I like to talk with you this evening
about being hungry
somebody said I’m hungry
it is something I’d like to share some
ideas and thoughts with you I’m not
asking that you believe anything that I
say I’m not asking that you agree with
me
Emelia asking that you stand on and in
the conversation that we’ll share with
you this evening and if there’s
something that I say that can fit and
work for you I say use it if not
discarded and let it be is that Alright
say that’s fair enough very good all
right one of the things I have realized
and many of us have that if you want
something out of life if you want to
change yourself
if you want to acquire something if
there’s some goal that you want to reach
that is really not easy as some people
will make us feel that living a dream
changing your behaviors overcoming
negative habits it’s challenging it’s
hard that living alone is just very
difficult and once we begin to come to
grips with the fact that living is
difficult life is very challenging I
heard a song once by a guy named dimples
call if it ain’t one thing it’s another
I say to you but 8:1 thing is twelve
others always something you will never
ever have a problem free moment in life
somebody said I like this I do you
either in a problem or just left water
or hit it toward would anybody found
that to be so raise your head if you
know what I’m talking about I mean
there’s always something so how do we
begin to nurture that hunger what are
the characteristics or the qualities of
people that are hungry what will it take
for me to get some of the things that I
want and being hungry for those things
number one you’ve got to work on
yourself it’s very important that you
engage in an ongoing process to develop
you spend more time on yourself than
what you’ve been spending it’s very
important you owe that to yourself I was
reading a book by Oakman Dino called the
university of success red one line gave
me a chill I didn’t have to read
anything else in the book he said many
of us never realize how great this
because we become sidetracked by
secondary activity we spread ourselves
too thin don’t know how to say no and we
find ourselves doing all kinds of things
and never ever have time to do those
things that we need to do to work on
ourselves and then there goes a second
that goes another second there goes
another second and we can’t stop it
whole time and before you know it you
wake up one day and you’re behind in
your dreams and your bills
[Applause]
so decide that you’re going to take some
time to work on you that you deserve
that from yourself that your life
deserves some prime time because you are
creating your own production as Michael
Todd would say you are the star of your
show you are the director you’re writing
the script and you will determine
whether your life is a smash
office hit or flop you determine that
working on yourself talking to yourself
that’s so very important overcoming the
negative conversation that inner
dialogue is going on all the time all
the time even when you don’t want it to
be there you can’t stop yourself right
now from thinking you can’t do it it’s
going on and so learning how to empower
yourself part of doing that is standing
up to yourself you’ve got to stand up
inside yourself sometimes and say shut
up
you’ve got to do this I was going to
give a presentation and this voice
inside of me saying you can’t do this
you don’t have everything it takes us
shut up I’m behind on my bills are you
telling me what I can’t do I have got to
do it
[Music]
you get scared sometimes your mind will
go blink on you
some people will you will allow to
unnerve you and you wonder what’s wrong
with me I’m not crazy that’s why you’ve
got to learn to make a conscious
deliberate determined effort to stand up
inside yourself working on yourself
watching that inner dialogue it will
determine the quality of your life I
don’t believe this I know this I’ve had
a challenge of losing weight I’m walking
through the airport this voice say why
don’t you have some M&M peanuts No
well just one then after you eat that
with your bodies well have a snicker now
you sucker
I mean it’s challenging
my mother fix the kind of sweet potato
pie you can’t eat with your shoes on
have to take your shoes off so you can
wiggle your toes it sticks on my fingers
it says eat it one little bite won’t
hurt that voice constantly little demons
from Colonel Sanders driving my car in
there I’d say no no no no I’ll diet
tomorrow
I saw a skinny man get hit by truck
ahead a little bit more weight he might
have lived
selling you know what I’m talking about
ratio if you don’t that voice is awesome
so you have got to stand up to that
voice when you’re working on something
you want to achieve you have got to
stand up to that voice you’ve got to
sell yourself every day on your
abilities on what you’re doing on the
goal that you want to reach you’ve got
to sell yourself every day every day
every day according to your level of the
leaf it will manifest itself and what
you’re doing whatever we have right now
whatever we’re demonstrating in our
lives is result of what we believe
subconsciously that we deserve and part
of increasing that belief level is that
you have got to convince yourself every
day you’ve got to sell yourself I I do a
lot of training for many corporations
and I conduct sales seminars and I’ve
heard all kind of guys doing techniques
and training people techniques of how to
close sales and how to work within and
begin to control the sale and how to ask
for the clothes let me share something
with you you can learn all the
techniques in the world if you don’t
believe in yourself
it won’t happen for you I learned all of
it so that’s what I do a training called
focus on the seller you’ve got to focus
on you and as you convince you as you
sell yourself every day every day every
day you will begin to see a difference
in the things that you’re doing selling
yourself on your ability to perform a
job to achieve a certain objective
telling yourself every day here go again
and I’ve got what it takes this is my
day and nothing out here is going to
stop me and when you go out there like
come over here
say it again well I’ll be back tomorrow
that brings me to the next thing it
takes courage tactic
part of being hungry when you’ve been
defeated it takes courage to start over
again I used to do door-to-door sales
and I was working with another friend of
mine and door-to-door sales
I mean it’s punishing it’s cruel and
unusual punishment
and I was a little boy knock on door
hello would you like to buy a nice
working television set no money down No
BAM they slammed the door in your face
and the friend of mine that was working
with me they slammed the door in his
face and I can look back and he was
going to the car he said I can’t do this
and he sat down in the car and he said
you go ahead I’ll be here when you get
back now he had a mother and father to
take care of him my mother was ill I’m
adopted
I was hungry I had to go on I learned
something about myself
that when you step into your fears
somebody said it was Winston Churchill
he said that courage is going from
failure to failure without losing
enthusiasm
when you step into your fears and
continue to push yourself to go on
something happens for you it will enable
you to transcend yourself I went to the
next door you’d like to buy a nice work
until no BAM went to the Nexen no bet
after a while
I no longer took it personal and I began
to play a game I said well I know
there’s a yes I’m here somewhere and I’m
going to keep on telling it and I’m not
going home until I do and I continue to
knock on doors and then somebody
eventually would say yes and I said are
you sure and I would go in there and I
would get the sale when you when you
have something you want to do if you
don’t develop the courage to do that
which has been given you to do and you
spend a lot of time going around trying
to convince other people of trying to
get their approval what will happen is
that you will lose your nerve and other
people will convince you that what
you’re doing doesn’t have any value and
you’ll give up on your dream it’s an
interesting thing about life I’ve also
found that if you don’t have the courage
to act sometimes and particularly if you
have something special to do life will
move on you I if it were not for life I
would still be a disc jockey I didn’t
just leave voluntarily to go to the
state legislature I was fired
I was working on a job and I came home
one day I was married at the time not or
my former wife I said that guy Burt I
worked for is stupid
she said if he’s so stupid why does he
sign your paycheck now you see why I
divorced her right
[Applause]
I couldn’t stand her that night I could
not sleep well here was a guy that was
controlling my life I was going through
all kind of changes because this man
controlled my paycheck and it was
Carlyle who said truth crushed to earth
shall rise again Winston Churchill said
the truth is incontrovertible malice mad
tacit ignorance may derided but at the
end there is and we know scripture that
says he shall know the truth and the
truth shall set you free
and the truth that I had to come to
grips with then I wasn’t in charge of my
destiny the truth was that I wasn’t
giving all that I had the truth was that
there’s some things that I wanted to do
but I didn’t have the courage to act on
those things and the truth was that
Birchall’s was a blessing to me he made
life so miserable for me I had to start
looking at my life differently I started
going to work earlier I started being
the last one to lead there I started
working harder than anybody else the
other guys could not why would you work
so hard less I said I’m not working for
them I have been cheating Burt I thought
I’ve been hitting myself and my family
wherever you are whatever you’re doing
do it with everything that you have
develop the habit of giving more than
what you’re paid for develop the habit
of setting standards that others will be
measured by someone said do not go where
the path may lead but go where there is
no path and leave a trail all right
[Music]
[Applause]
it is easy to be negative today it is
easy to have low morale today I was at a
corporation in there they’re going
through downsizing and going to lay off
some 1500 people over the next few weeks
it’s very depressing there and those
people that stay there nine times out of
ten they’re just going to do just enough
to keep from getting fired anybody can
do that but if you can begin to harness
yourself and say that where I am I’m
going to do the best I can with what I
got because that is an expression of Who
I am
if you get into the habit of just being
mediocre it will become a part of your
consciousness if you get an a habit of
giving less than what you have it within
you to give it will begin to reflect
itself in your personality it will begin
to damage you psychologically and you
don’t want to be a part of that kind of
self-destructive behavior and so you
want to set some of high standards
for yourself the next thing part of what
feeds that hunger you’ve got to develop
a sense of urgency aralia said stop
living your life like you have a
thousand years to live in life you
either hit a day and you’re gone today
if there’s something that you want to do
and you can’t do it all at one time do
just a little bit of it I like what
Robert Schuller says he said by the yard
it’s hard but inch-by-inch anything is a
cinch
do just a little bit of it a friend of
mine Bobby Kerr used to be a roommate
Bobby wanted to go into the area of
public relations he loved working with
the public young lady you are to marry
name Clarice Bobby was a great
procrastinator pretty soon the job where
Bobby worked they transferred him to
another location he went out to
celebrate with the people on that new
job site and Bobby suffered a massive
heart attack and died
Bobby didn’t drink and didn’t smoke was
under 40 and he died ask your question
how much time do you have left how much
time do you have left when you stop
thinking about that we don’t know we
don’t know Bobby took all the greatness
and all of the talent and all of his
abilities to his grave with him one
other thing that could have put in
parentheses under his name he did use
all his stuff most of most of us do that
most of us don’t use the stuff that we
have brought into the universe and we
want to make a conscious deliberate
determined effort to start living life
with a sense of urgency and using what
we’ve got
using ourselves up sharing what we
brought into the universe to share
because if we don’t nobody else will
stop wasting valuable time knowing that
if we begin to live our lives as if each
day where our less our lives will take
off take on a whole new meaning take on
a whole new expression
valuing each moment that we are blessed
with the next thing that begins to
nurture that hunger honor yourself as
your word don’t give your word out
lightly when you throw your word out
there and you don’t honor it it makes a
statement about you if you decide to
maintain a sense of integrity with
yourself that if I speak it I’m going to
live it it’s Who I am and I’m going to
be very cautious and how I give my word
to others and most of all were the
commitments that I make to myself
because I want my life to reflect my
words and honoring Who I am what i
express another challenging area in
terms of nurturing and developing that
hunger and yourself is learning the art
of becoming single-minded learning how
to concentrate learning how to focus in
and you’ll be surprised of the things
that you’re able to do when you learn
how to block things out when you learn
how to keep that eyes single you’d be
surprised of the ideas that will come to
you of the people that you’ll be able to
attract of the opportunities that you’ll
be able to see you begin to see things
I’ve been staying there look at you in
the face a I can’t believe this has been
here all this time
here’s a habit that I do maybe it might
be of some value to you I get up in the
morning and I start writing what great
ideas that I can think of today that can
improve me and that will enable me to
reach my goal and I just let my mind
flow sometimes I write 15 20 ideas some
days that’s more difficult than others
one idea can change your life one idea
can turn your life around deciding that
you’re going to focus to develop your
skills the guy was was the new owner of
a team a team a baseball team that was
in the basement of the league when he
took it over he went to the picture and
he says what is your best throat he said
well I got a good curveball and I’ve got
a good fastball he went on talking about
his different throws he said but tell me
this what is your best throw he thought
for a moment he said I’ve got a good
fastball he said that’s all I want you
to work on nothing else just develop
your fastball the next year they went to
the World Series most people don’t know
what their fastball is most people go
through life never discovering what
their talents are most people never
develop their talents they have skills
and abilities but if you don’t nurture
them if you don’t develop them they will
never serve you your gifts can take you
many places if you develop your gifts
most of us don’t like to do those things
that come too easy to us I’ve always
loved to talk to people I decided taking
this advice to develop my skills as a
speaker and my gift has developed and
developed and has taken me many places
you have something that you brought to
the universe and that if you decide that
my life deserves my developing this what
I do well
and becoming the best at it and
mastering myself and seeing what I have
within me if you decide to drop your
buckets where you are and develop your
gifts I grant you you will never ever be
without I grant you that your gifts will
take you places that will literally
amaze you I grant you that if you begin
to work to develop your gifts you
develop a strong sense of happiness
you’ll get a larger vision of yourself
because part of beginning to get a
larger vision of yourself all of us need
some area of our lives where we can have
a feeling of competence that people know
when they think about this area that’s
something you do that you eat and sleep
bad and that you do that you do that
people know it and you know it and you
know that you know that you know this if
you don’t know anything else you know
this can you tell I know I know what I’m
doing oh hello you know this so you’ve
got to work on it when other folks are
having a good time you’ve got to have
this the strength of character to
concentrate to read to digest
information if you decide in any
particular area that you concern about
to make a conscious deliberate
determined effort to read one book a
month in that area in five years you’ll
be among the top 5% experts in the world
I read a minimum of two books a week the
average American reads only one book a
year if you decide that area that you
love that you are going to master that
particular area in this era of
accelerated change overwhelming
complexity and tremendous competition as
you begin to develop and expand your
skills and your talents and your vision
of yourself you will always be in
control
of your destiny the next thing is
whatever it is that you want to do you
want to do it massively have a friend
who was telling me that his sales were
down I said well how many phone calls
you make a day he said 25 I said double
them make 50 or 75 or 100 he said aw man
that’s just too much what do you mean
too much you behind on your bills you’re
talking about too much you know one way
to get back on your feet real quick is
to miss two car payments you talk about
your time
there’s no competition out here decide
that you’re going to push yourself most
people won’t do that most people give up
on themselves easily you know the human
spirit is powerful this nothing is
powerful it’s hard to kill the human
spirit
there’s Benjamin Disraeli a man who
became the head of a country at a time
when Jews were not allowed out after ten
o’clock he said how did you do it
how do you achieve against such great
odds he said nothing can resist the will
of a people that will stake even their
existence on the extent of their purpose
for good that when you have a made up
mind when you decide that you want to do
something I was reading something the
other day he said the power to hold on
in spite of everything the power to
endure this is the winners quality the
hunger the ability to face defeat again
and again without giving up this is a
winner’s quality you have that quality
within you when you’re hungry you don’t
care about the facts you don’t care
about the odds Doug Williams played for
the Washington Redskins quarterback John
Elway of the Denver Broncos and the
Superbowl everybody was talking about
our way Elway after the Superbowl when
Doug Williams made a historic passing
game asked him said how are you able in
spite of all of that negative publicity
saying that you couldn’t win how did you
do it he said I ignored my critics
I just didn’t take any attention to them
I not myself because they kept on saying
it so much
there were times I doubted whether or
not I can do what I needed to do there’s
a Doug Williams and everybody here
that’s greatness in you and you’ve got
to learn how to tune up the critics
outside and the critic inside and since
I’m going to do this I’m going to
harness my will and I’m not going to let
anything stop me I deserve this
I’m going to do it until and this way I
told him since not increasing your calls
I said make a hundred calls a day
I got a callus in my ear my ear counted
doc you can’t see it but it’s there
[Applause]
his sales have increased he’s working
harder now the other thing is that if
you want something you have got to be
relentless you’ve got to learn how to
become resourceful you’ve got to learn
how to become creative when crises
strike in your life and in the Chinese
language crises mean danger but it also
means opportunity and this is an
opportunity for you to grow and you’ve
got to be so relentless regardless of
what comes down the pike that you’re
always looking for ways to get over
always looking for a way that you can
break through always looking for a way
that you can win always looking for a
way that you can strike a telling blow
in pretty soon I think there’s some
people watching us in the universe to
say wait let’s call a meeting over here
you know that guy Mustapha look hitting
on there
he won’t stop just that fool oh no he
can’t get over look look look look look
here why don’t we do this let him go
let’s mix mess with somebody else
life will just get tired of whoopin you
sometimes and just say let’s just let
this one go I believe this now I know
what it’s told me this but I just kept
on kicking I didn’t have sense enough to
stop
I was intelligently ignorant I didn’t
know what I couldn’t do so I just tried
anything and the fascinating thing about
life because you can’t get out of it
alive you might as well have a good time
[Laughter]
[Applause]
live your life with passion with some
Drive I was giving a seminar the other
day and I mentioned that I was going to
do some training in August with some
young teenagers and take about a hundred
away to a two or three day camp and wipe
them out
I’ve been working on this so after the
speech what her parents walked up to me
and said mr. Brown I’d like for you to
do something for my son he’s not
motivated
I said I wonder why
I wonder what’s wrong with here
he had no fire whatsoever see what
what you do speak so loudly folk can
hear what you say and so if you don’t
have any fire you know you’ve got to
watch the people the relationships that
you develop have people of kindred
mindsets if you round folk who are dead
and negative all the time they will
affect you you want people that around
you that have smiles on their faces
looking good I was telling a group last
week Abraham Lincoln refused to hire a
guy because of his face they said but
the guy can’t help but he said anybody
over 30 is responsible for their face if
you have some depressing face looking at
you every day ineffectual blood pressure
keep these damn faces away from you it’s
contagious
this is serious so you’ve got to watch
your countenance watch your face have an
uplifted expression watch your body
posture all of these things affect you
psychically you got to be the kind of
person that you are fearless fearless
lead fearless people alone there’s
some people walk through neighborhood
and every dog in the neighborhood would
balk at
[Applause]
but there’s some people come through
ain’t nobody gonna mess with this
[Applause]
you are unstoppable and because you
aren’t stoppable because you’ve got
power that you haven’t even began to use
yet you are to yourself to release your
brakes how many of you have the
experience of pulling out of your drive
when you’re matched on accelerator and
the car will just but move and you match
harder couldn’t move and then you
discovered your head your emergency
brakes off and then you release those
emergency brakes it goes true have you
ever had that experience before most of
us go through life without brakes on
holding back not giving all that we have
not sharing all of ourselves most of us
go to our grave still holding on rather
than releasing it what are some of those
things that that keep us from releasing
it because of past experiences past
defeats past pain we look back well it
didn’t work out then it probably won’t
work out now many people get confused
their performances with who their are
they are I was reading Pat Riley the
coach of the Los Angeles Lakers
but you’re gonna like this quote here
after the Trailblazers had blown them
out of the water and I’m sure he said
this last night they asked him how do
you feel he said tonight we were exposed
for what we are right now you see that
is my speech tonight doesn’t work it
doesn’t mean that I’m a bad speaker it
means that what I did didn’t work
tonight and I’ve got to separate what I
do from Who I am and I’ve got another
shot see the last chapter to your life
has not been written yet and it doesn’t
matter about what happened yesterday it
doesn’t matter about the things that
you’ve done that you feel guilty about
if you wouldn’t do it today you’re
convicting an innocent person you’ve
been reborn to a new state of
consciousness and as I say if we knew
better we would do better and so you
would begin to decide I’m not going to
be tonight I remember and I was telling
someone and they asked me would you
repeat that again I was interested in
going into broadcasting I’m adopted and
that was my key out I want to make my
momma proud of me I was a proud I was
very much appreciative of what she’s
done for my brother and sister and I and
that was my way out and I went over to
radio station that’s the guy that and
told him that I was interested in
broadcasting he looked at me and my
straw hat in my overalls he said you
have any broadcasting background I said
no sorry no what do you do I cut grass
young ladies asking what kind of work I
do and I was working on a garbage truck
I say well I’m a sanitary technician he
said we don’t have any job for you I
decided that that was something I was
going to do I decided I’m unstoppable
I’m gonna go up and hit I’m gonna do
this I started going to the radio
station every day developing a
relationship with the people that were
doing what I wanted to do and that’s
what I encourage you to do where
whatever area you want to go and find
people that are doing it the way you
want to do it and develop a relationship
with them when I decided to go in this
area I wrote letters to dr. norman
vincent peale
to Zig Ziglar to Denis Waitley all of
the Giants in this area and I said this
is something I wanted to I’ve been
following your career would you help me
dr. norman vincent peale answered my
letter did an article on me wrote about
me in the most recent book that he
issued and done many broadcasts about me
I wanted to develop a relationship and
rapport with those people that were
achieving those things that I wanted to
achieve by the same token I would go to
the radio station and I developed a
relationship with the guys and they use
me as the errand boy they needed some
food or someone to go pick up
entertainers that came into town
temptations singing my girl Jerry Butler
singing for your precious love Sam Cooke
singing darling you send me I would pick
up the entertainer’s at the airport and
driving around in the disc jockeys big
Cadillacs didn’t have any driver’s
license but I was acting like a head
start
every day I used to go home and work on
my communication skills developing
myself it was Whitney Young he said it’s
better to be prepared for an opportunity
and not have one than have an
opportunity and not be prepared start
working and developing yourself not and
prepare yourself for what it is that you
want because you expect to get it and
when the disk jockeys were in the
control room I would go in and watch
them and develop a trust level and they
would let me stay and I would watch and
observe them working the controls when
you want something out of life don’t
worry about how you’re going to get it
how is none of your business
the most difficult thing there is this
to hold the vision it’s to hollow the
vision so there I was at the radio
station a guy was on the air and he
started to drink by the name of rock I
was outside the window looking at him
and watch him hungry
and let it send rape rocked right
pretty soon the phone rang it was a
general manager I said hello
he said les this is mr. client I said I
know he said Rock can’t finish his
program he’s slurring his words I said I
know can you work the controls until one
of the other disk jockeys come in would
you call them I said yes sir I hung the
phone up
I said now he was me think I’m crazy I
called my mom and my girlfriend
Cassandra said y’all come out on the
front porch and turn up the radio I’m
about to come on the air
I waited by 15 minutes I called him back
I said mr. Klein I can’t find nobody he
said well why don’t you go in that work
and controls until they get there and
don’t say nothing here I said yes sir
I couldn’t wait to sit down to that
turntable Mustafa I said look out this
is me lb Triple P Lester on a platter
playing papa they will end it for me
there will be none after me therefore
that makes me the one and only young men
saying I love Dominguez certified bona
fide then duplicate qualified to bring
you satisfaction and a whole lot of
action look out baby I’m your love man I
was hungry
shake somebody’s hand on your right and
left and say you’ve got to be hungry
where are y’all something else you want
to be persistent about what it is that
you want to achieve Alexander Graham
Bell said what this power is I cannot
say all I know is that it exists and it
becomes available only when a man or a
woman is in that state of mind in which
he or she knows exactly what he or she
wants and is fully determined not to
quit until they find it
when our children are learning how to
walk how many times will your baby
attempt to walk and fall and you just
say just sit down don’t try anymore
you’ve fallen 20 times just sit down
somewhere busting your lip and
everything get there folks wait one
little baby walk it will walk when it
walks that’s when it will walk less when
will you be known nationally as the
motivator I will be known when I’m known
that’s what I’ll be known don’t get
caught up in well I’ve tried it four or
five times and things didn’t work out if
there’s something that you want and
you’re hungry for it you’ve got to do
whatever is necessary until and when you
give the best you can and that’s not
enough you must do what is required and
don’t give up on yourself don’t throw
the towel in so quickly many people give
up on the one-yard line where if they
have the determination just to keep on
knocking it’s a funny thing about life
if you roll one day and someone is
knocking on the door and you say I don’t
want to be bothered today and if a
person just keep on anoxic can you
believe that Forster Locker
pretty soon you say what is it what do
you want and that’s how you’ve got to be
about your dream some people well I
guess there’s nobody home I’m not gonna
do it but nobody came
I heard the television on and people
were moving around but I guess
opportunity probably went out the back
door oh no no no see life is not just
that simple it’s not that cut-and-dried
and that’s why most people never realize
their personal greatness because they’re
casual about life and when you are
casual about life you will end up a
casualty life is serious business
so I encourage you to be persistent to
not decide that well I’ve done the best
I can I guess I just can’t have it don’t
make that decision
about being hungry
somebody said I’m hungry
it is something I’d like to share some
ideas and thoughts with you I’m not
asking that you believe anything that I
say I’m not asking that you agree with
me
Emelia asking that you stand on and in
the conversation that we’ll share with
you this evening and if there’s
something that I say that can fit and
work for you I say use it if not
discarded and let it be is that Alright
say that’s fair enough very good all
right one of the things I have realized
and many of us have that if you want
something out of life if you want to
change yourself
if you want to acquire something if
there’s some goal that you want to reach
that is really not easy as some people
will make us feel that living a dream
changing your behaviors overcoming
negative habits it’s challenging it’s
hard that living alone is just very
difficult and once we begin to come to
grips with the fact that living is
difficult life is very challenging I
heard a song once by a guy named dimples
call if it ain’t one thing it’s another
I say to you but 8:1 thing is twelve
others always something you will never
ever have a problem free moment in life
somebody said I like this I do you
either in a problem or just left water
or hit it toward would anybody found
that to be so raise your head if you
know what I’m talking about I mean
there’s always something so how do we
begin to nurture that hunger what are
the characteristics or the qualities of
people that are hungry what will it take
for me to get some of the things that I
want and being hungry for those things
number one you’ve got to work on
yourself it’s very important that you
engage in an ongoing process to develop
you spend more time on yourself than
what you’ve been spending it’s very
important you owe that to yourself I was
reading a book by Oakman Dino called the
university of success red one line gave
me a chill I didn’t have to read
anything else in the book he said many
of us never realize how great this
because we become sidetracked by
secondary activity we spread ourselves
too thin don’t know how to say no and we
find ourselves doing all kinds of things
and never ever have time to do those
things that we need to do to work on
ourselves and then there goes a second
that goes another second there goes
another second and we can’t stop it
whole time and before you know it you
wake up one day and you’re behind in
your dreams and your bills
[Applause]
so decide that you’re going to take some
time to work on you that you deserve
that from yourself that your life
deserves some prime time because you are
creating your own production as Michael
Todd would say you are the star of your
show you are the director you’re writing
the script and you will determine
whether your life is a smash
office hit or flop you determine that
working on yourself talking to yourself
that’s so very important overcoming the
negative conversation that inner
dialogue is going on all the time all
the time even when you don’t want it to
be there you can’t stop yourself right
now from thinking you can’t do it it’s
going on and so learning how to empower
yourself part of doing that is standing
up to yourself you’ve got to stand up
inside yourself sometimes and say shut
up
you’ve got to do this I was going to
give a presentation and this voice
inside of me saying you can’t do this
you don’t have everything it takes us
shut up I’m behind on my bills are you
telling me what I can’t do I have got to
do it
[Music]
you get scared sometimes your mind will
go blink on you
some people will you will allow to
unnerve you and you wonder what’s wrong
with me I’m not crazy that’s why you’ve
got to learn to make a conscious
deliberate determined effort to stand up
inside yourself working on yourself
watching that inner dialogue it will
determine the quality of your life I
don’t believe this I know this I’ve had
a challenge of losing weight I’m walking
through the airport this voice say why
don’t you have some M&M peanuts No
well just one then after you eat that
with your bodies well have a snicker now
you sucker
I mean it’s challenging
my mother fix the kind of sweet potato
pie you can’t eat with your shoes on
have to take your shoes off so you can
wiggle your toes it sticks on my fingers
it says eat it one little bite won’t
hurt that voice constantly little demons
from Colonel Sanders driving my car in
there I’d say no no no no I’ll diet
tomorrow
I saw a skinny man get hit by truck
ahead a little bit more weight he might
have lived
selling you know what I’m talking about
ratio if you don’t that voice is awesome
so you have got to stand up to that
voice when you’re working on something
you want to achieve you have got to
stand up to that voice you’ve got to
sell yourself every day on your
abilities on what you’re doing on the
goal that you want to reach you’ve got
to sell yourself every day every day
every day according to your level of the
leaf it will manifest itself and what
you’re doing whatever we have right now
whatever we’re demonstrating in our
lives is result of what we believe
subconsciously that we deserve and part
of increasing that belief level is that
you have got to convince yourself every
day you’ve got to sell yourself I I do a
lot of training for many corporations
and I conduct sales seminars and I’ve
heard all kind of guys doing techniques
and training people techniques of how to
close sales and how to work within and
begin to control the sale and how to ask
for the clothes let me share something
with you you can learn all the
techniques in the world if you don’t
believe in yourself
it won’t happen for you I learned all of
it so that’s what I do a training called
focus on the seller you’ve got to focus
on you and as you convince you as you
sell yourself every day every day every
day you will begin to see a difference
in the things that you’re doing selling
yourself on your ability to perform a
job to achieve a certain objective
telling yourself every day here go again
and I’ve got what it takes this is my
day and nothing out here is going to
stop me and when you go out there like
come over here
say it again well I’ll be back tomorrow
that brings me to the next thing it
takes courage tactic
part of being hungry when you’ve been
defeated it takes courage to start over
again I used to do door-to-door sales
and I was working with another friend of
mine and door-to-door sales
I mean it’s punishing it’s cruel and
unusual punishment
and I was a little boy knock on door
hello would you like to buy a nice
working television set no money down No
BAM they slammed the door in your face
and the friend of mine that was working
with me they slammed the door in his
face and I can look back and he was
going to the car he said I can’t do this
and he sat down in the car and he said
you go ahead I’ll be here when you get
back now he had a mother and father to
take care of him my mother was ill I’m
adopted
I was hungry I had to go on I learned
something about myself
that when you step into your fears
somebody said it was Winston Churchill
he said that courage is going from
failure to failure without losing
enthusiasm
when you step into your fears and
continue to push yourself to go on
something happens for you it will enable
you to transcend yourself I went to the
next door you’d like to buy a nice work
until no BAM went to the Nexen no bet
after a while
I no longer took it personal and I began
to play a game I said well I know
there’s a yes I’m here somewhere and I’m
going to keep on telling it and I’m not
going home until I do and I continue to
knock on doors and then somebody
eventually would say yes and I said are
you sure and I would go in there and I
would get the sale when you when you
have something you want to do if you
don’t develop the courage to do that
which has been given you to do and you
spend a lot of time going around trying
to convince other people of trying to
get their approval what will happen is
that you will lose your nerve and other
people will convince you that what
you’re doing doesn’t have any value and
you’ll give up on your dream it’s an
interesting thing about life I’ve also
found that if you don’t have the courage
to act sometimes and particularly if you
have something special to do life will
move on you I if it were not for life I
would still be a disc jockey I didn’t
just leave voluntarily to go to the
state legislature I was fired
I was working on a job and I came home
one day I was married at the time not or
my former wife I said that guy Burt I
worked for is stupid
she said if he’s so stupid why does he
sign your paycheck now you see why I
divorced her right
[Applause]
I couldn’t stand her that night I could
not sleep well here was a guy that was
controlling my life I was going through
all kind of changes because this man
controlled my paycheck and it was
Carlyle who said truth crushed to earth
shall rise again Winston Churchill said
the truth is incontrovertible malice mad
tacit ignorance may derided but at the
end there is and we know scripture that
says he shall know the truth and the
truth shall set you free
and the truth that I had to come to
grips with then I wasn’t in charge of my
destiny the truth was that I wasn’t
giving all that I had the truth was that
there’s some things that I wanted to do
but I didn’t have the courage to act on
those things and the truth was that
Birchall’s was a blessing to me he made
life so miserable for me I had to start
looking at my life differently I started
going to work earlier I started being
the last one to lead there I started
working harder than anybody else the
other guys could not why would you work
so hard less I said I’m not working for
them I have been cheating Burt I thought
I’ve been hitting myself and my family
wherever you are whatever you’re doing
do it with everything that you have
develop the habit of giving more than
what you’re paid for develop the habit
of setting standards that others will be
measured by someone said do not go where
the path may lead but go where there is
no path and leave a trail all right
[Music]
[Applause]
it is easy to be negative today it is
easy to have low morale today I was at a
corporation in there they’re going
through downsizing and going to lay off
some 1500 people over the next few weeks
it’s very depressing there and those
people that stay there nine times out of
ten they’re just going to do just enough
to keep from getting fired anybody can
do that but if you can begin to harness
yourself and say that where I am I’m
going to do the best I can with what I
got because that is an expression of Who
I am
if you get into the habit of just being
mediocre it will become a part of your
consciousness if you get an a habit of
giving less than what you have it within
you to give it will begin to reflect
itself in your personality it will begin
to damage you psychologically and you
don’t want to be a part of that kind of
self-destructive behavior and so you
want to set some of high standards
for yourself the next thing part of what
feeds that hunger you’ve got to develop
a sense of urgency aralia said stop
living your life like you have a
thousand years to live in life you
either hit a day and you’re gone today
if there’s something that you want to do
and you can’t do it all at one time do
just a little bit of it I like what
Robert Schuller says he said by the yard
it’s hard but inch-by-inch anything is a
cinch
do just a little bit of it a friend of
mine Bobby Kerr used to be a roommate
Bobby wanted to go into the area of
public relations he loved working with
the public young lady you are to marry
name Clarice Bobby was a great
procrastinator pretty soon the job where
Bobby worked they transferred him to
another location he went out to
celebrate with the people on that new
job site and Bobby suffered a massive
heart attack and died
Bobby didn’t drink and didn’t smoke was
under 40 and he died ask your question
how much time do you have left how much
time do you have left when you stop
thinking about that we don’t know we
don’t know Bobby took all the greatness
and all of the talent and all of his
abilities to his grave with him one
other thing that could have put in
parentheses under his name he did use
all his stuff most of most of us do that
most of us don’t use the stuff that we
have brought into the universe and we
want to make a conscious deliberate
determined effort to start living life
with a sense of urgency and using what
we’ve got
using ourselves up sharing what we
brought into the universe to share
because if we don’t nobody else will
stop wasting valuable time knowing that
if we begin to live our lives as if each
day where our less our lives will take
off take on a whole new meaning take on
a whole new expression
valuing each moment that we are blessed
with the next thing that begins to
nurture that hunger honor yourself as
your word don’t give your word out
lightly when you throw your word out
there and you don’t honor it it makes a
statement about you if you decide to
maintain a sense of integrity with
yourself that if I speak it I’m going to
live it it’s Who I am and I’m going to
be very cautious and how I give my word
to others and most of all were the
commitments that I make to myself
because I want my life to reflect my
words and honoring Who I am what i
express another challenging area in
terms of nurturing and developing that
hunger and yourself is learning the art
of becoming single-minded learning how
to concentrate learning how to focus in
and you’ll be surprised of the things
that you’re able to do when you learn
how to block things out when you learn
how to keep that eyes single you’d be
surprised of the ideas that will come to
you of the people that you’ll be able to
attract of the opportunities that you’ll
be able to see you begin to see things
I’ve been staying there look at you in
the face a I can’t believe this has been
here all this time
here’s a habit that I do maybe it might
be of some value to you I get up in the
morning and I start writing what great
ideas that I can think of today that can
improve me and that will enable me to
reach my goal and I just let my mind
flow sometimes I write 15 20 ideas some
days that’s more difficult than others
one idea can change your life one idea
can turn your life around deciding that
you’re going to focus to develop your
skills the guy was was the new owner of
a team a team a baseball team that was
in the basement of the league when he
took it over he went to the picture and
he says what is your best throat he said
well I got a good curveball and I’ve got
a good fastball he went on talking about
his different throws he said but tell me
this what is your best throw he thought
for a moment he said I’ve got a good
fastball he said that’s all I want you
to work on nothing else just develop
your fastball the next year they went to
the World Series most people don’t know
what their fastball is most people go
through life never discovering what
their talents are most people never
develop their talents they have skills
and abilities but if you don’t nurture
them if you don’t develop them they will
never serve you your gifts can take you
many places if you develop your gifts
most of us don’t like to do those things
that come too easy to us I’ve always
loved to talk to people I decided taking
this advice to develop my skills as a
speaker and my gift has developed and
developed and has taken me many places
you have something that you brought to
the universe and that if you decide that
my life deserves my developing this what
I do well
and becoming the best at it and
mastering myself and seeing what I have
within me if you decide to drop your
buckets where you are and develop your
gifts I grant you you will never ever be
without I grant you that your gifts will
take you places that will literally
amaze you I grant you that if you begin
to work to develop your gifts you
develop a strong sense of happiness
you’ll get a larger vision of yourself
because part of beginning to get a
larger vision of yourself all of us need
some area of our lives where we can have
a feeling of competence that people know
when they think about this area that’s
something you do that you eat and sleep
bad and that you do that you do that
people know it and you know it and you
know that you know that you know this if
you don’t know anything else you know
this can you tell I know I know what I’m
doing oh hello you know this so you’ve
got to work on it when other folks are
having a good time you’ve got to have
this the strength of character to
concentrate to read to digest
information if you decide in any
particular area that you concern about
to make a conscious deliberate
determined effort to read one book a
month in that area in five years you’ll
be among the top 5% experts in the world
I read a minimum of two books a week the
average American reads only one book a
year if you decide that area that you
love that you are going to master that
particular area in this era of
accelerated change overwhelming
complexity and tremendous competition as
you begin to develop and expand your
skills and your talents and your vision
of yourself you will always be in
control
of your destiny the next thing is
whatever it is that you want to do you
want to do it massively have a friend
who was telling me that his sales were
down I said well how many phone calls
you make a day he said 25 I said double
them make 50 or 75 or 100 he said aw man
that’s just too much what do you mean
too much you behind on your bills you’re
talking about too much you know one way
to get back on your feet real quick is
to miss two car payments you talk about
your time
there’s no competition out here decide
that you’re going to push yourself most
people won’t do that most people give up
on themselves easily you know the human
spirit is powerful this nothing is
powerful it’s hard to kill the human
spirit
there’s Benjamin Disraeli a man who
became the head of a country at a time
when Jews were not allowed out after ten
o’clock he said how did you do it
how do you achieve against such great
odds he said nothing can resist the will
of a people that will stake even their
existence on the extent of their purpose
for good that when you have a made up
mind when you decide that you want to do
something I was reading something the
other day he said the power to hold on
in spite of everything the power to
endure this is the winners quality the
hunger the ability to face defeat again
and again without giving up this is a
winner’s quality you have that quality
within you when you’re hungry you don’t
care about the facts you don’t care
about the odds Doug Williams played for
the Washington Redskins quarterback John
Elway of the Denver Broncos and the
Superbowl everybody was talking about
our way Elway after the Superbowl when
Doug Williams made a historic passing
game asked him said how are you able in
spite of all of that negative publicity
saying that you couldn’t win how did you
do it he said I ignored my critics
I just didn’t take any attention to them
I not myself because they kept on saying
it so much
there were times I doubted whether or
not I can do what I needed to do there’s
a Doug Williams and everybody here
that’s greatness in you and you’ve got
to learn how to tune up the critics
outside and the critic inside and since
I’m going to do this I’m going to
harness my will and I’m not going to let
anything stop me I deserve this
I’m going to do it until and this way I
told him since not increasing your calls
I said make a hundred calls a day
I got a callus in my ear my ear counted
doc you can’t see it but it’s there
[Applause]
his sales have increased he’s working
harder now the other thing is that if
you want something you have got to be
relentless you’ve got to learn how to
become resourceful you’ve got to learn
how to become creative when crises
strike in your life and in the Chinese
language crises mean danger but it also
means opportunity and this is an
opportunity for you to grow and you’ve
got to be so relentless regardless of
what comes down the pike that you’re
always looking for ways to get over
always looking for a way that you can
break through always looking for a way
that you can win always looking for a
way that you can strike a telling blow
in pretty soon I think there’s some
people watching us in the universe to
say wait let’s call a meeting over here
you know that guy Mustapha look hitting
on there
he won’t stop just that fool oh no he
can’t get over look look look look look
here why don’t we do this let him go
let’s mix mess with somebody else
life will just get tired of whoopin you
sometimes and just say let’s just let
this one go I believe this now I know
what it’s told me this but I just kept
on kicking I didn’t have sense enough to
stop
I was intelligently ignorant I didn’t
know what I couldn’t do so I just tried
anything and the fascinating thing about
life because you can’t get out of it
alive you might as well have a good time
[Laughter]
[Applause]
live your life with passion with some
Drive I was giving a seminar the other
day and I mentioned that I was going to
do some training in August with some
young teenagers and take about a hundred
away to a two or three day camp and wipe
them out
I’ve been working on this so after the
speech what her parents walked up to me
and said mr. Brown I’d like for you to
do something for my son he’s not
motivated
I said I wonder why
I wonder what’s wrong with here
he had no fire whatsoever see what
what you do speak so loudly folk can
hear what you say and so if you don’t
have any fire you know you’ve got to
watch the people the relationships that
you develop have people of kindred
mindsets if you round folk who are dead
and negative all the time they will
affect you you want people that around
you that have smiles on their faces
looking good I was telling a group last
week Abraham Lincoln refused to hire a
guy because of his face they said but
the guy can’t help but he said anybody
over 30 is responsible for their face if
you have some depressing face looking at
you every day ineffectual blood pressure
keep these damn faces away from you it’s
contagious
this is serious so you’ve got to watch
your countenance watch your face have an
uplifted expression watch your body
posture all of these things affect you
psychically you got to be the kind of
person that you are fearless fearless
lead fearless people alone there’s
some people walk through neighborhood
and every dog in the neighborhood would
balk at
[Applause]
but there’s some people come through
ain’t nobody gonna mess with this
[Applause]
you are unstoppable and because you
aren’t stoppable because you’ve got
power that you haven’t even began to use
yet you are to yourself to release your
brakes how many of you have the
experience of pulling out of your drive
when you’re matched on accelerator and
the car will just but move and you match
harder couldn’t move and then you
discovered your head your emergency
brakes off and then you release those
emergency brakes it goes true have you
ever had that experience before most of
us go through life without brakes on
holding back not giving all that we have
not sharing all of ourselves most of us
go to our grave still holding on rather
than releasing it what are some of those
things that that keep us from releasing
it because of past experiences past
defeats past pain we look back well it
didn’t work out then it probably won’t
work out now many people get confused
their performances with who their are
they are I was reading Pat Riley the
coach of the Los Angeles Lakers
but you’re gonna like this quote here
after the Trailblazers had blown them
out of the water and I’m sure he said
this last night they asked him how do
you feel he said tonight we were exposed
for what we are right now you see that
is my speech tonight doesn’t work it
doesn’t mean that I’m a bad speaker it
means that what I did didn’t work
tonight and I’ve got to separate what I
do from Who I am and I’ve got another
shot see the last chapter to your life
has not been written yet and it doesn’t
matter about what happened yesterday it
doesn’t matter about the things that
you’ve done that you feel guilty about
if you wouldn’t do it today you’re
convicting an innocent person you’ve
been reborn to a new state of
consciousness and as I say if we knew
better we would do better and so you
would begin to decide I’m not going to
be tonight I remember and I was telling
someone and they asked me would you
repeat that again I was interested in
going into broadcasting I’m adopted and
that was my key out I want to make my
momma proud of me I was a proud I was
very much appreciative of what she’s
done for my brother and sister and I and
that was my way out and I went over to
radio station that’s the guy that and
told him that I was interested in
broadcasting he looked at me and my
straw hat in my overalls he said you
have any broadcasting background I said
no sorry no what do you do I cut grass
young ladies asking what kind of work I
do and I was working on a garbage truck
I say well I’m a sanitary technician he
said we don’t have any job for you I
decided that that was something I was
going to do I decided I’m unstoppable
I’m gonna go up and hit I’m gonna do
this I started going to the radio
station every day developing a
relationship with the people that were
doing what I wanted to do and that’s
what I encourage you to do where
whatever area you want to go and find
people that are doing it the way you
want to do it and develop a relationship
with them when I decided to go in this
area I wrote letters to dr. norman
vincent peale
to Zig Ziglar to Denis Waitley all of
the Giants in this area and I said this
is something I wanted to I’ve been
following your career would you help me
dr. norman vincent peale answered my
letter did an article on me wrote about
me in the most recent book that he
issued and done many broadcasts about me
I wanted to develop a relationship and
rapport with those people that were
achieving those things that I wanted to
achieve by the same token I would go to
the radio station and I developed a
relationship with the guys and they use
me as the errand boy they needed some
food or someone to go pick up
entertainers that came into town
temptations singing my girl Jerry Butler
singing for your precious love Sam Cooke
singing darling you send me I would pick
up the entertainer’s at the airport and
driving around in the disc jockeys big
Cadillacs didn’t have any driver’s
license but I was acting like a head
start
every day I used to go home and work on
my communication skills developing
myself it was Whitney Young he said it’s
better to be prepared for an opportunity
and not have one than have an
opportunity and not be prepared start
working and developing yourself not and
prepare yourself for what it is that you
want because you expect to get it and
when the disk jockeys were in the
control room I would go in and watch
them and develop a trust level and they
would let me stay and I would watch and
observe them working the controls when
you want something out of life don’t
worry about how you’re going to get it
how is none of your business
the most difficult thing there is this
to hold the vision it’s to hollow the
vision so there I was at the radio
station a guy was on the air and he
started to drink by the name of rock I
was outside the window looking at him
and watch him hungry
and let it send rape rocked right
pretty soon the phone rang it was a
general manager I said hello
he said les this is mr. client I said I
know he said Rock can’t finish his
program he’s slurring his words I said I
know can you work the controls until one
of the other disk jockeys come in would
you call them I said yes sir I hung the
phone up
I said now he was me think I’m crazy I
called my mom and my girlfriend
Cassandra said y’all come out on the
front porch and turn up the radio I’m
about to come on the air
I waited by 15 minutes I called him back
I said mr. Klein I can’t find nobody he
said well why don’t you go in that work
and controls until they get there and
don’t say nothing here I said yes sir
I couldn’t wait to sit down to that
turntable Mustafa I said look out this
is me lb Triple P Lester on a platter
playing papa they will end it for me
there will be none after me therefore
that makes me the one and only young men
saying I love Dominguez certified bona
fide then duplicate qualified to bring
you satisfaction and a whole lot of
action look out baby I’m your love man I
was hungry
shake somebody’s hand on your right and
left and say you’ve got to be hungry
where are y’all something else you want
to be persistent about what it is that
you want to achieve Alexander Graham
Bell said what this power is I cannot
say all I know is that it exists and it
becomes available only when a man or a
woman is in that state of mind in which
he or she knows exactly what he or she
wants and is fully determined not to
quit until they find it
when our children are learning how to
walk how many times will your baby
attempt to walk and fall and you just
say just sit down don’t try anymore
you’ve fallen 20 times just sit down
somewhere busting your lip and
everything get there folks wait one
little baby walk it will walk when it
walks that’s when it will walk less when
will you be known nationally as the
motivator I will be known when I’m known
that’s what I’ll be known don’t get
caught up in well I’ve tried it four or
five times and things didn’t work out if
there’s something that you want and
you’re hungry for it you’ve got to do
whatever is necessary until and when you
give the best you can and that’s not
enough you must do what is required and
don’t give up on yourself don’t throw
the towel in so quickly many people give
up on the one-yard line where if they
have the determination just to keep on
knocking it’s a funny thing about life
if you roll one day and someone is
knocking on the door and you say I don’t
want to be bothered today and if a
person just keep on anoxic can you
believe that Forster Locker
pretty soon you say what is it what do
you want and that’s how you’ve got to be
about your dream some people well I
guess there’s nobody home I’m not gonna
do it but nobody came
I heard the television on and people
were moving around but I guess
opportunity probably went out the back
door oh no no no see life is not just
that simple it’s not that cut-and-dried
and that’s why most people never realize
their personal greatness because they’re
casual about life and when you are
casual about life you will end up a
casualty life is serious business
so I encourage you to be persistent to
not decide that well I’ve done the best
I can I guess I just can’t have it don’t
make that decision
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