Brian Tracy: Сhange your life for the better

[Music] [Music] when I was a young man I came across a statistic that you've seen it said that the average person only uses about 10% of their potential and the other 90% is left unused throughout their lifetime well recent research shows that that statistic is not true the average person only uses about 2% of their potential and the other 98% is stored like treasure buried in the ground and it's never used and what do people use their 2% for well they use it mostly for conversation at work and with their friends they use it for messaging and tweeting they use it for watching television average person watches a screen a screen five three to five hours per day is they're watching a screen of some kind whether it's a computer or an iPhone or an iPad or a television and most of what they're watching is in category two it's completely irrelevant and unimportant it makes no difference in their lives at all but whatever you do over and over again becomes a habit so today we have an entire generation of people who have the habit of watching screens all the time and as a result their lives go very very slowly so therefore after you have to ask yourself is this a good use of my time is this does this business I work have tremendous consequences for me so when I came to studying thinking I said what is the activity that has the greatest potential consequences for you in your life and the answer is thinking because the quality of your thinking determines the quality of your actions the quality of your actions determines the quality of your results and in life everything in its results now whatever age you're at if you look at other people who are successful there's one quality that successful people have and that's that they get a lot of results they are known by everybody as the people who get the most results they're extremely result oriented they think about results all the time what is the characteristic of unhappy and unsuccessful people is they waste most of their time what do people at work waste most of their time in they waste it talking to their friends when they go to work in the morning they don't go to work they go and find somebody to talk to and it's sort of like ducks in the farmyard quack quack quack quack wok wok wok wok wok wok if you go into any business office everybody's going quack quack quack quack like white wine white wine and then it's lunchtime so they all go out wok wok wok wok wok wok wok wok and they all come back wok wok wok wok wok wok wok and nobody does any work everybody is kwok-wai quacking and then they come in they check their email and they check their facebook and then they go in suits quack quack and have some coffee and then they go home I have noticed that the work week in the work day in Russia is from about a o'clock in the morning until about five o'clock at night however when I Drive in the traffic by 3:30 in the afternoon the roads are full of cars why is that because everybody who gets off work at five o'clock is actually going home early so they can watch television and they're going home early so that they can get ahead of the traffic qua qua qua qua qua qua so most most time at work is wasted so I'll give you another technique to transform your life it's when you go to work work all the time when you go to work when you start first thing in the morning just work all day and don't do anything about your work if somebody wants to talk to you quiet quiet quiet quiet you say yes but not now let's talk after work or let's talk on the weekend but right now I have to do my work and eventually people will stop talking to you and they'll go and talk to other people in wok wok wok wok wok and you will accomplish two or three times as much each day if you just go to work and start work and work all day long if you just develop the habit of working all day you will produce twice as much you'll be paid twice as much you'll be promoted twice as fast and this is true all over the world no matter what the situation by the way I said that this is a great time opportunity in Russia do you know that most of the most successful businesses have started at the bottom of a recession most of the most successful careers including mine were started at the bottom of a recession that what happens in a recession is that you are forced to think much better than before you are forced to make much better decisions you're forced to make much better actions you're forced to focus more intently on the activities that have the greatest consequences and as a result times of great difficulty are also times of great opportunity for you and for me because you can grow faster and become stronger today that has ever been possible perhaps in your lifetime so don't complain about the difficulties of today because first of all we can't do anything about it and second of all look into them for the advantages or benefits that they might have for you for the future now here's the second question for you and I asked this question all the time because when I first heard it I didn't know the answer the answer the question is what is your most valuable financial asset and when I first heard that I thought wow it's my house or my car or my bank account no your most valuable financial asset is your earning ability it's your ability to earn money your earning ability is like an oil well that chief keeps gushing oil is you can lose everything in your world back again so your earning ability is the most powerful and most valuable financial asset you have and your earning ability by definition is your ability to get results that people will pay you for now this doesn't mean that you are not a valuable person each human being is of incredible value but some people's earning ability is much higher than others and your earning ability is an asset so it can be either increasing in value or decreasing in value now here's what they study here's what they found in the studies the 80/20 rule they found at the bottom 80% of people the ones who struggle for money and worry about money all their lives these people when they take their first job will work to a certain level and then they will level off and never improve for the rest of their lives unless they're forced to and so therefore 10 years after starting work the average person today is no more productive at getting results than they were after one year but they find that the people in the top 20 percent are very different the people in the bottom 80% increased their income about 2 or 3 percent per year over the years people in the top 20% increased their income at an average of about 11 percent per year if your income goes up 11 percent per year you will double your income every 6 or 7 years and then you will double it again and then you will double it again and soon you live in a beautiful house and you drive a nice car and you'll send your children to private schools and you'll have a nice bank account and you'll be happy but if you don't keep increasing your income nothing good will happen now what is the difference the answer is the people in the bottom 80% don't learn anymore after they leave school but the people in the top 20% are always learning new things and as a result they are increasing their earning ability now one of my favorite statistics is the measurement of the highest-paid people in America and by the way these statistics are true in almost every country they looked at the 500 top executives of the 500 biggest companies and every year they do this calculation they find that last year the average person earns about 10 million dollars now this person started off at the beginning at their first job with no learning ability no ability to get results at all and then somehow today their companies are willingly paying them 10 million dollars to come to work what has happened well the average top executive earns 257 times the average pay of the person in their company 257 times we're not talking about twice as much or three times as o-tama 257 times some top executives earn 300 and 400 times the amount paid to the average person in their company how can this happen well here's what they discover every year and many people here are in this situation every year about 1 and 1/2 percent of the population starts work for the first time they take their first job as adults and so it's like a big marathon it's a big race and everyone lines up and then the gun goes off bang and everybody starts to run and then just like a marathon some people get way ahead in this case in the earnings race the great majority stay in the middle and some people fall well behind so they just finished a 25 year study which I think is one of the great studies on success it's ever been done they ask how is it that these people can be earning so much money in paycheck they were receiving a pay of almost a million dollars a month for going to work and if they lost their job for any reason another company would hire them immediately and pay them 10 million dollars a year how can this happen so researchers at a major university went back and they said well these people must be very intelligent they must be have special gifts they must have set so qualities or talents that could enable them to be so successful in life so they went back and looked at their school records and the records at their first job and their second job and you know what they found these people were just average even they started off their work life they didn't look any different from anyone else they were just average but then they all started to practice a single strategy and this is the strategy that will change your life and your career forever and it's so simple it's you can't believe it when these people took their first job the first thing they would do is they would go to their boss and they would say boss I want to make a valuable contribution in this work and I want to be successful in this company what one skill would help me the most to be more successful to make a more valuable contribution and the boss would say well if you were very good at this negotiating or team-building or selling or reading financial statements if you were really good at this then you would be much more valuable than an average person so they would say ok and they would write down the development of that skill as a goal just like a lesson plan for a subject in school do you say you wanted to be a doctor or an engineer they would tell you the courses that you would have to take to get that degree so in this case they would decide alright I would need to read these books and they would ask what are the best books on this skill and they would write it down and then they would ask what are the best audio programs to listen to for this skill preferably Ryan and Tracy audio programs the best and third of all what courses and seminars should I attend in order to develop this skill and finally what can I do every day to develop the skill how can I take action and they would go to work and they would work on this one skill like a sniper rather than a machine gunner they would work on a single skill and it might take them a month than it might take some three months and it might take them a year but they would work every day on that skill and here's the magic number the magic number was 2 hours per day 5 days per week 10 hours in all 2 hours per day of personal study on a single skill 5 days per week now here in Moscow how many total hours are there in a week now how many total hours total hours are there in a week it's 24 hours per day times 7 you can use a calculator if you like or you can ask your friend and the answer is 168 hours I know this was very difficult for university students to figure out all right how many hours in a week but that's where we start so there's 168 hours in a week everywhere now what we're saying is that if you want to go to the top of your field and be one of the highest-paid and most successful people in life take 10 of those hours and invest them in yourself that's all and this turned out to be the strategy practiced by all the top people I have worked with the presidents of some of the biggest companies in the world and they spent 2 to 3 hours each week reading and upgrading their skills you know the third richest man in the world is it's a man named Warren Buffett Warren Buffett worked delivering newspapers when he was 14 and 15 years old he would get up at 5 o'clock in the morning and when it was dark and everyone was sleeping he would deliver newspapers and he did this for more than two years he delivered 200,000 newspapers over that time and he earned one sending one coke back if you like today one ruble per newspaper and he saved the money and he grew $2,000 and that $2,000 was his first investment and he made that investment after careful study and the investment grew and so he invested more money and that investment grew last year his total investments are worth 350 billion dollars third or fourth largest single company in the United States one of the biggest companies in the world last year his profits were twenty five billion dollars by the way twenty five billion dollars is good that's a good amount for one person to grow a company that generates twenty five billion dollars in profits and Warren Buffett has the same schedule almost every day and what he does is he comes to work and he spends 80% of his time studying and reading in the subjects relative to his business only 20% is in meetings or phone calls or anything else he spends 80% of his time learning new things so he can make better decisions and get better results so a question I sometimes ask adults how many hours a week do you spend studying new subjects to help increase your productivity and your value so they found that these these experts these these these highly paid people looked upon earning ability like a ladder and a ladder has steps and each step is a skill and when you learn a new skill you increase your earning ability also you increase your ability to use your other skills and each time you learn a new skill you're in your earning ability goes up and when you learn a new skill your earning ability goes up and each new skill you learn causes you to become more and more valuable and people will pay you more and more money for the results that you can get for them now if at any given time you decide to stop climbing the ladder of success you will level off like most people do 80% but then you'll begin to decline because whatever skills you have are becoming obsolete at a rapid rate and they're becoming obsolete faster today than ever before so if you are not constantly moving up the ladder you're actually moving down the ladder and people don't understand why their income is not going up because they are not becoming more productive they are not learning new skills they're not working on themselves to become more successful so increasing your earning ability is the strategy used by the highest-paid people in the world today every week they spend 10 hours or more studying new skill the one skill that can help them the most they keep climbing that ladder and it just becomes a habit a part of their life is learning just like a part of your life maybe watching television or playing sports or something else a part of their life is learning all the time in fact in some of my seminars I say here's a question for you what are you learning today right in other words what is the subject that you are working on today and what you should do is you should ask people at the break say what is what is your subject today what are you working on what do what are you learning about today and everybody should have an answer well today I'm working on strategy today I'm working on sales today I'm working on presentations today I'm working on skits team-building everybody should be working on developing a new skill a friend of mine wrote a best-selling book a couple of years ago and basically what it said is whatever got you to where you are today is not enough to keep you there today to go any further you must develop new skills and new skills how long does this go on all your life for the rest of your life when you are surrounded by rapid changes in information and technology and competition and government policies as long as there's rapid change going on outside of you there must be rapid change and even faster change going on inside of you if you want to be successful so the top people are the ones who keep learning new skills all the time now I was reading something in philosophy a couple of years ago and it said there are only certain things that a person can do for themselves a person can only breathe for themselves a person could only eat for themself person could only drink for themselves a person can only learn for themselves so on the one thing or one thing that only you can do is to learn no one else can do it for you no one else can give it to you only you can learn new things through hard work and when I discovered the idea of continuous learning I thought it was a miracle I came from a poor home we never had any money when I left school I did not graduate my first job was washing dishes in the back of a small hotel and when I lost that job I got a job washing cars in the wintertime you know what that's like when I lost that job I got a job washing floors with a janitorial service and I thought washing was in my future my wife was always giving me things to wash because she says she doesn't want me to lose my skill so I traveled and I worked on farms I worked in construction I worked at laboring jobs I worked on digging wells I worked in factories stacking lumber I worked on a ship in the North Atlantic I worked at laboring jobs until I was 23 years old and when I could no longer get a laboring job like many people here I got a job in sales and in sales I was a complete failure because I had no training so for six months I worked and worked and work and I'm making no success at all I say starting off in sales with no skills is a wonderful weight loss program because if you don't sell you don't eat and I lost a lot of weight in that six months and so finally I did something that changed my life I went to the top man in our company who was a little bit older than me but he was earning ten times as much as I was and I asked him why are you so successful why why are you earning so much money and he said well show me your sales system your sales process and I will give you feedback on it I said well I don't have a sale system I just knock on doors and talk to people until they tell me that they're not interested and then I go and do it again and again and I was getting up at 6:00 or 7:00 in the morning I was knocking on doors from 8 o'clock in the morning when people came to work and I work all day and then I would go out and knock on the doors of apartments and homes and I was working 12 sometimes 14 hours a day and sometimes I would work 12 hours and not make one sale and it was a small sale he said no no no he said that's not the way you sell he said the way you sell is by asking questions and then looking for ways to help your customers achieve their goals with our products that's when I went out and I started to ask questions rather than talking and people started to respond to me differently and then I began to read books on selling and then I began to listen to audio programs on selling and then I began to go to seminars on selling and every time I learned something new my sales went up and up and up within one year I was earning ten times as much I was earning more at the age of twenty-five than I ever dreamed I would ever earn in my life I was earning more than my father had earned after 40 years of hard work I couldn't believe it what I learned was this is that every single field has success formulas it has recipes that you can follow and that if you do what other successful people do you finally get the same results that they do so ever for the rest of my life whenever I got into another business and I've been in 22 different businesses I would sit down and study I say what is the success formula in this business how do people succeed what's at the top 20% of companies and the top 20% of individuals do and then I would do that and I would soon get the same result and people say how can you be successful you've never been in this business before I said I just read the books I just talked to the top people and they told me what to do [Music] [Music] you [Music]

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Length: 24min 0sec (1440 seconds)

Published: Mon Jun 26 2017