[Music] I’m excited about what y’all gonna do
I’m excited about what y’all gonna do
I’m excited about what y’all gonna do here at both if I had a theme today
here at both if I had a theme today
here at both if I had a theme today about what I wanted to talk to you about
about what I wanted to talk to you about
about what I wanted to talk to you about it would be how to build a team now
it would be how to build a team now
it would be how to build a team now first let’s think about what is a team a
first let’s think about what is a team a
first let’s think about what is a team a team is one it’s a oneness if everybody
team is one it’s a oneness if everybody
team is one it’s a oneness if everybody has one heartbeat everybody on the same
has one heartbeat everybody on the same
has one heartbeat everybody on the same page now the first step to building a
page now the first step to building a
page now the first step to building a team you can is you got to lead with
team you can is you got to lead with
team you can is you got to lead with your heart well what is leading with
your heart well what is leading with
your heart well what is leading with your heart leading with your heart is
your heart leading with your heart is
your heart leading with your heart is following your instincts following your
following your instincts following your
following your instincts following your gut not your head that’s the reason I
gut not your head that’s the reason I
gut not your head that’s the reason I think it’s almost impossible for smart
think it’s almost impossible for smart
think it’s almost impossible for smart people to win because they’re always
people to win because they’re always
people to win because they’re always figuring out the perfect time the
figuring out the perfect time the
figuring out the perfect time the perfect play don’t mess up don’t fail
perfect play don’t mess up don’t fail
perfect play don’t mess up don’t fail and they miss the moment let me give you
and they miss the moment let me give you
and they miss the moment let me give you another unwritten law
another unwritten law
another unwritten law I don’t know anybody that’s ever made
I don’t know anybody that’s ever made
I don’t know anybody that’s ever made straight A’s
straight A’s
straight A’s that’s ever done anything they see
that’s ever done anything they see
that’s ever done anything they see you’ve got to call the play you’ve got
you’ve got to call the play you’ve got
you’ve got to call the play you’ve got to call the play you don’t worry about
to call the play you don’t worry about
to call the play you don’t worry about screwing up you don’t worry about you
screwing up you don’t worry about you
screwing up you don’t worry about you don’t worry about messing up you call
don’t worry about messing up you call
don’t worry about messing up you call the dadgum play you don’t remember by
the dadgum play you don’t remember by
the dadgum play you don’t remember by football analogy if you’ve got two teams
football analogy if you’ve got two teams
football analogy if you’ve got two teams out there Friday night a pretty equal
out there Friday night a pretty equal
out there Friday night a pretty equal ability about a 120 plays in a football
ability about a 120 plays in a football
ability about a 120 plays in a football game you know and and and at the end of
game you know and and and at the end of
game you know and and and at the end of the game the team that wins there’s four
the game the team that wins there’s four
the game the team that wins there’s four or five plays that determine who’s going
or five plays that determine who’s going
or five plays that determine who’s going to win 98 percent of the plays you call
to win 98 percent of the plays you call
to win 98 percent of the plays you call don’t work like they supposed to but you
don’t work like they supposed to but you
don’t work like they supposed to but you know you know the team that wins are the
know you know the team that wins are the
know you know the team that wins are the players that they believe that next play
players that they believe that next play
players that they believe that next play is going to be one of those four or five
is going to be one of those four or five
is going to be one of those four or five plays a hundred and twenty plays the
plays a hundred and twenty plays the
plays a hundred and twenty plays the game they give it every dead gum thing
game they give it every dead gum thing
game they give it every dead gum thing they got you got to call the dadgum
they got you got to call the dadgum
they got you got to call the dadgum place
place
place you got a lead with your heart to build
you got a lead with your heart to build
you got a lead with your heart to build a team leading with your heart is
a team leading with your heart is
a team leading with your heart is following your instincts following your
following your instincts following your
following your instincts following your gut not your head having the courage to
gut not your head having the courage to
gut not your head having the courage to call a play if it fails and it probably
call a play if it fails and it probably
call a play if it fails and it probably will you call a play you call another
will you call a play you call another
will you call a play you call another dadgum play leading with your heart
dadgum play leading with your heart
dadgum play leading with your heart there’s believing in you leading with
there’s believing in you leading with
there’s believing in you leading with your heart is leaving in your principles
your heart is leaving in your principles
your heart is leaving in your principles that’s believing in your system it’s
that’s believing in your system it’s
that’s believing in your system it’s bleeding in your people it’s believing
bleeding in your people it’s believing
bleeding in your people it’s believing in your team see I was trained as a
in your team see I was trained as a
in your team see I was trained as a football coach before al Williams to
football coach before al Williams to
football coach before al Williams to call a play in 25 seconds
call a play in 25 seconds
call a play in 25 seconds some people said ours you call too many
some people said ours you call too many
some people said ours you call too many plays hard
plays hard
plays hard you call plays too fast are you always
you call plays too fast are you always
you call plays too fast are you always kept chains in two plays spite of me al
kept chains in two plays spite of me al
kept chains in two plays spite of me al Williams built the largest most powerful
Williams built the largest most powerful
Williams built the largest most powerful sales force in the history of our
sales force in the history of our
sales force in the history of our industry in fact you know what in fact
industry in fact you know what in fact
industry in fact you know what in fact you know what we were so big that want
you know what we were so big that want
you know what we were so big that want anybody to even came in a close second
anybody to even came in a close second
anybody to even came in a close second let me give you another unwritten law
let me give you another unwritten law
let me give you another unwritten law long you lead with your heart you follow
long you lead with your heart you follow
long you lead with your heart you follow your instincts you follow your good not
your instincts you follow your good not
your instincts you follow your good not your head you know what you know how
your head you know what you know how
your head you know what you know how important I believe praise and
important I believe praise and
important I believe praise and recognition is it’s just everything
recognition is it’s just everything
recognition is it’s just everything that’s all what a wonderful job y’all do
that’s all what a wonderful job y’all do
that’s all what a wonderful job y’all do with plays and recognition now see
with plays and recognition now see
with plays and recognition now see everybody needs praise
everybody needs praise
everybody needs praise everybody needs recognition if you’re
everybody needs recognition if you’re
everybody needs recognition if you’re going to build a great team you’ve got
going to build a great team you’ve got
going to build a great team you’ve got to become an expert on praise and
to become an expert on praise and
to become an expert on praise and recognition where’s timing Pam Melton
recognition where’s timing Pam Melton
recognition where’s timing Pam Melton they’re here somewhere you know it takes
they’re here somewhere you know it takes
they’re here somewhere you know it takes a lot of special people to build a
a lot of special people to build a
a lot of special people to build a championship team when we started really
championship team when we started really
championship team when we started really growing at a oeus you know I’d call an
growing at a oeus you know I’d call an
growing at a oeus you know I’d call an emergency meeting maybe this is Monday
emergency meeting maybe this is Monday
emergency meeting maybe this is Monday and maybe on Friday and I’d want to do a
and maybe on Friday and I’d want to do a
and maybe on Friday and I’d want to do a hundred t-shirts and all these people
hundred t-shirts and all these people
hundred t-shirts and all these people that did our t-shirts and our trophies
that did our t-shirts and our trophies
that did our t-shirts and our trophies they wanted six weeks to get the job
they wanted six weeks to get the job
they wanted six weeks to get the job done all this kind of crap you don’t el
done all this kind of crap you don’t el
done all this kind of crap you don’t el Williams you had to operate like right
Williams you had to operate like right
Williams you had to operate like right now
now
now like yesterday and so we I went out to
like yesterday and so we I went out to
like yesterday and so we I went out to Snellville Georgia and I found Tommy and
Snellville Georgia and I found Tommy and
Snellville Georgia and I found Tommy and Pam Melton and I said we well I want you
Pam Melton and I said we well I want you
Pam Melton and I said we well I want you guys to start a company I’m gonna help
guys to start a company I’m gonna help
guys to start a company I’m gonna help you finance it and I want you to be
you finance it and I want you to be
you finance it and I want you to be ready to give us those t-shirts and give
ready to give us those t-shirts and give
ready to give us those t-shirts and give us those trophies and they were just
us those trophies and they were just
us those trophies and they were just magnificent and I think they’re here
magnificent and I think they’re here
magnificent and I think they’re here today and done a lot of this kind of
today and done a lot of this kind of
today and done a lot of this kind of stuff and y’all ought to use them
stuff and y’all ought to use them
stuff and y’all ought to use them because they get it done and they get it
because they get it done and they get it
because they get it done and they get it done on time
done on time
done on time you know Boca Boca is an unbelievably
you know Boca Boca is an unbelievably
you know Boca Boca is an unbelievably special place for all of us say or
special place for all of us say or
special place for all of us say or William’s people it was here in Boca in
William’s people it was here in Boca in
William’s people it was here in Boca in 1984 that we celebrated our first
1984 that we celebrated our first
1984 that we celebrated our first national championship right over there
national championship right over there
national championship right over there by the swimming pool in that old meeting
by the swimming pool in that old meeting
by the swimming pool in that old meeting room we drop balloons from the ceilings
room we drop balloons from the ceilings
room we drop balloons from the ceilings with hundred dollars in it you know just
with hundred dollars in it you know just
with hundred dollars in it you know just like they did the Republican and
like they did the Republican and
like they did the Republican and Democratic conventions this year we gave
Democratic conventions this year we gave
Democratic conventions this year we gave dozens of Rolex watches out with 1984
dozens of Rolex watches out with 1984
dozens of Rolex watches out with 1984 national champions on the face of the
national champions on the face of the
national champions on the face of the watch we had the NSPS dress up in
watch we had the NSPS dress up in
watch we had the NSPS dress up in football uniform so why is dress up as
football uniform so why is dress up as
football uniform so why is dress up as cheerleaders and we celebrated a
cheerleaders and we celebrated a
cheerleaders and we celebrated a historic victory
historic victory
historic victory but but you know what the life insurance
but but you know what the life insurance
but but you know what the life insurance industry said we didn’t even know we had
industry said we didn’t even know we had
industry said we didn’t even know we had a national championship
a national championship
a national championship but but you know what they knew it in
but but you know what they knew it in
but but you know what they knew it in 1984 they knew it after we got through
1984 they knew it after we got through
1984 they knew it after we got through in Boca Hale Williams brought a
in Boca Hale Williams brought a
in Boca Hale Williams brought a different kind of competition of this
different kind of competition of this
different kind of competition of this industry we started a dadgum war hail
industry we started a dadgum war hail
industry we started a dadgum war hail William sent here as we left vocal we
William sent here as we left vocal we
William sent here as we left vocal we dare you Prudential we dare you New York
dare you Prudential we dare you New York
dare you Prudential we dare you New York life to see if you can take it back
life to see if you can take it back
life to see if you can take it back we don’t think you’re good enough we
we don’t think you’re good enough we
we don’t think you’re good enough we don’t think you’re tough enough there
don’t think you’re tough enough there
don’t think you’re tough enough there would be number one again and you know
would be number one again and you know
would be number one again and you know what you know what
what you know what
what you know what ar we have won seven straight national
ar we have won seven straight national
ar we have won seven straight national championship to build the build of
championship to build the build of
championship to build the build of national championship team you’ve got to
national championship team you’ve got to
national championship team you’ve got to build with people that can still dream
build with people that can still dream
build with people that can still dream they can still believe they can still
they can still believe they can still
they can still believe they can still hope that are still willing to compete
hope that are still willing to compete
hope that are still willing to compete see most people in our country today and
see most people in our country today and
see most people in our country today and just back then to that have been so beat
just back then to that have been so beat
just back then to that have been so beat up so put down that they’ve just given
up so put down that they’ve just given
up so put down that they’ve just given up on their dream let me talk to you a
up on their dream let me talk to you a
up on their dream let me talk to you a minute about those original 85 people
minute about those original 85 people
minute about those original 85 people all those were original 85 people that
all those were original 85 people that
all those were original 85 people that founded this company were all coaches or
founded this company were all coaches or
founded this company were all coaches or they had played on a team and al
they had played on a team and al
they had played on a team and al Williams turned life insurance into a
Williams turned life insurance into a
Williams turned life insurance into a game see see al Williams didn’t know
game see see al Williams didn’t know
game see see al Williams didn’t know anything about business we didn’t have
anything about business we didn’t have
anything about business we didn’t have any MBAs we didn’t have any professional
any MBAs we didn’t have any professional
any MBAs we didn’t have any professional salespeople we didn’t understand
salespeople we didn’t understand
salespeople we didn’t understand business plans we didn’t understand
business plans we didn’t understand
business plans we didn’t understand budgets but those early AR Williams
budgets but those early AR Williams
budgets but those early AR Williams pioneers they understood putting on a
pioneers they understood putting on a
pioneers they understood putting on a putting on a termite uniform they
putting on a termite uniform they
putting on a termite uniform they understood hitting anything in the wrong
understood hitting anything in the wrong
understood hitting anything in the wrong color jersey those early al Williams
color jersey those early al Williams
color jersey those early al Williams people understood what it was like to
people understood what it was like to
people understood what it was like to get screwed but they also understood
get screwed but they also understood
get screwed but they also understood what it was like to get even we were a
what it was like to get even we were a
what it was like to get even we were a team we were together we cared about
team we were together we cared about
team we were together we cared about each other that al Williams we created a
each other that al Williams we created a
each other that al Williams we created a bubble that was so positive it was
bubble that was so positive it was
bubble that was so positive it was unbelievable we were together we were in
unbelievable we were together we were in
unbelievable we were together we were in that foxhole together
that foxhole together
that foxhole together we were going to fight for you we were
we were going to fight for you we were
we were going to fight for you we were going to protect you there was a special
going to protect you there was a special
going to protect you there was a special kind of spirit in AoE Williams we didn’t
kind of spirit in AoE Williams we didn’t
kind of spirit in AoE Williams we didn’t just like it we loved it we believed to
just like it we loved it we believed to
just like it we loved it we believed to win you had to have what I call that
win you had to have what I call that
win you had to have what I call that Friday night feeling you had that you
Friday night feeling you had that you
Friday night feeling you had that you had to be so excited you were just not
had to be so excited you were just not
had to be so excited you were just not to miss any pants see people won’t
to miss any pants see people won’t
to miss any pants see people won’t follow or believe in a negative dull
follow or believe in a negative dull
follow or believe in a negative dull disillusioned dadgum crybaby see we
disillusioned dadgum crybaby see we
disillusioned dadgum crybaby see we believe that everybody wanted to be
believe that everybody wanted to be
believe that everybody wanted to be somebody everybody has ever been born on
somebody everybody has ever been born on
somebody everybody has ever been born on this earth they want to be somebody and
this earth they want to be somebody and
this earth they want to be somebody and we believed as a leader in leading your
we believed as a leader in leading your
we believed as a leader in leading your team it was your responsibility no
team it was your responsibility no
team it was your responsibility no matter how hurt these people were to
matter how hurt these people were to
matter how hurt these people were to reach inside of them to grab their heart
reach inside of them to grab their heart
reach inside of them to grab their heart to help them believe in them again to
to help them believe in them again to
to help them believe in them again to believe that there’s somebody special
believe that there’s somebody special
believe that there’s somebody special again to believe that we’ll put on this
again to believe that we’ll put on this
again to believe that we’ll put on this earth to do something important again to
earth to do something important again to
earth to do something important again to build a great team it begins with you
build a great team it begins with you
build a great team it begins with you the leader you’ve got to become a magnet
the leader you’ve got to become a magnet
the leader you’ve got to become a magnet where people are drawn to you like bees
where people are drawn to you like bees
where people are drawn to you like bees and a honey bees to honey the most asked
and a honey bees to honey the most asked
and a honey bees to honey the most asked question I get even today in a Oh Ian’s
question I get even today in a Oh Ian’s
question I get even today in a Oh Ian’s we sell the coach book up at this little
we sell the coach book up at this little
we sell the coach book up at this little in his spawn house North Carolina that
in his spawn house North Carolina that
in his spawn house North Carolina that in July on and the most asked question I
in July on and the most asked question I
in July on and the most asked question I get today you know 22 years after I
get today you know 22 years after I
get today you know 22 years after I retired it’s hard how did you do it how
retired it’s hard how did you do it how
retired it’s hard how did you do it how did those 85 people do it
did those 85 people do it
did those 85 people do it Heidi Dale Williams grow from a peanut
Heidi Dale Williams grow from a peanut
Heidi Dale Williams grow from a peanut of 85 people in one city in one state to
of 85 people in one city in one state to
of 85 people in one city in one state to an army of 225,000 people in every city
an army of 225,000 people in every city
an army of 225,000 people in every city in every state in Canada well what if
in every state in Canada well what if
in every state in Canada well what if you Bob yusan give up his hundred
you Bob yusan give up his hundred
you Bob yusan give up his hundred thousand dollar income to go to a new
thousand dollar income to go to a new
thousand dollar income to go to a new company where the odds were 99% that we
company where the odds were 99% that we
company where the odds were 99% that we were gonna fail and they ask me all the
were gonna fail and they ask me all the
were gonna fail and they ask me all the time why did Bill dorinda pick up his
time why did Bill dorinda pick up his
time why did Bill dorinda pick up his family and go to Dallas Texas
family and go to Dallas Texas
family and go to Dallas Texas didn’t have a pot to pee in hey I’m
didn’t have a pot to pee in hey I’m
didn’t have a pot to pee in hey I’m Ronnie Ronnie Barnes go to Chattanooga
Ronnie Ronnie Barnes go to Chattanooga
Ronnie Ronnie Barnes go to Chattanooga Tennessee
Tennessee
Tennessee rusty Crossland go to Denver Colorado
rusty Crossland go to Denver Colorado
rusty Crossland go to Denver Colorado and the president of the company stood
and the president of the company stood
and the president of the company stood on the first couple of years and said
on the first couple of years and said
on the first couple of years and said the odds are about like is the bus or by
the odds are about like is the bus or by
the odds are about like is the bus or by I don’t mean being Prudential I don’t
I don’t mean being Prudential I don’t
I don’t mean being Prudential I don’t mean changing an industry
mean changing an industry
mean changing an industry I’m talking about the odds are about
I’m talking about the odds are about
I’m talking about the odds are about like this surviving my all-time favorite
like this surviving my all-time favorite
like this surviving my all-time favorite clewd is by Winston Churchill there
clewd is by Winston Churchill there
clewd is by Winston Churchill there comes a special moment in everyone’s
comes a special moment in everyone’s
comes a special moment in everyone’s life a moment for which that person was
life a moment for which that person was
life a moment for which that person was born that special opportunity when he
born that special opportunity when he
born that special opportunity when he seizes it will fulfill his mission a
seizes it will fulfill his mission a
seizes it will fulfill his mission a mission for which he is uniquely
mission for which he is uniquely
mission for which he is uniquely qualified in that moment he finds
qualified in that moment he finds
qualified in that moment he finds greatness it is his finest hour those
greatness it is his finest hour those
greatness it is his finest hour those originally oh we have thought that this
originally oh we have thought that this
originally oh we have thought that this was our moment that this was our time
was our moment that this was our time
was our moment that this was our time these people wanted to do something big
these people wanted to do something big
these people wanted to do something big they wanted to do something important
they wanted to do something important
they wanted to do something important they wanted to leave their mark they
they wanted to leave their mark they
they wanted to leave their mark they wanted to be somebody but let me ask you
wanted to be somebody but let me ask you
wanted to be somebody but let me ask you this where could people like us go look
this where could people like us go look
this where could people like us go look at me where could people like us go yes
at me where could people like us go yes
at me where could people like us go yes we knew was it possible yes we knew the
we knew was it possible yes we knew the
we knew was it possible yes we knew the odds were 99% against us surviving but
odds were 99% against us surviving but
odds were 99% against us surviving but where could people like me go where were
where could people like me go where were
where could people like me go where were some company begin me a chance all we
some company begin me a chance all we
some company begin me a chance all we wanted al Williams was a chance and we
wanted al Williams was a chance and we
wanted al Williams was a chance and we really believed if we had a chance if
really believed if we had a chance if
really believed if we had a chance if somebody would take a chance on us we
somebody would take a chance on us we
somebody would take a chance on us we really believed we were different we
really believed we were different we
really believed we were different we believed we were special
believed we were special
believed we were special we believed that one day we would change
we believed that one day we would change
we believed that one day we would change the thinking of the largest industry in
the thinking of the largest industry in
the thinking of the largest industry in the world we believed that one day we
the world we believed that one day we
the world we believed that one day we would destroy trash value we believe
would destroy trash value we believe
would destroy trash value we believe that one day our leaders would become
that one day our leaders would become
that one day our leaders would become among the most successful in American
among the most successful in American
among the most successful in American business we believe that one day we
business we believe that one day we
business we believe that one day we would take our people to all the great
would take our people to all the great
would take our people to all the great places of the world those original Leia
places of the world those original Leia
places of the world those original Leia Williams people were big dreamers they
Williams people were big dreamers they
Williams people were big dreamers they were big thinkers they were big doers
were big thinkers they were big doers
were big thinkers they were big doers they let me tell you about big big is
they let me tell you about big big is
they let me tell you about big big is Larry Waddell taking his wife and two
Larry Waddell taking his wife and two
Larry Waddell taking his wife and two boys picking him up in Atlanta Georgia
boys picking him up in Atlanta Georgia
boys picking him up in Atlanta Georgia and moving to Greensboro North Carolina
and moving to Greensboro North Carolina
and moving to Greensboro North Carolina didn’t have any money didn’t have any
didn’t have any money didn’t have any
didn’t have any money didn’t have any financial security
financial security
financial security his ninth month is an RVP his base shop
his ninth month is an RVP his base shop
his ninth month is an RVP his base shop was doing $100,000
was doing $100,000
was doing $100,000 but during those nine months he had
but during those nine months he had
but during those nine months he had produced the first generation our VP
produced the first generation our VP
produced the first generation our VP named Joe Covington that when Larry
named Joe Covington that when Larry
named Joe Covington that when Larry Weddell database that month of $90,000
Weddell database that month of $90,000
Weddell database that month of $90,000 Joe Covington did $60,000 ultimately
Joe Covington did $60,000 ultimately
Joe Covington did $60,000 ultimately layer Waddell food produced a hundred
layer Waddell food produced a hundred
layer Waddell food produced a hundred first generation our VPS that’s big
first generation our VPS that’s big
first generation our VPS that’s big biggest bob Beus on building a team all
biggest bob Beus on building a team all
biggest bob Beus on building a team all over the United States and Canada of
over the United States and Canada of
over the United States and Canada of over 900 our VPS biggest Mike sharp
over 900 our VPS biggest Mike sharp
over 900 our VPS biggest Mike sharp building a team that produces over four
building a team that produces over four
building a team that produces over four million dollars a month in premium big
million dollars a month in premium big
million dollars a month in premium big it’s Greg Fitzpatrick when we’re moving
it’s Greg Fitzpatrick when we’re moving
it’s Greg Fitzpatrick when we’re moving into Canada I’ve become a taking an AO
into Canada I’ve become a taking an AO
into Canada I’ve become a taking an AO Williams but being an al Williams leader
Williams but being an al Williams leader
Williams but being an al Williams leader that goes into Canada helped us open up
that goes into Canada helped us open up
that goes into Canada helped us open up Canada we can only pay those original
Canada we can only pay those original
Canada we can only pay those original people four and a half percent didn’t
people four and a half percent didn’t
people four and a half percent didn’t even cover his expenses but he went up
even cover his expenses but he went up
even cover his expenses but he went up there for one year one week every month
there for one year one week every month
there for one year one week every month losing money but willing to build a team
losing money but willing to build a team
losing money but willing to build a team want to help us tinier new territory
want to help us tinier new territory
want to help us tinier new territory today he asked 50 are VPS in Canada big
today he asked 50 are VPS in Canada big
today he asked 50 are VPS in Canada big is Kip
is Kip
is Kip Ridley for one year running a $200,000
Ridley for one year running a $200,000
Ridley for one year running a $200,000 base shop and that very same year
base shop and that very same year
base shop and that very same year producing four generation for first
producing four generation for first
producing four generation for first generation our VPS the big is dick
generation our VPS the big is dick
generation our VPS the big is dick Walker becoming an NSD by producing ten
Walker becoming an NSD by producing ten
Walker becoming an NSD by producing ten first generation our VPS that do $20,000
first generation our VPS that do $20,000
first generation our VPS that do $20,000 each in one month
each in one month
each in one month big is john roarke and Nicolay’s
big is john roarke and Nicolay’s
big is john roarke and Nicolay’s building a team is always in the top 100
building a team is always in the top 100
building a team is always in the top 100 nao williams
nao williams
nao williams fantastic examples of saving your money
fantastic examples of saving your money
fantastic examples of saving your money and and becoming financially Penn’s a
and and becoming financially Penn’s a
and and becoming financially Penn’s a became financially independent they
became financially independent they
became financially independent they could retire do anything they wanted to
could retire do anything they wanted to
could retire do anything they wanted to but 35 years later they’re still in this
but 35 years later they’re still in this
but 35 years later they’re still in this company you know while they’re still
company you know while they’re still
company you know while they’re still running a base shop while they still
running a base shop while they still
running a base shop while they still have to help in there are VPS produced
have to help in there are VPS produced
have to help in there are VPS produced are VPS and build teams to build
are VPS and build teams to build
are VPS and build teams to build financial independence because they love
financial independence because they love
financial independence because they love them because they love being part of a
them because they love being part of a
them because they love being part of a team big to me is starting with nothing
team big to me is starting with nothing
team big to me is starting with nothing but a dream starting with nothing but a
but a dream starting with nothing but a
but a dream starting with nothing but a dream but just being part of
dream but just being part of
dream but just being part of a group of people this you can count on
a group of people this you can count on
a group of people this you can count on that you love going to war with and one
that you love going to war with and one
that you love going to war with and one day that team kicking Prudential but to
day that team kicking Prudential but to
day that team kicking Prudential but to build a big team you got to have a
build a big team you got to have a
build a big team you got to have a crusade and what a crusade you’ll have
crusade and what a crusade you’ll have
crusade and what a crusade you’ll have today you’ve got to have a crusade you
today you’ve got to have a crusade you
today you’ve got to have a crusade you got to have a cause to fight for it ayo
got to have a cause to fight for it ayo
got to have a cause to fight for it ayo Williams we were Crusaders first coach
Williams we were Crusaders first coach
Williams we were Crusaders first coach Lombardi says you capture the person’s
Lombardi says you capture the person’s
Lombardi says you capture the person’s heart you capture the man you know folks
heart you capture the man you know folks
heart you capture the man you know folks it’s not about the money first it’s not
it’s not about the money first it’s not
it’s not about the money first it’s not about the money first it’s so so so much
about the money first it’s so so so much
about the money first it’s so so so much bigger than that honestly folks I never
bigger than that honestly folks I never
bigger than that honestly folks I never thought I was capable of making big
thought I was capable of making big
thought I was capable of making big money
money
money I never thought somebody like me could
I never thought somebody like me could
I never thought somebody like me could make big money I never expected that I
make big money I never expected that I
make big money I never expected that I never sold a new recruit never in 20
never sold a new recruit never in 20
never sold a new recruit never in 20 years the money first
years the money first
years the money first I always thought though cash value is
I always thought though cash value is
I always thought though cash value is evil I thought it was criminal what that
evil I thought it was criminal what that
evil I thought it was criminal what that Gulf life agent did to me an angel with
Gulf life agent did to me an angel with
Gulf life agent did to me an angel with two children selling us a $15,000 whole
two children selling us a $15,000 whole
two children selling us a $15,000 whole life policy when he could have given us
life policy when he could have given us
life policy when he could have given us $100,000 term policy I couldn’t believe
$100,000 term policy I couldn’t believe
$100,000 term policy I couldn’t believe what the big insurance companies did to
what the big insurance companies did to
what the big insurance companies did to the families in America
the families in America
the families in America Prudential average size policy with
Prudential average size policy with
Prudential average size policy with $4,000 it was our passion sound that
$4,000 it was our passion sound that
$4,000 it was our passion sound that made us different
made us different
made us different it was our passion that gave us a chance
it was our passion that gave us a chance
it was our passion that gave us a chance there’s got to be the crusade first not
there’s got to be the crusade first not
there’s got to be the crusade first not the money al Williams stood for
the money al Williams stood for
the money al Williams stood for something al Williams stood for some can
something al Williams stood for some can
something al Williams stood for some can you imagine this little peanut becoming
you imagine this little peanut becoming
you imagine this little peanut becoming such a dominant company in this industry
such a dominant company in this industry
such a dominant company in this industry that when you mentioned the word AoE and
that when you mentioned the word AoE and
that when you mentioned the word AoE and people thought it meant something it
people thought it meant something it
people thought it meant something it meant something out it was not just
meant something out it was not just
meant something out it was not just another company they are william stood
another company they are william stood
another company they are william stood for something in this industry when you
for something in this industry when you
for something in this industry when you mention al Williams those 250,000 ages
mention al Williams those 250,000 ages
mention al Williams those 250,000 ages those 2,000 companies they immediately
those 2,000 companies they immediately
those 2,000 companies they immediately felt fear they are merely felt
felt fear they are merely felt
felt fear they are merely felt intimidation they didn’t know where they
intimidation they didn’t know where they
intimidation they didn’t know where they didn’t know when but they knew we were
didn’t know when but they knew we were
didn’t know when but they knew we were out they
out they
out they they knew that someday somewhere if they
they knew that someday somewhere if they
they knew that someday somewhere if they sold a trash value policy al Williams go
sold a trash value policy al Williams go
sold a trash value policy al Williams go show up it was going to get ugly it was
show up it was going to get ugly it was
show up it was going to get ugly it was gonna get ugly we didn’t want to destroy
gonna get ugly we didn’t want to destroy
gonna get ugly we didn’t want to destroy the copper we didn’t want to cook we
the copper we didn’t want to cook we
the copper we didn’t want to cook we didn’t we didn’t want to be nice
didn’t we didn’t want to be nice
didn’t we didn’t want to be nice we wanted to straw those Joker’s put
we wanted to straw those Joker’s put
we wanted to straw those Joker’s put that towel down John let me tell you
that towel down John let me tell you
that towel down John let me tell you something the harder they fall
something the harder they fall
something the harder they fall honestly my the harder they fall and
honestly my the harder they fall and
honestly my the harder they fall and they were so stupid they should have
they were so stupid they should have
they were so stupid they should have been nice they should have just gave up
been nice they should have just gave up
been nice they should have just gave up and you said but the harder they fall
and you said but the harder they fall
and you said but the harder they fall but next year they were the more they
but next year they were the more they
but next year they were the more they tried to clear us out of business the
tried to clear us out of business the
tried to clear us out of business the more we loved it the more we love see we
more we loved it the more we love see we
more we loved it the more we love see we did we didn’t look hey hey hey
we didn’t like you today a William we
we didn’t like you today a William we didn’t like your day a William we did a
didn’t like your day a William we did a
didn’t like your day a William we did a lot we loved it we didn’t like the fight
lot we loved it we didn’t like the fight
lot we loved it we didn’t like the fight we loved it
we loved it
we loved it we didn’t like the controversy we
we didn’t like the controversy we
we didn’t like the controversy we thrived on the controversy in 1976 ten
thrived on the controversy in 1976 ten
thrived on the controversy in 1976 ten years after I’d left coaching I was in
years after I’d left coaching I was in
years after I’d left coaching I was in corporate America with ITT and what
corporate America with ITT and what
corporate America with ITT and what Ellen read and I think the final thing
Ellen read and I think the final thing
Ellen read and I think the final thing that happened to me that made me wanted
that happened to me that made me wanted
that happened to me that made me wanted to start a Oh Williams is I was an RVP
to start a Oh Williams is I was an RVP
to start a Oh Williams is I was an RVP with what Ellen read over the five
with what Ellen read over the five
with what Ellen read over the five southeastern space I had 650 people
southeastern space I had 650 people
southeastern space I had 650 people licensed on my team in 1960 76 I had 19
licensed on my team in 1960 76 I had 19
licensed on my team in 1960 76 I had 19 people that were ready to be promoted
people that were ready to be promoted
people that were ready to be promoted that had earned the right to be promoted
that had earned the right to be promoted
that had earned the right to be promoted and what Ellen Reed came out with their
and what Ellen Reed came out with their
and what Ellen Reed came out with their 1977 budgets and they gave my
1977 budgets and they gave my
1977 budgets and they gave my southeastern region two new offices to
southeastern region two new offices to
southeastern region two new offices to open the number one reason were 13
open the number one reason were 13
open the number one reason were 13 reasons and Waddell and Reed
reasons and Waddell and Reed
reasons and Waddell and Reed I read and produced more than all the
I read and produced more than all the
I read and produced more than all the next 12 combined and they they allowed
next 12 combined and they they allowed
next 12 combined and they they allowed me to open two new offices and 17 people
me to open two new offices and 17 people
me to open two new offices and 17 people that had earned the right to be promoted
that had earned the right to be promoted
that had earned the right to be promoted had to wait another year another 12
had to wait another year another 12
had to wait another year another 12 months and I couldn’t stand it I wanted
months and I couldn’t stand it I wanted
months and I couldn’t stand it I wanted to be part of a company with no limits
to be part of a company with no limits
to be part of a company with no limits I wanted to be part of a company that
I wanted to be part of a company that
I wanted to be part of a company that would give you unlimited territory you
would give you unlimited territory you
would give you unlimited territory you could go anywhere no protected territory
could go anywhere no protected territory
could go anywhere no protected territory I wanted to be part of a company that
I wanted to be part of a company that
I wanted to be part of a company that would give you an unlimited market there
would give you an unlimited market there
would give you an unlimited market there were millions and millions and millions
were millions and millions and millions
were millions and millions and millions of people out there that had trash value
of people out there that had trash value
of people out there that had trash value policy that needed to be replaced there
policy that needed to be replaced there
policy that needed to be replaced there were 250,000 life insurance agents that
were 250,000 life insurance agents that
were 250,000 life insurance agents that were selling hundreds of thousands of
were selling hundreds of thousands of
were selling hundreds of thousands of policies every year increasing Meyer our
policies every year increasing Meyer our
policies every year increasing Meyer our market I want to be part of a company
market I want to be part of a company
market I want to be part of a company that had unlimited money that never
that had unlimited money that never
that had unlimited money that never asked you to slow down I want to be part
asked you to slow down I want to be part
asked you to slow down I want to be part of a company that would give you a
of a company that would give you a
of a company that would give you a chance to make unlimited promotions that
chance to make unlimited promotions that
chance to make unlimited promotions that you promoted the individual when they
you promoted the individual when they
you promoted the individual when they were ready but where you could where you
were ready but where you could where you
were ready but where you could where you could build it as big as you want and
could build it as big as you want and
could build it as big as you want and you could keep getting bigger never
you could keep getting bigger never
you could keep getting bigger never holding anybody back I want to be part
holding anybody back I want to be part
holding anybody back I want to be part of a company that had unlimited support
of a company that had unlimited support
of a company that had unlimited support think about this
think about this
think about this think about this it took us 12 years to
think about this it took us 12 years to
think about this it took us 12 years to get our own home office y’all are moving
get our own home office y’all are moving
get our own home office y’all are moving into an on your own home office a time
into an on your own home office a time
into an on your own home office a time and another cut in another couple of
and another cut in another couple of
and another cut in another couple of months it took us 12 years 10 with ITT
months it took us 12 years 10 with ITT
months it took us 12 years 10 with ITT and Waddell and Reed in two and our
and Waddell and Reed in two and our
and Waddell and Reed in two and our first two years today a weeks before we
first two years today a weeks before we
first two years today a weeks before we could get a company to build our own
could get a company to build our own
could get a company to build our own home office we were a free
home office we were a free
home office we were a free we were unique we were different and we
we were unique we were different and we
we were unique we were different and we had to we couldn’t fit in with other
had to we couldn’t fit in with other
had to we couldn’t fit in with other companies out there a OEMs finally had
companies out there a OEMs finally had
companies out there a OEMs finally had everything in place with no limits now
everything in place with no limits now
everything in place with no limits now we had no limits and in February 10 1977
we had no limits and in February 10 1977
we had no limits and in February 10 1977 we had to decide how are we going to
we had to decide how are we going to
we had to decide how are we going to grow Leia lives here we were a little
grow Leia lives here we were a little
grow Leia lives here we were a little peanut 85 people in one city in one
peanut 85 people in one city in one
peanut 85 people in one city in one state how will we go on build this on
state how will we go on build this on
state how will we go on build this on you have 225,000 people in every city in
you have 225,000 people in every city in
you have 225,000 people in every city in every stage we decided we were going to
every stage we decided we were going to
every stage we decided we were going to do it like McDonald’s did it by opening
do it like McDonald’s did it by opening
do it like McDonald’s did it by opening new stores let me give you another
new stores let me give you another
new stores let me give you another unwritten law great companies always
unwritten law great companies always
unwritten law great companies always grow McDonald’s was founded in 1984 in
grow McDonald’s was founded in 1984 in
grow McDonald’s was founded in 1984 in California the first 17 years they
California the first 17 years they
California the first 17 years they opened 700 stores in 1983 they are
opened 700 stores in 1983 they are
opened 700 stores in 1983 they are opening three stores a day in 2012 they
opening three stores a day in 2012 they
opening three stores a day in 2012 they had 33,000 stores all over the world to
had 33,000 stores all over the world to
had 33,000 stores all over the world to grow prime America’s gotta open new
grow prime America’s gotta open new
grow prime America’s gotta open new stores I had lunch this past year a few
stores I had lunch this past year a few
stores I had lunch this past year a few months ago with Truitt khaki the founder
months ago with Truitt khaki the founder
months ago with Truitt khaki the founder of chick-fil-a he founded chick-fil-a in
of chick-fil-a he founded chick-fil-a in
of chick-fil-a he founded chick-fil-a in Atlanta Georgia in the night early 1960s
Atlanta Georgia in the night early 1960s
Atlanta Georgia in the night early 1960s for 10 years he only had one store today
for 10 years he only had one store today
for 10 years he only had one store today he has 1,400 stores and he’s worth four
he has 1,400 stores and he’s worth four
he has 1,400 stores and he’s worth four billion dollars we decided today our
billion dollars we decided today our
billion dollars we decided today our wings that we were going to expand by
wings that we were going to expand by
wings that we were going to expand by the magic of multiplication let me give
the magic of multiplication let me give
the magic of multiplication let me give you this example of addition versus
you this example of addition versus
you this example of addition versus multiplication let’s say you are the
multiplication let’s say you are the
multiplication let’s say you are the only RVP Sheryl on your team that
only RVP Sheryl on your team that
only RVP Sheryl on your team that produces our VPS
produces our VPS
produces our VPS you got and produce three are VPS then
you got and produce three are VPS then
you got and produce three are VPS then you do that ten times that tenth
you do that ten times that tenth
you do that ten times that tenth generation our VP will give you a total
generation our VP will give you a total
generation our VP will give you a total of thirty but but if you’re giving other
of thirty but but if you’re giving other
of thirty but but if you’re giving other people a chance to build a team to have
people a chance to build a team to have
people a chance to build a team to have the same unlimited opportunity you have
the same unlimited opportunity you have
the same unlimited opportunity you have you go bill three Cheryl and you help
you go bill three Cheryl and you help
you go bill three Cheryl and you help them bill three you go bill 3 help them
them bill three you go bill 3 help them
them bill three you go bill 3 help them build a team of three and you do that
build a team of three and you do that
build a team of three and you do that times ten through ten generations you
times ten through ten generations you
times ten through ten generations you would have fifty nine thousand our VPS
would have fifty nine thousand our VPS
would have fifty nine thousand our VPS that’s thirty versus fifty nine thousand
that’s thirty versus fifty nine thousand
that’s thirty versus fifty nine thousand if those organizations did ten thousand
if those organizations did ten thousand
if those organizations did ten thousand dollars in premium a month by addition
dollars in premium a month by addition
dollars in premium a month by addition you would produce three hundred thousand
you would produce three hundred thousand
you would produce three hundred thousand dollars a month in premium but if you
dollars a month in premium but if you
dollars a month in premium but if you did it by multiplication would be five
did it by multiplication would be five
did it by multiplication would be five hundred and ninety million dollars a
hundred and ninety million dollars a
hundred and ninety million dollars a month in premium that’s magic ain’t that
month in premium that’s magic ain’t that
month in premium that’s magic ain’t that magic in 1977 the original layer
magic in 1977 the original layer
magic in 1977 the original layer Williams planned for growth and
Williams planned for growth and
Williams planned for growth and expansion was for you to become an RVP
expansion was for you to become an RVP
expansion was for you to become an RVP you to produce seven to ten our VPS and
you to produce seven to ten our VPS and
you to produce seven to ten our VPS and you helped your our VPS build a team of
you helped your our VPS build a team of
you helped your our VPS build a team of seven to ten our VPS
seven to ten our VPS
seven to ten our VPS let’s look at the magic of
let’s look at the magic of
let’s look at the magic of multiplication again you produce seven
multiplication again you produce seven
multiplication again you produce seven but you’re the only person that produces
but you’re the only person that produces
but you’re the only person that produces our VPS so you do that through three
our VPS so you do that through three
our VPS so you do that through three generations that gives you 21
generations that gives you 21
generations that gives you 21 a team of 21 but if you give your people
a team of 21 but if you give your people
a team of 21 but if you give your people the same unlimited opportunity you have
the same unlimited opportunity you have
the same unlimited opportunity you have you produce seven and then they go out
you produce seven and then they go out
you produce seven and then they go out and produce seven you do that through
and produce seven you do that through
and produce seven you do that through three generations that’s three hundred
three generations that’s three hundred
three generations that’s three hundred and forty three are VPS so addition is
and forty three are VPS so addition is
and forty three are VPS so addition is twenty one they do ten thousand dollars
twenty one they do ten thousand dollars
twenty one they do ten thousand dollars a month that’s two hundred ten thousand
a month that’s two hundred ten thousand
a month that’s two hundred ten thousand dollars a month but if you build a team
dollars a month but if you build a team
dollars a month but if you build a team of 343 they do ten thousand that’s three
of 343 they do ten thousand that’s three
of 343 they do ten thousand that’s three point four million dollars a month
point four million dollars a month
point four million dollars a month that’s naggy you want to know how al
that’s naggy you want to know how al
that’s naggy you want to know how al Williams built an army you know to know
Williams built an army you know to know
Williams built an army you know to know hey we have spread out all over the
hey we have spread out all over the
hey we have spread out all over the United States have an office in every
United States have an office in every
United States have an office in every city and every town even Cairo Georgia
city and every town even Cairo Georgia
city and every town even Cairo Georgia had an al Williams office we did it by
had an al Williams office we did it by
had an al Williams office we did it by multiplication and you see I believe the
multiplication and you see I believe the
multiplication and you see I believe the only way to build successful our VPS is
only way to build successful our VPS is
only way to build successful our VPS is to build strong base
to build strong base
to build strong base jobs you know for some reason some of
jobs you know for some reason some of
jobs you know for some reason some of you new people think AO Williams we
you new people think AO Williams we
you new people think AO Williams we didn’t have strong based shots you’ve
didn’t have strong based shots you’ve
didn’t have strong based shots you’ve got little bitty based shops today
got little bitty based shops today
got little bitty based shops today compared to what our people did
compared to what our people did
compared to what our people did it’s just pitiful when I look at some of
it’s just pitiful when I look at some of
it’s just pitiful when I look at some of your numbers see see al Williams we
your numbers see see al Williams we
your numbers see see al Williams we believe the only way to build our VP’s
believe the only way to build our VP’s
believe the only way to build our VP’s was to have strong based shops see we
was to have strong based shops see we
was to have strong based shops see we look at our base shops different though
look at our base shops different though
look at our base shops different though we thought we we we thought our base
we thought we we we thought our base
we thought we we we thought our base shots were our DP factories CIC our base
shots were our DP factories CIC our base
shots were our DP factories CIC our base shops were supposed to produce our VPS
shops were supposed to produce our VPS
shops were supposed to produce our VPS not sales we were not just sales
not sales we were not just sales
not sales we were not just sales business we built people not sales CA al
business we built people not sales CA al
business we built people not sales CA al Williams had high standards for its base
Williams had high standards for its base
Williams had high standards for its base shops not these pit little old things
shops not these pit little old things
shops not these pit little old things y’all Ville I was looking to Dale
y’all Ville I was looking to Dale
y’all Ville I was looking to Dale Williams way in 1985 a rodea Williams
Williams way in 1985 a rodea Williams
Williams way in 1985 a rodea Williams way in 1985 let me tell you what the
way in 1985 let me tell you what the
way in 1985 let me tell you what the target was for our base shops poor job
target was for our base shops poor job
target was for our base shops poor job the life insurance sales was 15 and
the life insurance sales was 15 and
the life insurance sales was 15 and below a so-so job was 16 to 29 a good
below a so-so job was 16 to 29 a good
below a so-so job was 16 to 29 a good job was 31 to 49 an excellent job was 50
job was 31 to 49 an excellent job was 50
job was 31 to 49 an excellent job was 50 or more the target our VP based shop
or more the target our VP based shop
or more the target our VP based shop income we gave people we said to make a
income we gave people we said to make a
income we gave people we said to make a good living you need to have five direct
good living you need to have five direct
good living you need to have five direct legs to your direct leg is a team that’s
legs to your direct leg is a team that’s
legs to your direct leg is a team that’s doing five to ten sales you need five of
doing five to ten sales you need five of
doing five to ten sales you need five of those direct you just to make a good
those direct you just to make a good
those direct you just to make a good living to make a great living you need
living to make a great living you need
living to make a great living you need ten directs the build it big time you
ten directs the build it big time you
ten directs the build it big time you need 20 direct legs al Williams believes
need 20 direct legs al Williams believes
need 20 direct legs al Williams believes strong based shop produces strong our VP
strong based shop produces strong our VP
strong based shop produces strong our VP Mary Walker Tom Stafford Lawrence Walker
Mary Walker Tom Stafford Lawrence Walker
Mary Walker Tom Stafford Lawrence Walker join me on the stage please for a second
join me on the stage please for a second
join me on the stage please for a second [Music]
[Music]
[Music] [Applause]
[Applause]
[Applause] [Music]
[Music]
[Music] Bob Safford so you if you want to if you
Bob Safford so you if you want to if you
Bob Safford so you if you want to if you want to you got a choice of building an
want to you got a choice of building an
want to you got a choice of building an RVP factory where you build a huge team
RVP factory where you build a huge team
RVP factory where you build a huge team of lots of our VPS where you build great
of lots of our VPS where you build great
of lots of our VPS where you build great well and you can pass it on for
well and you can pass it on for
well and you can pass it on for generations bob Safra did that my good
generations bob Safra did that my good
generations bob Safra did that my good friend died about a year and a half ago
friend died about a year and a half ago
friend died about a year and a half ago but what a legacy he left you right Tom
but what a legacy he left you right Tom
but what a legacy he left you right Tom making over a million dollars a year in
making over a million dollars a year in
making over a million dollars a year in that unbelievable
that unbelievable
that unbelievable and we’ve dictated you remember folks in
and we’ve dictated you remember folks in
and we’ve dictated you remember folks in nineteen in 1984 when we were here in
nineteen in 1984 when we were here in
nineteen in 1984 when we were here in Boca ritand that was just a dream we
Boca ritand that was just a dream we
Boca ritand that was just a dream we just hoped we were going to be good
just hoped we were going to be good
just hoped we were going to be good enough to do that one day but it’s no
enough to do that one day but it’s no
enough to do that one day but it’s no longer hope it’s no longer a dream it’s
longer hope it’s no longer a dream it’s
longer hope it’s no longer a dream it’s for real my buddy Lafayette Walker
for real my buddy Lafayette Walker
for real my buddy Lafayette Walker professor in Washington DC he wanted
professor in Washington DC he wanted
professor in Washington DC he wanted more than that he wanted to build a
more than that he wanted to build a
more than that he wanted to build a legacy of greatness he went out and
legacy of greatness he went out and
legacy of greatness he went out and built a great team and he passed away
built a great team and he passed away
built a great team and he passed away but he left at his young uns nan
but he left at his young uns nan
but he left at his young uns nan Hey come in Mary didn’t choke it I can I
Hey come in Mary didn’t choke it I can I
Hey come in Mary didn’t choke it I can I start crying over this one I tell you I
start crying over this one I tell you I
start crying over this one I tell you I wish your vision I wish I wish all could
wish your vision I wish I wish all could
wish your vision I wish I wish all could have known
have known
have known Randall Walker Randall and Mary Walker
Randall Walker Randall and Mary Walker
Randall Walker Randall and Mary Walker in my mind there were millions of us
in my mind there were millions of us
in my mind there were millions of us today I wish we recruited me I only got
today I wish we recruited me I only got
today I wish we recruited me I only got two hundred twenty five thousand license
two hundred twenty five thousand license
two hundred twenty five thousand license but before you think that’s too little
but before you think that’s too little
but before you think that’s too little think about what y’all work that down to
but but you know what
but but you know what hey John’s put that towel down of all
hey John’s put that towel down of all
hey John’s put that towel down of all the millions of people that came through
the millions of people that came through
the millions of people that came through AoE Williams as I look back I think Mary
AoE Williams as I look back I think Mary
AoE Williams as I look back I think Mary and Randall Walker symbolized the
and Randall Walker symbolized the
and Randall Walker symbolized the goodness of a a Williams probably better
goodness of a a Williams probably better
goodness of a a Williams probably better than any other clock even when even when
than any other clock even when even when
than any other clock even when even when those assholes of Citigroup we’re trying
those assholes of Citigroup we’re trying
those assholes of Citigroup we’re trying to run this company shut up John
Mary Walker in them even when they were
Mary Walker in them even when they were up there didn’t know what those crap
up there didn’t know what those crap
up there didn’t know what those crap they were doing almost destroyed this
they were doing almost destroyed this
they were doing almost destroyed this company they never believed like people
company they never believed like people
company they never believed like people Eve they never fell for their craft
Eve they never fell for their craft
Eve they never fell for their craft they always lived it like Al Williams
they always lived it like Al Williams
they always lived it like Al Williams they chant doing this like the best in
they chant doing this like the best in
they chant doing this like the best in the world
the world
the world Randall died a few years ago wish you
Randall died a few years ago wish you
Randall died a few years ago wish you could have known him he was the best but
could have known him he was the best but
could have known him he was the best but he and Mary built something great and
he and Mary built something great and
he and Mary built something great and they got a great little legacy if they
they got a great little legacy if they
they got a great little legacy if they gonna leave something to Mandy and John
gonna leave something to Mandy and John
gonna leave something to Mandy and John one day I love you down thank you so
one day I love you down thank you so
one day I love you down thank you so when you became when you became an RVP
when you became when you became an RVP
when you became when you became an RVP in al Williams you had your own business
in al Williams you had your own business
in al Williams you had your own business your own company you could make a
your own company you could make a
your own company you could make a decision which way you wanted to go and
decision which way you wanted to go and
decision which way you wanted to go and whichever way you want to build it we
whichever way you want to build it we
whichever way you want to build it we were fine with that to build a team you
were fine with that to build a team you
were fine with that to build a team you got to have competition to build it big
got to have competition to build it big
got to have competition to build it big you got to love to compete you got love
you got to love to compete you got love
you got to love to compete you got love to toughness I love what coach Leahy
to toughness I love what coach Leahy
to toughness I love what coach Leahy said bike in the 1940s up at Notre Dame
said bike in the 1940s up at Notre Dame
said bike in the 1940s up at Notre Dame he called us running backs together and
he called us running backs together and
he called us running backs together and he said running backs you’d rather die
he said running backs you’d rather die
he said running backs you’d rather die at birth
at birth
at birth then fumble the football at Notre Dame
then fumble the football at Notre Dame
then fumble the football at Notre Dame that’s the way we felt at al Williams we
that’s the way we felt at al Williams we
that’s the way we felt at al Williams we love to compete competition is
love to compete competition is
love to compete competition is everything you’ve got to have a
everything you’ve got to have a
everything you’ve got to have a scoreboard if you don’t have something
scoreboard if you don’t have something
scoreboard if you don’t have something to play for you and your team get tired
to play for you and your team get tired
to play for you and your team get tired you get bored you give up February 10
you get bored you give up February 10
you get bored you give up February 10 1977 when we were that little bitty
1977 when we were that little bitty
1977 when we were that little bitty peanut we got together in Atlanta
peanut we got together in Atlanta
peanut we got together in Atlanta Georgia and we said who do we want to be
Georgia and we said who do we want to be
Georgia and we said who do we want to be and we said who’s number one who’s the
and we said who’s number one who’s the
and we said who’s number one who’s the most famous company into the industry
most famous company into the industry
most famous company into the industry the largest industry in the world in
the largest industry in the world in
the largest industry in the world in 1977 was the life insurance industry we
1977 was the life insurance industry we
1977 was the life insurance industry we said who’s number one who’s the most
said who’s number one who’s the most
said who’s number one who’s the most famous company out there who’d all
famous company out there who’d all
famous company out there who’d all people think the best come in this
people think the best come in this
people think the best come in this industry and we researched and we found
industry and we researched and we found
industry and we researched and we found out it was Prudential and we said that’s
out it was Prudential and we said that’s
out it was Prudential and we said that’s what we want we’re going after the best
what we want we’re going after the best
what we want we’re going after the best we gonna knock their ass off so you got
we gonna knock their ass off so you got
we gonna knock their ass off so you got to always have competition on your team
to always have competition on your team
to always have competition on your team you got to always have somebody going
you got to always have somebody going
you got to always have somebody going for number one somebody trying to be
for number one somebody trying to be
for number one somebody trying to be trying to break a record somebody trying
trying to break a record somebody trying
trying to break a record somebody trying to win a promotion somebody trying to
to win a promotion somebody trying to
to win a promotion somebody trying to win a contest somebody trying to win a
win a contest somebody trying to win a
win a contest somebody trying to win a t-shirt competition is everything but
t-shirt competition is everything but
t-shirt competition is everything but then you don’t want angel’ kiss me
then you don’t want angel’ kiss me
then you don’t want angel’ kiss me goodbye this morning if she said on
goodbye this morning if she said on
goodbye this morning if she said on don’t go down and make a fool out of
don’t go down and make a fool out of
don’t go down and make a fool out of yourself he said can’t you go down and
yourself he said can’t you go down and
yourself he said can’t you go down and just talk like a regular human being you
just talk like a regular human being you
just talk like a regular human being you know you don’t do you have to get up
know you don’t do you have to get up
know you don’t do you have to get up there and scream and holler on your feet
there and scream and holler on your feet
there and scream and holler on your feet no I just can’t do it to build a team to
no I just can’t do it to build a team to
no I just can’t do it to build a team to build a team you got to be a winner you
build a team you got to be a winner you
build a team you got to be a winner you got to be a winner to build a team you
got to be a winner to build a team you
got to be a winner to build a team you got to prove to your people that the
got to prove to your people that the
got to prove to your people that the opportunities for real see folks are
opportunities for real see folks are
opportunities for real see folks are they old webs we didn’t believe in fake
they old webs we didn’t believe in fake
they old webs we didn’t believe in fake it until you make it see al Williams we
it until you make it see al Williams we
it until you make it see al Williams we didn’t believe you needed a big house or
didn’t believe you needed a big house or
didn’t believe you needed a big house or a big office or big car or wearing fancy
a big office or big car or wearing fancy
a big office or big car or wearing fancy thousand dollar suits having a Rolex
thousand dollar suits having a Rolex
thousand dollar suits having a Rolex watch so you need to keep the expenses
watch so you need to keep the expenses
watch so you need to keep the expenses low you can’t ever be too low with your
low you can’t ever be too low with your
low you can’t ever be too low with your expenses your personal expenses and your
expenses your personal expenses and your
expenses your personal expenses and your business expenses you got to live below
business expenses you got to live below
business expenses you got to live below your means you got to prepare for crap
your means you got to prepare for crap
your means you got to prepare for crap that happens
that happens
that happens craps going to happen right what do you
craps going to happen right what do you
craps going to happen right what do you people need to see you do what do your
people need to see you do what do your
people need to see you do what do your people need to see you do to build a
people need to see you do to build a
people need to see you do to build a championship team they need to see you
championship team they need to see you
championship team they need to see you always do it first they always had
always do it first they always had
always do it first they always had another unwritten law that if that if
another unwritten law that if that if
another unwritten law that if that if one person can do it and you don’t have
one person can do it and you don’t have
one person can do it and you don’t have any chiefs you can do it right you ought
any chiefs you can do it right you ought
any chiefs you can do it right you ought to be that one person that can do it
to be that one person that can do it
to be that one person that can do it first go prove to your people that it
first go prove to your people that it
first go prove to your people that it can be done always be the best recruiter
can be done always be the best recruiter
can be done always be the best recruiter always be the best field trainer always
always be the best field trainer always
always be the best field trainer always be excited always be busy do you know
be excited always be busy do you know
be excited always be busy do you know the best thing you can show you people
the best thing you can show you people
the best thing you can show you people is how much money is saved folks I can’t
is how much money is saved folks I can’t
is how much money is saved folks I can’t say the hundreds of part
say the hundreds of part
say the hundreds of part time people I recruited in this business
time people I recruited in this business
time people I recruited in this business by short on my mutual fund statement
by short on my mutual fund statement
by short on my mutual fund statement with $42,000 that I’d say making
with $42,000 that I’d say making
with $42,000 that I’d say making part-time it al Williams I can’t tell
part-time it al Williams I can’t tell
part-time it al Williams I can’t tell you the hundreds of people I I recruited
you the hundreds of people I I recruited
you the hundreds of people I I recruited in this business by showing them my plan
in this business by showing them my plan
in this business by showing them my plan of financial independence to build a
of financial independence to build a
of financial independence to build a championship team we wanted promotion
championship team we wanted promotion
championship team we wanted promotion guidelines that were simple where
guidelines that were simple where
guidelines that were simple where everybody could understand easily what
everybody could understand easily what
everybody could understand easily what they had to do to get to the next
they had to do to get to the next
they had to do to get to the next promotion we wanted new recruits to get
promotion we wanted new recruits to get
promotion we wanted new recruits to get promotions fast that’s the way you build
promotions fast that’s the way you build
promotions fast that’s the way you build momentum in your team there’s everybody
momentum in your team there’s everybody
momentum in your team there’s everybody going out to a promotion everybody going
going out to a promotion everybody going
going out to a promotion everybody going after sales leader district leader
after sales leader district leader
after sales leader district leader division leader regional manager our VP
division leader regional manager our VP
division leader regional manager our VP SVP NSD we wanted every new recruit to
SVP NSD we wanted every new recruit to
SVP NSD we wanted every new recruit to see a clear fast path to our VP now
see a clear fast path to our VP now
see a clear fast path to our VP now warning folks if you rape your people
warning folks if you rape your people
warning folks if you rape your people they will find out eventually and hate
they will find out eventually and hate
they will find out eventually and hate you example holding people back from our
you example holding people back from our
you example holding people back from our VP promotions so you can make more money
VP promotions so you can make more money
VP promotions so you can make more money in the pools
see was mandatory today Oh Williams that
see was mandatory today Oh Williams that even though you’ve got your own company
even though you’ve got your own company
even though you’ve got your own company within a company it was mandatory deo
within a company it was mandatory deo
within a company it was mandatory deo leaves and when I say mandatory that
leaves and when I say mandatory that
leaves and when I say mandatory that means your ass is going to be fired if
means your ass is going to be fired if
means your ass is going to be fired if you don’t do it it was mandatory Dale
you don’t do it it was mandatory Dale
you don’t do it it was mandatory Dale Williams did everybody follow the
Williams did everybody follow the
Williams did everybody follow the company guidelines you can never have
company guidelines you can never have
company guidelines you can never have guidelines tougher than the company can
guidelines tougher than the company can
guidelines tougher than the company can you believe anybody to do that kind of
you believe anybody to do that kind of
you believe anybody to do that kind of crowd
crowd
crowd I can their ass so fast you wouldn’t
I can their ass so fast you wouldn’t
I can their ass so fast you wouldn’t believe it
as an RVP
as an RVP you have the right to promote early in
you have the right to promote early in
you have the right to promote early in fact you’re stupid if you don’t make
fact you’re stupid if you don’t make
fact you’re stupid if you don’t make battlefield promotions another unwritten
battlefield promotions another unwritten
battlefield promotions another unwritten law you want to purge out is that too
law you want to purge out is that too
law you want to purge out is that too bad another unwritten law you want to
bad another unwritten law you want to
bad another unwritten law you want to promote people when they have momentum
promote people when they have momentum
promote people when they have momentum not wait until they lose momentum
not wait until they lose momentum
not wait until they lose momentum warning every RTP follows the company
warning every RTP follows the company
warning every RTP follows the company guidelines and let me tell you something
guidelines and let me tell you something
guidelines and let me tell you something interesting folks I was more than a
interesting folks I was more than a
interesting folks I was more than a double stood I produced nine first
double stood I produced nine first
double stood I produced nine first generation are VPS Seven original RV
generation are VPS Seven original RV
generation are VPS Seven original RV please plus Bob Stafford plus Bob Miller
please plus Bob Stafford plus Bob Miller
please plus Bob Stafford plus Bob Miller a hundred percent of my first
a hundred percent of my first
a hundred percent of my first generations made it none of them failed
generations made it none of them failed
generations made it none of them failed they all were multi millionaires they
they all were multi millionaires they
they all were multi millionaires they all build big teams all my first built
all build big teams all my first built
all build big teams all my first built tons of our VPS that became financially
tons of our VPS that became financially
tons of our VPS that became financially independent but you know what 20 years
independent but you know what 20 years
independent but you know what 20 years later the a Oh William steam those
later the a Oh William steam those
later the a Oh William steam those 10,000 are VPS 225 licensed people look
10,000 are VPS 225 licensed people look
10,000 are VPS 225 licensed people look like 90% of them are are VPS that we’re
like 90% of them are are VPS that we’re
like 90% of them are are VPS that we’re doing 5,000 10,000 $15,000 based jobs
doing 5,000 10,000 $15,000 based jobs
doing 5,000 10,000 $15,000 based jobs and yes you know what we even had some
and yes you know what we even had some
and yes you know what we even had some our VP’s fail and you know what if you
our VP’s fail and you know what if you
our VP’s fail and you know what if you build a big team yours is going to look
build a big team yours is going to look
build a big team yours is going to look just like that see if you have a plan to
just like that see if you have a plan to
just like that see if you have a plan to never have our VPS failed to promote
never have our VPS failed to promote
never have our VPS failed to promote only $330,000 based shop our VPS but
only $330,000 based shop our VPS but
only $330,000 based shop our VPS but you’re our VPS to earn two hundred fifty
you’re our VPS to earn two hundred fifty
you’re our VPS to earn two hundred fifty thousand dollars a year
thousand dollars a year
thousand dollars a year two bad things will happen to you your
two bad things will happen to you your
two bad things will happen to you your team will always be little and number
team will always be little and number
team will always be little and number two you would have did that you would
two you would have did that you would
two you would have did that you would have you would have denied hundreds of
have you would have denied hundreds of
have you would have denied hundreds of people literally hundreds of people the
people literally hundreds of people the
people literally hundreds of people the opportunity to change their life see I
opportunity to change their life see I
opportunity to change their life see I believe it Sheriff I believe it sure is
believe it Sheriff I believe it sure is
believe it Sheriff I believe it sure is I believe it’s your responsibility as an
I believe it’s your responsibility as an
I believe it’s your responsibility as an RV plea to push up people to build
RV plea to push up people to build
RV plea to push up people to build people not sell to promote your people
people not sell to promote your people
people not sell to promote your people yes when they get the guidelines most of
yes when they get the guidelines most of
yes when they get the guidelines most of the time but sometimes early if you
the time but sometimes early if you
the time but sometimes early if you arrow always arrow promoting people
arrow always arrow promoting people
arrow always arrow promoting people early never arrow holding people back
early never arrow holding people back
early never arrow holding people back what was though what was what was the AO
what was though what was what was the AO
what was though what was what was the AO Williams dream I’m almost through now
Williams dream I’m almost through now
Williams dream I’m almost through now maybe y’all hang in here how long I’ve
maybe y’all hang in here how long I’ve
maybe y’all hang in here how long I’ve been going oh the dream let me tell you
been going oh the dream let me tell you
been going oh the dream let me tell you what the dream was to me I founded this
what the dream was to me I founded this
what the dream was to me I founded this thing let me just tell you the way I
thing let me just tell you the way I
thing let me just tell you the way I thought you know because when I founded
thought you know because when I founded
thought you know because when I founded a of Williams and I recruited my first
a of Williams and I recruited my first
a of Williams and I recruited my first guy Bob you sign that was in 1972 I
guy Bob you sign that was in 1972 I
guy Bob you sign that was in 1972 I started 1967 so I’d already been in this
started 1967 so I’d already been in this
started 1967 so I’d already been in this crap for five or six years right and so
crap for five or six years right and so
crap for five or six years right and so let me tell you what the dream was to me
let me tell you what the dream was to me
let me tell you what the dream was to me I had a great life I loved coaching
I had a great life I loved coaching
I had a great life I loved coaching football I love that that was all I want
football I love that that was all I want
football I love that that was all I want to do as a youngster was be a coach and
to do as a youngster was be a coach and
to do as a youngster was be a coach and the dream to be and going in business
the dream to be and going in business
the dream to be and going in business and becoming an RVP is I want to be my
and becoming an RVP is I want to be my
and becoming an RVP is I want to be my own boss I don’t I just and most people
own boss I don’t I just and most people
own boss I don’t I just and most people feel the same way all the people in this
feel the same way all the people in this
feel the same way all the people in this room feel the same way the millions and
room feel the same way the millions and
room feel the same way the millions and millions and millions millions of people
millions and millions millions of people
millions and millions millions of people out there in America and Canada feel the
out there in America and Canada feel the
out there in America and Canada feel the same way but I want to be my own boss I
same way but I want to be my own boss I
same way but I want to be my own boss I want to be totally financially
want to be totally financially
want to be totally financially independent but that was an obsession
independent but that was an obsession
independent but that was an obsession with me and all 85 of those other people
with me and all 85 of those other people
with me and all 85 of those other people I want to be in this position John where
I want to be in this position John where
I want to be in this position John where nobody could put their thumb on me you
nobody could put their thumb on me you
nobody could put their thumb on me you know how wonderful it has wrecked yeah I
know how wonderful it has wrecked yeah I
know how wonderful it has wrecked yeah I told John Addison I love old John he’s
told John Addison I love old John he’s
told John Addison I love old John he’s got he’s got a heart he leads with his
got he’s got a heart he leads with his
got he’s got a heart he leads with his heart but a John asked me to speak today
heart but a John asked me to speak today
heart but a John asked me to speak today and first they I said what time you want
and first they I said what time you want
and first they I said what time you want me to speak my first call me is that
me to speak my first call me is that
me to speak my first call me is that well you should start off at 8:30 I said
well you should start off at 8:30 I said
well you should start off at 8:30 I said I don’t I don’t do that no more
I don’t I don’t do that no more
I don’t I don’t do that no more I said I don’t even know what an alarm
I said I don’t even know what an alarm
I said I don’t even know what an alarm clock is I said I get up when I want to
clock is I said I get up when I want to
clock is I said I get up when I want to get up and I said 95 is packed with
get up and I said 95 is packed with
get up and I said 95 is packed with people you know getting to work from
people you know getting to work from
people you know getting to work from 6:00 to 8:00 like Atlanta Georgia I hate
6:00 to 8:00 like Atlanta Georgia I hate
6:00 to 8:00 like Atlanta Georgia I hate Atlanta Georgia you know I can’t get
Atlanta Georgia you know I can’t get
Atlanta Georgia you know I can’t get nowhere it’s just true right and I said
nowhere it’s just true right and I said
nowhere it’s just true right and I said I don’t speak to 10 o’clock or 10:30 I
I don’t speak to 10 o’clock or 10:30 I
I don’t speak to 10 o’clock or 10:30 I get up when I want to shave and shower I
get up when I want to shave and shower I
get up when I want to shave and shower I have breakfast and I leisurely ride down
have breakfast and I leisurely ride down
have breakfast and I leisurely ride down here listening to a Oh William songs see
here listening to a Oh William songs see
here listening to a Oh William songs see I’m financially independent I don’t have
I’m financially independent I don’t have
I’m financially independent I don’t have to take crap from nobody
to take crap from nobody
to take crap from nobody [Applause]
see number two the reason I the dream to
see number two the reason I the dream to me was number one being on boss number
me was number one being on boss number
me was number one being on boss number two being totally financially
two being totally financially
two being totally financially independent number three was the work
independent number three was the work
independent number three was the work that’s something I’m passionate about
that’s something I’m passionate about
that’s something I’m passionate about that’s what life’s all about folks I
that’s what life’s all about folks I
that’s what life’s all about folks I still love this stuff you understand
still love this stuff you understand
still love this stuff you understand that you can you imagine me doing this I
that you can you imagine me doing this I
that you can you imagine me doing this I don’t have to do I can be me and norm
don’t have to do I can be me and norm
don’t have to do I can be me and norm we’re playing golf in Dave Francis and
we’re playing golf in Dave Francis and
we’re playing golf in Dave Francis and Bill Orenda I could be out there right
Bill Orenda I could be out there right
Bill Orenda I could be out there right now Trump international practicing my
now Trump international practicing my
now Trump international practicing my golf game but I’m down here talking to
golf game but I’m down here talking to
golf game but I’m down here talking to you because I love it you want to be you
you because I love it you want to be you
you because I love it you want to be you want to have something you’re passionate
want to have something you’re passionate
want to have something you’re passionate about and then the last thing I wanted
about and then the last thing I wanted
about and then the last thing I wanted is I’m one of the great quality of life
is I’m one of the great quality of life
is I’m one of the great quality of life I didn’t want to go in business and just
I didn’t want to go in business and just
I didn’t want to go in business and just have a crappy life just for the money
have a crappy life just for the money
have a crappy life just for the money just to go out there and crap screw up
just to go out there and crap screw up
just to go out there and crap screw up you’re everything I wanted to have it
you’re everything I wanted to have it
you’re everything I wanted to have it all I wanted to have a great family I
all I wanted to have a great family I
all I wanted to have a great family I wanted to enjoy my my business I want to
wanted to enjoy my my business I want to
wanted to enjoy my my business I want to love my people see the dream we’re
love my people see the dream we’re
love my people see the dream we’re selling it a/o Williams was not running
selling it a/o Williams was not running
selling it a/o Williams was not running a base shop forever it was not being a
a base shop forever it was not being a
a base shop forever it was not being a fanatic forever it was not
fanatic forever it was not
fanatic forever it was not field-training greenies four and five
field-training greenies four and five
field-training greenies four and five nights a week forever it was not being
nights a week forever it was not being
nights a week forever it was not being on a on a treadmill forever that’s a
on a on a treadmill forever that’s a
on a on a treadmill forever that’s a nightmare you understand that that’s a
nightmare you understand that that’s a
nightmare you understand that that’s a dadgum nightmare our dream of ayo
dadgum nightmare our dream of ayo
dadgum nightmare our dream of ayo Williams was there work hard yes be a
Williams was there work hard yes be a
Williams was there work hard yes be a fanatic he is half the first few years
fanatic he is half the first few years
fanatic he is half the first few years but work hard so you can enjoy a great
but work hard so you can enjoy a great
but work hard so you can enjoy a great quality of life I believe in in
quality of life I believe in in
quality of life I believe in in achieving this great quad to life you go
achieving this great quad to life you go
achieving this great quad to life you go through four phases phase number one the
through four phases phase number one the
through four phases phase number one the first few years you are fanatic you’re
first few years you are fanatic you’re
first few years you are fanatic you’re out there working five four or five
out there working five four or five
out there working five four or five nights a week training these greenies
nights a week training these greenies
nights a week training these greenies then you enter phase number two when you
then you enter phase number two when you
then you enter phase number two when you are still running a base shop but you’re
are still running a base shop but you’re
are still running a base shop but you’re starting to promote our DPS and opening
starting to promote our DPS and opening
starting to promote our DPS and opening new offices and then you enter phase
new offices and then you enter phase
new offices and then you enter phase number three where you’re promoting mo
number three where you’re promoting mo
number three where you’re promoting mo our VPS your our VPS are starting to
our VPS your our VPS are starting to
our VPS your our VPS are starting to promote our DPS and now your base shop
promote our DPS and now your base shop
promote our DPS and now your base shop activity becomes smaller you recruit
activity becomes smaller you recruit
activity becomes smaller you recruit less people personally you end the feel
less people personally you end the feel
less people personally you end the feel less
less
less and then you enter phase number four
and then you enter phase number four
and then you enter phase number four where you’re having fun you’re
where you’re having fun you’re
where you’re having fun you’re travelling around talking to your people
travelling around talking to your people
travelling around talking to your people hipping them reach that great quality of
hipping them reach that great quality of
hipping them reach that great quality of life the key to building a successful
life the key to building a successful
life the key to building a successful business is building trusting
business is building trusting
business is building trusting relationships building trusting
relationships building trusting
relationships building trusting relationships is everything this is this
relationships is everything this is this
relationships is everything this is this is a relationship business how do you
is a relationship business how do you
is a relationship business how do you get people to trust you how do you get
get people to trust you how do you get
get people to trust you how do you get people to love you to commit to you to
people to love you to commit to you to
people to love you to commit to you to be loyal to you they give you a hundred
be loyal to you they give you a hundred
be loyal to you they give you a hundred percent to believe in you another
percent to believe in you another
percent to believe in you another unwritten law you get people trust you
unwritten law you get people trust you
unwritten law you get people trust you by you being there by you being loyal to
by you being there by you being loyal to
by you being there by you being loyal to them by you believing in them but you
them by you believing in them but you
them by you believing in them but you got to prove it you got to prove it let
got to prove it you got to prove it let
got to prove it you got to prove it let me give you three examples Bob Miller
me give you three examples Bob Miller
me give you three examples Bob Miller was the first person I recruited down
was the first person I recruited down
was the first person I recruited down here in South Florida in Fort Lauderdale
here in South Florida in Fort Lauderdale
here in South Florida in Fort Lauderdale he had gone out and replaced of coaching
he had gone out and replaced of coaching
he had gone out and replaced of coaching friend of his cash value policy with a
friend of his cash value policy with a
friend of his cash value policy with a term policy with air Williams that guy’s
term policy with air Williams that guy’s
term policy with air Williams that guy’s whole like I came back and said well if
whole like I came back and said well if
whole like I came back and said well if you wanted term I could say your term
you wanted term I could say your term
you wanted term I could say your term and he replaced our aliens policy with
and he replaced our aliens policy with
and he replaced our aliens policy with his term there was maybe three pennies a
his term there was maybe three pennies a
his term there was maybe three pennies a month cheaper than our turn and I talked
month cheaper than our turn and I talked
month cheaper than our turn and I talked Bob Bell on the phone he was a little
Bob Bell on the phone he was a little
Bob Bell on the phone he was a little down and what god and I said Bob next
down and what god and I said Bob next
down and what god and I said Bob next week I’m gonna be in Fort Lauderdale I
week I’m gonna be in Fort Lauderdale I
week I’m gonna be in Fort Lauderdale I want you to call that coach and set up
want you to call that coach and set up
want you to call that coach and set up an appointment and he said I don’t want
an appointment and he said I don’t want
an appointment and he said I don’t want to do that this guy’s a friend of mine
to do that this guy’s a friend of mine
to do that this guy’s a friend of mine all I wanted him to do was half turn
all I wanted him to do was half turn
all I wanted him to do was half turn he’s got term now I’m happy with that
he’s got term now I’m happy with that
he’s got term now I’m happy with that let’s just leave it alone I said no no
let’s just leave it alone I said no no
let’s just leave it alone I said no no Bob that ain’t right I said call that
Bob that ain’t right I said call that
Bob that ain’t right I said call that guy and I want to see Bob made an
guy and I want to see Bob made an
guy and I want to see Bob made an appointment I flew down to Fort
appointment I flew down to Fort
appointment I flew down to Fort Lauderdale Bob Miller and I went out and
Lauderdale Bob Miller and I went out and
Lauderdale Bob Miller and I went out and we had a meeting with that guy I said
we had a meeting with that guy I said
we had a meeting with that guy I said let me tell you something
let me tell you something
let me tell you something that ain’t right what you did Bob Miller
that ain’t right what you did Bob Miller
that ain’t right what you did Bob Miller your friend came in here to educated you
your friend came in here to educated you
your friend came in here to educated you on by term invest the difference and
on by term invest the difference and
on by term invest the difference and that asshole that sold you Plus John
that asshole that sold you Plus John
that asshole that sold you Plus John that asshole that sold you cash bad
that asshole that sold you cash bad
that asshole that sold you cash bad policy now he’s going to come back
policy now he’s going to come back
policy now he’s going to come back Bob Miller educated you and he’s going
Bob Miller educated you and he’s going
Bob Miller educated you and he’s going to sell you now turn palsy which that
to sell you now turn palsy which that
to sell you now turn palsy which that asshole should have sold you the first
asshole should have sold you the first
asshole should have sold you the first go-round you know and it just cost us
go-round you know and it just cost us
go-round you know and it just cost us three cents a month’s keeper you gonna
three cents a month’s keeper you gonna
three cents a month’s keeper you gonna do business but you got to be kidding me
do business but you got to be kidding me
do business but you got to be kidding me you know what he changed back to their
you know what he changed back to their
you know what he changed back to their weaves policy hey hey he never came
weaves policy hey hey he never came
weaves policy hey hey he never came full-time but he was an AoE Williams
full-time but he was an AoE Williams
full-time but he was an AoE Williams crusader for the next 20 years you got
crusader for the next 20 years you got
crusader for the next 20 years you got to be there with your people when they
to be there with your people when they
to be there with your people when they need you you got to prove that you’re
need you you got to prove that you’re
need you you got to prove that you’re loyal to them that you believe in them
loyal to them that you believe in them
loyal to them that you believe in them that you’re a stud I get up I get an
that you’re a stud I get up I get an
that you’re a stud I get up I get an emergency call from Mississippi
emergency call from Mississippi
emergency call from Mississippi Mississippi insurance department puts us
Mississippi insurance department puts us
Mississippi insurance department puts us out of business headline in every major
out of business headline in every major
out of business headline in every major newspaper L we had kicked out to stage I
newspaper L we had kicked out to stage I
newspaper L we had kicked out to stage I call Bill Anderson which was our biggest
call Bill Anderson which was our biggest
call Bill Anderson which was our biggest guy there the time I said bill called
guy there the time I said bill called
guy there the time I said bill called emergency meeting of all the a OES
emergency meeting of all the a OES
emergency meeting of all the a OES people I’m coming I didn’t run from that
people I’m coming I didn’t run from that
people I’m coming I didn’t run from that I jumped on an airplane we go to a hotel
I jumped on an airplane we go to a hotel
I jumped on an airplane we go to a hotel we have a meeting like this I said let
we have a meeting like this I said let
we have a meeting like this I said let me tell you something we’re trying to
me tell you something we’re trying to
me tell you something we’re trying to change an industry did you think it was
change an industry did you think it was
change an industry did you think it was gonna be easy do you think those those
gonna be easy do you think those those
gonna be easy do you think those those Joker’s were going roll over and play
Joker’s were going roll over and play
Joker’s were going roll over and play dead that’s what they’re supposed to do
dead that’s what they’re supposed to do
dead that’s what they’re supposed to do that’s supposed to PI they supposed to
that’s supposed to PI they supposed to
that’s supposed to PI they supposed to fight dirty
fight dirty
fight dirty they spoke to try to put us out of
they spoke to try to put us out of
they spoke to try to put us out of business this is the way it’s supposed
business this is the way it’s supposed
business this is the way it’s supposed to be but you know what they gonna do it
to be but you know what they gonna do it
to be but you know what they gonna do it we gonna knock grass all we gonna come
we gonna knock grass all we gonna come
we gonna knock grass all we gonna come back two weeks later we were back in
back two weeks later we were back in
back two weeks later we were back in Mississippi that year we had the biggest
Mississippi that year we had the biggest
Mississippi that year we had the biggest year we ever had
year we ever had
year we ever had I get a call I get a call I get a call
I get a call I get a call I get a call
I get a call I get a call I get a call one day from Ronnie Barnes Tennessee
one day from Ronnie Barnes Tennessee
one day from Ronnie Barnes Tennessee kicks aside to finish for Oh we we go up
kicks aside to finish for Oh we we go up
kicks aside to finish for Oh we we go up there and we straighten that out I get a
there and we straighten that out I get a
there and we straighten that out I get a call from Ronnie Barnes a few weeks
call from Ronnie Barnes a few weeks
call from Ronnie Barnes a few weeks later the Better Business Bureau took a
later the Better Business Bureau took a
later the Better Business Bureau took a full-page ad out and the Chattanooga
full-page ad out and the Chattanooga
full-page ad out and the Chattanooga Times said warning don’t do business
Times said warning don’t do business
Times said warning don’t do business with ayo Williams gave an 800 number we
with ayo Williams gave an 800 number we
with ayo Williams gave an 800 number we do to call and they tell you we’ve been
do to call and they tell you we’ve been
do to call and they tell you we’ve been outlawed in 98 states and all that kind
outlawed in 98 states and all that kind
outlawed in 98 states and all that kind of crowd
of crowd
of crowd I told Ronnie Barnes I called him up I
I told Ronnie Barnes I called him up I
I told Ronnie Barnes I called him up I said Ronnie go get the best lawyer you
said Ronnie go get the best lawyer you
said Ronnie go get the best lawyer you got in Chattanooga will pay for you tell
got in Chattanooga will pay for you tell
got in Chattanooga will pay for you tell them we’re going to sue their ass and
them we’re going to sue their ass and
them we’re going to sue their ass and they backed off in 24 hours you’ve got a
they backed off in 24 hours you’ve got a
they backed off in 24 hours you’ve got a revealed trusting relationships
revealed trusting relationships
revealed trusting relationships you got to be there you got to be loyal
you got to be there you got to be loyal
you got to be there you got to be loyal to your people you got to believe in
to your people you got to believe in
to your people you got to believe in your people it ain’t good enough to talk
your people it ain’t good enough to talk
your people it ain’t good enough to talk it you got to show it another unwritten
it you got to show it another unwritten
it you got to show it another unwritten law before any business activity takes
law before any business activity takes
law before any business activity takes place you must have a relationship first
place you must have a relationship first
place you must have a relationship first you must have their trust first let me
you must have their trust first let me
you must have their trust first let me give you example I never made a sale on
give you example I never made a sale on
give you example I never made a sale on the first interview I understand some of
the first interview I understand some of
the first interview I understand some of you people do that is just almost I
you people do that is just almost I
you people do that is just almost I can’t even comprehend somebody doing
can’t even comprehend somebody doing
can’t even comprehend somebody doing something like that you know I mean I
something like that you know I mean I
something like that you know I mean I was just a football coach I never had
was just a football coach I never had
was just a football coach I never had anybody really train me I sort of
anybody really train me I sort of
anybody really train me I sort of trained myself you know but I said you
trained myself you know but I said you
trained myself you know but I said you know I don’t want somebody to walk in my
know I don’t want somebody to walk in my
know I don’t want somebody to walk in my house and put pressure on me to buy
house and put pressure on me to buy
house and put pressure on me to buy something all this kind of crap you know
something all this kind of crap you know
something all this kind of crap you know I never made a sale for 20 years on the
I never made a sale for 20 years on the
I never made a sale for 20 years on the first interview the purpose of the first
first interview the purpose of the first
first interview the purpose of the first interview is to build a relationship you
interview is to build a relationship you
interview is to build a relationship you want to go in there drifts not like an
want to go in there drifts not like an
want to go in there drifts not like an insurance agent but like a coach right
insurance agent but like a coach right
insurance agent but like a coach right and you go in there and you’re with his
and you go in there and you’re with his
and you go in there and you’re with his best friend and you’re building a
best friend and you’re building a
best friend and you’re building a relationship right he’s getting to know
relationship right he’s getting to know
relationship right he’s getting to know you and where you came from and what
you and where you came from and what
you and where you came from and what your principles are and all that you’re
your principles are and all that you’re
your principles are and all that you’re building a relationship and then the
building a relationship and then the
building a relationship and then the second purpose of the first interview is
second purpose of the first interview is
second purpose of the first interview is you pick up information
you pick up information
you pick up information then you take it home you analyze it you
then you take it home you analyze it you
then you take it home you analyze it you prepare plan then you go back on the
prepare plan then you go back on the
prepare plan then you go back on the second interview and you make the sale I
second interview and you make the sale I
second interview and you make the sale I don’t know any other way to do it but
don’t know any other way to do it but
don’t know any other way to do it but that yeah it takes more time to build it
that yeah it takes more time to build it
that yeah it takes more time to build it right it takes more time to build it
right it takes more time to build it
right it takes more time to build it right but it’s worth it to build it
right but it’s worth it to build it
right but it’s worth it to build it right the first time trusting
right the first time trusting
right the first time trusting relationships is everything in every
relationships is everything in every
relationships is everything in every part of your business before they buy a
part of your business before they buy a
part of your business before they buy a life insurance policy they gotta trust
life insurance policy they gotta trust
life insurance policy they gotta trust you before they buy an IRA they gotta
you before they buy an IRA they gotta
you before they buy an IRA they gotta trust you before they pay $100 to join
trust you before they pay $100 to join
trust you before they pay $100 to join Primerica they gotta trust you before
Primerica they gotta trust you before
Primerica they gotta trust you before they take off and pay their expenses to
they take off and pay their expenses to
they take off and pay their expenses to go to the convention they got to trust
go to the convention they got to trust
go to the convention they got to trust you before they go full time they got to
you before they go full time they got to
you before they go full time they got to trust you before they make a replacement
trust you before they make a replacement
trust you before they make a replacement they got to trust you in every single
they got to trust you in every single
they got to trust you in every single area of your business
area of your business
area of your business trusting relationships is everything let
trusting relationships is everything let
trusting relationships is everything let me give you an example to take back that
me give you an example to take back that
me give you an example to take back that will help you write a letter write a
will help you write a letter write a
will help you write a letter write a letter to your people folks for 40 right
letter to your people folks for 40 right
letter to your people folks for 40 right now Jean Lillian of the North Carolina
now Jean Lillian of the North Carolina
now Jean Lillian of the North Carolina I’ve got 220 employees both today I
I’ve got 220 employees both today I
I’ve got 220 employees both today I still average writing at least one
still average writing at least one
still average writing at least one letter every day last week this is an
letter every day last week this is an
letter every day last week this is an example letter I wrote our head shell I
example letter I wrote our head shell I
example letter I wrote our head shell I said dear Johannes every day I think
said dear Johannes every day I think
said dear Johannes every day I think about how special you are
about how special you are
about how special you are you are amazing art trusting
you are amazing art trusting
you are amazing art trusting relationships is everything the
relationships is everything the
relationships is everything the simplicity in the common sense of aom’s
simplicity in the common sense of aom’s
simplicity in the common sense of aom’s if something I was very proud of let me
if something I was very proud of let me
if something I was very proud of let me just give you four examples number one
just give you four examples number one
just give you four examples number one you’ve got a bill with quality you got
you’ve got a bill with quality you got
you’ve got a bill with quality you got to build it right the first time see we
to build it right the first time see we
to build it right the first time see we built with four and five pointers
built with four and five pointers
built with four and five pointers married got kids got a home have a job
married got kids got a home have a job
married got kids got a home have a job from 27 to 55 do you make exceptions
from 27 to 55 do you make exceptions
from 27 to 55 do you make exceptions sure you do but 90 percent of your team
sure you do but 90 percent of your team
sure you do but 90 percent of your team better be 4 & 5 pointers build with
better be 4 & 5 pointers build with
better be 4 & 5 pointers build with quality and build it right the first
quality and build it right the first
quality and build it right the first time
time
time number two the AoE and system this
number two the AoE and system this
number two the AoE and system this simple we simplified this thing if
simple we simplified this thing if
simple we simplified this thing if you’re a stud
you’re a stud
you’re a stud and the better you get the more simple
and the better you get the more simple
and the better you get the more simple you simplify things al Williams was a
you simplify things al Williams was a
you simplify things al Williams was a warm market company we never we never
warm market company we never we never
warm market company we never we never got on a cold telephone we knock never
got on a cold telephone we knock never
got on a cold telephone we knock never not going to strangers home we never
not going to strangers home we never
not going to strangers home we never made a cold call al Williams was built
made a cold call al Williams was built
made a cold call al Williams was built on relationships still number one you
on relationships still number one you
on relationships still number one you recruit a part-timer
recruit a part-timer
recruit a part-timer with four or five best friends step
with four or five best friends step
with four or five best friends step number two the part-timer causes best
number two the part-timer causes best
number two the part-timer causes best friend and sets up an appointment step
friend and sets up an appointment step
friend and sets up an appointment step number three you get in the field with
number three you get in the field with
number three you get in the field with that new recruit within the first two or
that new recruit within the first two or
that new recruit within the first two or three or four days that’s it that’s our
three or four days that’s it that’s our
three or four days that’s it that’s our whole system the sales process is no
whole system the sales process is no
whole system the sales process is no pressure you never sail on the first
pressure you never sail on the first
pressure you never sail on the first interview there’s three steps the first
interview there’s three steps the first
interview there’s three steps the first interview you start building a
interview you start building a
interview you start building a relationship you pick up information you
relationship you pick up information you
relationship you pick up information you then you go back and you make an
then you go back and you make an
then you go back and you make an analysis you make a plan you go to step
analysis you make a plan you go to step
analysis you make a plan you go to step number two you show the plan you make
number two you show the plan you make
number two you show the plan you make the sale step number three you deliver
the sale step number three you deliver
the sale step number three you deliver the policy you are recruit the guy now I
the policy you are recruit the guy now I
the policy you are recruit the guy now I know y’all got this computer crap you
know y’all got this computer crap you
know y’all got this computer crap you know where you can sit there in the
know where you can sit there in the
know where you can sit there in the office and you can zap that damn thing
office and you can zap that damn thing
office and you can zap that damn thing up and you can get it issued instantly
up and you can get it issued instantly
up and you can get it issued instantly you get a quick paycheck but that’s a
you get a quick paycheck but that’s a
you get a quick paycheck but that’s a disaster Jimmy see all this computer
disaster Jimmy see all this computer
disaster Jimmy see all this computer crap y’all got is some good stuff but
crap y’all got is some good stuff but
crap y’all got is some good stuff but the fundamentals of building a team
the fundamentals of building a team
the fundamentals of building a team don’t ever change in any asshole
don’t ever change in any asshole
don’t ever change in any asshole it tells you the different don’t know
it tells you the different don’t know
it tells you the different don’t know what the hell they talking about
what the hell they talking about
what the hell they talking about keep it simple keep it simple keep it
keep it simple keep it simple keep it
keep it simple keep it simple keep it let me give you another unwritten law I
let me give you another unwritten law I
let me give you another unwritten law I think it’s stupid the senior recruited
think it’s stupid the senior recruited
think it’s stupid the senior recruited up one of those Tom Hopkins sales
up one of those Tom Hopkins sales
up one of those Tom Hopkins sales training crowd it’s so stupid on so many
training crowd it’s so stupid on so many
training crowd it’s so stupid on so many levels I ain’t even gonna be stupid
levels I ain’t even gonna be stupid
levels I ain’t even gonna be stupid enough to sit here and try to explain it
enough to sit here and try to explain it
enough to sit here and try to explain it to stupid people number four number four
to stupid people number four number four
to stupid people number four number four I told John four times I told John don’t
I told John four times I told John don’t
I told John four times I told John don’t invite me down here I said John I said
invite me down here I said John I said
invite me down here I said John I said I’m going to upset some of your people
I’m going to upset some of your people
I’m going to upset some of your people but the people upset needs to have their
but the people upset needs to have their
but the people upset needs to have their ass upset I can tell you that number
ass upset I can tell you that number
ass upset I can tell you that number four number four had high standards do
four number four had high standards do
four number four had high standards do it right the first half high standard
it right the first half high standard
it right the first half high standard you know you know one of the greatest
you know you know one of the greatest
you know you know one of the greatest moment in an athlete’s life is to get
moment in an athlete’s life is to get
moment in an athlete’s life is to get that leather jacket either right Larry
that leather jacket either right Larry
that leather jacket either right Larry to get that leather jacket man that
to get that leather jacket man that
to get that leather jacket man that meant something right to get that
meant something right to get that
meant something right to get that leather jacket with that kaona that mean
leather jacket with that kaona that mean
leather jacket with that kaona that mean you were good all the girls looked at
you were good all the girls looked at
you were good all the girls looked at that just right man you were a stud you
that just right man you were a stud you
that just right man you were a stud you were part of a team you were something
were part of a team you were something
were part of a team you were something else you weren’t like all other students
else you weren’t like all other students
else you weren’t like all other students you wear that leather jacket though you
you wear that leather jacket though you
you wear that leather jacket though you got a responsibility right you out there
got a responsibility right you out there
got a responsibility right you out there drinking and doping in and doing bad
drinking and doping in and doing bad
drinking and doping in and doing bad things then people that see you with
things then people that see you with
things then people that see you with that leather jacket they think I’m like
that leather jacket they think I’m like
that leather jacket they think I’m like you
you
you they think we you ain’t gon do it I got
they think we you ain’t gon do it I got
they think we you ain’t gon do it I got this onto a a weird way I wrote this in
this onto a a weird way I wrote this in
this onto a a weird way I wrote this in 1985 the aom’s image a leader must look
1985 the aom’s image a leader must look
1985 the aom’s image a leader must look like a winner talk like a winner act
like a winner talk like a winner act
like a winner talk like a winner act like a winner and be a winner dress
like a winner and be a winner dress
like a winner and be a winner dress conservatively don’t recruit people to
conservatively don’t recruit people to
conservatively don’t recruit people to guide these hearings in their eyelids
guide these hearings in their eyelids
guide these hearings in their eyelids and nose and and
and nose and and
and nose and and no alcohol served in any ale Williams
no alcohol served in any ale Williams
no alcohol served in any ale Williams meeting or convention no excessive
meeting or convention no excessive
meeting or convention no excessive offices we make money in the field not
offices we make money in the field not
offices we make money in the field not in the office
in the office
in the office no limousine Jonah what time out is with
no limousine Jonah what time out is with
no limousine Jonah what time out is with your kids it’s hard to believe but we
your kids it’s hard to believe but we
your kids it’s hard to believe but we had one our VP I was speaking at a
had one our VP I was speaking at a
had one our VP I was speaking at a meeting up north somewhere I wanting to
meeting up north somewhere I wanting to
meeting up north somewhere I wanting to tell you who it is or where it was and
tell you who it is or where it was and
tell you who it is or where it was and all of a sudden I’m walking into arena
all of a sudden I’m walking into arena
all of a sudden I’m walking into arena and this big old long limo pulls up if
and this big old long limo pulls up if
and this big old long limo pulls up if some guy steps out it’s coming to the
some guy steps out it’s coming to the
some guy steps out it’s coming to the meeting and I put that our VP on timeout
meeting and I put that our VP on timeout
meeting and I put that our VP on timeout no limousines flashy cars all that crap
no limousines flashy cars all that crap
no limousines flashy cars all that crap on company business you live within your
on company business you live within your
on company business you live within your means you have a good financial image if
means you have a good financial image if
means you have a good financial image if you’re going to be a leader in our
you’re going to be a leader in our
you’re going to be a leader in our company you got to make money save money
company you got to make money save money
company you got to make money save money pay your bills be a good citizen your
pay your bills be a good citizen your
pay your bills be a good citizen your community no profit for selling anything
community no profit for selling anything
community no profit for selling anything to your people
to your people
to your people hey hey hey have have high standards its
hey hey hey have have high standards its
hey hey hey have have high standards its present of all avail wins I’ve always
present of all avail wins I’ve always
present of all avail wins I’ve always tried to look dignified check out these
tried to look dignified check out these
tried to look dignified check out these orange shoes I went out here today have
orange shoes I went out here today have
orange shoes I went out here today have a good personal image don’t don’t let
a good personal image don’t don’t let
a good personal image don’t don’t let money and success change you remember
money and success change you remember
money and success change you remember where you came from always be a good
where you came from always be a good
where you came from always be a good caring person have a great family life
caring person have a great family life
caring person have a great family life spend time with your family take care of
spend time with your family take care of
spend time with your family take care of your family always be positive a
your family always be positive a
your family always be positive a personal example people respond to
personal example people respond to
personal example people respond to things you do in the way you live more
things you do in the way you live more
things you do in the way you live more than the things you say always have the
than the things you say always have the
than the things you say always have the highest standards of honesty and
highest standards of honesty and
highest standards of honesty and integrity be honest and be aboveboard
integrity be honest and be aboveboard
integrity be honest and be aboveboard and everything you do let me close with
and everything you do let me close with
and everything you do let me close with this
to be a great leader
to be a great leader to build great teams you’ve got to
to build great teams you’ve got to
to build great teams you’ve got to become a great encourager another unlit
become a great encourager another unlit
become a great encourager another unlit law everybody needs somebody to
law everybody needs somebody to
law everybody needs somebody to encourage them always remember this
encourage them always remember this
encourage them always remember this flashing sign on everybody’s chest that
flashing sign on everybody’s chest that
flashing sign on everybody’s chest that you recruit on your team
you recruit on your team
you recruit on your team this says make me feel special made me
this says make me feel special made me
this says make me feel special made me feel important I want to be somebody
feel important I want to be somebody
feel important I want to be somebody everybody needs somebody to encourage
everybody needs somebody to encourage
everybody needs somebody to encourage them growing up in Cairo Georgia
them growing up in Cairo Georgia
them growing up in Cairo Georgia I was never great at anything I was
I was never great at anything I was
I was never great at anything I was never a great athlete just pretty good I
never a great athlete just pretty good I
never a great athlete just pretty good I was never a great student just average I
was never a great student just average I
was never a great student just average I never thought I could make big money I
never thought I could make big money I
never thought I could make big money I never thought I could run a big company
never thought I could run a big company
never thought I could run a big company in every way I was pretty average on the
in every way I was pretty average on the
in every way I was pretty average on the outside but I was blessed to have
outside but I was blessed to have
outside but I was blessed to have somebody that was a great encourager in
somebody that was a great encourager in
somebody that was a great encourager in my life
my life
my life Coach Taylor made me feel special Coach
Coach Taylor made me feel special Coach
Coach Taylor made me feel special Coach Taylor made me feel important Coach
Taylor made me feel important Coach
Taylor made me feel important Coach Taylor made me feel like as I was a kid
Taylor made me feel like as I was a kid
Taylor made me feel like as I was a kid that one day I was going to do something
that one day I was going to do something
that one day I was going to do something really important
really important
really important Coach Taylor was my one hero in life I’m
Coach Taylor was my one hero in life I’m
Coach Taylor was my one hero in life I’m 71 years low and I remember it just
71 years low and I remember it just
71 years low and I remember it just right now just like it was yesterday
right now just like it was yesterday
right now just like it was yesterday sitting in that lunchroom seeing Coach
sitting in that lunchroom seeing Coach
sitting in that lunchroom seeing Coach Taylor eat with those other teachers and
Taylor eat with those other teachers and
Taylor eat with those other teachers and coaches over there or out on the
coaches over there or out on the
coaches over there or out on the basketball court of the football field
basketball court of the football field
basketball court of the football field I’d look at him I’d say man if I could
I’d look at him I’d say man if I could
I’d look at him I’d say man if I could ever be good enough to be like him if I
ever be good enough to be like him if I
ever be good enough to be like him if I could ever make kids feel special like
could ever make kids feel special like
could ever make kids feel special like Coach Taylor makes me and my teammates
Coach Taylor makes me and my teammates
Coach Taylor makes me and my teammates feel that’s the best thing I could ever
feel that’s the best thing I could ever
feel that’s the best thing I could ever do with my life as a kid growing up all
do with my life as a kid growing up all
do with my life as a kid growing up all I ever wanted to do was coach was to
I ever wanted to do was coach was to
I ever wanted to do was coach was to make kids feel special all I ever wanted
make kids feel special all I ever wanted
make kids feel special all I ever wanted to do was be like Coach Taylor
to do was be like Coach Taylor
to do was be like Coach Taylor everybody needs somebody to encourage
everybody needs somebody to encourage
everybody needs somebody to encourage them folks if you want to build a great
them folks if you want to build a great
them folks if you want to build a great team if you want to really make a
team if you want to really make a
team if you want to really make a difference with your lives if you really
difference with your lives if you really
difference with your lives if you really want to change people’s lives go because
want to change people’s lives go because
want to change people’s lives go because later I wanted more than anything in the
later I wanted more than anything in the
later I wanted more than anything in the world somebody that knew what they were
world somebody that knew what they were
world somebody that knew what they were talking about to tell me exactly what I
talking about to tell me exactly what I
talking about to tell me exactly what I had to do to win in this business this
had to do to win in this business this
had to do to win in this business this was this was my dadgum life this what
was this was my dadgum life this what
was this was my dadgum life this what any game this was serious dadgum
any game this was serious dadgum
any game this was serious dadgum business and I didn’t want some sales
business and I didn’t want some sales
business and I didn’t want some sales trainer I didn’t wolf some motivational
trainer I didn’t wolf some motivational
trainer I didn’t wolf some motivational speaker blow it a lot of hot air of my
speaker blow it a lot of hot air of my
speaker blow it a lot of hot air of my butt is T I knew there’s somebody that
butt is T I knew there’s somebody that
butt is T I knew there’s somebody that look like me and came from where I came
look like me and came from where I came
look like me and came from where I came from to do it big it was gonna be ugly
from to do it big it was gonna be ugly
from to do it big it was gonna be ugly it was gonna be tough it was gonna be
it was gonna be tough it was gonna be
it was gonna be tough it was gonna be hard
”
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