Patterns of Linguistic Influence Part 4: Selling One Pen for $1,000
You’ve watched a top earner sell from a stage or a screen and thought, that shouldn’t have worked. No slide changed. No new information appeared. Something in how they talked, not what they said, is what moved the room, and you couldn’t quite point to it.
That’s not stage presence. It’s a stack of specific language moves running underneath the pitch, most of them invisible even to the person using them. As someone who’s tried to close a room, a call, or a page, you already know the frustration of watching somebody else’s plain, unremarkable words outsell your polished script. Dave Wood spends the final stretch of the Mass Influence Formula walking through exactly what that stack looks like, then builds an entire live sale in front of five hundred people so you can watch every piece land in real time.
Why does the thing distracting your audience become the thing that sells them?
The first move is what Dave calls utilization: whatever’s happening in the room that you didn’t plan for, you assign meaning to it instead of ignoring it. Most presenters do the opposite. Something distracting happens and they push through, hoping nobody notices, which guarantees everybody notices and nothing else.
Dave tells it through an old video with Laurence Tam on the front of it. Near the end of the recording, his dog started barking in the background, the kind of thing most people would just cut or apologize for. Instead, as Dave Wood puts it, “you hear that in the background? My dog’s barking at you. My dog’s barking because he’s telling you to join.” He kept going, telling the room the dog was ordering them to pull out their credit card and buy, because that’s what dogs do. The room, he says, burst into laughter and bought anyway. The distraction didn’t get explained away. It got folded back into the pitch on purpose, and it worked better than if the dog had never barked at all.
Utilization only works alongside a second move: pacing. You point out three or four things the listener is already doing, things that are simply true, and only then do you lead them somewhere. As Dave Wood puts it, “You’re sitting in the chair, you’re listening to what I’m saying and you’ve been absorbing the strategies today.” Only after several true statements in a row does the next sentence, the one you actually want them to act on, arrive. By the time it lands, you’ve built an agreement frame the listener has already been nodding through.
What’s really happening when a top earner talks funny without knowing it?
The second stack is embedded commands, and Dave says almost every strong in-the-room salesperson does this, and only about a third of them know they’re doing it. You mark out part of a sentence and shift your tone on it, so the marked words function as an instruction even though they’re buried in the middle of an ordinary sentence.
He tells a story about sitting with a network marketer named Curtis Broome and realizing Curtis was dropping commands into roughly every fifth word without any idea he was doing it. He says the same thing about Aaron Rashkin, who he watched close a prospect in person, saying, as Dave Wood puts it, “pull out your credit card right now because it’s your time to win.” That’s a command, fully embedded inside a normal sentence, delivered with a shift in tone on the words that matter.
Here’s the honest limit on this one. Dave once built a video that was nothing but embedded commands for 45 minutes straight, no story, no information, just a stacked wall of instructions, wearing a white suit he still calls the vampire suit video. His own team loved it privately and refused to let it go public. As Dave Wood remembers his friend Tony Rush telling him, “If you put that on the internet, I will kill you.” Stack the pattern with nothing else underneath it and it stops being persuasion. It becomes obvious, and obvious doesn’t sell. The pattern only works woven through a real story, not standing in for one.
Why can’t you picture something without picturing it, even when someone tells you not to?
The third pattern flips the first two. A negative command points at the opposite of what you want someone to think about, because the mind can’t process a negative directly. As Dave Wood puts it, “Don’t think about a purple tree.” The tree appears first. The instruction not to think about it arrives second, if it registers at all.
Because you can’t not think about something you don’t want to think about without thinking about it.
Dave uses this to explain why he likes putting income disclosures in his own material instead of avoiding them. As Dave Wood puts it, “I’m saying it’s not average. Not everybody does this.” The sentence built to sound cautious actually plants the picture of the exception, not the rule, in the listener’s head. Say the honest, limiting version out loud, on purpose, and you can still produce the opposite image, because the mind fills the negative in with the thing being negated.
Dave adds one more piece here that’s less a pattern than a discipline: you have to genuinely enjoy being sold before you can learn to sell, and he lays it out as three steps.
- Love being sold. If you resist the experience, you’ll never notice what’s actually moving you when someone else does it well.
- Get sold often. A mechanism you’ve only felt once stays a mystery. Feel it repeatedly and it turns familiar.
- Sell other people the same way it was done to you, once you understand it from the inside.
Dave says he first taught this three-step framework on a live stream built almost entirely out of unplanned stories, no real pitch, just this stack applied on the fly. As Dave Wood remembers it, “I think we did like $200,000 in sales on that thing.”
What actually happened when Dave sold one pen for $1,000 in a room of 500 people?
Everything above gets demonstrated in one live sale, built with no product and a single prop: a pen Dave says was handed to him by one of the company’s million-dollar earners. He tells the room there’s exactly one available, then puts the price to the room directly: “So the first one to come up here and give me $1,000, you do it?” Scarcity that’s real, not manufactured, because there genuinely was only one pen in his pocket.
Watch what stacks together in that stretch of the recording. He paces the room with things that are true, then leads them toward a decision. He assigns meaning to the pen itself, turning it into a symbol of crossing a line rather than an object worth some dollar figure. He drops negative commands about resistance, the kind that produce the opposite image. And he closes not on what buying gets you, but on what staying in your chair costs you.
A man named Gavin Griffey stood up first and paid $1,000 for it. Asked what he wanted to accomplish in the next 90 days, Gavin answered on the spot: “I want to go into the next event with a black lanyard and I want to bring a team of 1,000 people to the next event.” Dave built the rest of the close around that one sentence, in front of the whole room, before handing the pen over.
None of it was really about the pen. It was a stack of the exact patterns covered above, utilization, pacing, embedded commands, negative commands, and honest scarcity, run in sequence, in front of a live audience, closing in minutes instead of hours.
The full lesson goes considerably further than what’s above: the complete breakdown of the pen close moment by moment, plus how Dave folds every pattern from this entire series into a single repeatable presentation you can run on a call, a stage, or a screen. The entire course, this lesson included, is available for $99 through the Mass Influence Formula course.
Get the course, watch the pen close frame by frame, and start listening for these patterns in your own next presentation.
Full lesson transcript
Lightly edited from the original recording — fillers removed, nothing added. Income disclaimer.
So people assign characteristics to something that it doesn't have, and they do it all the time, but it actually kind of works real well for experience distortions, if that kind of makes sense, which it probably doesn't, right? And then you've got ambiguities, right? Now this is where we get into linguistic-specific ambiguities, because all these things create kind of an effect like this. But these are linguistic ambiguities, and what I mean is words and sentences that can be interpreted in multiple ways, right?
And these are language-specific, all right? And so the problem with doing a lot of training on them is the truth is you need to just go look up words that do this, like on Google or something, right, and find them. I'm going to give you a couple of examples of linguistic ambiguities in English, all right, and they won't apply in a direct translation of this video if you're listening in Portuguese. You have to look at this on your own. But if you actually go up, look up on, you know, in Portuguese on the Internet, ambiguities in Portuguese, you'll find a list of all the phonological ambiguities in your language, right?
But ambiguities, you've got a few different kinds of them. You've got phonological ambiguities, right, which are sound ambiguities, right? And what's an example? I'm standing here, and you're hearing me. Here can be used for this, and all can be used from where I'm at, right?
That make sense? So I want you to hear where we're standing, and understand that by now, you should have made a new decision about where you're headed in your business. Now, if I do that all the time, for like an hour, it's just going to sound weird, right? But if I just drop something like that every 10 or 15 or 20 minutes, or something like that, you know, it's basically you can't tell where one thing starts and another finishes, and what applies to what, right? So it causes you to do an unconscious search.
And actually, there's a level at which a small amount of confusion is useful, right? Sometimes people just want to be perfectly clear all the time, and being clear is really good. Like this training is actually really well structured and really clear pretty much all the way through. And I could have just done this whole thing through stories, but I wanted to explain it, because you wouldn't have really been able to model it out if I'd done it through stories, because you wouldn't really understand what it is that you're doing. But the way that I've done it has caused you to not just get it, but you also internally understand it.
Internally, automatically, you are starting to change the way you think about communicating, because you now have the ability to cause people to just go into a deep state inside, where you're in a place where you have access to all of your internal resources. And when you decide to do it, time can slow down for you, and all these things can just happen for you when you allow your unconscious resources to construct your communication, because that is what great communicators do. It's a different way to speak, and it's a different way to sell, and it comes from your unconscious mind. And you might not even be aware that you're doing it. Phonological ambiguities, right?
Syntactical ambiguities, this is like where you can't tell where something ends and where something starts, you know what I mean? Or what applies to what in a sentence, you know what I mean? So you've got, you know, like flying planes can be dangerous, right? What does that sentence mean? It could be interpreted in at least two different ways, right?
And I'm not going to spend any time on syntactical ambiguities just because of the fact that truthfully, teaching newbies can be complex. There's also scope ambiguities. I'm not going to cover that, just because there's enough to be confusing. The one thing that I think is fun is punctuation ambiguities, and that's where you basically just tie two sentences together with a word that's common between them, and it causes, it's like a little pattern interrupt, and this is, again, something that if you really listen to people when they're free-speaking, people do this in free speech all the time, causes people to sort of trance out a little bit. Now when you're talking to somebody and you're having a conversation with them, I want you to look at your watch carefully what I do over the next couple of minutes.
Now if I just drop a sentence like that in the middle of like a ten minute spiel, you just kind of shift in and out of trance states. Why? Because your mind starts seeking for meaning in one direction and then I continue to talk and I could just directly suggest something. Does that make sense? So we've got utilization.
Utilization is something that you have to pay attention to because anything that happens in the environment you want to use and assign meaning to, okay? Especially if it's distracting. A lot of people have this. They have this bad habit of when something's super distracting they don't mention it. When if you don't mention it, it's all people think about, right?
But the better way to do it is to talk about it and then assign meaning to it that goes back to the source of your presentation, and then even though it's happening, people stop thinking about it and their attention goes back to the presentation. Example is I had an old video up where Lawrence Tam was on the front of it, and at the end of the video my dog started barking. You guys remember that? Yeah, some of you guys remember that? So my dog starts barking at the end of the presentation.
Which most people would record the whole presentation. But what did I do? I said, you hear that in the background? My dog's barking at you. My dog's barking because he's telling you to join.
My dog's actually barking right now and telling you, pull out your credit card and buy, because I'm a dog. That's what he's saying. My dog started barking at you because this is the time of the presentation where you need to click the button and fill in the join form, right? Now that was funny as hell but people would see it, burst into laughter and just join. You know what I mean?
So utilization is, what you're doing is, it's sort of like pacing. Pacing is pointing out, you point out things in the environment, right? And you point out things that people are already doing and then you lead it somewhere. So pacing is always used in conjunction with leading at some kind of ratio. What pacing is, you point out three things or four things that people are doing and then you tell them something to do, right, because it's again an agreement frame.
You're sitting in the chair, you're listening to what I'm saying, and you've been absorbing the strategies today. And you might not get them all, and that's fine, and as you're doing that, you're making a decision, a decision that you're going to come back to the next event with a much bigger team than you were planning on coming back with yesterday, because now you've realized how to lead people in a new way. And the fact that you're here means you have the capacity to be a generational leader. And what that means is not just recruiting and selling. What that means is a person.
Okay. That raises up armies of other people because it's a better way to do things. I want you to watch carefully what I do over the next couple of minutes because if you get it, it's going to transform something on the inside of you deep down in a space that you didn't even know was there, because the cool thing about influence is you don't even have to know why it's working, it can just work for you if you make a decision that you're going to chase your vision, and it doesn't matter what people say around you because you've got what it takes at this point. You've got everything that it takes inside to succeed, and maybe you didn't know it until right now. Right?
Now, so I got, you know, utilization, you utilize things, and then you've got embedded commands. Now, this is one I've taught before, right? But it's one. Now, this is a thing that I learned that actually just dramatically increased my sales ability. And if you listen to every good.
In the room, in front of the room salesperson, all of them are brilliant at embedded commands, and only about a third of them even know they're doing it. Right? The rest of them don't know they're doing it. I was actually sitting with my friend Curtis about a year ago or a year and a half ago, and this guy talks, and as he talks, he just injects commands for you to do things. Right?
I don't know if any of you know Curtis. Curtis Broome. All right. Well, he's a network marketer. He's got a big team.
But as he talks, he's telling you to make decisions and do things, and he changes the intonation of his voice when he does it. And I said, dude, you do embedded commands in like every fifth word when you're speaking. And he's like, what's that? Right?
He didn't know he's doing it, because all of this stuff, it's not like we're just making something up. You're taking what somebody's doing that's working extraordinarily well and you're saying, why is this working the way that it's working? That makes sense, right? So what embedded commands is, is essentially if you've got a sentence, right, you can mark out a part of the sentence where you tell people to do something. Change the intonation of your voice when you're telling them to do something.
And when commands like that are repeated over a period of time, right, they cause people to make a decision. In fact, when you're talking and you're getting people to decide something new, what happens is you can eventually get to a space in your conversations where you're automatically telling people to join in the middle of your sentences. And the fact is, you don't even have to think about it. Your mind will just start constructing these sentences on its own, because you'll realize that every great salesperson, in front of the room, communicator, commands you to do things in the middle of their sentences.
Everybody does it. All right? This is a super common one. And then I've got one more. All right?
And then I've got to go back into models and tell you how to get good at this stuff, because you're not going to get really good at it from just me painting it out like this, right? It'll start to change. But if you really want to be good at it, you've got to decide to practice it. You've got to make a decision that you're going to master that. And the truth is, you can do it really easily.
In fact, you'll be amazed at how just by driving along in your car, listening to inner circle audios, you'll start to pick up on the way Keala speaks, or the way Lawrence Tam speaks, or the way Aaron Rashkin speaks, who, by the way, can't open his mouth without commanding you to do something because he does this automatically. He's been doing it for a long time. He's read more books than about anybody that I know. And when he opens his mouth, I actually remember sitting there with Aaron Rashkin in front of a prospect, and he said, pull out your credit card right now because it's your time to win. And everybody in this room, if you just start talking directly to people, injecting things in the middle of your sentences like that, a lot of those things stack up.
And again, you can sound super uber slimy and manipulative with it, but I don't. You know what I mean? I don't sound slimy with it. I actually made a video one time that was a little bit slimy, but nobody let me put it on the internet.
I actually really liked it because it was so hilarious. You remember that one, Aaron? The vampire suit video? I wear a white suit, and I do nothing but embedded commands for 45 minutes, never describing anything. I was like, this is so sweet.
It's unbelievable. Justin Verrengia was like, I love this video. It's the best thing ever. I can't wait to send people to it. And Tony Rush was like, if you put that on the internet, it's going to be the best thing ever.
If you put that on the internet, I will kill you. Right? So that one was fun because it was actually only manipulative because there's no information in it. You know what I mean? It was just like literally 45 minutes straight of nothing but scripted embedded commands.
I was like, I worked a month on that. And they were like, I don't care. If you put it online, we'll break your knees, Dave. You're not allowed. All right?
So I didn't, unfortunately. Vampire suit video. But it went to work anyway. It's too much. You know, people might have thought it was funny and then joined anyway.
But it's not really going to work because it's excessive. You know what I mean? It's like, dude, tell a story or something. You know what I mean? Stop just commanding me.
I was like, you're watching this video, maybe making a decision to join by the end of it. And as you're paying attention to the sound of my voice, you might just want to pull out your credit card. I mean, it was like that for like 45 minutes. Really funny. That was right when Jonathan started working here.
I think he was like, I don't really know how to describe how I feel about this video that you just made. You know? But then you've got negative commands. And this is one I've talked about, too. But it's also super useful.
Negative commands. All right? It's hard to write low like that. What's a negative command? It's pointing out the opposite of something.
Because you can't not think about something you don't want to think about without thinking about it. And say that a few times fast, right? What do you mean? Well, if I say, for example, I've done this a lot through the day. Don't think about a purple tree.
Don't think about a pink elephant. Don't think about what it would feel like to finally be all in your business. You know? I don't want you to imagine right now having a million dollar ring on your right index finger and holding it up in the air as the light from the ceiling shines down on it, feeling the feeling of what it's like to be a million dollar earner. And I don't even want you to really get this as rapidly as you can.
Okay? Because you've been getting it. Because I wish it would take you a little bit of time. But the truth is, all of you are just getting it like that. You know?
So if you point out the opposite of what you want people to think about, it automatically produces the picture. Because the unconscious mind does not produce negatives automatically. It doesn't. Right? It doesn't.
Try to think about something you don't want to think about without thinking about it, you can't. Right? So a lot of you are negative on accident like that. Right? I actually like income disclosures.
I like them. Why? Because I'm saying it's not average. Not everybody does this. Right?
And honestly, that produces the opposite image in people's minds, is what you just said. Right? You know, this isn't the easiest thing in the world, I'm not telling you you're just going to get in and you're just going to start making money today because this isn't average. It's actually like the opposite. Right?
So I think it's kind of funny. You know? It's like you're like, hey, that's sweet. Right? So I don't mind any of that stuff.
You know what I mean? And the reality is you're saying what you need to say. It's the images in people's minds that matter. Right? And so there's a few things that are real takeaways from this section.
Number one, that was some complex shit, isn't it? Right? You're like, yes. I like that. Right?
So, you know, the thing is, though, that you've just gotten is just by describing it, you're going to start doing it. And that's the thing that happened to me when I first learned these strategies a few years back. I started listening to this. And I learned these strategies. And not even just these strategies.
Not even nearly these. I learned embedded commands, negative commands, and a few things like that. I learned how to tell metaphors. I didn't even really learn how to assign meaning to them. But what happened is it started me in a process of paying attention to what people are saying and why it's impacting me.
And when I started paying attention to why I was making a buying decision when I'd be on a sales video staring at the video, seeing the button throb in front of me and pulsate, literally saying to me, the button was saying to me, pull out your credit card and click me. That's what it was saying. But I don't know how it was saying it because I couldn't hear it. It was just like a feeling was coming from the button saying, join right now. And I'd be sitting in front of those sales videos.
And now with this newfound knowledge, what I would do is I would look at the ones that I decided to buy from and I would say, isn't that interesting? I'm going to watch that one again. See, most people don't want to watch sales videos. They don't want to watch, you know, sales processes.
You're crazy. You know? It's like I want to learn how to sell, so don't sell me, just teach me. You know, one time I did a presentation, and the first time I ever heard this was Mark Hoverson. He said something like this in an event and I just thought it was so funny, you know?
It was so funny because everything he does, he's super calculated all the time, you know? And a friend of mine. But he gets up on stage, right? And he gets out there and he says, look, some of you in here, you're already trying to resist buying. And the truth is, go ahead and try to resist, and you can't.
And the thing is, though, as you're listening to me, I want you to realize something: that if you're trying to resist, if you're trying to resist, number one, it's okay because you didn't know what I'm about to tell you. But number two, you've got to realize that if you resist me when I'm giving this presentation, what's really happening is you're teaching yourself how to create resistance when you're selling. Whereas if you just open your mind and you pay attention, and you just allow yourself to be a little loose with your credit card, you allow yourself to go through the buying experience, what's going to happen is you're going to put yourself in a position where you understand what people are going through when they're buying from you. So there's nothing you can do that's going to be better suited to helping you learn how to make money, because you've got to make money by selling stuff. There's nothing that's better suited than just making a buying decision even if you don't want it.
And I was like, oh, you scheming. So I got on this live stream and I was like, there's three steps to learning how to sell stuff. Some of you guys probably remember this because I think it was one of the most hilarious things I ever did. I got up and I was like, there's three steps to learning how to sell stuff like crazy, to learn how to sell so much stuff that literally you can't even imagine, to learn how to get people to just literally pull out their credit card hungry to buy because they desire it. They're looking at the buy button hungry.
As they're staring at it and it's throbbing, that's how badly they want to buy. And there's three steps to doing it. Step number one is you've got to love being sold. Step number one. You've got to love being sold, because if you don't love being sold, you're not going to experience getting sold.
If you don't experience getting sold, then you're not going to learn what causes people to make a decision to buy. You're not going to learn it. You're not going to figure it out if you don't love getting sold. You've got to get love. You've got to be in love with getting sold.
You've got to love it when people sell you something and you make a decision to buy it. That's step number one. Step number two is you've got to get sold often. See, if you only experience the buying process every now and then, you know what I mean, you can't really step into that magical place where you understand how to get people to have the desire to buy right now. You can't really understand it, and it's not really that clear to you if you don't go through the buying process and make a decision to buy frequently and feel good about it.
Because that's what prosperity thinkers do. They feel good when they buy, and they're happy to part with the money in exchange for something that's more valuable that'll teach them something new. So that's step number two: you've got to get sold frequently. And then step number three, I actually got from the Lord, and this is what he said. He said, do unto others as was what was just done unto you.
And so step number three is you've got to sell other people like you were just sold, right? And that's how you become a master at selling stuff. Step number one, you've got to love to be sold. Step number two, get sold frequently. Step number three, like the Lord said, do unto others as was what was just done unto you, right?
And I did that presentation and I was just randomly coming out and telling stories about nothing and did that. And people thought it was so funny. I think we did like $200,000 in sales on that thing. And I don't think we were being that specific. We were just telling hilarious stories.
People already knew what it was, but they were looking at it. And as they were looking at it, they were watching this hilarious video, laughing hysterically. And as they were laughing hysterically at the video, it was like the buy button just started to call out to them saying, click me, click me. You need to make a decision right now. Because that can actually happen as you're sitting in front of a computer.
You could be staring at a screen as you're staring at it. It's like the screen can kind of move around in the background. And it's like the red stands out. And as you're staring at that red standing out, you're looking at it, making a decision as your palms are getting sweaty. You're saying, it's my time to win.
And you pull out your credit card, click the button. Because what we've got to do is we've got to fit all this stuff together in the process. Because what happens is if you just start paying attention to ways you're constructing things and you decide to focus on them, you're going to get better at them. Because what you really want to do is you want to do them automatically. You want to do them unconsciously.
You want to just kind of open your mouth. And the way that you're phrasing things is still creating deletions, distortions, and generalizations, because you've been doing that your whole life. You're really good at it, actually. You've been doing it your whole life. You'd be amazed at how good you are at this stuff if you just listen to yourself.
My only question is: are you creating what you want? And if the answer is no, isn't it time to change it? But if you start focusing on it and paying attention to it, what will happen is as you're communicating, as you're opening your mouth, the way that you say things is just going to change and alter just a little bit. And if what you said changed and altered, and all of a sudden you go from before you were creating internal representations, you were creating images in your head of stuff that you don't really want in your life. But now you can make a shift.
And every time you open your mouth, imagine if from this day forward, every time you open your mouth and you start talking and you start selling, the images that you're creating in your own mind are actually what you want. And you can do that because now, learning these things, you can understand how to speak to yourself in a way where you're impacting the structure of your own unconscious. Because if you really want to know the secret to getting people to move around, you have to know how to do it. If you really want to know the secret to getting people to move in and out of states, here's the secret. It's to go there with them, right?
If you try to resist, and go ahead if you want, going into a trance when you're communicating, if you try to do it from your logical mind, you've got to realize that you can't just come up with those things automatically when you're too rigid in your behavior. You've got to decide to be flexible in your communication. See, what inspirational communicators do is actually really interesting. This has been modeled out a lot of times. And I'm actually going to give, I like these Bible examples.
I'm all quoting Bibles and stuff today, right? I don't know why I'm doing that, I just think it's fun, right? But when Jesus was sending the apostles out into the world, he said when you go before kings and rulers, think not what you should say, right? But your Father which is in heaven will speak through you. Now that's a distortion of that because I don't remember exactly the words, right?
But he said when you go before people, don't try to control, basically don't try to control all your communication, all the words that you say, because you're going to create a bottleneck in the ability of your unconscious mind to deliver powerful and effective compelling language without even having to think about it. Because when you learn to go into a state of trance, you can speak from the state of the trance that you're in. And when you speak from that state, it automatically causes everyone who's listening to go into the same trance that you're in because you're there. It's very difficult to be around somebody who's just unbelievably relaxed without getting a little relaxed just listening to them.
It's really difficult to be around somebody who's just excited out of their mind without getting excited just a little bit. It's really hard to listen to somebody who, as they're speaking, they're selling themself again. And as they're selling themself, guess what happens: you're listening and it transfers the enthusiasm that they have on the inside. Right? It transfers the enthusiasm that they have on the inside.
See, when you affect your state and you speak in a way where you start altering the perception of time that you have in your own mind, which may have happened to you a little bit today, when you start to do that, what happens is it alters other people's perception of time. Because this is the way the nervous system and the human brain is built. So really quick, let's do an exercise here. So we've got this.
Let me show you how to fit it all together. Pick something and I'll sell it. No, I'm not going to sell diapers. Something cool. I mean, your baby's pooping.
Huh? Right, right? Now, can I ask any questions about it, or do I just need to make stuff up? This pen. Okay.
Can it have any characteristics that it doesn't have, or does it have to be exactly as it is? Just asking questions. Okay, I got it. I got it. Hold on here.
Yeah, it's funny. I actually have seen this clip but I haven't seen this whole movie. I probably should watch it. Right? So what do we got?
Real quick. We got sales process. Right? Here. Now, the most important thing all of you need to do over the next five minutes is realize something different that I'm about to describe to you, and I want you to pay attention for just about five minutes, and here's why.
I've been succeeding on the internet since 2009. Back in 2009, early time, I was living in a van. Early 1996 Dodge Caravan, and I was broke and I was busted. And then one day, I was actually sitting in a chair like you are now, only I was actually in a Safeway in Honolulu, Hawaii, and I was on the internet and I was watching a video. I had a pen in my hand, and in the video, a speaker came on.
It was somebody that I'd never met before, but it was this guy who just really looked like he was sort of unconfident, you know, like he just kind of came from the streets, and he came on. And he came on and he told a story about how he went from rags to riches on the internet. And I leaned forward, because for the very first time in my life, I realized something, and I realized when I was looking at that guy that I could have what he has. See, sometimes what you really need to do, especially in a room like this because I know all of you are here and you want to make money, sometimes what you really need to do is you need to realize. You need to realize.
You need to realize, right, that you can do anything that I can do, because I've been in a lower place than you've ever been, probably, unless you've been homeless and only lived in like a car rather than a van, right? But I was leaning forward as he was speaking in that presentation, and he started to talk and to tell stories, and here's what I did. After that presentation, I pulled out a pen and I started to write down for the first time. I had clear dreams and goals about my future. I had a notebook that I filled with ten pages of notes about things I was going to accomplish over the next 90 days in unbelievable clarity, how I was going to recruit them.
I was writing down exactly what I was going to buy, where I was going to move in the world, the fact that I was going to move down to Costa Rica, right? And here's what happened from that point in time. I left that presentation. I went back into my van, slept that night, and I started to dream about the future. I actually had dreams, and I haven't talked about this a lot, but I started to have dreams in the night of moving to the beach in Costa Rica and waking up every day hearing the sound of the ocean.
And I got up the next day, and I looked at those notes, and I made a new realization about what was possible for me, and I got to work. That was in 2009. Three months later. Now since then I've gone on to do way more than $100 million in sales. And where did it all come from?
Where did it all come from? It came from the moment when I took out a pen and I decided for the very first time to write down my dreams and to write down my goals on a piece of paper and to get clear in a way that I had never done before, after listening to somebody that had what I want to have in my life. See, because here's the problem, if you guys really want me to be honest with you: the problem is you guys aren't clear.
The problem is you guys aren't setting goals. The problem is that you guys don't actually have written down in a place that you can actually go access. You don't have something you can show me that actually shows me the plan of what you're going to do. And the reason is, because you haven't written it down, because you've made excuse after excuse after excuse.
Coming to event after event after event. And you haven't written it down. You're going to set your goals later. And the fact is, you haven't done it because you've been lazy. And that's the truth, right?
But today I'm going to give you an opportunity to do something different. Today I'm going to give you the opportunity to get clear, maybe for the first time. Maybe for the first time. So here's what you can expect. What I'm about to describe, there's one available, right?
That's how many there is. And you know what the truth is? If you don't get the one, you can't get it. There's only one. Right?
But here's what you can expect. If you guys decide to buy the pen that I have in my left pocket, I'm going to personally give you a pen that's going to be a symbol for you. In fact, when you buy the pen, you're going to walk up on stage and be able to collect it from my hand, right? And I'm going to give it to you, and it's going to be a symbol. See, I learned a long time ago that symbols are powerful to the unconscious mind, that when you have something in your mind that you're seeing as this future date, right, when you have a symbol of what's possible, when you walk through a ritual of making a transference of belief, what happens is, when you go through that ritual, you can create a change instantly.
A few years ago, Justin Berenji came down to my house, and I took him to a waterfall. Now I didn't do it on purpose, but thinking back, I wouldn't have minded doing it on purpose because of the change that it created, but he almost drowned in this waterfall. I went and I grabbed him out. And when he went under that water and he came out of the water, here's what happened. It was like he became a new man.
You know what I mean? He became a new man. I don't know exactly how that works, because I didn't have, you know, like some power to baptize him or something like that, but he came out of that water, he made a new decision about his future, and he got clear that day. Because he got clear and because he made a decision, he's created a completely new future. Completely new.
Some things that he never imagined were possible before, and it's not just Justin, it's an army of people, and it starts with a decision to do something that's just a little bit different. So here's the deal, and here's what I want to point out in this room: I want to point out the people in the room, if you look around, that are here because I told them to be. I want you to point out the people in the room right now that are here from the decision of a man who was homeless in 2009. I want you to see the person on your left and your right, and to become aware of them as you realize something: there's something inside of you right now that wants to make a decision to change, and you've been hung up, and the truth is, because you just need to go through a step to cross over a line emotionally to make that happen. And if you don't cross over the line emotionally, if you don't make that decision, if you don't turn and go through that turning point in your life, you're not going to be able to do what you want to do.
But this is an opportunity for you to make a decision. This is an opportunity for you to have the pen that I have in my left pocket, and to come up here on stage and claim it, and the process of claiming it by walking on the stage to go through an unconscious symbol and to claim your victory in your business and your life. And the fact is, there's a lot of people who want to walk on the stage, and they can't because they've only got one of them. And that's the unfortunate thing about an offer like this, I wish Aaron had a box of pens. But right now in the room, there's 500 people here, and there's only one pen.
And we've actually run out of time, I don't have any time left to be able to offer this to you. But here's what I'm going to do if you come up here and you're the one who claims the pen. Once again, once again, okay, there's only one of them. And so we're going to have to take whoever's the first person, and if you don't do it, somebody else is going to do it. I haven't even told you the price yet, right?
No, I haven't told you the price yet. Sit down, sit down, sit down. Right? So here's the thing, if you want to be the one that claims the pen, and you want to be the one that understands, and you want to be the one that gets to hold this one, here's what you're going to do with this pen, and here's what you're going to have to do: you're going to have to go tonight with this pen, because I was given this pen actually by one of our million dollar earners. A million dollar earner of Empower Network passed this to me and said, I want you to sell this pen.
So I'm actually holding a pen right now that has been held personally by one of 13 million dollar earners in Empower Network. And now I'm holding it up in the air, and I'm saying there's only one of them, and this is the only chance you've got, right? This is the only chance you've got, right? So if you get this, here's what you're going to have to do, is you're going to have to tonight get clear on your goals, clarify what they are, and what you're going to do in vivid, exquisite detail with this pen. But as you're holding it, here's what's going to be happening to you as you're writing down your goals.
You're going to be staring at the pen, and it's going to be like it's calling out to you. It's calling to you: we are headed to a new and beautiful future. And the fact that you're holding it means something about you. It means that you are the one in the room that made a decision. Because there's a lot of people in the room right now, they'd pay a lot of money for this pen, a lot of money, because I'm going to give it to you, and you're going to come up on the stage.
I'm going to have the audience do something for you when you come up on the stage. And here's the deal. Is there a little risk to it? Maybe a little bit, but what's the risk of not making a decision? What's the risk?
What's the risk out of your chair? What's the risk of staying there and staying in a place in life where you never have the opportunity to cross over that bridge where you stand up and say, this is my time. And I want you to ask the question to the people in the audience right now, who in here thinks it's their time? Who in here really thinks it's your time? Right?
Now, regardless of whether you want the pen or not, who in here wants to make a decision to have a new and beautiful future? Go on, raise your hand. Now, regardless of whether you understand language patterns or not, who in here understands there's a little bit of a difference in the way that you're communicating with yourself inside right now? Who in here understands? Who thinks it's going to be a powerful thing if you decide to take this pen, if you decide to take this pen and you're the one who claims it, who's going to be the one in here who thinks that if you do that, you're going to be able to cross over a bridge and be able to say, now's my time to step into my future.
Go ahead and shout out. Right? Now, here's the deal. There's only one of them. How much should I sell this for?
Well, what's it really worth to walk across the stage, right, in front of a room of people that's going to be in a product that's going to be bought by people all over the world in multiple languages? What's going to be the real value in holding a pen that was given to you, not just by one million dollar earner, but by two? What's going to be the real value of crossing across the stage and looking out into the audience and me doing something special for you in front of the room? What's the real value of sitting in this room, realizing that the only thing that separates you from where you want to be is making a decision to change and making a decision to come up here and to claim your future? What's that really worth?
What's that really worth, honestly? What do you guys think it's worth? What? Huh? What?
10,000, somebody says? Fifteen grand, right? So here's the deal, guys. Here's the deal. I realize something that, you know, if I go out there and I just say, hey, here's a pen, you know what I'm saying, and I sell this pen for 15,000, it is a pen, but it's not just a pen, and here's why.
It's not, right? What is this really? What this really is: a symbol, it's a ritual, it's an opportunity for you to cross across a bridge, it's an opportunity for you to do something great, it's an opportunity for you to stand up and confess in front of a camera, a camera that's recording this as a product that's going to put this in front of other people, that's going to put your name in front of other people, that's going to put your first and last name that we will put in the video in front of everybody that watches this product, that's going to have everybody in this room celebrating you for making a decision, that's going to be celebrating you for having your victory. And it's worth it. That's the truth, right?
But I'm not going to give it, I'm not going to make you pay 15,000 for it. And the fact is, I think 10,000 is probably a little bit excessive, not because it's not worth it, but because I realize that you just want to have a breakthrough, that you just want to succeed. And my only regret, my only regret right now, my only regret is there's 500 people in here and I have only one. So the first one to come up here and give me $1,000, you do it? I'll do it.
Okay, $1,000. $1,000? I don't care. I'll do it. All right.
Welcome aboard. All right. All right, so now here's the deal. What's your name? Gavin.
Gavin what? Yeah, Gavin Griffey. You have me at symbol. Yeah, yeah, yeah. So Gavin, Gavin Griffey, everybody give Gavin Griffey a hand.
We'll pay you a commission for it, right? So here's the deal here. Take this thing. Take this thing. So tell us what you want to accomplish, Gavin, if you're clear yet.
In the next how long? 90 days. Okay, cool. And I want to go into the next event with a black lanyard, and I want to bring a team of 1,000 people to the next event. Okay, awesome.
Good goals, right? Now, the thing is about goals, what you want to do, you want to stretch your imagination of what's possible, right? Who in here is a little bit stretched today just from what we've covered today? Right? You guys stretched?
Right? So here's the deal. You guys are stretched, and people who also watch this, they're going to be stretched too. People who see the things we saw this weekend, they're going to be stretched too. So he's stretching, and it's a good thing to stretch, isn't it?
Yeah. Right? So because you've stretched, because you've made that decision, you're in a place right now where you're looking across the stage, and here's what I want you to imagine for a minute, Gavin, because first of all, congratulations on making a decision. But second of all, the second thing that you really need to do to make this create a result for you is realize that you are the one that came up here and claimed it first without hesitating at all because you made a decision that you were going to come up here and claim your victory.
And that shows something about him, doesn't it, guys? I mean, doesn't that show something about him? I remember one time, give him a hand, give him a hand. Right? Now, I remember one time I was standing in a room of people, right, and there's a guy standing up there on the stage.
And his name was Dave, right? And he told me a story about how ten years before he had been in a meeting, and his name is Dave too. There's a lot of us, right? But he'd been in a meeting like ten or twenty years before, right? And they do something, it's called stand and confess in that meeting, right?
Where basically it's a meeting among leaders, and what they do is they say who's going to accomplish something, and they're brutal. Like, if you come up, you have to do it. Right? Because you have to stand in front of everyone and you must tell them what you're going to do. No lying allowed, no dishonesty.
You are confessing before this group of people, before the Lord, before your family, on what you're going to do no matter what. Right? And he said that's basically the aim of the ritual. So he said he went up there on the stage, and when he went up there on the stage, he had his mentor look at him and say something that I'll never forget. He said his mentor looked at him and said, when I got up there, I said, I'm going to do this.
When I got started in my business, the most powerful thing my upline told me, and the most powerful thing my mentor told me, is that when you make a decision and you cross across that bridge and you know there's no going back ever, you're going to do it, and you will move mountains with just nothing but your belief and your faith. And that's what you can actually leave this stage doing when you walk off of it, is you can walk off this stage now confident. That you've now crossed over a bridge, that you've told a product of what you're going to do, and now if you don't do it, there will be people in five languages that will laugh at you. Right? And when you walk across the stage and you walk off of this, here's what's going to happen, and this actually can happen, and it happens all the time.
You know, a few years ago, I remember this moment where I was standing there, right, walking through the mountains, and it was like ten years of information just came together in my unconscious mind like that. And after it happened, I just couldn't believe it. Right? And it just started changing my behavior and changing the way I was communicating automatically, and it just started creating results that just seemed absolutely magical. Since then, we've done over a hundred million dollars in sales and we've reached people in languages that I don't speak, in continents around the world.
And I want you to imagine standing in front of this group, only now you're not standing in front of them as somebody coming up making a confession. Now you're standing in front of a group bigger than this. And this entire group is here for nothing but you. And you can see the stretch of the bodies of the people in the room raising up their hands and all they're doing is chanting your name. Gavin.
Gavin. Here's the deal, he said he's giving a thousand bucks. Right? I don't want it. And it's her pen.
So you got to give her a thousand bucks, okay? That cool? All right. Give him a hand for giving her the pen. Give him a hand.
Thanks, buddy. Cool. See what I'm saying? It's not hard to sell stuff. I don't have another one, there was only one.
I'm sorry. Right? If you don't have real scarcity, then it doesn't work right, because then people are like, you're changing the deal all the time. Sorry, there was only one.
So anyways, guys, so you see how that fits together? I mean, you guys probably picked up on at least 10 or 15 of those patterns in that 10-minute spiel. You know what I mean? Yeah, I just talk like that now. And I always talk like that.
Now that you know that, you'll notice me doing it. And the fact that you're noticing it, it will make it work even better. You'll actually notice it, and what's going to happen is because you're aware of it, you're going to go into a deeper trance, because when you make a decision that you're going to listen and you're going to maybe even try to resist these things but realize as I continue to talk, I'm just so likable, the resistance just falls away, because the reality is I just want you to make a decision to become great on your own. Because when you do that and you step into that place inside where it's like a new you, it's like a new vision, it's a new future where you realize that things are possible for you that have never been possible through all the generations of the history. And your family, and right now, you're in a space where you can recreate a generational level of success for you, for your kids, for your family, for the people that you love by making a decision to master yourself.
Because the people around you and the people in this room, there's somebody to the left of you and there's somebody to the right of you. Or maybe you're on the edge of the seat and there's just somebody to the left or somebody to the right, there's only one of them. But wherever you're sitting or standing or wherever you're listening, whether it's watching the video, sitting in your chair, sitting at home, you're realizing something, paying attention to this video. And here's what you're realizing. A few years back, I was having a conversation with one of the mentors that has caused the most change in my life.
And I asked him how to mentor people, and I asked him how to help people grow. And here's what he told me. He said, David, if you really want to help people grow, here's what you've got to do. You've got to get them around information and people that teach them how to get the results that they want. Because years ago, when I started my business and I first started to grow fast, I had a mentor that had a team of 10 million people.
And I got to sit down with him in a room and ask him, how did you do it? How did you build the team? How did you start it? And when I looked in his eyes, he started to talk and just kind of tell me stories. And I kind of got absorbed into it as I was paying attention.
And he looked me in the eye and he said something that I'll never, ever, ever be able to forget. And he said, right now, I want you to realize something, that all the power and all the answers and all the visions of the future that you need and all the strategies that you need and all the skills that you need and the words that you need to say and the stories and the metaphors that you need to come up with, I'm going to tell you where they are, and I'm going to tell you where you're going to find them. And here's where it is. They are on the inside of you.
Because you're the inside of you. You're the guru. You're the leader. You're the one who can step up and become great.
You're the one that can be a generational leader. You're the one that can step into somebody's life and just change around what they have the possibility to do just by looking at them and telling them the same thing that I'm telling you right now, which is, I believe you can do this. I believe you can build a bigger business than you could imagine is possible. I believe you could influence more people than you can ever even imagine, Kevin. I believe that you can do things that stretch beyond your imagination.
I believe that also the person sitting next to you, the person sitting next to you is great. I believe the person sitting in front of you, if there is one, is great. I believe that the person stretched out around you are special. In fact, I believe there's somebody in this room and somebody watching the recordings who's going to come into this thing and they're going to build a business. A business that stretches beyond our imaginations because our dreams are not the biggest dreams yet to come.
Our dreams are the start, because a real dream builder, what their task is, is not even to have the biggest dream. It's to help create the biggest dreams around them. And when we speak life into people and we always talk in a way that causes their dreams to get bigger and more powerful and causes them to be motivated without even knowing why, what will happen to you and what you're going to find. And what I find fascinating is while your conscious mind may focus on your goals and your outcomes, you're going to find this unconscious driving force going on the inside, driving you and compelling you to do things bigger, driving you and compelling you to recruit another person, driving you and compelling you to create a bigger vision to stretch what your imagination previously had the capacity to do. In fact, when you guys walk out of this room, you're going to have an insight over the next couple of days.
It might be when you walk out of the room. It might be on the airplane. It might be when you go to sleep at night. Maybe you'll even start to dream, and you're going to have an insight come together in your dream like this. And as you dream in the nighttime, it's going to change what you have the capacity to do.
And maybe like me, back in 2009, you're going to start to see a vision of a new future. I was walking along the beach, 2009, and a guy walked up to me and looked me right in the eye. And here's what he said. He said, I don't know who you are. But I have a feeling about something.
And my feeling is this. My feeling is that you have greatness inside that's beyond the capacity that you currently have to imagine. And my feeling, and I got this insight about you, is that you can do things that I can't do. You can achieve things that I can't achieve. That greater numbers that I've recruited, somebody in this room will recruit.
That bigger numbers that I've made an income, somebody in this room will make. The bigger teams that I've built, there's somebody in here who will make those big numbers. So I'm going to say there's somebody in here who will build them. There's bigger ideas that somebody will have in here that will stretch beyond the limits of my imagination, and the reason you're sitting here and the reason you've bought this product and the reason you're in the room listening to these words is because you are a generational leader. You are not here by accident, because if there were accidents with being in certain places, guess what?
You wouldn't be in the room. You're here because you've been searching for this, haven't you? You wanted to make a discovery that you learned here today, didn't you? You had a realization today, and you haven't even realized the stretch at which it's going to give you the capacity to do things that weren't possible for you literally eight hours ago, but now leaving this presentation with dreams in the night, walking out into the hallway, having a conversation whether it's at home, whether you're doing a presentation, all these things are going to snap into place, and you're going to hear yourself talking ten years from today and you're going to look back at this moment and say this is the day that I decided to change. This is the day that I decided to make the biggest difference that I've ever made in my life.
This is the day when I made that shift. I was standing in a hotel room back a few years ago, and a guy who was making a half million dollars a month was talking in a hallway, and I heard him telling a story about the day he turned his life around. About how he went from living in his mom's house, living in his dad's house, to making a decision that he was going to build his business, and he had just gone out there and he had started sharing the dream, but it wasn't getting the results that he wanted yet, but he was the kind of person that just fought anyway, and he kept fighting and kept learning because he was willing to be flexible, and here's what happened: one day he had a turning point where he almost decided to not keep going, but instead of that, here's what happened. His mentor called him on the phone right when he was ready to not do it anymore because he was frustrated, and here's what his mentor told him. He said, Brad, you are going to build teams of millions and millions of people.
You are a generational leader. You have capacities in your heart that were not put there by me, that were put there by a higher power of some kind, and you have gifts and abilities that are unimaginable to people who don't come from this generation. And if you continue, and if you fight for it, if you're willing to figure it out no matter what it takes, you are going to look back on this moment. In this conversation. Watching this video, sitting in the chair right now, breathing this moment right now! And you're going to say today is the day that I become the greatest person that has ever existed in the history of my genealogy.
Of my family, of the people that I know. Today is the day that I decide to stand up and be who I can be. Today is the day that I'm deciding to step into my power and to do things that I couldn't do eight hours ago, but now I can, even if I'm not consciously aware of how I'm doing them. It doesn't matter, because your unconscious mind is now doing them automatically. Congratulations on learning the mass influence formula. Give yourselves a hand, folks.
Obviously the income examples discussed are extraordinary. The income claims presented are not intended to serve as a guarantee of income; instead they're designed to give you an idea of what's possible. Success in this business requires leadership, hard work, and dedication. Since we want to help you make an informed decision, we've gone above and beyond with our income disclosure document. If you want to see the average earnings, please visit the page at www.empowernetwork.com forward slash income.php.
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