when people don’t do things it’s not
because they can’t it’s not even because
they don’t want to it’s because of the
way they are focusing on what I call
chunking things when people don’t follow
through here’s what they do give an
example who here believes exercise is
very important but you don’t exercise
regularly let me see your hands raise
your hand more hands and most of us want
to raise your hand right now who here
really focuses I should say exercises
regularly raise your hand
regulating okay great who here does not
exercise regularly even though you
believe it’s important just be truth
okay great so let’s see what the
difference is here a person who does not
exercise regularly I want you raise your
hand and I want you to tell me why you
don’t exercise regularly be truthful
okay yes sir I don’t have to talk that
is that true even though that’s not sure
he’s gonna answer your verse no but it
feels like he doesn’t have the time
because time is emotion and he’s got so
many other things he is focused on
getting results in the adding this to
the list seems like a lot right and the
other things are very important to him
like his business I don’t have a time he
has the time what’s the real reason he
doesn’t do it because of the way he
thinks about exercise when he focuses on
what it would take to exercise he does
it very differently than someone who
follows through it when you think about
okay starts thinking about I got to get
to mile 14 of the London Marathon and
that even the thought of trying to get
to the 14th mile much less the 20 good
mile is like beyond my imagination right
now so he is what I call over chunk he’s
not thinking about what he wants he’s
thinking about what’s painful
he’s just saw a perfect example he’s not
even thinking about victory or
succeeding so the chance of him
following through on something that he
associates major pain to when he could
do something else right now he can feel
confident or successful at his chances
of following through are very limited
how many will follow that say I his
focus is on failure his focus is on pain
that’s why he isn’t following through it
okay he’s also focused on the 14th miles
of marathon rather than today’s workout
which one seems more daunting to you so
when you think of what here’s also he’s
thinking about
he’s thinking about the process not the
outcome or result he wants and when you
think about what it’s going to take to
do something usually it takes a lot and
you’re not going to want to do it so
he’s over chunked himself he’s trying to
eat the whale hole without taking any
smaller bites and it seems too big for
him so he says well I’ll do it when
later my Australian friends will say
later alright and of course the problem
with doing it tomorrow is when you get
to tomorrow tomorrow is today tomorrow
never comes so when you keep promising
yourself by the way what does this do to
you emotionally when you keep breaking
your own promises with yourself or you
keep failing to do things that you know
are important does it increase your
length level of certainty and confidence
know what it does is it wrote that when
you wrote confidence in one area believe
it or not it affects the other areas too
do you believe on that don’t believe me
what about your own life experience
maybe not one area but it starts to be
multiple areas it sure does another
reason why somebody does an exercise or
do anything is because they don’t just
chunk it too big they chunk it into many
details I’ll give you a perfect example
so I asked somebody one time
okay how important these exercises all
exercise is extremely important really
okay good and tell me why don’t you
exercise regulate well I just don’t have
time okay everybody does that answer
that sounds wonderful so tell me though
don’t tell me about how much time you
don’t have tell me this when you think
about exercising what do you think about
which is the way of saying what do you
focus on and so this woman says to me
well oh my gosh you know I I mean I knew
what do you mean what I think about well
let’s say I said to you you got to start
exercising and I’m going to put a gun to
the head of your children and I will do
very horrible things and hurt them badly
if you don’t exercise could you do it oh
yeah I could do it you know if you if
some mafia person came here it said I’m
going to kill your children you don’t
exercise every day how many think you
can find a way to exercise every day no
matter what your time constraints may be
so remember this remember this change is
never a matter of ability it’s always a
matter of motivation I’ll say that again
change is never a matter of ability it’s
always a matter of motivation or Drive
having strong enough reasons if you get
a strong reason you can figure out the
time couldn’t you so the biggest part of
lights and time management is knowing
what you want and having enough reasons
to follow through but there is one more
piece if you make enough reason to fall
through and you know that you want but
you make the task overwhelming you’ll be
overwhelmed so I said to her forget what
I said let’s just say you’re really
going to start exercising you’re going
to do it regularly how would you do it
what’s involved with exercising what’s
involved with exercise
what do you focus on as well if I was
going to work out regularly
I have to find a club to join I said
okay anyone so much as a little what you
want to know the whole process yes tell
me the whole process of what it would
take to exercise she goes oh my god
alright I have to I have to get on the
web and search for like all the exercise
places around my home and you know they
have to look through those and see which
one is probably closest or which one is
probably nicest and I don’t really know
so I have to search on the web and like
read about each of them and get a sense
and see the pictures of the place but of
course you know it’s never the way they
really show it to you they only show you
the best pictures it’s not really that
so they’re not to get my car and I gonna
find these places so you know I did
Google location and look it up and then
I Drive here you know a lot of times the
instructions are wrong on Google so sure
enough I get the place it’s not even the
right place you have to call in place
when we fill up on their if they’re
called place I can write down the
directions course I probably don’t have
a pen I’m you know how it is when you’re
driving and so finally I get up then I
Drive down the directions or try to
remember in my mind I get to the place
and now I got to get a ticket you know
how you eat that ticket and I got to
find a parking space and then find a
parking space we’re going into now you
got to go into this place and when you
go in the place you can’t just go look
around they want to ask or you don’t
they some sales person wants to score at
me so I got to go with a sales person
they walk me around they show me the
locker room and they show me this and
they show me that they show me all this
stuff and then let’s say I won’t even
buy it here I can’t just give me a
credit card then when they fill out a
little application like I’m two years
old again I’m in high school oh come on
give me a break
and then I fill out the application I
got a Pam and then they want to sell me
a ten million year membership I just
want to try this for six months and then
after all that then they want to take a
pictures it looks worse when you take it
than your driver’s license plus after
that now what I do now I got a flash the
car going to work out what are going to
work out I take off all my clothes I got
to hang them up in this tiny little
Locker where my stuff doesn’t really fit
and it’s going to get wrinkled and I
know it’s going to fall off and it’s
going to get making sweet album so let’s
say now I do that so I go to the first
station I got to figure out which
station to go to soon anyone probably
ought to give me some trainers you tell
me what to do but let’s say I do it away
no I go for a station somebody sitting
some sweaty smelly person who gets up
and they they got to sweat all over so
now I got to take my towels I’ll wipe it
all off and then and then I got to
adjust the weight and then I don’t know
what the right way is I got adjusted
again and get the house we’ll figure out
our just at night finally do my exercise
and then I got to wipe the thing off and
I go to find the second station and
maybe there’s somebody there maybe it’s
all sweaty and I don’t know the numbers
and that’s like do all these long
station after station after station
after station now I got to go to the
locker room and take off my sweaty
clothes which I’m going to put in a bag
which I know it’s going to stink up my
car and then I got to go in and take a
shower and maybe I’ll first do a steam
room or something but then I’m going to
see body parts of other people I don’t
want to see and then then I gotta go in
I got to do my hair now to do my makeup
all over it I start all over my makeup
do the whole thing
all these little pieces and then I put
on mine now wrinkled clothes and now I
can even just leave I gotta go in the
front now I got to get my ticket stamps
I don’t pay for it I gotta find my car
which I forgot where it is and then I
showed you a guy and then I try that
that’s what it takes to work out well
what does it take to eat just do it let
me just do it well I don’t know what
kind you want tell you okay
I know twelve places let’s go well what
do you mean see eating is one chunk
exercising is 3229 where every little
step of what I got of you I think about
all all the consequences the elements
and the pieces and that’s why they don’t
do it they’re over chumped while you
focus on you feel what you feel you are
moved to somehow actuate change a
question change your life when it comes
to planning your life I want to get you
to learn to ask three questions now and
the first one is not what am I going to
do and how many understand why now say I
the question one ask yourself is what do
I want
what’s my outcome what’s my result the
word are TM the first one is to get you
focused on the target the target is not
the activity the activity can change its
what the what’s the result I’m after if
you know exactly what it is you really
want what you desire what you’re really
after clarity is power the more clear
you are specifically what you want the
faster your brain can get you there but
if you’re generally saying things like
what do I want well you know I want more
money fine here’s a dollar get out of
here did you achieve the outcome yeah
when you’re that general you maybe you
think you’re not getting your goal you
are the way you learn with your goals
well you think about it you’re receiving
it you know you know I you know I want
to feel a bit better I want to lose some
weight
fine you lost a pound you’re done
because your brains like a
servomechanism and a bomb and a missile
the old days you shoot a missile the
target was going and if you miss the
trajectory you missed it today what
happens when the missile is not on
course what happens it locks onto the
heat signature whatever do it moves and
follows it that’s the way your brain is
if it knows the outcome it
knows the result so rpm starts with I
got another result this is a results
planning system the rapid planning
method you can think it was a results
planning system I mean you know the
result I’m after before I ever ask
myself what to do that takes more time
but it’s worth it now for times sake I’m
not going to do this with you right now
but I’ll tell you what I do when I
taught this to people and I’ve got full
weekend to do this in just give you a
picture if I asked you right now
to write out your name your full name
now some of you abbreviate your
signature but write out your full name
and cursive go and do that one time
right at your full name and curse if I
can use the word cursive isn’t really
the word people still use means in
handwriting I guess but in curses let’s
write it out full name because you can
do this later on now if I add you get
with a partner and you can try this
later if you want I’m just going to tell
you because I don’t want to take the
time is if such a limited time today and
I have your partner say to you with a
stopwatch here okay ready and I go go
and you write it out you tell me when
you’re done
it’ll stop I write down how long that
was so let’s say you wrote out your
signature and it took five seconds and
then say ready
write it out ready go you tell me you’re
done stop and I write down five seconds
let’s do the ten times you’ll find in
the beginning you’ll be let’s say six
seconds I’m making it up every
signatures different and you probably
might get down to the littles five
seconds if you have like an iPhone you
can do it as a digital stopwatch you
could speed the middle seconds then I
say to you I want you guys to write
every other letter in cursive number two
and write half as many letters how long
do you think it would take to do it half
as much time most of you take twice as
much time in the beginning and then
eventually what’s interesting is if I do
it ten times and the last two or three
and this makes no logical sense and
again I don’t want to take the time that
I have all you do this 10 times 10 times
10 times but you go do it on your own
I’ll just tell you the result in most
cases even though you’re doing half as
many letters you cut it by 2/3 the time
there’s something happens when you break
an old pattern and you do it fresh your
brain over the years is learning ways to
move more rapidly since when you did
your Rijal signature and you’ll do it a
third the amount of time
it’ll take twice as much at first and
then she’ll cost you a third amount of
time now let me tell you I’m telling you
this the system I’m calling your rapid
planning method by time I show it to you
you’re going to go this takes more time
than just making my to-do list it will
win
when will it take more time win
initially but once you get it in your
nervous system it’ll take you less time
because your brain will be thinking in
outcomes and not activities and when you
think in terms of outcomes and not
activities pretty soon some of the
activities mean less you’ll need to need
to do to get the outcome you find a
better way to get the outcome quicker
now how do you do that yes three
questions question one what is my result
was my outcome what is that I really
truly want from this and you’re going
back next week and you say this next
week one of the most important what
outcomes for me to get this week in my
business and you’re right those outcomes
out not your action items the outcomes
you if you do that nothing else you’ll
be ahead of the game if you just keep
looking those outcomes every day how am
i doing on that outcome your brain will
come up with ways to get to that outcome
I promise you focus on outcomes not on
activities action for most people
activities most people may mistake
movement for achievement they mistake
action items and to dues for achievement
where after the achievement are you with
me on this yes or no it’s a different
way of thinking and I think all of you
inherently have it but if you make this
ritualize just like the things you learn
this week they’re all great but if you
don’t systematize them they’ll work when
you do them but if you systematize them
right and you see like mr. Holloman here
where he goes in and just does it and
does it make sure it’s being done again
or what you’ve seen chess do or what I
do you just do it over and over again
you don’t miss it now the results are
geometric so I’m going to get you
systematize the thinking whether you do
it visually the way I’m going to show
you or not so first question what’s the
resultant after what’s the ultimate
result what I want out of this week out
of this thing out of my business out of
my life out for my body and you want to
be as what is possible when you describe
that outcome that result as what as
clear and specific as possible
generalities will confuse you so it
might take you longer than just right
now call so and so to think if I’m
calling my my son I’m gonna call Jared
I’m gonna call my brother this is what
goes to my head before I called always
what smile come because I don’t wanna
just call him
I want jerk it’s a lot like that or I’m
thinking about what welcome I’ve got to
talk to him about this thing that’s out
there I got to make sure I get through
him on this because I want to guide him
and move it in this direction that’s
what I want to be as his father I want
to I want to just chitchat I can do that
too
so if you think before every phone call
before every time you’re planning your
day and you think before you have any
meeting what do you think the first
thing I ask of anyone when we sit down
in the meeting is okay what are you are
one of your outcomes when the outcomes
for this meeting first thing I want to
know because writing on the outcomes
guess what a lot of these they’re done
pretty quick because I know the outcome
you don’t have to go through all that
exact tivities to sell me on it just at
your outcome how do you want to do it
sounds good to me rock that’s how you
make a meaning productive I know a
meeting productive not by the hours our
time sometimes it takes longer to the
outcome than you want but I’m going to
get the outcome that’s by the way what
you see with me on stage that’s a lot of
times very it’s based on an outcome I’m
gonna get that outcome I don’t give a
damn whether it’s the right time or not
I want to do at that time that I must
deliver the outcome coming to get that
and by the way how many like to have
your company focused on outcomes results
and not activity say I people say all
the time well did you get that done well
I left him an email I left him a
voicemail I sending three emails how
much I heard that when that happens with
me oh my god you know but I don’t show
it I just like really
Wow that’s how something will explain on
about our culture it’s about getting the
result so I can help you if you can’t
figure another way to do it but there
may be 12 other things we might want to
do maybe they don’t have the answer
maybe somebody else can give us an
answer
the outcome was to get this information
not to leave an email or 12 or three
voicemails that will not do any of us
any good how many follow now where did
you get the outcome or not whether you
get that result will be based first you
have clarity
think about it you can look at any
business if you want to know what shifts
a business which shifts your life
there’s one force decision-making
decision-making is the force that shapes
destiny personal corporate business
destiny how many of you can think of is
the decisions that you made years ago
one or two decisions 5 10 15 years ago
that decision you may not have realized
at the time but that decision was one of
most important decisions of your life
he’s made a different decision there you
go in a different direction your life
would be completely different today who
can relate to this in their life say I
secret thin is getting darn good and
making more effective systems now by the
way are we always going to make the
right decision yes or no absolutely not
no way in a million years but most
people don’t have the guts to make the
tough decisions because they want to
make the right decisions so they make no
decision and that’s a decision isn’t it
true what happens is the world takes
them over so decision-making is the
power now there’s three decisions you’re
making every moment of your life and of
your business you’re making it right now
in this room and if you’re watching here
on film especially you might make some
decisions you’re not in the environment
that’s different but the first decision
you’re making every moment you’ll have
to affect your life and business is what
even the focus on because whenever you
focus on you’re going to feel so as a
business owner every employee you have
each day comes in and they make
decisions about what the focus on some
people focus on their own needs some
people focus on the customers needs it’s
not going to change the quality of what
your business does how it does yes or no
a little or completely completely to
some people focus on what they can’t
control every day can you predict if
you’re focusing every day and what you
can’t control how you’re going to feel
about your life or your business you’re
gonna be overwhelmed you’re going to be
depressed you’re gonna get frustrated
right now you’re deciding what to focus
on
you can be focusing on okay we’re
getting into it now I got the energy now
we’re gonna get into the meat of this
you’re right all businesses decision
making better decisions better life or
you’d be saying wow my neighbor smells
after all that jumping up and down
notice that focus
right whenever you focus on you’re going
to experience that true
now some people make a decision and then
they focus on the decision about how it
didn’t work out versus what they learned
those are going to be plenty decisions
that don’t work out doc probably for
your honest Muslims forget them most our
decisions aren’t necessary the right
decisions if we make gutsy ones but the
older decisions the ability to choose
again so focus is a decision it’s
happening right now it’s happening your
business but here’s what we’re looking
for
there’s a pattern of focus at some
stages in business as you learn today
the focus of the entrepreneur the
business is increasing sales and
increase sales increase sales and when
they’re successful they eventually fail
because their sales are increasing but
what’s not someone tell me what’s not
profits some people told oka some
profits profit profits can you make any
company profitable yes or no sure you
can cut enough stop you can make any
company profitable for a while a day a
week a month a year our decade through
at different stages of the business you
must change your focus there’s a life
cycle to a business if you’re going to
make effective decisions you got to know
where you are on that lifecycle you make
decisions differently for a teenager
than a toddler then a grown adult don’t
you same things true in a business in
your life so if you’re going to control
your life the way you take control is by
making new choices if you don’t like how
things are what you got to do change it
and to change it you have to make a
decision and by the way leaders make
decisions that’s what makes somebody
leader they have the guts to make the
most difficult decisions nobody else has
the guts to make and they know they’re
going to be wrong
but if they’re wrong what will they do
they’ll know what they want they see
it’s not working and they’ll do what
change it which means they’ll make
another decision do something new and
see if it works that’s the essence of
how we grow so first decision controls
your life is focused lots of patterns
some people focus on what they control
some focus on what they can’t control
some focus our customers as I said some
focus on themselves if you let make this
whole business about meeting your needs
you can run a successful business but
it’ll be a job still never be able to
sell it
because it was just meeting your needs
it’s not a system it demands your
attention or your connection it’s giving
what you want but ultimately it’s not
going to give somebody else what they
want so you can’t sell it if you can’t
sell your business if you don’t have an
exit strategy you have a job I don’t
care how successful the businesses he
doesn’t mean you have to sell the
business but one of the most important
decisions you make in business is
ultimately if I was going to sell this
my chose to I have to know who I sell
this to so that I have long-term value
not just an income along the way I have
this critical mass yet I get a multiple
of my business and most people don’t
have a clear exit strategy
they think I’ll come up with out some
day you’re going to start with that end
in mind that’s got to be part of your
focus if you’re going to be successful
in your business I can remember
gentlemen is built CAA in Hollywood is
largest most successful agency right
Michael Ovitz remember that name he put
together Nike and coca-cola and these
billion-dollar deals and eventually Mike
Ovitz want to go sell that business he’d
never thought through an exit strategy
he got almost nothing for it because the
law is preventing him from selling it to
a studio he had a sell to some was
employees for pennies on its real value
Mike found a way to make money later on
another place off of Disney but the
bottom line is the guy didn’t have an
exit strategy there was brilliantly lots
of money in the end didn’t get the value
focus your first decision is what are
you going to focus on second decision
the minute you focus on something you’re
going to feel it so if you focus on oh
my god the economy’s coming apart my
industries you know people are not
buying my product or service they’re
shutting it down consumers are not
spending the money it’s not going to
affect your state yes or no now should
you lie to yourself and just pretend to
our challenges no but you’re gonna have
to focus instead on what am I gonna do
what’s the need that’s still there in
any marketplace there’s all one’s still
people buying I’ve seen it throughout
the years even in some simple little
business let’s say you’re a realtor you
have your own little real estate office
or you kind of your own salesperson you
had a couple people to work with you
then help you leverage yourself
something that simple I remember years
ago I met a woman named Marty Rodriguez
she’s from the town I grew up in she
came to literally seminars and then she
would be sitting in front row and I did
here I made 125 seminar she’s probably
at ten of them same seminar in front of
though this is a woman was the number
one real estate agent for century 21 in
the free world 9 out of 11 years I
watched her and good times make money
and the worst times make money a few
years ago she sold more real estate in
the city she’s from then the entire
Multiple Listing Service of other agents
combined one person now she built into a
business an old team that runs it but it
still hurt she built the brand how does
he do well when it’s going horrible she
says I love when it kinda gets terrible
because it gets rid of all those flaky
Realtors all those flaky mortgage
brokers there were so many of them they
got into business was going up and they
all got successful because they’re on a
trend when the train crashed they all
left left me all the business she loves
these times but the reason is her focus
is different that make sense completely
different focus so when you’re focusing
you got to decide what I’m going to
focus on but as soon as you focus on
something even if it’s not true you’re
going to feel it so if you think someone
tells you someone screwed you over they
took advantage of you and you’re like
what and you’re all upset you picture in
your mind and now you’re angry and then
later you go to hunt this person you
find out it wasn’t true who’s the
perhaps don’t like this happened it’s
not like an idiot raise your hand say I
but when you focus on it does it control
you do you feel like that’s or no so
just right focus equals feeling whatever
you focus on you’re going to feel and as
a leader you’re going to have to manage
those feelings and you’re going to do it
by managing your focus by the way if you
lead other people do you have to create
a focus for the company for the
organization to be successful yes or no
you gotta find yourself what are people
focusing on it’s affecting all the
decisions in the company so as soon as
you focus on that plan to get this
decision number two position number two
is what does this mean when you focus on
somebody got up to get into meaning is
this the end or the beginning
if you think this is the end of your
business the end of opportunity the end
of our economy are you going to feel
differently and act differently even if
you think it’s the beginning yes or now
see the difference between Joe Kennedy
with four million bucks in 1929 and Joe
Kennedy was 180 plus million dollars in
1932 that bigger jump different focused
different meaning when everybody else
said it was the end and in focusing on
I’ve survived he was focusing on how to
take market share he was focusing on the
opportunities were the meaning for him
was is this a greatest opportunity of my
lifetime they’ll never be another time
like this and he made enough money in
that time that took care of all his
heirs after that for decades to come all
because he had a different focus in a
different meaning listen if you’re in an
intimate relationship and you think it’s
the end of that relationship are you
going to treat that person the same ways
if you think it’s the beginning yes or
no no somebody’s laughing over here they
know no way but you know what in the
beginning of relationship what will you
do for somebody love what we do for them
come on what what if they say would you
take out the trash what do you say I’ll
take up the trust of course would you
like me to do isn’t it true after three
or four years they’d say a five or seven
ago we take out the trash versus what do
I look like your janitor no Edel Desmond
Kingdom same attraction I don’t know
what happened here’s my tell people
treat people at the end of the
relationship like it’s the beginning and
it won’t be in it and that’s not just
your intimate relationship what is your
customers what if you fell in love with
your customers with your clients more
than your product more than your company
if your entire life is about meeting
their needs if you would do what for
your customers clients you would do what
if you loved your customers and clients
you’d do anything
guess what they’re going to love you but
most people love their customers and
clients as long as they buy from them do
what they want respond to them and then
they don’t they go that’s the end you
want clients for life not just customers
fall in love with them it’s a different
focus isn’t it it’s a different meaning
and that creates a different life
because you make decisions differently
from that play
another meaning you know is this
punishment and my business am I being
punished by God or am I being challenged
or is this actually a gift when I’m
facing right now whatever meaning you
give controls what you feel what you
feel controls the third decision what
are you going to do right the minute you
give it a meaning you get a feeling that
you get it you know a feeling you’re
going to do something you’re going to
take action you’re going to pull back a
whole economy is driven by this people
start focusing on oh my god maybe this
is going to go on forever maybe I’m not
going to get what I need this might be
the end of the way things are I better
pull my reins
I better not spend this money I better
not take any action if this becomes a
self-fulfilling prophecy
how many I’m talking about it so
decision making is your power you want
to change your business think about
whatever is changed your business in the
past
I guarantee would change your business
some decisions you made you made some
decisions that shift is your business in
a radical way change things in a way
that shifted the game for you decisions
about people decisions about products
decisions about marketing or promotion
decisions about locations decisions
about what you’re going to offer your
offerings decisions you want to change
your whole business you can do it next
few days just with some new decisions
which we’re going to get stimulated all
kinds of decisions to look at you got to
decide which ones will make the biggest
difference today again it’s going to
help you understand where those
decisions need to be focus Barrett based
on where you are in the life cycle of
your business and where you are in your
personal life cycle by the way do you
make decisions differently you look at
time differently when you’re 20 then
when you’re 30 then when you’re 40 but
when you’re 50 then when you’re 60 then
when you’re 70 yes or no they’ll affect your decisions
because they can’t it’s not even because
they don’t want to it’s because of the
way they are focusing on what I call
chunking things when people don’t follow
through here’s what they do give an
example who here believes exercise is
very important but you don’t exercise
regularly let me see your hands raise
your hand more hands and most of us want
to raise your hand right now who here
really focuses I should say exercises
regularly raise your hand
regulating okay great who here does not
exercise regularly even though you
believe it’s important just be truth
okay great so let’s see what the
difference is here a person who does not
exercise regularly I want you raise your
hand and I want you to tell me why you
don’t exercise regularly be truthful
okay yes sir I don’t have to talk that
is that true even though that’s not sure
he’s gonna answer your verse no but it
feels like he doesn’t have the time
because time is emotion and he’s got so
many other things he is focused on
getting results in the adding this to
the list seems like a lot right and the
other things are very important to him
like his business I don’t have a time he
has the time what’s the real reason he
doesn’t do it because of the way he
thinks about exercise when he focuses on
what it would take to exercise he does
it very differently than someone who
follows through it when you think about
okay starts thinking about I got to get
to mile 14 of the London Marathon and
that even the thought of trying to get
to the 14th mile much less the 20 good
mile is like beyond my imagination right
now so he is what I call over chunk he’s
not thinking about what he wants he’s
thinking about what’s painful
he’s just saw a perfect example he’s not
even thinking about victory or
succeeding so the chance of him
following through on something that he
associates major pain to when he could
do something else right now he can feel
confident or successful at his chances
of following through are very limited
how many will follow that say I his
focus is on failure his focus is on pain
that’s why he isn’t following through it
okay he’s also focused on the 14th miles
of marathon rather than today’s workout
which one seems more daunting to you so
when you think of what here’s also he’s
thinking about
he’s thinking about the process not the
outcome or result he wants and when you
think about what it’s going to take to
do something usually it takes a lot and
you’re not going to want to do it so
he’s over chunked himself he’s trying to
eat the whale hole without taking any
smaller bites and it seems too big for
him so he says well I’ll do it when
later my Australian friends will say
later alright and of course the problem
with doing it tomorrow is when you get
to tomorrow tomorrow is today tomorrow
never comes so when you keep promising
yourself by the way what does this do to
you emotionally when you keep breaking
your own promises with yourself or you
keep failing to do things that you know
are important does it increase your
length level of certainty and confidence
know what it does is it wrote that when
you wrote confidence in one area believe
it or not it affects the other areas too
do you believe on that don’t believe me
what about your own life experience
maybe not one area but it starts to be
multiple areas it sure does another
reason why somebody does an exercise or
do anything is because they don’t just
chunk it too big they chunk it into many
details I’ll give you a perfect example
so I asked somebody one time
okay how important these exercises all
exercise is extremely important really
okay good and tell me why don’t you
exercise regulate well I just don’t have
time okay everybody does that answer
that sounds wonderful so tell me though
don’t tell me about how much time you
don’t have tell me this when you think
about exercising what do you think about
which is the way of saying what do you
focus on and so this woman says to me
well oh my gosh you know I I mean I knew
what do you mean what I think about well
let’s say I said to you you got to start
exercising and I’m going to put a gun to
the head of your children and I will do
very horrible things and hurt them badly
if you don’t exercise could you do it oh
yeah I could do it you know if you if
some mafia person came here it said I’m
going to kill your children you don’t
exercise every day how many think you
can find a way to exercise every day no
matter what your time constraints may be
so remember this remember this change is
never a matter of ability it’s always a
matter of motivation I’ll say that again
change is never a matter of ability it’s
always a matter of motivation or Drive
having strong enough reasons if you get
a strong reason you can figure out the
time couldn’t you so the biggest part of
lights and time management is knowing
what you want and having enough reasons
to follow through but there is one more
piece if you make enough reason to fall
through and you know that you want but
you make the task overwhelming you’ll be
overwhelmed so I said to her forget what
I said let’s just say you’re really
going to start exercising you’re going
to do it regularly how would you do it
what’s involved with exercising what’s
involved with exercise
what do you focus on as well if I was
going to work out regularly
I have to find a club to join I said
okay anyone so much as a little what you
want to know the whole process yes tell
me the whole process of what it would
take to exercise she goes oh my god
alright I have to I have to get on the
web and search for like all the exercise
places around my home and you know they
have to look through those and see which
one is probably closest or which one is
probably nicest and I don’t really know
so I have to search on the web and like
read about each of them and get a sense
and see the pictures of the place but of
course you know it’s never the way they
really show it to you they only show you
the best pictures it’s not really that
so they’re not to get my car and I gonna
find these places so you know I did
Google location and look it up and then
I Drive here you know a lot of times the
instructions are wrong on Google so sure
enough I get the place it’s not even the
right place you have to call in place
when we fill up on their if they’re
called place I can write down the
directions course I probably don’t have
a pen I’m you know how it is when you’re
driving and so finally I get up then I
Drive down the directions or try to
remember in my mind I get to the place
and now I got to get a ticket you know
how you eat that ticket and I got to
find a parking space and then find a
parking space we’re going into now you
got to go into this place and when you
go in the place you can’t just go look
around they want to ask or you don’t
they some sales person wants to score at
me so I got to go with a sales person
they walk me around they show me the
locker room and they show me this and
they show me that they show me all this
stuff and then let’s say I won’t even
buy it here I can’t just give me a
credit card then when they fill out a
little application like I’m two years
old again I’m in high school oh come on
give me a break
and then I fill out the application I
got a Pam and then they want to sell me
a ten million year membership I just
want to try this for six months and then
after all that then they want to take a
pictures it looks worse when you take it
than your driver’s license plus after
that now what I do now I got a flash the
car going to work out what are going to
work out I take off all my clothes I got
to hang them up in this tiny little
Locker where my stuff doesn’t really fit
and it’s going to get wrinkled and I
know it’s going to fall off and it’s
going to get making sweet album so let’s
say now I do that so I go to the first
station I got to figure out which
station to go to soon anyone probably
ought to give me some trainers you tell
me what to do but let’s say I do it away
no I go for a station somebody sitting
some sweaty smelly person who gets up
and they they got to sweat all over so
now I got to take my towels I’ll wipe it
all off and then and then I got to
adjust the weight and then I don’t know
what the right way is I got adjusted
again and get the house we’ll figure out
our just at night finally do my exercise
and then I got to wipe the thing off and
I go to find the second station and
maybe there’s somebody there maybe it’s
all sweaty and I don’t know the numbers
and that’s like do all these long
station after station after station
after station now I got to go to the
locker room and take off my sweaty
clothes which I’m going to put in a bag
which I know it’s going to stink up my
car and then I got to go in and take a
shower and maybe I’ll first do a steam
room or something but then I’m going to
see body parts of other people I don’t
want to see and then then I gotta go in
I got to do my hair now to do my makeup
all over it I start all over my makeup
do the whole thing
all these little pieces and then I put
on mine now wrinkled clothes and now I
can even just leave I gotta go in the
front now I got to get my ticket stamps
I don’t pay for it I gotta find my car
which I forgot where it is and then I
showed you a guy and then I try that
that’s what it takes to work out well
what does it take to eat just do it let
me just do it well I don’t know what
kind you want tell you okay
I know twelve places let’s go well what
do you mean see eating is one chunk
exercising is 3229 where every little
step of what I got of you I think about
all all the consequences the elements
and the pieces and that’s why they don’t
do it they’re over chumped while you
focus on you feel what you feel you are
moved to somehow actuate change a
question change your life when it comes
to planning your life I want to get you
to learn to ask three questions now and
the first one is not what am I going to
do and how many understand why now say I
the question one ask yourself is what do
I want
what’s my outcome what’s my result the
word are TM the first one is to get you
focused on the target the target is not
the activity the activity can change its
what the what’s the result I’m after if
you know exactly what it is you really
want what you desire what you’re really
after clarity is power the more clear
you are specifically what you want the
faster your brain can get you there but
if you’re generally saying things like
what do I want well you know I want more
money fine here’s a dollar get out of
here did you achieve the outcome yeah
when you’re that general you maybe you
think you’re not getting your goal you
are the way you learn with your goals
well you think about it you’re receiving
it you know you know I you know I want
to feel a bit better I want to lose some
weight
fine you lost a pound you’re done
because your brains like a
servomechanism and a bomb and a missile
the old days you shoot a missile the
target was going and if you miss the
trajectory you missed it today what
happens when the missile is not on
course what happens it locks onto the
heat signature whatever do it moves and
follows it that’s the way your brain is
if it knows the outcome it
knows the result so rpm starts with I
got another result this is a results
planning system the rapid planning
method you can think it was a results
planning system I mean you know the
result I’m after before I ever ask
myself what to do that takes more time
but it’s worth it now for times sake I’m
not going to do this with you right now
but I’ll tell you what I do when I
taught this to people and I’ve got full
weekend to do this in just give you a
picture if I asked you right now
to write out your name your full name
now some of you abbreviate your
signature but write out your full name
and cursive go and do that one time
right at your full name and curse if I
can use the word cursive isn’t really
the word people still use means in
handwriting I guess but in curses let’s
write it out full name because you can
do this later on now if I add you get
with a partner and you can try this
later if you want I’m just going to tell
you because I don’t want to take the
time is if such a limited time today and
I have your partner say to you with a
stopwatch here okay ready and I go go
and you write it out you tell me when
you’re done
it’ll stop I write down how long that
was so let’s say you wrote out your
signature and it took five seconds and
then say ready
write it out ready go you tell me you’re
done stop and I write down five seconds
let’s do the ten times you’ll find in
the beginning you’ll be let’s say six
seconds I’m making it up every
signatures different and you probably
might get down to the littles five
seconds if you have like an iPhone you
can do it as a digital stopwatch you
could speed the middle seconds then I
say to you I want you guys to write
every other letter in cursive number two
and write half as many letters how long
do you think it would take to do it half
as much time most of you take twice as
much time in the beginning and then
eventually what’s interesting is if I do
it ten times and the last two or three
and this makes no logical sense and
again I don’t want to take the time that
I have all you do this 10 times 10 times
10 times but you go do it on your own
I’ll just tell you the result in most
cases even though you’re doing half as
many letters you cut it by 2/3 the time
there’s something happens when you break
an old pattern and you do it fresh your
brain over the years is learning ways to
move more rapidly since when you did
your Rijal signature and you’ll do it a
third the amount of time
it’ll take twice as much at first and
then she’ll cost you a third amount of
time now let me tell you I’m telling you
this the system I’m calling your rapid
planning method by time I show it to you
you’re going to go this takes more time
than just making my to-do list it will
win
when will it take more time win
initially but once you get it in your
nervous system it’ll take you less time
because your brain will be thinking in
outcomes and not activities and when you
think in terms of outcomes and not
activities pretty soon some of the
activities mean less you’ll need to need
to do to get the outcome you find a
better way to get the outcome quicker
now how do you do that yes three
questions question one what is my result
was my outcome what is that I really
truly want from this and you’re going
back next week and you say this next
week one of the most important what
outcomes for me to get this week in my
business and you’re right those outcomes
out not your action items the outcomes
you if you do that nothing else you’ll
be ahead of the game if you just keep
looking those outcomes every day how am
i doing on that outcome your brain will
come up with ways to get to that outcome
I promise you focus on outcomes not on
activities action for most people
activities most people may mistake
movement for achievement they mistake
action items and to dues for achievement
where after the achievement are you with
me on this yes or no it’s a different
way of thinking and I think all of you
inherently have it but if you make this
ritualize just like the things you learn
this week they’re all great but if you
don’t systematize them they’ll work when
you do them but if you systematize them
right and you see like mr. Holloman here
where he goes in and just does it and
does it make sure it’s being done again
or what you’ve seen chess do or what I
do you just do it over and over again
you don’t miss it now the results are
geometric so I’m going to get you
systematize the thinking whether you do
it visually the way I’m going to show
you or not so first question what’s the
resultant after what’s the ultimate
result what I want out of this week out
of this thing out of my business out of
my life out for my body and you want to
be as what is possible when you describe
that outcome that result as what as
clear and specific as possible
generalities will confuse you so it
might take you longer than just right
now call so and so to think if I’m
calling my my son I’m gonna call Jared
I’m gonna call my brother this is what
goes to my head before I called always
what smile come because I don’t wanna
just call him
I want jerk it’s a lot like that or I’m
thinking about what welcome I’ve got to
talk to him about this thing that’s out
there I got to make sure I get through
him on this because I want to guide him
and move it in this direction that’s
what I want to be as his father I want
to I want to just chitchat I can do that
too
so if you think before every phone call
before every time you’re planning your
day and you think before you have any
meeting what do you think the first
thing I ask of anyone when we sit down
in the meeting is okay what are you are
one of your outcomes when the outcomes
for this meeting first thing I want to
know because writing on the outcomes
guess what a lot of these they’re done
pretty quick because I know the outcome
you don’t have to go through all that
exact tivities to sell me on it just at
your outcome how do you want to do it
sounds good to me rock that’s how you
make a meaning productive I know a
meeting productive not by the hours our
time sometimes it takes longer to the
outcome than you want but I’m going to
get the outcome that’s by the way what
you see with me on stage that’s a lot of
times very it’s based on an outcome I’m
gonna get that outcome I don’t give a
damn whether it’s the right time or not
I want to do at that time that I must
deliver the outcome coming to get that
and by the way how many like to have
your company focused on outcomes results
and not activity say I people say all
the time well did you get that done well
I left him an email I left him a
voicemail I sending three emails how
much I heard that when that happens with
me oh my god you know but I don’t show
it I just like really
Wow that’s how something will explain on
about our culture it’s about getting the
result so I can help you if you can’t
figure another way to do it but there
may be 12 other things we might want to
do maybe they don’t have the answer
maybe somebody else can give us an
answer
the outcome was to get this information
not to leave an email or 12 or three
voicemails that will not do any of us
any good how many follow now where did
you get the outcome or not whether you
get that result will be based first you
have clarity
think about it you can look at any
business if you want to know what shifts
a business which shifts your life
there’s one force decision-making
decision-making is the force that shapes
destiny personal corporate business
destiny how many of you can think of is
the decisions that you made years ago
one or two decisions 5 10 15 years ago
that decision you may not have realized
at the time but that decision was one of
most important decisions of your life
he’s made a different decision there you
go in a different direction your life
would be completely different today who
can relate to this in their life say I
secret thin is getting darn good and
making more effective systems now by the
way are we always going to make the
right decision yes or no absolutely not
no way in a million years but most
people don’t have the guts to make the
tough decisions because they want to
make the right decisions so they make no
decision and that’s a decision isn’t it
true what happens is the world takes
them over so decision-making is the
power now there’s three decisions you’re
making every moment of your life and of
your business you’re making it right now
in this room and if you’re watching here
on film especially you might make some
decisions you’re not in the environment
that’s different but the first decision
you’re making every moment you’ll have
to affect your life and business is what
even the focus on because whenever you
focus on you’re going to feel so as a
business owner every employee you have
each day comes in and they make
decisions about what the focus on some
people focus on their own needs some
people focus on the customers needs it’s
not going to change the quality of what
your business does how it does yes or no
a little or completely completely to
some people focus on what they can’t
control every day can you predict if
you’re focusing every day and what you
can’t control how you’re going to feel
about your life or your business you’re
gonna be overwhelmed you’re going to be
depressed you’re gonna get frustrated
right now you’re deciding what to focus
on
you can be focusing on okay we’re
getting into it now I got the energy now
we’re gonna get into the meat of this
you’re right all businesses decision
making better decisions better life or
you’d be saying wow my neighbor smells
after all that jumping up and down
notice that focus
right whenever you focus on you’re going
to experience that true
now some people make a decision and then
they focus on the decision about how it
didn’t work out versus what they learned
those are going to be plenty decisions
that don’t work out doc probably for
your honest Muslims forget them most our
decisions aren’t necessary the right
decisions if we make gutsy ones but the
older decisions the ability to choose
again so focus is a decision it’s
happening right now it’s happening your
business but here’s what we’re looking
for
there’s a pattern of focus at some
stages in business as you learn today
the focus of the entrepreneur the
business is increasing sales and
increase sales increase sales and when
they’re successful they eventually fail
because their sales are increasing but
what’s not someone tell me what’s not
profits some people told oka some
profits profit profits can you make any
company profitable yes or no sure you
can cut enough stop you can make any
company profitable for a while a day a
week a month a year our decade through
at different stages of the business you
must change your focus there’s a life
cycle to a business if you’re going to
make effective decisions you got to know
where you are on that lifecycle you make
decisions differently for a teenager
than a toddler then a grown adult don’t
you same things true in a business in
your life so if you’re going to control
your life the way you take control is by
making new choices if you don’t like how
things are what you got to do change it
and to change it you have to make a
decision and by the way leaders make
decisions that’s what makes somebody
leader they have the guts to make the
most difficult decisions nobody else has
the guts to make and they know they’re
going to be wrong
but if they’re wrong what will they do
they’ll know what they want they see
it’s not working and they’ll do what
change it which means they’ll make
another decision do something new and
see if it works that’s the essence of
how we grow so first decision controls
your life is focused lots of patterns
some people focus on what they control
some focus on what they can’t control
some focus our customers as I said some
focus on themselves if you let make this
whole business about meeting your needs
you can run a successful business but
it’ll be a job still never be able to
sell it
because it was just meeting your needs
it’s not a system it demands your
attention or your connection it’s giving
what you want but ultimately it’s not
going to give somebody else what they
want so you can’t sell it if you can’t
sell your business if you don’t have an
exit strategy you have a job I don’t
care how successful the businesses he
doesn’t mean you have to sell the
business but one of the most important
decisions you make in business is
ultimately if I was going to sell this
my chose to I have to know who I sell
this to so that I have long-term value
not just an income along the way I have
this critical mass yet I get a multiple
of my business and most people don’t
have a clear exit strategy
they think I’ll come up with out some
day you’re going to start with that end
in mind that’s got to be part of your
focus if you’re going to be successful
in your business I can remember
gentlemen is built CAA in Hollywood is
largest most successful agency right
Michael Ovitz remember that name he put
together Nike and coca-cola and these
billion-dollar deals and eventually Mike
Ovitz want to go sell that business he’d
never thought through an exit strategy
he got almost nothing for it because the
law is preventing him from selling it to
a studio he had a sell to some was
employees for pennies on its real value
Mike found a way to make money later on
another place off of Disney but the
bottom line is the guy didn’t have an
exit strategy there was brilliantly lots
of money in the end didn’t get the value
focus your first decision is what are
you going to focus on second decision
the minute you focus on something you’re
going to feel it so if you focus on oh
my god the economy’s coming apart my
industries you know people are not
buying my product or service they’re
shutting it down consumers are not
spending the money it’s not going to
affect your state yes or no now should
you lie to yourself and just pretend to
our challenges no but you’re gonna have
to focus instead on what am I gonna do
what’s the need that’s still there in
any marketplace there’s all one’s still
people buying I’ve seen it throughout
the years even in some simple little
business let’s say you’re a realtor you
have your own little real estate office
or you kind of your own salesperson you
had a couple people to work with you
then help you leverage yourself
something that simple I remember years
ago I met a woman named Marty Rodriguez
she’s from the town I grew up in she
came to literally seminars and then she
would be sitting in front row and I did
here I made 125 seminar she’s probably
at ten of them same seminar in front of
though this is a woman was the number
one real estate agent for century 21 in
the free world 9 out of 11 years I
watched her and good times make money
and the worst times make money a few
years ago she sold more real estate in
the city she’s from then the entire
Multiple Listing Service of other agents
combined one person now she built into a
business an old team that runs it but it
still hurt she built the brand how does
he do well when it’s going horrible she
says I love when it kinda gets terrible
because it gets rid of all those flaky
Realtors all those flaky mortgage
brokers there were so many of them they
got into business was going up and they
all got successful because they’re on a
trend when the train crashed they all
left left me all the business she loves
these times but the reason is her focus
is different that make sense completely
different focus so when you’re focusing
you got to decide what I’m going to
focus on but as soon as you focus on
something even if it’s not true you’re
going to feel it so if you think someone
tells you someone screwed you over they
took advantage of you and you’re like
what and you’re all upset you picture in
your mind and now you’re angry and then
later you go to hunt this person you
find out it wasn’t true who’s the
perhaps don’t like this happened it’s
not like an idiot raise your hand say I
but when you focus on it does it control
you do you feel like that’s or no so
just right focus equals feeling whatever
you focus on you’re going to feel and as
a leader you’re going to have to manage
those feelings and you’re going to do it
by managing your focus by the way if you
lead other people do you have to create
a focus for the company for the
organization to be successful yes or no
you gotta find yourself what are people
focusing on it’s affecting all the
decisions in the company so as soon as
you focus on that plan to get this
decision number two position number two
is what does this mean when you focus on
somebody got up to get into meaning is
this the end or the beginning
if you think this is the end of your
business the end of opportunity the end
of our economy are you going to feel
differently and act differently even if
you think it’s the beginning yes or now
see the difference between Joe Kennedy
with four million bucks in 1929 and Joe
Kennedy was 180 plus million dollars in
1932 that bigger jump different focused
different meaning when everybody else
said it was the end and in focusing on
I’ve survived he was focusing on how to
take market share he was focusing on the
opportunities were the meaning for him
was is this a greatest opportunity of my
lifetime they’ll never be another time
like this and he made enough money in
that time that took care of all his
heirs after that for decades to come all
because he had a different focus in a
different meaning listen if you’re in an
intimate relationship and you think it’s
the end of that relationship are you
going to treat that person the same ways
if you think it’s the beginning yes or
no no somebody’s laughing over here they
know no way but you know what in the
beginning of relationship what will you
do for somebody love what we do for them
come on what what if they say would you
take out the trash what do you say I’ll
take up the trust of course would you
like me to do isn’t it true after three
or four years they’d say a five or seven
ago we take out the trash versus what do
I look like your janitor no Edel Desmond
Kingdom same attraction I don’t know
what happened here’s my tell people
treat people at the end of the
relationship like it’s the beginning and
it won’t be in it and that’s not just
your intimate relationship what is your
customers what if you fell in love with
your customers with your clients more
than your product more than your company
if your entire life is about meeting
their needs if you would do what for
your customers clients you would do what
if you loved your customers and clients
you’d do anything
guess what they’re going to love you but
most people love their customers and
clients as long as they buy from them do
what they want respond to them and then
they don’t they go that’s the end you
want clients for life not just customers
fall in love with them it’s a different
focus isn’t it it’s a different meaning
and that creates a different life
because you make decisions differently
from that play
another meaning you know is this
punishment and my business am I being
punished by God or am I being challenged
or is this actually a gift when I’m
facing right now whatever meaning you
give controls what you feel what you
feel controls the third decision what
are you going to do right the minute you
give it a meaning you get a feeling that
you get it you know a feeling you’re
going to do something you’re going to
take action you’re going to pull back a
whole economy is driven by this people
start focusing on oh my god maybe this
is going to go on forever maybe I’m not
going to get what I need this might be
the end of the way things are I better
pull my reins
I better not spend this money I better
not take any action if this becomes a
self-fulfilling prophecy
how many I’m talking about it so
decision making is your power you want
to change your business think about
whatever is changed your business in the
past
I guarantee would change your business
some decisions you made you made some
decisions that shift is your business in
a radical way change things in a way
that shifted the game for you decisions
about people decisions about products
decisions about marketing or promotion
decisions about locations decisions
about what you’re going to offer your
offerings decisions you want to change
your whole business you can do it next
few days just with some new decisions
which we’re going to get stimulated all
kinds of decisions to look at you got to
decide which ones will make the biggest
difference today again it’s going to
help you understand where those
decisions need to be focus Barrett based
on where you are in the life cycle of
your business and where you are in your
personal life cycle by the way do you
make decisions differently you look at
time differently when you’re 20 then
when you’re 30 then when you’re 40 but
when you’re 50 then when you’re 60 then
when you’re 70 yes or no they’ll affect your decisions
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