Brian Tracy
speaker
183 appearances
3 recordings
3 series
first heard May 2025
last heard 20 Dec
Brian Tracy’s voice in public audio — every appearance, attributed to the second.
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recordings per month · last 12 monthsRecordings per month over the last 12 months — 1 in all, peaking in Dec 2025 with 1.
Appearances
Now, here's one more question. If you call on twice as many people, what happens to your skill level as a professional salesman?
better and better and you may be even more sales.
And they get better and better at doing it. I mean, it's really wonderful because what we're teaching is so simple. Yeah. It's...
Yes. Well, I had an experience with a large organization. This guy came in. He was from the university. He had classes into an aggressive sales organization. And he went out and they kind of joked because he's a bit shy and so on. Within a month, he was the number one salesperson in the company. And they couldn't believe it. They said, how do you do that? He said, well, I write it down.
I have a plan for every day. And I write down everything that I do at the end of the day. I analyze my plan. And I get a little better here and work harder there and start working.
and they were just shook their head he says just write it down write it down write it down if you're not writing down your plans and goals and your pro your process of achieving them then you're it's like trying to go to the airport and find your plane without knowing what plane you're on you're just wandering around through life
The 80-20 rule, and this is so important, the 80-20 rule says that the top 20% of people earn 80% of the money in any field, especially in entrepreneurship. The bottom 80% have to split the 20% that's left over. And I remember a man telling me this, and this is one of the most important Turning points in my life. I can remember it now.
It's like a great shiny moment and He said and he was top guy in our company He said, you know that the top 20% of people earn 80% of the money in sales and I said, no, I've never heard that. I was about 23, 24. He said, I've never heard that. Oh, yeah, it's pretty common. Everybody knows it. It was law from 1895. And I said, well, then, I'm going to be in the top 20%.
And my life was never the same to this day, to this day. I still remember that moment. The sun was shining on the sidewalk, and he was looking at me. Here's the key. Make a decision to be in the top 20%. No matter where you are, everybody in the top 20% started where? Where did they start? Bottom. The bottom 20%. Make a decision. Make a decision with an exclamation point that by come,
I am going to be in the top 20%. That decision is like crossing a line in your life. There's before you made the decision and after you made the decision. Once you've made the decision, I say this to my audience, once you've made the decision, nothing can stop you from joining the top 20%, top 10%, top 15%. I said, oh, wait a minute. Wait a minute. I'm sorry. I'm sorry. There is...
one person who can stop you from getting in to the top 20%. Yes, sir. And who would that be? 1,000 people. They'll go, I'm the only one who can stop you. Wow. Yeah, I mean. And they laugh. They laugh, and they never forget it. And they make a decision.
Thank you.
Thank you so much.
One of the great things in my books is the idea, dream big dreams. Only big dreams have the power to motivate you and excite you and get you up in the morning and drive you forward.
I had a man come up to me at a seminar recently. He said, this last year, I earned 10 times what I was earning when I came to your seminar. And everybody else in the seminar who practiced it has increased their income 10 times.
I got emails and letters from people saying, you made me a millionaire when you told me this. The answer is...
Thank you. I love your story because one of the great things in my books is the idea, dream big dreams. Only big dreams have the power to motivate you and excite you and get you up in the morning and drive you forward. Dream no little dreams, dream big dreams.
The number one problem that I discovered which changed my life was that it's criticism as a child that causes people to grow up with the fear of failure and the fear of rejection or disapproval and to hold themselves back and not allow themselves just to go for it. Give you an example. Both Barbara and I, my wife, grew up in homes where there was a lot of criticism.
So people were poor and they stayed poor because they just didn't try anything. So we decided that our children are going to be different. And our children have been praised and encouraged and told that we love them and never been criticized in their whole lives. And then they have children of their own and they do the same thing.
And if you never criticize anybody in your life, never, it's extraordinary, the psychological environment that you create.
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