breathe life into you and it wasn’t on
my schedule but I had to say to those
who have spoke and I feel inspired thank
you we are celebrating this year the
50th anniversary of the release of the
perennial bestseller Augmon Dino’s book
the greatest salesman in the world
very exciting 25 million copies 25
different languages in four weeks my
wife and I leave for Israel we’re gonna
be looking at sites for the filming the
script is being written now for the
movie so watch the next couple of years
the greatest salesman’s gonna be on the
big screen that’s been an 18 year long
project well recently my wife and I had
the privilege of going to Eastern Europe
to speak we spoke in Budapest four times
then to Vienna and then to Prague and I
was most worried about Prague because
when the iron curtain came down they
said that opportunists filled in the
void and the people have been trained to
do business by elbows they get the
visual by elbows and I want to teach
them about love well it was four o’clock
in the morning this morning by the way
it was 353 I always wake up before
o’clock in the morning it’s always the
case and I didn’t bring my clicker with
me so I’ll have to just signal and you
can change the slides for me four
o’clock in the morning and I am thinking
about what I’m going to say that evening
in Prague and I have an experience and
it’s a strange one thank you
I am scuba diving in a cave now I’ve got
a headlamp this is only source of light
and I look down the bottom of the cave
and there there’s an ancient city and
I’m getting ready to take this left-hand
turn
all sudden they have this overwhelming
sense of anxiety I don’t know how to get
out of the cave and I’m gonna run out of
air I have run out of air at 80 feet
swimming with sharks you don’t want to
run out of air and I’m going wow what
was that all about than the distinct
impression share this with them this
evening before you begin your speech so
that night I got on the stage they
introduced me and I I turned to the to
the translator who was sitting right
over here and I said translate this
verbatim I’m gonna check all right I
told them the story and then had this
impression asked them if they feel like
they’re suffocating and don’t know how
to get out those that spoke English went
just like that and the rest did as soon
as he finished translating then the
impression came tell them you’re here to
show them how so I said it I shared
three principles with them that night I
want to share just one of them with you
today it’s the most important of the
three okay and I’m so glad I picked this
one because we have watched walking
talking examples all day of people who
were practicing this very principle so
it should sound familiar
I told them at a few years prior I was
in Chicago speaking to a group of real
estate investors and I was very
concerned because they had really
unhealthy habits of thinking they were
engaged in a lot of fantasy about what
its gonna be like when they were gonna
be rich they were very frustrated a life
wasn’t turning out that way and they
were beating themselves up I can almost
touch it I could almost taste it why
can’t I have it what’s wrong with me
and some would even say does God not
love me they were questioning Worth and
worthiness ability character
contribution horrific internal dialogue
sabotaging dialogue
and what I’ve grown to know as we’ve
done habit finder assessments on a
hundred thousand people sixty five
hundred of which I have done personally
is that our habits of thinking impact
every facet of our lives how we feel
when we wake up in the morning the
decisions we make the actions we take
the results we create are driven by
those habits these are down below the
surface of personality and behavior this
is what’s driving it oh I want to share
with him dream I called the Chicago
dream it’s in Chicago I’m gonna speak to
this group and the night before I spoke
I had a dream very vivid dream in that
dream I’m walking along a path and I’ve
got over my shoulder and you can just do
this with thing just go like this
this big white muslin bag this so big is
drainage to tree it’s dragging on the
ground it’s waiting about two or three
hundred pounds can you see it it’s
exhausted there’s this man approaching
me and I want to connect with him I know
all the principles of connection but I’m
too tired of exhausted and then this
voice says to me let go of the bag you
feel it I watched all these people in
Prague oh it was wonderful okay we’re
connecting we might get to love yet you
know then I was told to turn around and
face the back there’s a reason why we
drag that bag behind us it’s filled with
all of our failures and our
discouragements and our frustrations and
everybody that’s ever hurt us and
everybody we’ve ever hurt or shame or
blame you feel it
well we reluctantly I turned around and
then I was told to empty the sack and
there was a stack of silver orbs with
spikes I brought one with me woody
Woodward a dear friend actually made
this and sent it to me they opened the
package I went whoa wow this is what it
looked like
full pile of them and I was told pick up
the most painful experience of your life
let us be with me for a month what’s the
most painful of your life I’m asking
these people in Prague to do likewise
pick it up
do you know what it is do you know what
it is just do this with me hold it your
mine happened in Chicago I was aged 3
through 5 I was in the care and keeping
of pedophiles dad is going to college
working at night mom was in a high-rise
she grew up on a farm they didn’t have
plumbing tuff she was married they
thought this couple who couldn’t have
children
with the best people in the world they
brought Santa Claus to our studio
apartment
they bought clothes for us they took us
on a date trips but they took far more
than they ever gave and I’m holding this
I never wanted this I wanted to be
someone else somewhere else doing
something very different than this and
then I was asked this question I asked
them and I’ll ask you anybody else
that engrave this on your heart I pushed
it in it is slid right in my heart
opened up and made space for it that I
was asked to pick up the next if you got
another one I had a whole pile of them
1989 spent 15 years building a
multi-million dollar estate the real
estate market collapses in Southern
California and all of it goes through
our fingers like water we could not stop
it could not stop it we have a million
dollars in debt I’m the corporate signer
when the bank can’t get it from the
company who do they come to to me we
spent the next ten years paying that
back my sweetest heart is with us today
I wish I had time to tell you some of
the things she did we were miraculous to
help make that possible 16 hour days
seven kids through college four of them
married during that time last check paid
off in August of 2000 dark nights two
years into it I almost cashed in a
million-dollar life-insurance policy to
anybody else suffering from a similar
wound anybody had a financial setback
yeah almost everybody in that room
raised their hands engrave this on your
heart about three rows back right over
here there was this really beautiful
woman probably in her early 30s and she
had tears just streaming down her cheeks
and I asked her name she gave it to me
said may I share with you what I was
told in the dream and she said yes so I
did your character has been forged in
the furnace of adversity
you know what pain feels like she nod
her head yes can you take it back but
you can choose to use this rich
experience as a resource to better
understand what somebody else is going
through and if you’ll do this they’ll
finally be purpose in this suffering joy
in the journey and much needed healing
in our soul I was told to turn around to
face this person so I did guess what he
was dragging because I turned to her and
she went just like this I said yep he
was dragging his sack except for I knew
what was in it no intuition empathy were
alive I woke up you see when we take our
life experiences we put them in our
heart and we use them to serve another
one another person we finally do have
purpose we have joy because as we listen
we look for the good in that person and
we notice it we do what’s important to
them we begin to listen differently
we’re not listening to respond we’re
listening to truly understand where they
are truly understand then we begin to
ask empathetic questions because our
self sabotaging dialogue is no longer
there it’s here as a resource we’re
listening we hear things nobody else
hears we see things nobody else sees and
we can ask questions nobody else can ask
and they are the difference maker
and you watch that person go finally
somebody understands me I asked them and
I’m gonna ask you I’ve asked this all
over the world when was the last time
someone cared enough about you to listen
until you felt totally understood they
didn’t try to fix you last week last
month last year I asked that question to
3,000 empathetic health coaches and
seven hands went up 1,800 realtor’s in
bern in bermuda six hands went up this
is so rare I called it the greatest
secret of success in all ventures let us
have the courage to know that the
greatest gift we give someone is for
them to feel understood let us
understand that our greatest asset is
our life experience and if we’ve got
courage to take it put it in her heart
and use it in service all the difference
we could make in this world so let me
close with this question in what way
have you been uniquely prepared to serve
you are nature’s greatest miracle have
the courage to repurpose your experience
for the service of others have we not in
fact watched after there [Music]