The Ziglar Legacy
Podcast #20 — Aired March 13, 2014

Zig Ziglar inspired millions to live their best life, and now his son, Tom Ziglar, is carrying on the family legacy. This week on BetterWorldians Radio we’ll talk to Tom about following in his dad’s footsteps. Tom Ziglar is the CEO of Ziglar, Inc. and author of the book, Born to Win. Tom will discuss his book and the poignant lessons he’s learned from his dad along the way. Tune in every week to hear new guests share how they are making the world a better place and to learn how you can become a BetterWorldian!

 

 

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Tom Ziglar
CEO, Ziglar, Inc.
Author, Born to Win

For nearly 50 years Tom has steeped himself in the techniques of living a successful life and running a successful business. He is the CEO of Ziglar, Inc., and the proud son of Zig Ziglar. Prior to being named CEO, Tom began his career in retail and direct sales. He joined the Zig Ziglar Corporation in 1987, working his way up from the warehouse to leadership. Tom is the co-author of Born to Win, taking the Ziglar philosophy of personal success and applying those same principals to the business world.

Episode Transcript

Raymond Hansell
Joining us today is Tom Ziglar, the CEO of Ziglar, Inc. For nearly fifty years, Tom has immersed himself in the techniques of living a successful life and running a successful business. He is also the proud son of Zig Ziglar. Prior to being named CEO, Tom began his career in retail and direct sales. He joined Zig Ziglar Corporation in 1987, working his way up from the warehouse to the leadership position. Tom is the co-author of Born to Win, taking the Ziglar philosophy of personal success and applying those same principles to the business world. Tom, its great to have you with us today on Better Worldians Radio. Thanks for joining us.

Tom Ziglar
Ray, I tell you what, its an honor and a privilege to be here. Im excited.

Raymond Hansell
Were excited just as well. Tom, let me begin by saying that your dad was loved, as you know, by a lot of people. What was it like to be raised by Zig Ziglar?

Tom Ziglar
Well, first let me say obviously I dont know any other way than to be raised by Zig Ziglar.

Raymond Hansell
Thats it.

Tom Ziglar
You know, everybody has their own experience but in my wildest imagination, I cant imagine it being any better, any, you know, any cooler, any more fulfilling, than having Dad as my father. He, you know, he was amazing as a writer and a speaker and if you heard him speak, you know he could really move people, and if you ever talked to him one on one, you felt like you were the only person in the room. But as good as he was on stage, he was even better at home. He one of my friends said, you know, your dad walks his talk and he is a really good talker. And I tell you what, that is the truth. I have always felt loved. I knew that he honored God first and my mom second and for a kid to grow up, there is not a better combination in the world to give, you know, that sense of peace, hope, and security.

Raymond Hansell
Thats amazing. What a blessing. What a blessing. You said your dad told you that you could do whatever you wanted with your life as long as you did it with one hundred percent integrity and one hundred percent effort. So what did that advice mean to you?

Tom Ziglar
Well, you know, people ask that all of the time because if you grow up in a family business, a lot of times the expectation is that you go into the family business. And Dad being a speaker, you know, those are some pretty big shoes to fill. This is my opinion but a lot of people agree; there has probably never been a better speaker than Dad and he told me that over and over again because he wanted me to know that whatever I decided to go into, whether it was golf or to be an artist or to be in sales or whatever it was, he was one hundred percent behind me as long as I did it with integrity and effort. And that just gave me a comfort to know that, you know, there are so many worthwhile things that we could do as people. You know, Dad just admired an honest days work. It didnt matter if it was the guy cutting the yard or serving us at dinner or, you know, building an empire with his business. He admired that person who put in that effort as long as they did it with integrity. Integrity for Dad was a big word because it wasnt just a win/win. It was a win/win/win proposition where the business would win, the salespeople would win, the owners would win, the community would win, and the customer would win. So that allowed me to really kind of stretch out and figure out, you know, what is important for me to do. And then when I decided, I knew that I had the support and that was huge.

Raymond Hansell
That must have been very, very huge. Now you have been part of the Ziglar Organization since 1987 and starting in the warehouse and then working your way up so tell us about that experience.

Tom Ziglar
Well, people ask how long I have been working here and I tell them forty-nine years because like I said, I was born into it. But when I got out of college, I came to work here immediately. I had just gotten married and along with marriage came responsibility and responsibility usually means it usually means that you need to have an income. So I worked in the warehouse and then I worked in production. We used to do our own audio and video cassette duplication. I did that for about a year and then I moved into the sales and then sales management and promotion and then I guess about nineteen years ago I became the president. And walking through each one of those areas, it really is a good plan for anyone to understand how in an organization, if you mess up in any one area, youre going to have disappointed people. So that means that every role, every person is important and I kind of learned it by doing it. And, you know, I moved into the leadership role as president when I was thirty. People thought I was ready and for the most part I have proven them right, but sometimes I prove them wrong, so there is a lot of wisdom that comes with age and when youre thirty, you dont understand it. But luckily I had a team that supported me and have helped me grow along the way and here is the good news is not only is my team still growing but Im still growing and we have the best the best is yet to come as Dad always said. The future is in front of us and its looking good.

Raymond Hansell
Thats absolutely true. You learned a lot of lifes lessons along the way. I can see that. But what did you learn about leadership from your dad?

Tom Ziglar
I tell you, Dad, you know, Dad was an eternal optimist and there are a lot of people who get confused with that. Some people think oh, that motivation, it doesnt last. You know, one of his quotes is people say that motivation doesnt last but neither does bathing or eating and you do those every day and when you do, you feel better and smell better too. So its true that motivation doesnt last and then some people say oh, you know, positive attitude, thats just a bunch of hype. Dad had a very practical view of that. He said that a positive attitude will allow you to do everything better than a negative attitude will. It wont allow you to do anything but it will allow you to do everything better than a negative attitude. And so from a leadership perspective, Dad was always solution focused. You know, a challenge would come in or something would go astray or whatever and his first response is where are we and what can we do now? And he had programmed his responses in advance. This is a simple illustration but Dad traveled all of the time. I travel all of the time. Im sure you travel quite a bit. If you travel enough, the plane is going to be delayed. The flight is going to be cancelled. The weather is going to be bad. Something is going to be wrong. And when that happens, what do you do? So Dad already had it all planned out. I remember, you know, him at the airport. The gate agent said Mr. Ziglar, Im sorry to tell you but your plane has been delayed for three hours and Dad would just respond, fantastic. And of course they would look at him like he was crazy.

Raymond Hansell
Right.

Tom Ziglar
They would go what do you mean, fantastic? And he would say, hey, look. There are only three reasons that the plane wont fly; the weather is bad, there is a problem with the equipment, or there is a problem with the crew and if any of those things are going on, I want to be down here. I dont want to be up there.

Raymond Hansell
Thats right, absolutely right. Yeah. Always reframing it in a positive way. That is really amazing.

Tom Ziglar
And isnt that the way life is though? We get thrown curve balls every single day and we can either react and go off the deep end and that doesnt allow us to accomplish anything really, or we can already have a mindset that says hey, there is a reason why its being delayed, why its being cancelled, why I am being told no for today. I just need to find out that reason and come up with a solution and when that is your mindset, nothing can ruin your day, you know, especially on that scale. I mean, whats the big deal about a delayed flight? Ninety-nine percent of the time, everything is going to be okay. Plus, he didnt spend any energy worrying about things he couldnt control. So as a leader, that proactive mindset of hey, challenges come but I know how I am going to address them when I get there. And two, I worry about the things that I can control and I dont really mean worry. I just put my energy and effort into what I can control and what I cant, I just let it go.

Raymond Hansell
Thats great. Thats great advice. What are you most proud of when you look back on his life, on your dads life?

Tom Ziglar
Man, the word most is a hard word because there is there is so many of them. You know, I think it has to do with what I consider Dads number one quality. I did a study and this is from a biblical Christian perspective and I said, you know, from Gods perspective, what is the number one quality we as people could have? You know, its not what we want. Its kind of what, from Gods perspective, what could that be? And if you ask people, theyll say love or theyll say humility or theyll say obedience and I found this word when I was doing the study and the word was called brokenness. And brokenness is kind of like the ultimate humbleness. It is really that complete understanding that there is nothing that you can do that has eternal significance without Gods help. And when you look at Dads life, he came to that point and he said God, Ive done it my own way all my life. Ive got nothing. Now I am going to do it your way. And so from 1972 forward, that is how he lived every day. He just said you know what, God, Im doing it your way. And the number one attribute of a broken person is not that they are broken and cant be used. It means that they are actually a sword in the masters hand, you know. Its like theyre totally given over. So the number one attribute that you see is they never worry and so a broken person, they have two responsibilities. One is to have a vibrant relationship with God and number two is to share the truth and love. Just share Gods truth and love. Its not, you know, its not a mode you enter yourself. Its just, hey, this is the truth. And so what that enabled Dad to do is he stood on the stage bold and fearless, sharing Gods truth and love because he knew that there was only one person he had to please. It wasnt the one writing the paycheck or the people sitting in the front row. It was his Heavenly Father. And so when you say what am I most proud of about Dad? It was that, that quality that he had that allowed him to be transparent, that allowed him to speak to anybody in any situation and love and they would know that he was genuine and because of that transparency and that genuineness, theyd go, huh. I think Ill consider that. He reached so many people that, you know, you would never think would be reached and it was because of that brokenness that he had.

Raymond Hansell
So he could speak with such clear authenticity, it was it was that it just cut through everything.

Tom Ziglar
Yeah and its like, you know, he could say things that were politically incorrect and nobody would get upset, you know, because they could just see it in him and the testimonials that, you know, Dad passed away a little over a year ago and there were thirteen thousand comments on Facebook. I mean, we got thousands and thousands of emails and cards and letters and texts, you know, saying we miss him, were sorry, and the common thread with some many of them was their story was this. I heard your dad speak in 1986 or 1995 or whenever. There were twenty thousand people in the room and then I waited in line for two hours and when I finally got to say hello to him, he shook my hand, looked me in the eyes, and it was like I was the only one there.

Raymond Hansell
Yeah.

Tom Ziglar
Dad just had a way of looking into peoples eyes and connecting. He wasnt distracted. He was one hundred percent focused. And you know, what a gift and a blessing that he had that he was able to do that and you know, I just look at what we do here and what I try to do and if I can be just, you know, a tenth of that, that would just be incredible.

Raymond Hansell
Wow. It sounds like youre off to a great start. Were really looking forward to this entire show. We need to take a break right now, however, and Id like to offer this challenge to our listeners. If you know someone whose acts no matter how small are making a difference in the lives of other people, please, wed love to hear about them. Tweet us at hashtag Better Worldians so we can let the Better Worldian community know more. Well talk more with Tom Ziglar when we come back. You can learn more at Better Worldians.com and follow our live tweets at Twitter.com slash Better Worldians. Well be right back.

Raymond Hansell
Were back with Tom Ziglar, CEO of Ziglar, Inc. and the proud son of Zig Ziglar. Well talk more with Tom in a moment but first we would like to share some big news here at Better Worldians Radio. As many of you know, weve recently launched a world-wide kindness campaign. Were challenging better worldians around the globe to simply watch a two minute video that illustrates the power of kindness. When it reaches one million views, we will release funds for surgeries that will allow ten kids in the developing world to walk for the first time. Watch the video, share it with your friends at Color with Kindness.com. That is Color with Kindness.com. And now lets welcome back Tom and MarySue.

MarySue Hansell
Hi, Tom.

Tom Ziglar
Good morning, MarySue. Its fun being here with you guys.

MarySue Hansell
You know, you and your dad wrote a book together called Born to Win. How did your dad influence your success?

Tom Ziglar
Well, I tell you, you know, every child growing up or, you know, if youre blessed to have parents in a good household, your first role model for success is your parents or whoever is raising you and I tell you what, he did it from the earliest time and I remember him in two ways. One is he always just made it a point to spend time because you can never plan lifes moments. You know, its good to talk about quality time but it is even better to say, hey, Im just going to spend time with my kids. And so growing up and even into adulthood when we worked together, he just made it a point where we would spent time together whether we were riding somewhere or playing golf or hanging out or whatever it was. Then the second is whenever there was a teaching moment, he always made it intentional. I remember one. We were I was probably nine or ten and we were out to eat and this is back in the day before computers did all of the calculations on your checks at the restaurant and he was going over the bill and he was looking to make sure it was accurate and when the waiter came back, he told the waiter that they had left off one of our drinks and I saw that and he kind of saw my eyes go up. The waiter left and Dad looked at me and he said son, we always look at the check to make sure it is accurate and if it is in our favor, if they made a mistake in our favor, we tell them, and if they make a mistake in their favor, we tell them, because he said this, what is right is right. That always that always stuck with me and he lived every day by its not who is right but what is right. And so my view of success was found in that early thing, that whats right is right and successful people do whats right. Its not about what the world thinks of success as far as money or fame or influence. It has to do with day in and day out, what is the amount of character and integrity you live with. So that would have to be my, you know, kind of my impression of how he influenced me on success growing up.

MarySue Hansell
That was quite a lesson for a young boy to learn from his dad. You know, your book talks a lot about winning. What does it mean to win to you?

Tom Ziglar
Well winning is, you know, I say this from the stage because I get a chance to speak and I say, you know, does Charlie Sheen really know what winning is? You know, everybody kind of laughs and so we know its not how much money you have or your five minutes of fame or whatever. Its much deeper than that and there are really eight things in life that everybody wants. Everybody wants to be happy and healthy and reasonably prosperous. They want to have friends and peace of mind and security and hope for the future and those are what life is all about. You know, winning is not about a commercial you see on TV for thirty seconds. Its about the things that money cant buy and he taught he taught us all as our family, that early on. So when we say youre born to win, we believe that every person God created for a purpose with a plan. Weve got to discover that and we have to shoot for these eight things. You know, peace of mind. I mean, weve got to know eternally where were going to be happy and healthy and good family relationships. These all make up a successful life and so that is what our view of winning is.

MarySue Hansell
Huh. Also in your book you talk about planning, preparing, and expecting to win. Can you share some of these thoughts and the three steps you mentioned?

Tom Ziglar
Yeah. The book Born to Win is based on Dads famous quote that he gave for years and it said this. You are born to win but in order to be the winner you were born to be, you must plan to win, prepare to win, and then and only then can you expect to win. And so its Ill use a football analogy since most of the people in the United States watch American football. The coach and this will work with any sport. The coach puts together the game plan. So you spend a lot of time understanding the opponent, what your strengths are, what their strengths are, what your weaknesses are, what the opponents weaknesses are, and you put together a game plan. And so life is the same way. Weve got to plan to win and then once the plan is done, weve got to go out and prepare. So in a game, in a football sense, you go out and you practice every day. You run the plays. You lift weights. You exercise. You eat right. You get enough sleep. In the business world, you know, we do the same thing. We train and develop our team. We make sure we have the right resources, the right material. We really work on our marketing pieces to make sure they are effective and then once you do those things, once you put the plan in place and youve done all of the preparation, then its time to go out and play the game. And if youve done that preparation, you can expect to win and the challenge is our culture is backwards. We have an instant culture that says, hey, I should just show up and win. I mean, kids go out and they compete and whether they win, lose, or, you know, play half the game, they still get a trophy. And sometimes its okay to recognize participation because that is a big step for some people but at the end of the day, what we should really be recognizing is the planning and the preparation. If somebody puts everything into the planning and preparation, they have already won. They may not win this game but eventually youre going to win. And so that is what the book is about. The first eighty to ninety percent of it is about that idea of planning, preparing, and then you can expect.

MarySue Hansell
Thats great advice no matter what you do. Planning is so important. In the last chapter of your book, you make a strong connection between your personal life and being a business leader. Can you share with us and with our listeners, you know, the number one reason your career exists?

Tom Ziglar
Yep. This is awesome. One of my good friends, his name is Howard Partridge and he is the exclusive business coach for Ziglar so he has been working with business owners and entrepreneurs for almost twenty years now. And I called him and I said, Howard, because we were doing all of these projects together, I said Howard, were writing this book. Were writing the book Born to Win and were taking all of the legendary principles that Dad has taught for years and I am trying to connect it to the business life. I said, do you have something for me? And he sent me that quote and it says this and you can interchange this word. Ill use it several different ways. He said this; your business exists or your career exists or, you know, your vocation exists, what you do exists, for one reason and one reason only, as a vehicle to help you achieve your life goals. Your job, your career, your business, exists for one reason only, as a vehicle to help you achieve your life goals. Think about it. I mean, we spend what? Forty, fifty, sixty hours a week on the job, maybe more. If youre an entrepreneur, own your own business, probably more than that. The only reason youre doing that, the only reason youre making that time investment is because your business, your career, your job is a vehicle to help you get to where you want to go. Now the tragedy is is that so many people dont take the time to write out in detail what their dreams and their life goals are and so when we work with people and we talk about them being, doing, and having all that life has to offer, that is where we start. We say what are your dreams, what are your life goals? And the reality is most people are in the right business or the right career but they dont have alignment. They havent sat down to figure out, okay, how does this help me achieve my life goals? And when they do, things really, they radically change because there is a sense that so many people, they just go to work for a paycheck and that is a tragedy because when you realize this, when you realize the better you do on your job, the faster youre going to get your dream, then all of a sudden you dont go to work for a paycheck anymore. You go to work for a dream and that is a lot more fun and a lot more compelling.

MarySue Hansell
That is definitely a lot more fun. Its no fun to go to work if you dont really feel inspired. By the way, I did see Howard Partridge on a YouTube video and he was quite impressive. Go ahead.

Tom Ziglar
Hes dynamite. I tell you, we love him.

MarySue Hansell
I wanted to talk a bit about your new program for Ziglar, Inc. called the Ziglar Legacy Certification Program. Lets talk about that.

Tom Ziglar
Well this is the program right now that I am most excited about. As we already said, Dad passed away a little over a year ago and we estimated that in his life, he impacted over two hundred and fifty million people. I mean, when you look at the world wide impact, thousands of presentations he gave, the millions of books that have been sold, I think over thirty million downloads of just one of our podcasts. You know, were talking a huge influence and at the same time, people in the world today need our core message more than ever and our core message more than ever and our core message is simply hope and encouragement. Everybody needs hope. Everybody needs encouragement and if that is the promise, they need a plan to get there, right? We never give a promise without a plan. So if the promise is hope and were going to encourage you along the way, then we need to provide a plan for that. And so we realized that there is no way we can impact the world without the help of other people. And so what we have done in the Ziglar Legacy Certification Program is we have simply taken Dads core materials on relationship building, personal development, and goal setting, and we have created three different presentations, three workshops if you will, and we have put it together to where we now can certify other people to teach and train and speak on this and they will be able to be branded as Ziglar Legacy Certified Trainers. So that means that no matter where you are in the world, we have people in Hong Kong who have done this. Were going into South America with this, all over the world. Theyre going to be able to take the Ziglar content into their own community as a certified Ziglar Legacy Trainer where we equip and train them to do that. So to me that just fulfills, you know, Dads core philosophy which was that famous quote. You can have everything in life you want if youll just help enough other people get what they want. There is so many. Like you know with Better Worldians, there are so many people who they yearn to make a difference where they are. You know, that is what they live for. They are doing it in their own way every day in their community and so all were doing is were taking the Ziglar content and philosophy and putting it into a program that makes it easy for somebody else to internalize and then teach to their own community.

MarySue Hansell
Now do you have many different speakers in the program?

Tom Ziglar
We just started. So we started last November. We had twenty-six people come through and get certified. Our next class is coming up here in about a month and our goal is to have one hundred by the end of this year and, you know, obviously we want to have far more than that before were done. So we want to reach every corner of the world so its growing very fast.

MarySue Hansell
That sounds like a great goal. Now how can people find out more about the program? There are probably some listeners that would want to be involved in a legacy certification program.

Tom Ziglar
We have everything on our website at Ziglar.com. So you can go there and, you know, because todays world is so connected so much with social media and I know you guys are all over social media

MarySue Hansell
Yes.

Tom Ziglar
One of the great places to go look is the Zig Ziglar fan page on Facebook. We have over one million likes and it is growing by five or six thousand likes a day and that is where all of the quotes are. We have quote posters. Theyre easy to share and then we will make announcements of things coming up. So that is another hub that anybody can go to. You can go there and get inspired, get motivated, get a lift for the day, and then if you scroll down a little bit, you can find out all of the things that were doing right now so that is another great resource.

MarySue Hansell
Yeah. I was very impressed with that page. I saw that you have a million likes on the Zig Ziglar page and also that two million people were talking about it which is quite unusual. That just shows the widespread interest he had in the past and continues to have. I always loved Zig Ziglar. But anyway, I also wanted to find out more about what you do with your consulting business. I hear that you do consulting with small businesses.

Tom Ziglar
Yes, we do. So we teamed up with Howard Partridge and we have a program that is called the Inner Circle and what we do is we teach business owners, small business owners primarily, how to systemize their business. So business is really made up of five key areas. There is marketing, sales, operations, administration, and leadership. In the last chapter of the Born to Win book, we go into this in detail and we have assessments in there and all that kind of good stuff. But really what happens is that somebody starts their own business for whatever reason. Michael Gerber calls it an entrepreneurial seizure. You know, one day we just wake up and we get tired of doing what the boss says and we say hey, I could be my own boss.

MarySue Hansell
That sounds like it.

Tom Ziglar
So we start our business and we have fun and its exciting and then all of a sudden we realize that the stuff that we like to do is only taking up ten or twenty percent of our time and the stuff we dont like to do is taking up eighty percent of our time. You know, if youre a great technician, you may not really enjoy marketing or if youre great at marketing, you may really not like doing the books. And so you realize youre stuck so you need some help. So what you really need to do is systemize each area of your business and we teach a methodology and a process whereby any small business can systemize everything so that it runs turnkey. I mean, the ultimate goal is to create a business where you can go on vacation for a month and it works flawlessly with you go. No emails, no panicked phone calls; everything just works, and this is kind of based on a quote. One of the people at our coaching program is blessed to live on a beach and one of their neighbors is a billionaire and this guy in our system, he gets the mail for this billionaire and in return, the billionaire will drop some wisdom on him every now and then. So they were having coffee and he asked this guy, he said what is the secret to business? And the billionaire said this. Now, his gift as a billionaire is he buys businesses that are in trouble and he turns them around and he either sells them or keeps them. This is what he said. He said the secret to business is real simple. You build your business to sell and then you dont sell it. Now think about that for a second. If you build it to sell, who is going to buy it? Somebody who wants a turnkey operation, somebody who doesnt need your day to day input to make it run because if theyre buying it from you, that means you are moving on. So you build to sell and you keep it and now if youre in the family business like we are, this is even better because we love to keep successful business in the family, pass it on to our kids and grandkids, and what we need to pass onto them is a turnkey operating system, not a nightmare, not something that depends on my own personality and skill set, but something that runs on business principles on a daily basis and thats what we do. Now the thing that is very unique about our positioning is that we discovered that the number one reason that business owners struggle is because their personal life is out of balance. You know, they dont have the right family relationships or maybe they are physically not in good shape or whatever and that is where Ziglar comes in. That is where our foundational fifty year track record of helping people be, do, and have all they can be. When you combine that with the business processes, then youve got a home run. So a great business operating turnkey is a reflection of a great individual whos operating their life in character and in balance. And so we connect both of those together so we help individual business owners become successful in the personal side of their life and in the business side.

MarySue Hansell
Im sure that sounds like a dream to most small businesses to go away for a month and not worry about anything so they should look into your business services. Anyway, on another topic, I wanted you to tell us about Ziglar Women. What is that?

Tom Ziglar
Oh, Ziglar women. My sister Julie who is a speaker, Julie actually started editing Dads books, gosh, Im going to say twenty years ago? And she has edited over almost thirty of Dads thirty-two books.

MarySue Hansell
Oh, wow.

Tom Ziglar
Okay? And she is also a speaker. So she teamed up with her daughters Amy and DeDe and they founded a group called Ziglar Women and basically what they do is they get groups of women together and they talk about, you know, women being successful in life and the marketplace and it is just focused towards that kind of a group and they are all dynamic in their own way. They have overcome and done so many different things so it is all rooted in that Ziglar philosophy. But it is really geared towards professional women and moms who, you know, who they want to raise their kids and teach them to be successful and they also want to do things in the community and at work so that is what that group is geared towards.

Raymond Hansell
Thats amazing. This is Ray again, Tom. I just wanted to make a comment and get a reaction from you. I just saw a special on Vince Lombardis life and talk about preparation. Apparently after he came nine yards short of his goal of winning a championship, and by the way that happened with the Philadelphia Eagles, he came in back in the locker room and told his team at the end of that loss at the end of the year, this will never happen again. And he was so sure of this never happening again because his preparation was legendary. In fact, Jeff Madden was actually on the show saying that as a young rookie, he sat in the back and watched eight hours of Vince Lombardi teaching and illustrating the techniques of a power sweep. One offensive play took eight hours to describe and that was the planning and the preparation, so you could clearly see when he went onto that football field, he expected to win and if he didnt, he knew that the planning and preparation that would follow would absolutely assure that.

Tom Ziglar
Yeah. I tell you, that reminds me of my dad. We were it was about ten years ago, fifteen years ago. We were flying in. Dad was going to speak and soon after the plane took off, Dad got his manila folder out and he had all of his notes in there and he is working and I said, Dad, what are you doing? I knew what he was doing but I wanted to find out, right? And he said well son, I am preparing my talk for tomorrow and I looked at him and I said, Dad, youve given this speech three thousand times. Why are you working on it so hard? Most people didnt know this but Dad prepared at least three hours for each presentation he ever gave even though he had given it thousands and thousands of times. And he said son, there are two reasons why I am working on my talk for tomorrow. Number one is there are people in that room who have never heard me speak before. I have one chance to make a first impression. I need to be better than I have ever been. I need to be on my A game. And number two, he said yes it is true I have given a version of this speech thousands of times, but last week I met with the vice president and the president of this company and this is their big kickoff for their sales team this year and they gave me some inside information and if I can weave that into the talk. And then he said, he got really excited, he said I was looking at the newspaper yesterday and their industry is going through some changes and if I can weave some of the stuff I have learned from that one article into this talk, then maybe just maybe there will be somebody in the room who realizes that I took the extra time and care and attention to make the talk specific to this group and maybe that little extra time, care, and attention that I spend will get them moving and motivated to try something that I recommend and maybe, maybe, just maybe that little bit of extra input that they do will be the little change that makes the big difference in their life.

Raymond Hansell
Sure. That was a big difference. As a matter of fact, I challenge any of our listeners. If they have ever seen Zig Ziglar not at his A game, please let us know because I dont think that has ever happened. So we need to take another break. Im sorry right now. We will be back very shortly. We want to talk more with Tom Ziglar and well be right back.

Raymond Hansell
Were back now with Tom Ziglar.

Gregory Hansell
Hi, Tom. This is Greg.

Tom Ziglar
Hey, Greg. Hows it going?

Gregory Hansell
Its going good. I think its time for the son to son chat here.

Tom Ziglar
Alright.

Gregory Hansell
You know, I was also blessed with really successful and inspiring parents and listening to you, I see all of these amazing similarities between our experiences. I heard you mention earlier that you have worked with Ziglar, you know, you say your whole life and I always tell people I got an MBA from the Hansell School of Business. And I know your dad said to you to go after everything with one hundred percent integrity and effort and I remember my dad pressing me to follow my dreams. Its interesting that after many years on my own working, those dreams brought me back here to work with them. So I guess my first question for you is, you know, how did you decide to join the family business?

Tom Ziglar
Well I tell you what, Ill give you its a two part answer. When I got married, I needed money and my my life goal at that point was to be a professional golfer. So I played college golf. Then a year after I graduated, I traveled all over the country playing in amateur events and when I wasnt playing and traveling, I was working at the warehouse. And I worked hard on my game for a number of years and when you get to that level I was at the level where I could I could get into a lot of the tournaments that the top players were in but I was never there was still a significant gap between myself and, you know, the people in the PGA Tour. An amateur doesnt know much about it, thinks that were pretty close to each other, you know, because hey, Ill shoot seventy-one and theyll shoot sixty-nine and you know, those two shots make all of the difference. So as I was working and I was working my way through the warehouse while I was supporting my golf habit at the time, I moved into sales and boy did I just fall in love with sales. And I started seeing the impact in the results that people would get from the material, people calling up crying, talking about their life was totally changed. And I thought it would be a devastating decision to give up on golf. When I finally said you know what, I like it here; Im going to do sales, it wasnt devastating. It was actually exciting because I knew two things. One, I knew I was being called into what I was going to do and two, I knew I had given it one hundred percent on the other side. And so people who have regrets, it is generally because A, they are settling for the next thing instead of really getting excited about it or B, they didnt give the first thing one hundred percent, right?

Gregory Hansell
Yeah.

Tom Ziglar
So for many years, once I made that decision it was easy. And we moved in and, you know, Ive loved it ever since. There have been trials and tribulations and you know, you know how it is to work with family. Its not all roses every day.

Gregory Hansell
Did you did you find that you were a born motivational speaker like your dad?

Tom Ziglar
Oh, absolutely not. I mean, to be frank, until about four years ago, I resisted going out and speaking and you know, I didnt its not that I didnt enjoy it or didnt think that I was qualified. I had this really, I dont know where it got in my head. This wasnt Dad at all but I thought when I went to speak, people would think oh, there is Tom Ziglar. He needs to be like Zig Ziglar. And four years ago this hit me. Wait a second. People want me to be myself, right? And so then its just like the ta-da or the lights come on or whatever and Dads quote came back to me and he never said for me to be Zig Ziglar. He said to go out there with integrity and use the gifts that God gave me. So I am low key. You know, I dont run around on stage and kneel down like Dad did. That is not me. I bring energy but it is a different kind of energy. I am more of an in my head thinker and Dad, boy, he could just his voice tone alone gets peoples hearts racing. So once I figured it out that people in todays world, people are smart. If they think youre faking or putting on a mask, they wont believe you.

Gregory Hansell
I think thats right.

Tom Ziglar
Right.

Gregory Hansell
Especially today, people are looking for authenticity to connect to, you know.

Tom Ziglar
Once I realized wait a second, Ive just got to be the best version of me possible, then it was fun. So now I go out and speak and its fun. So

Gregory Hansell
Yeah. Well I want to spend the rest of the segment then talking a bit about the principles and philosophies that have made you and your father so beloved but also what make you, we believe, Better Worldians. One quote from your dad is you will get all you want in life if you help enough other people get what they want. So tell me what you think that means to you.

Tom Ziglar
Yep. That one that one is pretty simple and people people sometimes will misread it. First off, your motive is first and foremost on helping somebody else get what they want, right? So, you know, youve heard the quotes about seek first to understand and then to be understood. You know, thats a great thing. So you go into situations and, you know, I actually wrote an article for salespeople today and I said a great sales question isnt even a sales question; its a life question and the question is this. What are your dreams or what are your goals? So if youre in with a customer selling a widget and youve got a relationship and you say hey, by the way, I dont know if I have ever asked you this; what are your goals? What are your dreams for this business? When they start to share that with you, then all of a sudden you can help them not only by the solution that you provide in your product or service but in a much bigger area and way that may not even benefit you at that time. And when somebody sees that, it changes the whole nature of the relationship. Dad there is a famous quote. I think Ben Franklins grandfather said this quote. Youve probably heard it before. Its people dont care how much you know until they know how much you care.

Gregory Hansell
Yeah, yeah.

Tom Ziglar
Dad took that quote and he Ziglar-ized it. He added two words at the end of it. He said this. People dont care how much you know until they know how much you care about them.

Gregory Hansell
Yeah.

Tom Ziglar
And its about them personally and so you can have everything in life you want if you help enough other people get what they want. Its really about caring about their personally and about serving them first and it is really the golden rule rewritten and that is the way we operate our business. That is the way we like to treat each other around our company. Its the way we talk to our customers and its just a great milestone. Its a great mile marker I should say.

Gregory Hansell
Well I also really liked a quote I heard from you recently. Dreams are the edges of the puzzle of your life. I am just teaching my daughter who is three years old to do puzzles now and teaching her to start with the edges and what do you mean by that?

Tom Ziglar
Well this is a I tell people Im a nerd and so this is one of my nerdy quotes. Its kind of deep. Your dreams are the edges of the puzzle of your life. So I illustrate it in two ways. First off is how do you do a tabletop puzzle? You know, Im just asking you, Greg. When you start a tabletop puzzle, how do you do it?

Gregory Hansell
Oh sure. Its like I was saying that Im teaching my daughter. I start with the edges, you know.

Tom Ziglar
You just start with the edges. They did this study in elementary schools and what they did is they built the whole school. Everything was one hundred percent complete except for they didnt have a fence around the playground. The behavioral psychologists, they went outside and when the recess bell rang, they watched what the kids would do when they came out for recess. When the kids came out, they saw this area, you know, this huge, vast amount of space, and instead of using all of the space, what the kids did after every class, every recess, is they would either stay on the blacktop or the playground equipment or right next to where the teachers were. They had all of this space and they only used ten percent of it. So after a number of days, they put the fence in and immediately the kids started using one hundred percent of the playground. Now they were playing catch and tag and Frisbee and football and all of the things that kids do. Our life is the same way. Were born with a set of skills and talents and you know, were raised and we have experiences. That is like the playground equipment in this illustration and we spent most of our time playing on the playground equipment but we have all of this extra space that we can run and grow into but we dont take it until we write down a dream. Putting a dream out there, maybe the vacation you want to have or the college fund you want to leave or the difference you want to make in peoples lives, or, you know, non-profits that you want to fund. As soon as you put that dream out there and you go to sleep and then you really start dreaming, what happens is your brain connects where you are to where you want to go and that territory that was unclaimed that was yours to begin with because the fence wasnt there, the border wasnt there, the edge wasnt there, you never ventured into it, now youve got that edge. Now you can venture out into it and so that is what we teach to people with life goals and dreams is you set that out there. You set that stake out there and it stretches you from where you are to where you want to go. That is what that quote means.

Gregory Hansell
You know, I think thats amazing and it reminds me of the quote that really jumped out to all of us here. Building a better you is the first step to building a better America which I love. We would add, I think, by extension, a better world. So I wanted to ask you how do you think bettering oneself can help make it a better world?

Tom Ziglar
Well first off, were creating a bill for relationships and the ability for us to have a quality relationship is limited by the type of person that we are. So as soon as we work on ourselves, as soon as we improve our character, our attitude, our discipline, our work ethic, all of those things, as soon as we start working on ourselves, the quality, the breadth and depth of the relationships go up. And when we start building winning relationships, that has a ripple effect. You know, somebody asked me once what does legacy mean? And I said you know, I think a legacy is the subtotal of all of the impacts that you have on others lives. So if you impact somebody and they impact somebody and they impact somebody, your legacy extends out three or four generations, three or four different levels. The bigger the impact that we have depends on the character and integrity and work ethic and amount of frequency that we do things. Its pretty interesting. We have a I call it a performance formula and its as simple as A times A times S equals P. Attitude times activity times skill equals performance, right? And attitude is the huge multiplier because you can have great skill and a lot of activity but a horrible attitude and youre really having a negative impact on the world, right?

Gregory Hansell
Absolutely.

Tom Ziglar
Think about somebody in work who is just, you know, they just dont like people. You know, the more people they talk to, the more they cost the company. I mean, its a fact. You get that attitude right and that activity goes up because attitude will drive activity, right? If Im excited, Im going to do more things and if Im excited about doing the right things and I naturally want to improve my skill, then immediately my performance goes up. So you add integrity to that equation and then attitude times activity times skill times integrity, that equals legacy.

Raymond Hansell
This equals an amazing show today, Tom. I would like to congratulate you. This has been an amazing experience. Ill tell you, I can feel Zig Ziglars presence here and Ill tell you, if I was in that same place in one day that I hope to be that he is in right now, I am sure he can look down upon this whole experience with a lot of pride that he is youre continuing to carry on that amazing legacy.

Tom Ziglar
Thank you.

Raymond Hansell
Youre very welcome and thank you for joining us. You can find out more about Tom Ziglars work by going to Ziglar.com. Tom, once again, all of us would like to thank you for joining us on Better Worldians Radio.

Tom Ziglar
Thank you so much, Ray, MarySue, and Greg. It was awesome.

Gregory Hansell
Thank you, Tom.

MarySue Hansell
Thank you.

Raymond Hansell
Thank you, thank you. Please join us next week on Better Worldians Radio. As we always do, we have an excellent lineup of guests in the coming weeks and if you know an unsung better worldian who would make a great guest on our show, you can send us an email at Radio at Better Worldians.com. Wed like to remind everyone that you can still be part of a miracle by simply sharing our video challenge and help heal ten disabled children. It is that easy. Just go to Color With Kindness.com. Watch the video and share it with your friends. Give these kids the gift of a lifetime. Once again, wed like to thank everyone today for listening. You can join the Better Worldians community at Better Worldians.com and until next time, as I always say, be a better worldian.