Here's the key on this. Don't major in minor things.
If you take up, major time to do minor things, I'm telling you,
you'll be behind the curve constantly.
Here's what we learn in sales training.
What's major time and what's a minor time, here's minor time
thinking about prospects, here's minor time making list of
prospects. Here's minor time.
Keeping books on prospects. Here's minor time.
Going to see the prospect. Here's minor time, evaluating
the prospect after you've been there that's all minor time.
Tears major time in the presence of the prospect that's mine.
That's major time. And if you took a look, if
you're in sales and you took a look at a week, you'd say my
gosh, I'm spending 90% of my time on the minor stuff and so
little time on the major stuff in the presence of how many
hours in the presence of in my day, how many hours in the
presence of during my sales week?
Because the time that really counts is in the presence of
Majors and minors. Here's another key time
management essential don't mistake movement for
achievement. It's easy to get faked out by
being busy, that comes home at night.
All exhausted falls into chances.
I've been going going going. Here's the big question, doing
what? It's not.
The go and go and go, and some people are going going going.
And they're doing Figure Eight's.
Their progress is small. So, don't mistake movement for
achievement. Here's another one in sales, we
learn don't mistake courtesy for consent.
If somebody's Pleasant and they nod you say oh they're going to
buy know, they're courteous, you can't mistake courtesy for
consent. Now, here's a big one
concentration, I had to learn this.
All those years ago, I'm in the shower, trying to compose a
letter found. It turns out to be a strange
letter. So here's what I learned to do,
save the work till you get to the office.
Save the work till you get to the work.
Don't try to get to the office on the way to work.
On the way to work, enjoy the way in the shower, enjoy the
shower, then go to work. When you get to work, I found
this to be helpful concentration.
Here's another big one. Learn to say no I'm telling you
in such a social Society. We have now it's so easy to try
to be a nice person. Saying yes.
Yes. Yes to everything.
Find yourself overloaded. Now you got to call make the
well gosh, you know all the time it takes to back out of
something that you said said yes, to too quickly.
Here's what might be better. I don't think so.
But if that changes, I'll call you little things, you can use
not to commit over, commit yourself.
My friend Ron Reynolds says, don't let your mouth overload
your back. It's a good one.
Now, here's a big one on time management.
When you work work, when you play play, don't mix the two.
Don't work at play. I used to take my family to the
beach and I would bring my briefcase.
I learned not to do that. Or at the beach.
I'm saying, I should be at the office.
I should be at the office. Now, my family is upset because
I'm at the beach and I'm thinking office, office office.
Now, when I'm at the office I'm thinking what I got to get my
family to the beach, the beach, the beach.
So things are not going to I left the office because I'm
thinking Beach and things are not going too well at the beach
because I'm thinking office. Here's what I learned to do at
the beach. Be at the beach at the office.
Be at the office when you work work.
When you play play, don't mix the two.
Don't work at play. Now, here's one of the most
important ones. Don't play at work.
Work is too serious. You don't want the reputation of
being the office Joker. It's not a good.
Yes. There's time for some pleasant
stories. Yes, there's time for a little
humor. Yes.
Best. If it's a happy office, of
course. But I'm telling you got to be
serious about work because you're parting with a piece of
your life for the work. You do your work cost you a
piece of your life. Here's what it's called.
Serious business. Not Grim not unhappy that
serious. Don't play it, work building
person. I don't think we use any more
horse around at the office. Play around played jokes play
tricks, no place, not at the workplace at the beach.
Yes at the bar Yes somewhere else, not work, you got to treat
work with all due conservative passion.
Because it's leading you to your future.
Here's another key phrase. All work is good.
You may not like your job, but if it's the Stepping Stones to
get you to where you want to go, you got to appreciate your job.
You don't have to have a passion for your job.
Here's the ultimate, passionate passion, for incredible success,
in every Department of my life. That's the passion.
But don't look down on down on some menial job.
You have to do to finally get you to where you want to go.
No job is menial menial. No job is not know every job is
Noble. Training life for pay, making
the contribution to society. Next.
Analyze how you are. And if you have some weaknesses,
if you can't doesn't seem like you can change.
Here's the key. Get it covered.
I used to keep promising myself, I keep the books.
Keep the books, keep the books. Finally, I gave that up and back
then it only took me an extra 50, 60 bucks a month for some
accountant to keep the books as a.
No, I'm going to save the 50 bucks.
You can't believe what I started losing and productivity skies, I
tried to save the 50 bucks. So, the key is a lot of times
you can stay like, you are, but just make sure you get it
covered. Okay, Next, Beware of the
telephone and all other systems of communication, especially the
telephone at home and systems of communication at home.
And here's one of the best lines I've got for you for the
weekend, let all communication systems serve you, but don't let
them intrude when it comes time to have dinner with your family,
you shut off all systems unless the ones that can take messages
silently. Don't let the phone ring, don't
let anybody intrude come through the front door nor the back door
nor through the telephone or any other device.
So you can't reach John and his family.
When he's having dinner, the president of the United States
couldn't get through. Hello, I just want a quick
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M if you develop that kind of reputation father mother, When
we have dinner, when we're visiting, and have this time
with our family? Nothing intrudes.
So don't let these clever little devices.
Keeping true. Ding.
You've got to have. A place that sank or st.
It's, it's valuable. You don't let anything in for
that period of time, okay? Is that good advice?
Excellent advice. Here's the next one.
Read all the books, you know, I've only got a few notes here
on time management of, but if you've got some particular
challenges, you run a big organization, a big Corporation,
you got some challenges, there's plenty of books.
Now here's what's next, just be more alert to the things that
might be stealing your time. Here's why time is like capital.
You can't let someone steal your seed corn.
You can't let someone steal your capital and you can't let
someone steal your time. You must designate your time and
some of the time that you designate you must not let
anyone steal. Casual time.
You might let someone intrude and steal a little bit and take
a little bit but not serious time.
Key. Next one of the great time
management Savers is to learn to ask questions up front.
Sometimes you talk to somebody for an hour then you ask
questions and find out. If you would have asked those
questions up front, you could have saved yourself an hour.
Asking questions up front. Helps you to get to the problem
now. But if you just launch into some
discourse, you might waste. 30 minutes of waste an hour.
When here's what you should have been talking about.
After you finished an hour, you say, John what's really the
problem? He said well, it's something
personal. See that's what you should have
been talking about this whole hour.
Key next learn to think on paper.
We're going to take a break. Some ways to think on paper one,
we've covered one. Solving problems, take it out of
your head and put it on paper. Another one is setting goals.
Making these lists we've already started.
Here's another good way to think on paper.
It's a projects book. Each person you're working with
a neat project, you're working on, get a loose-leaf binder in a
tab and some pieces of paper behind the tab and do a little
continual summary of how it's going between you and that
person and between you and that project.
I call it a project book, it is so useful to me.
But what's going on between you and this person when you last
got together, what did you talk about?
And you got a few notes, here's what we talked about the last
time we got together. Now, when you get together
again, you can review that. So you'll know better what to
talk about when the president gets ready to travel and he's
going to meet some important people.
Guess what? They bringing all these briefing
books. All right, the last time you
were with Khrushchev, Kennedy is informed.
Here's what he said and here's what you said, Kennedy said, oh,
that's valuable. I need to remember that if a
person is important, it's worth a little running account, you
might even have a project book for your children.
Here's what's happening between me and my child, we've talked
about this and we've talked about this and we've talked
about this. Next.
Add a timer. keeping track of all of your appointments, you
know, mine is all filled with you know, when to catch an
airplane and when to do a seminar when to sit down and
have a conference all the rest, Next is a game plan, you know,
if you've got a house and the, you know, insurance is going to
come due and some other things are going to come.
Do you just put it on a spreadsheet and make sure it's
taken care of key phrase, take things out of your head and put
them on paper. And the key is to just
experiment with different ways that helps you to do that.
Now here's the last one thinking on paper and that's to keep a
journal. One of the things I'm known for
around the world have been now for 39, 40 years is keeping a
journal. Now my journal is not a you
know, it's not necessarily A it's not like a diary, it might
be part diary. You know I'm flying over Ireland
and write down a few little things that impressed me today.
I met this person. What an extraordinary event
today the scent I conducted this Eleanor in Rome thousand people
stood up and sang for me. I've got a little bit of a diary
in there, but here's what primarily your general is for
collecting, good ideas. A journal is to collect good
ideas on your health, good ideas for your business and good ideas
for your future. Good ideas, for time management
because I used to take notes on pieces of paper and torn off
corners and backs of old envelopes.
And the restaurant placemats and I threw all this stuff in the
drawer, it did not serve me. Well, I found Lee learned to get
a bound copy. Right?
And just keep a journal write. If I was here, I had my journal.
I be taking notes, write these two days in my journal.
Now, if you're caught without your Journal, you just take the
notes. When you get back home, you've
put those notes in your Journal, throw the paper away because we
don't usually go through paper to review, but see my journals.
Now make up a significant part of my own Library.
My journals all Reserve, privately for my children and my
grandchildren. Can you imagine what I've
collected over the years? It's unbelievable.
There are three Treasures to leave behind.
I think you've already got those notes right here.
They are number one, your pictures, don't leave the event.
Unrecorded takes only a fraction of a cent of a second to say
here's who I was with. When I travel the world.
Right, we take all these pictures and here's one of the
gifts people. Send me the pictures they took
of me and them, it's part of the treasures I have on the farm.
Incredible. A pictures worth a thousand
words to describe the scene. The emotion.
What happened say well this was an extraordinary day for me when
I met these people. Here's what they told me
happened to them when they went to my seminar 10 years ago.
Wow, did the drama comes back? If you've taken the pictures
it's one of the treasures to leave behind when you go
Remember the old photographs that we have now, you know, 100
years ago, 70 80 years ago, just a few photographs?
What would it be? Like if you had thousands of
photographs of the past of your history, your mother your
father. Grandparents.
So change all of that. Now for your children, leave all
your photographs as a record. Here's what's next?
To leave behind in that your library.
The books that changed your life, the books, the change your
health, the books, that rescued you from Oblivion, the books
that you passed on to other people, they were so exciting
for you. The books that made you
financially independent, the books that developed your
leadership. Books that give you wisdom to
ponder when things were tough, the books that got you through
the winter, the books that helped you to plant in the
spring and harvest in the fall, what a treasure to leave behind.
If you do that. Here's what's, for sure.
Your books will be more valuable than your furniture.