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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
sales people 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 running 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 wanders.
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 6 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 is 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
seven 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.
They 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.