Jim Rohn - Creating Your Best Self - Best Motivational Speech Video

let's now get to our last subject called leadership we'll take about another 30 minutes here cover some on leadership and then we'll take our last short 10-minute break and then we'll come back and finish up the day finishing up leadership the title of the weekend was called the making of a leader and it takes a lot of things really for the skill of leadership all the things we've talked about the personal development side and setting goals being able to make plans game plans time management communication all of that is all part of the preparation and

the continuing schooling and education of leadership but now we're going to cover the subject per se leadership and I've got an interesting phrase to start with under leadership and it goes like this to attract other people you must be attracted attrative and we've covered that sort of sprinkled throughout the last couple of days what you want you attract so to attract other people you must be attractive so a big part of the process of leadership is self-development not people development but self-development leadership the great challenge of the80s I call it in all kinds of fields

science politics industry education sales we do need some leadership in the sales field we're still here in some of the old cliches of the 30s right roll the pencil across the table and before it drops they'll grab it and you ask them to sign I mean you know we don't need those tricky things anymore people are a lot more sophisticated they're a lot brighter these days right the old sales tricks won't work you know true sales is an educational process let me tell you what I've got and how it works see if you like it

and if I'm good at it I'm sure you'll buy if I'm not I'm not sure let me try just honesty and sincerity and upfront and leveling with everybody I tell you what hard for other people to handle total sincerity and honesty I mean what do you do with that I mean tricks you can learn to be tricky if somebody wants to spar you can learn to spar somebody wants to dance and Dodge you can learn to dance and Dodge but what do you do with total honesty and total sincerity see that's hard scha said in

the sales field at first he said just go out and be just totally sincere so I did it in those early days somebody say what why should I buy from you I says cuz I need the sale if I don't sell something soon I'm in deep trouble I couldn't believe what that disclosure would do for some people try total honesty and that was total honest if you don't buy I'm in trouble gu says well okay I'll buy right I mean I couldn't believe it if you got to sell with tears in your eyes see I

tell you why I'm troubled right now I'm new at this and I'm afraid if I don't tell it right you won't buy and you'll miss the opportunity I wish this was a year from now I know you'd buy but let me try my best see just honesty what can somebody do with just honesty after I'd make a sale or try to make a sale guy says no I'm really not interested I'd say look I know now you're not going to buy but would you give me some tips I'm brand knew at this sales would you

give me some tips as to why you didn't buy is it because I'm new and I stumbled a little bit cuz I know you need the product did you not buy because I wasn't strong enough those are interesting questions aren't they that's called let's get right down to it now see I was so simple back then in my presentation I just ask how come you didn't buy I know you need it is it because I'm knew guy says well yeah probably about a year from now when you get better I would have bought said then

I got you know a little better at saying well why don't you go ahead and buy let's pretend it's a year from now I don't know just honesty just let it all hang out just tell it like it is you just being clever just isn't the really the way to do it just honesty anyway we need some of that kind of leadership instructions helping people these days here's another challenge for leadership parents a lot of parents are hoping someone else will exercise the leadership role teachers or the church or the school or the community somebody

will take up the task of being the example of leadership but this is a challenge for his parents to take up themselves to become leaders here's the real challenge for leadership leadership is the challenge to be something more than mediocre the challenge to be something more than mediocre it was said of Abraham Lincoln when his mother died she he was at her bedside when she died and her last words to him were be somebody Abe and if that story is true he must have taken it to heart be somebody that's a good challenge be somebody

be somebody wise be somebody strong strength is attractive be somebody [Music] kind all of the attributes of leadership are unique challenge now here's the real key learn to be strong but not rude there's always the thin line that you have to wa watch and make sure you don't cross learn to be strong but not rude the challenge is to be kind but not weak learn to be bold but not a bully the challenge is to be humble but not timid be thoughtful but not lazy learn to be proud but not arrogant that's a challenge learn

to have humor without Folly so okay to uh you know tell funny stories but the key in leadership is don't be silly right there's a difference between being silly and and having humor okay that's the challenge of leadership now leadership should understand the 20% 80% Rule and the 20% 80% rule I don't know exactly where it came from but if you're going to be involved with people any amount of time or any number of people from whatever walks of life you've got to understand what we call the 20% 80% Rule and if you haven't heard

it before let me give it to you the 20% 80% rule says it seems like and that's a lot of things right it seems like 20% of the people do 80% of the business and 80% of the people do 20% it's just one of those strange things about life and we can ask why all day long a lot of things you don't ask why let the obvious be your best teacher almost any any Enterprise right whether it's a business or a club or whatever sure enough 20% of the people do 80% 80% do 20% ask

the minister of the church right who picks up the tab here I bet you he will say well let's see about 20% of the people pick up 80% of the tab and 80% pick up 20% it's just one of those interesting statistics about life okay now once you understand the 20% 80% rule here's what you must learn to do as a leader don't try to change it this is not something you change this is something you work with see there's a lot of things in life you don't change you don't say I think I'll take

fall and put it after winter say no no no see that's too difficult you don't change fall around and put it after winter you leave it where it is but you learn to work with it like it is okay the best beginning for any successful Venture is real reality let's figure out how it really is and not kid ourselves and not wish it was different okay so we take the 20% 80% rule like it is and we learn to work with it now here are some of the key points in understanding the 20% 80% rule

if you wish to affect your business 80% you must work with the 20% it's just one of those things you just learn to work with to affect your business 80% you work with a 20% that are creating 80% of the business now let me give you a unique part of life the pull is in the opposite direction and it always is here's what success is success is learning to move in the opposite direction of the normal negative pull success is just overcoming the normal negative downward Trend cuz I guess that's what life was meant to

be overcoming the normal negative downward pull success is moving in the opposite direction life that Springs from the seed really is moving in the opposite direction gravity wants to pull the seed down but sure enough the seed being pulled down by the soil takes root comes to life right comes to life takes root starts to grow and which way does it grow up right it gets the roots and the nourishment but it grows up it pushes its way Against Gravity right it moves up and that's what success is that's what life is of movement in

the opposite direction so guess who wants 80% of your attention the wrong percentage the 80% of whatever Enterprise you're working with if you got a group of people going 80% of them want 80% of your time they say well we're the 80% but see you've got to learn to resist that now you do it diplomatically you do it with intelligence but if you want to be successful you got to do it okay you've got to give 80% of your time to the 20% and 20% of your time to the 80% somebody says well now how

do you do that well now here's where you got to get smart here's what I learned to do with the 20% 80% rule I learned to give the 20% individual time and the 80% group time I just figured that out right say well these 80% are only producing 20% of the business so I've got to figure out a way to talk to them by groups now I can talk to an individual that's doing the high production but I can only talk to the groups in these collection of people that are doing the small production okay

now guess who wants your individual time the wrong percentage what you got to do is just diplomatically move in the opposite direction you just diplomatically learn how to just give the group time to the 80% individual time to the 20% now this is not something you fight it's something you work with guy says oh I got it made here's what I will do I'll just eliminate the 80% right they're only getting 20% of the business anyway I'll just get rid of them and I'll just keep the 20% well you can do that but here's what'll

happen pretty soon the people that you've got left after you have fired the 80% sure enough 20% of them will be doing 80% of the business and 80% will be doing 20% this is like the seasons this is not something you try to rearrange this is something you get smart enough to work with now every leader must have some listening time to what's going on in the field what's happening with the people here's what you must do with your listening time you must give 80% of your listening time to the 20% and 20% of your

listening time to the 80% now guess who wants 80% of your listening time the wrong percentage so you just have to learn to be diplomatic okay it's incredible this is something you learn to work with and not against now what you do is just learn to capitalize on the way things are to create the market most people buy when it's high and sell when it's low right that's normal that's the normal scare that's the normal being uneasy buy when it's high sell when it's low guess who becomes wealthy the people who move in the opposite

direction now that takes tremendous strength of Will and capacity and knowledge and it doesn't mean you hit it every time but it does mean your chances are much better to buy when it's low and sell when it's high right that's what success is success is moving in the opposite of the normal negative downward pull but what's unique about human Enterprise is unique things can be accomplished by understanding the world setup understanding how people are and learning how to work with it and not against it now next we'll cover this and then we'll take a little

break leadership should understand the law of averages one of the most important studies to study is the law of averages and the reason is because everybody's affected by it this side of the world the other side of the world business is affected by it social personal people religious doesn't matter what it it is we're all affected by the law of averages the church is affected by it the the office is affected by it the community is affected by it the States's affected by it the fames everybody's affected by the law of averages so it's a

good one to understand how it works what's going on so you're not disappointed and tipped over and upset see once you find out the truth there's a Bible phrase says the truth sets you free and it sets you free from animosity it sets you free from being tipped over and been out of shape you just have to understand how it is people used to cut me off on the freeway I would go absolutely Bonkers I'm now chasing them down the freeway see I learn not to do that right cuz some things are just I just

frustration they accomplish nothing it's like saying liar shouldn't lie now see that's called Idol conversation right there's no use even talking about that because see Liars are going to lie you can say they shouldn't but that won't help okay Liars lie cheaters cheat thieves steal and you can say they shouldn't but that's called Idol conversation understand how it is right some things are it's just like it's just like it is once you understand that that's how it is see now that takes Off The Hook from being been out of shape disappointed frustrated angry you don't

understand you're all confused see once you know then it just takes away all the confusion and the misunderstanding and the misreading now when somebody cuts you off on the freeway see you just you learn to handle that better tell them they shouldn't see that won't help right cuz they're always going to do that you know if those people who cut you off on the freeway really tip you over then you're going to be tipped over the rest of your life because those people are always going to do that they're known as cutter offers on the

freeway I mean that's what they are one of the best things is to take the simple approach the guy says to me well this is happening to me and this is happening to me this is happening to me I do this and then this happens then this goes wrong and then this happens how come all these things happen to me I'm trying my best I say sir I really don't know the best experience I've got over the last 25 years especially is those kind of things always happen to people like you I don't know that's

the best I can figure out what you've got to consider is if you wish for it to change you must consider that perhaps you should change see if this is happening to me maybe it's because it's the person I am now some things are accidents I understand that but some things are attracted you've just got to make sure that it wasn't just accident that maybe you're becoming that kind of cynical person maybe unhappiness is attracting unhappiness maybe over overdo sadness is is attracting sadness right maybe confusion attracts confusion and it's true whatever we are attracts

so we must take a look and see where we are but the law averages is unique and of course the best place to study all the laws is in the Bible here's what the law of averages says if you do something often enough if you do something often enough you will get a ratio of results a ratio and that's one of the key words in leadership to remember everything has ratios now what do we mean by ratios well it concerns anything let's say you just joined a new company and you're out selling some new product

and you talk to 10 people you're just brand new you talk to 10 people say I got this neat product and you present it to 10 people nine say no and one says yes now already you've got your a ratio going and we call it one out of 10 that's fairly simple right no matter what you do if you do it continuously for a while you'll get a ratio some kind of ratio okay in baseball what do we call it batting average see if somebody's pitching you're up there swinging sure enough now even if you're

an amateur if you keep swinging you you'll get one right the ball will hit your bat I mean right you just get in the way you know you just do it often enough but a racio starts to develop right now here's an interesting question about the ratio who will this ratio work for see anybody can get a ratio started that's a key word anyone can work on this ratio now you might say well if you're getting started and nine say no and one says yes right you're not doing that well well let see at first

you don't worry about doing well at first you get a ratio going so that you can look at it and analyze it and see what's happening that's why it's very important in sales we teach talk to lots of people every day and at the end of the day jot down your progress this is why your Journal is so important at the end of the day make a list of your progress here's what I did and here's what happened so that you can go back over it and start analyzing it so you can see what to

fix and what to get on that's good and what to get off that's bad but anybody can get one of these ratios going now even those that say no are valuable because at first they listen to you practice your presentation right and we teach in sales you don't want to make a sale you want to become a salesperson so these people who say no they're listening to you practice in fact at first you might want to pay them say here's $5 just listen to my presentation I'm not that good at it yet you know whatever

right to get this whole thing started now this will work for anybody one out of 10 now see uh you can start to compete here's the next rule for the law of averages the ratios once a ratio starts it tends to continue once a ratio starts it tends to continue if you're just getting started you talk to 10 nine say no one says yes here's what's exciting chances excellent if you talk to 10 more you get another one it's uncanny I don't even know how it works all I know is it works sure enough another

one will say yes and see now all you got to do is just do this two or three times talk to 10 more another one says yes now you know you're getting about one out of 10 and see now you can start to compete and that's one of the next best incentives is competition so get your ratios going so you can compete now see if I joined your company and I just got started and you're so good you can get nine out of 10 and I just started and I can only get one out of

10 cuz I just got there if we have a contest for 30 days on sales I will win somebody says how would you do that see it's very simple since you're so good you can get nine out of 10 and the contest goes 30 days while you're talking to 10 and getting nine I will talk to 100 and get 10 so that when the month is over you've got nine I've got 10 I win and that's one of my objectives is to win now I have another objective for you to lose CU you learn a

great deal by losing and I wish to be your teacher competition learning how to compete what I do is make up for in numbers what I first lack in skill once you understand the law of averages you can make up for in numbers what you first lack in skill see if I have to I'll sleep 3 hours a day and work 21 or 20 I will to win now I can't do that forever but if we've got something going see I'll just make up for in numbers if I don't have the skill I will make

it up in numbers okay now you can start to compete getting one out of 10 a ratio tends to continue now who will it continue for anyone who tries if you try okay now here's the next key on the law of averages for the ratios the ratio can be increased isn't that unique you talk to 10 get one talk to 10 more get one talk to 10 more you get another one talk to 10 more you get two why is that why would about the fourth time you talk to 10 you get two instead of

one you're getting better key question who can get better anyone who [Music] tries see that's exciting now could you stay and work hard enough to get this ratio up to three or four out of 10 is that possible for who anyone could you stay long enough to be a pro get 67 out of 10 is that possible for who anyone what's exciting to know is that capacity meeting opportunity can yield the most incredible results and you have all the capacity that's necessary and you're surrounded by opportunity I mean you lack nothing from where you sit

to create Enterprise and wealth and Fortune lifestyle all the uniqueness you want being surrounded by opportunity and having unlimited capacity I mean what else would you ask for some people say well could you just bring it to me well no no okay now there's a Bible story that teaches the law of averages it's an interesting story called the parable of the sword the parable of the SE the story of the SE and if you haven't read it for a while it's an interesting very interesting uh story to read it's a great illustration of the law

of averages the parable of the so the SE in the ancient days was the guy that planted the crops they called him the SE right they got the ground ready I don't know just how they all got it all ready right but they got the ground ready and this guy called the sewer was the planter of the crops and he would take a bag of seed walk across the field and he would right sew the seed and plant the crops they called him the sewer now the story of the sewer is a typical story of

life and people and results and what you can expect right and then you let the obvious be your best teacher now when you read the story of the sore you'll come up with some interesting um some interesting points first the SAR was a wise man and when you read the whole story you'll come to the conclusion the serwer was a wise man which is a high Advantage right you don't want to send a dummy out to plant right we will all starve comef next point to the story was the swer had excellent seed excellent Seed

story says he had the best he didn't settle for something cheap and second best third point of the story story he was highly ambitious and when you read the whole story you'll come to the conclusion this man was ambitious which is an admirable quality ambition and then he went to work guy says oh I knew there was a hitch in there somewhere that's where it is probably right the guy goes to work now the story with the sewer with the excellent seed highly ambitious opportunity all around him he has the capacity he's got the seed

everything's ready and starts out to sew to get some results now it's an interesting story about what happened to him it's a typical story of life but it's fascinating here's what it says he starts out to sew the seed early in the morning but the first part of the seed that he sews Falls by the wayside and the birds get it he's sewing this good seed highly ambitious man sewing this good seed and the birds are grabbing it he SS some more and the birds grab that he s some more and the birds grabb that

now remember remember this is a typical story of life and people now is that fairly typical see I got to tell you as a leader the birds are going to get some of the seed you get a hold of John let's say you're in real estate right somebody here's in real estate you get a hold of John John says hey I'm looking for a change I need a new uh occupation change and I've heard about real estate you say John come on over Friday night we're going to have this orientation class and we'll show you

how to do it might be the new life for you earn the money you want to earn get your life turned around who knows what'll happen John says sounds great to me uh I'll be there on Friday night learn all about it I'll probably be one of your best salesman say okay see you Friday night now come Friday night 7:30 supposed to start John's not there H say well maybe the traffic's a little heavy so uh we wait till qu to 8 about 8:00 we come to the conclusion clusion what he's not going to show

question what's happened since this unique conversation that you had with John and you dropped on him this great idea you've got the explanation helped to change his life he said he would agree to be there and he's not there what's probably happened between then and Friday night the birds done got the boy got him and who knows who the heck it might be right maybe it's his brother-in-law right says real estate you're not going to mix up in that are you talked him out of it or his plumber says let me tell you about real

estate his plumber now if you get the message back as to what happen see here's where you might get off track there's a couple of things you can do when the birds are grabbing the seed one is you can chase Birds say those dirty birds and the way you go after the birds you say wait till I get a hold of his brother-in-law I'll straighten him out tear him a new page what does he know about real estate is plumber now see you're off trying to straighten things out rather than accepting it as it is

the best study of life is how it is not how you wish it to be not how you wish to rearrange it how to take advantage of how it is some people would rather get even than to get ahead they get off course see if you're off chasing birds you have left the field You're Not sewing anymore now your chances go down instead of up there's some things you don't try to cure there's some things you ignore here's what it said this wise sewer did it said he ignored the birds and he kept on sewing

how clever there's some things you just got to accept that's the way it is so he keeps on sewing and here here's the key if you keep sewing you can sew more than the birds can get but the birds are part of life and don't press me why I didn't arrange all this I don't know it's just the way it is so he keeps on sewing now the story says this sewer keeps on sewing now the seed falls on shallow ground Rocky ground where the soil is shallow and it says the little plant starts to

grow this time the birds didn't get it but the first hot day these little plants wither and die now that's kind of disappointing isn't it but see that's bound to happen this time you recruit John John says I'll be one of your best he doesn't show up at the third meeting you say where's John say I don't know somebody said boo and he when I went to high school there were uh 400 and some in the no yes there were 400 and some in the freshman class and 150 in the graduating class is that unusual

see there's always more freshmen than seniors what's that called the law of averages life takes its inevitable toll everybody should stay and finish right maybe they should but they don't and you've got to learn to take that into stride see otherwise you'll be bent out of shape you'll be tipped over you'll be frustrated you will misread life and you won't know what's happening you've just got to understand sometimes the seed falls on shallow ground and it didn't say what to do about the shallow ground it just said that's the way it is and we have

a tendency to say I thought sure John had last a month but sure enough it's happened now you're going to be disappointed let me put this in here when this doesn't work out you know just as you've planned you're going to be disappointed but here's what you must learn to do as a leader learn to discipline your disappointment that's very important cuz sometimes it's easy to say well Pete he's quit John he's quit I guess I'll quit and you just follow instead of lead you're going to be disappointed so be disappointed but don't let it

kill you and don't let it stack up just understand that's the way it is I wish you would have stayed but I wish him the best wherever he's gone he didn't last but so what that's life now then here's what it said the wise sewer did he kept on sewing how clever now it says the seed falls on thorny ground guy says well how much of this trouble can you have well hang on it's not the end of the story says now the seed falls on thorny ground and the little plant starts to grow but

then the Thorns choke it to death now is that fairly typical see the Thorns are going to get some the little bible story called The Thorns the cares of Life little cares little duties that cheat people out of big opportunities and it happens every day and I don't know what to do about it I call John up and I say John where were you last night we had a meeting John says well I can't make every meeting I say why not John says well I got a lot of other things I got to do I

say what are they you won't believe the list John gave me for last night the backyard fence was sagging and the dogs are about to get out you just can't let your dogs run loose the screen door had come off the hinges you you just can't let Things Fall Apart you got to take time and keep things fixed up some extra trash had piled up in the garage you just can't let mountains of trash take over you got to take time and haul out this stuff on the phone I can hear the Thorns getting you

uh uh uh people letting little things cheat amount of big opportunities some people have the incredible ability to major in minor things I drive through this little Community John's out there moan his lawn cussing the weeds his face is red and he's about to explode I stop and I get out of the car I said John what are you doing he says what does it look like I'm doing a mous lousy lawn I say John there's all kinds of little neighborhood Boys Around Here mow your lawn he says well they want $5 a m myself

a m number one there should be a law against cheating some little neighborhood boy out of $5 that should be a law but see the biggest cheat is letting little things cheat you out of major opportunities called the Thorns the king cares but now what do you do about that well see I used to give classes on how not to let the Thorns see but that won't work I mean those classes won't help here's what it said this wise man did he kept on sewing how clever he understood the law of averages keep sewing good

people are not trained they're found you don't need much training right with good people fine good people now it says finely the seed falls on good ground that's what it says good somebody says how do you find the good ground answer keep looking you'll recognize it when it comes by you won't have to make something bad into something good you'll recognize good when it comes by now even the good ground the story says part of the good ground produced 30% part of it produced 60% and part of it produced 100% even the good ground what's

that called the law of averages the ratios where do they work everywhere who for every everybody now what you must do is understand the ratios as a leader so that you learn how to work with them and not against them now see I used to give classes here on how to do 100% but see that won't help it's called frustration for the leader right in the evening seminar I say right the key to management is don't send your ducks to Eagle School right and this is part of it here right it's learning where what to

do and how to find the right people what to do and how to find the right people see that's major so you let people who want to produce 30 they make a contribution to the whole and the 60 and the 100 now here's the key question how do you find the 100 percenters answer you got to go through the birds you got to go through the hot weather getting some you got to go through the shallow rocky soil you got to talk to the 30 people the 60 people to find you the hundreds here's what

we say if you want a lot of seniors you must load the Freshman Class okay that's how you find seniors you just load the freshman class and there's a lot of things you just watch the process you don't try to change the process you just share the story and Watch What Happens share the opportunity and watch and you pick by watching what happens you don't force you don't make and you don't change you watch so it's called act and share and watch and pick okay act and share and watch and pick and what's smart is

to pick 100 percenters that become 100 centers right you look like a hero and you don't try to make 100 percenters out of people who are not going to do very much and see that's not on them now some people in one Enterprise are going to do much better you know in one Enterprise than they are in another but whatever Enterprise you've got going or whatever you're working with in the way of people just understand the law of averages and here's the key don't try to change it learn to work with it okay is that

helpful the law of averages I'm telling you it'll save you a lot of Heartache it'll save you a lot of mistakes and a lot of errors and a lot of wondering and a lot of pondering sleepless nights Agony I mean it just cures a whole lot of things once you understand the law of averages okay topic under leadership how to build a successful team of people finding finding the right people is always a unique challenge but that's where success comes from the team effort if you're going to put any kind of Enterprise together that has

a specific objective being a national championship team or a a business an Enterprise a a church an organization you've just got to find the right people and this is how to build a successful team of people to accomplish a specific purpose now if you don't have a specific purpose then you can probably just use most anybody but if you've got a a purpose you know whether it's a sales purpose or an office purpose or a real estate purpose purp or a church purpose or a organization purpose or a championship team right if you're going to

build an organization of people for a specific accomplishment then you've got to have uh the right people and let me just give you a little checklist we use around the world trying to find the right people first there's a checklist of three things first you check interest and checking a person's interest uh there's probably several ways you can do it one is I guess by resume what someone has done in the past May indicate their interest for the future but I the best way really to check interest is face to face you know you just

got to look at somebody and have them look back and get into conversation and talk about the Enterprise and talk about you know the job description you know what it's all about to find a person's true interest now in the role of leadership you do have to be caution that some people are going to try to fake you out so you got to get ready for that but um if you do it often enough person to person face to face you can get good at really checking a person's true interest I guess Jesus Master teacher

was the best at it the story says one day a group came to him and said uh Master We Wish to Be Your disciples Jesus said gentlemen you have put your story on the wrong person because unfortunately I can read your heart they said oh see they weren't wanting to be disciples they had all they had all kinds of trickery in mind but that was The Upfront show of Interest We Wish to Be Your disciples but see he read them just right off the bat now you might not get that good at it right to

where you can read Hearts but I'll tell you what though if you will practice if you'll be sensitive if you'll look if you won't miss anything you can get very good at reading true interest to really check that against what you hear in the conversation that's going on now of course here's where the woman comes in with her extra special gifts right see if a man's having problems recruiting someone or or talking to another man and he's not quite sure then he just lets a woman sit in on the conversation and says you just sit

and listen while I talk to this gentleman and then you'd give me your feelings and sure enough you know she'll tell you you know when it's over you just consult with her say how'd you feel she'll say hey I felt great or she will say I don't think so right because the women have this uncanny sense of danger or something doesn't ring a bell but uh you know men can get good at it but anybody who practices this art of really trying to judge true interests can get better and better at it now no matter

how good you get you're still going to make some errors in judgment Jesus said I'll take you and that was Judas I mean so you are going to make you know some errors anyway so that helps me right to know when I make some errors now so first of all you check interest here's the second thing you check is response a person might be interested in the pay or they might be interested in uh you know the opportunity or the future but you also have to check response how they respond to the job description are

they excited eager about whatever it takes to do it to get the job done if somebody says you have to get there how early you have to stay how late go home in the middle of the traffic the breaks only what was that again 10 minutes you just have to say next right you you just don't have the right person because the response is wrong then third third thing you check to build a successful team of people is results and I don't know any substitute for that finally you must judge by results results must soon

match quality you might have a nice person a good person but unless you start getting early results then you just don't have the right person and it isn't at the right wrong person may be a bad person it's just that they are not the right person for the job for the skill for whatever needs to be accomplished you know the great coach John Wooden I'm sure said to the supposedly skilled young basketball player he says sir can you hit it from the corner I got to have me a corner man who can hit it from

the corner and uh well how we going to know if you can hit it from the corner right John says well I'll just stand here and you just fire away and I'll count that's how you finally tell Just Launch a few and I'll just I'll just keep score here cuz I got to have somebody who can go the corner now finally you got to judge by results and the early part of activity doesn't need to be the final results the results can be did you make the calls this job calls for at least 10 calls

a day so the next morning we get the little sheet out and I say John how many calls on that 10 did you make yesterday John says well say the well won't even fit in the box and sure enough I've got this indication John's going to come up with a story and the story for sure won't fit in the Box I said John the box is too small for the story all I need is a number 1 3 5 8 7 just give me the number and I'll put it in the Box see finally you

must judge by results cuz that's the name of the game right results now we all need to give people time for results but finally you must judge by results we don't judge by stories we just let the numbers speak for themselves we let the activity that we've set up now make sure when you recruit somebody put somebody on and you're developing an organization whatever you're doing make sure everybody understands up front