WHAT SUCCESSFUL PEOPLE DO DIFFERENT – Motivational Speech for Success In Life

many years ago I started off poor I
started off broke
I started off pretty stupid I started
off having failed out of high school and
I drifted for a long time I’ve done a
good deal of traveling when you are
older you call you’re traveling you’re
drifting days traveling and I’ve done a
good deal of traveling and over the
years I began to study the subject of
success and I had one simple idea that
came upon me in my late teens and I
think it was most important idea that
I’ve ever had and it was simply this
that if you study successful people and
you do what they do you’ll be more
successful and if you study unsuccessful
people and you avoid doing what they do
then you will not be a failure and then
one of the things I’ve found that if you
study success you begin to internalize
success principles and if you practice
proven success principles and if you do
what successful men and women have done
throughout history that you will be
successful too and it’s such a
remarkable discovery but it has been
worth a fortune to me and what I want to
talk to you about tonight is some of the
principles that I’ve discovered in over
20 years of research I serve as a
consultant to over 200 corporations and
I have been a personal consultant to the
presidents of 3 billion dollar-plus
corporations I have studied successful
men and women I have read biographies
and autobiographies I have looked at the
characteristics and principles of them
I’ve studied philosophy and economics
and religion and psychology and
metaphysics and I’ve come to ten key
qualities now there may be more and
there may be less but I find that each
of these ten qualities that successful
men and women have starts with the
letter C and the interesting thing about
these qualities is first of all with
them success is predictable and without
them
failure is predictable that if you have
these 10 qualities there’s nothing in
the world that can stop you from being
an outstanding success and if you lack
sometimes even one of these qualities
that can be enough can be the weak link
in the chain that dooms one to a life of
underachievement
and failure the second principle that I
discovered with regard to these
qualities is that they are all habit
patterns of mind and that nobody starts
off with them and that you can learn
them and that you can develop them with
practice and the third thing that I
found is that if you will practice these
principles until they become habits
until they become automatic for you then
nothing can stop you so let’s talk about
these principles they start with the
letter C each one on there’s 10 prints
the first principle starts with the
letter C it says clarity and clarity is
the starting point of all success it
means clarity of thinking it means
thinking clearly and it extends from
thinking clearly to a series of other
things with regard to clarity it means
the ability to determine exactly what it
is that you want to be have or do in
life and the more I study successful men
and women the more I find that every
single one of them the top 5% are very
clear about where it is they’re going
and what is they want to accomplish when
I look at unsuccessful men and women or
men and women who seem to be unhappy and
floundering I find that almost
invariably they have a very very limited
sense of direction sometimes no sense of
direction at all
you see we as human beings are
goal-seeking organisms we only function
at our very best when we’re working
toward accomplishing something that is
important to us and in my estimation 80
to 90 percent of all the unhappiness
hostility violence psychosomatic illness
alcoholism drug addiction and so on in
our society is caused by people having
no sense of direction
they don’t know where they’re going as
they say if you don’t know where you’re
going any road will take you there
I remember the analogy the fellow goes
up to the edge of the woods and he
sticks his rifle in the woods he close
his eyes and goes blam blam laughs puts
his rifle down turns to his friend says
boy I sure hope something good runs into
that now if you understand this
principle this principle is terribly
important you can be the most talented
the smartest the best educated person
with a very most valuable context and
all the advantages in life but if you
are not focused it doesn’t do you any
good at all I wrote an article for The
Wall Street Journal that if you do not
have clear specific goals for your life
you are doomed forever to work for
people who do and that seems to be the
case and yet only 5% of people have golf
so that the key starting point with
regard to clarity is to know where it is
you’re going and what it is you want to
be and what it is you want to have and
what it is you want to do because in
America in the most blessed society in
all of human history you can have
anything in the world that you want if
you could decide what it is that you
want the second key was regard to
clarity is decisiveness be decisive I’ve
never met a successful person who was
indecisive and I’ve never met a failure
who is decisive be decisive developed a
characteristic and quality of
decisiveness we know that the reason why
we are indecisive is because we’re
afraid of making a mistake but the
terrible thing is
that the way that we think becomes a
habit and the habit of indecisiveness
can condemn us to failure we can be
Telesat and intelligent and ambitious
but if we cannot make the hard decisions
in our life and if we cannot make
decisions readily and what happens is we
always have to work for people who do
make decisions readily now the
interesting thing about decisions is it
about 80% of decisions should be made
the first time they come up 80% of
decisions should be made the first time
they come up and if you make decisions
every single time they’ve come up sooner
or later you will develop the habit of
decisiveness you’ll be very clear about
what it is you want and it’s easy to
make decisions if you know what it is
you want to accomplish one of the major
reasons why people are indecisive in my
experience is they have no idea what
they want to accomplish it’s almost like
they come to the crossroads but they
don’t know which direction to go 80
percent of all decisions should be made
the first time they come up and I read a
management consultants report on
decisions he said the thing to do about
decisions is to make a decision and if
that doesn’t work make another decision
if that doesn’t work make another
decision and that still doesn’t work
you’re probably in the wrong field
anyway but the interesting thing is that
if you make a decision you gather
momentum and the difference between
successes and failures is not that
successful people make right decisions
it is that successful people make their
decisions right in other words one thing
once they have made a decision they make
it come out right anybody has ever
started the business knows that when you
start a business you start off with a
whole bunch of ideas which the market
promptly tells you are completely wrong
and you probably lose your shirt or most
of it and you have to revise every
single decision that you have but the
desire to survive economically the
threat of losing your shirt is a great
motivation to learn quickly and to make
decision so make this isn’t the third
point under clarity is to have a vision
for yourself and a vision for your life
the key to having a vision is to have a
dream they say in the song you’ve got to
have a dream if you want to make a dream
come true and you can fulfill your
dreams all the great movers and shakers
throughout all of history have been
dreamers they’ve been people with dreams
they’ve been people with visions all
leaders have vision in the book of
Solomon it says where there is no vision
the people perish and the metaphysical
meaning of that is that where people
lack vision they perish inside because
they lose the excitement and the
love-life and what most people do
because of negative experiences because
of fear of failure and so on is they if
they have a vision at all they tone it
down so it’s so small and so safe that
doesn’t turn them on it doesn’t excite
them and they wonder why life isn’t
exciting a beautiful line I read not
long ago said if the best way to predict
the future is to create it which means
to have a vision and even though the
vision is in the air or the sky then
build a foundation under your dreams and
when you see men and women who rise from
poverty and obscurity to fame and renown
you invariably see someone who had a
vision of what they could be and have
and do that was far beyond what they
were everyone of us has had an
experience at one time when we were
small we had a vision of being growing
up and having our own cars and as we
grew older we had a vision of having our
own homes and our own families and as we
grew old we had a vision of traveling
and going to Europe we fulfill all our
visions the wonderful thing is this is
that we always tend to achieve our goals
the problem is that our goals are set so
low but even when we do achieve them
they don’t turn us on they don’t fill us
with enthusiasm so dream big dreams if
you like and focus on results not
activities this is the key be clear
about the results that you’re trying to
accomplish this is one of the keys of
peak performance by the way all peak
performers are result oriented all
losers are under achievers tend to the
activity oriented and in the activity
orientation what they do is they work
very very hard sometimes they work
frantically sometimes they work longer
hours than you do
but they lose sight of the result Ben
Trego the strategic thinker said very
worst thing in the world is to do very
efficiently but need not be done at all
and many of us and many of us work very
very hard and to do very efficiently
what need not be done at all and anybody
who’s ever had employees will tell you
that you every single day you come
across your employees doing something
very diligently but it’s completely
irrelevant to the success of the
business so focus on results here’s a
key question to ask yourself when in
your working life I think it’s one of
the most important key questions I’ll
give you two number one is what results
are expected of me what results are
expected of me not what activities but
what results are what outputs what am I
supposed to produce in my job a second
question you can ask yourself is why am
I on the
why am I on the payroll many people
especially in sales they make the
mistake of thinking that shuffling cards
and reading through their sales
literature and organizing their multiple
listings and having coffee with the
other people and reading the newspaper
advertisements that they placed last
week that this is all part of selling no
selling is when you’re face to face with
a real live prospect who is willing and
able and capable of buying a product
everything else from that is self
delusion what results are expected the
results that are expected of us in
selling our sales and the only time that
we are working is when we are doing
something that contributes directly to
that result and that’s true of course
but of course why do we do the other
things I’ve come to the conviction that
the reason why we do the other things is
because they are fun and easy rather
than hard and necessary I think the
major reason why people fail in life if
I can pass this on which wasn’t part of
this but major reason why people fail in
life is because of the expediency factor
that we always do and we always take the
fastest and easiest route to get the
things that we want but the fastest and
easiest route in life is almost always
the route to failure it’s short term
gain for long term pain we do it is fun
and easy today instead of what is hard
and necessary and then we have to do
what is hard and necessary at the end of
our life when it’s too late and you’ll
find that the willingness and the
ability to discipline yourself to be
clear about what it is you want to be
clear where you’re going to be clear
about the results that you’re expected
to accomplish and then to only work on
those results the ability to discipline
yourself to do that is absolutely
critical for success it is not possible
to conceive of a person being successful
who is not capable of disciplining
themselves to do what is hard and what
is necessary rather than what is fun and
easy and when especially when it comes
to managing your time when it comes to
looking at what you should do on a day
to day basis focus on results not
activities now let me give you a method
which has helped me write out your goals
all goals have to be in writing by the
way if you don’t have your goals in
writing then they’re not really goals at
all they’re merely wishes and as they
say wishes merely a goal without any
energy behind it have your goals in
writing write them out very specifically
and clearly and then do this every
single morning rewrite your major goals
in the first person singular as though
they already existed rewrite your major
goal
every single morning now this should
take you about two to four minutes maybe
five you can do it all in a paragraph if
for instance if your goal is to earn
$50,000 a year every single morning
right I earn $50,000 a year if your goal
is to be excellent in real estate sigh I
am an excellent salesperson in my field
if your goal is to weigh a certain
number of pounds if your goal is to
enjoy a certain kind of life
write down your major goals and the
first person singular as though they
already existed today every single
morning and then every single evening
take about 5-10 minutes instead of
watching television
just before you turn on the television
say wait a second I’ve got to review my
progress and sit down and review what
you’ve done in the course of the day and
say what have I done right today what
have I done right that’s moved me toward
my goals and second question is what
would I do differently if I had today to
do over again those those four steps by
the way writing and rewriting your goal
each morning reviewing them in the
evening and asking yourself those two
questions what did i do right what did I
do that moved me toward my goals today
and what would I do differently if I had
the day to live over if you’ll ask
yourself those two questions in the next
thirty days you’ll accomplish more than
you accomplished in the last six months
this is the most incredible method I’ve
ever seen I learned it some years ago
just rewrite your goals every morning
because every time you write your goals
down you’re programming them into your
subconscious mind when you program them
into your subconscious mind you set up a
field of vibration within your brain and
this law of attraction based on this
field of vibration attracts into your
life people in circumstances that
harmonize with your dominant thoughts
everybody here has had the experience of
starting to read about a subject think
about a subject become interested in a
subject and suddenly you started to
attract into your life books magazines
articles conversations people
opportunities to expand on the subject
you had that experience before what you
do is you create a force field which we
cannot explain scientifically but it is
a field of vibration that goes out from
you and attracts back into your life
everything that you need to realize your
dominant goals and everybody’s had the
experience of writing down their goals
at the beginning of the year and opening
up the envelope at the end of the year
and finding that 80% of the goals have
been accomplished you ever had that
experience absolutely remarkable isn’t
it the only problem with goals is that
we don’t set enough of them and we don’t
set them highly enough you can have
anything you want imagine you could have
anything that you want anything that you
can hold in your mind on a continuing
basis you can have anything that you are
crystal clear
about wanting and are willing to pay the
price to get you can have so clarity is
the key be clear about what you want be
clear about what you have to do to get
it be clear about your vision be clear
speak walk talk and act with clarity and
that’s the final point with regard to
clarity is I have seen many men and
women who have tripped themselves up by
being leaders around the butchers if you
like they are very careful about
whatever they say and by the time they
say it people have gone home for lunch
and one of the keys to success is to be
very straight and to be very clear be
very precise interesting one of the
reasons why people do not speak to the
point is for fear of offending others
not true for fear of offending others
interesting study they did last year
they asked a great number of executives
male and female they said if you had to
tell a person something unfortunate with
regard to their career that was going to
affect their lives and this is something
that you’ve known for a long time how
would you go about breaking the news to
them and each of what the person
described the strategy they would take
they would set up the timing right they
would start off with a talk about
talking about subjects that they had in
common they would close the door and
keep out the noise and anyways they went
around and round and they’re all
circuitous routes how they would get to
the point and then they reversed the
question they said how would you like to
be informed of this same subject and
every single one of them said I’d like
to be informed in a straightforward way
I like somebody to tell me straight the
news you see all of us want to be dealt
with in a straightforward way because we
know we can take whatever it is but we
think that everybody else is too fragile
so what we do is we pussyfoot and
tippy-toe around and and avoid giving
them the news and we finally do get the
news to them sometimes causes more
problems than is necessary so be
straightforward be clear in your
language be clear in your actions let
people know exactly where you stand and
that people know exactly what you said
and what you mean very very important
and it takes practice by the way every
single one of these habit patterns every
single one of these qualities has to be
learned by practice competence and this
is the discovery that I made a couple of
years ago and it’s just staggered me
because I’ve been studying success for
years and then there’s the book in
search of excellence and then there’s
the pursuit of excellence and then
is refunding excellence and losing
excellence in’ and all the excellence
books and I sat down look this whole
concept of excellence and I saw
something that I hadn’t noticed it’s
almost like something brought to the
surface of your mind I noticed that
every single man or woman that I had
studied who had achieved any kind of
success in any field whatsoever had done
it after they had made a commitment to
becoming excellent in that field and I
began to look and I began to compare and
I began to talk to people and I speak to
thousands of people virtually every
month I found that I never found a
single person who was successful who was
not excellent at what they did that
competence the commitment to becoming
excellent in your chosen field is an
indispensable prerequisite for success
that if you are not good at what you do
you haven’t got a chance in our
competitive society unless you win the
lottery that success is predictable if
you commit yourself to becoming
excellent it does a whole lot of other
things within your mind but if you
commit yourself to becoming excellent of
changes everything about you and only
the top five or ten percent are
excellent you’ve heard the rule the
80/20 rule the Pareto principle that the
top 20% of sales people make 80 percent
of the sales that the bottom 80% of
sales people make 20% of the sales do
you know what the difference that the
ratio is there the ratio is the
difference between 16 to 1 that the
average income of people in the top 20%
is 16 times the average income of the
people in the bottom 80% now let me ask
you a question does it mean the people
in the top 20 percent are sixteen times
better than the people in the bottom 80%
16 times more experienced do they work
16 times the number of hours do they
have 16 times the number of years of
education are they 16 times more
handsome are they 16 times anything you
know that it’s not humanly possible to
be twice as smart as somebody else
I’m Esther looking at very very
unintelligent people and very very
brilliant people it’s it’s really not
humanly possible on average for us to
even be twice as smart as anybody else
but 20% of these people are making
sixteen times the average of the rest
Prudential insurance company just study
some years ago and they put the
thousands of agents that they have
throughout the United States into their
computers and compared their income and
it came out the 80/20 rule worked twenty
percent of their sales people were doing
eighty percent of the business
well they had all the data in the
computer so they ran it through one more
time they said what’s the average income
of the top twenty percent of the top
twenty percent compared to the bottom
eighty percent now for those
mathematicians among you that works out
to the top four percent what was the
average income they found the top four
percent were earning on average thirty
two times the average of the people on
the bottom eighty percent so they said
this is interesting and they ran the
through one more time they found that
the top twenty percent of the top twenty
percent of the top twenty percent which
is the top 0.8 percent that’s good top
point eight percent were earning on
average fifty four times the average of
the people in the bottom eighty percent
what they found is that in every state
and in every major city where they had
an office with a large number of agents
working out of it there was one agent
who was selling the same product at the
same price to the same people with the
same competition under the same
circumstances under the same set of
difficulties in the economy who was
earning fifty times the amount of the
average adult that there were 50 agents
in the office and one person was earning
more than all of them put together isn’t
that amazing and one of the things they
found is that the key to this was that
each one of these agents had made the
commitment to become excellent early in
their career they didn’t say I’m gonna
go into this and I’m going to earn a
living they said I’m going to go into
this and I’m going to be the best and
they read every single book written by
the top agents and they went to every
single seminar and they listened to
every single tape and they spent every
single hour they could with other
successful people learning what they
needed to know to be successful you must
commit yourself to excellence you must
commit yourself to becoming the best and
the wonderful thing is that excellence
is a journey it’s not a destination you
never get there
complacency and satisfaction are the key
enemies of excellence but once you
commit yourself to becoming excellent
the whole world opens up for you a very
important point of excellence is just
means simply this do your best every
time out and always strive to do it
better
do your best every time out and always
strive to do it better remember it’s
usually the last 5 or 10% of any job or
project that makes all the difference
and what we do is we get to 90% done and
then we start to drag our heels we start
to put the paperwork aside we start to
think of excuses we start to do what is
fun and easy rather than what is hard
and necessary a second point with regard
to excellence is this is that if you are
not excellent in your field you don’t go
anywhere you’re locked in place I had a
young man come up to me at an employment
seminar not long ago and he said there’s
no opportunities in sales he said I just
got laid off and I said young man I said
if you were good in your field you would
not have been laid off because good
salespeople are the rarest people in our
society and he just said well I said
have you ever studied sales he said well
I don’t need to study sales I said why
not he says well I just do what comes
naturally I said I rest my case
selling is an art selling today is the
profession selling is a science that in
order to be good in selling you have to
study it and study it and study it and
you have to study it more than the
person next door who’s also determined
to become excellent excellent yields
offered excellence yields opportunities
because when you become good you open up
it’s almost like that the red sea of
opportunity opens up in front of you
when you become excellent you come to
the attention of people and people try
to get you and they give you more
responsibilities and more opportunities
and you know when you put on the but
your business card that you’re the top
person in your particular field people
like to buy from the best salespeople in
their fields and by the way you can tell
how excellent you are at any time any
time of your life you can tell how
excellent you are very simple measure
how many job offers have you had this
much
interesting question how many drop-off
how many people called you up and said I
want to hire you away from where you are
and I’ll pay you more and give you a
better deal because excellent people get
job offers every month some of them get
job offers every single week if you’re
not getting job offers the market is
telling you this is what they think of
your level of competence very very
important and if you’re going to do
anything at all the only time you’re
going to get any joy out of it is if you
do it well you see when we do something
well it gives us a feeling of
self-esteem and pride we feel like a
winner but do we do things in an average
way it doesn’t give us anything you
notice that it doesn’t give us anything
we do at an average way it doesn’t give
us anything but if we do it in a really
exceptional way it makes us feel
wonderful about ourselves that’s why the
companies that have committed to
excellence are not hundreds of percent
better in any given area what they are
is they are one or two percent better in
a hundred different areas and that’s the
key you see you don’t have to be a
quantum leap different from somebody
else you just have to be a little tiny
bit different in the critical areas that
make a difference and you can achieve
that simply by making it a goal setting
it as a goal and working on it you can
become anything that you want to become
the harder you work the better you get
the harder you work the better you get
you know in our society it is a lot of
controversy over why should I work so
hard for my job the fact of the matter
is the less than 5% really succeeded
that’s for less than 5% of the
population really succeeded life of a
hundred people working today only one
will be wealthy when they retire four
will be financially independent 15 will
have some savings 80% will be broke and
dependent upon charities and pensions
only one or two percent of people in
each generation really makes it in life
and every single study those people who
make it are those who work hard hard
hard and if you think that it’s hard to
be successful try being a failure try
coming to the end of the trail with no
money dependent upon pensions and you
don’t know what hard is until you try
living like that
but if you work hard the average
self-made millionaire in America works
12 to 13 hours a day works about 60 to
65 hours a week I’ll tell you this with
regard to hard work that you in our
society you only work eight hours a day
for survival everything over eight hours
is for success and if you’re only
working eight hours a day you’re in
trouble if you’re only working eight
hours a day you better have a rich uncle
or you better have somebody else is
going to take care of it because eight
hour
they only gets you survival in our
society cuz it’s so competitive that
somebody else is working 9 they’ve got
an edge on you somebody else is working
10 they’ve got a bigger edge on you
every hour over eight that you invest is
an investment in your future is an
investment in your success and if you
put in the hours over eight or whether
it’s studying or reading or working if
you put in the hours it will pay off and
it will pay off in spades it’s like
throwing seed in the ground when you
throw a seed in the ground the plant
that comes up is not just one seed it’s
hundreds of seeds there’s a crop that
you put in but you must put the seed in
the ground first the market only pays
excellent rewards for excellent
performance it pays average rewards for
average performance it pays below
average rewards for below average
performance and I talked to men and
women all over America who are unhappy
and they’re sad and they don’t like
their work and you know why is because
they’re not good at what they’re doing
let me give you a couple of key points
it’s first of all you’ll never have a
feeling of self-esteem and self-worth
you’ll never feel wonderful about
yourself until you know that you are
good at what you’re doing number two is
if you do not love your work enough to
want to be the best at it get out of it
the way you would get out of a burning
house do not stay at a job that you do
not love because is is the high road to
failure dissatisfaction frustration and
unhappiness and like concentration I
think that the ability to focus in
concentration are the two keys to
success in life that the ability to
focus clearly and know exactly what it
is you want to accomplish and the
ability to concentrate single-mindedly
on accomplishing that one thing without
diversion or distraction are the keys to
success it’s the number one key to
effectiveness is to be able to sit down
and look at your work and use the 80/20
rule say to yourself which is the 20% of
the number of things that I have to do
that account for 80% of the value of my
work and always work on the top 20% you
see in life there’s never enough time to
do everything but there’s always enough
time to do the important things instead
of doing what is fun and easy which is
what most people do know they do they
make a list of everything they have to
do and then they start at the bottom of
the list and they work on the irrelevant
things at the end of the day they
haven’t got anything done successful
people peak performers concentrate on
the top items and remember anything
other than working on the top items on
your list is a waste of your time and
time management is not just time
management time management is life
management you can do anything you want
with your
if you’ll manage your time property we
all have the same 24 hours a day and the
ability to concentrate concentrate
concentrate to discipline yourself to
use willpower and perseverance to
concentrate on one thing at a time is a
quality of all success nothing great has
ever been accomplished without the
ability to concentrate single-mindedly
on one thing at a time always
concentrate on the best use of your time
here is my favorite time management
question which I give to you for free
it’s simply this before you start
anything ask yourself what is the what
is the most valuable use of my time
right now make a list and say what is
the most valuable use of my time right
now when you get into your car say what
is the most valuable use of my time
right now when you leave the house or
leave the office say what is the most
valuable use of my time right now ask
yourself that question over and over and
over again repeat it and repeat it and
repeat it until it’s driven into the
subconscious mind as a command and
whenever you have a temptation to do
something that is small and irrelevant
that command will go blam what is the
most valuable use of your time right now
in your whole and it’ll push you into
doing what is the most valuable use of
your time and whenever you’re working in
the most valuable use of your time you
feel great you get concentrated effort
is a source of energy and enthusiasm it
makes you feel wonderful when you’re
working on something important and it
makes you feel nothing when you’re
working on something irrelevant develop
a sense of urgency a sense of urgency is
a quality that is possessed by only 2%
of the population 2% of the population
do things fast 2% of the population have
a bias for action in – in Tom Peters
wonderful book in search of excellence
he says all the excellent companies have
a bias for action and all of the
companies that do not classify or do not
come into the excellence category do
things when they get around to it you
call them up and you have a problem or a
complaint you hear from them three or
four weeks later but the excellent
companies you call up with a problem or
complaint bang there’s somebody back to
you in two minutes if you ever want an
experience call IBM call hewlett-packard
and say I’m having a problem getting
some information I’m having a problem
with my PC they won’t let you off the
phone until they’ve taken care of you
you call the other companies they’ll say
it’s not my job
let’s say the guy who takes care of that
isn’t here when levy back I don’t know
can you take a message I don’t have a
pencil you know you’re spoken to those
people and then they can’t understand
why they’re struggling you know that
eighty twenty percent of the companies
make eighty percent of the profits in
every industry interesting ly enough so
develop a sense of urgency get the
reputation as the person who does things
fast develop a reputation for speed and
dependability and your future will just
open up in front of you imagine if you
owned a company and you had two people
in the company and both of them were
reasonably well talented both of them
were doing reasonably well except one
person had a sense of urgency and did
things fast and every time you give him
something to do they took em they ran
with it like a ball player catching a
fumble and running for the goal line the
other person got to it after lunch or
maybe next Monday or no rush weeks
almost over Thursday afternoon and so on
which one would you give additional
responsibility to which one would you
promote which one would you spend money
training which one would you send to
places where you needed help
it’s always the person with a sense of
urgency I can tell you this that the
sense of urgency for me has been worth
hundreds of thousands of dollars as a
consultant I have been able to save my
clients sometimes millions of dollars by
acting fast when they’ve given me a
project to take care of whereas if I had
acted even a day later it could have
cost a fortune
and if you’ll develop that habit of
working fast working fast a sense of
urgency act now do it now do it now do
it now in selling especially somebody
calls you up and has a question get back
to them now somebody has a problem get
back to them now somebody needs
something move on it quickly if you have
to forego coffee breaks or lunch or
something else move fast if you develop
that reputation for speed it will be
worth a fortune to you takes a little
while but it’s a heaven
most people just sort of shuffle through
life you know they get to it when they
feel like it but all the excellent
people all the high performers have a
sense of urgency and finally complete
each job that you start get on with the
job and stay with it till it’s a hundred
percent finished the difficulty that
people have in completing their task is
absolutely amazing
in a study amongst 160 fixative officers
last year they were asked what qualities
out of 26 would be most important in
putting a person on the
track to success in your company and
they agreed almost unanimously two
qualities number one the ability to set
priorities to determine what is relevant
and separate it from what is irrelevant
and number two is a sense of urgency the
ability to get on with the job and get
it finished and get it finished fast
[Music]
common sense according to the Gallup
Organization that just did a wonderful
book called the great American success
story they survey 1500 people in Marquis
Who’s Who in America 1500 the most
respected men and women in America and
they asked them what do you consider to
be the most important single quality of
success and they agreed almost
unanimously on common sense just common
sense good common sense is my friend
Charlie Jarvis says the average person
has an enormous amount of common sense
because they haven’t used any of it yet
you can train your mind to have common
sense you can train your mind to think
things through before acting in my
experience action without thinking is
the cause of every failure action
without thinking is the cause of every
failure and common sense comes from
taking the time to think things through
before you act
listen to your intuition your intuition
is one of the best guides that you
possibly have you know from some of the
other work that we’ve done is that each
person has inside them and intuitive
sense which will always give you the
exact right answer for you they’ve done
some studies between men and women when
they test women’s intuition
you’ve heard of women’s intuition every
sort of women’s intuition they find that
when you give men and women tests and
they’re asked to answer on the basis of
their intuition men’s intuition is
equally as accurate as women’s intuition
the only difference is that in real life
women have the intelligence to listen to
their intuition which is why they’re
smarter than men and women and men do
not listen to their intuition instead
they override their intuition because
they’re trying to get something they
want the fastest and easiest way even if
their gut feeling says don’t do it so
anybody here ever gone against their
intuition and had it work out no your
intuition will always give you the most
accurate answer for you it’s almost like
an inbuilt computer that will take all
of your life experience and knowledge
and everything going on around you and
give you exactly the right answer so
listen to your intuition learn from your
setbacks this is one of the
characteristics of high-performing men
and women is that every single time they
have a problem or a difficulty they sit
back and they dissect it and they learn
everything possible from it they try to
develop general principles from each
setback they say what is the valuable
lesson I can learn so you take a look at
everything that has happened to you take
a look at the very most difficult
experience that you’re in right now and
ask yourself what is the most valuable
lesson I can learn from this experience
and believe me if you look for the
lesson in the Bible it says seek and ye
shall find
it doesn’t say seek and occasionally you
might find something it’s a seek and ye
shall find if you look for the valuable
lesson or the seed of an equal or
greater advantage or benefit in every
difficulty you will find it it’s always
there and I love the line from Socrates
that says the unexamined life is not
worth living which means that the life
or you do not take the time to reflect
on your experiences Aristotle said that
wisdom is an equal measure of experience
plus reflection and the reason so few
people have wisdom is what they have is
experience experience experience but
they never take the time to sit back and
reflect on what’s happening to them
reflect on what they’re learning how
many people here have seen people get
out of bad relationships and get
immediately back into bad relationships
or get out of a lousy job and
immediately join a company get into
another lousy job what is the natural
thing that people do they they get fired
or laid off from a job they quit they go
down the street they look for what I
know another job exactly just like an
act exactly like it
tap your creative potential accept the
fact that every single human being is a
genius and all successful men and women
are creative they’re creative in that
they respond to their world differently
they ask questions they’re flexible
they’re curious you know what they the
hallmark of creativity is curiosity the
hallmark of ignorance and stupidity is
the cessation or stopping from asking
questions and I’ve worked with some of
the brightest men and women in this
nation and I find that the smartest
people of all the ones that have the
greatest education and the most
experience are the ones who ask the most
questions they ask questions almost as
if they were children but they never
stop asking questions they’re very open
and flexible and they have the ability
once they learn of new piece of
information to drop what they’re doing
if the new information contradicts
didn’t do something else do you know
what most people do most people keep on
doing what they’re doing until they run
into a wall as they say the more you do
of what you’re doing the more you’ll get
of what you’ve got someone will point it
out to me not long ago and I think it’s
very true is that all changes in our
life come with the input of new
information that if we do not have new
information we keep on doing the same
thing forever as the result of inertia
and creative people are always looking
for faster better easier cheaper newer
ways to do things
remember 80% of everything that we are
doing today and our general business
will be different five years from now
80% of the products that we use the food
that we eat the cars we drive this music
we listen to the movies we go to even
the streets we drive on 80% of
everything will be new in five years
that’s how rapidly things are changing
according to the research all you need
is an idea that’s 10% new to start a
fortune
an idea is 10% new as a matter of fact
an idea this more than 10% new is
probably too new for the average
consumer to accept it an idea that’s 10%
new the interesting point the single
greatest source of self-made
millionaires in America you know what
industry it is and you guess wouldn’t
believe it
dry-cleaning dry-cleaning shops is the
greatest single source one industry
that’s contributed more self-made
millionaires than any other industry
dry-cleaning shops now the key to this
if you want to become wealthy if you
want to be it I’m going to tell you
something that if you want to be wealthy
in life if you wish to become very
wealthy if you wish to become even a
millionaire you can do it if you’re
willing to pay the price
but most people become millionaires by
offering a good or service that people
use all the time and they offer it just
a little bit better they do it just a
little bit faster they put a little bit
more grace or finesse into what they’re
doing they handle it they wrap it they
are more polite the the restaurant that
has people coming back to it may have
food that’s only five percent different
but it’s the way that people handle it
that’s so different you can you can do
anything you want in life all you have
to do is find an idea that’s ten percent
new and you’ll find it if you flood your
mind read magazines read books ask
questions ask why people are doing
things the way they’re doing I was
talking to a man not long ago made a
million dollars in Chicago and he made
it laying bricks and he never laid
bricks in his life but he found he went
to a union brick laying job a large
building downtown
and he asked them why they were laying
bricks like that and why half the men
were sitting around they said well it’s
the way we always lay bricks he said
well how come all the men are sitting
around well because they have to lay the
corners first and then the men fill the
bricks in between so why can’t they lay
the corners and the walls at the same
time said we just don’t do it that way
so he sat down knew nothing about
construction he sat down he came up with
a system that enables you to build the
center of the wall and the corners
simultaneously and then he bid on
construction jobs and he could bid 40
percent under any company using the old
method and within a year he’d made over
a million dollars in construction yet
half the construction in Chicago a few
years ago and didn’t know anything about
it look for ideas keep your mind open
and flexible ask questions remember one
new ideas all you need to start a
fortune and within every single person
here you have four ideas an average of
four ideas per year driving to and from
work any one of which will make you a
fortune
any one which will make you wealthy how
many times I can prove it to you want me
to prove to you how many times have you
been going about your daily business and
you see the need for a product or
service and you said now I wonder why
somebody doesn’t produce that and about
two or three years then you say well
can’t be any good I thought of it after
I for all my Groucho Groucho Marx when
he resigned from a club once he said I
wouldn’t I wouldn’t be a member of a
club that would have I wouldn’t enjoy a
stay in a club that would have me for a
member have people like me for a member
so we should get those ideas and we say
well can’t be any good because I thought
of it and then two or three years later
a company comes out with that idea or
some company coz and makes a million
dollars that you say I thought of that
idea two or three years ago every single
person here has had that experience what
you have to do is trust your ideas trust
right if you decide that you’re going to
earn a certain
amount of money that you’re going to
achieve a certain level of wealth that
you’re going to achieve a certain life
estate and you program that into your
subconscious mind and you then turn it
over to your intuition you will get the
ideas the insights the inspirations
necessary to achieve your goals and
that’s the only difference between very
wealthy successful people in the average
person is that they simply follow their
intuition they’re not smarter they’re
not different they’re not more educated
than not more talent they just follow
that inner guide consideration is based
on the fact that the quality of your
relationships with other people more
than anything else will determine your
success in life how well you get along
with other human beings your quality of
interaction will determine their
happiness your success your achievements
your wealth and anything else Charles
Schwab the founder of US Steel said that
I will pay more for the ability to get
along with others than for any other
skill in America and that’s very very
true develop the people skills that you
need to be successful take courses in
communications take courses ineffective
listening take courses in public
speaking you know one of the most
important parts of communicating to get
along well with others is the size of
your vocabulary you’ve probably heard
that before the size of your vocabulary
your ability to express yourself orally
your ability to stand on your feet your
ability to write effectively and get
your point across to others will have a
tremendous impact on your life because
you cannot imagine a successful person
who cannot communicate effectively with
other people and you can develop the
capacity to be an excellent communicator
if you were to learn one new word a day
if you were to make an effort by
carrying a dictionary around I used I
have taught myself French Spanish German
and smatterings of about 10 other
languages and the way I taught myself
that was I learned the basic vocabulary
I studied it learned the basic
vocabulary and it carried a dictionary
around with me and every time I saw a
word I didn’t know I looked it up in the
dictionary and within a very short
period of time I could eat live walk
talk and speak fluently in those three
societies and I’ve traveled all over the
world in those three languages sometimes
I get in a position when I’m talking to
a person and French and a person in
German the person in Spanish and my mind
goes e and I end up babbling but
nonetheless you can learn it just simply
by looking up the word if you looked up
one word a day which would be 365 words
a year within five years you’d be one of
the best educated people in history
because every word that you learned
would introduce you to about ten more
sort of open the door to about ten more
the average child learns almost 5,000
words in the first five years of life
the average adult learns less than five
words a year and yet it is words are the
tools with which we think that the buret
words we have the batteries are thinking
just like the more tools a craftsman has
the better is what he creates the more
words we have the better is the world
that we create so Communications is
important the most important part about
consideration is to practice the golden
rule I think that the golden rule which
is based on the law of sowing and
reaping whatsoever that you would have
men do unto you do so do you sow unto
them you get out of life exactly what
you put in what you sow in your
relationships you reap in your
relationships the golden rule is the key
to consideration but you can practice
you can learn to be more effective with
other people
you can take courses in it you can study
behavioral psychology everybody in sales
should be an expert on behavioral
psychology and whenever I ever hear a
person say well I don’t need to study
that I do what comes naturally the
person is saying I’m determined to be a
failure for the rest of my life and I’m
announcing it to anybody who’ll listen
because sales is so precise the ability
to communicate and to persuade and
influence other people is such a complex
field that you know some psychologists
study at all of their lives
if you become excellent in it you can
write your own ticket
almost all entrepreneurial fortunes
people who start with nothing to become
millionaires do it because they’re good
salespeople they’re good at convincing
others they get excited about their
ideas but they have the skills to be
able to persuade other people to go
along with them does that make sense
of course because the opposite have been
persuading influencing other people’s to
be ignored by other people and to be
influenced by them so it’s so it’s it’s
a matter of choice the Carnegie
Institute of Technology did a study
about seven years ago ten years ago now
and they studied 10,000 men and women
who were let go from their companies and
they found that 95 percent of the people
who were let go from their companies
were let go because of their inability
to get along with others this is caused
by low self-esteem more than anything
else in my estimation those of you who
know know that low self-esteem more than
anything else causes our personality
problems not liking ourselves not
accepting ourselves feeling inferior
inside cause us to lash out at other
people and the wonderful thing is that
if you’re clear about your goals and
you’re committed to becoming excellent
and you concentrate single-minded on
what is important to you you have a
tendency to like yourself more your
self-esteem goes up your ability to get
along with other people goes out but if
you have no goals and you’re not very
good at what you do and you’re just
doing whatever comes to hand and your
self-esteem goes down so one of the
things that we’re talking about here is
the building of the characteristics the
personality qualities that guarantee
success and self-esteem of course is the
foundation of all success and
relationship consistency is absolutely
critical you can have all of the others
but if you’re inconsistent it’s going to
really hurt your consistency means that
dependable steady predictable work is
always vastly superior to spurts or
flashes of brilliance and genius that
the person who is like The Tortoise who
just plod steadily away old steady Eddy
is always the person who tends to be
more successful than the one who flashes
here and flashes there but cannot be
counted on over the long term be
consistent in your relationships
especially be consistent with your
family be consistent with your friends
be consistent with your boss be
consistent in your work make you make it
so that you are the type of person that
everybody can depend upon that people
will believe in and they’ll depend upon
and they know that if you say something
that you’ll do it that if you say you
will be somewhere or if you undertake a
responsibility that you will fulfill
that responsibility that’s sort of
consistency that sort of dependability
is one of the most valuable things in
the world of work today I work with so
many companies and I have staffs that
work in my companies and I know that the
greatest joy that an employer can have
is to give a person the job and know
that it’ll be done and the most
aggravating thing in the world is to
give a person a job and have no idea if
it’ll be done if it’ll be done to a
particular quality if it’ll be done on
time or anything else just being the
steady person you don’t have to be a
genius you don’t have to one of the
things that I found if I can pass this
on to you one of the things that I found
when I was a young man which helped this
cost me about 10 years of life by the
way not ten years so much but ten years
in that I thought that you had to have
good grades in school in order to be
successful and then later I thought that
you had to have a university education
in order to be successful and then later
I thought that successful people are
people who are somehow better than you
they somehow have unique talents that
somehow the gods have descended from
Olympus and touched them on the heads
but one of the things that I found is
that nobody is better than you or I when
you see men or women accomplishing great
things they’re not better than you and I
they’re not different from you or I
they’re just doing things in a different
way you look at a person you went to
school with who’s now doing surgery as a
doctor the person’s the same person
except that they’ve learned how to do
surgery you look at a person who you
went to school with who is now an
outstanding success in a particular
field all they’ve done is learned how to
be a success in that field and
consistency there’s a there’s a law of
accumulation in the universe if I can
pass this on a law of accumulation that
says that even though you do a hundred
things or a thousand things that you
don’t see eventually they accumulate and
they gather a force of their own that
every single great accomplishment in
life is the result of thousands of minor
accomplishments that nobody ever sees
one of the people on the program
lifestyles of the rich and famous who
had become successful as a singer they
said isn’t it wonderful that you become
so successful as a singer she said yes
it’s wonderful she said but when I’m up
on stage in Las Vegas and I’m making
$50,000 a week or whatever happens to be
says nobody sees the 16 years that I
spent traveling around living in a van
singing in cheap honky tonks where
people throw up on your piano and get
drunk on the floor in front nobody sees
the 16 years of living on their Road
living at an average of less than $5,000
a year what they see is the person up
there in the stage but every single
great success was at one time a failure
and they failed and failed and failed
and failed over and over again and all
great successes are story of failure
failure failure failure failure
outstanding success boy ain’t he lucky
as in that right boy he was lucky sure
had the right connections so consistency
is important and even if you don’t see
yourself getting the results be
consistent keep working steady steady
steady knowing that you’re accumulating
you’re putting yourself on the side of
the angels when you’re working
consistently
finally with regard to consistency guard
your integrity as a sacred thing as
Ralph Waldo Emerson said nothing at last
is sacred but the integrity of your own
mind
never compromise your integrity for
anything and never compromised your
peace of mind for anything you see
compromising your peace of mind is a way
of compromising your integrity
they ever do anything that disrupts your
peace of mind if it makes you feel
unhappy get out of it
don’t stay in relationships don’t stay
in jobs don’t stay in situations that
cause your peace of mind to be disrupted
because your peace of mind
is the highest good that you have and a
person who practices consistency
consistently structures their life so
what they are doing is being true to
themselves what they are doing is living
up to the very best that is in them as a
human being and that takes tremendous
courage it takes tremendous courage
because it’s so easy to go along with a
crowd but you’ll never be really happy
unless you know that you are being true
to yourself and completely true to
yourself commitment I found that the
ability or the willingness to make a
complete commitment to a job a
commitment to a relationship a
commitment to a profession to make a
commitment is one of the hardest things
that human beings do that very few
people make commitments that most people
in this room I hate to say that most
people in this room are not totally
committed to their work oh yeah now
they’re doing it so they’re in it
they’re doing a reason to be a good job
though buddy’s fired them yet right but
they’re not committed their whole heart
isn’t into it and yet no success as
possible without commitment who is it
that Emerson said that every great
achievement is the triumph of enthusiasm
that the ability to commit yourself and
Suze a Stickley wholeheartedly 100% to
what you want to do is the starting
point of all achievement that if you
could not commit yourself wholeheartedly
it probably means that it’s not right
for you and that all of us in life seek
for something that we can commit
ourselves to Alan Cox in his book the
achievers which came out last year found
that these executives in the
corporations that he studied who
achieved the very most in the shortest
period of time had found the proper
niche for themselves and had lost
themselves in their work dr. Solley
Blatnick study of self-made millionaires
83 out of 1,500 people became self-made
millionaires over 20 years he found that
the one quality that they all had in
common was that they picked work that
they loved they specialized in that work
they became very good in it
and they eventually begin paid very well
for it and then they held on to the
money I throw that last one in because I
know a lot of you can relate to that
they held on to the money they didn’t
gamble or speculate they were very
conservative with their money they got
paid more and more and they held on to
it one of them started off cleaning
toilets on the night shift for an
airline and today is the president of
the airline it makes 1 million nine
hundred fifty thousand dollars a year
I’ve been with the airline for 35 years
but it’s not easy to be not difficult to
become a millionaire when you’re making
$1,950,000 here even with taxes you can
still do pretty well he found that the
quality that separated these people from
the ones who struggled for 20 years and
weren’t much further ahead than when
they started was that they became
totally absorbed in their work totally
committed to their work they lost
themselves in their work and when they
lifted up their head about the age of 43
44 their accountant told them by the way
they’re worth over a million dollars now
did you know that most of them became
wealthy without even knowing it and so
it’s important that you find the work
that you can commit yourself to it’s
important that you find the relationship
you commit yourself to and if you are an
employer and you have people working for
you who are not committed to their work
these people are like rotten apples in a
barrel I have found that people who are
not committed to their jobs are people
who always cause trouble within an
organization and the people who are
committed they don’t you don’t have to
be the most talented and you don’t have
to be the best-looking you don’t have to
be the best educated but if you’re
committed to your work you’ll do more
than all the people with all of those
blessings so commitment is important
commit yourself to your boss commit
yourself to your job commit yourself to
your relationships commit yourself to
your company loyalty is one of the most
valued single qualities in work and
Peter Drucker says that more executives
fail in life because of lack of loyalty
to their companies to their boss than
for any other reason and why is lack of
loyalty lack of loyalty is just the
expression of lack of commitment to that
organization
courage means that you have the ability
you have the willingness to confront
your fears because what I found over the
years is that brave people courageous
people are not people who are not afraid
they’re simply people who master their
fears
they’re simply people who face their
fears confront their fears and mark
twain’s that many years ago he said was
regard to fear he said do the thing you
fear and the death of fear is certain
now fear and courage tend to be habits
that if you are afraid and you give in
to the fear and you back away it becomes
a habit to back away whenever you’re
afraid or unsure if you’re afraid and
you force yourself to confront the fear
it becomes a habit to confront the fear
whenever you find something that you’re
afraid of and you’ll find that most
fears disappear when you confront them
the most fierce fears of failure fears
of rejection
fears of loss fears of pain there’s the
limitation fears of the loss of a
relationship fears of ill health
most of these fears disappear when you
confront them head on it’s almost like
as you push them they just turn into
smoke and disappear dare to go forward
in your life dare to go forward in the
direction of fulfilling your potential
why when I was many years ago I was a
karate student I was also a kotti
instructor and I competed in three
international championships and one of
the things that I learned from my best
karate instructors and I studied under
six world champions is they told me that
when you fight always move forward even
if you’re only moving forward half an
inch at a time he’s always move forward
so when you’re moving forward a hundred
percent of your attention is forward but
if you’re moving backward even a half an
inch at a time half of your attention is
always behind you and where you’re going
so always move forward always have it
dare to go for whenever you have a
choice of either staying still and
playing it safe or moving forward move
forward not because you’ll necessarily
succeed every time because it reinforces
and cements the habit of moving forward
and most people when they have a choice
of moving forward or staying playing it
safe play it safe but I think General
MacArthur General Douglas MacArthur said
there’s no security in life only
opportunity
life is very perverse in a way because
the more we seek security the less we
have it and the more we seek opportunity
the more we have security
Helen Keller said is beautiful she said
life is either a daring adventure or
nothing at all that the tendency she
said in the earlier parts of this
statement she said the tendency to seek
security is the low road to failure that
courage is absolutely essential and one
of the things that I I used to think
that if you were really courageous
eventually you got to the point where
you weren’t afraid I’m gonna tell you
something that if you’re not a little
bit afraid at least three or four nights
a week you’re not trying hard enough if
you’re not falling your face over and
over again if you’re not trembling when
you go to sleep with your heart pounding
if then what is happening is you’re not
trying hard enough
you’re living too far within your
potential that already successful people
live on the outside edge of what they’re
capable of and it’s always a little bit
scary on the outside edge because we all
have feelings of uncertainty we all have
fears we all have doubts that hold us
back but the brave person is simply the
person who moves forward and keeps
taking the chance and you cannot imagine
a successful person without courage you
cannot imagine a successful person
without the courage to face and confront
their fears and to move forward in my
experience the fear of failure is the
greatest single reason for failure in
adult life the fear of failure the fear
of making a mistake of losing our money
our time or effort is what paralyzed us
and holds us back but the fear of
failure is a habit which can be
counteracted by the habit of courage and
if we don’t overcome that fear of
failure then we’ll just be like the 80
90 percent that do not fulfill their
potential see the wonderful thing is
only a few percentage of people fulfill
their potential in any generation and we
can join those people simply by deciding
to do so and doing what the other people
do the simple is that if we decide to
become an engineer what do you study you
study engineering if you want to become
a better cook what do you do study
cooking do you try to do it all by
yourself no you get cookbooks you take
classes and so on and so forth if you
want to be successful if you want to
fulfill your potential study the men and
women who are fulfilling their potential
and just do what they do
and finally with regard to courage the
expression of courage is to persist in
the face of adversity but to persist
when things really get rough to be able
to pick yourself up and pick yourself up
over and over again and believe me if
you decide to go for the goal in your
life you’re going to get knocked down
over and over and over and over again
every single week you’re going to have
heartaches and disappointments and
frustrations and setbacks and obstacles
but without those obstacles no success
is possible you see the only way we can
be successful is if we develop momentum
and we cannot develop the momentum
unless we are struggling with obstacles
and struggle with adversity goes hand in
hand with all great success what most
people do is they back away from
adversity but if you want to see if
you’re a brave person what they call the
four o’clock in the morning courage
weight when things go completely to
pieces when things are the worst when
your very best deal falls apart and your
rent is late and you’re tired and you’re
sick and everybody is mad at you and
your car doesn’t work then it’s the
person that picks themself up and says
nothing is going to stop me you know you
know the best quality in the world that
you can develop and I give it to you
because I’ve made it my life’s habit to
develop this quad hope I’ve got it I
don’t know for sure but the quality is
to develop the quality of being
unstoppable develop the quality of being
unstoppable say in yourself that no
matter what life throws at me it’ll
never stop me no matter how rough it
gets I will never quit and nothing will
ever stop me make the decision that you
can be tired you can be worn out but
nothing is ever going to stop you that’s
a wonderful decision because then no
matter what life throws at you you pick
yourself up and you say okay give it you
know do give it your best shot as far as
he says nothing is going to stop it’s a
wonderful feeling so wonderful feeling
as it’s the basis of self-esteem
it’s confidence and confidence comes as
a result of everything else if you do
all the things that we’ve talked about
if you concentrate on becoming excellent
concentrate single-mindedly be clear
about your goals consider other people
practice the golden rule if you practice
courage if your practice consistency if
you practice all of these then pretty
soon you develop a level of self
confidence the confidence comes as a
result you don’t get confidence out of a
bottle you don’t get confidence among a
pill you can’t learn confidence in a
motivational seminar you only get
confidence by doing certain things over
and over again that build a solid
foundation within your own mind that you
can do whatever you need to do that you
have what it takes to be successful
self-doubt is the great paralyzer of all
activity we all have self-doubt and the
way we overcome that self-doubt is by
doing the things that we would normally
back away from as it can say continue to
move forward self-confidence begets
great achievement you cannot imagine a
successful person with lacking
self-confidence that the wonderful thing
is this and I learned this from a very
great man who died recently is that if
you persist until you succeed at
achieving a goal that is important to
you and you complete it like a degree in
school or you wrap up a sale or you make
a career successful you plug into your
subconscious mind a success pattern and
then the subconscious mind running on
the basis of inertia attempts to adjust
your words actions and feelings to
duplicate that success pattern and
that’s why they say nothing succeeds
like success that once you’ve been
successful you have a pattern set down
which will enable you to apply that
pattern to another part of your work to
be successful in that and the more you
succeed the more this pattern of success
is reinforced and you’ll finally reach
the point where it’s impossible for you
to fail if you succeed enough times
because you will have within you a
self-adjusting mechanism that will
guarantee your success
[Music]
behave confidently as Dorothea brand
wrote in 1935 and her wonderful book
wake up and live
she said the key to success is this is
she said go confidently in the direction
of your dreams and act as though it were
impossible to fail go confidently in the
direction of your dreams and act as
though it were impossible to fail and
this brings us to the most important
part if I can just summarize in one
minute it is this is that your true
beliefs are only and always expressed in
your actions it is not what you say or
what you intend that tells what you
believe but only what you do your
actions are always the true measure and
the interesting thing that we’ve learned
in behavioral psychology is this that if
you do not feel self-confident
courageous consistent by concentrating
clear and so on if you don’t feel like
it most of us start off not feeling like
it if you will act the part if you will
pretend as though you have the quality
already the feelings will generate the
actions and the actions will generate
the feelings that if you will act walk
talk and live by the same principles and
do the same things that successful men
and women do even if you doubt yourself
in the initial stages eventually you
will come to the point where you
actually feel to the bottom of your soul
like a successful positive confident
cheerful optimistic unstoppable human
being
you