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The Mindset Of The Entrepreneur: The Hard Truth About Getting Started

I want to talk to you about the mindset of the entrepreneur. You know, it took a friend
of mine 14 years to convince me to do what I’m doing right now. I kept putting it off.
You know why? Because I didn’t believe in myself.

Believe In Somebody’s Belief In You, Until Your Own Belief Kicks In

I don’t have a college education, and I felt that even though my friend believed in me,
I didn’t believe in myself, and I felt inferior to people with college educations. But he
kept saying to me, “Les, you can do more than be a disc jockey”.

At the time, I was a radio personality in Columbus, Ohio, and he would always
continue to come back to me again and again to hound me about it. In fact, I just
asked him a few weeks ago, I said, “Tell me, what made you stay in my ear?” and he
said, “I just felt it was my duty”.

You know, sometimes in life, you have to believe in somebody’s belief in you, until
your own belief kicks in. Now, I don’t know you, and I can’t even see you. But here’s
what I know about you: that you have something special - you have greatness within
you. I can say that to you based on my own experience.

You might sell a product, or service, you might have some skill or knowledge that
people need right now. I don’t know what you do, but here’s what I do know: you
don’t have to be great to get started, but you have to get started to be great.

I wish that somebody told me that just having the courage to get started would make it
possible to earn more, to touch people’s lives, and to do things I didn’t even realize I
could do. One of the things you have to do is just decide, “I’m going to do this. I’m
going to make this happen.”

You’re Seated Out There Because Of The Thoughts You Have Rejected For
Yourself

I remember once going to an event. There, they had a variety of motivational

speakers, but one of the guys that opened for Zig Ziglar really stuck out, in a bad way.
He was quiet, he had low energy, he had no personality - he was plain ol’ boring. The
audience was as quiet as a graveyard between funerals! I remember going to sleep
during his speech until the audience woke me up with polite applause. I said out loud,
“Man, he was boring!”

I didn’t know at that time that I was seated next to his brother-in-law, who responded
to me, “You ought to be that boring and make the kind of money he makes!”

I said, “Well, how much money does he make?”

He said, “$5,000!”
I looked at my watch and said, “$5,000? I KNOW I can do that!”

Has that ever happened to you? May be you saw somebody do something, and you
said, “Hey, if they can do it, I can do it!”

From that time to this time, I’ll never forget something that speaker said from the
platform. He said, “I know I don’t have personality, and passion, and energy. I know
that I’m boring. But the reason I’m standing up here, and you’re seated out there, is
because I represent the thoughts you have rejected for yourself.”

You Argue For Your Limitations, You Get To Keep Them

WHOA. When he said that, it hit me dead between the eyes, because I remember
saying to myself, “I can’t do that, I don’t have a college education… I can’t do that,
Mike, I’ve never worked for AT&T, Proctor & Gamble, McDonalds Corporation,
IBM, Xerox… I can’t compete with those guys… I don’t have the resources, I don’t
have a full-page brochure.”

I had all of these excuses. I remember a time after that when while I was talking to
him on the phone, the line went dead. I called him back and said, “Hey Mike, we lost
signal.”

He said, “We didn’t lose the signal. I hung up!”

I said, “Well why would you do that?

He said, “You argue for your limitations, so you get to keep ‘em. You better hope I
win this conversation!”

I said, “OK, talk to me, talk to me!”

And I tell you, I’m so glad that he did that. Since then I’ve traveled around the world
and gone from earning $50 an hour to $25,000 an hour, all because I got started. I
went from just speaking locally to speaking around the world, and getting paid over
$125,000 in an hour for it! I had no idea.

You’ve Got To Get Busy And Work Your Plan

There are things you’re going to be able to do that eye has not seen, ear has not heard.
There are things you have in you that you don’t even know, but until you get out of
your comfort zone, you will never discover it.

You have greatness within you. But in order to manifest your greatness, you’ve got to
put yourself in a perpetual state of discomfort. Yes, you’ve got to challenge yourself.
You’ve got to raise the bar on yourself. You’ve got to get busy and work your plan.

Even if you’ve got a job right now, you’ve got to work yourself out of it. You’ve got
to have an exit date where you say, “Hey, it’s time for me to do ‘me’… to pursue my
dream, to work my plan… to implement the things that I want for myself, for my
family, for my kids.”
What Is The Why Behind Your Dream?

What do you want for yourself? In my case, I wanted to take care of my mother. I’m
adopted, and I surely feel like Abraham Lincoln who said, “All that I am and all that I
ever hope to be, I owe to my mother.” She adopted 6 kids, and with me that made 7.
She was a domestic worker on Miami beach. One day, I said, “Mama…”

She said, “What is it Leslie?”

I said, “One day, when I become grown, I’m gonna buy you a big beautiful home.”
And I bought my mother her first home, it was 10,000 square feet with a 12-foot deep
Olympic sized swimming pool, on a golf course! I would never have been able to do
that had I not started on my dream.

YOU Have Something Special, And The World Is Waiting For You To Show Up
And Share It

At the end of the day, you’re watching this for a reason. You have something of
value. This is your time. So as you begin to look at yourself, your goals, and your
dreams, decide that you’re going to focus on your strength. Decide that you’re going
to master your skill. Say to yourself, “I got this, this is my space!”

When you find something that is your passion, that turns you on, when you do that to
the best of your ability, you’re on the right track. They say that success is doing
something you love so well that you get paid for it. That’s what I do as a speaker. I
love to talk, so I find people that want to pay me to talk to ‘em!

Get out of your fear and just become bold. I believe, “Leap and grow your wings on
the way down.” You might say, “Well, I don’t know what to do.” Well, just get
started, and if you’re going in the wrong direction, just turn around and you’ll be
going in the right direction!” Just get busy doing what you’re supposed to do. You’ll
be surprised at the breakthrough. You’ll be surprised at how things begin to come
together for you.

I want to leave this with you: YOU have something special, and the world is waiting.
There are customers that are waiting - for your services, for your product, for your
ideas, for your skills, for your expertise. It’s time for YOU to show up and share it -
for them, for your dream, and for your business.