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第19部分（第2页）

　A　displaced　senior　pilot…with　100；000　hours　of　heavy　airline　transport　time；　earning　150；000　a　year…would　have　a　hard　time　finding　an　equivalent　high…paying　job　in　school　teaching。

　The　skills　do　not　necessarily　transfer　from　industry　to　industry；　because　the　skills　the　pilots　are　paid　for　in　the　airline　industry　are　not　as　important　in；　say；　the　school　system。

The　same　is　true　even　for　doctors　today。

　With　all　the　changes　in　medicine；　many　medical　specialists　are　needing　to　conform　to　medical　organizations　such　as　HMOs。

　Schoolteachers　definitely　need　to　be　union　members。

　Today　in　America；　the　teachers　union　is　the　largest　and　the　richest　labor　union　of　all。

　The　NEA；　National　Education　Association；　has　tremendous　political　clout。

　Teachers　need　the　protection　of　their　union　because　their　skills　are　also　of　limited　value　to　an　industry　outside　of　education。

　So　the　rule　of　thumb　is；　〃Highly　specialized；　then　unionize。

〃　Its　the　smart　thing　to　do。

When　I　ask　the　classes　I　teach；　〃How　many　of　you　can　cook　a　better　hamburger　than　McDonalds？〃　almost　all　the　students　raise　their　hands。

　I　then　ask；　〃So　if　most　of　you　can　cook　a　better　hamburger；　how　e　McDonalds　makes　more　money　than　you？〃

The　answer　is　obvious：　McDonalds　is　excellent　at　business　systems。

　The　reason　so　many　talented　people　are　poor　is　because　they　focus　on　building　a　better　hamburger　and　know　little　to　nothing　about　business　systems。

A　friend　of　mine　in　Hawaii　is　a　great　artist。

　He　makes　a　sizable　amount　of　money。

　One　day　his　mothers　attorney　called　to　tell　him　that　she　had　left　him　35；000。

　That　is　what　was　left　of　her　estate　after　the　attorney　and　the　government　took　their　shares。

　　Immediately；　he　saw　an　opportunity　to　increase　his　business　by　using　some　of　this　money　to　advertise。

　Two　months　later；　his　first　four…color；　full…page　ad　appeared　in　an　expensive　magazine　that　targeted　the　very　rich。

　The　ad　ran　for　three　months。

　　He　received　no　replies　from　the　ad；　and　all　of　his　inheritance　is　now　gone。

　He　now　wants　to　sue　the　magazine　for　misrepresentation。

This　is　a　mon　case　of　someone　who　can　build　a　beautiful　hamburger；　but　knows　little　about　business。

　When　I　asked　him　what　he　learned；　his　only　reply　was　that　〃advertising　salespeople　are　crooks。

〃　I　then　asked　him　if　he　would　be　willing　to　take　a　course　in　sales　and　a　course　in　direct　marketing。

　His　reply；　〃I　dont　have　the　time；　and　I　dont　want　to　waste　my　money。

〃

The　world　is　filled　with　talented　poor　people。

　All　too　often；　theyre　？poor　or　struggle　financially　or　earn　less　than　they　are　capable　of；　not　　　　　　f　because　of　what　they　know　but　because　of　what　they　do　not　know。

　They　focus　on　perfecting　their　skills　at　building　a　better　hamburger　rather　than　the　skills　of　selling　and　delivering　the　hamburger。

　Maybe　McDonalds　does　not　make　the　best　hamburger；　but　they　are　the　best　at　　f　selling　and　delivering　a　basic　average　burger。

Poor　dad　wanted　me　to　specialize。

　That　was　his　view　on　how　to　be　paid　more。