when you’re asleep ladies and gentlemen you need your dreams I’m here to tell
you need your dreams I’m here to tell
you need your dreams I’m here to tell you that when you’re wide awake you also
you that when you’re wide awake you also
you that when you’re wide awake you also need your dreams you must have your
need your dreams you must have your
need your dreams you must have your goals you’ll never make it as a
goals you’ll never make it as a
goals you’ll never make it as a wandering generality
wandering generality
wandering generality you must become a meaningful specific if
you must become a meaningful specific if
you must become a meaningful specific if you’re going to work tomorrow because
you’re going to work tomorrow because
you’re going to work tomorrow because that’s what you did yesterday you’re not
that’s what you did yesterday you’re not
that’s what you did yesterday you’re not going to be as good tomorrow as you are
going to be as good tomorrow as you are
going to be as good tomorrow as you are yesterday because now you’re two days
yesterday because now you’re two days
yesterday because now you’re two days older and no closer to the gold which
older and no closer to the gold which
older and no closer to the gold which you do not have you can’t make it as a
you do not have you can’t make it as a
you do not have you can’t make it as a wandering generality
if you made a commitment when you hit
if you made a commitment when you hit the rough spots not if when you hit the
the rough spots not if when you hit the
the rough spots not if when you hit the rough spots your immediate thought is
rough spots your immediate thought is
rough spots your immediate thought is how can I solve the problem if you’ve
how can I solve the problem if you’ve
how can I solve the problem if you’ve not made the commitment when you get the
not made the commitment when you get the
not made the commitment when you get the rough spot whether it’s in marriage or
rough spot whether it’s in marriage or
rough spot whether it’s in marriage or education or career or whatever your
education or career or whatever your
education or career or whatever your first thought is man how can I get out
first thought is man how can I get out
first thought is man how can I get out of this deal and so that commit but
of this deal and so that commit but
of this deal and so that commit but please a huge role and is you know some
please a huge role and is you know some
please a huge role and is you know some people are about as committed as a
people are about as committed as a
people are about as committed as a kamikaze pilot on his 39th mission I
kamikaze pilot on his 39th mission I
kamikaze pilot on his 39th mission I mean they don’t really take it that
mean they don’t really take it that
mean they don’t really take it that seriously
I’m poison a lot of people stand in
I’m poison a lot of people stand in front of the stove of life and they say
front of the stove of life and they say
front of the stove of life and they say now stove you give me some heat then
now stove you give me some heat then
now stove you give me some heat then I’ll put some woody
I’ll put some woody
I’ll put some woody that ain’t the way it works you got to
that ain’t the way it works you got to
that ain’t the way it works you got to put something in before you can get
put something in before you can get
put something in before you can get anything out so many times you know the
anything out so many times you know the
anything out so many times you know the employee goes to the employer to give me
employee goes to the employer to give me
employee goes to the employer to give me a raise and I’ll start coming to work on
a raise and I’ll start coming to work on
a raise and I’ll start coming to work on time all right
time all right
time all right so many times they will come to him and
so many times they will come to him and
so many times they will come to him and say make me the boss now I know I
say make me the boss now I know I
say make me the boss now I know I haven’t been here very long don’t really
haven’t been here very long don’t really
haven’t been here very long don’t really deserve to be locked but I just function
deserve to be locked but I just function
deserve to be locked but I just function better when I am in charge of thing you
better when I am in charge of thing you
better when I am in charge of thing you reward me now and then I promise you
reward me now and then I promise you
reward me now and then I promise you I’ll learn what this business is all
I’ll learn what this business is all
I’ll learn what this business is all about later on reward me now and I’ll
about later on reward me now and I’ll
about later on reward me now and I’ll produce later doesn’t work that way
produce later doesn’t work that way
produce later doesn’t work that way can’t you just see a youngster in school
can’t you just see a youngster in school
can’t you just see a youngster in school and say I’m teaching if I take a failing
and say I’m teaching if I take a failing
and say I’m teaching if I take a failing grade home my parents won’t skin me
grade home my parents won’t skin me
grade home my parents won’t skin me alive paste me on this quarter and next
alive paste me on this quarter and next
alive paste me on this quarter and next time I’ll study more than anybody else
time I’ll study more than anybody else
time I’ll study more than anybody else reward me now I’ll produce later it
reward me now I’ll produce later it
reward me now I’ll produce later it doesn’t works out with you can’t you
doesn’t works out with you can’t you
doesn’t works out with you can’t you just see an old farmer standing out in
just see an old farmer standing out in
just see an old farmer standing out in the fields in October and said Lord I
the fields in October and said Lord I
the fields in October and said Lord I know I didn’t find a thing this year but
know I didn’t find a thing this year but
know I didn’t find a thing this year but if you’ll give me a big crop this year
if you’ll give me a big crop this year
if you’ll give me a big crop this year I’ll plant more than anybody next year
I’ll plant more than anybody next year
I’ll plant more than anybody next year it ain’t that way folks you know in
it ain’t that way folks you know in
it ain’t that way folks you know in South Alabama the worlds are deep it all
South Alabama the worlds are deep it all
South Alabama the worlds are deep it all we’re glad they’re deep because the
we’re glad they’re deep because the
we’re glad they’re deep because the deeper the well the cooler the cleaner
deeper the well the cooler the cleaner
deeper the well the cooler the cleaner the sweet of the Puritans they’re better
the sweet of the Puritans they’re better
the sweet of the Puritans they’re better tasting the water and isn’t that true of
tasting the water and isn’t that true of
tasting the water and isn’t that true of life in Nativity if you can become an MD
life in Nativity if you can become an MD
life in Nativity if you can become an MD by 6 weeks of summer schools that the
by 6 weeks of summer schools that the
by 6 weeks of summer schools that the rewards would be almost ended sure that
rewards would be almost ended sure that
rewards would be almost ended sure that if you become a sales expert in three
if you become a sales expert in three
if you become a sales expert in three days of a training school or that the
days of a training school or that the
days of a training school or that the rate of pay would go down rather
rate of pay would go down rather
rate of pay would go down rather radically isn’t it true that anything
radically isn’t it true that anything
radically isn’t it true that anything worth doing is worth doing fully until
worth doing is worth doing fully until
worth doing is worth doing fully until you can learn to do it with
you can learn to do it with
you can learn to do it with we’ll never know how many kids have
we’ll never know how many kids have
we’ll never know how many kids have missed a college scholarship because
missed a college scholarship because
missed a college scholarship because they didn’t study an average of ten more
they didn’t study an average of ten more
they didn’t study an average of ten more minutes a day we will never know how we
minutes a day we will never know how we
minutes a day we will never know how we come so close to promotion but we grew
come so close to promotion but we grew
come so close to promotion but we grew discouraged and quit too soon almost did
discouraged and quit too soon almost did
discouraged and quit too soon almost did not go to the most important sales
not go to the most important sales
not go to the most important sales meeting I would ever have missed
meeting I would ever have missed
meeting I would ever have missed that’s that morning I awakened I’d been
that’s that morning I awakened I’d been
that’s that morning I awakened I’d been up there and Charlotte all day long in a
up there and Charlotte all day long in a
up there and Charlotte all day long in a meeting it didn’t learn anything five
meeting it didn’t learn anything five
meeting it didn’t learn anything five o’clock the alarm clock goes off and it
o’clock the alarm clock goes off and it
o’clock the alarm clock goes off and it was an alarm clock in those days now
was an alarm clock in those days now
was an alarm clock in those days now it’s an opportunity clock if I’m here
it’s an opportunity clock if I’m here
it’s an opportunity clock if I’m here that means I’ve got an opportunity to
that means I’ve got an opportunity to
that means I’ve got an opportunity to get up and go if I can’t hear that
get up and go if I can’t hear that
get up and go if I can’t hear that minute done got up gone we’ll anyhow
minute done got up gone we’ll anyhow
minute done got up gone we’ll anyhow when off we were living in little three
when off we were living in little three
when off we were living in little three room apartment above a grocery store
room apartment above a grocery store
room apartment above a grocery store five o’clock well that was horrible
five o’clock well that was horrible
five o’clock well that was horrible when the clock went off you know I
when the clock went off you know I
when the clock went off you know I looked at and I said no sane person
looked at and I said no sane person
looked at and I said no sane person would ever get a little Crosley
would ever get a little Crosley
would ever get a little Crosley automobile without a heater in weather
automobile without a heater in weather
automobile without a heater in weather like this and drive all the way to
like this and drive all the way to
like this and drive all the way to Charlotte to go to another meeting so I
Charlotte to go to another meeting so I
Charlotte to go to another meeting so I laid back now and as I lay down the
laid back now and as I lay down the
laid back now and as I lay down the words that my mother came back to me son
words that my mother came back to me son
words that my mother came back to me son if you worked for a man you worked for
if you worked for a man you worked for
if you worked for a man you worked for him all the way
him all the way
him all the way your lawyer to him in every way and if
your lawyer to him in every way and if
your lawyer to him in every way and if your word is no good you’re no good
you
you [Music]
[Music]
[Music] I had promised this company which had
I had promised this company which had
I had promised this company which had taken me two months to get the job that
taken me two months to get the job that
taken me two months to get the job that if they would give me the opportunity
if they would give me the opportunity
if they would give me the opportunity I’d be at ever sales meeting I’d be at
I’d be at ever sales meeting I’d be at
I’d be at ever sales meeting I’d be at every training session and in two and a
every training session and in two and a
every training session and in two and a half years despite my lack of success
half years despite my lack of success
half years despite my lack of success I’ve been at every sales meeting at
I’ve been at every sales meeting at
I’ve been at every sales meeting at every training session and I’ve never
every training session and I’ve never
every training session and I’ve never even been late the words of my mother
even been late the words of my mother
even been late the words of my mother came back I rolled out of bed went to
came back I rolled out of bed went to
came back I rolled out of bed went to the meeting that’s the one that changed
the meeting that’s the one that changed
the meeting that’s the one that changed my life the rule is simple you do it now
my life the rule is simple you do it now
my life the rule is simple you do it now you do it now
in 1950 a war-torn devastated to Japan a
in 1950 a war-torn devastated to Japan a nation who had lost an incredibly high
nation who had lost an incredibly high
nation who had lost an incredibly high percentage of its young men their cities
percentage of its young men their cities
percentage of its young men their cities were in ruins had been bombed out but in
were in ruins had been bombed out but in
were in ruins had been bombed out but in 1950 they got together they meaning in
1950 they got together they meaning in
1950 they got together they meaning in the street and government got together
the street and government got together
the street and government got together and set a goal the goal was we’re going
and set a goal the goal was we’re going
and set a goal the goal was we’re going to be the number one nation in the world
to be the number one nation in the world
to be the number one nation in the world during the 1950’s in the production of
during the 1950’s in the production of
during the 1950’s in the production of textiles in 1959 ladies and gentlemen
textiles in 1959 ladies and gentlemen
textiles in 1959 ladies and gentlemen they accomplished that objective in 1960
they accomplished that objective in 1960
they accomplished that objective in 1960 they said another go we’re going to be
they said another go we’re going to be
they said another go we’re going to be the number one nation in the world in
the number one nation in the world in
the number one nation in the world in the production of steel now when you
the production of steel now when you
the production of steel now when you understand there’s no iron ore in Japan
understand there’s no iron ore in Japan
understand there’s no iron ore in Japan of any significance there’s no coal of
of any significance there’s no coal of
of any significance there’s no coal of any significance there we’re gonna be
any significance there we’re gonna be
any significance there we’re gonna be the number one nation in the world in
the number one nation in the world in
the number one nation in the world in the production of steel it seemed like
the production of steel it seemed like
the production of steel it seemed like an absurd goal and yet they reached
an absurd goal and yet they reached
an absurd goal and yet they reached their objectives they’re takin all of
their objectives they’re takin all of
their objectives they’re takin all of the steps in 1970 the Japanese said
the steps in 1970 the Japanese said
the steps in 1970 the Japanese said another goal they said you’re in the
another goal they said you’re in the
another goal they said you’re in the seventies we’ll be the number one nation
seventies we’ll be the number one nation
seventies we’ll be the number one nation in the world in the production of
in the world in the production of
in the world in the production of automobiles they missed it folks one
automobiles they missed it folks one
automobiles they missed it folks one year it took them until 1980 in 1980
year it took them until 1980 in 1980
year it took them until 1980 in 1980 they said another gold and this time
they said another gold and this time
they said another gold and this time their goal was we’re going to be the
their goal was we’re going to be the
their goal was we’re going to be the number one nation in the world in the
number one nation in the world in the
number one nation in the world in the production of computers and electronics
production of computers and electronics
production of computers and electronics yes indeed ladies and gentlemen you
yes indeed ladies and gentlemen you
yes indeed ladies and gentlemen you absolutely must have those goals
[Music]
[Music] you need to read eat at least 20 minutes
you need to read eat at least 20 minutes
you need to read eat at least 20 minutes every day now I spend about 2 hours a
every day now I spend about 2 hours a
every day now I spend about 2 hours a day or more but you got to understand
day or more but you got to understand
day or more but you got to understand this is my business this is my life this
this is my business this is my life this
this is my business this is my life this is my profession I got to do it
is my profession I got to do it
is my profession I got to do it fortunately I just absolutely love to do
fortunately I just absolutely love to do
fortunately I just absolutely love to do it but 20 minutes a day will make a
it but 20 minutes a day will make a
it but 20 minutes a day will make a dramatic difference now obviously I’m
dramatic difference now obviously I’m
dramatic difference now obviously I’m talking about reading something good
talking about reading something good
talking about reading something good powerful positive biographies all about
powerful positive biographies all about
powerful positive biographies all about ographers
ographers
ographers self-help books motivational books books
self-help books motivational books books
self-help books motivational books books about your business your profession the
about your business your profession the
about your business your profession the industry of which you are a part this
industry of which you are a part this
industry of which you are a part this books about human nature how to deal
books about human nature how to deal
books about human nature how to deal with people if you are an average reader
with people if you are an average reader
with people if you are an average reader that’s 220 words a minute if you will
that’s 220 words a minute if you will
that’s 220 words a minute if you will just read 20 minutes a day at the end of
just read 20 minutes a day at the end of
just read 20 minutes a day at the end of the year you will have read 20 200 page
the year you will have read 20 200 page
the year you will have read 20 200 page books that is 18 more than the average
books that is 18 more than the average
books that is 18 more than the average American reads in a year’s time that
American reads in a year’s time that
American reads in a year’s time that will give you a colossal advantage in
will give you a colossal advantage in
will give you a colossal advantage in whatever it is that you’re doing
whatever it is that you’re doing
whatever it is that you’re doing [Music]
I listen to the people who were
I listen to the people who were successful in selling that product I
successful in selling that product I
successful in selling that product I would learn new things from different
would learn new things from different
would learn new things from different ones and new approaches and that’s where
ones and new approaches and that’s where
ones and new approaches and that’s where you must be a constant student a lot of
you must be a constant student a lot of
you must be a constant student a lot of people are afraid to try anything new
people are afraid to try anything new
people are afraid to try anything new because they are afraid that they will
because they are afraid that they will
because they are afraid that they will be embarrassed until they get good at it
be embarrassed until they get good at it
be embarrassed until they get good at it well one of my favorite sayings is you
well one of my favorite sayings is you
well one of my favorite sayings is you know the most important thing you can do
know the most important thing you can do
know the most important thing you can do is to understand that anything worth
is to understand that anything worth
is to understand that anything worth doing is worth doing poorly what do you
doing is worth doing poorly what do you
doing is worth doing poorly what do you mean by that until you can learn to do
mean by that until you can learn to do
mean by that until you can learn to do it well my first few sales calls work
it well my first few sales calls work
it well my first few sales calls work with addy
my first few speeches were this Esther
my first few speeches were this Esther but I believed that I could develop into
but I believed that I could develop into
but I believed that I could develop into that so I kept added unto I could do it
that so I kept added unto I could do it
that so I kept added unto I could do it effectively and all skills are exactly
effectively and all skills are exactly
effectively and all skills are exactly the same way no running back that sets
the same way no running back that sets
the same way no running back that sets the records ever we set a record the
the records ever we set a record the
the records ever we set a record the first time he picked up a football and
first time he picked up a football and
first time he picked up a football and you can go right down the line with that
you can go right down the line with that
you can go right down the line with that so if it’s worth doing and you believe
so if it’s worth doing and you believe
so if it’s worth doing and you believe in it go ahead and fail and the more
in it go ahead and fail and the more
in it go ahead and fail and the more times you fail the closer you get into
times you fail the closer you get into
times you fail the closer you get into success because you should be learning
success because you should be learning
success because you should be learning on every simple thing that you do
”
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