I believe desire and will to win is everything I don’t know why I’m like I
everything I don’t know why I’m like I
everything I don’t know why I’m like I am but my butt’s always burning there’s
am but my butt’s always burning there’s
am but my butt’s always burning there’s always something say art dadgummit
always something say art dadgummit
always something say art dadgummit you’re supposed to go far alright dad
you’re supposed to go far alright dad
you’re supposed to go far alright dad gummit you’re supposed to be somebody
gummit you’re supposed to be somebody
gummit you’re supposed to be somebody you’re supposed to make a difference
you’re supposed to make a difference
you’re supposed to make a difference with your lie what does the $500,000
with your lie what does the $500,000
with your lie what does the $500,000 your person do the $50,000 your person
your person do the $50,000 your person
your person do the $50,000 your person doesn’t do you look at outside and study
doesn’t do you look at outside and study
doesn’t do you look at outside and study those two individuals everything seems
those two individuals everything seems
those two individuals everything seems to be the same they both are the same
to be the same they both are the same
to be the same they both are the same sex they both are the same age have the
sex they both are the same age have the
sex they both are the same age have the same training the same positions the
same training the same positions the
same training the same positions the same contract the same fringe benefits
same contract the same fringe benefits
same contract the same fringe benefits they both are successful they work hard
they both are successful they work hard
they both are successful they work hard they’re good family people make tough
they’re good family people make tough
they’re good family people make tough commitments but what’s the difference
commitments but what’s the difference
commitments but what’s the difference what does the $500,000 your person do
what does the $500,000 your person do
what does the $500,000 your person do the $50,000 your person doesn’t do he
the $50,000 your person doesn’t do he
the $50,000 your person doesn’t do he pays the price and a little bit more he
pays the price and a little bit more he
pays the price and a little bit more he works Harding a little bit more he’s
works Harding a little bit more he’s
works Harding a little bit more he’s loyal to the company a little bit more
loyal to the company a little bit more
loyal to the company a little bit more he believes in a little bit more he
he believes in a little bit more he
he believes in a little bit more he makes Maine a little bit more he saves
makes Maine a little bit more he saves
makes Maine a little bit more he saves money a little bit more if you want to
money a little bit more if you want to
money a little bit more if you want to win in these United States you got to be
win in these United States you got to be
win in these United States you got to be tough and you can’t quit the last thing
tough and you can’t quit the last thing
tough and you can’t quit the last thing I’ll talk to you about today in building
I’ll talk to you about today in building
I’ll talk to you about today in building this winning edge is folks if you want
this winning edge is folks if you want
this winning edge is folks if you want to win in business you’ve got to be a
to win in business you’ve got to be a
to win in business you’ve got to be a leader leadership is everything you show
leader leadership is everything you show
leader leadership is everything you show me anything in these United States that
me anything in these United States that
me anything in these United States that win I’ll show you a leader at work you
win I’ll show you a leader at work you
win I’ll show you a leader at work you show me a successful church Boy Scout
show me a successful church Boy Scout
show me a successful church Boy Scout troop club football team business I’ll
troop club football team business I’ll
troop club football team business I’ll show you some a run by leader sissy I
show you some a run by leader sissy I
show you some a run by leader sissy I thought at one time in my life you had
thought at one time in my life you had
thought at one time in my life you had to be smart to win I used to have these
to be smart to win I used to have these
to be smart to win I used to have these smart people that dress so pretty and
smart people that dress so pretty and
smart people that dress so pretty and talk so pretty and use these big words
talk so pretty and use these big words
talk so pretty and use these big words they just intimidated me I said aren’t
they just intimidated me I said aren’t
they just intimidated me I said aren’t you can’t ever be that good why don’t
you can’t ever be that good why don’t
you can’t ever be that good why don’t you just throw in the towel and going
you just throw in the towel and going
you just throw in the towel and going back coach football for living and I
back coach football for living and I
back coach football for living and I found two things out about smart people
found two things out about smart people
found two things out about smart people I think it’s almost impossible for a
I think it’s almost impossible for a
I think it’s almost impossible for a smart person to win in business in
smart person to win in business in
smart person to win in business in America today because I find smart
America today because I find smart
America today because I find smart people spend their whole lifetime
people spend their whole lifetime
people spend their whole lifetime figuring things out they always trying
figuring things out they always trying
figuring things out they always trying to figure out an easier way in a quicker
to figure out an easier way in a quicker
to figure out an easier way in a quicker way and another thing I found out about
way and another thing I found out about
way and another thing I found out about smart people they just don’t get around
smart people they just don’t get around
smart people they just don’t get around to doing nothing they see something I
to doing nothing they see something I
to doing nothing they see something I like
like
like we everybody said well he can’t do it
we everybody said well he can’t do it
we everybody said well he can’t do it and someone like that can’t do it but he
and someone like that can’t do it but he
and someone like that can’t do it but he does it see folks I want you to know
does it see folks I want you to know
does it see folks I want you to know almost everybody in America almost does
almost everybody in America almost does
almost everybody in America almost does enough to win they almost get there they
enough to win they almost get there they
enough to win they almost get there they almost over the hump they almost have it
almost over the hump they almost have it
almost over the hump they almost have it going
going
going they almost in everything they do almost
they almost in everything they do almost
they almost in everything they do almost is a way of life to almost everybody in
is a way of life to almost everybody in
is a way of life to almost everybody in America but the winners do it what do
America but the winners do it what do
America but the winners do it what do they do they do whatever it takes to get
they do they do whatever it takes to get
they do they do whatever it takes to get the job done they do it and do it and do
the job done they do it and do it and do
the job done they do it and do it and do it and do it and do it until the job
it and do it and do it until the job
it and do it and do it until the job gets done and then they talk about how
gets done and then they talk about how
gets done and then they talk about how great it is to be somebody they’re proud
great it is to be somebody they’re proud
great it is to be somebody they’re proud of we need leaders in America who can do
of we need leaders in America who can do
of we need leaders in America who can do it if you want to become somebody do it
it if you want to become somebody do it
it if you want to become somebody do it if you want to go in business for
if you want to go in business for
if you want to go in business for yourself do it if you want to accompany
yourself do it if you want to accompany
yourself do it if you want to accompany it’s independent do it I hear too much
it’s independent do it I hear too much
it’s independent do it I hear too much talk in these United States everybody
talk in these United States everybody
talk in these United States everybody can talk a good game we need people in
can talk a good game we need people in
can talk a good game we need people in America who can do it I go all over this
America who can do it I go all over this
America who can do it I go all over this country with Al weaves and I have people
country with Al weaves and I have people
country with Al weaves and I have people say aren’t you you count on me
say aren’t you you count on me
say aren’t you you count on me wonderful just do it I guarantee this is
wonderful just do it I guarantee this is
wonderful just do it I guarantee this is my light last stop I’m gonna win now
my light last stop I’m gonna win now
my light last stop I’m gonna win now SuperDuper just do it all right if I
SuperDuper just do it all right if I
SuperDuper just do it all right if I could just have one good month and get
could just have one good month and get
could just have one good month and get the ball going I know I could make it
the ball going I know I could make it
the ball going I know I could make it big super just do it if I could just pay
big super just do it if I could just pay
big super just do it if I could just pay off this debt I could really go great
off this debt I could really go great
off this debt I could really go great just do it if I could just sell my house
just do it if I could just sell my house
just do it if I could just sell my house do it but house they selling do it
do it but house they selling do it
do it but house they selling do it anyway
anyway
anyway I’m not making any money what can I do
I’m not making any money what can I do
I’m not making any money what can I do you just do it let’s do what are you do
you just do it let’s do what are you do
you just do it let’s do what are you do it and do it and do it alright I get you
it and do it and do it alright I get you
it and do it and do it alright I get you have a win this contest
have a win this contest
have a win this contest super duper just do it now watch my
super duper just do it now watch my
super duper just do it now watch my smoke grades just do it hard I wanna
smoke grades just do it hard I wanna
smoke grades just do it hard I wanna make it so bad I’m tasting what I do you
make it so bad I’m tasting what I do you
make it so bad I’m tasting what I do you just do it alright I’m a vice president
just do it alright I’m a vice president
just do it alright I’m a vice president now can I quit doing it no oh I don’t
now can I quit doing it no oh I don’t
now can I quit doing it no oh I don’t know if I keep on keeping on I’m really
know if I keep on keeping on I’m really
know if I keep on keeping on I’m really hurt what I do you just do it let’s do
hurt what I do you just do it let’s do
hurt what I do you just do it let’s do what ours you do it and do it and do it
what ours you do it and do it and do it
what ours you do it and do it and do it alright all my life I want to be
alright all my life I want to be
alright all my life I want to be somebody important well what do it then
somebody important well what do it then
somebody important well what do it then alright I’m gonna save money so I don’t
alright I’m gonna save money so I don’t
alright I’m gonna save money so I don’t have to go through this again great
have to go through this again great
have to go through this again great just do it I don’t feel like I’ve had
just do it I don’t feel like I’ve had
just do it I don’t feel like I’ve had enough training what I do you just do it
enough training what I do you just do it
enough training what I do you just do it alright my manners you don’t give me no
alright my manners you don’t give me no
alright my manners you don’t give me no help what I do you just do it alright
help what I do you just do it alright
help what I do you just do it alright you don’t understand I was mr.
you don’t understand I was mr.
you don’t understand I was mr. everything in my former company you
everything in my former company you
everything in my former company you don’t mean I I have to start off down at
don’t mean I I have to start off down at
don’t mean I I have to start off down at the bottom and do it do you
the bottom and do it do you
the bottom and do it do you yep you really got to do it alright
yep you really got to do it alright
yep you really got to do it alright what’s the primary difference between
what’s the primary difference between
what’s the primary difference between winners and losers the winner the
winners and losers the winner the
winners and losers the winner the winners do it they do it and do it and
winners do it they do it and do it and
winners do it they do it and do it and do it and do it until the job gets done
do it and do it until the job gets done
do it and do it until the job gets done and then they talk about how great it is
and then they talk about how great it is
and then they talk about how great it is to finally achieve something you need
to finally achieve something you need
to finally achieve something you need and I’m glad they are that they didn’t
and I’m glad they are that they didn’t
and I’m glad they are that they didn’t quit like everybody else and how
quit like everybody else and how
quit like everybody else and how wonderful it is to finally be somebody
wonderful it is to finally be somebody
wonderful it is to finally be somebody they’re proud of and make a difference
they’re proud of and make a difference
they’re proud of and make a difference for their life
for their life
for their life thank you I’m saying this is the time
thank you I’m saying this is the time
thank you I’m saying this is the time more than ever that you want to begin to
more than ever that you want to begin to
more than ever that you want to begin to inoculate yourself with positive words
inoculate yourself with positive words
inoculate yourself with positive words coming to conventions showing up on
coming to conventions showing up on
coming to conventions showing up on meetings being on the calls to make
meetings being on the calls to make
meetings being on the calls to make yourself unstoppable to get out of your
yourself unstoppable to get out of your
yourself unstoppable to get out of your mind the polluting negative thoughts
mind the polluting negative thoughts
mind the polluting negative thoughts that’s causing most people to go through
that’s causing most people to go through
that’s causing most people to go through life being stuck because they’re
life being stuck because they’re
life being stuck because they’re volunteer victims somebody said that
volunteer victims somebody said that
volunteer victims somebody said that many people died aged 25 and don’t get
many people died aged 25 and don’t get
many people died aged 25 and don’t get buried until they’re at 65 because they
buried until they’re at 65 because they
buried until they’re at 65 because they got so much garbage in their minds you
got so much garbage in their minds you
got so much garbage in their minds you are here because you’ve got a clear
are here because you’ve got a clear
are here because you’ve got a clear vision of what you want and where you’re
vision of what you want and where you’re
vision of what you want and where you’re going give yourselves a round of
going give yourselves a round of
going give yourselves a round of applause come on putting energy level up
applause come on putting energy level up
applause come on putting energy level up yes yes you want more you want more
you’re different you’re different than
you’re different you’re different than everybody else don’t worry if they don’t
everybody else don’t worry if they don’t
everybody else don’t worry if they don’t get it don’t try and convince people to
get it don’t try and convince people to
get it don’t try and convince people to do this business a person convinced
do this business a person convinced
do this business a person convinced against their will is of the same
against their will is of the same
against their will is of the same opinion still you are not like everybody
opinion still you are not like everybody
opinion still you are not like everybody else you can walk outside and find
else you can walk outside and find
else you can walk outside and find pigeons but if you’re looking for Eagles
pigeons but if you’re looking for Eagles
pigeons but if you’re looking for Eagles it’s going to take you a minute
it’s going to take you a minute
it’s going to take you a minute you are different it’s lonely at the top
you are different it’s lonely at the top
you are different it’s lonely at the top how many of you know is lonely at the
how many of you know is lonely at the
how many of you know is lonely at the top raise your hands
top raise your hands
top raise your hands it’s lonely at the top but you eat
it’s lonely at the top but you eat
it’s lonely at the top but you eat better that’s what I’m talking about
better that’s what I’m talking about
better that’s what I’m talking about you’re different one great entrepreneur
you’re different one great entrepreneur
you’re different one great entrepreneur said I choose not to be a common man
said I choose not to be a common man
said I choose not to be a common man it’s my right to be uncommon if I can
it’s my right to be uncommon if I can
it’s my right to be uncommon if I can I’ll seek opportunity not security I do
I’ll seek opportunity not security I do
I’ll seek opportunity not security I do not wish to be a kept citizen humbled
not wish to be a kept citizen humbled
not wish to be a kept citizen humbled and dull by having the state look after
and dull by having the state look after
and dull by having the state look after me I want to take the calculated risk to
me I want to take the calculated risk to
me I want to take the calculated risk to dream and to bill to fail and to succeed
dream and to bill to fail and to succeed
dream and to bill to fail and to succeed I refuse to live from hand to mouth I
I refuse to live from hand to mouth I
I refuse to live from hand to mouth I prefer the challenges of life to the
prefer the challenges of life to the
prefer the challenges of life to the guaranteed existence the thrill of
guaranteed existence the thrill of
guaranteed existence the thrill of fulfillment to the still calm of utopia
fulfillment to the still calm of utopia
fulfillment to the still calm of utopia I will never cower before him master nor
I will never cower before him master nor
I will never cower before him master nor bin to any threat it’s my heritage to
bin to any threat it’s my heritage to
bin to any threat it’s my heritage to stand erect proud and I’m afraid to face
stand erect proud and I’m afraid to face
stand erect proud and I’m afraid to face the world boldly and say this I have
the world boldly and say this I have
the world boldly and say this I have done you showed up because you’re
done you showed up because you’re
done you showed up because you’re building a
building a
building a business that you can stand and say I
business that you can stand and say I
business that you can stand and say I did this I did this this is my dream
did this I did this this is my dream
did this I did this this is my dream give yourselves a round of applause yes
give yourselves a round of applause yes
give yourselves a round of applause yes yes I do a lot of training for many
yes I do a lot of training for many
yes I do a lot of training for many corporations and I conduct sales
corporations and I conduct sales
corporations and I conduct sales seminars and I’ve heard all kind of guys
seminars and I’ve heard all kind of guys
seminars and I’ve heard all kind of guys doing techniques and training people
doing techniques and training people
doing techniques and training people techniques of how to close sales and how
techniques of how to close sales and how
techniques of how to close sales and how to work within and begin to control the
to work within and begin to control the
to work within and begin to control the the sale and how to ask for the clothes
the sale and how to ask for the clothes
the sale and how to ask for the clothes let me share something with you you can
let me share something with you you can
let me share something with you you can learn all the techniques in the world if
learn all the techniques in the world if
learn all the techniques in the world if you don’t believe in yourself
you don’t believe in yourself
you don’t believe in yourself it won’t happen for you
it won’t happen for you
it won’t happen for you I learned all of it so that’s what I do
I learned all of it so that’s what I do
I learned all of it so that’s what I do a training called focus on the seller
a training called focus on the seller
a training called focus on the seller you’ve got to focus on you and as you
you’ve got to focus on you and as you
you’ve got to focus on you and as you convince you as you sell yourself every
convince you as you sell yourself every
convince you as you sell yourself every day every day every day you will begin
day every day every day you will begin
day every day every day you will begin to see a difference in the things that
to see a difference in the things that
to see a difference in the things that you’re doing selling yourself on your
you’re doing selling yourself on your
you’re doing selling yourself on your ability to perform a job to achieve a
ability to perform a job to achieve a
ability to perform a job to achieve a certain objective telling yourself every
certain objective telling yourself every
certain objective telling yourself every day here I go again
day here I go again
day here I go again and I got what it takes this is my day
and I got what it takes this is my day
and I got what it takes this is my day and nothing out here is going to stop me
and nothing out here is going to stop me
and nothing out here is going to stop me habits good habits will give you results
habits good habits will give you results
habits good habits will give you results to stick bad habits will destroy
to stick bad habits will destroy
to stick bad habits will destroy everything I have some bad habits that’s
everything I have some bad habits that’s
everything I have some bad habits that’s right
right
right all my habits are not great so if you’ve
all my habits are not great so if you’ve
all my habits are not great so if you’ve got some bad habits don’t feel bad so
got some bad habits don’t feel bad so
got some bad habits don’t feel bad so does your next-door neighbor so does
does your next-door neighbor so does
does your next-door neighbor so does your mentor your coach so does your
your mentor your coach so does your
your mentor your coach so does your mother and father if they’re alive so
mother and father if they’re alive so
mother and father if they’re alive so does everyone and the trick of life is
does everyone and the trick of life is
does everyone and the trick of life is to replace a bad habit with a good habit
to replace a bad habit with a good habit
to replace a bad habit with a good habit I used to hang around bars all the time
I used to hang around bars all the time
I used to hang around bars all the time and one day I went in I picked up a
and one day I went in I picked up a
and one day I went in I picked up a glass and I looked around and I thought
glass and I looked around and I thought
glass and I looked around and I thought they’re all bums in here and then it
they’re all bums in here and then it
they’re all bums in here and then it dawned on me I’m always here
I learned something I put the glass down
I learned something I put the glass down they said I’m never coming back here
they said I’m never coming back here
they said I’m never coming back here again and I’m never going to drink this
again and I’m never going to drink this
again and I’m never going to drink this and I never did it was a long time ago
and I never did it was a long time ago
and I never did it was a long time ago but you know what I did I went from
but you know what I did I went from
but you know what I did I went from spending all my money in the bar to a
spending all my money in the bar to a
spending all my money in the bar to a racetrack and I started to bet it all on
racetrack and I started to bet it all on
racetrack and I started to bet it all on horses so I went from making somebody
horses so I went from making somebody
horses so I went from making somebody with a bar get wealthy and then I
with a bar get wealthy and then I
with a bar get wealthy and then I to feed the horses and one day I woke up
to feed the horses and one day I woke up
to feed the horses and one day I woke up and I learned something if you don’t cut
and I learned something if you don’t cut
and I learned something if you don’t cut justly and deliberately replace a bad
justly and deliberately replace a bad
justly and deliberately replace a bad habit with a good habit you will
habit with a good habit you will
habit with a good habit you will automatically create another bad habit
automatically create another bad habit
automatically create another bad habit now what is a habit a habit is an idea
now what is a habit a habit is an idea
now what is a habit a habit is an idea that has been planted in the garden of
that has been planted in the garden of
that has been planted in the garden of your subconscious mind and then
your subconscious mind and then
your subconscious mind and then repetitively fed for a sufficient period
repetitively fed for a sufficient period
repetitively fed for a sufficient period of time that you act on it without
of time that you act on it without
of time that you act on it without giving any thought to it I’ll give you
giving any thought to it I’ll give you
giving any thought to it I’ll give you an example I want you to right now
an example I want you to right now
an example I want you to right now mentally imagine you’re pulling on your
mentally imagine you’re pulling on your
mentally imagine you’re pulling on your underwear in the morning what what do
underwear in the morning what what do
underwear in the morning what what do you put in first I put my right foot in
you put in first I put my right foot in
you put in first I put my right foot in if I tried to put my left foot in my
if I tried to put my left foot in my
if I tried to put my left foot in my underwear first I’d stagger and I’d fall
underwear first I’d stagger and I’d fall
underwear first I’d stagger and I’d fall over let me say what’s this got to do
over let me say what’s this got to do
over let me say what’s this got to do with it it’s got everything to do with
with it it’s got everything to do with
with it it’s got everything to do with it why do I put my right foot you may
it why do I put my right foot you may
it why do I put my right foot you may put your left certainly a lot of people
put your left certainly a lot of people
put your left certainly a lot of people do well when I was just a little gapper
do well when I was just a little gapper
do well when I was just a little gapper didn’t have a clue of how to put
didn’t have a clue of how to put
didn’t have a clue of how to put underwear on my mother or my grandmother
underwear on my mother or my grandmother
underwear on my mother or my grandmother or my father or somebody came along and
or my father or somebody came along and
or my father or somebody came along and they had the underwear ad put your foot
they had the underwear ad put your foot
they had the underwear ad put your foot in here you’re rather fuck what did they
in here you’re rather fuck what did they
in here you’re rather fuck what did they do they had the underwear prepared as if
do they had the underwear prepared as if
do they had the underwear prepared as if they were gonna put it on and so pretty
they were gonna put it on and so pretty
they were gonna put it on and so pretty soon I was doing it like they were doing
soon I was doing it like they were doing
soon I was doing it like they were doing it they through repetition planted the
it they through repetition planted the
it they through repetition planted the idea in my hand in my mind well now
idea in my hand in my mind well now
idea in my hand in my mind well now think of this
think of this
think of this you don’t just form habits of how to get
you don’t just form habits of how to get
you don’t just form habits of how to get dressed you form habits to do everything
dressed you form habits to do everything
dressed you form habits to do everything that you do and some of them are not
that you do and some of them are not
that you do and some of them are not that productive any idea that you keep
that productive any idea that you keep
that productive any idea that you keep dwelling on and impressing upon your
dwelling on and impressing upon your
dwelling on and impressing upon your subconscious mind becomes fixed in the
subconscious mind becomes fixed in the
subconscious mind becomes fixed in the subconscious mind a habit is nothing but
subconscious mind a habit is nothing but
subconscious mind a habit is nothing but an idea that’s fixed in the subconscious
an idea that’s fixed in the subconscious
an idea that’s fixed in the subconscious mind that you act on without giving any
mind that you act on without giving any
mind that you act on without giving any conscious thought many years ago I would
conscious thought many years ago I would
conscious thought many years ago I would in to train the Prudential Insurance
in to train the Prudential Insurance
in to train the Prudential Insurance Company of America their agents I ended
Company of America their agents I ended
Company of America their agents I ended up training all of their agents and I
up training all of their agents and I
up training all of their agents and I only got them to do two things this is
only got them to do two things this is
only got them to do two things this is in the early 70s I got them to form the
in the early 70s I got them to form the
in the early 70s I got them to form the habit of being in front of a prospect
habit of being in front of a prospect
habit of being in front of a prospect before 9:00 a.m. and ask everybody they
before 9:00 a.m. and ask everybody they
before 9:00 a.m. and ask everybody they talked to to purchase a hundred thousand
talked to to purchase a hundred thousand
talked to to purchase a hundred thousand dollars worth of insurance I said you
dollars worth of insurance I said you
dollars worth of insurance I said you don’t have to sell them just give them
don’t have to sell them just give them
don’t have to sell them just give them the opportunity to say no do you know
the opportunity to say no do you know
the opportunity to say no do you know the sales in that company
the sales in that company
the sales in that company went up by hundreds of millions of
went up by hundreds of millions of
went up by hundreds of millions of dollars Ida rewire a retired VP tell me
dollars Ida rewire a retired VP tell me
dollars Ida rewire a retired VP tell me he thought it was a billion just
he thought it was a billion just
he thought it was a billion just changing two habits what habit you want
changing two habits what habit you want
changing two habits what habit you want to change I’m forever checking out
to change I’m forever checking out
to change I’m forever checking out habits I’ve got I’m in the habit right
habits I’ve got I’m in the habit right
habits I’ve got I’m in the habit right now of changing my diet and you know
now of changing my diet and you know
now of changing my diet and you know something I’ve been doing it for going
something I’ve been doing it for going
something I’ve been doing it for going on three weeks it’s getting easier but
on three weeks it’s getting easier but
on three weeks it’s getting easier but it’s still not that easy I’d still like
it’s still not that easy I’d still like
it’s still not that easy I’d still like to reach over and eat some of that when
to reach over and eat some of that when
to reach over and eat some of that when nobody’s looking
nobody’s looking
nobody’s looking doesn’t work doesn’t work I’m looking
doesn’t work doesn’t work I’m looking
doesn’t work doesn’t work I’m looking what habit are you gonna form and you
what habit are you gonna form and you
what habit are you gonna form and you shouldn’t drive for more than two at
shouldn’t drive for more than two at
shouldn’t drive for more than two at once it’ll become too big and too heavy
once it’ll become too big and too heavy
once it’ll become too big and too heavy and you won’t form any make up your mind
and you won’t form any make up your mind
and you won’t form any make up your mind you’re gonna do it every day every day
you’re gonna do it every day every day
you’re gonna do it every day every day every day until you don’t have to think
every day until you don’t have to think
every day until you don’t have to think about it and then go automatically do it
about it and then go automatically do it
about it and then go automatically do it I guarantee you this idea will change
I guarantee you this idea will change
I guarantee you this idea will change your life think about it all day because
your life think about it all day because
your life think about it all day because that is definitely an idea that will
that is definitely an idea that will
that is definitely an idea that will give you results that will stick it’s
give you results that will stick it’s
give you results that will stick it’s hard changing your life it was hard when
hard changing your life it was hard when
hard changing your life it was hard when just over three years ago in the
just over three years ago in the
just over three years ago in the Penobscot building in Detroit Michigan
Penobscot building in Detroit Michigan
Penobscot building in Detroit Michigan where I was operating my business and I
where I was operating my business and I
where I was operating my business and I fell on some hard times and I was
fell on some hard times and I was
fell on some hard times and I was sleeping in my office
sleeping in my office
sleeping in my office it was hard coming into the lobby and
it was hard coming into the lobby and
it was hard coming into the lobby and the security said scuse me mr. Brown can
the security said scuse me mr. Brown can
the security said scuse me mr. Brown can we see you for a moment and I said yes
we see you for a moment and I said yes
we see you for a moment and I said yes and I walked up to the counter and he
and I walked up to the counter and he
and I walked up to the counter and he gave me an envelope and he said would
gave me an envelope and he said would
gave me an envelope and he said would you mind reading it here and I opened
you mind reading it here and I opened
you mind reading it here and I opened the envelope and the envelope was from
the envelope and the envelope was from
the envelope and the envelope was from management that says this is an office
management that says this is an office
management that says this is an office tower it’s not a hotel
tower it’s not a hotel
tower it’s not a hotel please do not sleep in your office and I
please do not sleep in your office and I
please do not sleep in your office and I said excuse me sir I said I just worked
said excuse me sir I said I just worked
said excuse me sir I said I just worked long hours and creating my business I’m
long hours and creating my business I’m
long hours and creating my business I’m an entrepreneur and right now things are
an entrepreneur and right now things are
an entrepreneur and right now things are bad for me but they’re not going to be
bad for me but they’re not going to be
bad for me but they’re not going to be this way always and I just asked for the
this way always and I just asked for the
this way always and I just asked for the opportunity to continue to operate like
opportunity to continue to operate like
opportunity to continue to operate like I’m doing I’m not trying to make this my
I’m doing I’m not trying to make this my
I’m doing I’m not trying to make this my home and it was hard coming through the
home and it was hard coming through the
home and it was hard coming through the lobby and sometimes they would laugh
lobby and sometimes they would laugh
lobby and sometimes they would laugh there’s a guy talking about becoming
there’s a guy talking about becoming
there’s a guy talking about becoming successful and look at him
successful and look at him
successful and look at him he’s bathing in the bathroom upstairs on
he’s bathing in the bathroom upstairs on
he’s bathing in the bathroom upstairs on the 21st floor he sleeps on the floor
the 21st floor he sleeps on the floor
the 21st floor he sleeps on the floor him and two other dreamers up there look
him and two other dreamers up there look
him and two other dreamers up there look at him
at him
at him it was hard ladies and gentlemen coming
it was hard ladies and gentlemen coming
it was hard ladies and gentlemen coming to speak to people and I was facing
to speak to people and I was facing
to speak to people and I was facing financial difficulties in my own life I
financial difficulties in my own life I
financial difficulties in my own life I was behind on my bills and my dreams and
was behind on my bills and my dreams and
was behind on my bills and my dreams and I’m saying to them you can live your
I’m saying to them you can live your
I’m saying to them you can live your dream it was hard ladies and gentlemen
dream it was hard ladies and gentlemen
dream it was hard ladies and gentlemen it was very difficult to pick myself up
it was very difficult to pick myself up
it was very difficult to pick myself up each day believing that I can do it
each day believing that I can do it
each day believing that I can do it there were times that I doubted myself I
there were times that I doubted myself I
there were times that I doubted myself I said God why why is this happening to me
said God why why is this happening to me
said God why why is this happening to me I’m just trying to take care of my
I’m just trying to take care of my
I’m just trying to take care of my children and my mother I’m not trying to
children and my mother I’m not trying to
children and my mother I’m not trying to steal a Rob from anybody how did this
steal a Rob from anybody how did this
steal a Rob from anybody how did this have to happen to me it was very hard
have to happen to me it was very hard
have to happen to me it was very hard and here’s what I want to say to you for
and here’s what I want to say to you for
and here’s what I want to say to you for those of you that have experienced some
those of you that have experienced some
those of you that have experienced some hardships don’t give up on your dream no
hardships don’t give up on your dream no
hardships don’t give up on your dream no one could have convinced me by holding
one could have convinced me by holding
one could have convinced me by holding on by continuing to push forward by
on by continuing to push forward by
on by continuing to push forward by continuing to run toward my dream that
continuing to run toward my dream that
continuing to run toward my dream that one day I would have my own talk show
one day I would have my own talk show
one day I would have my own talk show it’s a long shot ladies and gentlemen
it’s a long shot ladies and gentlemen
it’s a long shot ladies and gentlemen from Liberty City an abandoned building
from Liberty City an abandoned building
from Liberty City an abandoned building order floor
order floor
order floor never knowing my mother or father it’s a
never knowing my mother or father it’s a
never knowing my mother or father it’s a long shot
long shot
long shot being here with you today in this Dome
being here with you today in this Dome
being here with you today in this Dome in Atlanta it’s a long shot no college
in Atlanta it’s a long shot no college
in Atlanta it’s a long shot no college training labeled educable mentally
training labeled educable mentally
training labeled educable mentally retarded but I kept running toward my
retarded but I kept running toward my
retarded but I kept running toward my dream
don’t stop running to watch your dream I
don’t stop running to watch your dream I go into the emergency room and I was
go into the emergency room and I was
go into the emergency room and I was like Donald Smith and they’re like I’m
like Donald Smith and they’re like I’m
like Donald Smith and they’re like I’m sorry he passed and they took me into
sorry he passed and they took me into
sorry he passed and they took me into the room there’s my father laying on a
the room there’s my father laying on a
the room there’s my father laying on a gurney just dead
gurney just dead
gurney just dead it still has a tube sticking out of him
it still has a tube sticking out of him
it still has a tube sticking out of him and they’re trying to intubate him or
and they’re trying to intubate him or
and they’re trying to intubate him or something like that but just motionless
something like that but just motionless
something like that but just motionless quiet
quiet
quiet no breathing whatsoever and it was weird
no breathing whatsoever and it was weird
no breathing whatsoever and it was weird it was it mean to say the least you
it was it mean to say the least you
it was it mean to say the least you always know eventually your parents
always know eventually your parents
always know eventually your parents gonna go but I wasn’t ready I wasn’t
gonna go but I wasn’t ready I wasn’t
gonna go but I wasn’t ready I wasn’t ready for that moment and then I walked
ready for that moment and then I walked
ready for that moment and then I walked out and I went outside and had a
out and I went outside and had a
out and I went outside and had a cigarette I still cigarette smoker in
cigarette I still cigarette smoker in
cigarette I still cigarette smoker in those days and I was just thinking about
those days and I was just thinking about
those days and I was just thinking about being half an orphan or halfway to being
being half an orphan or halfway to being
being half an orphan or halfway to being an orphan or something like that my
an orphan or something like that my
an orphan or something like that my brother comes out and I was like I can’t
brother comes out and I was like I can’t
brother comes out and I was like I can’t believe it right he goes yeah it’s
believe it right he goes yeah it’s
believe it right he goes yeah it’s pretty tough and I said how was it
pretty tough and I said how was it
pretty tough and I said how was it because my brother was there he was
because my brother was there he was
because my brother was there he was staying with my I fought my parents and
staying with my I fought my parents and
staying with my I fought my parents and Donald without missing a beat my brother
Donald without missing a beat my brother
Donald without missing a beat my brother goes dad died screaming and I was like
goes dad died screaming and I was like
goes dad died screaming and I was like what and he goes dad died screaming I
what and he goes dad died screaming I
what and he goes dad died screaming I said what do you mean it’s like well he
said what do you mean it’s like well he
said what do you mean it’s like well he woke up and he was kicking the sheets
woke up and he was kicking the sheets
woke up and he was kicking the sheets off and screaming about being on fire
off and screaming about being on fire
off and screaming about being on fire and he was so hot and so hot and get him
and he was so hot and so hot and get him
and he was so hot and so hot and get him water and screaming the screaming got
water and screaming the screaming got
water and screaming the screaming got louder and louder and it reached a fever
louder and louder and it reached a fever
louder and louder and it reached a fever pitch and he died and I don’t know how
pitch and he died and I don’t know how
pitch and he died and I don’t know how else to say it but dad died screaming
else to say it but dad died screaming
else to say it but dad died screaming and that hit me like a Mack truck and I
and that hit me like a Mack truck and I
and that hit me like a Mack truck and I remember thinking oh my god in this
remember thinking oh my god in this
remember thinking oh my god in this world or even a good man like my old man
world or even a good man like my old man
world or even a good man like my old man is gonna die screaming there’s no point
is gonna die screaming there’s no point
is gonna die screaming there’s no point and not trying to achieve every dream
and not trying to achieve every dream
and not trying to achieve every dream that I have this is my eventual end one
that I have this is my eventual end one
that I have this is my eventual end one day that’s it and and I really felt like
day that’s it and and I really felt like
day that’s it and and I really felt like man that’s like I can’t this is my
man that’s like I can’t this is my
man that’s like I can’t this is my future we’re all probably gonna go out
future we’re all probably gonna go out
future we’re all probably gonna go out screaming so the best thing to do prior
screaming so the best thing to do prior
screaming so the best thing to do prior to that is to try to pack that life with
to that is to try to pack that life with
to that is to try to pack that life with as much wonderfulness fun productivity
as much wonderfulness fun productivity
as much wonderfulness fun productivity surround yourself with people that are
surround yourself with people that are
surround yourself with people that are gonna help you do that you know because
gonna help you do that you know because
gonna help you do that you know because in this world there’s not a lot of
in this world there’s not a lot of
in this world there’s not a lot of support a lot of negativity there’s a
support a lot of negativity there’s a
support a lot of negativity there’s a lot of cynicism even as I sit here and
lot of cynicism even as I sit here and
lot of cynicism even as I sit here and tell that story about my father dying I
tell that story about my father dying I
tell that story about my father dying I guarantee there’s a cynical head in this
guarantee there’s a cynical head in this
guarantee there’s a cynical head in this house maybe more sitting there going who
house maybe more sitting there going who
house maybe more sitting there going who cares move on tell a joke the world is
cares move on tell a joke the world is
cares move on tell a joke the world is full of why man you tell people
full of why man you tell people
full of why man you tell people something they’ll
something they’ll
something they’ll why throw a rock and you’ll hit somebody
why throw a rock and you’ll hit somebody
why throw a rock and you’ll hit somebody with while I like him and I want to make
with while I like him and I want to make
with while I like him and I want to make a movie why why do you think you could
a movie why why do you think you could
a movie why why do you think you could do that why why nobody else is doing it
do that why why nobody else is doing it
do that why why nobody else is doing it why are you doing it there’s so much and
why are you doing it there’s so much and
why are you doing it there’s so much and why you go out and you find why not you
why you go out and you find why not you
why you go out and you find why not you surround yourself with why not people
surround yourself with why not people
surround yourself with why not people are just like why not we’re like hey man
are just like why not we’re like hey man
are just like why not we’re like hey man I’m gonna try something like why not
I’m gonna try something like why not
I’m gonna try something like why not let’s give it a shot people who try to
let’s give it a shot people who try to
let’s give it a shot people who try to help you do your dreams make your dreams
help you do your dreams make your dreams
help you do your dreams make your dreams come true and you do the same for them
come true and you do the same for them
come true and you do the same for them we’re all in this together and it costs
we’re all in this together and it costs
we’re all in this together and it costs nothing to encourage a artist that’s why
nothing to encourage a artist that’s why
nothing to encourage a artist that’s why I get up here for almost twenty years
I get up here for almost twenty years
I get up here for almost twenty years now after the movie man I mean a lot of
now after the movie man I mean a lot of
now after the movie man I mean a lot of filmmakers get up after the movie and
filmmakers get up after the movie and
filmmakers get up after the movie and spend more time than the movie itself
spend more time than the movie itself
spend more time than the movie itself talking but I’ve been trying to impart
talking but I’ve been trying to impart
talking but I’ve been trying to impart one simple lesson for nearly 20 years
one simple lesson for nearly 20 years
one simple lesson for nearly 20 years anybody can do this you know what I’m
anybody can do this you know what I’m
anybody can do this you know what I’m saying like I wasn’t born into a
saying like I wasn’t born into a
saying like I wasn’t born into a business or the film business or born
business or the film business or born
business or the film business or born with a mic in my hands I have no
with a mic in my hands I have no
with a mic in my hands I have no discernible talent whatsoever man I have
discernible talent whatsoever man I have
discernible talent whatsoever man I have no connections to the business we’re
no connections to the business we’re
no connections to the business we’re from New Jersey and stuff I got lucky
from New Jersey and stuff I got lucky
from New Jersey and stuff I got lucky somebody picked up the movie and boom I
somebody picked up the movie and boom I
somebody picked up the movie and boom I was off and running and part of that
was off and running and part of that
was off and running and part of that manifest when you’re in brought into the
manifest when you’re in brought into the
manifest when you’re in brought into the indie film community part of your your
indie film community part of your your
indie film community part of your your your job part of your honor part of your
your job part of your honor part of your
your job part of your honor part of your privilege is to make sure that keeps
privilege is to make sure that keeps
privilege is to make sure that keeps going to encourage other people you know
going to encourage other people you know
going to encourage other people you know to tell people it’s worth the shot just
to tell people it’s worth the shot just
to tell people it’s worth the shot just like Wayne Gretzky said like you miss a
like Wayne Gretzky said like you miss a
like Wayne Gretzky said like you miss a hundred percent of the shots you never
hundred percent of the shots you never
hundred percent of the shots you never take it’s always worth the shot now if
take it’s always worth the shot now if
take it’s always worth the shot now if you’re talking about like if what your
you’re talking about like if what your
you’re talking about like if what your shot is usually like I’ve always wanted
shot is usually like I’ve always wanted
shot is usually like I’ve always wanted to kill 12 children Kevin don’t take
to kill 12 children Kevin don’t take
to kill 12 children Kevin don’t take that shot at all I’m not talking about
that shot at all I’m not talking about
that shot at all I’m not talking about that you know I’m talking about
that you know I’m talking about
that you know I’m talking about artsy you know writing a blog and making
artsy you know writing a blog and making
artsy you know writing a blog and making some music making a movie making a
some music making a movie making a
some music making a movie making a cupcake store a knitting store putting
cupcake store a knitting store putting
cupcake store a knitting store putting together of a YouTube clip just anything
together of a YouTube clip just anything
together of a YouTube clip just anything that’s just not oh we must do this
that’s just not oh we must do this
that’s just not oh we must do this because it’s part of my job or this will
because it’s part of my job or this will
because it’s part of my job or this will get money some you just do just to see
get money some you just do just to see
get money some you just do just to see if it could be done live a why not life
if it could be done live a why not life
if it could be done live a why not life man because we’re all gonna die
man because we’re all gonna die
man because we’re all gonna die screaming so make sure when you die
screaming so make sure when you die
screaming so make sure when you die screaming you’re totally fulfilled you
screaming you’re totally fulfilled you
screaming you’re totally fulfilled you like I took all the shots I did it I did
like I took all the shots I did it I did
like I took all the shots I did it I did I went after everything I wanted to or
I went after everything I wanted to or
I went after everything I wanted to or at least tried take the shot the shot is
at least tried take the shot the shot is
at least tried take the shot the shot is always worth taking whether it’s a dopey
always worth taking whether it’s a dopey
always worth taking whether it’s a dopey thing like podcasting or writing a book
thing like podcasting or writing a book
thing like podcasting or writing a book or writing a blog think about the
or writing a blog think about the
or writing a blog think about the encouragement you get when you
encouragement you get when you
encouragement you get when you encouraging artists think about the
encouraging artists think about the
encouraging artists think about the potential that comes out of
potential that comes out of
potential that comes out of you tell a dude good job man that person
you tell a dude good job man that person
you tell a dude good job man that person maybe one day writes that blog that you
maybe one day writes that blog that you
maybe one day writes that blog that you mean out to the entire world because it
mean out to the entire world because it
mean out to the entire world because it says exactly what you always wanted to
says exactly what you always wanted to
says exactly what you always wanted to say but couldn’t yourself or they write
say but couldn’t yourself or they write
say but couldn’t yourself or they write that song that you play over and over
that song that you play over and over
that song that you play over and over after a loved one dies because it means
after a loved one dies because it means
after a loved one dies because it means the world to you they they make that
the world to you they they make that
the world to you they they make that movie that is the one you cling to when
movie that is the one you cling to when
movie that is the one you cling to when everything is going wrong in life all
everything is going wrong in life all
everything is going wrong in life all you pop that in and things aren’t bad
you pop that in and things aren’t bad
you pop that in and things aren’t bad for two hours all that comes from
for two hours all that comes from
for two hours all that comes from encouraging an artist nothing good comes
encouraging an artist nothing good comes
encouraging an artist nothing good comes from discouraging an artist so for 20
from discouraging an artist so for 20
from discouraging an artist so for 20 years I keep coming up here and going go
years I keep coming up here and going go
years I keep coming up here and going go out and do it why the fuck aren’t you
out and do it why the fuck aren’t you
out and do it why the fuck aren’t you doing this it’s so fun you should do it
doing this it’s so fun you should do it
doing this it’s so fun you should do it take your shot I took my shot and it’s
take your shot I took my shot and it’s
take your shot I took my shot and it’s nothing but pussy and donut’s you know
nothing but pussy and donut’s you know
nothing but pussy and donut’s you know just so I’m here to tell you man give it
just so I’m here to tell you man give it
just so I’m here to tell you man give it a shot go out and try necessary that
a shot go out and try necessary that
a shot go out and try necessary that you’ll be flexible that you are always
you’ll be flexible that you are always
you’ll be flexible that you are always thinking of how can I improve this
thinking of how can I improve this
thinking of how can I improve this better this is a customer driven economy
better this is a customer driven economy
better this is a customer driven economy it’s necessary for you to always explore
it’s necessary for you to always explore
it’s necessary for you to always explore various ways in which you can improve
various ways in which you can improve
various ways in which you can improve the quality of service that you’re
the quality of service that you’re
the quality of service that you’re providing for the people in your
providing for the people in your
providing for the people in your organization I remember something a
organization I remember something a
organization I remember something a major company had talked about the extra
major company had talked about the extra
major company had talked about the extra value service they were providing for
value service they were providing for
value service they were providing for their customers and the lady who had the
their customers and the lady who had the
their customers and the lady who had the news conference summarized it this way
news conference summarized it this way
news conference summarized it this way she said it’s not our intention to
she said it’s not our intention to
she said it’s not our intention to satisfy our customers or to please our
satisfy our customers or to please our
satisfy our customers or to please our customers our intention is to amaze them
customers our intention is to amaze them
customers our intention is to amaze them it’s necessary if you’re going to
it’s necessary if you’re going to
it’s necessary if you’re going to compete today that you look for ways to
compete today that you look for ways to
compete today that you look for ways to amaze your customers by being one of
amaze your customers by being one of
amaze your customers by being one of those individuals that keep your
those individuals that keep your
those individuals that keep your commitments that keep your word that’s
commitments that keep your word that’s
commitments that keep your word that’s relentless it’s necessary as you work
relentless it’s necessary as you work
relentless it’s necessary as you work with the people that you bring into all
with the people that you bring into all
with the people that you bring into all your organization that they see that
your organization that they see that
your organization that they see that you’re a good example of a person to
you’re a good example of a person to
you’re a good example of a person to work with because you model integrity
work with because you model integrity
work with because you model integrity and determination and ambition and truth
and determination and ambition and truth
and determination and ambition and truth and honesty and the way in which you
and honesty and the way in which you
and honesty and the way in which you conduct business that little yellow dot
conduct business that little yellow dot
conduct business that little yellow dot on the screen represent your level of
on the screen represent your level of
on the screen represent your level of awareness this represents your level of
awareness this represents your level of
awareness this represents your level of awareness this is what you’re aware of
awareness this is what you’re aware of
awareness this is what you’re aware of now everything you’ve got in your life
now everything you’ve got in your life
now everything you’ve got in your life everything your relationships your money
everything your relationships your money
everything your relationships your money everything is an expression of your own
everything is an expression of your own
everything is an expression of your own level of awareness see people that are
level of awareness see people that are
level of awareness see people that are in 50 thousand a year or not earning 50
in 50 thousand a year or not earning 50
in 50 thousand a year or not earning 50 because they want
because they want
because they want people are earning fifty because they’re
people are earning fifty because they’re
people are earning fifty because they’re not aware of how to earn 150 people that
not aware of how to earn 150 people that
not aware of how to earn 150 people that are suffering from headaches they’re not
are suffering from headaches they’re not
are suffering from headaches they’re not suffering headaches because they want to
suffering headaches because they want to
suffering headaches because they want to suffer from headaches they’re suffering
suffer from headaches they’re suffering
suffer from headaches they’re suffering from headaches because they’re not aware
from headaches because they’re not aware
from headaches because they’re not aware of how to eliminate the headache it’s
of how to eliminate the headache it’s
of how to eliminate the headache it’s their head they made it ache they can
their head they made it ache they can
their head they made it ache they can make it stop so you see it’s awareness
make it stop so you see it’s awareness
make it stop so you see it’s awareness where after now think of this if that
where after now think of this if that
where after now think of this if that little dot represents our awareness and
little dot represents our awareness and
little dot represents our awareness and it’s responsible for everything we’ve
it’s responsible for everything we’ve
it’s responsible for everything we’ve got in life just think of how your life
got in life just think of how your life
got in life just think of how your life could change if we magnify it just a
could change if we magnify it just a
could change if we magnify it just a little bit I mean everything would start
little bit I mean everything would start
little bit I mean everything would start to change our relationships would change
to change our relationships would change
to change our relationships would change we would be healthier we would live in
we would be healthier we would live in
we would be healthier we would live in healthier bodies we would know more
healthier bodies we would know more
healthier bodies we would know more people we’d earn more money we’d be able
people we’d earn more money we’d be able
people we’d earn more money we’d be able to do more interesting things and if we
to do more interesting things and if we
to do more interesting things and if we just increased it a little bit more
just increased it a little bit more
just increased it a little bit more everything starts to shift well I’ve
everything starts to shift well I’ve
everything starts to shift well I’ve been living this way now for 40 years it
been living this way now for 40 years it
been living this way now for 40 years it absolutely fascinating I celebrated my
absolutely fascinating I celebrated my
absolutely fascinating I celebrated my 70th birthday last week I got more
70th birthday last week I got more
70th birthday last week I got more energy than most people 20 I have
energy than most people 20 I have
energy than most people 20 I have absolutely no intentions of slowing down
absolutely no intentions of slowing down
absolutely no intentions of slowing down people say you should slow down that’s a
people say you should slow down that’s a
people say you should slow down that’s a bunch of crap
bunch of crap
bunch of crap we should speed up we’ve got more power
we should speed up we’ve got more power
we should speed up we’ve got more power yet do you know the most erudite
yet do you know the most erudite
yet do you know the most erudite scientist alive can’t even guess at what
scientist alive can’t even guess at what
scientist alive can’t even guess at what you and I are capable of doing no one
you and I are capable of doing no one
you and I are capable of doing no one knows what we’re capable of all the
knows what we’re capable of all the
knows what we’re capable of all the powers on the present that’s within you
powers on the present that’s within you
powers on the present that’s within you within me slow down we’re just starting
within me slow down we’re just starting
within me slow down we’re just starting to warm up what we want to do is calm
to warm up what we want to do is calm
to warm up what we want to do is calm down you can go out warp speed and stay
down you can go out warp speed and stay
down you can go out warp speed and stay very healthy if you stay relaxed and
very healthy if you stay relaxed and
very healthy if you stay relaxed and that’s really the secret you know just
that’s really the secret you know just
that’s really the secret you know just imagine we expand our awareness a little
imagine we expand our awareness a little
imagine we expand our awareness a little more do you know what this program is
more do you know what this program is
more do you know what this program is doing for you today it’s expanding your
doing for you today it’s expanding your
doing for you today it’s expanding your awareness that’s what the program is all
awareness that’s what the program is all
awareness that’s what the program is all about every time you come every time you
about every time you come every time you
about every time you come every time you come to one of these programs your
come to one of these programs your
come to one of these programs your awareness is widened your world starts
awareness is widened your world starts
awareness is widened your world starts to change you think oh yeah that’s
to change you think oh yeah that’s
to change you think oh yeah that’s pretty interesting and it just keeps
pretty interesting and it just keeps
pretty interesting and it just keeps getting bigger and bigger and bigger our
getting bigger and bigger and bigger our
getting bigger and bigger and bigger our awareness keeps changing do you know
awareness keeps changing do you know
awareness keeps changing do you know that no one knows how much money you’re
that no one knows how much money you’re
that no one knows how much money you’re capable of earning there’s no one can
capable of earning there’s no one can
capable of earning there’s no one can even guess at what you’re capable of
even guess at what you’re capable of
even guess at what you’re capable of earning
earning
earning we want to become aware we’re like we
we want to become aware we’re like we
we want to become aware we’re like we are because we’re not aware of how to do
are because we’re not aware of how to do
are because we’re not aware of how to do it better we know how to do it better
it better we know how to do it better
it better we know how to do it better every person in this room intellectually
every person in this room intellectually
every person in this room intellectually knows how to do a better job they’re
knows how to do a better job they’re
knows how to do a better job they’re doing everyone in the room knows how to
doing everyone in the room knows how to
doing everyone in the room knows how to earn more than they’re earning but
earn more than they’re earning but
earn more than they’re earning but they’re not doing it you see having the
they’re not doing it you see having the
they’re not doing it you see having the knowledge is not the deal having the
knowledge is not the deal having the
knowledge is not the deal having the knowledge I mean when I remember when I
knowledge I mean when I remember when I
knowledge I mean when I remember when I was a kid
was a kid
was a kid schoolteachers say to me Bob why’d you
schoolteachers say to me Bob why’d you
schoolteachers say to me Bob why’d you do that I say I don’t know what do you
do that I say I don’t know what do you
do that I say I don’t know what do you mean you don’t know you know better I
mean you don’t know you know better I
mean you don’t know you know better I know why’d you do I don’t know I was in
know why’d you do I don’t know I was in
know why’d you do I don’t know I was in the Navy every commanding officer
the Navy every commanding officer
the Navy every commanding officer Proctor why did you do that I don’t know
Proctor why did you do that I don’t know
Proctor why did you do that I don’t know sir
sir
sir what do you mean you don’t know you know
what do you mean you don’t know you know
what do you mean you don’t know you know better I know why’d you do it I don’t
better I know why’d you do it I don’t
better I know why’d you do it I don’t know you see I didn’t know why I was
know you see I didn’t know why I was
know you see I didn’t know why I was doing things do you know that we do
doing things do you know that we do
doing things do you know that we do things that we don’t want to do it gives
things that we don’t want to do it gives
things that we don’t want to do it gives us results we don’t want to get yet we
us results we don’t want to get yet we
us results we don’t want to get yet we do them anyway you know what addiction
do them anyway you know what addiction
do them anyway you know what addiction is it’s never getting enough of what you
is it’s never getting enough of what you
is it’s never getting enough of what you don’t want getting a lot of people are
don’t want getting a lot of people are
don’t want getting a lot of people are addicted to results that they don’t want
addicted to results that they don’t want
addicted to results that they don’t want why do we keep doing it you see I think
why do we keep doing it you see I think
why do we keep doing it you see I think when we start to see that that’s when we
when we start to see that that’s when we
when we start to see that that’s when we start to become aware of how to take
start to become aware of how to take
start to become aware of how to take control over our life and that’s really
control over our life and that’s really
control over our life and that’s really what we want to do so do you see
what we want to do so do you see
what we want to do so do you see awareness is the big deal we want to
awareness is the big deal we want to
awareness is the big deal we want to become aware of the obvious
become aware of the obvious
become aware of the obvious opportunities that are available to us
opportunities that are available to us
opportunities that are available to us we are surrounded by opportunity there
we are surrounded by opportunity there
we are surrounded by opportunity there everywhere you go there is an abundance
everywhere you go there is an abundance
everywhere you go there is an abundance there’s no shortage of opportunity we
there’s no shortage of opportunity we
there’s no shortage of opportunity we can win and we can win in a big way now
can win and we can win in a big way now
can win and we can win in a big way now when we lack awareness we miss the
when we lack awareness we miss the
when we lack awareness we miss the opportunity I used to always say that
opportunity I used to always say that
opportunity I used to always say that you know the trick is to be in the right
you know the trick is to be in the right
you know the trick is to be in the right place at the right time I’ve been in the
place at the right time I’ve been in the
place at the right time I’ve been in the right place at the right time many times
right place at the right time many times
right place at the right time many times in my life but I blew it
in my life but I blew it
in my life but I blew it you know why I wasn’t aware that I was
you know why I wasn’t aware that I was
you know why I wasn’t aware that I was in the right place at the right I had to
in the right place at the right I had to
in the right place at the right I had to look back at it
think of it there’s something else it’s
think of it there’s something else it’s being aware that you’re in the right
being aware that you’re in the right
being aware that you’re in the right place at the right times not good enough
place at the right times not good enough
place at the right times not good enough you’ve got to be aware that you’re in
you’ve got to be aware that you’re in
you’ve got to be aware that you’re in the right place at the right time you
the right place at the right time you
the right place at the right time you need to read at least 20 minutes every
need to read at least 20 minutes every
need to read at least 20 minutes every day I spend about two hours a day or
day I spend about two hours a day or
day I spend about two hours a day or more but you got to understand this is
more but you got to understand this is
more but you got to understand this is my business this is my life this is my
my business this is my life this is my
my business this is my life this is my profession I got to do it fortunately I
profession I got to do it fortunately I
profession I got to do it fortunately I just absolutely love to do it but 20
just absolutely love to do it but 20
just absolutely love to do it but 20 minutes a day will make a dramatic
minutes a day will make a dramatic
minutes a day will make a dramatic difference now obviously I’m talking
difference now obviously I’m talking
difference now obviously I’m talking about reading something good powerful
about reading something good powerful
about reading something good powerful positive biographies all about ographers
positive biographies all about ographers
positive biographies all about 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 books
industry of which you are a part books
industry of which you are a part books about human nature how to deal with
about human nature how to deal with
about human nature how to deal with people if you are an average reader
people if you are an average reader
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 for
whatever it is that you’re doing for
whatever it is that you’re doing for twenty four years of my adult life by
twenty four years of my adult life by
twenty four years of my adult life by choice I weighed well over 200 pounds I
choice I weighed well over 200 pounds I
choice I weighed well over 200 pounds I say by choice because you see I have
say by choice because you see I have
say by choice because you see I have never accidentally eaten anything
I mean has always been deliberate and
I mean has always been deliberate and when I choose to eat too much today I
when I choose to eat too much today I
when I choose to eat too much today I have chosen to weigh too much
have chosen to weigh too much
have chosen to weigh too much tomorrow you can choose to set goals and
tomorrow you can choose to set goals and
tomorrow you can choose to set goals and realize your potential or you can choose
realize your potential or you can choose
realize your potential or you can choose not to set them now if you choose not to
not to set them now if you choose not to
not to set them now if you choose not to set them you got to understand that the
set them you got to understand that the
set them you got to understand that the consequences are not going to be good
consequences are not going to be good
consequences are not going to be good down the road for 24 years I was going
down the road for 24 years I was going
down the road for 24 years I was going to lose that way as a matter of fact in
to lose that way as a matter of fact in
to lose that way as a matter of fact in 24 years I lost several thousand pounds
24 years I lost several thousand pounds
24 years I lost several thousand pounds of weight how many of you already know
of weight how many of you already know
of weight how many of you already know exactly what I’m talking about but he
exactly what I’m talking about but he
exactly what I’m talking about but he was it until I wrote it down put a date
was it until I wrote it down put a date
was it until I wrote it down put a date on it list of the obstacles I had to
on it list of the obstacles I had to
on it list of the obstacles I had to overcome identified the people the
overcome identified the people the
overcome identified the people the groups organizations I needed to work
groups organizations I needed to work
groups organizations I needed to work with spelled out a plan of action set
with spelled out a plan of action set
with spelled out a plan of action set that time limit in there and identified
that time limit in there and identified
that time limit in there and identified all of the benefits to me it was only
all of the benefits to me it was only
all of the benefits to me it was only when I did that that the goal became a
when I did that that the goal became a
when I did that that the goal became a reality and I lost the weight for 10 or
reality and I lost the weight for 10 or
reality and I lost the weight for 10 or 15 years I was going to write a book you
15 years I was going to write a book you
15 years I was going to write a book you know anybody who’s it going to do just a
know anybody who’s it going to do just a
know anybody who’s it going to do just a whole lot of things folks I was going to
whole lot of things folks I was going to
whole lot of things folks I was going to write a book but it wasn’t until I got
write a book but it wasn’t until I got
write a book but it wasn’t until I got busy writing the book and writing the
busy writing the book and writing the
busy writing the book and writing the plans first before the book ever
plans first before the book ever
plans first before the book ever materialized now if it sound like I’m
materialized now if it sound like I’m
materialized now if it sound like I’m trying to sell you on heaven goals how
trying to sell you on heaven goals how
trying to sell you on heaven goals how many of you are getting close already
many of you are getting close already
many of you are getting close already how many of you being coming convinced
how many of you being coming convinced
how many of you being coming convinced right quick like let’s you need to have
right quick like let’s you need to have
right quick like let’s you need to have those go there’s no question about it
those go there’s no question about it
those go there’s no question about it being mortal JCPenney many many years
being mortal JCPenney many many years
being mortal JCPenney many many years ago said give me a stock clerk with a
ago said give me a stock clerk with a
ago said give me a stock clerk with a goal and I’ll give you a man who’ll make
goal and I’ll give you a man who’ll make
goal and I’ll give you a man who’ll make history but give me a man without a goal
history but give me a man without a goal
history but give me a man without a goal and I’ll give you a stock clerk
and I’ll give you a stock clerk
and I’ll give you a stock clerk now the interesting thing is Gold’s do
now the interesting thing is Gold’s do
now the interesting thing is Gold’s do not care who has them let me give you a
not care who has them let me give you a
not care who has them let me give you a classic example of the way they work in
classic example of the way they work in
classic example of the way they work in 1950 a war-torn devastated to Japan a
1950 a war-torn devastated to Japan a
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
1950 they got together they meaning
1950 they got together they meaning industry and government and said ago the
industry and government and said ago the
industry and government and said ago the goal was we’re gonna be the number one
goal was we’re gonna be the number one
goal was we’re gonna be the number one nation in the world during the 1950s in
nation in the world during the 1950s in
nation in the world during the 1950s in the production of textiles in 1959
the production of textiles in 1959
the production of textiles in 1959 ladies and gentlemen they accomplished
ladies and gentlemen they accomplished
ladies and gentlemen they accomplished that objective in 1960 they said another
that objective in 1960 they said another
that objective in 1960 they said another go we’re going to be the number one
go we’re going to be the number one
go we’re going to be the number one nation in the world in the production of
nation in the world in the production of
nation in the world in the production of steel now when you understand there’s no
steel now when you understand there’s no
steel now when you understand there’s no iron ore in Japan of any significance
iron ore in Japan of any significance
iron ore in Japan of any significance there’s no coal of any significance
there’s no coal of any significance
there’s no coal of any significance there we’re gonna be the number one
there we’re gonna be the number one
there we’re gonna be the number one nation in the world in the production of
nation in the world in the production of
nation in the world in the production of steel it seemed like an absurd goal and
steel it seemed like an absurd goal and
steel it seemed like an absurd goal and yet they reached their objectives they
yet they reached their objectives they
yet they reached their objectives they had taken all of the steps in 1970 the
had taken all of the steps in 1970 the
had taken all of the steps in 1970 the Japanese said another goal they said
Japanese said another goal they said
Japanese said another goal they said during the seventies will be the number
during the seventies will be the number
during the seventies will be the number one nation in the world in the
one nation in the world in the
one nation in the world in the production of automobiles they missed it
production of automobiles they missed it
production of automobiles they missed it folks one year it took them until 1980
folks one year it took them until 1980
folks one year it took them until 1980 and this time their goal was we’re going
and this time their goal was we’re going
and this time their 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 in the production of computers and
in the production of computers and
in the production of computers and electronics yes indeed ladies and
electronics yes indeed ladies and
electronics yes indeed ladies and gentlemen you absolutely must have those
gentlemen you absolutely must have those
gentlemen you absolutely must have those goes never will forget this particular
goes never will forget this particular
goes never will forget this particular thing on the radio interviews I was
thing on the radio interviews I was
thing on the radio interviews I was having done and did at least 90% of the
having done and did at least 90% of the
having done and did at least 90% of the first twenty five of them but always
first twenty five of them but always
first twenty five of them but always start with the same thing
start with the same thing
start with the same thing I think they tell me you could sell
I think they tell me you could sell
I think they tell me you could sell anything to anybody I said you know they
anything to anybody I said you know they
anything to anybody I said you know they lied to you when they said that because
lied to you when they said that because
lied to you when they said that because you’ve just described a con artist no
you’ve just described a con artist no
you’ve just described a con artist no legitimate professional salesperson
legitimate professional salesperson
legitimate professional salesperson would ever dream of selling anything
would ever dream of selling anything
would ever dream of selling anything that he did not fervently believed was
that he did not fervently believed was
that he did not fervently believed was in the best interest of the person he
in the best interest of the person he
in the best interest of the person he was selling to of all of the qualities a
was selling to of all of the qualities a
was selling to of all of the qualities a good salesperson must have
good salesperson must have
good salesperson must have number one is integrity because if they
number one is integrity because if they
number one is integrity because if they don’t have that you see we are trained
don’t have that you see we are trained
don’t have that you see we are trained as salespeople to persuade other people
as salespeople to persuade other people
as salespeople to persuade other people to buy to make decisions and an
to buy to make decisions and an
to buy to make decisions and an unethical salesperson can persuade
unethical salesperson can persuade
unethical salesperson can persuade people to buy things that they don’t
people to buy things that they don’t
people to buy things that they don’t need are overpriced are they pressure in
need are overpriced are they pressure in
need are overpriced are they pressure in them into buying it a legitimate
them into buying it a legitimate
them into buying it a legitimate integrity driven and sales person will
integrity driven and sales person will
integrity driven and sales person will only sell a product that will enable him
only sell a product that will enable him
only sell a product that will enable him to sell them again and again and again a
to sell them again and again and again a
to sell them again and again and again a product he would sell to his mother in
product he would sell to his mother in
product he would sell to his mother in other words that’s the kind of
other words that’s the kind of
other words that’s the kind of salesperson who has long term now what
salesperson who has long term now what
salesperson who has long term now what success let me share with you a true
success let me share with you a true
success let me share with you a true story out of my notebook of life number
story out of my notebook of life number
story out of my notebook of life number of years ago got an incredible letter
of years ago got an incredible letter
of years ago got an incredible letter from a gentleman in Toronto with a
from a gentleman in Toronto with a
from a gentleman in Toronto with a substantial check in it he said my
substantial check in it he said my
substantial check in it he said my friend Steve Walker is following the
friend Steve Walker is following the
friend Steve Walker is following the wrong road model he’s working himself to
wrong road model he’s working himself to
wrong road model he’s working himself to death his family is falling apart
death his family is falling apart
death his family is falling apart he’s his health is in danger and he’s
he’s his health is in danger and he’s
he’s his health is in danger and he’s Marley himself out of his boss and he
Marley himself out of his boss and he
Marley himself out of his boss and he trusts you and respects you if you will
trusts you and respects you if you will
trusts you and respects you if you will give us one hour I will fly him to
give us one hour I will fly him to
give us one hour I will fly him to Dallas and give you this cheque when you
Dallas and give you this cheque when you
Dallas and give you this cheque when you love to have a friend like then I sent
love to have a friend like then I sent
love to have a friend like then I sent the cheque back and I said come on down
the cheque back and I said come on down
the cheque back and I said come on down Steve and I had quite a little talk and
Steve and I had quite a little talk and
Steve and I had quite a little talk and in our talk I asked him why he had such
in our talk I asked him why he had such
in our talk I asked him why he had such a role model of why did what about this
a role model of why did what about this
a role model of why did what about this man that made him so completely
man that made him so completely
man that made him so completely important in his life and he said well
important in his life and he said well
important in his life and he said well he’s the most successful man I have ever
he’s the most successful man I have ever
he’s the most successful man I have ever known
known
known and I said well Steve what do you call
and I said well Steve what do you call
and I said well Steve what do you call success now it took several minutes for
success now it took several minutes for
success now it took several minutes for him to go down the list but the
him to go down the list but the
him to go down the list but the interesting thing is though they’re not
interesting thing is though they’re not
interesting thing is though they’re not in the same order that I have put them
in the same order that I have put them
in the same order that I have put them while they’re every we list him now
while they’re every we list him now
while they’re every we list him now these are the eight things that he said
these are the eight things that he said
these are the eight things that he said he rarely considered to be successful if
he rarely considered to be successful if
he rarely considered to be successful if a man was happy and healthy and at least
a man was happy and healthy and at least
a man was happy and healthy and at least reasonably prosperous and secure if he
reasonably prosperous and secure if he
reasonably prosperous and secure if he had friends and peace of mind and good
had friends and peace of mind and good
had friends and peace of mind and good family relationship and the hope that
family relationship and the hope that
family relationship and the hope that future is going to be better he said I
future is going to be better he said I
future is going to be better he said I consider that man is successful now I’m
consider that man is successful now I’m
consider that man is successful now I’m gonna really encourage you to take some
gonna really encourage you to take some
gonna really encourage you to take some notes right here and all I want you to
notes right here and all I want you to
notes right here and all I want you to do and you’ll be the only one that’ll
do and you’ll be the only one that’ll
do and you’ll be the only one that’ll see it somewhere right in my as I go
see it somewhere right in my as I go
see it somewhere right in my as I go down the list right whether you get a
down the list right whether you get a
down the list right whether you get a plus on that one or a minus on that one
plus on that one or a minus on that one
plus on that one or a minus on that one you’ll be the only one to see it but it
you’ll be the only one to see it but it
you’ll be the only one to see it but it might be an eye-opener you see most
might be an eye-opener you see most
might be an eye-opener you see most people never dare to evaluate really
people never dare to evaluate really
people never dare to evaluate really where they are and you don’t know where
where they are and you don’t know where
where they are and you don’t know where you are before you can really determine
you are before you can really determine
you are before you can really determine your chances of getting what you really
your chances of getting what you really
your chances of getting what you really want out of life and so I said to Steve
want out of life and so I said to Steve
want out of life and so I said to Steve I said I understand that your boss is
I said I understand that your boss is
I said I understand that your boss is very important to you you consider him
very important to you you consider him
very important to you you consider him to be successful when he finally got
to be successful when he finally got
to be successful when he finally got through with the identification as I
through with the identification as I
through with the identification as I said earlier these were the eight things
said earlier these were the eight things
said earlier these were the eight things that he said I think that’s important
that he said I think that’s important
that he said I think that’s important for success to measure success
for success to measure success
for success to measure success I said well Steve let me ask you now as
I said well Steve let me ask you now as
I said well Steve let me ask you now as far as happy is concerned
far as happy is concerned
far as happy is concerned tell me how happy is your boss is that
tell me how happy is your boss is that
tell me how happy is your boss is that all I don’t think he’s happy at all I
all I don’t think he’s happy at all I
all I don’t think he’s happy at all I said why not he said well I’ve never
said why not he said well I’ve never
said why not he said well I’ve never heard him laugh and he seldom smiles and
heard him laugh and he seldom smiles and
heard him laugh and he seldom smiles and besides that he’s got ulcers I said well
besides that he’s got ulcers I said well
besides that he’s got ulcers I said well don’t give a plus or a minus he said or
don’t give a plus or a minus he said or
don’t give a plus or a minus he said or you give my – please grade yourself as
you give my – please grade yourself as
you give my – please grade yourself as we go this is so important for you then
we go this is so important for you then
we go this is so important for you then I said that also tells me something
I said that also tells me something
I said that also tells me something about his health if he’s got those
about his health if he’s got those
about his health if he’s got those ulcers do I give him a plus or minus he
ulcers do I give him a plus or minus he
ulcers do I give him a plus or minus he said you give me – I said that also says
said you give me – I said that also says
said you give me – I said that also says something Steve about his peace of mind
something Steve about his peace of mind
something Steve about his peace of mind because you don’t get ulcers because of
because you don’t get ulcers because of
because you don’t get ulcers because of what you eat but what’s eating you I
what you eat but what’s eating you I
what you eat but what’s eating you I said that would give him a plus or minus
said that would give him a plus or minus
said that would give him a plus or minus he said we give them a minus I said
he said we give them a minus I said
he said we give them a minus I said Steve I’ve asked you one question about
Steve I’ve asked you one question about
Steve I’ve asked you one question about what success is what balance is what’s
what success is what balance is what’s
what success is what balance is what’s important to you one question and your
important to you one question and your
important to you one question and your boss comes over three – as I said tell
boss comes over three – as I said tell
boss comes over three – as I said tell me how prospers he is he said man he’s
me how prospers he is he said man he’s
me how prospers he is he said man he’s got money running out of his ears and
got money running out of his ears and
got money running out of his ears and he’s getting more every day I said we
he’s getting more every day I said we
he’s getting more every day I said we give him a plus on that one don’t we he
give him a plus on that one don’t we he
give him a plus on that one don’t we he said we sure do I said how secure is
said we sure do I said how secure is
said we sure do I said how secure is your boss he said well he’s as secure as
your boss he said well he’s as secure as
your boss he said well he’s as secure as money can make you
money can make you
money can make you and I said well Steve let me ask you did
and I said well Steve let me ask you did
and I said well Steve let me ask you did you read where two billionaire brothers
you read where two billionaire brothers
you read where two billionaire brothers here in Dallas went bankrupt I said how
here in Dallas went bankrupt I said how
here in Dallas went bankrupt I said how does your boss come back oh I don’t know
does your boss come back oh I don’t know
does your boss come back oh I don’t know that kind of money did you read where
that kind of money did you read where
that kind of money did you read where our race governor was worth a hundred
our race governor was worth a hundred
our race governor was worth a hundred million dollars at one point he’s now
million dollars at one point he’s now
million dollars at one point he’s now banged up how does your boss compare I
banged up how does your boss compare I
banged up how does your boss compare I don’t have that kind of money now
don’t have that kind of money now
don’t have that kind of money now understand Steve equated security with
understand Steve equated security with
understand Steve equated security with corporate position and bucks in the bank
corporate position and bucks in the bank
corporate position and bucks in the bank so I said well Steve let me ask you
so I said well Steve let me ask you
so I said well Steve let me ask you would we give your boss a plus or a
would we give your boss a plus or a
would we give your boss a plus or a minus or dislike question mark on that
minus or dislike question mark on that
minus or dislike question mark on that he said let’s be generous and give him a
he said let’s be generous and give him a
he said let’s be generous and give him a question mark I said how many friends
question mark I said how many friends
question mark I said how many friends does your boss have I hope you’re
does your boss have I hope you’re
does your boss have I hope you’re marking these for you how many friends
marking these for you how many friends
marking these for you how many friends real friends do you does your boss out
real friends do you does your boss out
real friends do you does your boss out he said I don’t think he’s got any I’m
he said I don’t think he’s got any I’m
he said I don’t think he’s got any I’m not his friend I just haven’t admire the
not his friend I just haven’t admire the
not his friend I just haven’t admire the guy tell you the truth he’s somewhat of
guy tell you the truth he’s somewhat of
guy tell you the truth he’s somewhat of a jerk I said okay we give him a minus
a jerk I said okay we give him a minus
a jerk I said okay we give him a minus on that one I said tell me about his
on that one I said tell me about his
on that one I said tell me about his family and he said well his wife’s
family and he said well his wife’s
family and he said well his wife’s divorcing him well that one’s easy to
divorcing him well that one’s easy to
divorcing him well that one’s easy to answer I said how much hope does he have
answer I said how much hope does he have
answer I said how much hope does he have for the future
for the future
for the future he said well for I started talking to
he said well for I started talking to
he said well for I started talking to you I thought he had a lot but right now
you I thought he had a lot but right now
you I thought he had a lot but right now don’t think he’s got any why did that
don’t think he’s got any why did that
don’t think he’s got any why did that statement come forth because for the
statement come forth because for the
statement come forth because for the first time he had evaluated it that’s
first time he had evaluated it that’s
first time he had evaluated it that’s what we need to evaluate where we are
what we need to evaluate where we are
what we need to evaluate where we are are we investing our time properly using
are we investing our time properly using
are we investing our time properly using our resources properly what will the end
our resources properly what will the end
our resources properly what will the end results be well then I said to us Steve
results be well then I said to us Steve
results be well then I said to us Steve when that was over we give him the –
when that was over we give him the –
when that was over we give him the – there I said Steve of the eight things
there I said Steve of the eight things
there I said Steve of the eight things that you consider marks of success he
that you consider marks of success he
that you consider marks of success he gets one two three four five six – –is
gets one two three four five six – –is
gets one two three four five six – –is he gets one plus and one question mark I
he gets one plus and one question mark I
he gets one plus and one question mark I asked Steve a question I’m going to ask
asked Steve a question I’m going to ask
asked Steve a question I’m going to ask you the same question Steve would you
you the same question Steve would you
you the same question Steve would you swap places with your boss right now
swap places with your boss right now
swap places with your boss right now knowing what you know he looked at me
knowing what you know he looked at me
knowing what you know he looked at me kind of stunned he slowly rose to his
kind of stunned he slowly rose to his
kind of stunned he slowly rose to his feet and said no I wouldn’t
feet and said no I wouldn’t
feet and said no I wouldn’t would you number of years ago Lara
would you number of years ago Lara
would you number of years ago Lara majors my executive assistant got a
majors my executive assistant got a
majors my executive assistant got a phone call from a lady in Birmingham
phone call from a lady in Birmingham
phone call from a lady in Birmingham Alabama and then of the conversation she
Alabama and then of the conversation she
Alabama and then of the conversation she said Zig she said I believe this woman
said Zig she said I believe this woman
said Zig she said I believe this woman thinks she’s got an impossible problem
thinks she’s got an impossible problem
thinks she’s got an impossible problem but I believe you can solve that problem
but I believe you can solve that problem
but I believe you can solve that problem her with her in just a few minutes if
her with her in just a few minutes if
her with her in just a few minutes if you will spend that time with her I said
you will spend that time with her I said
you will spend that time with her I said well Lori tell her to meet me backstage
well Lori tell her to meet me backstage
well Lori tell her to meet me backstage I’ll get there about 10 minutes early
I’ll get there about 10 minutes early
I’ll get there about 10 minutes early they my schedule was such that was about
they my schedule was such that was about
they my schedule was such that was about all I had well I got there and I was on
all I had well I got there and I was on
all I had well I got there and I was on the backstage behind the curtain on one
the backstage behind the curtain on one
the backstage behind the curtain on one side she spotted me from the other side
side she spotted me from the other side
side she spotted me from the other side and if she walked across the stage I
and if she walked across the stage I
and if she walked across the stage I have never seen as much anger in a human
have never seen as much anger in a human
have never seen as much anger in a human being in my life as I saw in her she
being in my life as I saw in her she
being in my life as I saw in her she almost started crying when she saw me
almost started crying when she saw me
almost started crying when she saw me she said oh I’m just so glad to see you
she said oh I’m just so glad to see you
she said oh I’m just so glad to see you I got this horrible job I hate it I hate
I got this horrible job I hate it I hate
I got this horrible job I hate it I hate everything about it I hate everybody
everything about it I hate everybody
everything about it I hate everybody down there I mean are you talking about
down there I mean are you talking about
down there I mean are you talking about negative Mel she was it she said can you
negative Mel she was it she said can you
negative Mel she was it she said can you help me to understand I’ve only got
help me to understand I’ve only got
help me to understand I’ve only got about 10 minutes so I looked at her and
about 10 minutes so I looked at her and
about 10 minutes so I looked at her and one thing I have learned I don’t do
one thing I have learned I don’t do
one thing I have learned I don’t do counseling but I talk with a lot of
counseling but I talk with a lot of
counseling but I talk with a lot of people who do in psychologist psychiatry
people who do in psychologist psychiatry
people who do in psychologist psychiatry and the ministry and they tell me that
and the ministry and they tell me that
and the ministry and they tell me that everybody who comes to you with a
everybody who comes to you with a
everybody who comes to you with a problem are not necessarily looking for
problem are not necessarily looking for
problem are not necessarily looking for a solution I couldn’t understand that
a solution I couldn’t understand that
a solution I couldn’t understand that for a long time why do they bring your
for a long time why do they bring your
for a long time why do they bring your problem if they don’t want to solve it
problem if they don’t want to solve it
problem if they don’t want to solve it well I can tell you why they want to
well I can tell you why they want to
well I can tell you why they want to tell you about it you about it you
tell you about it you about it you
tell you about it you about it you better you about and you about and if
better you about and you about and if
better you about and you about and if you foul up the deal then solve the
you foul up the deal then solve the
you foul up the deal then solve the problem they can’t tell you again you
problem they can’t tell you again you
problem they can’t tell you again you again they want the attention that goes
again they want the attention that goes
again they want the attention that goes with the problem and every company just
with the problem and every company just
with the problem and every company just about it has that kind of an individual
about it has that kind of an individual
about it has that kind of an individual they want the attention that goes with
they want the attention that goes with
they want the attention that goes with griping and and complaining well I
griping and and complaining well I
griping and and complaining well I looked at the lady
looked at the lady
looked at the lady and it wasn’t unkindly but firmly I said
and it wasn’t unkindly but firmly I said
and it wasn’t unkindly but firmly I said to her yes and you know ma’am I’m afraid
to her yes and you know ma’am I’m afraid
to her yes and you know ma’am I’m afraid your problem it’s about to get worse she
your problem it’s about to get worse she
your problem it’s about to get worse she said what do you mean I said I believe
said what do you mean I said I believe
said what do you mean I said I believe they’re gonna fire you
she was stunned I could have stunned him
she was stunned I could have stunned him or if I’d hit her in the face with a
or if I’d hit her in the face with a
or if I’d hit her in the face with a bucket of ice water
bucket of ice water
bucket of ice water she said fire me why on earth would they
she said fire me why on earth would they
she said fire me why on earth would they fire me inflection in her voice clearly
fire me inflection in her voice clearly
fire me inflection in her voice clearly said they’re the bad guys I’m the good
said they’re the bad guys I’m the good
said they’re the bad guys I’m the good guy
guy
guy why don’t they fire them and keep me
why don’t they fire them and keep me
why don’t they fire them and keep me have you ever noticed that people who
have you ever noticed that people who
have you ever noticed that people who are the problem never recognize that
are the problem never recognize that
are the problem never recognize that they are they’re in complete denial they
they are they’re in complete denial they
they are they’re in complete denial they think denial is just a river in Egypt
think denial is just a river in Egypt
think denial is just a river in Egypt why would they fire me I said ma’am I
why would they fire me I said ma’am I
why would they fire me I said ma’am I don’t believe there’s a company in
don’t believe there’s a company in
don’t believe there’s a company in America big enough to contain this much
America big enough to contain this much
America big enough to contain this much poison in one small spot have you ever
poison in one small spot have you ever
poison in one small spot have you ever noticed that when somebody’s about to
noticed that when somebody’s about to
noticed that when somebody’s about to lose something they’ve been complaining
lose something they’ve been complaining
lose something they’ve been complaining about whether it’s a car a home a mate a
about whether it’s a car a home a mate a
about whether it’s a car a home a mate a job or whatever when all of a sudden it
job or whatever when all of a sudden it
job or whatever when all of a sudden it appears they’re gonna lose them it takes
appears they’re gonna lose them it takes
appears they’re gonna lose them it takes on brand-new value she looked at me and
on brand-new value she looked at me and
on brand-new value she looked at me and said well what can I do I said do you
said well what can I do I said do you
said well what can I do I said do you really want to know she said yes I do
really want to know she said yes I do
really want to know she said yes I do that’s the reason I came to see you I
that’s the reason I came to see you I
that’s the reason I came to see you I came looking for help but you sure have
came looking for help but you sure have
came looking for help but you sure have been any help so far
been any help so far
been any help so far I said well ma’am I’ve got an idea
I said well ma’am I’ve got an idea
I said well ma’am I’ve got an idea and I will absolutely guarantee you it
and I will absolutely guarantee you it
and I will absolutely guarantee you it positively definitely absolutely will
positively definitely absolutely will
positively definitely absolutely will work if you will just do it she said
work if you will just do it she said
work if you will just do it she said I’ll try anything within reason I said
I’ll try anything within reason I said
I’ll try anything within reason I said okay when you get home tonight all of
okay when you get home tonight all of
okay when you get home tonight all of your household tasks are complete it’s
your household tasks are complete it’s
your household tasks are complete it’s bedtime get off in a room right by
bedtime get off in a room right by
bedtime get off in a room right by yourself get a sheet of paper out and at
yourself get a sheet of paper out and at
yourself get a sheet of paper out and at the top of it right I like my job
the top of it right I like my job
the top of it right I like my job because he interrupted me she said
because he interrupted me she said
because he interrupted me she said that’ll be easy I don’t like nothing
that’ll be easy I don’t like nothing
that’ll be easy I don’t like nothing about that job don’t like nothing about
about that job don’t like nothing about
about that job don’t like nothing about those people down there and I said well
those people down there and I said well
those people down there and I said well just as a matter of curiosity do you
just as a matter of curiosity do you
just as a matter of curiosity do you work there for benevolent reasons or do
work there for benevolent reasons or do
work there for benevolent reasons or do they pay you for working there she said
they pay you for working there she said
they pay you for working there she said well I got a confess they pay me and I
well I got a confess they pay me and I
well I got a confess they pay me and I said you don’t like to be paid oh she
said you don’t like to be paid oh she
said you don’t like to be paid oh she said yes I do
said yes I do
said yes I do I said okay tell you what you do open
I said okay tell you what you do open
I said okay tell you what you do open your notebook right now we’ll start our
your notebook right now we’ll start our
your notebook right now we’ll start our list of the things you like about your
list of the things you like about your
list of the things you like about your dog they pay you for working there and
dog they pay you for working there and
dog they pay you for working there and you do like it don’t you said absolutely
you do like it don’t you said absolutely
you do like it don’t you said absolutely but she just stood there I said no open
but she just stood there I said no open
but she just stood there I said no open your notebook now and we’ll get too busy
your notebook now and we’ll get too busy
your notebook now and we’ll get too busy on the list he just stood there I said
on the list he just stood there I said
on the list he just stood there I said ma’am let me
ma’am let me
ma’am let me let me tell you what my experience in
let me tell you what my experience in
let me tell you what my experience in life has been I’ve discovered that in
life has been I’ve discovered that in
life has been I’ve discovered that in 100% of the case there’s no exceptions
100% of the case there’s no exceptions
100% of the case there’s no exceptions people who won’t take step number one
people who won’t take step number one
people who won’t take step number one never take step number two you see she
never take step number two you see she
never take step number two you see she had come to me with an impossible dream
had come to me with an impossible dream
had come to me with an impossible dream her dream was that nice mr. Ziegler was
her dream was that nice mr. Ziegler was
her dream was that nice mr. Ziegler was going to solve all of her problems and
going to solve all of her problems and
going to solve all of her problems and she would live happily ever after but
she would live happily ever after but
she would live happily ever after but folks I Got News for you
folks I Got News for you
folks I Got News for you I can’t solve her problems I can’t solve
I can’t solve her problems I can’t solve
I can’t solve her problems I can’t solve your problems but I will give you some
your problems but I will give you some
your problems but I will give you some steps that are absolutely definitely and
steps that are absolutely definitely and
steps that are absolutely definitely and positively will work for you as it
positively will work for you as it
positively will work for you as it worked eventually for her I said well
worked eventually for her I said well
worked eventually for her I said well ma’am let me tell you something unless
ma’am let me tell you something unless
ma’am let me tell you something unless you’re willing to take step number one
you’re willing to take step number one
you’re willing to take step number one right now it’s been nice talking with
right now it’s been nice talking with
right now it’s been nice talking with you she angrily opened her notebook
you she angrily opened her notebook
you she angrily opened her notebook before we got through there were 22
before we got through there were 22
before we got through there were 22 things she liked about her job
things she liked about her job
things she liked about her job downloaded it not only did they pay her
downloaded it not only did they pay her
downloaded it not only did they pay her for working there that they paid her
for working there that they paid her
for working there that they paid her above average
above average
above average she had three weeks vacation with pay
she had three weeks vacation with pay
she had three weeks vacation with pay she had a retirement program she was a
she had a retirement program she was a
she had a retirement program she was a non-profit Sharon she had health
non-profit Sharon she had health
non-profit Sharon she had health insurance life insurance and accident
insurance life insurance and accident
insurance life insurance and accident insurance
insurance
insurance she lived less than ten minutes from
she lived less than ten minutes from
she lived less than ten minutes from home she was in no management decisions
home she was in no management decisions
home she was in no management decisions that come to senator three seminars a
that come to senator three seminars a
that come to senator three seminars a year to be paid for she had her own
year to be paid for she had her own
year to be paid for she had her own private office and party played twenty
private office and party played twenty
private office and party played twenty two things that she liked about her job
two things that she liked about her job
two things that she liked about her job now I said man when you get home tonight
now I said man when you get home tonight
now I said man when you get home tonight everything is finished get off in a room
everything is finished get off in a room
everything is finished get off in a room right by yourself
right by yourself
right by yourself close the doors change one word from I
close the doors change one word from I
close the doors change one word from I like my job to I love my job
like my job to I love my job
like my job to I love my job get in front of that mirror and folks I
get in front of that mirror and folks I
get in front of that mirror and folks I cannot say this strongly enough but I’m
cannot say this strongly enough but I’m
cannot say this strongly enough but I’m going to try the eyes are the windows of
going to try the eyes are the windows of
going to try the eyes are the windows of the soul look yourself in that and with
the soul look yourself in that and with
the soul look yourself in that and with excitement and enthusiasm say I love my
excitement and enthusiasm say I love my
excitement and enthusiasm say I love my job because they pay me for working
job because they pay me for working
job because they pay me for working there I love my job because they pay me
there I love my job because they pay me
there I love my job because they pay me above average were working there I love
above average were working there I love
above average were working there I love my job because they have a wonderful
my job because they have a wonderful
my job because they have a wonderful insurance program I love my job before
insurance program I love my job before
insurance program I love my job before every one of the statements you would
every one of the statements you would
every one of the statements you would sleep better that night you see there’s
sleep better that night you see there’s
sleep better that night you see there’s something hidden in what I’m saying to
something hidden in what I’m saying to
something hidden in what I’m saying to you now when she says I like my jobs
you now when she says I like my jobs
you now when she says I like my jobs it’s really saying I’m grateful for my
it’s really saying I’m grateful for my
it’s really saying I’m grateful for my job
job
job and of all of the emotions we can have
and of all of the emotions we can have
and of all of the emotions we can have according to hands sell you the number
according to hands sell you the number
according to hands sell you the number one stress pessimist in America the
one stress pessimist in America the
one stress pessimist in America the healthiest of all human emotions is
healthiest of all human emotions is
healthiest of all human emotions is grata to you I said you go down that
grata to you I said you go down that
grata to you I said you go down that list I like my job I love my job rather
list I like my job I love my job rather
list I like my job I love my job rather that is a way of gratitude you’ll sleep
that is a way of gratitude you’ll sleep
that is a way of gratitude you’ll sleep better the first night tomorrow morning
better the first night tomorrow morning
better the first night tomorrow morning when you get up get back in front of the
when you get up get back in front of the
when you get up get back in front of the mirror just before you go to work get
mirror just before you go to work get
mirror just before you go to work get back in front of the mirror and repeat
back in front of the mirror and repeat
back in front of the mirror and repeat the process again with excitement and
the process again with excitement and
the process again with excitement and enthusiasm I love my job because and
enthusiasm I love my job because and
enthusiasm I love my job because and take the list with you because the
take the list with you because the
take the list with you because the reality is you see you will have started
reality is you see you will have started
reality is you see you will have started to change from a fault finder to a good
to change from a fault finder to a good
to change from a fault finder to a good finder some people do really find fault
finder some people do really find fault
finder some people do really find fault like there’s a reward for it they really
like there’s a reward for it they really
like there’s a reward for it they really do take the list with you and you will
do take the list with you and you will
do take the list with you and you will be able to add to that list absolutely
be able to add to that list absolutely
be able to add to that list absolutely guaranteed do this every morning and
guaranteed do this every morning and
guaranteed do this every morning and every night and you will have an
every night and you will have an
every night and you will have an astonishing recovery from this advanced
astonishing recovery from this advanced
astonishing recovery from this advanced case of stinking thinking it now I
case of stinking thinking it now I
case of stinking thinking it now I didn’t say that to her but I’m saying it
didn’t say that to her but I’m saying it
didn’t say that to her but I’m saying it to you that’s what it was it was an
to you that’s what it was it was an
to you that’s what it was it was an advanced case of stinking thinking well
advanced case of stinking thinking well
advanced case of stinking thinking well six weeks later I was back in Birmingham
six weeks later I was back in Birmingham
six weeks later I was back in Birmingham Alabama
Alabama
Alabama I was doing a follow up sales seminar
I was doing a follow up sales seminar
I was doing a follow up sales seminar now the lady was not in sales but she
now the lady was not in sales but she
now the lady was not in sales but she had been listening to my tapes he had
had been listening to my tapes he had
had been listening to my tapes he had been listening to Automobile University
been listening to Automobile University
been listening to Automobile University and she had discovered that everybody
and she had discovered that everybody
and she had discovered that everybody sells everybody will ever hear this is
sells everybody will ever hear this is
sells everybody will ever hear this is in selling whether you’re a school
in selling whether you’re a school
in selling whether you’re a school teacher a civil service worker a
teacher a civil service worker a
teacher a civil service worker a military personnel an executive
military personnel an executive
military personnel an executive secretary doesn’t make any difference
secretary doesn’t make any difference
secretary doesn’t make any difference what you do you sell every day of your
what you do you sell every day of your
what you do you sell every day of your life there she was on there at the sales
life there she was on there at the sales
life there she was on there at the sales seminar seated on the front row
seminar seated on the front row
seminar seated on the front row grinning so wide she could have eaten a
grinning so wide she could have eaten a
grinning so wide she could have eaten a banana sideways I’m telling you you’re
banana sideways I’m telling you you’re
banana sideways I’m telling you you’re talking about somebody that was excited
talking about somebody that was excited
talking about somebody that was excited she was turned on I said well how you
she was turned on I said well how you
she was turned on I said well how you done man she granted even more broadly
done man she granted even more broadly
done man she granted even more broadly and said mr. Ziegler I’m doing
and said mr. Ziegler I’m doing
and said mr. Ziegler I’m doing wonderfully well and thank you for
wonderfully well and thank you for
wonderfully well and thank you for asking
asking
asking she said you cannot believe how much
she said you cannot believe how much
she said you cannot believe how much those people down there have changed
those people down there have changed
those people down there have changed I got a lid on the line folks you’re not
I got a lid on the line folks you’re not
I got a lid on the line folks you’re not gonna change anybody else did you change
gonna change anybody else did you change
gonna change anybody else did you change you everything really does begin with
you everything really does begin with
you everything really does begin with you now you see the unfortunate thing
you now you see the unfortunate thing
you now you see the unfortunate thing this lady had been raised in a very
this lady had been raised in a very
this lady had been raised in a very negative environment first her parents
negative environment first her parents
negative environment first her parents have told her that should never amount
have told her that should never amount
have told her that should never amount to anything they said you know you’re
to anything they said you know you’re
to anything they said you know you’re always late you’re always sloppy why
always late you’re always sloppy why
always late you’re always sloppy why can’t you be like your brother or your
can’t you be like your brother or your
can’t you be like your brother or your sister or whatever when she got married
sister or whatever when she got married
sister or whatever when she got married her husband had continued it and so her
her husband had continued it and so her
her husband had continued it and so her self-talk had become completely negative
self-talk had become completely negative
self-talk had become completely negative everything is she said about herself was
everything is she said about herself was
everything is she said about herself was negative I you know like dad said I’ll
negative I you know like dad said I’ll
negative I you know like dad said I’ll never amount to anything like my husband
never amount to anything like my husband
never amount to anything like my husband says I can’t do anything right but when
says I can’t do anything right but when
says I can’t do anything right but when she started changing the input then some
she started changing the input then some
she started changing the input then some radical changes took place I listened to
radical changes took place I listened to
radical changes took place I listened to the people who were successful in
the people who were successful in
the people who were successful in selling that product I would learn new
selling that product I would learn new
selling that product I would learn new things from different ones and new
things from different ones and new
things from different ones and new approaches and that’s very you must be a
approaches and that’s very you must be a
approaches and that’s very you must be a constant student a lot of people are
constant student a lot of people are
constant student a lot of people are afraid to try anything new because they
afraid to try anything new because they
afraid to try anything new because they are afraid that they will be embarrassed
are afraid that they will be embarrassed
are afraid that they will be embarrassed until they get good at it well one of my
until they get good at it well one of my
until they get good at it well one of my favorite sayings is you know the most
favorite sayings is you know the most
favorite sayings is you know the most important thing you can do is to
important thing you can do is to
important thing you can do is to understand that anything worth doing is
understand that anything worth doing is
understand that anything worth doing is worth doing poorly until you can learn
worth doing poorly until you can learn
worth doing poorly until you can learn to do it well my first few sales calls
to do it well my first few sales calls
to do it well my first few sales calls were pathetic but was worth doing so I
were pathetic but was worth doing so I
were pathetic but was worth doing so I kept after it you know my first few
kept after it you know my first few
kept after it you know my first few speeches were this ester but I believed
speeches were this ester but I believed
speeches were this ester but I believed that I could develop into that so I kept
that I could develop into that so I kept
that I could develop into that so I kept at it into I could do it effectively and
at it into I could do it effectively and
at it into I could do it effectively and all skills are exactly the same way no
all skills are exactly the same way no
all skills are exactly the same way no running back that sets the records ever
running back that sets the records ever
running back that sets the records ever we set a record the first time he picked
we set a record the first time he picked
we set a record the first time he picked up a football and you can go right down
up a football and you can go right down
up a football and you can go right down the line with that so if it’s worth
the line with that so if it’s worth
the line with that so if it’s worth doing and you believe in it go ahead and
doing and you believe in it go ahead and
doing and you believe in it go ahead and fail and the more times you fail the
fail and the more times you fail the
fail and the more times you fail the closer you get into success because you
closer you get into success because you
closer you get into success because you should be learning on every simple thing
should be learning on every simple thing
should be learning on every simple thing that you do
you gotta have a plan everybody’s got a
you gotta have a plan everybody’s got a dream
dream
dream everybody’s got a goal what’s the plan
everybody’s got a goal what’s the plan
everybody’s got a goal what’s the plan and your plan has got to have something
and your plan has got to have something
and your plan has got to have something I call the c5 complex your plan has got
I call the c5 complex your plan has got
I call the c5 complex your plan has got to be clear concise compelling
to be clear concise compelling
to be clear concise compelling consistent and committed you’ve got to
consistent and committed you’ve got to
consistent and committed you’ve got to have a plan and when you’re trying to do
have a plan and when you’re trying to do
have a plan and when you’re trying to do something that you are truly passionate
something that you are truly passionate
something that you are truly passionate about there is no plan B okay Plan B
about there is no plan B okay Plan B
about there is no plan B okay Plan B sucks all right
okay so it’s as simple as that
okay so it’s as simple as that you gotta have a plan I mean think about
you gotta have a plan I mean think about
you gotta have a plan I mean think about that for a second mm-hmm three examples
that for a second mm-hmm three examples
that for a second mm-hmm three examples Michael Jordan won six NBA championships
Michael Jordan won six NBA championships
Michael Jordan won six NBA championships with the Chicago Bulls because he was
with the Chicago Bulls because he was
with the Chicago Bulls because he was committed to playing a not plan B Oprah
committed to playing a not plan B Oprah
committed to playing a not plan B Oprah Winfrey became the queen of all media
Winfrey became the queen of all media
Winfrey became the queen of all media because she was committed to plan a not
because she was committed to plan a not
because she was committed to plan a not Plan B whatever your politics are Barack
Plan B whatever your politics are Barack
Plan B whatever your politics are Barack Obama is sitting in the White House
Obama is sitting in the White House
Obama is sitting in the White House because he was committed to plan a not
because he was committed to plan a not
because he was committed to plan a not Plan B okay Plan B sucks
Plan B okay Plan B sucks
Plan B okay Plan B sucks when you’re asleep ladies and gentlemen
when you’re asleep ladies and gentlemen
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 you must become a
wandering generality you must become a
wandering generality you must become a meaningful specific if you’re going to
meaningful specific if you’re going to
meaningful specific if you’re going to work tomorrow because that’s what you
work tomorrow because that’s what you
work tomorrow because that’s what you did yesterday you’re not going to be as
did yesterday you’re not going to be as
did yesterday you’re not going to be as good tomorrow as you are yesterday
good tomorrow as you are yesterday
good tomorrow as you are yesterday because now you’re two days older and no
because now you’re two days older and no
because now you’re two days older and no closer to the gold which you do not have
closer to the gold which you do not have
closer to the gold which you do not have you can’t make it as a wandering
you can’t make it as a wandering
you can’t make it as a wandering generality you can’t give away what you
generality you can’t give away what you
generality you can’t give away what you don’t have now it sounds ridiculous okay
don’t have now it sounds ridiculous okay
don’t have now it sounds ridiculous okay but it’s more than what meets the ear as
but it’s more than what meets the ear as
but it’s more than what meets the ear as you hear this you can’t give away what
you hear this you can’t give away what
you hear this you can’t give away what you don’t have people who are not good
you don’t have people who are not good
you don’t have people who are not good at giving away love can’t give away love
at giving away love can’t give away love
at giving away love can’t give away love because they don’t have it to give away
because they don’t have it to give away
because they don’t have it to give away if I want to give you a dozen oranges I
if I want to give you a dozen oranges I
if I want to give you a dozen oranges I can’t give you those dozen oranges
can’t give you those dozen oranges
can’t give you those dozen oranges unless I go out and pick up twelve
unless I go out and pick up twelve
unless I go out and pick up twelve oranges someplace otherwise all it is is
oranges someplace otherwise all it is is
oranges someplace otherwise all it is is just empty rhetoric and the same thing
just empty rhetoric and the same thing
just empty rhetoric and the same thing is true of virtually everything in your
is true of virtually everything in your
is true of virtually everything in your life you can’t give away love for others
life you can’t give away love for others
life you can’t give away love for others if you don’t have love in here to give
if you don’t have love in here to give
if you don’t have love in here to give away if what you have in here is
away if what you have in here is
away if what you have in here is contempt if what you have in here is
contempt if what you have in here is
contempt if what you have in here is anger if you haven’t here is fear then
anger if you haven’t here is fear then
anger if you haven’t here is fear then these are the things you’re going to be
these are the things you’re going to be
these are the things you’re going to be giving away in your life
giving away in your life
giving away in your life made in my mind as a young guy I wanted
made in my mind as a young guy I wanted
made in my mind as a young guy I wanted to become world-class as something I
to become world-class as something I
to become world-class as something I just had to find out what that something
just had to find out what that something
just had to find out what that something was going to be and the very first time
was going to be and the very first time
was going to be and the very first time that I walked into a Wall Street trading
that I walked into a Wall Street trading
that I walked into a Wall Street trading room I knew this is it the ticker tape
room I knew this is it the ticker tape
room I knew this is it the ticker tape is rolling
is rolling
is rolling the phones are ringing off the hook
the phones are ringing off the hook
the phones are ringing off the hook people are screaming and shouting out
people are screaming and shouting out
people are screaming and shouting out orders bodies are flying all over the
orders bodies are flying all over the
orders bodies are flying all over the place and will look like chaos to
place and will look like chaos to
place and will look like chaos to anybody else I could see the natural
anybody else I could see the natural
anybody else I could see the natural rhythm in it it was like I was reading a
rhythm in it it was like I was reading a
rhythm in it it was like I was reading a sheet of music and I knew this is where
sheet of music and I knew this is where
sheet of music and I knew this is where I’m supposed to be I kept coming back I
I’m supposed to be I kept coming back I
I’m supposed to be I kept coming back I wore one branch manager down to the
wore one branch manager down to the
wore one branch manager down to the point that he says to me Gardner based
point that he says to me Gardner based
point that he says to me Gardner based on persistence alone we go give you a
on persistence alone we go give you a
on persistence alone we go give you a shot man I quit my job that was all I
shot man I quit my job that was all I
shot man I quit my job that was all I wanted I went home and I told my ex you
wanted I went home and I told my ex you
wanted I went home and I told my ex you know what you said I couldn’t do it but
know what you said I couldn’t do it but
know what you said I couldn’t do it but guess what I started two weeks well I
guess what I started two weeks well I
guess what I started two weeks well I sold heavy-duty one of his cookware on a
sold heavy-duty one of his cookware on a
sold heavy-duty one of his cookware on a door-to-door demonstration plan and that
door-to-door demonstration plan and that
door-to-door demonstration plan and that was a marvelous experience it took me
was a marvelous experience it took me
was a marvelous experience it took me the first two and a half years I
the first two and a half years I
the first two and a half years I struggled financially now that doesn’t
struggled financially now that doesn’t
struggled financially now that doesn’t mean I didn’t sell a lot because I did I
mean I didn’t sell a lot because I did I
mean I didn’t sell a lot because I did I saw my furniture saw my car and that’s
saw my furniture saw my car and that’s
saw my furniture saw my car and that’s fairly close to the truth it really was
fairly close to the truth it really was
fairly close to the truth it really was then I went to a meeting and a man named
then I went to a meeting and a man named
then I went to a meeting and a man named PC Merrill who’s an American Indian
PC Merrill who’s an American Indian
PC Merrill who’s an American Indian persuaded me that I could be the number
persuaded me that I could be the number
persuaded me that I could be the number one salesman in America out of the 7,000
one salesman in America out of the 7,000
one salesman in America out of the 7,000 member sales force he said you’ve got
member sales force he said you’ve got
member sales force he said you’ve got everything that it takes to be a great
everything that it takes to be a great
everything that it takes to be a great salesman if you just believed in
salesman if you just believed in
salesman if you just believed in yourself and went to work on a regular
yourself and went to work on a regular
yourself and went to work on a regular schedule and this is the cookware
schedule and this is the cookware
schedule and this is the cookware business that’s right okay now put on
business that’s right okay now put on
business that’s right okay now put on the demonstration door-to-door sales and
the demonstration door-to-door sales and
the demonstration door-to-door sales and so forth I never had anybody to say
so forth I never had anybody to say
so forth I never had anybody to say something like that to me you could be a
something like that to me you could be a
something like that to me you could be a great when you could be the national
great when you could be the national
great when you could be the national champion now I’ve always been loved but
champion now I’ve always been loved but
champion now I’ve always been loved but nobody ever thought of me as a champion
nobody ever thought of me as a champion
nobody ever thought of me as a champion because of mr. Merrill’s integrity and
because of mr. Merrill’s integrity and
because of mr. Merrill’s integrity and because he had written the training
because he had written the training
because he had written the training program and because he had set all of
program and because he had set all of
program and because he had set all of the records I took him absolutely at his
the records I took him absolutely at his
the records I took him absolutely at his word the previous year I had not been in
word the previous year I had not been in
word the previous year I had not been in the top 5,000 out of that 7,000 member
the top 5,000 out of that 7,000 member
the top 5,000 out of that 7,000 member sales force
sales force
sales force but the year after mr. Merrill got
but the year after mr. Merrill got
but the year after mr. Merrill got through
through
through me I was number two out of the 7000 had
me I was number two out of the 7000 had
me I was number two out of the 7000 had received the best promotion that that
received the best promotion that that
received the best promotion that that was available in the company at that
was available in the company at that
was available in the company at that time and the interesting thing about the
time and the interesting thing about the
time and the interesting thing about the success that year he did not really
success that year he did not really
success that year he did not really teach me that much about sales I’d been
teach me that much about sales I’d been
teach me that much about sales I’d been in at two and a half years at that point
in at two and a half years at that point
in at two and a half years at that point but what he did teach me was about who I
but what he did teach me was about who I
but what he did teach me was about who I was the picture ahead of myself change
was the picture ahead of myself change
was the picture ahead of myself change dramatically asked I started thinking as
dramatically asked I started thinking as
dramatically asked I started thinking as a champion and performing as a champion
a champion and performing as a champion
a champion and performing as a champion and I did finished number two and had
and I did finished number two and had
and I did finished number two and had that wonderful promotion Who I am
that wonderful promotion Who I am
that wonderful promotion Who I am not only what I have but Who I am is
not only what I have but Who I am is
not only what I have but Who I am is what I do what I accomplish and so we
what I do what I accomplish and so we
what I do what I accomplish and so we spend a big hunk of our lives believing
spend a big hunk of our lives believing
spend a big hunk of our lives believing that the way that we become quote
that the way that we become quote
that the way that we become quote successful happy fulfilled self
successful happy fulfilled self
successful happy fulfilled self actualized whatever it might be is on
actualized whatever it might be is on
actualized whatever it might be is on the basis of what I accomplished what my
the basis of what I accomplished what my
the basis of what I accomplished what my resume looks like how many promotions I
resume looks like how many promotions I
resume looks like how many promotions I get and so we send our children off to
get and so we send our children off to
get and so we send our children off to school and we ask them to learn to
school and we ask them to learn to
school and we ask them to learn to identify themselves on how much they get
identify themselves on how much they get
identify themselves on how much they get and what they accomplish your grades
and what they accomplish your grades
and what they accomplish your grades become more important than what it is
become more important than what it is
become more important than what it is that you are studying what you own what
that you are studying what you own what
that you are studying what you own what clothes you wear what labels you have
clothes you wear what labels you have
clothes you wear what labels you have and so on and we become obsessed with
and so on and we become obsessed with
and so on and we become obsessed with this kind of absurdity and we this is
this kind of absurdity and we this is
this kind of absurdity and we this is the false self at work too many of us
the false self at work too many of us
the false self at work too many of us for a long time have confused our net
for a long time have confused our net
for a long time have confused our net worth and our self-worth
worth and our self-worth
worth and our self-worth your net worth is going to fluctuate
your net worth is going to fluctuate
your net worth is going to fluctuate it’s going to go up and down that’s what
it’s going to go up and down that’s what
it’s going to go up and down that’s what money does but your self-worth should
money does but your self-worth should
money does but your self-worth should not who you are what’s important to you
not who you are what’s important to you
not who you are what’s important to you how you live your values should never be
how you live your values should never be
how you live your values should never be negotiable compromised and should never
negotiable compromised and should never
negotiable compromised and should never settle again we have gotten to this
settle again we have gotten to this
settle again we have gotten to this point what we’ve got to say to ourselves
point what we’ve got to say to ourselves
point what we’ve got to say to ourselves my net worth is not my self-worth if you
my net worth is not my self-worth if you
my net worth is not my self-worth if you made a commitment when you hit the rough
made a commitment when you hit the rough
made a commitment when you hit the rough spots not if when you hit the rough
spots not if when you hit the rough
spots not if when you hit the rough spots your immediate thought is how can
spots your immediate thought is how can
spots your immediate thought is how can I solve the problem if you’ve not made
I solve the problem if you’ve not made
I solve the problem if you’ve not made the commitment when you get the rough
the commitment when you get the rough
the commitment when you get the rough spot whether it’s in marriage or
spot whether it’s in marriage or
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 that
of this deal and so that commit that
of this deal and so that commit that plays a huge role and is you know some
plays a huge role and is you know some
plays 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 there are many ways to get the
seriously there are many ways to get the
seriously there are many ways to get the things that we want for ourselves in our
things that we want for ourselves in our
things that we want for ourselves in our lives but basically it all begins with
lives but basically it all begins with
lives but basically it all begins with how we choose to think as you think so
how we choose to think as you think so
how we choose to think as you think so shall you be seven little words that I
shall you be seven little words that I
shall you be seven little words that I think are perhaps the most important
think are perhaps the most important
think are perhaps the most important things that we can learn and master in
things that we can learn and master in
things that we can learn and master in our lives
our lives
our lives this old proverb notion that I become
this old proverb notion that I become
this old proverb notion that I become what I think about all day long and once
what I think about all day long and once
what I think about all day long and once you know that what you think about is
you know that what you think about is
you know that what you think about is what expands you start getting real
what expands you start getting real
what expands you start getting real careful about what you think about you
careful about what you think about you
careful about what you think about you don’t allow your thoughts to be on
don’t allow your thoughts to be on
don’t allow your thoughts to be on anything that you don’t want or that you
anything that you don’t want or that you
anything that you don’t want or that you wouldn’t want to have manifest or show
wouldn’t want to have manifest or show
wouldn’t want to have manifest or show up for you in your life baby steps Cal –
up for you in your life baby steps Cal –
up for you in your life baby steps Cal – as long as you’re going forward and one
as long as you’re going forward and one
as long as you’re going forward and one day you had all those baby steps up and
day you had all those baby steps up and
day you had all those baby steps up and you might be surprised at where you can
you might be surprised at where you can
you might be surprised at where you can get to but more importantly I remember
get to but more importantly I remember
get to but more importantly I remember something my mom used to say to me every
something my mom used to say to me every
something my mom used to say to me every day she would say son the cavalry ain’t
day she would say son the cavalry ain’t
day she would say son the cavalry ain’t coming you got to do this yourself
coming you got to do this yourself
coming you got to do this yourself ain’t no backup
ain’t no backup
ain’t no backup okay then when you put those two things
okay then when you put those two things
okay then when you put those two things together man it wasn’t as hard to keep
together man it wasn’t as hard to keep
together man it wasn’t as hard to keep going forward as you might think it’s
going forward as you might think it’s
going forward as you might think it’s raised in a little town of years ooh
raised in a little town of years ooh
raised in a little town of years ooh city Mississippi now I know a lot of
city Mississippi now I know a lot of
city Mississippi now I know a lot of folks go around the country trying to
folks go around the country trying to
folks go around the country trying to impress people by claiming to be from
impress people by claiming to be from
impress people by claiming to be from Yazoo City when I was a boy during the
Yazoo City when I was a boy during the
Yazoo City when I was a boy during the Depression we live next door to some
Depression we live next door to some
Depression we live next door to some rich folks
rich folks
rich folks I knew they were rich for two reason
I knew they were rich for two reason
I knew they were rich for two reason their morning had a cook number two the
their morning had a cook number two the
their morning had a cook number two the cook had something to cook during the
cook had something to cook during the
cook had something to cook during the Depression that was a sure sign of
Depression that was a sure sign of
Depression that was a sure sign of wealth I was over there for lunch one
wealth I was over there for lunch one
wealth I was over there for lunch one day as I tried to be every day and don’t
day as I tried to be every day and don’t
day as I tried to be every day and don’t misunderstand that even though there was
misunderstand that even though there was
misunderstand that even though there was a depression on we certainly had plenty
a depression on we certainly had plenty
a depression on we certainly had plenty to eat at my house I know we had plenty
to eat at my house I know we had plenty
to eat at my house I know we had plenty of because forever past my place for
of because forever past my place for
of because forever past my place for seconds that always tell me know you’ve
seconds that always tell me know you’ve
seconds that always tell me know you’ve had plenty so I know we had plenty now
had plenty so I know we had plenty now
had plenty so I know we had plenty now they could brought the biscuits out and
they could brought the biscuits out and
they could brought the biscuits out and this is not an exaggeration those
this is not an exaggeration those
this is not an exaggeration those biscuits were not as thick as my wrist
biscuits were not as thick as my wrist
biscuits were not as thick as my wrist was and I looked at it for a moment I
was and I looked at it for a moment I
was and I looked at it for a moment I said Maude what in the world happened to
said Maude what in the world happened to
said Maude what in the world happened to you biscuits she read back gave a big
you biscuits she read back gave a big
you biscuits she read back gave a big old timer laughs and said well I’ll tell
old timer laughs and said well I’ll tell
old timer laughs and said well I’ll tell you about those biscuits she said they
you about those biscuits she said they
you about those biscuits she said they squatted to rise but she said they just
squatted to rise but she said they just
squatted to rise but she said they just got cooked in the squad you know
everybody say well you know wait the
everybody say well you know wait the kids get out of school and then I’ll
kids get out of school and then I’ll
kids get out of school and then I’ll really get involved in this project we
really get involved in this project we
really get involved in this project we got so many things going on right now
got so many things going on right now
got so many things going on right now Whateley out let’s go weightless
Whateley out let’s go weightless
Whateley out let’s go weightless summertime comes in that are really good
summertime comes in that are really good
summertime comes in that are really good busy the kids get out of school you know
busy the kids get out of school you know
busy the kids get out of school you know what to say then well you know I didn’t
what to say then well you know I didn’t
what to say then well you know I didn’t realize it but I gotta take the kids
realize it but I gotta take the kids
realize it but I gotta take the kids somewhere every day
somewhere every day
somewhere every day time with a risky way to get back in
time with a risky way to get back in
time with a risky way to get back in school and then I really get busy kids
school and then I really get busy kids
school and then I really get busy kids get back into you know what they say
get back into you know what they say
get back into you know what they say then well you know for the first time in
then well you know for the first time in
then well you know for the first time in 19 years dear old centralized finally
19 years dear old centralized finally
19 years dear old centralized finally got a winning football team and you got
got a winning football team and you got
got a winning football team and you got to support their kids we left to the
to support their kids we left to the
to support their kids we left to the football season is over then I’ll really
football season is over then I’ll really
football season is over then I’ll really get busy football season in you know
get busy football season in you know
get busy football season in you know what they say then well here it is
what they say then well here it is
what they say then well here it is Thanksgiving and Christmas and New
Thanksgiving and Christmas and New
Thanksgiving and Christmas and New Year’s and people don’t want to be
Year’s and people don’t want to be
Year’s and people don’t want to be bothered with this sort of thing this
bothered with this sort of thing this
bothered with this sort of thing this time here wait laughs to the first of
time here wait laughs to the first of
time here wait laughs to the first of the year man that I really get busy
the year man that I really get busy
the year man that I really get busy after the first year you know what they
after the first year you know what they
after the first year you know what they say well it’s the win thing
say well it’s the win thing
say well it’s the win thing did you ever see weather like this in
did you ever see weather like this in
did you ever see weather like this in Chicago or San Francisco or Dallas or
Chicago or San Francisco or Dallas or
Chicago or San Francisco or Dallas or wherever Whateley weather settles down
wherever Whateley weather settles down
wherever Whateley weather settles down and then I’ll really get busy oh I know
and then I’ll really get busy oh I know
and then I’ll really get busy oh I know what you’re thinking you’re thinking
what you’re thinking you’re thinking
what you’re thinking you’re thinking I’ve lost eight percent but that’s not
I’ve lost eight percent but that’s not
I’ve lost eight percent but that’s not the way I do they didn’t did you didn’t
the way I do they didn’t did you didn’t
the way I do they didn’t did you didn’t ever let him take the way I do think now
ever let him take the way I do think now
ever let him take the way I do think now here’s the way I am
[Music]
[Music] see the way I do things is I get
see the way I do things is I get
see the way I do things is I get everything organized I get it lined up I
everything organized I get it lined up I
everything organized I get it lined up I have everything in just such and such
have everything in just such and such
have everything in just such and such order and then man once I get it all put
order and then man once I get it all put
order and then man once I get it all put together that’s when I really get after
together that’s when I really get after
together that’s when I really get after I mean that’s just the way I’ve always
I mean that’s just the way I’ve always
I mean that’s just the way I’ve always been that way do things that way I know
been that way do things that way I know
been that way do things that way I know some of these other folks were hit on me
some of these other folks were hit on me
some of these other folks were hit on me right now but you just wait I’ll catch
right now but you just wait I’ll catch
right now but you just wait I’ll catch them but this weather it is just so well
them but this weather it is just so well
them but this weather it is just so well here it is it’s Easter time and the
here it is it’s Easter time and the
here it is it’s Easter time and the Easter time you know that’s the family
Easter time you know that’s the family
Easter time you know that’s the family time and we always spend a lot of time
time and we always spend a lot of time
time and we always spend a lot of time together and you said so yourself the
together and you said so yourself the
together and you said so yourself the family is extremely important to you do
family is extremely important to you do
family is extremely important to you do they work for the family and we can’t
they work for the family and we can’t
they work for the family and we can’t spend some time with them you might as
spend some time with them you might as
spend some time with them you might as well not do all the work I mean wait
well not do all the work I mean wait
well not do all the work I mean wait laughs tracers over then I’ll really get
laughs tracers over then I’ll really get
laughs tracers over then I’ll really get busy and then after you know what they
busy and then after you know what they
busy and then after you know what they say at long last we’ve got some
say at long last we’ve got some
say at long last we’ve got some beautiful weather and I haven’t hit a
beautiful weather and I haven’t hit a
beautiful weather and I haven’t hit a golf ball a widow hooking I don’t know
golf ball a widow hooking I don’t know
golf ball a widow hooking I don’t know when man I gotta have some R&R I gotta
when man I gotta have some R&R I gotta
when man I gotta have some R&R I gotta have some rest and relaxation
have some rest and relaxation
have some rest and relaxation and you know you said you can’t work all
and you know you said you can’t work all
and you know you said you can’t work all the time I mean an individual needs some
the time I mean an individual needs some
the time I mean an individual needs some time with himself
time with himself
time with himself wait’ll I relax a little bit in man then
wait’ll I relax a little bit in man then
wait’ll I relax a little bit in man then I’ll really get after it and finally
I’ll really get after it and finally
I’ll really get after it and finally they get after a little bit you know or
they get after a little bit you know or
they get after a little bit you know or when they have the fun and relaxation
when they have the fun and relaxation
when they have the fun and relaxation then they say well it’s almost time for
then they say well it’s almost time for
then they say well it’s almost time for the kids to get out of school and that’s
the kids to get out of school and that’s
the kids to get out of school and that’s where we came in
where we came in
where we came in as which they down-home folks you can
as which they down-home folks you can
as which they down-home folks you can put this in your pipe and smoke it cause
put this in your pipe and smoke it cause
put this in your pipe and smoke it cause it’s the truth the people who wait for
it’s the truth the people who wait for
it’s the truth the people who wait for aunt Matilda to move out or Johnny get
aunt Matilda to move out or Johnny get
aunt Matilda to move out or Johnny get on the day shift are the new models to
on the day shift are the new models to
on the day shift are the new models to come out are the new mayor to come in
come out are the new mayor to come in
come out are the new mayor to come in are for the new advertising campaign to
are for the new advertising campaign to
are for the new advertising campaign to get started the people who wait on the
get started the people who wait on the
get started the people who wait on the new senator in Washington are until
new senator in Washington are until
new senator in Washington are until inflation slows are the rate of interest
inflation slows are the rate of interest
inflation slows are the rate of interest gun down the people who wait for changes
gun down the people who wait for changes
gun down the people who wait for changes to take place out there before they do
to take place out there before they do
to take place out there before they do the changin in here our flat gonna end
the changin in here our flat gonna end
the changin in here our flat gonna end up getting cooked in the squat
up getting cooked in the squat
up getting cooked in the squat rule is simple you do it now you do it
rule is simple you do it now you do it
rule is simple you do it now you do it now
”
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