis racket
he would whip my ass like I’m crushing
sales people that have every sales force
every one of your competitors 37
features upgraded went to every pro
conference watching this I will beat
their ass in sales every day of the week
your talent I haven’t actually been
given a piece of advice that I can
recall right now but I guess when anyone
asks me like what should I do I’m just
like just do anything anything will lead
to something else and you just got to
get out there and take a chance even if
it’s unpaid work whatever it is it will
lead to something better so do
everything do it all just this an insane
belief in my own ability to manifest
things insane a belief you know that I
think it’s ultimately complete sanity
but I believe we’re creators and I
believe we create with every thought and
every word is every moment is pregnant
with the next moment of your life a lot
of times I’ll be the tours at Mile Run
or something like that and I’m all
jacked up body’s broken mines broken
spirits broken I started to say what if
I can pull this off when I first walked
into the Navy SEAL recruiters office he
looked at me and said only been 35
African Americans in 70 years make it
through you know I said to myself what
if I can be the 36 it’s the what if I
can pull off a miracle what if I can
become someone that no one thinks I can
be and just that just me talking about
that I have the hair growing up on my
arms because it makes me just like what
if what we have always wanted to do is
raise the standard for what it means to
be customer-centric to such a degree
that other organizations whether they be
other companies or whether they be
hospitals or government agencies
whatever the organization is they should
look at Amazon as a role model and say
how can we be as customer-centric as
Amazon editors I imagine
right hopefully competitors as well but
if we could make you know if that could
be our legacy that we kind of raised the
general idea of what it means to be
customer centric that would be a huge
accomplishment it would be accomplishing
a mission that’s much bigger than
ourselves one thing I’ve learned an
experience is that you know if you don’t
open up and you don’t delegate then
you’ll kill yourself
and if there’s one thing that I’ve
managed to understand is the art of
delegation because if I can pass on you
know to Claire Smith to areum
my palate my understanding my knowledge
then grab it run it and then pass on to
your team don’t hold that inside a
definite purpose must be accompanied by
a definite plan for entertainment
followed by appropriate action now you
have to have a purpose you have to have
a plan and you have to start putting
that plan into action and ladies and
gentlemen it’s not too important that
your plan be found it isn’t in fact it’s
not too important because if you find
that you’ve adopted the plan that’s not
sound it’s not working then always
change you can modify your plan but it
is very important that you be definite
about what it is you’re going after what
your purpose is that must be very
different diversified identity in some
fashion I think this is important so
that your self-worth isn’t only
associated with your startup that’s
probably a controversial recommendation
what that means is you should actually
spend time involved with other skills so
in San Francisco for instance many
startup founders I know who are very
efficient and effective have their
startup rock climbing they get outside
they do a few things so that if one goes
well they can they can remain optimistic
each week which is very difficult if
you’re only directed at your startup you
want to get your work ethics so high
that people actually admire you I’m
gonna ask you a question right now do
people know you because of your
unbelievable work ethic if you can’t
answer yes to that man you’re not going
to get in that top 10% you got to get to
the top you people have to know you not
because he’s a good salesman oh he’s a
good dish oh he’s an artist oh he’s a
good pianist oh he’s a he writes a great
you know story
no dude people need to know you for one
major thing first he works he produces
the guys there every day the guys
pushing and shoving because the truth is
no matter how good your ideas are how
good your art is or how good your
skillset is if you’re not working man if
you’re not vibrating at a frequency that
people say my god how does that God do
all that if you’re not vibrating at that
rate 10x levels massive action
tremendous work ethic that’s just a
muscle nowness
it’s just a discipline in your life as a
way it’s a normal way that other people
think is abnormal Ryan Seacrest Tom
Cruise Oprah Steven Spielberg Donald
Trump still pumping and working as a
billionaire look if you’re not working
at that level you’re not gonna make it
get your work ethic in man it’s the
American Way work ethic check it out so
many people come up to me and say Gary
it’s so hard I look at their Instagram
and they’re not posting any of their
content with hashtags which is a by
accident way to pick up exposure in a
world where they have no money when you
have no money when I took over my dad’s
business at 3 million dollars a year 10%
gross profit $300,000 before expenses my
first year marketing budget was $14,000
we need with no money and I built that
business from a 3 to a 60 million dollar
business in five years I had to make
every penny perfect so I was right about
email marketing in 96 and I was right
and because of that I had 91% open rates
when Google AdWords came out the day it
came out I paid five cents a click for
words before anybody bid me up and I was
super right and that worked if it does
that luck versus preparation and do you
ever get anything wrong what do you do
like it make them as high I get
everything wrong it’s just that I can’t
recall it because once it’s wrong I’m
moving on to the next thing
like dwell dwelling on what you’ve
stopped on is the quickest way for the
next thing not to work right yeah so
like so I think I do everything I mean
you know this this is a fun thing to say
there’s some people in the back know
this I was a breakout youtube star in
the first year 2006 I decided that the
right strategy was to leave YouTube
completely and go to viddler because
viddler offered me equity in their
company
and I’ve left an enormous amount of
attention i deviated from my intention
thisis to do short-term economics and
equity in a company and I lost I lost
Wendy Brock finally came in my life two
years ago we started to try to build up
my youtube for the first time I was
sitting on 40,000 user followers in a
world where I could have had millions if
I just stayed the course so I make
mistakes all the time I’m reorganize its
based on a mistake I made the prior year
I just don’t give a fuck about my
mistakes everybody else cares about your
mistakes if you’re worried about your
own mistakes you’ve already lost when I
say life doesn’t happen to you it
happens for you I really don’t know if
that’s true I’m just making a conscious
choice to perceive challenges as
something beneficial so that I can deal
with them in the most productive way
you’ll come up with your own style
that’s part of the fun I don’t like to
think too far ahead so you haven’t
thought I don’t people say it like goals
long distance goals and shit that’s too
much for me I already feel like I’m
living it and then I just carry on the
own that you know carry on day by day
already living the final goal the goal
of being the world champion I already
carry myself like I’m my world champ and
I already speak like I’m a world
champion and that’s it I just carry on
day by day so I’ll take it as it comes a
lot again like I said you were awesome
Natsumi about the future I’ll let you
I’ll let you know a little bit closer
and remain as far all I can see right
now is the cold that’s all I can see
you’ve got to enjoy what you do every
day and for me that’s working with very
smart people it’s working on new
problems you know every time we think
hey we’ve had a little bit of success
we’re pretty careful not to dwell on it
too much because the bar gets raised if
you can see it here and you have
original dispute it what happened so I
see these shots I see these sequences
I don’t stray away from them a lot of
times people believe in certain things
but they keep to themselves they don’t
put it out there he believed in the
negativity is just negative and there’s
no money in it there’s no future and
being negative where’s the solution you
know I can’t do that we can’t do that
that can’t happen this is wrong that’s
wrong oh my gosh taxes are too high
taxes too dude it’s negative it is
negative it is negative look there’s so
much abundance of negativity that by
itself tells you why there’s no value in
it performing under pressure whether
it’s me or anybody else is the same you
know I have the same pressures as anyone
else there’s time there’s performance
there’s financial I mean they’re you
know there’s deadlines my pressures are
not unique the situation’s may be
different or you know but but everybody
has the same kinds of pressures but what
I found or what I find fascinating is
the interpretation of the stimuli if let
me let me explain so I was watching the
Olympics this last summer olympics and I
was amazed at how bad the questions were
that the reporters would ask all the
athletes and almost always they asked
the same question whether they were
about to compete or after they competed
were you nervous right and to a tee all
the athletes went no right and what I
realized is it’s not that they’re not
nervous it’s their interpretation of
what’s happening in their bodies I mean
what did what happens when you’re
nervous right your heart rate starts to
go you’re you know you sort of get a
little tense you get a little sweaty
right
you have expectation of what’s coming
and we interpreted that is I’m nervous
now what’s the interpretation of excited
your heart rate starts to go you become
you’re anticipating what’s coming right
you get a little sort of like tense it’s
all the same thing it’s the same stimuli
except these athletes these these
Olympic quality athletes have learned to
interpret the stimuli that the rest of
us would say as nervous as excited they
also the same thing no I’m not nervous
I’m excited and so I’ve actually
practiced it just to tell myself when I
start to get nervous that this is
excitement you know and so where when
you used to feed speaking for the large
audience and somebody’d say how do you
feel like it’s a little nervous now and
somebody says how do you feel I’m like
really excited actually and it it came
from just sort of telling myself no no
this is excitement and it becomes a
little bit automatic later on but it’s
kind of a remarkable thing to deal with
pressure by interpreting what your body
is experiencing as excitement rather
than nerves and it’s really kind of
effective it makes you want to rush
forward rather than pull back and yet
it’s the same experience talking about
past and future and excessive emphasis
on past and future in your life yes of
course you need to have it there’s
nothing wrong with having a certain
intention of what you want to achieve
take steps to Ward’s Ajit’s it’s part of
living here in this dimension you can’t
just say I’m never going to plan
anything anymore just take life as it
comes
well some people try to do that but
they’re not that happy either after a
while so in then your life will get very
diffused and so to have an intention to
have to make a plan perfectly fine what
you either a short-term plan like I got
to meet you tomorrow at 4 o’clock how
would you ever meet anybody if we didn’t
have time and and future and a practical
level of course it’s needed the question
is whether future takes over your mind
being able to use it for practical
purposes it will cause great but I call
it clock time is fine but psychological
time is when the future takes over your
mind and your entire sort patterns are
geared only towards future and you treat
the present moment as either just a
means to an end because enables you to
get to the next one you’re always
reaching out so to speak internally to
the next yet never quite here
was looking for some fulfillment there
so you can never embrace the fullness of
now all you make the now into even an
enemy some people are always unhappy
perhaps we all know some one or two
people like that three who are wherever
they are they’re they’re complaining
it’s never quite right wherever they are
or whoever they are with after a little
while they’re very uncomfortable again
there should be somewhere else you know
the bumper sticker that you see in some
car scene give various versions of it
says I’d rather be golfing and then
another one says I’d rather be fishing
I’d rather be this I’d rather be there
when I visited to the spiritual teacher
Ram Das who lives in Hawaii he has a
bumper sticker
about Ram Dass was the person who in the
70s wrote the book be here now that
anyway he has a bumper sticker on his
car that says I’d rather be here now so
and and then you realize you can
actually you can still pursue whatever
an intense where you want to get to a
plan I called it it’s a bit like a
journey your life is a journey you’re
going you know you want to go from here
to there whether you’re going to get
there we don’t know maybe on the way
you’ll branch out to somewhere else but
at least you have a certain direction
it’s good to have some direction in your
life but while you are traveling if the
your destination takes up most of your
attention and you’re continuously
focusing on there you miss all the
journey really you can’t enjoy the
journey any more and most of your life
is the journey the arriving is
and a few more graduation haha but so
those moments are not that fine filled
between so the rest is the journey and
if you can’t enjoy the journey which
means the step you are taking at this
moment it’s really the most important
thing yes of course you know you’re
going that way but this step is still to
be enjoyed because it’s ultimately your
whole life consists of the step you are
taking at this moment there is never
anything else the reason that most
people are not successful but not
wealthy is not because they set their
goals too high and miss them it’s cause
they set them to go low and hit them get
that it’s not because you set your goals
too high and miss you set your goals too
low and you hit them and you get caught
up in the average daily struggle of
averages and mediocrity that’s what
kills people everybody raise your hand
for a second please raise your hand now
raise it as high as you can
I’m gonna crash so I can see okay now
just raise it a bit higher on higher why
the hell that happen
I say raise it as far as you can and
have a then a low that I okay we’ll have
to really mean it right you get it it’s
that extra inch that’s where you want to
set your goal not pie in the sky and add
a control like it’s never gonna happen
cuz that’s a load of crap two people
have said those sort of goals they
abandon those goals and I’ll get to that
later but the idea here is you want to
set the goals just above your comfort
zone so now think about it for a second
think about your goals right now how do
you set them you’re setting them very
low and hitting them
if that’s the case then give yourself a
ten are you setting goals that don’t
inspire you
some people said goes in like behind but
they’re crappy goals they not the sort
of goals that make you jump out of bed
in the morning make you want to go to
work for yourself to secure the future
not just for you but for your family you
know if they’re compromised or acquiesce
to anybody unless you love them unless
you want to that’s freedom
you know money is just a mechanism to
get that there are no justified
resentments and this is a very difficult
principle for many people to get but one
that I believe very strongly in I was in
a group one time of drug addicts and
alcoholics and I was one of the people
that was a sponsor and leading this
group and the sign on the wall said
there are no justified resentments in
this group and what I said to that group
that that night was no matter what
anybody says to you here no matter what
kind of anger comes directed towards you
no matter how much hate you may
encounter showing up in your life there
are no justified resentments meaning
that if you carry around resentment
inside of you about anything or about
anyone and I’m talking about the person
that you lent money to and hasn’t paid
you back I’m talking about the person in
your life that you feel was abusive in
your life I’m talking about the person
who walked out on you and left you for
somebody else I’m talking about all of
the things that you have justified in
your heart and in your life that you
have the right to be resentful about and
I’m suggesting to you that those
resentments will always end up harming
you and creating in you a sense of
despair I’ve often said that you know
one ever dies from a snake bite the
snake bite will never kill you you
cannot be unbeaten once you’re bitten
you’re bitten but it’s the venom that
continues to pour through your system
after the bite that will end up
destroying you I spoke at an education
summit for Microsoft I also spoke at an
education summit for Apple Education
from Mike at the education summit for
Microsoft I would say that 70% of the
executives spent about 70% of their
presentations talking about how to beat
Apple at the Apple education summit a
hundred percent of the executives spent
a hundred percent of their presentations
talking about how to help teachers teach
and how to help students learn one is
playing this way and one is playing that
way one is playing finite and the other
one is playing infinite guess which one
gets frustrated so at the end of my talk
at Microsoft that gave me a gift they
gave me the news Zune when it was a
and let me tell you this thing was
spectacular
it was the most elegant piece of
technology I’d ever used the user
interface was incredible the design was
spectacular I absolutely loved it it was
easy to use and it was bright and
gorgeous and it didn’t work on iTunes
which is a different problem so I
couldn’t use it but but it was amazing
and elegant my god it was elegant
so I’m sitting in the back of a taxi
with a very senior Apple executive sort
of employee number 12 kind of guy and
you know I like to stir pots so I turned
him I said you know Microsoft gave me
their new Zune and it is so much better
than your iPod touch and he turned to me
and he said I have no doubt conversation
[Music]
because the infinite player understands
sometimes your head and sometimes you
behind
sometimes your product is better and
sometimes it’s worse the goal isn’t to
be the best every day the goal isn’t out
to outdo your competition every day
that’s a finite construction if I had
said to Microsoft I’ve got the new iPod
touch and it’s so much better than your
Zune they would have said can we see it
what does it do react react react react
finite players play to be bet to beat
the people around them infinite players
play to be better than themselves to
wake up every single day and say how can
we make our company a better version of
itself today than it was yesterday how
can we create a product this week that’s
better than the product we created last
week we also have to play the infinite
game it’s not about being ranked number
one it’s not about having more followers
on Twitter than your friends it’s not
about outdoing anyone it’s about how to
outdo yourself it’s not about selling
more books or getting more Ted views
than somebody else it’s about how to
make sure that the work that you’re
producing is better than the work you
produced before you are your competition
and that is what ensures you stay in the
game the longest and that is what
ensures you find joy because the joy
comes not from comparison but from advancement
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