If You Think You Can, You Can - Denis Waitley

all I'm offering is the truth nothing more thank you very much thank you oh I'm so excited I can hardly wait to wake up when I wake up my eyes flicker open I say safe again let's go I got to tell you something about my friend art you know we were talking backstage and we got a chance to see all the other speakers backstage it's the first time I've ever sat through the entire presentation of all the other speakers and they're good and this is going to be a hard act for me to follow the

pressure's on tell you something about art linkl he was raised in San Diego California where I was raised and he went to San Diego High and San Diego State College and he invented the man on the street interview way back in 1935 he was the first person who ever walked up and said hey tell me tell me about it tell me about yourself how do you feel what do you want what do you need he's learn something that may I learn this before I reach middle age I've been traveling every day for 12 years you'd

never know I was 28 I I get jet Advanced instead of jet lag I tell you something about art everybody needs a role model and a mentor and you've been mine for so many years and may I learn to shut up and listen I learn nothing when I talk I learn everything when I put the microphone over to you you and say hey tell me about yourself and let me hear you and I shut up my one mouth and open my two ears and my two eyes and I say tell me that's the greatest value

you can pay anyone else in your life the greatest value is paying other people your value and thank you so much art what a thrill for me to be with you thank [Applause] you Salt Lake City yeah I left my I wrote a new San Francisco I Left My Heart in Salt Lake City out on the plane it calls to me to meet where bringham young became a symbol of a name the Mormon Spirit fills the air and people care My Love Waits there in Salt Lake City and of course my wife is here that's

where she is right here beneath your blue and Azure mountains when I come home to you Salt Lake City his golden sun will shine on me if I were going to raise children I would raise them in Salt Lake City Utah in Portland Oregon or in Kansas City I'll tell you why no you think no no you think they told me to do this to acknowledge the audiences in the three cities but I got to tell you something I learned how to water ski in Portland Oregon and the Portland Trail Blazers I know something about

Portland I learned a water ski I like the green and I like the fact that you're environmentalist and that you don't compromise your values and that Californians go up there when they want to see what life is really about that's right I tell you something about Kansas City about Kansas City sure you have the best beef in the world we knew that and sure you're out there in the middle of the country where the roots are strong where you really want to get value you go back to where the breadland the heart and when I

come there at Christmas time and I see the lights around Kansas City the beautiful lights lighting up your whole city man I'll tell you that's my Hallmark if anything is in Salt Lake City I'm so glad to be here live with you I mean it if I was going to raise a family I'd raise my family here this is where people care but you didn't come to hear me talk about your city you came from me to give you one idea we're sitting winning never whining winning is coming in fourth exhausted but exhilarated came in

fifth last time winning is treating animals like people and people like brothers and sisters losers look up and see thunderstorms winners see rainbows losers see icy streets winners put on their ice Gates losers are aggressive winners are assertive losers let it happen winners make it happen life is a do it with God for others to myself project and I take the credit of the blame for me for many years I've given a program called P prisoner War Prince of Whales with Patricia Frip power of women could mean prisoner of your work prisoner of your wife

prisoner of your wishes prisoner of Your World an imaginary world P psychology of winning isn't it funny life is a bumper sticker life is a perception through the eyes of the beholder doesn't make any difference what happens it's how you take it in life my dad was the greatest coach I ever had he was not a good role model but he was a marvelous coach and he gave me some good and bad inputs the best thing my dad ever did for me is he sat on my bed for 15 minutes a night my dad looked

at me in my bed and he said Son your M and I played Russian Roulette and your chamber came up full of the best jeans of both of us he said oh my son I'm so proud to wear your name I'm so proud to be your father oh my son I miss my ship you'll catch yours I love you so much you'll go far I didn't know any worse he was the authority in my life at an early age and because he loved me it didn't make any difference what he did in his life he

accepted me and I went further because of that my father The warehouseman Who died making $500 a month but he gave me some bad ideas too the idea that he told my mother that night in La Hoya California I was born in San Diego and we used to go and wish have you ever wished have you ever wished you had money that you had a good house that you look good have you ever wished you could be like them and buy furniture and live in La Hoya California over the ocean we did we looked at

their homes on Christmas Eve and wished my mom did my brother and I and sister sat in the back of the car and listen to my mom and dad talk to each other we never listen to what they said to us no you just listen to what your parents do and say and you get everything you need my mom looked at my dad and said oh Edwin I'd love to live in a house like that we Lean Forward knowing we're going to get an input to last the rest of our life and my dad said

to my mom you ain't never going to live in a house like that babe that's where the rich people live they're born that way or crooked you know for 40 years I believe you had to be crooked or born when it or manipulative or slick to get it or have that special look that aerobically trim look and all the time I had it all the way it was in the clay the value is in the clay not in the shape that it takes old beaver teeth Buzzard beak motor mouth metal mouth and turtle breath and

with me they said the turtle died I said oh no they call me Dumbo ears and I had big ears I still do but they don't they're covered with what hair I have left two hand glider ears two taxi cab doors open conditioning in childhood labels and put Downs is it a fur quot you wear do you ever get over the labels you wear everything you and I will ever be will be observation imitation repetition internalization I'd like to play a game with you are you ready Kansas City you better be are you ready Portland

and we're ready here in Salt Lake all right if you haven't heard it before go along if you've heard it before don't play now be fair say the word for for me if you haven't heard it pots say it out loud pots spell it P O TS say it again pots spell it again p o TS say it once more pots spell it again p o TS say it one last time pot spell it again p o TS what do you do when he come to a green light isn't that funny I said stop and

the light was green green means go but this jerk stood up here on the platform and went pots pots pots pots pots pots pots my mind went pots of stop spell backwards so I went stop stop stop stop stop stop stop brought my car up to the green light they hit me from behind I blew up at the intersection the highway patrolman says sir why did you stop it was green I said I didn't want to I watched Sam Donaldson last night and I wasn't going to stop but green means stop now because it's pot

spelled backward you always move back to what you came from and you always repeat what you thought it would be like again be careful what kind of conditioning you put in your children in your mind observation imitation repetition I tell my kids clean up your room they look at my garage I tell them not to take drugs and they check my eyes when I come in from a reception I tell my children to be honest I've got an escort radar scanner in my car my tax return shows no income for the third straight year I

tell my kids a lot of things and I tell my clients a a lot of things and I tell people a lot of things but they don't listen they just watch I'd rather watch a winner than hear one any day so please my loving leader let your life show me the way for I am but a mirror of how you live today I may misunderstand you Dad and the high advice you give but there's no misunderstanding how you act and how you live the best of all the leaders are the ones who live their deeds

for to see the truth in action is what every youngster needs I'd rather watch a winner than hear one any day what are you going to tell me dad about being the best in the superchar salesman I said nothing I'll go clean the garage while you clean your room good idea and so it's example and as Patricia Frip said and Don Hudson said Integrity I've been working with astronauts and Super Bowl champions and I've been working with our Olympic athletes and I'll tell you there are five great continents in this world that are coming together

as the walls come tumbling down those five great continents that make up the Olympic rings could just as easily be five great Olympic attitudes what if they were what if there were five great attitudes that you could put inside you and your children and express all the value competing with the world not to beat them but for them to test you to be all you could be if there were five attitudes the first one I'm certain would be positive self-esteem Olympic attitude number one self-esteem is the deep down inside the skin feeling of your own

worth given my parents and my background I'm glad I'm me I'd rather be me than anyone else in the world living at any other time I'm not the best looking in this group I just look my best in a group and I can do some things self-esteem is the internalization of nonmaterial value non-material value you see you must feel value or love inside before you can give it away you can't give away anything you don't own you can't love anyone unless you have love to give and the three greatest fears that keep people from having

self-esteem are the fear of rejection by peer group the fear of rejection why do gangs form belong even if it's wrong I got to be accepted I got to belong I do things that are wrong but I want to belong the fear of rejection leads to the fear of change and the fear of change keeps people from doing something different than they're now doing it what if I do it and it doesn't work it's a change the fear of change leads to the greatest fear I've ever experienced in my life I don't know about you

but my greatest fear is the fear of success no what if I was to succeed what if I was successful what if I made money what if other people looked at me what if they criticized what if I got out of my comfort zone what if they said I was lucky what if I was rich and had to wear a gold medal around my neck how guilty I would feel how sensitive how unworthy me hunt shoulders with gold medals the greatest limitations are self-imposed you never outgrow the limit you set you set new ones within

which you must live the human being is self-limiting and you always project on the outside how you feel on the inside you want a course on selling I'll give you a course on selling you know what you sell only one thing you you only sell you you don't sell products you don't sell Services you don't sell cars you don't sell computers you sell the value of the seller the decision of the buyer is based on the value of the seller let me repeat that the decision of the buyer is based on the value of the

seller they make their mind up about you and me in the first three minutes is this person trustworthy are they valuable are they projecting the service that I want to buy are they worth the money I'm going to invest in this in other words they're not buying products cars are in every lot Chevrolet is in in every lot they don't buy the Chevy they buy the Chevy sales executive trustworthy value all sales are based on referral and renewal and you never close the sale you open a lifetime relationship based on Mutual trust and mutual value

once lost trust is never regained one of the things I have trouble with is humility which I do have I don't believe in ego in fact arrogance is God's gift to shallow people oh no you show me a conceited person I'll show you a lightly valued self you show me someone who shops for service I'll show you someone calling for help you show me someone who's flashy I'll show you someone who is desperate for attention only people with high self-esteem can afford to be modest and usually are they don't need to talk about it if

you got the real thing you don't need to flaunt an expensive imitation and so humility is serving others with Grace and value humiliation is when you tear yourself down so that you can make other people feel good better than your own miserable self and of all the things I've had trouble with in my life it's paying value in my presentation and accepting value when you say something or give something nice to me value paid and paying value accepting compliments is the tip off to a winner or a person with marginal self-esteem it's unbelievable how it

works I've had trouble with my own compliments hey Dennis thank you for the talk sorry I went too long I said yeah you were a little boring near the end we appreciate what you did for our son I said it was nothing they said we'll tell him that tonight they said good go shot I said I closed my eyes and swung they said right on Duffer they said we all got together at the office and got you a present for your birthday and I said you shouldn't have you spent too much they said we know

just checking your value all you have to say is thank you very much I appreciate it and that's all they want is an acceptance of the value they pay my wife and I have our anniversary on May 5th May May 5th Midnight Sun Restaurant Atlanta Georgia waiter looked like Tom celic on the half shell goodl looking my wife said wow what a hunk give him a 10 I gave him a six he said come on sit down at the table by the waterfall we sat down by the waterfall he said and he looked good he

was working his way through Georgia Tech I said give us that steak Dian flambay flame her up and Roar it up I got low self-esteem and need to attract a lot of attention at the restaurant he said uh you know what he could have said anything but he qualified himself you know how some people do like I got a hole in my shoe sorry I'm late this old suit oh my hair is a mess got split ends need to go to the beauty parlor got dark roots you know how people volunteer everything bad about them

well he said when I said we want Steak Diane he said it's my first week here in the job never done anything like that before probably SPID or grease on your wife's dress may even set it on fire how about roast beef I said what he said sir I'm only new here you better order the roast beef don't take a chance on someone new I said we wouldn't have known it had you not mentioned it give us the Steak Diane anyway and he did and we put the Sterno out with a fire extinguisher we ate

two styrofoam pieces of steak Dian and we chewed them and swallowed them and ate them they weren't bad so I gave him his pay for the day he gave me his value by qualify himself telling us he was new I gave him his pay paid the bill and a $30 commission he was a sale has been worth it 30 bucks he did what I did for 40 years he looked at the $30 looked at me looked at himself and went wasn't worth that much so I pulled 25 back and stuffed it in my pocket he

said it was worth more than five just to put the fire up I said how much are you worth and he said hit me again I hit him with the 10 he winced and it finally sneaked out thank you I said it hurts doesn't he said boy is that heavy when I hit him with another 10 his shoulders went back the American flag went down the Olympic gold medal went around and he said thank you I said you're welcome you're worth it and I gave him another 10 I was 35 in it was getting expensive

he walked away and he said to himself huh I didn't know we were worth that much but I'll start looking for more value the most powerful conversation you'll ever have is the confirmation you have with yourself 1984 there we are in Los Angeles she's in a red white and blue body suit she's uh a little under 5 ft she's 17 from West Virginia her name is Mary Lou retten she could have been like me why me Lord what am I doing here 17 the Romanians are better trained my parents are in the stands the piece

of carpet sticking up oh no here goes nothing ah but instead she's just like you she put her hand on her heart and begin to go through the winning sales presentation the most important voice you'll ever hear is your own come on Mary Lou relax speed power explode extend rotate plant the feet at the end when the pressure's on I get better just like drill this one's for you mother need a 10 got a 10 just like drill let's go when the Mind talks your body listens and acts accordingly you're your greatest critic you're your

greatest coach you're your greatest judge when you talk to yourself talk with all due respect the second Olympic attitude is positive self-determination and Patricia FR said it well she said it perfectly who is in charge of you losers let it happen winners make it happen life is a do it to yourself project I've always said if it is to be it is up to me I take God's template and put myself in the position of the Statue of responsibility you know there should be one there should be a statue of responsibility standing right where Alcatraz

is Alcatraz remember like Ellis Island remember the immigrants come in and go to Ellis Island and a Statue of Liberty lets them come in free and if they don't use their freedom responsibly they end up in alcatra as a rusting reminder of Freedom lost is called the unfailing boomerang what goes around comes around your rewards in life will be equal to the Quality amount of service rendered period two ways you can tell about kids and salespeople internal values versus external control it's called the Locust of control self-esteem is based on internal value and internal control

of your life it's is a pilot light thermostat most people are thermometers I hang on the wall to see how life is I register the temperature and the environment and the deficit around me and the ayatolla in Mount St Helen and I'm a Gemini but if you're a thermostat the internal value goes on you set it up to win and high and your body and life make every correction necessary to meet the setting of the internal standard of control during the Olympic Games I taught our pistol Shooters how to relax bring your heart rate down

to 47 beats a minute please thank you very much we play a cassette tape we play the tape at 47 beats a minute the Mind learns the tape at 47 beats a minute and slows their heart rate down to 47 beats a minute to match the tape and then the pistol shooter taking control of the situation holds their breath listen to the heart pulls the trigger between heartbeats so you'll not Jiggle It Off the bullseye on a heartbeat taking control of body function too who's in charge here more than you and I thought you and

me of course I didn't think that way I was a Navy pilot a chauvinistic Pig pilot and I thought it flowed downhill from me the lieutenant to who the Seaman at home my family he used to drive a pors sharet looking for Honda Civics to intimidate I wore my helmet with a bowl of lightning in the car two leather bullet belts I seen a Charles Bronson movie and I always wore a gun take me hostage take me dead I wore my flight suit to mow the lawn so the neighbors would know Top Gun lived next

door drank Gatorade got it all over me used to chase Farmers on their tractors tractors were red I knew they were Communists used to give them an air show used to blow the sailboats back to the starting line in Newport Beach used to give Sonic booms in the bank so they think nostradamus's prediction was coming true I swaggered in my kitchen put my gun on the counter took my helmet off and said the Warrior's home he wants some food my wife said I'm trying to feed your new salesperson here your 9-month-old daughter Gerber strain squash

she doesn't like it so I'm giving her applesauce and Oreo cookies I said those are commissions after SES closed she doesn't get any dessert give me that squash you have it all over your hair dear on your face on your apron on a tray none in the kid I was raised during a depression we were taught to clean our plate which is why I'm chunky today open up your dad's home I put my helmet on my 9month old daughter's pupils pinpointed in her eyeballs her gums clamped shut huh you don't like intimidation huh I did

what every parents done before me I swaggered back and forth and ate 3/4 of the jar of squash H Your Role Model does it you love your dad you love who I am I eat the squash Olympic fiber-based carbohydrate I eat it I like it you eat it you like it simple get the job over with her eyes said it with a flash of anger go ahead fat so you like it you finish it I asked my wife to leave the room put my gun back in my holster and did what every intimidating sales executive

and manager has done before me I took control of my employees her Poots cheek together due to my Force it's called firings will continue until morale improves I put your cheeks together and stuffed your mouth full of squash like every good father would do I held her mouth shut and I gave her the deal five bites of squash gets one bite of applesauce as a commission if the squash clears are there any questions she made a decision at 9 months old she decided to die by holding her breath her face turned red and purple so

did mine I said you're not the only child before you die you'll swallow now you can't get away with it it's just you and me and God and he's letting me make a fool of myself so you eat the squash I'll let it go give you some applesauce we're out of here any questions the angle was perfect she made a second decision a squash transfer as she exhaled suddenly I felt the pressure build up through the nozzle the linear accelerator Mount St Helen deep into my nasal pituitary area went yellow gerber strain squash I made

a fatal Southern California yepy arrow and snorted squash I felt convulsing on the floor my wife dipped out it and said what happened big guy I said nothing she doesn't like squash don't make a big deal about it she's older now and left home they usually do when they reach 30 as they've left home and come back I never change you think I'm going to change I'm like I am I can't change I was born this way and that's the way it is no you do change if you choose to change and do the things

necessary habits are never broken they're replaced you simply start doing something new you can't do two things at the same time so she came over for Easter dinner your grandma brought summer squash with m in it to kill a taste you're in my house as a guest you'll eat her squash or no hog and do my daughter said I don't like squash I never have not even zucchini I'll never eat it I always wonder why I said there's a good reason why you don't like it and I probably should be honest Integrity is the number

one thing for the 1990s your mother tried to force feed you when you were young she said that it was you it was you I realize now that I control the seven C's I control the clock and the clock is running on me time is the only equal opportunity employer each of us are given 168 hours on the chessboard and the chessboard is finite squares of time you don't move time you move priorities you control your contacts who do you run with who do you model after who do you watch on television who do you

listen to you control your contacts you control your Concepts what you think about you control those Concepts you give cause purpose you control your commitments you control your Communications you control your concerns you and I need to take the risk that will set us free attitude number three if you got the deep down inside the skin feeling of your own worth if you feel you deserve to win and if you feel that if it is to be it's up to me with God's help I'll drive then you look for your motivation positive self motivation ring

number three and motivation is motive in action and of all the things I've ever learned about motivation which most tape cassettes only pump you up for a little while losers dwell on the penalty of failure and winners dwell on the reward of success you always move toward your currently dominant thought every moment of every day you see you can't concentrate on the reverse of an idea clean up your room you pigs I said to my children they went I said exactly now you little oinkers clean it up and they did and they got it messy

the next day they know who they were you can't come away from a pigy you can only go toward a clean room the way we do things in this family that's not like you you're better than this this is the way we do things well you'll do better next time you lead toward the desired result not away from what you don't want unless it's imminent physical danger present fear motivation is only used in imminent physical danger present to stop Behavior but reward Behavior leads you to the dominant thought you're going to remember in the World

Series Baseball years ago I've got the film Warren span Milwaukee Braves pitching to ston Howard the Yankee power hitting catcher two men out two on base World Series late Innings powerful great pitcher knows what to do low and inside keep the ball low and inside strike him out the manager an unwitting parent an unwitting sales manager an unwitting executive walks out from The Dugout and gives a suggestion to his great star pitcher whatever you do Warren don't give him a high outside pitch he'll knock it out of the park R2-D2 Comes Alive high in outside

is that where we don't want to go sure that's why I told you not to go there I kind of like it now don't you like the sound of high and outside no shake it off he just said that so you wouldn't go there the next ball as he tried willpower to go high no low and in the ball went three-run Homer high on outside the reverse of an idea doesn't work the Mind moves toward the fear or the goal they're both the same you know you could walk the plank you've all seen it in

Sal seminars before you know how they put this big construction ibeam on the floor we've all seen people give it at one time or another you put an ibeam on the floor 24 ft long 24 in wide I put a $20 bill at one end if you'll stay on the plank without going off and pick up the bill it's yours huh you kidding 20 bucks give me another $50 one foot no problem 50 100 blindfold boy this is big deal sales money the guy says it's getting expensive you remember what he did he put the

construction ibeam on the two tallest buildings in Kansas City Portland and Salt Lake at the same time as the construction ibeam went on the roof the deal changed $1,000 bill but no wind put a pebble on the th000 bill put you at the other end go get your thousand I don't need any more money now I don't think I need to go why because there's a penalty of failure called 24 stories of or else don't worry about the ground you don't have to go there I don't want to go there but I will go there

if I try no you won't just go on one foot go blindfolded like you did before do it backward don't worry about it go for the money I can't go for the money because there's a penalty there now you always move toward your currently dominant thought as simple as something is it's excruciatingly impossible for the body to fulfill the reverse of what you're thinking about if I took one of your children hanging by one foot at the other end of the building you're not here in 2 minutes bombs away and what happens a lady said

depends on which child if it was the girl I'd come right over if it's the boy we'll take our chances she ruined the point the point was imminent physical danger boom you're there but if there's a penalty of failure you'll consider it you can't move stuck in your tracks it's as if Voodoo is a belief system which it is you know none of the stuff they boil inside The Cauldron means anything you know it's only your belief system in it Voodoo is the opposite of Faith Fortune is self-fulfilling you won't get what you want in

life in the long run ah but you will get what you expect Rising expectations you rise to the expectations of yourself and significant other people in your life it's as if there's a great chemistry set in your brain which there is and you will be given that energy in the chemistry to fulfill the prophecy of you what's the most powerful drug you can take the natural high called endorphine morphine Within the greatest high that a young person can get with no side effects is high expectations goals and driving for performance and getting excited about a

destination what does it give you every single chemical to give you energy and kill pain that's where it comes from the brain releases the endorphins the peptides epinephrine the things that you need for the chemistry of the natural high but if you're not feeling good about yourself s if you don't feel that you control your inner thoughts then of course you need the other stuff that seems like it's endorphine but comes from plants and poppy seeds and chemistry sets from the outside with the devastating side effects of Destruction and death you and I are natural

high Faith Believers like Le trino I like him I used to be a porn Mexican but now I'm a rich Spaniard he says we were so poor when we were a boy if my mother threw the dog of bonea hadn't he meat on the dog had call for a fair catch thank you ma'am gold I'll sign it gold pen favorite color I usually win the Canadian open he says a bowl of lightning hit him in the rear when he was playing golf he said woohoo straighten me up thank thank you Lord the guy is a

absolute indomitable Optimist like George Burns he can't die he's booked impossible he's already booked no he's already booked it for for his 100th birthday party he's got to be there somebody's got to be there to accept his reward Grandma Moses started painting when she was 75 her first painting painted over 500 masterpieces oh I can think of expectations you you sure you talk about Mark Spitz and talk about expecting this we always get the flu in July and expectations but when I was starting out in the Olympic movement I met a young Australian 14 years

old freckleface red hair with braces on her teeth Heth spindly legs had a funny name Shane last name g Shane G swimmer 14 years old the news media said how do you think you'll do honey in the 100 meter she said I get strong all the time I've been practicing for a long time I feel they'll be a world's record today they said little cockos aren't you she said I didn't say who'd said it I just think there'll be a world's record she set the world's record in the 100 meter freestyle 200 meter freestyle and

news media said how do you think you'll do in the longer one honey she said I had a little left at the end I get stronger every race she said the world's record in the 200 M freestyle she'd been practicing a lot that's where her confidence came from preparation the 400 meter freestyle the next day how do you think you'll do an it honey Don Fraser Debbie Meyer best in the world I feel real good a parents said they'd take me to Disneyland if I win we're leaving tomorrow oh I can hardly wait yeah she

had it going in she had the preparation I tried it my house burned down in La Hoya California the one my dad said we never live in I bought it just to see if it made any difference it didn't it wasn't the house it was the value of the people living in it didn't matter what the house was after all it burned down that night Sunday night my house blew up I walked in the culde saac and I did what every human being would do I looked for my wife and children and they were alive

not even any smoke inhalation I went ha safe again fantastic anyone for a weener roast and marshmallow roast oh oh boy fireman said sorry sir it was a $6.95 heater news media blocked us out so we couldn't get to the house and at least it was on TV I said no problem uh clean the garage my tax returns are in there I just got audited now I have amnesia clean the garage Ocean Front lot master bedrooms expandable my parents have pictures we've never seen of the family and besides the rest are stored in here Peggy

Lee sent me her album is that all there is to a fire you got your health you got your life you have your preparation you have your expectation you have that belief there's no such thing as a lack of faith there's only good faith or bad faith Olympic attitude number four if you deserve to win if you determine to win if you desire to win you got to have positive self-discipline doing within what motive in action is Target action the mind is Target seeking orological by Design it's the way it was designed we designed the

navigational guidance system on all of our missiles and homing Torpedoes after the human mind the human mind sees a Target gets feedback from the target makes every correction necessary through internal what motive in action is Target action the mind is Target seeking orological by Design it's the way it was designed we designed the navigational guidance system on all of our missiles and homing Torpedoes after the human mind the human mind sees a Target gets feedback from the target makes every correction necessary through internal inertial guidance system to recorrect the path to hit the target as

long as you can see it on the horizon if it's too far out of sight it'll wander aimlessly around or self-destruct if it's too close in the Horizon it's not much of a goal at all and so that's the way it works a robot autopilot I took the poem my shadow and changed it to my robot I have a little robot that goes around with me I tell it what I'm thinking I tell it what I see I tell my little robot all my hopes and fears it listens and remembers everything it hears at first

My Little Robot followed my command but after 50 years of training mine's gotten out of hand it doesn't care what's right or wrong or what is false or true no matter what I try now it tells me what to do you are me too are to to are you me too Obsession Victor Frankle man search for meaning a schwitz daa prisoners a prisoner of war has only one thing to think about getting home getting Justice getting to see loved ones Staying Alive the goal you lose the goal you lose the life Obsession Target discipline Korea

no prisoner escape from a minimum security Camp just one with leaders in it in the Vietnam prisoners of War I became a rehabilitation counselor for our Vietnam prisoners of war the most incredible things I saw happen they played flamco guitars made out of broomsticks they made no sound but they came back playing malagia never having touched a real guitar if you do it right in drill you'll do it right in life their steinways made no sound just wood but they played clar tooon and got the finger positions their typewriters were made of toilet paper but

what difference does it make as long as the keys are right the fingers go the fingers learn habits are made by practice they came back at 60 words a minute without an error never having touched a real typewriter but what a difference does it make what is real the simulation of success internalized becomes the achieved goal Air Force Colonel George Hall Hattisburg Mississippi four handicapped golfer usually sh about 76 put in the Hanoi Hilton 5 1/2 years in solitary confinement nothing to do but think what do you do go crazy do you Pace do you

complain about the government do you wish you wouldn't have been in the Vietnam War what do you say to yourself when you're caught and what do you pray and say when you're inside black pajamas and bare feet like Steve McQueen and papon every day walking back and forth back and forth back and forth one plate of rice push-ups and sit-ups and then like you and me like every good sales person one round of golf what kind of sales do you play you re enforce every sale you've ever made well what's that called reinforcement when things

are not going well instant replay do you think videotape on television did it so we could watch it on ball games the Mind did it so we would reinforce things that we wanted and wanted to remember the mind reinforces what happens if you haven't done any sales yet then all you can do is pre-play or reinforce prein Force reinforce prein Force reinforce one round of golf in his mind every day for 5 and A2 years every stroke every shot every divot every Club 5 and A2 years in solitary eyes not too good teeth not too

good withered atrophied losing weight fast released after 5 and a half years could hardly wait to play golf in the New Orleans PGA open playing with oral moody in the proam shot a 76 four over par right onto his handicap the news media said congratulations Colonel beginners re-entry luck he said luck are you kidding I never three puted a green in five and a half years sir please elucidate you didn't have a golf course did you and he said we all have one in your imagination you never miss the beauty of the human mind is

to replay your own success and pre-play other people's success to the point where you use role models with proven track records of success astronauts sales people do it they simulate Peak Performance and habits as I said are replaced they're never broken they begin as flimsy cobwebs off-handed Notions something you see on television a little pinch between your cheek and gum something you see a rock star or a sports star do it looks like it would be fun this must be the adult way of life and you take it unto yourself and you repeat it like

an unbreakable cable to control or unleash our mind Carl Lewis runs the 100 meter on the track we ask him to run it in his mind the same muscles fire in the same sequence when he runs the race in his mind as when he runs it on the track the mind can't tell the difference between Vivid simulation and the Real Performance that's why you go through a wedding perfectly so when it comes on wedding day they say gee what a spontaneous performance reinforce past success and prein force future success view failure as fertilizer it's a

learning experience that's what I look at failure failure is Vigoro in big bags all over my house I failed so many times at least I've learned not to repeat the same one a failure is a stepping stone instead of a stumbling block it's a temporary inconvenience it is a learning experience never carry failure forward the fifth and last Olympic attitude is positive self- Dimension you got self-esteem you got self-determination you got self motivation you got the discipline to do within what you're doing doing without what kind of value system do you have well you don't

try to do it for you you try to take the value that you have and put skills so that you can instead of me do it to we I have never in my life been as excited as I am for the 1990s I I tell you I travel every day and I see it differently I know that investigative reporting has to give us the evils of the world so leaders like us will do something about it but the 1990s are the Wii generation the reason the Chinese and Japanese they're learning English as their second language

is so they can talk to their tenants oh yeah no I know but it isn't who's it isn't who's buying America it's who's selling it and as Patricia Frip and Don Hudson said if you win I win if I give you what you need I'll get what I want self-respect for having lived a day we're spending my time on let me give you the best sales meeting always give more in service than you expect to receive in dollars and you'll be the most competitive person in the world when Nordstrom Comes to Town the retailers quiver

Bon Wht teller blooming Dales oh no Nordstrom is coming why hi welcome to Nordstrom give you my business card they deliver panty holes to the airport for busy busy business Executives who are women my Nordstrom sales agent who deals with my wife said to me on the phone before dinner hi Dennis me I talk to Susan it came in in red orange green all in her size I said you can't come over tonight on your way home from work because I'm eating in about 5 minutes so it's too late she said I'm calling you from

your driveway on my cellular phone she was ready to deliver instant quality delivered now the gas stations of the future will not be selfservice stations I beg your pardon mobile and Arco Canada already has full service stations we jump to the pump for you they come running out in jumpsuits I ducked what are they running out to my car for roll your window down sir I rolled it down halfway they passed me a cup of coffee and my wife some flowers they had me step out of the car I spread eagle up against the car

just take my credit cards I have no cash no we'd like to vacuum the inside of your car while we do the inside of your windows while we wash the outside of your car you see sir we need to treat every customer like our next employer because they are it's called the Stratovarius syndrome Strat ofar made a violin to make music for other people's life and as he made the music for their life he signed his name to his work and he thought that if he gave other people in service the best of him both

his name and work would outlive him and always command the highest price but all he cared about was making music for you to play he played it for you that's called Integrity we just keep on going you know the one Integrity I have is about time and there's a there's a guy I'd like to talk about Mr Smith he was 102 years old on The Today Show and Jan Paulie while she was still there interviewed him oh Mr Smith how do you live so long and he brought his flowers along night blooming cus and sidian

he said how do I live so long who will take care of my flowers I went right out and planted a redwood tree you know how long they last I'd like to close by telling you that the greatest loss is 24hour 24 Karat golden day each hour studed with 60 Diamond minutes each minute with 60 Ruby seconds but don't bother to look for it today it's the day I lost today by majoring in minors and doing things that are tension relieving instead of goal achieving success is having what you want but joy is wanting and

loving what you have problems are normal the Berlin Wall was real and it's down our fears and negative attitudes are real but they're self-imposed and we need to break them down and go through them and chip away at them you'll find me in your schools you'll find me in your sales meetings you'll find me for the rest of my natural life telling the kids of this world and Country the truth this is the best time to have ever been young and alive in the course of history laser surgery no more operating rooms in 10 years

unless you want a transplant reading glasses throw them away liquid hydrogen card cars beling out pure oxygen yuppies getting a drink out of their tailpipe because of oxygen and water coming out in Palm Springs in the summer out of their car I tell the kids the greatest thing they could ever learn you can be a total winner even if you're a beginner if you think you can you can if you think you can you can take that c up to an a get in the school play if you think you can you can if you

think you can you can you can profit in inflation redirect the nation if you think you can it's not your talent or the gifted birth it's not your bankbook that determines worth it isn't in your sex or the color of your skin it's your attitude that lets you win doesn't matter if you won before what's the difference what the halftime score it's never over till the final gun is there one keep on trying and you find you won you grab your dream and then believe it go out and serve you'll achieve it if you think

you can you can if you think you can you can I'm so happy to be in Salt Lake City Portland and Kansas City CU if you're there you're in God's country already and we thought we could and we came and we did we didn't learn too much new but we got one idea worth sitting and it felt real good to be there today where the winners were thank you thank you very much thank you thank you very much thank you thank you [Music]