if you go into work tomorrow because
that’s what you did yesterday you’re not
going to be as good tomorrow as you are
yesterday I never had anybody say
something like that to me you could be a
great when you could be the national
champion you know some people are about
as committed as a kamikaze pilot on his
39th mission when I was a boy during the
Depression we live next door to some
rich folks I knew they were rich for two
reasons there one had a cook number two
the cook had something to cook where
would my integrity be if I came here
unprepared to make something a
presentation that could make a
difference in your life and when I
choose to eat too much today I have
chosen to way too much tomorrow
you see most people never dare to
evaluate really where they are think
they tell me you could sell anything to
anybody I said you know they lied to you
so many times you know the employee goes
to the employer and said give me a raise
then I’ll start coming to work on time
he was an American author salesman and
motivational speaker he served in the
United States Navy during World War two
from 1943 to 1945 in 1968 he became vice
president and training director of the
automotive performance company he Zig
Ziglar and here is my take on his top
ten rules for success when you’re asleep
ladies and gentlemen you need your
dreams I’m here to tell you that when
you’re wide awake you also need your
dreams you must have your goals you’ll
never make it as a wandering generality
you must become a meaningful specific if
you go into work tomorrow because that’s
what you did yesterday you’re not going
to be as good tomorrow as you are
yesterday because now you’re two days
older and no closer to the goal which
you do not have you can’t make it as a
wandering generality tell us about some
of the jobs that you’ve held over the
years selling and what you’ve sold and
some of the the lessons that you learned
in selling over the years well I sold
heavy-duty waterless cookware on the
adora demonstration plan and that was a
marvelous experience it took me of the
first two and a half years I struggled
financially now that doesn’t mean I
didn’t sell a lot because I did I saw my
furniture so I’m a car and that’s fairly
close to the truth it really was then I
went to a meeting and a man named PC
Merrill who’s an American Indian
persuaded me that I could be the number
one salesman in America out of the 7,000
member sales force he said you’ve got
everything that it takes to be a great
salesman if you just believed in
yourself and went to work on a regular
schedule and this is the cookware
business that’s right okay and I’ll put
on the demonstration door-to-door sales
and so forth I never had anybody say
something like that to me you could be a
great when you could be the national
champion now I’ve always been loved but
nobody ever thought of me as a champion
because of mr. Merrill’s integrity and
because he had written the training
program and because he had said all of
the records I took him absolutely at his
word the previous year I had not been in
the top 5,000 out of that sale 7,000
member of sales force the but the year
after mr. Merrill got through with me I
was number two out of the 7000 had
received the best promotion that that
was available in the company at that
time and the interesting thing about the
success that year he did not really
teach me that much about sales I’d been
in it two and a half years at that point
but what he did teach me was about who I
was the picture ahead of myself changed
dramatically as I started thinking as a
champion and performing as a champion
and I did finish number two and had that
wonderful promotion a commitment plays
heavily in everything if you made a
commitment when you hit the rough spots
not if when you hit the rough spots your
immediate thought is how can I solve the
problem if you’ve not made the
commitment when you get the rough spot
whether it’s in marriage or education or
career or whatever your first thought is
man
I get out of this deal and so that
commitment plays a huge role and is you
know some people are about as committed
as a kamikaze pilot on his 39th mission
I mean they don’t really take it that
seriously I was raised in a little town
of Yazoo City Mississippi now I know a
lot of folks go around the country
trying to impress people by claiming to
be from yaesu City but I really am when
I was a boy during the Depression we
live next door to some rich folks
I knew they were rich for two reasons
number one had a cook number two the
cook had something to cook and you’re in
the Depression that was a sure sign of
wealth I was over there for lunch one
day as I tried to be every day and don’t
misunderstand that even though there was
a depression on we certainly had plenty
to eat at my house I know we had plenty
because if ever passed my place for
seconds that always tell me know you’ve
had plenty so I know we had plenty now
they could brought the biscuits out in
this is not an exaggeration those
biscuits were not as thick as my wrist
was and I looked at him for a moment I
said Maude what in the world happened to
you biscuits she read back gave a big
old-timer lap and said well I’ll tell
you about those biscuits she said they
squatted to rise but she said they just
got cooked in the squat you know
anybody’s getting cooked in the squad
you know the Buddy who’s going to do
something just as soon as are there half
of mine to do such and such thing yeah
we have anybody say well you know wait
the kids get out of school then I’ll
really get involved in this project we
got so many things going on right now
wait Lee Alice Kuwait and summertime
comes in and all really good busy the
kids get out of school you know what to
say then well you know I didn’t realize
but I got to take the kids somewhere
every day
and we’re time there is good waiting to
get back in school and then I little get
busy kids get back in – you know what
they say then well you know for the
first time in 19 years dear old
centralise finally got a win in football
TV and you got to support their kids
wait left to the football season’s over
then I’ll really get busy football
season then you know what they say then
well here it is Thanksgiving and
Christmas and New Year’s and people
don’t to be bothered with this sort of
thing this time here wait lap to the
first of the year man that I really get
busy after the first year you know what
they say well it’s the wealthy did you
ever see weather like this in Chicago or
San Francisco or Dallas or where
Whateley weather settles down and then
I’ll really get busy oh I know what
you’re thinking you’re thinking I’ve
lost interest in it but that’s not the
way I do they didn’t get your
traditional in evident take the way I do
think now here’s the way I am so there’s
just way I do
see the way I do things is I get
everything organized I get it lined up I
have everything in just such and such
order and then man once I get it all put
together that’s when I really get after
I mean that’s just the way I’ve always
been that way do things that way I know
some of these other folks are hitting me
right now but you just wait I’ll catch
them but this weather it is just so
horrible wael it clears up and the
weather clears up you know what to say
then well here it is it’s Easter time
and the Easter time you know that’s a
family time and we always spend a lot of
time together and you said so yourself
the family is extremely important to you
do they work for the family and we can’t
spend some time with them you might as
well not do all the work I mean wait
laughs tracers over then I’ll really get
busy and then after you know what they
say at long last we’ve got some
beautiful weather and I haven’t hit a
golf ball or weather hook and I don’t
know when man I gotta have some R&R I
gotta have some rest and relaxation and
you know you said you can’t work all the
time I mean an individual needs some
time with him said wait live relax a
little bit in man then I really get
after it and finally they get after a
little bit you know or when they have
the fun and relaxation then they say
well it’s almost time for the kids to
get out of school that’s where we came
in
as we say down home folks you can put
this in your pipe and smoke it cause
it’s the truth the people who wait for
aunt Matilda to move out or Johnny get
on the day shift are the new models to
come out are the new mayor to come in
our for the new advertising campaign to
get started the people who wait on the
new senator in Washington are until
inflation slows are the rate of interest
come down the people who wait for
changes to take place out there before
they do the changin in here our flat
going to end up getting cooked in the
squat the rule is simple you do it now
you do it now how many of you feel like
I’ve made this talk before can I see
your hand please
several hundred times I made it
yesterday you know what I did between
the other day I spent over six hours
getting ready for today you see I think
it would be arrogant if I thought I
could stand up and spit it out just
because I did it yesterday are hundreds
of times that’s arrogance that’s when
Buster Douglas knocks out Mike Tyson
that’s when an expansion team in Houston
beats an established NFL team in Dallas
I dare not look at the people here
several thousand I’m taking over an hour
to that’s several thousand hours of time
where would my integrity be if I came
here unprepared to make something a
presentation that could make a
difference in your life there is no way
you gotta prepare for it ladies and
gentlemen almost did not go to the most
important sales meeting I would ever
have missed
that’s that morning I awakened I’d been
up there in Charlotte all day long in a
meeting didn’t learn anything five
o’clock the alarm clock goes off and it
was an alarm clock in those days now
it’s an opportunity clock if I’m here
that means I’ve got an opportunity to
get up and go if I can’t hear that my
minute done got up and gone well anyhow
when off we were living in little three
room apartment above a grocery store
five o’clock weather was horrible
weather clock went off you know I looked
out and I said no sane person would ever
get a little Crosley automobile without
a heater in weather like this and drive
all the way to Charlotte to go to
another meeting so I lay back down
as I lay down the words of my mother
came back to me
son if you work for a man you work for
him all the way you’re loyal to him in
every way and if your word is no good
you’re no good I had promised this
company which had taken me two months to
get the job that if they would give me
the opportunity I’d be at ever sales
meeting I’d be at every training session
and in two and a half years despite my
lack of success I’d been at every sales
meeting at every training session and
I’ve never even been late the words of
my mother came back I rolled out of bed
went to the meeting that’s the one that
changed my life how did it change your
life what it changed my life because
that’s the day that mr. marrow persuaded
me that I could be the champion
that circle oh man it sure did and so it
made all the difference in the world I
want to talk a little bit about goals on
the light of how do you lose of 37
pounds and write a book I’m just going
to kind of give you that as an example
for 24 years of my adult life by choice
I weighed well over 200 pounds I say by
choice because you see I have never
accidentally eaten anything I mean has
always been deliberate and when I choose
to eat too much today I have chosen to
weigh too much
tomorrow you can choose to set goals and
realize your potential or you can choose
not to set them now if you choose not to
set them you got to understand that the
consequences are not going to be good
down the road for 24 years I was going
to lose that way as a matter of fact in
24 years I lost several thousand pounds
of weight how many of you already know
exactly what I’m talking about
but it wasn’t until I wrote it down put
a date on it list of the obstacles I had
to overcome identify the people the
groups organizations I needed to work
with spelled out a plan of action set
that time limit in there and identified
all of the benefits to me it was only
when I did that that the goal became a
reality and I lost the weight for 10 or
15 years I was going to write a book you
know anybody who’s going to do just a
whole lot of things folks I was going to
write a book but it wasn’t until I got
busy writing the book and writing the
plans first before the book ever
materialized now if it sounds like I’m
trying to sell you on heaven goals how
many of you are getting close already
how many of you being coming convinced
right quick like that you need the hell
those go there’s no question about it
being mortal jcpenney many many years
ago said give me a stock clerk with
go and I’ll give you a man who’ll make
history but give me a man without a goal
and I’ll give you a stock clerk now the
interesting thing is goals do not care
who has them let me give you a classic
example of the way they work in 1950 a
war-torn devastated to Japan a nation
who had lost an incredibly high
percentage of its young men their cities
were in ruins had been bombed out but in
1950 they got together they meaning
industry and government got together and
set a goal the goal was we’re going to
be the number one nation in the world
during the 1950’s in the production of
textiles in 1959 ladies and gentlemen
they accomplished that objective in 1960
they said another go we’re going to be
the number one nation in the world in
the production of steel now when you
understand there’s no iron ore in Japan
of any significance there’s no coal of
any significance there we’re gonna be
the number one nation in the world in
the production of steel it seemed like
an absurd goal and yet they reached
their objectives they had taken all of
the steps in 1970 the Japanese said
another goal they said during the
seventies we would be the number one
nation in the world in the production of
automobiles they missed it folks one
year it took them until 1980 in 1980
they said another gold and this time
their goal was we’re going to be the
number one nation in the world in the
production of computers and electronics
yes indeed ladies and gentlemen you
absolutely must have those goals let me
share with you a true story out of my
notebook of life number of years ago got
an incredible letter from a gentleman in
Toronto with a substantial cheque in it
he said my friend Steve Walker is
following the wrong road model he’s
working himself to death his family is
falling apart
he’s his health is in danger and he’s
Molly himself out of his balls and he
trusts you and respects you if you will
give us one hour I will fly him to
Alice and give you this check when you
love to have a friend like then I sent
the check back and I said come on down
Steve and I had quite a little talk and
in our talk I asked him why he had such
a role model why did what about this man
that made him so completely important in
his life and he said well he’s the most
successful man I have ever known and I
said well Steve what do you call success
now it took several minutes for him to
go down the list but the interesting
thing is though they’re not in the same
order that I have put them where they
every we list him now these are the
eight things that he said he rarely
considered to be successful if a man was
happy and healthy and at least
reasonably prosperous and secure if he
had friends and peace of mind and good
family relationship and the hope that
future is going to be better he said I
consider that man is successful now I’m
going to really encourage you to take
some notes right here and all I want you
to do and you’ll be the only one who’ll
see it somewhere right in my as I go
down the list write whether you get a
plus on that one or a minus on that one
you’ll be the only one to see it but it
might be an eye-opener you see most
people never dare to evaluate really
where they are and you don’t know where
you are before you can really determine
your chances of getting what you really
want out of life and so I said to Steve
I said I understand that your boss is
very important to you you consider him
to be successful when he finally got
through with the identification as I
said earlier these were the eight things
that he said I think that’s important
for success to measure success
I said well Steve let me ask you now as
far as happy is concerned tell me how
happy is your boss is it oh I don’t
think he’s happy at all I said why not
he said well I’ve never heard him laugh
and he seldom smiles and besides that
he’s got ulcers I said well do I give a
plus or a minus he’s at all you give my
– please grade yourself as we go this is
so important for you
you then I said that also tells me
something about his health if he’s got
those ulcers do I give him a plus or
minus he said you give my – I said that
also says something Steve about his
peace of mind because you don’t get
ulcers because of what you eat but
what’s eating you I said do we give him
a plus or minus he said we give me – I
said Steve I’ve asked you one question
about what success is what balance is
what’s important to you one question and
your boss comes up with three minuses I
said tell me how prospers he is he said
man he’s got money running out of his
ears and he’s getting more every day I
said we give him a plus on that one
don’t we he said we sure do I said how
secure is your boss he said well he’s as
secure as money can make you and I said
well Steve let me ask you did you read
where two billionaire brothers here in
Dallas went bankrupt I said how does
your boss come back oh man II don’t have
that kind of money did you read where
our ex-governor was worth a hundred
million dollars at one point he’s now
banged up how does your boss compare I
don’t have that kind of money now
understand Steve equated security with
corporate position and bucks in the bank
so I said well Steve let me ask you
would we give your boss a plus or a
minus or dislike question mark on that
he said let’s be generous and give him a
question mark I said how many friends
does your boss have I hope you’re
marking these for you how many friends
real friends do you does your boss have
he said I don’t think he’s got any I’m
not his friend I just haven’t had my
league I tell the truth he’s somewhat of
a jerk
I said okay we give him a minus on that
one I said tell me about his family and
he said well his wife’s divorcing him
well that one’s easy to answer I said
how much hope does he have for the
future
he said well four I started talking to
you I thought he had a lot
but right now don’t think he’s got any
why did that statement come forth
because for the first time he had
evaluated it that’s what we need to
evaluate where we are are we investing
our time properly using our resources
properly
what will the end results be well then I
said to us see when that was over we
give him the – there I said Steve of the
8 things that you consider marks of
success he gets one two three four five
six – –is he gets one plus and one
question mark I asked Steve a question
I’m going to ask you the same question
Steve would you swap places with your
boss right now knowing what you know he
looked at me kind of stunned he slowly
rose to his feet and said no I wouldn’t
would you
I never will forget this particular
thing on the radio interviews I was
having done and did at least 90 percent
of the first twenty five of them would
always start with the same thing Zig
they tell me you could sell anything to
anybody I said you know they lied to you
when they said that because you’ve just
described a con artist no legitimate
professional salesperson would ever
dream of selling anything that he did
not fervently believe was in the best
interest of the person he was selling –
of all of the qualities a good
salesperson must have number one is
integrity because if they don’t have
that see we are trained as salespeople
to persuade other people to buy to make
decisions and an unethical salesperson
can persuade people to buy things that
they don’t need are overpriced are they
pressure in them into buying it a
legitimate integrity driven salesperson
will only sell a product that will
enable him to sell them again and again
and again a product he would sell to his
mother in
the words that’s the kind of salesperson
who has long term balance success sound
poison a lot of people stand in front of
the stove of life and they say now stove
you give me some heat and I’ll put some
wood in you but ain’t the way it works
you got to put something in before you
can get anything out so many times you
know the employee goes to the employer
and say give me a raise then I’ll start
coming to work on time or so many times
they will come to image they make me the
boss
now no I haven’t been here very long
don’t really deserve to be the boss but
I just function better when I am in
charge of ink you reward me now and then
I promise you I’ll learn what this
business is all about later on reward me
now and I’ll produce later doesn’t work
that way can’t you just see a youngster
in school say and teach you if I take a
failing grade home my parents going to
skin me alive pass me on this quarter
and next time I’ll study more than
anybody else reward me now I’ll produce
later it doesn’t work that way can’t you
just see an old farmer standing out in
the fields in October and said Lord I
know I did plant a thing this year but
if you give me a big crop this year I’ll
plant more than anybody next year it
ain’t that way folks you gotta put
something in before you can expect to
get anything out well he does a pumping
away you know that’s hot it’s August I
mean the question isn’t how much pumping
are you gonna do for I drink a water and
finally Oh Bernard said you know Jimmy I
don’t believe it’s any water down there
Jimmy said yeah it is Bernard you know
in South Alabama the wells are deep it
all we’re glad they’re deep because the
deeper the well the cool of the clean of
the sweet of the pure the better tasting
the water and isn’t that true of life
into that if you can become an MD by six
weeks of summer school that the rewards
would be almost minimal or nothing and
how many paces would you have ended sure
that if you become a sales expert in
three days of a training school that the
rate of pay would go down rather
radically isn’t it true that anything
worth doing is worth doing pearly until
you can learn to do it well we’ll never
know how many kids have missed a college
scholarship because they didn’t study an
average of ten more minutes a day we
will never know how we come so close to
promotion but we’re good discouraged and
quit too soon we’ll never know how much
more success we would have had had we
just had a little more pumping in there
and pump and pump and pump and pump well
finally Oh Bernard just got disgusted
through his and you said Jimmy there
just no water down there dimmers that
don’t stop my eyes don’t stop if you
stop day what is going to go all the way
back down and then you’re gonna have to
start all over the reality is folks and
I’m totally convinced of this this is
the story of America this is your story
this is the story of success this is the
story of life I believe with all of my
heart that if you will pump long enough
and hard enough and enthusiastically
enough that a vehicle of the reward is
going to follow the effort and then once
that water starts to flow all you got to
do is just keep it easy steady pressure
on it and you’re going to get more water
than you can possibly use the basic
problem is this so many times people get
involved in something and they’ll say
well I’ll give it a try and if it works
out that’ll be good and is it if it
doesn’t work out I mean hang on kill the
track you know what I mean ballet well I
gotta tell you something folks you’re
gonna pump forever like that before
anything happen when you get into
something grab that sucker and did with
it and then once the water starts to
flow then ladies and gentlemen
that’s what strategies for success is
all about
thank you guys so much for watching I’m
a disputed because Alvin Layden asked me
to so there’s a famous entrepreneur you
want me to profile next leave it in the
comments below and I’ll see what I can
do I’d also love to know which of zigs
top 10 rules meant the most to you what
impact it had on your life what change
you’re going to make now as a result of
watching this video I’m really curious
to find out leave it in the comments
below and I’ll join the discussion thank
you guys so much for watching
continue to believe and I’ll see you
soon
you need to read at least 20 minutes
every day now I spend about two hours a
day or more but you got to understand
this is my business this is my life this
is my profession I got to do it
fortunately I just absolutely love to do
it but 20 minutes a day will make a
dramatic difference now obviously I’m
talking about reading something good
powerful positive biographies
autobiographies self-help books
motivational books books about your
business your profession the industry of
which you are a part books about human
nature how to deal with people if you
are an average reader that’s 220 words a
minute if you will just read 20 minutes
a day at the end of the year you will
have read 20 200 page books that is 18
more than the average American reads in
a year’s time that will give you a
colossal advantage in whatever it is
that you’re doing I listen to the people
who were successful in selling that
product I would learn new things from
different ones and new approaches and
that’s where you must be a constant
student a lot of people are afraid to
try anything new because they are afraid
that they will be embarrassed until they
get good at it well one of my favorite
sayings is you know the most important
thing you can do is to understand that
anything worth doing is worth doing
poorly what do you mean by that until
you can learn to do it well my first few
sales calls were pathetic but I knew it
was worth doing so I kept after it you
know my first few speeches were this
answer but I believed that I could
develop into that so I kept at it until
I could do it effectively and all skills
are exactly the same way no
running back that since the records ever
was at a record the first time he picked
up a football and you go right down the
line with that so if it’s worth doing
and you believe in it
go ahead and fail and the more times you
fail the closer you get into success
because you should be learning on every
simple thing that you do number of years
ago Laura majors my executive assistant
got a phone call from a lady in
Birmingham Alabama and then of the
conversation she said Zig she said I
believe this woman thinks she’s got an
impossible problem but I believe you can
solve that problem her with her in just
a few minutes if you will spend that
time with her I said well Laurie tell
her to meet me backstage I’ll get there
about 10 minutes earlier they my
schedule was such that was about all I
had well I got there and I was on the
backstage behind the curtain on one side
she spotted me from the other side and
if she walked across the stage I have
never seen as much anger in a human
being in my life as I saw in her she
almost started crying when she saw me
see that oh I’m just so glad to see you
I got this horrible job I hate it I hate
everything about it I hate everybody
down there I mean you talking about
negative nails she was it she said can
you help me you understand I’ve only got
about ten minutes so I looked at her and
one thing I have learned I don’t do
counseling but I talk with a lot of
people who do in psychologist psychiatry
and the ministry and they tell me that
everybody who comes to you with a
problem are not necessarily looking for
a solution I couldn’t understand that
for a long time why do they bring you a
problem they don’t want to solve it well
I can tell you why they want to tell you
about it you about it you better you
about it you about and if you foul up
the deal and solve the problem they can
tell you again you again they want the
attention that goes with the problem and
every company just about it has that
kind of an individual they want the
attention that goes with griping and
complaining well I looked at the lady
and it wasn’t unkindly but firmly I said
there yes and you know ma’am I’m afraid
your problem it’s about to get worse she
said what do you mean I said I believe
they gonna fire you
she was stunned I could have stunned him
more if I’d hit her in the face with a
bucket of ice water
she said fire me why on earth would they
fire me
inflection and her voice clearly said
they’re the bad guys
I’m the good guy why don’t they fire
them and keep me have you ever noticed
that people who are the problem never
recognize that they are they’re in
complete denial they think denial is
just a river in Egypt why would they
fire me I said ma’am I don’t believe
there’s a company in America big enough
to contain this much poison in one small
spot have you ever noticed that when
somebody’s about to lose something
they’ve been complaining about whether
it’s a car a home a mate a job or
whatever when all of a sudden it appears
they’re going to lose them it takes on
brand-new value she looked at me and
said well what can I do I said do you
really want to know she said yes I do
that’s the reason I came to see you I
came looking for help but you sure have
been in a hip so far
I said well ma’am I’ve got an idea and I
will absolutely guarantee you it
positively definitely absolutely will
work if you will just do it she said
I’ll try anything within reason I said
okay when you get home tonight all of
your household tasks are complete it’s
bedtime get off in a room right by
yourself get a sheet of paper out and at
the top of it right I like my job
because he interrupted me she said
that’ll be easy I don’t like nothing
about that job don’t like nothing about
those people down there and I said well
just as a matter of curiosity do you
work there for benevolent reasons or do
they pay you for working there she said
well I got to confess they pay me and I
said you don’t like to be paid oh she
said yes I do I said okay tell you what
you do open your notebook right now
we’ll start our list of the things you
like about your dog they pay you for
working there and you do like it don’t
you said absolutely but she just stood
there I said no open your notebook now
and we’ll get busy on the list he just
stood there I said ma’am let me let me
tell you what my experience in life has
been I’ve discovered that in 100% of the
case there’s no
exceptions people who won’t take step
number one never take step number two
you see she had come to me with an
impossible dream her dream was that nice
mr. Ziegler was going to solve all of
her problems and she would live happily
ever after but folks I Got News for you
I can’t solve her problems I can’t solve
your problems but I will give you some
steps that are absolutely definitely and
positively will work for you as it
worked
eventually for her I said well ma’am let
me tell you something unless you’re
willing to take step number one right
now it’s been nice talking with you she
angrily opened her notebook before we
got through there were 22 things she
liked about her job Don wanted it not
only did they pay her for working there
that they paid her above average
she had three weeks vacation with pay
she had a retirement program she was a
non-profit Sharon she had health
insurance life insurance and accident
insurance
she lived less than ten minutes from
home she was in no management decisions
that come to Senator three seminars a
year to be paid for each at her own
private office and possibly twenty two
things that she liked about her job now
I said man when you get home tonight
everything is finished get off in a room
right by yourself
close the doors change one word from I
like my job to I love my job get in
front of that mirror and folks I cannot
say this strongly enough but I’m going
to try the eyes are the windows of the
soul look yourself in there and with
excitement and enthusiasm say I love my
job because they pay me for working
there I love my job because they pay me
above average were working there I love
my job because I have a wonderful
insurance program I love my job before
every one of the statements you will
sleep better that night you see there’s
something hidden in what I’m saying to
you now when she says I like my jobs is
really saying I’m grateful for my job
and of all of the emotions we can have
according to hands sell you the number
one stress pessimist in America
the healthiest of all human emotions is
gratitude I said you go down that list I
like my job I love my job whether that
is a way of gratitude you’ll sleep
better the first night tomorrow morning
when you get up get back in front of the
mirror just before you go to work get
back in front of the mirror and repeat
the process again with excitement and
enthusiasm I love my job because and
take the list with you because the
reality is you see you will have started
to change from a fault finder to a good
finder some people do really find fault
like there’s a reward for it they really
do take the list with you and you will
be able to add to that list absolutely
guaranteed do this every morning and
every night and you will have an
astonishing recovery from this advanced
case of stinking thinking now I didn’t
say that to her but I’m saying it to you
that’s what it was it was an advanced
case of stinking thinking what six weeks
later I was back in Birmingham Alabama I
was doing a follow-up sales seminar now
the lady was not in sales but she had
been listening to my tapes he had been
listening to Automobile University and
she had discovered that everybody sells
everybody will ever hear this is in
selling whether you’re a skilled teacher
a civil service worker a military
personnel an executive secretary doesn’t
make any difference what you do you sell
every day of your life there she was on
that at the sales seminar seated on the
front row grinning so wide she could
have eaten a banana sideways I’m telling
him you’re talking about somebody that
was excited that she was turned on I
said well how you done see grant even
more broadly and said mr. Ziegler I’m
doing wonderfully well and thank you for
asking she said you cannot believe how
much those people down there have
changed
I got a lid on the line folks you’re not
going to change anybody else did you
change you everything really does begin
with you now you see the unfortunate
thing this lady had been raised in a
very negative environment first her
parents have told her that should never
amount to anything they said you know
you’re always late you always sloppy why
can’t you be like your brother or your
sister or whatever when she got married
her husband had continued it and so
herself talk had become completely
negative
everything is he said about herself was
negative I you know like dad said I’m
never about anything like my husband
says I can’t do anything right but when
she started changing the input then some
radical changes took close you see super
inspiring true performance
that’s what you did yesterday you’re not
going to be as good tomorrow as you are
yesterday I never had anybody say
something like that to me you could be a
great when you could be the national
champion you know some people are about
as committed as a kamikaze pilot on his
39th mission when I was a boy during the
Depression we live next door to some
rich folks I knew they were rich for two
reasons there one had a cook number two
the cook had something to cook where
would my integrity be if I came here
unprepared to make something a
presentation that could make a
difference in your life and when I
choose to eat too much today I have
chosen to way too much tomorrow
you see most people never dare to
evaluate really where they are think
they tell me you could sell anything to
anybody I said you know they lied to you
so many times you know the employee goes
to the employer and said give me a raise
then I’ll start coming to work on time
he was an American author salesman and
motivational speaker he served in the
United States Navy during World War two
from 1943 to 1945 in 1968 he became vice
president and training director of the
automotive performance company he Zig
Ziglar and here is my take on his top
ten rules for success when you’re asleep
ladies and gentlemen you need your
dreams I’m here to tell you that when
you’re wide awake you also need your
dreams you must have your goals you’ll
never make it as a wandering generality
you must become a meaningful specific if
you go into work tomorrow because that’s
what you did yesterday you’re not going
to be as good tomorrow as you are
yesterday because now you’re two days
older and no closer to the goal which
you do not have you can’t make it as a
wandering generality tell us about some
of the jobs that you’ve held over the
years selling and what you’ve sold and
some of the the lessons that you learned
in selling over the years well I sold
heavy-duty waterless cookware on the
adora demonstration plan and that was a
marvelous experience it took me of the
first two and a half years I struggled
financially now that doesn’t mean I
didn’t sell a lot because I did I saw my
furniture so I’m a car and that’s fairly
close to the truth it really was then I
went to a meeting and a man named PC
Merrill who’s an American Indian
persuaded me that I could be the number
one salesman in America out of the 7,000
member sales force he said you’ve got
everything that it takes to be a great
salesman if you just believed in
yourself and went to work on a regular
schedule and this is the cookware
business that’s right okay and I’ll put
on the demonstration door-to-door sales
and so forth I never had anybody say
something like that to me you could be a
great when you could be the national
champion now I’ve always been loved but
nobody ever thought of me as a champion
because of mr. Merrill’s integrity and
because he had written the training
program and because he had said all of
the records I took him absolutely at his
word the previous year I had not been in
the top 5,000 out of that sale 7,000
member of sales force the but the year
after mr. Merrill got through with me I
was number two out of the 7000 had
received the best promotion that that
was available in the company at that
time and the interesting thing about the
success that year he did not really
teach me that much about sales I’d been
in it two and a half years at that point
but what he did teach me was about who I
was the picture ahead of myself changed
dramatically as I started thinking as a
champion and performing as a champion
and I did finish number two and had that
wonderful promotion a commitment plays
heavily in everything if you made a
commitment when you hit the rough spots
not if when you hit the rough spots your
immediate thought is how can I solve the
problem if you’ve not made the
commitment when you get the rough spot
whether it’s in marriage or education or
career or whatever your first thought is
man
I get out of this deal and so that
commitment plays a huge role and is you
know some people are about as committed
as a kamikaze pilot on his 39th mission
I mean they don’t really take it that
seriously I was raised in a little town
of Yazoo City Mississippi now I know a
lot of folks go around the country
trying to impress people by claiming to
be from yaesu City but I really am when
I was a boy during the Depression we
live next door to some rich folks
I knew they were rich for two reasons
number one had a cook number two the
cook had something to cook and you’re in
the Depression that was a sure sign of
wealth I was over there for lunch one
day as I tried to be every day and don’t
misunderstand that even though there was
a depression on we certainly had plenty
to eat at my house I know we had plenty
because if ever passed my place for
seconds that always tell me know you’ve
had plenty so I know we had plenty now
they could brought the biscuits out in
this is not an exaggeration those
biscuits were not as thick as my wrist
was and I looked at him for a moment I
said Maude what in the world happened to
you biscuits she read back gave a big
old-timer lap and said well I’ll tell
you about those biscuits she said they
squatted to rise but she said they just
got cooked in the squat you know
anybody’s getting cooked in the squad
you know the Buddy who’s going to do
something just as soon as are there half
of mine to do such and such thing yeah
we have anybody say well you know wait
the kids get out of school then I’ll
really get involved in this project we
got so many things going on right now
wait Lee Alice Kuwait and summertime
comes in and all really good busy the
kids get out of school you know what to
say then well you know I didn’t realize
but I got to take the kids somewhere
every day
and we’re time there is good waiting to
get back in school and then I little get
busy kids get back in – you know what
they say then well you know for the
first time in 19 years dear old
centralise finally got a win in football
TV and you got to support their kids
wait left to the football season’s over
then I’ll really get busy football
season then you know what they say then
well here it is Thanksgiving and
Christmas and New Year’s and people
don’t to be bothered with this sort of
thing this time here wait lap to the
first of the year man that I really get
busy after the first year you know what
they say well it’s the wealthy did you
ever see weather like this in Chicago or
San Francisco or Dallas or where
Whateley weather settles down and then
I’ll really get busy oh I know what
you’re thinking you’re thinking I’ve
lost interest in it but that’s not the
way I do they didn’t get your
traditional in evident take the way I do
think now here’s the way I am so there’s
just way I do
see the way I do things is I get
everything organized I get it lined up I
have everything in just such and such
order and then man once I get it all put
together that’s when I really get after
I mean that’s just the way I’ve always
been that way do things that way I know
some of these other folks are hitting me
right now but you just wait I’ll catch
them but this weather it is just so
horrible wael it clears up and the
weather clears up you know what to say
then well here it is it’s Easter time
and the Easter time you know that’s a
family time and we always spend a lot of
time together and you said so yourself
the family is extremely important to you
do they work for the family and we can’t
spend some time with them you might as
well not do all the work I mean wait
laughs tracers over then I’ll really get
busy and then after you know what they
say at long last we’ve got some
beautiful weather and I haven’t hit a
golf ball or weather hook and I don’t
know when man I gotta have some R&R I
gotta have some rest and relaxation and
you know you said you can’t work all the
time I mean an individual needs some
time with him said wait live relax a
little bit in man then I really get
after it and finally they get after a
little bit you know or when they have
the fun and relaxation then they say
well it’s almost time for the kids to
get out of school that’s where we came
in
as we say down home folks you can put
this in your pipe and smoke it cause
it’s the truth the people who wait for
aunt Matilda to move out or Johnny get
on the day shift are the new models to
come out are the new mayor to come in
our for the new advertising campaign to
get started the people who wait on the
new senator in Washington are until
inflation slows are the rate of interest
come down the people who wait for
changes to take place out there before
they do the changin in here our flat
going to end up getting cooked in the
squat the rule is simple you do it now
you do it now how many of you feel like
I’ve made this talk before can I see
your hand please
several hundred times I made it
yesterday you know what I did between
the other day I spent over six hours
getting ready for today you see I think
it would be arrogant if I thought I
could stand up and spit it out just
because I did it yesterday are hundreds
of times that’s arrogance that’s when
Buster Douglas knocks out Mike Tyson
that’s when an expansion team in Houston
beats an established NFL team in Dallas
I dare not look at the people here
several thousand I’m taking over an hour
to that’s several thousand hours of time
where would my integrity be if I came
here unprepared to make something a
presentation that could make a
difference in your life there is no way
you gotta prepare for it ladies and
gentlemen almost did not go to the most
important sales meeting I would ever
have missed
that’s that morning I awakened I’d been
up there in Charlotte all day long in a
meeting didn’t learn anything five
o’clock the alarm clock goes off and it
was an alarm clock in those days now
it’s an opportunity clock if I’m here
that means I’ve got an opportunity to
get up and go if I can’t hear that my
minute done got up and gone well anyhow
when off we were living in little three
room apartment above a grocery store
five o’clock weather was horrible
weather clock went off you know I looked
out and I said no sane person would ever
get a little Crosley automobile without
a heater in weather like this and drive
all the way to Charlotte to go to
another meeting so I lay back down
as I lay down the words of my mother
came back to me
son if you work for a man you work for
him all the way you’re loyal to him in
every way and if your word is no good
you’re no good I had promised this
company which had taken me two months to
get the job that if they would give me
the opportunity I’d be at ever sales
meeting I’d be at every training session
and in two and a half years despite my
lack of success I’d been at every sales
meeting at every training session and
I’ve never even been late the words of
my mother came back I rolled out of bed
went to the meeting that’s the one that
changed my life how did it change your
life what it changed my life because
that’s the day that mr. marrow persuaded
me that I could be the champion
that circle oh man it sure did and so it
made all the difference in the world I
want to talk a little bit about goals on
the light of how do you lose of 37
pounds and write a book I’m just going
to kind of give you that as an example
for 24 years of my adult life by choice
I weighed well over 200 pounds I say by
choice because you see I have never
accidentally eaten anything I mean has
always been deliberate and when I choose
to eat too much today I have chosen to
weigh too much
tomorrow you can choose to set goals and
realize your potential or you can choose
not to set them now if you choose not to
set them you got to understand that the
consequences are not going to be good
down the road for 24 years I was going
to lose that way as a matter of fact in
24 years I lost several thousand pounds
of weight how many of you already know
exactly what I’m talking about
but it wasn’t until I wrote it down put
a date on it list of the obstacles I had
to overcome identify the people the
groups organizations I needed to work
with spelled out a plan of action set
that time limit in there and identified
all of the benefits to me it was only
when I did that that the goal became a
reality and I lost the weight for 10 or
15 years I was going to write a book you
know anybody who’s going to do just a
whole lot of things folks I was going to
write a book but it wasn’t until I got
busy writing the book and writing the
plans first before the book ever
materialized now if it sounds like I’m
trying to sell you on heaven goals how
many of you are getting close already
how many of you being coming convinced
right quick like that you need the hell
those go there’s no question about it
being mortal jcpenney many many years
ago said give me a stock clerk with
go and I’ll give you a man who’ll make
history but give me a man without a goal
and I’ll give you a stock clerk now the
interesting thing is goals do not care
who has them let me give you a classic
example of the way they work in 1950 a
war-torn devastated to Japan a nation
who had lost an incredibly high
percentage of its young men their cities
were in ruins had been bombed out but in
1950 they got together they meaning
industry and government got together and
set a goal the goal was we’re going to
be the number one nation in the world
during the 1950’s in the production of
textiles in 1959 ladies and gentlemen
they accomplished that objective in 1960
they said another go we’re going to be
the number one nation in the world in
the production of steel now when you
understand there’s no iron ore in Japan
of any significance there’s no coal of
any significance there we’re gonna be
the number one nation in the world in
the production of steel it seemed like
an absurd goal and yet they reached
their objectives they had taken all of
the steps in 1970 the Japanese said
another goal they said during the
seventies we would be the number one
nation in the world in the production of
automobiles they missed it folks one
year it took them until 1980 in 1980
they said another gold and this time
their goal was we’re going to be the
number one nation in the world in the
production of computers and electronics
yes indeed ladies and gentlemen you
absolutely must have those goals let me
share with you a true story out of my
notebook of life number of years ago got
an incredible letter from a gentleman in
Toronto with a substantial cheque in it
he said my friend Steve Walker is
following the wrong road model he’s
working himself to death his family is
falling apart
he’s his health is in danger and he’s
Molly himself out of his balls and he
trusts you and respects you if you will
give us one hour I will fly him to
Alice and give you this check when you
love to have a friend like then I sent
the check back and I said come on down
Steve and I had quite a little talk and
in our talk I asked him why he had such
a role model why did what about this man
that made him so completely important in
his life and he said well he’s the most
successful man I have ever known and I
said well Steve what do you call success
now it took several minutes for him to
go down the list but the interesting
thing is though they’re not in the same
order that I have put them where they
every we list him now these are the
eight things that he said he rarely
considered to be successful if a man was
happy and healthy and at least
reasonably prosperous and secure if he
had friends and peace of mind and good
family relationship and the hope that
future is going to be better he said I
consider that man is successful now I’m
going to really encourage you to take
some notes right here and all I want you
to do and you’ll be the only one who’ll
see it somewhere right in my as I go
down the list write whether you get a
plus on that one or a minus on that one
you’ll be the only one to see it but it
might be an eye-opener you see most
people never dare to evaluate really
where they are and you don’t know where
you are before you can really determine
your chances of getting what you really
want out of life and so I said to Steve
I said I understand that your boss is
very important to you you consider him
to be successful when he finally got
through with the identification as I
said earlier these were the eight things
that he said I think that’s important
for success to measure success
I said well Steve let me ask you now as
far as happy is concerned tell me how
happy is your boss is it oh I don’t
think he’s happy at all I said why not
he said well I’ve never heard him laugh
and he seldom smiles and besides that
he’s got ulcers I said well do I give a
plus or a minus he’s at all you give my
– please grade yourself as we go this is
so important for you
you then I said that also tells me
something about his health if he’s got
those ulcers do I give him a plus or
minus he said you give my – I said that
also says something Steve about his
peace of mind because you don’t get
ulcers because of what you eat but
what’s eating you I said do we give him
a plus or minus he said we give me – I
said Steve I’ve asked you one question
about what success is what balance is
what’s important to you one question and
your boss comes up with three minuses I
said tell me how prospers he is he said
man he’s got money running out of his
ears and he’s getting more every day I
said we give him a plus on that one
don’t we he said we sure do I said how
secure is your boss he said well he’s as
secure as money can make you and I said
well Steve let me ask you did you read
where two billionaire brothers here in
Dallas went bankrupt I said how does
your boss come back oh man II don’t have
that kind of money did you read where
our ex-governor was worth a hundred
million dollars at one point he’s now
banged up how does your boss compare I
don’t have that kind of money now
understand Steve equated security with
corporate position and bucks in the bank
so I said well Steve let me ask you
would we give your boss a plus or a
minus or dislike question mark on that
he said let’s be generous and give him a
question mark I said how many friends
does your boss have I hope you’re
marking these for you how many friends
real friends do you does your boss have
he said I don’t think he’s got any I’m
not his friend I just haven’t had my
league I tell the truth he’s somewhat of
a jerk
I said okay we give him a minus on that
one I said tell me about his family and
he said well his wife’s divorcing him
well that one’s easy to answer I said
how much hope does he have for the
future
he said well four I started talking to
you I thought he had a lot
but right now don’t think he’s got any
why did that statement come forth
because for the first time he had
evaluated it that’s what we need to
evaluate where we are are we investing
our time properly using our resources
properly
what will the end results be well then I
said to us see when that was over we
give him the – there I said Steve of the
8 things that you consider marks of
success he gets one two three four five
six – –is he gets one plus and one
question mark I asked Steve a question
I’m going to ask you the same question
Steve would you swap places with your
boss right now knowing what you know he
looked at me kind of stunned he slowly
rose to his feet and said no I wouldn’t
would you
I never will forget this particular
thing on the radio interviews I was
having done and did at least 90 percent
of the first twenty five of them would
always start with the same thing Zig
they tell me you could sell anything to
anybody I said you know they lied to you
when they said that because you’ve just
described a con artist no legitimate
professional salesperson would ever
dream of selling anything that he did
not fervently believe was in the best
interest of the person he was selling –
of all of the qualities a good
salesperson must have number one is
integrity because if they don’t have
that see we are trained as salespeople
to persuade other people to buy to make
decisions and an unethical salesperson
can persuade people to buy things that
they don’t need are overpriced are they
pressure in them into buying it a
legitimate integrity driven salesperson
will only sell a product that will
enable him to sell them again and again
and again a product he would sell to his
mother in
the words that’s the kind of salesperson
who has long term balance success sound
poison a lot of people stand in front of
the stove of life and they say now stove
you give me some heat and I’ll put some
wood in you but ain’t the way it works
you got to put something in before you
can get anything out so many times you
know the employee goes to the employer
and say give me a raise then I’ll start
coming to work on time or so many times
they will come to image they make me the
boss
now no I haven’t been here very long
don’t really deserve to be the boss but
I just function better when I am in
charge of ink you reward me now and then
I promise you I’ll learn what this
business is all about later on reward me
now and I’ll produce later doesn’t work
that way can’t you just see a youngster
in school say and teach you if I take a
failing grade home my parents going to
skin me alive pass me on this quarter
and next time I’ll study more than
anybody else reward me now I’ll produce
later it doesn’t work that way can’t you
just see an old farmer standing out in
the fields in October and said Lord I
know I did plant a thing this year but
if you give me a big crop this year I’ll
plant more than anybody next year it
ain’t that way folks you gotta put
something in before you can expect to
get anything out well he does a pumping
away you know that’s hot it’s August I
mean the question isn’t how much pumping
are you gonna do for I drink a water and
finally Oh Bernard said you know Jimmy I
don’t believe it’s any water down there
Jimmy said yeah it is Bernard you know
in South Alabama the wells are deep it
all we’re glad they’re deep because the
deeper the well the cool of the clean of
the sweet of the pure the better tasting
the water and isn’t that true of life
into that if you can become an MD by six
weeks of summer school that the rewards
would be almost minimal or nothing and
how many paces would you have ended sure
that if you become a sales expert in
three days of a training school that the
rate of pay would go down rather
radically isn’t it true that anything
worth doing is worth doing pearly until
you can learn to do it well we’ll never
know how many kids have missed a college
scholarship because they didn’t study an
average of ten more minutes a day we
will never know how we come so close to
promotion but we’re good discouraged and
quit too soon we’ll never know how much
more success we would have had had we
just had a little more pumping in there
and pump and pump and pump and pump well
finally Oh Bernard just got disgusted
through his and you said Jimmy there
just no water down there dimmers that
don’t stop my eyes don’t stop if you
stop day what is going to go all the way
back down and then you’re gonna have to
start all over the reality is folks and
I’m totally convinced of this this is
the story of America this is your story
this is the story of success this is the
story of life I believe with all of my
heart that if you will pump long enough
and hard enough and enthusiastically
enough that a vehicle of the reward is
going to follow the effort and then once
that water starts to flow all you got to
do is just keep it easy steady pressure
on it and you’re going to get more water
than you can possibly use the basic
problem is this so many times people get
involved in something and they’ll say
well I’ll give it a try and if it works
out that’ll be good and is it if it
doesn’t work out I mean hang on kill the
track you know what I mean ballet well I
gotta tell you something folks you’re
gonna pump forever like that before
anything happen when you get into
something grab that sucker and did with
it and then once the water starts to
flow then ladies and gentlemen
that’s what strategies for success is
all about
thank you guys so much for watching I’m
a disputed because Alvin Layden asked me
to so there’s a famous entrepreneur you
want me to profile next leave it in the
comments below and I’ll see what I can
do I’d also love to know which of zigs
top 10 rules meant the most to you what
impact it had on your life what change
you’re going to make now as a result of
watching this video I’m really curious
to find out leave it in the comments
below and I’ll join the discussion thank
you guys so much for watching
continue to believe and I’ll see you
soon
you need to read at least 20 minutes
every day now I spend about two hours a
day or more but you got to understand
this is my business this is my life this
is my profession I got to do it
fortunately I just absolutely love to do
it but 20 minutes a day will make a
dramatic difference now obviously I’m
talking about reading something good
powerful positive biographies
autobiographies self-help books
motivational books books about your
business your profession the industry of
which you are a part books about human
nature how to deal with people if you
are an average reader that’s 220 words a
minute if you will just read 20 minutes
a day at the end of the year you will
have read 20 200 page books that is 18
more than the average American reads in
a year’s time that will give you a
colossal advantage in whatever it is
that you’re doing I listen to the people
who were successful in selling that
product I would learn new things from
different ones and new approaches and
that’s where you must be a constant
student a lot of people are afraid to
try anything new because they are afraid
that they will be embarrassed until they
get good at it well one of my favorite
sayings is you know the most important
thing you can do is to understand that
anything worth doing is worth doing
poorly what do you mean by that until
you can learn to do it well my first few
sales calls were pathetic but I knew it
was worth doing so I kept after it you
know my first few speeches were this
answer but I believed that I could
develop into that so I kept at it until
I could do it effectively and all skills
are exactly the same way no
running back that since the records ever
was at a record the first time he picked
up a football and you go right down the
line with that so if it’s worth doing
and you believe in it
go ahead and fail and the more times you
fail the closer you get into success
because you should be learning on every
simple thing that you do number of years
ago Laura majors my executive assistant
got a phone call from a lady in
Birmingham Alabama and then of the
conversation she said Zig she said I
believe this woman thinks she’s got an
impossible problem but I believe you can
solve that problem her with her in just
a few minutes if you will spend that
time with her I said well Laurie tell
her to meet me backstage I’ll get there
about 10 minutes earlier they my
schedule was such that was about all I
had well I got there and I was on the
backstage behind the curtain on one side
she spotted me from the other side and
if she walked across the stage I have
never seen as much anger in a human
being in my life as I saw in her she
almost started crying when she saw me
see that oh I’m just so glad to see you
I got this horrible job I hate it I hate
everything about it I hate everybody
down there I mean you talking about
negative nails she was it she said can
you help me you understand I’ve only got
about ten minutes so I looked at her and
one thing I have learned I don’t do
counseling but I talk with a lot of
people who do in psychologist psychiatry
and the ministry and they tell me that
everybody who comes to you with a
problem are not necessarily looking for
a solution I couldn’t understand that
for a long time why do they bring you a
problem they don’t want to solve it well
I can tell you why they want to tell you
about it you about it you better you
about it you about and if you foul up
the deal and solve the problem they can
tell you again you again they want the
attention that goes with the problem and
every company just about it has that
kind of an individual they want the
attention that goes with griping and
complaining well I looked at the lady
and it wasn’t unkindly but firmly I said
there yes and you know ma’am I’m afraid
your problem it’s about to get worse she
said what do you mean I said I believe
they gonna fire you
she was stunned I could have stunned him
more if I’d hit her in the face with a
bucket of ice water
she said fire me why on earth would they
fire me
inflection and her voice clearly said
they’re the bad guys
I’m the good guy why don’t they fire
them and keep me have you ever noticed
that people who are the problem never
recognize that they are they’re in
complete denial they think denial is
just a river in Egypt why would they
fire me I said ma’am I don’t believe
there’s a company in America big enough
to contain this much poison in one small
spot have you ever noticed that when
somebody’s about to lose something
they’ve been complaining about whether
it’s a car a home a mate a job or
whatever when all of a sudden it appears
they’re going to lose them it takes on
brand-new value she looked at me and
said well what can I do I said do you
really want to know she said yes I do
that’s the reason I came to see you I
came looking for help but you sure have
been in a hip so far
I said well ma’am I’ve got an idea and I
will absolutely guarantee you it
positively definitely absolutely will
work if you will just do it she said
I’ll try anything within reason I said
okay when you get home tonight all of
your household tasks are complete it’s
bedtime get off in a room right by
yourself get a sheet of paper out and at
the top of it right I like my job
because he interrupted me she said
that’ll be easy I don’t like nothing
about that job don’t like nothing about
those people down there and I said well
just as a matter of curiosity do you
work there for benevolent reasons or do
they pay you for working there she said
well I got to confess they pay me and I
said you don’t like to be paid oh she
said yes I do I said okay tell you what
you do open your notebook right now
we’ll start our list of the things you
like about your dog they pay you for
working there and you do like it don’t
you said absolutely but she just stood
there I said no open your notebook now
and we’ll get busy on the list he just
stood there I said ma’am let me let me
tell you what my experience in life has
been I’ve discovered that in 100% of the
case there’s no
exceptions people who won’t take step
number one never take step number two
you see she had come to me with an
impossible dream her dream was that nice
mr. Ziegler was going to solve all of
her problems and she would live happily
ever after but folks I Got News for you
I can’t solve her problems I can’t solve
your problems but I will give you some
steps that are absolutely definitely and
positively will work for you as it
worked
eventually for her I said well ma’am let
me tell you something unless you’re
willing to take step number one right
now it’s been nice talking with you she
angrily opened her notebook before we
got through there were 22 things she
liked about her job Don wanted it not
only did they pay her for working there
that they paid her above average
she had three weeks vacation with pay
she had a retirement program she was a
non-profit Sharon she had health
insurance life insurance and accident
insurance
she lived less than ten minutes from
home she was in no management decisions
that come to Senator three seminars a
year to be paid for each at her own
private office and possibly twenty two
things that she liked about her job now
I said man when you get home tonight
everything is finished get off in a room
right by yourself
close the doors change one word from I
like my job to I love my job get in
front of that mirror and folks I cannot
say this strongly enough but I’m going
to try the eyes are the windows of the
soul look yourself in there and with
excitement and enthusiasm say I love my
job because they pay me for working
there I love my job because they pay me
above average were working there I love
my job because I have a wonderful
insurance program I love my job before
every one of the statements you will
sleep better that night you see there’s
something hidden in what I’m saying to
you now when she says I like my jobs is
really saying I’m grateful for my job
and of all of the emotions we can have
according to hands sell you the number
one stress pessimist in America
the healthiest of all human emotions is
gratitude I said you go down that list I
like my job I love my job whether that
is a way of gratitude you’ll sleep
better the first night tomorrow morning
when you get up get back in front of the
mirror just before you go to work get
back in front of the mirror and repeat
the process again with excitement and
enthusiasm I love my job because and
take the list with you because the
reality is you see you will have started
to change from a fault finder to a good
finder some people do really find fault
like there’s a reward for it they really
do take the list with you and you will
be able to add to that list absolutely
guaranteed do this every morning and
every night and you will have an
astonishing recovery from this advanced
case of stinking thinking now I didn’t
say that to her but I’m saying it to you
that’s what it was it was an advanced
case of stinking thinking what six weeks
later I was back in Birmingham Alabama I
was doing a follow-up sales seminar now
the lady was not in sales but she had
been listening to my tapes he had been
listening to Automobile University and
she had discovered that everybody sells
everybody will ever hear this is in
selling whether you’re a skilled teacher
a civil service worker a military
personnel an executive secretary doesn’t
make any difference what you do you sell
every day of your life there she was on
that at the sales seminar seated on the
front row grinning so wide she could
have eaten a banana sideways I’m telling
him you’re talking about somebody that
was excited that she was turned on I
said well how you done see grant even
more broadly and said mr. Ziegler I’m
doing wonderfully well and thank you for
asking she said you cannot believe how
much those people down there have
changed
I got a lid on the line folks you’re not
going to change anybody else did you
change you everything really does begin
with you now you see the unfortunate
thing this lady had been raised in a
very negative environment first her
parents have told her that should never
amount to anything they said you know
you’re always late you always sloppy why
can’t you be like your brother or your
sister or whatever when she got married
her husband had continued it and so
herself talk had become completely
negative
everything is he said about herself was
negative I you know like dad said I’m
never about anything like my husband
says I can’t do anything right but when
she started changing the input then some
radical changes took close you see super
inspiring true performance
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