Don’t You Ever Quit

Welcome, everyone. Thanks for being here. This is Andrew Drawn, and tonight we've got part two of David Wood's series for What's Working Now, and I think tonight we're going to be talking about how to create compelling sales videos that essentially are going to do all of the selling for you. So get ready to take some notes. As always, we're going to have a replay, which will be available in your back office, and I have a feeling you're probably going to want to implement some of this stuff right away.

So like I said, be prepared to take some notes, and Dave, if you're ready, we can go ahead and kick this thing off. Well, yeah, absolutely, and thanks for the quick introduction. I probably keep it a little shorter than I did previous webinar series, if that's all right, maybe an hour or so. But guys, essentially, I just wanted to talk to you all tonight about how to sell stuff really without being present in the process all the time. We're going to be talking about how to sell stuff, and I want to talk about this because it's an interesting subject in this industry, especially in the network marketing niche, where it's assumed automatically by most of the niche that you have to be present to sell stuff.

You have to be on the phone to close people. You have to get on three-way calls all day, or you have to be involved with every person that is buying from you. And what I'm going to suggest here actually on the webinar call is not only is that not true, although there's nothing wrong with the skill set, and there's nothing wrong with learning it. In fact, it's a very useful thing to learn because a lot of new people are going to have to start there because of where they're at in their business, because of where they're at in their life. But what I would suggest is not only is that not true, but it's destructive thinking for the long-term success of your business.

And what I mean by that is, here's what happens. Let me explain this to you, and I'll tell you a story, actually. You guys know me. I've been doing this for a long time. You guys will think this is funny.

Andrew will probably think this is funny. This is a true story. I'm not making this up just for the sake of having a story to tell. It goes back to when I originally got on the Internet. Here's what happened.

I got online, and I started marketing. And the reason I started marketing is actually a little unique. Somebody asked me just before this call. I was on another conference call. I've been on like eight conference calls tonight with bankers and investors and all these people trying to set up these big old deals for people in the organization I built.

And so I was on these conference calls. And somebody said, you know, how did you get in the Internet market? I had to think back in time and go back, you know, back to 2009 when I was living in a van, and I just needed something. And the way it actually started, I wasn't looking for something to do on the Internet.

I was trying to succeed in network marketing. And I had succeeded partially before. And I created this organization of 1,000 people. And then it fell apart when I got married. And, you know, my wife and I, I went and I worked at a – I actually worked for a credit card company.

I worked for Discover Card. I hated it. I lived in a cubicle. I was like, this is the worst thing ever. And so I was like, let's quit and go live in a van.

And that was actually my wife's idea to go live in a van. She actually wanted to do it because, you know, she was like, you know, this house stuff is bullshit. Let's go live in a van. So we, you know, hopped off the plane, moved to Hawaii, and bought a van that we lived in for like the next nine months. You know, sleep in different beaches every night.

And it started off, interestingly enough, that we wanted to live in a van. We were like, this is exciting. We could go to the beach. The only thing my wife didn't like about it was that the showers were cold. You know, women tend to not like cold showers.

But then it turned into we couldn't find work because, of course, we had no address. And so it's a little harder to find work if you don't have an address. So we were using my brother's address, and then people would find out we lived in a van. And it was just counterproductive to getting jobs. And I was trying to build a business by cold calling because, you know, that's what I'd learned in network marketing before is that you just hit people up.

And so I was sick of hitting people up. I just couldn't go around and build an organization doing that anymore because after a while, I was just like, this is just bullshit. So, you know, I was buying leads and, you know, selling stuff on eBay to come up with money to buy leads, right? And then I was cold calling the leads because I'd rather sit, you know, in a chair and cold call people than wander around trying to hit people. And I was like, well, because I was just – I'd done it, and I just was over it, right?

So I was sitting there calling 100 leads a day. And, you know, my wife was looking for work, and she was going to get a job and support me. Well, I called leads, right? Well, I was calling leads and calling leads and calling leads, but then my wife couldn't find work, right, for a long time. And so I was like, oh, crap.

We were almost out of money. So we went both into town. We found jobs together. She got a job driving around on a stateway, you know, in Honolulu. And I got a job at Greenfield.

Greenfield, actually, wearing one of those little blue shirts, wandering around in Honolulu hitting people up for donations, right? So I was doing that. And then here's what happened. We were doing that for a while, and we were making money. We were kind of both working part-time about 20 hours a week, 30 hours a week, making enough money to survive because, of course, in a van you don't got too much expenses.

But we were really broke. And then what happened was the Greenfield office that I was in, they're like a sales organization. So if you ever see them and you're like, those guys are so charitable, no, no, no. They're like boiler room, like I'm not even kidding you around. The only difference between them and that movie Boiler Room is they smoke pot and have long hair and dreadlocks, and in the Boiler Room they're all wearing suits.

It's the only difference. They are like hard-for-ball-to-wall salespeople. It really is hilarious. If you give them an injection, they just repeat this thing over and over and over again until you either hit them in the face or die and give them money, you know? But anyway, so I'm working at Greenfield, and then everybody at the office stops producing.

It just kind of got dead. I don't know if you guys have ever been in a sales organization that's producing. And then just all of a sudden it was dead. Everybody lost heart, right? And they're just sick of doing it, and they're burned out.

People started quitting. The good guy left. Nobody could keep anybody motivated. And then I was the only guy selling stuff. So what happened was they sent this guy in to either clean up or shut the office down, right?

Because they're like boiler room hippies. It's really hilarious. And so this guy comes in, and he's like the hippie version of this executive who's going to go clean up everybody's ass. Well, they needed a reason because they decided to shut the office down to fire everybody, and I was the only one selling stuff. So essentially what happened is… I was late to everything because, of course, I mean, heck, I couldn't even get to the webinar on time, and magnetic sponsoring sure is important.

I can't show up here on time. So I'm sitting there, and I'm going around trying to sell stuff on street corners, and I'm showing up 20 minutes to an hour late every day because, of course, who gives a crap? I'm selling. You wouldn't think that in an all-commission thing that selling volunteer work that they would care if you showed up late or showed up on time. They'd just care how much you sold.

Well, this guy needed a reason to fire everybody, so, of course, I got fired for being late. So I got fired. I was fired from Greenpeace, if you can believe it or not. Of the asinine, stupid jobs to get fired for, I can now say that I've been fired from Greenpeace. Now, so I was kind of low.

So we were at this pot where I got fired, and I was like, crap. So here's what I decided to do. And I've actually never told this story all the way through, funny enough. But this goes into how to sell stuff, right? So I decide to get together with my wife, and I say, look, I've got to just start a business.

This is the stupidest bullshit ever to me. In this environment where you're around these dumb people, and they just… You have to be on time in a job that's only related to your production. Who cares if I do it at 10 o'clock at night or at 4 in the morning? It doesn't matter. So let's go to Alaska, live at my parents' house, and I'm going to start a business again and wander around town if that's what it takes.

So I joined this little company called – I'll just tell you. I'll just leave the name out because it's a generic term, and they're shut down. But a personal development company. I joined this thing, and I start trying to recruit people in this deal, right, by calling them, right? And it was attractive.

It was attractive to me because they paid like – they had like a 70% payout, and I'm used to network marketing having 30% or 40% payout or whatever. So I was like, man, this is exciting, right? And I get – they have this big payout, and they didn't really have a 70% payout. It's a little fabricated. But it was higher than normal.

So it was easier to make residual income. So I just started hitting people up, and I was like, I can't do this anymore. So I started looking for ways to do it online. Now, what I did offline was I wandered around. So what did I do when I got online?

Well, I wasn't going online to market. I was going online to build a business. And the only way I ever built a business successfully was wandering around. So guess what I did online? Well, I wandered around looking for people to talk to and prospect.

Very painful, slow process, and you have to be involved with everything. If you don't talk to somebody, they're not going to get in, and it takes forever, and you need to make 4,000 phone calls to recruit somebody. And that's just what I was used to. So I got online. I started trying to sell stuff.

Well, I soon discovered it was very difficult to meet people. On the internet, by wandering around, right? You know, I was wandering around on, you know, MySpace or whatever it was, you know, and then Facebook, and then I was wandering around on Craigslist calling, you know, people. And I was like, this is just stupid and exhausting, right? And here, I had something magical happen to me.

Funny story. This is a true story. Another company comes along, and I'm building this thing on the internet. Now, I had successfully recruited a few people, and I was out to dinner with the old team that I had built, right? And I was out to dinner.

I was out to dinner with, like, my top producer in this old team that I had built in Fairbanks, Alaska. And we went out, and we were at this dinner, and we went to eat at the same place. We used to have our meetings every week, and we were sitting down at this table. And, you know, I was just sitting there, and they're like, what are you up to? I was like, well, I'm building a business on the internet because it was a personal development company.

I wasn't really marketing, and I was just, you know, cold calling people. We had a team of 15 going, you know, a new team, just kind of working hard, you know. And we're sitting there, and so she's sitting across the table, and she's like, I would never do those things again. I'm so sorry. I'm so glad.

This is, you know, and folks, I'm not making fun of religion here. This is just so funny. And then, you know, I'll tell you the positive side of it here in a second. But you guys, one person will get offended by this, but what the hell. Then he goes, I'm so glad that God has saved me from network marketing.

I'm so glad, you know. And I was like, well, that's new. She's like, I was just after money. I'd never be after money again because I'm saved by God from money, you know. And I was like, oh, okay.

Oh, man. So I'm like, most obviously she's not interested, you know, across that wall from Lesra. So she's sitting there rambling. And she's like, what? And she literally goes on for an hour and a half about how she's so excited because God has now, you know, saved her from the industry.

And, oh, my gosh, my life is so much better now. I'm so much more peaceful now. And it's so good to walk in here and not be thinking about money, right? And I was like, okay, whatever. And then here's what happened.

And you guys will think this is really hilarious. So I'm like, okay, cross her off the list. I told her what I was doing. The next morning, I mean, it wasn't even a week, you know, the very next morning, 4 o'clock in the morning, my phone rang. Right?

And I'm like, throwing the microphone away. I'm like, hello? I was like, Dave, I'm so excited. Right? And I'm like, what?

You guys are the same person, right? I was like, what are you talking about? I was like rubbing my eyes. And I was like, I'm so excited. And she was like, Dave, I'm so excited because I found this thing that's not MLM.

You get three, and they get three, and they get three. But it's not MLM. It's like this club. It's so cool. We sell energy drinks.

I'm so excited. And she just started, blah, blah, blah, blah, blah, blah, blah, like dumping on me. And I was actually annoyed because I was like, of all the things. I was like, just yesterday, we're sitting at dinner, and you would never do. And I was like, so it's not MLM, is it?

And I was like, so how does it work? She's like, they get three, you get three, you get three, you get three. Some people know a company that says, right? And I was like, oh, God. You know?

So anyways, I made this video. I'll just say a name of a company because I've got to leave it out because I think they're still a company. I don't want to make that a legal trouble. But anyway, I'll make up a name of the company. Call it Zumba Boomba.

Right? So anyway, this Zumba Boomba company was essentially just like no substance whatsoever. You know? It's just fanatical people talking about nothing. And so anyway, she's talking about nothing.

And I'm sitting there, and I just get so annoyed because I'm like, oh, I was sitting there with you yesterday, you know, and you weren't interested. So anyway, so what happened was I'm sitting there, and I'm having a conversation with her, and I was a little rude, you know? But then I got off the phone. I was like, this company, again, making up a name, Zumba Boomba, is the stupidest thing ever. So I had a dirty shirt on, you know, one of my ones in Hawaii that I'd stained and spilled stuff.

And, you know, I'm sitting there, you know, and I turn on a camera, and I make a video. And I called it the Zumba Boomba Hype Wagon, Nine Reasons Why It Sucks. Right? That was the title of the video, except for, you know, it had a real company name in it. So anyways, I make this video, right?

And I put it up, and it was like David Letterman. I had the nine reasons why this thing sucked. And, you know, it was my first video, so I looked totally retarded. I wasn't even doing it to market. I was just doing it to kind of rant.

And, like, 5,000 people saw this thing in a day, because the deal was really, you know, moving at the time. Right? And they were just leaving, like, biting comments at it. Yeah, listen to this guy.

Look at his dirty shirt. You know? But all these comments are coming in, comments are coming in, comments are coming in. And I was like, holy crap. You know, people are like, I'm going to shoot you if you don't take this down, you know, because I was just making fun of the deal.

And so I'm sitting there, and here's what happened. True story. Right? So I'm sitting there, and I'm looking at these comments. I was like, I got to do this.

I got to take this video down. But I just got pumped up. Why? Because I just got 4,000 people to see a video rather than have to run around. I was like, there's got to be a way to sell like this.

This is just too much people to see something. I got to be able to sell like this, because I can sell already. I was like, man, this is just, I can get 4,000 people to see something, you know, without me being there. That's exciting.

Right? So anyways, I took the video down, and I started poking around, seeing if anybody was selling stuff through videos. Right? So I ran into this guy named Adam Chandler, and Adam Chandler actually, you know, he had another video for this, you know, oops. He had this other video for, you know, this Zumba Boomba company.

Right? So Adam had this video, and he was this guy, and he was like, hi, my name's Adam. If you're looking for information on this company, you're probably looking for a way to get leads and market and sell stuff. Well, I sell stuff and get leads and sponsor people, and I don't even have to talk. I just make videos, just like this one.

Go to my website. I'm Adam. Okay, bye. You know, it was like this, you know, total, Adam was, Adam's a lot better now, but I mean, he was just total, he wasn't even looking at the camera, you know, and this is what, I just believe everything I've ever told. Right?

So I see this guy, and I'm like, this idiot, if he's rich, I'm just going to tear this up. So I just went to his website, and I hit the bye button. And this is a lesson, because I didn't check what it was. I didn't look at, I didn't research it. I didn't spend four hours on the website.

I went to his website. I said, okay. That dumb, stupid idiot is getting rich on the internet. I'm going to tear this up. I just hit the bye button.

Right? And that was, of course, my lead system pro. Right? So I go, and I buy my lead system pro, and I just start working, because, of course, I'm a prospect in any way. And I went back there, and I was like, man, this is brilliant.

I was like, these guys, here they are, you know, selling stuff, and they're not even talking to people. I'm so sick of talking to people. So I got, you know, into this system, and, you know, I started putting videos up and, you know, things like this. And I called Adam. I was like, hey, man, I just joined your deal.

And he's like, oh, okay. He's like, later. And he hangs up the phone. I was like, that was weird. Right?

He didn't even want to talk to me. Right? I just joined his deal. And so I was like, okay. And so then I went, and I brought in, like, 20 people by making videos and getting traffic and writing articles and stuff like that.

And people started joining, and I was talking to my leads. And I actually used to call people. And, you know, then I called him back. I said, like, Adam, I just brought in 20 people, man. He's like, okay.

See you later. He's on the phone. But, you know, Adam. You think it's hilarious, right? He's just like this all the time.

And so anyway, he didn't remember my name two times in a row. But then I just kept going. And I brought in, like, 40 or 50 or 60 people because I was like, this is brilliant. I don't have to talk to anybody. And, you know, and then I called him.

I was like, man, I brought in, like, 60 people now. He's like, who is that? I was like, they what? And he looks me up, and he goes, is that Adam? He's like, holy crap, you brought in more than me.

Right? And he'd been in this thing for, like, eight months. And he's like, how are you doing? And then he remembered my name, right? And I was like, I don't know.

I'm just writing articles and going around and making videos and putting them everywhere and, you know, writing articles and putting them everywhere. And then people are seeing my videos. And they're just buying stuff, right? And he was like, what? And so he looks around, right?

But then here's what happened. I started signing up one, two, three, four people a day. And I was actually calling people who signed up because I used to call them, and then I'd sign them up for my company, right? And then I started bringing in two people a day, three people. And then I started having a downline.

And I started having a team. And my team was growing by the hundreds, right? And all of a sudden, I started getting swarmed with phone calls. And people wanting coaching. And people wanting me to set up their website.

And people wanting me to set up their blogs. And people wanting me to talk to their downline. And people wanting me to do three-way calls. And people wanting me to do conference calls, right? And I was like, this phone call business has got to go, right?

It has just got to go. I just am not, I cannot do, I am not doing this to sit in a corner in a cubicle and just be like, I'm not doing this. I'm not doing this to sit in a cubicle and be on the phone all day with people wanting me to set up. I am just not doing it. And so I sat there and I thought, and I was drawing out this stuff on the wall, right?

Drawing these little pictures and these diagrams of how can I create the ultimate situation and the ultimate scheme where I don't have to talk to anybody. You know, I ran into Dagan at the time, of course, who was the king of never talking to anybody. So I'm sitting there and I'm drawing things on the whiteboard. I'm like, all right, how can I do this, right? And so I'm sitting there and I'm thinking, I said, what if I told people that they shouldn't call me, and the reason they shouldn't call me is because I'm busy, and what if I told them that the reason why they want to join me is because I'm too busy to talk to them, and I started scratching my head.

I was like, could I sell like that? And then I came up with the ultimate scheme, and that was, I decided – you can check this out, this is useful information – I said, what if I told people to not call me for tech support, and to not call me for three-way calls, and to not call me to join, and not call me to help? And I said, okay, I'm going to help them set up, and what if I told them that if I did that, they would have to do that, and if they had to do that, their life would suck, so why should they expect my life to suck? And what if I told them that I only wanted to talk to them when I saw what they could do, so show me your stuff, right? Can I sell like that? And you know, the fascinating thing is not only did I keep selling stuff, I started selling more stuff, and my phone calls went down at the same time.

So not only did I get less phone calls and have less tech stuff, I helped babysit less, you know, work with all these people that really should be going on YouTube, finding out answers on their own. All of a sudden, I don't have to talk to them, and I'm selling more stuff, right? So then I started to get creative, right? So what happened was, I looked down, and I said, all right, there's got to be a way, because now all of a sudden, I have this time, right? Because I was helping all these people and holding their hand and saying, hey, can I just touch your butt if you please work for me in my downline? I mean, I was just doing everything to just please everybody, right?

And then I said, you know, I don't have to do any of that, so what do I do all day? Well, now I can get creative because all of a sudden, all my energy is freed up from all this bullcrap, right? I was like, this is the most unbelievable thing I've ever heard of in my life. I don't even have to talk to people, and they're joining faster than when I was talking to them, right? And then I figured out that you can outsource stuff, and I didn't have to do technical stuff, and I didn't have to do design because now I had money.

So now all of a sudden, I start paying somebody to do my SEO, and I was like, I don't have to do any SEO anymore, and I start scratching my head, and I say, but people buy stuff from me because I know SEO. But then I challenged that idea, and I said, do they really? And I started thinking, well, Mike Dillard doesn't really know anything about SEO, no? I mean, Dagan does a little, but not really. I mean, it's not what he does.

I said, Mike Dillard just pays for stuff. I mean, you guys realize, don't you, that Mike Dillard owns, you know, the Better Networker, and he owns, you know, this thing, and he owns Magnetic Sponsoring, and he never sends the emails, and he never shows up, and he's not on the webinar right now, and he's probably hanging out with his wife and his family. Well, Dave Wood is doing a webinar to help build his business. And I was like, fascinating. You can pay for stuff, and then not only do you not have to talk to people about dumb stuff, but you can pay for the dumb stuff that's additional that you don't want to do.

So then I started to hire an article writer, and I started hiring SEO people, and I started hiring people to do my phone calls, and I started hiring people to do all the dumb stuff that I don't want to do. But I'm just kind of this entrepreneur, so I just keep going, but that frees your energy up creatively when you start realizing that most of what people tell you is just hogwash anyway and it's not true. And so what do you really want is the question. Right? And if what you want is a telemarketing job, well, you might as well just call it good and go to a phone room in Phoenix, Arizona and start making cold calls to old grannies and trying to sell them insurance or something.

Right? Because it's no different, telemarketing and network marketing, than it is telemarketing selling insurance. It's just telemarketing. You're just cold calling, and I'm telling you telemarketing is not fun. I used to do it for a living and I don't like it.

Right? So that was my realization. Right? See if I lose anybody on the webinar by that. But who in the webinar?

I'm actually curious about this. Right? If you guys write in some, you know, comments or something. Right? You know, comments or whatever.

I see a little questions box that pops up. I'm actually curious folks. Right? How many people? Right?

How many people here want to be telemarketers? Okay? If you want to be a telemarketer, there's a little Q&A box over on the right. Type, yes, I'd like to be a telemarketer. And if you don't want to be a telemarketer, you just want to make lots of money, say, I just want the money.

I'm just curious actually as to what the responses would be from something like that. Who knows because there's only a few people actually on the webinar. No way. Very good to see on here, buddy. You know what?

You don't want to be lots of money. Kimberly Tilly, she wants lots of money. The money, the money. Jean Grass, the money. Sheila Sherman, right?

They all want to make lots and lots of money. Right? But nobody wants to be a telemarketer. So then why do we burden ourselves with these stupid things? And why do we burden our sponsor with these silly things that not only do we not want to do, but if we did, we'd be miserable.

And that's what we call culture. It's like, no, it's a good culture to be a three-way phone with everybody in your team. Well, it's also bullshit. It sucks. Right?

So I'm curious. How many people here want to be a telemarketer? And I'll tell you what the burden it is. And this isn't knocking network marketing. It's just knocking the bullshit, really.

It's folks. I remember it clearly. I got up there, and I was so excited. Back in 2006, I was pumped. I felt like Batman. That's why I brought Batman to church that day.

And then we go to a meeting. And in the meeting, the trainer said, three-way calls are the way to build your business. And I was like, this sounds so exciting. We're going to duplicate. We're going to have people just going all over the place.

We're going to grow 100,000 people from these three-way calls because third party is credibility. And I was like, I'm pumped. But then the next day, all my team was at that meeting, too. And my phone starts ringing. And I was pumped because I was like, hey, this is David.

And it was like, David, this is Johnny. I got my grandma on the phone. She's seen the video. She's super excited. Grandma, this is Dave.

And I was like, Grandma, you are so glad you talked to me because this deal is hot. I'm so excited. I'm so excited. And I was like, we got one. All right, so I hang up the phone.

And then the next minute, hey, this is Billy. Billy, I got my dog Ralph on the phone. And Ralph is so excited to see your presentation. And we're pumped. And then I was like, Ralph, dog, good thing you called because I'm jacked up about this business.

And then I'm like, well, I have to go. I have to go. Then eight hours later, having a heartburn and wanting to die, I am like, I am not doing this for the rest of my life, right? So I started thinking about it. I was like, is this really necessary?

And then I started thinking, why do people actually buy stuff? Do they buy stuff because of three-way calls? Well, no, they don't. They don't buy stuff because of three-way calls. They don't buy stuff because they get called on the phone most of the time, right?

They might buy stuff because they hear a friendly voice, but not because they get called on the phone, right? Sometimes they buy stuff because they get excited. Sometimes they buy stuff because it makes them feel good. Sometimes they buy stuff to get rid of the pain, right? Sometimes they buy stuff because they're excited about the future.

Sometimes they buy stuff because they see a vision, right? And none of those involves you sitting around doing all this grinder stuff. So I said, well, when do people usually buy from me? And this is a question that I asked myself. And fascinatingly enough, we used to buy stuff.

We used to do this thing. This is old school, right? Where we'd go through this process. First, I'd wander around town. Well, did people buy stuff when I was wandering around town?

Well, never. And I just came to this realization. I was like, well, I've never sold something while I've been wandering around town. I've sold something to people that I've wandered around town and met, but never wandered around, right? I was like, so do I sell them something from giving them a video?

And I was like, well, sometimes that's happened, where I've given somebody a video they've watched and just joined. Very occasionally, maybe one in 500 people, just if I, you know, wandered around and gave them a video. And then, you know, they'd see it, and then they'd just go join on their own. Very rare, right? So I was like, okay, that, people don't really join from that, right?

So I was like, then do they join when I get them on a three-way call, right? And then I discovered, and I thought about it, and I said, very few people I've ever done a three-way call with, either to my team or to my upline, have ever joined in a three-way call.

Barely anyone. And I was like, so where do people join? And then I discovered something fascinating, right? They join when they've looked at some information, they may have talked to a few people about it and gotten, you know, some positive affirmations, maybe their spouse, and then they've gone and they've sat through a presentation, and the key is a presentation that has taken away all their objections before they really asked a lot of them, right? And then they just want to join.

He didn't care. He didn't care if you don't buy. He didn't care if you don't join his group. He just goes and moves on and goes against the people that do care, that want it, that want it so badly that they sit there for an hour and a half through that 90-minute presentation where he tells you, if you don't buy now, the world's falling to pieces on you, so you're going to be rich or poor. And they're like, I'm going to be rich.

And they buy because why? That's who he's talking to. So you break attention. How? Honestly, by being a little different, right?

I'll tell you where I learned this lesson. And I was a missionary one day, and I didn't even swear at the time if you could believe it. And I was wandering around in England in a suit back in 2000. I was 19 years old. And I was wandering around in a suit, missionary, and I was sitting with this guy who had kind of been a missionary for a year and a half, and he was kind of tired and hunched over and had gotten a little bit of a belly in his – he had a Dilbert tie, and he was leaned over.

And he was like, people here, they are just skeptical. I said, hawk wash, they're skeptical. It's bull crap. And he said, Dave, trust me. I've been here for 18 months.

They're skeptical. Right? Dave. The industry has been around for a long time. Everybody who's in it is in it.

You can't build a business. Dave. The most piece of bigger is ever going to get. It's never going to get any bigger. I'm sure you're going to be successful.

Right? Hunched over with a little Dilbert tie and being skeptical. Right? I said, you watch because I got energy. Right?

I got energy. So I'm driving out there, and I'm confident, and I'm new, and there's people wandering around. And he said, here's what his challenge was. He says, I bet you can't get three people in a row to say hello if you say hi to them. Right?

You can't get them. He says, well, why wouldn't they say hi if you say hi? And he says, because they're like people in New York City, just cold-hearted vermin. I mean, not so many words. He's a missionary.

Hilarious, isn't it? That's just like Jesus, right? Anyways, I mean, he was a great guy. He was a hilarious, huge heart guy. He was just kind of finicky and skeptical and kind of had gotten cold from people telling him no for two years straight.

Right? Which isn't expected of anybody. You know? You get no enough, and your heart gets a little cold and impassionate towards people, you know, sometimes until you learn to tap into your inner child by going to Tony Robbins. Right?

So anyway, we're on the call, and he goes, watch. He goes, hi. And a lady says, hi. And I go, you got one? And he says, yeah, Dave, but I've been doing this for two years.

I ain't never got three in a row. And he says, hi to another person. And they just kind of put their head down, you know, put their shoulders down. They just walk by him really quick. Right?

And I said, well, that was kind of funny. He actually didn't get three. He said, dude, I've tried hundreds of times. I've tried hundreds of times over the last two years. I ain't never gotten three.

Right? He'd actually been around, excuse me, for 22 months. He had two months left, and he was going home. Right? So I said, try it again.

Try it again. That's fine. And so he goes down, and he goes, hi. And the person goes, hello. And I got one.

And then, you know, we're just having a game. And then he says, he was driving down the street, and then he goes, hello. And the guy says, hi. You know, and I was like, you got two. And he says, yeah, you just played, buddy.

And he goes, hi to another person. And then she goes, third shoulder's down. And just kind of walked back. And I said, you've got to be kidding me. He said, dude, I've been trying for two years.

And I said, you're doing it wrong. And he goes, what do you mean? I said, dude, you want people to acknowledge you. You've got to be a little wild. Right?

You've got to be a little wild. Right? You know? I mean, you know, we're missionaries, right? So we're walking around talking about God and whatever.

And I was like, Jesus walks in the temple, just flips the thing upside down, started whipping people in the butt. You've got to be a little wild. Right? So I was like, yeah, whatever, Dave. He says, I bet you $5 you can't get three people to say hi in a row.

And I said, dude, I bet you $20 because I'll do it the first try. And he says, no way, dude. I've been doing this for two years. It ain't never going to happen. So I walk out there, right?

And I'm just quiet. And I wait until the guy's like five feet away. I jump in front. I say, oh. Right?

And he bursts into laughter. He said, hi. I said, I'm Dave. I talked to him for a few minutes. And then I go to the next person, and I didn't do that.

But I walked up. I said, you have got the coolest hat I've ever seen in my life. How are you doing? And he said, well, good. I like this hat.

You know, it's kind of nice. And I said, as a matter of fact, it's the coolest hat I've ever seen. Of course, I hadn't met the furry hat guy. So then I got two. And the guy was kind of nodding his head.

I said, you look interesting. And then I leapt down the road in the middle of traffic, and I stopped the cars, and I said hello, and everybody said hi back. Right? And he about had a heart attack. But everybody said hello, like five people at once who had stopped their cars and screeched to halt to not run me over.

Right? And first try. And he said, how did you do that? And I said, you've got to break their attention because people are distracted. Of course, they don't want to, you know, sit around and, you know, listen to boring stuff all day.

And most people in network marketing, what do they do? They dress in a suit. They look like a Mormon missionary, and they wander around being boring, and they expect people to buy stuff. It ain't happening.

What do commercials do? They bring a hot girl out. She's home with some beer, and she says, if you just drink this, you're going to give me a kiss. And you're just looking at her boobs. Right?

I mean, that's just all you're thinking about. Right? So in any case, you've got to break people's attention. You've got to break their attention. I mean, a lot of you guys are just sitting there, jaws dropped, through this whole presentation, on the stuff I'm saying.

And I've offended a few people to the point where they've hung up the phone. Right? But all of you, isn't it amazing that I haven't been moving slides? I hadn't even prepared anything. I got on here, and I just said, I'm going to talk about selling stuff.

And isn't it amazing that here you are fascinated? Isn't that interesting? Why? Because I broke your attention, because that's how you sell stuff. Right?

Now, what's the next step in selling stuff? Well, you've got to speak to the needs. It's the wants, the desires, the passions, the hot buttons. And you've got to do something where you connect yourself down to the level people are at, and then lift them up. And that's how you build rapport.

So step one, to break their attention. Step two, what do you got to do? You've got to build some rapport. How do you do that? Well, it's real simple, folks.

Everybody has pain in their life. It's pretty common. Right? Now, not everybody is going to relate to your pain. And guess what they're going to do if they don't relate to you?

They're going to leave the video. All right? And that's okay. Don't get offended at them saying, oh, yeah, whatever. Some people say, you know, I'm homeless living in a van.

And they say, I've been rich my whole life. This guy is just stupid. And they stop the video, not realizing that now I make a lot more money than later. Right? But not everybody is going to relate to your pain.

But here's the key. One out of ten will, if you're honest, and you don't lie. My biz partner, Dave Sharp, one of the most extraordinary communicators I've ever met in my life. Right? Why?

Why is he so extraordinary? Why does he reach into the hearts of people like he does? Why do people buy stuff from Dave Sharp? Because Dave Sharp struggled from the time he was a teenager. Right?

Dropped out of school. Did drugs. Lost his daughter. Had a daughter when he was 16. Ten years of pain and struggle.

And one day he got down on his knees, looked into somebody's eyes, and he said, help me to save my life. And when I say that, I don't mean Dave Sharp. Don't you just want to buy stuff from Dave? I mean, you just want to go to his website and buy stuff, don't you? You say, that is a man that was in pain, and he overcame the pain.

He wasn't a wussy about it. He didn't look in the mirror and say, oh, God, you know, he did. But then he said, please help. And then he stepped up, and he made something happen. He wasn't a wussy.

Right? So people say that, and they say, I am pumped up. It's an archetype. Right? Why?

Because people, folks, they relate to archetypes. Right? Not everybody that's curly haired and lives in a van got fired from Greenpeace, but they've gotten fired before, haven't they? They've been rich and then been poor, haven't they? They've had money and then had none.

They've struggled with recruiting and wandering around, haven't they? So they hear my story, and they say, man, oh, man, I can do this just another day. And they keep going, and they keep watching the video. And then you've got time to tell them stuff. So you tell a story that connects the pain.

Right? A lot of you are too scared to do that. Because you think that if you tell people the truth about who you are, that they're going to leave you, and they're not going to want to be with you. You think if you just be honest that they'll go. But I am telling you something.

People don't want to hear you lie. They don't want to hear you saying, let me tell you something. I'm getting 100 leads a day, and they look in your eyes, and they say. That guy is full of crap. No, he's not.

They want to hear you say, you know what? Let me tell you the truth. I got $500 left. My wife is stressed every day. I can barely eat.

But I am not giving up on my dreams. You need to decide how real you are. And if you're real, and you ain't going to lie to people, and you're going to step with me, and walk with me, I'll tell you something. I ain't never going to give up on you. I'm always going to believe in you.

I ain't perfect. I ain't recruited 2,100 people. But you know what? I ain't a quitter. So if you're looking for somebody to work with, you want to work with me.

That is what people want to hear. And if you're not honest about yourself, people will not want to be with you. They don't. They don't want to work with inauthentic people. They don't like people.

They don't like people who are not real. They love people who are real, who are honest, who say, fuck this bullshit. I am not being a corporate drone. I'm making something happen. It doesn't matter if I've failed for the last 18 years.

I ain't never going to give up that shit, period. And they say, oh! And that's what connects to people. And that's step two of selling stuff, is to connect with people, connect with your audience of who you're selling to. And you've got to decide who you're selling to.

And here's the key. You can't sell to everybody. You can't do it. Because if you try to do it, you're going to have to pretend that you're somebody that you're not. And he who tries to sell to everybody doesn't sell to anybody.

That's how it works. That's step two. You've got to connect with people by telling a story. What's step three? You've got to show people the pain they're in, and relate yourself to it, because now they're starting to trust you, right?

And here's the cool thing. A niche is only so big. You can't sell to everybody, but you can certainly sell to a niche. And the funny thing about a niche is that most people have got the same pain, and those who don't have the pain did have the pain, and they've overcome, and they'll still connect to watch the video, and because you're real, they'll buy stuff, right?

So we're network marketing. And what pain do we address, and what pain do we sell to, right? Well there's a lot of pain. In attraction marketing, there's a certain amount of pain, and to the masses, there's a certain level of pain that we sell to that doesn't apply to everybody. But it does apply to people who ain't even in the niche, and how do you relate, and how do you sell to them?

Well, let's go network marketing first, and then we'll go to the masses. Because they are different, right? What does network marketing people struggle with? Bull crap by old schoolers. I'll just tell you just the truth, right?

Now I'm not saying old school is bull crap, but I'm saying a lot of things in old school are bull crap, right? And they just think it's true, and they just keep people running around doing nonsense all day, and people are fed up with it after a few years of failing, right? So you might get in a team, and they say, make a list of, you know, call Grandma, call Sue, call Billy again, and you're like, oh God, I was just in a deal that did that. And you'll do it a few times, and then after a while, you start looking at your list, and you're like, God, you have this realization. You wake up one day, and you say, they ain't interested.

And all of a sudden, you're scratching your head, looking at yourself in the mirror, and you say, I ain't never going to talk to anybody that ain't interested again. What a waste of my day. Here we are talking about a business, and then we're being telemarketers, and business owners aren't telemarketers. Right? You're a telemarketer, $6 an hour to do all your prospecting, and you show up at night after your job, and you just close it.

Why don't you do that? Isn't that smarter than calling people and doing the job as a telemarketer? Right? And you realize that after a while, and you're like, God, this is so stupid. This is so dumb.

And then you start looking for somebody who can really teach you how to do it in a new way. Right? And then you might run into some pain, and some other people who are still frustrated with the same thing. And what do people in this industry struggle with? It's old, cool nonsense.

They're sick of meetings. They're sick of holding people's hands. They're sick. You guys aren't here because you don't want to run into a three-way call again in your life. You don't want to run into a call lead again in your life because you're like, God, that is dumb.

Isn't it? Isn't it stupid? I mean, it's the stupidest thing you've ever heard in your life. Dillard doesn't do it. Friggin' Randy Gage doesn't do it.

Eric Lurie doesn't call leads. Right? None of these bigwigs call leads. Dagan Smith doesn't call leads. Dave Wood doesn't call leads.

Why should you do it? I'd say you shouldn't. It's a $6 an hour job, so if you're going to get leads called, why not hire a college kid who's a little hungry and he's eating beans and he wants to upgrade to eat a steak every two days? Why not do that? Right?

Let me talk to the decision maker, and then you pop on the phone and you say, Billy, I heard you're interested. What can I do to help you make a decision? Isn't that different than calling leads?

Right? Why would you ever do something so stupid again in your life now that you know? Well, now you didn't know, but now you do, and that's fascinating. So everybody connects with this, and you guys are leaning forward in your chairs saying, oh my God, nobody has ever told me the truth, and if I told you this at the beginning of the presentation, wouldn't you want to keep watching and find out what the secret is? If I said, when I teach you these five things...

You ain't never going to have to call a lead again from this day forward who's interested. And people are going to lean forward, sweat is going to go to their eyes, and they're going to try to pretend that they didn't shed a tear, and they'll say, finally, the solution to my pain. Right? And you say, you know what, let me tell you something, a few years ago, I was just like you, calling leads, frustrated, and no matter how much I called, and no matter how frustrated I became, I still lived in a van, and you might not live in a van, but let me tell you something, friend, if you're still watching this, it's for one reason, that's because you know you're broke. And they say, oh God, finally an answer to my prayer, right?

And they start getting excited, and then you say, by the end of this presentation, I'm going to have shown you the five keys to never calling a lead, to out-recruiting every upline you ever had in your life, to building a bigger organization that's bigger than 10,000 in just 30 days, all from a rinky-dink laptop, granted I live in a 4,000 square foot home in the mountains of Costa Rica, all without ever picking up the phone, who's interested? Everybody who's here. And the ones who ain't interested, they left, and guess what, I ain't touching them, trying to touch them on the butt, saying, hey, I'll touch your butt if you join my business. I say, see you later.

Don't let the door hit your butt on the way out of my house. Have fun being poor. And I'm fine with that, because you know what, folks, here's the reality, the world needs poor people in it. Now, everybody wants everybody to be rich, but here's the reality, we need poor people in the world. Why?

Because, folks, if there weren't poor people, who'd wash your car, right, when you're rich? Who would drive the airplanes that you're flying in when you're rich, right? Who would you have clean your house when you're rich if there's no poor people? If everybody's rich, right, who would clean your shoes, right? Who would clean your carpet?

Who would do your lawn work, right, if everybody had money? Well, you'd do it all, wouldn't you? Well, if you want to do that, why not be a lawn man, right? So let's just open up to the reality that the world needs poor people, even if they're all temporary, and eventually they all get rich, it needs poor people now today, because, God, otherwise life would be hard. I'd have to do my dishes and clean my clothes if there wasn't any poor people around.

But guess what, did you know that you can bless poor people by being rich, much more than by being poor. Some people say, oh God, I can't be rich because God wouldn't love me anymore, right? And they're like Christian and they don't realize that all the Old Testament people were rich and they're not thinking about Solomon who was rich and David that was rich, right, and that Jesus could just look at somebody and then get on a boat in two seconds and be at the front with 10,000 people surrounded and he might not have had money, but he certainly was rich. And they're not looking at that, they're just saying, oh, God wouldn't love me if I was, if I was rich. Not realizing that if they were rich, they could feed all of the poor.

Here's a fascinating thing, folks, and this is interesting to everybody here on this call. Let's talk, let's take a couple of considerations. Is it better to just go give somebody money or to give them work when they're struggling? What's better for them, right? If you give them money, they feel like they owe you, they feel guilty, they feel ashamed.

But if you call that same person who's struggling and you say, hey, you know what, let me tell you something. I ain't going to give you money. I ain't going to give you nothing. But I'll tell you what I will give you is I'll give you work and I'll give you an opportunity. I got something I don't want to do.

I think you'd do a great job. I'll pay you more than you're worth right now at your life, realizing that you'll be worth more later if you do a great job. I'll give you work that you can feed yourself and I'll teach you how to advance through life if you're willing to listen. And you can give somebody who's poor a job, folks, and I'm telling you something, there ain't nothing you can do to bless their life more than that. You can't give them money to bless them like that.

You can't give handouts to bless them like that. You drop by and you give them handouts, they'll start avoiding you because they'll feel guilty. But if you give them work and you give them a shot, they'll not only do a great job, they'll not only give your life blessings, they'll not only make your life easier, but they will love you and be enriched and bless a lot of people. Now you might think that's just atrocious, but folks, like 3 billion people in the world live for less than $2 an hour.

That's not true, you think you could employ some of those people if you just had some money? So don't let anybody ever give you any crap, dope trips about making money, ever, because they are letting their views of the world stop themselves from feeding all the people out there in the world that need food, right, that need it desperately and would work for it. They don't want a handout. They want an opportunity, and they're stopping them from having a chance by their own lack.

Right? Don't you ever do that. Don't you ever judge somebody who has money. Don't you ever judge Bill Gates and say, oh, I would never be that guy, because Bill Gates gives more money away than the whole network marketing industry combined every year, right? So let's not ever judge a man like that, right?

But folks, you've got to realize something, that you've got to tap into people's hearts if you want to lift them up. And the way that you do that is through stories, right? People want stories, man. They don't want to get on a webinar and say, let me do this. They don't want to get on a webinar and say, let me tell you the mechanics of selling, five steps, blah, blah, blah, blah, blah, and they're like, oh, God, if this is what I've got to do to sell, just shoot me now.

Life sucks. They want to hear the passion and the laughter and the joy and the pain and the struggle and the time when your wife broke her foot and you built her a cardboard boot like I did to help her foot heal because you couldn't afford the doctor bills. And she looked at me and she said, you know what? I love you, not because you have money, not because you're rich, I love you because of who you are. Even though her foot's broken, I had to build her a cane to walk around for a few months and I was the one who made a mistake that broke her foot, right?

You know what? She just loved me anyway. People want to know that. People want to hear stories. They want to hear how the stories connect with life.

What does that show you about life? It shows you that people with the right heart. People with the right heart who go through pain and struggle are victorious almost all the time. Why do people connect with my van story? Because it's a greater level of pain than most of them had and now I'm successful so they look back at the pain and they say if he can do it, I can do it and they pay attention.

And then you relate to their pain. So that's the industry network marketing. They're all struggling from the same five things. I mean it's like four things they're struggling with, right? What about, this is fascinating.

What about the masses? What do they struggle with? Folks, do you realize here, and this is fascinating, right, and some of you are like, what's he on about now? Well, do you realize you can sell network marketing to the masses? Now attraction marketing has done something and it's an interesting dynamic in the sense that attraction marketing is really done, right, is it's taught you how to build a relationship with other network marketers by feeling their pain out and communicating with them and selling them stuff and making money.

And then the more credible you become, the more people want to work with you in the niche. It's just the way it is. What do I got to do to do what you do? And now all of a sudden they follow you, right? So every level of pain and every level of struggle.

Every level of victory attracts a certain percentage of the population. The more you're struggling, the lower you are on that train, the harder you have to work for a little bit lower results. But the more you keep going, the more you get results and experience, the bigger the niche you relate to and the more people you start recruiting, the more money you start to make. And then what do you do after you connect with the pain? You show them the solution.

And you don't even have to tell them what it is yet. And in fact, if you do tell them what it is already, guess what? They're going to stop watching, most likely, or start Googling about it. It's not yet time to start telling them what it is. They got to wait to see what it is.

Most of you just want to tell them what it is. I'm in Amway. I'm in Vice Salus. Join my Vice Salus business. Join my Amway business.

Two great companies, right? With great distributors who know what they're doing and lots of distributors who don't know what they're doing. Right? Incredible companies. Vice Salus, actually, I'm not in it, just so you know, I ain't promoting no companies here.

I'm just saying they're in hyper growth. They're adding 80,000 people a month right now. So they're growing fast. Amway, they had their first billion dollar month last year. Some people say, I'd never get in Amway.

Well, that doesn't stop people around the world from getting excited about it. It's a great business, isn't it? We got to respect, right? But guess what? You show them a solution.

You still don't even have to tell them what it is. Isn't that beautiful? You could have the posture now. Somebody says, well, what is it? You say you finished watching the presentation.

They say, no. You say you better get your butt off that lazy chair and watch that presentation right now because otherwise I'm going to hang up the phone. Don't call me again until after you watch the presentation. Right? Don't watch the entire video.

People still, they hit me up today. They say, Dave, I need help with this issue. And I say, did you watch the video? And they say, well, no. Just tell me the answer.

I say, you can't know the answer without watching the video because you won't listen until the time when it's appropriate to tell you. So if you want to know, watch it. Even Brian Finale, he called me the other day. And Brian Finale makes a lot of money, too. He said, Dave, just what's the answer to this?

I said, Brian, I gave you the link to the Ustream twice. Yeah. He's like, Dave, just tell me. I was like, no. Right?

Go watch it. He says, ah. Right? He probably said, well, watch it. Well, why is that insignificant to me?

Even though I like Brian, I have a relationship with Brian, why is that insignificant? Because if he doesn't watch it, he doesn't want to know anyways. Right? So why would I bother telling him? Why would I bother?

He doesn't want to know. He's not sitting and watching it. Right? Why would you want to convince somebody that doesn't want your presentation to watch? It doesn't make any sense.

Right? So you show him a solution. He's sitting there watching it. Right? Right?

You don't even have to tell him what it is. Right? And you say, I'm going to show you the five T's. Right? Let me get some water.

I'm kind of rambling. I went on longer than I thought tonight, but I've still got a little bit to go. I'm not even telling you how to sell stuff yet. Unbelievable. I've been rambling about nothing for an hour.

But isn't that reflective? Just think of Amway here. You're there for two hours. You don't know what it is. Right?

And you say, oh, that doesn't work, Dave, those Amway meetings don't work. Well, somehow they just had their first billion-dollar month in 2011, after 70 years. So obviously it works. Obviously, not telling people what something is obviously helps you sell stuff and make money. So why would you bother telling them before they're ready to hear it?

Because you've got to capture them not by what it is, but by what they're interested in, because nobody's interested in what you and I are interested in. They're only interested in what they're interested in.

So why not just talk to them and get the ego out of the way and just say, all right, let's make some money. So these are the five things that you need to do to never call a lead again and make tons of money. Now, after an initial presentation where I'd connected with somebody and felt their pain, and now they're qualified because they relate to the pain I was in, which is a niche. It's not everybody, folks. It is a niche.

How many people would remain for the rest of the presentation? Everybody passed that point. Why? Because they've already disqualified themselves if they've left. They've disqualified themselves already.

If they've left. Right? You guys understand that? So the people who are not interested are gone. The people who are going to stay, they're going to buy something or be too broke if you're doing a good job.

That's what your job should be. You should be, if somebody actually watches this whole thing, and I want to scare away everybody that doesn't want to watch it, if somebody does watch it, they're going to buy something by the end of this thing. And then you don't care about the people who leave. Feel free to offend them away. How many people watch one of my videos all the way through?

That's a sales video. About 8%. Right? Actually, no. 10%.

But now, here's the interesting thing. Okay, just to give you an example. I just launched this company, the Empower Network, right? Social media training company. Right?

My own little training deal. And guess how many people watch the presentation? Well, about 9% to 10%. Now, here's the fascinating thing. Guess what percentage of our leads buy?

Right? Now, hear this out, because a lot of you are going to fall out of your chair because of this. This is honest. We've generated about 90,000 to 95,000 leads, probably more today, right? Leads, not customers.

And guess how many people have bought? 10,500. About. I can actually show you guys if you're skeptical of that.

You say, how do you get 90,000 leads, 95,000 leads, and get 10,000 customers? Because everyone who watches our whole presentation, they buy. And the rest of them. They get offended, and they say, I've never joined that thing. I'd never buy that thing.

And that's exactly what I want to do. Exactly. I want them to be so offended, they go tell all their friends and family, and their friends and family are like, what's this thing you're all offended about? I want to go check that out. Because normally, they're trying to spam on their links.

I want to go check out this thing that you don't like. What's that? That's what I want to do. I want to offend them away. Right?

Why? Because why would I want somebody that just doesn't want to do it to get in? So why not be as strong as I want to be? What do we say? I say, one of my sayings is, don't be a wussy.

Just get in. Don't be a wussy. And that offends 9 out of 10 people. But guess who buys?

10% buy. Everybody else. Because they want to get in. And they just need somebody to tell them and say, hey, don't be a wussy. Just get in.

Just do it. Just join. Stop being a wussy. Make a decision. Just be an adult.

Just join. Right? And some of you guys are offended, but you're like in shock and awe that I would say that. Right? Right?

And I do. Right? But that's what they want to hear. So that's a key out of the five. Right?

To never have to call a lead again. What's another key to never call on a lead again? Right? Lots of traffic. Lots of traffic.

So much traffic that you could never keep up with all the leads, even if you did want to call a lead, because there's just too many to talk to. So you just have to keep up with all the leads. And that's a key. And you just give up and you say, forget it.

I ain't calling them anymore. I'm going to hire somebody for $6 now. That's how much traffic you should get. Right? That's another key.

Why? Because folks, if you got one visitor a day, you're really going to be desperate to sell stuff. Right? Really going to be desperate to sell stuff. Really desperate.

And guess what happens when you're desperate? Well, it's the same thing trying to chase a woman when you're a single man. Right? You've had one date in the last six years, and you got black circles under your eyes because you're so depressed. And finally, a girl's interested for the first time in 10 years, and you tell her how much you just need her on the very first date.

And for some reason, she stops picking up the phone. That's what happens when you got one visitor a day. So is it more productive then to focus on more visitors and more traffic? Or to focus on trying to sell harder to your tiny, itty-bitty, weeny bit of traffic? Well, to me, right, it makes sense to do it in reverse order.

Focus on the traffic first and sell later. Right? You don't have time to do both in a day, so why not learn how to sell stuff better after you get lots and lots of traffic? Because a poor sales video with lots and lots of traffic to go through every day is going to still sell stuff. I'll give you guys an example of somebody who's selling stuff who I thought the sales funnel was just atrocious.

I'm going to say his name because I respect the guy, and he makes good money. Right? But when I met him, we were out late one night, and I had a little bit of wine in my blood, and I was talking to him, and we were having a little conversation there. And I said, tell me honestly, man. I mean, I don't know BS here, right?

How much money you make? And he said, no, honestly. And I said, yeah, just dude, I ain't going to repeat it. I ain't ever going to tell anybody your name, which, of course, I'll repeat the story, but I would never share personal information like that with anybody. Right?

I said, $3,000? I said, everybody knows who you are. Dude, why the hell? $3,000? How many leads you getting?

He said, about 15 to 20. I said, you are doing something stupid with those leads, because that just should not. If I'm getting that many leads from day one. Not in six months, but now, right? Starting from scratch, I have no list.

I have no money. So I said, dude, why the hell? I said, you're doing something stupid, dude. Can I look at your website for you? Granted, I'm a little bit buzzed, not too bad.

We're just staying out late at night after a meeting for our company. He said, dude, please, please help me, because I respect you, man, because you tell the truth, Pete. I said, all right, let's sit down and look at this thing. I go to his site, and I looked at his opt-in box. There was nothing specific.

There was no compelling message. There was nothing different. It was copy and paste from everybody else selling the same thing he's selling, right? Nothing interesting to click on. He got a good energy on the website.

You want to kind of hang out with him and pat him on the back, you know, and tell him, you know, I think you're cool, but you just don't want to click on anything or buy anything. So I said, okay, so how are you getting 15 leads a day? And he says, well, I'm getting a lot of traffic. I said, how much traffic are you getting? And he told me how much traffic he's getting.

I was like, and you're getting 15 leads a day. And he said, well, I'm getting 15 leads a day. You are doing something. I said, you've got to make this opt-in form something fascinating. Like, you know, somebody is going in, they're going to click on, oh, crap, and the button turns red.

And they say, well, I want to click on that red button. What's going on there? Right? And I said, you've got to have something just in your face, man. Right?

And so we said, okay, so let's opt in, and let's see what happens when you get one of these 15 leads. Where do they go to? And I sit there, and I watch his presentation. I watch part of his presentation, and I'm kind of giggling. He tells a story or two that I like, mostly dry.

Right? And then I sat there through the whole presentation, and guess what happened when I clicked the link that popped up about 30 minutes in? In other words, I had to sit there for 30 minutes to wait for the link, and I was about ready to die by the end of 30 minutes. But, you know, it's late at night. We're just kind of giggling, laughing until we said, hey, why not?

We're just wasting time. And I click on the link, and guess what it did? It went to a sales page with another 30-minute presentation to watch. So here I am. Now, think about this.

I'm going to do this from a perspective of somebody wanting to buy something, and you're sitting there, and you're looking at this, and you're like, all right, I'm all excited to buy. And you sit there, and you're like, by the end, you're like, I'm really excited to buy. Right? And then you click on the link, and then you've got to sit there for 30 minutes to buy something after you just watched the 30-minute presentation. Now, let me ask you something.

Would it make more sense to just put the buy button below that first one? Right? So I'm looking at this, and I'm like, dude, you have got to not make this hard to give you money. I mean, this is just, imagine this here for a second, folks. You're sitting there, and even a beggar is even getting easier to give money to than that.

I mean, you just want to think about this from a good perspective here, right? You go to a beggar, and they put a thing out. They say, put money in my jar, and you give them money, and they're good, right? It'd be like a beggar who said, hey, can you help me out? Can you give me some money?

And you say, yeah, here's some cash. He's like, no, I don't take cash. And you're like, well, what do you do? And he's like, well, you know, I've got, we've got to walk a mile just around the building here, you know, around the building, right? I actually have a little hole in the ground.

You've got to dig up the dirt, and I've got to uncover it. I've got a little treasure box underneath there, and can we go deposit the money in that treasure box? And we just had to walk a mile around the building, right? Because that's what he, this guy was doing on the internet. I mean, just, you know, just, just tell people to buy something.

Just, they're on the website, and they're sitting there, and they're drooling, and they're excited, and they're passionate. They like what you're saying, and they were offended, but, you know, like, I like this guy, because he just says what's on his mind, and then you say, here's the deal. Buy stuff. In fact, the button just appeared right now. Give me, give me $29.95.

Why? Because it's a good idea to give me money, and here's what you're going to get. You've got to ask people for money and stop being a wussy about it, right? Now, I saw this video from Frank Kern being interviewed, and I just, I've got to repeat this, even though, you know, they probably cut this part out of the webinar, but I think it's hilarious, so I'm just going to say it, because I just say whatever the heck I want, and somehow people still invite me to webinars, which I don't understand why they do, but Frank Kern's being interviewed, and he's sitting there, right? And they say, what's the secret, man?

You've done 10 million, you've done millions and millions and millions and millions and millions and millions of dollars in sales. I said, you got online, you're this phenom, people are buying stuff all over, they're still buying stuff, but years later, you're doing millions of dollars a year. What's the secret? And Frank Kern's sitting there, and he laughs, and he says, actually, there's two secrets. I said, but I don't know if you want to know them, and they said, no matter of fact, I do, and he looked at me and said, secret number one, don't be a pussy.

Secret number two, lean forward, look serious, and he said, don't fuck around, right? And too many of you all are out there on the internet, you're out there to change your life, you're out there to change the world and impact people and cause influence all over the world and give money to the poor, and at the end of the day, when somebody's ready to buy something, you're being a pussy about it. And you need to have some courage and stop being a pussy, because there's a lot of people out there that need your help, and they ain't going to get it as long as you're being weak, right? And a lot of people online, they just skirt around and get nervous whenever they ask for money. Now, I'm surprised, and this is fascinating, there was 41 people on there when I said that, and nobody's hung up the call because of what I just said.

Why? Because you know it's true, right? You know it's true. People who make money, they work hard. They pound their head against brick walls, and they get bruises on their head, and they crawl over broken glass, and their knees are bleeding, and they say, I ain't giving up.

That's it, period. Right? And that's what you got to do, and that's secret number three. Secret number four, you got to have social proof if you want to sell stuff. And this one can be hard, because when you're new, you don't have any, right?

You just don't have any social proof, because nobody's bought anything from you, and you're new. And even if you're a doctor, you never made a million dollars in network marketing, right? So how can you get social proof if you don't have any? And this is where the pain comes in, folks, and you just got to believe me on this. You just got to trust me on this.

You just got to crawl over the broken glass and work harder until you got it, right? You got to work harder until you got it, right? You got to not be a pussy and stop fucking around, right, if you want to get the social proof, because you are going to have some late nights, some early mornings, extra coffee, people telling you no, stupid people thinking you're dumb on the internet, right? You're going to struggle to recruit your first person, and it's just the way it is, and that's part of the pain that will connect your audience later, you got the proof. And the second thing you got to do to have social proof after you persevere is you got to learn how to ask for it and create community.

So here's some tips for you for an example, right? If you got a blog, as an example, one of the best things you could do is create fascinating blog posts and email them to your list, right, and have your list continue to go back, because a certain percentage will just comment and leave a testimonials about what you say and do all the time. Well, that might not be significant for your first three months, but after a year, you might have 5,000 comments on a blog, and now anytime somebody looks you up and they find your site, they say, this person's actually got people around, and even if you haven't made a lot of money, that will help you sell stuff. If you have a positive experience with somebody, give them incentive to give you a testimonial. Give them an incentive that gives them equivalent value for the time they have to waste making it, right?

Give them something for free for giving you a video. Heck, maybe you can even get them to make a video and link back to your site. I'll give it to you for free, right? And all of a sudden, one out of five people make you a video and link back to your site, and then you could go backlink the videos and get viral traffic without even trying. Heck, if you get in a lot of testimonials, you can't handle it, you could hire an employee to do it, and now all of a sudden, all your traffic is free and self-sustaining because everybody's going through your funnel and backlinking your site and giving you more traffic.

Isn't that a good idea? Well, of course it is, right? And nobody does it. Why? Because sometimes they're just afraid to ask, right?

What's the last key to selling stuff without ever picking up the phone, right? You've got to be willing to just keep going. And remember something, if you quit, Dave Wood thinks you're a pussy, and I'm not fucking around when I say that either, right? You've got to just keep going.

Don't you ever quit. What are you going to go back to, you know? Sitting in a cubicle again? I've got to go listen to my parents.

This isn't working. I've been in for a month, and it's hard. It's hard. Life's hard, folks. Gosh, man, you know?

We all go through pain. What happens to a burn wound? It heals. You might have a scar, but now people will come up to you and say, what happened? You say this.

I got a third-degree burn saving a child from a burning building, you know? That didn't happen, by the way. I'm just giving you an example. A lot of firefighters, they'd have that story. What does that do?

All of a sudden, folks, that wound, that pain that you have, that fire that burned your skin, the skin that held off your arm, becomes a story that reaches the masses, right? So you've told me the five things, Dave. I understand. I'm ready to make it happen. How do I reach the masses?

What do you reach the masses? Well, understand that even though they ain't never been in network marketing or direct sales, one percent of them want something bad.

They want it bad. And they're in pain all the time. Why? Because part of life is pain. It's painful.

It sucks. It's brutal. It's bloody. Your knees are peeling off. Your skin is burning.

You're out in the hard sun selling door-to-door, and you hate it. You're eating bread, and you want to eat some tropical fruit, and then you want to be able to just do what you want. You tight and you're tense right and you're working harder and you're making less than you thought and it sucks, right? So one out of ten people out there not only realizes that, but here's the truth, right, they want something now and they want something bad, and if you can connect and relate to them they will join and they'll buy and they'll become a customer and they'll stick around. Why?

Because nobody tells people the truth. Nobody tells people what they really think, though. Just, you know, that initially they put this facade up because they're taught growing up, and here's the truth, here's how you do it: you just put this facade up and then you just think it till you make it. Well, people, guys, they might have worked in 1940, and I think then people thought it was bullshit too. But you know the reality, and just the stark reality of the situation, folks, and this is just honest truth without messing around with you, and without trying to lie, without just telling you the truth: people don't want you to fake it till you make it, they want you to listen.

There you're looking at a suit, and you're saying, God, this sucks, I hate this, I want to just wear shorts and just wear dirty shirts with strings on them and say, fuck this bullshit, I'm just making it happen the way I want, and for some reason it works, right? Now some people would see that, and they'd say, and they, like in the suit, would take the suit off wearing the shirt with holes in it, and they'd be like, oh my god, this is so stupid. But they're looking at their selfish, man, they're saying, God, this looks stupid, I need a suit so I can feel good about myself, my grandpa wore a suit, is great, right, and he loved every second, right? So people are different, and nobody wants you to be somebody that you're not. Don't try to be me if you ain't my personality. Don't start cussing if you think it's bad or if you don't want to do it.

No, just because I'm not afraid to swear on a webinar because it's just what I want, I think, I'm not, I just don't care because I don't think it affects my ability to teach. So I'm just gonna do what the heck I want, even if it's offensive, because I know for me it works, right, you know, it just works. Folks, let me tell you a story real quick. I was in this company – still in it, actually, today, still got a big team in there – and I was like, people need an audio, for the people out there that are old schoolers, to pass around to recruit people. So I'm gonna make an audio.

And I've heard a lot of network marketing audios, and you have a lot of people, and they're always talking about, you know, this boring stuff. You know, let me tell you the economy, and they're using buzzwords, and everybody mentions Robert Kiyosaki. And did you know, I love Robert Kiyosaki, he's actually got good stuff to say. But did you know that none of your prospects care? They don't care what you think.

They don't care what Mike Dillard thinks. They don't care what Jay Bud thinks. They don't care what I think. They don't care, right? So I make this audio, and I'm like, you know, I'm just gonna talk the way I want to talk.

So I am talking in this audio, and I'm like, I'm gonna teach you how to get rich on the internet. And I'm just talking to the audio the way I talk today, and I said sex toys in the audio, and bullshit, and I think something else that's just offensive to an enormous amount of people, right, in this audio I made. But, you know, I said, this isn't one of those deals where you're selling sex toys and going door-to-door trying to sell soap and vitamins. This ain't, oh, this is something that can make you thousands of dollars daily, you know.

And here's the fascinating thing: people say that is offensive, but you know how many of those CDs I sold? Like 75,000 in a few months, right? You're like, what? Because people like to listen to it, and they drive around, sitting in their car, listening to that thing five times. And, you know, still today, I stopped that program like eight months ago, and still today people call my company a few times a week saying, I just got this Dave Wood audio, and I'm just looking for somebody to join this deal with, can I join, please?

No, can you get me in touch with somebody, please? You know, I get a chuckle and say sure, because I haven't even sold any in a long time, they're just floating around out there. Right? Why? Because I'm myself, folks.

Same thing, there's a guy, I'll give you an example, right, who came in as an affiliate in my new company, Empower Network. And this guy comes in, right, his name's Kelly, and Kelly is very strong, dedicated, never swears, would never ever do it, right, and always wants to just do the right thing. He's a good Mormon guy, made five thousand bucks in one day last week. Why? Because he's him, and he just speaks from his heart.

So guess what, folks, did you know that works? You know, you could be, you don't have to be Dillard, you don't have to be Kubasak, you don't have to be Jay Bud, you don't have to be me, you don't have to be, you know, Ray Higdon, you just be. You don't have to be Tim Erway, you know, you just be, you just use your gifts and your talents, your abilities, right? You don't have to speak well in public. Dillard doesn't even like speaking in public, although actually he's getting pretty good. He didn't like it, definitely, I mean, it's not his thing.

When he's thinking about it, he doesn't like it. He doesn't like it. I mean, he's got no guts when he's thinking what to do. When he's thinking in the morning and brushing his teeth, he doesn't think, I wonder when the next time I can speak in front of 10,000 people is. That's not the way he starts today, right?

He probably starts his day, looks in the mirror, and says, I want to make 50 grand today, and gets the calculator out. Different personalities, they all can win, we can all win, but never ever fake it. That's my message, folks: how to sell stuff.

And you're welcome to say, Dave Wood, you shyster, I never listened to you again either. Because that's cool with me. I love you anyways, folks. And here's the more important thing.

I believe in you. And I actually think, God help me, I think every single one of the 40 of you all who are still on this webinar, I think we started with 39, we've moved up to 45. And now we've got 40 troopers left. I think you could all drive Ferraris if you want, or drive your own plane, or travel the world, or sink your toes in the hot sand. I think you could give your wife the stuff that she wants.

I think you could buy your church the stuff that they want. I think you could feed people in Africa. I think you could buy yourself a huge house. I think you could travel the world and disconnect yourself locally in business and just do what you want to do all day and make a lot of money. And I seem to have the audacity that even if you ain't me, I still think you can go recruit two thousand people if you want to by focusing in on you.

So are you ready to take action? Are you ready to decide? Are you ready to step up, stop being a pussy, and stop fucking around? Because if you are, there's a big world at the top of these pyramids that we're all in, right?

Because it's lonely up here, you know? Start making all this money and start being able to travel the world and winning every cruise and vacation and every contest. You ever try for? And then all of a sudden you look around and you say, what peers do I have? There's five.

And you say, God, we need to help some of these more people make money. So I believe you can do it. And that's the exciting thing is that there's few people up here, so you ain't got no competition. Because here's the beautiful thing, folks. I ain't competing with Dillard.

I ain't competing with Bud. I ain't competing with MLSP. I ain't competing with Ray Hagen. I ain't competing with Tim or Ray or Frank Kern or Dice. Why?

I got my own space. They got their space. I ain't stealing from them when I go succeed. They ain't stealing from me when they go succeed. We can work together.

And there's plenty of room for more. And don't you ever quit. Because next time if you have you saying, you know, I decided to think for me, I'm going back to a cubicle and just working eight hours a day until I'm 65 and my back is broken from hunching over this computer, just remember that Dave Wood thinks you're a wussy. And it's true. Because you need to decide, are you in or are you out?

You know one of the most empowering things you can do is if you are out, to say I'm out, but I'm not quitting. I just don't want to do it. I want to go do something else. And then you're free. Right?

But don't quit because it's too hard. Don't do that. Had a lady sent me an email today. Disharp. Right?

A little to look at it. But I sent her back. I said, don't you dare. Don't do that. Don't do that.

Don't you dare. Don't you dare. Because she sent me an email. She said, I'm on the end of my rope. I'm thinking about committing suicide so my kids could have insurance money because I don't have any money left.

I don't know what to do. And I sent her back an email. I said, don't you dare do that to your kids. Your kids would rather be hungry for months and see you struggle and go through pain and have your knees scrape across glass. And come out victorious at the end.

Don't you dare do that to your kids. Don't you dare give up. That's my message for you today because there's room for you. Right? If you just keep going.

And I believe you can do it. I believe you can do it. And you can. You know that. You can.

If I can do it, you can do it. If Jay Bud can do it, you can do it. If Dillard can do it, you can do it. If Ray Hay can do it, you can especially do it. No, I'm kidding.

I love Ray. You can do it. Isn't that empowering to know? Isn't that empowering to make a decision? Isn't that empowering to look yourself in the mirror and say, you know what?

Today I'm going to pull my pants up one leg at a time just like Nate would. Although I have better pants. Definitely. I'm talking about you, by the way, because I'm just wearing stupid looking stuff all the time because I don't know how to dress right. Right?

And I just don't care anymore. So you pull your pants up one leg at a time. Look yourself in the eye. You can do it. You can do it.

If you're realize pretty one, at least, put yourself in the mirror and just look at yourself, glare at yourself a little and say, I can do it. And that's how to sell stuff, folks. You just got to try. Keep going. Go through the pain.

You'll make it. That's my message for the day. Back over to you, Andrew. Thanks, Andrew, let's see, where do I start.

We have just about hit 90 minutes. I don't know if you maybe want to take a few seconds to share your thoughts. No, I can. Okay, great. No, it's all good, I guess.

But look into it and understand it. See, you see, you're so great, I think you've got a very interesting career in here.

Should we take a question or two before we sign off? Yeah, sure, I'll take two or three questions if there's any. Okay, perfect. Well, for everyone that's on the webinar, I think you probably know what to do, but if not, there is a control panel on the right side of your screen. You'll see a little questions area, just if you have anything you'd like to ask or any comments, really. We had a couple comments come in the past few minutes talking about how a lot of people really enjoyed tonight's webinar, so that's awesome.

So, yeah, if anyone has any questions, go ahead and put them in. If not, you know, I guess in the meantime, what do we have left to talk about? Oh, I guess we've got one more session, David. So what are we doing, are we doing, I think, is it maybe email marketing next, do you know what we have?

Yeah, you know, I could do a couple things. I could do, you know – oh, ask people, actually, that's maybe a good question for them, because I don't think we have a lot of questions. So I suppose the question is, I could teach you guys about email marketing, viral promotion would be a good one, I could teach you how to get a team to stick around and keep doing stuff, how to duplicate an organization on the internet, I can teach you that.

So close. Okay, I don't close people, they just buy stuff, you know, marketing, somebody says okay. And any other thoughts, suggestions, number four or five? Let's see, what was the answer, four and five, I don't actually know, I'm just talking, guys, I'm just making this up as I go along. But duplicate team members, okay, I could teach you that.

Jennifer, yeah, sure you can. Steve, yeah, if somebody wants to know how to duplicate online, I could teach you guys that. You guys want to talk about duplication on the internet? Okay, we'll go over email marketing and internet duplication, how's that sound?

Sounds perfect, everybody. Okay, any questions guys, last chance, anything? All right, we'll do it. All right, what would you concentrate on first if you were starting over?

You know, for me, I'd just do the same thing I did, except for a different strategy. I mean, if I was starting over, it depends on whether I had money or no money, and that's kind of an answer, because there's different things you do. So if you had money, you'd do one thing, if you had no money, you'd do another. If I had no money, I'd start off just the same way I started, by building a relationship with people through social media. I'd use some sort of a platform that kind of sold for me, probably, and just go off other people's credibility.

I worked hard and worked on getting traffic through creating processes out there, like I talked about in the first webinar. If you guys work on that – go watch the replay of the first webinar, I talk about traffic, some weird stuff that most people won't do that can help. If you follow that stuff, you can make it happen. So I just focus on the same stuff.

I mean, I love blogging, and the reason I love blogging is just because blogging has made me a lot of money and because it's funny. You know, you go out there and talk about nothing, and people love watching videos, and they buy stuff. And so it's fun. So that's what I would do is just same stuff. I mean, I talked about in the first webinar on this webinar, I sell stuff and blog.

You know what I'm saying, bud? No problem, Gene. Thanks, buddy. You know, Jennifer, it's not an appropriate question for that kind of, you know, thing. You can e-mail me.

You know. Okay. Where is the first webinar? I don't know. Andrew, where is it?

Just sign in to your Magnetic Sponsoring Back office. It's going to be under the What's Working Now product back there, and you can see all of our previous webinars. This webinar will be posted shortly. Keep an eye on your e-mail, and I'll have instructions coming. Someone else asked when the next webinar would be.

Again, just keep an eye on your e-mail. I'll keep you guys updated about all of what's coming up. Cool. All right, brother. If nobody else has questions, folks, I'll let you go.

Good talking to everybody. And, you know, just keep moving on. Keep doing it. You know, I know some of you are struggling. Some of you guys are making lots of money and doing well, but everybody can do better.

So let's just lift the industry up and work together. So you guys rock. Appreciate all of you. Andrew, appreciate the opportunity to come on and rant about nothing for, you know, an hour and a half or whatever. And you rock, brother.

Good to see you. Sometime you've got to fly out to my house, Costa Rica. We'll make some hilarious videos. And I'll jump naked in my pool. You put the video up on Better Networker.

Perfect, man. Perfect. All right, brother. Talk soon. Cool, man.

All right. Thanks, everyone, for being here. And thanks again, Dave. Everyone have a great night. All right.

You too, bud. Bye-bye. If you're listening to a private recording in a non-disclosure Empower Network customer training, the principles and strategies in this audio can be applied in any business. Although these techniques, philosophies, and strategies may have worked for others, no one can guarantee that they will work for you. We report real average earnings updated daily at www.empowernetwork.com forward slash income.php.

The purchase of this or any other audio is not required to earn money in our affiliate compensation plan, and you can decide to not continue to buy these forever at any time. We hope, however, that these ideas and strategies will assist you in building a profitable long-term business. Success takes hard work, determination, skill, and consistent effort. Please refer to our average earnings at www.empowernetwork.com forward slash income.php.