I believe desire and will to win is
everything I don’t know why I’m like I
am but my butt’s always burning there’s
always something say art dadgummit
you’re supposed to go far alright dad
gummit you’re supposed to be somebody
you’re supposed to make a difference
with you lie what does the $500,000 your
person do the $50,000 your person
doesn’t do you looking outside and study
those two individuals everything seems
to be the same they both are the same
sex they both are the same age have the
same training the same positions the
same contract the same fringe benefits
they both are successful they work hard
they’re good family people make tough
commitments but what’s the difference
what does the $500,000 your person do
the $50,000 your person doesn’t do he
pays the price and a little bit more he
works hard and a little bit more he’s
loyal to the company a little bit more
he believes in a little bit more he
makes Maine a little bit more he saves
money a little bit more if you want to
win in these United States you got to be
tough and you can’t quit the last thing
I’ll talk to you about today in building
this winning edge is folks if you want
to win in business you’ve got to be a
leader leadership is everything you show
me anything in these United States that
win I’ll show your leader at work you
show me a successful church Boy Scout
Troop Club football team business I’ll
show you something
a run by Leader sissy I thought at one
time in my life you had to be smart to
win I used to have these smart people
that dress so pretty and talk so pretty
and use these big words they just
intimidated me I said aren’t you can’t
ever be that good why don’t you just
throw in the towel and going back coach
football for living and I found two
things out about smart people I think
it’s almost impossible for a smart
person to win in business in America
today because I find smart people spend
their whole lifetime figuring things out
they always trying to figure out an easy
way in a quicker way and another thing I
found out about smart people’s they just
don’t get around to doing nothing they
see somebody like art Williams everybody
said well he can’t do it
thanks to my life they can’t do it but
he does it see folks I want you to know
almost everybody in America almost does
enough to win they almost get there they
almost over the hump they almost have it
going they almost in everything they do
almost is a way of life to almost
everybody in America but the winners do
it what do they do they do whatever it
takes to get the job done they do it and
do it and do it and do it and do it
until the job gets done and then they
talk about how great it is to be
somebody they’re proud of we need
leaders in America who can do it if you
want to become somebody do it if you
want to go in business for yourself do
it if you want to become financially
independent do it I hear too much talk
in these United States everybody can
talk a good game we need people in
America who can do it I go all over this
country with Al weaves and I have people
say aren’t you you count on me
wonderful just do it all right give your
tea this is my light last stop I’m gonna
win now SuperDuper just do it all right
if I could just have one good month and
get the ball going I know I could make
it big super just do it all right if I
could just pay off this debt I could
really go great just do it if I could
just sell my house do it but house they
selling do it anyway
I’m not making any money what can I do
you just do it let’s do what art you do
it and do it and do it all right get
your win this contest
SuperDuper just do it now watch my smoke
grades just do it
all I wanna make it so bad I’m tasting
what I do you just do it all right I’m a
vice president now can I quit doing it
no I don’t know if I keep on keeping on
I’m really hurt what I do you just do it
do what art you do it and do it and do
it all my life I want to be somebody
important well what do it then all right
I’m gonna save money so I don’t have to
go through this again
great just do it I don’t feel like I’ve
had enough training what’d I do you just
do it all right you don’t give me no
help what I do you just do it all right
you don’t understand I was mr.
everything in my former country you
don’t mean I I have to start off down at
the bottom and do it do you yep you
really got to do it Bart what’s the
primary difference between winners and
losers the winner the winners do it they
do it and do it and do it and do it
until the job gets done and then they
talk about how great it is to finally
achieve something you need and I’m glad
they are that they didn’t quit like
everybody else
and how wonderful is to finally be
somebody they’re proud of and make a
difference for their life thank you I’m
saying this is a time more than ever
that you want to begin to inoculate
yourself with positive words coming to
conventions showing up on meetings being
on the calls to make yourself
unstoppable to get out of your mind the
polluting negative thoughts that’s
causing most people to go through life
being stuck because they are volunteer
victims somebody said that many people
died aged 25 and don’t get buried until
they’re 65 because they got so much
garbage in their minds you are here
because you’ve got a clear vision of
what you want and where you’re going
give yourselves a round of applause come
on bring energy level up yes yes you
want more you want more you’re different
you’re different than everybody else
don’t worry if they don’t get it don’t
try and convince people to do this
business a person convinced against
their will is of the same opinion still
you are not like everybody else you can
walk outside and find pigeons but if
you’re looking for Eagles it’s gonna
take you a minute
you are different it’s lonely at the top
how many of you know it’s lonely at the
top raise your hands it’s lonely at the
top but you eat better that’s what I’m
talking about
you’re different one great entrepreneur
said I choose not to be a common man
it’s my right to be uncommon if I can
I’ll seek opportunity not security I do
not wish to be a kept citizen humbled
and dull by having the state look after
me I want to take the calculated risk to
dream and to bill the felon to succeed I
refuse to live from hand to mouth I
prefer the challenges of life to the
guaranteed existence the thrill of
fulfillment to the still calm of utopia
I will never cower before him master nor
been to any threat it’s my heritage to
stand erect proud and unafraid the face
the world bolian
say this I have done you showed up
because you’re building a business that
you can stand and say I did this I did
this this is my dream give yourselves a
round of applause yes yes I do a lot of
training for many corporations and I
conduct sales seminars and I’ve heard
all kind of guys doing techniques and
training people techniques of how to
close sales and how to work within and
begin to control the the sale and how to
ask for the clothes let me share
something with you you can learn all the
techniques in the world if you don’t
believe in yourself
it won’t happen for you
I learned all of it so that’s why I do a
training call focused on the seller
you’ve got to focus on you and as you
convince you as you sell yourself every
day every day every day you will begin
to see a difference in the things that
you’re doing selling yourself on your
ability to perform a job to achieve a
certain objective telling yourself every
day here I go again and I got what it
takes this is my day and nothing out
here is going to stop me
habits good habits will give you results
to stick bad habits will destroy
everything I have some bad habits that’s
right
all my habits are not great so if you’ve
got some bad habits don’t feel bad so
does your next-door neighbor so does
your mentor your coach so does your
mother and father if they’re alive so
does everyone and the trick of life is
to replace a bad habit with a good habit
I used to hang around bars all the time
and one day I went in I picked up a
glass and I looked around and I thought
they’re all bums in here and then it
dawned on me I’m always here I learned
something I put the glass down they said
I’m never coming back here again and I’m
never gonna drink this and I never did
it was a long time ago but you know what
I did I went from spending all my money
on the bar to a racetrack and I started
to bet it all on horses so
went from making somebody with a bar get
wealthy and then I started to feed the
horses and one day I woke up and I
learned something if you don’t
consciously and deliberately replace a
bad habit with a good habit you will
automatically create another bad habit
now what is a habit a habit is an idea
that has been planted in the garden of
your subconscious mind and then
repetitively fed for a sufficient period
of time that you act on it without
giving any thought to it I’ll give you
an example I want you to right now
mentally imagine you’re pulling on your
underwear in the morning what what do
you put in first I put my right foot in
if I tried to put my left foot in my
underwear first I’d stagger and I’d fall
over let me say what’s this got to do
with it it’s got everything to do with
it why do I put my right foot you may
put your left certainly a lot of people
do well when I was just a little gapper
didn’t have a clue of how to put
underwear on my mother or my grandmother
and my father or somebody came along and
they had the underwear I read put your
foot in here you’re rather fucked
what did they do they had the underwear
prepared as if they were gonna put it on
and so pretty soon I was doing it like
they were doing it they through
repetition planted the idea in my hand
in my mind well now think of this
you don’t just form habits of how to get
dressed you form habits to do everything
that you do and some of them are not
that productive any idea that you keep
dwelling on and impressing upon your
subconscious mind becomes fixed in the
subconscious mind a habit is nothing but
an idea that’s fixed in the subconscious
mind that you act on without giving any
conscious thought many years ago I would
in to train the Prudential Insurance
Company of America their agents I ended
up training all of their agents and I
only got them to do two things this is
in the early 70s I got them to form the
habit of being in front of a prospect
before 9:00 a.m. and asked everybody
they talked to to purchase $100,000
worth of insurance I said you don’t have
to sell them just give them the
opportunity to say no
you know the sales in that company went
up by hundreds of millions of dollars i
de rewire a retired vp tell me he
thought it was a billion just change
into habits what habit you want to
change i’m forever
checking out habits I’ve got I’m in the
habit right now of changing my diet and
you know something I’ve been doing it
for going on three weeks it’s getting
easier but it’s still not that easy
I’d still like to reach over and eat
some of that when nobody’s looking
doesn’t work doesn’t work I’m looking
what habit are you gonna form and you
shouldn’t drive for more than two it
once don’t become too big and too heavy
and you won’t form any make up your mind
you’re gonna do it every day every day
every day until you don’t have to think
about it and then go automatically do it
I guarantee you this idea will change
your life think about it all day because
that is definitely an idea that will
give you results that will stick do you
have to move from point A to B in life
but point A is often a very difficult
place to be because we’re fragile and
bounded and mortal and limited and
because we know that and so one of the
implications of that as many great
religious traditions are at pains to
illustrate or demonstrate or proclaim is
that life is essentially suffering and I
believe that to be a fundamental truth
but but perhaps not the most fundamental
truth because I think the most
fundamental truth is that despite the
fact that life is suffering people can
transcend that and partly the way they
transcend that is by pursuing things of
value and so that if there is no value
proposition at hand then you have no
meaning to justify the difficult
conditions of your life and that’s
brutally difficult for people no
Nietzsche said he who has a why can bear
anyhow and you see and I’ve certainly
seen this as a clinical practitioner
that people who have no purpose in their
life are embittered by the difficulties
of their life and they become first
bitter and then resentful and then
revengeful and then crew
and there’s plenty of places to go past
cruel that’s just where you start if
you’re really on a downhill path I go
into the emergency room and I was like
Donald Smith and like I’m sorry he
passed and they took me into the room
there’s my father laying on a gurney
just dead
it still has a tube sticking out of him
and they’re trying to intubate him or
something like that but just motionless
quiet
no breathing whatsoever and it was weird
it was it mean to say the least you
always know eventually your parents
gonna go but I wasn’t ready I wasn’t
ready for that moment and then I walked
out and I went outside and had a
cigarette I still cigarette smoker in
those days and I was just thinking about
being half an orphan or halfway to being
an orphan or something like that my
brother comes out and I was like I can’t
believe it right he goes yeah it’s
pretty tough
and I said how was it because my brother
was there he was staying with my my
parents and Donald without missing a
beat my brother goes dad died screaming
and I was like what and he goes dad died
screaming I said what do you mean it’s
like well he woke up and he was kicking
the sheets off and screaming about being
on fire and he was so hot and so hot and
get him water and screaming the
screaming got louder and louder and it
reached a fever pitch and he died and I
don’t know how else to say it but dad
died screaming and that hit me like a
Mack truck and I remember thinking oh my
god in this world or even a good man
like my old man is gonna die screaming
there’s no point and not trying to
achieve every dream that I have this is
my eventual end one day that’s it and
and I really felt like man that’s like I
can’t this is my future we’re all
probably gonna go out screaming so the
best thing to do prior to that is to try
to pack that life with as much
wonderfulness fun productivity surround
yourself with people that are gonna help
you do that you know cuz in this world
there’s not a lot of support a lot of
negativity there’s a lot of cynicism
even as I sit here and tell that story
about my father dying I guarantee
there’s a cynical head in this house
maybe more sand they’re gone who cares
move on tell a joke the world is full of
why man you tell people something
they’ll tell you why throw a rock and
you’ll hit somebody with why like hey
man I want to make a movie why why do
you think you could do that why why
nobody else is doing it why are you
doing it there’s so much and why you go
out and you find why not you surround
yourself with why not people are just
like why not we’re like hey man I’m
gonna try something like why not let’s
give it a shot people who try to help
you do your dreams make your dreams come
true and you do the same for them we’re
all in this together and it costs
nothing to encourage a artists that’s
why I get up here for almost twenty
years now after the movie man I mean a
lot of filmmakers get up after the movie
and spend more time than the movie
itself talking but I’ve been trying to
impart one simple lesson for nearly 20
years anybody can do this you know what
I’m saying like I wasn’t born into a
business or the film business or born
with a mic in my hands I have no
discernible talent whatsoever man I have
no connections to the business we’re
from New Jersey and stuff I got lucky
somebody picked up the movie and boom I
was off and running and part of that
manifest when you’re in brought into the
indie film community part of your your
your job part of your honor part of your
privilege is to make sure that keeps
going to encourage other people you know
to tell people it’s worth the shot just
like Wayne Gretzky said like you miss a
hundred percent of the shots you never
take it’s always worth the shot now if
you’re talking about like if what your
shot is usually like I’ve always wanted
to kill 12 children Kevin don’t take
that shot at all I’m not talking about
that you know I’m talking about
artsy you know writing a blog and making
some music making a movie making a
cupcake store a knitting store putting
together of a YouTube clip just anything
that’s just not all we must do this
because it’s a part of my job or this
will get money some you just do just to
see if it could be done live a why not
life man because we’re all gonna die
screaming so make sure when you die
screaming you’re totally fulfilled you
like I took all the shots I did it I did
I went after everything I wanted to or
at least tried
take the shot the shot is always worth
taking whether it’s a dopey thing like
podcasting or writing a book or writing
a blog think about the encouragement you
yeah when you encouraging artists think
about the potential that comes out of it
you tell it dude good job man that
person maybe one day writes that blog
that you mean out to the entire world
because it says exactly what you always
wanted to say but couldn’t yourself or
they write that song that you play over
and over after a loved one dies because
it means the world to you they they make
that movie that is the one you cling to
when everything is going wrong in life
all you pop that in and things aren’t
bad for two hours all that comes from
encouraging an artist nothing good comes
from discouraging an artist so for 20
years I keep coming up here and going go
out and do it why the fuck aren’t you
doing this it’s so fun you should do it
take your shot I took my shot and it’s
nothing but pussy and donut’s you know
just so I’m here to tell you man give it
a shot go out and try necessary that
you’ll be flexible that you are always
thinking of how can I improve this
better this is a customer driven economy
it’s necessary for you to always explore
various ways in which you can improve
the quality of service that you’re
providing for the people in your
organization I remember something a
major company had talked about the extra
value service they were providing for
their customers and the lady who had the
news conference summarized it this way
she said it’s not our intention to
satisfy our customers or to please our
customers our intention is to amaze them
it’s necessary if you’re going to
compete today that you look for ways to
amaze your customers by being one of
those individuals that keep your
commitments they keep your word that’s
relentless it’s necessary you work with
the people that you bring into all your
organization that they see that you’re a
good example of a person to work with
because you model integrity and
determination and ambition and truth and
honesty and the way in which you conduct
business that little yellow dot on the
screen represent your level of awareness
this represents your level of awareness
this is what you’re aware of now
everything you’ve got in your life
everything your relationships your money
everything is an expression of your own
level of awareness
see people at our Inn 50,000 a year are
not earning 50 because they want 50
people are earning 50 because they’re
not aware of how to earn 150 people that
are suffering from headaches they’re not
suffering headaches because they want to
suffer from headaches they’re suffering
from headaches because they’re not aware
of how to eliminate the headache it’s
their head they made it 8 they can make
it stop
so you see it’s awareness where after
now think of this if that little dot
represents our awareness and it’s
responsible for everything we’ve got in
life just think of how your life could
change if we magnify it just a little
bit I mean everything would start to
change our relationships would change we
would be healthier we would live in
healthier bodies we would know more
people we’d earn more money we’d be able
to do more interesting things and if we
just increased it a little bit more
everything starts to shift well I’ve
been living this way now for 40 years it
absolutely fascinating I celebrated my
70th birthday last week I got more
energy than most people 20 I have
absolutely no intentions of slowing down
people said say you should slow down
that’s a bunch of crap
we should speed up we’ve got more power
yet do you know the most erudite
scientist alive can’t even guess at what
you and I are capable of doing no one
knows what we’re capable of all the
powers on the present that’s within you
within me slow down we’re just starting
to warm up what we want to do is calm
down you can go out warp speed and stay
very healthy if you stay relaxed and
that’s really the secret you know just
imagine we expand our awareness a little
more do you know what this program is
doing for you today it’s expanding your
awareness that’s what the program is all
about every time you come every time you
come to one of these programs your
awareness is widened your world starts
to change you think oh yeah that’s
pretty interesting and it just keeps
getting bigger and bigger and bigger our
awareness keeps changing do you know
that no one knows how much money you’re
capable of earning there’s no one can
even guess at what you’re capable of
earning
we want to become aware we’re like we
are because we’re not aware of how to do
it better we know how to do it better
every person in this room intellectually
knows how to do a better job they’re
doing everyone in the room knows how to
earn more than they’re earning but
they’re not doing it you see having the
knowledge is not the deal having the
knowledge I mean when I remember when I
was a kid schoolteachers say to me Bob
why’d you do that I say I don’t know
what do you mean you don’t know you know
better I know why did you do I don’t
know I was in the Navy every commanding
officer Proctor why did you do that I
don’t know sir
what do you mean you don’t know you know
better I know why’d you do it I don’t
know you see I didn’t know why I was
doing things do you know that we do
things that we don’t want to do it gives
us results we don’t want to get yet we
do them anyway
you know what addiction is it’s never
getting enough of what you don’t want
getting a lot of people are addicted to
results that they don’t want why do we
keep doing it you see I think when we
start to see that that’s when we start
to become aware of how to take control
over our life and that’s really what we
want to do so do you see awareness is
the big deal we want to become aware of
the obvious opportunities that are
available to us we are surrounded by
opportunity there everywhere you go
there is an abundance there’s no
shortage of opportunity we can win and
we can win in a big way now when we lack
awareness we miss the opportunity I used
to always say that you know the trick is
to be in the right place at the right
time I’ve been in the right place at the
right time many times in my life but I
blew it you know why I wasn’t aware that
I was in the right place at the right I
think of it there’s something else it’s
being aware that you’re in the right
place at the right times not good enough
you’ve got to be aware that you’re in
the right place at the right time that
one life thing in true bro and he’s
night now he’s wandering he’s like what
you mean man what you mean I said well
here’s the deal okay I mean you don’t
know and I don’t know right I mean maybe
you don’t know maybe I do but here’s the
deal I’m much more dangerous and much
more of a risk taker and much more
ago–it all the way dude and less
introverted when I’m not worried about
the one life myth okay I’m thinking hey
baby what if I live forever man then am
I willing to take the risk am I willing
to make the sales call see me living
forever
the immortality concept makes me way
dangerous
makes me sick dangerous makes me crazy
okay it makes me want to go for it every
freaking single day because I don’t have
the ultimate to lose you understand what
I’m saying
hey check it out maybe you know maybe
you don’t know but I’ll bet you’re
curious what if you live forever
what if this is like a thousand time
what have you got a thousand more runs
at this deal well then go for it bottom
line is one life or many lives go for it
today go for it in a big way and go for
it
like you won’t live forever Barry is
another level the only reason you keep
seeing there isn’t as you feel so
exhausted about where you are but life
the universe or God is just testing you
because there is another level if this
is good
giant jump to excellence Giants start
good poor to good to excellence there’s
a level where all your dreams are
realized there’s a level that you’ve
always dreamed about it is real it has
not gone away but it takes that extra
burst when you think there’s nothing
left there’s no way you’ve tried
everything ten million times and you
keep going it’s almost like God is
saying if you keep hitting this wall
enough times I will see that you will
not stop that you
filled with that level of determination
faith and courage and then the door
opens and you get to that next level but
most people don’t know is the next level
is just two millimeters above and it’s
called outstanding ladies and gentlemen
outstanding what’s it called what’s it
called what’s it called outstanding
magnificent unstoppable extraordinary
not excellent it’s a different level
it’s a level where you are not one of
the best you are the best you know
what’s amazing you only have to be two
millions more than everybody else and
you get everything you get the joy the
last year the fun in the family the
passion the economics the freedom the
spirit it’s all there
what Jerry Maguire called the Quan baby
all of it and it’s just two million
years above and most excellent people
give up because they’re exhausted and
there’s some people go the harder I hit
it the more I hit it sooner or later
it’s going down I’m not stopping we
become what we think about most of the
time and that’s the strangest secret
this is why thinking is so vital this is
why a goal is so important because we
will become that this is why people who
set goals achieve them the trouble with
men is not achieving their goals they do
that
it’s an establishing them we must love
them we must help them we must serve
them because our whole success will
depend on our ability these things but
never lose our own individuality and our
identity by permitting ourselves to
become submerged in what has
historically proved itself to be a
little more than a suffocating sea of
in direction and purposelessness if we
want to emulate someone find that let’s
be choosy
in his steps we follow it’s the only
life we’ve got and remember to think
imagination is everything and we can
become what we can imagine if you find
yourself getting depressed and down at
the mouth as we all get once in a while
you might want to remember this
quotation by Dean Briggs he said do your
work not just your working no more but a
little more for the lavishing sake that
a little more which is worth all the
rest and if you suffer as you must and
if you doubt as you must do your work
put your heart into it and the sky will
clear and then out of your very doubt
and suffering will be born the supreme
joy of life believe it or not in the
days when we’ve come to nearly deify
leisure time we’ve almost lost sight of
the fact that virtually all our
satisfactions rewards will come not for
our leisure but from our work and don’t
forget the strangest secret we become
what we think about it discovering your
Y is just the beginning in order to
enjoy all the benefits of having a
clearly articulated Y you’ll need to
have the courage and discipline to use
it like Thomas Edison said vision with
that execution is hallucination there is
an ideal order of implementing your Y
though sometimes reality does get in the
way and it all starts with you our
natural tendency is to start with the
tangible we define our value by what we
do so it takes practice to start with Y
like riding a bicycle at first we’re
unsure unsteady we’re in our heads
thinking about all the things we need to
do pedal fast keep enough speed so we
don’t fall over we have to really
concentrate we may even fall over even
scrape our knees but we get back on the
bike and try again and eventually it
becomes natural starting with Y is no
different at first it feels awkward it
may not even work but with practice it
will become so natural that you won’t
even be able to imagine a time when you
couldn’t do it
just like riding a bicycle in time your
Y will act as a filter for many of the
decisions and choices you make it
becomes a tool to help you find a job or
see
opportunity in which you’re more likely
to succeed it removes a lot of the
guessing here’s a metaphor to show you
what I mean it’s called the celery test
we’re constantly asking people for their
advice on what to do or how to do it
it’s like going to a dinner party and
somebody says do you know what you need
you need M&Ms we’ve done so well with
M&Ms you’ve got to use M&Ms somebody
else says to us rice milk in this
economy you have to use rice milk
someone else says to us Kit Kats you
have to use Kit Kats and somebody else
says to you it’s all about celery we go
to the supermarket with all this good
advice from all these smart people with
brilliant case studies and we buy
everything we buy Kit Kats and M&Ms
celery and rice milk there’s a lot of
time we spend at the supermarket and a
lot of money we spend at the supermarket
and when we get to the checkout line
we’re standing there with all these
products in our hands and no one can see
what we believe because we bought
everything but let’s imagine we know our
why let’s imagine our wise to always be
healthy and only do things that protect
the health of our bodies
now which products do we buy given all
the same advice from all the same smart
people this time we only buy celery and
we only buy rice milk they’re the only
two that makes sense we spend less time
and less money at the supermarket and
when we’re standing there in line with
only celery in only rice milk now people
can see what we believe somebody walking
past can say hey I can see that you’re
healthy so am I you just attracted an
opportunity or a referral or a friend
simply by saying and doing the things
that you believe and the best part is
it’s scalable as soon as I said the Y
you knew exactly which products we were
going to buy this means the more you can
articulate your why the more others will
know what you stand for and will be able
to help you make the right decisions
from now on you will work to ensure
everything you do is a good fit if you
do too many things that aren’t a good
fit
you’ll feel uncomfortable and people
will feel that you’re being inauthentic
on the other hand when you start with Y
your ability to stand out find support
and work to all your natural strengths
will flow
ish with practice you will learn to
trust your y-you will eventually start
to see your job and the things you do as
ways to breathe life into your cause and
the better you get at it the more you
will feel that your life and everything
you do has purpose the best way to
implement your Y is to work at it slowly
you don’t have to do all the tips we
suggest what is important is that you
pick up to 3 and commit to practicing and using them now
everything I don’t know why I’m like I
am but my butt’s always burning there’s
always something say art dadgummit
you’re supposed to go far alright dad
gummit you’re supposed to be somebody
you’re supposed to make a difference
with you lie what does the $500,000 your
person do the $50,000 your person
doesn’t do you looking outside and study
those two individuals everything seems
to be the same they both are the same
sex they both are the same age have the
same training the same positions the
same contract the same fringe benefits
they both are successful they work hard
they’re good family people make tough
commitments but what’s the difference
what does the $500,000 your person do
the $50,000 your person doesn’t do he
pays the price and a little bit more he
works hard and a little bit more he’s
loyal to the company a little bit more
he believes in a little bit more he
makes Maine a little bit more he saves
money a little bit more if you want to
win in these United States you got to be
tough and you can’t quit the last thing
I’ll talk to you about today in building
this winning edge is folks if you want
to win in business you’ve got to be a
leader leadership is everything you show
me anything in these United States that
win I’ll show your leader at work you
show me a successful church Boy Scout
Troop Club football team business I’ll
show you something
a run by Leader sissy I thought at one
time in my life you had to be smart to
win I used to have these smart people
that dress so pretty and talk so pretty
and use these big words they just
intimidated me I said aren’t you can’t
ever be that good why don’t you just
throw in the towel and going back coach
football for living and I found two
things out about smart people I think
it’s almost impossible for a smart
person to win in business in America
today because I find smart people spend
their whole lifetime figuring things out
they always trying to figure out an easy
way in a quicker way and another thing I
found out about smart people’s they just
don’t get around to doing nothing they
see somebody like art Williams everybody
said well he can’t do it
thanks to my life they can’t do it but
he does it see folks I want you to know
almost everybody in America almost does
enough to win they almost get there they
almost over the hump they almost have it
going they almost in everything they do
almost is a way of life to almost
everybody in America but the winners do
it what do they do they do whatever it
takes to get the job done they do it and
do it and do it and do it and do it
until the job gets done and then they
talk about how great it is to be
somebody they’re proud of we need
leaders in America who can do it if you
want to become somebody do it if you
want to go in business for yourself do
it if you want to become financially
independent do it I hear too much talk
in these United States everybody can
talk a good game we need people in
America who can do it I go all over this
country with Al weaves and I have people
say aren’t you you count on me
wonderful just do it all right give your
tea this is my light last stop I’m gonna
win now SuperDuper just do it all right
if I could just have one good month and
get the ball going I know I could make
it big super just do it all right if I
could just pay off this debt I could
really go great just do it if I could
just sell my house do it but house they
selling do it anyway
I’m not making any money what can I do
you just do it let’s do what art you do
it and do it and do it all right get
your win this contest
SuperDuper just do it now watch my smoke
grades just do it
all I wanna make it so bad I’m tasting
what I do you just do it all right I’m a
vice president now can I quit doing it
no I don’t know if I keep on keeping on
I’m really hurt what I do you just do it
do what art you do it and do it and do
it all my life I want to be somebody
important well what do it then all right
I’m gonna save money so I don’t have to
go through this again
great just do it I don’t feel like I’ve
had enough training what’d I do you just
do it all right you don’t give me no
help what I do you just do it all right
you don’t understand I was mr.
everything in my former country you
don’t mean I I have to start off down at
the bottom and do it do you yep you
really got to do it Bart what’s the
primary difference between winners and
losers the winner the winners do it they
do it and do it and do it and do it
until the job gets done and then they
talk about how great it is to finally
achieve something you need and I’m glad
they are that they didn’t quit like
everybody else
and how wonderful is to finally be
somebody they’re proud of and make a
difference for their life thank you I’m
saying this is a time more than ever
that you want to begin to inoculate
yourself with positive words coming to
conventions showing up on meetings being
on the calls to make yourself
unstoppable to get out of your mind the
polluting negative thoughts that’s
causing most people to go through life
being stuck because they are volunteer
victims somebody said that many people
died aged 25 and don’t get buried until
they’re 65 because they got so much
garbage in their minds you are here
because you’ve got a clear vision of
what you want and where you’re going
give yourselves a round of applause come
on bring energy level up yes yes you
want more you want more you’re different
you’re different than everybody else
don’t worry if they don’t get it don’t
try and convince people to do this
business a person convinced against
their will is of the same opinion still
you are not like everybody else you can
walk outside and find pigeons but if
you’re looking for Eagles it’s gonna
take you a minute
you are different it’s lonely at the top
how many of you know it’s lonely at the
top raise your hands it’s lonely at the
top but you eat better that’s what I’m
talking about
you’re different one great entrepreneur
said I choose not to be a common man
it’s my right to be uncommon if I can
I’ll seek opportunity not security I do
not wish to be a kept citizen humbled
and dull by having the state look after
me I want to take the calculated risk to
dream and to bill the felon to succeed I
refuse to live from hand to mouth I
prefer the challenges of life to the
guaranteed existence the thrill of
fulfillment to the still calm of utopia
I will never cower before him master nor
been to any threat it’s my heritage to
stand erect proud and unafraid the face
the world bolian
say this I have done you showed up
because you’re building a business that
you can stand and say I did this I did
this this is my dream give yourselves a
round of applause yes yes I do a lot of
training for many corporations and I
conduct sales seminars and I’ve heard
all kind of guys doing techniques and
training people techniques of how to
close sales and how to work within and
begin to control the the sale and how to
ask for the clothes let me share
something with you you can learn all the
techniques in the world if you don’t
believe in yourself
it won’t happen for you
I learned all of it so that’s why I do a
training call focused on the seller
you’ve got to focus on you and as you
convince you as you sell yourself every
day every day every day you will begin
to see a difference in the things that
you’re doing selling yourself on your
ability to perform a job to achieve a
certain objective telling yourself every
day here I go again and I got what it
takes this is my day and nothing out
here is going to stop me
habits good habits will give you results
to stick bad habits will destroy
everything I have some bad habits that’s
right
all my habits are not great so if you’ve
got some bad habits don’t feel bad so
does your next-door neighbor so does
your mentor your coach so does your
mother and father if they’re alive so
does everyone and the trick of life is
to replace a bad habit with a good habit
I used to hang around bars all the time
and one day I went in I picked up a
glass and I looked around and I thought
they’re all bums in here and then it
dawned on me I’m always here I learned
something I put the glass down they said
I’m never coming back here again and I’m
never gonna drink this and I never did
it was a long time ago but you know what
I did I went from spending all my money
on the bar to a racetrack and I started
to bet it all on horses so
went from making somebody with a bar get
wealthy and then I started to feed the
horses and one day I woke up and I
learned something if you don’t
consciously and deliberately replace a
bad habit with a good habit you will
automatically create another bad habit
now what is a habit a habit is an idea
that has been planted in the garden of
your subconscious mind and then
repetitively fed for a sufficient period
of time that you act on it without
giving any thought to it I’ll give you
an example I want you to right now
mentally imagine you’re pulling on your
underwear in the morning what what do
you put in first I put my right foot in
if I tried to put my left foot in my
underwear first I’d stagger and I’d fall
over let me say what’s this got to do
with it it’s got everything to do with
it why do I put my right foot you may
put your left certainly a lot of people
do well when I was just a little gapper
didn’t have a clue of how to put
underwear on my mother or my grandmother
and my father or somebody came along and
they had the underwear I read put your
foot in here you’re rather fucked
what did they do they had the underwear
prepared as if they were gonna put it on
and so pretty soon I was doing it like
they were doing it they through
repetition planted the idea in my hand
in my mind well now think of this
you don’t just form habits of how to get
dressed you form habits to do everything
that you do and some of them are not
that productive any idea that you keep
dwelling on and impressing upon your
subconscious mind becomes fixed in the
subconscious mind a habit is nothing but
an idea that’s fixed in the subconscious
mind that you act on without giving any
conscious thought many years ago I would
in to train the Prudential Insurance
Company of America their agents I ended
up training all of their agents and I
only got them to do two things this is
in the early 70s I got them to form the
habit of being in front of a prospect
before 9:00 a.m. and asked everybody
they talked to to purchase $100,000
worth of insurance I said you don’t have
to sell them just give them the
opportunity to say no
you know the sales in that company went
up by hundreds of millions of dollars i
de rewire a retired vp tell me he
thought it was a billion just change
into habits what habit you want to
change i’m forever
checking out habits I’ve got I’m in the
habit right now of changing my diet and
you know something I’ve been doing it
for going on three weeks it’s getting
easier but it’s still not that easy
I’d still like to reach over and eat
some of that when nobody’s looking
doesn’t work doesn’t work I’m looking
what habit are you gonna form and you
shouldn’t drive for more than two it
once don’t become too big and too heavy
and you won’t form any make up your mind
you’re gonna do it every day every day
every day until you don’t have to think
about it and then go automatically do it
I guarantee you this idea will change
your life think about it all day because
that is definitely an idea that will
give you results that will stick do you
have to move from point A to B in life
but point A is often a very difficult
place to be because we’re fragile and
bounded and mortal and limited and
because we know that and so one of the
implications of that as many great
religious traditions are at pains to
illustrate or demonstrate or proclaim is
that life is essentially suffering and I
believe that to be a fundamental truth
but but perhaps not the most fundamental
truth because I think the most
fundamental truth is that despite the
fact that life is suffering people can
transcend that and partly the way they
transcend that is by pursuing things of
value and so that if there is no value
proposition at hand then you have no
meaning to justify the difficult
conditions of your life and that’s
brutally difficult for people no
Nietzsche said he who has a why can bear
anyhow and you see and I’ve certainly
seen this as a clinical practitioner
that people who have no purpose in their
life are embittered by the difficulties
of their life and they become first
bitter and then resentful and then
revengeful and then crew
and there’s plenty of places to go past
cruel that’s just where you start if
you’re really on a downhill path I go
into the emergency room and I was like
Donald Smith and like I’m sorry he
passed and they took me into the room
there’s my father laying on a gurney
just dead
it still has a tube sticking out of him
and they’re trying to intubate him or
something like that but just motionless
quiet
no breathing whatsoever and it was weird
it was it mean to say the least you
always know eventually your parents
gonna go but I wasn’t ready I wasn’t
ready for that moment and then I walked
out and I went outside and had a
cigarette I still cigarette smoker in
those days and I was just thinking about
being half an orphan or halfway to being
an orphan or something like that my
brother comes out and I was like I can’t
believe it right he goes yeah it’s
pretty tough
and I said how was it because my brother
was there he was staying with my my
parents and Donald without missing a
beat my brother goes dad died screaming
and I was like what and he goes dad died
screaming I said what do you mean it’s
like well he woke up and he was kicking
the sheets off and screaming about being
on fire and he was so hot and so hot and
get him water and screaming the
screaming got louder and louder and it
reached a fever pitch and he died and I
don’t know how else to say it but dad
died screaming and that hit me like a
Mack truck and I remember thinking oh my
god in this world or even a good man
like my old man is gonna die screaming
there’s no point and not trying to
achieve every dream that I have this is
my eventual end one day that’s it and
and I really felt like man that’s like I
can’t this is my future we’re all
probably gonna go out screaming so the
best thing to do prior to that is to try
to pack that life with as much
wonderfulness fun productivity surround
yourself with people that are gonna help
you do that you know cuz in this world
there’s not a lot of support a lot of
negativity there’s a lot of cynicism
even as I sit here and tell that story
about my father dying I guarantee
there’s a cynical head in this house
maybe more sand they’re gone who cares
move on tell a joke the world is full of
why man you tell people something
they’ll tell you why throw a rock and
you’ll hit somebody with why like hey
man I want to make a movie why why do
you think you could do that why why
nobody else is doing it why are you
doing it there’s so much and why you go
out and you find why not you surround
yourself with why not people are just
like why not we’re like hey man I’m
gonna try something like why not let’s
give it a shot people who try to help
you do your dreams make your dreams come
true and you do the same for them we’re
all in this together and it costs
nothing to encourage a artists that’s
why I get up here for almost twenty
years now after the movie man I mean a
lot of filmmakers get up after the movie
and spend more time than the movie
itself talking but I’ve been trying to
impart one simple lesson for nearly 20
years anybody can do this you know what
I’m saying like I wasn’t born into a
business or the film business or born
with a mic in my hands I have no
discernible talent whatsoever man I have
no connections to the business we’re
from New Jersey and stuff I got lucky
somebody picked up the movie and boom I
was off and running and part of that
manifest when you’re in brought into the
indie film community part of your your
your job part of your honor part of your
privilege is to make sure that keeps
going to encourage other people you know
to tell people it’s worth the shot just
like Wayne Gretzky said like you miss a
hundred percent of the shots you never
take it’s always worth the shot now if
you’re talking about like if what your
shot is usually like I’ve always wanted
to kill 12 children Kevin don’t take
that shot at all I’m not talking about
that you know I’m talking about
artsy you know writing a blog and making
some music making a movie making a
cupcake store a knitting store putting
together of a YouTube clip just anything
that’s just not all we must do this
because it’s a part of my job or this
will get money some you just do just to
see if it could be done live a why not
life man because we’re all gonna die
screaming so make sure when you die
screaming you’re totally fulfilled you
like I took all the shots I did it I did
I went after everything I wanted to or
at least tried
take the shot the shot is always worth
taking whether it’s a dopey thing like
podcasting or writing a book or writing
a blog think about the encouragement you
yeah when you encouraging artists think
about the potential that comes out of it
you tell it dude good job man that
person maybe one day writes that blog
that you mean out to the entire world
because it says exactly what you always
wanted to say but couldn’t yourself or
they write that song that you play over
and over after a loved one dies because
it means the world to you they they make
that movie that is the one you cling to
when everything is going wrong in life
all you pop that in and things aren’t
bad for two hours all that comes from
encouraging an artist nothing good comes
from discouraging an artist so for 20
years I keep coming up here and going go
out and do it why the fuck aren’t you
doing this it’s so fun you should do it
take your shot I took my shot and it’s
nothing but pussy and donut’s you know
just so I’m here to tell you man give it
a shot go out and try necessary that
you’ll be flexible that you are always
thinking of how can I improve this
better this is a customer driven economy
it’s necessary for you to always explore
various ways in which you can improve
the quality of service that you’re
providing for the people in your
organization I remember something a
major company had talked about the extra
value service they were providing for
their customers and the lady who had the
news conference summarized it this way
she said it’s not our intention to
satisfy our customers or to please our
customers our intention is to amaze them
it’s necessary if you’re going to
compete today that you look for ways to
amaze your customers by being one of
those individuals that keep your
commitments they keep your word that’s
relentless it’s necessary you work with
the people that you bring into all your
organization that they see that you’re a
good example of a person to work with
because you model integrity and
determination and ambition and truth and
honesty and the way in which you conduct
business that little yellow dot on the
screen represent your level of awareness
this represents your level of awareness
this is what you’re aware of now
everything you’ve got in your life
everything your relationships your money
everything is an expression of your own
level of awareness
see people at our Inn 50,000 a year are
not earning 50 because they want 50
people are earning 50 because they’re
not aware of how to earn 150 people that
are suffering from headaches they’re not
suffering headaches because they want to
suffer from headaches they’re suffering
from headaches because they’re not aware
of how to eliminate the headache it’s
their head they made it 8 they can make
it stop
so you see it’s awareness where after
now think of this if that little dot
represents our awareness and it’s
responsible for everything we’ve got in
life just think of how your life could
change if we magnify it just a little
bit I mean everything would start to
change our relationships would change we
would be healthier we would live in
healthier bodies we would know more
people we’d earn more money we’d be able
to do more interesting things and if we
just increased it a little bit more
everything starts to shift well I’ve
been living this way now for 40 years it
absolutely fascinating I celebrated my
70th birthday last week I got more
energy than most people 20 I have
absolutely no intentions of slowing down
people said say you should slow down
that’s a bunch of crap
we should speed up we’ve got more power
yet do you know the most erudite
scientist alive can’t even guess at what
you and I are capable of doing no one
knows what we’re capable of all the
powers on the present that’s within you
within me slow down we’re just starting
to warm up what we want to do is calm
down you can go out warp speed and stay
very healthy if you stay relaxed and
that’s really the secret you know just
imagine we expand our awareness a little
more do you know what this program is
doing for you today it’s expanding your
awareness that’s what the program is all
about every time you come every time you
come to one of these programs your
awareness is widened your world starts
to change you think oh yeah that’s
pretty interesting and it just keeps
getting bigger and bigger and bigger our
awareness keeps changing do you know
that no one knows how much money you’re
capable of earning there’s no one can
even guess at what you’re capable of
earning
we want to become aware we’re like we
are because we’re not aware of how to do
it better we know how to do it better
every person in this room intellectually
knows how to do a better job they’re
doing everyone in the room knows how to
earn more than they’re earning but
they’re not doing it you see having the
knowledge is not the deal having the
knowledge I mean when I remember when I
was a kid schoolteachers say to me Bob
why’d you do that I say I don’t know
what do you mean you don’t know you know
better I know why did you do I don’t
know I was in the Navy every commanding
officer Proctor why did you do that I
don’t know sir
what do you mean you don’t know you know
better I know why’d you do it I don’t
know you see I didn’t know why I was
doing things do you know that we do
things that we don’t want to do it gives
us results we don’t want to get yet we
do them anyway
you know what addiction is it’s never
getting enough of what you don’t want
getting a lot of people are addicted to
results that they don’t want why do we
keep doing it you see I think when we
start to see that that’s when we start
to become aware of how to take control
over our life and that’s really what we
want to do so do you see awareness is
the big deal we want to become aware of
the obvious opportunities that are
available to us we are surrounded by
opportunity there everywhere you go
there is an abundance there’s no
shortage of opportunity we can win and
we can win in a big way now when we lack
awareness we miss the opportunity I used
to always say that you know the trick is
to be in the right place at the right
time I’ve been in the right place at the
right time many times in my life but I
blew it you know why I wasn’t aware that
I was in the right place at the right I
think of it there’s something else it’s
being aware that you’re in the right
place at the right times not good enough
you’ve got to be aware that you’re in
the right place at the right time that
one life thing in true bro and he’s
night now he’s wandering he’s like what
you mean man what you mean I said well
here’s the deal okay I mean you don’t
know and I don’t know right I mean maybe
you don’t know maybe I do but here’s the
deal I’m much more dangerous and much
more of a risk taker and much more
ago–it all the way dude and less
introverted when I’m not worried about
the one life myth okay I’m thinking hey
baby what if I live forever man then am
I willing to take the risk am I willing
to make the sales call see me living
forever
the immortality concept makes me way
dangerous
makes me sick dangerous makes me crazy
okay it makes me want to go for it every
freaking single day because I don’t have
the ultimate to lose you understand what
I’m saying
hey check it out maybe you know maybe
you don’t know but I’ll bet you’re
curious what if you live forever
what if this is like a thousand time
what have you got a thousand more runs
at this deal well then go for it bottom
line is one life or many lives go for it
today go for it in a big way and go for
it
like you won’t live forever Barry is
another level the only reason you keep
seeing there isn’t as you feel so
exhausted about where you are but life
the universe or God is just testing you
because there is another level if this
is good
giant jump to excellence Giants start
good poor to good to excellence there’s
a level where all your dreams are
realized there’s a level that you’ve
always dreamed about it is real it has
not gone away but it takes that extra
burst when you think there’s nothing
left there’s no way you’ve tried
everything ten million times and you
keep going it’s almost like God is
saying if you keep hitting this wall
enough times I will see that you will
not stop that you
filled with that level of determination
faith and courage and then the door
opens and you get to that next level but
most people don’t know is the next level
is just two millimeters above and it’s
called outstanding ladies and gentlemen
outstanding what’s it called what’s it
called what’s it called outstanding
magnificent unstoppable extraordinary
not excellent it’s a different level
it’s a level where you are not one of
the best you are the best you know
what’s amazing you only have to be two
millions more than everybody else and
you get everything you get the joy the
last year the fun in the family the
passion the economics the freedom the
spirit it’s all there
what Jerry Maguire called the Quan baby
all of it and it’s just two million
years above and most excellent people
give up because they’re exhausted and
there’s some people go the harder I hit
it the more I hit it sooner or later
it’s going down I’m not stopping we
become what we think about most of the
time and that’s the strangest secret
this is why thinking is so vital this is
why a goal is so important because we
will become that this is why people who
set goals achieve them the trouble with
men is not achieving their goals they do
that
it’s an establishing them we must love
them we must help them we must serve
them because our whole success will
depend on our ability these things but
never lose our own individuality and our
identity by permitting ourselves to
become submerged in what has
historically proved itself to be a
little more than a suffocating sea of
in direction and purposelessness if we
want to emulate someone find that let’s
be choosy
in his steps we follow it’s the only
life we’ve got and remember to think
imagination is everything and we can
become what we can imagine if you find
yourself getting depressed and down at
the mouth as we all get once in a while
you might want to remember this
quotation by Dean Briggs he said do your
work not just your working no more but a
little more for the lavishing sake that
a little more which is worth all the
rest and if you suffer as you must and
if you doubt as you must do your work
put your heart into it and the sky will
clear and then out of your very doubt
and suffering will be born the supreme
joy of life believe it or not in the
days when we’ve come to nearly deify
leisure time we’ve almost lost sight of
the fact that virtually all our
satisfactions rewards will come not for
our leisure but from our work and don’t
forget the strangest secret we become
what we think about it discovering your
Y is just the beginning in order to
enjoy all the benefits of having a
clearly articulated Y you’ll need to
have the courage and discipline to use
it like Thomas Edison said vision with
that execution is hallucination there is
an ideal order of implementing your Y
though sometimes reality does get in the
way and it all starts with you our
natural tendency is to start with the
tangible we define our value by what we
do so it takes practice to start with Y
like riding a bicycle at first we’re
unsure unsteady we’re in our heads
thinking about all the things we need to
do pedal fast keep enough speed so we
don’t fall over we have to really
concentrate we may even fall over even
scrape our knees but we get back on the
bike and try again and eventually it
becomes natural starting with Y is no
different at first it feels awkward it
may not even work but with practice it
will become so natural that you won’t
even be able to imagine a time when you
couldn’t do it
just like riding a bicycle in time your
Y will act as a filter for many of the
decisions and choices you make it
becomes a tool to help you find a job or
see
opportunity in which you’re more likely
to succeed it removes a lot of the
guessing here’s a metaphor to show you
what I mean it’s called the celery test
we’re constantly asking people for their
advice on what to do or how to do it
it’s like going to a dinner party and
somebody says do you know what you need
you need M&Ms we’ve done so well with
M&Ms you’ve got to use M&Ms somebody
else says to us rice milk in this
economy you have to use rice milk
someone else says to us Kit Kats you
have to use Kit Kats and somebody else
says to you it’s all about celery we go
to the supermarket with all this good
advice from all these smart people with
brilliant case studies and we buy
everything we buy Kit Kats and M&Ms
celery and rice milk there’s a lot of
time we spend at the supermarket and a
lot of money we spend at the supermarket
and when we get to the checkout line
we’re standing there with all these
products in our hands and no one can see
what we believe because we bought
everything but let’s imagine we know our
why let’s imagine our wise to always be
healthy and only do things that protect
the health of our bodies
now which products do we buy given all
the same advice from all the same smart
people this time we only buy celery and
we only buy rice milk they’re the only
two that makes sense we spend less time
and less money at the supermarket and
when we’re standing there in line with
only celery in only rice milk now people
can see what we believe somebody walking
past can say hey I can see that you’re
healthy so am I you just attracted an
opportunity or a referral or a friend
simply by saying and doing the things
that you believe and the best part is
it’s scalable as soon as I said the Y
you knew exactly which products we were
going to buy this means the more you can
articulate your why the more others will
know what you stand for and will be able
to help you make the right decisions
from now on you will work to ensure
everything you do is a good fit if you
do too many things that aren’t a good
fit
you’ll feel uncomfortable and people
will feel that you’re being inauthentic
on the other hand when you start with Y
your ability to stand out find support
and work to all your natural strengths
will flow
ish with practice you will learn to
trust your y-you will eventually start
to see your job and the things you do as
ways to breathe life into your cause and
the better you get at it the more you
will feel that your life and everything
you do has purpose the best way to
implement your Y is to work at it slowly
you don’t have to do all the tips we
suggest what is important is that you
pick up to 3 and commit to practicing and using them now
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