BOOST YOUR CONFIDENCE – Motivational Speech on SELF MASTERY – Motivation Video

confidence is the main ingredient to
even driving economic markets we even
describe markets with the term
confidence it is for you to learn the
skill of leadership and leadership in
the 21st century is actually a very
different skill than was adopted and
cultivated in the 20th century and if
you don’t change and you don’t adapt and
you don’t evolve your ability to become
a senior vice president or a circle
champion in this organization will be
very very limited learn this skill and
you can rise faster than you ever
imagined possible so what I want to do
is tell you as publisher of success
magazine we are constantly pervading the
landscape trying to look out ahead for
you to figure out where the economy
where the market place where the
opportunities are out in front of us
because our job is to empower and equip
entrepreneurs with the resources tools
insight and information they need to go
out and build successful organizations
and create abundant prosperity based
lives so as we look out over the horizon
of the 21st century I have both good
news and bad news so we are constantly
surrounded with the negative information
of how the economy is bad how our
government systems are corrupt how
gossip and scandal is pervading every
area of our culture and society and the
reality is is that a lot of these are
statistically true because here’s what’s
happening to many families out there in
today’s economy we have a 7.8 percent
unemployment rate and if you calculate
those the way that they did during the
Depression era the statistics are
similar to what it was during the
Depression that means that twelve point
three million families right now are
without an income without a way to
support themselves financially now if
you dig a little deeper into these
statistics
long-term unemployment that means that
people who’ve been without an income for
twenty-seven months over two years
without a financial income to support
their family means that these people are
desperate there’s 4.7 million families
just in the United States in that
condition looking a little deeper here
this also means that there are 2.4 what
are called marginally attached they
don’t put those in the actual
unemployment statistic because these
people wanted a job and they looked in
the past 12 months but they hadn’t
looked in the last four weeks so they
don’t really want a job let’s not put
them in the unemployment statistics 2.4
million families have become so
discouraged to have it looked in the
last month then you add on top of that
those that are so discouraged with the
economic horizon for their family that
they’re not even looking for a job at
all there’s eight hundred four thousand
families in that position a little bit
further this doesn’t even include the
underemployment that means that these
are people who once had full-time jobs
to support their families now can only
find part-time work and as a result they
are underfunding their family’s needs
there’s 8 million families in that
position right now
and here’s what most people don’t know
those jobs are not coming back the jobs
that they were laid off from those same
jobs those same positions those same
technical skills academic training those
jobs in particular are not coming back
because those companies have figured out
how to do more with less they’ve
outsourced overseas and they’ve rehired
their employees as contract workers to
avoid a lot of the other government
issues going on with health care and the
rest of it so that’s the bad news
but there’s good news and there’s very
very good news given what’s happening
economically let’s take a look at the
good news
see it’s difficult sometimes to see the
good news through the bad news because
when these big corporate structures
start failing and you see the Industrial
Age starting to crumble it looks bad I
mean those economic statistics look and
are bad but it’s just like when the
dinosaurs started to die out when they
all became extinct these big animals
that once roamed the earth are
eliminated from the planet that sounds
bad well it’s not bad for smaller
animals who with the dinosaurs gone can
now flourish there are new kings to the
kingdom being crowned and the ones that
were once suppressed now end up ruling
the jungle so here’s what also is
happening within the corporate structure
all these big large corporate
organizations that are crumbling and
unemploy Emilien Xand millions of people
looks like a bad thing but it’s not a
bad thing for the independent
self-motivated self responsible sole
proprietor the entrepreneur the
individual home-based business this is
when the new kings of the kingdom get
crowned you have never had an
opportunity to rise to the top of the
economic and societal totem pole and
anytime in human history
then we’ve got in front of us right now
here today I mean 40 50 years from now
when you’ve got your great grandchild
bouncing on your knee and they’re going
to ask you how all this was possible
you’re going to say I was there I was
there at the right place at the right
time the Industrial Age started to
crumble and in the new age of the
individual soul for fire independent
business owner emerged and I was right
there with the right company with the
right opportunity at the right time
that’s how all this was made possible
so we are undergoing and I’m telling you
as the person who studies this
economically and marketplace wise one of
the greatest economic shifts in all of
human history there’s this great
redistribution and then expansion of
wealth going on right now I’ll give you
this statistics it comes out of Merrill
Lynch here’s the way it’s evolved in the
1900s there are only five million
millionaires anywhere worldwide and then
the progression was 50 years later there
was a hundred thousand thirty years
after that there was a million ten years
after that it doubled and then by year
2000 or seven million millionaires
worldwide and then a lot of people
thought that they missed their chance
because we saw the dot-com bubble we saw
the 9/11 travesty and if you didn’t make
your wealth by then it didn’t look like
economically it was ever going to be
possible again except that by ten to
twenty ten this is expanded to ten
million millionaires so here we are 2013
what is the forecast of the future look
like
just by 2020 the number of millionaires
worldwide is expected to double that
means that that wealth is expanding that
wealth that was usually contained in the
small upper echelon is being
redistributed down the line and then
wealth is expanding up at the same time
as well so there’s never been a time in
all of human history to take advantage
of the economic and wealth forecasts of
the future than it is right here at this
time but don’t get twenty thirty years
down the road and go if I had only
worked a little harder if I’d only tried
if I don’t push myself I wouldn’t be in
the situation that I am right now I’m
telling you now is the time like never
before to work to invest yourself to
grow yourself to become the leader
you’re capable of becoming
[Music]
so it is an unprecedent opportunity for
those who acquire the skills you can’t
just be at the right place at the right
time you just can’t bring your surfboard
out into the middle of the ocean and
just expect that the waves are going to
take you without having to learn how to
paddle and learn how to get up and surf
you know you do that the waves are just
going to crash you into the rocks
you’ve got to develop some skills so let
me tell you why leadership is the most
important skill particularly in this era
of incredibly expanding change even
Charles Darwin admitted it is not the
strongest of the species that survives
nor the most intelligent but it will be
the one most responsive to change so I
don’t care how strong you are or how
intelligent you are it is not going to
be the skill you’ll need going forward
into the future
there are a few certainties in life we
know about right death apparently a lot
more taxes and change and the reality is
this change is now speeding up like
never before let me give you the stats
on this there are several shifts causing
an acceleration in the speed of change
in our society technology knowledge
globalization and the demographic
majority technology this comes out of
Raymond Kurtz wells si the law of
accelerating returns where he says that
in the 21st century we will not
experience a hundred years of change
like it has been for the previous
centuries we will experience not a
hundred years of change but 20,000 years
of change in other words 10x the number
of change that we’ve seen in all of
calendered history then we take a look
at knowledge statistically it’s known
that by 1990 it took 150 years to double
all of human knowledge today one to two
years by 2020 all of human knowledge
will double every 72 days five times of
year
all human knowledge will double
globalization competition for talent
resources attention and sales are no
longer local you’re not competing with
the business down the street or the
other member of your Chamber of Commerce
today you are competing on a global
scale
you can’t just learn to be a leader in
your community in your neighborhood in
your state in your region in your
country you’ve got to learn how to be a
global leader if you want to take
advantage of the economic forecast of
the future and then another huge shift
particularly impacting your ability to
lead is what’s happening demographically
within the workforce so the millennial
generation these are people born in the
80s and 90s are the largest to enter the
workforce in all of recorded human
history then there will be half the
workforce in just four years half of
everybody working will be of a
millennial and when they enter by 2020
they’ll help
they’ll have most of the leadership
roles within our orbit within our
society and at then we’ll have five
generations never happen we have five
generations all working in the workforce
at the same time this is the reason why
the balance and skill of leadership
learning how to lead in these dynamic
environments is going to be a critical
skill and then we’ve also had a new
milestone that was passed last year and
that is where we have more women working
than men in fact the unemployment rate
for men was nine point three percent
last year and it was only seven point
six percent for women and the number of
stay-at-home dads
doubles that means that one out of every
state whole dead yeah that means that
one out of every family that has a
parent at home it’s the father and the
mother is out driving the economic
engine so if you’re going to develop
this skill of a 21st century leader that
is going to be able to lead in these
dynamic and ever fast changing time
let’s talk about what it’s going to take
to build you as
a first-century leader so there are a
few things that we need to focus on here
this morning in a very short period of
time what are the attributes of a 21st
century leader and how do they compare
in contrast to what you’re used to in
the 20th century what are the skills
that you need to develop and hone in
order for you to be the kind of leader
that’s going to rise to the top of this
organization and take advantage of the
economic opportunities how do you
develop a team as a leader what are the
dynamics of team development and then
lastly how do you measure success
because the measurement of success for
today’s leader is very different than it
was for the leader of yesteryear so
let’s talk first off about the
attributes this is not your daddy’s
leadership this is not the way that
you’ve seen witness and probably been
academically educated about what
leadership means it’s a very different
world in the 21st century 20th century
leadership was this an organization a
business was an economic entity that’s
what it was an economic entity defined
by you develop structures you set
control you leverage capital through
period pyramids of hierarchies
performing rigidly narrow tasks with
clear guidelines that’s how you built an
organization where you built a business
in the 20th century in the 21st century
it is no longer financial capital as the
main asset of the organization it is now
human capital it’s the main number one
asset of a business or of an
organization it is no longer economic
competence you don’t need to come in
with your MBA or your degree in finance
to be a CEO or to run a large
organization financial confidence is not
the number one intelligent factor it is
instead emotional intelligence it is no
longer
control about how you manage and run an
organization today it is more about how
you collaborate it is no longer about
hierarchy setting in management
structures in order to run a large
organization instead it is leading
through networks as you can see very
different skill sets attributes and
competencies which is also the reason
why you might recruit somebody that
comes out of corporate America who is
very successful running large
organizations running large businesses
very intelligent very capable very
skilled and they come into this business
and they fail miserably because they’re
bringing 20th century leadership into a
very 21st century business model so it
is no longer aligning an organization
through structures and spreadsheets
rather it is aligning an organization
around meaning and purpose you heard
mark talk about it here before
identifying your reason why identifying
the reason why of the people that you
want to empower to be successful and it
is no longer technical or financial
expertise it is now emotional and
relational aptitude and it’s no longer
about developing followers used to be
leadership is to go and develop
disciples develop followers today 21st
century leaders are about developing
other leaders that can adapt quickly to
all these dynamically changing times
your competitive advantage how fast you
will rise the senior vice president how
fast you will become a circle of
champion is all predicated on this one
factor how fast can you grow and develop
leaders
and if you can grow and develop leaders
faster than the person sitting next to
you faster than anybody else in this
room you will rise to the top of this
organization faster than anybody else
not how great you could become it’s how
great of leaders you can cultivate and
develop so let me give you the
game-changing mindset shift that will
help you undo this 20th century
leadership mindset here’s what a leader
is not to try to root out some of those
previous conditionings
a leader is not a boss or manager the a
boss tells you what to do and everybody
hates the boss probably one of the
reasons why they’ve come in and join you
in this exciting adventure is that they
hate their boss the last thing they want
you to do to them is to imagine yourself
as their boss so a leader is not about
leaders not also a manager who tries to
use incentive so we’ll give you an iPad
if you can exchange this level you know
you do really great you can ring the
bell and we’ll give you a trip to the
movie no no you’re not a manager in this
business managers are we need a leader
instead models the behavior they want
done a leader does it themselves first
they’d never ask others to do what they
are not willing themselves to do first
that is a very different attribute than
20th century leadership so a leader is
by example now this is one of the most
basic principles of leadership you’ve
heard it a thousand times
yet I witnessed that it is one of the
most violated principles of all those
that wish to be leaders they ask others
to do something that they have not done
yet themselves to buy something they
haven’t bought to bring people to
meetings that they aren’t bringing
people to meetings meetings to all these
requests that they’re making of others
that they are not doing themselves first
so a Boston a manager prize from behind
where a leader pulls from up front let
me give an example so Dwight
Eisenhower’s with his generals during
World War two when they’re planning
d-day and the attack on Normandy and the
whole bit and he was frustrated with it
with his generals it was like let me
tell you how to lead how do you lead an
army and he took out a piece of string
he says an army armies like this piece
of string here he says if you try to
lead it in from behind you try to push
it from behind it will buckle up on
itself and it will not advance he said
in order to lead an army you have to
lead it from the front and pull it
forward and then they will line up in
unison same thing when it comes to
leading your organization you know push
it from behind you lead it from up front
leader step out front if you’re going to
lead you have to be first you have to
press forward in the new territory break
new ground cut the path a Boston manager
divided and delegate responsibility
whereas a leader takes responsibility a
Boston manager says you go hey you go
out and do it you know you go out and
talk to people you go out and prospect
you go out and get people on the
conference call you go out and bring
people to the meeting a leader says
let’s go
leaders do what scary leaders do what
others are not when things are when
people are scared when they’re confused
when they’ve lost hope that’s when
leaders take the helm and carry everyone
forward leaders set the pace the speed
of the leader is the speed of the pack
so here’s the deal
people do not go as fast as they can
they don’t work as hard as they can they
don’t strive to the peak of their
potential they don’t go as fast as they
can people instead go as fast as the
leader if you want to change the
dynamics of your entire organization and
their productive in their attitude and
their attitude the only place in which
to start trying to affect change is
picking up your own
a Boston a manager uses fear and
punishment to try to drive change in the
organization where a leader uses
aspiration servitude and empowerment
roster I’ll put it this way lead and
inspire people don’t try to manage and
manipulate people inventories can be
managed with people must be led a boss
and a manager helps see people as they
are this is where you’re at let’s take
an assessment let’s do a 360 360 review
of where you’re at where a leader helps
people see themselves better than they
are Brian Tracy put it this way
leadership is the ability to get
extraordinary achievement from ordinary
people you’re going to recruit a lot of
very ordinary people in your
organization who can end up becoming
extraordinary leaders who could rise the
top rank to this organization if you the
leader see the extraordinary potential
in what is seemingly an ordinary person
it is easy to be a boss in a manager you
can go to school and learn how to be up
off in a manager but it takes real skill
and character to be a leader and you
can’t learn it in school
75% of people consider themselves in the
top 10% of leadership ability do you see
anything wrong with that math so
people’s perception their distortion
field imagine that they’re great leaders
but yet for the most part might not
necessarily be so let’s talk about
developing the right type of leadership
mindset or put this way only one man and
a thousand is a leader of men and the
other ninety 999 follow women according
to Groucho mark so your personal
leadership ability is the number one
constraint to what you can achieve in
the 21st century if you want to take
advantage of these economic time of the
wealth proliferation going on right at
our feet in this moment this is the
number one skill in which to develop and
you have a hundred percent reality as
soon as you step into the role of
leadership as soon as you enroll your
first person and now you are their
leader here’s the deal here’s what you
signed up for you own 100%
responsibility for the outcome of your
organization it’s just like this like it
or not what happens when a company gets
in trouble when a large company gets in
trouble what do they want to do to try
to fix it they want to fire the CEO what
happens when a team a professional
football or basketball team starts
losing what do they want to do fire the
head coach exactly what happens when a
country is not doing well I mean you got
extent in Congress get all these people
involved in the process but a country
stops doing though what do they want to
do they want to out the president
because here’s the deal
leadership does own 100% responsibility
so if you’re going to step into the role
of leadership know you’re taking the
outcome of your organization on 100
percent you own it
if it’s to be it’s up to you
as Napoleon Bonaparte said there are no
bad soldiers under a good general so
building a 21st century leader here’s
the question I want to answer for you
how do you get the people you want to do
what you want right
is it that essentially what’s stopping
you from rising the top ranks of this
organization how do you get the people
you want to then do what you want so let
me answer those two questions for you to
do that you need to pose two questions
to yourself here’s what they are number
one what attributes do you want in
somebody that you enroll into your
organization what kind of character what
kind of attributes if you could build
the perfect IBO what attributes would
you want them to present– give me a see
me a couple of examples motivated
persistent disciplined integrity
committed strong work ethic humility
okay here’s what I want you to do I’ve
got a worksheet for you when you text in
for the slides you’ll get this worksheet
as well I want you to make a laundry
list of all the things that you want in
the perfect IBO because here’s the deal
if you don’t know what is it you want
you won’t know what to go out into the
world looking for so I want you to write
down just do a brain dump on a piece of
paper all the attributes you want in the
perfect IBO and then I want you to roll
them up into the top 12 you could design
your perfect recruit these are the top
12 attributes that I would want them to
have get really clear about this this
would be one of the greatest recruiting
advances that you could have if you get
clear about the attributes that you’re
looking for that’s question number one
then question number two and an even
more question important question is do
you have and demonstrate those very
attributes are you committed are you
disciplined do you have work ethic are
you humble do you have integrity do you
demonstrate
passion in your everyday communication
so what you do is you take this sheet
and then based on the attributes of what
it is that you want to the right grade
yourself in a scale of one to ten of
where you’re at on each of those
attributes and so if you want a personal
development plan if you want to become a
greater recruiter which means one that
attracts birds of a feather then for you
to attract people of those attributes
you need to become a person of those
attributes so you’ll know exactly where
to go to work on you so that you can be
the kind of leader that you want in your
own organization so the key question for
you ultimately comes down to this if you
had a chance to sign up all over again
and you could pick anybody in this room
to be your sponsor anybody of the tens
of thousands of people in here you could
sign up with anybody would it be
somebody on this front row would it be
somebody you know within the crowd that
you’ve met that you really admire the
answer to the question needs to be would
you want to be sponsored by you
because if the answer is welcome maybe
not then we have identified your
leadership problem because nobody else
wants to be either so until you figure
out what it would take for you to pick
you to be sponsored by then you will
develop the kind of person necessary to
attract people just of that type of
quality Jim Rohn put it this way you
want to be a leader who attract quality
people the key is to become a quality
person simple as that John Quincy Adams
one of the forefathers of all that we’ve
got here said if your actions inspire
others to dream more to learn more to do
more and to become more you are a leader
and then lastly is one of the other
great leaders of history Winston
Churchill said I no longer listen to
what people say I just watch what they
do see behavior never lies don’t listen
to people watch them so what is the
number one action what I want to do is
try to boil all these things that you
possibly could be doing as a leader and
boil it down to the most essential to
give you something to truly just focus
on when you leave and go back to your
market place on Monday what actions you
need to take in order to rise to become
a 21st century leader so to answer this
question I’m going to ask another great
leader of our time mr. art Williams
matter of fact was the leader of an
organization that Gregg provenzano came
from before founding ACN but art
Williams you’re not familiar with him
was a former high school football coach
that was his qualifications to be a
leader that was his resume high school
football coach ended up building an
organization of 225,000 licensed agents
in the insurance business became the
number one individual life insurance
seller that was more than number two and
three combined they sold more insurance
than Prudential and New York Life
combined built a 93 point five billion
dollar
little IBO business okay he’s going to
tell you the number one action you need
to take as a 21st century leader let me
have him tell it to you in his words do
it and do it until the job gets done and
then they talk about how great it is to
be somebody they’re proud of we need
leaders in America who can do it if you
want to become somebody do it if you
want to go and finish for yourself do it
if you want to accompany independent do
it I hear too much talking these United
States everybody can talk a good game we
need people in America who can do it I
know all over this country with Al waves
and I have people say are do you channel
me wonderful just do it or I can t this
is my line last stop I’m gonna win now
SuperDuper
just do it alright if I could just have
one good month to get the ball going I
know I can make it big super just do it
hard if I can just pay off this debt I
could really go gray just do it hard if
I can just say on the house do it but
how they fellas do it anyway
ha I’m not making any money what can I
do
did you just do it I do what are you do
it and do it and do it bar and y’all win
this contest
SuperDuper just do it over the phone now
watch my smoke great just do it
I don’t make it so bad I can taste you
what I do if you just do it
chart of a vice president now can I quit
doing this no hard I don’t know if I
keep on keeping on I really hurt when I
do you just do it and do what are you do
it and do it and do it all my life I
want to be somebody important what do it
is all right I will save money so I
don’t have to go through this again
Freddie just do it oh I feel like I’ve
had enough training what I do you just
do it hard you don’t give me no help
what I do if you just do it hard you
don’t understand I was pissed too
everything in my former company you
don’t be out of time to start off that
any part do it do you if you really got
to do it ah I was the primary difference
between winners and losers the one at
the winners do it they do it and do it
and do it and do it a tough job get done
and then they talk about how great it is
to finally achieve something you need
and I’m glad they are they didn’t quit
like everybody else and I want to
Matthias apply to be so far they’re
prouder and make a difference with their
life thank you
[Music]
so if we talked about the number one
action let’s now talk about the number
one quality of a leader what is the
number one quality of a 21st century
leader so we could boil it down to one
thing for you to focus on here’s what it
is
continent confidence is the main
ingredient to even driving economic
market we even describe market with the
term confidence right do we have market
confident is there consumer confidence
so if you are a leader the one thing
that you want to be buting into your
people at all times demonstrating
showing exemplifying is steadfast
confidence a leader is one that
unearthed confidence out of others to
become more than they are to illuminate
the path for others to journey forward
farther than they even thought possible
by themselves and so now let me give you
the number one gift the number one gift
of a leader that can go around giving to
those people that you are ultimately
going to cultivate in your organization
there’s one thing when you’re talking to
somebody on the phone when they come
into your meeting you’re talking to them
in the hallway you know you’re taking
them out to lunch you’re on a three-way
call if there’s one gift that you can
give them at every turn this is the one
gift and that gift is hope what people
want from their leaders is hope a hope
of a better tomorrow I hope that it’s
possible I hope that they can do it I
hope that they that you believe in them
matter of fact the leader of our country
right now bases entire campaign on this
single word hope why because that’s the
one thing people want from their leaders
is a sense of hope that tomorrow is a
better day than today so at every turn
in every conversation and every
interaction with your people the one
thing you always want to instill is hope
Napoleon Bonaparte put it this way a
leader is a dealer of hope that’s all
they do is they go around and dispense
hope to all the people around them at
every turn so now let’s talk about
building the skills chiseling you out of
the granite so that you could become the
David of a great leader amongst your
community amongst your state amongst
your country amongst your tens of
thousands of organization-wide senior
vice president circle of champion
organization what are the important
skills to develop number one is
recruiting and enrolling the number one
job of any leader is to go and recruit
the best people to be on your team
because it comes down to this businesses
are not products or inventories or
transactions or P&L statements or
balance sheet and bank balances
businesses are simply people people
helping people inside of any blue chip
company inside of any great brand all
there is inside there are just people
who have the same fears hopes desires
dreams you know are scared of worried
about the same things the rest of us are
serving other people who have the same
hopes dreams desires scared and worried
about the same things that we are it is
just people serving people and it comes
down to this the best businesses in the
world have the best people period
that’s how it happened how do you
develop the best organization the world
you go and get the best people how do
you develop this world championship team
you can when you get the best people it
starts with getting the best people
selection is 95% of the process now I
want to change some of your recruiting
behaviors as we go through this
recruiting an enrollment skill building
process selection is 95% of the process
part of the process one great person can
now perform 3 good people and in this
type of the business one great person
can outperform League of good people you
find one article attano you find one
mark isaac you find one of these great
people here and they will change the
dynamics of your organization forever
one great person as Jim Collins said the
single most important thing you need to
do is to pick the right people and then
keep them there’s nothing more important
than this in the role of leadership
Stacey here’s how to save you tons of
headache and heartache great people are
not trained they are found I remember
had lunch with the the chairman of
Marriott and I stayed in one of his
hotel properties and we met down in the
restaurant and when I got there for
lunch I asked him I said man how how do
you train your people to be so friendly
I mean everybody that I came in contact
with no matter whether is the front desk
staff or the janitorial staff they were
so friendly he said we don’t train our
people to be friendly we just hire
friendly people and I thought wow
you know train yourself your people to
be disciplined you know train your
people to be hard-working train your
people to be passionate you’ll train
your people to be committed you just go
out and find committed people passionate
people discipline people hard-working
people that my friends will save you
tons of headache and heartache you can’t
make chicken salad out of chicken you
know right no much faster way in order
for you to build a dynamic organization
is go on find dynamic people here’s what
people are looking for so if you’re out
there saying what do they want how can I
attract them here so that they see a
better hope for their future right here
with us here’s what people are out
looking for and it’s very different than
probably what it is that you’re out
promoting and this comes from Brad
smarts who wrote the book top grading
this is what people are looking for in a
professional business environment number
one they’re looking to work with great
people the reason why people are
attracted to work for Apple work for
Google work for you know Facebook some
of these other dynamic companies because
they want to go and work with other
really great people people is the number
one attracting force for why somebody
joins one organization over another and
the great asset that you guys have in
this organization right here is you have
amazing top talented passionate
incredible people not only at the top of
your organization with the four founders
and their incredible management team I’m
talking about right here in the audience
you have amazing people and what people
want to do is they want to be around
other great people that should be the
number one part of your recruiting
script you could be a part of a group of
people that are amazing that a great
that are going for that are doing
amazing things in the world you can join
us and do this great work together
that’s number one is people
number two is challenge they want to do
something exciting they want to think of
it they want to go on a journey they
want to be part of an adventure they
want to be part of a mission something
that’s important people are looking for
a challenge that’s number two
number three they’re looking for an
opportunity there are too many jobs out
there where there’s there’s nowhere to
go once they join the organization
that’s it they want to know that there’s
an upside that the stage is available if
they work hard enough and stay committed
they can to be here that’s number three
number four is growth they’re looking
for personal growth Who am I going to
become as I get up and go and do this
every day do I like Who I am Who am I
becoming do I feel like I can grow here
that’s number four and number five this
is after tens of thousands of people
been researched and studied number five
what they want is money but it’s fifth
on the list of five things that they’re
looking for so the question I ask you is
how does your recruiting script read is
it maybe backwards are you going out
there talking about the money that could
be made here this supplement to the
part-time income or you know what great
financial freedom is available here
because if you are you are appealing to
the least interest aspect of what people
are looking for instead talk about the
amazing people talk about the great
challenge the great cause the great
adventure that you have here the great
opportunity for an upside to become
somebody to stand up here and be arm in
arm with the circle of Champions
rearrange your recruiting scripts and
this is what Steve Jobs says that he was
looking for whenever he sat across the
table from somebody else he said when I
hire someone really senior competence is
the ante in other words look you’ve got
to be intelligent that’s table stakes
they have to be really smart but the
real issue for me is are they going to
fall in love with Apple
because if they fall in love with Apple
everything else will take care of itself
so when you start talking to somebody I
want you to start thinking is this the
kind of person who could fall in love
with ACN who has the kind of DNA the
kind of personality the kind of heart
the kind of spirit who could fall in
love with what we’re doing if you don’t
think that’s part of the equation stop
talking to them because that for you
should be table stakes before you invest
your heart into somebody else’s heart so
let me just clear up one of the things
that I hear so often it’s like what do I
say if I’m out recruiting what do I say
what’s my script what if they say this I
got this objection and how do I come
back with this and what do i lead with I
pick up the phone what do I was the
first thing I said I say let me give you
the the recruiting script of the
greatest recruiter in all of human
history has built the largest
organization that exists today
this was his recruiting script you
follow me now
I’m no genius but that seems like a
pretty crappy script as far as I’m
concerned right but it wasn’t what he
said it was who he was he is emerson put
it you want to be the kind of person
that who you are speak so loud people
can’t hear a word you say see I have
some people in my life that if they said
you follow me in this investment in this
project you know to this event I would
say absolutely I’m in because they have
that kind of credibility I trust them I
because of who they are
they say you follow me I follow suit and
as some other people in my life that if
they said you follow me no way no how I
don’t care what the brochure said how
great the video was how dynamic the
meeting is I am NOT following no way no
how and has nothing to do with the
brochure meeting or video it has
everything to do with the one who would
asking this is the same thing that will
show up in your own recruiting efforts
not what you say it’s who you are behind
the words who you are behind the words
is more powerful than the words that you
speak so let’s talk about how to become
more powerful in this process be the
message you bring you don’t attract what
you want you can’t go out and attract
all these attributes of people that you
want you only attract who you are in
reflection we communicate with feelings
not words now when you start talking
about what’s the script when you talk
it’s not the words that you speak its
the feeling behind the words so let me
give you an example let’s say that
there’s this house that’s up way back up
off the street and is a long pathway
that leads up to the front door and then
there is a fence that goes around it and
you have to make a delivery and get a
signature and if you don’t your career
is at stake you have to get this
delivered and get a signature your life
depends on it so you walk up to the gate
and on
Gate is this big sign beware of dog and
you can’t see over the fin now you get a
little nervous so you open the gate you
peer your head and looks like the coast
is clear
you get about four or five steps in and
then from over the left corner of the
house you see the head of a giant
Rottweiler and you freeze and it starts
charging at you and you go booking it
for the for the front front gate and it
just nips your heel as you finally get
your foot free from the gate now you’re
going what am I going to do I’ve got to
get to the front door but now there’s
this dog between me and the front door
well up comes this little girl with
blonde pigtails and she’s licking a
lollipop and she goes in the same gate
and go skipping it up the walkway and
the dog is doing what licking her heels
all the way up to the front door
same vicious dog very different outcome
why because dogs like humans communicate
with feelings when you went in you
communicated fear which meant danger dog
attacks when the little girl went
through the front gate she communicated
joy and Cheer and the dog responded
accordingly by licking her heels all the
way up to the front door see we to
communicate with feeling have you ever
been talking to somebody and you just
know they’re lying I mean everything
they’re saying sounds fine but you just
know they’re lying right because it
doesn’t have to do with what they’re
saying it has to do with the
communication of feeling that it’s being
transferred so we communicate with
feelings not words you cannot convince
somebody of something you are not
convinced of yourself first you cannot
sell something you have not bought
wholeheartedly yourself first don’t go
out and try to sell the essential
services of ACN until your house is
fully hooked up with all the essential
services of ACN I mean for crying out
loud why would you try to sell something
you’re not even
sighing because you will communicate
that feeling and unless you fully bought
in that this is what you’re doing you’re
staking your claim you’re building your
future on the rock of ACN you will be
senior vice president until you have
that conviction you will not be able to
convey that conviction that hope and
promise to somebody else so you fully
first need to buy it wholeheartedly then
you could come from the position of
being able to communicate that
authentically so what is the most
attractive feeling that you could
cultivate up inside yourself and I will
say that it is in fact passion this
feeling of passion I’m not talking about
exuberant crazy enthusiasm no I’m
talking about this confident sense of
passion this fortitude that this is what
you are doing this is who you are this
is where you’re building your future
passion so let me tell to you how Jim
Rohn taught it to me he said you know
words are like a little straight pin you
know those those great pins and an
immense dress shirt you know it’s pinned
together by all these little straight
pins you know it’s but this is this big
he says you could take a little straight
pin and if somebody’s standing about
three or four feet away from you you
could throw that straight pin and it’ll
bounce off their cheek and they’ll feel
it but it will really it won’t really
affect them those are what words are
like he said now I could take that
little straight pin and I could wire it
to an iron bar now I can take that
straight pin and I could drive it
through your heart the iron bar is the
emotion you put behind the words when
you put the proper emotion behind the
word now you can drive the message of
what you’re trying to communicate
through someone’s heart so the words are
the straight pin the emotion is the iron
bar so let me give you some recruiting
game-changing mindset shifts here so
that you could become a better recruiter
in your own path forward turn this four
little word
of self change this word from cell to
help when I was in real estate back in
the early 2020 not the early 2000 you
about the space cream I remember I sat
down with one of my mentors and I was
we’re talking about how it’s trying to
build my business and trying to create
more sales and he says well let me see
let me see the list of people that
you’re talking to and so I I brought up
my prospect list and my prospect list at
the top that hit list and he says well I
could tell you what your problem is
right now I said what should hit list
who in the heck wants to be your next
hit if you’re going down this list
thinking that this is your next hit
you’re obviously going to be pushing
people away from you instead crossed it
out and and and right these are the
families that I will impact next and he
said when before you call them I want
you to imagine that family this family
wants to buy a new home they want to
raise their family in a safe environment
where there’s great school they want to
get out of this cramped environment and
upgrade to a new home where they could
get their children into better schools
where they can they can they can grow
their family in a comfortable
environment I want you to think about
their fears their hopes what they’re
worried about what they’re scared of and
then pick up the phone and call them and
talk to them about your services think
of how you can help people not how you
can sell people and when you change that
mindset I’m telling me people will be
much more responsive to your message
when they genuinely feel that you’re
trying to help them not trying to sell
them focus on what you can do for them
versus what they can do for you and they
will do almost anything for you when
people get a genuine understanding that
you’re there to help them they will open
up the door to their lives wide open for
you
famously Zig Ziglar the Great Lakes TIG
Ziegler put it this way you can have
everything in life that you want if you
will just help enough other people get
what they want
instead of just hearing that as a
motivational term make it a mantra of
your behavior in the marketplace if you
could just help enough other people get
what they want
you don’t have to worry about success
you’ll get all that you want yourself
turn this this word of get what can I
get what can I get from somebody else to
give what can I give to someone else so
whatever it is that you want I want you
to figure out how you can give that to
somebody else do you want more strength
then help somebody else to find their
strength do you want more courage you
feel like in order to go and talk to
more people or to be a better leader you
need to bolster your courage the best
way for you to bolster your courage is
to go encourage someone else if you feel
like you want more confidence go help
somebody else find their confidence if
you want more love go give love to
somebody else if you want greater belief
in yourself help somebody else find
greater belief in themselves if you want
more hope for your future go help
somebody else have hope for their future
whatever it is that you want in life
figure out whatever your goals are and
then go figure out how you can go help
help somebody else find those things for
themselves and in turn communicate to
connect see in this world of technology
we’re communicating all the time but
that is very different than connecting
tweeting and facebooking and emailing
that is not connecting that is simply
just communicating it has its purpose
but do not mistake that for connection
and you will need connection to recruit
you will need connection to lead not
communication it requires face-to-face
heart-to-heart
the reality is it only takes about a
dozen or two relationships for you to
find yourself at the highest levels of
our society you can ask
Warren Buffett Bill Gates Richard
Branson or Oprah Winfrey their whole
success path has probably come down to
about a dozen or two very important
relationship figure out your dozen or
two very important relationships and
don’t communicate with them don’t keep
in touch with them on Facebook connect
with them face to face heart to heart
that’s where human beings get it done so
now we talked about recruiting let’s
talk about sorting and upgrading people
to positions of leadership here’s one of
the biggest mistakes you’ll make as a
leader
let me prevent this for you right now
some of you probably have made this
mistake up to this point let me help
prevent it going forward working with
the unwilling wanting it for others more
than they want it for themselves
huge mistake grandiose waste of time
energy love and energy and passion
placed into the wrong place care about
those that care if you read my book the
compound effect the dedication that I
wrote to Jim Rome was this one thing
that he taught me which was talk about
things that matter to people who care
don’t talk about things that matter to
people who don’t care and no talk to
people who care about things that don’t
matter
talk to things talk talk about things
that matter for people who care as Jim
Rome put it he said you must learn to
work with those who deserve it not just
those that need it life responds to
deserve not need you all heard of the
80/20 well right 20 people do 80% of the
production one an organization like this
in a an 80/20 it’s more like ninety five
five and I’m being generous five percent
do ninety five percent of the production
so I’m telling you you as a leader you
only work with the five percent oh but
how do you manage an organization of a
hundred percent let me give you the
secret
by the way I’ve done with you which
you’re in the business of doing I’ve
built an organization in a business like
this to a hundred thousand
representatives I know what the dynamic
difficulties are in trying to lead an
organization like this and the pulls on
your time and attention and all the
people who want to who want you to work
with them and want to take your time and
energy so let me show you how to
separate this factor how do you do it
you work with the top 5% of your
producers one-on-one mano a mano face to
face heart to heart you invest in the
cultivation and the development of their
of their talent more and more and more
and then you work with the ninety five
percent in group so if somebody’s a
member the ninety five percent they come
to you with the questions it’s a great
question
wanted to join the conference call and
will address that issue on the
conference call hey you want to work how
do you work that hey go to the Saturday
training we’re going to be talking about
that thing as a Saturday training you
don’t spend your precious time as a
leader with the ninety five percent you
spend your precious time with the five
percent now I’m not talking about five
percent of society I’m talking about the
top five percent of those who are
committed those who are passing those
are interested those that are doing the
things necessary to become successful
those that have invested in the
commitment Jim Rohn put it this way
leaders must understand that some people
will inevitably sell out to the evil
side don’t waste your time on wondering
why spend your time discovering who and
then separate your time accordingly
scare away the weak not everybody who
comes in should stay scare away the weak
and whining by the weak I’m talking
about those with weak commitment with
weak discipline with weak passion with
weak heart for what it is that you’re
doing here when anybody would come in my
organization a brand new personal
recruit once they sign up I would say
why would I want to work with you
[Music]
convinced me why I want to work with you
and then I would ask them four core
commitment here are the 10 core
commitments it takes to work with me if
you don’t want to commit to these 10
core commitments I can’t work with you
my time and energy my goals my
aspirations are way bigger than is
necessary to work with somebody who
can’t at least commit to these core
commitments you should have the same
standards set for yourself by the way
that was the same standard when it was
me and my first recruit when it was me
and my one hundred thousand and one
person in the organization as a leader I
suggest that you work with fewer people
deeper and provide more training to
those great leaders that you’re
cultivating your organization so let me
give you what I think is the art of
networking and this is how you no matter
what on a scale of 1 to 10 where you
think you are starting you can go out
and recruit 10 even if you’re a 3 on a
scale of 1 to 10 in your leadership in
your capability how you can go out and
recruit 10 so it doesn’t matter who you
know because see we’re all six degrees
of separation and that was before
LinkedIn I think now we’re one or two
degrees of separation promote anybody on
the planet anybody that you want to
recruit you can get to if you learn the
art of networking so let me show you how
this works how to convert 3 to the 10 so
let’s say you are a 3 you’re starting
out as a 3 how can you possibly attract
a 10 as I told you people are only going
to be attracted to the likes qualities
well how can you possibly recruit a 10
if you’re a 3 here’s how you do it you
go out and you’re going to recruit a 3
you’re going to recruit a 2 and then
you’re recruit of 4 so all of a sudden
now your time and attention is dedicated
to that 4 it’s you mano a mano with that
for now what happens when a 4 get
started they’re going to go out they’re
going to recruit a 3 and then we’re
going to recruit a 4 and hey
they might recruit a 5 now it’s you
and the five working mono e mono
hand-in-hand now the fire goes out
starts recruiting they’re going to
recruit another five a six whoa a five
can even get up to a seven now you’re
like Eureka seven now again we’re not
talking about title of previous career
financial income or economics we’re
talking about a seven in terms of
commitment a seven in terms of passion a
seven in terms of part of who they are
what they want to do with this brand
adventure call ACN so now it’s you and
that seven you’re not relying upon the
five or the four to teach the seven
you’re jumping down and working
hand-in-hand with a seven now the seven
goes out and recruits finds another
seven another seven eight now it’s you
and the eight working hand-in-hand the
eight goes out recruits another eight a
seven a nine
you’ve got a nine on your team you do
not rely on everybody in between you to
go and work with the nine you jump down
shoulder to shoulder arm and arm and
work with the nine and now a nine will
recruit another nine another nine ten
you now have a ten frontline on that
team that you work with personally now
it only takes two three four five of
these for you to become supremely
successful four unit of having one of
those fancy cars that’s parked outside
of the Westin one of those Rockstar
watches that I see a lot of these guys
wearing here it only takes a couple of
few of those ten and again we’re talking
about a ten of commitment passionate and
energy by our napoletana these two well
talk about people that have the resumes
of running blue-chip corporations here
we’re talking about people who have
passion and energy and want to do great
things
they’re tens you find your ten arm and
arm it does not have to come front line
the front line is just the doorway to
the rest go down and find your ten and
now you’ve got one in that team that’s
how it works
Dave Ogilvy who is one of the great
advertising goobers put it this way if
each of us recruit people who are
smaller than we are we shall become a
company of Dwarfs
but if each of us recruits people who
are bigger than we are we shall become a
company of giants that’s how you create
an extraordinary team no matter where
you think you are on the scale of one to
ten and one person just one person can
light it up for your whole team for your
whole organization can make the
difference the entire speed of the group
you ever watched a cycling deal where
they’re all in a peloton they’re all
they’re all going at the same pace and
then one guy breaks out and then the
whole peloton works like a dog to try to
just catch up to that person and if you
have a particular race or that is as
faster than the rest of the group you’ll
find that the whole speed of the race
will speed up it’s kind of like a dog
pack if you’re out you know on a snowy
mountain you need one lead dog one
strong lead dog because the rest of the
dogs will fight to just keep up same
thing in your organization you want to
go and change the dynamics your
organization you want to speed up your
organization go find one great recruit
throw them in the middle let them run
and the rest of your organization will
speed up just to try to keep pace we’re
talking about keeping pace in attitude
keeping patient behavior discipline and
productivity now let’s talk about team
development how to develop a team
[Music]
Jack Woltz put it this way before you’re
a leader success is all about growing
yourself when you become a leader
success is all about growing others how
do you grow others here’s where it
starts it starts with you so there’s old
famous story where a mother took her
child to go see Gandhi and said Gandhi
will you please come my child to stop
eating sweets
it’s killing and stop eating sweets and
Gandhi says come back in six months
mother’s confused six months go back she
brings her child back in front of Gandhi
does Gandhi we please tell him to stop
eating sweets Gandhi says to the child
my son stop eating sweets and she says
well why did it take six months for you
to say that she says because six months
ago I was eating sweets it starts with
you the development of leadership starts
with you so the last piece on this
worksheet that I’m giving you is take
the team that you’ve got take the team
you’ve you got and evaluate them on the
scale of one to ten with all the
attributes that you wanted your
organization if you want to figure out
how you can help your people don’t just
go on how can I help you I’m here I’ll
be honest a LeFort really want you know
when you want to talk to somebody I’m
here to help you how can I help you
that’s that’s that’s not helpful figure
out what they need from a development
standpoint that will help them become a
greater leader what you’ve decided what
the attributes that you want as part of
your organization now rate them on a
scale of one to ten on each of those
attributes where they are week you know
exactly where to go to help them raise
them to tens on all those attributes and
you will build great leaders let me give
you some development game-changing
mindset shift for you here turn tell
into show don’t tell people what to do
don’t tell them how to behave or what
kind of discipline or how hard to work
show them instead
don’t tell people to have guests at the
meeting show up with your own guests at
the meeting don’t tell people to have
people on the conference call show up
with your new people to the conference
call do not tell people to make
three-way calls do three-way calls one
of the best three Records you could do
is to take your brand-new recruit and
then somebody else you’re trying to
recruit and three-way in your brand-new
recruit and say hey you just saw this
you just decided to get involved why did
you decide to get involved tell this
other person was thinking about the same
thing and the greatest thing that will
come out of that is your new recruit
will have been trained how to do exactly
what it is you want them to do by doing
yourself first do not tell people to be
positive to work hard show them how
positive you are show them how hard
you’re working demonstrate that which
you want others to do people do what
they see not what they hear people do
not want to hear a sermon they want to
see one instead there are too many
hypocrites in society people are tired
of hearing other people tell them what
to do they want authenticity do what you
want others to do be what you want
others to be and you should only teach
what you believe and you should not
teach what you don’t practice this is
one of things that disturbs me about the
person development industry there are a
lot of people teaching people about
things that they do not practice
themselves if I’m not doing any one of
these attributes I cannot stand up here
and talk to you about it I can’t talk to
you about your good health I can’t talk
to you about your good relationships if
I’m not stewarding those very same
traits and attributes myself do not
teach others which you’re not practicing
yourself either because it is monkey-see
monkey-do your actions
responses behaviors and attributes are
always training people around you here’s
the one image that I want you to get in
your head
you are always on stage as you sit there
right now you’re on stage people are
watching how closely you’re paying
attention are you on your phone are you
taking notes you are on stage when you
walk down that hallway
you’re on stage when you’re having lunch
with others you’re on stage people are
watching you your organization will
model your behavior so where they’re
looking for clues is what they see not
what you go around telling them that
need to do turn talk into listen stop
talking as a leader stop talking and
start listening as Richard Branson said
if you are a good leader you are a good
listener that’s what he said that was
fast make fewer statements and ask more
questions set of telling start asking
here’s how it works do you want to draw
people out your job is to find the hopes
dreams and desires of your people and
then help them don’t talk about your
goals your ambitions your aspirations
what you’re going to do how you’re going
to do this for your families find out
what their goals and hopes are what
their dreams are might be very different
and if you want to find the core of
their motivation figure out what they
want and you’re only going to figure
that out by asking shutting them out
opening the ears and asking questions
because the great core of their
motivation lies when you discover their
hopes dreams and promises and whenever
they’re down and out all you have to do
is to remind them of just that thing one
of the great leaders passed away year or
two ago great John Wooden says I remain
convinced that compassion sincerely
caring for your players and maintaining
an active interest in their lives
concerns and motivations is one of the
most important qualities a coach or a
leader can have and when you get
somebody started let me give you another
quick little tip to developing your team
when they first get started load them up
fast like there’s no time as to sort of
sit around and think about this
you know get yourself you know ready to
get ready no no load them up fast
because the speed in which they start
will be the greatest indication to the
pace they will take for the rest of
their career so you want to get people
started really fast and then create a
culture of personal development as Jack
Wolfe says the most important job you
have is growing your people developing a
culture of personal development is the
ultimate competitive advantage how do
you do that set the pace integrate it
into your communications and it comes
down to this again I started with this
and I want to remind you of this
ultimate competitive and your
organization comes down to one single
imperative imperative
your ability to grow and develop your
leaders faster than your competition Jim
Rohn put it this way learn to help
people with more than just their job
don’t just help people become great in
ACN help people become great help people
become great fathers become great
mothers become great neighbors become
great members of the community and you
will have to become great people in ACN
and then lastly recognize and reward
they gave you some game changing
mindsets just here
don’t seek prey don’t seek the limelight
don’t seek to give your own testimonial
instead keep praise Mary Kay Ash put it
this way there’s only one thing more
powerful than sex and money and that is
praise and recognition people work
harder for praises and they do raise it
what you appreciate appreciate key point
here there’s perhaps no human need more
neglected in the workplace than feeling
valued if you want to give them a place
where they feel something different than
they’ve ever felt anywhere else they’ve
ever been helped them feel valued
feeling important this is important the
food as food the need begins at birth
and never goes away the need for
significance in our work is a
manifestation of our inborn hunger for
meaning in our lives help people find
their meaning in their role here I think
this is also Mary Kay Ash you said
people go around with a big giant sign
that says I need love no matter what
their barking no matter what they’re
spewing out or what objections they’ve
got or even the anger that’s coming out
all they’re saying is I need love forget
listening to what they’re saying and see
the sign and figure out how you can help
them feel loved and everything else will
change and then don’t forget to have fun
Richard Branson says one of the keys to
the success of his Virgin brand is that
fun is infused in everything that they
do and then last let me just give you
the measurement of success how to
measure your success as a leader because
it’s very different in the 21st century
than it was in the 20th century back in
the 20th century it was like this guy
signs up new person in the organization
right you sit down them for a little bit
of a getting started training first
thing you do is pull out this big
portfolio book you open it up and you
have this big beautiful mansion so you
see this big mansion on the hill here
says it’s 8,000 square feet custom-made
Italian marble throughout millions of
dollars of paintings on the wall on the
back boarding here is a nine-hole
executive golf course over here to the
right is a vineyard
did you pull up to the circular driveway
there’s custom-made fountain and in on
the driveways all these exotic cars
rolls-royce Ferraris Bentleys the rest
of it he says here’s take a good look at
this if you come here and you work hard
and you’re committed and you work day in
and day out someday all of this will be
mine and that’s what a lot of people
communicate to others when they bring
them in the organization you work really
hard so that I can have success that’s
not a 21st century leader instead it is
not about your rank advancement I want
you to reorg your goals whatever goals
you set for 2013 and instead of writing
down the rank advancement that you want
I want you to translate it now what rank
advancement are you going to help others
get put their name and the rank
advancement instead of having a goal of
how much money you want on your
commission check I want you to reorder
your goals to what amount do you want to
appear on your people Commission check
instead of figuring out what title you
want figure out the titles you can help
others get instead of figuring out what
how you can accomplish your dreams your
goals find the dreams and goals of your
people and make it your goal to help
them accomplish those dreams and goals
be known for what you allocate versus
accumulate we take this famous line of
John F Kennedy we give it a twist ask
not what your people could do for you
ask what you could do for your people
old proverb says it this way he who
wishes to be great let him find a way to
serve the many and in the end your
success is dependent ultimately on other
people’s success anyway so stop
investing yourself in your own start
investing yourself in others and you’ll
find all the success that you need
[Music]
as a leader for the 21st century
consider that position of privilege a
privilege to be able to lead other
people’s lives lead them to a better
future see it also as a responsibility
that you take very seriously you are
influencing the future of other people’s
families lives take it very seriously
see it as an opportunity for soulful
fulfillment for you to do great work in
the lives of others and it gives you the
highest reward yes you will be given
many riches for building an organization
of success but the greatest reward will
be the soulful fulfillment that you get
for helping other people improve their
lives and the ultimate test is the grade
on your check will equal the number of
lives that you’ve influenced now because
I consider this a very serious topic for
you to grow in I would love to have my
mentor the one who helped me become a
great leader give you the final word on
becoming a 21st century leader to make
one final solicitation of you as you
walk out of this auditorium and you go
back to your marketplace you go back to
your organization I like Jim Rohn to
give you one final tool we did this
program together I felt like Natalie
Cole with her father who never got a
chance to sing with her father it was
too late he had already passed away
while I never got to do a program with
Jim Rohn so what we did instead is we
went through all his archival library I
wrote down every question I ever wanted
to know from Jim on leadership on wealth
building on communication on persuasion
on you know being a great leader and I
ask those questions and then we went
through all of his lifetime of our Kyle
archival library and then we found his
answer we created an interactive
dialogue which is kind of like Natalie
Cole singing with her father
singing unforgettable we now have this
lessons of a lifetime program that Jim
and I have put together that I think is
extraordinary you know as I was going
through some of the archival footage
this is one of the things that we’re
putting into volume three
Volume one out but it was so great and
it’s what I would want Jim to tell you
right now so I’m going to let him tell
to you in his words
[Music]
first question is one of the major
questions of the world why why should
you try
I read that many books why go that far
wire and that’s much why share that much
why learn all that why get up bed early
why put yourself through that time why
try for all that good question why one
of the best answers to why is the second
question why not what else are you going
to do with your life why not see how
many books you can read how far you can
go how much you can earn how many
friends you can make how much
personality you can develop influence
you can have how many things you can
accomplish how far you can go and what
you can see why not
you got to save your TV go why not
the third question is why not you why
not you some people have done the most
incredible things with limited start so
as Jim asked of you why not you let me
give you some perspective only twelve
people get on the cover of Success
Magazine a year me tell you how they
started Richard Branson started with
dyslexia start with the student magazine
Greg was a poor performer in school Tony
Hawk was actually diagnosed with severe
hyperactivity the child was tested
psychologically Mehmet Oz was born but
to immigrant parents from Turkey in
Cleveland Ohio
Mark Cuban was his grandparents were
firm Russia he started out as a
bartender and he was fired from her
first job as a salesman selling computer
software as a job that he had before
starting broadcast.com susie orman was
born in the south side of Chicago her
mother was a secretary her father was a
chicken farmer Steve Jobs was born to to
university students who gave him up for
adoption to parents who never went to
university general colon Powell was born
in Harlem to to immigrant parents from
Jamaica who was a solid C student
why not you as winnie-the-pooh put it
[Applause]
you are braver than you believe you are
smarter than you seem and stronger than
you think
don’t be afraid to be amazing
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you
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