Leadership Development Principles: Why Producing Sales Alone Will Never Break the Ceiling

All right, guys, this is Dave Wood, and I'm talking to you from Costa Rica. I'm really excited, actually, to be on this webinar with you guys today. I haven't done one of the 15K webinars now in several months, and I wanted to kind of stop in here and add my thoughts. We're almost done with the series, actually, and the remake of this product. There's probably going to be two or three more.

We're going to have a webinar on tracking, and we might go and delve into a little bit more leadership development in this product, and then we're going to be done because this already is worth more than $15,000, which it only costs $1,000. Now, those of you who are on the webinar, a brief background to what I wanted to talk about tonight, I wanted to talk about raising up leaders in your organization. I wanted to talk about that because once you start making this happen, once you start having success, and once you start walking into your breakthrough in your business, you're going to notice that you're going to run into problems in different areas of your business moving on. You're going to run into a challenge every time you try to get to a new level, and there's going to be things that you're going to need to learn along the way to really develop yourself into the leader that you can really be. My challenge for everybody here tonight is this: every single one of you, all of you, everybody here, and I don't care.

Every single one of you, no matter where you are — hold on just one second, folks. I will be right back. I had somebody knock on the door here. Just give me a sec. All right, guys, getting back going.

Apologize for the delay. We're going to have one more delay here in maybe 30 minutes, and then we're going to continue on for the rest of the way. So leadership development, guys, this is really the key to breaking through at a much, much, much higher level. It's the key. It is the difference.

And there's some concepts that I've learned, some of them the easy way, some of them the hard way, that have helped me break through at all sorts of different areas. I mean, I've been stuck everywhere you could possibly be stuck. You know, the first place I got stuck was, of course, back in 2002. I was stuck when I started at nothing, right, for about three and a half years. I got stuck at nothing.

I broke through nothing. And then I failed again. And then I ran out of money. And then I got started on the internet in 2009. And I finally had a major breakthrough at a higher level where I got unstuck from a few thousand a month.

The real difference between there and where I got next was leadership development. Now, some of you guys are in that same situation in your business where you can produce numbers. You can bring in sales. You can refer people in. You can go out there and you could work, work, work, work, work.

And that's all that's happening for you. You don't have anybody coming into your organization who can do what you're doing. And the reason they can't — there's actually a lot of reasons why they can't. If you're stuck like I was stuck, I had to learn and I had to evolve in order to get unstuck. Now, look.

It was a tiny breakthrough that allowed me to do that. And it took me about another six months to get unstuck from that. So my point is with this, no matter where you are, okay, and no matter who you are, there are different levels of leadership. There's different levels of lifting people up. There's different levels of your vision, right?

Everybody here got on the 15K formula with some kind of a vision, right? Hopefully, you guys have gotten clear about that vision, right? If you guys are clear about your vision, if you're clear about why you're here, that's half the battle. Here's something I learned that's actually really interesting. I used to want to help everybody.

I used to want to just help everybody with everything in my business. Now, don't get me wrong. I'd still want to help them succeed if I can help them succeed. But I wanted to personally help everybody. I was kind of like — it was like I was trying to be Mother Teresa in my business for the first few years I was doing it.

And I was succeeding. I wanted to help people succeed so bad. I helped people regardless of whether they deserved it or not. And it didn't really lead me anywhere. And what I discovered over a period of time is that you can only help people who really are clear.

You can only help people that actually know what they want. If I come up to you and I see you in a hallway at one of our events — some of you guys actually had this — I've had this experience where I see you in a hallway and I say, "Hey, good to see you." And you start talking to me, say, "Dave, I want to break through at this level. I'm stuck at this particular place in my life."

"How do I get unstuck?" And then I say, "Well, what do you want?" And you say, "Well, I want to make lots of money." And I say, "OK, how much money do you want to make?" And you say, "Lots."

Lots doesn't mean anything, right? It means nothing. And what they didn't realize when they set that goal is that when you hit it, if you don't create a bigger vision, if you don't create a bigger purpose, you're literally going to just stay at that level until you create a bigger vision and a purpose. Let me tell you a story going back to 2006. I got started in an offline network marketing business.

Now, here's what I've discovered. This is fascinating to me. Every time I get really, really, really crystal clear on what I want and why I'm here, and I define it, and I make a plan for it, and I think about it all day, and I work like there's nothing else, and I fight through obstacles, and I'm willing to do whatever it takes — every time I'm clear, I achieve what I want. Every time I'm not clear, I wonder why I'm not achieving what I want, but the reality is it's because what I want isn't clear, right?

Back in 2006, I got started in an old-school network marketing company. We were selling vitamins in a hotel meeting. I actually thought I had this massive breakthrough, and I did have a breakthrough then, because it was the first time I was ever able to build a successful — what I thought was a successful — team in network marketing, where I had about 1,000 people in my organization. I wasn't making a lot of money. I was spending a lot of the money flying around to events in different parts of the country and things like this.

It was, you know, a few thousand a month, and the products — it was expensive to order the products every month, and I didn't really use them. I was really just doing it to build the business, but I believed in the vision of the business because I loved the leaders that I was around. I couldn't get past there, and eventually I just was done. I got married, and then I started doing something else. The residual income from that business wasn't really residual.

Now, that was a hard business. You had to have 1,000 people in to make a few thousand dollars a month because it was built off of little residuals off of lots of downline, right? Some of you guys are in businesses you can make money way faster and way easier than that. But I was working, and I was working, and I was wondering why I was stuck.

It wasn't until years later, after I was making a lot of money on the internet, that I dug up my old notebooks that are filled with goals and strategies and things that I've thought about and how I'm going to get things done. I dug up — I was digging through this notebook — and I found the goals that I had set in that company. Now, it was a really fascinating experience to me, because I was then making a lot of money later, and I was then stuck again, floating between 30,000 and then 40,000. And I was looking through these goals in this notebook, and I found something when I read that notebook that to me was really, really, really fascinating. I'm going to share it with you in a minute.

Fast-forwarding through time, I've had to reset goals in Empower Network. I've had to reset my vision several times. And excuse me if you hear those sirens in the background, by the way. It sounds like there's, you know, some sort of dangerous thing going on in the city downtown or something like that down here.

I'm in the city because I'm flying out, actually, tomorrow to go hang out with some pals in Florida. And then I'm going to be back down here, and my wife and I are going to take a little vacation, and then we're going to go out. So it sounds like there's 800 cop cars running around or something like that. Kind of interesting sounding. So, guys, I found this notebook, and then I started to think about something.

I started to think that I felt kind of then. And then I dug through the notebook. And you'll never guess what I found in that notebook when I looked at my goals, when I looked at my plans, because I had achieved everything I had actually set out and been clear on to achieve.

I had achieved it all. My goal, when I read the notebook — I wish I still had it, I lost it, maybe a year ago or something like that.

But my goal was really clear. I wanted to take over the market for Fairbanks, Alaska for this vitamin deal. I wanted to take over the market, right? I thought it was a big deal to kind of own and dominate a city in a network marketing business because we were building through local markets and home meetings and things like that. Well, that's a pretty cool goal to start.

The problem with my goal was that whole city only has 30,000 people in it. So I looked at my goal to take over the city. I was going to start a weekly meeting. I was going to bring in a certain amount of people every month. I was going to go to home meetings.

Now, we're not encouraging you guys to do that here. I'm just telling the story about the past here. Now, I was looking over these goals. I was looking over this vision. And literally everything that I had written down, I had achieved.

And because I didn't reset and because I didn't make something bigger, I just got stuck. That's what will happen to you in your own business. Now, what I'm going to encourage you guys to do, especially you guys in Empower Network — it's so dramatically easier for people to create income from lower levels of production, and that actually happens to people here quite frequently who are affiliates here. In other things, it doesn't happen quite as much.

It still happens. Actually, an interesting story. I was talking to a guy who owns a direct sales company. I'm starting to get networked in with people that own large companies internationally and do a lot of volume overseas. And I'm building relationships with people that know things that I've never had a chance to learn because I haven't been around the industry long enough and they have.

I was talking to this guy in Texas who owns a direct sales company. And we were talking. And he was talking about people being stuck. Because I'm always fascinated when somebody has a massive breakthrough. It happens all the time.

They have a massive breakthrough and they start getting all these results. They get up to a milestone, whatever it is they set. And I said, you know, I think that's because people stop setting goals and stop having a vision. I said, how have you found you can get people past that?

And he told me something really interesting too that I'm going to share with you at the end of this webinar. Here's what I want to do with you tonight. I want to give you guys a formula for, number one, getting unstuck yourselves; number two, for getting people unstuck in your teams; and number three, for keeping people around you for a long period of time. Because here's the truth. And I want you guys to realize something in what I'm saying.

This can apply, guys, to any business you ever build for the rest of your lives. No matter what it is that you're doing, this stuff is powerful. Here's the key to unlocking this kind of a business for the rest of your life if you guys really want to. Okay. Now, there's several keys to growing faster.

There's keys to moving through different levels of change and things like this. But I'm going to tell you what the key is, guys, to really breaking through. If you're going to be talking about direct sales, network marketing — I don't really care what kind of business you're in — I'm going to tell you the key to getting people to break through. You ready for it?

Keep them around long enough for them to have their breakthrough. Let me repeat that again. Keep them around long enough for them to break through. Folks, if people are quitting before they break through, if they're jumping to a new deal before they break through, you can't help them.

If you really want to have a massive, massive team, you've got to learn how to act and behave in a way that's going to keep people focused on one thing and keep them around. Look, it doesn't matter what you're building, right? It's going to matter to your income what you're building. But if you want to develop leaders, you've got to keep people around. Now, I'm going to tell you.

There's two general strategies that are taught for leadership development. One of them really isn't leadership development, right? There's two general ways of doing it. Way number one is the way that's always taught. Way number one is you recruit leaders by being a leader, right?

You become a leader. And by being a leader, you can then sponsor other leaders into a direct sales organization. Well, that works. It works, right? And it's also limited.

And the reason it's limited is if you look at any group of people, there's a mix in that group of people that have never been leaders before but can be if they stick around. They can be if they keep fighting. They can be if they have a consistent sponsor. They can be if they have a consistent leader. They can be if you teach them the right things.

And they won't be if you don't. There's a percentage of people that are already leaders who are already influential. That percentage of people is always very low. If you look at any group of people, the amount of people that will get in and just succeed no matter what — even if the organization has stupid training, stupid uplines, people who jump around from deal to deal all the time, people who are constantly distracted — the amount of people that will get in and just succeed no matter what and do that thing for the rest of their lives if their team is awful is like one in 10,000. However, if you guys can learn how to have one vision and only grow it bigger all the time, and stay focused and consistent and not be jumping around all the time, and if what you're teaching people to do — if you can learn to focus in one direction for an extraordinary amount of time, and the only change that you ever make is you keep getting better — if you can learn to do that, you can raise the percentage of people who are leaders in your organization unbelievably and exponentially, because the people who would not have been leaders if you didn't do that will become leaders because you did. And that, my friends, is how to really break through.

And that's what I'm going to be talking about for the majority of tonight. So here's what I'm going to do to start, okay? What I want you to ask yourself — if you guys pull out a pen and a paper, I'm going to ask you some questions. I want you guys to follow along with this exercise. I am going to walk you guys through the stages of developing an organization, the stages of developing a business in direct sales network marketing, and I'm talking about working with massive, unbelievable teams here in the future starting from zero.

I'm going to talk to you about the stages of development, and I want you to be honest about where you are, because depending on where you are is going to determine how you're going to focus and what you're going to focus on. Some of you guys are still trying to focus on things that are not going to produce results for you until you've got 10,000 people in your organization, and you're ignoring the things that you need to do when you have zero people in your organization, okay? So here's where we're going to start, right? Get a pen out, piece of paper. Category one kind of person, right? You just started.

You just started. And you're wondering what to do next, right? You don't have a team. You don't have anybody in your organization.

It's you, right? It's you. That's all there is. Now, we got some people who are there, right? If you're there, it's okay to be there, because I was new one time and I broke through, right?

I'm going to tell you guys what to do here, because what you're going to do is different, all right? So you got the people who are new, right? Then you got the people here who I'm going to call the weekend warriors, right? Now.

We could come up with all sorts of names for you. It's not a bad thing. It's not a wonderful thing. It's just a place that everybody gets at one point in their life. I was a weekend warrior in Amway.

What's a weekend warrior? In most companies — in Empower, we've actually got some people that do significantly higher — but you're somebody who floats around a moderate level of income, that comes from a moderate level of activity, from a moderate level of marketing, all right? You have the weekend warriors here who are on the call, right?

And what the weekend warriors really, really want more than anything, usually — I'll tell you the purpose of this product. They feel if they can do that, their whole life will transform. And the truth is it will. I want you guys to think about something for a second. When we're talking about income creation, where does income creation come from?

In direct sales, guys, I'll tell you where it comes from. It's really simple. It comes from selling stuff, selling products. Now if you sell good products, you're going to be able to make money for a lot longer because people will continue to talk about the products.

You don't actually make money in direct sales from recruiting, ever, right? Unless you're in a pyramid deal or something. But if you really want to make money in direct sales, it comes from selling products — selling products to customers, selling products to distributors.

It's how we make money. It's really the only thing that we do. That's how we make money, right? I want you to think about that for a second. Now there's a couple of ways to sell products.

You can sell products yourself. You can sell them through systems. You can sell them through other people. You can sell them through leadership organizations. You can sell them on conference calls, webinars, in person.

But the reality is what you're doing is selling a product, okay? That's how we make money in this business. Now you can literally, if you know how to sell, make money selling anything. You can make money selling thin air, right? It's easy to make money when you know how to sell stuff.

However, if you really want to be in business for a long time, you've got to sell stuff that actually gets people results, that delivers on what you promise, all right? How do they do that? Well, we're going to talk about that in a minute. Then who do you got — which, if you look in North America, is going to be like in the top half percent of all the income earners.

In North America, the truth is to maintain an income at that level after it's built, if you know what you're doing, does not take a lot of time to maintain. I put the work in the first 90 days and a little bit more work in the first six months, and then after six months I didn't really do a lot. I sat there and I thought all day about stuff, and I went out and did fun stuff and hung out with my wife, and my organization just kind of kept growing at the same pace, a little bit incrementally every year, not really ever getting any bigger, and I was kind of done working because I had hit all my goals, right? What do we call those people? We'll just call them full-timers who are actually out there making a lot of money in network marketing.

Now, what else do you got? You got people who are what I would call the rock stars of the industry, the rock stars. What's a rock star? A rock star is this.

Somebody who ain't stuck. Now, you could be a rock star making very little money, right? You could be a rock star making virtually no money at all. You guys are not seeing my screen here at all? Okay, my screen's here, right?

You could be a rock star making virtually no money at all — hold on a second, my brother's calling me here — because you're moving on. Here's the difference between what I'd call a rock star in this business and somebody who's grinding it out at any level. A rock star is somebody who's just constantly moving on.

They don't get stuck. They move from one level to the next. Their team just keeps growing. They go to one event with 50 people, and the next event has 100 people, and the next event has 200 people. Then they start putting 500 people in an event, and they start putting 1,000 people in an event.

And the way they act and behave is dramatically and specifically different from people who get stuck. Okay? It's dramatically and specifically different. I'm going to talk about those differences for the rest of the night, and then I'm going to share a secret with you on how to lift people up and get people to a new level near the end. So how do you move?

How do you move into that last category is the question. Well, a few things. Here's what I'm going to tell you, okay? First of all, I want you guys to act and behave for now, if you're new especially. I want you to act and behave like leaders will not show up in your organization and you have to do it all on your own.

I want you to act like that in your marketing, okay? What do I mean by that? Hold on a second, folks, I'm going to wait until these ambulances go by here. Give me just one minute.

Sorry about that, folks. Hold on a second. We've had some ambulances going by here in the background. Had to go get something to drink. So what do I mean by that?

I want you to act and behave, especially if you're new, like you're the only person in your organization and that the universe depends on you being consistent. Now how do you do that? Right? It's really simple.

All your energy and focus — all of it — needs to go into producing personally, all of it. Now we've talked in the rest of the webinars about how to produce. It's actually really simple. We've talked about email copywriting. We've talked about placing ads.

We've talked about having a consistent message. We've talked about how to sell through video. We've talked about how to use existing sales funnels. We've talked about how to build teams when you start getting teams. We've talked about some concepts that will help you sell more, sell faster.

We've talked about upselling. All that stuff is the background, all right? What you need to do if you want to produce unbelievable results — what you want to do in your business and what you need to do — is you need to learn how to personally, consistently, daily produce every single day in your organization.

Now I ran into a lady a few years back, and this rewired my brain in network marketing. See, guys, I want you to understand my background. I want you to understand why I was stuck for a long time. It wasn't because of anything that I learned or didn't learn.

It was because of a concept that was taught to me that I believed, and here was the concept: you go get two and they get two and they get two and they get two, and on level 80 there's 8 million people in your organization. Or it goes like this: here's how you build an organization — go get five who get five who get five who get five, and then seven levels down there's 78,000 people in your organization.

Because five people got five who got five. I remember seeing the first business presentation I ever saw. The presentation went something like this. It was actually one of my brothers who showed it to me, and here was the presentation that he showed to me. You guys ready for it?

It was: go out there and you're going to get six, and they're going to get four, and they're going to get two, and then you want to get six people to do that, and then you're going to make a quarter million a year. Folks, here's what I learned after a long time of being around this industry: if you want results, you need to learn how to produce and sell yourself, build your business every minute you're working your business. That means all your energy and attention.

Tony Rush said something on this MondayNet call that was extremely profound. Actually, he could have said it at the event, I can't remember. I listened to the call and then I watched a replay of his event recording just because I was watching through what we did this last couple of weeks in Austin. I was watching Tony Rush and he said, if you're building your business, all your energy and attention in your business needs to be focused, and focused alone.

If you're not doing an income-producing activity, you're not building your business. So don't pretend you're spending time if you're spending time doing things that can't possibly generate income, right? Now I've heard that said a lot, but when Tony said it, it really hit me, and here's why. If I think back over the last three years, I've been building a business successfully online. I've just been continuously moving on from level to level, getting stuck periodically for short times until I reset and build my business.

So don't pretend you're spending time if you're spending time doing things that can't possibly generate income. I have a vision, a bigger vision. And I thought back over the last three years. I think of everything that's made me money in my business, and it can be boiled down to three or four things. Everything else that I've done, everything else that I've spent time on has not produced income for me in my organization.

Okay? So you guys ready for those few things? You guys want to know what it is that makes you money? This is all you should be focused on. Oh, shoot.

Hey, guys, my apologies about this tonight. We're having some technical difficulties. If you guys want to let people know that we're back on the webinar — I had a little bit of an internet timeout. Can you guys hear me okay right now? Yeah, you guys, yeah?

Okay, yeah, is my sound bad the whole time, or is it just bad for a little bit? You guys hear me all right? Okay, everybody here?

We're good, we're good, we're good. Choppy the whole time, somebody says; everybody says much better, it's better, right? You guys are good, you're good. All right, sorry guys. So basically what happened is I walked away from the computer for a second here, and all right, good, good, good.

It was bad, all right. It's good, good, good. I'm going to watch this a little bit more carefully now. I apologize, guys, for the bad sound. So I'm going to just go back to where I started, like five minutes ago, all right? Until you're there, and I don't care what you're building — I don't care if it's a vitamin deal, and I don't care if it's Empower Network, I don't care if it's something else —

the only thing that you should do are things that produce sales, and that's it. Nothing more. Tony Rush was talking this last weekend, and he was talking about what do you do when you're building a business — for a whole month. And he didn't respond back for a couple of days, and then he finally responded back and he said, Dave, it took me a little bit to respond back to you because I didn't realize really how big this can be until you sent me that email.

And I sent back the email, and I just said, keep going, man, you're on track, all the numbers are right, right now you're on track to do it. Right? Now, Tony, that's an unbelievable amount of money. Right? Now, I'll tell you what to do to get to his level.

Here's what you need to do right now. I want you to promise yourself that for the next 90 days, you're going to do whatever it takes to produce as many sales as you can possibly per day in your business. At least two.

Two sales a day. We've been teaching that in Empower Network since it started, and I've been teaching that on the internet since I started, because when I started on the internet, I produced two sales a day within 90 days of doing it. And I did not have a good vehicle to do it.

I was just really, really consistent. If you guys will consistently produce sales every day, and you'll do whatever it takes, you will get there. I want to really caution you, though, against a few things as you're going along the way. And these are things a lot of people do — a lot of traps people fall into in this business.

A lot of things people do that get them stuck, right? One of them is they start producing, they see the income coming, so they stop producing, assuming it will still come, not realizing that in any business — especially in direct sales and network marketing, and it doesn't matter what it is — there's something called promotional income that happens when you're building a business, and it takes 90 days of holding an income level to stabilize promotional income. So if you go out there and produce like a crazy maniac, like a wild crazy beast, right, and you get to 20,000 one month, and you do nothing the next month, you just lost the entire time it took you to get there in momentum. Here's the alternate way, and here's a better way of doing it.

Produce consistently all the time, all the time, all the time, like nothing else exists, until you've been at 30,000. Two sales a day, two sales a day, two sales a day — that's the first thing that you need to do. Now, here's the second thing that you need to do if you really want to move on, right? If you really want to get big, if you really want to go to where Tony's at now and then beyond, if you want to build an organization of thousands and thousands of people who are all having success, here's how to do it. Number one, do what I just said to do.

Number two — now listen to me, and I want you guys to write this down. Okay, because this will prevent you from being stuck at any point in your business if you will listen to me on this. Your message, whatever it is — and it almost doesn't matter what it is, there are certain things that are better for it to be, right? It has to work, but it doesn't really matter the particulars of that. Your message, though, if you really want to have a lot of success, if you want to orchestrate success for the rest of your life, you want your message to be continuously the same message.

What you're telling your team to do can't vary a lot, and it can't really vary very much ever. And here's why, guys, you got to understand something. If you look at an organization — let's take Empower Network as an example right now — we got about 90,000 people in Empower Network, okay? It's about what we got.

We're growing right now by somewhere between 350 and 500 people a day coming in, buying a product, right? Some of those are upgrading and being affiliates. We have about 300 to 500 something people a day who are actually getting involved in this organization. Some of those people are brand new, some of them know what they're doing, some of them don't know what they're doing. The signup numbers are increasing all the time.

There's people that have been with us since November of 2011. There's people that literally just signed up yesterday, right? When you change a message in your organization — like let's say we've got the eight core steps in our organization, right, and then all of a sudden one day I wake up and I decide that it's going to be 10 steps, and then a month later I say, well, you know what?

I don't like the 10 steps so I'm going to reduce it to seven steps. And then I change around all the steps all the time, and then I say, wait a second, instead of this strategy, we're going to do that strategy. And then I say, wait, instead of that, we're going to do this. And I say, wait a second, we're going to go back to the eight steps we were originally doing six months ago. Here's what's going to happen.

You need to learn to sell stuff. Right? You need to learn to drive traffic. You need to learn how to email your list. You need to learn copywriting.

You need to learn some upselling skills. Getting to those income levels has to do with selling. It has nothing to do with being a mentor. It has nothing to do with being a coach. It has nothing to do with being a real leader of people.

It has nothing to do with that. It has to do with producing. Right? But I'm going to tell you, if you produce personally and that's all that you do, and your message is all over the place all the time, and you're not consistent because you're not sure what to do, and you're not sure of your vision and you're not sure what's going to work, so you're jumping around all the time from thing to thing to thing, from strategy to strategy, and you're telling everybody about it — guess what's going to happen?

Your team will stop working every single time you change. Let me repeat that again.

Every time you change your message, they stop working. And here's the power and momentum in building teams and growing an organization that keeps moving on. It's repeating the same message and doing it, over and over.

That's how to build a large organization, guys. That's the only way to get something actually duplicating. You've got to repeat the same message and continue to do it. I've been involved with organizations where my upline changed the strategy every three weeks. Now, guys, if you've ever been involved in any kind of a team — is my sound dropping out again, folks? Hold on a second.

I actually got a webcam. I'm not sure — is it chopping out again? If you guys could just give me some feedback there and sound feedback, guys — we are connected, correct? Just one second here, I'm connected to the internet. In the comments over on the right, if you guys just tell me if we're chopping in and out. Already, audio is starting to go. All right, hey guys, what I'm going to do here is I'm going to dial in on a phone. And I'm also making this recording on a computer, so after I dial in here on the phone we should get better audio. Just give me one minute, and then we shouldn't have problems for the remainder of the evening. Just give me a sec, okay. I'm going to disappear for a sec, dial in the phone number, be right back. This happens from time to time.

So here's the things that you need to do: number one, produce; number two, be consistent with your message all the time — folks, and you can't variate on that. Look, I've been around everything, you know, and I know every three weeks there's a new product launch, every four weeks there's a brand new strategy that's the key to the universe, and all that stuff's useful where it really is. Every month there's a different seminar where you can go, and you could get pitched all day for three days straight. Every two and a half weeks a new MLM deal launches.

What was the problem with that? Well, the problem was I was new and didn't have any success. I couldn't sponsor people. I couldn't find good prospects. I didn't know how to market — they didn't teach marketing, they taught prospecting. So I was wandering around in shopping malls, and every three and a half weeks I was waiting for the one secret thing that was going to turn my business around. Now what did that actually do to me — having that philosophy put into my head all the time? Now that guy was actually a good sponsor. He was — he tried to be consistent, and he was just a little distractible. It's why he didn't have a huge organization. Now what did that actually do to me? I want you guys to think about this for a second. What it did was it kept me thinking that there was a mysterious secret to success, and because I kept thinking that, I kept looking for something that wasn't there instead of just doing whatever I needed to do to produce results. That's what it did to me. I got involved with another upline in 2006. Now, I had a little breakthrough around this guy — never a massive breakthrough, like I said, I got stuck — but I saw this guy grow an organization of 500 people that turned into 5,000 people that turned into 60,000 people that turned into 250,000, right in front of my eyes.

Right in front of my eyes, from zero, over about two years. What's the difference between him and the guy who I saw skyrocketing all the time? The guy who skyrocketed all the time had one message all the time, consistently, the same message always, and you could not pull anything else out from him in a public setting. In a private setting you could ask some questions, but if you're in a public setting where he's got other reps, other affiliates around, you couldn't pull a secret out of him.

You couldn't pull some magical strategy out of him. All you could pull out of him was what he told you to do every single day. Why is that important? Because you guys got to think about what we're actually doing here. If you're building a direct sales organization, look — it doesn't matter if you're doing top tier, it doesn't matter if you're doing low tier.

Let me tell you a story. I got a friend who sold high ticket stuff, right? What happened? The company owner started changing their message around every single week. We're going to do this week.

Next week we're going to do that, right? Change the message, change the message. And guess what happened? It ruined the ability of everybody in the organization to have success, because if you jump around all the time and you're going around looking for something that isn't there, and you're dragging your poor people around you who don't realize yet they shouldn't be listening to that —

What you're going to do is you are going to keep your team poor and they'll never be able to succeed. Now let me tell you what happens if you can learn to be consistent with one message, guys. One message. Be consistent with one message. I'm just going to tell you to wipe out distractions here for the next six months, choose a message and be consistent.

Now, if you're in my team, if you're in Empower Network, I'll tell you what the message is and you can just follow that, right? If you're in something else, then you got to choose something consistent, guys. And for the next six months — at least, but really for the next two years — I want you to do nothing else. Because here's what happens when you have a message that's based off of production and you're consistent. Even if you're not that great of a leader, your organization will still grow beyond your sphere of influence in a way that is unbelievable if you have a process that works and a message that doesn't vary at all, okay?

And here's how it works, and here's why it works, and let me explain it to you. First, you go out there and it's kind of on faith. You know that you've got to produce sales. They're telling you you're going to make a certain amount of money by producing the sales, depending on what you're in. They can prove it with the charts and the graphs and everything like that.

You're kind of on faith. You're kind of going out there on faith and you're just producing sales to make money. You go out there and you do it, right?

Well, what happens is you do it and you're consistent, and the money will show up, right? If you've got a good organization, they're going to tell you the truth, right? In Empower Network, I tell people the truth. I tell people what they'll actually be able to produce if they're consistent in their production. I don't make up airy-fairy numbers.

I don't say, hey, if you just get two good people, they'll just get two good people and you'll get all these pass-ups. No, I don't say that. Why? Because it never happens. Guys, that's not how it works.

I tell people something to do that, if they do it, will actually create a large amount of money. What do we tell people to do here? We tell people to get two sales a day, every day, and follow the eight core steps — that's all we tell people to do here. Why do we tell people to do that?

Because if people will get two sales a day, the leaders will show up. If people get two sales a day and be consistent with it, their income will go up. If people get two sales a day, they will make money here. Now, there is a difference between different kinds of people that are making money here.

There's a difference between what Tony Rush is doing and what a lot of people are doing. There's a difference between what Tracy Walker's doing and what a lot of people are doing. Let me tell you what the difference is, folks. In addition to producing sales consistently, which is the first key — you will never hear another message out of Tracy's mouth or Tony's mouth, and I've been around them now for over a year that they've been doing this, and I have never heard come out of their mouth anything other than get two sales a day, follow the eight core steps, right? But here's what happens, and here's why that works.

Because first, if you will go out there and produce personally, you're going to start making money. Now, at first, you're going to be saying that message, and maybe you'll be making no money because you're not getting two sales a day yet. You're just out there to go create two sales a day. But then you have your first day where you start creating two sales. You take a picture of it.

You send it out to your team, and they say, oh, wow, you actually made some money doing that, because if you sell stuff, you always make money in this industry. It's how the industry works, folks. It's how it's built. You sell stuff, you make money. You produce, you're going to make money, right?

But you keep doing it, and you keep doing it, and you keep doing it. What's going to happen to you as you continue to produce personally, to go produce sales personally, to recruit affiliates personally? What's going to happen to you in your organization? There's a magic that's going to happen to you, and I'm telling you, when this happens, it will change your life, and it takes 60 days. From the time you do what I just said, for this to happen, your time becomes scarce.

Who are the highest paid people in the world? It's the people with the scarcest time, because everybody wants their time, and they don't have time for everybody, so they get to pick and choose the price of how much they get paid for their time. Who gets paid more, the lawyer with one client or the lawyer who has people pounding down their doors to do their cases because he's so good and he can't take them all, so he has to choose how much he charges? Who's going to make more money as a hypnotist — the hypnotist that is packed with his schedule for 10 hours a day and therefore has to start turning down clients and increasing the price, or the guy that sees one client a day?

It's the person with more clients. Guys, when people are chomping at the bit for your time, here's the magic that happens to you, and I'm going to tell you, it is such a beautiful transition. Your whole attitude will change. Your whole life will change. Your whole philosophy will change when you can do this.

You have to start putting rules out there on what people have to do in order to be able to do what they want to do. And then you know what every leader does — you notice, guys, how a leader is accessible if you're willing to do what it takes? Do you notice that?

Like, you get around Tony Rush — now, he's going to talk to you probably if you come up, because he's not a snooty guy. None of us are, right? We're just busy, right? We got a limited time.

We work this thing part-time and we don't have a ton of time within those windows, so if we're going to spend time with people, mentoring them, coaching them, who are we going to spend time with? People who do what we say, right? Why? Because we know what we say is working. We know that if you do it, it'll work in your business, and it doesn't matter what your business is, it'll work.

We know that if you continue to plow forward doing the things we tell you to do, it ain't going to be plowing — you're going to be driving a race car soon. Because we know how it works, and we've been where you're at, and if you're willing to listen, I'm telling you something, I'm willing to help you break through. So when you're a leader, when you become scarce, when you got more people wanting your time than you have time to spend, and you set the rules for what they have to do to be around you, guess what happens? People start fighting to be around you. But guess what else starts happening?

This is a key. Guys, I want you to listen to this because it's so important for building an organization. It's so important as your organization starts to get bigger and bigger to protect your time. It's so important to be able to be consistent and speak with the same vision and message all the time. And the only thing that ever happens to the vision is the vision just keeps getting bigger and bigger.

It's all that ever happens. Because you need to make it bigger as you hit levels to move on. But guess what happens as you're consistent? Number one, your time becomes scarce. And when your time becomes scarce, you automatically become more powerful.

Here's what else happens though. If you produce consistently, and I promise you it will happen — people are saying I'm fading in and out. Guys, can you still hear me?

Those of you who are still on the webinar — muffled audio? Yeah, you guys hear me? We're good?

We're good? Okay. Guys, if you will produce consistently, here's what's going to happen. From the production alone, regardless of your message, your income will go up dramatically for about 90 days straight. Dramatic spike in your income, folks, just from producing.

It doesn't matter if you're the worst leader ever. It doesn't matter whether your message is all over the place. Your income will go through a dramatic spike for about 90 days. Now, here's what I'm going to tell you is going to happen. That 90-day spike will level off at about day 90 to day 120, sometime between there.

And it will stop going up just through production if your message is inconsistent — if you're promoting everything under the sun, if you're telling your team to do 18 things, if you're contradicting leadership organizations that are making a lot of money — you're going to stop respecting and stop listening to them and stop doing what they say. And you're not going to attract good people into your organization, because what's going to happen is you're going to be doing the same amount of work and your income in your organization is not going to be increasing. That's what happens when you're all over the place. However, here's what happens if you have one message. I want you to think about the power in what I'm about to tell you.

You say, get two sales a day. And at first, you're trying to do it. And they say, are you doing it? You say, I'm trying. That's the truth.

And I'm getting there. And I'm going to get two sales a day. And I'm going to listen to these guys because they know what they're doing. Let's get two sales a day together.

And then you start getting two sales a day. Maybe it takes you 30 days to start doing it. Maybe it takes you 60. Maybe you watch a solo ad seminar and you start doing it in a week because you're just placing a lot of ads. However it is you're doing it is fine.

The strategy behind that is irrelevant as long as it works. Here's what happens. You start doing it. And now you're doing it and you're talking about it. So first, people are going to say, ah, this person actually is doing what they tell us to do.

They're actually doing what the message is. That'll automatically make people listen to you a little bit more, even though you might not be making a lot of money yet. But here's what's going to happen after a month of being consistent and getting two sales a day, two sales a day, two sales a day. Number one, your time is going to start becoming scarce. It's not going to be really scarce yet, but it's going to start to become scarce.

And you're going to start to be a leader automatically because you'll be able to set rules on how to access you. And you say the same message all the time. And if you do that for a month straight, your income is going to go through a dramatic and rapid spike. And you're still saying the same message.

Both of those two things are required to have happen what's going to happen next if you listen. What's going to happen when your income goes through a dramatic spike, because you're doing what your organization is telling you to do — wherever you're at so far — your income goes through a dramatic spike, and all you're saying is just get two sales a day, follow these eight steps and do whatever it takes. This is all I'm doing. Number one, your team's going to say, holy smokes, you said to do this and you weren't doing it, but then you actually went out and did it, which is worthy of following you. Then they're going to say, holy smokes, he's done this for 30 days.

And you're going to be able to tell them how much you're going to be making. And it's going to be pretty significant. And then here's what's going to happen. You're going to have somebody who starts listening to you. Somebody will start listening to you.

And in an organization like what we do, one person doing what you're doing, if you're producing, will grow your income so unbelievably that I can't even express to you how cool it is. We've had people in Empower who will just tell you how it is. Ask Tony Rush what happened when he sponsored Kevin Connect. Ask Chuck Marshall what happened when he sponsored Matt Zaita, right? What happened when I sponsored Tony Rush?

What happened when I sponsored Tracy Walker? What happened when Tracy Walker kept being consistent? Now, I want you guys to point something out, an example of what I'm talking about. Tracy Walker was consistent, and consistent, and consistent. And for a while, there was no real leadership in her organization.

There was just people who could be leaders if she was consistent. But she was consistent, and consistent, and consistent. Guess what happened? Just by being consistent alone, and that's all she did — she did what we said to do.

And her message didn't vary a hair when she started making money. Everybody in her organization started listening to everything she said to do. And she automatically crossed over that invisible line in direct sales where she actually became a leader of leaders. And because she was consistent, because her message was the same all the time, because her message didn't change ever, Nicole Cooper finally caught the vision. Finally caught the vision.

Now if she had not done what I just told you she did, Nicole Cooper may have never caught the vision of Empower Network. It's not because Nicole ain't a good gal. It's because she's been tossed around to so many deals with so many leaders that change their message all the time, dragging dead bodies, that she just was tired of it. But she saw Tracy consistent and consistent and consistent, and her income's just increasing and she's not changing.

And then she says, I'm ready to listen. And then she had one. And then guess what happened? She kept being consistent, and then she had another one. Guess what's happened to Tony Rush?

He's been consistent. He's been consistent with one message straight since March, and nothing else comes out of his mouth but that one message that he has. And what's his message? Get two people a day, follow the eight core steps. He does a meeting with his team every week to help hold him up.

Right? And he gets on the Monday calls, which is one of the eight steps. That's all he does. Guys, that's not a lot. But guess what happens?

He does it and he does it and he does it. And it was just Tony at first. And then Kevin Connect got it. Guess what happened to Tony's income? It went through a dramatic increase and a dramatic spike.

Now guess what's happening? Guys, and I want you to think about this from a social proof perspective — my goal tonight is to convince you to be consistent. You're doing a good job. I don't even care what it is.

Just don't be jumping around all the time dragging your team across pitchforks. If you're going to build an organization, build an organization. Do it right. Treat people right. Speak the vision into people's hearts.

Be consistent with what you're doing. Learn why you're doing it. Set bigger and bigger visions. That's how you do this. Now Tony Rush goes out.

Now guess what happened? This is the magic. You guys want to know the magic? I'm going to tell you this. If there's magic here, if there's any way to attain magical powers in direct sales, this is when it happens.

Number one, you have one message, and then you start producing what you say you're going to do and you actually go and do it, and that instantly creates an air of credibility. Step number two, you continue to do it and your income goes through a dramatic spike and people will start believing in you. Step three, continue to do that and you will have a leader pop up in your organization that will cause a dramatic spike in your income, if you are consistent and what you're telling them to do works and you don't vary it ever. This is the secret. What happens to you if you have a good leadership organization above you?

They're going to be parading you on stages in front of thousands of people, taking videos with you. You're going to be going on exotic stuff and you're going to be hanging out with people on the beaches of the world doing stuff you never thought was possible. That's one thing that's going to happen, but that's not the real thing that's going to happen. Here's what it is. People are going to look at you and they're going to say, yeah, he's making a lot of money, but somebody listened to him and now they're doing it too.

And your other team that was around you, they ain't been listening. They've been going around doing their own thing. They've been distracted. They've been distracting their entire organization with eight things at once.

So they ain't been listening to you because you had no reason to be believed yet. But now it's not just you succeeding. Now somebody else is saying the same thing you're saying. Just one more.

And they're making what you said they'd make when they do, because you're honest. And then guess what happens? Number one, leaders in the industry that are displaced start seeking you out because they're looking for people that are consistent, that are raising up other leaders to be part of a team. They will start seeking you out.

And asking you if they can be a part of what you're doing. Number two, people in your organization that did not believe will say, crap, I've been in for longer than Kevin Connect and I'm not making that money — it's because I'm not focused. It's time to listen to Tony and get focused. Other people in the organization that would not have been leaders and had never been leaders ever at all will say, are you kidding me that those eight things work, and that the two-people-a-day thing works, for a guy that was bankrupt?

Are you kidding me? And they start listening. And then what happens — and this is what happened to Tony, and Tony, if you're on here, it's just a start, pal. You know what happens, guys?

And it all stemmed from one phenomenon. What was the phenomenon? Being very consistent with the message and producing simultaneously, and never varying even a hair from what you're telling people to do. And if you change anything in what you're telling people to do, you're improving the process and you're not overwhelming them with it, right?

You're not telling them they need to follow 8,000 steps. You're putting the systems together for them to follow simple steps and making the simple steps work better, which is what we do. Now, guys, I want you to listen to what I just said because there's a different level. Now, Tony just got to a level that for most people is unthinkable.

And I'm telling you, what he did was so simple, guys. It was so simple that all you'd have to do is do it. You could do it at any organization in the world and it would create great results. It might not create the results Tony's created, because of the stuff he gets to earn commissions on and the fact that his products are actually good and the organization itself is good and consistent, but it's going to produce results, guys, no matter where you do it. What he just did, people, it's unthinkable.

And you know the difference between Tony and some people? I'll tell you. He kept saying the same message, and saying the same message, and saying the same message. Now, guess where he's at? And guess what just happened?

He just had a room — a breakout room with his team only, with three or four hundred people in it — in Austin, Texas, at our event. And you know what happened in that room? There were people in the room that were what I call the sleepers. Who are the sleepers?

You guys see Vic Strizheuse just get involved in Empower Network recently? What was he? He was a sleeper, right? He was in the background. He was watching.

He was saying, is this for real? Are the leaders for real? Are they going to be consistent with the message? Are they going to be distracting everybody all the time? And he watched for a while.

But then guess what happens? It happens when you're consistent, and your leaders start being consistent, and people around you start being consistent, and you start having more people making money around you than you even know their names. And that's where I am today. I can't keep track of all their names.

And so it's time to make new rules, right, that are at a higher level so people produce more to get around me. Why? Because that's what we do. It's what you need to do to lift people up, right? Push them a little.

Pull them a little. Give them an incentive to just move on a little bit. Say, hey, move on a little bit, you can come hang out, right? Because I'm too busy.

My time's too crunched. Too many people want to be around me. And I don't do this all day and night. I'm free. And I'm going to maintain that freedom.

I want you to maintain that freedom too. So let me show you what to do. But now the sleepers, they start waking up. Who are the sleepers? You hear John — I can't remember how to pronounce his name.

Well, Venia, I think his name is. He was on the Monday night call. Listen to the call. Brilliant call, right? He was the number one income earner in a massive deal, right?

A high ticket thing for years. He wrote a book. He actually gave me a copy of it at one of our events. And guess what?

I just logged in the other day. And that man has woken up. What was he? He was a sleeper. The sleepers start waking up when you're consistent.

The sleepers start waking up. And then what happens? Now, this isn't Empower, and we disclose averages, and it's a little less necessary here because we're not convincing you to buy anything.

I'm just explaining what happened. Okay? You guys have already bought our products. You might be in another deal. It doesn't matter.

Just listen to what I'm telling you just happened this month. Why? Because more of his team's listening to him because he has not changed his message at all since he got it.

Started producing leaders. Then they haven't been changing their message at all since they got it. And keep going, guys. It's just a start. Keep going, Kevin and Melissa.

Just a start. And then the sleepers start waking up and the part-time people start waking up. And they say, I can do that, because you're not changing all the time. And they start to believe that message will work enough to take the action necessary to produce that outcome. And what happened?

Now, guys, those numbers are ludicrous. Right? They're ludicrous. If you look at an organization, they're ludicrous. Aren't they?

I mean, if you're talking about — now, you might get lucky here and there and make a sale and somebody buys the master's course. Right? Hopefully, you guys all have the master's course.

Right? Hopefully. Because you need that information. It's training that will change your life. But hopefully, you guys will learn to be consistent from what I just said.

Because there's another level. There's another level, right? And here's where it starts to get crazy. Now, I'm going to tell you guys how to create the crazy in your organization.

Right? Now, Tony's been repeating the same message. I want you to think about what I'm about to say. And I want you to really envision this with me for a moment. Tony's been speaking the same message.

Since about March of 2012. Same message. He was already making a little bit of money, but he wasn't saying any message. He was just out there. Right?

Excuse me, I'm going to drink some water. He's been speaking the same message, guys. The same message, not deviating.

Since March of last year. So we're going on almost a year of speaking the same message. Kevin Connect has been speaking the same message. Now, it took him a little while to get that. But he's got it now.

I've seen him doing it now for about six months. Kevin Connect — I can't remember what he made last month, but it was significantly higher than he ever did before. Right? Here's what's going to happen.

And I want you guys to think about the impact of this. If Kevin — if you're on this call, I don't know if you are — Kevin, if you will speak that same message and continue in that action, and you'll keep doing it and doing it and doing it, what's going to happen?

Tony's done it. In a year, he's going to be on a conference call with your team. That's what can happen. When that happens, he's on here.

You got it. $40,000, guys. Keep being consistent with your vision, your voice, your words. They're important. Right?

Here's what's going to happen. Tony is going to be on here. He's going to be telling your story. And he's going to be speaking about what happened to you over the last year and how you got it. And you decided to be consistent.

You decided to be consistent. You decided to speak the same message. You decided to focus on one vision. You decided to focus on only teaching one thing and teaching people how to do that thing better, quicker, and faster. But only teaching one thing and one process.

And then he's going to be telling your story. And then, in a year, you'll be on a conference call. It's one of your team members that was bankrupt when they got in, that decided to be consistent. They decided to focus their energy. They decided to focus their vision and believe in a vision.

And you're going to be on a conference call listening as somebody five levels down in your organization is telling that story about somebody in your team. Because this is just the start. When you're a leader, it's always just the start, folks.

When you're a leader, your vision keeps getting bigger. When you're a leader, you don't see 4,000 people in an auditorium as the end. You see it as the beginning. When you're a leader, you buy the car that you want and then you say, it's time to get a jet. When you're a leader, you look at the lifestyle you create and you say, it's time to help my leaders create that life. When you're a leader and you have a vision, you have a dream, you walk into that vision and that dream, guess what happens?

The dream just keeps getting bigger. When you're a leader, you speak the same thing to people all the time. You always believe in them unconditionally, because even if they've been the biggest assholes on the planet, everybody in the world can change. And I've seen it, and there ain't nothing you could ever do to convince me otherwise.

When you're a leader, you're consistent with a vision. You speak life into people all the time around you. And you believe in them. Kevin, I believe in you.

You believe in people, folks. It's important. Why is it important? My brother's a hypnotist. Some of you guys met him because he was doing some training on hypnotic communication skills that helped the speakers out.

It was helping people get rid of speaking phobias and things like that at the event. He helped wipe out the phobias, right, for speaking phobias and things, right? Somebody said that he was in Amway, too. Yeah, I love Amway.

Amway's a great company, great organization. Here's the thing, I got distracted by that there. He was there, right, and we were learning hypnotic communication strategy and things like this just to hone our speaking skills. Because it's important, guys, to understand that if you stop moving on, guess who gets bored? Your leaders.

If you stop giving them something that's next, guess who gets bored and dissatisfied after a while? The leadership. Guess who stops joining your organization? The leadership. Guess who stops dreaming and starts looking for something new?

The leadership. If you're not moving on and you're not deciding to go bigger, your leaders will leave. Why? Because everybody in life has an innate desire to progress and get better all the time. It's who we are.

We're people. When we achieve something, we want to achieve something bigger. We want to grow. We want to learn new things. We want to get better.

We want to learn to be more efficient. We want to learn to have better relationships. We want to learn. And if you stop moving on, so does your people. Anyways, my brother's a hypnotist.

He told me something. It was really fascinating. He was talking about — and I don't know how any of this stuff works — but he was talking about how the beliefs of a therapist affect people's ability to change. And he told me some weird stories, right? And I'm not going to share them.

But he was talking about how, if a therapist does not believe their clients can change, he believes it's unethical for that therapist to be practicing therapy if they don't believe their clients can change. One of my brothers-in-law, his name's Christian. He's a psychotherapist. And he works in an environment where he's at college, and he believes in people.

He loves people. And he got into that profession to help families, to help people change, to help people get better. That's why he was a psychotherapist, because he believed he could help families. Right? That's why he got into it.

And he works for a college. The college he works for — all the therapists get around when the students aren't there, except for him, and bicker about how dumb and stupid the students are for their dumb, stupid little problems. Right? I've been around organizations where I got to the back of the room.

I finally got there, to where I was back in the room hanging out with these guys. I looked at them like they were gods. You know the conversation talked about in the back of the room? I'm going to tell you guys the truth.

You want to know what I heard? And it turned me off a little bit. That made me stop paying attention. You want to know what it was?

I'll tell you what it was. They said, how much money can we suck out of the room? Would you want to be around a group of people like that, honestly? It's the same thing — psychologists sitting in a room, and everybody leaves and they say, those suckers.

Right? Don't ever do that to your people. Ever. Look, I'm going to tell you guys something here. There's a lot of people here.

This is going to push people's buttons a little bit. There's people on the call — you know you've been doing that, right? You ain't really been believing in people.

And so it doesn't matter if you're hopping from deal to deal. It doesn't matter if you're getting distracted. It doesn't matter if you're changing your message all the time because you're just selling shit. You're just out there for yourself. Hey, look, it's fine to be out there for yourself, folks.

If that's where you are in life, just realize that there's a greater place to be, and that you can move on and be happier and you can do better. And the vision is ten times bigger when there's other people with you than when you are by yourself. It's hard being alone, solo all the time at the top, folks. It gets old.

So you know what conversation goes on behind the scenes all the time with the leaders at Empower, with Dave and I, when I'm talking to Ashley? You know what goes on when we're talking about you guys? You want to know what the truth is? We're just talking about how much we believe in you.

We're just talking about how much we believe you can change. How we believe people can change in an instant and start getting the results they want. How we believe it's important to be consistent because we believe in people. How we believe anybody can do this.

How we believe you can do this. Right, Kevin? We don't get together with Tony Rush behind the door and make fun of you and Melissa. When you guys aren't around, guess what? We're talking about how awesome you are and how we love you.

Right? Dave and I don't get together and say, Tony sure is making us a bunch of money. You know what we do? We get together and we say, we're so thankful Tony's around. We love him.

You know what I mean? We got a guy who's consistent. He's got a vision. He's got a dream. He's got life flowing through his blood.

Who loves his people. Who can do greater things than he could even imagine. Because that's what a leader does, guys.

They speak life into people all the time. I remember being in a room, 15,000 people, and a guy walks in who's short, a little bit overweight. Looks a little bit funny to me, truthfully. He kind of looked like a pig or something.

You know what I mean? He had one of those weird faces, you know? His name's Bill Britt. He just died the other week, actually, 80-something years old.

He got into Amway when he was like 38 years old. At the time I was in his organization, in 2003, the first time I heard him speak, he had 2 million people in his organization that were active. 2 million. Right? Makes us all look like nothing.

Doesn't it? I mean, doesn't that accomplishment make it look like nothing? You know what's fascinating about him? I was listening to him speak. I had never —

I had never heard a man talk about people like that man talked about people. Ever. He would look right into people's soul. And he would say, I believe in you. I believe you can do it.

Are you going to be consistent? They'd say, I'm going to be consistent. Bill, he'd say, are you going to do this no matter what? They'd say, I'm going to do it no matter what. He says, then go do it.

And he'd say, I'll see you up here on the stage. And he talked to people like they could do anything. The way he talked to people — I'd never seen somebody talk about people like that. I saw that and I was fascinated.

But you know what I was more fascinated by, guys? I want you to think about what I'm about to say. What's more fascinating than that? Years later, I dig up an old audio set from that same guy that was like from the 70s. Okay?

And I just found it because my dad was in Amway and he had a bunch of tapes lying around. And I said, it's that guy, that short pig-looking guy. And I put that audio in and I heard him talking about people in this audio. And you know how he talked about them in the 70s?

He talked about them like they could do anything. The only difference was he had gotten better when I heard him. He'd been believing in people with one message. Now, you guys might not like that company. You might not like Amway.

I actually do like it. I think it's cool. I'd never criticize them. I'd never mention them by name if I didn't like them. Right?

I like them. I respect things. But you got to respect a man that speaks vision into people and believes in people for 40 years straight. And the only thing that ever happens is it gets bigger and more powerful with more belief, with more vision. That's where we're going. I want to tell you about something with that guy. And the reason I'm using him as an example is because he died and I just got all emotional for a bit.

I learned a lot just listening to that guy. When I heard him, he was talking about how he was going to — in Amway, they got this rank called Diamond. Right?

And if you go Diamond in Amway, you got to be practically a god to go Diamond in Amway. It's hard. You know what I'm saying? It really is. I mean, the people that do that, they're superheroes.

They really are. I can do it now because I know what I'm doing. I just ran around not knowing what I was doing for years when I was there. But, you know, he was talking about how he was going to create — they say you're going to break a diamond, which means you create a diamond, right?

And he was talking about how he'd been speaking of creating a hundred diamonds a year. And he talked about that vision of creating a hundred diamonds a year for 30 years straight. You know why I'm telling you that story? He talked about the same thing for 30 years straight.

The year after I heard him say that — year 31 or whatever — the year after, for 31 years, speaking the same vision or something like that. It could be like 25.

I might be distorting the numbers, right. It was over 20 years at least — 20, 30, 35, something like that. He spoke the same vision. And then year 31 —

a hundred diamonds in his organization. A hundred diamonds. Year 32, 150, 250, 350. When you think about the level of that compared to what everybody on the internet does, it makes everybody I've ever known that's an internet info marketer look measly compared to that guy.

And I'm just telling the truth, right? He was doing a billion dollars a year in sales in his organization alone. How? He produced. He started.

He stayed consistent. He never changed his message, ever. And he spoke the same message and the same vision the entire time he was alive until the day he died. And I remember I heard that guy actually the year before he died. Heard him speak.

And I heard him say something that was impactful. You know what he said? This is right up this last year of his life. He said, what we've done is great, and you ain't seen nothing.

Nothing yet, because it's just the start. I want you to think about that, guys, and think about what you've done. And challenge yourself a little bit.

And here's why I want you to challenge yourself. I want you to challenge yourself to be better. I want you to challenge yourself to think bigger. I want you to challenge yourself to see bigger things in people around you. I want to challenge you to be consistent.

I want to challenge you to become who you really are. I want to challenge you to speak more than you're capable of — I want to challenge you to speak life and vision and prosperity into everybody around you and be consistent all the time, maybe for the first time in your life. I want to challenge you to not deviate from a simple message and to stay consistent all the time.

I want to challenge you to learn and to grow every day. Listen to audio every day. Look, guys, we talk about that stuff. We listen to audio every day. I've been doing that now since 2002.

It's why I can talk like I talk. You say, how do you do that? It's because I listen to audio all the time. Guys, be consistent.

How does Aaron Rashkin talk like a success book? Because he's read a lot of success books over the years. He talks like a combination of Jim Rohn, Brian Tracy, and God or something. How does he do that?

He reads a lot, right? I had this interesting experience because I missed Rob Fore's speech at the last event because I was actually sitting down finishing up touches on what I was going to do in my presentation. I was sitting there and I was watching Rob Fore speak, and he shared a story about years ago when he had such low self-esteem that he couldn't look people in the eyes. And here I was sitting and looking at a man — not only is he a great leader, but looking at a man who's standing up, his chest up, looking out into the eyes of 4,000 people, confident, powerful, God-like on stage, in victory, in prosperity in his life, beautiful wife, beautiful family, visionary. That's what I saw.

When I saw that and I heard who he was, I said, isn't this message powerful? See, guys, what you got to realize is this. There's different parts to creating an organization. People always grow into the income of who they are. Always.

You always grow into the income of who you are, right? That's why we talk about personal development all the time and not strategy all the time.

Why? Strategy always changes, folks. There's background strategies. There's principles that don't change.

Right? The same principles that got people rich in Amway doing home meetings are the same thing we do on the internet, but it's a different strategy because times have changed. And the strategy's gotten better, quicker, and faster. Right?

Principles are the same. Strategies change. That's why we don't spend a lot of time talking about strategy. Sometimes that drives people crazy. They say, get to the strategy.

And I say, I'll get to the strategy, but here's the problem — you won't do it without the right philosophy. If you don't have the right philosophy, you won't be able to do it. You won't execute the strategy. I can give you strategy all day and night, folks.

I can give you strategy. Here's the problem with it: strategy is fickle. It floats all around and it changes all the time. Right? You say, get to a day.

You say, how? And I say, I don't care. Whatever it takes. You learn a bunch of marketing methods. Use them all and do whatever it takes.

And I'm telling you, when you're going to do it, you're going to do it. When you stop asking for the secret way to do it and you do whatever it takes to make it happen, and you allow the creative resources in your unconscious mind to come out and guide your actions, and just take massive action with whatever it takes — that's when you'll do it. So I don't want to hear what's the magical strategy, because I'll tell you what the magical strategy, folks, is. It's nothing.

The magical strategy is being consistent. The magical strategy is having the vision. The strategy that's going to create the results that you want is the one that's going to come out when you're all in with everything. See, some of you guys, you're on this webinar, and I understand, because I was there. And I want you to think about where you are in your life.

I want you to think about what you've done. I want you to think about your vision. I want you to think about your dreams and goals, and if they're clear or not, and really know if they're clear or not, because I'll tell you that the second my vision and goals started getting clear was the second I started accomplishing them. When they got really clear, and I could tell you what they were in my sleep because they were so detailed on how I was going to make them happen, that's when I started reaching them all the time consistently, because I did whatever it took to get there. That's what it takes.

See, I used to sit around because I was guided in this organization, and you know, why was I in that organization? I was in that organization because that's what I attracted in my life, because it's who I was. And who was I? I was looking for the truth.

I was looking for the secret like it existed somewhere and I couldn't find it, right — listening to people who are making hundreds of thousands of dollars a month and ignoring them because I was trying to find the secret thing that they were doing that they weren't saying, that all the secret people were doing, right? I've been there. Look, I know half the people on this webinar, that's exactly what you've been doing. I'm telling the truth.

You've been saying, okay, get to the secret, right? Well, there ain't none, guys. It's to do what we've been telling you to do. It's to take all-out action. Here's the secret, if there's going to be a secret.

You guys read Think and Grow Rich? Who's read Think and Grow Rich on the webinar? If you guys have read Think and Grow Rich — you guys can't hear well? Can you guys hear well? You guys hear okay?

Yeah, okay. You guys read Think and Grow Rich? You guys read it? Okay. Here's what I want you to do.

He uses what I call an open loop in that book, where he says, I'm going to teach you the secret, but you've got to really pay attention, and you may find it and you may not, but it's in every page and every chapter of this book, and I'm not going to tell you the secret directly, but you're going to find it within these pages — and then he proceeds to never tell you what it is. You guys notice that in that book? He doesn't tell you what it is, right? He says that over and over again, and he never says what it is. Now, why does he do that?

You want to know the truth? You guys ever wonder why he does that, and you ever wonder what is the secret? Did I get it? And you walk away and you wonder, did I really get it? And then you start thinking about it and questioning it and asking questions — what is the secret?

You guys do that too? That's what I did when I read the book. I was like, okay, what's the secret? And I was like, I think I got it, but did I get it? And then I went back and I read the book again.

I was like, okay, I think I got it. Did I get it, right? Why does he do that? So you'll pay attention.

Because he knows people are looking for the secret. He knows everybody is. Everybody's looking for some magical, mystical key to do things the easy way — like we're not telling you the easy way, like we're not telling you the truth.

Like we're not telling you how it exactly is. There is no magical, mystical way. There's no secret in that book, because everything he tells you in the book is all there is. Think and Grow Rich — that's actually the secret if you look on the cover.

Think and Grow Rich, right? Think and grow. What's the secret to getting rich? You grow and you think every day and you act every day.

That's the secret to getting rich. You take massive all-out action on what you think, and you're always growing. Think and grow rich. Right? There's no secret in that book.

There's a lot of important principles in that book. But he tells you what to do on every page. However, like most people who read it, what did I do when I read it? I just was saying, I don't know if I know the secret. So what happened?

It took me a long time to get rich. I wasn't paying attention, right? Now, I want to focus with you here for a second. Here's what you need to do now. Now, I don't know where you're at.

We got your Kevin Connects on the call. We got some leaders on the call. We got people who ain't made a sale yet on the call. We got people who are in other network marketing deals on the call. And all of you are welcome.

Here, we love you. We got people who don't even do network marketing on the call who are like, you know, that Amway story is the most useful thing I heard all night. I need to believe in people too, right? Now, guys, here's the thing.

Here's what you need to do next. You ready for it? You guys ready for what's next? Pumped up?

Ready for what's next? All right, here's what you need to do next. Number one, guys, make a bigger dream if you're stuck. Now, we walked through a little exercise at the event that I walked through on a call a couple weeks ago. You guys were on that call.

Who's on that call that I did a couple weeks ago? If you were on it, just type yes if you were on the call. You're on the call? All right.

What was that call called? I think it was — it's the one two weeks ago. You guys were on that call? Okay. Here's what I want you to do.

I want you to listen to that call every day for the rest of the week. Every day for the next seven days. Every single day, I want you to listen to that call.

Until you get it, because there is a secret on that call, and there is something there that'll move you if you pay attention to it. And I'm not going to tell you what it is. However, it is on the call. And I want you to find that, and you'll know what it is when you hear it.

It's not as secretive as the Think and Grow Rich book, because there is actually something there that I say. Okay. It'll be very clear to you when I say it. And I want you to listen to that and walk through that process. And I want you to know why you're here.

Now, who knows why you're here? Who listened to the call? Who listened to the call and knows why you're here? Which call is it?

Hey, hold on a second, Bill. Let me just check. Hold on a second, Empower. It's funny, because I don't get slides. Hold on a second, guys.

I'll find it. Somebody here might know. If you go to the inner circle, it's the call. This one.

The past becomes the future and the future becomes the past, January 28, 2013. I want you to listen to that call. Okay? Listen to that call until you get it.

Until you get it. And you'll know when you got it. You guys got it? Right? You got it?

This is what's next: get clear on your dream. Now, your dream — I want you to stretch it to the boundaries of ridiculous. I want you to stretch it to the boundaries of what you think isn't possible.

I want you to stretch it to the edge of the universe if you can, and make it so big it's ridiculous. I want you to think and focus on your dream. Okay? And then I want you to decide what you're going to do no matter what.

You've got to decide what you're going to do no matter what — not decide what you're going to do unless you run into an obstacle. You've got to decide what am I going to do no matter what. What am I going to make happen?

Then I want you to do it. I want you to stop making excuses for why you can't do it and find the reasons why you can. There's magic in my life. I say it's magic because I don't try to explain it. It's not actual magic.

There's no fairies flying around and sprinkling magic dust or anything crazy. There's just stuff that happens around me that I can't explain all the time. Stuff like this.

Being in the exact right place at the right time, all the time, every single day — to run into one thing that if I didn't run into, there's some unbelievable, ridiculous breakthrough that happens to me or somebody around me that doesn't even make any sense.

That stuff happens to me every day. Multiple times a day. All through my life. Right? And it happened before I was succeeding, too.

Yeah, somebody said there could be fairies. Maybe. Who knows? Now here's what happened.

I was talking to my brother the other day. I went through struggle for a long time. And I realized — you guys hear me?

You guys hear me? Somebody says the sound is gone. Just type yes if you can hear me. Real quick. Yes, yes, yes.

Okay, you hear me. That was just one person. Okay. I was talking to my brother, Aki.

And I realized something profound. And you know what I realized? It was actually — I realized it the first time in Atlanta.

At our event. When I was speaking, I realized it. It came out of my mouth when I was speaking.

Here's what I realized. I was thinking back to every struggle I had been through in this industry, and every experience I had in my life that I thought was miserable at the time.

And every painful thing that had happened to me over the years. I was thinking back all at once. It was like I could see a thousand things at once. It was like I could see every simultaneous possibility at once. And I realized something standing on that stage.

That if even one of those things had not happened, I would not be the powerful leader that I am today. And I'm thankful for it all.

I'm thankful for it. I'm thankful that I struggled. I'm thankful that I wandered around and got knocked down. I'm thankful that I was in an organization of backbiting leaders for a while. I'm thankful.

I'm thankful that I've gone through the struggles I've gone through. Why? Correct? Because no matter what I do —

It's because of all the things that I learned. How did I overcome that, standing on that stage looking out over that sea of people? I realized that every single one of those things that I had experienced was like a magical circumstance leading up into my life —

to the moment I launched this company, because you guys are my real vision. Helping you break through — that's why I'm here. Somebody asked, no, no, what's your exit plan for, like, when you want to sell it?

And I said, yeah, when I die. And then I'll set up an infrastructure so the vision of it lives on. That's my exit strategy. And he was confused by that. Why?

Because he doesn't build businesses for that, right? Now, here's the thing. When you realize and listen to this audio, you realize, even if you're not there yet, hopefully you are — and what's fascinating for you guys on this call is you can have a transformation in a moment that runs so deep that everything in your future will change, and things will line up for you in a way that you never thought was possible, and it might even be happening now, listening to this. Here's the truth.

I know that's true. I know that happens to people. And I don't understand all of why it happens.

And I've just observed it enough to know that it does. And I've observed the magic several times. I was talking to my brother, actually, the other night on the phone. I don't know if he's on here. I don't know if Aki's on.

Aki, if you're on. I was on the phone. I actually felt a shift in my brother. And I know he's going to get to a new level. Maybe it's because I've known him for a long time.

But I'm telling you, believe in people. Even the ugliest, inside, most messed-up people that exist — believe. I'll tell you about a transformation I had — I'm telling you this because I'm authentic, and I mean, I'm not perfect, I learn things all the time — it's just, I have magic happening because I'm clear, guys, because I know I am.

Here, right — so, you know, we launch our company, and people knock us off, and the truth is, if they really knew what we did versus what our affiliates have to do, they'd just join, because Tony Rush gets to make as much as I make — I could take out a lot more from the company, but we tell you guys to put 20% of your income back into advertising, and we put 60% back into development and building new things, building things that are six months to a year out, right? Nobody here has a clue what we're working on. Some of you know part of it, not nobody knows all of it. We're thinking of things three years in advance, guys, because that's what we do with our money.

So I see people, and I was mad at first — I'm going to tell you this for a real specific reason, and I think you guys will smile — I was mad at people trying to knock us off. It's kind of dumb, you know, that's what I thought. I was like, why don't they just do it, you know? I mean, they'd make more money doing what Tony Rush does, easier, with less work and less thought, right? That's my goal, I want a thousand people like Tony in the organization — that takes a lot of infrastructure, right. And then I had this little breakthrough shift, and I started laughing and smiling, and here was the shift: I realized something — what message does somebody really send to the marketplace when they copy somebody? What are they sending? Guys, these are the people we're following — these are the real leaders. So I just want to thank everybody who does that. I think it's hilarious, right? I'm like, you guys are just like everybody.

[Screen-share tally of figures, largely inaudible on the recording.]

And then I started to smile. Every place in your life where you run into struggles, there's a simultaneous breakthrough waiting around the corner. And it's a good thing when you struggle, because without struggle there can't be victory. Without confusion there can't be bursts of insight. You cannot have inspiration without previously having confusion.

It's an impossibility in the mind. The mind creates inspiration as a result of confusion. The mind works like that. You can't have the most incredible faith if you've never had doubt, so if you've had doubt, be thankful. You can't be the strongest man in the world if you don't tear your muscles down all the time.

Sometimes you need to allow your nervous system to collapse. Now here's the thing, guys — I want to talk. Aki says he's on. Hey, Aki, you're a badass, brother. He's gonna be on stage here with us. Now here's the thing, guys.

I want you to realize who you are. He said: thing one, I'm going to read for an hour; thing two, I'm going to write for an hour; thing three, I'm going to think for an hour.

He says, I've been doing it since I was 19 years old. He says, in a month there wasn't that big of a difference between me and people around me. In a year there wasn't too big of a difference. In two years there started to be a little bit more of a gap. In five years the gap started to grow a little wide, but I could still relate.

And then in 20 years the gap became so great between who I am that I had to learn to get around people that were great in life, because I had become great. Now that's a man who's consistent, right? Why do we tell you to attend the events? Because we get you to believe and your team to believe at the events. And that's the — right?

Yeah, somebody said he was a pastor for 14 years in San Diego. He's a great man. Now, here's a thing. Half that's for growing you, half that's for growing your business, but your business won't grow without you, and your team won't grow if they don't grow. So get them following the steps if you're not, right?

And get them following them in anything — I don't care what you're doing. Get your team growing, and your team's income will grow, right? Now, guys, it's time to end the call.

I'm running late. So here's what I'm going to tell you to do. Listen to that audio that I told you to listen to and get clear. It's in the inner circle, and it is: the past becomes the future, the future becomes the past. Listen to it until you get the secret.

When you got it, get clear on what you want to achieve and what you're willing to do no matter what, and let's just do it for once. Let's just do it no matter what, and not make excuses about why you can't, and only find reasons to make it happen, no matter what it takes, for a little while, if that's what you got to do — because that's what you can do, is you can make whatever you want to have happen if you're deciding now that you're going to do whatever it takes. That is the structure of magic, and here's what's going to happen.

I'm going to make a prediction. The moment you do that, I'm going to tell you what's going to happen in your life. You are going to start to have amazing, unexplainable circumstances in your life that will show up that you cannot explain if you try, and you won't try to explain it because you're not focused on that anymore, but if you think back, you're going to say, wow, how am I in the right place at the right time now and all the time? You'll ask yourself that question, and here's what the answer will be: you are focused, because you're focused with every thought in one direction, and that, my friends, is the structure of magic. And you can do that.

Trust me. Some of you guys just had a shift and I know it. Maybe you, on the call — you had a shift. And what I want you to do is I want you to know that you can do this.

I want you to understand that you're more powerful than you think. I want you to understand that I'm going to be here for you. So will Dave Sharpe. So will the leadership. I want you to understand that we're here to lift you up.

I want you to understand we love you. Why? Because that's what real leadership does. They love their teams. They love their customers.

They love the people. And I'm going to encourage you to do it, just this one time. Can you guys do that for me? Can you just go do it no matter what?

Can you guys do that? You guys awesome? You good? Hey guys? You thought this call was awesome?

Let's do whatever it takes and focus. I'll see you on the beaches of the world. I'll see you in Chicago for our next event. You can click here and you can buy tickets to the Chicago event too. And if you're seeing the replay of course and Chicago's not for sale, then buy the tickets to the next event.

And we will lift you and your team up to new heights of greatness. And a quick announcement for you: we are starting a show, sort of like a reality show, behind-the-scenes stuff. And this isn't really one of the first episodes, but it's more like an introduction.

If you guys click, let me show you this actually — participate in this, this is actually really cool. We have cameras following us around in everything that we do now. My brother Aki, he's writing the articles about it because I'm focused on creating long-term vision stuff, and he agreed to do it to help out.

We got these videos, you look at these things — we got 114 comments. Come watch this video. Read this and listen to these comments.

We have like a text message list here. Okay. That you can look at to get on a list. We're going to send out updates and we're going to release a new show here, five days a week, at 8 p.m. Right.

So starting — we'll have something go up probably tomorrow, and then starting Monday we'll have like a five-minute show, five days a week. Behind-the-scenes badass stuff going on at Empower Network that nobody gets to see who's not a leader. So you guys will get a peek in on some stuff and really get to know what's going on. So pay attention.

There's a text message thing. Text badass, two words, to seven two seven two seven. You guys good? You guys pumped up?

That's pumped up. All right. Hey, I love you guys. Appreciate you. Take these concepts.

And let's do it. Talk to you soon.