well I think every one of us here today
or winter simply by virtue of the fact
that we’re taking advantage of this
unique opportunity to make our lives
more productive and successful the
winners I know don’t seem to waste time
complaining about what’s wrong with
their lives they take action to make
their lives better and that’s what we’re
doing here today well taking action by
learning more about the qualities we
need to develop and refined in order to
become the top performers we truly want
to be dick has helped thousands of
people to succeed and I’m confident he’s
adding hundreds more to that today in
Salt Lake City Portland in Kansas City
through this tremendous seminar link
program during the next session Ziggs
going to give us some more practical
tools for successful living he’s also
going to teach us how to take control of
our circumstances instead of letting our
circumstances take control of us once
again please welcome the electrifying
Zig Ziglar
and
basic situations is right now you feel
good there is no way you could feel
anything but good what we want to look
at is what can we do to make certain we
feel good next week next month next year
in other words how can we keep it going
how can we be up most of the time and
own when we need to now I’m going to put
a lot of emphasis in this session along
the lines of the fact that you can have
everything in life you want if you will
just help enough other people get what
they want
and what we’re going to do ladies and
gentlemen is we’re going to work with a
formula we’re going to give you some
steps and procedures which absolutely
will make a permanent difference in your
life I would like to remind you that we
touched on the first step in our last
session when I said to you the first
thing you want to do is you want to
claim these qualities of life if you
want to simply adopt them as being yours
you want to do everything you can on a
steady basis to develop those qualities
further and further and further step
number two if you want to be up most of
the time and on when you need to be if
you want to build that winning attitude
then you need to be a good finder I’m
going to stray from what a lot of people
believe is the norm in life we all look
out for me first and then if there’s
anything left you can have it approach
to life as I indicated earlier we teach
a seminar in Dallas called born to win
people do come from everywhere a couple
of years ago we had a major corporation
to send in four couples
now we encourage people to come with
their mates if they are married but it
is not a marriage seminar though we’ve
seen a lot of husbands and wives walk in
at each other’s throats
and walk out in each other’s arms
because we did fit them with those new
glasses because we did teach them how to
communicate again a lot of people really
do think that when they take turns
talking that’s communication and that
really is not well in this three days I
lectured twice a day but most of the
time is spin around a round table with
six other people there’s a lot of
individual instruction there’s a great
deal of individual participation
somebody has rightly said that if you
hear it you forget it if you see it you
remember it but if you see it and hear
it and do it you understand and then
you’re successful that’s the reason we
like to get you involved it’s the doing
that makes the difference again you got
a B before you can do you got to do two
before you can have these four couples
came to our born to win seminar and we
had them really involved when we have
these people around those roundtables
every time anybody says anything or does
anything the other six people write them
a little note and it says I like James
Jones because and then they give some
specific observable behavior because he
is so pleasant and gives me
encouragement at work you could say
something like I like Bill Smith because
he brings his projects in on time and
under budget but of the seminar at the
end of it each person there has got
between 50 and sometimes as many as a
hundred and fifty of those little slips
and they they literally keep them for
months sometimes even years well the
first night these four couples went out
to a late dinner and one of Dallas is
finest and certainly one of our most
expensive restaurants they hit the
jackpot with a waiter I mean he was
absolutely magnificent he had been there
over 20 years been a waiter over 25
years
he was totally
professional in every aspect of his job
he was there when he was needed but he
did not join the party when there was a
need he fielded and disappeared and he
could anticipate those needs he really
it was brave when they got his name and
when they got ready to leave they left
him a 25% tip which is significant I
hear some there but they also left each
one of them bid that is one of those
little I like because slip they walked
out the front door they’ve gotten about
a hundred feet hundred and fifty feet
from the front door when they heard the
waiters boys from the rear he was
calling them wait a minute folks wait a
minute he looks and there he was as he
ran to them he is waving those eight
slips of paper
he drew a breast and he stopped he says
you know folks I’ve been a waiter over
25 years then they said that he broke
down and literally could not say a thing
for what seemed like forever when he
finally regained his composure
he said in 25 years this is by far the
most significant thing that has ever
happened to me he said I will never
forget tonight and with that he turned
and walked back in the restaurant never
a word about the tip just about those
little eight clips of papers my good
friend Kelly Roberts from Phoenix
Arizona there’s they’re over three
billion people on the face of this earth
to go to bed hungry every night but he
says there are over four billion people
on the face of this earth who go to bed
hungry every night for a word of praise
and appreciation of love of hope of
affection of a courage encouragement
wouldn’t it be tragic
if one of those people was your wife or
your husband or your mom or your dad
your son or your daughter or for that
matter someone with whom you work every
day of your life a nice person a nice
lady a nice guy who on the surface seems
to have everything going their way but
deep down they’re infirm all and a word
of encouragement of consideration of
kindness of effective you what a
dramatic difference it could make in
their lives and it would only take a
moment
yes words of encouragement can make such
a dramatic difference in someone’s life
three years ago I spoke down in
Melbourne Australia during one of the
breaks of a lady came up to me and and
she said mr. Ziegler I’m 32 years old
she said I have two little girls they’re
six years old and they’re nine years old
they’ve had psychological problems like
you absolutely cannot believe including
a reversion to infantile behavior is
that I got your tapes on raising those
positive kids and she said in one of
them you say tell your kids that you
love them but you said mr. Ziegler my 32
years of life there’s never been a
living breathing human being who said to
me I love you what in your tape you just
kept saying tell your kids that you love
them as he says as a matter of fact it
was weird because it seemed every time I
would put that particular tape in it was
always on that exact spot if you don’t
tell your kids that you love them they
going to grow up and get married and
have kids and they will tell that kids
if they love them and somebody’s got to
break the chain she said one night we
were seated in our den I was on one side
of the room my six-year-old was
literally at my feet my nine-year-old
was across the room and all of a sudden
she said I remem
Verdana because I just more or less
blurted it out the girls I just want you
to know I sure do love you she said had
my six-year-old been on a swing she
could not have gotten up any faster she
was like a shot out of a gun she threw
her arms around me and hugged me and
kissed me and started crying my nine
year old across the way ran across and
see through our arms around and she
hugged man she kissed me and she started
crying and of course by then I was
crying too she said mr. Ziegler I have
no idea how long we cried might just
have been a moment or two but it might
have been five even ten minutes she said
all I know is that when we finished
crying that those tears had washed away
a lot of the hurt and the pain and the
bitterness even that had crept into our
lives though I was emotionally exhausted
there was a an exhilaration that is
impossible to describe a feeling but
I’ve never had before in my life he said
the girls and I promised each other that
night and never again would we let a day
go by that we didn’t start that day and
in that day by hugging and kissing and
declaring our love she said you know mr.
Ziegler you would have thought and under
the emotions of the moment the
circumstances that were there you would
have thought that it would have been
easy and natural but you know when we
got away from the emotion of that moment
we started thinking about it I felt
awkward the next morning she said I’m
just so grateful that I was mature
enough to understand that if you always
wait until you feel like doing things
you will never really get them done and
so she said though it was awkward at
first because you cannot make an
overdraft on the bank of love all of
your life and then bring that account up
to date in one deposit I don’t care how
big the deposit is the
next morning awkwardly I grabbed my
little girls again I hugged him and
kissed him told him how much I loved him
and they told me the same thing took us
a couple of weeks before it even
approached being natural at the end of
the month though we were adding an
occasional hug and kiss extra and mr.
Ziegler within sixty days we just used
any excuse for the hugging and kissing
and mr. Ziegler within 90 days
ninety-eight percent of all of those
psychological problems had disappeared
2,000 years ago Jewish scholar wrote a
love letter to his relatives in Corinth
some say it’s the most beautiful love
letter able to written you know he kind
of summed it up by saying love never
failure I was interested to note that
when you chose those qualities of
success you put loving in there because
it is so important I take you back to
the story of the waiter now I got a
couple of points I want to make with
that story well one of just kind of cute
at least I think it’s cute what would
you wouldn’t you have just loved to have
been at the next table that waiter
served man don’t you know they got
service like nobody has ever gotten
before in their life but the real reason
I tell the story the major point I want
to make is a very heart of everything we
do and that simply is this philosophy
that you can have everything in life you
want if you will just help enough other
people get what they want why the next
morning when those eight people came in
and remember now the waiter said it was
the most meaningful event of his entire
career but you should have seen those
eight people the next morning they were
so high we had to pull them down off the
ceiling before we could bring them into
the
they bought a case of those little I
like because better because they want to
give them to everybody it really does
work and you know I can almost I’m not a
mind-reader but I know where some of
your thinking is you might sit there and
say was a I can see where it would work
for that lady in Melbourne Australia
those words kids I can see where it
would work with that later because after
all the reality is he got a bigger tip
because he did such a job would think
you got to understand man I work on Main
Street I deal with Wall Street this
outfit I work with man their bottom line
can you use this philosophy in the cold
blooded hard-headed business world in
which we live my friends it works better
there than anywhere else the December
1987 issue of executive excellence a
publication of 16 pages which has a lot
of very concise and pertinent articles
in it there was an article in it by dr.
Ken Blanchard and dr. Blanchard was or
is the man of one minute manager Famer
and dr. Blanchard reported on a study
which had been done concerning investing
in the Dow Jones and here’s what he said
as you put thirty thousand dollars
thirty years ago in the Dow Jones right
across the board the composite he said
today you would have in excess of
$100,000 but he said had you taken the
same $30,000 and invested it in the 21
companies which have ethics as the base
from which they operate these qualities
right here ethics the base from which
they operate plus they have an announced
publicly but the reason they’re in
business is to serve the public you can
have everything in life you want
you’ll just help enough other people get
what they want today you’d have over
1 million dollars same article same
article he reports on a study done by
Arizona State University of the
companies which have paid dividends for
the last 100 years now folks that’s
financial stability if there’s ever been
financial stability and these companies
have ethics as the base from which they
operate and an announced public policy
that the reason they’re in business is
to serve the public absolutely true you
have everything in life you want if
you’ll just help enough other people get
what they want so step number two if you
really want to keep that attitude right
if you really want to build that career
and if you really want to do the things
in life that will make you successful
become a good finder not incidentally
folks you know again I’m not a
mind-reader but I know sometimes when
people sit there and seminars yet is
thinking well I don’t know if I want to
do all that like this idea of standing
in front of the mirror and claiming all
of those qualities I’d be a little
self-conscious Ziglar if I do that now
I’ll look at them from time to time but
to go through that rigmarole you talk
about I don’t know about that friend let
me ask you question what have you got to
lose nobody’s even gonna know about it
with you but suppose it does what I’m
telling you
will do wouldn’t it be tragic if you
chose not to take a sample suggestion
that would make a dramatic change in
your life claim the qualities number one
number two become a good finder number
three you need to get an education one
of the things that I do in our company
when we bring someone new
bored at the moment we have about 80
people and when we bring someone aboard
I like to spend a little time talking
with them to let them know what they can
expect from us and kind of find out what
we can expect from it kind of to get to
know that individual recently we had a
beautiful lady to join us after stead
been on vacation for 23 years now those
of you who are mothers was like signals
I wasn’t a vacation seriously she had
raised her children
now she was rear-ended re-entering the
workplace and she was starting back and
you can understand why she would be a
little apprehensive and incidentally I
understand raising kids it’s not a
vacation and I would never even bother
imply that but now she shifting gears
and if she came in the first question
she asked me was do you discriminate
because of a lack of education and I
said well we certainly did she looked a
little stunned and obviously
disappointed but I said we never
discriminate because of the lack of
schooling and there’s a dramatic
difference in the two you see you can
finish school and I definitely think you
should you can even make it easy and I
definitely think if you’re not but you
can never finish your education and it
is never easy it’s something that goes
on and on and on I’m absolutely
convinced that there’s literally no
excuse in America today for anybody not
to have a brilliant education if you can
even read at the 5th grade level and if
you cannot read at the 5th grade level
go to your public library they can put
you in touch with the people who are
teaching illiterate how to read in most
every case once you’ve gotten turned on
to what it can mean to you I believe you
will do it
there’s no excuse for not being
brilliantly educated all you need to do
is three very simple things number one
that you should learn one new word every
day now ladies and gentlemen that’s not
an earth-shattering test Reader’s Digest
has an article every months are a page
in there it pays to enrich you word
power
one new where today in five years you
can talk to just about anybody about
just about anything not because you know
a whole lot of big words but because
they have broadened your base it’s gone
broader and deeper you see every time
you learn a new word that words got a
couple of buddies
and those buddies have got buddies you
learn one you are today and in five
years I’ll absolutely guarantee you it
will make a difference one study
involving thirteen hundred and sixty one
executives revealed and these are top
level executives real revealed that they
had outstanding vocabularies mint
Roberts lives in Ottawa Canada
now events was 37 years old he had a
filtrate education he was a cab driver
and he literally spent hours every week
at the airport waiting on a fare he
spent hours every week at the hotels
waiting on a fare and then one day
something happened in Vince Roberts his
life I do not know what it was but
something happened he became inspired he
realized that he did not have to say
like he was our query was so a bought
himself a book the book he bought was a
dictionary a twenty-pound
dictionary and starting on page one word
for word for word he went all the way
through that twenty pound dictionary
twice
he end up on in the cab company
he ended up investing in the stock
market becoming a very wealthy man today
he travels telling people how you did it
he did it now my friend there is no
excuse on earth there’s no reason to why
you cannot learn at least one new word
every day and it absolutely will make a
difference step number two in order to
get that education you need to read 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 biographers
autobiographies self-help books
motivational books books about your
business your profession the industry of
which you are a part was 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 folks the reality is
just a little advantage is all most of
us need it’s the little things that make
the big difference in life you call it
girlie kittens you’ll absolutely love
you call her a cat you got a problem
friend a bad problem if you say she’s a
vision your score all kind of points
call her a sight you’re in trouble
fellas can you imagine you look in your
wife’s eyes and say honey when I look
your eyes the wheels of time just stand
still
oh that’s beautiful that portrait but
can you imagine what will happen if you
look your knives and say you know honey
when I look into your eyes the weird
list when I look into your eyes I just
am reminded that you got to face it stop
a clock I mean ladies and gentlemen that
is something that would make it it’s the
little things that make a big difference
if my wife is for hours wrong no problem
but if it’s four minutes wrong I’m in
trouble because you see I’m scheduled to
leave this afternoon at 3:45 if it’s
four minutes low and I get there at 3:49
well you can see the problem because I
made a deal with Airlines that if I’m
not there when they get ready to go that
they’re just to go ahead without me and
as far as I know they’ve always lived up
to their end of the agreement they did
it last year in Dallas I can say that
little things make a big difference in
life the third thing you need to do to
get that brilliant education is you need
to regularly listen to cassettes when
you’re in your automobiles for example
the average salesman according to my
friend on Hudson spends 510 hours a year
in his automobile while you’re in that
car and the average person incidentally
I was a visiting scholar at the
University of Southern California for
two years and they did a study which
revealed that if you live in a
metropolitan area and drive 12,000 miles
a year that in three years time you can
acquire the equivalent of two years of
college education while you’re in your
automobile you can literally learn
everything from Chinese art and a
foreign language to the Bible to
financial planning to goal setting how
to close the sale how to communicate
more effectively there are hundreds of
things that you can learn in your
automobile to see it ought to be the
greatest educational institution
literally in the
you spend ten thousand 15 20 30 even 40
thousand dollars on a car and yes it’s
difficult American let me tell you what
they do they stop their foot and gripe
and groan and complain every time the
traffic gets a little heavier they see a
down boat front and they say bags
John it all when are they gonna do
something about this when the order when
they see a traffic jam saying old boy I
bet it’s going to take me 30 minutes to
get through that sucker and in 30
minutes I can learn three new words I
can learn two new closes I can learn
about financial planning that’s what I’m
talking about using the time that you
have you got to go anyhow I not get an
education while you’re on the way and
that won’t take one minute of your time
incidentally folks when you talk about
time let me remind you that 72 percent
of the time when we’re watching
television we’re watching something we
have no interest in we rush home to see
a particular show The Cosby Show
wonderful show I’ve already seen it
twice it is a good show but a lot of
times people will match the button and
change a talent right on the other one
and four hours later they say boy I
can’t believe I’ve spent the whole night
here doing nothing I’m talking about
utilizing your time so step number three
is get an education step number four if
you really want to go to the top you
want to maintain that attitude you need
to learn how to say hello you need to
know how to greet people properly
whether it’s in person or whether it’s
in the phone on the phone now I do
something and I’ve been doing it a long
time regardless of what time of day it
is when I greet people I always say good
morning and whether it’s nine o’clock in
the morning or nine o’clock at night
they always respond in 85 for some of
the cases that is will say good morning
now a lot of times after they said it
this was not morning and I’ll say why
did you say good morning me is that I
said it cause you said it I said that’s
right that brings out something very
important ladies and gentlemen
this is when you go out in life to find
friends they’re very scarce when you go
out to be a friend they’re everywhere
what you send out is what you get back
if you complain because people in a
certain area are building we’re not very
friendly can you honestly say that you
initiated in the printing is yourself
sitting it out and you will get it back
greet people enthusiastically whether
it’s in person are on the telephone I
challenge you to do this when the
seminar is over go get two yellow pages
out look up ten numbers swap with one of
your buddies who’s got ten numbers and
downloads ten numbers and I’ll guarantee
you no more than three out of the ten
again can you identify what’s the name
of that business is you really cannot
they smash the phone off the hook as if
it weren’t intrusion what do you mean
dollars not a car wouldn’t bother you
good monitor the company and you have no
more idea than a goat who you have
called I challenge you call us in Dallas
214 233 91 91 got a watch number but do
you more good spin Joan dollar
call us down there and our lady will
pick up that telephone and with
considerable enthusiasm she’ll say good
morning now a lot of people say there is
it always a good morning it sure is and
if you don’t believe it you just try
missing one of them then she makes a
little motivational speech she says it’s
a great day as big regulars mind this is
Shirley and may I help you
there 11 words involved it takes four to
five seconds to do that it will save you
an average of nine seconds because
nobody ever said how’d you say once
which companies is where are you they’ve
gotten the communication very clearly
now when I’m at home and I do stress
this is when I’m at home when I answer
the telephone I answer it many times
singing it oh good morning to you not be
the first admit sometime
there’s a long ball a lot of times are
saying if you don’t speak up I’m gonna
hang up and as the Hoos is those whoever
you want who do you want man you sure do
feel too good today as the yeah many
years ago I decided I was going to feel
good today good friend of mine before
his tragic death dr. John Kosak a
brilliant young psychiatrist told me
that over 90% of the way we feel is
determined by the decision we make
that’s how we want to feel and how we
expect to feel there 51 diseases which
are psychosomatic in origin answer with
enthusiasm a lot of times I’ll figure
this on how they say Heidi Heidi Heidi
now my favorite way of answering the
phone at home good morning this is Jean
Ziegler’s happy husband I’ll do it for
two reasons number one is the truth and
number two fellas you just can’t believe
how many points I score with that
redhead when I answer that telephone by
the way and I love to score points with
rigid now when one of my grandchildren
around I have two bit of the right age
for this one of them is named sunshine
for obvious reasons they although in his
name keeper now you know when a
fisherman pulls in a good and he’s got a
keeper and so when we first saw her when
you had a keeper and that’s where the
name comes from if one of them are
around I’ll pick up the telephone and
I’ll say good morning this is sunshine
frag granddaddy those little eyes just
light up and think of what that does to
assess enmons
one day keeper was over the house and I
had been talking up in my office the
redhead was down in the den and I keep
her laugh man went downstairs and I had
to ask the redhead some so I just picked
up the phone and dialed her and keep her
picked up the telephone she said good
morning this is mammals happy-happy
granddaughter I’ll tell you ladies and
gentlemen these kids really
really get with the programs they follow
the Bible which is that and you might
say was ignou why do you do this well
let me tell you something folks I do it
because again you cannot separate your
personal life from your family life and
from your business life we were very
fortunate early on we discovered that
kids go where there’s excitement they
say where there is love there has never
been a generation in our nation’s
history that is as starved for affection
and intimacy as if this current
generation and they are not getting it
and that is one of the reasons they turn
to drugs and promiscuity the reason they
get involved in gangs and some of the
vandalism that takes place we discovered
that if their love was there and
excitement was there but other kids
would come play in our den and
livingroom our children’s friends wanted
to out of curiosity what kind of people
are they up there would answer the
telephone that way so they would come up
sometimes we had a traffic jam but I
would prefer fourteen of those kids in
our den and us know everything going on
then they have my child somewhere else
and they have no idea of what was
happening now I kind of hit the jackpot
again in this the redhead is a facially
known as the happy hundred if it’s
moving she will stop it and hug it and
if it is not moving till dust it off and
sell it so when these kids when these
kids would come in the redhead would
gazzman give them that hug
in many cases that was the only hug
they’d gotten since the last time they
had been there it creates an amazing
environment by answering the phone that
way parents I challenge you to do this
if the telephone rings and your daughter
is standing or sitting around mom just
pick up that telephone and with a big
grin on your face and a lot of
enthusiasm say good morning this is
Molly’s proud
mom dad if you’re there and the phone
ringing you pick up that telephone and
you say good morning this is Paul’s
proud pop and you might have that old
okie gully gangly 15 year old boy
standing there and he might say oh say
Adam but I’ll guarantee you the next
time the phone rings he will wait for
you it is the ultimate compliment when
one of my grandchildren over there they
never answer the telephone they go to
the telephone but they wait for me to
answer that telephone I can tell you do
wonders for their self-image dad let me
talk to you just for a moment dr. oz
Campbell says this he says average of
six year old boy has only gotten one six
there’s much hugging and kissing as the
average little six-year-old girl and in
the first grade little boys getting nine
times as much trouble nine times as
likely rather to have a speech
difficulty as our littlest girls
dr. Campbell said that in all of his
years of research and all of his years
of practice he has never known a single
human being with a sexual dysfunction
who had a father who was general an
affectionate and compassionate and
loving and kind and some of those other
feminine qualities there’s still a bunch
of those macho men who’s a golf kiss
Milo boy make our sissy out of them the
absolute opposite is true
the kids are starved for skin they won’t
hugging they want to know that you care
fellas I’ll say the same thing about
your wife
let me tell you something they resent it
when you ignore them all day and then
give them your undivided attention on
the lights go out and as a practical
matter how there’s flat tell you if you
gripe about the mashed potatoes at
supper or dinner all you’re gonna get
the rest of the evening is cold-shoulder
your relationship I believe we are
hungry all over this land for people who
are willing to hug when hug is all
they’re interested in step number four
learn to greet people in person if
somebody asks you how you doing
instead of the old negatives that you
often hear well fine since it’s Friday
or good since I get off in 20 minutes
our great since it’s payday and those
who love it
when there’s some people is my good
friend Roy Hatton says when they pull
themselves up to their for items well
under the circumstances I mean it makes
you wonder what they’re doing under than
the first place does it now the next
time somebody asks you how you do and
why don’t you just tell them the truth
why don’t you say outstanding but I’m
improving or super good but I’ll get
better than you might say bejesus
suppose I’m not doing super good am i
telling the truth of course you’re
telling the truth you’re just telling it
in advance that’s all
why wait on the good stuff claim and now
enjoy it now step number six to build
that winning attitude we need to shape
up ladies and gentlemen I’m sorry you
know what I just did it I skip step
number five hey don’t want to do that
tip number five cancelled Allen as we
say down home some folks could pile up a
two-car parade and so let’s back up to
step number five for 27 hours a year you
do something that’s kind of neat that we
have to do you know negative Americans
amaze me and yet so many of them are so
negative they call those electrical
appliances on the street corners red
lights or stop lights or traffic lights
they really are prepare to make traffic
go so the reality is they are go like
let me ask you a question have you ever
been at one of those go live and you
want to spend 27 hours a year into
nailing waiting on the right color and
you’re sitting there waiting on the
right color to come along you’re all
excited you’re all enthused you’re
highly motivated you’re listening to you
Zig Ziglar tapes and you look at the
side of your eyes and you can’t believe
what you see here’s this the guy over
here and he’s waiting on the right color
to come along but he’s got a good firm
grip on that steering wheel I mean he
doesn’t want that car to go anywhere
cottonmouth picks exactly right just in
case he has to talk to that thing and
you can’t believe it you watched him
he’s got his foot on the accelerator
he’s racing engine trying to change the
color the light let me ask you questions
amen if you’ve actually ever seen some
dodo fit that originally car motive is
trying to change the color of the light
can I see your hands please those I hate
to be negative matter of fact I won’t be
negative I’ll be right little boy came
on the school one day and today I’m
afraid I’ve learned arithmetic this is
that’s it son that’s negative be
positive he said that I’m positive I
flunked that Rivergate says I’m
absolutely positive by racing that car
motor you’re not going to change the
color of that light there was no while
and I know we got some very prominent
enormously successful people watching
this and some of them are very
sophisticated and I know some of them
say well I certainly would not say super
good but I’ll get better or outstanding
but I’m in but I just wouldn’t say
things like that that’s a little
amateurs that’s even a little juvenile
well friend if you think it’s juvenile
to say super good but I’ll get better
just what do you think it is to sit
there and race that car motor
trying to change the color of the light
now that’s just not going to work he’s
good friend of mine
Bernie logic in Winnipeg Canada is
really more a brother bernie is the most
positive human being I’ve ever seen he’s
de positive he’s never had a coat once
in a great while he has a warrant he
surprised he won’t even talk about the
weekend he says that’s negative because
it’s a strong and
anyway they not come on exactly you got
to be kidding me
super good song in go lights all like I
self is that necessary
now you can be mediocre without it
mediocre who does that do think he’s
talking to I’m the president of my own
company mediocre was over ten million
dollars mediocre why have led the nation
in sales every year for the last three
years
mediocre I’ve got to pH C’s well bullet
for you I still say mediocre because
success is not measured by what you’ve
done compared to what somebody else has
done you might have 10 times the ability
we have success real success is measured
by what you’ve done with the ability you
have compared to what you could have
done with the ability you have this
procedure is not designed to help you
beat anybody this is designed to make
you number one you see everybody can’t
be the biggest in the fastest in the
strongest and the smartest but everybody
can be number one and you are number one
when you get up every morning and look
yourself in the mirror and say today I’m
going to give it my best shot
you’re number one when it’s the end of
that day you can get back in front of
that mirror and say today I gave it my
best shot you’re number one with the one
who is the most important as far as your
success is concerned so step number five
if somebody asks you ladies and
gentlemen directions instead of saying
you go down to the red light tell them
the truth you say you go down to the go
light and the minute you say go light
you’re granted like you walk through a
swinging door on somebody else’s push I
mean you
get excited about it because they will
remind you of today it will bring you
right back in your own mind right here
and your whole pattern of thinking will
be lifted tip number six shape up
physically now when I talk about shaping
up physically there are about three
factors involved remember we deal with
the physical we deal with the mental we
deal with the spiritual the first thing
in taping us physically is you need to
get enough sleep the evidence is
overwhelming that when you sleep that’s
the only time certain chemicals are
reproduced in your brain and these
chemicals are necessary to keep your
body in balance you know if you do not
get enough sleep the first thing you
lose is that incredible energy the
second thing you lose is you lose of
that alertness that makes a difference
and third you become more acceptable
susceptible to becoming addicted to
prescription drugs or the illegal drugs
so get enough sleep what is enough I
don’t know but you do if you have to
fight your way awake every morning try
getting a little extra sleep if that
doesn’t work see your doctor you might
need a physical then you need to get on
a proper diet and exercise program there
are many good books today that you
really need to look into if you’re
really going to take care of your health
a lot of times as I’ve said earlier I am
a jogger many times people ask me when
you have time to jog but the reality is
when you exercise whether it’s the fast
walk or bouncing up and down and down on
rebound or riding stationary bicycles or
bicycles on the street or swimming
whatever you do you activate that
pituitary gland it pledged the system
with this dolphin your energy level goes
up your creativity goes up I run five
days a week and I find my energy level
is always higher for the next two to
five hours
I don’t spend time exercising I invest
time and get a tremendous return third
thing to do about your physical
conditioning folks is avoid the poisons
now there’s some people who get a little
uncomfortable when I say this but I’ve
got to tell you what I know is true
there’s an old thing that you can deny
truth but you cannot avoid it
today’s going to come when it will be
there every time you light up a
cigarette
you have just decided to die 16 minutes
earlier than you otherwise would have
died I’m talking about something very
serious folks three hundred and ninety
thousand people a year die as a direct
result of smoking a hundred and fifty
thousand died as a direct result of
drinking we do know that every time you
take a drink is that it kills certain
brain cells and I don’t know how many
brain cells you got personally I don’t
have a single one to spare I encourage
you do the things that will make you the
most functional I’ve even had certain
people to say well you know I took a
drink it sharpens me up man excuse me
that little edge now meaning you know
both know you don’t really believe that
let me tell you why I know we both don’t
believe it here’s why if you were faced
with major surgery
would you insist that surgeon has a
little snort just before he opens you up
no way and you’re not as sharp either if
you really want to build a winning
attitude step number seven you need to
give it your best shot
whatever it is that you do give it your
best effort now in corporate America
ladies and gentlemen and I believe that
the worker who has said I will be there
at eight o’clock that’s when my data
starts and I will state a fact I believe
most of them will do exactly that but
the question is how do they get there at
across here’s what I’ve noticed I’ve
noticed that most of them get there
absolutely in a dead run i mean at like
200 yards they get there i mean they are
all huffing and puffing explorable the
traffic was that I didn’t think I was
going to make expending a lot we’re
unpacking their gear and they make their
way back to the culvert to get them a
cup of coffee and they come back and
they finish unpacking it and ten minutes
after their pay starts then they go to
work now if a supposed to work on a five
o’clock I believe the American worker is
a conscientious sincere individual and I
believe that if they’re supposed to be
there as you know that particular time
and stay there until 8:00 until five
o’clock I believe a stay until five
o’clock but if you could turn to video
cameras on corporate America all over
America at five o’clock here’s what
you’d see where the workers run a
three-point stance the bell rings and
boom like they’re shot out of a cannon
what they do then is they get out of
there and they talk about the freeways
being dangerous today let me tell you
where the danger is it’s trying to get
out of corporate headquarters and out of
of the parking lot that’s where the
danger is let me tell you something you
want to get a hidden what you’re doing
my friend let me encourage you to get
there 10 minutes early be ready to go at
8 o’clock that’s so important stay there
until 5 o’clock and then you pack up at
5 o’clock and then you leave after
choice brother says you cannot
consistently perform in a manner which
is inconsistent with a way that you see
yourself this will do so many wonderful
things for your image because you know
you are doing what you’re being paid to
do you’re accepting responsibility your
discipline yourself to do the job
properly and I’ll tell you something
else
the boss is looking
and those first 10 minutes of those
lifespan minutes definitely will make an
impression give it your best shot when I
was a boy down in Yazoo City Mississippi
I was born in LA that’s lower Alabama
but when I was in Yazoo City Mississippi
I worked in a grocery store in those
Depression years we used to borrow
merchandise from other stores
Charlotte Scott was the runner from
across the street and Charlie used to
come running in our store to borrow food
from us like a fist or ran out of
tomatoes it comes I know they’re to say
mr. Anderson who owned our store I need
a bar a half dozen Candida mater’s and
Miss asthma’s okay Charlie you know
where they are go get them and those
Charlie would go off in a mad dash he’d
grab up to half dozen Candida mated he
had bring them back he’d pop them down
on that counter you know it scribble his
name on the receipt he would take off
like a scalded duck one day I said miss
a does not come charlie Scott always
runs the Santa’s been kind of smiley
said Willie always run because Charlie
Scott is working for a raise and go get
it pity I said miss Anderson how you
know charlie Scott won’t get a ready you
said I know charlie Scott’s going to get
a raise because of the man he’s working
for does it give it to him I am it’s an
absolute fact of life that when you do
more than you’re paid to do you will
eventually be paid more for what you do
I was speaking at the Clarksville I was
speaking in Pikeville Mississippi at the
University of Mississippi state when I
finished that seminar a tall redheaded
gentleman came up to me and he said Mr
Glade he said what have you life seen
Charlotte Scott I said well I well left
for the Navy back in 1944
charlie is 2 years old and I’m he left
two years before then I haven’t seen him
since he said you probably wouldn’t even
know and would you know I said no I
really wasn’t he said I didn’t think so
he said I’m Charlie
his friends told me that Charlie Sun had
taken the lessons of childhood until
they became the instincts of his adult
life at age 50 he retired a very wealthy
man I simply am saying this to say to
you ladies and gentlemen that it makes
no difference where you start but if you
will take these principles that we’ve
been talkin out throughout this entire
seminar that they in fact will enable
you by utilizing the principles by
developing the qualities which we have
identified by applying yourself by
giving it your absolute best shots but
you can start from where you are and get
the things you want in life I will
remind you yet one more time but failure
is an event it is not a person I will
remind you that regardless of what’s
happened in the past the future can
absolutely be magnificent I also will
encourage you to spend some of the time
of your life with the ones that you love
our research states beyond any
reasonable doubt that if we have balance
in our life we’re going to be able to
accomplish more of our objectives than
if we only have that one financial
objective and again I’m not putting
money down but there are a lot of other
things that go along with it I close
with this believe in you you were
created by God in his own image he loves
you he wants the best for you believe in
your fellow human beings believe in what
you’re doing
give it your best shot believe in the
good old USA I’ve been almost all over
the world folks that’s not another land
like it how lucky we are to be here take
advantage of its opportunities and
finally had I’ve been on trial for my
life and had you been my judge and my
hurry and have you commissioned me to
tell you the things that you needed to
do to get the most out of your life with
my very life at stake I would have said
to you exactly what I have said so take
these steps follow these procedures
because if you do I’ll see you and yes I
really do mean you at the top thank you
and god bless you
[Music]
[Music]
or winter simply by virtue of the fact
that we’re taking advantage of this
unique opportunity to make our lives
more productive and successful the
winners I know don’t seem to waste time
complaining about what’s wrong with
their lives they take action to make
their lives better and that’s what we’re
doing here today well taking action by
learning more about the qualities we
need to develop and refined in order to
become the top performers we truly want
to be dick has helped thousands of
people to succeed and I’m confident he’s
adding hundreds more to that today in
Salt Lake City Portland in Kansas City
through this tremendous seminar link
program during the next session Ziggs
going to give us some more practical
tools for successful living he’s also
going to teach us how to take control of
our circumstances instead of letting our
circumstances take control of us once
again please welcome the electrifying
Zig Ziglar
and
basic situations is right now you feel
good there is no way you could feel
anything but good what we want to look
at is what can we do to make certain we
feel good next week next month next year
in other words how can we keep it going
how can we be up most of the time and
own when we need to now I’m going to put
a lot of emphasis in this session along
the lines of the fact that you can have
everything in life you want if you will
just help enough other people get what
they want
and what we’re going to do ladies and
gentlemen is we’re going to work with a
formula we’re going to give you some
steps and procedures which absolutely
will make a permanent difference in your
life I would like to remind you that we
touched on the first step in our last
session when I said to you the first
thing you want to do is you want to
claim these qualities of life if you
want to simply adopt them as being yours
you want to do everything you can on a
steady basis to develop those qualities
further and further and further step
number two if you want to be up most of
the time and on when you need to be if
you want to build that winning attitude
then you need to be a good finder I’m
going to stray from what a lot of people
believe is the norm in life we all look
out for me first and then if there’s
anything left you can have it approach
to life as I indicated earlier we teach
a seminar in Dallas called born to win
people do come from everywhere a couple
of years ago we had a major corporation
to send in four couples
now we encourage people to come with
their mates if they are married but it
is not a marriage seminar though we’ve
seen a lot of husbands and wives walk in
at each other’s throats
and walk out in each other’s arms
because we did fit them with those new
glasses because we did teach them how to
communicate again a lot of people really
do think that when they take turns
talking that’s communication and that
really is not well in this three days I
lectured twice a day but most of the
time is spin around a round table with
six other people there’s a lot of
individual instruction there’s a great
deal of individual participation
somebody has rightly said that if you
hear it you forget it if you see it you
remember it but if you see it and hear
it and do it you understand and then
you’re successful that’s the reason we
like to get you involved it’s the doing
that makes the difference again you got
a B before you can do you got to do two
before you can have these four couples
came to our born to win seminar and we
had them really involved when we have
these people around those roundtables
every time anybody says anything or does
anything the other six people write them
a little note and it says I like James
Jones because and then they give some
specific observable behavior because he
is so pleasant and gives me
encouragement at work you could say
something like I like Bill Smith because
he brings his projects in on time and
under budget but of the seminar at the
end of it each person there has got
between 50 and sometimes as many as a
hundred and fifty of those little slips
and they they literally keep them for
months sometimes even years well the
first night these four couples went out
to a late dinner and one of Dallas is
finest and certainly one of our most
expensive restaurants they hit the
jackpot with a waiter I mean he was
absolutely magnificent he had been there
over 20 years been a waiter over 25
years
he was totally
professional in every aspect of his job
he was there when he was needed but he
did not join the party when there was a
need he fielded and disappeared and he
could anticipate those needs he really
it was brave when they got his name and
when they got ready to leave they left
him a 25% tip which is significant I
hear some there but they also left each
one of them bid that is one of those
little I like because slip they walked
out the front door they’ve gotten about
a hundred feet hundred and fifty feet
from the front door when they heard the
waiters boys from the rear he was
calling them wait a minute folks wait a
minute he looks and there he was as he
ran to them he is waving those eight
slips of paper
he drew a breast and he stopped he says
you know folks I’ve been a waiter over
25 years then they said that he broke
down and literally could not say a thing
for what seemed like forever when he
finally regained his composure
he said in 25 years this is by far the
most significant thing that has ever
happened to me he said I will never
forget tonight and with that he turned
and walked back in the restaurant never
a word about the tip just about those
little eight clips of papers my good
friend Kelly Roberts from Phoenix
Arizona there’s they’re over three
billion people on the face of this earth
to go to bed hungry every night but he
says there are over four billion people
on the face of this earth who go to bed
hungry every night for a word of praise
and appreciation of love of hope of
affection of a courage encouragement
wouldn’t it be tragic
if one of those people was your wife or
your husband or your mom or your dad
your son or your daughter or for that
matter someone with whom you work every
day of your life a nice person a nice
lady a nice guy who on the surface seems
to have everything going their way but
deep down they’re infirm all and a word
of encouragement of consideration of
kindness of effective you what a
dramatic difference it could make in
their lives and it would only take a
moment
yes words of encouragement can make such
a dramatic difference in someone’s life
three years ago I spoke down in
Melbourne Australia during one of the
breaks of a lady came up to me and and
she said mr. Ziegler I’m 32 years old
she said I have two little girls they’re
six years old and they’re nine years old
they’ve had psychological problems like
you absolutely cannot believe including
a reversion to infantile behavior is
that I got your tapes on raising those
positive kids and she said in one of
them you say tell your kids that you
love them but you said mr. Ziegler my 32
years of life there’s never been a
living breathing human being who said to
me I love you what in your tape you just
kept saying tell your kids that you love
them as he says as a matter of fact it
was weird because it seemed every time I
would put that particular tape in it was
always on that exact spot if you don’t
tell your kids that you love them they
going to grow up and get married and
have kids and they will tell that kids
if they love them and somebody’s got to
break the chain she said one night we
were seated in our den I was on one side
of the room my six-year-old was
literally at my feet my nine-year-old
was across the room and all of a sudden
she said I remem
Verdana because I just more or less
blurted it out the girls I just want you
to know I sure do love you she said had
my six-year-old been on a swing she
could not have gotten up any faster she
was like a shot out of a gun she threw
her arms around me and hugged me and
kissed me and started crying my nine
year old across the way ran across and
see through our arms around and she
hugged man she kissed me and she started
crying and of course by then I was
crying too she said mr. Ziegler I have
no idea how long we cried might just
have been a moment or two but it might
have been five even ten minutes she said
all I know is that when we finished
crying that those tears had washed away
a lot of the hurt and the pain and the
bitterness even that had crept into our
lives though I was emotionally exhausted
there was a an exhilaration that is
impossible to describe a feeling but
I’ve never had before in my life he said
the girls and I promised each other that
night and never again would we let a day
go by that we didn’t start that day and
in that day by hugging and kissing and
declaring our love she said you know mr.
Ziegler you would have thought and under
the emotions of the moment the
circumstances that were there you would
have thought that it would have been
easy and natural but you know when we
got away from the emotion of that moment
we started thinking about it I felt
awkward the next morning she said I’m
just so grateful that I was mature
enough to understand that if you always
wait until you feel like doing things
you will never really get them done and
so she said though it was awkward at
first because you cannot make an
overdraft on the bank of love all of
your life and then bring that account up
to date in one deposit I don’t care how
big the deposit is the
next morning awkwardly I grabbed my
little girls again I hugged him and
kissed him told him how much I loved him
and they told me the same thing took us
a couple of weeks before it even
approached being natural at the end of
the month though we were adding an
occasional hug and kiss extra and mr.
Ziegler within sixty days we just used
any excuse for the hugging and kissing
and mr. Ziegler within 90 days
ninety-eight percent of all of those
psychological problems had disappeared
2,000 years ago Jewish scholar wrote a
love letter to his relatives in Corinth
some say it’s the most beautiful love
letter able to written you know he kind
of summed it up by saying love never
failure I was interested to note that
when you chose those qualities of
success you put loving in there because
it is so important I take you back to
the story of the waiter now I got a
couple of points I want to make with
that story well one of just kind of cute
at least I think it’s cute what would
you wouldn’t you have just loved to have
been at the next table that waiter
served man don’t you know they got
service like nobody has ever gotten
before in their life but the real reason
I tell the story the major point I want
to make is a very heart of everything we
do and that simply is this philosophy
that you can have everything in life you
want if you will just help enough other
people get what they want why the next
morning when those eight people came in
and remember now the waiter said it was
the most meaningful event of his entire
career but you should have seen those
eight people the next morning they were
so high we had to pull them down off the
ceiling before we could bring them into
the
they bought a case of those little I
like because better because they want to
give them to everybody it really does
work and you know I can almost I’m not a
mind-reader but I know where some of
your thinking is you might sit there and
say was a I can see where it would work
for that lady in Melbourne Australia
those words kids I can see where it
would work with that later because after
all the reality is he got a bigger tip
because he did such a job would think
you got to understand man I work on Main
Street I deal with Wall Street this
outfit I work with man their bottom line
can you use this philosophy in the cold
blooded hard-headed business world in
which we live my friends it works better
there than anywhere else the December
1987 issue of executive excellence a
publication of 16 pages which has a lot
of very concise and pertinent articles
in it there was an article in it by dr.
Ken Blanchard and dr. Blanchard was or
is the man of one minute manager Famer
and dr. Blanchard reported on a study
which had been done concerning investing
in the Dow Jones and here’s what he said
as you put thirty thousand dollars
thirty years ago in the Dow Jones right
across the board the composite he said
today you would have in excess of
$100,000 but he said had you taken the
same $30,000 and invested it in the 21
companies which have ethics as the base
from which they operate these qualities
right here ethics the base from which
they operate plus they have an announced
publicly but the reason they’re in
business is to serve the public you can
have everything in life you want
you’ll just help enough other people get
what they want today you’d have over
1 million dollars same article same
article he reports on a study done by
Arizona State University of the
companies which have paid dividends for
the last 100 years now folks that’s
financial stability if there’s ever been
financial stability and these companies
have ethics as the base from which they
operate and an announced public policy
that the reason they’re in business is
to serve the public absolutely true you
have everything in life you want if
you’ll just help enough other people get
what they want so step number two if you
really want to keep that attitude right
if you really want to build that career
and if you really want to do the things
in life that will make you successful
become a good finder not incidentally
folks you know again I’m not a
mind-reader but I know sometimes when
people sit there and seminars yet is
thinking well I don’t know if I want to
do all that like this idea of standing
in front of the mirror and claiming all
of those qualities I’d be a little
self-conscious Ziglar if I do that now
I’ll look at them from time to time but
to go through that rigmarole you talk
about I don’t know about that friend let
me ask you question what have you got to
lose nobody’s even gonna know about it
with you but suppose it does what I’m
telling you
will do wouldn’t it be tragic if you
chose not to take a sample suggestion
that would make a dramatic change in
your life claim the qualities number one
number two become a good finder number
three you need to get an education one
of the things that I do in our company
when we bring someone new
bored at the moment we have about 80
people and when we bring someone aboard
I like to spend a little time talking
with them to let them know what they can
expect from us and kind of find out what
we can expect from it kind of to get to
know that individual recently we had a
beautiful lady to join us after stead
been on vacation for 23 years now those
of you who are mothers was like signals
I wasn’t a vacation seriously she had
raised her children
now she was rear-ended re-entering the
workplace and she was starting back and
you can understand why she would be a
little apprehensive and incidentally I
understand raising kids it’s not a
vacation and I would never even bother
imply that but now she shifting gears
and if she came in the first question
she asked me was do you discriminate
because of a lack of education and I
said well we certainly did she looked a
little stunned and obviously
disappointed but I said we never
discriminate because of the lack of
schooling and there’s a dramatic
difference in the two you see you can
finish school and I definitely think you
should you can even make it easy and I
definitely think if you’re not but you
can never finish your education and it
is never easy it’s something that goes
on and on and on I’m absolutely
convinced that there’s literally no
excuse in America today for anybody not
to have a brilliant education if you can
even read at the 5th grade level and if
you cannot read at the 5th grade level
go to your public library they can put
you in touch with the people who are
teaching illiterate how to read in most
every case once you’ve gotten turned on
to what it can mean to you I believe you
will do it
there’s no excuse for not being
brilliantly educated all you need to do
is three very simple things number one
that you should learn one new word every
day now ladies and gentlemen that’s not
an earth-shattering test Reader’s Digest
has an article every months are a page
in there it pays to enrich you word
power
one new where today in five years you
can talk to just about anybody about
just about anything not because you know
a whole lot of big words but because
they have broadened your base it’s gone
broader and deeper you see every time
you learn a new word that words got a
couple of buddies
and those buddies have got buddies you
learn one you are today and in five
years I’ll absolutely guarantee you it
will make a difference one study
involving thirteen hundred and sixty one
executives revealed and these are top
level executives real revealed that they
had outstanding vocabularies mint
Roberts lives in Ottawa Canada
now events was 37 years old he had a
filtrate education he was a cab driver
and he literally spent hours every week
at the airport waiting on a fare he
spent hours every week at the hotels
waiting on a fare and then one day
something happened in Vince Roberts his
life I do not know what it was but
something happened he became inspired he
realized that he did not have to say
like he was our query was so a bought
himself a book the book he bought was a
dictionary a twenty-pound
dictionary and starting on page one word
for word for word he went all the way
through that twenty pound dictionary
twice
he end up on in the cab company
he ended up investing in the stock
market becoming a very wealthy man today
he travels telling people how you did it
he did it now my friend there is no
excuse on earth there’s no reason to why
you cannot learn at least one new word
every day and it absolutely will make a
difference step number two in order to
get that education you need to read 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 biographers
autobiographies self-help books
motivational books books about your
business your profession the industry of
which you are a part was 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 folks the reality is
just a little advantage is all most of
us need it’s the little things that make
the big difference in life you call it
girlie kittens you’ll absolutely love
you call her a cat you got a problem
friend a bad problem if you say she’s a
vision your score all kind of points
call her a sight you’re in trouble
fellas can you imagine you look in your
wife’s eyes and say honey when I look
your eyes the wheels of time just stand
still
oh that’s beautiful that portrait but
can you imagine what will happen if you
look your knives and say you know honey
when I look into your eyes the weird
list when I look into your eyes I just
am reminded that you got to face it stop
a clock I mean ladies and gentlemen that
is something that would make it it’s the
little things that make a big difference
if my wife is for hours wrong no problem
but if it’s four minutes wrong I’m in
trouble because you see I’m scheduled to
leave this afternoon at 3:45 if it’s
four minutes low and I get there at 3:49
well you can see the problem because I
made a deal with Airlines that if I’m
not there when they get ready to go that
they’re just to go ahead without me and
as far as I know they’ve always lived up
to their end of the agreement they did
it last year in Dallas I can say that
little things make a big difference in
life the third thing you need to do to
get that brilliant education is you need
to regularly listen to cassettes when
you’re in your automobiles for example
the average salesman according to my
friend on Hudson spends 510 hours a year
in his automobile while you’re in that
car and the average person incidentally
I was a visiting scholar at the
University of Southern California for
two years and they did a study which
revealed that if you live in a
metropolitan area and drive 12,000 miles
a year that in three years time you can
acquire the equivalent of two years of
college education while you’re in your
automobile you can literally learn
everything from Chinese art and a
foreign language to the Bible to
financial planning to goal setting how
to close the sale how to communicate
more effectively there are hundreds of
things that you can learn in your
automobile to see it ought to be the
greatest educational institution
literally in the
you spend ten thousand 15 20 30 even 40
thousand dollars on a car and yes it’s
difficult American let me tell you what
they do they stop their foot and gripe
and groan and complain every time the
traffic gets a little heavier they see a
down boat front and they say bags
John it all when are they gonna do
something about this when the order when
they see a traffic jam saying old boy I
bet it’s going to take me 30 minutes to
get through that sucker and in 30
minutes I can learn three new words I
can learn two new closes I can learn
about financial planning that’s what I’m
talking about using the time that you
have you got to go anyhow I not get an
education while you’re on the way and
that won’t take one minute of your time
incidentally folks when you talk about
time let me remind you that 72 percent
of the time when we’re watching
television we’re watching something we
have no interest in we rush home to see
a particular show The Cosby Show
wonderful show I’ve already seen it
twice it is a good show but a lot of
times people will match the button and
change a talent right on the other one
and four hours later they say boy I
can’t believe I’ve spent the whole night
here doing nothing I’m talking about
utilizing your time so step number three
is get an education step number four if
you really want to go to the top you
want to maintain that attitude you need
to learn how to say hello you need to
know how to greet people properly
whether it’s in person or whether it’s
in the phone on the phone now I do
something and I’ve been doing it a long
time regardless of what time of day it
is when I greet people I always say good
morning and whether it’s nine o’clock in
the morning or nine o’clock at night
they always respond in 85 for some of
the cases that is will say good morning
now a lot of times after they said it
this was not morning and I’ll say why
did you say good morning me is that I
said it cause you said it I said that’s
right that brings out something very
important ladies and gentlemen
this is when you go out in life to find
friends they’re very scarce when you go
out to be a friend they’re everywhere
what you send out is what you get back
if you complain because people in a
certain area are building we’re not very
friendly can you honestly say that you
initiated in the printing is yourself
sitting it out and you will get it back
greet people enthusiastically whether
it’s in person are on the telephone I
challenge you to do this when the
seminar is over go get two yellow pages
out look up ten numbers swap with one of
your buddies who’s got ten numbers and
downloads ten numbers and I’ll guarantee
you no more than three out of the ten
again can you identify what’s the name
of that business is you really cannot
they smash the phone off the hook as if
it weren’t intrusion what do you mean
dollars not a car wouldn’t bother you
good monitor the company and you have no
more idea than a goat who you have
called I challenge you call us in Dallas
214 233 91 91 got a watch number but do
you more good spin Joan dollar
call us down there and our lady will
pick up that telephone and with
considerable enthusiasm she’ll say good
morning now a lot of people say there is
it always a good morning it sure is and
if you don’t believe it you just try
missing one of them then she makes a
little motivational speech she says it’s
a great day as big regulars mind this is
Shirley and may I help you
there 11 words involved it takes four to
five seconds to do that it will save you
an average of nine seconds because
nobody ever said how’d you say once
which companies is where are you they’ve
gotten the communication very clearly
now when I’m at home and I do stress
this is when I’m at home when I answer
the telephone I answer it many times
singing it oh good morning to you not be
the first admit sometime
there’s a long ball a lot of times are
saying if you don’t speak up I’m gonna
hang up and as the Hoos is those whoever
you want who do you want man you sure do
feel too good today as the yeah many
years ago I decided I was going to feel
good today good friend of mine before
his tragic death dr. John Kosak a
brilliant young psychiatrist told me
that over 90% of the way we feel is
determined by the decision we make
that’s how we want to feel and how we
expect to feel there 51 diseases which
are psychosomatic in origin answer with
enthusiasm a lot of times I’ll figure
this on how they say Heidi Heidi Heidi
now my favorite way of answering the
phone at home good morning this is Jean
Ziegler’s happy husband I’ll do it for
two reasons number one is the truth and
number two fellas you just can’t believe
how many points I score with that
redhead when I answer that telephone by
the way and I love to score points with
rigid now when one of my grandchildren
around I have two bit of the right age
for this one of them is named sunshine
for obvious reasons they although in his
name keeper now you know when a
fisherman pulls in a good and he’s got a
keeper and so when we first saw her when
you had a keeper and that’s where the
name comes from if one of them are
around I’ll pick up the telephone and
I’ll say good morning this is sunshine
frag granddaddy those little eyes just
light up and think of what that does to
assess enmons
one day keeper was over the house and I
had been talking up in my office the
redhead was down in the den and I keep
her laugh man went downstairs and I had
to ask the redhead some so I just picked
up the phone and dialed her and keep her
picked up the telephone she said good
morning this is mammals happy-happy
granddaughter I’ll tell you ladies and
gentlemen these kids really
really get with the programs they follow
the Bible which is that and you might
say was ignou why do you do this well
let me tell you something folks I do it
because again you cannot separate your
personal life from your family life and
from your business life we were very
fortunate early on we discovered that
kids go where there’s excitement they
say where there is love there has never
been a generation in our nation’s
history that is as starved for affection
and intimacy as if this current
generation and they are not getting it
and that is one of the reasons they turn
to drugs and promiscuity the reason they
get involved in gangs and some of the
vandalism that takes place we discovered
that if their love was there and
excitement was there but other kids
would come play in our den and
livingroom our children’s friends wanted
to out of curiosity what kind of people
are they up there would answer the
telephone that way so they would come up
sometimes we had a traffic jam but I
would prefer fourteen of those kids in
our den and us know everything going on
then they have my child somewhere else
and they have no idea of what was
happening now I kind of hit the jackpot
again in this the redhead is a facially
known as the happy hundred if it’s
moving she will stop it and hug it and
if it is not moving till dust it off and
sell it so when these kids when these
kids would come in the redhead would
gazzman give them that hug
in many cases that was the only hug
they’d gotten since the last time they
had been there it creates an amazing
environment by answering the phone that
way parents I challenge you to do this
if the telephone rings and your daughter
is standing or sitting around mom just
pick up that telephone and with a big
grin on your face and a lot of
enthusiasm say good morning this is
Molly’s proud
mom dad if you’re there and the phone
ringing you pick up that telephone and
you say good morning this is Paul’s
proud pop and you might have that old
okie gully gangly 15 year old boy
standing there and he might say oh say
Adam but I’ll guarantee you the next
time the phone rings he will wait for
you it is the ultimate compliment when
one of my grandchildren over there they
never answer the telephone they go to
the telephone but they wait for me to
answer that telephone I can tell you do
wonders for their self-image dad let me
talk to you just for a moment dr. oz
Campbell says this he says average of
six year old boy has only gotten one six
there’s much hugging and kissing as the
average little six-year-old girl and in
the first grade little boys getting nine
times as much trouble nine times as
likely rather to have a speech
difficulty as our littlest girls
dr. Campbell said that in all of his
years of research and all of his years
of practice he has never known a single
human being with a sexual dysfunction
who had a father who was general an
affectionate and compassionate and
loving and kind and some of those other
feminine qualities there’s still a bunch
of those macho men who’s a golf kiss
Milo boy make our sissy out of them the
absolute opposite is true
the kids are starved for skin they won’t
hugging they want to know that you care
fellas I’ll say the same thing about
your wife
let me tell you something they resent it
when you ignore them all day and then
give them your undivided attention on
the lights go out and as a practical
matter how there’s flat tell you if you
gripe about the mashed potatoes at
supper or dinner all you’re gonna get
the rest of the evening is cold-shoulder
your relationship I believe we are
hungry all over this land for people who
are willing to hug when hug is all
they’re interested in step number four
learn to greet people in person if
somebody asks you how you doing
instead of the old negatives that you
often hear well fine since it’s Friday
or good since I get off in 20 minutes
our great since it’s payday and those
who love it
when there’s some people is my good
friend Roy Hatton says when they pull
themselves up to their for items well
under the circumstances I mean it makes
you wonder what they’re doing under than
the first place does it now the next
time somebody asks you how you do and
why don’t you just tell them the truth
why don’t you say outstanding but I’m
improving or super good but I’ll get
better than you might say bejesus
suppose I’m not doing super good am i
telling the truth of course you’re
telling the truth you’re just telling it
in advance that’s all
why wait on the good stuff claim and now
enjoy it now step number six to build
that winning attitude we need to shape
up ladies and gentlemen I’m sorry you
know what I just did it I skip step
number five hey don’t want to do that
tip number five cancelled Allen as we
say down home some folks could pile up a
two-car parade and so let’s back up to
step number five for 27 hours a year you
do something that’s kind of neat that we
have to do you know negative Americans
amaze me and yet so many of them are so
negative they call those electrical
appliances on the street corners red
lights or stop lights or traffic lights
they really are prepare to make traffic
go so the reality is they are go like
let me ask you a question have you ever
been at one of those go live and you
want to spend 27 hours a year into
nailing waiting on the right color and
you’re sitting there waiting on the
right color to come along you’re all
excited you’re all enthused you’re
highly motivated you’re listening to you
Zig Ziglar tapes and you look at the
side of your eyes and you can’t believe
what you see here’s this the guy over
here and he’s waiting on the right color
to come along but he’s got a good firm
grip on that steering wheel I mean he
doesn’t want that car to go anywhere
cottonmouth picks exactly right just in
case he has to talk to that thing and
you can’t believe it you watched him
he’s got his foot on the accelerator
he’s racing engine trying to change the
color the light let me ask you questions
amen if you’ve actually ever seen some
dodo fit that originally car motive is
trying to change the color of the light
can I see your hands please those I hate
to be negative matter of fact I won’t be
negative I’ll be right little boy came
on the school one day and today I’m
afraid I’ve learned arithmetic this is
that’s it son that’s negative be
positive he said that I’m positive I
flunked that Rivergate says I’m
absolutely positive by racing that car
motor you’re not going to change the
color of that light there was no while
and I know we got some very prominent
enormously successful people watching
this and some of them are very
sophisticated and I know some of them
say well I certainly would not say super
good but I’ll get better or outstanding
but I’m in but I just wouldn’t say
things like that that’s a little
amateurs that’s even a little juvenile
well friend if you think it’s juvenile
to say super good but I’ll get better
just what do you think it is to sit
there and race that car motor
trying to change the color of the light
now that’s just not going to work he’s
good friend of mine
Bernie logic in Winnipeg Canada is
really more a brother bernie is the most
positive human being I’ve ever seen he’s
de positive he’s never had a coat once
in a great while he has a warrant he
surprised he won’t even talk about the
weekend he says that’s negative because
it’s a strong and
anyway they not come on exactly you got
to be kidding me
super good song in go lights all like I
self is that necessary
now you can be mediocre without it
mediocre who does that do think he’s
talking to I’m the president of my own
company mediocre was over ten million
dollars mediocre why have led the nation
in sales every year for the last three
years
mediocre I’ve got to pH C’s well bullet
for you I still say mediocre because
success is not measured by what you’ve
done compared to what somebody else has
done you might have 10 times the ability
we have success real success is measured
by what you’ve done with the ability you
have compared to what you could have
done with the ability you have this
procedure is not designed to help you
beat anybody this is designed to make
you number one you see everybody can’t
be the biggest in the fastest in the
strongest and the smartest but everybody
can be number one and you are number one
when you get up every morning and look
yourself in the mirror and say today I’m
going to give it my best shot
you’re number one when it’s the end of
that day you can get back in front of
that mirror and say today I gave it my
best shot you’re number one with the one
who is the most important as far as your
success is concerned so step number five
if somebody asks you ladies and
gentlemen directions instead of saying
you go down to the red light tell them
the truth you say you go down to the go
light and the minute you say go light
you’re granted like you walk through a
swinging door on somebody else’s push I
mean you
get excited about it because they will
remind you of today it will bring you
right back in your own mind right here
and your whole pattern of thinking will
be lifted tip number six shape up
physically now when I talk about shaping
up physically there are about three
factors involved remember we deal with
the physical we deal with the mental we
deal with the spiritual the first thing
in taping us physically is you need to
get enough sleep the evidence is
overwhelming that when you sleep that’s
the only time certain chemicals are
reproduced in your brain and these
chemicals are necessary to keep your
body in balance you know if you do not
get enough sleep the first thing you
lose is that incredible energy the
second thing you lose is you lose of
that alertness that makes a difference
and third you become more acceptable
susceptible to becoming addicted to
prescription drugs or the illegal drugs
so get enough sleep what is enough I
don’t know but you do if you have to
fight your way awake every morning try
getting a little extra sleep if that
doesn’t work see your doctor you might
need a physical then you need to get on
a proper diet and exercise program there
are many good books today that you
really need to look into if you’re
really going to take care of your health
a lot of times as I’ve said earlier I am
a jogger many times people ask me when
you have time to jog but the reality is
when you exercise whether it’s the fast
walk or bouncing up and down and down on
rebound or riding stationary bicycles or
bicycles on the street or swimming
whatever you do you activate that
pituitary gland it pledged the system
with this dolphin your energy level goes
up your creativity goes up I run five
days a week and I find my energy level
is always higher for the next two to
five hours
I don’t spend time exercising I invest
time and get a tremendous return third
thing to do about your physical
conditioning folks is avoid the poisons
now there’s some people who get a little
uncomfortable when I say this but I’ve
got to tell you what I know is true
there’s an old thing that you can deny
truth but you cannot avoid it
today’s going to come when it will be
there every time you light up a
cigarette
you have just decided to die 16 minutes
earlier than you otherwise would have
died I’m talking about something very
serious folks three hundred and ninety
thousand people a year die as a direct
result of smoking a hundred and fifty
thousand died as a direct result of
drinking we do know that every time you
take a drink is that it kills certain
brain cells and I don’t know how many
brain cells you got personally I don’t
have a single one to spare I encourage
you do the things that will make you the
most functional I’ve even had certain
people to say well you know I took a
drink it sharpens me up man excuse me
that little edge now meaning you know
both know you don’t really believe that
let me tell you why I know we both don’t
believe it here’s why if you were faced
with major surgery
would you insist that surgeon has a
little snort just before he opens you up
no way and you’re not as sharp either if
you really want to build a winning
attitude step number seven you need to
give it your best shot
whatever it is that you do give it your
best effort now in corporate America
ladies and gentlemen and I believe that
the worker who has said I will be there
at eight o’clock that’s when my data
starts and I will state a fact I believe
most of them will do exactly that but
the question is how do they get there at
across here’s what I’ve noticed I’ve
noticed that most of them get there
absolutely in a dead run i mean at like
200 yards they get there i mean they are
all huffing and puffing explorable the
traffic was that I didn’t think I was
going to make expending a lot we’re
unpacking their gear and they make their
way back to the culvert to get them a
cup of coffee and they come back and
they finish unpacking it and ten minutes
after their pay starts then they go to
work now if a supposed to work on a five
o’clock I believe the American worker is
a conscientious sincere individual and I
believe that if they’re supposed to be
there as you know that particular time
and stay there until 8:00 until five
o’clock I believe a stay until five
o’clock but if you could turn to video
cameras on corporate America all over
America at five o’clock here’s what
you’d see where the workers run a
three-point stance the bell rings and
boom like they’re shot out of a cannon
what they do then is they get out of
there and they talk about the freeways
being dangerous today let me tell you
where the danger is it’s trying to get
out of corporate headquarters and out of
of the parking lot that’s where the
danger is let me tell you something you
want to get a hidden what you’re doing
my friend let me encourage you to get
there 10 minutes early be ready to go at
8 o’clock that’s so important stay there
until 5 o’clock and then you pack up at
5 o’clock and then you leave after
choice brother says you cannot
consistently perform in a manner which
is inconsistent with a way that you see
yourself this will do so many wonderful
things for your image because you know
you are doing what you’re being paid to
do you’re accepting responsibility your
discipline yourself to do the job
properly and I’ll tell you something
else
the boss is looking
and those first 10 minutes of those
lifespan minutes definitely will make an
impression give it your best shot when I
was a boy down in Yazoo City Mississippi
I was born in LA that’s lower Alabama
but when I was in Yazoo City Mississippi
I worked in a grocery store in those
Depression years we used to borrow
merchandise from other stores
Charlotte Scott was the runner from
across the street and Charlie used to
come running in our store to borrow food
from us like a fist or ran out of
tomatoes it comes I know they’re to say
mr. Anderson who owned our store I need
a bar a half dozen Candida mater’s and
Miss asthma’s okay Charlie you know
where they are go get them and those
Charlie would go off in a mad dash he’d
grab up to half dozen Candida mated he
had bring them back he’d pop them down
on that counter you know it scribble his
name on the receipt he would take off
like a scalded duck one day I said miss
a does not come charlie Scott always
runs the Santa’s been kind of smiley
said Willie always run because Charlie
Scott is working for a raise and go get
it pity I said miss Anderson how you
know charlie Scott won’t get a ready you
said I know charlie Scott’s going to get
a raise because of the man he’s working
for does it give it to him I am it’s an
absolute fact of life that when you do
more than you’re paid to do you will
eventually be paid more for what you do
I was speaking at the Clarksville I was
speaking in Pikeville Mississippi at the
University of Mississippi state when I
finished that seminar a tall redheaded
gentleman came up to me and he said Mr
Glade he said what have you life seen
Charlotte Scott I said well I well left
for the Navy back in 1944
charlie is 2 years old and I’m he left
two years before then I haven’t seen him
since he said you probably wouldn’t even
know and would you know I said no I
really wasn’t he said I didn’t think so
he said I’m Charlie
his friends told me that Charlie Sun had
taken the lessons of childhood until
they became the instincts of his adult
life at age 50 he retired a very wealthy
man I simply am saying this to say to
you ladies and gentlemen that it makes
no difference where you start but if you
will take these principles that we’ve
been talkin out throughout this entire
seminar that they in fact will enable
you by utilizing the principles by
developing the qualities which we have
identified by applying yourself by
giving it your absolute best shots but
you can start from where you are and get
the things you want in life I will
remind you yet one more time but failure
is an event it is not a person I will
remind you that regardless of what’s
happened in the past the future can
absolutely be magnificent I also will
encourage you to spend some of the time
of your life with the ones that you love
our research states beyond any
reasonable doubt that if we have balance
in our life we’re going to be able to
accomplish more of our objectives than
if we only have that one financial
objective and again I’m not putting
money down but there are a lot of other
things that go along with it I close
with this believe in you you were
created by God in his own image he loves
you he wants the best for you believe in
your fellow human beings believe in what
you’re doing
give it your best shot believe in the
good old USA I’ve been almost all over
the world folks that’s not another land
like it how lucky we are to be here take
advantage of its opportunities and
finally had I’ve been on trial for my
life and had you been my judge and my
hurry and have you commissioned me to
tell you the things that you needed to
do to get the most out of your life with
my very life at stake I would have said
to you exactly what I have said so take
these steps follow these procedures
because if you do I’ll see you and yes I
really do mean you at the top thank you
and god bless you
[Music]
[Music]
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