by Zig Ziglar
On his way home, he opened Volume 1, popped in the first tape, and was impressed by what he heard. That evening he told his father about his find, and his dad was truly delighted, telling Michael how valuable the tapes could be if he would listen to them. As Michael wrote in bold letters, “He was right.”
Two years after Michael listened to that first tape, he went into business with his wife and parents. He is now the business manager in a large daycare operation, working with his wife (who is the director) and the rest of his family. He wrote, “This is wonderful,” because they now have 39 employees and 239 children in their care. They bought the business three and a half years ago, and it has been growing ever since. With much enthusiasm, Michael says that soon he and his wife will own the daycare center, and “none of this would have happened” had he not found that “treasure in the dumpster.”
This makes us all wonder what happened to the person who discarded those tapes. Had he or she listened, perhaps that person would have had a success story. That’s something we will never know. But we do know that unless we read the book, listen to the tapes, and then take action, having all of them does us no good.
ERRONEOUS ASSUMPTION
Let’s go back to World War II for a moment. Most of us know the war began when the Japanese bombed Pearl Harbor. What many people have forgotten is that many loyal Japanese-American citizens were just as upset over Pearl Harbor as any fifth-generation American citizen could have been. Many of these Japanese-Americans were treated shamefully, and placed in detention camps in the interior. The United States Government assumed erroneously, as history has proven, that these Japanese-Americans were or might be disloyal. Finally, after much persuasion and soul-searching, many of these Japanese were given an opportunity to enter the war and prove their loyalty by fighting for America.
The 442nd Combat Regimental Team, made up of Japanese-Americans, was formed. Interestingly enough, this regiment won more Congressional Medals of Honor and decorations than any regiment in the history of the U.S. Since the war, this group of Japanese-Americans has had the highest percentage of college graduates of any first-generation American people. They reacted positively to a situation that was both negative and highly emotional. They took a lemon and made lemonade.
Charles Goodyear’s lemon was a prison sentence resulting from a contempt of court citation. While in prison, Goodyear didn’t groan and complain. Instead, he became an assistant in the kitchen. While there he continued to work on an idea. In the process, he discovered a method for vulcanizing rubber. His lemon, a prison sentence, became our lemonade. We have better tires, which means better travel and a better way of life.
Martin Luther’s lemon was his stay at Wartburg Castle. His lemonade was the German translation of the Bible. Pilgrim’s Progress was John Bunyan’s lemonade. It was written while he was serving a jail sentence.
THE WINNER AND NEW CHAMPION
Many people who read the sports pages are aware that Gene Tunney became the heavyweight boxing champion of the world because he whipped Jack Dempsey. They don’t know that when he first started his fistic career, he was a tremendously hard puncher with a knockout punch in either hand. While fighting exhibition bouts in France as a member of the American Expeditionary Forces during World War I, he broke both his hands. The doctor and his manager told him he would never be able to realize his dream of becoming the heavyweight boxing champion of the world because of his brittle hands. Tunney was not disturbed and said, “If I can’t become the champion as a puncher, I will make it as a boxer.”
History records that Gene Tunney was a student of the art of self-defense. He became one of the most scientific and skillful boxers to step into the squared circle. This skill as a boxer enabled Tunney to outbox and defeat Jack Dempsey for the heavyweight championship of the world. Incidentally, boxing experts generally agree that had Tunney not broken his hands and become a boxer, he would never have beaten Dempsey in a slugfest. They contend that Dempsey simply had too much firepower for Tunney to beat him in a brawl.
By now I hope the lesson is clear. If life should hand you a lemon, you’ll have the main ingredient for your own lemonade. What happens to us is not the most important thing. With discipline, dedication, determination, and desire, we can respond positively, which greatly enhances our chances for victory. Intelligent ignorance, a lemon, and a lot of desire will help you get what you want out of life.
FAILURE ROAD
Failure Road is cluttered with the creeping figures of countless people carefully explaining to anyone who will listen why something “can’t be done.” In the meantime, they are being passed by thousands with far less ability who haven’t learned what “can’t be done,” so they, in their intelligent ignorance, are taking life’s lemons and doing it. These residents of Failure Road often have more ability and fewer “problems,” but they limp along on an assortment of Loser’s Limps.
In the business community one of the most popular Loser’s Limps is the traditional “These people are different,” or “This is a depressed area.” These are excuses that Elroy Croston, who is in the construction business in Winner, South Dakota, could legitimately make—if he knew about them. Fortunately, Elroy, who is a dealer for Simpson Structures, is “intelligently ignorant,” and doesn’t know about these “limitations” (lemons).
Croston’s territory encompasses two Indian reservations and is bordered by three other reservations. This area has been described as “depressed” by the government ever since Croston and Simpson joined forces in 1970. Each year during this period he has received an “Outstanding Dealer Award,” and has been number one in volume or number one in units for the past three years.
Even though Elroy Croston lacks the formal education normally associated with the business, Croston does not let “what he is not” keep him from capitalizing on “what he is.” His “success” arsenal contains the positive qualities of patience, humility, dependability, confidence, understanding, and belief. Chalk up another victory for old-fashioned virtues and take your hat off to a good guy—with intelligent ignorance.
CHAPTER 25
David and Goliath
I’LL BUY IT
In many ways the story of David Lofchick tells virtually everything I want to say in this book. In 1965, I was speaking at a seminar in Kansas City with six of America’s top speakers. When the seminar ended on Saturday evening, I prepared for a solitary dinner. However, as I stepped off the elevator into the lobby of the Muehlbach Hotel, I heard the booming voice of Bernie Lofchick from Winnipeg, Manitoba: “Where ya’ going, Zig?” Standing impeccably dressed, he called out across the lobby and flashed his ever-present grin. “I’m going to dinner, Bernie,” was my reply. Then, with a sparkle in his eye, he said, “I’ll tell you what I’ll do, Zig. If you’ll go to dinner with me, I’ll buy.”
Well, I have a standing policy. When anyone offers to buy my dinner, I let him. As we sat down to dinner, Bernie and I established a rapport that has grown until we are more like brothers than friends. In fact, I call him “Brother Bern.” We asked the usual questions that night: “What are you doing here?” “What business are you in?” “How much family do you have?” This kind of thing. After a few minutes, I commented to Bernie that he had certainly come a long way to attend a sales rally. “Yes,” he replied, “but it was worth it, because I got a lot of good ideas that will help our business grow.” I persisted by pointing out it was a long way from Winnipeg to Kansas City and it cost a lot of money to travel that far. Bernie smiled and said, “Yes, but thanks to my son, David, I don’t have to worry about the money.” “That sounds like a story,” I said, “Would you tell it?” With this invitation, Bernie opened his heart and poured out one of the most thrilling stories I’ve ever heard.
“When our son was born, our joy literally knew no bounds. We already had two daughters, and when David was born our family was complete. However, it wasn’t long before we realized something was wrong. His head hung too limply to the right si
de of his body and he drooled too much for a normally healthy child. The family doctor assured us nothing was wrong and David would outgrow this problem. Deep in our hearts, however, we knew better. We took him to a specialist who diagnosed the problem as a reverse of club feet. They proceeded to treat him for this condition for several weeks.”
YOUR SON IS A SPASTIC
“We knew that the problem was still more serious, so we took David to one of Canada’s top specialists. After a very thorough examination, he said to us, ‘This little boy is spastic. He has cerebral palsy and will never be able to walk, talk, or count to ten.’ He then, in effect, suggested we put our son in an institution ‘for his own good’ and for the good of the ‘normal’ members of the family.” With his eyes spitting fire, Bernie said, “You know, Zig, I’m not a buyer, I’m a seller, and I couldn’t see my son as a vegetable. I saw him as a strong, happy, healthy baby who was going to grow into manhood and live a full and productive life. With this in mind, I asked the doctor if he knew some place we could go for help. The doctor rather adamantly said he had given us the best advice available and stood up to indicate the interview had ended.”
As Brother Bern related the story to me he made a significant statement: “The only thing the specialist had done was to convince us to find a doctor who was interested in solutions and who wasn’t overwhelmed with problems.”
SOLUTION-CONSCIOUS, NOT PROBLEM-CONSCIOUS
Before the Lofchicks’ search had ended, they had taken David to well over twenty specialists. Each one told them essentially the same story and gave them the same advice. Finally, they heard of a Dr. Pearlstein in Chicago. He was reputed to be the world’s foremost authority on cerebral palsy. Patients came to him from all over the world and he was booked solid for well over a year. Since Dr. Pearlstein worked only through other doctors, Bernie enlisted the aid of his family physician. All the tests that had been made on David were sent to Dr. Pearlstein and contact was made for an appointment.
Unfortunately, Dr. Pearlstein was so heavily booked he advised the physician to contact him again at a later date. When the doctor gave Bernie this information and said there was nothing more to be done, Bernie took matters into his own hands. He decided to see if he could get an appointment with Dr. Pearlstein for David. After much effort, Bernie finally reached him by telephone one evening. He persuaded him to place David on standby for the next cancelled appointment. A break came just eleven days later and David had that appointment with Dr. Pearlstein and with destiny. Hope at long last had reared its beautiful but elusive head. It was a welcome sight and the Lofchicks embraced it warmly.
The disease (Goliath) didn’t know it but he had a brand new opponent. After several hours of examination the diagnosis was the same: David was a spastic. He had cerebral palsy and would never be able to walk or talk—if they listened to the prophets of doom. But there was hope, provided Bernie and Elaine were willing to undertake the enormous and never-ending battle. The Lofchicks felt that no price could be too high to give their son his chance in life, so they eagerly inquired what must be done.
Dr. Pearlstein and his therapist spelled out their instructions in minute detail. They were told that they were going to have to work David until he dropped, and then they would have to work him some more. They would have to push him beyond all human endurance, and then push him some more. He made Bernie and Elaine completely aware that it was going to be a long, difficult, and sometimes apparently hopeless struggle. He stressed that once they started this course of action they would have to continue indefinitely. He emphasized that if they gave up or slacked off, David would go backwards and all the work they had done would have been in vain. Yes, the battle for David against his Goliath affliction had really begun. The Lofchicks now had hope and the hope had believability. They headed for home with a lighter step, a lighter heart, and prepared for the battle ahead.
A physical therapist and a body builder were hired and a small gym was built in the basement. Physical effort and mental toughness became the order of the day.
After months of excruciating and dedicated effort, small rays of hope began to appear. David acquired the ability to move. Even though it took him a long time, he was able to move the length of his own body. A giant milestone had been reached.
HE’S READY
Still another one was reached with a phone call from the therapist who excitedly told Bernie he should leave his office and come home. When Bernie reached home, the stage was set and David was prepared for a supreme effort. He was going to attempt a pushup. With an effort seldom equaled by an adult, much less by a six-year-old boy, David called on all his reserves. As his body started to rise above the mat, the emotional and physical exertion was so great there was not a dry inch of skin on his little body. The mat looked as if water had been sprinkled on it. When that one pushup was completed, David, his two sisters, the therapist, Mother and Dad, all freely shed the sweet tears that clearly prove happiness is not pleasure—it is victory.
The story is even more remarkable when you understand that one of America’s leading universities had examined David and found that he had no “motor connections” to the right side of his body. That his sense of balance was such he would have serious difficulty learning to walk and he would never be able to swim, skate, or ride a bicycle. Yes, the disease, Goliath, was taking a licking. More importantly, while whipping his Goliath, David was learning from experience and teaching by example some of the truly great lessons in life. His progress was steady and, according to the medical experts, even spectacular. David is truly a remarkable boy who has made enormous progress, which is not surprising because his parents saw David as a vibrant, growing boy who was going all the way to good health.
Today this “little boy” has virtually discarded his fourth bicycle except for those occasions when it’s either too warm for him to ice skate or when he’s not driving his car. Learning to ice skate was painful. Even though it took nearly a year just to learn to stand on those skates with the aid of a hockey stick, he went at it day after day. He did what was necessary to overcome his obstacles and succeeded so well he played left wing on the local hockey team. Even after these successes, the doctor still said it would probably take him two years to float, but he was floating in two weeks and swimming before the first summer was over. David has done as many as 1,000 pushups in a single day and once ran six miles without a break. At age eleven, he took up golf and applied the same enthusiasm and determination to it that he applied to everything he has tackled. Result: He has already broken ninety.
It’s exciting to watch David grow and to know that all of the characteristics he is developing and principles he is applying to succeed physically and academically will take him just as far in his chosen field of endeavor. It’s also exciting to know you can develop the same characteristics, apply the same principles, and succeed in life to the same degree to which David is succeeding.
Mentally, David is in as good shape as he is physically. In September of 1969 he was accepted at the St. John’s Raven Court School for Boys. It is one of the most demanding private schools in Canada. While in the seventh grade, David did quite well in ninth grade mathematics. That’s not bad for a little boy who the doctors said was never going to be able to count to ten. On October 23, 1971, my wife and I had the privilege of attending the Bar Mitzvah of David Lofchick. I wish you could have been there to see David take that giant step into manhood. With clear eyes, a steady voice, and unfaltering steps, David, amidst a large group of loving friends and relatives from the United States and Canada, became a man. His performance was understandably outstanding, since he had been preparing all his life for the occasion.
Yes, Goliath is clearly on the deck, but just as clearly he hasn’t been knocked out and probably never will be. David must exercise for the rest of his life. Even a few days off takes a toll. Like any active 19-year-old, there are times he would much prefer to be with his friends. However, when exercise time comes, David understands what he
must do and heads for the gym. Of course, it’s not all work because in addition to his parents he has those two big sisters, a host of friends, and a large number of relatives who represent a lot of companionship and quite a cheering section.
One of the high points for David occurred in February 1974, when a $100,000 whole life insurance policy was issued on his life. The policy was issued on a standard basis which, to the best of my knowledge, marked the first time a victim of cerebral palsy has ever qualified for such a contract.
AN UPDATE TO 2000
Over the years I believe several thousand people have asked me, “How’s David doing?” The answer is, he’s doing “better than good.” Incredibly enough, he’s now 40 years old. He and his wife, Michelle, are the proud parents of three beautiful children. Courtney Joy is 12, Daniel is 11, and Areille is 8. Needless to say, these kids are the pride and joy of David and Michelle’s lives, not to mention how the grandparents, Bernie and Elaine Lofchick, feel about them.
Physically speaking, David is in excellent condition. The only concession he makes to cerebral palsy is when he is unusually tired. When that happens, there is a slight dragging of the right foot. His career is doing wonderfully well. He owns his own real estate firm and specializes in condos, both new and resales. He frequently also has management contracts for the buildings which house the condos. Overall, while the story is by no means over, it seems to get better all the time.
ACHIEVING IS CONTAGIOUS
Those who know the Lofchick family will quickly tell you that each member played a vital part in David’s life and was privileged to grow with him. Each one is outstanding and each one contributes to the family and to the community. Bernie’s growth, for example, has been equally amazing. Bernie is truly the most completely educated uneducated man I’ve ever known. He officially finished the seventh grade, but he spends every day of his life “in school.” He learns something from everybody, and his pursuit of excellence qualifies his as one of the most astute business minds I have ever encountered.