A Sense of Where You Are: Why Your Goal Alone Will Never Get You There

It seems like we've got good energy in here this morning, and it's Costa Rica, so I didn't get as much sleep as I wanted to get, but I still feel good. And I'm pumped about today because what we're going to talk about today is the more advanced stuff. Yesterday we talked about the essentials, right? And we're going to jump right into it because we've got a lot of content today, we've got a lot of info, and we want to make sure that we cover everything for you. Who got, just a quick question, who got value yesterday, raise your hand.

So value's cool, but who had an aha moment yesterday, raise your hand. So pretty much everybody in the room had an aha moment. Last night what I heard, now he just, he's like keeping his hand raised, good man, the Aussie from down under. So the feedback that I got last night from you guys was just super, super positive. And from what I saw, and I think that those of you who are just now starting to come to events are starting to realize, just as I did when I started coming to events, was that this is the place that the breakthroughs happen.

Whether it's a larger event or obviously a smaller, more intimate event, you can spend more time with people and get more personal one-on-one stuff. But I just wanted to say thank you guys for having the drive and determination to get here and the commitment to your business and your life. Because that is the fuel that I need to keep my life and my business going. So give yourselves just a huge round of applause. So I got distracted, it was an ADD moment, I was talking about what we were going to do today and then I wanted to tell you how bad ass you were.

So yesterday we talked about the essential stuff that you need and it was broke down really well. Talking about traffic, just the life of your business. Talking about leads, talking about how to convert stuff, understanding paid media a little bit more. I think we touched on some things with advertising that most people don't talk about. We talked about some single concepts about there is no secret, but get your own secret type stuff, right?

For how many of you was that an aha moment? Just to kind of switch the way that you look at your business instead of always chasing something. To get something and have people chase you, right? That's how life works.

I mean, that's how business works. People want to find somebody and follow somebody who has value and has information. So we talked about how to convert sales. Tony came up, talked a lot about that. Aaron came up, talked about that.

Today we're going to talk about duplication, team building and culture. We're going to talk about some more advanced strategies. We've got a lot of content for you. We've got some great speakers. And it's going to be a fun day.

So what I want you to do is everybody stand up real quick. Everybody stand up. And just put your hands up, up, up, up. Jump a little bit. Let's just get the energy up.

Guys, Dave Boyd, give him a round of applause. Yeah, it's funny listening to him talk about, you know, there's no secret, only pretending there's one. I remember I had this transition. I didn't even think about it until I was like, I'm going to do this.

I'm going to do this. Well, I didn't even think about it until yesterday where I used to wonder what the secret was all the time. You know what I mean? All the time, I wondered what it was.

I remember trying to work and work and work and work and not getting any results. And I mean, I even talked to you, Ashley, and I was like, what the heck is a secret? You know what I mean? What's the secret? You know, there's got to be a secret line to close these leads.

You know what I mean? There's got to be a secret prospecting strategy or a secret lead source. Now, he knows that one. Huh? Yeah, yeah.

Yeah. I'm not even sitting down. Are you kidding me? The king needs to sit in the center seat. So, you know, and I used to wonder all the time.

I was like, what is the secret? And then, without even thinking, right around the time I started succeeding, it's kind of funny because I started acting like I had a secret. You know what I mean? Without even thinking, I just thought about that yesterday, I actually think it's kind of funny because people always want to get closer to mystery. You know what I mean?

Don't they? Something mysterious. People want to know a little bit more. When something's really obvious, they don't want to know more. I mean, if you want to test it, just walk into a Walmart and walk up to a hundred people and just be like, hey, you interested in Namway?

You know what I mean? Just see how well it works. Not very mysterious. You know what I mean? But mystery attracts people, doesn't it?

I just thought that was funny. So, act a little bit more mysterious. You know what I mean? Maybe make your hair a little bit darker. Glare.

Stare to the side. You know? Say, if you get closer to me, I'll reveal the secret. You know what I mean? If you get closer to me, I'll reveal the secret.

When you pay me a thousand dollars now. I'm kidding. Hey, give Curtis a round of applause. Come up here real quick. Now, we had a few guests come down to kind of teach from an outside perspective on some stuff just because, you know, we thought it'd be valuable.

And, you know, Curtis and Lisa, I don't know how long you guys have been, you know, business partners. A lot of people think they're married. They're not. They're not a couple. You know, it's just like an assumption.

Because they're standing around each other all the time. Here, this is off. There we go. But this guy's ran companies that have done, you know, hundreds of millions of dollars a year in sales. From an operations standpoint.

You know, it was like VP and things like this. Built organizations of hundreds of thousands of people. So cool. I was actually the president. But, you know, I guess you could be a VP.

Yeah, VP, whatever. You know, I just make up terms. You know? Well, this part, one of the secrets is you got to be able to make stuff up all the time. Make stuff up.

Absolutely. Yeah. Yeah. Ha. But, you know, they just come from a perspective that's really different from what we used to.

Right? How many of you think about walking? When you're one year old, you've got to think about it a lot because it's not an instinctive level thing. The reason that in these events we talk about what it is between the ears and not the button you push or the lever you pull is there are things that if you can gain, if you leave here, I didn't know much about our responders and I still don't, that's okay. I didn't know much about soul ads, I still don't, that's okay.

But if there is inside a switch that got flipped that says, now there is a perspective that I have, there is just a being state that I now am, that's what it is because it allows you then all the time in the world to do the other stuff. When I started speaking, and it wasn't, I started speaking, no. I mention this to a lot of folks. I think I was dropped on my head often as a child.

I don't know why. I, for some reason, since the time I was that, I've never had a fear of standing up in front of thousands of people and making a complete ass out of myself. I don't know why, just the way it is. You know, I came out and the doctor spanked me on the ass, I started talking in school, I used to get bad grades for it, now I get paid for it.

They just never stopped. So, I saw some people who were really good and I thought, ooh, I want to do that. And so I actually approached some of them and I literally, these are truly the conversations I had. I went up to some of the best speakers I'd seen and I said, listen, what book should I read? Is there a class I should take?

Is there a course? Is there something I should do? And I'll never forget a conversation with one of them and he looked at me, kind of chuckled, and he goes, no, that stuff just all sucks. And I said, really? He said, no, I'm taking it.

You want to know the secret? You want to know how to be really good? I said, yeah. Do it a thousand times. And he said, there's nothing else I can tell you.

And he said, let me tell you. The first ten questions. The first ten or fifteen, twenty, you're going to suck so bad, if I was in the back of the room, I'd be hurling lunch on your feet. And then in the mid-few hundred, you're still going to suck-ish. And at nine-ninety-nine, you're going to kind of have that residual suckability and at a thousand, you're perfect.

He said, that's just the way it is. And so, and that's where, from a business standpoint, you begin to realize it's not how precise you are. See, here's the thing. We all have this greatest fear. We've got a lot of notes of just things people said.

There's a training that I've done for years that developed, you know, again, I saw part of it. Over the years, I developed the rest of it called the five reasons people fail in network marketing. I think that through all of the folks who presented over the last day, every single point I make was made. But one of the things that Dave was talking about yesterday, he actually said it. There are words that I say, you know, I say the number one reason is, first of all, people, they never fully commit.

And what do you mean by never fully commit? They never create, they never have a vision of what they're creating. And I was listening to Dave, and yesterday, he actually used those exact words. There is no vision of creation. Now, I want to draw something.

He said it, let me draw something. Because this is part of that mentality of success in business. And now, I just need to use this part right here, okay? Everybody says, and Tony said, what's your goals? If you want to call and ask me a question, the first thing I say is, what's your goals?

Okay? There's actually a second thing he does. That was, again, think about it. Every topic that everybody was covering, it was in a context of everything else. There's one thing I want to draw specifically.

In goals, whether you call it a vision of what you're creating, the reason that it's important for you to be specific, here is a vision of exactly what I'm creating, there's a second part. And this is where you can make a hugely critical mistake. And yet, Dave and Dave started yesterday saying exactly what is normally exactly part of the things I train on. This is the vision of what you're creating, okay? The most important thing is not just this by itself.

In fact, almost more important is this. Where am I today? Let me tell you why it's so critical. You'd call up and say, hey, Curtis, where are you? Well, I'm hanging outside Liberia, on the coast of Rica over here.

Great, how do I get there? Can you give me directions? Sure, where are you? I have no idea. Excuse me?

I have no idea where I am. Really? It's going to be impossible for anyone. And let me tell you why. Do you want to get here?

The reason it's so critical you know where you are is because here's what most people think. Most people think, well, good, now if I know exactly where I am, if I've been honest and I'm committed to it, and if I know exactly where I'm going, so I actually wrote it out, I mean, in detail, I want to be worth more. No, that's not working. I mean, really specific. Then everybody goes, oh, cool, now that I know this and this, great, I can just go there.

And that is not how it works. None of these people up here, none of us, no one who's ever had any success has ever done that in the history of mankind on earth. It does not happen. Here is exactly how it happens. Dave Wood's done it.

Dave Sharpe's done it. Dave has done it. Every single name on the front row, every single person has done this. And they're still doing it today because they're not perfect. Here's the way it works.

Everybody, if they get here, here's how they got there. That's exactly how they got there. That's life. How do you drive a car? It's going down the road, and do you just lock it?

No, you're always doing this. Here's the truth. In your process, 100% of the time you are off course. You're never on course. You are always off course, adjusting to get on course.

There's only one way that happens. If I know exactly where I started and I know exactly where I'm going. Because if I know where I'm going, I can actually suddenly see it. Here's the thing. Here's the simplicity of where people fail or don't make it.

By simply not doing this, the problem is when they're going like this, they don't realize it. And so they just do that. Here's the interesting thing about the fear of failure. And this is something my father taught me when I was very young. I was fortunate, you know, I'm 53.

I mean, you know, I'm 800 years old. And I had parents who, you know, at least verbally were talking about things. You can be anything you want. You can do anything when I was younger. When I was getting ready to go to college, packed up, ready to go, my father pulled me.

He said, literally, the car was packed. I was literally getting ready to drive off. And my father said, by the way, there's one thing we need to talk about. After all these years of hearing all this stuff. What he said was, he said, I need to tell you the truth.

Oh, okay. That's an interesting way. So now I just immediately question everything. He said, Curtis, if you're really going to succeed in anything, I need to explain something to you, buddy. You're really actually going to, you're going to fail.

You may be kind of smart, but it's not going to work. You're going to fail. You're not that good. I apologize, but you're just not that good. It's the way life works.

And here's the problem. When you fail and you fall down and you skin your knee, like most people, you're going to be a gutless coward and crawl off into the corner and shrivel up and die over there. So on the way down, because it's not about skills, it's not about talent, it's not about brains, you just need to have a couple of guts. Because on the way down, you need to be staring at where you're trying to go. And when you hit the ground and it really hurts and you broke some bones and it's painful and you've got to stand up, and then you've got to go again and you're going to fall down again.

Because here's what happens. It's not about being smart. If you just throw enough crap against the wall long enough, something's going to stick. He said, but here's why that's important. I want you to understand this.

Because if you stay on the ground, if you don't get up, you really are going to be like everybody else. But here's the magic. When you do that, if you're like most people and you crawl in the corner, when you look back, the only thing you're going to see in your entire life are failures. He said, here's the thing. It's not about being smart or special.

If you just keep standing up and at some point you dumb luck something up, and it works to some degree or something and you finally build on it, the minute you stop and turn around and look back, you won't see any failures. Not one. You'll just see the lessons that were the process. Because here's the key. I only fail if I quit.

Because, okay, I fail, I fail, I fail, I succeed. Okay, was it fail, fail, fail, fail, fail, I succeed? Or was it just, no, here's the success. This is just, I just succeed. Now, I got really pissed off.

18-year-old, a little cocky, a little uppity. And I got in his face. And I was really pissed off. It was almost like, you piece of crap. All these years you've been lying to me.

Now you decide to tell me now I'm leaving? Oh, thanks a lot. I said, so here's the question. I said, well, what happens if no matter what, no matter how hard I go at it, I never succeed? He said, simple.

That's the whole magic of committing to the process. If you never succeed, because if you're committed to getting up and keeping going, getting up and keeping going, you'll never stop and never look back. So you'll never know. And the day, so it's not the succeeding. It's the commitment process.

And so, the reason we say that is because what happened, the epiphany for me with Empower in Atlanta was Chris Darney. Because I really was beginning just, we all have to admit, Dave and Dave, there's something about them. I mean, there really is an inspiration. Would you agree?

You just sense it. There's an art, right? Absolutely. Give it up. There's this, and they're so dramatically different styles.

And you listen to their backgrounds and stories. But when they are so impassioned, they are so filled with it. You know, I don't even, half the time I don't even hear the words they're saying. I'm watching them.

And I find myself. And I've done professional presentations for so long. I used to be so numb to it. And I'm not. I'm like a little kid.

I just get this thing. And I'm into it. Because they believe so strongly. And so. But still, I was trying to be analytical.

Because we were there to help them for different purposes. So I was sitting back and kind of going, okay, I'll analytically look at all this stuff. And I looked at all these incredible individuals. And I said, you know what? You know what?

You know what? We're doing it for three years, five years, six years, giant list, already starting, here we go. Well, that makes sense. And that's why I sat at dinner with him, and I said, and that's why I've told everybody the story. I've had people come up to me and say, what about this?

And I said, I'm going to talk to Chris. And they're like, I'm going to talk to Chris. And I'm like, well, how am I going to talk to Chris? Because he told the story that the only thing he had ever done, now he's doing lots of stuff. He's truly embedded himself.

His mind, he walks without thought so clearly now that he is buying products from others. He's learning from everybody. He's creating and making crap up. He's having a psychotic break moment. Say, ooh, I'll try that.

Because he's realizing, I can't get hurt. It's not a bad thing. But he was the proof that you can have no experience, have no understanding, and do nothing but this. And if you will follow the steps, commit to the grind, the process, the floor, whatever, you will come out the other end. And he did.

He got there in 10 months. Okay. How many of you, from where you're starting right now, if you're starting or just getting started at zero, you're not making 10 grand a month in two months. But you're not making 10 grand a month in two months. You are in 10 months.

Is that okay? Because now he's at almost 20. Two months later. Is that okay? Because what happened was it made me realize that's it.

I'm done. I've completely bought in. 100%. Let me share. Let me ask you a question.

There you go. Yeah, you did it. Yeah, I'm serious. There was a dinner that night. That actually happened.

I completely bought in. I wanted to buy in because they're so magnetic. I wanted to truly believe that what they were making me feel was really grounded. And it's not that I didn't believe them, but I needed to see them. And I knew they had started from zero, but this was this program.

And we were talking about this program. And when I found him, I said, game, set, match. Let me ask all of you a question. Let's do an exercise real quick. A mentor of mine, a long time in business, said, I want to teach you one of the ways that you need to learn how to evaluate business.

So here's a business. It's in this box. Now, let me give you some statistical facts because I don't want to just hype and fluff you. I want you to understand going in. Statistically, out of 100 people, who have ever attempted this business, for every 100 people who attempted, 97 out of 100 lose all their money, fail miserably, fall squarely on their ass.

Only three have ever figured it out. Yes or no? Immediate impact. Is that something you're really excited about trying? Yes or no?

God, I love this room. You guys are so different. You just blew the punch line. You're supposed to say no, because most people do. Anyway, I'm glad to know you think right, because here's what happens.

By the way, you shouldn't have answered the question. Yes or no? Yeah. That's what I meant to talk about. He said, Curtis, you don't have enough information to answer the question because one of the greatest attributes of truly successful business people, entrepreneurs, is curiosity.

Lisa thought of that one. She was going to put it so succinctly. You know, there are a million things that they have in the process, but that's one of the things she said to me. She said the single greatest attribute that every single person here has. It's not about education.

PhDs couldn't make it in an entrepreneurial world in 10 seconds. Many of them, and people who have only had a second grade education have had huge success, but there are many things in common. One of the great ones is curiosity. They're like those, those, you know, they're just curious animals. They keep digging, digging.

He said, you can't answer that question yet because you don't have the information. What you should have said is, well, I can't give you the answer yet until I speak to the three people because what you just told me is that it works. This business works. There's no doubt about it whatsoever. Three out of a hundred make it work tremendously.

What I want to do is let me talk to those three people because I want to ask them, how do you make it work? Not because I want to know how, I need to find out if I've got the balls to do what they do. I want you to tell me how you do it. Okay, great. If I do that, I can make a million dollars a year, but what you just described to me as to what you do, that would be hell on earth.

There's no way I'll go join the peace corps because I'm not going to do that. Then it's not going to work for you. But let me talk to those three people because if you tell me, here's what you do and how you did it and how long it took and I say I can do that, then you ought to be standing in line. Why would we talk to the 97 if I know what they did wrong? Why?

Why would I waste time to find out how to do it wrong? Let me just find out how to do it right, and then commit to it. And so here are some of the things that I've learned over the years, and there is no person, there is no thing, there is no guideline. There's no rule. Here's who succeeds.

You know, we were talking about, in fact, I was talking to folks last night. I know many of you have heard, how many of you have ever gotten in, I'm talking to you from a traditional perspective. The mindsets are the same. The magic of empower is the systemization of the process has meant that face to face, you don't necessarily have to deal with it.

So as a result, it's actually so much more efficient, but whether you are physically or personally seeing it, the exact same thing is happening out there. Meaning traditionally, if I'm talking to people, I have people say, oh, that's a pyramid, that's scammy stuff. You know, nobody there makes money, only a few people on top make all the money. Almost nobody ever makes any money.

You know, you have that exact same thing here. Just, you with the way these guys have done it, you just don't actually have to listen to them. You don't have to talk to them. You don't have to see them, and you can just go, Laura, but it's happening.

Those are the people who look at it, go click. So, but here, here's the perspective that everybody's touched on that I want you to have. It needs to be a part of how you breathe. You will become invisible. In fact, Dave was saying it a different way.

It's one of the ways I've often said it, is the urgency of certainty. As you said, just act like you got the secret. It is the urgency you create in others because of the certainty you possess. They can feel it and they can taste it. Here's a simple question.

Last week, you just made a hundred thousand dollars. And last week you made a hundred grand. Okay. And you're, Charles, let's sign up for this example. And for whatever reason you actually, you know, have a lead and you actually decided to take the call, and then they start to go, well, do you even care?

You just made a hundred thousand last week and somebody decides to crap on your parade. Do you really even, I mean, do you even say goodbye or is it just click? It's that certainty that makes it all happen in the first place anyway. But here's what I mean by internalizing. If there are things that you truly at an internal level believe, and you understand so absolutely clearly, it will affect how you sound and look the next time you turn on your video camera.

See, people often say that in network marketing, and say, well, only a few people make all the money. Most people don't make any money. And I've often said, and your point, why are you trying to make a point here? Here's the statistic. At a hundred thousand dollars of gross annual income in the United States, you're probably in the top one or one and a half, but let's say 2%. At a hundred thousand dollars of gross annual income, you are in the top 2% of income earners in this entire country.

You're at 2%, and everybody says, I want to be a millionaire. How many folks in here want to be a millionaire? Cool. Okay. At that rate, it would take an entire decade.

Statistically, more than one seventh, or just about one seventh, of your entire existence in life on the planet earth, to gross a million dollars. That's the gross. You didn't get to touch it, because depending on how you did it, even if it's in a business, by the time uncle Sam gets there, you've got a lot less. So at a hundred thousand dollars a year, you're at 2%, and probably 16 years, maybe actually touched a million dollars, 16 years. That's one fifth of your entire life on the planet.

That's all. Human nature. The reason that I actually love these guys, I finally got so attracted to Dave and Dave's attitude, because inside I've felt it forever, but you know, I was like, you need to be, not that they're not respectful, but they're kind of not in a respectful kind of way. Why? They're like, look, you've been lied to, hyped, fluffed and bullshitted for decades.

I'm just going to tell you the truth, and I'm going to put in a bullshit word every once in a while. How about that? Let's just see. Why? Because I'm trying to get it.

Because I want to see if you are caught up in the meaningless or in the meaningful. Who cares that I said the F bomb? Who cares what I said? Badass. Who cares if I said bullshit once?

What am I saying? What's the message? Because here's the thing that's called human nature. It takes an extraordinary person, and there are extraordinarily few who will put in an extraordinary effort to achieve an extraordinary result. Here's the difference in the corporate world.

You want to be the CEO of Coke, Coca Cola. You're the janitor. No chance. No way. You're excommunicated.

There is no way it's going to happen. You've got to have the undergraduate degree. You've got to have the advanced degrees and the postgraduate degrees. You've got to have the CVs. You've got to have the political connections.

You've got to have the relationships or you stand no chance. Anybody make more than the CEO of Coke? No. One guy does. Who makes the divisional president?

Anybody make more than them other than the CEO? No. There'd be anarchy. In network marketing, do you have to have gone past ninth grade? No.

Can you be a drug addict recovering? Yes. Do we care who you are? No. I only care about, and I don't care about any of the bullshit of the past.

I care about a few things. Are you coachable? Are you an action-oriented person? Are you curious? And do you have enough balls that you'll stand up when you get kicked in them and you'll get going again?

That's it. All I want to know. And you can be the biggest dog in the pack. Which one is more fair? So if you know that, you don't have to tell people that.

They sense it when you want. And so, and then one of the things these guys, and they said, we're going to come out and talk for a little Curtis, you know, if you could talk a little bit about, you know, some, not everybody, only a few in the room, but since we're here for just a couple of seconds, could you talk about not just the mindset that helps work in business, but maybe about some of the professional speaking stuff? I'm not a professional speaker. I'm just a guy who can't shut up. Okay.

Here's the thing. There are professional speakers. Okay. I have people say, well, Curtis, you do a lot of NLP stuff. I have never read a book on NLP.

I have never read, been to a course. I had to have some, I actually, you know, we've all done that, by the way, who, David and Rob were talking about OTO last night. And Lisa and I, we were, oh yeah, we did this OTO. And we were sitting there going, yeah, that's pretty good. And I looked at her eyes and I don't know if she looked at mine, but I know we're going, I don't know what they're talking about.

And I got to tell you, I'm such a wussy and a weenie. I got no balls. She had a ball. She probably goes, listen, this sounds great. Let's OTO.

And I was like, geez, man, I was like, you don't know. No, and he goes, oh, and then he goes, you know, yeah, we can get caught on that. You know, one time offer. So here, here's the thing. You know what it is?

I'm not a professional speaker. Here's what you want to aspire to do and become. Look at all the differences. Look at Chris Darty. You know, they make fun of him.

Hi, my name is Chris. You know, I turned this on because I was hanging out and I anticipated having a thought in a moment. And I thought I'd share it with you when it happened. So here we go. Yeah, I think there was one there.

I'll talk about it. Okay. So you get Chris's style. You got John Rose. Like, hi, I'm John C.

You know, you got, you got the Asian dude. It's like, I mean, you've got Morris Tam. He's just personality. He's just always smiling. I don't know what happened to somebody.

Somebody accidentally stepped on the happy button when he was born. And somehow, you know, I just want to see the guy, you know, with that, that'd be the funniest thing in the world. Wouldn't you just suddenly see, love to see Morris Tam pissed off, just stomp on it. I mean, you don't want to burst out and laugh. Oh, he's been, I respect your anger.

I'm with it. And then you've got Tony, who I swear to God, he's just a standup comedian who stumbled into different things. And he just now put it here. And you got Aaron who is so clear and so precise. And so look at all this.

None of us are professional speakers. Let me tell you what it is. And if you want to jot this down, here's what it is. You want to have a desire to become an understandable communicator. That's all it is.

Okay. You truly believe what you have. And John, this will work for you too, brother. If you ever say to, here's the thing. I've stood on a lot of stages.

The most, if you want to be able to communicate, first of all, know your shit, that's it. I mean, I know it. Cause here's the problem. What happens for many people is they try to concentrate so hard on what the next word they're going to say, they have no clue what's going on.

So don't do that. When you're, if you want to talk about something, just talk about something you know, and then talk about it. Sit down. The greatest thing you'll do, make a ton of videos and then go watch them and say, what do I think? And see if you're getting better.

You'll be getting better. Here's the thing. Just relate to people. That's it. I have, I was, maybe it's because, maybe it was, I think it was because of the way I was raised.

Now I've kind of started to break it a little bit, but I was the handmade suit, you know, French cuff, fancy tie, polished shoes, kind of a guy who would stand up. And then I realized that I could be good in some way. And finally I had some people just say, would you chill the hell out? And I learned from someone once, in fact it's an interesting little technique. I watched the guy and he said, no, I do this intentionally.

If I'm in the suit and tie room, then okay. But he said, when I'm not, he said, literally get, you know, we talk about view everybody else as naked. He said, get naked in front of them. And here's what he actually did. So that people could suddenly see, he's just someone I can listen to.

By the time he was done, the jacket was thrown haphazardly over a chair. The tie was gone. The shirt was unbuttoned. The cuff links were gone. There was rolled up here.

He'd even kind of pull, he didn't say he'd pull the shirt. I said, I hate this. I'm so, he walked in the room and said, I'm so glad you guys are dressed in shorts and flip flops. Oh crap. They didn't tell me.

I want to become like you. I'm not saying you actually physically do that, but that's what you mentally want to do. I just want you to know and understand what I have to tell you. That's it. How many of you have had in conversations with other people here this weekend?

How many of you have actually stood up and wouldn't go off brain? You've been talking to people. All of you. Did you stutter, stammer, break out in the middle of the night? Have a cold sweat?

Have a panic? Crack your pants and just die in front of them? No. You talk to them. That's it.

So for those, and it's the same thing just in your video, literally just sit down, take a breath and have a conversation, because you truly do. You have here something that has never, ever been done before. It is extraordinary. It is exceptional. And you can literally have that cocky sense of pride that can allow you to stand above all else.

You don't need to be a professional speaker. There is no professional speaker. They're just people who are different. All they did is they just learned how to have a conversation in front of a thousand. If you never do that, I don't care.

Let me tell you something. And I mean this truly, John. I mean, it's a compliment. As successful as you are, if you ever got to the point where you said, I don't care, I'll put on the pins. So, okay, I'm covered.

They won't see the brown spot, but I am going to stand up. It's not about being slick. It's not about being polished. And let me tell you something. It's happened to me many times.

I said, I don't know why. I was dropped on my head. I can stand up. I've stood up in front of thousands and thousands and thousands in big arenas and talk. I have no fear.

And you know something? When I'm sitting in the audience and if John Monroe stood up and I can tell that I can barely hear him because his knees were knocking together so loud, I listen like a monster. Because that is actually not something that I can do. It's not something you'd be embarrassed. That's what most people are.

We all heard it. Statistically, more people have a fear of dying than they do of standing up and speaking in front of someone else. And if he is standing up and he is that personally uncomfortable, I better be listening because, holy crap, that's important. If his desire to communicate something to me is so much greater than his fear, you know, I could listen to Dave and Dave. You know something?

They can do this often. So maybe they are having, we've all had them. Maybe they're having a check-in, check-out day. Eh, God, I've got a headache. I don't know, I'm just going to talk for a while.

I'm going to sit down because I can do that. But if someone like that, so here's the question. Just challenge yourself to expand and grow. I don't care if you never talk in front of two people. I don't care if you never stand up anywhere.

The question is, in your heart, if you say, I just want to break through, that's it. That's all it is about the success in business stuff. It's that certainty. And it's the urgency you create in others around you when you are so certain and you know. And here's the greatest thing because I've seen it happen.

I've seen so many people break through. Just as we were talking, you could watch their breakthrough happen. You could see it as they said. Because the question was always, should we give them more nuts and bolts? And the commitment of the entire team here was no.

That, they may not know it. That is not what they need. If they truly want to break through, that is not what they need. And so here's all it comes down to. Do a whole lot of really crappy videos and they'll get better.

Do a whole lot of really crappy execution to get traffic and leads and get none. And it'll get better. And when it does, just keep going. And when people look at you and say it can't be done, say, I have no problem admitting that you can't do it. But don't tell me it can't be done because I'm doing it right now.

That's literally all it is. And then when Lisa comes up, she'll talk about the group building. But they just asked me to touch on a couple of those things. That's what I learned over the years. That's all it was.

I'm not this dramatically amazing business guy. I'm not. In fact, the only reason I ever had success is we just communicated. We taught. We learned together.

We built teams. That's what you do here. That's all that happens. A little bit of success shared with a whole lot. And all of a sudden, there you go.

So those are the thoughts I just wanted to share with you real quick as we get going. And I'm going to turn it back to Dave and Dave. There you go, Dave. Good job, brother. One thing real quick.

Can you share the monkey football story? Okay. All right. Here's what we're going to do. Every once in a while, as we all get into our rhythms, you get a little bored.

You try and make it look new and interesting, but at some point, it didn't work. So there was a guy. And to show you the difference in speaking with people, I was Mr. Student High. There was a guy I spoke with.

And I was telling a story the other day, and his last name went out of my head. So I'll find it, and I'll figure it out. His name was Alan. Alan made a redneck look like a city slicker. And Alan lived in that world.

We'd all wear suits. And Alan would show up in jeans and plaid flannel shirts and tennis shoes and black socks and stuff. And here's what he'd do. He'd say, hi, my name's Alan. How are y'all doing?

They'd say, great. And he'd go, yee-haw! I'm so glad to be here. And I thought that was an act. That's actually how he laughed.

If you went out to dinner and somebody told a joke, he'd go, hee-hee! It was embarrassing. We'd always be very serious at dinner. So Alan, actually, we had been speaking and doing these tours and stuff. And he finally decided that he had another project come up.

He wouldn't be speaking anymore. So I spoke in the morning. We were there at the lunch break. And then Alan walked in. And he wasn't speaking until later in the afternoon after lunch.

And he walked in like, okay. He had these plaid shoes on. They were like, I've got the here. He had black socks up to his knees, white tennis shoes, and a t-shirt that looked like it had been his bib as a child. It had crap all over it, like spaghetti stains.

And he walks in. And this guy literally made monster money. Because everybody bought just because I think they felt sorry for him. I don't know what it was. And he closed them.

He did whatever. Just he warped everybody's minds. They all bought everything. But he's sitting there. It's just who he was.

Oh, and I mean, he had little pencil legs, pencil arms, and this potbelly. So here's the guy that you think is Larry Stark, except he's got the big potbelly. And so anyway, this is interesting. So he walks in. And we're all, we just kind of go, okay.

He said, I just wondered how the group was. How was this morning? How did we do? And we're like, well, they're pretty good. Good thing you got a little time before you speak.

Because if you're wearing that, I don't think even as good as this crowd is, you'd sell anything. And he said, oh, I'll come back. I will sell just like this. I will sell. You buy.

I will sell just like this. Well, we had a second tradition. And the second tradition was that the road crews were a bunch of young guys. So they've got a warped sense of humor. If somebody was going to go up and speak, they could come up with no more than six words.

It could be a phrase. It could be a set of words. And they'd hand it and say, okay, you've got to work this into your talk. It's just to kind of keep things interesting. So it was his last time, last day.

And the four words they gave him, they said, okay. He opens the piece of paper. It says, monkey, I don't know, football. Monkey f-bombing a football. That's what he said.

You've got to work monkey f-bombing a football into your talk. Okay, yeah, monkey f-bombing a football. And so then they hand him this piece of paper as he's walking to the front. That's how it worked.

You got handed the paper as you're walking up. I mean, it was like no prep time. Hey, ladies and gentlemen, welcome, Alan. And then he goes, okay. And he's going, what?

Okay. So he's walking up to the front. And so he's going through his pitch. And he's going and going. And we're all sitting there.

By the way, he wore his socks, spaghetti shirt. And he's going. And he's just so funny. People forgave the fact that he had like six years of food on his chest. And they're going.

And he's getting them going. And here's how the clothes work. I mean, he's getting into the clothes. He's getting excited. He's talking about how powerful this product is.

It's going to change your life. He said, you know, in fact, it's so extraordinary. I have never seen anything like this. Let me tell you something. I have seen the fat lady in the circus.

I've seen the bear woman. I've seen the little bitty dwarf. I've seen the monkey. You saw the whole room go. They all ran.

We are dying hysterically. And you don't have to be a good speaker. But when you've got enough courage that you can figure out how to work monkey f-bombing into your video, you are there. You're there. And you're done.

You're right on top. That was it. That story's hilarious. Anybody who can do that is funny.