– Hello Youtubers. Today, I amwith the new, amazing guy. He’s Tom Ziglar, the CEO of Ziglar Inc. He’s withme to answer my questions . We will talk about fulfillment and success,and we will learn a lot in this interview so follow this interview. Hello Tom. – Good to see you.- How are you today? – Welcome to our offices. – Yeah, it’s a great office. I love theplace where we are doing the interview. I would love to know, before I askyou a lot of questions, just who are you and whatyou are doing today. – Yep. I’m Tom Ziglar, and Zig Ziglar’s myfather. I tell people I’ve been in the business that we’re in for 48 years. Ifeel like I was born into it. I’m the CEO here. I’ve been the CEO for 18 years. Whatwe do as a company is, as I tell people, we’re in the transportation business. Wehelp you get from where you are to where you want to be, and we do that throughvarious areas, but mainly it’s personal development, motivation, inspiration,attitude, character, the core foundational things. We’ve learned that you can takeall the skills training in the world and we believe that’s very important. We doleadership, and sales, and presentation skills. But you can take all those skillsand if you don’t put them in the right kind of person, the one of character, onewho has what we call persistent consistency or work ethic, a greatattitude, unless you have those components, it’s not just gonna get theresults. So through our personal development teachings, we do thatone-on-one. We do that in seminars, we do that through CD, DVD and online programs.We also have a business group that work with business owners, helping them developtheir business systems, and then we work in corporate America. I do keynotes allover the world. We have others in our team who do the same thing and we work onprofessional development, sales, motivation, leadership, management, allthe different areas. So to be here, I’m incredibly blessed Dad has laid such anincredible foundation. He’s known all over the world. Everywhere I go and speak,whether it’s the UK or Australia, wherever we go, it’s like I have brothers andsisters already in the room. – You know, I’m very glad to do thisinterview today because you have a another perspective than theother people that I interviewed. I would love to know, you were born always withthis mind-set, so according to you is there a difference between beingborn with that or to learn maybe 20 or 30 years after? – Well whether you were born into anenvironment like I was– – Yeah, just to be specific, I asked thatbecause I want to help children to learn and learn what you learned with yourfather under that environment that’s why I’m asking that. – Okay. There are some advantages to beingraised the way I was raised, to be surrounded by it. But I’ve met literallythousands of people who had similar advantages that I’ve had, but who didn’ttake advantage of it. And so ultimately, it doesn’t matter where you’re born, whoyour parents are, the circumstances of life. There’s a point in time where yourealize you have a choice to make, and that’s choice is really simple. It’s “Do Ilet the circumstances become the excuse for the decisions that I make?” or “Do Irealize that no matter how tough it is, I can make a decision that it’s gonnaimprove where I am.” See Dad said this, he said we can’tcontrol our circumstances but we can control the way we respond to ourcircumstances before they happen to us. And so there are many people, and I knowin your journey as you’ve seen the same, people who came out of tough, toughbackgrounds, whether it’s from a broken family or out of poverty. Dad, his ownstory, he was raised from the time he was five years old, his father died when hewas five. So his mother, single mom, fifth grade education, heart of the GreatDepression is when his father died. So the poorest time in recent modern history inthe last hundred years. Dad grew up having to work. He started working when he wassix years old just to put a little bit of extra food on the table for the family.Mom had a fifth grade education and never did well in school. So you can start outof any circumstance and realize that if you make a decision, like you said earlierwhen we we’re talking, if you make a decision to start today, incrementally youcan put things under your mind. Dad has a
decision to start today, incrementally youcan put things under your mind. Dad has a quote, it says this, “You are who you areand what you are because of what’s gone into your mind.” You can change who youare, you can change what you are, you can change where you are by changingwhat goes into your mind.” Right? It’s powerful to know thatreally, who we are is just the sum total of everything that’s come into us that weaccept and believe. And that’s the great news, we can change if we’re not happywith who we are, we can change that simply by changing what we put into our mind andchanging how we believe it. – And I would love to know, because yousay that met some people, they had this kind of environment but they didn’t takeactions. So according to you, why? Why people have maybe the good environmentand they don’t use it? – You know, I think it’s because they’venever understood that they are in control of their own destiny. It’s pretty scarywhen you think about it, to realize that your future totally depends on what youdo. It’s much easier to say, “Well, that door has closed to me because these thingshave happened.” That’s safe. Nobody’s gonna cause a ruckus, as Seth Godin says,if you just kind of cruise through life. It takes a little bit of courage to standup and say, “You know what? Everybody’s going that way, that’s not the path forme. I’m going this way. I’m gonna make decisions today that are gonna help me getcloser to where I wanna go.” I think they’re afraid because you take personalresponsibility, right? You have to make that decision. But guess what, if youdon’t take personal responsibility, that means somebody else is telling you whatyou’re gonna do with your life, right? And who wants that? You know, we all talkabout freedom, but the ultimate freedom is choosing who you’re gonna be and whereyou’re gonna go. – Yeah, that’s great. How did you createyour own identity and not trying maybe to become Zig Ziglar too? – Well that’s a great question because Istruggle with this. For years, people told me I should go and speak and I alwayshesitated because I was afraid that people we’re gonna expect me to speak like myfather, right? Because he’s Zig Ziglar. He’s maybe perhaps the greatest speakerwho’s ever lived. I mean, you know, his peers rank him at that level. Dad nevercalled him that for himself. It’s what other people said. So I had this concept,this mental mind-set that, “Wait a second, if I go and talk, they’re gonna expect meto be like him in style.” You see, that’s totally contrary to theway he raised me. When I was young and growing up and even not too long ago, Dadwould tell me this, he would say, “Son, whatever you wanna do, just do it twoways: with 100% integrity and with 100% effort.” Well guess what, if all you needto do it with integrity and dedication, effort, commitment, that means you can doanything. You can be an artist, you can be a dancer, you can be a salesperson, youcan be an executive, you can be a speaker, as long as you do it, whatever you do,with 100% integrity and 100% effort. – Great advice. – That’s what he told me. And so aboutfour years ago, I realized, “Hey, wait a second. Nobody expects me to be like Dad,they just want me to be me.” And so what that meant was is I had to develop thegifts that I have because my speaking style’s a lot different. I’m morereserved. I never run around the stage and jump up and down like Dad did. I tellpeople I’m kind of a nerd. Well guess what, there’s a whole lot of nerds outthere. It is a whole lot of people. And so if I’m myself, if I become the bestversion of me I can become, then I connect. If I try to be somebody else,they don’t believe you. You know, people are smart. If you’re trying to pull offsomething you’re not, people figure it out. – Do you tell the same lessonsto your daughter? – Yes. I try to everyday. She’s 18. She’sdeciding where she wants go in life. She’s going into college this year.She’s incredible. – It’s a great advice, I think, to givethat to children and youth and everybody, 100% integrity and 100% dedication andcommitment to which one you do. – Right. A lot of what we teach is basedon what we call biblical truth. It comes out of the bible. Even though wedon’t go out and share bible verses and things like that unless it’s the rightenvironment. There’s a proverb that says,
things like that unless it’s the rightenvironment. There’s a proverb that says, “Train up a child in the way they shouldgo.” And in the original text, I believe it was Hebrew, “train up” means in the waythey’re bent. So each of us come into the world, we’ve got our own personality. Andso as parents, our responsibility is to recognize the personality the child has,and encourage him to go with that. – Helping to find his own powerand then give… – Right. So the guidelines is characterand integrity, it’s the principles and values. It’s not what you go and do. Wework with Wounded Warriors. These are military men and women who are on thebattlefield, they get injured. So in a way, everything they wanted to do wastaken away from them, and a lot of things that they had were taken away from them.So we talk about you’ve gotta be before you can do, and do before you can have. Wecall it the “be, do, have philosophy.” And so if our focus is, “I wanna do this and Iwanna have that, ” we get into trouble because those could be taken away fromyou. If you focus on the kind of person you wanna be, then all the doors will openand that can never be taken from you. So I think parents make the mistake of focusingon what the child’s gonna do or what they’re gonna have instead of the personyou want them to become. – That is great. I love that. Thank youvery much. You met a lot of amazing people, including your Dad when you were achild. According to you, what did you learn from all these amazing people?If you have to do a sum up or summary of the greatest advice you have to rememberto become successful and happy in this life, what could be your best advice? – You know, I’m in the middle ofdeveloping a series right now, it’s the Ziglar Legacy series, and I’m interviewingall of these icons, business leaders, authors, speakers, people who really madean incredible difference in the world. The thread is they were all impacted by Dad.Somewhere from the platform in their books, in the running of their business,they acknowledge and say, “Hey, I read a Zig Ziglar book, I listened to a cassettetape, a CD. I saw him speak, and what he said had an impact on me.” In fact, thefirst interview we did was Seth Godin, and Seth gave us this little bit of advice. Hesaid when these people come in, ask them, each one of in them their own opinion, “Ifsomebody were to ask you, what are the top five things you could do to be successfulin your personal life, your professional life, your spiritual life, what would theybe?” So all of these great leaders, Dave Ramsey, Seth Godin, Dan Cathy, Dr. KenBlanchard, just these amazing people with these incredible careers, they’re allanswering that. And it’s interesting to me how they each have their own priority butit’s all similar. You know, first that talks about, decide who you wanna become,what are the dreams, what do you wanna do. And then become the kind of person thatcan achieve that, right? You know there’s always things we wanna have, all thesegoals, dreams and ambitions, and then we have to decide what kind ofperson are we gonna be. Our culture is backwards, it’s all overthe world, we focus on what we wanna have instead of what we wanna be. When youbecome the right kind of person, these are all by-products, you’d get that. It’s likean athlete. Did somebody show up for the Olympic Games without ever practicing,training, eating, competing all through their life? No, they don’t. They gothrough thousands of hours to get to that point. They go through thousands of hoursbecoming that person who can win. Yeah, we all wanna win, we just don’t want to gothrough that process. So character and integrity are at the very top of the liston every one of them. If you’re not trustworthy, if you cannot be trusted,you’re never gonna have long term sustainable success. It’s just impossible.Right behind that’s work ethic. You know, how bad do you want it? Right in thatcategory is what are you doing it for? What’s the why? Unless you have thatmotivator of what, it’s gonna make a difference. – Great. I love that. You are talkingabout the three principles, the three keys. It is about you said integrity,become who you want to become, do you have other things you’d like to share? – Yeah. The components are, whatare your dreams? I have this quote and it says, “Your dreams are the edges of thepuzzle of your life.” And the way I break it down is I’ll just ask you, have youever done a table top puzzle? You know
take action it down is I’ll just ask you, have youever done a table top puzzle? You know
it down is I’ll just ask you, have youever done a table top puzzle? You know like the ones with all thepieces that you put on. How do you start that whenyou do a puzzle? – The edges.- Yes. That’s how when we have a puzzle wewanna complete, we do the edges, we do the corners.- Yeah, right. – Okay. So a study was done a number ofyears ago with school kids, and they built these elementary schools.So these are schools that had kids ages say 6 years old to 12. They open theschool, and they did something interesting. On the playground, they hadthe playground equipment right next to the school. They had a concrete area rightnext to the school, but they didn’t put a fence around the playground. So thebehavioral psychologist went and they watched the kids when they went off forrecess. They wanted to see how they were gonna use the equipment. But when the kidswent out to recess, all they did was they stuck on the playground equipment or bythe teacher. They had all the space that they could use. You know, it’s huge. Theycould play catch, they could play soccer or football tag, whatever they wanted todo, but they didn’t because they didn’t feel secure. There was no fence around it.You see in life, our dreams, that’s the edges. So when we dream about everythingwe wanna be, do or have, it could be leaving a legacy, it could be a retirementhome, it could be a vacation, it could be providing college education formy family, it could be a car. When we start to dream, what we’redoing is we’re creating an edge and so when we go to sleep at night, our brainworks in a crazy way. It connects where we are, which is our strengths, our talents,our personality, our experience, to where we wanna go, and the puzzle pieces startgetting put in place. And so when we put our dreams out there, we expand ourterritory. We no longer play in the comfort zone, next to the teacher about aplayground equipment, we start going out and play in the whole spacethat God’s given us. – I love the way you explained that. It’sa new way to explain goals, and I love what you’re saying. – So the sad thing is probably 95% ofpeople never had their dreams written down, their goals written down, the thingsthey wanna be, do or have. And so it’s like they go out to theplayground every day and they stay right here. They got all the space they couldplay in but they stay right here. And so just the nature, just the active writingit down and putting the plan in place, allows you to go to the next step. So wetalked about dreams, we talked about you gotta do everything with character andintegrity, we talked about you gotta have an incredible work ethic, and then you’vegotta have balance, meaning the seven areas of your personal life has gotta bein sync, the physical, the mental, the spiritual, the family, the career, thefinancial, and the personal. All those have to be in balance. – How do you balance in eachfield, each areas? – So here’s the thing. Most people, theygo through life and all of a sudden they go, “Something’s not right. I’m not happy.I feel kind of out of sorts. I’m not sure if I’m doing the right thing.” And so youtake an inventory and you go, “Well, is it my health? Is my health bad?” Because ifyou’re feeling physically bad, then it’s hard to be productive anywhere else. – Yeah, you’re emotions turn and… – Or, “Maybe it’s financial. Maybe I’m ina lot of debt. Credit card debt, whatever, and it’s stressing me out. I’m living paycheck to pay check. I don’t have any security.” Or, “Maybe it’s my family.Maybe I need to go and build a relationship with my spouse again. Maybe Ineed to know my kids again.” So you go around these areas, and so what we’ve doneis there’s seven areas of life and we’ve created 10 pretty simple questions thatyou ask yourself on each one of these areas. Like I’ll just do physical. Are youeating the right kind of foods? Are you getting enough sleep? Are youexercising regularly? Do you weight about the right amount of weight? Are you underany stress? So we ask these kind of questions and you rate yourself on a scaleof 1 to 10. You know, you could be a 1 on some, or 5 on some, or 10 on some. So youadd up those 10 questions, you divide it
some, or 5 on some, or 10 on some. So youadd up those 10 questions, you divide it by 10, and that gives you a rating. Maybeyou’re a 5 out of 10. Maybe you’re an 8 out of 10. When you do that for each oneof these areas, and then you look at it and you go, that’s it. The two or threethat are ranking low, that’s where you need to spend your effort on. Now here’ssomething else that people need to understand, is it’s hard to have abalanced life every single day, every single week, every single month. I meanlet’s face it, sometimes we gotta focus on getting in shape. Sometimes we gotta focuson growing our business. Sometimes we gotta focus on our family relationships,you know, the people that are important to us. So it’s hard to be balanced all thetime but the reality is we can work on all of them regularly and we can expand. Wecall that expanding the wheel. – So each time we are focusing on onething, we are unbalanced, which we have the responsibility to come back and say, “Okay, I can raise the otherareas in my life.” – Right. And then we also encourage this,there’s three things that we think people should work on every day because they’reconstants. And the reason is real simple, life is hard. You’re gonna lose a job, arelationships gonna break off, you could have a health challenge or somebody youlove could have a health challenge. All of these, life is just hard, let’s face it.So since we know life is hard, what can we do so when life gets hard, we have theedge, we have the advantage. And Dad said this, he said life is tough but thetougher we are on ourselves, the easier life will be on us.So there’s three areas that if you work on it every day, it kind of gives you theedge. One is the physical. If you’re in good physical shape, eating right,exercising, taking good care of yourself, getting enough sleep, then you have thestamina and the energy when life gets hard, right? If you gotta get an enormousproject down in a short period of time, then it’s gonna require 15, 16 hour a daysfor a couple of weeks. If you’re in good physical shape— You can do it. – You can do it, right? Now we’re notmeant to do that for long periods of time– – But you are ready to do it if life ischallenging you. – And then mental, okay. The reality is wedon’t have to look for bad news. Bad news just finds us. It doesn’t matter whetherit’s Starbucks, checking in at the airport, even in a church parking lot, badnews will walk up. Turn on the radio, bad news. Turn on the TV, bad news. Go to theinternet, bad news. It’s just there. So mentally, we need to understand that sothat means that we need our own purpose every day. Put the good, the clean, thepure, the powerful and the positive into our mind. Purposely choose to associatewith good people who have good positive mental attitudes because when the goinggets tough, when life throws something else, we gotta have that reserve, thatmental capacity, that internal motivation. We need to have that muscle already builtto say, “Okay. Bad news, I understand. That’s just life. But you don’t know me. Ihave already prepared for that, ” right? And then the third one we say is spiritualand we emphasize this as well. The reason we do is because there are things in lifethat none of us understand. I mean, I don’t know what the future is gonna have,right? So for me personally, I spend time with my creator every day. I have thissaying, it’s not my saying, I got it from somebody else, “I have no idea what thefuture holds, but I know who holds the future.” So since I knowthere are things I don’t understand, I have to have a relationshipwith the one who does understand, right? Because when people come with the hardquestions, what’s the answer? It’s gotta be something beyond. So for me– – I love the way you explain the purposeof spiritual. It’s great. – Yeah. So for me, I see too many peoplewho kind of worship the “creation” versus the creator. And I have this analogy,let’s say that you are in the jungle in the Amazon and you’re lost, and there’ssnakes, and quicksand, and piranha, and mountains, and big bugs, andyou’ve gotta get out of the jungle. So you have two choices, you can either have amap that will get you out, or you could have the map-maker. Which choice are yougonna pick? – The map-maker? – It’s the map-maker, right? That’s whyfor me, when I talk about the spiritual, it’s a relationship, right? It’s not areligion, it’s a relationship. It’s my one-on-one time with the creator, who’sthe map-maker. So for me it’s the Creator, you know, God, Christ, the Creator. That’sfor me, and it’s so much more powerful than a real book, than a religion becauseit’s a relationship. I want the map-maker walking with me. I want him to go, “Whoa,watch out.” I want that, but a relationship’s two-way, right? It’s notjust reading. It’s praying and listening and asking. So that’s what we tell people.That’s what we need to work on every day. Why? Because life’s hard.C. S Lewis said this, he said this world is so hard because we weren’tbuilt for this world. We’re a soul with a body, nota body with a soul. – I love that, thank you. It’s great. Whatis your next goal for the Ziglar company, Ziglar Inc? – There are a couple of things that arelike always right on the view screen of what we wanna do. Outstanding missionstatement is to be the difference maker in the personal, family, business, andspiritual lives of enough people to make a positive difference in the world. Sothat’s a big mission. So how do we do that? Well, we bring programs in thepersonal area, the business area, the family area, the professional area thathelp people achieve those things. So the couple of things that we have on thehorizon and all of these is about legacy, See Dad has created an amazing brand, anincredible reputation. We’re a reputation company. People wanna do business with usbecause they trust us, that’s why they wanna do business with us. So now Dad hada gift, he could go and speak in front of 20,000, 40,000, 80,000 people and justhave the whole stadium just excited. But Dad’s not here anymore, right? But whatchanged lives wasn’t him personally, it was the message that he brought, right?Because what he was sharing was true, and what he did was he got people to takeaction on the truth, and when you do that, you get results.So now we’ve got to carry that legacy, that same message and we’ve got to use newways. So we’re doing it through a couple of programs. We have a program forbusiness owners because we believe that a small business is really the key globally.It doesn’t matter whether they should lie in the States or France or anywhere. Smallbusinesses, when they do well, the economy does well. When small businesses suffer,everything suffers. Big business, you know, I love big business, but are theirmotives and goals really aligned with what’s best for me as a person, for ourcommunity? Sometimes yes, sometimes no. It’s a hard answer. Governments, aregovernments looking out for us? Sometimes yes, maybe most of the time no, right?Educational institutions, right? Are they looking out to preserve themselves or arethey looking out wholeheartedly, 100% focused on helping each individual allthey can be? The audience decides where education comes in. There’s always abeacon of hope and light in every category. There’s always the perfect greypolitician. There’s always the ultimate teacher, and that’s what we need. We needmore of those. But the reason I love small business owners is because if they buildtheir own business on character and integrity, and then they teach their teammembers, their employees these principles and they encourage them to dream. Likewhen somebody comes to work for you, if you discover what their dreams are and youshow them how being successful in their job role helps them get closer to theirdream, then they’re gonna become a friend, they’re gonna become worried, they’regonna grow, and guess what? They may leave your business and start their own. Wellyou’ve just had a one-on-one impact with your community when that happens. There isno greater joy than helping somebody else achieve a higher level than they thoughtpossible, all right? And so business owners are a key focus for us because wecan really have an impact there. And then we do a lot with corporateAmerica too. Like I said before, we do leadership training, sales training andpresentation, and the techniques are awesome. But the motive, and thecharacter, and the principles and the values behind why you do it is what makesthe difference. So if we could change the DNA of the culture of a business to wherethey start helping their employees achieve their dreams and start focusing oncharacter and integrity, then that has a huge impact everywhere you go. – How do you build a company when thecompany is focused on one person? – I’ve had other business leaders come tome and say, “You know, it’s harder to kind of redirect, refocus a business built onsomething than it is to start from scratch.” And I agree, it’s very, verydifficult. Is there any reason for us to start from scratch? Absolutely not,because Dad himself said that it’s not me personally that’s causing this to happen,it’s just me using my gifts, showing truth, and it’s the truth that gets tochange the impact. So what we’ve done, it’s from our simple branding, is we havetwo companies. We have Zig Ziglar Corporation, and then we have Ziglar Inc., and we did that because Ziglar Inc.is carrying forward the message. So it’sZiglar, and so what we want it to be synonymous is Ziglar was founded by one ofthe greatest leaders, innovators, speakers, authors, thinkers of our time onthese principles. And these– – Like Carnegie, Dale Carnegie. – Right, Carnegie training. And peoplestill, out of respect, they Dale Carnegie and they should because he was anincredible individual. In fact, early in Dad’s career, he worked for Carnegie.So, you know, there’s a legacy that passes on and in our industry, we celebrate andget excited about other companies who are teaching these principles because theywork. So when we look two centuries into the future about what we’re gonna beabout, the one thing that will never change is the principles and values thatwe believe in. Okay? We live in a world that believes in situational ethics. Youknow, it’s okay to act this way in this situation, in this way with thissituation. What we teach is absolute truth. And Dad had a funny, he’d comehome, he said some things just aren’t relative, some things are absolutes. Hesaid this, he said, “I’d come home from a trip and I’d ask my wife, the redheadsugar baby, ” that’s what he calls mom. He’d say he came home from hundreds oftrips through his career, and not once did she ever ask him if he was relativelyfaithful while he was gone. Would you hire an accountant who is relative honest? I’dbe damned, right? When it comes to somebody handling your money, you wantsomebody who’s a hundred percent honest. So what we say is that there are somethings that are just absolutes, and so that is what we teach. When it comes tohonesty and integrity and character, that’s what we teach, and so that willnever change. – Great. I love the way you see things,it’s great. Do you have some life lessons you would like to share to viewers? – Maybe the biggest life lesson or thebiggest thing that I learned is I kept asking myself, how is it that when Dadwould speak, that people would listen, go take action, and get results, and then wewould get these testimonial letters back? Because I’ll be honest with you, I’veheard the best speakers of the last 30 years, because with Dad’s platform and hisstage, I would go to hundreds of these events and I would see all these greatspeakers. And if I’m like you, if you go and hear a great speaker, you start takingnotes, right? Have you ever done this? You look back at your notes like six monthslater and you haven’t done anything? We all have that. So what’s the differencebetween a leader, a speaker, somebody who gets you to take action versus someone whojust gets you excited? So I tried to figure that out with Dad. What is it thatwhen he would speak, people would get excited and then take action and then getresults? So I call this his secret influence for me, or his secret leadershipformula. And the reason I call it secret is because I don’t think Dad even knew hewas doing it. – And you want to know that. – Right? So there’s five steps to it,there’s five key points. Hope, identity, will, skill and refill, and these are thefive things he did every time he spoke. The first thing is he would come up and hewould build hope. He would ask the audience a question, he’d say, “How manyof you here today believe there’s something you can do in your personallife, your family life or your business life in the next two weeks that would makethings worse?” And of course everybody would laugh because you don’t expect thatquestion from Ziglar. And then he would say, “Okay, how many of you here todaybelieve there’s something you can do in your personal life, your family life, yourbusiness life that will make things better?” And everybody would raise theirhands. And then he’d say this, ” Whether you realize it or not, you have justadmitted to yourself that you have the power to make things better or worse andthe choice is yours, ” and that’s where hope is born. Hopeless people believethere’s nothing they can do so they don’t take action.So he creates an atmosphere of hope. So if you’re mentoring somebody, if you’retrying to lead an organization, if you’re talking to your kids, you inspire themwith hope. You let them know there’s something they can do, right? Then thesecond one is identity. Identity took me a long time to figure it out. I read thisbook called “The Talent Code” by Daniel Coyle, and the subtitle should have beenor wasn’t but it should have been, “What makes a champion a champion?” And so hewent and he stated all these world champions, like sprinters and soccerplayers and musicians. You know, the best of the best, what makes them that? Andhe’s a nerd like me, he’s a neuroscientist guy. And so he studying how does the brainwork. So there were two things in the book that really struck me. One was heresearched the last 10 world record-holders of the hundred-meter race,and he discovered that they were like the seventh of seven kids, the seventh ofeight. In other words, they were the youngest or second youngest born in bigfamilies, sixth of six, eight of eight, seventh of eight. So then he studied thebrothers and sister because if that guys a world record holder, then are his brothersand sisters fast? None of them had world-class speed. So then I knew itwasn’t genetics or environment that made that guy fast. So then they studied howthey were raised, and what they found was that when they were a small child and thebrain was developing, these small children would look up and he would see a carboncopy of himself in his brothers and sisters but they were just a little olderand a little bigger. But the brain wasn’t developed enough to recognize that theywere faster because they were bigger or they were faster because they were older.What the brain said was, “Well they’re fast so I must be fast.” So theyidentified with it. Then the second study in that book was— It’s amazing. – Yeah. They went into a college classroomteaching some form of Algebra, some higher level of Math, and the professor taughtthe class. “Hey, we’re gonna talk about this branch of Algebra today.” And then hesaid, “This branch of Algebra was discovered by John Brown in 1850 inEdinburgh, Scotland, ” whatever. He’d teach them how to do the equations and atthe end of the class, he’d hand out a test. In the test, there were 10 questionsand in the middle of the paper, there was a little biography of John Brown and ithad his birthday. So half the class, when they were handed out the test, thebirthday was the same birthday as that person they handed it to. The other halfof the class, the birthday was random. They filmed it. The students with the samebirthday worked on the problems 30% longer. Because they identified, theybought in. So Dad walks out on stage, he builds hope, and then he tells this story.His dad died when he was five, he went to work selling peanuts in the corner when hewas six years old. His mother who raised him had a fifth grade education. It was inthe heart of the Great Depression in Yazoo City, Mississippi, one of the pooreststates in one of the poorest towns in the country. He never did well in school. Hewent into the navy at the end the World War II, never saw action. He got a littlebit of college. He didn’t finish college. He didn’t do well in college. He gets outof college after a year, a year and a half or so, after the military, and he goes towork as a salesperson. And for two and a half years, he didn’t sell anything. Wellhe did, he sold his car, he sold his furniture, you know what I’m saying? Andthen a guy named P. C. Merrell spoke truth into his life. This is his manager, hissupervisor who he believed in, he said, “Zig, in all my years, I’ve never seensuch a waste. But if you believed in yourself and went to work on a regularschedule, you could be a champion.” So Dad believed him because he trustedhim, and that was when he dedicated his life to discovering what it meant tobelieve in yourself and to go to work on a regular schedule, and the rest washistory. That year, he finished number 2 out of 7,000 sales people. In the previoustwo and a half years, he’d never been in the top 5,000. After P. C. Merrell gavehim that, number 2 out of 7,000. So what happens is as people walked in and theyhear Dad speak, they think, “I could never be Zig Ziglar. He’s charismatic, he’swealthy, he knows the rich guys, he’s got a bunch of houses, he’s funny, he’s smart,he’s a great speaker.” And then they hear a story of failure, adversity, failure,adversity, all these things, and they may think— We can do it. – “If he can, I can.” So that’s theclinch, that’s the groove. So if you’re a leader, if you’re trying to inspire youngpeople, the greatest lesson you can teach is, “Man, it wasn’t easy for me. I wasstruggling.” It’s not sitting across a lecture room and saying, “Hey, look atme.” It’s putting your arm around them and saying, “Man, I know how hard it is. I hadso many failures. In fact, I’m still learning, but this is what I learned.” Sothe last three on that, so it’s hope is number one, identity, so people identifywith that, and then it’s will, skill and refill. So every talk he ever gave, hesaid, “You’ve gotta work on your will which is your attitude, your heart, yourdesire, your want to, your motivation, your inspiration, you got to work on thatevery day.” And then skill, that’s the how to, the process, the technique. You’ve gotto work on that every day, right? You got to have a great attitude, a great workethic, that’s will, and then you’ve got to have the skill which is the professionalthings to make it happen. And then refill, you simply repeat. So here’s what Ibelieve happens when Dad would speak. They’d get inspired, they’d have hope, andthey’d think, “Well, if he can, I can too.” Then they would take one truth thathe gave them and they’d go try it. But because they identified with him, theywould try 30% longer, and that 30% was the difference between getting no results andgetting results. And once you’d get results, you’d think, “I wonder what elsethat guy said is true,” and you try it. – Wow. Thank you very much.- Thank you.