Brian you have been a student of success
I guess for 40 years yes and you've
written that success is predictable
right I know the way you analyze things
that you've got to have a great
explanation for us what do you mean by
success is predictable and if I'm
someone seeking that what are some of
the key things I need to be doing
looking out for whatever well if you go
into the kitchen to cook a dish and the
very first thing you get is a recipe and
you follow the recipe and you work with
the recipe eventually you'll master that
dish once you've mastered it and made a
few a few times you can make the dish
over over again and you'll remember the
recipe you don't have to keep going back
to the recipe book now if somebody says
boy that's really delicious you don't
say well it's a miracle like something
out of food you know you just followed a
proven recipe that had been worked out
by people before you and that's
basically the secret of success if you
want to be successful in starting a
business then you study what people have
learned and everything that people have
learned that written down or shared in
seminars or put onto audio programs is I
learned this from a very wise man named
cop cop Myer who spent more than 50
years studying success and he had
developed more than 1,000 success
principles that he had derived out of
something like 6,000 books and when I
met him I asked him the question you
would ask of all these thousand
principles because I had studied it all
which is the most important principle of
all and he said Brian he said it's
simple he said use proven success
methods he said learn from the experts
he said Brian you'll never live long
enough to learn it all for yourself so
what I find is that successful people
are those who learn from others who've
gone before them unsuccessful people try
to make it all up like a cook going into
the kitchen taking ingredients out of
the cupboards throwing them all in a
bowl and wondering why it doesn't taste
good this is why people sales careers by
80% of sales people are functioning well
below their potential only 20% make all
the money by 20% of businesses in any
industry make all the profits by 20% of
the
professionals in any service make 80% of
the money and so on it's because they
follow proven success principles proven
recipes proven formulas proven
combinations and they just do them over
and over again until they master them
then they can do more and more of them
faster and faster easier and easier at a
higher level of quality and all that
translates into greater results kind of
following up on that obviously what it
says to me if I'm going to get the
recipe for success I'm going to have to
find some people who already have
mastered the recipe so to speak this
morning you talked about getting around
the right people and how important that
was which sounds like kind of the same
thing I find the recipe from the right
people outside of seminars like this
where are some places that if I'm
looking for the right people where can I
find the right people where am I going
to go find them out well there's two or
three parts of that first of all we are
where we are in what we are because of
the choices and decisions that we have
made in the past choices and decisions
with regard to the jobs we take the
people we work with the people we marry
live with socializing with the
investments we've made the uses of our
time and so we are where we and where we
are in what we are because of our
choices and decisions so the starting
point of change in our life is to make
new choices and decisions which requires
that we stop making old choices and
decisions that are not helping us in
other words to get into something new
you've got to get out of something old
to start associating with positive
people you've got to stop associating
with people who are not helping you and
you in many cases people realize they're
going to have to break off old
friendships break out of relationships
I've seen this happen countless of times
quit jobs stop associating with negative
family members who are constantly
critical is you're going to have to
reorient yourself to more positive
people
now the third principle that's so
important is this is that there's a law
of attraction in the universe that says
that you attract into your life people
and circumstances in harmony with your
own thinking so if you start to read
really good material said
and commit to your own personal
development strive to become good at
what you're doing
listen to positive audio programs
associate with positive people like at
this seminar what happens is you set up
a force field of energy that is
invisible but it tracks into your life
people circumstances possibilities
opportunities that would not have been
there in the absence of your own change
thinking so all three conspire stop
making bad decisions start making good
decisions start associating with people
who are encouraged you are in harmony
with what you think and then Trust to
this law of attraction to bring the
right people into your life right I know
you've written about that and the power
of thinking the power of thought I've
begun to make those changes in my life
I'm very serious about I'm very
dedicated by but I'm surrounded by some
unsupportive people that I'm not ready
to end a relationship with maybe a
spouse maybe it's because in the past I
haven't followed through on some of the
things and they think this is just
another one of those things what would
you suggest I do how would I handle how
do I keep that proper balance for
instance in my thinking being positive
and at the same time I'm someone very
close to me that can have a negative
impact what do i do until that person
comes around well there's the natural
tendency when we hear or learn something
great is we want to convince everybody
else of it and you see this people who
quit smoking suddenly want there to be
no smoking in the world people who adopt
a religion or a political philosophy
want everybody to join the next day but
the very best thing as I mentioned
earlier in our seminar is that you must
teach men at the school of example for
they will learn it no other so what you
need to do is be an example and be an
example for an extended period of time
give yourself to three months maybe a
year of being the new person when you go
on a diet don't insist that everybody
else go on a diet the next day actually
go on the diet stay on the diet lose the
weight achieve the level of financial
fitness and attract people so they come
to you and say what is it that you're
doing or what is it that you're reading
or what is it that you have it makes you
different only then when they reach out
do offer to
the flip side of this is that in the
main people don't change you can change
and you'll find it much easier to change
of your with positive people very hard
to change with people who don't want you
to change you want you to be the person
that you were but in the main people
don't change so so sooner or later in
life you're often going to have to make
some hard choices in the short term be
the person as as Gandhi said be the
change you want to see in the world be
the kind of person that you want to see
and if that does not bring people around
then be prepared to go to the next step
be prepared to walk away something
interesting that you've taught on that I
found remarkable was you said that if
you write a goal down increase your
chances of success by a thousand percent
by ten to overwhelming now next to that
when it comes to goal-setting what's the
most important thing I do I've got it
written down
obviously that's got power if it's going
to increase mods a success ten times
what's the next thing the next biggest
thing in that process well there's a
process which has made more people rich
than any other single process of goals
achieving and it's to take your major
goal and structure it as a question if
your goal is to earn $100,000 a year
then you write how can I earn $100,000
in the next 12 months now it's an
open-ended question not how can I earn
it at my job or doing a specific thing
just an open-ended question how can I
earn the amount of money and then you
discipline yourself to write 20 answers
to the question and the 20 answers are
all the different things that you could
think of to earn a hundred thousand
dollars work a longer work harder
upgrade my skills just get a new job
would take a part-time opportunity
whatever it happens to be write down
everything you could think of but force
yourself to write at least 20 questions
or 20 answers to the question the 20
question method called mind storming
forces you to dig deep deep into your
mind where you will find all your
answers and it may be call a person read
a book let me give you an example we had
a young fellow entrepreneur 35 years old
he built
successful business he worked about ten
years to do it and he for two years
wanted to sell his business so he could
take a year off and travel enjoy his
money and so for two years he just sort
of floundered around like a fish on the
dock wanting to sell his business nobody
offered to buy it he suggested it to
people people were not interested and so
on and in this exercise that they put
him through
his twentieth answer and often it's the
20th answer that is the breakthrough was
buy a book on how to sell your own
business and it just went off like a
flashbulb in his mind had to break he
got up as a downtown hotel got up went
down to the street to a major bookstore
went and found he was amazed at the
number of books have been written on how
to buy and sell a business so he bought
two or three books two months later he
had restructured packages business sold
it completely satisfactory and took a
year off he said but it's just a single
idea it was a breakthrough idea but it
was so simple just get a book on the
subject and you think boy that's pretty
obvious yes but it's the most obvious
answers that we overlooked I know that
you've built a lot of companies I know
you coached a lot of people who built
great companies you've been an
inspiration and mentor to a lot of
people I'm a person who I've gone
through maybe perhaps your goals
exercises you have very thorough goals
exercise I'll put my goals down I've got
all the objectives in the task lined out
and I just can't seem to get started in
90 days passed by and I still haven't
gotten started now I'm at the point
where I'm starting to beat myself up and
all what's the key after I've got the
mechanics so to speak in place what
what's the what can I look for wearing
and where can I look for it to get
started this is one of the biggest of
all challenges it's procrastinating on
starting on a major goal and the way
that you overcome it one of many ways is
you break the goal down into as many
small steps as you possibly can you make
a list of every single step that you're
going to have to take to achieve the
goal from the first one of clearing your
desk or reading a chapter in a book or
making a phone call or working out a
financial plan
so what you do is you break it down into
small enough steps Henry Ford said the
biggest tasks in the world can be
accomplished if broken down into enough
small steps and once you've broken it
down into enough small steps just do one
step so you know of all of these steps
there are 5 minute 10 minute steps have
all of these steps what would be a good
place to start and then you do just one
thing and maybe the next day you do just
one more thing and what happens within
the mind is there's a natural momentum
but once you get into the rhythm you
start to move forward and pretty soon
you're doing the next step and the next
step in the next step and so on I had a
good friend who had for years wanted to
write a business book and he was working
from the 7 or 8 the morning till 9 or 10
o'clock at night had never had the
energy to write it so he finally said
I'm going to write this book so I'm
going to write it one page at a time so
he rescheduled his life so he came home
earlier went to bed by 9 o'clock got up
at 5 o'clock and wrote one page that's
all by the end of the year he had a 350
page book and he published the book and
it became a great success but it was
just writing one page a day that enabled
him to write a best-seller
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