so here are the ten reasons why most
people are broke don’t have money so I
want you to do is keep score please if
you will okay now ten if you give
yourself a ten that means that you’re
kind of really have this skill which is
a negative thing it’s that trait it’s
negative and just this I’m not gonna ask
to say it no one’s gonna you know you’re
told up for your own knowledge so you
know exactly where you are you know what
you need to learn stuff for anybody but
you but get honest with yourself right
now let’s go through this year and I’ll
give you some insight into why these
things are so destructive and if you see
that you have any of these things in
your own life you know you have to work
on them good or good yes okay excellent
so here we go
people are unable to manage their state
now this is your physiological emotional
state and what it is it’s how you feel
in the moment you could be the most
talented person in the world the best
business person in the world the best
athlete and I work with lots of athletes
by the way the best athlete in the world
doesn’t matter the best parent in the
world but if you’re in a disempowered
emotional state you can’t do you
can’t do anything here are the
empowering states for business certainty
confidence clarity courage conviction
ambition passion disempowering States
for business overwhelmed uncertainty
fear those things destroy you now we
can’t manage our state all the time
you’re not a robot you know I try this
stuff I’m pretty good at this but
believe me this I fall out of state all
the time but that’s skill that in the
moment when it matters when it really
comes down to it can you manage your
state or do you spend the bulk of your
time in disempowered states feeling
overwhelmed fearful of the future pissed
off angry okay give yourself a 10 if you
feel like that all the time and a 1 if
you never feel like that
and by the way just so you know the real
problem I just want you to write in a
real problem with this is that we live
in a world and excuse my french here we
live in a world where happens we do
right you’re walking along doing
everything like BAM you get hit with a
lump of it between the eyes right and at
that point in time you take that punch
okay that’s when state management really
matters because what most people do is
when they take that punch and trying to
make sense of it all they start telling
themselves a story
they’ll tell themselves a story of why
they can’t have what they want and so on
and so forth when in truth what stops
people from getting what they want is
the story they tell themselves
of why they can’t have it because that
story stops them from getting honest
this is about honesty to see things as
they are right now in your life but not
worse than they are which is what a lot
of people do then to see things better
than they are and develop a plan to get
there and that’s exactly what the
straight line does imagine the straight
line for a second your life is a map
right I love there’s someone gonna leave
it there for a while I love it
okay imagine your life is a map okay
this is where you want to get to your
goal wealth and success who here wants
to be wealthy because you’re NSA I
everyone anybody not want to be wealthy
and successful take a bathroom break
it’s a good time cuz cuz by being around
me buddy used to say we just if you want
to get rich just walk behind your
nickels your things for money falls out
of his pocket
I’m not going to organize sometimes okay
so you get wealth to just be around me
here we go this is where you want to go
okay
the straight line is the perfect just
accept it for right now put the
skepticism down for a second imagine the
straight line being there’s a perfect
way to get to where you want to go and
you know me for say you knew me for
three or four years and you’ve seen all
the people I’ve turned into millionaires
all the money I’ve made for people you
really knew the kind of guy was my
altruistic sensibilities despite the
fact that I made huge mistakes in the
past I’m not a perfect person
but just imagine for right this moment
you knew everything I was saying was
true the straight line was the perfect
formula let me tell you something if you
don’t have a starting point I can’t draw
a map for you the straight line goes
nowhere without a starting point what
you need to do is get honest with
yourself see things as they are not
worse than they are then see them better
than they are
develop a plan to get there and this is
your goal your vision for the future
makes sense yes or yes okay great give
yourself a score next reason people are
broke they set impotent goals here’s the
deal and you’re gonna know this is true
when you hear a basic truth of life the
reason that most people are not
successful but not wealthy is not
because they set their goals too high
and miss them it’s cause they set them
to go low and hit them get that it’s not
because you set your goals too high and
miss you set your goals too low and you
hit them and you get caught up in the
average daily struggle of averages and
mediocrity that’s what kills people
everybody raise your hand for a second
please raise your hand now raise it as
high as you can
I’m gonna crouch I can see okay now just
raise it a bit higher every one higher
why the hell would that happen
I say raise it as high as you can in him
I said okay then a little high okay well
if you really mean it right you get it
it’s that extra inch that’s where you
want to set your goal not pie in the sky
and add a control like it’s never gonna
happen because that’s a load of crap to
people that set those sort of goals they
abandon those goals and I’ll get to that
later but the idea here is you want to
set the goals just above your comfort
zone
so now think about it for a second think
about your goals right now how do you
fit him he’s setting them very low and
hitting them if that’s the case then
give yourself a ten are you setting
goals that don’t inspire you some people
set goals it might be high but they’re
crappy goals they not the sort of goals
that make you jump out of bed in the
morning make you want to go to work for
yourself to secure the future not just
for you but for your family so you know
if they’re compromised are actually as
to anybody unless you love them unless
you want to that’s freedom you know
money is just a mechanism to get there I
look at myself as a guy who helps people
solve the money problem get it so give
yourself a score I love this one they
subscribe to the secret what a load of
crap this is hello here’s I read this
book because I was in disbelief as
people look here’s the strategy for
success of the secret right go into your
house and do a quiet room and you close
the lights draw the shades and sit on a
couch and visualize a big fat check
twenty-five G’s thousand bucks u.s. okay
with your name on it and I want you to
imagine that check and just make that
check go bigger in your mind and make it
real more real and just put it out into
the ether of the universe and the law of
attraction will take hold just think
about it right
hello if that’s your strategy for
success only that will show up in your
mailbox is not the check it’s a freaking
eviction notice from your landlord
they’ll be towing away your car your
wife your husband all for the next-door
neighbor and you’ll be so saying where’s
the check where’s the check okay
the secret is a load of crap okay until
I believe in manifestation yeah damn
straight I do but you got to take action
I’m one of those unfortunate people I
tried it I really died so I tried it I
read the book so let me try you know so
I said I’d try to pray for the check
never came
but a one-ounce load of taking action
guess what the check came with extra a
couple of zeros attached to it so if
you’re the sort of person no judgment
being passed it’s the little judgment
being first that subscribes to the
secret give yourself a big fat tank and
if you subscribe to the world of action
give yourself a one limiting beliefs
these are killers there are two I want
to focus on right now there’s lots of
them but the point is this there are two
types of beliefs I wanted to describe
right now one has to do with life wants
to do with money let’s go to the life
belief first will it work
poor people believe they are creatures
of circumstance that means that the life
life happens to them to get that wall
rich people are creators
of circumstance I will tell you this
there is no more destructive belief in
the world and to think that life happens
to you because there’s three things that
you do when you don’t think that you can
create your own destiny I’ll tell you
exactly what they are right number one
the first thing you do is you play what
I call the blame game you stop blaming
everybody for why you don’t have what
you want you’ll blame the government
you’ll grin your family you blame your
spouse you’ll blame your boss you’ll
blame the economy you’ll blame the
people on Wall Street which probably
deserve some blame but you’ll blame
anybody and everybody when you think the
world happens to you you’re powerless
it is because because the economy stinks
it’s because people are unfair to me
it’s because money doesn’t really matter
anyway you all know that I live
on love alone really go bring that to
the bank and pay the rent hello okay
I love la middle Allah the greatest
woman in the world I’m gonna get married
next year for the third time
unfortunately but I’m getting married
next year great woman
so I know that but you know money’s
money right they justify third this is
the worst one of all so write it down
and big lives they complain I hate these
people you know why I’ll tell you why
because I do believe in some laws of the
universe I do and one of them is that
what you focus on expands gets bigger
and what you focus on you attract
because you move towards it your focus
is on you attract so here’s what happens
when you’re complaining what are you
focusing on all the in your life so
guess what happens to you you become a
giant magnet get the picture I
don’t want to be around because they
attracted to you got to get away from
them because when you’re some playing
like that you too and it’s the worst of
all
that’s what complain does so if you’re a
person that believes that you know
you’re a creature of circumstance life
happens to you good luck I don’t think
any of you would like that you know why
you wouldn’t be in this room how about
that people that believe they’re
creatures of services they don’t show up
to rooms like this they just don’t
they’ll kick and scream at the door but
the Exorcist if you bring in like a
devil into churches all right doesn’t
just leave it forget about done they
won’t come into rooms like this so
you’re probably pretty safe on that one
let’s go to the next belief poor people
rich people value money they know it
does matter okay again you know I said
it before we live in a world where money
matters now is it the bill and old no
but money is a beautiful wonderful thing
when you have money you can do great
things you can help other people you can
retire your parents they care your
children travel have freedom to do the
things you want to do money won’t make
you happy but a lack of it and I’ve been
there by the way I’ve been broke and
bankrupt in my life not that long ago
about ten years ago a lack of money to
be a passport to misery
so I say solve the money problem member
for the higher things everything so real
quick give yourself a score for that one
so here’s one of the things that’s
ironic
I don’t just you know I don’t come from
the seminar world I come from the real
world they come from Walter to come from
the world of business and I’d never met
so many people who claim to be life
coaches in my life if it wants a life
coach or a business going through a
success coach and most women have done
anything okay so you got to be careful
who do you choose as your mentor
typically the people with no money are
very quick to offer their advice true
‘true say you allowed a true true damn
straight it’s true okay so be careful
who you choose now also I’ve chosen some
really crappy mentors too but they were
rich here’s one remember I said greed is
good am i opening real there’s movie
studio love that what Gordon Gekko is
saying there he’s saying greed is good
greed cuts through greed clarifies and I
was 24 years old when I heard him say
that I heard him say rip their skulls
out and you know good stuff it in the
garbage compactor right I don’t remember
some of the lines so there were great
lines right the problems I took some of
the stuff the heart and I thought greed
was good and the truth is this greed is
not good
ambition is good I got a crush I can see
you the lights are so bright ambition is
good passion is good
greed is destructive the first thing
that happens when you get greedy and I
know first hand is ethics go flying out
the window it becomes about making as
much as you can as fast as you can and
you do not care who gets hurt along the
way so be careful the mentors that you
choose don’t choose the slubby fat diet
is undershirt with the whispers on his
gin who’s never done anything but been a
bum a lot of those people were you on
the phone their life coaches you don’t
know who’s on the other in the phone the
internet right it’s true which can work
to your favor or get to that later cuz
those you want to make money really I
have some amazing stuff you’re gonna
make a lot of my just being around me I
got some great ideas anyway and
conversely you don’t want to choose that
so what I meant there
and when you meant when you model
someone when someone becomes your mentor
remember this you don’t have to model
the entire organism right you can take a
piece of them pick the ambition but not
the greed take the strategy but not some
of the other stuff that come as long as
I write down your score if you got good
mentors in your life but just give
yourself a 10 if you got lousy mentors
give yourself oh one
I don’t got good metrics music one lousy
mentors give yourself a 10 I’m sorry
they’re controlled by fear this is a
killer we all know this and there are
basically three ways to process fear to
manage fear let me tell you what they
are number one is to pretend that fear
does not exist this leads to a place I
call want to write it right here
flip the chart Michelle was taller okay
the biggest baddest in five seven one
forty eight you on a good day okay so
here we go right first way okay when you
manage fear right as you ignore it you
pretend it doesn’t exist and here’s
where you end up in a place called
poverty and misery if you try to convey
I’m not scared of anything I’m not not
taking action I’m not starting my own
company I’m not going out there and
trying to strike her and she’s not cause
a fear and what do you do so you tell
the story you get it yeah that’s not
what you’d say to anybody what you would
say is money doesn’t matter it’s too
difficult a guy I didn’t come for rich
family a guy like me is not cut out for
that sort of stuff oh it’s not important
anyway those people rich people are all
idiots all the stuff that we hear that’s
a result of not admitting to yourself
that you have a bit of fear you ignore
it and you let it control you that is
the most disempowering state for wealth
and success the most second is
overwhelmed third is uncertainty and
along with that confidence
second way and leave the third one for
less the second way which is you click
here you act in spite of fear that’s
what I’m a master of doing by the way
I was always scared scared to fail
scared what people would think of the
new hell I didn’t know all the answers
back when I was younger I was scared but
I acted it anyway I never let fear stop
me how many people act that way and
their lives raise your hand say if you
do it anybody have that strategy it’s
the achievers special I call it that’s
what achievers do they’re scared but
they act anyway ok here’s what happens
when you have that strategy you end up
in a place called wealthy misery or
wealthy anxiety and when you’re known
I’m talking about raise your hand if you
wanna talk anybody come on come clean
anybody I got a couple hands a lot more
okay come on that’s the truth if you’re
sitting there acting in spite of fear
okay you’re not processing it correctly
you gonna be nervous a lot of the time
always concerned what happens if I fail
what has it’ll hit my goal the whole
nine yards it’s not a very it’s better
than the first but it’s not the best way
the third way is embracing it letting it
motivate you and I’ll get to that later
but for right now give yourself a score
about how you manage fear if you have
the achievers mentality where you
process fear but you’re you know you you
act but you’re scared or nervous a lot
of people like that give yourself a
score
this is what poor people always do they
try to come up with something
spectacular something new and novel okay
this is the bit that’s the biggest trap
ever the opposite is true you need a
proven system that’s why developed the
straight line system out of desperation
because I had a hundred companies that
were suffering I needed a way that was
basically really really simple for
anybody to run a company anyone to get
wealthy personally great quote Warren
Buffett one of my mentors
seen him three times and I read almost
but really ever no one above it yes yes
yes okay he said when I buy a business I
want to make sure the systems are so
good that even an idiot can run it
because sooner or later one will okay so
when you go out there and try to earn
money in the past or right now are you
using a proven system or you’re trying
to reinvent the wheel you’re trying to
reinvent the wheel give yourself a big
fat pen if you’re using a system simple
proven effective give yourself a one
it’s gonna be like golf the lower the
better the golf score they’re lousy in
business Manchester farms meet and see
if those my first business I started
when I was 21 years old in fact I
started my first business really when I
was nine and a paper round
knocking on door depending my paper I
made good money when I was nine when I
was twelve I started shoveling driveways
after snow storms making twenty bucks a
pop doing pretty good after snowstorms
and Kuala Lumpur you’ve got a business
real quick now lot of snow around here
when I was 17 years 16 and a half I hit
it big for the first time and I was
going down to these to do really well in
Kuala Lumpur I would go to the local
beach when it was hot during the summer
there was a long walk to the concession
stand and I’d go with an Italian a
cooler with Italian ices chip which is
in fudgesicles and I started making big
money 600 bucks per day when I was 16
years old I was making twenty to thirty
thousand dollars every summer in two and
a half months and I used that money to
put myself through college my parents
didn’t man I put myself through school
working on the beach made my friends
were making a dollar fifty an hour I was
making six hundred dollars per day best
business in the world
I suppose me seven cents although for a
buck at the end of the day whatever they
didn’t sell it but melt I didn’t care no
cost the good souls who’s in business
brother you know that’s a great thing
right great thing okay the problem
happened with that Manchester Farms meet
in Siebel which is my first real
business in the real world we put that
flutter piece of the sub secret I
started that company whoa she’s me I
started that company from scratch with
one truck I answered a blind to ad in
the paper and I worked for someone
else’s company for about two weeks
figured it out on my own
bought my first truck and started going
door-to-door selling meat and seafood
within seven months I had 26 trucks on
the road and was a millionaire 21 years
old and I was making money I bought a
beautiful red Porsche met my first wife
we got married everything was got a
pocket full of money was great problem I
was making every mistake in the world
about business I had no experience
business is not a skill that you’re born
with there’s not it’s something that you
learn the problem of most people just
don’t know how to do business they never
know what I’m talking they don’t teach
you in school business order one
that’s not real world business
you know it’s fear I might you know you
might get this I’m not a theoretical
sort of guy just not you know I’m a guy
to lose in the real world everything I
do is real world works improving so
business 101 in ecology it’s great for
some you know basic stuff doesn’t
translate
I took business courses in college and
went into bad business and I got buried
I thought I was a millionaire I was
actually growing on credit laid over
expanded eyes undercapitalized and bam
just like that I was out of business and
bankrupt at 23 lost everything even my
red Porsche ahead tear trickled down my
arm they took my Porsche away with a
hook on a tow truck worst date of my
life up to that point and that’s why I
went down to Wall Street because my town
in New York when you want to make a lot
of money you’re young and you’re
ambitious and you can sell you go to
Wall Street I knew some people making a
lot of money there I said if they can
make a million bucks a year I can make
50 million that was right that was my
path to Wall Street through the meat
business so give yourself a score and by
the way if you’re don’t have business
experience guess what does that’s
nothing to be ashamed of it all you’re
not born with this stuff someone’s got
to teach you someone’s gotta show you
the ropes that’s it no big deal
this is the easiest one to master
because business is very very easy once
you know how and so is making money so
give yourself a score 10 if you don’t
really have any business skills or give
yourself a one if you’re really sharp
you know all the stuff you know about
marketing sales you know about
operations how to negotiate you know how
to position yourself in a certain way
that’s a brand you know how to use OPM I
love this one OPM back to this one other
people’s money you must master this it’s
my specialty
you could be you know they say to me
Jordan is they said in the newspaper you
can google me you’ll get a good laugh I
got a lot of Google stuff okay thousands
and thousands of entries they said if
you flushed Jordan down the toilet bowl
he’d come up with a plumber’s license
you get that good or good you want to
know why
OPM I could you could drop me anywhere I
will persuade someone to invest in me
and I’ll show you how to do it’s really
easy once you know how and they make
money with me because I have the
business skills and have the straight
line system a always I can always make
money in business do I fail once it
wrong yeah of course I do failure is
part of the game but with the straight
line you pick yourself back up you know
where you are you have an outcome and
you keep going towards it so give
yourself a score
the business from they’re uncomfortable
with words like sales and persuasion
this is a big one there’s no way around
that everybody who here is a salesperson
raise your hand a bunch of people great
guess what you’re all salespeople either
you’re selling and persuading or you’re
failing in life not products the
intangible yourself your ideas your
concepts selling your kid to make his
bed I’m failing miserably and I can’t
get my kid to make his bed I’m a pretty
good salesperson right if you’re selling
and persuading or you’re failing this is
a skill you cannot get around everything
I’m gonna show you today anything and
you some great speakers here I’ve now
looked at the list it’s amazing great
speakers but this is an art this mastery
or at least effectiveness they can be an
effective persuader is the most crucial
skill that any human being could have
and here’s my man my mentor Warren
Buffett right not the sort of guy that
you would think is a master sales and
that’s not what his life is about guess
what it’s the single most important
skill Warren Buffett has and he said it
publicly on numerous occasions but the
point is still the same you have to
learn not to be a master salesperson
that’s not what it’s about
or a hardcore salesperson you have to
become an effective persuader so you can
share your ideas your concepts your
visions with other people and they’ll
follow you because you can show the
value that you have as human being you
could have all the value in the world as
a person you can be the smartest person
you could have to cure for cancer you
can have the you know the next great
computer chip anything in the world if
you don’t have the power to persuade to
make your thoughts known to influence
others you can’t do anything about
you’re failing in life originally the
first thing I came up with was a
straight line it’s persuasion straight
line sale system and it revolutionized
Wall Street to this day by the way every
major brokerage firm uses my system
everyone is the most effective way to
close any human being who is closeable
and I’ll show it to you very very
briefly and it’s you know takes a little
longer than 10 minutes but I’m gonna
come back here for a few days you will
learn it’s the simplest thing if you’re
scared of selling or this is not even
thing like selling it’s just simply
going through emotions and taking some
from this point to that point area
logical way no pressure at all it’s the
most effective way to sell so give
yourself a score
and be honest with this one cuz this is
the killer of a lot of people when they
say oh I don’t like sales or persuasion
just be honest with yourself here give
yourself a score ten if you hate
persuasion think it’s evil and give
yourself a one if you’re really really
good at you thrive with it the biggest
one of all they slave their lives away
for a paycheck this is why most people
are broke they work for somebody else
there’s no way around this it’s very
simple there’s just no way around it if
you work for somebody else there are a
couple of exceptions I’ll tell you what
they are number one is if you’re a
commissioned sales person working on
heavy Commission that’s one way around
it
second ways if you’re work in a certain
industry like banking investment banking
where you can leverage off of a huge
company’s assets like a Goldman Sachs or
a Citibank or one of the little koala
Lumpur Bank whatever it might be locally
here there’s very few exceptions other
than that if you really want to get
ahead in life you have to own your own
business no I’m not saying you gotta go
and quit your job right now absolutely
not
I would never tell a human being to do
that when I mentor people that’s not
with a straight line they certainly
thought about that what it’s about is
showing you how to start a business that
allows you to do it without quitting
your current job that’s what it’s about
without having to put up a lot of money
and if you meet any money you learn how
to raise it like that not borrow it
raise it real real cheaply but at some
point in time if you want to get wealthy
and just please again if there’s one
other thing besides that formula that
you take away from this today you have
to get into your own business I
sincerely mean that from the bottom of
my heart you have to do it at some point
in time if you want to get wealthy or
else you’re a porn in someone else’s game of chess
people are broke don’t have money so I
want you to do is keep score please if
you will okay now ten if you give
yourself a ten that means that you’re
kind of really have this skill which is
a negative thing it’s that trait it’s
negative and just this I’m not gonna ask
to say it no one’s gonna you know you’re
told up for your own knowledge so you
know exactly where you are you know what
you need to learn stuff for anybody but
you but get honest with yourself right
now let’s go through this year and I’ll
give you some insight into why these
things are so destructive and if you see
that you have any of these things in
your own life you know you have to work
on them good or good yes okay excellent
so here we go
people are unable to manage their state
now this is your physiological emotional
state and what it is it’s how you feel
in the moment you could be the most
talented person in the world the best
business person in the world the best
athlete and I work with lots of athletes
by the way the best athlete in the world
doesn’t matter the best parent in the
world but if you’re in a disempowered
emotional state you can’t do you
can’t do anything here are the
empowering states for business certainty
confidence clarity courage conviction
ambition passion disempowering States
for business overwhelmed uncertainty
fear those things destroy you now we
can’t manage our state all the time
you’re not a robot you know I try this
stuff I’m pretty good at this but
believe me this I fall out of state all
the time but that’s skill that in the
moment when it matters when it really
comes down to it can you manage your
state or do you spend the bulk of your
time in disempowered states feeling
overwhelmed fearful of the future pissed
off angry okay give yourself a 10 if you
feel like that all the time and a 1 if
you never feel like that
and by the way just so you know the real
problem I just want you to write in a
real problem with this is that we live
in a world and excuse my french here we
live in a world where happens we do
right you’re walking along doing
everything like BAM you get hit with a
lump of it between the eyes right and at
that point in time you take that punch
okay that’s when state management really
matters because what most people do is
when they take that punch and trying to
make sense of it all they start telling
themselves a story
they’ll tell themselves a story of why
they can’t have what they want and so on
and so forth when in truth what stops
people from getting what they want is
the story they tell themselves
of why they can’t have it because that
story stops them from getting honest
this is about honesty to see things as
they are right now in your life but not
worse than they are which is what a lot
of people do then to see things better
than they are and develop a plan to get
there and that’s exactly what the
straight line does imagine the straight
line for a second your life is a map
right I love there’s someone gonna leave
it there for a while I love it
okay imagine your life is a map okay
this is where you want to get to your
goal wealth and success who here wants
to be wealthy because you’re NSA I
everyone anybody not want to be wealthy
and successful take a bathroom break
it’s a good time cuz cuz by being around
me buddy used to say we just if you want
to get rich just walk behind your
nickels your things for money falls out
of his pocket
I’m not going to organize sometimes okay
so you get wealth to just be around me
here we go this is where you want to go
okay
the straight line is the perfect just
accept it for right now put the
skepticism down for a second imagine the
straight line being there’s a perfect
way to get to where you want to go and
you know me for say you knew me for
three or four years and you’ve seen all
the people I’ve turned into millionaires
all the money I’ve made for people you
really knew the kind of guy was my
altruistic sensibilities despite the
fact that I made huge mistakes in the
past I’m not a perfect person
but just imagine for right this moment
you knew everything I was saying was
true the straight line was the perfect
formula let me tell you something if you
don’t have a starting point I can’t draw
a map for you the straight line goes
nowhere without a starting point what
you need to do is get honest with
yourself see things as they are not
worse than they are then see them better
than they are
develop a plan to get there and this is
your goal your vision for the future
makes sense yes or yes okay great give
yourself a score next reason people are
broke they set impotent goals here’s the
deal and you’re gonna know this is true
when you hear a basic truth of life the
reason that most people are not
successful but not wealthy is not
because they set their goals too high
and miss them it’s cause they set them
to go low and hit them get that it’s not
because you set your goals too high and
miss you set your goals too low and you
hit them and you get caught up in the
average daily struggle of averages and
mediocrity that’s what kills people
everybody raise your hand for a second
please raise your hand now raise it as
high as you can
I’m gonna crouch I can see okay now just
raise it a bit higher every one higher
why the hell would that happen
I say raise it as high as you can in him
I said okay then a little high okay well
if you really mean it right you get it
it’s that extra inch that’s where you
want to set your goal not pie in the sky
and add a control like it’s never gonna
happen because that’s a load of crap to
people that set those sort of goals they
abandon those goals and I’ll get to that
later but the idea here is you want to
set the goals just above your comfort
zone
so now think about it for a second think
about your goals right now how do you
fit him he’s setting them very low and
hitting them if that’s the case then
give yourself a ten are you setting
goals that don’t inspire you some people
set goals it might be high but they’re
crappy goals they not the sort of goals
that make you jump out of bed in the
morning make you want to go to work for
yourself to secure the future not just
for you but for your family so you know
if they’re compromised are actually as
to anybody unless you love them unless
you want to that’s freedom you know
money is just a mechanism to get there I
look at myself as a guy who helps people
solve the money problem get it so give
yourself a score I love this one they
subscribe to the secret what a load of
crap this is hello here’s I read this
book because I was in disbelief as
people look here’s the strategy for
success of the secret right go into your
house and do a quiet room and you close
the lights draw the shades and sit on a
couch and visualize a big fat check
twenty-five G’s thousand bucks u.s. okay
with your name on it and I want you to
imagine that check and just make that
check go bigger in your mind and make it
real more real and just put it out into
the ether of the universe and the law of
attraction will take hold just think
about it right
hello if that’s your strategy for
success only that will show up in your
mailbox is not the check it’s a freaking
eviction notice from your landlord
they’ll be towing away your car your
wife your husband all for the next-door
neighbor and you’ll be so saying where’s
the check where’s the check okay
the secret is a load of crap okay until
I believe in manifestation yeah damn
straight I do but you got to take action
I’m one of those unfortunate people I
tried it I really died so I tried it I
read the book so let me try you know so
I said I’d try to pray for the check
never came
but a one-ounce load of taking action
guess what the check came with extra a
couple of zeros attached to it so if
you’re the sort of person no judgment
being passed it’s the little judgment
being first that subscribes to the
secret give yourself a big fat tank and
if you subscribe to the world of action
give yourself a one limiting beliefs
these are killers there are two I want
to focus on right now there’s lots of
them but the point is this there are two
types of beliefs I wanted to describe
right now one has to do with life wants
to do with money let’s go to the life
belief first will it work
poor people believe they are creatures
of circumstance that means that the life
life happens to them to get that wall
rich people are creators
of circumstance I will tell you this
there is no more destructive belief in
the world and to think that life happens
to you because there’s three things that
you do when you don’t think that you can
create your own destiny I’ll tell you
exactly what they are right number one
the first thing you do is you play what
I call the blame game you stop blaming
everybody for why you don’t have what
you want you’ll blame the government
you’ll grin your family you blame your
spouse you’ll blame your boss you’ll
blame the economy you’ll blame the
people on Wall Street which probably
deserve some blame but you’ll blame
anybody and everybody when you think the
world happens to you you’re powerless
it is because because the economy stinks
it’s because people are unfair to me
it’s because money doesn’t really matter
anyway you all know that I live
on love alone really go bring that to
the bank and pay the rent hello okay
I love la middle Allah the greatest
woman in the world I’m gonna get married
next year for the third time
unfortunately but I’m getting married
next year great woman
so I know that but you know money’s
money right they justify third this is
the worst one of all so write it down
and big lives they complain I hate these
people you know why I’ll tell you why
because I do believe in some laws of the
universe I do and one of them is that
what you focus on expands gets bigger
and what you focus on you attract
because you move towards it your focus
is on you attract so here’s what happens
when you’re complaining what are you
focusing on all the in your life so
guess what happens to you you become a
giant magnet get the picture I
don’t want to be around because they
attracted to you got to get away from
them because when you’re some playing
like that you too and it’s the worst of
all
that’s what complain does so if you’re a
person that believes that you know
you’re a creature of circumstance life
happens to you good luck I don’t think
any of you would like that you know why
you wouldn’t be in this room how about
that people that believe they’re
creatures of services they don’t show up
to rooms like this they just don’t
they’ll kick and scream at the door but
the Exorcist if you bring in like a
devil into churches all right doesn’t
just leave it forget about done they
won’t come into rooms like this so
you’re probably pretty safe on that one
let’s go to the next belief poor people
rich people value money they know it
does matter okay again you know I said
it before we live in a world where money
matters now is it the bill and old no
but money is a beautiful wonderful thing
when you have money you can do great
things you can help other people you can
retire your parents they care your
children travel have freedom to do the
things you want to do money won’t make
you happy but a lack of it and I’ve been
there by the way I’ve been broke and
bankrupt in my life not that long ago
about ten years ago a lack of money to
be a passport to misery
so I say solve the money problem member
for the higher things everything so real
quick give yourself a score for that one
so here’s one of the things that’s
ironic
I don’t just you know I don’t come from
the seminar world I come from the real
world they come from Walter to come from
the world of business and I’d never met
so many people who claim to be life
coaches in my life if it wants a life
coach or a business going through a
success coach and most women have done
anything okay so you got to be careful
who do you choose as your mentor
typically the people with no money are
very quick to offer their advice true
‘true say you allowed a true true damn
straight it’s true okay so be careful
who you choose now also I’ve chosen some
really crappy mentors too but they were
rich here’s one remember I said greed is
good am i opening real there’s movie
studio love that what Gordon Gekko is
saying there he’s saying greed is good
greed cuts through greed clarifies and I
was 24 years old when I heard him say
that I heard him say rip their skulls
out and you know good stuff it in the
garbage compactor right I don’t remember
some of the lines so there were great
lines right the problems I took some of
the stuff the heart and I thought greed
was good and the truth is this greed is
not good
ambition is good I got a crush I can see
you the lights are so bright ambition is
good passion is good
greed is destructive the first thing
that happens when you get greedy and I
know first hand is ethics go flying out
the window it becomes about making as
much as you can as fast as you can and
you do not care who gets hurt along the
way so be careful the mentors that you
choose don’t choose the slubby fat diet
is undershirt with the whispers on his
gin who’s never done anything but been a
bum a lot of those people were you on
the phone their life coaches you don’t
know who’s on the other in the phone the
internet right it’s true which can work
to your favor or get to that later cuz
those you want to make money really I
have some amazing stuff you’re gonna
make a lot of my just being around me I
got some great ideas anyway and
conversely you don’t want to choose that
so what I meant there
and when you meant when you model
someone when someone becomes your mentor
remember this you don’t have to model
the entire organism right you can take a
piece of them pick the ambition but not
the greed take the strategy but not some
of the other stuff that come as long as
I write down your score if you got good
mentors in your life but just give
yourself a 10 if you got lousy mentors
give yourself oh one
I don’t got good metrics music one lousy
mentors give yourself a 10 I’m sorry
they’re controlled by fear this is a
killer we all know this and there are
basically three ways to process fear to
manage fear let me tell you what they
are number one is to pretend that fear
does not exist this leads to a place I
call want to write it right here
flip the chart Michelle was taller okay
the biggest baddest in five seven one
forty eight you on a good day okay so
here we go right first way okay when you
manage fear right as you ignore it you
pretend it doesn’t exist and here’s
where you end up in a place called
poverty and misery if you try to convey
I’m not scared of anything I’m not not
taking action I’m not starting my own
company I’m not going out there and
trying to strike her and she’s not cause
a fear and what do you do so you tell
the story you get it yeah that’s not
what you’d say to anybody what you would
say is money doesn’t matter it’s too
difficult a guy I didn’t come for rich
family a guy like me is not cut out for
that sort of stuff oh it’s not important
anyway those people rich people are all
idiots all the stuff that we hear that’s
a result of not admitting to yourself
that you have a bit of fear you ignore
it and you let it control you that is
the most disempowering state for wealth
and success the most second is
overwhelmed third is uncertainty and
along with that confidence
second way and leave the third one for
less the second way which is you click
here you act in spite of fear that’s
what I’m a master of doing by the way
I was always scared scared to fail
scared what people would think of the
new hell I didn’t know all the answers
back when I was younger I was scared but
I acted it anyway I never let fear stop
me how many people act that way and
their lives raise your hand say if you
do it anybody have that strategy it’s
the achievers special I call it that’s
what achievers do they’re scared but
they act anyway ok here’s what happens
when you have that strategy you end up
in a place called wealthy misery or
wealthy anxiety and when you’re known
I’m talking about raise your hand if you
wanna talk anybody come on come clean
anybody I got a couple hands a lot more
okay come on that’s the truth if you’re
sitting there acting in spite of fear
okay you’re not processing it correctly
you gonna be nervous a lot of the time
always concerned what happens if I fail
what has it’ll hit my goal the whole
nine yards it’s not a very it’s better
than the first but it’s not the best way
the third way is embracing it letting it
motivate you and I’ll get to that later
but for right now give yourself a score
about how you manage fear if you have
the achievers mentality where you
process fear but you’re you know you you
act but you’re scared or nervous a lot
of people like that give yourself a
score
this is what poor people always do they
try to come up with something
spectacular something new and novel okay
this is the bit that’s the biggest trap
ever the opposite is true you need a
proven system that’s why developed the
straight line system out of desperation
because I had a hundred companies that
were suffering I needed a way that was
basically really really simple for
anybody to run a company anyone to get
wealthy personally great quote Warren
Buffett one of my mentors
seen him three times and I read almost
but really ever no one above it yes yes
yes okay he said when I buy a business I
want to make sure the systems are so
good that even an idiot can run it
because sooner or later one will okay so
when you go out there and try to earn
money in the past or right now are you
using a proven system or you’re trying
to reinvent the wheel you’re trying to
reinvent the wheel give yourself a big
fat pen if you’re using a system simple
proven effective give yourself a one
it’s gonna be like golf the lower the
better the golf score they’re lousy in
business Manchester farms meet and see
if those my first business I started
when I was 21 years old in fact I
started my first business really when I
was nine and a paper round
knocking on door depending my paper I
made good money when I was nine when I
was twelve I started shoveling driveways
after snow storms making twenty bucks a
pop doing pretty good after snowstorms
and Kuala Lumpur you’ve got a business
real quick now lot of snow around here
when I was 17 years 16 and a half I hit
it big for the first time and I was
going down to these to do really well in
Kuala Lumpur I would go to the local
beach when it was hot during the summer
there was a long walk to the concession
stand and I’d go with an Italian a
cooler with Italian ices chip which is
in fudgesicles and I started making big
money 600 bucks per day when I was 16
years old I was making twenty to thirty
thousand dollars every summer in two and
a half months and I used that money to
put myself through college my parents
didn’t man I put myself through school
working on the beach made my friends
were making a dollar fifty an hour I was
making six hundred dollars per day best
business in the world
I suppose me seven cents although for a
buck at the end of the day whatever they
didn’t sell it but melt I didn’t care no
cost the good souls who’s in business
brother you know that’s a great thing
right great thing okay the problem
happened with that Manchester Farms meet
in Siebel which is my first real
business in the real world we put that
flutter piece of the sub secret I
started that company whoa she’s me I
started that company from scratch with
one truck I answered a blind to ad in
the paper and I worked for someone
else’s company for about two weeks
figured it out on my own
bought my first truck and started going
door-to-door selling meat and seafood
within seven months I had 26 trucks on
the road and was a millionaire 21 years
old and I was making money I bought a
beautiful red Porsche met my first wife
we got married everything was got a
pocket full of money was great problem I
was making every mistake in the world
about business I had no experience
business is not a skill that you’re born
with there’s not it’s something that you
learn the problem of most people just
don’t know how to do business they never
know what I’m talking they don’t teach
you in school business order one
that’s not real world business
you know it’s fear I might you know you
might get this I’m not a theoretical
sort of guy just not you know I’m a guy
to lose in the real world everything I
do is real world works improving so
business 101 in ecology it’s great for
some you know basic stuff doesn’t
translate
I took business courses in college and
went into bad business and I got buried
I thought I was a millionaire I was
actually growing on credit laid over
expanded eyes undercapitalized and bam
just like that I was out of business and
bankrupt at 23 lost everything even my
red Porsche ahead tear trickled down my
arm they took my Porsche away with a
hook on a tow truck worst date of my
life up to that point and that’s why I
went down to Wall Street because my town
in New York when you want to make a lot
of money you’re young and you’re
ambitious and you can sell you go to
Wall Street I knew some people making a
lot of money there I said if they can
make a million bucks a year I can make
50 million that was right that was my
path to Wall Street through the meat
business so give yourself a score and by
the way if you’re don’t have business
experience guess what does that’s
nothing to be ashamed of it all you’re
not born with this stuff someone’s got
to teach you someone’s gotta show you
the ropes that’s it no big deal
this is the easiest one to master
because business is very very easy once
you know how and so is making money so
give yourself a score 10 if you don’t
really have any business skills or give
yourself a one if you’re really sharp
you know all the stuff you know about
marketing sales you know about
operations how to negotiate you know how
to position yourself in a certain way
that’s a brand you know how to use OPM I
love this one OPM back to this one other
people’s money you must master this it’s
my specialty
you could be you know they say to me
Jordan is they said in the newspaper you
can google me you’ll get a good laugh I
got a lot of Google stuff okay thousands
and thousands of entries they said if
you flushed Jordan down the toilet bowl
he’d come up with a plumber’s license
you get that good or good you want to
know why
OPM I could you could drop me anywhere I
will persuade someone to invest in me
and I’ll show you how to do it’s really
easy once you know how and they make
money with me because I have the
business skills and have the straight
line system a always I can always make
money in business do I fail once it
wrong yeah of course I do failure is
part of the game but with the straight
line you pick yourself back up you know
where you are you have an outcome and
you keep going towards it so give
yourself a score
the business from they’re uncomfortable
with words like sales and persuasion
this is a big one there’s no way around
that everybody who here is a salesperson
raise your hand a bunch of people great
guess what you’re all salespeople either
you’re selling and persuading or you’re
failing in life not products the
intangible yourself your ideas your
concepts selling your kid to make his
bed I’m failing miserably and I can’t
get my kid to make his bed I’m a pretty
good salesperson right if you’re selling
and persuading or you’re failing this is
a skill you cannot get around everything
I’m gonna show you today anything and
you some great speakers here I’ve now
looked at the list it’s amazing great
speakers but this is an art this mastery
or at least effectiveness they can be an
effective persuader is the most crucial
skill that any human being could have
and here’s my man my mentor Warren
Buffett right not the sort of guy that
you would think is a master sales and
that’s not what his life is about guess
what it’s the single most important
skill Warren Buffett has and he said it
publicly on numerous occasions but the
point is still the same you have to
learn not to be a master salesperson
that’s not what it’s about
or a hardcore salesperson you have to
become an effective persuader so you can
share your ideas your concepts your
visions with other people and they’ll
follow you because you can show the
value that you have as human being you
could have all the value in the world as
a person you can be the smartest person
you could have to cure for cancer you
can have the you know the next great
computer chip anything in the world if
you don’t have the power to persuade to
make your thoughts known to influence
others you can’t do anything about
you’re failing in life originally the
first thing I came up with was a
straight line it’s persuasion straight
line sale system and it revolutionized
Wall Street to this day by the way every
major brokerage firm uses my system
everyone is the most effective way to
close any human being who is closeable
and I’ll show it to you very very
briefly and it’s you know takes a little
longer than 10 minutes but I’m gonna
come back here for a few days you will
learn it’s the simplest thing if you’re
scared of selling or this is not even
thing like selling it’s just simply
going through emotions and taking some
from this point to that point area
logical way no pressure at all it’s the
most effective way to sell so give
yourself a score
and be honest with this one cuz this is
the killer of a lot of people when they
say oh I don’t like sales or persuasion
just be honest with yourself here give
yourself a score ten if you hate
persuasion think it’s evil and give
yourself a one if you’re really really
good at you thrive with it the biggest
one of all they slave their lives away
for a paycheck this is why most people
are broke they work for somebody else
there’s no way around this it’s very
simple there’s just no way around it if
you work for somebody else there are a
couple of exceptions I’ll tell you what
they are number one is if you’re a
commissioned sales person working on
heavy Commission that’s one way around
it
second ways if you’re work in a certain
industry like banking investment banking
where you can leverage off of a huge
company’s assets like a Goldman Sachs or
a Citibank or one of the little koala
Lumpur Bank whatever it might be locally
here there’s very few exceptions other
than that if you really want to get
ahead in life you have to own your own
business no I’m not saying you gotta go
and quit your job right now absolutely
not
I would never tell a human being to do
that when I mentor people that’s not
with a straight line they certainly
thought about that what it’s about is
showing you how to start a business that
allows you to do it without quitting
your current job that’s what it’s about
without having to put up a lot of money
and if you meet any money you learn how
to raise it like that not borrow it
raise it real real cheaply but at some
point in time if you want to get wealthy
and just please again if there’s one
other thing besides that formula that
you take away from this today you have
to get into your own business I
sincerely mean that from the bottom of
my heart you have to do it at some point
in time if you want to get wealthy or
else you’re a porn in someone else’s game of chess
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