The Boss

An excerpt from the bestseller
“How to Completely Change Your Life in 30 Seconds”
By Robert C. Worstell - edited from the talks of
Earl Nightingale
Listen Now: http://livesensical.com/go/18cyl-ss/

The Boss - 1
You have only one boss and every person from the
president of the largest corporation to the shoeshine boy
has the same - he is simply the customer.
I want to tell you a little story that could make a wonderful
difference in your life. You may already know about
everything I'm going to tell you. If you do, you're a
remarkable person, and according to the latest statistics you
belong to the top 5% of all the working people in the world.
You're to be congratulated. If you don't know about the
things I'm going to say, you've been holding yourself back,
not only on the job but you're also missing a big percentage
of the greatest joy in life. I want to talk about your boss and
your relationship with him. How you handle this
relationship will determine your success or failure. It will
determine how much money you make or do not make,
and it will determine whether you're a happy person or an
unhappy person.
So let's talk about you and your boss. Who is your boss? You
have only one and every working person, from the president
of the largest corporation to the shoeshine boy, has the
same boss. He is simply the customer. There never has
been, there is not now, and there never will be any boss but
the customer. He is the one boss you must please.
Everything you own he has paid for. He buys your home,
your cars, your clothes. He pays for your vacations and puts
your children through school. He pays your doctor bills and
writes every paycheck you will ever receive. He will give you
every promotion you will ever obtain during your lifetime,
and he will discharge you if you displease him.
Sometimes, particularly these days of seemingly complex
economics and big business, we lose sight of just what
business is. It all started back during the most primitive
times. A man, in order to fend for himself and his family,

The Boss - 2
had to provide his own food and his own shelter. He had to
do his own fighting and fashion his own rough clothes and
crude weapons for hunting and materials for fishing. Later
he had to manufacture his own farming implements. In
short, each person had to personally take care of every
department of his or her life.
Naturally it came about that men and women with certain
talents appeared. One person was particularly adept at
fashioning spears, another at fishing, another at hunting,
another at making garments, and so on. It was only natural
that soon these individuals found that they could best spend
most of their time in the pursuit of that at which they were
most talented and trade their production for the production
of others.
As a result, the person who made spears found that others
would give him a share of their food, clothing, and so on, if
he'd provide them with spears. Thus, trade and commerce
began. It's far more complex today but still based on the
same principle. A person's money is the result of his
production, and he trades it for things he needs and wants.
And it's here that logical discrimination comes into the
picture.
Since his money is the result of his work, it's left to his
discretion as to where he spends it. It is here that he
assumes the role of boss. He will spend his money only with
those whom he feels have earned it. And this is as it should
be. You and I are exactly the same way. If someone treats
you badly in any way, you instinctively feel that he has not
earned your business and you will withhold it from him.
Over a period of time this amounts to a really substantial
penalty. Let's say a family spends $100 a week for food, and
Report excerpted from How to Completely Change
Your Life in 30 Seconds

The Boss - 3
because they've been mistreated or even get the feeling
they're not appreciated or liked, they stop doing business at
one store and take their business to another one. That's a
penalty to one store of $5,200 a year and an increase of that
amount at another store. In 10 years it amounts to $52,000.
This amount of money can be lost by not realizing who the
boss really is. The same thing applies to our clothes, drug
items, hardware, cleaning, gasoline, automobiles,
everything we purchase.
The average family earns more than $42,000 a year. This
money pays your salary and mine if we earn it. And our
prosperity as individuals hinges directly on our attitude
toward what we do for a living. The man who works on an
automotive assembly line might not think much about the
car at the point of sale, nor about the family who will
eventually buy and travel in that car. But that family pays
his salary, and they will withhold the purchase of the car on
which he works if it does not earn their respect and
admiration.
If you doubt this even for a moment, think of the cars that
once were popular and that can no longer be seen on the
road. This applies to all products. Having earned a
successful place in the economy should not be confused
with keeping it. It must be earned every day, year in, year
out. There's not a single company that could not go out of
business. Everything depends on how the boss is treated,
the boss being the customer. And yet the customer is
eminently fair, just as you are. He can be won back, and if
he's treated with the importance that he deserves, he can in
a few years bring a lot of other people into your place of
business.
Let me tell you something you may not have thought about.
If you get in your car and start driving across the country,

The Boss - 4
you will pass many thousands of businesses, from small
restaurants, drug stores, grocery stores, gas stations, to
great sprawling corporate complexes covering hundreds of
acres and employing thousands of people. By simply
looking at each one you can tell how they're treating the
boss.
Did you know that your rewards are in exact proportion
to your service? That's right. We're paid exactly what we
earn, but no more. And you can tell by looking at any
business exactly what it has earned by seeing what it has.
It's the same with people.
We get back exactly what we earn, but not a penny more.
And this, again, is just the way it should be. A person might
be underpaid for a while, but the scales of life must balance
eventually and he will, in the end, receive just what he's
earned.
There are of course two ways in which we're paid for what
we do. One is tangible in the form of money, and the other
is intangible, but just as important. To many it's more
important. This latter form of payment comes in the form of
inner satisfaction, in the form of joy as a result of
accomplishment. It also comes in the form of satisfaction in
position and the standing it gives us.
So each of us is paid in these two ways: money and
satisfaction. And there's a very simple way to increase both
of these forms of income. You may wonder how I can say
that I can tell you of a simple way to increase your income
from the standpoint of money as well as inner satisfaction.
Yet I can, and you'll be able to see and spend the results.
First, I want you to understand and believe completely the
great law that lies as the foundation of all life, business and

The Boss - 5
personal. It is that our rewards in life will be in exact
proportion to our service. The more you think about this
and observe people and businesses in their true light, the
more you'll see the undeniable truth of it.
Try as best you can to estimate the proportion of your total
ability you have been giving to your work. I don't think
anyone gives 100%. I don't think it's possible to give 100%
day in and day out. But estimate what you consider to be the
percentage of 100% you have been giving to your work.
Would you say it's been 30%? 50%?
Since your rewards will be in exact proportion to your
service, you can increase your income both financially and
from an inner satisfaction standpoint simply by
narrowing the distance between what you have been
giving to your work and the 100% of which it may be said
you could give under ideal conditions. You don't have to
ask for a raise; the income will appear of its own accord and
in the right time. You may want to question this, but try to
take my word for it.
The second point I want to make is this: If you will begin
to do your work better, better than you've ever done before,
you will immediately begin to receive incalculably more
inner satisfaction. You'll also find that what may have been
a boring or uninteresting job will take on new meaning and
interest. No matter what it is that you do during the entire
working day, try in every case to do a little more than you
have to, more than you're being paid for. Because unless
you do more than you're being paid for now, you can't hope
for or justify an increase in pay.
The third point is, each of us is interdependent. As I
pointed out earlier, other people pay our salaries, buy our
homes, clothe, feed, and educate our children. Therefore we
depend on others for our very lives, just as they must

The Boss - 6
depend on us. If we expect others to give us excellent service
and fine products for the money we spend, doesn't it make
good sense that we should treat them the same way? Every
hour spent at our work should be spent in the attempt to
give the best of which we are capable, a baker's dozen for
the money our company's customers spend for our products
and services and with which our salaries are paid.
A person who tries to get the maximum return for the
minimum of effort is only kidding himself. Sooner or later
the scales will balance. They must, for that is the law
whether we like it or not. This kind of individual actually
shrinks as a person, as a human being. He has no real place
in a dynamic and swiftly changing world.
The fourth point is to try each day to find some way in
which the work you're doing can be improved. Here again
you're guaranteeing an increase in your income in both
categories. We all know the cynical type of individual who
will laugh at this. I know them; you know them. But I don't
know one who could be said to be doing well, do you?
I know lots of men and women at the top of their fields who
live their lives every day in the way I have suggested. Rather
than go along with someone who's never proved in his own
life that he knows what he's talking about, I'd prefer to
believe the one who said, “As ye sow, so shall ye reap.” I
feel, as I'm sure you do, that he was more qualified to speak
than the know-it-all who is behind in his installment
payments.
Anyway, it's worth a test. If you'll follow my suggestions
for the next year, you'll be a different person, living a rich,
rewarding, and meaningful life. Four things, all of them
simple.

The Boss - 7
One, remember that our rewards in life will be in exact
proportion to our service.
Two, by giving your work a larger percentage of your
capabilities and talents, you will, you must, increase your
income substantially.
Three, since our lives depend on others, treat others in
every facet of your life exactly as you want others to treat
you. If you expect others to give you excellent products and
services for the money you and your family spend, then you
should make certain that your job is handled as excellently
as it is possible for you, since it is the money of others that
pays your salary.
Four, try to find some way every day in which your work
can be improved. And above all, know your boss. He's the
customer. Treat him with the respect, care, courtesy, and
good humor he deserves. Remember, he pays all your bills
every month. He will buy everything you will ever own. He
may be coarse, crude, ignorant, selfish, conniving, and a
thoroughgoing savage. He often will be. Here it is more
important than ever that you treat him with all the care and
attention you can muster. If you don't and if you permit his
attitude to affect yours, you're admitting that he's the
stronger person. If you respond the same way he conducts
himself, you're admitting you're no better than he is.
Most people, however, are nice people. They're people like
you and me who want to be liked and want to get along, who
want to be friends. They have problems and sorrows of their
own about which we're not aware. They have bad days and
disappointments. Make sure that the time they're with you
is a high spot in their day and that they'll want to come
back, not just because of your company, but because of you.

The Boss - 8
If you'll do these things for a year, you'll be surprised and
delighted, and you'll find you wouldn't live any other way
for the world. If you're already living this way, you know
what I mean.
Follow these steps for one year and you will be a different
person, living a rich, rewarding, and meaningful life:
• Remember that your rewards in life are in exact
proportion to your service.
• Increase your service to others and your rewards will
increase in proportion.
• Give your work a larger percent of your capabilities
and talents to serve “the boss.”
• Treat others in every facet of your life as you want
others to treat you.
• If you expect others to give you excellent products
and services for the money you and your family earn,
make certain that your job is handled as excellently
as it is possible for you.
• Find some way every day in which your work can be
improved to benefit “the boss.”

The Boss - 9
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The Boss

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