Well, change your attitude and get busy. You see your attitude is your thoughts, feelings and actions. It’s the composite of thoughts, feelings, and actions. Sounds like you’re thinking but you’re not doing, or you may be thinking and feeling but not doing. Get them all lined up. That’s called integrity. When what you say and what you feel and what you do are all the same. Give it everything you got.

Well Earl Nightingale called it the magic word and I think he’s right. Attitude magically makes things happen. Attitude is the foundation of everything. Change your attitude and whatever you’re looking at changes. It’s like magic. Second – when you change your attitude your outside world looks different. That’s like magic. When you change your attitude what you’re looking at looks different. Wayne Dyer used to say that all the time. Attitude is thoughts, feelings, and actions. It is magic!

You’ve got the answer for it. The only thing a child does not have that you have is experience and vocabulary. Keep that in mind. But you can talk to the three year old child the same as you can talk to me. The only thing they lack is words, proper vocabulary, and experience.

Well understand it’s their attitude, you can’t change their attitude, but you can change your perception of what they’re saying. Just don’t let it affect you. There’s a difference between respond and react. When they’re negative and you react you let their negative attitude control yours. When you respond you’re not letting their attitude control you.

I was 58 twenty-six years ago and I’m working at changing mine. I’ll be 84 in July and I think I’m just getting warmed up. That’s not too old. Forget your age. How old would you be if you forgot your age? Forget about the hard working family. Don’t live from your history, live from your imagination, like I just quoted Steve Cubby.

Your family wasn’t poor, they probably just didn’t have a lot of money. They were probably rich in other areas, so you want to have all that good stuff come to you. “It is extremely difficult to change my paradigm.” Don’t say that. Say I’m so happy and grateful now that I am improving everything I do every day. I’m talking about little things like pick up your socks, cut your nails, comb your hair. Little things. Things you’re putting off now, stop putting them off.

And you’re not too old for… my goodness. You know that medical science is moving is you’re probably only half way there. Change your attitude. Get the attitude going right, thoughts, feelings, and actions. Start to think how young you are compared to me. You’re just a kid, for goodness sake.

No, I don’t think so. I think the hand writing is very effective but the typing is probably very effective and that’s fine. The fact that you’re doing it, you’re bringing your mind to bear on what you’re grateful for, that connection to your source of supply is a magnificent habit.

Well listen, that isn’t comparable to meditation. Meditation, you will benefit greatly from because meditation gets your whole system in harmony with spirit or with the law. The writing with your left hand is showing you that you can actually alter a paradigm. The paradigm is nothing but a multitude of ideas that are fixed in your subconscious mind that you automatically act on. You automatically signed your name with one hand. Now, you put the pen in the other hand and I said, “I’m going to train my other hand to do this.” Well, what that’s proving is that you can change a paradigm. You can change your habitual way of living. And if a person really wants to multiply their income, improve their relationships, build their business, they’ve got to change their paradigm. And it’s true the repetition of doing something that you haven’t done before that creates the new paradigm.

Like let’s suppose a person sleeps in every morning and they say, “I’m not going to do that anymore. I’m going to get up early.” And so, they reprogram themselves. When they wake up they get up. And they’re reprogrammed to do this. Pretty soon they don’t sleep in anymore. They’ve changed that program. Well, it’s the same thinking about how money’s earned. Most people never learn how to earn money. You earn money by providing service. Most people think you go to work. You don’t go to work to earn money you go to work for satisfaction. You provide service to earn money. So, it’s changing our habitual perception of life and how we’re living it. That’s what the writing with the other hand is doing. The meditation is a good program. It’s a good habit. I’ve been doing it for many years and it puts your whole being in a calm state.

My morning ritual is the … I always start out with the gratitude, I meditate, and I study for an hour, or the better part of an hour, sometimes more. I started out at 4:30, quarter to 5:00 this morning. I usually don’t start till 5:00, 5:30. And I always study first thing. I don’t have a ritual in the evening, in the morning.

I would study every day chapter five … No, chapter 4, 14, and 7 in that order. Everything, you study the program in any kind of an organized manner you want, but every day take 4, 14, and 7 and study those three. Four puts you in control. 14 elevates everyone with an impression of increase, and number seven is gratitude.

If you think you’re intimidating them, that’s probably the attitude you’ve got. Change your attitude. From the attitude you want to help people. Quit thinking of yourself, just think of them.

Well, one of the best books for selling and for mental expansion is You Squared by Price Prichett. And another on selling, How I Raised Myself from Failure to Success in Selling by Frank Bettger. It’s a phenomenal book, just read those two and study them and do what they say.

I don’t now. I used to. I studied many different speed readings. Edwin Woods had one. I stopped speed reading and now I may read the same page a 100 times. I may read the same pages. I’ve got about 12 pages here I’ve been reading for three months. I read now to understand. I want to understand what the author is saying. I’m not in a hurry to finish a book. I don’t care if I ever finish the book. No amount of reading or memorizing is going to make you successful, see understanding and application that makes the difference.

Listen, I’ll be the first to tell you that’s not an easy thing to do, but it’s something you’ve got to do. If you go in to Born Rich into the second chapter, I talk about a debt repayment program. You’ve got to get the debts into an orderly state and maybe pay more than you should be paying to do this. You get your debts into an orderly state, and then you focus on prosperity. You can be saving money. You can be focusing on prosperity while you’re heavily in debt if you set up an orderly debt repayment program. And it’s all outlined in the second chapter, How Much is Enough in Born Rich. Get it and do it.

I don’t think all women are. Some maybe. Just because somebody doesn’t want to go, you shouldn’t be left crushed and desperate. I think that’s more of a self-image problem than a dating problem. I’d really get the book Psycho Cybernetics by Dr. Maxwell Maltz. It’s a classic. It’s a great book. Study that.

Go online and look for a book, The Technique of Getting Things Done by Donald and Elanor Laird. Now, this is an old book, so it’ll be out of print, but you can get it, you’ll find it: The Technique of Getting Things Done by Donald and Elanor Laird. It is one of the best books I have ever read. And I remember when I was reading it I thought, “Where in the name of goodness did they get all of this information? They must have ate an encyclopedia.” On the next page it says, “You’re probably wondering where we got all this information. We have read an entire set of encyclopedias.” They write this. This is in the book.

But they wrote marvelous books, the Technique books. The Technique of Getting Things Done was one of them. It helped me enormously. And I’ll tell you one thing I learned from it. There’s some things you don’t have to do. You think you have to get them done. You don’t have to get them done at all. They’ll get done through neglect. They don’t have to be done. You’re conning yourself telling you you’ve got to do these things. Some of the things you’ve got listed that are piling up in your mind you’re not doing, they don’t have to be done. Other things, they do have to be done. So start asking yourself, “How important is it that this get done?”

Now, I’ll tell you what to do. Every night write down four, five or six things that are goal-achieving activities. They get priority. All the other things, they come after that the next day. Goal-achieving activities always get priority. But some of the stuff you think you have to do, you don’t have to do at all. And you just make up your mind you’re going to become really good at getting things done.

When you start something, finish it. When you start it, finish. Don’t say, “I’m going to put it off.” Don’t say, “I’ll do it later.” If you start it, finish it. You become very disciplined in your mind. See, I’m a very disciplined guy. I get a lot done. If anybody followed me around they’d go, “Whew, how do you do it all?”

Well, people that do it, they just make up their mind they’re going to become super effective. I’m a very productive guy. I take pride in being a very productive guy. Productivity increases your amplitude of vibration in so far as attracting money is concerned. You are a more valuable person.

That’s exactly right. Nothing’s positive or negative except your thinking makes it so. Everything just is, that’s it. You make it what it is. Nothing is big or small.

What’s big to one person is small to another. It’s neither big nor small, it just is. We make it what it is.

Ralph Waldo Trine wrote a great book, “In Tune with the Infinite.” I have a classic copy here in a little box. “In Tune with the Infinite,” Ralph Waldo Trine. And he points out there nothing is good or bad except our thinking makes it so. It’s a very well written book, “In Tune with the Infinite,” Ralph Waldo Trine.

Quit letting your bank account, other people or past results dictate how soon it’s going to take you to reach your goal. If you don’t own it already, get the book, “You 2,” this is what it looks like. “You 2.” You with a red 2. It’s by Price Pritchett. If you’re in North America, the phone number is 800-992-5922, or it’s pritchettnet.com.

That’s great. It’s really a good way to live. Don’t think of needing money, love it. But understand you got to get it in its right place. Money is something you use. Don’t let it use you. Money is something that you use, you do not let it use you. You love people and use money. Don’t get that reversed. Most people love money and use people. When I say love it, feel comfortable with it, feel very comfortable with it. Stop thinking that you need it. You want it. Wanting it is a normal thing.

Want comes right from the center of our being, that’s our spiritual essence of who we are, spiritual DNA is perfect.

Well, spiritual DNA wants to express itself in a greater way. Start to see yourself. Do you know the strange thing? All the books on money that teach you how to earn money very rarely talk about money. It’s all about consciousness. It’s developing a prosperity consciousness. Get into “The Science of Getting Rich,” I got a copy sitting right here on my desk, “The Science of Getting Rich.” Getting into “Think and Grow Rich.” Get into Catherine Ponder’s book … “Dynamic Laws of Prosperity.” There’s all kinds of books.

Start to see it. Don’t think lack and limitation, think prosperity. See yourself with it. Get yourself a $100 bill and put a bunch of paper in behind it and wrap it with … Look it. There, there’s a $100 bill. I’ve got a paper clip with it. I had something like this and it had all kinds of false paper behind it so I had a wad of money in my pocket and that’s what I did. And your subconscious mind doesn’t know. You just feel all that money in your pocket. When you start impressing that upon your subconscious mind people say, “That’s silly.” Well, it worked for me. Helped me earn millions of dollars and I didn’t have a whole lot of the gray matter working at the time. It works.

Start to see yourself with it. Don’t think you need it. Think you got it. See yourself already in possession of it. Go visit nice places. When you go out for lunch, go to a real good restaurant, leave a good tip. If they’ve got valet parking, use the valet. Don’t park the car yourself. When you go to clothes stores, go to the best clothes stores. Pick out the garments you’d like to wear. You don’t have to buy any of them. If you haven’t got any money, just go shopping there mentally. But go into the place. Get into a prosperous environment mentally.

I’ve got a chapter here. Let me read this to you.

“To enter into the spirit of anything then is to make yourself one in thought with the creative principle,” that’s what we were talking about with the visualizing. “Making yourself one in thought with the creative principle. That is at the center of it, and therefore why not go into the center of all things at once and enter into the spirit of life? You ask where to find it, in yourself. And in proportion you find it there you will find it everywhere else.” Get into the spirit of it. Spirit is the essence of it. It’s complete, it’s done. Get into the spirit of it.”

I may just read for 90 days and I may go on and read it for another 90 days. See, it isn’t how often you read it and it isn’t how much you read or what you read. It’s your understanding and application that makes the difference. Here, look, I’ve been reading this book every day, I’ve got an elastic around it to keep it closed because it falls apart. I’ve been reading this every day since the 21 of October, 1961. That was probably before your parents were born. Every day.

How do I read it? I just take the elastic off and boom, I’ll open it. I’ll open it right here.

A publisher of books that would sell for a nickel made a discovery. They should be worth much to publishers generally. He learned that many people buy titles and not contents of books. By merely changing the name of one book that was not moving, his sales of that book jumped upward more than a million copies.

Hell, I know somebody that did that. Zig Ziglar had a book, “See You at the Top,” it was in multiple languages. He’s gone now, God bless him, but Zig helped a lot of people. “See You at the Top” was translated into many languages and sold millions of copies. But it sat around for a long time, nobody bought copies when it was titled, “Fleas, Biscuits and Pump Handles.” That was the name of the book, “Fleas, Biscuits and Pump Handles.”

You say, “Why in the name of goodness would anybody name it that?” Well, there was three stories in the book. Fleas, and he tells a story about you take fleas and put them in a jar and put a lid on the top of the jar and the fleas will come up and hit the lid of the jar. After a while you can take the lid off and the fleas will never go beyond where the lid was and they’ll stay in the jar. We’re much like fleas, that’s the way we live, most of us. That was the story about the fleas.

The biscuits, he tells a story about his mother making biscuits and forgot to put the yeast in. The yeast is what raises the dough. The biscuits come out very flat. So he put that idea across.

And then the pump handles, he talked about people trying to pump water out of a well. He said, “If you’re going to get water out of a well, you got to put some into it first.” That’s called priming the pump. So you pour some water in and then you start pumping and you’ll get water out. That was the idea but it didn’t sell books.

When he changed it to “See You at the Top,” I remember going into my office way back in the early 70s, and I had a letter from him in a big envelope and he had about four or five designs, “See You at the Top.” He asked me to mark the one I like best and send it back to him, which I did. He probably did that with a number of people and then that was the title of the new book. But the new book was the old book, “Fleas, Biscuits and Pump Handles.”

Now, I just pick it up anywhere and I’ll read for a little while. I’ll usually read longer than I read that. It’s understanding and application.

For the doubt and worry. On our YouTube channel, type in “Eliminate fear from your life” to find the video.

You know what I would recommend to do, anybody that’s really wants to know the answer to this, I’d recommend that they read Man’s Search for Meaning by Viktor Frankl. You can’t change what’s going on or what has gone on, but you can change your understanding and your perception of it. Viktor Frankl was a Jewish psychiatrist from Vienna, spent the years in a concentration camp, and he said that regardless of the intellectual or physical abuse he was subjected to, no one could cause him to think something he didn’t want him to think. It’s a wonderful book.

Think and Grow Rich by Napoleon Hill, Power of Awareness also includes Awakened Imagination by Neville Goddard, You Squared by Price Pritchett, As a Man Thinketh by James Allen, and Your Invisible Power by Genevieve Behrend. There you go.

The will is a mental faculty. It’s like perception, reason, imagination. It’s one of our higher faculties and it’s what separates us from our pets. You develop it.

First of all, the will is the tool you use for concentration. The average individual, if they could concentrate for more than two seconds, they would probably set a family record. I recommend that a person take the opposite chair they sit in most often at home and on the wall opposite that chair, where no one else is seated, put a dot on the wall with your pen. Then, whenever you’re sitting in that chair, concentrate on that dot.

Every time you find your mind wandering, bring it back to the dot. Don’t be distraught about your mind wandering – just bring your concentration back to the dot.

Another exercise would be to take a candle that’s in a candle holder and put it opposite your favorite chair. Light the candle and focus on the flame. Whenever you find your mind wandering, bring it back to the flame. Note that your mind will wander. However, practice this exercise for quite some time, and you will learn to concentrate on one thing.

By learning to concentrate (on anything) you are actually strengthening the will. If you see the will as a mental muscle and think of it as if you’re developing the muscles in your arm by lifting dumbbells for a period of time every day, and if you do that often enough and long enough and through enough repetitions, you’re going to develop very, very powerfully strong muscles in your arm. Exactly the same concept with the mind, but it’s got to be done frequently, religiously and repetitiously.

Yeah, listen, philanthropy is giving, start with what you’ve got and give. You don’t have to give a lot, give a little. If you haven’t got any money, give up your time, give a smile, but start to see yourself as a philanthropist. I’ve been a philanthropist for a long time. I was a philanthropist when I didn’t have any money. Don’t see philanthropy as something, where you’ve got to be a billionaire or a multi-millionaire, something like that. Philanthropy is a philosophy. It’s a concept that I would suggest you adopt and incorporate into your life. If spirit tells me to give, I even give to some of these hobos on the street periodically, not often because I think most of them should be working, but every now and then, spirit says, “Give them something.” I may give them a 100 bucks. I’m a big tipper. I like seeing the energy change in a person. Start giving, be a giver. Jane Willhite’s company, PSI seminars, they teach Givers Gain, I love that Givers Gain.

Let me expound further on this. I wouldn’t see philanthropy as a goal. I see philanthropy as a self-image. I see philanthropy as a way of life. I don’t think it’s something you work towards. I think it’s something you are. Be generous. I have a reputation of being a generous person. Generosity is a wonderful thing, it’s giving. Willingly give and graciously receive. My mentor Val Van De Wall taught me that.

You’re getting too complicated. Just fall in love with helping the person. It’s how you present it. See, if you knew what I could do for you, I wouldn’t have to knock on your door, you’d come knocking on my door, hoping I would work with you. Forget about this right-brain, left-brain stuff.

You’re God’s highest form of creation, see yourself that way. If you want to get into right brain, left brain concepts down the road that’s okay, but get really good at this. Fall in love with the idea of helping people and that’s where you are. You don’t give it, you sell it. Selling is doing something for people, not to them.

Well, fall in love with the idea of helping people. Doesn’t matter who you’re with. Just start talking to them and say, “I have been studying, I met some really fascinating people.” Let’s suppose I’m talking to Jeff, I’d say, “You know Jeff, I have met some of the most fascinating people. I can teach you how to get anything you want. It’s the most fascinating information in the world. If you can have anything you want Jeff, what would that be? Your objective is is to get them talking about what they want. Well, I have some of the most fascinating information you’ll ever find. I’ve been studying it now for some time. This subject, should be taught in school. You can actually show a person how to get anything they want.

Now, I don’t have time to talk to you about it right now Jeff, but if you want to set up an appointment with me, I’ll make sure I get together with you and I will show you how to lay down a pattern, where you can actually accomplish anything you want. You know people who are not very bright yet they become very wealthy. You see other people who are very brilliant and they’re broke. Why is that? How is it that ordinary people can do extraordinary things? That’s what this is all about. I’d love to talk to you about it. When can I get together with you? You make them want it. Believe that you can help them get it. Your objective is to make an appointment where you sit down and you really got to fall in love with the idea of helping them. You’re not trying to make a sale. You’re trying to get them to think of what they want and convince them that you’re quite capable of showing them how to get it.

You can’t make money. The only people that make money either work in the mint or they’re on their way to jail if they haven’t already arrived. Everybody else earns money. You earn money by providing service. The more service you provide, the more money you’ll earn. We just read that the centerfield for the Los Angeles Angels baseball team is signing a contract for $430 million. Now, somebody’s thinking it’s the richest contract anybody in sports in America has ever signed. People are saying, “Well nobody’s worth that kind of money.” No, he is. Now, money is reward received for service rendered. He provides a lot of entertainment. Millions of people are watching every time he goes to bat, hoping he gets a hit or hoping he strikes out, depending where their head’s working. They visualize it. He’s entertaining a lot of people.
The money he receives is reward received for services rendered. He provides a lot of service. That’s why he’s getting a lot of money. A lot of people are tuned in, watching the Angels play, so they can see this guy. They say he’s the best player in baseball right now. Got to provide a lot of service if you want to earn more money. But you earn it, make no mistake about it – you earn it.

I would listen to the Attitude lessons from Lead the Field every day. If you don’t own Lead the Field, you should get it. You should invest in it and listen to it every day. I don’t care if you’re into Thinking into Results, the first message in the Lead the Field program is without question the most powerful thing in the world. Now, I do have salespeople and I’m going to tell you, I get a lot of them listening to Attitude. I have them listening to it twice a day. In fact, I was in the middle of a coaching call before I got on this call. One of our salespeople was just calling to check in. I got him to agree that he would call and check in on his way back from taking his daughter to school. Then, when he gets home, he turns on Attitude. Now, he’s already listened to Attitude before taking his daughter to school. This is a habitual routine that he’s getting involved in. That would be one of the top things I’d have them doing daily. Get in front of people, if you’re selling. Personal contact is the key to success. Personal contact is the key to success. Touch them, reach out and touch them.

Now, the six things, are goal achieving activities, not just six things. They’re goal achieving activities. You’ll come up with goal achieving activities.

Concerning network marketing, most people in network marketing talk about product all the time. Most network marketing companies have great products. The products have to move, no question about it, but what you’re doing in network marketing, you are building a system that products will flow through. You don’t have to focus on the product. First of all, the product has to be a good. I haven’t met a network marketing company that didn’t have a good product. You’ve got a good product. Focus on the people. Your objective is to build an organization. You’re looking for leaders. You’re looking for people that will follow direction and will bring people into the organization. You help them set goals. You help them get excited about their goal, where they’re going, what they’re doing. You are building an organization that product is going to flow through. You’re looking for good people. That’s how you build the organization.

I have at different times experienced the same. If your income has dropped to about 50%, I would suggest you change it. I would raise it by at least a 150%. Take it where it’s never been and understand that you can. What you needed is time to rethink and reshuffle. That’s usually why that happens. Make up your mind, you’re not going to settle for staying there for any length of time. Just change it and change it very quickly.

Not at all. You see, I am helping you cut years off your learning curve. Now, I’m helping you because you are wise enough to hire me to help you. When you can hire somebody that knows this as well as I do and I’m very good at this. Now you wouldn’t want to hire me to fix your house. In fact, they don’t let me do anything around our house. In fact, I don’t do very many things around our company. I stick to what I am expert at. Stay at what you’re good at. You are benefiting from all years I’ve got, so I’m helping you cut all kinds of time off the learning curve. Napoleon Hill spent his whole life preparing to write that book. I got the book. I didn’t go through all the years he went through. That’s how we move ahead.

If we all moved at the same speed all the time, we’d still be on all fours. I’m studying because I have to, it’s a habit. Like an addiction. I just love studying. Well, I study because I want to grow and that’s what studying is for. I can teach you things that took me a long time to learn. You’re getting them in maybe an hour. But, I benefit too. I’m benefiting from other people learning. I picked up a book by Dr. Maxwell Maltz, The Search for Self- Respect. It’s an old book, it was written around 1970. I thought, “Wow.” I thought this book would be perfect for one of my friends so I bought the book for my friend to give him the book. I really love sharing with other people and help them to learn new material that will help them.

Why did I mention Maltz? Maltz was a cosmetic surgeon and he would operate on people, perhaps doing such surgeries as nose jobs for example. Perhaps the patient had a great, big nose. Maltz would operate on them and they would have a nice, neat little nose. He found sometimes that this really changed their whole personality. Other times, it didn’t make any change in them at all. This, he thought, was rather interesting. Sometimes he makes a physical change, and there’s a tremendous change in their personality, but other times, there was no change at all. That got him to postulate that we have an inner picture of our self. We not only have the reflection that comes back from the mirror, but we’ve got an inner image of our self. He wrote the book, Psycho-Cybernetics. Psycho-Cybernetics is the mind and it’s the science of control and communication in the mind.

It’s interesting that you ask that. Tomorrow I’m going to meet Phil in New York and we’re going to see Tootsie – it’s opening night. He’s on Broadway. You know that since 1930 there’s been 3,070 (I believe) Oscars handed out. There’s only been 26 people who have won an Oscar, an Emmy and a Tony. He has won an Oscar and an Emmy and it looks like he’s going to win a Tony for Tootsie on Broadway. The Oscar is for movies. The Emmy is for TV and the Tony’s are for Broadway. If he gets a Tony he’ll be the 27th person. It’s very rare that a producer or any person, really, would work in all three different areas.

What did I tell him? Well, there’s no really specific things that I told him. It depended on where he was and what he was doing. I would say if you want to solve that here’s how you do that and you’ve got to do this. It’s a repetition of something. I would tell him to read a book, read a chapter in the book every day for maybe 90 days. Same chapter. I suggested that he read it with someone. In other words, he’d start reading and then he’d read maybe 10 or 20 lines and he’s say, “Pass,” the other person would pick and have to pick up right then. That meant that the other person was reading along with him and he wasn’t just speaking the words.
But, whatever I tell him I would find out what’s going on in his life and I would say this is what you should do from this point. I remember once he told me that he had a movie, I think it was in Bulgaria, but the actor that was going to do it wouldn’t work there because of some nuclear plant nearby. I said, no, he’ll work there. You just see yourself shooting the movie. I said imagine that every day.

Well, then after the movie, he wanted to move there when they were shooting the movie. So, I’ve told him different things at different times depending on what was coming up in his life to determine what would be necessary. But, one thing that is absolutely necessary is the repetition of ideas. That’s something that the intellect just has difficulty accepting because we’re not taught to repeat… we’re taught to read something you read it once that’s it.

Well, that’s not it. You read it once you may get it intellectually but you haven’t changed anything on a subjective level. Goldfine is just a very excellent student. I’ve been working with him now for about 17 years. Everything I tell him he’ll do. So it works.

Well, the process … I really didn’t know very much of anything. I hadn’t gone to school. I never had a real career. I just had laboring jobs. I’d been in the Canadian Navy. So, I’d never excelled or done anything of any consequence and I was 26. The man that really got me on this tract, he told me something that I tell people if I work with them one on one, is you got to do exactly what I tell you until you find that I’m lying or until I don’t know what I’m talking about. But he said “I don’t lie and I do know what I’m talking about.”

Anyway, he told me to study Lead The Field. Well, I’ve got it on my desk. It’s always on my desk. It’s always with me. I’m going out on the road tomorrow I’ll be taking it with me. He said read it every day so I read it every day. I did what he told me to do. The really big win was I formed a habit of doing what the mentor or the coach was telling me to do. Now, I had five or six other people over the years that has mentored or coached me and I’ve always done exactly what they said.

One mentor I worked with was Ray Sanford. I was very, very selective about the people that I would work with. I would only choose people that had already succeeded at what I wanted to do. I chose the cleaning business because the first goal I had, Ray had me write a goal on a card, was to earn $25,000. Keep in mind that was in 1961. I was earning $4000 a year at the time and so I’m telling myself I want to have $25,000. That was like saying I wanted to take the next ride to the moon. It was totally out of the box. I really didn’t believe it would happen. He said you don’t have to believe it. Write it down if you want it. And if you keep reading it, he said you’re going to start to believe it. You can write a lie on a card and if you read it often enough you’ll start to believe it. When you start to believe it that’s when everything starts to move in the right direction.

Well, I heard someone say there was good money cleaning floors. I said I’m not proud – I’ll clean floors. Now, I had on this card that I was going to earn $25,000 so I kept reading the card. That got me thinking of earning money. Now, up until then all I thought about was my debt. If your goal is to get out of debt, you’ll probably stay in debt forever. That can’t be a goal. The goal should be for prosperity. One of the things you want to do is pay off your bills. I tell the people in second chapter of You Were Born Rich how to do that.

But, at any rate, this guy said there was good money cleaning floors so I said I’m not proud, I’ll clean floors and I started to clean offices. I had the person teach me how to clean offices and you really have to know what you’re doing. At the end of the first year I had my income up to $14,500 a month. I was only earning $4000 a year at the fire department. The chief was only earning $11,000 a year. I was earning more money than the chief was and then I eventually left and I started to expand the cleaning business. I went into different cities in the United States and then to England.

So, that’s really where it all started. I was in England and I was earning over a million dollars a year and I was trying to figure out what I had done that made me apparently so successful and I didn’t know what I had done. I just did what I had been told and I realized it took me nine and a half years to figure out what actually happened to me because I knew I wasn’t that smart. I’d been raised to believe that you have to be really smart if you’re going to earn a lot of money. I wasn’t that smart but I was earning a lot of money.

So, it took me nine and a half years and when I figured out why I changed and the process that I had followed, at that point all I wanted to do was teach it and that’s all I’ve done ever since. Now, I work in this business and I love it.

Sure. You want to make a quantum leap professionally in the public sector. That’s how you’re going to become the multi-millionaire then. I don’t know what you’re doing, but I would recommend you seriously look at network marketing. I’m often asked what would I do if I were starting over. Now, keep in mind, I have a very mature business. I’ve been at it for 50 plus years.

I would go into network marketing because I’d be very careful where I went. Most companies have pretty good products so it’s not so much the company, it’s the person that you’re signing up with. Make certain that person is very successful in the business. Don’t just go with anybody because it’s like anything else, there’s a small percentage win in a big way.

But, network marketing enables you to earn multiple sources of income. If you want to become a multi-millionaire, that’s how you do it. Multiple sources of income. I would seriously investigate it.

Absolutely. I charge more than other competing companies and the added value is me. You are the added value. They can only get you with the company they’re dealing with through you. You are the added value. There’s many people that will pay more to stay with the person they’re dealing with. You add such phenomenal service. Nobody can do what you do. You’re unique and you want to remember that. That’s the difference.

No, I don’t think so. I don’t know as I passed him in knowledge. I’ve studied it longer than him and I had the benefit of everything he studied to start with which is an enormous gift. But, I wouldn’t say I’ve surpassed him. I have no way of knowing that. I have nothing but the highest degree of respect for him and the work that he’s done and I have benefited from it and still do as of today.

Just laugh at them. Say, “Well, I want you to remember this. I would like you to write down what you’ve just told me and when I become super successful, I want you to take it out and read it because what I’m doing anybody can do. I am learning how to bring more of me to the party. I’m going to have my own online business and I’m going to be one successful individual. Trust me because I already am in my mind. It just hasn’t manifested yet.”

I remember one time I was working at Nightingale-Conant and I made up my mind I was going to leave there and was going to start doing what Earl did. I had a friend of mind that I had been a very good friend to him. He had worked with me in different places and he was working for me there. I phoned one day and I said what are you doing? He said, “I’m doing nothing just looking after the kids. The wife’s gone out somewhere.” So, I said could I come over and see you and he said sure. Now, this is a friend of mine. I made a recording. It was probably the worst production recording that anybody has ever made. It was god awful but it was the idea. I had made this recording, I ran over and I told him, I said, “I want you to listen to something,” and I turned it on.

Production of quality was horrible. It was on a little computer, little recorder and I had to snap it on and off and on and off as I was starting, no edits or anything. As it went on … Joel Goldsmith wrote a book called The Thunder of Silence. Well, I’m going to tell you I understood what that meant. The tension in the room became just ridiculous. He was so embarrassed he couldn’t look at me. He was embarrassed for me. He was thinking you got to be out of your mind to think you can do what you’re talking about.

Before it was finished I said well, it was just an idea and I turned the recorder off. I couldn’t get out of the house fast enough. My legs were long but they were actually not moving very fast physically. Mentally, I was rushing out of that place but physically I was moving very slow. I said well it was just an idea and I was making apologies and everything.

I’m driving home and I thought – wait a minute. I’m letting that guy steal my dream. I said, no way I’m going to do this. I am getting out there and I’m going to make it happen. I didn’t let him get to me. Don’t let them get to you. You go and you prove to them just what you’ve got and what you’re made of.

First of all, I’d start off by saying, “You don’t really know me, but I was given your name and would you mind if I asked you a few questions because your friend Bill thinks that what I’ve got you can really benefit from. But, if I could ask you a few questions maybe we could determine if Bill was right or not.” I’d start to ask you some questions about yourself.

I would want to find out how is this going to help you. Well, I’ve got to know something about you so I’d start asking questions about you. I’d say, “Some of the questions I may ask you may be personal and it’s not that I want to dig into anything that’s very confidential with you, but it’ll help me understand who you are and where you are and then I could determine maybe if what I’ve got could help you. How old are you?

Now, that’s just going to tell me how conditioned you may be in your way of thinking. She said, “Why you want to know?” I’d say, “I want to know how conditioned you might be in your way of thinking because what I’m talking about here could change your way of thinking and when you do that you change your life.”

You sell by asking questions. And when you’re asking questions you want to listen to understand. Don’t listen to hear. Listen to understand where they’re coming from.

The first person I employed was an assistant. I’m going to tell you I would tell anybody to do that. You can’t do anything of any consequence on your own. I have an assistant now she’s been with me for over 33 years, Gina Hayden. She is incredible. She is so phenomenal. She anticipates what I need and it’s done before I even mention I want it. But, I’ve worked with her for 33 years.

If I was starting a business, first thing I’d do is get an assistant. Otherwise, you’re going to have to do everything yourself.

I’d suggest your change your attitude about that. That’s not their problem at all. Lack of money is never a problem. They do not want it enough. I want you to think of everything you’ve got in your home or in your clothes closet or your wardrobe, or whatever. There’s all kinds of things there you don’t need. You got them because you want them.

When you want something bad enough you’ll always find the money for it. Remember I told you at the start how I started in the cleaning business? Well, the guy said, “There’s good money in cleaning offices,” but he said, “You’ve got to do it for yourself. Don’t clean for somebody else.” If I was working for somebody else at that time I would have gotten a dollar an hour. Working for myself I got between $10 and $20 an hour.

Now, he said, “You’re going to get some equipment. You’ve got to get a floor machine and some buckets and mops.” I didn’t have any money. I was earning $4000 a year but I owed $6000. So, if I paid what I owed, taken every cent I earned for 18 months nothing to live on I would have just broken even. I wouldn’t have lent me money! It’s not that I was dishonest, it’s just that I never earned enough to pay it back.

But, I wanted this so much that I kept asking people to lend me money. I went to a trust office on Danforth Avenue in Toronto. It was a new trust company. The guy’s name was Al [Kiper], the manager, I’ll never forget him. He said, “Why do you want this money?” I wanted $1000. I needed $980 to be exact.

I said I want to buy a used floor machine and some buckets and mops. I’m going to build a business. He kept asking me questions and I was very enthused about and I was emotionally involved. He said, “You know something. I think you’re going to do it. I’m going to give you the money.” I was shocked when he lent me the money. I had a terrible credit rating, but I really wanted that money.

When you want something bad enough you’ll always find the money for it. When somebody tells me they can’t afford it, what they’re really saying is, “You haven’t made me want this well enough.” You’ve got to get them emotionally involved. When they say, “Well, I really can’t afford it,” say, “You can’t afford not to have this. I’m going to tell you something. When you say I can’t afford this it’ll probably be the last time you’re ever going to have to say it because you’re going to learn how to earn money with this.”

Now, if you have to go and borrow $1000 off six or seven people go then do it. You have to write them an IOU and say to them, “If I have to tell you what it’s for I don’t need it. But, I want you to trust me and I’ll pay it back every cent.” Get the money. When they want this bad enough they’ll get it. When you convince them that this is going to do the job, this has changed all kinds of lives. It’s changed the lives of huge companies.

So, them not having the money is not a problem. The problem is you haven’t made them want it enough.

Well, first of all, I don’t think I’d do that. I may put on a presentation once or twice, but if you spend too much time with the people they’ll figure they’ve got it all. You’ve got to leave them wanting more. If you ever go and see some kind of an entertainer, singer or something like that, they’ll come out at the end of the show.

They come back out on stage and they take a bow and they leave the stage and everybody’s clapping and clapping and clapping. They want them to come out again. They may come out again and then the audience keeps clapping and wants them to come out again but they don’t come out. They always leave them wanting more.

That’s what you’ve got to do with your prospects. You’ve got to leave them wanting more. You’re going to get emotionally involved then. You ought to get that book, The Art of Acting. Study it. Become a real product of the product. Make them want what you’ve got. Say, “Listen, this idea you can’t afford it is not a valid idea. How many other areas of your life does this show up in? Every time you want something you haven’t got you say I can’t get it because I can’t afford it? Don’t you know that all the money in the world is available to you all you have to do is earn it.

What you have to do is learn how to raise your level of thinking about yourself. Get involved in a big idea. That’s what this program’s going to do. Now, let’s quit screwing around and let’s figure out how to do this. Let me help you. Start thinking about people that would lend you the money.”

Well, put them with people … don’t just deal in the company. Get people from other places and put them in it. Mix it up.

Well first of all, I think you should change your way of working, maybe you should leave too. You don’t let the job control you, you control the job. If you’re giving it everything you got and you don’t like it – get out of it. See, you should be doing what you love to do. Find out what you love, dedicate your life to it. Just because you don’t like it doesn’t mean you should back off and not do a good job. Give it everything you’ve got. That’s a good habit to form. If you’re giving it everything you’ve got, and it’s not giving you what you need, get out of there. Go do something else. Stop and think, what do I love doing? That’s what you should be doing.

Well that would depend on the person. I remember there were two people that worked in a company for my wife, and I would help her periodically. One’s name was David and the other was Mike. They were fairly close friends, they weren’t real close, but they were friends. They both wanted to get a new Cadillac car. They’d come to me and ask for advice. I told one of them to go ahead, put a down payment, and by the Cadillac. The other guy, I told him not to. Now David would have let the weight of that debt slow him down, so he would be useless. The other guy would motivate him. So it depends on your attitude. It depends on how you do things. You see, I’m in the business of telling people, go and borrow the money if you have to but get in the program. That is because people borrow money to buy cars, fix houses, buy clothes, do damn near everything, but they don’t do anything to raise their own level of consciousness.

When you invest in you, that’s what Ben Franklin did, he said dump a part of your purse into your head, in other words invest in your own growth and development. I think it’s always a good idea. I did. I recommend people do it.

Just book it, you’ll have the money when it comes. Go ahead and book it.

I put myself into a very relaxed state, and I visualize. Years ago I went to a Supper Club in England, it was called the Talk of the Town. It was the largest Supper Club in the world at the time. They had over a thousand people that would sit down to dinner. It was like an amphitheater. They had a big stage show. At this time it was called the Wild, Wild West. That show would run for maybe two or three years. They’d bring in different stars to head it up. I got a table right near the stage. I’m going a long ways back into the 60s. Wayne Newton headed up the show. He’s Mr. Las Vegas now I think but he walked out on that stage, he may have been 21, and he took command of that place, he owned it. He didn’t let the size of that, or the thousands of people there intimidate him one bit.

He walked out, he owned the place. When I speak, I put myself in a very quiet place, and I’ll visualize him walking out on the stage and I see myself walking out and I’m gonna own the place. Then I just focus on helping the people understand what I’m doing. I don’t wonder what they think of me. If you get nervous you’re wondering what the people think of you. If you want to be relaxed think of helping them. So I see myself, I own the place, I’ve got their attention, and I’m really going to help them. I may go sit in the kitchen in a hotel. If you’re all dressed up they’ll think you own the place and nobody will say anything to you.

Become a consultant. 71 my God you’re a kid. I’m 85 and I think I’m just warming up. If you were 91 that’s got nothing to do with it. You’re alive, it’s now, it’s today, give it everything you’ve got, really live! Used to be a song, “I’m gonna live until I die, until my numbers up I’m gonna fill my cup I’m gonna live, live, live until I die.” Some people don’t live til they die, they just put in time. When their heart stops beating it’s a formality. Start living the way you want to – right now.

Sit down and have a come to Jesus talk with her. Look her right in the eye and say if this keeps up you won’t be working here very long.

As a consultant, call on companies. Go to real estate companies, go to insurance companies, go to anybody that’s selling. They all wanna know how to do more. We’ve got the answer for them.

Well you should pay your own way.

Well, you image you. You release it, mentally release it. You don’t hold onto the company. Some people are selling something and mentally, they don’t really want to let it go. You’ve got to mentally let it go. See yourself signing the papers and a good price will be a fair price. What would you pay for it? That’s what you should sell it for. You don’t try and get more than it’s worth but you want to get what it’s worth. See the company being sold. See yourself shaking hands with a faceless person, and see yourself signing the papers. Visualize it. Give thanks for it moving so easy and so fast, and to such a great owner.

Well, that is absolutely absurd. You know, it was a loser that taught you that. Somebody that wasn’t winning. Network marketing, is the greatest idea that’s ever came down the pike. Now, there’s only a handful of people that win at anything. That’s true in network marketing, but anyone in network marketing can win. Now what you want to understand, is whatever you’re selling, that is not the name of the game to sell the stuff. What you want to do is build a network through which your product or service moves. That’s what it is. It’s networking marketing. So what you’re trying to do is find the right person and help them build a business. Just focus on helping them build their business. If they come along, help the person they bring on build their business.

This idea that some can win and some can’t is absurd. Everyone can win. We’re dealing with infinite potential, infinite power. My business is a very mature business. I’ve been at it since networking marketing started, but if I was starting over today, that’s what I would do because it’s such a marvelous way to set up multiple sources of income. Don’t talk to anybody about network marketing unless they are at the top. When my wife decided she was going to go into network marketing, I made her appointment with a guy that was earning about a million dollars a month and she flew right across the country to sit down with him. And she said, “What are half a dozen things that I could do, if I did them every day?” Go to people that are doing really well and say what, if I did it every day, what would happen? That’s where you want to go.

Well, I’m going to tell you, if I were you, I’d get out of your aunt’s house right now. I’d figure out a way to do it. Your aunt is a crutch for you. You’ve got to be able to earn that much money. I wouldn’t care if I had to go out and wash cars or cut lawns and do whatever I had to do. I would earn enough money to make it happen. That’s just the kind of guy I am. You don’t want to lean on anyone. Lean on yourself.

Here’s a great question. This is in a lesson that I’m teaching on The Inner Circle. What is our point of support? Is it in ourselves or outside of us? Are we self poised or does our balance depend on something external? According to your actual belief in which our answer to these questions is embodied, so will our lives be. You’ve got to realize that you are the stabling force. You’ve got to make it happen. And make it happen right now. Give yourself seven days to get out of your aunt’s place, get into another place. I don’t care if you just have to lay a mattress on the floor. Get in your place and do whatever you have to do to earn the money. The idea that you can’t earn money is ridiculous. Anybody can earn money, and you can as well. You provide service, doesn’t have to be a lot, but make it happen. You’re going to like yourself when you make the decision. Three months, my goodness, you could build a house in three months.

Well, do a better job than you’re doing. Do more than you’re being paid for. I like the way Napoleon Hill put it. He said if you’re not prepared to do more than you’re being paid for, you’re never going to be paid for more than you’re doing. Give it everything you’ve got. Really give it everything you’ve got and keep your eye open for multiple sources of income.

We’re going to be introducing something that is mind blowing and I know everybody is going to want to be in it. We introduced it at the Paradigm Shift in Los Angeles here, but it wasn’t ready to go. It will be ready to go in days. It’s called the PGI Marketplace. It is phenomenal. It’s a great networking place, place for you to set up MSIs. You watch for it. It’s coming out probably in a week, and it is really good.

You’ve got to see yourself. It’s like Van Gogh said. He was asked how he did such beautiful work. He said, “I dreamed my painting and then I paint my dream.” That’s what you’ve got to do. And you see yourself in the film. See yourself and reduce that $240,000. Make that so small that you’d be ashamed that that’s all you’re going after.

You have infinite potential. All the money in the world is available to you. All you have to do is earn it. Start reducing the money to the ridiculous. Make it small. Make it look like it would be easy to do. See yourself in that film. You see, we have the ability with our imagination… I read a quote this morning in our own insights from Steve Cubby. He said don’t live from your history. Live from your imagination. See, the imagination is the one that will take us out of the situation we’re in and put us in the situation we want to be in. So use your imagination. It is a mental faculty. It’s one of your higher faculties. The imagination to the mind is something like hearing or sight is to the body.

Imagination takes you into universal intelligence, universal energy, where everything is because nothing is created or destroyed, so you’re tapping into the universe.

That’s exactly what I did the first year. I increased my income, and multiplied it by 43.75 the first year that I started to study this. Now I couldn’t have known very much because I started with nothing. I mean, I really didn’t know hardly anything. I had never read a book. I’d never listened to a record or anything, but my income went from $4000 to $175,000 a year and that was way back in 1961, so that’s 43.7 times. You can do it.

Now, what did I do? You said, “What can I do?” I was cleaning offices. I just became a real good office cleaner and then I realized I can’t clean enough offices. So it was like a little voice in my head said, “If you can’t clean all of them, don’t clean any of them.” So I get other people cleaning offices. Now what I really did there was set up multiple sources of income for myself, so that’s what I would suggest you start looking at.

Now that’s not multiple jobs, that’s multiple sources of income.

Leave your coworkers alone. It’s none of your business what they’re doing. If they ask you for your opinion, then go ahead. But otherwise, you’re like a sheriff of the universe and people will start resenting that. You help them if they ask you. Best way you can help other people is to be a great example. Just work on you.

Okay, quit trying to sell TIR. Start trying to help people. Just start building a rapport with people. You know, just ask them, “If you could have anything you want, what do you really want? Do you ever sit and think of why some people do so well in life and others don’t? Why there’s a small, select group of people, they just go from one win to another? That fascinated me for a long time and I found some people that explained the answers to all that. If you’re interested, I’d like to share it with you because it’s really good.” Then start talking to them about it.

And say, “I have found if we invest in ourselves, we’re going to do so much better, but we’ve got to invest in ourselves. I started investing in me. Everything in my life is changing. You got to try and get over to the training because there’s some good Consultant training coming up pretty soon.

I don’t care if you have to blow the minds of your grandmother to come. You want to get over here to that training because you’ve got one of the most phenomenal programs that you’re ever going to find anywhere.”

You’ve got to get to the decision makers. Get sales managers, get to vice presidents and sit down, and talk to them. Ask them, say, “What do you do to improve business here?” And they’ll probably come out with advertising and new systems and things like that.

Say, “Do you know that your business is people? If we take the people out of this company, you don’t have a company any more. You just got a building full of stuff. Do you know if you just improve the productivity of your people by 5 to 10%, what it would do the bottom line in this company? We have programs where we come in, it’s got nothing to do with what the people are doing, it has to do with them. We show them how to become more effective at what they’re doing, and have more fun at what they’re doing. I could come into your company and change the production of any person or any department in your company. Let’s take a department that’s got maybe a half a dozen people. If I could show you how to maybe increase the productivity by 25 to 50%, would that be worth $500 or $600 a week to you in a year? I mean the return is ridiculous.”

That’s what I’m talking about because that’s really what you’re talking about.

Tell them what I just told you. It’s about how to help your people become more effective at what they’re doing. Let’s suppose you’re running a company. I want you to think… Tell me the name of two people, first name, just first name. You say Rob, Bill, and Bettie. You know that Bill and Bettie can do a better job than they’re doing, don’t you? And you know Bill and Bettie both know how to do a better job than they’re doing.

You know what the puzzle is to you, to Bill, and to Bettie? They don’t know why they’re not doing these things because the truth is they want to do them. See all of your employees are programmed to operate throughout the way they operate. If you have a person that comes in late, they come in late fairly regularly. If you have somebody that comes in early, they come in early regularly. People are programmed to live the way they’re living. We help them understand how those programs were built and how they can be changed.

When you do that in a company, you’ve got a dynamic organization. Things start to fly. You could actually double the productivity without adding any more people in this company. You’ve got to look them right in the eye. Now see, what I would recommend you do is take a small department, I don’t know 5 or 10 people. Make the investment and do it.

Well, you got to mentally prepare yourself before you walk into their business. You’ve got to have an opening line that’s really going to grab their attention. You want to get them to give you all of their attention.

Too many people are distracted in the middle of a sales presentation. I try and make a presentation outside of an office. I don’t want to talk to them in their office. I want to get them in my territory. That’s important that you do that. You have to have opening information that’s really going to cause them to think.

Put a fair price on them. What would you pay for it? What do you think it’s worth? Some people think I’m expensive. I don’t think I am. I don’t think quality is ever expensive. It’s priceless and our material is priceless. We really deliver. I don’t go to a marketplace to find out what I should charge. I charge what I think it’s worth and then we deliver. That’s what I want to recommend you do. Be fair. What’s it worth to you?

See, I couldn’t tell you what this has been worth to me. It’s changed my life and helped me change the lives of millions of people.

I’d suggest you do what you want to do. I have a number of friends that save animals. My wife gives a lot of money to organizations here in Toronto to save animals. There’s a woman started an organization of any animal, any wild animal, or anything that’s hurt or anything, they take them in, even skunks, doesn’t matter, ducks, birds. It’s a wildlife preservation company and a woman started it on her own and she runs it all through donations. And if that’s what you want to do, that’s what you should do and do a really good job.

You’re Christian and you want to grow. How do you grow? You grow by getting better at what you’re doing. Save mankind, you save yourself. Be a good example.

Well some people, they say they’re happy when they’re content because there’s a smile on their face. They’re really simple. You’re supposed to be growing. The Buddhists have a great philosophy. A lot of people think Buddhism is a religion. It’s not. It’s a great way of life. It’s where you move in perfect harmony with the law. The real true Buddhists, Buddhist priests, they get in harmony with the law, and the energy flow freely to you. And they’re extremely productive. Some of the most productive people are Buddhists.

Quit thinking you’re attracting tire kickers. Start to see yourself as the manager. Build an image of the organization you want. Build yourself a chart. Go get a piece of dartboard and make yourself a real nice organizational chart where you’re the top person, and then the people that you want in it. Lay the organizational chart out and start to see those people coming in. Start to imagine the people coming in it. I guarantee it will start to work.

I really don’t. I think what you want to do is get a real good immigration lawyer, people that work on green cards. Do what they tell you, exactly what they tell you. They’ve got a good track record.

Someone of that group wants to step up and become a leader, pull them all together. Say “let’s use our marvelous mind. We don’t need somebody else to come along and tell us. We know what they want done here. Let’s shock them and do a better job.”

Well first of all, ask yourself what’s causing the stress. The workload. Now take the workload and let it be represented by what you write out. Describe it on a piece of paper and put it on the piece of paper. Put it in the center of a table and then go to one side and look at it. Now say where is the problem? Is it in me or is it on the paper? Where does the work go? Is it in me or is it on the paper? Your objective to work at getting in on the paper and getting it out of yourself.

Then, you break down into parts and you do what you can, when you can. Look at it from a different point of view. When you’ve got it all written out, go sit on the opposite side of the table and say how did Proctor look at this? Then go sit at another part of the table and say how would somebody else that you really respect, how would they look at this?

Change your perception of your workload. It’s not the workload, it’s your perception of the workload that’s causing you the problem. Say I’m going to release the stress. The stress is brought on by me. It’s not brought on by the workload. It’s brought on by my own thinking. Say I’m going to change the way I look at my work. I’m going to turn this into a game. I’m going to have some fun.

Go approach them. Tell them you’re very good at what you do and you’d like an opportunity to show them what you can do for them. What’s the benefit to them? When you approach them remember you’re selling benefits. You’re not just selling your service, you’re selling the benefits. What’s the benefit of your service? You’re going to let them know you’re really good at this and you might add I’m not sure I’m good at anything else but I don’t want to do anything else. I would like an opportunity to show what I can do.

Well, pharmaceutical sales people don’t close sales so you’re in a different business than most other sales people. Pharmaceutical sales people make presentations to doctors or whatever and then they go check drugstores to see what the doctor is prescribing – what they’re selling. What you want to do is sell the benefits of your company and your service. You’re selling the benefits, the stability, the honesty, the success of your company and your service. You let them know that you’ll take very good care of them.

We should focus on selling all the time. Selling is getting another person in the path of agreement. It’s finding out what they want and help them get it. That’s really what you’re doing. Become involved. Say “…do this now, don’t put it off.”

Probably not. You don’t have to be in business with somebody. My gut feels the person is not a good business partner. Well if they’re not a good business partner you don’t have to wonder and you don’t have to go by your intuition. All you do is look at the results of how they’re performing. Like Sandra Gallagher is my business partner. I’ve had a few partners. She is without question, by far, the best partner I’ve ever had. She does a phenomenal job. She more than carries her half of the load and that’s the way partners should be. You trust your partner. Trust them implicitly.

I had an old guy a long time ago says, “You stand up for your partner, you trust your partner and you don’t let anybody say anything bad about your partner and if they double cross you, you kill them.” And I thought wow, now he was referring to mob rule. Now you’re thinking about it and that’s not such a bad idea. You don’t have to physically kill them. They’re just gone. You don’t spend any more time thinking of it. Good partners are hard to find.

Find out what they want. Believe that you can help them get it. Show them that you can help them get it. That’s how you lead others. You’ll never lead anybody if you don’t know what they want. You don’t know what they want, you’re trying to get them to do something you want them to do. If you find out what they want, you’re trying to get them to do something that’s going to help them get what they want. You’ve got to relate their goals to what they’re doing. People follow people. Leaders are leaders. People follow people because they want to follow them. You get them to want to follow you. You become such a great resource, a great help.

Find out what they want. Believe that you can help them get it. Show them that you can help them get it. That’s how you lead others. You’ll never lead anybody if you don’t know what they want. You don’t know what they want, you’re trying to get them to do something you want them to do. If you find out what they want, you’re trying to get them to do something that’s going to help them get what they want. You’ve got to relate their goals to what they’re doing. People follow people. Leaders are leaders. People follow people because they want to follow them. You get them to want to follow you. You become such a great resource, a great help.

Well it was designed originally because Sandra Gallagher worked in corporations and she’d be in board meetings with different companies. She was a securities lawyer so she was always in board meetings and she’d hear people that couldn’t get along. They had conflicting concepts and they didn’t understand what was going on. They didn’t understand the mind and she had started to study this and she said, “If we had something like this it would help.” So she had those people in mind when she designed it. This will help a kid in public school, in grade school. This will help anybody. See as it turned out she created something that anybody can use and benefit.

Next one on how you approach the company. Same way you approach anybody else. Company’s nothing but people. That’s all it is. So, you get to the person that makes the decisions. You might go in and say to the receptionist who makes the decisions here. Now they might not tell you but they might. Say I’d like to see that person for a few minutes. Try different ways of getting in. All you have to do is get in front of them and tell them you’ve got something that would really change the bottom line of their financial statement and ask them if they’re interested in hearing about it. Go in with a question. I’ve got something that will make everybody in here more productive, were you interested in talking about it? Something like that.

Well if you’ve been in it three years and the results aren’t great you don’t have good leadership. You’ve got to have a darn good leader. First of all you’re probably trying to sell a product, that’s a mistake. See I think you have to have a good product because if a company has a good product, good product, the customers won’t come back and the company isn’t going to win. So, every company needs a good product, most network marketing companies have good products.

Now the objective is not to sell the product. The objective is to build an organization through which the product flows. Now think what I’m saying it’s to build an organization through which the product flows. So, you’re talking to them about ownership and you point out that as a part of this you have products that come to you and you use. You’ve got to use the product, if you’re not using them you’re going to have difficulty talking anybody else into using them. See if you put yourself in ownership, let’s say it’s $150 a month, and then everybody you introduce this to, they do the same thing.

Now, let’s say you have 50 people, then 500 people, and then 5,000 people. And, remember, your pay is based on what the company sells in your organization every month. So, if it’s a 100 times $150 there’s $150,000 that your organization has brought into the company. Well, you’re paid on the $150,000. Now there’s all kinds of bonuses tossed in. Most people spend their time getting lost in the marketing plan, the bonuses, the product – forget all that. Go on out and show the people how they can improve the quality of their life by being in business with you.

Whatever you want to do is okay as long as you’re within the confines of the law, do whatever you want. I don’t think you should sign the contract when you haven’t got any money. I think you should make the decision to buy it. If you don’t have any money and then find out how much you need to put down. And then get hustling and get that much, earn it. Borrow it, if you have to. But get it.

Well I think if you sat down at night you say only half a dozen gold achieving activities I can be involved in tomorrow. And one of those three or four very important areas that I look into tomorrow will be to develop my skill as a manager. This can be done by just working with some of your people, you know? See yourself as a great manager and the way will be shown. See people, people want to be led they really do. They want to follow a strong leader. Become a strong leader.

Well start by earning more than you need. You see if you’re fixed to spend all you need, it won’t matter how much money you earn, you’re going to spend it all. You want to earn more than you spend. You’ll feel good about yourself when you do that. You take part of your earnings and you put it away. Really make up your mind you’re going to double your productivity. You can take 20% of all you earn and stick it in a savings account and watch it grow. Maybe set a goal of getting up to $50,000, and then $100,000 and then $200,000. You know? You can do this.

I’d be out getting a couple of people on and I would have them going around giving tickets to a meeting I was going to do and I’d try and fill the room. It’s a great opportunity in today’s world to multiply your income and put on a meeting and then make a presentation to them all at once.

Well I’d make an appointment. When you call on them the only thing you’re doing is making an appointment, that’s the only reason you’re there. You’re not there to sell them anything. Say I wanted to talk to you today, Bill, Mrs. Brown or whatever. I would like to make an appointment to sit down with you, in a quiet, objective environment because I have an idea that I think you’re going to absolutely love that could change things- like night and day for you. But I don’t have the time right now but do you have time tomorrow or the next day where we could get together for a half hour. And then make the appointment somewhere else. But not at their place. And when you meet with them, say let’s turn our phones off for a half hour.

See yourself helping the person. See yourself totally relaxed. Sit in your car and totally relax. Just totally relax, let your jaw relax. In fact do that now. Let all the muscles in your stomach relax. Feels so good doesn’t it? You do that before you go in your call and then you mentally relax and you see yourself totally relaxed asking questions. And you have well prepared questions. Don’t go in there unprepared. See how much you can tell them. Ask them questions. Give good questions.

Use somebody else’s stories. “Let me tell you about a woman that got involved in this. Let me tell you a story about Jacqueline. Let me tell you a story about Bill. Bill was a guy that was stuck in a job. He didn’t like the job. He’d been there for a long time. Bill started to study this program, everything began to change but you know the first thing that changed was the job. His perception of it changed. His perception of himself, he could see where he was going.” And think of another story. “Let me tell you about this woman she was a single mother.” And tell the story. They don’t have to be your stories. Make them true stories. Ask consultants you know that are doing very well and say give me a story. I remember Jack Canfield and Mark Victor Hansen came to me and they said Bob you got all kinds of stories, give us some stories. We’re going to write a book. Chicken Soup for the Soul. Look where it went. And so it was the stories.

No. What your doing right now, you’re getting too analytical about this. You have them study one week at a time. But it’s a philosophy all the way through it. It’s a strategy for healthy living. And so they can come on at any time, it will fit in with what their doing. And you can get them to look at it that way when you get back on the one that you’re on.

They all use the program to get what they want. They’re products of the product and that is exactly why I became very successful in this business. I used the material. I listened to it everyday. I set my goals. I listened to it all the time. I still do. That started in 1961 and I still listen. I got the book right in front of me here. I will open it anywhere.

“Skepticism in connection with all new ideas is characteristic of all human beings but if you follow the instructions outline, your skepticism will soon be replaced by belief. And this in turn will soon become crystallized into absolute faith. Then you will have arrived at the point where you may truly say I am the master of my faith. I am the captain of my soul.” That’s part of a poem that Henry wrote. Many philosophers have made this statement, that the man is the master of his own earthly destiny but most of them have failed to say why he is the master. And you see I just opened this up anywhere every morning and I read it. And you can too. Study everyday that’s how you become more successful.

Get out and knock on doors. Make a list of a hundred people that you know and start seeing them in the morning. Make appointments, make breakfast appointments. I help the Prudential Insurance Company of America raise their sales to over a billion dollars. I had them selling more $100,000 policies in a week than they previously sold in a year. I had them being in front of somebody every morning before 9 am and they had to ask every person to buy $100,000 worth of insurance. I said you don’t have to sell them just give them a chance to say no. Ask them. Get out in front of people everyday. Don’t sit and getting ready to get set to get going. Get out there! So whether it’s scary you’ll soon get comfortable with it and you’ll feel good about yourself.

I’m working on it all the time. I spend a fair amount of time every day, it’s not scheduled where I do it at 1:00 and 6:00 or something like that, but in between projects, I’m forever thinking, how could I monetize this? How could I turn this into a source of income? It’s a corporate thing we’re working on, but it’s going to produce a lot of income for a number of people. So, yeah, look for new ways. See, there’s no end to the number of ways. The only limit is the limit that we place on our own thinking. U.S. Andersen wrote in a book, he said, “When we fully realize that thought causes all, we will know there’s never any limits that we ourselves do not impose.” Keep going. You’re going the right direction.

Well, I’ll tell you what I did. In this business, I meet a lot of people, and it’s an idea business. It’s a very creative business that we’re involved in. I used to have people bringing me opportunities all the time. I still do. Almost every day I have somebody bringing something. So, I’m seeing all these opportunities, and I’m taking time to investigate them all. One day, I realized that I was spending way too much time looking at opportunities, and they were taking me offtrack. I don’t look at anything today unless it is really focused in this industry and this business. It’s got to be on purpose for me, or I don’t even look at it.

I’m offered opportunities in real estate where I could earn probably millions of dollars. I’m not remotely interested in real estate. I have a house, but outside of that, I don’t want to buy and sell houses. I don’t want to get involved in anything that distracts me from where I’m going and what I’m doing. Well, make up your mind that you’re going to focus. You’ve got a goal. Stay focused on that goal, and do what you want to do. Your reward is going to be your place in Thailand, and move there. You know exactly how much it’s going to cost you. Make up your mind that that’s what’s going to happen, and quit getting sidetracked. You see, your problem is I don’t think your goal is properly set, because you’re getting knocked offtrack.

Well, money should be in circulation. It should be working. Everybody has a certain amount of money, or at least should have, probably, that’s not in circulation, where they leave it sitting in the house or sitting in a wallet, or something like that, but wasting money is just getting rid of it. That’s a perception problem. I get rid of a lot of money, and I don’t ever think I’m wasting it because I’m doing something with it that I want to do. You want to see yourself using money properly. See, giving is a prosperity law. Most people don’t understand.

There’s a great book, The Magnificent Obsession. It was written by Lloyd C. Douglas. W. Clement Stone read that book years ago, and on the weekend, and then he started to practice what the book taught. By 1970 he was the wealthiest man in the United States. He’s gone now. He outlived his whole family, though. He lived to be over a hundred. He was a chairman of combined insurance companies. Well, you want to learn how to use money. Most people don’t understand money. They get it, and they hold it. You don’t want to hold it or hoard it. You want to use it, and the more you give, the more you’ll receive.

Our company gives away a lot of money, and I remember we were giving a certain amount of money to a foundation for building schools in Africa. And my business partner, Sandy Gallagher was up, and they were thanking her for what she did, what we were giving, and on the stage she says, “I’m going to double what we’re giving.” And she almost choked while she was saying it because she wasn’t quite sure how she was going to do it, and she said, “The first week or so it was a little difficult. Then it got easy. Now you don’t even miss it.”

It’s a law of receiving/giving. You don’t give to receive. You give to give, and the universe sends it back to you. That’s circulating money. Start to see money coming to you. I believe money goes where it’s invited, and it stays where it’s welcome. Money is energy. Money, as somebody said, is God in action. Money is a phenomenal tool. Money will enable you to extend good far beyond your own physical presence. I love earning it. I don’t like counting it or looking after it, but I just love earning it because earning money is a creative process, and the more creative you become, the more you can earn, and then get it moving. Just keep studying it. You’re on the right track.

No, not too much. I remember when I started, I had five different businesses going at the same time. I was doing all kinds of things. You see, I don’t know how old you are, but it sounds like you’re on a good track. You’re becoming very productive and very creative. Now, what you might be wise to do is to start backing off one or two. I had a whole bunch of them going at the same time, and one day I realized where the greatest potential was, and it was in the office cleaning. I read Think and Grow Rich, and I was making flower boxes that hung on apartment balconies. I was working in a variety store for a relative for a dollar an hour. I was cleaning offices, I was painting houses, and I was working on the fire department.

I mean, I had all kinds of things going, and then one day I set down, and I had analyzed, where was my greatest potential, because the books, I guess, taught me to do this. And I realized that the greatest potential was in the office cleaning, so I quit doing everything, and I focused on office cleaning. Like I said a few minutes ago, I was cleaning a couple of offices. Pretty soon, I was cleaning offices in different cities, and then different countries, and I was doing hundreds of thousands of dollars.

Focus is really important, and getting really good at what you’re doing is really important. The law of compensation is very clear. The amount of money you earn is in direct ratio to the need for what you do, your ability to do it, and the difficulty there is in replacing you. So, pick the one that you feel has the greatest potential, or the one that you like the most, and give it everything you’ve got, and get real good at it, because that’s when your stock goes up.

Well, the expectation comes by law, or understanding the law. You see, if you understand the law, how the law works, your expectations are going to be in harmony with your desires. You will just know it’s going to happen. Like Andrew Carnegie said. Any idea that is held in the mind that’s emphasized, that’s either feared or revered, so it goes good and bad, will begin at once to close itself in the most convenient and appropriate form available. You hold the image in your mind. That image must move into form if you hold it. You’re holding the image in your mind. You’re turning it over to your emotional mind.

Well, when you turn it over to the emotional mind, that’s turning it over to universal intelligence. Universal intelligence operations by law. The first law is the perpetual transmutation of energy. The idea has to move into form. Now, when you understand that, you’re going to be expecting the desire. The desire is the idea in the subconscious mind, or on a conscious level. As you deposit the want, I think William James put it best, “In the treasury of your subconscious, it turns into a desire.” As you keep feeding it, as you keep getting emotionally involved, it turns into a desire.

That desire must move into form with and through you. That is an absolute law. So, the more you understand the law, the more you’re going to bring your expectations in tune with your desires, but you’re studying. That’s what these programs that we do are all about. It’s understanding. That’s why Solomon said, “In all you’re getting, get understanding.” You want to understand how the law works. You want to understand how goals are reached, and they’re reached through law, by working with the law. So, you’ll bring your expectations more in tune the more you understand how the law operates in your life.

You see, if you haven’t been studying this for years, when you first start studying it, it’s exciting, but it’s also confusing because it seems there’s so much to study. I’ve been studying it like a scientist now for 57 years, but I’ve still walked into it. I’ve been studying since… I was here at 5:30 this morning studying, and I’m teaching now. I’m going to be teaching again in another hour. I mean, I just love studying this because it’s so fascinating, and I expect wonderful things to happen. I still have gaps between my desires and my expectations, the same as you. I probably don’t have them as big as you, or maybe the goals are bigger or something like that, but as I increase my level of understanding, the desire and the expectations are more intent.

I would start talking to yourself another way right now. I have done that. I’ve been on the track you’re on, and I damn near put myself out of business a long, long time ago, but I did it, and I didn’t ask anybody what I should do. Listen. Build the business. Absolutely refuse to think why you can’t. Set a target and say, “This is where this business is going, and I’m not even going to accept anything else.” Don’t feel bad if you took out a large loan. You want to be thankful that you got the loan.

Now, I’m going to give you an exercise. I want you to do this at least three times a day. Tie it in with eating. If you eat three times a day, I want you to sit down, and write out 10 things you’re grateful for. This is critical right now because you are on the wrong track as long as you’re thinking this way. You want to be very grateful you got the loan. Now start to use it wisely. Really use it wisely. Get good counsel from someone, but absolutely refuse to have buyer’s remorse. That is a dumb thing to do, and yet we all do it from time to time, but say, “I’m not going to be dumb. I’m not too dumb. I was able to get this loan. I’m going to put the damn thing to good use.” Now, you need a mental adjustment.

On the very first page in a book, it’s Chapter Seven in The Science of Getting Rich, it’s Gratitude, it says, “The entire process of mental adjustment and atonement can be summed up in one word, gratitude.” Now think about that. The entire process of mental adjustment. You said that you got this loan, you’re having buyer’s remorse, voices telling me, “You shouldn’t have done this,” you need a mental adjustment. You want to say, “You’re one smart catch. You got this loan. You taught good to yourself.” Say, “There’s something phenomenal about me. There’s something so magnificent,” a mental adjustment. You do it by being grateful. Think of all the things you’ve got to be grateful for. Now, you do that three times a day. Get yourself on the racetrack, and don’t you have those nasty talks to yourself anymore. Be grateful.

Well, first of all, you would come right down to a goal. I mean, how much business do you want? If you’re in business for yourself, you want to set a target of how much business you want to do. Then begin to work towards that. And you’re going to start to see how short of the goal you are, present results relative to the goal, and you’ll start to attract more business. You’ll just see where it should be. Do you want to attract government business or do you want to attract other business? You can get it from both places, but the whole thing comes into the law of attraction, but the law of attraction is based on the law of vibration, and the law of vibration is the vibration you’re in which is going to be controlled by the image you hold.

So it goes right back to setting the goal, setting your goal for what you want and see yourself with it, and you’ll get in harmony with it, you’ll start to attract business. I work with it everyday and it’s working.

Well, that’s not uncommon. Everybody has a difficult time with that. That’s one of the objectives as a consultant that you have. You’ve got to talk to them, get them to take the time to sit down every day and ask themselves what do they really want? Not what do they think they can get, not what can they get with the resources they’ve got, but what do they truly, really want? That’s what people are not familiar with. They don’t really think of that.

It’s ironic that we can have anything we want and only 5% can tell you what they want. A person has to take the time to sit and really play hardball with themselves and ask themselves what do they really want?

Choose the one you feel closest to. You want to choose the idea that you want to build a business around and then focus on that idea rather than a whole multitude of ideas. The trick is get moving, get doing something, start. Pick one that you think is better than any of the others to you and then do it. Get going.

That’s funny you asked, I was talking to Jack Canfield yesterday about doing that. We may do something together. We’re just exploring it. So yeah, I think of that every now and then. Jack and I are friends and we would like to do something together. We just haven’t got a plan yet. We’re thinking about it though.

Well, it’s very important that you mix with the right people. You want to stay very close to the people that are doing what you want to do, and that’s not always the easiest thing to do. Make connections with people that are doing very well in this business and study what they’re doing. Stay closely attached to what we’re talking about here. In fact, that’s about the best advice I can give you – you’re going to find out the people from the military career are thinking one way. The real effective coaches are thinking another way. The people in the military career are more focused on security, pensions and things like that, and you’re not. You are more focused on opportunity, on really making things happening in the future. That’s where I would go if I were you.

Well, it’s not just what you’re interested in, it’s where are you going to go? What are you going to use this information for? What do you want to be? What is the end result that you’re working on? That’s really what you want to look at. That’s the important thing.

Well then you ask yourself, “Which should I know most about?” You might want to study both of them. I don’t know, but I don’t study just to study. I study because I want to expand my mind in a particular area. So that determines what I’m going to study. I was listening to Earl Nightingale on an old record this morning and I really enjoyed it. I got some good ideas from it.

Ask yourself what would you enjoy doing. It comes down to what do you enjoy. See, the important thing is that you really love doing something. Otherwise you’re not going to do it well. You’re not going to do anything well that you don’t enjoy doing. You’ll probably try and talk yourself out of doing it. What you love to do, you’re going to want to keep moving on.

Well, are you doing anything that is profit earning? You’ve got to do something that earns a profit. You’ve got to do something that earns money, and you might look at setting up more than one source of income. We’ve started something new called the Entrepreneurial Marketplace, and people who join that, I see the biggest benefit. We’re just really getting it into high gear. It’s a great thing to belong to. You’ll see people that have multiple sources of income, and you could set up joint ventures with them. You’ll get ideas of how to set up multiple sources of income. You want to mix with people. You’ve got to get different ways of money coming in. And that’s multiple sources of income.

Now, it sounds like you’re letting the results control you and you’re looking and it’s not happening. Well, you don’t know it’s not happening because there’s all kinds of things happening that you don’t know are happening. There’s an unseen world that we’re a part of. Things go on there that you can’t see until they do manifest, so it’s what you believe in in your consciousness, that is really the big thing.

I would investigate network marketing. I’m asked all the time if I was to start over, what would I do? I’d join the networking marketing company because I think it’s a great way to set up multiple sources of income. You can have all kinds of sources of income. That’s why it’s such a very prosperous concept. Now, clearly understand that most of the people in it are not winning in a big way. Everybody’s winning to some degree, I suppose. But if you want to win in a big way, you’ve got to go to people that aren’t winning in a big way and then do exactly what they tell you, and most people in network marketing don’t do that. You’ll find people that aren’t doing much talking to other people that aren’t doing much and they’re trying to brainstorm what’s the best way to do it.

The best way to do it is to go to somebody that really understands and there’s a good book, Go Pro, and you want to look at it. It’s on network marketing. Now, I’m not sure what you’re doing, so it’s very difficult to say, but that’s a great way to have multiple sources of income, and you can have all kinds of them. You might look up Eric Worre. Eric Worre runs a generic training for network marketers and he’s got all kinds of people earning a million dollars a month, that you could get lessons from.

Yeah, I think you should. Every job holds a future just as every person does. What you want to do is ask how can you be more valuable to your employer, and really focus on that. If you want to do something outside of work, start an MSI. You could belong to a network marketing company and still do a very good job where you’re working and do it on a part-time basis, which most people do. That’s where your focus should go.

Pick the ones that you think you can benefit most. And don’t try and pick too many. If you pick too many, you won’t do any of them. Do the ones you feel closest to, the ones you feel most familiar with, the ones that you like the most. Do the ones you want to work on.

You could be. But I think if you’re looking to clear it up, you start to see the child with nice, clear skin. Clear, pink skin. That’s all you see. But if you’re thinking about it all the time, you’re transmitting that idea, so you could be. So stop doing that. See the result of the eczema product. Clear skin.

I started cleaning offices on the side. I was on the fire department and within five years I was cleaning offices in Toronto, Montreal, Boston, Cleveland, Atlanta, London, England. I quit the fire department to clean offices. Everybody thought I had lost my mind. I was the second person since 1934 to quit the fire department. Nobody quit that job. But I fell in love with the idea of building a business. That’s what I did.

Well listen, that isn’t comparable to meditation. Meditation, you will benefit greatly from because meditation gets your whole system in harmony with spirit or with the law. The writing with your left hand is showing you that you can actually alter a paradigm. The paradigm is nothing but a multitude of ideas that are fixed in your subconscious mind that you automatically act on. You automatically signed your name with one hand. Now, you put the pen in the other hand and I said, “I’m going to train my other hand to do this.” Well, what that’s proving is that you can change a paradigm. You can change your habitual way of living. And if a person really wants to multiply their income, improve their relationships, build their business, they’ve got to change their paradigm. And it’s true the repetition of doing something that you haven’t done before that creates the new paradigm.

Like let’s suppose a person sleeps in every morning and they say, “I’m not going to do that anymore. I’m going to get up early.” And so, they reprogram themselves. When they wake up they get up. And they’re reprogrammed to do this. Pretty soon they don’t sleep in anymore. They’ve changed that program. Well, it’s the same thinking about how money’s earned. Most people never learn how to earn money. You earn money by providing service. Most people think you go to work. You don’t go to work to earn money you go to work for satisfaction. You provide service to earn money. So, it’s changing our habitual perception of life and how we’re living it. That’s what the writing with the other hand is doing. The meditation is a good program. It’s a good habit. I’ve been doing it for many years and it puts your whole being in a calm state.

Get in front of somebody real fast. Make up your mind when you wake up in the morning you’re going to make a sale before you get back into bed at night. U.S. Anderson tells the story about going to a nightclub with his friend and he said there was entertainment. There were spinning plates on the end of bamboo poles. You might have seen this on television where they’d have maybe a whole string of these poles and there’s plates spinning on the top of them. The bamboo poles bend, and bend, and bend, you think it’s going to fall but just as it’s going to fall he gets over and gets spinning the plate again on that pole. When they left the guy said, “Wasn’t it amazing how well he did those plates, those 18 plates?” The guy says, “What was amazing?” “Well the fact that he did it at all.” And that got him thinking how do you learn to spin 18 plates on the end of bamboo poles. Then it dawned on him you learn to spin one plate and once you master that then you go and spin the second one. And that’s where you want to go with your 17 sales. You want to make one and when you make that one then you go and make another one. And you do it today, not tomorrow. You don’t just get ready to do it. You go and do it.

Well, first of all I think your idea of earning a million dollars a year working for the public sector is an illusion. I don’t think they’ll pay you a $100,000 but I think you can earn a million dollars. You want to look at becoming an entrepreneur. And as far as the medical insurance you can earn enough money to do that so don’t think you can’t. What you want to do is start seriously entertaining entrepreneurial concepts. We’ve got a beautiful one. In fact I was just with a man who has become a consultant with us and you can earn a million. In fact I know women that are doing it in our business. You want to inquire about this. If you want to earn a million dollars a year the odds of you doing it working for somebody else is rather slim. It can be done but you will greatly increase your odds as an entrepreneur. And you see the idea that you have to have a job because you need the insurance, you can pay for the insurance yourself and don’t think you can’t. Start to entertain the idea of why you can and how you can. You want to send in and get somebody to talk to you about the opportunity as a consultant with our company.

Why don’t you do home calls? You don’t need an office. Have an online office. Have an online office. And start going out to networking groups. Start a mailing list and do mailings. But you do home calls rather than go to an office. You want to get into some marketing concepts, get a book on marketing. There’s a great book it’s called, How I Raised Myself From Failure to Success in Selling. He was an insurance sales person. It was probably one of the best books on selling I have ever read. It’s got a bad title on it I think but you want to get into that. Get that book and study it. And you’re going to find it’ll work really well. The author of the book is Frank Betger. It’s a great book. Anybody that has anything to do with selling or marketing. There’s some great ideas in it. Somebody gave me that book years and years ago. I was getting on a flight to England and I fell in love with the book. I think it should get a different title because a lot of people will be driven away from it because of the title but it’s really a good one and I would recommend it. I think that’ll help you.

The one that you feel drawn to most, that’s probably the one you need best. There’s some of it you’ll be drawn to. You just feel really in harmony with it. That’s the one you want to study. And as a consultant this is what you’re sharing, you’re sharing all of this information. Well, understand people don’t want to buy a program. What they want is the benefits of the program. That’s what you’re selling. You’re selling all of the benefits. How have you benefited from it? That’s how you’re going to help them.

Take the time every morning. Get up a little early. Take a pad and a pen and sit down and be totally relaxed and think, “If I could do anything I want with my life what do I really want to do?” You’ve got to get serious about this. You get real serious about it. “If I could do anything I want with my life what would I do?” You might have to do this for a month everyday for a half hour or an hour in the morning. Sit down, put a pen and a pad beside you, and leave the pen and pad sitting there until an idea comes.

I watched a woman on television one time and she told a story about she was a chorus dancer in Las Vegas. In other words she danced in a chorus line. She knew that she wasn’t good enough to be the star of the show. She would never be the star of the show. So, she decided she was going to quit dancing and go and do what she loved doing. She loved baking pastries. She went to France, got a job working with some of the best pastry chefs in the world. And at the time I was watching her she was one of the best pastry chefs in the world. That’s what she loved to do.

When you’re doing what you love you’re going to automatically get better at it and that’s really what you want. So, you’ve got to sit and figure out, “What do I really love doing?” The fact that you don’t know hot o do it or you’ve never done it before doesn’t mean anything. What would I really love to do? If I could wake up every morning and do what I love for the rest of my life what would it be?

I went to visit Earl Nightigale way back around 1964 or ’65 and I was in his office looking for the better part of an hour I guess. And when the meeting was over I was leaving. I said Earl what is the real secret? I mean what is the real deal, the secret of life? He said, “Well there isn’t any secret.” He says, “It’s simply the matter of a person sitting down and asking themselves what they’d love to do and then dedicate their life to doing it.” He said, “The problem with most people is they don’t know what they love doing.” Well, at that moment I started to get excited because I knew exactly what I’d love to do. I wanted to do what he was doing and I made up my mind right then that I was going to do what he was doing. And in 1968 I went back and I started to work with him.

Well, I think you should start by asking yourself what do you really love doing. You do what you really want. And don’t back away from something because it scares you. That would be an error. Do what you really love doing.

I would suggest you change your income. I would suggest you stop and think how can I add income. There’s all kinds of sources of income. You can set up as many sources as you want. Ideas will come to you on how you can earn more money. Start earning it. Really listen carefully. Look at affiliate programs. We have affiliate programs. Send a letter to [email protected].

Well, first of all I would have to know what you’re doing. But I do know that if you want to substantially increase your income you have to add sources of income. You can have multiple sources of income. You don’t just have one. You can have many sources of income. And that’s what you want to look into. You can write in to our customer service team, and ask for information on the affiliate programs. You can recommend these programs to people and you can earn money on it. There’s all kinds of affiliate programs.

Easy. That’s what you’ve got an imagination for. You put your imagination to work. You can turn the worst situation into a beautiful situation with your imagination. Download the lyrics for Pretend. It’s a song by Nat King Cole. I think it goes back to 1970 but the lyrics are incredible. Download the lyrics. “Pretend you’re happy when you’re blue. It isn’t very hard to do. You can find happiness without an end whenever you pretend.” It goes on, it’s beautiful. That’s how you do it.

Yes, absolutely. You see, you’re starting a business. And the thing can go like a rocket once you get it going. It’s a matter of getting it going. eCommerce is pretty good. You’ve got a global business starting from scratch. And I know a number of people that are starting up. And sometimes they’re slow to start because you’ve got so much to learn. But if you stay with it and keep learning every day you’re going to move.

No, I don’t think a contract’s necessary. If you build a good rapport with them, that’s the main thing.

Well, if you have your own business, I would look for a damn good sales manager. Find a real good salesperson. You can advertise for them. Get a good sales manager and have that person build the sales force. We have a great vice president of sales in our company. He is phenomenal. And he just developed himself by studying it. Get a good book on sales. Get a book on sales management. But find yourself a person and put them in charge of bringing salespeople to your business. Because if you don’t sell, there’s two departments, sales and sales support. Nothing happens until somebody sells something.

I would suggest you send a letter to the administration. We’ve got a couple of people that do this. Just send an email to [email protected].

Well, if you want to build a network business, what you’re looking for is leaders. And you want to help the people build teams. You’re looking for team leaders all the time. What you’re doing is building a network for the product that the company sells to flow through, but the whole trick is to build leaders. If you don’t have leaders, you’re never going to build a network marketing company. And oddly enough, people that have never lead in anything can learn to lead in network marketing. They’ve got to really care about their people, and they’ve got to want to help their people build the business. But that is the secret.

Well, they’re very much alike. It’s that I think the Thinking Into Results will get you results a bit faster. The lessons are very pointed, and it’s not as comprehensive, so you can move faster with it. Lead the Field is a very comprehensive program. And for a person to properly study that, it’s going to take a long time. I’ve been studying that for many, many years. And you can just keep studying it. They complement each other. Thinking Into Results, I think you’ll move faster. It’s more entertaining, so for a first program, that would probably be a good one. If a person wants to read it and get into study in depth, Lead the Field will help you do that.

Well, stop thinking it’s going to be in and out of the account. Build a target in your mind, and then work towards and hit that target. It doesn’t matter whether it’s monthly or annually. You live by the month, live by the week. So probably a month you’re going to leave something there every month. So over 12 months you’re going to have a nice little nest egg.

Well, you’re not going to provide them with a complete understanding. You’re going to tell them that this is going to help them understand more about themself, the world they live in, how they can take control over their life and over their results. That’s why Solomon said, “In all you’re getting, get understanding.” We’ve got to understand how our world works. Our world, our life. Because you take a look there’s some people that are extremely successful, and they’re not very smart. There’s other people that are absolutely brilliant, and they’re not very successful.

So we’ve got to say, “Well, wait a minute. How is this happening?” They understand something about life. Now, there’s some people that are very well off and are brilliant. There’s some people that are not very smart and they’re in terrible shape. Should not make any difference what you’ve got. What makes a difference is what do you know. How do you understand? That’s why Solomon said, “In all you’re getting, get understanding.”

Well, the Thinking Into Results or the Lead the Field, either one of them is just going to transform a person’s perception of who they are and what they’re doing. And it’s going to put them on a beautiful path that’ll help them live the way they want to live. See, one of our great problems is we invest nothing in our own development. Now, I know you are. You wouldn’t be on this call. But the average person doesn’t. They think, “Oh, wow.” Well, why wouldn’t we learn something about ourself?

We have to learn something about a computer if we’re going to operate it. We have to learn something about our car if we’re going to drive it. We have to learn about anything that we want to take control over. Well, Thinking Into Results teaches you something about yourself.

Well, first of all, when my kids started school, I had just been studying this for a short period of time. I think you learn things at school that you’re not going to learn outside. I don’t think school is gonna prepare for life properly, but I didn’t go to school. My kids did, because I wanted them to. But I didn’t tell them they had to go. I didn’t say they didn’t have to go. I just asked them where they were going to go and where they decided they were going to school. Because I think you develop a social intelligence in school that if you don’t go to school you won’t develop. That’s primarily why I wanted them to go.

Yeah, but it’s silly. I mean, listen, if somebody takes it just go and build another idea. I mean, I never concerned. I can compete with anybody. I don’t care if anybody wants to copy what I’m doing. There’s no competition. Amateurs compete. Professionals create. Just go ahead and make it happen in a big way. Get so far out in front nobody can catch you.

Well, I would tell them, “Listen, I think you and I’ve got a problem. I think you believe your seniority is giving you a wisdom that’s greater than mine. But the results would indicate that’s not true. So why don’t you forget my age and take a look at my results and listen to what I’m saying, because I can show you how to make things happen.” I remember, many years ago, I was working with the head person at a very big company, and he wanted to really change the company. And I told him, I said, “I can put on a seminar.”

So I said, “Get all your executives together, and I’ll put on a two-day seminar. We’ll really teach them something,” which he did. Well, there was one guy, he and I just were not communicating, and I could tell in the first meeting. So at the first break I went over and I said, “You and I just aren’t communicating, are we?” And he said, “No, I guess we’re not.” I said, “What do you think the problem is?” He says, “Can I be very candid with you?”

And I said, “Well, certainly.” We’re just on a coffee break, so it’ll probably save time.” He said, “I can’t understand how anyone who makes so many grammatical errors could teach me anything. I said, “Hell, I can help you there.” I said, “I didn’t go to school.” But I said, “I know things that school doesn’t teach.” I said, “What’s your goal?” His goal was to get a parking space under the building, because outside the building where they’d park it snowed and ice and everything, and his car would always be covered in ice when he went to get it.

So I said, “That’s your goal?” I said, “Listen. I can show you how to buy the whole damn building. Why don’t you sit down and pay attention to what I’m saying?” You’ve got to be candid with people sometimes. Hit them right in the nose. Age has got nothing to do with it.

Ray Stanford told me if I would do what he tells me, do exactly what he told me, that I could have anything I wanted. I really didn’t believe that.

But then he said, “Now, what do you really want?” All I wanted was some money. Well, he said, “How much money?” And I just said, “$25,000.” I mean, I might as well have said $25 million. I really didn’t believe I was going to get it. Well, he had me write it on a card, and he said, “Carry the card in your pocket.” That’s where the goal card that we hand out comes from. “Carry it in your pocket, and every time you touch it the sensory factor of touch is affected, that’ll send a message to your brain and it’ll activate the cells in your brain that have been impregnated with the picture of what you wrote on the card. Because when you write, writing causes thinking, thinking creates an image, and the image is impregnated into the cells in your brain.”

And so I wrote, “$25,000.” I didn’t believe it. I really didn’t believe it. But it happened. So I’m convinced you don’t even have to believe it to start. You have to believe it before you get it, but you don’t have to believe it to start. So write out what you want. You don’t have to believe it, but you’ve got to want it.

And what happened was, and although in retrospect, I didn’t realize this at the time but it was happening. I stopped thinking of debt and I started to think of earning money. Now, you’ll say, “Well, weren’t you thinking of that when you were in debt?” No, I was just thinking of debt. There’s a difference. And if you’re thinking of your debt, that’s what you’re going to get. That’s why I say having a goal of getting out of debt is a bad goal, because you’ll attract more of it. And I started to think of earning money, because when I started to think about it I heard people talking about it, because I could hear people talking about it, it caused me to think about it. So I got myself into a new cycle of thinking.

That was when the paradigm really started to shift. Now, at the time, I didn’t realize it, because I didn’t have somebody explaining what I’m explaining to you. I mean, Ray was just a motivational guy. I mean, he was an upbeat guy, and he’d just tell me to do things and I’d do them. He would just tell me to do what he thought would work. He didn’t explain it like I’m explaining it. Like, he hadn’t studied it for 50 years like I have. But he had studied enough to know that anyone can do better than they’re doing.

So looking back, that’s when the paradigm really started to change for me. And, you see, the view of it changing motivated me. I started to realize things were changing. I started to earn an extra few dollars a month, then it got up to $100 a month, pretty soon I was earning an extra $400 or $500 a month. God, I was only earning $400 to start with. Then, it got up to $15,000 a month before the year was out.

So, you see, the change was dramatic for me. It was really dramatic. So when somebody says, “Do you believe this?” Yeah, I believe it. I’ve got good reason to believe it.

Well, listen, I don’t know what kind of story you have, but it certainly doesn’t sound like you love it anyway. You should go with what you love. Why go to … Let’s suppose you don’t love whatever you’re doing in the store. So you’ve got to go to a place you don’t love every day. I go to a place I do love every day. I have a wonderful business partner, and she saw it fit to build a studio, and I go to that studio every day. It’s a beautiful place, and I love it. I come here every day.

So that’s what you should do. You should go to a place you love every day. You should be doing what you love. If you have a hard time deciding what to do in your life, well, that’s what you want to do: ask yourself, “What do I really love doing?” And that’s what you should spend your life doing.

Now, you may not be able to start doing that tomorrow. I sat in Earl Nightingale’s office probably around 1965 or ’66, and I didn’t go to work with him until 1968. See, I loved what I was doing. I was cleaning offices, and I was cleaning a lot of them in Canada, the US and in England, but in looking back – I didn’t love cleaning offices. I would have been winning doing anything. It wouldn’t have mattered what it was. What I was doing was getting the cleaners excited about setting goals and living the kind of life they wanted to live. And I was really excited about doing that.

So I realized that it wouldn’t matter what I was doing. If I’d have been selling siding for houses, or windows, or selling cars, I would have loved it, because I was getting the people I was working with excited about what they were doing.

And when I sat in Earl Nightingale’s office, I felt like I was a young priest going to work with the Pope. I asked him when I was leaving his office, I said, “Earl, what’s the big deal? What is the secret?” And he says, “There isn’t any secret, Bob.” He said, “It’s a simple matter of sitting down, decide what you’re doing, and dedicate your life to it.” He said, “The problem with most people is they never decide what they love to do.” Well, I really got so charged right then, because I knew exactly what I loved doing. I wanted to do what he was doing, and I wanted to do it with him.

Now, I had to make a lot of changes. I had a pretty fast-moving, mature business. I couldn’t just walk away from it. But I knew I was going to walk away from it. I did get away from it – it just took me a bit of time. And I ended up doing what I loved doing with him.

So I know you may not be able to do it overnight, but if you sit down every day, you might do it every morning, get up early and ask yourself, “What do I really love doing?” And that’s what you want to do for the rest of your life.

Help them get it anyway. You’re there to help that person. You’re not there to get them to help you. Now, it would be nice if they can help you, but if you can help them … I have people that maybe wanted me to … but I can’t, and can I introduce them to them. I’ll say, “Sure.”

I don’t teach public speaking. Steve Siebold teaches public speaking. So I have people that come to me from time to time that would really like me to teach them how to do what I’m doing as a speaker. I don’t teach that. So I refer them to Steve. Steve always wants to give me something. I say, “I don’t want anything for it.” He says, “No, let me pay you.” “No, I don’t want it. I just want you to help the person.”

Your objective is just to fall in love with the idea of helping people, and if it leads you to help them in such a way you’re not going to get paid for it, that’s okay. Do it anyway.

The law looks after you. The Universe operates by law. When you put good out, it always comes back. It has to. That’s the law.

You should quit. You should quit. Say, “No more. I’m not doing this anymore.”

Listen, sit down and ask yourself … I’ve told this story many times on here because it’s the best one I’ve ever come across … That doesn’t mean you quit what you’re doing right now, but ask yourself, “What do I love doing? What would I really love doing?”

Now, Mykie and I have something in common. I don’t know if she’s ever thought about it, but she and I both sort of grew up in this business. She grew up in this business. She was just a kid when I met her, and she was working as a nanny. Now, she’s one of our senior executives. But she grew up in this business.

We sort of both grew up in this. So we’ve been very fortunate that we love what we do.

There was a woman that was obviously a pretty good-looking woman, pretty nice figure, because she was a dancer in a chorus line in Vegas. And you’ve got to have a pretty good figure and you’re going to be pretty good looking or you won’t get into chorus line as a dancer in Vegas. So she had the appearance going for her, and she was a pretty good dancer because she made it to the chorus line.

But she knew … And she enjoyed it. She liked dancing. But she knew she wasn’t good enough to be a star. And she knew she had to love what she was doing if she was really going to be a star. So she quit and she moved to France and she got a job working with pastry chefs, some of the best pastry chefs in the world. She loved baking pastries. She loved it, baking pastries.

When I watched her being interviewed, she was one of the world’s leading pastry chefs. She was still a very attractive woman, so I don’t know how long she’d been at it, but she quit what she was doing and went and started over, started just helping out as a helper to a pastry chef in France, and she became one of the world’s premier pastry chefs. That’s how you start doing what you love. You know?

Listen, just stop and think of that, of the wisdom … I was going to say “the logic”. It isn’t logic, it’s wisdom. Why would anybody spend the only life they have going to work every day at something they’re not really in love with? Why would a person do it? Well, they do it because they’re not thinking. They do it because they think they have to. And that is not true. If you start thinking, “Well, no, you don’t have to.” And you may have to start over, but what the heck.

I went from earning over $1 million a year. I took a job for $18,000 a year. Five years later, I was earning $33,000. I was prepared to pay them to let me work there. I just wanted to do this. I made that switch. And that’s what I suggest you do. Just keep asking yourself, “What do I really love doing?” And I don’t care if you have to start over. Start over. At lest you’re going to wake up in the morning knowing that you’re going to do what you love all day long. Great way to live.

No, that’s fine. You’re $7,000 in debt and you have expenses of $1,000 a month. You’re not earning anything. Well, you better be getting instructions from somebody that’s online. The Morrisons are very good at that, they run courses every now and then. Don’t let this debt scare you. First of all, it’s not very much. $7,000 is a little bit. You can knock that off in nothing flat when you get this business rocking.

The only way you can lose is to quit. You make up your mind, you will not quit. You get discouraged, you might get upset, but you will not quit. And if you have to borrow some money to keep it going, go borrow some money to keep it going. And you should be hungry for success, we all should be. Hungry for growth is what you’re talking about. Success is growth. Success is the progressive realization of a worthy ideal. You’re going somewhere and you’re going to keep moving in that direction. So make up your mind you’re going to do that.

You’re on the right track. Don’t feel bad about it. If you’re getting by on $1,000 a month, you’re doing very well.

Well, if their speech was impaired it’s probably in the left hemisphere of their brain they had the problem. First of all, what you want to understand is if a person’s had a stroke and they lose the use of any parts of their body and they can get it back through patterning. If you take and open a person’s hand and close it, open and close it, open and close it, open and close it. See what happens with a stroke, there’s a lack of blood going to the brain. The brain is the greediest part of the body when it comes to blood. If the brain doesn’t get the blood it’s like that, the brain cells die.

Now the brain is the electronic instrument that … It’s an electronic switching station. It sends messages. There’s brain cells sending messages to my hand to open and close my hand, so you see my hand opening and closing. Now, if those brain cells get killed, we can take, by opening and closing the hand, open and close it, this is done over quite a period of time, you finally send signals to healthy cells and you can educate them and pretty soon they will open and close the hand. That’s called patterning and it’s a relatively new idea, in the last 50, 60 years.

I had a grandfather that had a stroke, I didn’t know that, this was way back during the Second World War, and I was just a little kid. And he never did gain the use of his arm or leg back but he could have.

Now, your person that’s on commission that’s had the stroke, I’m really … They’re having trouble with their speech, that person is not in a good spot. I think what they want to really focus on is their health. I would get some information on that, on patterning.

Well, how to identify what people want and need, that is the trick of life and marketing. Find out what they want, show them how to get it. That’s what we do. That’s our business. You should become a consultant with us, that’s what we teach people. That’s what our consultants do. Our good consultants do a great job. I think all our consultants are good, some of them haven’t learned how good they are yet.

Start paying attention. Start to pay attention. What do people want and need? And then you go ahead and make it. Find a need and fill it. That is a marketing success. Pay attention. What do you need? What do you want? You’re probably very much like the guy next door, he wants it too. So you come up with something that’s really good.

Look at this. I take this flipper out of here and I put it in my computer and then I can get 100 feet away boom, by flipping this I can flip slides on my computer. Do you know that this didn’t exist when I started in this business? Neither did the computer. Somebody figured all these things out.

I went from working on a chalkboard, then I started with flipcharts, then I started with acetate sheets and overhead projectors. These are all things that we needed, somebody come up with them. I’m buying them, I’m using them. That’s what you want to do.

Understand that you can, you have the ability to do this. You have a marvelous mind. Pay attention what people need.

Well the first thing they should know is that everyone needs what we’ve got. Everyone. I don’t know anybody that doesn’t. I’ve been studying for 57 years. I need what we’ve got. I’m studying it all the time. They’ve got to understand that they’re quite capable of making a good presentation, but they’re not selling the program, they’re selling the benefits of the program. They don’t even need to have a program with them. They don’t even be talking about the program. What they’re talking about is the benefits of the program.

When I first started, it was all on records. I used to haul kinds of records into the place and I’d bring film in on a reel-to-reel movie projector to show them on film about what I was talking to them about. God, I almost crippled myself and drove them all away. I’d bring all kinds of programs in, I’d set them up. The people, they looking at them and they’d be thinking, “He’s going to sell those to us, or try to.”

And then I listened to Elmer Wheeler on a record. He was a great salesman. He said, “People don’t buy quarter inch drills because they want quarter inch drills. They buy quarter inch drills because they want quarter inch holes.” And he said, “Sell the sizzle, don’t sell the steak.” In other words, sell the benefits. So you want to talk to them about the benefits. Everybody wants what we’ve got. Build a conversation with people, and quit trying to sell them and try and help them.

They should know their product. They should be a product of their product. You know? They’ve got to be studying what they’re selling all the time. I’ve been studying it all my life, and I still study it all the time. I’m for ever preparing a presentation because I have to get the person’s attention. But I have to get them interested in what I’ve got.

Well if you’ve got them coming all day long, you know you’re probably not acting on any. Just take one and act on it. Get going. Sounds like you’re not working enough, you’re just thinking. And where you should think and act. If you’ve got a real good idea, you’ll feel it. It’s in harmony with you.

Well they’re very similar if they’re done properly. Management is the development of people, it’s not the direction of things, and you want to do it in a very positive way. Coaching is helping a person see the power within them. So real coaching and real management is very similar. Most people think management is something different. That’s where the direction of things, that’s where you’re counting the numbers and you’re moving things. I see management as the development of people. That’s what coaching I see, too.

Well you’re not sure if you can do it because you’ve never done it. If you want it, it’s in the want. If the want is strong, you’re going to be able to do it. You won’t want to do something you’re not capable of doing. The wants come from the heart, the soul. The soul’s forever seeking its awareness of its oneness without which is. It wants to grow and so it keeps jabbed you in the consciousness, want this, want that, and it’s by going after it that you develop yourself.

Ask what you feel the best about. Go by your feelings.

Not at all. Not at all. I think if you can earn half a million, you can earn 500,000 … or 500,000, you can earn five million. Not at all. How did you go from nothing to 500,000? You just follow the same process. Understand that $500,000 is the amount of money you receive for service that you rendered. The five million’s going to be for service, you just got to figure out how to provide more service. That probably will be through multiple sources. Almost all high-income people are receiving it through multiple sources.

Not at all. No. Sometimes it’s better they’re not. They’ll bring fresh perception of what you’re doing.

Well, you’ve got to act like the person you want to become. So you’re holding an image of everything you want in your mind as you’re working. You work as if you’re already there. That’s the way to do it.

Keep going. Keep going. Understand their negative response is an expression of who they are. You do not let it affect you. They can’t reject you, they don’t know you. If they’re rejecting your idea, they’re rejecting the way you present the idea. Improve the way you’re presenting it.

See yourself with them.

There’s not a real answer to that. That depends on you. Some people put on great webinars, some people put on great seminars, and some people put on great workshops. Some people are better one-on-one, just meeting with people and sitting down with them and talking to them, finding out what they want and then show them how to get it.

How do you teach them how to get dressed? How do you teach them how to eat? How do you teach them how to talk? How do you teach them languages? Do you know that you can teach a kid four or five languages before they ever get to kindergarten? See, what we’ve got to understand is that a little child is in a little body, and they only lack experience and vocabulary. Outside of that, you can teach them anything. You can teach this to the little kids, but you’ve got to realize that they lack experience and vocabulary. That’s the only thing they lack.

Their mind is the same as your mind. There’s only one mind. There’s not two minds. There’s two different expressions of the mind. There’s multiple expressions of the mind. There’s one power, mind. Mind is the master power that molds and makes. Now, you see, when you’re dealing with a child, we let their size and their age dictate how much we can teach them, and that is wrong, and I think school has got us on that track. Madam Montessori put it very well. She says, “We send a little child to school as if they’re a cup, and we want the school to fill the cup up.” She says, “What they don’t understand is that the cup is already full. What we want to do is teach them how to bring it out of the cup.”

All knowledge, all power is 100% equally present in all places at the same time. You don’t get knowledge. You release it. Let me read it to you because we’re using it today. We’re working with it, so I wanted to make sure I had the wording perfect. “The missing link in all system of education known to civilization today may be found in the failure of educational institutions to teach their students how to organize and use knowledge after they acquire it.” He says, “Understand the real meaning of the word educate. The word is derived from the Latin, meaning to educe, to draw out, or to develop from within.”

“An educated person is not necessarily one who has an abundance of general or specialized knowledge. An educated person was one who has so developed the faculties of their mind that they may acquire anything they want, or its equivalent, without violating rights of others.” See, we’ve already got it. You can’t get knowledge. You’ve already got it. What you’re doing is becoming aware of what you’ve got. There’s perfection within you. Your spiritual DNA is perfect. You were created in God’s image. You’re God’s highest form of creation. People say, “Oh, I don’t believe that.” Well, then don’t. What are you going to believe?

You got to believe something, or you’re going to fall for anything. The truth is, we are loaded with power.

We’re wandering around like… If you just look at your hand, hold your hand in front of your face for a moment, there’s approximately 11 million kilowatt hours per pound of potential energy locked up in your electrons and the atoms of your body. You’re a walking dynamo. We have it all, so how do you teach the child the things I would teach you or teach somebody else? Expect them to get it, but keep in mind, the only thing they lack is experience and vocabulary, so you have to talk to them on their level of understanding. You know, I read where John Kennedy, when he was President of the United States, has his speeches prepared so a 10-year-old child would understand them. I think that was the work of a very wise man.

Well, I always tell people if you’re working with kids what you’ve got to keep in mind is you’re working with the mind. The mind doesn’t know whether you’re two years old, or 22, or 102. The mind is totally wide open with a small child. When you’re talking to them talk to them the same as you would talk to me or anybody else just keep in mind the only thing they’re lacking is experience and vocabulary. So, you use words that they can understand and you don’t think that they’re operating with the same experience you are. So, you can take that into consideration. Children learn everything very fast. Look how fast they learn a language.

And if you’re living in some parts of the world it’s not uncommon where I have people that I work with who have kids that are three and four years old that speak four and five languages. They think nothing of that. Four and five languages is very common for a person to learn to speak at a early age in some parts of the world. Well, if they can learn it in some parts of the world they can learn it in all parts of the world because the mind operates the same way. So, that’s what you want to keep in mind with little kids. And you’re transferring images to them. When you get pictures in your mind it’s images that you’re transferring from your mind to their mind. Whatever you’re thinking that’s what you’re transmitting right into their brain, into their mind. So, think good thoughts. Think thoughts that are going to help them see what you want.

Well, I think if you’re working with kids, forget that they’re kids. They’re little people that have limited experience and limited vocabulary. And if you keep that in mind, understand their mind is the same as yours. There’s only one mind, there’s just many expressions of the same mind. And when you’re working with a child you just keep those things in mind and then communicate the same as you would to anybody else. Help them understand how the mind functions. They’ll understand it. They’ll learn many more complicated things.

Have them see and get a blank report card from school and sit down and have them write their own report card. Get them to visualize it already finished and hold that image. That’s the report card they want. That’s what they want to receive.

I don’t know the answer to that. I think it’s around three or four, something like that. You can start to tell when they become consciously aware of things. Watch a baby laying down and his hand goes past its eyes, and looking at it and trying to figure out what it is. And all of a sudden they realizes it’s their hand. When you watch the baby become aware, it’s rather interesting. That’s the conscious mind going to work. It’s an awareness being developed. It’s a beautiful thing to watch.

No I don’t think so.

That’s a good question. I read a couple of books on dreams but I’m certainly not an expert. I believe dreams are prophetic. I think it’s the working of the subconscious. I think it has something to do with the ideas you were thinking about when you went to sleep but I really don’t know. Go get a good book on dreams.

Well a dream is something that you’re circulating around in your head. Something you’re toying with. Might be doing it, you might not. A vision is a long range projection of a lot of things you want to do. You have a vision of your life. If you could see a funnel. It starts with the little tiny end in your forehead and as it goes over it gets wider, and wider and wider. This would be the graphic illustration of your vision. In that vision are all the beautiful things you want to have or be. You understand you’ve got it before you can do it or have them. You see it. Your goal is taking a bite of that vision. And then getting mostly involved, that’ll become the dream.

Well when you believe, you’re on the frequency that your goal is on. Understand nothing is created or destroyed, ever. Everything’s already here. The way to create the cellphone has always been here, we just weren’t aware of how to do it, but when we moved our mind on to that frequency, the phone, the manifestation of it was the result. That’s the same with planes, and trains, and cars, and houses, and clothes, and everything else. So you’ve got to see yourself already in position of the good that you desire. When you do that, you move on to the frequency that your good is on. Everything operates on a frequency and that’s when you start to attract it.

Not at all. It’s good advice. I think it’s a good thing to dream.

Get a hold of the book The Art of Acting by Stella Adler. Stella Adler was a great method acting teacher. Marlon Brando was one of her students. He wrote the forward to the book. Stella Adler never actually wrote a book -a man named Kissel took all her lessons, her acting lessons, and turned it into a book after she passed on.

So, when you read The Art of Acting you’re going to her acting classes. She teaches you how to get emotionally involved with ideas. If you watch great actors they get you emotionally involved with ideas. They will make you laugh. They’ll make you cry. They get you scared. They really get you involved.

You let yourself get emotionally involved. It’s an acting technique. Become a great actor. Shakespeare said, “All the world is a stage.”

Quit worrying about what other people think of you. First of all it’s none of your business what other people think of you. Quit worrying about what people think. Don’t worry about being less emotional, being emotional is a good thing. Quit being less sensitive. Don’t take everything everybody says as gospel. Some of them don’t even know what they’re talking about. It doesn’t matter what they say, you say I don’t care what you think, I know I’m a nice person and know you’re a nice person. Keep things outside of you. Don’t internalize them so fast.

Get the book, The Art of Acting by Stella Adler. It’s a great book. Stella Adler was a great method acting teacher. She was Marlon Brando’s teacher, in fact he wrote a forward in the book. Marlon Brando was the first actor to hit super stardom through method acting. Well, study her book. Now, she never actually wrote a book but after she passed away a man named Kissel took all of her lessons and turned it into a book. And so, when you read her book you’re actually going to her classes. And she will show you how to act like the person you want to become. And that’s really what we have to do. It’s a great book. I study it a lot myself and I have for years.

It’s okay to feel angry, it’s not a good idea to stay that way. Loss, denial, anger, acceptance, let it go. There’s a three step approach. Michael Beckwith gave us this. “When anything happens in your life it is what it is, accept it. It’s either going to control you or you’re going to control it. That’s the first step.” It is what it is, accept it. It’s either going to control you or you’re going to control it. Number two, harvest the good. There’s something good about it, harvest the good. And number three, forgive all the rest. Forgive means to let go of completely, abandon anger. Now, let me repeat the whole thing. When anything happens in your life it is what it is accept it. It’s either going to control you or you’re going to control it. Number two, harvest the good. Look for the good, there’s good in everything. And number three, forgive all the rest, let it go, totally abandon.

Visualizing. That’s what love is called in the same frequency. When two people are in love, they’re both interested in the same ideas from an intellectual perspective or consciously. They’re both emotionally involved with the same idea, and they have a great physical relationship. That’s resonance. That’s when they’re both on the same frequency. I think you get on the other person’s frequency when you’re thinking of them. You’re giving them good thoughts, sending good energy their way. We don’t do enough of that.

Well, that’s a good question. In fact, that’s a real good question. We don’t have any trouble getting super emotional if we’re hurt. Let’s suppose you catch your hand in a car door or something like that, or let’s suppose you hit your thumb with a hammer. Boy, you’re going to squeal and whine like a pig. I mean, you’re really going to have a tough time. And you don’t have any trouble getting emotionally involved with that. Instantly we’re emotionally involved with something like that. If it’s something good, we don’t seem to get emotionally involved with it.

You’ve got to be it. Get Stella Adler’s book, The Art of Acting. You’ve got to act like you’re already there, you’ve already got it. That’s what actors do. Watch them. They’re so good at it. They live the part. They take a script and they read it, and then they reread it, and then they reread it, and they keep rereading the script until they get to the point where they’ve memorized it. Then, they internalize it, then they become it. You’re watching them on TV or in a movie, they’ll get you upset, they’ll make you cry, they’ll make you laugh, they’ll get you angry. That’s because they’re emotionally involved. They’ve become it. You’ve got to become it. That’s how you get emotionally involved.

Jealousy is afraid of losing something you don’t have. You might write that down. It’s a very good definition. Somebody taught me that a long time ago: “Jealousy is being afraid of losing something you haven’t got.” It’s a sickness.

You know, in Emerson’s essay on Self Reliance, Ralph Waldo Emerson, he wrote, “There will come a time in every person’s education when they’ll realize envy is ignorance and imitation is suicide.” Now, he said “envy is ignorance”. That’s a form of jealousy. That’s like me looking at the results Mykie’s getting and I’m going to be envying her. “I wished I was Mykie. God, I wished I was her. I envy her. I’m jealous of her.” Well, what am I really saying? I don’t know that Mykie has used her marvelous mind and an infinite power that flows to and through her to get the results she’s getting.

I too have those magnificent mental faculties. That same power flows through me. If Mykie can do it, I can do it: same power. Well, envy is ignorance. It’s saying, “I don’t understand that.” That’s saying, “Mykie’s been favored by some emotional or capricious god.” Or, “Mykie’s got talent and ability I don’t have,” which isn’t true.

See? Ignorance. Envy is ignorance. And he said “imitation is suicide”. Trying to be like somebody else is a dumb game. You can’t be like anybody and you shouldn’t want to be. You’re unique. There’s nothing on the face of the Earth that’s like you. You want to celebrate your own uniqueness: “Wow! I am the only expression of life like me in the whole Universe.” That’s pretty nice. And so is the next person you’re talking to.

Well … fear’s not necessarily a bad thing. You can easily get them mixed up. You have to ask; is this move going to serve me? Is it going to improve the quality of my life? And ask yourself if you’ve ever done it before. If you haven’t, you’re going where you’ve never been, that’s going to cause some emotional upheaval. But that doesn’t mean you shouldn’t do it and you could very easily get, you know, excitement or enthusiasm and fear mixed together because they’re emotional states. But ask yourself is where I’m going, going to serve me? Is it going to improve the quality of my life? If it is, then you continue, you go ahead.

When you face the thing you fear, fear will leave you. Don’t run from fear, step into it. Say, I’m not going to let this control me. Understand that both faith and fear demand that you believe in something you cannot see. So I think I choose the faith over the fear every time.

Become an actress or an actor. Get the Art of Acting by Stella Adler, study the book. That’s what actors do. They take a script and they live it, and that’s what you want to do. Build a script in your mind and then live it the way you want to live. Watch the actors, watch them on television or in a movie; they’ve got very, very good. They’ll make you laugh, they’ll make you cry. I mean it’s just beautiful watching how they operate, and it’s all somebody wrote a script and they’re living it. They read it, they reread it, they write it, they rewrite it, they read it, they imagine it, and pretty soon they become it. That’s what you want to do.

All you have to do is look back in yourself and you’ve done it fine up until this point so there’s not reason to think you’re not going to in the future. Everybody is fearful of the unknown. The unknown is ignorance. Ignorance causes fear. But you know that if you just keep marching off into that darkness you’re going to turn out all right. You’ve got to keep going in the direction you want to go. You’re going to be living in the future so quit telling yourself that you’re not going to handle those problems, it’s no problem at all. What you’ve got to do is change your perception of your situation. Look at it differently. Ask yourself how would Proctor look at this.

Absolutely never give in to demands if you figure they’re false accusations. I don’t care if it’s family or strangers. Hold your ground.

I’d tell them to grow up. Listen, I was running around Brazil when I was 17. I enjoy my family, all my family, but I have lived all over the world. I’ve lived in England. I’ve lived in Los Angeles. I’ve lived in Florida, in Atlanta, and Kuala Lumpur, Chicago. Get out there. Expand your mind. You will have more to give to your family when you are around them.

It’s a self image concept. It has nothing to do with your family. You’re comfortable there. You’ve got to stretch.

Quit saying you’re finding it hard to focus on your dreams. Right now, your focus should be to earn sufficient money to set up your own place. And you’re going to teach your children what you do. You’re teaching them to be dependent. The children learn what we do.

There’s a poem that says I’d rather see a sermon than hear one any day. I’d rather one would walk with me than merely show the way. Get out there and make it happen. The kids are going to become an extension of you. Become really responsible… make a commitment that you’re going to make it happen now. Not next week, not tomorrow, now.

Well, her goal shouldn’t be tied to anybody. Your goal is your personal growth, and another person is not responsible for your growth. You’re responsible for your growth. She may not get what she needs from her husband to reach her goal. She doesn’t have to. You can get it from a number of different sources. You get stuff from people you work with.

Anything is okay to do if you think it’s okay. Nothing is good or bad except your thinking makes it so. If your children are being taken care of well and you’re going to travel around the world, you’re going to expand your mind. You’re going to come back and then you’re going to share that with your kids, so the kids will benefit from it.

Well, that’s something you’re just going to have to live with because they don’t know what you’re doing, and they will think that. A lot of people thought I was crazy. I mean, some of the things I did, as I look back – I’ll give you an example. I was on the fire department. That was the best job I ever had, and it was very difficult job to get. I was fortunate that I got on. I quit to go and wash floors – to clean offices. Everybody thought I was out of my mind. The chief called me in every day, and said, “You know, Bob, you can’t come back if you leave.” I was the second person since 1934 to quit. Everybody thought I had lost it.

Then I built that business up, and it was real big, and I quit. I was earning hundreds of thousands of dollars a year. I quit and took a job for $18,000. Again, they thought I was right out of my mind. Five years later, I was earning $33,000. I quit to go to work with Earl Nightingale because he was the best in this business. I was prepared to pay them to let me work there, but each time I made a move, everybody outside of my immediate family, thought I had lost my mind. So, as you start changing, they’re not adapting to the change as you are. You just have to understand where they’re coming from. They don’t understand. They’re not studying what you’re studying. They don’t see life the way you see it.

Your perception’s changed, and that’s what your… Your life is going to change, and it’s not an easy thing to do. They’ll criticize you. They’ll go, “Oh, you’re crazy.” I mean, if you could just see what I went through, and still do from time to time, I’ve just got to the point where what other people think really doesn’t matter. First of all, Terry Whittaker wrote a book, Terry Cole- Whittaker. You might look it up. It’s an older book. What you think of me is none of my business. You’ve got to get to the point where you don’t care what other people think. You want to be very concerned with what you think, because we do become what with think about. I think you’re on the right track. Just keep going.

Well, you ask yourself, “Am I doing the right thing,” and be quiet. Listen to the little voice within, and if you know you’re doing the right thing, it doesn’t matter what anybody else says. You can do it in spite of your family. It doesn’t matter whether they support you or not, and don’t argue with them. They’re entitled to be as wrong as they want. You’re just not going to let them control you. My whole family, thought I was right out of my mind, but you know something? There was a book written by my whole family, and they were all saying how I’ve inspired them and changed their life. This is over 50-some years, but I just got to a point where the only thing I would listen to is my coach, or Think and Grow Rich, the book, that’s all. And I didn’t care what anybody else thought.

You got to get to a point where you don’t care what anybody else thinks. What you’ve got to be very concerned with is what you think, because it’s what you think that’s going to make the difference. You need to be strong. Winning is not an easy thing. 3% of the population make it. 97% seem to be wandering in the desert. So, the odds of you getting a whole group of people supporting you is rather slim. You don’t need the support. You’ve got enough power within you. You’ll Never Walk Alone, listen to that song over a few thousand times.

Well, how do you fit everything into your day? First of all, you can’t manage time. You can only manage activities. If you’re going through a divorce, you’ve got to learn to balance your emotions, because divorce and death are two of the most stress filled things, and that’s because you’re breaking so many habits all at once and you’re not necessarily breaking them through choice. It’s the divorce that’s caused the habits all to break. So, that’s going to cause a little stress and you will work through that. It’ll pass. You’ll get past that.

You want to find time when the kids are sleeping to study this. And what that’s going to do, it’s going to help you maintain some semblance of balance. It’s important that you have time for you. I mean, it’s important you have time for the kids, certainly it is. But it’s also important that you have time for you, and you’ve got to realize that regardless of what’s going on, you can bring your life under control and you can keep balance. Conditions or circumstance don’t make you, you make them, and so let’s deal with what we’ve got, where we are, and we’re going to make the best of it. If you set aside a time, I think you can find an hour. You’re probably doing things that don’t have to get done in the time you’re doing it, so I just couldn’t buy into the idea that every minute of your time when you’re awake is taken up, because I don’t believe that.

There’s stuff that you’re doing that you could get done through neglect. You don’t even have to do them. Take the time to study this for at least 45 minutes and it will help you through all of what’s going and I’m going to tell you, you can end up in a very beautiful place. I saw my mother do that, so I know it can happen.

Well, of course their opinion really doesn’t make any difference. It’s your opinion that makes a difference. And you want to ask them what kind of results are they getting? And, you’ve got to step out and bet on yourself regardless of what they think. When I first started everybody in our family thought I was out of my mind. I was on the fire department and I read Thinking About Rich and I was going to quit the fire department and go on to get a job. I was going to start my own business cleaning offices. Everybody told me I was crazy. The fire department called me everyday and said, “Bob are you sure you know what you’re doing? You can’t come back you know.” One person since 1934 had quit. No one quit that job and they couldn’t fire you. And I only worked seven days and seven nights a month and I could sleep all night. They had beds in the fire hall. And I quit to go and clean offices. They all told me I was crazy.

Within a year I had 10 percent of the fire department personnel cleaning offices for me. In under five years I was cleaning offices in Toronto, Montreal, Boston, Cleveland, Atlanta, London, England, and earning over a million dollars a year. And most of the people that told me I was crazy came to work for me. Quit letting your family and friends persuade you. If you’ve got a dream fall in love with your dream and you keep on going. And if they all think you’re crazy then you probably know you’re on the right track.

Well, I think if you’re both in it you discuss it. What you hear is not going to be what your wife hears and what your wife hears probably isn’t going to be what you hear. Don’t listen to hear though listen to understand, there’s a difference. So, she will get some ideas and you’ll get some. Start to discuss back and forth what each one of you are learning and share your experience.

Because you made it that way. Change your attitude on that. Every time you feel like getting angry with your family whatever member it is have two or three things that you really admire about that member of your family, two or three things. And when you start to get angry focus on those two or three things. You won’t get angry. Turn that into a habit.

Do the best you can everyday. Just make up your mind everyday. “I’m going to do the best I can.” And start doing the best you can. Ask yourself two or three times a day. Put a little note around in different places. “Am I doing the best I can do?” That’s the only way you can do it.

Absolutely. See what you want to do, don’t listen to hear listen to understand. When you understand where they’re coming from you can help them. If you’re operating from a higher level of conscious awareness you can help them. If you’re operating from a lower level of conscious awareness you are not able to help them. You’re probably operating from a higher level so you can help them but listen to them carefully and understand where they’re coming from. You don’t judge them and you don’t criticize them. You listen carefully and then you attempt to help them.

Providing for your family is your ultimate purpose, yeah, but if you don’t look after your dreams, you’re not going to look after your family very well. I know some people spend a lot of time with their family, but they don’t do anything of any consequence because they don’t have any dreams. You know? I think you have to have dreams and you have to have great goals, and just by virtue, the fact that you’re doing it you’re setting an example for your family.

Find out what the 16-year-old brother wants and help them get it. Help him get what he wants. Him sit down and build a goal, try and help him.

I’m going to read you something. There was a woman that came to the seminars and she was a very attractive woman. She was a model, an actress, and she would go out to get a part and she got it and somebody else didn’t, they didn’t treat her very nice. There was a friend of her dad’s by the name of Hep, and she talked to him about it. This is a letter he wrote:

Dear Ann, once upon a time there was a fellow by the name of Al Capp who wrote a comic strip called Li’l Abner. That was very big a number of years ago in the comics. Many years ago, he had some characters in his strip who lived in a town near Dogpatch. They were town bums, the ne’er-do-wells, the failures whose whole aim in life was to pass judgment on others. Their criticism and ridicule became so vehement that in time, the rest of people in the town became acutely conscious of it. The boys down at the stable, as they were called because that’s where they spent most of their time, soon set the social standards of the whole town. Nobody can do anything without their sanction. Because they lived within the structure of their crummy little world, they would laugh and point their fingers at anyone and everyone who tried to be better than he was. As a result, the people feared the ridicule of the boys down at the stable so much so that they stopped trying. Soon everybody became bums and the whole town died.

In every social structure, Ann, whether it be family, town, country, or state, there are the boys down at the stable. The jealous ones. They’re too scared to try something different and they show their ignorance by laughing at those who do. Learn to recognize them, Ann, for what they are. Don’t let them hurt you. It takes a certain amount of toughness to succeed. Once you rise above those who would tear you down so they can laugh and say I told you so. There are too many of us who love you and want you to make it. I put myself at the top of the list. You’re not going to fall flat on your face as they would have you, you’re going to do a superb job. Remember, this show is only one small step in the direction of greater things you will do, many of which are beyond your wildest dreams. All you have to do is want.

One of the things I like about you best is you always give it Hell for try. The show will be a success because of you and others like you try. There are only winners in the cast. The losers are gathered down at the stable laughing and hoping for your failure. If we can dig down deep inside of them, I’m sure we’d find that they want to win also but are too scared to try. And they attempt to cover up their own failures as human beings by laughing at others. In a sense, I’m sorry for them. Their guilt must make them very unhealthy people. There’s your answer.

Don’t see this as a challenge … see it as an opportunity. It’s how you start them in it. If I were starting them I would say, “Listen … you’re going to have to start doing things that you haven’t done in the past. In other words, you’re going to form a new habit.” Now, in forming this new habit it’s not necessarily easy. It’s simple, but it’s not easy because you just haven’t formed the habit yet. You’ve got to study the same lesson every day for a couple of weeks, a couple of times a day. What you’re attempting to do is to get your mind working the way the video suggests. You’re switching, you’re changing your habitual way of thinking and that is essential if you’re going to change the results. In other words, if you want to earn more money, you’ve got to start training your mind to see money as a reward received for service rendered and you have to see yourself very good at it. That takes repetition, but you can do it. You’ll lay that on the line to your people, when you’re starting them with it. If they’re not doing it, get them on the phone and say, “Listen, let’s lay it on the line. You’ve spent the money, you’ve invested in this. Now, not using it is being foolish. It’s almost being childish.”

Then remind them, “The problem is you are not in the habit of using it. You’ve got to get in the habit. I want to help you. Let you and I make a commitment to one another that we’re going to do this come hell or high water, we’re going to do it!” Lay it on the line with them, be honest with them.

No, your goal is not your purpose. Your purpose is your reason for getting out of bed in the morning. Your purpose is your reason for living. The goal is the reason you have the purpose. I want you to visualize that. Purpose comes first. That’s why you are alive. You have a purpose. It’s really obvious what my purpose is. My purpose is to help people stretch their mind, become aware of who they are. Now that’s the purpose. Then, the vision, there’s a long range, you could see a funnel coming from your forehead right out and the further it goes, the wider it gets. The vision is the multiplicity of things you want to accomplish that are all on purpose. All these beautiful concepts that you see in your mind, is your goal taking a bite out of your vision. That’s what the C goal is. That’s the first target and when you get there, you just go after one of the other concepts in your mind that are in that purpose, in that vision.

No, affirmations are positive statements from yourself to yourself. I always begin them with, “I’m so happy and grateful now that… “I’m so happy and grateful now that money comes to me in increasing quantities through multiple sources on a continuous basis. I’m so happy and grateful now that I’m becoming more aware of the perfect power that resides within me and how to use it. I’m so happy and grateful now that I’m attracting more interesting, dynamic, creative people in my life.” That’s how successes come into our life, it’s through these affirmations.

I would go after one goal, establish that goal. Opening your own company may be a step in that direction. When Ed Hillary went to the top of Mount Everest, before he got to the top, he had to get to base camp. There are steps you take. If you’ve got a challenge in front of you, take a look at those lines on the note pad, and about three or four lines up from the bottom, place an X. I just did that on a pad and say, “That’s where I am.” Your C goal is way up near the top. You put a star up near the top. Now, each one of these lines represent a level of awareness. The only thing that separates you from the star, from your goal, is the level of conscious awareness that you require to get it. Nothing’s created or destroyed. Everything’s already here, if not in one state, in another. What we have to do is raise our level of consciousness up to that higher level.

Well, on each line or each level of consciousness, greater good is going to come into our life. These are new accomplishments. As we raise our consciousness, all the good on that level of consciousness comes to us. Opening the goal may be one step. Then, you have other steps and other steps. The one step isn’t going to stop each level of consciousness. The other one level is going to help you reach the next. Don’t question it. Just know it. You don’t know how you’re going to get to the C goal. You only know you’re going to get there. You don’t have to know how. You only have to know you will.

Absolutely, I’ve been forced by outside circumstances to change my study habits many, many times, but that never stopped me from studying. First of all, you’re in control of the circumstance. You don’t let the circumstance control you. Now, I don’t know what the circumstances are, they’re obviously personal, and that’s fine. That’s the way you should keep it but understand the circumstances don’t control you, you control them. Napoleon said, “Circumstance, hell, I make them.” George Bernard Shaw, great playwright, said, “People are always blaming circumstance for where they are.” He explains, “I don’t believe in circumstance. The people who get on in this world are the people who got to look for the circumstance they want. If they can’t find them, they make them.”

Now, I don’t know what the circumstances are, but if you have chosen to let them diminish your TIR, your study time, that’s okay, but still study. Do it at a different time, a different way, but do it. Just don’t stop studying.

Yeah, listen, philanthropy is giving, start with what you’ve got and give. You don’t have to give a lot, give a little. If you haven’t got any money, give up your time, give a smile, but start to see yourself as a philanthropist. I’ve been a philanthropist for a long time. I was a philanthropist when I didn’t have any money. Don’t see philanthropy as something, where you’ve got to be a billionaire or a multi-millionaire, something like that. Philanthropy is a philosophy. It’s a concept that I would suggest you adopt and incorporate into your life. If spirit tells me to give, I even give to some of these hobos on the street periodically, not often because I think most of them should be working, but every now and then, spirit says, “Give them something.” I may give them a 100 bucks. I’m a big tipper. I like seeing the energy change in a person. Start giving, be a giver. Jane Willhite’s company, PSI seminars, they teach Givers Gain, I love that Givers Gain.

Let me expound further on this. I wouldn’t see philanthropy as a goal. I see philanthropy as a self-image. I see philanthropy as a way of life. I don’t think it’s something you work towards. I think it’s something you are. Be generous. I have a reputation of being a generous person. Generosity is a wonderful thing, it’s giving. Willingly give and graciously receive. My mentor Val Van De Wall taught me that.

Just believe you do. I am a persistent person when I make up my mind about something. Nothing will stop me. You must keep your motivation up.

I’m motivated the second I wake up in the morning. I want to make things happen. Start to see yourself that way. Don’t think that persistence and motivation is something you have to keep up. You become known being persistent, being the motivator. Be that person where people say that you make them feel good. Other people don’t know what it is about you, but you always have a smile on your face. It’s just like good music, great energy. See yourself that way.

Yes, you could if that’s your objective, but I would make it a very successful completion with a lot of good things, nothing but good things are going to happen because you are really taking it serious. For the next whatever number of months, you’re going to bury yourself into this. You’re going to do everything you’re capable of doing. Now, if you’re finding that there’s too much, we’re asking you to do too much at one time and some people do find that they slow down. Don’t go at the speed we suggest. Go at the speed you want to go. But, you’re going to make it a solid study. That could be the goal. Not the best goal, but it’s a good one.

Well, of course, it’s causing confusion. There’s no target. You’ve got nothing but a hodgepodge of ideas, flying across the screen of your mind. Quit telling yourself that you can’t set a big goal. You can set a big goal. You can set it just as easy as I can, anyone can. I believe your problem is that what you want comes to your mind but, because you don’t know how to get it, you reject it. If you can think it, you can do it. Get away from this jazz that you’re not sure what your big goal is. Become sure of it, make a decision. An American General said, “Make a decision, if it’s wrong, well, you can always change it.”

Look at your children the same way you look at adults. Quit thinking they’re children. They’re marvelous minds and I’m going to tell you something, at one and three, their mind is like an open cup. You can put anything in it you want. You can fill the cup up with earth. You can put flowers in it. You can throw butter in it. Their mind is wide open. Quit thinking they’re little children. Now, the only thing they lack that you’ve got is experience and vocabulary. Use a vocabulary that they will understand and you keep in mind the awareness that they have, but listen, they can learn so fast. Our problem is we think, “Well, they’re just little kids, I’ve got to slow down.” Speed up. Their mind is wide open. They’re like the earth, you can plant anything in it and it will return whatever you plant. See them as geniuses. See them as brilliant, wonderful expressions of life.

Well that’s an image of working towards your goal. What is the end result? You see yourself with a great list of clients, eager to learn. You see all your clients eager to learn. You’re eager to learn and I’m anxious and enthusiastic about helping you. You get anxious and enthusiastic about helping your clients. Anxious is the wrong word. You get enthusiastic, you really get into the spirit of it. You see yourself doing that and helping your clients. When I’m in my studio, I’m in the most magnificent place I’ve ever been in. I can broadcast all over the world from here. I can literally stream. I had some people in here from a TV station. I said, “It’s sort of like a little TV station.” The TV station representative said, “No Bob, it is a TV station.” I built a TV station in my back yard. There’s about a 1,000-1,200 square feet. Scott, my studio director was a guy that set a goal of working with me. He lived in Manchester, England. He started when he was 13 and he’s now 24 and he does work with me. I used to sit under an umbrella in my backyard and visualize this place. I’m in it now, so it’s a good way to do it.

Every night, sit down and think of your goal and think of six goal achieving activities you can do when you wake up. I would suggest you start calling on people. If you are a TIR/PGI Consultant, see yourself as a very successful one with a list of happy, growing clientele. Start calling on people. Make appointments to go and sit down with them. Personal contact is the key to success.

Well, you’re in tune with your goal when you have that idea and you’re enthused about it. When you’re enthused about your goal, you are in the vibration. You see, the good that you desire is already here. Nothing is created or destroyed. Well, if nothing’s created or destroyed, everything’s already here, if not in one state, certainly in another. What we have to do is get into harmony with the good we desire. We want to get on the frequency of that goal. We do that when we see ourself with it and let that picture infiltrate every cell of our being.

Well, quit saying ‘you have difficulty’. Don’t even think you have difficulty. If you’re having some difficult times, it’s because your mind is busy on something else. You’ve got to stop and understand you are in charge of you. If you’re having difficulty, there’s confusion in your mind. Sit down, relax and say, “Peace,”… be still, be calm. See an energy flowing in through the crown of your head and it’s circulating through your whole being and you are totally relaxed. Then, start to let the picture come on the screen of the mind. You’re in charge of you, take control. When you feel that you’re having difficulty, it’s because you’re not in control. You’re letting the outside world control you. You’re letting uncontrolled thoughts control your consciousness. Just say, “Stop right now,” and move into a very relaxed vibration.

First of all, you must understand that all seeds have a gestation and an incubation period. If you plant a seed, let’s say for a flower, you put it in a little flowerpot on the windowsill in your kitchen. You fertilize it and you water it. You know it’s going to be a period of time before that seed will break through the earth. You know that. You wait, as James Allen said, “Wait is one who understands, be not impatient in delay, but wait as one who understands. When spirit rises and commands then Gods are ready to obey. Now, he says that you’ve got to know that a period of time must elapse. When you’ve got the goal planted in your consciousness, it begins to move into form within and through you.

Now, are there going to be days when you’re not working at it the right way? Yes and when you become aware of that, correct it. A rocket going to the moon is off-course about 90 some percent of the time. You will be too, but the trick is correct, correct, correct, correct. Bring yourself back on course. You’re operating on the premise that whatever goal you set must move into form. You don’t have to know how to reach it, but you must know you will reach it. You correct every time you find yourself going off course.

The $110,000, definitely. That’s where your focus has got to be. You have an exit plan that your company is going to be sold for $3 million in 2021, when in 2021? There are 365 days, which one? Pick a point, pick a time that’s the target. Now, in the meantime, you get earning money because if you’re selling a company that’s earning money. You want to sell a company that is very, very prosperous, one that attracts everything that is necessary to earn the money. You want $110,000 by October 2019, yeah that’s not too much. That’s April, May, June, July, August, September, about seven months. That’s only $15,000 a month. It’s only $3,654 a week. I would focus on getting that every week and, I mean you make that happen.

Now, let’s suppose you only earned $2,654. Then, next week, you earn $4,000, still your focus remains at $3,654 a week.

These are not two goals, actually. The wealth can be a goal. The relationship is self-image. It’s how you see yourself. You see yourself in a loving relationship that just stimulates the daylights out of you, “I’m so happy and grateful now that,” and you describe this person to a T. Draw a circle and put in it “My woman,” or “My man,” whichever you have attracted. Then, put lines up from the circle like a starburst and you write all the qualities you want that person to have. You want them to be kind. You want them to be generous. You want them to be financially independent. You want them to be studious. You want them to be everything you want them to be. You write on these lines and then, you don’t put a face on this person. You have no right to mess with somebody else’s mind. You just see yourself with that person and you go around that circle and you see yourself with that person, generous, studious, one at a time and each one represents the image of you with that person.

You know what you’re doing? You’re putting yourself in that vibration and you can only attract what’s in harmony with you and that person will walk right into your life.