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