Born to Win

Born to Win Plot Summary

Introduction

In the pantheon of American motivational speakers, few names shine as brightly as Zig Ziglar. From humble beginnings in Yazoo City, Mississippi, during the Great Depression to becoming one of the most influential personal development voices of the 20th century, Ziglar's journey embodied the very principles he taught. With his distinctive Southern drawl and homespun wisdom, he transformed countless lives through his simple yet profound philosophy: "You can have everything in life you want if you will just help enough other people get what they want." What made Ziglar extraordinary wasn't just his ability to inspire through words, but his authentic lived experience that gave weight to those words. His teachings on success weren't theoretical—they were battle-tested through personal struggles, failures, and ultimate triumphs. Throughout these pages, we'll explore the formative experiences that shaped Ziglar's character, the turning points that redirected his life's trajectory, and the core principles that became the foundation of his message. His journey reveals timeless truths about perseverance, faith, and service to others that continue to resonate today, long after his words were first spoken on stages across America.

Chapter 1: From Humble Beginnings to Sales Excellence

Hilary Hinton "Zig" Ziglar was born on November 6, 1926, in Coffee County, Alabama, the tenth of twelve children. When he was just five years old, his father died, leaving his mother to raise the large family during the harsh economic realities of the Great Depression. Despite having only a fifth-grade education, his mother instilled in young Zig core values of honesty, integrity, and hard work that would become central to his later teachings. The family relocated to Yazoo City, Mississippi, where poverty was a constant companion, but so was love. By age six, Ziglar was already working, selling peanuts on the street to help support his family. This early introduction to selling planted seeds that would later blossom into his remarkable sales career. As a young boy in Yazoo City, Ziglar couldn't have imagined the stages he would one day command, but the foundation for his future success was being laid through these humble beginnings. After serving in the Navy during World War II, Ziglar moved to Lancaster, South Carolina, where he began his professional sales career selling cookware door to door. The early years were far from glamorous. For two and a half years, Ziglar struggled tremendously, making just enough to survive but never truly thriving. He and his wife Jean (whom he affectionately called "the Redhead") often found themselves in financial distress, sometimes unable to pay basic utility bills. The pressure was immense, but Ziglar refused to give up. The turning point in his sales career came when his supervisor, P.C. Merrell, took an interest in him. Merrell saw potential in Ziglar that Ziglar himself couldn't yet see. "Zig, I've been watching you for two and a half years," Merrell told him, "and I have never seen such a waste." These blunt words captured Ziglar's attention. Merrell continued: "You have a lot of ability. You could be a great one and maybe even become a national champion." That single conversation sparked something in Ziglar. Someone believed in him, perhaps more than he believed in himself. With renewed determination, Ziglar implemented consistent work habits and developed a more positive self-image. The results were dramatic. Within a short time, he rose from struggling salesman to national sales champion. This transformation taught Ziglar firsthand about the power of belief, consistency, and mentorship—lessons that would later become cornerstones of his motivational philosophy. He discovered that success wasn't just about techniques and strategies but about mindset and personal development. This early sales success gave Ziglar more than financial stability—it provided him with experiential knowledge of what it takes to transform failure into success. The principles he discovered through his own journey would eventually help millions of others overcome their own challenges and achieve their dreams. His difficult start in life didn't define him; rather, it prepared him for a lifetime of helping others define themselves.

Chapter 2: The Turning Point: Finding Faith and Purpose

While Ziglar had achieved significant professional success by his forties, something was still missing in his life. Despite his growing reputation in the sales world, he later described himself during this period as "firmly entrenched in acceptable mediocrity." He had a general vision for his life but lacked deeper purpose. This would change dramatically in 1972, when at age 45, Ziglar had a profound spiritual awakening that would forever alter his trajectory. The catalyst for this transformation was a woman named Sister Jessie, who spent the Fourth of July weekend with Ziglar and his family. For three days, Sister Jessie spoke about her faith with such conviction that Ziglar couldn't help but be moved. Her words fell on "the fertile soil of his heart," as he would later describe it. On that July weekend, Ziglar made the decision to become a Christian, accepting Jesus as his Savior. This wasn't merely a religious conversion; it represented a complete reorientation of his values, priorities, and purpose. Before this spiritual awakening, Ziglar's motivations had been largely self-centered—focused on personal achievement and acquisition. Afterward, his focus shifted dramatically toward serving others. As he put it, "I suddenly had a higher purpose and new values. I wanted to help others be all they could be, and I wanted it solely for their happiness and peace—not mine." This shift from self-centeredness to "others-centeredness" became the philosophical cornerstone that would define the rest of his career and life. The change in Ziglar's outlook produced tangible results almost immediately. Shortly after his conversion, he wrote his signature book, "See You at the Top," which had been rejected by numerous publishers before finally finding a home. From that point forward, his speaking career exploded. The man who once struggled to make sales began receiving more speaking invitations than he could accept. For the next forty years, his vision of being a difference-maker and encourager fueled his work with laser-like focus. What makes Ziglar's story particularly compelling is that his greatest success came relatively late in life. At an age when many begin contemplating retirement, Ziglar was just beginning the work that would make him a household name. His spiritual transformation didn't just change his inner life—it unleashed new levels of productivity, creativity, and impact that would have been impossible without this fundamental shift in perspective. This chapter of Ziglar's life demonstrates a profound truth: true success often begins with inner transformation. By redefining what success meant to him—moving from material acquisition to meaningful contribution—Ziglar discovered his authentic voice and purpose. This clarity of purpose enabled him to connect with audiences at a deeper level, transcending mere motivation to offer genuine life transformation.

Chapter 3: The Born to Win Philosophy: Plan, Prepare, Expect

At the heart of Ziglar's motivational framework lay his "Born to Win" philosophy, a comprehensive approach to success built upon three fundamental pillars: planning to win, preparing to win, and expecting to win. This wasn't just a catchy slogan; it was a structured methodology that Ziglar developed and refined throughout his career, applying it first to his own life before teaching it to millions of others. According to Ziglar, planning to win begins with a clear vision of what success looks like for you personally. Without vision, he taught, you don't know which goals to set, and without goals, you have no targets to measure your progress. Vision creates desire, and desire is what Ziglar called "the mother of motivation." It's the internal engine that powers sustained success. Planning also requires identifying specific, measurable targets rather than vague aspirations. Instead of wanting "to increase annual income," Ziglar advocated for concrete goals like "to increase current income by 20 percent." The preparation phase involves equipping yourself with the necessary tools, knowledge, and support to transform your dreams into reality. Ziglar emphasized that preparation creates confidence, and confidence is essential to success. He identified five key elements of preparation: acquiring the right knowledge, continually raising your personal performance bar, securing the tools that help you work better and faster, practicing your skills consistently, and surrounding yourself with positive influences and people. For Ziglar, preparation wasn't a one-time event but a constant-improvement, never-ending process. The final component—expecting to win—can only legitimately follow proper planning and preparation. Ziglar taught that expectation is not merely positive thinking or wishful dreaming; it's a right that must be earned through diligent planning and preparation. When you have planned and prepared properly, you've earned the right to expect positive outcomes. This expectation, in turn, creates a virtuous cycle: proper expectation fuels your desire, which enhances your motivation, which improves your planning and preparation, which further validates your expectation. Ziglar applied this three-part philosophy to every aspect of life, not just career advancement. Whether discussing weight loss, relationship building, or spiritual growth, he maintained that success follows the same fundamental pattern. When he decided to lose 37 pounds at age 45, he didn't just wish for it—he created a detailed ten-month plan, prepared himself with the necessary knowledge and support, and expected success because he knew he had earned the right to expect it. What made this philosophy particularly powerful was its universality. From CEOs to stay-at-home parents, from sales professionals to students, anyone could apply these principles to their unique circumstances and goals. By breaking success down into these three manageable components, Ziglar demystified achievement and made it accessible to everyone. This democratization of success principles helped explain why his message resonated with such diverse audiences and why his teachings continue to influence new generations of success-seekers.

Chapter 4: Building the Foundation Stones of Success

Ziglar recognized that lasting success required more than just tactics and strategies—it demanded a solid moral foundation. He identified six fundamental characteristics that form what he called the "foundation stones" of life and success: honesty, character, faith, integrity, love, and loyalty. In his eighty-five years of living, Ziglar observed that people who compromised on these principles inevitably settled for "a beggar's portion of what life offers them." Honesty formed the first foundation stone in Ziglar's philosophy. He often illustrated this principle with personal anecdotes, like the time he walked out of a furniture store after catching a salesperson in a lie about a leather couch. The incident taught him that dishonesty ultimately destroys relationships and opportunities. "If you are dishonest with others," he explained, "they will ultimately figure you out, and when they do, they will have little else to do with you." For Ziglar, honesty wasn't just the best policy—it was the only viable path to sustainable success. Character, the second foundation stone, determined one's destiny by shaping daily thoughts, words, actions, and habits. Ziglar frequently shared the story of Ben Hooper, an illegitimate child who faced severe ostracism in his small Tennessee town until a young preacher declared him "a child of God" with "quite an inheritance." That single moment of character affirmation transformed Hooper's self-image, eventually leading him to become governor of Tennessee. This story exemplified Ziglar's belief that character development begins with understanding who you truly are and embracing standards worthy of that identity. Faith constituted the third foundation stone and represented a transformative element in Ziglar's own life. Following his spiritual conversion at age 45, Ziglar found a new source of guidance that profoundly impacted his worldview. He compared faith to an owner's manual for life, providing instructions for optimal operation of one's "equipment." Whether or not everyone shared his specific religious beliefs, Ziglar maintained that some form of spiritual grounding was essential for complete success. Integrity, love, and loyalty completed Ziglar's foundation stones. He described integrity as "doing the right thing when nobody is looking" and emphasized that it springs from the heart—our deepest motives and intentions. Love, in Ziglar's framework, meant prioritizing others' needs above your own. And loyalty represented commitment to promises, principles, and people. He believed that few people became great leaders without first learning to be loyal followers. These foundation stones weren't separate from Ziglar's success formula—they were integral to it. He explained their importance through a simple progression: "You have to be before you can do, and do before you can have." In other words, who you are (your character and values) determines what you do (your actions), which in turn determines what you have (your results). No amount of tactical knowledge or skill could compensate for deficiencies in these fundamental areas. What made Ziglar's approach distinctive was his recognition that these foundation stones weren't merely nice additions to a success strategy—they were prerequisites for authentic, lasting achievement. In an era increasingly focused on quick results and shortcut methods, Ziglar stood firm in his conviction that the journey to success begins with building character from the inside out.

Chapter 5: The Power of Encouragement and Positive Thinking

If there was one element that distinguished Ziglar from other motivational figures of his era, it was his extraordinary gift for encouragement. While he possessed impressive speaking skills and business acumen, Ziglar himself identified encouragement as his most significant contribution: "As I am in the ninth decade of my life, I clearly see today that encouragement and hope are the two most powerful qualities any person can provide to others." Ziglar understood that encouragement serves as the catalyst for hope, and hope provides the confidence necessary for action. Without hope, people remain paralyzed by fear, doubt, and negative thinking. With hope, they find the courage to step out and try, regardless of the odds against them. Ziglar described hope as "the power that gives a person the confidence to step out and try" and "the intangible quality of human existence that has the power to revive and give you the strength to do what you must do, in spite of circumstances." This understanding of hope's transformative power came from Ziglar's own experiences, including the devastating loss of his oldest daughter, Suzan, to pulmonary fibrosis when she was just forty-six. Even in this profound grief, Ziglar observed how hope—particularly spiritual hope—created dramatic differences in how families in the hospital waiting room responded to similar tragic circumstances. Those with hope maintained perspective and resilience; those without it succumbed to bitterness and despair. Positive thinking formed another cornerstone of Ziglar's philosophy, though he clarified that it wasn't magical thinking. "Positive thinking won't allow you to do anything," he explained, "but it will allow you to do everything better than negative thinking will." He viewed positive thinking not as blind optimism but as a practical tool for achieving better results. Teams that expected to lose invariably performed poorly; those who maintained positive expectations despite challenges frequently exceeded expectations. Ziglar distilled his approach to maintaining positivity into six "principles of performance." First, we generally get from ourselves and others what we expect. Second, the difference between good and excellent companies is training. Third, companies that don't train their people eventually fail. Fourth, you find what you look for in life—whether good or bad. Fifth, never make a promise without a plan to fulfill it. Finally, happiness, joy, and gratitude are universal if we know what to look for. What made Ziglar's brand of positive thinking particularly effective was its authenticity. He never advocated for a contrived or manufactured positivity designed to manipulate others. Rather, he encouraged developing a genuine positive attitude that became so deeply ingrained that "when you are jostled, it just spills out." This kind of authentic positivity, he taught, was a "heart condition" that reflected one's true character and values. Through thousands of speeches and dozens of books, Ziglar's encouragement and positive thinking principles reached millions. His simple yet profound statements like "Failure is a detour, not a dead-end street" and "You can have everything in life you want if you will just help enough other people get what they want" became lifelines for people navigating difficult circumstances. By helping others discover hope where none seemed to exist, Ziglar fulfilled his deepest purpose—becoming an encourager who transformed lives through the power of positive expectation.

Chapter 6: Creating a Legacy Through Family and Business

Despite his tremendous professional success, Ziglar maintained that his greatest achievements were in his roles as husband, father, and grandfather. His 65-year marriage to Jean Abernathy Ziglar (whom he affectionately called "Sugar Baby" or "the Redhead") stood as a testament to his commitment to family values. While many public figures experience personal turmoil behind the scenes, Ziglar lived the principles he taught, creating a legacy of love and stability that extended far beyond his professional accomplishments. Family wasn't just important to Ziglar—it was central to his entire philosophy of success. He frequently reminded audiences that true success required balance across all life dimensions, including family relationships. When counseling ambitious professionals, he would ask pointed questions about whether their career pursuits were strengthening or weakening their family bonds. Success that came at the expense of family relationships wasn't success at all in Ziglar's framework. This commitment to family integrity was perhaps most evident in how Ziglar integrated his family into his business ventures. His son Tom, daughter Julie, and granddaughter Katherine all became integral parts of Ziglar, Inc., carrying forward his message while adding their own unique perspectives. Rather than creating separate personal and professional identities, Ziglar built a seamless connection between his family values and business practices. This integration created a natural succession plan that has allowed his message to continue influencing new generations. Ziglar built his business empire around the core principle that helping others get what they want would ultimately help him get what he wanted. This others-centered approach shaped every aspect of his business strategy. While many motivational speakers of his era focused primarily on financial success, Ziglar consistently emphasized balanced achievement across physical, family, mental, financial, personal, spiritual, and career dimensions. He developed the "Wheel of Life" concept to help people visualize and measure their progress in each area. His business acumen was evident in how he diversified his message across multiple platforms. Understanding that different people learn in different ways, Ziglar created books, audio programs, live seminars, corporate training programs, and eventually digital resources. This multi-channel approach not only expanded his reach but also created multiple revenue streams that strengthened the business. By the time he reduced his speaking schedule in his later years, Ziglar had built a sustainable enterprise that could continue without his daily involvement. Perhaps most remarkably, Ziglar maintained relevance across multiple decades and changing cultural landscapes. While many motivational figures enjoy brief periods of popularity before fading, Ziglar's message continued resonating with new generations. This enduring appeal stemmed from his focus on timeless principles rather than trendy techniques. Whether addressing the challenges of the 1970s or the 2000s, Ziglar's fundamental insights about human motivation, character development, and balanced success remained relevant. Through intentional planning and authentic living, Ziglar created a dual legacy—a loving family that embodied his values and a business enterprise that continued spreading those values worldwide. When he passed away in 2012 at age 86, he left behind not just a successful company but a multi-generational movement committed to helping others achieve their full potential.

Chapter 7: Ziglar's Principles for Business Leadership

While widely known for his personal development teachings, Ziglar also articulated a distinct philosophy of business leadership that set him apart from many contemporary management thinkers. At the core of his approach was the conviction that successful business leadership begins with character and extends outward through relationships, not the other way around. Unlike those who viewed leadership primarily as a set of skills or techniques, Ziglar insisted that leadership effectiveness flowed from personal integrity. Ziglar frequently reminded business leaders that they "build a better company by building better people." This people-first perspective informed his three-part leadership framework, which he called "Will, Skill, and Refill." The "Will" represented attitude, desire, and passion—the internal motivation driving performance. The "Skill" encompassed technical expertise and process knowledge. The "Refill" involved ongoing reinforcement and development of both Will and Skill. Ziglar emphasized that all three elements required daily attention, as neglecting any component would inevitably undermine leadership effectiveness. This leadership philosophy translated into practical business principles. Ziglar advocated treating employees as internal customers deserving the same level of care as external customers. He challenged the prevailing wisdom that viewed training as an expense, insisting instead that it represented a critical investment in future success. "The only thing worse than training employees and losing them," he famously observed, "is to not train them and keep them!" Companies that neglected employee development, he warned, operated at a competitive disadvantage and would eventually be "gobbled up" by more forward-thinking competitors. Ziglar's approach to sales leadership was particularly distinctive. Rather than focusing exclusively on closing techniques or persuasion tactics, he emphasized the ethical foundations of the sales profession. "Selling is essentially a transfer of feelings," he taught, arguing that the salesperson's genuine belief in their product or service was the most critical factor in sales success. This perspective reframed selling from manipulation to service—helping customers solve problems and improve their lives through valuable solutions. His business philosophy extended to organizational culture as well. Ziglar believed that companies, like individuals, needed clear values and purpose beyond profit generation. He encouraged leaders to develop mission statements focused on contribution rather than acquisition and to measure success across multiple dimensions, not just financial performance. A truly successful business, in Ziglar's view, created value for customers, opportunities for employees, returns for investors, and benefits for the broader community. Perhaps most counter-culturally, Ziglar advocated for business leaders to embrace humility and continuous learning. He regularly reminded successful executives that "conceit is the quicksand of success" and encouraged them to remain teachable regardless of their achievements. This humility extended to leadership style as well—Ziglar believed leaders should serve rather than dominate, coach rather than command, and build rather than boss. Throughout his career, Ziglar provided consulting and training to numerous major corporations, helping them implement these leadership principles in practical ways. Organizations that embraced his approach often reported improvements not just in financial performance but in employee engagement, customer satisfaction, and leadership development. By connecting business success to deeper human values, Ziglar helped countless organizations discover that doing the right thing was also the most profitable thing in the long run.

Summary

Zig Ziglar's legacy transcends his remarkable achievements as a salesman, author, and speaker to embody a fundamental truth: genuine success comes from helping others succeed. His journey from poverty in Depression-era Mississippi to worldwide influence demonstrates that our circumstances need not define our destination. The transformation that occurred at age 45 when he discovered his true purpose reminds us that it's never too late to find our authentic calling. Perhaps most importantly, Ziglar proved that principles like integrity, encouragement, and service to others aren't just nice ideals—they're practical strategies for achieving meaningful success. The enduring power of Ziglar's message lies in its accessibility and authenticity. He didn't just teach principles; he lived them daily through his 65-year marriage, his relationships with his children, and his business practices. This consistency between message and messenger created a level of trust rarely seen in the personal development industry. For those seeking to improve their own lives or lead others more effectively, Ziglar's approach offers a refreshing alternative to quick-fix solutions. By focusing on character development, balanced achievement across all life dimensions, and genuine concern for others, anyone can apply his timeless wisdom to navigate today's complex challenges. As Ziglar himself might say, this approach won't just help you climb the ladder of success—it ensures the ladder is leaning against the right wall.

About Author

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Zig Ziglar

Zig Ziglar was a motivational teacher and trainer who traveled the world over, delivering his messages of humor, hope, and encouragement. As a talented author and speaker, he had international appeal that transcended every color, culture, and career. Recognized by his peers as the quintessential motivational genius of our times, Zig Ziglar had a unique delivery style and powerful messages that earned him many honors. Today he is considered one of the most versatile authorities on the science of human potential. Ten of his twenty-eight books have been on bestseller lists, and his titles have been translated into more than thirty-eight languages and dialects. He was a committed family man, a dedicated patriot, and an active church member. Zig lived in Plano, Texas, with his wife, Jean.

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