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CONTENTS

COPYRIGHT

DEDICATION

JIMROHN

ANOTEONTHESEGUIDES

THEJIMROHNGUIDETOTIMEMANAGEMENT

THEJIMROHNGUIDETOPERSONALDEVELOPMENT

THEJIMROHNGUIDETOLEADERSHIP

THEJIMROHNGUIDETOGOALSETTING

THEJIMROHNGUIDETOCOMMUNICATION

DEDICATION

Iwishforyoualifeofwealth,healthandhappiness;alifeinwhichyougiveto

yourselfthegiftofpatience,thevirtueofreason,thevalueofknowledge,andtheinfluence

offaithinyourownabilitytodreamaboutandtoachieveworthyrewards.

JimRohn

JIMROHN

Formorethan40years,JimRohnhonedhiscraftlikeaskilledartist,helpingpeopleallovertheworldsculptlifestrategiesthatexpandedtheirimaginationofwhatispossible.Jimsetthestandardforthosewhoseektoteachandinspireothers.Hepossessedtheuniqueabilitytobringextraordinaryinsightstoordinaryprinciplesandevents.Thosewhohadtheprivilegeofhearinghimspeakcanattesttotheeleganceandcommonsenseinhismaterial.Itisnocoincidence,then,thatheiswidelyregardedasoneofthemostinfluentialthinkersofourtimeandanationaltreasure.Jimauthorednumerousbooksandaudioandvideoprograms,andhehelpedmotivateandshapeanentiregenerationofpersonaldevelopmenttrainersandhundredsofexecutivesfromAmericastopcorporations.

ForadditionalinformationortoshopforJimRohnsbest-sellingbooks,CDs,DVDsandmore,gotowww.JimRohn.com.

ANOTEONTHESEGUIDES

ThetextoftheseguidesisbasedontranscriptsofJimRohnsmostpopularlecturesandwritingsonthesubjectsoftimemanagement,personaldevelopment,leadership,goalsettingandcommunication.Hisoriginalwordshavebeentranscribed,edited,rearrangedandslightlymodifiedinsomeinstancesforgreaterclarity.

Asyouread,youmayrecognizeafamiliarpacetothetext.ItisourhopethatJimseasyconversationaltoneandspeakingstylecomeacrossinyourreadingofeachandeverypage.ThoughsomeofJimsreferencesmaybeoutofdate,hislifephilosophiesandsuccessprinciplestranscendtheyearsandareasrelevanttodayastheywerewhenhefirstexpressedthem.

Theintentoftheseguidesistoprovideaconcise,easy-to-readtreatmentofthesubjectmatterthatcanbereadinashortsittingof15to20minutespersubject.Highlightyourfavoritepartsandkeepitcloseforeasyreferenceagainandagain.Theguidesmakeperfectgiftsforfriends,family,associates,clientsandanyoneyoufeelwouldbenefitfromthetimelesswisdomofatruelegend.

ForinformationaboutquantitydiscountsonindividualJimRohnGuidebookletsorthecompletesetofbooklets,gotothelastpageofthisanthologyorvisitJimRohn.comorstore.SUCCESS.com.

THEJIMROHNGUIDETOTIMEMANAGEMENTLetstalkabouttimemanagement.Ivegotseveralapproachestothemanagementoftime.Heresthefirstapproach.Ignorethesubject.Thatsvalid.Aguysays,Hey,Ivebeenlateallmylifeanditdoesntlooklikeallthistimemanagementsgoingtoworkforme.Ijustignoreit.Thatswonderful.AndIsaythatreallytomakethispoint:Remember,beastudent,notafollower.Designyourownpersonallife.Imveryhappyforpeopletotakenotesatmyseminars.ButImalsojustashappyifsomeonesays,Hey,thisisnotforme.Tearupallthesenotesandthrowthemaway.Thatsjustasvalidforme.Remember,benoonesdisciple.Chartyourowncourse,makewhatyoudotheproductofyourownconclusion.Thisisvalidignorethesubject.

Heresanotherapproachtotimemanagement.Stepdowntosomethingeasier.Ifyouregettinghassledbythemanagementoftime,youmightwanttochangecourse.WhatImsayinghereisbeyourownperson.Youdonthavetobeamodelofsomeoneelse.Youdonthavetodoitlikeanybodyelse.Doitlikeyourself.Buywhatyouwanttobuy,listentowhatyouwanttolistento,makechangesifyouwanttomakechanges,anddontmakechangesifthatswhatyouwant.Itsyourlife.Anddontletanybodypersuadeyouanydifferent.

THEDIGNITYOFCHOICE

Successisnotastereotype.SuccessisnotaFerrari.Successisnotanautomobile.Itsnotahouse.Itsnotaplace.Itsnotmoneyinthebank.Itsnotamilliondollars.Thatsnotsuccess.Successisthecontinualunfoldingofthedesignofyourownlifeandpullingitoff.Thatswhatsuccessis.Beingsuccessfulinwhateveryouwanttodothatmakessensetoyou,foryouandyourfamily.Takeonresponsibilitiesorrefusethem,itsalluptoyou.Wevebeengiventhepowerofchoice.

Everylifeformexcepthumanbeingsoperatesbyinstinctinthegeneticcode.Ithasnomultiplechoice.Onlyhumanshavemultiplechoice.Inthewinterthegoosefliessouth.Why?Becausehesagoose.Hecantflynorth.Hecouldntflywest.Ifyousaidtothegooseitdbebettertogowestthisyear,heignoresthatadvice.Hekeepsonflyingsouth.Why?Hehasnoalternative.Hehasnootherway.Heisonlydriven,asalllifeformsaredriven,byinstinctinthegeneticcode.

Excepthumanbeings.Nowwhynothumanbeings?Becausewevebeengiventhedignityofchoice.Werenotlikearobot.Werenotstucklikeatree,usingupallthenourishmentand,withnothingleft,youdiebecauseyoucantchangelocations.Nottrue.Humanscangonorth,south,east,west.Humanscanchangeanddoanythingtheywanttodo.Wevebeengiventhedignity.

Buthereswhatsinterestingaboutalllifeformsexcepthumans:Everylifeformexcepthumansstrivestothemaxofitspotential.Howtallwillatreegrow?Astallasitpossiblycan.Youveneverheardofatreegrowinghalfashighasitcould.No,thatisimpossible.Atreegrowsashighasitcan,drivesdowneveryrootitcan,produceseveryleafitcan,extendsitselfasfarasitpossiblycan.Everylifeformextendstothemax,excepthumanbeings.Nowwhynothumanbeings?Becausewerenotrobots.Wevebeengiventhedignityofchoice.

DOITALLORDONT

Bepartoforallofwhatyouhavethepotentialtobe.Youvegotthechoice.Doalittletomakeyourselfcomfortableandforgettherest,ordoitall.Theresnobodyheretodictateyouvegottodoitall.Thatsnonsense.Youvegottoberichbecauseweliveinarichcountry.Thatsnonsense.Youdonthavetoberich.Youdonthavetodoitall.Youcandoalittle,dosome,dosomemore.Takeadvice,butdonttakeorders.Takeinformation,taketraining,taketeaching,butdonttakeordersfromanyonethattellsyouhowyouneedtoliveandwhatyouneedtoownandwhatyouneedtodo.Somebodysays,Well,youneedtobesuccessful.Thatsapersonalchoice,beingsuccessful.Whatweteachisthepossibilities,andeverybodychooses.Takealittle,takealot,dosome,donothing,orignorethesubject.ThisiswhyIputthisinhere.Youvegottolearntodothat.

AbrahamLincolnsaid,AsIwouldnotbeaslave,soIwouldnotbeamaster.Excellentphilosophy.Aguysays,Hey,ImsooncashingitinandImheadingforthemountains.Imgoingtoliveinalittlecabin,liveoffthelandandfeedthesquirrels.Ifhegoesanddoesthat,guesswhathesasmashingsuccess.Why?Hesdoingwhathedesignedtodoandpulleditoff.Youcantsay,No,no,thatsnotsuccessful.Thatistheepitomeofsuccessgivingadesigntoyourlifeandpullingitofftomakeprogressinthedirectionthatsatisfiesyou.Ifitdoesntsatisfyyou,makealternativesandchange.Ifyougetsomebetterideas,sureyoumayfollowsomeonessuggestionsandideasbutnotorders.

DESIGNYOUROWNLIFE

Designyourownlifelikeyouwantit.Nowifyoutakeonsomeresponsibilities,youvegottoconsiderthose.Yes,youcanignoreyourresponsibilities,butyouwontfeelgoodaboutthat.Hereswhattheoldprophetsaid:Somethingsthattastegoodnowinthemouthturnbitterlaterinthebelly.Soyoudontwanttosacrifice.

Weallmustsufferoneoftwopains:thepainofdisciplineorthepainofregret.Whatwesuggesttoeverybodyistoconsiderthedisciplinesbecausedisciplinesweighounces;regretsweightons.Youdontwanttosubstituteadisciplineforaregret.Inouropinionthatwouldbeapoorchoice.Nowyoucandoit,butsomethingsarepoortradeoffs.Theoldprophetsaid,Whatifyougainthewholeworldbutitcostsyouyoursoul?Wouldthatbeworthit?Withabitofintelligence,wesayno,thatdoesntseemworthitevenifyouvegotthewholeworldifyoutradedyoursoul.Thatexperiencewouldbesobitterandsoawfulandsodevastating,itwouldntbeworthit.

Whatifyougotsomegainbygreedinsteadoflegitimateambition?Imtellingyou,itmighttastegoodupfront,butitsgoingtoturnbitterinthebelly.Andabitofthatadvicesavessomepeoplefromdevastation.Say,Well,youreright.Idbetterthinktwiceaboutthat.Sowemustconfrontalllaws.Spirituallaws,agriculturallaws,basiclaws,fundamentallaws.Wemustconfrontallofthose.Butyoustillnowcandesignyourownlife.Alittleoralot.Goeast,north,south.

WEIGHTHECOST

So,timemanagementmightbetostepdowntosomethingeasierthatdoesntstressyouwiththeconstraintsoftime.Aguyworksforacompany,hesays,Oh,Ivegottoownoneofthese.Hefindsouthesnowgottowork24hoursaday,allaroundtheclock.Andhesgottoworryaboutallthesepeople.Theguysays,Theheckwiththis.ImgoingbackwhereIusedtobe.Iplayedgolfthreetimesaweekandmadethreetimesasmuchmoneyasasalesperson.Theheckwiththisrunningacompany.

Thatsthedeal.Dontputyourselfinthestraitjacketofsomethingthatsnottoyourchoosingandnottoyourliking.Nowifyoureallywanttheprize,tobecomeamultimillionaireandrunacompany,fine.Thenyouvegottopaytheprice.Buthey,itsstrictlyuptoyou.Thereareno

requirementshere.Whereisitwritten?Thereisnolaw.Thekeyistotrytodesignyourlife.Yes,youmighttrysomethingandsay,Thiscostsmetoomuch.Imawayfrommyfamily,Imgone.Sothisisvalid.

Alittlegirlsaidtohermommy,Daddyneverplayswithme.Hecomeshomeandhesgotthisbriefcaseandhedisappearsandworksonhispapersandhetellsmetogotobed.Momtriedtoexplainandsaid,Look,yourfatherlovesyouverymuch,buthessobusyatworkthathecantgeteverythingdoneandhehastobringithome.Thegirlsaid,Whydonttheyputhiminaslowergroup?Notabadidea.Ifyouhaventgottimeforyourkids,youshouldconsideraslowergroup.Itsnotthemoney.Itsnotthesuccess.Youvegottomakesureeverythingworks.Notsomethingattheexpenseofeverything.Attheexpenseofeverythingturnsouttobetoocostly.

BALANCINGACT

Lifeatitsbestandmostfulfilled,Ithink,isabalancingacttomakeeverythingwork.Amothersgotthechallenge,afathersgotthechallenge,andallofthisinbalance,eventhetugofwartryingtomakeitworkashusbandandwife.Aguysabaseballplayerandhegetsfourorfivemilliondollarsayear,andhistalenttakeshimaway185games,whateverthenumberofgamesarethattheyplay.Thatsaprettytoughonetodo.Gonemostofthetime.Shouldhegowherehistalentleadsorshouldheworkatthebankfrom9to5?Itsachallengetotrytofit,compromise,makeitwork,makeallsystemsworksoyoudontsacrificeeverythingforsomething.Itsalladilemma.

Ifyouvegotpartners,nowitsthecombinationofworkingitout.Butletmetellyouwhat,itcanbeworkedout.Hereswhathappensifyouignoreit.Itjustgetsworse.Youvejustgottoconfrontandsay,Letusworkitoutsothatweblessourlifewithallofthesystemsthatfurnishuswithagoodlife.Guesswhat?Itneverends,thistryingtobalanceyourlifewitheverything.

So,inthemanagementoftime,stepdowntosomethingeasier,rearrangeyourprogram,pickupsomeoneelsesadvicenotorders,butadvicethatsays,Hey,Iwentforthemoneyinstead,anditcostmetoomuch.Herestherealtimemanagement:Makeyourselfmorevaluable.Getmorefromyourselfsothatyoubecomemuchmoreaccomplishedinanhourthatusedtotakeaweek.Thatistheeasiestoftimemanagement,tomakeyourselfmorevaluable.

Sonow,letmequicklygiveyoutherundownhere,somekeypiecestotimemanagement.

MAJORVS.MINOR

Heresakeyphrase:Eitheryourunthedayoritrunsyou.Gettingincharge,masteringthesituation,thisisthebigchallenge.IremembersomecompaniesIstartedyearsago.IdstartthecompanyandImrunningthecompany.Firstthingyouknow,thecompanysrunningme.Alongaboutthatsecondyear,Isay,Holdit,holdit.IusedtobeinchargeandnowImoutofcontrol.Iusetohaveitontherun,nowitsgotmeontherun.Andthesameistruewhetheritsacompanyoranenterpriseorwhetheritstheday.Thekeyisyouvejustgottotakechargeandsay,Imgoingtostartgettingahandleandtakingchargeofmydayandnotletitgetoutofcontrol.Becauseitssoeasytobepersuadedanddistractedbythingsthatuseuptime,andthenthefirstthingyouknow,itsalloutofcontrol.

Itsnotthatdifficulttogetsomethingstartedandyourunitforawhileandafterawhileitstartsrunningyou.Thatspartofthechallenge.Itoldmystaffonedaythatgivingbirthtoatigerisonething,butlearninghowtorideitissomethingelse.Sometimesyoustartitandthenitturnsaroundandstartsgivingyouallkindsoftrouble.

Heresthekeywevealllearned,andmaybewejustneedtobereminded.Itsnotthehoursyouputin;itswhatyouputinthehoursthatcount.Aguycomesinatnightexhausted,hefallsintothechairandsays,Ivebeengoing,going,going.Doingwhat?Dontmistakemovementforachievement.Busy,busy,busy,thatmaynotbethedeal.Itsthedoingwhatthatsthedeal.Somepeoplearebusyalldaylongdoingfigureeights.Theyrenotmakingmuchforwardprogress.Theykeepcomingbackaroundwheretheystarted.

Herearesometimemanagementessentials.Learntosetgoalssothatyouhavesomepriorities.Then,constantlyreviewyourprioritiestomakesureitswhatyoureallywant.

Learntoseparatemajorsandminors.Heressomethingthatrequiresminortime.Heressomethingthatrequiresmajortime.Hereswhatweteachinsales:themostimportanttimeinasalespersonscareeristimeinthepresenceoftheprospect.Thatsthemostimportanttime.Timeinthepresenceoftheprospectthatscalledmajortime.

Heresminortimeonthewaytotheprospect.Makingplanstoseetheprospect,thatscalled

minortime.Inthepresenceoftheprospect,thatsmajortime.Keepingfilesontheprospect,thatsminortime.Thinkingaboutprospectsandhowitsgoingtogointhefuture,thatscalledminortime.Heresmajortimeinthepresenceof.Soyouvejustgottoarrangeyourcareersothatmostoftenyoureinthepresenceof.Notonthewayto,notkeepingbookson,notthinkingabout,notmakingrecordsfor,butinthepresenceof.Nowtheminorthingsareimportant,buttheyreminorthings.Makesureyoudontspendmajortimeonminorthings.

CONCENTRATION

Nextkeytotimemanagementisconcentration.Youzeroinifyouconcentrate.Manytimesittakesalotlesstimewhenyouconcentrate.Ifyougetdistracted,ittakesawholedaybecauseofthedistraction.Butifyouconcentrate,itcouldtakeanhourinsteadofaday.Itcouldtakeafewminutesinsteadofahalfaday.

IreadthislittlearticleinReadersDigest.Itsaid,Whereveryouare,bethere.Concentratethere.Iusedtotrytodesignmydayintheshower.ImnotevenawakeyetandImtryingtowritealetter.WhatIfinallylearnedtodoisenjoytheshower.Dontstartthedaytillyougettothework.Ontheway,enjoytheway.Atbreakfast,enjoythebreakfast.Someguysinbusiness,theyrealreadyattheofficeatthebreakfasttable.Thekeyistobeatbreakfastwithyourfamilyatthebreakfasttable.Theresplentyoftimetodothebusinesswhenyougettotheoffice.Youcantcomposethenextlettereatingyourcornflakes.Nowyouvegottoconcentrateonyourfamily.Whereveryouare,bethere.Concentratethere.Thatsakey.

Next,learntosayno.Itissoeasy,especiallynowinasocialsocietytojustbepulledeverywherewithsocialobligations.Doyousayyes,yes,yes,yes?Thenyoufindyourselfsooverloadedonyourcalendarthatiteatsupallthetime.Solearntosaynopolitely.Itseasiertosay,Idontthinkso,butifthatchangesIllcall,thantosay,Oh,yes,andthentrytofigureoutwaystomakethecallandnottomakeit.Oneofmycolleaguessays,Dontletyourmouthoverloadyourback.Becauseitseasytojustoblige,wantingtobenice,wantingtobepleasant,wantingtoplease.Butyougetpulledintoomanydirectionsbysayingyestooeasytoofrequentlyandfindingyourselfinabox.

WHENYOUWORK,WORK

Nowheresabigoneontimemanagement.Whenyouwork,work.Whenyouplay,play.Dontmixthetwo.Heresthebigone.Dontplayatwork.Hereswhy:workistooserious.Guesswhateconomicsis?Seriousbusiness.Economicsisaserioussubjectbecauseyouretradingpartofyourlifebeingeconomicallysustainedandprovidingprotectionforyouandyourfamilyforgenerationstocome.Thisisaseriousdeal.Theoneplaceyoudonthorsearoundorfoolaroundisatwork.Somewhereelse,yes.Atwork,no.

Justestablishthatreputationthatyoudontfoolaroundatwork.Yes,alittlepleasantryand,yes,alittlestorytorelievethetension,butyoujustdontplayaroundatwork.Youvegottoconsiderworklikethefarmerinthespring.Hecantplayaround.Hesonlygotashortseason.Andyoucantgodistracthimandhavehimplayaround.Thisisntplaytime.Thisisworktimetryingtoplantastraightrow,geteverythingrightintheshortseasonwevegot.Thisisnotimetojokearound.Sodevelopthatreputationnotjustforotherpeoplebutforyourself,foryourownself-esteem,thatsayswhenyouwork,youwork.Sodontplayatwork.

Nowherestherestofit:Dontworkatplay.IusedtobeattheofficeandIdsay,Ivegottotakemyfamilytothebeach.Itsbeensolong.Whatdoesmyfamilythink?Wevegottogettothebeach.SoImthinkingbeachwhileImatwork.NowIgettothebeachwithmyfamily,thinkingIshouldbeattheoffice.WhatamIdoinghereatthebeach?Nowmyfamilysbentoutofshapebecause,yes,Imatthebeach,butImalsoattheoffice.SohereswhatIlearnedtodo:Attheofficebeattheoffice,andatthebeachbeatthebeachwithyourfamily.Dontmixthetwo.Whenyouwork,work.Whenyouplay,play.

ANALYZEYOURSELF

Nextontimemanagementanalyzehowyouareandseeifyoucanatleastbecovered.Ifyourenotgoodatsomething,thengetsomebodytotakecareofitinsteadofdelayingallofthetimedoingityourself.Eithercompensateforitorchange.Ifyouvetriedtobalanceyourcheckbookforaboutayearortwo,thatslongenough.Justputthemoneyonsomeaccountantsdeskandsay,Look,takecareofthisforme.Itdoesnthavetobeverymuch,justsoitstakencareof.Eitheryoudoitoryoucanletsomebodycoverforyouandgetitdonesothatyoucanconcentrateonmoreessential,moreimportantthings.

Ifyoureamorningperson,thatsprobablythetimetogetthebestofyourworkdone.Nowsomepeopletheyrenotawakeat11:00yet,sowecallthesenightpeople.Atmidnighttheyre

stillflying.Butat11:00theyrenotquiteawake.Imnowmoreofamorningperson.Iusedtobethenightperson,nowImmoreofamorningperson.WaybackyearsagoIusedtosay,IfGodmeantyoutoseethesunrise,hedhavemadeitlaterintheday.ButnowIlovethemornings.Themorningsarefreshandclean.Theuniquethingaboutstartingthedayinthemorning,youhaventmesseditupyet.Thewholedayisfreshandclean.Guesswhatyouhaveinthemorningacleanpage.Letssee,Idontwanttomessthisoneup.Letmemakesomeplansheretomakethisanextraordinarilygoodday.Thatmorningtimeisveryuniqueifyoubecomeamorningperson.Butwhateveryouare,justanalyzehowyouare.Whateveryourenotgoodat,seeifyoucangetitcovered.

BEWAREOFTHEPHONE

WaybackinthoseearlydaysIremember,beforeIlearnedtojustignorethephoneorunplugit,andbackthenyoucouldntevenunplugit,youhadtojustletitring.IusedtohavefriendsoverandthephonewouldringandIdsay,Justletitring.Werehavingaconversation.Myfriendscouldntstandthephonetoringandnotanswerit.Sotheydgoanswermyphone.Theydsay,Itsforyou.Idsay,Yeah,Isupposeitis.

Butheresthekeywithallthenewstuffnow,hereswhatyouvegottodoathomeyouvegottoshuteverythingoffandhavedinnerwithyourfamily.Youjustshuteverythingoff.Nowtheyvegotitwherethemessageswillbetakenandeverythingwillbetaken,butyouvejustgottosaythistime,weshutouttheworld.Itdoesntmatterifthepresidentcalls.Itdoesntmatterwhocalls.TheyvegottowaitforatleastanhourtillImfinishedwithmyfamily.Yourfamilywilltakegreatdelightinyoushuttingouttheworld.Justshuteverythingoffforawhile.Theresplentyoftimetogetbacktoit.Yousay,Well,whatifsomeemergencyishappening?Itllhavetowait.

READTHEBOOKS

Heresanotherkeyontimemanagement.Readthebooks.Ifyouneedsomespecifichelp,theresabookforit.Therehavebeenmanybookswrittenontimemanagement.Taketheiradvice,butstillmakeyourownplans.Becomemoreawareandalerttoallthenewtechnologynowavailablethatcansaveyourtime.Stayintouch.

Heresanotherbig-timemanagementprinciple,especiallyifyoureworkingwithpeople.Learntoaskquestionsbeforeyoulaunchintosometiradeorlaunchintosomepersonalseminar.Sometimesyoutalkforahalfhour,askacoupleofquestionsandfindoutyoujustwastedtheprevioushalfhour.Hereswhatyoushouldvebeentalkingabout.Soheresthekey,askquestionsupfront.Johnisntmakingsales.Illsay,Hey,callJohninandIlltearhimanewpage.Well,beforeyoudothatyoudbetterask,whyisnthemakingsales?Someonesays,Well,hesnotgettingupearlyandgettingoutinthemarketplace.Hesays,Gethiminhere,andIllteachhimsomeget-up-earlystuff.Well,beforewedothatwedbetteraskonemorequestion,Whyisntheupearlyandoutinthemarketplace?SowecallJohninandsay,Hey,John,itsgottobesomethingpersonal.Yourenotupearly.Yourenotoutinthemarketplace.Hesays,Yes,Ineverthoughtanyonewouldask.Youjustask,Whatisit?Ratherthanlaunchingintosomething,savethetime,askthequestionsupfront.

Nowheresonemoretiponaskingquestions.Sometimesyoudontfindtheproblemuntilyougotwo,threequestionsdeep.Becausemostpeopledontjustblurtoutwhatswrongfirstquestion.Mostproblemsaretwo,threequestionsdeep.Rightaway,somebodywantstoknowiftheyregoingtotelltheirproblemtosomebodywhodoesntreallycare,soyouvegottoestablishsomeconnection.Thensomebodyswillingtodisclose.Kidsarelikethat.Say,Howsitgoing?Theysay,Okay.Thatokaydoesntsoundright.Thatdoesntringright.Somethingtellsyouitisntokay.Soyouvegottoaskthenextgentlequestionandthenthethirdgentlequestion,andfinallytheysay,Yeah,herestherealproblem.Learntoaskquestionsupfront.Thatsthekey.

THINKONPAPER

Learntothinkonpaper.Yousolveproblemsonpaper.Letmegiveyousomewaystothinkonpaper.Numberone:keepajournal.Iusedtohavethreejournals.Oneforbusiness,oneforpersonal,oneforabookIwaswriting.Thatwastoocomplicated.ThenItriedcolorsofink.Bluemeansthis,redmeansthis.Igotridofthat.NowIjustfilloneup,andthenfillanotheroneupandfillanotheroneup.Includepersonalideas,alittlebitofdiary.Andthatsallitis.Hereswhatajournalis:acollectionofyournotesandabitofadiaryandwhatsgoingoninyourlife.Itsjustawaytocaptureitinaboundvolume.

Iusedtokeepnotesonpiecesofpaper,tornoffcorners,backsofoldenvelopes,restaurant

placematsthrowninadrawer.Guesswhat?Theydidntservemewell.Itwasokayforthetime,butnowtryingtofindsomethingorgoingthroughit,itsnotenticing.SothenIlearnedfinallytostartputtingitinajournal.Aboundvolume.Itsalittlemoreenticingonawinterdaytojustsitdownandgobackthroughyourjournal.

SometimeswhenImoffsomewhereandIdonthavemyjournal,IlljotsomethingsdownandwhenIgetbacktomyjournalIllputtheminthere,andthrowthepaperaway.Justlittleideaslikethat.Youjusthavetodecidewhetheryouneedabigoneorasmalloneoralightoneoraneasyone.Butjustgo.Juststartkeepingmorerecordsofideasthatcomeyourway,whetheritsarecipeoracolossalbusinessideaorthescheduleforthenextfewballgamesthatarecomingup.Itdoesntmatterwhat.Justloadstuffinthereandthenloadupanotheroneandloadupanotherone.Youwillbeproudsomedaythatyoukeptthesejournals.

PROJECTSBOOK

Next,anotherprettygoodidea:aprojectsbook.Whateverprojectyoureworkingon,getathree-ringbinderandkeeplittlenotesonthatprojectandhowitsgoing.Whenyoufinishtheproject,youfileitsomewhere.Butaslongasthatprojectisactiveandgoing,keepthatprojectsbook.

NowIknowyoucanputitallinthecomputerandyoucanstudythat.Butforme,Iliketheregularthree-ringbinderfortheprojectsImworkingtogivealittlerunningaccountofhowitsgoing.

Ifyoureworkingwithaperson,yourecordthatpersonsnameandjustkeepalittlerunningaccountofhowitsgoingbetweenyouandtheperson.Ifyoureinsales,youvegotsomesalespeopleintheretokeeptrackof.Givethemeachapage.Givethemeachapartitioninyourprojectsbook.Whenyoureabouttospeaktothem,doalittlereviewofwhatyoutalkedaboutlasttime.Nowyourebetterpreparedtotalktothemthistime.Itbecomesabriefingbook.

Whenthepresidentgetsreadytomakeatriptoanothercountry,hisstaffbriefshim.Theytellhim,Whenyouweretherebefore,hereswhatyoutalkedabout.Whenyouweretherebefore,herearethepromisesyoumade.Whenyouweretherebefore,hereswhoyoumetandhereswhotheyareandhereswhatyousaid.Andhebriefshimselfonallofthissothatwhenhe

goesagain,hesays,IrememberlasttimewhenIwashere.

Thesebriefingbooksprovideaninterchangeofbothprojectandperson.Alittlerunningaccountofhowitsgoing,whatthispersondidlastmonth,whattheyredoingthismonth.Evenwithyourchildren,youcantrackhowtheyareprogressing.Theystartedalittleproject.Howsthatprojectgoing?Well,Ihelpedthemdothis,andIhelpedthemdothis.Isittimeformetolendthemalittlemoreassistance?Justkeepalittlerecordofthepeopleandtheprojectsuntilitsfinallyfinishedandthenyoufileitaway.

Dontforgetaschedulerordaytimer.Youvegottokeeptrackofwhereyouresupposedtogoandwhoyouresupposedtomeet.Youknow,justloadallthatstuffinthereinsteadoftryingtokeepitinyourhead.Ijumpinthelimotoheadfortheairport.Thedriversays,Whatairline?AndIsay,IllhavetolookbecauseIdontstoreitinmyhead.MaybeImkindoffreakylikethat.Ratherthankeepallthisstuffloadedinmyhead,Ijustfindaconvenientplacetoputitwhereitsallavailable.Keepyourheadopenforbiggerprojectsthanwhatairline.

GAMEPLAN

Developagameplanwhereyouscheduleallthethingsyouvegottodo,layingoutsixmonthsorayearorlonger.Agameplanisprettysimplebecauseithasalistofallyourprojectsthatyouwanttoaccomplish,andthenyouputthemonthecalendar.

Ifoundoutifyourprojectbookisinoneplaceandyourcalendarisinanotherplace,itgetstobealittleconfusing.Soyouhaveagameplanforaprojectandschedulehowitsgoingtoworkforthenextsixmonths,yearormore.Yousay,Well,Imgoingtodosomeadvertising.Thatstheproject.And,Imgoingtodosomehere,somehere,somehere,andsomehere.

Itcanworkforwhateverprogramyouvegotgoing,whateveryouwanttoaccomplish.Foryourhealthprogram,yousay,Imgoingtogotothegymhere.Imgoingtorunthismarathonhere.Imgoingtodothis.Imgoingtodothis.Thisismyhealthprogram.Youseetheadvantagethereiswhentheprojectlistandthegameplancalendarareside-by-sideinsteadofonebeinginoneplaceandanotherinanotherplace.

Youvegottoputyourfamilyontheretoo.Thefamilywantstoknowwheretheyfitinthegameplan.Soyoustarttalking,andtheysay,No,showme.Wouldntkidsgoforthat?Showme

whereIamonthegameplan.Yousay,Well,yourerighthereandyourerighthereandyourerighthere,andyourerighthere.Theysay,ThatsallIneedtoknow.Dontkidswanttobeonyourgameplan?Anditsbettervisualthanconversation.

Now,letssayyouvegotaprojectinyourcompanyandyouhavetogotoyourfamilynowbecauseyouwanttousefamilytime.Youmakeadeal.Yousay,Look,IvegottoknockyououtofthisbecauseIvegotaworkproject.Itsgoingtomeansomuchforthebusinessanditsgoingtomeansomuchforthefamily.Wellbeabletodosomanymorethings,butIvegottoborrowthistime.Nowyouhavethepayback.Ifyouletmeborrowthistime,wellpayitbackhereandwelldothis,thisandthis.Theyllsay,Well,thatsokayifyoulldothis,thisandthis.Imean,oncekidshavegotyou,theyregoingtogoforthemax.Butwouldntkidsbemorereassurediftheyknewtheywereonyourgameplan,eventhoughithastochangeattimes?Eventhoughsomeemergenciesorwhateverrearrangethedeal?AslongasImontheplan.Wesimplycallthisagameplan.

AFINALTHOUGHT

Itsanobviousyetoftenoverlookedtruth:richpeoplehave24hoursadayandpoorpeoplehave24hoursaday.

Thedifferencebetweentherichandthepoorisinthemanagementofthattime.Successfulpeopleoftenworkharderandlongerthanmost,buttheyalmostalwaysworksmarter.

Ifwegetmorefromourselves,ifwecanmakeanhourasvaluableas10hoursusedtobe,wecangetasmuchdoneinadayasweusedtogetdoneinaweek.Imaginethepotentialcompoundingeffectofworkingsmarter.

Bypracticingthefewsimpledisciplinesdiscussedhereeveryday,youcanusetimeliketherichwithfocusandeffectiveness.

THEJIMROHNGUIDETOPERSONALDEVELOPMENTOnedaymymentor,Mr.EarlShoaff,saidtome,Jim,ifyouwanttobewealthyandhappy,learnthislessonwell:Learntoworkharderonyourselfthanyoudoonyourjob.Imustadmitthatthiswasthemostchallengingassignmentofall.Thisbusinessofpersonaldevelopmentlastsalifetime.

Yousee,whatyoubecomeisfarmoreimportantthanwhatyouget.Theimportantquestiontoaskonthejobisnot,WhatamIgetting?Instead,youshouldask,WhatamIbecoming?Whatyoubecomedirectlyinfluenceswhatyouget.Thinkofitthisway:Mostofwhatyouhavetoday,youhaveattractedbybecomingthepersonyouaretoday.

Ivealsofoundthatincomerarelyexceedspersonaldevelopment.Sometimesincometakesaluckyjump,butunlessyoulearntohandletheresponsibilitiesthatcomewithit,itwillusuallyshrinkbacktotheamountyoucanhandle.

Itishardtokeepthatwhichhasnotbeenobtainedthroughpersonaldevelopment.Soheresthegreataxiomoflife:

Tohavemorethanyouvegot,becomemorethanyouare.

SKILLSFORSUCCESSINTHEMARKETPLACE

Themarketplaceisademandingplace.Thereisplentyofopportunity,butyouvegottogetreadyforitandprepareforit.Wevegottospendaportionofthisyeargettingreadyfornextyear,andwevegottospendaportionofthisdecadegettingreadyforthenextdecade.Hopefullythereasonwhywerehere,lookingwell,doingfairlywell,isbecausewespentaportionofthelastdecadegettingreadyforthisdecade.

So,abigshareoflifeisspentgettingready,gettingprepared,andpartofitisthedevelopmentofskills.Ivegotagoodkeyphraseforyoutostartwithindevelopingskillsthatmakeforsuccessinthemarketplace.First,itstartswithpersonaldevelopment,self-improvement,makingmeasurableprogress.

PERSONALDEVELOPMENTISNOTANEASYMATTER

Personaldevelopmentisapush.Itsastruggle.Itsachallenge.Therewouldntbeanywinningwithoutachallenge.Thatswhatlifeisallabout.Itsthestruggleandthechallengetodevelopourselvesandourskillstoseewhatwecancreateinthewayofvalueinthemarketplace.

Lifeisallaboutcreatingskillsandvalueandtakingthoseskillsandvaluetothemarketplaceandseeingwhatitwillreturnforyou.Nowitalsohasasocialpart,aspiritualpartaswellasthephysicalpart,andweregoingtotalkaboutsomeofthoseparts.

Newhabitsdontcomeeasy,buttheycanbedeveloped.Sometimeswhenyoudevelopalotofmomentuminonedirection,itsnotthateasytochangebutitispossible.Itisnteasy,butitspossible.Somebodyoncesaid,successis10percentinspirationand90percentperspiration.Youvejustgottoreadthebooks,learntheskills,putyourselfthroughthepaces,dothementalpushupsandgetyourselfready.

Inspirationisfine,butinspirationmustleadtodiscipline.Itsonethingtobemotivated,butitsanotherthingtobemotivatedsufficientlytotaketheclasses,dothereading,dotherepetition,gothroughitoverandover,untilitbecomespartofyou.Andthosearechallenges.Theyrenoteasy,buttheyrechallengesthatifyouwinanddevelopandgrow,thatswhatdeterminesyourplace,yourreturn,yourequity,theworthyougetfromthemarketplace.

THREEPARTSOFPERSONALDEVELOPMENT

Ivedividedpersonaldevelopmentintothreeparts.Letmegiveyouthose.

1.Spiritual

Iknowwhenyoutalkspiritualyoucangetinanargumentmostanywhere,butIhaveasimplebeliefthatsayshumansarenotjustanimals.Somepeoplebelievewerejustanextensionandanadvancedformoftheanimalspecies,butIbelievehumansareunique.Spiritualqualitiesmakeusdifferentfromallothercreations.NowImanamateuronthatsideofit,soIcantgiveyoualotofadvicethere,butIwouldrecommendyoubeastudentofthespiritualsideofyournature.AndwhateveryouhavetoreadandassimilatetodevelopinthatareaIwouldstronglysuggestyoudo.

2.Physical

Themindandthebodyworktogether,sowevegottogivesomeattentiontoboth,mindandbody.Developmentofmindandbody.Onthephysicalside,youveheardthephrasethatsaystreatyourbodylikeatemple.Atemple.Notabadword.Somethingyouwouldtakeextremelygoodcareof.Treatyourbodylikeatemple,notawoodshed,right?Atemple.Takegoodcareofit.

Theonlyhousewehavetoliveincurrentlyisthephysicalbodywehaveandthatspartofsuccessinthemarketplace.Thatsphysicalwell-being.Itsfeelinggoodaboutyourselfphysically,sothatyoustrideintothemarketplacewithasenseofself-worth,self-confidence,havingtakencareofthatendofit.Itcoversseveralparts,includinggoodnutrition.Physicallyyoucandoextremelywellifyoujustpaysomeattention.Readallthebooksaboutnutritiontomakeupyourownmind.Therearealotofweirdconflictsinthenutritionalaspect,butyoujusthavetoreadanddecideforyourselfagoodplanforyou,agoodhealthplan.

Thentheresphysicalappearance.Beskillfulenoughtotakecareofyourappearanceinthemarketplace.Ithasalottodowithyouracceptance.Abigshareofitishowyouappeartootherpeopleonthejob,performing,company,community.Theresasayingthatgoes,Godlooksontheinsideandpeoplelookontheoutside.Thatsnotabadsuggestion,meaning:TakecareoftheinsideforGod,andtakecareoftheoutsideforpeople.Yousay,well,peopleshouldntjudgeyoubyyourappearance.Well,letmetellyou,theydo!Dontbaseyourlifeonshouldandshouldnt.Onlybaseyourlifeonrealities.Sure,whenpeoplegettoknowyoutheylljudgeyoubymorethanwhattheysee,butatfirsttheyregoingtotakealook.So,physicalappearanceispartofthephysicalsideofpersonaldevelopment.

Now,Ivegotanothergoodphraseforyou.Itsays,beconsciousofself,butnotself-conscious.Theresacertainpointthatweneedtobeconsciousofourselves,takecareofit,thenletitgo.Somepeopleworryabouttheirappearancealldayanditdetractsratherthanadds.Sotakecareofit,andthenletitgo.Dothebestyoucan,andletthatgetthejobdone.Beconsciousofourselves,butnottothepointofbeingself-conscious.

3.Mental

Heresthethirdparttopersonaldevelopment:themind.Stretchingyourmind,developinggoodthinkinghabits,goodstudyhabits,pursuingideas,andtryingtofindwaystoapplythem

tohumanbehaviorandthemarketplace.Allofthattakesmind-stretchandmind-exercise.Partofitisstretchingyourselfinreadinghabits.Youcantliveonmentalcandy,soyouvegottohavethefullrangeofmentalfoodinordertogrow.Wecallthatmind-stretch.

Yourwillingnesstotacklesubjectsthataredifficultandthatmostpeoplehavedecidedtoletslidegivesyouanextraordinaryedgeinthemarketplace.Howcanyoumasterpartofthehighskills,theextraordinaryskillsthatmakeyouanunusualperformerinthemarketplace?Ittakesmind-stretch.Somepeopleskippoetryandliterature,theBible,historyandalotofthingsthatseemalittledifficulttoattack.Butifyoualwaysbackawayfromsomethingthatseemsalittledifficultatfirst,youleaveyourselfweak.Youleaveyourselfunpreparedinthemarketplace.So,dontbeafraidtotackletheheavyweightstuff.Itmaybealoteasierthanyouthinkonceyougetintoitandlearnskillafterskill.

LEARNTHEOTHERSIDEOFTHEARGUMENT

Anotherpartofmind-stretchistolearntheothersideoftheargument.Whetheryouredebatingspiritual,political,physical,behavior,whateveritis,dontbeafraidoftheothersideoftheargument.Ifyouregoingtobeagooddebater,youvegottoknowtheothersideoftheargument.SothatswhatImaskingyoutodo.

Dontbeafraidoftheothersideoftheargument.Ifyourestrongmentally,youcanhandleit,andyouvegottogivepeoplepointsfortheirsideoftheargument.Givecredittosomebodywhosgotagoodpoint.Eventhoughyoudontagreewiththeirargument,youmustagreethattheycameupwithagoodpoint.Thatspartofmind-stretch,studyingtheothersideoftheargument.

YOURPERSONALDEVELOPMENTLIBRARY

NowpartofallthisisdevelopingwhatIcallapersonaldevelopmentlibrary.Mr.ShoaffgotmestartedbackwhenIwas25yearsold.SinceIdmissedmostofmycollegeeducation,hesaidtome,Ipassitalongtoyoutobeself-educated.

Educationdoesntceasewhenyouleavecollegeorleavetheuniversity.Educationisalifetimeprocess.Wekeepputtingourselvesthroughthepacestolearn.Thatshowyougetintothe

highernumbersincome.Thatshowyougetintothehigherbracketsenterprise.Thatshowyoubecomeamoreuseful,productive,valuablecitizen,makingacontributiontofamily,community,country,enterprise.Workhardondevelopingtheseskillsandbeself-educated.

Mr.Shoaffsaidtome,Standardeducationgetsyoustandardresults.Hesaidwhynotgobeyondthestandardandtheaverageandtheacceptableandbecometheadvantaged,theextraordinary,ortheextra-capable?Ipickeduponthat.Ihaddecidedbackatage18or19justtogetajob,workhard,anddothebestIcould.AndMr.Shoaffsaidthereisalotmoretolifethanthat.Whydontyoumastersomeextraordinaryskills?Whydontyoumoveuptothehigherlevelandseeifyouwouldntfindthetastebetterintheresultsyougetfromthatexercise?Ididthat.

Now,yourpersonaldevelopmentlibraryneedstobeawholemix.Itcantjustbeasinglepieceofit.Somepeoplethesedaysarejustintoself-improvement,self-help,inspirationalthings.Butyoucantliveonmentalcandyalone.Youneedmorethanthat.Yourlibraryneedstobebalancedlikethepantryinyourkitchen.Youcantbestrongjustontheeasystuff.Youvegottotacklethefullrange.Weshouldstudyhistory,biographiesandautobiographies.Studypeoplewhohavedoneuniquethings,bothadmirableanddespicable.Weneedtobestudentsofboth.

Sometimesnovelsaregreatwaysofsharingdialogue,ideasandphilosophywovenintothestory.Thesweepofthestorycarriesusalong,butsureenoughlittlebylittleweregettingthedialogue.Weneedthefullrangeofculture:dance,thearts,literature.Thenweneedbooksongeographyandlanguage.Weneedtostudyabitoflaw.Nomatterwhatyouregoingtodoinlife,weallneedabitoffundamentalsonlaw,contracts,whattosign,whatnottosign.Almosteverythingnowhaslegalimplications.

FOURSTEPSTOSUCCESS

Ivedevelopedfourstepstosuccessinthequestforpersonaldevelopment.

1.GoodIdeas

Ideasarethelifeseedsofenterprise.Abetterlifecomesfirstofallbythesearchforgoodideas.Neverceaseyourquestforknowledge.Findingideascanbelife-changing.Businessideas,socialideas,personalideasnothingisaspowerfulasanideawhosetimehascome.

Beasearcherofgoodideas:timelyideas,politicalideas,familyideas,ideasforhealth.Then,dowhatIdo.Keepajournal.Keepalogofgoodideas.Thatsfortheseriousstudents.IusedtotakenotesonpiecesofpaperandfoundoutIcouldntgothroughthem,couldntcatalogthem,andImissedalotofgoodstuff.SoIlearnedtokeepgoodideasinajournalandIvebeenkeepingjournalsalltheseyears.Itsanextensionofyourlearninglibrary.

2.GoodPlans

Beastudentofgoodplans.Plansareimportantbecausetheytakeideastothemarketplace.Plansgivebirthtoideas.Planswellexecutedbringideasintoenterpriseandbringideasintothebetterlife.Ideaswithoutplansforeverhanglikeanartistsrenderingonthewall.Theyneverbecomereality.Theyneverbecomesubstance.So,Imaskingyou,developgoodplans,gooddisciplinedactivityplans.Richesdonotcomebycrossingyourfingersandwalkingthroughthedayhoping.Richesandwealthcomefromwell-laidplans.

Ifachildstartsbetweentheagesof12and15withagoodplanandanormalaverageincome,byage40theyshouldbewealthy.Age45atthelatest.Nowifyourenotwealthybyage45,itsimplymeansyoudidnthaveagoodplan.Opportunitywithoutgoodplansmissesalltheworthandwealthyoucouldhave.Sobeastudentofgoodplans.

3.ThePassingofTime

Allofushavetolearntohandletime.Itsoneofthechallengesoflife,howtohandlethepassingoftime.Sometimeswaitingfromspringtofallisdifficulttohandle.Thatsnotaneasystretch,especiallyifyouhaveheavyweightcreditors.Youplantedinthespringandnowthecreditorsareonyouinthesummer.Wehaveatendencytowalkoutintothefieldandsay,Growcrop,grow,theyreonme.Butwehavetolearntowait.Partofsuccessispatience.WeAmericansprobablyhavetolearnpatiencemorethananyotherpeopleonearthinourpush-buttonsociety,right?Butittakespatiencethepassingoftime.

4.SolvingProblems

Thefourthsteptosuccessinthequestforpersonaldevelopmentisthesolvingofproblems.Itsasimplewaytodescribesuccess.Successissimplysolvingproblems.Nowthereareallkindsofproblems:businessproblems,familyproblems,personalproblems,financialproblems,emotionalproblems.Everybodysgotalistofproblems.

Problemsolvingiswhereenterprisecomesfrom.Thisishowyoubuildworthandwealth,solvingtheproblem.ImetNeilArmstrongonetime,thefirstmanonthemoon.Hesgotauniquetalkwithhisexperiencesbeingthefirstmanonthemoon.NeilArmstrongputitfairlysimply.Hesaidgoingtothemoonandbackwassimplyamatterofsolvingproblems.Whatasimplewaytoputit.Problem1:howtogetthere.Problem2:howtogetback.Thatssimple,right?Hesaidmakesureyoudontleaveuntilyouvesolvedbothproblems.Wellput.Sure,somethingsarecomplicated,butifyoutakeitonepieceatatimesolvetheproblems,putitbacktogetheryoucantbelievetheenterpriseyoucanbuild,thelifeyoucanbuild,theskillsyoucanbuild.Takeitapieceatatime,masterit,andthenputitbacktogethertosolveit.

PUTITONPAPER

Letmegiveyouanothertiponsolvingproblems.Thiswashelpfultome.Learntosolvethemonpaper.Ilearnedthissometimeago.Youvegottocommitsomeofyourthoughtstopaper.Ifyoujustdealoutofyourheadallthetime,itseasytomaketoomanyerrors.Youwouldntbuildahouseoutofyourhead.Youtakewhatsinyourhead,putitonpaperandworkitout.Thenyouworkfromthedocument.Workfromthepaper.

Firstofall,putitonpaper.Takeapieceofpaperandjustspendalittletimeoutliningtheproblem.Insteadofjustthinkingaboutit,putyourthoughtsdownonpaper.MostoftheexecutivesIworkwitharoundtheworldusethiskindofstrategy.Puttingaproblemonpaper.Ithelpsyoutofocus.Ithelpsyoutozeroin.

Nowwhenyoustatetheproblemtothebestofyourability,youjustaddthisonequestion.Isthatallofit?Yousay,well,werenottodwellonproblems,no,werenottodwellonthem,orliveinthem,butatleastyouhavegottostatethem.Becauseyoucantsolvethemuntilyouclearlydefinethem.

THREESIMPLEQUESTIONS

Now,letmegiveyoupartoftheanswertosolvingproblems.Answerstosolvingproblemsfallintothreesimplequestions.Forproblemsolving,itsimportanttogothroughthesequestions.

1.WhatCanIDo?

Heresthefirstone.WhatcanIdotosolvetheproblem?WhatcanIdo?Thenyoustartdevelopingwhatwecallworkingpapers.Workingpaperssimplyaredoingyourbest.Yousay,well,herespotentialanswernumberone.Thatsananswer.Potentialanswernumbertwoisapossibility.Andnumberthree,thatsapossibility.Youjuststartlayingoutpossiblesolutions.Thengobackandanalyzethesesolutions.Numberthree?Youvealreadycometotheconclusionitwouldtaketoolong.Okay.Numbertwo?Toobigaquestionmark.Numberoneisprobablyit.Myfirstinclinationwasright.Studythatalittlemoreandseeifthatsit.Developworkingpapers.

2.WhatCanIRead?

Sothefirststeptosolvingproblemsistowritethemdown.Thesecondstepistodevelopworkingpapersonpossiblesolutions,whatyoucanpossiblydo.Now,ifthatdoesntdoit,hereisthesecondquestiontoask.WhatcanIread?Sureenough,theremaybeabook,theremaybeatext,theremaybeanaudioprogram,theremaybeavideo,theremaybesomeformofanoutlineonyourparticularproblem.

Ifyouwenttothelibrary,youmightfindawholesectiononyourproblem.Theresboundtobesomeanswers.Sonowyoustartgoingthroughthebooks,andstartdevelopingyourreactiontowhatyourereading.Justgothroughallthebooks,developingyouranalysisofwhatyouveread.Thatsthesecondquestion.WhatcanIread?

3.WhoCanIAsk?

Heresthethirdquestion.Whensolvingaproblem,whocanyouask?Now,heresthekey.Donthesitatetoask.Letmegiveyouthenextclue:dontaskfirst.Ifyoualwaysjustask,usuallyyoudontdeveloptheskillsinsolvingproblems.Whatsmorevaluablethanthesolutiontoaproblem?Answer:theskillsofsolvingproblems.Theskillsoffermorevaluethantheanswer.Theanswertoaproblemistemporary.Skillsinsolvingproblemsarepermanent.Soitsnotjustanswersweneed.Itsskillsweneed.

THEFIVEABILITIES

Learntoconcentrateonthesefiveabilities.Icallthesethefiveabilitiesthathelpyouskillfully

attackthemarketplacetodowell.

1.Absorb

Heresthefirstability.Developtheabilitytoabsorb,theabilitytosoakin,takein,belikeasponge.Sittinginclassorattheworkplacesometimesitseasytodaydream,tobepreoccupied,tobesomewhereelse.

IreadagoodarticleonceinReadersDigest.Thetitlewas,WhereverYouAre,BeThere.Ithoughtthatwasexcellent.Bethere.Concentration.Sportsstarswilltellyouallyouneedisjustaslightmissofconcentrationandtheyputonebyyourfeetandtheregoesthechampionship.Justaslightslipofconcentration.

Now,itsalsoimportantinlearningextraskillstoreallypayattention.Absorb,takein.IhaveafriendwhomakesitasexcitingwhenhegoestoAcapulcoandcomesbacktotellmeaboutitasitistogomyself.Itsunbelievable.Letmetellyouwhy.Whenhesthere,hedoesntmissanything.Hesoaksitallup.Hismindislikeamovieprojectorthattakesitallin,thesights,thesoundsandthesmellsandthecolorsandthepeople,andwhatsgoingon.Heseesitall.Thenhealsohasthegiftofexpression,sowhenhecomesbackhecantellyouaboutit,wordforword,detailfordetail.Whenhetalks,youcanfeelthewaterlappingatyourfeet.Youcansmellthearomaofthefood.Youcanseethesightsandsoundsandthecolorsandthepeople.Imean,hesgotthegifttotakeitinandthenthegifttoshareit.Andthoseareextremelyexcellentskillstoworkon.

Mostpeoplearetryingtogetthroughtheday.Ivegotabetterobjectiveforyou.Learntogetfromtheday.Notjustgetthroughit,getfromit.Soakitup.Eachdayisapieceofthemosaicofyourlife.Dontwasteany.Treatitwithcare.Seehowmuchyoucangetfromadayhowmuchadvice,howmuchinformation,howmuchcolor,howmuchsightandsoundtoaddtoyourworthandyourwealthandyourequityofmind.

2.Respond

Heresthenextability.Developtheskilltorespond,theabilitytobeaffectedbywhatyouseeandhearandsense.Successisnotjustknowledge.Successisresponsetoknowledge.Successisnotjustexperience.Successisemotioncreatedfromexperience.Itstheemotionalpartthatplayssuchamajorpartinourlifeandourfutureandoursuccess.

Respondingtolifemeanstoletsadthingsmakeyousad,tolethappythingsmakeyouhappy,toletpuzzlingthingspuzzleyou.Letthingsthataredifficultcreatedifficultyforyou.Respond.

Imthegreatestguyintheworldtotaketothemovies.Igetaffectedbyagoodmovie.Imwillingtogoiftheywanttotakemeonagoodjourney.Goodmovie,gooddialogue,somethinggoodtosee,watchthiswholestoryunfold,Imwillingtogo.Iforgeteverythingandjustgo.Beaffectedbyit.

IwasinMelbourne,Australia,andIsawanadvertisement:SeeDr.ZhivagoontheBigScreen.Ithought,Ivegottogoseeitonthebigscreen.Theyvegottheselittlecracker-boxtheatersnow,right?Ilikethebigmovietheaterswiththedrapesandthechandeliersandthebalconies.Imean,thatsthemovies!Theselittlecrackerboxesleavealottobedesired.Buttoseeamovieinapropermovietheateronabigscreen,Igotenticedbyit,andIdseenDr.Zhivago,Idontknow,probablyahalfadozentimes.Isaid,Ivegottogoseeitonemoretimeonthebigscreen.

SoIgo,andsureenoughthissweepingsagaoftheRussianRevolution,Dr.Zhivago,unfoldsandImsweptalongbyitall.Butupuntilthatparticulartime,Ihadalwaysmissedthesignificanceoftheendofthemovie.ThistimeIgotit.TheothertimesIdmissedit.

ComradeGeneralsays,Tanya,howdidyoucometobelost?Andshesays,Iwasjustlost.Hesays,No,howdidyoucometobelost?Andshedidntwanttosay.Shesaid,Well,myfatherandIwererunningthroughthecity,itwasonfire,therevolutionhadcomeandIwaslost.AndComradeGeneralsaid,No,Tanya,howdidyoucometobelost?Andshefinallysaid,Whilewewererunning,myfatherletgoofmyhand,andIwaslost.Thatswhatshedidntwanttosay.Heletgo.ComradeGeneralsays,Tanya,thatswhatIvebeentryingtotellyou.ImpositiveKomarovskywasnotyourrealfather.Thisman,Dr.Zhivago,thatIknewwell,Impositivehewasyourfather.Ivebeenlookingforyou.IthinkIfoundyou.Andhesaid,Tanya,letmetellyousomething,ifthisman,yourrealfather,hadbeenthere,hewouldneverhaveletgoofyourhand.

AndIgotitIgotitthattime!Wow.TheothertimesIdmissedit.Imeatingpopcornwaitingforthemovietofinishtheothertimes,Iguess.SothatswhatImaskingyoutodo.Imaskingyoutogetit,andImaskingyoutoletitaffectyou,letitdothingstoyou.Itbuildsyouremotionalbank.

3.Reflect

Thethirdability:Learntoreflect.Reflectingisanextrawayofgettingmorevaluefromwhatyouknowandwhatyouvebeenthrough.Reflectingisgoingbackover.

Letmegiveyousomegoodtimestoreflect.Takejustafewminutesattheendofthedayandgobackovertheday.Findaplace,ifyoucan,tobealone,andjustgobackandthinkthroughtheday.Wherehaveyoubeen?Whatdidyousee?Whatdidyouhear?Whatdidyoufeel?Ifyoulljustreliveit,gobackthroughit,Imtellingyouitwilladdmultipliedvaluetoyou.Thedayyouvejustbeenthroughwillbemorevaluableforyourfutureifyoujustgobackthroughit.

Takeafewhoursattheendoftheweek.Takehoursattheendoftheweek,andminutesattheendoftheday.Takehoursattheendoftheweek,halfadayattheendofthemonth,andaweekendattheendoftheyear.Thosearecalledtimestoreflect.Now,whygobackover,whyrunthetapesagain?Letmetellyouwhy,tomakethepastmorevaluable.

Itslikecolorenhancers.ThecameratakespicturesofJupiteronitsflyby,butletmetellyouwhattheydowiththosepictures.Thecomputerhaslearnedtoenhancethemwithcolorsothattheybecomevividanduniqueandoureyesgetbigandwetakealookandwesay,wow.Thatswhatwillhappenwithyourlife.Ifyoulltakethetimetoreviewwhatsgoingon,reviewthedecision-making,reviewthepeopleyourewith,reviewtheactionsyouretaking,thedecisionsyouremaking,reviewallthatstuff,gobackthroughthefeeling,Imtellingyou,thecolorenhancersofyourownmindwillmakeyourlifemorevaluable.

Now,whytrytomakeyourlifevaluable?Simpleanswer:toinvestitinthefuture.Wecallthatbright.Wecallthatskillful,tomakemoreoutofyourpast,tohavemorevaluetoinvestinthefuture,insteadofjusttryingtogetthroughonemoreday,tryingtogetthroughonemoreweek.Itstogetmoreoutofyourpastandinvestitinyourfuture.Whenmyfatherwasabouttoturn76,Isaid,Dearfatherofmine,canyouimaginehowexcitingitsgoingtobetotakethelast75yearsofyourlifeandinvesttheminyour76th?Thatsanextraordinarythingtolearn,howtotakemoreofyouandinvestitinthenextconversation,investitinthenextdecision,investitinthenextactivity.

4.Act

Now,heresnumberfour.Developtheabilitytoact,theabilitytotakeactiononyourfeelings

andyourknowledge.Disciplinedactioniswhatgivesbirthtoideas,enterpriseandvalues.Withoutactivity,ideasanddreamshavenolife.

Disciplinedactivityisthemostdemandingofartstotakeyouwhereyouwanttogo.Now,sometimesitdoesnttakemuchofachangeofactivity.Dailyorweeklydisciplinesarethosesmallchangesofintelligentactivitythattakeyouinabetterdirection.

Heresagoodwaytolookatit.Tenyearsfromnowyouwillsurelyarrive.Thequestionis,where?Nowisthetimetofixthenext10years.Fixabettercourse.Now,tounsophisticatedpeople,whattheydoduringthedaydoesntseemtomatter.Buttosophisticatedpeople,itmakesallthedifferenceintheworld.Thebooksyouread,theactionsyoutake,thedisciplinesyouengageinonadailybasis,thosearetheactivitiesthataretakingyousomewhere,andallofusneedtotakealookatwhereourdailyactivitiesaretakingus.

Theactivityoflearning,theactivityofmind,healthdisciplines,wealthdisciplines,culturedisciplines,allvaluescomefromdisciplines.Ideasputintodisciplinedactivitycreatevalue.

5.Share

Thefifthabilityinourpersonaldevelopmentquestforskillsthatcreatesuccessinthemarketplaceistheabilitytoshare.Sharingisauniquehumancapacity.Sharingisaphenomenon,especiallyinthehumanexperience.Itseemswhenwesharewearethebiggerandbetterforit.

Itseemslikeifyousharesomethingandgiveitaway,youdhaveless.Butitsaparadox.Whatyousharecreatesmoreforyou.Thatswhywecallitaparadox.Yourenotdiminishedbysharing.Youreincreased.

Ifyouhaveachildandyouloveitdearly,andifasecondchildcomesalongmustyounowcutyourloveinhalf?Theanswerisno.Fromsomestrange,mysterioussourcecomesanincreasedcapacity.Fromsharingwiththefirst,capacityandanawarenessanduniquenessareincreased.SothatiswhatIwouldaskyoutodo,becomegiftedinsharing.

Therearemanywaystoshare.Oneisbylanguage,thegiftoflanguage.Oneofthemostimportantstudiesforyouisthestudyofcommunication,howtoaffectotherpeoplewithwords.

HAVESOMETHINGGOODTOSAY

Herearesomestepstowardsharingwithgoodcommunication.Havesomethinggoodtosay.Youcantspeakwhatyoudontknow.Talkingislikewritingacheck.Youwanttomakesureyouvegotaverbalcheckthatwillcashwhenyougetreadytotalk.Andheresthetruepowerofcommunication.Whenwhatyousayisonlythetipoftheicebergofwhatyouknow.Wecallthatpower.Imsureweveallbeenaroundpeoplewhoquicklytoldusmorethantheyknew.Doyourhomework.Havesomethinggoodtoshare.Havesomethinggoodtosay.Communicationispartofsharing.

SAYITWELL

Partofthegiftoflanguageissayingituniquely.WinstonChurchillhadtheuniqueabilitytotaketheEnglishlanguageandsenditintobattle.Thewordshecomposedandthespeecheshegaveandthelanguageandstylegavesuchhopeanduniquenessandstructuretothefreeworldthatsoontheenemywasdefeated.Butpartofitwasthestructureofthelanguage,theskill,thegiftofsayingthingswell.Itisoneofthoseincredibleskills,sayingitwell.

READYOURAUDIENCE

Whenyoutalk,youvejustgottobeinterestedenoughtolookandseehowyouredoing.Learntoreadyouraudience.Ihadtolearnthat.Atfirst,IwassoabsorbedinwhatIwassayingthatImsuretheaudiencecouldhaveleftandIwouldhaveneverknownit.ButIfinallylearnedtolookuptoseewhatsgoingonhere,overhere,intheback.Thatwasanexperienceforme,learningtoread,tosee,tostudythereflectionofwhoeveryourecommunicatingwith.Thatsanart,askill.

SAYITWITHINTENSITY

Wordswithstrongfeelingbehindthemchangethemeaning.Wordscanhavepoweriftheyreloadedwithemotionandbelief,courage,love,understanding,awareness,sympathy,concern,beingtouchedbysomebody.Ifyouputmoreofthatintowhatyousay,itllhaveanincredibleeffect.

Soshareyourknowledge.Youcantbelievehowwellyoucanhelpsomebodyjustbyrecommendingabook.Recommendapoem.Shareaword,aphrase.Yousay,Hey,Ijustreadthis,andIthinkyoullgetalotoutofit.Somebodyreadsitandcomesbackandsays,Hey,thathadanimpactonmylife,andImgladyousharedthatwithme.Thenyoustartgettingcompliments.

Itsanincrediblefeelingwhenpeopletellyou,Whatyousaidmadeadifferenceforme.Butyoudonthavetolectureinfrontofthousandsofpeopletogetthatsamefeedback.Allyouhavetodoisrecommendabookorshareanidea.Somebodycomesbackandsays,Thatbookgotmestarted,orThethingsyoutoldmeatbreakfastthatmorning,wow,IvebeenthinkingaboutthatandImmakingsomechanges.Youcanexperiencethisincrediblepleasurethatcomesfromsharingideas.

Remember,whatyoupouroutcreatesacapacityformore.Sopouroutwhatyouknow.Pouroutwhatyoufeel.Letgoinasharingwaythegoodthingsthathavecomeyourway.Thatsamajorpartoftheskillinthemarketplaceofdevelopingsuccess,wealthandvalue.

THEPERSONYOUWISHTOBECOME

So,developskillsthatmakeyouattractivetothemarketplace.Developthetemperamentandtheattitudethatmakeyouattractivetothebusinessworld,theattitudeandthetemperamentthatmakeyouasplendidhusband,wife,father,mother,son,daughter,friend,coworker,businesspartner.Because,hereswhatsimportant:itsnotwhatyougetthatmakesyouvaluable,itswhatyoubecomethatmakesyouvaluable.

Onelastphrasetoconsiderinthequestforpersonaldevelopment:Promiseisontheothersideofprice.Forthepromise,youmustalwayspaytheprice.Ifyouwantthegloryofsuccess,thegloryofauniquefamily,thegloryandtherecognitionofauniqueenterprise,thegloryofajobwelldone,thenyouvegottopayupfront.Andthedisciplineofdevelopingskillsforthemarketplaceispartofthepay.Butonceyougetatasteofvalue,youdontmindpayingthediscipline.Iwishforyouallthesegoodthingsthatcomefrompayingtheprice.

THEJIMROHNGUIDETOLEADERSHIPLeadershipisthegreatchallengeoftoday,inallfields:science,politics,industry,education,sales.Andleadershipwillcontinuetobeamongourgreatestchallengesinthefuture.

ButIwanttobeginbyrecognizingoneofthemostchallengingrolesinleadershipparenting.Yes,oneofthegreatestchallengesofleadershipisparenting.Unlesswetakeourchildrenbythehandandstrengthenthefamilyfoundation,thenationisshaky.Parentingiswhereitallbegins.

Myfatherhadasimplelittlerule.Hesaid,Son,ifyougetintroubleinschool,whenyougethome,itsdoubletrouble.Doesthatmethodsoundfamiliar?Doubletroubleathomeifyougetintroubleatschool.

Alotofparentsarehopingsomeoneelsewillexercisetheleadershiproleteachersorthechurchortheschoolorthecommunitysomebodywilltakeupthetaskofbeingtheexampleofleadership.Butthisisachallengeforparentstotakeupthemselves,tobecomeleaders.

THECHALLENGEOFLEADERSHIP

Sonow,hereswhatleadershipis:Thechallengetobesomethingmorethanmediocre.ItwassaidofAbrahamLincolnthatwhenhismotherdiedhewasatherbedside,andherlastwordstohimwere:Besomebody,Abe.Andifthatstorystrue,hemusthavetakenittoheart.Besomebody.Thatsagoodchallenge.Besomebody.Besomebodywise.Besomebodystrong.Strengthisattractive.Besomebodykind.Alloftheattributesofleadershipareauniquechallenge.

Leadershipisthechallengetostepuptoanewlevel,anewdimension.Hereswhatthisnewdimensionhas:opportunityandresponsibility.Butwhowouldntwanttheresponsibilityalongwiththeopportunityifitbuildsanextraordinarylife?Youwouldntwantitanyotherway.

Theresawholenewlevelofleadership,anewmethod.Hereswhatitiscalled:Leadershipbyinvitation.Notleadershipbythreat.Notleadershipbyaggravation.Notleadershipbyintimidationthatshowstheweaknessoftheleaderorshowsegoatworkinsteadofskills.Leadershipbyinvitation.Invitesomebodytoabetterwayofdoingthings.

Hereswhatelseitscalled:Leadershipbyinspiration.Inspiresomebodytomakethenecessarychangestomoveuportogetthejobdone.Asleaders,weinspire.Asleaders,weentice.Asleaders,weinvite.Invite,entice,inspire,butnotthreaten.

BESTRONGBUTNOTRUDE

Nowheresarealkey:Learntobestrongbutnotrude.Theresalwaysathinlinethatyouhavetowatchandmakesureyoudontcross.Learntobestrongbutnotrude.Somepeoplemistakerudenessforstrength.Rudenesswedontneed.Strengthwedoneed.

BEKINDBUTNOTWEAK

Thechallengeistobekindbutnotweak.Somepeoplemistakekindnessforweakness.Anditsagreatmistake.Kindnessisntweak.Kindnessisacertainunusualstrength.Butdontsay,Imustbeweakinordertobekind.Sometimesyouhavetobeunusuallystrongtobekind.Somebodycoinedtheexpressiontoughlove.Andthatslovethatreallytellsthetruth.Whateverhastobesaidhastobesaid.Kindbutnotweak.

BEBOLDBUTNOTABULLY

Learntobeboldbutnotabully.Weneedtoboldlyseizetheday,boldlyseizetheopportunity,boldlyseizethechance.Butwedontneedbullies.Wedontneedanybodytopushanybodyaround.

BEHUMBLEBUTNOTTIMID

Thechallengeistobehumblebutnottimid.Somepeoplemistaketimidityforhumility.Humilityisavirtue.Timidityisanillness.Itcanbecured.Itcanbemanaged.Ifyouretimid,youvegottoworkonit.Imtellingyou,itsaweakness.Itsnotavirtue.

Youmustturnyourtimidityintostrength.Keepworkingonituntilfinallyyouhavedrivenitintosuchasmallcornerthatitdoesnotdevastateyourlifeanymore.Nowyouuseitasasourceofteaching.Iusedtobesoshyandsotimid,butIworkedonit,andIworkedonit,andIve

drivenitintosuchasmallcornerthatitdoesntdominatemylifeanymore.Itsstillthere,butitdoesntdominate.Thatswhatsimportant.

Buthumilityisavirtue.Expandyourabilitytounderstandthevastnessofitallandhowsmallweareinrelationtoeverything.Itshumilitythatcausesyoutogetonyourkneesandtalktoachildwithoutanyfearofhowyoulook.Humilityistounderstandthatwehumansareunique,butinthevastspaceofitall,wereallprettysmall.Yes,weknow,butwhatwedontknowissomuchgreaterthanwhatwedoknow.

BETHOUGHTFULBUTNOTLAZY

Weneedtogivethought,butwealsoneedtotakeaction.Youneedtodreamwithoutjustbeingadreamer.Headintheclouds,yes,dreamingloftydreams,butfeetontheground.

BEPROUDBUTNOTARROGANT

Learntobeproudbutnotarrogant.Thatsachallenge.Theressomethingtobesaidforteamprideandcommunitypride,companypride,personalpride.Butdontcrossthelinetowherebeingproudbecomesarrogance.Prideweneed.Arrogancewedont.Arroganceisusuallythechildishattempttomakeupforlackofself-worth.Thechildishattempttomakeupforlackofself-worthhasatendencytocreatearrogance.Youknowtheworstkindofarrogance?Arrogancefromignorance.Thatstheworstkind.Ifaguyssmartandarrogant,wecantoleratethat.Butifaguysdumbandarrogant,thatshardtotake.

HAVEHUMORWITHOUTFOLLY

Learntohavehumorwithoutfolly.Itsokaytotellfunnystories,butthekeyinleadershipisdontbesilly.Theresadifferencebetweenbeingsillyandhavinghumor.Thatsthechallengeofleadership.

THEBASICLAWSOFLEADERSHIP

Sonow,allleadersmustlearnthebasiclawsofleadershipsotheycanusethemas

illustrationsaswellasusethemforproductivity.

THELAWOFSOWINGANDREAPING

Heresthefirstofthebasiclawsofleadership:Whateveryousow,youreap.Nowheresanotherwaytoputitonthepositiveside:Inordertoreap,youmustsow.Reapingisreservedforthosewhosow,whoplant.Todeservetheharvest,youmustplanttheseed.Takecareofitinthesummer.Carefullyharvestitandthendowisethingswiththeharvest.

Now,herestherestofthelawofsowingandreaping.Ifyousowgood,youreapgood.Ifyousowbad,youreapbad.Youcantsowbadandhopeforgood.Youcantplantweedsandhopeforflowers.Itworksbothpositiveandnegative.Heressomethingelseaboutthelawofsowingandreaping.Youdontreaponlywhatyousow.Thatsimportanttounderstand.Youreapmuchmorethanwhatyousow.Ifyoujustreapedwhatyousow,whatstheexercisefor?No,wedontreaponlywhatwesow.Wereapmuchmorethanwhatwesow.

Animportantthingtounderstandaboutthatisitworksbothpositiveandnegative.Theoldprophetsaid,Ifyousowthewind,youdontreapwind,youreapawhirlwind.Youvegottobecarefulsowingthewind.Itdoesntcomebackasawind.Itcomesbackasawhirlwind.Thatsonthenegativeside.Butnowitalsoworksonthepositiveside.Ifyouplantacupofcorn,howmuchdoyougetback,acup?No,abushelforthecup.Yougetbackmuchmorethanwhatyouplant.Thatsthereasonforplantingfortheincrease.

Nowheresthenextkeytothelawofsowingandreaping.Sometimesitdoesntworkatall.Everybodyhastounderstand.Thefarmerplantsthecropinthespringandtakescareofitallsummer.Hesanhonorableman.Loveshisfamilyandisadecentcitizen.Butthedaybeforehesendsthecombinesintothefield,ahailstormcomesalongandbeatshiscropintotheground.Anditsgone.Itslost.

Sothistimeitdidntwork.Nowwhatmustthefarmerdo?Hesgottodecidewhethertodoitagainornot.Shallwetakeanotherchancethenextspring?Wewouldadvisehimtodosoeventhoughhelosteverythinginthelastharvest,because,moreoftenthannot,youllhaveaharvestifyouplantinthespring.Theresnoguarantee,butitsprettygoododds.ItsbetterthanLasVegas.Incredible!Thelawofsowingandreaping.

THELAWOFAVERAGES

Oneofthemostimportantbasiclawsofleadershiptolearnisthelawofaverages.Ifyoudosomethingoftenenough,youllgetaratioofresults.Onceyouunderstandthat,theworldisyours.

Letssayyourejustgettingstartedinsalesandyoutalktotenpeople.Youtalktoten,andyougetone.Wenowhavewhatwecallthebeginningofaratio.Talktoten,ninesayno,andonesays,Yes,Illbuyyourproduct.Illtakeyourservice.Somebodysays,Well,oneoutoftenisntthatgood.Well,yourejustgettingstarted.Hereswhathappenswiththelawofaverages:Onceitstarts,ittendstocontinue.Ifyoutalktotenandgetone,chancesareexcellentthatifyoutalktotenmoreyoullgetanotherone.

Inbaseball,wecallitabattingaverage.Swingtentimes,getahit.Swingtentimesmore,getahit.Nobodybatsnineoutoften.Youcanmakesixmilliondollarsayearandnotbatnineoutoften,noreightoutoften,norsevenoutoften,norfiveoutoften,norfouroutoften,northreeoutoften.Someoftheseguysaregettingfiveorsevenmilliondollarsayearbattingtwo,threeoutoften.Youdonthavetobeperfecthere.Allyouhavetodoisunderstandthelawofaverages.

Evenifyoureonlygettingoneoutoften,youcannowstarttocompete.Ifyouvebeenatitalongtime,youcangetnineoutoften.EventhoughIjustjoinedandIcanonlygetoneoutoftheten,ImtellingyouifwehaveacontestIwillbeatyou.Yousay,Well,youjuststarted.Howcouldyoubeatme?Itsverysimple.Ifwehavea30-dayora60-daycontest,whileyoutalktotenandgetnine,Illtalktoonehundredandgetten.Iwin.Isntthatclever?

HereswhatIdoifImnew.ImakeupinnumberswhatIlackinskill.ImakeupinnumberswhatIfirstlackinskill.Nowwhenmyskillsincrease,Idonthavetodoahundredtogetten.Onceyouunderstandthelawofaverages,thechancesareexcellentthattheratioswillworkforyou.

Hereswhatelseisexciting:Thelawofaveragescanbeincreased.Atfirstyouonlygetoneoutoften.Butthebetteryouget,themoreskillsyoudevelop,andyoucangettwooutoften,andthenthreeoutoften.Andyoudontneedmorethantwoorthreeoutoftentogetrich.Thelawofaveragesisoneofthegreateststudiestomake.Itllserveyouwellasaleaderinyourbusinesscareer,yoursalescareer,anykindofcareer.

THE80/20RULE

Theresanoldleadershiprulethatsbeenaroundalongtime.Itsaystwentypercentofthepeopledoeightypercentofthebusiness,andeightypercentdotwentypercent.Thisissomethingyoudonttrytochangeorrearrange.Itspartofthedeal.Somebodysays,Well,Illjustfiretheeightypercent.No,becausethen,ofwhoeversleft,someofthemwilldoeightypercentandeightypercentwilldotwentypercent.Thatsnotsomethingyoumesswith.

Theselawsarejustsomethingyouworkwith,somethingyouunderstandandworkwith.Twentyaregoingtodoeighty.Itworkseverywhere.Asktheministerofthechurch,Whoputsupthemoneyheretosupportthechurch?Twentypercentofthepeoplepickupeightypercentofthetab,andeightypercentpickuptwentypercent.Americanspayingtaxeswhatsthedeal?Twentypercentpayeightypercentofthetaxes,andeightypercentpaytwentypercentofthetaxestorunthefederalgovernment.Thisisnotsomethingyoumesswith.Thisissomethingyouworkwithtillyouunderstandit.

Well,howdoyouworkwithThe80/20Rule?Hereswhatyouvegottodo.Partofitistimemanagement.Youcanonlygivetwentypercentofyourtimetotheeightypercentbecausetheyreonlyproducingtwentypercent.Now,youcangiveeightypercentofyourtimetothetwentypercent.Remember,thepullisintheoppositedirection.Guesswhowantseightypercentofyourtime:Thewronggroup.

Thisisnotamoralquestion.Itsthewronggroupintermsofproductivityandeffectivenessinyourbusiness,foryourfuture.Sowhatstheanswertothat?Herespartoftheanswer.Youcanworkindividuallywiththetwentypercent,butyoucanonlyworkinagroupsettingwiththeeightypercent.Butguesswhowantsyourindividualtime:theeightypercent!Andyoucantdothat.Marysays,Ivegotaquestion,Mr.Rohn.Isay,Look,weregoingtohavealittletrainingclassonSaturdaymorning.BringyourquestionandIllansweritforeverybody.Shesays,Okay.Nowsometimesitsnotthateasy.Itsalittlemorechallengingthanthat.Butyouvegotthekeynow.Giveeightypercentofyourtimetothetwentypercent.

THELAWOFFAITH

Animportantbasiclawofleadershipisthelawoffaith.Faithistheabilitytoseethingsthatdontyetexist.Faith,though,canturndifficultyintoreality,positivereality.Thereareafew

partstoTheLawofFaith.

SEEITASITIS

First,faithistheabilitytoseeitasitis.Faithdoesntmindseeingitasitisbecausefaithisamiracleworker.Faithdoesnotignorethenegative.Faithusesthenegativebecauseiftherewasnonegativethentheredbenoneedforfaith.Ifeverythingisokay,whatdoyouneedfaithfor?Youneedfaithbecauseitisntokay.Ifitsugly,thenitsugly.Ifitisntworking,thenitisntworking.Ifitsamess,thenitsamess.Itdoesnthurttocallamessamess.Youdontneedtofancyituphere.Ifitsbroke,thenitsbroke.Ifitsmiserable,thenitsmiserable.Faithdoesntmindadmittingthat.Faithdoesntmindseeingthat.Seeingitasitis.Thatsthebeginningoffaith.

SEEITBETTERTHANITIS

Second,faithistheabilitytoseeitbetterthanitis.Cantyouseebeyondthemess?Themessisfortoday.Cantyoulookintotomorrow?Theansweris,Yes,Icanlookintotomorrow.Humanshavethisincredibleabilitytolookintotomorrow,tolookintonextweek.Sowenotonlyhavetheabilitytoseeitasitisthebeginningoffaithbutalsotoseeitbetterthanitis.Dreamthedreams,maketheplans,visualize,useyourimaginationandseeitbetterthanitis.

MAKEITBETTERTHANITIS

Nowheresathirdpartthatturnsfaithintoreality:makeitbetterthanitis.Faithnowmustbeinvestedinthemuscle.Ifyouinvestfaithintheaction,youcantakeanysituationandmakeitbetterthanitis.

DONTSEEITWORSETHANITIS

Heressomethingtowatchoutforinthebeginningoffaith.Dontseeitworsethanitis.Dontblowitoutofproportion.Somepeoplehavethistendencytoblowitalloutofproportion.Yousay,Well,itcantbethatbad.Ifitsbad,thatshowbaditis.Youdontneedtomultiplyhow

baditisbyten.Thatsnotnecessary.Seeitjustasitis.Thatsthedeal:asitis.Dontseeitworsethanitis.

DONTSEEITFORMORETHANITCANBECOME

Nowheresanotheruniquekeytofaith.Dontseeitformorethanitcanbecome.Theresathinlinebetweenfaithandfolly.Yes,itspossibletoseeyourselfasamillionaire,butnotovernight.Somebodysays,Well,yes,Icanseethat.Dontseeitformorethanitcanbecomeinareasonableperiodoftime.Sure,ifitdroppedoutoftheskyovernight,butthatsnotlikely.Butitsstillpossibletobeamillionaireanditsstillpossibletoberichandwealthy,givenacertainamountoftimeworkingwiththelawofaveragesandalltherestofthelawswevediscussed.Dontseeitformorethanitcanbecomesothatyoumoveintofollyinsteadoffaith.Plentyispossiblewithoutbeingfoolishinyourfaithexercise.

ITMIGHTBEWORSETHANYOUFIRSTSEEIT

Keepinmindthatitmightbeworsethanyoufirstseeit.Sometimesyoujustlookatthesurface.Youdbetterlookunderneath.Youdbettertakeadeeperlooksothatyoucanreallyseeitasbadasitis.Nottooverblowitnow,buttomakesureyouseeitasbadasitreallyis.

ITMIGHTBEFARMOREINTHEFUTURE

Dontforgettogiveyourselfachancetoseethatitcouldbefarmoreinthefuturethanwhatyoucanfirstsee.Takethefirststepofwhatyoucansee,butgiveyourselfthechancetoseeitformorethanwhatyoufirstsee.Onafoggynight,ifallyoucanseeisahundredfeet,thenwalkthatfirsthundredfeet.Nowyoucanseeanotherhundredfeet.Youcantseetwohundredfeet,butifyoucanseeahundredfeetyouwalkthefirsthundredfeet,thenyoucanseeanotherhundredfeet.

Sotaketheearlystepsoffaith.Whateveryoucanseeaspossibletobecome,startbelievingthat,havefaithinthat.Imtellingyouasthatstartstotakehold,youllbeabletoseeitformoreandformoreandformore,andthepossibilitieswillstarttoincreaseinyourownimagination.

WORKWITHTHEPEOPLEWHODESERVEIT

Lifeoperatesbydeserve.So,inleadingpeople,learntoworkwiththepeoplewhodeserveit,notthepeoplewhoneedit.

Now,youvegottosetupobjectivesaheadoftimetodeterminewhodeservesit.Whenyoubringsomebodyintoyourenterprise,youjustsetupthegroundrules.Makesurealltheguidelinesareclearwhenyousetthemup.Monitorresults,accomplishments,thenyouknowwhodeservesit.

Dontrespondtoneed.Respondtowhodeserves.Now,rememberthe80/20rule,thepullisintheoppositedirection.Guesswhowantsyourhelp:usuallythewrongpeople.Itsusuallythepeoplewhoneedit,notthepeoplewhodeserveit.Butinanenterprise,youmustlearntorespondtothepeoplewhodeserve,notthepeoplewhoneed.Thereareplentyofotherplacesforyourbenevolence.Butinyourenterpriseyoumustrespondtothepeoplewhodeserve.

TEACHPEOPLEHOWTODESERVEIT

Teachingpeopleandmovingthemfromneedtodeservestartstoacceleratetheirself-esteem.Youcantbelievewhatahighthebeginningofnewself-esteemis.Ifapersonhasnthaditforyearsandyearsandtheyvebeenbeatendownbytheirownphilosophy,andtheyvebeenbeatendownbyeverybodyelse,ifyoustartthemontheearlystepsoflearningtodeservethenthatstartsthisprocessofself-esteem.Leadpeoplestepbystepintoself-esteem.Andself-esteemleadstoaction,actionleadstoprogress,andprogressleadstofortune.Soworkwiththepeoplewhodeserveit.Andteachpeoplehowtodeserveyourtime,howtodeserveyourhelp.

LETPEOPLEGROWANDDEVELOP

Now,dontexpectthepeartreetobearapples.Imean,letpeopledowhatevertheycando.Andletthemchangetheirmind.Letthemgrowanddevelop.HereswhatIvefound:Youcannotchangepeople,buttheycanchangethemselves.Thebestyoucandoistoinspire,teach,prayandhope.Thatsthebestyoucando.Youcantgetinthereandchangethem,butyoucandoyourbesttodeliverthemessagethatcancreatechangeifsomeonewillacceptit.Ifsomeone

willdosomethingaboutit,thentaketheearlybabystepstogetthemstarted.Behappywiththesmallestprogress,givesomerewardsandapatonthebackandabigsmileandsay,Mary,itsgoingtoworkforyou.Youvetakenthesetwosteps.Imtellingyou,ifyoucantaketwosteps,youcantakeahundredandtwo.Wow!

KNOWTHATTHEREISBOTHGOODANDEVIL

Allleadersmustteachthefactthatthereisbothgoodandevil.Weareallchallengedtobecomethemostofthegoodinusandtheleastofthebad.Thatsthebeginningofcivilizationbecomingthemostofthegoodandtheleastofthebad.Characterisacoreelementofleadership.

Rememberthestoryaboutthefrogandthescorpion?Thefrogandthescorpionappearonthebankoftheriveratthesametime,andthefrogisabouttojumpinandswimtotheotherside.Thescorpionseeswhatsabouttohappenandengagesthefroginconversation.Hesays,Mr.Frog,ImascorpionandIcantswim.Wouldyoubesokindastoletmehoponyourback?Youswimacrosstheriver,andjustdepositmeontheotherside.Idbegrateful.Thefroglooksatthescorpionandsays,Noway.Scorpionsstingfrogsandkillthem.Idgetouttherehalfway,youdstingme,andIddrown.Thescorpionsaid,Mr.Frog,withyourfrogbrain,yourenotthinking.IfIstungyououttherehalfway,youddrownandIddrown.AndImnotinterestedincommittingsuicide.Ijustwanttogettotheotherside.Pleasedomethefavor.Thefrogsays,Okay,thatmakessense.Hopon.Thescorpionhopsonthefrogsback,andthefrogstartsacrosstheriver.Sureenough,halfwayacrosstheriverthescorpionstingsthefrog.Theyrebothinthewaterabouttogodown.Thefrogcannotbelievewhatshappened,andhesays,Whydidyoudothat?Imabouttodrownanddie,butsoareyou.Whywouldyoudothat?Andthescorpionsaid,BecauseIamascorpion.Itshisnature,hischaracter.Makenoteofthis:Youcanttakeachance.Youvegottoknowthescorpion.

Ilearnedinbuildinganenterprisethattherearesomepeopleyoudontneedtheirproductivity.Yourebetteroffwithouttheirproductivitybecausetheyrescorpionsinthefold.Theoldprophetsaid,Bewareofthefoxesthatspoilthevines.Thevineyardlooksgood,butyoudbetterlookalittlecloser,thefoxesareatwork.Andtobeagoodshepherd,tobeagoodfather,tobeagoodmother,youvegottolearnthestoryofthefrogandthescorpionandthefoxesthatspoilthevines.

SIXESSENTIALTRAITSOFGOODCHARACTER

ThefollowingarewhatIbelievetobethebasicsofgoodcharacter.Missoneofthese,andyoullfindaweaklinkinyourcharacteronethatmaybeyourleadershipsundoing.

1.Integrity.Integrityisagoodcatchwordthatissimilartocharacterbutprovidesuswithadifferentwayoflookingattheideaofcharacter.Therootofintegritymeanswholeorundivided,andthatsaterrificwaytohelpusunderstandwhatintegrityisanundividedlife.Forexample,youdontactonewayinonesituationandanotherinadifferentsituation.Thereisintegrityandwholenesstoyourlife.Livingthiswaywillbuildtrustinyourfollowers.Anotheruseofthewordintegritythatprovidesinsightforusiswhenthewordisusedinregardtoaphysicalstructure.Awallorabuildingthatisstrongandhasnocracksissaidtohaveintegrity.Thesamecouldbesaidforgreatleaders.

2.Honesty.Itisregularlysaidthathonestyisthebestpolicy,butIwouldaddthathonestyistheonlypolicyforgreatleaders.Thinkaboutit.Whydopeoplehedgethetruth?Usuallyforafewbasicreasons:theyareeitherafraidoftheramificationsortheyaretryingtohidesomething.Eitherway,alackofhonestyresultsinthefactthatyoudestroythetrustofthosewhofollowyou.Evenifyoutellthemthetruth,buttheyknowyouhaveliedtoothers,itwilldestroythetrustyouhadwiththem.Theyfindthemselvesthinking,Ifhewilllietothem,willhelietome?

Iveneverunderstoodwhatpeoplehopetoaccomplishbybeingdishonest.Eventuallypeoplecometoknowthatyourenothonestinyourdealings,andthatiswhatyoubecomeknownfor.Yourreputationiswhatyourleadershipisbasedon,though.Whenwerehonestandlivetransparentlybeforeourfollowers,theyreabletoseeusforwhoweareandmakesoliddecisionstofollow.

3.Loyalty.Peopleofgoodcharacterareloyalpeople.Theyhaveastick-to-itattitudewhenitcomestoothers.Anybodywhoknowshumannatureknowsthatpeoplefail.Itsjustamatteroftime,nomatterhowtalentedsomeoneis.Apersonofgoodcharacterstayswiththeirfriendseveninthedowntimes.Anyonecanbefriendswithotherswhentimesaregood.Peopleofgoodcharacterstaywiththeirfriendswhentheyneedthemmost.Howthistranslatesintomakingyouagoodleaderisthis:Peoplewanttofollowaleaderwhowillstretchthembeyondwheretheyarenow,butwhollalsoallowthemtotryandtofail.Whenweareloyaltoourfollowers,theyllbeloyaltousandmakeeveryefforttosucceedonour

behalfandonbehalfoftheorganization.Therearefewthingsthatstrengthentheleader-followerbondmorethanwhenaleadershowstheirloyaltytoafollowerinneed.

4.Self-Sacrifice.LeeIacoccabecamealegendwhenhesaidthathedbringChryslerbackfromthebrinkofbankruptcyandwouldtakeonlyadollarayearinpay.Thiswasaclassicexampleofaleadersacrificingforthefollowers.Italsoshowedhisunderstandingofempathizingwiththeaveragelineworker.Asaresult,theworkersofChryslerrewardedhimwithanincrediblefollowingastheybuiltChryslerintooneoftheworldsleadingcarcompanies.Whatisitaboutself-sacrificethatbreedsfollowers?Followersdontmindputtinginthehardwork.Theydontevenmindaleadermakingmoremoneyorreapingbenefitsfromtheirwork.Whatfollowersdomind,though,iswhentheleaderisusingthemforpersonalgain.Peopleofgoodcharacterdontuseotherpeople,period.Sowhenaleadershowssacrificeofpersonalgain,itsaystothefollowersthattheyarewillingtocomealongsideofthemandfollowersrewardthatalmostuniversally.Apersonofgoodcharactershowsthattheycangiveuppersonalgainforthegoodofthewhole.

5.Accountability.Peopleofgoodcharacterdontmindaccountability.Infact,theywelcomeit.Thisistheactofallowingotherstohaveasayinyourlife,tospeaktoyoustraightaboutyourlifeandconduct.Thebrutaltruthisthatwehaveblindspotsandneedotherpeopletobeinclosetoussowecanadvancedowntheroadofsuccess.Theneedforaccountabilitydoesntprovelackofcharacter.Rather,itprovesthepresenceofcharacter.G.K.Chestertonsaid,Originalsinistheonlyphilosophyempiricallyvalidatedby3,500yearsofhumanhistory.Thepersonofgoodcharacterknowsthisandinvitesotherstospeakintotheirlife.

Followersgrowtiredofleaderswhowillhavenothingtodowithaccountability.Theydontmindleaderswhomakemistakes,buttheydomindleaderswhodonttakeresponsibilityfortheirmistakesbybeingaccountable.Whenweallowourselvestobeheldaccountable,ourfollowersknowthatweareseriousaboutkeepingourownhouseinorder,andthuswilldoagoodjobinleadingtherestoftheorganization.

6.Self-Control.Theabilitytomakedecisionsgooddecisionsaboutwhatwewillandwillnotdowithouractionsisatthecoreofwhatwebecomeinregardtoourcharacter.Therewillbeplentyofoptionstoparticipateinthingsthatarenotmoral.Everybodyhastemptations,butapersonofgoodcharacterknowstoexerciseself-controlliteralcontrolovertheirchoices.Whenpeopledontexerciseself-control,theysabotagetheirabilityto

lead.Peopleloserespectforthemandwillfollowless,ifatall.Self-controlistheabilitytochoosetodothethingsweshould,andtorefrainfromdoingthethingsweshouldnt.Whenweexhibitself-control,weagainbuildtrustinourfollowers.Theyrespectusandwanttofollowus.

STRENGTHENYOURCHARACTER

Weareallbornwithcleanslates.Aswegrow,therearemanyinfluencesthatshapeourcharacterourparents,teachers,friendsandchoicesallmoldthatinnercharacter.Thegoodnewsis,nomatterwhereyouarerightnow,youcandecidethatyourcharacterwillgrowstronger.Youcanchoosetobearoundthosepeoplewhowillchallengeyoutobecomebetter.Youcanchoosetoputpositivematerialsintoyourmindandheart.Youcanbeginmakingchoicesthatreflectachangeinlifestyle,andthus,incharacter.Nooneisstuck.Youcanchangeifyouwantto!

SKILLDEVELOPMENT

Aswetalkedaboutattheverybeginning,leadershipisthechallengetobesomethingmorethanaverage.Thatrequiresdevelopingourskills.Skilldevelopmentisimportantinandofitself,iffornootherreasonthanthefactthatashumans,weweredesignedtogrow.

Skilldevelopmentisimportantbecause:

1.Itbringsusfulfillment.Aswegrowinourskills,wedevelopadeepsenseofpersonalsatisfactionknowingwevelearnedsomethingnew,andthatnotonlydidwelearnit,butwealsoapplieditsuccessfully.

2.Itwilladvanceourcareer.Asmuchasmanymodern-daypeoplewouldliketobelievethatthereshouldntbecompetition,therealwayswillbe.And,believeitornot,thewinnerisusuallythepersonwhohashonedtheirskills.Beitonthefieldorintheboardroom,thewinnerisusuallythepersonwiththehigherlevelofskills.

3.Itwillhelpyouhelpothers,andthisiswhatlifeisallabout,isntit?Oneofthethingsaskilledleadercandoistohelppeopleseethemselvesbetterthantheyare.AndIthinkthatgoeshandinhandwithwhatZigZiglarsays,Youcangeteverythingyouwantoutoflifeif

youhelpothersgetwhattheywantoutoflife.Whenyoudevelopskills,youreabletohelpothers,andthathelpsyouinthelongrun.

THESKILLSGREATLEADERSMUSTMASTER

Toclose,letsgooverthesixskillsthatallgreatleadersmustmaster.

1.TheAbilitytobeInspirational.Aleaderneedstobeabletoinspireothers.Yes,weneedtohitthemindwithourmessage,butwealsoneedtostirtheheartanditspassions.Theleaderwhoisonlyrationalwillhaveboredfollowerswhoarentinspiredtogoanywhere.Theleaderwhoisonlyemotionalwillhaveexcitedfollowerswhodontknowwheretogo!Ittakesboth.Developyourabilitytoinspireyourfollowersandmakethemexcitedtobewithyouandtheorganization.Helpthemseethebigpicturethatshowstheyaremakingadifference.

2.GoodCommunicationEspeciallyVision.Greatleadersarethosewhocantakethevisiontheyhaveandcommunicateitinwaysthattheirfollowerscaneasilyunderstand,internalizeandown.Manyleadershavegreatvisionbutfailtoleadtheirorganizationsanywhere.Visionthatisonlykeptinyourmindisnotvision,butadream.Visioncommunicatedclearly,memorablyandpassionately,sothatpeoplecangraspitandfollow,iswhatwilltakeyourgroup,whetherlargeorsmall,tothenextlevelandbeyond.

3.TheAbilityandWilltoDelegate.Greatleadersknowthattheycantdoitallontheirown.Theymaybeabletodoalotontheirown,buttheyllneverachievethepowerfulimpactthatispossibleuntiltheylearntodelegate,andthenchoosetodoso.Thereisanoldproverbthatsays,Onecanput1,000toflightandtwocanput10,000toflight.Whenwedelegatetocapablepeople,weincreaseoureffectivenessandimpactexponentially.Unfortunately,toomanyleadersdontattaingreatnessbecausetheyrefusetoletanyoneelsedoanything.Learntodelegatetotherightpeopleandyoullbemovingintherightdirection.

4.TheAbilitytoTeachImportantPrinciples.Whenyoulookatgreatleadersinhistory,youseemenandwomenwhoareabletoteach.Christ,thegreatestleaderinhistory(hisorganizationthrivesineverycountry2,000yearsafterhisdeath),primarilyledpeoplebyteachingthemwithstories.Heknewthathewouldhavetotransferconceptstohisfollowersthattheycouldrememberandapply.Infact,theycalledhimteacher.Agoodexampleofamodern-daybusinessleaderwhousedteachingisJackWelch,formerCEOofGeneral

Electric.WhenWelchbeganleadingGE,ithadamarketcapof$4billion.Beforeheretired,ithadreachedashighas$400billion.Now,thatisareturn!Andwhatwasatthecoreofhisleadership?Teaching.GEhaditsownuniversitylongbeforeitwasvogueforcompaniestodoso.Heknewthatpeopleneededtobetaught,andWelchspentmanyhoursteachingtherehimself.

5.TheAbilitytoSetGoals,StrategiesandaCourseofAction.Theleaderisresponsibleforafewkeyareas.Visionisone.Theleaderisalsoresponsibleforsettingthegoalsoftheorganization.Theymustdetermine(withthehelpofothers)whattheteamwillshootfor.Theyneedtobebigenoughtostretchthefollowers,butrealisticenoughsoasnottodiscouragethem.Theleadermustalsosetstrategy,again,withthehelpofothers.Whentheyseewheretheorganizationmustgo,theymustalsoplotthemaptogetthere,atleastinabig-picturesense.Managerscantakecareoftherest,buttheleaderisresponsibleforgivingthegeneralstrategicdirection.Lastly,theleadermustsetthecourseofaction,definingbehaviorsoftheorganizationthatwillbeactedupon.Settingthegoalswillgiveyourteamwhatitneedstoshootfor,definingthestrategywillshowthemhowtogetthere,andsettingthecourseofactionwillshowthemwhattodowhilecarryingoutthestrategy.

6.KeepPeopleFocusedontheGoal.Followersoperateonaday-to-daybasis.Theygettasksdonethatneedtobedoneforthatdayorweek,orevenquarter.Leadersaredifferent.Theyarebig-picturepeople.Theyknowthattheorganizationwilloutlivethem,andbecauseofthat,theperspectivemustbeforthegoodoftheorganization,notjusttheindividuals.Theymustseewheretheendis.TheJapanesebusinesscommunityisrenownedforsetting100-yeargoals.WeAmericansthink20-yeargoalsarelookingtothefutureandtheyarebut100-yeargoals?Incredible.So,leadershipinvolvesnotonlysettingacoursefortoday,butalsofurtherintothefuture.Skilledleadershavelearnednotonlyhowtoinspirethosefollowingtocatchavisionandpursueit,buttheyvealsolearnedhowtopaintavividpictureoftheresultsthatwillcontinuetomotivatethemtoaccomplishthegoalsoftheorganization,longaftertheyaregone.Andwhentheyhavecreatedabeginninganddefinedtheend,thentheyarereadytoplottheroadbetween.

Remember,youcanalwaysincreaseyourskills.Evenifyoujustincreasethemalittlebit,youwillincreaseyoureffectivenessandyourimpactasaleadersignificantly.Eventhesmallestofchangeinatrajectorywillmeanalargechangeindistance.

THEJIMROHNGUIDETOGOALSETTINGGoalsettingisasubjectthatalteredmylifeforever.Ihadntknownmymentor,Mr.EarlShoaff,forverylongwhenonedayhesaidtome,Mr.Rohn,letmeseeyourcurrentlistofgoals.IvehadalotofexperienceandIvebeenouthereforawhile,soletsgooverthemandmaybeIcanreallygiveyousomegoodideas.AndIsaid,Idonthavealist.Hesaid,Well,ifyoudonthavealistofyourgoals,Icanguessyourbankbalancewithinafewhundreddollars.Andhedid.

Thatgotmyattention.Isaid,YoumeanmybankbalancewouldbealotbiggerifIlearnedhowtosetgoals?Hesaid,Drasticallybigger.So,Ifinallysaid,Hey,Iwanttolearnhowtosetgoals.

Itisafantasticskilltodevelop,howtodesignyourownfuture.Alifebestlivedisalifebydesign.Notbyaccident,andnotbyjustwalkingthroughthedaycareeningfromwalltowallandmanagingtosurvive.Thatsokay.Butifyoucanstartgivingyourlifedimensionsanddesignandcolorandobjectivesandpurpose,theresultscanbeabsolutelystaggering.

USEYOURIMAGINATION

Goalsettinggivesyouthechancetoexperiencethepowerofyourimagination.Thinkaboutit.Imaginationbuildscities.Imaginationconquersdisease.Imaginationdevelopscareers.Imaginationsetsuprelationships.Imaginationiswherealltangiblevaluesandintangiblevaluesbegin.Sowhatyouvegottolearntodoisusethispowerfulresource.

Tappingthisresourceofimaginationforgoalsettinginvolvesthinkingaboutyourfuture,thinkingabouttomorrowortherestoftheday,thinkingabouttherestoftheyearorfiveyearsor10.Youcanuseyourimaginationtostartprospectingforthefuture,forwhatcouldbepossibleforyou.

FIVETHINGSTHATAFFECTUS

Beforewereallygetintogoalsetting,Iwanttooutlinefiveprimarythingsthataffectallofus.

1.TheEnvironmentItdoesnthurttomakeasimplecontributiontotheenvironment.Pickupapieceoftrashand

throwitinthereceptacle.Ifeverybodydidthat,whatabetterworlditwouldbe.Alittlecontributioncostsnothing.Ifeverybodycontributed,whatadifferenceitwouldmake!

2.EventsEventsaffectussomesmall,somebig,somepersonal,somenational,someglobal.Thinkofanybigeventoflocal,nationalorglobalsignificance.Thosekindsofeventsaffectusall.Therearesmalleventsanddailyeventsandfamilyeventsandcommunityevents.Wereallaffectedbyevents.

3.KnowledgeWereaffectedbywhateverweknowordontknow.Heresagoodphrasetojotdown:Ignoranceisnotbliss.Ignoranceistragedy.Ignoranceisdevastation.Ignorancecreateslack.Ignorancecreatesdisease.Ignorancewillshortenyourlife.Ignorancewillemptyyourlifeandleaveyouwiththehusks,nothingtoaccountfor.No,ignoranceisnotbliss.

Heresanothernotetomake:Whatyoudontknowwillhurtyou.Whatyoudontknowwilltragicallyaffectyourlife.Whatyoudontknowwillleaveyourlifeempty.Whatyoudontknowwillleaveyouwithoutarelationship.Wereallaffectedbyknowledge,whetherweknoworwhetherwedontknow.Thatswhyyouvegottoreadthebooks.Remember,thebookyoudontreadwonthelp.

4.ResultsWereaffectedbyresults.Whetheritsfinancialresultsorpersonalresultsorsocialresults,wereallaffectedbyresults.Disciplinesundoneinthefuturegiveuspoorresults.Disciplinesmanagedwellgiveusgoodresults.

5.OurDreamsWereaffectedbyourdreams,ourvisionofthefuture.

THEPULLOFTHEFUTURE

Youwanttomakesurethatthegreatestpullonyourlifeisthepullofthefuture.Somepeopleliveinthepastandlettheirlifebecontinuallypulledandinfluencedbythepast.Yes,wemustrememberthepastandreviewthepasttomakeitusefultoinvestinthefuture.Butheresthekey:Makesurethatthegreatestpullonyourlifeisthepullofthefuture.

Now,ifyoureskimpyonyourdreamsorifyoureskimpyonyourobjectivesandyourpurposes,

ifallofthatisntverywellplanned,thenthatdoesntpullveryhard.Youmighthavemoreofatendencytobepulledbythepastortobepulledapartbyeventsorcircumstancesortobepulledapartbydistractions.Soinordertosaveyourselffrombeingpulledapartbydistractionsorpulledbacktothepast,youwanttostart,rightnow,reallydesigningthefuturesothatthegreatestpartofyourattentionandfocuspullsyouforwardintothefuturetoaccomplishyourgoals.

STRONGDREAMS

Goalsarelikeamagnettheypull.Andthestrongertheyare,themorepurposefultheyare,thebiggertheyare,themoreuniquetheyare,thestrongertheypull.

Excellentgoalsandhighdreamspullyouthroughallkindsofdowndays,downseasons.Theypullyouthroughawinterofdiscontent.Theypullyouthroughdistractiononeveryside.Strong,powerfuldreams,likeamagnet,pullyouthrough.Strongdreamsandgoalspullyouthroughadisaster.Somepeoplegetswallowedbythedisasterbecausetheyhavenothingontheothersideofthedisastertopullthemthrough.Abaddaycanalmostoverwhelmyouifyoudonthavesomethingreallypurposefultogoforontheothersideofthatday,ontheothersideofthedifficulttime,ontheothersideofthedowntime.

Ifyouvegotplentyouttheretoattractandpull,itllpullyouthroughallthesethingsandverylittleofitwillattachitselftoyou.Youllbeabletogetthroughsomeofthemostdifficulttimesifyouhavethisspectacularvisionaheadofyouofwhereyouregoingandwhatyouregoingtoaccomplish.Gettingthroughwillbeeasier.

LEARNINGTOSETGOALS

OnceIlearnedtosetgoals,ittransformedmylifeforever.Itsanincredibleexperience.WhenItravelaroundtheworldandsitonanairplane,IsayIdreamedaboutthisoneday.Iusedtogototheairportandwatchtheplanesflyaway,andIsaid,OneofthesedaysIllbeononeofthoseplanes.Idreamedaboutit.

Idreamedabouttheothersideoftheworld.IdneverbeentoItaly,butIdreamedaboutit.IdneverbeentoIsrael,butIdreamedaboutit.IdneverbeentoSouthAfrica,butIdreamed

aboutit.IdneverbeentoAustralia,butIdreamedaboutit.Andsureenough,stepbystep,andcountrybycountry,andflightbyflight,Istartedcheckingthemoffmylist.Itwasthemostexhilaratingfeeling.Powerfultosetthosegoals,reachoutthereintothefuture,designsomethingtothebestofyourability,refineitasyougo,tearitupperiodicallyifyouwantto,setawholenewlist.Itsyourlife.Itsyourfuture.

THREECOMPONENTSOFPOWERFULGOALS

Iveoftensaidthatthemajorreasonforsettingagoalisforwhatitmakesyoudotoaccomplishit.Thiswillalwaysbeafargreatervaluethanwhatyouget.Thatiswhygoalsaresopowerful.Theyarepartofthefabricthatmakesupourlives.

Goalsettingprovidesfocus,shapesourdreamsandgivesustheabilitytohomeinontheexactactionsweneedtotakeinordertogeteverythinginlifewedesire.Goalsareexcitingbecausetheyprovidefocusandaimforourlives.Goalscauseustostretchandgrowinwaysweneverhavebefore.Inordertoreachourgoals,wemustbecomebetter.Wemustchangeandgrow.

Powerfulgoalshavethreecomponents:

Theymustbeinspiring.

Theymustbebelievable.

Theymustbegoalsyoucanacton.

Whenyourgoalsinspireyou,whenyoubelieveandactonthem,youwillaccomplishthem!

LONG-TERMVISION

Goalsalsoprovidelong-termvisioninourlives.Weallneedlotsofpowerful,long-rangegoalstohelpusgetpastshort-termobstacles.Lifeisdesignedinsuchawaythatwelooklongtermandliveshortterm.Wedreamforthefutureandliveinthepresent.Unfortunately,thepresentcanproducemanyhardobstacles.Fortunately,themorepowerfulourgoals(becausetheyareinspiringandbelievable),themorewewillbeabletoactonthemintheshorttermandguaranteethattheywillactuallycometopass.

KEYASPECTSOFGOALSETTING

So,letstakeacloserlookatthetopicofgoalsettingandseehowwecanmakeitforcefulyetpractical.Whatkeyaspectsshouldwelearnandrememberwhenstudyingandwritingourgoals?Ibelievetherearefourmainareasofemphasis:

1.EvaluationandReflectionTheonlywaywecanreasonablydecidewhatwewantinthefutureandhowwewillgetthereistofirstknowwherewearerightnowandwhatourlevelofsatisfactionisforwhereweareinlife.Withourfocusongoalsetting,thefirstorderofbusinessisforeachofustosetasidesomeserioustimeforevaluationandreflection.

2.DreamsandGoalsWhatareyourdreamsandgoals?Notrelatedtothepastorwhatyouthinkyoucanget,butwhatyouwant.Haveyoueverreallysatdown,thoughtthroughyourlifevaluesanddecidedwhatyoureallywant?Thisisntwhatsomeoneelsesaysyoushouldhaveorwhatculturetellsussuccessfulpeopledoorhave.Thesearethedreamsandgoalsbornoutofyourownheartandmind,goalsuniquetoyouandthatcomefromwhoyouwerecreatedtobeandgiftedtobecome.

3.SMARTGoalsSMARTmeansSpecific,Measurable,Attainable,RealisticandTime-sensitive.

Specific:Dontbevague.Exactlywhatdoyouwant?

Measurable:Quantifyyourgoal.Howwillyouknowifyouveachieveditornot?

Attainable:Behonestwithyourselfaboutwhatyoucanreasonablyaccomplishatthispointinyourlifewhiletakingintoconsiderationyourcurrentresponsibilities.

Realistic:Itsgottobedoable,realandpractical.

Time:Associateatimeframewitheachgoal.Whenshouldyoucompletethegoal?

4.AccountabilityThinkofthewordaccountable.Itmeanstogiveanaccount.Whensomeoneknowswhatyourgoalsare,theyhelpholdyouaccountable.Whetheritissomeoneelsetryingtoreachthesamegoalwithyouorjustsomeoneyoucangivethebasicideato,havingapersonwhocanholdyouaccountableanaccountabilitypartnerwillgiveyouanotheraddedboostto

accomplishingyourgoals.

So,evaluateandreflect.Decidewhatyouwant.BeSMART.Haveaccountability.Whenyouputthesefourkeypiecestogether,youputyourselfinapositionofpowertocatapulttowardachievingyourgoalsandthekindoflifeyoudesire.

EVALUATIONANDREFLECTION

Thebasisforknowingwherewewanttogoisknowingwherewecamefromandwhereweare.Itisalsoknowinghowwellwehavedoneachievingthingswehavepreviouslysetoureyeson.Thisistheessenceofevaluationandreflection.Weneedtounderstandhowtolookatwhatwehavedoneandthenusethatasaplatformforwhatwewanttodonext.

Theprocessofevaluationisrelativelysimplebutcanbevariedabit.Theimportantpointishavingaprocess.Hereisthebasicprocessforevaluationandreflection:

1.FindaQuietPlaceReflectio