I want you to look at something right
now thank you some major goal you want
or maybe it’s one you’re already working
on and you have experienced a lot of
setbacks a lot of defeats you’ve
experienced a lot of disappointment
maybe you’ve already given up and maybe
you just need a little fire a little
encouragement to get back in the game
again here’s what I want you to look at
they’re winners and there are losers
and there are people who have not
discovered how to win and all they need
is some coaching all they need is some
help and assistance just a little
support all they need is some insight or
different strategy a plan of action to
make some adjustments that will open up
the key to a whole new future for them
that will give them access to the
unlimited power but they have within
themselves that’s all that they need so
what I want you to do is think about
something you want for you that’s real
for you that’s important for you that
will give your life some special meaning
and power and I don’t even want you to
say I can do that I don’t want you to
assume that see five years ago when I
started out in this area I would not
have been able to make the mental leap
that I would be up to where I am right
now I don’t want you to begin to just
psych yourself out no no I want you to
be able to say something to yourself
that will enable you to maintain a level
of integrity with yourself that when you
say this even when you face tremendous
setbacks it it will be a benchmark to
keep you in the game to keep you moving
forward in experimenting and readjusting
your strategy and your plan of action
continuously looking for ways to win so
what is that something when you got an
idea you want to move on you might not
have the money you might not have the
education you might not have the support
or resources you need what is that
something that can keep us going that
will enable us to act on our
greep what’s one of those keys that will
begin to help us to discover the secrets
to our dream here’s what I want you to
repeat after me please with power and
conviction say it’s possible that’s all
I want you to do when you look at your
dream you say to yourself every day it’s
possible let’s say that every day to
them it’s possible because what does
that do see it begins to change your
belief system see the way in which we
operate ladies and gentlemen it’s a
manifestation of what we believe what’s
possible for us whatever you’ve done up
to this point all that it really is is a
duplication it’s a reproduction of what
you believe subconsciously that you
deserve and what’s possible for your
life most people operate out of their
personal history out of their memory
things they have done things have
experienced things they’ve seen things
that they have observed what I’m
suggesting that you operate out of a
larger vision of yourself I want you to
see yourself doing what you want to do
experiencing what you want to experience
it having what you want to have doing
what is that gives your life’s of
meaning and value operate out of your
imagination not your memory because
whatever you look at where you want to
go I’m going to warn you you will have
some conversation back here after you go
through the data that you’ve experienced
in life saying you can’t do it and so
what you want to begin to do is ignore
that inner conversation what most people
ladies and gentlemen when something
happens to them what they do is they
begin to believe that that’s the way it
is that’s the way it’s always been and
they can’t see the possibility of it
being any different example before in
April 1954 the common belief the
universe will believe because it had
been tried again and again and again and
people that fail the belief was that man
was
physically capable of breaking the
four-minute barrier that he could not
want a mile in less than four minutes
that was to believe on the planet it had
never been done but here’s what happened
ladies and gentlemen Roger Bannister
came along and he broke the four-minute
barrier now here’s what’s significant
about that since that time up to this
day over 20,000 people have done it
including high school kids what changed
20,000 people what changed here’s what
happened when they got on the track they
knew it had been done and because they
knew it had been done there was a new
belief about this barrier about this
goal that was unreachable and those
20,000 people got into raised believing
knowing in the heart that someone had
done it that it’s possible that they
could do it and I’m saying that if you
know anybody that had some goal some
dreams something they wanted to do and
they did it denies saying that you know
in your heart that if someone has done
it then you can do it it’s possible and
that if someone can make that dream
become a reality that it’s it’s possible
that you can make your dream become
reality and so as you begin to look at
where you want to go beginning to
embrace that it’s possible I’m blessed
and highly favored I’ve got a lot going
for me I got some good stuff in me and
it’s possible that I can bring my
greatness out here in the universe that
I can do what I want to do it’s possible
I can write my own book I can have my
own business I I can take the trip and
travel around the world it’s possible I
can bounce back from adversity and
reinvent my life it’s possible
regardless of where
and the things can get better for me
it’s possible I’m thinking about two men
right here in Chicago
who are fairly successful similar
background educated they work for
cooperation for many years and they were
among many people that were laid off two
guys who were very good friends one when
I’m looking for a job for several weeks
along with the other one and they face
disappointment and rejection again and
again and again
they couldn’t find any work which is the
story of many people across this country
one guy stopped he became discouraged he
stopped going he stayed home looking at
television became very argumentative and
toxic with his wife drinking beer
getting on the phone talking to his
and he just gave up the other guy kept
looking for a job everywhere it could go
every time he could get an opportunity
kept asking people networking checking
the newspapers every day kept going
everywhere he could trying to find a job
you have too much education you’re
overqualified you won’t be here long
enough he kept going he kept going he
went to a places they look here I tell
you what if you can’t hire me and I know
you can use my talents abilities and
skills I don’t want to sit home and do
nothing just just let me do some
volunteer work you don’t have to give me
anything all right I just want to work I
want to be busy guy said ok it’s on you
now but don’t don’t expect me to give
you anything it’s ok this guy came in
and work he was the first one there the
last one to leave was the best employee
there about four weeks later one of the
top managers quit they were looking for
a replacement guess who they selected
this other guy this guy who was
volunteering his time he got the job
what was the difference between the two
men eyesight and mindsight eyesight is
judging on what you see judging
according to appearances but mine site
is how you interpret what you see one
guy said it’s not possible it’s over I’m
finished I can’t do it I can’t make it
he surrendered I’m faced rejection again
and again I’m not going anymore there
are no jobs out there but this other guy
he felt that in spite of the knows and
rejections in spite of how bad the
economy is in spite of what the
newspapers are saying that it’s possible
that somebody somewhere will give you a
job he just kept going thinking it was
possible and guess what ladies and
gentlemen that’s what we have to do with
our dreams because things happen to you
in life that you can never ever
anticipate and many times when those
things
you want to give up I remember when I
was in broadcasting when I was a disc
jockey I became very controversial not
only being a disc jockey but I felt that
radio was something that you not only
entertain people with but you also
empower them you educate them and I got
fired now to just leave they fired me
I said wait a minute they took my
microphone I thought that was who I was
no no ladies and gentlemen it wasn’t I
had to do something else
and I didn’t know what else I could do
so here’s what I’m looking at what are
the uses for your life right now that
you haven’t even reach for you see I
believe it when you don’t have enough
encouragement to act on your dreams or
ideas or you’re not enlightened enough
that life will act on you see life and
moved on and said let’s Brown you about
grown this it’s time for you to do
something else well I wasn’t
enlightening the back organize some
discharges and got my job back so he had
to find me again
I got five twice here’s what I did I had
to think of something else and saw a guy
suggestively he said last why don’t you
run for office
a Samantha Byrd norian thing about how
to operate in the political arena I’ve
heard the courage people to register to
vote and get optimal but I don’t know
anything about politics he said he’s
young people who love robbers all the
so I ran now here’s what I’m suggesting
I ran you got to do what you can where
you are with what you have I didn’t have
any money I didn’t know anything about
the political process I didn’t even have
any support but here’s what the guy told
me it’s possible you could win that’s
all I had I was running against an
endorsed candidate he wasn’t incumbent
he had the newspaper support all of the
leadership in the community and I was
challenging this guy so I had a sing
when I was on radio stand up for what
you believe in because you can fall for
anything and I would go door to door I
have my kids on one side of the street I
would be on the other not I’d knock on
doors hello my name is Lester I’ll tell
everybody I’m still standing
they get on the phone sound less
problems to my house today you know to
borrow the radio with the big mouth yeah
say he’s still said see I’m saying just
just keep moving don’t stop feeling
sorry for yourself don’t spend time
blaming and talking about what happened
to you see whatever you talk about
that’s what you multiply and expand in
your life experience so don’t talk about
stuff unless you wanted to keep what
if I continue to do that have my
children with me we’re going do it or do
it didn’t have enough money eventually
we got close to the election and
something happened that really surprised
me guys who I thought were going to
either support me or stay out of it
various powerful community leaders they
became involved in it and they endorsed
my opponent I felt devastated now that’s
going to happen to you when you’re
working on your dream things are gonna
happen that’s gonna catch you on the
blindside I was shocking to me they
didn’t have to do that all that do just
well here they go come up in there
messing with me now that’s going to
happen you got some people who believe
it’s their personal business to stop you
[Music]
but I didn’t deal with that you want to
make your dream come true you got to
stay focused some people rather get even
than get ahead stay focus on where you
want to go I just kept on doing what I
was supposed to do and so I was driving
to the radio station my opponent had
over $20,000 I had less than $800 as I
was in the radio station the guy said
you got to make a commercial I said yes
he said it better be a good one because
that money can’t go pretty for here and
I sit there in the middle control room
and I was thinking and here’s what
happens when you get still stuff will
start coming something said call you
mama used to talk about your mother on
the air all the time ask her to say a
few words for you that’ll be a different
kind of political spa so I call my mama
and I had a gospel record playing in the
[Applause]
and then I had my mother say hello this
is mrs. Mamie Brown when I raised my
sons I raised them to be good children
when they got out of hand I beat their
behind and made him go right please vote
usually the state representative race
maybe three or four thousand people will
come out to vote in a primary and that
primary race over 27 thousand people
came out and voted said I’m voting for
Less marques it mama say he’s a good boy
[Applause]
[Music]
so you’ve got to be willing to stay
focused to be creative to be relentless
because things are going to happen to
you when you’re working on your dream
when you get on track I remember when I
first got involved in speaking one of
the main things that speakers like to do
is fake to speak to a certain
Association that they have over 10,000
of their sales reps that come to this
convention and I was ridiculous I kept
saying it’s possible it’s possible see
what I want to let you know and set you
up for because you said it’s possible
don’t mean is you’re not gonna have any
problems that Murphy’s Law I go Colin
slept beside to hear all bird we go come
visit you he’s waiting for some y’all
out in the parking lot oh you say it’s
possible okay it’s possible to get up
well I was working I’ve kept saying it’s
possible they got other speakers on this
program I can be on that program too I
kept telling myself I got all fired up
and I was calling him every day every
day and the ladies finally said mr.
Brown I tell you what we want you to
come in and talk to our sales executives
you got the kind of fire and guts that
they want that will motivate them and
let me tell you something else we want
you to bring your motivational tapes
you’re gonna need at least $50,000 where
the tapes us is that right yes because
they want to keep that drive alive and
said all right I’ll call a guy will
duplicate my tapes I said Don how you
doing this is les let me tell you I got
a major speaking engagement said magnets
of speakers dream I need all the $50,000
where the product is unless you don’t
I said I know but Don I can sell that
just just right after speaking
engagement I’ll give you money in four
days he said are you sure less I said
yes I got a major speaking engagement
then they told me to do it he said man
that’s a big ortley let me talk with the
lady with you I said hold on just a
minute man call lady back hello Evelyn
how you doing this is les Rob I got down
on the phone what did you say do I have
the speaking engagement yes you do and
what else you suggest let’s our people
they buy a lot of tapes your takes a
very popular among them I’m saying bring
at least $50,000 worth of tapes left
you’ll sell everything you got and more
I said did you hear that dog he said yes
I said now if anybody else has to make a
decision are you to find a person she
said I’m the final person I will send
you the contract I want you I said you
had a down he said yes I said oh ye of
little faith
I said locate the takes man hunka photo
well he duplicate the tapes one week
pained by I’m checking the mail every
day
as they come on Murphy Dostana come on
give me a break I talked to myself you
know I don’t want to call right there
two weeks passed by Marissa don’t you
think you oughta call I said okay I call
I say hello this is Les Brown calling
how you doing les isn’t fine I said I’m
Evelyn hasn’t sent my contract out yet
any additional information you need so
unless you haven’t heard I said no
when I got home I was so wiped out it
Furby said is it possible you want to
but ladies and gentlemen here’s what I
had to do I had to begin to focus on
what was the solution now this was not
the only place that I’ll be able to sell
those products and as I began to
challenge myself and got to help and
support in some other input I eventually
did it took longer but it was challenging
now thank you some major goal you want
or maybe it’s one you’re already working
on and you have experienced a lot of
setbacks a lot of defeats you’ve
experienced a lot of disappointment
maybe you’ve already given up and maybe
you just need a little fire a little
encouragement to get back in the game
again here’s what I want you to look at
they’re winners and there are losers
and there are people who have not
discovered how to win and all they need
is some coaching all they need is some
help and assistance just a little
support all they need is some insight or
different strategy a plan of action to
make some adjustments that will open up
the key to a whole new future for them
that will give them access to the
unlimited power but they have within
themselves that’s all that they need so
what I want you to do is think about
something you want for you that’s real
for you that’s important for you that
will give your life some special meaning
and power and I don’t even want you to
say I can do that I don’t want you to
assume that see five years ago when I
started out in this area I would not
have been able to make the mental leap
that I would be up to where I am right
now I don’t want you to begin to just
psych yourself out no no I want you to
be able to say something to yourself
that will enable you to maintain a level
of integrity with yourself that when you
say this even when you face tremendous
setbacks it it will be a benchmark to
keep you in the game to keep you moving
forward in experimenting and readjusting
your strategy and your plan of action
continuously looking for ways to win so
what is that something when you got an
idea you want to move on you might not
have the money you might not have the
education you might not have the support
or resources you need what is that
something that can keep us going that
will enable us to act on our
greep what’s one of those keys that will
begin to help us to discover the secrets
to our dream here’s what I want you to
repeat after me please with power and
conviction say it’s possible that’s all
I want you to do when you look at your
dream you say to yourself every day it’s
possible let’s say that every day to
them it’s possible because what does
that do see it begins to change your
belief system see the way in which we
operate ladies and gentlemen it’s a
manifestation of what we believe what’s
possible for us whatever you’ve done up
to this point all that it really is is a
duplication it’s a reproduction of what
you believe subconsciously that you
deserve and what’s possible for your
life most people operate out of their
personal history out of their memory
things they have done things have
experienced things they’ve seen things
that they have observed what I’m
suggesting that you operate out of a
larger vision of yourself I want you to
see yourself doing what you want to do
experiencing what you want to experience
it having what you want to have doing
what is that gives your life’s of
meaning and value operate out of your
imagination not your memory because
whatever you look at where you want to
go I’m going to warn you you will have
some conversation back here after you go
through the data that you’ve experienced
in life saying you can’t do it and so
what you want to begin to do is ignore
that inner conversation what most people
ladies and gentlemen when something
happens to them what they do is they
begin to believe that that’s the way it
is that’s the way it’s always been and
they can’t see the possibility of it
being any different example before in
April 1954 the common belief the
universe will believe because it had
been tried again and again and again and
people that fail the belief was that man
was
physically capable of breaking the
four-minute barrier that he could not
want a mile in less than four minutes
that was to believe on the planet it had
never been done but here’s what happened
ladies and gentlemen Roger Bannister
came along and he broke the four-minute
barrier now here’s what’s significant
about that since that time up to this
day over 20,000 people have done it
including high school kids what changed
20,000 people what changed here’s what
happened when they got on the track they
knew it had been done and because they
knew it had been done there was a new
belief about this barrier about this
goal that was unreachable and those
20,000 people got into raised believing
knowing in the heart that someone had
done it that it’s possible that they
could do it and I’m saying that if you
know anybody that had some goal some
dreams something they wanted to do and
they did it denies saying that you know
in your heart that if someone has done
it then you can do it it’s possible and
that if someone can make that dream
become a reality that it’s it’s possible
that you can make your dream become
reality and so as you begin to look at
where you want to go beginning to
embrace that it’s possible I’m blessed
and highly favored I’ve got a lot going
for me I got some good stuff in me and
it’s possible that I can bring my
greatness out here in the universe that
I can do what I want to do it’s possible
I can write my own book I can have my
own business I I can take the trip and
travel around the world it’s possible I
can bounce back from adversity and
reinvent my life it’s possible
regardless of where
and the things can get better for me
it’s possible I’m thinking about two men
right here in Chicago
who are fairly successful similar
background educated they work for
cooperation for many years and they were
among many people that were laid off two
guys who were very good friends one when
I’m looking for a job for several weeks
along with the other one and they face
disappointment and rejection again and
again and again
they couldn’t find any work which is the
story of many people across this country
one guy stopped he became discouraged he
stopped going he stayed home looking at
television became very argumentative and
toxic with his wife drinking beer
getting on the phone talking to his
and he just gave up the other guy kept
looking for a job everywhere it could go
every time he could get an opportunity
kept asking people networking checking
the newspapers every day kept going
everywhere he could trying to find a job
you have too much education you’re
overqualified you won’t be here long
enough he kept going he kept going he
went to a places they look here I tell
you what if you can’t hire me and I know
you can use my talents abilities and
skills I don’t want to sit home and do
nothing just just let me do some
volunteer work you don’t have to give me
anything all right I just want to work I
want to be busy guy said ok it’s on you
now but don’t don’t expect me to give
you anything it’s ok this guy came in
and work he was the first one there the
last one to leave was the best employee
there about four weeks later one of the
top managers quit they were looking for
a replacement guess who they selected
this other guy this guy who was
volunteering his time he got the job
what was the difference between the two
men eyesight and mindsight eyesight is
judging on what you see judging
according to appearances but mine site
is how you interpret what you see one
guy said it’s not possible it’s over I’m
finished I can’t do it I can’t make it
he surrendered I’m faced rejection again
and again I’m not going anymore there
are no jobs out there but this other guy
he felt that in spite of the knows and
rejections in spite of how bad the
economy is in spite of what the
newspapers are saying that it’s possible
that somebody somewhere will give you a
job he just kept going thinking it was
possible and guess what ladies and
gentlemen that’s what we have to do with
our dreams because things happen to you
in life that you can never ever
anticipate and many times when those
things
you want to give up I remember when I
was in broadcasting when I was a disc
jockey I became very controversial not
only being a disc jockey but I felt that
radio was something that you not only
entertain people with but you also
empower them you educate them and I got
fired now to just leave they fired me
I said wait a minute they took my
microphone I thought that was who I was
no no ladies and gentlemen it wasn’t I
had to do something else
and I didn’t know what else I could do
so here’s what I’m looking at what are
the uses for your life right now that
you haven’t even reach for you see I
believe it when you don’t have enough
encouragement to act on your dreams or
ideas or you’re not enlightened enough
that life will act on you see life and
moved on and said let’s Brown you about
grown this it’s time for you to do
something else well I wasn’t
enlightening the back organize some
discharges and got my job back so he had
to find me again
I got five twice here’s what I did I had
to think of something else and saw a guy
suggestively he said last why don’t you
run for office
a Samantha Byrd norian thing about how
to operate in the political arena I’ve
heard the courage people to register to
vote and get optimal but I don’t know
anything about politics he said he’s
young people who love robbers all the
so I ran now here’s what I’m suggesting
I ran you got to do what you can where
you are with what you have I didn’t have
any money I didn’t know anything about
the political process I didn’t even have
any support but here’s what the guy told
me it’s possible you could win that’s
all I had I was running against an
endorsed candidate he wasn’t incumbent
he had the newspaper support all of the
leadership in the community and I was
challenging this guy so I had a sing
when I was on radio stand up for what
you believe in because you can fall for
anything and I would go door to door I
have my kids on one side of the street I
would be on the other not I’d knock on
doors hello my name is Lester I’ll tell
everybody I’m still standing
they get on the phone sound less
problems to my house today you know to
borrow the radio with the big mouth yeah
say he’s still said see I’m saying just
just keep moving don’t stop feeling
sorry for yourself don’t spend time
blaming and talking about what happened
to you see whatever you talk about
that’s what you multiply and expand in
your life experience so don’t talk about
stuff unless you wanted to keep what
if I continue to do that have my
children with me we’re going do it or do
it didn’t have enough money eventually
we got close to the election and
something happened that really surprised
me guys who I thought were going to
either support me or stay out of it
various powerful community leaders they
became involved in it and they endorsed
my opponent I felt devastated now that’s
going to happen to you when you’re
working on your dream things are gonna
happen that’s gonna catch you on the
blindside I was shocking to me they
didn’t have to do that all that do just
well here they go come up in there
messing with me now that’s going to
happen you got some people who believe
it’s their personal business to stop you
[Music]
but I didn’t deal with that you want to
make your dream come true you got to
stay focused some people rather get even
than get ahead stay focus on where you
want to go I just kept on doing what I
was supposed to do and so I was driving
to the radio station my opponent had
over $20,000 I had less than $800 as I
was in the radio station the guy said
you got to make a commercial I said yes
he said it better be a good one because
that money can’t go pretty for here and
I sit there in the middle control room
and I was thinking and here’s what
happens when you get still stuff will
start coming something said call you
mama used to talk about your mother on
the air all the time ask her to say a
few words for you that’ll be a different
kind of political spa so I call my mama
and I had a gospel record playing in the
[Applause]
and then I had my mother say hello this
is mrs. Mamie Brown when I raised my
sons I raised them to be good children
when they got out of hand I beat their
behind and made him go right please vote
usually the state representative race
maybe three or four thousand people will
come out to vote in a primary and that
primary race over 27 thousand people
came out and voted said I’m voting for
Less marques it mama say he’s a good boy
[Applause]
[Music]
so you’ve got to be willing to stay
focused to be creative to be relentless
because things are going to happen to
you when you’re working on your dream
when you get on track I remember when I
first got involved in speaking one of
the main things that speakers like to do
is fake to speak to a certain
Association that they have over 10,000
of their sales reps that come to this
convention and I was ridiculous I kept
saying it’s possible it’s possible see
what I want to let you know and set you
up for because you said it’s possible
don’t mean is you’re not gonna have any
problems that Murphy’s Law I go Colin
slept beside to hear all bird we go come
visit you he’s waiting for some y’all
out in the parking lot oh you say it’s
possible okay it’s possible to get up
well I was working I’ve kept saying it’s
possible they got other speakers on this
program I can be on that program too I
kept telling myself I got all fired up
and I was calling him every day every
day and the ladies finally said mr.
Brown I tell you what we want you to
come in and talk to our sales executives
you got the kind of fire and guts that
they want that will motivate them and
let me tell you something else we want
you to bring your motivational tapes
you’re gonna need at least $50,000 where
the tapes us is that right yes because
they want to keep that drive alive and
said all right I’ll call a guy will
duplicate my tapes I said Don how you
doing this is les let me tell you I got
a major speaking engagement said magnets
of speakers dream I need all the $50,000
where the product is unless you don’t
I said I know but Don I can sell that
just just right after speaking
engagement I’ll give you money in four
days he said are you sure less I said
yes I got a major speaking engagement
then they told me to do it he said man
that’s a big ortley let me talk with the
lady with you I said hold on just a
minute man call lady back hello Evelyn
how you doing this is les Rob I got down
on the phone what did you say do I have
the speaking engagement yes you do and
what else you suggest let’s our people
they buy a lot of tapes your takes a
very popular among them I’m saying bring
at least $50,000 worth of tapes left
you’ll sell everything you got and more
I said did you hear that dog he said yes
I said now if anybody else has to make a
decision are you to find a person she
said I’m the final person I will send
you the contract I want you I said you
had a down he said yes I said oh ye of
little faith
I said locate the takes man hunka photo
well he duplicate the tapes one week
pained by I’m checking the mail every
day
as they come on Murphy Dostana come on
give me a break I talked to myself you
know I don’t want to call right there
two weeks passed by Marissa don’t you
think you oughta call I said okay I call
I say hello this is Les Brown calling
how you doing les isn’t fine I said I’m
Evelyn hasn’t sent my contract out yet
any additional information you need so
unless you haven’t heard I said no
when I got home I was so wiped out it
Furby said is it possible you want to
but ladies and gentlemen here’s what I
had to do I had to begin to focus on
what was the solution now this was not
the only place that I’ll be able to sell
those products and as I began to
challenge myself and got to help and
support in some other input I eventually
did it took longer but it was challenging
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