the most valuable commodity I know of

00:03
this information wouldn't you agree
00:11
for a moment consider the things your
00:14
mind has brought you everything you have
00:16
your work your relationship with your
00:18
family and others your philosophy of
00:20
life all come view as result of using
00:22
your mind now consider the estimate made
00:25
by experts you have probably been
00:27
operating on less than 10 percent of
00:29
your mental capacities much less dr.
00:32
Herbert Otto psychologist educator and
00:34
chairman of the National Center for the
00:36
exploration of human potential reminds
00:39
us that many well-known scientists such
00:41
as the late neighbor have Maslow
00:42
Margaret Mead Gardner Murphy Oh Spurgeon
00:44
English and Carl Rogers subscribed to
00:47
the hypothesis that man is using a very
00:50
small fraction of his capacities
00:52
Margaret Mead quotes a six percent
00:54
figure her Bernardo writes my own
00:56
estimate is five percent or less
00:58
neurological research at the UCLA brain
01:01
Research Institute points to enormous
01:03
abilities latent in everyone by
01:05
suggesting and incredible hypothesis the
01:09
ultimate creative capacity of the human
01:11
brain may be for all practical purposes
01:13
they pointed out infinite to use the
01:17
computer analogy man is a vast
01:20
storehouse of data but we have not
01:23
learned how to program ourselves to
01:25
utilize these data for problem solving
01:27
purposes yet from all the eminent Soviet
01:30
scholar and writer says man under
01:32
average conditions at work in life uses
01:34
only a small part of his thinking
01:36
equipment if he were able to force our
01:38
brains who work at only half its
01:40
capacity we could without any difficulty
01:42
whatever learn 40 languages memorize the
01:45
large Soviet encyclopedia from cover to
01:47
cover and complete the required courses
01:50
of dozens of colleges now this statement
01:54
is hardly an exaggeration it is the
01:57
generally accepted theoretical view of
01:59
man's mental potentialities now how can
02:02
we tap this gigantic potential well it's
02:06
a big and very complex problem with many
02:07
ramifications but as Herbert Otto points
02:10
out it is clear that persons who live
02:12
close to their capacity who continue to
02:14
activate their potential have a
02:16
pronounced sense of well-being and
02:18
considerable energy they see themselves
02:20
as leading purposeful and creative
02:22
if everything you have is a result of
02:25
using just 10% of your mind consider for
02:27
a moment what it will mean to you and
02:29
your family if you can increase this
02:31
percentage none of us as a rule has the
02:34
slightest notion of the real
02:35
capabilities of his mind but believe me
02:38
when I say that your mind can be
02:39
compared to an undiscovered goldmine and
02:41
it makes no difference for the year 70
02:44
nor 70 look at it this way your goal is
02:47
in the future your problem is to bridge
02:50
the gap which exists between where you
02:52
are now and the goal you intend to reach
02:54
this is the problem for some robber
02:56
Seashore when chairman of the Department
02:58
of Psychology at Northwestern University
02:59
pointed out that successful people are
03:02
not people without problems
03:04
they're simply people have learned to
03:06
solve their problems and there you have
03:08
it living successfully getting the
03:11
things we want from life is a matter of
03:12
solving the problems which stand between
03:14
where we now are and the point we wish
03:17
to reach no one is without problems
03:20
they're a part of living but let me show
03:22
you how much time we waste in worrying
03:24
about the wrong problems is a reliable
03:27
estimate of the things people worry
03:28
about things that never happen 40
03:31
percent things over in past it can't be
03:34
changed by all the worry in the world
03:35
30% needless were is about our health
03:39
twelve percent petty miscellaneous
03:41
worries 10 percent real legitimate
03:45
worries a prison in short 92 percent of
03:50
the average person's worries take up
03:51
valuable time cause painful stress even
03:54
mental anguish and absolutely
03:55
unnecessary and that the real legitimate
03:58
worries there are two kinds there are
04:00
the problems we can solve and there are
04:02
the problems beyond our ability to
04:04
personally solve but most of our real
04:06
problems usually fall into the first
04:08
group the ones we can solve if we learn
04:11
how now I'm going to assume you've
04:13
decided upon a goal your problem is how
04:17
do I achieve it your goal may be a
04:19
promotion greater income a beautiful
04:21
home it makes a little difference what
04:23
your goal happens to be but you have
04:25
your goal and you know that you will
04:27
become and you will achieve what you
04:29
think about that is if you stay with
04:32
you will reach your goal but how well
04:36
it's right here that your mind comes
04:37
into play what is your mind no one knows
04:40
for sure perhaps the best way to
04:42
describe it is to quote pulitzer
04:44
prize-winning playwright Archibald
04:45
MacLeish in his play the secret of
04:48
freedom a character says the only thing
04:50
about a man that is a man is his mind
04:52
everything else you can find in a pig or
04:56
a horse that's uncomfortably true the
05:00
human mind is the one thing that
05:02
separates us from the rest of the
05:03
creatures on earth anything that comes
05:05
to us in the future well almost
05:06
certainly come to us as a result of the
05:08
extent to which we use our minds and yet
05:11
it's the last place on earth the average
05:13
person will turn to for help in order to
05:16
reflect just a moment on the human mind
05:18
consider what it's accomplished human
05:21
knowledge is advanced more in the past
05:22
50 years and in all the preceding ten
05:25
thousand years of human civilization of
05:27
all the scientists who ever lived
05:29
it's estimated that 90% of them are
05:31
alive today
05:33
we've reached in the area of ideas and
05:36
human advancement a plateau so high it
05:39
was undreamed-of by even the most
05:40
optimistic forecasters as recently as
05:42
ten years ago but every new idea
05:45
triggers additional ideas so that now
05:47
we're in an era of compounding
05:49
advancement on every part and in every
05:51
area that staggers the imagination dr.
05:55
Halas Shapley of Harvard has said that
05:57
we're entering an entirely new age of
05:59
man he calls it the psychos so ik age
06:02
the age of the mind and you own one free
06:05
and clear now let's look at a few facts
06:07
now the average working person has it
06:10
his disposal an enormous amount of free
06:12
time in fact if you were totally hours
06:14
in a year and subtract the sleeping
06:16
hours if he sleeps eight hours every
06:17
night you find there's almost 6,000
06:20
waking hours of which he spends less
06:22
than 2,000 on the job
06:23
now this lives in 4,000 hours a year
06:26
when he's neither working nor sleeping
06:27
these can be called discretionary hours
06:30
with which we can do pretty much as we
06:32
please at least our minds are free now
06:35
so you can see the amazing results in
06:37
your alive I want to recommend that you
06:39
take just one hour
06:41
five days a week and devote this hour to
06:44
exercising your mind pick one hour a day
06:47
on which you can fairly regularly count
06:49
and during this hour every day take a
06:52
completely blank sheet of paper at the
06:54
top of the page write your present
06:56
primary goal clearly simply then since
06:59
our future depends upon the way in which
07:01
we handle our work write down as many
07:03
ideas as you can for improving that
07:05
which you now do try to think of 20
07:07
possible ways in which the activity that
07:09
fills your day can be improved you won't
07:11
always get 20 but even one ideas good
07:14
now remember two important points with
07:17
regard to this one this is not
07:19
particularly easy and to most of your
07:22
ideas won't be any good now when I say
07:24
it's not easy I mean it's like starting
07:26
any new habit at first you'll find your
07:28
mind a little reluctant to be hauled up
07:30
and out of the old familiar route but as
07:32
you think about your work and ways in
07:34
which it might be improved write down
07:35
every idea that pops into your mind no
07:38
matter how absurd it might seem let me
07:40
tell you what will happen some of your
07:42
ideas will be good and worth testing the
07:45
most important thing this extra hour
07:46
accomplishes however is that it deeply
07:49
embeds your goal in your subconscious
07:51
mind starts the whole vital machinery
07:53
working and twenty ideas a day if you
07:55
can come up with that many total a
07:56
hundred a week even if you don't think
07:58
on weekends an hour a day five days a
08:01
week totals 260 hours a year and still
08:04
leaves you three thousand seven hundred
08:06
and forty hours of free leisure time now
08:09
this means you'll be thinking about your
08:11
goal and ways of improving their
08:13
performance increasing your service six
08:15
and a half full
08:16
extra working weeks a year six and a
08:20
half 40-hour weeks devoted to thinking
08:23
and planning can you see how easy it is
08:25
to rise above the so-called competition
08:27
and will still leave you with fifteen
08:30
hours a day to spend as you please
08:33
starting each day thinking you'll find
08:36
that your mind will continue to work all
08:38
day long you'll find that at odd moments
08:40
when you least expect it really great
08:41
ideas will begin to pop into your mind
08:43
and when they do write them down as soon
08:45
as you can just one great idea can
08:48
completely revolutionize your work and
08:50
as a result your life
08:52
if you want to develop the muscles of
08:54
your body you take the exercise of some
08:56
sort well the mind is developed in the
08:58
same way except that the returns out of
09:01
all conceivable proportion that the time
09:03
and energy spent I've used this system
09:05
for years and it's given me some of the
09:06
most gratifying and rewarding
09:08
experiences of my life
09:09
and it costs only five hours a week five
09:12
hours out of a hundred and sixty-eight
09:14
is it worth it
09:16
it's like spending five hours a week
09:18
digging in a solid vein of pure gold
09:20
because your mind is all of that and
09:22
much more each time you write your goal
09:25
at the top of the sheet of paper don't
09:26
worry or become concerned about it think
09:29
of it as only waiting to be reached a
09:31
problem only waiting to be solved face
09:33
it with faith and Bend all the great
09:35
powers of your mind toward solving it
09:37
and believe me solve it you will now
09:41
let's briefly recap this week starts
09:44
spending one hour each day getting as
09:45
many ideas as you can try for twenty a
09:48
day on ways to improve what you're now
09:50
doing
09:51
remember the achievement of their goal
09:52
they like to depends upon it as does
09:54
your whole future too if everything you
09:57
now have is a result of using say five
10:00
to ten percent of your mental abilities
10:02
you can imagine what life will be like
10:04
if you can increase this figure to
10:05
twenty percent or more three successful
10:09
people are not people without problems
10:11
they're simply people who've learned to
10:13
solve their problems four don't waste
10:16
time and energy worrying about needless
10:18
things forty percent of them will never
10:20
happen thirty percent have already
10:21
happened and can't be changed twelve
10:23
percent and needless worries about our
10:25
health ten percent of any miscellaneous
10:27
worries of only eight percent of real
10:30
try to separate the real from the
10:32
unnecessary and solve those which are
10:34
within your ability to solve last of all
10:38
the only thing in the world that can
10:40
take you to your goals in life is your
10:43
mind it's effective use and following
10:46
through on the good ideas it supplies
10:47
you each of us has a tendency to
10:50
underestimate his or her own abilities
10:53
we should realize that we have deep
10:55
within ourselves a reservoir of great
10:58
ability even genius that can be tapped
11:01
if we'll just dig deep enough
11:03
it's the miracle of your mind
11:07
[Music]
11:41
every business every organization for
11:44
the smallest of the very largest needs a
11:46
leader they have their committees there
11:47
I shall arms of command and perhaps a
11:49
widely dispersed group of
11:50
semi-autonomous divisions but the
11:52
overall company and each of its
11:54
divisions must have strong and able
11:56
leadership contrary to popular belief
11:59
you do not raise morale in an
12:01
organization it filters down from the
12:03
top the attitudes of the people working
12:05
in any organization will always reflect
12:07
the attitude of the leader and finally
12:09
this baby will always be found to be
12:11
just one person and I'm sure you're
12:15
aware that even the largest and oldest
12:17
companies with many thousands of
12:18
employees and hundreds of management
12:20
people will when they find themselves in
12:22
trouble or not doing as well as they
12:24
should seek out one man and place him in
12:27
the position of final authority the
12:29
whole company the board of directors and
12:31
perhaps thousands of stockholders all
12:33
look to this one person for leadership
12:35
and success where do you find a
12:38
successful going concern whether it's a
12:41
government of business at club or a well
12:42
organized home you find behind it
12:45
success an outstanding leader this is
12:48
the most valuable person in society in
12:50
industry he makes the wheels turn the
12:52
entire economy work this is the man
12:55
who's been responsible for the growth of
12:56
nations and their position in the world
12:58
he's the employer of millions he's the
13:01
dreamer the planner and a clock to him
13:03
is something that other people watch
13:05
you'll find him working early in life
13:07
and when he's not working he's usually
13:09
planning factoring the depression of the
13:12
30s the phrase most often heard by
13:14
employers was I'll do anything
13:17
millions are unemployed thousands of
13:19
business firms had closed their doors
13:21
and outside employment offices long
13:23
lines of people stood waiting for any
13:26
kind of work it was during this time in
13:29
Long Beach California crowded to
13:30
overflowing with thousands who had
13:32
migrated they're looking for work I know
13:34
because I was a kid there the demand man
13:36
you made an interesting discovery he
13:39
found that he could go to work almost
13:40
anywhere he chose amazing as this may
13:43
sound it's true it dawned upon him one
13:46
day that the business establishments of
13:49
various kinds were just as anxious
13:51
succeed as were the people looking for
13:53
work the owners and managers these
13:55
businesses were worried and concerned
13:57
over the hard times which had descended
13:59
upon the country and the great many of
14:01
them were looking for someone come to
14:03
their aid the person who would somehow
14:05
show up and solve their business
14:06
problems but all they heard was people
14:09
asking for work and saying I'll do
14:11
anything these people were asking for a
14:14
paycheck from a man who was very likely
14:16
teetering on the brink of financial ruin
14:18
himself and so science appeared in
14:21
Windows all over the land reading no
14:23
Help Wanted this was a negative form of
14:27
advertising and while it kept the plenty
14:28
of hordes away from the door and also
14:30
hurt business well this friend of mine
14:33
decided to become a part of the solution
14:35
instead of a part of the problem and his
14:38
method was simple and it worked like a
14:39
charm he selected the kind of business
14:42
he felt he would like to work in and in
14:44
which he could build his career he then
14:46
devoted a month to finding out all he
14:49
could about that particular business he
14:51
talked to other people in the same line
14:52
he heard their problems and what they
14:54
thought was wrong he talked for hours
14:56
asking questions about what they felt
14:59
was needed and so on he went to the
15:01
public library and read everything he
15:02
could find on that industry and then he
15:04
began to think of ways and means by
15:06
which this business might be improved
15:09
when he was ready and finally made his
15:12
call on the company for which he decided
15:14
to work instead of asking for a job he
15:17
said something like this I believe I
15:20
know several ways in which your business
15:22
can be greatly increased and if I could
15:24
talk to you about them well here he was
15:27
selling the one thing on earth in which
15:29
his prospect was most interested the
15:31
fact that he now knew a good deal about
15:33
the man's problems permitted him to talk
15:35
intelligently and he took a positive
15:38
attitude expressed a willingness to
15:40
pitch in and help the man but his
15:42
business on the sound and profitable
15:44
footing him that's right he got the job
15:47
now what had he done
15:49
well first in specialized he had
15:51
selected one line of work and decided
15:53
that was for his future would be now he
15:56
had to prove himself and he did the best
16:00
way for you to develop the security that
16:02
lasts a lifetime is to become
16:03
outstanding
16:04
one particular line of work look at it
16:07
this way regardless of economic ups and
16:10
downs the industry of which that line of
16:12
work is a part will continue to operate
16:14
it won't shut down completely as long as
16:17
you're in the top five percent of the
16:18
people in that industry you know you'll
16:20
always be in demand you'll be wanted and
16:23
needed not just where that industry is
16:25
concerned but well you and your family
16:27
are concerned also the man a woman who
16:30
becomes truly outstanding at what he or
16:32
she does has the world on a string is
16:35
the person of confidence and peace of
16:37
mind is the person who's quietly aware
16:39
of his ability and intimate knowledge of
16:41
his job in his particular industry ask
16:44
yourself this question am I now such a
16:48
person down deep inside you know the
16:52
answer if your answer is yes you're
16:55
among the most fortunate people and in
16:57
one of the smallest and most elite
16:59
groups on earth if your answer was no it
17:02
can be turned into a yes in a
17:04
surprisingly short time the first step
17:07
is to make one really big an important
17:10
decision it's a decision the great
17:12
majority of people never make and suffer
17:14
as a result failing to make this
17:16
decision keeps a person from ever really
17:18
getting on course or terrifying his
17:21
goals if you make the decision I'm now
17:24
going to recommend you can take a deep
17:26
breath give a comfortable sigh of relief
17:28
fix your eyes firmly upon your target
17:31
and go to work relaxed comfortable
17:33
ensuring the knowledge that the success
17:35
you seek will be yours the great steel
17:39
magnate Andrew Carnegie would ask the
17:41
formula for success answered put all
17:43
your eggs in one basket then watch the
17:46
basket let's be frankly realistic who
17:49
gets laid off work during an economic
17:51
slump
17:51
well what gets thrown over the side when
17:54
a ship is in danger of going down
17:56
everything not absolutely vital to the
17:59
operation of the craft and the safety of
18:01
its passengers and it's the same with a
18:03
business or any other organization with
18:06
a corporation its main purpose is to
18:08
remain in business forever as long as it
18:10
remains in business it can provide a
18:12
needed product or service protect the
18:14
investment of those who have
18:15
in it and provide jobs for those who are
18:18
vital to its continuity of operation
18:20
it's the duty of management to protect
18:22
the firm and the people who depend upon
18:24
it just as it's the captain's duty to do
18:27
everything in his power to keep his ship
18:29
sailing all oppressor needs to do is to
18:32
make certain that he or she is a vital
18:34
part of his business or organization
18:36
those who insist on remaining severe
18:38
gear must expect to be jettisoned when
18:41
things get too rough for safety nobody
18:44
particularly the captain likes to see
18:45
cargo thrown over the side but if it'll
18:48
help save the ship there's something
18:49
nothing else to do that's why people are
18:52
laid off it has nothing to do with
18:54
management and labor relations or
18:56
personalities and in the long run it's
18:58
best for everyone since one smooth
19:00
sailing is again been reached additional
19:02
employment can be made available so each
19:05
of us must decide whether we want to be
19:07
part of the cargo or a member of the
19:09
crew it said that millions suffer today
19:12
from a malady called Hana phobia panic
19:16
obeah means fear of everything it's an
19:18
uneasy feeling a feeling of insecurity
19:20
that generally manifests itself as a
19:23
sort of lump of fear that settles right
19:25
behind the belt model especially on
19:28
Sunday evening and on Monday morning and
19:29
this extremely unpleasant condition is
19:32
said to herself from the unspoken but
19:34
realized fact that were getting credit
19:37
for more than we're actually doing
19:39
it's the perfectly natural and normal
19:42
understanding deep within each of us
19:44
that there's something basically wrong
19:46
about getting praised that's not earned
19:49
or if you're an employee being paid for
19:52
something you're not doing as well as
19:54
you possibly can now there's a simple
19:56
cure for this melody it's to throw
19:59
ourselves not out of a window but into
20:02
activity into our work it's the decision
20:04
to be worth more than we're being paid
20:06
only in this way can we grow it's over
20:09
balancing the scales and the service we
20:11
give knowing that our rewards must
20:13
follow as a natural result now anyone
20:16
who will be honest with himself realizes
20:18
that he's been happiest and most
20:19
satisfied after having successfully
20:22
completed a difficult job you know a
20:25
leader is a person who can help
20:27
a leader is any person who realizes the
20:30
importance of becoming a bigger and
20:31
better person with the passing of every
20:33
day week and month I need to take the
20:35
responsibility of his own growth
20:37
he's a planner I think a doer now each
20:41
of us can become such a leader in his
20:42
own area of activity it's not difficult
20:45
and in the long run it's easier for us
20:47
and honest and what at first may appear
20:49
to be the easier of two courses simply
20:52
fix your eye upon your goal visualize it
20:55
with every ounce of your being and
20:56
courageously set out toward it become a
21:00
kind of sponge for information which
21:02
will help you on your way you don't have
21:04
to waste years making the mistakes
21:06
others have made before you'll be
21:08
surprised at how quickly you reach your
21:10
goal but don't be impatient no one have
21:13
faith that what should come to you will
21:15
come to you in the right time everything
21:17
in the world works on the side of the
21:19
person who works with nature's laws and
21:22
above all if you should forget
21:24
everything else remember that everything
21:26
about you everything you will ever have
21:27
know or experience in any way operates
21:30
as a result of law law that is true and
21:33
unchanging the law of the stars and at
21:35
the balance of the world as Emerson
21:38
wrote let him run a prudence of a higher
21:40
strain
21:40
let him learn that everything in nature
21:42
even dust and feathers go by law and not
21:45
by luck and that what he says he reaps
21:49
welcome at you now take stock of your
21:51
present situation because it's nothing
21:54
more nor less than the result of your
21:55
past sowing are you happy with it is it
21:59
what you want then you know what you
22:01
were so today and tomorrow and the next
22:03
day and in the sowing rest in the calm
22:05
was serene and cheerful certainty that
22:08
having sown you will and reap the rich
22:11
results the abundant harvest
22:28
[Music]
22:47
in the Year 1843 a man was born who
22:51
during his lifetime was to have a
22:52
profound effect on millions of people
22:55
his name was Russell Herman Conwell he
22:58
became a lawyer than a newspaper editor
23:00
and finally a clergyman one day a group
23:03
of boys came to dr. Conwell at his
23:06
church and asked him if he would be
23:08
willing to instruct them in college
23:09
courses they wanted a college education
23:12
but lack the money to pay for it
23:14
he told them that he'd do all he could
23:16
and as the boys laughed at thought an
23:18
idea began to form a dr. John world's
23:21
mind
23:21
yes himself why couldn't there be a fine
23:24
college for poor but deserving young men
23:27
well it was a great idea and he went to
23:30
work on it at once almost
23:32
single-handedly dr. Conwell raised seven
23:35
million dollars with which he founded
23:37
one of the world's leading universities
23:39
and he raised the money by giving more
23:41
than six thousand lectures all over the
23:44
country and in each one of them he told
23:46
the story called acres of diamonds the
23:51
story was the account of an African
23:52
farmer who heard tales about other
23:54
settlers who had made millions by
23:56
discovering diamond mines and these
23:58
tales so excited the farmer that he
24:00
could hardly wait to sell his farm and
24:02
search for diamonds himself so he sold
24:05
his farm and spent the rest of his life
24:07
wandering the vast African continent
24:09
searching unsuccessfully for the
24:12
gleaming gems which brought such high
24:15
prices on the markets of the world
24:17
finally in a set of despondency broke
24:21
and desperate as I remember the story he
24:23
threw himself into a river and drowned a
24:26
meanwhile the man who had bought his
24:29
farm one day found a large and unusual
24:33
stone in the stream which cut through
24:34
the property and the stone turned out to
24:37
be a great diamond of enormous value and
24:39
he then discovered that the farm was
24:41
covered with him and it was to become
24:43
one of the world's richest diamond mines
24:46
the first farmer had owned literally
24:50
acres of diamonds
24:51
but had sold them for practically
24:53
nothing in order to look for them
24:55
elsewhere if you'd only taken the time
24:58
to study and prepare
25:00
so to learn what diamonds look like in
25:03
their rough state and at first
25:04
thoroughly explored the land he owned he
25:08
would have found the millions he sought
25:09
right on his own property the thing
25:11
about this story that's so profoundly
25:13
affected dr. Conwell and subsequently
25:15
millions of others was the idea that
25:17
each of us is at this moment standing in
25:20
the middle of his own acres of diamonds
25:22
if we will only have the wisdom and
25:25
patience to intelligently and
25:26
effectively explore the work in which
25:28
we're now engaged we'll usually find
25:30
that it contains the riches we seek
25:32
whether they be financial or intangible
25:35
or both there's nothing more pitiful to
25:38
my mind than the person who wastes his
25:40
life running from one thing to another
25:41
forever looking for the pot of gold at
25:44
the end of the rainbow and there was
25:46
staying with one thing long enough to
25:47
find it no matter what your goal may be
25:50
perhaps the road to it can be found in
25:53
the very thing in which you're now
25:54
engaged you see the average man believes
25:57
some businesses are better than others
25:59
instead of realizing the truth that
26:01
there are no bad businesses there are
26:04
just those people who don't know enough
26:06
to see the opportunities and the work
26:07
they're in no matter what our work
26:10
happens to be it's our business we're
26:12
the manager if there seems to be no
26:14
future or opportunity in it it isn't
26:16
always because it's not there but
26:18
perhaps only because we can't see it a
26:22
farmer once poked a tiny pumpkin into an
26:25
empty jug the pumpkin grew until it
26:28
completely filled the jug and could grow
26:30
no more well if I might have broke the
26:32
glass he had a pumpkin exactly the size
26:34
and shape of the jug if we're not
26:37
careful each of us can do a similar
26:39
thing we can mistakenly poke ourselves
26:42
and the jugs that limit our growth but
26:44
it is we who do the poking not the job
26:47
not the company nor the territory nor
26:49
the economy nor the times we do it
26:52
people who become outstanding at their
26:55
work are those who see their work as an
26:57
opportunity for growth and development
26:58
and to prepare themselves for the
27:00
opportunities which surround them every
27:02
day preparation is the key this means
27:06
becoming so good so competent at what
27:09
we're now doing we will actually force
27:11
the opportunities we see
27:12
to come our way it takes imagination
27:15
creative imagination to know that
27:18
diamonds don't look like diamonds in
27:20
their rough state nor does a pile of
27:22
iron ore look like iron or steel great
27:25
opportunities were constantly in every
27:27
aspect of the work in which we now find
27:29
ourselves in order to begin prospecting
27:32
your acres of diamonds start to develop
27:34
a faculty called intelligent objectivity
27:37
the ability to stand up and look at your
27:39
job as a stranger might a stranger who
27:42
considers your pasture greener than his
27:44
own to do this start at the beginning
27:47
within the framework of what industry a
27:49
profession does your job for you know
27:52
all you can know about your industry how
27:53
did it begin why did it begin who
27:55
started it and when
27:56
what's your industry's annual dollar
27:58
value how fast has it grown during the
28:01
past 20 years
28:02
what's his projected growth during the
28:04
next 10 years in short start now to
28:06
become a student of your industry you'll
28:08
be amazed with results in five years or
28:11
less you can become a national expert in
28:13
your field and it's the experts who
28:15
write their own tickets in life surveys
28:18
indicate that the great majority of
28:20
people seem to look at their jobs as
28:22
being as far as they can go at the end
28:24
of the line they need to realize how
28:26
really desperately and expanding a
28:27
dynamic industry needs and seeks the
28:29
uncommon person who is prepared to share
28:31
in his growth how richly it will reward
28:33
this person of vision and action on the
28:37
other hand those who are not preparing
28:39
and growing are not just standing still
28:41
in relation to their industry they're
28:43
going backwards so ask yourself do I
28:47
know as much about my job in my industry
28:49
as a good doctor a lawyer knows about
28:50
his job is profession you should you
28:52
know this is the attitude of the person
28:54
who wants to become a professional at
28:56
what he does for a living it's far more
28:58
fun many times more rewarding and
29:00
interesting and the real pro can ride
29:02
out occasional storms in the economic
29:04
seas in a safe boat built of research
29:06
and preparation in order to become a
29:09
professional in a world of amateurs we
29:11
need to study three important subjects
29:13
one company in the industry in which it
29:16
operates
29:17
- our job and perhaps the next step
29:20
upward in our career and three we need
29:22
to study people so successfully serving
29:24
and getting along with people
29:26
we'll determine our success or failure
29:27
these are three subjects on which you
29:30
can gradually build a fine home library
29:31
your bookstore clerk will help you find
29:34
the right books if you'll tell him what
29:35
you want to know frequently all you need
29:38
in order to make an enormous improvement
29:40
is simply a reminder of things you've
29:41
known but have forgotten
29:43
perhaps this study and research in your
29:46
job your industry and ways of increasing
29:49
your service to other sounds like a big
29:50
job well it is but it's fascinating and
29:54
in the long run it pays tremendous
29:56
dividends builds complete security and
29:58
it can be accomplished in an hour a day
30:00
devoted to reading and making permanent
30:03
notes think of ways and means by which
30:06
you can increase your contribution your
30:08
company your industry and those whom you
30:11
serve you'll begin to notice a wonderful
30:13
change in your world for as you sow so
30:16
shall you reap
30:18
this applies just as much to the family
30:20
as it does to the breadwinner the minute
30:23
you adopt this attitude you've joined
30:25
the top 5% of the people of the world
30:27
you virtually removed all competition
30:30
you're creating rather than competing
30:32
you're affecting life rather than just
30:35
being affected by it
30:36
you're becoming a creator and a giver to
30:39
life instead of just a receiver by
30:41
taking this attitude toward your work
30:43
your company and industry you're
30:45
automatically taking care of two vital
30:48
parts of successful living first you'll
30:51
find yourself becoming more interested
30:53
in enthusiastic about your work and its
30:55
future and both interest and enthusiasm
30:58
are contagious and second you're
31:00
building financial security which will
31:02
last a lifetime
31:03
so keep this thought in mind as often as
31:06
you can on and off the job somewhere in
31:09
your present work there lurks an
31:12
opportunity which will bring you
31:13
everything you could possibly want for
31:15
yourself and your family it will not be
31:18
labeled opportunity it will be hidden in
31:21
common everyday garments justice was the
31:24
help in with which a man fashioned the
31:26
first paperclip or the dirty drinking
31:28
glass which triggered the paper cup
31:30
industry now in closing here are 12
31:33
points remember one if we will develop
31:35
the wisdom and patience to intelligently
31:37
in effect
31:38
explore the work in which we're now
31:39
engaged we will very likely find it
31:41
contains the riches tangible and
31:43
intangible we seek - before we go
31:46
running off into what we think are
31:48
greener pastures let's realize our own
31:50
pasture is probably unlimited 3 there
31:54
are no bad jobs it's the way in which we
31:56
go about our work that makes it good or
31:58
bad for let's not poke ourselves into
32:02
jugs beyond which we cannot grow let's
32:04
avoid self-limitation 5 only preparation
32:08
can ensure our taking advantage of the
32:10
opportunities which will present
32:12
themselves in the future opportunities
32:14
which are around us now let's begin to
32:17
prepare now 6 put your imagination to
32:20
work on the many ways and means of
32:22
improving what you're now doing 7 learn
32:25
all you can about your job your company
32:26
and your industry 8 since there's no
32:29
limit to the growth of your industry it
32:31
was follow their similarly no limit to
32:33
your growth potential within that
32:34
industry 9 our dynamic and growing
32:37
economy needs and will well reward the
32:40
uncommon person who prepares for a place
32:42
of its growth 10 begin to build your
32:44
library of reference material pertaining
32:47
to your company industry job and on how
32:49
to better serve and get along with
32:51
people 11 set aside an hour a day for
32:54
this study and research 12 remember the
32:58
story of the acres of diamonds
33:01
[Music]
33:13
a father sat down for a chat with his 16
33:29
year old son the father's a good friend
33:31
of mine and an excellent salesman so he
33:32
had a pad of paper and a pen with him
33:34
because it's always better if you can
33:36
illustrate your point while you're
33:37
making it and while his son watched with
33:39
interest Jim drew a fairly good likeness
33:42
of a goose and behind the goose he drew
33:48
three eggs they said to his son Jimmy
33:53
those are golden eggs and that's the
33:57
goose that lays the golden eggs now if
33:58
you had your choice of buying one of the
34:00
other which would you buy the son said
34:02
wide by the goose of course of course
34:04
you'd buy the goose his father said you
34:05
didn't invest your money in the goose
34:07
because it could go on laying those
34:09
golden eggs for years sure he said
34:11
anyone would he asked him went on anyone
34:14
would if they were presenting it in this
34:16
way but the fact of the matter is son
34:18
that most people have the exact
34:20
opportunity and yet the invest in eggs
34:22
instead of the goose now the boy was
34:24
quite interested in he asked his father
34:25
what he meant this father said in this
34:27
little quiz I've given you the goose and
34:29
the golden eggs are of course symbolic
34:31
the golden eggs people invest in I
34:34
represented by their homes cars
34:36
television sets furniture refrigerators
34:38
stoves boats vacations all the good
34:40
things they can buy all the good things
34:42
everyone wants to have and should have
34:44
well what's wrong without the boy asked
34:46
well there's nothing wrong with that
34:48
Jimmy it's just that most of them invest
34:50
in golden eggs exclusively and don't
34:52
invest enough in the goose that provides
34:55
all these golden eggs you see the goose
34:57
that lays the golden eggs is the
34:59
breadwinner the more money invested in
35:02
him the more golden eggs he can provide
35:05
I take you for example Jimmy said you're
35:09
16 and like most boys your age you don't
35:12
know what you want to do with your life
35:13
yet you're confused you haven't really
35:15
been giving your best to your schoolwork
35:18
because you're not sure you need a lot
35:20
of the subjects you're studying after
35:22
you get out of school and not knowing
35:23
what to do after you're in a
35:25
you don't know what you'd want to major
35:27
in at college now what I want you to
35:29
understand is that as long as you're
35:31
getting an education you're investing
35:33
we're both investing in this lose the
35:36
more we invest here the more golden eggs
35:38
you'll be able to provide for yourself
35:40
and your family someday and if you're
35:42
really smart
35:43
you will never stop investing in the
35:44
goose even after college each year
35:47
you'll invest a percentage of your
35:48
income in your continuing education and
35:51
each year you'll find well that you're
35:53
becoming more valuable as a person able
35:56
to provide still more and more of these
35:58
golden eggs you and your family will 1
36:00
do you understand that Jimmy the boy was
36:03
sat in a long time when he said yes I
36:06
think I do dad I think I do now just a
36:10
moment for this message
36:16
after my friend had his little
36:18
Illustrated talk with his son as he told
36:20
me later the boy looked at the
36:21
illustration a long time and he picked
36:23
it up folded it put it his pocket and
36:26
went off to do his homework
36:35
you
36:53
mazie histor the rest of us that the RIT
36:55
majority of people have to learn things
36:57
the hard way
36:58
it's only natural to think that if a
37:00
great discovery were made in a
37:02
particular generation all the succeeding
37:03
generations would know about it and
37:05
utilize it for their own good but in
37:07
many things such is not the case it's
37:09
true with inventions and discoveries
37:11
which obviously affect our lives but it
37:13
frequently is not true when it comes to
37:15
the great laws which determine the
37:16
direction of our individual destinies
37:19
one time a group of laborers was hired
37:23
to work on a farm these people came from
37:25
a very small remote village where motor
37:27
vehicles were still very scarce they
37:29
were enjoying a new experience of being
37:31
transported on the back of a truck when
37:34
they came to the place where they
37:35
thought they were supposed to get off
37:36
well without giving it a thought
37:38
apparently they simply stepped off the
37:40
back of the speeding truck now
37:42
fortunately they fell on a soft dirt
37:44
road not a paved highway but even then
37:47
the results of their unconventional
37:48
method of disembarking were to say the
37:50
least surprising they went bounding
37:52
spinning sliding and cart wheeling along
37:54
the dusty road for quite a distance
37:56
before gravity and friction working
37:57
together finally brought them to an
37:59
astounded halt
38:00
well none were seriously injured in fact
38:03
by the time the terrified driver got
38:05
back to them they were laughing
38:06
uproariously about the whole thing the
38:08
truck driver in explaining the incident
38:11
later but the blame on their never
38:13
having ridden in trucks before alas the
38:15
obvious answer but not the right one the
38:17
amazing circus tumbling act on a remote
38:19
farm Road had been caused by ignorance
38:21
of a law a law that operates the same
38:25
whether a truck a boat an airplane or
38:27
any moving body is involved Sir Isaac
38:30
Newton gave us the Lord it goes like
38:32
this a body in motion tends to remain in
38:34
motion until acted upon by an outside
38:37
force when the workers stepped off the
38:39
back of the speeding truck they were
38:41
going the same speed as the truck itself
38:42
the outside force was gravity which
38:45
pulled them down to the road still
38:47
traveling at the same speed and while
38:49
you get the idea they had been hurt
38:52
confused frightened and turned upside
38:55
down because of their ignorance of a law
38:57
of physics they might have been killed
39:00
all over the world there are millions of
39:03
people who are being hurt
39:04
confused frightened em whose lives are
39:07
turned upside down because they don't
39:09
understand the principle law on which
39:11
everything in the universe operates the
39:13
law of cause and effect this law has
39:17
been written thousands of times we're
39:19
the greatest minds the world has
39:20
produced and this result has appeared in
39:22
many forms for our purposes it might
39:25
best we put this way our rewards in life
39:27
will always match our service it's
39:31
another way of saying as you sow so
39:33
shall you reap
39:34
and it's been written in many ways in
39:36
every language on earth I like to think
39:41
of this law in the form of a giant
39:43
apothecary scale one of the bowls is
39:46
marked service the others mark rewards
39:49
now whatever we put into the ball marks
39:52
service the world will match in the ball
39:56
mark rewards if any person alive is
39:59
discontented with his rewards he should
40:02
examine his service action reaction as
40:06
you sow so shall you reap what you put
40:12
in will determine what you must get back
40:15
in return so simple so basic so true and
40:18
yet so misunderstood if a business is
40:21
not expanding to the quick and exciting
40:23
tempo of the times it must examine its
40:25
contribution its service if a person is
40:28
unhappy with his income he must examine
40:30
and re-evaluate his service never before
40:35
in the history of the world have human
40:36
beings been so interdependent it is
40:39
impossible to live without serving
40:41
others as it would be the liveth others
40:43
were not constantly serving us and this
40:45
is good the more closely knit this
40:48
interdependence becomes the greater will
40:50
be human achievement we all seek rewards
40:52
and we should understand that rewards
40:55
come in two forms tangible and
40:57
intangible that is rewards include the
40:59
money we earn the home we buy the car we
41:02
drive the clothes we wear they also
41:04
include the way we feel our happiness
41:06
our peace of mind our inner satisfaction
41:08
the people we meet and enjoy but
41:12
remember this whatever it is you seek in
41:15
the form of rewards you
41:17
first earn in the form of service to
41:19
others all attempts to abrogate to
41:22
sidestep this law will end in failure
41:23
frustration and have maintained long
41:25
enough ultimate demoralization we can
41:28
see this frustration on every side but
41:30
you'll see it in that temps trained and
41:32
nervous faces in the mountains of
41:34
tranquilizers which are consumed every
41:36
day and we can also see it in the slack
41:39
bovine like faces of those who have
41:42
found the whole thing too complicated
41:43
and simply given up surrendered to the
41:46
push and pull of circumstances how much
41:49
of this you suppose is due to
41:51
misunderstanding or ignorant so this
41:53
simple and wonderful law of nature is my
41:56
belief that a great deal can be traced
41:59
to this cause now do you understand this
42:03
law fully understand that intellectually
42:05
and emotionally if you do you can chart
42:08
a wonderful course through life just as
42:11
the fieldwork is stepped off a speeding
42:12
truck just as a child will put his
42:14
fingers in the way of a closing door
42:16
just as a speeding driver discovers he's
42:19
not going to make the curve how many
42:21
times have you been confounded because
42:22
you acted contrary to the rules not just
42:25
the rules of man but the rules of nature
42:27
how many times have you been in the
42:30
position of the man who sat in front of
42:31
the empty fireplace and said give me
42:33
heat and then I'll give you some word
42:37
people seem to be divided into those who
42:40
understand that the word that must be
42:41
put in before they can expect warmth and
42:44
those who feel they should get warmth of
42:45
whether they put anything in or not or
42:48
who feel they should get maximum heat
42:50
from two smaller supply of wood immense
42:54
discontent can be said to be represented
42:57
by the distance between what he has and
43:00
what he wants once he's achieved that
43:02
which he wants the odds are good that he
43:05
won still more but that's the way of
43:07
people and that's good that's a healthy
43:10
sign constructive discontent is what
43:13
gives us our continuing upward spiral of
43:15
civilization so do this if you haven't
43:18
already determine what it is you want
43:21
look objectively at the place in which
43:23
you now find yourself consider the
43:26
distance separating you from your goal
43:28
and determine ways of increasing your
43:31
service so you will build a bridge
43:32
across this what's thinking and creative
43:36
activity into living it also assures us
43:38
that our goals can be achieved by
43:40
individual effort a person's world can
43:44
be compared to a plot of ground that
43:46
exists it's there it has inherent within
43:48
itself an amazing potential and it's
43:51
prepared to react demands every action
43:53
in fact it must now whatever your job
43:56
happens to be think of it for a moment
43:58
as this plot of ground planting the plot
44:01
is only the first step we are given the
44:04
plot and that's all we should be given
44:06
it's what we do with it that will
44:09
determine its degree of greatness and
44:11
success it's like the story of the
44:13
preacher who was grabbing by a beautiful
44:15
farm the fields were cultivated an
44:17
abundance were was well cared for crops
44:20
offenses house and barns were clean neat
44:22
and freshly painted a row of fine tree's
44:24
led from the road to the house where
44:26
there were shaded lawns and flowerbeds
44:29
it was a beautiful sight to behold so
44:31
when the farmer working in the field got
44:33
to the end of a row near the road the
44:34
preacher hailed him and said God has
44:36
blessed you with a beautiful farm the
44:39
farmer has stopped and thought a moment
44:41
and replied yes he has and I'm grateful
44:44
but you should have seen this place when
44:47
he had it all to himself you see that
44:50
the farmer understood that he had been
44:52
blessed with a fine farm but he was also
44:55
aware that it was his own love and labor
44:57
which had brought it to its present
44:58
state in thinking of ways of increasing
45:01
your service read books on your
45:03
specialty read what others have found to
45:05
work well for them but at the same time
45:08
think of original and creative ways of
45:10
increasing your service ways that are
45:12
unique with you and the way you are each
45:16
morning and during the day ask yourself
45:18
this question how can I increase my
45:20
service today knowing that my rewards in
45:23
life must be an exact proportion to my
45:26
service I do this every day and you will
45:29
have started to form one of life's most
45:31
valuable habits Horace Mann wrote if any
45:35
man seeks for greatness let him forget
45:37
greatness and ask for truth
45:40
and he'll find both you see you can cut
45:44
away all the confusion and complications
45:46
and nagging worries and vague
45:48
half-formed fears by returning to the
45:51
great truth the great laws the great
45:53
verities on which all success all
45:55
accomplishment the whole world is built
45:57
if you're worried about your income or
46:00
your future you're concentrating on the
46:02
wrong end of the scale look at the other
46:04
end concern yourself only with
46:06
increasing your service with becoming
46:08
great where you are and your income and
46:11
your future will take care of themselves
46:13
it was the same as s say on vital
46:15
reserves he wrote compared with what we
46:17
ought to be were only half awake our
46:20
fires are damped our drafts are checked
46:22
we're making use of only a small part of
46:25
our possible mental and physical
46:26
resources stating the thing broadly he
46:29
went on the human individual s lives
46:31
hugely far within his limits he
46:34
possesses powers of various sorts which
46:36
he habitually fails to use he energizes
46:38
below his maximum and he behaves below
46:41
his optimum alright how can we correct
46:45
the situation William James gave us the
46:48
answer
46:48
he wrote either some unusual stimulus
46:51
fills them with emotional excitement or
46:53
some unusual idea of necessity induces
46:56
them to make an extra effort of will
46:59
excitement ideas and efforts in a word
47:02
are what carry us over the dam alright
47:05
that your goal represent the excitement
47:08
your ideas and efforts will weigh down
47:10
the service end of the scale and the
47:13
rewards must and will follow they'll be
47:16
yours they are yours the moment you
47:19
realize this truth
47:23
[Music]
47:33
you
47:40
[Music]
47:52
back in 1956 I wrote and recorded
47:54
something we called the strangest secret
47:57
without advertising or fanfare of any
48:00
kind it outsold all other non musical
48:03
non-entertainment type recordings it's
48:05
been heard by millions and millions of
48:07
people throughout the free world in the
48:10
process created a brand new industry
48:12
learning through listening on Mondays
48:18
solid-state cassette tape players this
48:23
player has revolutionized the learning
48:25
process how people listen in their
48:28
automobiles while driving to and from
48:30
work and on sales calls time that was
48:33
formerly wasted on their commuter train
48:35
with the little earpiece in the bathroom
48:38
while shaving in the morning at the
48:40
dinner table with the children gathered
48:41
around the table and the whole family
48:44
together for a change this has made a
48:47
tremendous difference in the business of
48:49
learning but getting back to the
48:52
strangest secret what makes a
48:53
best-seller what was there about that
48:55
recording that caused millions of people
48:58
to want to hear it over and over again
48:59
and that their children here and play it
49:02
for their employees and their sales
49:03
forces when I'm making a talk here today
49:06
in which I'll cover the highlights and
49:09
philosophy of the strangest secret and
49:10
I'd like to invite you to join us and I
49:13
hope you find it of some value
49:28
I want to tell you the most interesting
49:31
story in the world why a person becomes
49:36
the person he becomes why a little boy
49:40
or a little girl grows up to be the kind
49:42
of person he or she becomes are the
49:47
estimates by the experts in this field
49:48
are that most of us are using somewhere
49:51
around five percent of our real
49:55
potential some experts say as little as
49:57
1% it means of only giving about 5% of
50:01
ourselves to what we're doing to our
50:03
days our work our families everyone we
50:06
know our entire environment but it also
50:09
means that we're only experiencing 5% of
50:12
the fun
50:12
5% of the joy 5% of the rewards we could
50:17
be knowing or less all the experts are
50:19
agreed that in each of us there are deep
50:22
reservoirs of ability even genius that
50:25
we habitually fail to use why we know
50:30
that most people desire by nature to
50:32
succeed but what is success what is this
50:36
word that has become so famous in the
50:38
world what does it mean most people
50:40
don't know what success is all about and
50:43
since they don't know what it's about
50:44
they really don't know where to look for
50:46
it success is really nothing more than
50:49
the progressive realisation of a worthy
50:52
ideal this means that any person who
50:56
knows what he's doing and where he's
50:57
going is a success any person with a
50:59
goal toward which he's working is a
51:01
successful person this means that the
51:03
boy in high school who's working toward
51:05
a diploma as a boy in college toward a
51:07
degree is just as successful as any
51:10
human being on it because he knows what
51:12
he's doing
51:13
why he's getting up in the morning and
51:15
what he's going but conversely if a
51:20
person doesn't know what he's working
51:22
toward what it is he wants does never go
51:23
toward which he's working then he must
51:25
at least by this definition be called
51:27
unsuccessful why isn't then with this
51:31
simple definition why isn't everyone
51:33
successful should be easy yet surveys
51:37
indicate that 19 out of 20 95% at least
51:41
are not
51:41
in fact the survey one time asked
51:44
thousands of working men why they got up
51:46
in the morning and went to work and 19
51:48
out of 20 didn't know 19 out of 20
51:52
working people didn't have the foggiest
51:53
notion of why they got up in the morning
51:55
and went to work under closer
51:57
questioning they said well everybody
51:59
works well that would be a good reason
52:01
to quit in fact here's a little rule of
52:04
thumb you might want to remember
52:05
whatever the great majority is doing and
52:07
really given circumstance if you do
52:09
exactly the opposite you'll probably
52:11
never make another mistake as long as
52:13
you live just something that keep in the
52:16
back of your mind the problem with most
52:19
people is that they're playing the
52:20
world's most unrewarding game and the
52:23
name of the game is follow the follower
52:27
there's a story about a small town in
52:30
which there was a jewelry store like all
52:31
jewelry stores most jewelry stores at
52:34
least he had a big clock in his window
52:36
and every morning for years he'd noticed
52:38
a working man stop adjust his pocket
52:40
watched at the same time as the clock in
52:41
the window he'd been doing this for many
52:43
years and one morning the jeweler was
52:44
out in the front sweeping a sidewalk and
52:46
so he asked the man he said tell me why
52:47
do you adjust your watch to my big clock
52:49
every morning I've noticed you're doing
52:51
that for years and that's where I'm the
52:52
foreman down at the big plant he said I
52:54
want to make sure my watch is correct
52:55
because I blow the quitting whistle
52:57
every night at 5 o'clock the jeweler
53:00
looked their mother strangely for a
53:01
minutes ago that's funny he said I've
53:04
been setting that big clock in the
53:05
window by that quitting list of all
53:07
these years a very logical thing but
53:11
they could have been off six months it
53:13
was a case of a person just going along
53:16
with what he thought to be correct
53:17
without checking his references so I
53:20
want to suggest it from now on out at
53:22
least we do that that we check our
53:24
references and ask ourselves are the
53:26
people I'm following going what I want
53:29
to go let me tell you this story of what
53:32
we might call the average young man in
53:36
our society
53:38
metallus boy is born there's only one
53:42
thing on earth he can do and that's to
53:44
begin to think act and talk like the
53:46
people by whom he surrounded this is all
53:48
in the world he can do but right off the
53:50
bat the odds are 95 to 5
53:52
he's thinking acting and talking like
53:55
the wrong group they're wonderful people
53:56
they love him they do anything in the
53:58
world for it they want him to succeed
54:00
but the odds are ninety five to five
54:02
they haven't got the answers he leaves
54:04
if he's to reach fulfillment as a human
54:06
being if he's to reach this success that
54:09
he wants if he's to reach into these
54:11
deep reservoirs or one of the ingenious
54:13
we know he possesses and draw out well
54:17
he starts in school the most important
54:21
thing when little boy in school is to be
54:23
liked by the other little boys in school
54:25
and so at this tender age he begins to
54:28
follow other little boys his same age
54:31
you don't know any more than he knows
54:32
and who do not necessarily have any
54:35
capacity for leadership and he does this
54:37
in the first grade the second or the
54:39
third and the fourth and the fifth and
54:40
the sixth and the seventh and the eighth
54:41
and year after year after year he forms
54:44
himself into a composite average of
54:47
other little boys his age trying to be
54:50
like them trying to do the only thing in
54:52
the world it's impossible for a human
54:53
being to do which is to be like somebody
54:56
else now let's see goes all the way
54:58
through school usually goes in the
55:00
military service again he's caught in a
55:02
vice-like grip of conformity let's say
55:04
is 25 years old out of school out of
55:06
service what's he gonna do
55:07
as a rule he'll go back to his hometown
55:09
unless he's married in which case
55:11
they'll go to his wife's hometown let us
55:14
say he goes back to his own hometown
55:15
he's single he doesn't know quite what
55:16
to do he's standing on a corner one
55:17
morning and a friend that he knew in
55:18
school comes up and says hi there
55:19
Charlie what are you doing he says
55:21
nothing he said why don't you come down
55:23
work why work it's pretty good place the
55:25
page regular we got all kinds of fringe
55:26
benefits and so on and so he does the
55:29
odds are about again 95 to 5 that his
55:32
first job is taken as a result of random
55:33
application on the job without thinking
55:37
about it
55:37
the most natural thing in the world for
55:39
him to do is to look around see all the
55:40
other guys are doing a job and to begin
55:42
doing is the same way assuming that what
55:44
is normal for them is normal for him no
55:45
reason for this he doesn't think about
55:47
it he just doesn't now he has stretching
55:49
in front of him 50 years or more in the
55:52
golden age that man has been dreaming of
55:55
since the days of ancient Greece what's
55:57
he going to do with these 50 golden
55:59
years well let's take a closer look at
56:01
him we know that he works 40 hours a
56:03
week as a rule
56:05
forty hours a week which leaves him 72
56:07
hours a week when he's neither working
56:08
nor sleeping 72 free discretionary hours
56:11
each week to do it as he pleases now at
56:16
this point of course he's married he has
56:17
his little house this little car and
56:20
this is about what he does with his free
56:21
72 hours every week he'll do what the
56:24
other fellas are doing with their free
56:25
72 hours every week which is virtually
56:28
nothing at all
56:28
on a typical day he'll quit right on the
56:30
dot getting his little card loaders in
56:32
the house when his little kitchen kisses
56:34
on the wife and say I'm tired
56:36
they've even figured out why he says
56:38
that the experts believe that he used to
56:40
hear his father say that back when men
56:41
used to get tired working during the day
56:42
and he picked them up and he repeats
56:43
this every night when he gets home he
56:46
bolts his little meal and then heads for
56:48
the living room where he turns on his
56:49
escape box like takes 15 or 20 seconds
56:53
for the screen to light up a period of
56:56
time he finds him herma but he gets
56:57
through it somehow maybe kicks the dog
56:59
it comes through a magazine or something
57:00
then the screen lights up and he does
57:02
too a little bit and they're in front of
57:05
him he sees people in all kinds of funny
57:08
old-time costumes all killing each other
57:09
at a great rate one expert is agreed
57:12
that the average family can see more
57:14
death and bloodshed and carnage on his
57:16
television set in a week than glasses
57:18
saw when he crucified 6,000 prisoners on
57:21
the southern road to Rome but you know
57:23
those experts are he could certainly be
57:24
off 1 or 2 but he sits there for about
57:27
five and a half or six hours 25 percent
57:29
of all free time now is spent in front
57:32
of the tube according to the latest
57:33
statistics now there's nothing wrong
57:36
with this particularly of except that
57:38
he's watching other people who are
57:39
earning excellent incomes in the pursuit
57:42
of their careers while he doesn't make a
57:44
nickel and gets the only two things you
57:46
can get from watching TV on that kind of
57:47
a schedule he gets red eyes and a hollow
57:49
head now this is not meant to be an
57:52
indictment of television I've got a
57:54
couple of television sets at home too
57:56
I have a couple of cars at home too bad
57:57
I'm home and I can drive around the
57:58
block for six hours if there's some
58:01
place I want to go find my car take me
58:03
that was a great program like a golf
58:05
match or something like that I want to
58:07
see it but he sits there for six and a
58:09
half hours until finally his wife who's
58:11
a little more practical man he has
58:12
touched him on the shoulder she said
58:13
Charlie I think it's about time you went
58:14
to bed you've got to get up in the
58:16
morning go to work he's okay and he
58:17
shuts it off he knows how to do that
58:18
shuts it off and goes to bed next when
58:21
he gets up when he does this all over
58:22
again he does this every day for 40
58:24
years at the end of 40 years usually
58:27
tired majoras kind of catch me by
58:28
surprise
58:29
no one's ever figured that one out
58:31
either and then he dies at 85 and 90 the
58:34
way medical science is moving us along
58:35
out of sheer boredom what's the problem
58:38
is there a tragedy here not really if
58:41
that's the way Charlie wants to spend
58:43
his life our mythical hypothetical young
58:45
man if he wants to spend his life that
58:46
way that's his business he lives in a
58:48
free society can do anything with anyone
58:50
but there's a terrible tragedy here if
58:52
he's living that way because of the
58:54
total lack of a decision if he's living
58:56
that way simply because he's still doing
58:58
what he was doing the first and second
59:00
grade and that's going along with the
59:01
fellas up and down the block on the
59:03
unspoken assumption that they know how
59:05
to live then there's a real tragedy
59:07
there because they've never known how to
59:09
live gotten all the recorded history of
59:11
mankind he never finds out who he is he
59:15
never reaches him to the deep depths of
59:17
his abilities his talents he never
59:20
learned that he can have just about
59:22
anything he wants in the world he can
59:23
call his own shots tell his own fortune
59:25
and it's kind of a pity what's needed
59:28
well what's needed I think is a
59:32
checklist like an airplane pilot uses I
59:35
think that living successful is as
59:37
important flying an airplane and here
59:39
are some of the things that I think
59:41
should be on that checklist that could
59:43
help this man live a more meaningful
59:44
more interesting more exciting more
59:48
enjoyable life the first thing that the
59:50
Audubon is checklist in my opinion is
59:53
the word a goal a man without a goal is
59:57
like a ship without a rudder he doesn't
59:58
know where he's going he then belongs to
60:00
that 95% that he just living day by day
60:02
month after month like a starfish with
60:06
amoeba he needs to know where he's going
60:09
back in the early days of navigation
60:10
sailors used to see a strange sight in
60:12
the Antarctic you see a giant iceberg
60:13
towering high out of the sea and it
60:16
would be moving against the wind the
60:17
wind to be blowing this way the great
60:18
iceberg would be moving right into the
60:20
teeth of the wind and this of course
60:22
frightened the sailors who ships were
60:23
powered by the wind until it was
60:25
discovered that of course only a
60:26
fraction of the great
60:28
was visible and it's huge ponderous
60:30
roots were caught in the great currents
60:31
of the ocean and it was being blowing
60:33
purposely along its way regardless of
60:35
the winds and the tides on the surface
60:36
well this is what a man needs he needs
60:39
his roots deep in a great mainstream of
60:41
his own choosing and then he'll move
60:43
along his way regardless of the winds on
60:47
the surface of his life or short-term
60:48
expediency and he'll get the way he's
60:50
going
60:51
the second word on our checklist might
60:54
be the word attitude has been called the
60:56
most important word in any language in
60:58
the world because it's our attitude
61:00
toward our world toward all the people
61:02
in it that will determine the world's
61:04
attitude and all the people's attitude
61:06
toward us it's a simple thing most of us
61:08
know it but we tend to forget it people
61:10
will react to us according to our
61:12
attitude and our attitude is the
61:14
greatest gift we can be given you know
61:18
the little creatures of the world were
61:20
given a wonderful gift by mother nature
61:22
called protective coloring in which they
61:25
can blend into their background without
61:26
being seen but man was not given this
61:30
great gift because man was given an
61:33
incalculably greater one only man has
61:36
the godlike power to make his
61:38
surroundings change to fit him because
61:42
his environment will change as he
61:44
changes a man's environment is a
61:47
merciless mirror of him as a human being
61:50
and if he thinks his environment could
61:52
stand a little improvement all he has to
61:53
do is improve and this environment will
61:55
improve to reflect the changing man
61:57
feared would be the word think to think
62:01
the highest function of which he human
62:04
being is capable it was put pretty well
62:06
by the great Pulitzer prize-winning
62:08
playwright Archibald MacLeish and his
62:10
great play the secret of freedom in
62:12
which he has one of his characters say
62:13
the only thing about a man that is a man
62:15
is his mind everything else you can find
62:19
in a pig or a horse it's true and so if
62:24
we're going to develop something this is
62:26
a good place to start they think
62:28
deliberately and with a purpose to spend
62:30
a little time each day before a blank
62:31
sheet of paper with our gold perhaps
62:33
written at the top and come up with some
62:35
fresh new and exciting ideas the next
62:40
point on our checklist
62:41
you might call the law of laws that's
62:43
what Emerson called it is great old law
62:45
of cause and effect that our rewards in
62:48
life will always be an exact proportion
62:50
to our contribution to our service we
62:54
all know this really we tell our
62:56
children in Sunday school that as you
62:58
sow so shall you reap but we forget that
63:00
that's true if a man is unhappy with his
63:04
rewards all in the world he's got to do
63:06
is find ways of increasing his
63:08
contribution his service
63:10
it's like destroy the preacher was
63:13
driving down a country road and all of a
63:14
sudden he came to the most magnificent
63:16
farm he'd ever seen in his life it was
63:18
beautiful and so we saw the farmer
63:21
approaching the e road on his tractor
63:22
and through hailed him and he said my
63:23
good man he said God has certainly
63:26
blessed you with a magnificent farm the
63:28
farmer thought for a moment on e he said
63:31
yes your idea certainly has but you
63:33
should have seen this place when he had
63:34
it all to himself and the preacher had
63:38
his sermon for the next Sunday he
63:39
realized that all a farmers up and down
63:41
that road had been given the same land
63:42
but one man had made something great out
63:45
of it well all of us are given the same
63:48
land were given a human life and each of
63:50
us can make something great out of a -
63:52
if he wanted the next point might be
63:54
simply the word truth since everything
63:57
we do has an equal and opposite reaction
63:58
unless what we're doing is based on
64:00
truth we're building on sand and it
64:04
can't stand the next point would be our
64:08
nd research and development none of us
64:11
would want to work for a company or
64:12
invest our money in a company that
64:13
didn't have a very viable research and
64:15
development department that is pumping a
64:17
good percentage of its profits back into
64:20
research and development because its
64:21
future depends on it but so does immense
64:23
and you might ask yourself how much of
64:26
your own take-home pay have you spent
64:27
during the past year for materials
64:29
calculated to make you smarter this year
64:31
than you were a year before calculated
64:34
to make you a little better a little
64:35
bigger as a human being there perhaps
64:37
have loved a little more and heat a
64:39
little less and do a little better job
64:41
than you did a year ago how much money
64:43
are you pumping back into yourself in
64:45
your future it's worth thinking about
64:47
and finally the strangest secret
64:51
at the beginning I said what makes a
64:54
child grow up into the human being he
64:57
becomes well this is the reason for that
64:59
of course he's the confluence of a of a
65:03
genetic pool that goes back for
65:06
thousands and thousands of years his
65:08
environment has an influence on him of
65:10
course but what makes him become the
65:13
person he becomes is that he becomes
65:16
what he thinks about most of the time
65:19
it's as simple as that we become what we
65:23
think about most of the time and that's
65:27
the strangest secret this is why
65:29
thinking is so vital this is why a gold
65:32
is so important because we will become
65:35
that this is why people who set goals
65:38
achieve them the trouble with men is not
65:40
achieving their goals they do that it's
65:42
an establishing them well that's about
65:46
it I think it's good to remember that if
65:50
we just go along with the crowd we won't
65:52
wind up with much more than the wish
65:54
that we could do it all over again and
65:55
as far as we know you can't if we want
65:59
to amount to anything as individuals we
66:01
need individual goals individual
66:03
thinking individual actions and we must
66:06
never conform to the big group we must
66:09
love them we must help them we must
66:12
serve them because our whole success
66:14
will depend on our ability to do these
66:16
things but never lose our own
66:18
individuality and our identity by
66:20
permitting ourselves to become submerged
66:22
in what has historically proved itself
66:24
to be a little more than a suffocating
66:26
sea of indirection and purposelessness
66:29
if we want to emulate someone fine but
66:32
let's be choosy in whose steps we follow
66:34
it's the only life we've got and
66:37
remember to think imagination is
66:40
everything and we can become what we can
66:43
imagine if you find yourself getting
66:45
depressed and down at the mouth as we
66:47
all get once in a while you might want
66:48
to remember this quotation by Dean
66:49
Briggs he said do your work not just
66:52
your work and no more but a little more
66:54
for the lavishing sake that little more
66:56
which is worth all the rest and if you
66:58
suffer as you must and if you doubt as
67:00
you must
67:01
do your work put your heart into it and
67:03
the sky will clear and then out of the
67:06
very doubt and suffering will be born
67:07
the supreme joy of life believe it or
67:10
not in an age when we've come to nearly
67:12
deify leisure time we've almost lost
67:14
sight of the fact that virtually all our
67:16
satisfactions rewards will come not from
67:18
our leisure but from our work and don't
67:21
forget the strangest secret we become
67:24
what we think about
67:26
[Music]
67:52
hello this is Earl Nightingale and this
67:55
recording the magic word is the first of
67:58
12 you'll receive in this series titled
68:00
how you can lead the field in the modern
68:02
world before we start I'd like you to
68:05
know that I'm not going to try to tell
68:07
you how to live your life that's none of
68:09
my business nor is it anybody else's
68:11
business that's your business nor is
68:13
this lead the field program a collection
68:15
of pleasantries platitudes or Pollyanna
68:17
it is a summation of more than 20 years
68:20
of research on one subject and that is
68:22
why do some people do so well in life
68:24
while so many more do not and the first
68:28
thing let's talk about is the magic word
68:29
the experts call it the most important
68:32
word as far as the results we get from
68:34
life are concerned in this or any other
68:35
language and that word is attitude it is
68:39
our attitude toward life which will
68:42
determine life's attitude toward us
68:44
let's face the fact
68:45
honestly that we shape our own lives and
68:48
the shapes of them will be determined by
68:50
our attitudes a person with a poor
68:53
attitude toward learning for example
68:54
isn't going to learn much until he
68:56
changes his attitude if we take the
68:58
attitude that we cannot do something we
69:00
generally will not do it an attitude of
69:03
failure and were whipped before we start
69:05
so we know then that what we receive
69:08
from life what we accomplish or fail to
69:10
accomplish is due in large measure to
69:13
our overall attitude William James of
69:16
Harvard University put it this way the
69:19
greatest discovery of my generation is
69:21
that human beings can alter their lives
69:23
by altering their attitudes of mind and
69:26
isn't it wonderful that we have this
69:29
measure of control before we start
69:31
talking about our attitude toward the
69:33
world let's talk about our attitude
69:35
toward ourselves since it is the
69:37
attitude we take toward ourselves which
69:38
determines our attitude toward the world
69:40
now right here we come to a rather
69:42
strange fact we're so familiar with
69:45
ourselves we tend to take ourselves for
69:47
granted we tend to minimize the things
69:49
we can accomplish the goals we can reach
69:51
and for some equally strange reason
69:53
believe others can accomplish things in
69:55
our field which we cannot there are
69:58
literally millions of you
69:59
beings living narrow darkened frustrated
70:02
lives living defensively simply because
70:04
they take a defensive doubtful attitude
70:07
toward themselves and as a result toward
70:09
life in general many people are
70:11
suspicious of and oppose change yet
70:14
change is the one thing in life on which
70:16
we can absolutely count people who stay
70:19
young all the years of their lives not
70:21
only welcome change but see it for what
70:23
it really is new opportunity new chances
70:26
for further fulfillment attitude is a
70:30
reflection a result of a person's will
70:33
it is incalculably powerful it can bring
70:36
about marvelous results for us but we
70:39
need to train it patiently day by day
70:42
now let's talk about the attitudes of
70:44
people who are successful the top 5% of
70:47
the people who go sailing through life
70:49
from one success to another and who even
70:51
when they fail at something shrug it off
70:53
and head right out again no matter who
70:56
the person is or what he does men and
70:59
women in sales business executives
71:01
people in all the professions wives and
71:03
mothers students tough people in the
71:06
Armed Forces
71:06
public servants men and women in the
71:09
service of religion working men and
71:10
women in all fields of endeavor wherever
71:13
you find a person doing an outstanding
71:15
job and getting outstanding results you
71:18
will find a person with the right kind
71:19
of attitude these people take the
71:21
attitude toward themselves that they can
71:23
accomplish what they set out to
71:25
accomplish that there's no good reason
71:26
on earth why they can't be competent
71:28
successful they have a healthy attitude
71:31
toward themselves and as a result toward
71:33
life and the things they want to
71:34
accomplish and because of this they
71:37
achieve some remarkable things and they
71:39
come to be called successful outstanding
71:42
brilliant lucky and a lot of other
71:44
things they're quite frequently no more
71:46
brilliant or outstanding than the
71:48
majority of the people by whom they're
71:49
surrounded but they did develop the
71:51
right attitude and they found their
71:53
accomplishments not too difficult and
71:55
many times
71:56
surprisingly easy simply because it
71:58
seems that so few are really trying
72:00
really believe in themselves successful
72:03
people come in all shapes and sizes and
72:05
in widely varying degrees of
72:07
intelligence background and so on but
72:09
they all have one thing in common they
72:11
expect more good out of life than
72:13
they expect to succeed more than they
72:15
fail if you want something worthwhile
72:18
take the attitude that there are a lot
72:20
more reasons why you can have it then
72:22
there are that you cannot and set out to
72:24
earn it go after it work at it ask for
72:27
it and nine times out of ten you'll get
72:30
it our environment is really a mirror of
72:33
our mental attitude if we don't like our
72:36
environment we have to change our
72:37
attitude first now the world plays no
72:41
favorites it's impersonal it doesn't
72:43
care whether we change or not
72:45
adopting a good healthy attitude toward
72:47
life doesn't affect the world and the
72:48
people in it nearly as much as it
72:50
affects us it will be impossible to even
72:53
estimate the number of jobs which have
72:56
been lost the number of promotions
72:58
missed the number of sales not made the
73:01
number of marriage is ruined by poor
73:03
attitudes but you can number in the
73:05
millions the jobs which are held but
73:07
hated the marriages which are tolerated
73:10
but unhappy all because of people who
73:12
are waiting for the world and others to
73:13
change toward them instead of being big
73:16
enough and wise enough to at least make
73:18
a test which will prove beyond any
73:20
shadow of a doubt where most at least a
73:23
big part of the trouble lies studies
73:25
made of the lives of literally thousands
73:27
of successful people have shown that
73:29
they radiate confidence assurance they
73:32
expect success and they get success you
73:35
can spot these people by the way they
73:37
walk by the way they look and act you
73:39
can feel it about them when they enter a
73:40
room they may be short and fat or tall
73:43
and thin or any combination in between
73:45
but they have about them the attitude of
73:48
success in the record greener pastures
73:51
I'll get into this next statement but
73:53
right now I want you to realize if you
73:55
don't already that in five years or less
73:57
you can get right to the top of the work
74:00
you're now doing I know this but the
74:03
important question here is do you know
74:05
this the minute you do know it you'll
74:08
have this right attitude I'm talking
74:09
about the easiest and most effective
74:12
means of forming a good attitude habit
74:14
is to begin to act as though you have a
74:17
good positive expectant attitude toward
74:19
life that's right
74:21
begin right now to walk act and look as
74:24
though you belong to this group
74:25
if you're already in the top 5% you'll
74:27
know what I mean if you've never tried
74:29
it you'll be amazed at what happens
74:31
actions trigger feelings just as
74:34
feelings trigger actions now let me tell
74:38
you of a little test you can make which
74:39
will prove beyond any shadow of a doubt
74:41
that a good attitude can change a
74:43
person's life as dramatically as walking
74:45
from a darkened room into the bright
74:48
clear light of day not long ago I read a
74:51
line which went life is dull only to
74:53
dull people this is true but it also
74:56
could have read life is interesting only
74:58
to interesting people or life is
75:01
successful only to successful people and
75:03
what I'm trying to say is that you must
75:06
first become mentally from an attitude
75:09
standpoint that which you wish to
75:11
achieve a famous restaurant era was
75:13
being interviewed by a reporter who
75:15
asked when did you become successful he
75:17
replied I was successful when I was
75:19
sleeping on park benches because I knew
75:22
what I wanted to do and that I would do
75:24
it in short his attitude had been one of
75:26
success of expecting success long before
75:29
the material that tangible rewards of
75:32
success had been earned we'll get into
75:34
this particular phase of lead the field
75:35
in record number three a worthy
75:37
destination but for now remember that a
75:39
person must act look and because of
75:42
these things feel successful before the
75:45
success he seeks can come chances are
75:48
you know people who seem to be what
75:49
others call lucky all kinds of good and
75:52
wonderful things seem to happen to them
75:53
and they give the impression of happily
75:55
sailing through life having a wonderful
75:56
time and getting more accomplished in a
75:58
year than most people do in five this
76:01
has been figured out fairly
76:02
scientifically and if anyone will
76:04
conscientiously go about the test I'm
76:06
going to recommend and stay with it
76:08
every day for the next thirty days
76:09
without fail that person can join this
76:12
small happy an extremely productive
76:13
group of people you'll find himself
76:16
becoming lucky as they say and most of
76:18
his problems will pretty well take care
76:20
of themselves of this you can be sure
76:22
the results will be nothing short of
76:24
amazing now it makes no difference how
76:26
good a person's attitude has been in the
76:28
past
76:29
anything can be improved upon and it's
76:31
the small refinements upon something
76:33
already good that makes it great so
76:35
here's the test for the next 30 days act
76:38
the world everything and everyone with
76:40
whom you come in contact with the
76:42
attitude which represents the kind of
76:45
results you want to achieve that is if
76:48
the result you want is more success in
76:50
what you're doing
76:51
act as though you are already in
76:53
possession of the success you seek if
76:55
you want others to treat you with
76:57
admiration and respect treat others with
76:59
admiration and respect first have you
77:02
ever stopped to think of this every
77:04
human being on earth is the most
77:06
important human being on earth as far as
77:09
he or she is concerned you may never get
77:13
anyone to admit it but it's a fact so
77:15
for the next 30 days treat every person
77:18
with whom you come in contact as the
77:20
most important person on earth
77:22
remembering as you do so that as far as
77:24
that person is concerned he is now the
77:27
reason I say treat everyone in this
77:29
fashion is mainly because this is the
77:31
way human beings ought to treat each
77:32
other and because it will help you form
77:34
a habit that will bring you amazing and
77:37
delightful results for the rest of your
77:39
life have you ever noticed that the
77:41
higher you go in any organization of
77:43
value the nicer the people seem to
77:45
become you see the bigger the person the
77:47
easier it is to talk to him to get along
77:49
with him to do business with him you
77:52
know why it's because he's got a good
77:54
attitude and people with the best
77:56
attitudes just naturally gravitate
77:57
toward the top so for 30-days act toward
78:00
others in the world at large in exactly
78:02
the same manner you want the world in
78:04
others to act toward you treat your wife
78:06
or husband as the person he or she
78:08
really is the most important person in
78:10
your life the same with the children
78:12
carry out into the world each morning
78:14
for 30 days the kind of attitude you
78:16
would have if you were the most
78:18
successful human being on earth and
78:20
notice how it quickly develops into an
78:22
habitual attitude when a person does
78:25
this he should realize he has already
78:26
placed himself on the road to what he
78:28
seeks he is right now in the top five
78:31
percent of the people in this or any
78:33
other country he has prepared the ground
78:35
and planted the seed he has made of
78:37
himself a magnet an embodiment of that
78:40
which he seeks before metal can be cast
78:43
into a desired shape the mould the
78:46
expectant receptacle must first be
78:48
fashioned before a building can be
78:50
erected the ex
78:51
evasion must be made and the foundation
78:54
laid and before a person can achieve the
78:57
kind of life he wants he must become
78:59
that kind of individual he must think
79:02
act talk walk and conduct himself in all
79:05
of his affairs as would the person he
79:07
wishes to become he is then actually
79:10
that person and the things that person
79:13
would heaven do will naturally come to
79:15
it almost immediately a change will be
79:19
noticed irritations that used to
79:21
frustrate and annoy disappear when some
79:24
less informed individual gives you a bad
79:25
time stay on the track when someone cuts
79:28
in front of you with his car or acts in
79:30
any other manner that shows his
79:31
ignorance and lack of courtesy don't
79:33
permit yourself to drop to his level
79:34
pity him for that's what he really
79:36
deserves that's the very group a person
79:39
doesn't want to belong to and if he acts
79:40
like them well let's face it he belongs
79:43
with him there's nothing in the world
79:45
that men women and children want and
79:47
need more than the feeling that they're
79:49
important that they're needed and
79:51
respected they will give their love
79:53
their affection their respect and their
79:55
business to the person who fills this
79:57
need so the magic word is attitude and
80:01
in summing up a few points to keep in
80:04
mind one it is our attitude at the
80:07
beginning of a task which more than
80:08
anything else will affect its successful
80:10
outcome 2 it is our attitude toward life
80:14
which determines life's attitude toward
80:16
us 3 we are interdependent it is
80:19
impossible to succeed without others and
80:21
it is our attitude toward others which
80:24
will determine their attitude toward us
80:27
4 before a person can achieve the kind
80:30
of life he wants he must become that
80:32
kind of individual he must think act
80:35
talk walk and conduct himself in all of
80:37
his affairs as would the person he
80:39
wishes to become 5 the higher you go in
80:42
any organization of value the better
80:44
will be the attitude you'll find 6 your
80:47
mind can hold only one thought at a time
80:49
and since there's nothing at all of the
80:51
game by being negative be positive 7 the
80:55
deepest craving of human beings is to be
80:57
needed to feel important to be
80:58
appreciated give it to them and they'll
81:01
return it to you
81:02
eight look for the best in new ideas as
81:05
someone said have never met a person I
81:07
couldn't learn something from nine don't
81:10
waste valuable time broadcasting
81:12
personal problems it probably won't help
81:14
you it cannot help others 10 don't talk
81:18
about your health
81:19
unless it's good 11 radiates the
81:22
attitude of well-being of confidence of
81:24
a person who knows where he's going this
81:26
will inspire those around you and you'll
81:28
find good things will begin happening to
81:30
you and 12 lastly for the next 30 days
81:33
treat everyone with whom you come in
81:35
contact as the most important person on
81:38
earth if you'll do this for 30 days you
81:41
will do it for the rest of your life in
81:43
the next recording I'll talk to you
81:45
about greener pastures but now in
81:47
closing remember the words of water Dale
81:50
Scott of Northwestern University success
81:52
or failure in any undertaking is caused
81:55
more by the mental attitude even than by
81:58
mental capacities thank you for some
82:05
time now I've been interested in the
82:06
discovery about human behavior called
82:08
self-image psychology you may already be
82:11
familiar with the self-image idea this
82:13
is the principle that each of us is
82:15
controlled by his mental picture of
82:16
himself
82:17
if you thought much about it I'm sure
82:19
you agree that a good self-image is
82:21
vital to our happiness and to the
82:22
achievement of our goals in life but if
82:24
you aren't yet familiar with this new
82:25
idea
82:26
let me introduce it by quoting my old
82:28
friend dr. maxwell maltz who said the
82:31
most important psychological discovery
82:33
of this century is the discovery of the
82:36
self-image our self-image is our own
82:39
conception of the sort of person I am
82:41
each of us builds her self-image out of
82:44
his beliefs about himself
82:45
it's unconsciously formed from past
82:47
experiences our successes and failures
82:49
are humiliations and traps it determines
82:52
the way we interpret other people's
82:54
reactions to us in short this mental
82:56
picture we have of ourselves turns out
82:57
to be a kind of life governing device
83:00
that's the most significant part of the
83:02
whole self-image principle that our
83:04
mental picture determines our
83:05
interpretation of everything that goes
83:07
on about us our reactions to life and
83:10
other people are feelings thoughts
83:11
actions even
83:12
bilities we are the person we believe
83:16
ourselves to be if we're anywhere near
83:18
normal and were consistently that person
83:21
in everything now it's interesting isn't
83:24
it it's exciting too when we realize
83:26
that our self-image can be changed if
83:28
for one reason or another we've
83:30
developed an image that is too limited
83:31
to permit our achieving maximum results
83:33
in life that image can be enlarged
83:35
improved there's one point to keep in
83:37
mind here though we can't outgrow the
83:40
limits we impose on ourselves our
83:43
thoughts habits even our abilities must
83:45
be those of the person we believe
83:46
ourselves to be we have said new limits
83:49
in place of old ones but we can't
83:51
surpass the limits of our current
83:54
self-image there's a story about a
83:56
Wisconsin farmer who was walking to his
83:58
fields one day when he stumbled over a
83:59
little glass jug and his pumpkin patch
84:01
out of curiosity he poked the young
84:04
pumpkin through the neck of a jug being
84:05
careful not to break turbine then he
84:07
placed his little experiment back on the
84:09
ground and walked away when harvest hand
84:11
came the farmer was working his way down
84:13
a row a big white pumpkin but when he
84:14
again came upon the last jug but this
84:17
time it looked different
84:18
picking it up he discovered that the
84:19
young pumpkin he'd poked the inside now
84:21
completely filled its glass prison
84:23
having no more room it had stopped
84:25
growing the farmer broke the judgment
84:28
held in his hand a runt pumpkin less
84:31
than half the size of all the other
84:32
pumpkins and exactly the shape of the
84:34
jug
84:35
well people had pumpkins but our
84:38
self-image is something like that jug it
84:40
determines the size and kind of person
84:44
we become the similarity ends with the
84:46
fact that we can remove our self-imposed
84:49
limitations by enlarging our self-image
84:52
we form a mental picture of ourselves
84:54
through experience and we can change
84:56
that picture the same way through
84:58
experience if the actual experience we
85:01
need is not available to us we can
85:02
according to self-image psychology
85:04
create that experience synthetically now
85:08
scientists agree that the human nervous
85:09
system is incapable of distinguishing
85:11
between actual experience and the same
85:15
experience imagined vividly and in
85:18
complete detail Laurie's a good example
85:20
of this synthetic experience when a
85:22
person worries about something he
85:24
projects himself mentally
85:25
emotionally even physically into a
85:27
situation that hasn't even occurred the
85:30
man who weighs intensely about well said
85:32
failure finds himself experiencing the
85:35
same reactions that accompany actual
85:37
failure feelings of anxiety inadequacy
85:39
and humiliation and eventually headaches
85:42
and an upset stomach as far as his mind
85:44
and body are concerned he has failed and
85:47
that he worries about it long enough
85:48
that he concentrates on failure
85:50
intensely enough he will upset himself
85:53
to the extent and he will fail and he
85:55
will get sick now everything can be used
85:58
in either of two ways positively or
86:00
negatively constructively or
86:02
destructively worry is the negative use
86:05
of creative imagination it's a negative
86:07
synthetic experience but most people
86:10
apparently never realized that positive
86:12
results just as real as the negative
86:14
results of worry can be achieved through
86:17
using our imagination constructively our
86:20
minds a complex and marvelous but like
86:22
electronic computers they can only act
86:24
on the data we feed them the man who
86:26
worries about failure is unwittingly
86:28
defeating himself he's feeding his mind
86:31
the wrong data and he spent the same
86:33
amount of time visualizing success as he
86:35
spends of thinking about failure he can
86:38
reverse the process of synthetic
86:39
experience instead of anxiety he could
86:42
develop confidence self-assurance poise
86:45
the feeling of well-being would replace
86:47
apprehension by concentrating on the
86:50
success he desires by synthetically
86:52
experiencing that success he can expand
86:55
his self-image
86:56
into that of a person for whom success
86:57
is normal expected when I practice
87:00
holding the self-image of the person you
87:02
most want to become this is the person
87:05
you can become if you feel you'd like to
87:09
enlarge your self-image then I'd like to
87:11
invite you to join me in some image
87:12
building during the next few weeks
87:14
listen to this message at least once a
87:16
day
87:16
this way you'll firmly implant in your
87:19
mind the concept of the self-image use
87:21
your spare moments to concentrate on
87:23
your goals and the greatest success you
87:25
seek analyze your past successes and
87:27
formulate ways your success can be
87:29
increased in the future well on the way
87:32
of work between appointments who are
87:33
waiting to see a client these are all
87:35
excellent
87:36
redirecting your attention to positive
87:38
constructive thoughts put more into the
87:40
positive use of your imagination than
87:42
you ever put into its negative use worry
87:45
you're merely reversing the same
87:47
creative process now it's working for
87:49
you instead of against you that since
87:51
the mind works best when we treated only
87:53
one set of instructions do not worry if
87:56
you can help but during the course of
87:57
this exercise your creative imagination
88:00
can imagine yourself image appreciably
88:02
in just three weeks and it will if you
88:04
just read it
88:05
nobody pokes us in the grass prisons
88:07
beyond which we can't grow but all too
88:10
often almost unknowingly we set
88:12
unnecessary limits for ourselves by
88:15
holding a self-image that restricted
88:17
inadequate for the full realization of
88:18
our potentialities each of us is at this
88:21
moment the product of all his thoughts
88:24
and experiences and environment up to
88:27
this point through thought we can
88:29
control one almost unbelievable degree
88:31
both our experience and our environment
88:33
from here on whether or not we choose to
88:36
direct our own course through life is
88:37
entirely up to us the important thing is
88:39
to know that it can be them this little
88:43
nightingale and thank you
88:53
you
89:11
if you saw that he is that of some time
89:12
back about a Canadian farmer who sold
89:15
his Stradivarius violin for I think it
89:17
was in the neighborhood of $60,000 he
89:20
sold it to the same New York City dealer
89:22
he had bought it from many years before
89:24
the dealer paid him more for that he had
89:26
paid and that's because of course the
89:28
violin had appreciated in value over the
89:31
years and because of the shrinking
89:33
buying power of the dollar but the
89:34
farmer sold his precious violin by the
89:36
world's most famous violin craftsman
89:38
because as he put it I'm getting old and
89:40
I have no children to leave it to and by
89:42
getting it back in the hand to the
89:44
dealer he knew that it would wind up
89:45
with someone who would treasure it as he
89:47
had Antonio Stradivari the Italian
89:51
violin maker lived from 1644 to 1737
89:55
that's 93 years at a time when the
89:57
average lifespan was about 30 he worked
90:01
alone although later in his life his
90:03
sons helped him no committee advised him
90:05
no one made decisions for him his tools
90:07
were primitive but that was not
90:09
important he put himself into his work
90:11
all the world's tools could make up for
90:12
that when he was finished with an
90:15
instrument when he was sure that his
90:16
work measured up to his own personal
90:18
standards he signed his name to it and
90:20
today more than two hundred years later
90:22
his name is a household word all over
90:24
the world everybody's heard a
90:26
Stradivarius the Latin form of the name
90:28
that he inscribed on his violence
90:29
throughout history there have always
90:31
been men with similar standards of
90:33
excellence authors such as William
90:36
Shakespeare artists like Leonardo da
90:39
Vinci craftsmen like furniture maker
90:43
Thomas Chippendale silversmith Paul
90:47
Revere everything they did was done well
90:49
not because it had to me but because
90:50
they wanted it to be they had only to
90:53
please themselves yet the products are
90:55
their fertile minds and skilful hands
90:57
are still collected and mine today what
91:00
is it that causes one person to take
91:02
pride in what he does well others give
91:04
little and no thought to the quality of
91:06
their work at all you know of course we
91:08
talk about Stradivari or da Vinci we're
91:10
talking about great geniuses towering
91:12
talents who found their median became
91:14
graded them have been many other fine
91:17
violin makers and artists who took just
91:19
as much pride and care in their work but
91:21
lacked the same quality of talent there
91:23
are even today Minh
91:24
thousands of craftsmen who will not turn
91:26
out shoddy working or proud to sign
91:28
their names to their creations they're
91:30
in the minority perhaps they've always
91:32
been in the minority but the respect for
91:34
quality never changes it still commands
91:36
the highest price it's still revered
91:38
wherever we find it and the person
91:40
creating it has gained for himself two
91:43
precious assets first he's brought the
91:45
kind of security the last a lifetime he
91:47
need never worry about his income and
91:49
second his work as a source of
91:51
satisfaction and joy to it he derives
91:53
deep satisfaction from being an uncommon
91:55
person and now a moment for this message
92:01
people who set their own high standards
92:04
to which they make themselves measure up
92:07
lead enjoyable exciting lives each task
92:10
they began as a fascinating contest to
92:12
achieve their own standards of
92:14
excellence
92:23
you
92:26
if you already know about everything I'm
92:28
going to say you're remarkable person
92:30
and according to the latest statistics
92:31
you belong to the top five percent of
92:33
all the working people in the world
92:34
they're to be congratulated if you don't
92:37
know about the things I'm going to say I
92:39
know you've been holding yourself back
92:41
not only on the job but you're also
92:43
missing a big percentage of the greatest
92:45
joy in life I want to talk about your
92:48
boss and your relationship with him how
92:51
you handle this relationship will
92:53
determine your success or failure it
92:55
will determine how much money you make
92:56
or do not make and it will determine
92:58
whether you're a happy person or an
93:00
unhappy person so let's talk about you
93:03
and your boss who is your boss you have
93:06
only one and every working person from
93:09
the president of the largest corporation
93:11
of the shoeshine boy has the same boss
93:13
he is simply the customer there never
93:17
has been there is not now and it never
93:19
will be any boss with a customer he's
93:21
the one boss you must please everything
93:23
you own he's paid for
93:25
he buys your home your cars your clothes
93:27
he pays for your vacations and put your
93:30
kids through school he pays your doctor
93:32
bills and writes every paycheck you will
93:34
ever receive he'll give you every
93:36
promotion you'll ever obtain during your
93:37
lifetime and he will discharge you
93:40
if you displease him and sometimes
93:42
particularly in these days of OC mning
93:45
lee complex economics and big business
93:50
we lose sight of just what business is
93:53
it all started back during the most
93:56
primitive times a man in order to fend
93:59
for himself and his family had to
94:00
provide his own food in his own shelter
94:02
he had to do his own fighting and
94:04
fashion his own rough clothes and crude
94:07
weapons for hunting and materials for
94:09
fishing later he had to manufacture his
94:12
own farming implements in short each man
94:15
had to personally take care of every
94:18
department of life now that's the way it
94:21
came about that men and women with
94:23
certain talents appeared one was
94:26
particularly adapted fashioning Spears
94:28
and other at fishing and other and
94:30
hunting in other word making garments
94:31
and so on it was only natural that soon
94:34
these individuals found that they could
94:36
best spend most of their time in the
94:37
pursuit of that which they were most
94:40
talented at and trade their production
94:42
for the production of others as a result
94:44
the man who made Spears found that
94:46
others would give him a share of their
94:47
food clothing and so honestly provide
94:49
them with Spears
94:50
thus trade and commerce began now it's
94:54
far more complex today but still based
94:58
on the same principle a person's money
95:00
is the result of his production and he
95:03
trades it for things he needs and once
95:05
and it's here that logical
95:07
discrimination comes into the picture
95:08
since his money is the result of his
95:11
work it's left to his discretion when he
95:13
spends it and it's here that he assumes
95:16
they're all a boss he will spend his
95:18
money only with those whom he feels have
95:21
earned it and this is as it should be
95:23
you and I are exactly the same way if
95:25
someone treats you badly in any way then
95:28
you instinctively feel that he hasn't
95:29
earned your business and you'll withhold
95:31
it funny that our prosperity as
95:33
individuals hinges directly on our
95:35
attitude toward what we do for a living
95:37
the man who works on an automobile
95:39
assembly line might not think much about
95:42
the car at the point of sale all about
95:44
the family which will eventually buy and
95:47
travel in that car but that family pays
95:49
his salary and they will withhold the
95:51
purchase of the car on which he works if
95:53
it is not there in their respect and
95:55
admiration if you doubt this even for a
95:57
moment
95:58
think of the cars which once were
95:59
popular in which can no longer be seen
96:01
on the road the surprised wall products
96:04
having earned a successful place in the
96:07
economy should never be confused with
96:09
keeping it it must be earned every day
96:12
year in year out there's not a company
96:15
that could not go out of business
96:16
everything depends on how the boss is
96:18
treated the boss being the customer and
96:22
yet the customer is eminently fair just
96:25
as you are he can be won back and if
96:27
he's treated with the importance he
96:29
deserves he can in a few years bring a
96:31
lot of other people in to your place of
96:32
business now let me tell you something
96:35
you may not have thought about if you
96:38
got in your car and started driving
96:39
across the country you'd pass many
96:41
thousands of businesses from small
96:43
restaurants drug stores grocery stores
96:44
and gas stations to great sprawling and
96:47
corporate complexes
96:49
hundreds of acres and employing
96:51
thousands of people by simply looking at
96:53
each one you can tell how they're
96:55
treating the boss did you know that your
96:58
rewards are an exact proportion to your
97:01
service well that's right
97:03
we're paid exactly what we earned but no
97:06
more and you can tell by looking at any
97:08
business exactly what it has earned by
97:10
seeing what it has and it's the same
97:12
with people we get back exactly what we
97:14
earn but not a penny more and this again
97:16
is just the way it should be person
97:19
might be underpaid for a while but the
97:21
scales of life balance eventually and he
97:25
will in the end receive just what is
97:27
earned
97:27
there are of course two ways in which
97:29
were paid for what we do one is tangible
97:32
in the form of money and the other is
97:34
intangible but just as important to many
97:37
it's more important this latter form of
97:39
payment comes in the form of inner
97:41
satisfaction and in the form of joy as a
97:44
result of accomplishment it also comes
97:47
in the form of satisfaction in position
97:49
in the spending it gives us so each of
97:51
us is paid in these two ways money and
97:53
satisfaction there's a simple way to
97:56
increase both of these forms of income
97:59
money as well as an inner satisfaction
98:01
and you'll be able to spend and feel the
98:04
results first I want you to understand
98:08
completely they're Greek law which lies
98:11
as the foundation of all life business
98:13
and personal it is that our rewards in
98:16
life
98:22
we'll always be an exact proportion to
98:25
our service the more you think about
98:34
this and observe people in business the
98:37
more you'll see the undeniable truth of
98:39
it now try as best you can to estimate
98:42
the proportion of your total ability you
98:45
have been giving your work I don't think
98:47
anyone gives 100% I don't think it's
98:49
possibly of 100% day in and day out I
98:51
know they don't
98:52
but estimate what you consider to be the
98:54
percentage you have been given your work
98:56
would you say it's been thirty percent
98:58
fifty percent anyway try to decide now
99:01
since your rewards will be an exact
99:03
proportion to your service well you can
99:06
increase your income both financially
99:08
and from an inner satisfaction
99:09
standpoint simply by narrowing the
99:11
distance between what you have been
99:13
giving your work and the 100 percent
99:16
which it may be said you could give
99:18
under ideal conditions now you don't
99:20
have to ask for a raise the income will
99:22
appear of its own accord and at the
99:24
right time you may want to question this
99:27
but try to take my word for it now the
99:30
second point I want to make is this if
99:32
you begin to do your work better than
99:34
you've ever done it before you will
99:36
immediately begin to receive
99:37
incalculably more inner satisfaction
99:40
you'll also find what may have been a
99:42
boring around an interesting job would
99:44
take on new meaning of interest no
99:46
matter what it is you do during the
99:48
entire working day try in every case to
99:50
do it a little more than you have to
99:52
more than you're being paid before
99:54
because and I should do more than you're
99:56
being paid for now you can't justify an
99:58
increase in pay and the third point I
100:02
want to make is this each of us is
100:04
interdependent as I pointed out earlier
100:07
other people pay our salaries by our
100:09
homes clothe people educate our children
100:11
therefore we depend on others for our
100:13
very lives just as they depend upon us
100:14
now if we expect others to give us
100:17
excellent service and fine products for
100:19
the money we spend doesn't it make good
100:22
sense that we should treat them the same
100:24
way every hour spent in our work should
100:28
be spent in the attempt to give the best
100:30
of which we're capable
100:31
a baker's dozen for the money our
100:33
company's customers
100:34
for our products and services and with
100:37
which our salaries are paid a person who
100:39
tries to get the maximum return for the
100:42
minimum of effort is only kidding
100:43
himself sooner or later the scales will
100:45
balance they must for that's the law
100:47
whether we like it or not this kind of
100:50
individual actually shrinks as a person
100:52
as a human being and he has no real
100:54
place in a dynamic and swiftly changing
100:56
world the fourth point is to try each
101:00
day to find some way in which the work
101:02
you're doing can be improved here again
101:04
you're guaranteeing an increase in your
101:06
income in both categories we all know
101:08
that the cynics will laugh at this I
101:10
know them you know them but I don't know
101:13
one who could be said to be doing well
101:15
do you I know lots of men and women who
101:18
are at the top of their fields who live
101:20
their lives every day in the way I've
101:21
suggested rather than go along with
101:24
someone who's never proved in his own
101:26
life that he knows what it's about
101:27
I'd prefer to believe the one who said
101:30
as he sow so shall you reap
101:33
I feel as I'm sure you do that he was
101:36
more qualified to speak than me know it
101:38
all who's behind it is instalment
101:40
painless
101:40
anyway it's worth the test if you follow
101:43
my suggestion for the next year you'll
101:45
be a different person living a rich
101:47
rewarding and meaningful life four
101:49
things
101:50
all of them simple one remember that our
101:53
rewards in life will be an exact
101:55
proportion to our service two by giving
101:58
your work a larger percentage of your
102:00
capabilities and talents you will you
102:02
must increase your income substantially
102:04
three since our lives depend on others
102:08
treat others at every facet of your life
102:10
exactly as you want others to treat you
102:12
if you expect others to give you
102:14
excellent products or services for the
102:16
money you and your family spend then you
102:18
should make certain that your job is
102:19
handled excellently since it's the money
102:23
of others which pays yourself for try to
102:27
find some way every day in which you're
102:29
working be improved and above all know
102:31
your boss he's the customer treat him
102:34
with the respect care and courtesy and
102:37
humor he deserves remember that he pays
102:39
all of your bills every month he will
102:41
buy everything you ever owned he may be
102:44
of course crude course
102:46
selfish conniving and a thoroughgoing
102:49
savage he often will be and here it's
102:52
more important that you treat him with
102:53
all the care and attention you can
102:54
muster if you don't and if you permit
102:57
his attitude to affect yours you're
102:58
admitting that he's the stronger person
103:00
if you respond the same way he conducts
103:02
himself you're admitting you are no
103:04
better than he is
103:05
but most people are nice people they're
103:08
people like you and me who want to be
103:10
liked you want to get along and who want
103:12
to be friends they have problems and
103:14
sorrows of their own of which were not
103:16
aware and they have bad days and
103:18
disappointments make sure that the time
103:21
they're with you is a high spot in their
103:23
day and they don't want to come back not
103:26
just because of your company but because
103:28
of you if you do these things for a year
103:31
you'll be surprised and delighted
103:40
you
103:53
[Music]
103:54
this little Nightingale I'd like to tell
103:57
you about the strangest secret in the
103:59
world
103:59
some years ago Albert Schweitzer the
104:01
great doctor and Nobel Prize winner was
104:03
being interviewed in London and the
104:05
reporter asked him doctor what's wrong
104:07
with men today a great doctor was
104:10
saddened for a moment and then he said
104:11
men don't think it's about this that I
104:13
want to talk with you we live today in a
104:16
golden age this is an era that man has
104:18
looked forward to dreamed of and worked
104:19
toward for thousands of years but since
104:22
it's here we pretty well take it for
104:23
granted
104:24
ours is a land of abundant opportunity
104:27
for everyone but you know what happens a
104:29
stick a hundred men who all start even
104:31
at the age of 25 if you ask any one of
104:34
them if he wanted to be a success he'd
104:36
tell you that he did and you'd notice
104:37
that he was eager toward life it was a
104:39
certain sparkle to his eye and he
104:41
wrecked muster his carriage and life
104:43
seemed like a pretty interesting
104:44
adventure to him but by the time these
104:46
hundred men reach the age of 65 only
104:50
five would have made the grade only five
104:53
are successful when we say only 5%
104:57
achieve success we have to define
104:59
success and here's the definition
105:00
success is the progressive realisation
105:03
of a worthy ideal if a man is working
105:06
toward a predetermined goal and knows
105:08
where he's going that man is a success
105:10
if he's not doing that
105:12
he's a failure success is the
105:14
progressive realisation of a worthy
105:17
ideal Rallo may the distinguished
105:19
psychiatrist wrote a wonderful book
105:21
called man's search for himself and in
105:23
this book he says the opposite of
105:25
courage in our society is not cowardice
105:27
its conformity a survey was made one
105:31
time that covered a lot of men working
105:32
men and these men were asked why do you
105:35
work why do you get up in the morning 19
105:37
out of 20 had no idea they simply said
105:40
everyone goes to work in the morning and
105:42
that's the reason they do it because
105:44
everyone else is doing it and there you
105:46
have the trouble today its conformity
105:48
people acting like everyone else without
105:50
knowing why without knowing where
105:52
they're going now we learn to read by
105:54
the time we're seven we learn to make a
105:56
living by the time we're 25 usually but
105:58
that time we're not only
105:59
living we're supporting a family and yet
106:01
by the time they're 65 the great
106:03
majority hasn't learned how to become
106:05
financially independent in the richest
106:08
land that has ever been known why they
106:12
conform they're acting like the wrong
106:14
percentage group the 95 percent who
106:16
don't succeed why do these people
106:18
conform let's get back to our definition
106:21
of success who succeeds the only man who
106:24
succeeds is the man who is progressively
106:26
realizing he were the ideal he's the man
106:29
who says I'm going to become this and
106:30
then begins to work toward that goal he
106:33
succeeds because he knows where he's
106:34
going
106:35
think of a ship leaving a harbor and
106:37
think of it with a complete voyage all
106:39
mapped out and planned the captain and
106:41
crew know exactly where the ship is
106:42
going and how long it will take it has a
106:44
definite goal and it will reach that
106:47
goal now let's take another ship just
106:49
like the first only let's not put a crew
106:51
on it or a captain of the helm
106:53
let's give it a no aiming point no goal
106:55
no destination we just start the engines
106:57
and let it go I think you agree with me
107:00
that if it gets out of the harbor at all
107:01
it will wind up on some deserted beach a
107:04
derelict it can't go anyplace because it
107:06
has no destination and no guidance and
107:08
it's the same of the human being I'll
107:11
tell you the successful people are a
107:13
success as the school teacher who's
107:14
teaching school because that's what he
107:16
or she wanted to do the success is the
107:17
woman who's a wife and mother because
107:19
she wanted to become a wife and mother
107:20
and is doing a great job
107:22
the success is the man who rims the
107:23
corner gas station because that's what
107:25
he wants to do the success is the
107:27
successful salesman who wants to become
107:28
a top-notch salesman and grow and build
107:30
with his organization a success is
107:33
anyone who is doing deliberately a
107:35
predetermined job because that's what he
107:38
decided to do deliberately but only one
107:41
out of 20 does that that's why today
107:43
there really isn't any competition
107:44
unless we make it for ourselves instead
107:46
of competing all we have to do is create
107:50
for 20 years I look for the key which
107:53
would determine what would happen to a
107:55
human being was there a key I wanted to
107:57
know which would make the future of
107:59
promise that we can foretell to a large
108:01
extent was there a key that could
108:03
guarantee a person's becoming successful
108:05
if he only knew about it and knew how to
108:07
use it well there is such a key and I've
108:11
found it
108:12
here's the key to success and the key to
108:15
failure we become what we think about
108:19
let me say that again we become what we
108:23
think about throughout all history the
108:26
great wise men and teachers philosophers
108:28
and prophets have disagreed with one
108:30
another on many different things it's
108:32
only on this one point that they're in
108:34
complete and unanimous agreement Buddha
108:36
said all we are is what we've thought
108:38
about Marcus Aurelius said a man's life
108:42
is what his thoughts make of it
108:43
Disraeli said everything comes if a man
108:46
will only wait
108:47
I've brought myself by long meditation
108:49
to the conviction that a human being
108:51
with a settled purpose must accomplish
108:54
it and that nothing can resist a will
108:56
that will stake even existence for its
108:58
fulfillment Ralph Waldo Emerson said
109:00
this a man is what he thinks about all
109:02
day long
109:03
William James said the greatest
109:05
discovery of my generation is that human
109:07
beings can alter their lives by altering
109:09
their attitudes of mind and George
109:11
Bernard Shaw said people are always
109:13
blaming their circumstances for what
109:15
they are I don't believe in
109:17
circumstances the people who get on in
109:19
this world and the people who get up and
109:21
look for the circumstances they want and
109:22
if they can't find them make them well
109:26
it's pretty apparent isn't it we become
109:28
what we think about it stands to reason
109:31
that a person who's thinking about a
109:32
definite and worthwhile goal is going to
109:34
reach it because that's what he's
109:36
thinking about and we become what we
109:37
think about conversely the man who has
109:40
no goal who doesn't know where he's
109:42
going and in starts must therefore be
109:43
thoughts of confusion and anxiety and
109:46
fear and worry becomes what he thinks
109:48
about his life becomes one of
109:50
frustration fear anxiety and worry and
109:52
if he thinks about nothing
109:53
he becomes nothing you see the human
109:57
mind is the last great unexplored
109:59
continent on earth it contains riches
110:01
beyond our wildest dreams it will return
110:04
anything we planted it now you might say
110:07
but if that's true why don't people use
110:09
their minds more why don't they till
110:11
they're fertile mental soil we have the
110:13
answer to that to our mind comes a
110:16
standard equipment at birth it's free
110:18
and things have been given to us for
110:20
nothing we place little value upon
110:21
things that we pay money for we value
110:24
the paradox is that exactly the reverse
110:26
is true everything that's really
110:29
worthwhile in life cable is free our
110:31
minds our souls our bodies our hopes our
110:34
dreams our ambitions our intelligence
110:36
our love of our families and children
110:38
and Friends all these priceless
110:41
possessions are free but the things that
110:44
cost us money are actually very cheap
110:45
and could be replaced at any time a good
110:47
man can be completely wiped out and make
110:49
another fortune he can do that several
110:51
times even if our homes burned down we
110:53
can rebuild them but the things we got
110:55
for nothing the really valuable
110:57
possessions we can never replace the
111:00
human mind isn't used merely because we
111:02
take it for granted it can do any kind
111:04
of a job we assign to it but generally
111:06
speaking we use it for little jobs
111:08
instead of big important ones
111:10
universities tell us that most of us are
111:12
operating on about 10% of our abilities
111:14
decide now what is it you want and your
111:18
goal in your mind
111:19
give yourself direction and a
111:20
destination it's the most important
111:22
decision you'll ever make in your life
111:24
you see the very law that gives us
111:27
success as a two-edged sword we must
111:29
control our thinking the same rule that
111:31
can lead a man to a life of success
111:33
wealth happiness and all the things he's
111:35
dreamed up for himself and his family
111:36
that very same law can lead him into the
111:39
gutter it's all in how he uses it for
111:41
good or bad this is the strangest secret
111:44
in the world remember these words from
111:47
the Sermon on the Mount and remember
111:48
them well keep them constantly before
111:50
you ask and it shall be given you seek
111:53
and ye shall find knock and it shall be
111:57
opened unto you
111:58
for every one that asketh receiveth and
112:00
he that seeketh findeth and to him that
112:03
knocketh it shall be opened it's as
112:05
marvelous and as simple as that
112:07
in fact it's so simple that in our
112:09
seemingly complicated world it's
112:10
difficult for an adult to understand
112:12
that all he needs is a purpose and faith
112:15
above all don't worry worry brings fear
112:18
and fears crippling the only thing that
112:20
can cause you to worry is trying to do
112:22
it all yourself know that all you have
112:24
to do is hold your goal before you
112:25
everything else will take care of itself
112:27
remember also to keep calm and cheerful
112:30
don't let petty things ignore you and
112:32
get you off course prosperity is founded
112:35
upon a law of mutual exchange
112:37
any person who contributes to prosperity
112:39
must prosper in turn himself sometimes
112:42
return will not come from those you
112:43
serve but it must come you from
112:45
someplace for that's the law for every
112:48
action there is an equal and opposite
112:50
reaction there are no exceptions to a
112:52
law you can drive down any Street in
112:54
America and from your car estimate the
112:56
service that's being rendered by the
112:58
people living on that street and you
113:00
ever thought of this yardstick before
113:01
it's interesting
113:03
once this law is fully understood any
113:05
thinking person can tell his own fortune
113:07
if he wants more he must be of more
113:09
service to those from whom he receives
113:11
his returned if he wants less is only
113:14
reduced this service this is the price
113:16
you must pay for what you want if you
113:19
believe you can enrich yourself by
113:21
deluding others you can end only by
113:23
deluding yourself it may take some time
113:25
but just as surely as you breathe you
113:27
get back what you put out the prisons
113:30
and can work going someplace so we
113:32
should make our time here an exciting
113:33
adventure the architect of the universe
113:35
didn't build a stairway leading nowhere
113:38
and the greatest teacher of all the
113:41
carpenter from the plains of Galilee
113:43
gave us the secret time and time again
113:44
as you believed so shall it be done unto
113:48
you most valuable commodity I know of
113:53
this information the truth