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 is, we're all affected by the law of averages. The church is affected by it, the office is affected by it, the community is affected by it, the state is affected by it, the families, 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 that says the truth sets you free, and it sets you free from animosity, it sets you free from being tipped over and bent 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.

freeway. See, I learn not to do that, right? 'Cause some things are just o just frustration. They accomplish nothing. It's like saying liar shouldn't lie. Now, see, that's called idle 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 idle 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 you 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, in some 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? 'Cause 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 cuz 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 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 an accident, that maybe you're becoming that kind of cynical person. Maybe unhappiness is attracting unhappiness. Maybe overdue sadness 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 of 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 ratio going. And we call it 1 out of 10. That's fairly simple, right? No matter what you do, if you do it continually 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'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 ratio 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's 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 journey JN 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 9 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 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. Cuz 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 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 so, the parable of the so, the story of the S. 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 SE, the SE. In the ancient days was the guy that planted the crops. They called him the sewer, right? They got the ground ready.

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 sow 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 S, you'll come up with some interesting U, some interesting points. First, the soer was a wise man. And when you read the whole story, you'll come to the conclusion the serer 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 come fall. Next point to the story was the sewer had excellent seed, excellent Seed story says he had the best. He didn't settle for something cheap and second best. Third point to the

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 he 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 sows falls by the wayside, and the birds get it. He's sowing this good seed, highly ambitious man sowing this good seed, and the birds are grabbing it. He sows some more, and the birds grab that. He sows some more, and the birds grab that. Now.

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? 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 salesmen. You 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 what he's not going to show question what's happened since this unique conversation that you had with on 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 happened 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 you say those dirty birds and 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 Ser 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'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 [Music]. 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 [Music] seniors. What's that called? The law of averages. Life takes its inevitable toll. Everybody should stay and finish, right? May, 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, 'cause 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 he 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 called John up and I said, 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 a 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 them out of big opportunities. Some people have the incredible ability to major in minor things. I drive through this little Community. John's out there, Mo's 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?

mow your lawn, he says, well, they want $5. I m myself, I M myself, 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 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. Find good people. Now, it says, finally, 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 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, for 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 walk, 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. [Music] Okay.

Ep. 14: THE LAW OF AVERAGES The Parable of The Sower Jim Rohn's Lost Seminar: The Making of a Leader

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