I had to give up my guaranteed salary I
had to give up my benefits I was super
excited about this opportunity but I was
scared to death
I wanted to make it so bad in this
business it just tore me up inside I
wanted to be somebody so dadgum bad did
you save me up inside I wanted more than
anything in the world somebody that knew
what they were talking about to tell me
exactly what I had to do to win in this
business this was this was my dadgum
life this one you need gain this was
serious daggone business and I didn’t
want some sales trainer I didn’t want
some motivational speaker blow it a lot
of hot air of my butt is tea I knew that
somebody that looked like me and came
from where I came from to do it big it
was gonna be ugly it was gonna be tough
it was gonna be hard and that was okay
with me
I grew up to all I wanted was somebody
to tell me like it is don’t pull any
punches this is my dadgum life and
tonight I’m going to tell you exactly
how we did it a tale Williams February
10 1977 al Williams was born just a
peanut 85 people teared Atlanta Georgia
but we had a cause we had a crusade our
goal was the corrected injustice our
mission was to destroy cash value life
insurance
those 85 people through to an army of
225,000 in 1977 eighty-six percent of
all life insurance soul was trash bag
today 90 plus percent of all life
insurance hold is turn and a oh we have
did that
heylia said that ain’t something they
said Jacob doesn’t see the Hale Williams
legacy is awesome
we changed an industry and a million
lives in 1987 a a william started with a
sales force of 85 today PFS starts with
a sales force of 100,000 the potential
unbelievable and let me tell you this I
love John and Rick I love their
leadership they’ve seized the moment
they’re totally obsessed with helping
TFS become the most dominant company and
financial services today see I really
believe folks
I really believe PF has VFS has an
opportunity to build an even bigger
legacy than a a Williams did but and
this is a big but to do that TFS has to
find a way to build big teams UCO
Williams was a company of giants in 1988
when we were 11 years old you know there
were 2,000 companies in our industry the
largest industry in the world and I
published a list of the top 100
companies and then I plugged our big AoE
abstains in there 34 of those companies
were al Williams teams and I believe to
build these big teams there’s four teams
number one the key to building big teams
is all about building Herstal
relationship
folks this is a one-on-one business this
is a face-to-face business to build big
teams the fundamentals of this business
never change and it takes time to teach
your people about the goodness of our
company it takes time to teach your
people about the rightness of our cause
the uniqueness of our system it takes
time to build leaders it takes time to
get commitments it takes time to build
trusting relationships to help your
people believe in themselves that
they’re special that they can do
something important it takes time to
make your people your friend there’s no
shortcuts in this business building
personal relationships is everything one
final thought about building personal
relationships
you must get involved in your people I
see most most of these dadgum business
go schools around the United States they
teach you don’t get too close to your
people don’t get involved in their
personal life well bull that ain’t the
way it was and that ain’t the way it is
today folks you got to get involved in
your peoples lives
you got to make sure people your friends
you got to get to know the family you
got to share their life their personal
life and their business life yes it
hurts from time to time
yes it’s messy from time to time but
it’s the only way to build a great
business and you know what building
versatile relationship begins with every
new recruit see we’re not in the
business of throwing a bunch of crap up
against the wall and some stick some dog
you got to you got to treat every review
recruit like they’re our future our VP
you must make everything a new recruit
does a big deal
you got to celebrate their first sale
you got to celebrate their first recruit
you got to celebrate every success you
got to let every recruit know that you
believe in them let me give you two
examples when I built my first base shop
by the way the first base shop in our
company I called every single person on
my team every week and when we grew I
built leaders that would carry on that
personal contact with every single
person to let them know that we were
there to help them do something
important another example when we became
a sales force of 225,000 the first thing
I did every day when I went to my office
before I did
anything else I signed 200 gogo letters
personally congratulating somebody’s was
just promoted to our VP or NSD or just
joining our team
always remember folks your people are
your greatest asset you win with people
you don’t win with products you don’t
win with commissions you don’t win with
you contests always remember when you
look at each person in your organization
pretend they’ve got a sign a big Dianna
sign on their dad gums head that says
made me feel special
maybe they’ll feel important building
great teams begins with building
personal relationships
number two building big teams require
that you have a passion about what you
do see this is serious business mode
we’re changing people’s lives there’s
got to be more than just about the money
see your passion is your heart your
passions your mind your passions your
soul how do you get a passion you get a
passion I loving it
Mickey Mantle is a great baseball player
with the New York dangers that I look in
the baseball
I love hitting baseball I wake up every
day I’m excited to go out to the
ballpark in a baseball I love it the
baseball when it rains not a game I get
angry Brooklyn cause I want to go out
and hit a baseball
I don’t like it I love it he said you
take me you can’t ever do anything big
if you just like it you got to love it
what you love it
once you have this passion how do you
keep this passion you keep a passion
about not ever forgetting the things
that blew your butt out of the water
let me just give you for example I never
got over what a ripoff trash value life
insurance was you lose your cash value
if you die will throw on something ask
you this how can a life insurance
company create such a crappy product and
then ask it is how can a life insurance
salesman 90% of those Joker’s own term
on their old lowlife
it’s old trash value life insured – Oh
Joe Purcell that clown do you know what
I’ve never got over what a ripoff it was
and you know why I love sticking it up
here but I never got tired of rubbing
there goes in it I never got over I
never got over how much money you could
pay hard time you know what I started
coaching at Thomasville Georgia making
forty six hundred dollars a year after
football season I used to referee
ball games make extra income I’d run
down that basketball court for three
hours to make $12 and I found by term
investor difference I went in to make my
first sale to my assistant coach Robert
Kelly it took 45 minutes I took the same
money he was knitting for $10,000 trash
million policy and I gave him a $100,000
turn post I left there and 45 million to
that country paid be $324 the next two
and a half years I never made a sale
during football season but the other six
months part time I was able to save
$42,000 part time it changed my life and
it changed my family’s life I never got
over I never got over what they did to
my mama my daddy died at age 48 of a
heart attack I had two younger brothers
one a junior in high school one a one in
the sixth grade I saw 30 Leon close what
a tragedy selling too little of the
wrong kind of insurance does to a widow
and I never got over it I took it
personal I wanted to punish her I wanted
to hurt
I never got over the magic of compound
interest this finishes blew my butt out
of the water
you know if you went down to Bank a and
you invested a thousand dollars for 70
years at 5% interest that’s worth
$30,000 but if you go to bank B and
invest that same thousand dollars and
you get 10% interest everything inside
of me all my common sense says that
splices much interest that’s got to be
worth twice as much that’s got to be
sixty thousand dollars but at ten
percent interest that thousand dollars
rose to seven hundred and ninety
thousand dollars that’s magic ain’t that
something well you know what you know
what if you go to Bank C and you invest
another thousand dollars for 70 years
and you just get two percent more just
two percent more that’s worth 2.7
million dollars ain’t that something
folks you got to get this passion you’ve
got to love it
and you can’t ever forget the thing that
blew your butt out of the water
see I believe with everything that’s
ending you win with your heart not your
head coach Lombardi the great coach of
the Green Bay Packers in the last
meeting he spoke to before he died was
speaking to a group of top executives in
Washington DC
early in his speech speaking to these
hundreds of people out there he said I’m
going to give you tonight the secret of
winning in business
there was a hush that came over the room
you could hear a pin drop and the great
man said the secret to winning in
business is hard power you capture the
heart you capture the man you must get
your people to fall in love with your
company see folks the single most
important lesson I learned coaching
football and coaching AoE Williams as
you win with your heart not your head
you went on a motion not on watching
Steve Prudential Prudential so life
insurance to make a living hail William
so life insurance to correct it
injustice
what a powerful advantage we have step
number three to build big teams you’ve
got to become a leader and you’ve got to
build with the right kind of people see
leaders are like a dadgum magnet people
are just drawn to like bees to honey and
you show me anything in this United
States that we and a Boy Scout troop
surge club business football team I’ll
show you something run by leader and the
common denominator of all great leaders
if they’re do it first people they’re do
it first people you want to win go be a
leader and then do it first lead by
example you want your people to make
money you go make money first if you
want your people to recruit you go
recruit first and then once you become a
leader then you’ve got to recruit the
right kind of people see I believe
corporate America is tried to program
people like me to believe that the
winners of the pretty people in our
country today if they got these perfect
bodies they’re 6 feet 2 slim 185 pounds
they wear these three-piece suits these
power ties these wing tip shoes they got
this slicked back hair in this beautiful
smile and this perfect team and they’re
great tennis players will bull not only
do they have these perfect bodies but
these pretty people have the perfect
background see they they tried to
program people like me to bleed if
you’re born rich and you’re born on the
right side of the track if you’re the
privileged class that you’re supposed to
go to
that you’re supposed to get all the good
jobs but if you’re born from a poor or
average ordinary background like I came
from you must give up your big dreams
and you big ambitions well bull and they
say it you have a high IQ they rule
you’re brilliant if you have an average
IQ like me they say you got to drive a
truck or be a janitor well bull people
are judge in our country today by haha
they score on aptitude tests personality
tests achievement tests and crap like
that bull ain’t nobody ever devised a
test nor will they devise a test they
can measure the heart of a champion let
me tell you about the right kind of
people the right kind of people are so
dadgum motivated it’s ridiculous I want
to be somebody so dadgum bad it’s
ridiculous
see folks I don’t know wild like I am
but my butt’s always burning there’s
something inside of me that says hard
you’re supposed to go far our dad
government you’re supposed to be
somebody
our dad government you’re supposed to do
something important for 20 years in this
business I woke up every day scared I
wasn’t good enough I went to bed every
night for 20 years scared that I wasn’t
gonna make it my goal for 20 years was
to getting better every day
I could never recruit enough people I
could never promote enough people I
could never make enough money I could
never save enough money I was so dadgum
motivating nothing could stop me
nothing nothing nothing could stop me
and you know what you know what some of
you I’d be saying right now are you’re a
madman and you know what you’re right
you got to be a dadgum madman and
winning this business see I believe the
difference between being great in
average and ordinary is this much folks
is almost it’s just too scary to talk
about so you can do 99% of the things
right in business and not do this much
and you don’t fail but you can screw up
every day in business just like on the
edit if you do this much you’re
guaranteed to win see this much there’s
a special kind of attitude there’s a
special kinda mental toughness it’s a
special kind of hunger and desire to be
somebody see number four if you want to
build a big team you’ve got to have a
oneness in your organization there’s got
to be a oneness everybody’s got to
operate with one heartbeat everybody’s
got to buy into your system everybody’s
got to be on the same page see there’s
no two ways it PFS there’s a PFS way or
there’s the highway let me give you some
principles about Al Williams
al Williams was not a sales company al
Williams gave people like me and you a
chance to go in business for yourself to
have ownership to build your own company
within a company and there are two big
disadvantages in sales that I didn’t
like number one you’re unemployed every
day every day you wake up you don’t go
make a sale you don’t eat and number two
you have a limited income there’s just
you or a handful of people and it limits
your income potential I wanted to build
a team and that gave me two big
managers number one it gave me a secure
income i’ll Road dozens and then
hundreds and eventually thousands of
people and that he gave me a chance to
have an unlimited income by recruiting
unlimited numbers of people al Williams
was not a sales company another
principal al Williams was a for market
company we never cold call we never talk
to strangers
we never not want to strangers go work
we never call a stranger on a cold
telephone we never go to Carnival
instead of a booth and hand out suckers
and blues so the little kids that come
along they did their mamas and daddies
name you when you come to work at Al
Williams you never have to set up an
appointment somebody does that for you
you never go in a stranger’s home alone
see the AoE ins way is no pressure
everybody starts part-time and by doing
that a old Williams was able to go into
communities and hire the cream of the
crop the best quality people doctors and
lawyers and businessmen in women and
housewives and the best people at a
community and let me tell you the secret
are explosive growth CL we improved by
multiplication not addition Prudential
all those other traditional companies
they had an insurance office and they
had a manager that did the recruiting
and training and everybody else was
salespeople and in fact if that leader
went out and recruited three people and
he did that ten times that would give
him a total organization of 30 people
but al Williams grew by multiplication
we gave people a chance to build their
own company with unaccompanied
so if you go out and recruit three
people just three people and then you
teach people the AoE away and give them
a chance to go recruit free people and
if you recruit three people and then you
do that time skin that’s fifty nine
thousand people ain’t that something
ain’t that dadgum something did it
create this explosive growth you’ve got
to have the bulging out when you get big
you’ve got to have the ability and the
bigger you get is God is more important
you’ve got to have the ability to
simplify the complicated see I can
explain to a new recruit the whole a OEM
system on one page nine simple steps I
can take a new train new recruit and I
can teach him the whole a Oh William
system in 30 minutes now the company
also has to have the ability to simplify
the complication see most companies lose
because they they just they like a
federal government they ain’t worth a
damn and nothing you know they’re just a
big old bureaucracy can’t do anything
efficient in 1984 when we kick for
Mitchell’s book this was their rate book
and if you took a ruler it was an inch
thick and Prudential had they had three
different kind of series of products
they had the Gibraltar series modified
like three modified life I’ve modified
life can modify 25:10 like laid up in 85
O’Connor Matic whole life life paid up
at 90 life 885 life meet up at 65
20-year pay life 10-year pay life coli
joint whole life not you didn’t like
those they had to stay plan they had
modified life by a Caucasian 50 life
paid up and 90 professional 50 bona fide
– I made up an 85 modified life 3
modified life I’ve modified life can
rated premium whole life of reading
creator modified live 21 increasing
streaming live fade up at 90 modified 25
10 life fade up in 85 a state 25 whole
life from Cana Matic lowlife live paid
up at 90 live paid up at 85 20 year pay
live 10 years a life to live
joint whole life not you didn’t like the
Gibraltar series and you didn’t like the
state series they had to pre put
Foucault series variable live variable
life waiver premium appreciable life
waiver premium appreciable life level
death benefit of life variable that’s
been a bit a pretty variable appreciable
life level infinite event a variable
appreciable life bearable have benefit
variable appreciable life night night
let me just go through as quick as I can
the qualities of a leader but first let
me tell you something sort of scary see
folks most people failed in business
because they run out of time they see
this business of winning in business is
a ten year game our 20 year game this is
not get rich quick and you know most
people fail because they can’t change it
they keep changing and then all of a
sudden they’re no longer 25 or 35 or 45
or 55 and they don’t have another ten
years they don’t have another 20 years
to see you know why
I’m 69 years old but I feel 16 see folks
you’re here you’re here on this earth
for disco flicker you’re here on this
earth but just a flicker see not long
from now they’re going to be plant you
in the ground out there and they’re
going to beep at you in the face with a
shovel and there’s going to be a
tombstone over your head and it’s going
to say one of two things it’s going to
say here lies the good or here lies the
stood now folks I’m asking this
now folks let me ask it in what’s your
two songs will say about you see another
key another key that these winners per
says they’re so dead young focus is
ridiculous see when we open the L
Williams in 1977 our vision had two
parts number one we saw ourselves
involved in a great event
folks I never had any doubt that we were
gonna kick credentials but and become
the most dominant coming in degree I’ve
never had any doubt we right there
correction and injustice see our mission
was to destroy cash value life insurance
number two the second part of our vision
was to give our Louise Williams people a
chance to have ownership to build their
own company within a company to build
total financial independence do you know
how special that is for people like me
they come from where I come from to give
our families a chance to build total
financial independence where nobody
could put their thumb on you where
nobody could squeeze you where you could
tell everybody out there to take a
dadgum flying leaf if you wanted to
Veta al Williams company was so dadgum
focused it’s ridiculous
we didn’t want to be friends with those
people in the wrong color jersey we
didn’t want to get along we didn’t want
to be nice we didn’t want to be
politically correct our goal was to
destroy those Jokers our goal is to give
our people a chance to build total
financial independence and you know what
you know what if this time talk is too
tough for you if you’re too smart if
you’re too pretty if all this sounds too
corny then don’t let the door hit you in
the bud
[Music]
[Applause]
you know why
you know why and we have a built for
tough people see we not go thank you for
your visit we not go beg you to join our
team see I found out 40 years ago that
you can’t force people to do what they
don’t want to do see you can’t teach a
pig thing oops you can’t take a dud and
make a master if you want to build big
teams and build financial independence
you’ve got to find people that wanted
that see it that believe it that love it
see I believe the single most important
thing you develop in your lifetime is a
positive attitude you see folks you got
to always have a work out attitude the
glass has always got to be half-full you
got to look for the good in all
situations you got to expect your people
to be positive you can’t ever let your
meetings turn into a gripe session
see folks you can overcome every problem
in the world but you can’t ever overcome
an attitude problem you can overcome
financial problems business problems
personal problems recruiting problems
sales problems but you can’t ever
overcome an attitude problem let me give
you an unwritten law in this business
people won’t follow or believe in a
negative dog disillusion frustrated
dadgum crybaby see see winners winners
are always excited see see the greatest
definition of a winner I’ve ever heard
is almost everybody can stay excited for
two or three months a few people can
stay excited for two or three years but
our winner of stay excited for effort
another unwritten law another unwritten
law is folks always remember you only
control two things you control your
attitude you have a choice every day
about your attitude when you wake up you
can be policy
you can be negative tonight the second
thing you controlled is your activity
you have a choice every day when you
wake up you can be a leader go out there
and do it first lead by example or you
have a choice of being a manager
sit on your budge always talking always
planning see winners are so disciplined
and every given discipline is the
definition doing what you’re supposed to
do when you’re supposed to do it I had
one rule if you don’t play on my
football team and you were going to come
to practice every day unless your bud
was in the hospital dying you were going
to be at practice
I was out we were beginning practice one
day with my first football team and I’ll
stick the line up everybody for
calisthenics and I saw my starting line
guard Johnny Campbell come walking out
to the practice field in his blue jeans
and t-shirt and I hollered over at him I
said Campbell hey if you quit what’s
wrong with you
why ain’t you dressed out he said coach
a bee stung me today and and my face is
swollen up and I got one eye this close
and I can’t getting the helmet over my
head and I said Campbell if you want to
play on this football team you get your
butt back in the locker room and you put
that uniform on and you find a way to
squeeze that he’ll butt over your head
and just think about it Campbell if you
can practice with one eye just think how
good you gonna play Friday night with
both eyes
see another unwritten law another
unwritten law in this business you got
to show up to work every day if you feel
good or if you feel bad you got to do
what you’re supposed to do and you got
to do it when you’re supposed to do it
ci please folks the single most
important thing you get to winning is
the power of leading in you the power of
believing that you can win the power of
believing that good things will happen
to you the power of believing that
you’re special see folks I believe the
biggest single obstacle to success for
most people out there is not lack of
education it’s not lack of background
it’s not lack of money but it’s the lack
of belief in yourself see another ender
in law is folks you got to expect to win
seal I don’t give you what you want or
what you’d love to have see everybody
wants to win everybody wants to be
somebody everybody wants to make a
difference with their life everybody
wants financial freedom but you know
what life don’t get you what you don’t
give you what you want like issue what
you’ll excel if you’ll excel fie and
average and ordinary that’s exactly what
you got to look forward to if you’ll
accept having financial problem that’s
exactly what’s going to happen to you if
you’ll excel being unhappy you’re going
to be unhappy see winners expect to win
winners show up and fight winners demand
for themselves 6s and happiness and
fulfillment winners have what I call
this can-do attitude see the worst to
work
the language is I can’t when art April
work this big and can understand what
words are when they said I can’t I made
them do three push-ups quotes there
ain’t nothing you can’t do if you want
it bad enough another thing I found out
about most winners is they’re big
dreamers they’re big dreamers and I
believe that the high school years are
for most people to peak years to dream
and be excited about like you know these
kids come into the ninth grade in their
eyes or big as a baseball they start
driving or dating or they play an
engagement for hundreds of thousands of
people are there in beauty contests
their own debate teams you know to them
life as a bowl of cherries they have an
attitude that I was put on this earth to
make a difference I’m going to go out
and conquer the world and then they
graduate and then they get dumped down
the big bad world then people start
lying to of and screwing them and use
them and they change jobs two or three
or four times and then one day they roll
out of bed and this once-vibrant
turned on human being becomes a shell of
a man and they develop an attitude that
likes passed me by that I just got to
take it that I can’t hope again that I
can’t dream again see folks when you
really get down to it it a/o Williams we
didn’t sell life insurance we didn’t
sell investments it was so so so much
bigger than that see it al Williams we
gave people a chance to dream again you
know how important that is when you’re
out there frustrated and getting beat up
we gave people a chance to hope again we
gave people a chance to be excited again
theme winners winners are great
encouragers winners are great encourages
if you want to build a big team you’ve
got to become an expert in praising
people Jack wilt said the thing to get
praise gets done
I love the recognition tonight
recognition and praise is everything
Mary Kay said the only thing more
powerful than money and sex
if praise and recognition that’s my
seven little grandbabies right there
they see another unwritten law another
unwritten law see nobody wants applause
nobody wants the ball everybody hates
the ball nobody wants the ball but
everybody needs a coach everybody needs
a clothes see bosses are quick to
criticize coaches are quick to praise
folks always remember when you’re having
a private meeting with one of your
people and you’re talking about their
life their business you can say 99
positive things and one negative thing
and all they’re going to remember is the
one negative thing see another unwritten
law the most kind of four most powerful
words in the English language is I
believe in you I believe in you
save winners know the importance of
sacrifice see sacrifices giving up
immediate walls the long-range goal
remember the AoE Williams vision we give
people a chance to build their own
company within a company a chance to
build total financial freedom where
nobody can put their thumb on you and
squeeze you see folks I knew our VPS and
they of Williams that made millions of
dollars but they never achieved total
financial freedom I knew our VPS and a a
we’ve that never made gigantic incomes
but they began they became totally
financially independent three weeks ago
with my grandbabies wedding in Hollands
North Carolina I met two young our bps
on our VP couple from Tulsa whole
Oklahoma Bridgette and Brent and
Bridgette and Brent if you can get down
here
I’d like me to give you a t-shirt if you
can’t get down here then I’ll give it to
Wayne and you give it to them okay but
but I met these two great you are VPS
and I was a dadgum electrified I
couldn’t stand it they were men they
reminded me of those original 85 people
male William they have a passion about
this business that’s just unbelievable
they love their people it’s just
unbelievable and let me tell you this if
for your producing our VPS in this
company today like Bridgette and Brent
man this future this company is mind
boggler but they told me something real
exciting they said when they got
promoted to our VP they sold their house
they went in rented an apartment they
want to cut their expenses they wanted
to make it so dad
they couldn’t stand it and they just
didn’t want to have any financial
pressure on them and Brent told me said
are we’re saving more money than we’ve
ever saved in our life and they’re just
getting started
that’s what a a weave is all about
[Music]
if you won’t if you won’t total
financial freedom step number one is you
got to have a plan it’s just not going
to happen you’re not going to fiddle
part around and get there you’ve got to
have a plan there’s got to be a number
worked out in your mind is going to be
financially dependent for you and you’ve
got to work out a plan and how you’re
going to get there you’ve got to
sacrifice things you would love to have
you’ve got to have a plan and then step
number two you’ve got to sacrifice
things you would love to have right now
in order to achieve things that would
change your life forever put out an
engine there their fridge addressed a
better a fridge esteem hey I’m proud of
you
no son else
[Applause]
you know what you know what
[Music]
winners play with a whole different
level of intensity see winners don’t
ever show courage winners don’t ever
show quit winners don’t ever show fear
see my proudest record is a head
football coach for five years in the
state of Georgia is I never had to call
timeout and go drag one of my kids off
the field so you know you former
football players
there’s nothing is exciting it’s what I
call that Friday night feeling man you
work hard all year and you’re getting
ready to go out and play in Thursday
night you stand dadgum excited
you can hardly sleep and you wake up the
next day and you go to school and all
the all the all the students and all the
teachers are patting you on the back and
say go get them art man I’m so excited
about the night and you show up in the
locker room about 5:30 or 6 o’clock and
you get paid up and you get your uniform
on and you just got to burst and then
it’s 7 o’clock the coach says let’s go
out and you charge out on the field and
loosen up and the bands play it in your
little girlfriends up there in the in
the stands and man you just can’t stand
is your body float inside and then in 20
minutes to 8:00 I take the players I
take it back from the locker room for
last-minute instructions
and right before we leave the lockers to
go do battle the last thing I tell of us
has fellas why y’all right there
loosening up tonight did you see me out
there talking to the referees I told the
referees I said mr. rep you see those
guys in the wrong full of yours is si si
they don’t love it like us then as tough
as us they don’t want it like we do mr.
L mr. L I want you to know I’ve never
had to call timeout and drag one of my
kids off the field and I want you to
know mr. rep if one of my kids get hurt
I ain’t gonna go out then get up I want
you to know mr. ref you got to move the
ball to the other side to feel to play a
little while till they work themselves
off the field and now you know why you
know why if one of my kids got hurt I’d
have been the first one out there to
pick them up but you know what they
didn’t know that’s what they didn’t get
heard folks if you want to win in this
business you can’t ever show heard you
can’t ever show down you can ever show
fear
[Applause]
[Music]
see the win in this business and to win
in life you’ve got to have a goal of
having a balanced life and this is tough
they see another unwritten law you can’t
separate your business life from your
personal life see a lousy personal life
and allow the spiritual life will
destroy your business life just three
recent examples the Governor of
California gets us made pregnant and
destroys the marriage in a career as I
said Tiger Woods unbelievably sad John
Edwards running for president on his
stage has a baby with another woman and
his wife has cancer ain’t that something
see you got to have the right priorities
God should be first family second
business third now folks
now fold
please understand that’s easy to say
that the easy to say but hard to
accomplish you’re not going to be
perfect you’re going to screw up all the
time but you’ve got to have a goal of
having a balanced life you know as
president of ale Williams now with the
bed more than a dozen times put my head
on the door and folks I didn’t think we
were going to be able to survive
absolutely could not figure out a way
that we could possibly survive we were
out of business it was impossible let me
give you two examples first company we
stole life insurance with was financial
insurance
the for fun we were financial assurance
we were having a bath stark schools the
presidential hotel that Friday afternoon
before I kicked off of his 99 I was in
my room dressing and I get a call from
Jill Jack beard home financial insurance
and he said are you lied to us you I
gave a business plan and said we were
going to a billion dollars worth of
business first year we did a four
billion dollars worth of business the
first three months he said are we didn’t
want to get this big we don’t have the
money to get this big we’re gonna have
to shut this thing down
ain’t that something the owner of the
company tells you he doesn’t have the
money we can’t go on we got to shut it
down another example our second company
we went with national whole line our
defaults the founder of that company
died of a heart attack at age 54 we had
been talking to pet
a California company and they said they
can build a home office in Atlanta
Georgia which was my dream for us but it
would take 18 months when our Jamal
snide they put national whole life loves
ourselves they told us they didn’t want
to pay any more advance Commission
because that created this and that was
not gonna lay them and selling the
company and here the company that was
going to take our biz and said it was
going to take 18 mine improve Bo Adams
magic we were able to keep those
advances come in until we could build a
new home office within court somehow in
these impossible situations an answer
would always come looking back I know
now that the Lord’s hand was always in
our company see folks
FIFO
I’m not smart enough I’m not good to get
any credit for what a are we instead the
Lord has blessed me beyond anything I
could have told far more imagine I was
blessed for the wonderful life away in
Japan I fell in love I fell in love with
angels and second grade true story all
the girlfriend Abbott had last year we
celebrated our 50th year anniversary
Angelou
[Applause]
Angela and I shared everything together
the good times and the tough times we’re
still standing I was blessed with two
amazing children aren’t in April they
who married two amazing spouses Kristin
Lord and they gave me seven unbelievable
grandbabies the greatest single joy of
my life
or my babies I love you so another
unwritten law another unwritten law all
the money in the world can’t compensate
for you failing at home folks you’ve got
to give your family in it’s hard but
you’ve got to find a way to give your
family all the time and all the law that
they deserve and that they should have
another unwritten law is the I believe
you mean 50% of people just by working
hard so it should be 50% of those people
just by working hard you beat another
40% by trying to live right and find
something you believe in something you
love that’s 90 percent of the people by
working hard finding something you
believe in and something you love in the
top 10% is a dog fight you know Gary
Player one more international golf
tournaments than anybody in the history
of God he’s in the golf a Hall of Fame
down in water and Gary Player sent an
article I read one that he said you know
I’ve played in countries all over the
world and everywhere I play you know
really people the same everywhere people
are really the same everywhere
everywhere I play I have some guy or gal
to see the starting golf or they’ve been
playing golf and they come up and they
tell me they
the end of the round they say Gary I
love watching you hit a golf ball I love
watching you hit a golf ball I’d give
anything if I could hit a golf ball like
you and he said one day he had a
particularly frustrating round and
somebody said that he turned around he
said no you wouldn’t
no you wouldn’t you’re just kidding
yourself you know what if you know what
you have to do hit a golf ball like me
you have to get up at five o’clock in
the morning you got to go down you got
to hit a thousand golf balls you hit
submit’ II got balls do your hand starts
please you walked up to the clubhouse
you watch that stuff off your hand you
slap a bandage on there you go back now
he hit another thousand car fall yeah
you’d love you get a golf ball I give it
like me if it was easy well nothing good
comes easy
we had to our bps in Dallas Texas
Oh same age same sex cell in the same
city the same stage we had the same
contract everything on the outside looks
the same they’re both good leaders
they’re good they’re people they work
hard they do everything you’re supposed
to but what does the $500,000 year
person dude did the $50,000 person
doesn’t do he does everything exposed to
it a little bit more he does everything
is supposed to a little bit more he
recruits it a little bit more he makes
money a little bit more he saves but a
little bit more if you want to learn to
win in this business you better learn to
do everything he’s supposed to and a
little bit more I’m 62 years old seven
years ago I had open-heart surgery and
both I believe since I left you 20 years
ago
I exercise five or six times every week
and I don’t believe there’s been five
times in the last 21 years that I’ve
ever stopped at the finish line
this concept was Pro pro 4 so programmed
in me that you always do a little bit
more than if I’m jogging two miles then
I don’t ever stop at the finish line I
always go to that next telephone pole I
always go to that next tree see winners
don’t ever quit winners don’t ever quit
see this winning is a ten year game it’s
a 20 year game you’re gonna ride a
roller coaster all those ten years all
those 20 years till you get to the end
game and it’s unwritten law things are
never as good as they see folks I don’t
care how good you think Stu going right
now I don’t care how much momentum you
got I don’t care how much money you’re
making it I don’t care how much money
your people make it I don’t care how
happy you are your business folks you’re
always one day away from an essential
tomorrow you don’t get killed things are
never as good as they seem but also
things are never as bad as they say when
that disaster comes and it’s coming get
ready folks don’t quit it’s a ten year
game it’s a 20 year game and things are
never as bad as they seem
you got to keep called to place keep
calling to play keep calling to play
keep calling to play see winners
winters are not afraid to fail see folks
everybody’s not going to die everybody’s
not going to sign hiring papers every
recruit is not going to make it most
everything you do in this business is
not going to work out but in spite of
that in spite of most everything not
work it out you know that going in you
still can’t be afraid to fail you don’t
a high school football game if you got
two teams that are pretty equal in
ability there’s typically 120 plays in a
game 60 plays by HP and you know every
play is designed to work every time but
you know what if two teams are pretty
evenly matched there’s gonna be four or
five plays out of those 120 plays that
are gonna turn determine who wins or not
and you know who’s gonna win you know
who’s gonna win
the team even knowing that 98% of those
plays are not going work they go out
there on undertand 20 times and give it
everything they got leave it all on the
dadgum feel and what they think in their
mind they say this next play might be
what are those four or five plays let me
tell you this about our business another
unwritten law folks you’re always one
recruit away from an explosion you’re
always one recruit away from an
explosion folks I don’t care how bad it
looks I don’t care what kind of disaster
you’re experiencing in your business
life right now the next recruit the very
next recruit for us to do our VP could
rust you the financial independence in
our business everything is not going to
work out but enough will if you give it
everything you’ve got
every play and every day winners don’t
make excuses see there’s no such thing
is almost winning there’s no such thing
folks as almost being financially
independent you is or you ain’t
see winners they do it see most people
in our country almost get there they
almost rover the hub they almost have it
going almost is a way of life to almost
everybody but the winners they do it
what do they do they do whatever it
takes to get the job done they do it and
do it and do it and do it until the job
is done and then they talk about how
great it is to be somebody they’re proud
of we need leaders at PFS who can do it
if you want to become somebody dadgummit
do it if you want to become financially
independent talk talk is cheap do it I
hear too much talk around here William
we need people who can do it I hear
where I go are you cattle me wonderful
just do it Arnim will be a sales leader
in 30 days your hey just do it our our
life whether under I’ve associations go
on all you termites I do business
wonderful just do it boy if I could just
have one good month I could make it big
we’ll do it all right if I can just pay
off this debt I could really go we’ll do
it or it if I could just sell my house
do it well but how does a cell in do it
anyway are hard I’m not making any money
what I do you just do it do what are you
do it and do it and do it art when I get
to be an RVP can I quit doing it nope
alright I guarantee I’m gonna win this
contest
wonderful just do it alright I guarantee
I’m over the hunt now
super duper just do it art I want to
make it so bad I can taste it what I do
you just do it art I’m really hurting I
don’t know that I can keep on keeping on
what I do you just do it do what are you
doing
and do it and do it art all my life I
want to be somebody important we do it
then our I’m gonna recruit 20 people
this my crane just do it
alright I’m gonna save money so I don’t
ever have to go through this again
wonderful just do it I’m hurt art I’m
really hurt what I do you just do it
alright I don’t feel like I’ve had
enough training what I do you just do it
hard
I don’t feel like my inner sink is
enough help what I do you just do it
parts you don’t understand I was listing
everything in my form of company look at
what I’ve accomplished you know you
don’t mean so my line needs got to start
off down there and do it do you yep you
really got to do it are are what the
primary difference between winners and
losers the winners do it they do it and
do it and do it and do it until the job
gets done
[Music]
had to give up my benefits I was super
excited about this opportunity but I was
scared to death
I wanted to make it so bad in this
business it just tore me up inside I
wanted to be somebody so dadgum bad did
you save me up inside I wanted more than
anything in the world somebody that knew
what they were talking about to tell me
exactly what I had to do to win in this
business this was this was my dadgum
life this one you need gain this was
serious daggone business and I didn’t
want some sales trainer I didn’t want
some motivational speaker blow it a lot
of hot air of my butt is tea I knew that
somebody that looked like me and came
from where I came from to do it big it
was gonna be ugly it was gonna be tough
it was gonna be hard and that was okay
with me
I grew up to all I wanted was somebody
to tell me like it is don’t pull any
punches this is my dadgum life and
tonight I’m going to tell you exactly
how we did it a tale Williams February
10 1977 al Williams was born just a
peanut 85 people teared Atlanta Georgia
but we had a cause we had a crusade our
goal was the corrected injustice our
mission was to destroy cash value life
insurance
those 85 people through to an army of
225,000 in 1977 eighty-six percent of
all life insurance soul was trash bag
today 90 plus percent of all life
insurance hold is turn and a oh we have
did that
heylia said that ain’t something they
said Jacob doesn’t see the Hale Williams
legacy is awesome
we changed an industry and a million
lives in 1987 a a william started with a
sales force of 85 today PFS starts with
a sales force of 100,000 the potential
unbelievable and let me tell you this I
love John and Rick I love their
leadership they’ve seized the moment
they’re totally obsessed with helping
TFS become the most dominant company and
financial services today see I really
believe folks
I really believe PF has VFS has an
opportunity to build an even bigger
legacy than a a Williams did but and
this is a big but to do that TFS has to
find a way to build big teams UCO
Williams was a company of giants in 1988
when we were 11 years old you know there
were 2,000 companies in our industry the
largest industry in the world and I
published a list of the top 100
companies and then I plugged our big AoE
abstains in there 34 of those companies
were al Williams teams and I believe to
build these big teams there’s four teams
number one the key to building big teams
is all about building Herstal
relationship
folks this is a one-on-one business this
is a face-to-face business to build big
teams the fundamentals of this business
never change and it takes time to teach
your people about the goodness of our
company it takes time to teach your
people about the rightness of our cause
the uniqueness of our system it takes
time to build leaders it takes time to
get commitments it takes time to build
trusting relationships to help your
people believe in themselves that
they’re special that they can do
something important it takes time to
make your people your friend there’s no
shortcuts in this business building
personal relationships is everything one
final thought about building personal
relationships
you must get involved in your people I
see most most of these dadgum business
go schools around the United States they
teach you don’t get too close to your
people don’t get involved in their
personal life well bull that ain’t the
way it was and that ain’t the way it is
today folks you got to get involved in
your peoples lives
you got to make sure people your friends
you got to get to know the family you
got to share their life their personal
life and their business life yes it
hurts from time to time
yes it’s messy from time to time but
it’s the only way to build a great
business and you know what building
versatile relationship begins with every
new recruit see we’re not in the
business of throwing a bunch of crap up
against the wall and some stick some dog
you got to you got to treat every review
recruit like they’re our future our VP
you must make everything a new recruit
does a big deal
you got to celebrate their first sale
you got to celebrate their first recruit
you got to celebrate every success you
got to let every recruit know that you
believe in them let me give you two
examples when I built my first base shop
by the way the first base shop in our
company I called every single person on
my team every week and when we grew I
built leaders that would carry on that
personal contact with every single
person to let them know that we were
there to help them do something
important another example when we became
a sales force of 225,000 the first thing
I did every day when I went to my office
before I did
anything else I signed 200 gogo letters
personally congratulating somebody’s was
just promoted to our VP or NSD or just
joining our team
always remember folks your people are
your greatest asset you win with people
you don’t win with products you don’t
win with commissions you don’t win with
you contests always remember when you
look at each person in your organization
pretend they’ve got a sign a big Dianna
sign on their dad gums head that says
made me feel special
maybe they’ll feel important building
great teams begins with building
personal relationships
number two building big teams require
that you have a passion about what you
do see this is serious business mode
we’re changing people’s lives there’s
got to be more than just about the money
see your passion is your heart your
passions your mind your passions your
soul how do you get a passion you get a
passion I loving it
Mickey Mantle is a great baseball player
with the New York dangers that I look in
the baseball
I love hitting baseball I wake up every
day I’m excited to go out to the
ballpark in a baseball I love it the
baseball when it rains not a game I get
angry Brooklyn cause I want to go out
and hit a baseball
I don’t like it I love it he said you
take me you can’t ever do anything big
if you just like it you got to love it
what you love it
once you have this passion how do you
keep this passion you keep a passion
about not ever forgetting the things
that blew your butt out of the water
let me just give you for example I never
got over what a ripoff trash value life
insurance was you lose your cash value
if you die will throw on something ask
you this how can a life insurance
company create such a crappy product and
then ask it is how can a life insurance
salesman 90% of those Joker’s own term
on their old lowlife
it’s old trash value life insured – Oh
Joe Purcell that clown do you know what
I’ve never got over what a ripoff it was
and you know why I love sticking it up
here but I never got tired of rubbing
there goes in it I never got over I
never got over how much money you could
pay hard time you know what I started
coaching at Thomasville Georgia making
forty six hundred dollars a year after
football season I used to referee
ball games make extra income I’d run
down that basketball court for three
hours to make $12 and I found by term
investor difference I went in to make my
first sale to my assistant coach Robert
Kelly it took 45 minutes I took the same
money he was knitting for $10,000 trash
million policy and I gave him a $100,000
turn post I left there and 45 million to
that country paid be $324 the next two
and a half years I never made a sale
during football season but the other six
months part time I was able to save
$42,000 part time it changed my life and
it changed my family’s life I never got
over I never got over what they did to
my mama my daddy died at age 48 of a
heart attack I had two younger brothers
one a junior in high school one a one in
the sixth grade I saw 30 Leon close what
a tragedy selling too little of the
wrong kind of insurance does to a widow
and I never got over it I took it
personal I wanted to punish her I wanted
to hurt
I never got over the magic of compound
interest this finishes blew my butt out
of the water
you know if you went down to Bank a and
you invested a thousand dollars for 70
years at 5% interest that’s worth
$30,000 but if you go to bank B and
invest that same thousand dollars and
you get 10% interest everything inside
of me all my common sense says that
splices much interest that’s got to be
worth twice as much that’s got to be
sixty thousand dollars but at ten
percent interest that thousand dollars
rose to seven hundred and ninety
thousand dollars that’s magic ain’t that
something well you know what you know
what if you go to Bank C and you invest
another thousand dollars for 70 years
and you just get two percent more just
two percent more that’s worth 2.7
million dollars ain’t that something
folks you got to get this passion you’ve
got to love it
and you can’t ever forget the thing that
blew your butt out of the water
see I believe with everything that’s
ending you win with your heart not your
head coach Lombardi the great coach of
the Green Bay Packers in the last
meeting he spoke to before he died was
speaking to a group of top executives in
Washington DC
early in his speech speaking to these
hundreds of people out there he said I’m
going to give you tonight the secret of
winning in business
there was a hush that came over the room
you could hear a pin drop and the great
man said the secret to winning in
business is hard power you capture the
heart you capture the man you must get
your people to fall in love with your
company see folks the single most
important lesson I learned coaching
football and coaching AoE Williams as
you win with your heart not your head
you went on a motion not on watching
Steve Prudential Prudential so life
insurance to make a living hail William
so life insurance to correct it
injustice
what a powerful advantage we have step
number three to build big teams you’ve
got to become a leader and you’ve got to
build with the right kind of people see
leaders are like a dadgum magnet people
are just drawn to like bees to honey and
you show me anything in this United
States that we and a Boy Scout troop
surge club business football team I’ll
show you something run by leader and the
common denominator of all great leaders
if they’re do it first people they’re do
it first people you want to win go be a
leader and then do it first lead by
example you want your people to make
money you go make money first if you
want your people to recruit you go
recruit first and then once you become a
leader then you’ve got to recruit the
right kind of people see I believe
corporate America is tried to program
people like me to believe that the
winners of the pretty people in our
country today if they got these perfect
bodies they’re 6 feet 2 slim 185 pounds
they wear these three-piece suits these
power ties these wing tip shoes they got
this slicked back hair in this beautiful
smile and this perfect team and they’re
great tennis players will bull not only
do they have these perfect bodies but
these pretty people have the perfect
background see they they tried to
program people like me to bleed if
you’re born rich and you’re born on the
right side of the track if you’re the
privileged class that you’re supposed to
go to
that you’re supposed to get all the good
jobs but if you’re born from a poor or
average ordinary background like I came
from you must give up your big dreams
and you big ambitions well bull and they
say it you have a high IQ they rule
you’re brilliant if you have an average
IQ like me they say you got to drive a
truck or be a janitor well bull people
are judge in our country today by haha
they score on aptitude tests personality
tests achievement tests and crap like
that bull ain’t nobody ever devised a
test nor will they devise a test they
can measure the heart of a champion let
me tell you about the right kind of
people the right kind of people are so
dadgum motivated it’s ridiculous I want
to be somebody so dadgum bad it’s
ridiculous
see folks I don’t know wild like I am
but my butt’s always burning there’s
something inside of me that says hard
you’re supposed to go far our dad
government you’re supposed to be
somebody
our dad government you’re supposed to do
something important for 20 years in this
business I woke up every day scared I
wasn’t good enough I went to bed every
night for 20 years scared that I wasn’t
gonna make it my goal for 20 years was
to getting better every day
I could never recruit enough people I
could never promote enough people I
could never make enough money I could
never save enough money I was so dadgum
motivating nothing could stop me
nothing nothing nothing could stop me
and you know what you know what some of
you I’d be saying right now are you’re a
madman and you know what you’re right
you got to be a dadgum madman and
winning this business see I believe the
difference between being great in
average and ordinary is this much folks
is almost it’s just too scary to talk
about so you can do 99% of the things
right in business and not do this much
and you don’t fail but you can screw up
every day in business just like on the
edit if you do this much you’re
guaranteed to win see this much there’s
a special kind of attitude there’s a
special kinda mental toughness it’s a
special kind of hunger and desire to be
somebody see number four if you want to
build a big team you’ve got to have a
oneness in your organization there’s got
to be a oneness everybody’s got to
operate with one heartbeat everybody’s
got to buy into your system everybody’s
got to be on the same page see there’s
no two ways it PFS there’s a PFS way or
there’s the highway let me give you some
principles about Al Williams
al Williams was not a sales company al
Williams gave people like me and you a
chance to go in business for yourself to
have ownership to build your own company
within a company and there are two big
disadvantages in sales that I didn’t
like number one you’re unemployed every
day every day you wake up you don’t go
make a sale you don’t eat and number two
you have a limited income there’s just
you or a handful of people and it limits
your income potential I wanted to build
a team and that gave me two big
managers number one it gave me a secure
income i’ll Road dozens and then
hundreds and eventually thousands of
people and that he gave me a chance to
have an unlimited income by recruiting
unlimited numbers of people al Williams
was not a sales company another
principal al Williams was a for market
company we never cold call we never talk
to strangers
we never not want to strangers go work
we never call a stranger on a cold
telephone we never go to Carnival
instead of a booth and hand out suckers
and blues so the little kids that come
along they did their mamas and daddies
name you when you come to work at Al
Williams you never have to set up an
appointment somebody does that for you
you never go in a stranger’s home alone
see the AoE ins way is no pressure
everybody starts part-time and by doing
that a old Williams was able to go into
communities and hire the cream of the
crop the best quality people doctors and
lawyers and businessmen in women and
housewives and the best people at a
community and let me tell you the secret
are explosive growth CL we improved by
multiplication not addition Prudential
all those other traditional companies
they had an insurance office and they
had a manager that did the recruiting
and training and everybody else was
salespeople and in fact if that leader
went out and recruited three people and
he did that ten times that would give
him a total organization of 30 people
but al Williams grew by multiplication
we gave people a chance to build their
own company with unaccompanied
so if you go out and recruit three
people just three people and then you
teach people the AoE away and give them
a chance to go recruit free people and
if you recruit three people and then you
do that time skin that’s fifty nine
thousand people ain’t that something
ain’t that dadgum something did it
create this explosive growth you’ve got
to have the bulging out when you get big
you’ve got to have the ability and the
bigger you get is God is more important
you’ve got to have the ability to
simplify the complicated see I can
explain to a new recruit the whole a OEM
system on one page nine simple steps I
can take a new train new recruit and I
can teach him the whole a Oh William
system in 30 minutes now the company
also has to have the ability to simplify
the complication see most companies lose
because they they just they like a
federal government they ain’t worth a
damn and nothing you know they’re just a
big old bureaucracy can’t do anything
efficient in 1984 when we kick for
Mitchell’s book this was their rate book
and if you took a ruler it was an inch
thick and Prudential had they had three
different kind of series of products
they had the Gibraltar series modified
like three modified life I’ve modified
life can modify 25:10 like laid up in 85
O’Connor Matic whole life life paid up
at 90 life 885 life meet up at 65
20-year pay life 10-year pay life coli
joint whole life not you didn’t like
those they had to stay plan they had
modified life by a Caucasian 50 life
paid up and 90 professional 50 bona fide
– I made up an 85 modified life 3
modified life I’ve modified life can
rated premium whole life of reading
creator modified live 21 increasing
streaming live fade up at 90 modified 25
10 life fade up in 85 a state 25 whole
life from Cana Matic lowlife live paid
up at 90 live paid up at 85 20 year pay
live 10 years a life to live
joint whole life not you didn’t like the
Gibraltar series and you didn’t like the
state series they had to pre put
Foucault series variable live variable
life waiver premium appreciable life
waiver premium appreciable life level
death benefit of life variable that’s
been a bit a pretty variable appreciable
life level infinite event a variable
appreciable life bearable have benefit
variable appreciable life night night
let me just go through as quick as I can
the qualities of a leader but first let
me tell you something sort of scary see
folks most people failed in business
because they run out of time they see
this business of winning in business is
a ten year game our 20 year game this is
not get rich quick and you know most
people fail because they can’t change it
they keep changing and then all of a
sudden they’re no longer 25 or 35 or 45
or 55 and they don’t have another ten
years they don’t have another 20 years
to see you know why
I’m 69 years old but I feel 16 see folks
you’re here you’re here on this earth
for disco flicker you’re here on this
earth but just a flicker see not long
from now they’re going to be plant you
in the ground out there and they’re
going to beep at you in the face with a
shovel and there’s going to be a
tombstone over your head and it’s going
to say one of two things it’s going to
say here lies the good or here lies the
stood now folks I’m asking this
now folks let me ask it in what’s your
two songs will say about you see another
key another key that these winners per
says they’re so dead young focus is
ridiculous see when we open the L
Williams in 1977 our vision had two
parts number one we saw ourselves
involved in a great event
folks I never had any doubt that we were
gonna kick credentials but and become
the most dominant coming in degree I’ve
never had any doubt we right there
correction and injustice see our mission
was to destroy cash value life insurance
number two the second part of our vision
was to give our Louise Williams people a
chance to have ownership to build their
own company within a company to build
total financial independence do you know
how special that is for people like me
they come from where I come from to give
our families a chance to build total
financial independence where nobody
could put their thumb on you where
nobody could squeeze you where you could
tell everybody out there to take a
dadgum flying leaf if you wanted to
Veta al Williams company was so dadgum
focused it’s ridiculous
we didn’t want to be friends with those
people in the wrong color jersey we
didn’t want to get along we didn’t want
to be nice we didn’t want to be
politically correct our goal was to
destroy those Jokers our goal is to give
our people a chance to build total
financial independence and you know what
you know what if this time talk is too
tough for you if you’re too smart if
you’re too pretty if all this sounds too
corny then don’t let the door hit you in
the bud
[Music]
[Applause]
you know why
you know why and we have a built for
tough people see we not go thank you for
your visit we not go beg you to join our
team see I found out 40 years ago that
you can’t force people to do what they
don’t want to do see you can’t teach a
pig thing oops you can’t take a dud and
make a master if you want to build big
teams and build financial independence
you’ve got to find people that wanted
that see it that believe it that love it
see I believe the single most important
thing you develop in your lifetime is a
positive attitude you see folks you got
to always have a work out attitude the
glass has always got to be half-full you
got to look for the good in all
situations you got to expect your people
to be positive you can’t ever let your
meetings turn into a gripe session
see folks you can overcome every problem
in the world but you can’t ever overcome
an attitude problem you can overcome
financial problems business problems
personal problems recruiting problems
sales problems but you can’t ever
overcome an attitude problem let me give
you an unwritten law in this business
people won’t follow or believe in a
negative dog disillusion frustrated
dadgum crybaby see see winners winners
are always excited see see the greatest
definition of a winner I’ve ever heard
is almost everybody can stay excited for
two or three months a few people can
stay excited for two or three years but
our winner of stay excited for effort
another unwritten law another unwritten
law is folks always remember you only
control two things you control your
attitude you have a choice every day
about your attitude when you wake up you
can be policy
you can be negative tonight the second
thing you controlled is your activity
you have a choice every day when you
wake up you can be a leader go out there
and do it first lead by example or you
have a choice of being a manager
sit on your budge always talking always
planning see winners are so disciplined
and every given discipline is the
definition doing what you’re supposed to
do when you’re supposed to do it I had
one rule if you don’t play on my
football team and you were going to come
to practice every day unless your bud
was in the hospital dying you were going
to be at practice
I was out we were beginning practice one
day with my first football team and I’ll
stick the line up everybody for
calisthenics and I saw my starting line
guard Johnny Campbell come walking out
to the practice field in his blue jeans
and t-shirt and I hollered over at him I
said Campbell hey if you quit what’s
wrong with you
why ain’t you dressed out he said coach
a bee stung me today and and my face is
swollen up and I got one eye this close
and I can’t getting the helmet over my
head and I said Campbell if you want to
play on this football team you get your
butt back in the locker room and you put
that uniform on and you find a way to
squeeze that he’ll butt over your head
and just think about it Campbell if you
can practice with one eye just think how
good you gonna play Friday night with
both eyes
see another unwritten law another
unwritten law in this business you got
to show up to work every day if you feel
good or if you feel bad you got to do
what you’re supposed to do and you got
to do it when you’re supposed to do it
ci please folks the single most
important thing you get to winning is
the power of leading in you the power of
believing that you can win the power of
believing that good things will happen
to you the power of believing that
you’re special see folks I believe the
biggest single obstacle to success for
most people out there is not lack of
education it’s not lack of background
it’s not lack of money but it’s the lack
of belief in yourself see another ender
in law is folks you got to expect to win
seal I don’t give you what you want or
what you’d love to have see everybody
wants to win everybody wants to be
somebody everybody wants to make a
difference with their life everybody
wants financial freedom but you know
what life don’t get you what you don’t
give you what you want like issue what
you’ll excel if you’ll excel fie and
average and ordinary that’s exactly what
you got to look forward to if you’ll
accept having financial problem that’s
exactly what’s going to happen to you if
you’ll excel being unhappy you’re going
to be unhappy see winners expect to win
winners show up and fight winners demand
for themselves 6s and happiness and
fulfillment winners have what I call
this can-do attitude see the worst to
work
the language is I can’t when art April
work this big and can understand what
words are when they said I can’t I made
them do three push-ups quotes there
ain’t nothing you can’t do if you want
it bad enough another thing I found out
about most winners is they’re big
dreamers they’re big dreamers and I
believe that the high school years are
for most people to peak years to dream
and be excited about like you know these
kids come into the ninth grade in their
eyes or big as a baseball they start
driving or dating or they play an
engagement for hundreds of thousands of
people are there in beauty contests
their own debate teams you know to them
life as a bowl of cherries they have an
attitude that I was put on this earth to
make a difference I’m going to go out
and conquer the world and then they
graduate and then they get dumped down
the big bad world then people start
lying to of and screwing them and use
them and they change jobs two or three
or four times and then one day they roll
out of bed and this once-vibrant
turned on human being becomes a shell of
a man and they develop an attitude that
likes passed me by that I just got to
take it that I can’t hope again that I
can’t dream again see folks when you
really get down to it it a/o Williams we
didn’t sell life insurance we didn’t
sell investments it was so so so much
bigger than that see it al Williams we
gave people a chance to dream again you
know how important that is when you’re
out there frustrated and getting beat up
we gave people a chance to hope again we
gave people a chance to be excited again
theme winners winners are great
encouragers winners are great encourages
if you want to build a big team you’ve
got to become an expert in praising
people Jack wilt said the thing to get
praise gets done
I love the recognition tonight
recognition and praise is everything
Mary Kay said the only thing more
powerful than money and sex
if praise and recognition that’s my
seven little grandbabies right there
they see another unwritten law another
unwritten law see nobody wants applause
nobody wants the ball everybody hates
the ball nobody wants the ball but
everybody needs a coach everybody needs
a clothes see bosses are quick to
criticize coaches are quick to praise
folks always remember when you’re having
a private meeting with one of your
people and you’re talking about their
life their business you can say 99
positive things and one negative thing
and all they’re going to remember is the
one negative thing see another unwritten
law the most kind of four most powerful
words in the English language is I
believe in you I believe in you
save winners know the importance of
sacrifice see sacrifices giving up
immediate walls the long-range goal
remember the AoE Williams vision we give
people a chance to build their own
company within a company a chance to
build total financial freedom where
nobody can put their thumb on you and
squeeze you see folks I knew our VPS and
they of Williams that made millions of
dollars but they never achieved total
financial freedom I knew our VPS and a a
we’ve that never made gigantic incomes
but they began they became totally
financially independent three weeks ago
with my grandbabies wedding in Hollands
North Carolina I met two young our bps
on our VP couple from Tulsa whole
Oklahoma Bridgette and Brent and
Bridgette and Brent if you can get down
here
I’d like me to give you a t-shirt if you
can’t get down here then I’ll give it to
Wayne and you give it to them okay but
but I met these two great you are VPS
and I was a dadgum electrified I
couldn’t stand it they were men they
reminded me of those original 85 people
male William they have a passion about
this business that’s just unbelievable
they love their people it’s just
unbelievable and let me tell you this if
for your producing our VPS in this
company today like Bridgette and Brent
man this future this company is mind
boggler but they told me something real
exciting they said when they got
promoted to our VP they sold their house
they went in rented an apartment they
want to cut their expenses they wanted
to make it so dad
they couldn’t stand it and they just
didn’t want to have any financial
pressure on them and Brent told me said
are we’re saving more money than we’ve
ever saved in our life and they’re just
getting started
that’s what a a weave is all about
[Music]
if you won’t if you won’t total
financial freedom step number one is you
got to have a plan it’s just not going
to happen you’re not going to fiddle
part around and get there you’ve got to
have a plan there’s got to be a number
worked out in your mind is going to be
financially dependent for you and you’ve
got to work out a plan and how you’re
going to get there you’ve got to
sacrifice things you would love to have
you’ve got to have a plan and then step
number two you’ve got to sacrifice
things you would love to have right now
in order to achieve things that would
change your life forever put out an
engine there their fridge addressed a
better a fridge esteem hey I’m proud of
you
no son else
[Applause]
you know what you know what
[Music]
winners play with a whole different
level of intensity see winners don’t
ever show courage winners don’t ever
show quit winners don’t ever show fear
see my proudest record is a head
football coach for five years in the
state of Georgia is I never had to call
timeout and go drag one of my kids off
the field so you know you former
football players
there’s nothing is exciting it’s what I
call that Friday night feeling man you
work hard all year and you’re getting
ready to go out and play in Thursday
night you stand dadgum excited
you can hardly sleep and you wake up the
next day and you go to school and all
the all the all the students and all the
teachers are patting you on the back and
say go get them art man I’m so excited
about the night and you show up in the
locker room about 5:30 or 6 o’clock and
you get paid up and you get your uniform
on and you just got to burst and then
it’s 7 o’clock the coach says let’s go
out and you charge out on the field and
loosen up and the bands play it in your
little girlfriends up there in the in
the stands and man you just can’t stand
is your body float inside and then in 20
minutes to 8:00 I take the players I
take it back from the locker room for
last-minute instructions
and right before we leave the lockers to
go do battle the last thing I tell of us
has fellas why y’all right there
loosening up tonight did you see me out
there talking to the referees I told the
referees I said mr. rep you see those
guys in the wrong full of yours is si si
they don’t love it like us then as tough
as us they don’t want it like we do mr.
L mr. L I want you to know I’ve never
had to call timeout and drag one of my
kids off the field and I want you to
know mr. rep if one of my kids get hurt
I ain’t gonna go out then get up I want
you to know mr. ref you got to move the
ball to the other side to feel to play a
little while till they work themselves
off the field and now you know why you
know why if one of my kids got hurt I’d
have been the first one out there to
pick them up but you know what they
didn’t know that’s what they didn’t get
heard folks if you want to win in this
business you can’t ever show heard you
can’t ever show down you can ever show
fear
[Applause]
[Music]
see the win in this business and to win
in life you’ve got to have a goal of
having a balanced life and this is tough
they see another unwritten law you can’t
separate your business life from your
personal life see a lousy personal life
and allow the spiritual life will
destroy your business life just three
recent examples the Governor of
California gets us made pregnant and
destroys the marriage in a career as I
said Tiger Woods unbelievably sad John
Edwards running for president on his
stage has a baby with another woman and
his wife has cancer ain’t that something
see you got to have the right priorities
God should be first family second
business third now folks
now fold
please understand that’s easy to say
that the easy to say but hard to
accomplish you’re not going to be
perfect you’re going to screw up all the
time but you’ve got to have a goal of
having a balanced life you know as
president of ale Williams now with the
bed more than a dozen times put my head
on the door and folks I didn’t think we
were going to be able to survive
absolutely could not figure out a way
that we could possibly survive we were
out of business it was impossible let me
give you two examples first company we
stole life insurance with was financial
insurance
the for fun we were financial assurance
we were having a bath stark schools the
presidential hotel that Friday afternoon
before I kicked off of his 99 I was in
my room dressing and I get a call from
Jill Jack beard home financial insurance
and he said are you lied to us you I
gave a business plan and said we were
going to a billion dollars worth of
business first year we did a four
billion dollars worth of business the
first three months he said are we didn’t
want to get this big we don’t have the
money to get this big we’re gonna have
to shut this thing down
ain’t that something the owner of the
company tells you he doesn’t have the
money we can’t go on we got to shut it
down another example our second company
we went with national whole line our
defaults the founder of that company
died of a heart attack at age 54 we had
been talking to pet
a California company and they said they
can build a home office in Atlanta
Georgia which was my dream for us but it
would take 18 months when our Jamal
snide they put national whole life loves
ourselves they told us they didn’t want
to pay any more advance Commission
because that created this and that was
not gonna lay them and selling the
company and here the company that was
going to take our biz and said it was
going to take 18 mine improve Bo Adams
magic we were able to keep those
advances come in until we could build a
new home office within court somehow in
these impossible situations an answer
would always come looking back I know
now that the Lord’s hand was always in
our company see folks
FIFO
I’m not smart enough I’m not good to get
any credit for what a are we instead the
Lord has blessed me beyond anything I
could have told far more imagine I was
blessed for the wonderful life away in
Japan I fell in love I fell in love with
angels and second grade true story all
the girlfriend Abbott had last year we
celebrated our 50th year anniversary
Angelou
[Applause]
Angela and I shared everything together
the good times and the tough times we’re
still standing I was blessed with two
amazing children aren’t in April they
who married two amazing spouses Kristin
Lord and they gave me seven unbelievable
grandbabies the greatest single joy of
my life
or my babies I love you so another
unwritten law another unwritten law all
the money in the world can’t compensate
for you failing at home folks you’ve got
to give your family in it’s hard but
you’ve got to find a way to give your
family all the time and all the law that
they deserve and that they should have
another unwritten law is the I believe
you mean 50% of people just by working
hard so it should be 50% of those people
just by working hard you beat another
40% by trying to live right and find
something you believe in something you
love that’s 90 percent of the people by
working hard finding something you
believe in and something you love in the
top 10% is a dog fight you know Gary
Player one more international golf
tournaments than anybody in the history
of God he’s in the golf a Hall of Fame
down in water and Gary Player sent an
article I read one that he said you know
I’ve played in countries all over the
world and everywhere I play you know
really people the same everywhere people
are really the same everywhere
everywhere I play I have some guy or gal
to see the starting golf or they’ve been
playing golf and they come up and they
tell me they
the end of the round they say Gary I
love watching you hit a golf ball I love
watching you hit a golf ball I’d give
anything if I could hit a golf ball like
you and he said one day he had a
particularly frustrating round and
somebody said that he turned around he
said no you wouldn’t
no you wouldn’t you’re just kidding
yourself you know what if you know what
you have to do hit a golf ball like me
you have to get up at five o’clock in
the morning you got to go down you got
to hit a thousand golf balls you hit
submit’ II got balls do your hand starts
please you walked up to the clubhouse
you watch that stuff off your hand you
slap a bandage on there you go back now
he hit another thousand car fall yeah
you’d love you get a golf ball I give it
like me if it was easy well nothing good
comes easy
we had to our bps in Dallas Texas
Oh same age same sex cell in the same
city the same stage we had the same
contract everything on the outside looks
the same they’re both good leaders
they’re good they’re people they work
hard they do everything you’re supposed
to but what does the $500,000 year
person dude did the $50,000 person
doesn’t do he does everything exposed to
it a little bit more he does everything
is supposed to a little bit more he
recruits it a little bit more he makes
money a little bit more he saves but a
little bit more if you want to learn to
win in this business you better learn to
do everything he’s supposed to and a
little bit more I’m 62 years old seven
years ago I had open-heart surgery and
both I believe since I left you 20 years
ago
I exercise five or six times every week
and I don’t believe there’s been five
times in the last 21 years that I’ve
ever stopped at the finish line
this concept was Pro pro 4 so programmed
in me that you always do a little bit
more than if I’m jogging two miles then
I don’t ever stop at the finish line I
always go to that next telephone pole I
always go to that next tree see winners
don’t ever quit winners don’t ever quit
see this winning is a ten year game it’s
a 20 year game you’re gonna ride a
roller coaster all those ten years all
those 20 years till you get to the end
game and it’s unwritten law things are
never as good as they see folks I don’t
care how good you think Stu going right
now I don’t care how much momentum you
got I don’t care how much money you’re
making it I don’t care how much money
your people make it I don’t care how
happy you are your business folks you’re
always one day away from an essential
tomorrow you don’t get killed things are
never as good as they seem but also
things are never as bad as they say when
that disaster comes and it’s coming get
ready folks don’t quit it’s a ten year
game it’s a 20 year game and things are
never as bad as they seem
you got to keep called to place keep
calling to play keep calling to play
keep calling to play see winners
winters are not afraid to fail see folks
everybody’s not going to die everybody’s
not going to sign hiring papers every
recruit is not going to make it most
everything you do in this business is
not going to work out but in spite of
that in spite of most everything not
work it out you know that going in you
still can’t be afraid to fail you don’t
a high school football game if you got
two teams that are pretty equal in
ability there’s typically 120 plays in a
game 60 plays by HP and you know every
play is designed to work every time but
you know what if two teams are pretty
evenly matched there’s gonna be four or
five plays out of those 120 plays that
are gonna turn determine who wins or not
and you know who’s gonna win you know
who’s gonna win
the team even knowing that 98% of those
plays are not going work they go out
there on undertand 20 times and give it
everything they got leave it all on the
dadgum feel and what they think in their
mind they say this next play might be
what are those four or five plays let me
tell you this about our business another
unwritten law folks you’re always one
recruit away from an explosion you’re
always one recruit away from an
explosion folks I don’t care how bad it
looks I don’t care what kind of disaster
you’re experiencing in your business
life right now the next recruit the very
next recruit for us to do our VP could
rust you the financial independence in
our business everything is not going to
work out but enough will if you give it
everything you’ve got
every play and every day winners don’t
make excuses see there’s no such thing
is almost winning there’s no such thing
folks as almost being financially
independent you is or you ain’t
see winners they do it see most people
in our country almost get there they
almost rover the hub they almost have it
going almost is a way of life to almost
everybody but the winners they do it
what do they do they do whatever it
takes to get the job done they do it and
do it and do it and do it until the job
is done and then they talk about how
great it is to be somebody they’re proud
of we need leaders at PFS who can do it
if you want to become somebody dadgummit
do it if you want to become financially
independent talk talk is cheap do it I
hear too much talk around here William
we need people who can do it I hear
where I go are you cattle me wonderful
just do it Arnim will be a sales leader
in 30 days your hey just do it our our
life whether under I’ve associations go
on all you termites I do business
wonderful just do it boy if I could just
have one good month I could make it big
we’ll do it all right if I can just pay
off this debt I could really go we’ll do
it or it if I could just sell my house
do it well but how does a cell in do it
anyway are hard I’m not making any money
what I do you just do it do what are you
do it and do it and do it art when I get
to be an RVP can I quit doing it nope
alright I guarantee I’m gonna win this
contest
wonderful just do it alright I guarantee
I’m over the hunt now
super duper just do it art I want to
make it so bad I can taste it what I do
you just do it art I’m really hurting I
don’t know that I can keep on keeping on
what I do you just do it do what are you
doing
and do it and do it art all my life I
want to be somebody important we do it
then our I’m gonna recruit 20 people
this my crane just do it
alright I’m gonna save money so I don’t
ever have to go through this again
wonderful just do it I’m hurt art I’m
really hurt what I do you just do it
alright I don’t feel like I’ve had
enough training what I do you just do it
hard
I don’t feel like my inner sink is
enough help what I do you just do it
parts you don’t understand I was listing
everything in my form of company look at
what I’ve accomplished you know you
don’t mean so my line needs got to start
off down there and do it do you yep you
really got to do it are are what the
primary difference between winners and
losers the winners do it they do it and
do it and do it and do it until the job
gets done
[Music]
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