See You at The Top
See You at The Top
By ZIG ZIGLAR
Illustrated by AI Mayton
ACKNOwLEDGMENTS
-AND-
You are the only one who can use your
ability. It is an awesome responsibility.
10
FOREWORD
The word "different" will probably come into your mind every
time you open the pages of See You At The Top. The dust jacket is
different, and to start with "The End" is certainly different. The
book is different in "feel," "subject matter," and "technique." For
example, I will often "shift gears" on you and insert an analogy,
example, one-liner, or power phrase to force you to pause and
hopefully lead you to re-read the material to make certain you got
the message. I will also emphasize a "different" theme in today's
market place as I stress that you can get everything in life you
want only if you help enough other people get what they want.
As the author, I believe that the entire book is different and
effective, but my objective was not to write a book that was
"different." The difference evolved because I wrote the book as I
speak. [I'm like the crosseyed discus thrower. I don't set any
records, but I do keep the crowd alert.] During the past 19 years, I
have given the speech, "Biscuits, Fleas and Pump Handles," the
original title of this book, over 3,000 times. Initially, the material
only covered a forty-five minute presentation. Through the years
that forty-five-minute talk has expanded into this full length
book and the "I CAN" course which is being taught in schools and
churches, and the Richer Life Course which is being taught in
businesses all over America.
I cover a lot of subjects in See You At The Top, but my major
objective is to communicate my feelings on faith, love, optimism,
a~d enthusiasm. This is important because in today's world many
people are confused about what real love and real faith is and are
too "sophisticated" to show their true feelings and display real
enthusiasm for anything.
On love - I plead guilty to loving the Lord, my wife, my
family, my fellowman, and America.
On faith - I don't know what tomorrow holds but I know Who
holds tomorrow so I approach it with confidence and thanksgiv-
ing. My Bible assures me that my past is forgiven and forgotten.
That takes care of my past. Jesus Christ said, "I have come that
you might have life and have it more abundantly." That takes
care of the present. John 3:16 assures me I will have everlasting
11
TABLE OF CONTENTS
Page
Segment I - Stairway to the Top ............... 14
Purpose ............................................. 14
The End ............................................ 15
Chapter One - The "More" Way of Life ............ 17
Chapter Two - The Time is Now ................... 29
Illustrations
16,19,21,23,26,39,93,122,132,145,156,187,191,200,221,233,
234,292,322,327,350,354,381
14
SEGMENT ONE
STAIRWAY TO THE TOP
THE END
CHAPTER ONE
THE "MORE" WAY OF LIFE
I'm not implying that the "words" in this book will change the
history of the world or that their effect will be as dramatic as the
story of Marjorie Rambeau. However, I completely believe that
the philosophy contained herein can make a substantial
difference for you. Several thousand unsolicited testimonials
from people in all walks of life attest to the fact that the "Richer
Life" concepts - will work for you - if you work with them.
Now let's look at a thought provoker! How many squares do you
see?
If you said 16, you have lots of company. If you said 17, you
are in a much more select group, but you are still in error. Before
you turn the page to see what the artist has done with these
squares, why don't you take another look and see how many more
squares you can find. Now, turn the page.
20
As you can see, there are 30 squares. Since you hold the book in
your hands, no one could have added any additional squares. I
simply showed you where they were. This illustrates two
important concepts. First, an in-depth look reveals con-
siderably more than a casual glance, doesn't it? That's true of
the squares and it's also true of you, your potential and your
future. Second, most of us occasionally need someone to point
out the obvious and more often, the not so obvious.
Since to educate is to "pull out" or to "draw out," the purpose of
this book will be to "pull out" the bigger, more capable person
inside you. I'm convinced you will get a great deal out of this book
but more importantly, the book will get even more out of you.
TRIGGERING IDEAS
As you read, I would like for you to feel you and I are together
and that I am personally talking with you and asking you
questions. Of necessity, most questions will be of the "Yes/No"
variety. On those occasions when I do ask questions that require
an answer, I hope you will pause and carefully think the answers
through. Hopefully, you are not concerned with how fast you can
read and "get out" of the book, but how much the book can "get
out" of you. Your first reading probably will be the fastest, but
subsequent readings will provide you with additional inspiration
and information which will extend the immediate benefits to a
richer way of life.
The chances are strong that on occasion, while listening to a
speaker, reading a book or listening to a recording, you have
heard or read something which really "triggered" your imagina-
tion. On those occasions you probably thought, "that reminds
me," or "that gives me an idea." Try as you might at a later time,
you often cannot recall the thought or idea that had been so clear
in your mind a short time earlier. Since this is characteristic of
most people, I'm going to urge you to get a "Trigger Page"
notebook. I suggest the standard stenographic pad because it is
approximately the same size as this book and will be easy to
carry. Divide the pages as we have done the sample "Trigger
Page." The arrows would be helpful but they are not critical.
21
1 2 3 4
17 18
5 6 7 8
9 10 11 12
13 14 15 16
19 23 24
22 20
25 26
21
27 29
28 30
22
Keep the "Trigger Page" notebook with your copy of See You
At The Top because as you read the book it will "trigger" many
thoughts and ideas of your own. When it does, let me urge you to
stop reading, turn to a Trigger Page and cal'efully record each
thought or idea as it occurs. This will keep you involved as an
active reader, utilize more of your senses, and enable you to
concentrate more completely. A poet stated it more succinctly
when he wrote, "I hear and forget. I see and hear and I remember.
However, when I see, hear and do, I understand and succeed."
Interestingly enough, you will discover when you read the book a
second time, you will get more thoughts and more ideas than you
did the first time. This is especially true if you read a few minutes
every day before you start your day's activities and just before you
go to sleep.
I suggest you get both a red and a black felt-tip pen to record
your thoughts and ideas. Start by using the red pen at the bottom
of the Trigger Page in Section 1 the first time you read the book.
Use the black pen and move up to Section 2 of the Trigger Page
the second and subsequent times you read it. As you move up the
page, you will be symbolically moving from the "red ink" to the
"black ink" of life.
Let me also urge you to underline and mark the portions of the
book that are meaningful to you. These markings, combined with
the thoughts and ideas you record, will personalize the book and
make it "your" book. It will be so persona.lized that you will keep it
and use it as a constant source of reference.
This is quite important because no one is smart enough to
remember everything he knows. This also means that you and
I will have co-authored the book which also makes it "our" book. It
should be a winner, shouldn't it?
2
An idea unrecorded
is an idea often lost!
Trigger Page
24
TOMORROW
HEALTH
WEALTH
HAPPINESS
FRIENOS
GROWTH
DESIRE
Thought: You do have to take all the steps to get to the top but
you don't need to build a nest on them. Like the man said, "There
are two ways to climb an oak tree. You can climb it - or you can
sit on an acorn." This book was written to help you climb it.
29
CHAPTER TWO
THE TIME IS NOW
TURN IT ON
Local mechanics said there was nothing wrong with the car's
engine, but the old Indian never learned how to insert the key and
switch on the ignition. Inside the car were a hundred horses -
ready, willing and raring to go, but the old Indian was using two
horses on the outside. Many people make the mistake of looking
outside to find two horsepower when they should look inside
where they have over a hundred. Psychologists tell us this is
about the ratio of the ability we have to the ability we use, 2 to 5%.
Oliver Wendell Holmes said, "The biggest tragedy in
America is not the great waste of natural resources, though this is
30
GARBAGE-DUMP THINKING
To utilize the ability you have you must start by getting rid of
any loser's limp you might have. A typical Loser's Limp is, "I'm
not a born salesman, or a born doctor, lawyer, artist, architect,
engineer, etc." I would like to emphasize this point. In my travels,
I have picked up newspapers from the rural villages of Australia
to the bulging metropolises of North America and Europe. I've
read where women have given birth to boys and girls, but thus far
I have never read where a woman has given birth to a salesman,
or a doctor, lawyer, artist, engineer, etc. However, I do read
where doctors, lawyers, salesmen, etc., die. Since they are not
"born," but they do "die," obviously, somewhere between birth
and death, by choice and by training, they become what they wish
to become. [Would you permit a "natural-born" doctor to go
34
PRISONERS OF HOPE
succeed, but I seldom see one who can't succeed. What I'm really
suggesting is that you accept the fact that from this moment on,
your situation - and future - is in capable hands - yours!
IT JUST ISN'T SO
Throughout this book I'm going to completely refute the idea
that you have to take advantage of people, abuse them and be
dishonest to be successful. As a matter of fact, I'm going to prove
beyond any reasonable doubt that the only way you can really be
successful in all areas of your life, is to be completely honest with
yourself and your fellowman. I will further establish that you
can get everything in life you want, if you help enough other
people get what they want. This is true whether you are a
salesman, doctor, father, mother, businessman, student,
41
SEGMENT TWO
CHAPTER ONE
THE THIEVES
GENUINE OR COUNTERFEIT
the word. Tragically, the person he stole the most from was
Emmanual Ninger. Not only could he have been a wealthy man if
he had legitimately marketed his ability, but he could have
brought so much joy and so many benefits to his fellowman in the
process. He was another in the endless list of thieves who steal
from themselves when they try to steal from others.
Let's playa game for just a moment. Your telephone rings and
the voice at the other end says, "Friend, don't be disturbed, I don't
want to borrow any money and I have no favors to ask. I just
thought I would call and tell you that I think you're one of the
nicest persons who ever drew a breath of air. You are an asset to
your profession and a credit to your community. You're the kind
of person I like to be with because every time I'm around you, I
feel inspired and motivated to do a better job. I wish I could see
you every day because you motivate me to be my best self. That's
all I wanted to say, friend. Look forward to seeing you soon." Now,
if a close friend called you and said those things to you what kind
of day would you have? Remember, you know the words are
sincere because they are coming from a close friend.
If you were a doctor, would you be a better doctor? If you were
a teacher, would you be a better teacher? If you were a salesman,
would be you a better salesman? If you were a mother, would you
be a better mother? If you were a father, would you be a better
father? If you were a coach, would you be a better coach? If you
were an athlete, would you be a better athlete? If you were a
student, would you be a better student? Would you be better?
Regardless of who you are or what you do, you know in your own
mind you wouldn't only be better at your job, but you would be
happier, wouldn't you? [Say yes.]
One other question arises at this point. In light of the previous
conversation, how much more would you know about being a
doctor? Or a sales person? A lawyer? A coach? A student? An
athlete? How much more would you know if you had gotten that
phone call? The answer obviously is you wouldn't know any more.
Still, in your own mind you know you would be better and happier
in your job. The reason is simple. You've had a change of image.
You would say, I'm an asset to my community and a credit to my
profession. That old boy said so and he is one more smart cookie."
You wouldn't argue with him for one single moment. You would
see yourself in a different light. Your self-image would change
and at that instant an interesting thing happens. Your confidence
goes up and when your confidence goes up, your competence goes
up at the same time. Simply stated, it means that when your
image improves, your performance improves.
47
Since you know what this kind of phone call would do for you,
why don't you do the same thing for someone else? Why don't you
put this book down and pick up the telephone [unless it is 2:00
a.m. or some other ridiculous hour]. Call that person you
sincerely like and respect, and tell him or her how much you
appreciate who they are, what they do, and how much they mean
and have meant to you. The person you call will be appreciative
and you will feel good about it. Significantly, you will like
yourself better as a result of helping to build up someone else.
More on this later.
The next story - straight out of life - clearly demonstrates
the importance of a healthy self-image and what happens when
your self-image changes.
STRIKE THREE
Easily, the most puzzling and disappointing incident in the
sports world occurs in baseball when a batter steps up to the plate
and proceeds to let the pitcher throw three strikes without taking
a single cut at the ball. Three golden opportunities to at least
advance a runner, get on base himself, or maybe even hit a home
run, and he never moves the bat from his shoulder. The reason is
simple. He "saw" himself striking out, being put out or maybe
even hitting into a double play. He left his bat on his shoulder
hoping for a "walk" - a free ride to first base.
Even more disappointing is to see a person in the ball game of
life step up to the plate, and never really take a cut at the ball. He
is the biggest failure of all according to Larry Kimsey, M.D.-
because he doesn't try. If you try and lose, you can learn from
losing, which greatly reduces the loss. Obviously, there is little
you can learn from doing nothing. These people serve as their
own judge and jury and sentence themselves to a life in the prison
of mediocrity. They never really get in the game of life and take
an honest cut at the ball. They serve as their own worst enemy and
the blindest umpire of all. Their self-image is that of falling -
failing - or striking out. Unfortunately, their mind then
completes the picture and another person of ability joins the
scrap heap of "could have been." The late Dr. Maxwell Maltz,
internationally famous plastic surgeon, and author of "self help"
books that sold over 10,000,000 copies, says this is the reason the
goal of any form of psychotherapy is to change the self-image of
the patient.
You must accept yourself before you can really like anyone
else or before you can accept the fact that you deserve success and
happiness. Motivation, goal setting, positive thinking, etc., won't
work for you until you accept yourself. You must feel you
"deserve" success, happiness, etc., before those things will be
yours. The person with a poor self-image can easily see how
positive thinking, goal setting, etc., would work for others, but
not for himself.
Let me stress that I am talking about a healthy self acceptance
and not a super-inflated "I am the Greatest" ego. Of all the
diseases known to man, conceit is the weirdest of them all. It
makes everyone sick except the one who has it. [Actually the
individual with a bad case of "I" trouble is really suffering from
an extremely poor self image.]
THE HITCHHIKER
Since so many people are unaware of the enormous potential
that lies within even an uneducated mind, I would like to share a
personal experience to illustrate a point. Several years ago, I
picked up a hitchhiker. As soon as he seated himself, I knew I had
made a mistake because he had been drinking a little and was
talking a lot. He soon revealed he had just been released from
prison where he had served eighteen months for bootlegging.
When I asked if he had acquired any know ledge he could use once
he was released, he enthusiastically replied he had learned the
name of every county in every state in the United States,
including the parishes in Louisiana.
Frankly, I thought he was lying so I challenged him to prove
what he was saying. I selected South Carolina as a test state since
I had lived there nearly eighteen years. My rider, who had a
limited education, proceeded to demonstrate that he did know the
names of all the counties in that state and was anxious to prove he
knew the others as well. I have no idea why he selected this
particular project and spent so much time acquiring apparently
useless information. The point, however, is even though he was
formally uneducated, his mind was capable of acquiring and
storing an enormous amount of information. So is yours, but I
hope you concentrate on learning and then applying usable
51
Now, before you jump more than six feet off the ground, let me
hasten to add I did say "almost." I personally know some teachers
who make very little money and others who earn large amounts.
The same is true of doctors, lawyers, salesmen, ministers, truck
drivers, secretaries, etc. As you view the individual, you discover
that those who are earning the most money are generally making
larger contributions, but there are some obvious exceptions.
The dedicated teacher who chooses to remain in a remote
mountain or rural area or in a tenement area school might be an
example. He or she might be the only hope many of the children
have for raising the ceilings their families might have set for
them. The dedicated minister might remain in a small local area
because he fervently believes God chose him to serve that specific
community. Generally speaking, however, the well-paid minister
is rendering more service to more people. The same is true of the
teacher, doctor, truck driver, salesman, etc.
The oft-repeated philosophy, "You can get everything in life
you want, if you help enough other people get what they
want," is another way of saying if you serve more, you earn more.
From time to time some of my Christian friends ask me how I
reconcile my Christian beliefs with my view on money. I always
smile and tell them that I believe God made the diamonds for His
folks and not Satan's crowd. All you've got to do to verify this is
check the record. Read what God said in Malachi 3-10, Psalms 1-3
and III John 2, and I believe you will agree that money is
scripturally okay. [Solomon was the richest man who ever lived,
Abraham had cattle on a thousand hills, and Job would not have
qualified for food stamps.] The only admonition God gives us is
that we must not make money or anything else our god because
when we do we will never be happy - regardless of how much we
have. We know this is true because in the past two years five
53
billionaires have died and all five of them were still trying to earn
more money. Someone in Dallas asked how much money Howard
Hughes had left and got this answer: "He left it all." That's the
amount each of us will leave, isn't it? It's all right to get money-
lots of it - as long as you get it the right way and you don't let the
money get you.
Most people don't have money because they don't understand
it. They talk about cold, hard cash and it is neither cold nor hard
- it's soft and warm. It feels good and it's color-coordinated to go
with any color you might be wearing. Not once has my redhead
ever had to change outfits because what she was wearing would
not go with what I was carrying.
Occasionally I will hear someone truthfully say they really do
not want to earn large sums of money [ministers, teachers, social
workers, etc.] but generally speaking any other person who says
this will lie about other things, too.
Yes, a well-paid individual will be quite comfortable in the
philosophy of this book. By the same token, the service oriented
person will also find much encouragement and comfort in the
"Zigmanship" philosophy. So keep reading - regardless of your
status at the moment.
CHAPTER TWO
CAUSES OF A POOR SELF IMAGE
[obesity, bad teeth, poor complexion, "weak" smile, bad eye sight,
too tall- too short, "different" voice, etc.], lower I.Q., or learning
difficulty and you have all the ingredients for a low self esteem.
The child then reasons that since he or she is "ugly," "dumb," or
inept he doesn't deserve love from others. Then it follows in
logical sequence that if others cannot, or do not love him, that he
cannot - even should not - love himself.
Societies emphasis on physical appearance is one of the
reasons Bill Gothard, in his week-long seminar on Basic Youth
Conflicts, states that no wise parent will compliment the
appearance of another child in the presence of his own. This
makes the child feel that the parent puts great value on physical
attractiveness and that the parent feels the other child is prettier,
smarter, etc., than he or she, and it tends to create a feeling of
inferiority.
When commenting on another child, the wise parent will say,
"My, what nice manners," or, "He is such an honest boy," or, "Isn't
she helpful?" The wise parent will compliment the trait or
characteristic he would like to see developed more in his own
child. This is critically important because survey after survey
shows that 95% of the youth of America would change their
appearance if they could. In Hollywood, with its stress on
physical appearance, conclusive evidence points out that nearly
100% of the "beauties" would like to alter their own personal
appearance, and many of them do, through plastic surgery.
A poor self-image, more commonly known as an inferiority
complex, is often carried into adulthood and if fed by a negative
mate, the problem is compounded. That's the primary reason the
wise husband never comments about the attractiveness of
another woman in the presence of his wife. This could lead the
wife to feel that he considers the other woman more attractive
than she. This has a tendency to feed an already negative self-
image and helps to put the marriage 9n shaky grounds.
Comments like, "You're always late," "You never do anything
right," "You never cook a decent meal," also compound the
problem. They are not designed to build either confidence or love.
Besides, there is a tremendous difference between "I am a failure
in life," and "I did not get the raise," or "I did not get the job."
57
they hear and everybody they meet, which brings us to our fourth
cause, an untrained memory. At the beginning of this Segment, I
listed a marvelous new book which will help you to dramatically
improve your memory in a matter of hours. It was written by
Jerry Lucas and Harry Lorayne. To give you an idea of the
tremendous capacity of the human mind, Jerry is now in the
process of memorizing the entire Bible, and has just completed a
book that will teach you how to do the same thing. Jerry, who
knows where he is going here - and hereafter - is terribly
convincing when he tells you that anyone - even you - can
dramatially improve your memory by using his techniques.
For the moment, here are two warming thoughts which will
give you a lot of comfort. First, a perfect memory doesn't indicate
a great mind any more than a huge dictionary, with all the words
in it, represents a great piece of literature. Second, the person
who can't remember is infinitely better off than the one who can't
forget. Those two thoughts are temporarily comforting, but don't
hang your hat on them. Go buy The Memory Book, I did, and it's
fantastic. Actually, there is no such thing as a "good" memory
or a "bad" memory; it is either trained or untrained. The
choice of whether you train it or leave it untrained is up to you.
BE FAIR - TO YOU
who can do something you probably cannot do. They can speak
Chinese. Does that mean they are smarter than you? Not at all; it
means they have had a different experience. At this moment you
are doing something that over three billion people cannot do. You
are reading this book in English. Obviously this does not mean
you are smarter than three billion other people. It does mean you
have had a different experience.
Chances are good that you stand somewhat in awe of any
competent doctor as he rattles off those big words describing
your condition. You undoubtedly feel he is truly a brilliant and
remarkable man and he might well be. What about you? The
chances are exceptionally good that your doctor would be lost in
your job, and could not perform nearly as well as you. Chances are
also excellent that if you were to spend the next fifteen years of
your life as your doctor did, learning those big words, studying
diseases, medicines and cures, you could don the white coat and
stethoscope of an M.D. yourself.
FOUR WINNERS
USE IT - OR LOSE IT
Surely you remember the story of the talents in the Bible. One
man had one, another had two, still another had five. The Lord
went away for a long time into a far country. When He returned,
He asked the one who had five what he had done. The man replied
that he had taken the five talents, put them to work and now he
had ten talents. The Lord replied, "Well done, thou good and
faithful servant, because you have been faithful in using that
which you have, then I will give you more talents." The one who
had been given two talents, took those talents, put them to work
and multiplied them. Then the Lord went to the one who had one
talent, and inquired as to how he had done. The man replied,
"Lord, you only gave me one talent, while you gave the others
many talents. Besides, I knew you were a hard and cruel master,
that you reaped where you had not sowed, and so I took the one
talent and buried it."
Then the Lord said, "Thou wicked and slothful servant."
[Throughout the entire Bible, Jesus Christ is not this hard on
anyone else, so apparently He expects us to use our talent.] He
then took the one talent and gave it to the one who had ten. Since
that time, the cry-babies of the world have been saying, "The rich
get richer and the poor get poorer," or "Them what has, gets." The
Bible says, "To him who hath, the more shall be given." The
message is clear. Take what you have and use it and your
talent will be increased which brings more rewards, etc.
Many people have poor self-images because they set standards
of perfection that are unrealistic and unreachable. This is the
seventh cause of a poor self-image. When they fail- and fail they
must - they never forgive themselves. They feel they must ei ther
62
CHAPTER THREE
MANIFESTATIONS OF A POOR SELF IMAGE
confidence in the parents and the security that goes with it. This
is the first step in the loss of respect for authority which leads to
rebellion against authority. This rebellion is another manifesta-
tion of a poor self-image and has been instrumental in youngsters
age 18 and under being responsible for commiting 45% of the
serious crime in the U.S. in 1974. The tragedy is that much of this
could be averted if parents and teachers knew enough [and in
some cases cared enough] about how to recognize those
manifestations which so clearly say - notice me - love me - I
want you to care what I do. The student who habitually comes to
class late - makes a grand entrance - forgets his books - talks
loudly or to other students at inopportune times - asks "silly" or
unrelated questions, etc., is acting in perhaps the only way he
feels he can act in order to get the attention he wants and
desperately needs, to prevent even more drastic and erratic
action which could put him behind bars.
COWARD-CASPER MILQUETOAST-IMMORALITY
OR A POOR SELF-IMAGE!
from losing this one who accepts them "just for me." Combine this
situation with a permissive society, which permits and even
encourages an "honest" relationship of any kind so long as it is
"meaningful", and you have a situation which lends itself to going
steady at an early age. This togetherness, often in front of a
television program or movie screen featuring moral laxity has all
the ingredients necessary for premarital sex, promiscuity,
venereal disease, illegitimate births, and/or an early marriage to
a partner with nothing in common except a biological urge.
If the youngster with the poor self-image doesn't find a
"steady" and "everyone else has someone" then he or she will often
dress in a revealing and provocative manner to "catch" someone
or anyone. Fishermen call this trolling. The problem with this
technique is you generally "catch" everything from gars and
turtles to snakes and stumps, and generally speaking the "catch"
is harder to "throw back" than it is to reel in. Even when you catch
something with this "bait" the chances are good that you will lose
your "catch" to another troller who has more to show or who will
show more. Any relationship primarily built on physical
attractiveness is predestined to be short lived.
The youngster with a healthy self image simply will not get
caught in the trap of an early and/or unhealthy relationship with
members of the opposite sex. He or she is smart enough and has
enough self esteem not to be "used," or fall for the oldest lines -
and lies - of them all, "prove you love me" and "everyone else is
doing it." This youngster understands the difference between
happiness and pleasure and refuses to "sell out" a lifetime of
happiness and virtue for a moment of dubious pleasure and
obvious immorality.
There is evidence that "good old Joe" and his distaff
counterpart actually have a problem which is a common one and
is no respecter of age, sex, education, size, or skin color. He has
the "I must be a nice guy and never offend anyone" kind of self-
image syndrome. As a youngster, he smokes cigarettes he doesn't
want - takes the drink he doesn't like - laughs at dirty jokes
that actually offend him - joins the gang he secretly dislikes and
goes along with conduct and participates in a dress code he
secretly abhors. All because he has never accepted himself and is
72
CHAPTER FOUR
FIFTEEN STEPS TO A HEALTHY SELF IMAGE
will be looking directly at a pair of legs that, if they will move you
around, you would not sell for the million dollar price tag placed
on Betty Grable's legs. Since you would not take a million dollars
for your eyes, a million dollars for your back or a million dollars
for your legs, you are already worth over three million dollars
and we just started on your personal inventory. Like yourself
better already, don't you!
Fortunately, you don't have to swap one asset [your health] for
another [money]. By developing the positive characteristics we
cover in this book and building on the foundation of character,
faith, integrity, love, loyalty and honesty, you can have them alL
[Health, wealth, happiness, peace, friends, security, etc.]
ONE OF A BILLION!
A few years ago, I read in a Dallas paper that a Rembrandt
painting had sold for over one million dollars. As I read the
article I thought to myself, "What in the world would make some
paint on a canvas worth so much money?" Then a couple of
thoughts occurred to me. First, this was obviously a unique
painting. As a matter of fact, of all the billions of paintings
painted since the beginning of time, this was the only one exactly
like it in existence. It was a Rembrandt original. Its rarity gave it
value. Second, Rembrandt was a genius. He had a talent that
occurs only once every hundred years or more. Obviously, it was
his talent that was being recognized.
Then I started thinking about you. Since the beginning of
time, billions of people have lived on the face of tl:is earth. There
are several billion people on earth today, but there never has been
and there never will be another you. You are a rare, exclusive,
different and unique being on the face of this earth. These
qualities give you enormous value. Please understand that even
though Rembrandt was a genius, he was a mortal. The same God
who created Rembrandt created you, and you are as precious in
God's sight as Rembrandt or anyone else. In addition to having a
rare talent, Rembrandt used that talent by lifting his paint brush
every day. Since his birth there have probably been hundreds of
Rembrandts in every field of endeavor who have never lifted
their paint brushes or gotten off their seats to make their marks.
75
Let's pursue this thought just one more short step. If you had
the only car in town you would have an extremely valuable
possession unless you parked it in the garage and left it there.
Since you do have the only you in existence, you are valuable, so
take you and your talent and use it. Just remember, God created
you and gave you talent for you to use and not to bury.
Second reason - SCIENCE EXPLAINS IT. Most people
have a lot of confidence in science, so let's take a look at you
scientifically. You have the capacity between your ears to store
more information than can be stored in dozens of man's most
sophisticated computers. In your mind, you can store more
information than you will find in the millions of volumes in the
Library of Congress. Scientists tell us that ifman were to attempt
to create a human brain, it would cost billions of dollars, would be
larger than the Empire State Building and would require more
electricity than a city of thousands. Its construction would
involve the most brilliant men in the world and yet with all of this
size, cost and power requirements, this man-made brain couldn't
originate a single thought, which you can do in the flash of an eye.
Your remarkable mind brings seventy-two muscles into
perfect coordination each time you utter a word. [As much as I
talk, some of my friends figure I have a muscle-bound mouth.]
Seriously now, you wouldn't try to convince me, yourself, or
anyone else that you're not a remarkable person with more than
enough capability to climb the stairway to the top - would you?
[I'll bet you know other people with less ability who are climbing
to the top - don't you?]
You might say, "Well, if I'm so smart, how come I'm broke, or
at least badly bent?" That's a good question. Here's at least a
partial answer. Unfortunately, you came equipped at birth with
your mind. Both of us would be better off if I owned your mind. I
would sell it to you for, let's say $100,000, so I would profit
enormously. However, you would have made the bargain
purchase of all time. Never again would you look in the mirror
and make any deprecating comments. As a matter of fact, you
71\
would give yourself quite a little pep talk. I can almost hear you
say, "Now look friend, I have a hundred thousand bucks invested
in you and you are really something. Yes indeed, you can do it."
Never again would you say anything unkind about a mind worth
so much money. Nor would you believe it if anyone else said
anything unkind about your $100,000 mind. Let me again stress,
as we talk about a healthy self-image, that I'm not talking about a
super inflated "I'm the Greatest" ego. All I'm talking about is
developing a simple healthy self-acceptance.
BEST OF ALL
God is not through with us. Bill explains that we are prescription
babies made according to God's formula. Next he reminds us
that, if we are not satisfied with ourselves we should get back up
on God's easel and let Him finish the job.
The way you look on the outside has a definite bearing on how
you feel and see yourself on the inside. The following article is
taken from the February 6, 1974 edition of the Dallas Morning
News. It relates this point very well.
the wrong half. The truth is, your outward appearance does
affect your image and your performance. The outside
appearance is enhancing - or crippling - the potential of the
person on the inside. Employers note that employees do better
work, all other things being equal, when they are neatly or
sharply dressed. Even the computers agree with this. A six year
study of two identical groups of male managers revealed that
computer dressed business men earned $4,000 a year more than
their counterparts, hold better positions and were more
enthusiastic about their work.
So to improve your self-image, make up or dress up the
outside. Throughout the rest of this book I will make reference to
this fact, particularly in the areas of goal-setting, attitudes and
habits. In the Attitude and Habit Segments the "how to" of
creating that physical change will be treated.
STEP SIX. Join the smile and compliment club. When you smile
at someone and they smile back, you automatically feel better
[and it definitely increases your "face" value]. Even if they don't
smile back, you will feel better because you know the most
destitute person in the world is the one without a smile. You
immediately become richer by giving that person yours. Ditto for
the compliment. When you sincerely compliment a person or
extend him a courtesy he is going to receive a direct benefit and
like himself better. It is impossible for you to make someone feel
better and not feel better yourself.
One of the best ways to make anyone else feel better is to
spread optimism and good cheer. You can do this almost instantly
in your daily exchanges with associates and family. When
someone says, "hi, how ya doing?", give them a big cheerful,
"Super good - but I'll get better." If you don't feel that good it's
safe to say you want to feel that way and even safer to say that if
you claim the feeling you will soon have the feeling. In the attitude
segment you will learn why this is true.
Another way is to "properly" answer the phone. Many people
answer the telephone with a gruff "hello" or an even more gruff
"Yes" as if the caller had committed a dastardly sin. My personal
approach is this. When I answer the telephone at home, I answer
it by singing a little ditty, "Oh, good morning to you," or I might
say, "Howdy-Howdy-Howdy," or "good morning, this is Jean
Ziglar's husband, or "good morning, we're having a great day at
the Ziglar's and hope you are too." I do this because that is
generally the way I feel. However, I answer my phone this way-
regardless of how I feel. Again - the reason is simple, if I don't
feel good, but act that way, I will soon feel that way. Also, I have a
responsibility to the person who is calling. If I am optimistic and
cheerful, the chances are much stronger that I will give a lift to
82
conscientious and just as dedicated. Know that you too can work
as hard and that you can pray as hard. Know also that you are
loved by God as much as anyone else.
little shot is - the big shot is just a little shot who kept on
shooting.
The Japanese raise a tree. It's called the Bonsai tree. It's
beautiful, and perfectly formed although its height is measured
in inches. In California, we find a forest of giant trees called
Sequoias. One of these giants has been named the General
91
ACCEPT YOURSELF
TOMORROW
PACE
SECURITY ~
LEISURE I
FREEDOM
OPPORTUNITY
DESIRE
ZIG'S STORY
I recognize it's a little unusual for the author to insert his own
story. I'm doing this because I honestly believe my story is your
story. I believe I have felt your feelings and that my early fears,
failures and frustrations are shared by so many people that my
story will give many of you real hope - with believability.
In the original edition of this book I placed my story in the
Self-Image Segment. As the months went by, however, it became
more and more evident that the story would "fit" better between
the Self-Image and Your Relationship with Others Segments.
My climb up the ladder started when my self-image changed
because another person provided the spark. I'm persuaded this
story will serve as a bridge between your self-image and your
relationship with others.
I was one of twelve children. My dad died in 1932, the heart of
the depression, leaving Mother with five children too young to
work. Fortunately, Mother was a dedicated Christian who gave
us unconditional love and taught us that if we trusted the Lord,
worked hard and did our best, things would work out all right.
She finished the 5th grade as far as formal education is
concerned, but without a doubt she graduated magna cum laude
from the University of Life. She became one of the most loved and
respected people in the little town of Yazoo City, Mississippi.
Long after she was too old to earn money, she could still go to the
bank and borrow any amount she needed on her signature. She
never com promised her love for the Lord or her love for the truth.
It was either black or white. There were no areas of gray. She
often said an egg was never "almost" fresh. It was either fresh or
it was rotten. It was either the truth or it was a lie. For her there
was no compromise with truth or principle. She often saturated
us with little sentence sermonettes including such gems as, "It's
not who's right that is important - it's what's right," "The person
who won't stand for something will fall for anything," "Tell the
truth and tell it ever, costeth what it will, for he who hides the
wrong he did - does the wrong thing still." After our children
were born her favorites were, "Son, your children more attention
pay - to what you do than what you say," and "if you set the
example you will not have to set the rules."
95
40 MORE CENTS
His name was Walton Haining. He too was a fine man who took a
personal interest in me. He had bought the meat market in the
store next door. Soon after graduation, I was headed for the U.S.
Navy. The night before I left, Mr. Hainingcalled me in for a final
"Dutch Uncle" talk. He invited me to come back after I was
discharged and work for him again. Frankly, I could not get too
excited about the idea because I was working about 75 hours a
week and earning the grand total of thirty dollars. Mr. Haining
explained that if I would come back and work two years for him
and thoroughly learn the business, he would help me get my own
meat market. The thing that turned me on, however, was his
showing me his net earnings for the previous year, $5,117.
Remember, things in 1944 were not the same as they are today.
I couldn't believe anyone could earn that much money in just
one year. He assured me it was true and I could do the same thing.
On July 1, 1944, I left Yazoo City, Mississippi, to enter the Navy.
When the war was over I was going to return to Yazoo City, open a
meat market and earn $5,117 in a single year.
While in the Navy, I met and fell in love with the former Jean
Abernathy of Jackson, Mississippi. She has been my wife and my
life for 31 wonderful years. After I was discharged, I entered the
University of South Carolina and earned money by selling
sandwiches in the dormitories at night. I did quite well during
the regular school year, but during the summer months business
was slow. One day, Jean saw an ad in the newspaperfor a $10,000-
per-year salesman. I felt it was more than a coincidence that they
wanted a $10,000 a year salesman because we certainly wanted
the $10,000. I called for an appointment and went for an
interview. I returned home extremely excited and told my wife
that we had a job and would be making $10,000 a year. She got
excited too and wanted to know when we started. I explained that
the man said he would "be in touch."
At this stage of my life, I was so naive, I honestly believed the
job was mine and did not realize that I had been "turned down."
One month later, when I still had no word concerning the job I
wrote a letter restating my interest and inquiring when I was
going to start. Their reply was plainly stated; they didn't feel I
could sell. I persisted, and finally after another month they
97
before the year was over, I was the number two salesman in
America in a company of over 7,000 salesmen. I moved from a
Crosley to a luxury car and qualified for a fine promotion. The
next year I was one of the highest paid managers in the States.
Later, I became the youngest Division Supervisor in the country.
Mter my encounter with Mr. Merrell, I did not suddenly
acquire a whole new set of sales skills. Nor did my I.Q. jump 50
points. Mr. Merrell convinced me that I had the ability to
succeed, gave me something to live up to and the confidence to use
what I already had. Had I not believed him, his message would
have had no impact on me. I hope you believe me when I tell you
that you too are someone special. That you were put here to
succeed, be happy, be healthy and accomplish worthy objectives.
Many things have happened since that long ago encounter
with Mr. Merrell, but that occasion was a turning point in my life.
This is not to imply that things have always gone my way since
that memorable day, because they haven't. There was a time
when I became a "wandering generality" with more than my
share of ups and downs.
During one of my "downs" I picked up Dr. Peale's "Power Of
Positive Thinking" and my career, which was in trouble again,
surged forward. Dr. Peale helped me identify the real source of
my problems. Needless to say it was me. Many other good books
and good people have been "life savers" at other "down" times.
That's why I encourage you to deliberately seek the company of
good people and good books. While there have been some "downs"
after Mr. Merrell there have been more "ups", especially since
July 4, 1972, when I committed my life to Jesus Christ.
This book, and The Richer Life Course which is built on the
book, has been the highlight of my professional life. But it has also
been my privilege to see some of my works translated into
French, German, Japanese, Spanish and Braille. I have traveled
over two million miles speaking to audiences as large as 16,000,
ranging from student groups and sales organizations to
churches, professional athletic teams and Chambers of Com-
merce. I have appeared with such outstanding Americans as Dr.
Peale, Ronald Reagan, General "Chappie" James, Art Linkletter,
Paul Harvey, Olympic Star Bob Richards, Dr. Ken McFarland,
101
SEGMENT THREE
CHAPTER ONE
THE WAY YOU SEE OTHERS
THE PROBLEM IS
As a young salesman, I read a story that made a lasting
impression. A five-year-old girl made her musical debut in a
church contata. She had a beautiful voice and from the beginning
a great career was predicted for her. As she grew older she was
more and more in demand for church, school and social functions.
Recognizing the need for professional voice training, the family
sent her to a well-known voice teacher. The teacher knew his
music as perhaps few others did. He was a perfectionist who
demanded top performance at all times. Any time the girl would
waiver a bit or miss her timing in the least, he carefully pointed
out her errors. Over a period of time, her admiration for her
teacher deepened. Despite the age difference and the fact he was
more critical than complimentary, she fell in love with him and
they were married.
106
but I will never forget you. You are the man who gave me back
my self-respect. I was a "beggar" selling pencils until you came
along and told me I was a businessman."
A wise man said, "A lot of people have gone further than
they thought they could because someone else thought they
could." How do you see others? The greatest good we can do for
anyone is not to share our wealth with them, but rather to reveal
their own wealth to them. It's astonishing how much talent and
ability rests inside a human being. We devoted considerable time
in the first two Segments selling you on you. Just as the first step
to success is knowing your own potential, the second step is
knowing the potential of others. Fortunately, as we recognize our
own ability, it's easy to recognize the ability of others. Once we see
it, we can help them discover it for themselves.
with envy at the fact that Home Interiors and Gifts stops
recruiting on October 10 each year because they need to "catch
their breath" and be able to give continued good service through
the increased Christmas business.] To the best of my knowledge,
they are the only sales company in America who do this.
It's clear, however, that two bankers were wrong and the one
who said yes was right, because Home Interiors and Gifts,
formed by Mrs. Mary Crowley of Dallas, Texas, is truly one of the
Horatio Alger stories of this century. Starting from scratch -
and she provided the scratch - Mary Crowley through the
utilization of all the principles for outstanding and lasting
success has built a company that has become a model in the direct
sales world. Built on a bed rock of faith in Almighty God and the
conviction that not only could a business be built on faith,
integrity, hard work and equal opportunity for all, but it must be
built that way for permanence. Being a woman - and grateful
for it - Mary felt the sting of prejudice and discrimination
keenly enough to know that it must not exist in Home Interiors
and Gifts.
The question most people ask is why and how has Mary
Crowley and her company achieved such remarkable success
since it was founded in December 1957. The answer is simple, but
it goes far below the surface. If I had to sum up Mary Crowley and
her success in a few words, I would say that she has reached the
heights because of the depth of her beliefs. She believes that "one
person with a belief is equal to a force of ninety-nine who have
only interest." She believes in the enormous potential in everyone
and is determined to give her sales ladies an unlimited
opportunity for growth and financial success. She believes that if
you build people mentally, morally, physically, and spiritually
that they will build the business on the same foundation. By any
standard, Mary Crowley is a "rich" woman, but she's rich - not
because of what she has [and that's a bunch] - but because of
what she gives away [that's an even bigger bunch].
Mary says it beautifully in her book, "Think Mink." A few of
her real gems include, "don't get the rabbit habit - think mink,"
"people need loving the most when they deserve it the least,"
"worry is a misuse of the imagination," "God will mend even a
109
RATS
Several years ago, at Harvard University, Dr. Robert
Rosenthal conducted an intriguing series of experiments
involving three groups of students and three groups of rats. He
informed the first group of students, "You're in luck. You are
going to be working with genius rats. These rats have been bred
for intelligence and are extremely bright. They will get to the end
of the maze in nothing flat, and eat lots of cheese, so buy plenty.
The second group was told, "Your rats are just average, not too
bright, not too dumb, just a bunch of average rats. They will
eventually get to the end of the maze, and eat some cheese, but
don't expect too much from them. They're "average" in ability
and intelligence, so their performance will be average.
He told the third group of students, "These rats are really bad.
If they find the end of the maze, it will be by accident and not
design. They are really idiots, so naturally they will be low in
performance. I'm not certain you should even buy any cheese.
Just paint a sign at the end of the maze that says cheese."
For the next six weeks, the students conducted experiments
under exacting scientific conditions. The genius rats performed
like genuises. They reaches the end of the maze in short order.
The average rats - well, what do you expect from a bunch of
average rats? They made it to the end but they didn't set any
110
speed records in the process. The idiot rats, oh brother, were they
ever sad. They had real difficulty and when one did find the end of
the maze it was obviously an accident and not a "plan."
Here's the interesting thing. There were no genius rats or
idiot rats. They were all average rats out of the same litter. The
difference in performance was the direct result of the difference
in the attitude of the students conducting the series of ex-
periments. In short, the students treated the rats "differently"
because they saw them "differently" and different treatment
brings on different results. The students didn't know rat
language but rats have attitudes, and attitude is a universal
language.
KIDS-SALESMEN-PATIENTS-
EMPLOYEES-MATES
Here's a question for you. What kind of children do you have?
If you're a salesman, what kind of prospects have you been
seeing? If you are a sales manager, what kind of salesmen do you
have? If you are a doctor, what kind of patients have you been
treating? If you are an employer, what kind of employees do you
have? If you are a husband, what kind of wife do you have? If you
are a wife, what kind of husband do you have?
You might say, "Wait a minute, Ziglar, doggone it all, one
minute you're talking about those rats and the next minute you're
talking about my kids, my wife, my husband or my prospects.
Can you be a little clearer?" Obviously, I'm talking about attitude
and the effect your attitude has on the people whose lives you
touch. Let's take our story about the rats another step, because
the experiment was taken one more step and extended to a local
grade school.
One teacher was told, "You're in luck. You will be working
with the genius kids. These students are so bright it's frighten-
ing. They are going to be giving you answers before you ask the
questions. They are extremely intelligent kids. One word of
caution, however; they are so bright they will try to fool you. Some
of them are lazy and will try to con you into giving them less work.
Don't listen to them. These kids can turn out the work. Just put it
to them. Some of them will even say, "Teacher, that's too hard."
111
Don't listen to them and don't worry about the problems being too
hard. These kids can and will solve the toughest ones if you give
them your vote of confidence along with some daily injections of
love, discipline and genuine interest.
A second teacher was told, "You have the average kids.
They're not too bright nor too dumb. They have average I.Q.,
background and ability, so we expect average results."
Naturally, the genius students did better than the average
students. As a matter of fact, at the end of the year, the genius
students were one full year ahead of the average students. I'll bet
you don't have to be a genius to figure out the end of this story, do
you? You're right. There were no genius students. They were all
average students. The only difference was in the attitude of the
teacher. The teacher thought the average students were
geniuses, so they were treated like geniuses, expected to perform
like geniuses, and they did. They were given something to live up
to and not something to live down to. It's true the way you see
"them" is the way you treat them and the way you treat them
is the way they often become.
Here's another question. Have your kids gotten any smarter
the last five minutes? What about the sales people in your
organization? Did your employees or associates become more
productive, wiser, more professional and more skillful during
those few minutes? How about your wife? Has she gotten prettier
and more interesting? Or, did your husband grow in stature? If
these things didn't happen, let me urge you to turn back the pages
and read again, because you missed the point, and your family,
friends and associates have a problem - it's you.
The poet expressed it beautifully when he said, "If you take a
man as he is, you make him worse than he was, but if you see him
as being the best person possible, then he, in fact, becomes the
best person possible." If your kids, while you were reading these
words have suddenly gotten smarter, if a husband, wife or
associate improved, let me say, "Congratulations, you are the one
who is making progress."
An excellent example of this philosophy, of seeing the good in
the other person, is retired U.C.L.A. coach John Wooden, who by
the way is the perfect answer to Leo Durocher's famous and
112
LITTLE ANNIE
A number of years ago, in a mental institution just outside
Boston, Mass., a young girl known as "Little Annie" was locked in
the dungeon. This institution was one of the more enlightened
ones for the treatment of the mentally disturbed. However, the
doctors felt that a dungeon was the only place for those who were
"hopelessly" insane. In Little Annie's case, they saw no hope for
her, so she was consigned to a living death in that small cage
which received little light and even less hope.
About that time, an elderly nurse in the institution was
nearing retirement. She felt there was hope for all of God's
creatures, so she started taking her lunch into the dungeon and
eating outside Little Annie's cage. She felt perhaps she could
communicate some love and hope to the little girl.
In many ways, Little Annie was like an animal. On occasions,
she would violently attack the person who came into her cage. At
other times, she would completely ignore them. When the elderly
nurse started visiting her, Little Annie gave no indication that
she was even aware of her presence. One day, the elderly nurse
brought some brownies to the dungeon and left them outside the
114
cage. Little Annie gave no hint she knew they were there, but
when the nurse returned the next day, the brownies were gone.
From that time on, the nurse would bring brownies when she
made her Thursday visit. Soon, the doctors in the institution
noticed a change was taking place. After a period of time, they
decided to move Little Annie upstairs. Finally, the day came
when this "hopeless case" was told she could return home. But
Little Annie did not wish to leave. The place had meant so much
to her she felt she could make a contribution if she stayed and
worked with the other patients. The elderly nurse had seen and
brought out so much in her life that Little Annie felt she could see
and help develop something in others.
Many years later, Queen Victoria of England, while pinning
England's highest award on a foreigner, asked Helen Keller,
"How do you account for your remarkable accomplishments in
life? How do you explain the fact that even though you were both
blind and deaf, you were able to accomplish so much?" Without a
moment's hesitation, Helen Keller said that had it not been for
Anne Sullivan (Little Annie), the name of Helen Keller would
have remained unknown.
It's not too well known, but Helen Keller was a normal,
healthy baby before some mysterious disease left her almost
helpless and hopeless. Anne Sullivan saw Helen Keller as one of
God's very special people - treated her as she saw her - loved
her - disciplined her - played, prayed, pushed and worked with
her until the flickering candle that was her life became a beacon
that helped light the pathways and lighten the burdens of people
all over the world. Yes, Helen Keller influenced millions after her
own life was touched by "Little Annie?"
arm and a knife strapped to the right arm. Each had a four-foot
handle which made it impossible to eat. So, with food of every
kind at their fingertips, they were starving.
Next stop was Beaven, where the tourist saw a scene identical
in every respect - same foods, knives and forks with those four-
foot handles. However, the inhabitants of Heaven were laughing,
singing and having a great time. They were well fed and in
excellent health. The tourist was puzzled for a moment. He
wondered how conditions could be so similar and yet produce
such different results. The people in Hell were starving and
miserable, while the people in Heaven were well-fed and happy.
Then, he saw the answer. Each person in Hell had been trying to
feed himself. A knife and fork with a four-foot handle made this
impossible. Each person in Heaven was feeding the one across the
table from him and was being fed by the one sitting on the
opposite side. By helping one another they helped themselves.
The message is clear. The way you see situations and people is
extremely important because you treat people and situations
exactly as you see them. That's one reason I keep reminding you
- you can get everything in life you want - if you help enough
other people get what they want.
CHAPTER TWO
GOOD OR BAD, YOU PASS IT ON
"This is the one who won't eat, this is the one who won't mind her
mother, and this is the one who cries all the time."
There is no question in my mind about this man's love for those
three little ones. It showed all over his face and in his eyes as he
petted and played with them. Unfortunately, he was giving them
something to "live down to." The way he saw them was the way he
was treating them. He was giving powerful, negative instruc-
tions to each one. Chances are he often lamented the fact that he
had one little girl who "wouldn't eat," and one who "wouldn't
mind her mother," and one who "cried all the time." Tragically,
the odds are a thousand to one he never knew why. It's true we
reap what we sow-aswell as what others sow in our minds. That
makes it doubly important to see our little ones properly, because
the way we see them determines what we sow in them, which to a
large degree determines what they become.
Linda Isaac's family, friends and teachers "saw" her as a
"dwarf" of limited mental capabilities, so that's the way they
treated her. Her teachers in the Special Education classes in
Italy, Texas didn't think she could learn, so they didn't attempt to
teach her much. They passed her from one grade to the next until
she "graduated" from high school. Now we have a four-foot, 80 lb.
black high school graduate who functions at a first grade level.
Under these circumstances, Linda had two chances in life - slim
and none. Then her mother contacted Carol Clapp at the Texas
Rehabilitation Commission at Goodwill Industries. As a result,
Linda moved to Dallas to live with a sister and start an extensive
three week vocational evaluation program. She was placed in a
work adjustment program where a different crop was planted or
"sowed" in her mind. As a result, she quickly outgrew that
program and was transferred to the Industrial Contract Center.
Today she takes telephone messages, keeps time cards and checks
each day's progress. Her personality changed as her confidence
grew under this "new" treatment. She has joined the Little
People of America and wants to be a secretary; she loves life, likes
what she is doing and her image is such she no longer minds being
called "Shorty." Linda Isaac's story is one that will probably have
a happy ending but it does make you wonder how many people
have been consigned to mediocrity by someone who "saw" them in
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cJ:;J{>
Employer feeds: loyalty, total effort, dedication, etc.
QUEEN OF SALES
Mary Kay Ash, Chairman of the Board for Mary Kay
Cosmetics, totally understands the value and importance of
seeing the good and the potential in others. She knows the value
from both sides of the fence. With two young children to support,
she began working with Stanley Home Products. She got off to a
miserable start but as she watched other girls doing well, she
knew in her own mind her time would come, so she simply re-
doubled her efforts.
A short time later, a national convention was scheduled for
Dallas. Mary Kay borrowed $12.00 to pay for her transportation
and the hotel room. That was all the money she had, and the
$12.00 didn't include meals. She took along cheese and crackers
to eat for the three days. The convention was tremendously
inspiring. On the final night, when Mr. Stanley Beverage placed
the "Queen of Sales" crown on a tall slender brunette, Mary Kay
made the decision that started her on the road to success.
When she walked down the receiving line to shake hands with
President Beverage, she looked him squarely in the eyes and said,
"Mr. Beverage, you don't know who I am tonight, but this time
next year you will because I am going to be the Queen of Sales."
Stanley Beverage could have casually commented on the matter,
but he didn't. He apparently saw that special "something" in
Mary Kay as he looked her in the eye and shook her hand, because
he said to her, "You know, somehow I think you will." She did.
Later, she went on to an outstanding career with that company
and another one as well.
Then, one day she "retired," but her retirement lasted about a
month with twelve hour work days. After a day or two of
meditation to collect her thoughts, she took a yellow pad and
started "figuring." She listed all the things she liked about the
companies she had represented. She put down the things she
considered important to a woman seeking a career in selling. She
wrote down the things she wanted to do, be and have as she was
building her own career. She decided to start her own company
and build it on a basis that would permit her people to utilize the
beauty and ability she saw in every woman. She felt it was far
better and more important to reveal to the person what
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they already had than it was to give that person part of what she
had.
Mary Kay saw women as capable of earning large sums of
money and having the luxuries of life, including Cadillac
automobiles. With limited finances but unlimited faith, Mary
Kay Cosmetics began in August, 1963. Before the calendar year
ended they had sold roughly $60,000 in retail products. In 1976,
Mary Kay Cosmetics sold approximately $88,000,000 and nearly
40,000 Consultants and Directors tell the Mary Kay story in every
state in the Union.
There are many reasons for this success story, but it all started
when someone "saw" something special in Mary Kay. It
continued and grew because she kept things in proper perspec-
tive. She teaches her people that God comes first, the family
second and Mary Kay Cosmetics third. She also "saw" and "sees"
enormous abilities in her people and treats them accordingly. As
a result, she "sees" them all over the country, driving around in
Mary Kay pink Cadillacs.
IT PAYS TO SHARE
Major Anderson, of Revolutionary War fame, owned a
library. He was an unselfish man who opened his library to the
young men of the area who wanted to acquire more knowledge.
One of the young boys who came to Major Anderson's home every
Saturday morning was a Scottish lad who was extremely
grateful for the opportunity to spend the day reading. Apparent-
ly, he learned a great deal in the process, because Andrew
Carnegie went on to become one of the most productive and
wealthy men America has ever produced. He created forty-three
millionaires when millionaires were truly rare individuals.
Carnegie passed this kindness on in another way. He created the
Carnegie Libraries all over the United States. Untold thousands
of people still benefit from his generosity.
Yes, when you see ability in others and then help nourish and
develop that ability, you make some remarkable contributions.
Of course, the most remarkable thing is the more you "pass on"
to others, the more you keep for yourself. A case in point is
Charles Percy, who was made president of Bell and Howell at the
age of 39. He had worked up through the ranks of the company
and acquired both fame and fortune. Today he is an outstanding
United States Senator. Interestingly enough, the one comment
most often made about Senator Percy is his uncanny ability to see
the potential in another person and then persuade that person to
use his ability.
Occasionally, this philosophy will temporarily move you into
the shadow instead of the spotlight. A case in point is Chris
Chattaway, the "pacer" who played a key role in the first four
minute mile. Chattaway burned himself out the first three laps
setting a fast pace for Roger Bannister, so Bannister could break
the "unbreakable" 4 minute barrier. Bannister broke the barrier
and achieved international fame while Chattaway dropped into
relative obscurity. Since that time, however, there have been
126
some 500 races run in less than four minutes but Chattaway is
and always will be the only one who gave of himself by setting the
pace so the unbreakable barrier could be broken.
A SUBSTITUTE EMCEE
tell the prospective employer the truth, inevitably the truth will
come out and the man will often lose his job almost regardless of
his performance. The reason for this is simple. We have a natural
tendency to see the "con" and forget the "ex". We look at him or
her and a message goes through our minds a thousand times:
"Here is a jailbird, a thief, liar, forgerer, etc." Remember, we
treat people as we see them. So, if we see ex-cons as thieves, we
communicate that fact. Combine that with over-sensitivity to
every hurt, real or imagined, and you have an explosive situation.
After a series of frustrations, when they have honestly made
efforts to adjust, they frequently begin to rationalize their
situations. Their reasoning goes something like this: "Everybody
knows I'm an ex-con, so nobody trusts me. They think I'm going to
slip again, so they're watching me very carefully. At the first
stumble they're going to give me a shove back down. I can only go
so long before I have to have some money and there's only one way
to get it. Besides, it will serve them right." This reasoning leads
them back to crime and prison.
That's the problem; now let's look at a solution. First,
concentrate on preparing him for a successful return to society
[I'm prejudiced but I think he should be taught The Richer Life
Course based on this book ], instead of just punishing him for the
mistake he made while a member of society. Second, let's go to the
source we can depend on to solve all problems - the Holy Bible.
In the Gospel of Luke 17:3, Jesus tells us if our brother trespasses
against us, we should rebuke [punish] him and if he repents
[recognizes his error], we should forgive him and treat him
accordingly.
The rest of the solution is found in the first few verses of the
8th chapter of the Gospel of John. The scribes and Pharisees had
taken a woman in the act of adultery. They knew that Moses' law
explicitly stated she was to be stoned. They brought her to Jesus
to find out what he would do with her.
At first Jesus did not answer them; instead he stooped down
and wrote something in the sand. The woman's tormenters
persisted. They asked what he would do. Jesus then stood up and
said to them, "He that is without sin among you let him first cast a
stone at her." Again he stooped down and continued to write on
129
of the day and the setting sun shining through the beautiful
stained-glass windows gave the old man an angelic appearance.
He was a skilled organist playing sad and melancholy songs
because he was being replaced by a younger man. At dusk, the
young man rather brusquely stepped in the back door of the
cathedral. The old man noted his entrance, removed the key from
the organ, put it in his pocket and slowly made his way to the back
of the cathedral. As the old man drew abreast of him, the young
man extended his hand and said, "Please, the key." The old man
took the key out of his pocket and gave it to the young man who
hurriedly walked to the organ. He paused for a brief moment, sat
down on the bench, inserted the key and started to play. The old
man had played beautifully and skillfully but the young man
played with sheer genius. Music such as the world had never
heard came from the organ. It filled the cathedral, the town, and
even the countryside. This was the world's first exposure to the
music of Johann Sebastian Bach. The old man, with tears
streaming down his cheeks, said, "Suppose, just suppose I had not
given the master the key."
It's obvious the old man did give the young man the key. It's
also obvious the young man made full use of that key. It's a
sobering thought, because we hold the key to the future of others.
We don't live alone. Our actions and deeds affect other people,
many of whom we will never know. That's the reason our
obligation and responsibility for doing the best we can with what
we have goes beyond our own personal lives.
132
CHAPTER THREE
THE MOST IMPORTANT "OTHER" PERSON
ROMEO - AT HOME
Many years ago I had a friend who was constantly in hot water
because of his extra marital affairs. He appeared to be a happy
man about town, but in reality he was anything but happy. Our
paths separated for several years and the next time we met, I saw
a different man. He was happier, more relaxed, and considerably
more successful. So, I asked the obvious question, "What
happened?" Enthusiastically he told me about finding a beautiful
but lonely and misunderstood little housewife who was married
to a heel. He explained that he had "moved in," was avidly
courting her and that things had never been better. Thoroughly
enjoying my consternation, my friend finally explained that the
girl was his wife of 15 years. Substantially relieved - but more
puzzled than ever - I asked him to "explain" himself. His
explanation was simple but it offers the solution to most marital
problems today. He said, "You know, Zig, I discovered that if I
was as thoughtful and considerate of my wife, that if I courted her
as carefully, said and did as many nice things for her as I did the
"other" girls, that I had both pleasure and happiness at home. He
told me that the greatest thing in the world was to have someone
excl usively for your own - to love, to trust, and to honor. To thatI
say, "Amen!"
That kind of love is demonstrated by a total, "blind" loyalty to
your mate. I'm convinced that happiness, security, peace of mind,
etc. is wrapped up in loyalty. My wife and I both feel that we
would be completely miserable if there was any doubt about our
total loyalty to each other.
Unfortunately, many husbands and wives are pleasant and
considerate to associates, clerks, secretaries, postmen, and even
strangers, but are often either short and abrupt with each other
or take each other for granted. The question is, "Why?" I will
attempt to answer the question and offer some suggestions based
134
on the 31 wonderful years I've had with the beautiful woman God
gave me to love and honor. She is the most important person in my
life and we grow closer by the day. I mention this because I'm
hopeful the thoughts I express will be meaningful to you and
yours. It's difficult to believe that any responsible married person
can be fully effective or happy without a harmonious relationship
with his or her mate.
Since the marriage is the family and the family is the
foundation of this country, this chapter might well be the most
important one in this book. [Dr. Paul Pspense, Time Magazine,
December 29, 1970 said, "It can be demonstrated from history
that no society has ever survived after its family life
deteriorated."] The way you see your mate, treat your mate and
get along with your mate is tremendously important. As a matter
of fact, this relationship has more to do with your success and
happiness than your relationship with any other person. How do
you see your husband or your wife? How do you see each other as a
couple? Or as a family?
I don't pretend to be an expert, but from experience and
observation I offer three possible reasons for most marital
difficulties. First, most husbands and wives, over a period of time
grow accustomed to having their mate around. They assume
everything is fine and that the mate will always be with them.
Obviously, they assume too much, because four marriages in ten
end in divorce, while many other marriages exist in name only.
Second, the environment in which we live feeds the problem.
Many of our associates consider it corny or mushy to show
genuine love and affection for their mates. Comedians and would-
be comedians have a field day lambasting the institution of
marriage, with special jabs reserved for the wife and mother-in-
law. Third, the changing morality, which recognizes free love,
trial marriages, extra-marital affairs, wife swapping and the
shedding of a mate for no reason other than boredom, breeds
insecurity and uncertainty. There is even a movement underway
to give women the right to maintain their maiden name after
marriage so if the couple is later divorced, the wife won't have so
much "trouble" changing her bank accounts, credit cards, etc.
Talk about planning for failure.
135
THIS I BELIEVE
We often see or hear a love story advertised as "the most
beautiful love story ever told". Obviously all of those claims are
not true, but just as obviously, someone, somewhere at sometime
has told or will tell the most beautiful love story ever told.
However, I am totally convinced that the really beautiful love
stories have never been and never will be - told. They have been
and will continue to be -lived - and lived away from the printed
page, the TV set and the silver screen. The reason is simple. No
husband and wife, who deeply care for each other, who put their
mate above anyone and everyone else, would dream of sharing
the details of their life and love. There is simply no way that a
sensitive, loving husband or wife would consider revealing, to
even one other person, much less the world - the countless ways
they have of sharing with each other and showing to each other
the depth ofthat love they feel for each other. To do so would make
an intimate, personal and beautiful relationship a community or
public property which would degrade and make common a
relationship which God Almighty has decreed as holy. True love
is truly beautiful and very private.
By now, you know I'm one of these old-fashioned guys who
believes in God, family and country, and those vows - for better
or worse - are not just words. They are opportunities to stay and
grow together. Just as fine steel can be truly tempered only with
the use of heat and cold, and highways can only be made safe by
adding hills, valleys, and curves, so must love and marriage be
built in the crucible of trials and tribulations. That's why it's so
distressing to see young men and women flaunt the laws of God
with trial marriage or communal living. Or for that matter,
calling it quits at the first straw in the windstorm before they
have time to know each other, much less to love each other. They
have no concept of what love between two responsible people is all
about. They haven't learned to differentiate between love and sex
- they can be in the same ball park or two entirely different ones.
When sex is a manifestation of love and consumated in holy
matrimony it is truly beautiful and as God intended. When it is an
expression of lust, it is animalistic and selfish.
Love - contrary to what the poet and the TV writer might say
139
to telephone just to chat and express your love. After all, the best
time to express love for your mate is before someone else does.
Occasionally drop a "love letter" in the mail. It's a small
investment with great rewards.
4. Surprise him or her with an occasional gift or card. It
obviously isn't the gift itself, but the thought behind the gift. As
Sir Lancelot said, "The gift without the giver is bare." Another
poet expressed it rather eloquently when he said, "Rings and
jewels are not gifts, but apologies for gifts. The only true gift is a
portion of one's self."
5. Spend some QUALITY time together. Remember how
you courted each other so avidly and how you had so much time
just for courting before marriage? Repeat the process. Go for a
walk or simply turn off the TV and make your mate feel as if he or
she is the most important person in your Hfe. He or she is,
whether or not you realize it at this moment.
6. Be a good listener. As a wise man once said, "Talking is
sharing but listening is caring." Listen to the myriads of detail
and small talk that make up your mate's day. Always remember
that duty makes us do things well, but love makes us do them
beautifully. I emphasize again that what occasionally starts out
as duty turns into complete love. Interestingly enough, you will
be amazed at how exciting some of those details can be.
7. Don't make your husband or wife compete with the kids
for your attention. Reserve time just for him or her.
8. When you disagree, remember, you can disagree without
being disagreeable. However, you must never go to sleep at night
with unresolved differences. You will not sleep as well and these
differences will settle into both of your subconscious minds and
will be a recurring source of problems. You can be honest and yet
sensitive to each other.
9. Remember, our creator decreed that the man is the head
of the household. Perhaps this should have been step number one.
A woman is infinitely more secure knowing she has a man to
handle the major decisions. I have seldom, if ever, seen a truly
happy marriage where the husband was not the head of the
family. If the husband then makes certain that Almighty God is
his master, then it insures the relationship with certainty.
141
However, the husband must remember he can fill this role with
love and kindness and yet with authority and firmness. God also
teaches us that man is to honor his wife and to love her as his own
body (Eph 5:28). Remember God took the woman from under
Adam's arm, not from his head so she could rule over him, nor
from his foot so he might trample her. He took her from his side,
from a secure and protected position, so husband and wife could
walk down life's highway together. For an in-depth look at the
true concept of what this means, read The Christian Family by
Larry Christanson.
10. Remember, you will often have to "bend over
backwards" to please or understand your mate. That position
might be a little uncomfortable but it makes it difficult for you or
your marriage to fall on its face.
11. Try this recipe guaranteed to cook up a happy
marriage.
1 Cup - Love 5 Spoons - Hope
2 Cups - Loyalty 2 Spoons - Tenderness
3 Cups - Forgiveness 4 Quarts - Faith
1 Cup - Friendship 1 Barrel - Laughter
Take Love and Loyalty and mix it thoroughly with Faith. Blend it
with Tenderness, Kindness and Understanding. Add Friendship
and Hope. Sprinkle abundantly with Laughter. Bake it with
Sunshine. Serve generous helpings daily.
12. Use Ephesians 4:32 (And be ye kind one to another,
tenderhearted, forgiving one another) as your daily guide.
13. Pray together. Evidence is substantial that husbands
and wives who pray together on a daily basis have a divorce rate
of less than 3%.
14. Remember, when the inevitable disagreement takes
place, who makes the move to "make up" isn't important.
However, the one who makes the move demonstrates the greater
maturity and love.
HUSBANDS - COURT YOUR WIFE
1.Start every day by telling him how much you love him
and end every day the same way_
2. Remember that the natures of men and women are
considerably different. A man needs his ego fed regularly,
143
the role of the female and she will grow up to be a woman with the
natural affection for the opposite sex.
7. Do you want to be a queen? Treat your husband like a
king and you will give him no choice, because no king is complete
until he has his queen.
I repeat, marriage is not a 50/50 proposition. It is 100%/100%.
I'm convinced it is impossible to make your mate happy and not
benefit tremendously yourself.
Again, I wish to emphasize you can get everything in life
you want, if you help enough other people get what they
want. This is especially true between husbands and wives. Try it,
you'll love it. If you really try it, you fully qualify to take that next
step up the stairway. Take a good look. There you are with the
biggest smile of your life on your face, ready to take step number
two because you are making the most important person in your
life truly happy.
TOMORROW
SEGMENT FOUR
GOALS
CHAPTER ONE
ARE GOALS REALLY NECESSARY?
ACTIVITY - OR ACCOMPLISHMENT
procedures you need to build your image to the point that you
know you deserve the good things life has to offer, so it's now up to
you on that one.
This brings us to fear, so let's rationally lock at that one. If fear
is your problem, it simply means that you do not want to be wrong
in front of your friends so you do not make a commitment. By the
way you are "half right" in this approach, you should never share
your goals with anyone unless you know they not only believe you
can reach these goals but they want you to reach them. Others
decide not to commit their goals to paper so if they don't quite
"make it", they will have the built in explanation that they didn't
really fail because they never set those goals. This is a safer and
even a "no risk" approach for them.
U sing that line of reasoning, I could point out that it would be
"safer" for a ship to stay in the harbor, "safer" for a plane to stay
on the ground and "safer" for a house to stay empty because a ship
encounters "risk" when it leaves the harbor, a plane encounters
"risk" when it leaves the ground and a house invites "risk" when
someone moves in. But the ship would collect barnacles and
become unseaworthy even faster in the harbor. The plane will
rust much faster on the ground and the house would deteriorate
much faster standing empty. Yes, there is danger in setting goals
but the risk is infinitely greater when you don't set goals. The
reason is simple. Just as ships are built to sail the seas, planes to
fly tl,.e heavens, and houses for living, so is man created for a
purpose. You are here for a reason. That purpose is to get
everything out of you that is humanly possible so you can make
your contributions to mankind. Goals £:nable you to do more for
yourself and others, too.
Since the first and most obvious step is to "sell" you on doing
something now about your goals, I'm flat gonna do exactly that.
[In all fairness I feel I should issue this "warning" since you are
obviously interested in "buying" or you wouldn't have gotten this
far in the book.]
have good news for you. You can take a three-day trip to Acapulco
with our group and it won't cost you a dime. We leave tomorrow
morning at 8:00 a.m. and we have room for two more people. The
boss is flying us down in his private jet and we will all stay at his
Villa right on the beach." Your first reaction might be, "That
would be wonderful, but I have so much to do, I don't see how I
could get ready and do the things I need to do before I could go
anywhere."
Before you can answer, your good wife tells you she has an idea
and suggests you tell your friend you will call him back in a few
minutes. The minute you hang up you and your wife start
thinking and planning. First you ask, "What do I have to do?" Out
comes pen and paper, and you commit to writing all the things
you must get done. Next, you list them in order of their
importance. Finally, you delegate some of the responsibilities to
others. Then you call the friend back and say, "Hey, you know,
I've been checking the schedule, and we can make that trip after
all."
I'll guarantee that you would do more in the next 24 hours
than you normally do in several days. Wouldn't you?
Since you had to say yes to that question, let me ask you
another one. Why don't you go to Acapulco tomorrow -
everyday? Why don't you list the things you need to do during the
next three days. Then act as if you only had one day to do three
days work. As my boss in the grocery store used to say, "that will
force you to put your thinking cap on". You will use your mental
capacity to think, plan and delegate before you start working.
This will enable you to accomplish so much more, that you can
literally go to Acapulco - or anywhere else you wish to go - in
the tomorrows of your life. Reason: You will have changed from a
"wandering generality" to a "meaningful specific". Your life will
have direction.
People often complain about lack of time when the lack of
direction is the real problem. Many "experts" say we should be
arrested for murder when we kill time. Close examination,
however, makes it obvious that killing time is not murder - it's
suicide. Time can be an ally or an enemy. What it becomes
depends entirely upon you, your goals and your determination to
use every available minute.
152
NO GOALS - NO GAME
Let me illustrate the importance of goals by looking at a scene
of the deciding game of a basketball championship. The teams
have taken their warm-up shots and are physically ready for the
game. The adrenalin is flowing and it's obvious the players feel
the excitement that goes with a championship game. They return
to their dressing rooms and the coaches give them the last "shot in
the arm" before action begins. "This is it, fellows. It's now or
never. We win or lose it all tonight. Nobody remembers the best
man at a wedding, and nobody remembers who came in second.
The whole season is tonight.
The players respond. They're so charged up they almost tear
the doors off the hinges as they rush back to the court. As they get
to the court they stop short and, in complete confusion which
gives way to frustration and anger, they point out that the goals
have been removed. They angrily demand to know how they can
playa game without the goals. They know that without goals,
they would never know the score, never know whether they hit or
missed, never know how they stacked up against competition and
never know whether they were on or off the target. As a matter of
fact, they wouldn't even attempt to play the basketball game
without the goals. Those basketball goals are important, aren't
they? What about you? Are you attempting to play the game of
life without goals? If you are, what's the score?
LIFE IS VALUABLE
Butter Rum - but there was a small problem. Butter Rum cost
considerably more than Julie had gotten for Irish and she
stubbornly refused to let mom and dad finance the difference.
This situation only slowed her to a fast run however, because
Julie is a girl who believes if you want something you must do
something. She also believed the basic goal-reaching principle
that you go as far as you can see and when you get there, you
will always be able to see further. Using her money from Irish
as the down payment and working out a payment plan for the
balance, she bought Butter Rum. Then she got a job to earn
money to make the payments. She also sought and personally
paid for professional help in training Butter Rum. She worked
him - and herself -hard and often. Soon Butter Rum and Julie
began winning ribbons. Julie's wall is covered by ribbons of all
colors, and she has been offered four-and-a-half times as much for
Butter Rum as she paid for him.
The exciting thing about this story, aside from the fact it is
about my little girl, is it tells us again that if we want something
badly enough, we must make it our definite goal. When we go
after it as if we can't fail, many things will happen to help make
certain we won't.
religious convictions.
Dexter turned down a scholarship to Yale because he was in a
hurry to get started on the road to success. His free enterprise
dream started with a jug of Kool-Aid which rapidly grew to a
lucrative pop stand. This early taste of success completely sold
him on the free enterprise system. Dexter was also quite
successful as a car salesman, as an inside salesman for Sears and
other ventures, including a stint with a construction company.
However, Dexter and his devoted helpmate, Birdie, never really
"hit their stride" until a series of circumstances, which they know
were God directed, led them to join the Amway Corporation of
Ada, Michigan on November 1,1965. Their growth and success
has been steady and even spectacular [I did not say easy]. Today
they rate near the top with the rank of Triple Diamond
Distributor.
Long hours of hard work with a tremendous amount of
enthusiasm enabled the Yagers to realize their dream which had
been stymied by broken promises in the past. Today the Yager
organization is world wide and world famous and numbers in the
tens of thousands. Dexter's Amway success, however, is not due
just to what he did after he joined Amway. His success is due to
the years of foundation building on the pillars of honesty,
character, love, loyalty, integrity, and faith in Almighty God. His
success had long been a reality in his own mind and his dream
came into being when preparation met opportunity. It became a
reality as Dexter knew it would because he had given birth to his
dream as a youngster. Then he fed and watered it as a young
adult until it developed and hardened in manhood.
In the success process the Yagers gave the business and life
their all [effort, dedication, etc.] so it was inevitable that they
would get a lot of things [financial security, beautiful 11,000 foot
home with seven bedrooms, swimming pool, big cars, motor
home, diamond rings, etc.] Birdie sums up their commitment and
success this way. "When you set a limit on what you are going to
give and do, you set a ceiling on how high you are going and what
you will have when you get there." Since Dexter set no limits on
what he was going to give, he has removed the ceilings on what he
is getting.
159
It might not be original with Dexter, but ifhe didn't coin the
phrase, "Don't let anyone steal your dream" he has come to be
closely identified with it as he challenges audiences all over the
country to be careful of their associating with other people so that
none could or would steal their dreams. As for Dexter and Birdie
Yager, they long ago set their own dreams in steel.
This philosophy will work for you as it did for Dexter Yager.
His story in so many ways epitomizes the philosophy of SEE
YOU AT THE TOP because Dexter is getting everything our
artist identified on the Stairway to the Top pages. He made it to
the top because he dealt with the physical, mental and spiritual
man. He's staying there because he built on a solid foundation and
because he recognizes the space limitations at the top [not enough
room to sit down]. He's getting everything in life he wants
because he's helping hundreds of other people get what they
want. More importantly, he's closer than ever to his beautiful
wife and their seven happy, healthy, well adjusted kids. That's
Dexter Yager, the "steel" dreamer.
By now you should be "sold" on doing something about your
own goals so let's move forward and identify the characteristics
of goals, explain how to set them and how to reach them.
CHAPTER TWO
CHARACTERISTICS OF GOALS
[your big goal] you won't end up with a handful of mud. You need
to see life as something big and exciting and your goals as big
ones. A wise man once said, "Make no small plans for they have
no capacity to stir men's souls."
The way you see life will largely determine what you get
out of it. Take a bar of iron and use it for a door stop and it's worth
a dollar. Manufacture horseshoes from that iron and they're
worth about fifty dollars. Take the same bar of iron, remove the
impurities, refine it into fine steel and manufacture it into
mainsprings for precision watches and it's worth a quarter of a
million dollars.
The way you see the bar of iron makes the difference, and the
way you see yourself and your future will also make the
difference. You need to have a big goal. I don't care whether you
are a beautician; housewife, athlete, student, salesperson or
businessman, you must have a big goal. Obviously, the size of
goals will vary with individuals. Booker T. Washington said,
"You measure the size of the accomplishment by the obstacles you
have to overcome to reach your goals." I agree with him, for, "Of
whom much is given, much shall be required."
OVERCOMING OBSTACLES
As I write these words, I am aboard a DC-10 from Los Angeles
to Dallas. Our scheduled departure was 5:15 p.m. Unavoidable
delays held us until 6:03 p.m. When we left the Los Angeles
airport, we were headed for Dallas, but within 20 minutes the
situation had changed. The cross-wind currents were slightly
different from those predicted before takeoff, so we were slightly
off course. The captain made a slight adjustment and we were
again headed for Dallas. My point is this: when we were a little off
our course, the captain didn't turn the plane around and return to
Los Angeles to make a fresh start. Even so, as you head toward
your goals, be prepared to make some slight adjustments in
your course.
As you set your long-range goals, let me urge you not to
attempt to overcome all the obstacles before you start. Nobody,
164
I hope you fully understand that you must take the general
information on goal setting and specifically apply it to your own
situation. Later, I will give you a number of specifics which will
apply to your situation. Whatever you want - if you expect to
reach full effectiveness - must be specific in detail.
CHAPTER THREE
SETTING YOUR GOALS
starts by challenging the man above him. After each success, and
as he gains confidence and experience, he moves up the ladder.
Many promising fighters have destroyed their careers by getting
over their heads against competition that was too tough before
they had gained the necessary experience.
"In reaching and achieving your goals," I advised the young
man, "take it on a more gradual basis." In essence, I advised him
to find out what the top man was earning. This would enable him
to know what his target actually was. Then I urged him to
research the average earnings of the people within his company. I
further advised him to select a figure slightly lower than the
average and set this as his goal for the first month. I felt he could
do better, but I wanted him to have the initial confidence that
goes with reaching a first objective. Confidence is the hand-
maiden of success. Once success to any degree is yours, it's easier
to achieve greater success [do something well, then it's easy to
excel] I then urged him to select targets within the organization
and start beating the man above him. Following this procedure
he would eventually be the number one producer and could then
set much higher monetary goals. To accomplish this he had to lay
out his schedule on a daily basis.
Whether or not he would have reached his target of $1,000,000
in a -single year is academic. With the proper approach to goal
setting, I'm convinced the young man will go farther, faster and
be happier in the process. Having said these things, let me
remind you that I did not say his goal was impossible. I have a
certain amount of courage but not enough to place an absolute
ceiling on the potential of a dedicated man.
It's also quite sad. Here was a young man who didn't know where
he was and had no idea where he'd been but, with the confidence
that generally goes with ignorance, he knew where he was going.
Unfortunately, most people are in about the same condition.
They don't know where they are, have no idea where they've been,
but they invariably think they know where they're going. Am I
talking about you? If I am, then you might have acquired this
book just in time.
I challenged the young salesman with a question: "How would
you like to become an immortal in the cookware business?" Now,
the word immortal is a pretty challenging word. He took the bait
and responded enthusiastically. "How?" "Easy," I answered,
"just break the all-time company record." This time his response
was considerably less enthusiastic. He said, "That sure is easy for
you to say, but nobody, including me, will ever break that
record." Naturally I was curious, so I asked what he meant by "no
one will ever break that record." He informed me rather
emphatically that the record was not "honest" because the man
who set it had his son-in-law selling cookware in his name.
This young man's Loser's Limp was, "I can't do it because the
record isn't honest." I reassured him the record was legitimate
and challenged him by saying, "If one man set the record another
can break it." Since incentive is the soul of success, I dangled
some rewards before him. First of all, I assured him that if he
broke that all-time record the company would hang his picture in
the home office along with the president's. He liked that. Then, I
told him his picture would be used in national ads and articles
and he would become famous as the best "pot" salesman in the
world [that was before marijuana was a problem, and "pot" was
something you used for cooking]. He really liked that. Finally, I
told him they would make him a "gold pot" or at least one that
looked like gold. That did it as far as motivation was concerned,
but he still had some doubt about how much he could sell.
I reminded him he could break the record by taking his best
week and multiplying it by 50. He grinned and said, "Boy, that's
easy for you to say ... " I interrupted, "Yes, and it's easy for you to
173
do, if you believe you can." He still wasn't convinced he could, but
he promised to give it serious thought. That's an important point,
because a goal casually set and lightly taken is freely
abandoned at the first obstacle.
NO "IF" DECISIONS
classes or courses around the country and can work direcly with
one of our instructors in setting your specific goals. In the
meantime, here are some other thoughts which should be helpful.
Let's take the case of the mother who said, "How can I set a
series of goals?" First of all, a mother should have a big goal. One
of the biggest goals any mother can have is to teach her children
how to live in a complex society and pay their own way. To raise
her children to be happy, healthy, morally and emotionally sound
is a big goal for any mother. A long-range goal could be to teach
her children to be contributing members of society. She can also
teach them enough by word and deed that they will have an
honest shot at spending eternity with Jesus Christ.
One of the finest daily goals we can set is to teach our children
how to do things for themselves. The Chinese say it well, "If you
give a man a fish, you feed him for the day, but if you teach him
how to fish, you feed him for life." Teach your children how to do
things, how to be self-supporting and self-sustaining. What could
be a better daily goal for a mother than that?
Everybody's daily goals should be to do the best they can today
while preparing for a better tomorrow. The future is the place
where you're going to spend the rest of your life. Daily
accomplishments are bricks leading to that place. If you
regularly and firmly put the bricks into place with proper goal
setting procedures, you will eventually build your stairway to the
top. In order for you to properly set your lifetime goals as stated
earlier, you must clearly understand that the elevator to the top is
"out of order." You're going to have to take the stairs - one at a
time. Fortunately, they are clearly marked and are beckoning
you to climb them - all the way up.
177
CHAPTER fOUR
REACHING YOUR GOALS
When I started this book, the words were flowing easily and
coming out well, at least in my mind. When I wrote the words,
"You can go where you want to go, do what you want to do,
have what you want to have, and be what you want to be," I'll
have to confess I held those words out in front of me and with a
degree of satisfaction said to myself, "That's good." U nfortunate-
ly, I had to hold the words some distance away, because there was
a 41" waistline and 202 lbs. between me and those words. As I
read the words, I started thinking and talking to myself. [It's not
bad to talk to yourself. It's not even bad to answer - however, if
you ever catch yourself saying "Huh?" to the answer, you're in
trouble. That's the position I found myself in.]
The thought occurred to me that eventually some reader
would ask if I really believed what I had written. Since honesty
starts within, I was led to re-evaluate every word I wrote. In a
nutshell, it boiled down to this - if I believed it, I should live it
and if I didn't believe it, I shouldn't write it. With this in mind I
asked myself, "Are you really like you want to be, Zig?"
As I wrestled with this question, it became more and more
obvious that I was either going to have to delete this portion of the
book or have difficulty living with myself. It was also inevitable
that I would be confronted with people who ask embarrasing
questions. In addition, my son was eight years old and I felt very
strongly that a father should be able to whip his children until
they are at least 12 years old. At the rate I was going, I wasn't
even going to be able to catch mine. The thing that sent me
looking for help though, was my redhead who kept telling me to
hold my stomach in - and I already was.
Fortunately, Dallas is the home of the world famous Aerobics
Center founded by Dr. Kenneth Cooper. Dr. Cooper is variously
described as either the Air Force Doctor or the Running Doctor.
178
boy running all over the neighborhood, I want to have you looking
as good as possible." Down to the store she went to buy me some
fancy running shirts and shorts to go with the running shoes Dr.
Martin had advised me to buy.
While in Dr. Martin's office, I did something that was ugly,
but I'll use the excuse that I had not read Ann Landers at the
time. Ann says it is not nice or honest to take pages out of
magazines belonging to someone else. Actually I knew that, so I
can't honestly hide behind her. I took the page advertising jockey
shorts. If you don't read the jockey short ads, let me suggest that
you at least look at the picture the next time you see one. You will
discover they don't put jockey shorts on fat boys. At least they
don't have a "Good-Year."
The next morning when the alarm sounded, I hopped out of
bed, slipped on those fancy running clothes and shoes, tore out the
front door - and ran a block, all by myself. The next day,
however, I did considerably better. I ran a block and a mailbox.
The third day it was a block and two mailboxes, then a block and
three mailboxes, until finally one day I ran all the way around the
block. When I passed that milestone I woke up the entire family
and told them what "Dad had done."
Then one day I ran a half-mile, then a mile, then a mile-and-a-
half, then two miles. I started on the calisthenics bit. I did 6 push-
ups, then 8, then 10, then 20, then 30, then 40. Today I can even do
the G.!. push-up, which simply means I push myself into the air
and slap my hands at the same time. I started doing sit-ups and
the first day I did 8, then 10, then 20, then 40, then 80, then 120.
The net result was the weight and waistline started coming
down. I was also dieting religiously during this period of time [I
quit eating in church]. Seriously, I did diet and I'll have more to
say about that in a moment. My weight came down from 202 -
first to 200, then 190, 180, 170 and 165. My waistline dropped
from 41 to 40,39,38,37,36,35,34. Ten months from the day, after
I had written that I weighed 165 and had a 34-inch waistline, it
came to pass.
principle of goal setting and goal reaching. The goal was mine
and since my credibility was at stake, the incentive for reaching
the goal was built in when I set the goal. The goal was big. Big
enough that it represented a real challenge and forced me to
reach deep into the wellspring of my resources to reach the
objective. Yet it was neither irresponsible nor impossible. Had I
elected to lose only five pounds, then no one, with the possible
exception of my redhead, would have known I had lost any
weight. As the pounds melted off [actually when you are sweating
them off, you don't think they are melting] and my waistline
started moving down, my family and friends bragged on me a lot.
That really helped. I started feeling better and my energy level
rose. The time I spent on the running program was returned with
a bonus in the form of greater work endurance.
The size of the goal is enormously important. In a preceding
chapter, I emphasize that a goal can be too big, but please
remember this one was under the direction of a skilled physician.
The goal was clearly defined - very specific. The target was in
distinct focus. The goal was long-range. [As a practical matter it
was actually an intermediate one but for purposes of illustration
I'm going to use it as a long range one.] Ten months was the time
remaining from the day I made the decision until the book was to
be published. Thirty-seven pounds is a lot of weight to lose -
maybe an impossible amount - until you divide by ten, and
realize it is only 3.7 pounds per month. With this realization, I
became quite optimistic, which is important if you expect to
reach your goal. Unfortunately my optimism turned to con-
fidence and then to overconfidence with the net result that I
didn't bother to get started the first 28 days. [You're right - I
was about to get cooked "in the squat."]
This weight loss goal really became reachable when I broke it
into daily increments. When it dawned on me that in order to lose
37 pounds in ten months all I had to do was lose 1.9 ounces a day, I
really got excited. Thirty-seven pounds is a lot, 3.7 pounds is not
really that much, but 1.9 ounces is such a little bit. I put the
weight on a bite at a time and I had to take it off the same way.
The old adage that by the mile it's a trial but by the inch it's a
cinch, is certainly true because of what the psychologists call
"achievement feedback." Each step forward - each accomplish-
181
THE MARTYR
had made this commitment to lose the weight. I must have been
quite a bore and am a little surprised that I was able to keep
either friend or family. Incidentally, this was in character,
because for years I had told audiences literally hundreds of times
that if you wanted to accomplish anything worthwhile that you
had to "pay the price." [I could even put a strain in my voice and a
pained expression on my face when I said you had to "pay the
price" that would bring tears to the eyes of all but the strongest.]
Then one day I was running on the Portland State University
campus in Portland, Oregon. It was a beautiful spring day. The
temperature was about 75° and many of the students were
relaxing, studying or courting and here comes Zig jogging along.
The sweat was running down my back and legs, ~uton this day as
I felt the ground and concrete flowing beneath my feet, it dawned
on me that this run was "different". Suddenly I knew that I was
having the time of my life. Today at age 50, armed with the
knowledge that I am physically in better shape than I was at age
25, that I can out-run 98% of the college students in America over
a two mile run, it is obvious to me that you don't "pay the price"
you enjoy the price.
To emphasize my point, when I was within seven pounds of
reaching my goal my gall bladder ruptured. It was four days
before the doctor discovered the problem. During those four
days, I probably hurt as much as I had all my life combined. By
the time they got inside to correct the problem, an abscess had
formed under the liver and I was full of poison. My doctor told me
my excellent physical condition at that time played an important
part in my recovery. As a matter of fact, my redhead was
somewhat astonished that I was not even sore as a result of the
operation. No, I am totally convinced you don't pay a price, you
enjoy a price. This is applicable to all areas of life. You don't pay
the price for, success [now remember, success is acquiring a
reasonable or large amount of all the good things], you enjoy the
price. You pay the price for failure.
TAKE IT OFF - PERMANENTLY
Now - if you have a weight problem you would like to
permanently solve, here are some basics to follow. First, make
certain it is your idea and your decision to lose the weight and that
183
you have not been pressured into action by someone else. Second,
go to a skinny doctor for an examination. An overweight one
either doesn't know, doesn't believe, or doesn't understand the
devastating effect of carrying a lot of excess weight. He cannot
convey the conviction nor give you the psychological reinforce-
ment you will need to sustain a weight reduction program. Third,
don't use pills as a crutch to lose weight. You didn't get fat [doesn't
sound good, does it? - doesn't look good either] taking pills, and
you won't get permanently slim by taking pills. [If "pills" worked
there would be no overweight doctors, would there?l
Fourth, make certain your doctor is a positive thinker and
doesn't tell you what you can't eat. Why should you clutter your
mind with negatives? Your concern and concentration should be
on what you can eat. Make that list and keep it in front of you. Use
the good old C.S. [Common Sense] diet principle. Don't - oh,
please don't get involved in the roller coaster "fad" diets that
promise dramatic weight loss "without getting hungry." [All you
will permanently lose on those 30 day diets is a month.] In most
cases one thing put that weight on: [Habit - a bad one ]. You ate
too much, and one thing is going to take it off: [Habit - a good
one]. Eat less food, and maintain a balanced diet over a period of
time. You didn't gain "forty 'leven' " pounds in one weekend. It
was "one more bite" that "done you in."
My next observation is not scientific but I advise you to stay
away from cottage cheese. Based on my personal observation, I
have come to the conclusion that cottage cheese is fattening. I say
this because nobody but fat folks eat cottage cheese. [Dr. Martin
told me I could eat anything I wanted - then he gave me a list of
the things I was going to want.]
On the serious side, there are two things wrong with roller
coaster dieting. First, to lose weight and then gain it back is
destructive to your self-image. Second, it is hard on your physical
body and puts a strain on your entire system [ask your skinny
doctor why].
Let me also tell it like it is. If you are going to lose weight you
are going to get hungry- and that's a fact. It will help if you guys
will take a 3x5 card and print these words on it. "Hungry? You
bet I am, but it's worth it to change from 'lard'to'hard'."Thegirls
should print: "Hungry? You bet I am, but I'm changing from
184
BE A FLEA TRAINER
reason we suggest you be careful about who you share your goals
with. Interestingly enough, we can also be "snioped" by the most
positive people in the world. For example, when Joe Louis was
Heavyweight Champion of the world, he "snioped" his opponents
time after time. They were often so paralyzed with fright they
were easy victims for his awesome skills. When John Wooden sent
his UCLA Bruins onto the basketball court, his opponents were so
"snioped" that the issue was often settled before the opening
buzzer sounded. That's part, but just part, of the reason UCLA
won 10 national championships in 12 years.
That's also one of the reasons coaches repeatedly teach an
athlete to fight his own fight or play his own game and not let the
opposition force him to play their game.
I have a close friend with the Kirby Company whom I often
accuse of "snioping" his fellow Divisional Supervisors into
fighting for second place. He just grins, but Jim Sperry has been
first for fifteen consecutive years and every year he has had an
increase in business. Fortunately, Jim is aware of the fact his
fellow Supervisors have taken dead aim on his spot and are after
him. Actually Jim encourages the other Supervisors in every way
possible because he knows the tougher the battle for first place -
the more productive his own Division will become.
The "sniop" listens to the negative garbage from the "prophets
of doom," who give him excuses for failure instead of methods for
success. In the process, he acquires his own Loser's Limp. Not so
with our enthusiastic cookware salesman. Not only was he not a
"sniop," but he had gotten rid of his Loser's Limp and had set a big
goal. He had a long-range goal: to break the record and become
the best "pot" salesman in the world. He had a daily goal: to sell
$350 per working day. He also had a result: he tripled his
business in one year. Incidentally, I know the young man's story
quite well because he's my younger brother, Judge Ziglar. I'm
also proud that he applied these same "goal reaching," flea
training principles to become one of the top speakers and sales
trainers in America. He now teaches others how to reach their
goals, in seminars all over America. As an officer in our company
and as an instructor for The Richer Life Course he is busy
teaching others how to set records - and train fleas.
187
COME ON PAL!
IT'S GREAT
AT T-H£ TO"?.'
,"
188
DALLAS. TEXAS, _ _ _ _ _ _ _ _ _ _ lq _ _
Zig Zi\llar
America's No.1 Flea Trainer
"I WILL"
When you keep your eyes on the goal, the chances of reaching
that goal are immeasurably better. This is true whether you see
victory [climbing the north wall of the Matterhorn] or defeat
[Muhammad Ali or the Apostle Peter].
LOOKING UP
Back in the days of sailing ships a young sailor went to sea for
the first time. The ship encountered a heavy storm in the North
Atlantic. The sailor was commanded to go aloft and trim the sails.
As the young sailor started to climb, he made a mistake and
looked down. The roll of the ship combined with the tossing of the
waves made for a frightening experience. The young man started
to lose his balance. At that moment, an older sailor underneath
him shouted, "Look up, son, look up!" The young sailor looked up
and regained his balance.
When things seem bad, look to see if you're not facing the
wrong direction. When you're looking at the sun, you see no
shadows. Look back and you build an Edsel, look forward and you
build a Mustang. When the outlook isn't good, try the uplook-
it's always good. Apply the principles I have already presented,
add to them the ones I will discuss, and you will reach your goals.
IT TAKES ACTION
in every line. Seal the card or cards in plastic [it costs a quarter]
and keep these goals with you at all times. Review them daily. In a
later chapter you'll understand more fully why this is so
important. For the present, action is our objective. Remember,
the largest locomotive in the world can be held in its tracks while
standing still simply by placing a single one-inch block of wood in
front of each of the eight drive wheels. The same locomotive
moving at 100 miles per hour can crash through a wall of steel
reinforced concrete five feet thick. That's the way you are when
you're in action. Start now and get up that head of steam. Crash
through those obstacles that stand between you and your goals.
With the completion of this Segment you are on step number
three. As you can clearly see it is not designed for sitting. You
hold your foot on it only long enough to step up to step number
four. With this in mind take your felt-tip pen and on the third step
write in big bold letters: "ME - ON MY WAY."
TOMORROW
When you know where you are going, you are half
way there.
201
SEGMENT FIVE
ATTITUDE
CHAPTER ONE
IS THE "RIGHT" ATTITUDE IMPORTANT?
Would you like to make more money, have more fun, enjoy life
more, reduce fatigue, increase effectiveness, get along better
with your neighbors, contribute more to society, enjoy better
health and improve your family relationships? No, you are not
reading the script from your daily soap opera. Nor is it Hadicol
reborn. Nevertheless, all of these things are not only possible but
entirely probable with the right mental attitude.
In America today, there are over 30,000 schools that will teach
you how to do everything from trimming toenails and operating
heavy machinery to removing tonsils and curling hair. However,
there is not a single school in existence that will teach you how to
be any better than mediocre unless you have the right mental
attitude. This is one thing about which everybody agrees,
whether they are doctors, lawyers, teachers, salespeople,
parents, kids, Democrats, Republicans, coaches or athletes. They
all share the opinion that your attitude, as you undertake a
project, is the dominant factor in its success. In short, your
attitude is more important than your aptitude.
Despite the overwhelming evidence which supports the
importance of the right mental attitude, our entire educational
system from kindergarten through graduate school virtually
ignores or is unaware of this vital factor in our life. 90% of our
education is directed at acquiring facts and figures with only 10%
of our education aimed at our "feelings" or attitudes. And even
than 10% is a little misleading because much of it is aimed at
athletic events and their related activities [band, pep squad,
cheerleader, etc.]
These figures are truly incredible and distressing when we
realize that our "thinking" [facts] brain is only 10% as large as our
"feeling" [emotion-attitude] brain. Keep reading - it gets worse.
A study by Harvard University revealed that 85% of the reasons
for success, accomplishments, promotions, etc. were because of
203
dollars on the race track in less than one hour of actual racing.
Hundreds of hours of training were involved, but only an hour of
competitive racing on the track. Obviously, Nashua was worth at
least a million dollars and a million-dollar horse is truly a rare
animal. You can buy 100 ten-thousand-dollar race horses for a
million dollars, and that's a mathematical fact. The reason is
obvious. The million-dollar horse can run 100 times as fast as a
ten-thousand-dollar horse. Right? Wrong! He can run only twice
as fast. Right? Wrong again! As a matter of fact, he can run only
25%, or is it just 10% faster or 1% faster? Wrong on all accounts.
How much faster can a million-dollar horse run than a ten-
thousand-dollar horse? Several years ago at the Arlington
Futurity, the difference between first and second place was
$100,000. The Arlington Futurity is a race of one and one-eighth
miles, which as you well know is 71,280 inches. [You did know
that, didn't you?] The difference between first place and second
place was just one of those 71,280 inches. That's right. There was
1/71,280th difference between first and second place, and I might
repeat that other inch was worth $100,000.
The winning jockey in the 1974 Kentucky Derby was paid
$27,000. Less than two seconds later, the jockey who brought his
horse home in fourth place crossed the finish line. He was paid
$30. Now whether that is right or wrong is beside the point.
That's the way the game of life is played and we cannot change
the rules of the game. What we can and must do is learn the rules
well and then play them to the best of our ability.
Attitude is the "little" thing that makes the big difference.
The story of life proves that it is often the minute things that spell
the differences between triumph and tragedy, success and
failure, victory or defeat. For example, if you call a girl a kitten,
she will love you. Call her a cat and you're in trouble. Say she's a
vision and you score points. Call her a sight and you've got a
problem. It's the part of the blanket that hangs over the bed that
keeps you warm. [If you don't believe this, it just means that
you've never been in the service and been "short sheeted."] A
watch that's four hours off is no problem because anyone will
instantly know the watch is wrong and make the necessary
corrections. One that is four minutes wrong - especially if it's
slow - can create all kinds of problems. For example, if I'm
205
ALMOST IS NO FUN
POSITIVE THINKING
Say the word "attitude," and most people think in terms of the
positive and negative mental attitude. Although there are many
facets to attitude, as you are discovering, I would like to discuss
the most familiar one for a moment. Let's look together at the
positive aspect of attitude. The best definition of "positive
thinking" I know came from my daughter, Suzan, when she was
ten years old. I had just returned from Pensacola, Florida, where
I conducted a series of seminars for the U.S. Navy. The family
had picked me up at the Atlanta Airport and we were driving
toward our home in Stone Mountain, Georgia. I was quite excited
about the trip and was giving my redhead some of the details. I
overheard Suzan's girl friend ask her what her daddy did for a
living. Suzan told her I sold that '~positive thinking stuff."
Naturally the little friend wanted to know what that "positive
thinking stuff' was. Suzan explained, "Oh, you know, that's what
makes you feel real good even when you feel real bad." I've never
heard positive thinking explained any better. How you think does
determine what you become.
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WOULDN'T IT BE FUNNY
I'm confident you have known someone who has been married
anywhere from ten to twenty-five years and have no children.
Then they adopted a baby, and within a year or two they had one
of their own. Don't misunderstand; there are thousands of people
who for physiological reasons cannot have children, but there are
even more who for psychological reasons do not have children.
Many times, if a baby is not immediately forthcoming, the
couple grows unduly concerned and are soon expressing the fear
that they cannot have a family. Then they decide to adopt a baby
"before it is too late." When the baby arrives, they are invariably
approached by numbers of "friends" and relatives who tell them
essentially the same thing, "Wouldn't it be funny if the same
thing happened to you that happened to my cousin, sister, friend,
neighbor, acquaintance, etc. ? The doctor told them they could not
have children so they adopted a baby, and within a few months
they discovered they were going to have one all on their own."
The mind is a dutiful servant and will follow the instructions
we give it. For years the couple had been negatively instructing
their minds, "We cannot have a baby," and the body followed the
mind's instructions. Later when their friends gave them positive
examples of others with the same situation, invaribly the
husband and wife said to each other, "Wouldn't it be funny if that
happened to us?" Now you can finish the story, can't you?
THE "STRIKE" IS ON
this game today and we're going to win the pennant." He took
each man's two best bats, put them in a wheelbarrow and left. He
returned about five minutes before game time afire with
enthusiasm as he spoke to his team. "Fellows," he said, "we've got
the problem solved. Don't worry about a thing. I've been to Mr.
Slater, and he's put his blessings on these bats. He says all we
have to do is step up to the plate, take a cut and we'll hit the ball.
We're going to win this game and we're going to win the pennant.
Don't worry about a thing. Just "go get 'em tigers."
And what did his tigers do? Remember now, this is the team
that had been beaten a day earlier by a score of 1 to O. But as the
song goes, ''What a Difference a Day Makes." The San Antonio
team that had only gotten one hit the day before scored 22 runs
and got 37 hits, including 11 home runs. I don't think it's
necessary to point out that they won the game. Not only did they
win the game, but they also won the pennant.
Some intriguing thoughts come to mind from this story,
especially since Slater bats sold at a high premium throughout
the Texas League for several years. First of all, no one ever
established whether Slater had actually seen those bats. But
suppose he had, what could Slater do to the pile of wood from
which the bats were made. I'm sure you'll agree there was
nothing Slater could have done to that pile of wood. However, I'm
personally convinced there was a great deal he could do with the
attitude of the men who were swinging the bats. Yes, indeed,
something did happen to the minds of the men, and that's why
they got all the hits that won the game and the pennant.
ENTHUSIASM IS AN ATTITUDE
four letters form an acrostic, "Iasm," which can stand for "I am,
sold, myself." If you are sold yourself and if you truly believe in
your cause, your company and your product, then you don't have a
"teeth-out" enthusiasm. You have an enthusiasm that comes from
the wellspring of all the resources within you.
Real enthusiasm is not something you "put on" and "take off"
to fit the occasion, it is a way of life and not something you use to
impress people. It has nothing to do with being loud or noisy; it is
an outward expression of an inner feeling. Many extremely
enthusiastic people are fairly quiet, yet every fiber of their being,
every word and action, attest to the fact they love life and what it
means to them. Some people who are enthusiastic are obviously
loud, but loudness is neither a requisite for, nor is it necessarily
an indication of enthusiasm.
You are what you are and where you are because of what has
gone into your mind. You can change what you are and where
you are by changing what goes into your mind. In late 1979, we
invested a considerable sum of money in a computer. I told
everyone about this marvelous machine which would handle
our inventory, payroll, mailing list, labeling and do everything
up to and including making our morning coffee and cleaning
the kitchen. I was really excited about that computer! Six
months later I would have sold it for a fraction of its price tag.
Today, if I could not replace it, I would not take ten times what
I paid for it. What's the difference? The answer is simple. The
first people we hired to program the computer could have fouled
up a two-car parade. (As a matter of fact, that's what they did!)
Then one day, Marilyn and Dave Bauer walked in the front door
and assured us they could make that computer laugh and talk and
whistle and sing and even do some work. We eagerly put them to
work and in short order the computer was doing everything we had
hoped it would-and a lot more. That computer is truly amazing-
but its "output" is determined by its "input." It is no better and
no worse than the person or persons who "program" it. That's the
way you are. To a large extent you will act, think and perform as
you have been "programmed" to do.
A major difference between you and the computer is that you
can choose the program and programmers for your mind. If you
are not as far down life's highway as you would like to be, maybe
you have been following the wrong program. Maybe-just maybe-
215
the input into your mind has been negative and, hence, has held
you back instead of propelling you forward. One other purpose
of See You A t The Top is to help you with an "input" program
which will help you do what you want to do - have what you
want to have - and be what you want to be.
ACTION - REACTION
SO WAS HE
But, if you think Mr. B was upset, you should have seen his
sales manager. He charged out of the office muttering under his
breath, "Isn't this something? For 18 years I've given this
company my 100% effort. I'm the one responsible for the success
and growth of the company because I create all the new business.
I'm the one who holds the company together and keeps it
functioning. Mr. B is just a figurehead. This company would go
down the tube in nothing flat if it weren't for me. Now, just
because I miss one sale, he uses a cheap, lousy trick and threatens
to fire me. This isn't right."
Still talking to himself, the sales manager calls his secretary
in and demands, "Did you finish those five letters I gave you this
morning?" She said, "No, don't you remember, you told me the
Hillard account took precedence over everything else? That's
what I've been doing." Now the sales manager exploded. "Don't
give me any lousy excuses," he barked, "I told you I wanted those
letters out, and if you can't get them out, I'll get someone who can.
Just because you have been here seven years doesn't mean you
have a lifetime contract. I want those letters mailed today, and I
want them mailed without fail." Oh my, he was upset.
219
But if you think he was upset, you should have seen the
secretary. She really blew her stack as she stomped out of the
sales manager's office talking to herself. "How about that? For
seven years I've given this job my very best. Hundreds of hours of
overtime work and never a dime in overtime pay. I do more work
than any three people around here. As a matter of fact, I'm really
the one who has kept the company together. Now, just because I
can't do two things at the same time, he threatens to fire me. This
isn't right. Besides, with all the things I know about him, who
does he think he's kidding?" She walked out to the switchboard
operator and said, "I have some letters I want you to type. Now, I
know that ordinarily this isn't your job, but you don't do anything
anyway except sit here and occasionally answer the telephone.
Besides, this is an emergency and I want these letters mailed
today. If you can't get them, let me know and I'll get somebody
who can." Oh, she was upset and she let everyone know it.
But if you think she was upset, you should have seen the
switchboard operator. She just about hit the ceiling. "This is
really something," she said, "Here I am, the hardest-working
member of the staff and the lowest paid. I have to do four things at
once and they don't do a thing in the back but drink coffee, gossip
and talk on the telephone. Only occasionally do they do any work,
and every time they get behind they call on me to bail them out. It
just isn't fair. This garbage about replacing me is really a joke
because I'm the only one who has any idea about what is going on
around here. If it hadn't been for me the company would have
gone down the tube long ago. Not only that, but they know they
couldn't find anyone to do my work at twice my salary." She got
the letters out, but she really was burning as she did.
When she got home, she was still fuming. She walked into the
house, slammed the door and proceeded into the den. The first
thing she saw was her 12-year-old son lying on the floor watching
television. The second thing she saw was a big rip across the seat
of his britches. Highly provoked she said, "Son, how many times
220
have I told you to put on your play clothes when you come home
from school? Mother has a hard enough time as it is just
supporting you, sending you through school and running this
entire household. Now, you go upstairs right now. There's going
to be no dinner for you tonight and no television for the next three
weeks." Oh, she was upset.
But if you think she was upset, you should have seen her 12-
year-old son. He stomped out of the den saying, "This isn't fair. I
was doing something for mother, but she didn't even give me a
chance to explain what happened. It was an accident, and could
have happened to anybody." About that time, his tomcat walked
in front of him. That proved to be a mistake. The boy gave him a
big boot and said, "You get out of here! You've probably been up
to some no good yourself."
Obviously, the tomcat was the only principal involved in this
series of events who couldn't have altered the events, and this
leads me to ask a very simple question. Wouldn't it have been
much better if Mr. B had just gone directly from the country club
to the switchboard operator's house and kicked that cat himelf?
Now, for a more important question. Whose cat have you been
kicking lately? In order to help you answer my question, let's look
at a series of reactions to situations. How do you react to humor?
How about a smile? A compliment? How do you respond to
agreeable people? How do you react when you make a sale or
when people are nice, pleasant and courteous to you? How do you
respond to a beautiful day or to a waitress who looks after your
needs in a courteous manner? I'll bet you're pleasant, smile back
and are courteous. I'll bet you appreciate all these things and they
make you a friendly person. But for this you don't get a nickel's
worth of credit. You see, anybody can respond favorably to
circumstances like those we just described.
,,
I
~
I
I
I
I
anyone been kicking your "cat" today?" If you survive that one
[you will], you can move to the general public with a slight
variation. When a stranger or casual acquaintance "chews you
out" for no reason [again be careful and know you are innocent],
just smile and say, "I have an unusual question to ask you - has
anybody been kicking your "cat" today?" This brings on a variety
of responses, but remember at this point you are behind in the
ballgame. [Don't be surprised if he tells you, probably with some
disgust, that he "doesn't have a cat."] This really means you are
reacting positively to the negative and pleasantly to the
unpleasant. It's natural and human to feel that the other person
doesn't deserve such nice treatment from you. And you might be
right, but this response is best for you and you deserve the best
treatment you can give you.
CHAPTER TWO
INSURING YOUR ATTITUDE
THIS IS RIDICULOUS
Whatever you put into your mind becomes a part of the total
you. For example, had you been born in China, spoken the
Chinese language, and listened to Chinese ideology all of your
life, you would in fact be Chinese because you are the sum total
of what goes into your mind. The statement, if you do not live
the life you believe - you will believe the life you live, is far more
than just a cliche. Every action you take and every thought you
put into your mind is going to have its effect.
by assuring you that time, effort and dollar cost are all less than
zero. Every moment invested is returned many fold in increased
effectiveness. The financial investment will be so small it could
not possibly affect your standard of living while the results will
change your way of life and bring substantial financial returns.
Every ounce of energy you "spend" on this policy will be returned
in greater energy, enthusiasm and zest for living. I will state
without equivocation that if you will "buy" the policy and follow
the formula for just 21 days that all the benefits I've discussed
and promised you will be yours. Direct Question. Will you buy the
policy and accept the benefits with no strings attached? If you
answered "yes" then I'm certain you would be willing to sign the
following policy. [Remember, from the beginning I assured you
that this is an action course which requires commitment if you are
going to get results.]
234
Now that you have signed the policy, I must confess that along
with all those promises there is one thing I "forgot" to tell you.
[Now, dear reader, please slow down to about twenty words per
minute for the rest of the paragraph.] After you read the
preceding sentence and saw that I had "forgotten" to tell you
something, what was your instant thought? If it was along the
lines of "just as I figured, there's always a catch," then I'm going
to really urge you to be especially careful in following through on
every phase of the formula because you have a need which this
formula can fill.
THE FORMULA - POLICY - VACCINE, ETC.
If you want to get enthusiastic about anything, whether it's
life, a job, a sport, our country, etc., you dig in and get some
information and knowledge about the matter. It's generally true
that people are down on the things they're not "up on." Learn
something about the new town, your neighbors, or the sport in
which your son or daughter is interested. This is a starting point,
but let's see how we can develop enthusiasm for all that life has to
offer. Psychologists have long known you will be enthusiastic if
you act enthusiastically. Assume a trait or characteristic, and
later you will possess it. You grab it - and then it will grab you.
This formula will not only enable you to develop instant
enthusiasm and the right mental attitude, but it will be "on call"
24 hours every day. It will result in your being so charged up,
motivated, excited, and turned on you will be able to multiply
your effectiveness. Now let me warn you about something I
touched on in the last paragraph. Enthusiasm gets to be a way of
life, and it's tough to be enthusiastic about just one thing . You're
going to discover that as you generate enthusiasm, you are going
to have so much fun, attract so many good things and accomplish
so much more, that you might have some happy financial
problems. Good things and good people will be attracted to you
and you'll have more fun and achieve more total success.
Not only will you receive substantial benefits - some of which
will start the first day - but your friends, associates, relatives,
and even complete strangers will benefit. I realize I'm making
some strong claims, but literally thousands of testimonials - all
say the same thing~ It works.
236
STEP ONE-
REVERSE THE WAY YOU GET OUT OF BED
I emphasize this with the full realization that this book will be
read [already has been] by successful men and women of all ages
and from every walk of life. I'm fully aware that some of you will
think this is a little juvenile. If that is the way you feel then I
especially urge you to give it an honest try, because your need is
great. After all, you have nothing to lose - and a lot to gain.
Incidentally, it's super good if you have a big mirror, to see
how totally ridiculous you look. It's a one-act comedy in full color
and no normal human being can view this scene without
breaking into hilarious laughter. It's ridiculous and absurd, and
that's what makes it exciting. You're now laughing at yourself
and as long as you're doing this, you have no real problems that
can't be solved. It's the person who can't laugh at himself that
can't tolerate someone else laughing at him. It's a sign of
emotional maturity and stability to be able to laugh at yourself. It
works even better if husband and wife "get up" together, because
now you have a double comedy. As a couple you end up laughing
with each other rather than at each other. This immediately
makes life more fun.
When you start the day with a lot of excitement and
enthusiasm you're on target according to the Bible. Psalm 118:24
says, "This is the day which the Lord has made. I will rejoice
and be glad in it." I wish I had the space to share with you the
number of phone calls and letters I've gotten from husbands and
wives who say, "You know, because of this we did start laughing
together again, and it turned our marriage around."
Now that you're up, take a shower and, if there are no small
children asleep, sing a loud cheerful song. Now, don't give me this
old jazz about, "Yeah, but I can't sing." Listen, I once got a letter
from Mitch Miller asking me not to "sing along with," and my
own children ask me not to sing in Church. Neither the tune nor
your talent for singing is important. The idea is the thing. The
concept of singing in the shower is simple.
You can't be negative at the top of your voice. William James
said, "We do not sing because we are happy. We are happy
because we sing." [Besides, it's your "bath right"]. Along the same
238
lines, "We do not stop working and playing because we grow old,
we grow old because we stop working and playing."
For the man of the house there are some extra benefits if you
take one more step. When you walk into the breakfast room, slap
the table a couple of times and say, "Honey, I see you've cooked
bacon, eggs and grits for breakfast. That's what I was hoping you
were going to prepare." Even if you've had the same meal every
day for the past 622 days, an interesting thing takes place. First
of all, she looks at you in shocked surprise and the shock value
alone is worth a great deal. Chances are, even if the breakfast
isn't really that good, she'll be motivated to do better the next day.
This means you can't lose.
Now let me explain what this procedure accomplishes. Since
thought precedes action, you plan the action at night in order to
execute it the next morning. This sets up a habit of planning
positively, and it has far-reaching results because, "When you
sow an action, you reap a habit; when you sow a habit, you
reap a character; and when you sow a character, you reap a
destiny." The reason is simple. Logic will not change an emotion
[like being negative], but action will. Or as my good friend Bruce
Norman, Principal of Magnet High School for Health
Professions in Dallas, Texas, likes to say, ''you can't 'feel' your
way into a new way of acting, but you can 'act' your way into a new
way of feeling."
The end results of these actions will be a greater - more
vibrant enthusiasm, and history conclusively proves that your
destiny is greater with the attitude of enthusiasm. When you get
up with enthusiasm and go to breakfast with enthusiasm, you're
beginning to set the stage for a good day. A day is a miniature
lifetime, and with lots of good days - you have a good life. This
also benefits family and friends because enthusiasm is more
contagious than the measles. Once you have it, it will spread to
your family and associates and everybody benefits.
These actions also have an additional benefit because they
provide an effective frontal assault on one of man's greatest
stumbling blocks in the climb to the top of the stairway, namely,
procrastination. If procrastination is one of your problems, these
simple procedures could well be the starting place for over-
coming that problem. This will become even more evident when
239
Chances are strong that you are guilty, without realizing it. If you
are - and if you thought it was silly to start the day by slapping
your hands, what do you think about racing your car engine to
change a light?
PERSONALIZE IT
testified that you want to get more out of life. You do, don't you?
[Say "Yes."] Again, I want to emphasize, it's not the big things
that make the difference, it's the little things.
When you start adding things like "go lights," "warms" and
"strong ends" to your conversation and your life, a dramatic
change will occur. You'll enjoy life more and have more fun
which means you will be healthier and live longer because this
procedure will bring a smile to your face and laughter to your
heart. This is verified in the book of Proverbs, "a merry heart
has a continual feast." With this approach to life, the third step
toward controlling your attitude becomes easy and simple.
STEPTHREE-
SET YOUR GYROSCOPE FOR SUCCESS
seashore and look at the sailing boats. You'll notice they will be
going in 360 directions, and you'll notice that the wind is blowing
in only one direction. So, if the wind is only blowing in one
direction, how can the boats be going in so many different
directions? The answer is simple. There is a human being on the
boat who has set the sail. It's the set of the sail that determines the
direction of the boat. It's the way you set your sail [gyroscope]
that's going to determine the direction you will go - and
direction determines destiny.
what you can do. Write your objectives over and over on a sheet of
paper and on your bathroom mirror. Then at the bottom of your
sheet of paper or mirror, write I will - I will - I will. This
process will "set your gyroscope" by burning your objectives
indelibly into your subconscious mind.
For many people, See YouAt The Top has been the road map to
greater accomplishment and this simple formula has been the
catalyst that started them. It could well be the catalyst you seek
but I must warn you, there is a certain danger involved in
following the formula. When you buy the ideas, adopt the attitude
and follow the procedures I recommend, you'll encounter some
interesting reactions. Some will criticize you and say you're
different, and of course they'll be right. You'll be so different
you'll be one of the few people in the game of life who will be able
to open life's vault of valuables and get what you want instead of
having to want what you have. For what it's worth, I wouldn't be
overly concerned about the critics. Since the beginning of
recorded history, no one has erected a statue to a critic. So, they
must not be held in too much esteem.
Some people will laugh at you, but let me emphasize a point. It
will be the little world and the little people who are missing the
good things in life who will be doing the laughing. It should be
quite satisfying to know that the little world laughed, but the big
wor ld gathered on the banks of the Hudson River to watch Robert
Fulton go steaming past. The little world laughed, but the big
world was tuned in when Alexander Graham Bell made his
historic telephone call. The little world laughed, but the big
world was at Kitty Hawk when the Wright Brothers got off the
ground that first time. The little world might well laugh as you
start your journey, but I assure you the big wor ld will be gathered
at the finish line cheering you across. Best of all, what you get by
reaching your destination isn't nearly as important as what
you become by reaching that destination.
244
CHAPTER THREE
STEP FOUR - FEED YOUR MIND
The first three steps of the formula to control your attitude are
extremely simple. To review the formula: Step 1 - Get up in the
morning with the enthusiastic hand-clapping; Step 2. - Adopt
the symbols, "Go Lights," "Warms," and "Strong Ends;" Step 3-
Set your gyroscope with positive "I Can's."
Step Four is more involved so I'm devoting this entire chapter
to it. I assure you the subject matter deserves every line of space.
should do? Do you have any suggestions? Can you give me any
idea how to solve this problem?" I probably never will be
confronted with that particular situation. The hungry person
knows if he's hungry, he can solve that problem by eating.
From the neck down, very few people are worth more than
$100.00 a week. From the neck up, there is no limit to what an
individual is worth. So what do we do? We feed our stomachs, the
$100.00 part below our necks, every day. How often do we feed
our minds, the part that has no limit to its value, earning and
happiness potential? Most of us feed it accidentally and
occasionally, if it's convenient or we don't have anything else to
do. The excuse we often give is our lack of time. This is ridiculous.
If you have "time" to feed the $100.00 part of you every day,
doesn't it make sense you should take time to feed the part which
has no ceiling to its potential?
On many occasions, I have encountered people who are
despondent, negative, defeated, down on themselves, broke,
unhappy and you name it. If it's on the negative side, it will fit
them. The funny thing about these people is that they're the ones
who resist to the bitter end any feeding of their minds or their
attitudes. They badly need inspiration and information but they
consistently refuse to attend seminars or get involved in reading
good books or listening to motivational recordings. It's really
funny to listen to some of these people talk - perhaps I should use
the word "tragic?" When we refer to extremely successful people
and mention how optimistic and positive they are, the failure will
say, "No wonder they're positive and have good attitudes, they're
earning $50,000 a year. If I were earning $50,000 a year, I would
be positive too." The failure thinks successful people are positive
because they earn $50,000 a year. This obviously is in reverse.
Successful people earn $50,000 a year because they have the right
mental attitude. Wouldn't it be marvelous if it had been arranged
so that an empty head, like an empty stomach, wouldn't let its
owner rest until its owner put something in it.
It's true in every field of endeavor, whether it's law, medicine,
sales, teaching, coaching, science, or the arts; the top people - or
those who are headed for the top - are the ones who regularly
show up for seminars at their own expense. They read good books
and regularly listen to motivational recordings. They deliberate-
246
DO IT WELL - SUBCONSCIOUSLY
friend. He added, "But look, John, the water is still rising. The
first thing you know, it's going to be up to your windows."
Grinning wider than ever, our optimistic friend replied, "Man, I
hope so, they are powerful dirty and need washing."
O.K., it's a joke. But, as is often the case, there is much truth in
humor. It's obvious our hero had decided to react to the situation
in a positive manner. After all, the dictionary says that attitude
is a posture or position assumed to serve a purpose. Over a
period of time you can so condition your mind that you will
instinctively and automatically react positively to the negative
situations you encounter in life. In order to get - and stay - this
way you have to feed your mind a lot of good-clean-powerful-
motivational messages - and then you have to keep on feeding it.
I mentioned early in See You At The Top you could completely
bury the old garbage [remember the shopping center built on the
garbage dump?] but you could then turn on the radio or TV,
glance at the newspaper, talk to a negative person or even chance
to overhear a passing conversation and boom-boom - somebody
else has dumped some fresh garbage in your clean, positive mind.
Now what do you do, Charlie Brown? Answer: Exactly what we
have been talking about in these last two chapters. Pre-condition
your mind with the "getting up," identifying the positive symbols
like "go lights," etc., and "setting your gyroscope" [you do that
while talking on the phone]. Then you follow the procedure in this
chapter of feeding your mind - regularly. The reason is simple.
There are:
The answer is simple. Change the donkey into a race horse and
make him want to run - implement the third kind of motivation
- internal. That's what this book is helping you do. The old
saying, "You can lead a horse to water, but you can't make him
drink" is true, but if you let him lick the salt block long enough he
will get thirsty and want to take the drink. My natural optimism
leads me to believe this book will be your "salt block." A 25 year
"hard line" study at Harvard University under the guidance of
Psychologist David McClelland establishes precise scientific
verification that you can change motivation by changing the way
you think about yourself and your circumstances [Reader's
Digest, May 1975, page 89]. That is exactly what this book is all
about. I'm convinced - because of results already obtained - the
information in this book combined with the follow-up procedures
will enable you to change the way you see yourself and your
circumstances [for the better, I might add] which means you will
improve your performance.
My "intellectual associates" and I often discuss motivation in
our "bull sessions." They are almost unanimous in their
conviction that all motivation is "self' motivation, that no one can
"motivate" anyone else and they "prove" and theorize at length
and in depth on the subject. My favorite answer is this analogy.
My favorite relaxation on Sunday afternoon is to build a fire in
our den and watch it burn out of one eye and the Cowboys out of
the other eye. Occasionally, when the Cowboys get way ahead, I
drop off for a little snooze. Generally speaking, when I awaken
the flames have died and the logs are smoldering. I get up and
grab my "poker" and give the logs a few healthy pokes. Almost
immediately the flames shoot up and I have a beautiful, flaming
fire again. I added no more wood to the fire. All I did was "shake
up" what was there and stir up a little activity which brought in
251
the time the child is old enough to learn that the violin is supposed
to be difficult to play, he has already mastered it and is having
fun in the process.
Recently Professor Suzuki conducted a concert with some
1,500 of these Japanese children performing. Average age of the
children was about seven and they played the classics, Chopin,
Beethoven, Vivaldi, etc. Significantly, Suzuki emphasizes that
the vast majority of these children had no "natural" musical
talent. However, he believes every child has talent which can be
developed by following the same procedures we use in teaching
children to speak. A baby is around older people who constantly
talk, so the first step is exposure. Next, the baby tries to talk
which is imitation. Friends and relatives brag on the baby which
gives encouragement and motivates the baby to try again. This
is the process of repetition. Then the baby starts adding words
and tying them together into phrases or sentences. This
procedure is refinement. At age three or four, the child has quite
a vocabulary and still can't read a word.
Professor Suzuki maintains that virtually anything can be
learned by the same method. Looks like he just eliminated
another series of "Loser's Limps" for a lot of people, doesn't it?
From cover to cover of See You At The Top I've stressed that
your rewards in life are due more to your behavior than to
your birth. Also, your behavior was tremendously influenced by
your associates and by what you put in or permit to be put in your
mind. The next incident emphasizes this in an intriguing way.
WHAT - NO STUTTERERS?
THIS IS AN ILLUSION
CHAPTER FOUR
HABITS AND ATTITUDES
When you choose a habit, you also choose the end result of
that habit. Good habits are difficult to acquire, but easy to live
with. Bad habits are easy to acquire, but difficult to live with.
Almost without exception, bad habits come slowly and pleasantly
and, in most instances, the habit has you before you're aware you
have it. As a rule, there's little or no pain involved, although we
often find people who learn to smoke or drink or get hooked on
drugs, despite the fact they suffered discomfort in the early
stages of acquiring these habits.
Let's look at smoking, which psychologist Murray Banks,
contends is a sure sign of an inferiority complex. You probably
recall taking that first cigarette to be "one of the gang." Your
entire body rebelled and said, "No, No." However, you "forced"
your body to accept the cigarette. You were determined to show
your peer group you could be a ''big'' boy or girl and smoke like
they did. Remember how proud you were the first time you blew a
smoke ring and then blew a smoke ring through a smoke ring?
How thrilled you were the first time you inhaled without choking.
How "sophisticated" you felt when you learned to talk with smoke
coming out of your mouth at the same time. And weren't you
excited when you could "casually" do all of these things without
revealing you were a newcomer to the "coffin tack" club?
Wouldn't it be nice if you could put cigarettes away as easily as
you picked them up? Incidentally, if you are even casually
concerned about the effects of smoking you will be pleased to
know we have a clinic in Dallas which has tested over 27,000
people for 11 years on a new type cigarette which is half filter and
half tobacco. There has not been a single case of cancer.
Unfortunatey there have been an awful lot of hernias. [Yes,
Cindy, that's a joke.]
To show you the maturity, or lack of it, behind the thinking
that goes with smoking, some authorities estimate that less than
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Eating too much is a habit, and for many people it has become
so deeply ingrained they are unaware of the amount of food they
consume. This might have been started by well-meaning but
misinformed parents who thought that loving a child meant
263
thought they were getting "smarter" but no one else did. Pot also
diminishes sex drive, distorts distance and actually destroys
cells, while creating apathy among habitual users.
Occasionally, a youngster might be warned by a real friend
who understands the risk involved in using marijuana, but the
changes brought about by its use are so subtle the user sees no
danger and detects no change. They believe that smoking pot is
harmless. But as Neil Soloman, M.D. points out, this belief is as
wide spread as it is wrong. It's true that pot is harmless by
comparison with, say heroin, but by the same logic, it's also all
right to cut off your foot compared to slitting your throat. Many
users go to great lengths to point that out. It's "his life" and if it
hurts anyone, it will be no one but him. Besides, it's fun and he is
now accepted as "one of the gang." Even if this were entirely true
it is still sad to watch young people cripple and sometimes destroy
their lives. From a tragic personal experience, however, I can tell
you that pot smokers, like drinkers, often hurt and destroy people
other than themselves. An older brother and his wife lost their
youngest son, who was an outstanding young man of 25~ when he
was hit by a car driven by a youngster high on pot who misjudged
his speed and the distance involved. The grief of the parents and
loved ones is indescribable and the recurring guilt feelings of the
boy responsible for the tragedy will undoubtedly have a sobering
affect on anyone familiar with the family. I pray that those who
contend that pot is harmless will never have to deal with just one
grief stricken member of an innocent victim's family. Many,
many times the individual involved with pot grows bolder and
indulges more frequently. Finally, he is "hooked" and progress-
ing on the road to the big "H." That is the route most hard core
addicts take, according to the world's foremost authorities - the
hard core addicts themselves.
TIME TO MOVE UP
HE DIDN'T MEAN IT
All bad habits, trends, cancers, etc., start slowly, quietly, and
apparently harmlessly. This is true on a personal, national and
international level. Initially, it seems so foolish to make an issue
271
out of "such a little thing." No one knew this better than Nikita
Khrushchev, the butcher of Budapest, who ruthlessly slew tens of
millions. He clearly stated the Communist position in the
Congressional Record of the United States. "We cannot expect
the Americans to jump from Capitalism to Communism, but we
can assist their elected leaders in giving Americans small doses
of Socialism until they suddenly awake to find they have
Communism."
The "small doses" Khrushchev spoke of started during the
depression years when the relief programs got a foothold. It was
during this period that Americans started electing their
Senators and Congressmen because of their "promises" to vote
more aid for their section of the country and not for their ability,
integrity and patriotism. When Americans started looking for a
"handout" instead of a hand, we were laying the first foundation
stones for a national policy built on fear and greed instead of
strength and dignity.
The first "small doses" in the bad habit of establishing a "no
win" policy took place when Truman stopped Patton and his
tanks on the outskirts of Berlin, denying the Allies the victory
Almighty God had given us over a godless enemy. This set the
stage for the "no win" policy that has dominated our national
thinking ever since. He did it for our "friend" and ally, Joe Stalin,
who rates second only to Mao Tse-Tung in the number of millions
slaughtered. Later, despite the eloquent pleas of Churchill, we
refused to attack the soft underbelly of Europe and lost those
countries to Communism. The trend continued when we invited
Russia to enter the war against an already defeated Japan and
lost North Korea to Communism as a result. Later - still on our
giant surrender program, we listened to George Marshall when
he assured us that Mao and his buddies were a bunch of harmless
agrarian reformers. We withdrew our aid and abandoned our
long time friend and ally, Chiang Kai Shek to the Communist
hordes and lost China to Communism.
By now it should have been obvious to every politician and
voter in America that we were on a collision course with disaster
but we still had some lessons to learn. In Communism we found a
willing teacher. We had victory in our grasp in Korea, but liberal
thinking and our "no win" policy forced us into a stalemate which
272
drugs but defend their own drinking. Many will say, "How,
where and why did our boy or our girl ever acquire such a habit?
How could they turn to drugs when they have everything?" The
kids might ask you parents the same question. Mter all, alcohol is
a drug too. Some parents, in self-righteous indignation, say,
"How could they do this to us?" Let me emphasize one point. Many
parents will start the day with a "pep pill." Later, to settle their
nerves, they take a "tranquilizer." To curb their appetites, they
take a "diet pill." Before dinner they have a "cocktail" and they
finish the day with a "nightcap." During the day they smoke a
pack or two of "cigarettes" and throw in a couple of "aspirin" for
good measure. Then, the parents indignantly say, "Where do the
kids come up with the drug habit?"
Many years ago, while driving with my mother from
Columbia, South Carolina to Charleston, South Carolina, I asked
about a former classmate of mine in my hometown of Yazoo City,
Mississippi. My mother lowered her voice and whispered, "Why,
Son, he has turned into the 'worst kind of drinker'." I half jokingly
asked, "Mother, what is the 'worst kind of drinker'?" She
explained to me that my classmate would buy a bottle and in the
quietness of his home, take a drink. She stressed that he never
denied his family anything, never became abusive and never got
drunk. She stressed that his drinking did not affect his job, that
he was a "respected" member of the community and had recently
been elected to a political post.
Somewhat started, I facetiously asked, "Mother, is that really
the 'worst kind of drinker'?" She assured me in no uncertain
terms it was and her reasoning was simple. He set a "good"
example of drinking and his children saw nothing wrong with
Dad, who worked so hard to support them, relaxing and taking a
drink. They identified drinking with a kind, considerate devoted
husband and father. As Mother pointed out, no one wants to
emulate the drunk. Had this man been inclined to abuse his
family and deny them the necessities of life, the children would
have been disgusted with drinking. Had he been an occupant of
skid row or a sot who was inclined to roll in the gutter, no one
would have wanted to "be like him." [Could this be the reason the
liquor industry piously urges you to drink in "moderation?"]
To reinforce what my mother is saying, France has the
274
identify what's in the bottle, but it makes more sense to tell the
public what the contents do.
Today, you can view movies like Last Tango in Paris and Deep
Throat in "family" theatres. You can tune in on talk shows and
listen to the open endorsements of free love, trial marriage,
homosexuality, etc. It all started with a tiny crack in the dike. The
breakdown of morals for the individual begins with a slight
concession. First one and then another. Promiscuity begins when
a boy or girl "surrenders" that priceless virginity, and morality is
thrown to the winds as the confused passion of the moment usurps
the place of genuine love.
Tragically, once the barrier has been lowered, it is much
easier to lower it the second and subsequent times. Yes, bad
habits start slowly and easily, and before you are aware you have
the habit - the habit has you - and the results are disastrous.
One thing we know, however, is that bad habits are the results of
bad learning, and if it can be learned it can be unlearned.
Now that we've identified some of the bad habits, let's go to the
next chapter and learn how to eliminate or unlearn those bad
habits - and acquire the good ones.
NOTES AND IDEAS
278
CHAPTER FIVE
STOP BAD HABITS - START GOOD HABITS
TRUTH IN ADVERTISING
his way to solving the problem. They identify God by saying, "God
as you understand Him." Since I am not bound by any of the
restrictions they are bound by, I simply say God, period. I refer
you back to Isaiah 40:31 and remind you that in that verse to
"renew" means to "change" or "exchange." It's true you can't-
but God can. It is stressed that the alcoholics' only hope is a power
source greater than their own. [John 15:5-7 is quite clear on this.]
Until the alcoholic reaches that conclusion, his chance of
"arresting" the disease is remote. Ditto for the hard-core drug
addict. Nor does A.A. and its members permit the alcoholic to get
hung up on a lot of "cop-outs." [My mother was scared by a
runaway horse before I was born, I was rejected by my
classmates, my mother took me off the potty too soon, etc.]
Alcoholics are forced to admit they are alcoholics because they
drink too much booze, period. Psychologically when an in-
dividual is brought face to face with the fact that regardless of the
excuse he used to start a destructive habit he is the only one who is
going to suffer the consequences. When he understands and
accepts full responsibility for his behavior, a giant step has been
taken to break that habit.
Many times the individual can be brought face to face with the
reality that his reason for starting a habit no longer exists. For
example, he might have started smoking, cursing, gambling,
drinking, using drugs, etc. because of insecurity and the need to
be accepted by his peer group. With this realization and the
building of that healthy self image the individual is freed of the
reason for these destructive habits and his chances of quitting are
enhanced.
An active youngster - perhaps an athlete - burns an
enormous amount of energy and needs a large amount of food.
However, when the physical activity declines the need for much
of the food no longer exists but the habit of eating the larger
amount has been established. Complete awareness of his current
needs and best interests are very helpful in converting the habit
of filling former needs with the advantages of dealing with the
current problem to solve present needs.
Step number three is substitute. There is really no such thing
as eliminating a habit. You simply subsititute a good one for a
bad one. The alcoholic substitutes optimistic, dedicated, caring
286
millions to build and the per patient cost ran into thousands of
dollars. However, less than 2% of the addicts were helped to
permanently kick their habit. The results were so disappointing
the facility was closed.
As a practical matter, let me ask you a question. If you were
faced with a serious operation and only two surgeons were
available, which one would you choose? One assures you that 2% of
his patients recover and the other one points out that over 80% of
his patients recover. We both know which one you would choose,
don't we? Drug addiction and alcoholism are bigger than the
individual, so it takes something bigger than the individual to
whip these self-induced diseases.
trip to the top will get even more exciting to you with each step.
It's universally true that the closer we get to the objective, the
more likely we are to "smell the finish line" and increase our
tempo. I hope and believe that you're feeling much of this
excitement as you look at the stairway to the top and see yourself
on Step Number Four.
So here we are at Step Number Four and those glass doors on
the executive suites of tomorrow, with all the rewards they hold
for us, are getting closer and closer. I'm proud of you and how far
you've come. I'm even prouder of the fact that you're continuing
your climb to the top. Let me remind you, however, keep using the
Trigger Pages as I urge you to commit yourself more and more to
excellence.
Now, I think it's time to display a little exuberance. So, on the
Stairway to the Top page, with the little man representing you,
why don't you write "WHOOPEE!" in big bold letters. Aw, go on,
it's your book.
TOMORROW
BONUS CHAPTER
THE SUBCONSCIOUS MIND
supreme effort was made to open the cab and free the driver.
However, the wreckage was such that despite the best efforts of
skilled men, the doors refused to budge. To make matters worse,
a fire had started in the cab. Concern turned to panic because it
was obvious that before the fire engines could arrive, the driver
would be burned to death.
Despite the fact that the power of the wreckers had been
unable to open the door, Charles DennisJ ones decided to see what
he could do. Bracing himself against the door, he started to pull.
Slowly, grudgingly, the door began to give way. The force of
Jones' effort was so great that the muscles in his arm expanded
until they literally burst the sleeves of his shirt. Finally, the door
was open, Jones reached inside and bare-handedly bent the brake
and clutch pedals out of the way. He freed the man's legs, snuffed
out the fire with his hands and crawled inside the cab with the
badly injured driver. Bracing himself in a crouching position
with his feet on the floor and his back against the top of the cab, he
lifted the roof by his enormous strength. This freed the driver and
spectators were able to pull him to safety. Then Charles Dennis
Jones quietly and quickly disappeared.
Later, when he was found, someone asked him why and how
he was able to accomplish such a Herculean feat. His reply was a
very simple one. He merely said, "I hate fire." He had a reason. A
few months earlier he had been forced to stand by and watch
helplessly while his small daughter burned to death.
On another occasion, a 37-year-old woman lifted a car
weighing over 3600 pounds, enabling her small son to be pulled to
safety. She did that without thought or hesitation. She had a
reason.
Surely you've experienced an occasion when you've been
driving down the street, not thinking about anything in
particular. Then, suddenly, a thought comes to you and you
exclaim, "That's it! That's the answer. Boy, oh boy, why didn't 1
think of it before?" You've just gotten the answer to a problem
that you've been wrestling with for days and you're so excited you
can scarcely contain yourself.
Interestingly enough, Charles Dennis Jones, the 37-year-old
woman and you were all doing the same thing. You were using
the knowledge, strength and power of your subconscious mind.
296
Fortunately, you aren't "most people," and with the aid of this
information - combined with the books and cassette recordings
available on the market today, you will be able to "hypnotize"
yourself into things that are good, clean, positi ve and powerful. In
short you will "hypnotize" yourself into using the strength, talent
and information you already have. This will enable you to get
what you want.
Like everything else, it will require considerable effort on
your part but I repeat what I said earlier. The reward for
accomplishment is so great you will truly accept my contention
that you don't "pay the price," you "enjoy the price."
There probably isn't a person who will read these pages who
hasn't gone into a business office and seen a desk buried with
work. It is covered with everything from yesterday's newspaper
and today's emergencies to last year's tax returns and next
month's budget projections. You and the owner of the desk both
make the same comment, "You can always tell a busy man ... "
You can also tell something about the earned income of the
person behind the desk. Almost, without exception, if the desk is
piled high and cluttered, we have a person who has an earned
income of less than $20,000 a year. Some notable exceptions
would be, authors, salesmen, sales managers and entrepreneurs,
who do their thinking and planning away from their desk. Now, a
clean desk does not necessarily mean a big income, but the
overwhelming majority of the people who earn in excess of
$50,000 a year will have a clean desk.
Here's why. Many times you've been at your cluttered desk
with several things to do. You're busy on one project when, for no
apparent reason, you pick up another project and start working
on it. Your vision had "picked up" the other paper and you
inadvertently reached for it. Instead of focusing your full powers
on the problem at hand, you dissipate your concentration into
several areas. You are dealing with a dozen different problems-
and not really concentrating on any of them.
Now, hypnosis is really your capacity to center or concentrate
on a specific subject. So, you take everything off the desk and get
299
WARNING
ordeal. As you lie there, listen and reflect on all of the blessings
that are yours. A quiet confidence will come over you as you
listen for words and seek strength that will enable you to succeed
and be happy in the game of life. This procedure will enable you
to go into your deepest level of sleep. Your security is almost
total. Negativisms don't exist so your creative or subconscious
mind is free to "do its thing." And as Dr. Schuller says, this
tranquility produces creativity.
Fifth, expect positive benefits and positive answers to any
questions you might have. Remember, good things happen to
people who expect good things. After you inject the good, power-
ful thoughts into your subconscious mind, give it these instruc-
tions: "I know you have the answer to the question and I know
you are going to give it to me when you want me to have it, so I'll
wait patiently with complete confidence.
SiXth, you should have a pen and pad, or better yet, a cassette
recorder at your bedside. Many times your subconscious mind
will work so swiftly and effectively that you will wake up in the
middle of the night with a fabulous idea or a solution to a prob-
lem. Regardless of how wide awake you might be when the idea
or solution comes to you, odds are you won't remember it the next
day. By recording the thought or idea, you assure yourself of
returning to a deep and restful sleep because you know when you
awaken, the idea or solution will be instantly available to you.
For this reason, it is IMPERATIVE that you have a pen and pad
or cassette recorder next to your bedside for immediate use. After
all, you woke up for a reason; don't blow it by trying to get five
more minutes of sleep. Incidentally, if you experience any diffi-
culty going back to sleep you should quietly and confidently
close your eyes and say, "thank you, thank you, thank you for
health, wealth, happiness and peace." Then repeat over and
over, health, wealth, happiness and peace.
As you follow these steps, you'll be amazed at how fast you get
answers to questions. Just as significant is the fact that as you
get results, your confidence will grow. This will give you more
results, which gives more confidence ad infinitum.
303
SEGMENT SIX
WORK
CHAPTER ONE
WORKERS ARE WINNERS
FREE LUNCH
Many years ago, a wise old king called his wise men together
and gave them a commission. "I want you to compile for me the
'wisdom of the ages'. Put it in book form so we might leave it to
posterity." The wise men left their king and worked for a long
period of time. They finally returned with twelve volumes and
proudly proclaimed that this truly was the "wisdom of the ages."
The king looked at the twelve volumes and said, "Gentlemen, I'm
certain this is the wisdom of the ages and contains the knowledge
we should leave to mankind. However, it is so long, I fear the
people won't read it. Condense it." Again, the wise men worked
long and hard before they returned with only one volume. The
king, however, knew that it was still too lengthy so he
commanded them to further condense their work. The wise men
reduced the volume to a chapter, then to a page, next to a
paragraph and finally to a sentence. When the wise old king saw
the sentence, he was absolutely elated. "Gentlemen," he said, "this
is truly the wisdom of the ages, and as soon as all men everywhere
learn this truth, then most of our problems will be solved." The
sentence simply said, "There ain't no free lunch" - and there
"ain't."
It's ironic, [or is it hypocritical], that responsible people agree
with the "No Free Lunch," and "You Can't Get Something for
Nothing" philosophy, but often vote for legalized gambling, horse
racing, dog racing and state lotteries. No wonder the young
people are confused about what mother and dad really do believe.
A wise man observed that the Success Family has Work as the
father and Integrity as the mother. If you can get along with the
"parents" you won't have any trouble with the rest of the family.
306
[Anonymous]
people who show up for work and then avoid it like the plague!
The wise old king hit the nail on the head. When men learn
that if they want to occupy their places in the sun, they'll have to
expect some blisters; much will have been accomplished. Work is
the price we enjoy to travel the highways of success. We can best
guard against losing our shirts by keeping our sleeves rolled up.
Many people believe success is dependent upon the glands, and
they're right if they're referring to "sweat glands." America was
built by people who worked, and pulled on the oars, not by those
who rested on the oars.
It doesn't matter how smooth and easy the going might be,
there are some who'll lag behind. By the same token, no matter
how tough the going might be, there are those who will forge
ahead. To quote the oldie, "When the going gets tough, the
tough get going." The chairman of the board of one of America's
major rubber companies stated that work should be fun. Will
Rogers made the observation that, "In order to succeed, you must
know what you are doing, like what you are doing and believe in
what you are doing." According to H. M. Greenberg's psy-
chological evaluation of over 180,000 people, nearly 80%
reluctantly go to work every day. They simply don't like what
they do. That is tragic. It's a small wonder we have second-rate
performances and often third-rate merchandise.
I'm often astonished at the number of people who respond to
questions about their work in a completely negative vein. Ask
someone how he is doing and he will probably say, "Considering
it's Monday, I don't guess it's too bad," or "Fine since it's Friday."
I t's an unfortunate fact that near ly 80% of the timepieces are used
to tell people when to quit work. Small wonder that more workers
are known as "eager leavers" than "eager beavers."
Recently, while speaking in Las Vegas, I was told on good
authori ty that one of the casinos is large enough to enclose two full
size football fields. Hundreds of devices exist in this mammoth
room to separate a patron from his money. In this casino, as in all
the other gambling establishments in Las Vegas, you can't find a
single clock. No, not one. The rea~on is obvious. People gamble for
307
a variety of reasons, but it's safe to say they enjoy gambling. They
become so engrossed in gambling they are totally oblivious to
time. Obviously, the owners of the casinos don't want clocks to
remind the gamblers of time. As a result, many people gamble
for hours. In some cases, they gamble until they've lost
everything they have or until they literally go to sleep at the
tables. I'm convinced that if gamblers became that engrossed in
their careers, they could acquire the material goods and satisfy
their psychological needs which they never can satisfy at the
gambling table.
WORK IS AN ATTITUDE
There are three things that are hard to do. One is to climb a
fence that is leaning toward you. Another is to kiss a girl who is
leaning away from you. The third is to help someone who doesn't
really want to be helped. Now, I have to be honest and admit to
you that I've never tried to climb the fence. [You might need to
think on that one for a moment.] Many times I've had people say,
"If someone would give me a stake so I could 'get current' one
time, pay all my bills and have $1000 in the bank, I could go the
rest of the way on my own." The unfortunate thing is, many
people believe this, and they "wait" for someone to come along
and give them that start. I advocate helping people, but as I
indicated in an earlier chapter, I believe if you give a man a fish,
you feed him for a day, but if you teach him how to fish, you
feed him for life. I believe in giving "fishing" lessons. Just
helping someone get current and giving him a cash reserve is
generally the wrong way to help. Invariably the individual takes
the "bonanza" and spends it either to "catch up" or to get
something he's been wanting but couldn't get. This simply
continues and even reinforces the habit of spending which put
him behind the financial 8 ball to start with .. Once you get the
habit [whether it's a good one or a bad one] the habit gets you.
For example, several years ago during the 60's, there were a
number of gigantic quiz shows. Many of you will recall that on
these shows the winnings were $75,000, $100,000 and more.
Seven years later a survey was conducted among "the big
winners" on the shows. Interestingly enough, there wasn't a
single person who had won $75,000 or more who had any more
money than he had before he won that large sum of money. Each
winner apparently took the bonanza and spent it instead of
investing the money in blue chip securities or placing it at
interest which would have meant a permanent raise in living
standards. More recently the huge winners on the state lotteries
of as much as $1,000,000 have had an overwhelmingly negative
result. Lives have been disrupted, families upended, careers
wrecked, old friends lost and attitudes and images have been
severely damaged. Free lunches do not put you on easy street.
More often, you lose more than you win.
312
CHAPTER TWO
BE READY
You aren't licked until you quit. To put it another way, when
you put a little hump in "u," you change a "chump" to a "champ."
Let's consider some other examples. Jerry West, one of
basketball's all-time greats, was so bad as a youngster the
neighborhood kids wouldn't let him play recreational basketball
with them. Work and practice made the difference in his career.
Words like persistence, dedication, extra effort, and the blood,
sweat and tears Churchill so eloquently described as he aroused
England for Her finest hour might not sound glamorous, but they
work - and are prime ingredients in the recipe for greatness.
Realistically, these words describe the only characteristics that
318
When you know in your own mind that you've given something
your very best effort and you didn't succeed, don't quit. Simply
start another project. A close friend involved me in a business
transaction involving a gadget which didn't sell. Fortunately, I
got out before the roof caved in. My friend, however, lost several
thousand dollars. When it was all over, he philosophically stated,
"You know, Zig, I hate to lose the money, but the thing that really
eoncerns me is the fear that this will make me over ly cautious and
a financial coward regarding other business opportunities. If
that happens, then my loss will be multiplied many times over."
How true, how true.
One young man didn't let this happen to him. He was involved
in an oil venture and ran out of money, so he sold his interest to his
partners who stuck with it. After much time and effort, they got
their break and hit a gusher. The company later became Cities
Service, and we know it today as CITGO. The young man who
withdrew, later got involved in the clothing business and fared
even worse than he had in the oil business. As a matter of fact, he
went broke. Still, he wasn't discouraged. Later on he got into
politics. Historians are already saying kind things about Harry
S. Truman, the two-time failure who kept getting back up until
he became President of the United States.
319
effort are vitally important. Any sales manager will tell you that
every "no" brings you that much closer to a "yes." It's not just a
cliche' that it's often the darkest just before the dawn. When you
work and develop your skills and talents your day will come. I
might also point out that if your day never came, you would still
be the big winner. Inside you, will be the knowledge that you're
doing your best with what you have. With this approach to life,
and the desire and determnation to stick to it, the odds are
greater that you're going to make it and make it big.
Vince Lombardi, the legendary coaching genius who was the
only man to ever coach three consecutive world championship
football teams once said, "I've never known a man worth his salt
who, in the long run, deep down in his heart, did not appreciate
the grind and the discipline. There is something in good men that
truly yearns for and needs discipline."
NO LAZY PERSON
and don't make it, they'll be failures. They rationalize that if they
give a half-hearted effort and don't make it, they have a built-in
excuse. In their own minds, they don't feel like failure because
they did not really try. They often shrug their shoulders and say,
"It doesn't make any difference to me." It's the same way with
many workers. Many times the unwillingness to work stems from
other and deeper problems.
With this in mind, let me urge you to take another look at
yourself. If, at this point, you are harboring any feelings of a poor
image attitude go back to the second Segment and dig in until you
have gotten your self-image where it belongs.
CHAPTER THREE
PRIMING, PUMPING AND PRODUCING
SEGMENT SEVEN
DESIRE
SPECIAL RECOMMENDATION
I believe every freedom loving American should read: ONE
NATION UNDER GOD, Rus Walton.
P. O. Box 2467
Capitol Station
Washington, D.C. 20013
329
CHAPTER ONE
FROM MEDIOCRITY TO METEORITY
THE "EQUALIZER"
In the old west, there was an equalizer; they called it the "six-
shooter." It enabled a small man to chop a big man down to size.
In today's world, the six-shooter is out but there is an equalizer-
it's called "desire." Desire is the ingredient that changes the
hot water of mediocrity to the steam of outstandin~ success.
It's the ingredient that enables a person with average ability to
successfully compete with those who have far more. Desire is the
"extra" that makes the little differences and it's the little
differences that make the big difference in life.
Desire is the extra. It's the part of the blanket that hangs over
the bed that keeps you warm; it's the little extra that turns water
into steam. At 211 0 water is hot enough for you to use to shave or
to make a cup of coffee. Add one more degree and that hot water
changes into steam which will power a locomotive around this
country or propel a steamship around the world. That little extra
is what will send you to the top of the ladder. It has done it for
others. Ty Cobb, for example, had an enormous amount of desire.
Grantland Rice relates this desire to us as he says, "I recall a day
when Cobb played with each leg a mass of raw flesh. He had a
temperature of 1030 and the doctors ordered him to bed for
several days. His team was playing that day, however, and as far
as Ty Cobb was concerned that meant he would play. He did play
and got three hits, stole three bases, won the game - and then
collapsed on the bench."
When I think of desire, I think of another baseball player. For
my money, Pete Gray is an immortal who belongs in baseball's
Hall of Fame in Cooperstown, New York. As a young man, his
overwhelming desire was to play major league baseball. "I'm
going to make it all the way to the top," he repeated over and over
again. His crowning ambition was to playa game in Yankee
Stadium. In 1945, Gray made it to the major leagues with the St.
330
Louis Browns. He only played one year in the majors, was not a
regular and never hit a single home run. Nevertheless, I insist
that Pete Gray is an immortal who belongs in the Hall of Fame. I
say this because he made it to the top despite the fact he had no
right arm. He didn't look down at what he lacked. Instead, he
looked up with what he had. Success in life is not detemined by
having been dealt the good hand. Success is determined by
taking the hand you were dealt and utilizing it to the very
best of your ability. As Ty Boyd, an outstanding speaker and TV
personality from Charlotte, N.C., says, "Play the hand you were
dealt and play it for all it's worth."
Desire enables an individual to take whatever ability he has in
whatever he's doing and utilize it to the maximum. Desire forces
an individual to pull out all the stops and give everything he's got.
I t enables him to go full speed ahead with nothing held back. On a
day-to-day basis the winning touchdown is generally scored by
the individual or team who has pulled out all the stops. In my
judgment each thing we do should be done to the best of our
capabilities, whether we're taking an examination, reporting for
work or getting involved in an athletic event. We should give it
our best and then some, because our yearning power is more
important than our earning power.
When we give it our all we can live with ourselves -
regardless of the results. Less than our best effort has us saying,
"If only" - and that's sad.
Knute Rockne pointed out that a lot of people thought they had
to be either good losers or bad winners. He felt this was a lousy
choice. He also pointed out that he had no desire to get enough
experience at losing to be a good one. "Show me a good loser," he
said, "and I'll show you a loser. Give me eleven lousy losers and I'll
give you a national championship football team." I concur. The
way a man wins, shows much of his character and the way he
loses shows all of it. However, I'm speaking about the will,
determination and desire to win. We simply don't have to make
the choice between being good losers and bad winners. We can be
good winners, and the more experience we have at winning, the
better we become at acquiring the characteristics of being good
winners. It works for teams, it works for individuals and it will
work for you, guarantee it.
331
on the things the family wanted and had been doing without. It
was truly a happy occasion, the biggest Christmas the Miske
family ever had. On December 26th, Miske called Jack Reddy to
take him to the Saint Paul Hospital where he died on New Year's
day. The last fight on his record had been just six weeks before
and his friends couldn't believe it. Billy was weak and dying and
it would have been easy for him to have taken a di ve. However, his
pride and desire to be at his best for the family he loved, drove
him to unbelievable efforts. Bill Brennan was knocked out in four
rounds. Miske tapped his reserve resources because of his desire
to win. Your reserves are available too - when you have the
desire to use them.
When we give anything our total effort, we win regardless of
the outcome, because the personal satisfaction of total effort
makes us winners. Randy Martin, whom I mentioned earlier,
entered the Boston Marathon for the first time in 1972. This race
is in excess of 26 miles and is over an extremely difficult uphill-
downhill course. Dr. Martin tells me that every finisher is given
an award. Most of the runners don't enter the race with the belief
that they can win, but anyone who finishes the race is a winner
because the true reward of a thing well done is to have done it.
This is a most important consideration, because in reality you are
in competition with yourself. There is nothing as satisfying as
knowing you have done your best, that you have driven yourself to
use what you have to the very best of your ability. Total effort
gives you a special kind of victory - victory over yourself because
as one champion gymnist says, "Doing your best is more
important than being the best."
CHAPTER TWO
INTELLIGENT IGNORANCE
BUILD ME A V-8
ERRONEOUS ASSUMPTION
Many people who read the sports pages are aware that Gene
Tunney became the Heavyweight boxing champion of the world
because he whipped Jack Dempsey. They don't know that Tunney
was able to take a lemon and convert it into a lemonade. When he
first started his fistic career, he was a tremendously hard
puncher with a knockout punch in either hand. While fighting
exhibition bouts in France, as a member of the American
Expeditionary Forces during World War I, he broke both his
hands. The doctor and his manager told him he would never be
able to realize his dream to become the heavyweight boxing
339
F AlLURE ROAD
CHAPTER THREE
DAVID AND GOLIATH
I'LL BUY IT
of his body and he drooled too much for a normally healthy child.
The family doctor assured us nothing was wrong and David
would outgrow this problem. Deep in our hearts, however, we
knew better. We took him to a specialist who diagnosed the
problem as a reverse of club feet. They proceeded to treat him for
this condition for several weeks.
Before the Lofchick's search had ended, they had taken David
to well over twenty specialists. Each one told them essentially the
same story and gave them the same advice. Finally, they heard of
a Dr. Pearlstein in Chicago. He was reputed to be the world's
foremost authority on cerebral palsy. Patients came to him from
all over the world and he was booked solid for well over a year.
Since Dr. Pearlstein worked only through other doctors, Bernie
enlisted the aid of his family physician. All the tests that had been
343
made on David were sent to Dr. Pearlstein and contact was made
for an appointment. Unfortunately, Dr. Pearlstein was so heavily
booked he advised the physician to contact him again at a later
date. When the doctor gave Bernie this information and said
there was nothing more to be done, Bernie took matters in his own
hands. He decided to see if he could get an appointment with Dr.
Pearlstein for David. After much effort, Bernie finally reached
him by telephone one evening. He persuaded him to place David
on standby for the next cancelled appointment. A break came
just eleven days later and David had that appointment with Dr.
Pearlstein and with destiny. Hope at long last had reared its
beautiful but elusive head. It was a welcome sight and the
Lofchick's embraced it warmly.
The disease, Goliath, didn't know it but he had a brand new
opponent. After several hours of examinaton, the diagnosis was
the same: David was a spastic. He had cerebral palsy. But there
was hope, provided Bernie was willing to undertake the
enormous and never-ending battle. The Lofchicks felt that no
price could be too high to give their son his chance in life. So, they
eagerly inquired what must be done.
Dr. Pearlstein and his therapist spelled out their instructions
in minute detail. They were told that they were going to have to
work David until he dropped and then they would have to work
him some more. They would have to push him beyond all human
endurance and then push him some more. He made Bernie and
Elaine completely aware that it was going to be a long, difficult
and sometimes an apparently hopeless struggle. He stressed that
once they started this course of action they would have to continue
indefinitely. He emphasized that if they gave up or slacked off,
David would go backwards and all the work they had done would
have been in vain. Yes, the battle for David against his Goliath
affliction had really begun. The Lofchicks now had hope and the
hope had believability. They headed for home with a lighter step,
a lighter heart and prepared for the battle ahead.
A physical therapist and a body builder were hired and a
small gym was built in the basement. Physical effort and mental
toughness became the order of the day.
After months of excruciating and dedicated effort, small rays
of hope began to appear. David acquired the ability to move.
344
Even though it took him a long time, he was able to move the
length of his own body. A giant milestone had been reached.
HE'S READY
Still another one was reached with a phone call from the
therapist who excitedly told Bernie he should leave his office and
come home. When Bernie reached home, the stage was set and
David was ready to prepare for a supreme effort. He was going to
attempt a pushup. With an effort seldom eq\lalled by an adult,
much less by a six-year-old-boy, David called on all his reserves.
As his body started to rise above the mat, the emotional and
physical exertion was so great there was not a dry inch of skin on
his little body. The mat looked as if water had been poured on it.
When that one pushup was completed, David, the therapist,
Mother and Dad all freely shed the sweet tears that clearly prove,
happiness is not pleasure, it is victory.
The story is even more remarkable when you understand that
one of America's leading universities had examined David and
found that he had no "motor connections" to the right side of his
body. That his sense of balance was such he would have serious
difficulty learning to walk and he would never be able to swim,
skate, or ride a bicycle. Yes, the disease, Goliath, was taking a
licking. More importantly, while whipping his Goliath, David
was learning from experience and teaching by example, some of
the truly great lessons in life. His progress was steady and
according to the medical experts even spectacular. David is truly
a remarkable boy who has made enormous progress, which js not
surprising because his parents saw David as a vibrant growing
boy who was going all the way to good health.
Today, this "little boy" has virtually discarded his fourth
bicycle except for those occasions when it's either too warm for
him to ice skate or when he's not driving his car. Learning to ice
skate was painful. Even though it took nearly a year just to learn
to stand on those skates with the aid of a hockey stick, he went at it
day after day. He did what was necessary to overcome his
obstacles and succeeded so well he played left wing on the local
hockey team. Even after these successes, the doctor still said it
would probably take him two years to float, but he was floating in
345
two weeks and swimming before the first summer was over.
David has done as many as 1,000 pushups in a single day and once
ran six miles without a break. At age eleven, he took up golf and
applied the same enthusiasm and determination to it that he
applied to everything he has tackled. Result: he has already
broken ninety.
It's exciting to watch David grow and to know that all of the
.characteristics he is developing and principles he is applying to
succeed physically and academically, will take him just as far in
his chosen field of endeavor. It's also exciting to know you can
develop the same characteristics, apply the same principles and
succeed in life to the same degree that David is succeeding.
Mentally, David is in as good shape as he is physically. In
September of 1969, he was accepted at the St. John's Raven Court
School for Boys. It is one of the most demanding private schools in
Canada. While in the 7th grade, David did quite well in 9th grade
mathematics. That's not bad for a little boy who the doctors said
was never going to count to ten. On October 23, 1971, my wife and
I had the privilege of attending the Bar Mitzvah of David
Llfchick. I wish you could have been there to see David take that
giant step into manhood. With clear eyes, a steady voice and
unfaltering steps, David, amidst a large group of loving friends
and relatives from the United States and Canada, became a man.
His performance was understandly outstanding since he'd been
preparing all his life for the occasion.
Yes, Goliath is clearly on the deck, but just as clearly he hasn't
been knocked out and probably never will be. David must
exercise extensively and regularly for the rest of his life. Even a
few days off takes a toll. Like any active 19-year-old there are
times he would much prefer to be with his friends. However,
when exercise time comes, David understands what he must do
and heads for the gym. Of course, it's not all work because in
addition to his parents he has those two big sisters, a host of
friends, and a large number of relatives who represent a lot of
companionship and quite a cheering section.
One of the high points for David occurred in February, 1974,
when a $100,000 whole life insurance policy was issued on
David's life. The policy was issued on a standard basis which, to
the best of my knowledge, marked the first time a victim of
346
ACHIEVING IS CONTAGIOUS
Those who know the Lofchick family will quickly tell you that
each member played a vital part in David's life and was
privileged to grow with him. Each one is outstanding and each
one contributes to the family and to the community. Bernie's
growth, for example, has been equally amazing. Bernie is truly
the most completely educated,uneducated man I've ever known.
He officially finished the 7th grade, but he spends every day of
life in "school." He learns something from everybody and his
pursuit of excellence qualifies him as one of the most astute
business minds I have ever encountered.
Of necessity, Bernie worked both harder and smarter in his
business career and personal life. For a seven-year-period he
worked seven days and seven nights every week, taking only one
night off during this entire period of time. That feat alone clearly
demonstrates his dedication, determination, desire and devotion.
In his quest, Bernie discovered that in a successful and happy life
you can get everything in life you want if you help enough
other people get what they want. Applying this principle to his
business, he built the biggest cookware company in Canada and
achieved financial independence in the process.
By any yardstick David and those who helped him are quite
successful. It was a team battle and a team victory with each one
playing an important part in putting Goliath on the deck. Each
one is playing a significant part in keeping him there.
will far surpass what he's done in the past. That's exciting, but
even more exciting is the thought of what this story could mean to
the millions of kids who have normal health. If David could start
from where he was with what he had and do what he's done, think
what the same principles and procedures could mean if applied to
kids with good health. That thought is awesome and exciting.
David's story now has a sequel. While telling his story in
Amarillo, Texas, one night, I noticed that a young couple seated
on the front row was visibly moved. Later we visited privately
and they sought the name of the Chicago doctor who took over Dr.
Pearlstein's practice upon his death. Their fifteen month old
daughter had Cerebral Palsy, and they hoped something could be
done for her. They took their daughter to Chicago and after the
examination, the doctor told them that their daughter had all the
symptoms of the disease, but she definitely did not have Cerebral
Palsy. She had simply been born prematurely and the doctor had
incorrectly diagnosed her condition. The premature birth had
caused her to be a little slower than normal. However, since they
had been treating her for Cerebral Palsy she had acquired all the
symptoms of the disease. They immediately started treating her
as a normal, healthy child and in a matter of weeks the symptoms
of Cerebral Palsy disappeared. Yes, we treat people the way we
see them and they respond to that treatment whether it's good or
bad, positive or negative. Again, that's why it's so important for
us to be "good finders."
So here you are at the top of the stairway. You've climbed all
the steps so you now stand squarely in front of the door leading
into the banquet hall of life. At this point I call your attention to
the word opp(lrtunity which is clearly written on that door.
Actually, the word opportunity could be spelled AMERICA - as
a matter of fact, if you will look again, it's obvious that
opportunity is America. Only in a free enterprise country such as
America could these principles bear such fruit. So let's take a
look now at the land of the free and the home of the brave -
America The Beautiful.
350
CHAPTER FOUR
AMERICA THE BEAUTIFUL
PROGRESS REPORT
BE POSITIVE -
ESPECIALLY ABOUT THE PROBLEMS
jersey and said, "I've never represented anything this big before."
This kind of pride can be - must be - developed in millions of
American young people and adults.
Through our problems and our triumphs we must keep our
sense of humor, because if you think the recent problems were
serious, let me urge you to open your history book to 1858 to look
at a real problem. Not only was there a shortage of whale oil that
year but leading "whaleologists" the world over maintained that
"those dirty whales" were not turning out the same quality whale
oil they had in the past. The prophets of doom assured one and all
the lamps would go dim, our children would grow up in an era of
darkness and education would be destroyed. Then someone
discovered petroleum.
Between now and the time you read these words there could
well be a dozen national emergencies and numbers of crisis in
your personal life. However, as Dr. Norman Vincent Peale often
says, "The only people who do not have problems are those in the
cemeteries." [Then with a twinkle in his eye he says, " and some of
them really have problems."] If you have problems, it simply
means you are alive and the more problems you have the more
alive you are. He even jokingly suggests that if you don't have
man-sized problems you should get on your knees and ask God to
"trust" you with a few.
We also need to remember that some good comes out of every
problem. Eleven thousand lives were saved because of the fuel
shortage in 1974 and America got busy toward self-sufficiency in
energy. Incidentally, the character for crisis in Japanese, is a
combination of the characters for "disaster and opportunity."
The opportunities of America's crisis far outweigh the "dis-
asters" caused by them and America historically takes its
"lemons" and makes "lemonade."
WAVETHEFLAG-PROUDLY-WITHOUTAPOLOGY
AMERICA SPEAKS
To show you the America I love, I'd like to invite you to take a
trip with me in your imagination as we travel via the big jet,
which in many ways symbolizes America. I'd like to familiarize
you with this great and beautiful country and some of its
outstanding people.
From Dallas we head westward across the plains rich with
cattle and oil, that contribute so much to the prosperity of
America. We fly over EI Paso, home of Lee Trevino, the "Merry
369
Mex" and former golf caddy who was chased off some prestigious
golf courses before his rise to prominence as one of America's
premier golfers and outstanding personalities. We veer
northward and take a long sweeping glance at the natural beauty
of the Grand Canyon, make a fast stop at Carlsbad Caverns and
look down on the uniqueness ofthe Mojave Desert before we come
to the lush, irrigated fruit and vegetable farms of California.
Here we will meet Richard Cessna, Jr., Karl Karcher and Robert
Patchen.
Richard Cessna, Jr. is the president of Kidco, Inc. which has
been in business slightly over a year, but they are already
grossing as much as $3,000 per month. They started with a
contract to sweep the six main streets of San Diego Country
Estates for $150 per month. They branched out by contracting
with their father, the supervisor of the estates' 110 horse stables,
to remove the manure and wood shavings which they compost.
They sell the compost to landscapers and local golf courses at
prices lower than commercial suppliers. Incidentally, Richard
Cessna, Jr. is 12 years old. His vice president is his sister, age 9.
The secretary of the company is another sister, age 11, and the
treasurer is a half sister who is 14. Now that is America, that is
free enterprise.
Kark Karcher, a gentle giant of Midwestern stock who has an
unshakeable faith in Almighty God, is in the restaurant business.
His financial success started when he bet on himself and free
enterprise by pledging his financial net worth to get the capital
investment necessary to become an entrepreneur. [That, my
friends, means he hocked his' 41 Plymouth for 326 bucks to buy a
hot dog stand]. From that modest start, this 8th grade dropout
has expanded, until today, "Carl's Jr. Restaurants" number 127
with over 3800 employees. It's refreshing - but not surprising-
to learn that Carl is an old-fashioned guy who built a successful
life, [12 beautiful kids and a storybook 40 year marriage to the
former Margaret Heinz] and a successful business on faith, love,
character, honesty, loyal and integrity.
The next free enterprise and flag-waving American we meet
is Robert Patchen who sells real estate in San Mateo, California.
Bob earns approximately $1000 per month at his profession and
has for nearly twenty years. This is not all the money in the world,
370
but Bob has never seen a house he has sold so it's obviously quite an
accomplishment. Because he lives and works in the free
enterprise system that is America, Bob Patchen not only is able to
pay his own way but to make a contribution as well. Question: If a
12 year old, and 8th grade drop out and a blind man can "make" it
in America, don't you believe that you can make it even bigger?
Shouldn't we make certain that stories like these reach everyone
in America?
LISTEN - TO SOME BUSINESSMEN
Back aboard the jet, let's do a little sight-seeing as we fly up
the coast. Look down on the forests of giant Sequoias and
Redwoods before we turn right and cross the awe inspiring
Rockies. Now we get a bird's eye-view of the corn and wheat fields
of Kansas, Nebraska and Illinois which has helped make
America the bread basket of the world. We fly over Chicago, the
home of a former newspaper boy named Clement Stone, a'free
enterpriser who conceived a better idea to merchandise
insurance and built a personal fortune, still rated at roughly a
third of a billion dollars, despite the fact that he has contributed
over 100 million dollars to worthwhile causes. Today Mr. Stone
shares his success secrets through his books, lectures, recordings
and monthly publications like "Success Unlimited."
Continuing our trip, we turn northeast across Lake Michigan
and in a matter of minutes come to Ada, Michigan, the home of
Rich De Vos and Jay Van Andel, two of the most successful and
vocal exponents of the free enterprise system in America today.
Their belief in the system is founded on personal experience. In
1957, they acquired a converted service station and started
Amway, which is a contraction of the American Way. Their
capital was limited and their problems were numerous, but an
unlimited faith in God and country combined with an enormous
capacity for work, prevailed. Today the Amway Corporation
distributes its products through approximately 300,000 indepen-
dent distributors worldwide who sold over $300,000,000 in 1976
in Canada, Germany, England, France, Hong Kong, Australia
and the United States. As a matter of fact, just 20 years after the
company started in that converted service station we can say with
poetic accuracy that the sun never sets on an Amway Distributor.
371
ambition for her family, was not content with the black schools in
Pensacola. She opened her own school which attracted as many as
sixty students at a nickel a day - when the students could come
up with the nickel. This did not qualify the James' for
membership in the Country Club set but as Daniel James said,
"We never had to go on charity, we were able to support ourselves,
we held our heads up."
Mrs. James repeatedly told her family that if the door of
opportunity ever opened for them, they were never to say, "Wait a
minute, let me get my bags and then I'll go through." Mrs. James
said, "You have your bags ready, you have your dedication, you
have your objectives, you have your purpose. You be ready to go."
There is an eleventh commandment she taught Daniel, "Thou
shalt not quit" - and "make certain that your children get a
better education than you do."
You might not recognize the name Daniel James but you
undoubtedly will recognize the name "Chappie" James, Four
Star General, U. S. Air Force, Head of the Air Defense Command
for North America.
You can't do everything at once, but you can do something at
once. The April, 1974 issue of Guideposts Magazine tells the story
of Rita Warren, an Italian immigrant who finished the 5th grade.
When Rita's daughter transferred from a parochial school to the
public school where prayer was forbidden, she asked Rita a
question. "Mom, if one woman who doesn't believe in prayer
[Madeline Murray O'Hair]" can take prayer out of school, why
couldn't one woman [you, Mom] who believes in prayer, put it
back in school? At that point Rita went to war against the
Commonwealth of Massachusetts and whipped them - hands
down. It's a long but beautiful story that started in the city
library and involved learning the legal procedure to follow.
There were lots of trials and heartaches, including a veto by the
Governor, but thanks to Rita Warren there is a one minute prayer
time in Massachusetts today.
Think about what you just read. One woman changed history
and benefited mankind. You are one person. One person [vote]
kept Aaron Burr from being President of the U.S. One person
[vote] kept Andrew Johnson from being impeached. General
Motors, Ford, DuPont, A.T. & T., all started in the mind of one
373
person. I repeat, You are One person. No wonder Bach was moved
to write, "There are three great things in this world - an ocean, a
mountain, and a dedicated man - woman." Just one Rita Warren
in every state could move mountains and solve many of our
problems. To paraphrase Rita's daughter, "if one woman who
believes in prayer can put prayer back in the schools of
Massachusetts, surely 100 million people who also believe in
prayer can put it back in the rest of the States."
If you're still hesitant or wondering about what to do and
where to start, read this:
God said to build a better world and I said How?
The world is such a cold, dark place and so complicated now.
And I'm so young and useless there is nothing I can do.
But God, in all his wisdom said, "Just build a better you."
Building a better you is the first step to building a better
America. The solution starts with you and, "If everyone became a
part of the solution - America would have few problems."
In St. Petersburg, Florida, the Methodist men's Bible class
decided they wanted the Bible taught in the public schools. These
men did not know this could not be done - so they did it. It took
nearly two years of legislative and judicial procedures but today,
in St. Petersburg, Florida, school children are learning what God
says in His Bible.
erroneously assume that we don't have to sell our youth and fellow
citizens on the obvious advantages and benefits associated with
America and the free enterprise system. Results have been
disturbing and disappointing to say the least. This attitude has
bred revolt, rebellion, discord and such acts and comments that
would have our founding fathers turning in their graves.
The irony of it all is that we don't have to sell the American
free enterprise system to those who come from other countries.
Take the Cuban refugee as an example. Many of them waited for
years to trade everything they owned for a ticket from Havana to
Miami and the free enterprise system that is America. Look at
the Hungarian refugees who saw their countrymen literally
throw themselves in front of Russian tanks because they
preferred death to slavery. They don't have to be sold on the
merits of America. Nor do we have to sell America to the
occupants of East Berlin who can look over the wall into West
Germany and see the difference.
It has become crystal clear, however, that we do have to sell
America and the free enterprise system to our children, because
only one generation stands between us and all the "Ism's" in the
world. It's equally clear that we need to sell the free enterprise
system to those teachers and professors who often belittle the
very system that sustains them. We need to sell labor leaders and
union members on the concept that a laborer should be free to
work as hard and as enthusiastically as he wishes for the benefit
of everyone. That is Free Enterprise. That is the American way.
We need to tell more of our citizens - some of whom are
theoretically responsible - that their screaming about our
"problems" is drowning out the steady hum of the very system
that has made us the most productive and affluent land on earth.
We also need to sell government employees and officials on the
fact that government doesn't produce income or prosperity.
Instead, it exists and survives because free people working in a
free land support the government. We need to sell elected
officials on the simple fact that the right to work and produce
without undue government restraint is not only our right but our
source of strength. One good look at any socialistic country will
convince any clear thinker that free enterprise is the only way
to go.
376
THIS EXCITES ME
l(I-
I I
\
382
THE BEGINNING
In this exciting new book Zig Ziglar puts to rest the absurd
notion that Christians should have long faces and short
pocketbooks. He shares the excitement and benefits of serving
Jesus Christ NOW, including what has happened to him in all
areas of his life since July 4, 1972, when he was born again and
declared his complete dependence on Jesus Christ.
Some of the exciting subjects:
• A Declaration of Dependence
• On The Fence
• Come Into My Heart
• You Are Not Good Enough
• The Jesus I Love
• But Lord, I've Got a Car Payment-And It's Due
Next Thursday
• Shhh-Don't Tell 'Em About Jesus
• We All Make Mistakes
• How Will You Bet?
• Goodies From God's People
• Just A Coincidence
• An Open Mind and an Open Bible Will Make You
a Christian
• Are Christians Really Different?
• Satan's Sales Meeting
• The Good Things God Gives Us-or A Heavenly
Smorgasbord on Planet Earth
In All
Aspects
Of Life, HEALTH
You Must SUCCESS
Have A
Solid
Foundation
On Which
To Build -
Then
You Take
Six Specific
Steps
To Reach
Life's
Objectives.
The illustration above clearly reflects the principles contained in the statement to
the left of it. Together they support the philosophy of life Zig both practices and
proclaims and are the basis for the book as well as for two exciting programs: