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-What's up guys. My name is Daniel McKenna and today you're going to be sitting down with Clay Clark, one of our business mentors, and Caleb Taylor as they talk about being the change you want to see. Changing your work behavior, and how that can affect your career or when you want to grow your business. PS it's positive. Let's go.
-Clay, how are you doing?
-Man, I am feeling fabulous. You know, we have the studio light sometimes get a little bit intense in here. And being I don't see direct sunlight for months at a time, I'm starting to get that heat going on. So if I start sweating, or start, you know, perspiring, you know, on the air here, just work with it.
-Well, if you're not careful you might just get a little color.
-Well, it's not something I want. I don't want that pigmentation. It's a reputation I've developed.
-There you go. You can, I believe in you. We'll get out here you can stay pale as ever.
-Thank you. I appreciate that.
-But what we're talking about here is be the change you want to see. OK, be the change you want to see. Now is this inspired from a song, or how did this start with the man in the mirror? How did this, you know, why is this so important?
-Gandhi, who led the movement in India, which resulted in the freedom of millions of people. He talked a lot about you have to be the change you want to see.
-And I find that one of the big things that will help people become successful quickly, is once you start realizing that you're going to take ownership of your life. We can't control who our parents were, what, you know, background we have or what we did in the past.
-But if you can say right now I am willing to take ownership of my life and decide to be intentional about moving from where I am to where I want to be, you can begin to have big success.
-But as long as we wait for the government to help and we wait for the economy to turn around and wait for our parents to get involved, or wait for our spouse to get encouraged, or wait for our kids to get encouraged, wait for your friends to validate your idea, you're never going to have big success.
But once you can start to get to that point where you say, I have to change that I want to see, you're going to start to be big, just unbelievably massive things in your life and you're going to start experience big success.
-Now, I know that you preach this a lot but if you start doing this, you start becoming the change you want to see you, at the place that you work now you'll stand out in a big way. Because the majority of people will not be doing the kind of things that you're doing, if you're trying to be that change.
-And I wouldn't have believed that until I started a business. And once I did, I started realizing that man, something disappeared from the warehouse today. Man, what happened to that petty cash? What was going on?
-You start to realize that that's, um, unfortunately people lie, cheat and steal. When they come to work, they lie, cheat and steal there, as well.
-But you're saying if you want to make a change, you, the change should start with you and you'll then stand out in a big way from everybody else you're working around.
-Yeah, I mean, just the example up. If there's 36 employees, you're now going to be in the top 35 just by not stealing. Now, what if you're honest? You're going to, and then move up into that top 20. And if you show up early, you're probably into that top 10.
-If you get your work done, you're probably in that top five. And if you over deliver and you wow your boss, you're probably in that top 2. Pretty soon, bam! You're the logical choice.
-Again though, this is going to be rare. According to Forbes. 64% of all employees visit non-work related websites every day at work.
-And I will tell you this, I even noticed, I meet a lot of entrepreneurs who own a business, who are struggling because they do the same thing. They're spending their whole work day just drifting around the internet watching ESPN, and watching MTV and just kind of watching whatever websites they can find. And the reality is, when we're at work we have to focus. And most people struggle to focus. And so therefore, again, if you're just not looking at non-work related websites, you're moving up into that elite third.
-So you can't wait for the change to happen, though. That's the whole point.
-You've got to decide right now, are you serious? Are you coming to work every day to do big things, or are you coming to work just to hang out? And if you want to do big things, we've got to start making these big changes right now.
-And it can have a huge impact. Just by deciding to be the change you want to see, you can stand apart from many people that you're working around.
-I will tell you, if you display a work, a solid work ethic, working hard in character, you're going to out work, you're going to out succeed most
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-We're going to touch on two principles here. The first is the power of the work ethic. The second is the importance of diligence. The power of work ethic and the importance of diligence. Let's start with the first one here. Principle number 1, the power of work ethic-- I got a notable quotable here from Mr. Will Smith.
-Oh, bam! Independence Day.
-You might not know this, but he, at one point, was nearly a bankrupt rapper-- almost bankrupt. He was rapping. Then he went on to become a very successful actor, which we know him for now. He's done pretty well.
-He's done well. His movies surpass, what, $5 billion or $6 billion--
-It's $6.6 billion
-of gross revenue for his ticket sales. That's craziness. Crazytown.
-Here's his secret. This is what he says-- notable quotable. He says, "And where I excel is ridiculous, sickening work ethic. You know, while the other guy's sleeping? I'm working." And that's what he credits his success to.
-I will say this. If you go into a call center right now and you talk to customer service reps or you go into a sales office-- there's one guy in a furniture store locally that I met, and he just committed to spending an extra hour a day, he said, mailing thank-you cards to all of this customers. And he spent a half-hour a day, he said, reading books about how to become good sales. Literally, this is all he did. Half-hour a day reading about how to become good at sales, and an hour a day of mailing thank-you cards, while he's watching TV, to people who bought stuff. And his team is now in the top of that company, outselling everybody, because he decided to bring that work ethic.
Remember-- we all get great ideas, but it requires discipline and focus to actually get things done. You get paid for what you do, not what you intend to do.
-You have had opportunities to meet a ton of millionaires in your life-- a bunch of incredible men and women that have achieved high levels of success. Is this work ethic common in their lives, generally?
-Every top entrepreneur I've ever met is a grinder. These people work hard. The problem is everybody has a good idea. You have an idea for a book. He's got an idea for a book. We've got an idea for a restaurant. I've got an idea. The thing is it's not about great ideas. It's about great results. We get paid for the value we add and the results we achieve, not for the big dreams we just believe. We get paid for the stuff we achieve and the stuff we get done.
-What was it like for you, though, before you had this work ethic? There was a point, right, when this wasn't really prevalent in your life?
-I used to go into Applebee's. My thought process was they have this little green apron you put on. I'm going to log on probably 10 minutes before I actually start working. I'm probably going to troll out. I'm going to not follow any of the rules. When the boss walks by, I'm going to act like I'm working. I'm not going to clean the bathroom. There's a bathroom cleaning checklist.
-Not going to do it.
-I'm just going to draw a line through that. Just a line through it saying I did it. And I'm just going to basically put in a half-assed effort into everything.
-When did the change happen for you?
-One, when I started paying the dumb tax.
-What's the dumb tax?
-You start being poor consistently. And when you're poor and you want more, you eventually start to look at people who are successful and go what do they do? I started realizing-- unfortunately not at that job, but when I was working at Target-- man, the guy who runs the Target supercenter, all he does is shows up every day early, he does what he says he's going to do, he overdelivers and wows his boss, and he's committed to being the best. That's all he does. So what if I start doing that?
And over time you start realizing that the difference in pay between jackassery and deciding to be diligent is unbelievable. It's a huge disparity in pay. If you're working hard, you get paid well. And if you're at the bottom, you get paid nothing.
-So what's the action item? If you're talking to the Thriver now, what are you saying to that person?
-I would ask yourself right now to rate your work ethic on a scale 1 to 10 if 10 is just a sick, ridiculous, over-the-top, unhealthy workaholic. People like to call people workaholics, because it makes you feel better when you label someone a workaholic. If you're lazy, you like to say yeah-- well, you're a workaholic. I like to say that, because it makes me feel better about the fact that you're dominating and I'm losing.
Michael Jordan was a workaholic for the game of basketball. Tiger Woods a workaholic for the game of golf. You don't like sports? OK. Tesla, Elon Musk-- a workaholic. Steve Jobs, Apple-- a workaholic. What does that mean? It means you're focused on dominating. And if you're in there wanting to put in hours and clock in and pretend like you're working, if you put in a half-assed effort, you're going to make less than half the pay.
-The thing is, though, the power of the work ethic, that's not like a one- or two-day deal. The second principle here is the importance of diligence. You pretty passionate about this word, "diligence." We've got a definition magician here. The definition of "diligence" is constant and earnest effort to accomplish what is undertaken-- persistent exertion of body or mind. Unpack that definition first. I know you're passionate about this.
-Persistence is something that's bizarre. That's a daily "I'm going to keep doing it. I'm not going to stop." It's repetition. If I'm persistent, I'm just keeping doing this over and over, day after day. Persistence is tough. Very few people are persistent. Then when you talk about earnest effort, "earnest" means if it's between you and God-- or if you don't believe in God, if it's between you and whatever you pray to, and if you don't believe in prayer, it's between you and the mirror-- are you working the hardest you could work? As a general rule, people say no.
I'm going to tell you this. If you work 100% off the time you're at work and you're at home 100% of the time you're at home-- check it out. I've got a great wife-- great kids. If I am with my kids and I am 100% with my kids when I am with them-- last night, we had a little grill; we had family grill time-- if I'm 100% mentally invested in that family time when I'm with family and 100% invested in the work when I'm at work, I win.
When I'm checking Facebook and checking emails from work while I'm at home and I'm talking to my family when I'm at work, I lose. We've got to be focused on what we're doing. If you take the sun's rays and you focus those guys-- a magnifying glass on a worm or on a leaf, it'll set on fire. But if you spray it around, there's no focus; you can't have any success.
You've got to ask yourself right now-- really, how would you rate your overall work ethic on a scale of 1 to 10?
-That's huge. Like you said, Forbes said 64 percent of people are visiting websites that are not related to work. So you will stand out immediately if you just focus on that one area.
-I actually know a guy-- it's probably offensive, and I won't tell you the industry or anything-- but he's a guy who I did consulting with. I took algebra three times. I struggled to take the ACT. I took it three times. I'm don't do well in school.
-Well, you're a beautiful man, though.
-I appreciate that. The thing is this guy didn't have any academic knowledge. He had no skills, really. But he was focused on "I am going to outmarket you." And today, he has a multi-million-dollar business. He's like "I'm going to beat you to work." I'm going to overdeliver. I'm going to be diligent. And very few people do that. That is the missing ingredient.
-Now you're getting into it. This is what Chet Holmes says. Chet Holmes wrote the book The Ultimate Sales Machine.
-Which is a crazy awesome book.
-It's one of my favorite books.
-Blows my mind.
-This is what he says. He says, "The missing ingredient for nearly all of the 1,000-plus clients I've worked with directly to improve their business is pigheaded discipline and determination. We all get good ideas at seminars, from books, radio talk shows, and business-building gurus. The problem is that most companies do not know how to identify and adopt the best ideas to their business. Implementation, not ideas, is the key to real success." That's real talk, right there.
-That's tough, because people believe if I just get one more magic idea, if I get a new idea, if I could just get a new strategy, a new idea, I could have success. But no matter what the idea is, no matter what the big nugget of knowledge is, no matter what the big recipe is, no matter what the big strategy is, if you don't implement it, it's not going to work. And it requires pigheaded discipline to implement it, because it is tough. Life is hard. But according to Lee Cockerell, one of our Thrive15 mentors, remember-- when you do hard things, life gets easier.
-I would like a story time. I want to do a little story time with you. Give me a story, or an example of, maybe it's an employee that you had that. I guess you can do versus the diligent mindset and then the short-term mindset, the short-term work ethic.
-We had a young guy we hired years ago who was, I would say, somewhere between bad and average in his sales. I think of this young man. Very [INAUDIBLE] with his sales skill. Bad and average. He worked at a call center before doing inbound customer service. And next to him was probably one of the most charismatic people I've ever seen. This guy-- unbelievable energy. Unbelievable. A plethora of verbiage and descriptions and adjectives he could use on the phone. He could really inspire people. He could really connect with people emotionally. He was just an awesome sales guy.
And every week I would watch the guy without talent beat the talent guy. And one week I pulled the talent guy aside, and I'm like hey-- what the freak is going on with your sales? I don't understand it-- I mean, if you're making 100 calls a day. It says on the call log you're making 100. And it says the other guy's making 100. How is he beating you? So we get into it.
I found out he was actually calling, in Oklahoma, he was using our call system, and he was calling the public service company over and over to fake his call numbers. So he was hitting redial, redial, redial-- not thinking that I would ever notice the pattern. So he was actually making probably 10 calls a day, whereas the other 90 were fake, but who was he cheating? he's cheating himself.
So guess what? I fired the guy. I hired another guy who did twice as well. It didn't hurt me. So we can't do this game where we're on a diet but we're actually eating chocolate all the time, because you're actually cheating yourself. You can't do this deal where you're actually committed to your marriage but you're not actually committed your marriage. You can't just do where you're wanting to be a great dad but you're not actually being a great dad.
We can't lie to ourselves, because when we lie to ourselves, it causes that whole dissonance thing we talked about in different episodes. It will cause you to feel bad about yourself. And the opposite is true. If you make a commitment to yourself and you meet that commitment-- if you say I'm going to do this and you do it; I'm going to do this and I do it-- pretty soon you start to get momentum. And when you get momentum, you start to have more joy. When you have more joy, you start to have more belief. Pretty soon you're a person of faith, action, energy-- and you start to attract opportunities. It's unbelievable.
-You're starting to convince us a little bit here. Diligence is important what I do, though? Practically do? Right now, in theory, what do I do right now?
-Break it into a quantitative thing you can do in your job right now. Let's say you work in a barbershop, and every day you need to keep the checklist. There's a checklist to open the shop and a checklist to close the shop. Commit every day to do everything on that checklist, plus 15%. Let's say you're in a sales environment. Do everything you're supposed to do, plus 15 percent.
-Do everything you're supposed to do, plus 15%.
-If you do that, you might mess up and get wealthy.
-There's a chance of that, at least.
-Yeah. It's going to happen.
-This is huge, though. We have to be the change. It starts with us. The key is remembering the power of the work ethic and the importance of diligence.
-I've been consulting with a ton of fitness-related companies, and you always say you can't outtrain a bad diet. If a guy eats bad, doesn't it well at all, a girl doesn't eat well, they can't work out enough to compensate for a horrible diet. Same thing as in business. You can't compensate for lack of a work ethic with skill. You can't just have so much skill that it compensates for having no work ethic.
-I love that. I appreciate that. I think that you've given us specific action items that we can apply right now. I appreciate your time.
-Hey, I appreciate you appreciating me, and therefore, just-- boom!
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