TOUGH TALKS - E131 - Brian Tracy's Guide to Success

The first thing you do in the morning is eat a live frog. You'll have the satisfaction. No, that's the worst thing. It's going to happen to you all day long. And he said there's two sub rules. One is that if you have to eat two frogs, eat the ugliest one first. And the second one is if you have to eat it at all, don't sit and look at it for too long. And so the frog is your biggest task. And it's amazing how many people just with that one single idea. Actually there's 21 ways to stop procrastinating in that book. But the idea of just taking your most important task and starting on it immediately and disciplining yourself to complete it and do that over and over again. And people have become rich. People become, they became millionaires. They transformed their lives. They became the heads of large companies. I mean, for that one single thing, start every morning with your most important task. And then when you complete that task, start with the next most important. Most of us never learned how to train our brains, which is why most of us needlessly settle, struggle, and worse, suffer. My name is Chris Doris and I want to make brain training mainstream. This is my series, Tough Talks, Conversations on Mental Toughness. I'm interviewing badasses from all walks of life on what mental toughness means to them and their unique approaches to strengthen their minds. Hey everybody, welcome back to Tough Talks. Conversations on Mental Toughness. I'm your host, Chris Doris. And before we get to our special guest today, our housekeeping item as always is, if you are not getting the daily dose, mental toughness tips in 30 seconds or less delivered to your email inbox every morning or around 6 a.m. wherever you are in the world, then let's just go ahead and resolve that problem. Let's make the problem a gift shall we by going to Christopher Doris dot com backslash dd like daily dose. And then let's right there name email click and you're getting a good you know who we got today. We got a legend. We got another legend folks. I'm pretty pumped. We got Brian Tracy. Brian V. You heard it. Brian Tracy. So you know, this guy's written over 70 books. That's unbelievable. He's the chairman and CEO of Brian Tracy International. He founded that in 1984 and 1984 in Vancouver, British Columbia. He's all about leadership selling self esteem, goal strategy, creativity, success psychology. I don't know why I would ever want to have a conversation with a person like that. Absolute legend. So I'm happy. I haven't met him. I think we've exchanged one email prior to this after an introduction. So Brian's waiting for us. Let's go meet the man. Get some wisdom. Found him folks. There he is. The one I only Brian Tracy. Hello, my friends. Hello, Chris. Nice to see you. Nice to see you as well. So 70 only 70. Oh, actually, you've done more than 70. Have you written more than 70 books? I've written 94 books. Oh, I'm sorry. I was only up by 24. And I have six more under contract. So my goal, I just passed my 81st birthday and my goal is to get 100. That is amazing. Well, I'm sure you'll do it. And I have with me. So then when those are done, I will be holding 150th. 150th. That is amazing. My books are in 55 languages. I'm happy to say. I would be happy to say that too. Yeah. I have really skilled publishers who are taking my audio programs and seminars and turning them into books. Oh, brilliant. Perfect. I just got a book. I'll show you right now. I just got a book. It's called Take George of your life. And I just got it in the mail last week. Is that your newest one? Yeah, that's my newest one. And it's 12 master skills for success. And I've got another one as well. Through the 10 laws of power. And just came out as well. So I'm happy to see that I keep relevant. Yes, sir. Yes. How did you get into this? Well, I was very aggressive about learning. And I went to a variety of seminars. And one day, a gentleman came into my office and he said, he sold seminars for a big national company. And the market was really bad. It was in 1981. And he said, if you could put together a seminar, I could sell it in a room. And I'd been to many seminars before. And I'd paid $500 for a weekend seminar. And I learned from, I enjoyed them. But I was very aggressive about learning. So I said, sure. So what I did is I, you can imagine, shuffling cards. What I did is I took a whole bunch of my ideas that I enjoyed the most. And I put them all together into a seminar, a two day seminar. And he was going to go out and sell it and he never did. I had to go out and sell it. And I got into the seminar business in 1981. And then people said, well, we really like this because it was on personal development and personal success and overcoming fears and self confidence and all those good things. And he said, but what we need is selling because the market's bad. And we need a seminar on selling. I said, well, you know, we take this seminar my two day seminar and you get motivated and sales will go up. No, no, no, we want something very specific on selling. My clients kept telling me that. So I put together a seminar called the Psychology of selling, which was based on my 20 years of experience in sales. And the seminar exploded and I gave it for the next 25 years to a little millions of people in 84 countries. And people basically became millionaires. As they more people became millionaires practicing my psychology of selling that any other single influence in sales. Wow. So that was good. And I meet so many people who became presidents of huge companies because of this material. Excuse me. Anyway, so and then I put together a seminar on leadership and sales management and time management, my time management program, which became, I was called this double your income, double your time off. And they called it eat that frog. And it's all 5 million copies in 55 languages. Well, but we need to update this because it's this needs to be updated. Yes, it's been the new version of it just came out. This isn't the newest version? No, the new version is going to be released as the fourth edition. Just don't stop. So impressive. So let's, can we talk about the title for a second? Sure. It's a Mark Twain thing, isn't it? Yes. Can you just can you explain it? Eat that frog. Yeah, well, he said, I talk about that when the beginning. What he said was that if the first thing you do in the morning is eat a live frog, you'll have the satisfaction knowing that that's the worst thing is going to happen to you all day long. People come to, they, they became millionaires. For that one single thing, start every morning with your most important task. And then when you complete that task, start with the next most important task. because the key to success in life is to be productive. What is your most valuable asset? It's your earning ability. It's your ability to earn money. It's your ability to do something that people will pay you for. And your job, your duty to yourself and your family is to become very good and productive, become valuable to make a contribution to other people and become better and better at it. And the 80/20 rule seems to work. It's 80% of people coast. And the great tragedy with coasting is you can only do it in one direction. And so if you think about that, so about 20% of people earn more than the 80% put together. The top 5% of people with written goals and plans earn on average 10 times as much according to Harvard University. There are 10 times as much as people who in the bottom 80% and they have the same intelligence, the same education, the same background, but they coast. They look forward to getting off of work. They waste about 50% of their time chatting with their friends. And they get into habit. So the time wasteers hang out together at work and they come in at the last minute. They leave at the first minute. They just kill time. Whereas at the life of 20% they're productive. They produce value. They get constantly taking courses and upgrading their skills and reading books and learning how to do things better. And they associate with productive people. And so they're always talking about how to do things better and they listen to audio programs when they drive around. You don't listen to audio programs that can make you rich. And my psychology of selling program makes people rich because the average person who drives for living or drives to and from work and so on spends about two to three hours a day in their car. If you listen to educational audio programs in your car which are available today and audible, then you get the equipment of a university education every year. But more than that, it's a practical education because audio programs are really condensed and practical wisdom is now do this. If you think of that form in the military, now do this. Well, audio programs tell you, now do this. Don't listen to fiction books and entertainment books. Listen to stuff that makes you better. And the interesting thing is I assembled across this in 1979. It was the idea that the most important quality that you can have is self-esteem. And self-esteem means that you like yourself and actually you can actually increase yourself esteem by just saying, I like myself. I like myself. I like myself. I like myself. And you start liking yourself more. And everything that you do either raises or lowers your self-esteem. So if you learn something valuable that helps you to be better at what you do, you like yourself more. You respect yourself more. You have more energy. You have more confidence. You're a happier person. Whereas if you don't, just nothing happens. It's just flat. Anyway, so I'm getting off on a rant. But the fact that each person is strong. I'm very welcome, rants like that. Yeah, well, each person's job is to become the very best person they can possibly be. Aristotle, I'm just bouncing around here. In 350 BC, Aristotle said, behind every human action, there is a motive. And behind every motive, there's another motive until you become to the final motive, which is to be happy. It human beings strive to be happy. In fact, the most successful people help other people to be happy. A perfect example is Jeff Bezos, who started Amazon. And everybody said that it wouldn't work. That the internet was communication device. It was like Facebook. And he said, no, no, you can sell stuff on the internet. And he came up with this idea. He borrowed $50,000 from his parents, then moved out to Seattle. And his idea was that he could sell books. He didn't have enough resources to do much more than that. But he could sell books. And the publishers would deliver the books. And he could offer them seven days delivery and unconditional guarantees and give them a discount of 30%. So that was his idea. And for seven years, he didn't make a profit. For seven years, he borrowed money, basically. And then it turned. And within seven more years, he was the richest man in the world. The richest man in the world. He's now third richest. But his idea was that you could sell stuff on the internet. Of course, today, everybody knows that. And he's got something like 300,000. Somebody came to him after he started his business. And they said, can I sell my stuff on your platform? And he said, well, why not? So then somebody else came. And somebody else came. They got 300,000 companies are selling stuff on the Amazon platform. And they do more than a trillion dollars a year. And it all came about with his one idea, just the old books. And at a discount. So-- And he stayed with it for seven years. I didn't know a lot of that. Yeah. I didn't know that he didn't make a profit for seven years. That's amazing. And his whole focus-- and this is my point-- his whole focus was customer service. Your customer's happy. I do videos like this. And I bought a whole set of equipment of Mr. Mastans and lights and things like that that were advised to me by other people. And none of them worked. So I called them up. And I said, look, I've got eight stands. I've got about $800 worth of stuff here. But none of it's working. They said, send it back. Put it by your front door. We'll send a UPS salesman to pick it up and no problem. And by the way, we'll credit you back the entire cost. We have it immediately. And even before we get it back, no, I'll never forget that. Imagine that they would pay you, give you all of your money back before they even got the stuff back. And they credit it online. And that's how Amazon works. Is their intensely customer focused? And the most successful people, whether it's Microsoft or Amazon or any other company Apple, for example, is really focused on making their customers happy. And in life, the key to success in life is to make your customers happy. It's to find a way to make them happy. I have this idea of a written 94 books. I have the idea of writing a book called The Urfactor, The Urfactor. And so how do you succeed in life? You make people happy. Ur, you do things fast. Ur, you do things more efficient. Ur, quicker, cheaper. In other words, you're always looking for ways to make customers happy. Ur than anybody else. Well, that's interesting because you also say that-- and I love that-- but you also say that-- Done is better than perfect. Yes. Right? Because-- So you're not writing a book on "est." No. No. You're writing a book on "er." About "est." Yeah, you're not asked. Not happy "est." We're not-- No, just happy "er" then-- I say that there's three keys that determine your success in life, your income, your success. And they are competition and competition and competition. And so-- And everybody says-- And in other words, what you have to do to be successful-- whether it's Jeff Bezos or Steve Jobs-- is you have to offer something that's better, faster, cheaper, easier. It's always something that is superior to what is already out there. This is the-- wonderful thing about America. In America you can start from nothing, you can come here from anywhere in the world without any language skills or money or anything else and find a way to make a more valuable contribution to other people and you can be successful. And the wonderful thing is the more you do it, the happier you are and the happier you are, the more energy you have and the more you like yourself and higher it is yourself a steam and the greater respect you have for all the people around you. It's all good as they say. It's all good. You know, I coach, I'd say 95% of the clients that I coach are sales leaders. Yes. What's some of the most valuable advice that you could ever give or do, give to sales leaders? Yes. Don't coast. Yes. So define what you mean by, and I want to ask you some more questions about coasting because I'm interested in the psychology of why people coast. But before that, tell me what your definition of coasting is. Coasting means just slowing down and just taking it easy is becoming complacent where you are and never stop getting better. Never stop getting better. And I had a experience when I started speaking. A week and seminar for a company and he came with his girlfriend of my seminar and he was from IBM and he was so impressed with this seminar on self esteem, personal focus, goal setting and so on. He called up the president of IBM. This is in Canada and told him, we've got to get this guy in here because this stuff is great for IBM. So they brought me in and over the next three years, they booked me 30 times to give seminars on sales and leadership and strategy and so on. And so I got really familiar with IBM and IBM started off with an idea. It was a punch card company in 1928 and they got this idea that they could serve people better faster, cheaper than anyone else, especially with the new technologies that were coming out. And they did and they had three principles. Principle number one was excellent products. It was good or the best in the market. Number principle number two is excellent service is they would serve their customers better than anybody else. They would fly people in from Europe to visit a customer in Des Moines, Iowa that needed a special service and there's only one person who could do it. They were just absolutely fanatic about serving their customers. And the third was respect for the individual. Treat people well. Treat people internally and treat people externally. And here's the interesting story. You could make a mistake with service and with products. Those could be repaired but you could never make a mistake with people. If you did anything to hurt people's feelings if you were a brook or a root or anything else, that was the only firing offense at IBM. And people joined IBM and worked there for their whole lives. But the only thing you could get fired for was abusing other people. And it was the most amazing door I think. I remember once I was going flying east to speak for them and there was something came up and I phoned them and it was about eight o'clock at night there. And I was hoping that I would get in touch with someone. And someone answered the phone and I said, "Look, I have this problem. I couldn't make it something." And they said, "Okay, I'll take care of it. Don't worry about it." And I said, "You must be working awfully late at eight o'clock at night there." He said, "Yes, of course. I'm the janitor." I said, "You're the janitor." I said, "How come you're dealing with this technical problem?" He said, "Version of answers the phone owns the job." Wow. "Vinitures of the phone owns the problem." And I thought, "Wow, what a philosophy." Right? And one of the most important things that people learn in life is the words, "I am responsible." "I am responsible." "I am responsible." And all negative emotion in my experience, and I've spent more than 4,000 hours on this subject. Negative emotion comes from blaming someone else for something in your life that you're not happy about. And the way that you stop blaming is you say, "I am responsible." And the blaming stops. It's like slams on the brakes. And as soon as you stop blaming and take responsibility, your self-esteem goes up and your self-confidence goes up. And you feel strum and powerful. And so you'll find that the one great quality of leadership is the exact responsibility. Is that, "I am responsible." "I am responsible." As soon as you say, "I am responsible," all negative emotions stop. That's so beautiful. I mean, I'm breaking. Love that. So that's what I've fought for years and years and years. No. And the wonderful thing is, is it when you're responsible, you're positive. You're happy. You feel good about yourself. You have no negativity. Okay, so that's going back to the original question there, which is, "What advice do you have for leaders?" And I'm hearing ownership from you. Well, the first thing you said, though, is don't coast. And I'm still interested in opening that up a little bit more. But what I'm hearing from you right now is, "I am responsible." What I'm hearing from that is ownership. Taking ownership. Yes. Yeah, yeah. Absolutely. No, skip worship means basically you are in charge of no excuses. Exactly. So what I did is, you know, I do hundreds of hours of research. A book that takes you six hours to read takes about 400 hours to write. Wow. Now, it's something else is happening. And it's AI. And AI is so phenomenal. I have an entire division in my company, teaching AI. And we can show you how to write a book in about two hours. We have a basically formula where what you do is you answer 15 questions about your subject. It forces you to really think and you put them in, you load them in, and you push the button and it prints out the book for you. Yeah. Okay, so that's a takeaway. So where do people go to take advantage of that? Well, just go to BrianTracy.com. Okay, so which is on the board here. If you're not looking at this, if you're just listening, BrianTracy.com and then where do they go? Yeah, just go to BrianTracy.com. And put in AI question mark. Okay. My gang will give you all this information. And the information is either free or very low cost. But once you know it, you have to have it. This is the equivalent of having a watch or using an iPhone or driving a car. You have to master AI. And AI is moving so fast. Because of competition, competition, competition, is the smartest people in the world are spending billions of dollars to be better than other companies who are the smartest people in the world. And so they're jumping over it sort of like leapfrog. They're jumping over each other almost on a daily weekly basis. So what you have to do is just get on board and don't worry about mastering it. Because it's very sophisticated. But you can go to a chat GPT -4, chat GPT -4. And pay $20 a month and you can have access to the entire world of AI. And if you don't, you don't even have to pay $20 a month. You can have the basic. Because now what is the very best price for AI? It's zero. So Jeff Zuckerberg has just created an AI which is superior to anything in the world, according to him. And it's called Lama like the the beast LL AMA2 Lama -2 and it's free and you can download it and it will walk you through it and it's I Try to just for fun and WAM you're using it and you're producing stuff you for for example I have The thing called peripheral neuropathy which is a swelling of your hands and feet which comes from Being in the hospital and being in a prone position and the blood doesn't flow and then the nerves die And if the nerves die they never come back. Anyway, so I put it in a question is is tell me about peripheral neuropathy and What it is and what I can do to minimize it? and it goes Like that and it gives you 15 steps and it's it's so fast It comes out faster than you can read it So you could take something else I want to lose weight. Give me 10 ways that I can lose weight and you just It's all you do is say that and Immediately give you out 10 different things you can do diet exercise It's sleep rest and so on it is phenomenal and So if all you do is just ask questions the answer to you get so I have a good friend and I'm Doing a book with him. I came up with the idea. Let's write a book together on how to start and build a successful business Big subject. So he's an expert in the subject and I'm pretty knowledgeable So I said I'll send you an outline so I wrote in Give me a 12 chapter book on how to start and build a successful business in a competitive society and I push the button and And I've got a whole outline all the chapters and it gives me the name of the book and plus 12 chapters And I say this is a really helpful. Please expand the chapters because they give about two or three lines with 500 words per chapter and it will So the sound effects are that just Anyway, the thing is that the what is possible for you now what used to take I said 400 hours to write a book Now you it would in four and be ready to go am as well then take your in your book and Publish it it will design a cover You know publish the book and you'll send you as many copies as you want minimum prices and so you can now start to send out your book you can have your whole book on It's way to you within seven days So I have a couple I have friends who are very successful in business I said, you know, you've probably been thinking about writing a book about your experiences for your family and for your Because they're older like me and So what I'll do is I'll give you this material and you can use it What I'll send you is an outline so what I did so I send them an outline I take their name and Like for instance, your name Chris is Everything that you've ever written or said is in the cloud It's just there it's almost like so almost like this misty cloud everything you've ever said so what you say is My name is Chris and what I'd like to give you your full name And what it's it's Dorns right Chris Dorns Chris Doris. No, so you said my name is Chris Dorins and I'd like to write a book about all my experiences so I could pass it on to others Can you give me 12 chapters plus a title? It's all you have to do and It was pretty not so fast and and then you could then you can download that and you can say okay And then you can say how could you expand on each of these chapters give me 500,000 words on each of these subjects and just push the button and it's there's Pop it out for you and you've got your book and and and and everything you've ever said or done is there in the cloud and chat a GPT or Artificial intelligence has access to it in a second And you'll be astonished it'll talk it'll tell who you are all you can do this is who who is this Chris Dorin? character who does Chabba Chabba and and and it'll immediately print out a description of you and who you are and your background and what you've done and Your strengths and weaknesses and the impact that you've had on other people and the people that you've interviewed and so on I mean it will come out in seconds. Are you familiar with this very very familiar in fact? I have big and cloned There's a company that reached out to me because they work with coaches and they clone them So two years ago a company reached out to me said can we use you as a beta? I said of course you yeah, oh, that's wonderful I'm sorry. It's done. So now I have a clone and we're about to take it to market and it is it is amazing Yes, and it and it did help me write my last book Oh, that's wonderful. So I'm I'm just sort of uh, no, no, no, no, you're Plowing all ground here. Well, no, no, I appreciate that because it is exciting I hope people that will people will embrace it, but I can't I keep going back to see I'm really up I'm a psychology major. I've always been fascinated with the human spirit and mind, right? I've all my I've dedicated my entire life To helping people elevate the way that they experience life and to be successful in my definition of success is to have your life on your terms one of the research studies that I read years and years ago is by the Gallup industry and it was on American job satisfaction And they've been doing this survey you probably know where I'm going with this They've been doing a survey for over 30 years and they get the same results every year And the results are that 84% 84% was just saying eight and a half people out of 10 are dissatisfied With their jobs, which is the thing that they spend more time doing than anything else in life I interpret that I I don't know how else to interpret that data than to mean that people are convinced that they need to settle for less than what they want I'm hearing some of that in your coasting So can you talk a little bit about the psychology of code like why do people coast? Well There's two Two quick reasons one is the comfort zone Is the is they become comfortable and my friend Jim Rome used to say the only difference between a comfort zone and A grave is the depth And And so that's probably one of the problems The other is fear is there afraid that Their situation is not that great now It could be worse if they make a mistake Excuse me So So if they were guaranteed of success They would do extraordinary things with their life But there is no guarantee in fact one of the one of the things that Jeff Bezos taught which I've been teaching for 20 years before that was that you you learn to succeed by failing And that's the only way that you can learn to succeed Drucker said that Maybe 70% of this business decisions will turn out to be wrong And however you have to make the mistakes in order to learn how to do the right things And so therefore you can't be afraid of mistakes What you do is you try it out if it doesn't work try something else try something else try something else And every single person I Some years ago I remember I was at a fishing resort and Was at an expensive resort and there were several successful business people there very successful And so we're sitting talking about four of them and myself And they were talking about their experience in life And you would think that wealthy business people would be talking about how much money they had and Their boats and homes and so on No, they all talked about their mistakes They said I when I started off I did this and I did that and boy oh boy I was looking at my car for six months And someone said oh that's nothing When I started off my this and what they did is they just sort of build on top of each other. They tried to top off each other with the mistakes that they had made and that would give him give him more pleasure and More enjoyment because those were the most important things not the money that they had made. They were all wealthy But the mistakes didn't make and what they had learned from those mistakes and how grateful they were for the mistakes So I always teach you if you do two questions that you always ask Question number one is When you made a mistake what did I do right? Well, what did I do what did I do right and question number two is what will I do differently next time? What did I do right what will I do differently next time and you ask those questions over and over? First question what it is I love that. Why is it what did I do right? Yeah, because you always did something right. You always it was always it wasn't a complete mistake Even if even if you made a mistake that you did that was something that you did right and then what will I do differently next time? And if you keep thinking like this the answers to both questions are positive answers to both questions are are basically life-building and Successful people will tell you that it was the answers to one of those two questions or both then made them rich without without asking those questions without Looking into the mistake that they made and learning from it. They wouldn't have been successful This I read that Jeff Bezos. He's written all three books on the subject. He writes the same thing Is it everybody looks into what they learn from their mistake one of the things that he does which I really like he said He said every table where they sit down to talk about their business. There's one empty chair and the empty chair represents the customer And so they say what would the customers say what would the customer think? Listening to us talk about making the customer happier Again ER And serving the customer fat and serving the customer better and serving the customer cheaper and serving the customer easier and so on So always always everybody in the company always think about a customer sitting there listening to their conversation And I that's a that's a neat idea And then it becomes the richest man in the world I mean with 136 billion dollars or something Wow Chees you know we've mentioned the word success several times in our conversation today And I'm really interested in knowing what is your definition of success? Well, I my definition is to be cut is to be happy And to be happy for I'm I have four children and eight grandchildren And Barbara and I have created an environment where our kids are all happy And we take them to Hawaii we take them on cruises We realize that the most important thing in life is that time we spend But the members of our family and we have always done that we don't buy boats and planes and Resorts and things like that what we do is we spend money on the memories the the author His name will come to me just in a second Said that the the most beautiful thing in life are happy memories And a job of life is to form as many of them as possible So one of our philosophies has been from infancy Our first child is to create memories and take them places go places with them do things with them Raise them up and all four of our children are really happy They have high self esteem high levels of self-confidence. They're all happily married They're had beautiful children. I mean it worked it worked is good job Yeah, and and and you'll find it Barbara Yeah, and it didn't work because of accident it worked because of deliberation it was very clear and my job as As the father was to go out there and bring in bring home the bacon so that I could provide for my wife and my children I think it's in this book no excuse I think it's in those scusers where you make a distinction that you just reminded me of Which is the difference between discipline and will power Can you elaborate on that a little bit? Well, the discipline is the most important single quality of success For four thousand years. It's been repeated over and over again Is that discipline and discipline means self-control It means and and there's a wonderful author in the early part of the Last century named Albert Hubbard and Albert Hubbard was so prolific That he had to actually develop and build a publishing company because he published so many books that he couldn't do them through the Normal publishing industry in fact He do it down on the Lucertainia when the Lucertainia was sunk by a German torpedo in World War one in his wife stood on the deck and went down with the ship But anyway, he had this definition of self-discipline which I I'm Shared with so many people is self-discipline is the ability to make yourself do What you should do when you should do it whether you feel like it or not And and one of the things he pointed out is it's easy to do something if you feel like it Don't feel like it, but it's the right thing to do that you do it now Here's the interesting thing is the the beginning Developing self-discipline whatever age you start. It's how hard. It's really hard to make yourself Do difficult things, but it becomes easier and pretty soon It's just normal and unnatural as breathing in and breathing out You just discipline yourself to eat the right foods to exercise to get up earlier to work harder to stay later I have written about it right here a complete outline of wealthy people Self-made millionaires and billionaires and I've studied it exhaustively and I've looked at the surveys You know that's how made multi-millionaires and billionaires get up before 6 a.m. And Now that we that used to be the common now it's getting toward 5 a.m. As they get up early and they get going they exercise they get moving they read they study they plan Their day and they get out there and get going early Whereas average people get up at the last minute they drink coffee watch television Go off to work at the last minute waste their time and work quick at the first minute and Come home watch TV It's the most amazing thing. I used to teach this is when you come home at night spend the first hours reconnecting with your family Refuse to turn on the television Most people come in and the first thing they do is fight over the control you give me that control That's my control. I paid for that television and the first thing they do is it turned on the television and When you turn on the television you immediately shut down all Communication with your family members So what you do is you Reestablish communications you come home you go and talk to talk to your kids You will talk to your spouse you ask them what their day was like you do all this and I've had many people come back because I taught this in my First seminar they come back and they say they changed their life completely They were just astonished at the difference it made when instead of coming home and turning on the TV They came home and went and talked to their family members and Then they watched TV later on but they watched less TV and they went to bed many people Watch television right till midnight and then they get up and they're tired and They're get up at the last possible minute and so on so there's just little disciplines and so you so yeah I'll give you a couple of exercises for our listeners If you want to meet the perfect person and I talked to my average audience size when I was speaking full time was 1,620 people I say that because I tracked it over a period of years and Sometimes 2,000 3,000 people but a lot of people and so there's a lot of salespeople, businesspeople, and they're single. So I say, now, if you'd like to meet the perfect person, and everybody wants to meet the perfect person, you'd like to meet the perfect person. Here's how you do it. As you sit down with a piece of paper and you say the perfect person for me would be Colin, and then you write down a description of the perfect person. And you come up surprisingly with 20, 30, even 40 different answers. And based on your experience in life, up to now, you will have a lot of insights over what the perfect person is. And you know what? Within a few days, that perfect person will walk into your life. That's what happened with Barbara and I, it was actually a few weeks. But I wrote a description of the perfect person for me, and she wrote out the perfect person for her. And we compared lists and we found it. We were the right person for each other. And we've been together for 45 years. Beautiful. And that's also very powerful. There's a woman named Immaculate Ilebe Giza, who wrote, she's a survivor of the Rwandan Holocaust. Yes. And she wrote an amazing book called Left to Tell because she was the only person in her family left to tell the story because everyone was murdered except her. And a part of the book was that, is that when she healed, she moved to America, she recovered from the trauma, and she said, I'm ready to find my guy. And she did exactly what you said. She did exactly what you just said. And I don't know how much time it took, but she found him while she was also going to take a tour of the United Nations because that was her goal to work at the UN. And when she was on the tour, she did two things. One, she stole a piece of paper from someone's cubicle that had all of the bone extensions. And she put her name on it and created her own extension. And she met her guy there. Well, now there's a reason I was telling you the story. Yeah. If you want to design your perfect life, if my life was perfect, it would have these ingredients, colon, and then just write it down, write it down, write it down. I'm obsessed with writing down your goals. Yeah. The thing is that if you write down your goals, you'll be astonished. Oh, that's good for you. Good for you. See what those are. Yeah, and and wonderful. Number two. Yep. So that's what we'll get to that maybe. But that's you know, I'm I am the best. You know, could you read that? Yes. I saw. You're seven steps to achieving any goal. Yes. Well, the second one is write them down. Decide exactly what you want. Write it down. Send a deadline. This drags you get measurable. Make a list. So organize the list by priority. Take action on your list and then do something every day. Let's slow that down because I'm just going to repeat that. I know we're still in the middle of talking about this, this one versus bullpower. But but that's a question which we probably won't get to. But it's like the seven. What do you call that list? Seven steps. Seven steps of achieving any desire or goal. Right? Yes. Be super specific. Write it down. And that's what you're telling me about. Right. I'm right. I'm just talking about writing it. So let's just go with that for a second and we'll get back to Will Power if we have time. Why what's the what's the whole deal about writing it down? Why is that such a big deal? Well, I just finished rewriting my book goals, which is the best selling book in the world in 39 languages on goals. And it's called goals, exclamation point. And how to achieve anything you want faster than you ever dream possible. And it works. I work. I work with so many people that will tell me it made them rich. This book made them rich. It made them rich. Now, and I'm so I tell our friends who are watching this get the book. It costs ten or twenty dollars. It'll make a rich. Number two is I written, wrote another book called The 32 Unbreakable Laws of Money and Success. And it just came out on the market. It's now in about 19 languages already. And this book talks about the super conscious mind. And the super conscious mind is something that I learned very early in my career. And it blew me away. Is each person has a conscious mind. And then they have a subconscious mind. And everybody knows about that. But it's the super conscious mind. And when you write down a goal in the present tense, as though we're already a fact, put a date on it. So you say, I weigh X number of pounds by this date. I earn X number of dollars by this date. When you write it down, it goes through your subconscious into your super conscious. And then your super conscious begins to work on the goal 24 hours a day. Sleeping, waking while you're doing all kinds of other things. The super conscious mind is working to bring you the goal. If you write it down, if you don't, it may help you. But writing it down is imagine sitting up to the keyboard of your super conscious mind and typing it in. And then you're this incredible mental computer, which is so powerful. It's actually scary. It's so powerful that it works on at 24 hours a day. Sleep it and waking. And it brings it to you faster. Just like raising down a description of the perfect person for you is that the most amazing thing you'll meet the person on a bus. You'll find somebody at work that you had never paid attention to. And suddenly you realize that this is the perfect person. My wife and I have been married. We've been together for 47 years married for 45. And we've never had an argument. We've just been happy for all that time. And we brought up our kids. We don't have any, we have no, destructive criticism, no negativity, no fear. It's astonishing what happens. And people say, oh, yeah, well, I don't know if it works. Or cry, it all takes, it's a pen and a piece of paper to find out. And it's interesting though, because you said pen and paper. Like, do you think that does a difference between pen and paper versus typing it into a computer? Yes, there's, there's exhaustive research that shows when students, university students, when they write down by hand their note, they score much higher on the final exams than the ones who type out the answers. I never heard that. That's amazing. That's fascinating to me. Do you have any idea why that is? It's because when you write something down, you imprint it into your subconscious and super conscious minds. And you remember it longer. You remember it in greater detail. But it's not as effective when you're typing it into a computer or a word dog. No, it's not as effective when you type it. Fascinating. Yeah. And again, this is this is research that's been done at university after university is they track students. Did they write it down or do they type it? Yeah, they do that. They do that five times more likely to each their exams. I have, I even encourage, I do, I practice that. I'm constant. I take more notes than anybody I know. Yes. You know, I write down what I'm editing something. I use pen and paper and you know, my team are like super amazing brilliant tech geeks. And I'm like, why are you writing it? You could just, and like, because it's the way it works for me. And I encourage people to do it. But I cannot explain why it's so powerful. I'm, you're incentivizing me to go do some research of my own to understand the how, like the mechanics of what is specifically, and we don't need to get into it. Or if we even could, you know, the bio mechanics or what is the neurology of writing words on yes, you know, it's fascinating to me. But we don't need to know why it works. Let me tell you a quick story. Okay. For seven years, I offered a group coaching program. I tried five thousand dollars a year and you came to my offices for every three months for one full day. Actually, not to my offices. I would, because I had 20 to 30 people. So I would have a, used an executive center in a major hotel near the airport. And people came from even Singapore, Australia. And I said, they said to me, five thousand dollars has a lot of money. This has started in 2001, the middle of the recession and the dot, the dot bomb. And they're all entrepreneurs and I said, they said, how can I justify spending $5,000? And I say, well, I'll give you what I call my double, double guarantee. You will double your income and you will double your time off with your family within 12 months. And the minimum income to attend my program was $100,000 and it went up to 500, 600,000. So I said, so therefore you will double your income on minimum 100,000. That's 200,000. And if you don't, it'll give you your money back. No charge. And they said, okay, on that basis, I'll come and they did. And then the first day, I would give them a spiral notebook. I would hand them out. We'll talk about the course and what we're going to be doing in a series of exercises that they would discuss and and and and said goals and so on. Anyway, so one of the things to guarantee that I never had to give back their money, I would hand them out a spiral notebook. And I would say, this is your new best friend, the spiral notebook. And by the way, if anybody's watching this, this new spiral notebook will make you rich. If you want to be rich, this will do it. This is a slam dunk, absolutely guaranteed way. So what I would do is I hand out the work with and I would say, now, I want you to write down 10 goals on the front page and the 10 goals would be in the present tense. And they would be exactly as we've said, they'll be time dated and measurable. So I earn X number of dollars by this date. All right. And we try to keep them to one year goals because one year goals are much more motivational than longer term. So write down your goal. And now what you're going to do is every single morning, you're going to turn to a new page without looking back and rewrite your 10 goals. And you're going to do this for one month. We will promise to do this. Everybody promised they would do this. All right. And once you've done it for a month, you'll probably do it for the rest of your life. I started doing it. I learned about when I was about 20 and I've been doing it ever since I write down my 10 goals every day, every day, every day. It takes three to five minutes to write down your goal, but you can't look back. You don't look back. You're not just copying your goals. You're writing your goals from memory. All right. And they will change. And the goals will change in order. They'll change in description. Some will drop off. New ones will come on and so on. Just do it for 12 months. You don't need to impress anything. You're just whatever your truth is that morning. Yes. And they've whatever it is. And they would come back after 90 days. And I would say, all right, how do I go? Every one of them had doubled in trouble. They're income and usually in 30 days or less. Every one of them was in seven years and more than 1000 clients, 100% of them doubled their income. I never had to give a reason. That's amazing. You know, my favorite part of that is simplicity. Yes. And it requires what does it require self discipline? It requires self discipline. So I say get up in the morning, exercise, wherever you do, and then write down your 10 goals and just keep, but I have shelves full of spiral notebooks all my life. I've been writing my goals in my spiral notebooks. And they're all over the place. And my kids, I didn't realize it. My kids come in and read my goals from years past. And then you write down their goals. And it's so so all I say is, please do this. It'll do this. It'll make this yours and my program Chris. So make this the most valuable single hour that people have spent in their lives. It'll make them rich and happy and successful and positive. It'll give them a sense of personal power and responsibility. It's everything that you want to be a belief, functioning, human being, everything is in writing down your goals. And you can write more than 10 if you like, but write down 10 goals every single morning before you start off. And so that's the most important thing to do. And I think it's the most important thing to do. What is your source of drive? - Well, I'm a very happy person. I'm always positive. Many years ago, I read a book by Napoleon Hill and a QW Clement Stone, called Success Through A Positive Mental Attitude. I must have meant that it was written back in the 40's and 50's. Anyway, he said, "Every morning, get up and say, "I feel happy, I feel healthy, I feel terrific." And so, all my life, I've done that. I say, "I feel terrific. How are you doing? "I feel terrific. "How's life? "I feel terrific. "And if I'm laying in a hospital bed, "how are you feeling today? "I'm feel terrific." And so, they always feel terrific. And just by saying those words, it makes me positive and optimistic and happy. And so, I am just a genuinely happy person. I'm married to a wonderful woman. I got wonderful kids. I love my work. I constantly get better at it. That's a very important point, by the way. I continually get better at what to do. I'm 81 years old and I still read three hours a day. And I love to learn new stuff. So, I love to learn ideas that enable me to be even a little bit better. And that's really important. - Well, I gotta tell you, I'm a lot better because of this conversation. You don't need to, at this stage of your career, you don't need to be doing this. Why are you? - Well, because I really respect a person like you. Who is committed to helping other people to be better. And sometimes one liners from you in a course of an hour can change a person's life forever. And so, if you're willing to do it, I'm willing to work with you. - Amen. I could not appreciate you more. I'm so thank you, Lavin Ditchburn, by the way, for the introduction to this amazing man. Gotta give Lavin a shout out. He's the person that introduced us. Lavin Ditchburn, the world's greatest courage coach. - Well, thank you Chris. - So thank you. - Thank you, Lavin. - I want you to thank him better. - Oh, for setting this all up for us. And Brian, sincerely, I just wanna say thank you so much for making the time and sharing all this love. Really, I'm gonna call it love. You sharing love. - And my top talk is trying. - I love you Chris, and I wish you the very best of continued success. - Thank you, sir. I appreciate it. - Do I do it? What a wonderful, I never met him before. I never had any conversation, I never met him before. We didn't have one conversation. We exchanged maybe one email prior to doing this. And I feel like I've done the guy forever and I love the dude. So let's do this, all right, let's do this together. I've done versions of this, but I haven't done this. I haven't done it this way. And I just, before recording this, the outro, I hung up with Brian, I went on Amazon and ordered a bunch of spiral notebooks. Okay, so we're gonna do this, all right, let's do it. Let's get all in on this. I'm gonna be sending him a link to the All-In Audio program too. 'Cause I do, I do wanna have a conversation with him, you know, I'm not trying to be disruptive, but I would like to open up a conversation with him about goals versus decisions, but that's for a hundred. Let's commit together to writing down for 30 days, 10 goals, one of the first things in the morning. You know, I start my mornings with best damn day in my life. And after I do that, wash up, up at oral hygiene and all that stuff. I go to the kitchen, I slam a glass of water. Now the next thing on my action, my morning routine now will be to write down 10 goals. And my spiral notebooks arrive tomorrow. So I'll just do it on a piece of paper tomorrow morning and then I'll shift over to the spiral notebook. - Do it. - Do it. All right, you guys now. Last thing, if you're, as always, and I mentioned this in the introduction, but, you know, I actually, I didn't mention this in the introduction. If you don't have this, you know, this I thought of this, I didn't want to bring this up in our conversation 'cause the conversation, these interviews ain't about me. But I did think about this several times during the, during that beautiful conversation. If you don't have a copy, this book is selling like hotcakes. Just two years now, it's been out, which is amazing. It still feels like it's new. But yeah, get your copy of the book of Vental Toughness Monsters on Amazon. And if you're not getting the Daily Dose, that we need to fix that by going to ChristopherDorus.com/DD. Make sure for Daily Dose, then email, click, and you're getting all the goodness. All right, folks, as always, create miracles. Till next time. (upbeat music)