ZIG ZIGLAR MOTIVATION - How to Get What You Want -*audio only*

at this time it is my pleasure to introduce to you your next featured speaker he hails from Dallas Texas he's a man who we have a Dallas Texas resident here welcome sir two of them okay your next speaker is a man who not only professes the greatness of individuals but has experienced the concept of greatness he was number one in a Salesforce of over 3,000 salespeople he was also number two in a Salesforce of over 7,000 salese he's a man who has worked very hard for the beliefs and convictions he possesses I'm delighted to say

that he is the author of the very successful and popular book CU you at the top which is now in its ninth Printing and has sold over 143,000 copies in its brief existence I'm also delighted to say that this book and the philosophy behind this book is now being taught to the young people in the schools throughout America in many communities Zig Ziggler ladies and gentlemen is making an impact a great man who believes that it's your aptitude not just your attitude that always determines your ultimate altitude ladies and gentlemen would you please join me

in welcoming my friend and yours Mr Zig Zigler than you thank you thank you thank you just for a moment let's play a game let's pretend that your telephone rings tomorrow morning and the voice on the other end says John I've got some marvelous news for you we've just won a trip to aapo there going to be four of us that can go there are only two of us my wife and myself we leave it exactly 8:45 we're going to stay on the beach 4 days we will live in a Millionaire's Villa we will have

everything at our beckon call we will live the life of luxury for four full days now remember John we leave tomorrow morning at 8:45 my only question is can you be ready to go at 8:45 may I see the hands of those who could in fact respond and say yes I could go just for a moment let's continue the game by saying you got the telephone call you accept it then all of a sudden it Dawns on you hey I've got some things to do as a matter of fact I've got to do this and

this and this and this and this and as a matter of fact you turn to your wife and say honey I just don't know whether or not we can make it or not she says now hold it phone John she whips out a sheet of paper she says now what's the first thing we got to do what what's the second thing what's the third thing what's the fourth thing what's the fifth thing how many of you honest to goodness believe that during the next 24 hours you could get more done than you normally get accomplished

in three four five 6 days would you hold up your hands please here's my question please why don't you go to aapo tomorrow every day of your life why don't you in your own mind say tomorrow I go to aapo if I get this done today do you realize that if you were to do that and schedule it and lay it out that it would be just a matter of weeks before you could in fact go to aapo at any time that you wanted to or anywhere else you wanted to go I was coming in

on the plane yesterday which is generally the way I fly and I was seated next to an old boy and I couldn't help but notice he had his wrong his wedding band on this finger now I looked at him for a moment I said friend you got your wedding band on the wrong finger he said yeah married the wrong woman I don't know whether he did or not but I am completely persuaded that most people have the erroneous idea about what it takes to be successful and then about what success is and about what life

is and I would like to during these next few minutes climb down right inside of your mind I'd like to climb down in your emotions I'm going to motivate you I'm going to say some things to you that are going to have an impact and you will in fact not be the same when you get up from your seats at the end of this evening on your trip to aapo there were several things involved first of all you had a very specific goal second you had a time limit and third you listed the obstacles the

things you had to do in order to get the trip to aapo go I'm going to talk you to you tonight about goals there are four basic reasons why people do not have goals number one they have not been sold now friends I'm flat going to sell you on why you got to have them I didn't say I wanted to I didn't say I was going to try to didn't say I hope to I flat said I'm going to sell you on why you must have them the second reason a lot of people don't have

goals is they do not know how to set those goals I'm going to give you a basic formula for setting those goals that will be precise if you will follow it the third reason a lot of people do not have goals is they have fear you see there's a certain amount of risk involved when you say this I'm going to do even if you do not tell anyone else when you set a goal there's a certain amount of risk involved then the fourth reason a lot of people do not have goals is because they have

a poor self image if you do not think you deserve success if you do not think you deserve a bigger home to be a million-dollar producer to have an outstanding mate our beautiful welld disciplined children who are productive if you don't think you deserve them then you'll do things that will keep you from getting them let's look at number one let's s you on the idea of having goals are they important at Yale University in 1953 they did a study of the graduating seniors they discovered that of the graduating seniors only 3% of them had

definite predetermined written down goals 20 years later they did another survey of those seniors who had graduated they discovered that the 3% who had committed their goals to paper had accomplished more than the 97% who had not written them down what about you personally have you got your goals laid out are you a meaningful specific or are you a wondering generality are goals necessary I'm going to say emphatically yes can you imagine the chairman of the board General Motors and somebody comes to him and says how did you get to beair of the Board General

Motors do you really believe he said well I I I just showed up for work and they started promoting me first thing here you know here I am chairman of the board General Motors no I think you know that that is not the way that it happened what about you are you a Wandering generality or are you a meaningful specific how many of you are in the world of selling would you mind holding up your hand please one of the major problems we have in the world of selling a lot of times the salesperson is

out selling and although they're out there physically what they're saying mentally is I need to be home with the family and then when they're home with the family physically they're saying mentally I ought to be out in the field selling and so when they're out in the field they're really back at home and when they're back at home they're really out in the field and they ain't never nowhere people today complain of lack of time it's not lack of time that's the problem it's the lack of direction are you a Wandering generality or are you

a meaningful specific Howard Hill was part of the greatest Archer who ever lived he killed a cape buffalo with a bow and arrow he killed a bingo tiger with a bow and ARA he won 281 consecutive tournaments he was never beaten in competition as a youngster I have seen Howard Hill in news reels from 50 ft draw dead aim and split the center of that Bull's Eye perfectly in the center and yet he could take the next Arrow and literally split the first one an amazing demonstration of skill and yet I'm going to look at

you dead center and say to you I could spend 20 minutes with you and at the end of that 20 minutes dick I could have any man in this audience or any woman in this audience hitting the bullseye more consistently than Howard Hill could have on the best day he ever had provided we blindfolded Howard Hill and turned him around so he would not know which Direction he was facing and you rather obviously laugh and say Ziggler that's silly of course How could a man hit a Target he could not see that's a pretty good

question here's another one how can you hit a Target you do not have have you got one are you a Wandering generality or are you a meaningful specific are you going to work tomorrow because that's what you did yesterday if that's the reason you're going tomorrow you won't be as good tomorrow as you were yesterday because you're two days older and no closer to the goal you do not have you got to have those goals a lot of people don't have goals because of fear I want to skip one and talk about this one just

for a moment I'll be leaving on an airplane tomorrow for Toledo Ohio now I got sense enough to know that some of those airplanes are coming down faster than they're going up it's dangerous for that plane to fly you see in the newspapers where the ships leave the harbor and you see where some of them sink it's dangerous for the ship to be on the ocean you read where people lease their homes and the L see the people who rented the house they tear it up it's dangerous to let somebody move into your house and

yet the engineers tell me that it's more dangerous for that plane to stay on the ground that it will rust out faster than it will wear out up into the heavens they tell me that that ship will collect more Barnacles in the harbor and become unseaworthy faster than it will sailing the high seas and they tell me that that if that house stays empty that it will deteriorate faster than if you do not have someone living in that house besides planes are built for flying ships are built for sailing houses are built for living and

man too was built for purpose he was designed for accomplishment he's engineered for Success he's endowed with the seeds of greatness and the greatest danger we as human beings have is when we do not do anything at all stop a 100 young men age 25 on any Street USA follow them until they're 65 years old and of those who are still living you will discover that only five of them have succeeded financially it's almost as if they had set out in life to fail but I also believe one of the reasons is most people don't

understand this thing called money see I think it's all right to have money is one of your goals occasionally I speak to people and they say well I don't want to make a lot of money you know I believe a man or a woman that would say that at lie about other things too a lot of people don't have it because they don't understand it they talk about Cold Hard Cash and it's neither cold nor hard it's soft and [Music] warm feels good beautifully colored not once is that redhe head of mine over here ever

said to me wait a minute honey I got to go change clothes cuz what wearing won't go with what you're carrying as a matter of fact it goes beautifully with it every once in a while I'll have some of my Christian friends they'll adjust their Halos and say zigg how do you reconcile all of that talk about money with Christianity and I say it's easy I believe God made the diamonds for his crowd not Satan's bunch [Applause] I read my Bible and it tells me Jacob was a millionaire Moses was a millionaire Solomon the richest

man who ever lived and old job wouldn't have qualified for the food stamp program if you know what I mean no money's all right as a matter of fact you cannot get too much money unless the money gets you you know Solomon told us in Ecclesiastes that he who seeks silver will never be satisfied with silver now if money becomes your God you got a problem you'll never have enough we know that's true because in the last two years five billionaires have died down in Dallas somebody said I wonder how much money Howard Hughes really

left and somebody else said he left it all so if anybody ask you how much you're going to leave say same as Howard Hughes you'll be telling the truth now having said all of that let me see if I can tie it back together I believe and I'll make this statement 40 times in my book that you can get everything in life you want if you'll just help enough other people get what they want for example if you're a Salesman or sales lady [Applause] if you're selling a product that solves a problem then you're helping

someone else get what they want which is the solution to the problem so you get what you want and what you deserve if you're in management and your productivity and the productivity of your people is important to your income if you can train enthus Inspire motivate your people to be successful then your rewards are going to be greater you can get everything in life you want if you will just help enough other people get what they want see we can get what we want if we can give you some thoughts or some ideas or some

motivation or some stimulation if we can in fact leave you something so that when you go home tonight you will be a better man or a better woman or a better boy or a better girl then you will be more successful tomorrow yes there's danger in setting goals but there's infinitely more danger in not setting them then a lot of people do not know really how to set goals I'd like to share at some length with you on that and I started writing this book I started writing this book and I kind of got excited

about it I put in there some words you can go where you want to go you can do what you want to do you can be like you want to be and man I wrote those words and I said now Ziggler that's pretty good as a matter of fact I got to talking to myself which is perfectly all right it's all right even to answer but if you ever catch yourself saying huh to the answer you got a problem well I caught myself with a problem I you know I was saying huh cuz where I

said you can be like you want to be I looked down and there was a 41 in waistline and 202 lbs of Ziggler and the thought occurred to me that one of these days that I might bump into some of you and I could just imagine this conversation taking place I could imagine you saying Ziggler you believe that stuff you're right I was going to say uhhuh then I was going to imagine you saying do you believe all of it and I was going to say man yeah then I could imagine you poking your finger

in that 41in waistline and saying Ziggler do you really believe all of it and then I was going to have to say well you know us off us we do take a little literary license every once in a while but I knew I had to make a decision I either had to take those words out of there you can be like you want to be or I had to do something about me not only that but my boy was 8 years old at the time and I think every father ought to be able to whip

his children until they're at least 12 and the rate I was going I wasn't even going to be able to catch mine but the straw that broke the camels back was when that redhe head of mine kept telling me to hold my stomach in and I already was so I went down to Cooper's clinic now Cooper is the guy who wrote the book aerobics when you see somebody out jogging you rest assured that's Kenneth Cooper who had an influence on them well it's a 5 and 1 half hour examination first thing they did was took

two quarts of my blood well it looked like two quarts they filled so many Vines I thought they were opening a branch of the blood bank right there then they dunk me in a tank of water three times and the purpose was to determine the percentage of body fat that I had when I got through they told me that I was 23 and 91% pure lard then they put me on a treadmill and you know on the treadmill the longer you can walk the better your physical condition and the worst possible condition was horrible well

I was determined to get out of horrible into just awful and I made it by 4 seconds when it was all over the young doctor Dr Martin skinny young doctor runs to the Boston Marathon does the good things call me in big smile on his face optimistic a real PMA Advocate probably read Success Unlimited on top of it called me in with big old smile he said Mr Ziggler we've got marvelous news for you we've run these figures through the computer and according to our computer and we know it's right you sir are not overweight

however he said according to the computer you are exactly 5 and 1/2 in too short and I said well doc that's pretty bad didn't he said no actually you're in remarkably good physical condition for uh 66 year old and I said doc I'm 46 he said you're in awful shape said as a matter of fact if you were a building I'd condemn you and I said well doc what can I do and he whipped out a sheet of paper papers thicker my book and by the time he got through telling me what I could do

I was kind of like the little boy who asked his daddy a question and his daddy said well son why don't you just ask your mother little boy said Dad I just didn't want to know that much about it I got home and that red head of mine said honey said you're going to be out running all over the neighborhood I suppose and I said yep well she said if I'm going to have a 46y old fat boy running all over the place I'm going to get you looking as good as a can so she

went down and bought me a fancy running outfit and I'd already gotten some Fancy Shoes oh and I did something that was really ugly but I hadn't read Anne Landers at the time and I'm going to use that as my excuse although I really knew better you know Anne says that you should not steal Pages out of other folks magazines well there was a page in one of the doctor's magazines advertising jockey shorts now I don't know if you folks in Minneapolis read the jockey short EDS or not but if you don't the next time

you see one you should at least look at the picture uh you'll find out in a hurry they don't put jocky shorts on Fat Boys at least they don't have a good year so I hung it up in my bathroom and I said now there's my hero that's the way I'm going to look well the next morning that alarm clock sounded off and I hopped out of bed and put that fancy running outfit on and hit the front door and ran a block oh but the next day I did lots better I ran a block

and a mailbox then the next day I was a block in two mailboxes then a block in three and a block in four and a block in five one day I ran all the way around the block came back in woke the whole family up and said guess what Dad has done and one day then I ran a half a mile then one day I ran a mile one day I ran a mile and a half one day I ran two miles started doing the setups only eight the first day then 10 then 20 then

40 then 80 then 120 then 200 started doing push-ups only six the first day then eight then 10 then 20 then 30 then 40 today I do the GI pushup that just means you push up in the air and slap your hands while you're in the air I'll tell you it's different from the others that weight started coming down from 202 to 165 the waist line dropped from 41 to 4 oh I know a lot of people have said to me yeah but I bet you were dieting religiously which is partially true because I did

quit eating in church now please understand I am not here to try to talk you onto going on a diet I'm here to talk to you about goals as a matter of fact I talk about it as much as I do because that involves every single principle of goal setting first of all ladies and gentlemen my credibility was at stake you see if I'm going to write in my book you can be like you want to be if I'm going to stand up in front of you and say you can be like you want to

be and I come waddling out at 202 there goes credibility if I get up here and acknowledge Jesus Christ one moment and tell you a dirty joke the next there is no credibility see credibility is a tremendously important thing that was [Applause] first and the second thing that was my goal you can't reach somebody else's goal that's the reason I say don't let me talk you into going on a diet that's ser ious business if you want to lose weight you start by going to your skinny doctor for a thorough examination now if he's not

skinny swap doctors see there's something missing from a credibility point of view when a fat doctor tells you you ought to lose weight get you a skinny doctor and a thorough examination that goal was mine you cannot reach somebody else's goal the third thing about that goal was the fact that it involved a big goal if you're one for writing down phrases please write this one down you see in order for a goal to be effective it must affect change and if it doesn't affect change then the probability of you reaching the goal are pretty

slim 37 lbs made a difference in me I run into Old Friends all the time and they say hey you've lost some weight there's a difference in order for it to be effective it's got to be big because it's the big goal that creates excitement it forces you to reach in and utilize that which is there and the next thing about the goal although as a practical matter it was an intermediate goal I'm going to use it for illustrative purposes as a long range one when I wrote this book I was convinced it would sell

I sent it to three Publishers they were convinced it would not sell they wrote me back and said we don't think it'll sell now when it got to the fourth printing they wrote me again said hey you know we think that thing's going to sell but at first they said no I believed that it would I believed also ladies and gentlemen that it would sell well I was enthus enthusiastic about it I did a lot of work on it so I decided I was going to go ahead and print the book myself now most authors

who print their own book they generally print a th000 copies maybe 2,000 in rare cases 5,000 but I believe the next point about a goal is tremendously important I believe you've got to have commitment and I made that commitment I ordered 25,000 copies for that initial printing now can you imagine me with 25,000 copies in my warehouse saying that I weighed 165 lb because you see the first thing I wrote In the book was that I weighed 165 lb that I had a 34in waistline and the day I wrote that I weighed 202 lb can

you imagine me stuck with a warehouse full of books saying I weighed 165 and I come waddling out and saying it works I'd made a commitment you got to have those long range goals and the rule is a simple one you go as far as you can see and when you get there you'll always be able to see further the doctor told me I had to lose 37 lbs now that was specific see that's another point about Golds it's got to be specific you can take the hottest day the world has ever seen take the

most powerful magnifying glass you can buy in any store hold that magnifying glass over a pile of newspaper clip weens on that hottest day and you'll never start a fire if you keep the glass moving but the moment you hold it still you harness the power of the sun you multiply it through the glass and boom you've got a fire you cannot make it as a Wandering generality you've got to have a very specific Target 37 lb was a very specific Target my target date was 10 months down the road so I looked at the

37 lb divided by 10 it came out 3 and 710 lb boy I got excited 3 and 710 pounds a month why anybody can do that it's easy as a matter of fact I was so convinced that I could lose three and 710 pounds in a month that I didn't even bother to get started the first 28 days yeah greatest labor saving device ever invented was tomorrow so the other point if you're going to do anything you got to break it into a daily basis and you got to get started now I was raised down

in a small town in Mississippi yzu City Mississippi now today there are a lot of people that try to impress Folks by telling them they're from yzu City but I really am as a matter of curiosity how many of you here today have never been to yzu City Mississippi never been okay well I think everybody ought to have something to look forward to when I was a boy we live next door to some rich folks and I know they were rich brother burn because they had a cook I know they were Rich because the cook

had something to cook during the Depression I was a sure sign of wealth and I was over there for lunch one day as I tried to be most every day and cook brought the biscuits out no exaggeration those biscuits were no Thicker Than This wrist watchat and I looked at them for a moment I said ma what in the world happen to your biscuits she rared back gave that big old tummy life and said well I'll tell you about those biscuits she said they squatted to rice but she said they just got cooked in the

squat hey you know anybody that gets cooked in the squat you know anybody that's really going to do something as soon as the kids get out of school and then I'll have more time to do those things then the kids get out of school and say well I didn't realize it but I got to take them everywhere wait till the kids get back in school then I'll really get busy kids get back in school they say well we got a winning football team this year got to support the team Wai till after football season then

I'll really get busy football seene is over they say well you know it's Thanksgiving and Christmas now and New Year it's way left of the holidays then man I'm really going to get busy after the holidays they say well you know the weather is just so bad and isn't this the worst winter we have ever had wait till the weather clears up a little bit then I'll get busy after the weather clears up they say well you know this is the first chance I've had to play a little golf or go fishing wait till I

get that out of my system then they say well it's almost time for Easter wait till after Easter after Easter they say well you know it's now almost time for the kids to get out of school but that's where we came in wasn't it see the people who wait for a Matilda to move out or John to get on the day shift or for him to swap in the old clunker or until we get a new governor or a new Administration the people who wait for external changes before they make an internal decision will get

cooked in the squat every single time I can guarantee it if you're going to reach your goals you got to make up your mind you do something today you can't do everything at once and if I were relate back to wait it's appalling to me to have somebody come up who's 150 lbs overweight and say they're going to lose it in 3 months time friend it took you 40 years to put it on don't take it off like that I took mine off and kept it off because I changed the thing that put it on

a habit I ate too much regularly I didn't gain 37 lbs in one weekend it is one more bite that done me in it's the little things I looked at that weight and I realized that all I had to do was lose 1 and n10 Oz a day and if I lose 1 and n10 o a day then yes I'm going to lose that weight and ladies and gentlemen to the Ounce and to the day 10 months I had lost exactly 37 lbs I had set the goal and I'd reached it now a lot of

times people come to me and they say Zeke tell me the truth I'm always amused that people that say tell me the truth there implying I guess that have been lying up until then tell me the truth now how did you feel about getting up in the morning and going out there and doing that running how'd you feel about it I'm going to tell you the truth I hated it man that alarm clock could sound off you know and I'd lay there for a minute and I think to myself Ziggler what's a 46y old fat

boy like you doing getting up running all over the neighborhood you buddies are sound asleep what are you trying to prove and then I'd look down at that 41in waistline and I would say Ziggler do you want to look like you or do you want to look like the guy in the jockey shorts well I didn't want to look like me no way so I'd get out of bed but just CZ I was running that didn't mean I had to like it man I'd get out there and run I don't know what I'm trying to

do acting like a teenager and everybody else just sound asleep and here I am doing a fool thing like this that's crazy you know and off I'd go and don't you think for one minute I didn't tell everybody about it either friends relatives strangers everybody I came in contact with I tell them about that enormous sacrifice I was making listen at one time at one time in my life I could get up and make you a speech and I could put a strain in my voice and a pained expression on my face and I could

say friends you got to pay the price oh oh what a bunch of baloney that is I ran in the snow of Winnipeg Canada I ran in the Sands of aapo literally I ran in the orange groves of Florida I've run in the rain right here in Minneapolis and then one day ladies and gentlemen I was running in Portland Oregon beautiful day never forget it about 78° I was on Portland State University campus and it was it was about 12:30 or 1:00 I was scheduled to speak I believe at 4:00 and I was out running

and as I was running on that campus I looked around some of the kids were laying on blankets reading some were studying some were courting some were just relaxing and here comes old Zigler running by you know sweat running down my back sweat running down my legs you know and for the first time that day it dawned on me that I was not paying a price for the first time that day ladies and gentlemen it dawn on me that I was having the time of my life it dawned on me that I was enjoying every

single step that I was taking today at age 50 I can run 2 miles faster than 98% of the college kids of America I'm stronger than I was a quarter of a century ago I can do things that I could not have dreamed of doing just a few years ago I contend that you do not pay the price for good health you thoroughly enjoy the price you pay the [Applause] price you pay the price for failure you pay the price for a poor marriage marage you enjoy the price of a good one you enjoy the

price of success you just look at the people who've made it and the people who have not made it I believe we've got to change our vocabulary see ladies and gentlemen I don't believe you pay the price I know that you enjoy the price and I believe we need to change our vocabulary I'm really talking about changing an attitude am I not see that's what we're talking about here at these PMA rallies changing attitude we live B basically in a negative World an overweight person sits down the table and says everything I eat turns to

Fat well that's negative mother sends your child off school and says now don't you get run over that's negative we live in a negative world and we become part of what we are around did you know that 2/3 of the medical students acquire the symptoms of the disease they study common cold we know that if we get medical treatment that the average life of a cold is a week if we don't get the medical treatment the average life of a cold is 7even days they don't know what causes the cold they don't know what cures

it but they do know who gets it the odds are over 10 to one that when you get the cold it's because you're emotionally depressed you've got stinking thinking which if it continues long enough will lead to hardening of the attitudes you become part of what you're around classic case you take a southern boy or girl and send them up north and in a matter of months they'll pick up an accent you've noticed it or you can take a northern boy or girl and send them down south and in a matter of months we'll have

them talking normally you become part of what you're around what can we do well let me give you another classic case reported in the July 1976 issue of Success Unlimited magazine in Israel there were a large number of immigrants from the Orient and a large number of immigrants from Europe arrived at about the same time they did an IQ evaluation on both groups the average IQ of the children from the Orient was 85 the average IQ of the children from Europe was 105 on the surface it appears that the European Jewish children were a little

smarter but they put all of these kids together in the caboots where the direction is positive where the input is you can do it where the dedication is complete where the buildup the motivation the drive the direction is fantastic and four years later the average IQ was exactly the same thing5 you can change you can grow the greatest message I could ever give to you is that one simple thing yes you can grow I say it with all of my heart I know in my mind that man was designed for accomplishment that he's engineered for

Success that he is endowed with the seeds of greatness you can start from where you are with what you've got and so long as you build on on a moral Foundation I believe you can get anything you really want if you'll just help enough other people get what they want I'm going to share a story with you I think it's the greatest story that I've heard in my lifetime the story goes back nearly 13 years I was speaking in Kansas City and there I met a man his name is Bernie ltic he's more than a

friend he's a brother he's a in the audience right over here Bernie lchi told stand up brother burn Bernie L chick told me this story he said Zig when our son was born our joy knew no bounds because we already had our two daughters now we had our son the family was complete but he said it wasn't long before we knew something was wrong because his head hung too lmly on the right side of his body but the family doctor said he would outgrow it we knew better so we took him to a specialist The

Specialist diagnosed his condition as a reverse of club's feet and treated him for that but he said we knew Zig it was more serious we took him to one of Canada's top Specialists and after an exhaustive examination the specialist said this little boy is a he has cereal paly he's never going to be able to walk or talk or count to tend I'm going to suggest that you put him in an institution for his own good and for the good of the quote normal members of the family brother burn looked at me and he said

you know Zig I'm not a buyer I'm a seller I could not buy the idea that my son was going to grow up being a vegetable so we took him to another doctor who told us the same thing and then another and another and yet another and another until 30 doctors said there is no hope then they heard of a Dr pearlstein down in Chicago they got an alternate appointment so that when someone else cancelled they could have that appointment because Dr pearlstein was booked 2 years in advance and 11 days later a little boy

from Australia cancelled and they went to Chicago Dr pearlstein examined David perhaps there's no child has ever been examined before and when he finished he said this little boy is a he has cbble paly he's never going to be able to walk or talk or count to 10 e you you listen to the prophets of Doom but he said I want you to know that I am not problem conscious I am solu and conscious and yes I believe there is something that can be done for this boy if you are willing to do your part

well obviously burn and Elaine ltic said Doctor tell us what to do we will do anything the doctor and the therapist and the nurses spelled it out in minute detail they said you're going to have to push this little boy all human endurance then you're going to have to push him some more you're going to have to work him until he falls then you're going to have to pick him up and work him some more you got to understand that there is no stopping point that if you ever stop he goes back you got to

understand that there might be months and even years when you will be unable to dedi any chains but you got to stay with it and one last thing don't ever give him therapy in the presence of another victim of cerebal paly because if he sees them taking therapy he will inadvertently pick up those awkward movements you see we become part of what we are around whether it's moral or immoral whether it's good or bad stay with it long enough and it's going to rub off on you the ltic went home they built a little gymnasium

in the basement of their home they hired a physical therapist and the bodybuilder it took them a lot of months but one day David life could move the length of his own body it took him several years but one day the therapist called Bernie home and said I believe David is ready and Bernie rushed home David lchic was down in the basement and on a little mat getting ready to do a pushup is that little body started to rise into the air the emotional and physical exertion was so great there wasn't a dry inch of

skin on that little body when he finished that one pushup Mother and Dad Little David and the sisters and the therapist and everybody broke down and shed those tears which so eloquently say that happiness is not pleasure happiness is Victory the story ladies and gentlemen is even more remarkable when we know that one of America's leading universities had examined this little boy and said there are no motor connections to the right side of his body he has no sense of balance he will have extreme difficulty even being able to walk and stand straight he'll never

be able to swim or skate or ride a bicycle on October the 23rd 1971 my wife and I had the privilege of flying to Winnipeg Canada to attend the bar mitzvah of Little David L oh how wish you could have been there how wish the television cameras of the world had been clearly focused on what we saw as this little boy walked to the front of the synagogue tall and straight and strong I wish you could have heard him as he words Ed those words that moved him into the manhood of the faith of his

forefathers I wish you could have seen what we saw knowing what we knew because you see at that time he had done as many as 1,00 push-ups in a single day he had run as much as 6 miles nonstop he was shooting golf in the high 80s one of the best table tennis players in winipeg Canada he had entered as a seventh grader St John's Ravens Court school for boys where this little boy who was never going to be able to count to 10 did quite well in ninth grade mathematics February 1974 he qualified for

an unrated $100,000 ordinary life insurance policy so far as we know the first and only time this has ever happened and I tell you the story of David Lifey because it involves so many of the principles in which I believe it begins with the right foundation of honesty and character and faith and loyalty and yes love oh what a love story this one is you see every night this little boy used to have to put his braces on and every night he would say Dad do we have to put them on tonight or can't we

just leave them off tonight or do we have to put them so tight and you mothers and fathers know what I speak of when you have a little boy with tears running down his cheeks pleading don't put him on tonight but because they did love him so much they did not listen to the tears of the moment because they wanted to see the laughter of a life time that ladies and gentlemen really what love is all about because you see so many of us as parents are reluctant to do for the child what is best

for the child because we fear that child then might withhold his love from us not knowing that over the long Hall the best way to guarantee his love is to demonstrate Ours by acting in his best interest I tell the story of David lchic because it involves so many of the principles in which I believe they had a beautiful relationship with with others the doctors and the nurses you see they all had a part the therapist all had a part you don't climb the high mountain by yourself it is in conjunction with others that we

really accomplish the major things in life that's why I like to tell the story of David L because it's a story of cooperation I tell the story because it's a story of goals of big goals of Lifetime goals of monthly goals weekly goals hourly goals even ladies and gentlemen I tell the story of David L because it involves so much in attitude you talk about attitude this boy since he was too small to carry it used to have his own cassette player and every day that little mind was fed with the good the clean the

pure the powerful the positive messages over and over and over you can do it son you can do it see we live in such a Negative world that unless we deliberately read the good books daily unless we deliberately regularly feed our minds with those motivational recordings that in Ence remind us over and over in a negative world that we ourselves can be positive if we have the positive input yes I tell the story of David L because I believe it has so much to do with one of those things that so many times we as

individuals have a tendency to overlook as a matter of C curiosity and I'm almost through of course you know when us Baptist say finally that don't necessarily mean immediately that just means we're getting close but I tell the story of David because it emphasizes so many of the things in which I believe I'm just curious how many of you had already noticed this Chrome plated pump sitting here on the that's amazing you know I've noticed something when I get aboard an aircraft with this pump almost without exception I'm the only passenger that's got one and

so I've got to assume by that that they must be getting scarce I believe I believe this I believe that this pump is going to sum up what I want to say about life and what I want to say about David ly got a couple of good friends down in South Alabama their names are Bernard ha good and Jimmy Glenn they were out riding through the South Alabama Foothills one day and they got a little bit thirsty they pulled behind this old abandoned Farmhouse Bernard was driving he hopped out he ran over to this old

pump and he grabbed the handle and he started the pump now just as a matter of curiosity how many of you good Folks up here in the big city have ever used one of these old water pumps hey that's fantastic okay okay well it was hot it was August and old Bernard wanted to drink of water and after he' been pumping a couple of minutes he said Jimmy better get that old Bucket over there and dip some water out of that Creek we're going to have to prime the pump how many of you know what

I'm talking about when I say you got to prime the pump well for you non- Pumpers that just means that you got to put something in here before you can get something out here see a lot of people stand in front of the stove of life and say stove Now give me some heat then I'll put some wood in you a lot of times a secretary says boss give me a raise then I'll start coming to work on time so many times a student will say teacher just give me a passing grade this semester oh

my folks going to tear me up if I don't have a passing grade then next semester I'll guarantee you I'll study can you imagine the farmer saying Lord give me a crop this year and I promise I'll PL next year no it doesn't work that way first of all you got to put something in before you can get something out well old Bernard wanted that drink of water I mean it gets hot in South Alabama and he was just a pumping away and pumping away you know and I'll tell you that sweat was beginning to

come off of and he said you know Jimmy I just don't believe it's in the water down there old Jimmy said yeah it is Berard you know in South Alabama the wells are deep and we're glad they are because you see the deeper the well the cooler the cleaner the sweeter the purer the better taste in that water is and isn't that the story of life isn't it true that that prospect that you really have to work on the most when you finally do make that sale isn't it true that that's the one that really

gives you the most satisfaction isn't that the one isn't it true ladies and gentlemen that the boy or the girl who was available to every time Dick and Harry or Mary Sue and Jane come down the pike those boys and those girls are not the ones that make the kind of husband you want and the kind of wife that you want isn't it true that the things in life that have value that you got to do some pumping for well old Bernard man he wanted that drink of water I mean by then he was really

working up a sweat but you know there's always that question just how much pumping are you willing to do just for a drink of water and finally old Bernard just threw up his hand you said Jimmy they just didn't any water down there Jim said Don't Stop Bernard don't stop if you stop it goes all the way back down and then you'll have to start all over and isn't that true see there's no way you can look at that pump and say yeah just two more strokes and I got it cuz you might have to

pump another 10 minutes there's no way you can look in the head of that Prospect and say yep just two more closes and I got him because you know it might really take a lot of pumping but this we know we know that if we pump long enough and hard enough and enthusiastically enough that eventually the reward that follows the effort will bring forth the reward and have you notice that once you get it to pumping that then all you got to do is just keep a little easy steady pressure on it and man you're

going to get more water than you know what to do with isn't it true that when things are good they get better and when they're bad they get worse and it's got nothing to do with what's going on out there it's got everything to do with what's going on between your ears you see your business is never good or bad out there your business is good right here between your own two ears and if you're thinking is thinking your business is going to be in exact ly the same shape I tell the story of the

pump because that too says something about David lchic for one solid winter David set the alarm clock one hour earlier than any other member of the family the wind chill in Winnipeg Canada hits as much as 80° below zero he put those skates on he literally crawled out to the frozen ice and it took him one solid winter to learn how to stand up up later he skated on the neighborhood hockey team and I tell the story ladies and gentlemen because you see it wasn't easy but I think if you were to talk to David

lsky today he would tell you that you do not pay the price for good health you enjoy that price now tell you the story because you see there today is a sequel to the story I was speaking out in Amarillo a young couple seated down on the front row were visibly moved with the story and they came to me and they got the address of the Doctor Who had taken Dr pearlstein's place on his death and they went to Chicago and this doctor examined their little girl whom they said had cereal palsin little girl was

about 18 months old and this doctor examined their little baby girl very carefully and he said this little girl does not have cerebal posy it was a misdiagnosis she was simply born prematurely she has all all of the symptoms today of cerebel palsy because you have been treating her for the disease and she now has acquired all the symptoms they started treating her as a normal child beautiful and happy and moving well today oh you become part of what you're around the way we treat people gets to be so tremendously important you know folks I've

had so many people to be so nice to me in my lifetime I know that for the first 2 and 1/2 years I sold I was almost a complete failure a man named PC Merill came along and said in essence you can do it and he made me believe it before the year was over I was numbered two out of over 7,000 salespeople my whole life changed because a man said to me you can do it oh I wish I could look you in your own eyes dead center and say you can do it because

you can I'm just convinced that God wants you to make it believe in you because you're unique there have been over 10 billion peop to live on the face of this Earth there's never been another you believe in your fellow human being believe in what you're doing the company you represent the product you sell if you're a salesperson believe in our great country it's the greatest land on the face of this Earth Earth and of infinitely more importance than anything I or any other speaker who will ever address you will ever say believe in almighty

God because if you do I'm going to close not by wishing you a good day I'm going to close by guaranteeing you a good forever and I truly will see you at the top thank you and God bless you Zig Ziggler ladies and gentlemen