Brian Tracy: Сhange your life for the betterMay 30, 2021
When I was young I came across a statistic that, as you may have seen, said that the average person only uses about 10% of their potential and the other 90% goes unused throughout their
life. Well, recent research shows that statistic is not so. It is true that the average person only uses about 2% of their potential and the other 98% is stored like treasure buried in the ground and never used. What do people use that 2% for? Well, they mainly use it to chat at work and with their friends. friends use it to message and tweet use it to watch television the average person looks at a screen a screen five three to five hours a day if you're looking at a screen of some kind whether it's a computer or an iPhone or an iPad or a television and most of what they see is in category two, it is completely irrelevant and unimportant, it makes no difference to their lives, but anything you do over and over again becomes a habit, so today we have a whole generation of people who have the habit of looking at screens all the time and as a result, their lives go very, very slowly, so after asking
yourself, is this a good use of my time?
This business that I work in has tremendous consequences for me, so when I came to study thinking I said what is the activity that has the greatest potential consequences for you in
lifeand the answer is thinking because the quality of your thinking determines the quality of your actions the quality of your actions determines the quality of your results and in life everything in its results now, no matter how old you are, if you look at other people who are successful, there is one quality that successful people have and that is that They get a lot of results, they are known by everyone as the people who get the most results.
They are extremely results oriented. They think about results all the time. What is the characteristic of unhappy and unsuccessful people? It's just that they waste most of the time. What do people lose at work most of the time? They lose it talking to their friends when they go to work in the morning they don't go to work, they go and look for someone to talk to and it's like ducks in the pen quack quack quack quack wok wok wok wok wok wok if you go to any business office everyone quack quack quack like white wine white wine and then it's lunchtime so everyone goes out wok wok wok wok wok wok wok wok and everyone comes back wok wok wok wok wok wok wok and no one does any work everyone is kwok -wai squawking and then they come in they check their email and they check their facebook and then they go suit, quack, quack, have some coffee and then they go home.
I noticed that the work week in Russia starts at approximately one in the morning. until five at night, however, when I drive in traffic at 3:30 in the afternoon, the roads are full of cars. Because? Because everyone who leaves work at five actually goes home early so they can watch TV and they go home early so they can beat the traffic qua qua qua qua qua qua qua so most of the time at work is waste so I will give you another technique to transform your life is when you go to work work all the time when you go to work when you start first thing in the morning just work all day and don't do anything at work if someone wants to talk to you calm down , calm down, calm down, you say yes, but not now, let's talk later. work or talk on the weekend, but now I have to do my job and eventually people will stop talking to you and go talk to other people in wok wok wok wok wok and you will achieve two or three times more. every day if you just go to work and start working and work all day if you just develop the habit of working all day you will produce twice as much you will get paid twice as much you will get promoted twice as fast and this is true all over the world no matter what. the situation, by the way, I said this is a great opportunity in Russia, do you know that most of the most successful companies started at the bottom of a recession, most of the most successful careers, including Mine started at the bottom of a recession.
What happens in a recession is that it forces you to think much
betterthan before. They force you to make much
betterdecisions. They force you to take much better actions. They force you to concentrate more. Mindfully on the activities that have the greatest consequences and, as a result, times of great difficulty are also times of great opportunity for you and me because today you can grow faster and become stronger than perhaps has been possible in your life, so don't do it. complain about today's difficulties because, firstly, we can't do anything about them, and secondly, examine them to see what advantages or benefits they might have for you in the future.
Now here is the second question for you and I asked you this. question all the time because when I first heard it I didn't know the answer the answer the question is what is your most valuable financial asset and when I first heard it I thought wow, it's my house or my car or my bank account, no. Your most valuable financial asset is your ability to earn money. It is your ability to earn money. Your ability to make money is like an oil well from which the boss keeps leaking oil. You can lose everything in your world again.
So your ability to earn money is your most powerful and valuable financial asset. you have and your ability to make money, by definition, is your ability to get results that people will pay you for now. This does not mean that he is not a valuable person. Every human being has incredible value, but some people's ability to earn money is much greater than others. and your ability to make money is an asset so it can increase in value or decrease in value now this is what they study this is what they found in the studies the 80/20 rule they found in the bottom 80% of people who fight for money and worry about money all their lives, these people, when they take their first job, will work up to a certain level and then plateau and never get better for the rest of their lives unless they are forced to, for So, 10 years after starting.
Today, the average person is no more productive at getting results than they were after a year, but they find that people in the top 20 percent are very different: People in the bottom 80 percent increased their income by about 2 or 3 percent per year. the years when people in the top 20% increased their income at an average of about 11 percent per year, if your income increases by 11 percent per year, you will double your income every 6 or 7 years and then double it again and then double it again and soon you will live in a nice house and drive a nice car and send your kids to private schools and have a good bank account and be happy, but if you don't keep increasing your income nothing good will happen now what's the difference the answer is that people in the bottom 80% no longer learn after leaving school, but people in the top 20% are always learning new things and as a result they are increasing their ability to earn now one of my favorite statistics is measuring the highest paid people in America and by the way these statistics are true in almost every country, they looked at the top 500 executives of the 500 largest companies and every year they do this.
By calculating, they discover that last year the average person made about 10 million dollars, now this person started from the beginning in his first job with no ability to learn, no ability to get results at all and somehow today his companies They are voluntarily paying 10 million dollars. to come to work what has happened well the average senior executive earns 257 times the average salary of a person in his company 257 times we are not talking about double or triple that o-tama 257 times some senior executives earn 300 and 400 times the amount paid to an average person in your company, how can this happen?
This is what they discover every year and many people here find themselves in this situation every year, about 1 and 1/2 percent of the population starts working for the first time. They take their first job when they're adults and it's like a big marathon, it's a big race and everyone lines up and then the gun goes off and everyone starts running and then, like in a marathon, some people get a lot of advantage in this case in the Profits. career, the vast majority fall in the middle and some people fall far behind, so they just finished a 25-year study that I think is one of the best studies on success ever done.
They ask how it is possible that these people can earn so much. money in their paycheck, they were paid almost a million dollars a month to go to work and if they lost their job for any reason another company would hire them immediately and pay them 10 million dollars a year, how can this happen? The main university came back and they said, "Well, these people must be very intelligent, they must have special gifts, they must have established qualities or talents that could allow them to be so successful in life, so they went back and looked at their school records and the records in their first job and in their second job and you know what they found, these people were just average, even when they started their working life, they didn't look different from everyone else, they were just average, but then they all started practicing one strategy and This is the strategy that will c
hangeyour life and your career forever and it's so simple you can't believe it when these people took their first job the first thing they would do is go to their boss and say boss I want to make a valuable contribution in this job and I want to be successful in this company which skill would help me be more successful to make a more valuable contribution and the boss would say well if you were really good at this negotiating, building teams, selling or reading financial statements, if you were really good at this , then you would be much more valuable than the average person, so they would say okay and write down the development of that skill as a goal, such as a lesson plan for a subject in school, you say you wanted to be a doctor or an engineer ?
They would tell you the courses you would have to take to obtain that degree, so in this case they would decide well. I would need to read them. books and they would ask what are the best books on this skill and write them and then ask what are the best audio programs to listen to for this skill, preferably Ryan and Tracy's audio programs are the best and third of all what courses and seminars that I should attend to develop this skill and finally what can I do every day to develop the skill, how can I act and they would go to work and work on this skill as a sniper instead of a machine gunner. they would work on one skill and it might take them a month, instead of three months and it might take them a year, but they would work every day on that skill and here's the magic number: the magic number was 2 hours a day. 5 days per week 10 hours in total 2 hours per day of personal study on a single skill 5 days per week now here in Moscow how many total hours are there in a week now how many total hours are there in a week is 24 hours per day multiplied for 7, you can use a calculator if you want or you can ask your friend and the answer is 168 hours.
I know it was very difficult for college students to calculate how many hours there are in a week, but that's where we started. so there are 168 hours in a week everywhere now what we are saying is that if you want to get to the top of your field and be one of the highest paid and most successful people in life, take 10 of those hours and invest them in yourself , that's it and this turned out to be the strategy practiced by all the important people I have worked with, the presidents of some of the largest companies in the world, and they spent 2 to 3 hours each week reading and improving their skills, since You know, the third.
The richest man in the world is a man named Warren Buffett Warren Buffett worked delivering newspapers when he was 14 and 15 years old, he got up at 5 in the morning and when it got dark and everyone was asleep, he delivered newspapers. and he did it for more than two years, he delivered 200,000 newspapers during that time and he earned one by sending a coke back, if you want today, one ruble per newspaper and he saved the money and it grew $2,000 and that $2,000 was his first investment and he made that investment after careful study and the investment grew, so he invested more money and that investment grew last year.
His total investments are worth 350 billion dollars. The third or fourth largest company in the United States. One of the largest companies in the world last year. His profits were twenty-five billion dollars, by the way, twenty-five billion dollars is good, it's a good amount for one person to grow a company that generates twenty-five billion dollars in profits and Warren Buffett has the same schedule almost every day and what he does is he comes to work and spends 80% of his time studying and reading topics related to his business, only 20% is in meetings or phone calls or anything else.You spend 80% of your time learning new things so you can make better decisions. and get better results, then a question I sometimes ask adults: How many hours a week do you spend studying new topics to help increase your productivity and value?
Then they discovered that these experts, these highly paid people viewed the ability to make money as a ladder. and a ladder has steps and each step is a skill and when you learn a new skill you increase your ability to earn money you also increase your ability to use your other skills and every time you learn a new skill your ability to earn money increases and when you learn a new skill, your ability to earn money increases and each new skill you learn makes you become more and more valuable and people will pay you more and more money for the results you can get now.
If at any point you decide to stop climbing the ladder of success, you will level out like most. people do it 80%, but then you will start to decline because whatever skill you have is becoming obsolete at a rapid rate and nowadays it is becoming obsolete faster than ever, so if you are not constantly moving up the ladder, you are actually moving forward. They go down the ladder and people don't understand why their income doesn't increase because they don't become more productive they aren't learning new skills they aren't working on themselves to be more successful so increasing their ability to earn is the strategy used by highest paid people in the world today, every week they spend 10 hours or more studying new skills, the only skill that can help them the most, they keep climbing that ladder and it just becomes a habit, a part of their life is learning like a part of your life maybe watching TV or playing sports or something else, part of your life is learning all the time, in fact in some of my seminars I say, here's a question, what are you learning today?
In other words, what is the topic? what you're working on today and what you should do is ask people at break say what's what's your topic today what are you working on what to do what are you learning today and everyone should have an answer? Well today. I'm working on strategy today I'm working on sales today I'm working on presentations today I'm working on team-building skits everyone should be working on developing a new skill a friend of mine wrote a best-selling book a couple years ago and basically what it said is that whatever got you to where you are today is not enough to keep you there today to go further, you must develop new skills and new abilities, how long does this last throughout your life for the rest of your life? life when you are surrounded by rapid c
hanges in information, technology, competition and government policies, while there are rapid changes outside of you, there must be rapid changes and even more rapid changes within you if you want to be successful so that the best people are the ones who They keep learning new skills all the time.
He was reading something about philosophy a couple of years ago and he was saying that there are only certain things that a person can do on their own, a person can only breathe on their own, a person can do it. he only eats for himself the person can only drink for himself a person can only learn for himself so the only thing only you can do is learn no one else can do it for you no one else can give it to you you can only learn new things through of hard work and when I discovered the idea of continuous learning I thought it was a miracle.
I come from a poor home. We never had any money when I left school. I didn't graduate. My first job was washing dishes in the back of a small hotel and when I lost that job I got a job washing cars in the winter, you know what that's like when I lost that job I got a job washing floors with a cleaning service and I thought that washing was in my future my wife She always gave me things to wash because she says she doesn't want me to lose my skill so I traveled and worked on farms I worked in construction I worked in hard labor I worked in digging wells I worked in factories stacking wood I worked in a ship in the North Atlantic I worked in day labor jobs until I was 23 years old and when I couldn't get a day labor job like many people here I got a job in sales and in sales I was a complete failure because I had no training so for six months I worked and I worked and worked and I'm not having any success.
I say that starting in sales without any skills is a wonderful weight loss program because if you don't sell you don't eat and I lost. I lost a lot of weight in those six months and finally did something that changed my life. I went to the boss of our company, who was a little older than me but he earned ten times more than me, and asked him. why are you so successful why why are you making so much money and he said well, show me your sales system, your sales process and I'll give you feedback on it.
I told him well, I don't have a sales system, I just knock on doors and talk to people until they tell me they're not interested and then I go and do it over and over again and I got up at 6:00 or 7:00 in the morning. morning I was knocking on doors from 8 o'clock in the morning when people came to work and I worked all day and then I went out and knocked on doors of apartments and houses and I worked 12 sometimes 14 hours a day and sometimes I worked 12 hours and he wasn't making a sale and it was a small sale, he said no, no, he said that's not the way to sell, he said the way to sell is to ask questions and then look for ways to help your customers achieve their goals with our products.
That's when I went out and started asking questions instead of talking and people started answering me differently and then I started reading sales books and then I started listening to sales audio programs and then I started going to sales seminars and every time I learned something new my sales went up and up in a year I earned ten times more at the age of twenty-five I earned more than I ever dreamed I would earn in my life I earned more than my father had earned Earned after 40 years of hard work. I could not believe it. What I learned was that every field has formulas for success, it has recipes that you can follow and that if you do what other successful people do, you will eventually get the same results.
They always do it for the rest of my life every time I go into another business and I've been in 22 different businesses. I would sit and study. I say what is the formula for success in this business. How do people succeed? Which ones are in the top 20? % of companies and top 20% of people do it and then I would do that and soon I would get the same result and people would ask how you can be successful. You've never been in this business before. I said I just read the books I just talked to the most important people and they told me what to do.
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