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00:00The first six years of my economic life I wound up broke and the second six years I wound up
00:04rich
00:04and this is how I did it. Some of the things I'm about to share with you. If you're ready,
00:08say I'm
00:08ready. Here's my first subject for the day. It's called personal development. Of all the subjects
00:14Mr. Shoaff confronted me with when I met him at age 25, this was one of the most important.
00:22Setting goals, that was easy. Some other things that he offered to me, I got right away. Setting
00:27up a money system, I did that right away. Personal development, I'm telling you. It took a while to
00:33give up my old ways of blaming everything except myself for my situation. It was almost like going
00:40through withdrawals. Some of it was tough to say that it was me, not them. When I said to Mr.
00:48Shoaff,
00:48this is all they pay, he said, no, that's all you're worth. I'm telling you, that was new stuff for
00:53me to
00:53ponder. When I said it cost too much and he said, no, you can't afford it. I thought, whoa,
00:57what a new way to look at it. I'm telling you, some of that drama of giving up that it
01:04was them,
01:04it was the economy, it was my negative relatives, it was my boss, it was the company, it was the
01:09company pay, the unions and the wage scale and circumstances. Took me a while to give that up.
01:14It's like going through withdrawals. But when I finally did it and started this fresh journey
01:19of looking in because that's where the problem was. That's where I had to get straightened out
01:24and the drama happened for me in such spectacular fashion. Got this phrase down. The major value in
01:31life is not what you get. The major value in life is what you become. The major question to ask
01:37on the
01:37job is not, what am I getting here? The major question to ask on the job is, what am I
01:42becoming
01:42here? Because it's not what you get that makes you valuable, it's what you become.
01:48Now, once I understood that, I started working on this thing called personal development.
01:54Jot this down. Success is something you attract by the person you become. I used to think success
02:03was something you pursued, went after and found out, no, success is not something you go after. What
02:09you go after is usually like a butterfly you can't quite catch. Here's the key. Success is something
02:15you attract by becoming an attractive person. In our further studies in leadership, we teach
02:23this. To attract attractive people, you must be attractive. To attract committed people, you must
02:29be committed. To attract powerful people, you must be powerful. To attract dedicated people,
02:36you must be dedicated. So the whole key here is to go to work hard, not on other people. Primarily
02:42go to
02:42work hard on yourself. And then Mr. Shoaff gave me that startling promise that I want to share with
02:51you. And here's what he said. It's changed my life all these years and I'm going to use it the
02:54rest of
02:55the years of my life. Here's what he said. Mr. Rohn, if you will change, everything will change for you.
03:00I've never forgotten that. It still rings clear in my ears today. I can still hear it. And I've said
03:06it often enough the last 40 years of my business career so that it keeps ringing in my ears as
03:12I've
03:12tried to stimulate that same phrase in other people's consciousness. Here it is. If you will
03:16change, everything will change for you. If you will change, your income will change. If you will change,
03:24your health will change. If you will change, your future will change. If you will change, the equities
03:29that you had always hoped for will start to grow, start to change. If you will change. Once I got
03:34that message, it turned my life around. Let everything change or not change. Let the government
03:40change or not change. Let people around you change or not change. Let everything be the same, the
03:45turning of the seasons. Let society continue on its way. You take a personal interest in your own
03:51personal development and I'm telling you, you'll start to attract success. And I've got several parts
03:57now to personal development. Make these notes. Here's number one. It's like the seasons.
04:02Understanding the seasons
04:05is one of the best illustrations that I can give you for personal development.
04:09Make this note. You cannot change the seasons. They're going to be however they're going to be.
04:16And the next note, life and business is like the seasons.
04:20Frank Sinatra sings, life is like
04:22the seasons. And you cannot change the seasons. The order has been established long before we
04:29arrived on the spinning planet. Long before we became guests here.
04:35However that was done boggles the mind to imagine how it was all done and accomplished.
04:40The Declaration of Independence of America says
04:46all people are created
04:50equal
04:51and are endowed
04:53I love that word
04:56endowed by their creator
04:59with certain unalienable rights
05:01life, liberty, and the pursuit of happiness.
05:03Who knows the mystery of all that?
05:05How it was set up?
05:06But once you arrive here on the spinning planet, here's one of the most important questions to ask.
05:11What is the setup?
05:13The setup. You've got to learn the setup. If you don't
05:16right away, our own experience now tells us you'll be in
05:19deep trouble.
05:22So learn the story of the seasons.
05:24You cannot change the seasons, but you can
05:27change yourself.
05:29That's the clue to the future.
05:31You can't change the seasons, but you can change yourself.
05:33You can change your mind. You can change your direction.
05:35You can change your habits.
05:37You can change your thinking process.
05:39You can change your actions. You can change your disciplines.
05:42Anytime you want to, you can set out on a new course.
05:44You're not a goose. You don't have to keep flying south
05:47every winter.
05:49You can live one way for five years, tear up that script, live another way for the next five years.
05:53You don't have to be without change.
05:54After today, you don't ever have to be the same.
05:56Only by choice.
05:57You can't change the seasons, but you can change yourself.
06:00So now, let me give you the lesson of the seasons.
06:02Here they are.
06:03Number one, learn how to handle the winters.
06:06This is part of personal development that's absolutely essential.
06:10Learning how to handle the winters.
06:13Winters come right after fall, harvest.
06:17And pray tell how often.
06:20Every year with regularity.
06:21I mean, you can't wish them away.
06:22You can't cross your fingers and hope this time it'll miss.
06:25Now, some winters are long and some are short.
06:28Some are difficult.
06:29Some are easier.
06:29But they always come.
06:31And I want you to make that note.
06:33The winters of life will always come.
06:36We cannot escape any more than we can escape being on the spinning planet.
06:40We're here for a while.
06:41And there's all kinds of winters.
06:44Financial winters and political winters.
06:48Social winters.
06:49Personal winters when your heart is smashed in a thousand pieces and the nights are unusually long.
06:54It's called wintertime.
06:56Barbara Streisand sings,
06:58It used to be so natural to talk about forever.
07:00But it used to be don't count anymore.
07:02They just lay on the floor till we sweep them away.
07:05You don't sing me love songs.
07:07You don't say you need me.
07:08And you don't bring me flowers anymore.
07:13A song of winter.
07:15But we're acquainted with the lyrics of the song.
07:17We've been through the experiences.
07:19So what about winter?
07:20Here's the best advice I can give you.
07:22In the winter, you've got to learn how to handle it.
07:25They keep coming in a variety of forms.
07:28You've just got to learn how to handle it.
07:30You can't get rid of winter by tearing January off the calendar.
07:35But here's what you can do with the upcoming winters of your life.
07:38Jot down this trio of words.
07:39You can get wiser, stronger, and better.
07:42That's what you can do.
07:44You can't change the winters, but you can change yourself.
07:46You can get wiser.
07:49You can read more books.
07:50You can attend more classes.
07:51You can have the benefit of more testimonials.
07:54You can make more notes.
07:55Become wiser, stronger mentally.
08:00You can grow.
08:02You can get stronger.
08:05And you can become better.
08:07Better than you were last year.
08:08This year, you can be better.
08:10Better able to handle things this year than last year.
08:13Better able to handle this time than last time.
08:16Five years ago, fell apart.
08:17Not so anymore.
08:18Anybody can get better.
08:19I've gotten better.
08:20First time I started to talk in public, I stood up.
08:23My mind sat back down.
08:26Nothing came out.
08:28My knees were banging together.
08:29Sweat pouring off my face.
08:31Shaking like a leaf.
08:32It's called terror.
08:34Some of you have been there.
08:36But guess what I did?
08:37I got up and did it.
08:39Again.
08:40And then I got up and did it.
08:42Again.
08:42I've done it now for about 35 years plus.
08:47And yes, it might seem easy now for me to step on the platform and talk to this many people
08:52for several hours.
08:55But not so to begin with.
08:56But there isn't anybody here that can't get better.
08:58You can get better at being a parent.
09:00You can get better at marshalling ideas that kids can understand.
09:03You can get better at the vocabulary that will ring a bell with them.
09:06You can get better at telling the stories that will inspire your daughter.
09:09Anybody that wants to can get better.
09:11Key phrase.
09:11Don't settle for just the old skills.
09:15Don't settle for the get along skills.
09:17Don't settle for the just get by skills.
09:20Don't settle for the skills that help you to just maintain, you know, without going down the drain.
09:26Don't settle for that.
09:28Key phrase.
09:28Strive for excellence.
09:31Strive to get better.
09:32Strive to grow.
09:33Strive to become more powerful.
09:35More articulate.
09:37Better able to handle.
09:38More patient.
09:40More willing.
09:41More eager.
09:43And you'll be able to handle the upcoming winters.
09:46So that's number one.
09:48Learn how to handle the winters.
09:49Now here's number two.
09:50Learn how to take advantage of the spring.
09:54Uniquely enough, spring follows winter.
09:56And pray tell how often.
10:00Every year for 6,000 that we know of called written history.
10:02I'd gamble on it one more time.
10:04Those odds are good.
10:05Every time is good odds.
10:07Can't beat that.
10:09And what a great place for spring right after winter.
10:11If you were going to put spring somewhere, that would be the place to put it.
10:16God's a genius.
10:18Now here's what spring is called.
10:20Opportunity.
10:22Interestingly enough, opportunity follows difficulty.
10:266,000 years of recorded history.
10:29Opportunity always follows difficulty.
10:31Expansion follows recession.
10:33Joy follows sorrow.
10:36Day follows night.
10:40Come on.
10:40We can put that together.
10:42Not be disturbed by it.
10:44It's called the rhythm of life.
10:46If the sun goes down, the guy says, what's happened?
10:48What's happened?
10:48It means he hasn't been here long.
10:49I guess.
10:50What do you mean?
10:50What's happening?
10:52Come on.
10:55It's part of the deal.
10:57But now that you've made it through the winter, now the key is take advantage of the spring.
11:01And underline take advantage.
11:02Just because spring rolls around is no sign.
11:05Your future's guaranteed.
11:06You've got an opportunity now dropped in your lap.
11:09Here's what you've got to do.
11:10Seize the opportunity.
11:11You can't just hope that the opportunity will sweep you along.
11:15What you've got to do is articulate it.
11:17You've got to pass along the story.
11:18You've got to make the calls.
11:19You've got to do the meetings.
11:20You've got to tell the story.
11:21You've got to translate it.
11:22It's called seize the spring.
11:25Spring is not a guarantee.
11:26Here's what spring is.
11:27Opportunity.
11:28Spring is called a chance.
11:31You've got to do something with your chances.
11:34Don't just let them pass.
11:37Okay.
11:39Now get busy with your spring because it doesn't last forever.
11:45George Harrison, one of the Beatles, sings, all things must pass.
11:49The spring doesn't last all year.
11:52The sunrise doesn't last all day.
11:54The sunset doesn't last all night.
11:56It's called seize the moment.
11:58It's called seize the time.
12:00Seize the opportunity to see the sunset.
12:02It's not going to be there long.
12:03Seize the spring.
12:04It's not going to be here long.
12:06In space language, we call it window of opportunity.
12:09You've only got a certain amount of time to get the crop planted, get the story told, get the calls
12:14made, get the seed in the ground.
12:16Then that season will pass.
12:17And if you blow it, you've got to wait for another whole turn of seasons before one comes around again.
12:22Take advantage.
12:24Here's a good word.
12:25Hurry.
12:25Now don't be frantic.
12:28Underline, don't be frantic, but hurry.
12:31There's an ancient script that says Old Testament.
12:34It said work while it's day.
12:36Work while it's day.
12:37It was almost a, there's a sense of urgency in this.
12:40Work while it's day.
12:41Why?
12:42The night.
12:43The night comes.
12:46The night's coming.
12:49When what?
12:50You can't work.
12:52Back then when the sun went down, you couldn't work.
12:54Before Thomas Edison.
12:57Now we can work all night.
12:59But back then you couldn't.
13:00So the cry was work while it's day.
13:02Get going, get going, get going while it's day.
13:04Because the night, the night, the night will shut everything down.
13:08And you've got to wait a time before you have another opportunity.
13:11I'm asking you to pick up the cry.
13:13Hurry, hurry, urgency, work while it's springtime.
13:18Get the seeds in the ground.
13:20Don't delay.
13:21Seize your springs.
13:22Now here's the next one.
13:23Make the best of all of them.
13:24There's only a few.
13:27At the longest, life is brief.
13:31The Beatles wrote, life is very short.
13:34How true.
13:38Elton John sings, she lived her life like a candle in the wind.
13:44Life is fragile.
13:45Life is brief.
13:47It says the blade of grass grows and is soon cut down.
13:51It's not forever.
13:53Just a handful of springs have been handed to each of us.
13:56Somebody says, I've got 20 more years.
13:57No, you've got 20 more times.
13:59You've got to look at it different than 20 years, 20 times.
14:01If you go fishing once a year, you've only got 20 more times to go fishing.
14:05Not 20 years, 20 times.
14:08That means you've got to make the most of each time.
14:11So make this note.
14:12Each person you meet, make the most of each person.
14:15Make the most of each meeting.
14:17Make the most of each occasion.
14:19Make the most of each phone call.
14:21Make the most of each contact.
14:23Make the most of each opportunity.
14:26Make the most of each class.
14:29Don't be lazy here.
14:31Don't drift here.
14:32Of all the places to have urgency and zero in, concentrate.
14:36This is it.
14:37Springtime.
14:38A chance to tell the story.
14:40A chance to sow some seed.
14:41A chance to pass it along.
14:42Don't miss it.
14:43Don't just let it pass.
14:46Now here's the next one.
14:47The season of summer.
14:49In the summer, we must learn to nourish our values and fight our enemies.
14:56That's the season of summer.
14:57As soon as you've planted the garden, the busy bugs and the noxious weeds are out to take it.
15:03And guess what?
15:04They will take it unless you defend it.
15:07You've got to nourish your children.
15:08Yes, but you've also got to defend them.
15:11You've got to nourish your ideas and you've got to defend it.
15:14You've got to sustain yourself and you've also got to defend yourself.
15:19America has to defend itself as well as nourish itself.
15:23And I think these ideas, reaching out into millions of homes in America and eventually around the world,
15:28we're going to have that unique ability to both nourish and defend.
15:32To be a bulwark against ideologies that would reach in and try to destroy values and vitality.
15:39But also a chance like a mother to nourish and give life.
15:42And that's the best analogy I can give you for your notes.
15:45Nourish like a mother and fight enemies like a father.
15:49Give life like a mother.
15:50Take life like a father.
15:52Love like a mother.
15:53Hate like a father.
15:57The ancient prophet said, love good and hate evil.
16:00And kids need to understand what we love and what we hate.
16:03Sometimes you've got to put love and hate in the same sentence.
16:08Sometimes you've got to say, I love you, but I hate what's going on.
16:12I love you, but I hate what's happening.
16:14Boy, that's important for kids to understand what we love and what we hate.
16:18One of the greatest conversions of all time.
16:21The man said, my conversion is complete.
16:25The things I once hated, I now love.
16:29And the things I once loved, I now hate.
16:33It's called complete conversion.
16:38Wow.
16:39Now, I'm asking you to give clear signal to your enemies that you intend to be hostile.
16:48Give no quarter.
16:50The ancient story said they returned to rebuild the walls of the temple in the city for their future.
16:55And as they built the walls of the temple in the city for their future,
16:58they had a trowel in one hand and a sword in the other hand.
17:05The trowel was for what?
17:07To build their future.
17:09And the sword was for what?
17:11Their enemies.
17:12I'm asking you to get good at both trowel and sword.
17:16I'm asking you to be ever vigilant.
17:19Nourish, nourish.
17:21Give sustenance.
17:22Give training.
17:23Give time.
17:24Give heart.
17:25Give soul.
17:26But also be on the lookout for the enemy.
17:28And sometimes they're subtle.
17:30Well, the ancient script says, beware the little foxes that spoil the vines.
17:38Yes, the vineyard looks okay.
17:41Yes, the grapes look okay.
17:43Looks like we're going to have a pretty good harvest.
17:45But if you were to look closer, the little foxes, the little foxes.
17:51So I'm asking you to nourish your vineyard as truly you should.
17:55But I'm asking you also to look out for the little foxes,
17:58the little foxes that spoil the vine.
18:00The little lack of disciplines that cause disaster.
18:04The little lack of paying attention that someday is going to ruin it all.
18:08I'm telling you.
18:09Be vigilant.
18:10Be vigilant.
18:11Now here's what else is important in the summer.
18:13Some of our enemies are on the outside.
18:15Like Saddam Hussein.
18:17On the outside like Taddafi.
18:18On the outside like Castro.
18:20On the outside like the most despicable of all Stalin, Hitler, Mussolini.
18:26And at the cost of much blood, we dealt with those enemies and preserved freedom.
18:31Otherwise, we'd have lost it.
18:33England almost lost it.
18:36Europe almost lost it.
18:39If it hadn't have been for the might of America and the Allies, we would have lost it.
18:46But we fought that battle at the cost of about 50 million lives.
18:53What price is freedom?
18:55Sometimes the calculation is beyond imagination.
18:57Sometimes the calculation, the heart can't even hold it.
19:00The mind can't even comprehend it.
19:02The ultimate price that is paid to preserve liberty and freedom so that we can casually come and sit and
19:07well-dress.
19:08I'm telling you.
19:09It costs a lot more than a little money to get in here and a little time to show up.
19:13What was really costly was some of those bloody conflicts where we had to put the enemy in his place.
19:19Lest all of our future generations be lost in the darkness of Nazism and Communism.
19:28It's that kind of world.
19:31Be ever vigilant.
19:34But now here's the ultimate.
19:36Jot this down.
19:37Some of the enemies are on the inside.
19:40How subtle.
19:43Yes, beware of the thief in the alley that's after your purse.
19:46But what about the thief in your mind that's after your promise?
19:51The thief in your mind that tells you you're too short.
19:53You're too tall.
19:54You're too old.
19:56It's passed you by.
19:57Everybody else is smart, but you're too stupid.
20:01Everybody else could probably figure it out.
20:03But you know, with your history, I mean, you'll never be able to figure it out.
20:06I mean, all the mistakes you've made, you'll never be able to walk away from the ghetto or walk away
20:10from poverty or walk away from difficulty or walk away from heartache and sadness.
20:14But I'm here to tell you, you've got to resist the enemy, even if you find it within yourself, underline
20:21deal harshly with your enemies, even if you find them on the inside.
20:27The enemy of complaining, it'll shrivel up your soul.
20:31No one would want you as a business partner.
20:34A chronic complainer, none of us would solicit their help.
20:39You've got to drive doubt into a small corner.
20:41Don't let doubt drive your faith into a small corner.
20:45See if you can't improvise.
20:47See if you can't call up faith, courage, power, and drive your doubts and fears into a small corner.
20:54Yes, we must worry, but don't worry yourself to death.
20:59If you let worry loose, it's like a mad dog loose in the house.
21:03It'll have you in the corner.
21:05You've got to drive your worries into a small corner.
21:07Here's the key.
21:08Let worry serve you, but don't let it conquer you.
21:10Yes, you've got to worry some.
21:13Three o'clock in the morning, your daughter's not home yet.
21:15Best you worry.
21:17New York City, step off the curb, yellow taxi's coming.
21:20Best you worry.
21:22Enough to get your feet back up on the sidewalk.
21:26But don't let worry conquer you.
21:28Next is over caution.
21:29I'm telling you, being shy and being timid is not a virtue.
21:34It's an enemy.
21:36And you can conquer it and drive it into a small corner.
21:40Pessimism, drive it into a small corner.
21:43Whatever tempts you to spend more time looking on the dark side than the bright side,
21:46spend more time with the problem than the answer,
21:49you've got to drive that tendency into a small corner.
21:51You might not be able to eliminate it.
21:54Saddam Hussein, we couldn't kill him,
21:56but we put a no-fly zone on top and a no-fly zone on the bottom,
21:59and we dared him to move.
22:01And when he moved and started toward Kuwait not long ago,
22:04we sent the troops to let him know in no uncertain terms,
22:08you're going to have hostile action here.
22:10You've got to do that with yourself.
22:13Your tendency to be lazy, you've got to be hostile.
22:18Tendency to drift and let it slide, you've got to be hostile,
22:20even if you find it within yourself.
22:24It's very important.
22:26In the season of summer.
22:29Now, here's the last one.
22:32The season of harvest.
22:35I've got two things to consider in the harvest.
22:37Number one, reap the harvest without complaint.
22:39Come on, it's your crop.
22:41Who else's is it?
22:43You're the one that sowed the seeds.
22:45You're the one that either neglected or got the job done.
22:47You either did it or you didn't do it.
22:48You made the calls or you didn't make the calls.
22:50You either did the meeting or you didn't do the meeting.
22:53I mean, you lifted it up or you let it fall in the mud.
22:55You either articulated or you mumbled.
22:58I mean, you know, it's your deal.
22:59So learn to take, jot this down,
23:02learn to take full responsibility.
23:04Anything less than that, I'm telling you,
23:06will start to erode your own psyche
23:07less than full responsibility.
23:10Once Shof made that clear to me,
23:12I'm telling you, I changed my life.
23:13He said, your paycheck is your responsibility.
23:16It's not the marketplace.
23:17The marketplace is doing about the best it can.
23:20And if you're not doing the best you can,
23:22that's where the problem is.
23:23I'm telling you, that got to me.
23:26And I said, I'm going to take from now on
23:28full 100% responsibility.
23:31Learn to reap in the harvest with responsibility.
23:34Complain not.
23:36Complaining is devastating.
23:38If you don't think it's devastating,
23:40ask the children of Israel.
23:41Typical of us all.
23:43Their story just happened to get in the book.
23:46Children of Israel were slaves.
23:47God performed a series of dazzling miracles,
23:49got them out of slavery.
23:50Now they're heading for the promised land.
23:51Remember the story?
23:52Heading for the promised land.
23:54Tragedy of the story.
23:55They never got there.
23:57Reason?
23:58From day one, they started to gripe.
24:01They griped about the food.
24:02I mean, they just got delivered from slavery
24:04and they're on their way to freedom.
24:05And they said, you know, this food ain't all that hot.
24:08I mean, how much can you take?
24:11They griped and complained about the water.
24:13It didn't taste good.
24:14They're in the desert.
24:15They got water.
24:16They say, it doesn't taste that good.
24:18Where's the avion?
24:20I'm telling you.
24:22Who can tolerate it?
24:25They griped about the leadership
24:26that rescued them from slavery.
24:28Said, this leadership ain't all that swift.
24:31I'm telling you, too much.
24:32They griped because it was too far.
24:34Too cold.
24:35Too hot.
24:36Too miserable.
24:36Too difficult.
24:37Too rocky.
24:38They whined and cried for years.
24:39Finally, God said, I've had it.
24:40Trip canceled.
24:42Over.
24:43Or something like that.
24:44What I guess it means is, number one,
24:46complain long enough,
24:47you get your future canceled.
24:50No enterprise would want to tolerate your presence.
24:52Who would want you to be around?
24:54Messing up the day.
24:57And number two,
24:58I guess it means even God himself
25:00can only take so many.
25:18I guess it means God himself
25:18I guess it means God himself
25:18I guess it means God himself
25:19I guess it means God himself
25:19can only take so many.
25:19I guess it means God himself
25:19I guess it means God himself
25:19I guess it means God himself