The ultimate recipe for success | Brian Tracy | Unstoppable #82

worldwide in every language and culture successful people work harder than the average person the first million is the hardest and the second million is inevitable if you are successful you perceive yourself as a helper you call this show that we're on doing right now unstoppable yes many years ago I I was going out with a very nice woman she said what would you consider to be your best quality my best quality is that I am unstoppable Wow hello and welcome to unstoppable I'm your host Cohen rate and today we go old-school I have the absolute

honor and great pleasure of interviewing The Godfather the Michelin star chef of the personal development industry of Brian Tracy now the reason I call Brian the number one Michelin star chef of the person building industry is I've never met anyone who has a recipe for everything he has a recipe for success he has a recipe for sales he has a recipe for marketing for branding for communication for everything he who had has as you'll soon find out a recipe for the worlds best Caesar salad and he even shares what this is methodology and recipe which

he calls the golden triangle which is the foolproof way to solve any problem and create more successes in life this man is tough ten years is the shotokan karate competitor he is beaten throat cancer for hip replacements and the guy just keeps on going I'm telling you right now this man knows how to fight and there is still a lot of fight left in this dog let me tell you right now ladies and gentlemen it is an honor and a pleasure to welcome Brian Tracy there's enough [Music] this episode is brought to you by an

islet and scaler the world's leading fast growth program for businesses if you have ever wanted to grow your business faster than what you can right now if you need to make more revenue if you need more leads if you need more clients if you need to know how to plan your business in a strategic way in order to hit big goals if you need to learn how to scale your business and grow your team and your business so that you have more freedom then this program is for you imagine three days immersed with me where

we cover all aspects of business where we do it from an immersive but and also an execution standpoint we execute every step of the way and we are looking at five key areas we're looking at your psychology we're looking at your marketing your sales your leadership and we're looking at your planning and how we integrate these five key areas to grow your business and your brand quickly so if you'd like to find out more information through Andrade comm so I've got to say Brian it is an absolute honor and a pleasure to welcome you to

unstoppable and when I thought about your introduction I really thought about you and your history and from the conversation we had I almost consider you like the the the number one Michelin star chef of the personal development industry and I say that very deliberately and the reason I say that is you've got a recipe for everything you know you've got a recipe for for wealth you've got a recipe for sales you got a recipe for marketing you've got a recipe for communication you've got a recipe for public speaking and as I've just discovered you've even

got a recipe for a Caesar salad as well on your website which is really quite incredible like you really have been one of the forefathers of the personal development industry now I refer to you as the Godfather I hope you don't mind thank you you've done incredible things but I guess my opening question to you really would be how did you actually get into the personal development industry in the first place well I when I was when I was growing up in a kind of unhappy family I became a reader and I learned later that

people who see reading as the key to the future are very different from people who don't so I've read everything whenever I came across any subject that I thought was interesting I would just consume it and I would invest hundreds I've calculated that I've invested about a hundred and fifty thousand hours in reading over the course of my career you say I do have a recipe for a Caesar salad I probably put a hundred hours of study and practice and taste testing and so on to get that recipe it wasn't like I just whipped together

the there is really nothing easy so anyway I came up or we never had any money I started paying my own bills by mowing lawns and doing yard work around the neighborhood from the age of ten I bought my own clothes of my own school supplies and everything and we didn't get along so I left I worked in the woods with a chainsaw I worked two digging ditches I worked on farms and ranches I slept in my car I say I slept in my car in the winter and slept next to it in this summer

and just made out and then finally I found that I couldn't get a laboring job but I could get a job in sales knocking on doors selling stuff and that changed my life forever I still to this day I think it's so wonderful to be able to sell something yeah did you find that you are natural in the sales environment I was not a natural in sales but I find that if you work really hard at it you will trip over the techniques and methods that work I'll give you a sort of a funny story

I was at joined to the YMCA my parents joined me there so that I would go to the YMCA after school rather than coming home I learned this later and so poor kids went to the Y and they were trained in sports and gymnastics and swimming and things like that but very helpful and then the YMCA had a summer camp every year and it was for almost anybody but a lot of for poor kids and nobody had any money so they came up with a plan you could sell soap it was four bars of soap

rosanell beauty soap you go from door to door it's a little box and it's a help a boy go to Roosevelt don't go to a summer camp buy a box of Rosabella beauty soap and it was $0.50 for four bars so you'd go and knock on the door and say hello I'm Brian Tracy I'm working late YMCA Camp selling Rosabella beauty soap would you like to buy a box and I immediately began getting the same standard answer on well we don't use that brand in our house and we've got enough soap we don't need it

and thank you for calling and get back to me in a month or a year and let me think about it and I have to talk it over with someone else anybody who's been in sales and I've spoken now on sales at 83 countries and I joke but not about this but I joke about what you hear when you start as selling is always the same every language that every culture uses the same excuses but so one day I called on a neighbor in a very nice woman I said I still remember but that the

the times in your life the turning points in your life you remember almost like a flashbulb they go off and you can recall them again exactly as they happened just in this case 50 60 years later Wow anyway so I called her this woman she's a nice woman and I gave her my little spiel and for some reason instead of saying would you like to buy a box I said but they're only for beautiful women and she said well it's not for me because I can't afford and she said what did you say I said

they're only for beautiful women so I'm a beautiful woman she said well that wouldn't be for me I mean I'm how much is it anyway and she bought a box well the next house I knocked on the door I say the same thing and pretty soon I start to be charming I say they're only for beautiful women if it was a man I say they're only for beautiful for handsome men and if it was a husband and wife a couple came to the door I would look at her and I would say they're only for

a beautiful woman then I looked at him and smiled and he recognized that he had just bought some soap and I started to break every record in the country selling soap I so 2000 boxes or so my first year I sold enough to pay half my way to YMCA Camp and my parents were able to scrape up the balance I still don't know how they got it the second year I using this technique I sold not only my own way to YMCA Camp but that if about 12 other kids my third year I sold my

own way and 20 other kids they didn't give you any money for selling more boxes but they credit it to other kids who didn't sell as many and so I was basically might kale dragged I was bringing ten twenty other kids to school and so I always knew that if you could present your product or service property you could sell it and over the years I had to back into sales and back into sales and I would fail and fail and fail and it finally found I would always find a way a way of presenting

the product or service so that it was so attractive to the clients that they would buy it and so in every sales force over the years I went to the top but it takes about six to twelve months so hard hard work and there's no nothing that replaces the laws of probability which means the more people you call on the more likely it is you'll make a sale and the more likely it is you'll learn how to be effective in the sale and you'll find when I began to study self-made millionaires my 30s because I

realized I always wanted to be a millionaire but I had never studied them and 85% of self-made miners when they were asked how did you become a millionaire with all the competition they said 85% said hard work he said is this not a miracle that I wasn't smarter I didn't get good grades I didn't come from a wealthy family but I was willing to work harder than anyone else and that was my basic personality anyway work harder than anyone else and I have never found an exception to that worldwide in every language in culture successful

people work harder than the average person very hard the the average successful person works six days a week 59 hours in the beginning of their career sometimes it's seven days a week and 80 hours but the average is 59 hours six days a week and I was listening to an interview of a very successful Hollywood and Ambrose area and the interviewers saying what are you in the weekends or your spare time and he said paused he said I don't know any successful people who work don't work with us in six days a week everybody works

six I mean on the weekends you work that's what successful people they worry there were long nights as well and so many people unfortunately never were told that if you want to be successful because everybody wants to be successful was the cop so the competition is fierce everybody wants to be successful and nobody's better than you and nobody's smarter than you you have exactly the same abilities just like you can drive a car you can be successful you can drive a car you can become wealthy these people who are wealthier people who just worked harder

than the average person and worked harder for a long time hmm so one of the things I've observed at you is you have so many areas of discipline you know in the area psychology of selling the psychology of achievement you know presenting on stage time management you really have so many different wheel houses and I guess it can all be common ed and saying it's almost like you're the master of success so I'm curious to know from you why people come to you because they want to become more successful with the in sales or in

marketing or in their own business but what does success mean to you well there's a there are many factors that I've discovered over the years one of the most important factors is that that if you are successful you perceive yourself as a helper I tell my sales audiences and I spoken to more than two million sales people in audiences from in gusts from a thousand to 25,000 and what I say is see yourself as a helper that your job is not to sell a product or services but to help this person improve the quality of

their life or work in some way with your product so you focus on how you can help and then explain how your product or service is designed for that or not and one of the things you can say is look let me please explain to me your situation here and I will tell you what my product or service does and you tell me if there's a fit and if there is then I will find a way to make it work if there's not then there's not and so there's never any pressure so please answer me

this question and and all good human relations is based on questions you know ask really good questions of yourself and of other people and you teach people to ask good questions I remember reading a study and it was a company called the Purchasing Managers Association of America and I worked for the Puma and I worked as a speaker for them and these are the salespeople top salespeople that call on companies that are a hundred million dollars or larger and they have sections in their company fully staffed and all they do is buy stuff for the

company they buy desks and they buy computers and they buy a stationary and they buy everything for the company so if anybody in the company needs something they fill out a purchase order and it goes down to the purchasing department as a salesperson if you're selling to products that companies can use that's where you go so every year they ask them what do you like most of us salespeople what do you like least about salespeople and this is printed in their annual report and every year it's the same thing what do we like most about

sales people we love salespeople who learn about our situation and try to help us in every way with their products or services what do you like least it's the salespeople that sit in front of us and talk the talk talk trying to sell our product or service without even knowing or understanding what it is that we need in our company it's the same and it never changes so therefore you can double your sales if you're in sales or if you're in business of any kind you can double them almost overnight to which I have proven

over and over again by asking questions and listening if you want to pick up girls in a bar ask questions and listen if you want to form a relationship with another person ask questions and listen and really listen pay attention and it's the most wonderful way to understand the other person and then look for ways to help them look for ways to do something well you know talk about success networking is one of the most important things in success fully 85% the statistics comes out over and over again of your success will come from somebody

who helped you who opened a door or made a call for you I just had an incredible experience with a very important person to me in Germany who has a serious medical problem and Barbara knows doctors and specialists in in San Diego so we called one of them and said we have a friend in Germany that has this problem and then some and he said well I happen to know one of the top authorities because he's been the top in the u.s. one of the top authorities in Germany I put the two of you together

and he he can help her correctly and they did and she did and he didn't and it's just you almost want to cry because one phone call one email can open a door that can bring about sometimes a miracle my whole life has been changed by meeting people I wrote a book called create your own future and it's it's it's it's it's was going to be called the luck factor but another author wrote a book with the same title and I wrote a book after doing years of research on the law of probabilities is what

is luck well luck is not something that comes out of the sky it's a matter of probabilities if you do certain things in a certain way over and over again you're more likely to be lucky to have a happy coincidence then if you don't so therefore if you want to be successful at sales as I wanted to be I read everything I could find on selling I listened to every audio program I practiced and practiced and practiced and no coincidence surprise surprise I was lucky I started to make more and more sales and got into

real estate development I got into the manufacturing distribution all kinds of things I just buried myself in research and one of the books that I read on luck it was called the luck factor in a Ben Reno 20 or 30 years before said that much of luck in life comes from a chance meeting with a stranger he said it's abuse you chat with somebody on a bus or at a dinner party or somebody comes into your office or you go into their office and you're chatting and a piece of information pops up and your life

is never the same that is the last piece in the jigsaw puzzle that completed your perception of what you needed to be successful is this most amazing thing so so so success it comes not by luck but it comes by hard work and by trying certain things over and over again until you actually do the right thing in the right way at the right time and the more if you're really successful work harder you've heard the old saying the harder I work the luckier I get and the great problem today is that 80% of people

try to do the very least amount of work for the amount that they are paid the most successful people try to do the very most and more besides they think about you it's interesting we taught so many companies I thought Oh more than 5 million people and more than 10 thousand companies over the years including 1,000 fortune 500 companies and we talk about people who work for a company to talk about the clock test and the clock test is theirs clocks on the walls of business organizations and so when you look at the clock what

do you think what pops into your mind well people who are successful look at the clock and they believe that every day is a race against that clock how much gonna get done before they can't work any more before they have to go home before the day is over start turning off the lights and so that clock is an enemy and they race against the enemy they want to do lots of stuff and they're coming in earlier and they'll work at lunchtimes and they'll stay later and they'll come in on the weekends because they want

to cover more ground well 80% of people have a different attitude toward the clock the clock is the enemy as well but the clock tells you when you have to start when you have to stop goofing around when you have to finally get to work and then when you can stop for coffee and then when you have to start up again and when you stop for lunch and when you're active when you can start up again and so you're always looking at by the clock is your enemy that makes you work and so you find

successful people see the clock differently they say teach this anytime as an opportunity to contribute more value those are the greatest words contribute value and unsuccessful people see the clock as the indicator when they can stop working Wow that's profound that is really easy yeah one of the things of I want to ask you a question that I've never heard anyone ask you before one of the things that I've learned about you the more I get to know you is you're a tough son of a gun like you've been through a lot you know not

just with your own personal health with you know you be throat cancer you've had a number of you know hip replacements that you've got an infection that almost took you out you're out for like seven months but you beat it you know I've since discovered that you know you're a competitive ki O rahi car yeah karate you're competitive in karate for like ten years and so the more I get to know you the more I realize wow this guy's actually underneath the suit and the beautiful tile is that does it there's quite a tough guy

under there a real gentleman at that but a real tough guy you've got real grit you've got real resilience is this something you consciously developed as a part of it or was it like you consciously applied yourself to become stronger and more resilient or is this something that naturally happened as of the evolution of Brian Tracy well you call this show that we're on doing right now unstoppable yes well it's interesting you should say that because many years ago I was going out with a woman very nice woman and she said questions she said what

would you consider to be your best quality and I had never been asked that question before and I thought about it and the answer I get I said I think my best quality is that I am unstoppable Wow is that I will not quit I will not quit and I began to share this story with my audiences large audiences and I would say the most important quality you can have is to be unstoppable is to make a decision in advance that you will never give up you don't make a decision when you have the setback

or the disappointment when you're down and so when you make it in advance so what you do is instead of falling down and laying there you bounce and my friend Charlie Jones used to say it's not how far you fall but how often you go how you how high you bounce that counts it's how high you bounce and so I would say no we talked to talking to my artists you know my style I'd love to go back and forth I was saying how do you become thousand people how do you become unstoppable I say

what you do is you program yourself by affirmations you talk to yourself and you say things that you want to believe about yourself you want them to be true and so you say to yourself I am unstoppable so say it I want to hear you say I say I am unstoppable and everybody says I am unstuff I said no no no stop sucking your thumb say it like you mean it I am unstoppable I'm unstoppable say it and the whole audience says no I want to hear it louder and they say it louder and the

whole audience cheers themselves they're unstoppable and people walk away boys shaking their hands I said that's the key decision you make a decision in advance that you will never give up and that's what I've taught my children each of my children is unstoppable they just never give up it's just not in their genetic structure to quit and if you are listening to this and you want to become an unstoppable person and and and millionaires and billionaires I've worked as it all said that there's a direct relationship between how persistent you are in the face of

adversity how likely you are to be successful how unstoppable you are if you want to become unstoppable whatever you feel any kind of a disappointment you just say wait a minute I'm unstoppable I never quit I I never quit and pretty soon it's programmed in write it down I am unstoppable I'm unstuck like your teacher used to make you write it down 50 times I am unstoppable and what happens is it locks in to your subconscious mind and you are pre-prepared so that when you have the inevitable disappointments and setbacks you just you just bounce

back resilient you just you're unstoppable and you and pretty soon you have it for life mmm it's interesting because as maybe 10 years ago I I look for opportunities to use that exact same information but on a daily basis that would be simulated as a results of my environment and so I think it's been for about 10 or 12 years now maybe even slightly more which is how the podcast got its name I camera now and whenever someone says how are you my response is I am unstoppable thank you how are you good and it's

a great way to just do exactly what you're talking about is reinforce it over and over but I'm sure there's been times where you wanted to quit of course I will it be on the challenges with your health or challenges in business what is what are the one of the things that you say to yourself outside of I'm stoppable or what are the things that you think about or focus on that really help you push through those times where perhaps others would quit well that is a great sweeping question and everyone wants to be successful

and you become successful by solving problems for other people bigger the problem or the more often you solve it for more people the more successful you will be the more money you will earn the more they will give you the happier you'll be and so on but you also succeed by solving problems for yourself so when you have a setback or adversity what you do is you say well what can I do now what's my next step how can I solve this what kind of do more of or less of which one you just start

doing or stop doing and it never occurs to you that you're just going to quit that that that is off the table the only thing that's on the table is how do we deal with this and so you will become intensely solution oriented and I've taught and complete half take one full day courses on learning how to solve problems that make decisions and I've written books on audio programs and so on because what we do in life from beginning to end is they solve problems is if you were to look at your business card you

can take off any title that's there and straight problem solver because all your life from Dondo desk you will be solving problems little problems you run out of toothpaste at home big problems your client cancels an order and so on all of your life from dawn to dusk you solve problems and make decisions and the better you get at it so it becomes almost an automatic response gets to the point where people start to come to you and they say look I've got this problem and you you just seem to solve problems so well what

can we do so you ask questions what exactly is the problem how did it occur when did it occur where did it occur who does it affect what are the various solutions that we can consider and so on and I teach these all the time so people instead of responding to a problem with anger or disappointment they respond constructively escalator whatever it is I can solve it I just have to find a way to solve it and pretty soon they become automatically then they breathe out they solve the problem hmm and it never enters their

mind that they can do it it's just a matter of time many solutions don't work sometimes you will have solutions that don't work at all and that are very expensive or maybe even fatal and those things you can't do much about but basically most things you can solve you as I said earlier you like the chef of the Michelin star chef of the personal development industry and I think the one thing that's consistent with people who seek our personal development is problems they have a problem and I want to solve it every human being all

of life is so solving a problem so what's your recipe what's the the Godfather's Michelin style recipe for solving problems well we shared some ideas today I am a fanatic on goal-setting every person I've ever worked with who has gotten into the habit of writing their goals down has become successful and when you set a goal then yeah just say basically between me and the goal that's just obstacles and what are the obstacles when we talk today about why aren't I already add my coal and your first goal when you're younger is to earn a

lot of money because if you earn a lot of money it gives you freedom it means you can do all the things that you want to do you can have a car and socialize and travel and everything else so you want to make a lot of money and I say to my my friends when I speak to them I say look in life you have a certain amount of time to be here and you can either have a lot of money or a little money and I would suggest you if you have a choice choose

a lot and the only thing between you and a lot is problems obstacles difficulty so we said today you ask why aren't I already earning the amount of money that I want to earn and what of all the things that are holding me back what is the one factor that sets the speed so when I do a sales seminar for example I'll say the one factor that sets the speed is the number of prospects that you talk to if you talk to more people you will find more qualified people and more of those people will

buy from you and they'll get better you'll get better and better and more and more confident and then you'll talk to more and more people and make more and more sales and your whole life will go on to an upward spiral very simple and if you don't you on so the one thing that's holding you back sometimes people say when I talk to a lot of people but I'm still not making a lot of sales well and this happened to me when I was 25 is I didn't know how to close a sale I just

began to stumble and mumble and so I started to buy every book an article I could find on closing the sale I began to practice and practice and practice and my ability to sell increase my income 10 times in one year I could close the sale and then I began teaching other people to close the sale and when I ran out of money and the economy went down the hill in 1981 and so on I saw people were holding seminars and so I put together a seminar called the art of closing the sale and I

advertised it in the newspapers and as an evening seminar in a hotel ballroom and a hundred people came out and paid me $75 to learn how to close the sale because they all had the same problem as well and pretty soon companies for hiring me and pretty soon companies are asking me to tell teach more about sales and these people were making more money and so I began to develop and design other seminars and so on so I found in nineteen 2001 most of the companies that were in serious trouble were in trouble because their

founders their owners really didn't really understand basic principles of business marketing and sales and and staff and hiring the right people and they didn't so I put together seminars on those subjects and many of my students went on to become wealthy and as you mentioned before I have three good friends who became billionaires as a result and they'll quote tell you quite clearly they told me that told lots of people is before I met Brian basically they were nobodies from nowhere and they changed their whole that except out goals made plans and we started to

work on them and today they're billionaires billionaires one is the fourth richest man in Canada a second is the one of the richest oligarchs in Russia and a third is trying to think where it was one of the well one of the MLM experts in the United States where they just applied some of the principles we're talking to here and became better and better at the way they were doing so they got the same results but faster and faster and made more and more money and then they held on to the money they invested the

money they taught other people to become successful and there anytime just going up and up and up as we say you know the first million it's the hardest and then the second million is inevitable so so it takes you an enormous amount of work an average of course the average is about seven years to get your first million maybe ten that's after you have made a decision that my gum I am going to work my behind off to earn my first million dollars because you have to become a totally different human being mentally physically psychologically

confidence skills knowledge determination courage willingness to take chances you have to become a totally different person before you could earn a million dollars but after that you've got it all we've got all that it's like mmm cooking in a dish in the kitchen you finally prepare a beautiful dish well now you've got all the ingredients you just do it again and do it again mmm who have you been most influenced by in your life I've been asked that question many times and I don't have an answer for it because I have read 6,000 books and

maybe a hundred thousand articles written by people and so it'd have to be in a particular situation you could say sales but I've read every book every top book written by salespeople the first one almost always has the greatest effect on you because it opens your eyes up to so many things you never knew before and after that the compounds on itself but time management for example I'm the one of the world's maybe the world's foremost authority on time management I my books are the best-selling on time management in the world in 46 languages as

well as we talked about earlier and and goal-setting it's the same thing speed reading I realized that learning how to read quickly was important to me so I did a full-court press I brought in one of the world's four most experts to do super learning programs including rapidly speeding up your ability to learn a subject and then I wrote a program called advanced learning systems and it was 10 or 12 different approaches to rapid learning languages names people numbers and so on and everybody took the course was just astonished at how good their memory became

in one and one trial and so I'm gonna moved on so every every subject I studied was a subject I was really interested in myself I was selfish I wanted to learn the subject because I believed it would help me and as soon as it helped me I helped one letter teacher teach I wanted to teach it what's the best piece of advice you've ever received again it's impossible to answer the question what's the best piece of advice that you could give and again I don't ask this question lightly and it does sound like a

cliche question but you really have been around the best of the best in this industry and in many respects you you fathered many the best of the best yes anyone who's anyone in today's in the world of personal development at some stage if they've been you know they've been under your wing in some way shape or form and so you know I even said yes they dinner I felt like I'm sitting at the and I know this sounds a little bit and and I don't want to come across one way but I feel like I'm

sitting at the altar with one of the with one of the gods of our time where I get the opportunity to really just sit there and soak up in your wisdom and so what I'm curious to know is you get so many people asking you for advice yes and there are so many different areas you could provide advice but if you were going to provide one piece of advice that you think would be able to effect an impact you know people in a range a difference in our situation it would be that the big three

at the Golden Triangle for me what I call the turning points in my life and the first is to accept responsibility for your life all negativity in your life all failure and frustration all negative emotions comes from your failure to accept responsibility and if you look at our political problems and our welfare our probably everywhere in the world today you'll find that at the heart is people that will not accept responsibility they blame someone or something else for their problems and if you do that you have to first of all realize that it's not true

you are responsible for your own life but we put a gun to your head and made you do or not do anything and accept responsibility and don't blame other people and I teach my audiences in my two-day seminar to chant I am responsible I am responsible I am responsible and have absolutely no grudges no blame no anger toward anyone or anything else because what that does is it just consumes you eats you alive so you'll find that it's so many people that all they think about is other people who have hurt them or done them

dirty or need to be punished and so on you've heard me talk about you never think about other people in negative terms because it hurts you is like punching yourself in the face with your own fists and the second turning point for me was learning how to write down your goals if you are not writing down goals then you are earning a fraction of what you can or if you want to increase your income by 10 times write down your goals and make a plan to achieve the goals and then work on the plan every

day accept responsibility set your goals and work on them every day and then number three which is the magic is dedicate your whole life to continuous learning as Peter Drucker said leaders are learner's as they learn all the time now when I began teaching there were about one or two billionaires in the world today there's bill about 2500 billionaires and they're now starting to do some really intense interviews of billionaires to ask them about their lifestyle number one is every billionaire has worked very very hard 87% are self-made you started with nothing and became billionaires

in the course of their working lifetime and you just think of the ones that are the most famous whether it's Bill Gates or Warren Buffett or Richard Branson Richard Branson all these people they are starting with off of nothing and what they say is that they study an average of sixty two hundred twenty minutes a day Warren Buffett reads 500 pages a day organizes his life he works two or three hours and he reads the rest of the time and they were asked they asked Buffett this question he and the question is why are you

so successful and he says it's because of my secret and my secret is I just say no to everything that is not moving me toward my one or two most important goals I just say no I don't do anything else that does not move me toward my goals and if person watching this would decide exactly what they want and pick a simple goal like to double your income within the next six to twelve months that's a good goal eminently achievable you're surrounded by people who have done it already in the last twelve months and who

are going to do it in the next six to twelve months so make a decision to be one of them alright then make a plan to achieve it why aren't you already earning twice as much and pretty soon if you ask the question the answer will pop up and then just start doing what you need to do every single day and then read learn listen upgrade your skills because you can learn anything you need to learn and the more you learn the more you can learn and I studied this subject exhaustively your brain is unbelievable

if you don't use it you lose it and like a muscle the muscle atrophy if you don't challenge your brain by learning stuff that forces you to think about it so I find that you need to underline you need to write and underline because all learning takes place in the space between the line so if you just read they tell you the reef T thousand words a minute you can't but you can't remember a single word of it so you read a line and you say that's how good and you underline it and read and

underline and read and underline and then if you really want to be successful go back and take out the underlines and put them into a separate journal and review the journal it takes six exposures to a piece of information according to the research to memorize it permanently to actually lock it in to your subconscious mind so it works automatically but once it works on you hear me talk about all these different things it's because I've reviewed and reviewed and reviewed and reviewed these ideas and taught them and taught them and taught them and sometimes I

say they the person who benefits the most from these ideas is me I use them all the time and and my clients my friends like you like yourself yeah so I get a great joy of learning and I get a great joy teaching it like when I watch you speak it's almost like it's effortless like it really just comes from you through you you don't even you don't even break a sweat but I am curious from and this is my last question and I appreciate your time dearly you've touched so many people you know everyone

from you know Anthony Robbins all the way down and has come through Tom Hopkins is another one that you've you know you've had impacts on so many people and in my mind I've got a bit of an idea of the legacy that you're leaving behind you know you've left a legacy with Tony you've left a legacy with me you've left a legacy with these people today but I'm curious to know from from you like what would be the greatest legacy that you believe that you could leave behind well it's interesting I was talking to one

of your clients from this lives just outside of Brisbane between Brisbane and Cole costs and we were talking about that area it's beautiful area many years ago I was in Australia for a week or two weeks when I had about three or date three or three days open and so I went for a long walk on the beach at Gold Coast which is one of the greatest greatest walks in the world and I asked that question of myself and my answer is I want my children when they grow up and my children were young at

that time when they meet someone who knew me I want them to say I knew your father he was a great man he was a good friend it's a great man that's and that has been my primary organizing principle all my life is I want my kids to be proud of me and so far we're doing okay you know he's doing it right you Killian and for those people who'd like to find out more about you your your killing on Instagram you're killing it on Facebook you're killing on YouTube you really are you know demonstrating

the rest of world doesn't matter how old you are you can still really do well in the social environment and we'll put some links below but Brian I just want to take this as an opportunity to say thank you thank you from the bottom of my heart for the impact you've had on my life you certainly change the trajectory of my life I came out of and I think I may have mentioned this to you yesterday yours was the very first book that I read after coming out of my first business that felt quite spectacularly

I came out I was 23 years of age I was almost $200,000 in debt and yeah I was in a bit of a quagmire you know it that's why yeah I read the psychology only thing that changes is the number of zero and I read the psychology of sales and you know was interesting because I remember I was reading that book at the time and I actually got invited and things were so rough that I actually went to I don't know if you've ever had this in the US I went to a timeshare seminar just

so I could get a free meal yes and I remember the guy who's pitching Muniz pitching this $25,000 you know this there's this time and at the end I said look matter I don't have any money but I really am grateful for you know for the effort you put in I want to say thank you in some way and so I actually gave him the copy of the book a psychology of selling that really had a profound impact on me and yeah look he was incredibly grateful and I have no idea you know whether he

read that book or not but what I do know is the is the impression that they left on me and it's had a huge impact on me and I'm very grateful for our time and yeah please do not stop and please continue to do what you do for as long as you can because you really have made an incredible differences let's leave our friends with one thing please on my website Brian Tracy comm and we offer a free goal-setting system and because I'm so passionate about goals and so just go and download it and fill

it out and it will get you into the swing of writing down your goals and it can change your life it changed us change the life of hundreds of thousands even millions of people and it's free so just go there download it fill it out and the rest of your life could be different we'll put a link on the website Brian thank you so much for you Tom great pleasure Thank You Kurt thank you mate Wow this episode was brought to you by nyla the skylit the world's leading fast growth program for business they have

a guys thanks for tuning into unstoppable me your host : right and please do not forget to subscribe to our YouTube channel we get to see all of these interviews in their flesh share this podcast with your friends and drop me a review on iTunes I would love to hear what you guys think and also let you know your comments help make sure that we keep producing killer content just like this and if you'd like to stay up to date with all of my movements upcoming podcasts events and much more please jump onto the website

Kerlin Raycom and also check us out on all social media on the handle at curling rate thanks for joining us