Born To Win Seminar Part 1 Zig Ziglar

[Music] born to win born to win we are born to win for the seeds of greatness have been so within we are born we are [Music] born born to [Music] [Applause] [Music] [Applause] I believe it would be physically mentally psychologically and emotionally impossible for you to listen to that song with that impact into your mind born to win over and over and over and not believe it it has just got to be a part of you well let's take a look and let me again warn you that you need to be taking notes because if

you write it down and are reinforced with the goal planner and the gold planner instruction manual and all of the recordings and the music then it becomes a part of you want to emphatically say that if you're going to reach your goals whatever the goal is you must start from a solid Foundation you must build your life on honesty and character and integrity and on faith and on love and on loyalty regardless of whether you're building a life a business a corporation a country a family doesn't make any difference what it is you must start

from a solid foundation you can take a good engineer lead him to downtown any City USA he can look at the hole in the ground and tell you how high the building is going to be by the foundation they're going to erect one of the nicest things about having a solid foundation is the fact that when you do experience some reverses in your life and many times that does happen you can never fall to the basement all you can do is go back to the foundation so you've got a stopping point and any mountain climber

will tell you that you better put some secured areas there so that if something happens you can only follow the certain length of the Rope which is attached to you that way you can start climbing again yes you've got to have that solid foundation as we've talked about these various goals I wanted to make it crystal clear that if you zero in on only one goal you will probably achieve it but I've never seen a person who only had one goal who also was had Happ in the process they might have a goal to make

millions of dollars and they might well get it but along the way something's happened to the stomach and to the family and a few other things if I were to make literally millions of dollars and destroy my health in the process I would not in my mind be a successful individual if I were to become the very best in the whole world at what I do I mean the very finest on the face of this Earth gain all of the accolades internationally and in the process lose the relationship with those who mean the most to

me then I as far as I am concerned would have lost it all what a tragedy it would be if someday my son were to come to me or one of my daughters were to come to me and say G Dad I sure wish you had had time to have given me some of the the advice you so freely gave to other people folks it would tear my heart right out of my body I believe you got to have the right foundation I believe you got to keep your life in perspective I believe you got

to have a series of goals and that certainly includes the family goals and the social goals and the spiritual goals and the career goals that's the reason in your gold planner itself we have put those areas aside so that you can write in and clearly identifying what it is spelling out and identifying the steps which you need to take if you're going to achieve a balanced life and reach all of the goals which are there and as we look at these uh goals a lot of times people say to me well zigger ask me who

should you share your goals with who should you tell about what you're going to do well here's a rule of thumb which I have found to be very effective I share my go up goals with only those people I know who are going to support what I'm doing who are optimistic and who are enthusiastic and who believe in what I'm doing I share my give up goals with virtually everyone now what is the difference a give up goal is if I'm going to quit drinking if I'm going to lose that weight if I'm going to

quit cussing if I'm going to quit beating my wife if I'm going to you know quit doing all of these things those are give up goals if you've got a give up goal then you want to share it with anybody and everybody if you're going to quit smoking let other people know about it put yourself on the spot they will be glad to support you now if it's a go up goal that's an entirely different things I'm going to make a million dollars and people look at you and say you are or if you uh

come out you know and if you say I'm going to be the number one salesman or the number one sales lady in this entire organization and you're telling another sales lady that she's not going to give you a whole lot of encouragement in many cases share those go up goals only with people whom you know are enthusiastically behind you and who will support you in reaching that particular goal the second thing I would say about reaching the goals or the third thing really is you got to make the commitment now I have talked about that

a a little bit earlier making the commitment but let me emphasize another point about commitment when I was writing this book in the first chapter I wrote it on goals and as I wrote in there I put down that I weighed 165 pounds I wrote down that I had a 34in waistline now the minute I had that typ set I actually weighed 22 lbs I actually had a 41 in waistline now now can you imagine how effective this book would have been if I had in there I weighed 165 lbs and I come waddling out

you know at 202 lbs you know what you would be thinking all the time you'd be thinking to yourself I wonder what else that dude lied to me about let me tell you one of the basic truisms of life and the reason I keep getting back to the foundation you and I are exactly like like in one respect I catch you lying to me one time about one thing and from that moment on I'm going to put a question mark after everything you tell me and you do me exactly the same way you catch me

lying to you one time about one thing and you're going to be putting question marks after everything I say and my Effectiveness as an instructor as a speaker as a teacher as an example is totally destroyed because my credibility is gone when I put in there that I weighed 165 lbs folks I'm I want you to know that was a commitment because the second part of the commitment was I tried to get this book published I sent it to three major Publishers I just knew they were going to get all excited about publishing my book

I visualized sitting there and listen to the bidding war this publisher bidding this much and that one bidding this much and that one bidding that much and I was going to sit back and say now you fellas be nice to each other I mean after all I'll write you another book someday oh I I just knew that' fall all over themselves to to publish my book can you believe though in short order all three Publishers sent the book back to me and said we don't think that thing is going to sell you know I couldn't

imagine three theoretically intelligent people arriving simultaneously at such an asinine decision I just it was beyond my imagination well now I got to make a decision see do I really believe that book's going to sell or do I just want some somebody else to take all the risk see it's one thing if I say publish my book and if it sells pay me the royalties and if it doesn't sell GE I'm sorry about that I really am now you see I've got to either fish or cut bait haven't I I got to make the decision

am I willing to put my money where my mouth was well I knew the book would sell because you see I write exactly the same way I speak now don't write as fast as I talk so you have a better chance to assimilate you know what's there but you know I tell folks I'm like a crossy discus thrower I I don't set any records but I do keep the crowd alert you know I knew that book is going to sell I decided I was going to publish it myself now A friend of mine said zigga

if you sell 25,000 copies you got a bestseller well that appeal to me enormously so I said well why not 25,000 copies well I don't know if you knew this about books or not but I can say this to you that it cost a ton of dough to publish $25,000 copies because the first copy cost more than the next 24,999 copies and they cost a ton I have made a commitment I put it in print I'll weigh 165 have a 34inch waistline I have Ed 25,000 books so step number three literally is you got to

make that commitment now step number four involves something which I think you need to understand so many times when I'm making a presentation you know I'll finish talking about losing the weight and all and I'll have some dude come up to me and say now Ziggler tell me the truth and lying to me up until now Boy tell me the truth did you really enjoy getting up at 5:30 in the morning and doing all of that running I'm going to tell you the truth I hated it that aftere o clock would sound off you know

at 5:30 in the morning and I'd reach over and I'd shut it off and I'd think to myself Ziggler what's a 46y old fat boy like you doing getting up running all over the neighborhood then I'd look down at that 41 inch waistline and I'd say do you want to look like you or do you want to look like the guy in the jockey [Music] shorts well I didn't want to look like me so I'd get up and I'd go out to run but just because I was out there running that doesn't necessarily mean I

was enjoying it I get I don't know what I'm trying to do acting like a teenag and my buddies are sound asleep in bed and here I am out here running I'm going to kill my sly but I said I was going to do it and if I said I was going to do it I'm going to do it I mean that's the way I am and don't you think I didn't tell people about it either friends relatives neighbors and complete strangers about this terrible sacrifice I was making because I was getting up in the

morning to do all of that running all friends let me tell you something you give a motivational speaker long enough and before he is through he's going to get up and with an impassion strain in his voice and a plea in his face he's going to say to you you got to pay the price sound like a dying calf in a snowstorm biggest bunch of baloney ever forested on an undeserving unsuspecting American public oh don't misunderstand I have literally run in the snow of Winnipeg Canada I've run in Far North Norway I've run in Hyde

Park across from Buckingham Palace I have run on Safari in South Africa as a matter of fact I ran faster there than anywhere I've run in the mountains of Montana the Sands of aapo the orange groves of Florida the rain of Minneapolis I have run literally almost all over this globe and one day I was running in Portland Oregon beautiful spring day about 78 degrees it was high noon I had a 4:00 seminar scheduled Portland State University campus is only two weeks from downtown and as I was out there uh running you know on Portland

State University campus I I looked around and a lot of the kids the students were out there laying on blanket some are reading some were studying some were snoozing some were recording and here comes old Ziggler run and by sweat running down my back sweat running down my legs you know and that day for the first time it hit me like a ton of BRS I was no longer paying the price I was having a ball I was having the time of my life and it hit me that you see you literally don't pay the

price you enjoy the price because you enjoy the benefits oh I could talk about that an awful lot but I don't think there's anybody alive who could talk about anything like his well as Diane Morgan can sing about it so let's call on Miss Diane Morgan and she's going to sing for us about enjoying the prize come on Miss D I've often heard some folks say the price is something you must pay you got to suffer and sacrif when you pay that painful price but when you enjoy the prize well you'll find it mighty nice

you'll have it made when you're making lemonade turn your crown upside down it'll turn your world around now take my advice in enjoy the [Music] prize I found success along the way and it's getting better every day why getting there is half the fun it's a journey not a destination you're going to enjoy the price and you'll find it's mighty nice you'll have it made when when you're making lemonade turn your frown upside down well it'll turn your world around now take my advice enjoy the price take my advice enjoy the [Music] priz thank you

tell you miss Diane they just flat love you and I understand why not only do you sing good but you sing good advice and if they listen to what you're saying about enjoying the price then so many good things will happen you don't pay the price for good health you enjoy the benefits of of that good health you don't pay the price for Success you pay the price for failure you enjoy the benefits of success I have never yet seen a happy failure we've got to change our vocabulary ladies and gentlemen because if we look

at it in the proper frame of reference as we really understand what we are doing when we're doing something for ourselves we also in so many cases are doing things for other people people you see you can get everything in life you want if you'll just help enough other people get what they want and as I reflect on writing the book and losing the weight you see one of those was a career goal and one of them was a physical goal but let me tell you what happened along the way never is there an individual

goal every goal has buddies some of them are good if they're good goals they're bad if they're bad goals for example these were both good goals as a result of writing the book and losing the weight it improved for example my career in writing the book it improved my financial Life as a result of writing the book it improved my social life You' be amazed at the number of invitations I get to go places because I've written a book you know it's amazing how so many of these things are tied together but the one thing

I got to keep referring back to is the fact that as you think about in enjoying the price you got to understand that effort is required not once will you ever hear me not only the born to wind course or the how to stay motivated series or any book I'll Ever Write or any recording I'll ever make or any speech I'll ever make never once will I tell you that life is easy because I don't believe it is I believe it's tough but I know to repeat myself and I know that I know that if

you're tough on yourself that life is going to be so much easier on you never will I forget I think one of the most important decisions I've made in the last 10 years I came in one morning from the West Coast I got to DFW at 2:55 a.m. I had had an horrendous day and as I got home by the time I got my car got home got dressed ready for bed it was straight up and down 4:00 now the opportunity clock was set to get me up at 5:30 a amm as had been my

schedule during all of these months and I looked at that watch or the clock and I looked at my watch and I very quickly drew the inescapable conclusion that just 90 minutes from that moment that clock was going to be sounding off enthusiastically to get me up and I thought to myself now Ziggler you are already tired an hour and a half of sleep is absolutely not enough why don't you be realistic why don't you forget it this one morning and sleep in you know you're not going to be as sharp you're not going to

be as alert and the stuff you ride at 5:30 in the morning can't be that good if you haven't had a reasonable amount of sleep man what you need to do is get yourself some shut ey I mean play it smart ziggly and the more I thought about it man the better that sounded to me and when it dawned on me what I was doing I literally jumped for the clock I pull the plug and at 5:30 the next morning I got up did my running and started my writing no sir I didn't want to

get up by no stretch of imagination yes I would have been better off had I slept until at least 8:00 or 9:00 or even 10:00 and probably would have gotten more done then you say why did you get up very simple I was within one month of reaching my objective I knew ladies and gentlemen that if I gave in when this old body of mine was as tired as it was that another week might come along and after 5 hours of sleep I would decide I deserve to sleep in that morning also and then a

few more days might go by and I would decide do I really want to get up at all what I'm really saying is the time comes when you got to suck it up and tough it out and just hang in there life is not always easy but I can say to you without batting an eyelash that I believe that that decision I made that morning has done more for me than almost any business decision I have made in the last 10 years as a result of hanging in in there when the going was tough I

believe I've been able to get more done in the last years than I've been able to get done in the previous 46 years of my life you got to hang in there tough is what I'm really saying step number six if you want to reach your goals and obviously ladies and gentlemen you must know how to train fleas and so my question in this uh live presentation here in front of all of you folks how many of you in this audience and all I want you to do is be honest with me how many of

you do not know how to train fleas can I see your hands please hey you got here just in time I know you heard the one about the two fleas at the bottom of the hill and one of them says well do we walk or take a dog but anyhow you uh you train fleas by putting them in a jar and you put the top on the jar and you watch those fleas and they'll jump up and they'll hit the top over and over and over and over and over and over you watch them jump

and finally after they've been jumping a long time you will notice that even though they continue to jump all of a sudden they are no longer jumping high enough to hit the top then it's an absolute fact you can just take the top off of the jar and they'll keep on jumping and jumping and jumping and jumping but they cannot I repeat cannot jump out you see they have conditioned themselves to jump just so high and once they've conditioned themselves to jump just so high that's all there is there ain't no more man is the

same way he starts out in life to climb the mountain to write the book to break the record to do something with his life but along the way he bumps his head he stubs his toe and he becomes what I call a snop now that's spelled SN i o p and that's a person who is susceptible to the negative influence of other people for example the 4-minute mile everybody's familiar with that for years the athletes have said hey I'm going to run the 4minute mile but the coach would get his watch out and said man

you can't do that it's never been done nobody will ever be able to break that 4minute barrier the doctor would get his stethoscope out and he had put his on put it on the athletes heart and say man A 4minute mile is out of the question why your heart will come right out of your body and for years and years and years nobody could run a 4minute mile until one day a flea trainer named Roger banister came along and he ran the 4minute mile now when banister ran the 4minute mile it wasn't long long before

athletes all over the world started running the mile in less than four minutes as a matter of fact Landy of Australia ran it less than six weeks later at this time there have been four different occasions where as many as eight young men in the same race ran a mile in less than four minutes a 37 year old man has read a 37 year old man I should say has run a mile in less than four minutes over 500 different people at this time have run a mile in less than 4 minutes not because man

has gotten that much faster but because they understood that the 4minute mile was not a physical barrier it was a psychological barrier and once that psychological barrier had been broken one did it then later somebody else did it then later somebody else did it and later somebody else did it now in case you have missed the point a flea trainer is a person who jumps out of the jar a fleet trainer is a person who is driven from within a fleet trainer is an individual not influenced by the SN Ops of life and the negative

forces of life but rather they decide for themselves what they're going to do they understand that you can get everything in life you want if you will just help enough other people get what they want Fleet trainers don't tell other people where to get off they show them how to get on a fleet trainer doesn't try to see through people a flea trainer sees people through if you're going to reach the objectives you have in life yes it's absolutely true that you must be a flea trainer step number seven if you are going to reach

your goals and you've obviously got to keep a winning attitude now in the born to win series we talk a tremendous amount as a matter of fact we spend over 6 hours hour talking about keeping uh that winning attitude we go into how do you control your habits how do you use your mind how do you get the things you want out of life instead of having to want the things you've got in the how to stay motivated series also we go into how to keep that winning attitude and yet it's absolutely critical that you

keep feeding your mind you're what you are you are where you are because of what's gone into your mind you change what you are you change Where You Are by changing what goes into your mind yes you absolutely must have the right mental attitude step number eight if you're going to reach your goals you've got to get other people involved nobody climbs the high mountain by themselves we spent a lot of time in the relationship segment talking about the fact that you must get along with other people but let me ask you a question how

many of you have ever seen a flock of Canadian geese flying overhead at any time may I see your hands please if you have never seen them the next time you do see one or when you see a flock notice them and watch them you will observe three things about them number one they always are flying in a V formation number two one leg of the V is always longer than the other leg and number three if you will watch them when they come into sight and stay with them about 15 minutes and they go

out of sight you will notice there is some apparent confusion in the flock now as a matter of General curiosity how many of you have ever wondered why one leg of that flock of geese one leg of the V is always longer than the other how many of you have ever wondered about that okay let me clarify that for you it's because in the longer leg there are more geese in it I don't know why but that one just always strikes me as being hilarious I I I can't wait till I get to that particular

one okay now let me explain on a serious side the reason that they are flying into v formation is they've discovered in Wind Tunnel test that in a V formation the flock of geese will fly 71 or 2% further than it could fly if they were not flying in the v formation the reason for the apparent confusion in the flock is they regularly give the leader of the flock a rest simply because he's the one carrying the brunt of fighting the headwind and he creates a partial vacuum for the other geese and so they trade

off like that isn't it a shame that the geese you know uh we always sometimes talking about somebody and we occas call somebody a goose well isn't it a shame that we don't work together more carefully so that we too can get further in The Game of Life that's the reason in the born to win series we talked so much about the segment of getting along with your family and getting along with others because it makes the trip to the top not only easier and more certain but it's far more fun as you go along

the way I don't know if you've ever watched kids on railroad tracks but on an abandoned section of uh railroad track if you ever watch them you'll notice maybe one of the kids will walk a few steps and off HEI come another walk a few steps and off heeld come if those kids were to reach across the rail from each other and hold hands they could walk around the world literally together because each would balance and support the other to reach your objectives in what I'm saying is you got to work with and get along

with other people to repeat about the 90th time you can get everything in life you want if you want just help enough other people get what they want in order to reach your goals you've got to get in shape you need to get in shape physically you need to get in shape mentally you need to get in shape spiritually because man is physical he is mental and he is spiritual I you know do a lot of talking about my own exercise program I guess this is going to sound a little bit like it's bragging and

if you want to know the truth I guess I could understand it if you were to think it was bragging I'm 54 years old I stayed on the treadmill at Cooper Clinic longer than any member of the Dallas Cowboy football team I rate in the upper 2% of the health brackets of the world as far as men over 50 years old and I rate in the upper 5% of the health brackets of the world regardless of their age I can out run 98% of the college Kids In America on a fivemile run I can do

things today I could never have dreamed of doing when I was 2 years old now why am I putting so much stress on that simply because it gives me so much extra energy I've extended my workday by a full two hours you see what happens when you exercise is you activate the pituitary gland now I'm a jogger you might prefer swimming or the bicycle or fast walking or whatever but but when you activate the pituitary gland which is what you do when you exercise your system is flooded with endorphins which are members of the morphine

family and but they're 200 times more powerful than morphine and you end up on a natural chemical high as a result of it I really urge you to get some good advice some good counsel as I did but take care of your body because your body and your mind are so closely related they are working together you will feel better mentally physically and spiritually as you take care of that body you need to be in good shape now as I say it sounds kind of like I'm bragging and I guess I do Bragg a little

bit but long about then you know Dr coer will say to me Zig let me tell you about this 65 year old lady started jogging when she was 59 years old at this time she has now Run 10 marath and two of them are 50 miles long and when I get up off the deck you know he said and let me tell you about this 15-year-old girl she stayed on the treadmill Ziggler nearly 3 minutes longer than you did now what that really means that's kind of like running the Boston Marathon after you just finished

a 10 mile marathon that's what that really boils down to so what am I saying am I really bragging on me or the 65 year old lady or the 15y old girl not a chance what I'm saying is that inside of you there is such an incredible amount of potential but I'd like to see you recognize your own physical and mental and spiritual and career potential which is there because if you go to work to develop it you'll be absolutely astonished at what comes out of inside of you step number 10 if you're going to

reach your goals you've got to literally be able to see yourself is already there you've got to see the reaching I kept that picture of that guy in those jockey shorts in my bathroom literally I looked at that thing hundreds and even thousands of times I saw myself I visualized myself as already being at that weight over a quarter of a century ago I dreamed my dream that I would be speaking to you here today in this presentation oh now I know what you're thinking thinking now wait a minute this studio wasn't even here and

some of the people in the audience were not even born no I was not specifically thinking about this audience at this moment but well over a quarter of a century ago I dreamed that I would be literally going all over the world making speeches to all kinds of people in all kinds of groups everywhere and I want to say in those dreams there were some more dreams I made literally tens of thousands of speeches in my mind before I ever made one in person you remember earlier I simply said that you've got to understand that

when will meets imagination that imagination is going to win that's the reason a lot of people go on the diet and then go off because they see something which is so good well the only thing that's going to whip imagination is Imagination positive imaginations in my mind I made those thousands of speeches all over the world I rehearsed every word I was going to say and one of the tragedies is that we could not film one of those presentations which I made in my mind folks I'll tell you if we could have filmed one of

those oh you talking about a presentation well in these presentations I made in my mind I had the audience sitting there in openmouth astonishment amazed that any mere mortal could utter such incredible words of wisdom not once in my imagination in these speeches did I ever lay even one small egg everything thing was absolutely perfect I mean it was right on the button in every sense of the word you've heard about people having people rolling in the aisle some speaker or some comedian you know listen I had them rolling up and down the steps in

my imagination when I made those speeches and standing ovations listen my average standing ovation that I made or got as a result of those magnificent speeches I was making in my mind my average standing ovation was 11 minutes minutes long oh I wish we could have filmed some of those but ladies and gentlemen let me is you a little word of warning be very careful about what you dream especially if you write it down and put a date on it if you list the obstacles you got to overcome in order to get there if you

identify the people the groups the individuals you need to work with if you spell out what you need to know in order to reach your objective if you devise a game team plan in order to get there and if you list what's in it for me be very careful when you follow those steps because ladies and gentlemen every dream I've ever dreamed until just three years ago of any significance at all has already come to pass goals absolutely work ladies and gentlemen but you got to take the steps you got to do the things you

got to follow the plan you got to write it down you got to believe and finally if you're going to reach your goals you've got to clearly and very specifically understand what I say in two stories many years ago a young sailor was at Sea in the days of the sailing ship and a Squall was approaching a small storm and they sent him a loft to trim the sails and as he was climbing a loft he made the mistake of looking down and the roll of the ship and the turbulence of the sea caused him

to become slightly nois and he started to lose his balance and an old sailor underneath shouted up at him look up son look up and the young man looked up and he immediately regained his balance what the message really says is when things don't look good in your life you take a careful look and make absolutely certain you're not looking in the wrong direction if the Outlook isn't good try the uplook because it's always good and finally let me conclude with the story of Houdini Houdini was the master magician he also was the Master Locksmith

made the boast he could get out of any jail cell in the world if you would let him walk in that jail cell with just a street clo on well a small town in the British Isles built a new jail they were tremendously proud of it they said who didn't we don't believe you can get out of this jail come give us a try well there's a lot of publicity a lot of fanfare and yes who didn't was going to make a lot of money in the process too and he liked all of those things

and the big day arrived he St he stroe confidently into that jail cell he took his coat off as they closed the door behind him secreted in his belt was a 10-in piece of Steel very tough very durable he went to work on uh that lock at the end of 30 minutes that confident expression on his face had disappeared at the end of an hour he was literally drenched in perspiration at the end of two hours he literally with exhaustion collapsed against the door which opened because you see ladies and gentlemen the door had never

been locked now the truth of the matter is there might be some people who could temporarily stop you from reaching your goals but you're the only one who can do it permanently you see Houdini's door was locked in his mind that me it was as locked as if every locksmith in Britain had put their best lock on the door the reason we deal with a complete person in the born to win concept the reason we spend as much time in all of the facets of it in the gold segment as we do is because we

want you to understand that you are a complete person you were designed for accomplishments you're engineered for Success you're endowed with the seeds of greatness you can go anywhere you want to go you can do what you want to do you can be like you want to be you can get the good things of life so long as you understand that you must not violate in spiritual or moral principles and invade or trample on the rights of others by these ideas do the things I've been talking about and I'll close this presentation by saying if

you will I can absolutely guarantee it I will see you in more ways than you can at the moment imagine at the top [Applause] [Music] [Applause] thank [Applause] you is that [Music] good thank you [Applause] [Music] well you know things are a lot quieter now than they have been throughout the goals program that you've been participating in I'm going to keep it soft and low and quiet but I want to look you right in the eye now and talk with you about something which is critically important what' you get out of the program more importantly

what are you going to do with the program in my book see you at the top I end the book in a rather unusual way I end it with the beginning that's right the last page in the book says the beginning if you got involved in the goals program and you're excited about it right now or even if you come up to me and say you know Zig I really enjoyed that I'll smile but I'll certainly expect you to say more than that if you come to me and say you know I got a lot

out of that I'll smile even more broadly but frankly I didn't record the program to entertain you if you come up to me though and say you know I enjoyed the program I got an awful lot out of it and here is what I'm going to do then I'll get excited man I'll jump up and down and I'll say hot diggity dog we hit the target now what I really want to talk about in the quietness now relative quietness since we don't have an audience in front of us and I'm not jumping up and down

and whooping and shouting and hollering is simply this now you've got to go to work you need to take your gold planner and we've set out some Specific Instructions they're very clear there's no way you can misunderstand them you need to work on this this program is going to involve work but this I promise you if you will spend the 12 or 15 or 18 or even 20 hours necessary to put your goals program in operation with inside of a month you'll discover that it will be saving you from one to as many as 5

hours a week and it'll be saving you that for the rest of your life more importantly you will be accomplishing so many more things now I've already suggested this but I'm going to tell you again each morning when you get up put your goals program your gold planner if you will underneath your pillow so that night if you neglect for any reason whatever to spend the five to 10 minutes each day you must spend in order to keep your program functioning to the degree that really you want it to function and which you should want

it to function you need to work on it every day and when you lay down if you haven't uh worked in your goal planner that day I'll guarantee you you're not going to be able to sleep on this goal planner no I'm not going to tell you this is fun I'm not going to try to motivate you any further I hopefully have already done that but if res results appeal to you at all I'm going to say to you as I look you as clearly in the eye as I've ever looked anybody in the eye

in my life that if you will follow the program as we've outlined it in the go program you're going to be amazed and delighted at the results what it enables you to do is use the Ability which you have and it puts it on a track it aims it at a Target and regardless of what your goals are and there will be many goals this will enable you to get far more out of life take me dead seriously when I say that if you really will use this program if you will discipline yourself just for

about a month even 21 days where you do it every single day then that habit will have been established and my friend you're going to be amazed at what you can do with the ability which you have hey buy this idea will you because if you will I can close this little segment by saying I'm Zig Ziggler and I definitely will see you at the [Applause] [Music] [Applause] [Music] top thank you goodness hey fantastic wow my goodness I don't appreciate that but I certainly deserved it it was January the 23rd 1981 it was a Friday

it had been one of those weeks I had been literally drove hard and hung up wet as we'd say down home I mean I'd been about as busy as a man can get that particular Friday morning we had a 4our recording session now when you're record you got to move it up a notch because you don't have your body language and your eye contact to communicate it's got to be all voice so I was Full Speed Ahead wide open 280 words a minute with gust up to 550 I mean it was all there well at

the end of the 4 hours I wasn't just whipped I was whooped and there is as I say quite a difference in the two we had a flight going back to Dallas leaving at 3:00 the airlines had said to us now because you've got all of this gear you need to get out here at least an hour early so we can secure it so straight up and down at 1:00 when I finished my son-in-law Chad Whitmire who works with me uh packed up all of the gear as quickly as possible we caught a cab made

a Mad Dash to the airport got out there straight up and down 2:00 as I walked in the front door there were two humongous lines and I picked out the one which I thought was the shortest and prepared to wait but I noticed after it been there just a moment or so that a little lady was walking around behind the counter and I looked on one end and there was a sign which said position closed my experience told me that pretty soon position closed was going to swing open over to position open so I got

ready I wanted to be the first in that new line and sure enough about a minute later down comes position closed up goes position open and the little lady looked out at the two long lines of people and smilingly said those of you who have a seat on the 3:00 flight to Dallas come over here well quick like a bunny rabbit I'll tell you I was over there first in line little lady looked at me and grinned as she said the 3:00 flight to Dallas has been cancelled I said fantastic she said what' you say

I said fantastic she said now I got to ask you I've just told you your flight's been cancelled and you say it's fantastic now why would you say thing like that and I said ma'am it's very simple there are only three reasons on the face of this Earth why anybody would ever cancel a flight to Dallas Texas I said number one something must be wrong with that airplane or number two something must be wrong with a man going to fly that airplane or number three something must be wrong with the weather that man going to

fly that airplane in now if either one of those three situations exist I don't want to be up there I want to be right down here f fantastic she said yeah but the next flight doesn't leave until 6:05 I said fantastic well by now the other two long lines are people are looking over as if to say who is that nut that says everything is fastic so I said ma'am uh you know as she responded to me rather by saying why would you say it's fantastic when I tell you that you're going to have a

4-Hour wait here in the airport in Kansas City I said ma'am it's very simple I Saidi am 54 years old and never before not even once in my entire lifetime have I ever had a chance to spend four solid hours in this airport here in Kansas City Missouri and I said Do You Realize at this precise moment there literally are tens of millions of people on the face of this Earth who not only are cold but who also are hungry and here I am in one of the most beautiful facilities in the whole world bitterly

cold outside but nice and warm on the inside and there's a nice coffee shop right down the way going to go down there get myself a cup of coffee going to do some relaxing for just a few minutes then I've got some critically important writing which I must get done and who can think of a better place than a beautiful facility like this for me to do my creative work I say it's fantastic now those of you who might have picked up just on this particular segment of the born to wind program might be thinking

to yourself well now I've heard about those positive thinkers but that it's ridiculous Ziggler now you know you might also be wondering to yourself I wonder if he really said that tell me the truth Ziggler is that really what you said well as we'd say down home Scouts Honor folks that is exactly what I said okay you said it now tell me this is that the way you felt I mean did you really feel that way tell me the truth ziggly did you feel that way well of course not at least initially I did not

feel that way but you see folks as your instructor in the born to win program will tell you many many different times and many many different ways whether you respond or react is going to determine just how high you're going to go in The Game of Life you see to respond is positive to react is negative I chose to respond for very one or two or three very simple reason you see I don't have ulcers I don't want ulcers I don't need ulcers I honestly don't think I will ever have ulcers because I respond instead

of react you see you go to the doctor and you're sick and he gives you a prescription and says see me tomorrow and if you go back the next day and he begins to shake his head and say uhoh your body is reacting to the medicine then everybody gets upset but if he looks at you and says oh boy your body is responding to this medicine then you're really going to get excited because you know it's doing you some good you see folks you do good when you respond but you're not doing so good when

you react you see I responded for that reason now I had a couple of reactions I actually could have had you know I could have gotten pretty sarcastic when he when she told me that the next flight didn't leave until 6:05 or that my flight had been cancelled I could have said that's great that's just great I break my silly neck running through all this traffic trying to get out here you know to catch a plane as you had told me to do expecting it to leave and I get here and you tell me that

you've canceled a flight well let me tell you something when I drove up I noticed that you've got a dozen airplanes sitting out there not doing a cotton picking thing now why can't you let me get on one of those and go down to D why can't you do that just answer that question I could have done that and the next flight still leaves at 6 605 now folks let me tell you something there some things you just are not going to change if you're black you're going to stay black if you're white you're going

to stay white you're not going to add one cubit I don't care how much you think about it to your height you're not going to change who your parents were or where you were born you're not going to change a thing which has happened in the past that is over and done with but the question is do you respond to situations and make them positive or do you react which is negative see I could have had another reaction I could have ranted and raved and whooped and shouted and snorted and screamed and holled I could

have gotten obnoxious and made a complete idiot out of myself right then and there I could have said that's crazy who's a dumb dumb that made such an idiotic decision anyhow I want to go to Dallas I've been gone all week long my family misses me and I miss my family let me see the man who made this dumb decision I want to see him right now I could have done that and the next flight still leaves at 605 I know that many of you are very familiar with what happened when our president was shot

in 1981 you know what happened at the sound of The Gunshot and I'm absolutely convinced he is alive today because the man who had been assigned to guard his life responded in a very positive way at the sound of The Gunshot they instantly moved him into the backseat of the limousine and they sped off to the hospital and it's only been in the last few months that we have learned that we came within a whisper of losing our president the way our president himself responded to me said a whole lot about the man himself you

remember the scene he was there in excruciating pain he was absolutely almost in shock his wife was there scared to death the television cameras were on him and he looked at her and smilingly said honey I just forgot to duck and 200 million Americans said that a boy Ron there's my president I learned more about him in two minutes than I'd learned about him in many many years by watching him respond you see I could watch you for a six months or a year or two years follow you around and watch everything you do and

I could learn a whole lot about you but the truth of the matter is I can watch you under adverse circumstances for two minutes and I can learn as much about you when the pressure is on when things are not going well when things are tough I can learn more about you in two minutes than I can normally by watching you for days and weeks and months do you respond or do you react suppose that the sound of The Gunshot those men assigned to protect the president's life supposed one of them and said did did

did did you hear that well wonder what that was you know and and suppose the president suppose he said oh no here I am 70 years old I've worked all of my life for this job and now 68 days after I get it somebody shoots me it's not fair you see the way you respond is important do you respond or do you react you see the truth of the matter is I did not know a single soul at that big old Airline I mean not a one didn't know the president the chairman of the board

or the ticket agent or single St this and as far as I was concerned though it was their Airline they could literally cancel my flight but there's no way they're going to cancel my day you see the day is mine as a matter of fact God himself gave it to me he even told me to rejoice in this specific day no I'm going to let him cancel my flight because it's their Airline I'm not going to let them cancel my day because it belongs to me to use productively you see I don't know if you've

ever been guilty of this but I know some people you know maybe they're riding down the freeway on the way to their job in the morning you know uh neither thinking negative or positive I mean they're just kind of in neutral and all of a sudden some idiot pulls right in front of them and they hit the brakes and the horn all at the same time and they shake their fist you know I mean they really get after them why don't you watch where you're going you dumb bunny I could have been killed not only

do they proceed to give them a piece of their mind there but when they get down to the office they ran and raving and whooping they shouting and snorting scream and they holler and they just carry on why know they make people around here get licenses they don't know how to drive here I mean this is wild this is crazy hour two hours three hours they still talking about the dodo that pulled in front of them and in the meantime the man who committed the dastardly deed rides merrily along completely unaware of the fact that

you even exist but he is is in complete control of your life telling you how to think and how to act and how to feel affecting your uh attitude with your fellow employees and affecting your productivity tremendously and you see folks that's just not a good idea that's one of the reasons we're going to get into a formula here in a few minutes about what you can do to build an attitude formula or foundation so solidly that when somebody does rain on your parade when things don't go exactly like you want them to go your

attitude is still going to be good now we've got lots to overcome because you know this started long time ago it really started in the Garden of Eden you remember the scene God had given Adam and Eve I mean absolutely everything Paradise he said now you can have it all except there's one tree that has some fruit on it you can't eat it well you know the story they ate the fruit then the Lord came walking in the garden that evening and as I said earlier this conversation is not going to be verb him but

the Lord came walking in the garden you know and he said Adam where are you over here Lord Adam did you eat that fruit simple question he doesn't want a theological answer just wants yes or no but you know what Adam said he said Lord let me tell you about that [Laughter] woman the Lord said eve did you eat that fruit simple question yes or no is all he wants but Eve said Lord let me tell you about that Serpent and of course the serpent didn't have a leg to stand on now you know what

I'm going to say to you is that you don't have a leg to stand on either when you blame other things and other people for your difficulty want to Simply say to you that you can learn to respond instead of reacting and that really is what this segment of Born To Win is all about want to tell you that every action is preceded by thought and every thought is preceded by input into your mind so you see when you control the input you control the thoughts which control your action that's the reason it is so

critical that we be careful about what our children and for that matter what we permit to go into our minds I'm distressed many times when we have Educators on occasion some of them who will say you know get an education it's important you know what you put in a kid's mind is vital then on the other hand they will say but don't worry about censorship because after all what possible harm could come from the things you put into their minds now folks that really it doesn't make any sense at all now I want to Simply

say as we go through this again I'm not going to tell you it's easy because I don't think life is I think life's tough oh but it's so much fun it's so exciting it's so rewarding and you can prepare in advance for the difficulties you're going to encounter you see you lay aside uh money for the rainy day you can build up an attitude reserve for those rainy days which happens in many of our Lives you prepare in advance I happen to be a man of the fight ring I've studied the life story of all

the heavyweight champions from John El Sullivan up through Joe Lewis I lost a little interest at that point but jean tunny was one of my favorites Jean tunny was a scientific boxer when he was scheduled to meet uh Jack Dempsey for the title most people didn't think he had a chance but jean tunny prepared for the fight by running backwards now does that mean that he was afraid of Dempsey no it simply meant that he knew when he got in the ring with Dempsey he might well get clobbered and when Dempsey hit you you were

hurt and so he conditioned himself in spine sessions and in training sessions and jogging go backwards backward backwards and when he was hit then he would automatically do that well you remember the famous Long Count when he was knocked down and they started to count Tony himself says that he was in complete control of his faculties and he started to get up but then he remembered all of the training you see every fighter who has ever been in the ring when he's hurt really thinks he's all right and so Tony wisely stayed down and he

went on and a lot of people don't realize this but he knocked Jack Dempsey down in the next round went on to defend his title successfully for the championship he had prepared in advance you see you are going to encounter some difficulties and what I want to do is simply to give you a formula so that you can literally be ready for the negatives of life and be prepared to accept all of the good things in life which are in fact going to come your way now there are several steps to it the first step

which you need to follow in this formula is you need to reverse the way you get up now I don't mean that you get out of bed backwards but I simply mean that you reverse the way you get up you know how a lot of people get up you know the opportunity clock sounds off you know and you reach over and you and maybe you you finally find it and you shut it off and you slap your face a time or two and you say oh hone is it time to get up and go to

work again you know a lot of people start every day that way but in the future you're not going to start that way you have made a commitment to yourself to take certain steps and so when that opportunity clock sounds off tomorrow morning you're going to reach over and you're going to shut it off now I think that's important you know and then you're going to sit straight up in bed and you're going to slap your hands and you're going to say oh boy it's a great day to get out there and get them now

I want you to get the scene here you are and you're sitting on the side of your bed your hair is down in your eyes you're slapping your hands if they hit and you're acting like an eight-year-old child and you're saying oh boy it's a good day to get up and get them now let me tell you something if you live to be a thousand you'll never tell a bigger one than that one but two things first of all you are up and that is where you wanted to be when you set that opportunity clock

to sound off the next morning number two you are starting to take control of the day instead of letting the day take control of you then there's a third thought you see you did not decide to get up when you set that opportunity clock the night before what you do is you decide when you set the clock I am going to get up now what you're going to do is decide how I'm going to get up at the sound of the clock you can either get up negatively or you can get up positively the way

I'm talking about now is a very positive way to get up now I don't recommend you do this for a lifetime but I will say that if you'll do it for 21 days you will begin to experience some rather exciting things which will be happening in your life and I want also say that you are digging just an awful lot deeper than you realize you see when you sew an action you reap a habit when you sow a habit you reap a character and when you sow a character ladies and gentlemen you reap a destiny

William James the father of American psychology long ago said that if you really want to change in your life you got to do it flamboyantly and you got to do it immediately and this idea of getting up in the morning is the greatest procrastination killer you have ever seen But the exciting thing is if you understand anything at all about human nature and about habits is this every destructive habit known to man regardless of what that habit might be whether it's obesity profanity promiscuity alcoholism drugs or whatever if the Habit is a destructive one it

starts very slowly and very gradually and before you realize you've got the Habit The Habit has got you my good friend Dr farest ten at UCLA who in my mind is the number one drug Authority in this country for example has said that when we solve the smoking problem we will eliminate the drug problem and he says that because you see 95 plus perc of the kids who smoke pot started with cigarettes and 99% of those people who go in into heroin and into cocaine smoked pot along the way so he says that if you

eliminate the cigarettes you eliminate the drug problem well what I'm talking about there is a very similar thing your destructive habits start slowly but your good habits are the opposite if it's a good habit you got to grab on to it and hang on to it for dear life whether it's tithing or being nice to people or getting up in the morning if you've had the other habit ingrained otherwise you need to grab it and you need to grab it very firmly and vigorously now let me also say uh that if you've got a fulllength

mirror in front of you then this one has a double benefit because there you are looking in the mirror at such a ridiculous sight as you'll ever see and you can't look in that mirror at yourself with your hair all down in your eyes acting like an eight-year-old and keep a straight face to save your life now if you're married you and your mate both do it now you've got a double comedy In Living Color and I'll tell you it really will do some things for you so as you look at this uh idea of

getting started that way when you go in for breakfast of that morning then what you need to do uh you know regardless of what the mate might have prepared for you you need to smile and simply say honey do you mean to tell me that we had bacon and eggs and grits for breakfast this morning that's what I was hoping you'd have even if you've had that breakfast for 287 consecutive days then you need to do that yes when you seow that action you begin to do an awful lot of things you put the good

stuff in as Diane Morgan Sayang earlier and you get the good stuff out now step number two if you're going to build that winning attitude with this formula is you need to establish some symbols in life a long time ago John shed a great sales manager said we don't need to be told but we do need to be reminded and so with this in mind on every cor it seems to me in every city in America they have some signals now some people call them red lights some call them stop lights some call them traffic

lights but ladies and gentlemen you and I know what they are they are go lights and they're put there for the express purpose of making traffic go and if you don't believe that you just watch H what happens when one of them is cut off you know traffic backs up for Block around not because the uh stop light is off but because the go light is off then why do people call them stop lights red lights and traffic lights it's because there are snop a snop s ni i o p a person who is susceptible

to the negative influence of other people now here's what you got to keep in mind 27 hours every year the average American sits there in front of the go lights waiting on the right color now I know none of you folks in this fine would do a thing like this or even those of you who are watching this film later on would do it but have you ever pulled up to one of the GOL lights you know and you're sitting there waiting and you're going to you know as I say spend 27 hours a year

doing that but you noticed out of the side of your eyes there's some dude sitting over there and he's too waiting on the go light but he's got a good firm grip on that steering wheel I mean he doesn't want that car to go anywhere and then you notice he's got his mouth all fixed in case he has to talk to that thing and then you watch him he's got his foot on his accelerator he's racing the engine to change the color of the light now folks if you think it's juvenile to get up in

the morning and slap your hands and say oh boy it's a great day to get up and get at them what do you think it is to race the motor to change the color of the light now I got news that's just not going to work for you here's what you're going to do from here on in every time you pull up in front of one of those go lights you're going to sit there and you're going to visualize it as being your own with your name on it it's put there for me so I

can go more smoothly more safely and more quickly to my destination and uh you know when you're talking to people about directions how do you go from one side of town to another you're going to say to them you go down to the first go light and you turn left and I'll tell you what I'll bet you I'll bet you can't say go light with a straight face to save your life and the minute you say go light you're going to be brought right back to this film presentation and it's going to remind you about

a whole lot of things and that's what it's all about as I said earlier you don't need to be told you do need to be reminded have a close friend named Bernie luk he's really more like a brother lives up in Winnipeg Canada most positive man I've ever seen in my life Bernie is so positive he's never once had a cold occasionally he does have a warm he's so positive he never even talks about the weak end he calls it the strong end and you might you know you might think to yourself now Ziggler wait

just a minute it uh you know hand slapping go lights warm strong in is all of that necessary no you can be mediocre without it you might say mediocre I'll have you know I'm president of my company mediocre I'll have you know I'm worth over a million dollars mediocre I've got my PhD mediocre I'll have you know I'll led the entire Salesforce well bully for you you see success is not measured Meed by what you do in competition with others you might have 10 times their ability success is measured by what you do as compared

to what you are capable of doing the simple process of reminding yourself through these little signals these little ideas will enable you to use the Ability which you have step number three if you're going to build uh a winning attitude you need to change the way you treat people now whether it's in person or on the telephone I'm going to suggest to begin with that you get out your Yellow Pages and get one of your buddies to do that whatever City you live in you look up six your buddy looks up six y'all swap numbers

and call the numbers the other one looked up you'll discover that you cannot identify more than two of the places of business based on the way the average business answers its telephone today they snatch the telephone off they H good money's Right company and you don't have any more idea than a goat who you've got tell you what you ought to do you ought to call our office just to learn how to answer the telephone now we've got a a watch number but I'm not going to give it to you you ought to spend your

own dollar and call them it'll do you more good the number is 214 233 9191 and you'll notice that when our lady answers a telephone she says good morning and you flat know it's a good morning then she makes a motivational speech now not as long as a motivational speech as I make but she makes a motivational speech she says it's a great day a lot of times people say Zigler is it always a great day it sure is and if you don't believe it you just try missing one of them it's a great day

then she identifies the name of the company now when I'm at home and I stress this as at home I answer the telephone differently many times I'll answer it singing oh good morning to you now be the first to admit sometimes there's a long pause and then I'll sing of another little diddy if you don't speak up I'm going to hang up a lot of time they say who is this and I'll say it's whoever you want who do you want and you know a lot of time they say man you sure do feel good

today and I said yes many years ago I decided I was going to feel good today most doctors will tell you that 90% of the way you feel is determined by the way you want to feel and by the way you expect to feel makes all the difference in the world a lot of times I'll answer the telephone at home simply by saying heidy heidy Heidi or I might pick up the telephone and say good morning this is Jean Ziggler's happy husband never will forget one Sunday afternoon I picked up the telephone I said good

afternoon this is Tom Ziggler's dad little voice at the other end said is is Tom there I said he sure is he said can I speak to him I said of course Tom youngster thought I'd laid the telephone down he turned to his mother and he said boy they've sure got a weird way of answering the telephone but I noticed for the next 60 to 90 days every time I pull my car in the driveway about two minutes later the telephone was ringing and I love to answer the telephone little Sam Wing from down the

street would be at the other end and I'd give it one of the little diddies you know and old Sam would say is Tom there is Tom there he didn't want to talk to Tom he wanted to hear me answer the telephone you might say Okay Ziggler so what here's the so what I can tell you this with as much certainty as I can tell you anything about the game of life when your child is between the ages of 9 and 15 when they're undergoing more physiological and psychological changes than any other time in their

entire lifetime when they always change school one once and often times twice when they're subjected to the morality of the me media the morality of the TV and the morality of their peer group and the morality of the family and the morality of the church often in Conflict when they so desperately need a mother and or a daddy to put their arms around them and tell them they love them and spend time with them the average American parent according to the National PTA in the University of Pennsylvania is spending seven and one and a half

minutes a week talking to their children now I'm not talking about eating with them I'm not talking about watching television with them I'm talking about talking to those kids we discover that if we created an environment of excitement and happiness and love that the neighborhood kids would come to our house to see our son and our daughters and I'd rather have 19 of them in my den and me know everything that's going on than to have my children in somebody else's home where I did not know what was going on and I stress this in

the born to Wi program for the very simple reason that your relationship with your mate and with your children has a direct bearing on your future and on your career they're all tied together man is physical and he is mental and he is spiritual and unless we deal with the whole ball of wax we're going to miss out on some critical parts and we're going to be hurting somewhere the simple process of answering the telephone does make a difference and then the way you greet people in person if you ever notice of a critically negative

way a lot of people exchange greetings how you doing uh I'm surviving how you doing I'm fine since it's Friday how you doing not too bad whatever in the world that is how you doing great since I'm on vacation how you doing well uh since I get off in 45 minutes fantastic or as my friend Roy Hatton who also does a lot of speaking says when somebody ask how you doing don't you love it when they pull themselves up to their full height and say well under the circumstances you know makes you wonder what they're

doing under there in the first place does it you know now the next time you greet somebody and when they say how you doing why don't you just tell them the truth why don't you RAR back and say fantastic but I'm improving you know or super good but I'll get better you might say well now wait a minute ziggly suppose I'm not really feeling that good am I telling the truth well of course you're telling the truth you're just telling it in advance that's all why wait for the good stuff now you might say okay

where do you get your information all right I can validate it from three critically important areas first of all from the Bible itself Jesus Christ said I thank you Father for what you are going to do claiming in advance you see and that's the key you might say yeah but now wait a minute I'm not a Christian all right if you don't believe all of the Bible then let me simply refer you to the psychiatrist Dr William gra James the father American psychology said you do not sing because you're happy he says you are happy

because you sing that's right Dale carneg you said it you want to be enthusiastic and act enthusiastic you know the first psychology book I studied in school uh the author kept referring to you know things like H the relationship with your mate and he said simply that if you've fallen out of love with your mate if you'll go back to courting them as you did when you fell in love with them that you will fall back in love with that mate in other words he's saying take the physical Ang ction and then you will have

the emotional response to the action okay you might say okay I don't believe the Bible I don't believe those egg heads either all right there is still a third source and it validates again what I'm talking about that source is infallible folks because it's you your own experience how many of you have ever participated in team Athletics could I see your hands in this live audience please okay how many of you ever went out for practice when you just flat didn't want to go out for practice you get out there and say well the coach

said he's going to can me if I miss another day well I ain't going to do anything he's not watching me you know and you just drag around hoping he won't see you you know and then after you've been out there about five or 10 minutes you finally said well as long as I'm out here I might as well get after it and you really start getting after it how many of you ever went out for practice feeling awful and 10 minutes later felt fantastically good can I see your hands I want to give you

one sentence worth the entire born to win program you might think to yourself will you you dirty dog why don't you just give us that we could you know we could have been long gone well the answer is very simple I don't believe in giving people their money's worth I believe I got to give them a bargain and I believe if I do give them a bargain if I give you more than You' expected then I believe you're going to tell other folks about the born the win program you see we literally believe that you

can get everything in life you want if you'll just help enough other people get what they want here's the sentence logic will not change an emotion but action will when you slap your hands you're creating an action you'll feel better you can go into your company and literally change the attitude of every person there change the environment when somebody responds or ask you how you doing for you simply to start saying fantastic uh but I'm improving or super good but I'll get better it is more catching than the flu the MS or the measles all

put together I mean it really is change the way you greet people and then when you part company with somebody instead of saying so long or see you around or have a good day that's not too bad but when you start part company why don't you look I'm dead center and say well I'll see you at the top now you see that is far far more positive so step number three change the way you greet people step number four to build a winning attitude is you need to set set your gyroscope now I don't know

how many of you were around to watch Candid Camera this might have been 25 years ago it was the original Candid Camera never will forget darthy Collins I believe it was was on this particular episode she had been one of the Hit Parade singers and she was standing out in the hallway of an office building and she had a suitcase there and the suitcase had a gyroscope in it and the gyroscope was set to go straight ahead and darthy would be standing there and some dude would be walking down the hallway you know and she'd

say Sir would you mind taking my suitcase into my office that's a little heavy and old boy gr you know and he'd reach down and he'd say certainly and he'd pick it up and he'd start walking this way and he'd try to turn left and he can turn left all he wants to but that gyroscope is going to resist any turn it's going to go straight ahead now I mention that because you see in every creature on the face of this Earth there is a buil-in gyroscope the young duck is going to fly south even

if there is not another young duck anywhere inight because God built into that duck the law of self-preservation is going to go south the young squirrel even if no other squirrels around will store nuts for the winter that law of self-preservation is there now man too has a built-in gyroscope but we have complete control of our gyroscope we were given Minds to think with and to use you go to the Lakeshore or the seashore and you want sailing boats out there they're going in 300 different directions but wait a minute the wind is blowing only

in one but on the boat there's a human being and the human being is set to sail and it's the set of the sail that determines the direction of the boat not the way the wind is blowing but the way the sail is set you see the wind is not going to always blow in your direction but if you set your sails right in this case I'm calling it a gyroscope you can keep your life In All Phases of it going in the right direction please don't misunderstand that's not saying that you never have your

difficulties but you already know how to get up when you have those difficulties this is simply building that Reserve which gives you that winning attitude you set your gyroscope by doing this the next time the telephone rings and you get involved in a long conversation and you know how some people doodle they'll sit there and draw a little circle you know then they put a triangle in the circle then a rectangle and a triangle in the circle and a square and the rectangle and the triangle in the circle and then they'll start their fancy shading

you know and some of them get pretty good at it while they even sign it so that in case somebody comes along and discovers it you know maybe they'll get a high price for it let me ask you a question what is the going price of Doodles in your hometown Now That's What I Call doodling according to hall now if you want to set your gyroscope you got to Doodle according to Ziggler and the doodle according to Ziggler is simply this when you get on that long conversation to start writing down I can I can

I can I can over and over I can lose 37 pounds I can get along with my mate I can raise positive children I can quit smoking I can quit drinking I can get the promotion I can make more sales right down whatever it is write it and write it and write it and reinforce it you are setting your gyroscope and now the bottom write the final thing and I will step number five if you want to build a solid attitude Foundation you need to feed your mind interestingly enough I have never yet had anybody

say you know I'm about to starve I just don't know what I'm going to do about it do you have any suggestions it's amazing isn't it that when we are hungry physically we know that we got to go get something to eat and yet I see people who are attitudinally wise starving to death emotionally they are starving to death and they don't have any earthly idea about what to do about it I'm going to even point this out there many times I have seen people you know and they'd say well you know I was so

busy yesterday I didn't even have time to eat lunch I said man pay attention I said I didn't even have time to eat lunch I mean it's a big deal and when I ask him when is the last time you ate a good solid mental meal and say huh you see I fly believe that if you'll feed your mind as often as you do your stomach then you'll never have to worry about feeding your stomach or roof over your head or clothes on your back or anything else now the question is who deliberately selects the

proper material to put in your mind who are some of the people who are doing the things I'm talking about well let me give you a list which I think is pretty impressive Mary Kay as if Mary Kay cosmetics told me that she never cranks a car until after she's cranked up her cassette recording of motivational material de Clement s in excess of a half a billion dollars told me that he listens every day to motivational recordings HL hunt till after he was 80 years old before his death listened every day to motivational recordings Wallace

Johnson co-founder of holiday ends told me he listens every day and reads at least three good books a month Alan Bean one of the astronauts who walked on the moon told me that when they were on their way to the moon and on the space platform going around the earth those 59 days they were listening to motivational recordings I'm delighted to be able to say to you that at least some of the recordings they were listening to were fantasting you need to you need to feed your mind now in your home you probably have a

kitchen and a bedroom and a bathroom to take care of your physical needs what you need in your home is a room to take care of your mental needs you see no nobody really is worth more than 200 bucks a week from the neck down from the neck up there's no limit to what you're worth and so you need time and space to feed your mind I'll say it again you can change what you are and you can change Where You Are by changing what goes into your mind be very careful select the good the

clean the pure the powerful and the positive because if you want the good things over here you got a plant of good things here tell me what you want in the tomorrows of your life I can almost write you a form formul a prescription that if you'll feed these things in your mind here you'll have an infinitely better chance of getting them later you do need to feed your mind you need to listen many many times 16 times is what we believe is required University of Southern California says that if you drive 12,000 mil a

year in a congested area that in three years time you can acquire the equivalent of two years of college education we do all of our recordings in front of live audiences because as a mentioned you got to hear the same message 16 times to get all of it and the only way I'm going to get you to listen to it twice is for you to enjoy it that's the reason every nine minutes I have you laughing you know I tell folks I'm like a crosseyed discus thrower don't set any records but I do keep the

crowd alert and uh you know I think that is important when you listen repeatedly it goes into your subconscious mind it becomes a part of you in the gold segment you recall I told told you the incredible story of Tom Hartman and what it had done for him other people of course have been listening and they get all of the benefits from it and what I really want to say about all of the feeding of the minding all of the steps is simply you're now ready for step number six and step number six tells me

that you got to take care of your body let me ask you a question here in the live audience how many of you here have got a racehorse worth in excess of a half million dollar okay I don't see any hands those of you watching the film answer the same question do you have a racehorse wor a half million dollars let me ask you the next question if you did have one worth a half million dollars would you keep him up half the night let him drink coffee smoke cigarettes eat junk food and booze let

me would you do that or would you rightfully say no way then why do you abuse your own body you see if you take care of your body it creates energy and when you've got the energy to be more productive then you're going to get their raises their promotions better relationship with every individual because it takes energy to do it and this step really gives it then step number seven is you need to take time to be with the members of the family whom you love I indicated earlier that you need a good relationship there

because that makes you more effective doing for whatever else you're doing you need to spend that time and step number eight and this is going to surprise some of you since I've been so noisy myself and moving around and whooping and shouting and hollering but folks you need to take time to be quiet you need those silent moments if you're really going to build a winning attitude one of the reasons I love to jog is because I have those moments of Silence right by myself I feel closer to my God when I'm jogging than at

almost any other time you need the moment of silence alone in a room by yourself just for yourself so that you might pray or plan or meditate or do whatever it is that you will it's during those Quiet Moments you see at Valley Forge that Washington found the strength to lead our country to Freedom it was during those Quiet Moments that Martin Luther made the translation of the Bible and did other things which have had such an impact on mankind it was during those Quiet Moments at Gethsemane that Christ found the strength for his ordeal

you need ladies and gentlemen that quiet time with the television set off the radio off the record player off just because you need that time for thinking and reflection I believe this last generation could aptly be called The Noise generation noise is destructive and it's very tiring and debilitating take some quiet time for yourself now let me warn you in advance when you do all the things that I've been talking about when you get up in the morning you know with a hand slapping when you say super good but I'll get better when you answer

the telephone enthusiastically when you feed your mind when you speak lovingly and optimistically of other people when you take care of your body when you are considerate of other people you do all of these things there going to be some people are going to be critical of you but let me remind you that since the beginning of time nobody has ever erected a statue to a Critic there are going to be some people are going to laugh at you but let me remind you that the little world laughed but the big world gathered on the

banks of the Hudson River when Fulton went steaming by the little world laughed but the big world gathered at Kitty Hawk when the Wright brothers made that historic flight the little world life but the big world tuned in when Alexander Graham Bell made that historic phone call which changed Communications for the little world might life as you set out on this born to win Venture but I want to tell you that you'll be the one who'll be laughing life because you'll be crossing a Finish Line as you reach a destination which many people believed you

would never make yes you'll get there and what you get by reaching your destination is important but not nearly as important as what you will become by reaching your destination you see you will become the winner you were bornn to be and with that in mind then you see I can close this attitude segment of Born To Win by saying you do these things follow these steps and procedures and I definitely will see you at the [Music] [Applause] [Music] [Applause] [Music] [Applause] top is that okay folks [Music] you [Music]