many times an entrepreneurship people
say what are the secrets to success
whether you’re working at a job that you
just love and you don’t want to be the
boss or you want to start something on
your own were the secrets I share two
things
imagine these because they’re gonna
happen
one be prepared for a lot of rejection
whether people close the door in your
face or tell you it’s never going to
happen you can’t do it you’re too old
you don’t have the education you don’t
have what it takes somebody else did it
don’t listen to them don’t let it affect
you if you’re prepared for rejection
when it happens it’s not going to affect
you that much it really won’t because
you’re prepared for it of course I was
prepared for it like selling
encyclopedias door-to-door without an
appointment hi can I come in for a few
minutes no slam you have to be just as
enthusiastic on door number 101 as you
were on door number 100 just as
enthusiastic so you have to imagine
yourself in this frame of mind the
second thing I say this to everybody
that works for every single company in
here or has their own company very
important the second thing is that your
service or your product must be the
highest quality you can possibly make it
because you don’t want to be in the
selling business you want a product
where a service so good that you’re in
the reorder business not the selling
business someone wants to talk about
they want to reorder they want it to be
part of their lives or it’s so good they
want to tell their people about it
not the selling the reorder business the
quality comes along with that and all
along the way your business yourself
first he must realize success unshared
is failure you don’t need money to help
somebody out
take your time help someone across the
street pick up a piece of paper smile at
people biggest thing you could ever do
make the world happy
it has to be a new day something new has
to change something new has to be
birthed inside of you to say I am a
conqueror there’s nothing I can’t
achieve I’m telling you I’ve been
shackled from my feet to my hands but
when I broke out of him I said I’m a new
creature that you’re not ready to deal
[Music]
but it’s built into your thinking it’s
built into your imagine what you could
do but imagine that you can do it right
now and how do you do these things right
now what are some of the lessons that we
go through to do things right now
success doesn’t make you happy progress
does if you don’t feel like you’re
growing if you like you’re dying and
everything universe grows or dies and
everything contributes or evolution
eliminates it and so we don’t feel
fulfilled you can meet those first four
needs by doing terrible things and join
a gang and you’re a Crip your
significant baby you have a ride
somebody shoot you at any moment you
have certain D people don’t respond to
you you know you got connection with the
brothers but you don’t really have
growth and contribution so you won’t be
fulfilled but you’ll have your basic
needs to be met very few people give
fulfilled choice is one of the most
important concepts that you can get
we’re gonna be talking about the laws of
the universe one of the laws is a law
clarity
there’d be no inside to the room you’re
in if there wasn’t an outside you
couldn’t have a right side your body
without her left for a top without a
bottom or a front without a back you
can’t have a bad without a good see the
truth is we make it better good Ralph
Waldo trying in tune with the infinite a
great book he said nothing is good or
bad except our thinking we’ll make
yourself well if everything’s both good
and bad and we bring it together what’s
right in the center if everything here
is bad everything here is good what’s in
the center just is everything just is
you choose whether you’re gonna look at
the downside of the upside Michael
Beckwith gave me a marvelous concept he
said it doesn’t matter what happens in
your life doesn’t matter what happens
you can’t control the circumstance but
you can certainly control how you deal
with them he said when anything happens
step number one it is what it is
accept it it’s either gonna control you
or you’re gonna control it that’s your
choice step number two harvest the good
isn’t that a neat word harvest harvest
the good there’s good and bad and
everything just harvest the good step
number three four
all the rest forgive means like go up
completely it’s a choice and if you like
or the bad the good seems to grow you
and I have a choice it may be a
difficult choice sometimes if you’re
dealing with a particular difficult
individual or a particularly difficult
circumstance nevertheless we’ve got the
power within us to do it so as you go
through the day
doesn’t matter what set anybody says
doesn’t matter what happens you have a
choice to say that’s good
w Clement stone became the wealthiest
man in the United States of America by
1970 because he always said that’s good
doesn’t matter what it was he’d say
that’s good and then he’d look for the
good that’s a good choice for you to
make and make it all day long
so your word for the day is choice
choice choice and only you have the
ability to do that and if you choose
right you are going to get results that
stick it’s the difference in the people
who get it and it sticks yes and those
who get it but it doesn’t stick they
can’t keep appropriate standards so what
difference people’s lives what is a must
for you and what is a should for you
it’s the difference in your life
everybody gets them us if it’s a must be
to spend time with your children
I don’t care busy that’s a should you’ll
want to do it you do sometimes
people earn what they must I don’t care
and when people change their lifestyle
certain things there now bus they always
have money for because it’s a nice
people if a person’s not a relationship
the intimate relationship its goods it’s
a must not to be hurt if they’re in a
relationship and they’re friends and
there’s no passion it’s good some us to
be friends but not a must for passion if
the relationship their love their
passions and that’s unless we get our
muss and the difference in the muss is I
believe people’s lives are a direct
reflection of the expectations of their
period I’ve spent a lot of my life
really angry and using rage and anger a
lot of it directed at myself as a fuel
for becoming a competitor because the
only well the only way that I felt
validated or valuable was to win period
that’s it I was an instrument for
winning and competing and I only felt
good in in relationship to other people
by somehow being able to tolerate more
pain work harder to be number one and it
was more a relief of not feeling
terrible about myself for a fraction of
a day then it was the joy of winning if
that makes sense it totally and so for
my whole life I’ve been so completely
brutal to myself and I’ve realized
through a number of different means you
know one of which anybody can pick up
which is actually a book called radical
acceptance by Tara brach which terrible
terrible title love Tara brach but a
very very helpful introduction to
thinking about the potential idea that
if you want to really help people or you
want to really love people you can’t do
it if you have if you hate yourself you
just cannot fully do it you cannot I
don’t think it’s possible so the last
few years have been and especially the
last one or two years a process of
asking different questions and one of
the questions
they’re many different questions but one
of the most important which which is
right up front in this book and the
reason the book kind of exists in a way
is what what might this look like if it
were easy things are hard enough or they
can be and there’s so much uncertainty
in the world that for type-a
personalities or people who’ve been
wounded and have become very highly
competitive as a result are highly
driven so highly driven yeah right and
driven we usually use as a very
complimentary descriptor but you know a
horse that’s being whipped to run faster
until it dies on the track is also being
driven yes and that’s not always a good
thing and very often a bad thing that
question what might this look like if it
were easy is really deceptively
leveraged question because you start to
look for elegance and E is instead of
the path of complexity that allows you
to absorb and tolerate the most pain
which some people myself included for a
long time viewed as an indicator of
doing the right thing or and sometimes
for me if strength yeah yeah it’s like
oh yeah no I can read line for longer
than all of you yep
it’s like wait a second yeah wait what
do we talk yes and this is good yeah
this thing like and and there don’t get
me wrong there there is strength and
there are advantages to having endurance
but only when you’re enduring things
that are worth enduring mm-hmm as
opposed to just making your life painful
so long answer long monologue but I do
think it’s very important to talk about
the darkness and the failures and the
hard times and when I interview people I
always try to bring that out because
it’s so easy like you said to listen to
an interview or to see someone on the
cover of a magazine and think to
yourself wow I really wish I could do
something like that but I’m me and
they’re them and they’ve got to figure
it out yeah and they always wake up at
6:00 in the morning with like a mental
karate-chop to copy the day with no
insecurities
that’s just oh it’s not true and I can
tell you with first-hand knowledge
knowing some of the most impressive
people I’ve ever come across in the
world who’d become my friends we all
have our demons so I want I make a real
conscious effort to talk about those so
that people can try to create a safety
net against self-destruction and
certainly at least self-flagellation and
a rating I don’t like to think too far
ahead so you haven’t taught I don’t like
too far ahead 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 old I 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 and that’s it I
just carry on day by day so I’ll take it
as a corpse a lot again like I said you
were awesome ask me 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 problem is if you the greatest
hammer and the greatest screwdriver and
the greatest wrench the bravest 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-hm 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 cuz
it’s so hard it’s so painful there’s so
much objection 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 more important
right and go right for you thank you I
just apologize for jumping but let me
make it perfectly straight if I go play
Roger Federer right now in tennis and
I’ve the greatest tennis racket ever
made like from taken from the Mars is
new like resources right 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
the week successful people are not
people with our problems
they’re simply people have learn to
solve their problems and there you have
it living successfully getting the
things we want from life is a matter of
solving the problems which stand between
where we now are and the point we wish
to reach no one is without problems
there are part of living but let me show
you how much time we wasted worrying
about the wrong problems is a reliable
estimate of the things people worry
about things that never happened 40
percent things over in past that can’t
be changed by all the worry in the world
thirty percent needless were is about
our health twelve percent petty
miscellaneous worries ten percent real
legitimate worries eight percent in
short 92 percent of the average person’s
worries take up valuable time cause
painful stress even mental anguish and
absolutely unnecessary and the real
legitimate worries there are two kinds
there are the problems we can solve and
there are the problems beyond our
ability to personally solve but most of
our real problems usually fall into the
first group the ones we can solve if we
learn how are you looking to instigate a
change in your life there’s no better or
worse time than right now hey I
understand change is scary with the
status quo you know what you’ve got and
you shake things up there’s no telling
what you might end up with but two of
the things that are true about change
one is absolutely necessary for personal
growth and two is gonna happen either
you could pick the time to instigate the
change you want or the change and the
time will pick you so if you happen to
be one of those people who’s standing on
the sidelines of your dreams waiting for
that perfect woman
if you want to make that change but you
just don’t know if you’re ready this
life lesson is for you it’s time to stop
digging your potatoes and jump you know
you’re always affected by opinion but
the more opinions there are of you the
may the more I the less I look at them
because I just can’t live my life based
upon what other people think about me so
I can’t concern myself too much with
what other people think you know it’s
just not healthy I don’t think I can I
could continue to do what I do if I was
constantly worrying about what somebody
thought about it I’m enjoying the fruits
of my hard work nobody works harder than
me inside the Octagon
outside the Octagon I am a workhorse so
I’m gonna enjoy the benefits for this
life I am gonna get myself a big mansion
in Las Vegas I’m gonna get the soft-top
cars I’m gonna bring my whole team out
I’m gonna spoil them I give them this
life big stakes – sighs whirring and
every single night each were eating good
we’re living good it’s it’s human nature
some people will sit and take positivity
from that they will look at that and
take inspiration and inspire it will
inspire them to go and push for that
orders will shell up and critique it and
be negative towards it but one thing is
sure those people will stay where they
are the people who take inspiration from
it will rise up and also one day
experience that like so this is this is
human nature some going way so go do it
away but I am I am enjoying my money my
heart and money that I that I have
dedicated my life to for me regarding
balance between family and business
opportunities was always to be mindful
of in a Thai family comes first
my child always came first have you’ve
managed your relationships properly
their business presentation you’re so
concerned about that big conference call
that cannot happen without you on the
phone all those things can be
rescheduled
but your son is gonna have one first
baseball game the daughter is gonna have
one first dance recital and you’ve gotta
be there in a tie family wins there’s a
bunch of people that will say yeah well
I’ve a family so you know it’s a great
idea for you to just go out there and go
crazy you have people to support you
need to listen stop saying that
stop saying any of those things every
single person who has ever done anything
worthwhile or exceptional or difficult
or extraordinary anyone whether it’s
great artists or authors or
mathematicians or whatever the it is
everyone encounters difficulties there
is no easy road it does not exist it is
impossible everyone has issues if you
have time to pursue a hobby if you have
time to do anything in your life you can
better yourself and here’s one way you
never better yourself when you come up
with excuses for why other people are
successful and you’re not that’s
dangerous when you give yourself an
escape yeah well that’s easy for you to
say you know you do dude you need to
trust me everybody has a hard road I
wanted to jump out of windows several
times during my young life I wanted to
jump in front of a train just ended
because too much pressure
not really but you know I’m saying
theoretically we all go through hard
times we all go through depression we
all do go through doubt and then moments
in your life where it’s really difficult
and you’re trying to figure out what the
your path is gonna be it’s hard ish but
Stefan and I we’re talking about this
before the podcast starts that that is
what makes you a person and those
difficult moments are what build your
character show me a great man who’s the
son of a great man and that’s what we’re
saying these kids that are born
billionaires you’re you’re you’re never
going to be a self-made person you have
a back up trust for your back up trust
for your trust and your man
it should one give up on their dream
never issue
Guto said this henry ford said this
rockefeller said this you’re only as
young or as old as your dreams and as
long as you still have dreams and
visions and goals they keep you young
it’s the most amazing darn thing one of
the great stories is the story of
Kentucky Fried Chicken once it’s gone
upon a time there was a little boy named
Harlan and Harlan was taught by his
mother a special recipe down south in
the United States on how to make chicken
when he grew up he got a job as a
short-order cook in his small cafe and
he asked his boss if his boss would be
interested in this chicken recipe and
his boss said sure throw it together see
what the people say turned out that
everybody liked this special chicken
recipe with all these secret herbs and
spices well for the rest of his career
right up till he was 65 years old he
either worked in little cafes or
sometimes he owned a little cafe when he
was 65 he had a little cafe and he was
making his chicken and he had people
coming from all around to eat his
chicken and the Highways Department
built a highway passed his little
restaurant his little chicken place and
put him out of business but cut off the
road so nobody could get to it but at
the same time he received a Social
Security check his first Social Security
check the age of 65 and he became angry
he said I’m 65 years old but I’m not
ready to give up on my dreams what do I
have to sell and he realized the one
thing that it kept him going all those
years the mainstay of his little career
was his mother’s recipe of 17 or 18
herbs and spices so he put them together
in little bags one bag per chicken and
he put his pots and pans in the back of
his old car and he started driving up
and down the eastern seaboard going from
cafe to Cafe to cafe to ask them if they
would pay him five cents a bag for his
magical combination of herbs and spices
he called on more than 1,000 restaurants
sleeping in his car week after week and
finally he came across a little
restaurant in
that agreed to pay him five cents a bag
for his herbs and spices is back in the
60s and because of exchange controls
they had to give the money to the Red
Cross that was the beginning of the
Kentucky Fried Chicken Empire he began
to sell this recipe more and more people
began to put it on their signs a major
corporation came along and said we could
make a real business of this so they
embraced him they built the franchise
they made him one of the best known
people in the world when he died some
years later he was worth more than 50
million dollars because he never gave up
on his dreams so I don’t know if you’re
65 and broke and living in your car with
pots and pans with no money but wherever
you are you never give up on your dreams
most people don’t know what success is
all about and since they don’t know what
it’s about they really don’t know what
to look for it success is really nothing
more than the progressive realisation of
a worthy ideal this means that any
person who knows what he’s doing and
where he’s going is a success any person
with a goal toward which he’s working is
a successful person this means that the
boy in high school is working toward a
diploma as a boy in college toward a
degree is just for successful as any
human being on it because he knows what
he’s doing
why he’s getting up in the morning and
what he’s going but conversely if a
person doesn’t know what he’s working
toward what it is he wants doesn’t ever
go to which he’s working then he must at
least by this definition be called
unsuccessful why isn’t then with his
simple definition why isn’t everyone
successful should be easy yet surveys
indicate that 19 out of 20 95% at least
are not in fact a survey one time as
thousands are working then why they got
up in the morning and went to work and
19 out of 20 didn’t know 19 out of 20
working people didn’t have a funniest
notion of why they
got up in the morning and went to work
under closer questioning they said well
everybody works well that would be a
good reason to quit in fact there’s a
little rule of thumb you might want to
remember whatever the great majority is
doing under any given circumstance if
you do exactly the opposite you’ll
probably never make another mistake as
long as you live just something to keep
in the back of your mind the problem
with most people is that they’re playing
the world’s most unrewarding game and
the name of the game is follow the
follower
there’s a story about a small town in
which there was a jewelry store and like
all jewelry stores most jewelry stores
at least he had a big clock in his
window and every morning for years he’d
noticed a workingman stop
adjust his pocket watch to the same time
as the clock in the window he’d been
doing this for many years and one
morning the jeweler was out in front
sweeping his sidewalk and so yes the man
he said tell me why do you just your
watch – my big clock every morning I’ve
noticed you’re doing that for years and
that’s where I’m the foreman down at the
big plant he said I want to make sure my
watch is correct because I blow the
quitting whistle every night at 5
o’clock that you would have looked at
mother strangely for a minutes ago
that’s funny thing I’ve been setting
that big clock in the window but it
quitting whistle all these years a very
logical thing but they could have been
off six months it was a case of a person
just going along with what he thought to
be correct without checking his
references so I want to suggest it now
on out at least we do that that we check
our references fascinates me about human
beings and it fascinates me about myself
is that we have such a high tolerance
for suckiness isn’t it crazy as long as
the suckiness as a routine but the
second you get thrown out of your
routine or the second that whether it’s
because you lose a job or somebody moves
or somebody dies or somebody breaks up
with you or you break like all of a
sudden that awakens the courage in you
to make a change because you you know
either you have no choice or now you got
a problem to solve but fighting that
inertia of life is the most difficult
thing in the world
I ended up getting a job with a law firm
because it was the path of least
resistance in Boston in Boston I hated
it because I went from being in the
courtroom to writing briefs all day and
luckily I got pregnant with our first
daughter who just is starting college
which makes me feel so ancient I just
want to like punch myself in the face if
I have a 18 year old freshman in college
um thank you but I got pregnant with her
and when she was born I had horrific
postpartum depression Wow I mean the
really scary kind where you can’t be
alone with the baby you’re on crazy meds
that turn you at lot not the kind you
take recreationally yeah these are the
kind that like turn you into a zombie
and it was a really scary thing and I I
when I kind of came out of the
eight-week trance of that I looked up at
Chris and said I’ve made a decision and
he said okay what would that be and I
said I don’t ever want to answer the
question what do you do for a living
with the response I’m a lawyer and he
said okay you realize we’ve just bought
this house and we have a kid and we have
mortgage to pay and he said so here’s
the deal you’ve got exactly four weeks
before your maternity leave is over
you need to make $60,000 I don’t care
what you do for a living that’s your
problem go solve it and the night before
I was supposed to write so I Network
like a crazy person cuz again if you’re
a human being with the problem you’ll
solve it yeah and so if it matters
enough to you and so I I got a job and
this was the first convo in Boston I got
a job the night before I was supposed to
go back as strangers change can be there
were times when it was hard to imagine
that my life would be what it is today
especially the time when my son and I
were living in that bathroom maybe
remember that scene in the movie there
was a highly polished sheet metal piece
over a sink it wasn’t a mirror but it
served as a mirror and I had to wash
myself and that baby
every day watch my baby in this sink and
had to ask myself some very predictable
questions what happened why did this
happen
why did that happen but the most
difficult question I had to get through
was how did I get here
and the answer was even more brutal the
answer was I drove here I had something
to do with it you can’t change something
until you own it so if you’re 50 plus
and you’re sitting out there and
pointing fingers at other people you can
do that for a long time but it’s hard to
look at the mirror and say how did I get
here and have the answer be I drove here
I had something to do with it it’s
uncomfortable to admit that well I made
some bad decisions I made some
investments I shouldn’t have made I had
something to do with it well that man
sold me that house with no money down I
should have told him what he could do
with that house huh when I signed that
adjustable-rate mortgage we all know
these things only adjust upwards no
one’s ever gonna call you and say guess
what you go pay less for your money your
house next year angle happen so the idea
of I drove here is empowering because
the other side of it is if I drove here
that means I can drive out of here I
have to own it and that bathroom I
finally had to understand what my mama
used to say to me where she would say
boy to Calvary is not coming ain’t no
back up I was 28 years old when that
part of my life happened change was
coming fast and you know what changes
everywhere all the time social change
technical logical change and the most
potent of all personal chains the most
urgent question today is not so much as
what are my values and who are we the
urgent question on these times of
constant changes how exactly are you
going to navigate these new realities
put another way what are you going to do
notice I said simple I didn’t say easy
and the reason why it’s not easy is
because you have to deal with you and
now we know that you’re a control freak
and you’re stubborn and you got all
these excuses you’re a real pain and I’m
gonna teach you though the very very
simple way to get what you want there’s
only one rule when it comes to
productivity there’s only one rule when
it comes to success there’s only run
rule to getting everything you’ve ever
wanted and here it is you’re never gonna
feel like it ever in any area of your
life that you don’t have what you want
whether it’s the amount of money the
amount of people on your team the amount
of sales the amount of trips for your
family the re if you only did the things
that you don’t feel like doing you’d
have everything you’ve ever wanted those
areas where you’re happy you do the work
those areas where you’re complaining you
don’t feel like it
you don’t do it so it’s a lot like kids
if you think about it what’s your job as
a parent it’s to make kids do the things
they don’t feel like doing so they can
grow up and move out and become
independent adults my son never feels
like getting off the DS he never feels
like putting his feet down when he’s car
in the car my daughter never feels like
cleaning up the Barbies I have no idea
always naked and the funny thing is when
you grew up and moved out your parents
never said to you guess what you are a
total pain in the rear end you never
feel like doing anything you don’t feel
like doing your homework you don’t feel
like going out you don’t feel like
making your bed you don’t feel like
saying hello to strangers you don’t feel
like using your manners you don’t feel
like cleaning your room good luck to you
so the only way to get what you want is
to pair it yourself but I’m gonna make
it easy for you
we’re about to move you’ve learned a ton
about the brain now the brain is gonna
screw you over the brain is gonna go
into autopilot the brain is going to
tell you it doesn’t feel like doing
things that’s trickery you now know that
so how do you be effective with yourself
knowing that you’re never gonna feel
like doing all the work that it takes to
have this business be everything that it
possibly could so you’re gonna use the
five-second rule and what that means is
from the moment that you have the idea I
should email out the Fall collection I
should go through the contact list for
my college or university and reach out
to people I should go through my contact
lists and invite 23 people this week to
just take the dogs for a walk I should
make a request of a friend and ask if I
can come to a presentation at lunch at
his law firm from the second you have
that idea you’ve only got five seconds
to take action otherwise it’s gone your
brain will swoop in so fast uh oh
there’s an idea whoa no way no wait you
don’t feel like it you’re overwhelmed
you Aaron you’ve got five seconds and
that’s it today I want you to practice
this because what you’re gonna notice is
you’re gonna notice a little bit later
like in the networking section and you
know afterwards and in some of these
events after this particular speech
you’re gonna notice that you have an
impulse you have an impulse to walk
towards somebody that’s really
successful that’s built a team that
could possibly help you and guess what
you’re not gonna do it you’ve probably
had them the entire time that you’ve
been here oh I should go over and talk
to this person hey I’ll catch them later
oh that person looks really interesting
I I don’t know I should really take some
photos of this fall line instructor that
might be too pushy so what do you do how
does it work you have the thought you’ve
got five seconds that’s it and what do
you need to do just say something out
loud that’s one way you could start
walking the second you feel like you
should meet somebody because you’re
drawn to them again it’s from here it’s
not from here
start walking because if you’re already
walking the likelihood is you’ll
actually make it to them and then you’re
gonna say something write it down
schedule it send an email to yourself or
make the request one of the things that
was so interesting about talking to taro
this morning is it was clear that a
couple people had been in there sharing
their brains out about j hilburn
and yet it never progressed into the
side of the conversation of would you
like information would you like to do it
and I’m sure whoever it was it was lying
on the table probably had that thought
like you know I should probably say
something should I getting a facial is
that weird to be talking about business
at the same time five seconds gone talk
to yourself out of it go get an
education summit for Microsoft I also
spoke at an education summit for Apple
at 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 new Zune
when it was a thing 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
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
say what are the secrets to success
whether you’re working at a job that you
just love and you don’t want to be the
boss or you want to start something on
your own were the secrets I share two
things
imagine these because they’re gonna
happen
one be prepared for a lot of rejection
whether people close the door in your
face or tell you it’s never going to
happen you can’t do it you’re too old
you don’t have the education you don’t
have what it takes somebody else did it
don’t listen to them don’t let it affect
you if you’re prepared for rejection
when it happens it’s not going to affect
you that much it really won’t because
you’re prepared for it of course I was
prepared for it like selling
encyclopedias door-to-door without an
appointment hi can I come in for a few
minutes no slam you have to be just as
enthusiastic on door number 101 as you
were on door number 100 just as
enthusiastic so you have to imagine
yourself in this frame of mind the
second thing I say this to everybody
that works for every single company in
here or has their own company very
important the second thing is that your
service or your product must be the
highest quality you can possibly make it
because you don’t want to be in the
selling business you want a product
where a service so good that you’re in
the reorder business not the selling
business someone wants to talk about
they want to reorder they want it to be
part of their lives or it’s so good they
want to tell their people about it
not the selling the reorder business the
quality comes along with that and all
along the way your business yourself
first he must realize success unshared
is failure you don’t need money to help
somebody out
take your time help someone across the
street pick up a piece of paper smile at
people biggest thing you could ever do
make the world happy
it has to be a new day something new has
to change something new has to be
birthed inside of you to say I am a
conqueror there’s nothing I can’t
achieve I’m telling you I’ve been
shackled from my feet to my hands but
when I broke out of him I said I’m a new
creature that you’re not ready to deal
[Music]
but it’s built into your thinking it’s
built into your imagine what you could
do but imagine that you can do it right
now and how do you do these things right
now what are some of the lessons that we
go through to do things right now
success doesn’t make you happy progress
does if you don’t feel like you’re
growing if you like you’re dying and
everything universe grows or dies and
everything contributes or evolution
eliminates it and so we don’t feel
fulfilled you can meet those first four
needs by doing terrible things and join
a gang and you’re a Crip your
significant baby you have a ride
somebody shoot you at any moment you
have certain D people don’t respond to
you you know you got connection with the
brothers but you don’t really have
growth and contribution so you won’t be
fulfilled but you’ll have your basic
needs to be met very few people give
fulfilled choice is one of the most
important concepts that you can get
we’re gonna be talking about the laws of
the universe one of the laws is a law
clarity
there’d be no inside to the room you’re
in if there wasn’t an outside you
couldn’t have a right side your body
without her left for a top without a
bottom or a front without a back you
can’t have a bad without a good see the
truth is we make it better good Ralph
Waldo trying in tune with the infinite a
great book he said nothing is good or
bad except our thinking we’ll make
yourself well if everything’s both good
and bad and we bring it together what’s
right in the center if everything here
is bad everything here is good what’s in
the center just is everything just is
you choose whether you’re gonna look at
the downside of the upside Michael
Beckwith gave me a marvelous concept he
said it doesn’t matter what happens in
your life doesn’t matter what happens
you can’t control the circumstance but
you can certainly control how you deal
with them he said when anything happens
step number one it is what it is
accept it it’s either gonna control you
or you’re gonna control it that’s your
choice step number two harvest the good
isn’t that a neat word harvest harvest
the good there’s good and bad and
everything just harvest the good step
number three four
all the rest forgive means like go up
completely it’s a choice and if you like
or the bad the good seems to grow you
and I have a choice it may be a
difficult choice sometimes if you’re
dealing with a particular difficult
individual or a particularly difficult
circumstance nevertheless we’ve got the
power within us to do it so as you go
through the day
doesn’t matter what set anybody says
doesn’t matter what happens you have a
choice to say that’s good
w Clement stone became the wealthiest
man in the United States of America by
1970 because he always said that’s good
doesn’t matter what it was he’d say
that’s good and then he’d look for the
good that’s a good choice for you to
make and make it all day long
so your word for the day is choice
choice choice and only you have the
ability to do that and if you choose
right you are going to get results that
stick it’s the difference in the people
who get it and it sticks yes and those
who get it but it doesn’t stick they
can’t keep appropriate standards so what
difference people’s lives what is a must
for you and what is a should for you
it’s the difference in your life
everybody gets them us if it’s a must be
to spend time with your children
I don’t care busy that’s a should you’ll
want to do it you do sometimes
people earn what they must I don’t care
and when people change their lifestyle
certain things there now bus they always
have money for because it’s a nice
people if a person’s not a relationship
the intimate relationship its goods it’s
a must not to be hurt if they’re in a
relationship and they’re friends and
there’s no passion it’s good some us to
be friends but not a must for passion if
the relationship their love their
passions and that’s unless we get our
muss and the difference in the muss is I
believe people’s lives are a direct
reflection of the expectations of their
period I’ve spent a lot of my life
really angry and using rage and anger a
lot of it directed at myself as a fuel
for becoming a competitor because the
only well the only way that I felt
validated or valuable was to win period
that’s it I was an instrument for
winning and competing and I only felt
good in in relationship to other people
by somehow being able to tolerate more
pain work harder to be number one and it
was more a relief of not feeling
terrible about myself for a fraction of
a day then it was the joy of winning if
that makes sense it totally and so for
my whole life I’ve been so completely
brutal to myself and I’ve realized
through a number of different means you
know one of which anybody can pick up
which is actually a book called radical
acceptance by Tara brach which terrible
terrible title love Tara brach but a
very very helpful introduction to
thinking about the potential idea that
if you want to really help people or you
want to really love people you can’t do
it if you have if you hate yourself you
just cannot fully do it you cannot I
don’t think it’s possible so the last
few years have been and especially the
last one or two years a process of
asking different questions and one of
the questions
they’re many different questions but one
of the most important which which is
right up front in this book and the
reason the book kind of exists in a way
is what what might this look like if it
were easy things are hard enough or they
can be and there’s so much uncertainty
in the world that for type-a
personalities or people who’ve been
wounded and have become very highly
competitive as a result are highly
driven so highly driven yeah right and
driven we usually use as a very
complimentary descriptor but you know a
horse that’s being whipped to run faster
until it dies on the track is also being
driven yes and that’s not always a good
thing and very often a bad thing that
question what might this look like if it
were easy is really deceptively
leveraged question because you start to
look for elegance and E is instead of
the path of complexity that allows you
to absorb and tolerate the most pain
which some people myself included for a
long time viewed as an indicator of
doing the right thing or and sometimes
for me if strength yeah yeah it’s like
oh yeah no I can read line for longer
than all of you yep
it’s like wait a second yeah wait what
do we talk yes and this is good yeah
this thing like and and there don’t get
me wrong there there is strength and
there are advantages to having endurance
but only when you’re enduring things
that are worth enduring mm-hmm as
opposed to just making your life painful
so long answer long monologue but I do
think it’s very important to talk about
the darkness and the failures and the
hard times and when I interview people I
always try to bring that out because
it’s so easy like you said to listen to
an interview or to see someone on the
cover of a magazine and think to
yourself wow I really wish I could do
something like that but I’m me and
they’re them and they’ve got to figure
it out yeah and they always wake up at
6:00 in the morning with like a mental
karate-chop to copy the day with no
insecurities
that’s just oh it’s not true and I can
tell you with first-hand knowledge
knowing some of the most impressive
people I’ve ever come across in the
world who’d become my friends we all
have our demons so I want I make a real
conscious effort to talk about those so
that people can try to create a safety
net against self-destruction and
certainly at least self-flagellation and
a rating I don’t like to think too far
ahead so you haven’t taught I don’t like
too far ahead 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 old I 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 and that’s it I
just carry on day by day so I’ll take it
as a corpse a lot again like I said you
were awesome ask me 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 problem is if you the greatest
hammer and the greatest screwdriver and
the greatest wrench the bravest 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-hm 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 cuz
it’s so hard it’s so painful there’s so
much objection 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 more important
right and go right for you thank you I
just apologize for jumping but let me
make it perfectly straight if I go play
Roger Federer right now in tennis and
I’ve the greatest tennis racket ever
made like from taken from the Mars is
new like resources right 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
the week successful people are not
people with our problems
they’re simply people have learn to
solve their problems and there you have
it living successfully getting the
things we want from life is a matter of
solving the problems which stand between
where we now are and the point we wish
to reach no one is without problems
there are part of living but let me show
you how much time we wasted worrying
about the wrong problems is a reliable
estimate of the things people worry
about things that never happened 40
percent things over in past that can’t
be changed by all the worry in the world
thirty percent needless were is about
our health twelve percent petty
miscellaneous worries ten percent real
legitimate worries eight percent in
short 92 percent of the average person’s
worries take up valuable time cause
painful stress even mental anguish and
absolutely unnecessary and the real
legitimate worries there are two kinds
there are the problems we can solve and
there are the problems beyond our
ability to personally solve but most of
our real problems usually fall into the
first group the ones we can solve if we
learn how are you looking to instigate a
change in your life there’s no better or
worse time than right now hey I
understand change is scary with the
status quo you know what you’ve got and
you shake things up there’s no telling
what you might end up with but two of
the things that are true about change
one is absolutely necessary for personal
growth and two is gonna happen either
you could pick the time to instigate the
change you want or the change and the
time will pick you so if you happen to
be one of those people who’s standing on
the sidelines of your dreams waiting for
that perfect woman
if you want to make that change but you
just don’t know if you’re ready this
life lesson is for you it’s time to stop
digging your potatoes and jump you know
you’re always affected by opinion but
the more opinions there are of you the
may the more I the less I look at them
because I just can’t live my life based
upon what other people think about me so
I can’t concern myself too much with
what other people think you know it’s
just not healthy I don’t think I can I
could continue to do what I do if I was
constantly worrying about what somebody
thought about it I’m enjoying the fruits
of my hard work nobody works harder than
me inside the Octagon
outside the Octagon I am a workhorse so
I’m gonna enjoy the benefits for this
life I am gonna get myself a big mansion
in Las Vegas I’m gonna get the soft-top
cars I’m gonna bring my whole team out
I’m gonna spoil them I give them this
life big stakes – sighs whirring and
every single night each were eating good
we’re living good it’s it’s human nature
some people will sit and take positivity
from that they will look at that and
take inspiration and inspire it will
inspire them to go and push for that
orders will shell up and critique it and
be negative towards it but one thing is
sure those people will stay where they
are the people who take inspiration from
it will rise up and also one day
experience that like so this is this is
human nature some going way so go do it
away but I am I am enjoying my money my
heart and money that I that I have
dedicated my life to for me regarding
balance between family and business
opportunities was always to be mindful
of in a Thai family comes first
my child always came first have you’ve
managed your relationships properly
their business presentation you’re so
concerned about that big conference call
that cannot happen without you on the
phone all those things can be
rescheduled
but your son is gonna have one first
baseball game the daughter is gonna have
one first dance recital and you’ve gotta
be there in a tie family wins there’s a
bunch of people that will say yeah well
I’ve a family so you know it’s a great
idea for you to just go out there and go
crazy you have people to support you
need to listen stop saying that
stop saying any of those things every
single person who has ever done anything
worthwhile or exceptional or difficult
or extraordinary anyone whether it’s
great artists or authors or
mathematicians or whatever the it is
everyone encounters difficulties there
is no easy road it does not exist it is
impossible everyone has issues if you
have time to pursue a hobby if you have
time to do anything in your life you can
better yourself and here’s one way you
never better yourself when you come up
with excuses for why other people are
successful and you’re not that’s
dangerous when you give yourself an
escape yeah well that’s easy for you to
say you know you do dude you need to
trust me everybody has a hard road I
wanted to jump out of windows several
times during my young life I wanted to
jump in front of a train just ended
because too much pressure
not really but you know I’m saying
theoretically we all go through hard
times we all go through depression we
all do go through doubt and then moments
in your life where it’s really difficult
and you’re trying to figure out what the
your path is gonna be it’s hard ish but
Stefan and I we’re talking about this
before the podcast starts that that is
what makes you a person and those
difficult moments are what build your
character show me a great man who’s the
son of a great man and that’s what we’re
saying these kids that are born
billionaires you’re you’re you’re never
going to be a self-made person you have
a back up trust for your back up trust
for your trust and your man
it should one give up on their dream
never issue
Guto said this henry ford said this
rockefeller said this you’re only as
young or as old as your dreams and as
long as you still have dreams and
visions and goals they keep you young
it’s the most amazing darn thing one of
the great stories is the story of
Kentucky Fried Chicken once it’s gone
upon a time there was a little boy named
Harlan and Harlan was taught by his
mother a special recipe down south in
the United States on how to make chicken
when he grew up he got a job as a
short-order cook in his small cafe and
he asked his boss if his boss would be
interested in this chicken recipe and
his boss said sure throw it together see
what the people say turned out that
everybody liked this special chicken
recipe with all these secret herbs and
spices well for the rest of his career
right up till he was 65 years old he
either worked in little cafes or
sometimes he owned a little cafe when he
was 65 he had a little cafe and he was
making his chicken and he had people
coming from all around to eat his
chicken and the Highways Department
built a highway passed his little
restaurant his little chicken place and
put him out of business but cut off the
road so nobody could get to it but at
the same time he received a Social
Security check his first Social Security
check the age of 65 and he became angry
he said I’m 65 years old but I’m not
ready to give up on my dreams what do I
have to sell and he realized the one
thing that it kept him going all those
years the mainstay of his little career
was his mother’s recipe of 17 or 18
herbs and spices so he put them together
in little bags one bag per chicken and
he put his pots and pans in the back of
his old car and he started driving up
and down the eastern seaboard going from
cafe to Cafe to cafe to ask them if they
would pay him five cents a bag for his
magical combination of herbs and spices
he called on more than 1,000 restaurants
sleeping in his car week after week and
finally he came across a little
restaurant in
that agreed to pay him five cents a bag
for his herbs and spices is back in the
60s and because of exchange controls
they had to give the money to the Red
Cross that was the beginning of the
Kentucky Fried Chicken Empire he began
to sell this recipe more and more people
began to put it on their signs a major
corporation came along and said we could
make a real business of this so they
embraced him they built the franchise
they made him one of the best known
people in the world when he died some
years later he was worth more than 50
million dollars because he never gave up
on his dreams so I don’t know if you’re
65 and broke and living in your car with
pots and pans with no money but wherever
you are you never give up on your dreams
most people don’t know what success is
all about and since they don’t know what
it’s about they really don’t know what
to look for it success is really nothing
more than the progressive realisation of
a worthy ideal this means that any
person who knows what he’s doing and
where he’s going is a success any person
with a goal toward which he’s working is
a successful person this means that the
boy in high school is working toward a
diploma as a boy in college toward a
degree is just for successful as any
human being on it because he knows what
he’s doing
why he’s getting up in the morning and
what he’s going but conversely if a
person doesn’t know what he’s working
toward what it is he wants doesn’t ever
go to which he’s working then he must at
least by this definition be called
unsuccessful why isn’t then with his
simple definition why isn’t everyone
successful should be easy yet surveys
indicate that 19 out of 20 95% at least
are not in fact a survey one time as
thousands are working then why they got
up in the morning and went to work and
19 out of 20 didn’t know 19 out of 20
working people didn’t have a funniest
notion of why they
got up in the morning and went to work
under closer questioning they said well
everybody works well that would be a
good reason to quit in fact there’s a
little rule of thumb you might want to
remember whatever the great majority is
doing under any given circumstance if
you do exactly the opposite you’ll
probably never make another mistake as
long as you live just something to keep
in the back of your mind the problem
with most people is that they’re playing
the world’s most unrewarding game and
the name of the game is follow the
follower
there’s a story about a small town in
which there was a jewelry store and like
all jewelry stores most jewelry stores
at least he had a big clock in his
window and every morning for years he’d
noticed a workingman stop
adjust his pocket watch to the same time
as the clock in the window he’d been
doing this for many years and one
morning the jeweler was out in front
sweeping his sidewalk and so yes the man
he said tell me why do you just your
watch – my big clock every morning I’ve
noticed you’re doing that for years and
that’s where I’m the foreman down at the
big plant he said I want to make sure my
watch is correct because I blow the
quitting whistle every night at 5
o’clock that you would have looked at
mother strangely for a minutes ago
that’s funny thing I’ve been setting
that big clock in the window but it
quitting whistle all these years a very
logical thing but they could have been
off six months it was a case of a person
just going along with what he thought to
be correct without checking his
references so I want to suggest it now
on out at least we do that that we check
our references fascinates me about human
beings and it fascinates me about myself
is that we have such a high tolerance
for suckiness isn’t it crazy as long as
the suckiness as a routine but the
second you get thrown out of your
routine or the second that whether it’s
because you lose a job or somebody moves
or somebody dies or somebody breaks up
with you or you break like all of a
sudden that awakens the courage in you
to make a change because you you know
either you have no choice or now you got
a problem to solve but fighting that
inertia of life is the most difficult
thing in the world
I ended up getting a job with a law firm
because it was the path of least
resistance in Boston in Boston I hated
it because I went from being in the
courtroom to writing briefs all day and
luckily I got pregnant with our first
daughter who just is starting college
which makes me feel so ancient I just
want to like punch myself in the face if
I have a 18 year old freshman in college
um thank you but I got pregnant with her
and when she was born I had horrific
postpartum depression Wow I mean the
really scary kind where you can’t be
alone with the baby you’re on crazy meds
that turn you at lot not the kind you
take recreationally yeah these are the
kind that like turn you into a zombie
and it was a really scary thing and I I
when I kind of came out of the
eight-week trance of that I looked up at
Chris and said I’ve made a decision and
he said okay what would that be and I
said I don’t ever want to answer the
question what do you do for a living
with the response I’m a lawyer and he
said okay you realize we’ve just bought
this house and we have a kid and we have
mortgage to pay and he said so here’s
the deal you’ve got exactly four weeks
before your maternity leave is over
you need to make $60,000 I don’t care
what you do for a living that’s your
problem go solve it and the night before
I was supposed to write so I Network
like a crazy person cuz again if you’re
a human being with the problem you’ll
solve it yeah and so if it matters
enough to you and so I I got a job and
this was the first convo in Boston I got
a job the night before I was supposed to
go back as strangers change can be there
were times when it was hard to imagine
that my life would be what it is today
especially the time when my son and I
were living in that bathroom maybe
remember that scene in the movie there
was a highly polished sheet metal piece
over a sink it wasn’t a mirror but it
served as a mirror and I had to wash
myself and that baby
every day watch my baby in this sink and
had to ask myself some very predictable
questions what happened why did this
happen
why did that happen but the most
difficult question I had to get through
was how did I get here
and the answer was even more brutal the
answer was I drove here I had something
to do with it you can’t change something
until you own it so if you’re 50 plus
and you’re sitting out there and
pointing fingers at other people you can
do that for a long time but it’s hard to
look at the mirror and say how did I get
here and have the answer be I drove here
I had something to do with it it’s
uncomfortable to admit that well I made
some bad decisions I made some
investments I shouldn’t have made I had
something to do with it well that man
sold me that house with no money down I
should have told him what he could do
with that house huh when I signed that
adjustable-rate mortgage we all know
these things only adjust upwards no
one’s ever gonna call you and say guess
what you go pay less for your money your
house next year angle happen so the idea
of I drove here is empowering because
the other side of it is if I drove here
that means I can drive out of here I
have to own it and that bathroom I
finally had to understand what my mama
used to say to me where she would say
boy to Calvary is not coming ain’t no
back up I was 28 years old when that
part of my life happened change was
coming fast and you know what changes
everywhere all the time social change
technical logical change and the most
potent of all personal chains the most
urgent question today is not so much as
what are my values and who are we the
urgent question on these times of
constant changes how exactly are you
going to navigate these new realities
put another way what are you going to do
notice I said simple I didn’t say easy
and the reason why it’s not easy is
because you have to deal with you and
now we know that you’re a control freak
and you’re stubborn and you got all
these excuses you’re a real pain and I’m
gonna teach you though the very very
simple way to get what you want there’s
only one rule when it comes to
productivity there’s only one rule when
it comes to success there’s only run
rule to getting everything you’ve ever
wanted and here it is you’re never gonna
feel like it ever in any area of your
life that you don’t have what you want
whether it’s the amount of money the
amount of people on your team the amount
of sales the amount of trips for your
family the re if you only did the things
that you don’t feel like doing you’d
have everything you’ve ever wanted those
areas where you’re happy you do the work
those areas where you’re complaining you
don’t feel like it
you don’t do it so it’s a lot like kids
if you think about it what’s your job as
a parent it’s to make kids do the things
they don’t feel like doing so they can
grow up and move out and become
independent adults my son never feels
like getting off the DS he never feels
like putting his feet down when he’s car
in the car my daughter never feels like
cleaning up the Barbies I have no idea
always naked and the funny thing is when
you grew up and moved out your parents
never said to you guess what you are a
total pain in the rear end you never
feel like doing anything you don’t feel
like doing your homework you don’t feel
like going out you don’t feel like
making your bed you don’t feel like
saying hello to strangers you don’t feel
like using your manners you don’t feel
like cleaning your room good luck to you
so the only way to get what you want is
to pair it yourself but I’m gonna make
it easy for you
we’re about to move you’ve learned a ton
about the brain now the brain is gonna
screw you over the brain is gonna go
into autopilot the brain is going to
tell you it doesn’t feel like doing
things that’s trickery you now know that
so how do you be effective with yourself
knowing that you’re never gonna feel
like doing all the work that it takes to
have this business be everything that it
possibly could so you’re gonna use the
five-second rule and what that means is
from the moment that you have the idea I
should email out the Fall collection I
should go through the contact list for
my college or university and reach out
to people I should go through my contact
lists and invite 23 people this week to
just take the dogs for a walk I should
make a request of a friend and ask if I
can come to a presentation at lunch at
his law firm from the second you have
that idea you’ve only got five seconds
to take action otherwise it’s gone your
brain will swoop in so fast uh oh
there’s an idea whoa no way no wait you
don’t feel like it you’re overwhelmed
you Aaron you’ve got five seconds and
that’s it today I want you to practice
this because what you’re gonna notice is
you’re gonna notice a little bit later
like in the networking section and you
know afterwards and in some of these
events after this particular speech
you’re gonna notice that you have an
impulse you have an impulse to walk
towards somebody that’s really
successful that’s built a team that
could possibly help you and guess what
you’re not gonna do it you’ve probably
had them the entire time that you’ve
been here oh I should go over and talk
to this person hey I’ll catch them later
oh that person looks really interesting
I I don’t know I should really take some
photos of this fall line instructor that
might be too pushy so what do you do how
does it work you have the thought you’ve
got five seconds that’s it and what do
you need to do just say something out
loud that’s one way you could start
walking the second you feel like you
should meet somebody because you’re
drawn to them again it’s from here it’s
not from here
start walking because if you’re already
walking the likelihood is you’ll
actually make it to them and then you’re
gonna say something write it down
schedule it send an email to yourself or
make the request one of the things that
was so interesting about talking to taro
this morning is it was clear that a
couple people had been in there sharing
their brains out about j hilburn
and yet it never progressed into the
side of the conversation of would you
like information would you like to do it
and I’m sure whoever it was it was lying
on the table probably had that thought
like you know I should probably say
something should I getting a facial is
that weird to be talking about business
at the same time five seconds gone talk
to yourself out of it go get an
education summit for Microsoft I also
spoke at an education summit for Apple
at 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 new Zune
when it was a thing 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
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
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