[Music]
thank you
there we go
please sit down I'm going to if there's
a little story that they use in
professionals speaking when a person has
had an accident like this I had a hip
operation so I need a walker you walk on
the stage and you say before I begin I
want to tell you that in the book the
joy of sex there's a major error on page
54 I'm so happy to be here I was just
being told they sold me that these are
the leaders these are the movers and
shakers the drivers of this company it
was true and he said but there's
something else that you don't know is
that they are all self-made millionaires
and I said I said wow he said yes he
said everyone here is either a self-made
millionaire or you intend to be in the
future is that correct this company is a
millionaire maker company lifevantage is
here to give you the tools one after
another like teaching you to be a cook
in a kitchen the recipes necessary to
become wealthy and the only limit on
what you can accomplish is determined by
yourself so I started studying this
subject many years ago when I was a
beginning as a speaker I got a call from
a gentleman who had 800 divisions in his
business all over North America and
they're all coming together for an
annual convention and he had surveyed
them and they wanted to know how to
become millionaires and so he called me
and he said could you do a talk on how
to become a millionaire and I said of
course when you're a junior speaker and
you're starting off you say of course I
specialize in that whatever the subject
is stress management family
relationships loss weight loss I
specialized I said yes I specialize in
that subject and he says it
he said good so I hung up the phone and
then I realized I was about 37 38 at the
time and then I didn't know a darn thing
about the subject ever since I was a
teenager my my goal my dream was to be a
millionaire when I grew up age of 20 and
25 and 30 and 35 and I was able to make
a living I was good at sales and good at
marketing and so on but I was so far
away from becoming a millionaire and now
I have to speak on this subject to 800
business owners like yourself so I spent
two months changed my life I did two
months full-court press and I read
everything I could find on self-made
millionaires and I found that more than
10,000 self-made millionaires had been
interviewed in detail these are people
who started with nothing and became
millionaires in the course of one
working lifetime and they had said the
things they did the things they didn't
do the mistakes they make that they said
there were not mistakes and so on and I
put together a talk and it was called
the 21 success secrets of self-made
millionaires and I got up and I gave
this talk two minutes later and it got a
standing ovation and people asked me
could you give that talk to our company
could you give that talk again and of
course I said yes
and and so I gave it again and again and
started off as a 60-minute talk and then
a 90-minute talk and then a half day and
then a full day and I began giving the
talk all over the world and then I
recorded it on audio and video I wrote
it into a book form and countless people
hundreds thousands of people all over
the world became millionaires and it's
very much like what I said before is if
you work with a master chef the chef
could teach you how to make absolutely
beautiful dishes so becoming a self-made
millionaire when I started off in 1980
studying this subject there were about
5,000 self-made millionaires in America
today there's more than thirty thousand
and the number is increasing about one
every eight minutes and 87% of self-made
millionaires are self-made and they come
from this type of business so so
so so so they say if you take a hundred
people at graduation from college or
graduation from high school one of those
people will become wealthy in the course
of their lifetime three will become
well-off 15 will have a good deal of
money set aside and 80% will be working
dead or broken at the end of their
careers at the age of 65 so when I was
in my 30s I do not graduate from high
school I finished in the half of the
class that made the top half possible
I was Irish I was I was they say
everybody's good for something even if
it's to be a bad example and I was a bad
example they used to say if you don't
watch out you'll end up like Tracy if
you don't watch out you'll end up like
Brian Tracy and that would scare people
into doing their homework and so I left
school in the 12th grade I got a leaving
certificate not a diploma a leaving
certificate and it says goodbye that's
one of those in the emojis waving
goodbye and so my first job was washing
dishes in the back of a small hotel for
a dollar 12 an hour I remember when I
got promoted to a dollar fourteen an
hour that was a major event in my life
and for years I worked in laboring jobs
and I washed two cars I washed dishes
until I lost that job and then I washed
cars and I lost that job and then I
washed force for a janitorial service
and I washed that job and when you're
young losing is a another word for
involuntary career redeployment that's
free you get a chance to explore new
jobs unexpectedly today they give you
two weeks notice in those days they give
you about two minutes notice
we won't need your services anymore
here's your check
there's the door goodbye and so I would
go from place to place and work then I
lived in my car and I did all kinds of
things but I've always had this fantasy
undeserved by the way that I was going
to become wealthy someday until I had
this opportunity to speak and as I began
to study the subject I learned so
wonderful things that they're so simple
so simple it means that everybody can
become wealthy is what you need is a
dependable source of cash flow that's
really important and life advantage life
Vantage is a wonderful source of cash
flow because all you have to do is just
pump the well and the cash flow just
pours down just keep filling the buckets
key fill in the buckets and this company
has only one aim in life is to help you
fill a well is to pump the room at the
pump and to have the cash flow then the
question is what do you do with the cash
flow and that's a whole nother thing so
I'm not going to talk to you about that
but what I found was that there were 21
secrets and so I recorded these that I
gave them his talks and so on everybody
loves the subject of becoming wealthy
and people started to come back to me
after as little as a year and say
because of your talk I'm wealthy now I'm
I'm a millionaire now and they would
come back and they had other faces were
shining and sometimes they had tears in
their eyes as I struggled and struggled
and struggled one year after I listen to
your talk and began to practice those
things I became wealthy here's a couple
of ideas and then I'm going to give you
seven keys to becoming an outstanding
leader in this industry and to becoming
one of the highest paid people in our
society and becoming wealthy and they're
wonderful thing is they're not
complicated I'm not asking you to learn
rocket science or anything all you have
to do is do simple things what they
found in the first major studies of
thousands of self-made millionaires they
said what is your secret what did you do
differently and they all said something
similar all the self-made by the way we
now have two thousand five hundred
ninety five billionaires in the world
today and we didn't have billionaires
when I started off studying maybe had
Jay paul Getty the oil
billionaire but there weren't very many
billionaires now there's 2,500 and 87%
of them according to Forbes are
self-made these are people who started
with nothing many of them were
immigrants they came to this country
with nothing and they started working
and they started doing certain things in
a certain way which we'll talk about and
they became first of all millionaires
here's a one-liner for you because many
of you are already millionaires is the
first million is hard but the second
million is inevitable and when I learned
that and of course the reason for that
is this is you it's not as Jim Rohn used
to say he said it's not becoming a
millionaire that's important it's the
person that you must become in order to
become a millionaire yeah you you have
to become a completely different person
you have to you have to develop
character beyond 99% of the people in
the world you have to develop honesty
and discipline and and quality
relationships and and the willingness
and the ability to work and set
priorities and and all kinds of stuff
because without that nothing is possible
so once you've earned your first million
then you've got you are the person who
could earn a lot of money and the second
million is is not it's never easy never
easy but it's easier the first million
is really hard the second million not so
much so I found that there were 21
secrets the first one of all is dream
big dreams it's I couldn't believe it
every single person who finally made it
said the turning point in their life
they were driving down the road of life
not making much progress which is that
80/20 rule that you hear 80% of people
make 20% of the money and I'm sorry 20%
of the people make 80% of the money and
what happens at a certain point in life
they change and go in a different road
and here's the turning point it is make
a decision make a decision that I'm
going to become wealthy I'm going to
become a millionaire and I will work
hard long hours I will sacrifice I will
pay the price I will do everything
it is necessary because you have this
you have a millionaire maker
organization right here the sole focus
of this job is many wonderful benefits
for users of the product but that's so
focus of this is for you to become
wealthy because by becoming successful
so that you can do all the wonderful
things that you want to do for yourself
and your family
so make a decision that by gum I'm going
to do it and I realized at the age of 36
that I'd wished and hoped and prayed but
I never made a decision I know yeah
maybe someday it'll happen maybe there'd
be a miracle on something so I bought
penny stocks or mining stocks and I did
all kinds of stuff and not a darn thing
happened and then I found that the two
things that millionaires say number one
is I was not more talented or smarter I
didn't get better grades than other
people he said but I was willing to work
harder than anyone else
I was willing to work harder than anyone
else I was willing to work harder start
earlier work harder stay later than
anyone else and you know self-made
millionaires on average work about 59
hours a week they work about six days a
week at ten hours a day or seven or five
days a week at twelve hours there very
few wealthy people who work five days a
week in fact there probably aren't any I
think may work five days a week but it's
way after they've achieved their
financial goals the second thing they
found is that they were frugal is they
earned the money but they didn't spend
it all if they saved the money because
there's a time in your life where you
can be generous you can buy things you
can take trips you can get new cars and
new homes and and a home in the
mountains and so on but not early I had
a banker once who was very helpful to me
and still remembers they was Alan he
said we do Banking for boners of small
medium-sized businesses and we can
always tell when the business is going
to get into trouble is the owner of the
business decides to take all this money
and build a new house he said you could
always tell because it's too soon as
they spend their money too so if they
waited another five years
they could have bought or built a house
without a problem but what they do is
they start to get some progress and they
start to go a little bit while so your
job is to become a self-made millionaire
and LifeVantage job is to help you get
there and my job is to tell you what to
do I'm going to show you the recipes and
the formulas that you can use and
sometimes it just takes one choice and
remember 87% of millionaires and
billionaires are self-made they started
with nothing and nobody's smarter than
you and nobody's better than you
nobody's smarter than you nobody's
better than you if somebody else can do
it especially with all the disadvantages
that many people start off with if
someone else can do it you can do it as
well that's the proof Abraham Lincoln
once said that some become wealthy as
proof that all can become wealthy it's
just the very fact that a person does
well it's proof they started with
nothing and they became wealthy well
there's the proof you could do it as
well just do the same things over and
over again so I wanted to get shared
with you what I call the seven C's and I
began putting together formulas and my
formulas are three sevens tens 12s and
21s I wrote 22 books which had 21 great
ideas to achieve this particular goal 21
great ideas to double your income 21
great ideas to live to be a hundred
twenty-one great ideas to be an
outstanding manager 21 great ideas to
meet and marry the man or woman of your
dreams that's very popular and and I
just I just did hundreds and hundreds of
hours of research and wrote down all
these one-liners and people said just
one-liner
one one-liner out of twenty one changed
their lives forever so I'm a very very
hungry I've spent about a hundred and
fifty thousand hours studying I study
all the time yesterday on the way my way
up here from Las Vegas at Las Vegas San
Diego my son lives in Las Vegas I
probably read three and a half hours
plus two hours before leaving and I'll
do another four hours of reading today
is I just constantly taking in new
information because one idea combined
with your other
ideas and with your opportunity here can
transform your life forever and and you
just have to say is this the idea is
this the idea so the first C is the C of
clarity clarity is my favorite word in
success it's my favorite word in
business I have done consulting for more
than a thousand corporations large
companies worldwide companies like IBM
and General Motors and PepsiCo and Bank
of America I mean big companies and I've
also worked with more than 10,000 small
and medium-sized companies and what I
found is in every single situation
problems occur when the company becomes
unclear about what it is they're doing
or how it is they're doing it and so
I've developed a program which is really
just a fun program for me intellectually
it's called the 2-day MBA and it shows
ten different factors of a company and
these are the ones that I learned when I
went to university back to university of
my 30s and I find that all problems come
from lack of clarity what is your
product it's the first question you ask
who is your customer what is your
customer considered to be more valuable
than anything else
how are you superior to your competitors
what can you do to attract more
customers
how can you what can you do to close
those customers I'll come to this in a
second but but basically it's clarity
lack of clarity now here's something
else I learned and they did a study of
50 owners of companies successful owners
of companies like yourselves and they
asked them what is the very best time
management or business tool that you've
ever discovered 49 out of the 50 held up
a right yellow writing pad yellow
writing pad sort of like like this and
this is what they did this is how they
planned their day they made a list to do
this today that is they they wrote down
everything they had to do they always
work from a list always work from a list
always work from a list if you don't
work from a list it's very much like
taking your hands
the wheel of your car going down a
winding road in the mountains what
happens is your life's going to go up
and you're instantly going to start
doing irrelevant and unimportant and
useless things and at the end of the day
you'll be exhausted and you'll
accomplished nothing now I know this
doesn't apply to anybody here but it
does happen and so therefore clarity is
really important we say in life that in
life you have turning points and I have
written and published now 86 books
because I deal with the formula for
writing and publishing books I have
contracts for four more books and I have
two more books on top of the contracts I
haven't had time to get to it because my
legs have sort of distracted me for a
while but I have booked a book after
book most authors professional authors
write one book every two or three years
and I write and publish as many as four
books a year every 90 days I write a
book and I publish it and then I'm now
published I'm happy to say by the
biggest publishers and the best
publishers in the world and I don't
people say I'm gonna write a book and
become rich you don't write a book and
become rich you write several books and
you become well-off because one book
will will will I get people's attention
two books will prove that the first one
wasn't a fluke three will very often be
the book that actually earns you some
money and then four and five and six so
people say well how can you write so
many books and I said well I have a
system I use a system like a recipe in
the kitchen I follow the recipe and the
system requires clarity what is the book
about who is the book for what are the
subjects in the book that are not
covered somewhere else
what is the system and methodology and
process and I don't write fiction books
I only write nonfiction which are
basically do this and get this result
and then I will do hundreds of hours and
hundreds of hours so anyway going back
to my two day MBA
what I found was that the number one
reason why businesses are not successful
we're not talking about fortune 500
companies we're talking about one-person
companies is that just you're not clear
about their business they're not clear
but every step of the business because
they don't think on paper think on paper
the most powerful tool in the world is
you a pen and a piece of paper this is
the greatest wealth creator in the world
and so you never never pick up the foot
then you you never answer the phone
without something to write down you you
make notes all the time make notes make
notes
now you can actually capture all your
notes on your phone but what I found is
that if you write it down it records
into your brain and your chances are
you'll remember I found that if you do
not if your goals are not in writing and
one of the things I taught and I've
taught more than five million people is
write your goals down on paper and write
them down in the present tense as though
you had already achieved them I earn X
number of dollars in 2019 I am a
self-made millionaire by 2000 January
1st 2025 I weigh X number of pounds I
live in a 5,000 square foot house with a
separate bedroom for each one of my
children
in other words write it down as though
we're already a fact and you're just
reporting it you're just reporting the
fact your subconscious mind is is is is
marvelous but what it does is it only
thrives on goals that you pronounce in
the now in the present chance and so you
now have a dynamism it's called a
I think of the word but this is the
dynamism in your brain where your brain
knows that you're only earning this
amount of money but now you're saying
but I earn this amount of money your
brain knows that you're not a
millionaire but now you're saying I am a
millionaire and so your brains goes to
work to close this gap between where you
are and where you want to be and your
brain starts to work 24 hours a day and
it works and it gives you ideas each
person here has a what is called the
super conscious mind and this mind has
been talked about for five thousand
years and some call it the the Oversoul
and some people call it the god mind
some people call it God spirit whatever
it happens to be but there's this
incredible power in the universe
that you can tap into you could just
reach into it by simply writing down a
goal clearly on a piece of paper and
then this mind goes to work 24 hours a
day to bring it into your life you all
read the books about the law of
attraction and so on well the fact is
that once you are clear on a goal and
you write it down not type it but write
it down is you force this energy field
of attraction and it starts to pull into
your life everything that you need to
make the goal clear but if it's not in
writing not a darn thing happens and so
I'm going to ask you I've sometimes
asked people say please please please
just do one thing for me is write down
your goals after this seminar follow the
instructions that will give you an
instruction and by the way we made
available my goal-setting formula online
for everybody here so everybody can go
online to LifeVantage and get it
and because it because it will save you
10 to 20 years of hard work you will
your life will transform it's almost
like taking some magic elixir your whole
life will be different so anyway what
you do is I said in life every person
has a turning point and the turning
point comes when you set upon a major
goal when you decide upon a major goal
and since you're going to be working for
money in business all your life
you might as well set a goal to earn a
lot of money you see in life you can
earn a lot or you can earn a little and
if you have a choice I recommend to you
that you choose a lot ok because if you
don't choose a lot by default you
automatically get a little and this 80%
of the population out there is wandering
around and complaining about successful
people when we're life's not fair and so
on no because once you are clear about
your goal you start to see all kinds of
opportunities things that you can do
that you hadn't thought of doing then
move you faster toward the goal and move
the goal toward you you activate this
field of magnetism and you start to
attract into your life people in
circumstances who help you to achieve
the goal and you help to achieve their
goals I mean it's the most amazing thing
you know and and and and it is true and
it has been true for thousands of years
and it is the great secret of success so
let us talk about the five the seven
seas and I could spend all day on these
it's number one serious clarity it's
being absolutely clear who you are which
means what you want in life what kind of
a person you are what you believe in
what's important to you what you care
about you'll never be successful unless
you're doing something that you enjoy
and doing it well Napoleon Hill through
this contribution under the table in
1936 he said do something that you love
and do it well
and you'll never work another day for
the rest of your life you just never
work again because you could hardly wait
to get to work you could hardly wait to
do it because you love it a turning
point in my life and I'm trying to give
you a lot of stuff in the time
we have a turning point in my life took
place in about 1987 and I attended a
seminar and the speaker at the seminar
said talked about the importance of self
esteem and what he said is your self
esteem is defined as how much you like
yourself and the more you like yourself
the more you like other people and the
more you like yourself the more
confidence you have and the more willing
you are to try different things and the
more like you you like yourself the less
afraid you are of making mistakes so
you're willing to take chances with the
possibility that you won't be successful
the more you like yourself and the way
that you build up your self-esteem is
you simply say I like myself
I like myself I like myself say it say
it I like myself
no no no don't suck your thumb and say
yeah I like myself
wonderful and the most the most powerful
thing that you can do in this business
is to help other people like themselves
and how do you help other people like
themselves you treat them well you
practice the golden rule you treat them
the way you would like others people to
treat you and so they feel valuable and
important and they want to be around you
and they want to accept your guidance
and they want to do what you instruct
them to do and they want to become
successful as well and so them and the
more you like yourself the more you like
others and the more you like others the
more they like you right back and it
becomes a positive upward spiral that
makes you happy
wonderful thing about Utah and the
religious proclivities if you like right
which I admire so much is the focus on
the family and the focus on children and
the greatest thing that you can do for
your children is to raise them up so
they're self-confident and have high
self esteem so they like themselves and
value themselves and consider themselves
to be worthwhile people natural
and and that's the most important thing
in the world I I have been so blessed I
had the most wonderful wife 40 years
anniversary is 40 years in June and and
and Rita by the way it was just came up
here to get a check and the flowers she
prefers the check to the flowers she
told me that she is just celebrating her
fortieth anniversary in that great 40th
anniversary it's great so we have four
four wonderful children and we have
never criticized our children or
punished our children in their entire
lives we've had a lot of heart-to-heart
talks that but we've never punished them
and never criticized them we've never
done anything to take away their
self-esteem and self-confidence we've
always told them what wonderful children
they are and now three of the four are
married we have seven grandchildren and
they say Mike Mike my friend Charlie
Jones used to say we have seven
grandchildren all males except for six
[Applause]
no I have one grandson and sixth Ranchos
six granddaughters and so on but that's
the most wonderful thing in the world
and what I see is my children grew up
and they married people with high
self-esteem who treat them with though
they are valuable and important people
and vice versa
and then they raised their children with
high self esteem and now you know how
you can tell if you have a good
relationship at any level of business
anywhere is you laugh a lot people are
in a good relationship laugh all the
time
[Applause]
[Laughter]
[Applause]
absolutely thank you thank you sir but
it's so true is that true because you
you can only laugh spontaneously you
cannot decide to laugh or plan to laugh
or decide how long you're going to laugh
it could only happen spontaneously it
has to come from your heart has to come
from your mind so the very best
relationships with other people just
laugh all the time and so you go into my
home and especially when my kids were
growing up if my kids just laugh all the
time
and the friends started to come over to
our house all the time because in our
house everybody laughs and the kids are
happy getting off track number one is
clarity so here are the seven keys to
setting and achieving goals these seven
keys will make you rich key number one
is to decide exactly what you want
decide exactly what you want and the
great majority of people really don't
know what they want they want to be rich
but what does that mean how much is that
when I was soon what are you gonna do to
get it so decide exactly what you want
if you're married sit down with your
spouse and decide exactly what you want
two people working together a husband
and wife working together on a single
goal multiply the power behind achieving
that goal more than anything else it's
called the the great mastermind is the
husband and wife working together anyway
number one is decide exactly what you
want
Einstein said that if you cannot tell
your goal to a six-year-old child and
have the six-year-old child
explain it to another six-year-old child
and both of them understand it then you
don't know what your goal is yourself so
ask yourself is your goal so clear that
you could tell it to a six-year-old
child and the six-year-old child would
not only understand what the goal could
tell you how close you are to it great
test it's great test the Einstein test
number two is write it down write it
down write it down write it down there's
nothing more important than writing down
your goals because if it's not written
down it's merely a fantasy now they've
done a whole series of studies at
Harvard and Yale and Cornell and so on
but the difference between students who
type their notes and students who write
their notes the students who write their
know it's all get straight A's the
students who type their notes forget
everything before the end of the day
because writing forces you to use three
abilities your your kinesthetic ability
your physical ability of writing your
audio ability you see it when you're
writing and your auditory ability you
say it to yourself when you're writing
so you activate the three major parts of
your brain simultaneously like a laser
beam from a space station onto a piece
of paper and your subconscious mind
accepts it as a command as a command and
your superconscious mind starts to work
on it 24 hours a day just write it down
write it down and and it's the most
amazing darn thing if all you did was
write down one goal and leave this
conference your life would be different
forever and because they're all kinds of
things will start to happen and you'll
say well that's a coincidence
I just wrote that goal down
when I was in that meeting this
afternoon and then I got this phone call
or something in the mail or I saw
something on TV or so just it's just
phenomenal so step number one write
decide what you want number two write it
down
number three set a deadline tell your
subconscious when you want it I want
this by such as such a day so every goal
always ends with a use by date and as I
achieve this goal by this date and you
write it in the present tense
number three is make a list I'm sorry
number four step number four it's making
a list of everything that you can think
of to do just make a list and as you
think of more things add it to the list
keep writing it down writing it down and
sometimes just think of something in the
middle of the night write it down keep a
pad of paper next to your bed and
quickly write it down so you don't
forget it just write it down write it
down that's number four and this is
really important it's the great turning
point like a massive ship turning in the
ocean your whole life starts to turn
when you write down a list of the steps
you're going to have to take I don't
recommend other people's books because
I've written so many of myself and I I
summarized hundreds of books that I have
read over the years but there is one
book that had a great influence on me
and it's called the the the the
checklist manifesto anybody read this
book the checklist manifesto was written
by a doctor an emergency ward doctor and
he talks about the value of checklists
when you are trying to accomplish a goal
build a business raise a child whatever
you want to do he says create a
checklist he said every good thing in
the world this room a car swimming pool
everything's follows a checklist
everything requires a checklist to build
it and the wonderful thing about
organizing a checklist before you begin
work on a project it has an
extraordinary effect on your life and
what he does is he teaches in the most
entertaining way how people who do not
use checklists died went bankrupt the
most successful people in finance in the
world how they use checklists in order
to organize their financial life
business people anyway so one book that
I would recommend
it's a short book it's just fascinating
reading is called the checklist
manifesto anyway so take your list of
goals and organize your list by priority
make a checklist
what words number one what's number two
what's number three and so on
and as you get more information change
the list reorganize it write it move
things up and down step number five or
set number six is to take action on your
list take action on the most important
thing on your list
do something lunch get going do it now
do it instant do it immediately get up
and do something it doesn't have to be a
lot it can be revising your papers that
can be making a phone call it can be
ordering a book it could be something
but do something which is sort of like
the kickoff at a football game just kick
the ball off as far as you can and
number seven and this is going to make
you rich happy popular and thin number
seven is do something every day on your
most important goal do something every
day on your most important goal so
here's the exercise I'm going to give
you to take home with you and do when
you leave this and by the way from now
on
whenever you bring on a new person put
them through this exercise if they will
not go through this exercise do not
waste a minute of your time with them
because they will never be successful if
they won't follow your guidance and
here's the ears the exercise take a
clean sheet of paper and write down
goals and today's date and then write
down ten goals that you would like to
accomplish in the next 12 months don't
worry about two years or ten years or
five years just canticle else you'd like
to accomplish in the next 12 months and
write them in the present tense almost
like you're submitting an order and just
write then I earn I achieve I way I
Drive such-and-such a car I own whatever
it happens to be and though goals will
be financial goals family goals physical
goals and so on write down ten and then
you take this list of ten and you say if
I had a magic wand and I could wave this
magic wand and I could have any one goal
on my list within 24 hours which one
goal would have the greatest positive
impact on my life which one goal and go
over it
and usually this will jump out at you
know jump out I would at you're like a
spider in a horror movie it'll grab you
and put a circle around that goal and
that's a goal you transfer to a clean
sheet of paper and then you followed
this seven steps write it down set a
deadline right make a list of everything
you have to do to accomplish it organize
the list into a checklist take action
and then do something every day if
you'll just do this this simple exercise
then you'll all be rich nothing nothing
could stop you but yourself so number
two the second C is the C of competence
and the C of competence says it's very
simple is that you can only earn a lot
of money if you're very good at what you
do and so one of the most important
things you do is you break down your
work into skills and you say one of the
most important skills I need to have to
be successful and there's recruiting is
a very important skill training is an
important skill managing motivating just
an important skill leading supervising
important skills so what you do is you
think what are the skills that I will
need to be in the top 10% of my field
you don't have to be in the top 1% just
be in the top 10% because there are no
successful people who are not good at
what they do they are good at what they
do and they are good at what they do
because they work in it all the time
whether you're in sports or whether
you're in music or chess or anything
else there's a wonderful study that's
been written up and it's called the it'z
it's called
it'll come to me in a second I find that
when I because of these pains I my
memory slips and it goes around in a
circle like a merry-go-round and it
comes around again and it'll come back
and there it is but basically what it
said was studying the most successful
people is that these people spend four
more hours becoming good at what they do
than average people the other people
don't do it and that everybody has
natural abilities but the ones who use
those abilities transform themselves by
really
working hard at becoming good one skill
at a time this is another thing that's
really important don't try to be good
good at everything because what happens
is just break down you're just overwhelm
yourself and you just give up you say I
tried that before I had an experience
which I'll pass on to you when I was a
young man I was in my 20s and I was in
sales and I was in cold calling sales
knocking on doors every day and I was
making one or two sales a week I was
living in a little rooming house with a
bed and a floor and a little bathroom
and I was struggling I could tell you
within a dollar how much money I had in
my world at that time because it was
less than a dollar and I worked get up
at five or six o'clock in the morning
I'd be waiting at 8 o'clock in the
morning when people came to work I would
knock on doors office doors and and
business doors all day long and then in
the evenings I grow to knock on homes
and in apartments and I would make call
after call after call I made hundreds of
calls and with no sales the first year I
made more than 20,000 calls and only
made a few sales just did enough to
survive and then one day I asked a
question which I'm going to help you
with as I said of all the skills what's
holding me back more than anything else
and the answer was closing the sale is
that I couldn't get people to make a
decision I was enthusiastic and positive
and and everything you could want is and
so on and people were very interested in
friendly but at the end of the
conversation they would say those awful
words let me think it over
let me think about it or leave it with
me or can you get me some more
information the words I want to think
about it mean goodbye forever we will
never meet again and I was getting this
all the time so I made a decision I
still remember the time date placed it
in my little rooming house when I
decided I was going to learn how to
become very good at closing sales and I
began to read everything I could find I
sent away for books I I did everything I
could find to study the psychology and
techniques and methods of closing sales
in one year my income went up ten times
changed my life forever I yeah as some
years later and and and and I didn't
know how to do it and then I did and
because all skills are learn about and
you can learn any skill that you want to
learn and if it's you if you just simply
find out what others have done before
you and and and practice it and then I
began to recruit other salespeople and
teach them the same thing I said here's
the product here's the advantages and
benefits for our customers and here's
how to ask them to make a decision and
they became successful many of them
today are millionaires and
multimillionaires many of them are
multiple businesses and they've told me
they said your training when I was in my
20s going nowhere
broke changed my life forever and the
most important thing was I got people
just to make a decision I asked them to
make a decision so many people in this
room I know have a challenge worth
closing we all do when we start off but
that's where you are now but that's not
where we're going to be three months
from now three months from now you're
going to be so dangerous you will need
to be restrained for yourself and the
safety of society because you'll be able
to close anybody or anything and I am
NOT talking about pressure I'm not
talking about pressure do you know what
good's what good businesses is here it's
helping is what you are is you are great
helpers you are helping people to
improve the quality of their lives and
their health and their family and so
when you start to see yourself as a
helper your job is to help people
understand how much better off their
lives can be if they take your advice
and guidance that's what you do Earl
Nightingale said something many years
ago he said you don't get what you
wanted life he said you get what you
deserve and so I began to study that and
get what your deserve deserve deserve
and I thought that deserve comes from
the Latin and it comes from the words
duh which means from service which from
service so you get what you want in life
from service to other people and so the
people who serve the most people the
very best
the ones who make the most amount of
money in the shortest period of time but
here's something else is when you help
other people improve the quality of your
life yourself esteem goes up and your
self-confidence goes up and you feel
happy and you like yourself more and you
like other people it's the most amazing
darn thing is you just put your life on
it on this wonderful upward spiral by
deserving that people will buy from you
by looking for ways to help them how can
I help this person to improve the
quality of their life and their family
and their work so see yourself as a
helper and your job is to deserve more
and you'll find you look at the Steve
Jobs and the Bill Gates and the
multimillionaires who are individuals
and you think these people focused they
had this obsession with a product of
some kind that would really help people
to improve the quality of their lives
and that's all they think about it all
they talk about and the only people who
succeed in those companies are people
have this same obsession with customer
service Tom Peters in his book in search
of excellence many years ago he said the
most important principle of all was the
obsession with customer service it's the
most successful and highest paid people
just think of us serving people and
helping people improve their lives all
the time so that's the most important
level of competence that you want that
you want to achieve first of all you
have clear goals and then you say what
is it that I really really love to do
that really helps other people to
improve the quality of their life and
how can I become really really good at
doing that more and more of the time
the third C is the C of concentration
and these are not necessarily in order
but in in a way these are the C of
concentration is your ability to focus
which we talked about before it's your
ability to focus single-mindedly on one
thing at a time and to work on that one
task until it's complete and to
discipline yourself not to do anything
else or to become distracted by emails
and bells and bits and noises and things
like that it's just the ability to focus
like a laser beam on a single task I
wrote a book a few years ago and it was
called
double your income and double your time
off and I sent it to a publisher and the
publisher said ah you know a book's
title it's really really important he
said well it's an interesting title but
it's kind of bland and one of the titles
chapter 15
there's 21 great ways to stop
procrastinating and get more things done
faster and one of the chapters was
called eat that frog and eat that frog
came from a you know you know my book it
came it came from a story by Mark Twain
where he said if the first thing you do
when you get up in the morning is you
eat a live frog you'll have the pleasure
of knowing that's probably the worst
thing that's going to happen to you all
day long and Mark Twain was just
incredibly good humorist and he said and
there's two corollaries to that rule
number one is if you have to eat a frog
at all it does not pay to sit and look
at it for very long you know get on with
it get it over he said in the second
corollary is if you have two frogs to
eat eat the ugliest one first a good
friend of mine from here in you know a
Salt Lake or actually in insult it says
that the key to success is do the worst
first eat the ugliest frog first and I
really like that
and so the your job is to eat that frog
so that my publisher came back to me and
he said if you could take this title and
take it and make the title of the book
and then run the theme of eating a frog
getting prepared getting ready picking
the most important things first all the
way through we could publish it as a
book and it might sell a few copies
today it's past 10 million copies in 46
languages it's a
it's it's the best-selling book on time
management in the world and I've had
countless people come to me all over the
world because it's in so many languages
and they say this book made me rich this
book made our company the number one
company in in in the in Europe number
one company in the country
it made us rich they said the people who
made me a double triple quadruple my
income people have transformed their
lives by this simple concept and the
concept is once you have determined the
most valuable and important thing you
can do start with that first and do only
that task until it's complete now the
first time that you try to do this you
will find it's quite difficult Napoleon
Hill did a subsequent book to his book
Think and Grow Rich it was called the
master key to riches and after 260 pages
it gives you the answer the master key
to riches and the first paragraph he
explains in this book you will learn the
master key to riches and so it's a whole
book on motivational ideas and
principles and the last line of the last
chapter of the last page is now you know
the master key to riches is
self-discipline and what we have found
is that the most successful people have
come to that conclusion as well is that
self-discipline is the master key to
success so for you to write down your
goals and make a plan and set priorities
and start with your most important task
takes tremendous self-discipline if you
if you haven't done it up to now it's so
hard but good to said everything is hard
before it's easy and everything at the
beginning is difficult but later it
becomes easy and automatic you have to
force yourself to discipline yourself at
the beginning of it after that it
becomes easier and easier and you
actually feel happy now here's the most
wonderful thing when you discipline
yourself to start and complete a task or
a part of a task you feel like an
athlete so here's my question if
an athlete runs in a race and comes in
first what do they call this person the
winner
exactly I've studied this hundreds
thousands of hours what it says is that
when you win when you come in as the
winner your body releases endorphins
which are called nature's happy drug
they make you happy and dopamine which
is a form of energy that you get from a
positive experience so when you complete
a task your body releases these drugs
and you feel happy so they call it
nature the psychologists call it
nature's happy drug if you want to be
happy just start and complete a task and
you get you get a zip wow wow I feel
happy
so I organize my life so organize my
tasks that it's at and then my wife
Barbara will come in and say I'm gonna
have dinner in ten minutes so I say okay
ten minutes let's see what have I got
here that will take ten minutes huh I
can do this in ten minutes so I'll
always end my day with a completed task
this is real simple thing and I I've
done it I could tick it off complete
them down and I'm happy and I'll walk
out then I'm smiling when when you make
a person feel like a winner you feel
happy when you discipline yourself to
complete a task you give yourself a buzz
Alfred Adler one of the top
psychologists of history called this a
positive addiction
he said if you start and complete a task
you get a bus and the bus becomes
addictive you start thinking no I want
that bus again but the buzz is a
positive addiction and that it makes you
happy when you do it so every time you
start and complete a task you feel like
a winner I mean you feel like a winner
you want to do it again and have that
winning feeling if you want to raise
happy healthy self-confident children
one of my programs 21 great ways to
raise happy healthy self-confident
children one of my twenty ones is what
you do is you make your children feel
like winners all the time
if you're happily married make sure that
your spouse feels like a winner all the
time how do they feel like a winner is
when you praise them or complement them
thank them from what they did
acknowledge their success whatever it
happens to be make them feel like a
winner because every single time you
start and complete something and it's
acknowledged first it feels like a
winner you know that the greatest speed
records Olympic records are always
broken in front of the biggest crowds
interesting point the biggest crowds you
get 10,000 people you get a record you
get 50,000 people Wow 100,000 people
they break all the world records because
the greater the amount of praise and and
that you get from winning a race or
potentially rich the faster people run
interesting thought so those are the
first three clarity the absolutely clear
about your goals and what you need to do
to achieve them and competence become
very good at your tasks and number three
is concentration concentrate
single-mindedly on your most important
tasks and stay with it until it's
complete by the way I could speak for
two days just on concentration and I
have tried these principles all over the
world but that's all that you need start
and finish your most important tasks
number four is constraints now
constraints is is a concept that was
developed in Tel Aviv by management
consultant many years ago and it says
that between where you are today and
where you want to be sometime in the
future a goal is there is always one
constraint or choke point that
determines the speed at which you get
from here to here that's the constraint
so the art of life is to identify the
constraints that are holding you back
from achieving the goal that you want to
it and it could be something simple like
finding a parking space it could be
something simple like getting your
shopping done and so on continually ask
what is the constraint or limiting
factors what they call the limiting
factor between here and where you want
to go so you say to yourself all right
you want to achieve a particular goal so
you ask yourself what is the one factor
that determines the speed at which you
achieve that goal
what is the one factor that determines
the speed at which you achieve your most
important goal and you work with your
downline you work with your consultants
you work with other people and you help
them to be absolutely clear and don't
try to change the world try to change
one thing one factor try to alleviate
that one factor and that'll change your
whole life it's unbelievable
so you say all right let's talk about
selling like a speaker about selling
them for days and days as well
let's talk about selling well we want to
earn more money do we want to earn more
money say yes I would you like to double
your income effective this next week I
have a four I have a seminar that I do
by the way it's seven ways to double
your income in the next seven days and
it's all based on hundreds of hours of
research and blah blah but it's I'll
give you just one I was thinking I could
spend I could spend the whole day on the
seven but I'll give you just one is what
determines your income today what's the
constraint
what's the factor well the limiting
factor is the number of people who you
sign up to join the business it's pretty
much it could be something different but
less or it could be closing the sale is
getting that person to come on board and
become active and get busy and start
talking to other people and both using
and selling the product figure out what
it is but let's just say that it is the
number of people that you talk to on a
daily weekly monthly basis and I give
this little formula when I'm talking to
sales audiences and in reality we're all
in sales and I say the average person in
America who earns a full-time living
from sales and sales is on their
business card about 17% of the
population spends about ninety minutes a
day talking to new potential customers
ninety minutes a day and this goes back
to 1928 all the way forward ninety
minutes a day well there's eight hours
in a working day so that means the
person is spending one fifth of each
working day
talking to new potential customers so if
you want to double your income it's very
simple to do and you all know what the
answer right now is spend 180 minutes
each day talking to new people now you
can't control or determine which one of
them is going to buy or join or
something else but you know that if you
speak to enough people enough people
will join or buy or become customers or
become distributors and so on so
therefore just double the number of
minutes I call this brian's minutes
Theory double the number of minutes from
90 minutes to 180 minutes or if you're
working whatever number of minutes today
and you could calculate that track it
for a week every day track how many
minutes you're spending talking to new
people about this business is then
double the number of minutes now you
can't double the number of minutes
overnight it may take you a week or two
weeks but a my promise to you is that if
you double the minutes or double your
income if you double the minutes you
spent face-to-face head to head I - I
hear Tyr love say knee to knee heart to
heart if you double the ministry double
your income and I've had countless
people come to me and and and it's
interesting they come up at the seminar
there's a bunch of BS I've been in my
business for years this competition is
so tough you can't double your income
just and then I come back six or twelve
months later and they come up to me and
they said you remember me and I don't
but they say I told you it was a bunch
of BS about doubling your face time and
doubling your income the week after I
went out I said I'm going to prove that
person's wrong I'm going to prove that
he's just a dork or something else and
he said the following week I doubled my
income after eight years in my field
they doubled my accident he said I
couldn't believe it he said he said I
taught my only friend told my other
friends how I did it there is no the top
salesman in the company I told the thing
else to do it and everybody who did it
double their income and then if you
don't let you double your income what do
you do is that you you double the amount
of time you're spending and you spend it
on with better people
okay now I'm running out of time damn
damn damn so I'm going to give you the
the other principles that we have the
number five number number number four is
constraints number five is continuous
learning and development is dedicate
yourself to becoming better and better
at what you do it must be a part of your
life let's breathe in breathe out and
learn new things self-made millionaire
self-made billionaire is spent sixty to
ninety minutes every day study their
field
we need new material Warren Buffett was
just relegated from number three to
number four richest man in the world and
Warren Buffett reads five hundred pages
a day Warren Buffett reads five to eight
hours a day Warren Buffett reads eight
hours seven days a week he reads all the
time and he's one of the richest men in
the history of the world and he and his
partners all say the same thing you've
got to read read and learn all the time
so part of your life don't ever listen
to the radio I say you should never even
know if your radio works in your car
because you never listen to it the CDs
that are available to help you become
better or unbelievable you can download
them with audible and put them on to
your iPhone you can listen to them in
every part of your life and one idea can
make you rich so just keep flooding your
mind with new ideas
number six is commitment and we know
this because you talked about it a lot
its commitment is really important
there's no success without commitment
whether as you're putting your whole
heart into what you're doing and putting
your whole heart into what you're doing
for a long time but if you do there is
no limit on what you can accomplish you
get up in the morning and you make a
decision that my gum I am going to
succeed in this business no matter how
long it takes no matter how many hours a
day and number seven is courage and
courage Winston Churchill said worried
courage is rightly considered the
foremost of the virtues for upon it all
others depend and encourage what you
have is two parts the first part of
courage is the courage to begin to
launch to take a chance to face failure
and rejection to try something with a
very great possibility that you will
fail and you'll feel embarrassed and
and your self-esteem will go down and so
on but the second part of courage is
persistence it's the power to keep going
and keep pushing yourself and driving
yourself and I had a transformation many
years ago which I will give to you a
woman who I was going out with before I
was married
she asked me Brian she said what is your
best quality and I thought about that
and I think I said I said I think my
best quality is that I never give up
that's your best quality she's very
insightful woman I still remember very
intelligent your best quest qualities I
never give up and so I've spoken to
audiences like you and I have found that
that's true as I never give up and my
children never give up it's it is not in
our vocabulary we never think we'll try
something different we'll try something
new we'll take the losses and so on but
we'll never give up so how do you
develop this unshakable quality of
persistence which will guarantee your
success in life nothing could stop you
if you don't quit if you don't quit then
the only alternative is you must succeed
and eventually you must succeed greatly
well the great rule you become what you
think about but you become what you say
to yourself so what you do is you say to
yourself these magic words you say I
never give up
say it say I never give up i never give
up i never give up i like myself and i
never give up us-- repeat that over and
over and repeat it to your kids i love
you and you never give up repeat it to
your downlines repeat it to your friends
make it something people say well I
don't know a lot about him or her but I
know one thing is he or she never gives
up
they will not suck they will keep coming
at you like a bulldog they will never
give up if you never give up my promise
to you my guarantee to you is that you
are going to be an enormous success in
the months and years ahead and I hope
you are thank you very much
[Music]