[Music]
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’re going to 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 gold which
you do not have you can’t make it as a
wandering generality
[Music]
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 how can I get out
of this deal and so that commit but
please 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’m poison a lot of people stand in
front of the stove of life and they say
now stove you give me some heat then
I’ll put some woody
that 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 to give me
a raise and I’ll start coming to work on
time all right
so many times they will come to him and
say make me the boss now I know I
haven’t been here very long don’t really
deserve to be locked but I just function
better when I am in charge of thing 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
and say I’m teaching if I take a failing
grade home my parents won’t skin me
alive paste me on this quarter and next
time I’ll study more than anybody else
reward me now I’ll produce later it
doesn’t works out with you can’t you
just see an old farmer standing out in
the fields in October and said Lord I
know I didn’t find a thing this year but
if you’ll give me a big crop this year
I’ll plant more than anybody next year
it ain’t that way folks you know in
South Alabama the worlds are deep it all
we’re glad they’re deep because the
deeper the well the cooler the cleaner
the sweet of the Puritans they’re better
tasting the water and isn’t that true of
life in Nativity if you can become an MD
by 6 weeks of summer schools that the
rewards would be almost ended sure that
if you become a sales expert in three
days of a training school or that the
rate of pay would go down rather
radically isn’t it true that anything
worth doing is worth doing fully until
you can learn to do it with
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 grew
discouraged and quit too soon 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 and Charlotte all day long in a
meeting it 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
minute done got up gone we’ll anyhow
when off we were living in little three
room apartment above a grocery store
five o’clock well that was horrible
when the clock went off you know I
looked at 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
laid back now and as I lay down the
words that my mother came back to me son
if you worked for a man you worked for
him all the way
your lawyer to him in every way and if
your word is no good you’re no good
you
[Music]
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’ve 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 the rule is simple you do it now
you do it now
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 in
the street 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’re takin all of
the steps in 1970 the Japanese said
another goal they said you’re in the
seventies we’ll 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
[Music]
[Music]
you need to read eat at least 20 minutes
every day now I spend about 2 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 all about
ographers
self-help books motivational books books
about your business your profession the
industry of which you are a part this
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
[Music]
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 work
with addy
my first few speeches were this Esther
but I believed that I could develop into
that so I kept added unto 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
you
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’re going to 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 gold which
you do not have you can’t make it as a
wandering generality
[Music]
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 how can I get out
of this deal and so that commit but
please 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’m poison a lot of people stand in
front of the stove of life and they say
now stove you give me some heat then
I’ll put some woody
that 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 to give me
a raise and I’ll start coming to work on
time all right
so many times they will come to him and
say make me the boss now I know I
haven’t been here very long don’t really
deserve to be locked but I just function
better when I am in charge of thing 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
and say I’m teaching if I take a failing
grade home my parents won’t skin me
alive paste me on this quarter and next
time I’ll study more than anybody else
reward me now I’ll produce later it
doesn’t works out with you can’t you
just see an old farmer standing out in
the fields in October and said Lord I
know I didn’t find a thing this year but
if you’ll give me a big crop this year
I’ll plant more than anybody next year
it ain’t that way folks you know in
South Alabama the worlds are deep it all
we’re glad they’re deep because the
deeper the well the cooler the cleaner
the sweet of the Puritans they’re better
tasting the water and isn’t that true of
life in Nativity if you can become an MD
by 6 weeks of summer schools that the
rewards would be almost ended sure that
if you become a sales expert in three
days of a training school or that the
rate of pay would go down rather
radically isn’t it true that anything
worth doing is worth doing fully until
you can learn to do it with
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 grew
discouraged and quit too soon 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 and Charlotte all day long in a
meeting it 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
minute done got up gone we’ll anyhow
when off we were living in little three
room apartment above a grocery store
five o’clock well that was horrible
when the clock went off you know I
looked at 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
laid back now and as I lay down the
words that my mother came back to me son
if you worked for a man you worked for
him all the way
your lawyer to him in every way and if
your word is no good you’re no good
you
[Music]
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’ve 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 the rule is simple you do it now
you do it now
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 in
the street 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’re takin all of
the steps in 1970 the Japanese said
another goal they said you’re in the
seventies we’ll 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
[Music]
[Music]
you need to read eat at least 20 minutes
every day now I spend about 2 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 all about
ographers
self-help books motivational books books
about your business your profession the
industry of which you are a part this
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
[Music]
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 work
with addy
my first few speeches were this Esther
but I believed that I could develop into
that so I kept added unto 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
you
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