Lead the Field by Earl Nightingale Audiobook

you are about to hear the newlead the field by earl nightingale performed by earl nightingale copyright 2015bn publishing online at bnpublishing.com this is earl nightingale withthe new edition of lead the field this program is about 12 ideas that willbring order and success into our lives these ideas will work wonders regardlessof what we choose as the main thrust of our lives for these are the great ideasthat have evolved over the centuries and together they form a constellation by whichyou and i can safely and successfully navigate the great spanish philosopher ortega remindedus that we human beings are the only creatures on the planet earth that are born into anatural state of disorientation with our world that is while all other creatures are guidedby instinct of which they’re neither aware nor have the capacity to question each of us ashuman creatures was given the godlike power to create his or her own life and each of us doesexactly that all the years of his or her life every day we put in place actions and ideasthat will determine the shape and substance of our tomorrows for some those ideas and actionslead inevitably to extraordinary achievement and rewards for most they tend to lead to a kind ofmiddle ground in which great numbers of people take their cues from each other without questionor consideration and for some those actions and ideas lead to repeated frustration and problemsas they spend their lives in the bottom layers of the socio-economic pyramid successorfailure as a human being is not a matter of luck or circumstance or fate or the breaks or whoyou know or any of the other tiresome old myths and cliches by which the ignoranttend to excuse themselves it’s a matter of following a common sense paradigmof rules guidelines anyone can follow this program lead the field has changed more lives broughtabout more success stories helped create more millionaires saved more careers important jobsand marriages than any other program ever produced and the rules we talk about here don’t changethey apply to any situation under any and all circumstances we never have to say i wonderwhat’ll work in this particular situation all we have to do is make these ideas our ownand we begin with what i call the magic word we all want good results from life in ourhome our work and in all our contacts with other people and the most important singlefactor to guarantee good results day in day out all the months and years of our livesis a healthy attitude attitude is the magic word attitude is defined as the position or bearingas indicating action feeling or mood and it is our actions feelings or moods which determinethe actions feelings and moods of others our attitude tells the world what we expect in returnif it’s a cheerful expectant attitude it says to everyone with whom we come in contact that weexpect the best in our dealings with our world you see we tend to live up to our expectations andothers give to us as far as their attitudes are concerned what we expect our attitude is somethingwe can control we can establish our attitude each morning when we start our day in fact we do justthat whether we realize it or not and the people in our family all the people in our world willreflect back to us the attitude we present to them it is then our attitude toward life whichdetermines life’s attitude toward us cause and effect everything we say or do will cause acorresponding effect if we’re cheerful glad to be experiencing this miracle of life otherswill reflect that good cheer back to us we are the kind of person others enjoy beingaround you and i are responsible for our lives you and i produce causes all day long every dayof our lives the environment can only return to us a corresponding effect that’s why i see each ofus determines the quality of his or her own life we get back what we put out here’s a way to testthe past quality of your attitude would you say people tend to react to you in a smiling positivemanner with friendly greetings when you appear your answer to that question will tell a story iremember the time when a man and his wife bought a home across the street from me in floridathey had moved there from minnesota they had planned the move for years they were tired ofthe northern winters and he was an avid fisherman several months passed after their move and oneday i was surprised to see them packing i walked across the street and asked the man if they wereleaving so soon after they made the move he nodded my wife hates it here he said we’re going backhome i asked him how in the world his wife could hate it there what his wife didn’t like about theplace and with a few questions the truth came out she hasn’t been accepted here he said the otherwomen of the community have left her strictly alone she’s made no friends she hasn’t been askedto participate in any of the community activities so i asked him has she let the other womenknow she’s interested in participating in community activities he stoppedwhat he was doing and looked at me no he said no she hasn’t she’s beenwaiting for the women to ask her and since she stayed in the house waiting forthem to come to her they’ve thought of her as reclusive as a person who’s not interestedin making friends so they’ve left her alone well there was a long silence and he begannodding yes that’s exactly what’s happened he said yes the women of the neighborhood should have cometo her and introduced themselves or invited her to a tea or luncheon but they were reacting to hershe didn’t know that the community could only give her back a reflection of her own attitude he wasa woman in her 60s who had never learned the first important rule for successful living thatour surroundings will always reflect us that our environment is a mirror often a mercilessmirror of ourselves as soon as a person begins to change his or her surroundings will change andit works like this great attitude great results good attitude good results fair or averageattitude fair or average results poor attitude poor results so each of us shapes his or herown life and to an altogether unexpected extent the shape and texture the quality or thelack of quality of our lives is determined by our habitual attitude that sounds simpledoesn’t it but it’s not quite that easy for most of us learning this new habit takes time butonce it becomes a habit knit part of our lives our world will change as dramatically as would walkingfrom a dark cave into the bright light of day most people never think about theirattitudes at all for most of them it’s a matter of beginning each day in neutral theirattitudes are neither good nor bad but are poised to react to whatever stimuli they encounter if thestimulus is good they’ll reflect it if it’s bad they’ll reflect that too they’re chameleons andthey go through their days reacting to whatever confronts them and these are the people of ourenvironment that’s why it’s so important for us to control our attitudes tomake sure they’re excellent or good a person with a poor attitude toward learning forexample isn’t going to learn very much i know you can think of examples of this in your own life ifwe take the attitude that we can’t do something we generally will not do it an attitude of failureand we’re whipped before we start it was william james of harvard the founder of psychology inamerica who said human beings can alter their lives by altering their attitudes of mind intrying to describe the attitude that’s worked so well for me over the years i found myselfusing two important words gratitude and expectant first i’m grateful for the opportunity to liveon this beautiful and astonishing planet earth i wake up with a sense of gratitude inthe morning secondly i expect the best i expect to reach the goals i establish for myselfabout which we’ll talk a good deal more later in the program i find the idea of fulfilling thosegoals agreeable hence the attitude of expectancy i know the world will give me back what i putout in the way of attitude so it’s up to me i’m responsible there are millions of humanbeings living narrow darkened frustrated lives living defensively simply because they take adefensive doubtful attitude toward themselves and as a result toward life in generala person with a poor attitude becomes a magnet for unpleasant experiences whenthose experiences come as they must because of his attitude they tend to reinforce his poorattitude thereby bringing more problems and so on the person becomes an example of self-generatingdoom-fulfilling prophecy and it’s all a matter believe it or not of attitude we get what weexpect and our outlook on life is a kind of paintbrush and with it we paint our world it canbe bright and filled with hope and satisfaction or it can be dark and gloomy lugubrious it’shard to convince people sometimes that the world they experience is a reflection of their attitudethey take the attitude that if people would only be nice to them they’d be nice and return they’relike the person sitting in front of the cold stove waiting for the heat until they put inthe fuel there’s not going to be any heat it’s up to them to act first it has tostart somewhere let it begin with us attitude is the reflection of the person insideconsider for a moment the people who go sailing through life from one success to another andwho when they occasionally fail at something shrug it off and head right out again no matterwhat a person does wherever you find a person doing an outstanding job in getting outstandingresults you’ll find a person with a good attitude these people take the attitude toward themselvesthat they can accomplish what they set out to accomplish they take the attitude that achievementis the natural order of things and it is that there’s no good reason on earth why they can’tbe as successful as competent as anyone else they have a healthy attitude towardthemselves and as a result toward life and the things they want to accomplishand because of that they accomplish some remarkable things and come to be calledsuccessful and outstanding and brilliant and lucky and so on they’re quite frequently nosmarter or more talented than most other people but they have the right attitude they find theiraccomplishments not too difficult simply because it seems so few others are really trying orreally believe in themselves as to luck forget it luck is what happens when preparedness meetsopportunity and opportunity is there all the time a person can be very efficient at his or her workbut if the corresponding excellent attitude isn’t present well the person’s a failure a robotcan do a great job but only a human being can a noble work with a great attitude and byso doing touch it with the magic of humanness make it come alive and sing make it trulyworthwhile that my friend makes the difference successful people come in all sizes shapesages and colors and in widely varying degrees of intelligence and education but theyhave one thing in common they expect more good out of life than bad they expect tosucceed more often than they fail and they do now there are things you want worthwhile thingstake the attitude that there are a lot more reasons why you can reach those goals thanfail in the attempt go after them work at it keep your attitude positive cheerful and expectantand you’ll get them and as you do you’ll grow to new plateaus and be able to accomplish stillmore and remember this our environment the world in which we find ourselves living and workingis a mirror of our attitudes and expectations if we feel that our environment could stand someimprovement we can bring about that change for the better by improving our attitude the worldplays no favorites it’s impersonal it doesn’t care who succeeds or who fails nor does it care if wechange our attitude toward life doesn’t affect the world and the people in it nearly so much as itaffects us it would be impossible to even estimate the number of jobs that have been lost promotionsor good grades missed sales lost or marriage is ruined by poor attitudes but you can number inthe millions the jobs which are held but hated the marriages which are tolerated but unhappythe parents and children who fail to understand and love one another all because of people whoare waiting for the world and others to change toward them they don’t understand that whatthey’re getting is a reflection of themselves nothing can change until we do when we changeour worlds will change the answer is attitude how does one develop a good attitude thesame way one develops any other factor practice one good way is to stick a small sign onthe bathroom mirror on which is printed the word attitude that way you’ll see it first thing everymorning you might have another one in your car and at your place of work we need to smile morespeak to people go out to people everything in the world we want to do or get done we must dowith and through people every dollar we will ever earn must come from people everything worthwhilethe person we love and with whom we want to spend the rest of our life is a human being with whomwe must interact our children are individuals each different from any other person who everlived and what affects them most is our attitude the loving kindness they see and feel wheneverwe’re around them if you begin to develop and hold an attitude that says yes to life and the worldyou’ll be astonished at the changes you’ll see someone once said life is dull only to dullpeople it’s true of course it’s also true that life is interesting only to interesting peopleand life is successful only for successful people we must be the epitome the embodiment wemust radiate success before it’ll come to us we must first become mentally from an attitudestandpoint the people we wish to become many years ago a famous los angeles restaurateur wasasked by a newspaper reporter when did you become successful and he replied i was successful wheni was dead broke i knew what i wanted to do and i knew i’d do it it was only a matter of time hehad a successful attitude long before the success he sought had become a reality the greek germanphilosopher and writer gerta put it this way before you can do something you must be somethingbut let me prove my point by giving you a test if you will conscientiously go about the testi’ll outline and concentrate on it every day you’ll find yourself becoming lucky as theuninitiated call it all sorts of wonderful things will begin happening in your life and it’llshow you what a great attitude can mean so here’s the test treat every person with whom you comein contact as the most important person on earth now you do that for three excellent reasons one asfar as every person is concerned he or she is the most important person on earth two because that’sthe way human beings are to treat each other and three by treating everyone this way we beginto form an important habit there’s nothing in the world that men women and children want to needmore than self-esteem the feeling that they’re important that they’re recognized that they’reneeded that they count and are respected they will give their love their respect and their businessto the person who fills this need even if it’s a short encounter have you ever noticed that thehigher you go in any organization of value the nicer the people seem to become it works this waythe bigger the people the easier it is to talk to them to get along with them and work with them sothey naturally matriculate to the top it’s their attitudes and the people with great attitudesjust naturally gravitate to the top of whatever business or department they’re in they don’thave great attitudes because of their positions they have their positions largely because of theirgreat attitudes for the purposes of this test act toward others in exactly the same manner that youwant them to act toward you treat the members of your family as the very important people theyreally are the most important in the world carry out into the world each morning thekind of attitude you’d have if you were the most successful person on earth notice howquickly it develops into a habit and almost immediately a change will be noticed irritationsthat used to frustrate you begin to disappear when some less informed person gives you a badtime don’t let his poor attitude infect yours keep yours in hand keep it good keep cool above itall and smiling if someone cuts in front of your car or acts in any other manner that shows a lackof courtesy don’t react as he would smile it off destructive emotions such as angerhatred or jealousy don’t hurt others they hurt you they can make yourlife miserable they can make you sick forgive everyone who ever hurt you really forgivethem and then forgive yourself that’s all past stewing over it exhuming it can only makeyou sick forgive and forget it get rid of it you’ve risen above that sort of thing and as youdevelop a great attitude you’ll probably realize that you’ve already placed yourself on the road towhat you seek you’re well on your way it makes no difference how successful you may have been in thepast you’ll be delighted with the ease and comfort of your new life the bad or poor attitudes ofothers can be as infectious as the common cold it’s important that we look on them in thislight as infectious conditions that can only end by hurting and annoying us if we allow ourselvesto catch them like the doctor often working with people with infectious conditions we must keepourselves healthy we simply don’t have time for that sort of thing whoever started the clichelife’s too short certainly knew what he or she was talking about it really is too short much tooshort to spend any of our valuable time mimicking the attitudes of others unless they’re good agreat attitude does much more than turn on the lights in our worlds it seems to magically connectus to all sorts of serendipitous opportunities that were somehow absent before the change maybethat’s what people mean when they say we’re lucky suddenly we do find ourselves getting theso-called breaks but it’s really nothing more than this new connection with the world that comes witha great attitude we find ourselves doing more and doing it in less time we put ourselves directly inthe path of all kinds of serendipitous happenings when you begin to develop a better attitudeyou should realize that you’ve already placed yourself in the top five percent of thepeople the most successful people on earth you’ve placed yourself on the road to what youseek you’ve prepared the ground you’ve only to plant the seed now in summing up here are a fewpoints to keep in mind first it’s our attitude at the beginning of a difficult task which morethan anything else will bring about its successful outcome secondly our attitudes toward othersdetermine their attitudes toward us we’re all interdependent the success we achieve in life willdepend largely on how well we relate to others thirdly before you can achieve the kindof life you want you must think act talk and conduct yourself in all of your affairsas would the person you wish to become keep a mental picture of that person beforeyou as often as you can during the day and fourthly remember that the higheryou go in any organization of value the better the attitudes you’ll find andthat attitudes are not the result of success success is the result of great attitudes andfinally the deepest craving of the human being is for recognition and self-esteem to be neededto feel important to be recognized and appreciated that includes our loved ones and all the peoplewith whom we come in contact during our days to make these important principles a habit knitpart of our lives here are some suggestions since our minds can hold only one thought at a time makethe thoughts you hold constructive and positive look for the best in people and ideas beconstantly alert for new ideas you can put to use in your life don’t waste time talking about yourproblems to people who can’t solve them or your health unless it’s good or you’re talking to yourdoctor it won’t help you it cannot help others radiate the attitude of well-being and confidencethe attitude of the person who knows where he or she’s going you’ll find all sorts of good thingshappening to you and lastly treat everyone with whom you come in contact as the most importantperson on earth start this habit practice it consistently and you’ll do it and benefitfrom it for the rest of your life thank you in the year 1843 a man was born who was to havea profound effect upon the lives of millions of people his name was russell herman conwellhe became a lawyer then a newspaper editor and finally a clergyman it was during his churchcareer that an incident occurred which was to change his life and the lives of countlessothers one day a group of young people came to dr conwell at his church and asked him if he’dbe willing to instruct them in college courses they all wanted a college education but lackedtheir money to pay for it he told them to let him think about it and come back in a few days afterthey left an idea began to form in dr conwell’s mind he asked himself why couldn’t there be afine college for poor but deserving young people and before very long the idea consumed him why notindeed it was a project worthy of 100 dedication complete commitment and almost single-handedly drconwell raised several million dollars with which he founded temple university today one of thecountry’s leading schools he raised the money by giving more than 6 000 lectures all overthe country and in each one of them he told a story called acres of diamonds it was a truestory which had affected him very deeply and it had the same effect on his audiences the moneyhe needed to build the college came pouring in the story was the account of an africanfarmer who heard tales about other farmers who had made millions by discovering diamondmines these tales so excited the farmer that he could hardly wait to sell his farm and goprospecting for diamonds himself so he sold the farm and spent the rest of his life wandering theafrican continent searching unsuccessfully for the gleaming gems which brought such high priceson the markets to the world finally the story goes worn out and in a fitted despondencyhe threw himself into a river and drowned meanwhile back the ranch or farm in this casethe man who had bought his farm happened to be crossing the small stream on the propertywhen suddenly there was a bright flash of blue and red light from the stream bottom he bent downpicked up the stone it was a good sized stone and admiring it later put it on his fireplace mantleas an interesting curiosity several weeks later a visitor picked up the stone looked closely at ithefted in his hand and nearly fainted he asked the farmer if he knew what he’d found when the farmersaid no that he thought it was a piece of crystal the visitor told him he had found one of thelargest diamonds ever discovered while the farmer had trouble believing that he told the man thathis creek was full of such stones not as large perhaps as the one on the metal but well they weresprinkled generously throughout the creek bottom needless to say the farm the first farmerhad sold so that he might find a diamond mine turned out to be the most productivediamond mine on the entire african continent the first farmer had owned free and clear acres ofdiamonds but had sold them for practically nothing in order to look for them elsewhere while themoral is clear if the first farmer had only taken the time to study and prepare himself to learnwhat diamonds looked like in their rough state and since he had already owned a piece of the africancontinent to thoroughly explore the property he had before looking elsewhere all of his wildestdreams would have come true now the thing about this story that so profoundly affected dr conwelland subsequently millions of others was the idea that each of us is at this moment standing inthe middle of his or her own acres of diamonds if we’ll only have the wisdom and patience tointelligently and effectively explore the work in which we’re now engaged to explore ourselveswe’ll usually find the riches we seek whether they be financial or intangible or both beforewe go running off to what we think are greener pastures let’s make sure that our own is not justas green or perhaps even greener it’s been said that if the other guy’s pasture appears to begreener than ours it’s quite possible that it’s getting better care besides while we’re lookingat other pastures other people are looking at ours there are few things more pitiful to my mindthan the person who wastes his life running from one thing to another forever lookingfor the pot of gold at the end of the rainbow and never staying with one thing long enough tofind it no matter what your goal may be perhaps the road to it can be found in the verything you’re now doing it wasn’t until he was completely paralyzed by polio and forcedto reach into the rich resources of his mind then a courageous farmer got the idea of producingexceptionally good meat products on his farm from that idea one of the country’s mostsuccessful meat packing companies was born his farm contained acres of diamonds toohe just never had to dig for them before your mind is your richest resource let itthoroughly explore the possibilities lurking in what you’re presently doing before turningto something new i see that because there were probably good reasons for your having chosen yourpresent work in the beginning if there weren’t and if you’re unhappy in the field you’re in well thenperhaps it’s time for some serious exploration dr russell conwell’s life is a living exampleof the importance of a willingness to change once one’s own pasture hasbeen thoroughly explored i said that dr conwell began as a lawyer thenlater changed to become a newspaper editor before he finally found his true calling as aclergyman and the founder of a great university one of the best examples of a personfinding acres of diamonds hiding in his work is stu leonard of connecticut he began as a dairyroot delivery man as he worked his rounds he began to think of all the products connected to thedairy business that his customers really needed he bought a working dairy with very littledown and a lot of hard work and began building his business around it keeping the workingdairy intact in the center of his operations and surrounding it with windows through whichhis customers could watch the process he began adding other products today his dairy store isthe largest in the world and it sells everything in the food line people come from all over theentire area to shop at stu leonard’s dairy store and they love it and he loves them people who aretoo old infirmed to come to his store on their own are picked up in stool energy buses and brought tothe store he has a multi-million dollar business that grew out of a delivery route the diamondswere there and stu leonard made the most of them every kind of work has such opportunity lurkingwithin it the opportunities are there now clamoring to be noticed but they cannot speak orprint signs for us to read our part of the bargain is to look at our work with new eyes with the eyesof creation tyrande said it is our duty as men and women to proceed as though limits to our abilitiesdo not exist we are collaborators in creation man i knew in arizona began with a smallgas station one day sitting at his desk and watching through the window while one ofhis young attendants filled a man’s gas tank he watched the customer while he stoodabout waiting for the job to be finished it dawned upon him that that man had moneyin his pockets and there were things he needed or wanted that he’d paid for if they wereconveniently displayed where he could see them so he began adding things fishing tackle thenfishing licenses hunting and camping equipment rifles shotguns ammunition hunting licenses hefound an excellent line of aluminum fishing boats and trailers he began buying up the contiguousproperty around him then he added an auto parts department he’d always carried cold soft drinksand candy but now he added an excellent line of chocolates in a refrigerated case before long hesold more chocolates than anyone else in the state he carried thousands of things his customers couldbuy while waiting for their cars to be serviced all the products he sold also guaranteed that mostof the gas customers in town would come to his station he sold more gas he began cashing checkson friday and the bonanza grew and grew it all started with a man with a human brain watching acustomer standing around with money in his pockets and nothing to spend it on others would have livedand died with a small service station and they do my friend saw the diamonds both my friend inarizona and stu leonard in connecticut are customer oriented serve the customer serve thecustomer better than anyone else is serving the customer stu leonard has his company policyconspicuously displayed in his store for all to read and it goes like this rule number onethe customer is always right rule number two if you think the customer is wrong read rulenumber one again many service station operators upon seeing a wealthy customer drive in might sayto themselves i ought to be in his business not so there’s just as much opportunity in one businessas another if we’ll only stop playing copycat with each other and begin to think creatively begin tothink in new directions it’s there believe me and it’s our job to find it take the time to stand offand look at your work as a stranger might and ask why does he do it that way has he noticed how whathe’s doing might be capitalized upon or multiplied if you’re happy with things as they are then byall means keep them that way but there’s great fun in finding diamonds hiding in ourselves and in ourwork we never get bored or blase or find ourselves in a rut a rut we’re reminded is really nothingmore than a grave with the ends kicked out some of the most interesting businesses in the world grewout of what was originally a very small idea in a very small area if something is needed in one townthen the chances are it’s also needed in all towns and cities all over the country you might also askyourself how good am i at what i’m presently doing do you know all there is to know about yourwork would you call yourself a first class professional at your work how would your workstand up against the work of others in your line the educator and author jb matthews wrote unlessa person has trained himself for his chance the chance will only make him ridiculous agreat occasion is worth to a man exactly what his preparation enables him to make of it i’m suredr matthews intended to include the female half of the world in that statement i’m often appalledby how little people know about the business they’re in that’s not my department they’ll sayi suppose if they see a fire starting in someone else’s department they wouldn’t report it mostreal estate people don’t sell homes and property they show homes and property something asix-year-old child could do they often know nothing at all about selling or marketing it theycall themselves real estate professionals they’re actually tour guides this is the living room theysay to intelligent men and women who already know what a living room looks like someone come tothink of it i think it was me once wrote that the human race is much like a convoy in time ofwar the whole menagerie is slowed down to protect the slowest ships and they march on in that dustyvalley unmindful of the diamonds beneath their feet the first thing we need to do to become adiamond miner is to break away from the crowd and quit assuming that because people in themillions are living that way it must be the best way it is not the best way it’s the averageway the people going the best way are way out in front they’re so far ahead of the crowd you can’teven see their dust anymore they’re the people who live and work on the leading edge the cuttingedge and they mock the way for all the rest we have a choice to make really you and i ittakes imagination curious imagination to know that diamonds don’t look like cotton polished gemstonesin their rough state nor does a pile of iron ore look like stainless steel to prospect your ownacres of diamonds develop a faculty we might call intelligent objectivity the faculty to stand offand look at your work as a person from mars might look at it within the framework of what industryor profession does your job fall do you know all you can about your industry or profession isn’tit time for a refreshing change of some kind how can the customer be given a better breakeach morning ask yourself how can i increase my service today there are rare and verymarketable diamonds lurking all around me have i been looking for them examining every facetof my work and of the industry or profession in which it has its life there are better waysto do what i’m presently doing what are they how will my work be performed 20 years fromnow everything in the world is in the state of evolution and improvement how can i dowhat will eventually be done anyway now think of what street leonard did with his dairyroute and my arizona friend with his small service station what famous amos did with his chocolatechip cookies what procter gamble did with soap sure there’s risk involved there’s no growth ofany kind without risk we start running risks when we get out of bed in the morning risks are goodfor us they bring out the best that’s in us they brighten the eye and get the mind cooking theyquicken the step and put a new shining look on our days human beings should never be settledit’s okay for chickens and cows and cats but it’s wrong for human beings people start todie when they become settled we need to keep things stirred up back in 1931 lloyd c douglasthe world famous novelist who wrote the robe magnificent obsession and other best-sellingbooks wrote a magazine article titled escape in that article douglas asked who ofus has not at some time toyed briefly with the temptation to run away if all the peoplewho have given that idea the temporary hospitality of their imagination were to have acted upon itfew would be living at their present addresses and of the small minority who did carry theimpulse into effect it’s doubtful if many ever disengaged themselves as completely as they hadhoped from the problems that hurled them forth more often than otherwise it may be surmised theypacked up their troubles in their old kit bags and took them along the pointof the article was simply don’t try to run away from your troubles overcomethem prevail right where you are what we’re really after is not escape from our perplexitiesand frustrations but a triumph over them and one of the best ways to accomplish thatis to get on course and stay there restate and reaffirm your goal the thing you want mostto do the place in life you want most to reach see it clearly in your mind’s eye just as youcan envision the airport in los angeles when you board your plane in new york or like a great shipin a storm just keep your heading and your engines running the storm will pass although sometimes itseems that it never will and one bright morning you’ll find yourself passing the harbor light thenyou can give a big sigh of relief rest a while and almost before you know it you’ll find your eyesturning seaward again you’ll think of a new harbor you’d like to visit a new voyage upon which toembark and once again you’ll set out and that’s just the way this funny-looking two-legged curiousimaginative tinkering fiddling dreamer called a human being operates he escapes from problems notby running away from them but by overcoming them and no sooner does he overcome one set of problemsbut he starts looking around for new and more difficult pickles to get himself into and out ofso if you find yourself looking at travel folders and thinking of running away go ahead think aboutit it’ll get your mind off things for a while then zero in on your goal more about thatlater and get busy take one thing at a time and before you know it you’ll start seeingthose diamonds scattered all over your world and you’ll be out in the clear again if you feellike running away from it all once in a while you’re perfectly normal if you stay and get ridof your problems by working your way through them you’re a successful citizen start taking an hour aday with a legal pad and dissect your work take it apart and look at its constituent parts there’sopportunity there that’s your acre of diamonds do the stories of people achieving unusual successdespite all manner of handicaps never failed to capture our attention they’re inspirational to besure but they’re much more than that if we study them closely the boy whose legs were terriblyburned and who was told he’d be lucky to ever walk again becomes a champion track star thewoman blind and deaf from birth becomes one of the most inspirational figures of the centuryand the poor children who rise to fame and fortune have nearly become commonplace in this age ofunprecedented immigration we read and see on television examples of people who arrived in thiscountry without any money and without knowing a word of english and who within a surprisinglyshort time have become wonderfully successful in fact the typical korean family that is immigratedto the united states during the past 20 years has a higher average income than the average americanfamily that was born and went to school here now how does that happen freedom personal liberty isthe most precious thing on earth it is also one of the rarest hence its great value people who manageto get to america despite mountainous problems and miles of red tape often find themselvesfree for the first time in their lives it’s a joyous wonderful experience for them and in thisnewfound freedom they set to work to find a place for themselves they go to work serving their newcountry and its people time means nothing to them but being free to pursue their own ends in therichest freest country on the planet is everything they all go to work and they work hard andtheir work is excellent first class as good as they can do it and is priced fairly you don’tsee them marching demanding higher pay or shorter hours all they want is the opportunity andonce that’s theirs they make the most of it in new york city a korean family managed to buya small convenience grocery store in midtown manhattan the first thing they did was clean itit sparkled with cleanliness then they stocked it with everything they felt the people in their areawanted in the way of things you find in a grocery store they were open early in the morning theystayed open late at night they never failed to smile and give a friendly greeting to theircustomers naturally they became wonderfully successful they were open seven days a week oneday customers coming to the store found it closed and on the door was a sign giving the reasonwhy it read we’ve gone to yale university to watch our son graduate that’s an american storythe true story of people who found joy and freedom and in the opportunity to serve theirfellow man and make the most of it what sets these people with such vast handicapssuch as not knowing the language not knowing the right people not having any money or the boy withthe burned legs who becomes the champion runner or a helen keller blind and deaf at birth what in theworld is the answer the answer if fully understood will bring you and me anything and everythingwe truly want and it’s deceptively simple we touched on it in our last message perhapsit’s too simple the people we’ve talked about here and the thousands currently doing the samething all over the country are in possession of something the average american doesn’t have theyhave goals they have a burning desire to succeed despite all handicaps they know exactly what theywant they think about it every day of their lives it gets them up in the morning and it keeps themgiving their very best all day long it’s the last thing they think about before dropping off tosleep at night they have a vision of exactly what they want to do and that vision carries themover every obstacle this vision this dream this goal invisible to all the world except the personholding it is responsible for perhaps every great advance and achievement of humankind it’s theunderlying motive for just about everything we see about it everything worthwhile achieved bymen and women is a dream come true a goal reached it’s been said that what the mind canconceive and believe it can achieve it’s the fine building where before there was anempty lot or an ancient eyesore it’s the bridge spanning the bay it’s landing on the moon and it’sthat little convenience store in midtown manhattan it’s the lovely home on a tree shaded streetand the young person accepting the diploma it’s the new baby in its mother’s arms it’sa low golf handicap and a position reached in the world of business it’s a certainincome attained or amount of money invested what the mind can conceive and believe it canachieve we become what we think about and when we’re possessed by an exciting goal we reachit that’s why it’s been said be choosy there for what you set your heart upon for ifyou want it strongly enough you’ll get it amen to that it’s been said that americans canhave anything they want the trouble is they don’t know what they want oh they want little thingsthey want a new car they get it they want a new refrigerator they get it they want a new homeand they get it the system never fails for them but they don’t seem to understand that it is asystem nor that if it’ll work for a refrigerator or a new car it will work for anything else theywant very much just as well perhaps that’s best people come in all shapes and sizes and with goalsof infinitely varying specifications if they have goals at all once a person fully and emotionallyunderstands that the goals that are important to him or her can become real in his or her lifewhile it’s like opening a jack in the box all sorts of interesting and exciting things begin tohappen quite often we become truly alive for the first time in our lives we look back at our formerlives and realize we were shuffling along the kind of lockstep that we were actually taking our cuesfrom those about us in the unspoken assumption that we’re all alike when nothing could befarther from the truth we are not all alike each of us is quite different with different abilitiesdifferent genetic profiles different wants in life what will wonderfully satisfy one particularfamily and represent complete success for them would be considered failure for another familyall because of their different aspirations their different plateaus in life the difference intheir lifestyles upbringings education every facet of our environment as youngsters has an effectupon us and helps to set our course in life the youngster who knew poverty as a child might aspireto be rich he might overcompensate because of the desolation of his youth while another youngman raised in an upper middle-class family who always had just about everything he wantedmight settle for a very middle-class adulthood things we’ve always had aren’t as important tous as they are to those who’ve been without them we talked about freedom on the preceding messageand how dear it is to those who never had it while most americans take it forgranted and never even think about it if you ask most americans what the mostimportant thing in the world is for a human being chances are they’d seldom come up with freedomyet as archibald mcleish wrote in his fine play the secret of freedom the secret of happinessis freedom and the secret of freedom courage to understand the subject and theimportance of goal setting we have to realize that it’s the very basis of any success it is in factthe very definition of success the best definition of success i’ve ever found goes like this successis the progressive realization of a worthy goal or in some cases the pursuit of a worthy idealif you give these definitions some thought i think you’ll agree with me success is theprogressive realization of a worthy goal it’s a beautiful definition of success itmeans that anyone who’s on course toward the fulfillment of a goal is successful nowsuccess doesn’t lie in the achievement of a goal although that’s what the world considers successit lies in the journey toward the goal we’re successful as long as we’re working towardssomething we want to bring about in our lives that’s when the human being is at his or her bestthat’s what cervantes meant when he wrote the road is better than the inn quite often romanticstories end with the loving couple getting married that’s just the beginning of the real storywhen the young person stands before his school’s president or principal and receives the diplomathat’s called commencement that’s the beginning it’s an important milestone to be sureand congratulations are certainly in order but where are you going from there once a personhas realized the goal for which he or she has so assiduously toiled that’s wonderful it’s time fora rest and some self-congratulations time to savor the achievement but we’re no longer successfulby my definition until we set a new higher goal toward which to work we’re at our best when we’reclimbing thinking planning working when we’re on the road towards something we want to bringabout i don’t mean by this that we should become workaholics far from it in fact it’s been wellestablished that the most successful men and women managed to live in a wonderful state of balancewith lots of recreation take that word recreate a part when you’ve got some time and you’ll findit interesting and they get lots of rest the mind works best when we’re properly rested and ourminds are the best and most important parts of us regardless of what we choose to do did you everhear an athlete say it’s about 90 mental whatever the percentage really is in a good game of golfor tennis it’s very large as we pointed out in the magic word our mental attitude could makeall the difference between winning and losing with our definition success being the progressiverealization of a worthy goal we cover all the bases the young person working to finish schoolis as successful as any person on earth the person working toward a particular position with hisor her company is just as successful if you have a goal that you find worthy of you as a person agoal that fills you with joy at the thought of it believe me you’ll reach it but as you draw nearand see that the goal will soon be achieved begin to think ahead to the next goal you’re going toset it often happens that a writer halfway through a book will hit upon the idea for his next one andbegin making notes or ideas for a title even when he’s finishing work on the one in progress that’sthe way it should be one of my favorite poems is by rabindranath tagore the distinguished calcuttapoet and it goes like this i slept and dreamt that life was joy i woke and saw that lifewas duty i acted and behold duty was joy we are at our very best and we are happiestwhen we are fully engaged in work we enjoy on the journey toward the goal we’ve establishedfor ourselves it gives meaning to our time off and comfort to our sleep it makes everythingelse in life so wonderful so worthwhile most people when they think of the wordsuccess tend to equate it with lots of money sometimes that’s a natural part of thegoal and tells us how well we’re doing but not always by any means success is whateverwe want it to be that is worthy of us that’s why i commented earlier that success may also be definedas the pursuit of a worthy ideal for example i can’t imagine anyone being more successful thanan outstanding teacher who’s striving to know more about the art of teaching and the subject matterthat will catch the interest of his or her pupils who understands that every student is differentand learns at a different rate of speed joy and satisfaction come to us from serving others andthere are literally millions of ways of doing that for those whose goals involve the serving ofgreat numbers of people chances are they’ll be richly rewarded indeed in fact for many a goalis a certain level of income or a certain amount of money in an investment account a goal is anindividual thing as individual as the person him or herself since no two people are exactlyalike it stands to reason that no two of us will have exactly the same goals one thing a goalmust do however is fill us with positive emotion when we think about it it must besomething we want very much to bring about the more intensely we feel about a goal the moreassuredly the idea buried deep in our subconscious will direct us along the path to its fulfillment i once used the quotation no onegets rich without enriching others i received a letter from a man in utah who wrotehow about those who get rich in the drug trade are those who produce and sell pornography howdo they enrich others it was a good question especially in these times i wrote back to himand told him that my definition of success is the progressive realization of a worthy goalcertainly people in the drug and pornography business would not qualify as successfulwhat they’re doing is counterproductive destructive and involves in the case ofdrugs the enslavement and death of thousands and i went on to say that while our needs are fewand relatively simple our ones in this incredibly affluent society are virtually endless bymeeting those wants whatever they may be we serve others not always to their benefit norto our own nor would i call those in drugs and pornography successful nor do their riches amountto much if they’re apprehended and sent to prison but i did stop using that quotation itis possible to get rich without enriching others but for most of us it’s not the waywe want to go it’s nothing to take pride in why bother when there are so many positiveexcellent and productive ways to serve others but whatever our goal happens to be if we staywith it if we’re fully committed to it we’ll reach it that’s the way it works it’s estimatedthat about five percent of the population achieves unusual success for the rest averages seem to begood enough most seem to just drift along taking circumstances as they come and perhaps hopingfrom time to time that things will get better i like to compare human beings with shipsas carlisle used to do it’s estimated that about 95 percent can be compared to ships withoutrudders subject to every shift of wind and tide they’re helplessly adrift and while they fondlyhope that they will one day drift into some rich and bustling port you and i know that for everynarrow harbor entrance there are a thousand miles of rocky coastline the chances of their driftinginto port are a thousand to one against them our state lottery is wax rich on such people so dothe slot machines in las vegas and atlantic city they look to luck but don’t seem to realizehow steeply the odds are stacked against them someone wins from time to time to be sure butthe odds are still there but the five percent who have taken the time and exercised the disciplineto climb into the driver’s seat of their lives who decided upon a challenging goal to reachand fully committed themselves to reaching it sail straight and far across the deep oceansof life reaching one port after another and accomplishing more in just a few years than therest accomplish in a lifetime if you should visit a ship in port and ask the captain for his nextport of call he’ll tell you in a single sentence even though the captain cannot see his porthis destination for fully 99 of the voyage he knows it’s there and that barring an unforeseenand highly unlikely catastrophe he’ll reach it all he has to do is keep doing certain thingsevery day if someone asks you for your next port of call your goal could you tell himis your goal clean and concise in your mind do you have it written down it’s a good ideawe need reminding reinforcement if you can get a picture of your goal and stick it to yourbathroom mirror it’s an excellent idea to do so thousands of successful people carry their goalswritten on a card in their wallets or purses when we ask people what they’re workingfor chances are they’ll answer in vague generalities they might say no goodhealth or happiness or lots of money that’s not good good health should be a universalgoal we all want that and do our best to achieve and maintain it but happiness is a byproduct ofsomething else and lots of money is much too vague it might work but i think it’s betterto choose a particular sum of money the better the clearer our goal is tofind the more real it becomes to us before long the more attainable happinesscomes from the direction in which we’re moving for example children are happier on christmasmorning before opening their presents than they are christmas afternoon no matter how wonderfultheir presence may be it’s after christmas they’ll enjoy their gifts to be sure but we often findthem queryless and irritable christmas afternoon we’re happier on our way out to dinner than weare on the way home we’re happy you’re going on vacation than we are coming home from it andwe’re happier moving toward our goals than even after they’ve been accomplished believe it or notthat’s why it’s so important to set new goals as soon as the current one is realized and we shouldnever stop this process all the days of our lives we should be engaged in moving toward earning andlooking forward to a new plateau on which to stand a new goal to accomplish if you like so manymillions of americans don’t know what it is you want sufficiently to name as your primary goal irecommend you make out a want list take a notepad go off by yourself and write down the things you’dreally like to have very much or do one might be a beautiful new home or a trip around the world avisit to some special country or place you might be yearning for a sailboat or a motor yacht orif you’re an avid fisherman you might want to go salmon fishing in alaska or trout fishing in newzealand it might be a business of your own or a particular position with your company it mightbe a certain income that will permit you to live the way you’d like to live or as i said earliera certain amount of money in good investments or in a savings account how about a specialmake of car or an addition to your present home just write down everything you can think of thatyou would really like to see come about in your life then when you’ve exhausted your wants goover the list again and number the items in the order of their importance then make number oneyour present goal listen to this message often as i hope you’ll listen to all the messages untilthey become a habit way of thinking and doing things believe me the system works it works everytime life plays no favorites if anyone can succeed and millions do so can you of one thing you maybe sure you will become what you think about if your thinking is circular and chaotic your lifewill reflect that chaos but if your thinking is orderly and clear if you have a goal that’simportant for you to reach then reach it you will one goal at a time that’s important that’s wheremost people unwittingly make their mistake they don’t concentrate on a single goal long enoughto reach it before they’re off on another track then another with the result that they achievenothing nothing but confusion and excuses i started looking for the so-called secret ofsuccess when i was 12 years old i read every book i could find on the subject i studied psychologyand sociology i studied the great religions of the world and i read the world’s greatestphilosophers and all of a sudden many years later i realized that in the hundreds of lives i’dstudied in the countless books i’d read a plain and simple truth had kept appearing it’s believedthat no one can learn anything until he or she is ready for it and apparently i was finally readyin my late twenties to finally see for the first time the secret i had searched for so long itwas simply this we become what we think about you see you are at this moment the livingembodiment of the sum total of your thoughts to this point in your life you can be nothingelse similarly five years from now you’ll be the sum total of your thoughts to that point in timebut you can control your thoughts you can decide upon that on which you wish to concentrate aboutwhat you think about from this point forward and you’ll become mad you’ll realize that goal as sureas anything on earth can be sure that’s why having a goal toward which to work is so very importantit gives our minds a focus in our lives direction by thinking every morning every night and as manytimes during the days again about this exciting single goal we’ve established for ourselves weactually begin moving toward it and bringing it toward us when we concentrate our thinking it’slike taking a river that’s twisting and turning and meandering all over the countryside andputting it into a straight smooth channel now it has power direction economy speed several billionsof human beings would give anything they have to enjoy the freedom and personal liberty you andi take for granted to have the right to choose their work and their goals to enjoy our bountifulstandard of living our educational system to know the peace and privacy of our homesand to have laws which protect the citizen rather than persecuting we have it all yet inthe midst of our plenty millions lead unhappy aimless lives they live in tinyprisons of their own fashioning these are the people who don’t know that each ofus each one of us not the economy or fate or luck or the breaks each one of us is in charge ofhis or her own life each one of us is completely responsible as carlisle put it the personwithout a purpose is like a ship without a rudder have a purpose in life and having it throw suchstrength of mind and muscle into your work as god has given you he also said a person witha half volition goes backward and forward and makes no way on the smoothest road but the personwith a whole volition advances on the roughest and will reach his or her purpose ifthere be even a little wisdom in it and munger said there is no road to success butthrough a clear strong purpose nothing can take its place a purpose underlies characterculture position attainment of every sort so decide upon your goal insist upon it look atyour goal card every morning and night and as many times during the days you conveniently canby so doing you’ll insinuate your gold into your subconscious mind you’ll see yourself as havingalready attained your goal and do that every day without fail and it will become a habit before yourealize it a habit will take you from one success to another all the years of your life for that isthe secret of success the door to everything you will ever ever be you are now and you mostcertainly will become what you think about do all creatures at birth are supplied witheverything they need for successful survival all creatures except one are supplied with aset of instincts that will do the job for them and because of that they don’t need muchof a brain take the magnificent bald eagle for example my wife and i saw dozens ofthem on a recent fishing trip in alaska to see one of them come swooping down andpluck alive and sizable fish from the water on a single pass is astonishing more astonishingstill is the eagle’s eyesight and because of its need to see small rodents moving in the grassfrom high altitudes or a fish just inches under the surface of the water its incredible eyestake up just about all of the space in its head for the eagle its eyes are the most importantthing and everything else works in unison with them its brain is tiny and rudimentary itdoesn’t think or plan or remember it simply acts in accordance with stimuli and it’sthe same with most other living creatures even the beautiful porpoise with a much largerbrain and the chimpanzee are easily tamed and taught only one takes 20 years to mature and hasdominion over all the rest of the earth itself and has today the power to destroy all life onearth in a couple of hours only one is given the godlike power to fashion its own life accordingto the images it holds in its remarkable mind everything fashioned by human beings is a resultof goal setting we reach our goals that’s how we know that the diseases that plague us will beconquered we’ve set goals to eradicate every disease that plagues us and eradicate themwe will one by one we have never set a goal that we have not reached even landing on themoon or are now in the process of reaching no one ever made a purposeful accomplishmentwithout a clear goal toward which to work i hope you’ve established yours and that you’vebegun to think about it frequently every day to impress it into your mind particularly yourremarkable subconscious where forces greater than we can imagine can come to your aid for a momentconsider the things your mind has brought you everything you have your work yourrelationship with your family and others your philosophy of life all come to youas a result of using your mind your religion now consider the estimate made by experts you haveprobably been operating on less than 10 percent of your mental capacity and probably much lessthan that in an article for the saturday review our old friend herbert otto psychologist educatorand chairman of the national center for the exploration of human potential reminded usthat many well-known scientists such as the late abraham maslow margaret mead gardnermurphy oh spurgeon english and carl rogers subscribe to the hypothesis that man is using avery small fraction of his capacities margaret mead quotes a six percent figure herbert autowrites my own estimate is five percent or less neurological research has shed new light onman’s potential work at the ucla brain research institute points to enormous abilities latent ineveryone by suggesting an incredible hypothesis they said the ultimate creative capacity of thehuman brain may be for all practical purposes infinite to use the computer analogyman is a vast storehouse of data but we have not learned how to program ourselves toutilize these data for problem solving purposes the following appeared in soviet lifetoday a ussr english language magazine it said the latest findings in anthropologypsychology logic and physiology show that the potential of the human mind isvery great indeed as soon as modern science gave us some understanding of the structureand work of the human brain we were struck with its enormous reserve capacity writes yepeminent soviet scholar and writer he continues man under average conditions of work and lifeuses only a small part of his thinking equipment if we were able to force our brain to work atonly half its capacity we could without any difficulty whatever learn 40 languages memorizethe large soviet encyclopedia from cover to cover and complete the required courses of dozens ofcolleges end of quote that statement is hardly an exaggeration it’s the generally acceptedtheoretical view of man’s mental potentials now how can we tap this gigantic potentialit’s a big and very complex problem with many ramifications but as herbert otto pointsout it’s clear that persons who live close to their capacity who continue to activate theirpotential have a pronounced sense of well-being and considerable energy they see themselvesas leading purposeful and creative lives the way most people use their minds can becompared to the time back in the early 19th century when just the eastern coast ofthe north american continent was settled just a strip along the east coast to the weststretched the raw undeveloped great bulk of what was later to become the incrediblyrich ninety percent of the economy 90 which resulted in the standard of living enjoyedtoday by americans if everything you have is the result of using just five percent of yourmind consider for a moment what it will mean to you and your family if you can increase thispercentage this cassette will show you how to use infinitely more of your mental powers how todevelop some of that more than 90 virgin territory none of us as a rule has the slightest notionof the real capabilities of his or her mind but believe me when i say that your mind canbe compared to an undiscovered gold mine and it makes no difference whether you’re 17 or70.Look at it this way your goal is in the future your problem is to bridge the gapwhich exists between where you now are and the goal you intend to reach this is theproblem to solve robert seashore then chairman of the department of psychology at northwesternuniversity pointed out that successful people are not people without problems they’re simplypeople who’ve learned to solve their problems and there you have it living successfullygetting the things we want from life is a matter of solving the problems which stand betweenwhere we now are and the point we wish to reach no one is without problems they’re part ofliving but let me show you how much time we waste in worrying about the wrong problemshere’s a reliable estimate of the things people worry about things that never happen forty percentthings over and past that can never be changed by all the worry in the world 30 needless worriesabout our health 12 petty miscellaneous worries 10 real legitimate worries 8 percent in short92 percent of the average person’s worries take up valuable time cause painful stress evenmental anguish and are absolutely unnecessary and of the real legitimate worries there aretwo kinds there are the problems we can solve and there are the problems beyond our ability topersonally solve but most of our real problems usually fall into the first group the oneswe can solve if we learn how there must be millions of people today who feel they’re beingbarred from the life they want because they look upon problems not as challenges to be met butas wide chasms beyond their ability to bridge a little research proves that successfulpeople have the same kinds of problems one of the very real benefits of working with apsychologist or psychiatrist comes from learning that there are hundreds of thousands even millionsof other people with problems identical to our own so the whole thing boils down to a matternot of problems which are common to us all but to our ability to solve them now i’m going toassume you’ve decided on a goal remember you will become and you will achieve what you think aboutthat is if you stay with it you’ll reach your goal but how it’s right here that your mindcomes into play what is your mind really nobody knows for sure perhaps the best way todescribe it is to quote pulitzer prize-winning playwright archibald mcleish in his playthe secret of freedom a character says the only thing about a man that is a man is his mindeverything else you can find in a pig or a horse that’s uncomfortably true the human mind is theone thing that separates us from the rest of the creatures on earth everything that means anythingto us comes to us through our minds our love of our families our beliefs all of our talentsknowledge abilities everything is reflected through our minds anything that comes to us inthe future will almost certainly come to us as a result of the extent to which we use our minds andyet is the last place on earth the average person will turn to for help do you know why you knowwhy people don’t automatically turn their own vast mental resources on when faced with a problem it’sbecause they never learned to think now that is a fact believe it or not most people never think atall during the entire course of their lives they remember but that’s not thinking creativelyor in new directions they react to stimuli but again that’s not thinking remembering to setthe alarm at night and getting up when it rings in the morning does not take thought nor doesshowering shaving getting dressed eating breakfast going to work at work we once again fall intocomfortable routines at quitting time we go home and start repeating the process most peoplelet me say it again do not know how to think when they’re faced with a problem they will goto any length to avoid thinking they will ask advice from the most illogical people usuallypeople who don’t know any more than they do next door neighbors members of their families veryfew of them have reference books but much more important than that only one in i don’t knowhow many thousands will take a large notepad write the problem at the top of the page and thendeliberately turn on his or her thinking apparatus but some people do think they do indeed in orderto reflect a moment on the human mind consider what it’s accomplished as you do realize that weare developing so rapidly that we’ve come further in the realm of progress in the past 50 yearsthan on all the preceding 10 000 years of human civilization of all the scientists who ever livedit’s estimated that 90 of them are alive today we’ve reached in the area of ideas andhuman advancement of plateau so high it was undreamed of by even the most optimisticforecasters as recently as 30 years ago but every new idea triggers additional ideasso that now we’re in an era of compounding advancement on every front and in every area thatstagger the imagination the harnessing of the power of the sun in our atomic plants and shipsthe speed of light computers which in minutes save months and years of calculating drudgery everyman-made thing you see and touch spawned from the most powerful agency in the world the humanmind dr harlow shapley of harvard has said that we’re now entering an entirely newage of man he calls it the psychozoic age the age of the mind and you my friend ownone free and clear now let’s look at a few facts the 40-hour week long standard is an imminentlikelihood of being even further shortened this means that the average working person has at hisdisposal an enormous amount of free time in fact if you’re totally hours and a year and subtractthe sleeping hours if he or she sleeps eight hours every night you’ll find that this person hasabout 6 000 waking hours of which less than 2 000 are spent on the job now this leaves 4 000 hoursa year when a person is either working or sleeping these can be called discretionary hours withwhich that person can do pretty much as he or she pleases so that you can see the amazing resultsin your own life i want to recommend that you take just one hour a day five days a week anddevote this hour to exercising your mind you don’t even have to do it on weekends pick onehour a day on which you can fairly regularly count the best time for me is an hour before the othersare up in the morning the mine’s clear the house is quiet and if you like with a fresh cup ofcoffee this is the time to start the mind going and here’s one good way to do it during thishour every day take a completely blank sheet of paper at the top of the page writeyour present primary goal clearly simply then since our future depends upon the way inwhich we handle our work write down as many ideas as you can for improving that which you nowdo try to think of 20 possible ways in which the activity that fills your day can be improved youwon’t always get twenty but even one idea is good now remember two important points with regard tothis one this is not particularly easy and two most of your ideas won’t be any goodwhen i say it’s not easy i mean it’s like starting in the other habit at first you’ll findyour mind a little reluctant to be hauled up out of that old familiar bed but as you think aboutyour work and ways in which it might be improved write down every idea that pops into yourhead no matter how absurd it might seem let me tell you what’ll happen some ofyour ideas will be good and worth testing the most important thing however that thisextra hour accomplishes is that it deeply embeds your goal into your subconscious mindstarts the whole vital machinery working the first thing every morning and 20 ideas a day ifyou can come up with that many total 100 a week even skipping weekends an hour a day five days aweek totals 260 hours a year and still leaves you 3740 hours of free leisure time now this meansyou’ll be thinking about your goal and ways of improving your performance increasing your servicesix and a half full extra working weeks a year six and a half 40 hour weeks devoted to thinking andplanning can you see how easy it is to rise above that so-called competition and it’ll still leaveyou with seven hours a day to spend as you please starting each day thinking you’ll find thatyour mind will continue to work all day long and you’ll find that at odd moments when yourleast expected really great ideas will begin to bubble up from your subconscious when theydo write them down as soon as you can just one great idea can completely revolutionizeyour work and as a result your life if you want to develop the muscles of yourbody you take daily exercise of some sort the mind is developed in the same way except thatthe returns are out of all conceivable proportion to the time and energy spent the mind of mancan lift anything his muscles even the best developed are puny alongside those of someof the dumbest animals on earth if men had depended on his muscles for survival he probablywould have disappeared as did the dinosaurs which were incidentally the most physically powerfuland most successful creatures that ever lived let me give you just some of the results peoplehave reported to me as a consequence of following this one hour a day routine an office equipmentsalesman sold more of his company’s product in one month than he informally sold an entire yearduring the four years he’d been with his company a sunday school teacher with fivepupils set a goal of 30 pupils her last letter told me she now is a class of25 she’s almost reached her goal i’ve used this system for years and has given me some of the mostgratifying and rewarding experiences of my life and it costs only five hours a week five hoursout of 168.Is it worth it it’s like spending five hours a week digging in a solid vein of pure goldbecause your mind is all of that and much more each time you write your goal at the top of thesheet of paper don’t worry or become concerned about it think of it as only waiting to bereached a problem only waiting to be solved face it with faith and bend all the great powersof your mind towards solving it and believe me solve it you will you know this puts each of usin the driver’s seat now let’s briefly recap one this week start spending one hour a day gettingas many ideas as you can try for 20 a day on ways to improve what you’re now doing don’t becomediscouraged remember the achievement of your goal very likely depends upon it as does your wholefuture once you start exercising your mind in this way i know you’ll want to continue the practicetwo if everything you now have is the result of using say five to ten percent of your mentalability you can imagine what life will be like if you can increase this figure to 20 or more threesuccessful people are not people without problems they’re simply people who’velearned to solve their problems four don’t waste time and energy worrying aboutneedless things forty percent of them will never happen thirty percent have already happened andcan’t be changed 12 percent are needless worries about our health 10 of petty miscellaneousworries and only 8 percent are genuine try to separate the real from the unnecessary andsolve those which are within your ability to solve five the human race has advanced farther duringthe past 50 years than in all the preceding 10 000 years of human civilization we’re nowliving right in the middle of the golden age man has been dreaming of and praying for for centuriesand it’s going to get better last of all the only thing in the world that can take you to yourgoals in life is your mind its effective use and following through on the good ideas it suppliesyou each of us has a tendency to underestimate his or her own abilities we should realize thatwe have deep within ourselves deep reservoirs of great ability even genius that can be tapped if wejust dig deep enough it’s the miracle of your mind i’m sure you find it as amazing as to therest of us that the great majority of people have to learn things the hard way it’s onlynatural to think that if a great discovery were made in a particular generation all thesucceeding generations would know about it and utilize it for their own good but in manythings such is not the case it’s true with most inventions and discoveries which obviouslyaffect our lives but it frequently is not true when it comes to the great laws which determinethe directions of our individual destinies in one of the so-called third world countries agroup of laborers was hired to work on a farm and these people came from a small very remote villagewhere motor vehicles were virtually unknown they were enjoying the new experience ofbeing transported on the back of a truck when they came to the place where theythought they were supposed to get off without giving it a thought apparently theyjust stepped off the back of the speeding truck fortunately they fell on a softdirt road not a paved highway but even so the results of their unconventional methodof disembarking were to say the least astonishing at least to them they went bounding spinningsliding and cartwheeling along the dusty road for quite a distance before gravity and frictionworking together finally brought them to a halt none was seriously injured in fact by thetime the terrified driver got back to them they were laughing uproariously about the wholething the truck driver in explaining the incident later put the blame on their never having riddenin trucks before now that’s the obvious answer but it’s really not the true one the amazingcircus tumbling act on a remote farm road had been caused by ignorance of a law a law that operatesthe same whether a truck a boat an airplane or any moving body is involved sir isaac newton gaveus the law and it goes like this a body in motion tends to remain in motion until acted upon byan outside force when the workers stepped off the back of the speeding truck they weregoing the same speed as the truck itself the outside force was gravity which pulled themdown to the road still traveling at the same speed and well you get the idea they had been hurtconfused frightened and turned upside down because they didn’t understand the principal law on whicheverything in the universe operates the laws of cause and effect this law has been writtenthousands of times by the greatest minds the world has produced and as a result has appearedin many forms for our purposes it might best be put this way our rewards in life will alwaysmatch our service it’s another way of saying as you sow so shall you reap and it’s been writtenin many ways in every language on earth sir isaac newton in promoting his laws of physics put thisone in this way for every action there’s an equal and opposite reaction in saying our rewardsin life will always match our service you’ll almost always get general agreement people willnod their heads and say yes that’s certainly true then they will go their ways and never realize forthe most part how close they came to a truth so great and all enveloping that their every thoughtand action is affected by it i like to think of this law in the form of a giant apothecaryscale a kind with the cross arm from which hang two bowls on chains now one of the bowlsis marked rewards the other is marked service whatever we put into the bowl mark service theworld will match in the bowl marked rewards how we think work talk and conduct ourselves iswhat we have to put in the bold marx service and the extended nature of our service will determineour rewards if any person alive is discontented with his rewards he needs to examine his serviceaction reaction as you sow so shall you reap what you put out will determine what you mustget back in return so simple so basic so true and so misunderstood if a business is notexpanding to the quick and exciting temple of the times it must examine its contribution is serviceif a person is unhappy with his income he must examine and re-evaluate his service now whom dowe serve each of us serves a portion of humanity and humanity to any given person is thepeople with whom he or she comes in contact it’s family friends neighbors co-workerscustomers prospects employer all those he or she has chosen to serve everyoneeveryone with whom we have any kind of contact is to us humanity and to the extentthat we serve will our rewards be determined never before in the history of the world havehuman beings been so interdependent it’s as impossible to live without serving others as itwould be to live if others were not constantly serving us and this is good the more closelyknit this interdependence becomes the greater will be human achievement we need each otherand we literally cannot live without one another every time we strike a match drink a glassof water turn on the lights pick up the phone drive our car put on our clothes take a bathmow the lawn go fishing try making your own fish hook sometime we’re being served by otherhuman beings every time you look at your watch you’re being served by a great industryand by efforts of thousands of human beings we all seek rewards and we shouldunderstand that rewards come in two forms there are tangible rewards and intangible thatis rewards include the money we earn the home we buy the car we drive the clothes we wear butit also includes our happiness our peace of mind our inner satisfaction the people we meet andenjoy but remember this whatever it is you seek in the form of rewards you must first earn in theform of service to others all attempts to sidestep this law will end in failure frustration and ifmain date long enough ultimate demoralization we can see this frustration on every side wecan see it in the tense strained and nervous faces in the mountains of tranquilizers whichare consumed every day and we can also see it in the slack bovine-like faces of those who havefound the whole game too complicated and have simply given up surrendered to the push and pullof circumstances how much of this do you suppose is due to misunderstanding or ignorance of thesimple and wonderful law of nature it’s my belief that a great deal can be traced to this causenow do you understand this law fully understand it intellectually and emotionally if you doyou can chart a wonderful course through life just as the field workers stepped off a speedingtruck just as a child will put its fingers in the way of a closing door just as a speeding driverdiscovers he’s not going to make the curve how many times have you been confounded becauseyou acted contrary to the rules not just the rules of man but the rules of nature how many timeshave you been in the position of the man who sat in front of the empty fireplace and said give meheat and then i’ll give you some wood people seem to be divided into those who understand that thewood must be put in before they can expect warmth and those who feel they should get warmthwhether they do anything about it or not or who feel they should get maximumheat from too small a supply of wood a person’s discontent can be said to berepresented by the distance between what he or she has and what he or she wants once that whichis wanted has been achieved the odds are good that still more will be wanted because that’s the wayof people and that’s good that’s a healthy sign constructive discontent is what gives usour continuing upward spiral of civilization so do this if you haven’t already let’sassume you’ve determined what it is you want look objectively at the place in which you nowfind yourself consider the distance separating you from your goal and determine ways of increasingyour service so you’ll build a bridge across it this puts thinking and creative activity intoliving it also assures us that our goals can be achieved by individual effort and in the shortestpossible time one morning i was having breakfast in a restaurant in monterey california one ofthe most naturally beautiful places in the world suddenly i was aware of the young people sittingin the booth next to mine it was obvious that they were very unhappy and the young man theycouldn’t have been over 25 was saying well i’ve tried everywhere but no one wants to giveme a job i guess we’ll have to go back home it was apparent from their attitudes thatthey wanted to live on the monterey peninsula but were about out of money and unable to find ajob but he had said nobody wants to give me a job he wanted someone to give himsomething in this case a job what might have happened if you turned thewhole idea around what if he had said instead what do i know how to do that will serve some ofthe people of this beautiful part of the world or how can i or we be of value to thiscommunity the people here will be happy to supply us with the living we need ifwe can think of some way to serve them if we can think of some way to serve themwhat do they need or want that we can supply do they need a handyman a first-classhousekeeper or both can we wash and wax cars right in their driveways detail them sothat they look like showroom display models let’s buy a pad of paper and ballpoint pen andstart thinking of all the things we can do to earn a living here it’ll give us time to thinkof other ways more profitable ways but that wash and wax idea might grow into quite a servicefor the community but let’s don’t stop there let’s think of some more ways we can start righthere to be of service to the people who live here right there in the restaurant instead of beingdepressed and considering themselves failures they could have come up with a dozen or so waysin which they could have remained on the monterey peninsula and build a fine business for themselvesthey didn’t need a job they needed to think but they had never thought before it wasas foreign to them as speaking urdu there they were two fine bright good-lookingyoung people with a world of opportunity beckoning to them with two fine mindsand they were going to go back home no one had ever told them about the goldmines they carried between their ears do you know how many people would have reactedthe same way these young people had reacted they are most of the people in the united states orany other country for that matter people will do everything in the world even turn to crime beforethey will think george bernard shaw once commented i’ve become rich and famous by thinking a coupleof times a week most people never think at all the young couple in monterey conscientious as theywere were not sowing therefore they could not reap they were putting nothing into the communitytherefore they could expect nothing in return to some this seems unfair but it isn’t it’simminently and wonderfully and abundantly fair our job is to do the sewing that’s ourdepartment that’s all the rest will take care of itself we’ve been given the equipmentfree and clear all we are asked to do is use it unfortunately thinking is not taught inthe public schools or most of the private schools for that matter thinking is the subjectincredible as it may seem that is totally ignored a person’s world can be compared to a plot ofground it exists it’s there it has inherent within itself an astonishing potential and isprepared to react to a person’s every action in fact it must whatever your job happens to bethink of it for a moment as this part of ground in the beginning there’s nothing therebut earth if a person sits and watches it nothing will happen to it if a few seedsare tossed on it the rain and the soil’s natural fertility will combine to reward thatperson with a few results for limited efforts action reaction it all depends on justwhat’s wanted from this plot of earth it’s what is wanted that must first be decidedlet’s say what’s wanted is a beautiful lawn bordered by flower gardens with a big tree inthe shade of which he or she can sit one day and admire the work so the areas for the garden aremarked off the sword is cultivated smoothed and cleaned of stones and trash the lawn and flowersand the tree are planted and from this point on anyone observing this part of land can evaluatein a second the amount of service the contribution this person is giving to the project how canyou tell you can tell by seeing what the land is giving back to the person planting the plot isonly the first step we’re given the plot that’s all we should be given it’s what we do with itthat will determine its degree of greatness and success it’s like the story of the preacher whois driving by a beautiful farm the fields were beautifully cultivated and abundant with wellcared for crops the fences house and vine were clean neat freshly painted a row of fine trees ledfrom the road to the house where there were shaded lawns and flower beds it was a beautiful sight tobehold so when the farmer working in the field got to the end of a row near the road the preacherhad stopped his car and hailed him and he said god has blessed you with a beautiful farm and thefarmer stopped and thought a moment and he replied yes sir he has and i’m grateful but you shouldhave seen this place when he had it all to himself you see the farmer understood that hehad been blessed with a fine farm but he was also aware that it was his own love andlabor which had brought it to its present state each of us is given a plot to work a lifetimeand the work we’ve chosen like the farmer we’ll be grateful if we have the vision imagination andintelligence to build well and successfully upon the seemingly unimpressive land of our beginningsor we can let it fall into a haphazard condition with no real continuity or purpose behind itwith unpainted ramshackle buildings surrounded by weeds and debris it’s the same land it’swhat we do with it that makes the difference the miracle is there if only we’re wise enoughto see it and to realize that our fulfillment as persons depends upon our reaction to what we’vebeen given in thinking of ways of increasing your service read books on your specialty read whatothers have found to work well for them listen to these tape cassette programs of ours but atthe same time think of original and creative ways of increasing your service ways that are uniquewith you and the way you are going at it strong for a week or a month and then falling back intoold habits is just like working for a week or a month on that plot of ground and then abandoningit before long it’ll be no better than before each morning and during the day ask yourselfthis question how can i increase my service today knowing that my rewards in life must be an exactproportion of my service now do this every day and you’ll have started to form one of life’s mostvaluable habits horace mann wrote if any man seeks for greatness let him forget greatness and ask fortruth and he’ll find both you see you can cut away all the confusion and complications and naggingworries and vague half-formed fears by returning to the great truths the great laws the greatverities on which all success all accomplishment in which the whole world is built drive downany street in the country any street in any neighborhood or farm community any street at alland you can quickly see what the people on that street are doing for the good of the communityby observing what the community is doing for them have you ever looked at it that way we can tellby looking at a place of business what it’s doing for the community by observing what the communityhas done for the place of business is it thriving and growing or is it just holding its own or soonto go out of business whatever the situation it’s a reflection of its service how well its servicewhatever it may be is being accepted by the people is it meeting their needs and wants it’s thesame with families in their places of residence that’s why i said you could drive down anystreet some streets are lined with beautiful expensive homes while some neighborhoods areobviously suffering from poverty ramshackle with weeds growing in the yards tin cans and rubblestrewn everywhere rusted cars it’s a reflection of what the people living in those homesbeautiful and expensive or run down and filthy are doing for them and for the community that’s itit’s always been a matter of interest to me that in neighborhoods with high unemployment the peoplethere don’t seem to have enough time to keep their homes and yards tidy while those working thehardest while those doing the most have the cleanest most attractive homes with well-manicuredlawns and flower gardens environment is a mirror of the people in that neighborhood change thepeople and the environment will change accordingly it reminds me the old saying what you arespeak so loudly i can’t hear what you’re saying one day a man was watching a professionalfootball game on television his five-year-old son kept bothering him so he took a page of thesunday paper with a full-page airline ad on it showing a picture of the world the planet earth isseen from space he tore the page up into a dozen pieces and gave them to his son he said hereput this together with his cellophane tape and show daddy how smart you are then hewent back to watching his football game but in a surprisingly short time the youngsterhad the picture all taped back together it wasn’t very neat but it was a very good jobindeed for once so young hey that’s amazing the father said how did you put that world togetherso quickly and the little boy said there was a picture of a man on the other side i just put theman together and then the world was all together the youngster was no doubtsurprised by the big warm hug he got that’s right son the father said when the man’sall together his world is all together too being together is understanding how things work working hard won’t do it that isn’t enoughwe have to work intelligently how often have we heard someone say my father worked hard allhis life but never had anything to show for it it’s another way of saying my father may he restin peace never quite figured out how things work he worked hard all his life but itwas a job with very limited service what another case that goes like this my fatherwas a very bright person but he kept jumping from one thing to another he was always looking forthe pot of gold at the end of the rainbow but he never stayed with one thing long enough to workit out succeeding takes time it takes dedication 100 commitment and creative thought we must keepasking ourselves how can i broaden my service and by so doing increase my harvest my rewardsall right how can we correct the situation william james gave us the answer he wrote eithersome unusual stimulus fills them with emotional excitement or some unusual idea of necessityinduces them to make an extra effort of will excitements ideas and efforts in a wordare what carry us over the dam all right let your goal represent the excitement yourideas and efforts will weigh down the service end of the scale and the rewards must andwill follow they’ll be yours they are yours the moment you realize the truth as you sowso shall you reap all the years of your life if you’re worried about your income or yourfuture you’re concentrating on the wrong end of the scale look at the other end concernyourself only with increasing your service with becoming great where you are and your incomeand your future will take care of themselves don’t be the person sitting in front ofthat empty fireplace and asking for heat you’re asking for the impossible pile in thewood first and the heat will come as a result next time you’re off by yourself in a quietplace contemplate your plot of ground your life and begin to sow the seeds which will yieldto a rich and abundant harvest in william james essay on vital reserves he wrote comparedwith what we ought to be we’re only half awake our fires are damned our drafts are checked we’remaking use of only a small part of our possible mental and physical resources stating the thingbroadly he went on to write the human individual thus lives usually far within his limits hepossesses powers of various sorts which he habitually fails to use he energizes belowhis maximum and he behaves below his optimum it is our intention that each of thesemessages be built upon a major principle one of the great ideas which automaticallyproduces the results we seek in this message let’s talk about a principle that never fails followingthis particular idea gives quality and richness to life it will also produce a peace of mindthat never wavers and the principle is integrity like other great ideas it gets a lot of lipservice but it’s seldom a true way of life how people love and value a personof integrity integrity in everything we do and all of our relationships with othersintegrity and what we say integrity in our work but the word integrity often conjures up a personof stern and sober visage who walks the straight and narrow that’s not the kind of integrityi’m talking about i’m talking about integrity with a sense of humor integrity with understandingintegrity with kindness and gentleness but integrity all the same never expediency neversaying well everybody else is doing it i guess it won’t hurt if i do it too but it does hurt ifit’s wrong and we know it’s wrong it does hurt the seed for achievement is integrity integrity meanshonesty and the truth perhaps it was best put in the famous line by shakespeare when in hamlet hehas polonius say and this above all to thine own self be true and it must follow as the nighttoday thou canst not then be false to any man if we’re true to ourselves we cannot be false toanyone else if our word to live by is integrity we have what we need in a pinch our sleep isuntroubled and we’re respected wherever we go during the korean war the chinese communistsoverran an american position and captured an american general he was subjected to weeks ofthe worst kind of treatment brainwashing and questioning he never gave in finally he wastold that unless he answered their questions he would be executed the followingmorning that night he wrote a letter to his wife and at the end of the letterhe said tell johnny the word is integrity as it turned out he was not executed andhe was later repatriated to american forces but thinking he was going to die hetold his son that the word is integrity integrity means to try as best we can to knowourselves to examine ourselves as socrates advised and make a true assessment of ourselvesand inventory of our abilities our talents what we want our goals not long ago i received a letterfrom scott d palmer in which he said i came across some advice about happiness from my mentor drbrand blanchard that i published in my newsletter some time back blanchard is one of the greatestmen of our century even though few people have ever heard of him he celebrated his 93rd birthdaylast year with the publication of his latest book four reasonable men a biographical book on marcusaurelius ernest reynon john stuart mill and henry siegwick appropriate for blanchard the key virtuethat leads to all the others is reasonableness bran blanchard is sterling professor emeritus ofphilosophy at yale university and on the subject of happiness he wrote one it is importantto happiness not to think too much about it the person who continually asks himself if he’shappy is apt to miss his end our happiness as aristotle thought is a byproduct of healthfuland successful activity bertrand russell who wrote the conquest of happiness remarked thatscientists are generally happier than artists since they’re commonly lost in objective tasks andnot examining their own navels what is important is to find what one can do best generally alterthe line most useful to others and then to do it with all one’s might happiness will come unsoughtif one seeks it directly one will be like the discontented old ladies who want miami hotelsnumber two the main principle of my ethics is brand blanchard rights to act as to make the worldas much better as possible i’ve not lived up to it no one has there i disagree with dr blanchardhe has made the world better and so many others but trying to live up to it he writes involvesconstantly looking forward to the consequences of one’s actions choosing those that are likely to befruitful and inhibiting action from impulse many people think of course that acting on impulse is arequirement of happiness and i agree that impulse must be there the stronger the better providedis under control but seeking happiness directly by blindly following one’s impulses is toolikely to end in hippie them drugs in the gutter and the distinguished yale professor wrote themost important thing i’ve learned is the necessity of reasonableness the person who has the leastregret who does most for his community whose judgment carries the most weight and is themost trusted is the person who is steadfastly and on principle reasonable i don’t mean theintellectual who’s often an impractical boar i mean the person who in matters of belief andmatters of action takes us his principle adjust your belief or decision to the evidence and hecompletes his small essay on happiness by writing there’s no one meaning of life no two lives havethe same value the richness of a life depends not on the amount of happiness it achieves but onfinding out who one is that is about one’s unique combination of powers and then discovering throughexperiment and reflection what course of life will fulfill those powers most completely end of quoteyou’ll never get better advice i agree with scott palmer that brand blanchard sterling professoremeritus of philosophy at yale university in his 93 years most of them devoted to studyand teaching and observing the human species knows what he’s talking about and to mereasonableness is another word for integrity integrity to truth to the evidence no matterwhere it leads and i especially like this saying the richness of a life depends not on the amountof happiness it achieves but on finding out who one is that is about one’s unique combination ofpowers and then discovering through experiment and reflection what course of life will fulfillthose powers most completely what are your powers there’s something probably several things that youcan do especially well that you must enjoy doing and which will automatically provide the greatestservice to others are you ready to discover through experiment and reflection what course oflife will fulfill those powers most completely now that’s being true to yourself that’s integritythat’s reasonableness as a radio listener wrote to me one day there’s little we cannot accomplish aspersons if we manage the conquest of inner space being truthful with ourselves means taking theresponsibility of making the best use of what we have and what do we have we have our underutilizedminds our abilities our talents and time these are our possessions this is reallyan immense amount of wealth that belongs to each of us and it’s the investment of ourwealth which will determine our rate of return our mind our abilities our talents and time no onecan take those away from us we take them with us wherever we go and they represent our true wealththat’s what makes the human being autonomous although most people don’t know it they remind meof the horse or elephant that meekly does what is told or directed to do it’s completely unawareof its own strength it doesn’t know how easily it can do what it wants to do and millions ofmiraculous human creatures live in tiny prisons of their own fashioning completely unaware oftheir powers to be free to do what they would most love to do and in so doing reaperharvest beyond their wildest imaginings they are slaves to their ignorance and follow eachother around and around like so many precessionary caterpillars how have they invested their wealththeir minds their abilities their talents and time they’re not even aware of it as with the ownershipof wealth of any kind it’s left to us to decide what use we’ll make of it we can squander it untilit’s gone spend it in a helter skelter hit or miss fashion without much purpose or meaning or wecan invest it with intelligence and purpose and receive an abundant return a return whichwill more than provide for our families all the years of our lives the choice is ours andit’s here that integrity comes into the picture but we’re the only ones from whom we can stealtime talent ability and the use of our minds it’s making the best use of what we have whatwe are in the time that’s been granted us sounds simple well truth is always simple anduncomplicated as soon as we properly invest our true wealth we place ourselves abovecompetition we’re no longer competing we’re creating we’re understanding something thatthe great majority of people have never known here is the foundation upon which every greatcareer has been built in every field so invest in that yellow legal pad and a few ballpoint pensand in your own best quiet time start making notes here are some givens in the successdepartment success has nothing at all to do with the size of the brain the largestbrain on record was the brain of an idiot the smallest the brain of anatole friendswho won the nobel prize in literature in 1921 some of the world’s greatestpeople in every field are or were short bald and fat some tall and skinnysome were brilliantly educated some had little or no schooling the person destined forgreatness is the person who decides for himself to follow his or her strongest suit but trulysuccessful people all have one thing in common they all follow consciously or unconsciously thelaw of cause and effect they’re true to themselves although most people will give lip serviceto the idea of integrity they’re really not at all sure about it with a great majorityit’s often a matter of expediency if it’s expedient to be honest fine they’re honest ifit’s more expedient to realize a quick profit in some way by not disposing the whole truth orby shading it a bit well let’s shade it a bit they tend to live on the basis of short-termor even instant gratification they don’t see succeeding as a long-range program they don’t knowabout what i like to call the unfailing boomerang every time a person does something dishonestwhether it’s small or large whether it’s stealing a pair of pliers from the plant or embezzling tenthousand dollars he’s throwing the boomerang it’s the same with small dishonesties with manipulatingthe truth how far the boomerang will travel no one can tell or how great or small a circle itwill traverse only time will tell but it will eventually inevitably come around full circle anddeliver its never failing and painful blow honesty unfailing integrity is good business in factmirabeau wrote if honesty did not exist we ought to invent it as the best means of getting rich didyou know that well believe me it’s absolutely true and all we have to do under every circumstanceis ask ourselves is this true is this honest is this the best i can do and if it is goahead with a happy realization that we’ve put in motion the right cause and knowthat the effect will take care of itself our only hope of real success of winningthe hearts and minds of the people we serve is in helping them in some way andthus improving their standard of living but if we’re content to give less than ourbest we’re actually working against ourselves the average working person in our society is paidfor about 40 hours a week this leaves 120 hours a week to do as we please never before in thehistory of humankind have we had so much free time that’s 120 hours a week if we sleep eight hoursevery night three times as much time as we spend on the job how much is all that time worth wewant our leisure time of course time to relax take it easy we charge our batteries but do weneed 120 hours for that our greatest enemy is never changed and his name is ignorance and thegreatest ignorance of all is the mistaken belief that we can ever receive more than we truly earnsooner or later there will be an accounting every day for good or bad we’re throwing the boomerangand just as the punishment always seems to be greater than the offense the rewards are alsoout of all proportion to our honest efforts so let’s summarize what do we mean by integrityit means giving everything we do our very best it means being true to ourselves and everyother person with whom we come in contact this gives meaning and comfort to ourleisure time our rest has been earned we know we’ll move ahead toward our goalssimply because we become remarkable people we cannot go unnoticed the person of integrityis always needed in every undertaking it means the willingness to keep an open mind to look fortruth wherever it leads all the years of our lives to check things out for ourselves to weighwhat others tell us and make our own judgments it’s knowing that there’s always a better wayto do everything and then a better way still to do that it’s looking for that better wayin everything we do it’s realizing that the person who does not read is no better off thanthe person who cannot read and that a person who does not continue to learn and grow as aperson is no better off than one who cannot it means that we must walk with integrity everyday of our lives if we’re to truly reap the abundant harvest all the years of our lives it’srealizing that the greatest joy a human being can experience is the joy of accomplishment rememberto think of your life as that plot of rich soil waiting to be seeded it can only return to youthat which you sow and what do you have to sow you have great wealth you have a mind youcan think you have many abilities you have talents that you still may not have exploredand you have time time which cannot be saved stop nor held back for a second make full use ofthese riches it’s never too late use truth as your guide integrity is your banner and your plot ofground will return to you and yours in abundance that will amaze and delight you and if days comein which you find yourself depressed or confused remember this comment by dean briggs he wrotedo your work not just your work and no more but a little more for the lavishing’s sakethat little more which is worth all the rest and if you suffer as you must and if you doubt asyou must do your work put your heart into it and the sky will clear and then out of your very doubtand suffering will be born the supreme joy of life all kinds of studies have been made with regard tofactors which motivate people to live as they do we’ve already covered enough ground inthis program to establish the fact that people are responsible for their personallives barring some act of god or government catastrophe or war that might intervene to changethings permanently or temporarily for example a lot of my friends many of them very good friendsof mine were killed during world war ii when they were in their 20s and 30s the lives of others havebeen unalterably modified by injury or serious illness but for most of us we have our healthwhich is the natural inclination of all nature and we have our lives to live sometimes believeit or not that’s a personal handicap it often takes the physically handicapped to demonstratefor us the unlimited possibilities that exist as an option for those willing to set goals and staywith them until they’re achieved while the healthy among us often take the path of least resistancei think it was bill veck when he had the chicago white sox who said i don’t want the naturalathlete i want a guy who’ll go after the hard ones it’s the people in this world willing to goafter the hard ones who achieve greatness they’re motivated there’s that word again they’remotivated to give the last ounce of themselves in the achievement of their goals now let’s lookat some acts of life only about five percent of the people achieve unusual success during theirlives these are the people who earn larger incomes live in better neighborhoods in better largerhomes have better education more of the good things of life and make a correspondinglylarger contribution to their communities they tend to speak better english and send theirkids to better schools there are always exceptions to any rule and there are many exceptions to thisfive percent group i know a man who said of one of the largest best known companies in the unitedstates who can hardly put ten words together in their proper order if murdering the englishlanguage were a misdemeanor he’d be on death row yet he has mansions yachts private jets theworks why with no more than perhaps a sixth grade education and the apparent determinationto assiduously avoid any improvement to it has this man and his family enjoyed such spectacularfinancial success answer he knows how to serve the people his organization serves millions ofpeople every day of the week he’s worked hard all of his life to build the great organizationhe has and he’s done a fine job of it so he can buy three million dollar yachts and pay cash forthem and when he wants to go someplace in a hurry there’s his gulf stream three warmed up and readyfor him when a chauffeur takes him to the airport but most people in that top five percent fit theearlier description many of them are not rich by the standards of our mega millionaire friendbut they’re in the top five percent of american incomes they’re set for life and they as a grouptend to enjoy themselves very much they play a better game of golf for tennis than most of thecountry’s hackers and they love their lifestyles now a child is born in the united states the oddsbecause of the statistics we’ve been talking about are 95 to 5 that he will not be born into thistop five percent like most children he’ll soon take his environment for granted let’s assume he’sa boy although it works the same way for a girl it will save my having to say he or she allthe way through this interesting example he grows up accepting his environment his world andhis world is his environment as it is without giving it a single thought his environmentbecomes a natural part of him everything about his environment is a conditioning factor thespeech of his parents and relatives and neighbors becomes his speech what he learns in school willhave very little effect on it that’s why you hear grown-up men and women who’ve gone through theamerican school system saying such things as ain’t and where’s it at they didn’t learn thoselocutions in school they were the habitual pattern of speech they heard in their environment iknow an attorney who still says where is it at anyone’s speech habits are an immediate tip-offas to his upbringing the only reason mine tend to be rather good is because from the timei was a small child i wanted to be a writer and words were of great interest to me words arethe tools of a writer’s trade and a good writer will have a decent inventory of them and tendto keep them well oiled and shiny i was the only person in our family so affected the rest hadother interests education not being one of them if the statistics were reversed it would bewonderful if 95 percent of the people were successful to the degree the 5 are the odds ofa child being raised by the right group would be reversed but that’s not the case so our typicalyoung man or young woman grows up to mirror his or her environment he thinks as they think he takesthat life for granted all the people he loves are in that group it’s his group too and if hedoesn’t come across some unusual motivation along the way he’ll become an indistinguishable partof it he does that because it’s the perfectly natural thing to do their goals or the lack ofthem become his goals a nice house on a nice street a steady job of some kind a goodsteady income a good wife and good kids so the story goes he operates on minimums allthe years of his life he never except while playing his sports or getting ready for a dateas a young man gets out of low gear it isn’t necessary in the united states this country isso affluent so vital and so perennially booming that people don’t have to shift into second orthird gear in order to meet average requirements and neither do most of the people throughout theworld nor should they have to if they don’t want to his wife while the children are small isthe hardest working human being in our society she has no eight hour day or five day a weeksystem she works 16 hours a day seven days a week and according to a recent survey if she hadto do it all over again she’d think twice about it more than fifty percent of her number also holddown a regular paying job she didn’t know about the five percent either no one ever said tothis young man or this young woman now look here there are two very distinct groups of people inour society they’re in different layers of this socio-economic pyramid and here the parentor teacher would have sketched a pyramid now there’s the top five percent wholive and work in this top section here and the person would have drawn a line under whatrepresents the top five percent of the pyramid now here’s what we call the great middle classin america it’s divided into two main groups the upper middle class another line would bedrawn on the pyramid and the lower middle class the united states has the largestmiddle class of any country in the world and then down here at the bottom these few lowerlayers these are the people who because of a thousand perfectly good reasons need to be helpedby all the rest of us they have difficulty coping many of them are too old or sick to helpthemselves we have some 25 million functional illiterates and so on so these young people wouldsee very clearly their options it would be made clear to them that they have the freedom thank godand our forefathers to choose they have the option if they so choose to live and work on virtuallyany layer of that pyramid and it should be pointed out to them that the higher up on that pyramidyou climb the better the view the fresher the air the smaller the crowd now that’s important toknow but it takes more effort to climb higher on a pyramid it’s much easier to settle for these lowerlayers you don’t have to learn so much and so on now the peridot teacher might continue welive right here at this level on the pyramid and then the parent or teacher might say it’snot in the higher levels but it’s certainly not in the lower levels either it’s where i wantedto be your mother and i’ve been quite happy here well i hope you get the picture wouldn’t it bewonderful if we would be shown that when we’re about 12 or 13 wouldn’t it be great to knowwe had that option and to see that pyramid well this program is for the people who want tobe in the top five percent and it has a great deal of what we need to know to get into and stayin the top five percent and while getting into the top five percent may be one’s goal it’s good toremember that like any destination on planet earth there are a million ways to get thereany road will do any calling will do if we go about it the right way you can get richhauling garbage and many have already done so it’s a vital service to the community butyou have to go about it in a certain way this young man and now that we’ve brought hiswife into the picture this fine young woman because of their past environment theirconditioning come under the statistics of average americans because they live their livesin an average way but of course they’re not really average people with the right motivationthey could become very uncommon people and do very uncommon things they could render muchgreater service to their community and reap a much more abundant harvest as a result if theyknew what we’re talking about on this program now what are the odds that they will ever comeacross dr brent blanchard’s advice about happiness do they know what happiness is and where it comesfrom has either of them ever truly explored his and her potential strong point what is it thatyour original genetic pattern makes you especially qualified to do young man and young woman what doyou most want to do what brings you the greatest joy do you know your rewards all the years ofyour life will be determined by the extent of your contribution your service to others do youknow why some people are paid twenty thousand dollars a week while others are paid the minimumwage bill cosby earned 12 million dollars in 1986. do you know why it’s because of the people heserves there’s an investment banker in los angeles who earns about 40 million dollars a year do youknow that as far as is known there’s no limit on earnings what would you like to earn how about athousand a week that’s 52 000 a year or twice that that’s not all there is to living by anymeans far from it but it does pay the bills and if you earn an income in the upper fivepercent of the population there you are in that top five percent of the pyramid that the sun hitsfirst as the earth does its daily rollover act and the sun is still shining on it later inthe day when the rest of the plane is dark it’s nice up there and shooting for it will bringout the best that’s in you you’ll do more for others you’ll make a greater contribution you’llgive more to charities you’ll help more people so how about it there’s a talk i’d like togive to young people some would say i’d stir discontent among them but i would reply thatdiscontent is the greatest motivator of them all and is responsible for every great boon tohumankind from running water in the inside toilet to the supermarket a little discontentis a good thing especially when it’s discontent with ourselves the effective environment is anincalculably powerful force the deepest craving of young people is to be liked by their fellowstudents acceptance and esteem in the eyes of their contemporaries is their deepest cravingso they begin to do what the other kids are doing and the other kids begin doing what they’redoing and everyone acts just like everyone else they dress alike they talk alike they laughat the same things even when it isn’t funny it’s at this critical age that they begin to playnot follow the leader that would be all right the game they play is called follow the follower dayafter day week after week month after month year after year these young wonderful impressionablepeople conform to one another they never ask are the people to whom i’m conforming qualifiedto lead me it’s belonging that’s important belonging to the group and that’s the subtle trapthat gets practically everybody if we don’t break out of that trap sooner or later we’ll end in itmillions no billions do it’s astonishing how many adults never break out we see them in their50s and 60s still playing to the wrong crowd still trying to be one of the boys do you rememberwhat willie lowman said in arthur miller’s great play death of a salesman he said the importantthing is to be liked willie lowman never grew up you never knew who he was his story is a moderntragedy it’s always been a tragedy it’s the story of the mob that’s why so many young healthy womenare smoking today it’s their way of going counter to what they know is the intelligent thing todo it’s their small and very pitiful rebellion when a person has no identity of hisor her own that person will seek to find that identity in a larger group that’s whyjoining groups of various kinds is so popular in that way we get a badge a label that tellsus what we are now we’re properly labeled this is not to say that successful men and women do notbelong to organizations they certainly do and they make major contributions to their organizationsbut they don’t need the organization for identity they’re quite aware of who and what they are andif their organizations did not exist they would be successful independent performersin society they would never feel lost successful people follow independent pathsthis is the important point to remember at some point in their lives they break away fromthe crowd and start on a path of their own that’s the adult the intelligent thing fora human creature to do in striking off on an independent path they’re not necessarilyalone it’s just that they join the much smaller group of like-minded people they can’ttake the whole crowd into that top five percent the ancient romans had their circus modernamericans have their television it’s far superior to the old roman circus and they don’t evenhave to leave the comfort of their living rooms it’s true that there are many wonderful thingson television and an eclectic approach that is selecting those programs in which you’re reallyinterested makes sense but millions of families have the television sets on all day they’remesmerized by it and when one thinks of what they could be doing with some of that time itmakes one realize that it’s much easier to win one of the best things about getting in that topfive percent is that as we get older life need not become less interesting for us or more laboriouswe become more productive as we approach our 60s and 70s and often many years beyond and it’s niceto grow older with all the goodies of life it’s more comfortable one can spend one’s winters inflorida or somewhere south of the equator and one summer is in the cooler healthier climates andone can enjoy all the benefits of the good life but perhaps most importantly of all one cansay i gave it my best and i’m not through yet it’s been a wonderful experience this this holidayon earth and i’ve enjoyed it very very much now let’s see what we can do with the rest of it yes i think it’s actually easier to winthere’s less competition up there where the view is so much better and the air is sofresh and clean and it’s almost never too late for with a purpose a worthy goal and themotivation to reach those upper layers on the pyramid a person can travel farther in a fewyears than he might otherwise travel in a lifetime like most writers when i see something i wrote 10years ago i invariably see ways it could have been improved i didn’t see those possibilities 10 yearsago but it’s easier to see them today it means i’ve grown as a writer that i’m better that i’ma more effective writer today than i was 10 years ago i’m worth more today and if i continue as ihave been doing i’ll be much better and worth a lot more 10 years from now before the atomic agechemistry professors used to say that a person’s worth from a strictly chemical standpoint wasabout 32 on the going market in recent years this view has undergone a startling change scientistsnow calculate that if the electronic energy in the hydrogen atoms of your body could be utilized youcould supply all the electrical needs of a large highly industrialized country for nearly a week adupont scientist said that the atoms of your body contain a potential energy of more than 11 millionkilowatt hours per pound the average person by this estimate is worth about 85 billion dollarsmoreover the electrons in the atoms of your body are not just particles of matter they’re wavesof living energy and these waves ripple out and spread themselves in patterns of light and asthey move they sing if you had the proper hearing aid you could hear a great flow merging with thewaves of neighboring atoms and they not only sing they shine if you stand in front of an infraredtelevision camera in a completely dark room the screen will show you from top to toe asa glistening radiating gleaming form in short you’re a whole lot more than meets the casual eyeadd to all this the fact that to try to reproduce your mind mechanically would cost many billionsof dollars and you begin to see yourself for what you really are an amazing infinitely valuablecreature and not only are you immensely valuable as a human being you’re unlike any otherhuman being who ever lived or ever will live you are unique now what are you selling allthis for all human beings are priceless but the payments tangible and intangiblethey receive from life vary greatly the purpose of this message is to help you decidejust what you’re worth as a human being right now on the market in today’s society and what youintend to be worth say oh five years from now in the last analysis every person is in realityin business for himself or herself in that they’re building their own lives regardless of who happensto write their paycheck so for the purpose of this particular message i’d like you to think ofyourself as a business let’s say a corporation you hold the office of president of thiscorporation and that you’re responsible for his success or failure you and the members ofyour family are stockholders in your corporation and it’s your responsibility to see that thevalue of the stock increases in the years ahead your family has evidenced faith in you and is yourresponsibility to prove their faith is justified this is the job of any employed family membernow while the operations of a corporation are multitudinous and complex they can be reducedto four basic functions number one finance two production three sales or research withoutproper financing there would be no production without production the company would have nothingto sell without sales it would have to completely stop production without research it could not hopeto keep abreaster ahead of our rapidly changing times now slight any one of these four vitalfunctions and you have a deformed a crippled company and if you slide it long enough you’llcommit corporate suicide unless you want to cop out for that average business we discussedfinance the money part of the whole thing on another cassette for now let’s concentrate onresearch production and sales they are the head hands and legs of a company we couldsay that the head handles research the hands take care of production and the legshandle sales cut off any one of these parts and you’re left with a shocked staggering organizationhow many once large companies and trade names can you think of which became giants and thendisappeared entirely from the economic scene names which once were world leaders intheir fields and are now only memories they failed to keep in balance these four crucialfunctions what about research for your personal corporation research can be said to exist in twoareas present and future that is the research of a company should be devoted to ways and meansof improving its present products or services present production and present sales futureresearch is concerned with ways and means of developing new products and services new methodsof production and new methods of marketing but while this research is going on present productionmust continue at as high a level as sales warrant in short a corporation your corporation has twofactors to consider the present and the future how successful we are in meeting these challengeswill determine our present profits and our future growth now why are all companies concerned withgrowth even when they seem to be doing well today it’s because of a law which operates withcompanies just as it does with human beings nothing in the world stands still nothing in theentire universe stands still a law of physics goes a body in motion tends to remain in motion untilacted upon by an outside force a company which is growing has a tendency to continue to grow inother words just doing things right conversely a company which is going backwards or shrinking hasa tendency to continue to go backwards or shrink until acted upon by an outside force allresponsible company officers know that unless a company is growing it’s developing thefirst signs of death well you’re the head of your personal corporation and you should realizethat this same law applies to you as well and just for a minute let’s take a look at thenext 10 years before we do keep this in mind if anyone had predicted just 10 years ago that wewould be living in the kind of world we have today he would have been ridiculed now this includeseverything from our basic industrial technology to the luxuries and new products we take forgranted along with our present average income we’re reaching a point in the expansion of humanknowledge for our advance is more than dynamic it’s explosive any prediction for the next10 years is very likely to be far on the ultra-conservative side but let’s takea look at what the experts have to say according to many recent research studies thenext 10 years are going to offer business and the individual unlimited rewards in the next eightto ten years the bulk of spending in the highly developed nations will be for things productsand services over and above the necessities far above them the necessities for your foodclothing shelter transportation and medical care imagine most of the spending will be forthings above and beyond the necessities this will be the first time this has happenedin the entire history of the human race it’s estimated the consumer market willexpand 50 and more in the next generation or so an astonishing increase soaring intothe hundreds of billions of dollars in the next 30 years alongside every building nowin existence a new building must be built and what about research and development whichis the future of our economy today more money is being spent on r d in a single year than was spentduring the past 150 years think a moment what does all this mean to you and your own individualcompany the one of which you’re the president it means your future is unlimited if you’ll seeyourself in relation to the present and the future never before throughout all the centuriesof man has a person based as brighter future as yours our population too is getting a lotsmarter educational advances during the past 30 years have been remarkable during the next30 they’ll probably be amazing the customer is getting smarter every day and if we’re going tocontinue to meet his or her demands and sell him or her our products we better get smarter everyday too the market of the next 10 years will be characterized by diversity not uniformity itwill also be dominated by taste not necessity there will be a great increase in the qualityas well as the quantity of consumer choices there are many signs of the rising urge for thebetter things in life many millions of adults are currently interested in after hour study programsand this number is growing by millions each year well that’s just a glance at a few of the thingsgoing on around us and what life will be like in eight to ten years now each of us as presidentand unquestioned manager of his own corporation can decide what to do about it we can eithergrow with it or go backward we cannot stand still even if we’d like to this gives us anopportunity to stand back and look at ourselves and our futures objectively as an intelligentstranger might ask yourself how much am i worth right now today as a corporation what’s myvalue today to myself my family my company if i were an outside investor a strangerwould i invest in this corporation a company growing at the rate of 10 a year willdouble in size in about eight years what attention are you giving to the production of your personalcorporation can you grow and improve as a person at least 10 percent a year of course you can infact if we go along with the experts estimates a person can increase his effectiveness anywherefrom 50 to 100 percent and more within 30 days our files are filled with reports from people whoexceeded their previous performance to an almost unbelievable extent people in management and inproduction who multiplied their effectiveness many times students who moved from failinggrades to straight a’s in the dean’s list people in sales who found they could through the propermanagement of their abilities minds and time sell as much of their company’s products in a singlemonth as they previously sold in an entire year think what that means it means being 12 times aseffective as a human being and getting back to the law of cause and effect it means puttingout 12 times as much service which must and will guarantee our receiving eventually 12 timesthe reward we formally knew 12 times the reward remember please if we do twice as much wehave to receive twice as much and nothing on earth can keep it from us and the samething applies if we triple our effectiveness you and i know this everyone should know it butremember that fully 95 of the people do not know this think of the advantage this gives us itisn’t that we want to take advantage of anyone and we’re not but it dramatically demonstratesthe truth of the saying knowledge is power you’d be amazed by the great numbers of people whostop learning when school is over aside from company manuals and such internal literaturethey read very little of anything of real value the introduction to recorded learning pioneeredby this company has made substantial gains and is growing rapidly but as yet has only scratchedthe surface an ongoing education is vital if we’re to stay vital there’s so much to learn and ourschool curriculum touched only a fraction of it one of the most important subjects is gettingalong with people we can only do things we can only win through people and that subject isn’ttaught at all in school the great ideas we’re talking about on this program are seldom taughtin the home and almost never in school go through our catalog of programs carefully and one by oneyou can maintain an effective ongoing education program for many years to come it’s true knowledgeis power what’s more knowledge shows on our faces and it’s apparent in our speech it helps us raiseour children get along better with our neighbors and fellow workers above all perhaps it’s thegreatest motivator in the world as we learn our horizons recede we realize there’s more to doand more time in which to do it old myths about getting out of action at age 65 disappear andwe realize that as long as we’re learning and teaching and growing it need never stop and webecome more effective with the passage of time tomorrow is a brand new day the great equalizerno more no less than anyone else on earth can have right now begin to think of ways in whichyou can begin to increase your effectiveness raise your production knowing that by so doingyou’re automatically presetting your rewards each day that comes to you beginning with tomorrowoffers you a clean brand new page on which to write the story of your life forget the past it’sgone don’t concern yourself with the opportunities you may have missed in the past this is true ofeveryone but reach out and take each new day as it comes and ask yourself how can i best use this dayyou know we’re going to run out of them eventually if we waste an hour of productive time everyday it adds up to about 250 hours a year that our corporation our plan is shut down we canearn nothing with the doors closed what is your time worth an hour multiply this by 250and you can see what you’re throwing away now whether your employer pays forthis wasted hour or not is unimportant life will not pay for it learn to enjoy everyminute of your life be happy now don’t wait for something outside of yourself to make you happyin the future as my good friend wally amos of famous amos chocolate cookies says happiness isan inside job think how really precious is the time you have to spend whether it’s at work orwith your family every minute should be enjoyed savored a human life is really nothing more than acollection of minutes hours and days these are the building materials and it’s left strictly up to usto determine the kind and size structure we build you see a person has a tremendous advantage overeven the largest corporation think of any large multinational corporation can it double itsproduction in a single day of course not can it double its sales in a single day of course notit would like to but its growth must be a gradual steady thing because of the interconnectingcomplexities of operating so large in organization yet a person can double triple quadruplehis effectiveness in a month or less it’s like comparing the movement of asingle scout to the movement of a great army how have you been handling the fourvital functions of your business finance production sales research how muchtime and effort are you giving to finance to research to the study of your work your careercan this be improved what about production is there a way in which you can vastlyimprove the way in which you conduct your work and sales how can that be improved sales is morethan selling a product or service it’s the way in which we sell ourselves to everyone with whomwe come in contact it’s the way we get along with our associates our spouses our kids our neighborsand if our business happens to be selling how can we see more people every day or improve theeffectiveness of every part of our contact one extra call a day comes to 250 calls a yearhow many additional sales could we make with 250 additional contacts in five years that comesto 1250 calls we would not otherwise have made it’s the difference between being average orabove average it’s the difference between good and great taking this new active approach to lifebrings peace to our minds absolute security to our future great new stature as human beings in thisway we can work toward reaching full maturity with this attitude toward life we need never for amoment concern ourselves with its outcome it will begin to become successful tomorrow and it willpour abundance upon us for the rest of our years do let’s talk about money men and women havebeen concerned about money since the first coin was fashioned in asia minor about 700 bcyou might say that money is like good health in that we’re concerned about itto the extent that we don’t have it the purpose of this message is to get down tothe basics to clear the air surrounding the entire subject of money and to do this i’mgoing to have to get absolutely elementary and while you may already know most of the thingsi’m going to say i think it’s important that we remind ourselves just exactly what money is howmuch of it is enough and how to earn the amount of money you need to live the way you wantto live now and in the important future years to begin let’s get rid of the old myth once andfor all that money is bad or unimportant it is not bad and it is important it’s vitally importantit’s just as important as the food and clothes it buys the shelter it affords the educationit provides and the doctor’s bills it pays money is important to any person living in acivilized society to argue and split hairs to the effect that it’s not as important as other thingsis absurd nothing will take the place of money in the area in which money works and that’s allthere is to it what is money money is the harvest of our production money is what we receive for ourproduction and service as persons and which we can then use to obtain the production and servicesof others we can quite often accurately gauge the extent of our production and service by simplycounting the amount of money we receive for it you’ll hear people say money won’t bringhappiness the earning and possession of money has brought a lot more happiness than haspoverty money is a warm home and healthy children it’s birthday presents in a college education it’sa trip abroad and the means to help older people and the less fortunate we’re not saying thatpiling up a lot of wealth is important what we’re saying is that money is important because it’s theonly reward which is completely negotiable and can be used by everyone look at it this way a diamondis more valuable than a lump of coal yet that’s exactly what a diamond was at one time and justas a lump of coal can be transformed into one of the world’s most valuable gems a human being canfastly increase his or her own value to the world try to remember this formula the amount ofmoney we receive will always be in direct ratio to the demand for what we do our abilityto do it and the difficulty of replacing us a highly skilled human being is worth moremoney in our economy than a person who is not highly skilled and who can be easily replacednow this is not to say that one person is any better than the other person or more importantremember that in this message we’re only talking about money nothing else a janitor is just asimportant as a human being as a brain surgeon but the amount of money they learn will beproportional to the demand for what they do their ability to do what they doand the difficulty of replacing them a person can be trained to clean andmaintain a building in a few weeks and replacing the person is not difficult a brainsurgeon spent many years learning his profession often at great personal sacrifice and an extremelyhigh cost and he cannot be easily replaced as a result the surgeon might earn as much moneyin an hour as a janitor might earn in a year now these are extreme cases used to show therelation of income to demand skill and supply and this is as it should be this is why thereare few limitations on a person within his or her company and industry their incomes will be anexact proportion to the demand for what they do their ability to do what they do and thedifficulty of replacing them that’s why the whole idea of trying to get something for nothingis ridiculous and won’t work a top jockey will earn a great deal of money every year which willrepresent about ten percent of the winnings of the horses he rides you might say riding a horseserves no useful purpose but the demand is there useful or not it’s the same with the star and showbusiness his or her income will very accurately reflect the demand for what he or she does nowthat’s why preparation for life is so important luck has been defined as we’ve mentioned aswhat happens when preparedness meets opportunity a great opportunity will only make the unpreparedthe unqualified appear ridiculous for every one of us opportunities or all around us our abilityto see them or depend in large part on how well we’ve prepared ourselves now how do you stack upin this regard while this may sound elementary you’d be amazed at the number of people who wantmore money but don’t want to take the time and trouble to qualify for it and until they qualifyit there’s no way on earth for them to earn it it’s like the person who wants a good lookingfigure but doesn’t want to change eating habits to nine tenths of the world’s population theaverage north american is already rich there’s a greater difference between the standard of livingof most of the world’s population and our average worker than there is between the standard enjoyedby our average worker and the richest person in our society our working people have just abouteverything the wealthiest have only smaller they have a home car often two of them radio tvsavings account debts they’re just smaller their food is as good and just as plentiful theirbeds are just as comfortable their home is just as warm in the winter they have exactly the sameamount of time and just as much maybe more freedom their life expectancy at birth is about 75 yearsfor the rest of the world on the average it’s less than 60.With only a fraction of the world’spopulation we in the free world have half the world’s total money income we have more thantwo-thirds of all the automobiles on the planet so in talking about money let’s understand that we’realready rich as a people now how much do you want how much money do you need to live the wayyou want to live to accomplish the goals you’ve established for yourself most peoplethink they want more money than they really do and set off for a lot less than they couldearn if they went about it the right way the world will pay you exactly what you bargainedfor exactly what you earn but not a penny more you remember that old poem that goes i bargainedwith life for a penny and life would pay no more well that’s about it we’ll receive not whatwe idly wish for but what we justly earn our rewards will always be in exact proportion to ourservice if you don’t like your income you must devise ways and means of increasing your serviceyour service must come out of you your mind your abilities your energy a strong person cannot makea weak person strong but a weak person can become strong on his or her own by following a specificcourse of action for a sufficient length of time and a person who’s already strong can become a lotstronger it’s the same with this business of money people who refuse to do more than they’re beingpaid for will seldom be paid for more than they’re doing you may have heard someone say why shouldi knock myself out for the money i’m getting now it’s this attitude which more thananything else keeps people at the bottom of the economic pile they don’t understandthat only as we grow in value as persons when we receive the increased income we seek ifwe try to stand still in our work and millions do we never know the rewards not the joy ofaccomplishment and the personal satisfaction and peace of mind which come only to the personof unusual achievement there are two distinct steps we must take first we must decide how muchmoney we really want the exact amount once this decision is made the second step is to forget themoney and concentrate on improving what we now do until we’ve grown to these size that willfit and naturally earn the income we seek once we’re fully qualified for the amount ofmoney we decide to earn we’ll soon find ourselves earning it and we’ll also discover that with ournew powers and abilities it’s not more difficult perhaps even less difficult than what we’renow doing for the money we’re now earning ask yourself how much money am i perfectly willingto earn realizing that the amount i earn will be an exact proportion of my skills the demand forwhat i do and the difficulty of replacing me there are really three amounts ofmoney people should decide upon one the yearly income we want to earn now or in thenear future the amount of money we want to have in a savings and or investment account and the amountof money we want as a retirement income whether we ever retire from active work or not now it’shere that most people make a very serious mistake they never decide on any of these three amountsof money if you will decide on these three amounts and if you write them on a card to carry with youor put somewhere where you can review it from time to time you’ll automatically have placed yourselfin that top five percent we were talking about you’ll have a plan for your future ablueprint for future financial accomplishment you’ll know where you’re going and if you’reserious about it you almost certainly get there you see the trouble with people is not inachieving their goals they can do that all right it’s not setting goals that people get introuble they leave it to chance and find out sooner or later and to their sorrow thatchance doesn’t work that they’ve missed the vote it’s estimated that only five percent decide onthe money they learn and then grow as persons into the size of the incomes they seek they musttake their lives their fortunes and their futures into their own hands as they should and accomplishtheir goals right on schedule all the years of their lives you can do the same thing and youcan do it starting right now there are two kinds of people where money is concerned there’s themajority who cut back on their wants to fit their incomes and there are those free spirits in theminority who make their incomes fit their wants now which is best for you you’ve got todecide that ben franklin gave us the secret to wealth he said the road to wealth lies inaugmenting our means or diminishing our wants either will do but the quickest way towealth is to do both at the same time when you write down the yearly income youmean to her and you no doubt know whether or not it’s average for the work you’re inor above average the chances are good that the figure you’ll decide upon will be aboveaverage perhaps quite a bit above average that’s good now ask yourself who in my lineof work is now earning that kind of money if you know you’ll have a good idea what you haveto do in order to earn it this is exactly how men and women move from the ranks into positionsof top authority with corresponding incomes i have no way of knowing your line of business butregardless of the business you’re in it needs new leaders men and women to come up in the yearsahead everything is expanding getting larger and with the increase in size and scope the mostdesperate need is for the dedicated able person who can learn to lead to lead the field and tolead others as well some of the top executives in the nation today were once accountantsshipping clerks struggling lawyers service station attendants sales people in the field salesclerks mail room clerks stenographers mechanics you can’t think of a position fromwhich people have not climbed to the top now understand what i’m going to say and it’llbring you and yours everything you want it’s not the job it’s the person it’s not your presentcircumstances which count but the circumstances you make up your mind to achieve that areimportant the only limit on your income is you and the income you decide upon can be achievedwithin the framework of your present work industry or profession where you already have a start and aplace if not there it can be found somewhere else all you need is the plan the road map andthe courage to press onto your destination knowing in advance that there’ll be problemsand setbacks but knowing also that nothing on earth can stand in the way of a planbacked by persistence and determination with the income written down that you intend toearn spend a part of each day thinking of ways in which you can increase your service knowingthat you have only to manage this and the income will take care of itself since the money youwant to earn is more than you’re now receiving your part of the bargain is to find waysof increasing your service until the gap has been bridged and more than bridged look atyour card with the three amounts written on it by setting a financial goal you’re demonstratingfaith you’ll find that you begin to become what others call lucky you’ll begin to get goodhunches and ideas you’ll take far more interest in everything about your work in your company you’llsee opportunities in your work and environment you’ve never noticed before in fact you’llsoon discover you’re no longer the same person you’ll care less about how others are doingtheir jobs and concern yourself more with the manner in which you do yours by your exampleyou’ll inspire others to do their jobs better have faith in yourself and the quiet firminner knowledge that you can and will accomplish your goals know that the answersyou seek will come to you in their own time if you only keep looking for them above allrealize that money cannot be sought directly money like happiness is an effect it’s theresult of a cause the cause is valuable service keep money in this proper place it’s aservant nothing more it’s a tool with which we can live better see more of the worldto give our youngsters the education they need and a good start in life it’s the means toa happy carefree retirement in later years money is necessary to modern life but keep itin its place you need only so much food to enjoy good health you really need only so much moneyto live comfortably securely and well too much emphasis on money reverses the whole picture youthen become the servant and the money the master as someone once put it it’s good to have moneyand the things money can buy but it’s good too to check up once in a while and make sure thatyou haven’t lost the things that money can’t buy every person should know happiness in his orher work and home and prosperity these things can and should be yours play this messageas often as you can during the next week fix your plans firmly in your mind and relax keepcool and calm be as serene as you possibly can be you have nothing to worry about right now you mayhave no idea at all how the additional income you seek is going to come to you know how you’re goingto save the amount you want in a savings account or how you can possibly arrange for the retirementincome you’ve decided upon that isn’t important remember that the only really important thingis that you know what you want if you do you will become you must become what you thinkabout be realistic about your financial goals or as you reach them you can then set higher goalstrying to jump too far too soon can often result in confusion tension worry take your growth insensible logical steps remembering that the big thing is that you know what you want and thatyou realize your rewards will match your service that is that you must devise ways and means ofactually becoming the person who is worth the amount of money you’ve established for yourselfnow a person may be worth more than he or she is getting for a while but the two will match upthey have to in fact unless a person is worth more than he or she is receiving well they can’tmove ahead they’re receiving all their worth and it all gets back to the great lawthat controls everything in the universe cause and effect the cause must precede the effector the effect cannot occur this is why people who try to get something for nothing are only foolingthemselves and earning the disillusionment and frustration they must one day reap you can havewhat you want you need only make up your mind so i’m sure you’ll agree we acquire the skillsof living successfully through knowledge knowledge properly applied is power and knowledgeis available to everybody the degree of a person’s ignorance will determine his or her place in theworld everyone is born ignorant and must for a time live in ignorance but remember this anyonewho remains ignorant has only himself or herself to blame an illiterate person in our society is inthe lowest level of our social heap and from that starting point think once again as society hasthat pyramid with a broad base gradually rising to a high point we know that the great majority ofpeople are to be found in the bottom large layers of this pyramid the higher you go the smaller thelayers at the very peak of the pyramid you’ll find the world’s most brilliant people we may not havethe native equipment to reach the topmost pinnacle perhaps although we certainly might but we docontrol where we will live between the very top and the very bottom we can most assuredly getinto the top five percent let’s say the top five layers of the pyramid and from here we can livewell and successfully all the days of our lives it isn’t that we want to be over anyone it’sjust having the ambition and good sense to not settle for anything less to want to live the bestwe can remember the higher you climb on a pyramid the farther you can see the fresher the air andthe less crowded it becomes another rewarding thing about climbing is that as we climb we helpmost of those associated with us to climb too one of the most important ladders leading to thetop is knowledge the more we know the higher we can move but where does a person begin no oneperson can know everything in fact our store of knowledge is growing far too fast for anyone tokeep up with it it’s like walking into the library of congress with its millions of volumes andtrying to decide which single book to read first knowing that even if you lived a thousand yearsyou couldn’t read them all well fortunately the answer this perplexing problem is known a personshould begin with the study of his language and then to his general area of interest twosteps in that order that can move us right up there on the top of the pyramid first the languagein our case english not enough people realize that it’s our ability to use our language which willdetermine our place on the social pyramid and which will also control to a great extent theamount of money we will earn during our lives a person may dress in the latest fashionand present a very attractive appearance so far so good but the minute he orshe opens his or her mouth and begins to speak he or she proclaims to theworld his or her level on our pyramid shaw’s play pygmalion later adapted into themusical comedy my fair lady is an extreme example of what i’m talking about our use ofthe language is the one thing we cannot hide many years ago the graduating class of a largeuniversity was given an examination in english vocabulary the test scores were graded into groupsof five percent each the top five percent and so on to the bottom at regular intervals during thenext 20 years questionnaires were sent to the surviving graduates asking them their occupationsincomes and so on without a single exception those who scored highest on the vocabulary testwere in the top income group while those who scored lowest were in the lowest income groupreaders digest published an article by blake clark entitled words can work wonders for you init he wrote tests of more than 350 000 persons from all walks of life show that more often thanany other measurable characteristic knowledge of the exact meanings of a large number of wordsaccompanies outstanding success end of quote he also mentioned the work done in this field byscientist johnson o’connor and gave o’connor’s best illustration of the importance of vocabularytests were given to executive and supervisory personnel in 39 large manufacturing plants theresults showed that every one of the men tested rated high in the basic aptitudes that go withleadership differences in their vocabulary ratings however were definite and dramatic presidents andvice presidents averaged 236 out of a possible 272 points managers averaged 168 superintendents 140foreman 114 4 bosses 86 in virtually every case vocabulary correlated with executive level andincome children with the best vocabularies get the best grades in school a salesman in his 50swho was in the bottom five percent in vocabulary worked himself into the top 45 percentand is now vice president of his firm an encouraging fact to keep in mind clarkwent on to say is that when we master one word we find that we’ve added several others it’s asif the new one is a nucleus of thought around which whirl numerous related ideas that we nowcome to understand deliberately learning 10 new words we pick up probably 90 more almost withoutrealizing it you see understanding our language is the key to studying and learning everythingelse literally millions of people are being held back in life simply because they’ve never takenthe time to learn their own language let’s face it from the earliest times the favored class ofpeople has always been the educated class they can make themselves recognized instantly anywhereby the simple expedient of speaking a few words our language more than anything else determinesthe extent of our knowledge you see everything at all the vast storehouse of knowledge has a name alabel these names these words make up the language the more words we know and can properly use themore knowledge we have of this you can be sure a person’s knowledge and his language go togetherit’s almost impossible for one to be larger than the other before we move to the second point whichis knowledge in your field of general interest make it a point to acquire books thatwill help you improve your vocabulary you’ll find them valuable additions to yourlibrary and an enormous help in your career in addition to vocabulary effective englishusage is important this entails learning the parts of speech what they mean how theyshould be used to construct sentences this too is a reflection of your presentknowledge right now mentally rate yourself on your use of the language would you say yourrating would be excellent good fair or poor if you’re eating yourself excellent you’re in thetop one tenth of one percent of the population if you said good you’re definitely in the topfive percent if you rated yourself fair get a good book on english at your bookstoreand study it and if you rated yourself as poor take a home study or night course inenglish many excellent courses are available impress on your youngsters the importanceof knowing their language the importance of speech more people speak english now than anyother language on the planet with the possible exception of chinese english literature fromchaucer to elliot from shakespeare to hemingway is the richest and most extensive onearth so when you’re studying english you’re studying one of the world’sgreatest and most interesting subjects if you think you don’t have time to study listento what lewis shores has to say about this he said each of us must find his own 15 minute periodeach day for reading it’s better if it’s regular the only requirement is the will to read with ityou can find 15 minutes no matter how busy the day that means you’ll read half a book a week twobooks a month 20 a year and 1 000 in a reading lifetime it’s an easy way to become well read andit takes just 15 minutes a day let’s get to our second area of study our general interest everyonehas something in which he or she is interested more than in other subjects this is true of thesalesperson doctor architect executive or student reading in this area is for profit and we shouldread for pleasure as well once we have a regular program going along to improve our knowledge ofour language we should begin a systematic study of the field which interests us most and whichwill help us reach our goal just that much sooner i received a letter from one of my radio listenersa woman saying it was her ambition to write poetry there was a telephone number on her letterso i called her i asked her how long she’d been studying poetry and what kind of acollection of published poetry she had she told me she didn’t have a single bookon poetry and had never read it as a study i mentioned this because it’s so often the case people will say they want to do a particularthing but a bit of questioning quickly reveals that it’s a whim not a real and important goalif we’re interested in boating we subscribe to boating magazines and usually have a collection ofbooks on boarding stories of the sea a collection of the works of conrad and we usually know downto the bilge pumps and mooring lines exactly the kind of boat we want i know because i have such acollection i also have a wonderful collection of books on english including poetry great fictionthe great books several excellent dictionaries and a number of books on writing and style andmistakes to avoid our company is published on tape cassette one of the finest programs on vocabularybuilding ever put together and you can listen to it and repeat the words as you drive your carother motorists might think you’re a bit batty but you’ll be learning in the best way possibleby listening and repeating a fine vocabulary of the english language most languages cannumber their words under two hundred thousand the english language has more than six hundredthousand and is still growing every day none of us can learn them all although professors of englishcome very close incidentally the number two person in the country in the use of his language isthe corporation president and that’s no accident our ability to translate our thoughts and ideasinto words in a powerful and effective way is inextricably linked to our growth in the worldof business or any other organization in addition to english each of us should have a good workingknowledge of world history and especially the history of our own country in the history of theidea of human freedom millions of americans don’t know how truly fortunate they are to be able toopenly criticize their government and its leaders to be able to bring suit against publicofficials to call an attorney of their choice in case of arrest and be judged by a juryof their peers did you know that as far as is known there has never been a sentenceof innocent in the soviet court if you go to trial in russia believe me you’re guiltyand you’re going to prison or a work camp in hundreds of countries you could be subjectedto torture without recourse my wife and i were talking to a couple in south africa some years agoa white couple and they said to us with feeling my god when the plane lands in the united states youcan smell the freedom most americans believe it or not don’t know anything about the idea of personalliberty nor how difficult it was to come by nor how precious it is nor do they have the foggiestnotion of their true options and opportunities i think a good personal library isessential it should contain good books and a dozen or so excellent tape cassetteprograms the tape cassette is the greatest idea for learning since the invention of theprinting press it’s effortless it’s so effective when you listen to the human voice you’relearning the way you learned most of what you know it’s the most natural way to learn and whilea book is often read only once tape cassettes can be listened to over and over again months andyears later and perhaps most importantly they can be listened to while doing other things whiledressing in the morning while driving the car while having a snacker at the dinner table so thatthe entire family can soak up some information those without a good library and they don’teven build bookshelves in american homes anymore unless they’re specified by an architect they’reseriously handicapped they miss so much of the fun the joy of learning the things we want tolearn books and cassettes are not an expense item they’re an investment and as far as we knowthe best investment on earth they pass dividends out of all proportion to their small cost andnot just in pleasure and knowledge but in cash in income as someone has written books extend ournarrow present back into the limitless past they show us the mistakes of the men and women beforeus and share with us recipes for human success there’s nothing to be done which books and letme add tape cassettes will not help us do much better to try to live without constantly expandingour knowledge is to close our eyes not just to the whole purpose of life but to the facts oflife as well never before has the world moved so rapidly as it’s moving today we must makeup our minds to move with it to stay up with it to grow and prosper with it or just fall bythe wayside not just because it’s the best way to our goals but because it’s the way to reallyenjoy living as the skillful sailor enjoys the sea so often a person will live inthe shallows from force and habit or because those around him are wasting theirtime without realizing that only a thin screen of reeds separates him from the fine deep oceanbeyond he or she can sail to any chosen port if the time has been taken and the effort expendedto build a good boat now let me make an important point a person who knows where he or she is goingand who’s made up his or her mind to get there is going to make the grade regardless ofeducation if an education is necessary to the accomplishment of the goal well he or shewill get it nothing in the world can take the place of persistence and determination i thinkit’s important to succeed in every department of our lives and becoming well-educated is one of themost vital what good is a large material success if a person has remained too ignorantto enjoy it or to administer it now let’s recap knowledge is power the more ourknowledge the more power we can exercise over our lives and our futures think of human societyas a pyramid composed of layers beginning with the broad based and narrowing to a pinnacle at thetop pick the place on the pyramid you’re going to shoot for and start climbing since there’s far toomuch knowledge for any one person to assimilate where can we start first with our languageand next with our general area of interest two subjects which can keep us growingand interested for the rest of our lives remember that our language is the one thing wecannot hide except by silence let’s bring it up to the point where it can do the job for us we wantit to do to a surprising extent our ability to use our language and the extent of our vocabularywill determine our income and our future use our excellent cassette programs in vocabularybuilding and spend at least 15 minutes every day reading something not only interesting butcalculated to stretch your mind a little more remember that a mind stretched by a new idea cannever again return to its original dimensions it’s estimated that the average person adds onlyfive new words a year to his or her vocabulary that’s not nearly enough for this day and age weshould add that many a week many popular magazines publish features which will help you in this areaand finally realize that graduating from school is just the beginning the commencement of ourdays and years of learning for with wisdom will come kindness and patience love understanding andsuccess as a person it’s never too late to begin do we’ve talked about the definition of successas the progressive realization of a worthy goal the purpose of this message is to tell youof a wonderful way to keep realizing to keep achieving your goals one afteranother in the years ahead a goal sometimes seems so far off and our progressoften appears to be so painfully slow that we have a tendency to lose heart it sometimes seems we’llnever make the grade and we come close to falling back into old habits which while they may becomfortable now lead to nowhere well there’s a way to beat this it’s been used successfullyby many of the world’s most successful people and it’s been advocated by many of the greatestthinkers is to live successfully one day at a time a lifetime is comprised of daysstrung together into weeks months and years let’s reduce it to the lowest common denominatora single day and then still further to each task of that day a successful life is nothing morethan a lot of successful days put together it’s going to take so many days to reach your goalif this goal is to be reached in a minimum of time every day must count now think of a single dayas a building block with which you’re building the tower of your life just as a stone mason canput only one stone in place at a time you can live only one day at a time and it’s the way in whichthese stones are placed which will determine the beauty the strength of your tower if each stoneis successfully placed the tower will be a success if on the other hand they’re put down in a hitor miss fashion the whole tower is in danger now this may seem to be a rather elementary wayof looking at it but i want to make it clear and it’s a good and logical way of looking ata human life all right then let’s take it one day at a time from the time we wake up in themorning till we drop off to sleep that night keeping our goal in mind as often as possiblenow each day consists of a series of tasks tasks of all kinds and the success of a daydepends upon the successful completion of most of these tasks now if everything we do during the dayis a success that is done in the best fashion of which we’re capable we can fall asleep that nightin the comfortable knowledge that we’ve done our very best that our day has been a success that onemore stone has been successfully put into place now this is the way to really live do eachday all that can be done that day you don’t need to overwork or to rush blindly into yourwork try to do the greatest possible number of things in the shortest possible time don’ttry to do tomorrows or next week’s work today it’s not so much the number of things you dobut the quality the efficiency of each separate action that counts the quality of what you dogradually you’ll find yourself increasing the number of tasks and performing them all much moreefficiently to get the habit of success and that’s why successful people go from one success toanother because it’s a habit with them to get the habit of success you need only to succeed in thesmall tasks of each day this makes a successful day enough of these and you have a successfulweek month year and lifetime this is why i say success is not a matter of luck far from it itcan be predicted and guaranteed and anyone can achieve it by following this plan almost beforeyou realize that you’ll have achieved your goal in looking back you’ll realize that your successwas not attributable to any one day week or month but rather it was the consistent unrelentingsuccessful succession of single days that turned the trick this is the way a skyscraper a home ora human life is successfully built one successful day at a time and each day comprising a collectionof successful tasks one successful task at a time in order to advance to the place you’ve chosen twothings are necessary one that you keep your eye on your goal and two that you continue to grow fromthe standpoint of competence and effectiveness don’t get impatient don’t let the hundredsof little distractions which each day try to get you off course bother you pay no attention tothem shake them off and stay steadily on the track concentrate on each task of the day from morningto night and do each as successfully as you can know full well that if each of your tasks isperformed successfully or at least the greater majority of them your life has to be successfulthere’s no other answer there’s no way to avoid it the men and women who are certain to advance arethe ones who become too big for their jobs and who have a clear concept of what they want to be whoknow what they can become what they want to become and who are determined to be what they want to beremind yourself at this time that people become exactly what they make up their minds tobecome are you too big for your present job if it’s obvious to you that you are it’sobvious to others you know people are not given promotions as a rule they promotethemselves by becoming too big for their jobs and by making up their minds exactly what biggerand better job or income they’re shooting for and this is done by taking one day at a time one taskat a time during each day but how do we separate the important tasks from the unimportant did youever hear of the single idea for which a man was paid twenty five thousand dollars and it wasworth every penny of it the story goes that the president of a big steel company had granted aninterview to an efficiency expert named ivy lee lee was telling his prospective client howhe could help him do a better job of managing the company when the president broke in to saysomething to the fact that he wasn’t at present managing as well as he knew how he went on to tellivy lee that what was needed wasn’t more knowing but a lot more doing he said we know whatwe should be doing now if you can show us a better way of getting it done i’ll listen toyou and pay you anything within reason you ask weldy then said that he could give him somethingin 20 minutes that would increase his efficiency by at least 50 percent he then handed theexecutive a blank sheet of paper and said write down on this paper the six mostimportant things you have to do tomorrow well the executive thought about it and did isrequested it took him about three or four minutes then lee said now number those items in the orderof their importance to you under the company well that took another three or four or fiveminutes and then lee said now put the paper in your pocket and the first thing tomorrowmorning take it out and look at item number one don’t look at the others just number one andstart working on it and if you can stay with it until it’s completed then take item number twothe same way then number three and so on till you have to quit for the day don’t worry if you’veonly finished one or two the others can wait if you can’t finish them all by this method youcould not have finished them with any other method and without some system you’d probablytake 10 times as long to finish them and might not even have them in the order oftheir importance do this every working day lee went on after you’ve convinced yourself of thevalue of this system have your men try it try it as long as you like and then send me yourcheck for whatever you think the idea is worth the entire interview hadn’t taken more thana half hour in a few weeks the story has it that the company president sent ivy lee a checkfor twenty five thousand dollars with a letter saying the lesson was the most profitable froma money standpoint he’d ever learned in his life and it was later said that in five years this wasthe plan that was largely responsible for turning what was that a little known steel company intoone of the biggest independent steel producers in the world one idea the idea of taking things oneat a time in their proper order of staying with one task until it’s successfully completed beforegoing on to the next of living one day at a time for the next seven days try the 25 000 idea inyour life tonight write on a slip of paper the six most important things you have to do then numberthem in the order of their importance and tomorrow morning go to work on number one stay with it tillit’s successfully completed then move on to number two and so on when you’ve finished with all sixget another piece of paper and repeat the process you’ll be astonished and delighted that the orderit brings into your life and at the rate of speed with which you’ll be able to accomplish the thingsthat need doing in the order of their importance now this simple but tremendously effectivemethod will take all the confusion out of your life you’ll never find yourself running aroundin circles wondering what to do next remember as you do to live the best you can one day ata time you need not worry about tomorrow or the next day or what’s going to happen at the end ofthe month one day at a time handled successfully will carry you over every hurdle it’ll solve everyproblem you can relax in the happy knowledge that successful tasks make successful days whichin turn build a successful life this is the kind of unassailable logic no one can arguewith it will work every time for every person the reason for writing down what you consideronly the most important things to do is obvious handling each task during the day successfullyis important to the degree of the importance of the tasks themselves doing a lot of unnecessarythings successfully can be pretty much of a waste of time make certain that the tasks youtake the time to do efficiently are important tasks tasks which move you ahead steadily towardyour goal so often youngsters in school worry about a passing grade they think of all they’llhave to do before the end of the school year following this course of action they can stopworrying completely and count on excellent grades freshmen in high school and college are frequentlyplagued by doubts as to whether or not they’ll be able to successfully complete the four years aheadand graduate four years seem like such a long time to them almost forever and this thought sometimesleads to a sort of giving up a fear of failure it was the great harvard teacher andpsychologist william james who said in effect let not students worry about the success of theirefforts if they will do each day as best they can the work which is before them they willwake up one day to find themselves among the competent people of their generationstudent junior executive homemaker senior executive or professional this planworks for everybody it removes doubt fear and worry and brings order into our lives all anyof us needs to do is face each day as it comes in good cheer knowing that we have only to succeedtoday to guarantee our future in this way we’ll move steadily ahead growing more competentmore confident with the passing of every day others may seem to suddenly shoot up faster andpossibly fall much farther and operate in spurts and fits but it’s to the steady that the rewardsare eventually paid saint edmund of canterbury was right when he said work as though you would liveforever but live as though you would die tomorrow now try writing down the six most important thingsyou have to do tomorrow then number them in the order of their importance maybe do this firstthing tomorrow morning tackle number one stay with it till it’s completed if something shouldforce its delay move on to number two but take them in order and finish them in order as bestyou can try not to get sidetracked by people or things in successfully accomplishing each task ofyour day beside my typewriter i have glued to the wall a great saying by ernest hemingway he saidwrite as well as you can and finish what you start there’s nothing mysterious or capricious aboutachieving outstanding success it’s completely within our individual control and is absolutelypredictable it’s simply a matter of doing certain things a certain way every day and that’s allthere is to it as long as you’ve got that goal to work toward there’s no valid reason on earth whereyou should not become really successful in your field your home life and your community rememberthat everything in the entire limitless universe operates on the law of cause and effect there areno exceptions to this nothing happens by accident for every result there’s a cause you have onlyto take care of the cause the effect will always without exception take care of itself goodcause good effect no cause no effect bad cause bad effect it’s as reliable as the rising of thesun this business of living one day at a time the best we can has an almost unbelievable cumulativeeffect for good for success and the things we want sometimes when we see a bricklayer startingon a building and putting the first brick in place we’re struck by the sizeof the job he has ahead of him but one day almost before we realize it isfinished all the thousands of bricks are in place each one vital to the finished structureeach one sharing its portion of the load and so should be the days of the human life andwe’ll be proud and happy with the finished product all businesses all organizations from thesmallest to the very largest need a leader they have their committees their echelons ofcommand and perhaps a widely dispersed group of semi-autonomous divisions but the overall companyin each of its divisions must have strong and able leadership contrary to popular belief youdo not raise morale in an organization it filters down from the top the attitudes of thepeople working in any organization will always reflect the attitude of the leader and finallythis leader will always be found to be just one person the man or a woman on the whitehorse i’m sure you’re aware that even the largest and oldest companies with many thousandsof employees and hundreds of management people will when they find themselves in troubleor not doing as well as they should seek out one person and place him orher in the position of final authority the whole company the board of directors andperhaps thousands of stockholders all look to this one person for leadership and success thecase of chrysler and lee iacocca is an excellent example incidentally we have mr iacocca on a tapecassette program and it’s excellent whenever you find a successful going concern whether it’sa gas station a supermarket a school club pta or a well-organized home you’ll find behind itssuccess an outstanding leader this is the most valuable person in society in industry he or shemakes the wheels turn the entire economy work this is the person who’s been responsible for thegrowth of nations and their position in the world the employer of millions the dreamer the plannerand the clock to him or her is something that other people watch you’ll find this personworking early and late and when not working he or she is usually thinking and planning wayback during the depression of the 1930s the phrase most often heard by employers was i’lldo anything just give me a job millions were unemployed thousands of business firms had closedtheir doors and outside employment offices long lines of people stood waiting for any kind of workit was during this time in long beach california crowded to overflowing with thousandswho had migrated there looking for work when there wasn’t enough work to go around forthe permanent residence it seemed that a friend of mine made an interesting discovery he foundthat he could go to work almost anywhere he chose now amazing as this may sound it was absolutelytrue it dawned upon him one day that the business establishments of various kinds were justas anxious to succeed as were the people looking for work the owners and managers of thesebusinesses were worried and concerned over the hard times which had descended upon the countryand a great many of them were looking for someone to come to their aid the person who would somehowshow up and solve their business problems but all they heard was people asking for work and sayingi’ll do anything.These people were asking for a paycheck from a company which was very likelyteetering on the brink of financial ruin itself and so signs appeared in windows all over the landreading no help wanted this was a negative form of advertising and while it kept the plaintiffhordes away from the door it also hurt business well this friend of mine decided to become a partof the solution instead of a part of the problem and his method was simple and it worked likea charm he selected the kind of business he felt he would like to work in and in which hecould build a career he then devoted a month to finding out all he could about that particularbusiness he talked to other people in the same line he heard their problems and what they feltwas wrong he talked for hours asking questions probing about what they felt was needed and so onhe went to the public library and read everything he could find on that industry and then he beganto think of ways and means by which this business might be improved when he was ready and finallymade his call on the company for which he had decided to work instead of asking for ajob he said to the boss something like this i believe i know of several ways in whichyour business can be greatly increased and i’d like to talk to you about them well herehe was selling the one thing on earth in which his prospect was most interested the fact that heknew a good deal about the business now permitted him to talk intelligently he took a positiveattitude expressed a willingness to pitch in and help put the business on a sound and profitablefooting and of course that’s right he got the job millions out of work and asking for jobsbut one man who found a way to be of help what had he done well first he had specializedhe’d selected one line of work and decided that that was where his future would benow he had to prove himself and he did the jack of all trades and master of none wasthe man who suffered during the depression people who knew what they were doing and wherethey were going sail through those depression years just like a large ship sailed througha storm it wasn’t as comfortable as it could have been but at least the crossing was a successat least they didn’t found her and thousands of businesses actually grew larger and prosperedduring the depression the best way for you to develop the security that lasts a lifetime is tobecome outstanding at one particular line of work look at it this way regardless of economic upsand downs the industry of which that line of work is apart will continue to operate it won’t shutdown completely as long as you’re in the top five percent of the people in that industry you knowyou’ll always be in demand you’ll be wanted and needed not just where that industry is concernedbut where you and your family are concerned also the man or woman who becomes truly outstandingat what he or she does has the world on a string here’s the person of confidence and peace ofmind here’s the person who’s quietly aware of his or her ability and intimate knowledgeof his or her job and particular industry here’s the homemaker or student who’s atthe top of the group they’ve got it made and they and everybody else know it askyourself this question am i now such a person down deep inside you know the answer if youanswered yes you’re among the most fortunate people and in one of the smallest and most elitegroups on earth if your answer was no it can be turned into a yes in a surprisingly short time thefirst step is to make one really big and important decision it’s a decision the great majorityof people never make and suffer as a result failing to make this decision keeps aperson from ever really getting on course or clarifying his or her goals if you makethe decision i’m now going to recommend you can take a deep breath give a comfortable sighof relief fix your eyes firmly upon your target and go to work relaxed comfortable and sure in theknowledge that the success you seek will be yours the great steel magnet andrew carnegie when askedthe formula for success answered put all your eggs in one basket and then watch that basket let’s befrankly realistic who gets laid off work during an economic slump well what gets thrown overthe side when a ship is in danger of going down everything not absolutely essentialto the operation of the vessel and the safety of its passengers and it’s thesame with a business or any other organization it has to be that way with the corporation its mainpurpose is to remain in business forever as long as it remains in business it can provide a neededproduct or service protect the investment of those who have faith in it and provide jobs for thosewho are essential to his continuity of operation it’s the duty of management to protect the firmand the people who depend upon it just as it’s the captain’s duty to do everything in his powerto keep his ship sailing all a person needs to do is make certain that he or she is a vitalpart of the business or organization those who insist on remaining spare gear those whodo no more than they must in order to squeak by those who say i’m not going to do any more thani’m paid to do must expect to be jettisoned when things get too rough for safety nobodyparticularly the captain likes to see cargo thrown over the side but if it’ll help savethe ship there’s nothing else to do that’s why people are laid off it has nothing to do withmanagement and labor relations or personalities and in the long run it’s best for everyonesince once smooth sailing has again been reached additional employment can again be made availableso each of us must decide whether we want to be part of a cargo or a member of the crew it’s saidthat millions suffer today from a malady called panophobia panaphobia means literally fear ofeverything it’s an uneasy feeling a feeling of insecurity that generally manifests itselfas a sort of lump of fear that settles right behind the belt buckle especially onsunday evenings and on monday mornings there’s nothing you can put your finger on it’sjust a an apprehension a feeling of foreboding and this extremely unpleasant condition is saidto result from the unspoken but realized fact that we’re getting credit for more than we’re actuallydoing or that we’re doing less than we could be doing it’s the perfectly natural and normalunderstanding deep within each of us that there’s something basically wrong about getting praisethat’s not earned or if you’re an employee being paid for something you’re not doing as well as youpossibly can if we have panophobia running doesn’t do any good we find it follows us on vacation andaround the house and yard on weekends it’s inside us and no matter how fast the jet we board or howexciting the television program we’re watching soon we’re aware of it again now there’s a simplecure for this melody it’s to throw ourselves not out of a window but into activity into ourwork it’s the decision to be worth more than we’re being paid only in this way can we grow it’sover balancing the scales in the service we give knowing that our rewards must follow as a naturalresult anyone who’ll be honest with himself or herself realizes that he or she has been happiestand most satisfied after having successfully completed a difficult job a leader is a person whocan help and lead others it’s the conscientious mother who wants her children to grow upknowing the rules for success and happiness it’s the father who shows by example that anyjob worth doing is worth doing well it’s the student who studies to learn not just to geta grade who has a mind of his or her own and sets the pace for his or her fellow students it’sthe farmer whose farm sets an example in his area and the small businessman or woman whose businesscontinues to grow and prosper with the passing years it’s the employee who has the good senseto realize that one gets most out of any job by giving loyalty and dedication to the firm thatpays his or her wages a leader is any person who realizes the importance of becoming a bigger andbetter person with the passing of every day week and month a leader takes the responsibility of hisor her own growth a planner a thinker a doer each of us can become such a leader in our own area ofactivity it’s not difficult and in the long run it’s easier for us and honest than what at firstmay appear to be the easier of two courses simply fix your eye upon your goal visualize it withevery ounce of your being enjoy the prospect of it and courageously set out toward it maintain acheerful helpful attitude toward everyone why shouldn’t you be cheerful since you know you’llachieve everything you’ve set your heart upon become a kind of sponge for information which willhelp you on your way you don’t have to waste years making the mistakes others have made before you’llbe surprised at how quickly you reach your goal but don’t be impatient no and have faith thatwhat should come to you will come to you in the right time everything in the world works on theside of the person who works with nature’s laws and above all if you should forget everythingelse remember that everything about you everything you will ever have no experiencein any way operates as a result of law law that is true and unchanging the law ofthe stars and of the balance of the world as emerson wrote let him learn the prudence ofa higher strain let him learn that everything in nature even dust and feathers go by law andnot by luck and that what he sews he reaps look about you take stock of your presentsituation because there’s nothing more or less than the result of your past sowing are you happywith it is it what you want then you know what you must sell today and tomorrow and the next day andin the sowing rest in the calm serene and cheerful certainty that having sown you will then reap therich results that come automatically all the years of your life the abundant harvest now this is earlnightingale reminding you that success as a human being in modern society does not come naturallyit requires the conscious utilization of ourselves in the service of others we have our minds ourgenetic possibilities a certain amount of time and our free will we belong to the worldminority that lives in a free society we can become whatever we seriously makeup our minds to become that’s possible because whatever we seriously decide to do isnaturally linked to our genetic possibilities a person with little or no aptitude forscience will never decide to become a scientist a naturally shy and retiring person will neverapply for a job in sales or if he does he’ll soon get out of it each of us has his or herown inner voice emerson referred to us that iron string that vibrates within us each of uswants to succeed during our holiday on earth and each of us should but we don’t succeedin groups we succeed or fail as individuals the lead the field program you’ve heard on thesetape cassettes contains the best basic information and the great ideas we need to reach whatever goalwe seriously choose listen to these tapes often you’ll be astonished to discover how much youmissed with your first and second listening and there’s a very good reason why this happensas we listen to a message an idea will catch our interest and we concentrate on it for a fewseconds or longer now while we are this engaged we miss what’s being said during the time we’reconcentrating on that idea it’s like lifting the tone arm on a record now the next time we won’tstop listening when that idea appears and we will really hear consciously for the first timewhat immediately follows think of this program and the other nightingale conant programs youorder in the future as your partners in success you can always refer back to them you’ll findyourself delighted by the new enthusiasm and excitement you’ll experience as you bring newmeaning new rewards into your life thank you you

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