is motivation permanent
well I got to look at you folks and say
no motivation is not permanent but then
neither is bathing but that doesn’t mean
I don’t approve of bathing as a matter
of fact I strongly encourage it eating
is not permanent unless you don’t eat
and then pretty soon your condition will
be permanent no motivation is not
permanent for the simple reason that
we’ve got the motivation which takes
place every day of our lives there’s
more confusion about motivation and
positive thinking than just about
anything that I have ever encountered I
believe in this presentation though
we’re going to be able to clarify much
of that for your benefit and more
importantly share with you how you can
keep the motivation and the positive
thinking going positive thinking won’t
let you do anything I get so annoyed
when I hear some people enthusiastically
stand up and say man what positive
thinking you can just do anything just
believe it in man think about it
positive enough you can do it I believe
that’s ridiculous see I’m 60 years old I
don’t care how positive I got I could
not fill a box of chances I don’t care a
positive I got I could not play football
in the NFL or the basketball in the NBA
I don’t care how positive I got I
couldn’t perform major surgery on you
and have you lived not that I give you a
lecture on nuclear physics positive
thinking won’t let you do anything
but it will let you do it really better
than negative thinking we all know now I
know that for most busy people getting
regular exercise is about as easy as
climbing Mount Kilimanjaro but it can be
done you’ve just got to he’ll the plan
you’ve got to set some goals because
it’s just as difficult to reach the
destination you don’t have as it is to
come back from a place you’ve never been
unless you have definite response
clearly define the goals you will not
realize the maximum potential that lies
within you and this applies to every
aspect of your life not just exercise
now here’s some steps you can take
towards that end first identify your
goals and next set a deadline for
reaching them make a list of obstacles
you have to overcome to reach your goals
identify the people who can help you
overcome those obstacles and make a list
of skills you have and those you need to
achieve your goal and then develop a
plan now a word about goals themselves
there are seven different kinds of goals
they’re physical financial spiritual
career family mental and social and
these seven types of goals share several
characteristics first to be effective
they must affect change we must have
some big goals because freaking big
creates the excitement necessary for
accomplishment second you must have some
long-range goals so that short-range
frustrations don’t stop you in your
tracks
occasionally circumstances do arise that
are beyond your control and often times
obstacles such as market changes
sickness accidents are family problems
can be pretty intimidating but by
keeping your eye on the prize you will
find that the excitement of winning that
prai’s will carry you through the tough
times third if you don’t have daily
objectives you qualify as a dreamer and
not as a doer dreamers are fine provided
they build foundations under their
dreams by working daily towards them
often the difference between the grades
and the near-great is the awareness then
making it big means working every day
towards our long-range objectives and
for your goals must be specific not
vague or general if you want to do home
for example know every detail of that
house how many square feet number of
rooms and bathrooms the shape of the
living room the type and kind of lot its
location if it’s a car you are dreaming
about pictures of make the model the
color and every option you want it to
have you see if you want to reach your
goal you must see it be able to smell to
touch and to taste it know how it looks
and what it feels like in your own mind
before you can reach that goal you see
it is true that whether you think you
can or think you can you are generally
right
[Music]
step number six you need to feed your
mind with a good to clean the pure of
the powerful and the positive let me ask
you question if I were to come into your
living room one day with a pail of
garbage and dump it on your living room
floor what do you think you do I bet I
can answer the question you would either
get your gun and say to me now Ziggler
I’ll bet you can clean that up or you
get on the telephone and you’d call the
police are you and with me as long as I
was there those are things he would
probably do I mean and then for months
you’d be talking about this crazy guy
came in my home dumped garbage on the
floor all this shot if as a matter of
fact I wish I had but we could clean the
garbage hook off your living room floor
and what about the garbage that we dump
in our mind every single day Einstein
said that it takes the leaven correct
inputs to overcome one incorrect input
and a lot of the things which go in our
lines and in our children’s minds is not
a thing in the world with your garbage I
would ask you to do this evaluate what
you read and what you evaluate it is
this life will this really help me to
accomplish my objectives in life or is
this going to be a deterrent to me
accomplishing my objectives in life
remember you are what you are and where
you are because of what’s going into
your mind and you can change what you
are you can change where you are by
changing what goes into your mind now as
you probably suspect I’m an absolute
enthusiast about the cassette recorder I
believe it’s the most fascinating
educational tool that we have in our
country I was a visiting scholar for the
University of Southern California for
two years one of the things they
discovered was that if you live in a
metropolitan area and drive 12,000 miles
a year with that in three years time you
can acquire the equivalent of two years
of college education
you can learn virtually anything you
want to know about finances foreign
languages the Bible how to set goals how
to close sales how to plan your life you
can learn so many things while you’re
there in your car feed your mind second
thing I would encourage you to do is
start reading something good every day
as you know if you read 20 minutes a day
and you’re an average reader that at the
end of the year you will have read 20
200 page books and that the average
American only reads one good book a year
thank you what an advantage that will
give you over the competition in
whatever field you’re in now who does
these things where Mary Kay – if Mary
Kay Cosmetics told me that she would
never get in a car without a cassette
that she could listen to while she was
going somewhere
HL hunt worth three billion dollars that
is death listen to cassette recordings
until after he was 80 years old Wallace
Johnson one of the cofounders of Holiday
Inns international over 80 years old
tells me he listens every day and reads
at least two good books every month Alan
bean one of the astronauts who walked on
the moon told me that the astronauts on
their way to the moon and back and
please understand these people have the
best self images the most clearly design
goes the most positive mental attitude
they’re the most confident competent
people as a group maybe that country is
but these people were listening to
motivational recordings on their way to
the moon and back what a delight it is
for me to be able to say some of the
recordings they were listening to we’re
family
you need to feed your mind a lot of
times people say yeah you know when I’m
down in the dumps just a little bit I
really enjoy listening because it gives
me a lift
well I’m glad to hear that but let me
give you the most surprising news maybe
you’ve ever heard it’s good to listen
when you’re down but folks the ideal
time to listen is when you’re sky-high
let me tell you one when you’re down
sometimes you grab it strolls sometimes
you grab the wrong straw
also a lot of times and here’s the real
benefit to lifting it triggers your
imagination stirs up all of the stored
information which you already have in
your mind and a lot of the good ideas
then come forward but if you’re too down
to accept them when you turn away the
very best ideas of all listen when
you’re up and then with those endorphins
popping and they do pop as a result of
listening to good motivational
recordings when you listen in and new
ideas pop in your mind it generate even
more insight here’s what we discussed
you need to listen
at least to get the complete message
that dream I say listen to this over 16
times because you would get all of it is
it will become a part of you let me say
it again
you probably have been in the process of
making decisions right now
as you listen you will make those
decisions but if you listen over and
over the decision changes to commitment
and once you made the commitment then
you will seek the training which will
make the difference because that means
behavior changes and when you change
behavior then you start developing
winning habits and that’s what this is
really all about step number seven if
you want to build a winning attitude you
need to take time and this is probably
going to surprise you based on what
you’ve heard me say so far but you need
to take time to be quiet you know the
average American sleeps 30 minutes too
late every day and when that opportunity
clock does sound off they hit the floor
I mean in a dead run it’s cute pass the
Kitty’s room on the way to the kitchen
they bang on the door and they say get
up kids we got to go to school and I
don’t have to tell you again we were
late yesterday morning don’t want it
happen again and it’s going on back to
the kitchen they plug in the coffee
making the toaster and on the way back
by the kids room they bang again now
what I said I’m not gonna have to tell
you again they scoot in they get dressed
real fast you know they shave and apply
their makeup and by then the kids rub
they rustle them into the spin and they
ascend a bowl of steel in front up and
turn the television set on earning their
mind and their body all at the same time
they gulp their breakfast down their hop
in a car and woo be to that person who
dares to pull in on them when they’ve
got the traffic jump on them I mean it
will be too bad for them
if they do they hustle down they drop
the kids out there rushing down of their
work and their busy busy all day and in
the evening they come home and repeat
that process and by the time they get
ready for bed afterwards and three and a
half hours of television the
are you know what we need to do folks we
need to take time and be quiet you need
to do it at least four or five times a
week a lot of people say well I got
keeps talking about time for this in
time that I don’t have time for all of
these things let me tell you how you can
create an extra three hours every day of
your life you get your TV Guide out on
Sunday afternoon and look at the shows
that you really want to see that we over
70% of all the time spent watching
television you’re watching things you
have no interest in watching let me
encourage you to do this take a slow
lazy drifting absolutely meaningless
walk just almost go to sleep on the wall
not an exercise walk you need to do
those two but a very quiet one pick out
a place in your home where you can be
absolutely quiet on occasion if you have
to get up thirty minutes earlier that’s
wonderful I don’t know why but I seem to
wake up earlier in the winter months
than I do in the summer months and when
I get up it’s pitch dark I have a nice
little office I go in there and I turn
on the guest log and I sit there and
every time I do that
without exception I have the most
exciting day of my life
I simply run through my mind of things
I’m going to be doing as you plan the
day as you think of all the things we’ve
got to be excited about it really does
reduce your
and it gets you excited about the day
now let me tell you something this is
going to be one of the toughest things
you’ll ever do when you spit down sand
well I’ve understand perfectly quiet for
20 or even 30 minutes you will think of
2868 reasons or things that you’ve got
to do you kind of decide to I raised the
window our Lord do I turn the heat up or
down do I get the air conditioner off or
do I turn it more for bed do I really
need to go to the bathroom and we’re
going to get me a cup of coffee what is
that noise against that oh maybe I
better check up on that resist the
temptation spend a few minutes in quiet
reflective thought it does make a
difference
take time to be quiet step number eight
take time for those you love dr. herb
true professor at Notre Dame outstanding
speaker good friend of mine suggested
this which I really think is so valid
frequently every two or three months you
should close your eyes and visualize
that everybody whom you love really
loved were suddenly completely totally
and forever taken out of your life then
ask yourself the question what would you
regret thee would you really regret that
you’re not picked up the telephone and
called that distant cousin or even a
brother or sister or a mother a father
or a son and a daughter would it be
really a heartbreaking experience
because you had not called and said you
know I’m really sorry that we had the
problem I don’t know whether it was your
fault or my fault but let’s get together
and solve the problem take time for
those you love spend time with each
other those of you who are married spend
time as husband and wife just enjoying
each other communicating with each other
getting acquainted with each other
earlier I said all of the studies
revealed that if there is that close
relationship
the
success is more likely to come your way
corn very international an executive
search firm in New York City in
conjunction with the UCLA School of
Management did a study on thirteen
hundred and sixty two vice-presidents
men in women who were aspiring to the
president’s chair their average income
was two hundred and fifteen thousand
dollars they spent an average of fifteen
years working for the company and the
most lucrative them those who had the
highest paying of all the jobs had had
two or fewer jobs in their lifetime they
were loyal to their customers
eighty-seven percent of them were still
married to their one and only fate
ninety two percent of them were raised
by two-parent families but the story has
even lower
they said they considered integrity the
most important characteristic in their
success arsenal one hundred percent of
them said hard work was absolutely
necessary eighty nine percent of them
had two three four or more children
seventy-one percent of them also said
that a bad more time they’re spending
with their wives fifty percent said with
more time they would spend it with their
children incidentally the average one
worked a little over fifty hours each
week so they’re not working those 80 and
90 hours a week that a lot of people
might think they are and they’re living
a balanced life eighty-nine percent of
them also were either Catholic Jewish
are Protestant and their faith
apparently had some meaning to them US
News and World Report did a study of the
millionaires in America they’re now one
billions of them they said the typical
millionaire has gotten that way because
these earned his money or her money over
a period of twenty to thirty years they
do worry about fishing
a week they’re still married to their
high school our College regards in other
words the family is intact incidentally
a couple of other little things you’ll
be intrigued about this they discovered
that less than 1% less than 1% and the
implication was it was considerably less
than 1% of all of the millionaires in
America earned their money in music
radio television the movies and all
athletic endeavors combined considerably
less than 1% intriguing isn’t it
also they discover they’re far more
sales people who are millionaires and
doctors and me being our salesmen I kind
of related to that one I thought it was
neat now what does all of these studies
really say B studies say that if we can
build that relationship with those we
love now your family might simply be
mother and daughter it might be father
and son it might be a husband and wife
it might be brother and sister but you
know who you’re close to
the better you get along with the ones
you love the more likely you are to be
successful in whatever else it is you do
now one of these steps involved let’s do
a very quick review of them those eight
steps number one we decided we would not
judge the day by the weather
number two we learn to look for the good
in every situation in every person
number three we would greet people
properly whether it was on the telephone
or in person
number four we would identify the go
lights of life for what they really are
number five we would take care of our
physical body number 6 we would daily
feed our mind with a good in the clean
and the pure and the powerful and the
positive and number seven we would take
time to be quiet to recharge our
batteries and number eight we would
spend
time with those we love and let me give
you a little warning when you start
doing the things we’re talking about
when you start talking about go lights
and warms and strong ends when you start
talking about super good but I’ll get
better when you start talking about
outstanding but I’m improving there will
be some who will criticize you you can
count on it well let me tell you this at
the beginning of time
nobody has ever erected a statue through
a creek so obviously they’re not held in
such high esteem I might also want you
that there are some people who will
laugh at you but let me remind you that
the living world life but the big world
gathered on the banks of the Hudson when
Robert Fulton went steaming by the
little world life but the big world was
at Kitty Hawk when the Wright brothers
made the historic flight the little
world left but the big world was tune in
when Alexander Graham Bell made that
phone call that opened the lines of
communication which are so important
today the little world might life is you
set out on your objective but let me
point this down the big world is going
to be right there at the finish line
cheering you across let me also
emphasize that what you get by reaching
the destinations you said in life what
you get is not nearly so important as
what you will become by reaching your
destination you say you’ll become the
winner you will
to be by these ideas do these things
take these steps follow these procedures
because if you do I can close by saying
do these things and I definitely will
see you and yes I do see you
[Music]
[Music]
this has been a presentation of Simon &
Schuster audio you know what positive
thinking they’ll do positive thinking
will let you use your ability and I’m
here to tell you that is all you really
need positive thinking won’t let you do
anything but it will let you do
everything better than negative thinking
will will you buy that idea does that
make sense to you okay it lets you use
your ability see that’s what we want to
communicate with you in this
presentation now Jay Alan Peterson and
his beautiful book the myth of the green
and grace points out that according to
one computer study over 90% of the input
in our minds on a daily basis is of a
negative nature said hemstead or in his
book points out that the average
eighteen year old American has been told
148 thousand times no or you can’t do it
but I talked about demotivation and
negative input and so forth let me share
with you just some of the things that
maybe you’ve heard an overweight person
sits down at the table and what I say
earlier turns to fat a parrot sends a
child off to school is then I don’t you
get run over I mean you know that’s
about as negative a statement as you can
get you see our terminology it’s all
foul that we wake up in the morning with
aid of an electronic rooster and what is
the average person called that
electronic rooster you tell me alarm
clock but you see they sound the alarm
when the building catches on fire that
scares people
they sell the alarm on the bank’s being
robbed that scares people if you wake up
to an alarm that scared people no wonder
they’re negative it’s an opportunity
clock what you think about it if you can
hear it that means you’ve got an
opportunity to get up and go if you came
here that might mean you don’t got up
and gone you think about it it really is
an opportunity clock how negative always
they bring out a loaf of bread and what
do they call the first slice I mean the
first slice on the local bread tell me
the hell are they in that crazy never
saw a loaf of bread in my life it didn’t
have two beginnings I mean we really
need to explore that what I want to do
is we want to look at a formula and this
formula is a very significant one
William James the father of American
psychology the man who really wrote the
original books is from Harvard says that
if you want to change your life you’ve
got to do it immediately and you’ve got
to do it
flamboyantly I want to emphasize as I
get involved in this during these next
few minutes the chances are enormous
that you are going to be making some
decisions and they will be good
decisions but they also will be
emotional decisions kind of like a New
Year’s resolution which some people
break the very next day decisions are
easy to make business people make
hundreds of them virtually every day of
their life now if that decision is going
to mean anything it’s got to be
reinforced over and over and over and
it’s got to be done enthusiastically now
that’s reinforced often enough and
enthusiastically love then the decision
becomes a commitment now once you made a
commitment to this
thing in your life ladies and gentlemen
the venue will seek the training you
will demand of the training that will
enable you to utilize and reach the
commitment which you made now training
is what makes behavioral changes in your
life if the training is good that means
you will develop winning habits ladies
and gentlemen all you’ve got to do is
practice winning habits long enough and
you yourself will become a winner you
see we were born to win I believe that
with all my heart and soul we were born
to win the unfortunate truth is many
people have been conditioned to lose so
as we look at this formula as I share
these steps with you I want to really
encourage you to listen carefully this
first time but also repeat it over and
over until it becomes a part of you
[Music]
to break a bad habit smoking drinking
habitual lateness being overweight
whatever the first and most important
thing you must do is decide that you
really want to change that is a decision
you and only you can make without this
motivation no person or procedure will
have any significant impact on your
behavior you must decide that you want
to take control of your life that you
want to be free that you want to do
things with your life instead of having
things done to your life secondly if you
need to get help
interestingly enough many people quit
their bad habits in the same way they
acquired them by associating with people
who share their goals Alcoholics
Anonymous gamblers anonymous Overeaters
Anonymous literally hundreds of
self-help organizations provide just
this sort of positive association and
support for people with problems thirdly
try substitution there is really no such
thing as eliminating a habit you simply
substitute a good one or a bad one
the psychologists say that it’s
important to have a new activity or
habit to fill the void when you start
shedding old habits in place of eating
you might try jogging instead of
drinking you might try talking in place
of smoking substitute writing in other
words don’t be unwise in your habits but
rather aspire to maturity and wisdom and
keep your mind well and emotions focus
on positive ideas step number four use
the psychological technique of imaging
of visualizing yourself as free of that
destructive habit picture yourself as
doing something else something positive
something winning and the final
suggestion once you decide to grab hold
of a new habit you will need for a while
to force yourself ho
real tight – hold on to it for all
you’re worth
eventually it will get easier and even
become fun but at first to make it stick
– turn it into a real good habit you’ve
got to make yourself do it for at least
21 consecutive days do it for 21
consecutive days in a row and you’ll
have a real good shot
at beginning to live a different kind of
life you might just become a happier
more motivated excited and enthusiastic
person
[Music]
step number one is never judge the day
by the weather now that sound like a
very simple thing but suppose the
weather is miserable does that mean
you’re going to decide to have a
miserable day that doesn’t make any
sense does it and yet ever a lot of
times when I’m talking with people I’ll
say how you do it
well they’ll say you know those weather
what can you expect as if the weather
was the only factor I’ll never forget
when my beautiful middle daughter was
born dreary bitterly cold cloudy
overcast snowy day oh it was an ugly day
but do you think when I looked at that
beautiful daughter of mine but I had any
concern about the weather out there step
number two you need to learn to look for
the good in other things and in other
people that’s very very important Forbes
magazine had a most intriguing article
they were talking about successful
entrepreneurs and in this article they
put at that an incredibly high
percentage of those entrepreneurs make
their money in a new location and the
new location did not matter whether it
was north south east or west it did not
matter whether it was rural or urban but
they invariably are oftentimes I should
say made their money in a new location
and why is that very simple when they go
into new town they are the new area
they’re not familiar with the
bureaucracy they’re not familiar with
the problems they don’t know the things
which cannot be done they go in with
extraordinarily high expectations and
expectations in life ladies and
gentlemen are so important you see
you’re going to find what you are
looking for we have a seminar in Dallas
which people attend from all over the
world we try to get the corporations and
other people to send husbands and wives
together because our research indicates
that if
team functions together they both will
do better in whatever it is they do it’s
one communist intended for couples we
have a little process whereby we
separate the people into little groups
through one section of where we got
about eight or ten people another where
we got about 20 people and then we have
the general get together a three times a
day well then the individual groups they
do a lot of role-playing and
participation they’re very busy and
every time an individual says or does
anything the other members of the other
group write them a little note that says
I like Gene Smith because and then they
use some specific observable behavior
that they like about it at the end of
the three days each one there will have
from one to as many as 200 of those
little slips you talking about
motivators people get excited about well
these four couples really got turned on
and we finished at about 8:30 that
evening they went out the first night to
a very late dinner at one of Dallas’s
finest restaurants they hit the jackpot
with a waiter he had been there over 20
years been a waiter over 25 years he was
professional in every way he was there
when he was needed but he did not join
the party he was friendly but he was not
familiar at every need that he was there
he was really great there was a lot of
interchange they got his name when they
left because he had contributed so much
to the enjoyment of the evening they
left him a 25% tip which is significant
in a very expensive restaurant also each
one of them wrote him one of those
little slips of paper I like because
they walked out the front door they got
about a hundred feet when they heard his
voice from the rear said wait a minute
folks wait a minute and it was the
waiter running up to them he was waving
those eight slips of paper
he said to him you know I’ve been a
waiter over 25 years I’ve been here over
20 years and then he broke down and they
said he could not tell it for what
seemed like forever it probably was no
more than a minute he finally regained
his composure and he said you know this
is the nicest thing that has happened to
me in 25 years as a waiter he said I’ll
never forget tonight and he turned and
walked away
Kevin Robert says that there are over
three billion people on the face of this
earth who go to bed hungry every night
but he says they have four billion
people on the face of this earth who go
to bed hungry every night for some
sincere honest appreciation a compliment
if you will the waiter story has two
bottom lines bottom line number one
wouldn’t you love to have been at the
next table that waiter serve don’t you
know they got the best service anybody
has ever gotten in a restaurant since
restaurants opened to serve the public
but the real bottom line and the real
reason I tell the story is this the
waiter said is an occasion he had never
forget the most important event of his
25-year career as a waiter his benefits
are enormous but as great as they were
every last one of the
received an even greater it’s absolutely
true folks you can have everything in
life you want if you will just help
enough other people get what they want
step number three if you want to build a
winning attitude you need to know how to
greet people properly in person and on
the telephone if you ever notice that
most people absolutely don’t even know
how to answer the telephone I challenge
you two of you get together look up ten
numbers separately in the elevators and
swap numbers I’ll guarantee you you will
be unable to identify more than three of
the companies you call based on the way
they answer the telephone they snatch
the phone off the hook as if it were
then proven what do you mean Allah’s no
Rowan by your good one order company and
you have no more ideas than a goat who
you go when I laid after the telephone
she says good morning and you know it is
not a recording that you’ve got when she
makes a motivational speech not as long
as the ones I make but she makes a
motivational speech she says it’s a
great day and people often say sacred it
always a great day it sure is that if
you don’t believe it you just cry
missing one of its a great day and then
then she identifies the name of the
company now when I’m at home and I
stress this is when I’m at home I
frequently answer the telephone singing
oh good morning to you
now be the first admit sometimes there’s
a long pause nice thing about other
little data if you don’t speak up on
we’re going to hang up and many times
they’ll say there’s nothing wherever you
want do you want man you sure do feel
good today
I say yes many years ago I decided I was
going to feel good today
now when you greet people first ever
notice how people greet each other hang
tight I do this how you doing fine so
far how you doing good since it’s a day
how you done okay since I get off in 22
minutes and don’t you love it when
nothing pulls himself up to the full
height and say well under the second C I
mean it makes you wonder what they’re
doing under there in the first place
does it now instead of that old
razzamatazz when you agree somebody and
incidentally you need to initiate the
action I jog almost always between 5 and
8 o’clock in the evening I love to jog
that time of day and when I jog every
time I meet somebody I always give them
the same greeting good morning and in
85% of the cases by actual count we
always respond either all the way with
good morning or they’ll get part of it
out good it’s not morning man it’s
evening I made this talk the other night
in Dallas at about 8:30 in the evening
by the time we left the motel it was
9:45 I stepped on the elevator there was
a fella on it I said good morning he
said good morning now what am I saying
with this I’m saying that people respond
in kind
and if you want to set the tone and the
page not only in your own life but in
your family and also in your company
this is something you can really do now
when somebody says to you how you doing
instead let old- baloney why don’t you
just tell them the truth
get yourself a three by five card and on
one side right outstanding but I’m
improving on the other side right super
good but I’ll get better and then when
somebody says how you doing you whip out
that card
you say upstanding but I’m improving and
I’ll guarantee you’ll never feel sillier
in your life as a matter of fact you
won’t even be able to finish it you’ll
be laughing on the way and the other
person will too
I will guarantee if you’ll do this for
three weeks you will be shocked at what
happens to you as a result of it
three people properly super good but
I’ll get better or outstanding but I am
improving now a lot of times people say
well they do ever have any interesting
experiences were this kind of an
approach yes you do never will forget
several years ago on a brutally hot day
in Dallas I had a unique one in the
cafeteria and I mean qualify this by
saying that when my youngest daughter
was 16 years old the only jobs you could
get was in the cafeteria line cafeterias
are very big in the southeast in the
southwest and I never realized just what
a terrific little tough job they have on
those serving lines when I watched my
daughter I immediately made a decision I
decided to never again would I ever go
down a cafeteria line again without
enthusiastically greeting every person
there and giving them some word of hope
and encouragement if possible but I’ll
never forget that hot day oh it was rude
we went in slightly after one a buddy of
mine and I did 98% of their business is
done between the 11:45 and 1:50 there’s
only one other person in the line and he
was in front of us and he apparently was
from the same school I’m from because he
was saying good things to everybody and
he done good until he got to the meat
department then he said something about
the weather now you got to understand
some people Swit and some people
perspire the lady cutting the roast beef
was sweating and when that fella said
something about the day she reached up
she wiped her forehead and she swung the
dirt on the floor and she
yes it has been one of those days I God
understands he wasn’t talking to me but
he’s talking about the only day we got
and he’s talking in my town and I’ve got
a reputation at City I cannot sit idly
by and let a comment like that be made
right there in Dallas Texas and may not
have something to say about it so I put
my big nose in I said yes it’s
absolutely magnificent isn’t it she
looked at me with the coldest most
calculating highs and I’ve ever seen in
my life and she said you have been out
in the Sun too long I said no ma’am I’ve
just gotten back from overseas and I
have seen children without any clothes
to wear and I’ve seen grown men and
women without any food to eat I’ve seen
sanitary conditions which would turn
your stomach to an incredible degree
I’ve seen poverty beyond your wildest
imagination and I look at you and you’re
young and you’re pretty you’re healthy
and you’re working and I know that if
you really buy in to the American free
enterprise system and give this job
which you’ve got absolutely everything
you’ve got I know that you can move
right up in this company because I’m
familiar with this company and I know
that someday you can manage this
restaurant are another one like it and
who knows if you really buy into the
American dream but what someday some
investors might look at you and decide
they wanted you to become a part owner
in the enterprise personally I thought
it was a magnificent off-the-cuff
impromptu speech and I knew that she was
grateful for it I knew where she was
especially grateful for the vibe that I
had taken my valuable time and given her
these priceless insights which were
going to make a difference in her life
and I knew she wanted to thank me for
doing it but for fear she might have
missed her cues I decided to give her a
little ledian
I said now you feel lost better don’t
you
she looked at me with even more
disgusting so you are safe
[Music]
well you win some you lose some and
summer rained out you know well I got
the rest of my food and went on down the
end of the line my buddy and I and we
sat down we’re having our lunch and we
ran out of tea and a lady she had to
have been 65 years old she might have
been 70 or 75 came by to serve the tea
with a sparkle in her eyes like any
teenager would envy as she came up and
Alfred the tea I said well how’d you do
it she did little half to step backwards
and she said honey if it is any better I
think the deck was I said why don’t you
go tell those ladies on the serving line
there is that although she said if I
fool around with em I’d end up being
just like they are I don’t know where
she learned her psychology but she’s
right on the button
[Music]
when I say it’s important to greet
people enthusiastically I’m really
talking about having the right attitude
being positive and upbeat
having the right mental attitude is one
thing most professionals agree on
because it is the main reason for the
success of any project in short your
attitude is more important than your
attitude now here’s where you come in
you can alter your life by altering your
attitude you are not stuck with attitude
you have good better and different your
attitude and be changes so how do you
get up when you’re down
well first you recognize when you are
down ask yourself do I feel really down
do I resist change
am i negative when others are trying to
be positive and I’ll put down artist
would I rather say no than yes second
understand that there are seldom if ever
any hopeless situations only people who
lose hope in the face of some situations
third know that the condition is
temporary and can be changed fourth you
schedule your downtime set a time limit
on how long you plan to stay down a
couple of hours for minor things maybe a
few days even a week for the bigger
disappointments in life
in any case know which day will be your
get up and go up day and get up and go
and fifth try this new muscle on for
size go with the flow when your boss
tells you to do something do it with
style and with a smile instead of making
excuses when a friend compliments you
just smile and say thank you
instead of putting yourself down
remember attitude like the flu is
catching them so make certain that yours
is worth catching it if you wanted the
flu you would visit someone who had the
flu to catch the right mental attitude
you must go where it exists so begin by
associating with positive in
getting people and avoid the naysayers
and before long when someone asks you
how you are you’ll respond in a positive
and enthusiastic manner
[Music]
step number four is you need to
establish some symbols
it seems that on every street corner in
every city I go in there are some
symbols some people call them red lights
some people call them stop lights some
people call them traffic lights and in
reality they’ve all this main them they
are go life ladies and gentlemen and
they’re put there for the express
purpose of making traffic go the average
person spends 27 hours a year in front
of those lights waiting on the right
color to come along let me ask you a
question have you ever been sitting
there waiting on the right color to come
along you’re all excited you’re all in
food you’re all motivated you’re
listening to the executives and as you
sit there you look out the side of your
eye and you can’t believe it here sits a
dude over there and he’s waiting on the
right color to come along too he’s got a
good firm grip on that steering wheel I
mean you didn’t want that car to go
anywhere and he’s talking to that light
up there you know and you watching one
minute you can’t believe it he’s got his
foot on the accelerator
he’s right to the engine to change that
kind of a life how many of you’ve
actually seen some dodo get that racing
car motor trying to change the code of
the life in the zoone your hands how
folks I hate to be near you this matter
of fact I won’t be negative I feel that
little boy came home from school one day
and said that I’m afraid I flunk that
ribbon success the dad says son that’s
negative be positive he said that I’m
positive I plunge my rubber to tears
I don’t care how much you race that car
motor it’s not going to change the color
the light now let me emphasize the point
those of you who thought it might be a
little juvenile a minute ago order you
to say super good but I’ll get better or
outstanding but I’m improving
if you think that’s juvenile what do you
think it is to sit down to race the car
you just trying to change the colors of
life good friend of mine burned illogic
Winnipeg Canada most positive man on the
face of this reside
I know he used Bernie’s no positives
never had a coat every once in a while
he has a woman Bernie is so fun anyone
even talk about the weekend he calls it
the strong end and you get out wait a
minute Ziegler
go light warm strong it is all of that
necessary now you can be videos too with
us Media who’s that dude thinking scuse
me let me knows I’m president my own
company mediocre doesn’t know I’m worth
over five million dollars mediocre
doesn’t he know that I was number one in
the whole region last year and the year
before
mediocre doesn’t he know that I’ve got
my PhD
well bullet for you I still say mediocre
you see success is not measured by how
you do compared to what somebody else
does so you might have ten times the
ability success is measured by how you
do compared to what you could have done
with the ability which you have you see
what I’m talking about is for you to be
number one
oh I don’t believe everybody can be the
biggest and the fastest and the
strongest and the smartest but I believe
you are number one when you get up in
the morning and say today I’m going to
give it my best shot
I believe you’re number one when at the
end of the day you can honestly look in
that mirror and say today I gave it my
best shot
I saw anybody can ask of you and you
know what with the ability you have and
the attitude you’re developing your best
shot is all that is required you’ll be
number one step number four establish
those symbols the next time somebody
asks you how to get from here to there
don’t say go down to the second
stoplight and turn right instead write
yourself a little note for the first few
weeks I put it on the dash of your car
remember there go lights and then when
somebody asks you for directions you
will be ready you say you go down to the
first goal light
and you can’t say go light with a
straight face if your life depended on
and you know what your gran from ear to
ear the mind is an associating machine
and I’ll guarantee you you’ll get
results step number five to build a
winning attitude to be up 90% of the
time and on when you need to be of this
one begins with a question is there
anybody here who has a thoroughbred
horse worth in excess of a million
dollars okay if you did have a
thoroughbred horse where it’s over a
million dollars would you keep him up
half the night let him drink coffee and
booze and smoke cigarettes and eat junk
food what about a ten dollar doll five
dollar cat you know actually you treat a
five dollar can better than you do a
billion dollar body and if you had a
million dollar thoroughbred you how the
best trainer in the country you would
hire a dietitian of a certain his food
was exactly right you have the best
facilities you’d have an air-conditioned
barn in the summertime Tennessee may
need one in the wintertime from million
dollars best book but here’s this
billion dollar body tip number five
really boils down to the fact that we
need to take care of our Hill how to do
that there’s some very simple things to
do you need to get a reasonable amount
of sleep
at the forest center the number one drug
authority in the country nothing is
there consultant for the National
Football League is a consultant for
Texaco is a consultant for Abbott
Laboratories the Justice Department the
Los Angeles Dodgers has the largest
research staff of anybody in the country
dr. Tennant says that you need a certain
amount of sleep at the month because
sleep is the only function which permits
the brain to replace certain chemicals
use the body and a lot of people who
have difficulty in life can be traced
directly to the fact that they’ve upset
that balance by not getting enough sleep
and by putting those chemicals into
their system which destroys that you
need a certain amount of sleep number
two you need eat a well-balanced diet
number three you need to get on an
exercise program I’ll just point out
that I got on an exercise program 15
years ago I’m going to brag just for one
second in January Fields 1987 I went to
the Cooper clinic in Dallas for my
physical I go every 18 months while
there I stayed on the treadmill longer
than any active player in the National
Football League who’s been tested and
lots of them have been tested I’m 60
years old I have a resting heart rate of
41 I can do things today I never could
have dreamed of doing when I was 25
years old when I got on this program 15
years ago the first day I ran a block
I’m here to tell you that a good
exercise program will make a dramatic
difference in your life if you’re over
30 or over 30 pounds overweight
yet medical advice before you get
started be sensible about it do not try
to be a weekend hero and end up in
serious trouble take care of yourself
but do what is necessary to get in shape
physical
a lot of people say well they gotta know
you’re terribly busy when do you have
time to run well I am so busy I don’t
have time not to run that’s a literal
truth you see when you exercise you
activate the pituitary gland the
pituitary gland floods the system with
endorphins endorphins are over 200 times
more powerful than morphine and the
result is you end up on a natural
chemical high and for the next two to
five hours you’re far more productive
far more creative far more energetic I
invest that few minutes and running and
get back hours as a result of it take
time to get in shape you need to avoid
this poison I’m talking first of all
about smoking cigarettes every time you
smoke a cigarette you have just decided
to die 14 minutes earlier than you
otherwise would have died 17 and
two-tenths percent of all the deaths in
America are attributed directly to
smoking cigarettes keep that poison
attea sister
booze every time you take a dream it
damages and destroys brain cells we now
know that expectant mothers even if they
drink very very very very moderately
during pregnancy it has an impact step
number five ladies and gentlemen you
need to take care of your health
[Music]
[Music]
well I got to look at you folks and say
no motivation is not permanent but then
neither is bathing but that doesn’t mean
I don’t approve of bathing as a matter
of fact I strongly encourage it eating
is not permanent unless you don’t eat
and then pretty soon your condition will
be permanent no motivation is not
permanent for the simple reason that
we’ve got the motivation which takes
place every day of our lives there’s
more confusion about motivation and
positive thinking than just about
anything that I have ever encountered I
believe in this presentation though
we’re going to be able to clarify much
of that for your benefit and more
importantly share with you how you can
keep the motivation and the positive
thinking going positive thinking won’t
let you do anything I get so annoyed
when I hear some people enthusiastically
stand up and say man what positive
thinking you can just do anything just
believe it in man think about it
positive enough you can do it I believe
that’s ridiculous see I’m 60 years old I
don’t care how positive I got I could
not fill a box of chances I don’t care a
positive I got I could not play football
in the NFL or the basketball in the NBA
I don’t care how positive I got I
couldn’t perform major surgery on you
and have you lived not that I give you a
lecture on nuclear physics positive
thinking won’t let you do anything
but it will let you do it really better
than negative thinking we all know now I
know that for most busy people getting
regular exercise is about as easy as
climbing Mount Kilimanjaro but it can be
done you’ve just got to he’ll the plan
you’ve got to set some goals because
it’s just as difficult to reach the
destination you don’t have as it is to
come back from a place you’ve never been
unless you have definite response
clearly define the goals you will not
realize the maximum potential that lies
within you and this applies to every
aspect of your life not just exercise
now here’s some steps you can take
towards that end first identify your
goals and next set a deadline for
reaching them make a list of obstacles
you have to overcome to reach your goals
identify the people who can help you
overcome those obstacles and make a list
of skills you have and those you need to
achieve your goal and then develop a
plan now a word about goals themselves
there are seven different kinds of goals
they’re physical financial spiritual
career family mental and social and
these seven types of goals share several
characteristics first to be effective
they must affect change we must have
some big goals because freaking big
creates the excitement necessary for
accomplishment second you must have some
long-range goals so that short-range
frustrations don’t stop you in your
tracks
occasionally circumstances do arise that
are beyond your control and often times
obstacles such as market changes
sickness accidents are family problems
can be pretty intimidating but by
keeping your eye on the prize you will
find that the excitement of winning that
prai’s will carry you through the tough
times third if you don’t have daily
objectives you qualify as a dreamer and
not as a doer dreamers are fine provided
they build foundations under their
dreams by working daily towards them
often the difference between the grades
and the near-great is the awareness then
making it big means working every day
towards our long-range objectives and
for your goals must be specific not
vague or general if you want to do home
for example know every detail of that
house how many square feet number of
rooms and bathrooms the shape of the
living room the type and kind of lot its
location if it’s a car you are dreaming
about pictures of make the model the
color and every option you want it to
have you see if you want to reach your
goal you must see it be able to smell to
touch and to taste it know how it looks
and what it feels like in your own mind
before you can reach that goal you see
it is true that whether you think you
can or think you can you are generally
right
[Music]
step number six you need to feed your
mind with a good to clean the pure of
the powerful and the positive let me ask
you question if I were to come into your
living room one day with a pail of
garbage and dump it on your living room
floor what do you think you do I bet I
can answer the question you would either
get your gun and say to me now Ziggler
I’ll bet you can clean that up or you
get on the telephone and you’d call the
police are you and with me as long as I
was there those are things he would
probably do I mean and then for months
you’d be talking about this crazy guy
came in my home dumped garbage on the
floor all this shot if as a matter of
fact I wish I had but we could clean the
garbage hook off your living room floor
and what about the garbage that we dump
in our mind every single day Einstein
said that it takes the leaven correct
inputs to overcome one incorrect input
and a lot of the things which go in our
lines and in our children’s minds is not
a thing in the world with your garbage I
would ask you to do this evaluate what
you read and what you evaluate it is
this life will this really help me to
accomplish my objectives in life or is
this going to be a deterrent to me
accomplishing my objectives in life
remember you are what you are and where
you are because of what’s going into
your mind and you can change what you
are you can change where you are by
changing what goes into your mind now as
you probably suspect I’m an absolute
enthusiast about the cassette recorder I
believe it’s the most fascinating
educational tool that we have in our
country I was a visiting scholar for the
University of Southern California for
two years one of the things they
discovered was that if you live in a
metropolitan area and drive 12,000 miles
a year with that in three years time you
can acquire the equivalent of two years
of college education
you can learn virtually anything you
want to know about finances foreign
languages the Bible how to set goals how
to close sales how to plan your life you
can learn so many things while you’re
there in your car feed your mind second
thing I would encourage you to do is
start reading something good every day
as you know if you read 20 minutes a day
and you’re an average reader that at the
end of the year you will have read 20
200 page books and that the average
American only reads one good book a year
thank you what an advantage that will
give you over the competition in
whatever field you’re in now who does
these things where Mary Kay – if Mary
Kay Cosmetics told me that she would
never get in a car without a cassette
that she could listen to while she was
going somewhere
HL hunt worth three billion dollars that
is death listen to cassette recordings
until after he was 80 years old Wallace
Johnson one of the cofounders of Holiday
Inns international over 80 years old
tells me he listens every day and reads
at least two good books every month Alan
bean one of the astronauts who walked on
the moon told me that the astronauts on
their way to the moon and back and
please understand these people have the
best self images the most clearly design
goes the most positive mental attitude
they’re the most confident competent
people as a group maybe that country is
but these people were listening to
motivational recordings on their way to
the moon and back what a delight it is
for me to be able to say some of the
recordings they were listening to we’re
family
you need to feed your mind a lot of
times people say yeah you know when I’m
down in the dumps just a little bit I
really enjoy listening because it gives
me a lift
well I’m glad to hear that but let me
give you the most surprising news maybe
you’ve ever heard it’s good to listen
when you’re down but folks the ideal
time to listen is when you’re sky-high
let me tell you one when you’re down
sometimes you grab it strolls sometimes
you grab the wrong straw
also a lot of times and here’s the real
benefit to lifting it triggers your
imagination stirs up all of the stored
information which you already have in
your mind and a lot of the good ideas
then come forward but if you’re too down
to accept them when you turn away the
very best ideas of all listen when
you’re up and then with those endorphins
popping and they do pop as a result of
listening to good motivational
recordings when you listen in and new
ideas pop in your mind it generate even
more insight here’s what we discussed
you need to listen
at least to get the complete message
that dream I say listen to this over 16
times because you would get all of it is
it will become a part of you let me say
it again
you probably have been in the process of
making decisions right now
as you listen you will make those
decisions but if you listen over and
over the decision changes to commitment
and once you made the commitment then
you will seek the training which will
make the difference because that means
behavior changes and when you change
behavior then you start developing
winning habits and that’s what this is
really all about step number seven if
you want to build a winning attitude you
need to take time and this is probably
going to surprise you based on what
you’ve heard me say so far but you need
to take time to be quiet you know the
average American sleeps 30 minutes too
late every day and when that opportunity
clock does sound off they hit the floor
I mean in a dead run it’s cute pass the
Kitty’s room on the way to the kitchen
they bang on the door and they say get
up kids we got to go to school and I
don’t have to tell you again we were
late yesterday morning don’t want it
happen again and it’s going on back to
the kitchen they plug in the coffee
making the toaster and on the way back
by the kids room they bang again now
what I said I’m not gonna have to tell
you again they scoot in they get dressed
real fast you know they shave and apply
their makeup and by then the kids rub
they rustle them into the spin and they
ascend a bowl of steel in front up and
turn the television set on earning their
mind and their body all at the same time
they gulp their breakfast down their hop
in a car and woo be to that person who
dares to pull in on them when they’ve
got the traffic jump on them I mean it
will be too bad for them
if they do they hustle down they drop
the kids out there rushing down of their
work and their busy busy all day and in
the evening they come home and repeat
that process and by the time they get
ready for bed afterwards and three and a
half hours of television the
are you know what we need to do folks we
need to take time and be quiet you need
to do it at least four or five times a
week a lot of people say well I got
keeps talking about time for this in
time that I don’t have time for all of
these things let me tell you how you can
create an extra three hours every day of
your life you get your TV Guide out on
Sunday afternoon and look at the shows
that you really want to see that we over
70% of all the time spent watching
television you’re watching things you
have no interest in watching let me
encourage you to do this take a slow
lazy drifting absolutely meaningless
walk just almost go to sleep on the wall
not an exercise walk you need to do
those two but a very quiet one pick out
a place in your home where you can be
absolutely quiet on occasion if you have
to get up thirty minutes earlier that’s
wonderful I don’t know why but I seem to
wake up earlier in the winter months
than I do in the summer months and when
I get up it’s pitch dark I have a nice
little office I go in there and I turn
on the guest log and I sit there and
every time I do that
without exception I have the most
exciting day of my life
I simply run through my mind of things
I’m going to be doing as you plan the
day as you think of all the things we’ve
got to be excited about it really does
reduce your
and it gets you excited about the day
now let me tell you something this is
going to be one of the toughest things
you’ll ever do when you spit down sand
well I’ve understand perfectly quiet for
20 or even 30 minutes you will think of
2868 reasons or things that you’ve got
to do you kind of decide to I raised the
window our Lord do I turn the heat up or
down do I get the air conditioner off or
do I turn it more for bed do I really
need to go to the bathroom and we’re
going to get me a cup of coffee what is
that noise against that oh maybe I
better check up on that resist the
temptation spend a few minutes in quiet
reflective thought it does make a
difference
take time to be quiet step number eight
take time for those you love dr. herb
true professor at Notre Dame outstanding
speaker good friend of mine suggested
this which I really think is so valid
frequently every two or three months you
should close your eyes and visualize
that everybody whom you love really
loved were suddenly completely totally
and forever taken out of your life then
ask yourself the question what would you
regret thee would you really regret that
you’re not picked up the telephone and
called that distant cousin or even a
brother or sister or a mother a father
or a son and a daughter would it be
really a heartbreaking experience
because you had not called and said you
know I’m really sorry that we had the
problem I don’t know whether it was your
fault or my fault but let’s get together
and solve the problem take time for
those you love spend time with each
other those of you who are married spend
time as husband and wife just enjoying
each other communicating with each other
getting acquainted with each other
earlier I said all of the studies
revealed that if there is that close
relationship
the
success is more likely to come your way
corn very international an executive
search firm in New York City in
conjunction with the UCLA School of
Management did a study on thirteen
hundred and sixty two vice-presidents
men in women who were aspiring to the
president’s chair their average income
was two hundred and fifteen thousand
dollars they spent an average of fifteen
years working for the company and the
most lucrative them those who had the
highest paying of all the jobs had had
two or fewer jobs in their lifetime they
were loyal to their customers
eighty-seven percent of them were still
married to their one and only fate
ninety two percent of them were raised
by two-parent families but the story has
even lower
they said they considered integrity the
most important characteristic in their
success arsenal one hundred percent of
them said hard work was absolutely
necessary eighty nine percent of them
had two three four or more children
seventy-one percent of them also said
that a bad more time they’re spending
with their wives fifty percent said with
more time they would spend it with their
children incidentally the average one
worked a little over fifty hours each
week so they’re not working those 80 and
90 hours a week that a lot of people
might think they are and they’re living
a balanced life eighty-nine percent of
them also were either Catholic Jewish
are Protestant and their faith
apparently had some meaning to them US
News and World Report did a study of the
millionaires in America they’re now one
billions of them they said the typical
millionaire has gotten that way because
these earned his money or her money over
a period of twenty to thirty years they
do worry about fishing
a week they’re still married to their
high school our College regards in other
words the family is intact incidentally
a couple of other little things you’ll
be intrigued about this they discovered
that less than 1% less than 1% and the
implication was it was considerably less
than 1% of all of the millionaires in
America earned their money in music
radio television the movies and all
athletic endeavors combined considerably
less than 1% intriguing isn’t it
also they discover they’re far more
sales people who are millionaires and
doctors and me being our salesmen I kind
of related to that one I thought it was
neat now what does all of these studies
really say B studies say that if we can
build that relationship with those we
love now your family might simply be
mother and daughter it might be father
and son it might be a husband and wife
it might be brother and sister but you
know who you’re close to
the better you get along with the ones
you love the more likely you are to be
successful in whatever else it is you do
now one of these steps involved let’s do
a very quick review of them those eight
steps number one we decided we would not
judge the day by the weather
number two we learn to look for the good
in every situation in every person
number three we would greet people
properly whether it was on the telephone
or in person
number four we would identify the go
lights of life for what they really are
number five we would take care of our
physical body number 6 we would daily
feed our mind with a good in the clean
and the pure and the powerful and the
positive and number seven we would take
time to be quiet to recharge our
batteries and number eight we would
spend
time with those we love and let me give
you a little warning when you start
doing the things we’re talking about
when you start talking about go lights
and warms and strong ends when you start
talking about super good but I’ll get
better when you start talking about
outstanding but I’m improving there will
be some who will criticize you you can
count on it well let me tell you this at
the beginning of time
nobody has ever erected a statue through
a creek so obviously they’re not held in
such high esteem I might also want you
that there are some people who will
laugh at you but let me remind you that
the living world life but the big world
gathered on the banks of the Hudson when
Robert Fulton went steaming by the
little world life but the big world was
at Kitty Hawk when the Wright brothers
made the historic flight the little
world left but the big world was tune in
when Alexander Graham Bell made that
phone call that opened the lines of
communication which are so important
today the little world might life is you
set out on your objective but let me
point this down the big world is going
to be right there at the finish line
cheering you across let me also
emphasize that what you get by reaching
the destinations you said in life what
you get is not nearly so important as
what you will become by reaching your
destination you say you’ll become the
winner you will
to be by these ideas do these things
take these steps follow these procedures
because if you do I can close by saying
do these things and I definitely will
see you and yes I do see you
[Music]
[Music]
this has been a presentation of Simon &
Schuster audio you know what positive
thinking they’ll do positive thinking
will let you use your ability and I’m
here to tell you that is all you really
need positive thinking won’t let you do
anything but it will let you do
everything better than negative thinking
will will you buy that idea does that
make sense to you okay it lets you use
your ability see that’s what we want to
communicate with you in this
presentation now Jay Alan Peterson and
his beautiful book the myth of the green
and grace points out that according to
one computer study over 90% of the input
in our minds on a daily basis is of a
negative nature said hemstead or in his
book points out that the average
eighteen year old American has been told
148 thousand times no or you can’t do it
but I talked about demotivation and
negative input and so forth let me share
with you just some of the things that
maybe you’ve heard an overweight person
sits down at the table and what I say
earlier turns to fat a parrot sends a
child off to school is then I don’t you
get run over I mean you know that’s
about as negative a statement as you can
get you see our terminology it’s all
foul that we wake up in the morning with
aid of an electronic rooster and what is
the average person called that
electronic rooster you tell me alarm
clock but you see they sound the alarm
when the building catches on fire that
scares people
they sell the alarm on the bank’s being
robbed that scares people if you wake up
to an alarm that scared people no wonder
they’re negative it’s an opportunity
clock what you think about it if you can
hear it that means you’ve got an
opportunity to get up and go if you came
here that might mean you don’t got up
and gone you think about it it really is
an opportunity clock how negative always
they bring out a loaf of bread and what
do they call the first slice I mean the
first slice on the local bread tell me
the hell are they in that crazy never
saw a loaf of bread in my life it didn’t
have two beginnings I mean we really
need to explore that what I want to do
is we want to look at a formula and this
formula is a very significant one
William James the father of American
psychology the man who really wrote the
original books is from Harvard says that
if you want to change your life you’ve
got to do it immediately and you’ve got
to do it
flamboyantly I want to emphasize as I
get involved in this during these next
few minutes the chances are enormous
that you are going to be making some
decisions and they will be good
decisions but they also will be
emotional decisions kind of like a New
Year’s resolution which some people
break the very next day decisions are
easy to make business people make
hundreds of them virtually every day of
their life now if that decision is going
to mean anything it’s got to be
reinforced over and over and over and
it’s got to be done enthusiastically now
that’s reinforced often enough and
enthusiastically love then the decision
becomes a commitment now once you made a
commitment to this
thing in your life ladies and gentlemen
the venue will seek the training you
will demand of the training that will
enable you to utilize and reach the
commitment which you made now training
is what makes behavioral changes in your
life if the training is good that means
you will develop winning habits ladies
and gentlemen all you’ve got to do is
practice winning habits long enough and
you yourself will become a winner you
see we were born to win I believe that
with all my heart and soul we were born
to win the unfortunate truth is many
people have been conditioned to lose so
as we look at this formula as I share
these steps with you I want to really
encourage you to listen carefully this
first time but also repeat it over and
over until it becomes a part of you
[Music]
to break a bad habit smoking drinking
habitual lateness being overweight
whatever the first and most important
thing you must do is decide that you
really want to change that is a decision
you and only you can make without this
motivation no person or procedure will
have any significant impact on your
behavior you must decide that you want
to take control of your life that you
want to be free that you want to do
things with your life instead of having
things done to your life secondly if you
need to get help
interestingly enough many people quit
their bad habits in the same way they
acquired them by associating with people
who share their goals Alcoholics
Anonymous gamblers anonymous Overeaters
Anonymous literally hundreds of
self-help organizations provide just
this sort of positive association and
support for people with problems thirdly
try substitution there is really no such
thing as eliminating a habit you simply
substitute a good one or a bad one
the psychologists say that it’s
important to have a new activity or
habit to fill the void when you start
shedding old habits in place of eating
you might try jogging instead of
drinking you might try talking in place
of smoking substitute writing in other
words don’t be unwise in your habits but
rather aspire to maturity and wisdom and
keep your mind well and emotions focus
on positive ideas step number four use
the psychological technique of imaging
of visualizing yourself as free of that
destructive habit picture yourself as
doing something else something positive
something winning and the final
suggestion once you decide to grab hold
of a new habit you will need for a while
to force yourself ho
real tight – hold on to it for all
you’re worth
eventually it will get easier and even
become fun but at first to make it stick
– turn it into a real good habit you’ve
got to make yourself do it for at least
21 consecutive days do it for 21
consecutive days in a row and you’ll
have a real good shot
at beginning to live a different kind of
life you might just become a happier
more motivated excited and enthusiastic
person
[Music]
step number one is never judge the day
by the weather now that sound like a
very simple thing but suppose the
weather is miserable does that mean
you’re going to decide to have a
miserable day that doesn’t make any
sense does it and yet ever a lot of
times when I’m talking with people I’ll
say how you do it
well they’ll say you know those weather
what can you expect as if the weather
was the only factor I’ll never forget
when my beautiful middle daughter was
born dreary bitterly cold cloudy
overcast snowy day oh it was an ugly day
but do you think when I looked at that
beautiful daughter of mine but I had any
concern about the weather out there step
number two you need to learn to look for
the good in other things and in other
people that’s very very important Forbes
magazine had a most intriguing article
they were talking about successful
entrepreneurs and in this article they
put at that an incredibly high
percentage of those entrepreneurs make
their money in a new location and the
new location did not matter whether it
was north south east or west it did not
matter whether it was rural or urban but
they invariably are oftentimes I should
say made their money in a new location
and why is that very simple when they go
into new town they are the new area
they’re not familiar with the
bureaucracy they’re not familiar with
the problems they don’t know the things
which cannot be done they go in with
extraordinarily high expectations and
expectations in life ladies and
gentlemen are so important you see
you’re going to find what you are
looking for we have a seminar in Dallas
which people attend from all over the
world we try to get the corporations and
other people to send husbands and wives
together because our research indicates
that if
team functions together they both will
do better in whatever it is they do it’s
one communist intended for couples we
have a little process whereby we
separate the people into little groups
through one section of where we got
about eight or ten people another where
we got about 20 people and then we have
the general get together a three times a
day well then the individual groups they
do a lot of role-playing and
participation they’re very busy and
every time an individual says or does
anything the other members of the other
group write them a little note that says
I like Gene Smith because and then they
use some specific observable behavior
that they like about it at the end of
the three days each one there will have
from one to as many as 200 of those
little slips you talking about
motivators people get excited about well
these four couples really got turned on
and we finished at about 8:30 that
evening they went out the first night to
a very late dinner at one of Dallas’s
finest restaurants they hit the jackpot
with a waiter he had been there over 20
years been a waiter over 25 years he was
professional in every way he was there
when he was needed but he did not join
the party he was friendly but he was not
familiar at every need that he was there
he was really great there was a lot of
interchange they got his name when they
left because he had contributed so much
to the enjoyment of the evening they
left him a 25% tip which is significant
in a very expensive restaurant also each
one of them wrote him one of those
little slips of paper I like because
they walked out the front door they got
about a hundred feet when they heard his
voice from the rear said wait a minute
folks wait a minute and it was the
waiter running up to them he was waving
those eight slips of paper
he said to him you know I’ve been a
waiter over 25 years I’ve been here over
20 years and then he broke down and they
said he could not tell it for what
seemed like forever it probably was no
more than a minute he finally regained
his composure and he said you know this
is the nicest thing that has happened to
me in 25 years as a waiter he said I’ll
never forget tonight and he turned and
walked away
Kevin Robert says that there are over
three billion people on the face of this
earth who go to bed hungry every night
but he says they have four billion
people on the face of this earth who go
to bed hungry every night for some
sincere honest appreciation a compliment
if you will the waiter story has two
bottom lines bottom line number one
wouldn’t you love to have been at the
next table that waiter serve don’t you
know they got the best service anybody
has ever gotten in a restaurant since
restaurants opened to serve the public
but the real bottom line and the real
reason I tell the story is this the
waiter said is an occasion he had never
forget the most important event of his
25-year career as a waiter his benefits
are enormous but as great as they were
every last one of the
received an even greater it’s absolutely
true folks you can have everything in
life you want if you will just help
enough other people get what they want
step number three if you want to build a
winning attitude you need to know how to
greet people properly in person and on
the telephone if you ever notice that
most people absolutely don’t even know
how to answer the telephone I challenge
you two of you get together look up ten
numbers separately in the elevators and
swap numbers I’ll guarantee you you will
be unable to identify more than three of
the companies you call based on the way
they answer the telephone they snatch
the phone off the hook as if it were
then proven what do you mean Allah’s no
Rowan by your good one order company and
you have no more ideas than a goat who
you go when I laid after the telephone
she says good morning and you know it is
not a recording that you’ve got when she
makes a motivational speech not as long
as the ones I make but she makes a
motivational speech she says it’s a
great day and people often say sacred it
always a great day it sure is that if
you don’t believe it you just cry
missing one of its a great day and then
then she identifies the name of the
company now when I’m at home and I
stress this is when I’m at home I
frequently answer the telephone singing
oh good morning to you
now be the first admit sometimes there’s
a long pause nice thing about other
little data if you don’t speak up on
we’re going to hang up and many times
they’ll say there’s nothing wherever you
want do you want man you sure do feel
good today
I say yes many years ago I decided I was
going to feel good today
now when you greet people first ever
notice how people greet each other hang
tight I do this how you doing fine so
far how you doing good since it’s a day
how you done okay since I get off in 22
minutes and don’t you love it when
nothing pulls himself up to the full
height and say well under the second C I
mean it makes you wonder what they’re
doing under there in the first place
does it now instead of that old
razzamatazz when you agree somebody and
incidentally you need to initiate the
action I jog almost always between 5 and
8 o’clock in the evening I love to jog
that time of day and when I jog every
time I meet somebody I always give them
the same greeting good morning and in
85% of the cases by actual count we
always respond either all the way with
good morning or they’ll get part of it
out good it’s not morning man it’s
evening I made this talk the other night
in Dallas at about 8:30 in the evening
by the time we left the motel it was
9:45 I stepped on the elevator there was
a fella on it I said good morning he
said good morning now what am I saying
with this I’m saying that people respond
in kind
and if you want to set the tone and the
page not only in your own life but in
your family and also in your company
this is something you can really do now
when somebody says to you how you doing
instead let old- baloney why don’t you
just tell them the truth
get yourself a three by five card and on
one side right outstanding but I’m
improving on the other side right super
good but I’ll get better and then when
somebody says how you doing you whip out
that card
you say upstanding but I’m improving and
I’ll guarantee you’ll never feel sillier
in your life as a matter of fact you
won’t even be able to finish it you’ll
be laughing on the way and the other
person will too
I will guarantee if you’ll do this for
three weeks you will be shocked at what
happens to you as a result of it
three people properly super good but
I’ll get better or outstanding but I am
improving now a lot of times people say
well they do ever have any interesting
experiences were this kind of an
approach yes you do never will forget
several years ago on a brutally hot day
in Dallas I had a unique one in the
cafeteria and I mean qualify this by
saying that when my youngest daughter
was 16 years old the only jobs you could
get was in the cafeteria line cafeterias
are very big in the southeast in the
southwest and I never realized just what
a terrific little tough job they have on
those serving lines when I watched my
daughter I immediately made a decision I
decided to never again would I ever go
down a cafeteria line again without
enthusiastically greeting every person
there and giving them some word of hope
and encouragement if possible but I’ll
never forget that hot day oh it was rude
we went in slightly after one a buddy of
mine and I did 98% of their business is
done between the 11:45 and 1:50 there’s
only one other person in the line and he
was in front of us and he apparently was
from the same school I’m from because he
was saying good things to everybody and
he done good until he got to the meat
department then he said something about
the weather now you got to understand
some people Swit and some people
perspire the lady cutting the roast beef
was sweating and when that fella said
something about the day she reached up
she wiped her forehead and she swung the
dirt on the floor and she
yes it has been one of those days I God
understands he wasn’t talking to me but
he’s talking about the only day we got
and he’s talking in my town and I’ve got
a reputation at City I cannot sit idly
by and let a comment like that be made
right there in Dallas Texas and may not
have something to say about it so I put
my big nose in I said yes it’s
absolutely magnificent isn’t it she
looked at me with the coldest most
calculating highs and I’ve ever seen in
my life and she said you have been out
in the Sun too long I said no ma’am I’ve
just gotten back from overseas and I
have seen children without any clothes
to wear and I’ve seen grown men and
women without any food to eat I’ve seen
sanitary conditions which would turn
your stomach to an incredible degree
I’ve seen poverty beyond your wildest
imagination and I look at you and you’re
young and you’re pretty you’re healthy
and you’re working and I know that if
you really buy in to the American free
enterprise system and give this job
which you’ve got absolutely everything
you’ve got I know that you can move
right up in this company because I’m
familiar with this company and I know
that someday you can manage this
restaurant are another one like it and
who knows if you really buy into the
American dream but what someday some
investors might look at you and decide
they wanted you to become a part owner
in the enterprise personally I thought
it was a magnificent off-the-cuff
impromptu speech and I knew that she was
grateful for it I knew where she was
especially grateful for the vibe that I
had taken my valuable time and given her
these priceless insights which were
going to make a difference in her life
and I knew she wanted to thank me for
doing it but for fear she might have
missed her cues I decided to give her a
little ledian
I said now you feel lost better don’t
you
she looked at me with even more
disgusting so you are safe
[Music]
well you win some you lose some and
summer rained out you know well I got
the rest of my food and went on down the
end of the line my buddy and I and we
sat down we’re having our lunch and we
ran out of tea and a lady she had to
have been 65 years old she might have
been 70 or 75 came by to serve the tea
with a sparkle in her eyes like any
teenager would envy as she came up and
Alfred the tea I said well how’d you do
it she did little half to step backwards
and she said honey if it is any better I
think the deck was I said why don’t you
go tell those ladies on the serving line
there is that although she said if I
fool around with em I’d end up being
just like they are I don’t know where
she learned her psychology but she’s
right on the button
[Music]
when I say it’s important to greet
people enthusiastically I’m really
talking about having the right attitude
being positive and upbeat
having the right mental attitude is one
thing most professionals agree on
because it is the main reason for the
success of any project in short your
attitude is more important than your
attitude now here’s where you come in
you can alter your life by altering your
attitude you are not stuck with attitude
you have good better and different your
attitude and be changes so how do you
get up when you’re down
well first you recognize when you are
down ask yourself do I feel really down
do I resist change
am i negative when others are trying to
be positive and I’ll put down artist
would I rather say no than yes second
understand that there are seldom if ever
any hopeless situations only people who
lose hope in the face of some situations
third know that the condition is
temporary and can be changed fourth you
schedule your downtime set a time limit
on how long you plan to stay down a
couple of hours for minor things maybe a
few days even a week for the bigger
disappointments in life
in any case know which day will be your
get up and go up day and get up and go
and fifth try this new muscle on for
size go with the flow when your boss
tells you to do something do it with
style and with a smile instead of making
excuses when a friend compliments you
just smile and say thank you
instead of putting yourself down
remember attitude like the flu is
catching them so make certain that yours
is worth catching it if you wanted the
flu you would visit someone who had the
flu to catch the right mental attitude
you must go where it exists so begin by
associating with positive in
getting people and avoid the naysayers
and before long when someone asks you
how you are you’ll respond in a positive
and enthusiastic manner
[Music]
step number four is you need to
establish some symbols
it seems that on every street corner in
every city I go in there are some
symbols some people call them red lights
some people call them stop lights some
people call them traffic lights and in
reality they’ve all this main them they
are go life ladies and gentlemen and
they’re put there for the express
purpose of making traffic go the average
person spends 27 hours a year in front
of those lights waiting on the right
color to come along let me ask you a
question have you ever been sitting
there waiting on the right color to come
along you’re all excited you’re all in
food you’re all motivated you’re
listening to the executives and as you
sit there you look out the side of your
eye and you can’t believe it here sits a
dude over there and he’s waiting on the
right color to come along too he’s got a
good firm grip on that steering wheel I
mean you didn’t want that car to go
anywhere and he’s talking to that light
up there you know and you watching one
minute you can’t believe it he’s got his
foot on the accelerator
he’s right to the engine to change that
kind of a life how many of you’ve
actually seen some dodo get that racing
car motor trying to change the code of
the life in the zoone your hands how
folks I hate to be near you this matter
of fact I won’t be negative I feel that
little boy came home from school one day
and said that I’m afraid I flunk that
ribbon success the dad says son that’s
negative be positive he said that I’m
positive I plunge my rubber to tears
I don’t care how much you race that car
motor it’s not going to change the color
the light now let me emphasize the point
those of you who thought it might be a
little juvenile a minute ago order you
to say super good but I’ll get better or
outstanding but I’m improving
if you think that’s juvenile what do you
think it is to sit down to race the car
you just trying to change the colors of
life good friend of mine burned illogic
Winnipeg Canada most positive man on the
face of this reside
I know he used Bernie’s no positives
never had a coat every once in a while
he has a woman Bernie is so fun anyone
even talk about the weekend he calls it
the strong end and you get out wait a
minute Ziegler
go light warm strong it is all of that
necessary now you can be videos too with
us Media who’s that dude thinking scuse
me let me knows I’m president my own
company mediocre doesn’t know I’m worth
over five million dollars mediocre
doesn’t he know that I was number one in
the whole region last year and the year
before
mediocre doesn’t he know that I’ve got
my PhD
well bullet for you I still say mediocre
you see success is not measured by how
you do compared to what somebody else
does so you might have ten times the
ability success is measured by how you
do compared to what you could have done
with the ability which you have you see
what I’m talking about is for you to be
number one
oh I don’t believe everybody can be the
biggest and the fastest and the
strongest and the smartest but I believe
you are number one when you get up in
the morning and say today I’m going to
give it my best shot
I believe you’re number one when at the
end of the day you can honestly look in
that mirror and say today I gave it my
best shot
I saw anybody can ask of you and you
know what with the ability you have and
the attitude you’re developing your best
shot is all that is required you’ll be
number one step number four establish
those symbols the next time somebody
asks you how to get from here to there
don’t say go down to the second
stoplight and turn right instead write
yourself a little note for the first few
weeks I put it on the dash of your car
remember there go lights and then when
somebody asks you for directions you
will be ready you say you go down to the
first goal light
and you can’t say go light with a
straight face if your life depended on
and you know what your gran from ear to
ear the mind is an associating machine
and I’ll guarantee you you’ll get
results step number five to build a
winning attitude to be up 90% of the
time and on when you need to be of this
one begins with a question is there
anybody here who has a thoroughbred
horse worth in excess of a million
dollars okay if you did have a
thoroughbred horse where it’s over a
million dollars would you keep him up
half the night let him drink coffee and
booze and smoke cigarettes and eat junk
food what about a ten dollar doll five
dollar cat you know actually you treat a
five dollar can better than you do a
billion dollar body and if you had a
million dollar thoroughbred you how the
best trainer in the country you would
hire a dietitian of a certain his food
was exactly right you have the best
facilities you’d have an air-conditioned
barn in the summertime Tennessee may
need one in the wintertime from million
dollars best book but here’s this
billion dollar body tip number five
really boils down to the fact that we
need to take care of our Hill how to do
that there’s some very simple things to
do you need to get a reasonable amount
of sleep
at the forest center the number one drug
authority in the country nothing is
there consultant for the National
Football League is a consultant for
Texaco is a consultant for Abbott
Laboratories the Justice Department the
Los Angeles Dodgers has the largest
research staff of anybody in the country
dr. Tennant says that you need a certain
amount of sleep at the month because
sleep is the only function which permits
the brain to replace certain chemicals
use the body and a lot of people who
have difficulty in life can be traced
directly to the fact that they’ve upset
that balance by not getting enough sleep
and by putting those chemicals into
their system which destroys that you
need a certain amount of sleep number
two you need eat a well-balanced diet
number three you need to get on an
exercise program I’ll just point out
that I got on an exercise program 15
years ago I’m going to brag just for one
second in January Fields 1987 I went to
the Cooper clinic in Dallas for my
physical I go every 18 months while
there I stayed on the treadmill longer
than any active player in the National
Football League who’s been tested and
lots of them have been tested I’m 60
years old I have a resting heart rate of
41 I can do things today I never could
have dreamed of doing when I was 25
years old when I got on this program 15
years ago the first day I ran a block
I’m here to tell you that a good
exercise program will make a dramatic
difference in your life if you’re over
30 or over 30 pounds overweight
yet medical advice before you get
started be sensible about it do not try
to be a weekend hero and end up in
serious trouble take care of yourself
but do what is necessary to get in shape
physical
a lot of people say well they gotta know
you’re terribly busy when do you have
time to run well I am so busy I don’t
have time not to run that’s a literal
truth you see when you exercise you
activate the pituitary gland the
pituitary gland floods the system with
endorphins endorphins are over 200 times
more powerful than morphine and the
result is you end up on a natural
chemical high and for the next two to
five hours you’re far more productive
far more creative far more energetic I
invest that few minutes and running and
get back hours as a result of it take
time to get in shape you need to avoid
this poison I’m talking first of all
about smoking cigarettes every time you
smoke a cigarette you have just decided
to die 14 minutes earlier than you
otherwise would have died 17 and
two-tenths percent of all the deaths in
America are attributed directly to
smoking cigarettes keep that poison
attea sister
booze every time you take a dream it
damages and destroys brain cells we now
know that expectant mothers even if they
drink very very very very moderately
during pregnancy it has an impact step
number five ladies and gentlemen you
need to take care of your health
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