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[Audio Length: 0:34:07]
RECORDING COMMENCES:

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Evan Carmichael:
He's an

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American motivational speaker, personal finance
instructor and self-help author.

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He became well known from his infomercials
and self-help books.

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In 2013, Forbes estimated his net worth at
480 million dollars.

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He's Tony Robbins, and here are his Top Ten
Rules For Success.

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Tony Robbins:
Ultimately, if you're going to have lasting

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change in anything, you're really talking
about just raising your standards.

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I mean, I always tell people; if you want
to know how to change your life, I'll give

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it to you in three words, boring as it sounds,
"raise your standards."

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Now, what does that mean, corny as it sounds,
"raise your standards"?

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"Well, thank you for the breakthrough thought,
Tony.

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I'm glad I wasted my time watching this little
email with you."

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Think about it.

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Lasting change is different than a goal.

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You don't always get your goals, but you always
get your standards.

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Maybe what'll help you is to think about it
this way.

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I try to explain standards to people with
a different set of words.

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Think of it as everybody in life gets their
"musts."

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They don't get their "shoulds."

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Think about it.

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Most people have a list of "shoulds"; don't
they?

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Don't you have a list of "shoulds," things
you should do, you should follow through on?

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"I should lose some weight."

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"I should work out more."

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"I should make more calls."

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"I should respond more rapidly to my email,"
whatever.

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"I should get into the office earlier."

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"I should be more confident."

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Whatever your "should" list, people love to
have their "should" list be met, but it's

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like New Year's resolutions.

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If it does, it's really exciting.

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If it doesn't, which is most of the time,
it's a little disappointing, but you kind

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of know it's not going to happen.

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When you decide something is a "must" for
you, an absolute "must," when you cut off

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any possible... you say, "I'm going to find
a way, or I'm going to make the way."

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Human beings, when they resolve things, when
they make a real resolution inside themselves,

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which is they raise the standard and they
make it a "must," they find the way.

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Think about it in your own life.

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Haven't you had some area of your life where
you raised your standard, and your life has

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never been the same?

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Maybe, at one time in your life, you smoked
cigarettes.

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Or you did something, and you did it for years.

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You kept trying to change it, trying to change
it and kept telling yourself, "I should."

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Then, one day, something happened.

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Something just clicked you over.

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Something took you over that tipping point,
and inside yourself, you said, "No more."

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That was a very, very different experience;
wasn't it?

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Something inside of you shifted.

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What was a "should" became a "must," and you've
never gone back.

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Is there an area like that in your life that
you can think of?

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Again, did you ever smoke cigarettes?

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Did you ever eat a certain way, drink a certain
form of alcohol and then finally say, "No

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more," and you just don't go back?

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Notice this; it doesn't really take any willpower,
anymore, because somewhere, when we make this

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click, when we make something a "must," we
attach ourselves to it.

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It becomes part of our identity.

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One thing I've learned, in the last, gosh,
33 years of work on people from, now, over

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100 countries, four million people, is human
beings absolutely follow through on who they

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believe they are.

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If you said to me, "Well, I'm really going
to work hard to stop smoking, but I've been

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a smoker my whole life.

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I am a smoker," I know your days are numbered.

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You're going to be back smoking cigarettes,
again, because we all act consistent with

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who we believe we are.

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I tell people the strongest force in the whole
human personality is this need to stay consistent

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with how we define ourselves.

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If you define yourself as somebody who is
really conservative, you're not going to be

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crazy and act nuts, unless you're really drunk
or something.

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Then you can say it's the alcohol, when it's
really just you finally getting permission

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to be yourself.

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The alcohol is your excuse.

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If you're a really crazy person, you act crazy,
outrageous, playful.

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You don't act conservative because it's not
who you are.

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Very often people say, "Well, I can't do that.

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I'm not that kind of person."

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I always say to people, "Really?

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When did you define yourself?

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I mean, really, how many years ago did you
come up with what you could and couldn't do

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in your life?

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How many years ago?"

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Most people, if they really look at how they're
living their life today, it's based on a set

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of standards, a set of beliefs that they made
choices about 10, 20, 30 or more years ago.

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Very often, we made decisions in our youth,
or very young, about what to believe, about

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what we were capable of, about who we are
as a person, and that becomes the glass ceiling,

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if you will, that controls us.

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There is a corny metaphor, but it's true.

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I remember, one time, I was with my family
at the circus.

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There was a person there, and they had this
big, giant elephant.

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You look at this elephant.

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They take this little rope, put it around
the elephant's neck, and they drive this stake

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into the ground.

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I mean, you look at this, and you know that
elephant could rip down the entire tent with

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almost no effort.

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Yet, the elephant doesn't struggle, doesn't
try.

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Why?

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Because the elephant's conditioned.

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They could take that elephant and condition
the elephant when it's a baby elephant.

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That's how they train them.

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When it's a little baby elephant and it doesn't
have the power, yet, they put a big rope around

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it, and they drive this huge stake in the
ground.

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The elephant fights and fights and fights.

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One day, finally, that elephant decides, "I'm
not capable of pulling this out."

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Once that becomes the definition of an identity
of anyone - an elephant, in this case - they

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don't even try, anymore.

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"It's just who I am.

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That's how it is.

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That's just the way it is in my life."

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I'd like to ask you to take a look at any
place you've got a limitation and ask yourself,

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"When did I decide to accept that limitation?"

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You may not even see it as a limitation.

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You might see it as, just, "That's who I am."

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So often, in our lives, we've adapted to be
a certain way, so that we don't fail or so

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that people will like us or respect us.

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It's not necessarily who we are.

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Joy comes when you're spontaneous.

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It's really hard to be truly happy when you're
not being yourself, and most of us have no

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clue who we are.

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A big part of my work - if you've ever been
to event, you know - is to get people to do

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things spontaneously, without thinking, because
that's when the real you shows up.

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That's when the energy comes alive.

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When you do that, when you start to connect
your true nature, suddenly, there's energy

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available for you to set a higher standard
for what you want in your life.

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That's what this is really all about.

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When I talk about "standards" or I talk about
"shoulds" versus "musts," think about your

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own life.

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I know there have been areas in your life
where, at some point in time, you just shifted.

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You raised the standard, and your life changed
because whatever people have their identity

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attached to, they live.

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We live who we believe we are.

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That's just how it works.

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I'll give you an example.

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Look at your physical body.

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Your physical body, today, is an absolute
reflection of only one thing.

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Not your goals, not your desires, but your
standards, the identity you have for yourself.

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If your standard is you're an athlete, then
there's a certain amount of strength, a muscle

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tone, an energy that's available in your body,
on a regular basis, because that's who you

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are.

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You do whatever is necessary to maintain that
identity.

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Again, the strongest force in the human personality
is this need to stay consistent with how we

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define ourselves because if you don't know
who you are, you wouldn't know how to act.

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Once you lock in on that identity, your brain
finds a way to keep you there.

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If you say, "Man, I'm overweight.

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I've always been overweight.

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I'm big-boned" and that's the story you've
got, then you're going to always find a way

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to get back there.

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That's your settling point.

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That's your identity.

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That's where things lock in.

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If you see somebody who's in really great
shape, you ask them, "Do you work out?"

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You know the answer, "Yes."

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"How often?"

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They'll tell you, "Three times," "Four times,"
"Five times a week," whatever.

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In a seminar, I'll ask people, "Who, here,
works out at least five days a week?

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Stand up."

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You look around that room, and you know that
they work out five times a week because you

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can see their body.

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You don't just get a result without some kind
of action, without some form of ritual; "ritual,"

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meaning actions you do consistently.

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Now, do you believe those people that are
out there, working out five days a week, do

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they have more time than you do or I have
or anybody else?

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Of course not.

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Is their life less busy?

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Of course not.

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It's just a "must" for them.

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They must work out that way.

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They've made that turn, and their life changed.

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I'm not saying you have to work out five days
a week.

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I'm just saying, whatever you really want,
"wants" don't get met consistently; "standards"

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do.

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Whatever you identify, "This is who I am."

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It's not so much about changing your identity,
as it is expanding it; deciding that, instead

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of your goal is to lose 10 pounds, which is
not compelling, what if your vision was to

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"get back to my fighting weight"?

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"This year," "This month," "This next 90 days,
I'm going to transform my body.

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I'm going to take on a new challenge.

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I'm going to find some technique or strategy.

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There's a million of them - that can reframe
myself."

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Or, "I want to feel younger, stronger, more
vibrant than ever before.

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Here are my reasons.

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I want the energy to really make my life work
because it's tough out there, and I want to

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be stronger than I've ever been before.

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I want to go in front of the mirror, and if
I'm naked, not want to laugh.

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I want to look there and take a good look,
and go, 'Yeah.

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I'm proud of whatever I see there.'"

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Whatever it takes.

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Something is going to make you laugh, smile.

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Something is going to tease yourself, but
something is going to move you to another

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level.

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If you identify yourself in a new way, you
own that every day and that becomes the standard

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of how you live, you'll find a way to make
that standard real.

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Money is the same way.

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Think about it.

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It doesn't matter what's happening "in the
marketplace."

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People that make money find a way to make
money, no matter what; don't they?

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I mean, most people's standard is to pay their
bills, so that's what most people find a way

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to do.

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Even when economic times get tough, most people,
if that's their absolute standard, they find

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a way.

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Some people's standard is to pay their bills
most of the time, and so, most of the time,

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they do.

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Some people's standard is not just to pay
their bills, but to take care of their family

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and maybe even some of their friends.

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They find a way.

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In fact, some people may be in a family where,
if they don't have enough money...

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They barely have money to pay their bills.

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They worked their guts out, and then somebody
- their mother, their father or somebody else,

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their sister - gets ill.

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There's not enough money to take care of it.

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Nobody else has money in the family.

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They don't, either, but they find a way to
get that money and take care of their mother

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or father, don't they, and pay their bills.

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They never could do it before.

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Why?

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The situation made them raise their own standard.

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Not everybody does that.

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Somebody else in the family might have money
and still not take care of their mother.

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It all comes down to the inner game, my friends.

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Changing your life is a change in the inner
game.

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The outside world, you can't control, but
you have absolute control over this one, if

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you learn the dynamics of what shapes you.

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Identity is one of those simple, clear, fundamental
basics that if you start to shift it, everything

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else will shift in your life, as well.

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Somebody will, by the way, have to have more
than enough money to do what they want, when

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they want, where they want, with whomever
they want, contribute the way they want.

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If that's their "must," they find a way.

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I know that sounds overly simplistic, but
it's true.

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00:11:04,850 --> 00:11:08,330
Somebody once said you could take all the
money in the world out of the hands of everybody,

229
00:11:08,330 --> 00:11:11,750
out of all the wealthy people in the world
who are really successful, give it to other

230
00:11:11,750 --> 00:11:12,750
people.

231
00:11:12,750 --> 00:11:13,940
It wouldn't take too long; those people would
have it back in their hands.

232
00:11:13,940 --> 00:11:14,940
It's not because they're manipulative.

233
00:11:14,940 --> 00:11:16,110
It's because they have standard.

234
00:11:16,110 --> 00:11:17,110
Some are manipulative.

235
00:11:17,110 --> 00:11:20,080
Don't get me wrong, but they have a standard
of what they're going to find a way to make

236
00:11:20,080 --> 00:11:21,080
happen.

237
00:11:21,080 --> 00:11:24,290
I'm just simply saying to you, take those
three magic words and live them.

238
00:11:24,289 --> 00:11:26,129
Raise your standard.

239
00:11:26,129 --> 00:11:29,950
Michael Gerber, the guy that wrote The E-Myth,
talks about why so many businesses, young

240
00:11:29,950 --> 00:11:30,950
businesses fail.

241
00:11:30,950 --> 00:11:35,930
One of the things he says is most people are
not really entrepreneurs, but they think that's

242
00:11:35,929 --> 00:11:37,549
what they should be.

243
00:11:37,549 --> 00:11:42,490
They think that's the sexy thing, that's the
most attractive thing, that's the best answer.

244
00:11:42,490 --> 00:11:47,240
What I say to you is you've got to separate
the vehicle from the outcome.

245
00:11:47,240 --> 00:11:49,129
What is it that's going to truly fulfill you?

246
00:11:49,129 --> 00:11:51,870
What is it that's going to give you that extraordinary
life?

247
00:11:51,870 --> 00:11:56,139
What's going to make things magnificent, on
your terms, not somebody else's terms, not

248
00:11:56,139 --> 00:11:58,240
your father, your mother, your background?

249
00:11:58,240 --> 00:11:59,730
What is that, really?

250
00:11:59,730 --> 00:12:00,730
Separate the vehicle.

251
00:12:00,730 --> 00:12:04,080
There are many ways to get to that vehicle,
but I'm saying, sometimes you have to reevaluate

252
00:12:04,080 --> 00:12:06,009
what's going to really make you fulfilled.

253
00:12:06,009 --> 00:12:08,129
What is your gift?

254
00:12:08,129 --> 00:12:09,129
Are you an artist?

255
00:12:09,129 --> 00:12:12,960
Are you the talent that can produce something
no one else produces as a skill, a product,

256
00:12:12,960 --> 00:12:15,490
a service or some impact?

257
00:12:15,490 --> 00:12:21,039
Are you incredibly good at management; you
really know how to manage or lead people?

258
00:12:21,039 --> 00:12:27,530
Are you an extraordinary entrepreneur that
can take that gigantic gut-load of risk, create

259
00:12:27,530 --> 00:12:31,949
the vision, attract the talent that you need,
the managers and leaders?

260
00:12:31,950 --> 00:12:37,310
You may have all three abilities, but which
one really fulfills you the most, is going

261
00:12:37,309 --> 00:12:39,259
to be the critical question.

262
00:12:39,259 --> 00:12:42,659
We tend to want to do them all, especially
in a room like this, because you're all overachievers;

263
00:12:42,659 --> 00:12:43,659
right?

264
00:12:43,659 --> 00:12:44,659
Me, too.

265
00:12:44,659 --> 00:12:45,659
You say, "Well, I can do all these."

266
00:12:45,659 --> 00:12:50,559
Yes, you can, but what will it do to your
quality of life?

267
00:12:50,559 --> 00:12:52,729
See, again, the secret is going to be this.

268
00:12:52,730 --> 00:12:55,740
What is an extraordinary life, on your terms,
today?

269
00:12:55,740 --> 00:12:58,210
Things, getting things is not going to make
you happy.

270
00:12:58,210 --> 00:12:59,560
That's good news in a tough economy.

271
00:12:59,559 --> 00:13:00,679
It's a good reminder.

272
00:13:00,679 --> 00:13:01,879
It doesn't matter what you get.

273
00:13:01,879 --> 00:13:04,919
It doesn't matter whether it be money or opportunity.

274
00:13:04,919 --> 00:13:07,759
All those things might excite you for the
moment.

275
00:13:07,759 --> 00:13:12,920
Even a relationship, as magnificent as it
may be, might exciting for a while, but if

276
00:13:12,921 --> 00:13:16,340
you don't keep growing, that relationship
isn't going to stay exciting.

277
00:13:16,340 --> 00:13:20,250
The secret to real happiness is progress.

278
00:13:20,250 --> 00:13:23,799
Progress equals happiness, and if we can make
progress on a regular basis, we feel alive.

279
00:13:23,799 --> 00:13:26,139
That's why, at the beginning of the year,
we get this thing like, "Okay.

280
00:13:26,139 --> 00:13:27,850
I could have this fresh start.

281
00:13:27,850 --> 00:13:29,899
I could really do what my soul desires.

282
00:13:29,899 --> 00:13:30,899
I could expand.

283
00:13:30,899 --> 00:13:31,899
I could grow.

284
00:13:31,899 --> 00:13:32,899
I could improve.

285
00:13:32,899 --> 00:13:34,230
I could change.

286
00:13:34,230 --> 00:13:37,070
Or maybe, better than change, I could progress."

287
00:13:37,070 --> 00:13:39,080
See, think about that.

288
00:13:39,080 --> 00:13:41,360
Progress has an aliveness to it; doesn't it?

289
00:13:41,360 --> 00:13:42,730
You don't have to work at changing.

290
00:13:42,730 --> 00:13:45,330
People say all the time, now, "Well, I'm working
on changing."

291
00:13:45,330 --> 00:13:46,389
Don't worry about it.

292
00:13:46,389 --> 00:13:47,799
You don't have to work on changing.

293
00:13:47,799 --> 00:13:49,189
Change is automatic.

294
00:13:49,190 --> 00:13:51,910
Your body is going to change, whether you
want it or not, as the years go by.

295
00:13:51,909 --> 00:13:55,100
No matter how hard you work, there are going
to be some changes going on there.

296
00:13:55,100 --> 00:13:58,509
The economy is going to change, no matter
what you want it to do.

297
00:13:58,509 --> 00:14:00,269
The weather is going to change.

298
00:14:00,269 --> 00:14:01,789
Relationships are going to change.

299
00:14:01,789 --> 00:14:02,939
Everything in life is always changing.

300
00:14:02,940 --> 00:14:04,600
We don't have to work on change.

301
00:14:04,600 --> 00:14:06,740
Change is automatic, but progress is not.

302
00:14:06,740 --> 00:14:11,529
If you want to make real progress, then you
really have to look at your life in a different

303
00:14:11,529 --> 00:14:12,529
way.

304
00:14:12,529 --> 00:14:15,429
You have to say, "I have to take control of
this process and not just hope it's going

305
00:14:15,429 --> 00:14:18,259
to work out," like people do who make a resolution.

306
00:14:18,259 --> 00:14:22,840
Treat people, at the end of the relationship,
like it's the beginning, and there won't be

307
00:14:22,840 --> 00:14:24,259
an end.

308
00:14:24,259 --> 00:14:26,850
That's not just your intimate relationship.

309
00:14:26,850 --> 00:14:27,950
What if your customers...

310
00:14:27,950 --> 00:14:32,120
What if you fell in love with your customers,
with your clients more than your product,

311
00:14:32,120 --> 00:14:34,860
more than your company?

312
00:14:34,860 --> 00:14:38,789
If your entire life is about meeting their
needs, if you would do what for your customers

313
00:14:38,789 --> 00:14:40,699
or clients, you would do what?

314
00:14:40,700 --> 00:14:43,570
If you loved your customers and clients; you'd
do anything, guess what?

315
00:14:43,570 --> 00:14:45,560
They're going to love you.

316
00:14:45,559 --> 00:14:49,599
Most people love their customers and clients
as long as they buy from them, do what they

317
00:14:49,600 --> 00:14:50,750
want, respond to them.

318
00:14:50,750 --> 00:14:53,830
If they don't, they go, "That's the end."

319
00:14:53,830 --> 00:14:57,650
You want clients for life, not just customers,
fall in love with them.

320
00:14:57,649 --> 00:14:59,529
It's a different focus; isn't it?

321
00:14:59,529 --> 00:15:02,549
It's a different meaning, and that creates
a different life because you make decisions

322
00:15:02,549 --> 00:15:03,969
differently from that place.

323
00:15:03,970 --> 00:15:07,720
What does it take to create world-class marketing?

324
00:15:07,720 --> 00:15:09,570
What is the unique selling proposition?

325
00:15:09,570 --> 00:15:13,310
What is what we call "value-added marketing,"
VAM?

326
00:15:13,309 --> 00:15:17,229
Today, most people are sick and tired of advertising
because where is it?

327
00:15:17,230 --> 00:15:18,230
Everywhere.

328
00:15:18,230 --> 00:15:21,120
In fact, I have a question for you.

329
00:15:21,120 --> 00:15:25,600
How many of you, in this room, do not even
see banner ads, anymore?

330
00:15:25,600 --> 00:15:30,600
Literally, it's there, but you don't perceive
it, like your brain literally washes it out.

331
00:15:30,600 --> 00:15:31,769
Raise your hand if that's true.

332
00:15:31,769 --> 00:15:34,579
Keep your hands nice and high, and look around
the room right now.

333
00:15:34,580 --> 00:15:38,930
You'll see 98% of the people wash it out,
so don't buy them, unless you're going to

334
00:15:38,929 --> 00:15:39,969
create something really unique.

335
00:15:39,970 --> 00:15:44,930
It's a total waste of your money and your
time, in the world we're in today.

336
00:15:44,929 --> 00:15:50,309
Today, what creates marketing is when you
don't just market, but you add value to people.

337
00:15:50,309 --> 00:15:51,309
You do something.

338
00:15:51,309 --> 00:15:52,309
You teach them.

339
00:15:52,309 --> 00:15:53,309
You give them an insight.

340
00:15:53,309 --> 00:15:57,409
You give something valuable that costs them
nothing, and then they look to you as an expert.

341
00:15:57,409 --> 00:16:00,360
They look to you as a person that adds value.

342
00:16:00,360 --> 00:16:05,389
They want you to supply them more information,
more experience, more products and more services.

343
00:16:05,389 --> 00:16:10,389
If you lend me this whole business about meeting
your needs, you can run a successful business,

344
00:16:10,389 --> 00:16:13,830
but it'll be a job because you'll never be
able to sell it.

345
00:16:13,830 --> 00:16:18,509
If it's just meeting your needs, it's not
a system.

346
00:16:18,509 --> 00:16:21,629
It demands your attention, your connection.

347
00:16:21,629 --> 00:16:22,939
It's giving what you want.

348
00:16:22,940 --> 00:16:26,440
Ultimately, it's not going to give somebody
else what they want, so you can't sell it.

349
00:16:26,440 --> 00:16:30,250
If you can't sell your business, if you don't
have an exit strategy, you have a job.

350
00:16:30,250 --> 00:16:33,419
I don't care how successful the business is.

351
00:16:33,419 --> 00:16:37,289
That doesn't mean you have to sell the business,
but one of the most important decisions you

352
00:16:37,289 --> 00:16:42,000
make in business is, ultimately, "If I was
going to sell this, if I chose to, I have

353
00:16:42,000 --> 00:16:45,620
to know who would I sell this to, so that
I have long-term value, not just an income

354
00:16:45,620 --> 00:16:46,659
along the way.

355
00:16:46,659 --> 00:16:48,269
I have this critical mass here.

356
00:16:48,269 --> 00:16:51,199
I have a multiple of my business."

357
00:16:51,200 --> 00:16:52,820
Most people don't have a clear exit strategy.

358
00:16:52,820 --> 00:16:54,500
They think, "I'll come up with that someday."

359
00:16:54,500 --> 00:16:56,629
You have to start with that in the mind.

360
00:16:56,629 --> 00:16:59,799
That has to be part of your focus, if you're
going to be successful in your business.

361
00:16:59,799 --> 00:17:03,409
I can remember the gentleman who built CAA
in Hollywood.

362
00:17:03,409 --> 00:17:06,730
It was the largest, most successful agency;
right?

363
00:17:06,730 --> 00:17:08,659
Michael Ovitz, remember that name?

364
00:17:08,659 --> 00:17:12,599
He put together Nike, Coca-Cola and these
billion-dollar deals.

365
00:17:12,598 --> 00:17:15,000
Eventually, Michael Ovitz went to go sell
that business.

366
00:17:15,000 --> 00:17:18,769
He had never thought through an exit strategy,
and he got almost nothing for it because the

367
00:17:18,769 --> 00:17:20,759
laws prevented him from selling it to a studio.

368
00:17:20,759 --> 00:17:25,269
He had to sell it to some of his employees
for pennies on its real value.

369
00:17:25,269 --> 00:17:29,919
Mike found a way to make money, later on,
in another place, off of Disney, but the bottom

370
00:17:29,919 --> 00:17:32,390
line is the guy didn't have an exit strategy.

371
00:17:32,390 --> 00:17:33,390
It was brilliant.

372
00:17:33,390 --> 00:17:34,390
He made lots of money.

373
00:17:34,390 --> 00:17:35,390
In the end, didn't get the value.

374
00:17:35,390 --> 00:17:40,180
Whenever people fail to achieve their goals,
99.9% of the time, you ask them why and they'll

375
00:17:40,180 --> 00:17:43,600
tell you it's because of a lack of resources.

376
00:17:43,599 --> 00:17:44,980
That's what all these things are.

377
00:17:44,980 --> 00:17:47,179
"I didn't have the support," right?

378
00:17:47,179 --> 00:17:48,519
"I didn't have the money."

379
00:17:48,519 --> 00:17:49,519
"We didn't have the time."

380
00:17:49,519 --> 00:17:50,519
"We didn't have this."

381
00:17:50,519 --> 00:17:51,519
"We didn't have that."

382
00:17:51,519 --> 00:17:55,950
There is a resource that people believe is
missing, and that resource belief structure

383
00:17:55,950 --> 00:18:00,210
then keeps people from every being able to
really lead because what leaders do is they

384
00:18:00,210 --> 00:18:04,000
find a way to maximize whatever resources
they have, as little as they may be.

385
00:18:04,000 --> 00:18:05,648
They don't believe in limited resources.

386
00:18:05,648 --> 00:18:07,000
I'll give you an example.

387
00:18:07,000 --> 00:18:09,159
Let's take a business example, to start with.

388
00:18:09,159 --> 00:18:14,509
In 1974, a guy named Sam Walton had built
his little company up.

389
00:18:14,509 --> 00:18:15,750
He came up with an idea.

390
00:18:15,750 --> 00:18:18,690
He started with $20,000 in, I think, 1962,
if I remember right.

391
00:18:18,690 --> 00:18:23,889
By 1974, within 12 years, he had 78 stores,
and you know how he did it?

392
00:18:23,888 --> 00:18:27,819
In the middle of the night, he'd drive across
the border, and he'd go and study other people's

393
00:18:27,819 --> 00:18:28,819
stores.

394
00:18:28,819 --> 00:18:30,398
He'd buy everything the cheapest he could,
in the middle of the night.

395
00:18:30,398 --> 00:18:31,869
He'd go to other people's stores.

396
00:18:31,869 --> 00:18:33,839
Whatever was working, he figured out.

397
00:18:33,839 --> 00:18:34,919
Success leaves clues.

398
00:18:34,920 --> 00:18:37,200
He came back and did it in his store.

399
00:18:37,200 --> 00:18:40,700
Whatever was working in any store, in any
competitor, anywhere he could do it, he did

400
00:18:40,700 --> 00:18:41,700
it.

401
00:18:41,700 --> 00:18:47,159
He figured out how to maximize the little
resources he had, his 20,000; built 78 stores.

402
00:18:47,159 --> 00:18:50,260
If you read any of the people following him
- the company had gone public in that year

403
00:18:50,259 --> 00:18:53,259
- they're all saying, "This is it.

404
00:18:53,259 --> 00:18:55,569
He's maximized his resources."

405
00:18:55,569 --> 00:18:57,678
He only had so much money.

406
00:18:57,679 --> 00:19:00,082
There are only so many cities that are going
to appeal to this "discounting" mentality;

407
00:19:00,082 --> 00:19:01,082
right?

408
00:19:01,082 --> 00:19:02,399
This is it.

409
00:19:02,398 --> 00:19:06,759
This is all he can do, and the word on Wall
Street was "sell."

410
00:19:06,759 --> 00:19:11,820
Now, what's interesting is, at that time,
you look at Sears and Kmart, and they were

411
00:19:11,820 --> 00:19:18,159
gargantuan companies, weren't they; 20, 30,
40, 50 times, 100 times his size or more,

412
00:19:18,160 --> 00:19:19,160
probably?

413
00:19:19,160 --> 00:19:21,850
At that time, they were the leaders, and they
knew what was going to happen.

414
00:19:21,849 --> 00:19:24,408
Did things change; yes or no?

415
00:19:24,409 --> 00:19:26,940
Did he suddenly get mass amounts of capital?

416
00:19:26,940 --> 00:19:27,940
No.

417
00:19:27,940 --> 00:19:29,500
Here's what they didn't understand?

418
00:19:29,500 --> 00:19:33,750
Sam Walton, now, or the Walton organization,
Walmart, is the most successful retailing

419
00:19:33,750 --> 00:19:34,849
operation on Earth.

420
00:19:34,849 --> 00:19:38,428
When you talk about Bill Gates being the richest
man in the world, that's only true because

421
00:19:38,429 --> 00:19:42,330
Sam's fortune is divided amongst a bunch of
different family members.

422
00:19:42,329 --> 00:19:45,750
You put them together, they dwarf Bill Gates.

423
00:19:45,750 --> 00:19:46,750
Sam Walton did this.

424
00:19:46,750 --> 00:19:47,750
How did he do it?

425
00:19:47,750 --> 00:19:52,369
What people underestimated is that this guy
could go to 4,400 stores, do 250 billion.

426
00:19:52,369 --> 00:19:54,009
Where is Kmart today?

427
00:19:54,009 --> 00:19:55,240
They've been shrinking.

428
00:19:55,240 --> 00:20:00,759
All of them have been shrinking, and he is
the dominant force on Earth.

429
00:20:00,759 --> 00:20:05,679
Here's the thing he understood; resources
are interesting, but the ultimate resources

430
00:20:05,679 --> 00:20:09,110
are the feelings of emotion that make you
resourceful.

431
00:20:09,109 --> 00:20:13,089
Think of it this way; resourcefulness is the
ultimate resource.

432
00:20:13,089 --> 00:20:14,999
What do I mean?

433
00:20:14,999 --> 00:20:17,440
What are the emotions that make all this possible?

434
00:20:17,440 --> 00:20:21,740
What's the fuel that takes an idea from being
in your head, where you, intellectually, know

435
00:20:21,740 --> 00:20:22,740
what to do?

436
00:20:22,740 --> 00:20:26,249
How many have had an idea, for example, it
was a great idea; you're excited about it,

437
00:20:26,249 --> 00:20:27,558
and then you didn't do anything?

438
00:20:27,558 --> 00:20:29,288
Then, one day, there you saw it, on the shelf.

439
00:20:29,288 --> 00:20:30,288
You saw it somewhere.

440
00:20:30,288 --> 00:20:31,288
Someone stole your idea.

441
00:20:31,288 --> 00:20:32,288
How many have had this happen?

442
00:20:32,288 --> 00:20:33,288
Say "Aye"?

443
00:20:33,288 --> 00:20:34,869
[audience says "aye"] The only difference
between you and that person was not that they

444
00:20:34,869 --> 00:20:35,869
had more resources.

445
00:20:35,869 --> 00:20:38,469
They were more resourceful.

446
00:20:38,470 --> 00:20:41,370
Success and failure are not giant events.

447
00:20:41,369 --> 00:20:42,808
They don't just show up.

448
00:20:42,808 --> 00:20:45,999
You don't just suddenly became successful
or suddenly have this cataclysmic event that

449
00:20:45,999 --> 00:20:46,999
makes you fail.

450
00:20:46,999 --> 00:20:51,529
It may look that way, but failure comes from
all the little things.

451
00:20:51,529 --> 00:20:53,778
It's failure to make the call.

452
00:20:53,778 --> 00:20:56,460
It's failure to check the books.

453
00:20:56,460 --> 00:20:58,850
It's failure to say "I'm sorry."

454
00:20:58,849 --> 00:21:03,119
It's failure to push yourself to do things,
physically, that you don't want to do.

455
00:21:03,119 --> 00:21:07,089
All those little failures, day after day,
come together until, one day, some cataclysmic

456
00:21:07,089 --> 00:21:08,370
event happens, and you blame that.

457
00:21:08,371 --> 00:21:11,049
That event happened because you missed all
the little stuff.

458
00:21:11,048 --> 00:21:12,929
Do you agree with me?

459
00:21:12,929 --> 00:21:15,778
Success, by the way, is not some overnight
event.

460
00:21:15,778 --> 00:21:17,829
It's all these little things.

461
00:21:17,829 --> 00:21:19,460
Success is having a vision.

462
00:21:19,460 --> 00:21:21,120
Success is making it compelling.

463
00:21:21,119 --> 00:21:25,168
Success is really seeing it and feeling it,
every day, with strong enough reasons.

464
00:21:25,169 --> 00:21:29,450
Success is feeling the sense that "I'm here
to grow, and I'm here to give something to

465
00:21:29,450 --> 00:21:31,379
the world, more than just myself."

466
00:21:31,378 --> 00:21:34,509
All the little stuff, that's where success
comes from.

467
00:21:34,509 --> 00:21:37,970
In business, it comes from delivering more
than anybody could imagine.

468
00:21:37,970 --> 00:21:40,729
All those little things add up, and people
go, "Wow.

469
00:21:40,729 --> 00:21:42,190
That's who I want to do business with."

470
00:21:42,190 --> 00:21:44,909
It's true in any area of your life.

471
00:21:44,909 --> 00:21:45,909
Leverage is critical.

472
00:21:45,909 --> 00:21:48,429
You know how I get so much done?

473
00:21:48,429 --> 00:21:51,559
Because I don't just get it done.

474
00:21:51,558 --> 00:21:52,558
I know the outcome.

475
00:21:52,558 --> 00:21:56,298
I know the purpose, and I look for leverage.

476
00:21:56,298 --> 00:21:57,569
Leverage is different than delegation.

477
00:21:57,569 --> 00:21:59,888
What's the problem with delegation?

478
00:21:59,888 --> 00:22:02,709
Delegation is you have all that needs to be
done, so you give it to someone else.

479
00:22:02,710 --> 00:22:07,639
You tell them what needs to be done, and when
they don't do it, you're pissed off.

480
00:22:07,638 --> 00:22:12,519
Leverage says, "I can move the biggest boulder
in the world, with a little bit of effort.

481
00:22:12,519 --> 00:22:16,558
I have something I can do it with, but I'm
still part of it."

482
00:22:16,558 --> 00:22:19,319
Leverage is, if I'm going to leverage something
here with Tom, I'm going to make sure Tom

483
00:22:19,319 --> 00:22:21,490
understands the what?

484
00:22:21,490 --> 00:22:22,490
The outcome.

485
00:22:22,490 --> 00:22:23,490
I want to make sure Tom understands the...?

486
00:22:23,490 --> 00:22:26,700
The purpose, the why and the action.

487
00:22:26,700 --> 00:22:29,620
I might say to Tom, "If you can get this done
without this action or better action, go for

488
00:22:29,619 --> 00:22:32,658
it, baby, and I want to talk to you on this
date.

489
00:22:32,659 --> 00:22:37,559
We have to promise that we're going to check
in before it's needed, so there are no surprises.

490
00:22:37,558 --> 00:22:41,308
If you're having problems, Tom, come back
to me because we're partners on this."

491
00:22:41,308 --> 00:22:43,138
That, I call "leverage."

492
00:22:43,138 --> 00:22:44,699
You know what I do when I have no time?

493
00:22:44,700 --> 00:22:45,700
There is time.

494
00:22:45,700 --> 00:22:46,700
I just have to leverage it.

495
00:22:46,700 --> 00:22:47,700
You know what I'm saying?

496
00:22:47,700 --> 00:22:48,700
You say, "I have no one to leverage it, too."

497
00:22:48,700 --> 00:22:49,700
Shane, over here, right?

498
00:22:49,700 --> 00:22:52,970
I have all the stuff he wants to do; can't
leverage it.

499
00:22:52,970 --> 00:22:55,069
Shane's answer was hire somebody.

500
00:22:55,069 --> 00:23:00,119
Then he thinks about what it's going to take,
and goes, "$125,000, I can't do that now."

501
00:23:00,119 --> 00:23:02,649
He's getting caught up in one way to get the
outcome.

502
00:23:02,650 --> 00:23:03,650
Leverage.

503
00:23:03,650 --> 00:23:09,440
He goes through his list, and goes, "What
if I go someone to do 20% of this stuff?

504
00:23:09,440 --> 00:23:11,371
I could spend 20 grand to get that much freedom.

505
00:23:11,371 --> 00:23:13,190
I could pay for it times 10."

506
00:23:13,190 --> 00:23:14,190
Hmm.

507
00:23:14,190 --> 00:23:17,548
If I'm really productive, my productivity
should enhance the world.

508
00:23:17,548 --> 00:23:21,179
Not only in my clients and customers; but
it should provide jobs for other people.

509
00:23:21,179 --> 00:23:24,220
If there's anything you hate to do, it's because
you're either ineffective at it or you don't

510
00:23:24,220 --> 00:23:27,038
think it's very important, but it is urgent.

511
00:23:27,038 --> 00:23:32,210
You need to hire somebody for those things,
and ideally, somebody who loves that job.

512
00:23:32,210 --> 00:23:35,620
You're never going to grow when your time
is eaten up for activities that aren't that

513
00:23:35,619 --> 00:23:36,619
important.

514
00:23:36,619 --> 00:23:40,349
Activity without high levels of purpose is
the drain of your fortune.

515
00:23:40,349 --> 00:23:41,349
Do it now.

516
00:23:41,349 --> 00:23:45,490
If you can't get it all now, do a part of
it now.

517
00:23:45,490 --> 00:23:47,940
Leverage is power.

518
00:23:47,940 --> 00:23:49,400
Leverage is ultimate power.

519
00:23:49,400 --> 00:23:52,528
Here's what I've created for me life, and
anyone I know has succeeded.

520
00:23:52,528 --> 00:23:59,548
I'm a 17-year-old kid from Mezuzah, California,
with no real education, other than self-education;

521
00:23:59,548 --> 00:24:07,658
with no background; with parents that did
their best, all of them; with no money.

522
00:24:07,659 --> 00:24:08,720
I did one thing.

523
00:24:08,720 --> 00:24:11,880
I love people, and I had a enormous banana
[sp?

524
00:24:11,880 --> 00:24:13,149
0:24:10.8] made upon myself.

525
00:24:13,148 --> 00:24:18,378
I sculpted my mind and my emotions to get
me to do whatever it would take to achieve

526
00:24:18,378 --> 00:24:23,109
and to contribute, but to do that, I did it
by using my body and changing my focus.

527
00:24:23,109 --> 00:24:29,308
I did it by putting myself in a peak physiology
and using what I called "incantations."

528
00:24:29,308 --> 00:24:32,420
Can you train yourself to believe something;
yes or no?

529
00:24:32,420 --> 00:24:33,640
[audience says "yes"] Absolutely.

530
00:24:33,640 --> 00:24:37,559
How many of you ever made the fatal mistake
of going to Disneyland or Disney World, and

531
00:24:37,558 --> 00:24:41,480
while you're there, made the fatal mistake
of going to a ride called It's a Small World

532
00:24:41,480 --> 00:24:42,890
After All?

533
00:24:42,890 --> 00:24:47,270
[laughter] What happens for about a week after
you're out of that damn place?

534
00:24:47,269 --> 00:24:51,038
You're still singing this thing in your head,
in 24 languages; right?

535
00:24:51,038 --> 00:24:52,460
Well, let me tell you something.

536
00:24:52,460 --> 00:24:55,308
How many of you have things, when you want
to go achieve them, and this part of your

537
00:24:55,308 --> 00:24:57,269
voice goes, "It's not going to happen" or
"Forget it"?

538
00:24:57,269 --> 00:25:00,499
How many have a voice that sometimes interrupts
that good pattern?

539
00:25:00,499 --> 00:25:05,370
Say "Aye." [audience says "aye"] What you
want to do is train a new one.

540
00:25:05,369 --> 00:25:09,408
Starting when I was 17, I started doing incantations,
not affirmations.

541
00:25:09,409 --> 00:25:12,269
Affirmation, you go, "I'm happy.

542
00:25:12,269 --> 00:25:13,409
I'm happy.

543
00:25:13,409 --> 00:25:14,559
I'm happy."

544
00:25:14,558 --> 00:25:15,558
What's the problem?

545
00:25:15,558 --> 00:25:16,788
You haven't changed your what?

546
00:25:16,788 --> 00:25:18,329
Your what?

547
00:25:18,329 --> 00:25:19,329
Physiology.

548
00:25:19,329 --> 00:25:22,048
If you don't change your physiology, you won't
get anything.

549
00:25:22,048 --> 00:25:26,559
An incantation is not only you speak it, but
you embody what you're saying with all the

550
00:25:26,559 --> 00:25:27,730
intensity you can.

551
00:25:27,730 --> 00:25:30,569
You do it with another repetitions that it
sticks in your head.

552
00:25:30,569 --> 00:25:33,990
Like It's a Small World Now, the conversation
in your head is always the same, and it gives

553
00:25:33,990 --> 00:25:35,660
you want you want.

554
00:25:35,660 --> 00:25:38,749
Use your body and your voice.

555
00:25:38,749 --> 00:25:40,379
Seventeen years ago, I started doing things.

556
00:25:40,378 --> 00:25:44,378
I was working for Jim Rohn, the speaker, and
I was 17 years old.

557
00:25:44,378 --> 00:25:48,019
I had long hair; minestrone soup acne on my
face.

558
00:25:48,019 --> 00:25:52,000
I was trying to call on Bear Stearns-type
of people and convince them why they should

559
00:25:52,000 --> 00:25:54,369
go to this man's seminar and be more successful.

560
00:25:54,369 --> 00:25:58,778
I was driving a 1968 Volkswagen that I had
earned at $40 a week, as a janitor.

561
00:25:58,778 --> 00:26:03,490
The only way I did it was park far from the
building and then go in.

562
00:26:03,490 --> 00:26:04,679
I loved people, and I believed.

563
00:26:04,679 --> 00:26:09,240
When I put myself in state, I was able to
influence people that were far more successful

564
00:26:09,240 --> 00:26:10,240
than I was at the time.

565
00:26:10,240 --> 00:26:15,349
I will do something that I still do backstage
and I've done for 23 years because I don't

566
00:26:15,349 --> 00:26:16,648
hope I'm going to be in good state.

567
00:26:16,648 --> 00:26:19,258
I demand it, so I do an incantation.

568
00:26:19,259 --> 00:26:23,610
Using my whole body, I'd say, "I no command
my subconscious mind to direct me in helping

569
00:26:23,609 --> 00:26:27,888
as many people as possible today, to better
their lives, by giving me the strength, the

570
00:26:27,888 --> 00:26:32,169
emotion, the persuasion, the humor, the brevity,
whatever it takes to show these people and

571
00:26:32,170 --> 00:26:34,558
get these people to change their lives now."

572
00:26:34,558 --> 00:26:40,038
I would that, literally, driving in my Volkswagen
to a meeting, in LA, on a freeway for 40 minutes.

573
00:26:40,038 --> 00:26:41,038
People would look.

574
00:26:41,038 --> 00:26:43,990
I'm screaming at the top of my lungs, and
they're going, "I know he's a serial killer.

575
00:26:43,990 --> 00:26:45,808
I know he is."

576
00:26:45,808 --> 00:26:47,829
By the time I entered that room...

577
00:26:47,829 --> 00:26:54,548
When two people meet, if there is rapport,
the person who is most certain will always

578
00:26:54,548 --> 00:26:57,250
influence the other person, and I was totally
certain.

579
00:26:57,250 --> 00:26:59,970
They were trying to get revved up to certainty.

580
00:26:59,970 --> 00:27:01,950
Do you agree with this; yes or no?

581
00:27:01,950 --> 00:27:03,538
[audience says "Yes"]
I'd do another one because I was poor.

582
00:27:03,538 --> 00:27:05,058
I had to change my mindset.

583
00:27:05,058 --> 00:27:07,450
I kept doing things, but I never got beyond
it.

584
00:27:07,450 --> 00:27:09,990
I'd say, "God's wealth is circulating in my
life.

585
00:27:09,990 --> 00:27:13,118
His wealth flows to me, in avalanches of abundance.

586
00:27:13,118 --> 00:27:17,750
All my needs, desires and goals are met instantaneously
by infinite intelligence.

587
00:27:17,750 --> 00:27:21,200
For I am one with God, and God is everything."

588
00:27:21,200 --> 00:27:23,499
I would imagine the abundance in my life,
and I would feel so grateful.

589
00:27:23,499 --> 00:27:27,669
A year later, I went from making $38,000 a
year to making a million dollars a year, in

590
00:27:27,669 --> 00:27:28,669
one year.

591
00:27:28,669 --> 00:27:29,820
Evan Carmichael:
Thank you so much for watching.

592
00:27:29,819 --> 00:27:34,638
I made this video because Subash Limbu and
my cameraman, Jason, asked me to.

593
00:27:34,638 --> 00:27:39,378
If there is a famous entrepreneur that you
want me to profile next, leave it in the comments

594
00:27:39,378 --> 00:27:41,339
below, and I'll see what I can do.

595
00:27:41,339 --> 00:27:46,720
I'd also love to know which of Tony Robbins
top 10 rules was the most impactful on you.

596
00:27:46,720 --> 00:27:48,980
Leave it in the comments, and I'll join the
discussion.

597
00:27:48,980 --> 00:27:50,288
Thank you so much for watching.

598
00:27:50,288 --> 00:27:53,638
Continue to believe, and I'll see you soon.

599
00:27:53,638 --> 00:27:56,109
BONUS
Tony Robbins:

600
00:27:56,109 --> 00:28:01,638
There's a man named Ken Blanchard who wrote
those books called The One Minute Manager

601
00:28:01,638 --> 00:28:02,638
books.

602
00:28:02,638 --> 00:28:04,240
He said something very early in my life.

603
00:28:04,240 --> 00:28:08,349
He said, "Tony," he said, "A business will
always consume whatever's available."

604
00:28:08,349 --> 00:28:10,898
And, he said, "I see you're coming out with
your first book."

605
00:28:10,898 --> 00:28:13,498
I was 24, it was Unlimited Power, and he goes,
"You're coming out with this book, I think

606
00:28:13,499 --> 00:28:15,798
it's going to be a big success.

607
00:28:15,798 --> 00:28:18,490
Do not put that money in your business.

608
00:28:18,490 --> 00:28:22,368
Take that money and put it into a separate
investment account that nobody else touches.

609
00:28:22,368 --> 00:28:25,538
He said, I'm telling you the business will
get all the benefit of all the media, of all

610
00:28:25,538 --> 00:28:28,619
the things that come to it, but the actual
dollars of that should stay out."

611
00:28:28,619 --> 00:28:30,658
He said the same thing when I had an infomercial.

612
00:28:30,659 --> 00:28:31,659
He said, "Take that money and put it aside."

613
00:28:31,659 --> 00:28:35,960
Well it was one of the best pieces of advice
I'd ever gotten in my entire life because

614
00:28:35,960 --> 00:28:39,710
I put it aside and there were times when that
money was needed.

615
00:28:39,710 --> 00:28:43,999
But, I was like putting it in a chapel, it
was like putting it where it was sacred money

616
00:28:43,999 --> 00:28:45,850
and it was not going to be touched.

617
00:28:45,849 --> 00:28:49,259
If someone came along and said, "You have
no money for your business, but guess what

618
00:28:49,259 --> 00:28:52,220
Obama just raised the taxes 20% more for your
business."

619
00:28:52,220 --> 00:28:56,038
You'd scream, you'd yell, you'd be upset and
you'd pay it.

620
00:28:56,038 --> 00:28:59,200
So, why not put your family first?

621
00:28:59,200 --> 00:29:03,278
Why not have a portion of what you own, or
what you earn, I should say, for yours to

622
00:29:03,278 --> 00:29:04,278
keep.

623
00:29:04,278 --> 00:29:08,919
It doesn't go to Kate Spade, it doesn't go
to Wall Street, it goes to your family.

624
00:29:08,919 --> 00:29:10,990
The way you do that is you tax yourself, it's
a wealth tax.

625
00:29:10,990 --> 00:29:12,400
You go, "That's my freedom fund."

626
00:29:12,400 --> 00:29:13,710
It comes off the top.

627
00:29:13,710 --> 00:29:17,149
The secret is automate it so you don't see
it, that's really the most important thing.

628
00:29:17,148 --> 00:29:20,648
Very often you're getting what you're asking
for you're just not aware of how general you're

629
00:29:20,648 --> 00:29:21,979
asking.

630
00:29:21,980 --> 00:29:23,259
Clarity is power.

631
00:29:23,259 --> 00:29:26,849
The more clear you are about exactly what
it is you want, the more your brain knows

632
00:29:26,849 --> 00:29:27,998
how to get there.

633
00:29:27,999 --> 00:29:30,419
Your brain is a servomechanism.

634
00:29:30,419 --> 00:29:31,419
It's like a bomb.

635
00:29:31,419 --> 00:29:35,119
Those bombs, those missiles, they have a servomechanism,
so if the target moves, it knows what the

636
00:29:35,118 --> 00:29:37,230
target is and it follows it.

637
00:29:37,230 --> 00:29:40,509
Your brain, when you condition it, knows exactly
what to go for and it will find a way to get

638
00:29:40,509 --> 00:29:41,509
there.

639
00:29:41,509 --> 00:29:45,109
Did you ever buy a certain outfit or a certain
car and suddenly see that car or outfit everywhere?

640
00:29:45,109 --> 00:29:47,369
How many of you have had that experience?

641
00:29:47,369 --> 00:29:48,369
Say, "I".

642
00:29:48,369 --> 00:29:49,538
How come that car or outfit is everywhere?

643
00:29:49,538 --> 00:29:53,369
It always was everywhere, but now you notice
it and the reason is because there's a part

644
00:29:53,369 --> 00:29:56,268
of your brain called the reticular activating
system, the RAS.

645
00:29:56,269 --> 00:30:00,548
That part of your brain determines what you
notice and what you don't notice.

646
00:30:00,548 --> 00:30:03,138
Your brain spends most of its time trying
to make sure you don't notice because you'll

647
00:30:03,138 --> 00:30:05,069
go crazy if you notice everything.

648
00:30:05,069 --> 00:30:09,989
But, when you decide what's most important
to you, your brain goes after it.

649
00:30:09,989 --> 00:30:13,480
Everyone I know who's successful, builds what
I call an RPM plan.

650
00:30:13,480 --> 00:30:17,548
RPM is built on the metaphor that the way
to get from where you are to where you want

651
00:30:17,548 --> 00:30:21,109
to go the fastest is you've got to build power,
like in a car, RPMs.

652
00:30:21,109 --> 00:30:25,748
The "R" stands for, they know the result in
the rafter, they know what they want precisely.

653
00:30:25,749 --> 00:30:30,399
If you don't know exactly what you want or
if you let yourself get beyond that into something

654
00:30:30,398 --> 00:30:32,398
general, you're not going to achieve it.

655
00:30:32,398 --> 00:30:33,398
Clarity is power.

656
00:30:33,398 --> 00:30:35,099
You've got to know the specific result you're
after.

657
00:30:35,099 --> 00:30:36,099
What do you want.

658
00:30:36,099 --> 00:30:40,829
If you can't answer that question right now
in personal life, in your body, in your relationships,

659
00:30:40,829 --> 00:30:44,199
in your finances, in your spirituality, then
you're not going to be as fulfilled as you

660
00:30:44,200 --> 00:30:45,200
want to be.

661
00:30:45,200 --> 00:30:46,798
Here's my assignment for you, if you want
one.

662
00:30:46,798 --> 00:30:50,639
If you want to go from conversation to some
action, here's a simple thing to do.

663
00:30:50,640 --> 00:30:53,470
What's an area in your life right now that
you really want to improve?

664
00:30:53,470 --> 00:30:55,360
What's an area that's important to improve?

665
00:30:55,359 --> 00:30:57,398
If you're body's great, how about your career?

666
00:30:57,398 --> 00:30:59,849
If your career's great, how about your relationships?

667
00:30:59,849 --> 00:31:00,849
Intimate ones especially.

668
00:31:00,849 --> 00:31:01,849
Or, your kids.

669
00:31:01,849 --> 00:31:05,028
Or, your relationship with your creator, your
spiritual side of your life.

670
00:31:05,028 --> 00:31:07,640
Or, is it your finances.

671
00:31:07,640 --> 00:31:09,880
Figure an area that really matters, decide
on that area.

672
00:31:09,880 --> 00:31:13,820
Number One: Write down what your life is like
in that area right now as specifically as

673
00:31:13,819 --> 00:31:14,819
possible.

674
00:31:14,819 --> 00:31:19,470
So, you might say, "Well I'm 13.5 pounds'
overweight.

675
00:31:19,470 --> 00:31:21,720
You know, whatever the weight is, whatever
the situation is.

676
00:31:21,720 --> 00:31:25,639
Or, "My body fat's like this" or "I wake up
exhausted in the morning."

677
00:31:25,638 --> 00:31:29,138
And you write the truth of where you are right
now, so you're real clear.

678
00:31:29,138 --> 00:31:31,028
Or, I'm not in a relationship.

679
00:31:31,028 --> 00:31:33,589
I say I want a relationship, but I'm not in
one.

680
00:31:33,589 --> 00:31:37,759
I don't seem to find them; all the good ones
seem to be gone is my belief.

681
00:31:37,759 --> 00:31:40,019
I really do want one, but I don't have it.

682
00:31:40,019 --> 00:31:44,269
Whatever your definition is, "I'm in a relationship
and God I wish I wasn't in a relationship.

683
00:31:44,269 --> 00:31:45,579
I'm planning my escape."

684
00:31:45,579 --> 00:31:46,579
Wherever you are.

685
00:31:46,579 --> 00:31:51,168
Or, "I have a wonderful relationship, we love
each other, but there just isn't enough passion."

686
00:31:51,169 --> 00:31:52,609
Just write the truth of where you are.

687
00:31:52,608 --> 00:31:55,918
The area you want to change, but write how
it is.

688
00:31:55,919 --> 00:31:59,831
The Second Step is, and this is where you've
got to be really honest with yourself, what

689
00:31:59,830 --> 00:32:02,678
are the rituals that have put there?

690
00:32:02,679 --> 00:32:06,250
Because, whatever results you're getting,
even if you don't like the results, there

691
00:32:06,250 --> 00:32:08,710
are some rituals that are putting you in that
place.

692
00:32:08,710 --> 00:32:12,558
There are some rituals of what you eat or
don't eat, how you move or don't move, how

693
00:32:12,558 --> 00:32:13,980
you sleep or don't sleep.

694
00:32:13,980 --> 00:32:20,608
There are some rituals in the lack of variety
or spice or energy or focus in an area.

695
00:32:20,608 --> 00:32:24,418
There's something you're doing and it's usually
not one thing, it's a bunch of little things

696
00:32:24,419 --> 00:32:27,220
that you kind of do consistently whenever
you think about getting in a relationship,

697
00:32:27,220 --> 00:32:29,989
whenever you think about working out, whenever
you think about money, you get yourself into

698
00:32:29,989 --> 00:32:31,329
a state of overwhelm.

699
00:32:31,329 --> 00:32:33,829
You start thinking about all of the things
you can't control.

700
00:32:33,829 --> 00:32:35,259
Just write down all of the rituals you have.

701
00:32:35,259 --> 00:32:37,278
Here's the Third Step: What do you want?

702
00:32:37,278 --> 00:32:38,569
What's your vision?

703
00:32:38,569 --> 00:32:39,569
Be really specific.

704
00:32:39,569 --> 00:32:42,450
I want to be my fighting weight; I want to
be the strongest I've ever felt.

705
00:32:42,450 --> 00:32:43,450
I want to be.

706
00:32:43,450 --> 00:32:44,450
. .I'm going to turn.

707
00:32:44,450 --> 00:32:47,470
. .whatever it is, be specific.

708
00:32:47,470 --> 00:32:50,339
Last step Number Four: What are the rituals
that will get you there?

709
00:32:50,339 --> 00:32:53,148
What would you need to do differently each
morning if you were going be that kind of

710
00:32:53,148 --> 00:32:54,319
energy, that kind of strength?

711
00:32:54,319 --> 00:32:56,428
How often would you have to work out?

712
00:32:56,429 --> 00:32:57,429
What days would you work out?

713
00:32:57,429 --> 00:32:58,429
What time?

714
00:32:58,429 --> 00:33:02,350
A ritual is something you do consistently,
usually at a specific time so it becomes automatic.

715
00:33:02,349 --> 00:33:06,108
Let me tell you something, will power doesn't
last.

716
00:33:06,108 --> 00:33:07,970
But rituals can last a lifetime.

717
00:33:07,970 --> 00:33:11,961
I bet you have some rituals you have in your
life that you've been doing for years, even

718
00:33:11,961 --> 00:33:13,599
though some of them don't serve you.

719
00:33:13,599 --> 00:33:15,730
I'm just saying, wake yourself up.

720
00:33:15,730 --> 00:33:21,868
If you want a new year and a new life, you
don't have to start on January first, start

721
00:33:21,868 --> 00:33:22,868
today.

722
00:33:22,868 --> 00:33:24,418
Start with this little video.

723
00:33:24,419 --> 00:33:27,820
Just begin to see what happens and see how
easy it is to just to a few little rituals.

724
00:33:27,819 --> 00:33:29,579
Don't do them all, just do two or three new
things.

725
00:33:29,579 --> 00:33:30,740
You know what happens?

726
00:33:30,740 --> 00:33:34,960
You'll get momentum, because once you discipline
yourself in one area of your life, you feel

727
00:33:34,960 --> 00:33:36,600
yourself doing it in other areas as well.

728
00:33:36,599 --> 00:33:40,488
I always say something that my original teacher
taught me, I always remind people; there's

729
00:33:40,489 --> 00:33:46,858
always two pains in life, there's the pain
of discipline or there's the pain of regret.

730
00:33:46,858 --> 00:33:50,678
Discipline weighs ounces, as my friend Jim
Rohn taught me, regret weighs tons.

731
00:33:50,679 --> 00:33:52,720
You don't want to have regret.

732
00:33:52,720 --> 00:33:56,230
So, right now, what do you want to change,
what's it really like, what are the rituals

733
00:33:56,230 --> 00:33:57,230
that got you there?

734
00:33:57,230 --> 00:33:58,230
That will take a little homework.

735
00:33:58,230 --> 00:34:00,509
If you're not sure, ask the people around
you, they'll tell you what your rituals are.

736
00:34:00,509 --> 00:34:04,669
What do I really want in depth, what are the
rituals that will get me there and then get

737
00:34:04,669 --> 00:34:07,580
yourself to start a few of those actions and
lock them in place.

738
00:34:07,579 --> 00:34:07,720
END OF RECORDING