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00:00Success is something you attract, not something you pursue.
00:03Success is looking for a good place to stay.
00:06So instead of going after it, you work on yourself.
00:10Personal development.
00:11See, the major question to ask on the job is not what are you getting.
00:15The major question to ask on the job is what are you becoming?
00:19See, the big question is not what am I getting paid here.
00:22The big question is what am I becoming here?
00:26Because true happiness is not contained in what you get.
00:30Happiness is contained in what you become.
00:33There's a lot of things that can wreck your chances to do well.
00:36We live in a rather dangerous world, so you've got to be not only wise, you've got to be careful.
00:42Take full responsibility for what happens to you.
00:46It's one of the highest forms of human maturity, accepting full responsibility.
00:51It's the day you know you've passed from childhood to adulthood.
00:54The day you accept full responsibility.
00:58And another note.
00:59Learn to reap in the fall without apology.
01:02Without apology if you do well.
01:05And without complaint if you don't.
01:08I used to blame taxes.
01:10Look what you got left after they take everything.
01:13And they expect you to do well.
01:15I used to blame the weather.
01:17I blamed the traffic.
01:20I used to blame my car.
01:21I blamed the manufacturers.
01:24I used to blame the company.
01:26I blamed company policy.
01:29I used to blame the training program.
01:33I used to blame the economy.
01:36I blamed the community.
01:39That's a pretty good list for not doing well, isn't it?
01:41I thought it was good.
01:43See, I used to blame everything outside.
01:45And then let me give you a little philosophy that helped turn my life around.
01:49For your notes, here it is.
01:51It's not what happens.
01:53But rather, it's what you do that changes everything.
02:00But it's not the happenings.
02:02It's what you do about it.
02:04Somebody says, yeah, but you don't understand the disappointments I've had.
02:09Come on.
02:12Everybody's had their share.
02:15Disappointments are not special gifts reserved for the poor.
02:20Everybody has them.
02:21The difference is what you do about it.
02:25It's not the weather.
02:27I used to blame the weather.
02:28And I discovered it rains on the rich.
02:31The major key to your better future is you.
02:35I used to wonder why two people could work for the same company.
02:39One make twice as much money.
02:42Now, see, that used to puzzle me.
02:44And maybe they were the same age.
02:46Graduated from the same school.
02:47Live in the same community.
02:49Work for the same company.
02:50With the same products and the same services.
02:53They've got the same traffic.
02:54The same problems.
02:56And one makes a thousand a month.
02:58The other one makes two thousand a month.
02:59Now, that was my puzzling question.
03:01Why would this long list be the same and the money twice as much?
03:05I asked, what's the difference between a thousand a month and two thousand a month?
03:09But what makes the difference?
03:11Why would one person do twice as well, three times as well?
03:15Speaking economically.
03:16Now, I know there's more than one way to do well.
03:18I understand that.
03:19But in this little narrow area called compensation, what's the difference?
03:24Now, if you can't get more time, which you can't, what could you get more of that would make a
03:29difference in economic results?
03:31And here's the key word.
03:33Make it a part of your notes.
03:34We're going to consider it tonight.
03:35The word is value.
03:39You can't get more time, but you can create more value.
03:45Now, here's the first lesson of economics.
03:47Everybody should learn it from the time they're old enough to understand what a dollar means.
03:50How to earn one, how to get one, how to keep one, what to do with it.
03:54First lesson of economics.
03:56We primarily get paid for value.
04:00That's lesson one.
04:02Bringing value to the marketplace.
04:04That's how you get paid.
04:06You don't get paid for the time.
04:09I know it takes time to bring value to the marketplace, but you get paid for the value, not the
04:14time.
04:14Is it possible to become twice as valuable at the marketplace and make twice as much money in the same
04:23time?
04:26Could you become three times as valuable?
04:30Make three times as much money in the same time.
04:33Is that possible?
04:35The answer is yes, if.
04:39And it's always if, right?
04:41Life is known as the big if.
04:44It's possible to do much better at the marketplace if you go to work primarily on yourself.
04:50People have asked me for the last 24 years, how do you develop an above average income?
04:56And the answer is become an above average person.
04:59Develop an above average handshake.
05:01Some people want to be successful.
05:03They don't even work on their handshake.
05:05As easy as that would be to start on.
05:07They let it slide.
05:08They don't understand.
05:10Develop an above average smile.
05:12Develop an above average excitement.
05:15Develop an above average interest in other people.
05:18Develop an above average intensity to win.
05:21See, that'll change everything.
05:22Probably one of the most frustrating experiences in life is looking for an above average job with above average pay
05:28without becoming an above average person.
05:30It's called frustration.
05:33Work harder on yourself than you do on your job.
05:37If anybody would have asked me, age 25, Mr. Rony, are you a hard worker?
05:40I'd have said, yes, I'm a hard worker.
05:42Check my record.
05:44I work as hard as anybody.
05:45And that was true.
05:46I was a hard worker.
05:47I really was.
05:48But see, that was my problem.
05:51I was working hard on my job, but I wasn't working hard on myself.
05:56And that was my reason for lack of progress.
05:58If somebody hands you a million dollars, best you become a millionaire quickly.
06:02So you get to keep the money.
06:05Otherwise, sure enough, it'll disappear.
06:09Somebody once said, if you took all the money in the world, divided it up equally among everybody, it would
06:16soon all be back in the same pockets.
06:20Incredible.
06:21Some people look for more money, but they look for it in the wrong direction.
06:24The guy says, I need more money.
06:27I'm going to go work on my boss.
06:29Well.
06:33Number one, bosses are notorious.
06:35They do not play fast and loose with the company till.
06:39I've never seen a boss get excited and triple somebody's wages, right?
06:42I mean, they don't behave in such an irrational manner.
06:44So, see, that's not what you work on.
06:48Some people say, well, I'll go on strike for more.
06:52Well, big deal.
06:54The problem with that game is once you start it, it's never over.
06:58You'll always have to strike.
07:00And I'll tell you what you get by demand.
07:03Little bitty pieces.
07:06Barely enough.
07:08And now inflation beats that game, right?
07:11The guy demands 10%.
07:12Inflation's 12.
07:14He's behind two.
07:15I mean, it never ends.
07:18So, see, that's not the key to success.
07:20Maybe survival, but not success.
07:22See, it's not what you get by tricks.
07:25It's not what you get by demand.
07:28It's what you get by performance that counts.
07:32For things to change for you, you've got to change.
07:37Life and business is like the changing seasons.
07:42One of the best ways to describe life, it's like the seasons.
07:46You cannot change the seasons, but you can change yourself.
07:52Now, the four major lessons in life to learn.
07:54Here they are.
07:55Number one, learn how to handle the winters.
07:59That's lesson one.
08:01They come right after falls with regularity.
08:07Some are long and some are short and some are hard and some are easy, but they keep coming.
08:12You must learn to handle the nights.
08:13They come right after days.
08:15You must learn to handle difficulty.
08:16It comes right after opportunity.
08:19You must learn to handle recessions.
08:21They always follow progressions for the last 6,000.
08:24See, it isn't going to change.
08:26The lesson you must learn is how to handle it.
08:29And there's all kinds of winters, right?
08:31The winter when you can't figure it out.
08:34The winter when it all goes smash.
08:37The winter when it turns belly up.
08:40The winter when it won't work.
08:41When you've run out of money and you've got a broken heart.
08:44See, those are winter times.
08:47There's all kinds.
08:48Economic winters.
08:51Social winters.
08:52Personal winters.
08:54When your heart is smashed in a thousand pieces.
08:57And the nights are unusually long.
08:59Your prayers seem to go no higher than your head.
09:02It's winter time.
09:03A song of winter.
09:06But see, the disappointments come.
09:08Those are normal.
09:09That's part of life.
09:11But the question is, how do you handle it?
09:14How do you handle the coming winters and the disappointments and the downtimes?
09:17Well, you can't get rid of January by tearing it off the calendar.
09:21But here's what you can do.
09:23You can get stronger.
09:25You can get wiser.
09:27And you can get better.
09:30The winters won't change, but you can.
09:33And that's how life changes for you.
09:35Don't wish for less problems.
09:38Wish for more skills.
09:41Don't wish for less challenge.
09:44Wish for more wisdom.
09:47That's the key.
09:50So that's lesson one.
09:52Learn how to handle the winters.
09:53Here's lesson two.
09:55Learn how to take advantage of the spring.
09:59That's the second one.
10:02Spring is called opportunity.
10:05And spring follows winter.
10:07What a great place for it.
10:08If you were going to put it somewhere, that'd be the place to put it.
10:10Right after winter.
10:13And pray tell, how often does spring follow winter?
10:17Every year with regularity, 6,000.
10:20You can almost count on it.
10:22See, opportunity always comes.
10:24Days follow nights.
10:25Isn't that terrific?
10:28Opportunity follows difficulty.
10:30But here's what you must learn to do.
10:32Underline these two words in that key phrase.
10:34Take advantage.
10:36You must learn to take advantage of the spring.
10:40See, just because spring rolls around is no sign you're going to look good come fall.
10:44You've got to do something with it.
10:49In fact, you have to get good at one of two things in life.
10:52Planting in the spring or begging in the fall.
10:56Or get somebody to do it for you.
10:57See, those are about the only alternatives.
11:01Now, here's what else you must do.
11:03Take advantage of the springs quickly.
11:05Because there's only a few.
11:06Just a handful of springs have been handed to each of us.
11:09They don't come forever.
11:11Life is fairly brief.
11:12So, you've got to read every book you can get your hands on.
11:14And what to do with your springs while they're here.
11:17And take advantage, they soon run out.
11:19Learn how to protect your crops all summer.
11:22You've got to take care of what you start.
11:26Sure enough, as soon as you've planted your garden in the spring, the busy bugs and the
11:32noxious weeds are out to take it.
11:33They will take it.
11:34You've got to learn to prevent the intruder from taking all the good you start.
11:40It's one of the challenges.
11:42All values must be defended.
11:45Political values, social values, community values, family values, marriage values, friendship values,
11:52business values.
11:52Every garden must be tended all summer.
11:58Fourth major lesson in life to learn.
12:00Learn how to reap in the fall without complaint.
12:04See, that's the difference in how your life works out.
12:06It's not what happens.
12:07It's what you do.
12:08So, here's one of the key questions of the evening.
12:10Starting tomorrow, what are you going to do that will make a change in your life's direction?
12:17Good question.
12:18What are you going to do starting tomorrow that will make a difference?
12:23Now, see, if you don't do something starting tomorrow that will make a difference, guess what?
12:29It's going to be the same.
12:34And see, that way you can guess what the next five years are going to be like.
12:37Look at the last five.
12:40Because the next five are going to be like the last five unless you, major key, tomorrow, change it all.
12:46Or change a little.
12:48Or change something.
12:49Or don't change.
12:50It's choice time.
12:51You can do whatever you want.
12:53But it's nice to know any day you wish you can change your whole life.
12:56What can you do starting tomorrow that will make a difference?
13:02Good question.