STOP WORKING SO HARD ON YOUR JOB | Jim Rohn Seminar — Transcript

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1. 0:00If you work on your job, you'll make a  living. If you work hard on yourself,
2. 0:03you can make a fortune. We don't get paid for  time. We get paid for value and not for time. Now,
3. 0:09we've got an interesting question. Here it is.  Is it possible to become twice as valuable to
4. 0:16the marketplace, twice as valuable as you  are right now, and make twice as much money
5. 0:23in the same time? Very possible. Could you become  five times more valuable than you are right now,
6. 0:30make five times as much money in the same time?  And the answer is yes. How about 10 times? I'm
7. 0:36telling you the answer is yes. It happened to farm  boy from Idaho. I'm telling you, it is possible to
8. 0:43create more value, bring it to the marketplace,  and get paid a lot more for the same time in
9. 0:51the same time, but for a much greater value.  Now, how do we create this value? By the way,
10. 0:59here's another way to explain it. I draw a little  ladder here for kids that starts in America. We
11. 1:06start down here, let's say, at $5 an hour. In  relating all of this now to the marketplace,
12. 1:18America is a ladder to climb economically. It's  a ladder to climb. starts here at $5 an hour and
13. 1:23this ladder just starts going up like this. Top  income last year, 200 million, right? The guy
14. 1:32that runs Disney, Mickey Mouse. You know, kids  know kids know Mickey Mouse. So now that's a
15. 1:40heck of a ladder to climb, right? Starting at $5  an hour and going all the way up to 200 million.
16. 1:48No wonder everybody wants to come here.
17. 1:50That's a heck of a ladder, right? If I was  in Cuba, I'd build a raft. I mean, you know,
18. 1:55to to try to get here, right? This is a heck  of a ladder. Now, what also is exciting about
19. 2:00this ladder is there's plenty of room at  the top. It's the bottom that's crowded.
20. 2:07Important to know. And there's plenty of  room all the way up. But now that we've
21. 2:12drawn this little diagram, now  we can ask kids some questions.
22. 2:17Why would the marketplace pay  some people only $5 an hour?
23. 2:24Simple answer, because they're not very valuable  to the marketplace. Now, you got to underline
24. 2:29heavily to the marketplace. Might be a valuable  brother, yes. Might be a valuable member of the
25. 2:35family, of course. Valuable citizen of the  country, without a doubt. Uh valuable member
26. 2:41of the church, yes. Valuable in the sight of  God, of course. We're all of equal value in the
27. 2:47sight of God. But if you're not very valuable  to the marketplace, you don't get much money.
28. 2:54Someone says, "Well, it shouldn't be that way."  Well, start your own country. I mean, you know,
29. 2:59see if you can figure it out. We've been working  on this one for 200 years. Maybe you can do it
30. 3:02a lot quicker. But come on. This this is this is  where we're at here. This is what they pay. Now,
31. 3:12how do we increase this $5? Well, there's several  ways to do it. There was a big debate in Congress,
32. 3:22what, year and a half ago, that said this five  is too low. Should be six should be six. Five
33. 3:29is pitiful. Kind of pitiful. As if six wasn't  pitiful. But you see, we don't need to vote or
34. 3:35debate this in Congress. Six is on this ladder.  The first step up's got to be where six is. So we
35. 3:43don't need to legislate. All we need is a ladder  that goes from $5 an hour to 200 million. How far
36. 3:50could it be from five to six? I mean, it can't be  far. If you work for McDonald's and haul out the
37. 3:55trash, they'll pay you $5 an hour. If you whistle  while you haul out the trash, they'll pay you
38. 3:58$6 an hour. I mean, you get an extra dollar  just for your attitude. Wear the hat. Say,
39. 4:03"Hey, McDonald's." This is a ladder,  right? With a ladder, you're supposed to
40. 4:09climb. This is not a bed, so we don't  need legislation, right? This is a ladder.
41. 4:16Now, some people here say, "Well, I'm waiting for  a raise." Well, how long will that take? How often
42. 4:24is the review in the corporate world? Once a year.  What if you don't make it? Another year? See,
43. 4:32that take a long time. Now, it's okay to take  a long time. I'm not saying it isn't okay,
44. 4:36but I'm going to show you some alternatives  here. Now, some people say, "Well, I'll go on
45. 4:42strike for more." Well, that's one philosophy.  But let me give you the problem with that
46. 4:47philosophy. And this is good for your notes.  You can't get rich by demand. By performance,
47. 4:54not by demand. And kids need to understand that  as much as anybody. We get rich by performance,
48. 5:00not by demand. Once they understand that, guess  what they need to go to work on? performance and
49. 5:07you can start that early. A child says, "I  need $5." Most of us don't respond to need.
50. 5:18But if you said, "What could I do to earn $5?"  See, now you get most anyone's attention. Right?
51. 5:23The soil doesn't respond to need. You can't go  to the soil and say, "I need a crop." I mean,
52. 5:28the soil will smile at you and say, "Who is this  clown? Don't bring me your need. Bring me some
53. 5:34seed, bring me some activity, bring  me some willingness. You know,
54. 5:39what would you would be willing to do  to use me to to to show an increase?
55. 5:42And that's the same is true here. Not  by demand, but by performance. Now,
56. 5:48here's the rest of this ladder. Why would  the marketplace pay some people $50 an hour?
57. 5:56Here's a key word. This is worth a  a university education. Here's the
58. 6:00word. Evidently. Isn't that  a good word? Evidently. Now,
59. 6:06part of it in the gesture. How come some people  only get $5 an hour? Evidently. How come some
60. 6:12people get $50 an hour? Evidently. Evidently.  Evidently. Evidently. It's in the gesture.
61. 6:23Evidently is what? Evidently, this person  obviously must be more valuable to the
62. 6:33marketplace. Now, not a more valuable person. No,  not more valuable to the family. No, more valuable
63. 6:40to the marketplace. You got to keep that in mind.  All of us are of equal value. But if you become
64. 6:46valuable to the marketplace, see, that's where  the cash is. That's where the fortune is. So now,
65. 6:53why would the marketplace pay some people $500 an  hour? Evidently, evidently. And it's it's about
66. 7:01this liver. Evidently, evidently. Evidently, it's  all in the gesture. Evidently, and all you got to
67. 7:09do is study this evidently stuff. Evidently,  this person must be much more valuable to the
68. 7:17marketplace. You got it. That's it. Now, why would  the marketplace pay one person $200 million for
69. 7:27one year's work? Evidently. Evidently, it's  it's about like this, isn't it? Evidently,
70. 7:35this person must be extraordinarily valuable to  the marketplace. Now, would the marketplace pay
71. 7:42one person 200 million for one year's work? And  the answer is, of course. If you helped a company
72. 7:48make $5 billion, would they give you $200 million?  The answer is, of course. Now, isn't this a heck
73. 7:56of a ladder? Now, when I said to show my first  mentor and I showed him my paycheck and I said,
74. 8:05"I'm not doing well because this is all they  pay." He said, "No, this is what they pay.
75. 8:19They pay all the way from $5 an hour up to  $200 million for one year's work. That's
76. 8:28what they pay. Now, the question  is, what do they pay you? Whoa.
77. 8:40So, we don't have to worry about the pay  scale. I'm telling you, we don't have to
78. 8:44worry about the pay. There's there's plenty  of plenty of pay that's been arranged from
79. 8:49$5 an hour to 200 million. That's what  they pay. Now, the question is, well,
80. 8:57how can I climb this ladder? Now, let  me give you some of the most startling
81. 9:00information my mentor gave me that changed my  life forever. Here's what he said. Mr. Own,
82. 9:06to climb this ladder as hard as high as you  want to climb it. And how high can you climb?
83. 9:11What's the law here? As high as you want to climb.  How much property can you own in America? As much
84. 9:20as you want. This is called want country.  You can have all you want. How healthy can
85. 9:25you be? As healthy as you wish. This this is wish  country. How much enterprise can you create? As
86. 9:34much as you want. How much of a fortune can  you build? As much. As much as you want. We
87. 9:40got us a ladder. But here's one of the major  factors. Now we got to go by what do you want?
88. 9:49Now, Mr. Schaef did say to climb this ladder as  high as you want to climb it. Here's all you have
89. 9:53to do and make this a part of your notes. If you  make this note, the rest are really secondary.
90. 9:59This is the most important. Here's what he said.  Work harder on yourself than you do on your job.
91. 10:10When I got that little refined message  and added it to my own philosophy,
92. 10:17it forever changed my life. I got so excited the  first year I could hardly sleep nights. He said,
93. 10:24"All you've got to do, you don't have to work  on the marketplace. You don't have to work on
94. 10:28developing a a more level playing field. You  don't have to work on your boss. You don't have
95. 10:32to work on your company. You don't have to change  anything out here. You don't have to grab the wind
96. 10:38and see if you can hold it back or change it. He  said, "No, here's all you have to do. Work harder
97. 10:42on yourself than you do on anything else." When I  did that, my whole life changed. A few years ago,
98. 10:52I got a telephone call and finally met in  person with a group that said, "We're doing
99. 10:57business around the world. We're expanding,  and we could use a little bit of your help,
100. 11:02and if you would help us for a little while, we  would add some millions to your fortune. would you
101. 11:07give us a bit of your time and talent? And I said,  'Okay. I thought later, isn't that interesting
102. 11:12they would ask me? My second thought was, of  course they'd ask me. Who else would they ask?
103. 11:20Now, I told you that at age 25, I was broke,  pennies in my pocket, nothing in the bank,
104. 11:25creditors calling, behind on my big mouth promises  to my family. Then how come not long ago I get
105. 11:31a telephone call and it's worth millions?  How come? The word is evidently. Evidently,
106. 11:39something must have happened to this guy between  ages 25 and not long ago when I got the telephone
107. 11:47call. And I'm telling you, anybody that wants  to can work on this to make yourself valuable.
108. 11:55Jot this down. It's a bit philosophical,  but to put it in philosophical perspective,
109. 11:59I think is vitally important. Here it is.  Success is something you attract by the
110. 12:06person you become. That puts it in perspective.  Success is not something you pursue. What you
111. 12:14pursue usually eludes you like the butterfly you  can't quite catch. So success is not something
112. 12:20you pursue or go after. Success is something  you attract to you by the person you become.
113. 12:26So to attract success, here's what you have  to do. Work harder on yourself than you do
114. 12:29on your job. If you work on your job, you'll  make a living. If you work hard on yourself,
115. 12:33you can make a fortune. And we teach this all  the way through the full spectrum right on up
116. 12:37to becoming an entrepreneur. In leadership,  we teach to attract attractive people,
117. 12:41you must be attractive. So, you go to work on your  own attractiveness. To attract committed people,
118. 12:47you must be committed. To attract powerful people,  you must be powerful. To attract healthy people,
119. 12:53you must be healthy. To attract visionary  people, you must be a visionary person. See,
120. 12:59that's where it starts. And it works even down  in all of the personal stuff. I'm telling you,
121. 13:05Schae said, if he becomes that kind of man,  attracting that kind of woman is no problem.
122. 13:17If she becomes that kind of lady, attracting  that kind of gentleman is no problem. What you
123. 13:25do is go to work on yourself to make yourself  attractive. Make your language attractive.
124. 13:30Make your appearance attractive. Make your  insight attractive. Make it powerful. Make it
125. 13:35uh workable. Make it fundable. You know, make  it valuable to the marketplace. And then make it
126. 13:42valuable to each other. Make it valuable to people  as well as to the market. And I'm telling you,
127. 13:46if you go to work on that, your whole life will  explode into change. Becoming valuable. Now,
128. 13:51here's what's important. Find  ways to measure your own value.
129. 13:56One of the ways to measure your value is  pocketbook income. Now, it's certainly not the
130. 14:04only measure. But see, if you don't take the extra  classes and learn the extra skills or develop the
131. 14:09extra value to the marketplace, then then you're  denied the open door to having much more than
132. 14:14you've got. So, the whole key is to learn to judge  your own value. You say, "Well, here's why maybe
133. 14:20I haven't attracted this into my life. I have not  worked hard enough on myself. I haven't worked on
134. 14:25my vocabulary. I haven't worked on my attitude. I  haven't worked on my my my personality. I haven't
135. 14:31worked on my abilities and my skills. And  I'm telling you, if you turn this around,
136. 14:35no telling what can happen to you and happen to  your life. So, go to work on that. That's what I
137. 14:41did at age 25. Up until age 25, I worked hard on  my job and I made a living. Starting at age 25,
138. 14:47I worked hard on myself and I made a fortune. And  I'm telling you, anybody in this room can do it.
139. 14:54This language, this stuff doesn't leave anybody  out that's here. It doesn't leave the young person
140. 14:59out. You can walk out of the ghetto with this kind  of philosophy. Step by step, person by person,
141. 15:04apple by apple, book by book, class by class,  discipline by discipline. Doesn't matter where
142. 15:08you are. Work harder on yourself than you do on  your job. Work harder on yourself than you do
143. 15:22on your job. or start with whatever you got and  start working on yourself and it'll all change.