the less your business depends on you
the more valuable it is let me say this
one more time the less your business
depends on you the more valuable it is
the more your business depends on you
the less valuable it is this is why a
lot of when you see you know businesses
that it’s just about sales and a product
goes out and there’s no result no
renewals or no residuals on it you don’t
see a big x-factor from private equity
firms private equity firms are not
interested in buying a business that’s
just sales transaction and if the
personality leaves and nothing’s going
to be there so your goal is to just try
to see this observation right here this
is you this is value your goal is to
bring you like this so the value goes
higher so for all of a sudden the
business is there and you’re not around
but the business is gonna be higher and
higher in value does that make sense to
everybody by the way yes or no okay VIP
app will become a trillion dollar
company with jobs around know do we buy
Apple today based on jobs no jobs did as
part we do this part right that’s the
part about the replacement game the one
company no one’s even talking about
today everybody’s given a lot of love to
two companies one is Amazon one is Apple
you know what’s the one company no one’s
talking about today Microsoft they’re
about to be the trillion dollar company
next bill Gates understood this concept
of taking them here so Microsoft’s
values here so now let’s go through this
thinking like a CEO look most of us in
this room almost everybody in this room
if you think about a grant who now goes
out there and buys a plane that’s worth
60 70 million dollars telling me he buys
in cash how did he start off you know
you got a guy like Brandi who runs one
of the training programs that
everybody’s using VT Lightspeed and
everybody around the country is using
this names everybody knows how did he
get started how did I get started so
this is the evolution process most of us
start as an employee who have one point
of their lives has had a job before
raise yawn if at one point of your life
yet
okay so once we have a job you do work
like if you do this behavior we pay you
20 bucks an hour if you do this behavior
you make 15 bucks an hour whatever it is
you get paid per hour right then you go
from employee to being a salesperson
sales agent sales person sale whatever
you want to call it the difference from
the mindset of an employee to this is
what how many people have seen a person
that goes from being an employee to
sales for some film miserable
immediately who who seen many why is
that anybody knows why because what I
can’t hear you because an employee
someone’s telling you what to do when
you become a salesperson no one’s
telling you what to do so you have to
learn that mindset has to ship for you
to realize if I don’t get to work I’m
not gonna you know you ever hear people
that become salespeople also I’m an
employee and I become a salesperson and
then they don’t show up to the office
for two days how can you not have your
office well look up how many pin a
contract and I don’t have to show up
right I mean this is why I did this so I
can stay home and have my own schedule
that’s a gimmick man you’re buying into
he’s about to be an employee very soon
because he has no idea what it is to be
an independent contractor right so then
from this mindset comes the next one
what’s the next one you become a Sales
Leader
there’s a big different mindset between
this and this what is it here’s the
difference it’s very difficult let me
explain once you get good in sales I
know how to go sell 10 of these to an ad
company and I make 600 bucks ok so I
know I know how to make money but I have
to teach him how to go sell this and I
have no patience to teach him because he
doesn’t understand it and I have to
coach him so this is when you’ll hear a
lot of people that transition from here
to here use the phrase how many I’ve
heard somebody say I’m sick and tired of
babysitting people who’s heard that
before how many times have you said it
before
I don’t like babysitting people I’m so
sick and tired of babysitting people
it’s not babysitting people it’s mindset
that’s not in place then from Sales
Leader what comes next
you become a business owner now what’s
the difference mindset between a Sales
Leader on a business owner now you got
assistance now you got cause now you got
office
compliance payroll accounting legal all
this stuff that you got to go through
and that’s when you hear people from
here don’t make it here and they go back
a lot of kids oh my gosh I’m gonna go
start my own business I had no idea this
is what it was like I’m gonna go back
and I just want to run a sales team this
is also shift and mindset and then you
could be a great business owner or
you’re not a good CEO and that’s where I
was at so I learned how to run a sales
team I learned how to sell I learned how
to run a business but I want her to
think like a CEO and so one day I’m
sitting there and I’m asking myself
literally I have no clue what to do this
like 560 I’m like I don’t know what to
do so what does a CEO do what does a
founder do what’s supposed to be my day
today and I became obsessed about
figuring out a formula that tells me to
seal what I need to do to maximize my
time I can do 50 different behaviors but
which ones giving me the highest amount
of revenue and increasing in value the
company so that’s when this formula came
about of linear versus exponential
growth how many people here have
somebody that works for them 70 80 hours
a week but their income is absolutely
flat let me say this one more time who
has somebody here that works very hard
even somebody in the room anybody you
know this works very hard you tell it’s
a pad I work 60 70 80 hours every single
week but my business hasn’t grown for
two years does anybody know any better
like that and it’s very frustrating
right what happens when you go through
it you start really telling yourself
this thing doesn’t work business isn’t
for me I just don’t know what people are
talking about Ryan maybe what am i doing
this is the difference a lot of the
focus that person’s putting in is here
and not here this expands this doesn’t
so what’s the difference let’s talk
about the four areas of focus so linear
exponential I’m going to spend the rest
of the time talking here and then I got
the last point I’ll make sure and I
think tonight there’s going to be a Q&A
before we get on our flight tonight to
go to Dallas I got a midnight flight to
Dallas so we’ll take off after the Q&A
but let’s talk about this year linear
exponential okay
linear operating system what’s operating
system what is operation
can anybody tell me what operations mean
it’s like what is operations in a
business yes okay what else behind the
scenes what else can you tell me which
type of personalities never pays
attention to this a type personalities
they don’t pay attention to this right
big personalities they don’t pay
attention to this by the way big
personalities they get annoyed like this
it’s like oh my gosh give me a break
that doesn’t really matter I don’t need
to think about systems I don’t need to
think about operations what are you
talking about here so we start the
business
my wife says babe we need to buy this
off but we don’t need to buy this stuff
and we need to focus on sales we need to
buy the software because the sales is
coming in what are we gonna do if we
don’t get the software do you know how
much the software cost I can take this
money and put it in advertise it’s gonna
have babe I get it but we are going nuts
here you need six people to process ten
pieces of business if we buy this
software for a half a million dollars
you need one person and it’s gonna
process 50 bits pieces of business why
are we putting ourselves through this so
you have to hire more employees let’s
get this software I still don’t get it
let me do the math here’s what we’re
looking at if you got six employees at
50 grand that’s $300,000 this is the
limit we have if you want to go higher
you need 12 employees $600,000 24 points
one point do you want to increase your
payroll no then let’s buy the software
that’s operations so then we bought the
software then everything was clicking
tick tick tick tick tick tick tick tick
tick tick tick so this is more like hey
I get along from the loan it goes to
escrow on escrow goes to you know give
me some of the processes escrow goes
into title Pat appraisal all these
things you’re going through that’s
operations it’s boring but if I can
figure out a way to close the loan
faster if I can figure out a way to
place the policy faster I get ahead
again what I just talked about
most people are bored out of their minds
let me explain this part about investors
we have one of our investors a five
billion dollar fund from New York
Atalaya fund okay Oscar De La Hoya’s
another one
Gabrielle Brenner is another one okay
here’s how investors look at you they
first look at you they say wow he’s so
impressive then they give you money
based on this they don’t give you money
based on your personality they give you
money once they see this so all the a
type personality the excited big you
know by chisme all those guys if you
don’t pay attention to this
forget about valuation you may look good
because you made a few sales you’re not
building value okay operations is
constantly figuring out like you make a
list you make lists and say this job
this job this job this job I’m doing
seven different things right now why am
i doing these seven different things I
need somebody that helps me with this I
need somebody helps me with this that’s
operations this death what’s best there
okay relationships so strategic
partnerships finding somebody that if I
help you you win here and I win here you
give me clients I give you clients we
cross pollinate everybody wins strategic
partnerships visit if that means you got
to shake hands so do you make a listen
say who would benefit from what I’m
doing right now who can I help that I
also need their help
this is the part where you got to go out
and shake hands whatever industry you’re
in there’s annual conferences there’s
annual conventions whatever industry
you’re part of you got to go tuned you
got to go to and get ready shake hands
shake hands we have our own and by the
way the insurance industry just so you
know you name me one product in the
world more boring than life insurance
let me say this one more time to you I’m
in the industry you name me one product
more boring than life insurance
hear me out guys what I do for living is
we talk about dying every day listen we
come to you and the moment the word life
insurance comes out what do people do a
guy came up here with a camera in my
face he says hey Pat what do you think
about the PNC an insurance future at the
industry what do you think is gonna
happen to PNC and insurance I said it’s
a big difference he said no it’s not
it’s insurance
I said no believe me it’s a big
difference why is it a big difference he
was at this event like six hours ago he
said what’s the big difference I said
it’s a law to buy auto insurance
it’s not a lot to buy life insurance
it’s a choice and life insurance always
has to be what sold I have to come sell
it to you no one wakes up and says babe
I feel so good about buying some life
insurance today babe let’s go get some
life insurance today oh my gosh no one
does that so I have to find a way to get
to you right so we go to these
conferences and we shake hands and we
build relationships and we see new
products new things coming out new
relationships and some of the people you
shake hands with then you build business
to be build relationships by the way
this is all manual for instance if I
work where I was talking to this
gentleman right here he’s based out of
New York Avenue right you’re based out
of New York him and I are talking
outside great questions he’s asking me
at Wolfgang Puck by the way one thing
about Scylla now Bert I got a guy’s like
this is an absolute world-class event
from the moment I came here to now
everything about their treatment give
them another round of applause for
phenomenal job these guys have done
seriously unbelievable so he comes up to
me we start talking what do you do I got
50 salespeople is it this company no but
I know about that company and we’re
going to kill that company awesome so do
you have a manual what kind of manual is
there manual that if I kind of work for
you you can give to Albert that Albert
can teach me the process sales flow of
selling the product and your company
know or their scripts that I know for a
fact we can pass it over to me yes no
all of that stuff is down here it’s good
but it’s not exponential
here’s exponential okay this is the part
of the business that gets your business
to suddenly grow so exponential growth
one of them to the left is next
innovative campaign what’s the next
innovative campaign next innovative
campaign is who remembers what
Mitsubishi first came out with the next
innovative campaign they said 0% down $0
your gas for 12 months who remembers
that and about remember is that gas were
12 months you know what I said here’s
what I said brilliant because everybody
on TV was talking about gas crisis or $5
and people like oh my gosh babe they’re
gonna pay for our gas for 12
go backwards abhi she it’s not it’s like
all they’re doing is giving you $2,500
what do you call it but what do you call
this stuff a rebate it’s not a big deal
but what is great next innovative
campaign hey right now if you become a
prime member of Amazon we’re gonna give
you extra oh my gosh they’re giving this
away they’re not giving it away believe
me no one gives anything away for free
they’re gonna make their money so you
and this part this right here guys this
like I talk about four things I say you
got to outwork you know you got to out
improve you got an out strategize out
last one more time outwork is what
hard-working right how many Latinos do
we have in the room here and you’re like
she knows you okay hey can we all say
that Latinos are some of the
hardest-working nationalities in America
or the world yes or no now can I ask you
a question how come not a lot of them
are millionaires because they just know
how to work I don’t know many lazy
Latinos but they’re hard-working number
two out improve I don’t know if they
read a lot of business books I don’t
know if they buy stuff to learn how to
become business people to become better
at stuff but forget about that part
number two is out improve so you may say
panel work and I read all the books I’m
subscribed to him I buy all the courses
I’m reading all the books then number
three is one out strategize the strategy
part takes some time because you got to
test a bunch of different strategies so
every single month say today is what’s
today’s a September 22nd is today 22nd
okay today’s 20 22nd on September 28th I
spent five hours all by myself already
planning what we’re gonna do off Tober
by the way the whole year is set up for
me but I’m looking at what’s going on
with September and what creative
marketing campaign I can come up with
for October ok so then I go for October
and so years ago I was looking at our
business insurance and I’m gonna talk on
experience for myself on what mistakes
we made I looked at our 12 months and I
think everybody needs to do does a guy
asked me the guys any questions says
what should I invest in right and I said
if you invest in anything go hire a
predictive analytics
everybody in here do yourself a favor
spend $100,000 hire a predictive
analytics guy and give him all your data
give him all your numbers tell him in
three months I want every single trend
for my business what do you mean I want
to see everything
how specific which I pulled it out and I
pulled out January through December and
I wanted to see what were the two you
know lowest months that we had and you
started pulling it out what you you have
bad December’s and then you have bad
January bad February here bad June July
August June July August three months
so six months at a 12 months for us was
bad why is that so because we go on to
such a competitive run March April May
that on June July August our guys get
bored during summertime because this CEO
doesn’t know what it is to be a CEO
because he doesn’t put a next innovative
campaign in summer because he thinks we
already came off a run so leave him
alone and summer goes drops up in its
flat we’re not doing this we shifted
from the moment my entire emphasis
became here guys I’ll give you a basic
number we sell life insurance it’s
boring I’m not here to recruit any
insurance agents our system does it for
us two years ago we sold in July 500
insurance policies 600 insurance
policies in July 2016
last July of 17 we sold eighteen hundred
policies in one month
last July of 2018 this is two months ago
we sold four thousand seven hundred and
seventy three life-insurance policies in
one month the most difficult product to
sell in America is life insurance we
sold 4773 thirteen quarters in a row
we’ve sold more insurance policies than
prior quarter 13 quarters that’s three
years and three months in a row that
we’ve sold more you know why here’s why
for the first five years of being a CEO
I didn’t spend a lot of time here now I
put hours on top of hours on top of
hours here I think sometimes people like
social media why did you take value
tainment off why don’t you take a break
because I wasn’t strapped
chaoxin what the hell am i doing doing
by taming I’m not freakin creating
content for entertaining whoo no break
came on investors business what are we
doing three months no vitamin content
then what are we gonna do I got a wife I
got three kids they’re younger six four
two it’s two boys I didn’t see a lot of
my dad I’d like to see these kids you
know the older one needs daddy the
middle one is looks like maybe the
Incredible Hulk the guy’s like all
muscular like his athlete guy the
daughter she’s so pretty like her mom I
got to be around her to protect her from
the boys because I remember what kind of
a boy I was right sound like I’ve got
all these kids here man what am I gonna
be doing so I spent three months every
single aspect of my life became a
strategy everything why am i lifting
weights it used to be for the girls who
cares about the girls today I’m working
out for complete different reason I want
stamina I want energy I need energy for
family kids business life crusade cause
what I want to do with my future my life
the Knicks have given 20 years to the
insurance industry the next 20 years I
want to give to a different industry in
the next 20 or someone give to a
different industry God willing if I want
to be run but I took the time
listen I know a lot of people get up and
they say oh you know look at this this
is the most powerful tool ikeda papa
they say average person touches this 150
times a day how many of you in here
saying that’s a small number I do more
than 150 they think of I do more than
150 they how many of you touch this more
than 150 they think about how many times
have you touches ever since I spoke 15
times and you know what we do it’s like
oh we don’t even know what we’re doing
it okay you talk to the people three
times already
guys this is one of the reasons well we
don’t have a lot of strategies in place
turn it off for Sunday don’t touch it
grab a paper pen board write up every
aspect strategies right up okay
so now thank you next after this by the
way
this is great but this is continuous
meaning you know this whole saying about
you know the way they sell the dream but
can somebody give me the time cuz I have
no clue what I’m doing with time if you
can just tell me why which means how
much do I have 30 minutes or okay all
right sounds good someone give me a time
on it’s like in 30 minutes 30 30 okay
okay so you ever hear the saying it
drives me insane when speakers say this
imagine one day you make money and the
money comes in and you’re relaxing by
the water and you drink in and the waves
are hitting shore and your girls next to
you and you’re listening to sure they
cherish the day and you have money
coming in forever
stress-free and your kids are amazing
kids they’re full of is what
they’re telling you this is never
stopping you know how long you need to
strategize the rest of your life who you
gotta fight that strategizing for Mike
before his grandkids I haven’t that plan
on strategizing for the rest of my life
this is not a one-time thing this is
forever businesses that continuously
grow they do this forever now let’s talk
about the last one here here’s the last
one
so 25 years ago I talked to grants first
time I think was something like that one
of Miami and I see how he talks to Jerry
and he’s tough on Jerry
private pawn Wow you know what Jerry
does let me tell you what Jerry does he
makes this count he told me the money
I’m not gonna say the number who said do
you know how much of it he says he’s
broke because I make him put all the
money said because he gives it to me and
he does this with his money and then
just earlier I’m talking about his pilot
and I’m talking to his pilot over there
real nice guy good-looking pretty boy
guy right same way
buh-buh-bah didn’t what do you think it
is anybody’s working close to him this
is what’s happening his focus is here
whether he knows it or not this is what
he’s doing it’s leadership development
what do you think Bill Gates did it’s
all leadership development but what do
you think Popovich does you ever see
Popovich his eyes he looks pissed off
after
have you seen Bill Belichick sighs do
you see what Bill Belichick looks like
he was a defensive coordinator for the
Giants working with LT working under
Bill Parcells
it’s cuz like you guys have no clue who
I am I’m just a freaking you know this
defensive coordinator watch do you see
why because I’m gonna become one of the
best coaches of all time hey why don’t
you smile for what I only have five
Super Bowls can you just smile one time
no no look what is wrong with this
freaking guy right but he’s developing
leaders at a good friend of mine Chris
Hayes he played under him he played
under her head words he played under him
and he played on the guy from Packers
what was it Mike Holmgren Holt am I
saying it right or no did I pronounce it
right okay these guys said so tell me
how it was for everybody he says brother
it was the hardest playing for Belichick
I said why he says no practice was ever
enough was Gore good enough for this guy
it’s like are you freaking kidding me
give me a damn break never would
Belichick never the standards and
expectations was so high they like dude
let me breathe not we haven’t won a
championship yet we haven’t won a
championship yet Pat Riley same exact
way Pat Riley wouldn’t let his players
talk to the enemy well when Michael
Jordan gave his speech at the Hall of
Fame speech who remembers that speech do
you remember what he said he said I want
to give a shout-out to somebody in here
name is Pat Riley I think there’s only
one person I’ve ever faced off that
wanted to went as bad as I did and it’s
him he doesn’t even call out a player he
says the coach wants to win as bad as I
do that’s leadership development by the
way most people will miss this part this
is an increased eval your business so I
had a staff meeting very difficult after
what our guys earlier this year
everybody was required to read the book
principles by Ray Dalio
everybody you are required to read it
and write a three-page paper on it
everybody I had the entire company read
the paper now who’s read the book great
now you’re beginning to the end
beginning to the end not read like half
of it
cuz you know how many pages like a Bible
like 600 pages right 600 page like this
if you don’t know who that has no clue
Ville ray Daniels well
Radames raison if you have no clue ease
he’s a seventeen billion dollar guy rate
value breakdown you’re like Gaines Bezos
he is their advisor like think about
that like that’s way down any rice is
for core principles and I said if I’m
ever gonna write a book it’s gonna be a
book like this but I don’t want to write
a book this guy wrote it 600 on your
staff needs to read this book so we had
read him and we had a meeting very
uncomfortable meeting Mario was in the
room are you are you somewhere in here
or no Mario was in a very uncomfortable
meeting very uncool and say hey let me
ask you guys a question what’s your
position with the company I’m a chief
operating officer cool what’s your
position with the company how much
you’ve compliance officer what’s your
position with the company I’m a
president what’s your position with the
company I’m a CFO so what’s your
position with the gun I said can you
guys tell me real quick who was your
boss in your life or leader in your life
that was so tough on you that helped you
become who you are today
oh my mind was Mary started writing the
names just give me first name mine was
such and such such and such I said give
me a personal story how tough they were
on your oh this girl wouldn’t let me get
away with nothing he wouldn’t let me get
away with nothing oh really one I’m
taking those oh that’s impressive I like
this guy already what else and they’re
saying all this stuff I said can I ask
you why you let six new employees who
have been here less than 90 days you
about reading a 600 page book where that
complaint comes to me so do you want to
be a grandma let me explain what I mean
I’m telling him this here’s how
grandparents are grandparents forgive
what grandkids like isokay let him eat
the shock when my dad calls me yesterday
so my sister’s they what he call it a
vegan right so she doesn’t so so what my
nephew goes complain to my dad in my
cocoon emphasis grandpa I don’t want to
eat that macaroni
because that’s the meat is vegan and I
don’t like vegan and my dad says Paul
you can’t play this cuz Paulette sees
that she’s gonna call my best we gotta
edit this part out so my dad says she
won’t believe what I did about 76 years
of watching her dad I put him in the car
I took him straight to McDonald’s I got
him two Big Macs I got him ice cream I
don’t eat all this chocolate all on me
he said we went home he was so happy his
mom’s like why I’m so happy and my dad’s
like no idea maybe you had a good day
but that’s grandparents and I’m like my
dad you can’t get up but I have to do it
I’m sick of these vegetarians around
like that forget about the stuff we’re
Middle Eastern we eat red meat they
gotta eat red in there like that
relax it’s okay he’s pissed off about
his Greg is not eating red meat I’m like
there’s more things to worry about
that’s what he’s worried about but
that’s grandparents they don’t even if
their grandkids don’t wanna you know ena
could eat his cheeseburger it’s okay
baby don’t worry about it
now finally decides with parents no no
in business the longer you around you
leave like a grandpa you leave like
grandparents and that’s not what people
need people in a leadership now not seen
being an talk unless you’d be a jerk
it’s not what I’m saying
I’m not saying sit there and you know
tell them all that you’re a loser you’re
a moron you’re an idiot you’re just a
piece of Dookie you are I’m not saying
that I’m saying it you told me six
o’clock what happened oh we are we BSN
oh and you told me six do you want me to
take your order what are we doing it do
you want to be a leader you keep telling
me hey now what am I gonna get a raise
to $100,000 and I tell you be a leader
it’s 6:01 I come out on have it back in
your brake pad listen you’re not a
salesperson your w-2 at the home office
if your sales person you don’t have to
do it cuz I don’t have to fire you but I
don’t have to pay you allergy I’m paying
you a damn salary got to come through
okay I will these things that you do so
how do you improve this area so I’ll
give you guys a basic thing I did in
March of oh wait take a sheet of paper
and ask yourself by the way scream out
what’s the one thing your father or your
mother taught you and told you over and
over and over again let me can’t tell
you what mine was here’s my
my dad said never be afraid of the truth
never be afraid of the truth always tell
the truth this one my dad would always
say he’s probably said that 25 thousand
times what is that one thing your dad or
your mom told you a million times what
is it say it
save your money what else is it okay
what else what else go and talk to
strangers okay all this other so right
you ready very simple exercise take a
sheet of paper make a list of 40 values
and principles that you live by and to
by some principles that you want to live
by
so you’ll live by here’s what I live by
I would like to add these values and
principles to my life then out of the 40
bring it down to top 10 out of the 40
bring in up to top 10 for the rest of
the year all I want you to talk about
what your team is those values and
principles over and over and over and
over and what does this mean I don’t get
it Pat let me explain to what it means
listen one of my guys on a conference
call this Tuesday said what Pat what do
I do because I got these two guys that
write bad business and I got these three
guys on my team now keep talking smack
behind my back I said okay it’s very
normal
I said how big this was the question has
this person how big of a country can you
build until somebody kills somebody
oh I’m sorry what do you mean okay again
how big of a country can you build until
somebody kills another person I don’t
understand a question buddy it’s very
simple a million population a hundred
thousand ten thousand how many people
one guy said I think about it time with
your mm someone’s killing somebody okay
there you have it I said now let me ask
you a question can we have three
different presidents of a country stay
with me here because this gets
entertaining three different presidents
of a country each have a million people
in their country can each country have a
higher ratio of people getting killed
what’s the answer yes based on what
though you know based on what based on
values and principles that are taught
from the top to
the community so from the top the values
and principles are taught love one
another help your neighbor all this
other stuff that gets passed down we’re
not going to get a hundred percent of
people but it’s gonna get passed on
sometimes I talk about values and
principles people say cares about talk
my body’s on principle are you kidding
me all that stuff gets passed down this
is all leadership development Wow
leadership development you know I like
to talk to my group nope leadership
development isn’t group leadership
development is in-group the best kind of
people you build is all one-on-one all
one-on-one the people that impacted you
and your life the most or all one-on-one
we can become celebrities oh my gosh I
want to be a motivational speaker I
never cared about being a motivational
speaker I don’t do a lot of speaking
just look at my stuff I’m you know you
don’t see me on the road always speaking
I get requests I say no I say no do you
know how many times Albert called until
we finally said yes nothing against
Albert I just I like one-on-one and I
like long-term cuz I want to see
something grow and then when you see
fail and you still personality like
she’s just of course we’re gonna do
something with you guys they’re so
amazing their personality
I like one-on-one my best conversations
with Albert are all one-on-one I bet you
the best conversations anybody had with
him is one-on-one so you really want to
build a business focus on one-on-one
make a list you know it’s ten people
that need a one-on-one conversation with
you by the way I’m not talking
one-on-one to our conversations half the
battle is twenty seven minute
conversations let me say it again
twenty-seven minute convert here Joey
let me see my office work with hey look
who’s here today the insurance company
can I ask you why you worn your ripped
jeans today come on bro do you want them
to see you like somebody that you’re
gonna be a leader here to come yeah
go change your pants are coming I put
this this all wrong you got an image you
go okay go go go from the back Coco okay
hey Mary let me talk – can we talk –
okay hey what’s going on with Jackie
what do you mean I don’t know every time
you speak she gets upset like did
something happen with you guys oh you
know last week you know she never does
anything that’s it Mary
Jackie works for you and she goes out of
her way for you
but you sounded piss her off I’m telling
you push your little whore she’s gonna
quit and if she quits is gonna you gonna
have to do our job so what do you
suggest I do I don’t you take her to
copy this week you let me do ya but take
a cocoa and leave or go to Starbucks and
you pay for that I can do that yes
matter of fact you doing it today okay
and when you go you tell her you believe
it or you tell all this other okay so um
hey uh let’s go or we go we’re gonna go
have coffee together
really yeah why am I getting fired I’m
just gonna have coffee so then you see
them and I look at them because I have
windows so you see them they’re coming
out okay
perfect job well done seven minutes
leadership development hey can I talk to
my office yes what’s going on hey I was
listening to when I was walking past the
cubicles when you’re making the call and
the person said this you said this it
was on speaker let’s roleplay that
objection again together why did you say
this so I’m gonna say you say leadership
development this this right here you’ll
learn how to do this for the rest of
your life are you replaceable let me say
this one more time
listen guys first of all this here
they’ll pay you 100 grand an hour if
you’re good at this that they must be
grand an hour minimum if you’re good at
this
but if you get at this you’d be the
president Matt estate okay if you’re
good at is you’re one of the biggest
nonprofit in America if you’re big good
at this you’ll become the president and
you know president of USC raising six
point five billion dollars from boosters
because you built the new place where
everybody lives based off of Harry
Potter and the budget is one and a half
billion dollars simply because you know
how to raise money simply because you
know how to leave people this right here
so now let’s continue by the way I can
talk about this stuff for three days
when we do our first live value team in
conference 120 days after we cross a
million subs we’re gonna spend a lot of
time doing this during the three day
sessions together well let me continue
next this is your game you are in the
replacement game its scientific
everything is about replacement you want
increase the value your business its
replacement game what do you mean by
replacement game who is the lead
living okay let me ask it who’s the
least important living president today
let me ask it again who is the least
living American president today least
Jimmy Carter
because he’s the last one not the last
one like what he called how do you
explain it
he’s like 1981 then it’s who senior okay
Jimmy Carter’s gonna die in the next
5-10 years got you know it’s just gonna
happen it’s part of life
George was seniors about to die and any
half GW is net Clinton’s next then it’s
George Bush who’s the most important
president today Trump and who’s the
second most important Obama Obama got
replaced with a new president do you
remember when Bush was president
everybody thought the world is at its
end you know oh my gosh we’re all gonna
die and you know this is just horrible
stuff you know boom
Obama candy and now we have trouble
everybody gets replaced presidents die
can anybody here namely the 15th
president of America who’s a 16th who’s
the 15th II don’t know
but do you know do you know during that
time he’s the most important person in
America Huck he’s the 16th okay who’s
the 7th no one knows you you know first
one is Washington second one is you know
Adams third one is Jefferson after that
you’re stuck unless if you’re 17 years
old still in school and his party
history class homework what’s the point
here guys
we’re all going to be replaced this
isn’t that big of a deal okay this is a
replacement game but in business if you
understand this concept your business
value goes higher if you replace the
things that you do on a daily basis
that’s your job as a business owner to
constantly replace your abilities so
what are we talking about number one
what are some habits that you do on a
daily basis that are $10 an hour habits
so I took a sheet of paper and I wrote
for the entire day what I was doing and
then right next to it
I wrote would
one of them I had to do which one of
them somebody else could do and it makes
to what somebody else could do I wrote
the price tag on how much that cost I
wouldn’t hire the person to do it and
then I saw the habit that pays the most
I did that part because it’s a
replacement game number to know who’s a
seasonal employee who’s not who knows
the difference between this but how many
guys have employees I’m just curious in
on what audience were speaking who has
employees here who has employees who’s a
salesperson who you just sell you’re not
a sales leader you just sell you’re a
realtor raishin who’s a sales leader
here you run a sales organization raise
yen you run a sales organization okay
anybody else shelter who runs their own
business who runs their own businesses
who wants it who considers themselves a
good CEO who considers themselves a good
seal your hands kind of go on like this
anybody thinks they’re a good CEO little
bit maybe right like you always wanted
to be good on butter me I go through
myself as well so what’s seasonal
employee and what’s not we just hired
somebody for nine months
she’s seasonal she knows it she has one
job she took every aspect of our
business and she interviewed every
employee and she sat behind every
employee and watched what every single
one of them did okay so why’d you click
on that why did you click on this why
did you click on that why did you click
on this boring stuff again it’s $80,000
your job she came in stack like this
nine months later you know what it is
any position we have in the company now
I have a manual exactly what to do step
by step by step you know what that’s
worth probably fifty million dollars
probably fifty million dollars because
now I’m what I’m replacing who I’m
replacing myself and I’m replacing
everybody in the department but there
see certain employees at that on that
season I’m gonna keep on for three years
anyone knows the average lifespan of a
CFO at a company three years anybody
knows the average lifespan of a CTO 18
months to 24 months so you hire a CTO
they leave you people’s hearts broken
I lost my CTO how long was he with you
two years no no that’s the contract
they’re supposed to leave you
yeah I lost my CFO listen guys this is
what CFOs do it’s very easy so you boys
do this they come to you you give them
200 grand year and 1% of your company
they clean your stuff they help you out
prepare you to go be bought by PE or go
public then three years later they leave
you they’re vested they have 1% if your
company sells for 200 million dollars
they get what 2 million bucks thank you
it was awesome next I do the same thing
for you next I do the same thing for you
that’s seasonal so you don’t get
offended when somebody leaves you ok
let’s continue third one know the
difference between replacing sales
leaders and employees again this is
lifespan it’s a big difference when it’s
sales people versus employees because
sales people can have a longer lifespan
with you where employees don’t fourth
one no who can maintain culture and add
their own twist to it how many times
have you seen somebody hire an executive
position that completely doesn’t fit the
culture anybody’s ever seen that before
ok let me ask the question more personal
to you how many of you worked at a
company where the CEO hired somebody and
after hiring that person they gave him
too much authority the culture within
six months was lost who’s ever
experienced that before how annoyed were
you you quit
I relate you quit so this person may
have an incredible resume but they don’t
fit the culture you can’t let that
person on your company because they
don’t fit your culture so a lot of these
positions that people give authority to
some people that don’t fit the culture
disaster disaster situations here
number five procedures and steps in
every single department we talked about
that number six develop leaders to help
spread the mindset now what are we
talking about with developing leaders to
help spread the mindset okay
develop on leaders to want to spread the
mindset is exactly what we were talking
about with values and principles the
more of the mindset is being passed on
to the people the more you’re replacing
yourself or somebody else to be mentally
tough again that’s leadership
development so all of this stuff here
that we’re talking about systems listen
I could have had a different topic which
is Pat come and fire people up you know
come and motivate them come and do this
let me tell you what I get excited about
topics like this he goes like this
for seventy percent but the 30 percent
who caught it are the ones that send me
a ton of messages and then I get a
message of people flying into Dallas and
he’ll come and say three years ago I
started following value to know my
business was doing $600,000 year last
year we did seventeen point eight
million dollars awesome three years ago
was doing two hundred thousand dollars
almost put my business now I’m doing
twenty eight million dollars for you
because all I did is finally realized
what it is to be a see on strategy the
right person embracing these concepts
the rest is history for you so let me
finish out with two questions for you to
be thinking about but if you were before
we wrap up number one who do you want to
be you know this is one of the strangest
questions very few people have the
answer to who do you want to be Albert
comes up to me hey Pat you know this is
what we’re doing we’re building this and
I said Albert’s sill who do you want to
be I don’t know if I understand a
question who do you want to be do you
want to be celebrity do you want to be
speaker
do you want to run a sales team where
you just take sales every single month
you’re making commissions or do you want
to build a business that one day
somebody cuts a check to you for billion
dollars who do you want to be I don’t
know I don’t know who I want to be so
let’s talk about it so we started an
instance if I want to go the company is
gonna be a billion dollars perfect
that’s exciting then we started talking
about company names and branding and
strategies and hiring and systems and
protocols and you see its eyes go like
this and I tell myself
anybody weird enough to have theirs eyes
go like this for system you’re
definitely weird but I’ll talk to you
because most people you go systems they
go like this ready can we do it that’s
cool Pat that’s so amazing I saw so many
people you on it cuz systems are boring
guys this is boring stuff but it creates
well so who do you want to be you’re in
this room here some of you guys are calm
I’m a pretty good salesperson so I want
to be a Salesman I’m a pretty good sales
leader do I want to be a business owner
I’m a pretty good business owner do I
really want to be known as a great steal
by others one day now by myself you know
you’re a great CEO when other people say
you’re great so you’re not when you say
everybody can go up and say I’m King
Kong
other people say you’re a great seal you
say it’s here under it’s good you got
confidence but no one cares right
other people say maybe you are doing
something right so who do you want to be
your at this event
you heard so many different speakers you
know what’s one of the best things about
the lineup that he’s put everybody’s
personality is different
you heard ty how he does it yeah so uh
you know I was at this this woman here
do you know she curses a lot she
comprehensive but you know cocaine was
and so dear Psychopaths men are more
Psychopaths woman I think is fair and so
there’s this bias cognitive and some
people say I relate to him I like his
style
some people say that pisses me off dude
that guy’s fired up he’s sick
right and then Bradley comes up you know
like yeah hey so here’s what we’re doing
you know Bradley the good-looking suave
modern look you know model looking guy
comes up and it doesn’t sing and then
Tim Grover comes up you learn one word
the F word it’s game over right you
gotta learn how to use the f-bomb 24/7
but here’s the point
the only question you are responsible
for answering leaving an event like this
is this right here it’s the only one
what do you want to be guys the moment I
got clear about this nobody could get in
my way you nobody could get in my way by
the way mine shifter like this my dad
had his thirteenth heart attack on what
you see Oh Medical Center after 5:00
anybody knows off the five year UCLA
Medical Center I’m off to find I go
upstairs to the hospital and they’re
treating them like dirt
and I lose it I like you guys better
take you’re my dad and you guys better
do this you guys better do that in 2020
loser 23 years old completely lost it
throwing stuff around or bringing
security escorted me out of the hospital
and I’m just lashing out at him it’s my
dad you don’t do anything to my dance
like you crossed the line there and then
one person says this to me
[Music]
listen if you had money you could get
better insurance and get better doctors
to take care of your dad but you didn’t
pay for this government’s paying for
this this is called public health
insurance ooh
fuse he’s right I went in the car
downstairs in my Ford Focus at the time
I’ve lost everything 14 I thought
nothing was going right my my girlfriend
left me we’re about to get married 40
not everything is bad I’m in my car okay
tears 30 minutes I’m crying like a
little baby okay 30 minutes some of you
guys brag about going to clubs Thursday
ladies night Friday Saturday Sunday I
was so committed to x’ day through
sunday you know your heart for party if
you go to clubs on Tuesday night
Thursday night is a given Sunday if
you’re half committed Tuesday you’re
fully committed I was fully committed
I’d go to Vegas 26 times a year what
club you want me to go to pimps and hoes
you want to go to Dre’s what do you want
to go that was out uh-huh
sure all this stuff this is what we did
I was permanently banned from Dublin’s
because of something that happened I
could never go back to Dublin’s 22 years
old it’s who knows Dublin’s anybody
knows Dublin’s I can never go to
Dublin’s against I was permanently
banned so this isn’t the Patrick you
know today was a complete different guy
that night in my Ford Focus It was as if
you I came the next day I didn’t see a
single girl nothing I saw through people
people thought I was pissed I’m not
pissed I fully got it my dad’s not gonna
work at this 99-cent store ever again
the Bay David family all these people
that would say the David family all
divorced middle-eastern mom and dad got
a divorce poor bit David he’s probably
gonna be a bad kid I hear he had a 1.8
GPA he’s hanging out with gangsters and
he went to the army because that’s the
only say rehab I said my family I said
let me simplify something for you guys
listened I said the world’s gonna know
this last name I know the pain we went
through I know the challenges we went
through as a family and we came to
America from Iran
I saw your language barrier mom you were
so embarrassed
I saw the look on your face dad when you
were so embarrassed going to gatherings
and you would look like people like this
to people because you were so
embarrassed I said you’re gonna be so
proud of your last name you’re gonna be
so proud you came to America you’re
gonna be so proud of the sacrifices you
made that day I never recognized the old
Patrick ever again
game over like this 180 no one
recognized me I got the best compliments
of all time which is Pat you’ve changed
we don’t recognize you anymore we miss
the old Pat I said I have no desire to
spend time with the old Pat I’m in love
with the know Pat I don’t care about the
old Pat and it shifted so let me
simplify this for you if you in this
room you leave the same person this is a
waste of an event your money you wasted
it if you came here just to get
motivated and you leave and you don’t
make any big decisions about you
changing view this is a waste of an
event and by the way life doesn’t get
easier you as you age it just gets
harder just so you know this this is not
a game problems get bigger when you have
kids later on kids are gonna get married
more people die more issues come up more
financial issues I hope the right group
of people in this room tonight after you
hear the next guy coming up was Cardone
everybody knows him you waiting for him
to come up after you hurt I speak after
heard everybody speak I hope you realize
this the question you get answered in
this place and if you sincerely there’s
two different ways you know the actors
call let me tell you Pat I’m so
committed and this this is not you don’t
need to impress me or anybody like oh my
gosh that really resonated with me I
don’t care it doesn’t matter to me this
is your show tonight but if you leave
tonight changing you and you get clear
on who you want to be a choo-choo train
can’t stop you and by the way people
will look at you differently some of
your family members will look at your
eyes and say why you look a little bit
terminated because you know what’s the
one thing never lies eyes never lie
because eyes move before we lie this is
why the best poker players were glasses
because even the best liar in the world
doesn’t know how to lie to me their eyes
did you understand what I just said
right there this will tell the world
where you go next but I hope the right
people here make that decision by the
way every single time in a room like
this you know how many people are gonna
do this do you really know how many
people are gonna do this maybe five of
you I’m not trying to make everybody
feel good you leave this place oh my
gosh what a great guy Patrick is maybe
five of you this isn’t an astronomical
number here like I’m not trying to make
you feel optimistic leaving this place
it’s five people but those five people
are gonna leave and many many years ago
at one meeting it was a guy named Grant
Cardone on the who yesterday but the
impact is making doesn’t take all of you
to do five of you will do it I just saw
one of those five is you anyways Alberto
thank you so much we’ll bring them had a great time with you guys thank you
the more valuable it is let me say this
one more time the less your business
depends on you the more valuable it is
the more your business depends on you
the less valuable it is this is why a
lot of when you see you know businesses
that it’s just about sales and a product
goes out and there’s no result no
renewals or no residuals on it you don’t
see a big x-factor from private equity
firms private equity firms are not
interested in buying a business that’s
just sales transaction and if the
personality leaves and nothing’s going
to be there so your goal is to just try
to see this observation right here this
is you this is value your goal is to
bring you like this so the value goes
higher so for all of a sudden the
business is there and you’re not around
but the business is gonna be higher and
higher in value does that make sense to
everybody by the way yes or no okay VIP
app will become a trillion dollar
company with jobs around know do we buy
Apple today based on jobs no jobs did as
part we do this part right that’s the
part about the replacement game the one
company no one’s even talking about
today everybody’s given a lot of love to
two companies one is Amazon one is Apple
you know what’s the one company no one’s
talking about today Microsoft they’re
about to be the trillion dollar company
next bill Gates understood this concept
of taking them here so Microsoft’s
values here so now let’s go through this
thinking like a CEO look most of us in
this room almost everybody in this room
if you think about a grant who now goes
out there and buys a plane that’s worth
60 70 million dollars telling me he buys
in cash how did he start off you know
you got a guy like Brandi who runs one
of the training programs that
everybody’s using VT Lightspeed and
everybody around the country is using
this names everybody knows how did he
get started how did I get started so
this is the evolution process most of us
start as an employee who have one point
of their lives has had a job before
raise yawn if at one point of your life
yet
okay so once we have a job you do work
like if you do this behavior we pay you
20 bucks an hour if you do this behavior
you make 15 bucks an hour whatever it is
you get paid per hour right then you go
from employee to being a salesperson
sales agent sales person sale whatever
you want to call it the difference from
the mindset of an employee to this is
what how many people have seen a person
that goes from being an employee to
sales for some film miserable
immediately who who seen many why is
that anybody knows why because what I
can’t hear you because an employee
someone’s telling you what to do when
you become a salesperson no one’s
telling you what to do so you have to
learn that mindset has to ship for you
to realize if I don’t get to work I’m
not gonna you know you ever hear people
that become salespeople also I’m an
employee and I become a salesperson and
then they don’t show up to the office
for two days how can you not have your
office well look up how many pin a
contract and I don’t have to show up
right I mean this is why I did this so I
can stay home and have my own schedule
that’s a gimmick man you’re buying into
he’s about to be an employee very soon
because he has no idea what it is to be
an independent contractor right so then
from this mindset comes the next one
what’s the next one you become a Sales
Leader
there’s a big different mindset between
this and this what is it here’s the
difference it’s very difficult let me
explain once you get good in sales I
know how to go sell 10 of these to an ad
company and I make 600 bucks ok so I
know I know how to make money but I have
to teach him how to go sell this and I
have no patience to teach him because he
doesn’t understand it and I have to
coach him so this is when you’ll hear a
lot of people that transition from here
to here use the phrase how many I’ve
heard somebody say I’m sick and tired of
babysitting people who’s heard that
before how many times have you said it
before
I don’t like babysitting people I’m so
sick and tired of babysitting people
it’s not babysitting people it’s mindset
that’s not in place then from Sales
Leader what comes next
you become a business owner now what’s
the difference mindset between a Sales
Leader on a business owner now you got
assistance now you got cause now you got
office
compliance payroll accounting legal all
this stuff that you got to go through
and that’s when you hear people from
here don’t make it here and they go back
a lot of kids oh my gosh I’m gonna go
start my own business I had no idea this
is what it was like I’m gonna go back
and I just want to run a sales team this
is also shift and mindset and then you
could be a great business owner or
you’re not a good CEO and that’s where I
was at so I learned how to run a sales
team I learned how to sell I learned how
to run a business but I want her to
think like a CEO and so one day I’m
sitting there and I’m asking myself
literally I have no clue what to do this
like 560 I’m like I don’t know what to
do so what does a CEO do what does a
founder do what’s supposed to be my day
today and I became obsessed about
figuring out a formula that tells me to
seal what I need to do to maximize my
time I can do 50 different behaviors but
which ones giving me the highest amount
of revenue and increasing in value the
company so that’s when this formula came
about of linear versus exponential
growth how many people here have
somebody that works for them 70 80 hours
a week but their income is absolutely
flat let me say this one more time who
has somebody here that works very hard
even somebody in the room anybody you
know this works very hard you tell it’s
a pad I work 60 70 80 hours every single
week but my business hasn’t grown for
two years does anybody know any better
like that and it’s very frustrating
right what happens when you go through
it you start really telling yourself
this thing doesn’t work business isn’t
for me I just don’t know what people are
talking about Ryan maybe what am i doing
this is the difference a lot of the
focus that person’s putting in is here
and not here this expands this doesn’t
so what’s the difference let’s talk
about the four areas of focus so linear
exponential I’m going to spend the rest
of the time talking here and then I got
the last point I’ll make sure and I
think tonight there’s going to be a Q&A
before we get on our flight tonight to
go to Dallas I got a midnight flight to
Dallas so we’ll take off after the Q&A
but let’s talk about this year linear
exponential okay
linear operating system what’s operating
system what is operation
can anybody tell me what operations mean
it’s like what is operations in a
business yes okay what else behind the
scenes what else can you tell me which
type of personalities never pays
attention to this a type personalities
they don’t pay attention to this right
big personalities they don’t pay
attention to this by the way big
personalities they get annoyed like this
it’s like oh my gosh give me a break
that doesn’t really matter I don’t need
to think about systems I don’t need to
think about operations what are you
talking about here so we start the
business
my wife says babe we need to buy this
off but we don’t need to buy this stuff
and we need to focus on sales we need to
buy the software because the sales is
coming in what are we gonna do if we
don’t get the software do you know how
much the software cost I can take this
money and put it in advertise it’s gonna
have babe I get it but we are going nuts
here you need six people to process ten
pieces of business if we buy this
software for a half a million dollars
you need one person and it’s gonna
process 50 bits pieces of business why
are we putting ourselves through this so
you have to hire more employees let’s
get this software I still don’t get it
let me do the math here’s what we’re
looking at if you got six employees at
50 grand that’s $300,000 this is the
limit we have if you want to go higher
you need 12 employees $600,000 24 points
one point do you want to increase your
payroll no then let’s buy the software
that’s operations so then we bought the
software then everything was clicking
tick tick tick tick tick tick tick tick
tick tick tick so this is more like hey
I get along from the loan it goes to
escrow on escrow goes to you know give
me some of the processes escrow goes
into title Pat appraisal all these
things you’re going through that’s
operations it’s boring but if I can
figure out a way to close the loan
faster if I can figure out a way to
place the policy faster I get ahead
again what I just talked about
most people are bored out of their minds
let me explain this part about investors
we have one of our investors a five
billion dollar fund from New York
Atalaya fund okay Oscar De La Hoya’s
another one
Gabrielle Brenner is another one okay
here’s how investors look at you they
first look at you they say wow he’s so
impressive then they give you money
based on this they don’t give you money
based on your personality they give you
money once they see this so all the a
type personality the excited big you
know by chisme all those guys if you
don’t pay attention to this
forget about valuation you may look good
because you made a few sales you’re not
building value okay operations is
constantly figuring out like you make a
list you make lists and say this job
this job this job this job I’m doing
seven different things right now why am
i doing these seven different things I
need somebody that helps me with this I
need somebody helps me with this that’s
operations this death what’s best there
okay relationships so strategic
partnerships finding somebody that if I
help you you win here and I win here you
give me clients I give you clients we
cross pollinate everybody wins strategic
partnerships visit if that means you got
to shake hands so do you make a listen
say who would benefit from what I’m
doing right now who can I help that I
also need their help
this is the part where you got to go out
and shake hands whatever industry you’re
in there’s annual conferences there’s
annual conventions whatever industry
you’re part of you got to go tuned you
got to go to and get ready shake hands
shake hands we have our own and by the
way the insurance industry just so you
know you name me one product in the
world more boring than life insurance
let me say this one more time to you I’m
in the industry you name me one product
more boring than life insurance
hear me out guys what I do for living is
we talk about dying every day listen we
come to you and the moment the word life
insurance comes out what do people do a
guy came up here with a camera in my
face he says hey Pat what do you think
about the PNC an insurance future at the
industry what do you think is gonna
happen to PNC and insurance I said it’s
a big difference he said no it’s not
it’s insurance
I said no believe me it’s a big
difference why is it a big difference he
was at this event like six hours ago he
said what’s the big difference I said
it’s a law to buy auto insurance
it’s not a lot to buy life insurance
it’s a choice and life insurance always
has to be what sold I have to come sell
it to you no one wakes up and says babe
I feel so good about buying some life
insurance today babe let’s go get some
life insurance today oh my gosh no one
does that so I have to find a way to get
to you right so we go to these
conferences and we shake hands and we
build relationships and we see new
products new things coming out new
relationships and some of the people you
shake hands with then you build business
to be build relationships by the way
this is all manual for instance if I
work where I was talking to this
gentleman right here he’s based out of
New York Avenue right you’re based out
of New York him and I are talking
outside great questions he’s asking me
at Wolfgang Puck by the way one thing
about Scylla now Bert I got a guy’s like
this is an absolute world-class event
from the moment I came here to now
everything about their treatment give
them another round of applause for
phenomenal job these guys have done
seriously unbelievable so he comes up to
me we start talking what do you do I got
50 salespeople is it this company no but
I know about that company and we’re
going to kill that company awesome so do
you have a manual what kind of manual is
there manual that if I kind of work for
you you can give to Albert that Albert
can teach me the process sales flow of
selling the product and your company
know or their scripts that I know for a
fact we can pass it over to me yes no
all of that stuff is down here it’s good
but it’s not exponential
here’s exponential okay this is the part
of the business that gets your business
to suddenly grow so exponential growth
one of them to the left is next
innovative campaign what’s the next
innovative campaign next innovative
campaign is who remembers what
Mitsubishi first came out with the next
innovative campaign they said 0% down $0
your gas for 12 months who remembers
that and about remember is that gas were
12 months you know what I said here’s
what I said brilliant because everybody
on TV was talking about gas crisis or $5
and people like oh my gosh babe they’re
gonna pay for our gas for 12
go backwards abhi she it’s not it’s like
all they’re doing is giving you $2,500
what do you call it but what do you call
this stuff a rebate it’s not a big deal
but what is great next innovative
campaign hey right now if you become a
prime member of Amazon we’re gonna give
you extra oh my gosh they’re giving this
away they’re not giving it away believe
me no one gives anything away for free
they’re gonna make their money so you
and this part this right here guys this
like I talk about four things I say you
got to outwork you know you got to out
improve you got an out strategize out
last one more time outwork is what
hard-working right how many Latinos do
we have in the room here and you’re like
she knows you okay hey can we all say
that Latinos are some of the
hardest-working nationalities in America
or the world yes or no now can I ask you
a question how come not a lot of them
are millionaires because they just know
how to work I don’t know many lazy
Latinos but they’re hard-working number
two out improve I don’t know if they
read a lot of business books I don’t
know if they buy stuff to learn how to
become business people to become better
at stuff but forget about that part
number two is out improve so you may say
panel work and I read all the books I’m
subscribed to him I buy all the courses
I’m reading all the books then number
three is one out strategize the strategy
part takes some time because you got to
test a bunch of different strategies so
every single month say today is what’s
today’s a September 22nd is today 22nd
okay today’s 20 22nd on September 28th I
spent five hours all by myself already
planning what we’re gonna do off Tober
by the way the whole year is set up for
me but I’m looking at what’s going on
with September and what creative
marketing campaign I can come up with
for October ok so then I go for October
and so years ago I was looking at our
business insurance and I’m gonna talk on
experience for myself on what mistakes
we made I looked at our 12 months and I
think everybody needs to do does a guy
asked me the guys any questions says
what should I invest in right and I said
if you invest in anything go hire a
predictive analytics
everybody in here do yourself a favor
spend $100,000 hire a predictive
analytics guy and give him all your data
give him all your numbers tell him in
three months I want every single trend
for my business what do you mean I want
to see everything
how specific which I pulled it out and I
pulled out January through December and
I wanted to see what were the two you
know lowest months that we had and you
started pulling it out what you you have
bad December’s and then you have bad
January bad February here bad June July
August June July August three months
so six months at a 12 months for us was
bad why is that so because we go on to
such a competitive run March April May
that on June July August our guys get
bored during summertime because this CEO
doesn’t know what it is to be a CEO
because he doesn’t put a next innovative
campaign in summer because he thinks we
already came off a run so leave him
alone and summer goes drops up in its
flat we’re not doing this we shifted
from the moment my entire emphasis
became here guys I’ll give you a basic
number we sell life insurance it’s
boring I’m not here to recruit any
insurance agents our system does it for
us two years ago we sold in July 500
insurance policies 600 insurance
policies in July 2016
last July of 17 we sold eighteen hundred
policies in one month
last July of 2018 this is two months ago
we sold four thousand seven hundred and
seventy three life-insurance policies in
one month the most difficult product to
sell in America is life insurance we
sold 4773 thirteen quarters in a row
we’ve sold more insurance policies than
prior quarter 13 quarters that’s three
years and three months in a row that
we’ve sold more you know why here’s why
for the first five years of being a CEO
I didn’t spend a lot of time here now I
put hours on top of hours on top of
hours here I think sometimes people like
social media why did you take value
tainment off why don’t you take a break
because I wasn’t strapped
chaoxin what the hell am i doing doing
by taming I’m not freakin creating
content for entertaining whoo no break
came on investors business what are we
doing three months no vitamin content
then what are we gonna do I got a wife I
got three kids they’re younger six four
two it’s two boys I didn’t see a lot of
my dad I’d like to see these kids you
know the older one needs daddy the
middle one is looks like maybe the
Incredible Hulk the guy’s like all
muscular like his athlete guy the
daughter she’s so pretty like her mom I
got to be around her to protect her from
the boys because I remember what kind of
a boy I was right sound like I’ve got
all these kids here man what am I gonna
be doing so I spent three months every
single aspect of my life became a
strategy everything why am i lifting
weights it used to be for the girls who
cares about the girls today I’m working
out for complete different reason I want
stamina I want energy I need energy for
family kids business life crusade cause
what I want to do with my future my life
the Knicks have given 20 years to the
insurance industry the next 20 years I
want to give to a different industry in
the next 20 or someone give to a
different industry God willing if I want
to be run but I took the time
listen I know a lot of people get up and
they say oh you know look at this this
is the most powerful tool ikeda papa
they say average person touches this 150
times a day how many of you in here
saying that’s a small number I do more
than 150 they think of I do more than
150 they how many of you touch this more
than 150 they think about how many times
have you touches ever since I spoke 15
times and you know what we do it’s like
oh we don’t even know what we’re doing
it okay you talk to the people three
times already
guys this is one of the reasons well we
don’t have a lot of strategies in place
turn it off for Sunday don’t touch it
grab a paper pen board write up every
aspect strategies right up okay
so now thank you next after this by the
way
this is great but this is continuous
meaning you know this whole saying about
you know the way they sell the dream but
can somebody give me the time cuz I have
no clue what I’m doing with time if you
can just tell me why which means how
much do I have 30 minutes or okay all
right sounds good someone give me a time
on it’s like in 30 minutes 30 30 okay
okay so you ever hear the saying it
drives me insane when speakers say this
imagine one day you make money and the
money comes in and you’re relaxing by
the water and you drink in and the waves
are hitting shore and your girls next to
you and you’re listening to sure they
cherish the day and you have money
coming in forever
stress-free and your kids are amazing
kids they’re full of is what
they’re telling you this is never
stopping you know how long you need to
strategize the rest of your life who you
gotta fight that strategizing for Mike
before his grandkids I haven’t that plan
on strategizing for the rest of my life
this is not a one-time thing this is
forever businesses that continuously
grow they do this forever now let’s talk
about the last one here here’s the last
one
so 25 years ago I talked to grants first
time I think was something like that one
of Miami and I see how he talks to Jerry
and he’s tough on Jerry
private pawn Wow you know what Jerry
does let me tell you what Jerry does he
makes this count he told me the money
I’m not gonna say the number who said do
you know how much of it he says he’s
broke because I make him put all the
money said because he gives it to me and
he does this with his money and then
just earlier I’m talking about his pilot
and I’m talking to his pilot over there
real nice guy good-looking pretty boy
guy right same way
buh-buh-bah didn’t what do you think it
is anybody’s working close to him this
is what’s happening his focus is here
whether he knows it or not this is what
he’s doing it’s leadership development
what do you think Bill Gates did it’s
all leadership development but what do
you think Popovich does you ever see
Popovich his eyes he looks pissed off
after
have you seen Bill Belichick sighs do
you see what Bill Belichick looks like
he was a defensive coordinator for the
Giants working with LT working under
Bill Parcells
it’s cuz like you guys have no clue who
I am I’m just a freaking you know this
defensive coordinator watch do you see
why because I’m gonna become one of the
best coaches of all time hey why don’t
you smile for what I only have five
Super Bowls can you just smile one time
no no look what is wrong with this
freaking guy right but he’s developing
leaders at a good friend of mine Chris
Hayes he played under him he played
under her head words he played under him
and he played on the guy from Packers
what was it Mike Holmgren Holt am I
saying it right or no did I pronounce it
right okay these guys said so tell me
how it was for everybody he says brother
it was the hardest playing for Belichick
I said why he says no practice was ever
enough was Gore good enough for this guy
it’s like are you freaking kidding me
give me a damn break never would
Belichick never the standards and
expectations was so high they like dude
let me breathe not we haven’t won a
championship yet we haven’t won a
championship yet Pat Riley same exact
way Pat Riley wouldn’t let his players
talk to the enemy well when Michael
Jordan gave his speech at the Hall of
Fame speech who remembers that speech do
you remember what he said he said I want
to give a shout-out to somebody in here
name is Pat Riley I think there’s only
one person I’ve ever faced off that
wanted to went as bad as I did and it’s
him he doesn’t even call out a player he
says the coach wants to win as bad as I
do that’s leadership development by the
way most people will miss this part this
is an increased eval your business so I
had a staff meeting very difficult after
what our guys earlier this year
everybody was required to read the book
principles by Ray Dalio
everybody you are required to read it
and write a three-page paper on it
everybody I had the entire company read
the paper now who’s read the book great
now you’re beginning to the end
beginning to the end not read like half
of it
cuz you know how many pages like a Bible
like 600 pages right 600 page like this
if you don’t know who that has no clue
Ville ray Daniels well
Radames raison if you have no clue ease
he’s a seventeen billion dollar guy rate
value breakdown you’re like Gaines Bezos
he is their advisor like think about
that like that’s way down any rice is
for core principles and I said if I’m
ever gonna write a book it’s gonna be a
book like this but I don’t want to write
a book this guy wrote it 600 on your
staff needs to read this book so we had
read him and we had a meeting very
uncomfortable meeting Mario was in the
room are you are you somewhere in here
or no Mario was in a very uncomfortable
meeting very uncool and say hey let me
ask you guys a question what’s your
position with the company I’m a chief
operating officer cool what’s your
position with the company how much
you’ve compliance officer what’s your
position with the company I’m a
president what’s your position with the
company I’m a CFO so what’s your
position with the gun I said can you
guys tell me real quick who was your
boss in your life or leader in your life
that was so tough on you that helped you
become who you are today
oh my mind was Mary started writing the
names just give me first name mine was
such and such such and such I said give
me a personal story how tough they were
on your oh this girl wouldn’t let me get
away with nothing he wouldn’t let me get
away with nothing oh really one I’m
taking those oh that’s impressive I like
this guy already what else and they’re
saying all this stuff I said can I ask
you why you let six new employees who
have been here less than 90 days you
about reading a 600 page book where that
complaint comes to me so do you want to
be a grandma let me explain what I mean
I’m telling him this here’s how
grandparents are grandparents forgive
what grandkids like isokay let him eat
the shock when my dad calls me yesterday
so my sister’s they what he call it a
vegan right so she doesn’t so so what my
nephew goes complain to my dad in my
cocoon emphasis grandpa I don’t want to
eat that macaroni
because that’s the meat is vegan and I
don’t like vegan and my dad says Paul
you can’t play this cuz Paulette sees
that she’s gonna call my best we gotta
edit this part out so my dad says she
won’t believe what I did about 76 years
of watching her dad I put him in the car
I took him straight to McDonald’s I got
him two Big Macs I got him ice cream I
don’t eat all this chocolate all on me
he said we went home he was so happy his
mom’s like why I’m so happy and my dad’s
like no idea maybe you had a good day
but that’s grandparents and I’m like my
dad you can’t get up but I have to do it
I’m sick of these vegetarians around
like that forget about the stuff we’re
Middle Eastern we eat red meat they
gotta eat red in there like that
relax it’s okay he’s pissed off about
his Greg is not eating red meat I’m like
there’s more things to worry about
that’s what he’s worried about but
that’s grandparents they don’t even if
their grandkids don’t wanna you know ena
could eat his cheeseburger it’s okay
baby don’t worry about it
now finally decides with parents no no
in business the longer you around you
leave like a grandpa you leave like
grandparents and that’s not what people
need people in a leadership now not seen
being an talk unless you’d be a jerk
it’s not what I’m saying
I’m not saying sit there and you know
tell them all that you’re a loser you’re
a moron you’re an idiot you’re just a
piece of Dookie you are I’m not saying
that I’m saying it you told me six
o’clock what happened oh we are we BSN
oh and you told me six do you want me to
take your order what are we doing it do
you want to be a leader you keep telling
me hey now what am I gonna get a raise
to $100,000 and I tell you be a leader
it’s 6:01 I come out on have it back in
your brake pad listen you’re not a
salesperson your w-2 at the home office
if your sales person you don’t have to
do it cuz I don’t have to fire you but I
don’t have to pay you allergy I’m paying
you a damn salary got to come through
okay I will these things that you do so
how do you improve this area so I’ll
give you guys a basic thing I did in
March of oh wait take a sheet of paper
and ask yourself by the way scream out
what’s the one thing your father or your
mother taught you and told you over and
over and over again let me can’t tell
you what mine was here’s my
my dad said never be afraid of the truth
never be afraid of the truth always tell
the truth this one my dad would always
say he’s probably said that 25 thousand
times what is that one thing your dad or
your mom told you a million times what
is it say it
save your money what else is it okay
what else what else go and talk to
strangers okay all this other so right
you ready very simple exercise take a
sheet of paper make a list of 40 values
and principles that you live by and to
by some principles that you want to live
by
so you’ll live by here’s what I live by
I would like to add these values and
principles to my life then out of the 40
bring it down to top 10 out of the 40
bring in up to top 10 for the rest of
the year all I want you to talk about
what your team is those values and
principles over and over and over and
over and what does this mean I don’t get
it Pat let me explain to what it means
listen one of my guys on a conference
call this Tuesday said what Pat what do
I do because I got these two guys that
write bad business and I got these three
guys on my team now keep talking smack
behind my back I said okay it’s very
normal
I said how big this was the question has
this person how big of a country can you
build until somebody kills somebody
oh I’m sorry what do you mean okay again
how big of a country can you build until
somebody kills another person I don’t
understand a question buddy it’s very
simple a million population a hundred
thousand ten thousand how many people
one guy said I think about it time with
your mm someone’s killing somebody okay
there you have it I said now let me ask
you a question can we have three
different presidents of a country stay
with me here because this gets
entertaining three different presidents
of a country each have a million people
in their country can each country have a
higher ratio of people getting killed
what’s the answer yes based on what
though you know based on what based on
values and principles that are taught
from the top to
the community so from the top the values
and principles are taught love one
another help your neighbor all this
other stuff that gets passed down we’re
not going to get a hundred percent of
people but it’s gonna get passed on
sometimes I talk about values and
principles people say cares about talk
my body’s on principle are you kidding
me all that stuff gets passed down this
is all leadership development Wow
leadership development you know I like
to talk to my group nope leadership
development isn’t group leadership
development is in-group the best kind of
people you build is all one-on-one all
one-on-one the people that impacted you
and your life the most or all one-on-one
we can become celebrities oh my gosh I
want to be a motivational speaker I
never cared about being a motivational
speaker I don’t do a lot of speaking
just look at my stuff I’m you know you
don’t see me on the road always speaking
I get requests I say no I say no do you
know how many times Albert called until
we finally said yes nothing against
Albert I just I like one-on-one and I
like long-term cuz I want to see
something grow and then when you see
fail and you still personality like
she’s just of course we’re gonna do
something with you guys they’re so
amazing their personality
I like one-on-one my best conversations
with Albert are all one-on-one I bet you
the best conversations anybody had with
him is one-on-one so you really want to
build a business focus on one-on-one
make a list you know it’s ten people
that need a one-on-one conversation with
you by the way I’m not talking
one-on-one to our conversations half the
battle is twenty seven minute
conversations let me say it again
twenty-seven minute convert here Joey
let me see my office work with hey look
who’s here today the insurance company
can I ask you why you worn your ripped
jeans today come on bro do you want them
to see you like somebody that you’re
gonna be a leader here to come yeah
go change your pants are coming I put
this this all wrong you got an image you
go okay go go go from the back Coco okay
hey Mary let me talk – can we talk –
okay hey what’s going on with Jackie
what do you mean I don’t know every time
you speak she gets upset like did
something happen with you guys oh you
know last week you know she never does
anything that’s it Mary
Jackie works for you and she goes out of
her way for you
but you sounded piss her off I’m telling
you push your little whore she’s gonna
quit and if she quits is gonna you gonna
have to do our job so what do you
suggest I do I don’t you take her to
copy this week you let me do ya but take
a cocoa and leave or go to Starbucks and
you pay for that I can do that yes
matter of fact you doing it today okay
and when you go you tell her you believe
it or you tell all this other okay so um
hey uh let’s go or we go we’re gonna go
have coffee together
really yeah why am I getting fired I’m
just gonna have coffee so then you see
them and I look at them because I have
windows so you see them they’re coming
out okay
perfect job well done seven minutes
leadership development hey can I talk to
my office yes what’s going on hey I was
listening to when I was walking past the
cubicles when you’re making the call and
the person said this you said this it
was on speaker let’s roleplay that
objection again together why did you say
this so I’m gonna say you say leadership
development this this right here you’ll
learn how to do this for the rest of
your life are you replaceable let me say
this one more time
listen guys first of all this here
they’ll pay you 100 grand an hour if
you’re good at this that they must be
grand an hour minimum if you’re good at
this
but if you get at this you’d be the
president Matt estate okay if you’re
good at is you’re one of the biggest
nonprofit in America if you’re big good
at this you’ll become the president and
you know president of USC raising six
point five billion dollars from boosters
because you built the new place where
everybody lives based off of Harry
Potter and the budget is one and a half
billion dollars simply because you know
how to raise money simply because you
know how to leave people this right here
so now let’s continue by the way I can
talk about this stuff for three days
when we do our first live value team in
conference 120 days after we cross a
million subs we’re gonna spend a lot of
time doing this during the three day
sessions together well let me continue
next this is your game you are in the
replacement game its scientific
everything is about replacement you want
increase the value your business its
replacement game what do you mean by
replacement game who is the lead
living okay let me ask it who’s the
least important living president today
let me ask it again who is the least
living American president today least
Jimmy Carter
because he’s the last one not the last
one like what he called how do you
explain it
he’s like 1981 then it’s who senior okay
Jimmy Carter’s gonna die in the next
5-10 years got you know it’s just gonna
happen it’s part of life
George was seniors about to die and any
half GW is net Clinton’s next then it’s
George Bush who’s the most important
president today Trump and who’s the
second most important Obama Obama got
replaced with a new president do you
remember when Bush was president
everybody thought the world is at its
end you know oh my gosh we’re all gonna
die and you know this is just horrible
stuff you know boom
Obama candy and now we have trouble
everybody gets replaced presidents die
can anybody here namely the 15th
president of America who’s a 16th who’s
the 15th II don’t know
but do you know do you know during that
time he’s the most important person in
America Huck he’s the 16th okay who’s
the 7th no one knows you you know first
one is Washington second one is you know
Adams third one is Jefferson after that
you’re stuck unless if you’re 17 years
old still in school and his party
history class homework what’s the point
here guys
we’re all going to be replaced this
isn’t that big of a deal okay this is a
replacement game but in business if you
understand this concept your business
value goes higher if you replace the
things that you do on a daily basis
that’s your job as a business owner to
constantly replace your abilities so
what are we talking about number one
what are some habits that you do on a
daily basis that are $10 an hour habits
so I took a sheet of paper and I wrote
for the entire day what I was doing and
then right next to it
I wrote would
one of them I had to do which one of
them somebody else could do and it makes
to what somebody else could do I wrote
the price tag on how much that cost I
wouldn’t hire the person to do it and
then I saw the habit that pays the most
I did that part because it’s a
replacement game number to know who’s a
seasonal employee who’s not who knows
the difference between this but how many
guys have employees I’m just curious in
on what audience were speaking who has
employees here who has employees who’s a
salesperson who you just sell you’re not
a sales leader you just sell you’re a
realtor raishin who’s a sales leader
here you run a sales organization raise
yen you run a sales organization okay
anybody else shelter who runs their own
business who runs their own businesses
who wants it who considers themselves a
good CEO who considers themselves a good
seal your hands kind of go on like this
anybody thinks they’re a good CEO little
bit maybe right like you always wanted
to be good on butter me I go through
myself as well so what’s seasonal
employee and what’s not we just hired
somebody for nine months
she’s seasonal she knows it she has one
job she took every aspect of our
business and she interviewed every
employee and she sat behind every
employee and watched what every single
one of them did okay so why’d you click
on that why did you click on this why
did you click on that why did you click
on this boring stuff again it’s $80,000
your job she came in stack like this
nine months later you know what it is
any position we have in the company now
I have a manual exactly what to do step
by step by step you know what that’s
worth probably fifty million dollars
probably fifty million dollars because
now I’m what I’m replacing who I’m
replacing myself and I’m replacing
everybody in the department but there
see certain employees at that on that
season I’m gonna keep on for three years
anyone knows the average lifespan of a
CFO at a company three years anybody
knows the average lifespan of a CTO 18
months to 24 months so you hire a CTO
they leave you people’s hearts broken
I lost my CTO how long was he with you
two years no no that’s the contract
they’re supposed to leave you
yeah I lost my CFO listen guys this is
what CFOs do it’s very easy so you boys
do this they come to you you give them
200 grand year and 1% of your company
they clean your stuff they help you out
prepare you to go be bought by PE or go
public then three years later they leave
you they’re vested they have 1% if your
company sells for 200 million dollars
they get what 2 million bucks thank you
it was awesome next I do the same thing
for you next I do the same thing for you
that’s seasonal so you don’t get
offended when somebody leaves you ok
let’s continue third one know the
difference between replacing sales
leaders and employees again this is
lifespan it’s a big difference when it’s
sales people versus employees because
sales people can have a longer lifespan
with you where employees don’t fourth
one no who can maintain culture and add
their own twist to it how many times
have you seen somebody hire an executive
position that completely doesn’t fit the
culture anybody’s ever seen that before
ok let me ask the question more personal
to you how many of you worked at a
company where the CEO hired somebody and
after hiring that person they gave him
too much authority the culture within
six months was lost who’s ever
experienced that before how annoyed were
you you quit
I relate you quit so this person may
have an incredible resume but they don’t
fit the culture you can’t let that
person on your company because they
don’t fit your culture so a lot of these
positions that people give authority to
some people that don’t fit the culture
disaster disaster situations here
number five procedures and steps in
every single department we talked about
that number six develop leaders to help
spread the mindset now what are we
talking about with developing leaders to
help spread the mindset okay
develop on leaders to want to spread the
mindset is exactly what we were talking
about with values and principles the
more of the mindset is being passed on
to the people the more you’re replacing
yourself or somebody else to be mentally
tough again that’s leadership
development so all of this stuff here
that we’re talking about systems listen
I could have had a different topic which
is Pat come and fire people up you know
come and motivate them come and do this
let me tell you what I get excited about
topics like this he goes like this
for seventy percent but the 30 percent
who caught it are the ones that send me
a ton of messages and then I get a
message of people flying into Dallas and
he’ll come and say three years ago I
started following value to know my
business was doing $600,000 year last
year we did seventeen point eight
million dollars awesome three years ago
was doing two hundred thousand dollars
almost put my business now I’m doing
twenty eight million dollars for you
because all I did is finally realized
what it is to be a see on strategy the
right person embracing these concepts
the rest is history for you so let me
finish out with two questions for you to
be thinking about but if you were before
we wrap up number one who do you want to
be you know this is one of the strangest
questions very few people have the
answer to who do you want to be Albert
comes up to me hey Pat you know this is
what we’re doing we’re building this and
I said Albert’s sill who do you want to
be I don’t know if I understand a
question who do you want to be do you
want to be celebrity do you want to be
speaker
do you want to run a sales team where
you just take sales every single month
you’re making commissions or do you want
to build a business that one day
somebody cuts a check to you for billion
dollars who do you want to be I don’t
know I don’t know who I want to be so
let’s talk about it so we started an
instance if I want to go the company is
gonna be a billion dollars perfect
that’s exciting then we started talking
about company names and branding and
strategies and hiring and systems and
protocols and you see its eyes go like
this and I tell myself
anybody weird enough to have theirs eyes
go like this for system you’re
definitely weird but I’ll talk to you
because most people you go systems they
go like this ready can we do it that’s
cool Pat that’s so amazing I saw so many
people you on it cuz systems are boring
guys this is boring stuff but it creates
well so who do you want to be you’re in
this room here some of you guys are calm
I’m a pretty good salesperson so I want
to be a Salesman I’m a pretty good sales
leader do I want to be a business owner
I’m a pretty good business owner do I
really want to be known as a great steal
by others one day now by myself you know
you’re a great CEO when other people say
you’re great so you’re not when you say
everybody can go up and say I’m King
Kong
other people say you’re a great seal you
say it’s here under it’s good you got
confidence but no one cares right
other people say maybe you are doing
something right so who do you want to be
your at this event
you heard so many different speakers you
know what’s one of the best things about
the lineup that he’s put everybody’s
personality is different
you heard ty how he does it yeah so uh
you know I was at this this woman here
do you know she curses a lot she
comprehensive but you know cocaine was
and so dear Psychopaths men are more
Psychopaths woman I think is fair and so
there’s this bias cognitive and some
people say I relate to him I like his
style
some people say that pisses me off dude
that guy’s fired up he’s sick
right and then Bradley comes up you know
like yeah hey so here’s what we’re doing
you know Bradley the good-looking suave
modern look you know model looking guy
comes up and it doesn’t sing and then
Tim Grover comes up you learn one word
the F word it’s game over right you
gotta learn how to use the f-bomb 24/7
but here’s the point
the only question you are responsible
for answering leaving an event like this
is this right here it’s the only one
what do you want to be guys the moment I
got clear about this nobody could get in
my way you nobody could get in my way by
the way mine shifter like this my dad
had his thirteenth heart attack on what
you see Oh Medical Center after 5:00
anybody knows off the five year UCLA
Medical Center I’m off to find I go
upstairs to the hospital and they’re
treating them like dirt
and I lose it I like you guys better
take you’re my dad and you guys better
do this you guys better do that in 2020
loser 23 years old completely lost it
throwing stuff around or bringing
security escorted me out of the hospital
and I’m just lashing out at him it’s my
dad you don’t do anything to my dance
like you crossed the line there and then
one person says this to me
[Music]
listen if you had money you could get
better insurance and get better doctors
to take care of your dad but you didn’t
pay for this government’s paying for
this this is called public health
insurance ooh
fuse he’s right I went in the car
downstairs in my Ford Focus at the time
I’ve lost everything 14 I thought
nothing was going right my my girlfriend
left me we’re about to get married 40
not everything is bad I’m in my car okay
tears 30 minutes I’m crying like a
little baby okay 30 minutes some of you
guys brag about going to clubs Thursday
ladies night Friday Saturday Sunday I
was so committed to x’ day through
sunday you know your heart for party if
you go to clubs on Tuesday night
Thursday night is a given Sunday if
you’re half committed Tuesday you’re
fully committed I was fully committed
I’d go to Vegas 26 times a year what
club you want me to go to pimps and hoes
you want to go to Dre’s what do you want
to go that was out uh-huh
sure all this stuff this is what we did
I was permanently banned from Dublin’s
because of something that happened I
could never go back to Dublin’s 22 years
old it’s who knows Dublin’s anybody
knows Dublin’s I can never go to
Dublin’s against I was permanently
banned so this isn’t the Patrick you
know today was a complete different guy
that night in my Ford Focus It was as if
you I came the next day I didn’t see a
single girl nothing I saw through people
people thought I was pissed I’m not
pissed I fully got it my dad’s not gonna
work at this 99-cent store ever again
the Bay David family all these people
that would say the David family all
divorced middle-eastern mom and dad got
a divorce poor bit David he’s probably
gonna be a bad kid I hear he had a 1.8
GPA he’s hanging out with gangsters and
he went to the army because that’s the
only say rehab I said my family I said
let me simplify something for you guys
listened I said the world’s gonna know
this last name I know the pain we went
through I know the challenges we went
through as a family and we came to
America from Iran
I saw your language barrier mom you were
so embarrassed
I saw the look on your face dad when you
were so embarrassed going to gatherings
and you would look like people like this
to people because you were so
embarrassed I said you’re gonna be so
proud of your last name you’re gonna be
so proud you came to America you’re
gonna be so proud of the sacrifices you
made that day I never recognized the old
Patrick ever again
game over like this 180 no one
recognized me I got the best compliments
of all time which is Pat you’ve changed
we don’t recognize you anymore we miss
the old Pat I said I have no desire to
spend time with the old Pat I’m in love
with the know Pat I don’t care about the
old Pat and it shifted so let me
simplify this for you if you in this
room you leave the same person this is a
waste of an event your money you wasted
it if you came here just to get
motivated and you leave and you don’t
make any big decisions about you
changing view this is a waste of an
event and by the way life doesn’t get
easier you as you age it just gets
harder just so you know this this is not
a game problems get bigger when you have
kids later on kids are gonna get married
more people die more issues come up more
financial issues I hope the right group
of people in this room tonight after you
hear the next guy coming up was Cardone
everybody knows him you waiting for him
to come up after you hurt I speak after
heard everybody speak I hope you realize
this the question you get answered in
this place and if you sincerely there’s
two different ways you know the actors
call let me tell you Pat I’m so
committed and this this is not you don’t
need to impress me or anybody like oh my
gosh that really resonated with me I
don’t care it doesn’t matter to me this
is your show tonight but if you leave
tonight changing you and you get clear
on who you want to be a choo-choo train
can’t stop you and by the way people
will look at you differently some of
your family members will look at your
eyes and say why you look a little bit
terminated because you know what’s the
one thing never lies eyes never lie
because eyes move before we lie this is
why the best poker players were glasses
because even the best liar in the world
doesn’t know how to lie to me their eyes
did you understand what I just said
right there this will tell the world
where you go next but I hope the right
people here make that decision by the
way every single time in a room like
this you know how many people are gonna
do this do you really know how many
people are gonna do this maybe five of
you I’m not trying to make everybody
feel good you leave this place oh my
gosh what a great guy Patrick is maybe
five of you this isn’t an astronomical
number here like I’m not trying to make
you feel optimistic leaving this place
it’s five people but those five people
are gonna leave and many many years ago
at one meeting it was a guy named Grant
Cardone on the who yesterday but the
impact is making doesn’t take all of you
to do five of you will do it I just saw
one of those five is you anyways Alberto
thank you so much we’ll bring them had a great time with you guys thank you
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