Hypnotic Selling Secrets

Practicality dictates that everyone's results will vary as we are all unique and different. Basically, it takes hard work to make a substantial income in this business, and some people will make no money at all. The earnings of an Empower Network affiliate will be 100% dependent upon their skills, work effort, commitment, leadership capabilities, and market conditions. Common sense would suggest that in most opportunities, one would find exceptional individuals performing well above average, while others perform under the average. Empower Network does not guarantee any level of income or your success.

To see our full income disclosure, please visit our website at www.empowernetwork.com forward slash income dot php. Everyone to the call, this is Dave Sharp. I'm going to go ahead and hit the recording button really quick. I will be right back. Hold on one second.

Okay, folks, this is Dave Sharp. Welcome to the call. It's a little past 9 p.m. Eastern time, and as I came on the call, I heard some babies screaming in the background and some kids being put in bed, and I just thought to myself that's real commitment because, you know, I'm sitting here in my house, and I've got my daughter. She's in her room.

She's getting ready for bed. She's 11 years old now, so we're not going to hear the crying in the background, but there was a time when that was true, so I just want to commend you. I want to welcome you, and sometimes, you know, we just don't know to press star six on the phone, and that's completely okay because we're glad to have you. We're glad to have each and every one of you on the call tonight. Dave should be coming on here in just a second.

If he's not already here, I'll introduce him here in just one minute. Tonight, we're going to be talking about something that's very powerful for your business because without it, it's really hard to create massive numbers, massive production, massive results, and create a massive income, and this one element, this one thing that we're going to talk about tonight, and let me tell you something that we could probably fill into four hours just talking about this specific topic. We're going to cram a whole bunch of valuable, just value-packed information inside of about an hour-long call, so here's what I want you guys to do. If you don't already have a piece of paper and a pencil, go ahead and grab that. We may have a couple of announcements throughout the call that you may want to jot some notes down in as well.

Take notes on what we're going to talk about tonight. We're going to be covering a lot of information very quickly. This is going to be one of those calls that you're probably going to want to listen to, two, three, four, five times, if not more, over the course of the lifetime that you're inside of this industry because this information about presenting, about presenting in a way that is extremely persuasive and is influential, and as Dave would like to say, hypnotic, he's going to really be covering a lot of hypnotic stuff with you guys tonight, and I'm going to give you a different perspective on presenting through my experience, through my eyes. Now, before we get started, I want to give you a little bit of information about what we're going to talk about tonight.

Before I bring Dave on the line, for those of you who don't know me, again, my name is David Sharp, and I'd like to welcome you to the call one more time. Just about a year and a half ago, I was actually swinging a hammer on a construction site, living paycheck to paycheck, just in a bankrupt situation. And when I say bankrupt, those of you who have followed me for a while now know that I don't usually just talk about being bankrupt just in the financial terms. I'm talking about I was bankrupt mentally. I was bankrupt mentally, emotionally, spiritually.

A few years before that, I had actually dragged my butt off the streets, struggling with addiction, struggling with alcoholism, struggling with homelessness. And I was really in a position a couple of years later, after staying clean and sober for a couple of years, that I was actually ready to do something else with my life. I just didn't know what I was going to do yet. And someone came pounding down my door. I guess you could say I was actually on a construction site, and somebody kept showing me this little business.

And I didn't know where it was going to take me. And thank God I said yes. Thank God that he was persistent enough to actually get me to take a look at what he was doing, because I got involved inside of this industry, struggled for a little while until I was able to connect with some people like Dave and some other mentors and leaders inside of this industry. And I very quickly, in about a matter of about five or six months, was able to quit that job. And it wasn't a matter of that I didn't have talent or skills.

It was just a matter of the information that I was given and how I applied what I knew. And today, I'm standing in front of you on this conference call, walking beside you, sharing my experience and what has allowed me to go from nothing to something inside of this industry. So with that being said, what I'm going to do now is actually bring on my friend and business partner, Dave Wood. And for those of you who don't know Dave, maybe you were invited by somebody else. Maybe you were invited by me.

Just know that this man right here is somebody who produces results on a scale, usually double and triple of anybody else inside of this industry. And not only does he produce results in a tangible manner, but this guy's got a marketing mind and just a genius mind that never ceases to amaze me on a daily basis. I'm learning something constantly and consistently from Dave every single day. This person's impacted and influenced people all over the world in a way that I've actually never seen before. It's an honor and a privilege to be able to be his partner, his friend, and with that being said, Dave, are you on the call, buddy?

Yeah, I'm on, and good to hear from you, Dave. And you know, it's funny with this subject that we're going to talk about tonight because I find that there's really a few problems that people have in their business, and most of them are actually very small, simple problems. They're things that they just don't know how to see yet that stop them from being successful. Of course, my story is actually really similar to Dave's. I didn't have a daughter when I was 16, and I didn't have a drug and alcohol addiction.

I suffered with some other personal addictions, honestly. I think we all do it from time to time, but, you know, I kind of went through my life struggling. And then all of a sudden, I discovered really some concepts that we're going to paint over for you as we're going through this call tonight. And everything in my life started to become easy. Now, just as a visualization, if you could imagine for a second, and just carry along with us as we go through this presentation and understand that the things that we're going to be teaching you are powerful.

Some of them you're really going to understand tonight, and you're going to understand them in about 20 minutes. Other of them, you're going to have to listen to this five, six, ten times, drive around your call to really even understand what it is that we're doing and how it is that Dave and I have become so influential and how you can as well. That is the key, guys, and I want to repeat, is repetition is the mother of skill. And there's no better way to learn this information than by listening to this call over and over again, to listening to great presentations over and over and over again like we talked about the other week. But just as a perspective, all right, where do people struggle?

Number one, they struggle to find people to talk to, right? And we've talked over the last couple of weeks about some just ideas and modalities of lead generation to help you get more people to talk to. If you could have the greatest presentation in the world, and if you have no one to talk to that's any good, no good prospects, then you're not going to make very much money, right? And then number two, you struggle with selling to the people that you find to talk to. And that's really what we're going to talk about tonight, because a lot of people, they think that the majority of the selling is done in a personal conversation before or after a presentation.

The reality is, is that for some people, that may be true. For the majority of people, if you really learn to recruit, you actually shouldn't be talking to people who aren't interested. And that's a concept that I really want to drill into you guys here over the next, like, you know, five, six weeks, ad infinitum. As long as we can keep you around and learn and grow in your business, we want to be teaching you guys and educating you. But one thing I really want you to understand and to really get is that it's not what you're saying to your prospects to get them on the phone and get them to a presentation.

It's not what you say necessarily after the presentation that's the most important thing. The most important thing is two things. Number one, the process that leads them to the presentation and that leads you to being on the phone with them in the first place, right? And then the presentation process, right?

Right. You've got a great presentation. Here's the key. Your prospects will literally, they will literally, and I'm not kidding, beat down your door, chase you down, corner you in a coffee shop, pulling their credit card out, walking up to you and saying, please, please, can you take my credit card? Please, can I join your business?

And I'm not even joking around, folks. I have had people who, you know, sometimes, occasionally, have been a little hard to get a hold of. Now, if you could imagine this for a second. I used to be the one wandering around in Walmart, all right?

I used to wander around in Walmart looking for people to pitch my opportunity to, all right? And that was my world. That was my life. I used to dress in a suit, walk into Walmart, and wander around, right? Thinking, if I can just wander around a little bit tonight, maybe if I just turn the corner and look an extra little bit sly about the lady there that's, you know, pushing the stroller, maybe I can hit that lady up and get her in my business and be a diamond in Amway, right?

That was my world, guys. That sounded maybe a little crazy. But, in any case, it is weird wandering around in stores looking for prospects. It is kind of a weird thing to do, right, to all the normal people out there that aren't in network marketing like us, all the non-weirdos, right? It was a little bit weird, and it didn't work very well.

Now, on the flip side of the equation, sometimes when I'm busier, if I go on a vacation, folks, I will have people call me 30 and 40 times. If I'm out of town for a week, and I've got my assistant answering calls, or they're just going to voicemail because I'm off on a vacation, or I'm off, you know, on the beaches somewhere, or, you know, one time I was in Bora, I had a guy call me 30 times, literally begging me to join my business. I had a guy come up to me at the last event that I was at, which was the No Excuses 2. He came up and said, David, I know you've been traveling. I've been trying to get a hold of you, because I've been in like four different cities in a few different days just doing some traveling and meeting with people and things like this, and scheming, you know, and I've been four different cities.

He says, David, you know what? I've called you like 20 times in the last week. I know you've been traveling, so I'm not mad, but I want to join right now. You've got your computer.

Can you pull it out? I just had to just meet you and just talk to you in person. I've got my credit card in my pocket. I'm ready to get started, right? Now, how different is that from me wandering around in Walmart?

So it starts off, if you can imagine, at a time, myself wandering around, looking for people, hunting them down, and I went from being the hunted or being the hunter to being the hunted, and how did I do that? I learned that by learning and mastering the art of communicating through stories, pictures, metaphors, through hypnotic language in a way that compels people to have the desire to want to work with me. I created an atmosphere around myself that compels people by virtue of what I'm doing and some skills that you can learn to have the desire to automatically, without any co-learning, or any coercion, decide that they want to work with me, all right? So you think about that for a second in that transition and where I was at, right, and then take this back and look at where you're at, and you've got this huge future lined out in front of you to the left, right? If you could just imagine yourself that there's a line of time that leads out into the future to the left, and you're looking out over your future, and you're looking out over your life, right, there's going to be certain things that are going to happen in your life.

You may be looking at where your life is right now, on your timeline, and you might even look into the past, back to the right, or wherever your past is, and you might say, looking into the past, that your life hasn't been so good up to this point. But here's what I've got to say for you is that in your future, in your timeline, the past literally has nothing to do with your future, because this moment, like any other moment in time, is a new moment in time, and you could, in fact, at any time you choose, decide to alter the course of your life and to alter the course of your destiny and change what happened six months, and nine months, and 12 months, and 15 months, and 18 months into the future. Indeed, you can become a new person, all right, and how are you going to do that? You are going to do it through the power of influence, folks, which comes from the power of persuasion. I'm telling you something.

In persuasion, there is virtually, there is nothing more important to master eventually than mastering the skills of presenting ideas, businesses, products, services powerfully and hypnotically. You are going to have to learn that in your future. But you've got to understand that the power of persuasion is more important than the rule of law. Why is that? Because persuasion will become, you know, a part of your life, right?

You know what that means? You're going to be an interesting person, right? You're going to be someone that will make you feel like, you know, when you know it's going to be the right way to go forward. You're going to be able to, you know, use your energy to do that and be a part of it. You're going to become a better person.

You're going to be a better person. You're going to be able to do what you want to do, understand, and you're going to have an effective relationship. Lift yourself up, just imagine you're floating over the future right now and that you're looking over the course of your life and you look back in the past and you see the experiences that have led up till this moment in time. And if you look into the future, you see kind of a mystery. It's kind of full of darkness, but I want you to imagine for a second that you open that darkness and you step through it and that you have for the first time in your life, the ability to communicate with the world in a way where you can shape the future to your demand.

I want you to imagine what it would feel like if at any given moment in time, you could pick up the phone or open your email or decide to put together a marketing campaign and like a wizard with a magic hat, you can extract $10,000 or $20,000 or $30,000 or $40,000 or $50,000 or $100,000 out of thin air like you've got magical powers. Folks, that's how the great influencers of the world operate with the money of the world. Money to them, it's like nothing to them.

They stop being anything other than easy when they decided to learn skills of influence. Just as we're going through these core ideas today, and as we're going through this information today, I want you to bring yourself back into that moment in time and make that decision and decide that tonight, that right now, that you're going to learn and you're going to do whatever it takes to master this information. I promise you that if you do, not only will it change your business, not only can it change your future, not only can it alter the direction that you're going in your life, dramatically change your future, but it's going to change for the better, for the better of you and also for the better of all the people around you, but it will change your business. And how? Folks, if you learn to present with the ideas that we're going to talk about in this presentation, you're going to learn how to overcome objections before they ever come up.

You're going to learn how to literally take somebody from being very skeptical about a business opportunity to melting through the skepticism like warm butter with a hot knife. Folks, you're going to learn over the course of this presentation how to get people into a responsive state where they trust you by literally doing nothing other than deserving their trust by communicating with them in a way that they understand and communicating with them in a way that they receive and makes them decide to buy. Folks, that's the power of hypnotic communication, all right? And everybody, whoever you ever see who's selling effectively from stage, who's selling effectively from video, who's selling effectively with sales letters, who's selling a lot of books, even if they don't know they're doing it, I promise you that they are doing it. So here's what I'm going to do is I'm going to give you guys a couple of thoughts.

We're going to bounce this back and forth because Dave and I communicate just slightly differently in all respects. And a lot of things, it's interesting, a lot of things that I do kind of naturally, Dave does on purpose and had to learn. And very similarly, a lot of things that Dave is really doing, he's doing on purpose. So I'm going to give you guys a couple of thoughts. And it kind of, you know, it's vice versa, folks.

We all communicate hypnotically. We all communicate powerfully at various points in our life. And here's what I want you to do just for a second with me if you can imagine this. I want you to put yourself back in a situation in your life when you were communicating powerfully. I want you to go back in time.

I want you to find a place in your life when you're the most powerful you'd ever been. It could have been in front of a group of people. You could have been talking to five people in a little home meeting somewhere. You could have been making a video on the internet. You could have been speaking at a play, being the lead character at a play.

It could have been a personal conversation that you had with a lover. At one point or another in your life, you were very powerful in communicating ideas. It could have been through writing. It may not have been through speaking at all. Maybe you've never had powerful communication abilities through speaking, but you have had them through writing.

At one point or another in our lives, we're all extraordinarily powerful. And here's what I want you to do just for a second, is I want you to imagine that you're a person who's been in a relationship for a long time. I want you to imagine yourself. Now, if you're in a car, obviously, you can't participate along with this little exercise here. But what I want you to do is I want you to imagine yourself going back in time into that moment when you're extraordinarily powerful.

And go ahead and do that now. Everybody who's listening to this conference call, go ahead and do it now, unless, of course, you're in a car. Go ahead and step backwards in time. And I want you to just imagine yourself, if you could, stepping into your body, stepping into your mind, stepping into your experience, right now, at that moment when you were communicating powerfully. And I want you to just for a second, feel the way that you felt then.

How did it feel in your body to communicate powerfully? What were the things that you were seeing around you? How were you communicating? How was the intonation of your voice different when you were communicating your ideas? What was the feeling of inspiration that came over you while you were writing down your power?

Powerful communication. Here's the only thing that I want to point out to you moving forward in the course of this conference call, is that the one point in your life, or many points in your life, and I'm guessing it's many experiences that you have, and many more experiences will come in the future. At one moment or more in your life, you have been an absolute star, powerful, hypnotic communicator, and you've done it naturally without even being aware of it, until now, all right? So anybody can learn to do this is the point. Anybody can master the skills, all right?

So what are some steps, some basic ideas in presenting hypnotically? I'm going to go over some ideas that can be used online or offline, through video or in person, one-on-one or in front of groups. Doesn't matter, all right? It's all the same. People like to be communicated with in very predictable ways.

Now, these are some concepts that I've talked about in a little bit more depth in kind of small private group conferences. Obviously, you can get a little bit more out of some environment like that occasionally than you can just from a call, but I promise you guys, those of you who are listening to this call, if you'll drive around in your car listening to it again and again and again, there's virtually nothing more powerful than doing that to help you learn to communicate more effectively in your business. So what are some steps? Step number one, that you've got to absolutely, no matter what, no matter what you're presenting, whether it's a conference call, audio, video, whether you're doing an in-person presentation, whether you're meeting with somebody one-on-one, you've got to bring that in.

So what are some steps? Step number one, you've got to break and get their attention. First step towards communicating. There are a million ways to break attention. There are a million effective ways to do it.

You could brainstorm new ways that are outside the million that haven't even existed yet to break people's attention. What do I mean by break attention? Do I mean hit them in the face and break their nose? Nope. What I mean is that you do something, say something, and in the way that you do it and say it, it causes people to make the decision to snap out of what they're doing and then focus their attention.

It may be being a drama queen a little bit, right? You've got to get attention somehow. Now, this is more important in 2011 moving into 2012 in the future than it's ever been, folks, in the history of marketing. Why? Because the world is more ADD with more marketers and less attention and less money than it's had for a long, long, long time.

So if you're looking out at the sea out there, there's an ocean of voices trying to compete for your attention and your money. Is there not? There's an ocean of voices. You can imagine looking out over the sea, right? There's an ocean of people trying to get at you in there.

So your mind is systematically deleting advertisements, deleting marketing messages to protect yourself from pain. So one very common thing, and this is actually proven through readability studies, and if you look over, you can actually tell by the way somebody navigates the page, you can tell, for example, on the internet where people's eyes will go to on the page and what they pay attention to and what they ignore. And wherever advertisements are systemically placed all over the internet on various websites, people will unconsciously start to ignore those advertisements. So if you're advertising, if you're marketing, if you're doing a presentation, you've got to break attention and get people to pay attention to you now. You've got to do it if you want to be an effective communicator.

So what are some ways of doing this? Well, we're opening up a presentation, all right? Some people will go up and they're opening up a presentation and here's how they start it off. They say, you know, hey, my name is Bob and I wanted to do a presentation for you today on how to get more leads in your network marketing business. And today in the presentation, I'm going to talk about, and then he just drones on about what he's going to talk about, and you're already bored like five seconds in.

Did you guys notice even as I started talking about that how your attention started to fade away? It was amazing. Almost immediately, wasn't it? Where another person, they'll walk out on stage silent, look out into the sea of people, and they're going to pick up the microphone slowly and say, what do you do when your dream dies? And instantly everybody will begin to pay attention.

Folks, the way to capture people's attention, you have to start off in a way that causes somebody's conscious mind to stop and focus on you. That's just the first thing that you've got to do. There's a lot of ways to do it, a lot of ways that you're going to go over how to do it tonight. It's just what you've got to do. The second thing that you've got to do, you've got to create.

Rapport. What's rapport mean? Rapport is essentially responsiveness with another human being. That's what we're in, actually, folks. We're in the rapport business.

What's marketing, really? Well, marketing is the art of creating and eliciting a response in people through advertising. That's what marketing is. That's what direct response marketing is, which is what everybody here should be studying is how to do direct response marketing on and off the internet. That's how to get people to come to you rather than chasing after them.

We're eliciting a response through marketing. Rapport is responsiveness. Essentially, what we're doing, in other words, is we're creating rapport through marketing. Now, what's rapport? Rapport is that magical, mystical state when you feel a deep connection with another human being or an idea or a product.

It's that magical, mystical state that you get into, and it is predominantly with other people. It's very rare that people will create rapport with other people. It's that magical, mystical state that you've been into. Now, everybody here is good at creating rapport naturally, right? And the only reason you don't do it more effectively with more people is because you've put up resistances to your mind to creating friendship with people because maybe you've been hurt in your life or maybe you've rejected ideas before or maybe you're skeptical about other things.

You cross your arms and fold your legs. Even when you're talking, it prevents you from connecting with other human beings. And I want to caution everybody here, if you are one of those people that's very skeptical, that's very cross towards everything and says, oh, I hear you. Oh, Dave, I hear you, but I've tried that.

It doesn't work. Oh, Dave, I hear you, but that's not for me, right? I challenge you that if you're doing that, you're in fact rejecting in your mind the opportunity to create a strong rapport with other human beings because you being skeptical, you'll put that energy out in your presentation. I would encourage you actually to remove that kind of skepticism. It's okay to question things, but it's not okay to be untrusting of every other human being if you want to be in business.

Y'all are at a crossroads. Trust people, folks. Y'all learn how to have trust in your heart, all right, to create rapport. So rapport is that magical, mystical state where you can connect with things and they feel like they just know you and they want to get around you. So how do you create rapport?

Well, there's different ways. For example, if you're in person, all you've got to do is you've got to observe how people act when they rapport around each other. And what's the best way to do that? It's by watching people who are in love and best friends. Why?

Because it's the best examples of rapport. How do people who are very in love with each other act? They kind of act like each other. You ever notice that? Their voice tone changes around each other.

They talk to each other in a little bit of a different voice than they talk to everybody else, and both of their voices kind of change when they're around each other, right? You actually look at people that are in love when they're by each other, their pupils will dilate a little bit more, their skin will flush out a little bit. Somebody's in a bad mood and then somebody that they love just comes up and they just touch them and they just kind of blow in their ear or something like that.

Because love creates the most powerful rapport that exists in the world, right? That's a place to kind of look if you want to look at how do I create a more powerful rapport? Usually you don't want to watch a bunch of people and blow in their ear from behind. That might be just a little bit weird, all right? But if you watch and observe the state that people get into when they're absolutely wrapped in attention with something, that's what rapport is.

It's step two in any good presentation. Now how can you do it? Well, in audio, what do you do? How do you do it if you're doing a conference call, Dave?

You tell a story. Remember, our first conference call was about power stories. You tell a story that connects with one of the major human archetypes that are out there. There are a lot of archetypes you can use. There are a lot of metaphors you can use.

There are a lot of different stories you can use. For example, Dave Sharp, at the beginning of this, what did he say? He had people introducing each other to people to create social proof. People come into this call. What happens is they get in the call.

They say, I don't know about these guys. And they're like, holy smokes, there's people dialing into this thing from all over the country. Last week, I think we had 350 people on the call. So he's introducing. So what does it do?

It breaks your attention a little bit. It forces you to pay attention. You have no choice but to pay attention and to have the desire to pay attention to this call. And then what does he do immediately? Immediately after, and why do we start every call like that?

He shared his story. Why? Because the people who are out there on the call, there's nothing more that you want to hear than that he was in pain and now he's at the top. And if he can do it, I can do it. Right?

That kind of storytelling, as we talked about in our very first call, is the most powerful way to connect with human beings that exists on the planet, folks, through just pure passion storytelling. What's the next thing that you need to do? Well, only once you've created rapport, right, only once you've created connection should you really start selling. Right?

That's the only time you should start selling. All right? Most people spend way too little time and way too little energy on creating an emotional connection with other human beings when they're selling. That's why they don't sell very well because they get in front of a room. They start going in on benefits, products, and services.

They don't tell any jokes. They're not interesting. Right? And then people immediately want to not pay attention to them. They get on a company presentation.

What do they do? They walk through the company slides. And boring and inattentive, all their prospects systematically start to hang up on the webinar. Right? Why?

Because they're being boring. Folks, you've got to emotionally connect with people before you go into a business presentation or there is no reason for them to watch the presentation. Because here's what is more important than anything to communicate in a message. But this is something that you can do. All right?

This is something that is going to give value to you more than the money that you're spending. This is something that if you get involved with us today that we're going to show you to succeed. Whether or not you do succeed or whether you don't succeed is up to you. But if you watch this presentation today, here's what happened to me and it can happen for you. I was living in a green 1996 Dodge Caravan.

I started applying the information that you're learning tonight in this conference call. And it did nothing but work because I applied the information that you're learning right now, which may or may not be right for you and your business at this time. You may have to evolve just a little bit to understand. All right. So, folks, that's how you connect emotionally with other people.

And then there's some steps in kind of presenting a company, presenting a product or service. But just keep this one thing in mind. I'm actually going to hand it over to Dave to talk about a few things. And I'm going to come back and we're going to talk about different various parts of presenting a product, service, and opportunity and how to do that. Just keep in mind this one thing, folks.

If you start to sell before you connect with somebody through a webinar, one-on-one, through a conference, through a call, they will not receive the message and it will get deleted out of their mind like all other advertisements. If all you do is you pop on and you say, let me talk to you about my product. Let me talk to you about how big it is, how round it is, right? Let me talk to you about how purple my juice is. Let me talk to you about how many antioxidants that it has.

Let me tell you about the scientists that hike through the mountains and pick berries off of goji trees to deliver this juice to you. Let me tell you about the fantastic new coin we just got here, right? It doesn't matter, folks. It doesn't matter what features your product has and people don't care at all about benefits or features until they've been connected with and they're paying attention. So those are the first two things.

So just make sure if you're doing presentations that you spend enough time. And I'm going to talk about how much is enough depending on what kind of presentation as we move through, all right? To spend enough time creating rapport, all right, to where people will watch and have the opportunity to be sold to. Does that make sense to everybody? Anybody on the call?

Dave, I think that makes sense. So I'm going to turn it over to you. Now, just keep in mind, there are different various aspects of selling here, all right? I just went over my opinion, the most important one, all right, when you're getting people on, creating rapport, breaking attention, all right? Now we get into the mechanics of actually doing presentations, walking through any product, service, or anything else you can imagine.

The very best way, the very best way to do this is actually through learning how to write and speak copy, copywriting. All right, we've talked about copywriting the last couple of weeks. There's pretty much nobody that I know in our niche who's accessible, who can write copy like Dave, who, you know, will still talk to people. Most of the rest of them kind of hide in caves and write copy all day and they make millions of dollars, right? Dave is actually still accessible right now, one of the best copywriters on the internet.

So what I want to do, and he can talk about whatever the heck he wants, I want Dave to come out and talk about the dynamics of how to actually present a product or service in a way that people can understand, in a way that they relate to, in a way that makes them like it's made them decide to buy every time. All right, Dave, over to you, buddy. Sure, cool, man, absolutely. And before I get into some of that stuff, I want to kind of piggyback on something that you said just a couple of minutes ago, which was basically the power of getting and staying in the game, actually doing presentation. I'm going to talk about that here a little bit more in a second, too.

This is an email that I actually just got from somebody, and this is the alternative road, the road that I actually almost took. And I want to be very, very clear with you guys. When I was maybe two or three months into my business and I was just starting to generate leads, I had, you know, I think I was pretty close to paying off the computer that I had actually put on my girlfriend's credit card to actually even get started inside of the whole internet marketing thing, which I understand that some of you on this call tonight don't even want anything to do with technology or internet. You just want to get started. You just want to know how to sell more influentially and persuasively, and we want you to walk away with that information.

But this is just my story. So I was two or three months into the whole process, basically very frustrated. I was just starting to generate leads, and people used to, you know, Dave, it's kind of funny because Dave was just saying that, you know, I write good copy. Well, here's the truth of the matter, is probably about a year ago, maybe a little over a year ago, I was just starting to generate a couple of leads. You probably had 40 or 50, maybe 100 people on my list.

And I would get people that would respond back to my emails and say, I just can't even read these emails. They're just so bad. You know, I can't even stand your spelling and your grammar. I mean, what you're saying here does not make sense.

And the reason why is because as I dropped out of school in ninth grade, I didn't really get any formal English education as far as really paying attention in class and learning verbs and nouns and how to put them together. I mean, I essentially grew up on the streets and the language that I used was not particularly politically correct, if you will. But when I got involved, I was two or three months in, and I was very frustrated because those were the kind of hurdles and roadblocks that I was running into. And this is essentially almost the road that I took. This is actually somebody who unsubscribed from my list.

And I don't usually read these emails. If somebody unsubscribes or does something like that, usually my assistant handles any of that type of negative activity in my business. But this one happened to slip through the cracks, and I just want to share it with you really quick. She left a comment, and in the comment it said, I'm not making anything since I signed up. This may work for savvy salespeople, but not an average Jane like me.

I want you to think about that for a second. A year and a half ago, I was swinging a hammer on a construction site. I had never done anything besides work on a construction site and hang out and basically just take up space my entire life. Now, when I was a kid, I did play sports, and I was really good, and I was talented, somewhat athletic.

I got good grades up until about sixth grade, but I had never really done anything big with my life. So when I entered into this industry, let me tell you something. Not only did I not have a formal education, I could hardly put two sentences together. Well, I could hardly put two words together because my social skills were nil.

I didn't really know how to interact with people, and I had no idea how to hypnotically sell anything except a lie to myself. I started to believe the lies that I told myself. So I say all that to piggyback off of what Dave said. I know there's probably more than a few people on this call that are saying, well, that's great that it works for you, Dave Sharp, and that's great that it works for you, Dave Wood, but I don't really think this is going to work for me. And there's probably a couple of you who are getting ready.

There's probably a couple of you who are getting ready to make the same decision that this young lady made, which is basically pass in the chips and say, this is not working for me, even though it works for some of you big sales gurus. But the truth of the matter is, it takes staying in the game and listening to these trainings over and over again and having a vision, having a dream, and sticking with that dream. Now, I want to go through and tell you a little bit of my experience. And kind of share with you how I've been able to apply some of these hypnotic and influential principles into my business, not only through my language and the way that I speak and the way that I communicate with people, but also the way that I write. Because I can tell you, my friends, that as much as speaking is powerful, as much as speaking and communicating with people verbally can put money in your bank account and create influence like you would never imagine.

But putting words on paper can do the same thing for you. And as you become more successful and busier inside of this industry or busier inside your business, you're going to want to detach more and more. And you're going to want to detach and create income streams and sell stuff more automatically, which is when this hypnotic writing and being able to communicate through words is going to come into play. And essentially, the same principles apply to all of this stuff. The first thing that I want to tell you, though.

People are on this call who are thinking, again, does this or will this work for me? I can tell you, yes. But here's what you must understand is that, first and foremost, it's not really all about you. And here's what I mean. 99.9% of our population is so self-absorbed, they can't really see past themselves.

Here's what I mean by that. When I first actually got clean about three and a half years ago, almost four, there was this little dance club that we used to go to. And nobody drank or drugged or did anything inside of this dance club. And I used to go to this dance club.

And when I walked in, I had my fresh outfit on and I was feeling and smelling good. Probably had $20 or $40 in my pocket. It took five to get in. I bought a couple of raffle tickets just in case I got lucky and maybe won the $20, $50 raffle or whatever. And I was going to kind of hang out and look cool and just kind of try to be okay in my own skin.

That's just where I was at in my life at that point. And I remember looking at people on the dance floor dancing. And I used to say to myself, oh, man, that really looks fun. But you know what?

I just don't want people to laugh at me. I know if I go out there, everybody's going to pay attention to me. They're going to be watching me. They're going to be looking at what I'm doing, looking at how I'm dancing. And I know that they'll reject me and laugh at me.

But here's what I found out. It took me a little while to actually learn this. Actually, it took me about six months to come to this, really this epiphany. That it wasn't all about me. And that while I was sitting inside of this little dance club worrying about what everybody was thinking about me, everybody else inside the dance club was thinking the same exact thing.

And when I finally realized that, I was able to overcome that fear of rejection. And what are people going to think about me? I started to be able to come into that dance club and just let loose and have fun and be able to dance and have a good time. I took that information, that same principle, that same concept.

And I started to apply it everywhere that I went with everything that I did in every situation. And what it did was it relieved a lot of the anxiety of life. Well, it came to a point to where inside of my network marketing business, I wasn't really doing presentations. I was kind of relying on, like what Dave said, the company presentations, the slides, bringing people to home and hotel meetings and things of this nature. And the truth of the matter was I had been hanging out on some.

I was listening to some of these calls, listening to people like Dave would talk, listening to some of these tapes and these audios that were teaching me some of this information. And I actually had more information about selling, about communicating persuasively, than actually the people that were presenting who were the actual leaders inside of my own community. But the problem was I just hadn't taken that leap to do presentations. I hadn't taken that leap to take the initiative. And basically what it is when I say leap, it's that sentence, that thought, it's a leap of faith.

I had to get out on that dance floor and I had to start dancing the first time to realize that nobody actually really cared about what I was doing and that I could have a good time and do my thing and nobody was going to do anything except respect me for taking that risk. Well, the same thing happened inside of my business. One day I took a risk. I did a webinar, a conference call. I can't remember what was the first thing that I did, but I took a risk and people actually showed up.

And of course, the first couple of times I did it, I bombed it because remember when I got started, I hadn't really been talking that much for the last 10 years. The only thing I'd been doing was swinging a hammer on a construction site and basically trying to make ends meet every week. But what happened was, I developed one skill set, which was being able to overcome the fear. And then I started to apply some of this other information that I was learning, like what we're talking about on this call tonight. So that was a long ramp, but an important one.

And the real moral of that story is that for those of you on this call tonight, and I'm probably going to guess that it's about 80%. If I was looking over the crowd of the couple of few hundred people that are on this call tonight, I would assume that probably 70 to 80% of you are actually not doing presentations yet. And what I'm going to encourage you and not just encourage, but challenge you to do is actually take that leap of faith and do your first presentation. And guess what? If it bombs or fails, well, don't take that right hand turn like this young lady did and quit.

Take that left hand turn like I did and continue on in your business. Now, here's the way that I basically look at presentations. It's the same way that I look at writing a sales letter. Now, did I know how to write a sales letter when I first got into the industry? Absolutely not.

It took a lot of reading other people's sales letters and kind of paying attention to the common elements in the different sales presentations, letters and videos and starting to put all the pieces together. Because the truth of the matter is, you really only need a few elements inside of a sales letter or a sales presentation. And Dave essentially already covered those. Okay. But here's what I like to do is I like to write and communicate in a way that allows people to make a decision on their own.

Now, Dave went in and talked a little bit about the power of building rapport. And I can tell you that I'm going to assume that 80 and probably even maybe more, maybe 90% of you on this call are not using the stories and the experience that you've had in life up till this point to build that rapport. But so I'm going to encourage you and challenge you to do that as well. But here's what I actually like to do, and I'll let you know where I learned this. It actually wasn't in any marketing training and it wasn't in any conference call or webinar or anything that I saw or was exposed to inside of this industry.

But when I got clean back in 2008, and I had actually had some experience with in and out of some places before that, but when I got clean, I was very stubborn. I didn't want to hear anything from anybody. I was very closed off and people had to communicate with me in a very specific manner in order to allow me to open up and actually hear them. And the way that they had to communicate with me was actually by sharing their experience, and I want you to apply this to the way that you feel when somebody's standing over you saying that you should do something. The majority of the time when somebody is doing that, the first thing that you do is the same thing that you do when Dave started to go into that presentation and he was like, hi, my name is Bob and I'd like to welcome you to the presentation tonight. Well, the same thing happens and it's actually even more of a volatile reaction.

When you get up in front of an audience or when you're writing something or you're presenting something and you are telling people what they need to do and why they need to do something. Not every good copywriter writes like this, not every good presenter presents like this, but I can tell you that the ones that are extremely good at hypnotically presenting know how to position their experience in front of their prospects in a way that will allow them to do what they want them to do. So, and then say, you know what, this just might work for me as well. What happens when somebody makes a decision on their own rather than you persuading them or influencing them to make a decision is that decision that they made actually becomes more concrete, more real, and they're more loyal to it because it was their idea. Now, I don't know if any of you have ever managed anybody inside of your job, your employer, your work, whatever the case may be.

But what I learned about being a good boss was, and this actually applies in a couple other areas of life, but a good boss will always allow his employees to make them feel like it's their idea. The same principle goes inside of writing, inside of presenting. I always like to use what's called the I, me, my statements instead of the you should, this is what you need, and trying to pound something down somebody's throat. And when I speak like that, when I communicate my experience on paper, in my copywriting, in my presenting, on conference calls, you'll hear me, I've done it five or ten times on this call already tonight, it basically allows you to lower your defense mentality. And that lets you actually absorb the message that I'm trying to communicate.

And when I have you in a position to where you're actually able and willing to hear what I'm saying, then basically I have the vehicle and the outlet to be able to present whatever my business opportunity, product, service, whatever the case may be, the benefits, all that good stuff to you in a way that you will actually be open to hearing. So with that being said, I'm going to pass it back over to Dave. And absolutely, I just want to kind of piggyback on what he's saying, folks. If you just kind of listen to this, there's a couple of steps to really learn this and to really start noticing it, all right?

Because here's what you're going to go through as you start learning and picking up skills like this and really listening to these conference calls and really getting your hands on the trainings that you're going to need to help you build your business. And as you listen to this in your car, you're really going to start to pick up on stuff that you've never seen before. And after you start to pick up on stuff you've not seen up until this moment in time, what's going to happen is you're going to start to notice it everywhere in very natural communication. So some people, occasionally when you use this, hypnotize people into having such a desire to buy, they pull out their credit card and chase you down Walmart.

I mean, some people are like, are they zombies? Are you taking away their free will? No, and the reality is, folks, if you study clinical hypnosis, my brother is actually a clinical hypnotherapist and certified practitioner in neurolinguistic programming, and I've studied hypnosis and NLP for years. And one of the things I've actually found is you actually can't get somebody to do something that's against their will. You actually can't do it because there are natural safeguards in somebody's unconscious mind.

There are natural safeguards in your unconscious, okay, that will actually prevent you from being manipulated to do something that you totally don't want to do. All right. Now, if you want to do something bad and somebody comes along and they use a little hypnosis on you, they can probably get you to do something bad. But if you don't want to do it, you actually can't be convinced to do something that you don't want to do. You have to want to do it.

All right. So just understand that when we do go into really masterful sciences of persuasion, that really the only way that you can use it effectively is to help people get something they already want to get. So if you're in a room of people, all right, and nobody in there wants to make any more money, and nobody wants to be there, and nobody wants to see a business presentation, you're doing a business presentation, they're all tricked to come in, and they all want to get back to the football game after the presentation, you could be the most skilled presenter in the world, and it doesn't matter worth squat. So just understand that your ability to communicate a message is directly related to the person's unconscious desire to do what you're already saying to do.

All right. Does that make sense? So if you want to make more money, if you want to have more time freedom in your life, if you want to be able to travel and be on the beach with the world, guess what? You're going to hang out during this conference call. You're going to be on all these conference calls for the next few weeks because you want to learn the skill.

If you don't want to have those things, you may have already hung up on the conference. All right. So just understand here. Your ability to create rapport with people is connected to their desires innately, and you can't do anything but help them get what they already want to get. And so one of the core things that you're going to need to be really good at, going back again to marketing, is very quickly sorting through people that don't already want what you have to find out the ones that do, and then it's your responsibility to communicate effectively with them in a way that causes them to say yes.

Does that make sense to everybody on the call? All right. So just understand that. Now, here's a couple of other things that are just going to be helpful to you in doing presentations and in communicating effectively, and I see actually a lot of people doing things like this wrong, and it's not necessarily wrong as much as it just, it'll reduce effectiveness in presentations. Here's an example.

All right. You've got to get good at not describing things and avoiding language that is negative. What do I mean? Well, your mind is built in such a way that it can't visualize a negative.

All right. It can't. You can't actually visualize negating language. So if I say to you, if everybody on this call, if you could just imagine, everybody on the call, I want you to not imagine putting your feet in hot sand and looking over the ocean. I want you to not imagine that for a second.

All right. What does your mind automatically do? Unless you're very trained in linguistics, actually, your mind will automatically start thinking about putting your toes in the sand. Now, I want you to follow along. I want you to follow along with me here for a second.

Now, try to resist thinking about these things just for a second. I want you to just be honest with yourself. You might even be chuckling a little bit in the background. You can do this in groups of people. It's hilarious because the people just start laughing because you actually can't resist not visualizing something.

All right. So let's go through some things here. Try to resist. Don't think of a pink elephant.

Don't think of a blue tree. Don't think about being in an airplane. Don't think about standing next to the most amazing person that you've ever met in your life. Don't think about having the ultimate feeling of happiness in your heart right now.

In fact, don't think about standing over a valley, looking out over the most beautiful valley that you've ever seen in your entire life. And don't even imagine the ocean roaring in the background. And don't even imagine that you can hike down and walk through a tropical jungle and see monkeys along the sides of the jungle. And don't imagine for a second. I want you to hold yourself back if you can.

Don't even imagine from just imagining yourself having the best life ever. All right. Now, you can't stop imagining it, right?

I mean, if you're listening to it, in order to understand the sentence, you actually have to imagine it. So what a lot of people will do, and here's an example of bad kinds of communication that actually cause the exact opposite from what you want, all right, is doing things where you're getting your prospects to imagine things and saying, don't imagine, you know, like, for example, if a hypnotist gets, you know, if I get Dave in a room and Dave's trying to quit smoking and I say, hey, Dave, imagine yourself that you're never smoking again for the rest of your life. Dave, imagine yourself for a second never having one of those delicious cigarettes ever again and never breathing that smoke in ever again. And what's going to happen is his mind actually represents the exact opposite as you're saying it.

So be very careful when you're using negative language in presentations because you can inadvertently get your prospects to visualize what they don't want and tie that visualization to your product or service, all right? So an example of that would be, you know, taking negative job associations and putting them in the network marketing. And you can actually do that in a presentation very unconsciously, and it's very common. In fact, I see people on the internet especially doing it all the time where you'll be talking about something and you'll be describing some sort of negative feeling and negative behavior, and then you'll start talking about how network marketing isn't anything like that.

Network marketing isn't like one of these, you know, stupid little job things where you have to sit there in a cubicle and hang out with your boss. You'll feel miserable all day, right? And they'll say things like that. And the reality is, folks, the more you embed things like that in conversations, what it does is it causes unconscious associations between what you're trying to sell and the negative behavior you're trying to get people out of. So just be very careful with your visual representation that you're using in presentations, all right?

So if you're doing a presentation, one of the things that you'll hear me doing all the time is you'll hear me using things like, you know, where I say things like, now, aren't you? Aren't you not happy? I'll say things like, aren't you sick and tired of not having all the money that you wanted to have in your life? Aren't you sick and tired of not being able to travel to the beaches of the world? Aren't you just done?

Aren't you done with just not having an abundant life where the universe is just depositing money into your bank account and you feel fulfilled, right? Well, why do I say things like that? Well, I say it because when I'm saying it, people can't help but imagine it. So if I'm saying something like that in the presentation, if I say, I want you to imagine for a second, and then I say those same things, a lot of times people's minds will consciously resist it because they're trying to avoid being sold to, all right?

So if I say, hey, you know, I want you to imagine for a second, you know, sitting down and just having all the money in the world flowing into your bank account. Well, everybody here on the call, right, you would do it because you guys are here to be trained, right, not to buy things, all right? You guys are here to be trained and to learn information, not necessarily to spend your money, all right? So in any case, some of you guys will just notice what I just did there. But in any case, folks, you're not necessarily in a place to be sold, all right?

So if you're in an environment where you're being sold and people are using language, all right, that causes you to think, oh, he's trying to sell me here, I'm going to shut down my brain, you'll resist it. Whereas if I use negative language, all right, where I describe the opposite of something and force you to imagine it, it will actually go in completely unconsciously and very, very few people will ever have anything but accept that information directly into their mind as long as they want what you're selling, all right? So make sure that you're not communicating a message in a way that causes resistance.

Here's another just key thing to keep in mind is that if you want to be hypnotic in your communication, it's really useful to notice terms and phrases that create resistance and to eliminate them gradually out of your marketing and out of your speech. Now, this takes some time and it takes some observation, and you've got to pay attention to it, all right? Okay? Things like business opportunity, things like the hottest comp plan, all right? A lot of things that network marketers use in their communication create resistance in their prospects on the spot, all right?

So you're actually trying to communicate a message talking about something that you're really excited about that's actually a cool concept, all right? But what's happening is the way you're describing it, you're using lousy language that just causes people to look at it that way. Let me give you an example of this. A lot of times the way people present their companies and opportunities, they pop on a webinar, all right? They pop on a webinar, and they say, you know, I'm going to tell you about the hottest new thing ever, and that's, you know, that's all good, not really the best, but it's not necessarily negative.

It depends on how they say it. And then what they do is they say the company name, right, right on the front of the presentation. Right on the front, this is what this presentation is about. It's about, you know, the Numis Network. It's about My Lead System Pro.

It's about Amway. It's about, you know, Vice Alice or whatever it is they're presenting. Well, what's the problem with that for most prospects? Folks, most prospects today in the internet age, if you're presenting on the internet, all right, if you say the name of what you're doing and you're doing a business opportunity presentation on the very front of the presentation with no marketing science in it whatsoever, you're just presenting facts and stories of people and the coins and the super juice, whatever it is that you're selling, all right, most people's minds will automatically say, oh, I wonder what the details are on that company. They'll look on Wikipedia and on Google for it and be searching all over, not paying attention to your presentation.

Right? You need to create rapport and build the need before you start just slamming facts and figures and companies and information into people or it will automatically create resistance. Let me give you an example of this just real quick from a capture page I recently saw. Now, I'm not going to give the name of the company here, all right, because we're going to keep this generic, but I'm going to give an example of two ways of selling one particular company, all right, that you guys would know what it is, but I'm just not going to bring it up.

And if you're selling something like, you know, gold and silver as an example, all right, now I could say the name of the company and I could plaster it all over a page, all right, like have a capture page, for example. This is the typical thing people do. They say let me tell you about this hot new business, and they have the name of the company.

They kind of plaster it all over the page. They say let me tell you about the hottest, newest deal that's going to, you know, send gold and silver to you every month and you're going to pay a certain amount for it and let me tell you about the binary plan. Let me tell you about the comp plan and let me tell you about the leaders on the next page and who they are. In fact, here's another little tab you can look on to find out who they are, but in case you do want to put in your information, that would be okay with me. I mean, that's kind of the style.

It's like tell them everything, right, and Dave knows what works better, a headline with an arrow, right? Now, I want you to think about that first, which is what most of you guys are doing because you just haven't been trained yet, all right. What's more attractive to put your email into? Well, that one, you have no clue what it is.

In fact, there's no way to look on the internet and find out what that is unless you already knew what it was, all right. Does that make sense to you? So, folks, just keep that in mind. When you're capturing attention in that critical phase, when you're creating that rapport with your prospect, your prospect will not want to buy from you, and they especially won't want to buy from you automatically now if you don't capture their attention and create that rapport. Just keep that very presently in mind.

Keep in mind to avoid those negativities. Avoid those negations towards things that you don't want in your presentations. If you don't want your prospect imagining himself in financial pain and associating that to your business opportunity, just be careful of what you say because it will actually unconsciously make people feel uncomfortable about joining because they'll be associating it to all the things that they hate in their life. I've actually seen people doing that in presentations. They have no clue that they're doing it, and there's no way that they would.

You want to create influence with people. You've got to watch what the best influencers in the world do, which, hands down, no question about it, are politicians and religious leaders generally. If you're going to look at influence and who influences most people for good or for evil, don't judge it. Just look at the influence and look at politicians and look at religious leaders, and don't look at what they do. Ignore all the nonsense they do.

Just look at how they talk and how people follow them. It's really useful to understand. One of the things that you'll pick up on is that people who have a tremendous amount of influence use a lot of ambiguous language. They use a lot of ambiguity in their speech, and they use a lot of cultural metaphors that connect very well with most of society, and they avoid a lot of specific language.

They tell a lot of stories. Like we talked about our very first call, we talked a lot about stories. They tell a lot of metaphors, and they avoid specificity. Now, I'm not saying that you avoid specificity at all and just use a little more ambiguous language.

Instead, what I am saying, however, is that if you take some time to communicate a message visually, through the five senses, not just intellectually through language, if you find a way to communicate just a little more visually on concepts and ideas, here's what will happen. Your prospects will actually, this is fascinating, your prospects will automatically come to their own conclusion. Dave said one of the things he said earlier on is he likes to sell in a way that people come to their own conclusion. Well, how do you do that?

You present things in a way that leaves enough room for people to imagine the rest of it, and you do that through ambiguity. That's why ambiguity is hypnotic. What's an example of ambiguity? Let me just make something up here real quick just to show you what I mean.

An example of ambiguity in answering a question in an ambiguous way would be like if you looked in the New Testament and looked up how Jesus answers questions. That's the best example you could possibly have, and there's a lot of examples in modern politics that are just kind of negative, but they work, and that's why people do them. The ambiguity would be, somebody says, tell me the meaning of the kingdom of heaven, and then Jesus turns around and answers with a story. He doesn't actually specifically answer the question. That's one of the reasons why people argue about religion all the time, isn't it?

But what he does is everybody leaves there thinking about what it meant. He doesn't specifically answer. He creates a story and a metaphor. For example, a lot of you guys, a lot of you wonder what products you should buy on the internet, what you shouldn't buy. A lot of you wonder what you should do, and what you shouldn't do, and who you should listen to, and who you shouldn't listen to. Don't you wonder that?

I mean, don't you know? You're like, all right, this person's saying this, but this person's saying that. What's the real way? I'm going to tell one more story, and then I'm going to turn it back over to Dave.

I think we're approaching the hour here, but I'm just going to talk for a few minutes. Maybe we'll go a little bit longer tonight for those of you who want to learn some stuff. All right, but let me tell you guys about a story. And this actually, folks, I'm going to tell you who you should listen to. All right, you ready for this?

All right, I started taking martial arts when I was 12, and I took martial arts from a guy up in Alaska. He's an African-American gentleman, about 5'8", and he was like 200 pounds of muscle, and he could break bricks with his head. He really actually did break bricks with his head, not brick walls, but he'd stack up bricks and smash them with his head. It was completely nuts. I never got into that.

I think my head's a little too big, and I would damage it with the bricks. But in any case, he used to actually smash brick with his head. It was a very hard martial art. And then when I was 19, I actually moved to Utah. I started taking this martial art called Wing Chun.

Now, it's not necessarily Wing Chun, as much as it was, the school that I went to was a little bit weird. If you guys have ever seen that movie, what's it called, Kill Bill, right? With Pai Mei up in the mountains, that white, you know, that bald Chinese man, you know, who'd do back flips on knives. They were kind of like that.

They were like these weird guys, wouldn't let you stretch in class. They were like the exact opposite of what you'd think was normal for a martial art. But I liked it, because they'd do things like put you in a corner, make you hit something 4,000 times, and when your hand started bleeding, if you stopped hitting it, they'd come and kick you in the shins, right? They were hardcore. So in any case, about three months in, I told Dave this story a little earlier today, about three months into this, all right, I was learning a totally new skill.

It was completely different than anything I'd ever learned in my life. My mind was starting to just freak out a little bit, because some of the stuff I was learning was so just abnormal. It was so weird how, for example, a little guy, you know, could take me, and I was four times as strong as him, and at that time, I used to lift weights, and I used to bench press a lot of weight, and he could just, you know, it was like fighting a waterfall with rocks falling at my face. Well, in any case, about three months in, we went through this thing called a blind session. Now, I don't know if you guys have ever done something so weird, but here's essentially how they taught me, right, because they say, Dave, all right, here's what you have to do.

You have to actually close your eyes, all right? Now, if you open your eyes, we're going to hit you in the face, right, and the classes were three hours long. There's four classes a week, so we'd go to class, all right? And I'd have to sit there with my eyes closed, doing everything with my eyes closed, and they actually made you fight with your eyes closed, all right? So they'd be attacking you, doing all these moves on you, and you'd have to have your eyes closed the entire time.

So you imagine how this feels. Now, I didn't grow up blind, all right? So essentially what would happen is I'd be sitting there flailing my arms around, getting hit in the face for three hours, and that's how it felt for about three weeks. Now, you imagine, if you've ever imagined yourself being very frustrated, right, where all this information is coming at you, and you have no way of processing that information. All this information is coming at you, and it feels like you have no way of processing it.

That's exactly how I felt in that class. I mean, imagine your arms are out there, and you're so frustrated. It's unbelievable. But then something magical happened around week three. Now, don't ask me to do this again, because I just can't do it.

I haven't done this for a long time, all right? But all of a sudden, one moment, I had no way of knowing what was happening, and then the very next moment, I could see with my hands. Let me repeat that again. One moment, I had no way of knowing what was happening. The next moment, I could see with my hands through feeling.

So by touching somebody's hand, and then touching their leg with my leg, right? Just by keeping connected, and if you've ever been in jujitsu, or any of the kinesthetic martial arts out there, I could actually feel what was going on with somebody's entire body, and I went from one second getting hit with every single hit to, the next, barely any hits were touching me. And so what happened there was fascinating, isn't it? All this information coming at me, and no way to process it, no understanding whatsoever, and in the very next moment, things change.

You ever felt like that in your life before, where all this information is coming at you, and you feel like you're just totally overwhelmed, maybe in a new job, right? And then one moment, it shifts and changes, and you're all of a sudden comfortable, relaxed, and fluid? That's exactly what will happen to you if you just keep listening, and keep getting the courses, all right? And keep listening to these calls, just like it's happened for me, all right? Now, that's an example of answering a question without answering one.

But now, what's the frustrating thing about that? I didn't actually answer the question, and I normally wouldn't even explain it this much. We're just talking about hypnotism. So I'm explaining it this much, all right? Normally, I'd actually not explain it, and I would send everybody off, and they'd be confused, thinking about that story, and what it meant for the next four hours.

They'd all come to their own conclusion, outside of the presentation, all right? That's one way of answering a question without answering it, all right? And I'm telling you something, guys. It's a powerful model of communication. By learning to tell things hypnotically, here's what's forced to happen, is people are literally forced to come up with a conclusion on their own, and make their own decision, for their own ideas, and here's the magical thing, is when they do that, they feel like they own it.

They feel like they own the information. They own it, all right? They feel like they made the decision. You didn't coerce them. They made the decision to join.

They decided that they were gonna spend their money. They decided they were gonna buy the products, and the services, and the conference calls, and all the stuff that you're selling, right? That make sense to everybody? I'm gonna turn it over to Dave here, to kind of close this off, because I have been talking a little bit over. Dave, just over to you, buddy.

This guy is just good at communicating, good at selling. I mean, Dave is, Dave's funny, I'm serious. You guys gotta get around him, because, you know, one thing that, here's one thing I want to differentiate here, between poor people, and people that make money doing this stuff, all right? Is people that make money doing this stuff, it's fun to them. It's like a game, all right?

It's like a little bit of a video game. You know, playing Pac-Man or something, figuring out how much money you can get, and how many bags of money you can gobble up. No, I'm teasing a little bit, but no, it really is funny. It really is a little bit of a game. You gotta be light-hearted about it, because the only alternative to being light-hearted is to feel negative, and feel all the pain and rejection, that other people feel, right?

So rather than feeling the pain and rejection, I would rather feel, and wouldn't you rather feel, if you could just divide that for a second, and you don't feel that, you feel just hilarious all the time. And Dave really just has a great time doing this stuff, and just laughs and has a great time, says, Dave, look at this sales copy. Isn't this awesome? I look at it, I'm laughing. I'm like, man, this is just great.

And we go and we tweak something. He really is good, and I just turn it back over to him, you know, to just close this off, folks. Just keep those concepts in mind. There's a lot more to this. We're gonna be covering more every week, and I wanna encourage everybody to be on these calls every single Monday night at 9 p.m.

Eastern. There are a lot of things that are going on, but there's not something that's as important as you being on this specific call Monday night at 9 p.m. Eastern, because we are not going to do anything but tell you the truth about marketing. There isn't time for anything but the truth. So over to Dave.

Dave, your thoughts, buddy. Absolutely, man. And I'm actually gonna kind of close it off with just a couple of brief thoughts, and I was enjoying listening to what you were talking about. And one thing that I did kind of think of when you were talking about people jumping from course to course, or person to person, it's not essentially course to course, it's really person to person. And here's the truth of the matter, is that Dave and I have actually worked with thousands of people inside of this industry in a very, very short period of time.

And we've heard every reason, and most likely experienced pretty much every reason, of why somebody cannot create success inside of their business. And that's the power more so than just having heard all the stories, is that we've actually experienced all of the struggles. That's the power of actually being on these calls. But here's the beautiful thing about what's gonna happen over the course of the next six, nine, and 12 months. On these specific calls, every Monday at 9 p.m.

Eastern time, we're actually going to take you through the entire process. We're gonna teach you every concept. We're gonna teach you every principle. We're gonna teach you every strategy. We're literally going to give you what you need to apply to your business to get the same or better results than we've got.

And my friends, you can't ask for much more than that. I mean, just for an example, just to talk about somebody besides myself, Dave has outproduced people double, and in most cases, triple, than anybody else inside of this industry. So here's the truth of the matter, is when you're jumping around from person to person, the reason why you're feeling overwhelmed if you are, and I get these emails all the time, from people, oh, I'm feeling overwhelmed. I've got my head in 50 different places. Well, the reason why that is, is because you're not allowing the process to take place in your life.

This is what happened with me when I started to go through a personal transformation in my life, was I wanted everything to hurry up and just happen. And the truth of the matter is, life is a lot about hurry up and wait. See, good things happen and come to people who work for them, and wait for them. And the fact of the matter is, Dave didn't jump out of his 1996 van that he lived in before he got started, all of a sudden, one morning, open up his computer and it started spitting out paychecks. I didn't get involved inside of this industry, jump out of my old 1990 Ford F-150 that I never even watched, and go and get a computer on credit because I didn't have any money, and all of a sudden, it starts spitting out paychecks.

And I did the same thing that the majority of people do, which is jump around, look for the secrets, jump from person to person, getting overwhelmed, getting discouraged, and when I finally tuned in to a very specific, very clear message, like what you're getting on these calls every Monday night, was when I started to have a breakthrough. See, the beautiful thing about the way that nature is, the way that life is, is that we grow up in a home, with two parents, well, most of us do. I mean, nowadays, some different things are going on, and that's totally cool, because that's just the turn that we're taking inside of society, but everything is set up for a reason, and when you're getting a different message from 50 different people, the reason why you're overwhelmed is very clear, is because you're trying to decipher 50 different things from 50 different people. Now, with that being said, I wanna share with you just very quickly, before we close tonight, the power of marketing. Many of you are jumping around again, looking for something that is gonna make a difference inside of your business, and I can tell you that mastering marketing, and what we're talking about on these calls each and every week, is the answer, and here's why.

Let me just think outside of the box for a second, and let's expand our minds and kinda pay attention to what's going on around us, kinda heighten our awareness a little bit, and really take a look at the persuasion and the influence that marketing has. Now, here's a kind of an interesting thing, is my girlfriend is not Miss Glamour Doll. Now, she's beautiful, and let me tell you something. In my eyes, she's the most beautiful woman in the entire world, but she's not a prima donna. She doesn't need all the finer things in life.

She's okay just with having me here at home with her, with my daughter, and enjoying the time that we have, but she actually comes from a social work background. She's actually in psychology, and that's what her degree is, and the interesting thing is we can drive around town, and she'll see somebody walking down the road that's actually homeless, maybe pushing a car, whatever, and she'll look over and say, well, what's Randy doing? I hope he's all right. It's the most interesting thing that you've ever seen in your entire life, because the woman that I love actually knows every homeless person in town, because that's just her background, okay? I say that to tell you that she's not a marketer.

She's not really interested in marketing. She doesn't do what Dave and I do, which is sit up on the phone and tweak copy, and create marketing funnels, and create systems, and create all this craziness. She's just okay with some different things in life, and that's totally cool, but here's what she said to me tonight when we were sitting at the table. We were talking about music. We were talking about society, and she made a comment about how marketing has really molded society through the different generations.

You know, there's a couple of things that have an impact on society. Music is one of them. Movies is one of them, and marketing is one of them. I want you to really think about that, and I want you to start paying attention to the things that are happening on TV, to the things that are happening on billboards, to the different shows and commercials that your kids are watching, and understand the real power, the real role that marketing plays inside of our society. It's not some little thing inside of network marketing.

Let me tell you something. If you're involved in the network marketing niche, this is a minuscule piece of the pie that marketing actually plays a role in. The companies that are billion-dollar companies inside of our marketplace are those who have mastered the skillsets behind marketing. So I can tell you that no matter where you go, if you get out of this industry, and you think that you're gonna get into another industry, and make it work because you don't have to learn any of this stuff, well, let me tell you something. Here's the beautiful thing about what's gonna happen over the course of the next couple of weeks is we're actually going to allow you to leverage your ability, our experience, and our skillsets to apply what we know to your business to use it to create the type of lifestyle that you deserve.

Now, I can't go into a whole lot of details, and neither can Dave at this point, but what I can tell you is that something's coming, and something is coming that is big, that has the power to impact your life in a way that most people have never seen before, I personally have never seen before. Now, in the course of the next couple of weeks, you're gonna be exposed to some information and to some things that are literally going to shake our industry, that are gonna shake the foundation that we stand on and give each and every person, no matter where you're at, where you've been, where you're going, what skillsets you have at this present moment, the ability to make money like the gurus without being a guru. So what I can tell you is that, first and foremost, number one thing, if you have the ability to come down to Orlando to the event, the Live the Dream 2 event, you need to take action. I believe that Dave has a link on his blog at workwithdavidwood.com forward slash dream that you can actually purchase your ticket. Now, let me be very clear with you.

You can get the Elite Package for $600 or whatever the case may be, but you can also get a ticket for as little as $199. Now, if you need more contact information or you need more details, you can email. Either Dave or I will put you in contact with hotel reservations and get you all hooked up, but here's the bottom line. If you can get down there, you're going to experience something inside of your life personally and in your business that's gonna transform you in a way that I just can't describe in words right now. The opportunity to shake hands, to look us in the eye, to network with people, and to experience this thing outside of your home, out from behind your computer, is something that can make an impact on your business that I just can't do here on a conference call.

So that's the first thing. If you can do that, you need to do everything that you can to do that. Now, normally I'm not gonna say that you need to do anything because the truth of the matter is, it's your business, and there's gonna be a lot of people who are gonna be there, who are gonna take action, and who are gonna be in a position to take advantage of what is coming. If you can't come, we will still plug you into what we're doing, my friends, but if you can make it down there, do what you can to make that happen. With that being said, these calls take place every single Monday night at 9 p.m.

Eastern time. Next week, we'll be on the same number, same place, same time, the topic will be just as powerful, so make sure you're on it. Now, the recording of these calls will be emailed out by either Dave or I in the next week, so you can listen to it over and over again. This is gonna be one of those calls that you're probably gonna wanna do that because these are some advanced strategies that you can really apply to your business that can transform it in a way that this little piddly stuff that I've seen floating around out there just can't do. These are the strategies, this is the truth, these are the things that make a difference and this is why we're doing these conference calls for free every Monday night at 9 p.m.

Eastern time. So, with that being said, I'm gonna pass it over to Dave for closing thoughts. That's it, guys, and that is, by the way, workwithdavidwood.com forward slash dream, workwithdavidwood.com forward slash dream. We almost forgot to sell anything tonight, Dave. I don't know what we're slipping, but guys, we want to connect with you to shake hands, to show you how to do things at a different level and to do things at a different level now.

I mean, here's the reality and just kind of, just my thoughts, and I know this is, guys, this is even a little bit more value than we normally give and a little bit longer and more content than we normally put out there, so just stick with me here for a second, folks. These are the things that we're telling you. These are the differences between recruiting a person a month or two people a year, two measly new distributors a month working all day and night, and this is the difference between doing that and recruiting 100 people in a week. It really is, and recruiting two, three, four, five people every single day. Folks, this is the difference, the stuff that we're teaching you.

It really is the difference and so, folks, if you could just for one second, imagine these problems, you know, that you've had of not having money deposited into your bank account every single day, and if you could just imagine for a second that those go away and that now all that you see in your life is all the income that you want in your life. You see yourself on the beaches of the world. You see yourself being able to travel in private jets and being able to hang out with people like Richard Branson and be able to go to Necker Island and just chill out or be able to do things that are just unbelievably cool. I mean, folks, I want you to think about something here for a second that I got a chance to do. I remember there was this time I was stuck in Costa Rica and I needed to get to an event.

I wanted to be there. I wanted to go to an event and I had to do what it took to get to the event. It was actually an event at that time. It was actually less important than this one I'm telling you to go to now, if you go to workwithdavidwood.com forward slash dream.

It was less important than that event, but I needed to be at the event because I'd made a commitment to be there. All right, I was in Costa Rica. We were having a flood. 150,000 homes in Costa Rica had their power shut off. There was no way to drive all the way up to San Jose, which is the city.

All the airports were shut down, folks. There was no planes going in and out of where I live, which is actually over near Capos in Costa Rica. There wasn't any flights going in and out. The internet wasn't working, but I had made a commitment to be at this event. So you know what I did?

I rented a plane, all right? I rented a plane to go fly. It was a new event that I wasn't even getting paid for. I wasn't even making money from the actual event itself. I just committed to be there and I liked doing what I promised, all right?

I rented a plane and I flew into San Jose, Costa Rica and then I caught a last minute flight out to Florida to attend an event. I rented a plane. What would it feel like to have the resources, if you can't get somewhere, to just rent a plane? You know what I mean? How would that feel to you?

I mean, imagine it. I remember when I bought my car in Costa Rica. Now, it's not a fancy car. I actually won a BMW. I think I turned it back because I didn't want to get shot, because I live in a little bit more of a poor country, right?

So I gave that back. Anyway, I just took cash for it, and you know what I did when I got down here? I bought a car. It was like 17 grand used. You know, I'm not this fancy, fancy person, right?

I bought a car though. It was like 17 grand and I took a bag. It was the equivalent of I think it was 8 or 9,000 colones. All right, it was a bag of money. Like, down here, the currency was worth a lot less.

You know, it was like 9 million colones, which is like twice as much as a lot of people make here in a whole year. And I just took it to this person to pay for my car, all right? Well, there were lawyers there to make sure it was legit and everything like that, but I took a bag of money. It was like, you know, a foot wide, a foot tall. It was ridiculous looking.

The banker's eyes were just popping out of his head. The guy was nervous taking it. He'd never seen that much money on a table his entire life. And that amount of money that I paid him is less than a fifth of my income. It's less than a fifth of my income today, in a month, right?

What would it feel like? That is what we can teach you how to do over the course of the next few weeks. That's what we're going to be bringing out for you, is your ability to create that income, your ability to buy the car, your ability to travel on private planes, your ability to be able to travel all over the world and do all the things you ever wanted to do, right, and borrowing our talent and skill to do it so you can do it without being a guru if you don't want to be. Now, if you do want to be a guru, I'm going to show you how to do that, too. But the reality is, you're not going to be a guru if you don't want to be a guru.

Right? The reality is, we're going to show you how to make the money of being a guru without being a guru. How powerful is that? You don't even have to be the star. If you don't want to, you can just sit behind and collect all the money.

How'd that feel, for the first time in your life? Well, we'll show you how to do it, so workwithdavidwood.com forward slash dream. Come hang out, you know? Come hang out. What's the worst thing that can happen?

You know, you learn how to make tons of money and then decide not to make tons of money, right? That's the worst thing that could possibly happen. But you know what, folks? I would just love to meet you. I'd love to shake your hand.

I'd love to see you there. And more so, make sure you're on the call next week, same time. And when you do get the replay, listen to it again and again and again and again and again. These concepts will just sink into you, and you'll understand and grasp them and be able to implement them completely unconsciously. So folks, have a great night.

Let's unmute the line today. Get everybody to scream out, yell, or whatever, and we'll see you in Orlando. All right, my friends, take care. Have a great time. Bye.

Have a great night. Bye. We hope, however, 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 EmpowerNetwork.com forward slash income dot php.