you were born to win in my mind there’s
absolutely no doubt about it you were
born to win and I wanna I want to start
with a story which I think says a lot
the year it’s nineteen hundred and
seventy four there’s a game scheduled
between Notre Dame University and the
mighty UCLA Bruins UCLA is running
absolutely roughshod over the
competition
they’ve won 10 of 12 national
championships including seven in a row
they’ve got the longest unbeaten streak
in college basketball history they’re
the overwhelming favorite to beat Notre
Dame but Notre Dame has a new coach this
new coach is a fella named Digger Phelps
now Digger Phelps is excited he’s
enthusiastic he’s all motivated he’s
turned on and he doesn’t believe the
media when they say that UCLA is going
to be running roughshod over Notre Dame
at the end of Monday’s practice session
bigger had his team doing the most
unusual thing he had them run down to
the end of the courts and cut down the
nets folks if you know anything at all
about basketball you know that they do
not cut down the nets after the end of a
practice session they cut down the nets
after they beaten the bad guys across
town after they won the district or
national championship but not after a
practice session on Tuesday Digger
Phelps had his team go down to the end
of the courts and cut down the nets
again by Wednesday his guys were
convinced that bigger was going to make
them the best net cutter downards in all
of college basketball
so by Thursday they were
highly motivated about cutting down
those Nets I mean they got good at it by
Friday listen after Friday session they
were motivated out of their gourd so
much so as a matter of fact they did it
so good that it was almost anticlimactic
went on Saturday now I did say almost
went on Saturday after pulling maybe the
biggest upset in basketball history
Notre Dame beat 90 UCL a they had won
that game now folks you’ve got to know
but I’m not gonna have the audacity to
stand here or maybe Ben Neil here and
tell you that the reason that Notre Dame
won the game is because they had been
practicing cutting down the nets all
week long but I will say this to you
without any fear of error as simply as
this you were born to win but in order
to be the winner you were born to be you
must plan to win you’ve got to prepare
to win and you must expect to win and if
you don’t plan to win and if you don’t
prepare to win then you have no
legitimate reason for expecting to win
whether you live in salt lake city of
Portland or Kansas City you got to have
a plan now I want to emphasize something
did your face and his coaches put
together a mag never
plan they worked hard all week long
preparing for the game on Saturday and
then on Saturday because they had
planned to win and because they had
prepared to win they legitimately
expected to win and that is exactly what
happened
that’s what today is about that’s what
this seminar is about planning to win
and preparing to win and building within
you that legitimate expectancy based on
realistic observations facts and
procedures that if you’ll take the first
two steps you have every right to expect
to win and become the winner you were
born to be not not too long ago I was
coming in on a plane which is generally
the way I fly and I was seated next to
an old boy and I couldn’t have been
earlier said he had his wedding band on
the index finger of its left and now
that’s a little unusual and so I just
come and don’t I said Fred you got your
wedding been on the wrong finger
he said yeah I married the wrong woman
well you know I don’t know if he married
the wrong woman or not I’m just so
delighted to be able to say that I did
not marry the wrong woman as a matter of
fact last November the redhead night my
wife hasn’t decided redhead meaning
simpler than one day she just decided
that she was gonna be ready and she’s an
excited decided redhead along about now
she was just inducted into the
MasterCard Hall of Fame and says she’s
going for a black belt in shopping and I
I believe she’s gonna get it too story
honest-to-goodness true story a couple
of years ago I came in always about 6:30
or 7:00 there was a note on my desk it
said honey said I have been feeling so
depressed you see that I’ve gone
downtown for a little retail therapy
when she got home I could see
immediately that she had been in
intensive care
well anyhow I don’t know if that old boy
married the wrong moment or not but I do
know that a lot of people have got a lot
of wrong ideas about what success is and
about what it takes to be successful
incidentally I refer to my wife often
and when I talk about her I could simply
call it the redhead when I’m talking to
her it’s sugar baby and her name is Jean
I want to establish something here
that’s very important matter of fact
we’ll build a seminar around three basic
premises and that simply is that you are
what you are and where you are because
of what’s going into your mind now you
can change what you are you can change
where you are by changing what goes into
your mind want to emphasize that because
that is an extraordinarily important
part of what we go through now on own so
tie to that the fact that life is a long
series of choices and if we make enough
of the right choices we will end up with
the right results for example for 24
years of my adult life by choice
I weighed well over 200 pounds now the
reason I saved by choice is simply
because I have never accidentally eaten
anything I mean it’s always been by
choice and if I choose to eat too much
today then I have chosen to weigh too
much
tomorrow if I choose to get drunk
tonight then I have chosen to feel
miserable tomorrow every choice has a
and result now you see we can choose
what we put in their mind and when we
choose the right thing to put in our
mind we have chosen the right thinking
we then have chosen the right actions
and the right action produces winners
ladies and gentlemen let me share
something with you to emphasize the
importance of input and expectance in
your mind we teach a seminar in Dallas
it’s called literally born to win people
come from all over the world to attend
we had a young man there a couple of
years ago named Samuel a quasi SAR
partner now he’s from the Ashanti tribe
in the nation of Ghana in his land they
name the babies the children based on
the day of the week on which they’re
born the fact that his name was a
question had to have a couple of other
names to the fact that his name was a
quasi indicates that he was born on
Sunday
that’s simply in his language means
godly gentle kind and peace-loving by
coincidence this young man was a
Christian minister those who are born on
a Wednesday are named Kaku Mac waka
means mean violent aggressive quick
tempered by the strangest of
coincidences over 50% of all of the
crime committed in the nation of Ghana
is committed by those who are born on
Wednesday
sociologists say the only explanation
they have is the fact that an expectancy
is set up in the minds of the parents
did you just visualize the same mom and
dad get the good news they’re going to
have a baby keeps you two here I’m just
talking well boy I’m sure glad we’re
gonna have us a baby but boy I hope that
kid doesn’t get here on Williams me then
keeps you imagined little Kwaku shows up
and the first time he drops the ball can
you just hear old dad saying well what
do you expect that kid was born on
Wednesday expectancy which is set up in
the mind it is so critically important
now we all might laugh and say yeah but
Zig that was in the Ashanti tribe in
Africa thousands of miles away let me
tell you something interesting about
America did you know according to window
Johnson in his book people in quandaries
but in America there’s not a single
full-blooded Indian on a reservation who
stutters that’s right now here’s another
interesting little thing in the Indian
languages and dialects there is not a
word nor is there a substitute word for
stutter and if there’s not a word for
stutter are you gonna start earth
you kind of snake a little bit and you
say well that’s kind of cute say a
little bit what’s that dude trying to
tell me here’s what I’m trying to tell
you words paint pictures then the mind
goes to work to complete the picture now
that’s the reason the words you use the
language you use are so important
because of those pictures for example
think of the picture that’s painted in
the mind of a child when the parent
calls him stupid do you really think
that makes them in is smarter or does it
have exactly the opposite effect you’re
absolutely right bill glass good friend
of mine bill is a former all-pro in for
the Cleveland Browns and build us a lot
of work into prisons in America today
and he says that over 90 percent of the
men and women who are incarcerated in
our prisons today were repeatedly told
by their parents one of these days you
are going to end up in jail well ladies
and gentlemen thousands of years ago the
Bible said as he so so also shall you
reap then the computer people came along
in modern times and made it a hundred
percent negative garbage in garbage out
well our seminar is a positive one and
so what I want to say to you is the same
truth and that is if you put the good
stuff in you’re gonna get the good stuff
to me that’s exciting you are what you
are and where you are because of what’s
going on into your mind you can change
where you are you can change where you
are by changing what goes into your mind
I will say some things a number of times
today because repetition is the mother
of learning and it is the father of
action making it the architect of
accomplishment love just love but dr.
Toni Coppola of Eastern College in
Pennsylvania says magic composure says
and I’m absolutely in agreement with him
magic and Poehler says over and over but
your past is important because it is
brought you to where you are but as
important as your past ears as
relates to your present it is not nearly
as important as the way you’d see your
future you see ladies and gentlemen the
way you see your future determines your
thinking today your thinking today
determines your performance today and
your performance today determines your
future but hey did you hear what else
doctor Kampala said doctor Kampala said
look I understand about your past I
understand that you’ve had a bankruptcy
I’ve unders I understand that you’ve had
a failed marriage I understand that
you’ve been chemically dependent I
understand that you were abused as a
child I understand all of those things
but let me say it over and over and over
that is in the past and I want to say
this a number of times
failure is an event it is not a person
think of all of the times that Babe Ruth
struck out think of all the incomplete
passes that Roger Staubach threw think
of all the sales that a super
salesperson is miss whether they live
here in Salt Lake important under Kansas
City or Yazoo City we’ve missed a lot of
sales so what failure is an event it is
not a person that in my own life I was
stolen broke at age 45 my dad died when
I was five years old it was the heart of
the depression I’d worked hard all of my
life I had been selling on the streets
since I was 8 years old I was milking
cows by the time I was 8 years old we
survived only because we had a mother
with an enormous amount of faith and the
capacity for a lot of hard work an
enormous amount of will
I was milking those cows at age eight
and just I know we got some city
slickers watching this so let me tell
you something about cows they don’t give
milk I mean you got to fight for every
drop now I don’t know what you can do
with that information but that’s not my
responsibility
my responsibility is to give you
information then you use it as you see
fit
i’ma tell you I’m a good friend John
Maxwell from San Diego California says
John Maxwell says and again I believe
he’s right that if there is hope in the
future various power in the present
everything I do as an individual and
everything we do as a company and
everything that satellite network
Associates is designed to do is to give
you hope in that future but at the same
time I’ve got to be absolutely candid
with you and say to you that if you
expect to win you’ve got to understand
the second principle but I will be
espousing repeatedly today and that
ladies and gentlemen is that life is
tough I don’t know what you experience
with it has been I don’t know what
you’ve discovered as you’ve gone about
in the game of life but I want you to
clearly understand that life is tough I
want you to hear it over and over then
whether you’re a student in school a
salesperson a household executive
whether you’re in the military the
government or whatever you do life is
tough
but even more significantly I want you
to clearly understand that when you’re
tough on yourself life is going to be
infinitely easier on you I just want you
to understand that you gotta be before
you can do and you got to do before you
can have now the reason I emphasize that
isn’t yes the average 20 year old
American has witnessed 1 million
television commercials that’s 50,000
year that’s a thousand a week and those
commercials primarily thirty to sixty
second ones repeatedly say you know
everything has a 30 second or a 60
second solution but that’s not what life
is all about the songs of today
frequently saying I want to be free but
folks let me tell you something you take
the train off the tracks it’s absolutely
free but it cannot go anywhere you take
the steering wheel out of automobile
this time the direction and control of
no one but it can’t go anywhere unless
we take control unless we set the
direction in our life then ladies and
gentlemen if we do go anywhere it’s
under the direction of some
else the seminar primarily is going to
share with you some thoughts as to how
you can move to the top but you gotta
understand again you got to be before
you can do and you got to do before you
can have life it’s tough
I’ll say it again when you’re tough on
yourself life is going to be infinitely
easier on you a lot of people are
startled when I give them this next
little bit of data 175 according to a
USA Today of the CEOs of the fortune 500
companies were former United States
Marines six of the last seven presidents
of the United States served in the Navy
26 of the presidents of the United
States served in the military I want you
to think with me for a moment what is it
that they teach in the military isn’t it
discipline ladies and gentlemen don’t
they also teach responsibility don’t
they also teach leadership see a lot of
people have seen some of those Parris
Island bootcamp scenes with a brutal
drill sergeant and they’ve gotten some
incredibly erroneous ideas but I can
tell you because of the things we knew
with the military that is absolutely
incorrect in the military they change
their stations at least every three
years now in wartime they change them
far more often than that as a matter of
fact sometimes almost immediately and in
the military what that commander has to
do he has to integrate those people into
the flow of the current base or
operation he has to inspire instruct
train and you name it in order for that
military commander to move up he’s got
to have the ability to teach train
develop inspire enthusiasm
[Music]
and I think about it that’s exactly what
you’ve got to do in your life almost
regardless of what your job is you got
to be before you can do you got to do
before you can help now folks if you
haven’t figured me out yet and I mean
we’re here fest up i speaking right at
the seventh grade third month level now
the reason i do that is by accident a
few years ago i discovered that if you
can fit at that level but even the
college professors would be able to
follow right along with you and
understand what you are saying and i
just happen to believe they are people
too but it’s my good friend dr. steve
franklin from emory university the
college professor who gave me this
little bit had to say you know Zig the
great truths in life are the simple
truths he said you don’t need three
moving parts and four syllables for
something to be significant think about
it for a moment sig they’re only three
pure colors on the face of this earth
look at what Michelangelo did with those
three colors they’re only ten digits but
look at what I understand
they’re only seven knowledge but look
what Chopin and Beethoven and Vivaldi
did with those seven notes look at what
Elvis did with two I mean it just real
it doesn’t have to be bad complicated
Lincoln’s Gettysburg Address as you well
know delivered right after the Battle of
Gettysburg which took place during the
War of Northern Aggression
this depends always history book you’re
in folks it really does Lincoln’s
Gettysburg Address 262 words 202 of they
are my were one syllable
once all the most simple and that is
what I’m talking about
let me say it again ladies and gentlemen
life is tough but when you’re tough on
yourself and to keep it simple so that
we can clearly understand it then life
can be enormous rewarding tremendously
exciting but it’s not necessarily going
to be easy you remember earlier I sent
them for 24 years of my life I wait well
over 200 pounds 17 years ago I got sick
and tired of being sick and tired so I
got on a diet and exercise program up
until then my idea of exercise simply
was to fill the tub take a bath pull the
plug and fight the card I mean you know
that was it and any way you cut it
that’s just not much of an exercise
program during the next 10 months not
only that I learned to hate jogging but
the truth is I learned to hate joggers
now I don’t know what your experience
with joggers of men but let me tell you
my experience with joggers every time I
saw when he’s jumping up and down and
said man it makes you feel too good feel
I was hurtin and hatin ever step I could
possibly take I mean I hated it but I
hate it even more being sick and tired
and not having the energy that I really
needed and so I stayed with it how
clearly I remember for you good folks up
in Portland Oregon that magnificent day
there on Portland State University
campus it was high noon had a seminar at
4:00 I was out there doing my running
and all of a sudden it dawned on me that
the ground was flowing smoothly beneath
my feet I was breathing easily that’s
the day I changed my vocabulary please
don’t miss this ladies and gentlemen you
don’t pay the price for good health you
enjoy the benefits of good health and
those words again you don’t pay the
price for a good marriage you pay the
price for a poor marriage you enjoy the
benefits of a good one you don’t pay the
price for success you pay the price for
failure you enjoy the benefits of
success
10 months I heard what’s the bottom line
the bottom line is on November the 30th
1988 I went back to the Cupra clinic in
Dallas Texas for my physical while there
I stayed on the treadmill longer
than any active player in the National
Football League who has taken the test
and many many many of them have I’m 63
years old I’ve a resting heart rate of
49 I can outrun 98% of the college kids
in America on a 5-mile run I can do
things I never could have dreamed of
doing when I was 25 years old I hurt for
ten months I’ve had a ball for the last
17 years i love the ride i’ve run with
the temperature as much as 40 degrees
below zero and the wind just blowin like
crazy now you understand that it’s what
was happening outside I mean surely you
don’t think for one moment I was out
there and that stuff don’t want to
mislead you what I was doing I was
running inside in a ballroom or up and
down a hotel card
I was running though and that’s the
point I finished that little
dissertation and dr. Cooper’s a good
friend of mine today and he kind of
grants you know and he said yes think
that’s pretty good but said let me tell
you about the 65 year old lady who lives
here in Dallas be glad to introduce you
to her Ziegler she started jogging when
she is 59 years old she just finished
her tenth marathon
two of them were 50 miles long
I’m picked myself up off the deck and he
said in obse there’s this little 14 year
old girl she lives right here in
ballestas again she stayed on the
treadmill so much longer than you did
I’m not even note any what it was it
would embarrass you if I did
now what’s the point I’m making it’s a
very important very critical very simple
point I am NOT bragging on sig I’m not
bragging on the 65 year old lady or the
14 year old girl what I am saying is it
inside of you physically and mentally
and spiritually there is an incredible
potential just screaming to get out so
we important that we understand that
important that we understand them that
it’s not easy but that if you discipline
yourself to do the things you need to do
when you need to do them today is gonna
kind of man when you can do the things
you want to do when
as you’ll notice as we share this
seminar I’ll be talking about your
personal life and your family life and
your business life the reason I talk
about all three is because they’re in a
woven you cannot separate them a lot of
times people say what a thing I don’t
ever take my problems down to work and
ladies and gentlemen that simply is not
true you might not talk about your
problems at work but believe me you take
those problems to work with you and they
dramatically affect your output your
productivity the January they’ve 1919
edition of USA Today points out that
managers of small businesses when
surveyed felt that if there is mantle
trouble at home 42 percent of those
managers felt that had a dramatically
negative impact on productivity only 27
percent thought that alcohol did and 22
percent thought that drugs did the
relationship at home is important you
bet we will be dealing with all issues
because success is all encompassing
third philosophy that we’ll be sharing
with you is the basic fact that you can
have everything in life you want if you
will just help enough other people get
what they want
I want to emphasize something I want to
emphasize that what I just said is a
philosophy it is not a tactic if you
think for one moment you can do
something for someone something nice for
someone and then later they gonna do
something nice for you
that is manipulative and that absolutely
will not work now the question is what
is it that people want in life what is
total success well I have an absolute
conviction that all of us want exactly
the same things and there basically are
seven of those things I believe
everybody wants to be happy thus far
I’ve never met a living
then human being who said I want to be
miserable everybody wants to be happy
everybody wants to be healthy everybody
wants to be at least reasonably
prosperous I have a sneaking suspicion a
lot of you folks her hearing me today
would like to be unreasonably prosperous
I get so muted people are say well I’m
not really interested in money I think
anybody would say a thing like that
would lie about other things too really
don’t misunderstand money is not
everything I mean there’s stocks and
bonds and real estate you know and
what-have-you
sometimes I have some of my quote
religious friends say to me what’s a
clue you’re not supposed to be talking
about money well let me tell you
something folks I’ve had money and I
haven’t had money it’s better to have it
I could just tell you it’s better to
have it and let me remind you but the
Good Samaritan never could have put that
old boy up but to Ian after he’d been
mugged if he hadn’t gotten out there and
earned himself some money before he
could do it okay everybody wants to be
secured everybody wants to have friends
everybody wants to have peace of mind
and everybody wants to have good family
relationships and what I’d like to do is
I would like to just go back and touch
on one of those and that is everybody
wants to be happier today a lot of
people confuse happiness and what is
your I believe in pleasure – let me give
you an example I love desserts
I could eat good ice cream three times a
day seven days a week 365 days a year I
could actually do
and they need something in between meals
that would give me much pleasure but the
question is how happy would I be at 486
see what I’m getting it another simple
example I’ve never tried crack cocaine
or cocaine never will but scientifically
speaking let me tell you a lot of people
take it because they quote want to be
happy the interesting tragedy is this if
you take cocaine long enough and for
some people that’s one time it destroys
the brain’s capacity to reproduce
dopamine and norepinephrine and without
those two chemicals in your body which
your brain naturally produces without
those two chemicals in your body it is
impossible to experience joy and
happiness that ironical take you to be
happy
and then that destroys all chance of a
skew say of three basic questions every
time you get better than those in
pleasure now I can say I believe in
pleasure as a matter of fact I don’t
believe I believe that if you don’t have
some pleasures you can’t be happy but
distinguish the important things three
questions number one can I repeat this
pleasure indefinitely
and be happy number two now this is kind
of sneaky would I be willing for my mama
– no I need it now you know that one
ladies and gentlemen
I’ll keep you from doing a lot of things
that get folks in trouble and number
three will this pleasure bring misery to
someone else this is a fact of life you
cannot be happy on somebody else’s
misery couple of years ago I had a young
man in my office I don’t have a chance
to do this very often but his friend was
concerned deeply about him because he
literally was losing his family and was
destroying his health in the process and
so he wanted me to see if I could
persuade the young man about something
important so I talked to the young man
and in that conversation he verified the
fact that these are the things that he
won’t want to be happy
wanted to be healthy wanted to be at
least reasonably prosperous and secure
and have friends and peace of mind and a
good family relationship I said in other
words if he had all of those you would
consider yourself to be successful he
said yes well I knew that he had been
modeling his life after a friend of his
who was his boss who had been enormous
less successful in his business and so I
asked him why he modeled his life after
this young man isn’t it the guy in my
office was 22 his hero was 27 I asked
why I admired him so much he said well
it’s just so successful so after we
define success when I asked him the
question I said tell me how happy is
friend he looked at me and he said well
I can’t say for sure I can’t tell you he
has ulcers well I said you know you get
ulcers not because of what you eat but
because of what’s eating you so that
would indicate that he is really not
very happy wouldn’t he said yeah sure
what I said well let’s go ahead and give
him a failing grade on happiness now
since his health is being destroyed
there with those ulcers I said that
indicates he’s not very healthy doesn’t
he said yeah I said well that also tells
us that he really doesn’t have peace of
mind in it he said yeah I said well
let’s give him a failing grade on that
then I pointed out to the young man I
asked him one question we get three
failing grades because of it I said tell
me about his prosperity and he said well
he’s doing extremely well
I said okay let’s give him on that one
a-plus mark he said okay I said tell me
about his security – aunt Elyssa curious
and he said well far as I know he’s very
secure I said well interestingly enough
we just had two billionaire brothers
here in Dallas to declare for bankruptcy
does he compare to them he said no way I
said we had another man worth I half a
billion he just declared for bankruptcy
does he compare that he said oh no I
said okay we had another one where the
hundred million and these literally all
came right together I said how does he
compare with that and he said well he
doesn’t compare with that very favorably
I said in other words we would have to
put a question mark after whether or not
he was secure and he said yeah we would
I said tell me about his friends he said
well he doesn’t have any except me and
I’m
really his friend I just happen to
admire him I said okay we’re gonna give
him a failing grade on that one day and
then tell me about his family and he
said well his wife’s divorcing him well
I said we got to give him a failing
grade on that one and then don’t what
you said yeah we do and I said well let
me ask you a question of the seven
things you want in life
your hero flunked out on five of them
it’s got a question mark after another
and I asked him this question and I want
to ask every person who ever will
caelius whether it’s today our ten years
from today I want to ask you the same
question would you swap places with this
guy you see ladies and gentlemen now you
don’t have to swap places with him let
us study the may 1989 issue of
psychology today did a study or reported
on a study of 1139 CEOs of the Fortune
2000 companies average income three
hundred and fifty six thousand dollars
90 percent of them exercise regularly
most of them can
their cholesterol level listen 10% of
them spoke and their number-one priority
is their family what am I saying
I’m saying that when you go for standard
of living
first that doesn’t necessarily mean your
quality of life is going to improve but
I can tell you based on my own life and
based on the lives of literally
thousands of other people whom I’ve read
and studied if you go for quality of
life first standard of living is
invariably going to go Tom Peters in his
book points out simply this basic fact
he says that though if it’s companies of
that go that only have financial goals
do not make as much money as do those
companies which have balanced goals
including social goals now I’m gonna do
some kind of unusual I’m gonna stick my
neck out right at this point by making a
flat statement now if you’re here in
Salt Lake City and you agree with it I
want you to hold your hand up if you’re
in Portland Oregon and agree with it
holds your hand up and if you’re in
Kansas City Missouri and a great where
that holds your hand up please don’t
hold your hand up just to be agreeable
but if you really feel it then please
hold the hand up at this moment because
of the input in your mind and because of
the fact that something happens to you
internally which I’ll explain in a
moment at this instant you are literally
physiologically energized more than you
were when you stand down not just
psychologically energized you are
physiologically energized now if that is
a true statement for you would you hold
your hands up right at this specific at
this moment please all right you’ll
notice the hands are on a bar all over
the place now let me tell you what
happens according to the scientist when
you hear success delivered and concepts
deliver to make sense and they’re
delivered in a motivating
enthusiastic manner then it literally
activates the pituitary glands it floods
the system with endorphins and you
literally are physiologically energized
you want to read more details the May
1989 issue of meetings and conventions
will give you all the details are the
studies fascinating in other words when
you’re feeling a little down physically
motivation literally will give you a
lift
now I’m gonna get you involved and one
of the most exciting projects that you
can imagine what I would like for you to
do
and before I asked you to do this I want
to ask a question here and I wanted to
answer it also in Portland in Kansas
City with a show of hands those of you
who have something to do with the
employment in your company would you
hold up your hands please just stick up
your hand if you’re an employee you’re
making decisions along those lines okay
now those of you who have to answer to
the employer would you hold up your
hands please okay here’s what I want to
do I want you employers to imagine that
you’ve got an immediate opening in your
company and what you want to do is you
want to find the dream person to fill
the opening you just heard a
computerized service that will enable
you to locate this dream person you can
literally get on that computer and
program in every desirable quality that
you want that employee to have so
employers start thinking about the dream
employee and e4u employees I want you to
think like this imagine if you will
but when you go to work tomorrow they
will ask you are say to you we now have
got a new boss sorry
your boss has just been promoted and we
want you to choose your new supervisor
boss we want you to come up with every
quality you want this supervisor boss to
have so with that in mind I want you
here in Salt Lake City I want those of
you in Portland I want those of you in
Kansas City to start thinking about
those dream qualities and as you call
out those qualities we are going to
program them in so we can get a
composite of what that dream employee
looks like now I want you also to keep
this in mind you must take notes as you
do this you must take the notes now what
I want you to do starting right here in
Salt Lake City I want you to call the
qualities out loud so that we will be
able to draw a picture of this dream
employee this dream employer that’s what
I want you to do okay what’s the first
dream quality that you think about
integrity that is number one here in
Salt Lake City all right give me another
one loyalty okay you want somebody who’s
loyal give me another one
dependability all right 4,000
positive mental attitude we’ve got I
believe there that’s integrity
dependable loyalty and a positive mental
attitude we need two more right here in
Salt Lake somebody who is honest
absolutely and number five was honesty
number six somebody who is fair okay now
what we’re gonna do is we’re gonna go up
to Portland Oregon let’s hear it loud
and clear in Portland what’s one of the
qualities we’re gonna need from you
enthusiastic okay boy that is so
important number two somebody who is
interested in what they are doing
interested in you as a person number
three good judgment somebody with
judgment okay good old common horse
sense which is nothing but good stable
knowledge is it miss pea ran that would
pay somebody but that’s okay okay now we
got a gentleman give me another one
hard-working somebody who’s hard work
you know there’s that input you know a
lot of people quit looking for work as
soon as they find a job and you can’t be
like you’re so bored down home somebody
asked him how long you’ve been working
Bridge companies that ever since they
threatened to fire me so that’s not the
only one okay need to more from up in
Portland
what are they motivated somebody who is
motivated and solutely one more from
Portland doctor record somebody with
direction our goals absolutely and now
Kansas City you can already see we got a
bunch of good ones but they’re a bunch
of good ones live what’s number one from
Kansas City compared somebody with
compassion absolutely you gotta have
that feeling for the other person what’s
the next one
somebody who is a goal setter okay and
what is the next one
humility somebody who is humble I am so
Lula that is so important human – give
me another one
admirable somebody who is admirable all
right we’re getting some magnificent
ones need two more from Kansas City
somebody who is fair okay we’ve already
got fair again – give me another one
here somebody I’m sorry somebody who is
sincere absolutely give me another one
are we back to Salt Lake City now or do
we need one more from Kansas City need
one more from Kansas City hello Kansas
City got another one for me
okay fantastic good self-image that one
always is so important now we’re back
here in Salt Lake City what’s another
one here in its all just call her out
somebody who is competent okay let’s put
that one down somebody who loves people
okay give me another one
somebody was sense of humor okay you got
the hey we sure getting some good with
loves people and a sense of humor
discipline humor then give me another
one somebody who is prompt we can write
that little easier we can punctuality
somebody who is there okay give me
another one somebody who is creative
okay now or we’re going back to Portland
Oregon and we need some more for you up
there what you got good communicator
somebody who is a communicator I am so
Luke
a lot of people think when you Teddy
turns talking that’s communication and
that simply is not necessarily so need
another one out of Portland I am
somebody with an open my a learner
somebody who’s teachable and you know
some people are so narrow-minded they
look through a keyhole with both eyes at
the same time and how do you know this
it doesn’t figure but it just happens an
air of mine and a fat head hit favorably
seem to connive on the same person I
didn’t make no sense but it seems to
work out that way okay we need now three
from Kansas City somebody who is what
now Kerry somebody who is caring
absolutely now we need just two more two
more from Kansas City somebody
Pikul ethical absolutely you gotta give
me one more from Kansas City laundry
long-serving somebody well let’s use the
word patients that I believe it’s a
little easier to write up there now I
believe now they’ve got the
long-suffering are they gonna be able to
program that in and I’ll let me take a
count on that that’s two four six eight
ten twelve fourteen that is twenty eight
magnificent qualities let me ask you
folks a question how many of you believe
that anybody with those qualities right
there would make a magnificent employee
at the place you’re working right now
can I see your hand how many of you
believe they’d make a magnificent boss
how many of you believe that anybody
with those qualities could get a job
anywhere at any time under any
circumstances and be successful in that
job can I see your hand okay how many of
you would just love to have a mate with
all of those qualities having you’d love
to have kids with all of those qualities
how many of you would love to have all
of those qualities are how many of you
believe that if you had all of those
qualities you could take the job you’ve
got right now doing exactly what you’re
doing and move right up to the top in
that job can I see your head if you had
all of those qualities right there how
many of you believe if that if you had
all of those qualities that you could
get all of those things that we want
happy healthy prosper you know the
opiate habit if you believe you could
get all of those things if you had all
of those qualities okay now here’s a
question what are those qualities that’s
the question
are the attitudes are they skills I want
us to go back down the list and I’m
going to call out the quality and I want
you to simply say attitude are skill
some of them might be both so if they
are don’t let one person smoker you out
of it you still say what you think it is
starting at the top
integrity is that an attitude or a skill
attitude okay now
[Music]
integrity is an attitude dependable
come on need to hear from you attitude
honesty enthusiastic judgment stomps a
attitude some say skill I mean
everything it might be a gift okay we’ll
just give that one all three will give
that one the gasps okay motivated is
that attitude or skill attitude and
compassionate humility sincere competent
scale all right sense of humor somebody
who’s creative and attitude anything
might be a gift to will just give that
one the gas to somebody who’s
open-minded attitude or skilled attitude
ethical somebody who is loyal positive
mental attitude attitude okay hey
somebody who’s fair
somebody has said attitude some said
skill we’re putting a bow somebody who’s
interested attitude and hard-working
some say attitude some say scandal
somebody who’s self-directed and some
say skill some say attitude we’ll put
them both somebody who’s a goal setter
skill okay somebody whose Admiral
come on me to hear from him attitude
somebody with a good self-image somebody
who loves people somebody who’s prompt
somebody said skill they live across the
street we’re running late okay that’s
your way it out somebody who’s a good
communicator somebody who is caring
attitude and somebody who is
long-suffering
somebody said give some said attitude
and some said skill okay out of the 28
let’s see what we’ve got we got one two
three four five six seven eight nine ten
eleven twelve thirteen fourteen fifteen
sixteen seventeen eighteen of the twenty
eight are straight attitudes and let me
see we’ve got one two three four five
six of the additional ones which also
involve attitude 24 of the 28 involve
our attitude now let me ask you a
question
how many of you believe based on what
you just said that your attitude is
pretty important can I see your hands
please
okay there’s no doubt about
how many of you believe that if we
taught these qualities in our schools
that we would have an even better
America can I see your hair Tami do you
believe that this would be a strong step
toward solving our drug problem today
are you think about it can you imagine a
youngster or an old stir getting
involved in drugs and crime and
promiscuity if they had these qualities
going for them I absolutely cannot
imagine it how many of you and I’d like
to see your hands I can only see at the
moment in Salt Lake City but how many of
you believe that these qualities should
be taught in our public school system
can I see your hands okay how many of
you in beats qualities how many of you
were taught a course in school which
taught you how to develop these
qualities can I see your hands please
well I’m looking over the audience and
thus far I do not see a single hand got
one over here
but will it up got a couple more over
here have three of five counted
correctly it got four back in the back
five don’t be some bashful folks are
there any other we want to make certain
we don’t keep you bring you an incorrect
report okay five out of this crowd how
many of you believe therefore that we
basically are just flat missing the boat
in education can I see your hands please
now with the exception of the educators
who see this everybody else really ought
to feel pretty good about it shouldn’t
be but educators don’t feel good at the
moment but everybody else ought to feel
real good you see we’ve identified what
success is we have identified what it
takes to be successful we agreed that if
we had these qualities we could really
there and we have found out the culprit
in our country it’s those educators
isn’t it wonderful ladies and gentlemen
to be able to point the finger of blame
at somebody else and say it’s your fault
it’s her fault it’s his fault in that
marvelous all the time I thought is my
fault and now I realize it’s somebody
else’s fault but folks here’s a basic
problem when you got one finger pointed
that away there are exactly three times
that many fingers pointed right back
this away let me ask you a question and
the area where you live how many hours a
day do the kids go to school in the area
where you live how many hours a day do
the kids go to school somebody would
just speak up please SiC somebody said
Sam somebody said five would you be
willing to concentrate or would you be
willing to compromise rather and say six
hours a day would that be a fair average
okay six hours a day of the kids go to
school how many days a year do they go
to school
180 okay that means simply that the kids
are in school 1080 hours a year down the
area you live how many hours are there
in the year
very good same as in Texas that is 8760
and what that means basically is this
the kids are in school 1080 hours a year
they are at home seven thousand six
hundred and eighty hours a year and mom
and dad had those kids forty thousand
hours before the teacher ever solved now
how many of you believe considering that
that mom and dad should assume some of
the responsibility for teaching those
marvelous qualities of success can I see
your hands okay how many of you believe
that mom and dad should acquire some of
these qualities before they start
teaching them can I see your hand as a
matter of fact what do you call the
person who practice is one thing and it
preaches another hypocrite and you know
what a hypocrite is that’s just a fella
who simply is not himself on Sunday
we can understand that all right how
many of you believe would really have
something in America if we taught these
at home initially and then reinforce the
amends to goo wouldn’t it be wonderful
now a lot of people say but wait a
minute Zig those are values and you
can’t teach values in school my friend
that is all we really teach we teach
values everything in every way about
life we teach them we really do limb ask
you a question whose values are these
who gave me the words you did okay whose
values are they whose kids are they okay
whose schools are they now think about
it can you think of any reason why you
should not be teaching your scale kids
your values and your skills i’ma tell
you a fact of life I’ve been beating the
bushes for 43 years not once in mine 63
years not once in my entire lifetime
have I ever had and the employer say to
me well Zig I really appreciate you
sending that young lady to me for an
interview but think we couldn’t use
anybody like her in our company while
you realize she has integrity is
completely dependable
it’s absolutely honest is tremendously
enthusiastic has tremendous judgment is
highly motivated knowledge we couldn’t
use anybody like that you know what they
told me ten thousand times you send me
somebody with those basic qualities now
teach them how to run the gizmo that
manufactures the widgets send me those
qualities and I’ll teach them the other
now I want to emphasize a point that’s
the place you start folks when you have
those qualities amazing things happen if
you want to be a physician you still got
to go to medical school and learn
medicine if you want to be a dentist you
still got to go to dental school if you
want to be an accountant you still got
us
there but what we’ve discovered is this
anybody who has these basic foundational
qualities can learn and do learn the
other things far more easily and quickly
and they become better at it now here’s
a question I keep using a specific word
I keep saying teach teach teach can you
actually teach this kind of thing how
many of you believe you can teach
integrity can I see your hands how many
of you believe that you can teach
dependability how many of you believe
you can teach honesty how many of you
believe you can teach enthusiasm if you
will go down the list you will discover
that all the 28 qualities that you have
identified ladies and gentlemen
28 of those qualities can be taught
[Music]
don’t miss this
[Music]
because if we clearly communicate this
it can have a dramatic impact in your
life if they can be taught their skills
if they can be taught their skills let
me tell you why I get so tremendously
excited about this that tells me I got a
chance in life that tells me that my
children and my grandchildren have a
chance in life that tells me that you
and your children and your grandchildren
I’ve got a chance in life because if
they can be taught than my friend you
can learn
that tells me that that youngster who
left the slums this morning without a
bite of food to eat and literally almost
with a kick in the rear has never had a
word of encouragement that tells me that
that a baddy youngster is fortunate
enough to encounter a Jaime Escalante
Stand and Deliver if you didn’t see it
when it was on television you have a
responsibility and a tremendous
opportunity to go to the video store and
pick up a copy so story that takes place
in the barrio in Los Angeles a Mexican
community the kids there are high on
drugs
teenage pregnancy is literally running
rampant all over the place and here they
have so many dropouts
and the kids who graduate from high
school don’t really have an education
there’s little hope and then along comes
Jaime Escalante a businessman and he
looks at those kids and he said those
kids can learn if somebody will love
them enough to discipline them enough to
require that they learn a gallup poll
revealed that 90% of our graduating
seniors wish that their parents and
their teachers loved them enough to
discipline them to do the things they
need to do and expected them to do more
Jaime Escalante knew he could teach
those kids and he knew those kids could
learn he introduced a far run subject to
their thinking it was advanced calculus
man they couldn’t multiply 40 times 40
in a lot of cases and here comes a guy
coming in advanced calculus the school
board and others fought him he persisted
bottom line is this 18 of his kids
second year he was there 18 of those
kids won college scholarships by passing
an exam in advanced calculus that is so
difficult that less than 2%
the high-school seniors in America will
even take the test and seven years later
85 percent of those kids are
professionals let me say it again
failure is an event it is not a person
you are what you are and where you are
because of what’s gone into your mind
you can change what you are you can
change where you are by changing what
goes into your mind I want to say also
as strongly as I possibly can that you
yes you and this is the thing ladies and
gentleman gets me so excited about what
I do earlier you have said but anybody
with those qualities could be enormous
less successful you’ve said anybody when
those qualities could take the job
you’ve got and go right to the top I’m
gonna tell you without any fear of error
I can look you straight in the eye and
yes I do mean you and I do mean I’m
looking you right in the eye and I can
tell you that you already have it every
single quality that you have identified
right there every one of them are you
gonna sit there and tell me no you don’t
you have no integrity
nobody can count on you as far as being
honest forget it
well I’m so crooked that when I die
they’re gonna have to screw me in the
ground are you gonna sit there and say
hard work man I’m so lazy I wouldn’t hit
a lick in a snake you
you have got my friend some of every one
of these qualities now you are pitifully
woefully short in many of them as are
all of us but let me say it again doing
what you are and where you are because
of what’s going into your mind you can
change what you are you can change
whether you are by changing what goes
into your mind you might have a little
argument there and say but Zig meanie
man if I had all of those qualities I
would be doing so many things I wouldn’t
be sitting here listening to you I don’t
really have it made man and not
necessarily years 1901 sound in Beaumont
Texas man as having to sell part of this
property to feed his family there’s a
depression on there is a drought on when
all company came to him one day and said
sir
we believe there might be all on your
property let us drill for it and if we
discover any or we will pay your
royalness on every single barrel that is
pumped out well the man had absolutely
nothing to lose he had a tremendous
amount to gain so he said let’s do it
those days the Derrick’s were made out
of wood and when they brought in a
gusher it literally destroyed the dairy
and the greater the destruction the
greater the excitement because that
indicated an enormous amount of all
underneath when this oil well came in it
came in with such force that it
literally destroyed the derrick blew it
into a thousand pieces and for the next
11 days in excess of 100,000 barrels of
oil per day were pumped out of that oil
most productive all well in history that
was spindle time the man became an
instant multi-millionaire or did he see
the reality is this he had been a
multi-millionaire ever since he had
acquired the property but until they
discovered the all and brought it to the
surface and took you to the marketplace
and cashed it in it literally had no
value my friend please hear this you see
the reality is you have some of all of
these qualities I can say that again
without any fear of error but I also
will say this to you but until and
unless you recognize and accept that
fact then there’s not going to be the
use of those qualities that will enable
you to be the complete success you are
capable of being there’s a beautiful
lady
she lives in balance Texas she has an IQ
of 141 when she was a teenager she was
literally a traffic stopper
she’ll still slow traffic down
incidentally quite a bit she’s an
outstanding conversationalist
she can talk with you in great depth
about a dozen different subjects but
until a few years ago heads you asked
her to describe herself to you she would
have said I am fat dumb and ugly ladies
and gentlemen we got to be honest and
one of the things that is so exciting is
that before this seminar is over
I’ll be sharing with you specifically
how you can begin to develop the
qualities you’ve already got because it
would be a tragedy beyond belief to have
the very foundation that would enable
you to be enormous ly successful and
never literally use what you have got
you’d see if you had a million dollars
in your checking account you would never
write a check on it
if you did not know it was there but the
moment you discovered its presence then
at that precise moment there would be a
boom woman and the local economy I want
to add in one other thing at this point
because I want to emphasize that I think
it is so important I’ll tell you again
folks life is tough but when you’re
tough on yourself life is going to be
infinitely easier on you several years
ago I was speaking down in San Antonio
during one of the breaks a lady came up
to me she had a question she wanted to
ask it but she didn’t want to look me in
the eye in order to ask the question so
she lowered her head looking at the
floor and she said mr. Ziegler she said
you kinda make a nice little old fee
when you make them little speeches you
make now don’t you insolent I’ve been
and so wide she could have eaten a
banana sideways I mean that she was
written in there I looked at and I said
no ma’am I don’t have any idea where you
heard that have no idea where you got
the message but it’s absolutely
incorrect it is a vicious rumor and I
don’t want that to ever spread out of
this room I want to stop it right here I
said the truth is I really made
we go
for them little speeches I made
you know what I didn’t tell her first I
didn’t tell her the number of times that
I’ve spoken to the lines and the Jaycees
and the road
then tell the number of times I’ve
gotten up early enough to go down and
speak to the man who delivered the bread
and cakes and pies to the restaurants
and to the stores and to the outlets
that are retailing those products three
four hours before you even turned over I
didn’t tell the number of times I’ve
been into schools and prisons and
halfway houses and drug rehab centers
the number of times I have spoken to
vacuum cleaner and cookware and real
estate and life insurance companies the
number of times I’ve driven 50 miles 100
miles 200 miles on three different
occasions to speak to a dozen free and
then I have to drive back that night my
expense because I did not have enough
money to pay the hotel bill but I did
those things because I honestly believed
I had something to say I’ve been those
things because I knew in my own heart in
mind but if I were ever going to be paid
for saying what I had to say but I not
only had to say something that had value
but I had to say it in a way that they
would be able to accept the message and
I did it because as my good friend Steve
Brown from Atlanta Georgia says anything
what’s doing it’s worth doing poorly
until you can learn to do it well I
think about that if we could all take
three lessons from the pro with the
Country Club and then be good enough to
make the PGA Tour there’d be thousands
and thousands of people on the PGA Tour
and then there’d be nothing in it for
anyone if you could become a super
salesperson by taking a weekend course
in selling and then you’d be they’re
just absolutely professional then I can
share all of you sales people but the
rewards would be almost non-existent if
you could become a physician by taking a
three week course at the University we’d
have millions of physicians and then
there’d be very little compensation and
no satisfaction no if it’s worth doing
it’s worth doing poorly until you can
learn to do it well never making the
same mistake again learning from each
one getting better and better
understanding always that failure is an
event it is not a person
you
absolutely no doubt about it you were
born to win and I wanna I want to start
with a story which I think says a lot
the year it’s nineteen hundred and
seventy four there’s a game scheduled
between Notre Dame University and the
mighty UCLA Bruins UCLA is running
absolutely roughshod over the
competition
they’ve won 10 of 12 national
championships including seven in a row
they’ve got the longest unbeaten streak
in college basketball history they’re
the overwhelming favorite to beat Notre
Dame but Notre Dame has a new coach this
new coach is a fella named Digger Phelps
now Digger Phelps is excited he’s
enthusiastic he’s all motivated he’s
turned on and he doesn’t believe the
media when they say that UCLA is going
to be running roughshod over Notre Dame
at the end of Monday’s practice session
bigger had his team doing the most
unusual thing he had them run down to
the end of the courts and cut down the
nets folks if you know anything at all
about basketball you know that they do
not cut down the nets after the end of a
practice session they cut down the nets
after they beaten the bad guys across
town after they won the district or
national championship but not after a
practice session on Tuesday Digger
Phelps had his team go down to the end
of the courts and cut down the nets
again by Wednesday his guys were
convinced that bigger was going to make
them the best net cutter downards in all
of college basketball
so by Thursday they were
highly motivated about cutting down
those Nets I mean they got good at it by
Friday listen after Friday session they
were motivated out of their gourd so
much so as a matter of fact they did it
so good that it was almost anticlimactic
went on Saturday now I did say almost
went on Saturday after pulling maybe the
biggest upset in basketball history
Notre Dame beat 90 UCL a they had won
that game now folks you’ve got to know
but I’m not gonna have the audacity to
stand here or maybe Ben Neil here and
tell you that the reason that Notre Dame
won the game is because they had been
practicing cutting down the nets all
week long but I will say this to you
without any fear of error as simply as
this you were born to win but in order
to be the winner you were born to be you
must plan to win you’ve got to prepare
to win and you must expect to win and if
you don’t plan to win and if you don’t
prepare to win then you have no
legitimate reason for expecting to win
whether you live in salt lake city of
Portland or Kansas City you got to have
a plan now I want to emphasize something
did your face and his coaches put
together a mag never
plan they worked hard all week long
preparing for the game on Saturday and
then on Saturday because they had
planned to win and because they had
prepared to win they legitimately
expected to win and that is exactly what
happened
that’s what today is about that’s what
this seminar is about planning to win
and preparing to win and building within
you that legitimate expectancy based on
realistic observations facts and
procedures that if you’ll take the first
two steps you have every right to expect
to win and become the winner you were
born to be not not too long ago I was
coming in on a plane which is generally
the way I fly and I was seated next to
an old boy and I couldn’t have been
earlier said he had his wedding band on
the index finger of its left and now
that’s a little unusual and so I just
come and don’t I said Fred you got your
wedding been on the wrong finger
he said yeah I married the wrong woman
well you know I don’t know if he married
the wrong woman or not I’m just so
delighted to be able to say that I did
not marry the wrong woman as a matter of
fact last November the redhead night my
wife hasn’t decided redhead meaning
simpler than one day she just decided
that she was gonna be ready and she’s an
excited decided redhead along about now
she was just inducted into the
MasterCard Hall of Fame and says she’s
going for a black belt in shopping and I
I believe she’s gonna get it too story
honest-to-goodness true story a couple
of years ago I came in always about 6:30
or 7:00 there was a note on my desk it
said honey said I have been feeling so
depressed you see that I’ve gone
downtown for a little retail therapy
when she got home I could see
immediately that she had been in
intensive care
well anyhow I don’t know if that old boy
married the wrong moment or not but I do
know that a lot of people have got a lot
of wrong ideas about what success is and
about what it takes to be successful
incidentally I refer to my wife often
and when I talk about her I could simply
call it the redhead when I’m talking to
her it’s sugar baby and her name is Jean
I want to establish something here
that’s very important matter of fact
we’ll build a seminar around three basic
premises and that simply is that you are
what you are and where you are because
of what’s going into your mind now you
can change what you are you can change
where you are by changing what goes into
your mind want to emphasize that because
that is an extraordinarily important
part of what we go through now on own so
tie to that the fact that life is a long
series of choices and if we make enough
of the right choices we will end up with
the right results for example for 24
years of my adult life by choice
I weighed well over 200 pounds now the
reason I saved by choice is simply
because I have never accidentally eaten
anything I mean it’s always been by
choice and if I choose to eat too much
today then I have chosen to weigh too
much
tomorrow if I choose to get drunk
tonight then I have chosen to feel
miserable tomorrow every choice has a
and result now you see we can choose
what we put in their mind and when we
choose the right thing to put in our
mind we have chosen the right thinking
we then have chosen the right actions
and the right action produces winners
ladies and gentlemen let me share
something with you to emphasize the
importance of input and expectance in
your mind we teach a seminar in Dallas
it’s called literally born to win people
come from all over the world to attend
we had a young man there a couple of
years ago named Samuel a quasi SAR
partner now he’s from the Ashanti tribe
in the nation of Ghana in his land they
name the babies the children based on
the day of the week on which they’re
born the fact that his name was a
question had to have a couple of other
names to the fact that his name was a
quasi indicates that he was born on
Sunday
that’s simply in his language means
godly gentle kind and peace-loving by
coincidence this young man was a
Christian minister those who are born on
a Wednesday are named Kaku Mac waka
means mean violent aggressive quick
tempered by the strangest of
coincidences over 50% of all of the
crime committed in the nation of Ghana
is committed by those who are born on
Wednesday
sociologists say the only explanation
they have is the fact that an expectancy
is set up in the minds of the parents
did you just visualize the same mom and
dad get the good news they’re going to
have a baby keeps you two here I’m just
talking well boy I’m sure glad we’re
gonna have us a baby but boy I hope that
kid doesn’t get here on Williams me then
keeps you imagined little Kwaku shows up
and the first time he drops the ball can
you just hear old dad saying well what
do you expect that kid was born on
Wednesday expectancy which is set up in
the mind it is so critically important
now we all might laugh and say yeah but
Zig that was in the Ashanti tribe in
Africa thousands of miles away let me
tell you something interesting about
America did you know according to window
Johnson in his book people in quandaries
but in America there’s not a single
full-blooded Indian on a reservation who
stutters that’s right now here’s another
interesting little thing in the Indian
languages and dialects there is not a
word nor is there a substitute word for
stutter and if there’s not a word for
stutter are you gonna start earth
you kind of snake a little bit and you
say well that’s kind of cute say a
little bit what’s that dude trying to
tell me here’s what I’m trying to tell
you words paint pictures then the mind
goes to work to complete the picture now
that’s the reason the words you use the
language you use are so important
because of those pictures for example
think of the picture that’s painted in
the mind of a child when the parent
calls him stupid do you really think
that makes them in is smarter or does it
have exactly the opposite effect you’re
absolutely right bill glass good friend
of mine bill is a former all-pro in for
the Cleveland Browns and build us a lot
of work into prisons in America today
and he says that over 90 percent of the
men and women who are incarcerated in
our prisons today were repeatedly told
by their parents one of these days you
are going to end up in jail well ladies
and gentlemen thousands of years ago the
Bible said as he so so also shall you
reap then the computer people came along
in modern times and made it a hundred
percent negative garbage in garbage out
well our seminar is a positive one and
so what I want to say to you is the same
truth and that is if you put the good
stuff in you’re gonna get the good stuff
to me that’s exciting you are what you
are and where you are because of what’s
going on into your mind you can change
where you are you can change where you
are by changing what goes into your mind
I will say some things a number of times
today because repetition is the mother
of learning and it is the father of
action making it the architect of
accomplishment love just love but dr.
Toni Coppola of Eastern College in
Pennsylvania says magic composure says
and I’m absolutely in agreement with him
magic and Poehler says over and over but
your past is important because it is
brought you to where you are but as
important as your past ears as
relates to your present it is not nearly
as important as the way you’d see your
future you see ladies and gentlemen the
way you see your future determines your
thinking today your thinking today
determines your performance today and
your performance today determines your
future but hey did you hear what else
doctor Kampala said doctor Kampala said
look I understand about your past I
understand that you’ve had a bankruptcy
I’ve unders I understand that you’ve had
a failed marriage I understand that
you’ve been chemically dependent I
understand that you were abused as a
child I understand all of those things
but let me say it over and over and over
that is in the past and I want to say
this a number of times
failure is an event it is not a person
think of all of the times that Babe Ruth
struck out think of all the incomplete
passes that Roger Staubach threw think
of all the sales that a super
salesperson is miss whether they live
here in Salt Lake important under Kansas
City or Yazoo City we’ve missed a lot of
sales so what failure is an event it is
not a person that in my own life I was
stolen broke at age 45 my dad died when
I was five years old it was the heart of
the depression I’d worked hard all of my
life I had been selling on the streets
since I was 8 years old I was milking
cows by the time I was 8 years old we
survived only because we had a mother
with an enormous amount of faith and the
capacity for a lot of hard work an
enormous amount of will
I was milking those cows at age eight
and just I know we got some city
slickers watching this so let me tell
you something about cows they don’t give
milk I mean you got to fight for every
drop now I don’t know what you can do
with that information but that’s not my
responsibility
my responsibility is to give you
information then you use it as you see
fit
i’ma tell you I’m a good friend John
Maxwell from San Diego California says
John Maxwell says and again I believe
he’s right that if there is hope in the
future various power in the present
everything I do as an individual and
everything we do as a company and
everything that satellite network
Associates is designed to do is to give
you hope in that future but at the same
time I’ve got to be absolutely candid
with you and say to you that if you
expect to win you’ve got to understand
the second principle but I will be
espousing repeatedly today and that
ladies and gentlemen is that life is
tough I don’t know what you experience
with it has been I don’t know what
you’ve discovered as you’ve gone about
in the game of life but I want you to
clearly understand that life is tough I
want you to hear it over and over then
whether you’re a student in school a
salesperson a household executive
whether you’re in the military the
government or whatever you do life is
tough
but even more significantly I want you
to clearly understand that when you’re
tough on yourself life is going to be
infinitely easier on you I just want you
to understand that you gotta be before
you can do and you got to do before you
can have now the reason I emphasize that
isn’t yes the average 20 year old
American has witnessed 1 million
television commercials that’s 50,000
year that’s a thousand a week and those
commercials primarily thirty to sixty
second ones repeatedly say you know
everything has a 30 second or a 60
second solution but that’s not what life
is all about the songs of today
frequently saying I want to be free but
folks let me tell you something you take
the train off the tracks it’s absolutely
free but it cannot go anywhere you take
the steering wheel out of automobile
this time the direction and control of
no one but it can’t go anywhere unless
we take control unless we set the
direction in our life then ladies and
gentlemen if we do go anywhere it’s
under the direction of some
else the seminar primarily is going to
share with you some thoughts as to how
you can move to the top but you gotta
understand again you got to be before
you can do and you got to do before you
can have life it’s tough
I’ll say it again when you’re tough on
yourself life is going to be infinitely
easier on you a lot of people are
startled when I give them this next
little bit of data 175 according to a
USA Today of the CEOs of the fortune 500
companies were former United States
Marines six of the last seven presidents
of the United States served in the Navy
26 of the presidents of the United
States served in the military I want you
to think with me for a moment what is it
that they teach in the military isn’t it
discipline ladies and gentlemen don’t
they also teach responsibility don’t
they also teach leadership see a lot of
people have seen some of those Parris
Island bootcamp scenes with a brutal
drill sergeant and they’ve gotten some
incredibly erroneous ideas but I can
tell you because of the things we knew
with the military that is absolutely
incorrect in the military they change
their stations at least every three
years now in wartime they change them
far more often than that as a matter of
fact sometimes almost immediately and in
the military what that commander has to
do he has to integrate those people into
the flow of the current base or
operation he has to inspire instruct
train and you name it in order for that
military commander to move up he’s got
to have the ability to teach train
develop inspire enthusiasm
[Music]
and I think about it that’s exactly what
you’ve got to do in your life almost
regardless of what your job is you got
to be before you can do you got to do
before you can help now folks if you
haven’t figured me out yet and I mean
we’re here fest up i speaking right at
the seventh grade third month level now
the reason i do that is by accident a
few years ago i discovered that if you
can fit at that level but even the
college professors would be able to
follow right along with you and
understand what you are saying and i
just happen to believe they are people
too but it’s my good friend dr. steve
franklin from emory university the
college professor who gave me this
little bit had to say you know Zig the
great truths in life are the simple
truths he said you don’t need three
moving parts and four syllables for
something to be significant think about
it for a moment sig they’re only three
pure colors on the face of this earth
look at what Michelangelo did with those
three colors they’re only ten digits but
look at what I understand
they’re only seven knowledge but look
what Chopin and Beethoven and Vivaldi
did with those seven notes look at what
Elvis did with two I mean it just real
it doesn’t have to be bad complicated
Lincoln’s Gettysburg Address as you well
know delivered right after the Battle of
Gettysburg which took place during the
War of Northern Aggression
this depends always history book you’re
in folks it really does Lincoln’s
Gettysburg Address 262 words 202 of they
are my were one syllable
once all the most simple and that is
what I’m talking about
let me say it again ladies and gentlemen
life is tough but when you’re tough on
yourself and to keep it simple so that
we can clearly understand it then life
can be enormous rewarding tremendously
exciting but it’s not necessarily going
to be easy you remember earlier I sent
them for 24 years of my life I wait well
over 200 pounds 17 years ago I got sick
and tired of being sick and tired so I
got on a diet and exercise program up
until then my idea of exercise simply
was to fill the tub take a bath pull the
plug and fight the card I mean you know
that was it and any way you cut it
that’s just not much of an exercise
program during the next 10 months not
only that I learned to hate jogging but
the truth is I learned to hate joggers
now I don’t know what your experience
with joggers of men but let me tell you
my experience with joggers every time I
saw when he’s jumping up and down and
said man it makes you feel too good feel
I was hurtin and hatin ever step I could
possibly take I mean I hated it but I
hate it even more being sick and tired
and not having the energy that I really
needed and so I stayed with it how
clearly I remember for you good folks up
in Portland Oregon that magnificent day
there on Portland State University
campus it was high noon had a seminar at
4:00 I was out there doing my running
and all of a sudden it dawned on me that
the ground was flowing smoothly beneath
my feet I was breathing easily that’s
the day I changed my vocabulary please
don’t miss this ladies and gentlemen you
don’t pay the price for good health you
enjoy the benefits of good health and
those words again you don’t pay the
price for a good marriage you pay the
price for a poor marriage you enjoy the
benefits of a good one you don’t pay the
price for success you pay the price for
failure you enjoy the benefits of
success
10 months I heard what’s the bottom line
the bottom line is on November the 30th
1988 I went back to the Cupra clinic in
Dallas Texas for my physical while there
I stayed on the treadmill longer
than any active player in the National
Football League who has taken the test
and many many many of them have I’m 63
years old I’ve a resting heart rate of
49 I can outrun 98% of the college kids
in America on a 5-mile run I can do
things I never could have dreamed of
doing when I was 25 years old I hurt for
ten months I’ve had a ball for the last
17 years i love the ride i’ve run with
the temperature as much as 40 degrees
below zero and the wind just blowin like
crazy now you understand that it’s what
was happening outside I mean surely you
don’t think for one moment I was out
there and that stuff don’t want to
mislead you what I was doing I was
running inside in a ballroom or up and
down a hotel card
I was running though and that’s the
point I finished that little
dissertation and dr. Cooper’s a good
friend of mine today and he kind of
grants you know and he said yes think
that’s pretty good but said let me tell
you about the 65 year old lady who lives
here in Dallas be glad to introduce you
to her Ziegler she started jogging when
she is 59 years old she just finished
her tenth marathon
two of them were 50 miles long
I’m picked myself up off the deck and he
said in obse there’s this little 14 year
old girl she lives right here in
ballestas again she stayed on the
treadmill so much longer than you did
I’m not even note any what it was it
would embarrass you if I did
now what’s the point I’m making it’s a
very important very critical very simple
point I am NOT bragging on sig I’m not
bragging on the 65 year old lady or the
14 year old girl what I am saying is it
inside of you physically and mentally
and spiritually there is an incredible
potential just screaming to get out so
we important that we understand that
important that we understand them that
it’s not easy but that if you discipline
yourself to do the things you need to do
when you need to do them today is gonna
kind of man when you can do the things
you want to do when
as you’ll notice as we share this
seminar I’ll be talking about your
personal life and your family life and
your business life the reason I talk
about all three is because they’re in a
woven you cannot separate them a lot of
times people say what a thing I don’t
ever take my problems down to work and
ladies and gentlemen that simply is not
true you might not talk about your
problems at work but believe me you take
those problems to work with you and they
dramatically affect your output your
productivity the January they’ve 1919
edition of USA Today points out that
managers of small businesses when
surveyed felt that if there is mantle
trouble at home 42 percent of those
managers felt that had a dramatically
negative impact on productivity only 27
percent thought that alcohol did and 22
percent thought that drugs did the
relationship at home is important you
bet we will be dealing with all issues
because success is all encompassing
third philosophy that we’ll be sharing
with you is the basic fact that you can
have everything in life you want if you
will just help enough other people get
what they want
I want to emphasize something I want to
emphasize that what I just said is a
philosophy it is not a tactic if you
think for one moment you can do
something for someone something nice for
someone and then later they gonna do
something nice for you
that is manipulative and that absolutely
will not work now the question is what
is it that people want in life what is
total success well I have an absolute
conviction that all of us want exactly
the same things and there basically are
seven of those things I believe
everybody wants to be happy thus far
I’ve never met a living
then human being who said I want to be
miserable everybody wants to be happy
everybody wants to be healthy everybody
wants to be at least reasonably
prosperous I have a sneaking suspicion a
lot of you folks her hearing me today
would like to be unreasonably prosperous
I get so muted people are say well I’m
not really interested in money I think
anybody would say a thing like that
would lie about other things too really
don’t misunderstand money is not
everything I mean there’s stocks and
bonds and real estate you know and
what-have-you
sometimes I have some of my quote
religious friends say to me what’s a
clue you’re not supposed to be talking
about money well let me tell you
something folks I’ve had money and I
haven’t had money it’s better to have it
I could just tell you it’s better to
have it and let me remind you but the
Good Samaritan never could have put that
old boy up but to Ian after he’d been
mugged if he hadn’t gotten out there and
earned himself some money before he
could do it okay everybody wants to be
secured everybody wants to have friends
everybody wants to have peace of mind
and everybody wants to have good family
relationships and what I’d like to do is
I would like to just go back and touch
on one of those and that is everybody
wants to be happier today a lot of
people confuse happiness and what is
your I believe in pleasure – let me give
you an example I love desserts
I could eat good ice cream three times a
day seven days a week 365 days a year I
could actually do
and they need something in between meals
that would give me much pleasure but the
question is how happy would I be at 486
see what I’m getting it another simple
example I’ve never tried crack cocaine
or cocaine never will but scientifically
speaking let me tell you a lot of people
take it because they quote want to be
happy the interesting tragedy is this if
you take cocaine long enough and for
some people that’s one time it destroys
the brain’s capacity to reproduce
dopamine and norepinephrine and without
those two chemicals in your body which
your brain naturally produces without
those two chemicals in your body it is
impossible to experience joy and
happiness that ironical take you to be
happy
and then that destroys all chance of a
skew say of three basic questions every
time you get better than those in
pleasure now I can say I believe in
pleasure as a matter of fact I don’t
believe I believe that if you don’t have
some pleasures you can’t be happy but
distinguish the important things three
questions number one can I repeat this
pleasure indefinitely
and be happy number two now this is kind
of sneaky would I be willing for my mama
– no I need it now you know that one
ladies and gentlemen
I’ll keep you from doing a lot of things
that get folks in trouble and number
three will this pleasure bring misery to
someone else this is a fact of life you
cannot be happy on somebody else’s
misery couple of years ago I had a young
man in my office I don’t have a chance
to do this very often but his friend was
concerned deeply about him because he
literally was losing his family and was
destroying his health in the process and
so he wanted me to see if I could
persuade the young man about something
important so I talked to the young man
and in that conversation he verified the
fact that these are the things that he
won’t want to be happy
wanted to be healthy wanted to be at
least reasonably prosperous and secure
and have friends and peace of mind and a
good family relationship I said in other
words if he had all of those you would
consider yourself to be successful he
said yes well I knew that he had been
modeling his life after a friend of his
who was his boss who had been enormous
less successful in his business and so I
asked him why he modeled his life after
this young man isn’t it the guy in my
office was 22 his hero was 27 I asked
why I admired him so much he said well
it’s just so successful so after we
define success when I asked him the
question I said tell me how happy is
friend he looked at me and he said well
I can’t say for sure I can’t tell you he
has ulcers well I said you know you get
ulcers not because of what you eat but
because of what’s eating you so that
would indicate that he is really not
very happy wouldn’t he said yeah sure
what I said well let’s go ahead and give
him a failing grade on happiness now
since his health is being destroyed
there with those ulcers I said that
indicates he’s not very healthy doesn’t
he said yeah I said well that also tells
us that he really doesn’t have peace of
mind in it he said yeah I said well
let’s give him a failing grade on that
then I pointed out to the young man I
asked him one question we get three
failing grades because of it I said tell
me about his prosperity and he said well
he’s doing extremely well
I said okay let’s give him on that one
a-plus mark he said okay I said tell me
about his security – aunt Elyssa curious
and he said well far as I know he’s very
secure I said well interestingly enough
we just had two billionaire brothers
here in Dallas to declare for bankruptcy
does he compare to them he said no way I
said we had another man worth I half a
billion he just declared for bankruptcy
does he compare that he said oh no I
said okay we had another one where the
hundred million and these literally all
came right together I said how does he
compare with that and he said well he
doesn’t compare with that very favorably
I said in other words we would have to
put a question mark after whether or not
he was secure and he said yeah we would
I said tell me about his friends he said
well he doesn’t have any except me and
I’m
really his friend I just happen to
admire him I said okay we’re gonna give
him a failing grade on that one day and
then tell me about his family and he
said well his wife’s divorcing him well
I said we got to give him a failing
grade on that one and then don’t what
you said yeah we do and I said well let
me ask you a question of the seven
things you want in life
your hero flunked out on five of them
it’s got a question mark after another
and I asked him this question and I want
to ask every person who ever will
caelius whether it’s today our ten years
from today I want to ask you the same
question would you swap places with this
guy you see ladies and gentlemen now you
don’t have to swap places with him let
us study the may 1989 issue of
psychology today did a study or reported
on a study of 1139 CEOs of the Fortune
2000 companies average income three
hundred and fifty six thousand dollars
90 percent of them exercise regularly
most of them can
their cholesterol level listen 10% of
them spoke and their number-one priority
is their family what am I saying
I’m saying that when you go for standard
of living
first that doesn’t necessarily mean your
quality of life is going to improve but
I can tell you based on my own life and
based on the lives of literally
thousands of other people whom I’ve read
and studied if you go for quality of
life first standard of living is
invariably going to go Tom Peters in his
book points out simply this basic fact
he says that though if it’s companies of
that go that only have financial goals
do not make as much money as do those
companies which have balanced goals
including social goals now I’m gonna do
some kind of unusual I’m gonna stick my
neck out right at this point by making a
flat statement now if you’re here in
Salt Lake City and you agree with it I
want you to hold your hand up if you’re
in Portland Oregon and agree with it
holds your hand up and if you’re in
Kansas City Missouri and a great where
that holds your hand up please don’t
hold your hand up just to be agreeable
but if you really feel it then please
hold the hand up at this moment because
of the input in your mind and because of
the fact that something happens to you
internally which I’ll explain in a
moment at this instant you are literally
physiologically energized more than you
were when you stand down not just
psychologically energized you are
physiologically energized now if that is
a true statement for you would you hold
your hands up right at this specific at
this moment please all right you’ll
notice the hands are on a bar all over
the place now let me tell you what
happens according to the scientist when
you hear success delivered and concepts
deliver to make sense and they’re
delivered in a motivating
enthusiastic manner then it literally
activates the pituitary glands it floods
the system with endorphins and you
literally are physiologically energized
you want to read more details the May
1989 issue of meetings and conventions
will give you all the details are the
studies fascinating in other words when
you’re feeling a little down physically
motivation literally will give you a
lift
now I’m gonna get you involved and one
of the most exciting projects that you
can imagine what I would like for you to
do
and before I asked you to do this I want
to ask a question here and I wanted to
answer it also in Portland in Kansas
City with a show of hands those of you
who have something to do with the
employment in your company would you
hold up your hands please just stick up
your hand if you’re an employee you’re
making decisions along those lines okay
now those of you who have to answer to
the employer would you hold up your
hands please okay here’s what I want to
do I want you employers to imagine that
you’ve got an immediate opening in your
company and what you want to do is you
want to find the dream person to fill
the opening you just heard a
computerized service that will enable
you to locate this dream person you can
literally get on that computer and
program in every desirable quality that
you want that employee to have so
employers start thinking about the dream
employee and e4u employees I want you to
think like this imagine if you will
but when you go to work tomorrow they
will ask you are say to you we now have
got a new boss sorry
your boss has just been promoted and we
want you to choose your new supervisor
boss we want you to come up with every
quality you want this supervisor boss to
have so with that in mind I want you
here in Salt Lake City I want those of
you in Portland I want those of you in
Kansas City to start thinking about
those dream qualities and as you call
out those qualities we are going to
program them in so we can get a
composite of what that dream employee
looks like now I want you also to keep
this in mind you must take notes as you
do this you must take the notes now what
I want you to do starting right here in
Salt Lake City I want you to call the
qualities out loud so that we will be
able to draw a picture of this dream
employee this dream employer that’s what
I want you to do okay what’s the first
dream quality that you think about
integrity that is number one here in
Salt Lake City all right give me another
one loyalty okay you want somebody who’s
loyal give me another one
dependability all right 4,000
positive mental attitude we’ve got I
believe there that’s integrity
dependable loyalty and a positive mental
attitude we need two more right here in
Salt Lake somebody who is honest
absolutely and number five was honesty
number six somebody who is fair okay now
what we’re gonna do is we’re gonna go up
to Portland Oregon let’s hear it loud
and clear in Portland what’s one of the
qualities we’re gonna need from you
enthusiastic okay boy that is so
important number two somebody who is
interested in what they are doing
interested in you as a person number
three good judgment somebody with
judgment okay good old common horse
sense which is nothing but good stable
knowledge is it miss pea ran that would
pay somebody but that’s okay okay now we
got a gentleman give me another one
hard-working somebody who’s hard work
you know there’s that input you know a
lot of people quit looking for work as
soon as they find a job and you can’t be
like you’re so bored down home somebody
asked him how long you’ve been working
Bridge companies that ever since they
threatened to fire me so that’s not the
only one okay need to more from up in
Portland
what are they motivated somebody who is
motivated and solutely one more from
Portland doctor record somebody with
direction our goals absolutely and now
Kansas City you can already see we got a
bunch of good ones but they’re a bunch
of good ones live what’s number one from
Kansas City compared somebody with
compassion absolutely you gotta have
that feeling for the other person what’s
the next one
somebody who is a goal setter okay and
what is the next one
humility somebody who is humble I am so
Lula that is so important human – give
me another one
admirable somebody who is admirable all
right we’re getting some magnificent
ones need two more from Kansas City
somebody who is fair okay we’ve already
got fair again – give me another one
here somebody I’m sorry somebody who is
sincere absolutely give me another one
are we back to Salt Lake City now or do
we need one more from Kansas City need
one more from Kansas City hello Kansas
City got another one for me
okay fantastic good self-image that one
always is so important now we’re back
here in Salt Lake City what’s another
one here in its all just call her out
somebody who is competent okay let’s put
that one down somebody who loves people
okay give me another one
somebody was sense of humor okay you got
the hey we sure getting some good with
loves people and a sense of humor
discipline humor then give me another
one somebody who is prompt we can write
that little easier we can punctuality
somebody who is there okay give me
another one somebody who is creative
okay now or we’re going back to Portland
Oregon and we need some more for you up
there what you got good communicator
somebody who is a communicator I am so
Luke
a lot of people think when you Teddy
turns talking that’s communication and
that simply is not necessarily so need
another one out of Portland I am
somebody with an open my a learner
somebody who’s teachable and you know
some people are so narrow-minded they
look through a keyhole with both eyes at
the same time and how do you know this
it doesn’t figure but it just happens an
air of mine and a fat head hit favorably
seem to connive on the same person I
didn’t make no sense but it seems to
work out that way okay we need now three
from Kansas City somebody who is what
now Kerry somebody who is caring
absolutely now we need just two more two
more from Kansas City somebody
Pikul ethical absolutely you gotta give
me one more from Kansas City laundry
long-serving somebody well let’s use the
word patients that I believe it’s a
little easier to write up there now I
believe now they’ve got the
long-suffering are they gonna be able to
program that in and I’ll let me take a
count on that that’s two four six eight
ten twelve fourteen that is twenty eight
magnificent qualities let me ask you
folks a question how many of you believe
that anybody with those qualities right
there would make a magnificent employee
at the place you’re working right now
can I see your hand how many of you
believe they’d make a magnificent boss
how many of you believe that anybody
with those qualities could get a job
anywhere at any time under any
circumstances and be successful in that
job can I see your hand okay how many of
you would just love to have a mate with
all of those qualities having you’d love
to have kids with all of those qualities
how many of you would love to have all
of those qualities are how many of you
believe that if you had all of those
qualities you could take the job you’ve
got right now doing exactly what you’re
doing and move right up to the top in
that job can I see your head if you had
all of those qualities right there how
many of you believe if that if you had
all of those qualities that you could
get all of those things that we want
happy healthy prosper you know the
opiate habit if you believe you could
get all of those things if you had all
of those qualities okay now here’s a
question what are those qualities that’s
the question
are the attitudes are they skills I want
us to go back down the list and I’m
going to call out the quality and I want
you to simply say attitude are skill
some of them might be both so if they
are don’t let one person smoker you out
of it you still say what you think it is
starting at the top
integrity is that an attitude or a skill
attitude okay now
[Music]
integrity is an attitude dependable
come on need to hear from you attitude
honesty enthusiastic judgment stomps a
attitude some say skill I mean
everything it might be a gift okay we’ll
just give that one all three will give
that one the gasps okay motivated is
that attitude or skill attitude and
compassionate humility sincere competent
scale all right sense of humor somebody
who’s creative and attitude anything
might be a gift to will just give that
one the gas to somebody who’s
open-minded attitude or skilled attitude
ethical somebody who is loyal positive
mental attitude attitude okay hey
somebody who’s fair
somebody has said attitude some said
skill we’re putting a bow somebody who’s
interested attitude and hard-working
some say attitude some say scandal
somebody who’s self-directed and some
say skill some say attitude we’ll put
them both somebody who’s a goal setter
skill okay somebody whose Admiral
come on me to hear from him attitude
somebody with a good self-image somebody
who loves people somebody who’s prompt
somebody said skill they live across the
street we’re running late okay that’s
your way it out somebody who’s a good
communicator somebody who is caring
attitude and somebody who is
long-suffering
somebody said give some said attitude
and some said skill okay out of the 28
let’s see what we’ve got we got one two
three four five six seven eight nine ten
eleven twelve thirteen fourteen fifteen
sixteen seventeen eighteen of the twenty
eight are straight attitudes and let me
see we’ve got one two three four five
six of the additional ones which also
involve attitude 24 of the 28 involve
our attitude now let me ask you a
question
how many of you believe based on what
you just said that your attitude is
pretty important can I see your hands
please
okay there’s no doubt about
how many of you believe that if we
taught these qualities in our schools
that we would have an even better
America can I see your hair Tami do you
believe that this would be a strong step
toward solving our drug problem today
are you think about it can you imagine a
youngster or an old stir getting
involved in drugs and crime and
promiscuity if they had these qualities
going for them I absolutely cannot
imagine it how many of you and I’d like
to see your hands I can only see at the
moment in Salt Lake City but how many of
you believe that these qualities should
be taught in our public school system
can I see your hands okay how many of
you in beats qualities how many of you
were taught a course in school which
taught you how to develop these
qualities can I see your hands please
well I’m looking over the audience and
thus far I do not see a single hand got
one over here
but will it up got a couple more over
here have three of five counted
correctly it got four back in the back
five don’t be some bashful folks are
there any other we want to make certain
we don’t keep you bring you an incorrect
report okay five out of this crowd how
many of you believe therefore that we
basically are just flat missing the boat
in education can I see your hands please
now with the exception of the educators
who see this everybody else really ought
to feel pretty good about it shouldn’t
be but educators don’t feel good at the
moment but everybody else ought to feel
real good you see we’ve identified what
success is we have identified what it
takes to be successful we agreed that if
we had these qualities we could really
there and we have found out the culprit
in our country it’s those educators
isn’t it wonderful ladies and gentlemen
to be able to point the finger of blame
at somebody else and say it’s your fault
it’s her fault it’s his fault in that
marvelous all the time I thought is my
fault and now I realize it’s somebody
else’s fault but folks here’s a basic
problem when you got one finger pointed
that away there are exactly three times
that many fingers pointed right back
this away let me ask you a question and
the area where you live how many hours a
day do the kids go to school in the area
where you live how many hours a day do
the kids go to school somebody would
just speak up please SiC somebody said
Sam somebody said five would you be
willing to concentrate or would you be
willing to compromise rather and say six
hours a day would that be a fair average
okay six hours a day of the kids go to
school how many days a year do they go
to school
180 okay that means simply that the kids
are in school 1080 hours a year down the
area you live how many hours are there
in the year
very good same as in Texas that is 8760
and what that means basically is this
the kids are in school 1080 hours a year
they are at home seven thousand six
hundred and eighty hours a year and mom
and dad had those kids forty thousand
hours before the teacher ever solved now
how many of you believe considering that
that mom and dad should assume some of
the responsibility for teaching those
marvelous qualities of success can I see
your hands okay how many of you believe
that mom and dad should acquire some of
these qualities before they start
teaching them can I see your hand as a
matter of fact what do you call the
person who practice is one thing and it
preaches another hypocrite and you know
what a hypocrite is that’s just a fella
who simply is not himself on Sunday
we can understand that all right how
many of you believe would really have
something in America if we taught these
at home initially and then reinforce the
amends to goo wouldn’t it be wonderful
now a lot of people say but wait a
minute Zig those are values and you
can’t teach values in school my friend
that is all we really teach we teach
values everything in every way about
life we teach them we really do limb ask
you a question whose values are these
who gave me the words you did okay whose
values are they whose kids are they okay
whose schools are they now think about
it can you think of any reason why you
should not be teaching your scale kids
your values and your skills i’ma tell
you a fact of life I’ve been beating the
bushes for 43 years not once in mine 63
years not once in my entire lifetime
have I ever had and the employer say to
me well Zig I really appreciate you
sending that young lady to me for an
interview but think we couldn’t use
anybody like her in our company while
you realize she has integrity is
completely dependable
it’s absolutely honest is tremendously
enthusiastic has tremendous judgment is
highly motivated knowledge we couldn’t
use anybody like that you know what they
told me ten thousand times you send me
somebody with those basic qualities now
teach them how to run the gizmo that
manufactures the widgets send me those
qualities and I’ll teach them the other
now I want to emphasize a point that’s
the place you start folks when you have
those qualities amazing things happen if
you want to be a physician you still got
to go to medical school and learn
medicine if you want to be a dentist you
still got to go to dental school if you
want to be an accountant you still got
us
there but what we’ve discovered is this
anybody who has these basic foundational
qualities can learn and do learn the
other things far more easily and quickly
and they become better at it now here’s
a question I keep using a specific word
I keep saying teach teach teach can you
actually teach this kind of thing how
many of you believe you can teach
integrity can I see your hands how many
of you believe that you can teach
dependability how many of you believe
you can teach honesty how many of you
believe you can teach enthusiasm if you
will go down the list you will discover
that all the 28 qualities that you have
identified ladies and gentlemen
28 of those qualities can be taught
[Music]
don’t miss this
[Music]
because if we clearly communicate this
it can have a dramatic impact in your
life if they can be taught their skills
if they can be taught their skills let
me tell you why I get so tremendously
excited about this that tells me I got a
chance in life that tells me that my
children and my grandchildren have a
chance in life that tells me that you
and your children and your grandchildren
I’ve got a chance in life because if
they can be taught than my friend you
can learn
that tells me that that youngster who
left the slums this morning without a
bite of food to eat and literally almost
with a kick in the rear has never had a
word of encouragement that tells me that
that a baddy youngster is fortunate
enough to encounter a Jaime Escalante
Stand and Deliver if you didn’t see it
when it was on television you have a
responsibility and a tremendous
opportunity to go to the video store and
pick up a copy so story that takes place
in the barrio in Los Angeles a Mexican
community the kids there are high on
drugs
teenage pregnancy is literally running
rampant all over the place and here they
have so many dropouts
and the kids who graduate from high
school don’t really have an education
there’s little hope and then along comes
Jaime Escalante a businessman and he
looks at those kids and he said those
kids can learn if somebody will love
them enough to discipline them enough to
require that they learn a gallup poll
revealed that 90% of our graduating
seniors wish that their parents and
their teachers loved them enough to
discipline them to do the things they
need to do and expected them to do more
Jaime Escalante knew he could teach
those kids and he knew those kids could
learn he introduced a far run subject to
their thinking it was advanced calculus
man they couldn’t multiply 40 times 40
in a lot of cases and here comes a guy
coming in advanced calculus the school
board and others fought him he persisted
bottom line is this 18 of his kids
second year he was there 18 of those
kids won college scholarships by passing
an exam in advanced calculus that is so
difficult that less than 2%
the high-school seniors in America will
even take the test and seven years later
85 percent of those kids are
professionals let me say it again
failure is an event it is not a person
you are what you are and where you are
because of what’s gone into your mind
you can change what you are you can
change where you are by changing what
goes into your mind I want to say also
as strongly as I possibly can that you
yes you and this is the thing ladies and
gentleman gets me so excited about what
I do earlier you have said but anybody
with those qualities could be enormous
less successful you’ve said anybody when
those qualities could take the job
you’ve got and go right to the top I’m
gonna tell you without any fear of error
I can look you straight in the eye and
yes I do mean you and I do mean I’m
looking you right in the eye and I can
tell you that you already have it every
single quality that you have identified
right there every one of them are you
gonna sit there and tell me no you don’t
you have no integrity
nobody can count on you as far as being
honest forget it
well I’m so crooked that when I die
they’re gonna have to screw me in the
ground are you gonna sit there and say
hard work man I’m so lazy I wouldn’t hit
a lick in a snake you
you have got my friend some of every one
of these qualities now you are pitifully
woefully short in many of them as are
all of us but let me say it again doing
what you are and where you are because
of what’s going into your mind you can
change what you are you can change
whether you are by changing what goes
into your mind you might have a little
argument there and say but Zig meanie
man if I had all of those qualities I
would be doing so many things I wouldn’t
be sitting here listening to you I don’t
really have it made man and not
necessarily years 1901 sound in Beaumont
Texas man as having to sell part of this
property to feed his family there’s a
depression on there is a drought on when
all company came to him one day and said
sir
we believe there might be all on your
property let us drill for it and if we
discover any or we will pay your
royalness on every single barrel that is
pumped out well the man had absolutely
nothing to lose he had a tremendous
amount to gain so he said let’s do it
those days the Derrick’s were made out
of wood and when they brought in a
gusher it literally destroyed the dairy
and the greater the destruction the
greater the excitement because that
indicated an enormous amount of all
underneath when this oil well came in it
came in with such force that it
literally destroyed the derrick blew it
into a thousand pieces and for the next
11 days in excess of 100,000 barrels of
oil per day were pumped out of that oil
most productive all well in history that
was spindle time the man became an
instant multi-millionaire or did he see
the reality is this he had been a
multi-millionaire ever since he had
acquired the property but until they
discovered the all and brought it to the
surface and took you to the marketplace
and cashed it in it literally had no
value my friend please hear this you see
the reality is you have some of all of
these qualities I can say that again
without any fear of error but I also
will say this to you but until and
unless you recognize and accept that
fact then there’s not going to be the
use of those qualities that will enable
you to be the complete success you are
capable of being there’s a beautiful
lady
she lives in balance Texas she has an IQ
of 141 when she was a teenager she was
literally a traffic stopper
she’ll still slow traffic down
incidentally quite a bit she’s an
outstanding conversationalist
she can talk with you in great depth
about a dozen different subjects but
until a few years ago heads you asked
her to describe herself to you she would
have said I am fat dumb and ugly ladies
and gentlemen we got to be honest and
one of the things that is so exciting is
that before this seminar is over
I’ll be sharing with you specifically
how you can begin to develop the
qualities you’ve already got because it
would be a tragedy beyond belief to have
the very foundation that would enable
you to be enormous ly successful and
never literally use what you have got
you’d see if you had a million dollars
in your checking account you would never
write a check on it
if you did not know it was there but the
moment you discovered its presence then
at that precise moment there would be a
boom woman and the local economy I want
to add in one other thing at this point
because I want to emphasize that I think
it is so important I’ll tell you again
folks life is tough but when you’re
tough on yourself life is going to be
infinitely easier on you several years
ago I was speaking down in San Antonio
during one of the breaks a lady came up
to me she had a question she wanted to
ask it but she didn’t want to look me in
the eye in order to ask the question so
she lowered her head looking at the
floor and she said mr. Ziegler she said
you kinda make a nice little old fee
when you make them little speeches you
make now don’t you insolent I’ve been
and so wide she could have eaten a
banana sideways I mean that she was
written in there I looked at and I said
no ma’am I don’t have any idea where you
heard that have no idea where you got
the message but it’s absolutely
incorrect it is a vicious rumor and I
don’t want that to ever spread out of
this room I want to stop it right here I
said the truth is I really made
we go
for them little speeches I made
you know what I didn’t tell her first I
didn’t tell her the number of times that
I’ve spoken to the lines and the Jaycees
and the road
then tell the number of times I’ve
gotten up early enough to go down and
speak to the man who delivered the bread
and cakes and pies to the restaurants
and to the stores and to the outlets
that are retailing those products three
four hours before you even turned over I
didn’t tell the number of times I’ve
been into schools and prisons and
halfway houses and drug rehab centers
the number of times I have spoken to
vacuum cleaner and cookware and real
estate and life insurance companies the
number of times I’ve driven 50 miles 100
miles 200 miles on three different
occasions to speak to a dozen free and
then I have to drive back that night my
expense because I did not have enough
money to pay the hotel bill but I did
those things because I honestly believed
I had something to say I’ve been those
things because I knew in my own heart in
mind but if I were ever going to be paid
for saying what I had to say but I not
only had to say something that had value
but I had to say it in a way that they
would be able to accept the message and
I did it because as my good friend Steve
Brown from Atlanta Georgia says anything
what’s doing it’s worth doing poorly
until you can learn to do it well I
think about that if we could all take
three lessons from the pro with the
Country Club and then be good enough to
make the PGA Tour there’d be thousands
and thousands of people on the PGA Tour
and then there’d be nothing in it for
anyone if you could become a super
salesperson by taking a weekend course
in selling and then you’d be they’re
just absolutely professional then I can
share all of you sales people but the
rewards would be almost non-existent if
you could become a physician by taking a
three week course at the University we’d
have millions of physicians and then
there’d be very little compensation and
no satisfaction no if it’s worth doing
it’s worth doing poorly until you can
learn to do it well never making the
same mistake again learning from each
one getting better and better
understanding always that failure is an
event it is not a person
you
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