of all the people there 20 million
people within an hour to drive distance
from this very room right here
but of all the people who could have and
probably should have showed up only you
the self-selected bold entrepreneurs of
our time chose to get out of bed and
some of you to get on a plane pack a bag
go through the expense and energy to
show up in this very room I first want
to start by commending you for being the
leaders of tomorrow yes it said that
success 80% of it is just showing up so
while other people outside this room are
wringing their hands threatened about
the economy only worried about putting a
rear end in their recliner today you
showed up to be here and so my job is to
get you the other 20% of the way so that
you can get a hundred percent to the
ideas strategies and information you
need to accomplish your dreams goals and
ambitions within this business as well
as within your life and for the last 20
years I have intensely studied the area
of personal development and human
achievement for the last 15 years I’ve
actually been in the business of
personal development so I’ve had the
privilege of building products with and
doing events for and producing
television programs with some of the
greatest thought leaders writers authors
and speakers of our time and if you
reach Success Magazine and I get a
chance to sit down one-on-one with some
of today’s greatest and most celebrated
achievers and so you can say that on
this stage here today is not just me but
it’s also Richard Branson and Donald
Trump and dr. oz and Suze Orman and John
Maxwell and the rest because they’ve
deposited their ideas I’ve had a chance
to sit down and probe them to pull out
the very best ideas that they have to
become successful and so all of their
ideas are going to be presented to you
here this morning here’s my big hairy
audacious goal I want this to be the
best most impactful life-changing
success talk you have
ever heard and that’s my goal and so if
you’re ready say I’m ready you are ready
all right so here’s what we want to
accomplish I want to discuss what
separates those that are on the cover of
Success Magazine from everybody else
well what’s the difference what do they
do I mean we all have 24/7 right we were
all born you know scared and naked and
then whatever we did thereafter either
put you on the cover of success magazine
made you wealthy or maybe you struggle
and live paycheck to paycheck what’s the
difference between those two points I’m
gonna give you it because there’s one
answer and I think it’s the foundation
the fundamental foundation to which all
success then is built upon so I want to
give you that one ingredient that
separates ordinary from the
extraordinary and what I call the
x-factor what is the one thing you could
do if all the books that you could read
and all the lectures that you could
listen to what’s one thing that you
could focus on that will multiply your
results by two by five by ten so if
you’re earning $50,000 a year you’re
earning $100,000 a year right now what
will multiply that times 2 times 5 times
10 if you have a great relationship what
will bolster that relationship by 2 by 5
by 10 if you think you’re a good parent
right now what will make you an even
better parent by 2 by 5 by 10 I’m gonna
give you what that one ingredient is of
all the things that I’ve studied in the
the people that I have probed this is
that one factor so let’s start with what
it is not I want to clear up all the
excuses people make for why they’re not
doing better in life right now because
I’ll guarantee you this outside this
room there are thousands of people who
came from worse families than yours had
worse parents than yours more
dysfunction than yours they have less
education than you have they have less
social connections and status than you
have hey they’re even uglier than you
but they are worth 10 times the amount
of money you’re worth right now why is
that if it’s not age race creed color
gender education what family you’re from
who you know if none of those are the
variables that determine success versus
struggle then what is it let’s make this
a little bit more intimate right here in
this very organization there are people
in this room they’re of varying income
levels the same opportunity but varying
income levels why is that what must be
one of the few variables let’s just
dissect those one it could be the
company so does Ryan Blair does he have
different company policies and
procedures for Hispanics versus
Caucasians right sure no well then it
must be the products right Blake Blake
ship different products into the rich
neighborhoods versus poor neighborhoods
same products well then it can’t be the
products well let’s talk about the
compensation plan
it’s that Nick right Nick has different
commission plan for white people versus
black people right women versus men
Christians versus Protestants or
Protestants versus Catholics or
Republicans versus Democrats see this is
the great equal opportunity employer no
matter who you are where you’ve come
from where you’re at today your age your
race your education level everybody has
exactly the same opportunity so if none
of those are the variables what is it’s
you you are the only variable that’s
different between somebody that is just
getting started making very little money
is somebody that is doing
extraordinarily well so here’s if we
could take a snapshot of this room and
come back six to nine months from now
here’s what I’ll promise you in six to
nine months there will be people maybe
even just getting started right now who
will be making five hundred dollars a
month six and nine months are now this
very room there will be people who are
making five thousand a month and I’ll
guarantee you there will be people six
or nine months now who could be making
ten times five thousand dollars a month
same room same opportunities same time
in place what’s the difference
the difference is you what you apply to
the company to the products to the
opportunity see here’s how it works
you are the center of your universe the
rest of the world does react and respond
to you see no matter where you look
you’re still in the middle you are the
causal source of everything in your life
let me give you the one day that changed
my life
the one life philosophy that changed my
life I was 18 years old I was waiting
for a table in a restaurant and I met a
guy stranger to me we got talking he
invited me to a seminar I went to the
seminar there was something unique about
the guy so I was encouraged to go and
add the seminar they were having a
discussion about relationships and the
lecturer said what is the shared
percentage between the two people of
making that relationship work I was 18 I
thought I knew it all I’ve blurted out
5050 but look on the lecturers face made
it obvious to the group that that was
not the right answer somebody else been
said 5149 because you’ve got to be
willing to do just a little bit more
than the other person the look proceeded
and then somebody said 8020 and I don’t
remember exactly what their explanation
was but it involves some sort of an
algorithm right so the lecturer just
finally turned to the to the board and
wrote 100 zero until you’re willing to
take 100% responsibility for the
betterment of that relationship will
that relationship work because if you’re
ever giving something with the
expectation that you’re gonna get back
that relationship will always be open
and vulnerable to being doomed taking
100% responsibility for your life and
every aspect this sounds simple but it
truly transformed my life because see
you have caused every outcome in your
life you are personally responsible for
everything in your
either you have caused it by what you
have done or you have caused it by what
you have not done or if something
happened to you you are still 100%
responsible for how you responded see
it’s not the economy it’s not who’s
president it’s not the tax code it’s not
what parties in office it’s not what’s
going on within your industry it’s not
the other person in your relationship
it’s not your company it’s not your
neighborhood it’s not your family it’s
not your relationship it’s this concept
changed my life when you realize that
you were 100% responsible every moment
you’re stuck in traffic you’re late you
are still responsible for how you
respond you will be liberated in life
see here’s how it ends up looking in
your life the outcomes in your life can
only ever be as big as you see every
aspect of your life is a mere reflection
of you you have caused it all all of it
is just a mere reflection see so your
relationships mere you your bank account
mirrors you your health mirrors you
whatever’s going on on the inside shows
up on the outside it’s a direct
cause-and-effect it said that if you
look at any one area of somebody’s life
you could pretty much tell about every
other area because they’re all just mere
reflections of what’s going on in the
inside let me see if I can make this
more tangible a lot of people say you
know what my problem is I have a money
problem and so I want to go out it’s
about my money I’m gonna go out and try
to make a lot of money and you probably
know people like I know where they go
out and make a lot of money they lose it
all they make a lot of money they lose
it all but make a lot of money they lose
it all why is that because Jim Rohn said
it best is his income seldom exceeds
one’s level of personal development I’ll
give you a dramatic example we all see
the people who making $30,000 a year
living paycheck to paycheck all of a
sudden they win the lottery and they’re
handed twenty million dollars now what
chooses the case to three years from
then
there bro how could somebody who makes
$30,000 a year get handed 20 million
dollars and go broke in three years
here’s why this is one for your notes
money will always meet you where you’re
at your money can never grow beyond the
level of your personal development it
can be temporary but it will soon just
like water seek its own level this is an
example imagine you’re in a pool and
there’s too little water and over here
is your money and you say I need to get
the water level up over here where are
my money’s at you say okay I’ve got it
I’ll just shove some water over there
and you put a little tidal wave that
goes up in that direction it goes up for
a little while but then what happens it
settles back down to the level of water
let me give you another example oh you
know before I’m gonna I want to I
thought about this on the way in the car
here imagine somebody gave you twenty
million dollars and said you have to
take care of this money and make it grow
do you have the stewardship to handle
being given twenty million dollars do
you have the attitudes the behaviors the
disciplines the habits to be able to
handle twenty million dollars now here’s
the reality I want you to be faced with
I guarantee you if you’re not worth 20
million dollars right now you don’t
here’s why we live in an abundant
limitless universe and money seeks the
level of every person’s level of
personal development you’ve heard the
adage right where you could take all the
money in the world take it away from all
the rich people and then evenly divided
amongst everybody and within 10 20 30
years what will happen it’ll all be back
in the same pockets why because money
has no judgment it just goes to the
attraction to the level of person people
are so here’s what’s exciting for me
it’s not about opportunity it’s not out
there it’s not timing circumstance
family all I have to do to focus on
making more money is work on me I grow
everything in my life grows with me we
give you another example
and that is health you’re in the health
business right ever you see this all the
time people you know they go out and
they say you know I need to lose weight
they they they make bout their weight
the weights the problem they don’t
realize that it’s an outcome they think
that it’s the cause and so they go out
and they chased diet programs and all
the rest of this and you know why is it
that 99% of all people who go on a diet
program end up gaining all the way back
because it was never about the weight
it’s all about them the weight the
health is is a mirror it becomes I call
it the ultimate personal development
billboard you are wearing your personal
development on your body it is a mere
reflection of what’s going on in the
inside so don’t worry about it worry
about you if you improve everything
externally will improve for you so here
is in 1994 I met my mentor Jim Rohn and
I went to a seminar and this was the
second day that changed my life and he
said these words and I suggest that you
write these down two years later I was
making a seven-figure income two years
after that I was worth more than a
million dollars and these were the words
that changed my life if you want to have
more you have to become more for things
to change you have to change for things
to get better you have to get better and
here’s a couple of money shots for
things to improve you have to improve if
you grow everything grows for you
it’s just like that pool instead of
sending to try to sit in water over to
these different directions if you just
put more water in the pool the water
level rises everything around you Rises
with it
what is putting more water in the pool
improving your personal development you
improve everything improves with you all
right now let’s take it a little bit
more specifically right let’s have some
tangible effects into your business
right here I want to make this a very
impactful program for you so let’s talk
about the things that you are involved
in you becoming more successful in this
business sales recruiting communication
leadership so first of all tell me what
um what products do you sell here at my
Salus what products wellness health and
wellness weight management performance
okay let me let me give you the answer
let me let me clear it up for you you
sell you because when you’re talking
about performance and health and
wellness and weight management they’re
not listening to you they’re looking at
you and they’re thinking do I want what
this guy’s got is this woman the person
I want to become do I want to come off
to my friends like this person’s coming
off to me see it’s not the words you
speak it’s the person behind the words I
love the line that says who you are
speak so loud I can’t hear a word you’re
saying
Emerson thank you so here’s here’s what
happens a lot people get worried about
what they what do I say when I meet a
new prospect what do I say what’s my
script what’s my sales presentation they
focus on that let me give you one of the
worst sales presentations of all time
but one of the most effective in
recruiting he said you follow me I mean
come on right
I mean that’s pretty basic I mean you
know why would that work it wasn’t for
what he said it was for who he was his
name happened to be Jesus Christ right
so it wasn’t what he said it was who he
was it was all that he was for what he’d
never had to say does that make sense so
it’s the person behind the words that
makes communication recruiting and sales
effective and when you improve
everything improves you see I have
friends in my life
that if they said you follow me I’d
follow they wouldn’t have to say anymore
because I have that much respect for who
they are and I also know some people
that if they said you follow me or if
they said anything no matter how
elaborate how incredible how
enthusiastic how passionate their
presentation was I ain’t following do
you understand the difference so if you
want to improve your recruiting your
communication your sales your leadership
improve you become what everybody else
sees be the leader that you want to
attract right be the person that you
want to involve within your business if
you’re that person first everything will
come to
alright so now that we have discovered
let’s just take us a second here to see
where we’re at we’ve discovered that you
are the cause of all the outcomes in
your life now I don’t want to just leave
you there right okay here’s here’s the
issue everybody you’re the problem
have a great day okay I want to take
this a level deeper and say okay well
how can we work on you how can we
improve this so there’s there’s a few
areas typically that you can focus on to
try to improve you and what I want to do
is to have you tell me which areas you
think are most effective to work on so I
want you to think of the most successful
people Richard Branson and the Donald
Trump’s and the Oprah Winfrey’s you know
the Ryan Blair’s
right that the the Nick and Blake or
whoever in your mind you think
personifies significant success and just
give me one word that describes them
communicator commitment hold on hold on
commitment determined tenacity
discipline integrity I’m sorry you tried
hard but loving motivator confidence I’m
sorry listener passionate passionate
sincere
influencer APIs epithet apathetic epic
and okay they have empathy okay pathetic
wouldn’t be good alright alright that’s
enough thank you alright so we have 1 2
3 4 5 6 7 8 9 10 11 12 13 14 different
types so here are the the three areas
that you can go to work on you can work
on skills and tactics you can work on
product knowledge or you can work on
attitude so I want to go back to the
list and determine whether its skills
attacked its product knowledge or
attitude so commitment what is that it’s
an attitude you know I’m gonna say
sometimes it’s actually a skill as well
so let’s get that both alright
commitment
attitude right determination attitude
tenacity attitude discipline attitude
it’s also a little bit of a skill what
the heck was that
Oh integrity
skill no it’s not it’s an attitude right
loving attitude motivated attitude
confident attitude listener skill
passionate attitude sincere attitude
influential skill empathetic attitude
alright so we’ve got four added four
skill we got one two three four product
knowledge we have zero attitude we have
one two three four five six seven eight
nine ten eleven twelve twelve for
attitude for for skill zero for product
knowledge now the lesson that this
teaches you is where are you focusing
your training on yourself and you’re in
the business of leadership where are you
focusing your training for your people
is it product knowledge is it skills or
is it attitude because I’m gonna tell
you you said of all the most successful
people looking in the world attitude is
by far more important and that’s the
truth so let’s talk about what is the
number one most attractive attitude that
you could foster within yourself and
that you’re looking for when you’re out
recruiting people my answer and somebody
said it here was passion
let me give you an example it’s a story
back in the ancient Christian times I
mean this is way back when right where
you couldn’t just walk down the street
and say I’m a Christian right they cut
off your head throw you in jail
it wasn’t like you could put a hundred
twenty-five thousand people in the
Coliseum for our Sunday rally right as a
matter of fact back then it was said if
you’re a Christian stay out of the
Colosseum especially on Sundays right
feeds you to the Lions
well when times are mean tough and ugly
that’s when you need leaders and God was
out recruiting well back then there was
this guy called Saul Saul from Tarsus
and Saul was one of those guys whatever
Saul was into everybody had to hear
about it so I had an opinion everybody
was gonna know about it matter of fact
his nickname became all out saw right
didn’t do anything halfway
well there’s one problem about Saul as a
potential recruit for Christian
leadership he hated Christians he hated
them so much and he had so much
credibility within the community he
could get letters of authority
go around killing Christians well one
day he hears about this new group
growing up in Damascus and Saul goes
into a fit and a range he gets letters
of authority gathers some men and goes
booking it for Damascus if you read the
text it says he was breathing threats of
slaughter which means he felt pretty
strongly about it right this is one
passionate guy well God’s looking down
on on all this and says look at that saw
that guy’s incredible
that’s my god the heavens part lightning
bolt comes from the sky knocks all off
his horse buries his face in the sand
blinds him for three days
God’s got some recruiting tools we just
don’t have available to us right I mean
can you imagine did you say no to this
opportunity blinded for three days I
mean that would be great well as the
story goes Saul from Tarsus becomes Paul
the Apostle and if you read the text it
says the one of the things I want hated
I now love the things I once loved I now
hate became why the greatest or early
Christian leaders of all time and the
point of the story is is this was a
strong feeling passionate purpose now
personally I’ve had some people in
business that when I first approached
them they were passionately against me
and some of the venting that ended up
becoming partners when I could finally
win them over and to my way of thinking
or point them in the direction that I
want him to go all I had to do was get
out of the way look out because they
would charge at the door now isn’t that
better than finding somebody who’s
easily converted that every two three
days you got a column and pump them up
yes you really can do this and no it’s
gonna be okay right you want to find
passionate strong feeling people and
that’s what you want to develop within
yourself
people within an hour to drive distance
from this very room right here
but of all the people who could have and
probably should have showed up only you
the self-selected bold entrepreneurs of
our time chose to get out of bed and
some of you to get on a plane pack a bag
go through the expense and energy to
show up in this very room I first want
to start by commending you for being the
leaders of tomorrow yes it said that
success 80% of it is just showing up so
while other people outside this room are
wringing their hands threatened about
the economy only worried about putting a
rear end in their recliner today you
showed up to be here and so my job is to
get you the other 20% of the way so that
you can get a hundred percent to the
ideas strategies and information you
need to accomplish your dreams goals and
ambitions within this business as well
as within your life and for the last 20
years I have intensely studied the area
of personal development and human
achievement for the last 15 years I’ve
actually been in the business of
personal development so I’ve had the
privilege of building products with and
doing events for and producing
television programs with some of the
greatest thought leaders writers authors
and speakers of our time and if you
reach Success Magazine and I get a
chance to sit down one-on-one with some
of today’s greatest and most celebrated
achievers and so you can say that on
this stage here today is not just me but
it’s also Richard Branson and Donald
Trump and dr. oz and Suze Orman and John
Maxwell and the rest because they’ve
deposited their ideas I’ve had a chance
to sit down and probe them to pull out
the very best ideas that they have to
become successful and so all of their
ideas are going to be presented to you
here this morning here’s my big hairy
audacious goal I want this to be the
best most impactful life-changing
success talk you have
ever heard and that’s my goal and so if
you’re ready say I’m ready you are ready
all right so here’s what we want to
accomplish I want to discuss what
separates those that are on the cover of
Success Magazine from everybody else
well what’s the difference what do they
do I mean we all have 24/7 right we were
all born you know scared and naked and
then whatever we did thereafter either
put you on the cover of success magazine
made you wealthy or maybe you struggle
and live paycheck to paycheck what’s the
difference between those two points I’m
gonna give you it because there’s one
answer and I think it’s the foundation
the fundamental foundation to which all
success then is built upon so I want to
give you that one ingredient that
separates ordinary from the
extraordinary and what I call the
x-factor what is the one thing you could
do if all the books that you could read
and all the lectures that you could
listen to what’s one thing that you
could focus on that will multiply your
results by two by five by ten so if
you’re earning $50,000 a year you’re
earning $100,000 a year right now what
will multiply that times 2 times 5 times
10 if you have a great relationship what
will bolster that relationship by 2 by 5
by 10 if you think you’re a good parent
right now what will make you an even
better parent by 2 by 5 by 10 I’m gonna
give you what that one ingredient is of
all the things that I’ve studied in the
the people that I have probed this is
that one factor so let’s start with what
it is not I want to clear up all the
excuses people make for why they’re not
doing better in life right now because
I’ll guarantee you this outside this
room there are thousands of people who
came from worse families than yours had
worse parents than yours more
dysfunction than yours they have less
education than you have they have less
social connections and status than you
have hey they’re even uglier than you
but they are worth 10 times the amount
of money you’re worth right now why is
that if it’s not age race creed color
gender education what family you’re from
who you know if none of those are the
variables that determine success versus
struggle then what is it let’s make this
a little bit more intimate right here in
this very organization there are people
in this room they’re of varying income
levels the same opportunity but varying
income levels why is that what must be
one of the few variables let’s just
dissect those one it could be the
company so does Ryan Blair does he have
different company policies and
procedures for Hispanics versus
Caucasians right sure no well then it
must be the products right Blake Blake
ship different products into the rich
neighborhoods versus poor neighborhoods
same products well then it can’t be the
products well let’s talk about the
compensation plan
it’s that Nick right Nick has different
commission plan for white people versus
black people right women versus men
Christians versus Protestants or
Protestants versus Catholics or
Republicans versus Democrats see this is
the great equal opportunity employer no
matter who you are where you’ve come
from where you’re at today your age your
race your education level everybody has
exactly the same opportunity so if none
of those are the variables what is it’s
you you are the only variable that’s
different between somebody that is just
getting started making very little money
is somebody that is doing
extraordinarily well so here’s if we
could take a snapshot of this room and
come back six to nine months from now
here’s what I’ll promise you in six to
nine months there will be people maybe
even just getting started right now who
will be making five hundred dollars a
month six and nine months are now this
very room there will be people who are
making five thousand a month and I’ll
guarantee you there will be people six
or nine months now who could be making
ten times five thousand dollars a month
same room same opportunities same time
in place what’s the difference
the difference is you what you apply to
the company to the products to the
opportunity see here’s how it works
you are the center of your universe the
rest of the world does react and respond
to you see no matter where you look
you’re still in the middle you are the
causal source of everything in your life
let me give you the one day that changed
my life
the one life philosophy that changed my
life I was 18 years old I was waiting
for a table in a restaurant and I met a
guy stranger to me we got talking he
invited me to a seminar I went to the
seminar there was something unique about
the guy so I was encouraged to go and
add the seminar they were having a
discussion about relationships and the
lecturer said what is the shared
percentage between the two people of
making that relationship work I was 18 I
thought I knew it all I’ve blurted out
5050 but look on the lecturers face made
it obvious to the group that that was
not the right answer somebody else been
said 5149 because you’ve got to be
willing to do just a little bit more
than the other person the look proceeded
and then somebody said 8020 and I don’t
remember exactly what their explanation
was but it involves some sort of an
algorithm right so the lecturer just
finally turned to the to the board and
wrote 100 zero until you’re willing to
take 100% responsibility for the
betterment of that relationship will
that relationship work because if you’re
ever giving something with the
expectation that you’re gonna get back
that relationship will always be open
and vulnerable to being doomed taking
100% responsibility for your life and
every aspect this sounds simple but it
truly transformed my life because see
you have caused every outcome in your
life you are personally responsible for
everything in your
either you have caused it by what you
have done or you have caused it by what
you have not done or if something
happened to you you are still 100%
responsible for how you responded see
it’s not the economy it’s not who’s
president it’s not the tax code it’s not
what parties in office it’s not what’s
going on within your industry it’s not
the other person in your relationship
it’s not your company it’s not your
neighborhood it’s not your family it’s
not your relationship it’s this concept
changed my life when you realize that
you were 100% responsible every moment
you’re stuck in traffic you’re late you
are still responsible for how you
respond you will be liberated in life
see here’s how it ends up looking in
your life the outcomes in your life can
only ever be as big as you see every
aspect of your life is a mere reflection
of you you have caused it all all of it
is just a mere reflection see so your
relationships mere you your bank account
mirrors you your health mirrors you
whatever’s going on on the inside shows
up on the outside it’s a direct
cause-and-effect it said that if you
look at any one area of somebody’s life
you could pretty much tell about every
other area because they’re all just mere
reflections of what’s going on in the
inside let me see if I can make this
more tangible a lot of people say you
know what my problem is I have a money
problem and so I want to go out it’s
about my money I’m gonna go out and try
to make a lot of money and you probably
know people like I know where they go
out and make a lot of money they lose it
all they make a lot of money they lose
it all but make a lot of money they lose
it all why is that because Jim Rohn said
it best is his income seldom exceeds
one’s level of personal development I’ll
give you a dramatic example we all see
the people who making $30,000 a year
living paycheck to paycheck all of a
sudden they win the lottery and they’re
handed twenty million dollars now what
chooses the case to three years from
then
there bro how could somebody who makes
$30,000 a year get handed 20 million
dollars and go broke in three years
here’s why this is one for your notes
money will always meet you where you’re
at your money can never grow beyond the
level of your personal development it
can be temporary but it will soon just
like water seek its own level this is an
example imagine you’re in a pool and
there’s too little water and over here
is your money and you say I need to get
the water level up over here where are
my money’s at you say okay I’ve got it
I’ll just shove some water over there
and you put a little tidal wave that
goes up in that direction it goes up for
a little while but then what happens it
settles back down to the level of water
let me give you another example oh you
know before I’m gonna I want to I
thought about this on the way in the car
here imagine somebody gave you twenty
million dollars and said you have to
take care of this money and make it grow
do you have the stewardship to handle
being given twenty million dollars do
you have the attitudes the behaviors the
disciplines the habits to be able to
handle twenty million dollars now here’s
the reality I want you to be faced with
I guarantee you if you’re not worth 20
million dollars right now you don’t
here’s why we live in an abundant
limitless universe and money seeks the
level of every person’s level of
personal development you’ve heard the
adage right where you could take all the
money in the world take it away from all
the rich people and then evenly divided
amongst everybody and within 10 20 30
years what will happen it’ll all be back
in the same pockets why because money
has no judgment it just goes to the
attraction to the level of person people
are so here’s what’s exciting for me
it’s not about opportunity it’s not out
there it’s not timing circumstance
family all I have to do to focus on
making more money is work on me I grow
everything in my life grows with me we
give you another example
and that is health you’re in the health
business right ever you see this all the
time people you know they go out and
they say you know I need to lose weight
they they they make bout their weight
the weights the problem they don’t
realize that it’s an outcome they think
that it’s the cause and so they go out
and they chased diet programs and all
the rest of this and you know why is it
that 99% of all people who go on a diet
program end up gaining all the way back
because it was never about the weight
it’s all about them the weight the
health is is a mirror it becomes I call
it the ultimate personal development
billboard you are wearing your personal
development on your body it is a mere
reflection of what’s going on in the
inside so don’t worry about it worry
about you if you improve everything
externally will improve for you so here
is in 1994 I met my mentor Jim Rohn and
I went to a seminar and this was the
second day that changed my life and he
said these words and I suggest that you
write these down two years later I was
making a seven-figure income two years
after that I was worth more than a
million dollars and these were the words
that changed my life if you want to have
more you have to become more for things
to change you have to change for things
to get better you have to get better and
here’s a couple of money shots for
things to improve you have to improve if
you grow everything grows for you
it’s just like that pool instead of
sending to try to sit in water over to
these different directions if you just
put more water in the pool the water
level rises everything around you Rises
with it
what is putting more water in the pool
improving your personal development you
improve everything improves with you all
right now let’s take it a little bit
more specifically right let’s have some
tangible effects into your business
right here I want to make this a very
impactful program for you so let’s talk
about the things that you are involved
in you becoming more successful in this
business sales recruiting communication
leadership so first of all tell me what
um what products do you sell here at my
Salus what products wellness health and
wellness weight management performance
okay let me let me give you the answer
let me let me clear it up for you you
sell you because when you’re talking
about performance and health and
wellness and weight management they’re
not listening to you they’re looking at
you and they’re thinking do I want what
this guy’s got is this woman the person
I want to become do I want to come off
to my friends like this person’s coming
off to me see it’s not the words you
speak it’s the person behind the words I
love the line that says who you are
speak so loud I can’t hear a word you’re
saying
Emerson thank you so here’s here’s what
happens a lot people get worried about
what they what do I say when I meet a
new prospect what do I say what’s my
script what’s my sales presentation they
focus on that let me give you one of the
worst sales presentations of all time
but one of the most effective in
recruiting he said you follow me I mean
come on right
I mean that’s pretty basic I mean you
know why would that work it wasn’t for
what he said it was for who he was his
name happened to be Jesus Christ right
so it wasn’t what he said it was who he
was it was all that he was for what he’d
never had to say does that make sense so
it’s the person behind the words that
makes communication recruiting and sales
effective and when you improve
everything improves you see I have
friends in my life
that if they said you follow me I’d
follow they wouldn’t have to say anymore
because I have that much respect for who
they are and I also know some people
that if they said you follow me or if
they said anything no matter how
elaborate how incredible how
enthusiastic how passionate their
presentation was I ain’t following do
you understand the difference so if you
want to improve your recruiting your
communication your sales your leadership
improve you become what everybody else
sees be the leader that you want to
attract right be the person that you
want to involve within your business if
you’re that person first everything will
come to
alright so now that we have discovered
let’s just take us a second here to see
where we’re at we’ve discovered that you
are the cause of all the outcomes in
your life now I don’t want to just leave
you there right okay here’s here’s the
issue everybody you’re the problem
have a great day okay I want to take
this a level deeper and say okay well
how can we work on you how can we
improve this so there’s there’s a few
areas typically that you can focus on to
try to improve you and what I want to do
is to have you tell me which areas you
think are most effective to work on so I
want you to think of the most successful
people Richard Branson and the Donald
Trump’s and the Oprah Winfrey’s you know
the Ryan Blair’s
right that the the Nick and Blake or
whoever in your mind you think
personifies significant success and just
give me one word that describes them
communicator commitment hold on hold on
commitment determined tenacity
discipline integrity I’m sorry you tried
hard but loving motivator confidence I’m
sorry listener passionate passionate
sincere
influencer APIs epithet apathetic epic
and okay they have empathy okay pathetic
wouldn’t be good alright alright that’s
enough thank you alright so we have 1 2
3 4 5 6 7 8 9 10 11 12 13 14 different
types so here are the the three areas
that you can go to work on you can work
on skills and tactics you can work on
product knowledge or you can work on
attitude so I want to go back to the
list and determine whether its skills
attacked its product knowledge or
attitude so commitment what is that it’s
an attitude you know I’m gonna say
sometimes it’s actually a skill as well
so let’s get that both alright
commitment
attitude right determination attitude
tenacity attitude discipline attitude
it’s also a little bit of a skill what
the heck was that
Oh integrity
skill no it’s not it’s an attitude right
loving attitude motivated attitude
confident attitude listener skill
passionate attitude sincere attitude
influential skill empathetic attitude
alright so we’ve got four added four
skill we got one two three four product
knowledge we have zero attitude we have
one two three four five six seven eight
nine ten eleven twelve twelve for
attitude for for skill zero for product
knowledge now the lesson that this
teaches you is where are you focusing
your training on yourself and you’re in
the business of leadership where are you
focusing your training for your people
is it product knowledge is it skills or
is it attitude because I’m gonna tell
you you said of all the most successful
people looking in the world attitude is
by far more important and that’s the
truth so let’s talk about what is the
number one most attractive attitude that
you could foster within yourself and
that you’re looking for when you’re out
recruiting people my answer and somebody
said it here was passion
let me give you an example it’s a story
back in the ancient Christian times I
mean this is way back when right where
you couldn’t just walk down the street
and say I’m a Christian right they cut
off your head throw you in jail
it wasn’t like you could put a hundred
twenty-five thousand people in the
Coliseum for our Sunday rally right as a
matter of fact back then it was said if
you’re a Christian stay out of the
Colosseum especially on Sundays right
feeds you to the Lions
well when times are mean tough and ugly
that’s when you need leaders and God was
out recruiting well back then there was
this guy called Saul Saul from Tarsus
and Saul was one of those guys whatever
Saul was into everybody had to hear
about it so I had an opinion everybody
was gonna know about it matter of fact
his nickname became all out saw right
didn’t do anything halfway
well there’s one problem about Saul as a
potential recruit for Christian
leadership he hated Christians he hated
them so much and he had so much
credibility within the community he
could get letters of authority
go around killing Christians well one
day he hears about this new group
growing up in Damascus and Saul goes
into a fit and a range he gets letters
of authority gathers some men and goes
booking it for Damascus if you read the
text it says he was breathing threats of
slaughter which means he felt pretty
strongly about it right this is one
passionate guy well God’s looking down
on on all this and says look at that saw
that guy’s incredible
that’s my god the heavens part lightning
bolt comes from the sky knocks all off
his horse buries his face in the sand
blinds him for three days
God’s got some recruiting tools we just
don’t have available to us right I mean
can you imagine did you say no to this
opportunity blinded for three days I
mean that would be great well as the
story goes Saul from Tarsus becomes Paul
the Apostle and if you read the text it
says the one of the things I want hated
I now love the things I once loved I now
hate became why the greatest or early
Christian leaders of all time and the
point of the story is is this was a
strong feeling passionate purpose now
personally I’ve had some people in
business that when I first approached
them they were passionately against me
and some of the venting that ended up
becoming partners when I could finally
win them over and to my way of thinking
or point them in the direction that I
want him to go all I had to do was get
out of the way look out because they
would charge at the door now isn’t that
better than finding somebody who’s
easily converted that every two three
days you got a column and pump them up
yes you really can do this and no it’s
gonna be okay right you want to find
passionate strong feeling people and
that’s what you want to develop within
yourself
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