The Business Plan Call: Rhonda Swan’s Live Framework for Coaching Without Pitching

Somebody on your team joins at the entry level, and then nothing happens. They don’t upgrade, they don’t ask questions, they just quietly stall. Most leaders either leave it alone because pushing feels pushy, or they pitch harder and watch the person go cold. Rhonda Swan opens this Denver mastermind segment by walking her own new member coaching call, live, so the room can hear exactly what she says instead of just being told the theory behind it.

As someone trying to lead a team instead of just working your own leads, you already know the awkward middle ground between checking in on someone and sounding like you’re angling for a bigger sale. Rhonda’s whole approach is built to erase that feeling entirely, both for her and for the person on the other end of the call.

Why does a coaching call convert better than a pitch ever does?

Rhonda’s first rule is that the moment you start selling is the moment you repel. So instead of a pitch, she runs what looks and sounds like a personal business plan session, live on video rather than a phone call, because eye contact and visible reaction do work a phone call can’t. She opens by asking what the new member loves about the company so far, listens for what actually lights them up, and only then starts introducing ideas.

The mechanism underneath the whole call is a concept she calls be-do-have. As Rhonda puts it, “Be-do-have is being the leader.” You don’t wait to feel ready before acting like a leader. You act like one now, you do the specific things leaders do, and the results follow from that, not the other way around. She walks a hypothetical new member through this live, asking what they’ve noticed leaders in the room actually doing day to day, and lets them arrive at the answers instead of lecturing them.

What do the things every leader does actually look like day to day?

Once someone agrees they want to be that kind of leader, Rhonda runs through four specific habits she asks every person on her team to commit to. Personal development every day, even if it’s just an audio book in the car. A daily method of operation, meaning you know exactly what you’re doing each morning before you start, not improvising it. Masterminding with people ahead of you, because leaders learn from other leaders, not in isolation. And what she calls cultivating the expectation of leadership in the people underneath you, meaning you deliberately give newer members a reason to believe they can lead too, the same way it was given to you.

• Personal development daily, even a short audio in the car counts.
• A set daily method of operation you follow the same way every morning.
• Regular masterminding with people further along than you are.
• Actively building the expectation of leadership in the people you bring in.

She’s direct that none of this is about waiting on someone else to carry the weight for you. As Rhonda tells the person on her practice call, “You can’t help anyone, make anyone do anything, right?” The responsibility sits with the individual, not the upline, not the company, and not the product.

How do you handle it when someone says they just don’t have the money?

This is where the session gets genuinely useful, because Rhonda doesn’t dodge the objection or pressure past it. She asks a single clarifying question first: if money weren’t the issue at all, would you do this? If the answer is yes, she reminds the person of everything they already said about being committed, then reframes the actual choice they’re making every day without noticing it.

What happens if both of your car tires popped and you couldn’t get to work and there was zero transportation to get to work? And it cost you 400 bucks to get your tires fixed? What would you do?

The point isn’t a trick. It’s that most people already find money for the obligations they’ve decided are non-negotiable, and the exercise is showing them that their own business can be one of those obligations too, if they actually believe in it. She uses a second example for people stalling on a bigger decision, comparing it to a McDonald’s franchisee who opens a restaurant and only sells the drinks and fries because they’re scared to commit to running the whole menu. Neither example pressures anyone. Both just make the avoidance visible.

What changes when you get someone connected to their real reason for doing this?

Underneath the objection handling is a deeper piece Rhonda treats as non-negotiable: digging into someone’s actual reason for being in business at all, past the surface answer. In her own worked example on stage, one team member’s reason keeps shifting and getting more specific until it lands on wanting to give her granddaughter something her own daughter didn’t get. That’s the moment Rhonda stops coaching and just lets the room sit with it, because a reason that specific doesn’t need more convincing behind it.

She closes the segment by walking through how she checks confidence on a simple one to five scale before ending any call, in the company, in the training, in their own ability to learn, because a low number on any one of those tells her exactly where the next conversation needs to go.

The full session includes Rhonda’s complete live role-play from start to finish, plus the group’s own questions about adapting the call for smaller teams. Create your free account to watch the complete session and download the audio at empowernetwork.com/watch.

The full session transcript follows below.

Transcript

All right, cool. How are we doing? Are you guys doing well? Are you having a really great day?

Seriously? I mean, come on. I know that we don't do this in Empowered. That's just weakness, right?

You guys are leaders, and when leaders come, they come to play the game, right? So we are playing the game today of becoming a powerful leader in Empowered Network, and especially in the Prosperity Team. So I want to really give, first off, I want to thank you guys for welcoming me into your family, right? We have not been here for very long at all.

I know that. And I really am, I'm overly grateful for you allowing us to come into your family like we have been here for years. I mean, I truly, truly appreciate that, you guys, so much. Yeah, I thank you guys.

And the BAM crew, what I've seen since we've been here, I'm very, systematic. I like to know if I'm going to be working with a company or with a team, that we've got all the systems in place so that every one of you can be ultra-successful. Because I will never bring a person into a company unless I know that I will have every single thing they need to be successful, as long as they apply it, right? So when I got here, I'm like, okay, Justin, we're in, we're all in.

What's going on here? What team do we work with? Now, my husband, Brian, actually, got me started in Empower. And it's really funny because eight and a half years ago, he was a skeptical husband.

I spent $22,000 on the company, didn't tell him what I had done, corporate executive, but I had a vision, right? I had such a huge vision that I did not have to ever put a child in daycare, right? Now, I hadn't even had a child at that time. But I had this vision that there was a way that I could live the life of my dreams with a family.

I was a corporate executive working 10 hours a day, driving through and from traffic an hour each way, right? I had to make a decision of how to change that life. Network marketing gave me my life back. I want you guys all to be so pumped right now that you are part of one of the best industries in the world.

In the world, there's no place like this industry where you can change your life at a dime. Change your life on a dime. Think about that, right? Yeah, I mean, seriously, it's true, George.

I mean, I can't believe if someone would have told me eight and a half years ago when I said, I'm going to quit my job, I'm going to do this internet marketing deal, I have no clue, I'm spending $22,000, I'm stretching my credit card to invest in my life, and I didn't tell my husband. He flipped the lid when he finally found out three months ago. After I started, he found out how much I spent. Now, this is really interesting.

And I'm going to get to what I'm going to teach you guys, but are you guys open to me sharing right now? Okay, cool, thank you, because I get so pumped about seeing all of these amazing leaders in here. That event this weekend blew me away. Eight and a half years, 60 events, never seen anything like it.

Right? Never, ever seen anything like it. So, okay, so three months after I get started in this company, $22,000 in, or it was actually almost $25,000 in, I had been calling leads. See, this is the coolest part about this.

This is about our network. You don't have to call the leads until they buy. It used to be my dream to say, how can I find a lead that wants to talk to me because they bought something? I was hustling the phone, okay?

So be super grateful that you've got an incredible system that people actually can buy, right? So I called 3,000 leads. I'm talking leads, not $25. They didn't pay anything.

They just were taking my time. 3,000 leads. Before I'd even made a sale. Okay?

So I don't want to hear anyone here this week saying, it's not working. I put this many blog posts. I put this up. It's just not working.

Because guess what? If your vision is grand enough, if you frickin' have to have it so bad, you will call 3,000 leads. You will blog your fingers until they go blue. You will do whatever it takes, guys, because I tell you what.

You put that time in, and the life that you can have is happening. And the life that you can have is absolutely amazing. I can say that from the bottom of my heart because my life has never been the same the day I said I was all in. Okay?

So I'm so pumped that you guys are all in. This is the all-in crowd. I love talking to the all-in crowd, right? Who doesn't?

Okay, so since you're all in, wouldn't it be great to have a way that you may have a higher opportunity of having people all in in your team? I know it sounds rhetorical, but we'd like to learn a little bit about what I do to really increase my conversions to people not selling them something, but having them buy the dream that they came in here for. But that's all we do. See, it's the moment that we start selling is the moment you repel.

So if you guys are always thinking in the back of your mind when you may talk to a brand-new person that, oh, I hope they get Inner Circle. Oh, I hope they buy Costa Rica. Oh, I want them to go all in. Guess what?

Never going to go all in. So my vision for the way I run my business and my team is that I want them to see their vision like I see mine. You guys spoke this morning. It was amazing, the lesson that we did.

All of you guys were so engaged in your mission and your vision. Will? Wow. I was like in this little movie in my own head, like, so excited.

I was like in this little movie in my own head, like, seeing everything that was happening in front of me. And I got reignited into my own vision just by being here. So it's powerful. So let's play.

I'm going to spit at you guys, too. Someone back up. I get really excited, so you have to deal with it. Okay.

So can we play together? And let's play this little role of how grand it can be. Just vision this. You get someone started.

They buy the $25 product. They buy basic. They get in, and you call them, and you welcome them. Hey, just want to welcome you, right?

Just want to welcome you. It's great to have you. We'll see you on either the next coaching call. We call it an orientation thing, right?

It's a personal touch, right? You invite them over. They come. You do a little coaching with them.

And you're seeding along the way. And I'm going to explain what I mean by seeding. It's not selling. It's just talking about information that you've learned or a teammate has learned in the products.

See, we allow the people that have already started. We either bought all in or already bought the products. Or we use our lessons that we learned in those products to help them see that little vision of why they might want it. That's called seeding.

And you seed along the way every connection you might have with them, okay? So let's play this little game. Let's do a little role play. I'm going to – I created these slides in a way that you can print them and use them as if you were doing it.

But I'm going to play a little bit as if I was doing a business plan with you, okay? Because what the guys have set up is amazing. They set up the whole automated plan. What I do – this is for those of you, once you get moving, you get grooving, you get comfortable, you get some people on your team, you're a little – you're more confident.

We don't want to deflect any of your energy or your focus. This is for those that want to take their business plan a little bit higher of a step, right, so that you can have – increase your conversions just a little bit more. Are you guys cool with that? Yes.

Let's do that. So this is how we do things. This would be – my process is the exact same as what the guys lay out today. We do the exact same thing.

The only difference that we do or that Brian and I do is we have them go to this business plan. Once they do go to that business plan, if they have bought Costa Rica, they get a personal business plan with me, right? So everything else that we do is group sessions, right, big group sessions. But if someone has bought Costa Rica in a week on a Friday, they know because I'm seated.

They know because I'm seating it all week. And the Costa Rica intensive, not the 35, the 500, right? Oh, yeah. Just want to be clear.

Yeah. Yeah. That's correct. I just want to – Obviously, you don't need to know the products to actually sell this business.

Okay. So if they said 500 bucks, right, then they get a personal plan with me. Now, that's very valuable. And I want all of you guys to realize that even though you may have only made one sale, you are valuable.

They bought into you. So you have – You have the leadership. You have everything they need to see you as their leader. So don't think, oh, I haven't had as much success.

I haven't had this. They bought into you, right? So you've got to be that leader now. You've got to actually feel it inside of you that you made the right decision because when you know what you've done and you believe in the decision you have made, guess what?

People follow you. It's so weird. Right? It's actually quite simple.

So let's do this together. Okay. So I'm going to get nuts right now. You guys got me all pumped.

You guys are listening to me. It's great. I feel like my husband, right? You know, he doesn't listen.

Okay. Let's do this. All right. Oh.

Oh, that's not mine. Hello. I don't want to do your – screw up your documents, you guys. Something popped up.

It's not mine. Okay. Let's do that. Okay.

Okay. Well, let's – It's not mine. Okay. Okay.

Okay. Okay. Is that – you guys can see that? Yeah.

. Okay. Is that – well, this might work for them. Okay.

Cool. So what I want to do, I'm going to pretend like we're working together. So you guys have bought $500 product, right? You've gone to the Mike Hobbs mastermind calls in the morning.

You're really just kind of tapping in. We have team calls that we do. So you really get some interaction with us. And all along on these calls, people are talking about the products, right?

So we're seating in the back. them all the time. So they get invited to this live call that I do, this live business plan that I do. So this is the first, this is how it starts.

Okay, so what's going to happen is they're going to get to this, and I typically either do a webinar or I do a Google Hangout. And there's a little bit, there's a few reasons why. If you're doing a phone call, there's nothing wrong with a phone call, but this is my belief, okay, is I created a change about eight and a half years ago when I started in the industry of how to connect with people. And in the phones, you don't get that emotion, you don't get that eye contact, you don't get the full feeling.

So I like people to be able to see me, right? Because if they see me, they're going to feel me. They're going to feel what I feel, right? So I do either Google Hangout or a webinar.

And they get to the Google Hangout and the webinar, and we just kind of have a chat. Now, if you think that I'm going to show you something that's something that you don't know, and it's going to be rocket science, it's not. It's not. It's not.

It's not. It's not. It's not. It's not.

It's not. It's not. It's not. It's not.

It's just the fact that I'm doing it in the way and the process that we do it, okay? So just follow along. You guys will be able to get these notes, but you can do everything that I do is something you can already do. You already know how to do it.

I'm not going to, you know, throw you a magic formula. Okay, so this is how we start. So all right, so welcome, guys. It's really great to have you guys on the business plan.

You know, how are things been going? Have you set up? Have you done your first blog post, right? We just kind of chit-chat back.

Will you play? So let's start here. I want to know how you're feeling about the company. So tell me, what is it that you love about Empower so far?

What's happening for you? At this point, I'm liking everything. Basically, bottom line, though, is the ethics and the honor about what they're doing and how they're doing. It really appeals to my sense of ethics.

Yeah, what about the ethics? Because I feel that they're honest. I feel that they're, I know that there's hype, but I feel that they're doing things in an honest, ethical way, justifiable, everything that they're about. And honesty, obviously, is really important to you.

Yes, very important. Yeah, that's good. And what about the days? Is there anything particular that you learned in the $500 products, Costa Rica?

It's called, what's it called? Costa Rica. Okay, okay. I'm like, how did I screw that up?

Is there something that you learned in Costa Rica that you really love the most? Tell me about that. Because remember, there's probably six to ten people on this line, right? Yeah, yeah, they're a group, but they get a life.

It's a program. It was crystal clear, and I got it. Okay, awesome. Good.

And then I would have a few more people. Yeah, yeah. It just kept going to sleep. Okay.

Can we keep it live? Yeah, that'll do. Okay. And the reason she's doing it in a group is because she's a leader, and she signs up a lot of people, and she don't individually have the time to do it like that.

Would you recommend for people that aren't sponsoring many to do it on a one-on-one basis to get started? Yeah, for sure. I mean, absolutely. And you're new.

Yeah, clearly, I would say just it's the connection, guys. That's really what it is. It's not necessarily anything special. It's really the connection that you are going to have with them, and they start to trust you.

So honesty was really important to you. So honesty, obviously, that's an important factor for you, right? So you want to be able to trust me. I call it the no like and trust in marketing, right?

I do video for no like and trust, but we do personal connection business plans like this if we want to upsell them. And I don't even like using the word upsell them. I want them to see the vision, to understand the vision they can have and why making that choice is good for them, okay? All right, cool, because when you sell, you're repelling.

I don't ever do that. Okay, so then I do this. I go through the be-do-have concept. Have you ever heard of the be-do-have concept?

Has anyone? Okay, you have. Okay, have you? Okay, cool.

All right, so have you heard of the be-do-have concept? Nope. Could you even like pull something out of your head to think about what it might be? No.

Not at all. Let me share with you because this is one of the most vital probably pieces of information that I was given when I started my business eight and a half years ago that allowed me to really see and be who I should be in my business, right? Be-do-have is really simple, yet it's quite profound. Be-do-have is being the leader.

Be the leader right now. Be. We don't try, we be, right? Just like Yoda says, there's no trying, there's only doing, right?

We be, a leader, especially in a company like ours. You have to or people are never going to continue to follow you, right? So be-do-have. We do the things that leaders do, right?

And then I might say, what are some of the things that some of the leadership that you're seeing, what do they do? Coaching. What kind of coaching? Blogging.

How to blog. Blogging. Have you started blogging yet? Sort of.

Sort of. What does sort of mean? Because that's kind of gravy to me. It's not a yes or no answer.

Good coaching. You didn't get any good coaching? No. Have you looked at the products yet?

Have you gone through the start videos, fast start videos? Yes. Yeah. And what do you feel that you would have needed from someone else to learn how to start blogging?

Technical. Tell me about that. Don't know how to blog. Don't know how to use a blog.

You don't know how to use it? No. Do you think there's some training that you might be able to go through that can teach you how to do that? Probably.

Have you gone to seen it yet? No. Okay. Right?

Okay. Right. There. Now, I would hammer someone hard.

I'm not going to do it to you because I'm not going to be respectful. But get this. I mean, there's no disrespect to that. But I want you to get that, right?

Do you see that you need a training? You have training. You need to go do the training, right? Do you agree with me?

Okay. I'm not putting you on the point. But this is huge because when you're a leader, you have to be able to say these things to people. You actually have to be able to confront them in a way that makes them go, oh, damn.

It's me. Okay? So, we do and then we have. We want everyone to get that piece because you're going to have the things that the leaders have.

You're going to have the things that Justin and Dee have if you just be and you do. That is the simplest formula you can ever imagine. So, now, I would ask all of them, are you guys really willing to be and to do and to have? I mean, are you guys willing to be and to do and to have?

Yeah. Okay. Yeah. I would hope that you would because you paid extra money to be here.

Okay? All right. So, now, we continue on this little… pattern.

And then I go through the four steps that leaders do, right? These are the four main things that all leaders do. And guys, we do this. I'm doing this for you because you have to be doing this every day and I know you hear it from everyone.

Every person on stage has probably said all the things that I'm saying and they've already read it. They've already gone through it. But guess what? When you get them live, you do it again because now you're reiterating your trust, your belief in what all the leaders are saying.

You're edifying everything they're hearing. But you're their leader. Do you get that? See, you're the one they need to hear it from.

Okay? So, now, we talk about these are the four things that leaders do. Personal development. You guys heard every day.

Personal development every day. Sometimes, audio book. Do something that gets your mind a different space. Second one is setting a DMO.

Vic talked about, I believe, setting a DMO on stage, didn't he? Yeah. Talked about the daily method of operation. You know everything that you're going to do.

I wake up every morning and this is how I'm talking to people I'm working with, right? So, I'm not just saying… I say this to them. I wake up every morning and I'm like, I'm going to do this.

I'm going to do this. I'm going to do this every morning. I've already done the video that night or I do a video that morning. I do a blog post.

I take that blog post. I send it to my list and then I share it through all my social media. Every single day, my daily method of operation, I wake up, it's like coffee. I know it's done, right?

And when you have marketing set in place, like the guys are talking about traffic, that stuff is working for you. It's working for you. That's why it's so important to get the groundwork linked, right? Okay, so we do this.

We do a daily method of operation. Three, of course, is masterminding with leaders. See, have you guys been to an event yet? You haven't, right?

You're brand new. Guess what? The next event is coming up in October. Tell you what, you want to really get in front of some of these top people that you're listening to in your products, you've heard, you come to this event and you are going to expand your business immensely just by being around these people.

So, we mastermind with leaders. Do you know that Richard Brantz or Donald Trump, they all go to meetings with each other. They learn from each other. This is why we have events every 90 days.

So, what I'm going to want you guys to do right now is I want you to make sure you order your ticket. Make sure you order your ticket for the next event. It's in October. Pick the date, pick the place, right?

So, even while I'm talking, go ahead and do it. I don't care. Do it. And while I'm talking, I'll say this to them because they've got to be at the event.

We're seeding all the time of what they need to be doing because they just want to be told what to do. Don't you guys all just be told how to make this thing work? Period. So, all we're doing is guiding them through, right?

So, we really hit hard on mastermind leaders. Make sure you show up on the calls, on the mastermind calls, everybody. You're telling them all these things. And I'm telling you this too, right?

You want to do this so that you can learn from everyone, get the most information that you need so that you can be the ultimate success, right? Okay. So, then the last one is cultivate the expectation of leadership. Do you understand what that means?

And I'm going to ask them, what does that mean? What could that possibly mean? And I'm going to ask them, what does that mean? What could that possibly mean?

What do you think? Cultivating the expectation of leadership. I know you're like, dang it. Darn it.

Hey, you're a leader. You're a leader. Okay, I'll ask him. Are you going to do the business plans or is he?

Who does the business? Whose business is this? Oh, it's both of your businesses. So, that means that one person doesn't get to do one thing because it's your business?

We're trying to do it together. We don't try, we're doing, right? Awesome. No worries.

I like the word try. Good, because my kid doesn't even know how to say it. Would you mind holding that? Sure.

Okay, cool. What could possibly, I know they're like, damn it, why'd they put this lady up here? Right? I believe in you so much.

It's like a garden. You're trying to grow. Yeah, that's right. You're just trying, you're trying to grow the expectation of the leadership.

You're trying to help them. You're trying to grow them. Right. Excuse me.

We are just growing. Right. We are doing. We are doing.

If you think about this, a tree doesn't try to grow. That's right. It grows. You have to feed it.

You have to feed it. Right. Okay. Because you're trying to put inflammations, right, you're putting inflammations in place that you know that's going to help your team and the other people to grow.

Yeah, absolutely. And do you know how you do that? How would you do, how would you set, show growing, right? How would you allow them to grow?

What would you do to have them grow themselves? What could you do? To do? To do.

To be, to let them see what you did. Yeah. Well done. Awesome.

Thanks, buddy. Give him a hand. Seriously, I know. I'm not easy to talk to.

And I'm doing this for you. That was amazing, right? So it's about you doing it, right? You need them to really see what you're doing.

So you've got to be doing all these steps if you want them to move forward, right? So cultivating the expectation, though, is believing in them also. You're cultivating it in them. You're cultivating it in them.

You're cultivating it in them all the time. You're talking about, wow, in the next call, hey, when Justin does his call on Thursday, we jump out. He's going to do a Q&A at the end. Let your voice be heard.

And when we do our team call, when we open up, make sure you're the first one. All of you guys, make sure you come out, say your name and where you're from, because you want to be heard. So we want people to know that they have a space for leadership and that we believe they can, too, be a leader. Do you get that?

It's awesome, isn't it? To feel like someone believes in you. Justin does an amazing job at it. On Justin's calls, he always uses names of other people and things that they've done, because, guys, that's how you cultivate.

That's how it grows. That's how people then begin to trust in themselves, okay? By the time I'm done with this, you guys are all going to go all in twice. I mean, obviously, I believe in what I'm saying, right?

I know it's going to work. Did you have a question? No, just a comment. I was at the infantry school in Fort Benning, and there, at the very front entrance, they have a 35-foot statue.

Yeah, give this guy. That was rocking. I love how Dave Wood and Dave Sharp are like, man, the amount of claps you give somebody else is the amount you deserve to get, okay? So let's do that, because we all came here.

I know we're all tired. Let's give some people. Thank you, because everyone super deserves to get this type of, you know, feel good. So it rises you.

It gives a positive vibration through our bodies when somebody gives us a, wow, rock and roll, right? Okay, cool. All right, now I go through fears, because we all have them. We got to get them out on the table, because the moment that we identify, we're going to get them out on the table.

We're going to get them out on the table, is the moment they can start letting those fears go and understanding that we believe in them enough that those fears don't have to matter. You know what I'm saying? Okay, so let's talk about fears, guys. Let's really talk about what fears you might have in regards to business.

Let's talk about it. People quitting. People quitting. Yeah.

That's a good fear. Can I ask you, what is it that you're afraid of them to quit for? Why are you afraid that they'll quit? Um, maybe I didn't show enough leadership, or, um, I didn't, wasn't able to coach them appropriately.

Um, things that I'm out of control, but just, yeah. Can I, um, can I share this? Yeah. You can't help anyone, make anyone do anything, right?

Are you doing everything that you feel a leader should do? Um, previously before this weekend, probably not. I've got some, more tools now, um, systems in place that gives me confidence now to change a little bit of what I was doing. So, I'm a bit more confident.

Yes. Okay, so then, do you still have the fear then that you might not be doing the right thing for them? Now, just right now, in your present moment? No, actually.

That's not your fear? Yeah. No, not anymore. Awesome.

You don't have that anymore? No, no. That's super fun. Okay, cool.

So, what are, what's another fear? It is. It's a big deal, right? She's got a fear that she had, and she didn't know she lost it.

Yeah, yeah, that's true. Uh, current fear. Um, not growing my business fast enough. Um, not, not, not achieving my goals within the 90-day time frame that I've written down, that I've done the affirmations, that, that maybe just doesn't materialize and let myself down.

Can I ask you that, that could happen? Yes. Yeah. Absolutely can.

Um, are you willing, if it, if you get to that 90-day point, you don't hit that goal, that you're willing to push it back a little bit? Yes. And I, and I already have done that twice, so. Are you afraid to push it off, or what are you really afraid of?

Um, that not getting there, that it'll, yeah. Um, that it, that it's a little bit too far out, not being, I've heard people being, um, saying, you know, being realistic. Like, my goal of $30,000 a month goes between, oh, no, I can only do $10,000 a month. And someone says, oh, no, but, you know, David Woods says you've got to be at least $15,000 a month part of that $15,000.

And I go, okay, it's $15,000. And then someone goes, no, no, no, go away to $30,000, like, listening to other people. And you're thinking, well, maybe I'm being unrealistic. Okay.

Yeah. Um, wouldn't it be neat if you just didn't listen to those people? Yeah, that's right. If that's kind of fun to do, you're just not going to listen to them, right?

Yeah, yeah, yeah. Okay, Tracy Walker did a really good job, didn't she, talking about our insecure, our conscious and our subconscious minds? They just, they compete sometimes. Wouldn't it be fun if you just said, I'm just going to do it?

Right? Because everyone has a fear. We all crop them up. But it's the leaders that don't allow the fears to come out.

And I think that's a really good thing. I think that's a really good thing. I think that's a really good thing. I think that's a really good thing.

I think that's to stop them. Right? So as someone is saying this to me, right? What will you do if this fear comes up?

These are you guys are going to have all of this, right? What would you do if a fear comes up? Right? What would you do if that popped up again?

Ignore it. Okay. Awesome. How could she get rid of it?

Do you want to smell? Probably listen to another inner circle or something. Yeah. Right.

So everything is really in front of us to not be afraid, right? The moment that we started to get nervous, we started to get nervous. We started to get nervous. We started to get nervous is the moment we tap back in.

That's why we have a team. That's why we have a system. If you think that every successful person has never been fearful of something, then you're sadly mistaken because this is not a sunshine and rainbow world. Stuff is going to happen.

It's how you handle it is how it's going to roll out in your life, right? Okay. See, I mean, this is just easy stuff, though, isn't it? But doesn't it feel a little different when you start to think about it?

And what happens is when you're working with someone else, you guys, wow, they're going to be engaged in what you have to say because now you care about their life. You care about what's happening with them. Do you get this, guys? People start.

This is where trust happens. This is why we do what we do to help more people change their lives. We have to care. Okay.

Okay. Fierce. All right. Then we dig deep in the why.

Okay. Really, really deep into your why. You know, I almost five years ago, Brian was telling you guys a little bit of it earlier. We literally had a brand new baby.

We got very cash heavy from the industry. Thank you. I'm grateful for that. We got really stupid, invested in a stupid real estate deal with a bad guy, and we lost everything.

And when I say everything, I am not going to joke you. We lost everything. We lost five homes, cars, our house in San Diego. We gave all the cash that we had ever saved before to this guy.

Probably a bad decision. We lost everything. We lost everything. We lost everything.

We lost everything. We lost everything. But we believed in it. Right?

So what am I going to do? What are you going to do if you make a promise to someone? I made a promise to my newborn baby girl that I would never put her in daycare. That was a vow that I made.

I promised her that she would never go to daycare. I mean, obviously, this is so true, right? This is my why. And here I could have easily taken, a job.

I have a master's degree. I could have gone back and gotten a six-figure job. But I'm looking at this little baby going, this is not going to get me down. This is not going to get us down.

What is money? I want to be with her every day. I have a business. I can make this happen.

That was my why. It's so big, you guys. I don't care if I'm eating beanies and weenies, because guess what? I have.

Brian and I have argued over buying a five-dollar car. I have a'ming for buying a five-dollar burrito because we almost did our bank account go negative. This is no joke. I'm not bullshitting you.

If you get a why and a reason why you want to be successful, you will do whatever it fricking takes. I this, we all say this to everyone, but you guys, you have to believe that if you really do the money is something we can focus on. But it's why are we doing it? We sold everything that we had.

I'm not going to tell you the whole story, but Brian's like, let's go travel the world. Screw it. Let's get rid of it all. We could have stayed in that house and rebuilt it, but we said, no, let's get rid of it.

Let's go travel. Let's go live our dreams. We left. We went from millionaire status, you know, fancy cars and flashy shit.

I love that I can swear company and stuff like that. I've never been able to do it. And I really like to swear. Just get your point across.

I make my daughter a lot of money, actually. I pay her a dollar every time I do say I swear a word, so I do watch her. But she's an entrepreneur. So you're going to feed the economy.

Okay, so where was I at with this? We had $23,000 left to our name. $23,000, we started our life over. Now, some of you guys, I don't know your circumstances, and I don't need to know them.

But I started my life over with $23,000, right? Some people started with $25. Who is it that, forget who it was, in their bank account, they had $25, right? So, if your why is so juicy, your why is so purposeful, you will blog, you will do videos, your passion will come out, you will share your vulnerability, you share who you are, because guess what?

Everyone's having problems. You're either in a shitstorm, going out of one, or on your way into one. So get used to it. Right?

My husband says this. It's true. That's how life is. So guess what?

Get used to the freaking shitstorms and have a good time. Right? Because when your why is so great, you're going to make it through anything. That's why we're the Unstoppable Family.

We're like, hey, we can do this. The Unstoppable Family, we're going to own that. We're going to own it. Right?

So when you're speaking with the people that you are really wanting to help them see their vision, you get them connected to their why. And if that's all you do, if that's all you do with them, then you're doing a service to them. Okay? Because getting your clarity on your why, all the steps and the technical, the steps are there.

Learning the blog, it's there. You just got to do it. It is there. Right?

And there's training for it. Yeah? I was going to mention, I find that new members, a lot of them don't get it on when you ask it the first time. Yeah.

Absolutely. Yeah. Go a second. I can't hear.

Yeah, good point. Yeah, he said a lot of people maybe not even hear it the first time. They may not get it in the beginning. And that's why we say the same stuff over and over again.

Because you do, you have to. That's why the calls, I mean, all the themes of the calls on Power Hour, it's always the same. Just from a different point of view. It's a different voice and a different perspective.

I mean, think about it, I've been doing this stuff for eight and a half years. I'm like, I've said the same thing a million times. Because that's, it's the same thing. That's why we listen to audience.

That's why we read books. Because we, our brains can so easily lose it. We have to remind ourselves. That's how we stay in the game.

Reminding ourselves why we're doing it and why we love it and what our vision is. That's all it is. Right? Yeah.

That's right. Okay. So, then we talked a little bit. And this is something you guys are going to be able to find out about.

I mean, we can get even more elaborate. Make sure if you're taking notes, you're going to be able to add this. Is, you know, you, then you talk about are you going to let these fears, that fear that you had, what if that fear came up during your, during your why? What if that fear came up of I can't do this?

How are you going to handle it? Well, you address all this stuff immediately. You address it all now. Because as you're doing this with them, you're not giving them an excuse later to let this stop them.

Right? Because you're handling it right now. So, what happens if a fear comes up when you're in the middle of your business, how are you going to handle it? I go back to, I go back to where we were.

Yeah. I'm going to go listen to some positive stuff and then replace the fear with positive stuff. Yeah. Certainly.

You just, you get, yeah, come on. Yeah, certainly. Let's do that. You, are you guys feeling this right now?

I mean, can I get some of you, you're feeling me right now? Are you with me? Okay. Can you guys do this though?

I mean, I'm not doing anything special. Can you do this? You can't do this. Right?

You can have a conversation with someone that you care about. You care about people. That's all it is. It's caring about.

I'm spitting on everyone, I'm so sorry. Okay. We were kind of talking about this over lunch. When you, when your why is strong enough, the fears won't be there.

And so, I need to have my why strong enough so when I get, oh, I'm not going to go do that, I'm going to do this instead. If my why is strong enough, nothing's going to get in the way. What is your why? That's what I'm looking for, is my why, my why, to get my why.

Okay. Every time I come to a meeting or an event, I get a different why. And they're all strong. And I cry.

And it's either for myself or my daughter or for older people. And it's genuine. And I do videos and I'm like, this is my why. And then it's like, when I listen to Nicole Cooper, I'm in tears and I did a video with her, which is my why right now is my granddaughter.

And I'm going to do for her what I didn't do for my daughter. And take her out and show her and show her the better sides of things. Yeah. And she's coming on August the 6th.

And we're going to travel from Washington to St. Louis, Missouri. And we're going to stop places. And I'm going to show her.

That's fabulous. That's my why. What is that going to do for your granddaughter? Tell me how that's going to be when you do that in August.

Oh, it's going to be awesome. It's going to give her what she needs because her family has some different issues, dysfunctional issues. And that's my purpose. And I actually told her, dad, that's what I'm going to do.

That she's going to be with grandma and we're going to go and we're going to do things. And she's going to be learning. She's going to learn along with me. It's going to be a math and a science as we go along.

And she's going to road map where we're going. And we went to see a castle last time she visited me. And she videoed everywhere. She just, yeah, so.

How, let me ask you, can you ever, can you imagine like that trip and then imagine the impact that you're going to have on her when she leaves and maybe how she'll be maybe five years later? Can you connect to that? Yes. And actually what I've been thinking while you're talking about this is, you know, I've been thinking about this for a long time.

I've been talking as, as I have a short time before she gets here. And I have to pack and get all my stuff together. But what I'm going to do, I am going to do is get my daily stuff set up where I'm focused and every day I'm doing this until she gets here. And then when we, she gets up in the morning, she's going to be either doing it with me or watching me do my video and do my blog.

And that's what we're doing. And she's going to be working with me. And she loves to work with grandma. And that's going to, that's going to teach her to be the entrepreneur and that it's going to be there.

Yes. If that's something you're really connected to, what happens if it doesn't happen? If what doesn't happen? If she doesn't want to become an entrepreneur, maybe you guys don't have as much fun.

What more do you want to do with her? What more? Well, how can you connect that to your why? Because why do you really need to help her?

Do you think maybe she can learn that from someone else? What is it about your granddaughter that you want to be so connected to? That why you're going to wake up and do these blog posts? There's a reason.

There's something you're going to get out of it. There's something you're going to get for her. Value, that she has value and self-worth. Wow.

Did you just see how that happened? You know, doesn't that feel right? Like she's, are you connected to that, right? Yeah.

You've got to get so connected, help people see why do I care? Is it 10 grand? Maybe it is. Put 10,000 pieces of paper in your pocket and feel it.

Get connected to what it feels like if it's money. But if it's not money and it's a why that you, why you're doing it, then man, you've got to, you've got to, you can have a million whys, that's awesome, right? I've got a million whys too, they're all goals. And if there's something that we have deep in our soul and we find our passion, we connect it to another human being.

Yeah. You look at her eyes if you're not doing it. I look at my kid's eyes every day if I'm not being the person that I have said I'm going to be. I look in her eyes and I go, I will do this.

You get that, you guys? I think part of the problem too is that my why has to be something that's close. It can't be so far away, it's got to be closer, I'm like, she's coming. And so now it's, you know, I've got, I get, I'm under the wire, now I have to do it now.

It's not something that like when I looked at retirement, you know, or where I'm going to be when I'm older, that's distance. This is now and I have to do it now and it's my why and it makes it strong. Absolutely. And because think about it, guys, everything that you guys want to achieve, you're the only ones that knows if you're really doing it, right?

So when we have someone else we care so much about, sometimes we'll let ourselves down. Man, I will never let my kid down. I won't let her down, ever. So when you care so much about not letting someone else down, then you will freaking do the work.

Because I can turn my, I can lie to myself. I can't. Oh, I did that a little shady, but no one else is going to know. And then I can do it to myself.

But don't do it to somebody else. Right? And you shouldn't be doing it to yourself either if you are. Just get so freaking clear, drop everything off.

I would say just get, shed yourself of the stuff you've been carrying around and just say, I've got to do it for someone else, for my child, for others to see me. See, that's why we're put into this earth is to make a difference. We do, I mean, this is the, this, this company and what we do in this industry, guys, we get that opportunity. We actually have the opportunity, right?

Okay, awesome. Okay, so let's keep going. Man, you guys are kidding me. Okay, I'm not going to go too deep into this because we've already done this stuff.

But then I, we go back through what their income goals are. What are your income goals? I tell you, you've got to go through them all the time. I mean, I just write it every day.

Just write it down. Every, before every payday, just write down what I want to make, what I want to earn. I write it down. But then you get emotional again.

Do you see how when people start to believe in themselves, this is not about a business plan conversion call. This is about a life-changing call. And people, I don't make them make that decision. They make the decision right now.

Right? That's why people want more. They want what you have. So we go through our income goals.

We really reiterate. Get them connected to it, right? You want to get them very emotional again. And then I always say, is there just one thing, one thing that's going to stop you from reaching your goal?

Do you know why I ask that? Does anyone know why I would ask? Is there just one thing? You can do it now.

Do you want, yeah? No, let's do it now. Right, because you want to give them one idea. You want to give them one thought, right?

And also, the reason behind it is? Is that everyone, why do you think people don't buy the higher-level products? Why do you think they don't convert? Why do you think they don't upgrade?

Right? All this, they want to say it's money. I'm nailing money now. I'm nailing the idea of money.

Right? Because then you do a follow-up call and say, is there something else? What else will stop you from getting your goals? Because I'm here with you.

I'm working with you. I'm giving you my time because I believe that you want this. Do you really want this? Is there one thing?

Nothing. Awesome. Move on. Okay?

Are you coachable and are you trainable? Right? I just need to know this. Are you coachable and are you trainable?

Are you going to do the things that I ask you to do? You're asking me to be your leader. You're asking for my advice of what it's going to take to make that $10,000 a month you just told me about. You told me you want to be, you want to do, you want to have.

You've told me there's not one thing that's going to stop you. Will you listen to the things that I tell you to do? Yes, ma'am. Right?

Right? And I'm passionate, more passionate right now because I'm obviously coaching you guys. Right? We're a little more connected.

This is why I'm not like doing this one. I kind of am. Okay. Okay.

So, right? So we go through this. Now there's nothing. Now let's start rocking.

Let's get them to be in pure yes mode. I am confident. I'm confident. I'm confident.

So I start asking these questions. On a one to five scale. You guys all write it down. One to five scale.

What is your confidence level in a power network? So what is your confidence level with this company? One to five scale. And they all tell them.

Boom, boom, boom, boom. Five, five, five, four, four, four, four. In the leadership training. What is your, what is your level of confidence in the training you have in the leaders that are provided to you?

The prosperity team has the best leaders I've ever seen. The stuff that these guys put together to make my life easy, I'm like, yes. Because I've been doing this forever by myself. We've been doing everything that these guys do, I've been doing it by myself.

For the first time, I'm actually going to have a lot more time. And I had time before. Right? It's super cool like that.

All right? So do, one to five. Do you feel you have the resources to reach your goals? One to five.

And they all tell me. And if they're not all fives, I'm going to say, well, have you looked around? Right? It should be all fives.

What is your level of confidence that you can blog, market, and generate leads? Now this is sometimes the question mark one. Right? Some people are like, I have one.

That's okay. Because guess what? We have prosperity team six. Prosperity team system.

Okay? And I go through that. I might open up my screen and say, wow, okay. Well, there's some areas that you can work on.

You may need to make sure your Mike Hobbs call every single morning. Because he is going to walk you through some of those areas that you might need a little extra help on. Oh, and by the way, have you gotten 15K formula yet? Because gosh, I listened to this call with Vic and it was so powerful.

Right? I'm seeding again. They haven't bought 15K formula probably. But they want it now.

Because if they're lacking in leads and marketing, then they want it now. They want it now. They want it now. They want it now.

They want it now. They want it now. They want it now. Because if they're lacking in leads and marketing, then guess what?

You've got to get that problem. Because it lays it out. I might even be as smart and open up the back office and let them see the videos in there. Let them see all the marketing that's in there.

So guess what? There's email marketing. There's Facebook PPC. Everything you need to learn is there.

So if you're going to invest in your time, right, of learning marketing, you're going to probably buy a product and it's going to be there. Right? Buy this product, because now you can make money on it. See, do you get how it works?

So then, so we do this. Then we ask, what is your confidence that you can learn? What is your confidence that you can learn? Because you may not know it now, but if you're five that you can learn, then you're golden.

If you can't learn, then you're done. Get out. Go get a job, please. For real.

We all came here, right, to learn. Thank you. Okay. All right.

So if you're coachable and trainable, right, and you're going to listen to what I tell you, let's think about this. Would you, let's say if you had an opportunity to ask Richard Branson or Donald Trump, what are the five things it takes to be ultra successful? Well, let's say, what are the five things it takes to be a billionaire, or maybe it's just to make your $10,000 a month? If they gave you the five things, would you do them all, right?

Would you do them all? Every one of them has to say yes, because if they're not, then they say, go get a job. Think about it. If you want my help, you've got the system.

I'm going to tell you, but are you going to listen? Five things, because you're not going to be a billionaire if you're listening to Donald Trump, and you're only doing three of them. Get that? Commitment people.

We're getting people to learn how to be committed to their dreams. That's what this is about. And then, okay, now this is what we do. I'm going to tell you right now this is what you're going to do.

Okay? You want to have your 15K formula. That's where all of the marketing, that's where all of the juice is at. That's where the leadership's at.

And you're going to want to upgrade to master's, because you came here to be a leader. You came here to make 15K. You came here to make 30,000. Okay?

I tell them to do this. Now, does that mean that they all do it? Not necessarily. I'll show you a couple ways to help guide through maybe some of the objections that they might have, and then I'll be done.

So I say, all right, you're going to listen to the first audio in the 15K formula, and you're going to contact me back and let me know you're going to email me. Call me back and tell me what you learned. Okay? Because I'll tell you what.

If you go through that, you will. You will. Hit your goals. You will.

I'm telling you. By investing in yourself right now and spending another $1,000, you're going to hit your goals. Okay? And be sure that you share.

I have people come to the team calls and share what they just learned, right, because I want my new people to hear what they just learned in the 15K formula, so they want it too. So we're always bouncing people off each other. Right? I don't have to sell shit from Shrinola.

I just talk the good stuff and let other people share what they learned. Right? Okay. Cool.

So then they might go, oh, well. Sure. Did I do that? Oh, that's funny.

Oh, that's funny. Did I really do that? Gosh, I got to learn. They really get it.

That's so cool. Wait. There's more. Yeah, right?

When you have a team member that's sharing something, success, naturally everyone else is envious. And so they want to do the same thing. And so they end up sort of feeding off of each other. Yeah.

That's it. Okay. You're good. Yeah, it's the feeding friends.

Yeah, exactly. It's hearing from others. That's what the point is. That's why you tap into all the calls that everyone else has if you don't have a big team.

You just do that because that's how you gain momentum and you get them going. Okay. So what if someone says, okay, are you ready to do that? Are you ready to get things going?

So go ahead and you can order 15K formula tonight because I want to make sure that you get that call. I want to make sure that you get that information. Well, I don't really have the money. Right?

Has anyone ever had I don't have the money conversation? That's going to happen. So you always ask this question. Well, if money wasn't an issue, would you do it?

We've heard that before. Because truly, if money wasn't an issue, would you do it? Well, certainly I will. Okay.

This is really great because earlier in the call, you said you're going to do whatever it takes. You said you're committed to your goals. You said you believe you have every single thing possible it takes to be successful. And you said you listen to what I say.

I'm not telling you to buy this because I want to make money. I'm telling you you can't afford not to. You cannot afford. You cannot afford not to have this information to be the leader that you want to be for the other people that you're going to bring forward because they're going to do what you're going to do.

So if it keeps coming up, right, I always, you know, I'm going to say listen to that call, even if you're broken, go all in, right? That's the new way it is. And, right, so you want to make sure that they listen to that. If that comes up, you say, okay, make sure you go to this.

Go to this and call me back. Okay? Now, I usually will give some really funny examples. I use these.

And you guys can use them because they're, I've, someone, showed me and I use them all the time. It's okay. I get that there's money. It could be an issue.

I really get it. But I tell you what, if you really do want to make the goals that you have here, let's find a way. Right? We'll discuss maybe some options.

But this is the thing. All right, let me ask you. You got a job, right? You got to go to work at what time?

Got to be at work at 8 o'clock in the morning? What happens if both of your car tires popped and you couldn't get to work and there was zero transportation to get to work? And it cost you 400 bucks to get your tires fixed? What would you do?

Get the darn tires fixed, go to work. Yeah? So you're willing to spend money on your job to get to a job. You're not willing to spend money on yourself.

How did you find the money to get the darn tires? How could you find the money to get the darn tires? Well, I borrowed it from my mom. Then borrow it from your mom.

Because now you're getting money to invest in your life. Do you get this? This is, people deserve to hear this stuff. I like, we're not pushing it.

We're pushing them through an uncomfortable zone that they're comfortable in. We got to get people out of a comfort zone so they will do bigger things. Right? So I use that one.

Then I use, also use, well, I want to make some sales before I buy. I just had a guy do this to me. And he committed to buy masters. He hasn't done it yet, but he's going to.

And he said, no, I think I want to make a couple, you know, 15K formula sales. And then I'll buy masters. I'm like, well, that's a, you know, that's an okay. Way to go, I guess.

Have you ever considered buying a franchise? He's like, huh? Right? You know, it's just totally pattern interrupt, change the subject.

Have you ever looked at McDonald's franchise? No. Well, do you ever consider that McDonald's franchisee came in and said, I'm going to open up a McDonald's, but I'm only going to sell Cokes and fries. I want to sell enough Cokes and fries, I'm going to sell burgers.

I want to sell enough burgers, fries, because I'm going to open the drive-thru. And then I'm going to be at McDonald's. Do you realize that you are doing that? And they laugh.

And I'm like, that is the most ridiculous way to run a business, isn't it? The most ridiculous way. Well, if that's what you're going to do, then you're not B-do having, and you're certainly not going to be successful. Go get a job.

I don't really say that now. I just think it's funny. Right? But this, but you get this, guys.

We got to get them to understand this. Like, look, you know, I get it, but is it really the money? Or let's go back to the fears again. Are the fears coming back up?

We do that again. Go back to the fears again. What's cropping up? What just happened?

What's happening? What's happening? What's happening? Because if they are not totally in tune with why they want to move forward, then we still haven't addressed it then yet.

We haven't done a good enough job in the beginning. We go back to it again. Right? It's so easy.

Can you guys do this? Yes. Yeah. Hell yeah.

Practice on your kids. I practice on my kid all the time. So tell me a little bit more about that, huh, Lynn? Then she'll say something really goofy, and you're like, that's just not understanding anything.

What? Okay. Are you guys feeling this? Feeling good about it?

Okay. And, okay, but did I skip? Yeah. Oh, oh, this isn't, duh, this is the follow-up, right?

If they go back, you do this again. Okay, wait a minute. We did say you're a coachable trainer. You said you were going to do whatever it takes.

You reiterate everything. Just reiterate it, because they promised you, right? So then I say this. This is what we're going to do.

Game plan? Let's rock this. We're going to go all in. Okay, how long do you need to get the money together?

What do you need? Can you get 15K tonight? Because I really want you to get that first call in, because it's going to teach you how to make 15K in a month. You've got to get that training.

Yes, I can do that one tonight. Do that one tonight, right? How long is it going to take you to get your master's? Do you need to put some funds together?

What's it going to take? You promised you were going to make this happen for yourself. Find a way to make it happen. Let's talk on Friday.

Let's talk in three days. Let's come back together and make sure that you either email me, talk about the circumstances, or call me, right? Because you deserve to make this happen. I'll help you get there, okay?

And then we just say blog daily, shoot a video daily, share daily, learn one form of marketing, everything everyone's been saying all day. Rinse and repeat. That's all we actually do. And there you have it.

Really, I hope that you learned a lot. Give it up for her. Just a quick question, because I know that this is a reality. It probably does happen, based on the turkey, chicken, eagle story.

For those that get in, they're 25. This is the assumption that someone gets in at 25, and you do a new member coaching call, and you go through this process, right? I only do this. I only do this at Costa Rica.

Only at Costa Rica? Only at Costa Rica, yeah. So I'm still feeding them through the process. They're still going through the system until they actually upgrade.

And we talk on the team call. Oh, yeah, business plans are on Friday. Told you on Costa Rica you get the private business plan with the game plan, right? And so they know that they don't get to do this.

So step-by-step, you have a little plan. You have a plan from 25 to 100 to? That's what these guys do. Okay.

Perfect. I do the exact same thing they do. I just add this little extra juice. You know, we do a little team call.

We invite them. We invite them to an organization. Student orientations, coaching call. That's perfect.

Right? Team call. And then we do one more little coaching call. And then it's the same cycle each week for new people.

And then the 500, Costa Rica, they get to go to the live business plan. Cool. Yeah. Awesome.

Cool. Yeah. Last question here. Yeah.

Real quick on methodology. Rhonda, awesome. Thank you, by the way. Thank you.

Real quick on your methodology. So you've got 10, 15, however many people. Do you pre-select certain people that you work with them throughout the whole call? Or do you randomly select people on your webinar and?

Well, they could, they all talk. This was only random. They all, there's like six to 10 maybe. I don't, probably won't do more than that.

Because I need some interaction. It could be too long. But they all speak. They all get to commit to their voice.

Okay. Cool. Thank you. Yeah.

Certainly. And if they don't, that means that they're probably going to be, you know, that 30% or that 20% that doesn't do anything anyway. So at least they're learning. And I only focus on the ones that are.

Right on. Powerful. Very powerful. Thank you.

Give it up for her. One more time. Thank you, Rhonda.