Tom Ziglar

And so what I tell people is, did I make that sale?

And the answer is absolutely not.

Reputation, character, and integrity that my dad had made that sale.

When I hung up, I had this moral umbrella over me that said I need to send them exactly the right thing.

You know, it can't be everything because that's too much.

And I better not shortchange them because he said make sure to send them what they need.

So what a great position to be in to know that we are in a business focused around character and integrity.

That's why people come back over and over and over again.

Well, I tell you, you know, I watched firsthand the way my dad conducted his life.

And he had the most fun with people who had no idea who he was.

And the reason is he treated them all the same, you know, with kindness and respect.

And he was pleasant and he asked them how their day was.

And then I would watch out of the corner of my eyes.

Somebody would go up to him and go, hey, do you know who that was?

And you could just see, oh, wow, I had no idea.

And so the reality is, is we think that we need to be on stage in certain situations.

But I can tell you that the younger generation today, because of social media, because of the instant communication ability, can read through masks faster than any generation in history.

I mean, we can tell somebody who's putting on a face, who's just saying what they think needs to be heard rather than living it.

And so today, if you're 25, third, doesn't matter what your age is, you need to be transparent.

And when your honesty and integrity comes through in that transparency, you will build a reputation that will survive, you know, job declines, you know, whole economies changing, new programs coming in, you know.