You succeed when you are unreasonable. You neither give nor
accept excuses. You insist on success.
L. Ron Hubbard defines reasonableness as "faulty explanations."
When you agree with faulty explanations, you are too
Examples of faulty explanations:
"I can't repair your furnace today as it might rain." The truth
is, the repairman is going to a basketball game.
"None of the staff will work past 5:00." The truth is, the
manager does not want to work past 5:00.
"I can't pay you as I promised as my wife is sick and can't fix
our meals." The truth is, he is spending on other things.
"We'll never get this project done today as we've never done it
in one day before." The truth is, they've never tried to get it
done in one day.
If you agree with faulty explanations, you agree to fail.
Excuses, justifications and reasonableness produce nothing.
Yet disagreeing often helps you succeed.
"If you can't fix the furnace today because of the rain, no
problem. I'll see if I can find someone who repairs furnaces,
despite the rain."
"I believe lots of people will work past 5:00. You are the
manager and need to handle the schedules. Do you need me to show
you how to do it?"
"Well, I'm sorry about your wife, but don't see how that's
related. You agreed to pay me today, so I'll have to get
the money from you right now as you promised."
"So what if we've never done a project like this in one day. We
are better at this than ever before and I think we can get it
done if we get going right now!"
The sun shines, the birds sing and everything improves when you
disagree with faulty explanations. The lies disappear, the truth
comes out and the solutions are obvious.
As well as being unreasonable about problems with others, you
must be unreasonable with yourself. For example, "I'm tired and
want to go home early. Too bad! I need to disagree and WAKE UP!
I’ll take a brisk walk. Today should be a day I can be proud of."
The most important thing you must be unreasonable about is DOWN
"The one big god-awful mistake an executive can make in
reading and managing by graph is being reasonable about
graphs. This is called JUSTIFYING A STATISTIC."
"One sees a graph down and says `Oh well, of course,
that’s———–‘ and at that moment you’ve had it."
"Never JUSTIFY why a graph continues to be down and never
be reasonable about it. A down graph is simply a down
graph and somebody is goofing." – L. Ron Hubbard
At some point, we have all given or received excuses for stagnant
or shrinking statistics. Because these are faulty explanations,
no solutions are possible.
"Reading skills are getting worse in the United States because we
have too many television channels."
"Our business failed because nobody would buy our stocks
"No one buys cars from Pete because he's too old."
However, when you disagree with explanations and find the truth,
the solutions are OBVIOUS. Examples:
"Television has nothing to do with reading skills. What else
could it be? Oh! Are children taught to use a dictionary?"
"Your business didn't fail because nobody would buy your stocks.
It failed because you didn't know what you were doing. Do you
know how to make a profit? Did you test-market your product? Do
you know how to advertise?"
"People do buy cars from older sales people. Was Pete working
every day? Has anyone trained him to sell?"
In the examples below, decide which are reasonable explanations
and which are the truthful statements.
"I can't lose weight because (I'm too busy) (I'm lazy and
addicted to chocolate)."
"Company profits are soaring because (I'm very charming) (the new
computer system doubled our efficiency)."
"I have no money because (I don't do financial planning) (of the
"I'm single and lonely because (I don't get out and meet people)
(no one likes me)."
"I can't find a good assistant because I (have too many jobs) (am
not taking the time to find one)."
"I let people boss me around because (I'm kind and caring) (I
don't stand up to them)."
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