You're watching the Video Revolution Podcast from Primo Productions.
The unique ability of Cabot Robert to add people knowledge to product knowledge has
earned him the reputation of a number one speaker in America in the field of human engineering
and motivation.
He has devoted his life to helping people bring their do how up to their know how.
Helping people to realize that regardless of what they do, first and foremost they are
in the people business.
In 1972 he received the Covita Golden Gable Award presented by Toastmasters International
to the nation's outstanding speaker in the field of leadership and communication.
Walter Conkite and Lowell Thomas were former winners.
He has also been awarded the Oscar of America's Professional Salesman.
He has authored several books and over a dozen inspirational recordings.
Mr. Robert's vast knowledge in sales and human relations is drawn from a wide background
of experience.
He has sold insurance and real estate for over 20 years, held sales schools and conducts
his courses in sales, human engineering, personal development and management for many of the
nation's outstanding companies.
Cabot Robert was born in Starkville, Mississippi.
He received his BA degree from the University of Mississippi and a degree in law from Washington
and Lee University, Virginia.
Ladies and gentlemen, Cabot Robert.
Thank you, thank you, thank you.
You know, everybody loves a beautiful introduction.
Only one thing wrong about it.
It helps the guy only up until the time he opens his mouth and he becomes a very lonesome
soul.
I hope the good Lord is infinite and makes it forgives us both.
You for your exaggeration, me for being such a ham for loving it.
So, you know, I always did like to hear other people read the introductions that I wrote
about myself.
But as long as his conscience would go let him read it, I don't know why he didn't read
it all.
I wanted you people to know a few of my smaller comments.
I at least wanted you to know that I had been ghostwriter for Henry Kissinger, gag writer
for Bob Hope, romantic advisor for Elizabeth Taylor.
I am the only authentic executor of the will of Howard Hughes and sometimes I'm the spiritual
consultant for both the Pope and the Ecumenical Council.
In addition, all those things, my friends, you're going to hear a very modest person.
You know, I promise you, I'm not going to try to get up and impress you today.
Long ago, I joined these disciples who feel that a man should never try to give good advice
until he's too old to set a bad example.
Now, I'm not quite that old.
And if you'd been with me the other night in Honolulu when Merlin Cundiff and I put
on a big seminar for about 1,200 people, you would know that I am not, I am not that old.
They had a luau.
You've been to luau?
I've never been to one.
Gee, they came in with roasted pigs and everywhere you look, they were handing you free lemonade,
free lemonade, free lemonade.
I found out the next day they called them matai.
I don't mind telling you, my friend, I am not one of these weak individuals who yields
to the temptation of depriving himself of a pleasure.
But I can say this, the way my head felt the next morning, at my age, if you're going to
fly with the eagles in the morning, you better not hoot with owls all night.
All right?
Make me one promise, will you please?
If any of you walk through these doors with any cloak of cynicism, a garment of sophistication,
please take it off.
Please let your hair down.
Don't have any preconceived ideas.
Look, don't have the closed mind of some of our Arizona cowboys, bless their heart.
I love them.
I do a lot of hunting and fishing with them, but so help me God.
Most of them still think the airplane and the automobile are just gimmicks to drive
the price of horses down.
Or don't be like this lady who said to me the other day, yes, Kevin, I will listen with
an open mind and an unbiased attitude to this simple, stupid haywire scheme of yours.
So if you live to your bargain and if I live up to mine, then whether you emerge inspired
or whether you awake and refreshed, I'll feel your time in mine has not been in vain.
I'll try to give you something.
Maybe you can relate to a better life or a better living.
Whenever I hear a guy say, I'll try, it reminds me that every doctor remembers his first operation
and every lawyer remembers his first lawsuit.
Now, my first lawsuit was in Lexington, Virginia.
Old Judge Glasgow, kind of the Judge Beam of Virginia, appointed me 60 days after I
finished law school at Washington Lee University to defend the man 90 years old who had committed
a double murder.
He shot his wife and then he killed his son-in-law.
Now, whenever a judge appoints you, you don't say, yeah, you know, you just do it.
And I did it.
First case that ever happened.
Thought I did a pretty good job.
I got the guy 20 years, which really isn't so bad for a double murder.
But I remember so well, this dear little fellow 90 years old leaning on his little cane in
front of Judge Glasgow.
I really kind of got to love the guy.
I was kind of sentimental about my first lawsuit.
I used to take him cookies down to the penitentiary.
Remember Judge Glasgow said, now, before I pronounce sentence on you, have you got anything
to say?
He said, yes, Judge Glasgow, I have.
I can't serve 20 years.
I can do it.
I'm 90 years old now.
I remember Judge Glasgow looked at him and he said, but my good man, you can try and
we gonna help you.
So I want to say this.
I'm gonna try to sell you on a little different approach to selling, but you got to help me.
And the way you can help me, please, I repeat, be my jury.
Don't bring in a verdict until all the evidence is in.
I mean, do you know who is the richest person in this room?
I mean it.
I think it's a guy gal that's having a love affair with a job.
Why?
I'll tell you why.
You never work another day as long as you live.
You look forward to Mondays as much as Fridays.
You like the old tramp with the beat up tin can.
Just to the holidays, all 365 of them.
Remember, I would tolerate a person in my organization with anything outside of dishonesty
before I'd have the guy gal always on the wrecking crew.
Always bad mouthing sale.
Walk around like they've been weaned on a pickle.
You've seen the Titanic.
Gee, you'd think they were the cruise director for the Titanic.
I'm gonna give you the best piece of advice in selling right now.
And this is the second principle of this humanaring program that we teach.
And that is this.
Are you ready for it?
Don't tell people you're trouble.
80% couldn't care less.
And the other 20% are actually glad.
They ought to find anyone more miserable than they are.
If people ever ask you, how's business?
What you gonna say?
Great.
You bet.
And you're not lying either, my friends, because it's always great somewhere with somebody.
And if it's not great with you, I got news for you.
They're gonna look for that somebody.
Oh, no, my friend.
They won't tell you why.
They'll give you a sham objection.
Got to ask Antenny, Uncle Fuller.
Oh, my friend, psychologists say we are afraid to buy from losers.
Ken McFarland, the great speaker, I know many of you heard him.
He tells about the guy that ordered a lobster and it came with only one claw.
He at the ceiling called the waiter, what's the matter my lobster?
Got only one claw.
The claw is the best part.
He said, I don't know.
He must have been in a fight.
He said, you just take this one back.
Bring me the winner.
My friend, everybody wants to buy from a winner.
Do you know the worst thing that happened to anyone in this room?
I mean it.
Next to losing your life or losing a lover.
Get to the point where you're not so excited over what you're doing, so proud of this great
company of yours that you no longer lift people up to your plateau of excitement.
You gravitate down to the very complacent.
My friends, when that happens to you, you are dead while you're still alive.
I got a sales person that works for me that prays every morning, dear Lord, please never
let me die until I'm dead.
I was speaking the SME Club down in Dallas, Texas not too long ago and I was down at the
airport at six o'clock in the morning and having breakfast and I was sitting right across
from a guy that was smoking a cigar and eating scrambled eggs.
Now I love cigars.
In fact, I just bumped one while ago.
I'll have one before the day is over.
And I love scrambled eggs, but not at the same time at six o'clock in the morning.
You try it sometime or try enjoying your breakfast watching a guy chew up the cigar with the scrambled
eggs and blowing cigar smoke all over your orange juice.
A sweet little girl walked up to me, had a sweet smile like yours, Mildred, put her hand
on my shoulder, looked down and smiled at me.
She was pretty inside and out.
And she said, sir, isn't it a beautiful day?
I looked around and it was.
I felt ashamed of myself.
I said, bless you.
All right, honey, thank you for reminding me.
I promised you I'll remind myself tomorrow morning.
She walked over to this turkey, put her hand on her shoulder, started pouring coffee.
She said, it's a great day, sir, isn't it?
He never looked at me and scrambled eggs.
He growled through his cigar.
What the devil is so great about it?
She just did a double take, smiled sweetly but friendly.
She says, Mr, you just ought to try missing a few and you'd find out.
You know, there's not a soul in this room who someday wouldn't give up all you own for
a little bit more of this precious substance we call life.
Every morning when we wake up, if we are not listed in the obituary column, we ought to
be so grateful.
We're just dancing all day long.
I looked at that guy with a cigar in his mouth.
I said, I finally found the guy who was weaned on a pickle.
You have gotten a guy who has mental BO.
I said, a guy like this just brightens up a whole room when he walks out of it.
When a guy like that dies, we shouldn't put him in the obituary column.
We ought to put him in civic improve.