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Here's the big challenge of life.
You can have more than you've got because you can become more
than you are. That's the challenge.
And of course, the other side of the coin reads unless you change
how you are, you'll always have what you got.
Everybody hopes things will get better.
Everybody hopes. Poor people hope.
That ought to tell you something.
It means the future does not get better by hope, it gets better
by plan. If you wish to be successful,
study success. If you wish to be happy, study
happiness. If you wish to be wealthy, study
wealth. Don't leave it to chance.
Make it a study. Some people just go through the
day with their fingers crossed. See, that won't do it.
You've got to study the things that can change your economic,
social, spiritual, personal life.
If you don't like how it is for you, change it.
If it doesn't suit you, change it.
If it doesn't please you, change it.
If it isn't enough, change it. And I challenge you to do that
because you can change. See, you don't ever have to be
the same again after tonight. Only by choice.
Get around successful people and listen.
Now you can also learn from unsuccessful people.
Take notes on both negative and positive.
On the negative, the notes are called what not to do and you
got to learn what not to do as well as what to do.
So learn from the negative as well as the positive.
OK, Find out what poor people read and don't read it right.
That's good information. Learn from the negative.
But now you can also learn from the positive.
Get around successful people. Listen to what they say.
Listen to how they say it. It's important.
We've all got about 16 waking hours.
Practice listening those 16 hours.
And I say practice listening because listening isn't easy.
I found out it's easier to talk than it is to listen.
But if you will practice listening the 16 hours you're
awake, sure enough, from surprising sources comes great
ideas in sales training. We teach.
If you want to learn sales, listen to the kids.
Kids have got to be the master salespeople of all time.
They have no equal. Father tells his young son no,
you cannot have an ice cream cone. 30 minutes later he's
licking on one. That'd be 30 minutes worth
listening to. They got moves you wouldn't
believe. Persistence runs deep like the
ocean and the kids never took a class on how to overcome
objection. They already know how they don't
need classes. You tell kids no, it goes right
on by, they give you 3 good reasons.
You say no, it goes right on by, they give you 3 more.
They're masters, so listen and learn.
Now here's some of the best advice I've got for the whole
evening. It won't get any better than
this. This is it.
Poor people ought to take rich people out to dinner and listen.
That's some of the best I got. If a guy's not doing well, one
of the first things he ought to do is find a guy that is doing
well and offer to buy him his dinner.
Spend 50, sixty, $8000. Go for the full 9 course.
Start him on the juices and hors d'oeuvres.
Get him started talking. The salad takes 15 minutes, keep
it rolling. Biggest steak in town takes 45.
Keep it rolling. Pour on the dessert.
Stretch that meal out about two hours.
If you get a successful person to eat and talk for two hours,
they're liable to drop ideas in your lap.
Change your life. Multiply your income by two, by
three, by 5. But you're right, poor people
don't usually take rich people out to dinner.
That's the problem. The guy said he's rich, let him
buy his own dinner, I'm not coming up with any money.
And he says, besides, you work where I work.
By the time you struggle home, it's late, You're lucky to get
your own supper, let alone run around trying to find a rich man
to feed. And the guy's behind on his
house payment. Good worker, hard worker,
sincere. But you got to be better than
sincere. Work hard.
You wind up broke. You got to be better than a good
worker. You got to be a good listener
and remember what you read and what you hear.
Put the good stuff in your journal.
Now here's the third way to find out how to change your life, and
that's to observe. You can pick up a lot of ideas
just by watching. Get around successful people and
watch. Here's why Success leaves clues.
Watch how the man shakes hands. Watch how the lady responds.
People who do well do certain things over and over and over
and over, and if you're clever, you can pick them up.
Watch it all. If a guy's making $10,000 a
month, I'd watch how he walks. Maybe that's it.
Copy his funny little walk. Somebody says, well, that's kind
of a silly walk. Say it's 10,000.
I haven't got the money yet, but I got the walk.
It's bound to start somewhere. What I ask you tonight is to be
unusual and be a good observer of what's going on.
You can pick up ideas that can change your life starting
tomorrow. Just be a more careful observer.
Now. Remember, there's two ways to
see. One is called sight.
See with your eyes. The other one is called insight.
See with your mind, See with your eyes, you'll see things.
See with your mind. You'll see answers.
Put your eyes and your mind to work.
And the best advice on developing sight and insight is
pay attention. Don't miss anything in the
weekend seminar we teach. One of the greatest fatalities
to success is preoccupation, lack of concentration.
The guy's mind wonders. See you wind up average.
You've got to learn to 0 in and concentrate.
I read a good article one time, Reader's Digest.
The title was Wherever you are, be there.
Excellent. Don't miss anything.
Now, we've lingered a little bit long on #1 here for personal
development. Find out how things work.
But it's so very important finding out, and I've given you
three ways to find out. Now here's the second step to
personal development. OK, number one was find out how
things work. Here's #2 go to work.
You must now take action on what you found out in doing business
around the world. We call it game plan.
Put together your game plan One of the major things we teach on
the weekend Seminars game plans how to game plan your office If
you're in sales, you need a game plan.
Kids need a game plan. You need a home game plan social
game plan a business game plan. Everybody needs game plans.
Financial independence game plan your investment game plan.
Don't think in your head, put it on paper.
Don't operate out of your mind, operate from paper.
I often ask somebody, what are you going to do the next six
months? And somebody starts to tell me.
I say no, don't tell me, show me.
Show me your game plan for the next six months.
Then I can look at things and maybe I can help.
But you got to operate from paper.
Put it on a game plan. Take action on what you found
out. Now here's the best word I know
of to go with action Massive. See, that'll change everything.
Massive action is called the cure all.
If you're going to make calls, make a few thousand.
If you're going to make contacts, make a few thousand.
If you're going to knock on doors, knock on a few thousand.
See, that'll change everything. Here's the language of the poor.
I'll try it a time or two and see what happens.
It's the way poor people talk. The guy says, well, I'll give it
30 days, 30 days. You could guess his bank
balance. You've got to have a better game
plan. So here's one of the major
things to do. Starting tomorrow, take a look
at your game plan. If it isn't loaded with massive
action, change it tomorrow Action.
The formula really works like this.
Pick up a good idea, take heavy action.
Pick up a couple of good ideas, take heavy action.
That's the formula for sex success, heavy action.
It's a good thing we can edit all this, right?
The formula for success, Take heavy action on a good idea,
right? That's the ratio.
Now here's the key. Don't wait till you've learned 2
or 3000 things because that way you'll use up all the time and
you could wind up smart and broke.
And hey, it's OK to be dumb and broke, but if a guy's smart and
broke, that's pitiful. Don't let your learning lead to
knowledge. You'll become a fool.
Let your learning lead to action.
You can become wealthy and there's many kinds of wealth.
I understand that. Not just money.
Money's one of the least of all values.
I know some people with a lot of money that are very poor, Evita
sings. As for fortune and As for fame,
they are illusions. They're not the solutions they
promised to be. So there's all kinds of wealth,
but to get a big share coming your way, you've got to have a
heavy action game plan. Now, here's the third step to
personal development, and we'll wrap up Personal development
step #3 it's just a little caution.
And all through life we need little cautions.
This one simply says don't try to beat the system.
Find out how it works. Work it, but don't try to beat
it. Some people learn just enough to
start slicing it, shading it, thinning it, cutting corners,
and looking for cheap answers. See, Don't fall for that.
You'll wind up with a cheap life.
Find out how it works best and do it that way.
Even though it seems to take a little longer, do it right.
Don't compromise with right now, under this step.
Here's another key. Be a quick learner.
Don't let it take long to teach you.
Learn quick. Don't run at the wall too many
times. Learn quicker.
One guy said he broke his nose 7 times in the same place somebody
says. Looks like you'd stay out of
that place. Learn quicker.
Now the Third Point here is don't be stubborn.
See, some people won't change even when a better way comes and
say, well, I've been doing it this way 30 years, hey, be ready
for change. If it's a better way, go for it,
but don't try to beat it or you'll be like the guy that went
to Las Vegas. He didn't have much money, so he
didn't want to risk his money gambling.
But he gets to Las Vegas and the jackpot bells are ringing, the
money's flowing, the lights are flashing, and he can't help
himself. He's got to gamble, but instead
of gambling with his cash, he decides to play the mental
gambling game. And the brilliant scheme he
worked out goes like this. He'd pick a number like #3
mentally, he would bet a certain amount of money on the number,
and whether it won or lost, he would jot down that amount in
his little pad. I would have won $5 if I'd have
made that bet, just to keep track of it.
Win or lose. That way, come midnight, he can
calculate how he's doing. Winner, loser, how much?
Only? Not his money.
Keep his money. Just play this mental gambling
game. So here he is around the
gambling table, everybody else shelling out their hard earned
cash. He's got this brilliant scheme.
Instead of betting with his money, he's betting with his
mind. And he lost his mind.
Which means don't try to beat the system, I guess.
OK, we have covered personal development.
By the way, it's the longest subject, so take heart.
The rest of them are a lot shorter.