what I want to talk to you today about
is like how do you get to that next
level my whole life whether I was doing
well or doing very poorly which I have
I’ve always wanted to know how do I get
to that next place okay how do I get
myself individually is an individual to
that next place how do I get my business
to the next place how do I get other
people to the next place so when Alex
says that he stole my guy it’s true he
did and I admire him for being a
predator today what I want to talk to
you about is how to dominate and not
compete the truth is the fact that Alex
could take one of my guys doesn’t make
him a bad guy
it makes my system weak I shouldn’t
resent him because he grabs somebody out
of my organization who Rauf for him
would you agree shame on me for having
not having the holes of the Lynx tight
enough of my organization that this guy
wouldn’t leave me it’s not his fault
it’s not alex fault it’s my fault so
look at my life I mean what I’m gonna
give you for the next 50 or 60 minutes
look if you want to get rich you want to
be really successful when I say rich I’m
not talking about money I’m talking
about a rich life freedom time with
family choices get to do what you want
you get to move where you want go where
you want do what you want I’ve lived in
Los Angeles California for 10 years I
was in La Jolla California for 12 years
before that I left Texas zero-percent
state income tax to move to California
was willing to pay the 10.3 I was fine
with the 10.3 now they want to take it
to 13 and I told Jerry Brown if you
raise it to 13 I’m leaving I’m gonna
pick up my family I’m gonna pick up my
business why because I’m free I’m free I
get to roll baby I get to do what I want
go where I want that’s why I’m doing
business for myself I’m not trapped I’m
not a slave
you’re not gonna handcuff me so I’m
gonna go where it’s friendly where
people are supportive where it’s good
for me and my business in my family
and the people that work with me and
where it’s good for me and I would
expect it that’s why you got in business
for yourself right look if you want to
be in business for yourself and free you
must learn to dominate you cannot
compete ok how many were trained this
competition is a healthy thing that
message was not being delivered to
entrepreneurs that message was being
delivered to consumers
there was somebody saying look the more
more oil companies we have the better
because it’s good for the customer right
the more technology companies we have is
not just Microsoft the better for the
customer and intermittent inventions and
you know improvements and products comes
from competition but if you’re the one
playing the game you want to dominate
the field would you agree
let’s say I’m playing a football game or
a basketball game or a baseball game I
want to be on offense the whole time
right if I owned banks I’d want to own
every bank I’d want the New World Order
I’d want to dominate planet Earth ok how
many of your room have an iPhone how
many in the room have a phone that looks
like let me see where’s my net I never
let go of my phone ever you know why
because this phone is a prospecting tool
this prompt phone is a way for me to
stay in communication with millions of
people this is not a phone anymore right
when Steve Jobs got into the business of
printing phones do you know what his
company told him Stevie don’t do it do
not do it stay with your iPods bro leave
the phone alone ok
he’s like I’m gonna make a phone so sexy
young other story I’m gonna make a phone
so sexy though people will want to lick
the buttons off the phone how many of
you have an Apple product an iPhone how
many of you’ve licked your phone ok most
of you in a room bought that phone in
the last five years
you bought it through the single worst
contraction in the history of the United
States and you spent five hundred bucks
on it plus the hundred and a quarter you
spend every month right you got about
two thousand dollars wrapped up in a
phone and you haven’t even considered
you paid for that phone and you don’t
use it you don’t use it properly
and I’m telling you if you don’t have a
piece of technology like this it’s
impossible for you to dominate
impossible if you this is called a smart
phone if you don’t have a smart phone
what kind of phone do you have that
would be a dumb phone right now me I got
a dumb phone I got one Ozio blackberries
all I can do is email with it do you
want it you want this thing to do
everything you want this thing I want to
be everywhere all at the same time
that’s freedom okay so look I want to
talk to you about domination not
competition and I don’t want to talk
about you dominating other people
physically I want to talk about
dominating space by using things like
Twitter and Facebook and LinkedIn
Google+ and blogging and becoming an
expert in your field
to where when somebody thinks about your
business your picture comes up if that’s
not happening you are gonna blame the
marketplace the marketplace will will
deliver pain to the people that compete
why because they’re all competing and
then there’s this one guy way out in the
lead
he doesn’t compete right that’s where
you want to be that’s how you have to
think now okay you’re in a new economy
how many believe this this economy the
one you’re in right now is extremely
fragile filled with tremendous amounts
of uncertainty how many agree with that
okay how many agree also come 2013 when
this election gets handled whether it’s
mitt or whether it’s mr. Barack Obama
whoever it is okay how many believe they
got their hands full
we haven’t even solved the debt problem
yet okay
you think this thing couldn’t roll over
again I’m here to tell you it can and
you know who’s gonna who’s gonna feel
the pain the people that compete who
will cherish that moment but the people
that dominate space why because people
that dominate like contractions people
that are extremely well versed well
trained you know if I’m training for a
ball game right I’m the best trained
team I like a muddy feel I like it wet
I like their I liked ice on the field
would you agree
cuz mother my competition
is not as well-trained I want to
dominate space I actually look for
opportunities of contraction trust me
folks in your lifetime you’re gonna see
another contraction more severe severe
than the one you saw in 2007 more severe
is that scare you
scares me it scares me enough to say hey
buddy you got to better get busy
I was 51 years old when Lehman’s
collapsed okay let me see is that right
knows 49 years old when Lehman’s
collapse I had never written a book in
my life it was on Thursday afternoon
Lehman’s it had been made clear that
Bear Stearns and Lehman swerd unn okay
on that day I’m sorry I started writing
a book by Sunday I was finished with
this book I wrote the chapters between
Thursday and Saturday okay on Sunday I
started writing the book in three hours
it was finished this book is about on
that day I wrote all people on planet
Earth became sales people when Lehman’s
collapsed because money wasn’t available
anymore who did well how many people
just got wiped out of real estate the
pretenders did write the guy that was at
Pizza Hut and now you got in the
mortgage business he can’t make seven
hundred grand any more Kenny Church says
he never deserved the 700 seed the
marketplace will always discipline
people that aren’t prepared success
loves preparation it loves it it admires
it it just flows money back to it
success loves preparation and the
marketplace will discipline those that
are just stuck in the pack so today I’m
not gonna talk to you about dominating
your market or even dominate your
competition but I want to start thinking
about how are you dominating yourself
like what do you think the number one
thing that most of us have our attention
on every day and one of the things one
of the things that makes these
conferences so beautiful is you get
pulled out of some of that noise out
there would you agree who do you think
your number one competition number one
problem in real estate today is yourself
okay who else
who else could it be say again
absolutely the people around you anytime
I have production stall in any of my
companies the first thing I look at I
don’t look for talent I look to get rid
of people first thing I do every time
who can I get rid of I’m looking for
somebody to freaking kill I need to get
rid of somebody you know why because I
push with so much force into my universe
into my businesses whether it’s buying
real estate apartments whether it’s it’s
pushing rents up whether it’s doing my
seminar business my book business I
pushed so hard that if I’m not getting
results all the time somebody has to be
pushing back somebody in my organization
actually has to have the intention
conscious or unconscious to hold me up
the first thing I’m gonna do is start
getting rid of people okay who is it who
is it I’m looking for the I’m looking
for the the cancer in my organization
you know you talk about people dying
from disease look people die from
negativity every day they just got to
wait 80 years to make it official how
many of you know negative people how
many the room had been negative before
you have been negative you know why
because the number one dominating force
on planet Earth is the media it’s the
media the media 800 TV channel spew
negativity on to the American public in
every other country on planet Earth they
they just puke it on you oh but I watch
Fox good they puke it Fox and they do it
MSNBC it’s just you’re in agreement with
the puke I got some conservative puke I
got some liberal puke right and you got
Stossel in the middle he’s like okay I’m
I’m just a independent puker
the puke is puke would you agree just
because you got used to it all I liked
O’Reilly puke I liked Hannity’s puke I
use every one of the news channels if
you’ll see me on TV doing news one day
okay i don’t i don’t watch news i make
news see the shift you see the slight
shift don’t watch the news decide when
you leave here today to make the news
right you don’t read the newspaper you
write newspaper articles
you don’t read books ya read them but
learn to write them and you know that
you don’t need to take for it you don’t
need to spend a lifetime right in the
book this was three hours okay we still
40,000 copies that is one book and it
was self-published it’s never ever ever
been in a bookstore a guy writes me says
man you got misspelled words all in that
book i’m like yeah yeah well so what
where are they
123 128 134 165 120 I’m like yeah yeah
and bad grammar too I’m like yeah what’s
your point dude I don’t know what’s your
point man why you keep telling me that
he’s right cuz man you got misspelled
worked in a book it’s a best-seller
bitch
okay so we did a best-written okay you
know what I’m not now this warped bitch
just so any nobody under think that
that’s a cuss word the word bitch look
it up in the dictionary means a complain
or a whine or an excuse maker I wear a
little ban on my pin here on my wrist
here it’s a little black band and it
says champions dominate and on the other
side don’t be a little bitch
yeah that’s right because I don’t need
it I need to get rid of the whiners the
excuse makers oh my god it’s the market
it’s the market oh my prices oh you
venturi okay now I’m much good there’s
too much inventory now – a little
inventory you human beings have so many
excuses it’s unbelievable you know why
because you watch the news too much
because you’ve agreed to receive news
not make news
so when Lehman’s collapsed I watched 25
years of hard work either either
dissipate and I’ve done everything right
everything okay
conservative never used high leverage
I put sometimes I’ll put 40 percent or
50 percent down on the deal everything
cash flows from day one I didn’t do any
of the stuff all the problem makers did
all the over leverage the Dedinje all
the builders that have never been
disclosed it really created this problem
it wasn’t the banks it was the builders
bringing product to the banks
born 115 percent building product that
couldn’t be sold yet making up actual
buyers for the product okay I didn’t do
anything wrong yet was that caught up in
it all my assets gets frozen I got a
bank that I owe 42 million dollars to
the bank goes under new bank comes in
they don’t know me they’re like hey
let’s go right cuz my loans maturing
values had gone down and I’m sitting
with my wife saying oh my god
I got four businesses and they’re all on
stall engines died what does this mean
grant my wife’s an actress okay what
does this mean I said baby this is the
biggest opportunity of our lifetime
it’s the biggest it’s the monster okay
now here’s the problem with it you’re
gonna 40% let then you’ve seen me before
okay you’re not gonna see me much
because I’m gonna go out into the
marketplace right now and I am gonna
literally cover up this is my moment to
expand into the marketplace while
everybody was doing what what was
everybody doing for three years
all of them retracted okay this is my
moment to cook to dominate not compete
so that’s really what I want to tell you
about today I want you to walk out
thinking man how do i dominate not other
people how do I start dominating my own
self my own time if you know what day it
is you’re not busy enough okay oh man I
can’t wait till Friday
dude I don’t what what is it right now
you should know it’s Monday you should
be busy you should be but grant sunday
is the Lord’s Day it’s the day we take
off you need to reread that whole deal
God created the universes in six days
and took a break okay everybody’s stuck
on the Sunday okay you forgot about the
party did before that I know people
taking Saturdays and Sundays up and they
didn’t create anything all week
true or not true look I hear about the
unemployment numbers every day I said I
sure wish they talked about all the
people that are employed that don’t
deserve a job because there’s millions
of those still in the marketplace and
the next time we get another contraction
those people are going to get fit
delivered pain that’s what the
marketplace does man it basically
disciplines anybody that refuses to
discipline themselves
it’s the correction so look here’s the
deal I might be wrong in what I say okay
I might be wrong in the things I do in
my life and the business that I started
my families told me not to start every
business that I’ve been involved in
every one of them every one of them was
a risk everyone on my hand to take a
chance I remember my mom used to tell me
I wouldn’t do that if I were you I
wouldn’t do that if I were you I
wouldn’t do that if I were you I’m like
mommy you wouldn’t do anything well you
wouldn’t do anything except be the
mother a great mother to five children
my mother was an entrepreneur she didn’t
have my dreams just because she’s my mom
doesn’t mean she dreams like me would
you agree okay my mom was wrong about
everything she told me not to do love my
mom to death okay
unbelievable friend of mine she was
wrong I needed to do those things okay
Steve Jobs needed to build this phone
would you agree did he help a lot of
people did he make some money while he
was doing it
119 billion dollars in five years in the
bank cash I’m not talking that probably
I’m talking about
in the end done in the bank sitting
there okay
brings a great product to the
marketplace domination or competition
total domination coca-cola competition
or domination total domination okay
Exxon total domination you see what I’m
saying you want to be in a dominating
point okay so what we got to do is we
got to get you thinking we got to get
you thinking like the dominators think
how do they act how does Warren Buffett
act what does Warren Buffett do with his
time all the time those are the people I
study today I don’t study the people
that I went to school with the teachers
I went to school with I don’t even study
my own family members okay I’m looking
for people that are way up here that I
could say hey what are they doing
because they’re doing it right my dad
dad we was 52 years old my dad worked
his whole life to provide for five
kids and his wife and he did his job and
then he died that’s not the program I
want to get on is that the program you
want to be on my dad dad his treat he
bought his dream house nine months
before he died he leads to ten-year-old
boys one of me I’m a twin
two ten-year-old boys never got to enjoy
us I never got to enjoy him why cuz he
works so hard with no concept of freedom
he was he had a good job he made some
money but he is basically imprisoned in
his thinking that work is hard it is
this difficult to compete would you
agree Real Estate’s difficult how many
agree is difficult and when he gets good
what happens everybody comes into it
right and then you’re like what’s this
guy doing it okay what’s this guy doing
right now so I look to surround myself
with people that can dominate people
that are certain okay people that know
what they’re doing people that are in
control so when I say I’ll be uncertain
I might be wrong I might be wrong about
it would you agree like I’m leaving
California I might be wrong but I’m
certain in my wrongness somebody said
how do you know how do you know you’re
gonna like Miami look I’m going far we
made a decision I’m going to Miami I’m
moving to Miami like Miami once you go
try it out no need to try it out I’m
committed of course I need a realtor
okay no offense but it’s a dumb question
why would you ask me do I need a realtor
do you think I don’t need a realtor no I
got the Internet I mean really really
those are the things you’re asking out
of an old economy you got to change some
of your kids you got to think different
Austin Texas I don’t own anything in
Austin one year ago last October I’m in
in exchange out of California I find a
piece of property on the internet it’s
called nominally no apartments in Round
Rock Texas anybody know that property
property’s been on the market for 10
months it’s two hundred and forty two
units it cash flows right now it’s great
property ten years old I called this guy
the king
of Austin commercial real estate Charles
Grant Cardone from Los Angeles
California I want to buy round rock yeah
sure
this guy’s the king he’s a legend okay
but you see all legends have this cycle
where they legend and then they lose
interest and they keep coasting as
legends and then what happens they’re
not running the game anymore they’re not
they don’t want to dominate there
they’re resting on yesterday’s laurels
they’re not reading anymore they’re not
studying anymore they’re not coming to
conferences anymore
right they’re not in the game anymore
they’re not preparing anymore I’m
listening to the phone call okay because
I think everything I think is in terms
of domination everything every phone
call them on every email I’m looking all
the time for that moment where I can
seize an opportunity like like like Alex
did was stealing some of my people okay
okay a true American he is I like that
about you Dave
okay see that’s a guy I could trust
that’s the kind of guy I’d want to be
important partnership with not somebody
I wouldn’t trust why cuz he’s aggressive
dude he’s the winner that’s why you came
I don’t I don’t want to be around people
hey you rest in you’ve been working so
hard my god man when you’re gonna take a
vacation I mean get a little break you
know my assistant said you need to get
some rest I’m gonna get to hotel when
you read I into Orlando tonight I’m
gonna get your tail I’m like hey man I
don’t need a hotel I asked you for a
hotel don’t be still hey you don’t know
if I’m tired or not you’re tired you go
get some rest I’m fine how many of you
not you never if you ever seen anybody
die from work I want to see your hand
you ever seen that happen
ain’t gonna happen to you people are
dying every day they don’t get burnout
you don’t get burnout you lose your
purpose you lose your purpose you lose
your meaning when I’m tired I look at my
purpose what’s my purpose okay what’s my
purpose
oh my games not big enough my games not
big enough my games not big enough I’m
not interested anymore right so here I
am limits collapse it folds up I got
real estate tied up okay I start blowing
these books out every six months I’m
right in the book and then I start
expanding back in the marketplace with
real estate I started looking for
opportunities in real estate I called
this Charles to car guy up I’m like hey
that 242 units in Round Rock I wanna buy
it this is what he tells me I’ve never
sold anything to anybody in California I
said we’ll do we’re gonna go in we’re
gonna go ahead and break that up for you
okay you’re not gonna be able to say
that you guys are too difficult to work
with I’m like dude I’m the easiest
clothes you will ever get in your life
what am i doing right now
he’s like look the seller wants full
price product products been on the
market place for 10 months I don’t tell
Charles it’s been on the market for 10
unup tell Charles it’s overpriced
this is what I tell Charles I’m gonna
buy it I’m gonna close in 30 days I’m
going there tomorrow I’ll be there
tomorrow I’m gonna plane tomorrow would
you at least drive over there and meet
me okay it’s 2,000 miles for me and it’s
probably 18 miles for you
I’m gonna pay full price for our Charlie
okay it’s gonna be the easiest deal you
ever did in your whole freakin life okay
I guarantee I’ll get a loan or I’ll pay
cash for it which you would you meet me
tomorrow please what am i doing right
now huh
I’m selling him I’m not the same begging
this is begging Charles please please
Joe please Joe Charlie Charlie Charlie
please please Charles I’m selling
Charlie right now what a buyer has to
sell to get a loan I gotta sell the bank
you guys aren’t in real estate you’re
businesspeople and every business person
has to sell you show me one business
doesn’t have to sell the day Steve Jobs
died they called him everything inventor
genius world changer being the universe
they called him all these things not one
tweet and there was hundreds of
thousands of tweets not one tweet said
Steve Jobs master sales person but
that’s what he was why cuz in America we
have this disdain for selling we have a
hate a dislike you don’t even put it on
your business cards do you oh I
can’t put that on there no no I’ll call
myself anything but a sales person right
you tell me somebody that’s not a sales
person what do you think what happened
if you go to India you go to Mexico or
you go to China and I walk in a room and
say I am a master salesperson I know
everything about a sale I know as much
about selling as a neurosurgeon knows
about the brain I know when somebody
says budget it’s over our budget
I actually know that that means they’ll
go over their budget you don’t know that
you don’t know that you don’t understand
what somebody says they have a budget if
you really break that down you’d
understand that they’re actually saying
I bought from everybody except you
and that’s why I put a budget in place
I’m trying to control my urge to
purchase so when somebody says to me but
it’s more money than we planned on I’m
with you sound right there it won’t be
the first time all right you’re right
let’s do it the products too much money
do you hear that objection you knew that
before you called me and you still made
the phone call let’s go see you today
okay
I’m selling a piece of real estate in
and I’ll come back to the Round Rock
story my house is being sold in
Hollywood every realtor in town told me
it was too much money every ruler is too
much money they said I was an idiot they
said I was stupid they said he’s insane
okay the person that’s gonna buy my
house is gonna be a billionaire it
doesn’t matter a million dollars here a
million dollars there it doesn’t matter
right
does he overpay for everything we’ve got
this more thirty nine billion dollars
does he overpay for stuff huh what do
you think every day so why shouldn’t he
overpay for my house what’s the
difference man come on bro it’s just
money let’s roll
but but selling my real estate in
Hollywood doing the doing during a tough
market I have to keep the realtor sold
you got to stay certain how do you know
it’s overpriced Alex were showing you
numbers today you were wrong but for the
last 30 years
right Miami you can’t buy anything in
Miami
they said they had 10 years of condo
stock in Miami dude they got two months
a condo stuff stock or less okay
if you look at the prices in Miami they
are straight up in vertical it’s the
hottest real estate market in the
country you got people from Argentina
Brazil coming in you got people from
Russia and Europe and France saying this
is cheap
this is steal see people in the
neighborhood never changed the market
you know why because they’re looking in
the rearview mirror how many of you
drive a car next time you get in your
car I want you to pay attention to the
windshield okay it’s that big the
rearview mirror is about that big I
could take my rearview mirrors alger
come out of my car because I have all my
attention up in front of me the other
thing is I go extremely fast so I don’t
have people on the side of me I’d rather
the ticket I want to get there quick I
value my time do you write so this
Charles sir car guys like oh my god you
you’re gonna come out here you really a
bar have you looked over step did I’ll
pay the full price I’ll do the deal and
what I realized was Charles Sekar was
the wrong broker to list this property
he was doing this to everybody he wasn’t
doing it just to me okay I bought the
property paid full price closed on a
Thursday put it back on the market to
fall on Thursday for eighteen point six
million dollars closed in three months
for eighteen point three and I paid
sixteen this happened six months ago in
Austin Texas
tough tough market to buy a product in
would you agree multifamily product D
quality lot of institutions could look
at that kind of product it’s big enough
okay look you got to get in the game to
dominate the game you got to look for
every opportunity how many believe
you’re missing opportunities right now
they’re coming past you they’re there
they’re you gotta you got to get in the
game you can’t be in a newspaper you
can’t be on TV you can’t be watching
Anderson Cooper to his little tight
t-shirt and he comes out and thinks his
big news I’m like dude everybody knew
come on bro okay
biggest problems biggest problems okay
number one biggest problem is
uncertainty it’s not competition it’s
not the banks it’s not leverage it’s not
competition it is uncertainty you’re
uncertain if you’re uncertain I’m
uncertain would you agree
you get uncertain I don’t know if I
should do it or not number two obscurity
I don’t know who you are if you don’t
know who I am and that’s what I told
Alex I said let’s do the video I don’t
think we did the video did we yeah we
did the video okay people have to know
who they’re doing business with if I’m
obscure and you don’t know me okay
you’re Lehman’s collapse nobody knows me
so I write a book I write this book come
out with it six months later write a
book on closing a deal okay
but we published that book we talked
about it this book comes out if you’re
not first you’re last I’m talking about
it this is in one year three books okay
if you’re not first you’re last is a
book about how to literally get people
to not forget you okay that becomes a
New York Times bestseller and then I
come out with the 10x rule this outsells
every other business book in in airports
now why am i writing books
there’s no money in books folks why
would I write four books the average
American reads one book a year why would
I write books
so again notoriety I’m trying I’m trying
to cover up space these are losers I
lose money selling books okay
Oh that’d be great yeah this is chaired
by the way give Jared a big hand okay
Jared help me win some money last night
playing blackjack we dominated okay
these people dominate what look around
this look around this place can we get
you something to drink
can I get you cigarettes why are they
doing that they don’t want you leaving
the table
can they get you insurance I got some
insurance for that 16 dude look if they
offer it to you in this town don’t take
it why am i doing this because I want
readers to know me
the average American reads one book a
year the top CEOs in America read book
five books a month 60 plus books a year
yeah you want to be in the game read I
buy books I’m not I don’t care about the
30 bucks the book costs you know what
I’m looking for I’m looking for
$1,000,000 every book open I’m looking
for a million bucks okay I quit looking
for $10 I did that when I was a kid I’m
looking for millions now I’m looking for
a million dollars how many believe this
is much work to work for $10 as it is
for a million it’s the same amount of
work man same amount of rejection same
I’m not uphill it’s the same amount of
okay so you just changed the
target okay if you were homeless and I
was going to coach you out of homeless
the first thing I would tell you is not
to change your clothes not change your
location just change your ask the ask do
you know can you give me a hundred
how about a hundred man just a hundred
man how many believe he’d be better off
at the end of the day if he was asking
for a hundred rather than a quarter just
to change the amount you asking for do
you see what I’m saying you know when I
go into an organization I want to do the
easy stuff not the hard stuff I don’t
want to change the guys clothes his
location and everything I just want to
change one little thing so today I’m
telling talking to you about man change
what you’re reading every day change
what you’re reading change the influence
of your giddy a guy gets this book we
heard this last night he’s on the audio
version of this book he goes from thirty
thousand a month in income to 80
thousand a month in income in one month
he’s been on the program for four days
okay
he’s like oh my god man I scored the
first the fourth day I was on the
program he starts listening to again
everywhere he goes he’s listening to
this audio program all of a sudden it
changes the way he’s thinking about how
much action he has to take it takes ten
times the amount of activity phone calls
emails it takes ten times just to purse
through noise would you agree you’re
trying to get people’s attention because
you’re in obscurity with them hey can
you meet me tonight he’s thinking about
picking up his daughter tonight you’re
in obscurity he doesn’t know who you are
yet so if you want to get successful a
couple things you got to do you got to
get certain how many of you agree with
that okay that doesn’t mean at this
conference this weekend that means when
you leave here man what can I cover
myself up so that I’m certain number two
how do I get out of obscurity how do I
get people to know me everybody here
should write a book everybody in this
room should write a book you should be
writing blogs you should be tweeting
every day okay twitter twitter and in
facebook
these are not new things these are
prospecting tools these are tools that
cost nothing
and for those of you in the room have
have kind of like just said I don’t have
time for social media I got a business
to run
anybody ever heard anybody say that I
don’t have time for Twitter I’m running
a business into the ground okay just
just just to crash some old beliefs okay
just so you see what this this does I’m
gonna take a picture of these people
over here okay and just tell me
anybody got a second hand on their watch
tell me how long this takes a watch okay
sorry
let’s see how long that take ten seconds
two hundred and twenty three thousand
people will see that tweet I don’t have
time for Twitter no you-you-you you’re
competing and not dominating you’re not
using the tools available to you they’re
free Facebook and Twitter or your
friends LinkedIn is your friend you need
to understand them you can’t delegate
this okay you don’t turn this over one
of your people your office there’s not a
person in my office they can come to me
and knows more Facebook Twitter Linkedin
communicating because I could have a
social media person who doesn’t know how
to communicate would you agree he knows
all this fancy stuff about Twitter but
he didn’t know how to market on it you
know how to get a tip on it you want to
get attention you’ve got to get out of
obscurity with people the third problem
you have is they’re not thinking about
you when they go to pull the trigger
yeah I knew you were in real estate how
many had this situation they didn’t you
to list your house because they forgot
about you oh my god I forgot how many
had that experience you failed on number
three they weren’t thinking about you
when they were ready to pull the trigger
and number four because you lack
persistence it’s very difficult to be
persistent particularly if you’re living
in a in a in a thinking that I’m gonna
try once I’m gonna try twice I’m I throw
three times and that’s it
it’s gonna take way more than three
times would you agree
my wife watched me call one man 15 times
in three days without a return phone
call she’s like how many times you gonna
call him I’m a calm until till we talk
my god I’m like it worked on you it
worked on you I meet this were you ever
seen an ugly guy with a beautiful you
ever seen that yeah how did how did he
do that that is impossible
how many seen that before okay I met my
wife the first night I moved to Los
Angeles I met her I knew immediately I’m
like that’s my wife right there I’m
gonna marry her she’s gonna have my
children guarantee I know for sure I
called my mom hey I met my wife tonight
you’ve been out with her not she doesn’t
have anything to do with me okay what’s
my job now I got a cellar I don’t need
to date her I got a cellar
I called her twice a month for 13 months
without a return phone call if you ask
my wife ask her their story if you ever
meet her great chick 13 months man twice
a month not one return phone call okay
her friends are like grant you got to
quit calling her man this is like
bordering on stalking I’m like it’s not
stalking if it works if it works is it
stalking
no it’s marriage okay I need to stay
interested see this is what people did
they set a target you remember when you
were a kid and you set targets or a big
giant had nothing to do with reason they
were giant right and then you had some
difficulty getting to it and somebody
said what did your goals are unrealistic
you need to drop your goals down and add
40 years and end up with nothing
certainly not couldn’t grew it with your
potential how many believe you have more
potential than you’re going for right
now dude it’s way up here it’s it’s
beyond what you’re going for so you want
to set it here I want to set my targets
up here I never lower a target never
ever that’s my target I’ll fail on my
target my whole lifetime I might fail on
that target but I won’t let it let it go
so when I when I first started buying
real estate I used to write this down I
own ten apartments own 10 plus
apartments it’s all about his apartment
own 10 Plus apartments own 10 plus
apartments and ten plus apartments first
deal I ever bought was 38 units about 38
100 apartments I just changed my number
I don’t know hundred its next deal about
was 40 next deal about
evany next deal I bought was 250 I’m
let’s go I got to stay interested I got
to keep my targets up here I got to keep
changing that target so I’m you did I’m
not talking about talk success money
accumulation about keeping interested in
my potential it is my duty it’s my
obligation it’s my response was I guess
you can hear the problem oh I just want
to be sure you guys know okay I would
say to you that it’s your duty your
obligation and your responsibility to
fulfill your potential and that that’s
actually what success is success is not
money success is I’m gonna get this
chick to marry me right I’m gonna get
I’m gonna get her attention what was my
problem
uncertainty okay let me X that off dude
I’m certain she’s the right one okay she
is the one okay good now how do I get
over to security with her thank you how
do I get Elena okay how do I get Elena
to know me excellent job give this man a
big hand okay
a big come on man let’s go
now you gotta practice enthusiasm okay
[Applause]
that was good that was good that’s good
if you do that with him what do you
think the customer when a customer calls
guy calls me on the phone hey man can
you handle do you have any short sales
sir did somebody tell you to ask for me
do you know how powerful that line is do
you know powerful that opening line is
you have no short sale inventory nothing
zero it’s been going for 90 days you got
anything that’s that just being short so
anything up in the bank did somebody
tell you to ask for me would you just
say to him your guy right you didn’t say
you had any product you said I’m your
guy I can help you you think we had a
bankruptcy two years ago did somebody
tell you to ask for me enthusiasm wish
enthusiasm at oh yeah it’s in your
living room you watching Jennifer Lopez
on American Idol that’s where it say
that you left it right there oh she was
so good dude what are you doing man what
are you doing you know what most people
are gonna spend more time in their life
working than any other single thing and
not being successful man work is good is
it unbelievable particularly when you’re
women right me having to work for my
wife is good for me right or wrong okay
she don’t want to go out with me saw a
lower my target let me go get an 8 okay
that didn’t work let me get a 6 whatever
that is right okay let me get a 4 all
right I’ll just go to a strip joint
that’s why most guys no offense ladies
but that’s one girl
they had girl they want because they
take shortcut use too many quick options
when you be you gotta be totally
committed everybody agree you got to be
completely uncertain you want a million
dollars you want two million dollars you
want five million dollars how much money
do you want how much success do you want
how much notoriety do you want you want
a New York Times bestseller why can’t
you have everything open I’m 65 so what
man Colonel Colonel Harland Sanders made
all his money after he was 65 years old
he wasted the first 64 years okay I got
a little girl a little girl I have this
baby we have two babies right now both
of them born at my house we don’t go to
hospitals I go to the doctor my wife’s
pregnant is she really pregnant my god
I’m so excited I know I did that grant
what hospital y’all going to do we going
to a hospital she’s sick she’s pregnant
why would I bring her to a place with
sick people that’s just dumb grandma you
gotta bring her to hospital
no I don’t you got to come to the house
to help me I didn’t go to a hospital
have sex with her I didn’t start a dairy
and go finish it there baby
grant you don’t know anything about
having children dude I don’t know
anything about most things I did the
first time but you know what I’m certain
we ain’t going to hospital it’s not
complicated she’s young enough she’s in
good shape I got a decent head on my
shoulders don’t show me what to do we’re
gonna do it to house I am NOT gonna have
the single most important single moment
of my life
robbed by hospital cuz I get a third row
seat and I get to hug a vending machine
the whole time cuz they kick me back to
the curb and say get back there buddy
we’re the professionals I want to be
involved see what I’m telling you
everything in life the phone calls the
phone calls whatever you’re doing do
what is happening get involved in your
business or you will be disciplined
again
and it’s gonna be ugly and it’s gonna be
painful for a lot of people a guy says
you know grant I hear you talk about
money a lot a lot and you know I just
want to tell you money won’t make you
happy
I said yeah what’s your point dude your
point is you ain’t got any money
that’s why you’re giving this dumb
advice cuz being broke won’t make you
happy either
okay I tried the experiment I went on
the experiment
how many been on the broke experiment
were you happy were you like oh my god
this is good look if you took five
million dollars out of the marketplace
and you made five million dollars from
Planet Earth would anybody know an event
took place would anybody know anything
happened would you do good things for
that money good how many believed to
work for five million is gonna be the
same work for fifty thousand same
process same involvement
look you’re occupied either way okay so
if you’re not sure of your value if you
think you’re worth 80 grand you’re worth
80 grand
would you agree if you think you’re
worth 150 grand you’re probably worth
150 if you think you whatever you think
you’re worth if you’re not sure of your
own value your own goals and what you
want the world will never reward you of
what you want your value and your goals
never it won’t happen
can’t happen I got to remind myself
every day what is my value in the
marketplace what are my goals in the
marketplace what am i worth in the
marketplace okay what do I deserve in
the market I deserve those 242 units I
deserve to make money on those 242 years
I deserve to sell this house and make a
profit I deserve to be able to move to
Miami I deserve this woman I deserve
these two kids I deserve to have my kids
learn to swim rather than putting a
fence around the pool
because I don’t want to fence around my
pool I hate the fence just teach them
how to swim man dominate the kid put the
kid in the pool every day okay
she’s three days old I’m dunking her in
the pool every day try this try this try
this try this okay she’s not crying the
moms crying
the babies the gay is cool dude I’ve
been in water for nine months whatever
right my daughter is one year oh I can
throw in the pool walk away at one year
all can walk away she could swim the
entire length of the pool it’s three she
can swim it underwater I know I got we
got friends that are eight years old
that they get around the pool and
everybody’s freaked out the point is
what dominate whatever you want you got
to commit all the way in and think in
terms of domination not a spectator you
don’t want to be a spectator folks
spectators pay players get paid believe
you look at the word up believe this
isn’t a web subduction area okay you
probably have one of those if you don’t
have one at your house you can certainly
google it it’s gonna say this to have
confidence in the truth the existence or
the reliability of something although
without absolute proof how many believe
that a real-estate market is getting
better okay
how many believe it could get worse good
hey that’s right and when it gets worse
what are you gonna believe I’m gonna
believe hey dude there’s still value
there you got good there’s still value
there okay I mean how many how many of
you have shown somebody a house before
they didn’t pull the trigger and and
they regretted it
you know what shame on you why didn’t
you shut that deal down I don’t want to
pressure anybody if you won’t pressure a
client that you like it’s because you
don’t believe in you the product okay or
the company that you represent period if
you will not pressure somebody to do the
right thing it’s something you don’t
believe in look at the word what it
means to have confidence in the truth
what is the truth this is a good deal
and you need to do it your pressure me
grant I sure in
and a sign right there let’s do this
it’s the right thing why he looks at me
and says what oh my god this guy’s so
certain are you sure it’s the right
thing
guarantee it’s the right thing lean on
the pin let’s do it and you’re thinking
to yourself I couldn’t do that right now
dude I wasn’t taught how to do this I
spent 17 years in school they don’t
teach you this you have to train this
muscle okay if one of your children was
crossing the street and you knew it was
a bad thing would you pressure them not
to exactly why spreche you’re a bad
thing it makes diamonds but I know so
many people in business I don’t want to
pressure anybody do you need to pressure
yourself you need to cook yourself you
need a necessity level way up here look
the middle class in America is failing
folks it’s failing you know why because
it doesn’t push itself hard enough it
operates on a premise based on just
enough I’m gonna make enough vacation
enough save enough just enough oh forgot
to plan on Lehman’s Oh forgot to plan on
foreclosures Oh forgot the plan on LIBOR
oops forgot the plan on the Internet bus
and that’s why the middle class is
failing the middle class is at failing
because of politics
okay the middle class is failing because
the middle class is using the wrong
formula a formula that worked 40 years
ago might not work in the US economy
today right maybe Monday Tuesday
Wednesday Thursday Friday that five day
job maybe that gigs over and maybe it’s
seven days now maybe it’s a seven day
pitch now I don’t know I know in my life
it’s seven days I’ll never ever have my
freedom taken from me again so it’s not
money I’m trying to accumulate its
market share I’m trying to accumulate
I’m trying to accumulate market share so
when things soften again who’s left
the strongest player in the market so
although without absolute proof that one
is right in doing so only if one
believes in something can one act
purposefully okay that means I need to
be every day selling myself selling
myself I’m gonna write a New York Times
best-selling book okay I’m gonna speak
to tens of thousands of people I’m gonna
help millions of people on planet earth
I
I’m literally reminding myself every day
when I wake up in the morning I write my
goals down when I go to bed at night I
write my goals down it’s the first thing
and the last thing I do every day I’ve
been doing that for 25 years krispy I’m
dominating myself in my own thinking
success formula okay here are four steps
that I learned when I was 51 years old
I’m like oh man there it is baby that’s
it that’s it that’s what you’ve been
doing that’s what all the successful
people been doing here are four steps
you must take to create the next level
of success in your life number one you
must get attention
hey see that’s what I mean you got to
get attention if you got a screen to get
it get it okay
the moment you start hey you listening
to me see the moment you start doing
that you’re going to start getting
criticism when you hit that right van
that right tone level of attention okay
well you’re really getting attention
you’re gonna get criticism somebody’s
gonna say do you need to quiet down bro
you need to bring it down a notch brah
right but you freaking do we hey this is
a party let’s not talk business now go
chill I’m getting criticism is that good
or bad the Kardashians love it right the
Kardashians have worked this formula
perfectly monster attention no product
there’s no product uh is that a product
that ain’t a product man look at that
look at that look at that over and over
a loo there look at that huh okay look
at that look at that okay and she gets
criticism she they didn’t start banking
until they got the haters they had to
get haters wherever they got criticism
they actually kept throwing wood on the
fire to actually get something bigger
than criticism which was hate which was
I hate those people
that’s what promoted them it wasn’t the
promotion that promote him it was the
disgust for them okay and until they
moved into this four step which is
admiration see most people stop here you
get a little criticism and you shut it
down I’m calling you back too much okay
I won’t do that again you should call
him back more
you send an email back hey quit sending
me emails no you should double up okay
you should stay with the cycle until you
close the cycle folks why because you
believe you believe it’s the right thing
to do
belief is not something some esoteric
thing belief is some action you take all
the time in the marketplace say hey I’m
doing the right thing for you you just
don’t know it
your confidence okay you got to build it
until you’re invincible that’s why you
come to this that’s why you read books
that’s why you bury yourself in audio
programs the Internet is a very
dangerous place today because you can
look at anything what do these people
have in common
okay there’s Michael Jordan Warren
Buffett Steve Jobs Oprah a Navy SEAL and
my mother okay you know what they had in
common this greatness has in common
immersion they’re immersed they’re
immersed completely in their environment
number two they’re dedicated completely
dedicated three they have a total total
commitment
my mother was as committed as Warren
Buffett is do you know a Warren Buffett
spends most of his time doing reading
most of his time during the day is spent
reading and their duty driven all those
people are Duty driven okay whether it
was my mom
Oprah Steve Jobs Warren Buffett at some
point it was no longer for money it was
duty it’s my obligation it’s some some
sense of I have to do this
so what do you hear me say to you today
what do you hear me say immerse yourself
okay you have to immerse yourself right
now what reading the right reading audio
programs video find YouTube channels
that are good for you to where you can
watch YouTube like we started dropping
videos on YouTube maybe 24 months ago we
dropped about 900 videos on YouTube
that’s what got me my TV show people saw
me on YouTube the UK found YouTube
videos two weeks ago do we love what
you’re doing on YouTube and can you come
out to the UK and do a TV show why I’m
breaking through obscurity anybody can
do this folks anybody can do this this
is not about a college degree this is
about massive amounts of action to get
attention for yourself your brand your
company your products your ideas your
dreams then this is what I would tell
you to do okay and I’m gonna close out
here number one I would immerse yourself
with books audio video daily okay you
hit all three of those well I’m reading
something listening to something and
watching something these are completely
different ways to learn number two you
want to test your abilities actually if
you have employees how many of you have
employees you need to test their
abilities just because somebody’s good
at what they do doesn’t mean they have
an ability you want to test their
abilities with assignments tests and
drills look the economy needs people
like me and you drive in the marketplace
its entrepreneurs and businesses that
build economies would you agree it’s me
and you not government’s governments do
not build economies people build
economies entrepreneurs people without
this people that are driven you people
like Alex are the ones that make the
economy and frankly folks it’s your duty
as an American to get out into the
marketplace and be a role model and
recreate this economy Thank You meryt
very much
you
is like how do you get to that next
level my whole life whether I was doing
well or doing very poorly which I have
I’ve always wanted to know how do I get
to that next place okay how do I get
myself individually is an individual to
that next place how do I get my business
to the next place how do I get other
people to the next place so when Alex
says that he stole my guy it’s true he
did and I admire him for being a
predator today what I want to talk to
you about is how to dominate and not
compete the truth is the fact that Alex
could take one of my guys doesn’t make
him a bad guy
it makes my system weak I shouldn’t
resent him because he grabs somebody out
of my organization who Rauf for him
would you agree shame on me for having
not having the holes of the Lynx tight
enough of my organization that this guy
wouldn’t leave me it’s not his fault
it’s not alex fault it’s my fault so
look at my life I mean what I’m gonna
give you for the next 50 or 60 minutes
look if you want to get rich you want to
be really successful when I say rich I’m
not talking about money I’m talking
about a rich life freedom time with
family choices get to do what you want
you get to move where you want go where
you want do what you want I’ve lived in
Los Angeles California for 10 years I
was in La Jolla California for 12 years
before that I left Texas zero-percent
state income tax to move to California
was willing to pay the 10.3 I was fine
with the 10.3 now they want to take it
to 13 and I told Jerry Brown if you
raise it to 13 I’m leaving I’m gonna
pick up my family I’m gonna pick up my
business why because I’m free I’m free I
get to roll baby I get to do what I want
go where I want that’s why I’m doing
business for myself I’m not trapped I’m
not a slave
you’re not gonna handcuff me so I’m
gonna go where it’s friendly where
people are supportive where it’s good
for me and my business in my family
and the people that work with me and
where it’s good for me and I would
expect it that’s why you got in business
for yourself right look if you want to
be in business for yourself and free you
must learn to dominate you cannot
compete ok how many were trained this
competition is a healthy thing that
message was not being delivered to
entrepreneurs that message was being
delivered to consumers
there was somebody saying look the more
more oil companies we have the better
because it’s good for the customer right
the more technology companies we have is
not just Microsoft the better for the
customer and intermittent inventions and
you know improvements and products comes
from competition but if you’re the one
playing the game you want to dominate
the field would you agree
let’s say I’m playing a football game or
a basketball game or a baseball game I
want to be on offense the whole time
right if I owned banks I’d want to own
every bank I’d want the New World Order
I’d want to dominate planet Earth ok how
many of your room have an iPhone how
many in the room have a phone that looks
like let me see where’s my net I never
let go of my phone ever you know why
because this phone is a prospecting tool
this prompt phone is a way for me to
stay in communication with millions of
people this is not a phone anymore right
when Steve Jobs got into the business of
printing phones do you know what his
company told him Stevie don’t do it do
not do it stay with your iPods bro leave
the phone alone ok
he’s like I’m gonna make a phone so sexy
young other story I’m gonna make a phone
so sexy though people will want to lick
the buttons off the phone how many of
you have an Apple product an iPhone how
many of you’ve licked your phone ok most
of you in a room bought that phone in
the last five years
you bought it through the single worst
contraction in the history of the United
States and you spent five hundred bucks
on it plus the hundred and a quarter you
spend every month right you got about
two thousand dollars wrapped up in a
phone and you haven’t even considered
you paid for that phone and you don’t
use it you don’t use it properly
and I’m telling you if you don’t have a
piece of technology like this it’s
impossible for you to dominate
impossible if you this is called a smart
phone if you don’t have a smart phone
what kind of phone do you have that
would be a dumb phone right now me I got
a dumb phone I got one Ozio blackberries
all I can do is email with it do you
want it you want this thing to do
everything you want this thing I want to
be everywhere all at the same time
that’s freedom okay so look I want to
talk to you about domination not
competition and I don’t want to talk
about you dominating other people
physically I want to talk about
dominating space by using things like
Twitter and Facebook and LinkedIn
Google+ and blogging and becoming an
expert in your field
to where when somebody thinks about your
business your picture comes up if that’s
not happening you are gonna blame the
marketplace the marketplace will will
deliver pain to the people that compete
why because they’re all competing and
then there’s this one guy way out in the
lead
he doesn’t compete right that’s where
you want to be that’s how you have to
think now okay you’re in a new economy
how many believe this this economy the
one you’re in right now is extremely
fragile filled with tremendous amounts
of uncertainty how many agree with that
okay how many agree also come 2013 when
this election gets handled whether it’s
mitt or whether it’s mr. Barack Obama
whoever it is okay how many believe they
got their hands full
we haven’t even solved the debt problem
yet okay
you think this thing couldn’t roll over
again I’m here to tell you it can and
you know who’s gonna who’s gonna feel
the pain the people that compete who
will cherish that moment but the people
that dominate space why because people
that dominate like contractions people
that are extremely well versed well
trained you know if I’m training for a
ball game right I’m the best trained
team I like a muddy feel I like it wet
I like their I liked ice on the field
would you agree
cuz mother my competition
is not as well-trained I want to
dominate space I actually look for
opportunities of contraction trust me
folks in your lifetime you’re gonna see
another contraction more severe severe
than the one you saw in 2007 more severe
is that scare you
scares me it scares me enough to say hey
buddy you got to better get busy
I was 51 years old when Lehman’s
collapsed okay let me see is that right
knows 49 years old when Lehman’s
collapse I had never written a book in
my life it was on Thursday afternoon
Lehman’s it had been made clear that
Bear Stearns and Lehman swerd unn okay
on that day I’m sorry I started writing
a book by Sunday I was finished with
this book I wrote the chapters between
Thursday and Saturday okay on Sunday I
started writing the book in three hours
it was finished this book is about on
that day I wrote all people on planet
Earth became sales people when Lehman’s
collapsed because money wasn’t available
anymore who did well how many people
just got wiped out of real estate the
pretenders did write the guy that was at
Pizza Hut and now you got in the
mortgage business he can’t make seven
hundred grand any more Kenny Church says
he never deserved the 700 seed the
marketplace will always discipline
people that aren’t prepared success
loves preparation it loves it it admires
it it just flows money back to it
success loves preparation and the
marketplace will discipline those that
are just stuck in the pack so today I’m
not gonna talk to you about dominating
your market or even dominate your
competition but I want to start thinking
about how are you dominating yourself
like what do you think the number one
thing that most of us have our attention
on every day and one of the things one
of the things that makes these
conferences so beautiful is you get
pulled out of some of that noise out
there would you agree who do you think
your number one competition number one
problem in real estate today is yourself
okay who else
who else could it be say again
absolutely the people around you anytime
I have production stall in any of my
companies the first thing I look at I
don’t look for talent I look to get rid
of people first thing I do every time
who can I get rid of I’m looking for
somebody to freaking kill I need to get
rid of somebody you know why because I
push with so much force into my universe
into my businesses whether it’s buying
real estate apartments whether it’s it’s
pushing rents up whether it’s doing my
seminar business my book business I
pushed so hard that if I’m not getting
results all the time somebody has to be
pushing back somebody in my organization
actually has to have the intention
conscious or unconscious to hold me up
the first thing I’m gonna do is start
getting rid of people okay who is it who
is it I’m looking for the I’m looking
for the the cancer in my organization
you know you talk about people dying
from disease look people die from
negativity every day they just got to
wait 80 years to make it official how
many of you know negative people how
many the room had been negative before
you have been negative you know why
because the number one dominating force
on planet Earth is the media it’s the
media the media 800 TV channel spew
negativity on to the American public in
every other country on planet Earth they
they just puke it on you oh but I watch
Fox good they puke it Fox and they do it
MSNBC it’s just you’re in agreement with
the puke I got some conservative puke I
got some liberal puke right and you got
Stossel in the middle he’s like okay I’m
I’m just a independent puker
the puke is puke would you agree just
because you got used to it all I liked
O’Reilly puke I liked Hannity’s puke I
use every one of the news channels if
you’ll see me on TV doing news one day
okay i don’t i don’t watch news i make
news see the shift you see the slight
shift don’t watch the news decide when
you leave here today to make the news
right you don’t read the newspaper you
write newspaper articles
you don’t read books ya read them but
learn to write them and you know that
you don’t need to take for it you don’t
need to spend a lifetime right in the
book this was three hours okay we still
40,000 copies that is one book and it
was self-published it’s never ever ever
been in a bookstore a guy writes me says
man you got misspelled words all in that
book i’m like yeah yeah well so what
where are they
123 128 134 165 120 I’m like yeah yeah
and bad grammar too I’m like yeah what’s
your point dude I don’t know what’s your
point man why you keep telling me that
he’s right cuz man you got misspelled
worked in a book it’s a best-seller
bitch
okay so we did a best-written okay you
know what I’m not now this warped bitch
just so any nobody under think that
that’s a cuss word the word bitch look
it up in the dictionary means a complain
or a whine or an excuse maker I wear a
little ban on my pin here on my wrist
here it’s a little black band and it
says champions dominate and on the other
side don’t be a little bitch
yeah that’s right because I don’t need
it I need to get rid of the whiners the
excuse makers oh my god it’s the market
it’s the market oh my prices oh you
venturi okay now I’m much good there’s
too much inventory now – a little
inventory you human beings have so many
excuses it’s unbelievable you know why
because you watch the news too much
because you’ve agreed to receive news
not make news
so when Lehman’s collapsed I watched 25
years of hard work either either
dissipate and I’ve done everything right
everything okay
conservative never used high leverage
I put sometimes I’ll put 40 percent or
50 percent down on the deal everything
cash flows from day one I didn’t do any
of the stuff all the problem makers did
all the over leverage the Dedinje all
the builders that have never been
disclosed it really created this problem
it wasn’t the banks it was the builders
bringing product to the banks
born 115 percent building product that
couldn’t be sold yet making up actual
buyers for the product okay I didn’t do
anything wrong yet was that caught up in
it all my assets gets frozen I got a
bank that I owe 42 million dollars to
the bank goes under new bank comes in
they don’t know me they’re like hey
let’s go right cuz my loans maturing
values had gone down and I’m sitting
with my wife saying oh my god
I got four businesses and they’re all on
stall engines died what does this mean
grant my wife’s an actress okay what
does this mean I said baby this is the
biggest opportunity of our lifetime
it’s the biggest it’s the monster okay
now here’s the problem with it you’re
gonna 40% let then you’ve seen me before
okay you’re not gonna see me much
because I’m gonna go out into the
marketplace right now and I am gonna
literally cover up this is my moment to
expand into the marketplace while
everybody was doing what what was
everybody doing for three years
all of them retracted okay this is my
moment to cook to dominate not compete
so that’s really what I want to tell you
about today I want you to walk out
thinking man how do i dominate not other
people how do I start dominating my own
self my own time if you know what day it
is you’re not busy enough okay oh man I
can’t wait till Friday
dude I don’t what what is it right now
you should know it’s Monday you should
be busy you should be but grant sunday
is the Lord’s Day it’s the day we take
off you need to reread that whole deal
God created the universes in six days
and took a break okay everybody’s stuck
on the Sunday okay you forgot about the
party did before that I know people
taking Saturdays and Sundays up and they
didn’t create anything all week
true or not true look I hear about the
unemployment numbers every day I said I
sure wish they talked about all the
people that are employed that don’t
deserve a job because there’s millions
of those still in the marketplace and
the next time we get another contraction
those people are going to get fit
delivered pain that’s what the
marketplace does man it basically
disciplines anybody that refuses to
discipline themselves
it’s the correction so look here’s the
deal I might be wrong in what I say okay
I might be wrong in the things I do in
my life and the business that I started
my families told me not to start every
business that I’ve been involved in
every one of them every one of them was
a risk everyone on my hand to take a
chance I remember my mom used to tell me
I wouldn’t do that if I were you I
wouldn’t do that if I were you I
wouldn’t do that if I were you I’m like
mommy you wouldn’t do anything well you
wouldn’t do anything except be the
mother a great mother to five children
my mother was an entrepreneur she didn’t
have my dreams just because she’s my mom
doesn’t mean she dreams like me would
you agree okay my mom was wrong about
everything she told me not to do love my
mom to death okay
unbelievable friend of mine she was
wrong I needed to do those things okay
Steve Jobs needed to build this phone
would you agree did he help a lot of
people did he make some money while he
was doing it
119 billion dollars in five years in the
bank cash I’m not talking that probably
I’m talking about
in the end done in the bank sitting
there okay
brings a great product to the
marketplace domination or competition
total domination coca-cola competition
or domination total domination okay
Exxon total domination you see what I’m
saying you want to be in a dominating
point okay so what we got to do is we
got to get you thinking we got to get
you thinking like the dominators think
how do they act how does Warren Buffett
act what does Warren Buffett do with his
time all the time those are the people I
study today I don’t study the people
that I went to school with the teachers
I went to school with I don’t even study
my own family members okay I’m looking
for people that are way up here that I
could say hey what are they doing
because they’re doing it right my dad
dad we was 52 years old my dad worked
his whole life to provide for five
kids and his wife and he did his job and
then he died that’s not the program I
want to get on is that the program you
want to be on my dad dad his treat he
bought his dream house nine months
before he died he leads to ten-year-old
boys one of me I’m a twin
two ten-year-old boys never got to enjoy
us I never got to enjoy him why cuz he
works so hard with no concept of freedom
he was he had a good job he made some
money but he is basically imprisoned in
his thinking that work is hard it is
this difficult to compete would you
agree Real Estate’s difficult how many
agree is difficult and when he gets good
what happens everybody comes into it
right and then you’re like what’s this
guy doing it okay what’s this guy doing
right now so I look to surround myself
with people that can dominate people
that are certain okay people that know
what they’re doing people that are in
control so when I say I’ll be uncertain
I might be wrong I might be wrong about
it would you agree like I’m leaving
California I might be wrong but I’m
certain in my wrongness somebody said
how do you know how do you know you’re
gonna like Miami look I’m going far we
made a decision I’m going to Miami I’m
moving to Miami like Miami once you go
try it out no need to try it out I’m
committed of course I need a realtor
okay no offense but it’s a dumb question
why would you ask me do I need a realtor
do you think I don’t need a realtor no I
got the Internet I mean really really
those are the things you’re asking out
of an old economy you got to change some
of your kids you got to think different
Austin Texas I don’t own anything in
Austin one year ago last October I’m in
in exchange out of California I find a
piece of property on the internet it’s
called nominally no apartments in Round
Rock Texas anybody know that property
property’s been on the market for 10
months it’s two hundred and forty two
units it cash flows right now it’s great
property ten years old I called this guy
the king
of Austin commercial real estate Charles
Grant Cardone from Los Angeles
California I want to buy round rock yeah
sure
this guy’s the king he’s a legend okay
but you see all legends have this cycle
where they legend and then they lose
interest and they keep coasting as
legends and then what happens they’re
not running the game anymore they’re not
they don’t want to dominate there
they’re resting on yesterday’s laurels
they’re not reading anymore they’re not
studying anymore they’re not coming to
conferences anymore
right they’re not in the game anymore
they’re not preparing anymore I’m
listening to the phone call okay because
I think everything I think is in terms
of domination everything every phone
call them on every email I’m looking all
the time for that moment where I can
seize an opportunity like like like Alex
did was stealing some of my people okay
okay a true American he is I like that
about you Dave
okay see that’s a guy I could trust
that’s the kind of guy I’d want to be
important partnership with not somebody
I wouldn’t trust why cuz he’s aggressive
dude he’s the winner that’s why you came
I don’t I don’t want to be around people
hey you rest in you’ve been working so
hard my god man when you’re gonna take a
vacation I mean get a little break you
know my assistant said you need to get
some rest I’m gonna get to hotel when
you read I into Orlando tonight I’m
gonna get your tail I’m like hey man I
don’t need a hotel I asked you for a
hotel don’t be still hey you don’t know
if I’m tired or not you’re tired you go
get some rest I’m fine how many of you
not you never if you ever seen anybody
die from work I want to see your hand
you ever seen that happen
ain’t gonna happen to you people are
dying every day they don’t get burnout
you don’t get burnout you lose your
purpose you lose your purpose you lose
your meaning when I’m tired I look at my
purpose what’s my purpose okay what’s my
purpose
oh my games not big enough my games not
big enough my games not big enough I’m
not interested anymore right so here I
am limits collapse it folds up I got
real estate tied up okay I start blowing
these books out every six months I’m
right in the book and then I start
expanding back in the marketplace with
real estate I started looking for
opportunities in real estate I called
this Charles to car guy up I’m like hey
that 242 units in Round Rock I wanna buy
it this is what he tells me I’ve never
sold anything to anybody in California I
said we’ll do we’re gonna go in we’re
gonna go ahead and break that up for you
okay you’re not gonna be able to say
that you guys are too difficult to work
with I’m like dude I’m the easiest
clothes you will ever get in your life
what am i doing right now
he’s like look the seller wants full
price product products been on the
market place for 10 months I don’t tell
Charles it’s been on the market for 10
unup tell Charles it’s overpriced
this is what I tell Charles I’m gonna
buy it I’m gonna close in 30 days I’m
going there tomorrow I’ll be there
tomorrow I’m gonna plane tomorrow would
you at least drive over there and meet
me okay it’s 2,000 miles for me and it’s
probably 18 miles for you
I’m gonna pay full price for our Charlie
okay it’s gonna be the easiest deal you
ever did in your whole freakin life okay
I guarantee I’ll get a loan or I’ll pay
cash for it which you would you meet me
tomorrow please what am i doing right
now huh
I’m selling him I’m not the same begging
this is begging Charles please please
Joe please Joe Charlie Charlie Charlie
please please Charles I’m selling
Charlie right now what a buyer has to
sell to get a loan I gotta sell the bank
you guys aren’t in real estate you’re
businesspeople and every business person
has to sell you show me one business
doesn’t have to sell the day Steve Jobs
died they called him everything inventor
genius world changer being the universe
they called him all these things not one
tweet and there was hundreds of
thousands of tweets not one tweet said
Steve Jobs master sales person but
that’s what he was why cuz in America we
have this disdain for selling we have a
hate a dislike you don’t even put it on
your business cards do you oh I
can’t put that on there no no I’ll call
myself anything but a sales person right
you tell me somebody that’s not a sales
person what do you think what happened
if you go to India you go to Mexico or
you go to China and I walk in a room and
say I am a master salesperson I know
everything about a sale I know as much
about selling as a neurosurgeon knows
about the brain I know when somebody
says budget it’s over our budget
I actually know that that means they’ll
go over their budget you don’t know that
you don’t know that you don’t understand
what somebody says they have a budget if
you really break that down you’d
understand that they’re actually saying
I bought from everybody except you
and that’s why I put a budget in place
I’m trying to control my urge to
purchase so when somebody says to me but
it’s more money than we planned on I’m
with you sound right there it won’t be
the first time all right you’re right
let’s do it the products too much money
do you hear that objection you knew that
before you called me and you still made
the phone call let’s go see you today
okay
I’m selling a piece of real estate in
and I’ll come back to the Round Rock
story my house is being sold in
Hollywood every realtor in town told me
it was too much money every ruler is too
much money they said I was an idiot they
said I was stupid they said he’s insane
okay the person that’s gonna buy my
house is gonna be a billionaire it
doesn’t matter a million dollars here a
million dollars there it doesn’t matter
right
does he overpay for everything we’ve got
this more thirty nine billion dollars
does he overpay for stuff huh what do
you think every day so why shouldn’t he
overpay for my house what’s the
difference man come on bro it’s just
money let’s roll
but but selling my real estate in
Hollywood doing the doing during a tough
market I have to keep the realtor sold
you got to stay certain how do you know
it’s overpriced Alex were showing you
numbers today you were wrong but for the
last 30 years
right Miami you can’t buy anything in
Miami
they said they had 10 years of condo
stock in Miami dude they got two months
a condo stuff stock or less okay
if you look at the prices in Miami they
are straight up in vertical it’s the
hottest real estate market in the
country you got people from Argentina
Brazil coming in you got people from
Russia and Europe and France saying this
is cheap
this is steal see people in the
neighborhood never changed the market
you know why because they’re looking in
the rearview mirror how many of you
drive a car next time you get in your
car I want you to pay attention to the
windshield okay it’s that big the
rearview mirror is about that big I
could take my rearview mirrors alger
come out of my car because I have all my
attention up in front of me the other
thing is I go extremely fast so I don’t
have people on the side of me I’d rather
the ticket I want to get there quick I
value my time do you write so this
Charles sir car guys like oh my god you
you’re gonna come out here you really a
bar have you looked over step did I’ll
pay the full price I’ll do the deal and
what I realized was Charles Sekar was
the wrong broker to list this property
he was doing this to everybody he wasn’t
doing it just to me okay I bought the
property paid full price closed on a
Thursday put it back on the market to
fall on Thursday for eighteen point six
million dollars closed in three months
for eighteen point three and I paid
sixteen this happened six months ago in
Austin Texas
tough tough market to buy a product in
would you agree multifamily product D
quality lot of institutions could look
at that kind of product it’s big enough
okay look you got to get in the game to
dominate the game you got to look for
every opportunity how many believe
you’re missing opportunities right now
they’re coming past you they’re there
they’re you gotta you got to get in the
game you can’t be in a newspaper you
can’t be on TV you can’t be watching
Anderson Cooper to his little tight
t-shirt and he comes out and thinks his
big news I’m like dude everybody knew
come on bro okay
biggest problems biggest problems okay
number one biggest problem is
uncertainty it’s not competition it’s
not the banks it’s not leverage it’s not
competition it is uncertainty you’re
uncertain if you’re uncertain I’m
uncertain would you agree
you get uncertain I don’t know if I
should do it or not number two obscurity
I don’t know who you are if you don’t
know who I am and that’s what I told
Alex I said let’s do the video I don’t
think we did the video did we yeah we
did the video okay people have to know
who they’re doing business with if I’m
obscure and you don’t know me okay
you’re Lehman’s collapse nobody knows me
so I write a book I write this book come
out with it six months later write a
book on closing a deal okay
but we published that book we talked
about it this book comes out if you’re
not first you’re last I’m talking about
it this is in one year three books okay
if you’re not first you’re last is a
book about how to literally get people
to not forget you okay that becomes a
New York Times bestseller and then I
come out with the 10x rule this outsells
every other business book in in airports
now why am i writing books
there’s no money in books folks why
would I write four books the average
American reads one book a year why would
I write books
so again notoriety I’m trying I’m trying
to cover up space these are losers I
lose money selling books okay
Oh that’d be great yeah this is chaired
by the way give Jared a big hand okay
Jared help me win some money last night
playing blackjack we dominated okay
these people dominate what look around
this look around this place can we get
you something to drink
can I get you cigarettes why are they
doing that they don’t want you leaving
the table
can they get you insurance I got some
insurance for that 16 dude look if they
offer it to you in this town don’t take
it why am i doing this because I want
readers to know me
the average American reads one book a
year the top CEOs in America read book
five books a month 60 plus books a year
yeah you want to be in the game read I
buy books I’m not I don’t care about the
30 bucks the book costs you know what
I’m looking for I’m looking for
$1,000,000 every book open I’m looking
for a million bucks okay I quit looking
for $10 I did that when I was a kid I’m
looking for millions now I’m looking for
a million dollars how many believe this
is much work to work for $10 as it is
for a million it’s the same amount of
work man same amount of rejection same
I’m not uphill it’s the same amount of
okay so you just changed the
target okay if you were homeless and I
was going to coach you out of homeless
the first thing I would tell you is not
to change your clothes not change your
location just change your ask the ask do
you know can you give me a hundred
how about a hundred man just a hundred
man how many believe he’d be better off
at the end of the day if he was asking
for a hundred rather than a quarter just
to change the amount you asking for do
you see what I’m saying you know when I
go into an organization I want to do the
easy stuff not the hard stuff I don’t
want to change the guys clothes his
location and everything I just want to
change one little thing so today I’m
telling talking to you about man change
what you’re reading every day change
what you’re reading change the influence
of your giddy a guy gets this book we
heard this last night he’s on the audio
version of this book he goes from thirty
thousand a month in income to 80
thousand a month in income in one month
he’s been on the program for four days
okay
he’s like oh my god man I scored the
first the fourth day I was on the
program he starts listening to again
everywhere he goes he’s listening to
this audio program all of a sudden it
changes the way he’s thinking about how
much action he has to take it takes ten
times the amount of activity phone calls
emails it takes ten times just to purse
through noise would you agree you’re
trying to get people’s attention because
you’re in obscurity with them hey can
you meet me tonight he’s thinking about
picking up his daughter tonight you’re
in obscurity he doesn’t know who you are
yet so if you want to get successful a
couple things you got to do you got to
get certain how many of you agree with
that okay that doesn’t mean at this
conference this weekend that means when
you leave here man what can I cover
myself up so that I’m certain number two
how do I get out of obscurity how do I
get people to know me everybody here
should write a book everybody in this
room should write a book you should be
writing blogs you should be tweeting
every day okay twitter twitter and in
these are not new things these are
prospecting tools these are tools that
cost nothing
and for those of you in the room have
have kind of like just said I don’t have
time for social media I got a business
to run
anybody ever heard anybody say that I
don’t have time for Twitter I’m running
a business into the ground okay just
just just to crash some old beliefs okay
just so you see what this this does I’m
gonna take a picture of these people
over here okay and just tell me
anybody got a second hand on their watch
tell me how long this takes a watch okay
sorry
let’s see how long that take ten seconds
two hundred and twenty three thousand
people will see that tweet I don’t have
time for Twitter no you-you-you you’re
competing and not dominating you’re not
using the tools available to you they’re
free Facebook and Twitter or your
friends LinkedIn is your friend you need
to understand them you can’t delegate
this okay you don’t turn this over one
of your people your office there’s not a
person in my office they can come to me
and knows more Facebook Twitter Linkedin
communicating because I could have a
social media person who doesn’t know how
to communicate would you agree he knows
all this fancy stuff about Twitter but
he didn’t know how to market on it you
know how to get a tip on it you want to
get attention you’ve got to get out of
obscurity with people the third problem
you have is they’re not thinking about
you when they go to pull the trigger
yeah I knew you were in real estate how
many had this situation they didn’t you
to list your house because they forgot
about you oh my god I forgot how many
had that experience you failed on number
three they weren’t thinking about you
when they were ready to pull the trigger
and number four because you lack
persistence it’s very difficult to be
persistent particularly if you’re living
in a in a in a thinking that I’m gonna
try once I’m gonna try twice I’m I throw
three times and that’s it
it’s gonna take way more than three
times would you agree
my wife watched me call one man 15 times
in three days without a return phone
call she’s like how many times you gonna
call him I’m a calm until till we talk
my god I’m like it worked on you it
worked on you I meet this were you ever
seen an ugly guy with a beautiful you
ever seen that yeah how did how did he
do that that is impossible
how many seen that before okay I met my
wife the first night I moved to Los
Angeles I met her I knew immediately I’m
like that’s my wife right there I’m
gonna marry her she’s gonna have my
children guarantee I know for sure I
called my mom hey I met my wife tonight
you’ve been out with her not she doesn’t
have anything to do with me okay what’s
my job now I got a cellar I don’t need
to date her I got a cellar
I called her twice a month for 13 months
without a return phone call if you ask
my wife ask her their story if you ever
meet her great chick 13 months man twice
a month not one return phone call okay
her friends are like grant you got to
quit calling her man this is like
bordering on stalking I’m like it’s not
stalking if it works if it works is it
stalking
no it’s marriage okay I need to stay
interested see this is what people did
they set a target you remember when you
were a kid and you set targets or a big
giant had nothing to do with reason they
were giant right and then you had some
difficulty getting to it and somebody
said what did your goals are unrealistic
you need to drop your goals down and add
40 years and end up with nothing
certainly not couldn’t grew it with your
potential how many believe you have more
potential than you’re going for right
now dude it’s way up here it’s it’s
beyond what you’re going for so you want
to set it here I want to set my targets
up here I never lower a target never
ever that’s my target I’ll fail on my
target my whole lifetime I might fail on
that target but I won’t let it let it go
so when I when I first started buying
real estate I used to write this down I
own ten apartments own 10 plus
apartments it’s all about his apartment
own 10 Plus apartments own 10 plus
apartments and ten plus apartments first
deal I ever bought was 38 units about 38
100 apartments I just changed my number
I don’t know hundred its next deal about
was 40 next deal about
evany next deal I bought was 250 I’m
let’s go I got to stay interested I got
to keep my targets up here I got to keep
changing that target so I’m you did I’m
not talking about talk success money
accumulation about keeping interested in
my potential it is my duty it’s my
obligation it’s my response was I guess
you can hear the problem oh I just want
to be sure you guys know okay I would
say to you that it’s your duty your
obligation and your responsibility to
fulfill your potential and that that’s
actually what success is success is not
money success is I’m gonna get this
chick to marry me right I’m gonna get
I’m gonna get her attention what was my
problem
uncertainty okay let me X that off dude
I’m certain she’s the right one okay she
is the one okay good now how do I get
over to security with her thank you how
do I get Elena okay how do I get Elena
to know me excellent job give this man a
big hand okay
a big come on man let’s go
now you gotta practice enthusiasm okay
[Applause]
that was good that was good that’s good
if you do that with him what do you
think the customer when a customer calls
guy calls me on the phone hey man can
you handle do you have any short sales
sir did somebody tell you to ask for me
do you know how powerful that line is do
you know powerful that opening line is
you have no short sale inventory nothing
zero it’s been going for 90 days you got
anything that’s that just being short so
anything up in the bank did somebody
tell you to ask for me would you just
say to him your guy right you didn’t say
you had any product you said I’m your
guy I can help you you think we had a
bankruptcy two years ago did somebody
tell you to ask for me enthusiasm wish
enthusiasm at oh yeah it’s in your
living room you watching Jennifer Lopez
on American Idol that’s where it say
that you left it right there oh she was
so good dude what are you doing man what
are you doing you know what most people
are gonna spend more time in their life
working than any other single thing and
not being successful man work is good is
it unbelievable particularly when you’re
women right me having to work for my
wife is good for me right or wrong okay
she don’t want to go out with me saw a
lower my target let me go get an 8 okay
that didn’t work let me get a 6 whatever
that is right okay let me get a 4 all
right I’ll just go to a strip joint
that’s why most guys no offense ladies
but that’s one girl
they had girl they want because they
take shortcut use too many quick options
when you be you gotta be totally
committed everybody agree you got to be
completely uncertain you want a million
dollars you want two million dollars you
want five million dollars how much money
do you want how much success do you want
how much notoriety do you want you want
a New York Times bestseller why can’t
you have everything open I’m 65 so what
man Colonel Colonel Harland Sanders made
all his money after he was 65 years old
he wasted the first 64 years okay I got
a little girl a little girl I have this
baby we have two babies right now both
of them born at my house we don’t go to
hospitals I go to the doctor my wife’s
pregnant is she really pregnant my god
I’m so excited I know I did that grant
what hospital y’all going to do we going
to a hospital she’s sick she’s pregnant
why would I bring her to a place with
sick people that’s just dumb grandma you
gotta bring her to hospital
no I don’t you got to come to the house
to help me I didn’t go to a hospital
have sex with her I didn’t start a dairy
and go finish it there baby
grant you don’t know anything about
having children dude I don’t know
anything about most things I did the
first time but you know what I’m certain
we ain’t going to hospital it’s not
complicated she’s young enough she’s in
good shape I got a decent head on my
shoulders don’t show me what to do we’re
gonna do it to house I am NOT gonna have
the single most important single moment
of my life
robbed by hospital cuz I get a third row
seat and I get to hug a vending machine
the whole time cuz they kick me back to
the curb and say get back there buddy
we’re the professionals I want to be
involved see what I’m telling you
everything in life the phone calls the
phone calls whatever you’re doing do
what is happening get involved in your
business or you will be disciplined
again
and it’s gonna be ugly and it’s gonna be
painful for a lot of people a guy says
you know grant I hear you talk about
money a lot a lot and you know I just
want to tell you money won’t make you
happy
I said yeah what’s your point dude your
point is you ain’t got any money
that’s why you’re giving this dumb
advice cuz being broke won’t make you
happy either
okay I tried the experiment I went on
the experiment
how many been on the broke experiment
were you happy were you like oh my god
this is good look if you took five
million dollars out of the marketplace
and you made five million dollars from
Planet Earth would anybody know an event
took place would anybody know anything
happened would you do good things for
that money good how many believed to
work for five million is gonna be the
same work for fifty thousand same
process same involvement
look you’re occupied either way okay so
if you’re not sure of your value if you
think you’re worth 80 grand you’re worth
80 grand
would you agree if you think you’re
worth 150 grand you’re probably worth
150 if you think you whatever you think
you’re worth if you’re not sure of your
own value your own goals and what you
want the world will never reward you of
what you want your value and your goals
never it won’t happen
can’t happen I got to remind myself
every day what is my value in the
marketplace what are my goals in the
marketplace what am i worth in the
marketplace okay what do I deserve in
the market I deserve those 242 units I
deserve to make money on those 242 years
I deserve to sell this house and make a
profit I deserve to be able to move to
Miami I deserve this woman I deserve
these two kids I deserve to have my kids
learn to swim rather than putting a
fence around the pool
because I don’t want to fence around my
pool I hate the fence just teach them
how to swim man dominate the kid put the
kid in the pool every day okay
she’s three days old I’m dunking her in
the pool every day try this try this try
this try this okay she’s not crying the
moms crying
the babies the gay is cool dude I’ve
been in water for nine months whatever
right my daughter is one year oh I can
throw in the pool walk away at one year
all can walk away she could swim the
entire length of the pool it’s three she
can swim it underwater I know I got we
got friends that are eight years old
that they get around the pool and
everybody’s freaked out the point is
what dominate whatever you want you got
to commit all the way in and think in
terms of domination not a spectator you
don’t want to be a spectator folks
spectators pay players get paid believe
you look at the word up believe this
isn’t a web subduction area okay you
probably have one of those if you don’t
have one at your house you can certainly
google it it’s gonna say this to have
confidence in the truth the existence or
the reliability of something although
without absolute proof how many believe
that a real-estate market is getting
better okay
how many believe it could get worse good
hey that’s right and when it gets worse
what are you gonna believe I’m gonna
believe hey dude there’s still value
there you got good there’s still value
there okay I mean how many how many of
you have shown somebody a house before
they didn’t pull the trigger and and
they regretted it
you know what shame on you why didn’t
you shut that deal down I don’t want to
pressure anybody if you won’t pressure a
client that you like it’s because you
don’t believe in you the product okay or
the company that you represent period if
you will not pressure somebody to do the
right thing it’s something you don’t
believe in look at the word what it
means to have confidence in the truth
what is the truth this is a good deal
and you need to do it your pressure me
grant I sure in
and a sign right there let’s do this
it’s the right thing why he looks at me
and says what oh my god this guy’s so
certain are you sure it’s the right
thing
guarantee it’s the right thing lean on
the pin let’s do it and you’re thinking
to yourself I couldn’t do that right now
dude I wasn’t taught how to do this I
spent 17 years in school they don’t
teach you this you have to train this
muscle okay if one of your children was
crossing the street and you knew it was
a bad thing would you pressure them not
to exactly why spreche you’re a bad
thing it makes diamonds but I know so
many people in business I don’t want to
pressure anybody do you need to pressure
yourself you need to cook yourself you
need a necessity level way up here look
the middle class in America is failing
folks it’s failing you know why because
it doesn’t push itself hard enough it
operates on a premise based on just
enough I’m gonna make enough vacation
enough save enough just enough oh forgot
to plan on Lehman’s Oh forgot to plan on
foreclosures Oh forgot the plan on LIBOR
oops forgot the plan on the Internet bus
and that’s why the middle class is
failing the middle class is at failing
because of politics
okay the middle class is failing because
the middle class is using the wrong
formula a formula that worked 40 years
ago might not work in the US economy
today right maybe Monday Tuesday
Wednesday Thursday Friday that five day
job maybe that gigs over and maybe it’s
seven days now maybe it’s a seven day
pitch now I don’t know I know in my life
it’s seven days I’ll never ever have my
freedom taken from me again so it’s not
money I’m trying to accumulate its
market share I’m trying to accumulate
I’m trying to accumulate market share so
when things soften again who’s left
the strongest player in the market so
although without absolute proof that one
is right in doing so only if one
believes in something can one act
purposefully okay that means I need to
be every day selling myself selling
myself I’m gonna write a New York Times
best-selling book okay I’m gonna speak
to tens of thousands of people I’m gonna
help millions of people on planet earth
I
I’m literally reminding myself every day
when I wake up in the morning I write my
goals down when I go to bed at night I
write my goals down it’s the first thing
and the last thing I do every day I’ve
been doing that for 25 years krispy I’m
dominating myself in my own thinking
success formula okay here are four steps
that I learned when I was 51 years old
I’m like oh man there it is baby that’s
it that’s it that’s what you’ve been
doing that’s what all the successful
people been doing here are four steps
you must take to create the next level
of success in your life number one you
must get attention
hey see that’s what I mean you got to
get attention if you got a screen to get
it get it okay
the moment you start hey you listening
to me see the moment you start doing
that you’re going to start getting
criticism when you hit that right van
that right tone level of attention okay
well you’re really getting attention
you’re gonna get criticism somebody’s
gonna say do you need to quiet down bro
you need to bring it down a notch brah
right but you freaking do we hey this is
a party let’s not talk business now go
chill I’m getting criticism is that good
or bad the Kardashians love it right the
Kardashians have worked this formula
perfectly monster attention no product
there’s no product uh is that a product
that ain’t a product man look at that
look at that look at that over and over
a loo there look at that huh okay look
at that look at that okay and she gets
criticism she they didn’t start banking
until they got the haters they had to
get haters wherever they got criticism
they actually kept throwing wood on the
fire to actually get something bigger
than criticism which was hate which was
I hate those people
that’s what promoted them it wasn’t the
promotion that promote him it was the
disgust for them okay and until they
moved into this four step which is
admiration see most people stop here you
get a little criticism and you shut it
down I’m calling you back too much okay
I won’t do that again you should call
him back more
you send an email back hey quit sending
me emails no you should double up okay
you should stay with the cycle until you
close the cycle folks why because you
believe you believe it’s the right thing
to do
belief is not something some esoteric
thing belief is some action you take all
the time in the marketplace say hey I’m
doing the right thing for you you just
don’t know it
your confidence okay you got to build it
until you’re invincible that’s why you
come to this that’s why you read books
that’s why you bury yourself in audio
programs the Internet is a very
dangerous place today because you can
look at anything what do these people
have in common
okay there’s Michael Jordan Warren
Buffett Steve Jobs Oprah a Navy SEAL and
my mother okay you know what they had in
common this greatness has in common
immersion they’re immersed they’re
immersed completely in their environment
number two they’re dedicated completely
dedicated three they have a total total
commitment
my mother was as committed as Warren
Buffett is do you know a Warren Buffett
spends most of his time doing reading
most of his time during the day is spent
reading and their duty driven all those
people are Duty driven okay whether it
was my mom
Oprah Steve Jobs Warren Buffett at some
point it was no longer for money it was
duty it’s my obligation it’s some some
sense of I have to do this
so what do you hear me say to you today
what do you hear me say immerse yourself
okay you have to immerse yourself right
now what reading the right reading audio
programs video find YouTube channels
that are good for you to where you can
watch YouTube like we started dropping
videos on YouTube maybe 24 months ago we
dropped about 900 videos on YouTube
that’s what got me my TV show people saw
me on YouTube the UK found YouTube
videos two weeks ago do we love what
you’re doing on YouTube and can you come
out to the UK and do a TV show why I’m
breaking through obscurity anybody can
do this folks anybody can do this this
is not about a college degree this is
about massive amounts of action to get
attention for yourself your brand your
company your products your ideas your
dreams then this is what I would tell
you to do okay and I’m gonna close out
here number one I would immerse yourself
with books audio video daily okay you
hit all three of those well I’m reading
something listening to something and
watching something these are completely
different ways to learn number two you
want to test your abilities actually if
you have employees how many of you have
employees you need to test their
abilities just because somebody’s good
at what they do doesn’t mean they have
an ability you want to test their
abilities with assignments tests and
drills look the economy needs people
like me and you drive in the marketplace
its entrepreneurs and businesses that
build economies would you agree it’s me
and you not government’s governments do
not build economies people build
economies entrepreneurs people without
this people that are driven you people
like Alex are the ones that make the
economy and frankly folks it’s your duty
as an American to get out into the
marketplace and be a role model and
recreate this economy Thank You meryt
very much
you
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