Live Today With Passion - Jack Ma: "Who works harder the people at eBay are
the people of Alibaba it's sometimes you
have not only have to work how you have
to work smart mmm so would you say you
work smarter than I may I'd have to say
yes right well so far yeah so far far
okay yes because I think you know we are
pretty lucky people and the people see
you yeah you work very high Chu in this
or the so many people work very hard but
they're not that I told my team when we
I'd pill I asked a lot of those sitting
there I say you know all of you guys
motovlog I millionaires and so rich but
15 years ago who are we it's so
difficult for us to hide people 15 years
ago people who are not that bad as the
people can walk still work on server we
hire them because nobody believes
internet over belief internet and they
join a company those people who believe
they're smart they were had hunted back
to the other companies that are their
own company those people no nobody go to
Huntington this state today did
successful very key reasons we exist
will persist we never give up if you
leave the dreams together when I went to
Bloomingdale's the buyer said we like
your tithe Ralph but would you make them
narrower yes and would you we don't want
to use your label we want to use our own
label but we'll give you a really good
order now here I was no business and
hungry and I said to the buyer I said my
heart's in my throat or whatever the
expression is I I would love to fill
Bloomingdale's they were the hottest
store and young hot store I said but I
can't tell you I'm closing my bag and
I'm not gonna sorry six months later
they called me back Wow and they said
Ralph we can't find you tied anywhere
and we want to buy them and we want to
put a rack in
racked up tides amongst the other ties
and that was it the breakthrough was
they bought it
the breakthrough for me is that I've
learned to trust my instincts I learned
to trust my own sense because normal
thing to do is say I'll make it any way
you want it that's how that kind of
world was you want to I want to sell the
other ties you know maybe I have a new
faction for you next year let me buy it
my philosophy was that I love these
times I made them they were not just a
business to me they were they were my
voice to myself I didn't have an easy
experience I didn't have come in as a
top-rated recruit I didn't come in with
the opportunity to play right away I had
to earn it and you know what the
greatest honor I've ever received as a
player is in my fourth year and my fifth
year I was named team captain that to
this day is the single greatest
achievement I've ever had as a football
player because the men in this room
chose me to lead their team and these
were my best friends these were the guys
that that knew that I'd like to work
that knew that I loved football that
knew that I love to play that knew that
I wanted to be the quarterback from
Michigan and all the lessons that I
learned here on State Street and in the
big house that's still what I bring to
practice today and after 14 years I love
the game more than I've ever loved it my
father had 90 years with the team in 93
years but it seemed short in his
seemingly long life of 93 years with the
short because it just seems like if we
only had more time Old Testament gives
us a view of some people who live to be
five six seven eight nine hundred years
old if I have a chance to ask
I will ask how come we got shortchanged
wouldn't that be a good question if you
had a chance to ask imagine seven eight
nine hundred years to watch generation
after generation after generation after
generation stay healthy and well and you
got to have you got to be healthy to
make it to nine hundred you've got to
take your vitamins push in the Bible I'm
pushing vitamins I'm doing I'm doing
good today
so the key is time is precious now let
me give you Bill Bailey's a description
of time life is not just the passing of
time life is not just the passing of
time life is a collection of experiences
their frequency
and their intensity life is not just
watching the clock tick away life is a
collection of experience their intensity
if we
when my friend mark died at age 44
someone says that's young to die but
what if he lived four lifetimes in one
might not be to you so here's what it
whatever the span of your life turns out
to be here's what you want to fill it up
with experiences and the intensity of
those experience but now let's talk
about the management of time here's one
of the best things we covered earlier
when should you start building this
hotel answer as soon as you have it
finished now jot this one down on time
management when should you start the day
as soon as you have it finished plan the
day the best you can leaving plenty of
room for improvising and surprises and
all the stuff that happens during the
course of the day but if you plan the
good productive day now you start that
day you can't believe how much more
valuable your time will be don't start
the day until you have it finished now
here's the next one don't start the week
until you've had it finished now the
layout a week is a pretty good challenge
next don't start the month until you
have it finished the places to go and
the people to see and the productivity
and the sales and the customers and the
development and all the rest of what you
want to accomplish during the course of
thirty days don't start the month till
it's finished
and then here's a big one this is really
challenging don't start the year until
you have it finished to the best of your
ability
it can't be finished like minute by
minute but in terms of the sweep of what
you want to accomplish in the year 2002
make sure that that's set and ready to
go but the time January 1st rolls around
and it might get all upset and it might
get torn up and you do anew and you make
so much progress the first 90 days that
now you've got you multiplied at all by
two by three because that happened to me
I thought wow where's happen but this is
going to be a great year
by the time I'd finish the third month
I'm rolling
and so many things are happening I
revised my whole year's plan okay now
doctors down approaches to the
management of time here's the first one
ignore the subject I mean that's good
advice
don't let anything overly bug you
because you will remember now you don't
have to do anything so I got to get a
handle on my time the answer's no you
don't if you want to let it all go you
can let it all go
I mean this is good advice somebody says
you ought you up you ought jot this down
ignore all the you aughts or you should
only if they're giving general
information we should better to say if
you're teaching we should not you should
we should then you let me listen in
without it being too confrontational if
everyone did this see that would be
great
and then you give a person a chance to
choose to do it or not to do it but when
you start the you off you off now see if
I don't now see we've got some tension
and maybe some problems so you are seem
to always create problems when you're
talking to your kids you say no if kids
would do this not always saying if you
did this if you did this life would be
better but if kids did this life would
be better it's like making a little talk
and let them listen in and then it's a
little less confrontational it gives us
a choice in one of my seminars here's
what I teach all life form strives to
the max of its potential except eulogies
all life forms strives to the maths of
its potential except human beings how
tall will a tree grow as tall as it
possibly can you never heard of a tree
growing half as high as it could know
trees don't grow half a tree drives its
roots and deepens it can reaches a
height that can produces every leaf
atcond every fruit to possibly can to
the max every life-form strives to the
max except you
being now why not human beings jot this
down you've been given the dignity of
choice you're not a robot you don't have
to repeat this year the same as last
year you can pair up last year's plan
develop a new plan
so the dignity of being a human being
now here's the choice on being a human
being
to be part of all we were meant to be or
to be all to strive for all or half or
part or some the choice is up to you to
develop one skill or kin skill so this
is well I'd be happy with just one more
language well some say hey I'm going to
learn six or seven and this is all a
matter of choice and when someone says
no you ought to learn four you've got to
resist the left because this is personal
dignity and you don't want to destroy
some dignity by by doing all the offs
and they feel reluctant to do it now
we've got problems so if you want to
just ignore this subjects on time
management now here's the next one step
down to something easier the guys in
sales and he says oh I want to own the
company finally owns the company now
he's got no time to play golf he said
when I was in sales I was making big
money playing golf three days a week
heck with this own in something heck
with managing my life was never my own
after I started to manage I'm going back
to sales see this is the key if you're
getting too pressed you might consider
stepping down to something with a little
easier time pressure little girl says to
her mother daddy comes home brings his
briefcase and Pat's me on the head and
says hello disappears and works on these
papers how come my daddy doesn't play
with me and her mother said look your
daddy loves you very much but he has
he's so busy at work he can't get it all
done he has to bring it home he loves
you but that's why he can't play with
you and the little girl said why don't
they just put him in a slower group
so jot this down now if you don't have
time for your kids you might consider
joining a slower group remember when I
said some things I went for cost me too
much so reconsider next key to time
management and that's work longer and
harder but see there's a limit to that I
almost lost my health the first year I
went so crazy about personal development
and achievement I just went bonkers you
know I told you I was skinny but the end
of that first year I was a walking
shadow and then it suddenly occurred to
me what if I got rich and too ill to
spend it I mean that was a shocker so I
started you know developing a little
more reasonable because I said if 12
hours won't do it all work 14 if that
won't do it I'll work 18 I mean how many
hours it takes and sure enough it cost
me too much so see working longer and
harder for some might be appropriate you
know if you're just sitting around not
doing that much this might be good work
longer and harder but you can only work
so hard here's the key not to work
harder but smarter when you've worked as
hard as you can doing the best you can
in terms of physical output in the time
reasonable time now here's the ultimate
in the management of time and that is
you simply become more skillful when I
first got into sales you know I was
around people that could get you know
nine out of ten eight out of ten and
when I first started I could only get
one out of ten but here's what I did I
worked around the clock around the clock
so that I would make up in numbers what
I lack in skill that's good in sales you
got to jot that down when you're new you
make up in numbers which you lack in
skill now when you become more skillful
the numbers can go down because now
you're you're persuasive ability and all
of that is now so high that you don't
need to put as many numbers out but at
first if you want to compete or if you
want to really get good you've got to
put in
the numbers but if you get more from
yourself develop more of yourself now
the time management becomes an easier
task now here's the next thing either
you run the project or it runs you I
found out when you start something at
first you're in charge all of a sudden a
year later it's in charge some of the
companies I started I'm telling you I'm
in control a couple of years later I'm
out of control
at first I've got it on the run two
years later it's got me on the run
haven't got enough time I'm dizzy with
trying to get it all done so here's part
of the key that's to get in charge so
I'm going to take charge of my health
one of my albums is entitled take charge
of your life take charge of your time
take charge of your resources which
we're going to talk about next take
charge of your health you're the one
that's responsible for it it's not a
requirement of society that you not have
a heart attack and take care of your
family that's not a requirement of
society but you must make it a
requirement of yourself
Society doesn't require that you build a
financial wall around your family
nothing can get through that's not a
requirement of society it's a
requirement you impose on yourself to
build a financial wall around your
family nothing can get sir so impose on
yourself this self development of being
in charge taking charge of your life and
your health and your future and your
responsibilities and all the rest next
reasonable time is enough time to
achieve all of your goals just stuff
that down reasonable time is enough time
I had to learn that reasonable time is
enough time
here's why it's not the hours you put in
that's what you put in the hours if you
start depositing greater ideas into the
hours you've got later than now I'm
telling you later you can't believe the
productivity that will slow the ideas
you can't think of now a year from now
they'll start to flow and when you
deposit those ideas in the hours you've
got productivity multiplies by two three
five - next time management essential
we've already covered the first one a
written set of goals and then do
priorities on your goals what's
important this week what's important
this month here's the next one
often review just go over your goals to
make sure that your list is working for
you it's got you inspired got you turned
on some because how come you're up so
early say if you were headed where I'm a
dad you'd be up early too if you were
going to meet who I'm going to meet
you'd be up early if it was going to
stack up for you like it's stacking up
for me you'd be getting up early here
are some more time management essentials
learn to study what we call majors and
minors you pick up the phone here's what
you must say when you pick up the phone
this is a major conversation or a minor
conversation if it's minor a few
pleasantries and you're done if it's
major maybe you've got to make a few
notes so here's the next one important
conversations make an agenda before you
make the call just jot down a little
agenda it's so easy now to just talk out
of your head you ever hear a
conversation end like this like this
let's see there was something else
see you don't look that Swift I can't
think of it right now I'll call you back
see
you look a little incompetent let's see
there was something it escapes me right
now really
so we got this now make an agenda before
you make a call if it's an important
call now later that saves you all kinds
of stuff you call John in the salesman
say John remember those four things we
went over said no we didn't talk about
that and then you pull out to your
daytime or whatever and there's the list
you've made when you made the call he
said oh yes seems like I do remember and
you've got him with your list if it just
sales people especially can talk you out
of what's in your head it's true no we
didn't talk about that and if you don't
have a little proof I'm telling you it's
gone so make an agenda before you make a
call so what's the major what's minor
now here's the key on this don't major
in minor things if you take up major
time to do minor things I'm telling you
you'll be behind the curve constantly
here's what we learn in sales training
what's major time on what's minor time
here's minor time thinking about
prospects here's minor time making list
of prospects
here's minor time keeping books on
prospects
here's minor time going to see the
prospect
here's minor time evaluating the
prospect after you've been there that's
all minor time
here's major time in the presence of the
prospect that's mine that's major time
and if you took a look if you're in
sales and you took a look at a week
you'd say my gosh I'm spending 90% of my
time on the minor stuff and so little
time on the major stuff in the presence
of how many hours in the presence of in
my day how many hours in the presence of
during my sales week because the time
that really counts is in the presence of
majors and minors
here's another key time management
essential don't mistake Moo
and for achievement it's easy to get
faked out by being busy that comes home
at night all exhausted falls in their
chair and says oh I've been going going
going here's the big question
doing what it's not the goal and go and
going some people are going going going
and they're doing figure eight their
progress is small so don't mistake
movement for achievement here's another
one in sales we learned don't mistake
courtesy for consent if somebody's
Pleasant and they nod say oh they're
going to buy know they're courteous you
can't mistake courtesy for consent
now here's the big one concentration I
had to learn this all those years ago
I'm in the shower trying to compose a
letter found it turns out to be a
strange letter so here's what I learned
to do save the work till you get to the
office save the work till you get to the
work don't try to get to the office on
the way to work on the way to work enjoy
the way and the shower enjoy the shower
then go to work when you get to work I
found this to be helpful concentration
here's another big one learn to say no
I'm telling you in such a social society
we have now it's so easy to try to be a
nice person saying yes yes yes to
everything find yourself overloaded now
you've got to call make this well gosh
you know all the time it takes to back
out of something that you should said
yes to too quickly here's what might be
better I don't think so but if that
changes I'll call you little things you
can use not to commit over commit
yourself my friend Ron Reynolds says
don't let your mouth overload your back
it's a good one now here's a big one on
time management when you work work when
you play play don't mix the two don't
work at play I used to take my family to
the beach and I would bring my briefcase
I learned not to do that or at the beach
I'm saying I should be at the office I
should be at the office now my family's
upset because I'm at the beach and I'm
thinking office office office now when
I'm at the office I'm thinking what I
kind of get my family to the beach the
beach the beach so things are not going
too well at the office because I'm
thinking beach and things are not going
too well at the beach cuz I'm thinking
office here's what I learned to do at
the beach be at the beach at the office
be at the office when you work work when
you play play don't mix the two don't
work at play now here's one of the most
important ones don't play at work work
is too serious you don't want the
reputation of being the office joker
it's not a good one yes there's time for
some pleasant stories yes there's time
for a little humor yes the best if it's
a happy office of course but I'm telling
you got to be serious about work because
you're parting with a piece of your life
for the work you do your work costs you
a piece of your life here's what it's
called serious business not grim not
unhappy but serious
key don't play at work the only person I
don't think we use anymore horse around
at the office play around play jokes
play tricks no place not at the work
place at the BGF at the bar yes I'm real
not work you'd have to treat work with
all due conservative passion because
it's leading you to your future here's
another key phrase all work is good you
may not like your job but if it's the
stepping stones to get you to where you
want to go you've got to appreciate your
job you don't have to have a passion for
your job here's the ultimate passion a
passion for incredible success in every
department of my life that's the passion
but don't look down
down on some menial job you have to do
to finally get you to where you want to
go no job is menial menial no job is not
no every job is noble training life for
pay making a contribution to society
next analyze how you are and if you have
some weaknesses if you can't doesn't
seem like you can change here's the key
get it covered I used to keep promising
myself I'd keep the books keep the books
keep the books finally I gave that up
and back then it only took me an extra
50 60 bucks a month for some accountant
to keep the books and so now I'm going
to save the 50 bucks you can't believe
what I started losing in productivity
because I tried to save the 50 bucks
so the key is a lot of times you can
stay like you are but just
sure you get it covered okay next
beware of the telephone and all other
systems of communication especially the
telephone at home and systems of
communication at home and here's one of
the best lines I've got for you for the
weekend
let all communication systems serve you
but don't let them intrude when it comes
time to have dinner with your family you
shut off all systems unless the ones
that can take messages silently
don't let the phone ring
don't let anybody intrude come through
the front door or the back door nor
through the telephone or any other
device so you can't reach John and his
family when he's happened dinner the
President of the United States couldn't
get through if you develop that kind of
a reputation father mother when we have
dinner when we're visiting and have this
time with our family nothing intrudes so
don't let these clever little devices
keep intruding you've got to have a
place that sank will sank it's it's
intelligible you don't let anything in
for that period of time okay is that
good advice excellent advice here's the
next one read all the books you know
I've only got a few notes here on time
management but if you've got some
particular talents you run a big
organization a big corporation you've
got some challenges there's plenty of
books now here's what's next just be
more alert to the things that might be
stealing your time here's why time is
like capital you can't let someone steal
your seedcorn you can't let someone
steal your capital and you can't let
someone steal your time you must
designate your time and some of the time
that you designate you must not let
anyone feel casual time you might let
someone intrude and steal a little bit
and take a little bit but
not serious time next one of the great
time management savers is to learn to
ask questions upfront
sometimes you talk to somebody for an
hour then you ask questions and find out
if you would have asked those questions
up front you could have saved yourself
an hour asking questions up front helps
you to get to the problem now but if you
just launch into some discourse you
might waste 30 minutes of waste an hour
when here's what you should have been
talking about after you've finished an
hour you say John what's really the
problem he said well it's something
personal see that's what you should have
been talking about this whole hour key
next learn to think on paper and we're
going to take a break some ways to think
on paper 1 we've covered 1 solving
problems take it out of your head and
put it on paper another one is setting
goals making these lists we've already
started here's another good way to think
on paper it's a projects book each
person you're working with and each
project you're working on get a
loose-leaf binder and a tab and some
pieces of paper behind the tab and do a
little continual summary of how it's
going between you and that person and
between you and that project I call it a
project book it is so useful to me but
what's going on between you and this
person
when you last got together what did you
talk about and you got a few notes there
here's what we talked about the last
time we got together now when you get
together again you can review that so
you'll know better what to talk about
when the president gets ready to travel
and he's going to meet some important
people guess what they bringing all
these briefing books all right the last
time you were with Khrushchev Kennedy is
informed here's what he said here's what
you said Kennedy said oh that's valuable
I need to remember that if a person is
important it's worth a little running
account you might even have a project
book for your children here's what's
happening between me and my child we've
talked about this when we talked about
this and we talked about this next add a
timer he can track of all of your
appointments you know mine is all filled
with you know when to catch an airplane
and when to do a seminar going to sit
down and have a conference all the rest
next is a game plan you know if you've
got a house and the you know insurance
is going to come due and some other
things are going to come do you just put
it on a spreadsheet make sure it's taken
care of
key phrase take things out of your head
and put them on paper and the key is to
just experiment with different ways that
helps you to do that now here's the last
one thinking on paper and that's to keep
a journal one of the things I'm known
for around the world have been now for
39 40 years is keeping the journal now
my journal is not a you know it's not
necessarily a it's not like a diary it
might be part diary
you know I'm flying over Ireland and
write down a few little things that
impress me today I met this person what
an extraordinary event today the scent I
conducted this seminar in Rome thousand
people stood up and saying for me I've
got a little bit of a diary in there but
here's what primarily your journal is
for collecting good ideas a journalist
to collect good ideas on your health and
good ideas for your business good ideas
for your future good ideas for time
management if I used to take notes on
pieces of paper and torn off corners and
backs of old envelopes and restaurant
placemats and I threw all this stuff in
the drawer it did not serve me well I
finally learn to get a bound copy right
and just keep a journal
alright fibres here I had my journal I'd
be taking notes right these two days in
my journal now if you're caught without
your journal you just take the notes
when you get back home you put those
notes in your journal throw the paper
way because we don't usually go through
paper to review but see my journals now
make up a significant part of my own
library my journals all reserved
privately for my children and my grand -
can you imagine what I've collected over
the years
humbly look there are three treasures to
leave behind I think you've already got
those notes right here they are number
one your pictures
don't leave the event unrecorded takes
only a fraction of the scent of a second
to say here's who I was with when I
travel the world right we take all these
pictures and here's one of the gifts
people send me the pictures they took of
me and then part of the treasures I have
on the farm we've got a picture's worth
a thousand words to describe the scene
the emotion what happened say wow this
was an extraordinary day for me when I
met these people here's what they told
me happened to them when they went to my
seminar ten years ago Wow the drama
comes back if you've taken the pictures
it's one of the treasures to leave
behind when you go remember the old
photographs we have now you know hundred
years ago 70 80 years ago just a few
photographs what would it be like if you
had thousands of photographs of the past
of your history your mother your father
grandparents so change all of that now
for your children leave all your
photographs as a record here's what's
next to leave behind and that's your
library the books that change your life
the books that change your health the
books that rescued you from oblivion the
books that you passed on to other people
they were so exciting for you the books
that made you financially independent
the books that developed your leadership
whoops that gave you wisdom to ponder
when things were tough the books that
got you through the winter the books
that helped you to plant in the spring
and harvest in the fall
what a treasure to leave behind if you
do that here's what's for sure your
books will be more valuable than your
furniture Wow now the third treasure to
leave behind is your journals the notes
you took that help you to live life as
you lived it long after you're gone
a treasure the children grandchildren
great-grandchildren will find so
fascinating they may use it to help
guide their own



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