You Need To Hear This – POOR, BROKE, LAZY – Motivational Speech 2018

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 and 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
but 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 if 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’ve 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 10 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 and
nothing can stop you so let’s talk about
these principles they start with the
letter C each one on there’s ten
principles the first principle starts
with the letter C
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
son successful 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 fella goes up
to the edge of the woods and he sticks
his rifle into 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 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 in 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 gone 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 but you
want the second key with 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 develop the
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 telling that an 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’ve come to the crossroads but they
don’t know which direction to go 80
percent of all these seasons 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
and if that doesn’t work make another
decision and if 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 who’s 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
true and you can fulfill your dreams all
the great movers and shakers throughout
all of history have been dreamers they
have 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 thrill of 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 a
new 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
her own cars and as we grew older we had
a vision of having our own homes and our
own families and as we grew older 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 be
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 what
need not be done at all and many of us
and many of us work very very hard 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
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 payroll 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
really 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 rewrites your major
goals 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 fifty thousand dollars a year
every single morning right I earn fifty
thousand dollars a year if your goal is
to be excellent in real estate say 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 Fitz
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
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
or 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
to me 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
practicing 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 there’s refining
excellence and losing excellence and 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 it
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 there
the top 20% of sales people make 80
percent of the sales that the bottom 80%
of sales people make 20% of the sales
you know do 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
on the top 20% are sixteen times better
than the people in the bottom 80% 16
times more experience 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
unless you look at it very very
unintelligent people and very very
brilliant people this is pretty 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 did a 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 the 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 we’re 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 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 gonna earn a living
they said I’m gonna 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
their complacency and satisfaction of
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 this 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 five or
ten percent of any job or project that
makes all the difference and what we do
is we get to 90 percent 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 excellent 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
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 month
interesting question I many chopped 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
gonna get any joy out of it if you 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
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 get 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 five percent really
succeed
that’s real less than 5% of the
population really succeed at life of 100
people working today
only one will be wealthy when they
retire four will be financially
independent 15 will have some savings
eighty percent 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 in 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 you because eight
hours a day only gets you survival in
our society cuz it’s so competitive that
somebody else is working nine they’ve
got an edge on you somebody else is
working ten I’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 there
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
the high road to failure dissatisfaction
frustration and unhappiness in life
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 nor 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 life 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 repeated and repeated and
repeated 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 Yahoo 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 of 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
they say the guy who takes care of that
isn’t here when we be 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 interestingly 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 and 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 that 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 habit
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 tasks 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 fast track to
success in your company and they agreed
almost unanimously no two qualities
number one the ability to set priorities
to determine what is relevant
separate it from what is irrelevant and
number two is a sense of urgency the
ability to get on with the job and get
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
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
everybody 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 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
where 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
an act exactly like
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 have 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 it
and 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 would 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 the
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 and ideas 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 interesting point the single
greatest source of self-made
millionaires in America do 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 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 if 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 5% 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 10% new and you’ll
find that 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 that’s the
way we always laid bricks he said well
how come all the men are sitting around
said 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 in the walls at the same
time so 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 looked 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 of which will make you
wealthy how many times I can prove it to
you want me to prove it 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 2 or 3 or did you say well
can’t be any good I thought of it after
after all I 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
have me for a member I 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 your idea if you
decide that you’re going to earn a
certain amount of money that you’re
going to achieve a certain level of well
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 and 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 talented
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 ten other languages and the way I
taught myself that was I learned the
basic vocabulary I studied it learned
the basic vocabulary and 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 in France and a
person in German the person in Spanish
and my mind goes
ee 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 to 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 more words we have the
better is our 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 so 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
sales people 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 is
to be ignored by other people and to be
influenced by them so it’s so it’s a
matter of choice the Carnegie Institute
of Technology did a study about seven
years ago 10 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 caused 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 in
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 staff that
work in my companies and I know that the
greatest joy that an employer can have
is to give a person a 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 and I they
somehow have unique talents that somehow
the gods
descended from Olympus and touched them
on the heads one of the things that I
found is that nobody is better than URI
when you see men and 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 he
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 on 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 of
scanning success boy ain’t he lucky
isn’t 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 compromise 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
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 it most
people in this room are not totally
committed to their work oh yeah they’re
doing it 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
enthusiastically wholeheartedly 100% to
what you want to do is the starting
point of all achievement that if you
cannot 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. swelly 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
began 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’s the president
of the airline it makes 1 million 950
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 million
nine hundred fifty thousand dollars a
year 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 you’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 can 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
[Music]
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 have Mark
Twain’s that many years ago he said with
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
than most fears fears of failure fears
of rejection fears of loss fears of pain
fears the limitation fears of the loss
of a relationship fears of your help
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
III when I was many years ago I was a
karate student I was also a karate
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 just 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 whatever you have a
choice have 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
McArthur 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
this beautifully 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 are really courageous eventually you
got to the point where you weren’t
afraid I’m gonna tell you something but
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
following 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 all really
successful people live on the outside
edge of what they’re capable of and it’s
always a little bit scary on the outside
is 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 theory the fear
of making a mistake of losing our money
our time or effort is what paralyze us
and holds us back but the fear of
failure is a habit which can be
counteracted or 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 simple is that if we decide to become
an engineer what do you study you study
engineering you want to become a better
cook what do you do you 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
great 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 disappear
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 wait
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 cause I
hope I’ve got it but I don’t know for
sure but the quality is to develop the
quality of being unstoppable develop the
quality of being unstoppable stay 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
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 could 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
behave confidently as Dorothea brand
wrote in 1935 and her wonderful book
wake up and live
she said the key to success is this she
said go confidently in the direction of
your dreams 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 like 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 [Music]