[Applause]
self preparation be ready for tomorrow
by doing all that you can today setting
your goals set a goal that will make you
stretch for what it will make of you to
achieve it what a brand new reason for
setting goals what an all-encompassing
challenge to have a better vision of the
future to see what it will make of you
to achieve it and here's why the
greatest value in life is not what you
get the greatest value in life is what
you become the major question to ask on
the job is not what am I getting here
the major question to ask is what am i
becoming here it's not what you get that
makes you valuable it's what you become
that makes you valuable set the kind of
goals that will make something of you to
achieve them so there you have the two
components of positive self direction
number one self-knowledge knowing who
you are and what you want to do with
your life and number two self
preparation getting ready for the
opportunities before they come your way
you need both aspects for positive self
direction figuring out who you are and
what you want and being prepared for the
day you reach your goals being ready
being worthy becoming the person you
need to be in pursuit of what you want
what good is an opportunity if you're
not prepared to take advantage of it
it's no good won't do a thing for you be
prepared now here's what's called the
self-knowledge acid-test quickly without
thinking too much about it quickly list
your three most important long-term
work-related goals
is it a client you've been trying to
sign for several months is it a major
sale you've been trying to make is it a
promotion is it a partnership in the
firm
quickly list your three most important
long-term work-related goals
achievements that you want to make
achievements that will take a while to
get write them down again without
thinking too much about it quickly list
your three most important personal and
spiritual goals things that will make a
difference in your personal life is it
going to church more often than holidays
grasping all you can from the Sunday
sermon is it spending more quality time
with your kids is it turning the TV off
during the dinner hour and actually
talking about the important things in
life with your family is it making more
dates with your spouse is it planning a
much-needed family vacation what is it
what are the important goals in your
personal and spiritual life is one of
them making a conscious effort to
exercise more to eat better to lose some
weight to get in shape what are the
three most important personal and
spiritual goals that you have write them
down
doesn't matter what they are just write
them down now take some time to really
visualize what the achievement of these
goals would look like what does your
future hold for you if you landed that
big client what does your future look
like if you got that promotion if you
spent more time with your family if you
planned more outings with your spouse
what does your future look like really
spend some time on this now it's
important stuff what does it all look
like ask yourself is this really my goal
is this truly what I want is that a
positive goal is it important enough to
me to become what it takes to reach this
goal is it mine is it worth it if your
three goals on the career side and three
goals on the personal side don't stand
up to these questions
you need to take some time to carefully
redefine a few things redefine your list
redefine where it is that these goals
came from redefine what actually is
important to you redefine how hard
you'll really work to get them now there
are two parts to this goal setting and
redefining process there's two parts
number one don't set your goals too low
an interesting thing that we teach in
leadership don't join an easy crowd you
won't grow go where the expectations are
high go where the demands are high go
where the pressure is on to perform to
grow to change to develop to read to
study to develop skills now here's the
second part on setting goals number one
is don't set your goals too low number
two is don't compromise don't sell out
there were some things I went for back
in those early years that I paid too big
a price for if I'd known back then how
much it was going to cost me I never
would have gone for them but I didn't
know don't sell out an ancient phrase
says count the costs count the cost if
it won't make you happy to get it if you
become less in your pursuit of getting
it if it's not worth the life you'll
lead after you get it it's not worth it
now let's talk a little more about self
preparation self preparation has two
benefits the first benefit of self
preparation is that it moves you toward
your goal you've already got it in mind
you know where you want to go you're
getting ready for it you're doing all
the things you're supposed to do and by
getting ready to achieve your goals
you're moving closer to your goals
that's how it works
the second major benefit to self
preparation is that it refuels your
ambition your activity refuse your
ambition the things that you are doing
today are getting you ready for tomorrow
it's exciting you know that you're
getting closer every day
ambition must be kept alive be kept
active must continue to move forward
otherwise you're just daydreaming
you must keep active keep moving forward
so your ambition can fuel you motivate
you get you where you want to be self
preparation the benefits are number one
it moves you toward your goals and
number two it refuels your ambition be
prepared
get ready this method of self
preparation involves three steps step 1
carefully consider where the next
opportunity for reaching your goal will
originate where will it come from will
it come from networking with your
colleagues will it come from reading the
last book that you bought the book
that's still sitting on your shelf
waiting to give you some answers will it
come from you taking the time to think
it out where will it come from the next
opportunity that will push you forward
if you don't know here's what you have
to do for each major goal of yours the
top priorities on your list for each of
these take out a separate piece of paper
one single sheet per major goal write
down your goal at the top and start
listing all reasonable resources write
down every possible place that you could
find the opportunity to achieve this
goal and with each resource classify
them ask yourself is this resource a
sure thing a good bet about even chances
unlikely a longshot ask yourself these
questions and classify all of the
resources you have written down that's
the first step
the second step in this method of self
preparation is to make sure you know
what you need to do to be prepared for
your opportunities take you're sure
things first figure out what you need to
do to be prepared when they happen break
down your preparation into concrete
steps make sure that you know exactly
what you have to do to take advantage of
the opportunity when it comes your way
let's say that one of the top priorities
on your career list of goals is to get
this new client let's take it one step
further to say that on your resource
list for this goal is to have a lunch
meeting with a friend who just happens
to be the mentor of the client you're
going after is this friend of yours a
sure bet on your resource list well
let's say he is I mean you know this guy
is a tremendous consulting source for
the client you want the client you want
really listens to the opinions and
advice of your friend so you're getting
ready to have lunch with your friend
what do you do you've got to make sure
that you're up on all the knowledge and
the industry data that will impress your
friend make him realize that he knows
someone who could benefit from your
knowledge and your vitality and your
spirit and your experience impress him
impress him so much that he goes back to
his friend the client you're after
and tells this prospective client of
yours that he needs to do business with
you
be prepared go through your entire list
of goals and resources and classify them
break each resource into concrete steps
of preparation start by working on the
sure bets first and then move down the
line the long shots will come through
every so often but start with the
resources that will serve you best now
get ready for the opportunities before
they come your way step 3 in the self
preparation method is to do all you can
to make each opportunity more likely to
happen
after you've determined what you have to
do to get ready to be prepared after
you've determined this see what you can
do to expedite the process what can you
do to increase the likelihood of this
opportunity go over it and over it and
over it use these three methods again
and again as you assess where you are
now and where you have to go next to
keep moving toward the achievements that
are most important to you
step one consider your resources step
two determine what you have to do to get
ready step three
expedite the opportunities and by the
way this method of self preparation
works wherever you are in your journey
whether you're close to your goals or
whether you're just starting your
journey of self direction this method
works have working knowledge to draw
from continually work on yourself in
preparation of where you want to be
build a reservoir of thoughts and ideas
and philosophies and experiences that
are your own build grow change get ready
be prepared be prepared for a life worth
living now here are the four ifs that
make life worthwhile number one life is
worthwhile if you learn nothing worse
than being stupid life is worthwhile if
you learn learn from your personal
experiences learn from other people's
experiences second life is worthwhile if
you try now you've got to take what
you've learned and see if you can try
your hand at it someone says well you
can't try you have to do no you have to
try
I put the bar up two feet and ask the
kids who can jump two feet I can some
say I can't some say I don't know some
say how are you going to know you don't
you've just got to try just back off and
run at it how are you going to know if
you don't try
now what if you knocked the bar down
does that mean you can't jump two feet
no you have to what try it again
of course you have to try try it another
way but try try your hand at it when the
record book on you is finished let it
show your wins and your losses but don't
let the record book show that you didn't
try next life is worthwhile if you stay
you've got to learn to stay now you
don't have to stay forever just stay
till you see it through a guy builds a
foundation and then he wanders off
somewhere and builds another foundation
he's got these foundations scattered all
across the country I mean no walls no
roofs just a bunch of foundations not a
good reputation stay you don't have to
stay forever just stay to finish
something don't fall into the trap of
less than refined sophistication stay
till it's over the fourth if that makes
life worthwhile one is if you learn too
as if you try three is if you stay and
fourth if that makes life worthwhile is
if you care caring is a unique human
experience that is so vital and so
powerful and so all-encompassing and so
far-reaching if you care at all you'll
get some results if you care enough you
can get magnificent results to lead a
life worth living you've got to learn
you've got to try you've got to stay and
you've got to care develop your positive
self direction do these things we've
discussed remember the four imps and
you're on your way to building a life
worth living second principle of
building ambition is self-reliance
number one is self direction number two
is self-reliance taking responsibility
for your own life taking responsibility
for whatever happens to you knowing that
you have consciously made the decisions
that are now affecting you knowing that
what is happening now today is the
direct result of your activity what you
did yesterday self-reliance is basically
counting on yourself
now being self-reliant doesn't mean you
can't work with others or trust others
self-reliance means counting on yourself
trusting yourself being confident with
yourself being responsible to yourself
trusting your own instincts trusting the
conclusions that you have developed from
your study of experiences and
philosophies taking the credit that is
due you learning from the mistakes that
you have made being self-reliant gestalt
psychologists give an example of being
self-reliant they say that you're
responsible for getting caught in the
rain they say that by deciding not to
carry an umbrella every day you have
made the decision to endure an
occasional drenching translation by not
being prepared you make the choice of
getting caught in some of life's
unpleasant circumstances be they rain
failures economic losses relationship
losses professional losses personal
losses by not being prepared thinking
ahead it's your choice now here's the
other side of it by being prepared you
increase your chances of success you
increase the likelihood by being
prepared you increase your chances of
success of seizing opportunities when
they come your way of being ready within
yourself to take advantage of
once-in-a-lifetime situations some
people tend to blame others for their
mistakes blame others for their failures
somebody says it's
my fault the report isn't done so and so
didn't do their part of course it's your
fault it's your report too it's your
responsibility to see that everyone you
delegated work to does their part
now you can't control what others around
you do but it's in your own best
self-interest your enlightened
self-interest that you stay on top of
things especially if it's going to
affect your future you think your boss
cares that John didn't do his part you
think he sees John as the bad guy of
course not all he sees is that the
report isn't done bottom line be
responsible for the things that affect
you you can make sure you're more
responsible by checking in with those
people who are working with you the
people who make up your team you can be
more responsible by saying hey John how
are you doing with your part do you need
some help
can we put somebody else in here to help
you finish now if John consistently
doesn't handle his part you've got to
replace John if he isn't doing his share
you've got to find somebody that will or
what it will negatively affect you you
can't wake up in the morning that the
project is due hoping and wishing that
John has done his part no you've got to
be responsible because it's going to
affect your career too now my approach
to my better future very early on in my
career was to just go through the day
with my fingers crossed and I used to
say something like I sure hope things
will change for the better
then here's what I found out they're not
going to change somebody says well then
how will my life ever change answer when
you change when you change when you get
better
it'll get better if you change it'll all
change don't put it on someone else hope
that someone else will change it for you
take responsibility for yourself take
personal responsibility
you can't change the circumstances or
the seasons or the wind but you can
change your reading habits you can
change whether or not you go for the
skills burn the midnight oil turn
yourself around multiply your value by
two three five ten that you've got
charge of that you have control of you
don't have control of the constellations
but you've got control over whether or
not you go to night school take adult
classes learn some new skills you have
control over that and if you don't
that's your fault you've got to take
personal responsibility you've got to be
self-reliant you you you nobody else can
change your life alter your ambitions
pave a golden road for you but you can
it's up to you be responsible for
yourself learn to reap the harvest
without complaint this is a sign of
growing maturity and here's where it
comes from taking full responsibility
take full responsibility for everything
you do be responsible to yourself it's
your crop whatever your paycheck is take
full responsibility you say well it's my
employer no it's not your employer you
can become twice as valuable three times
as valuable burn the midnight oil learn
some more skills bring more value to the
marketplace I'm telling you whatever
your harvest is take it without
complaint take it without blaming others
delf preparation leads to control over
your life we discussed this in the last
session whenever you prepare correctly
taking all of the steps you're supposed
to take doing everything in your power
to stay on track whenever your
preparations lead to success achieving
your goals you reinforce the disciplines
that got you there success leads to
reinforcement of the proper disciplines
if what you're doing is working
doing it if what you're doing isn't
working change it when you are doing all
that you can possibly do and are
successful at reaching your expectations
keep doing it
successes are reinforcement
psychologists call this positive
reinforcement we all know about positive
reinforcement that's how we train our
dogs that's how we teach our kids that's
how the trainer's at SeaWorld can get a
killer whale to do tricks and follow
commands and work side by side with
humans by positive reinforcement when
you bring a brand new puppy home and try
to teach him not to mess in the house
what do you do you reward him for going
outside or scratching at the door when
you're trying to get your toddler out of
the diaper stage what do you do you
reward her with special presents make
her feel special for learning something
new when you're trying to get your older
kids to crack the books and study what
do you do you reward them when they get
good grades you teach them that the
skills they are developing now we'll
have great positive effects on their
lives later but you reward them now this
is positive reinforcement learning that
there are rewards for doing something
good something worthwhile something of
value the greater the value the greater
the reward the better you do the better
your reward the greater the value the
greater the reward a bigger paycheck a
better house financial freedom it's all
a reward system now there are two major
benefits of positive reinforcement
number one positive reinforcement builds
good habits if what you are doing the
habits you've gotten into are building
your ambition and increasing your
success keep doing them your success is
reaffirming that these habits are good
your success tells you that you need to
keep doing what you are doing by
reviewing these habits that bring on
success you reinforce them
of them sticking power now here's the
other side by reviewing your habits what
you do every day by reviewing your
habits you may find out that some of
them are inhibiting your success you may
find out that what you're doing every
day is bad for you or you may realize
that you've gotten out of some very good
habits somebody says well I've just
gotten out of the habit of taking my
daily walk around the block well I guess
you'll just have to get in the habit of
being sick down the road somebody says
well I used to read the books all the
time I've just gotten out of the habit
then change it go back into your
disciplines if you've just gotten out of
the habit just get back into the habit
it's called discipline if it doesn't
work don't do it any longer you can keep
your fingers crossed if you want to and
hope that it'll all straighten out you
can wish for the wind not to blow quite
as severely to change in your favor but
we call that naive at best if the habits
that you've gotten into aren't serving
you change them you can't keep doing
this any longer
don't wish for a better wind the key is
to wish for the wisdom to set a better
sail utilize whatever wind that blows to
take you where you want to go that is
the philosophy I picked up at age 25 and
it revolutionized my whole life and
here's what I found I found it was easy
I became a millionaire when I was 31 and
I found it was easy
now here's my definition of easy it was
something I could do I figure if it's
something you can do it's easy but
here's a little parenthesis I worked
hard at it I made sure my disciplines
were in line I made sure my habits were
good I made sure I did all that I could
I found something that I could do but I
worked hard at it
I got up early stayed up late and worked
hard from age 25 to 31 but what I did
was he
meaning it was something I could do well
you say mr. Owen if it was so easy how
come during those six years all those
other people around you didn't get rich
here's why it's easy not to how else
would you describe it that's it it's
easy to keep doing the things that don't
work it's easy to keep bad habits it's
easy not to develop the disciplines it's
easy not to so how come I got rich and
they didn't here's a philosophical
phrase the things that are easy to do
are also easy not to do that's the
difference between success and failure
between daydreams and ambitions here's
the key formula for success a few
disciplines practiced every day and
those disciplines have to be well
thought out what should you spend your
time doing don't waste your time on
things that aren't going to matter but a
few simple disciplines can change your
whole economic future future with your
family future with your business future
with your enterprise your sales career
your management career a few simple
disciplines a few simple habits good
habits repeated every day now here's the
formula for failure errors in judgment
repeated every day all you've got to do
is to have a few errors in your judgment
and repeat them every day I'm telling
you they'll spin out of control in 10
years you'll end up driving what you
don't want to drive wearing what you
don't want to wear living where you
don't want to live earning what you
don't want to earn a few errors every
day bad habits
every day it's disastrous now here's why
it's easy to repeat an error in judgment
because failure doesn't fall at the end
of the first day bad habits don't show
they're horrible results at the end of
the first day or the first week or the
first month it's easy to get fake
if disaster fell on us at the end of the
first week we'd change our philosophy
but it's so subtle errors in judgment
bad habits
they're so subtle they get you a little
off course a little off course a little
off course you keep drifting off course
and all of a sudden you're caught so
you've got the choice right now of one
of two Easy's easy to do or easy not to
do I can give you in one sentence how I
got rich by the time I was 31 I did not
neglect to do the easy things I could do
for six years I did not neglect that's
the key
I found something easy I could do that
led to fortune and I did not neglect to
do it the major reason for not having
more of what you want in America more
health more money more power more
influence more everything the major
reason is simple neglect neglect and if
you don't take care of neglect it
becomes an infection and then it becomes
a disease so if you're in the habit of
not doing it doing all it takes to get
ahead get in the habit of doing it doing
all it takes that's the first benefit of
positive reinforcement building good
habits now the second benefit of
positive reinforcement is that it
creates the energy to fuel additional
achievement it gives you the drive to do
more to not only keep on doing what's
right but to do more of what's right the
disciplines that will help you grow and
get ahead of it all the knowledge that
what you're doing is paying off creates
more energy to keep going how easy is it
to get up in the morning when you know
you're not doing all that it takes it's
not very easy at all you can just lay
there awake thinking oh what's a few
more minutes in bed it won't matter much
anyway wrong it does matter it
will matter now how easy is it to get up
in the morning when you're pouring it on
doing the best you can
anxious to get going make progress
toward your dreams it's a whole
different story when you're resting to
renew your reserves it's much different
than resting to avoid your day when
you're psyched up and excited for your
life when you're excited for what you've
planned to accomplish for the day
it's amazing you'll wake up before the
alarm clock even tries to startle you
awake your successes fuel your ambition
your successes give you extra energy
your successes pave the way for more
successes
it's the snowball effect with one
success you're excited to meet another
and another and another and pretty soon
the disciplines that were so difficult
in the beginning the disciplines that
got you going are now part of your
philosophy
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