he who wishes to be great let him find a way to serve the many and in the end
way to serve the many and in the end
way to serve the many and in the end your success is dependent ultimately on
your success is dependent ultimately on
your success is dependent ultimately on other people’s success anyway so stop
other people’s success anyway so stop
other people’s success anyway so stop investing yourself in your own start
investing yourself in your own start
investing yourself in your own start investing yourself in others and you’ll
investing yourself in others and you’ll
investing yourself in others and you’ll find all the success that you need it is
find all the success that you need it is
find all the success that you need it is for you to learn the skill of leadership
for you to learn the skill of leadership
for you to learn the skill of leadership and leadership in the 21st century is
and leadership in the 21st century is
and leadership in the 21st century is actually a very different skill than was
actually a very different skill than was
actually a very different skill than was adopted and cultivated in the 20th
adopted and cultivated in the 20th
adopted and cultivated in the 20th century and if you don’t change and you
century and if you don’t change and you
century and if you don’t change and you don’t adapt and you don’t evolve your
don’t adapt and you don’t evolve your
don’t adapt and you don’t evolve your ability to become a senior vice
ability to become a senior vice
ability to become a senior vice president or a circle champion in this
president or a circle champion in this
president or a circle champion in this organization will be very very limited
organization will be very very limited
organization will be very very limited learn this skill and you can rise faster
learn this skill and you can rise faster
learn this skill and you can rise faster than you ever imagined possible so what
than you ever imagined possible so what
than you ever imagined possible so what I want to do is tell you as publisher of
I want to do is tell you as publisher of
I want to do is tell you as publisher of Success Magazine we are constantly
Success Magazine we are constantly
Success Magazine we are constantly purveying the landscape trying to look
purveying the landscape trying to look
purveying the landscape trying to look out ahead for you to figure out where
out ahead for you to figure out where
out ahead for you to figure out where the economy where the marketplace where
the economy where the marketplace where
the economy where the marketplace where the opportunities are out in front of us
the opportunities are out in front of us
the opportunities are out in front of us because our job is to empower and equip
because our job is to empower and equip
because our job is to empower and equip entrepreneurs with the resources tools
entrepreneurs with the resources tools
entrepreneurs with the resources tools insight and information they need to go
insight and information they need to go
insight and information they need to go out and build successful organizations
out and build successful organizations
out and build successful organizations and create abundant prosperity based
and create abundant prosperity based
and create abundant prosperity based lives so as we look out over the horizon
lives so as we look out over the horizon
lives so as we look out over the horizon of the 21st century I have both good
of the 21st century I have both good
of the 21st century I have both good news and bad news
news and bad news
news and bad news which do you want to hear first bad news
which do you want to hear first bad news
which do you want to hear first bad news all right so we are constantly
all right so we are constantly
all right so we are constantly surrounded with the negative information
surrounded with the negative information
surrounded with the negative information of how the economy is bad how our
of how the economy is bad how our
of how the economy is bad how our government systems are corrupt how
government systems are corrupt how
government systems are corrupt how gossip and scandal is pervading every
gossip and scandal is pervading every
gossip and scandal is pervading every area of our culture and society and the
area of our culture and society and the
area of our culture and society and the reality is is that a lot of these are
reality is is that a lot of these are
reality is is that a lot of these are statistically true because here’s what’s
statistically true because here’s what’s
statistically true because here’s what’s happening to many families out there in
happening to many families out there in
happening to many families out there in today’s economy we have a 7.8 percent
today’s economy we have a 7.8 percent
today’s economy we have a 7.8 percent unemployment rate and if you calculate
unemployment rate and if you calculate
unemployment rate and if you calculate those the way that they did during the
those the way that they did during the
those the way that they did during the Depression era the statistics are
Depression era the statistics are
Depression era the statistics are similar to what it was during the
similar to what it was during the
similar to what it was during the Depression that means that twelve point
Depression that means that twelve point
Depression that means that twelve point three million families right now are
three million families right now are
three million families right now are without an income without a way to
without an income without a way to
without an income without a way to support themselves financially now if
support themselves financially now if
support themselves financially now if you dig a little deeper into these
you dig a little deeper into these
you dig a little deeper into these statistics
statistics
statistics long-term unemployment that means that
long-term unemployment that means that
long-term unemployment that means that people who’ve been without an income for
people who’ve been without an income for
people who’ve been without an income for twenty-seven months over two years
twenty-seven months over two years
twenty-seven months over two years without a financial income to support
without a financial income to support
without a financial income to support their family means that these people are
their family means that these people are
their family means that these people are desperate
desperate
desperate there’s 4.7 million families just in the
there’s 4.7 million families just in the
there’s 4.7 million families just in the United States in that condition looking
United States in that condition looking
United States in that condition looking a little deeper here this also means
a little deeper here this also means
a little deeper here this also means that there are 2.4 what are called
that there are 2.4 what are called
that there are 2.4 what are called marginally attached they don’t put those
marginally attached they don’t put those
marginally attached they don’t put those in the actual unemployment statistic
in the actual unemployment statistic
in the actual unemployment statistic because these people wanted a job and
because these people wanted a job and
because these people wanted a job and they looked in the past 12 months but
they looked in the past 12 months but
they looked in the past 12 months but they haven’t looked at the last four
they haven’t looked at the last four
they haven’t looked at the last four weeks so they don’t really want a job
weeks so they don’t really want a job
weeks so they don’t really want a job let’s not put them in the unemployment
let’s not put them in the unemployment
let’s not put them in the unemployment statistics 2.4 million families have
statistics 2.4 million families have
statistics 2.4 million families have become so discouraged to have it looked
become so discouraged to have it looked
become so discouraged to have it looked in the last month then you add on top of
in the last month then you add on top of
in the last month then you add on top of that those that are so discouraged with
that those that are so discouraged with
that those that are so discouraged with the economic horizon for their family
the economic horizon for their family
the economic horizon for their family that they’re not even looking for a job
that they’re not even looking for a job
that they’re not even looking for a job at all there’s eight hundred four
at all there’s eight hundred four
at all there’s eight hundred four thousand families in that position a
thousand families in that position a
thousand families in that position a little bit further this doesn’t even
little bit further this doesn’t even
little bit further this doesn’t even include the underemployment that means
include the underemployment that means
include the underemployment that means that these are people who once had
that these are people who once had
that these are people who once had full-time jobs to support their families
full-time jobs to support their families
full-time jobs to support their families now can only find part-time work and as
now can only find part-time work and as
now can only find part-time work and as a result they are underfunding their
a result they are underfunding their
a result they are underfunding their family’s needs there’s 8 million
family’s needs there’s 8 million
family’s needs there’s 8 million families in that position right now
families in that position right now
families in that position right now and here’s what most people don’t know
and here’s what most people don’t know
and here’s what most people don’t know those jobs are not coming back the jobs
those jobs are not coming back the jobs
those jobs are not coming back the jobs that they were laid off from those same
that they were laid off from those same
that they were laid off from those same jobs those same positions those same
jobs those same positions those same
jobs those same positions those same technical skills academic training those
technical skills academic training those
technical skills academic training those jobs in particular are not coming back
jobs in particular are not coming back
jobs in particular are not coming back because those companies have figured out
because those companies have figured out
because those companies have figured out how to do more with less they’ve
how to do more with less they’ve
how to do more with less they’ve outsourced to overseas and they’ve
outsourced to overseas and they’ve
outsourced to overseas and they’ve rehired their employees as contract
rehired their employees as contract
rehired their employees as contract workers to avoid a lot of the other
workers to avoid a lot of the other
workers to avoid a lot of the other government issues going on with health
government issues going on with health
government issues going on with health care and the rest of it so that’s the
care and the rest of it so that’s the
care and the rest of it so that’s the bad news
bad news
bad news but there’s good news and there’s very
but there’s good news and there’s very
but there’s good news and there’s very very good news particularly for an
very good news particularly for an
very good news particularly for an organization just like this given what’s
organization just like this given what’s
organization just like this given what’s happening economically let’s take a look
happening economically let’s take a look
happening economically let’s take a look at the good news see it’s difficult
at the good news see it’s difficult
at the good news see it’s difficult sometimes to see the good news through
sometimes to see the good news through
sometimes to see the good news through the bad news because when these big
the bad news because when these big
the bad news because when these big corporate structures start failing
corporate structures start failing
corporate structures start failing and you see the industrial age starting
and you see the industrial age starting
and you see the industrial age starting to crumble it looks bad I mean those
to crumble it looks bad I mean those
to crumble it looks bad I mean those economic statistics look and are bad but
economic statistics look and are bad but
economic statistics look and are bad but it’s just like when the dinosaurs
it’s just like when the dinosaurs
it’s just like when the dinosaurs started to die out when they all became
started to die out when they all became
started to die out when they all became extinct these big animals that once
extinct these big animals that once
extinct these big animals that once roamed the earth are eliminated from the
roamed the earth are eliminated from the
roamed the earth are eliminated from the planet that sounds bad well it’s not bad
planet that sounds bad well it’s not bad
planet that sounds bad well it’s not bad for smaller animals who with the
for smaller animals who with the
for smaller animals who with the dinosaurs gone can now flourish there
dinosaurs gone can now flourish there
dinosaurs gone can now flourish there are new Kings to the kingdom being
are new Kings to the kingdom being
are new Kings to the kingdom being crowned and the ones that were once
crowned and the ones that were once
crowned and the ones that were once suppressed now end up ruling the jungle
suppressed now end up ruling the jungle
suppressed now end up ruling the jungle so here’s what also is happening within
so here’s what also is happening within
so here’s what also is happening within the corporate structure all these big
the corporate structure all these big
the corporate structure all these big large corporate organizations that are
large corporate organizations that are
large corporate organizations that are crumbling and unemploy Emilien Xand
crumbling and unemploy Emilien Xand
crumbling and unemploy Emilien Xand millions of people looks like a bad
millions of people looks like a bad
millions of people looks like a bad thing but it’s not a bad thing for the
thing but it’s not a bad thing for the
thing but it’s not a bad thing for the independent self-motivated self
independent self-motivated self
independent self-motivated self responsible sole proprietor the
responsible sole proprietor the
responsible sole proprietor the entrepreneur the individual home-based
entrepreneur the individual home-based
entrepreneur the individual home-based business this is when the new kings of
business this is when the new kings of
business this is when the new kings of the kingdom get crowned you have never
the kingdom get crowned you have never
the kingdom get crowned you have never had an opportunity to rise at the top of
had an opportunity to rise at the top of
had an opportunity to rise at the top of the economic and societal totem pole and
the economic and societal totem pole and
the economic and societal totem pole and anytime in human history
anytime in human history
anytime in human history then we’ve got in front of us right now
then we’ve got in front of us right now
then we’ve got in front of us right now here today I mean 40 50 years from now
here today I mean 40 50 years from now
here today I mean 40 50 years from now when you’ve got your great-grandchild
when you’ve got your great-grandchild
when you’ve got your great-grandchild bouncing on your knee and they’re
bouncing on your knee and they’re
bouncing on your knee and they’re they’re gonna ask you how all this was
they’re gonna ask you how all this was
they’re gonna ask you how all this was possible you’re gonna say I was there I
possible you’re gonna say I was there I
possible you’re gonna say I was there I was there at the right place at the
was there at the right place at the
was there at the right place at the right time the Industrial Age started to
right time the Industrial Age started to
right time the Industrial Age started to crumble and in the new age of the
crumble and in the new age of the
crumble and in the new age of the individual sole proprietor independent
individual sole proprietor independent
individual sole proprietor independent business owner are merged and I was
business owner are merged and I was
business owner are merged and I was right there with the right company with
right there with the right company with
right there with the right company with the right opportunity at the right time
the right opportunity at the right time
the right opportunity at the right time that’s how all this was made possible so
that’s how all this was made possible so
that’s how all this was made possible so we are undergoing and I’m telling you as
we are undergoing and I’m telling you as
we are undergoing and I’m telling you as the person who studies this economically
the person who studies this economically
the person who studies this economically and marketplace wise one of the greatest
and marketplace wise one of the greatest
and marketplace wise one of the greatest economics just in all of human history
economics just in all of human history
economics just in all of human history there’s this great redistribution and
there’s this great redistribution and
there’s this great redistribution and then expansion of wealth going on right
then expansion of wealth going on right
then expansion of wealth going on right now I’ll give you this statistics this
now I’ll give you this statistics this
now I’ll give you this statistics this comes out of Merrill Lynch here’s the
comes out of Merrill Lynch here’s the
comes out of Merrill Lynch here’s the way it’s evolved in the 1900s there were
way it’s evolved in the 1900s there were
way it’s evolved in the 1900s there were only five million millionaires anywhere
only five million millionaires anywhere
only five million millionaires anywhere worldwide and then the progression was
worldwide and then the progression was
worldwide and then the progression was 50 years later there was a hundred
50 years later there was a hundred
50 years later there was a hundred thousand thirty years after that there
thousand thirty years after that there
thousand thirty years after that there was a million
was a million
was a million ten years after that it doubled and then
ten years after that it doubled and then
ten years after that it doubled and then by year 2000 there were seven million
by year 2000 there were seven million
by year 2000 there were seven million millionaires worldwide and then a lot of
millionaires worldwide and then a lot of
millionaires worldwide and then a lot of people thought that they missed their
people thought that they missed their
people thought that they missed their chance because we saw the dot-com bubble
chance because we saw the dot-com bubble
chance because we saw the dot-com bubble we saw the 9/11 travesty and if you
we saw the 9/11 travesty and if you
we saw the 9/11 travesty and if you didn’t make your wealth by then it
didn’t make your wealth by then it
didn’t make your wealth by then it didn’t look like economically it was
didn’t look like economically it was
didn’t look like economically it was ever going to be possible again except
ever going to be possible again except
ever going to be possible again except that by ten to twenty ten this had
that by ten to twenty ten this had
that by ten to twenty ten this had expanded to ten million millionaires so
expanded to ten million millionaires so
expanded to ten million millionaires so here we are 2013 what is the forecast of
here we are 2013 what is the forecast of
here we are 2013 what is the forecast of the future look like
the future look like
the future look like just by 2020 the number of millionaires
just by 2020 the number of millionaires
just by 2020 the number of millionaires worldwide is expected to double that
worldwide is expected to double that
worldwide is expected to double that means that that wealth is expanding that
means that that wealth is expanding that
means that that wealth is expanding that wealth that was usually contained in the
wealth that was usually contained in the
wealth that was usually contained in the small upper echelon is being
small upper echelon is being
small upper echelon is being redistributed down the line and then
redistributed down the line and then
redistributed down the line and then wealth is expanding up at the same time
wealth is expanding up at the same time
wealth is expanding up at the same time as well so there’s never been a time in
as well so there’s never been a time in
as well so there’s never been a time in all of human history to take advantage
all of human history to take advantage
all of human history to take advantage of the economic and wealth forecast of
of the economic and wealth forecast of
of the economic and wealth forecast of the future than it is right here at this
the future than it is right here at this
the future than it is right here at this time but don’t get twenty thirty years
time but don’t get twenty thirty years
time but don’t get twenty thirty years down the road and go if I had only
down the road and go if I had only
down the road and go if I had only worked a little harder if I’d only tried
worked a little harder if I’d only tried
worked a little harder if I’d only tried if I don’t push myself I wouldn’t be in
if I don’t push myself I wouldn’t be in
if I don’t push myself I wouldn’t be in the situation that I am right now I’m
the situation that I am right now I’m
the situation that I am right now I’m telling you now is the time like never
telling you now is the time like never
telling you now is the time like never before to work to invest yourself to
before to work to invest yourself to
before to work to invest yourself to grow yourself to become the leader
grow yourself to become the leader
grow yourself to become the leader you’re capable of becoming so it is an
you’re capable of becoming so it is an
you’re capable of becoming so it is an unprecedented opportunity for those who
unprecedented opportunity for those who
unprecedented opportunity for those who acquire the skills you can’t just be at
acquire the skills you can’t just be at
acquire the skills you can’t just be at the right place at the right time you
the right place at the right time you
the right place at the right time you just can’t bring your surfboard out into
just can’t bring your surfboard out into
just can’t bring your surfboard out into the middle of the ocean and just expect
the middle of the ocean and just expect
the middle of the ocean and just expect that the waves are going to take you
that the waves are going to take you
that the waves are going to take you without having to learn how to paddle
without having to learn how to paddle
without having to learn how to paddle and learn how to get up and surf you
and learn how to get up and surf you
and learn how to get up and surf you know you do that the waves are just
know you do that the waves are just
know you do that the waves are just going to crash you into the rocks
going to crash you into the rocks
going to crash you into the rocks you got to develop some skills so let me
you got to develop some skills so let me
you got to develop some skills so let me tell you why leadership is the most
tell you why leadership is the most
tell you why leadership is the most important skill particularly in this era
important skill particularly in this era
important skill particularly in this era of incredibly expanding change even
of incredibly expanding change even
of incredibly expanding change even Charles Darwin admitted it is not the
Charles Darwin admitted it is not the
Charles Darwin admitted it is not the strongest of the species that survives
strongest of the species that survives
strongest of the species that survives nor the most intelligent but it will be
nor the most intelligent but it will be
nor the most intelligent but it will be the one most responsive to change so I
the one most responsive to change so I
the one most responsive to change so I don’t care how strong you are or how
don’t care how strong you are or how
don’t care how strong you are or how intelligent you are it is not going to
intelligent you are it is not going to
intelligent you are it is not going to be the skill you’ll need going forward
be the skill you’ll need going forward
be the skill you’ll need going forward into the future
into the future
into the future they’re sitting there are a few
they’re sitting there are a few
they’re sitting there are a few certainties in life we know about right
certainties in life we know about right
certainties in life we know about right death apparently a lot more taxes and
death apparently a lot more taxes and
death apparently a lot more taxes and change and the reality is is change is
change and the reality is is change is
change and the reality is is change is now speeding up like never before let me
now speeding up like never before let me
now speeding up like never before let me give you the stats on this there are
give you the stats on this there are
give you the stats on this there are several shifts causing an acceleration
several shifts causing an acceleration
several shifts causing an acceleration in the speed of change in our society
in the speed of change in our society
in the speed of change in our society technology knowledge globalization and
technology knowledge globalization and
technology knowledge globalization and the demographic majority technology this
the demographic majority technology this
the demographic majority technology this comes out of Raymond Kurtz wells essay
comes out of Raymond Kurtz wells essay
comes out of Raymond Kurtz wells essay the law of accelerating returns where he
the law of accelerating returns where he
the law of accelerating returns where he says that in the 21st century we will
says that in the 21st century we will
says that in the 21st century we will not experience a hundred years of change
not experience a hundred years of change
not experience a hundred years of change like it has been for the previous
like it has been for the previous
like it has been for the previous centuries we will experience not a
centuries we will experience not a
centuries we will experience not a hundred years have changed but twenty
hundred years have changed but twenty
hundred years have changed but twenty thousand years have changed in other
thousand years have changed in other
thousand years have changed in other words 10x the number of change that
words 10x the number of change that
words 10x the number of change that we’ve seen in all of calendered history
we’ve seen in all of calendered history
we’ve seen in all of calendered history then we take a look at knowledge
then we take a look at knowledge
then we take a look at knowledge statistically it’s known that by 1990 it
statistically it’s known that by 1990 it
statistically it’s known that by 1990 it took 150 years to double all of human
took 150 years to double all of human
took 150 years to double all of human knowledge today one to two years by 2020
knowledge today one to two years by 2020
knowledge today one to two years by 2020 all of human knowledge will double every
all of human knowledge will double every
all of human knowledge will double every 72 days five times of year all of human
72 days five times of year all of human
72 days five times of year all of human knowledge will double globalization
knowledge will double globalization
knowledge will double globalization competition for talent resources
competition for talent resources
competition for talent resources attention and sales are no longer local
attention and sales are no longer local
attention and sales are no longer local you’re not competing with the business
you’re not competing with the business
you’re not competing with the business down the street or the other member of
down the street or the other member of
down the street or the other member of your chamber of commerce today you are
your chamber of commerce today you are
your chamber of commerce today you are competing on a global scale
competing on a global scale
competing on a global scale you can’t just learn to be a leader in
you can’t just learn to be a leader in
you can’t just learn to be a leader in your community in your neighborhood in
your community in your neighborhood in
your community in your neighborhood in your state in your region in your
your state in your region in your
your state in your region in your country you’ve got to learn how to be a
country you’ve got to learn how to be a
country you’ve got to learn how to be a global leader if you want to take
global leader if you want to take
global leader if you want to take advantage of the economic forecast of
advantage of the economic forecast of
advantage of the economic forecast of the future and then another huge shift
the future and then another huge shift
the future and then another huge shift particularly impacting your ability to
particularly impacting your ability to
particularly impacting your ability to lead is what’s happening demographically
lead is what’s happening demographically
lead is what’s happening demographically within the workforce so the millennial
within the workforce so the millennial
within the workforce so the millennial generation these are people born in the
generation these are people born in the
generation these are people born in the 80s and 90s are the largest to enter the
80s and 90s are the largest to enter the
80s and 90s are the largest to enter the workforce in all of recorded human
workforce in all of recorded human
workforce in all of recorded human history then they’ll be half the
history then they’ll be half the
history then they’ll be half the workforce in just four years half of
workforce in just four years half of
workforce in just four years half of everybody working will be of a
everybody working will be of a
everybody working will be of a millennial
millennial
millennial and when they enter by 2020 they’ll help
and when they enter by 2020 they’ll help
and when they enter by 2020 they’ll help they’ll have most of the leadership
they’ll have most of the leadership
they’ll have most of the leadership roles within our organizations it’s
roles within our organizations it’s
roles within our organizations it’s never happen we have five generations
never happen we have five generations
never happen we have five generations all working in the workforce at the same
all working in the workforce at the same
all working in the workforce at the same time this is the reason why the balance
time this is the reason why the balance
time this is the reason why the balance and skill of leadership learning how to
and skill of leadership learning how to
and skill of leadership learning how to lead in these dynamic environments is
lead in these dynamic environments is
lead in these dynamic environments is going to be a critical skill and then
going to be a critical skill and then
going to be a critical skill and then we’ve also had a new milestone that was
we’ve also had a new milestone that was
we’ve also had a new milestone that was passed last year and that is where we
passed last year and that is where we
passed last year and that is where we have more women working than men in fact
have more women working than men in fact
have more women working than men in fact the unemployment rate for men was nine
the unemployment rate for men was nine
the unemployment rate for men was nine point three percent last year and it was
point three percent last year and it was
point three percent last year and it was only seven point six percent for women
only seven point six percent for women
only seven point six percent for women and the number of stay-at-home dads
and the number of stay-at-home dads
and the number of stay-at-home dads doubled that means that one out of every
doubled that means that one out of every
doubled that means that one out of every the stay-at-home dads yeah that means
the stay-at-home dads yeah that means
the stay-at-home dads yeah that means that one out of every family that has a
that one out of every family that has a
that one out of every family that has a parent at home it’s the father and the
parent at home it’s the father and the
parent at home it’s the father and the mother is out driving the economic
mother is out driving the economic
mother is out driving the economic engine so if you’re going to develop
engine so if you’re going to develop
engine so if you’re going to develop this skill of a 21st century leader that
this skill of a 21st century leader that
this skill of a 21st century leader that it’s going to be able to lead in these
it’s going to be able to lead in these
it’s going to be able to lead in these dynamic and ever fast changing times
dynamic and ever fast changing times
dynamic and ever fast changing times let’s talk about what what it’s going to
let’s talk about what what it’s going to
let’s talk about what what it’s going to take to build you as a 21st century
take to build you as a 21st century
take to build you as a 21st century leader so there are a few things that we
leader so there are a few things that we
leader so there are a few things that we need to focus on here this morning in a
need to focus on here this morning in a
need to focus on here this morning in a very short period of time what are the
very short period of time what are the
very short period of time what are the attributes of a 21st century leader and
attributes of a 21st century leader and
attributes of a 21st century leader and how do they compare in contrast to what
how do they compare in contrast to what
how do they compare in contrast to what you’re used to in the 20th century what
you’re used to in the 20th century what
you’re used to in the 20th century what are the skills that you need to develop
are the skills that you need to develop
are the skills that you need to develop and hone in order for you to be the kind
and hone in order for you to be the kind
and hone in order for you to be the kind of leader that’s going to rise to the
of leader that’s going to rise to the
of leader that’s going to rise to the top of this organization and take
top of this organization and take
top of this organization and take advantage of these economic
advantage of these economic
advantage of these economic opportunities how do you develop a team
opportunities how do you develop a team
opportunities how do you develop a team as a leader what are the dynamics of
as a leader what are the dynamics of
as a leader what are the dynamics of team development and then lastly how do
team development and then lastly how do
team development and then lastly how do you measure success because the
you measure success because the
you measure success because the measurement of success for today’s
measurement of success for today’s
measurement of success for today’s leader is very different than it was for
leader is very different than it was for
leader is very different than it was for the leader of yesteryear clicker so
the leader of yesteryear clicker so
the leader of yesteryear clicker so let’s talk first off about the
let’s talk first off about the
let’s talk first off about the attributes this is not your daddy’s
attributes this is not your daddy’s
attributes this is not your daddy’s leadership
leadership
leadership this is not the way that you’ve seen
this is not the way that you’ve seen
this is not the way that you’ve seen witnessed and probably been academically
witnessed and probably been academically
witnessed and probably been academically educated about what leadership means
educated about what leadership means
educated about what leadership means it’s a very different world in the 21st
it’s a very different world in the 21st
it’s a very different world in the 21st century 20th century leadership was this
century 20th century leadership was this
century 20th century leadership was this an organization a business was an
an organization a business was an
an organization a business was an economic entity that’s what it was an
economic entity that’s what it was an
economic entity that’s what it was an economic entity defined by you develop
economic entity defined by you develop
economic entity defined by you develop structures you set controls you leverage
structures you set controls you leverage
structures you set controls you leverage capital through period pyramids of
capital through period pyramids of
capital through period pyramids of hierarchies performing rigidly narrow
hierarchies performing rigidly narrow
hierarchies performing rigidly narrow tasks with clear guidelines that’s how
tasks with clear guidelines that’s how
tasks with clear guidelines that’s how you built an organization where you
you built an organization where you
you built an organization where you build the business in the 20th century
build the business in the 20th century
build the business in the 20th century in the 21st century it is no longer
in the 21st century it is no longer
in the 21st century it is no longer financial capital as the main asset of
financial capital as the main asset of
financial capital as the main asset of the organization it is now human capital
the organization it is now human capital
the organization it is now human capital is the main number-one asset of a
is the main number-one asset of a
is the main number-one asset of a business or of an organization it is no
business or of an organization it is no
business or of an organization it is no longer economic competence you don’t
longer economic competence you don’t
longer economic competence you don’t need to come in with your MBA or your
need to come in with your MBA or your
need to come in with your MBA or your degree in finance to be a CEO or to run
degree in finance to be a CEO or to run
degree in finance to be a CEO or to run a large organization financial
a large organization financial
a large organization financial competence is not the number one
competence is not the number one
competence is not the number one intelligent factor it is instead
intelligent factor it is instead
intelligent factor it is instead emotional intelligence it is no longer
control about how you manage and run an
control about how you manage and run an organization today it is more about how
organization today it is more about how
organization today it is more about how you collaborate it is no longer about
you collaborate it is no longer about
you collaborate it is no longer about hierarchies setting in management
hierarchies setting in management
hierarchies setting in management structures in order to run a large
structures in order to run a large
structures in order to run a large organization instead it is leading
organization instead it is leading
organization instead it is leading through networks as you can see very
through networks as you can see very
through networks as you can see very different skill sets attributes and
different skill sets attributes and
different skill sets attributes and competencies which is also the reason
competencies which is also the reason
competencies which is also the reason why you might recruit somebody that
why you might recruit somebody that
why you might recruit somebody that comes out of corporate America who is
comes out of corporate America who is
comes out of corporate America who is very successful running large
very successful running large
very successful running large organizations running large businesses
organizations running large businesses
organizations running large businesses very intelligent very capable very
very intelligent very capable very
very intelligent very capable very skilled and they come into this business
skilled and they come into this business
skilled and they come into this business and they fail miserably because they’re
and they fail miserably because they’re
and they fail miserably because they’re bringing 20th century leadership into a
bringing 20th century leadership into a
bringing 20th century leadership into a very 21st century business model so it
very 21st century business model so it
very 21st century business model so it is no longer aligning and organization
is no longer aligning and organization
is no longer aligning and organization through structures and spreadsheets
through structures and spreadsheets
through structures and spreadsheets rather it is aligning an organization
rather it is aligning an organization
rather it is aligning an organization around meaning and purpose you heard
around meaning and purpose you heard
around meaning and purpose you heard mark talk about it here before
mark talk about it here before
mark talk about it here before identifying your reason why identifying
identifying your reason why identifying
identifying your reason why identifying the reason why of the people that you
the reason why of the people that you
the reason why of the people that you want to empower to be successful and it
want to empower to be successful and it
want to empower to be successful and it is no longer technical or financial
is no longer technical or financial
is no longer technical or financial expertise
expertise
expertise it is now emotional and relational
it is now emotional and relational
it is now emotional and relational aptitude and it’s no longer about
aptitude and it’s no longer about
aptitude and it’s no longer about developing followers used to be
developing followers used to be
developing followers used to be leadership is to go and develop
leadership is to go and develop
leadership is to go and develop disciples develop followers today 21st
disciples develop followers today 21st
disciples develop followers today 21st century leaders are about developing
century leaders are about developing
century leaders are about developing other leaders that can adapt quickly to
other leaders that can adapt quickly to
other leaders that can adapt quickly to all these dynamically changing times
all these dynamically changing times
all these dynamically changing times your competitive advantage how fast you
your competitive advantage how fast you
your competitive advantage how fast you will rise to senior vice president how
will rise to senior vice president how
will rise to senior vice president how fast you will become a circle of
fast you will become a circle of
fast you will become a circle of champion is all predicated on this one
champion is all predicated on this one
champion is all predicated on this one factor how fast can you grow and develop
factor how fast can you grow and develop
factor how fast can you grow and develop leaders and if you can grow and develop
leaders and if you can grow and develop
leaders and if you can grow and develop leaders faster than the person sitting
leaders faster than the person sitting
leaders faster than the person sitting next to you faster than anybody else in
next to you faster than anybody else in
next to you faster than anybody else in this room you will rise to the top of
this room you will rise to the top of
this room you will rise to the top of this organization faster than anybody
this organization faster than anybody
this organization faster than anybody else it’s not how great you could become
else it’s not how great you could become
else it’s not how great you could become it’s how great of leaders you can
it’s how great of leaders you can
it’s how great of leaders you can cultivate and develop so let me give you
cultivate and develop so let me give you
cultivate and develop so let me give you the game-changing mindset shift that
the game-changing mindset shift that
the game-changing mindset shift that will help you undo this 20th century
will help you undo this 20th century
will help you undo this 20th century leadership mindset
leadership mindset
leadership mindset here’s what a leader is not to try to
here’s what a leader is not to try to
here’s what a leader is not to try to root out some of those previous
root out some of those previous
root out some of those previous conditionings a leader is not a boss or
conditionings a leader is not a boss or
conditionings a leader is not a boss or a manager see a boss tells you what to
a manager see a boss tells you what to
a manager see a boss tells you what to do and everybody hates a boss probably
do and everybody hates a boss probably
do and everybody hates a boss probably one of the reasons why they’ve come in
one of the reasons why they’ve come in
one of the reasons why they’ve come in and join you in this exciting adventure
and join you in this exciting adventure
and join you in this exciting adventure is that they hate their boss the last
is that they hate their boss the last
is that they hate their boss the last thing they want you to do to them is to
thing they want you to do to them is to
thing they want you to do to them is to imagine yourself as their boss so a
imagine yourself as their boss so a
imagine yourself as their boss so a leader is not a boss
leader is not a boss
leader is not a boss leaders not also a manager who tries to
leaders not also a manager who tries to
leaders not also a manager who tries to use incentives so we’ll give you an iPad
use incentives so we’ll give you an iPad
use incentives so we’ll give you an iPad if you could exchange this level you
if you could exchange this level you
if you could exchange this level you know you do really great you can ring
know you do really great you can ring
know you do really great you can ring the bell and we’ll give you a trip to
the bell and we’ll give you a trip to
the bell and we’ll give you a trip to the movies no no you’re not a manager in
the movies no no you’re not a manager in
the movies no no you’re not a manager in this business managers are weenies a
this business managers are weenies a
this business managers are weenies a leader instead models the behavior they
leader instead models the behavior they
leader instead models the behavior they want done a leader does it themselves
want done a leader does it themselves
want done a leader does it themselves first they’d never ask others to do what
first they’d never ask others to do what
first they’d never ask others to do what they are not willing themselves to do
they are not willing themselves to do
they are not willing themselves to do first that is a very different attribute
first that is a very different attribute
first that is a very different attribute than 20th century leadership so a leader
than 20th century leadership so a leader
than 20th century leadership so a leader is by example now this is one of the
is by example now this is one of the
is by example now this is one of the most basic principles of leadership
most basic principles of leadership
most basic principles of leadership you’ve heard of a thousand times yet I
you’ve heard of a thousand times yet I
you’ve heard of a thousand times yet I witnessed that it is one of the most
witnessed that it is one of the most
witnessed that it is one of the most violated principles of all those that
violated principles of all those that
violated principles of all those that wish to be leaders they asked others to
wish to be leaders they asked others to
wish to be leaders they asked others to do something that they have not done yet
do something that they have not done yet
do something that they have not done yet themselves to buy something they haven’t
themselves to buy something they haven’t
themselves to buy something they haven’t bought to bring people to meetings that
bought to bring people to meetings that
bought to bring people to meetings that they aren’t bringing people to meeting
they aren’t bringing people to meeting
they aren’t bringing people to meeting meetings to all these requests that
meetings to all these requests that
meetings to all these requests that they’re making of others that they are
they’re making of others that they are
they’re making of others that they are not doing themselves first so a boss and
not doing themselves first so a boss and
not doing themselves first so a boss and a manager prods from behind where this
a manager prods from behind where this
a manager prods from behind where this clicker is slow you gonna help me with
clicker is slow you gonna help me with
clicker is slow you gonna help me with this up here I’m gonna try this one
this up here I’m gonna try this one
this up here I’m gonna try this one instead I’m going the number one where a
instead I’m going the number one where a
instead I’m going the number one where a leader pulls from up front let me give
leader pulls from up front let me give
leader pulls from up front let me give you an example
you an example
you an example so Dwight the Eisenhower’s with his
so Dwight the Eisenhower’s with his
so Dwight the Eisenhower’s with his generals during World War two when
generals during World War two when
generals during World War two when they’re planning d-day and the attack on
they’re planning d-day and the attack on
they’re planning d-day and the attack on Normandy and the whole bit and he was
Normandy and the whole bit and he was
Normandy and the whole bit and he was frustrated with this with his generals
frustrated with this with his generals
frustrated with this with his generals and he was like let me tell you how to
and he was like let me tell you how to
and he was like let me tell you how to lead how do you lead an army and he took
lead how do you lead an army and he took
lead how do you lead an army and he took out a piece of string and he says an
out a piece of string and he says an
out a piece of string and he says an army armies like this piece of string
army armies like this piece of string
army armies like this piece of string here he says if you try to lead it from
here he says if you try to lead it from
here he says if you try to lead it from behind you try to push it from behind it
behind you try to push it from behind it
behind you try to push it from behind it will buckle up on itself and it will not
will buckle up on itself and it will not
will buckle up on itself and it will not advance he said in order to lead an army
advance he said in order to lead an army
advance he said in order to lead an army you have to lead it from the front and
you have to lead it from the front and
you have to lead it from the front and pull it forward and then they will line
pull it forward and then they will line
pull it forward and then they will line up in unison same thing when it comes to
up in unison same thing when it comes to
up in unison same thing when it comes to leading your organization you don’t push
leading your organization you don’t push
leading your organization you don’t push it from behind you lead it from up front
it from behind you lead it from up front
it from behind you lead it from up front leaders step out front if you’re going
leaders step out front if you’re going
leaders step out front if you’re going to lead you have to be first you have to
to lead you have to be first you have to
to lead you have to be first you have to press forward to the new territories
press forward to the new territories
press forward to the new territories break new ground cut the path a Boston
break new ground cut the path a Boston
break new ground cut the path a Boston manager divided and delegate
manager divided and delegate
manager divided and delegate responsibilities whereas a leader takes
responsibilities whereas a leader takes
responsibilities whereas a leader takes responsibility a Boston manager says you
responsibility a Boston manager says you
responsibility a Boston manager says you go hey you you go out and do it you know
go hey you you go out and do it you know
go hey you you go out and do it you know you go out and talk to people you go out
you go out and talk to people you go out
you go out and talk to people you go out in Prospect you go out and get people on
in Prospect you go out and get people on
in Prospect you go out and get people on the conference call you go out and bring
the conference call you go out and bring
the conference call you go out and bring people to the meeting a leader says
people to the meeting a leader says
people to the meeting a leader says let’s go
let’s go
let’s go leaders do what’s scary leaders do what
leaders do what’s scary leaders do what
leaders do what’s scary leaders do what others are not when things are when
others are not when things are when
others are not when things are when people are scared when they’re confused
people are scared when they’re confused
people are scared when they’re confused when they’ve lost hope that’s when
when they’ve lost hope that’s when
when they’ve lost hope that’s when leaders take the helm and carry everyone
leaders take the helm and carry everyone
leaders take the helm and carry everyone forward leaders set the pace the speed
forward leaders set the pace the speed
forward leaders set the pace the speed of the leader is the speed of the pack
of the leader is the speed of the pack
of the leader is the speed of the pack see here’s the deal people do not go as
see here’s the deal people do not go as
see here’s the deal people do not go as fast as they can they don’t work as hard
fast as they can they don’t work as hard
fast as they can they don’t work as hard as they can they don’t strive to the
as they can they don’t strive to the
as they can they don’t strive to the peak of their potential they don’t go as
peak of their potential they don’t go as
peak of their potential they don’t go as fast as they can people instead go as
fast as they can people instead go as
fast as they can people instead go as fast as the leader if you want to change
fast as the leader if you want to change
fast as the leader if you want to change the dynamics of your entire organization
the dynamics of your entire organization
the dynamics of your entire organization and they’re productive in their attitude
and they’re productive in their attitude
and they’re productive in their attitude and their aptitude the only place in
and their aptitude the only place in
and their aptitude the only place in which to start trying to affect change
which to start trying to affect change
which to start trying to affect change is picking up your own pace a boss and a
is picking up your own pace a boss and a
is picking up your own pace a boss and a manager uses fear and punishment to try
manager uses fear and punishment to try
manager uses fear and punishment to try to drive change in the organization
to drive change in the organization
to drive change in the organization where a leader uses aspiration servitude
where a leader uses aspiration servitude
where a leader uses aspiration servitude and empowerment Ross Perot put it this
and empowerment Ross Perot put it this
and empowerment Ross Perot put it this way lead and inspire people don’t try to
way lead and inspire people don’t try to
way lead and inspire people don’t try to manage
manage
manage manipulate people inventories can be
manipulate people inventories can be
manipulate people inventories can be managed but people must be led a boss
managed but people must be led a boss
managed but people must be led a boss and a manager helps see people as they
and a manager helps see people as they
and a manager helps see people as they are this is where you’re at let’s take
are this is where you’re at let’s take
are this is where you’re at let’s take an assessment let’s do a 360 through its
an assessment let’s do a 360 through its
an assessment let’s do a 360 through its 360 review of where you’re at where a
360 review of where you’re at where a
360 review of where you’re at where a leader helps people see themselves
leader helps people see themselves
leader helps people see themselves better than they are
better than they are
better than they are Brian Tracy put it this way leadership
Brian Tracy put it this way leadership
Brian Tracy put it this way leadership is the ability to get extraordinary
is the ability to get extraordinary
is the ability to get extraordinary achievement from ordinary people you’re
achievement from ordinary people you’re
achievement from ordinary people you’re going to recruit a lot of very ordinary
going to recruit a lot of very ordinary
going to recruit a lot of very ordinary people into your organization who can
people into your organization who can
people into your organization who can end up becoming extraordinary leaders
end up becoming extraordinary leaders
end up becoming extraordinary leaders who could rise the top ranks of this
who could rise the top ranks of this
who could rise the top ranks of this organization if you the leader see the
organization if you the leader see the
organization if you the leader see the extraordinary potential in what is
extraordinary potential in what is
extraordinary potential in what is seemingly an ordinary person it is easy
seemingly an ordinary person it is easy
seemingly an ordinary person it is easy to be a boss in a manager you can go to
to be a boss in a manager you can go to
to be a boss in a manager you can go to school and learn how to be a boss in a
school and learn how to be a boss in a
school and learn how to be a boss in a manager but it takes real skill and
manager but it takes real skill and
manager but it takes real skill and character to be a leader and you can’t
character to be a leader and you can’t
character to be a leader and you can’t learn it in school by the way I can see
learn it in school by the way I can see
learn it in school by the way I can see a lot of you trying to take photos of
a lot of you trying to take photos of
a lot of you trying to take photos of the I’m gonna go through a lot of these
the I’m gonna go through a lot of these
the I’m gonna go through a lot of these so if you just want this whole slide
so if you just want this whole slide
so if you just want this whole slide deck sent to you so that you have all
deck sent to you so that you have all
deck sent to you so that you have all the content of everything that I’m
the content of everything that I’m
the content of everything that I’m talking about here okay is that helpful
talking about here okay is that helpful
talking about here okay is that helpful here’s what to do just text that phone
here’s what to do just text that phone
here’s what to do just text that phone number with your name and email address
number with your name and email address
number with your name and email address and then it will email you the whole
and then it will email you the whole
and then it will email you the whole slide deck and then I’ve got some
slide deck and then I’ve got some
slide deck and then I’ve got some worksheets and there’s a video or two
worksheets and there’s a video or two
worksheets and there’s a video or two that I have in here that I will also
that I have in here that I will also
that I have in here that I will also give you as well okay so just text that
give you as well okay so just text that
give you as well okay so just text that phone number and if you don’t have time
phone number and if you don’t have time
phone number and if you don’t have time to write it down it will be over in the
to write it down it will be over in the
to write it down it will be over in the left hand corner alright so here’s the
left hand corner alright so here’s the
left hand corner alright so here’s the problem that we’re facing if we’re
problem that we’re facing if we’re
problem that we’re facing if we’re trying to seek and cultivate leaders
trying to seek and cultivate leaders
trying to seek and cultivate leaders through our organization seventy-five
through our organization seventy-five
through our organization seventy-five percent of people consider themselves in
percent of people consider themselves in
percent of people consider themselves in the top 10% of leadership ability do you
the top 10% of leadership ability do you
the top 10% of leadership ability do you see anything wrong with that math so
see anything wrong with that math so
see anything wrong with that math so people’s perception they’re distortion
people’s perception they’re distortion
people’s perception they’re distortion field imagine that they’re great leaders
field imagine that they’re great leaders
field imagine that they’re great leaders but yet
but yet
but yet for the most part might not necessarily
for the most part might not necessarily
for the most part might not necessarily be so let’s talk about developing the
be so let’s talk about developing the
be so let’s talk about developing the right type of leadership mindset or put
right type of leadership mindset or put
right type of leadership mindset or put it this way only one man and a thousand
it this way only one man and a thousand
it this way only one man and a thousand is a leader of men and the other ninety
is a leader of men and the other ninety
is a leader of men and the other ninety 999 follow women according to Groucho
999 follow women according to Groucho
999 follow women according to Groucho Marx so your personal leadership ability
Marx so your personal leadership ability
Marx so your personal leadership ability is the number one constraint to what you
is the number one constraint to what you
is the number one constraint to what you can achieve in the 21st century if you
can achieve in the 21st century if you
can achieve in the 21st century if you want to take advantage of these economic
want to take advantage of these economic
want to take advantage of these economic times of the wealth proliferation going
times of the wealth proliferation going
times of the wealth proliferation going on right at our feet in this moment this
on right at our feet in this moment this
on right at our feet in this moment this is the number one skill in which the
is the number one skill in which the
is the number one skill in which the development and you have a hundred
development and you have a hundred
development and you have a hundred percent reality as soon as you step into
percent reality as soon as you step into
percent reality as soon as you step into the role of leadership as soon as you
the role of leadership as soon as you
the role of leadership as soon as you enroll your first person and now you are
enroll your first person and now you are
enroll your first person and now you are their leader here’s the deal here’s what
their leader here’s the deal here’s what
their leader here’s the deal here’s what you signed up for you own a hundred
you signed up for you own a hundred
you signed up for you own a hundred percent responsibility for the outcome
percent responsibility for the outcome
percent responsibility for the outcome of your organization it’s just like this
of your organization it’s just like this
of your organization it’s just like this like it or not what happens when a
like it or not what happens when a
like it or not what happens when a company gets in trouble when a large
company gets in trouble when a large
company gets in trouble when a large company gets in trouble what do they
company gets in trouble what do they
company gets in trouble what do they want to do to try to fix it they want to
want to do to try to fix it they want to
want to do to try to fix it they want to fire the CEO what happens when a team a
fire the CEO what happens when a team a
fire the CEO what happens when a team a professional football or basketball team
professional football or basketball team
professional football or basketball team starts losing what do they want to do
starts losing what do they want to do
starts losing what do they want to do fire the head coach exactly what happens
fire the head coach exactly what happens
fire the head coach exactly what happens when a country is not doing well I mean
when a country is not doing well I mean
when a country is not doing well I mean you got it sent in Congress got all
you got it sent in Congress got all
you got it sent in Congress got all these people involved in the process but
these people involved in the process but
these people involved in the process but a country stops doing the what do they
a country stops doing the what do they
a country stops doing the what do they want to do they want to oust the
want to do they want to oust the
want to do they want to oust the president because here’s the deal
president because here’s the deal
president because here’s the deal leadership does own a hundred percent
leadership does own a hundred percent
leadership does own a hundred percent responsibility so if you’re gonna step
responsibility so if you’re gonna step
responsibility so if you’re gonna step into the role of leadership no you’re
into the role of leadership no you’re
into the role of leadership no you’re taking the outcome of your organization
taking the outcome of your organization
taking the outcome of your organization on 100 percent you own it
on 100 percent you own it
on 100 percent you own it if it’s to be it’s up to you as Napoleon
if it’s to be it’s up to you as Napoleon
if it’s to be it’s up to you as Napoleon Bonaparte said there are no bad soldiers
Bonaparte said there are no bad soldiers
Bonaparte said there are no bad soldiers under a good general so building a 21st
under a good general so building a 21st
under a good general so building a 21st century leader here’s the question I
century leader here’s the question I
century leader here’s the question I want to answer for you how do you get
want to answer for you how do you get
want to answer for you how do you get the people you want
the people you want
the people you want to do what you want right isn’t that
to do what you want right isn’t that
to do what you want right isn’t that essentially what’s stopping you from
essentially what’s stopping you from
essentially what’s stopping you from rising to the top ranks of the of this
rising to the top ranks of the of this
rising to the top ranks of the of this organization how do you get the people
organization how do you get the people
organization how do you get the people you want to then do what you want so let
you want to then do what you want so let
you want to then do what you want so let me answer those two questions for you to
me answer those two questions for you to
me answer those two questions for you to do that you need to pose two questions
do that you need to pose two questions
do that you need to pose two questions to yourself here’s what they are number
to yourself here’s what they are number
to yourself here’s what they are number one what attributes do you want in
one what attributes do you want in
one what attributes do you want in somebody that you enroll into your
somebody that you enroll into your
somebody that you enroll into your organization what kind of character what
organization what kind of character what
organization what kind of character what kind of attributes if you could build
kind of attributes if you could build
kind of attributes if you could build the perfect IBO what attributes would
the perfect IBO what attributes would
the perfect IBO what attributes would you want them to possess give me a give
you want them to possess give me a give
you want them to possess give me a give me a couple of examples motivated
me a couple of examples motivated
me a couple of examples motivated persistent disciplined integrity can
persistent disciplined integrity can
persistent disciplined integrity can committed strong work ethic humility
committed strong work ethic humility
committed strong work ethic humility okay here’s what I want you to do I’ve
okay here’s what I want you to do I’ve
okay here’s what I want you to do I’ve got a worksheet for you when you text in
got a worksheet for you when you text in
got a worksheet for you when you text in for the slides you’ll get this worksheet
for the slides you’ll get this worksheet
for the slides you’ll get this worksheet as well I want you to make a laundry
as well I want you to make a laundry
as well I want you to make a laundry list of all the things you want in the
list of all the things you want in the
list of all the things you want in the perfect IBO because here’s the deal if
perfect IBO because here’s the deal if
perfect IBO because here’s the deal if you don’t know what is it you want you
you don’t know what is it you want you
you don’t know what is it you want you won’t know what to go out into the world
won’t know what to go out into the world
won’t know what to go out into the world looking for so I want you to write down
looking for so I want you to write down
looking for so I want you to write down just do a brain dump on a piece of paper
just do a brain dump on a piece of paper
just do a brain dump on a piece of paper all the attributes you want in the
all the attributes you want in the
all the attributes you want in the perfect IBO and then I want you to roll
perfect IBO and then I want you to roll
perfect IBO and then I want you to roll them up into the top 12 you could design
them up into the top 12 you could design
them up into the top 12 you could design your perfect recruit these are the top
your perfect recruit these are the top
your perfect recruit these are the top 12 attributes that I would want them to
12 attributes that I would want them to
12 attributes that I would want them to have get really clear about this this
have get really clear about this this
have get really clear about this this would be one of the greatest recruiting
would be one of the greatest recruiting
would be one of the greatest recruiting advances that you could have if you get
advances that you could have if you get
advances that you could have if you get clear about the attributes that you’re
clear about the attributes that you’re
clear about the attributes that you’re looking for that’s question number one
looking for that’s question number one
looking for that’s question number one then question number two and an even
then question number two and an even
then question number two and an even more in question important question is
more in question important question is
more in question important question is do you have and demonstrate those very
do you have and demonstrate those very
do you have and demonstrate those very attributes are you committed are you
attributes are you committed are you
attributes are you committed are you disciplined do you have work ethic are
disciplined do you have work ethic are
disciplined do you have work ethic are you humble do you have integrity do you
you humble do you have integrity do you
you humble do you have integrity do you demonstrate passion in your everyday
demonstrate passion in your everyday
demonstrate passion in your everyday communications so what you do is you
communications so what you do is you
communications so what you do is you take this sheet and then based on the
take this sheet and then based on the
take this sheet and then based on the attributes of what it is that you want
attributes of what it is that you want
attributes of what it is that you want to the right grade yourself on a scale
to the right grade yourself on a scale
to the right grade yourself on a scale of one to ten
of one to ten
of one to ten of where you’re at on each of those
of where you’re at on each of those
of where you’re at on each of those attributes and so if you want a personal
attributes and so if you want a personal
attributes and so if you want a personal development plan if you want to become a
development plan if you want to become a
development plan if you want to become a greater recruiter which means one that
greater recruiter which means one that
greater recruiter which means one that attracts birds of a feather then for you
attracts birds of a feather then for you
attracts birds of a feather then for you to attract people of those attributes
to attract people of those attributes
to attract people of those attributes you need to become a person of those
you need to become a person of those
you need to become a person of those attributes so you’ll know exactly where
attributes so you’ll know exactly where
attributes so you’ll know exactly where to go to work on you so that you can be
to go to work on you so that you can be
to go to work on you so that you can be the kind of leader that you want in your
the kind of leader that you want in your
the kind of leader that you want in your own organization so the key question for
own organization so the key question for
own organization so the key question for you ultimately comes down to this if you
you ultimately comes down to this if you
you ultimately comes down to this if you had a chance to sign up all over again
had a chance to sign up all over again
had a chance to sign up all over again and you could pick anybody in this room
and you could pick anybody in this room
and you could pick anybody in this room to be your sponsor anybody of the tens
to be your sponsor anybody of the tens
to be your sponsor anybody of the tens of thousands of people in here you could
of thousands of people in here you could
of thousands of people in here you could sign up with anybody would it be
sign up with anybody would it be
sign up with anybody would it be somebody on this front row would it be
somebody on this front row would it be
somebody on this front row would it be somebody you know within the crowd that
somebody you know within the crowd that
somebody you know within the crowd that you’ve met that you really admire the
you’ve met that you really admire the
you’ve met that you really admire the answer to the question needs to be would
answer to the question needs to be would
answer to the question needs to be would you want to be sponsored by you because
you want to be sponsored by you because
you want to be sponsored by you because if the answer is well maybe not then we
if the answer is well maybe not then we
if the answer is well maybe not then we have identified your leadership problem
have identified your leadership problem
have identified your leadership problem because nobody else wants to be either
because nobody else wants to be either
because nobody else wants to be either so until you figure out what it would
so until you figure out what it would
so until you figure out what it would take for you to pick you to be sponsored
take for you to pick you to be sponsored
take for you to pick you to be sponsored by then you will develop the kind of
by then you will develop the kind of
by then you will develop the kind of person necessary to attract people just
person necessary to attract people just
person necessary to attract people just of that type of quality Jim Rohn put it
of that type of quality Jim Rohn put it
of that type of quality Jim Rohn put it this way you want to be a leader who
this way you want to be a leader who
this way you want to be a leader who attracts quality people the key is to
attracts quality people the key is to
attracts quality people the key is to become a quality person simple as that
become a quality person simple as that
become a quality person simple as that John Quincy Adams one of the forefathers
John Quincy Adams one of the forefathers
John Quincy Adams one of the forefathers of all that we’ve got here said if your
of all that we’ve got here said if your
of all that we’ve got here said if your actions inspire others to dream more to
actions inspire others to dream more to
actions inspire others to dream more to learn more to do more and to become more
learn more to do more and to become more
learn more to do more and to become more you are a leader and then lastly one of
you are a leader and then lastly one of
you are a leader and then lastly one of the other great leaders of history
the other great leaders of history
the other great leaders of history Winston Churchill said I no longer
Winston Churchill said I no longer
Winston Churchill said I no longer listen to what people say I just watch
listen to what people say I just watch
listen to what people say I just watch what they do see behavior never lies
what they do see behavior never lies
what they do see behavior never lies don’t listen to people watch them
don’t listen to people watch them
don’t listen to people watch them so what is the number one action what I
so what is the number one action what I
so what is the number one action what I want to do is try to boil all these
want to do is try to boil all these
want to do is try to boil all these things that you possibly could be doing
things that you possibly could be doing
things that you possibly could be doing as a leader and boil it down to the most
as a leader and boil it down to the most
as a leader and boil it down to the most essential to give you something to truly
essential to give you something to truly
essential to give you something to truly just focus on when you leave and go back
just focus on when you leave and go back
just focus on when you leave and go back to your market place on Monday what
to your market place on Monday what
to your market place on Monday what action do you need to take in order to
action do you need to take in order to
action do you need to take in order to rise to become a 21st century leader so
rise to become a 21st century leader so
rise to become a 21st century leader so to answer this question I’m gonna ask
to answer this question I’m gonna ask
to answer this question I’m gonna ask another great leader of our time mr. art
another great leader of our time mr. art
another great leader of our time mr. art Williams matter of fact was the leader
Williams matter of fact was the leader
Williams matter of fact was the leader of an organization that Gregg Provenzano
of an organization that Gregg Provenzano
of an organization that Gregg Provenzano came from before founding ACN but art
came from before founding ACN but art
came from before founding ACN but art Williams you were not familiar with him
Williams you were not familiar with him
Williams you were not familiar with him was a former high school football coach
was a former high school football coach
was a former high school football coach that was his qualifications to be a
that was his qualifications to be a
that was his qualifications to be a leader that was his resume high school
leader that was his resume high school
leader that was his resume high school football coach ended up building an
football coach ended up building an
football coach ended up building an organization of 225,000 licensed agents
organization of 225,000 licensed agents
organization of 225,000 licensed agents in the insurance business became the
in the insurance business became the
in the insurance business became the number one individual life insurance
number one individual life insurance
number one individual life insurance seller that was more than number two and
seller that was more than number two and
seller that was more than number two and three combined they sold more insurance
three combined they sold more insurance
three combined they sold more insurance than Prudential and New York Life
than Prudential and New York Life
than Prudential and New York Life combined built a 93 point five billion
combined built a 93 point five billion
combined built a 93 point five billion dollar little IBO business okay he’s
dollar little IBO business okay he’s
dollar little IBO business okay he’s going to tell you the number one action
going to tell you the number one action
going to tell you the number one action you need to take is a 21st century
you need to take is a 21st century
you need to take is a 21st century leader let me have him tell it to you in
leader let me have him tell it to you in
leader let me have him tell it to you in his words until the job gets done and
his words until the job gets done and
his words until the job gets done and then they talk about how great it is to
then they talk about how great it is to
then they talk about how great it is to be somebody they’re proud of we need
be somebody they’re proud of we need
be somebody they’re proud of we need leaders in America who can do it if you
leaders in America who can do it if you
leaders in America who can do it if you want to become somebody do it if you
want to become somebody do it if you
want to become somebody do it if you want to go and finish for yourself
want to go and finish for yourself
want to go and finish for yourself do it if you want to become financially
do it if you want to become financially
do it if you want to become financially independent do
independent do
independent do I hear too much talking these United
I hear too much talking these United
I hear too much talking these United States everybody can talk a good game we
States everybody can talk a good game we
States everybody can talk a good game we need people in America who can do it I
need people in America who can do it I
need people in America who can do it I go all over this country with a yo wings
go all over this country with a yo wings
go all over this country with a yo wings and I have people say are you you count
and I have people say are you you count
and I have people say are you you count on me
on me
on me wonderful just do it Oh T this is my
wonderful just do it Oh T this is my
wonderful just do it Oh T this is my life last stop I’m gonna win now
life last stop I’m gonna win now
life last stop I’m gonna win now super duper just do it oh if I could
super duper just do it oh if I could
super duper just do it oh if I could just have one good month and get the
just have one good month and get the
just have one good month and get the ball go and I know I could make it big
ball go and I know I could make it big
ball go and I know I could make it big super just do it hard if I could just
super just do it hard if I could just
super just do it hard if I could just pay off this debt I could really go
pay off this debt I could really go
pay off this debt I could really go great just do it if I can just sell my
great just do it if I can just sell my
great just do it if I can just sell my house do it but how does a selling do it
house do it but how does a selling do it
house do it but how does a selling do it anyway I’m not making any money what can
anyway I’m not making any money what can
anyway I’m not making any money what can I do you just do it let’s do what are
I do you just do it let’s do what are
I do you just do it let’s do what are you do it and do it and do it win this
you do it and do it and do it win this
you do it and do it and do it win this contest
contest
contest SuperDuper just do it smoke great just
SuperDuper just do it smoke great just
SuperDuper just do it smoke great just do it I wanna make it so bad I’ve tasted
do it I wanna make it so bad I’ve tasted
do it I wanna make it so bad I’ve tasted what I do you just do it we’re doing it
what I do you just do it we’re doing it
what I do you just do it we’re doing it no keep on keep it on I’m really hurt
no keep on keep it on I’m really hurt
no keep on keep it on I’m really hurt you just do it but do what are you do it
you just do it but do what are you do it
you just do it but do what are you do it and do it and do it my life I want to be
and do it and do it my life I want to be
and do it and do it my life I want to be somebody important well what do it then
somebody important well what do it then
somebody important well what do it then oh I’m gonna save money so I don’t have
oh I’m gonna save money so I don’t have
oh I’m gonna save money so I don’t have to go through this again great hey just
to go through this again great hey just
to go through this again great hey just do it I don’t feel like I’ve had enough
do it I don’t feel like I’ve had enough
do it I don’t feel like I’ve had enough training what I do you just do it you
training what I do you just do it you
training what I do you just do it you don’t give me no help what I do need you
don’t give me no help what I do need you
don’t give me no help what I do need you just do it all right you don’t
just do it all right you don’t
just do it all right you don’t understand I was mr. everything at my
understand I was mr. everything at my
understand I was mr. everything at my former company you don’t mean I have to
former company you don’t mean I have to
former company you don’t mean I have to start off down at the bottom and do it
start off down at the bottom and do it
start off down at the bottom and do it do you
do you
do you yep you really got to do it hard what’s
yep you really got to do it hard what’s
yep you really got to do it hard what’s the primary difference between winners
the primary difference between winners
the primary difference between winners and losers the winner at the winners do
and losers the winner at the winners do
and losers the winner at the winners do it they do it and do it and do it and do
it they do it and do it and do it and do
it they do it and do it and do it and do it until the job gets done and then they
it until the job gets done and then they
it until the job gets done and then they talk about how great it is to finally
talk about how great it is to finally
talk about how great it is to finally have achieved something you need and how
have achieved something you need and how
have achieved something you need and how glad they are that they didn’t quit like
glad they are that they didn’t quit like
glad they are that they didn’t quit like everybody else and how wonderful it is
everybody else and how wonderful it is
everybody else and how wonderful it is to finally be somebody they’re proud of
to finally be somebody they’re proud of
to finally be somebody they’re proud of and make a difference with their life
and make a difference with their life
and make a difference with their life thank you
so if you want to be a leader what do
so if you want to be a leader what do you got to do fantastic we’ve got the
you got to do fantastic we’ve got the
you got to do fantastic we’ve got the number one action down now want to copy
number one action down now want to copy
number one action down now want to copy that video it comes with the slides as
that video it comes with the slides as
that video it comes with the slides as well definitely something you want to
well definitely something you want to
well definitely something you want to show to the organization you’re about to
show to the organization you’re about to
show to the organization you’re about to lead so if we talked about the number
lead so if we talked about the number
lead so if we talked about the number one action let’s now talk about the
one action let’s now talk about the
one action let’s now talk about the number one quality of a leader what is
number one quality of a leader what is
number one quality of a leader what is the number one quality of a 21st century
the number one quality of a 21st century
the number one quality of a 21st century leader so we could boil it down to one
leader so we could boil it down to one
leader so we could boil it down to one thing for you to focus on here’s what it
thing for you to focus on here’s what it
thing for you to focus on here’s what it is
is
is confidence confidence is the main
confidence confidence is the main
confidence confidence is the main ingredient to even driving economic
ingredient to even driving economic
ingredient to even driving economic markets we even describe markets with
markets we even describe markets with
markets we even describe markets with the term confidence right do we have
the term confidence right do we have
the term confidence right do we have market confidence is there consumer
market confidence is there consumer
market confidence is there consumer confidence so if you are a leader the
confidence so if you are a leader the
confidence so if you are a leader the one thing that you want to be in buting
one thing that you want to be in buting
one thing that you want to be in buting into your people at all times
into your people at all times
into your people at all times demonstrating showing exemplifying is
demonstrating showing exemplifying is
demonstrating showing exemplifying is steadfast confidence a leader is one
steadfast confidence a leader is one
steadfast confidence a leader is one that unearth confidence out of others to
that unearth confidence out of others to
that unearth confidence out of others to become more than they are to illuminate
become more than they are to illuminate
become more than they are to illuminate the path for others to journey forward
the path for others to journey forward
the path for others to journey forward farther than they even thought possible
farther than they even thought possible
farther than they even thought possible by themselves and so now let me give you
by themselves and so now let me give you
by themselves and so now let me give you the number one gift the number one gift
the number one gift the number one gift
the number one gift the number one gift of a leader that can go around giving to
of a leader that can go around giving to
of a leader that can go around giving to those people that you are ultimately
those people that you are ultimately
those people that you are ultimately going to cultivate in your organization
going to cultivate in your organization
going to cultivate in your organization there’s one thing when you’re talking to
there’s one thing when you’re talking to
there’s one thing when you’re talking to somebody on the phone when they come
somebody on the phone when they come
somebody on the phone when they come into your meeting you’re talking to them
into your meeting you’re talking to them
into your meeting you’re talking to them in the hallway you know you’re taking
in the hallway you know you’re taking
in the hallway you know you’re taking them out to lunch you’re on a three-way
them out to lunch you’re on a three-way
them out to lunch you’re on a three-way call if there’s one gift that you can
call if there’s one gift that you can
call if there’s one gift that you can give them at every turn this is the one
give them at every turn this is the one
give them at every turn this is the one gift and that gift is hope what people
gift and that gift is hope what people
gift and that gift is hope what people want from their leaders is hope a hope
want from their leaders is hope a hope
want from their leaders is hope a hope of a better tomorrow a hope that it’s
of a better tomorrow a hope that it’s
of a better tomorrow a hope that it’s possible a hope that they can do it I
possible a hope that they can do it I
possible a hope that they can do it I hope that they that you believe in them
hope that they that you believe in them
hope that they that you believe in them as a matter of fact the leader of our
as a matter of fact the leader of our
as a matter of fact the leader of our country right now bases entire campaign
country right now bases entire campaign
country right now bases entire campaign on this single word hope why because
on this single word hope why because
on this single word hope why because that’s the one thing people want from
that’s the one thing people want from
that’s the one thing people want from their leaders is the sense of hope that
their leaders is the sense of hope that
their leaders is the sense of hope that tomorrow is a better day than today
tomorrow is a better day than today
tomorrow is a better day than today so at every turn in every conversation
so at every turn in every conversation
so at every turn in every conversation and every interaction with your people
and every interaction with your people
and every interaction with your people the one thing you always want to instill
the one thing you always want to instill
the one thing you always want to instill is hope
is hope
is hope Napoleon Bonaparte put it this way a
Napoleon Bonaparte put it this way a
Napoleon Bonaparte put it this way a leader is a dealer of hope that’s all
leader is a dealer of hope that’s all
leader is a dealer of hope that’s all they do is they go around and dispense
they do is they go around and dispense
they do is they go around and dispense hope to all the people around them at
hope to all the people around them at
hope to all the people around them at every turn so now let’s talk about
every turn so now let’s talk about
every turn so now let’s talk about building the skills chiseling you out of
building the skills chiseling you out of
building the skills chiseling you out of the granite so that you could become the
the granite so that you could become the
the granite so that you could become the David of a great leader amongst your
David of a great leader amongst your
David of a great leader amongst your community amongst your state amongst
community amongst your state amongst
community amongst your state amongst your country amongst your tens of
your country amongst your tens of
your country amongst your tens of thousands of organization-wide
thousands of organization-wide
thousands of organization-wide senior vice president circle of champion
senior vice president circle of champion
senior vice president circle of champion organization what are the important
organization what are the important
organization what are the important skills to develop number one is
skills to develop number one is
skills to develop number one is recruiting and enrolling the number one
recruiting and enrolling the number one
recruiting and enrolling the number one job of any leader is to go and recruit
job of any leader is to go and recruit
job of any leader is to go and recruit the best people to be on your team
the best people to be on your team
the best people to be on your team because it comes down to this businesses
because it comes down to this businesses
because it comes down to this businesses are not products or inventories or
are not products or inventories or
are not products or inventories or transactions or P&L statements or
transactions or P&L statements or
transactions or P&L statements or balance sheets and bank balances
balance sheets and bank balances
balance sheets and bank balances businesses are simply people people
businesses are simply people people
businesses are simply people people helping people inside of any blue chip
helping people inside of any blue chip
helping people inside of any blue chip company inside of any great brand all
company inside of any great brand all
company inside of any great brand all there is inside there are just people
there is inside there are just people
there is inside there are just people who have the same fears hopes desires
who have the same fears hopes desires
who have the same fears hopes desires dreams you know are scared of worried
dreams you know are scared of worried
dreams you know are scared of worried about the same things the rest of us are
about the same things the rest of us are
about the same things the rest of us are serving other people who have the same
serving other people who have the same
serving other people who have the same hopes dreams desires scared and worried
hopes dreams desires scared and worried
hopes dreams desires scared and worried about the same things that we are it is
about the same things that we are it is
about the same things that we are it is just people serving people and it comes
just people serving people and it comes
just people serving people and it comes down to this the best businesses in the
down to this the best businesses in the
down to this the best businesses in the world have the best people period
world have the best people period
world have the best people period that’s how it happens how do you develop
that’s how it happens how do you develop
that’s how it happens how do you develop the best organization the world you go
the best organization the world you go
the best organization the world you go and get the best people how do you
and get the best people how do you
and get the best people how do you develop the world championship team you
develop the world championship team you
develop the world championship team you go when you get the best people it
go when you get the best people it
go when you get the best people it starts with getting the best people
starts with getting the best people
starts with getting the best people selection is 95% of the process now I
selection is 95% of the process now I
selection is 95% of the process now I want to change some of your recruiting
want to change some of your recruiting
want to change some of your recruiting behaviors as we go through this
behaviors as we go through this
behaviors as we go through this recruiting an enrollment skill building
recruiting an enrollment skill building
recruiting an enrollment skill building process selection is 95% of the process
process selection is 95% of the process
process selection is 95% of the process part of the process one great person can
part of the process one great person can
part of the process one great person can outperform three good people and in this
outperform three good people and in this
outperform three good people and in this type of the business one great person
type of the business one great person
type of the business one great person can outperform leagues of good people
can outperform leagues of good people
can outperform leagues of good people you find one article title you find one
you find one article title you find one
you find one article title you find one mark isaacs you find one of these great
mark isaacs you find one of these great
mark isaacs you find one of these great people here and they will change the
people here and they will change the
people here and they will change the dynamics of your organization forever
dynamics of your organization forever
dynamics of your organization forever one great person as Jim Collins said the
one great person as Jim Collins said the
one great person as Jim Collins said the single most important thing you need to
single most important thing you need to
single most important thing you need to do is to pick the right people and then
do is to pick the right people and then
do is to pick the right people and then keep them there’s nothing more important
keep them there’s nothing more important
keep them there’s nothing more important than this in the role of leadership say
than this in the role of leadership say
than this in the role of leadership say here’s how to save you tons of headache
here’s how to save you tons of headache
here’s how to save you tons of headache and heartache great people are not
and heartache great people are not
and heartache great people are not trained they are found remember I had
trained they are found remember I had
trained they are found remember I had lunch with the the chairman of Marriott
lunch with the the chairman of Marriott
lunch with the the chairman of Marriott and I stayed in one of his hotel
and I stayed in one of his hotel
and I stayed in one of his hotel properties then we met down in the
properties then we met down in the
properties then we met down in the restaurant and when I got there for
restaurant and when I got there for
restaurant and when I got there for lunch I asked him I said man how do you
lunch I asked him I said man how do you
lunch I asked him I said man how do you train your people to be so friendly I
train your people to be so friendly I
train your people to be so friendly I mean everybody that that I came in
mean everybody that that I came in
mean everybody that that I came in contact with no matter whether is the
contact with no matter whether is the
contact with no matter whether is the front desk staff or the janitorial staff
front desk staff or the janitorial staff
front desk staff or the janitorial staff they were so friendly he says we don’t
they were so friendly he says we don’t
they were so friendly he says we don’t train our people to be friendly we just
train our people to be friendly we just
train our people to be friendly we just hire friendly people
hire friendly people
hire friendly people and I thought wow you don’t train
and I thought wow you don’t train
and I thought wow you don’t train yourself your people to be disciplined
yourself your people to be disciplined
yourself your people to be disciplined you don’t train your people to be
you don’t train your people to be
you don’t train your people to be hard-working it’ll train your people to
hard-working it’ll train your people to
hard-working it’ll train your people to be passionate you don’t train your
be passionate you don’t train your
be passionate you don’t train your people to be committed you just go out
people to be committed you just go out
people to be committed you just go out and find committed people passionate
and find committed people passionate
and find committed people passionate people discipline people hard-working
people discipline people hard-working
people discipline people hard-working people that my friends will save you
people that my friends will save you
people that my friends will save you tons of headache and heartache you can’t
tons of headache and heartache you can’t
tons of headache and heartache you can’t make chicken salad out of chicken you
make chicken salad out of chicken you
make chicken salad out of chicken you know right no much faster way in order
know right no much faster way in order
know right no much faster way in order for you to build a dynamic organization
for you to build a dynamic organization
for you to build a dynamic organization is go out and find dynamic people here’s
is go out and find dynamic people here’s
is go out and find dynamic people here’s what people are looking for so if you’re
what people are looking for so if you’re
what people are looking for so if you’re out there think what do they want how
out there think what do they want how
out there think what do they want how can I attract them here so that they see
can I attract them here so that they see
can I attract them here so that they see a better hope for their future right
a better hope for their future right
a better hope for their future right here with us here’s what people are out
here with us here’s what people are out
here with us here’s what people are out looking for and it’s very different than
looking for and it’s very different than
looking for and it’s very different than probably what it is that you’re out
probably what it is that you’re out
probably what it is that you’re out promoting and this comes from Brad
promoting and this comes from Brad
promoting and this comes from Brad smarts who wrote the book top grading
smarts who wrote the book top grading
smarts who wrote the book top grading this is what people are looking for in a
this is what people are looking for in a
this is what people are looking for in a professional business environment number
professional business environment number
professional business environment number one they’re looking to work with great
one they’re looking to work with great
one they’re looking to work with great people
people
people the reason why people are attracted to
the reason why people are attracted to
the reason why people are attracted to work for Apple work for Google work for
work for Apple work for Google work for
work for Apple work for Google work for you know Facebook some of these other
you know Facebook some of these other
you know Facebook some of these other dynamic companies because they want to
dynamic companies because they want to
dynamic companies because they want to go and work with other really great
go and work with other really great
go and work with other really great people people is the number one
people people is the number one
people people is the number one attracting force for why somebody joins
attracting force for why somebody joins
attracting force for why somebody joins one organization over another and the
one organization over another and the
one organization over another and the great asset that you guys have in this
great asset that you guys have in this
great asset that you guys have in this organization right here is you have
organization right here is you have
organization right here is you have amazing top talented passionate
amazing top talented passionate
amazing top talented passionate incredible people not only at the top of
incredible people not only at the top of
incredible people not only at the top of your organization with the four founders
your organization with the four founders
your organization with the four founders and their incredible management team I’m
and their incredible management team I’m
and their incredible management team I’m talking about right here in the audience
talking about right here in the audience
talking about right here in the audience you have amazing people and what people
you have amazing people and what people
you have amazing people and what people want to do is they want to be around
want to do is they want to be around
want to do is they want to be around other great people that should be the
other great people that should be the
other great people that should be the number one part of your recruiting
number one part of your recruiting
number one part of your recruiting script you could be a part of a group of
script you could be a part of a group of
script you could be a part of a group of people that are amazing that a great
people that are amazing that a great
people that are amazing that a great that are going for that are doing
that are going for that are doing
that are going for that are doing amazing things in the world you can join
amazing things in the world you can join
amazing things in the world you can join us and do this great work together
us and do this great work together
us and do this great work together that’s number one is people
that’s number one is people
that’s number one is people number two is challenge they want to do
number two is challenge they want to do
number two is challenge they want to do something exciting they want to think
something exciting they want to think
something exciting they want to think you know they want to go on a journey
you know they want to go on a journey
you know they want to go on a journey they want to be part of an adventure
they want to be part of an adventure
they want to be part of an adventure they want any part of a mission
they want any part of a mission
they want any part of a mission something that’s important people are
something that’s important people are
something that’s important people are looking for a challenge that’s number
looking for a challenge that’s number
looking for a challenge that’s number two number three they’re looking for an
two number three they’re looking for an
two number three they’re looking for an opportunity there are too many jobs out
opportunity there are too many jobs out
opportunity there are too many jobs out there where there’s there’s nowhere to
there where there’s there’s nowhere to
there where there’s there’s nowhere to go once they join the organization
go once they join the organization
go once they join the organization that’s it they want to know that there’s
that’s it they want to know that there’s
that’s it they want to know that there’s an upside that the stage is available if
an upside that the stage is available if
an upside that the stage is available if they work hard enough and stay committed
they work hard enough and stay committed
they work hard enough and stay committed they can to be here that’s number three
they can to be here that’s number three
they can to be here that’s number three number four is growth they’re looking
number four is growth they’re looking
number four is growth they’re looking for personal growth who am I gonna
for personal growth who am I gonna
for personal growth who am I gonna become as I get up and go and do this
become as I get up and go and do this
become as I get up and go and do this every day do I like Who I am Who am I
every day do I like Who I am Who am I
every day do I like Who I am Who am I becoming do I feel like I can grow here
becoming do I feel like I can grow here
becoming do I feel like I can grow here that’s number four and number five this
that’s number four and number five this
that’s number four and number five this is after tens of thousands of people
is after tens of thousands of people
is after tens of thousands of people been researched and studied number five
been researched and studied number five
been researched and studied number five what they want is money but it’s fifth
what they want is money but it’s fifth
what they want is money but it’s fifth on the list of five things that they’re
on the list of five things that they’re
on the list of five things that they’re looking for
looking for
looking for so the question I ask you is how does
so the question I ask you is how does
so the question I ask you is how does your recruiting script read is it maybe
your recruiting script read is it maybe
your recruiting script read is it maybe backwards are you going out there
backwards are you going out there
backwards are you going out there talking about the money that could be
talking about the money that could be
talking about the money that could be made here this supplement to the
made here this supplement to the
made here this supplement to the part-time income or you know what great
part-time income or you know what great
part-time income or you know what great financial freedom is available here
financial freedom is available here
financial freedom is available here because if you are you are appealing to
because if you are you are appealing to
because if you are you are appealing to the least interest aspect of what people
the least interest aspect of what people
the least interest aspect of what people are looking for instead talk about the
are looking for instead talk about the
are looking for instead talk about the amazing people talk about the great
amazing people talk about the great
amazing people talk about the great challenge the great cause the great
challenge the great cause the great
challenge the great cause the great adventure that you have here the great
adventure that you have here the great
adventure that you have here the great opportunity for an upside to become
opportunity for an upside to become
opportunity for an upside to become somebody to stand up here and be arm in
somebody to stand up here and be arm in
somebody to stand up here and be arm in arm with the circle of Champions
arm with the circle of Champions
arm with the circle of Champions rearrange your recruiting script and
rearrange your recruiting script and
rearrange your recruiting script and this is what Steve Jobs says that he was
this is what Steve Jobs says that he was
this is what Steve Jobs says that he was looking for whenever he sat across the
looking for whenever he sat across the
looking for whenever he sat across the table from somebody else he said when I
table from somebody else he said when I
table from somebody else he said when I hire someone really senior competence is
hire someone really senior competence is
hire someone really senior competence is the ante in other words look you got to
the ante in other words look you got to
the ante in other words look you got to be intelligent that’s table stakes they
be intelligent that’s table stakes they
be intelligent that’s table stakes they have to be really smart but the real
have to be really smart but the real
have to be really smart but the real issue for me is are they gonna fall in
issue for me is are they gonna fall in
issue for me is are they gonna fall in love with Apple because if they fall in
love with Apple because if they fall in
love with Apple because if they fall in love with Apple everything else will
love with Apple everything else will
love with Apple everything else will take care of itself so when you start
take care of itself so when you start
take care of itself so when you start talking to somebody I want you to start
talking to somebody I want you to start
talking to somebody I want you to start thinking is this the kind of person who
thinking is this the kind of person who
thinking is this the kind of person who could fall in love with ACN who has the
could fall in love with ACN who has the
could fall in love with ACN who has the kind of DNA
kind of DNA
kind of DNA the kind of personality the kind of
the kind of personality the kind of
the kind of personality the kind of heart the kind of spirit who could fall
heart the kind of spirit who could fall
heart the kind of spirit who could fall in love with what we’re doing if you
in love with what we’re doing if you
in love with what we’re doing if you don’t think that’s part of the equation
don’t think that’s part of the equation
don’t think that’s part of the equation stop talking to them because that for
stop talking to them because that for
stop talking to them because that for you should be table stakes before you
you should be table stakes before you
you should be table stakes before you invest your heart into somebody else’s
invest your heart into somebody else’s
invest your heart into somebody else’s heart so let me just clear up one of the
heart so let me just clear up one of the
heart so let me just clear up one of the things that I hear so often it’s like
things that I hear so often it’s like
things that I hear so often it’s like what do I say if I’m out recruiting what
what do I say if I’m out recruiting what
what do I say if I’m out recruiting what do I say what’s my script what if they
do I say what’s my script what if they
do I say what’s my script what if they say this that I got this objection and
say this that I got this objection and
say this that I got this objection and how do I come back with this and what do
how do I come back with this and what do
how do I come back with this and what do i lead with I could pick up the phone
i lead with I could pick up the phone
i lead with I could pick up the phone what was the first thing I said I say
what was the first thing I said I say
what was the first thing I said I say let me give you the the recruiting
let me give you the the recruiting
let me give you the the recruiting script of the greatest recruiter in all
script of the greatest recruiter in all
script of the greatest recruiter in all of human history has built the largest
of human history has built the largest
of human history has built the largest organization that exists today
organization that exists today
organization that exists today this was his recruiting script you
this was his recruiting script you
this was his recruiting script you follow me
now
now I’m no genius but that seems like a
I’m no genius but that seems like a
I’m no genius but that seems like a pretty crappy script as far as I’m
pretty crappy script as far as I’m
pretty crappy script as far as I’m concerned right but it wasn’t what he
concerned right but it wasn’t what he
concerned right but it wasn’t what he said it was who he was see as Emerson
said it was who he was see as Emerson
said it was who he was see as Emerson put it you want to be the kind of person
put it you want to be the kind of person
put it you want to be the kind of person that who you are speaks so loud people
that who you are speaks so loud people
that who you are speaks so loud people can’t hear a word you say see I have
can’t hear a word you say see I have
can’t hear a word you say see I have some people in my life that if they said
some people in my life that if they said
some people in my life that if they said you follow me in this investment in this
you follow me in this investment in this
you follow me in this investment in this project you know to this event I would
project you know to this event I would
project you know to this event I would say absolutely I’m in because they have
say absolutely I’m in because they have
say absolutely I’m in because they have that kind of credibility I trust them I
that kind of credibility I trust them I
that kind of credibility I trust them I because of who they are they say you
because of who they are they say you
because of who they are they say you follow me I follow suit and as some
follow me I follow suit and as some
follow me I follow suit and as some other people in my life that if they
other people in my life that if they
other people in my life that if they said you follow me no way no how I don’t
said you follow me no way no how I don’t
said you follow me no way no how I don’t care what the brochure said how great
care what the brochure said how great
care what the brochure said how great the video was how dynamic the meeting is
the video was how dynamic the meeting is
the video was how dynamic the meeting is I am NOT following no way no how and has
I am NOT following no way no how and has
I am NOT following no way no how and has nothing to do with the brochure meeting
nothing to do with the brochure meeting
nothing to do with the brochure meeting or video it has everything to do with
or video it has everything to do with
or video it has everything to do with the one who was asking this is the same
the one who was asking this is the same
the one who was asking this is the same thing that will show up in your own
thing that will show up in your own
thing that will show up in your own recruiting efforts it’s not what you say
recruiting efforts it’s not what you say
recruiting efforts it’s not what you say it’s who you are behind the words who
it’s who you are behind the words who
it’s who you are behind the words who you are behind the words is more
you are behind the words is more
you are behind the words is more powerful than the words that you speak
powerful than the words that you speak
powerful than the words that you speak so let’s talk about how to become more
so let’s talk about how to become more
so let’s talk about how to become more powerful in this process be the message
powerful in this process be the message
powerful in this process be the message you bring you don’t attract what you
you bring you don’t attract what you
you bring you don’t attract what you want you can’t go out and attract all
want you can’t go out and attract all
want you can’t go out and attract all these attributes of people that you want
these attributes of people that you want
these attributes of people that you want you only attract who you are in
you only attract who you are in
you only attract who you are in reflection we communicate with feelings
reflection we communicate with feelings
reflection we communicate with feelings not words now when you start talking
not words now when you start talking
not words now when you start talking about what’s the script when you talk
about what’s the script when you talk
about what’s the script when you talk it’s not the words that you speak
it’s not the words that you speak
it’s not the words that you speak it’s the feeling behind the words so let
it’s the feeling behind the words so let
it’s the feeling behind the words so let me give you an example let’s say that
me give you an example let’s say that
me give you an example let’s say that there’s this house that’s way back up
there’s this house that’s way back up
there’s this house that’s way back up off the street and there’s a long
off the street and there’s a long
off the street and there’s a long pathway that leads up to the front door
pathway that leads up to the front door
pathway that leads up to the front door and then there’s a fence that goes
and then there’s a fence that goes
and then there’s a fence that goes around it and you have to make a
around it and you have to make a
around it and you have to make a delivery and get a signature and if you
delivery and get a signature and if you
delivery and get a signature and if you don’t your career is at stake you have
don’t your career is at stake you have
don’t your career is at stake you have to get this delivered and get a
to get this delivered and get a
to get this delivered and get a signature your life depends on it
signature your life depends on it
signature your life depends on it so you walk up to the
so you walk up to the
so you walk up to the and on the gate is this big sign beware
and on the gate is this big sign beware
and on the gate is this big sign beware of dog and you can’t see over the fence
of dog and you can’t see over the fence
of dog and you can’t see over the fence now you get a little nervous so you open
now you get a little nervous so you open
now you get a little nervous so you open the gate you peer your head and looks
the gate you peer your head and looks
the gate you peer your head and looks like the coast is clear
like the coast is clear
like the coast is clear you get about four or five steps in and
you get about four or five steps in and
you get about four or five steps in and then from over the left corner of the
then from over the left corner of the
then from over the left corner of the house you see the head of a giant
house you see the head of a giant
house you see the head of a giant Rottweiler
Rottweiler
Rottweiler and you freeze and it starts charging at
and you freeze and it starts charging at
and you freeze and it starts charging at you and you go booking it for the for
you and you go booking it for the for
you and you go booking it for the for the front front gate and it just nips
the front front gate and it just nips
the front front gate and it just nips your heel as you finally get your foot
your heel as you finally get your foot
your heel as you finally get your foot free from the gate now you’re going what
free from the gate now you’re going what
free from the gate now you’re going what am I gonna do I’ve got to get to the
am I gonna do I’ve got to get to the
am I gonna do I’ve got to get to the front door but now there’s this dog
front door but now there’s this dog
front door but now there’s this dog between me and the front door well up
between me and the front door well up
between me and the front door well up comes this little girl with blonde
comes this little girl with blonde
comes this little girl with blonde pigtails and she’s licking a lollipop
pigtails and she’s licking a lollipop
pigtails and she’s licking a lollipop and she goes in the same gate and go
and she goes in the same gate and go
and she goes in the same gate and go skipping it up the walkway and the dog
skipping it up the walkway and the dog
skipping it up the walkway and the dog is doing what licking her heels all the
is doing what licking her heels all the
is doing what licking her heels all the way up to the front door
way up to the front door
way up to the front door same vicious dog very different outcome
same vicious dog very different outcome
same vicious dog very different outcome why because dogs like humans communicate
why because dogs like humans communicate
why because dogs like humans communicate with feelings when you went in you
with feelings when you went in you
with feelings when you went in you communicated fear which meant danger dog
communicated fear which meant danger dog
communicated fear which meant danger dog attacks when the little girl went
attacks when the little girl went
attacks when the little girl went through the front gate she communicated
through the front gate she communicated
through the front gate she communicated joy and Cheer and the dog responded
joy and Cheer and the dog responded
joy and Cheer and the dog responded accordingly by licking her heels all the
accordingly by licking her heels all the
accordingly by licking her heels all the way up to the front door see we to
way up to the front door see we to
way up to the front door see we to communicate with feelings have you ever
communicate with feelings have you ever
communicate with feelings have you ever been talking to somebody and you just
been talking to somebody and you just
been talking to somebody and you just know they’re lying I mean everything
know they’re lying I mean everything
know they’re lying I mean everything they’re saying sounds fine but you just
they’re saying sounds fine but you just
they’re saying sounds fine but you just know they’re lying right because it
know they’re lying right because it
know they’re lying right because it doesn’t have to do with what they’re
doesn’t have to do with what they’re
doesn’t have to do with what they’re saying it has to do with the
saying it has to do with the
saying it has to do with the communication of feeling that is being
communication of feeling that is being
communication of feeling that is being transferred so we can communicate with
transferred so we can communicate with
transferred so we can communicate with feelings not words you cannot convince
feelings not words you cannot convince
feelings not words you cannot convince somebody or something you are not
somebody or something you are not
somebody or something you are not convinced of yourself first you cannot
convinced of yourself first you cannot
convinced of yourself first you cannot sell something you have not bought
sell something you have not bought
sell something you have not bought wholeheartedly yourself first don’t go
wholeheartedly yourself first don’t go
wholeheartedly yourself first don’t go out and try to sell the essential
out and try to sell the essential
out and try to sell the essential services of ACN until your house is
services of ACN until your house is
services of ACN until your house is fully hooked up with all the essential
fully hooked up with all the essential
fully hooked up with all the essential services of ACN I mean for crying out
services of ACN I mean for crying out
services of ACN I mean for crying out loud why would you try to sell something
loud why would you try to sell something
loud why would you try to sell something you’re not even buying
you’re not even buying
you’re not even buying because you will communicate that
because you will communicate that
because you will communicate that feeling and unless you fully bought in
feeling and unless you fully bought in
feeling and unless you fully bought in that this is what you’re doing you’re
that this is what you’re doing you’re
that this is what you’re doing you’re staking your claim you’re building your
staking your claim you’re building your
staking your claim you’re building your future on the rock of ACN you will be
future on the rock of ACN you will be
future on the rock of ACN you will be senior vice president until you have
senior vice president until you have
senior vice president until you have that conviction you will not be able to
that conviction you will not be able to
that conviction you will not be able to convey that conviction that hope and
convey that conviction that hope and
convey that conviction that hope and promise to somebody else so you fully
promise to somebody else so you fully
promise to somebody else so you fully first need to buy it wholeheartedly then
first need to buy it wholeheartedly then
first need to buy it wholeheartedly then you could come from the position of
you could come from the position of
you could come from the position of being able to communicate that
being able to communicate that
being able to communicate that authentically so what is the most
authentically so what is the most
authentically so what is the most attractive feeling that you could
attractive feeling that you could
attractive feeling that you could cultivate up inside yourself and I will
cultivate up inside yourself and I will
cultivate up inside yourself and I will say that it is in fact passion this
say that it is in fact passion this
say that it is in fact passion this feeling of passion I’m not talking about
feeling of passion I’m not talking about
feeling of passion I’m not talking about exuberant crazy enthusiasm no I’m
exuberant crazy enthusiasm no I’m
exuberant crazy enthusiasm no I’m talking about this confident sense of
talking about this confident sense of
talking about this confident sense of passion this fortitude that this is what
passion this fortitude that this is what
passion this fortitude that this is what you are doing this is who you are this
you are doing this is who you are this
you are doing this is who you are this is where you’re building your future
is where you’re building your future
is where you’re building your future passion so let me tell it to you how Jim
passion so let me tell it to you how Jim
passion so let me tell it to you how Jim Rohn taught it to me he said you know
Rohn taught it to me he said you know
Rohn taught it to me he said you know words are like a little straight pin you
words are like a little straight pin you
words are like a little straight pin you know those little straight pins and an
know those little straight pins and an
know those little straight pins and an immense dress shirt you know it’s it’s
immense dress shirt you know it’s it’s
immense dress shirt you know it’s it’s pinned together by all these little
pinned together by all these little
pinned together by all these little straight pins you know it’s about this
straight pins you know it’s about this
straight pins you know it’s about this big he says you could take a little
big he says you could take a little
big he says you could take a little straight pin and if somebody’s standing
straight pin and if somebody’s standing
straight pin and if somebody’s standing about 3 or 4 feet away from me you could
about 3 or 4 feet away from me you could
about 3 or 4 feet away from me you could throw this straight pin and it’ll bounce
throw this straight pin and it’ll bounce
throw this straight pin and it’ll bounce off their cheek and they’ll feel it but
off their cheek and they’ll feel it but
off their cheek and they’ll feel it but it won’t really it won’t really affect
it won’t really it won’t really affect
it won’t really it won’t really affect them those are what words are like he
them those are what words are like he
them those are what words are like he said now I could take that little
said now I could take that little
said now I could take that little straight pin and I could wire it to an
straight pin and I could wire it to an
straight pin and I could wire it to an iron bar now I could take that straight
iron bar now I could take that straight
iron bar now I could take that straight pin and I could drive it through your
pin and I could drive it through your
pin and I could drive it through your heart the iron bar is the emotion you
heart the iron bar is the emotion you
heart the iron bar is the emotion you put behind the words when you put the
put behind the words when you put the
put behind the words when you put the proper emotion behind the words now you
proper emotion behind the words now you
proper emotion behind the words now you can drive the message of what you’re
can drive the message of what you’re
can drive the message of what you’re trying to communicate through someone’s
trying to communicate through someone’s
trying to communicate through someone’s heart so the words are the straight pin
heart so the words are the straight pin
heart so the words are the straight pin the emotion is the iron bar so let me
the emotion is the iron bar so let me
the emotion is the iron bar so let me give you some recruiting game-changing
give you some recruiting game-changing
give you some recruiting game-changing mindset shifts here so that you could
mindset shifts here so that you could
mindset shifts here so that you could become a better recruiter in your own
become a better recruiter in your own
become a better recruiter in your own path forward turn this four-letter word
path forward turn this four-letter word
path forward turn this four-letter word of cell
of cell
of cell change this word from cell to help when
change this word from cell to help when
change this word from cell to help when I was in real estate back in the early
I was in real estate back in the early
I was in real estate back in the early 20s my early 20s not the early 20s I
20s my early 20s not the early 20s I
20s my early 20s not the early 20s I tell you about this face cream I
remember I sat down with one of my
remember I sat down with one of my mentors and I was we’re talking about
mentors and I was we’re talking about
mentors and I was we’re talking about how I was trying to build my business
how I was trying to build my business
how I was trying to build my business and trying to create more sales and he
and trying to create more sales and he
and trying to create more sales and he says well let me see let me see the the
says well let me see let me see the the
says well let me see let me see the the list of people that you’re talking to
list of people that you’re talking to
list of people that you’re talking to and so I I brought up my prospect list
and so I I brought up my prospect list
and so I I brought up my prospect list and my prospect list at the top said hit
and my prospect list at the top said hit
and my prospect list at the top said hit list and he says well I could tell you
list and he says well I could tell you
list and he says well I could tell you what your problem is right now I said
what your problem is right now I said
what your problem is right now I said what it says hit list who in the heck
what it says hit list who in the heck
what it says hit list who in the heck wants to be your next hit if you’re
wants to be your next hit if you’re
wants to be your next hit if you’re going down this list thinking that this
going down this list thinking that this
going down this list thinking that this is there your next hit you’re obviously
is there your next hit you’re obviously
is there your next hit you’re obviously going to be pushing people away from you
going to be pushing people away from you
going to be pushing people away from you instead crossed it out and and and right
instead crossed it out and and and right
instead crossed it out and and and right these are the families that I will
these are the families that I will
these are the families that I will impact next and he said when before you
impact next and he said when before you
impact next and he said when before you call them I want you to imagine that
call them I want you to imagine that
call them I want you to imagine that family this family wants to buy a new
family this family wants to buy a new
family this family wants to buy a new home they want to raise their family in
home they want to raise their family in
home they want to raise their family in a safe environment where there’s great
a safe environment where there’s great
a safe environment where there’s great schools they want to get out of this
schools they want to get out of this
schools they want to get out of this cramped environment and upgrade to a new
cramped environment and upgrade to a new
cramped environment and upgrade to a new home where they could get their children
home where they could get their children
home where they could get their children into better schools where they can they
into better schools where they can they
into better schools where they can they can they can grow their family in a
can they can grow their family in a
can they can grow their family in a comfortable environment I want you to
comfortable environment I want you to
comfortable environment I want you to think about their fears their hopes what
think about their fears their hopes what
think about their fears their hopes what they’re worried about what they’re
they’re worried about what they’re
they’re worried about what they’re scared of and then pick up the phone and
scared of and then pick up the phone and
scared of and then pick up the phone and call them and talk to them about your
call them and talk to them about your
call them and talk to them about your services think of how you can help
services think of how you can help
services think of how you can help people not how you can sell people and
people not how you can sell people and
people not how you can sell people and when you change that mindset I’m telling
when you change that mindset I’m telling
when you change that mindset I’m telling you people will be much more responsive
you people will be much more responsive
you people will be much more responsive to your message when they genuinely feel
to your message when they genuinely feel
to your message when they genuinely feel that you’re trying to help them not
that you’re trying to help them not
that you’re trying to help them not trying to sell them focus on what you
trying to sell them focus on what you
trying to sell them focus on what you can do for them versus what they can do
can do for them versus what they can do
can do for them versus what they can do for you and they will do almost anything
for you and they will do almost anything
for you and they will do almost anything for you when people get a genuine
for you when people get a genuine
for you when people get a genuine understanding that you’re there to help
understanding that you’re there to help
understanding that you’re there to help them they will open up the door to their
them they will open up the door to their
them they will open up the door to their lives wide open for you famously Zig
lives wide open for you famously Zig
lives wide open for you famously Zig Ziglar the great late Zig Ziglar put it
Ziglar the great late Zig Ziglar put it
Ziglar the great late Zig Ziglar put it this way you can have everything in life
this way you can have everything in life
this way you can have everything in life that you want if you will just help
that you want if you will just help
that you want if you will just help enough other people get what they want
enough other people get what they want
enough other people get what they want instead of just hearing that is that a
instead of just hearing that is that a
instead of just hearing that is that a most motivational term make it a mantra
most motivational term make it a mantra
most motivational term make it a mantra of your behavior in the marketplace if
of your behavior in the marketplace if
of your behavior in the marketplace if you could just help
you could just help
you could just help other people get what they want you
other people get what they want you
other people get what they want you don’t have to worry about success you’ll
don’t have to worry about success you’ll
don’t have to worry about success you’ll get all that you want yourself turn this
get all that you want yourself turn this
get all that you want yourself turn this this word of get what can I get what can
this word of get what can I get what can
this word of get what can I get what can I get from somebody else to give what
I get from somebody else to give what
I get from somebody else to give what can I give to someone else so whatever
can I give to someone else so whatever
can I give to someone else so whatever it is that you want I want you to figure
it is that you want I want you to figure
it is that you want I want you to figure out how you can give that to somebody
out how you can give that to somebody
out how you can give that to somebody else do you want more strength then help
else do you want more strength then help
else do you want more strength then help somebody else find their strength do you
somebody else find their strength do you
somebody else find their strength do you want more courage do you feel like in
want more courage do you feel like in
want more courage do you feel like in order to go and talk to more people or
order to go and talk to more people or
order to go and talk to more people or to be a better leader you need to
to be a better leader you need to
to be a better leader you need to bolster your courage the best way for
bolster your courage the best way for
bolster your courage the best way for you to bolster your courage is to go
you to bolster your courage is to go
you to bolster your courage is to go encourage someone else if you feel like
encourage someone else if you feel like
encourage someone else if you feel like you want more confidence go help
you want more confidence go help
you want more confidence go help somebody else find their confidence if
somebody else find their confidence if
somebody else find their confidence if you want more love go give love to
you want more love go give love to
you want more love go give love to somebody else if you want greater belief
somebody else if you want greater belief
somebody else if you want greater belief in yourself help somebody else find
in yourself help somebody else find
in yourself help somebody else find greater belief in themselves if you want
greater belief in themselves if you want
greater belief in themselves if you want more hope for your future go help
more hope for your future go help
more hope for your future go help somebody else have hope for their future
somebody else have hope for their future
somebody else have hope for their future whatever it is that you want in life
whatever it is that you want in life
whatever it is that you want in life figure out whatever your goals are and
figure out whatever your goals are and
figure out whatever your goals are and then go figure out how you can go help
then go figure out how you can go help
then go figure out how you can go help help somebody else find those things for
help somebody else find those things for
help somebody else find those things for themselves and then turn communicate to
themselves and then turn communicate to
themselves and then turn communicate to connect see in this world of technology
connect see in this world of technology
connect see in this world of technology we’re communicating all the time but
we’re communicating all the time but
we’re communicating all the time but that is very different than connecting
that is very different than connecting
that is very different than connecting tweeting and facebooking and emailing
tweeting and facebooking and emailing
tweeting and facebooking and emailing that is not connecting that is simply
that is not connecting that is simply
that is not connecting that is simply just communicating hey it has its
just communicating hey it has its
just communicating hey it has its purpose but do not mistake that for
purpose but do not mistake that for
purpose but do not mistake that for connection and you will need connection
connection and you will need connection
connection and you will need connection to recruit you will need connection to
to recruit you will need connection to
to recruit you will need connection to lead not communication it requires
lead not communication it requires
lead not communication it requires face-to-face heart-to-heart the reality
face-to-face heart-to-heart the reality
face-to-face heart-to-heart the reality is it only takes about a dozen or two
is it only takes about a dozen or two
is it only takes about a dozen or two relationships for you to find yourself
relationships for you to find yourself
relationships for you to find yourself at the highest levels of our society
at the highest levels of our society
at the highest levels of our society you can ask Warren Buffett Bill Gates
you can ask Warren Buffett Bill Gates
you can ask Warren Buffett Bill Gates Richard Branson or Oprah Winfrey their
Richard Branson or Oprah Winfrey their
Richard Branson or Oprah Winfrey their whole success path has probably come
whole success path has probably come
whole success path has probably come down to about a dozen or two very
down to about a dozen or two very
down to about a dozen or two very important relationships figure out your
important relationships figure out your
important relationships figure out your dozen or two very important
dozen or two very important
dozen or two very important relationships and
relationships and
relationships and communicate with them don’t keep in
communicate with them don’t keep in
communicate with them don’t keep in touch with them on Facebook connect with
touch with them on Facebook connect with
touch with them on Facebook connect with them face to face heart to heart that’s
them face to face heart to heart that’s
them face to face heart to heart that’s where human beings get it done so now
where human beings get it done so now
where human beings get it done so now that we talked about recruiting let’s
that we talked about recruiting let’s
that we talked about recruiting let’s talk about sorting and upgrading people
talk about sorting and upgrading people
talk about sorting and upgrading people to positions of leadership here’s one of
to positions of leadership here’s one of
to positions of leadership here’s one of the biggest mistakes you’ll make as a
the biggest mistakes you’ll make as a
the biggest mistakes you’ll make as a leader let me prevent this for you right
leader let me prevent this for you right
leader let me prevent this for you right now
now
now some of you probably have made this
some of you probably have made this
some of you probably have made this mistake up to this point let me help
mistake up to this point let me help
mistake up to this point let me help prevent it going forward working with
prevent it going forward working with
prevent it going forward working with the unwilling wanting it for others more
the unwilling wanting it for others more
the unwilling wanting it for others more than they want it for themselves huge
than they want it for themselves huge
than they want it for themselves huge mistake
mistake
mistake grandiose waste of time energy love and
grandiose waste of time energy love and
grandiose waste of time energy love and energy and passion placed into the wrong
energy and passion placed into the wrong
energy and passion placed into the wrong place care about those that care if you
place care about those that care if you
place care about those that care if you read my book the compound effect the
read my book the compound effect the
read my book the compound effect the dedication that I wrote to Jim Rome was
dedication that I wrote to Jim Rome was
dedication that I wrote to Jim Rome was this one thing that he taught me which
this one thing that he taught me which
this one thing that he taught me which was talk about things that matter to
was talk about things that matter to
was talk about things that matter to people who care don’t talk about things
people who care don’t talk about things
people who care don’t talk about things that matter to people who don’t care and
that matter to people who don’t care and
that matter to people who don’t care and know talk to people who care about
know talk to people who care about
know talk to people who care about things that don’t matter
things that don’t matter
things that don’t matter talk to things talk talk about things
talk to things talk talk about things
talk to things talk talk about things that matter to people who care as Jim
that matter to people who care as Jim
that matter to people who care as Jim Rohn put it he said you must learn to
Rohn put it he said you must learn to
Rohn put it he said you must learn to work with those who deserve it
work with those who deserve it
work with those who deserve it not just those that need it life
not just those that need it life
not just those that need it life responds to deserve not need you all
responds to deserve not need you all
responds to deserve not need you all heard of the 80/20 well right 20 people
heard of the 80/20 well right 20 people
heard of the 80/20 well right 20 people do 80% of the production well in an
do 80% of the production well in an
do 80% of the production well in an organization like this in a an 80/20
organization like this in a an 80/20
organization like this in a an 80/20 it’s more like ninety five five and I’m
it’s more like ninety five five and I’m
it’s more like ninety five five and I’m being generous five percent do ninety
being generous five percent do ninety
being generous five percent do ninety five percent of the production so I’m
five percent of the production so I’m
five percent of the production so I’m telling you you as a leader you only
telling you you as a leader you only
telling you you as a leader you only work with the five percent oh but how do
work with the five percent oh but how do
work with the five percent oh but how do you manage an organization of a hundred
you manage an organization of a hundred
you manage an organization of a hundred percent let me give you the secret by
percent let me give you the secret by
percent let me give you the secret by the way I’ve done which you which you’re
the way I’ve done which you which you’re
the way I’ve done which you which you’re in the business of doing I built an
in the business of doing I built an
in the business of doing I built an organization in a business like this to
organization in a business like this to
organization in a business like this to a hundred thousand representatives I
a hundred thousand representatives I
a hundred thousand representatives I know what the dynamic difficulties are
know what the dynamic difficulties are
know what the dynamic difficulties are in trying to lead an organization like
in trying to lead an organization like
in trying to lead an organization like this and the pulls on your time and
this and the pulls on your time and
this and the pulls on your time and attention and all the people who want to
attention and all the people who want to
attention and all the people who want to who want you to work with them and want
who want you to work with them and want
who want you to work with them and want to take your time and energy so let me
to take your time and energy so let me
to take your time and energy so let me show you how to separate this factor how
show you how to separate this factor how
show you how to separate this factor how do you do it
do you do it
do you do it you work with the top 5% of your
you work with the top 5% of your
you work with the top 5% of your producers one-on-one mano a mano face to
producers one-on-one mano a mano face to
producers one-on-one mano a mano face to face heart to heart you invests in the
face heart to heart you invests in the
face heart to heart you invests in the cultivation and the development of their
cultivation and the development of their
cultivation and the development of their – of their talent more and more and more
– of their talent more and more and more
– of their talent more and more and more and then you work with a 95 percent in
and then you work with a 95 percent in
and then you work with a 95 percent in group so if somebody’s a member of the
group so if somebody’s a member of the
group so if somebody’s a member of the 95 percent they come to you but the
95 percent they come to you but the
95 percent they come to you but the question said it’s a great question why
question said it’s a great question why
question said it’s a great question why don’t you join the conference call and
don’t you join the conference call and
don’t you join the conference call and we’ll address that issue in the
we’ll address that issue in the
we’ll address that issue in the conference call hey you want to work how
conference call hey you want to work how
conference call hey you want to work how do how do you work with that hey go to
do how do you work with that hey go to
do how do you work with that hey go to the Saturday training we’re gonna be
the Saturday training we’re gonna be
the Saturday training we’re gonna be talking about that thing at the Saturday
talking about that thing at the Saturday
talking about that thing at the Saturday training you don’t spend your precious
training you don’t spend your precious
training you don’t spend your precious time as a leader with the 95 percent you
time as a leader with the 95 percent you
time as a leader with the 95 percent you spend your precious time with the 5
spend your precious time with the 5
spend your precious time with the 5 percent now I’m not talking about 5% of
percent now I’m not talking about 5% of
percent now I’m not talking about 5% of society I’m talking about the top 5
society I’m talking about the top 5
society I’m talking about the top 5 percent of those who are committed those
percent of those who are committed those
percent of those who are committed those who are passionate those that are
who are passionate those that are
who are passionate those that are interested those that are doing the
interested those that are doing the
interested those that are doing the things necessary to become successful
things necessary to become successful
things necessary to become successful those that have invested in the
those that have invested in the
those that have invested in the commitment Jim Rohn put it this way
commitment Jim Rohn put it this way
commitment Jim Rohn put it this way leaders must understand that some people
leaders must understand that some people
leaders must understand that some people will inevitably sell out to the evil
will inevitably sell out to the evil
will inevitably sell out to the evil side don’t waste your time on wondering
side don’t waste your time on wondering
side don’t waste your time on wondering why spend your time discovering who and
why spend your time discovering who and
why spend your time discovering who and then separate your time accordingly
then separate your time accordingly
then separate your time accordingly scare away the weak not everybody who
scare away the weak not everybody who
scare away the weak not everybody who comes in should stay scare away the weak
comes in should stay scare away the weak
comes in should stay scare away the weak and why mean by the weak I’m talking
and why mean by the weak I’m talking
and why mean by the weak I’m talking about those with weak commitment with
about those with weak commitment with
about those with weak commitment with weak discipline with weak passion with
weak discipline with weak passion with
weak discipline with weak passion with weak heart for what it is that you’re
weak heart for what it is that you’re
weak heart for what it is that you’re doing here when anybody would come in my
doing here when anybody would come in my
doing here when anybody would come in my organization a brand new personal
organization a brand new personal
organization a brand new personal recruit once they signed up I would say
recruit once they signed up I would say
recruit once they signed up I would say why would I want to work with you
why would I want to work with you
why would I want to work with you convince me why I want to work with you
convince me why I want to work with you
convince me why I want to work with you and then I would ask them four core
and then I would ask them four core
and then I would ask them four core commitments here are the 10 core
commitments here are the 10 core
commitments here are the 10 core commitments it takes to work with me if
commitments it takes to work with me if
commitments it takes to work with me if you don’t want to commit to these 10
you don’t want to commit to these 10
you don’t want to commit to these 10 core commitments I can’t work with you
core commitments I can’t work with you
core commitments I can’t work with you my time and energy my goals my
my time and energy my goals my
my time and energy my goals my aspirations are way bigger then is
aspirations are way bigger then is
aspirations are way bigger then is necessary that is possible for me to
necessary that is possible for me to
necessary that is possible for me to work with somebody who can’t at least
work with somebody who can’t at least
work with somebody who can’t at least commit to these core commitments
commit to these core commitments
commit to these core commitments you should have the same standard set
you should have the same standard set
you should have the same standard set for yourself by the way that was the
for yourself by the way that was the
for yourself by the way that was the same standard when it was me and my
same standard when it was me and my
same standard when it was me and my first recruit when it was me and my one
first recruit when it was me and my one
first recruit when it was me and my one hundred thousand and one person in the
hundred thousand and one person in the
hundred thousand and one person in the organization as a leader I suggest that
organization as a leader I suggest that
organization as a leader I suggest that you work with fewer people deeper and
you work with fewer people deeper and
you work with fewer people deeper and provide more training to those great
provide more training to those great
provide more training to those great leaders that you’re cultivating in your
leaders that you’re cultivating in your
leaders that you’re cultivating in your organization
organization
organization so let me give you what I think is the
so let me give you what I think is the
so let me give you what I think is the the art of networking and this is how
the art of networking and this is how
the art of networking and this is how you no matter what
you no matter what
you no matter what on a scale of 1 to 10 where you think
on a scale of 1 to 10 where you think
on a scale of 1 to 10 where you think you are starting you can go out and
you are starting you can go out and
you are starting you can go out and recruit tens even if you’re a three on a
recruit tens even if you’re a three on a
recruit tens even if you’re a three on a scale of one to ten in your leadership
scale of one to ten in your leadership
scale of one to ten in your leadership in your capability how you can go out
in your capability how you can go out
in your capability how you can go out and recruit tens so it doesn’t matter
and recruit tens so it doesn’t matter
and recruit tens so it doesn’t matter who you know because see we’re all six
who you know because see we’re all six
who you know because see we’re all six degrees of separation and that was
degrees of separation and that was
degrees of separation and that was before LinkedIn I think now we’re one or
before LinkedIn I think now we’re one or
before LinkedIn I think now we’re one or two degrees of separation for most
two degrees of separation for most
two degrees of separation for most anybody on the planet anybody that you
anybody on the planet anybody that you
anybody on the planet anybody that you want to recruit you can get to if you
want to recruit you can get to if you
want to recruit you can get to if you learn the art of networking so let me
learn the art of networking so let me
learn the art of networking so let me show you how this works how to convert
show you how this works how to convert
show you how this works how to convert threes in the tens so let’s say you are
threes in the tens so let’s say you are
threes in the tens so let’s say you are a three you’re starting out as a three
a three you’re starting out as a three
a three you’re starting out as a three how can you possibly attract a 10 as I
how can you possibly attract a 10 as I
how can you possibly attract a 10 as I told you people are only going to be
told you people are only going to be
told you people are only going to be attracted to the like qualities well how
attracted to the like qualities well how
attracted to the like qualities well how can you possibly recruit a 10 if you
can you possibly recruit a 10 if you
can you possibly recruit a 10 if you were three here’s how you do it
were three here’s how you do it
were three here’s how you do it you go out and you’re going to recruit a
you go out and you’re going to recruit a
you go out and you’re going to recruit a three you’re going to recruit a two and
three you’re going to recruit a two and
three you’re going to recruit a two and then you’re recruit of four so all of a
then you’re recruit of four so all of a
then you’re recruit of four so all of a sudden now your time and attention is
sudden now your time and attention is
sudden now your time and attention is dedicated to that four it’s you mano a
dedicated to that four it’s you mano a
dedicated to that four it’s you mano a mano with that for now what happens when
mano with that for now what happens when
mano with that for now what happens when a four get started they’re gonna go out
a four get started they’re gonna go out
a four get started they’re gonna go out they’re gonna recruit a three and then
they’re gonna recruit a three and then
they’re gonna recruit a three and then we’re gonna recruit a four and hey they
we’re gonna recruit a four and hey they
we’re gonna recruit a four and hey they might recruit a five now it’s you and
might recruit a five now it’s you and
might recruit a five now it’s you and the five working mono e mono
the five working mono e mono
the five working mono e mono hand-in-hand now the five goes out
hand-in-hand now the five goes out
hand-in-hand now the five goes out starts recruiting they’re gonna recruit
starts recruiting they’re gonna recruit
starts recruiting they’re gonna recruit another five a six whoa a five can even
another five a six whoa a five can even
another five a six whoa a five can even get up to a seven now you’re like Eureka
get up to a seven now you’re like Eureka
get up to a seven now you’re like Eureka seven now again we’re not talking about
seven now again we’re not talking about
seven now again we’re not talking about title of previous career financial
title of previous career financial
title of previous career financial income or economics we’re talking about
income or economics we’re talking about
income or economics we’re talking about a seven in terms of commitment
a seven in terms of commitment
a seven in terms of commitment a seven in terms of passion a seven in
a seven in terms of passion a seven in
a seven in terms of passion a seven in terms of heart of who they are what they
terms of heart of who they are what they
terms of heart of who they are what they want to do with this brand adventured
want to do with this brand adventured
want to do with this brand adventured call ACN so now it’s you and that seven
call ACN so now it’s you and that seven
call ACN so now it’s you and that seven you’re not relying upon the five or the
you’re not relying upon the five or the
you’re not relying upon the five or the four to teach the seven you’re jumping
four to teach the seven you’re jumping
four to teach the seven you’re jumping down and working hand in hand with the
down and working hand in hand with the
down and working hand in hand with the seven now the seven goes out and
seven now the seven goes out and
seven now the seven goes out and recruits finds another seven another
recruits finds another seven another
recruits finds another seven another seven eight now it’s you and the eight
seven eight now it’s you and the eight
seven eight now it’s you and the eight working hand in hand the eight goes out
working hand in hand the eight goes out
working hand in hand the eight goes out recruit another eight a seven a nine
recruit another eight a seven a nine
recruit another eight a seven a nine you’ve got a nine on your team you do
you’ve got a nine on your team you do
you’ve got a nine on your team you do not rely on everybody in between you to
not rely on everybody in between you to
not rely on everybody in between you to go and work with the nine you jump down
go and work with the nine you jump down
go and work with the nine you jump down shoulder to shoulder arm and arm and
shoulder to shoulder arm and arm and
shoulder to shoulder arm and arm and work with the nine and now a nine will
work with the nine and now a nine will
work with the nine and now a nine will recruit another nine another nine ten
recruit another nine another nine ten
recruit another nine another nine ten you now have a ten frontline on that
you now have a ten frontline on that
you now have a ten frontline on that team that you work with personally now
team that you work with personally now
team that you work with personally now it only takes two three four five of
it only takes two three four five of
it only takes two three four five of these for you to become supremely
these for you to become supremely
these for you to become supremely successful for YouTube have the fancy
successful for YouTube have the fancy
successful for YouTube have the fancy cars that’s parked outside of the Westin
cars that’s parked outside of the Westin
cars that’s parked outside of the Westin one of those Rockstar watches that I see
one of those Rockstar watches that I see
one of those Rockstar watches that I see a lot of these guys wearing here it only
a lot of these guys wearing here it only
a lot of these guys wearing here it only takes a couple of few of those tens and
takes a couple of few of those tens and
takes a couple of few of those tens and again we’re talking about a ten of
again we’re talking about a ten of
again we’re talking about a ten of commitment passion and energy by our
commitment passion and energy by our
commitment passion and energy by our Napoletana these people talk about
Napoletana these people talk about
Napoletana these people talk about people that have the resumes of running
people that have the resumes of running
people that have the resumes of running blue-chip corporations here we’re
blue-chip corporations here we’re
blue-chip corporations here we’re talking about people who have passion
talking about people who have passion
talking about people who have passion and energy and want to do great things
and energy and want to do great things
and energy and want to do great things there are tens you find your ten arm and
there are tens you find your ten arm and
there are tens you find your ten arm and arm it does not have to come front line
arm it does not have to come front line
arm it does not have to come front line the front line is just the doorway to
the front line is just the doorway to
the front line is just the doorway to the rest go down and find your ten and
the rest go down and find your ten and
the rest go down and find your ten and now you’ve got one in that team that’s
now you’ve got one in that team that’s
now you’ve got one in that team that’s how it works
how it works
how it works Dave Olga V who was one of the great
Dave Olga V who was one of the great
Dave Olga V who was one of the great advertising goobers put it this way if
advertising goobers put it this way if
advertising goobers put it this way if each of us recruits people who are
each of us recruits people who are
each of us recruits people who are smaller than we are we shall become a
smaller than we are we shall become a
smaller than we are we shall become a company of Dwarfs but if each of us
company of Dwarfs but if each of us
company of Dwarfs but if each of us recruits people who are bigger than we
recruits people who are bigger than we
recruits people who are bigger than we are we shall become a company of giants
are we shall become a company of giants
are we shall become a company of giants that’s how you create an extraordinary
that’s how you create an extraordinary
that’s how you create an extraordinary team no matter where you think you are
team no matter where you think you are
team no matter where you think you are on the scale of one to ten and one
on the scale of one to ten and one
on the scale of one to ten and one person just one person can light it up
person just one person can light it up
person just one person can light it up for your whole team for your whole
for your whole team for your whole
for your whole team for your whole organization can make the difference
organization can make the difference
organization can make the difference the entire speed of the group you ever
the entire speed of the group you ever
the entire speed of the group you ever watch a cycling deal where they’re all
watch a cycling deal where they’re all
watch a cycling deal where they’re all in a peloton they’re all they’re all
in a peloton they’re all they’re all
in a peloton they’re all they’re all going at the same pace and then one guy
going at the same pace and then one guy
going at the same pace and then one guy breaks out and then the whole peloton
breaks out and then the whole peloton
breaks out and then the whole peloton works like a dog to try to just catch up
works like a dog to try to just catch up
works like a dog to try to just catch up to that person and if you have a
to that person and if you have a
to that person and if you have a particular racer that is it’s faster
particular racer that is it’s faster
particular racer that is it’s faster than the rest of the group you’ll find
than the rest of the group you’ll find
than the rest of the group you’ll find that the whole speed of the race will
that the whole speed of the race will
that the whole speed of the race will speed up it’s kind of like a dog pack if
speed up it’s kind of like a dog pack if
speed up it’s kind of like a dog pack if you’re out you know on a snowy mountain
you’re out you know on a snowy mountain
you’re out you know on a snowy mountain you need one lead dog one strong lead
you need one lead dog one strong lead
you need one lead dog one strong lead dog because the rest of the dogs will
dog because the rest of the dogs will
dog because the rest of the dogs will fight to just keep up
fight to just keep up
fight to just keep up same thing in your organization you want
same thing in your organization you want
same thing in your organization you want to go and change the dynamics you
to go and change the dynamics you
to go and change the dynamics you organization you want to speed up your
organization you want to speed up your
organization you want to speed up your organization go find one great recruit
organization go find one great recruit
organization go find one great recruit throw them in the middle let them run
throw them in the middle let them run
throw them in the middle let them run and the rest of your organization will
and the rest of your organization will
and the rest of your organization will speed up just to try to keep pace we’re
speed up just to try to keep pace we’re
speed up just to try to keep pace we’re talking about keeping pace in attitude
talking about keeping pace in attitude
talking about keeping pace in attitude keeping pace in behavior discipline and
keeping pace in behavior discipline and
keeping pace in behavior discipline and productivity now let’s talk about team
productivity now let’s talk about team
productivity now let’s talk about team development how to develop a team Jack
development how to develop a team Jack
development how to develop a team Jack Woltz put it this way before you’re a
Woltz put it this way before you’re a
Woltz put it this way before you’re a leader success is all about growing
leader success is all about growing
leader success is all about growing yourself when you become a leader
yourself when you become a leader
yourself when you become a leader success is all about growing others how
success is all about growing others how
success is all about growing others how do you grow others here’s where it
do you grow others here’s where it
do you grow others here’s where it starts it starts with you so there’s all
starts it starts with you so there’s all
starts it starts with you so there’s all famous story where a mother took her
famous story where a mother took her
famous story where a mother took her child to go see Gandhi and said Gandhi
child to go see Gandhi and said Gandhi
child to go see Gandhi and said Gandhi will you please tell my child to stop
will you please tell my child to stop
will you please tell my child to stop eating sweets it’s killing him stop
eating sweets it’s killing him stop
eating sweets it’s killing him stop eating sweets and Gandhi says come back
eating sweets and Gandhi says come back
eating sweets and Gandhi says come back in six months mother’s confused six
in six months mother’s confused six
in six months mother’s confused six months go back she brings her child back
months go back she brings her child back
months go back she brings her child back in front of Gandhi says Gandhi we please
in front of Gandhi says Gandhi we please
in front of Gandhi says Gandhi we please tell him to stop eating sweets Gandhi
tell him to stop eating sweets Gandhi
tell him to stop eating sweets Gandhi says to the child my son stop eating
says to the child my son stop eating
says to the child my son stop eating sweets and she says well why did it take
sweets and she says well why did it take
sweets and she says well why did it take six months for you to say that she says
six months for you to say that she says
six months for you to say that she says because six months ago I was eating
because six months ago I was eating
because six months ago I was eating sweets
it starts with you the development of
it starts with you the development of leadership starts with you so the last
leadership starts with you so the last
leadership starts with you so the last piece on this worksheet that I’m giving
piece on this worksheet that I’m giving
piece on this worksheet that I’m giving you is take the team that you’ve got no
you is take the team that you’ve got no
you is take the team that you’ve got no yes no thanks take the team you’ve you
yes no thanks take the team you’ve you
yes no thanks take the team you’ve you got and evaluate them on the scale of
got and evaluate them on the scale of
got and evaluate them on the scale of one to ten with all the attributes that
one to ten with all the attributes that
one to ten with all the attributes that you want is your organization if you
you want is your organization if you
you want is your organization if you want to figure out how you can help your
want to figure out how you can help your
want to figure out how you can help your people don’t just go on how can I help
people don’t just go on how can I help
people don’t just go on how can I help you I’m here I’ll be honest a laborious
you I’m here I’ll be honest a laborious
you I’m here I’ll be honest a laborious time you want you know when you want to
time you want you know when you want to
time you want you know when you want to talk to somebody I’m here to help you
talk to somebody I’m here to help you
talk to somebody I’m here to help you how can I help you that that’s that’s
how can I help you that that’s that’s
how can I help you that that’s that’s not helpful figure out what they need
not helpful figure out what they need
not helpful figure out what they need from a development standpoint that will
from a development standpoint that will
from a development standpoint that will help them become a greater leader
help them become a greater leader
help them become a greater leader well you’ve decided what the attributes
well you’ve decided what the attributes
well you’ve decided what the attributes that you want as part of your
that you want as part of your
that you want as part of your organization now rate them on a scale of
organization now rate them on a scale of
organization now rate them on a scale of one to ten on each of those attributes
one to ten on each of those attributes
one to ten on each of those attributes where they are a week you know exactly
where they are a week you know exactly
where they are a week you know exactly where to go to help them raise them to
where to go to help them raise them to
where to go to help them raise them to tens on all those attributes and you
tens on all those attributes and you
tens on all those attributes and you will build great leaders let me give you
will build great leaders let me give you
will build great leaders let me give you some development game-changing mindset
some development game-changing mindset
some development game-changing mindset shifts were you here turn tell into show
shifts were you here turn tell into show
shifts were you here turn tell into show don’t tell people what to do don’t tell
don’t tell people what to do don’t tell
don’t tell people what to do don’t tell them how to behave or what kind of
them how to behave or what kind of
them how to behave or what kind of discipline or how hard to work show them
discipline or how hard to work show them
discipline or how hard to work show them instead don’t tell people to have guests
instead don’t tell people to have guests
instead don’t tell people to have guests at the meeting show up with your own
at the meeting show up with your own
at the meeting show up with your own guests at the meeting don’t tell people
guests at the meeting don’t tell people
guests at the meeting don’t tell people to have people on the conference call
to have people on the conference call
to have people on the conference call show up with your new people to the
show up with your new people to the
show up with your new people to the conference call do not tell people to
conference call do not tell people to
conference call do not tell people to make three-way calls do three-way calls
make three-way calls do three-way calls
make three-way calls do three-way calls one of the best three recalls you could
one of the best three recalls you could
one of the best three recalls you could do is to take your brand new recruit and
do is to take your brand new recruit and
do is to take your brand new recruit and then somebody else you’re trying to
then somebody else you’re trying to
then somebody else you’re trying to recruit and three-way in your brand new
recruit and three-way in your brand new
recruit and three-way in your brand new recruit and say hey you just saw this
recruit and say hey you just saw this
recruit and say hey you just saw this you just decided to get involved why did
you just decided to get involved why did
you just decided to get involved why did you decide to get involved tell this
you decide to get involved tell this
you decide to get involved tell this other person was thinking about the same
other person was thinking about the same
other person was thinking about the same thing and the greatest thing that will
thing and the greatest thing that will
thing and the greatest thing that will come out of that is your new recruit
come out of that is your new recruit
come out of that is your new recruit will have been trained how to do exactly
will have been trained how to do exactly
will have been trained how to do exactly what it is you want them to do
what it is you want them to do
what it is you want them to do by doing yourself first do not tell
by doing yourself first do not tell
by doing yourself first do not tell people to be positive to work hard
people to be positive to work hard
people to be positive to work hard show them how positive you are show them
show them how positive you are show them
show them how positive you are show them how hard you’re working demonstrate that
how hard you’re working demonstrate that
how hard you’re working demonstrate that which you want others to do people do
which you want others to do people do
which you want others to do people do what they see not what they hear people
what they see not what they hear people
what they see not what they hear people do not want to hear a sermon they want
do not want to hear a sermon they want
do not want to hear a sermon they want to see one instead there are too many
to see one instead there are too many
to see one instead there are too many hypocrites in society people are tired
hypocrites in society people are tired
hypocrites in society people are tired of hearing other people tell them what
of hearing other people tell them what
of hearing other people tell them what to do they want authenticity do what you
to do they want authenticity do what you
to do they want authenticity do what you want others to do be what you want
want others to do be what you want
want others to do be what you want others to be and you should only teach
others to be and you should only teach
others to be and you should only teach what you believe and you should not
what you believe and you should not
what you believe and you should not teach what you don’t practice this is
teach what you don’t practice this is
teach what you don’t practice this is one of the things that disturbs me about
one of the things that disturbs me about
one of the things that disturbs me about the person development industry there
the person development industry there
the person development industry there are a lot of people teaching people
are a lot of people teaching people
are a lot of people teaching people about things that they do not practice
about things that they do not practice
about things that they do not practice themselves if I’m not doing anyone of
themselves if I’m not doing anyone of
themselves if I’m not doing anyone of these attributes I cannot stand up here
these attributes I cannot stand up here
these attributes I cannot stand up here and talk to you about it I can’t talk to
and talk to you about it I can’t talk to
and talk to you about it I can’t talk to you about your good health I can’t talk
you about your good health I can’t talk
you about your good health I can’t talk to you about your good relationships if
to you about your good relationships if
to you about your good relationships if I’m not stewarding those very same
I’m not stewarding those very same
I’m not stewarding those very same traits and attributes myself do not
traits and attributes myself do not
traits and attributes myself do not teach others which you’re not practicing
teach others which you’re not practicing
teach others which you’re not practicing yourself either because it is monkey-see
yourself either because it is monkey-see
yourself either because it is monkey-see monkey-do your actions responses
monkey-do your actions responses
monkey-do your actions responses behaviors and attributes are always
behaviors and attributes are always
behaviors and attributes are always training people around you here’s the
training people around you here’s the
training people around you here’s the one image that I want you to get in your
one image that I want you to get in your
one image that I want you to get in your head you are always on stage as you sit
head you are always on stage as you sit
head you are always on stage as you sit there right now you’re on stage people
there right now you’re on stage people
there right now you’re on stage people are watching how closely you’re paying
are watching how closely you’re paying
are watching how closely you’re paying attention are you on your phone are you
attention are you on your phone are you
attention are you on your phone are you taking notes you’re on stage when you
taking notes you’re on stage when you
taking notes you’re on stage when you walk down that hallway you’re on stage
walk down that hallway you’re on stage
walk down that hallway you’re on stage when you’re having lunch with others
when you’re having lunch with others
when you’re having lunch with others you’re on stage people are watching you
you’re on stage people are watching you
you’re on stage people are watching you your organization will model your
your organization will model your
your organization will model your behavior so where they’re looking for
behavior so where they’re looking for
behavior so where they’re looking for clues is what they see not reach you go
clues is what they see not reach you go
clues is what they see not reach you go around telling them that you need to do
around telling them that you need to do
around telling them that you need to do turn talk into listen stop talking as a
turn talk into listen stop talking as a
turn talk into listen stop talking as a leader stop talking and start listening
leader stop talking and start listening
leader stop talking and start listening as Richard Branson said if you are a
as Richard Branson said if you are a
as Richard Branson said if you are a good leader you are a good listener
good leader you are a good listener
good leader you are a good listener that’s what he said that was fast oh
that’s what he said that was fast oh
that’s what he said that was fast oh thanks oh I could see who’s controlling
thanks oh I could see who’s controlling
thanks oh I could see who’s controlling this thing oh okay
this thing oh okay
this thing oh okay thank you make fewer statements
thank you make fewer statements
thank you make fewer statements and ask more questions instead of
and ask more questions instead of
and ask more questions instead of telling start asking here’s how it works
telling start asking here’s how it works
telling start asking here’s how it works you want to draw people out your job is
you want to draw people out your job is
you want to draw people out your job is to find the hopes dreams and desires of
to find the hopes dreams and desires of
to find the hopes dreams and desires of your people and then help them don’t
your people and then help them don’t
your people and then help them don’t talk about your goals your ambitions
talk about your goals your ambitions
talk about your goals your ambitions your aspirations what you’re gonna do
your aspirations what you’re gonna do
your aspirations what you’re gonna do how you’re gonna do this for your family
how you’re gonna do this for your family
how you’re gonna do this for your family find out what their goals and hopes are
find out what their goals and hopes are
find out what their goals and hopes are what their dreams are might be very
what their dreams are might be very
what their dreams are might be very different and if you want to find the
different and if you want to find the
different and if you want to find the core of their motivation figure out what
core of their motivation figure out what
core of their motivation figure out what they want and you’re only gonna figure
they want and you’re only gonna figure
they want and you’re only gonna figure that out by asking shutting the mouth
that out by asking shutting the mouth
that out by asking shutting the mouth opening the ears and asking questions
opening the ears and asking questions
opening the ears and asking questions because the great core of their
because the great core of their
because the great core of their motivation lies when you discover their
motivation lies when you discover their
motivation lies when you discover their hopes dreams and promises and whenever
hopes dreams and promises and whenever
hopes dreams and promises and whenever they’re down and out all you have to do
they’re down and out all you have to do
they’re down and out all you have to do is to remind them of just that thing one
is to remind them of just that thing one
is to remind them of just that thing one of the great leaders passed away a year
of the great leaders passed away a year
of the great leaders passed away a year or two ago great John Wooden he says I
or two ago great John Wooden he says I
or two ago great John Wooden he says I remain convinced that compassion
remain convinced that compassion
remain convinced that compassion sincerely caring for your players and
sincerely caring for your players and
sincerely caring for your players and maintaining an active interest in their
maintaining an active interest in their
maintaining an active interest in their lives concerns and motivations is one of
lives concerns and motivations is one of
lives concerns and motivations is one of the most important qualities a coach or
the most important qualities a coach or
the most important qualities a coach or a leader can have and when you get
a leader can have and when you get
a leader can have and when you get somebody started let me give you another
somebody started let me give you another
somebody started let me give you another quick little tip to developing your team
quick little tip to developing your team
quick little tip to developing your team when they first get started load them up
when they first get started load them up
when they first get started load them up fast like there’s no time to just sort
fast like there’s no time to just sort
fast like there’s no time to just sort of sit around and think about this you
of sit around and think about this you
of sit around and think about this you know get yourself you know ready to get
know get yourself you know ready to get
know get yourself you know ready to get ready
ready
ready no no load them up fast because the
no no load them up fast because the
no no load them up fast because the speed in which they start will be the
speed in which they start will be the
speed in which they start will be the greatest indication to the pace they
greatest indication to the pace they
greatest indication to the pace they will take for the rest of their career
will take for the rest of their career
will take for the rest of their career so you want to get people started really
so you want to get people started really
so you want to get people started really fast and then create a culture of
fast and then create a culture of
fast and then create a culture of personal development as Jack Wolfe says
personal development as Jack Wolfe says
personal development as Jack Wolfe says the most important job you have is
the most important job you have is
the most important job you have is growing your people developing a culture
growing your people developing a culture
growing your people developing a culture of personal development is the ultimate
of personal development is the ultimate
of personal development is the ultimate competitive advantage how do you do that
competitive advantage how do you do that
competitive advantage how do you do that set the pace integrate it into your
set the pace integrate it into your
set the pace integrate it into your communications and it comes down to this
communications and it comes down to this
communications and it comes down to this again I started with this and I want to
again I started with this and I want to
again I started with this and I want to remind you of this ultimate competitive
remind you of this ultimate competitive
remind you of this ultimate competitive and if your organization comes down to
and if your organization comes down to
and if your organization comes down to one single imperative imperative your
one single imperative imperative your
one single imperative imperative your ability to grow and develop your leaders
ability to grow and develop your leaders
ability to grow and develop your leaders faster than your competition Jim Rohn
faster than your competition Jim Rohn
faster than your competition Jim Rohn put it this way learn to help people
put it this way learn to help people
put it this way learn to help people with more than just their jobs don’t
with more than just their jobs don’t
with more than just their jobs don’t just help people become great an ACN
just help people become great an ACN
just help people become great an ACN help people become great help even
help people become great help even
help people become great help even become great fathers become great
become great fathers become great
become great fathers become great mothers become great neighbors become
mothers become great neighbors become
mothers become great neighbors become great members of the community and you
great members of the community and you
great members of the community and you will have them become great people in
will have them become great people in
will have them become great people in ACM and then lastly recognize and reward
ACM and then lastly recognize and reward
ACM and then lastly recognize and reward let me give you some game changing
let me give you some game changing
let me give you some game changing mindsets just here
mindsets just here
mindsets just here don’t seek praise don’t seek the
don’t seek praise don’t seek the
don’t seek praise don’t seek the limelight don’t seek to give your own
limelight don’t seek to give your own
limelight don’t seek to give your own testimonial instead heap praise Mary Kay
testimonial instead heap praise Mary Kay
testimonial instead heap praise Mary Kay Ash put it this way there’s only one
Ash put it this way there’s only one
Ash put it this way there’s only one thing more powerful than sex and money
thing more powerful than sex and money
thing more powerful than sex and money and that is praise and recognition
and that is praise and recognition
and that is praise and recognition people work harder for praises than they
people work harder for praises than they
people work harder for praises than they do raises what you appreciate
do raises what you appreciate
do raises what you appreciate appreciates key point here there’s
appreciates key point here there’s
appreciates key point here there’s perhaps no human need more neglected in
perhaps no human need more neglected in
perhaps no human need more neglected in the workplace than feeling valued if you
the workplace than feeling valued if you
the workplace than feeling valued if you want to give them a place where they
want to give them a place where they
want to give them a place where they feel something different than they’ve
feel something different than they’ve
feel something different than they’ve ever felt anywhere else they’ve ever
ever felt anywhere else they’ve ever
ever felt anywhere else they’ve ever been helped them feel valued feeling
been helped them feel valued feeling
been helped them feel valued feeling important this is important too food as
important this is important too food as
important this is important too food as food the need begins at birth and never
food the need begins at birth and never
food the need begins at birth and never goes away the need for significance in
goes away the need for significance in
goes away the need for significance in our work is a manifestation of our
our work is a manifestation of our
our work is a manifestation of our inborn hunger for meaning in our lives
inborn hunger for meaning in our lives
inborn hunger for meaning in our lives help people find their meaning in their
help people find their meaning in their
help people find their meaning in their role here I think this is also Mary
role here I think this is also Mary
role here I think this is also Mary chaos you said people go around with a
chaos you said people go around with a
chaos you said people go around with a big giant sign that says I need love no
big giant sign that says I need love no
big giant sign that says I need love no matter what they’re barking no matter
matter what they’re barking no matter
matter what they’re barking no matter what they’re spewing out or what
what they’re spewing out or what
what they’re spewing out or what objections they’ve got or even the anger
objections they’ve got or even the anger
objections they’ve got or even the anger that’s coming out all they’re saying is
that’s coming out all they’re saying is
that’s coming out all they’re saying is I need love forget listening to what
I need love forget listening to what
I need love forget listening to what they’re saying and see the sign and
they’re saying and see the sign and
they’re saying and see the sign and figure out how you can help them feel
figure out how you can help them feel
figure out how you can help them feel loved and everything else will change
loved and everything else will change
loved and everything else will change and then don’t forget to have fun
and then don’t forget to have fun
and then don’t forget to have fun Richard Branson says one of the keys to
Richard Branson says one of the keys to
Richard Branson says one of the keys to his the success of his Virgin brand is
his the success of his Virgin brand is
his the success of his Virgin brand is that fun is infused in everything that
that fun is infused in everything that
that fun is infused in everything that they do and then lastly let me just give
they do and then lastly let me just give
they do and then lastly let me just give you the measurement of success how to
you the measurement of success how to
you the measurement of success how to measure your success as a leader because
measure your success as a leader because
measure your success as a leader because it’s very different in the 21st century
it’s very different in the 21st century
it’s very different in the 21st century than it was in the 20th century back in
than it was in the 20th century back in
than it was in the 20th century back in the 20th century it was like this guy
the 20th century it was like this guy
the 20th century it was like this guy signs up new person in the organization
signs up new person in the organization
signs up new person in the organization right you sit down them for a little bit
right you sit down them for a little bit
right you sit down them for a little bit of a getting started training first
of a getting started training first
of a getting started training first thing you do is you pull out this big
thing you do is you pull out this big
thing you do is you pull out this big portfolio book you open it up and you
portfolio book you open it up and you
portfolio book you open it up and you have this big beautiful mansion
have this big beautiful mansion
have this big beautiful mansion you see this big mansion on the hill
you see this big mansion on the hill
you see this big mansion on the hill here says its 8,000 square feet
here says its 8,000 square feet
here says its 8,000 square feet custom-made Italian marble throughout
custom-made Italian marble throughout
custom-made Italian marble throughout millions of dollars of paintings on the
millions of dollars of paintings on the
millions of dollars of paintings on the walls on the back forty here is a
walls on the back forty here is a
walls on the back forty here is a nine-hole executive golf course over
nine-hole executive golf course over
nine-hole executive golf course over here to the right is a as a vineyard
here to the right is a as a vineyard
here to the right is a as a vineyard he said you pull up to the circular
he said you pull up to the circular
he said you pull up to the circular driveway there’s custom-made fountain
driveway there’s custom-made fountain
driveway there’s custom-made fountain and in on the driveways all these exotic
and in on the driveways all these exotic
and in on the driveways all these exotic cars Rolls Royce Ferraris Bentleys the
cars Rolls Royce Ferraris Bentleys the
cars Rolls Royce Ferraris Bentleys the rest of it
rest of it
rest of it he says here’s take a good look at this
he says here’s take a good look at this
he says here’s take a good look at this if you come here and you work hard and
if you come here and you work hard and
if you come here and you work hard and you’re committed and you work day in and
you’re committed and you work day in and
you’re committed and you work day in and day out someday all of this will be mine
day out someday all of this will be mine
day out someday all of this will be mine and that’s what a lot of people
and that’s what a lot of people
and that’s what a lot of people communicate to others when they bring
communicate to others when they bring
communicate to others when they bring them in the organization you look really
them in the organization you look really
them in the organization you look really hard so that I can have success that’s
hard so that I can have success that’s
hard so that I can have success that’s not a 21st century leader instead it is
not a 21st century leader instead it is
not a 21st century leader instead it is not about your rank advancement I want
not about your rank advancement I want
not about your rank advancement I want you to reorg your goals whatever goals
you to reorg your goals whatever goals
you to reorg your goals whatever goals you set for 2013 and instead of writing
you set for 2013 and instead of writing
you set for 2013 and instead of writing down the rank advancement that you want
down the rank advancement that you want
down the rank advancement that you want I want you to translate it now what rank
I want you to translate it now what rank
I want you to translate it now what rank advancement are you going to help others
advancement are you going to help others
advancement are you going to help others get put their name and the rank
get put their name and the rank
get put their name and the rank advancement instead of having a goal of
advancement instead of having a goal of
advancement instead of having a goal of how much money you want on your
how much money you want on your
how much money you want on your commission check I want you to reorder
commission check I want you to reorder
commission check I want you to reorder your goals to what amount do you want to
your goals to what amount do you want to
your goals to what amount do you want to appear on your people’s Commission check
appear on your people’s Commission check
appear on your people’s Commission check instead of figuring out what title you
instead of figuring out what title you
instead of figuring out what title you want figure out the title so you can
want figure out the title so you can
want figure out the title so you can help others get instead of figuring out
help others get instead of figuring out
help others get instead of figuring out what how you can accomplish your dreams
what how you can accomplish your dreams
what how you can accomplish your dreams your goals find the dreams and goals of
your goals find the dreams and goals of
your goals find the dreams and goals of your people and make it your goal to
your people and make it your goal to
your people and make it your goal to help them accomplish those dreams and
help them accomplish those dreams and
help them accomplish those dreams and goals be known for what you allocate
goals be known for what you allocate
goals be known for what you allocate versus accumulate and we take this
versus accumulate and we take this
versus accumulate and we take this famous line of John F Kennedy and we
famous line of John F Kennedy and we
famous line of John F Kennedy and we give it a twist ask not what your people
give it a twist ask not what your people
give it a twist ask not what your people could do for you ask what you could do
could do for you ask what you could do
could do for you ask what you could do for your people old proverb says it this
for your people old proverb says it this
for your people old proverb says it this way he who wishes to be great let him
way he who wishes to be great let him
way he who wishes to be great let him find a way to serve the many and in the
find a way to serve the many and in the
find a way to serve the many and in the end your success is dependent ultimately
end your success is dependent ultimately
end your success is dependent ultimately on other people’s success anyway so stop
on other people’s success anyway so stop
on other people’s success anyway so stop investing yourself in your own start
investing yourself in your own start
investing yourself in your own start investing yourself in others and you’ll
investing yourself in others and you’ll
investing yourself in others and you’ll find all the success that you need
as a leader for the 21st century
as a leader for the 21st century consider that position a privilege a
consider that position a privilege a
consider that position a privilege a privilege to be able to lead other
privilege to be able to lead other
privilege to be able to lead other people’s lives lead them to a better
people’s lives lead them to a better
people’s lives lead them to a better future see it also as a responsibility
future see it also as a responsibility
future see it also as a responsibility that you take very seriously you are
that you take very seriously you are
that you take very seriously you are influencing the future of other people’s
influencing the future of other people’s
influencing the future of other people’s families lives take it very seriously
families lives take it very seriously
families lives take it very seriously see it as an opportunity for soulful
see it as an opportunity for soulful
see it as an opportunity for soulful fulfillment for you to do great work in
fulfillment for you to do great work in
fulfillment for you to do great work in the lives of others and it gives you the
the lives of others and it gives you the
the lives of others and it gives you the highest reward yes you will be given
highest reward yes you will be given
highest reward yes you will be given many riches for building an organization
many riches for building an organization
many riches for building an organization of success but the greatest reward will
of success but the greatest reward will
of success but the greatest reward will be the soulful fulfilment that you get
be the soulful fulfilment that you get
be the soulful fulfilment that you get for helping other people improve their
for helping other people improve their
for helping other people improve their lives
”
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