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 for twenty four years
of my adult life by choice I weighed
well over 200 pounds I say by choice
because you see I have never
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 but 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
was it 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 it going to do just a
whole lot of things folks I was gonna
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 sound 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 let’s you need to have
those go there’s no question about it
being mortal jcpenney many many years
ago said give me a stock clerk with a
goal and I’ll give you a man will make
history but give me a man without a goal
and I’ll give you a stock clerk
now the interesting thing is goes do not
care who has them let me give you a
classic example of the way they work in
1950 a war-torn devastated 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 and said ago the
goal was we’re gonna be the number one
nation in the world during the 1950s 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
I know or 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 will 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 set 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 goes never
will forget this particular thing on the
radio interviews I was having done and
did at least 90% of the first 25 of them
but 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 to
of all of the qualities a good
salesperson must have
number one is integrity because if they
don’t have that you 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 and 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
other words that’s the kind of
salesperson who has long term balance
success 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
model himself out of his boss and he
trusts you and respects you if you will
give us one hour I will fly him to
Dallas and give you this cheque when you
love to have a friend like then I sent
the cheque 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 of 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 gonna really encourage you to
take some notes right here and all I
want you to do and you’ll be the only
one that’ll see it somewhere right in my
as I go down the list right 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 but
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’s concerned
tell me how HAP 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 is that all you
give my mind is please grade yourself as
we go this is so important for 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 that would give him a plus or minus
he said we give them a minus 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 – as 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 wait 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
how does your boss cabal he don’t know
that kind of money did you read where I
raised government 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 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 out
he said I don’t think he’s got any I’m
not his friend I just haven’t admire the
guy tell you 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 for 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 – uh Steve when that was over we
give him the – there I said Steve of the
eight 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 kinda stunned he slowly
rose to his feet and said no wouldn’t
would you
number of years ago Laura majors my
executive assistant got a phone call
from a lady in Birmingham Alabama at the
end of the conversation she said Zig she
said I believe this woman thinks he’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
Volare tell her to meet me backstage
I’ll get there about 10 minutes early
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
she said 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 are you talking about
negative Nell she was it she said can
you help me now understand I’ve only got
about 10 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 psychologists
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 your problem if 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 then solve the
problem they can’t 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 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
she was stunned I couldn’t have stunned
him more about hit her in the face with
a bucket of ice water
she said fire me why on earth would they
fire me in flexing 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 gonna 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 help 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 a 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 man let me let me
tell you what my experience in life
has been I’ve discovered that in 100% of
the cases 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
stamps that I’ll 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 now I 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 on management decisions
that come to senator three seminars a
year to be paid for shed her own private
office and party played 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 they have a wonderful
insurance program I love my job before
every one of the statements you would
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
it’s really saying I’m grateful for my
job
and of all of the emotions we can have
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 rather 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 school 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
there at the sales seminar seated on the
front row grinning to white she could
have eaten a banana sideways I’m telling
you you’re talking about somebody that
was excited she was turned on I said
well how you done man she grinned 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 and continued it and so
herself talk had become completely
negative
everything is she said about herself was
negative you know like dad said I’ll
never amount to anything well like my
husband says I can’t do anything right
but when she started changing the input
then some radical changes took place I
listened to the people who were
successful in selling that product I
would learn new things from different
ones and new approaches and that’s very
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 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
ester 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 sets the records ever we set a
record the first time he picked up a
football and you can 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
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 for twenty four years
of my adult life by choice I weighed
well over 200 pounds I say by choice
because you see I have never
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 but 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
was it 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 it going to do just a
whole lot of things folks I was gonna
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 sound 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 let’s you need to have
those go there’s no question about it
being mortal jcpenney many many years
ago said give me a stock clerk with a
goal and I’ll give you a man will make
history but give me a man without a goal
and I’ll give you a stock clerk
now the interesting thing is goes do not
care who has them let me give you a
classic example of the way they work in
1950 a war-torn devastated 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 and said ago the
goal was we’re gonna be the number one
nation in the world during the 1950s 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
I know or 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 will 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 set 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 goes never
will forget this particular thing on the
radio interviews I was having done and
did at least 90% of the first 25 of them
but 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 to
of all of the qualities a good
salesperson must have
number one is integrity because if they
don’t have that you 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 and 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
other words that’s the kind of
salesperson who has long term balance
success 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
model himself out of his boss and he
trusts you and respects you if you will
give us one hour I will fly him to
Dallas and give you this cheque when you
love to have a friend like then I sent
the cheque 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 of 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 gonna really encourage you to
take some notes right here and all I
want you to do and you’ll be the only
one that’ll see it somewhere right in my
as I go down the list right 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 but
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’s concerned
tell me how HAP 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 is that all you
give my mind is please grade yourself as
we go this is so important for 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 that would give him a plus or minus
he said we give them a minus 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 – as 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 wait 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
how does your boss cabal he don’t know
that kind of money did you read where I
raised government 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 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 out
he said I don’t think he’s got any I’m
not his friend I just haven’t admire the
guy tell you 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 for 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 – uh Steve when that was over we
give him the – there I said Steve of the
eight 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 kinda stunned he slowly
rose to his feet and said no wouldn’t
would you
number of years ago Laura majors my
executive assistant got a phone call
from a lady in Birmingham Alabama at the
end of the conversation she said Zig she
said I believe this woman thinks he’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
Volare tell her to meet me backstage
I’ll get there about 10 minutes early
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
she said 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 are you talking about
negative Nell she was it she said can
you help me now understand I’ve only got
about 10 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 psychologists
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 your problem if 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 then solve the
problem they can’t 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 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
she was stunned I couldn’t have stunned
him more about hit her in the face with
a bucket of ice water
she said fire me why on earth would they
fire me in flexing 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 gonna 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 help 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 a 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 man let me let me
tell you what my experience in life
has been I’ve discovered that in 100% of
the cases 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
stamps that I’ll 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 now I 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 on management decisions
that come to senator three seminars a
year to be paid for shed her own private
office and party played 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 they have a wonderful
insurance program I love my job before
every one of the statements you would
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
it’s really saying I’m grateful for my
job
and of all of the emotions we can have
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 rather 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 school 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
there at the sales seminar seated on the
front row grinning to white she could
have eaten a banana sideways I’m telling
you you’re talking about somebody that
was excited she was turned on I said
well how you done man she grinned 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 and continued it and so
herself talk had become completely
negative
everything is she said about herself was
negative you know like dad said I’ll
never amount to anything well like my
husband says I can’t do anything right
but when she started changing the input
then some radical changes took place I
listened to the people who were
successful in selling that product I
would learn new things from different
ones and new approaches and that’s very
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 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
ester 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 sets the records ever we set a
record the first time he picked up a
football and you can 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
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