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darrell

Zig ZiglarrsquosLit t le Instruct ion

BookInspiration and Wisdom from Americarsquos Top Motivator

Copyright copy1997 by Zig Ziglar

This edition published by Barnes amp Noble Digitalby arrangement with RiverOak Publishing

All rights reserved No part of this book may be used or reproduced in any manner whatsoever without written

permission of the publisher

2002 Barnes amp Noble Digital

ISBN 1-4014-0238-0

Introduction

Success can be defined in many ways That isprecisely why I have filled this Little InstructionBook with definitions and inspirations that havebeen most helpful to me on my journey

I have touched a wide variety of real-life topicsincluding attitude praise self-esteemdetermination time management personalrelationships and many more Why Because Ibelieve you cannot experience true success until itimpacts every area of your life Only then will you trulybecome the very best that you can be

Some of the quotes and anecdotes in this book may befamiliar to you but the motivating message behindthem is always fresh when the mind and heart areprepared to receive truth I believe they will provide justthe right ldquopick-me-uprdquo in the midst of your busy day

I hope you will keep this Little Instruction Bookhandy as you set your goals plan your days and makeyour way through life Remember ldquoIn everything youdo put God first and He will direct you and crownyour efforts with successrdquo (Proverbs 36)

Optimists are people who when they wear out their shoes just figure they are

back on their feet

4

5

I love the way Robert Schullerdifferentiates between the optimist andthe pessimist An optimist calls a halfglass of water ldquohalf fullrdquo a pessimistldquohalf emptyrdquo The reason is simple Theoptimist is putting water in the glassThe pessimist is taking water out of theglass Itrsquos almost a universal truthAnyone taking from society with no realeffort to contribute to society ispessimistic because he fears there wonrsquotbe enough for him The person who isdoing his best and is making acontribution is optimistic and confidentbecause he is personally working on thesolution

ZIG ZIGLARrsquoS L i t t le Instruct ion Book

When we do more thanwe are paid to do

eventually we will be paid more for what we do

6

7

As a youngster working in a grocerystore in Yazoo City Mississippi I knew ayoung boy who worked in the store acrossthe street

One day I asked the manager of my storewhy Charlie Scott always ran everywherehe went He replied that Charlie Scott wasworking for a raise and he was going toget one I asked him how he knew He saidthat if the man he was working for didnrsquotgive him one that he would


When you turn to God you discover He has been

facing you all the time

8

9

Back in the days of sailing ships ayoung sailor went to sea for the first timeThe ship encountered a heavy storm inthe North Atlantic The young sailor wascommanded to go aloft and trim the sailsAs he started to climb he made a mistakeand looked down He started to lose hisbalance At that moment an older sailorunderneath him shouted ldquoLook up sonlook uprdquo The young sailor looked up andregained his balance

When things seem bad look to see ifyoursquore not facing the wrong directionWhen yoursquore looking at the sun you seeno shadows When the outlook isnrsquotgood try the uplook mdash itrsquos always good


You can get everything inlife you want if you helpenough other people get

what they want

10

11

Aman was given a tour of bothHeaven and Hell At first glance thescene was identical in both places Theinhabitants were seated at a sumptuousbanquet table with forks and knivesstrapped to their hands Nonetheless theinhabitants of hell looked dull and listlessand were literally skin and bones Thenthe man noticed that the forks and kniveshad four foot handles which made itimpossible to eat

However with the same forks and knivesthe inhabitants of Heaven were well fedand in excellent health How could suchsimilar circumstances produce suchdifferent results Each person in Heavenwas feeding the one across the table fromhim By helping one another they helpedthemselves


Men of genius are admired Men of wealth

are envied Men of powerare feared but only menof character are trusted

mdash Arthur Friedman

12

13

Several years ago I was speaking at atrade school in Tulsa Oklahoma Earlyon only about one-third of the studentswere attentively listening The localtelevision station had gotten word that Iwas there and sent a camera crew to getsome shots When they walked on thestage behind me spotlight glaring 100percent of the students sat up straightand listened attentively

In many ways the spotlight is always on allof us as far as our morals ethics andresponsibilities are concerned Byconducting our lives as if the camera ison we will be living with integrity whichmeans we wonrsquot have to apologize for orexplain tomorrow what we did todayThis really is a character issue


God loves you mdash whetheryou like it or not

14

15

The Holy Bible tells us that man wascreated in Godrsquos own image Jesus Christsaid ldquoWhat I have done ye can do alsoand even greater worksrdquo He put nosuperficial qualifications as a requirementto attainment He didnrsquot leave you out

Look at it this way If you are a parent howdo you feel when one of your children saysdegrading things about himself or herselfHow do you think our Heavenly Fatherfeels when we say ugly deprecating thingsabout ourselves In reality we have noright to belittle ourselves

God would be pleased if you were to takeone last look in the mirror before youstart your day and say ldquoGod loves you mdashand so do Irdquo


Make failure your teachernot your undertaker

16

17

What makes us so afraid of failureItrsquos worry about what people think ldquoWhatwill they sayrdquo we ask We assume thatbecause wersquove made a mistake wersquorefailures and therefore forever disgracedWhat a ridiculous assumption How manypeople are completely successful in everydepartment of life Not one

A failure means yoursquove put forth someeffort Thatrsquos good Failure gives you anopportunity to learn a better way to do itThatrsquos positive A failure teaches yousomething and adds to your experienceThatrsquos very helpful Failure is an eventnever a person an attitude not anoutcome a temporary inconvenience astepping-stone Our response to itdetermines just how helpful it can be


Where you start is not as important as

where you finish

18

19

Astudy of three hundred world-classleaders including Franklin D RooseveltSir Winston Churchill Helen KellerMother Teresa Dr Albert Schweitzer andMartin Luther King Jr revealed that 25percent of them had serious physicaldisabilities and an additional 50 percenthad been abused as children or wereraised in poverty These leaders respondedinstead of reacted to what happened tothem

Neil Rudenstienrsquos father was a prisonguard and his mother a part-timewaitress Today Dr Neil Rudenstien ispresident of Harvard University He sayshe learned very early in life that there is adirect correlation between performanceand reward

Rudenstien and the three hundredworld-class leaders personally learnedthat itrsquos not where you start mdash itrsquos whereyou finish that counts


These ten littletwo-letter words

mdash If it is to be it is up to me

mdash are absolutely validThe solution is to

do it now

20

21

I believe fear (which is faith in reverse)is a major reason for not using ourtalents Many people donrsquot understandthat failure is an event and not a personso they decide to play it safe and not doanything at all Then they will not havefailed because they never tried

Some of the saddest words yoursquoll everhear are ldquowhat might have beenrdquoSpeaker Vicki Hitzges puts it in a uniqueand different way when she asks ldquoWillyou look back on life and say lsquoI wish Ihadrsquo or lsquoIrsquom glad I didrsquordquo Following thesesuccess principles will make it possiblefor you to look back one day and sayldquoIrsquom glad I didrdquo You do have a choice


Love does not holdgrudges and will hardlyeven notice when others

do it wrongmdash 1 Corinthians 135

22

23

The True Love Daily Checklist

1 Did I speak words of love to my matetoday

2 Was I patient with my mate today3 Was I kind to my mate today4 Was I jealous or envious of my mate

today5 Was I selfish with or rude to my mate

today6 Did I demand my own way with my

mate today7 Did I hold on to grudges against my

mate today8 Was I loyal to my mate today9 Did I use my strengths for my mate

today


Do you know a hard-working man

He shall be successfuland stand before kings

mdash Proverbs 2229

24

25

The profile of a wealthy person is thishard work perseverance and most of allself-discipline The average wealthyperson has lived all his adult life in thesame town Hersquos been married once andis still married He lives in a middle-classneighborhood next to people with afraction of his wealth Hersquos a compulsivesaver and investor and hersquos made hismoney on his own Eighty percent ofAmericarsquos millionaires are first-generation rich (Doesnrsquot sound likeopportunity is dead to me)

Put all your excuses aside and rememberthis You are capable


Inject people with hope

26

27

I almost failed as a salesman I hadstruggled for 2-12 years I was on alosing streak but I never saw myself as aloser I still had the fear of rejection Ididnrsquot understand that prospects werenrsquotrejecting me they were only rejecting theoffer I was making them

If it wasnrsquot for some words ofencouragement from my companypresident PC Merrell I would haveprobably found another job Merrell saidldquoZiglar you have real ability yoursquorechampion caliber Irsquom looking at you as afuture officer of this companyrdquo Thosewords inspired me to become the numbertwo salesman in a company of 7000 inone year


If a child lives with praise he learns

to appreciatemdash Dorothy Nolte

28

29

Children Live What They Learnby Dorothy Law Nolte

If a child lives with criticismHe learns to condemnIf a child lives with hostilityHe learns violenceIf a child lives with ridiculeHe learns to be shyIf a child lives with shameHe learns to feel guiltyIf a child lives with encouragementHe learns confidence

If a child lives with praiseHe learns to appreciateIf a child lives with fairnessHe learns justiceIf a child lives with securityHe learns faithIf a child lives with approvalHe learns to like himselfIf a child lives with acceptance andfriendshipHe learns to love the world


The difference between abig shot and a little shotis that a big shotrsquos just a

little shot that kept on shooting

30

31

While being questioned by a youngreporter about an invention he had beenworking on for a long time ThomasEdison revealed one of the secrets of hisgreatness The young reporter askedldquoMr Edison how does it feel to havefailed 10000 times in your presentventurerdquo Edison replied ldquoYoung man Iwill give you a thought that shouldbenefit you in the future I have notfailed anything 10000 times I havesuccessfully found 10000 ways that willnot workrdquo

Edison estimated that he actuallyperformed over 14000 experiments inthe process of inventing and perfectingthe incandescent light He successfullyfound a lot of ways that wouldnrsquot workbut he kept at it until he found one waythat would


Hard work means prosperity only a foolidles away his time

mdash Proverbs 1211

32

33

I canrsquot believe that failure is caused bylack of opportunity because Americaoffers many unique opportunities Forexample several years ago a wealthyprisoner was released from the FederalPrison in Atlanta Georgia He had abuilt-in Loserrsquos Limp Nevertheless heaccumulated a small fortune by operatinga tailor shop in prison After his bigmistake had landed him in prison he wasdetermined not to make a bigger one byldquoserving timerdquo He made time serve him

In a real sense you have the same choiceChoose to make time your servant notyour master


Failure is the line ofleast persistence

34

35

There was once a young man who wasinvolved in an oil venture and ran out ofmoney so he sold his interest to hispartners who stuck with it After muchtime and effort they got their break andhit a gusher The company later becameCities Service and we know it today asCITGO The young man who withdrewlater got involved in the clothing businessand fared even worse than he had in theoil business As a matter of fact he wentbroke Still he wasnrsquot discouraged Lateron he got into politics

Historians have many kind things to sayabout Harry S Truman the two-timefailure who kept getting back up until hebecame President of the United States

You are not a failure until you quit trying


It is not what happens toyou that determines how

far you go in life it iswhat you do with what

happens to you

36

37

One of the most remarkable men Irsquoveever known is Charlie Wedemeyer fromLos Gatos California Charlie coachedthe Los Gatos high school football teamto the only state championship theyrsquoveever won

The amazing thing is that the only partsof his body he can move are his eyes andmouth Charlie Wedemeyer suffers fromLou Gehrigrsquos disease Charliersquos exampleof commitment and courage whilemaintaining his upbeat attitude towardlife is an inspiration to literally millionsof people

When you see Charlie and talk with himyou realize that his very life is aninspiration and it makes you want to domore with what you have Wherever hegoes people from all walks of life agreethat Charlie Wedemeyerrsquos life makes aprofound statement Does yours


You will make a lousyanybody else but you are the best ldquoyourdquo in

existence You are theonly one who can use

your ability It is an awesome responsibility

38

39

Irsquove become completely convinced overthe years that the overwhelming majorityof people in our great country have apicture of themselves that is so narrowand shallow that it bears little or noresemblance to who they are or what theycan do

Far too many people have no idea ofwhat they can do because all they havebeen told is what they canrsquot doUnfortunately too many people see howsuccess and the good life would beavailable for everybody else but theyprotest ldquoFor me No wayrdquo

Just having ability and intelligence is notthe key mdash itrsquos recognizing that abilityconfessing it appreciating it developingit and then using it


The parent who truly has a good self-image

understands that real lovedemands they do what is

best for the child

40

41

There are going to be many instances asyou raise your kids when it would be easierand less hassle to simply give in to theirdemands On many occasions it will beeasier to plop the kids in front of thetelevision set or let them eat the junk food

Later it will be easier to allow them tostay up until ten instead of having toexplain why they need to be in bed bynine Still later it will be easier to letthem start dating early and stay out toolate so they can be ldquolike all the otherkidsrdquo However real love demands you dowhat is best for your children and notnecessarily what they want you to do

You love your kids Decide today to keeptheir best in mind at all times


For a child love isspelled T-I-M-E

42

43

Ayoung man was to be sentenced tothe penitentiary The judge had knownhim from childhood and was wellacquainted with his father a famous legalscholar ldquoDo you remember your fatherrdquoasked the magistrate ldquoI remember himwell your honorrdquo came the reply Thenthe judge asked ldquoAs you are about to besentenced and as you think of yourwonderful dad what do you remembermost clearly about himrdquo

There was a pause Then the judgereceived an unexpected answer ldquoIremember when I went to him foradvice he looked at me from the bookhe was writing and said lsquoRun along boyIrsquom busyrsquo Your honor you rememberhim as a great lawyer I remember himas a lost friendrdquo

Our children need our time more thananything else not just quality butquantity


The real opportunity forsuccess lies within the

person and not in the jobyou can best get to the

top by getting to the bottom of things

44

45

Iwish it were possible for me tointroduce to you the scores of verytalented people I have met who aregenerally just one step ahead of the billcollector and often just two steps aheadof the law They are always looking for aldquodealrdquo and the ldquofast buckrdquo They neverbuild very much or very high becausethey have no foundation to build onOthers with the right foundation end upliving in the basement or building achicken shack on that foundation Theydonrsquot take all the steps to use the talentthey have to get the richer life

Success and happiness are not matters ofchance but choice You literally choosewhat you want in life


Irsquove got to say no to thegood so I can say yes to

the best

46

47

About every five or six years at thebeginning of the year I engage in a littleprocess that is meaningful to me The lasttime I did this I let my imagination dwellon anything and everything I wanted todo during the new year

I tried to evaluate how much time wouldbe required each week to do all of thethings I wrote down and counting 7hours of sleep per night it came to atotal of over 300 hours a week Sincethere are only 168 hours in the week Irealized something very significant I hadto eliminate much of the good so I couldchoose the best Thatrsquos what Irsquomencouraging you to do


We deplete naturersquos natural resources byusing them up We

deplete manrsquos naturalresources by failing to

use them

48

49

For a long time I thought the mosttragic thing that could happen to manwould be to discover an oil well on hisproperty as he lay on his deathbed Now Iknow that it is infinitely worse to neverdiscover the vastly greater wealth that lieswithin the individual As a good friendsays ldquoA dime and a $20 gold piece havethe same value if they are corroding atthe bottom of the oceanrdquo The differencein value is manifested only when you liftthose coins up and use them as they wereintended to be used

Your value becomes real and marketablewhen you learn to reach within yourselfand utilize the enormous potential that isthere


It seems universally truethat people who have

direction in their lives gofarther and faster and get

more done in all areas of their lives

50

51

David G Jensen from the UCLASchool of Medicine surveyed the peoplewho attend public seminars I conductHe divided them into two groups Thosewho set goals and developed a plan ofaction to reach them and those whotook no specific action to set their goals

The goal setters earned an average oftwice as much per month as thenonaction group Not surprisingly theaction group tended to be moreenthusiastic more satisfied with life andwork happier in marriage and theiroverall health was better

As Mr Jensen stated ldquoThese results alsoconfirm the academic literature on goalsthat over the past 20 years have shownunequivocally that those who set goalsperform better in a variety of tasksrdquoSetting goals works


When you break goalsinto increments and start

controlling your timethings begin to happen

52

53

Frequently the difference between thegreat and the ldquonearrdquo great is therealization that if you expect to make itbig you must work toward yourobjectives every day The weight lifterknows that if he is going to accomplish abig objective he must strengthen andexpand his muscles every day Theparents who would raise a disciplinedloving child know that character andfaith are built by daily injections ofteaching-by-example

Daily objectives are the best indicators ofcharacter This is where dedicationdiscipline and determination enter thepicture Here we take the glamour of thebig long-range goal and get right downto the nitty-gritty of foundation buildingthat will help make certain that yourdream becomes your destiny

How do you eat an elephant Yes onebite at a time


By the mile itrsquos a trial butby the inch itrsquos a cinch

54

55

My first book See You at the Top has384 pages After completing theresearch I wrote the book in ten monthsThat boils down to writing an average of126 pages per day

You raise positive kids in a negative worldby giving daily injections of time loveand attention to your children You builda beautiful marriage by the dailyapplication of kindness considerationrespect faithfulness thoughtfulness andattentiveness to your mate You build asuccessful career regardless of your fieldof endeavor by the dozens of little thingsyou do on and off the job

You reach those significant goals bybreaking them into small segments


Some people find fault like there was a

reward for it

56

57

For years I have been encouragingindividuals who are unhappy to changefrom being faultfinders to being good-finders I suggest they make a list of allthe things they like admire or appreciateabout their job mate or city Then Iencourage them to enthusiasticallyverbalize those things in front of a mirroreach morning and evening

Recently in a presentation in Dallas Isuggested that audience members listthings they liked about their jobs Twoweeks later a woman told me shefollowed through on my suggestion andin less than a week her supervisor wascomplimenting her on her new attitudeand the improvement in herperformance

The more you recognize and expressgratitude for the things you have themore things you will have to expressgratitude for


Direction literallycreates time

58

59

Perhaps the greatest advantage ofhaving a goals program is the freedomthat goes with having direction in yourlife When your goals are clearly definedand intelligently set you have in essencetaken a major step toward programmingyour left brain That frees our right brainto be its creative best

The best analogy I can give you is thesuperbly conditioned and gifted athletewho is so disciplined and committed tothe fundamentals of the game that he orshe is free to be at their creative bestWhen unique situations arise where theathlete must improvise to make the bigplay coaches of gifted athletes willtypically say ldquoYou canrsquot coach thatrdquo

Direction creates time and frees thebrain to think creatively and innovativelyWhere are you going today


When a job is loved workmakes life sweetpurposeful and fruitful

60

61

Several years ago when I was on aspeaking tour of Australia I met a youngman named John Nevin who had theright mental attitude He was in love withlife his family and with his job He notonly had a ldquojobrdquo selling the World BookEncyclopedia but the job had himwhich meant that his progress was fastand inevitable He moved from being aldquopart timerrdquo just fourteen years ago toManaging Director of Field Enterprisesfor Australia Then John became thesecond non-American to be elected tothe board of Field Enterprises USA Heis financially secure and grateful for thefact that he is living and working in acountry that believes in the freeenterprise system

Sometimes the difference betweenloving your job and hating your job is allin your attitude


Children pay more attention to what you do

than what you saymdash Mamma Ziglar

62

63

Asolid foundation for childreninvolves a solid moral base Parents whoteach their children honesty but fail topractice it themselves create realproblems

For example suppose parents repeatedlytell their children to be truthful butwhen the telephone rings they call out tothe child whorsquos answering it ldquoTell themIrsquom not homerdquo The message to the childis clear If children are taught to lie forparents they are taught to lie to parents

As another example suppose parentslecture their children on the importanceof obeying the law yet install a radardetector in the car to avoid beingstopped for speeding The message againis clear If yoursquore going to break the lawdonrsquot get caught

Good values are easier caught than taught


The Success Family haswork as the father andintegrity as the mother

64

65

Work is the foundation of allbusiness the source of all prosperity andthe parent of genius

Work can do more to advance youth thanhis own parents be they ever so wealthy

It is represented in the humblest savingsand has laid the foundation of everyfortune

It is the salt that gives life its savor butit must be loved before it can bestow itsgreatest blessing and achieve itsgreatest ends

When loved work makes life sweetpurposeful and fruitful

mdash Anonymous


It is far more important to be the right kind of

person than it is to marrythe right kind of person

66

67

Once while traveling I noticed thefellow next to me had his wedding bandon the index finger of his right hand Icommented ldquoFriend yoursquove got yourwedding band on the wrong fingerrdquo Heresponded ldquoYeah I married the wrongwomanrdquo

Many people have wrong ideas aboutmarriage You may very well have marriedthe wrong person However if you treatthe wrong person like the right personyou could end up having married theright person after all On the other handif you marry the right person and treatthem wrong you certainly will end upwith the wrong person

In short whether you married the rightor wrong person is primarily up to you


You are the way you arebecause thatrsquos the wayyou want to be If you

really wanted to be anydifferent you would be inthe process of changing

right nowmdash Fred Smith

68

69

The difference between me and manyothers who want to be speakers is that Inever let go of my dream or the willingnessto work toward achieving it Most peoplewho fail in their dream fail not from lackof ability but from lack of commitmentCommitment produces consistententhusiastic effort that inevitably producesgreater and greater rewards

You develop the qualities of success andbring them to full maturity in much thesame way I brought my speaking careerto a full-time occupation I made thedecision to ldquodordquo

Unless you decide to ldquodordquo whatever ittakes to acquire the qualities necessaryfor success you might end up neverrealizing what you could have been


The best thing a parentcan do for a child is tolove his or her spouse

70

71

This reality was brought home to mewhen my son was about fifteen years oldWe were taking a walk and I asked himldquoSon if anyone should ask you what youliked best about your dad what wouldyou sayrdquo

He said ldquoIrsquod say that the thing I like bestabout my dad is that he loves my momrdquoNaturally I asked ldquoSon why would yousay thatrdquo He replied ldquoI know becauseyou love Mom yoursquore going to treat herright and as long as you treat her rightwe will always be a family because I knowhow much Mom loves you That meansDad that I will never have to choosebetween you and Momrdquo

ldquoHusbands show the same kind of love toyour wives as Christ showed to theChurchrdquo (Ephesians 525)


Caring is more thancompromise and morethan mutual agreementnot to hurt each other Itis a tacit agreement to

help each othermdash Anonymous

72

73

When I was in the cookware businessI one day found that I had made moreappointments than I could keep I askedmy assistant Gerry Arrowood who did allthe work while I did all the talking todeliver six sets of cookware for me Sinceshe wasnrsquot accustomed to talking tocustomers she did not want to do it butfinally said she would

The next night I got one of the mostexciting phone calls Irsquove ever receivedGerry said ldquoI donrsquot ever rememberhaving this much fun or feeling so goodabout myself Irsquoll be glad to do this foryou anytime you want me tordquo Herpicture [of herself] had just undergone adramatic change

By helping others you help yourself


Donrsquot wait until you feellike taking a positive

action Take the actionand then you willfeel like doing it

74

75

Remember Gerry After taking thatfirst step she became highly motivatedand her self-image improveddramatically Her confidence started tosoar and she became more assertive Shestarted setting bigger goals her optimismrose she became more positive Theresults speak for themselves

Let me point out that Gerry started withonly courage compassion pride andhumility she was conscientiousabsolutely dependable and a very hardworker She developed the other qualitiesof successful people as a direct result ofusing what she already had

Thatrsquos a tremendous lesson for you tolearn about motivation Donrsquot miss amajor major point The motivation cameafter she took action


A sincere compliment isone of the most effective

teaching and motivationalmethods in existence

76

77

As a young salesman I read a storythat made a lasting impression A womanwho had once had a tremendous careeras a singer had been so discouraged bythe criticism of her teacher sheeventually quit singing altogether

Her talent lay dormant until anexuberant salesman began courting herOn occasion when she would hum alittle tune or a melody would burst forthhe would marvel at the beauty of hervoice ldquoSing some more Honey You havethe most beautiful voice in all the worldrdquohe would say He showered her withpraise Not too surprisingly herconfidence returned and she began toreceive invitations to sing again Sheeventually married the ldquogood-finderrdquo andwent on to a successful career

A sincere compliment can producesensational results


You cannot receive a sincere compliment

without feeling better and just as important you

cannot give a sincerecompliment without

feeling better yourself

78

79

Part of our hesitancy in sharingcompliments comes from the fear ofbeing misunderstood If a man greets anattractive lady at a business or socialoccasion with ldquoThatrsquos a beautiful dressrdquoshe might wonder about his motive Ifyou compliment a male acquaintancewith ldquoThatrsquos a great looking watch youhave onrdquo he might well think yoursquoretrying to set him up for a future favor oreven a small loan Even though bothcompliments would be sincere we oftendonrsquot share them because of the fear ofbeing misunderstood This results in twopeople losing

A sincere compliment makes both thegiver and the receiver feel good Sharingthe compliment results in a double winDonrsquot be afraid mdash go for it


Efficiency is doing thingsright Effectiveness isdoing the right things

mdash Thomas K Connellan

80

81

The proper utilization of our time andresources involves some truths which areso simple and basic that many peoplemiss them completely First we need tounderstand that there is no point indoing well that which you should not bedoing at all When you take on a task youshould ask yourself if this is somethingyou should be doing or is it somethingsomeone else should be doing

According to research 10-15 percent ofthe tasks managers are personallyhandling should be delegated and 10-15percent should be eliminated What taskscan you eliminate today What tasks canyou delegate to someone else Focus oneffective use of time rather than justefficient use of time


LOST ndash Somewherebetween sunrise and

sunset ndash one golden hourencrusted with sixty silver minutes each studded with sixty

diamond seconds Noreward is offered They

are lost and gone foreverndash Anonymous

82

83

Everyone gets twenty-four hours a dayndash sixty minutes for every hour and sixtyseconds for every minute No one can getmore no one can get less You canrsquot builda bigger time pipeline and say ldquoI wantmorerdquo No one can live more than onesecond at a time In this sense everyoneis truly equal Now this one fact alonemakes time the most precious of allcommodities This factor forces us to aninescapable conclusion Wersquove got tomake our time work for us ndash itrsquos the mostperishable and nonnegotiable possessionwe have We have to get production outof every second

Time is the only commodity we deal withwhich cannot be counterfeited stolen orplaced in inventory Remember time isirreplaceable


What you do off the jobplays a major role in howfar you go on the job Howmany good books do you

read each year How oftendo you attend workshopsWho do you spend most of

your time with

84

85

Aclassic example of someone whohasnrsquot finished her education is LaurieMagers my administrative assistant Shecame to work with less than a high-schooleducation but she clearly understoodthat she could continue her educationShersquos an avid reader and a good studentof vocabulary She attends lectures andseminars on a regular basis and has formany years

When we conducted a comprehensiveevaluation for the key people in ourcompany Laurie scored slightly higherthan the masterrsquos level of educationaverage To me that says a great dealBecause Laurie continued her educationon and off the job she has not only jobsecurity at our company but employmentsecurity should something happen to ourcompany

Work to have employment securityinstead of just job security


As the earth revolvesaround the sun so should

our lives also revolvearound the Son

86

87

On July 41972 I declared mycomplete dependence on Jesus Christ anevent which completely changed my lifeHowever even though I claim July 4th asmy ldquoborn againrdquo day Irsquom not certain thatit actually happened that day For methere was no clanging of bells or flashingof lights But there was a warm solidfeeling of complete confidence that Godsaw my heart heard my confession of sinand welcomed me into His Kingdom Itrsquosimportant that you understand thisbecause many people never have an earth-shattering moment of ecstasy If you donrsquotor didnrsquot donrsquot be concerned You are notsaved by a feeling but by trusting God andaccepting Jesus Christ as your Savior

Have you celebrated your ldquoDependenceDayrdquo


You can no more do Godrsquoswork without God than

you could have sunshinewithout the sun

88

89

Not long after I turned my life over tothe Lord a man I met noticed my ldquofishand sevenrdquo pin He said ldquoI know what thefish means but what does the lsquosevenrsquomeanrdquo I explained that there are sevendays in the week and they all belong tothe Lord I explained that I had recentlyturned my life entirely over to the Lordand that it had made a dramaticdifference

He said ldquoI know exactly what you meanrdquoHe went on to say that for over fifteenyears he had served as a choir director inone of the local churches but had notknown Jesus Christ personally untilrecently

Many people profess Christ but do notpossess Him


The price of success ismuch lower than the

price of failure

90

91

This little story Charles Getts tells inGuideposts emphasizes the attitude ofldquoenjoyingrdquo the price

In old age Pierre Auguste Renoir thegreat French painter suffered fromarthritis which twisted and cramped hishand Henri Matisse his artist friendwatched sadly while Renoir grasping abrush with only his fingertips continuedto paint even though each movementcaused stabbing pain

One day Matisse asked Renoir why hepersisted in painting at the expense ofsuch torture

Renoir replied ldquoThe pain passes but thebeauty remainsrdquo


Man was designed for accomplishment

engineered for successand endowed with the

seeds of greatness

92

93

From my vantage point the trulyldquobeautiful peoplerdquo come from every walkof life Irsquove seen people who havesucceeded sometimes because of andmany times in spite of almostunbelievable handicaps They refused toaccept a Loserrsquos Limp and became quitesuccessful happy and well-adjustedindividuals in the process Their storiesare the most beautiful stories we canencounter

Without exception these people believethis last quote When you adopt thisbelief you will discover that there will beno need to blame anyone for anyproblem In short you will be on yourway because you will have discovered thatyou can always find a capable helpinghand at the end of your own sleeve


There is little you canlearn from doing nothing

94

95

Easily the most puzzling incident inthe sportrsquos world occurs in baseball whena batter steps up to the plate and lets thepitcher throw three strikes without takinga single cut at the ball He has threeopportunities and he never moves thebat from his shoulder He ldquosawrdquo himselfstriking out He left his bat on hisshoulder hoping for a ldquowalkrdquo mdash a free rideto first base

Even more disappointing is to see aperson in the ball game of life step up tothe plate and never really take a cut atthe ball He is the biggest failure of allbecause he doesnrsquot try

If you try and lose you can learn fromlosing mdash which greatly reduces the loss


Take what you have anduse it and your talent will

be increased

96

97

Surely you remember the story of thetalents in the Bible One man had oneanother had two still another had fiveWhen their lord returned from his travelshe asked them what they had done withthe talents The man with five investedhis and had five more The man with twomultiplied his The man who was givenone went and buried it

The lord said ldquoThou wicked and slothfulservantrdquo And He took the one talent andgave it to the one who had ten Since thattime the cry-babies of the world havebeen saying ldquoThe rich get richer and thepoor get poorerrdquo The Bible says ldquoTo himwho hath the more shall be givenrdquo

We must not bury our talents but investthem spend them pour them out Thenwe will have even more


Life is an echo What yousend out ndash comes back

98

99

Once a little boy in a fit of angershouted to his mother that he hated herFearing punishment he ran out of thehouse to the hillside and shouted intothe valley ldquoI hate you I hate you I hateyourdquo The valley echoed back ldquoI hateyou I hate you I hate yourdquo Startled theboy ran back and told his mother therewas a little boy in the valley saying hehated him His mother told him toreturn and shout ldquoI love you I love yourdquoThe little boy did and this time hediscovered there was a nice little boy inthe valley saying ldquoI love you I love yourdquo

Remember what you say comes backto you


The way you see yourselftoday will affect yourperformance today

100

101

Right pictures and wrong pictures canbe painted with one sentence Theperson who says ldquoI hope I donrsquot forgetrdquoor ldquoDonrsquot let me forgetrdquo has just givenhimself the wrong instructions Itrsquos farbetter for him to say ldquoIrsquom going toremember that I placed the keys in mytop desk drawerrdquo

The list can be endless I encourage youto take a notepad and each time youcatch yourself saying something thatpaints a negative picture write downwhat yoursquove just said and then rephrase itto paint a positive picture

The most influential person who will talkto you all day is you so you should bevery careful about what you say to you


A lot of people have gonefurther than they thought

they could becausesomeone else thought

they could

102

103

ANew York businessman dropped adollar into the cup of a man sellingpencils and stepped aboard the subwaytrain Then he stepped back off the trainand took several pencils from the cupHe explained he had neglected to pickup his pencils ldquoAfter allrdquo he said ldquoyouare a businessman just like myself Youhave merchandise to sell and itrsquos fairlypricedrdquo

A few months later a neatly-dressedsalesman stepped up to the man andintroduced himself ldquoYou probably donrsquotremember me but I will never forget youYou are the man who gave me back myself-respect I was a lsquobeggarrsquo sellingpencils until you came along and told meI was a businessmanrdquo

You never know what one word ofencouragement can do for someonetoday Donrsquot hesitate to give it


Men and women are limited not by the place of

their birth not by thecolor of their skin but by

the size of their hopendash John Johnson

104

105

John Johnson was raised in Arkansas

City Arkansas the geographical center ofthe world You can start there and goanywhere in the world you want to go mdashand never go more than twelve thousandmiles Mr Johnson went less than twothousand miles from the tin-roofedshotgun house where he was born butfar enough to live on Chicagorsquos GoldCoast and next door to Bob Hope inPalm Springs California He has beenlisted as one of the four hundredwealthiest men in America

You too are fortunate becauseregardless of where you live you are inthe geographical center of the world Youcan go from where you are to anywhereyou want to go


Important Until you commit your goals to

paper you have intentions that are seeds without soil

ndash Anonymous

106

107

Goal setting is demanding which isone of the reasons only 3 percent of ushave a goals program This is also onereason the rewards for those who have aprogram are so great

The thought of investing the timenecessary might be overwhelming andyou might feel you simply donrsquot have thetime right now

If you donrsquot have time to invest inestablishing a goals program is itpossible that you donrsquot have time becauseyou donrsquot have a goals program In allprobability lack of time always has beenand always will be the problem

Make a commitment to establish a goalsprogram now and you will have moretime in the future to do what you need todo and want to do


You get the best out ofothers when you give the

best of yourselfndash Harvey Firestone

108

109

When General Schwarzkopf wasinterviewed by Barbara Walters she askedhim for his definition of leadership Hereflected for a moment and said ldquoItrsquoscompetence More important itrsquoscharacter Itrsquos taking action Itrsquos doing theright [ethical] thingrdquo These fourqualities are critical for success in thebusiness world

Later Barbara asked him what he wantedon his tombstone With just the hint of atear in his eye he said ldquoI want it to saylsquoHe loved his family and he loved histroops mdash and they loved himrsquordquo

Having the ability to walk in the shoes ofanother is of paramount importanceWhen you truly know how the otherperson feels you can communicate withhim or her more easily and lead moreeffectively


Money will buy all kindsof things for my family

but it wonrsquot buy their love

110

111

Iconfess that I was once like the youngman who equated security with money andmoney with success I was able to help himsee where his perspective was off becauselife had taught me that true contentmentand total success come from the thingsmoney canrsquot buy Donrsquot misunderstand Ilike the things money can buy and Irsquoll betyou do too I like nice clothes a beautifulresidence big comfortable cars and soon However I love the things moneywonrsquot buy It will buy me a house but not ahome a bed but not a good nightrsquos sleeppleasure but not happiness a good timebut not peace of mind and a companionbut not a friend

Success is not equal to money Truesuccess involves every area of your life


Kids go where therersquosexcitement They stay

where therersquos love

112

113

I challenge you next time the phonerings and one of your children is near toanswer it with an enthusiastic ldquoGoodmorning this is Mollyrsquos proud momrdquo orldquoGood morning this is Paulrsquos proudpoppardquo Yoursquoll be amazed at what willhappen the first few times you do it Yourfourteen-year-old may shrug hisshoulders and say ldquoAw Dadrdquo but I canguarantee you the next time the phonerings he will wait for you to answer it inthe hopes yoursquoll answer it in the sameway The reason is simple You arestroking him by verbalizing your love forhim and his importance to you At thesame time yoursquore visibly demonstratingthat enthusiasm is important


One definition of insanityis to believe that you can

keep on doing whatyoursquove been doing andget different results

114

115

Let me ask you a couple of questionswhich are primarily designed to give youcomfort and encouragement Is there apossibility that yoursquore not as far along inlife as you would like to be Is it becauseyou donrsquot have the ability or it is far morelikely that you have everything it takesbut you have been following the wrongplan of action for your life

Now yoursquore faced with a choice You canchoose to keep on doing (following thesame blueprint) what yoursquove been doingwhich means yoursquoll keep on getting whatyoursquove been getting or you can choose toaccept that you do have what it takes(and you do) but yoursquove been followingthe wrong blueprint


When you choose to bepleasant and positive inthe way you treat othersyou have also chosen inmost cases how you are

going to be treated by others

116

117

One day my son Tom and I wereheaded home after playing in a golftournament We walked to the gate tocatch our flight and there were roughly1121 irate passengers waiting to get theirboarding passes

As my son and I stepped up Ienthusiastically greeted the ticket agentldquoGood morning How ya doinrsquordquo

The young man looked at me andreplied ldquoCompared to whomrdquo

ldquoCompared to the individual who doesnrsquothave a job who doesnrsquot have warmclothes to wear How ya doinrsquordquo Hereplied ldquoIrsquom doing much better mdash thankyou very much for reminding merdquo

We were bumped to first class and theticket agent greeted the remainingpassengers with enthusiasm and courtesy


Motivation fuels that attitude that builds the

confidence necessary tosustain the persistence

118

119

One football team is dominatinganother when a big break suddenlyoccurs for the losing team and everyathlete on the team instantly feels a senseof excitement fueled by hope that turnsto belief that they can mdash and will mdash winthe game They feel victory and thatfeeling is reinforced by the look in theeyes of the opposing players

Life is that way When we sense thatsomething positive is going to happenwersquore energized When we fear wersquoregoing to lose we are de-energized Thatrsquoswhy motivation is important

Thatrsquos the reason a person who wants tomaximize life will deliberately scheduleregular motivational input just as surelyas he will schedule putting food into hisstomach


Check the records There has never been

an undisciplined personwho was a champion

Regardless of the field ofendeavor yoursquoll find this

to be true

120

121

Discipline according to thedictionary means ldquoto instruct or educateto inform the mind to prepare byinstructing in correct principles andhabits to advance and prepare byinstructionrdquo Author Sybil Stanton saystrue discipline isnrsquot on your backneedling you with imperatives It is atyour side nudging you with incentivesThese are better pictures because theybuild hope for the future

The great violinist Isaac Stern was askedldquoIs talent bornrdquo He responded yes talentis born but musicians are made It takesan incredible amount of discipline hardwork and talent to become a greatmusician

No matter how great the talent or thefield of endeavor unless the individual ispersonally disciplined much of thepotential will remain just that mdash potential


Yoursquore not old until you have lost all of your marvels

mdash Anonymous

122

123

When Bismarck was chancellor ofGermany in the 1870rsquos he observed thatvirtually all of his powerful enemies weremen who were 65 years old or older Hepersuaded the German legislature to passlegislation making 65 the mandatory agefor retirement It had nothing whateverto do with a decline in their mentalfaculties or a drop-off in productivity Forsome strange reason other countries inEurope followed suit and the policy waseventually adopted in America

What an absolute tragedy to encouragepeople to quit when they are at the verypeak of their intellect wisdom andexperience Could that be the reasonthat the only time the Bible mentionsretirement it is as a punishment


Therersquos harmony andinner peace to be found

in following a moral compass that points in

the same directionregardless of fashion

or trendmdash Ted Koppel

124

125

For twenty-three years KatherinePower was a fugitive She had driven thegetaway car in a bank robbery that endedin the death of a policeman Extremedepression and the realization that shecould not would not get better withouttaking responsibility for her part in theheinous crime led her to surrender

Physically she surrendered to the FBIemotionally she surrendered to surviveThe self-imposed prison she had beenliving in was much worse than the physicalbuilding she would ultimately occupy

Serenity relief and hope etchedKatherine Powerrsquos face when the judgehanded down her sentence of eight totwelve years She was smiling the smile ofsomeone who has been set free afteryears of unfathomable torture andsolitary confinement Confession is goodfor the soul


Outstanding people have one thing in

common an absolutesense of mission

126

127

If we had to drive from Dallas to Bostonwith no directions maps or signs wewould have a degree of fear Withdirections good maps and clear roadsigns that fear would largely disappearActually very few of us would attempt thattrip without directions and mapsUnfortunately very few people areequipped with specific directions of howto navigate the highways of life Nowonder the overwhelming majority ofpeople end up at the end of lifersquos journeywith just a fraction of what life has to offer

Dr Karl A Menninger said ldquoFears areeducated into us and can if we wish beeducated outrdquo James Allen stated ldquoHewho has conquered doubt and fear hasconquered failurerdquo


No one can make you feel inferior without

your consentmdash Eleanor Roosevelt

128

129

Years ago I read that a Rembrandtpainting had sold for over one milliondollars As I read I thought to myselfldquoWhat in the world would make somepaint on a canvas worth so muchmoneyrdquo Then a couple of thoughtsoccurred to me First this was obviously aunique painting Its rarity gave it valueSecond Rembrandt was a genius

Then I started thinking about you Thereare several billion people on earth todaybut you are a rare exclusive differentand unique being on the face of thisearth These qualities give you enormousvalue The same God who createdRembrandt created you and you are asprecious in Godrsquos sight as Rembrandt oranyone else


Confrontation doesnrsquotalways bring a solution tothe problem but until you

confront the problemthere will be no solution

mdash James Baldwin

130

131

Therersquos strength in admitting aweakness Most of us are vulnerable incertain areas of our lives and those whoare wise and ambitious will admit theirweaknesses and vulnerability

For example I have a friend who becameaddicted to pornography and has brokenthe habit Recognizing that weakness heis careful not to have even the slightestexposure to anything of a pornographicnature If hersquos in a place where thetelevision set is on and therersquos suggestivelanguage or behavior that is of a lustfulor seductive nature he immediatelyleaves the scene Thatrsquos smart

If you have a weakness be strong enoughto admit it and get some help in whateverarea that might be


Today be aware of howyou are spending your

1440 beautiful momentsand spend them wisely

132

133

You will never realize more than a smallfraction of your potential as a wanderinggenerality You must become a meaningfulspecific Unfortunately most people haveonly a vague idea of what they want andvery few people consistently act on vagueideas The typical person goes to workevery day because thatrsquos what he didyesterday If thatrsquos the only reason forgoing to work today the odds are longthat he will be no more effective todaythan he was yesterday

Harry Emerson Fosdick said it best ldquoNosteam or gas ever drives anything until itis confined No Niagara is ever turnedinto light and power until it is tunneledNo life ever grows until it is focuseddedicated disciplinedrdquo


Denial is not a river inEgypt denial is ignoring

the obvious

134

135

Irsquom absolutely convinced that mostpeople kid themselves when they sayldquoThis member of the opposite sex and Iare lsquojustrsquo friendsrdquo That might well betrue in the beginning of somerelationships But in far too many casesthis ldquofriendshiprdquo with the opposite sexover a period of time because of mutualrespect for the intellect or professionalcapabilities of the other changes intosomething more than friendship

Tragically most attractions are denied inthe beginning with catastrophic resultsWhen this happens rather than pretendthat it didnrsquot happen (a) honestlyacknowledge what has happened (b)remember your commitment to yourmate and (c) remind yourself of theproven fact that there are no ldquoharmlessrdquoflirtations


When obstacles arisechange your direction toreach your goal not the

decision to get there

136

137

Once when I took a flight from LosAngeles to Dallas our scheduleddeparture was for 515 PM but due tounavoidable delays we didnrsquot leave until603 PM When we left the Los Angelesairport we headed for Dallas but within20 minutes the situation had changedThe crosswinds were slightly differentfrom those predicted before takeoff so wewere slightly off course The captain madea slight adjustment and we were againheaded for Dallas My point is this whenwe were a little off our course the captaindidnrsquot turn the plane around and returnto Los Angeles to make a fresh start

Even so as you head toward your goalsbe prepared to make some slightadjustments in your course


Your mind acts on whatyou feed it

138

139

Itrsquos like the story of the woman who hada serious kidney infection An operationwas scheduled to remove one of herkidneys After they put her to sleep theyran the final test and discovered that theoperation was not necessary They didnrsquotremove the kidney but when she awokethe first thing she said was ldquoOh my backOh I hurt Oh I feel so bad Oh ithurtsrdquo When she was told they had notperformed the operation she was slightlyembarrassed Obviously she went to sleepexpecting to wake up hurting and that isexactly what she did In her mind herpains were just as real as if the operationhad been performed

Your mind doesnrsquot know the differencebetween reality and fantasy Feed it goodthoughts


Education and intelligence are not the

same thing

140

141

Three of the most intelligent andsuccessful people I know finished the3rd 5th and 8th grades Henry Fordquit school at 14 and Thomas J Watsonfounder of IBM went from a $600weeksalesman to Chairman of the Board Alimited ldquoformalrdquo education is no excuseand certainly no reason to have a poorself-image Obviously education isimportant but dedication is even moreimportant Get rid of your excuses forfailure find reasons and methods tosucceed and dedicate yourself toutilizing the potential you possess andyour education or lack thereof will noteven be an issue

Unfortunately many ldquoeducatedrdquo peoplenever succeed in life because they are notldquomotivatedrdquo to put their imagination towork to utilize their knowledge Thatrsquosone less excuse


The most destitute personin the world is the one

without a smile

142

143

Join the smile and compliment club

When you smile at someone and theysmile back you automatically feel bettereven if they donrsquot smile back Youimmediately become richer by giving thatperson your smile Ditto for thecompliment When you sincerelycompliment a person or extend him acourtesy he is going to receive a directbenefit and like himself better It isimpossible for you to make someone feelbetter and not feel better yourself

One of the best ways to make anyone elsefeel better is to spread optimism andgood cheer Irsquom convinced that everyoneincluding you just naturally feels betterwhen exposed to a cheerful optimisticindividual almost regardless of the natureor length of the contact So smile mdash withyour face and with your heart


The chains of habit aretoo weak to be felt until

they are too strong to be broken

144

145

This is evidenced by the number ofpeople who have nicotine ldquofitsrdquo from thetime they run out of cigarettes until theycan buy beg borrow or steal anotherIrsquove seen an otherwise healthy 200-poundman reduced to a quivering mass by acraving for a cigarette that weighed lessthan 110th of an ounce It almostmakes me wish we were creatures of logicinstead of creatures of emotion

Yes habits are funny things Whatrsquosfunny or rather tragic is that bad habitsare so predictable and avoidable Despitethis there are people by the millions whoinsist on acquiring habits that are badexpensive and create problems Thehabit they werenrsquot going to get got them

Choose good habits and the bad onescanrsquot sneak up on you


If you learn from a defeatyou havenrsquot really lost

146

147

My friend Cavett Robert takes aphilosophical refreshing and common-sense approach to a journey intoNegativeville as he observes ldquoNobodyfails by falling down or gettingdespondent They only fail if they staydown or negativerdquo Cavett stresses thatyou should be like a leaky tire A defeatshould take something out of you anddeflate you a bit If it didnrsquot it would be astrong indication you not only didnrsquotmind losing but you werenrsquot emotionallyinvolved in wanting to win

Irsquom talking about your internal reactionto defeat Obviously I donrsquot feel youshould pout or throw a tantrum Begracious and mature and the chances aregood you will enter the winnerrsquos circleafter the next encounter


Go as far as you can seeand when you get there

you will always be able tosee farther

148

149

Without long-range goals you arelikely to be overcome by short-rangefrustrations The reason is simpleEverybody is not as interested in yoursuccess as you are You might occasionallyfeel that some people are standing in theway and deliberately slowing yourprogress but in reality the biggest personstanding in your way is you

Occasionally circumstances arise that arebeyond your control If you donrsquot havelong-range goals then temporaryobstacles can be needlessly frustrating Asetback can be a stepping-stone and not astumbling block When you have thatlong-range goal itrsquos easier

If you wait until all the lights are ldquogreenrdquobefore you leave home yoursquoll never getstarted on your trip to the top


Success occurs whenopportunity meets

preparation

150

151

Many times it is just over the hill oraround the corner Sometimes it takesthat extra push to climb that hill orround that curve The wit was right whenhe said ldquoIf you have enough push youdonrsquot have to worry about pullrdquo

President Calvin Coolidge wroteldquoNothing in the world can take the placeof persistence Talent will not Nothing ismore common than unsuccessful menwith talent Genius will not Unrewardedgenius is almost a proverb Education willnot The world is full of educatedderelicts Persistence determination andhard work make the differencerdquo


Wouldnrsquot it be wonderfulif our mind growled likeour stomach does when

it is hungry

152

153

From the neck down very few peopleare worth more than $10000 a weekFrom the neck up there is no limit towhat an individual is worth So what dowe do We feed our stomachs the$10000 part below our necks every dayHow often do we feed our minds thepart that has no limit to its value earningand happiness potential Most of us feedit accidentally and occasionally if itrsquosconvenient The excuse we often give isour lack of time This is ridiculous If youhave ldquotimerdquo to feed the $10000 part ofyou every day doesnrsquot it make sense youshould take time to feed the part whichhas no ceiling to its potential


Happiness is like a kissIn order to get any good

out of it you have to giveit to someone else

154

155

Many people honestly believe theywill be happy when they get into a homeof their own they will be happy whenthey get all of the little things thatfrequently convert a house into a home mdashbut they wonrsquot Then theyrsquoll be happywhen they get the mortgage paid mdash butthey wonrsquot Then they will be happy whenthey get their second home down at thelake or up on the mountainside mdash butthey wonrsquot

The reason is simple It makes nodifference where you go there you areAnd it makes no difference what youhave therersquos always more to want Untilyou are happy with who you are you willnever be happy because of what you have


156

You are at the top when 1 Yoursquove made friends with the past are

focused on the present and optimisticabout your future

2 You have made friends of your adversariesand have gained the love and respect ofthose who know you best

3 You are filled with faith hope and loveand live without anger greed guilt envyor thoughts of revenge

4 You know that failure to stand for what ismorally right is the prelude to being thevictim of what is criminally wrong

5 You are mature enough to delaygratification and shift your focus fromyour rights to your responsibilities

6 You love the unlovable and give hope tothe hopeless friendship to the friendlessand encouragement to the discouraged

7 You know that success doesnrsquot make youand failure doesnrsquot break you


157

8 You are at peace with God and man

9 You clearly understand that failure isan event not a person that yesterdayended last night and today is yourbrand-new day

10 You know that ldquohe who would be thegreatest among you must becomethe servant of allrdquo

11 You are pleasant to the grouchcourteous to the rude and generousto the needy because you know thelong-term benefits of receiving

12 You recognize confess develop anduse your God-given physical mentaland spiritual abilities to the glory ofGod and for the benefit of mankind

13 You stand in front of the Creator ofthe universe and He says to youldquoWell done thou good and faithfulservantrdquo


About the AuthorZIG ZIGLAR one of the mostpopular communicators of hisday is known as the ldquoMotivatorsrsquoMotivatorrdquo More than threemillion people have attendedZigrsquos live presentations andmillions of others have been inspired by histraining tapes and videos A prolific authorZigrsquos books have sold more than four millioncopies worldwide and his syndicated columnZig Ziglarrsquos Encouraging Word now appears innewspapers nationwide His long list of awardsincludes ldquoCommunicator of the Yearrdquo by theSales and Marketing Executives InternationalBut what makes Zig most proud is being happilymarried to his wife of 49 years Jean whom helovingly calls ldquoSugar Babyrdquo

For additional information on seminarsscheduling speaking engagements or towrite the author please address yourcorrespondence to

Zig Ziglar3330 Earhart Suite 204

Carrollton TX 75006-5026

other books by

zig ziglar

Confessions of a Happy Christian

Network Marketing for Dummies

Over the Top Moving from Survival to Stability fromStability to Success from Success to Significance

Raising Positive Kids in a Negative World

See You at the Top Daily Motivational Thoughts from Zig Ziglar

Success for Dummies

Top Performance How to Develop Excellence in Yourself and Others

You Can Reach The Top

Zig Ziglarrsquos Little Instruction Book

Zig Ziglarrsquos Secrets of Closing the Sale

Ziglar on Selling The Ultimate Handbook for the Complete Sales Professional of the Nineties

Zig ZiglarrsquosLit t le Instruct ion

BookInspiration and Wisdom from Americarsquos Top Motivator






ISBN 1-4014-0238-0

Introduction






back on their feet

4

5





6

7






8

9





what they want

10

11







12

13





14

15






16

17





where you finish

18

19








do it now

20

21






22

23








today




mdash Proverbs 2229

24

25





26

27






28

29







30

31





mdash Proverbs 1211

32

33





34

35







happens to you

36

37








38

39







best for the child

40

41






42

43








44

45





the best

46

47






use them

48

49







50

51







52

53






54

55






reward for it

56

57






58

59






60

61






62

63







64

65






mdash Anonymous




66

67








68

69






70

71







72

73







74

75







76

77









78

79






80

81








82

83






your time with

84

85







86

87






88

89






price of failure

90

91








seeds of greatness

92

93





94

95






be increased

96

97






98

99





100

101







they could

102

103








104

105







ndash Anonymous

106

107








108

109







110

111






112

113





114

115






116

117









118

119








to be true

120

121






mdash Anonymous

122

123








124

125







126

127






128

129






mdash James Baldwin

130

131







132

133





the obvious

134

135






136

137





138

139





same thing

140

141





without a smile

142

143







144

145






146

147






148

149






preparation

150

151





it is hungry

152

153





154

155




156










157












other books by

zig ziglar






Success for Dummies











ISBN 1-4014-0238-0

Introduction






back on their feet

4

5





6

7






8

9





what they want

10

11







12

13





14

15






16

17





where you finish

18

19








do it now

20

21






22

23








today




mdash Proverbs 2229

24

25





26

27






28

29







30

31





mdash Proverbs 1211

32

33





34

35







happens to you

36

37








38

39







best for the child

40

41






42

43








44

45





the best

46

47






use them

48

49







50

51







52

53






54

55






reward for it

56

57






58

59






60

61






62

63







64

65






mdash Anonymous




66

67








68

69






70

71







72

73







74

75







76

77









78

79






80

81








82

83






your time with

84

85







86

87






88

89






price of failure

90

91








seeds of greatness

92

93





94

95






be increased

96

97






98

99





100

101







they could

102

103








104

105







ndash Anonymous

106

107








108

109







110

111






112

113





114

115






116

117









118

119








to be true

120

121






mdash Anonymous

122

123








124

125







126

127






128

129






mdash James Baldwin

130

131







132

133





the obvious

134

135






136

137





138

139





same thing

140

141





without a smile

142

143







144

145






146

147






148

149






preparation

150

151





it is hungry

152

153





154

155




156










157












other books by

zig ziglar






Success for Dummies






Introduction






back on their feet

4

5





6

7






8

9





what they want

10

11







12

13





14

15






16

17





where you finish

18

19








do it now

20

21






22

23








today




mdash Proverbs 2229

24

25





26

27






28

29







30

31





mdash Proverbs 1211

32

33





34

35







happens to you

36

37








38

39







best for the child

40

41






42

43








44

45





the best

46

47






use them

48

49







50

51







52

53






54

55






reward for it

56

57






58

59






60

61






62

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mdash Anonymous




66

67








68

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78

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81








82

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your time with

84

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88

89






price of failure

90

91








seeds of greatness

92

93





94

95






be increased

96

97






98

99





100

101







they could

102

103








104

105







ndash Anonymous

106

107








108

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114

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118

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to be true

120

121






mdash Anonymous

122

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124

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128

129






mdash James Baldwin

130

131







132

133





the obvious

134

135






136

137





138

139





same thing

140

141





without a smile

142

143







144

145






146

147






148

149






preparation

150

151





it is hungry

152

153





154

155




156










157












other books by

zig ziglar






Success for Dummies







back on their feet

4

5





6

7






8

9





what they want

10

11







12

13





14

15






16

17





where you finish

18

19








do it now

20

21






22

23








today




mdash Proverbs 2229

24

25





26

27






28

29







30

31





mdash Proverbs 1211

32

33





34

35







happens to you

36

37








38

39







best for the child

40

41






42

43








44

45





the best

46

47






use them

48

49







50

51







52

53






54

55






reward for it

56

57






58

59






60

61






62

63







64

65






mdash Anonymous




66

67








68

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77









78

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81








82

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your time with

84

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86

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88

89






price of failure

90

91








seeds of greatness

92

93





94

95






be increased

96

97






98

99





100

101







they could

102

103








104

105







ndash Anonymous

106

107








108

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114

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118

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to be true

120

121






mdash Anonymous

122

123








124

125







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127






128

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mdash James Baldwin

130

131







132

133





the obvious

134

135






136

137





138

139





same thing

140

141





without a smile

142

143







144

145






146

147






148

149






preparation

150

151





it is hungry

152

153





154

155




156










157












other books by

zig ziglar






Success for Dummies






5





6

7






8

9





what they want

10

11







12

13





14

15






16

17





where you finish

18

19








do it now

20

21






22

23








today




mdash Proverbs 2229

24

25





26

27






28

29







30

31





mdash Proverbs 1211

32

33





34

35







happens to you

36

37








38

39







best for the child

40

41






42

43








44

45





the best

46

47






use them

48

49







50

51







52

53






54

55






reward for it

56

57






58

59






60

61






62

63







64

65






mdash Anonymous




66

67








68

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72

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74

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77









78

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80

81








82

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your time with

84

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86

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88

89






price of failure

90

91








seeds of greatness

92

93





94

95






be increased

96

97






98

99





100

101







they could

102

103








104

105







ndash Anonymous

106

107








108

109







110

111






112

113





114

115






116

117









118

119








to be true

120

121






mdash Anonymous

122

123








124

125







126

127






128

129






mdash James Baldwin

130

131







132

133





the obvious

134

135






136

137





138

139





same thing

140

141





without a smile

142

143







144

145






146

147






148

149






preparation

150

151





it is hungry

152

153





154

155




156










157












other books by

zig ziglar






Success for Dummies








6

7






8

9





what they want

10

11







12

13





14

15






16

17





where you finish

18

19








do it now

20

21






22

23








today




mdash Proverbs 2229

24

25





26

27






28

29







30

31





mdash Proverbs 1211

32

33





34

35







happens to you

36

37








38

39







best for the child

40

41






42

43








44

45





the best

46

47






use them

48

49







50

51







52

53






54

55






reward for it

56

57






58

59






60

61






62

63







64

65






mdash Anonymous




66

67








68

69






70

71







72

73







74

75







76

77









78

79






80

81








82

83






your time with

84

85







86

87






88

89






price of failure

90

91








seeds of greatness

92

93





94

95






be increased

96

97






98

99





100

101







they could

102

103








104

105







ndash Anonymous

106

107








108

109







110

111






112

113





114

115






116

117









118

119








to be true

120

121






mdash Anonymous

122

123








124

125







126

127






128

129






mdash James Baldwin

130

131







132

133





the obvious

134

135






136

137





138

139





same thing

140

141





without a smile

142

143







144

145






146

147






148

149






preparation

150

151





it is hungry

152

153





154

155




156










157












other books by

zig ziglar






Success for Dummies






7






8

9





what they want

10

11







12

13





14

15






16

17





where you finish

18

19








do it now

20

21






22

23








today




mdash Proverbs 2229

24

25





26

27






28

29







30

31





mdash Proverbs 1211

32

33





34

35







happens to you

36

37








38

39







best for the child

40

41






42

43








44

45





the best

46

47






use them

48

49







50

51







52

53






54

55






reward for it

56

57






58

59






60

61






62

63







64

65






mdash Anonymous




66

67








68

69






70

71







72

73







74

75







76

77









78

79






80

81








82

83






your time with

84

85







86

87






88

89






price of failure

90

91








seeds of greatness

92

93





94

95






be increased

96

97






98

99





100

101







they could

102

103








104

105







ndash Anonymous

106

107








108

109







110

111






112

113





114

115






116

117









118

119








to be true

120

121






mdash Anonymous

122

123








124

125







126

127






128

129






mdash James Baldwin

130

131







132

133





the obvious

134

135






136

137





138

139





same thing

140

141





without a smile

142

143







144

145






146

147






148

149






preparation

150

151





it is hungry

152

153





154

155




156










157












other books by

zig ziglar






Success for Dummies








8

9





what they want

10

11







12

13





14

15






16

17





where you finish

18

19








do it now

20

21






22

23








today




mdash Proverbs 2229

24

25





26

27






28

29







30

31





mdash Proverbs 1211

32

33





34

35







happens to you

36

37








38

39







best for the child

40

41






42

43








44

45





the best

46

47






use them

48

49







50

51







52

53






54

55






reward for it

56

57






58

59






60

61






62

63







64

65






mdash Anonymous




66

67








68

69






70

71







72

73







74

75







76

77









78

79






80

81








82

83






your time with

84

85







86

87






88

89






price of failure

90

91








seeds of greatness

92

93





94

95






be increased

96

97






98

99





100

101







they could

102

103








104

105







ndash Anonymous

106

107








108

109







110

111






112

113





114

115






116

117









118

119








to be true

120

121






mdash Anonymous

122

123








124

125







126

127






128

129






mdash James Baldwin

130

131







132

133





the obvious

134

135






136

137





138

139





same thing

140

141





without a smile

142

143







144

145






146

147






148

149






preparation

150

151





it is hungry

152

153





154

155




156










157












other books by

zig ziglar






Success for Dummies






9





what they want

10

11







12

13





14

15






16

17





where you finish

18

19








do it now

20

21






22

23








today




mdash Proverbs 2229

24

25





26

27






28

29







30

31





mdash Proverbs 1211

32

33





34

35







happens to you

36

37








38

39







best for the child

40

41






42

43








44

45





the best

46

47






use them

48

49







50

51







52

53






54

55






reward for it

56

57






58

59






60

61






62

63







64

65






mdash Anonymous




66

67








68

69






70

71







72

73







74

75







76

77









78

79






80

81








82

83






your time with

84

85







86

87






88

89






price of failure

90

91








seeds of greatness

92

93





94

95






be increased

96

97






98

99





100

101







they could

102

103








104

105







ndash Anonymous

106

107








108

109







110

111






112

113





114

115






116

117









118

119








to be true

120

121






mdash Anonymous

122

123








124

125







126

127






128

129






mdash James Baldwin

130

131







132

133





the obvious

134

135






136

137





138

139





same thing

140

141





without a smile

142

143







144

145






146

147






148

149






preparation

150

151





it is hungry

152

153





154

155




156










157












other books by

zig ziglar






Success for Dummies







what they want

10

11







12

13





14

15






16

17





where you finish

18

19








do it now

20

21






22

23








today




mdash Proverbs 2229

24

25





26

27






28

29







30

31





mdash Proverbs 1211

32

33





34

35







happens to you

36

37








38

39







best for the child

40

41






42

43








44

45





the best

46

47






use them

48

49







50

51







52

53






54

55






reward for it

56

57






58

59






60

61






62

63







64

65






mdash Anonymous




66

67








68

69






70

71







72

73







74

75







76

77









78

79






80

81








82

83






your time with

84

85







86

87






88

89






price of failure

90

91








seeds of greatness

92

93





94

95






be increased

96

97






98

99





100

101







they could

102

103








104

105







ndash Anonymous

106

107








108

109







110

111






112

113





114

115






116

117









118

119








to be true

120

121






mdash Anonymous

122

123








124

125







126

127






128

129






mdash James Baldwin

130

131







132

133





the obvious

134

135






136

137





138

139





same thing

140

141





without a smile

142

143







144

145






146

147






148

149






preparation

150

151





it is hungry

152

153





154

155




156










157












other books by

zig ziglar






Success for Dummies






11







12

13





14

15






16

17





where you finish

18

19








do it now

20

21






22

23








today




mdash Proverbs 2229

24

25





26

27






28

29







30

31





mdash Proverbs 1211

32

33





34

35







happens to you

36

37








38

39







best for the child

40

41






42

43








44

45





the best

46

47






use them

48

49







50

51







52

53






54

55






reward for it

56

57






58

59






60

61






62

63







64

65






mdash Anonymous




66

67








68

69






70

71







72

73







74

75







76

77









78

79






80

81








82

83






your time with

84

85







86

87






88

89






price of failure

90

91








seeds of greatness

92

93





94

95






be increased

96

97






98

99





100

101







they could

102

103








104

105







ndash Anonymous

106

107








108

109







110

111






112

113





114

115






116

117









118

119








to be true

120

121






mdash Anonymous

122

123








124

125







126

127






128

129






mdash James Baldwin

130

131







132

133





the obvious

134

135






136

137





138

139





same thing

140

141





without a smile

142

143







144

145






146

147






148

149






preparation

150

151





it is hungry

152

153





154

155




156










157












other books by

zig ziglar






Success for Dummies









12

13





14

15






16

17





where you finish

18

19








do it now

20

21






22

23








today




mdash Proverbs 2229

24

25





26

27






28

29







30

31





mdash Proverbs 1211

32

33





34

35







happens to you

36

37








38

39







best for the child

40

41






42

43








44

45





the best

46

47






use them

48

49







50

51







52

53






54

55






reward for it

56

57






58

59






60

61






62

63







64

65






mdash Anonymous




66

67








68

69






70

71







72

73







74

75







76

77









78

79






80

81








82

83






your time with

84

85







86

87






88

89






price of failure

90

91








seeds of greatness

92

93





94

95






be increased

96

97






98

99





100

101







they could

102

103








104

105







ndash Anonymous

106

107








108

109







110

111






112

113





114

115






116

117









118

119








to be true

120

121






mdash Anonymous

122

123








124

125







126

127






128

129






mdash James Baldwin

130

131







132

133





the obvious

134

135






136

137





138

139





same thing

140

141





without a smile

142

143







144

145






146

147






148

149






preparation

150

151





it is hungry

152

153





154

155




156










157












other books by

zig ziglar






Success for Dummies






13





14

15






16

17





where you finish

18

19








do it now

20

21






22

23








today




mdash Proverbs 2229

24

25





26

27






28

29







30

31





mdash Proverbs 1211

32

33





34

35







happens to you

36

37








38

39







best for the child

40

41






42

43








44

45





the best

46

47






use them

48

49







50

51







52

53






54

55






reward for it

56

57






58

59






60

61






62

63







64

65






mdash Anonymous




66

67








68

69






70

71







72

73







74

75







76

77









78

79






80

81








82

83






your time with

84

85







86

87






88

89






price of failure

90

91








seeds of greatness

92

93





94

95






be increased

96

97






98

99





100

101







they could

102

103








104

105







ndash Anonymous

106

107








108

109







110

111






112

113





114

115






116

117









118

119








to be true

120

121






mdash Anonymous

122

123








124

125







126

127






128

129






mdash James Baldwin

130

131







132

133





the obvious

134

135






136

137





138

139





same thing

140

141





without a smile

142

143







144

145






146

147






148

149






preparation

150

151





it is hungry

152

153





154

155




156










157












other books by

zig ziglar






Success for Dummies







14

15






16

17





where you finish

18

19








do it now

20

21






22

23








today




mdash Proverbs 2229

24

25





26

27






28

29







30

31





mdash Proverbs 1211

32

33





34

35







happens to you

36

37








38

39







best for the child

40

41






42

43








44

45





the best

46

47






use them

48

49







50

51







52

53






54

55






reward for it

56

57






58

59






60

61






62

63







64

65






mdash Anonymous




66

67








68

69






70

71







72

73







74

75







76

77









78

79






80

81








82

83






your time with

84

85







86

87






88

89






price of failure

90

91








seeds of greatness

92

93





94

95






be increased

96

97






98

99





100

101







they could

102

103








104

105







ndash Anonymous

106

107








108

109







110

111






112

113





114

115






116

117









118

119








to be true

120

121






mdash Anonymous

122

123








124

125







126

127






128

129






mdash James Baldwin

130

131







132

133





the obvious

134

135






136

137





138

139





same thing

140

141





without a smile

142

143







144

145






146

147






148

149






preparation

150

151





it is hungry

152

153





154

155




156










157












other books by

zig ziglar






Success for Dummies






15






16

17





where you finish

18

19








do it now

20

21






22

23








today




mdash Proverbs 2229

24

25





26

27






28

29







30

31





mdash Proverbs 1211

32

33





34

35







happens to you

36

37








38

39







best for the child

40

41






42

43








44

45





the best

46

47






use them

48

49







50

51







52

53






54

55






reward for it

56

57






58

59






60

61






62

63







64

65






mdash Anonymous




66

67








68

69






70

71







72

73







74

75







76

77









78

79






80

81








82

83






your time with

84

85







86

87






88

89






price of failure

90

91








seeds of greatness

92

93





94

95






be increased

96

97






98

99





100

101







they could

102

103








104

105







ndash Anonymous

106

107








108

109







110

111






112

113





114

115






116

117









118

119








to be true

120

121






mdash Anonymous

122

123








124

125







126

127






128

129






mdash James Baldwin

130

131







132

133





the obvious

134

135






136

137





138

139





same thing

140

141





without a smile

142

143







144

145






146

147






148

149






preparation

150

151





it is hungry

152

153





154

155




156










157












other books by

zig ziglar






Success for Dummies







16

17





where you finish

18

19








do it now

20

21






22

23








today




mdash Proverbs 2229

24

25





26

27






28

29







30

31





mdash Proverbs 1211

32

33





34

35







happens to you

36

37








38

39







best for the child

40

41






42

43








44

45





the best

46

47






use them

48

49







50

51







52

53






54

55






reward for it

56

57






58

59






60

61






62

63







64

65






mdash Anonymous




66

67








68

69






70

71







72

73







74

75







76

77









78

79






80

81








82

83






your time with

84

85







86

87






88

89






price of failure

90

91








seeds of greatness

92

93





94

95






be increased

96

97






98

99





100

101







they could

102

103








104

105







ndash Anonymous

106

107








108

109







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111






112

113





114

115






116

117









118

119








to be true

120

121






mdash Anonymous

122

123








124

125







126

127






128

129






mdash James Baldwin

130

131







132

133





the obvious

134

135






136

137





138

139





same thing

140

141





without a smile

142

143







144

145






146

147






148

149






preparation

150

151





it is hungry

152

153





154

155




156










157












other books by

zig ziglar






Success for Dummies






17





where you finish

18

19








do it now

20

21






22

23








today




mdash Proverbs 2229

24

25





26

27






28

29







30

31





mdash Proverbs 1211

32

33





34

35







happens to you

36

37








38

39







best for the child

40

41






42

43








44

45





the best

46

47






use them

48

49







50

51







52

53






54

55






reward for it

56

57






58

59






60

61






62

63







64

65






mdash Anonymous




66

67








68

69






70

71







72

73







74

75







76

77









78

79






80

81








82

83






your time with

84

85







86

87






88

89






price of failure

90

91








seeds of greatness

92

93





94

95






be increased

96

97






98

99





100

101







they could

102

103








104

105







ndash Anonymous

106

107








108

109







110

111






112

113





114

115






116

117









118

119








to be true

120

121






mdash Anonymous

122

123








124

125







126

127






128

129






mdash James Baldwin

130

131







132

133





the obvious

134

135






136

137





138

139





same thing

140

141





without a smile

142

143







144

145






146

147






148

149






preparation

150

151





it is hungry

152

153





154

155




156










157












other books by

zig ziglar






Success for Dummies







where you finish

18

19








do it now

20

21






22

23








today




mdash Proverbs 2229

24

25





26

27






28

29







30

31





mdash Proverbs 1211

32

33





34

35







happens to you

36

37








38

39







best for the child

40

41






42

43








44

45





the best

46

47






use them

48

49







50

51







52

53






54

55






reward for it

56

57






58

59






60

61






62

63







64

65






mdash Anonymous




66

67








68

69






70

71







72

73







74

75







76

77









78

79






80

81








82

83






your time with

84

85







86

87






88

89






price of failure

90

91








seeds of greatness

92

93





94

95






be increased

96

97






98

99





100

101







they could

102

103








104

105







ndash Anonymous

106

107








108

109







110

111






112

113





114

115






116

117









118

119








to be true

120

121






mdash Anonymous

122

123








124

125







126

127






128

129






mdash James Baldwin

130

131







132

133





the obvious

134

135






136

137





138

139





same thing

140

141





without a smile

142

143







144

145






146

147






148

149






preparation

150

151





it is hungry

152

153





154

155




156










157












other books by

zig ziglar






Success for Dummies






19








do it now

20

21






22

23








today




mdash Proverbs 2229

24

25





26

27






28

29







30

31





mdash Proverbs 1211

32

33





34

35







happens to you

36

37








38

39







best for the child

40

41






42

43








44

45





the best

46

47






use them

48

49







50

51







52

53






54

55






reward for it

56

57






58

59






60

61






62

63







64

65






mdash Anonymous




66

67








68

69






70

71







72

73







74

75







76

77









78

79






80

81








82

83






your time with

84

85







86

87






88

89






price of failure

90

91








seeds of greatness

92

93





94

95






be increased

96

97






98

99





100

101







they could

102

103








104

105







ndash Anonymous

106

107








108

109







110

111






112

113





114

115






116

117









118

119








to be true

120

121






mdash Anonymous

122

123








124

125







126

127






128

129






mdash James Baldwin

130

131







132

133





the obvious

134

135






136

137





138

139





same thing

140

141





without a smile

142

143







144

145






146

147






148

149






preparation

150

151





it is hungry

152

153





154

155




156










157












other books by

zig ziglar






Success for Dummies









do it now

20

21






22

23








today




mdash Proverbs 2229

24

25





26

27






28

29







30

31





mdash Proverbs 1211

32

33





34

35







happens to you

36

37








38

39







best for the child

40

41






42

43








44

45





the best

46

47






use them

48

49







50

51







52

53






54

55






reward for it

56

57






58

59






60

61






62

63







64

65






mdash Anonymous




66

67








68

69






70

71







72

73







74

75







76

77









78

79






80

81








82

83






your time with

84

85







86

87






88

89






price of failure

90

91








seeds of greatness

92

93





94

95






be increased

96

97






98

99





100

101







they could

102

103








104

105







ndash Anonymous

106

107








108

109







110

111






112

113





114

115






116

117









118

119








to be true

120

121






mdash Anonymous

122

123








124

125







126

127






128

129






mdash James Baldwin

130

131







132

133





the obvious

134

135






136

137





138

139





same thing

140

141





without a smile

142

143







144

145






146

147






148

149






preparation

150

151





it is hungry

152

153





154

155




156










157












other books by

zig ziglar






Success for Dummies






21






22

23








today




mdash Proverbs 2229

24

25





26

27






28

29







30

31





mdash Proverbs 1211

32

33





34

35







happens to you

36

37








38

39







best for the child

40

41






42

43








44

45





the best

46

47






use them

48

49







50

51







52

53






54

55






reward for it

56

57






58

59






60

61






62

63







64

65






mdash Anonymous




66

67








68

69






70

71







72

73







74

75







76

77









78

79






80

81








82

83






your time with

84

85







86

87






88

89






price of failure

90

91








seeds of greatness

92

93





94

95






be increased

96

97






98

99





100

101







they could

102

103








104

105







ndash Anonymous

106

107








108

109







110

111






112

113





114

115






116

117









118

119








to be true

120

121






mdash Anonymous

122

123








124

125







126

127






128

129






mdash James Baldwin

130

131







132

133





the obvious

134

135






136

137





138

139





same thing

140

141





without a smile

142

143







144

145






146

147






148

149






preparation

150

151





it is hungry

152

153





154

155




156










157












other books by

zig ziglar






Success for Dummies








22

23








today




mdash Proverbs 2229

24

25





26

27






28

29







30

31





mdash Proverbs 1211

32

33





34

35







happens to you

36

37








38

39







best for the child

40

41






42

43








44

45





the best

46

47






use them

48

49







50

51







52

53






54

55






reward for it

56

57






58

59






60

61






62

63







64

65






mdash Anonymous




66

67








68

69






70

71







72

73







74

75







76

77









78

79






80

81








82

83






your time with

84

85







86

87






88

89






price of failure

90

91








seeds of greatness

92

93





94

95






be increased

96

97






98

99





100

101







they could

102

103








104

105







ndash Anonymous

106

107








108

109







110

111






112

113





114

115






116

117









118

119








to be true

120

121






mdash Anonymous

122

123








124

125







126

127






128

129






mdash James Baldwin

130

131







132

133





the obvious

134

135






136

137





138

139





same thing

140

141





without a smile

142

143







144

145






146

147






148

149






preparation

150

151





it is hungry

152

153





154

155




156










157












other books by

zig ziglar






Success for Dummies






23








today




mdash Proverbs 2229

24

25





26

27






28

29







30

31





mdash Proverbs 1211

32

33





34

35







happens to you

36

37








38

39







best for the child

40

41






42

43








44

45





the best

46

47






use them

48

49







50

51







52

53






54

55






reward for it

56

57






58

59






60

61






62

63







64

65






mdash Anonymous




66

67








68

69






70

71







72

73







74

75







76

77









78

79






80

81








82

83






your time with

84

85







86

87






88

89






price of failure

90

91








seeds of greatness

92

93





94

95






be increased

96

97






98

99





100

101







they could

102

103








104

105







ndash Anonymous

106

107








108

109







110

111






112

113





114

115






116

117









118

119








to be true

120

121






mdash Anonymous

122

123








124

125







126

127






128

129






mdash James Baldwin

130

131







132

133





the obvious

134

135






136

137





138

139





same thing

140

141





without a smile

142

143







144

145






146

147






148

149






preparation

150

151





it is hungry

152

153





154

155




156










157












other books by

zig ziglar






Success for Dummies








mdash Proverbs 2229

24

25





26

27






28

29







30

31





mdash Proverbs 1211

32

33





34

35







happens to you

36

37








38

39







best for the child

40

41






42

43








44

45





the best

46

47






use them

48

49







50

51







52

53






54

55






reward for it

56

57






58

59






60

61






62

63







64

65






mdash Anonymous




66

67








68

69






70

71







72

73







74

75







76

77









78

79






80

81








82

83






your time with

84

85







86

87






88

89






price of failure

90

91








seeds of greatness

92

93





94

95






be increased

96

97






98

99





100

101







they could

102

103








104

105







ndash Anonymous

106

107








108

109







110

111






112

113





114

115






116

117









118

119








to be true

120

121






mdash Anonymous

122

123








124

125







126

127






128

129






mdash James Baldwin

130

131







132

133





the obvious

134

135






136

137





138

139





same thing

140

141





without a smile

142

143







144

145






146

147






148

149






preparation

150

151





it is hungry

152

153





154

155




156










157












other books by

zig ziglar






Success for Dummies






25





26

27






28

29







30

31





mdash Proverbs 1211

32

33





34

35







happens to you

36

37








38

39







best for the child

40

41






42

43








44

45





the best

46

47






use them

48

49







50

51







52

53






54

55






reward for it

56

57






58

59






60

61






62

63







64

65






mdash Anonymous




66

67








68

69






70

71







72

73







74

75







76

77









78

79






80

81








82

83






your time with

84

85







86

87






88

89






price of failure

90

91








seeds of greatness

92

93





94

95






be increased

96

97






98

99





100

101







they could

102

103








104

105







ndash Anonymous

106

107








108

109







110

111






112

113





114

115






116

117









118

119








to be true

120

121






mdash Anonymous

122

123








124

125







126

127






128

129






mdash James Baldwin

130

131







132

133





the obvious

134

135






136

137





138

139





same thing

140

141





without a smile

142

143







144

145






146

147






148

149






preparation

150

151





it is hungry

152

153





154

155




156










157












other books by

zig ziglar






Success for Dummies







26

27






28

29







30

31





mdash Proverbs 1211

32

33





34

35







happens to you

36

37








38

39







best for the child

40

41






42

43








44

45





the best

46

47






use them

48

49







50

51







52

53






54

55






reward for it

56

57






58

59






60

61






62

63







64

65






mdash Anonymous




66

67








68

69






70

71







72

73







74

75







76

77









78

79






80

81








82

83






your time with

84

85







86

87






88

89






price of failure

90

91








seeds of greatness

92

93





94

95






be increased

96

97






98

99





100

101







they could

102

103








104

105







ndash Anonymous

106

107








108

109







110

111






112

113





114

115






116

117









118

119








to be true

120

121






mdash Anonymous

122

123








124

125







126

127






128

129






mdash James Baldwin

130

131







132

133





the obvious

134

135






136

137





138

139





same thing

140

141





without a smile

142

143







144

145






146

147






148

149






preparation

150

151





it is hungry

152

153





154

155




156










157












other books by

zig ziglar






Success for Dummies






27






28

29







30

31





mdash Proverbs 1211

32

33





34

35







happens to you

36

37








38

39







best for the child

40

41






42

43








44

45





the best

46

47






use them

48

49







50

51







52

53






54

55






reward for it

56

57






58

59






60

61






62

63







64

65






mdash Anonymous




66

67








68

69






70

71







72

73







74

75







76

77









78

79






80

81








82

83






your time with

84

85







86

87






88

89






price of failure

90

91








seeds of greatness

92

93





94

95






be increased

96

97






98

99





100

101







they could

102

103








104

105







ndash Anonymous

106

107








108

109







110

111






112

113





114

115






116

117









118

119








to be true

120

121






mdash Anonymous

122

123








124

125







126

127






128

129






mdash James Baldwin

130

131







132

133





the obvious

134

135






136

137





138

139





same thing

140

141





without a smile

142

143







144

145






146

147






148

149






preparation

150

151





it is hungry

152

153





154

155




156










157












other books by

zig ziglar






Success for Dummies








28

29







30

31





mdash Proverbs 1211

32

33





34

35







happens to you

36

37








38

39







best for the child

40

41






42

43








44

45





the best

46

47






use them

48

49







50

51







52

53






54

55






reward for it

56

57






58

59






60

61






62

63







64

65






mdash Anonymous




66

67








68

69






70

71







72

73







74

75







76

77









78

79






80

81








82

83






your time with

84

85







86

87






88

89






price of failure

90

91








seeds of greatness

92

93





94

95






be increased

96

97






98

99





100

101







they could

102

103








104

105







ndash Anonymous

106

107








108

109







110

111






112

113





114

115






116

117









118

119








to be true

120

121






mdash Anonymous

122

123








124

125







126

127






128

129






mdash James Baldwin

130

131







132

133





the obvious

134

135






136

137





138

139





same thing

140

141





without a smile

142

143







144

145






146

147






148

149






preparation

150

151





it is hungry

152

153





154

155




156










157












other books by

zig ziglar






Success for Dummies






zig ziglar's little instruction book - the-eye.eu ziglars little... · zig ziglar’s little...

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