Mechanics and Strategies: Why Copying What Worked For Someone Else Keeps Failing You

You guys having fun? Getting some value? Awesome, awesome. Go ahead and sit down. Go ahead and sit down.

So, what we're going to do now, I actually kind of reorganized just now, this afternoon. Well, normally this is where I'd go over and we'd set some outcomes and go over some belief stuff. And what I decided to do instead of that was I decided to just go right into the mechanics, history, strategy. And then we'll do the belief stuff and the outcome stuff at the end. Because I figured that's easier to set an actual outcome if you know what to do.

That fair? Okay, so before we go on, what I want to do is I want to kind of share a series of breakthroughs that I had. And it's not going to be a normal four-hour story that I would share this in. Although if we had till one in the morning, I probably would do that. So, what I want to do is I want to kind of...

I want to share the shifts that I've had that are the biggest shifts, okay? And some of these are philosophy shifts. Some of these are strategy, right? And some of them have to do actually with the market changing, right? And to do that, I want to get a little bit into this industry.

And then we're going to go all the way up until when I joined it, okay? So, we go back. This industry started originally. You know, you could trace it back to Avon or whatever the first company was doing little home parties, selling makeup. You had Nutrilite pop up in the 50s, right.

Which was the first vitamin company in the world. Actually, I think Joe was having a capture page that was targeting Nutrilite distributors. But there haven't been any Nutrilite distributors in a Nutrilite MLM since the 1950s. So, it might be something to fix on the page. You know, but Nutrilite started in the 50s.

And Rich DeVos and Jay Van Andel were two distributors in Nutrilite, right? And a lot of people don't know that, that they were reps before they started a company. So, they built this massive team in Nutrilite. They were just like charismatic, kind of like Christian preacher type leaders. You know what I'm saying?

That's why they still baptize people in Amway today. You know, I baptize you in the name of Amway, LOC, and XX. All right. So, you know, what happened was they had some problems with the company, okay? And they decided, you know, after some problems, they decided to go and to start their own company.

And they originally started marketing one product, which I believe was SA8. It was a soap, right? And originally, they had this little place to make soap in one of their garages downstairs, right? And they started the Amway Corporation, which stands for the American Way, right? And that was like 1957, 1958.

Now, originally, Amway was selling soap, like door to door, right? And they started driving around. And Amway buses, right? And that's what a distributor was for Amway. You'd join, and then you'd get like, you know, a bus, and you'd drive in door to door, and you'd, you know, show them why this soap was better than that soap.

And you'd actually sell a product, if you could imagine. If you could imagine, if you could try to imagine a network marketer actually selling a product. That's how the industry started, is by selling a product, right? And they did about half a million dollars their first year, right? Which was massive back then.

I mean, today, that's nothing. But, you know, the dollar has gone down in value a little, right? And, you know, they did that for a few years. And then they started building by selling the opportunity, right?

So somewhere along that line, somebody figured out that more people were interested in selling opportunities to get rich than they were in, like, buying and selling soap, right? Because if you go to 100 people, if they're being honest, and you just, you know, go in a line of 100 people, and you say, hey, are you interested in selling soap? Nope. Okay. Are you interested in selling soap?

Okay. Nope. Are you interested in selling soap? Okay. Nope.

Are you interested in selling soap? Okay. Nope. God, nobody's interested in that, right? But you go to the same 100 people, and you say, you want to make more money?

Now, if he doesn't ask me what it is, because that's what the skeptical, you know, a-hole inside as an American is going to do, right? They don't respond to like that in other countries. They don't, right? Countries that are less developed are countries where people are still humble, right? People are honest when they're asked questions, right?

So you ask them, though, if you, you know, you want to make some more money. Oh, yeah. What is it? Dude, come on. You're busted.

You know what I'm saying? You want to make some money or not? Yeah. I want to make some money. Okay.

You want to make some money? Yeah. I want to make some money. You want to make some money? Yeah.

I want to make some money. You know, everybody wants to make more money. Everyone, right? Pretty much the only people that don't want to make more money are either hippies in a temporary phase of their life before they figured out that all their raw food and stuff is expensive, right? You know?

And then you've got, like, people that don't want to make more money. Right? Yeah. Yeah. And then you've got people that make tons and tons of money who are already trying to make more money and then they want more definitely, right?

So pretty much everybody wants to do that and so they started building a business by selling it as a business through showing the plan, right? And that leads us to around the time Dexter Yeager gets in Amway in the 60s, right? So Dexter Yeager gets in Amway and he's a beer truck driver, okay? I think for, like, Bud Light or something, right? And, you know, drove, you know, delivered beers from store to store to store to store to store.

Well, he gets involved in Amway and he starts showing the plan and he's charismatic, right? Pretty much if you're charismatic, you can make money doing anything. If you can learn some stuff about selling, if you can be a charismatic person. The unfortunate side is not all of us are really natural charismatic personalities. So that runs into a problem if your whole organization is built on that because the only people that will succeed are people like Paul Gardner, right?

Well, it's cool when people are successful. It's cool when Paul Gardner succeeds, however, if he's the only kind of person that can succeed. What about the Lawrence Tams in the organization, right? Vic isn't that charismatic, right? He's not like sitting there yelling and screaming and screaming his outcomes in a hallway, you know what I'm saying?

It's not his style. You know, he's like, no, I'm going to calculate how this capture page can be better, right? But Dexter was really charismatic and so he started building this big following and he went diamond. And he ran into a problem really early on in his business and this is a problem that all of you will run into one time or another if you're building an organization and a team. I'm actually going to talk about this more in the team building formula and I'm going to talk about why it's like this and how to do it.

So he runs into this problem where his business can't really extend past his influence, right? He's recruiting and building teams, he goes to an area and pumps them up because it was all meetings back then. I mean nobody even had, I mean cell phones wasn't even an idea yet, you know, I mean like nobody could imagine carrying around. Right? A phone, you know, in the 60s.

So he's driving to an area, he does a meeting and a bunch of people go and they get fired up and they get pumped up and the area explodes in volume, right? Then he leaves and the volume tanks. Which is what happens to most people who build organizations. They go pump everybody up and as long as they're doing that, their organization is growing and when they stop, it stops. Anybody in here ever built a team and experienced something like that?

Anybody? Right? A few of you, the rest of you are like, I wish I had a team. Well, we're going to talk about that. Right?

So in any case, he's pumping people up and jacking people up, flying from place to place to place to place and it just can't grow past a certain point because it can't grow past his influence. So sort of by accident, what he does one day is he says, you know what? I am so sick, tell them I'm not here. I'll wait for you to turn that off, thank you. Appreciate you.

Anyways, so he'd go to an area, right, and he says, what if I recorded this and just let people drive around listening? Then they'd be pumped up driving around in their cars when I'm not around, right? So what he does sort of by accident was he starts recording himself on eight-track tapes in the 60s, right, and giving them away, right, which if you ever give tools away from your team, right, you may as well just set a goal of going broke immediately, right? Your team can buy their own tools. Your team can buy their own event tickets.

Your team can buy their own equipment. Your team can buy their own products. Your team can buy their own samples, right? They can invest in their own business, and if they're not willing to do that, they're not going to be really a part of the team for very long anyway, and they're not going to succeed. So it's pointless trying to help them, right?

Hey, can you buy me an event ticket? No, I can't. You pay for your event ticket. Hey, can you, can you, can you, you know, David, can you make me a loan to buy the 15K formula? Nope.

I don't even hesitate. Hey, nope. Can't make you a loan. You know, David, I'm really in a tough situation, and really I thought about the ways of, you know, getting the tools I need to build my business, and, you know, I thought about it and I was like, who are the rich people I know? Well, my sponsor, of course.

You know, can you buy this tool for me, Dave? I promise you I'll pay you back when I'm making some money. Nope. Sorry. You're going to pay for that on your own.

I paid for it when I was homeless, right? So he starts giving away these audios and stuff, right? Well, it's a pretty quick way to go broke, isn't it? But here's the effect it has. It goes to an area, hands out a bunch of eight-track tapes, and then he leaves and it still grows when he's not around, right?

Because people fundamentally get pumped up from the same things all the time. You guys come here and you get pumped up. Well, motivation for most people is fickle. For all of us, it's a little fickle, right? Now, if you're somebody that has big goals, you'll be motivated continuously by the big goals, right?

As long as what you have is big enough, you'll be motivated. And that's called toward motivation, right? The reality is, though, most people don't set goals. They get told to and told to and told to and told to, and they never set any goals. That's like 98% of the population, right?

If you ask people who set goals and writes them down and actually writes them in a place where you actually look at them and keep track of them and what are your actual goals, they're like, well, I want to get rich. Right? And they just made that up on the spot because they don't, they're not aiming at anything. That's most of your team. So how do you motivate them?

Well, you can either handhold them and run around jacking everybody up, being the most charismatic person in the universe, right? Or you could do what Dexter did. Find somebody really motivational, put them into a system and have everybody drive around listening to that stuff in their car. And then in their downtime, they're paying to get motivated. Much better solution to the problem, wouldn't you think?

So around that time, Dexter does that. And sort of figured out as it works, he's like, I'm going broke giving out all these tools. I got charged for this stuff. Now he discovers the real money, right? You know, start selling tools, right?

Well the side effect of selling tools is now his team is paying to drive around and get motivated and stay in, right? Because how do you keep people in if you don't have a system to do that, right? This is not a subject for today, but how do you do it? You've got to be everywhere at the same time. Right?

Like a pastor that has congregations everywhere at once. You know? You've got to be everywhere all the time doing everything if you don't have a way to motivate people based on some kind of a system. And your team will never ever in your life expand beyond your influence because it'll fall apart every time it leaves your circle of influence. Every time.

If you don't have a system to do that. So he figured out how to get people to pay for them to be motivated. To stay in. To build the business and to buy the products and go to the events. And they were paying for it.

Not him. All of a sudden he was making like tons and tons and tons of money selling tools and stuff. Which led us to the first tool system. The first systemic way of building a network marketing organization like a franchise, right? Where we have this process, follow the process, plug into the system, and here's the predictable result.

Well around the time network marketing was invented there was no cell phones. Right? Or answering machines. Now I was born in 1981. Right?

Some of you are like, God, I'm old. Right? Some of you are like, God, you're old. Depends on the perspective. I was born in 1981.

In 1981 we did not have an answering machine. In fact I remember being eight years old and not having an answering machine in 1989. And I remember that because the year before we'd gone to Hawaii as a family. Right? We'd driven from Fairbanks to Anchorage because of course my dad wanted to save money on tickets because he didn't have any money.

He was a lawyer. Right? If they have seven kids. Right? You say, I got it.

Well, he doesn't have any. He's like, hey, I'm a lawyer and I have money. Oh, yeah. Don't have the seven kids. And don't work for the government.

I'm in private. Right? He worked for the government and he had seven kids. So therefore had no money. You know?

Probably why he's interested in Amway. Anyway. So there's no phones. There's no answering machines. So I remember we were driving down to Anchorage and one of the roads was closed.

Right? It was like a paved road. And rather than driving back and going down the other paved road, my dad does the most genius thing ever. Right? And hey, don't think he's dumb.

I mean we're all guys. We'd all do this too. Well it's shorter to just cut through the dirt road. 200 miles. Right?

Pretty smart until your tires all go flat. So which of course is exactly what happened. So our tires go flat and we're stuck there in the middle of the night. So my dad hitchhikes. Right?

With some family who doesn't have room for all of us. So we're all sitting in the car like literally almost all night. Like miles. And miles and miles away to a little hotel in the middle of nowhere that's ran by really strange people that never like to talk to anybody. And they say, can I use your phone?

And he says, yeah. He uses the phone and calls a friend named Randy. He's also another lawyer buddy of my dad. He's been his friend his whole life. So he calls Randy at 2 in the morning.

At 2 in the morning, Randy gets in the car because he had a big family too. He was one of the only ones that had a car big enough for seven kids. Right? I think they had seven or eight kids too. And he drives from Fairbanks to the middle of nowhere in the middle of the night to get us to drive us to Anchorage so we could catch our flights the next day to go to Hawaii on our trip.

Now, this is called after a while, sometimes saving money is a little dumb. Right? It's a little bit of a hassle. Right? Randy was another funny guy because his wife actually like literally like was, she was so ruthless at saving money.

I've never met something like this in my life. We actually made fun of her. They had bets at all the car lots in town because she'd go to every sale. They would always bet could somebody sell this woman a car. Right?

But not unless it was really on sale and she really needed it. Right? So in any case, so they drive and they pick us up. Right? So this is a background story.

So one day I'm at dinner. Okay? And the phone rings. My dad pops up and he goes and he grabs the phone and he goes, hello. And he's just talking on the phone.

Right? And to me, I was like a kid. I was like, we're eating dinner. Why are you talking on the phone in the middle of the day? Why are you talking on the phone in the middle of dinner?

Right? Now, of course, that's normal. Nobody talks to each other at dinner anymore. Right? We're like, hello, how are you doing?

I'm doing good too. Do you want to join my business? You know? So in any case, you know, people used to talk to each other at dinner. Like, why are you?

I was like, why are you picking up the phone? It's dinner. And he was like, because it rang. I was like, unplug it. We don't need to pick up the phone all the time.

And he says, David, what if Randy Olson is stuck on a dirt road? Right? And he calls me and I don't pick up. Remember last year when we were going to Hawaii? Remember that Hawaii trip and how fun it was?

We went because of Randy. What if it's somebody else and they're in an emergency or somebody's having a heart attack and they call me, depending on me, and I don't pick up the phone? Now, isn't it a different attitude today about the phone? Right? Call somebody.

What do you want? Text message. You know? What are you calling? Like, even your friends.

You call your friend and they don't pick up and then they send you a message back saying, what do you want? You know what I mean? Like, if we're a normal person, this is just the truth. This is communication styles have changed. This is going somewhere and this is going into the whole day.

So, this is important. Right? People are different today in the way that they reach out and communicate than they were 40 and 50 years ago. Right? Unfortunately, the industry takes a while to beat over the head, right, and say, hello, people communicate differently today.

You know? Online stuff doesn't duplicate because in 1942, I built a team of 10,000 people doing home meetings and calling people at 8 p.m. and they always picked up the phone and went to the meetings in 1942. Right? Well, so what happens?

So, you build a system and you say, make a list of everybody you know. Right? Invite them over to your house for a meeting. Right? So, at 8 o'clock p.m.

on a Sunday night, you pick up the phone, which is a landline with no answering machine because they don't exist. Right? And you make 100 calls, but you can't get to 100 calls because everybody's picking up the phone. Because people only worked one job, they were home with their family in the evening time, and if the phone rang, they answered it. Right?

How many of you know that's a very different picture than exists today? Right? Well, why are we still telling people to do that? Now, it's not that there's anything wrong with talking to people. Guys, I'm going to tell you how to talk to people today and how to do that.

It's not that there's anything wrong with that, but when we give people a strategy where we say, okay, now you're in, I want you to make a list of everybody you know, which isn't a bad thing to do. Hey, you know, Jordan, make a list of everybody you know, and I want you to call them all and just send them to a presentation. Here's the problem. Let's say he knows 100 people and has 100 phone numbers, which is very unlikely. Right?

Because he's a hermit. Right? But let's say he actually has that many phone numbers and, you know, the people all like him. Four will pick up the phone. Right?

So, we got all these reps in North America. Anybody under the age of 40 cannot build a business like that. It doesn't work for them. Right? That's why if you look at all the organizations that are duplicating fast like that, who's it made up of?

45-year-olds, 50-year-olds. Right? Why? Because they tell 18-year-olds to do that and none of their friends will pick up the phone. Right?

Some of you are like, huh, that's why my young people aren't doing anything. Well, it's, yeah, because they're trying to do it and it doesn't work. Right? And I used to struggle with this. I used to call people and be like, why don't they pick up the phone?

Until I realized that nobody picks up the phone for anyone anymore. Right? I'm like, oh, it's not that they don't like me. It's that they're hermits and they don't like talking to anybody and they're antisocial and they're chatting on Facebook. Right?

Nobody picks up the phone. Right? So, what happened is, our industry went through a massive explosion in North America from the 70s and the 80s and, you know, it was from just calling people, inviting them over and showing them a presentation because people would actually show up. That replicated unbelievably quickly. I mean, I'm almost jealous.

You know what I mean? I wish I could go make 100 calls and get 30 people over to my house for a meeting from the first 40 I called that all picked up. I mean, I would build a business like that. And it would be fun if that worked like that. I wouldn't mind at all.

But that's not what happened. You know, I started making all this money on the internet. This is going into lots of reasons and breakthroughs and strategies. Right? So, I started making all my money on the internet.

Right? And I joined this company and I just get sick of everybody hammering me to death to talk to your warm market and do home meetings. Right? I'm living in Costa Rica. I'm recruiting like two to six people.

A day into this deal. It was 500 bucks to join. And I'm just so sick of hearing, oh, the internet doesn't duplicate. Dave Wood doesn't duplicate. You can't duplicate a business like this.

You can only build a business like I did. You know? And so, I say, fine. I'm going to go do home meetings all over North America. Right?

Starting with my own because I'm not going to ask somebody to do something I'm not going to do. So, I'm living in Costa Rica. Chris is laughing here because he was there. And God was in a lot of pain from this. But Paul remembers this phase of my life.

You know, it was miserable for all of us. Paul, I'm sorry. But in any case, so, I fly from Costa Rica to Fairbanks, Alaska where I grew up because that's where all my warm market is because I want to do a home meeting. Right? Now, you're like, God, that must have been expensive.

Yeah, it was like $2,000 for the first class ticket or something. Right? Because I flew first class. Right? So, I flew all the way to Fairbanks, Alaska specifically and only to do a home meeting.

Because if I'm going to ask people to do home meetings, I won't do it unless I do it. And everybody says, oh, this duplicates fast. You know? Obviously, if you call your warm market and do home meetings, that duplicates. But, you know, sponsoring people on the internet could never duplicate.

It can't. Right? So, I'm like, okay. I'll go do it. So, I go to Alaska.

Right? And spend three days with Chris Rushlow calling everybody we knew. And he wanted to kill me. He was like, this is not why I joined you on the internet. Right?

So, I was like, I don't care. We're calling everybody we know and invite them over to my house and we're doing a meeting. Right? Because it duplicates. This is what everybody tells us.

Right? So, I call, like, all my friends and their parents and, like, the people I went to church with as a kid and, like, the people from high school that I met and, like, everybody that I could imagine I called. Right? I made massive lists. And I was calling all of them.

And it was a little bit of even a different conversation because I'm pretty open all the time. I'd be like, hey, Thursday night I'm having a meet at my house. Come on down. They were like, how much you making? And that's another one of those things.

And I'm like, I'm making, like, I made last month I made, like, 35,000. Silence. What are you doing? You got to come to my meeting to find out. Right?

So, they're like, oh, I'm coming. I'm coming to that. Right? So, I got all these people and they're like, oh, I'm coming. I'm coming to the meeting.

Right? So, anyways, I scheduled this meeting. Right? In Alaska. Keep this in mind.

But on the internet. Right? Because it duplicates. Right? So, I do the meeting and, like, there's, like, 40 people that say they're going to go.

They swear to God. Hey, I will be at your meeting. Right? Four people show up. And the four people show up.

Now, here's the funny thing. I still have this presentation. This is complete, it's one of the most hilarious presentations ever. Right? Because I broadcasted it on the internet.

Right? Half of it was making fun of Amway, I think. Right? I actually had Amway soap and I was spilling it, like, on my lap. And making fun of, like, the soap and all sorts of hilarious stuff.

Right? But in any case, so I do this presentation to four people. Now, guess who the four people were? I think one of them was Chris's friend. Right?

One of them was the taxi driver that drove me to my house. Right? He brought a guest. Okay? One of them was a lady I did martial arts with as a kid who just felt so bad she showed up.

Right? Nobody got in. Right? Which I thought was the most hilarious thing ever and I actually didn't care if they got in because I was making no money. I mean, this was a huge waste of money.

Right? So then, right after that, right? After that, we broadcasted on the internet. I sponsored, like, 40 people on the internet. Right?

I was like, I could have stayed in Costa Rica and did this. And then I went to 15 cities and told everybody to do the same thing. And almost every city I went to, the entire teams quit. Right?

It didn't work because nobody could get people to the meetings and the people that did get people to the meetings, none of them were interested. Right? They're like, this is stupid. I was like, I think you're stupid. They're like, it doesn't matter.

I was like, okay. You know? How much money are you making? A lot. Here's my check.

I don't think I could do that. You know? It was like the most ridiculous thing I've ever done in my life. But I did it because I wanted to try that stuff.

It didn't work in my age group. Okay? It just didn't. Right? Most of you guys are around my age group.

You've never been able to succeed like that. Because it doesn't work if people are under 45. Because we communicate differently. Right? So anyways, the industry has changed over the years.

The way we communicate has changed over the years. But people are stuck in this ancient stuff. Right? That worked years ago. Back in the ages where, you know, Adam and Eve were walking with the dinosaurs in the Garden of Eden.

Sorry, I had to. He thought that was funny. Right? It's not that the phone doesn't work. It's that hammering people on it and sitting there on auto dialers and slamming leads and slamming your friends and relatives with prospecting calls doesn't work.

If you're under a certain age group. Because times have changed. People don't communicate like that anymore. And if you do, you look like a total weirdo. And you're losing from the first second.

Right? So in any case, so systems change. And then you've got like in the 90s people started inventing faster duplication systems. You had the rise of tool systems that were focused on building a business through prospecting audios and prospecting VHS tapes. And then later prospecting CDs and prospecting videotapes.

Which what's the advantage of that? Well, the advantage of that is you can get somebody in your team who doesn't know how to present selling. Before they know how to sell stuff. Right? There's an advantage to it.

So all the fast growth organizations that are offline builders in North America now, they all build through third party tools. We've got these old dinosaur organizations that are still telling people to go show the plan and sit down with somebody and do an hour long presentation to one person to get them in. Right? However, the fast growth organizations, if you look at Nerium, right, you look at something like, you look at something that's not really a fast growth organization anymore but is still selling a lot. You look at Pre-Paid Legal, they all build through tools.

Right? You know, Agel built through tools. And so what people started doing was they started realizing that most people can't sell. Right? And this is something as you're building a team, and I want you guys to think of where you're at, most people can't sell.

Right? Most people can't sell. Most people in Empower Network can't sell. You teach people how to sell, most of them still can't sell. Because selling is a skill that takes a long time to learn.

Usually. Right? I started selling stuff when I was like 18 years old. Right? And I had kind of a knack for telling stories and stuff.

So I used to sell rainbow vacuums. I'd show up and like cut off jean shorts. Right? And tie dye shirt and sell a $3,000 vacuum when I was 18. Right?

And then I was a missionary for two years. And if there's anything that's harder to sell than vacuums, it's religion. Right? Got a lot of doors slammed in my face. I'd say actually this is significantly easier than that.

Right? So in any case, most people are not compelling presenters. Right? If you look across this room, how many compelling presenters have we got in the room? 10?

15 maybe? And this is an abnormal group. Right? And the rest of you, you need to learn. So most people build their business depending on the skills of people in their team to build it.

What's the problem with that? Your team got no skills. Right? They don't know nothing about selling. They can't tell a good sales presentation that sells stuff from a bad sales presentation that's boring and dry and nobody would ever buy from.

They can't tell the difference. They don't know what they're looking for. Right? So Jeff Olson, Eric Worre, and some other people around that time in NSA developed systems where they would get people on auto ships for prospecting videos. Right?

Get 50 videos a month shipped to your house and pass out two a day. How many of you ever heard a system like that? Two exposures a day in a weekly meeting. Two exposures a day in a weekly meeting. Third party calls.

Third party systems. Right? Why do they do that? Well, because of the phenomenon of everyone sucking at selling. Right?

But if you can put a video in front of somebody and the video can sell, it's like sitting down with a friend and showing them an infomercial. Right? And telling them that you bought it. Right? Works unbelievably predictably.

Right? You can sponsor one out of ten just by walking around passing out a good DVD if you know what you're doing. And it's super easy to do. Right? So that's how all the fast growth offline organizations grow is like that.

And it's miserable. Right? It works and it's miserable for everyone. Right? Except for the people that have like 10,000 downline all passing out two DVDs a day.

And then it starts getting really sexy as long as they turn off their phone and don't take three-way calls anymore. Which is exactly what my upline always did. Everybody do three-way calls and then they'd shut off their phone. Right? So we'd all have to get hold of each other and we were on the phone all day.

Genius, isn't it? But in any case, it works. Right? It works. And it works in scalable large numbers.

You can get a big group of people all passing out DVDs and they could succeed. Right? Why does it work? Because we have a predictable presentation and the presentation works. Right?

So that worked for, you know, that works and it still works and it's worked for a long time. Right? But there's a lot of problems with all these things that people are doing which leads me to me and my story and my breakthroughs. Which I'm going to cover really quickly now. So I got involved, of course, in Amway.

And they told me to do presentations one-on-one to every prospect and leave them an $80 info pack to think about for four days. Right? So I used to sit down and do an Amway presentation. An hour-long presentation flipping through and showing somebody the entire business which is the most ridiculous thing in the world. Right?

Because I can do that a thousand times a minute on the internet without talking to anybody. Right? It's really dumb. Even if you're talking to people personally, you want to talk to them after they've seen a presentation. Not during the presentation or before.

Right? It's a pain and it's just going to cause pain in your life. So I used to do that. I used to do an hour-long presentation. So that's my background.

And then we'd do a home meeting. And the home meetings were three hours. Right? And then you'd take them to a hotel meeting. The hotel meetings were three hours.

And then you'd take them to a Super Saturday where people would talk all week. And you had to take people through like eight steps before they'd join. Right? So almost nobody got in. It was a real pain for anybody to grow.

That's why they never developed any new leadership. So I quit and I joined another company. And they grew through those offline systems and tools. And I could recruit people. But it was awful.

Right? And that leads me to 2006 where I finally figured out how to get people to join consistently. Right? Offline. We got Chris right here.

And he was building that with me. He was actually the first person I sponsored in Fairbanks, Alaska. I invited him over to my parents' house where I lived. Right? And I did a meeting on a whiteboard.

You know? And somehow he deleted the fact that I was showing him this presentation about how to get rich in my parents' house when I was like 25 years old. You know? And he joined anyways. Like he just deleted the fact that, you know, hey, I'm going to get in this and we're going to get rich.

It doesn't matter that he lives in his parents' house and he's 25. You know what I mean? So he got in. And then other people started to get in because I started to get good at recruiting. And this is what I figured out about recruiting.

And I'm going into this because I want to talk about how to do this today. Right? How to do this really efficiently. So this is what I learned about recruiting that completely changed first the way that I recruited offline and then it translated really well when I took the model and I mapped it over to the internet. Here's the important thing that you guys got to understand about anything that works.

It's not the strategy that's making it work. The strategy is just a way to make the principle behind what you're doing work. Okay? Phone calling people and cold calling is a strategy to do something specific, which is to create exposure. That doesn't mean it's an efficient strategy.

Now some of you guys, like we meet one guy ever that like build a business by doing cold calls and then we go try to replicate them, realizing that out of all the people I know and all the people that I've met, I only know one guy that has actually built a business doing cold calls. One. I only know one. Right? I only know one.

I'm talking about calling leads and I only know one person that's built a business like that. And then when I pounded him to death with questions about how he did it, it turned out that his whole team was paying for co-op advertising to get leads on pages that were branding him and then he had people pre-sorting the leads and calling them from a call center and he was calling the ones that were interested, wanted to join and knew who he was. A little bit different than what the rest of his team was doing. Right? So anyways, here's what I learned about how to recruit.

Right? And then I'm going to get into strategy from this. Right? What I learned in 2006, right, is that number one, people won't look at a presentation, right, unless you create rapport and give value to them. Right?

Like, my problem was I'm always a little bit of a sociopath. Right? Some of you are like, I'm nervous now. No. That means that I don't have like normal social feelings.

Like, I don't want to like hang out in big groups all the time and stuff like that. And you look around network marketers, they're usually a bunch of sociopaths. You know what I mean? They're people that like, I want to get rich and I'll talk to all my friends and family and everybody in town and I'll prospect door to door and business to business to do and it doesn't matter what it takes. Right?

You're like, you know, did you eat paint chips as a kid? You know, what's going on? That doesn't make any sense for a normal person to do because most people would instantly give up on all that stuff, wouldn't they? Right? But you know, you got to give rapport and value.

So for me, I just always walk around and prospect. Well, nobody would ever offline look at a presentation ever if I just walked up and immediately started prospecting them. Right? It'd be like a realtor walking around saying, do you want to buy a house? Right?

One in 8,000 people will say, you know, yeah, but not from you. You know what I mean? So you have to create rapport in order for people to look at something. Right? That's a first step in recruiting.

Now, rapport does not mean your friend. People mix this up. They say friendship first, business second. Well, those are two disconnected things. Right?

I don't necessarily care if my friends are in business with me. I happen to have friends in business. But you're not looking for friends to get in business. I mean, for heaven's sakes, you know, hey, let's go on dates together and I'll give you back rubs and let's go out to dinner and let me buy you a coffee and then after six months of friendship and giving you value, I'll pop the question and show you the plan. You know what I mean?

What a godawful life. You know what I mean? You're looking for rapport. All rapport is responsiveness. In other words, if you want to recruit, you need somebody who responds to you, right, like you have some kind of social authority.

Does that make sense? Right? If people respond to the way you behave and respond to your questions and they respond to your energy, right, and I'll talk about that a little bit later, right, those are people that you can then direct and you can respond to. You can direct and you can recruit. If people don't respond to you, it doesn't matter if they're your friend.

You know, you go to your friends and you say, hey, you keep your options open. They say, well, yeah, but not with anything with you, right? Then it doesn't matter if they're your friend. You're not going to be able to recruit your friends if you don't have any social authority, right? So you need to be able to create rapport and value.

That's number one. And then number two, right, the next step is, is these people need to see some kind of a presentation, right? That I prefer in some kind of a tool, right? This is what I learned. I'm talking, I'm going back in time because I'm going to maybe mapping this across the internet, right?

Some kind of presentation tool. And for me, what worked in 2006, and this still works whenever I try it, is I had a prospecting DVD, right? So I'd get people to watch a DVD, right, which worked if I had some kind of rapport with them. And then after they watched the DVD, they also didn't just join. There was like a lot of steps into it.

It was actually a huge pain in the ass, but it still worked, and it still works, right? But this is how, like if you look across old schoolers, this is how like 99% of them all build their business still is like this, right? So what I'd do is I'd go to the presentation tool, and then I'd go to a three-way call, right? Which created another disaster, but they worked like magic, right? Now people have a, you know, people, none of us like three-way calls.

That's the funny thing about them. Like all of us hate them, right? The only people who pretend they like three-way calls, they pretend they like them because they make a lot of money, and three-way calls is part of the way they make money. They don't like three-way calls because they like three-way calls. Everybody hates them because you're pouncing on people, right?

You're like, hey, you know, you get a chance to look at the DVD? Yeah, I got a chance to look at it. Great. By the way, I want to introduce you to somebody, right? That's how you introduce it.

You're like, hey, you get a chance to look at the DVD, Chris? By the way, I want to introduce you to somebody, right? Now, there's a gentleman I know. His name is Mr. Rashkin, right?

Mr. Rashkin. He's earned millions of dollars in this business doing what, you know, the presenter talked about on the DVD. Now, Mr. Rashkin, right?

He used to work, you know, in the gym, but he's made millions of dollars in this. He knows everything about it, right? He knows the facts. He knows how to have tons of fun, right? He knows how to help you grow.

Right? He knows how to get rich. Aaron, you on the phone? This is Chris. Right?

I mean, that's what I call being pounced on, right? I mean, it's pouncing on people. You know what I mean? It's like the only people that would ever invent a strategy like that are sociopaths, right? So, in any case, it's like, grandma, by the way, you know, there's this rich guy.

I know you watch the DVD and you're nervous because it's your grandma. There's this rich guy. He's like so famous and he's bald and he's super cool and, you know, he flies around and does meetings and makes tons and tons of money. Eric, this is my grandma. You know what I'm saying?

Like, anybody here ever been pounced on like that? And it's like a massive pandering interrupt so you, like, can't ask any questions because you're like, what just happened? And your brain kind of shuts off and then there's like this person and you're like, you're sort of embarrassed but, like, you know, you just listen and then get sold, right? So, it works. But it works because it's a three-way call because you don't have social authority.

You don't have social authority with that person but you can create it with somebody else. And then I would have to get from a three-way call to some kind of a live meeting, right? And then if I did that, like, 85, 90% of them would join at the live meeting, right? At $1,000 buy-in. Now, if I just got people directly to the meeting, I could only get, like, 20% of them, right?

But if they had gone through a series of exposures, a series of escalating exposures, they would join, like, every day. Like, 85% of the time. So, it was super predictable and worked unbelievably well when it was done, right? So, it worked. Problem with it?

Pain in the ass and it sucks. Benefit of it? It works, right? Well, now, those of us who are like, you know, we have no normal social rules, we'll do something like that and do something like that and do something like that and do something like that and do something like that regardless of the personal cost to ourselves attempting to hit a goal, right? Which is exactly what I did.

Well, the problem I had with that is eventually it just burned my whole team out at once, right? Which is exactly what I've seen in a lot of organizations. Because that grows unbelievably fast. I know how to scale out an organization to hundreds of thousands of people doing this, right? It's super easy.

All you do, we get everybody in the room, get you really pumped up to pass out a DVD, make a really hot presentation tool that works when you use it, right? And then all I do is sell you all this stuff. All I do is sell you all on getting on a DVD auto ship, passing out two a day, and I go from market to market to market to market expanding the DVD auto ship while you're all running around ragged passing out DVDs to everybody and it scales. Works unbelievably well, right? Unfortunate thing, it sucks for all of you, but not me, right?

You know, how do you get rich? Pass out this Dave Wood DVD, right? So in any case, I've thought about it, I have. In any case, right, you get people to the live meeting and now as long as the live meeting is constructed right, I'm actually going to show you how to do live meetings a little bit later on, as long as this is constructed right and you close right, you'll get 85% of the people. And you can get them into about any price point right up to about a thousand bucks.

Past that, it's going to be diminishing because people don't have that much money to spend. But 80% of the room will spend a thousand dollars with a process like that. Right, Chris? We used to get no matter who came, if they went through that process, they would get 80%. If they went through that process, 80% spent a thousand bucks when I was presenting because I'm like a, I'm like a maverick, right, with that stuff.

I always was a maverick with that stuff, even back then. You know, he said I presented better than Randy Gage. You know, I remember he said that back then, but it was like our secret, you know, it's like he's got super powers, Randy does. Right, but in any case, this works. Now, what I want to do is look at why it works and then talk about what my next breakthrough was, right, because this worked but burned me out, burned all of us out at once.

Why'd it burn us out? Because everybody in town saw the stupid DVD. Number one, it was a little town and then it stopped working because, of course, that only works if somebody's right there, right, because if you mail a DVD out, you know, you can't get them to a meeting. It's a problem. So, the formula breaks down, right?

What was the other problem with it? It's super exhausting, right, because people are doing it because they want to get five, who get five, who get five, who get five, and then get rich off this gigantic organization, right? When that doesn't happen, they just get burned out. They just get burned out because it's so much work. Why else do they get burned out?

Because anybody good at it, their phone blows up all day. I know a company, they say, if you're not taking 150 calls a day, you're not moving on. Now, I don't know about you. I don't know if you've tried to take 20 calls a day before. Twenty calls a day will kill you if you're a normal person.

I mean, even if they're all wanting to join, you'll die, right? You're like, oh, God, just get in already, you know? The 20th call. You're like, give me another shot of coffee, right? So in any case, right, it works.

And then you get them in, and then what do you do? You say, build a list of everybody you know, buy the DVDs, which they will because that's how they came in, and then, you know, go, you know, pass out the DVDs to everybody you know. Now, that's when it actually starts running into problems. Why? Because the only people that will actually do it are sociopaths, right?

Some of you are like, wait a second, what are you saying about me, Dave? I've done stuff like that, right? Who's the only people who will do it? What does everybody else do?

They realize once they're in and looking at their list that they're going to have to go and pitch all of the people they love and care about a business, right? They tell you they're going to do it, and as soon as you leave, right, they put all those vitamins in the closet, and they say, I am never getting scammed again. They don't do it, right? One out of 20 people, if you're really good at selling them on doing it, one out of 20 people will do it. So what do the real sociopaths do?

They take the list and call the downline forum, right? I'll help you by calling your friends and family with you and for you, right? You won't call your family? Then give me the list, right? And then they start slamming your friends and family, and, like, you're scared of this person because they're just, like, they won't leave you alone, right?

And then they call your friends and family, and they say, hey, is this Jim? Yeah, who's this? This is Dave. I'm a friend with Chris. You know, I was mentioning Chris the other day.

I'm expanding a business here in town. Just ask him if he knew any sharp people when your name came up. You keep your options open. Now, the funny thing is that he's, like, having, like, heart murmurs because he remembers, he remembers me doing this with him, right? He's, like, I will not give you any more phone numbers.

His friends see him at the bar, and they say, Chris, don't ever give my number out again. That guy called me, and he won't leave me alone, so I'm coming to the meeting, and don't ever, ever give my phone number out to an MLM person again, right? But the thing is, it actually does work. That's the thing. It works, right?

It works. Because it works doesn't mean it doesn't suck. This sucks, right? So, in any case, but it worked, and, like, what happened after a while of it is, like, our whole team burned out at once because our, like, phones just blew up, and we were all taking three-way calls, and we were all, like, convincing, like, all these people to just come to the meeting and join, and then the meeting got bigger, and then we were, like, this sucks, and we all quit. At once.

Who in here has had something like that happen to a team before? Like, truthfully? Like, we're going to get rich. We're going to get rich. We're going to get rich.

And then everybody kind of all realizes the message is all phony at the same time, and everybody just quits. Right? Happens all the time, right, through this stuff. So, in any case, I just quit, and I was, like, screw this. You know, I'm going to go live in a van, right?

Which I did. So, I went and lived in a van. I was, like, forget this, right? I'm going to be like a hippie and only eat raw foods, and I'm not going to make any money. Right?

So, what happens is that gets old. Right? Everybody who tries it, they're, like, I'm not going to make any money because, you know, that's awful. Right? And then, like, six months later, you're, like, this really sucks.

So, then, right, I just get so broke that I'm, like, at this point, all I know how to do is jump from job to job, sell stuff, and do network marketing. Right? This is, like, you know, 2009. That's, like, really all I've done my whole adult life. I don't know how to do anything else.

So, it's, like, well, shoot, I've got to do the thing again. And here's what I decided, though. I decided I will not do it this way. I will find another way of doing it than being on the phone with grandmas and grandpas and people's relatives all day. I will not do that again.

Now, I'm not saying it's evil or bad or anything, if that's what you want to do. It's cool. You know, sociopath. I'm just saying that, you know. I just realized.

I refuse to do it. I just refuse. I will not do that. Right? So, I'm, you know, in this different space when I get involved in 2009.

Now, what I did was I kind of looked at what I had actually been doing, and I asked a different set of questions. Now, what's the problem with this? The unbelievable amount of time that it takes. I want you to think about something for a second. If I wanted to recruit a person, one in ten people who I gave that DVD to would join, because I'd follow up and get through that process.

Here's what I'd have to do. I want you to think about this, because I want you to realize how stupid what most people do in network marketing is. It's unbelievably stupid. And it's so lame for everyone but the companies. Right?

The companies are like, I have to duplicate and keep sending the money in. It's nice. I don't have to go to meetings. By the way, meetings are great. Keep doing them.

You know? It's just unbelievably awful for everyone. Right? So, I want you to think about this. First of all, I've got to build a list.

That's step one. Right? So, I've got to build a contact list somehow. Well, if I'm not a real social maverick like Jonathan Cronstedt, our CEO.

I mean, that guy could be a good network marketer. Holy crap. He's flying from city to city making relationships. He's got like thousands of people that know him. He knows everybody in the world.

You know what I mean? You know? If you guys have ever met Lisa Grossman, she's like that. She's kind of like everywhere at the same time in every city at once somehow. She's at every live meeting that ever happens.

And she knows everybody and talks to everybody all the time. Because she's a traditional networker. That's how they build a business. Right? I just never liked that.

When I was talking to somebody, it was to prospect them only. And then I'm going back and hiding in my house. You know what I mean? So, that kind of breaks down the formula. Because people know that I'm only talking to them.

And they're like, Dave's coming. Hide. Right? Today in the airplane, I love it. I sit down and people say, what do you do for a living?

I don't even try to prospect them or tell them what I do. You know? They're like, well, what do you do for a living? Nothing. Come on.

Come on. Tell me what you do. I sell drugs on the internet. Then they usually get really uncomfortable and stop asking questions. And I put the headphones on.

Much better. Much better. So, in any case, you've got to make a list somehow. So, what do you do? You wander around.

But it's building a list is what it's doing. It's building a list of people that respond to you. Right? That's what really you're doing in the offline strategies. You're building a list of people that respond to you.

You're building a list of social contacts. You're building a list through networking. You're building a list by going around and meeting networkers. You're building a list. And it's not just a list.

It's a list of people that respond to you because you've given value to them. Right? That's part of your life. That's step number one. Step number two, right, is an invitation.

Right? That's what the second step is. You've got a list and you've got the invitation. Right? That's step number two.

So, you've actually got to call and do the invitation. So, first you've got to walk around to build the list. I want you to think of how inefficient that is. Unless you're doing it for fun. Right?

Which some, you're a weirdo. Okay. Cool. You like to walk around and build a list for fun. If you're not doing that for fun, that's an unbelievable waste of time.

Isn't it? Like, think about the slowest possible way to reach out to people is wandering around and connecting with people to build, to add to a list that you could eventually prospect only after you've built a relationship with them. Go hang out at five churches every week and write down everybody's contact info. And right when they think you're there for real, that's when you prospect them. Then you invite them to look at a presentation.

So, you've got to call them. Then you've got to take a DVD which has to get shipped to your house. And you've got to deliver it to them. I used to drive and give somebody a DVD. Which might take 15 minutes and it might take 30 minutes.

And I'm excited the whole way to give this person the video. And then you've got to memorize a line so when you give them the video, they actually look at it. Because if you don't say it right, they won't look at it. Right? So, there's this little formula where you take a DVD and you put it in somebody's hand.

And you say, and they always grab it. It's a reflex. Put something in front of somebody, they grab it. And then you tug on it. You stare them in the eye.

You say, now promise. If I give this to you, you'll watch it. You say, my God, David. Did you eat paint chips as a child? This is what I ask myself when I look at this now.

Right? Some of you are like, this is unbelievably ridiculous. We get sold on getting rich by getting five who get five who get five. And then do this dumb stuff because we think it will work. Right?

And you guys are laughing because you've all done this. And then you've got to go back and get the DVD or they won't watch it. So, you've now got to drive back to their house. So, now you've called them. You've driven 15 minutes after a DVD was shipped to your house in an auto ship once a month, which also took time.

And then you have to drive back to their house to get it. And when you get it, half the time they don't watch it. Right? And then if you get it back, right, then you invite them to the meeting and then they get into the meeting. I mean, we're talking about hours for every person.

Right? But it works. So, everybody's like, do it. That's stupid. Right?

So, in any case, so I do all that and it just burns me out. And I'm about done. But I know this can work because I built a team. I put a thousand people on a team. I know there's a way to do this.

Right? So, what I thought about is I thought about what am I actually doing. Right? Here. All I'm doing is building a list, building rapport, which is responsiveness, not friendship.

There's a difference. Okay? Friend is somebody that you know. Somebody that responds to you. Somebody that responds to you could be anybody.

You could have a million people respond to you. Right? At the same time who you don't know. Right? You could have a lot of friends that never buy anything.

Right? The goal is not to sell to your friends. The goal is to sell stuff to people that will buy it. Does that make sense? I'm creating a list.

I'm creating responsiveness. I'm utilizing that responsiveness to get them to look at a presentation. And then I'm inviting them to a live environment where I can show them the whole thing at once and get them to make a decision. Does that make sense? To me, that's what I'm doing.

Well, here's the cool thing. There's a lot better ways to build a list than wandering around. A lot better ways. The internet traffic formula lists a lot of those ways. Right?

There's a million more efficient ways to do every step in that process. Through email, through text message, you can follow up with thousands of people at the same time. Now, if I had a choice and one is to drive back to everybody's house and get a DVD, which I can only do with maybe ten people a week if I'm unbelievably aggressive. Right? Choice A.

Choice B. Build a massive list of email of people that respond to me. And follow up with thousands of people a day at the same time. What's better? Right?

Obviously, choice B is better. Because they're not picking up the phone anyways. Unless they run a business and then they're hoping that you buy something and mad when you call them and prospect them about Amway or whatever it is. Right? But you're doing the same thing.

That's what I want to talk. I've talked to my old school friends. I've tried to explain this to them and they're like, it's not the same thing. Right? It's literally the same thing.

It's just a lot less work to get like ten times the people in. It's like it's less work. It's less complicated. It takes less time. It's less socially awkward.

You don't have to be a sociopath to do it. I mean, Lawrence Tam isn't a sociopath and he can still do it. You know, look at Chuck Marshall. He's not a sociopath. He can still do it.

You know what I mean? You don't have to be some psycho in order to make this work. You can be like a normal person. Some of you think that's funny. But really, I think this is psychotic.

You know? Right? Dave Sharpe says it best. You know? And they're more pumped about that than the patient who gives them $200.

It's unbelievably stupid. Right? So, this is the reality of our industry is most processes are built in a way that are unbelievably complicated, right, and inefficient to accomplish this result, which is creating a list, creating responsiveness, inviting them to a presentation that works, and then following up, getting them to, you know, a larger presentation or whatever it is, and then just getting them in the thing. Right? People are like, you know, build a friendship before they get in.

I don't want to go out and make friends. I want to go out and make friends with people that don't buy stuff. You know what I mean? Now, I might make friends, and they're my friends, but I don't want to go make friends with a bunch of people to sell them something. That's awful.

It's such an unbelievable waste of time. You know? If I'm going to go make friends, you go dancing or something, you know, or go to a church or something, to go to church, actually, not to sit around and say, who here can make me money? You know what I mean? How do you know when an Amway guy is in church?

It's because he sits like this. You know? So, in any case, so I get on the internet in 2009. Last breakthrough, and then let's get into how to do all of this. I'm giving you guys a background so you avoid a lot of pain.

I hope this helps you. Right? When you look at a strategy, you can look at why it's working, not what it is. Okay? So, I get on the line in 2009, and I run into my breakthrough, target marketing.

Really, I ran into attraction marketing, but what I really did wasn't attraction marketing. Right? Because attraction marketing is just a word Mike Dillard made up. To do network marketing, to sell people e-books and stuff. Brilliant guy.

Right? But really, what I ran into was target marketing. You're laughing at that. It's true. You know?

You buy the book, and what does it teach? I love this book, by the way, because it's the most brilliant thing ever. The book basically says, you know, it's really hard and difficult to sell your company, so don't do that, because that's hard. I'm going to give you a solution to that. And my solution is, sell my book.

And then sell your company. It's brilliant. And it works every time. And then you're like, my God, that's brilliant. The book is like a sales letter to get you to sell the book.

Right? Is what it is. Right? So, it's like a sales letter that's like a 30-page copy to motivate you to sell his e-book. It's like the most brilliant thing I've ever read in my life.

And Mike Dillard's brilliant, dude. He's my boy. Right? I read that thing. Once I figured that out, I was like, my God, this man is a genius.

You know, I wanted to actually give him a pat on the back, because I thought he was so brilliant. But then after a while of selling the book, because I got sold, I realized that it actually was no more difficult at all to sell my company than it was to sell that e-book. It was the exact same amount of work to sell either one. Right? That's the brilliance in it.

Right? Get everybody to sell my book is what he did. Right? So, in any case, you know, I get on the internet in 2009, and I know this works. And I see the internet.

And you know what I see? I see I can do what I know how to do, right, with thousands of people at the same time. Thousands of them at once. Right? And all I need is a way to get traffic and get leads, and I can relate to people and connect and sell.

I'm really good at that. I've learned that over the last, you know, set of years. Some of you aren't good at that yet. So, you've either got to learn that, or you've got to find somebody who's good at that and learn directly. You've got to find somebody who's good at that and learn to drive traffic to their stuff.

So, I get on the internet. Right? And I say, holy smokes, this is the same thing people are doing in hotels. Now, nobody on the internet realizes that. But I realize that.

So, what do I do? I start building a list through, you know, blogging. Right? And for me, the lists are my prospects. I don't treat it like it's just some random email.

Right? My lists are my prospects. Right? These are the people I'm prospecting. This is the list that I'm building rapport with.

Right? So, I start building an ever-expanding list of prospects, which they always tell you to do in network marketing, which I was always awful at. Right? And all of a sudden, I start having rapport with thousands and thousands and thousands and thousands of people at once. Right?

And then I do, just run them through that same thing on the internet. Right? Now, here's the cool thing that happened when I did that. So, I run into target marketing, which is just a specific group of people with a specific problem and need, and you sell to them in a specific way. Right?

And I use this formula to capture their information, show them a presentation that shows them how to solve their problem. Right? And I immediately start sponsoring two to four people a day into stuff that was super difficult to sell. And nobody could figure out how I was doing it. Tried to explain it, and they still couldn't figure it out.

Right? Because all the other people I knew on the internet, what they were doing, like I was in the system. Right? And the system at the time, they had like these capture pages, and everybody had like these five-minute welcome videos. Right?

This is before VSLs were popular. They had these five-minute welcome videos. Right? And then they'd put them, you know, you'd click a link below the welcome video, and you'd go to a 20-page sales letter. Right?

And the sales letter really wasn't that great of copy, to be true. Right? It was okay copy, to be truthful with you. Like it, pretty much people bought it because they just liked you or whatever. Right?

From your video. Right? But, you know, I looked at that, and I said, rather than putting this five-minute video here, I'm going to do like an Amway presentation here. Right? So I put together like just a straight hotel meeting presentation.

Right? The way that I sold, you know, the way that I sold Amway in hotels, the way that I sold Agel in hotels, that I'd get 80% of the room to buy. Right? And I started selling 15% of my list into whatever that is what I was doing. Because I was just doing, to me, I'm doing the same thing that I learned for the last seven years.

Only now, with a lot more people at the same time. Right? Does that make sense to everybody in here? See, I want you to understand the concepts behind why what we're doing is working the way that it's working. So, when the market changes, which it will.

Okay? You're not stuck trying to do something that worked back in the heyday in 2014 and 20 years when the market changes. How many know the market's going to change again? You know, you used to be able to call people and pick up the phone and it was easy. Right?

Not anymore. Right? The market's changed. Does that make sense to everybody in here? Right.

This is what we're doing. So, we showed you this morning, we showed you capture stuff. Why did we show you that first? Because. Right?

That's our list building now. Right? Targeting a market, advertising to them, collecting and building a list. Right? That make sense?

Okay. So, let's go through a couple more pieces of this process and then I actually want to get, what I want to spend time on is I want to spend time on, I want to spend some time on some follow-up strategies, I want to spend some time on some closing strategies, and some presentation strategies. Because where does this break down for people generally who try it? Right? Number one, set up.

Number two. Number three. Number four. Number five. They're spending way too much time trying to get everything right before they do anything.

Right? Maybe because they're in an inefficient system. Maybe because they just think they need to. Right? Maybe because they see somebody else having a team system so they want to go build a team system.

Maybe that's why they're doing it. They spend forever setting everything up and never start building a list, presenting to the list, and closing the list. How do you make money? Selling stuff. How do you do that?

You build a list. Present to the list. Close the list. That's it. Okay?

Now you can do that in a lot of different ways, but you're doing the same thing. You're selling high ticket. You're building a list. You're presenting the list. You're closing the list.

You're building network marketing. You're building a list. Presenting the list. Closing the list. Right?

You're doing affiliate marketing. You're doing the same thing. We're always doing the same thing here. Right? If we're not talking about team building and building culture, you're selling stuff to make money.

Right?