You!!, Listening To This AudioBook Was Born To Win !!! : Zig Ziglar

are you still up i want to emphasize the point in our seminar today and as simple as this you were born to win in my mind there's absolutely no doubt about it you were born to win and i want to i want to start with a story which i think says a lot the year is 1974. there's a game scheduled between notre dame university and the mighty ucla bruins ucla has run an absolutely rough shot over the competition they've won 10 of 12 national championships including seven in a row they've got the longest unbeaten streak

in college [Music] phelps now digger phelps is excited he's enthusiastic he's all motivated he's turned on and he doesn't believe the media when they say that ucla is going to be running roughshod over notre dame at the end of monday's practice session digger had his team doing the most unusual thing he had them run down to the end of the courts and cut down the miss now folks if you know anything at all about basketball you know that they do not cut down the nets after the end of a practice session they cut down the

nets after they've beaten the bad guys across town after they won the district or national championship but not after a practice session on tuesday digger phelps had his team go down to the end of the courts and cut down the nets again by wednesday his guys were convinced that digger was going to make them the best net cutter downers in all of college basketball so by thursday they were highly motivated about cutting down those nets i mean they got good at it and by friday listen after friday's session they were motivated out of their gourds

so much so as a matter of fact they did it so good that it was almost anti-climactic when on saturday now did say almost went on saturday after pulling maybe the biggest upset in basketball history notre dame beat mighty ucla they had won that game now folks you've got to know but i'm not going to have the audacity to stand here or maybe kneel here and tell you that the reason that notre dame won the game is because they had been practicing cutting down the nets all week long but i will say this to you

without any fear of error that simply is this you were born to win but in order to be the winner you were born to be you must plan to win you've got to prepare to win and you must expect to win and if you don't plan to win and if you don't prepare to win then you have no legitimate reason for expecting to win whether you live in salt lake city portland or kansas city you got to have a plan i want to emphasize something digger phelps and his coaches put together a magnificent game plan

they worked hard all week long preparing for the game on saturday and then on saturday because they had planned to win and because they had prepared to win they legitimately expected to win and that is exactly what happened that's what today is about that's what the seminar is about planning to win and preparing to win and building within you that legitimate expectancy based on realistic observations facts and procedures that if you'll take the first two steps you have every right to expect to win and become the winner you were born to be i want to

establish something here that's very important matter of fact we'll build a seminar around three basic premises and that simply is that you are what you are and where you are because of what's going into your mind now you can change what you are you can change where you are by changing what goes into your mind i want to emphasize that because that is an extraordinarily important part of what we go through now i want to also tie to that the fact that life is a long series of choices and if we make enough of the

right choices we will end up with the right results for example for 24 years of my adult life by choice i weighed well over 200 pounds now the reason i say by choice is simply because i have never accidentally eaten anything i mean it's always been by choice and if i choose to eat too much today then i have chosen to weigh too much tomorrow if i choose to get drunk tonight then i have chosen to feel miserable tomorrow every choice has an end result now you see we can choose what we put into our

mind and when we choose the right thing to put in our mind we have chosen the right thinking we then have chosen the right actions and the right action produces winners ladies and gentlemen let me share something with you to emphasize the importance of input and expectancy in your mind we teach a seminar in dallas it's called literally born to win people come from all over the world to attend we had a young man there a couple of years ago named samuel aquasi sarpong now he's from the ashanti tribe in the nation of ghana in

his land they name the babies the children based on the day of the week on which they're born the fact that his name was a quasi now they have a couple of other names too the fact that his name was a quasi indicates that he was born on sunday now that simply in his language means godly gentle kind and peace loving by coincidence this young man was a christian minister those who were born on wednesday are named kwaku now kwanku means mean violent aggressive quick tempered by the strangest of coincidences over 50 percent of all

of the crime committed in the nation of ghana is committed by those who are born on wednesday sociologists say the only explanation they have is the fact that an expectancy is set up in the minds of the parents can't you just visualize the same mom and dad get the good news they're going to have a baby can't you hear them just talking well boy i'm sure glad we're going to have us a baby but boy i hope that kid doesn't get here on wednesday and then can't you imagine little kwaku shows up and the first

time he drops the ball can't you just hear old dads saying well what do you expect a kid was born on wednesday expectancy which is set up in the mind is so critically important now we all might laugh and say yeah but zig that was in the ashanti tribe in africa thousands of miles away let me tell you something interesting about america did you know according uh to wendell johnson in his book people in quandaries that in america there's not a single full-blooded indian on a reservation who stutters that's right now here's another interesting little

thing in the indian languages and dialects there is not a word nor is there a substitute word for stutter and if there's not a word for stutter how you gonna stutter you kind of snick a little bit and you say well that's kind of cute little but what's that dude trying to tell me here's what i'm trying to tell you words paint pictures then the mind goes to work to complete the picture now that's the reason the words you use the language you use is so important because of those pictures for example think of the

picture that's painted in the mind of a child when the parrot calls him stupid do you really think that makes him any smarter or does it have exactly the opposite effect you're absolutely right bill glass good friend of mine bill is the former all-pro inn for the cleveland browns and bill does a lot of work in the prisons in america today and he says that over 90 of the men and women who are incarcerated in our prisons today were repeatedly told by their parents one of these days you are going to end up in jail

well ladies and gentlemen thousands of years ago the bible said as ye sow so also shall you reap then the computer people came along in modern times and made it a hundred percent negative garbage in garbage out well our seminar is a positive one and so what i want to say to you is the same truth and that is if you put the good stuff in you're going to get the good stuff out to me that's exciting you are what you are and where you are because of what's going into your mind you can change

what you are you can change where you are by changing what goes into your mind i will say some things a number of times today because repetition is the mother of learning and it is the father of action making it the architect of accomplishment i love chess love what dr tony compola of eastern college in pennsylvania says dr compola says and i'm absolutely in agreement with him dr campola says over and over that your past is important because it has brought you to where you are but as important as your past is as it relates

to your present it is not nearly as important as the way you see your future you see ladies and gentlemen the way you see your future determines your thinking today your thinking today determines your performance today and your performance today determines your future but hey did you hear what else dr compola said dr campola said look i understand about your past i understand that you've had a bankruptcy i've unders i understand that you've had a failed marriage i understand that you've been chemically dependent i understand that you were abused as a child i understand all

of those things but let me say it over and over and over that is in the past and i want to say this a number of times failure is an event it is not a person think of all of the times that babe ruth struck out think of all the incomplete passes that roger stahlbach threw think of all the sales that a super salesperson has missed whether they live here in salt lake or portland or kansas city or yazoo city we've missed a lot of sales so what failure is an event it is not a

person in my own life i was stoned broke at age 45. my dad died when i was five years old it was the heart of depression i'd worked hard all of my life i had been selling on the streets since i was eight years old i was milking cows by the time i was eight years old we survived only because we had a mother with an enormous amount of faith and the capacity for a lot of hard work an enormous amount of wisdom i was milking those cows at age eight and just i know we

got some city slickers watching this so let me tell you something about cows they don't give milk i mean you've got to fight for every drop now i don't know what you can do with that information but that's not my responsibility my responsibility is to give you information then you use it as you see fit let me tell you what my good friend john maxwell from san diego california says john maxwell says and again i believe he's right that if there is hope in the future there is power in the present everything i do as

an individual and everything we do as a company is to give you hope in that future but at the same time i've got to be absolutely candid with you and say to you that if you expect to win you've got to understand the second principle but i will be espousing repeatedly today and that ladies and gentlemen is that life is tough i don't know what your experience with it has been i don't know what you've discovered as you've gone about in the game of life but i want you to clearly understand that life is tough

i want you to hear it over and over that whether you're a student in school a salesperson a household executive whether you're in the military the government or whatever you do life is tough but even more significantly i want you to clearly understand that when you're tough on yourself life is going to be infinitely easier on you i just want you to understand that you got to be before you can do and you got to do before you can have now the reason i emphasize that is this the average 20-year-old american has witnessed one million

television commercials that's 50 000 a year that's a thousand a week and those commercials primarily 30 to 60 second ones repeatedly say you know everything has a 30 second or a 60 second solution but that's not what life is all about the songs of today frequently sing i want to be free but folks let me tell you something you take the train off the tracks it's absolutely free but it cannot go anywhere you take the steering wheel out of automobile it's under direction and control of no one but it can't go anywhere unless we take

control unless we set the direction in our life then ladies and gentlemen if we do go anywhere it's under the direction of someone else the seminar primarily is going to share with you some thoughts as to how you can move to the top but you got to understand again you got to be before you can do and you got to do before you can have life is tough but i'll say it again when you're tough on yourself life is going to be infinitely easier on you a lot of people are startled when i give them

this next little bit of data 175 according to usa today of the ceos of the fortune 500 companies were former united states marines six of the last seven presidents of the united states served in the navy 26 of the presidents of the united states served in the military i want you to think with me for a moment what is it that they teach in the military isn't it discipline ladies and gentlemen don't they also teach responsibility don't they also teach leadership see a lot of people have seen some of those paris island boot camp scenes

with a brutal drill sergeant and they've gotten some incredibly erroneous ideas but i can tell you because of the things we do with the military that is absolutely incorrect in the military they change their stations at least every three years now in wartime they change them far more often than that as a matter of fact sometimes almost immediately and in the military what that commander has to do he has to integrate those people into the flow of the current base or operation he has to inspire instruct train and you name it in order for that

military commander to move up he's got to have the ability to teach train develop inspire enthuse people under him now think about it that's exactly what you've got to do in your life almost regardless of what your job is you got to be before you can do you got to do before you can have now folks if you haven't figured me out yet let me go ahead and fess up i speak and write at the seventh grade third month level now the reason i do that is by accident a few years ago i discovered that

if you kept it at that level that even the college professors would be able to follow right along with you and understand what you are saying and i just happen to believe they are people too but as my good friend dr steve franklin from emory university the college professor who gave me this little bit had to say you know zig the great truths in life are the simple truths he said you don't need three moving parts and four syllables for something to be significant think about it for a moment zig there are only three pure

colors on the face of this earth but look at what michelangelo did with those three colors they're only 10 digits but look at what einstein did with them they're only seven notes but look what chopin and beethoven and vivaldi did with those seven notes look at what elvis did with two i mean it just really doesn't have to be that complicated lincoln's gettysburg address as you well know delivered right after the battle of gettysburg which took place during the war of northern aggression just depends on which history book you read folks it really does lincoln's

gettysburg address 262 words 202 of them were one syllable one syllable simple and direct is what i'm talking about let me say it again ladies and gentlemen life is tough but when you're tough on yourself and keep it simple so that we can clearly understand it then life can be enormously rewarding tremendously exciting but it's not necessarily going to be easy you remember earlier i said that for 24 years of my adult life i weighed well over 200 pounds 17 years ago i got sick and tired of being sick and tired so i got on

a diet and exercise program up until then my idea of exercise simply was to fill the tub take a bath pull the plug and fight the carrot i mean you know that was it and any way you cut it that's just not much of an exercise program during the next 10 months not only did i learn to hate jogging but the truth is i learned to hate joggers now i don't know what your experience with joggers have been but let me tell you my experience with joggers every time i saw one he's jumping up and

down and saying man it makes you feel so good feel good eyes hurting and hating every step i could possibly take i mean i hated it but i hate it even more being sick and tired and not having the energy that i really needed and so i stayed with it how clearly i remember for you good folks up in portland oregon that magnificent day there on portland state university campus it was high noon had a seminar at 4. i was out there doing my running and all of a sudden it dawned on me that the

ground was flowing smoothly beneath my feet i was breathing easily that's the day i changed my vocabulary please don't miss this ladies and gentlemen you don't pay the price for good health you enjoy the benefits of good health bear those words again you don't pay the price for a good marriage you pay the price for a poor marriage you enjoy the benefits of a good one you don't pay the price for success you pay the price for failure you enjoy the benefits of success 10 months i hurt what's the bottom line the bottom line is

on november the 30th 1988 i went back to the cooper clinic in dallas texas for my physical while there i stayed on the treadmill longer than any active player in the national football league who has taken the test and many many many of them have i'm 63 years old i have a resting heart rate of 49. i can outrun 98 percent of the college kids in america on a five mile run i can do things i never could have dreamed of doing when i was 25 years old i hurt for 10 months i've had a

ball for the last 17 years i love to run i've run with the temperature as much as 40 degrees below zero and the wind just blowing like crazy now you understand that is what was happening outside i mean surely you don't think for one moment i was out there in that stuff do you don't want to mislead you now what i was doing i was running inside in a ballroom or up and down a hotel corridor i was running though and that's the point i finished that little dissertation and and dr cooper's a good friend

of mine today and he kind of grins you know and he said yes egg that's pretty good but i said let me tell you about this 65 year old lady who lives here in dallas be glad to introduce you to her ziggler she started jogging when she was 59 years old she just finished her 10th marathon two of them were 50 miles long i picked myself up off the deck and he said you know yes zig there's this little 14 year old girl she lives right here in dallas zig she stayed on the treadmill so

much longer than you did i'm not even going to tell you what it was it would embarrass you if i did now what's the point i'm making it's a very important very critical very simple point i am not bragging on ziggs i'm not bragging on the 65 year old lady or the 14 year old girl what i am saying is that inside of you physically and mentally and spiritually there is an incredible potential just screaming to get out so important that we understand that importantly we understand though that it's not easy but that if you

discipline yourself to do the things you need to do when you need to do them today is going to come when you can do the things you want to do when you want to do them as you'll notice as we share in this seminar i'll be talking about your personal life and your family life and your business life and the reason i talk about all three is because they're interwoven you cannot separate them a lot of times people say well zig i don't ever take my problems down to work and ladies and gentlemen that simply

is not true you might not talk about your problems at work but believe me you take those problems to work with you and they dramatically affect your output your productivity the january 8 1990 edition of usa today points out that managers of small businesses when surveyed felt that if there is marital trouble at home 42 percent of those managers felt that had a dramatically negative impact on productivity only 27 thought that alcohol did and 22 thought the drugs did the relationship at home is important you bet we will be dealing with all issues because success

is all-encompassing third philosophy that we'll be sharing with you is the basic fact that you can have everything in life you want if you will just help enough other people get what they want i want to emphasize something i want to emphasize that what i just said is a philosophy it is not a tactic if you think for one moment you can do something for someone something nice for someone and then later they're going to do something nice for you that is manipulative and that absolutely will not work now the question is what is it

that people want in life what is total success well i have an absolute conviction that all of us want exactly the same things and there basically are seven of those things i believe everybody wants to be happy thus far i've never met a living breathing human being who said no i want to be miserable everybody wants to be happy everybody wants to be healthy everybody wants to be at least reasonably prosperous now i have a sneaking suspicion a lot of you folks who are hearing me today would like to be unreasonably prosperous i get so

amused at people who say well i'm not really interested in money i think anybody would say a thing like that would lie about other things too i really do and don't misunderstand money is not everything i mean there's stocks and bonds and real estates you know and what have you sometimes i have some of my quote religious friends say to me well ziggler you're not supposed to be talking about money well let me tell you something folks i've had money and i haven't had money it's better to have it i i can just tell you

it's better to have it and let me remind you that the good samaritan never could have put that old boy up at the end after he had been mugged if he hadn't gotten out there and earned himself some money before he could do it okay everybody wants to be secure everybody wants to have a friend everybody wants to have peace of mind and everybody wants to have good family relationships now what i'd like to do is i would like to just go back and touch on one of those and that is everybody wants to be

happy today a lot of people confuse happiness and pleasure i believe in pleasure too let me give you an example i love desserts i could eat good ice cream three times a day seven days a week 365 days a year i could actually do that and then eat something in between meals that would give me much pleasure but the question is how happy would i be at 486 pounds see what i'm getting it another simple example i've never tried crack cocaine or cocaine never will but scientifically speaking let me tell you a lot of people

take it because they quote want to be happy the interesting tragedy is this if you take cocaine long enough and for some people that's one time it destroys the brain's capacity to reproduce dopamine and norepinephrine and without those two chemicals in your body which your brain naturally produces without those two chemicals in your body it is impossible to experience joy and happiness that ironical you take it to be happy and then that destroys all chants of happiness ask yourself three basic questions every time you get ready to indulge in pleasure now i could say i

believe in pledge as a matter of fact i don't believe i believe that if you don't have some pleasures you can't be happy but distinguish the important things three questions number one can i repeat this pleasure indefinitely and be happy number two now this is kind of sneaky would i be willing for my mama to know i did it now you know when you answer that one ladies and gentlemen that'll keep you from doing a lot of things that get folks in trouble and number three will this pleasure bring measure to someone else it's just

a fact of life you cannot be happy on somebody else's misery a couple of years ago i had a young man in my office i don't have a chance to do this very often but uh his friend was concerned deeply about him because he literally was losing his family and was destroying his health in the process and so he wanted me to see if i could persuade the young man about something important so i talked to the young man and in our conversation he uh verified the fact that these are the things that he wanted

want to be happy want to be healthy want to be at least reasonably prosperous and secure and have friends and peace of mind and a good family relationship i said in other words if you had all of those you'd consider yourself to be successful he said yes well i knew that he had been modeling his life after a friend of his who was his boss who had been enormously successful in his business and so i asked him why he modeled his life after this young man instantly the guy in my office was 22 his hero

was 27. i asked why he admired him so much he said well he's just so successful so after we defined success then i asked him the question i said tell me how happy is your friend he looked at me and he said well i can't say for sure i can tell you he has ulcers well i said you know you get ulcers not because of what you eat but because of what's eating you so that would indicate that he is really not very happy with and he said yeah sure what i said well let's go

ahead and give him a failing grade on happiness now since his health is being destroyed there with those ulcers i said that indicates he's not very healthy doesn't he said yeah i said well that also tells us that he really doesn't have peace of mind doesn't it he said yeah i said well let's give him a failing grade on that then i pointed out to the young man i asked him one question we get three failing grades because of it i said tell me about his prosperity and he said well he's doing extremely well i

said okay let's give him on that one a plus mark he said okay i said tell me about his security how financially secure is it he said well far as i know he's very secure and i said well interestingly enough we just had two billionaire brothers here in dallas to declare for bankruptcy does he compare to them he said no way i said we had another man worth a half a billion he just declared for bankruptcy uh does he compare that he said oh no i said okay we had another one worth a hundred million

and these literally all came right together i said how does he compare with that and he said well he doesn't compare with that very favorably i said in other words we would have to put a question mark after whether or not he was secure and he said yeah we would i said tell me about his friends and he said well he doesn't have any except me and i'm not really his friend i just happen to admire him i said okay we're going to give him a failing grade on that one then then tell me about

his family and he said well his wife's divorcing him well i said we got to give him a failing grade on that one then don't we he said yeah we do and i said well let me ask you a question of the seven things you want in life your hero flunked out on five ovens got a question mark after another and i asked him this question and i want to ask every person who ever will see this whether it's today or 10 years from today i want to ask you the same question would you swap

places with this guy you see ladies and gentlemen you don't have to swap places with him did a study the may 1989 issue of psychology today did a study or reported on a study of 1139 ceos of the fortune 2000 companies average income 356 thousand dollars 90 of them exercise regularly most of them can tell you their cholesterol level less than 10 percent of them smoke and their number one priority is their family now what am i saying i'm saying that when you go far standard of living first that doesn't necessarily mean your quality of

life is going to improve but i can tell you based on my own life and based on the lives of literally thousands of other people whom i read and studied if you go for quality of life first standard of living is invariably going to go up in this segment ziggs shared that you are born to win but to be the winner you were born to be you must plan to win prepare to win and expect to win zigg also shared that as important as the past is in our present performance it is not nearly as

important to our present performance as the way we see our future one of zig's special tips is you can have everything in life you want if you will just help enough other people get what they want [Music] welcome to segment two of the qualities of success a blueprint for achievement in this presentation mr ziegler discusses the qualities of a winner here's master motivator zig zigler those of you who have something to do with employment in your company would you hold up your hands please just stick up your hand if you're an employer make decisions along

those lines okay now those of you who have to answer to the employer would you hold up your hands please okay here's what i want to do i want you employers to imagine that you've got an immediate opening in your company and what you want to do is you want to find the dream person to fill the opening you've just heard a computerized service that will enable you to locate this dream person you can literally get on that computer and program in every desirable quality that you want that employee to have so employers start thinking

about the dream employee and the for you employees i want you to think like this imagine if you will that when you go to work tomorrow they will ask you or say to you we now have got a new boss or your boss has just been promoted and we want you to choose your new supervisor boss we want you to come up with every quality you want this supervisor boss to have that's what i want you to do okay what's the first dream quality that you think about integrity that is number one okay you want

somebody who's loyal give me another one dependability all right put that one down positive mental attitude enthusiastic okay boy that is so important motivated somebody who is motivated absolutely humility somebody who is humble absolutely that is so important humility give me another one somebody with a sense of him or okay you got hey we sure getting some good one loves people and a sense of humor just put humor there give me another one somebody who is prompt we can write that a little easier and we can punctuality somebody who is there okay give me another

one good communicator somebody who is a communicator absolutely you got to have a lot of people think when you take turns talking that's communication and uh that simply is not necessarily so now let me take a count on that that's 2 4 6 8 10 12 14. that is 28 magnificent qualities let me ask you folks a question how many of you believe that anybody with those qualities right there would make a magnificent employee at the place you're working right now can i see your hand how many of you believe they'd make a magnificent boss

how many of you believe that anybody with those qualities could get a job anywhere at any time under any circumstances and be successful in that job can i see your hand okay how many of you would just love to have a mate with all of those qualities how many of you love to have kids with all of those qualities all right i mean if you would love to have all of those qualities all right how many of you believe that if you had all of those qualities you could take the job you've got right now

doing exactly what you're doing and move right up to the top in that job can i see your head if you had all of those qualities right there how many of you believed that if you had all of those qualities that you could get all of those things that we want happy healthy prosperity you know the whole bit how many of you believe you could get all of those things if you had all of those qualities okay now here's the question what are those qualities that's the question are they attitudes or are they skills i

want us to go back down the list and i'm going to call out the quality and i want you to simply say attitude or skill now some of them might be both so if they are uh don't let one person snooker you out of it you still say what you think it is starting at the top integrity is that an attitude or a skill attitude okay now integrity is an attitude dependable come on i need to hear from you attitude honesty enthusiastic judgment some say attitude some say skill haven't everything it might be a gift

okay we'll just give that one all three we'll give that one the guess okay uh motivated is that attitude or skill attitude and compassionate humility sincere competent scale all right sense of humor somebody who's creative an attitude how many might be a gift too well we'll just give that one the guest too somebody who's open-minded attitude or skill attitude ethical somebody who is loyal positive mental attitude attitude okay hey somebody who's fair somebody has said attitude some said skill we put them both somebody who's interested attitude and hard-working some say attitude some say skill somebody

who's self-directed and some say skill some say edited we'll put them both somebody who's a goal setter skill okay somebody who's admirable come on need to hear from you attitude somebody with a good self-image somebody who loves people somebody who's prompt somebody said skill they live across the street we're running late okay that's the only way it happened somebody's a good communicator somebody who is caring attitude and somebody who is long-suffering somebody said give some said attitude and some said skill okay out of the 28 let's see what we've got we got one two three

four five six seven eight nine 10 11 12 13 14 15 16 17 18 of the 28 are straight attitudes and let me see we've got uh one two three four five six of the additional ones which also involve attitude 24 of the 28 involve our attitude now let me ask you a question how many uh of you believe based on what you just said that your attitude is pretty important can i see your hands played okay there's no doubt about it how many of you believe that if we taught these qualities in our schools

that we would have an even better america can i see your hand how many of you believe that this would be a strong step towards solving our drug problem today now you think about it can you imagine a youngster or an olster getting involved in drugs and crime and promiscuity if they had these qualities going for them i absolutely cannot imagine it how many of you and i'd like to see your hands i can only see at the moment in salt lake city but how many of you believe that these qualities should be taught in

our public school system can i see your hands okay how many of you believe would really have something in america if we taught these at home initially and then reinforce them in school wouldn't that be wonderful now a lot of people say but wait a minute zig those are values and you can't teach values in school my friend that is all we really teach we teach values everything in every way about life we teach them we really do let me ask you a question whose values are these who gave me the words you did okay

whose values are there whose kids are they okay who schools are they now think about it can you think of any reason why you should not be teaching your skill kids your values and your schools let me tell you a fact of life i've been beating the bushes for 43 years not once in my 63 years not once in my entire lifetime have i ever had an employer say to me well zig i really appreciate you sending that young lady to me for an interview but zeke we couldn't use anybody like her in our company

well you realize he has integrity is completely dependable is absolutely honest he's tremendously enthusiastic has tremendous judgment is highly motivated nausea we couldn't use anybody like that you know what they've told me ten 000 times you send me somebody with those basic qualities now teach them how to run the gizmo that manufactures the widgets send me those qualities and i'll teach them the other now i want to emphasize a point that's the place you start folks when you have those qualities amazing things happen now if you want to be a physician you still got to

go to medical school and learn medicine if you want to be a dentist you still got to go to dental school if you want to be an accountant you still got to study that but what we've discovered is this anybody who has these basic foundational qualities can learn and do learn the other things far more easily and quickly and they become better at it now here's a question i keep using a specific word i keep saying teach teach teach can you actually teach this kind of thing how many of you believe you can teach integrity

can i see your hands how many of you believe that you can teach dependability how many of you believe you can teach honesty how many of you believe you can teach enthusiasm if you will go down the list you will discover that of the 28 qualities that you have identified ladies and gentlemen 28 of those qualities can be taught don't miss this because if we clearly communicate this it can have a dramatic impact in your life if they can be taught their skills if they can be taught their skills let me tell you why i

get so tremendously excited about that that tells me i got a chance in life that tells me that my children and my grandchildren have a chance in life that tells me that you and your children and your grandchildren have got a chance in life because if they can be taught then my friend you can learn those skills that tells me that that youngster who left the slums this morning without a bite of food to eat and literally almost with a kick in the rear has never had a word of encouragement that tells me that a

fatty youngster is fortunate enough to encounter a jaime escalante stand and deliver if you didn't see it when it was on television you have a responsibility and a tremendous opportunity to go to the video store and pick up a copy it's a story that takes place in the barrio in los angeles a mexican community the kids there are high on drugs teenage pregnancy is literally running rampant all over the place and here they have so many dropouts and the kids who graduate from high school don't really have an education there's little hope and then along

comes jaime escalante a businessman and he looks at those kids and he said those kids can learn if somebody will love them enough to discipline them enough to require that they learn a gallup poll revealed that 90 of our graduating seniors wish that their parents and their teachers loved them enough to discipline them to do the things they need to do and expected them to do more jamie escalante knew he could teach those kids and he knew those kids could learn he introduced a far-run subject to their thinking it was advanced calculus man they couldn't

multiply 40 times 40 in a lot of cases and here comes a guy coming in advanced calculus the school board and others fought him he persisted bottom line is this 18 of his kids second year he was there 18 of those kids won college scholarships by passing an exam in advanced calculus that is so difficult that less than two percent of the high school seniors in america will even take the test and seven years later 85 percent of those kids are professionals let me say it again failure is an event it is not a person

you are what you are and where you are because of what's gone into your mind you can change what you are you can change where you are by changing what goes into your mind i want to say also as strongly as i possibly can that you yes you and this is the thing ladies and gentlemen it gets me so excited about what i do earlier you have said that anybody with those qualities could be enormously successful you said anybody with those qualities could take the job you've got and go right to the top i'm going

to tell you without any fear of error i can look you straight in the eye and yes i do mean you and i do mean i'm looking you're right in the eye and i can tell you that you already have every single quality that you have identified right there every one of them are you gonna sit there and tell me no you don't you have no integrity nobody can count on you as far as being honest forget it i'm so crooked that when i die they're gonna have to screw me in the ground are you

gonna sit there and say hard work man i'm so lazy i wouldn't hit a lick at a snake you have got my friend some of every one of these qualities now you are pitifully woefully short in many of them as are all of us but let me say it again you're what you are and where you are because of what's gone into your mind you can change what you are you can change where you are by changing what goes into your mind you might have a little argument there and say but zig me man if

i had all of those qualities i would be doing so many things i wouldn't be sitting here listening to you i'd already have it made man not necessarily years 1901 sound in beaumont texas a man has having to sell part of his property to feed his family there's a depression on there is a drought on an oil company came to him one day and said sir we believe there might be oil on your property let us drill for it and if we discover any oil we will pay your royalties on every single barrel that is

pumped out well the man had absolutely nothing to lose he had a tremendous amount to gain so he said let's do it well in those days the derricks were made out of wood and when they brought in a gusher it literally destroyed the derrick and the greater the destruction the greater the excitement because that indicated an enormous amount of oil underneath when this oil well came in it came in with such force that it literally destroyed the derrick blew it into a thousand pieces and for the next 11 days in excess of 100 000 barrels

of oil per day were pumped out of that all well most productive all well in history that was spindletop the man became an instant multi-millionaire or did he you see the reality is this he had been a multi-millionaire ever since he had acquired the property but until they discovered the oil and brought it to the surface and took it to the marketplace and cast it in it literally had no value my friend please hear this you see the reality is you have some of all of these qualities i can say that again without any fear

of error but i also will say this to you that until and unless you recognize and accept that fact then there's not going to be the use of those qualities that will enable you to be the complete success you are capable of being it's a beautiful lady she lives in dallas texas she has an iq of 141. when she was a teenager she was literally a traffic stopper she'll still slow traffic down incidentally quite a bit she's an outstanding conversationalist she can talk with you in great depth about a dozen different subjects but until a

few years ago had you asked her to describe herself to you she would have said i am fat dumb and ugly ladies and gentlemen we've got to be honest and one of the things that is so exciting is that before this seminar is over i'll be sharing with you specifically how you can begin to develop the qualities you've already got because it would be a tragedy beyond belief to have the very foundation that would enable you to be enormously successful and never literally use what you have got you see if you had a million dollars

in your checking account you would never write a check on it if you did not know it was there but the moment you discovered its presence then at that precise moment there would be a boom in the local economy i want to add in one other thing at this point because i want to emphasize that i think it is so important i'll tell you again folks life is tough but when you're tough on yourself life is going to be infinitely easier on you several years ago i was speaking down in san antonio in one of

the breaks a lady came up to me she had a question she wanted to ask it but she didn't want to look me in the eye in order to ask the question so she lowered her head looking at the floor and she said mr ziegler she said you kind of make a nice little old fee when you make them little old speeches you make now don't you then she looked up grinning so wide she could have eaten a banana sideways i mean she was grinning now i looked at it and i said now ma'am i

don't have any idea where you heard that have no idea where you got the message but it's absolutely incorrect it is a vicious rumor and i don't want that to ever spread out of this room i want to stop it right here i said the truth is i really make a great big old fee for them little old speeches i make but you know what i didn't tell her folks i didn't tell her the number of times that i've spoken to the lions and the jaycees and the rotaries for no fee i didn't tell the

number of times i've gotten up early enough to go down and speak to the men who delivered the bread and cakes and pies to the restaurants and to the uh stores and to the outlets that are retailing those products three four hours before you even turned over i didn't tell the number of times i've been into schools and prisons and halfway houses and drug rehab centers the number of times i have spoken to vacuum cleaner and cookware and real estate and life insurance companies the number of times i've driven 50 miles 100 miles 200 miles

on three different occasions to speak to a dozen people free and then have to drive back that night my expense because i did not have enough money to pay the motel bill but i did those things because i honestly believed i had something to say i did those things because i knew in my own heart and mine but if i were ever going to be paid for saying what i had to say but i not only had to say something that had value but i had to say it in a way that they would be

able to accept the message and i did it because as my good friend steve brown from atlanta georgia says anything worth doing is worth doing poorly until you can learn to do it well now think about that if we could all take three lessons from the pro at the country club and then be good enough to make the pga tour there'd be thousands and thousands of people on the pga tour and then there'd be nothing in it for anyone if you could become a super salesperson by taking a weekend course in selling and then you'd

be there just absolutely professional then i can sure all of you sales people that the rewards would be almost non-existent if you could become a physician by taking a three-week course at the university we'd have millions of physicians and then there'd be very little compensation and no satisfaction no if it's worth doing it's worth doing poorly until you can learn to do it well never making the same mistake again learning from each one getting better and better understanding always that failure is an event it is not a person in this segment one of ziggs most

exciting points is you already have some of every single success quality we listed now they must be developed it's very important to remember that failure is an event it is not a person and finally zig reminds us that life is tough but if you're tough on yourself life will be infinitely easier