[Music] you’ve got a master how to sell the
you’ve got a master how to sell the
you’ve got a master how to sell the dream we don’t sell a job
dream we don’t sell a job
dream we don’t sell a job nobody wants a job everybody’s got a job
nobody wants a job everybody’s got a job
nobody wants a job everybody’s got a job we sell a tree we sell a pot at the end
we sell a tree we sell a pot at the end
we sell a tree we sell a pot at the end of the rainbow we sell hope and
of the rainbow we sell hope and
of the rainbow we sell hope and opportunity to men and women they’ve
opportunity to men and women they’ve
opportunity to men and women they’ve just been crushed and are disillusioned
just been crushed and are disillusioned
just been crushed and are disillusioned and he’d given up and then to we’re you
and he’d given up and then to we’re you
and he’d given up and then to we’re you know we’re Crusaders you’ve got to
know we’re Crusaders you’ve got to
know we’re Crusaders you’ve got to master those two things you’re always
master those two things you’re always
master those two things you’re always talking to you about the little things
talking to you about the little things
talking to you about the little things make a difference the difference in
make a difference the difference in
make a difference the difference in winning and losing is this fudge folks
winning and losing is this fudge folks
winning and losing is this fudge folks as far out as I can see now for the next
as far out as I can see now for the next
as far out as I can see now for the next 10 15 20 years a ohi’s is to always have
10 15 20 years a ohi’s is to always have
10 15 20 years a ohi’s is to always have this little competitive edge over the
this little competitive edge over the
this little competitive edge over the competition and it’s going to give you a
competition and it’s going to give you a
competition and it’s going to give you a chance to win and so I’m worried that
chance to win and so I’m worried that
chance to win and so I’m worried that maybe you can’t take win it I mean what
maybe you can’t take win it I mean what
maybe you can’t take win it I mean what it really takes because I am a believer
it really takes because I am a believer
it really takes because I am a believer that experience is the greatest teacher
that experience is the greatest teacher
that experience is the greatest teacher to work in the world you want to learn
to work in the world you want to learn
to work in the world you want to learn how to sail you just go out there you
how to sail you just go out there you
how to sail you just go out there you just keep selling long enough you’re
just keep selling long enough you’re
just keep selling long enough you’re going to get good at it you’re gonna die
going to get good at it you’re gonna die
going to get good at it you’re gonna die right and you want to learn how to be a
right and you want to learn how to be a
right and you want to learn how to be a great recruiter the best way to learn
great recruiter the best way to learn
great recruiter the best way to learn how to be a great recruiter just go out
how to be a great recruiter just go out
how to be a great recruiter just go out then try to recruit people
then try to recruit people
then try to recruit people you just keep recruiting just keep
you just keep recruiting just keep
you just keep recruiting just keep charging then you’re gonna learn to be a
charging then you’re gonna learn to be a
charging then you’re gonna learn to be a great recruiter or you gonna starve to
great recruiter or you gonna starve to
great recruiter or you gonna starve to death or die and it’s been a so I’m a
death or die and it’s been a so I’m a
death or die and it’s been a so I’m a believer that experiences the key to
believer that experiences the key to
believer that experiences the key to greatness I’m a believer that all it
greatness I’m a believer that all it
greatness I’m a believer that all it takes to become a superstar I’m finished
takes to become a superstar I’m finished
takes to become a superstar I’m finished to become wealthy is a tremendous desire
to become wealthy is a tremendous desire
to become wealthy is a tremendous desire a tremendous wielder we’re a competitive
a tremendous wielder we’re a competitive
a tremendous wielder we’re a competitive spirit we’re dadgummit you’re going to
spirit we’re dadgummit you’re going to
spirit we’re dadgummit you’re going to manage yourself success that you’re not
manage yourself success that you’re not
manage yourself success that you’re not gonna settle for being average Nord and
gonna settle for being average Nord and
gonna settle for being average Nord and then all the other things will fall in
then all the other things will fall in
then all the other things will fall in place in business
place in business
place in business I want to wind up now talking to you
I want to wind up now talking to you
I want to wind up now talking to you about what I think is the number one
about what I think is the number one
about what I think is the number one Flav in America today
Flav in America today
Flav in America today the number one thing folks is keeping
the number one thing folks is keeping
the number one thing folks is keeping most men and women down the number one
most men and women down the number one
most men and women down the number one reason most men and women don’t have a
reason most men and women don’t have a
reason most men and women don’t have a chance to win I want to talk to you this
chance to win I want to talk to you this
chance to win I want to talk to you this morning about the power of believing and
morning about the power of believing and
morning about the power of believing and let me give you an example of why most
let me give you an example of why most
let me give you an example of why most people don’t have a chance now okay I
people don’t have a chance now okay I
people don’t have a chance now okay I believe now if I got you
believe now if I got you
believe now if I got you back in the room back there after this
back in the room back there after this
back in the room back there after this thing was over and I said I guarantee
thing was over and I said I guarantee
thing was over and I said I guarantee you now you’ll come to work at a Oh
you now you’ll come to work at a Oh
you now you’ll come to work at a Oh Williams and you will give us everything
Williams and you will give us everything
Williams and you will give us everything you got I mean your bust joke but you’ll
you got I mean your bust joke but you’ll
you got I mean your bust joke but you’ll compete like you can’t believe you won’t
compete like you can’t believe you won’t
compete like you can’t believe you won’t quit I’ll give you living for two years
quit I’ll give you living for two years
quit I’ll give you living for two years whatever it takes for you to live on you
whatever it takes for you to live on you
whatever it takes for you to live on you know $800 a month $1,700 a month well
know $800 a month $1,700 a month well
know $800 a month $1,700 a month well whatever it takes I’ll sign a contract
whatever it takes I’ll sign a contract
whatever it takes I’ll sign a contract with you right now for two years you can
with you right now for two years you can
with you right now for two years you can make a living and then at the end of two
make a living and then at the end of two
make a living and then at the end of two years our guarantee you will make you an
years our guarantee you will make you an
years our guarantee you will make you an RVP I’ll guarantee you a minimum
RVP I’ll guarantee you a minimum
RVP I’ll guarantee you a minimum $100,000 your contract guaranteed
$100,000 your contract guaranteed
$100,000 your contract guaranteed hundred thousand dollars a year for the
hundred thousand dollars a year for the
hundred thousand dollars a year for the rest of your life see I believe
rest of your life see I believe
rest of your life see I believe everybody in this room would sign up
everybody in this room would sign up
everybody in this room would sign up take that deal folks do you understand
take that deal folks do you understand
take that deal folks do you understand the opportunity we offer is better the
the opportunity we offer is better the
the opportunity we offer is better the fan but do you understand ninety nine
fan but do you understand ninety nine
fan but do you understand ninety nine point nine nine and four silver people
point nine nine and four silver people
point nine nine and four silver people don’t believe that can happen – they
don’t believe that can happen – they
don’t believe that can happen – they don’t leave they’re smart enough to make
don’t leave they’re smart enough to make
don’t leave they’re smart enough to make $100,000 a year they don’t leave they’re
$100,000 a year they don’t leave they’re
$100,000 a year they don’t leave they’re smart enough and special enough to be a
smart enough and special enough to be a
smart enough and special enough to be a real RVP
real RVP
real RVP to lead a big army of people in business
to lead a big army of people in business
to lead a big army of people in business see I believe the keys you see products
see I believe the keys you see products
see I believe the keys you see products don’t win for you systems don’t win for
don’t win for you systems don’t win for
don’t win for you systems don’t win for you I huge don’t win for you college
you I huge don’t win for you college
you I huge don’t win for you college degrees don’t win for you you win the
degrees don’t win for you you win the
degrees don’t win for you you win the difference is you
difference is you
difference is you and the difference in you is the power
and the difference in you is the power
and the difference in you is the power of believing you can win the power of
of believing you can win the power of
of believing you can win the power of believing that good things can happen to
believing that good things can happen to
believing that good things can happen to you the power believing that you’re
you the power believing that you’re
you the power believing that you’re special folks I believe this with
special folks I believe this with
special folks I believe this with everything to send me I believe the
everything to send me I believe the
everything to send me I believe the biggest single obstacle to success in
biggest single obstacle to success in
biggest single obstacle to success in the United States today is not lack of
the United States today is not lack of
the United States today is not lack of education it’s not lack of background
education it’s not lack of background
education it’s not lack of background it’s not lack of money it’s lack of
it’s not lack of money it’s lack of
it’s not lack of money it’s lack of belief in yourself
belief in yourself
belief in yourself folks I believe with everything that’s
folks I believe with everything that’s
folks I believe with everything that’s in me the biggest problem to win it in
in me the biggest problem to win it in
in me the biggest problem to win it in these United States is you not
these United States is you not
these United States is you not understanding human nature see folks I
understanding human nature see folks I
understanding human nature see folks I believe is human nature to fear I
believe is human nature to fear I
believe is human nature to fear I believe it’s human nature to worry I’m a
believe it’s human nature to worry I’m a
believe it’s human nature to worry I’m a worrier I see I thought because I
worrier I see I thought because I
worrier I see I thought because I worried every day because I was scared
worried every day because I was scared
worried every day because I was scared every day then something was wrong with
every day then something was wrong with
every day then something was wrong with me and these people that drove the big
me and these people that drove the big
me and these people that drove the big cars that lived in the big houses they
cars that lived in the big houses they
cars that lived in the big houses they paid the big money there’s some how they
paid the big money there’s some how they
paid the big money there’s some how they were different they didn’t look scared
were different they didn’t look scared
were different they didn’t look scared they didn’t look like they were in
they didn’t look like they were in
they didn’t look like they were in themselves to death and then when I made
themselves to death and then when I made
themselves to death and then when I made it and I met some of the most powerful
it and I met some of the most powerful
it and I met some of the most powerful people in the world I found out that
people in the world I found out that
people in the world I found out that every human being every piece of flesh
every human being every piece of flesh
every human being every piece of flesh on this planet is a warrior they fear
on this planet is a warrior they fear
on this planet is a warrior they fear the most powerful people in the world
the most powerful people in the world
the most powerful people in the world are positive for just minutes at a time
are positive for just minutes at a time
are positive for just minutes at a time or days at a time or hours at a time but
or days at a time or hours at a time but
or days at a time or hours at a time but you won’t you won’t meet very many
you won’t you won’t meet very many
you won’t you won’t meet very many people here lifetime is positive
people here lifetime is positive
people here lifetime is positive empowers art Williams do you know one of
empowers art Williams do you know one of
empowers art Williams do you know one of my goal before they plan me in the
my goal before they plan me in the
my goal before they plan me in the ground I would like to be positive
ground I would like to be positive
ground I would like to be positive totally positive for one 24-hour period
totally positive for one 24-hour period
totally positive for one 24-hour period just before I die right now as positive
just before I die right now as positive
just before I die right now as positive and powerful as I am I’ll get excited
and powerful as I am I’ll get excited
and powerful as I am I’ll get excited and I’ll go for an hour two or three and
and I’ll go for an hour two or three and
and I’ll go for an hour two or three and then I’ll start worrying
then I’ll start worrying
then I’ll start worrying I’ll start fearing something it’s your
I’ll start fearing something it’s your
I’ll start fearing something it’s your ability to deal with that and not meant
ability to deal with that and not meant
ability to deal with that and not meant to destroy you that will determine
to destroy you that will determine
to destroy you that will determine whether you’re successful or not listen
whether you’re successful or not listen
whether you’re successful or not listen this folks do you know it’s easier to be
this folks do you know it’s easier to be
this folks do you know it’s easier to be negative than to be positive do you
negative than to be positive do you
negative than to be positive do you understand – do you understand folks
understand – do you understand folks
understand – do you understand folks you’ve got a word life speak to be
you’ve got a word life speak to be
you’ve got a word life speak to be positive do you understand the easiest
positive do you understand the easiest
positive do you understand the easiest thing in the world is to be negative
thing in the world is to be negative
thing in the world is to be negative folks do you understand it’s easier to
folks do you understand it’s easier to
folks do you understand it’s easier to be sad than happy it took me years to
be sad than happy it took me years to
be sad than happy it took me years to find this out easiest thing in the world
find this out easiest thing in the world
find this out easiest thing in the world is to be sad
is to be sad
is to be sad he’s just think of the world’s to be
he’s just think of the world’s to be
he’s just think of the world’s to be down in the bottle toughest thing in the
down in the bottle toughest thing in the
down in the bottle toughest thing in the world is to be happy most of you
world is to be happy most of you
world is to be happy most of you understand is easy to be down it’s tough
understand is easy to be down it’s tough
understand is easy to be down it’s tough to be uh it’s tough to get off it’s
to be uh it’s tough to get off it’s
to be uh it’s tough to get off it’s tough to be positive it’s tough to be
tough to be positive it’s tough to be
tough to be positive it’s tough to be happy folks do you know the easiest
happy folks do you know the easiest
happy folks do you know the easiest thing in the world is to give up the
thing in the world is to give up the
thing in the world is to give up the kwid the toughest thing in the world is
kwid the toughest thing in the world is
kwid the toughest thing in the world is to continue to fight it’s so tough to
to continue to fight it’s so tough to
to continue to fight it’s so tough to continue to find it’s so easy just to
continue to find it’s so easy just to
continue to find it’s so easy just to throw in the towel you know the easiest
throw in the towel you know the easiest
throw in the towel you know the easiest thing in the world is to sit there and
thing in the world is to sit there and
thing in the world is to sit there and look at other people successful people
look at other people successful people
look at other people successful people and compare your qualities or what you
and compare your qualities or what you
and compare your qualities or what you think your qualities are with what you
think your qualities are with what you
think your qualities are with what you see in them this is daresay man
see in them this is daresay man
see in them this is daresay man I just wish I could talk like him I wish
I just wish I could talk like him I wish
I just wish I could talk like him I wish I was powerful I feel I wish I was
I was powerful I feel I wish I was
I was powerful I feel I wish I was confident like him I wish I was strong
confident like him I wish I was strong
confident like him I wish I was strong like him I wish I was pretty like him
like him I wish I was pretty like him
like him I wish I was pretty like him the easiest thing in the world is the
the easiest thing in the world is the
the easiest thing in the world is the city and compare yourself your qualities
city and compare yourself your qualities
city and compare yourself your qualities with other people that you admire with
with other people that you admire with
with other people that you admire with winners out there and feel like you
winners out there and feel like you
winners out there and feel like you achieve it feel like you were left out
achieve it feel like you were left out
achieve it feel like you were left out folks is your ability to understand that
folks is your ability to understand that
folks is your ability to understand that all those things are human weaknesses
all those things are human weaknesses
all those things are human weaknesses that’s just the way it is it’s easy to
that’s just the way it is it’s easy to
that’s just the way it is it’s easy to be sad it’s easy to quit it’s easy to
be sad it’s easy to quit it’s easy to
be sad it’s easy to quit it’s easy to feel that you’re that you’re not capable
feel that you’re that you’re not capable
feel that you’re that you’re not capable it’s easy to worry if that’s gonna
it’s easy to worry if that’s gonna
it’s easy to worry if that’s gonna happen to you the toughest thing you’ve
happen to you the toughest thing you’ve
happen to you the toughest thing you’ve got to deal with it somehow busting up
got to deal with it somehow busting up
got to deal with it somehow busting up the courage in spite of all those fears
the courage in spite of all those fears
the courage in spite of all those fears in spite of all those worries it’s gonna
in spite of all those worries it’s gonna
in spite of all those worries it’s gonna happen to you every day in spite of all
happen to you every day in spite of all
happen to you every day in spite of all those feelings of inadequacy in spite of
those feelings of inadequacy in spite of
those feelings of inadequacy in spite of all those feelings every day of just
all those feelings every day of just
all those feelings every day of just giving up of just quit just being down
giving up of just quit just being down
giving up of just quit just being down in the dust just being negative
in the dust just being negative
in the dust just being negative in spite of all that is don’t be your
in spite of all that is don’t be your
in spite of all that is don’t be your ability somehow to muster up the courage
ability somehow to muster up the courage
ability somehow to muster up the courage to flush that out to reach down deep and
to flush that out to reach down deep and
to flush that out to reach down deep and find something inside of you that will
find something inside of you that will
find something inside of you that will allow you to go for it one more time
allow you to go for it one more time
allow you to go for it one more time to go compete one more time that will
to go compete one more time that will
to go compete one more time that will determine your destiny folks I believe
determine your destiny folks I believe
determine your destiny folks I believe with everything to send me nobody can
with everything to send me nobody can
with everything to send me nobody can motivate you
motivate you
motivate you nobody can motivate you long range are
nobody can motivate you long range are
nobody can motivate you long range are you loving in a net you’re our VP or you
you loving in a net you’re our VP or you
you loving in a net you’re our VP or you go to church or you go here somebody
go to church or you go here somebody
go to church or you go here somebody that you admire motivates you ride and I
that you admire motivates you ride and I
that you admire motivates you ride and I think all that’s essential but folks
think all that’s essential but folks
think all that’s essential but folks ultimately nobody can motivate you long
ultimately nobody can motivate you long
ultimately nobody can motivate you long range
range
range the only real motivation that lasts
the only real motivation that lasts
the only real motivation that lasts comes from inside you got to have the
comes from inside you got to have the
comes from inside you got to have the ability to motivate yourself in order to
ability to motivate yourself in order to
ability to motivate yourself in order to win let me give you an example when I
win let me give you an example when I
win let me give you an example when I was coaching football down in Columbus
was coaching football down in Columbus
was coaching football down in Columbus Georgia I was going to Auburn working on
Georgia I was going to Auburn working on
Georgia I was going to Auburn working on my master’s degree in school
my master’s degree in school
my master’s degree in school administration something I basically got
administration something I basically got
administration something I basically got I got a master’s in school
I got a master’s in school
I got a master’s in school administration from just a degree
administration from just a degree
administration from just a degree standpoint I’m qualified to be a
standpoint I’m qualified to be a
standpoint I’m qualified to be a principal and when I was going to all
principal and when I was going to all
principal and when I was going to all work on a master’s degree I wrote my
work on a master’s degree I wrote my
work on a master’s degree I wrote my thesis paper for my master’s title the
thesis paper for my master’s title the
thesis paper for my master’s title the motivation of a high school athlete and
motivation of a high school athlete and
motivation of a high school athlete and I wrote my whole thesis on this analogy
I wrote my whole thesis on this analogy
I wrote my whole thesis on this analogy I would have lunch every day of the
I would have lunch every day of the
I would have lunch every day of the teachers cafeteria with an English
teachers cafeteria with an English
teachers cafeteria with an English teacher friend of mine and we would sit
teacher friend of mine and we would sit
teacher friend of mine and we would sit there and this person been teaching for
there and this person been teaching for
there and this person been teaching for 15 years or so and we would sit there
15 years or so and we would sit there
15 years or so and we would sit there and I would hear say over and over again
and I would hear say over and over again
and I would hear say over and over again the younger generation is going to hail
the younger generation is going to hail
the younger generation is going to hail duty yo kids just ain’t like they used
duty yo kids just ain’t like they used
duty yo kids just ain’t like they used to used to be
to used to be
to used to be I’m these people just wear me out
I’m these people just wear me out
I’m these people just wear me out I can’t get em – I can’t even spend 15
I can’t get em – I can’t even spend 15
I can’t get em – I can’t even spend 15 minutes doing that homework I can’t get
minutes doing that homework I can’t get
minutes doing that homework I can’t get to pay attention in class
to pay attention in class
to pay attention in class and then she mentioned to me one day she
and then she mentioned to me one day she
and then she mentioned to me one day she said our I can’t understand how you get
said our I can’t understand how you get
said our I can’t understand how you get so much out of those football players
so much out of those football players
so much out of those football players and I wrote my entire thesis on that
and I wrote my entire thesis on that
and I wrote my entire thesis on that analogy I looked at our football program
analogy I looked at our football program
analogy I looked at our football program and I saw the foetus and it fit as did
and I saw the foetus and it fit as did
and I saw the foetus and it fit as did see the diplay football you had to
see the diplay football you had to
see the diplay football you had to volunteer to do that see what’s
volunteer to do that see what’s
volunteer to do that see what’s mandatory you take English so so so I
mandatory you take English so so so I
mandatory you take English so so so I football players now when the bell would
football players now when the bell would
football players now when the bell would ring most of the other boys would go out
ring most of the other boys would go out
ring most of the other boys would go out and play with their girlfriends or
and play with their girlfriends or
and play with their girlfriends or whatever you know but my players when
whatever you know but my players when
whatever you know but my players when the bell rings they had to volunteer the
the bell rings they had to volunteer the
the bell rings they had to volunteer the club down to that old stinking locker
club down to that old stinking locker
club down to that old stinking locker room they had to put on that old
room they had to put on that old
room they had to put on that old speaking uniform they had to go out
speaking uniform they had to go out
speaking uniform they had to go out there that hots nut and that Coach chew
there that hots nut and that Coach chew
there that hots nut and that Coach chew on their bud and push up and pay a prize
on their bud and push up and pay a prize
on their bud and push up and pay a prize see long after there were no names in
see long after there were no names in
see long after there were no names in the newspaper there were no crowds in
the newspaper there were no crowds in
the newspaper there were no crowds in the stands and then that bell would ring
the stands and then that bell would ring
the stands and then that bell would ring and they would come down to that weight
and they would come down to that weight
and they would come down to that weight room and for hours that pump that weighs
room and for hours that pump that weighs
room and for hours that pump that weighs 5 hours they’d go out there and then run
5 hours they’d go out there and then run
5 hours they’d go out there and then run that heel and punish their body
that heel and punish their body
that heel and punish their body why couldn’t coach get a get a kid to
why couldn’t coach get a get a kid to
why couldn’t coach get a get a kid to make an effort like that where this
make an effort like that where this
make an effort like that where this English teacher couldn’t get a kid to
English teacher couldn’t get a kid to
English teacher couldn’t get a kid to spend 15 minutes studying English and my
spend 15 minutes studying English and my
spend 15 minutes studying English and my concluded conclusion was it all comes
concluded conclusion was it all comes
concluded conclusion was it all comes down to the leader it all comes down I’m
down to the leader it all comes down I’m
down to the leader it all comes down I’m motivated the leader in leadership is
motivated the leader in leadership is
motivated the leader in leadership is everything you show me anything in
everything you show me anything in
everything you show me anything in America that wins and I’ll show you a
America that wins and I’ll show you a
America that wins and I’ll show you a motivated excited positive leader and I
motivated excited positive leader and I
motivated excited positive leader and I said you take a typical winning football
said you take a typical winning football
said you take a typical winning football coach like we had in our program man he
coach like we had in our program man he
coach like we had in our program man he would dress out with the kids he’d take
would dress out with the kids he’d take
would dress out with the kids he’d take exercise with the kids
exercise with the kids
exercise with the kids he’d work out with the kids hey man on
he’d work out with the kids hey man on
he’d work out with the kids hey man on Friday night when we understand the
Friday night when we understand the
Friday night when we understand the number one team in the state
number one team in the state
number one team in the state here jump in the shower and celebrate
here jump in the shower and celebrate
here jump in the shower and celebrate with the kids when a chance scored a
with the kids when a chance scored a
with the kids when a chance scored a winning touchdown he was hugging even
winning touchdown he was hugging even
winning touchdown he was hugging even jumping up down the sideline with him
jumping up down the sideline with him
jumping up down the sideline with him when we had the bitter law he cried with
when we had the bitter law he cried with
when we had the bitter law he cried with a kid
a kid
a kid in the last paragraph I said you show me
in the last paragraph I said you show me
in the last paragraph I said you show me an English teacher that loves it like a
an English teacher that loves it like a
an English teacher that loves it like a winning football coach yes maybe she’s
winning football coach yes maybe she’s
winning football coach yes maybe she’s got to stand up on top of her desk and
got to stand up on top of her desk and
got to stand up on top of her desk and throw a book in an eraser a piece of
throw a book in an eraser a piece of
throw a book in an eraser a piece of chalk and he just let it all hang out
chalk and he just let it all hang out
chalk and he just let it all hang out but all of a sudden you see kids get
but all of a sudden you see kids get
but all of a sudden you see kids get excited about English see nobody can
excited about English see nobody can
excited about English see nobody can motivate you but yourself it’s got to
motivate you but yourself it’s got to
motivate you but yourself it’s got to come from within see both one of my
come from within see both one of my
come from within see both one of my unwritten laws about winning see I
unwritten laws about winning see I
unwritten laws about winning see I believe life will give you what you
believe life will give you what you
believe life will give you what you expect and both men and women have been
expect and both men and women have been
expect and both men and women have been so you so abused so put upon that they
so you so abused so put upon that they
so you so abused so put upon that they don’t see anything but unhappiness they
don’t see anything but unhappiness they
don’t see anything but unhappiness they don’t see anything but disappointment
don’t see anything but disappointment
don’t see anything but disappointment they don’t see anything but failure well
they don’t see anything but failure well
they don’t see anything but failure well I’m here in Chicago to tell you folks if
I’m here in Chicago to tell you folks if
I’m here in Chicago to tell you folks if you believe you can
you believe you can
you believe you can you can if you believe you’re special
you can if you believe you’re special
you can if you believe you’re special you’re special if you believe you will
you’re special if you believe you will
you’re special if you believe you will you will but one of the biggest problems
you will but one of the biggest problems
you will but one of the biggest problems that are facing you is that most people
that are facing you is that most people
that are facing you is that most people have developed an ability to expect the
have developed an ability to expect the
have developed an ability to expect the words see they expect the words and the
words see they expect the words and the
words see they expect the words and the reason for that is they don’t want to be
reason for that is they don’t want to be
reason for that is they don’t want to be disappointed they say our I just can’t
disappointed they say our I just can’t
disappointed they say our I just can’t afford to be hurt again I believed in
afford to be hurt again I believed in
afford to be hurt again I believed in two or three bays in my lifetime I gave
two or three bays in my lifetime I gave
two or three bays in my lifetime I gave it everything I had and I got killed
it everything I had and I got killed
it everything I had and I got killed aren’t I ain’t got no more room for
aren’t I ain’t got no more room for
aren’t I ain’t got no more room for another major disappointment in my life
another major disappointment in my life
another major disappointment in my life so rather than be disappointed they
so rather than be disappointed they
so rather than be disappointed they expect they don’t have any high
expect they don’t have any high
expect they don’t have any high expectations let me tell you what’s
expectations let me tell you what’s
expectations let me tell you what’s wrong with that theory see if you expect
wrong with that theory see if you expect
wrong with that theory see if you expect to lose
to lose
to lose you will if you expect bad things to
you will if you expect bad things to
you will if you expect bad things to happen to you that’s exactly what’s
happen to you that’s exactly what’s
happen to you that’s exactly what’s going to happen to you and whether you
going to happen to you and whether you
going to happen to you and whether you have high expression defect ations or
have high expression defect ations or
have high expression defect ations or not when you lose it still gonna be
not when you lose it still gonna be
not when you lose it still gonna be heard you’re still gonna be disappointed
heard you’re still gonna be disappointed
heard you’re still gonna be disappointed you’re still gonna hate yourself you
you’re still gonna hate yourself you
you’re still gonna hate yourself you don’t hate your life you’re gonna hate
don’t hate your life you’re gonna hate
don’t hate your life you’re gonna hate your business another big problem you’ve
your business another big problem you’ve
your business another big problem you’ve got to deal with is most people these
got to deal with is most people these
got to deal with is most people these United States has been so heard they’ve
United States has been so heard they’ve
United States has been so heard they’ve been so disillusioned they’ve been so
been so disillusioned they’ve been so
been so disillusioned they’ve been so put down then they’re scared they’re
put down then they’re scared they’re
put down then they’re scared they’re scared to fail so they won’t even try
scared to fail so they won’t even try
scared to fail so they won’t even try they won’t even try they just live their
they won’t even try they just live their
they won’t even try they just live their whole life in a dadgum cocoon thinking
whole life in a dadgum cocoon thinking
whole life in a dadgum cocoon thinking they’re protecting themselves from
they’re protecting themselves from
they’re protecting themselves from disappointment and heartache see that
disappointment and heartache see that
disappointment and heartache see that was my problem folks 10 years ago I took
was my problem folks 10 years ago I took
was my problem folks 10 years ago I took a good long hard look at art Williams
a good long hard look at art Williams
a good long hard look at art Williams and I didn’t like what I saw see folks
and I didn’t like what I saw see folks
and I didn’t like what I saw see folks the toughest person that you’ve ever got
the toughest person that you’ve ever got
the toughest person that you’ve ever got to see is that dude looking in the
to see is that dude looking in the
to see is that dude looking in the mirror so you can lie to everybody you
mirror so you can lie to everybody you
mirror so you can lie to everybody you can snow everybody for a period of time
can snow everybody for a period of time
can snow everybody for a period of time but see the toughest person that you’ve
but see the toughest person that you’ve
but see the toughest person that you’ve got to please is that dude look at you
got to please is that dude look at you
got to please is that dude look at you in the mirror see he knows you you can’t
in the mirror see he knows you you can’t
in the mirror see he knows you you can’t trick him you can’t fool him and when I
trick him you can’t fool him and when I
trick him you can’t fool him and when I looked at art Williams 10 years ago I
looked at art Williams 10 years ago I
looked at art Williams 10 years ago I didn’t like art Williams I didn’t like
didn’t like art Williams I didn’t like
didn’t like art Williams I didn’t like what it become and I was sad and I was
what it become and I was sad and I was
what it become and I was sad and I was sick about it
sick about it
sick about it see ten years ago I look back in my life
see ten years ago I look back in my life
see ten years ago I look back in my life Oh
Oh
Oh it is scared it should be uh if I had my
it is scared it should be uh if I had my
it is scared it should be uh if I had my life to live over again I’d change so
life to live over again I’d change so
life to live over again I’d change so many things do you know as a youngster I
many things do you know as a youngster I
many things do you know as a youngster I didn’t care about reading riting and
didn’t care about reading riting and
didn’t care about reading riting and rithmetic stuff like that all I want to
rithmetic stuff like that all I want to
rithmetic stuff like that all I want to be was a good athlete my dad was the
be was a good athlete my dad was the
be was a good athlete my dad was the coach demons but it’s been minimally my
coach demons but it’s been minimally my
coach demons but it’s been minimally my young life with coaches I worked harder
young life with coaches I worked harder
young life with coaches I worked harder than most
than most
than most I love playing more than bows but I was
I love playing more than bows but I was
I love playing more than bows but I was just a little bit better than average do
just a little bit better than average do
just a little bit better than average do my six game of my senior year in Tifton
my six game of my senior year in Tifton
my six game of my senior year in Tifton Georgia
Georgia
Georgia I broke arm I’ve been a starting
I broke arm I’ve been a starting
I broke arm I’ve been a starting quarterback in that town for three years
quarterback in that town for three years
quarterback in that town for three years football was so important in that little
football was so important in that little
football was so important in that little old town of 10,000 people on Friday
old town of 10,000 people on Friday
old town of 10,000 people on Friday night they locked up the dadgum town and
night they locked up the dadgum town and
night they locked up the dadgum town and everybody go to football game do you
everybody go to football game do you
everybody go to football game do you know my attitude was man I mean see
know my attitude was man I mean see
know my attitude was man I mean see these times are just gonna go old
these times are just gonna go old
these times are just gonna go old forever Ben I’m having fun they’re just
forever Ben I’m having fun they’re just
forever Ben I’m having fun they’re just gonna go on I took so much for granted
gonna go on I took so much for granted
gonna go on I took so much for granted and then all of a sudden 6 p.m. of my
and then all of a sudden 6 p.m. of my
and then all of a sudden 6 p.m. of my senior year I broke my arm
senior year I broke my arm
senior year I broke my arm folks I thought they were gonna lock up
folks I thought they were gonna lock up
folks I thought they were gonna lock up the stadium I thought they’d never play
the stadium I thought they’d never play
the stadium I thought they’d never play another football game in Cairo Georgia
another football game in Cairo Georgia
another football game in Cairo Georgia and you know what the next Friday night
and you know what the next Friday night
and you know what the next Friday night not only did they play but they want and
not only did they play but they want and
not only did they play but they want and I had nothing he crushed my ego for dad
I had nothing he crushed my ego for dad
I had nothing he crushed my ego for dad my dad gum line four years later I
my dad gum line four years later I
my dad gum line four years later I graduated from college I got my first
graduated from college I got my first
graduated from college I got my first assistant coaching job and Thomasville
assistant coaching job and Thomasville
assistant coaching job and Thomasville Georgia two years later I got my first
Georgia two years later I got my first
Georgia two years later I got my first head coaching job all my adult life as I
head coaching job all my adult life as I
head coaching job all my adult life as I looked at my all my young life as I
looked at my all my young life as I
looked at my all my young life as I looked at my adult life all I thought I
looked at my adult life all I thought I
looked at my adult life all I thought I wanted to do was play foot to coach
wanted to do was play foot to coach
wanted to do was play foot to coach football when I got my first head
football when I got my first head
football when I got my first head coaching job folks I was happiest pig in
coaching job folks I was happiest pig in
coaching job folks I was happiest pig in slop they want a happy human being on
slop they want a happy human being on
slop they want a happy human being on the face of this earth I didn’t like
the face of this earth I didn’t like
the face of this earth I didn’t like coaching I loved coaching
coaching I loved coaching
coaching I loved coaching I worked harder than most coaches I want
I worked harder than most coaches I want
I worked harder than most coaches I want more than most coaches coach for seven
more than most coaches coach for seven
more than most coaches coach for seven years in effect I’d go to coaching plant
years in effect I’d go to coaching plant
years in effect I’d go to coaching plant against an example back when when I was
against an example back when when I was
against an example back when when I was coaching Darrell royal didn’t invent the
coaching Darrell royal didn’t invent the
coaching Darrell royal didn’t invent the wishbone but he’s the guy that sort of
wishbone but he’s the guy that sort of
wishbone but he’s the guy that sort of faded famous down at University of Texas
faded famous down at University of Texas
faded famous down at University of Texas yeah I went to coach of the ear clinic
yeah I went to coach of the ear clinic
yeah I went to coach of the ear clinic and maybe Darrell royal would be
and maybe Darrell royal would be
and maybe Darrell royal would be speaking at eight o’clock in the morning
speaking at eight o’clock in the morning
speaking at eight o’clock in the morning banning ten minutes late I was in there
banning ten minutes late I was in there
banning ten minutes late I was in there my chair man I was always looking for an
my chair man I was always looking for an
my chair man I was always looking for an edge something I can do to make me a
edge something I can do to make me a
edge something I can do to make me a better coach I’d see these coaches stay
better coach I’d see these coaches stay
better coach I’d see these coaches stay out drinking or stay out late at I and
out drinking or stay out late at I and
out drinking or stay out late at I and then waddle there buddy and you know
then waddle there buddy and you know
then waddle there buddy and you know what about ten minutes to go in his spit
what about ten minutes to go in his spit
what about ten minutes to go in his spit misters whole presentation I maybe had
misters whole presentation I maybe had
misters whole presentation I maybe had waddle in it in 12 o’clock I worked
waddle in it in 12 o’clock I worked
waddle in it in 12 o’clock I worked harder than most coaches I loved me more
harder than most coaches I loved me more
harder than most coaches I loved me more than most coaches I won more than most
than most coaches I won more than most
than most coaches I won more than most coaches but ten years ago I look bad in
coaches but ten years ago I look bad in
coaches but ten years ago I look bad in my coaching career and I was a little
my coaching career and I was a little
my coaching career and I was a little sick I said man if I had my if I had my
sick I said man if I had my if I had my
sick I said man if I had my if I had my life to live over again if I could coach
life to live over again if I could coach
life to live over again if I could coach one more time I’d be so much better
one more time I’d be so much better
one more time I’d be so much better I’d worked so much harder I loved it so
I’d worked so much harder I loved it so
I’d worked so much harder I loved it so much more I look back at my young line I
much more I look back at my young line I
much more I look back at my young line I said man if I could just go back to my
said man if I could just go back to my
said man if I could just go back to my high school years to my middle school
high school years to my middle school
high school years to my middle school years I’d enjoyed so much more I loved
years I’d enjoyed so much more I loved
years I’d enjoyed so much more I loved it so much more I appreciate you so much
it so much more I appreciate you so much
it so much more I appreciate you so much but see I just go
ten years ago I look back at my first
ten years ago I look back at my first seven years and finish out with diet et
seven years and finish out with diet et
seven years and finish out with diet et financial services by four four four
financial services by four four four
financial services by four four four first four years
first four years
first four years the next year I went and became a vice
the next year I went and became a vice
the next year I went and became a vice president with Waddell and Reed who sold
president with Waddell and Reed who sold
president with Waddell and Reed who sold term insurance and mutual funds down in
term insurance and mutual funds down in
term insurance and mutual funds down in and in the South in Atlanta that I
and in the South in Atlanta that I
and in the South in Atlanta that I witnessed by spec I spent seven years in
witnessed by spec I spent seven years in
witnessed by spec I spent seven years in financial services before we found an
financial services before we found an
financial services before we found an AoE ten years ago I looked I looked at
AoE ten years ago I looked I looked at
AoE ten years ago I looked I looked at those seven years it was just another
those seven years it was just another
those seven years it was just another rerun of my life I loved it more than
rerun of my life I loved it more than
rerun of my life I loved it more than Bose I worked harder than most I made a
Bose I worked harder than most I made a
Bose I worked harder than most I made a little bit more money than most I got
little bit more money than most I got
little bit more money than most I got four promotions in moves that ain’t what
four promotions in moves that ain’t what
four promotions in moves that ain’t what I wanted I was a little shit I didn’t
I wanted I was a little shit I didn’t
I wanted I was a little shit I didn’t want to be better than Bose I didn’t
want to be better than Bose I didn’t
want to be better than Bose I didn’t want to be a little bit better than
want to be a little bit better than
want to be a little bit better than average an ordinary
average an ordinary
average an ordinary [Music]
now looked in the mirror darkly
now looked in the mirror darkly take years ago and I said why why are
take years ago and I said why why are
take years ago and I said why why are are you just always just pretty good why
are you just always just pretty good why
are you just always just pretty good why you’re always pretty good I believe I
you’re always pretty good I believe I
you’re always pretty good I believe I found the answer folks that made me a
found the answer folks that made me a
found the answer folks that made me a winner
winner
winner I believe I wanted to win so bad you
I believe I wanted to win so bad you
I believe I wanted to win so bad you know I ran off and it made me Rachel
know I ran off and it made me Rachel
know I ran off and it made me Rachel marry me you know and had two kids
marry me you know and had two kids
marry me you know and had two kids I wanted angel to be proud of me I
I wanted angel to be proud of me I
I wanted angel to be proud of me I wanted my children be proud of me I
wanted my children be proud of me I
wanted my children be proud of me I wanted my folks to be proud of me I
wanted my folks to be proud of me I
wanted my folks to be proud of me I wanted her folks to be proud of me I
wanted her folks to be proud of me I
wanted her folks to be proud of me I wanted my teammates to be proud of me
wanted my teammates to be proud of me
wanted my teammates to be proud of me and I was so scared that aren’t we
and I was so scared that aren’t we
and I was so scared that aren’t we really what capable of winning it always
really what capable of winning it always
really what capable of winning it always held something reserved I always I
held something reserved I always I
held something reserved I always I always work up to a point
always work up to a point
always work up to a point I always committed up to the point I
I always committed up to the point I
I always committed up to the point I always paid a price up to point believed
always paid a price up to point believed
always paid a price up to point believed up to a point
up to a point
up to a point I’d always hold something in reserve
I’d always hold something in reserve
I’d always hold something in reserve just in case you did work out that I
just in case you did work out that I
just in case you did work out that I would have an excuse to tell myself well
would have an excuse to tell myself well
would have an excuse to tell myself well aren’t you had found your thing yet just
aren’t you had found your thing yet just
aren’t you had found your thing yet just keep hanging in there and one day your
keep hanging in there and one day your
keep hanging in there and one day your thing of come and you’ll know what it’s
thing of come and you’ll know what it’s
thing of come and you’ll know what it’s there and then you can go for it and
there and then you can go for it and
there and then you can go for it and then you’ll be somebody
then you’ll be somebody
then you’ll be somebody [Music]
[Music]
[Music] I found out 10 years ago the time was
I found out 10 years ago the time was
I found out 10 years ago the time was running out and you don’t have an
running out and you don’t have an
running out and you don’t have an unlimited opportunity to be somebody and
unlimited opportunity to be somebody and
unlimited opportunity to be somebody and at some point your time you’ve got to
at some point your time you’ve got to
at some point your time you’ve got to stand in five and I made up about ten
stand in five and I made up about ten
stand in five and I made up about ten years ago in town today of weeds did
years ago in town today of weeds did
years ago in town today of weeds did this was gonna be it for me that I was
this was gonna be it for me that I was
this was gonna be it for me that I was gonna do it or not do it today are we
gonna do it or not do it today are we
gonna do it or not do it today are we this is where I’m pitching my tent I’m
this is where I’m pitching my tent I’m
this is where I’m pitching my tent I’m all see this thing through I don’t know
all see this thing through I don’t know
all see this thing through I don’t know if I can make it nobody does
if I can make it nobody does
if I can make it nobody does I don’t know if I’m capable nobody does
I don’t know if I’m capable nobody does
I don’t know if I’m capable nobody does but I’m dead tired or looking at my life
but I’m dead tired or looking at my life
but I’m dead tired or looking at my life and say are what didn’t you try why
and say are what didn’t you try why
and say are what didn’t you try why don’t you just go for it and see if you
don’t you just go for it and see if you
don’t you just go for it and see if you can do it I meant for I became somebody
can do it I meant for I became somebody
can do it I meant for I became somebody this guy’s proud of the toughest critic
this guy’s proud of the toughest critic
this guy’s proud of the toughest critic you’ll ever have as you see folks making
you’ll ever have as you see folks making
you’ll ever have as you see folks making money it’s just one way that you measure
money it’s just one way that you measure
money it’s just one way that you measure success in business see I want to be
success in business see I want to be
success in business see I want to be somebody there there so my heroes in
somebody there there so my heroes in
somebody there there so my heroes in America don’t make no money okay but but
America don’t make no money okay but but
America don’t make no money okay but but to me I wanted to convince me that I was
to me I wanted to convince me that I was
to me I wanted to convince me that I was somebody special that I was somebody
somebody special that I was somebody
somebody special that I was somebody different that I was somebody you need
different that I was somebody you need
different that I was somebody you need and today it doesn’t matter folks what
and today it doesn’t matter folks what
and today it doesn’t matter folks what anybody else thinks about art Williams
anybody else thinks about art Williams
anybody else thinks about art Williams but art Williams likes our lives and
but art Williams likes our lives and
but art Williams likes our lives and that’s the greatest feeling in the world
that’s the greatest feeling in the world
that’s the greatest feeling in the world and there is no amount of money there is
and there is no amount of money there is
and there is no amount of money there is no amount of fresh you can get in your
no amount of fresh you can get in your
no amount of fresh you can get in your life that will make you feel as good
life that will make you feel as good
life that will make you feel as good about anything is bad
about anything is bad
about anything is bad see I was scared to try listen I was
see I was scared to try listen I was
see I was scared to try listen I was scared I was scared I was scared to try
scared I was scared I was scared to try
scared I was scared I was scared to try it scared I couldn’t do it and I didn’t
it scared I couldn’t do it and I didn’t
it scared I couldn’t do it and I didn’t know if I could live feeling about
know if I could live feeling about
know if I could live feeling about myself that I was after I went for it
myself that I was after I went for it
myself that I was after I went for it and I did it worse two words in the
and I did it worse two words in the
and I did it worse two words in the English language folks as I can worse to
English language folks as I can worse to
English language folks as I can worse to what you do anything you did but you got
what you do anything you did but you got
what you do anything you did but you got to tell yourself every day I can you got
to tell yourself every day I can you got
to tell yourself every day I can you got to tell you said every day I can I will
to tell you said every day I can I will
to tell you said every day I can I will because I want to Chablis the greatest
because I want to Chablis the greatest
because I want to Chablis the greatest challenge you’re faced with it is these
challenge you’re faced with it is these
challenge you’re faced with it is these fears and worries and down keeping you
fears and worries and down keeping you
fears and worries and down keeping you from trying well the greatest thing
from trying well the greatest thing
from trying well the greatest thing they’ve been told to me in my life and
they’ve been told to me in my life and
they’ve been told to me in my life and one of my early managers 19 pieces of
one of my early managers 19 pieces of
one of my early managers 19 pieces of art 99% of the things you worry about
art 99% of the things you worry about
art 99% of the things you worry about never happen so why worry I wish I could
never happen so why worry I wish I could
never happen so why worry I wish I could apply that to my life today I believe
apply that to my life today I believe
apply that to my life today I believe it’s your ability folks to try to go far
it’s your ability folks to try to go far
it’s your ability folks to try to go far to believe that you’re special to
to believe that you’re special to
to believe that you’re special to believe the church you need to bleed it
believe the church you need to bleed it
believe the church you need to bleed it you’re different
you’re different
you’re different now and what line this thing up gonna
now and what line this thing up gonna
now and what line this thing up gonna hang with me now I will give you I want
hang with me now I will give you I want
hang with me now I will give you I want high when I talk to you I like to give
high when I talk to you I like to give
high when I talk to you I like to give you things folks you can take back and
you things folks you can take back and
you things folks you can take back and apply to your life and hip your way in
apply to your life and hip your way in
apply to your life and hip your way in life right now see I believe you can
life right now see I believe you can
life right now see I believe you can change your life in 30 days I believe
change your life in 30 days I believe
change your life in 30 days I believe that 30 days from now folks if you want
that 30 days from now folks if you want
that 30 days from now folks if you want to bad enough you can be a different
to bad enough you can be a different
to bad enough you can be a different person than you are right now today your
person than you are right now today your
person than you are right now today your whole life it look different than it
whole life it look different than it
whole life it look different than it does right now today see you’ve got to
does right now today see you’ve got to
does right now today see you’ve got to start seeing good things happen to you
start seeing good things happen to you
start seeing good things happen to you you got to begin to like yourself begin
you got to begin to like yourself begin
you got to begin to like yourself begin let me give you a thing
let me give you a thing
let me give you a thing to begin to make that happen and a infos
to begin to make that happen and a infos
to begin to make that happen and a infos 30 days from now you won’t be the same
30 days from now you won’t be the same
30 days from now you won’t be the same person and you’ll begin your road to
person and you’ll begin your road to
person and you’ll begin your road to greatness number one folks you can’t let
greatness number one folks you can’t let
greatness number one folks you can’t let the pictures and the complainers and the
the pictures and the complainers and the
the pictures and the complainers and the quitters and excuse makers change you
quitters and excuse makers change you
quitters and excuse makers change you and make you sour make you quit make you
and make you sour make you quit make you
and make you sour make you quit make you you’re a leader you’re a leader you’re a
you’re a leader you’re a leader you’re a
you’re a leader you’re a leader you’re a motivator you’re a builder you’re a
motivator you’re a builder you’re a
motivator you’re a builder you’re a coach you’re a winner let me tell you
coach you’re a winner let me tell you
coach you’re a winner let me tell you what you’re not you’re not a marriage
what you’re not you’re not a marriage
what you’re not you’re not a marriage counselor
counselor
counselor see I believe 99.9 percent of people
see I believe 99.9 percent of people
see I believe 99.9 percent of people think they got marriage problem thing
think they got marriage problem thing
think they got marriage problem thing they got to go to marriage counselor
they got to go to marriage counselor
they got to go to marriage counselor they need a marriage cast and they’re
they need a marriage cast and they’re
they need a marriage cast and they’re like they need a hole in the head so so
like they need a hole in the head so so
like they need a hole in the head so so some of these people come in and will
some of these people come in and will
some of these people come in and will start talking to you about your marriage
start talking to you about your marriage
start talking to you about your marriage party they come out I know marriage
party they come out I know marriage
party they come out I know marriage counselor I’m a leader I’m a winner I’m
counselor I’m a leader I’m a winner I’m
counselor I’m a leader I’m a winner I’m a motivator
a motivator
a motivator I ain’t no psychiatrist I can’t tell you
I ain’t no psychiatrist I can’t tell you
I ain’t no psychiatrist I can’t tell you the number of men and women and come sit
the number of men and women and come sit
the number of men and women and come sit down in my all talking about their mama
down in my all talking about their mama
down in my all talking about their mama didn’t love them just writer their
didn’t love them just writer their
didn’t love them just writer their teacher didn’t treat him just right I
teacher didn’t treat him just right I
teacher didn’t treat him just right I don’t know about all that stuff I know
don’t know about all that stuff I know
don’t know about all that stuff I know she can I’ll tell you this I’m a winner
she can I’ll tell you this I’m a winner
she can I’ll tell you this I’m a winner I’m a builder I’m a motor behind no
I’m a builder I’m a motor behind no
I’m a builder I’m a motor behind no banker
banker
banker I know bankers I don’t loan money I’ve
I know bankers I don’t loan money I’ve
I know bankers I don’t loan money I’ve blown and get way more money most of
blown and get way more money most of
blown and get way more money most of you’ll make in your lifetime do you know
you’ll make in your lifetime do you know
you’ll make in your lifetime do you know folks I have never bowled a penny to
folks I have never bowled a penny to
folks I have never bowled a penny to anybody they did need some more a few
anybody they did need some more a few
anybody they did need some more a few months down the road
months down the road
months down the road I know Baker I’ll give you everything I
I know Baker I’ll give you everything I
I know Baker I’ll give you everything I got out game a positive attitude argue
got out game a positive attitude argue
got out game a positive attitude argue my truckers argue my Beth I need my
my truckers argue my Beth I need my
my truckers argue my Beth I need my money
money
money what’s all that does is delays a dadgum
what’s all that does is delays a dadgum
what’s all that does is delays a dadgum problem
problem
problem I know mediator I know me it amazes me
I know mediator I know me it amazes me
I know mediator I know me it amazes me how people can’t live with a human race
how people can’t live with a human race
how people can’t live with a human race hi I go I spit in my alive seven
hi I go I spit in my alive seven
hi I go I spit in my alive seven disputes if you can’t get along with a
disputes if you can’t get along with a
disputes if you can’t get along with a human race don’t let the door hit you in
human race don’t let the door hit you in
human race don’t let the door hit you in the bud hey I know babysitter
the bud hey I know babysitter
the bud hey I know babysitter I know babysitter I’m a leader I’m a
I know babysitter I’m a leader I’m a
I know babysitter I’m a leader I’m a winner both of you wanna win principle
winner both of you wanna win principle
winner both of you wanna win principle number one you got to spend time with
number one you got to spend time with
number one you got to spend time with those that want it those that believe
those that want it those that believe
those that want it those that believe those are the policy those who want to
those are the policy those who want to
those are the policy those who want to show up fine
show up fine
show up fine number two you gotta learn to treat
number two you gotta learn to treat
number two you gotta learn to treat people do it I see out I believe votes
people do it I see out I believe votes
people do it I see out I believe votes by learning to treat people good you
by learning to treat people good you
by learning to treat people good you begin to like say if I believe they’re
begin to like say if I believe they’re
begin to like say if I believe they’re happy you’ve got to develop some fuel
happy you’ve got to develop some fuel
happy you’ve got to develop some fuel feet to look for the good things in
feet to look for the good things in
feet to look for the good things in people and that is so foreign to the way
people and that is so foreign to the way
people and that is so foreign to the way most these universities if people
most these universities if people
most these universities if people teacher treat people and bitters they
teacher treat people and bitters they
teacher treat people and bitters they teach it up operate at a distance don’t
teach it up operate at a distance don’t
teach it up operate at a distance don’t get to know your people that’s not tough
get to know your people that’s not tough
get to know your people that’s not tough management fool you’ve got to look
management fool you’ve got to look
management fool you’ve got to look you’ve got to learn to love your people
you’ve got to learn to love your people
you’ve got to learn to love your people to care about your people to get to know
to care about your people to get to know
to care about your people to get to know your people you got you got you got a
your people you got you got you got a
your people you got you got you got a you gotta learn to treat people good and
you gotta learn to treat people good and
you gotta learn to treat people good and ask how to spill over into your personal
ask how to spill over into your personal
ask how to spill over into your personal life as well as your finish life you
life as well as your finish life you
life as well as your finish life you can’t wake up in the morning beat your
can’t wake up in the morning beat your
can’t wake up in the morning beat your wife and your kid and then go to office
wife and your kid and then go to office
wife and your kid and then go to office and be a good people person
and be a good people person
and be a good people person number three you can’t listen to the
number three you can’t listen to the
number three you can’t listen to the doom and gloom crowd easiest thing of
doom and gloom crowd easiest thing of
doom and gloom crowd easiest thing of finding these United States today if
finding these United States today if
finding these United States today if somebody tell you you can’t do it
somebody tell you you can’t do it
somebody tell you you can’t do it somebody tell you it won’t work folks I
somebody tell you it won’t work folks I
somebody tell you it won’t work folks I tell you one of the saddest things I see
tell you one of the saddest things I see
tell you one of the saddest things I see in America today is men and women that
in America today is men and women that
in America today is men and women that stick your head up trying to do
stick your head up trying to do
stick your head up trying to do something trying to make the difference
something trying to make the difference
something trying to make the difference and rather they’ll slaughter and say
and rather they’ll slaughter and say
and rather they’ll slaughter and say hallelujah they try to fool you back
hallelujah they try to fool you back
hallelujah they try to fool you back down not you hit all say bad things
down not you hit all say bad things
down not you hit all say bad things about you don’t listen to the doom and
about you don’t listen to the doom and
about you don’t listen to the doom and groove file number four don’t worry
groove file number four don’t worry
groove file number four don’t worry about what others say don’t worry about
about what others say don’t worry about
about what others say don’t worry about what others say folks I’m telling you
what others say folks I’m telling you
what others say folks I’m telling you even your family even your closest
even your family even your closest
even your family even your closest friends they talk behind you bad you
friends they talk behind you bad you
friends they talk behind you bad you know when they’re talking to you they
know when they’re talking to you they
know when they’re talking to you they might say I’m happy for you you’re going
might say I’m happy for you you’re going
might say I’m happy for you you’re going in business wonder where you gonna make
in business wonder where you gonna make
in business wonder where you gonna make a lot of money boil an hours they might
a lot of money boil an hours they might
a lot of money boil an hours they might be important for the hanging bag post up
be important for the hanging bag post up
be important for the hanging bag post up hope inside that you fail so it so it
hope inside that you fail so it so it
hope inside that you fail so it so it don’t make him feel bad see folks the
don’t make him feel bad see folks the
don’t make him feel bad see folks the only way for people not to talk about
only way for people not to talk about
only way for people not to talk about you is don’t do nothing the only way for
you is don’t do nothing the only way for
you is don’t do nothing the only way for people not to talk about you to be a
people not to talk about you to be a
people not to talk about you to be a majority like everybody else out there
majority like everybody else out there
majority like everybody else out there don’t worry about what others say the
don’t worry about what others say the
don’t worry about what others say the only person you gotta prove to chef to
only person you gotta prove to chef to
only person you gotta prove to chef to the only person all of them it’s got to
the only person all of them it’s got to
the only person all of them it’s got to feel good about you is that dude looking
feel good about you is that dude looking
feel good about you is that dude looking in the mirror right that’s the person
in the mirror right that’s the person
in the mirror right that’s the person you gotta prove something to
you gotta prove something to
you gotta prove something to number five don’t worry about things you
number five don’t worry about things you
number five don’t worry about things you can’t control
can’t control
can’t control let me tell you some other saying I want
let me tell you some other saying I want
let me tell you some other saying I want my tombstone like all you can do is all
my tombstone like all you can do is all
my tombstone like all you can do is all you can do let me tell you another
you can do let me tell you another
you can do let me tell you another couple of jewels I’ve come up with
couple of jewels I’ve come up with
couple of jewels I’ve come up with listen s this is brilliant the sun’s
listen s this is brilliant the sun’s
listen s this is brilliant the sun’s gonna come up tomorrow and it’s gonna go
gonna come up tomorrow and it’s gonna go
gonna come up tomorrow and it’s gonna go down tomorrow night and it’s gonna come
down tomorrow night and it’s gonna come
down tomorrow night and it’s gonna come up the next day folks do you know happy
up the next day folks do you know happy
up the next day folks do you know happy any men and women are blowing their
any men and women are blowing their
any men and women are blowing their heart for you to be somebody cause they
heart for you to be somebody cause they
heart for you to be somebody cause they think the world’s coming to an en they
think the world’s coming to an en they
think the world’s coming to an en they think we’re gonna have a nuclear war
think we’re gonna have a nuclear war
think we’re gonna have a nuclear war they think Ames is gonna spread all the
they think Ames is gonna spread all the
they think Ames is gonna spread all the good folks in this country right they
good folks in this country right they
good folks in this country right they think everything is going to hell right
think everything is going to hell right
think everything is going to hell right well the sun’s gonna come up tomorrow
well the sun’s gonna come up tomorrow
well the sun’s gonna come up tomorrow and it’s gonna go down tomorrow night
and it’s gonna go down tomorrow night
and it’s gonna go down tomorrow night let me tell you another jewel things are
let me tell you another jewel things are
let me tell you another jewel things are gonna be about like they’ve always been
do you understand in every stage in the
do you understand in every stage in the history of America everybody’s seen the
history of America everybody’s seen the
history of America everybody’s seen the world exploding and the Civil War the
world exploding and the Civil War the
world exploding and the Civil War the First World War the Second World War and
First World War the Second World War and
First World War the Second World War and all the plagues right things are don’t
all the plagues right things are don’t
all the plagues right things are don’t be about like they’ve always been
be about like they’ve always been
be about like they’ve always been there’s going to be a United States here
there’s going to be a United States here
there’s going to be a United States here way after they plant us in the crown
way after they plant us in the crown
way after they plant us in the crown crime we’re here for dadgum make the
crime we’re here for dadgum make the
crime we’re here for dadgum make the ride this place gonna be around long
ride this place gonna be around long
ride this place gonna be around long time after we’re gone
time after we’re gone
time after we’re gone number six you can’t worry about making
number six you can’t worry about making
number six you can’t worry about making mistakes you can’t worry about it you
mistakes you can’t worry about it you
mistakes you can’t worry about it you don’t make the save
don’t make the save
don’t make the save 95% plays you call a football game ain’t
95% plays you call a football game ain’t
95% plays you call a football game ain’t gonna work right most things you want to
gonna work right most things you want to
gonna work right most things you want to work out ain’t gonna work out
work out ain’t gonna work out
work out ain’t gonna work out most people ain’t gonna let you come
most people ain’t gonna let you come
most people ain’t gonna let you come talk doing the angle side angle
talk doing the angle side angle
talk doing the angle side angle somewhere they don’t quit right that’s
somewhere they don’t quit right that’s
somewhere they don’t quit right that’s fine that’s the way it is
fine that’s the way it is
fine that’s the way it is you burn by screw it up you learn by
you burn by screw it up you learn by
you burn by screw it up you learn by doing stuff you learn by trying let it
doing stuff you learn by trying let it
doing stuff you learn by trying let it all hang out let it real number seven
all hang out let it real number seven
all hang out let it real number seven get your hero you won’t start feeling
get your hero you won’t start feeling
get your hero you won’t start feeling good about yourself
good about yourself
good about yourself get your hero coach Fran with one of the
get your hero coach Fran with one of the
get your hero coach Fran with one of the few heroes in my life get some by this
few heroes in my life get some by this
few heroes in my life get some by this country that turns you off go go get you
country that turns you off go go get you
country that turns you off go go get you go get you go get y’all a player or
go get you go get y’all a player or
go get you go get y’all a player or coach or a minister or a politician or
coach or a minister or a politician or
coach or a minister or a politician or somebody that electrifies your bud fry
somebody that electrifies your bud fry
somebody that electrifies your bud fry and find out some about it you lie and
and find out some about it you lie and
and find out some about it you lie and then you’re sort of planning for your
then you’re sort of planning for your
then you’re sort of planning for your life ride try to be a little bit more
life ride try to be a little bit more
life ride try to be a little bit more like them or you know what you start
like them or you know what you start
like them or you know what you start liking yourself number eight always be
liking yourself number eight always be
liking yourself number eight always be positive always be positive always be
positive always be positive always be
positive always be positive always be excited always be positive always be
excited always be positive always be
excited always be positive always be fucked up even he gotta fake it
well when you keep me positive excited
well when you keep me positive excited going to closet and give you a pep talk
going to closet and give you a pep talk
going to closet and give you a pep talk but when you face the world always be
but when you face the world always be
but when you face the world always be excited always charged
excited always charged
excited always charged don’t ever retrieve then it close the
don’t ever retrieve then it close the
don’t ever retrieve then it close the two thoughts folks you here on this
two thoughts folks you here on this
two thoughts folks you here on this earth with liquor I was in Cairo Georgia
earth with liquor I was in Cairo Georgia
earth with liquor I was in Cairo Georgia two weeks ago my home town I saw some of
two weeks ago my home town I saw some of
two weeks ago my home town I saw some of my classmates and it shocked me how old
my classmates and it shocked me how old
my classmates and it shocked me how old they look hey folks do you know I’m 45
they look hey folks do you know I’m 45
they look hey folks do you know I’m 45 years old but I don’t feel I don’t feel
years old but I don’t feel I don’t feel
years old but I don’t feel I don’t feel one day over 16
one day over 16
one day over 16 I don’t feel oh I got listen I got a
I don’t feel oh I got listen I got a
I don’t feel oh I got listen I got a picture my home with little art was
picture my home with little art was
picture my home with little art was forward there were five generations in
forward there were five generations in
forward there were five generations in the Williams family folks I used to look
the Williams family folks I used to look
the Williams family folks I used to look at my parents is each oh whoa I’m
at my parents is each oh whoa I’m
at my parents is each oh whoa I’m looking I used to look at my grand
looking I used to look at my grand
looking I used to look at my grand passion death warmed over my
passion death warmed over my
passion death warmed over my great-grandparents I couldn’t relate to
great-grandparents I couldn’t relate to
great-grandparents I couldn’t relate to their
do you know today in my clan I’m the
do you know today in my clan I’m the oldest
oldest
oldest [Music]
[Music]
[Music] and I stopped them hey Tasha see folks I
and I stopped them hey Tasha see folks I
and I stopped them hey Tasha see folks I don’t leave you have just one
don’t leave you have just one
don’t leave you have just one opportunity I don’t believe that I don’t
opportunity I don’t believe that I don’t
opportunity I don’t believe that I don’t mean al wins it’s the only good thing
mean al wins it’s the only good thing
mean al wins it’s the only good thing happen in America I don’t leave it for
happen in America I don’t leave it for
happen in America I don’t leave it for this one of them and instead listen
this one of them and instead listen
this one of them and instead listen listen listen is this your first or is
listen listen is this your first or is
listen listen is this your first or is this your last opportunity second point
this your last opportunity second point
this your last opportunity second point folks you’ve got to understand that your
folks you’ve got to understand that your
folks you’ve got to understand that your life belongs to you
life belongs to you
life belongs to you you’re responsible for your life I see
you’re responsible for your life I see
you’re responsible for your life I see so many people who spend their whole
so many people who spend their whole
so many people who spend their whole life blaming other people for their
life blaming other people for their
life blaming other people for their misfortunes well let me tell you these
misfortunes well let me tell you these
misfortunes well let me tell you these bags you’re responsible for the good
bags you’re responsible for the good
bags you’re responsible for the good things that happen and you’re also
things that happen and you’re also
things that happen and you’re also responsible for the bad things that
responsible for the bad things that
responsible for the bad things that happen there’s nothing that wears my
happen there’s nothing that wears my
happen there’s nothing that wears my foot out for then I see some football
foot out for then I see some football
foot out for then I see some football coaching in speed and the next hand huge
coaching in speed and the next hand huge
coaching in speed and the next hand huge paper he says well if I full-back have
paper he says well if I full-back have
paper he says well if I full-back have got a herd if the referee end this that
got a herd if the referee end this that
got a herd if the referee end this that call bull excuses don’t kill him line
call bull excuses don’t kill him line
call bull excuses don’t kill him line excuses don’t kill in the big leagues
excuses don’t kill in the big leagues
excuses don’t kill in the big leagues you’re supposed to win no matter what
you’re supposed to win no matter what
you’re supposed to win no matter what happens to you bad things and good
happens to you bad things and good
happens to you bad things and good things
[Music]
[Music] I’m excited about what y’all gonna do
I’m excited about what y’all gonna do
I’m excited about what y’all gonna do here at both if I had a theme today
here at both if I had a theme today
here at both if I had a theme today about what I wanted to talk to you about
about what I wanted to talk to you about
about what I wanted to talk to you about it would be how to build a team now
it would be how to build a team now
it would be how to build a team now first let’s think about what is a team a
first let’s think about what is a team a
first let’s think about what is a team a team is one
team is one
team is one it’s a oneness if everybody has one
it’s a oneness if everybody has one
it’s a oneness if everybody has one heartbeat everybody on the same page now
heartbeat everybody on the same page now
heartbeat everybody on the same page now the first step to building a team you
the first step to building a team you
the first step to building a team you can is you got to lead with your heart
can is you got to lead with your heart
can is you got to lead with your heart well what is leading with your heart
well what is leading with your heart
well what is leading with your heart leading with your heart is following
leading with your heart is following
leading with your heart is following your instincts following your gut not
your instincts following your gut not
your instincts following your gut not your head that’s the reason I think it’s
your head that’s the reason I think it’s
your head that’s the reason I think it’s almost impossible for smart people to
almost impossible for smart people to
almost impossible for smart people to win because they’re always figuring out
win because they’re always figuring out
win because they’re always figuring out the perfect time the perfect play don’t
the perfect time the perfect play don’t
the perfect time the perfect play don’t mess up don’t fail and they miss the
mess up don’t fail and they miss the
mess up don’t fail and they miss the moment let me give you another unwritten
moment let me give you another unwritten
moment let me give you another unwritten law I don’t know anybody that’s ever
law I don’t know anybody that’s ever
law I don’t know anybody that’s ever made straight A’s
made straight A’s
made straight A’s that’s ever done anything they see
that’s ever done anything they see
that’s ever done anything they see you’ve gotta call the plays you got to
you’ve gotta call the plays you got to
you’ve gotta call the plays you got to call the play
call the play
call the play you don’t worry about screwing up you
you don’t worry about screwing up you
you don’t worry about screwing up you don’t worry about you don’t worry about
don’t worry about you don’t worry about
don’t worry about you don’t worry about messing up you call the dadgum play you
messing up you call the dadgum play you
messing up you call the dadgum play you don’t remember my football analogy if
don’t remember my football analogy if
don’t remember my football analogy if you’ve got two teams out there Friday
you’ve got two teams out there Friday
you’ve got two teams out there Friday night a pretty equal ability there’s
night a pretty equal ability there’s
night a pretty equal ability there’s about a 120 plays in a football game you
about a 120 plays in a football game you
about a 120 plays in a football game you know and and and at the end of the game
know and and and at the end of the game
know and and and at the end of the game the team that wins there’s four or five
the team that wins there’s four or five
the team that wins there’s four or five plays that determine who’s gonna win 98
plays that determine who’s gonna win 98
plays that determine who’s gonna win 98 percent of the plays you call don’t work
percent of the plays you call don’t work
percent of the plays you call don’t work like they’re supposed to but you know
like they’re supposed to but you know
like they’re supposed to but you know you know the team that wins are the
you know the team that wins are the
you know the team that wins are the players that they believe that next play
players that they believe that next play
players that they believe that next play is going to be one of those four or five
is going to be one of those four or five
is going to be one of those four or five plays a hundred and twenty plays a game
plays a hundred and twenty plays a game
plays a hundred and twenty plays a game they give it every dadgum thing they got
they give it every dadgum thing they got
they give it every dadgum thing they got you got to call the dadgum play
you got to call the dadgum play
you got to call the dadgum play you got a lead with your heart to build
you got a lead with your heart to build
you got a lead with your heart to build a team leading with your heart it’s
a team leading with your heart it’s
a team leading with your heart it’s following your instincts following your
following your instincts following your
following your instincts following your gut not your head
gut not your head
gut not your head having the courage to call a play if it
having the courage to call a play if it
having the courage to call a play if it fails and it probably will you call a
fails and it probably will you call a
fails and it probably will you call a play you call another dadgum play
play you call another dadgum play
play you call another dadgum play leading with your heart
leading with your heart
leading with your heart there’s believing in you leading with
there’s believing in you leading with
there’s believing in you leading with your heart is believing in your
your heart is believing in your
your heart is believing in your principles it’s believing in your system
principles it’s believing in your system
principles it’s believing in your system it’s believing in your people it’s
it’s believing in your people it’s
it’s believing in your people it’s believing in your team see I was trained
believing in your team see I was trained
believing in your team see I was trained as a football coach before al Williams
as a football coach before al Williams
as a football coach before al Williams to call a play in 25 seconds
to call a play in 25 seconds
to call a play in 25 seconds some people said hard you call too many
some people said hard you call too many
some people said hard you call too many plays hard you you call plays too fast
plays hard you you call plays too fast
plays hard you you call plays too fast art you always kept scenes in the plays
art you always kept scenes in the plays
art you always kept scenes in the plays spite of me al Williams built the
spite of me al Williams built the
spite of me al Williams built the largest most powerful sales force in the
largest most powerful sales force in the
largest most powerful sales force in the history of our industry in fact you know
history of our industry in fact you know
history of our industry in fact you know what in fact you know what we were so
what in fact you know what we were so
what in fact you know what we were so big that wasn’t anybody that even came
big that wasn’t anybody that even came
big that wasn’t anybody that even came in a close second let me give you
in a close second let me give you
in a close second let me give you another unwritten law all you lead with
another unwritten law all you lead with
another unwritten law all you lead with your heart you follow your instincts you
your heart you follow your instincts you
your heart you follow your instincts you follow your gut not your head you know
follow your gut not your head you know
follow your gut not your head you know what you know how important I believe
what you know how important I believe
what you know how important I believe praise and recognition in us it’s just
praise and recognition in us it’s just
praise and recognition in us it’s just everything that’s all what a wonderful
everything that’s all what a wonderful
everything that’s all what a wonderful job y’all do with praise and recognition
job y’all do with praise and recognition
job y’all do with praise and recognition now see everybody needs praise everybody
now see everybody needs praise everybody
now see everybody needs praise everybody needs recognition if you’re going to
needs recognition if you’re going to
needs recognition if you’re going to build a great team you’ve got to become
build a great team you’ve got to become
build a great team you’ve got to become an expert on praise and recognition
an expert on praise and recognition
an expert on praise and recognition where’s timing Pam Milton they’re here
where’s timing Pam Milton they’re here
where’s timing Pam Milton they’re here somewhere you know it takes a lot of
somewhere you know it takes a lot of
somewhere you know it takes a lot of special people
special people
special people to build a championship team when we
to build a championship team when we
to build a championship team when we started really growing a tail williams
started really growing a tail williams
started really growing a tail williams you know i’d called an emergency meeting
you know i’d called an emergency meeting
you know i’d called an emergency meeting maybe this is monday and maybe on friday
maybe this is monday and maybe on friday
maybe this is monday and maybe on friday and i’d want to do a hundred t-shirts
and i’d want to do a hundred t-shirts
and i’d want to do a hundred t-shirts and all these people that did our
and all these people that did our
and all these people that did our t-shirts and our trophies they wanted
t-shirts and our trophies they wanted
t-shirts and our trophies they wanted six weeks to get the job done all this
six weeks to get the job done all this
six weeks to get the job done all this kind of crap you don’t L Williams you
kind of crap you don’t L Williams you
kind of crap you don’t L Williams you had to operate like right now like
had to operate like right now like
had to operate like right now like yesterday
yesterday
yesterday and so we I went out to Snellville
and so we I went out to Snellville
and so we I went out to Snellville Georgia and I found Tommy and Pam Melton
Georgia and I found Tommy and Pam Melton
Georgia and I found Tommy and Pam Melton and I said we want you guys to start a
and I said we want you guys to start a
and I said we want you guys to start a company I’m gonna help you finance it
company I’m gonna help you finance it
company I’m gonna help you finance it and I want you to be ready to give up
and I want you to be ready to give up
and I want you to be ready to give up those t-shirts and give us those
those t-shirts and give us those
those t-shirts and give us those trophies and they were just magnificent
trophies and they were just magnificent
trophies and they were just magnificent and I think they’re here today and done
and I think they’re here today and done
and I think they’re here today and done a lot of this kind of stuff and y’all
a lot of this kind of stuff and y’all
a lot of this kind of stuff and y’all ought to use them because they get it
ought to use them because they get it
ought to use them because they get it done and they get it done on time
done and they get it done on time
done and they get it done on time you know Boca Boca is an unbelievably
you know Boca Boca is an unbelievably
you know Boca Boca is an unbelievably special place for all of us say Oh
special place for all of us say Oh
special place for all of us say Oh Williams people it was here in Boca in
Williams people it was here in Boca in
Williams people it was here in Boca in 1984 that we celebrated our first
1984 that we celebrated our first
1984 that we celebrated our first national championship right over there
national championship right over there
national championship right over there by the swimming pool in that old meeting
by the swimming pool in that old meeting
by the swimming pool in that old meeting room
room
room we dropped balloons from the ceilings
we dropped balloons from the ceilings
we dropped balloons from the ceilings with hundred dollars in it you know just
with hundred dollars in it you know just
with hundred dollars in it you know just like they did the Republican and
like they did the Republican and
like they did the Republican and Democratic conventions this year we gave
Democratic conventions this year we gave
Democratic conventions this year we gave dozens of Rolex watches out with 1984
dozens of Rolex watches out with 1984
dozens of Rolex watches out with 1984 national champions on the face of the
national champions on the face of the
national champions on the face of the watch we had the NSD s dress up in
watch we had the NSD s dress up in
watch we had the NSD s dress up in football uniforms the wives dress up as
football uniforms the wives dress up as
football uniforms the wives dress up as cheerleaders and we’ve celebrated a
cheerleaders and we’ve celebrated a
cheerleaders and we’ve celebrated a historic victory but but you know what
historic victory but but you know what
historic victory but but you know what the life insurance industry said we
the life insurance industry said we
the life insurance industry said we didn’t even know we had a national
didn’t even know we had a national
didn’t even know we had a national championship
championship
championship but but you don’t live they knew it in
but but you don’t live they knew it in
but but you don’t live they knew it in 1984 they knew it after we got through
1984 they knew it after we got through
1984 they knew it after we got through in Boca hey al Williams brought a
in Boca hey al Williams brought a
in Boca hey al Williams brought a different kind of competition of this
different kind of competition of this
different kind of competition of this industry we started a dadgum war Al
industry we started a dadgum war Al
industry we started a dadgum war Al William said here is we live vocal we
William said here is we live vocal we
William said here is we live vocal we dare you Prudential we dare you New York
dare you Prudential we dare you New York
dare you Prudential we dare you New York Life to see if you can take it back we
Life to see if you can take it back we
Life to see if you can take it back we don’t think you’re good enough
don’t think you’re good enough
don’t think you’re good enough we don’t think you’re tough enough never
we don’t think you’re tough enough never
we don’t think you’re tough enough never be number one again and you know what
be number one again and you know what
be number one again and you know what you know what
you know what
you know what hey we have won seven straight national
hey we have won seven straight national
hey we have won seven straight national championship so build the build a
championship so build the build a
championship so build the build a national championship team
national championship team
national championship team you got to build with people that can
you got to build with people that can
you got to build with people that can still dream that can still believe they
still dream that can still believe they
still dream that can still believe they can still hope that are still willing to
can still hope that are still willing to
can still hope that are still willing to compete see most people in our country
compete see most people in our country
compete see most people in our country today and just back then to that have
today and just back then to that have
today and just back then to that have been so beat up so put down that they’ve
been so beat up so put down that they’ve
been so beat up so put down that they’ve just given up on their dream let me talk
just given up on their dream let me talk
just given up on their dream let me talk to you a minute about those original 85
to you a minute about those original 85
to you a minute about those original 85 people all those original 85 people that
people all those original 85 people that
people all those original 85 people that founded this company we’re all coaches
founded this company we’re all coaches
founded this company we’re all coaches or they had played on a team and al
or they had played on a team and al
or they had played on a team and al Williams turn life insurance into a game
Williams turn life insurance into a game
Williams turn life insurance into a game see see al Williams didn’t know anything
see see al Williams didn’t know anything
see see al Williams didn’t know anything about business we didn’t have any MBAs
about business we didn’t have any MBAs
about business we didn’t have any MBAs we didn’t have any professional
we didn’t have any professional
we didn’t have any professional salespeople we didn’t understand
salespeople we didn’t understand
salespeople we didn’t understand business plans we didn’t understand
business plans we didn’t understand
business plans we didn’t understand budgets but those early AR Williams
budgets but those early AR Williams
budgets but those early AR Williams pioneers they understood putting on a
pioneers they understood putting on a
pioneers they understood putting on a putting on a termite uniform they
putting on a termite uniform they
putting on a termite uniform they understood hitting anything in the wrong
understood hitting anything in the wrong
understood hitting anything in the wrong color jerseys those early al Williams
color jerseys those early al Williams
color jerseys those early al Williams people understood what it was like to
people understood what it was like to
people understood what it was like to get screwed
get screwed
get screwed but they also understood what it was
but they also understood what it was
but they also understood what it was like to get even we were a team we were
like to get even we were a team we were
like to get even we were a team we were together we cared about each other that
together we cared about each other that
together we cared about each other that al Williams we created a bubble that was
al Williams we created a bubble that was
al Williams we created a bubble that was so positive it was unbelievable we were
so positive it was unbelievable we were
so positive it was unbelievable we were together we were in that foxhole
together we were in that foxhole
together we were in that foxhole together we were gonna fight for you we
together we were gonna fight for you we
together we were gonna fight for you we were gonna protect you there was a
were gonna protect you there was a
were gonna protect you there was a special kind of spirit in a a Williams
special kind of spirit in a a Williams
special kind of spirit in a a Williams we didn’t just like it we loved it
we didn’t just like it we loved it
we didn’t just like it we loved it we believed to win you had to have what
we believed to win you had to have what
we believed to win you had to have what I call that Friday night feeling you had
I call that Friday night feeling you had
I call that Friday night feeling you had that you had to be so excited you were
that you had to be so excited you were
that you had to be so excited you were just not to mess in your pants
just not to mess in your pants
just not to mess in your pants see people won’t follow or believe in a
see people won’t follow or believe in a
see people won’t follow or believe in a negative dull disillusioned dadgum
negative dull disillusioned dadgum
negative dull disillusioned dadgum crybaby see we believe that everybody
crybaby see we believe that everybody
crybaby see we believe that everybody wanted to be somebody everybody has ever
wanted to be somebody everybody has ever
wanted to be somebody everybody has ever been born on this earth they want to be
been born on this earth they want to be
been born on this earth they want to be somebody that we believed as a leader in
somebody that we believed as a leader in
somebody that we believed as a leader in leading your team it was your
leading your team it was your
leading your team it was your responsibility no matter how hurt these
responsibility no matter how hurt these
responsibility no matter how hurt these people were to reach inside of them to
people were to reach inside of them to
people were to reach inside of them to grab their heart to help them believe in
grab their heart to help them believe in
grab their heart to help them believe in them again don’t believe that there’s
them again don’t believe that there’s
them again don’t believe that there’s somebody special again to believe that
somebody special again to believe that
somebody special again to believe that we’ll put on this earth to do something
we’ll put on this earth to do something
we’ll put on this earth to do something important again to build a great team
important again to build a great team
important again to build a great team it begins with you the leader you’ve got
it begins with you the leader you’ve got
it begins with you the leader you’ve got to become a magnet where people are
to become a magnet where people are
to become a magnet where people are drawn to you like bees and a hot bee
drawn to you like bees and a hot bee
drawn to you like bees and a hot bee bees to honey the most asked question I
bees to honey the most asked question I
bees to honey the most asked question I get even today in AoE as we sell the
get even today in AoE as we sell the
get even today in AoE as we sell the coach book up at this little in his spot
coach book up at this little in his spot
coach book up at this little in his spot on Highlands North Carolina that ends
on Highlands North Carolina that ends
on Highlands North Carolina that ends life on and the most asked question I
life on and the most asked question I
life on and the most asked question I get today you know 22 years after I
get today you know 22 years after I
get today you know 22 years after I retired its heart how did you do it how
retired its heart how did you do it how
retired its heart how did you do it how did those 85 people do it how did a a
did those 85 people do it how did a a
did those 85 people do it how did a a Williams grow from a peanut of 85 people
Williams grow from a peanut of 85 people
Williams grow from a peanut of 85 people in one city in one state to an army of
in one city in one state to an army of
in one city in one state to an army of 225,000 people in every city in every
225,000 people in every city in every
225,000 people in every city in every state in Canada well what’d it be bob
state in Canada well what’d it be bob
state in Canada well what’d it be bob Huson give up his hundred thousand
Huson give up his hundred thousand
Huson give up his hundred thousand dollar income to go to a new company
dollar income to go to a new company
dollar income to go to a new company where the odds were 99% that we were
where the odds were 99% that we were
where the odds were 99% that we were gonna fail
gonna fail
gonna fail they asked me all the time what it bill
they asked me all the time what it bill
they asked me all the time what it bill dorinda pick up his family and go to
dorinda pick up his family and go to
dorinda pick up his family and go to Dallas Texas didn’t have a pot to pee in
Dallas Texas didn’t have a pot to pee in
Dallas Texas didn’t have a pot to pee in okay why did Ronnie Barnes go to
okay why did Ronnie Barnes go to
okay why did Ronnie Barnes go to Chattanooga Tennessee
Chattanooga Tennessee
Chattanooga Tennessee rusty Crossland go to Denver Colorado
rusty Crossland go to Denver Colorado
rusty Crossland go to Denver Colorado and the president of the company stood
and the president of the company stood
and the president of the company stood up the first couple of years and said
up the first couple of years and said
up the first couple of years and said the odds are about like this of us
the odds are about like this of us
the odds are about like this of us surviving I don’t mean being Prudential
surviving I don’t mean being Prudential
surviving I don’t mean being Prudential I don’t mean changing an industry I’m
I don’t mean changing an industry I’m
I don’t mean changing an industry I’m talking about the odds are about like
talking about the odds are about like
talking about the odds are about like this surviving my all-time favorite
this surviving my all-time favorite
this surviving my all-time favorite quote is by Winston Churchill there
quote is by Winston Churchill there
quote is by Winston Churchill there comes a special moment in everyone’s
comes a special moment in everyone’s
comes a special moment in everyone’s life a moment for which that person was
life a moment for which that person was
life a moment for which that person was born that special opportunity when he
born that special opportunity when he
born that special opportunity when he seizes it will fulfill his mission a
seizes it will fulfill his mission a
seizes it will fulfill his mission a mission for which he is uniquely
mission for which he is uniquely
mission for which he is uniquely qualified in that moment he finds
qualified in that moment he finds
qualified in that moment he finds greatness it is his finest hour those
greatness it is his finest hour those
greatness it is his finest hour those originally a we have thought that this
originally a we have thought that this
originally a we have thought that this was our moment that this was our time
was our moment that this was our time
was our moment that this was our time these people wanted to do something big
these people wanted to do something big
these people wanted to do something big they wanted to do something important
they wanted to do something important
they wanted to do something important they wanted to leave their mark they
they wanted to leave their mark they
they wanted to leave their mark they wanted to be somebody let me ask you
wanted to be somebody let me ask you
wanted to be somebody let me ask you this where could people like us go look
this where could people like us go look
this where could people like us go look at me work at people like us go yes we
at me work at people like us go yes we
at me work at people like us go yes we knew it was impossible yes we knew the
knew it was impossible yes we knew the
knew it was impossible yes we knew the odds we’re 99 percent against us
odds we’re 99 percent against us
odds we’re 99 percent against us surviving but where could people like me
surviving but where could people like me
surviving but where could people like me go where were some company begin me a
go where were some company begin me a
go where were some company begin me a chance all we wanted a a Williams was a
chance all we wanted a a Williams was a
chance all we wanted a a Williams was a chance and we really believed if we had
chance and we really believed if we had
chance and we really believed if we had a chance that somebody would take a
a chance that somebody would take a
a chance that somebody would take a chance on us we really believed we were
chance on us we really believed we were
chance on us we really believed we were different we believed we were special we
different we believed we were special we
different we believed we were special we believed that one day we would change
believed that one day we would change
believed that one day we would change the thinking of the largest industry in
the thinking of the largest industry in
the thinking of the largest industry in the world we believe that one day we
the world we believe that one day we
the world we believe that one day we would destroy trash value we believe
would destroy trash value we believe
would destroy trash value we believe that one day our leaders would become
that one day our leaders would become
that one day our leaders would become some among the most successful in
some among the most successful in
some among the most successful in American business we believe that one
American business we believe that one
American business we believe that one day we would take our people to all the
day we would take our people to all the
day we would take our people to all the great places of the world
great places of the world
great places of the world those original Leia Williams people were
those original Leia Williams people were
those original Leia Williams people were big dreamers they were big thinkers
big dreamers they were big thinkers
big dreamers they were big thinkers they were big doers let me tell you
they were big doers let me tell you
they were big doers let me tell you about big biggest Larry Waddell taking
about big biggest Larry Waddell taking
about big biggest Larry Waddell taking his wife and two boys picking him up in
his wife and two boys picking him up in
his wife and two boys picking him up in Atlanta Georgia and moving to Greensboro
Atlanta Georgia and moving to Greensboro
Atlanta Georgia and moving to Greensboro North Carolina didn’t have any money
North Carolina didn’t have any money
North Carolina didn’t have any money didn’t have any financial security his
didn’t have any financial security his
didn’t have any financial security his ninth month is an RVP his base shop was
ninth month is an RVP his base shop was
ninth month is an RVP his base shop was doing $100,000 but during those nine
doing $100,000 but during those nine
doing $100,000 but during those nine months he had produced the
months he had produced the
months he had produced the first-generation RVP named Joe Covington
first-generation RVP named Joe Covington
first-generation RVP named Joe Covington that when Larry Waddell Database that
that when Larry Waddell Database that
that when Larry Waddell Database that month of $90,000 Joe Covington did
month of $90,000 Joe Covington did
month of $90,000 Joe Covington did $60,000 ultimately Waddell who produced
$60,000 ultimately Waddell who produced
$60,000 ultimately Waddell who produced a hundred first generation are VPS
a hundred first generation are VPS
a hundred first generation are VPS that’s big big is Bob goose on building
that’s big big is Bob goose on building
that’s big big is Bob goose on building a team all over the United States and
a team all over the United States and
a team all over the United States and Canada of over 900 are VPS big is Mike
Canada of over 900 are VPS big is Mike
Canada of over 900 are VPS big is Mike Sharpe building a team that produces
Sharpe building a team that produces
Sharpe building a team that produces over four million dollars a month in
over four million dollars a month in
over four million dollars a month in premium biggest reg fitzpatrick when
premium biggest reg fitzpatrick when
premium biggest reg fitzpatrick when we’re moving into Canada I’ve become a
we’re moving into Canada I’ve become a
we’re moving into Canada I’ve become a taking an AO Williams but being an al
taking an AO Williams but being an al
taking an AO Williams but being an al Williams leader that goes into Canada
Williams leader that goes into Canada
Williams leader that goes into Canada helped us open up Canada we could only
helped us open up Canada we could only
helped us open up Canada we could only pay those original people four and a
pay those original people four and a
pay those original people four and a half percent didn’t even cover his
half percent didn’t even cover his
half percent didn’t even cover his expenses but he went up there for one
expenses but he went up there for one
expenses but he went up there for one year one week every month losing money
year one week every month losing money
year one week every month losing money but willing to build a team wanted to
but willing to build a team wanted to
but willing to build a team wanted to help us pioneer new territory today he
help us pioneer new territory today he
help us pioneer new territory today he has 50 our VP’s in Canada big is Kip
has 50 our VP’s in Canada big is Kip
has 50 our VP’s in Canada big is Kip Ridley for one year running a $200,000
Ridley for one year running a $200,000
Ridley for one year running a $200,000 base shop and that very same year
base shop and that very same year
base shop and that very same year producing four generation full first
producing four generation full first
producing four generation full first generation our VPS big is dick Walker
generation our VPS big is dick Walker
generation our VPS big is dick Walker becoming an NSD by producing ten first
becoming an NSD by producing ten first
becoming an NSD by producing ten first generation our VPS that do $20,000 each
generation our VPS that do $20,000 each
generation our VPS that do $20,000 each in one month
in one month
in one month big as John Roy can Nicolay’s building a
big as John Roy can Nicolay’s building a
big as John Roy can Nicolay’s building a team is always in the top 100 and AO
team is always in the top 100 and AO
team is always in the top 100 and AO Williams fantastic examples of saving
Williams fantastic examples of saving
Williams fantastic examples of saving your money and
your money and
your money and and becoming financially independent
and becoming financially independent
and becoming financially independent they became financially independent they
they became financially independent they
they became financially independent they could retire do anything they wanted to
could retire do anything they wanted to
could retire do anything they wanted to but 35 years later they’re still in this
but 35 years later they’re still in this
but 35 years later they’re still in this company you know while they’re still
company you know while they’re still
company you know while they’re still running a base shop while they’re still
running a base shop while they’re still
running a base shop while they’re still out there hipping there are VP’s
out there hipping there are VP’s
out there hipping there are VP’s produced our VP’s and build teams to
produced our VP’s and build teams to
produced our VP’s and build teams to build financial independence because
build financial independence because
build financial independence because they love them because they love being
they love them because they love being
they love them because they love being part of a team big to me they’re
part of a team big to me they’re
part of a team big to me they’re starting with nothing but a dream
starting with nothing but a dream
starting with nothing but a dream starting with nothing but a dream but
starting with nothing but a dream but
starting with nothing but a dream but just being part of a group of people
just being part of a group of people
just being part of a group of people that you can count on that you love
that you can count on that you love
that you can count on that you love going to war with and one day that team
going to war with and one day that team
going to war with and one day that team kick in Prudential bunt to build a big
kick in Prudential bunt to build a big
kick in Prudential bunt to build a big team you got to have a crusade and what
team you got to have a crusade and what
team you got to have a crusade and what a crusade you’ll have today you’ve got
a crusade you’ll have today you’ve got
a crusade you’ll have today you’ve got to have a crusade you got to have a
to have a crusade you got to have a
to have a crusade you got to have a cause to fight for that AoE ins we were
cause to fight for that AoE ins we were
cause to fight for that AoE ins we were Crusaders first coach Lombardi says you
Crusaders first coach Lombardi says you
Crusaders first coach Lombardi says you capture the person’s heart you capture
capture the person’s heart you capture
capture the person’s heart you capture the man you know folks it’s not about
the man you know folks it’s not about
the man you know folks it’s not about the money first it’s not about the money
the money first it’s not about the money
the money first it’s not about the money first it’s so so so much bigger than
first it’s so so so much bigger than
first it’s so so so much bigger than that
that
that honestly folks I never thought I was
honestly folks I never thought I was
honestly folks I never thought I was capable of making big money
capable of making big money
capable of making big money I never thought somebody like me could
I never thought somebody like me could
I never thought somebody like me could make big money I never expected that I
make big money I never expected that I
make big money I never expected that I never sold a new recruit never in 20
never sold a new recruit never in 20
never sold a new recruit never in 20 years the money first
years the money first
years the money first I always thought though cash value is
I always thought though cash value is
I always thought though cash value is evil I thought it was criminal what that
evil I thought it was criminal what that
evil I thought it was criminal what that Gulf life agent did to me and Angela
Gulf life agent did to me and Angela
Gulf life agent did to me and Angela with two children selling us a fifteen
with two children selling us a fifteen
with two children selling us a fifteen thousand dollar whole life policy when
thousand dollar whole life policy when
thousand dollar whole life policy when he could have given us $100,000 term
he could have given us $100,000 term
he could have given us $100,000 term policy I couldn’t believe what the big
policy I couldn’t believe what the big
policy I couldn’t believe what the big insurance companies did to the families
insurance companies did to the families
insurance companies did to the families in America
in America
in America Prudential savage size policy was four
Prudential savage size policy was four
Prudential savage size policy was four thousand dollars it was our passion
thousand dollars it was our passion
thousand dollars it was our passion sound that made us different
sound that made us different
sound that made us different it was our passion that gave us a chance
it was our passion that gave us a chance
it was our passion that gave us a chance it’s got to be the crusade first not the
it’s got to be the crusade first not the
it’s got to be the crusade first not the money al Williams stood for something al
money al Williams stood for something al
money al Williams stood for something al Williams stood for some can you imagine
Williams stood for some can you imagine
Williams stood for some can you imagine this little peanut becoming such a
this little peanut becoming such a
this little peanut becoming such a dominant company in this industry that
dominant company in this industry that
dominant company in this industry that when you mentioned the word AoE ins
when you mentioned the word AoE ins
when you mentioned the word AoE ins people thought it meant something it
people thought it meant something it
people thought it meant something it meant something out it was not just
meant something out it was not just
meant something out it was not just another company they are we have stood
another company they are we have stood
another company they are we have stood for something in this industry when you
for something in this industry when you
for something in this industry when you mention al Williams those 250,000 agents
mention al Williams those 250,000 agents
mention al Williams those 250,000 agents those 2,000 companies they immediately
those 2,000 companies they immediately
those 2,000 companies they immediately felt fear they immediately felt
felt fear they immediately felt
felt fear they immediately felt intimidation they didn’t know where they
intimidation they didn’t know where they
intimidation they didn’t know where they didn’t know when but they knew we were
didn’t know when but they knew we were
didn’t know when but they knew we were out there
out there
out there they knew that Sunday somewhere if they
they knew that Sunday somewhere if they
they knew that Sunday somewhere if they sold a trash value policy al Williams
sold a trash value policy al Williams
sold a trash value policy al Williams was going to show up and it was gonna
was going to show up and it was gonna
was going to show up and it was gonna get ugly it was gonna get ugly we didn’t
get ugly it was gonna get ugly we didn’t
get ugly it was gonna get ugly we didn’t want to destroy the copper we didn’t
want to destroy the copper we didn’t
want to destroy the copper we didn’t want to we didn’t we didn’t want to be
want to we didn’t we didn’t want to be
want to we didn’t we didn’t want to be nice we wanted to destroy those chokers
nice we wanted to destroy those chokers
nice we wanted to destroy those chokers put that towel down John
put that towel down John
put that towel down John they even tell you something the harder
they even tell you something the harder
they even tell you something the harder they fall
they fall
they fall honestly my the harder they fall and
honestly my the harder they fall and
honestly my the harder they fall and they were so stupid they should have
they were so stupid they should have
they were so stupid they should have been nice they should have just gave up
been nice they should have just gave up
been nice they should have just gave up and you said but the harder they fall
and you said but the harder they fall
and you said but the harder they fall but next year they were the more they
but next year they were the more they
but next year they were the more they tried to put us out of business the more
tried to put us out of business the more
tried to put us out of business the more we loved it
we loved it
we loved it the more we loved it see we didn’t we
the more we loved it see we didn’t we
the more we loved it see we didn’t we didn’t look hey hey hey
we didn’t like you today Oh William we
we didn’t like you today Oh William we didn’t like you today at William we did
didn’t like you today at William we did
didn’t like you today at William we did a lot we loved it we didn’t like the
a lot we loved it we didn’t like the
a lot we loved it we didn’t like the fight we loved it we didn’t like the
fight we loved it we didn’t like the
fight we loved it we didn’t like the controversy we thrived on the
controversy we thrived on the
controversy we thrived on the controversy in 1976 10 years after I
controversy in 1976 10 years after I
controversy in 1976 10 years after I left coaching I was in corporate America
left coaching I was in corporate America
left coaching I was in corporate America with ITT and what Ellen really and I
with ITT and what Ellen really and I
with ITT and what Ellen really and I think the final thing that happened to
think the final thing that happened to
think the final thing that happened to me that made me wanted to start a Oh
me that made me wanted to start a Oh
me that made me wanted to start a Oh Williams it is I was an RVP with what
Williams it is I was an RVP with what
Williams it is I was an RVP with what Ellen read over the five southeastern
Ellen read over the five southeastern
Ellen read over the five southeastern space I had 650 people licensed told my
space I had 650 people licensed told my
space I had 650 people licensed told my team in 1960 76 I had 19 people that
team in 1960 76 I had 19 people that
team in 1960 76 I had 19 people that were ready to be promoted that had
were ready to be promoted that had
were ready to be promoted that had earned the right to be promoted and what
earned the right to be promoted and what
earned the right to be promoted and what Ellen read came out with their 1977
Ellen read came out with their 1977
Ellen read came out with their 1977 budgets and they gave my southeastern
budgets and they gave my southeastern
budgets and they gave my southeastern region two new offices to open the
region two new offices to open the
region two new offices to open the number one reason with 13 regions and
number one reason with 13 regions and
number one reason with 13 regions and Waddell and Reed I region produced more
Waddell and Reed I region produced more
Waddell and Reed I region produced more than all the next 12 combined and they
than all the next 12 combined and they
than all the next 12 combined and they allowed me to open two new offices and
allowed me to open two new offices and
allowed me to open two new offices and 17 people that had earned the right to
17 people that had earned the right to
17 people that had earned the right to be promoted had to wait another year
be promoted had to wait another year
be promoted had to wait another year another 12 months that I couldn’t stand
another 12 months that I couldn’t stand
another 12 months that I couldn’t stand it I wanted to be part of a company with
it I wanted to be part of a company with
it I wanted to be part of a company with no limits I wanted to be part of a
no limits I wanted to be part of a
no limits I wanted to be part of a company that would give you unlimited
company that would give you unlimited
company that would give you unlimited territory you could go anywhere no
territory you could go anywhere no
territory you could go anywhere no protected territory I wanted to be part
protected territory I wanted to be part
protected territory I wanted to be part of a company that would give you an
of a company that would give you an
of a company that would give you an unlimited market there were millions and
unlimited market there were millions and
unlimited market there were millions and millions and millions of people out
millions and millions of people out
millions and millions of people out there that had trash value policy that
there that had trash value policy that
there that had trash value policy that needed to be replaced there were 250,000
needed to be replaced there were 250,000
needed to be replaced there were 250,000 life insurance agents that were selling
life insurance agents that were selling
life insurance agents that were selling hundreds of thousands of policies every
hundreds of thousands of policies every
hundreds of thousands of policies every year increasing Meyer our market I want
year increasing Meyer our market I want
year increasing Meyer our market I want to be part of a company that had
to be part of a company that had
to be part of a company that had unlimited money that never asked you to
unlimited money that never asked you to
unlimited money that never asked you to slow down I want to be part of a company
slow down I want to be part of a company
slow down I want to be part of a company that would give you a chance to make
that would give you a chance to make
that would give you a chance to make unlimited promotions that you promoted
unlimited promotions that you promoted
unlimited promotions that you promoted the individual when they were ready but
the individual when they were ready but
the individual when they were ready but when you’re wherever you could where you
when you’re wherever you could where you
when you’re wherever you could where you could build it as big as you want and
could build it as big as you want and
could build it as big as you want and you could keep getting bigger never
you could keep getting bigger never
you could keep getting bigger never holding anybody back I want to be part
holding anybody back I want to be part
holding anybody back I want to be part of a company that had unlimited support
of a company that had unlimited support
of a company that had unlimited support think about this folks think of
think about this folks think of
think about this folks think of this it took us 12 years to get our own
this it took us 12 years to get our own
this it took us 12 years to get our own home office y’all are moving into an old
home office y’all are moving into an old
home office y’all are moving into an old your own home office a Tom in another
your own home office a Tom in another
your own home office a Tom in another cut in another couple of months it took
cut in another couple of months it took
cut in another couple of months it took us 12 years 10 with ITT and Waddell and
us 12 years 10 with ITT and Waddell and
us 12 years 10 with ITT and Waddell and Reed and 2 in our first two years today
Reed and 2 in our first two years today
Reed and 2 in our first two years today a weeks before we could get a company to
a weeks before we could get a company to
a weeks before we could get a company to build our own home office we were a
build our own home office we were a
build our own home office we were a freak we were unique we were different
freak we were unique we were different
freak we were unique we were different and we had to we couldn’t fit in with
and we had to we couldn’t fit in with
and we had to we couldn’t fit in with other companies out there al Williams
other companies out there al Williams
other companies out there al Williams finally had everything in place with no
finally had everything in place with no
finally had everything in place with no limits now we had no limits and in
limits now we had no limits and in
limits now we had no limits and in February 10 1977 we had to decide how
February 10 1977 we had to decide how
February 10 1977 we had to decide how are we gonna grow al Williams here we
are we gonna grow al Williams here we
are we gonna grow al Williams here we were a little peanut 85 people in one
were a little peanut 85 people in one
were a little peanut 85 people in one city in one state how will we go and
city in one state how will we go and
city in one state how will we go and build this arm if 225,000 people in
build this arm if 225,000 people in
build this arm if 225,000 people in every city in every state we decided we
every city in every state we decided we
every city in every state we decided we were gonna do it like McDonald’s did it
were gonna do it like McDonald’s did it
were gonna do it like McDonald’s did it by opening new stores let me give you
by opening new stores let me give you
by opening new stores let me give you another unwritten law great companies
another unwritten law great companies
another unwritten law great companies always grow McDonald’s was founded in
always grow McDonald’s was founded in
always grow McDonald’s was founded in 1984 in California the first 17 years
1984 in California the first 17 years
1984 in California the first 17 years they opened 700 stores in 1983 they were
they opened 700 stores in 1983 they were
they opened 700 stores in 1983 they were opening three stores a day in 2012 they
opening three stores a day in 2012 they
opening three stores a day in 2012 they had 33,000 stores all over the world to
had 33,000 stores all over the world to
had 33,000 stores all over the world to grow primerica’s got to open these
grow primerica’s got to open these
grow primerica’s got to open these stores I had lunch this past year a few
stores I had lunch this past year a few
stores I had lunch this past year a few months ago with truett Cathy the founder
months ago with truett Cathy the founder
months ago with truett Cathy the founder of chick-fil-a he founded chick-fil-a in
of chick-fil-a he founded chick-fil-a in
of chick-fil-a he founded chick-fil-a in Atlanta Georgia in the early 1960s for
Atlanta Georgia in the early 1960s for
Atlanta Georgia in the early 1960s for ten years he only had one store today he
ten years he only had one store today he
ten years he only had one store today he has 1,400 stores and he’s worth four
has 1,400 stores and he’s worth four
has 1,400 stores and he’s worth four billion dollars we decided today a wish
billion dollars we decided today a wish
billion dollars we decided today a wish that we were going to expand by the
that we were going to expand by the
that we were going to expand by the magic of multiplication let me give you
magic of multiplication let me give you
magic of multiplication let me give you this example of addition verses
this example of addition verses
this example of addition verses multiplication let’s say you are the
multiplication let’s say you are the
multiplication let’s say you are the only RVP Sheryl on your team that
only RVP Sheryl on your team that
only RVP Sheryl on your team that produces our VPS and you go out and
produces our VPS and you go out and
produces our VPS and you go out and produce three our VPS
produce three our VPS
produce three our VPS then you do that ten times that tenth
then you do that ten times that tenth
then you do that ten times that tenth generation our VP would give you a total
generation our VP would give you a total
generation our VP would give you a total of 30 but but if you’re giving other
of 30 but but if you’re giving other
of 30 but but if you’re giving other people a chance to build a team to have
people a chance to build a team to have
people a chance to build a team to have the same unlimited opportunity you have
the same unlimited opportunity you have
the same unlimited opportunity you have you go bill three Cheryl and you help
you go bill three Cheryl and you help
you go bill three Cheryl and you help them bill three you go bill free help
them bill three you go bill free help
them bill three you go bill free help the build a team of three and you do
the build a team of three and you do
the build a team of three and you do that times ten through ten generations
that times ten through ten generations
that times ten through ten generations you would have fifty nine thousand our
you would have fifty nine thousand our
you would have fifty nine thousand our VPS that’s 30 versus fifty-nine thousand
VPS that’s 30 versus fifty-nine thousand
VPS that’s 30 versus fifty-nine thousand if those organizations did ten thousand
if those organizations did ten thousand
if those organizations did ten thousand dollars in premium a month by addition
dollars in premium a month by addition
dollars in premium a month by addition you would produce three hundred thousand
you would produce three hundred thousand
you would produce three hundred thousand dollars a month in premium but if you
dollars a month in premium but if you
dollars a month in premium but if you did it by multiplication would be five
did it by multiplication would be five
did it by multiplication would be five hundred and ninety million dollars a
hundred and ninety million dollars a
hundred and ninety million dollars a month in premium that’s magic ain’t that
month in premium that’s magic ain’t that
month in premium that’s magic ain’t that magic in 1977 the original a of Williams
magic in 1977 the original a of Williams
magic in 1977 the original a of Williams plan for growth and expansion was for
plan for growth and expansion was for
plan for growth and expansion was for you to become an RVP you to produce
you to become an RVP you to produce
you to become an RVP you to produce seven to ten our VPS and you kept your
seven to ten our VPS and you kept your
seven to ten our VPS and you kept your our VPS build a team of seven to ten our
our VPS build a team of seven to ten our
our VPS build a team of seven to ten our VPS let’s look at the magic of
VPS let’s look at the magic of
VPS let’s look at the magic of multiplication again you produce seven
multiplication again you produce seven
multiplication again you produce seven but you’re the only person that produces
but you’re the only person that produces
but you’re the only person that produces our VPS so you do that through three
our VPS so you do that through three
our VPS so you do that through three generation that gives you 21
generation that gives you 21
generation that gives you 21 a team of 21 but if you give your people
a team of 21 but if you give your people
a team of 21 but if you give your people the same unlimited opportunity you have
the same unlimited opportunity you have
the same unlimited opportunity you have you produce seven and then they go out
you produce seven and then they go out
you produce seven and then they go out and produce seven you do that through
and produce seven you do that through
and produce seven you do that through three generations
three generations
three generations that’s 343 our VP’s so addition is 21
that’s 343 our VP’s so addition is 21
that’s 343 our VP’s so addition is 21 they do $10,000 a month that’s $210,000
they do $10,000 a month that’s $210,000
they do $10,000 a month that’s $210,000 of mine but if you build a team of 343
of mine but if you build a team of 343
of mine but if you build a team of 343 that do 10,000 that’s 3.4 million
that do 10,000 that’s 3.4 million
that do 10,000 that’s 3.4 million dollars a month that’s magic you want to
dollars a month that’s magic you want to
dollars a month that’s magic you want to know how a OE is built an army you know
know how a OE is built an army you know
know how a OE is built an army you know to know hi L when you spread out all
to know hi L when you spread out all
to know hi L when you spread out all over the United States had an office in
over the United States had an office in
over the United States had an office in every city in every town even Cairo
every city in every town even Cairo
every city in every town even Cairo Georgia had an Al Williams office we did
Georgia had an Al Williams office we did
Georgia had an Al Williams office we did it by multiplication and as you see I
it by multiplication and as you see I
it by multiplication and as you see I believe the only way to build successful
believe the only way to build successful
believe the only way to build successful our VPS is to build strong base
our VPS is to build strong base
our VPS is to build strong base jobs you know for some reason some of
jobs you know for some reason some of
jobs you know for some reason some of you new people think AO Williams we
you new people think AO Williams we
you new people think AO Williams we didn’t have strong based shops you’ve
didn’t have strong based shops you’ve
didn’t have strong based shops you’ve got a little old biddy based shops today
got a little old biddy based shops today
got a little old biddy based shops today compared to what our people did
compared to what our people did
compared to what our people did it’s just pitiful when I look at some of
it’s just pitiful when I look at some of
it’s just pitiful when I look at some of your numbers see see a tail Williams we
your numbers see see a tail Williams we
your numbers see see a tail Williams we believe the only way to build our VP’s
believe the only way to build our VP’s
believe the only way to build our VP’s was to have strong based jobs see we
was to have strong based jobs see we
was to have strong based jobs see we looked at our base shops different
looked at our base shops different
looked at our base shops different though we thought we we we thought our
though we thought we we we thought our
though we thought we we we thought our base shot for our VP factories CIC our
base shot for our VP factories CIC our
base shot for our VP factories CIC our base shops were supposed to produce our
base shops were supposed to produce our
base shops were supposed to produce our VP’s not sales we were not the sales
VP’s not sales we were not the sales
VP’s not sales we were not the sales business we built people not sales CAA
business we built people not sales CAA
business we built people not sales CAA Oh Williams had high standards for its
Oh Williams had high standards for its
Oh Williams had high standards for its base shops not these piddling old things
base shops not these piddling old things
base shops not these piddling old things y’all build I was looking at a a
y’all build I was looking at a a
y’all build I was looking at a a Williams way in 1985 a rodea Williams
Williams way in 1985 a rodea Williams
Williams way in 1985 a rodea Williams way in 1985 let me tell you what the
way in 1985 let me tell you what the
way in 1985 let me tell you what the target was for our base shops poor job
target was for our base shops poor job
target was for our base shops poor job the life insurance sales was 15 and
the life insurance sales was 15 and
the life insurance sales was 15 and below a so-so job was 16 to 29 a good
below a so-so job was 16 to 29 a good
below a so-so job was 16 to 29 a good job was 31 to 49 an excellent job was 50
job was 31 to 49 an excellent job was 50
job was 31 to 49 an excellent job was 50 or more the target our BP base shop
or more the target our BP base shop
or more the target our BP base shop income we gave people we said to make a
income we gave people we said to make a
income we gave people we said to make a good living you need to have five direct
good living you need to have five direct
good living you need to have five direct legs to you a direct leg is a team
legs to you a direct leg is a team
legs to you a direct leg is a team that’s doing 5 to 10 sales you need five
that’s doing 5 to 10 sales you need five
that’s doing 5 to 10 sales you need five of those direct you just to make a good
of those direct you just to make a good
of those direct you just to make a good living to make a great living you need
living to make a great living you need
living to make a great living you need 10 directs the build it big time you
10 directs the build it big time you
10 directs the build it big time you need 20 direct legs al Williams believed
need 20 direct legs al Williams believed
need 20 direct legs al Williams believed strong based shop produces strong our
strong based shop produces strong our
strong based shop produces strong our VP’s mirror Walker Tom Stafford Lawrence
VP’s mirror Walker Tom Stafford Lawrence
VP’s mirror Walker Tom Stafford Lawrence Walker join me on the stage please for a
Walker join me on the stage please for a
Walker join me on the stage please for a second
second
second [Applause]
[Applause]
[Applause] [Music]
[Music]
[Music] [Applause]
[Music]
[Music] Bob Safford cuk if you want to if you
Bob Safford cuk if you want to if you
Bob Safford cuk if you want to if you want to you got a choice of building an
want to you got a choice of building an
want to you got a choice of building an RVP factory where you build a huge team
RVP factory where you build a huge team
RVP factory where you build a huge team of lots of our dps where you build great
of lots of our dps where you build great
of lots of our dps where you build great will and you can pass it on for
will and you can pass it on for
will and you can pass it on for generations bob Safra did that my good
generations bob Safra did that my good
generations bob Safra did that my good friend died about a year and a half ago
friend died about a year and a half ago
friend died about a year and a half ago but what a legacy he left you right Tom
but what a legacy he left you right Tom
but what a legacy he left you right Tom making over a million dollars a year in
making over a million dollars a year in
making over a million dollars a year in that unbelievable pay and we object–a
that unbelievable pay and we object–a
that unbelievable pay and we object–a do you remember folks in nineteen in
do you remember folks in nineteen in
do you remember folks in nineteen in 1984 when we were here in Boca ratone
1984 when we were here in Boca ratone
1984 when we were here in Boca ratone that was just a dream we just hoped we
that was just a dream we just hoped we
that was just a dream we just hoped we were going to be good enough to do that
were going to be good enough to do that
were going to be good enough to do that one day but it’s no longer hope it’s no
one day but it’s no longer hope it’s no
one day but it’s no longer hope it’s no longer a dream it’s for real my buddy
longer a dream it’s for real my buddy
longer a dream it’s for real my buddy Lafayette Walker professor in Washington
Lafayette Walker professor in Washington
Lafayette Walker professor in Washington DC he wanted more than that he wanted to
DC he wanted more than that he wanted to
DC he wanted more than that he wanted to build a legacy of greatness he went out
build a legacy of greatness he went out
build a legacy of greatness he went out and built a great team and he passed
and built a great team and he passed
and built a great team and he passed away but he left at his young uns man
away but he left at his young uns man
away but he left at his young uns man hey come in Mary I can shock it I can I
hey come in Mary I can shock it I can I
hey come in Mary I can shock it I can I start crying over this one I tell you I
start crying over this one I tell you I
start crying over this one I tell you I wish I wish I wish all could have known
wish I wish I wish all could have known
wish I wish I wish all could have known Randall Walker Randall and Mary Walker
Randall Walker Randall and Mary Walker
Randall Walker Randall and Mary Walker in my mind there were millions of us
in my mind there were millions of us
in my mind there were millions of us today I wish we recruited me it only got
today I wish we recruited me it only got
today I wish we recruited me it only got 225,000 licenses but before you think
225,000 licenses but before you think
225,000 licenses but before you think that’s too little think about what y’all
that’s too little think about what y’all
that’s too little think about what y’all work that down too
work that down too
work that down too [Music]
[Music]
[Music] but but you know what
but but you know what
but but you know what hey John’s put that towel down of all
hey John’s put that towel down of all
hey John’s put that towel down of all the millions of people that came through
the millions of people that came through
the millions of people that came through AO Williams as I look back I think Mary
AO Williams as I look back I think Mary
AO Williams as I look back I think Mary and Randall Walker symbolized the
and Randall Walker symbolized the
and Randall Walker symbolized the goodness of a a we it’s probably better
goodness of a a we it’s probably better
goodness of a a we it’s probably better than any other couple
even when
even when even when those assholes at Citigroup
even when those assholes at Citigroup
even when those assholes at Citigroup we’re trying to run this company shut up
we’re trying to run this company shut up
we’re trying to run this company shut up John
John
John [Applause]
[Applause]
[Applause] Mary Walker in them even when they were
Mary Walker in them even when they were
Mary Walker in them even when they were up there didn’t know what little crap
up there didn’t know what little crap
up there didn’t know what little crap they were doing almost destroyed this
they were doing almost destroyed this
they were doing almost destroyed this country they never believed like they
country they never believed like they
country they never believed like they believed they never fell for their craft
believed they never fell for their craft
believed they never fell for their craft they always lived it like ayo Williams
they always lived it like ayo Williams
they always lived it like ayo Williams they kept doing the say the best in the
they kept doing the say the best in the
they kept doing the say the best in the world
world
world Randall died a few years ago wish she
Randall died a few years ago wish she
Randall died a few years ago wish she could have known him he was the best but
could have known him he was the best but
could have known him he was the best but he and Mary built something great and
he and Mary built something great and
he and Mary built something great and they got a great legacy they’re gonna
they got a great legacy they’re gonna
they got a great legacy they’re gonna leave something to Mandy and John one
leave something to Mandy and John one
leave something to Mandy and John one day right so when you became when you
day right so when you became when you
day right so when you became when you became an RVP in Al Williams you had
became an RVP in Al Williams you had
became an RVP in Al Williams you had your own business your own company you
your own business your own company you
your own business your own company you could make a decision which way you
could make a decision which way you
could make a decision which way you wanted to go in whichever way you want
wanted to go in whichever way you want
wanted to go in whichever way you want to build it we were fine with that to
to build it we were fine with that to
to build it we were fine with that to build a team you got to have competition
build a team you got to have competition
build a team you got to have competition to build it big you got love to compete
to build it big you got love to compete
to build it big you got love to compete you got love the toughness I love what
you got love the toughness I love what
you got love the toughness I love what coach Leahy said Mike in the 1940s up
coach Leahy said Mike in the 1940s up
coach Leahy said Mike in the 1940s up with Notre Dame he called his running
with Notre Dame he called his running
with Notre Dame he called his running backs together and he said running backs
backs together and he said running backs
backs together and he said running backs you’d rather die at birth then fumble
you’d rather die at birth then fumble
you’d rather die at birth then fumble the football at Notre Dame that’s the
the football at Notre Dame that’s the
the football at Notre Dame that’s the way we fail today Oh Williams we love to
way we fail today Oh Williams we love to
way we fail today Oh Williams we love to compete competition is everything you’ve
compete competition is everything you’ve
compete competition is everything you’ve got to have a scoreboard if you don’t
got to have a scoreboard if you don’t
got to have a scoreboard if you don’t have something to play for you and your
have something to play for you and your
have something to play for you and your team get tired you get bored you give up
team get tired you get bored you give up
team get tired you get bored you give up February 10 1977 when we were that
February 10 1977 when we were that
February 10 1977 when we were that little old bitty peanut we got together
little old bitty peanut we got together
little old bitty peanut we got together in Atlanta Georgia and we said who do we
in Atlanta Georgia and we said who do we
in Atlanta Georgia and we said who do we want to beat and we said who’s number
want to beat and we said who’s number
want to beat and we said who’s number one who’s the most famous company in the
one who’s the most famous company in the
one who’s the most famous company in the industry the largest industry in the
industry the largest industry in the
industry the largest industry in the world in 1977 was the life insurance
world in 1977 was the life insurance
world in 1977 was the life insurance industry we said who’s number one who’s
industry we said who’s number one who’s
industry we said who’s number one who’s the most famous company out there who to
the most famous company out there who to
the most famous company out there who to all of people thinks the best club in
all of people thinks the best club in
all of people thinks the best club in this industry and we researched and we
this industry and we researched and we
this industry and we researched and we found out it was Prudential and we said
found out it was Prudential and we said
found out it was Prudential and we said that’s who we want
that’s who we want
that’s who we want we’re going after the best we’re gonna
we’re going after the best we’re gonna
we’re going after the best we’re gonna knock their ass off so you’ve got to
knock their ass off so you’ve got to
knock their ass off so you’ve got to always have competition on your team
always have competition on your team
always have competition on your team you’ve got to always have somebody going
you’ve got to always have somebody going
you’ve got to always have somebody going for number one somebody’s trying to
for number one somebody’s trying to
for number one somebody’s trying to trying to break a record somebody’s
trying to break a record somebody’s
trying to break a record somebody’s trying to win a promotion somebody
trying to win a promotion somebody
trying to win a promotion somebody trying to win a contest somebody trying
trying to win a contest somebody trying
trying to win a contest somebody trying to win a t-shirt competition is
to win a t-shirt competition is
to win a t-shirt competition is everything but none you know what Angela
everything but none you know what Angela
everything but none you know what Angela kissed me goodbye this morning and she
kissed me goodbye this morning and she
kissed me goodbye this morning and she said hard don’t go down and make a fool
said hard don’t go down and make a fool
said hard don’t go down and make a fool out of yourself he said can’t you go
out of yourself he said can’t you go
out of yourself he said can’t you go down and just talk like a regular human
down and just talk like a regular human
down and just talk like a regular human being you know you don’t do you got to
being you know you don’t do you got to
being you know you don’t do you got to get up there and scream and holler on
get up there and scream and holler on
get up there and scream and holler on your fake no I just can’t do it to build
your fake no I just can’t do it to build
your fake no I just can’t do it to build a team to build a team you got to be a
a team to build a team you got to be a
a team to build a team you got to be a winner you got to be a winner to build a
winner you got to be a winner to build a
winner you got to be a winner to build a team you got to prove to your people
team you got to prove to your people
team you got to prove to your people that the opportunities for real see
that the opportunities for real see
that the opportunities for real see folks are they of Williams we didn’t
folks are they of Williams we didn’t
folks are they of Williams we didn’t believe in fake it until you make it see
believe in fake it until you make it see
believe in fake it until you make it see al Williams we didn’t believe you needed
al Williams we didn’t believe you needed
al Williams we didn’t believe you needed a big house for a big office or a big
a big house for a big office or a big
a big house for a big office or a big car or wearing fancy thousand dollar
car or wearing fancy thousand dollar
car or wearing fancy thousand dollar suits having a Rolex watch see you need
suits having a Rolex watch see you need
suits having a Rolex watch see you need to keep expenses low you can’t ever be
to keep expenses low you can’t ever be
to keep expenses low you can’t ever be too low with your expenses your personal
too low with your expenses your personal
too low with your expenses your personal expenses and your business expenses you
expenses and your business expenses you
expenses and your business expenses you got a deal below your means you got to
got a deal below your means you got to
got a deal below your means you got to prepare for crap that happens craps
prepare for crap that happens craps
prepare for crap that happens craps gonna happen right what do you people
gonna happen right what do you people
gonna happen right what do you people need to see you do
need to see you do
need to see you do what do your people need to see you do
what do your people need to see you do
what do your people need to see you do to build a championship team they need
to build a championship team they need
to build a championship team they need to see you always do it first he always
to see you always do it first he always
to see you always do it first he always had another unwritten law that if that
had another unwritten law that if that
had another unwritten law that if that if one person can do it and you don’t
if one person can do it and you don’t
if one person can do it and you don’t have any excuse you can do it right you
have any excuse you can do it right you
have any excuse you can do it right you ought to be that one person that can do
ought to be that one person that can do
ought to be that one person that can do it first go prove to your people that it
it first go prove to your people that it
it first go prove to your people that it can be done always be the best recruiter
can be done always be the best recruiter
can be done always be the best recruiter always be the best field trainer always
always be the best field trainer always
always be the best field trainer always be excited always be busy do you know
be excited always be busy do you know
be excited always be busy do you know the best thing you can show you people
the best thing you can show you people
the best thing you can show you people is how much money you saved folks I
is how much money you saved folks I
is how much money you saved folks I can’t tell you the hundreds of part-time
can’t tell you the hundreds of part-time
can’t tell you the hundreds of part-time people I recruited in this business by
people I recruited in this business by
people I recruited in this business by showing them by mutual fund statement
showing them by mutual fund statement
showing them by mutual fund statement with $42,000 that I’d say making
with $42,000 that I’d say making
with $42,000 that I’d say making part-time idiot al Williams I can’t tell
part-time idiot al Williams I can’t tell
part-time idiot al Williams I can’t tell you the hundreds of people I I recruited
you the hundreds of people I I recruited
you the hundreds of people I I recruited in this bitch by showing them my plan of
in this bitch by showing them my plan of
in this bitch by showing them my plan of financial independence to build a
financial independence to build a
financial independence to build a championship team we wanted promotion
championship team we wanted promotion
championship team we wanted promotion guidelines that were simple where
guidelines that were simple where
guidelines that were simple where everybody could understand easily what
everybody could understand easily what
everybody could understand easily what they had to do to get to the next
they had to do to get to the next
they had to do to get to the next promotion we wanted new recruits to get
promotion we wanted new recruits to get
promotion we wanted new recruits to get promotions fast that’s the way you build
promotions fast that’s the way you build
promotions fast that’s the way you build momentum in your team there’s everybody
momentum in your team there’s everybody
momentum in your team there’s everybody going out to a promotion everybody going
going out to a promotion everybody going
going out to a promotion everybody going after sales leader district leader
after sales leader district leader
after sales leader district leader division leader regional manager our VP
division leader regional manager our VP
division leader regional manager our VP SVP NSD but we wanted every new recruit
SVP NSD but we wanted every new recruit
SVP NSD but we wanted every new recruit to see a clear fast path to our VP now
to see a clear fast path to our VP now
to see a clear fast path to our VP now warning folks if you rape your people
warning folks if you rape your people
warning folks if you rape your people they will find out eventually and hate
they will find out eventually and hate
they will find out eventually and hate you the example holding people back from
you the example holding people back from
you the example holding people back from our VP promotions so you can make more
our VP promotions so you can make more
our VP promotions so you can make more money in the pools
see it was mandatory at ayo Williams
see it was mandatory at ayo Williams that even though you’ve got your own
that even though you’ve got your own
that even though you’ve got your own company within a company it was
company within a company it was
company within a company it was mandatory do weaves and when I say
mandatory do weaves and when I say
mandatory do weaves and when I say mandatory that means your ass is gonna
mandatory that means your ass is gonna
mandatory that means your ass is gonna be fired if you don’t do it it was
be fired if you don’t do it it was
be fired if you don’t do it it was mandatory Dale Williams that everybody
mandatory Dale Williams that everybody
mandatory Dale Williams that everybody follow the company guidelines you can
follow the company guidelines you can
follow the company guidelines you can never have guidelines tougher than the
never have guidelines tougher than the
never have guidelines tougher than the company can you believe anybody to do
company can you believe anybody to do
company can you believe anybody to do that kind of crowd can their ass so fast
that kind of crowd can their ass so fast
that kind of crowd can their ass so fast you wouldn’t believe it
as an RVP
as an RVP you have the right to promote early in
you have the right to promote early in
you have the right to promote early in fact you’re stupid if you don’t make
fact you’re stupid if you don’t make
fact you’re stupid if you don’t make battlefield promotions another unwritten
battlefield promotions another unwritten
battlefield promotions another unwritten law you want to pretty odd is that too
law you want to pretty odd is that too
law you want to pretty odd is that too bad another unwritten law you want to
bad another unwritten law you want to
bad another unwritten law you want to promote people when they have momentum
promote people when they have momentum
promote people when they have momentum not wait until they lose momentum
not wait until they lose momentum
not wait until they lose momentum warning every RVP follows the company
warning every RVP follows the company
warning every RVP follows the company guidelines and let me tell you something
guidelines and let me tell you something
guidelines and let me tell you something interesting folks I was more than a
interesting folks I was more than a
interesting folks I was more than a double stud I produced nine first
double stud I produced nine first
double stud I produced nine first generation are VPS Seven original RV
generation are VPS Seven original RV
generation are VPS Seven original RV please plus Bob Stafford plus Bob Miller
please plus Bob Stafford plus Bob Miller
please plus Bob Stafford plus Bob Miller a hundred percent of my art first
a hundred percent of my art first
a hundred percent of my art first generations made it none of them failed
generations made it none of them failed
generations made it none of them failed they all were multi millionaires they
they all were multi millionaires they
they all were multi millionaires they all built big teams all my first built
all built big teams all my first built
all built big teams all my first built tons of our VPS that became financially
tons of our VPS that became financially
tons of our VPS that became financially independent but you know what 20 years
independent but you know what 20 years
independent but you know what 20 years later the aom’s team those 10,000 are
later the aom’s team those 10,000 are
later the aom’s team those 10,000 are VPS 225 licensed people look like 90% of
VPS 225 licensed people look like 90% of
VPS 225 licensed people look like 90% of them are our VPS that we’re doing 5,000
them are our VPS that we’re doing 5,000
them are our VPS that we’re doing 5,000 10,000 $15,000 based jobs and yes you
10,000 $15,000 based jobs and yes you
10,000 $15,000 based jobs and yes you know what we even had some our VP’s
know what we even had some our VP’s
know what we even had some our VP’s failed and you know why if you build a
failed and you know why if you build a
failed and you know why if you build a big team you’re just going to look just
big team you’re just going to look just
big team you’re just going to look just like that see if you have a plan to
like that see if you have a plan to
like that see if you have a plan to never have our VPS failed to promote
never have our VPS failed to promote
never have our VPS failed to promote only $330,000 based shop our VPS for
only $330,000 based shop our VPS for
only $330,000 based shop our VPS for your our VPS to earn $250,000 a year
your our VPS to earn $250,000 a year
your our VPS to earn $250,000 a year two bad things will happen to you your
two bad things will happen to you your
two bad things will happen to you your team will always be little and number
team will always be little and number
team will always be little and number two you would have did that you would
two you would have did that you would
two you would have did that you would have you would have denied hundreds of
have you would have denied hundreds of
have you would have denied hundreds of people literally hundreds of people the
people literally hundreds of people the
people literally hundreds of people the opportunity to change their lives see I
opportunity to change their lives see I
opportunity to change their lives see I believe it service I believe it sure is
believe it service I believe it sure is
believe it service I believe it sure is I believe it’s your responsibility as an
I believe it’s your responsibility as an
I believe it’s your responsibility as an RB plea to push up people to build
RB plea to push up people to build
RB plea to push up people to build people not sell to promote your people
people not sell to promote your people
people not sell to promote your people yes when they hit the guidelines most of
yes when they hit the guidelines most of
yes when they hit the guidelines most of the time but sometimes early if you
the time but sometimes early if you
the time but sometimes early if you arrow always arrow promoting people
arrow always arrow promoting people
arrow always arrow promoting people early never arrow holding people back
early never arrow holding people back
early never arrow holding people back what was though what was what was the AO
what was though what was what was the AO
what was though what was what was the AO Williams dream I’m almost through now
Williams dream I’m almost through now
Williams dream I’m almost through now maybe don’t hang in here how long I’ve
maybe don’t hang in here how long I’ve
maybe don’t hang in here how long I’ve been going oh the dream let me tell you
been going oh the dream let me tell you
been going oh the dream let me tell you what the dream was to me I founded this
what the dream was to me I founded this
what the dream was to me I founded this thing let me just tell you the way I
thing let me just tell you the way I
thing let me just tell you the way I thought you know because when I founded
thought you know because when I founded
thought you know because when I founded a or Williams and I recruited my first
a or Williams and I recruited my first
a or Williams and I recruited my first guy Bob you sign that was in 1972 I
guy Bob you sign that was in 1972 I
guy Bob you sign that was in 1972 I started in 1967 so I’d already been in
started in 1967 so I’d already been in
started in 1967 so I’d already been in this crap for five or six years right
this crap for five or six years right
this crap for five or six years right and so let me tell you what the dream
and so let me tell you what the dream
and so let me tell you what the dream was to me I had a great life I loved
was to me I had a great life I loved
was to me I had a great life I loved coaching football I love that that was
coaching football I love that that was
coaching football I love that that was all I wanted to do as youngster was be a
all I wanted to do as youngster was be a
all I wanted to do as youngster was be a coach and the dream to me and going in
coach and the dream to me and going in
coach and the dream to me and going in business and becoming an RVP
business and becoming an RVP
business and becoming an RVP is I wanted to be my own boss I don’t I
is I wanted to be my own boss I don’t I
is I wanted to be my own boss I don’t I just and most people feel the same way
just and most people feel the same way
just and most people feel the same way all the people in this room feel the
all the people in this room feel the
all the people in this room feel the same way they’re millions and millions
same way they’re millions and millions
same way they’re millions and millions and millions of millions of people out
and millions of millions of people out
and millions of millions of people out there in America and Canada to feel the
there in America and Canada to feel the
there in America and Canada to feel the same way but I wanted to be my own boss
same way but I wanted to be my own boss
same way but I wanted to be my own boss I want to be totally financially
I want to be totally financially
I want to be totally financially independent but that was an obsession
independent but that was an obsession
independent but that was an obsession with me and all 85 of those other people
with me and all 85 of those other people
with me and all 85 of those other people I want to be in this position John where
I want to be in this position John where
I want to be in this position John where nobody could put their thumb on me do
nobody could put their thumb on me do
nobody could put their thumb on me do you know how wonderful a task right yeah
you know how wonderful a task right yeah
you know how wonderful a task right yeah I told John Addison I love old John he’s
I told John Addison I love old John he’s
I told John Addison I love old John he’s got he’s got a heart he leads with his
got he’s got a heart he leads with his
got he’s got a heart he leads with his heart
heart
heart but John asked me to speak today
but John asked me to speak today
but John asked me to speak today and first date I said what time you want
and first date I said what time you want
and first date I said what time you want me to speak Mike burrows called me he
me to speak Mike burrows called me he
me to speak Mike burrows called me he said well you should start off at 8:30 I
said well you should start off at 8:30 I
said well you should start off at 8:30 I said I don’t I don’t do that normal I
said I don’t I don’t do that normal I
said I don’t I don’t do that normal I said I don’t even know what an alarm
said I don’t even know what an alarm
said I don’t even know what an alarm clock is I said I get up when I want to
clock is I said I get up when I want to
clock is I said I get up when I want to get up and I said 95 is packed with
get up and I said 95 is packed with
get up and I said 95 is packed with people you know getting to work from
people you know getting to work from
people you know getting to work from 6:00 to 8:00 like Atlanta Georgia I hate
6:00 to 8:00 like Atlanta Georgia I hate
6:00 to 8:00 like Atlanta Georgia I hate Atlanta Georgia you know I can’t get no
Atlanta Georgia you know I can’t get no
Atlanta Georgia you know I can’t get no where’s his digits right and I said I
where’s his digits right and I said I
where’s his digits right and I said I don’t speak to 10 o’clock or 10:30 I get
don’t speak to 10 o’clock or 10:30 I get
don’t speak to 10 o’clock or 10:30 I get up when I want to shave and shower I had
up when I want to shave and shower I had
up when I want to shave and shower I had breakfast and I leisurely ride down here
breakfast and I leisurely ride down here
breakfast and I leisurely ride down here listening to a William songs see I’m
listening to a William songs see I’m
listening to a William songs see I’m financially independent I don’t have to
financially independent I don’t have to
financially independent I don’t have to take crap from nobody
see number two the reason the dream to
see number two the reason the dream to me was number one being my own boss
me was number one being my own boss
me was number one being my own boss number two being totally financially
number two being totally financially
number two being totally financially independent number three was the work
independent number three was the work
independent number three was the work that’s something I’m passionate about
that’s something I’m passionate about
that’s something I’m passionate about that’s what life’s all about folks I
that’s what life’s all about folks I
that’s what life’s all about folks I still love this stuff you understand
still love this stuff you understand
still love this stuff you understand that can you imagine me doing this I
that can you imagine me doing this I
that can you imagine me doing this I don’t have to do I could be me and norm
don’t have to do I could be me and norm
don’t have to do I could be me and norm we’re playing golf and Dave Francis and
we’re playing golf and Dave Francis and
we’re playing golf and Dave Francis and Bill Orenda I could be out there right
Bill Orenda I could be out there right
Bill Orenda I could be out there right now at Trump International practicing my
now at Trump International practicing my
now at Trump International practicing my golf game but I’m down here talking to
golf game but I’m down here talking to
golf game but I’m down here talking to you because I love it you want to be you
you because I love it you want to be you
you because I love it you want to be you want to have something you’re passionate
want to have something you’re passionate
want to have something you’re passionate about and then the last thing I wanted
about and then the last thing I wanted
about and then the last thing I wanted is I wanted a great quality of life I
is I wanted a great quality of life I
is I wanted a great quality of life I didn’t want to go in business and just
didn’t want to go in business and just
didn’t want to go in business and just have a crappy life just for the money
have a crappy life just for the money
have a crappy life just for the money just to go out there and crap and screw
just to go out there and crap and screw
just to go out there and crap and screw up y’all hole everything I wanted to
up y’all hole everything I wanted to
up y’all hole everything I wanted to have it all I wanted to have a great
have it all I wanted to have a great
have it all I wanted to have a great family I wanted to enjoy my my bidness I
family I wanted to enjoy my my bidness I
family I wanted to enjoy my my bidness I wanted to love my people
wanted to love my people
wanted to love my people Peter the dream we’re selling it al
Peter the dream we’re selling it al
Peter the dream we’re selling it al Williams was not running a base shop
Williams was not running a base shop
Williams was not running a base shop forever it was not being a fanatic
forever it was not being a fanatic
forever it was not being a fanatic forever it was not field-training
forever it was not field-training
forever it was not field-training greenies four and five nights a week
greenies four and five nights a week
greenies four and five nights a week forever it was not being on a on a
forever it was not being on a on a
forever it was not being on a on a treadmill forever that’s a nightmare you
treadmill forever that’s a nightmare you
treadmill forever that’s a nightmare you understand that that’s a dadgum
understand that that’s a dadgum
understand that that’s a dadgum nightmare our dream of ayo Williams was
nightmare our dream of ayo Williams was
nightmare our dream of ayo Williams was there work hard yes be a fanatic key is
there work hard yes be a fanatic key is
there work hard yes be a fanatic key is that the first few years but work hard
that the first few years but work hard
that the first few years but work hard so you can enjoy a great quality of life
so you can enjoy a great quality of life
so you can enjoy a great quality of life I believe in in achieving this great
I believe in in achieving this great
I believe in in achieving this great quality of life you go through four
quality of life you go through four
quality of life you go through four phases phase number one the first few
phases phase number one the first few
phases phase number one the first few years you are fanatic you’re out there
years you are fanatic you’re out there
years you are fanatic you’re out there working five four or five nights or we
working five four or five nights or we
working five four or five nights or we training these greenies then you enter
training these greenies then you enter
training these greenies then you enter phase number two when you’re still
phase number two when you’re still
phase number two when you’re still running a base shop but you’re starting
running a base shop but you’re starting
running a base shop but you’re starting to promote our VPS and opening new
to promote our VPS and opening new
to promote our VPS and opening new offices and then you enter phase number
offices and then you enter phase number
offices and then you enter phase number three where you’re promoting mo our VPS
three where you’re promoting mo our VPS
three where you’re promoting mo our VPS your our VPS are starting to promote our
your our VPS are starting to promote our
your our VPS are starting to promote our VPS and now your base shop activity book
VPS and now your base shop activity book
VPS and now your base shop activity book smaller you recruit less people
smaller you recruit less people
smaller you recruit less people personally you and a feel less and then
personally you and a feel less and then
personally you and a feel less and then you enter phase number four where you’re
you enter phase number four where you’re
you enter phase number four where you’re having fun you’re traveling around
having fun you’re traveling around
having fun you’re traveling around talking to your people helping them
talking to your people helping them
talking to your people helping them reach that great quality of life the key
reach that great quality of life the key
reach that great quality of life the key to building a successful business is
to building a successful business is
to building a successful business is building trusting relationships building
building trusting relationships building
building trusting relationships building trusting relationships is everything
trusting relationships is everything
trusting relationships is everything this is this is a relationship business
this is this is a relationship business
this is this is a relationship business how do you get people to trust you how
how do you get people to trust you how
how do you get people to trust you how do you get people to love you to commit
do you get people to love you to commit
do you get people to love you to commit to you to be loyal to you to give you a
to you to be loyal to you to give you a
to you to be loyal to you to give you a hundred percent to believe in you
hundred percent to believe in you
hundred percent to believe in you another unwritten law
another unwritten law
another unwritten law you get people trust you about you being
you get people trust you about you being
you get people trust you about you being there by you being loyal to them by you
there by you being loyal to them by you
there by you being loyal to them by you believing in them but you got to prove
believing in them but you got to prove
believing in them but you got to prove it you got to prove it let me give you
it you got to prove it let me give you
it you got to prove it let me give you three examples Bob Miller was the first
three examples Bob Miller was the first
three examples Bob Miller was the first person I recruited down here in South
person I recruited down here in South
person I recruited down here in South Florida in Fort Lauderdale he had gone
Florida in Fort Lauderdale he had gone
Florida in Fort Lauderdale he had gone out and replaced a coaching friend of
out and replaced a coaching friend of
out and replaced a coaching friend of his cash value policy with a term policy
his cash value policy with a term policy
his cash value policy with a term policy with Al Williams that guy’s whole like I
with Al Williams that guy’s whole like I
with Al Williams that guy’s whole like I came back and said well if you wanted
came back and said well if you wanted
came back and said well if you wanted term I could say your term and he
term I could say your term and he
term I could say your term and he replaced our wins policy with his term
replaced our wins policy with his term
replaced our wins policy with his term that was maybe three pennies a month
that was maybe three pennies a month
that was maybe three pennies a month cheaper than our term and I talked Bob
cheaper than our term and I talked Bob
cheaper than our term and I talked Bob Bell on the phone he was a little down
Bell on the phone he was a little down
Bell on the phone he was a little down and what died and I said Bob next week
and what died and I said Bob next week
and what died and I said Bob next week I’m gonna be in Fort Lauderdale I want
I’m gonna be in Fort Lauderdale I want
I’m gonna be in Fort Lauderdale I want you to call that coach and set up an
you to call that coach and set up an
you to call that coach and set up an appointment and he said I don’t want to
appointment and he said I don’t want to
appointment and he said I don’t want to do that this guy’s a friend of mine all
do that this guy’s a friend of mine all
do that this guy’s a friend of mine all I wanted him to do was have term he’s
I wanted him to do was have term he’s
I wanted him to do was have term he’s got term now I’m happy with that let’s
got term now I’m happy with that let’s
got term now I’m happy with that let’s just leave it alone I said no no Bob it
just leave it alone I said no no Bob it
just leave it alone I said no no Bob it ain’t right I said call that guy up and
ain’t right I said call that guy up and
ain’t right I said call that guy up and I want to see Bob made an appointment I
I want to see Bob made an appointment I
I want to see Bob made an appointment I flew down to Fort Lauderdale Bob Miller
flew down to Fort Lauderdale Bob Miller
flew down to Fort Lauderdale Bob Miller and I went out
and I went out
and I went out and we had a meeting with that guy I
and we had a meeting with that guy I
and we had a meeting with that guy I said let me tell you something that
said let me tell you something that
said let me tell you something that ain’t right what you did
ain’t right what you did
ain’t right what you did Bob biller your friend came in here and
Bob biller your friend came in here and
Bob biller your friend came in here and educated you on by term and invest the
educated you on by term and invest the
educated you on by term and invest the difference in that asshole that sold you
difference in that asshole that sold you
difference in that asshole that sold you us John that asshole that sold you cash
us John that asshole that sold you cash
us John that asshole that sold you cash value policy now he’s gonna come back
value policy now he’s gonna come back
value policy now he’s gonna come back after Bob Miller educated you and he’s
after Bob Miller educated you and he’s
after Bob Miller educated you and he’s gonna sell you now a term positive which
gonna sell you now a term positive which
gonna sell you now a term positive which that asshole should have sold you the
that asshole should have sold you the
that asshole should have sold you the first go-round you know and it just cost
first go-round you know and it just cost
first go-round you know and it just cost us three cents a month’s cheaper you
us three cents a month’s cheaper you
us three cents a month’s cheaper you gonna do business but you’ve got to be
gonna do business but you’ve got to be
gonna do business but you’ve got to be kidding me
kidding me
kidding me and you know what he changed back to
and you know what he changed back to
and you know what he changed back to their weaves policy hey hey he never
their weaves policy hey hey he never
their weaves policy hey hey he never came full-time but he was an al Williams
came full-time but he was an al Williams
came full-time but he was an al Williams crusader for the next 20 years you got
crusader for the next 20 years you got
crusader for the next 20 years you got to be there with you people when they
to be there with you people when they
to be there with you people when they need you you got to prove that you’re
need you you got to prove that you’re
need you you got to prove that you’re loyal to them that you believe in them
loyal to them that you believe in them
loyal to them that you believe in them that you’re a stud I get up I get an
that you’re a stud I get up I get an
that you’re a stud I get up I get an emergency call from Mississippi
emergency call from Mississippi
emergency call from Mississippi Mississippi insurance Department puts us
Mississippi insurance Department puts us
Mississippi insurance Department puts us out of business headline in every major
out of business headline in every major
out of business headline in every major newspaper al Williams kicked out of the
newspaper al Williams kicked out of the
newspaper al Williams kicked out of the state I called Billy Anderson which was
state I called Billy Anderson which was
state I called Billy Anderson which was our biggest guy there the time I said
our biggest guy there the time I said
our biggest guy there the time I said bill called emergency meeting of all the
bill called emergency meeting of all the
bill called emergency meeting of all the hey Williams people I’m coming I didn’t
hey Williams people I’m coming I didn’t
hey Williams people I’m coming I didn’t run from that I jumped on an airplane we
run from that I jumped on an airplane we
run from that I jumped on an airplane we go to a hotel we have a meeting like
go to a hotel we have a meeting like
go to a hotel we have a meeting like this I said let me tell you something
this I said let me tell you something
this I said let me tell you something we’re trying to change an industry did
we’re trying to change an industry did
we’re trying to change an industry did you think it was gonna be easy do you
you think it was gonna be easy do you
you think it was gonna be easy do you think those those Joker’s were gonna
think those those Joker’s were gonna
think those those Joker’s were gonna roll over and play dead that’s what
roll over and play dead that’s what
roll over and play dead that’s what they’re supposed to do they’re supposed
they’re supposed to do they’re supposed
they’re supposed to do they’re supposed to fight they supposed to fight dirty
to fight they supposed to fight dirty
to fight they supposed to fight dirty they supposed to try to put us out of
they supposed to try to put us out of
they supposed to try to put us out of business this is the way it’s supposed
business this is the way it’s supposed
business this is the way it’s supposed to be but you know what they go do it we
to be but you know what they go do it we
to be but you know what they go do it we go knock gas off we gonna come back two
go knock gas off we gonna come back two
go knock gas off we gonna come back two weeks later we were back in Mississippi
weeks later we were back in Mississippi
weeks later we were back in Mississippi that year we had the biggest year we
that year we had the biggest year we
that year we had the biggest year we ever had
ever had
ever had I get a call I get a call I get a call
I get a call I get a call I get a call
I get a call I get a call I get a call one day from Ronnie Barnes Tennessee
one day from Ronnie Barnes Tennessee
one day from Ronnie Barnes Tennessee kicks aside to finish four oh we we go
kicks aside to finish four oh we we go
kicks aside to finish four oh we we go up there and we straighten that out I
up there and we straighten that out I
up there and we straighten that out I get a call from Ronnie Barnes a few
get a call from Ronnie Barnes a few
get a call from Ronnie Barnes a few weeks later the Better Business Bureau
weeks later the Better Business Bureau
weeks later the Better Business Bureau took a full-page ad out and the
took a full-page ad out and the
took a full-page ad out and the Chattanooga Times said warning don’t do
Chattanooga Times said warning don’t do
Chattanooga Times said warning don’t do business with al Williams gave an 800
business with al Williams gave an 800
business with al Williams gave an 800 number if we need you to call and they
number if we need you to call and they
number if we need you to call and they tell you we’ve been outlawed in 98
tell you we’ve been outlawed in 98
tell you we’ve been outlawed in 98 states and all that kind of crowd I told
states and all that kind of crowd I told
states and all that kind of crowd I told Ronnie Barnes I called him up I said
Ronnie Barnes I called him up I said
Ronnie Barnes I called him up I said Ronnie go get the best lawyer you got in
Ronnie go get the best lawyer you got in
Ronnie go get the best lawyer you got in Chattanooga will pay pardon you tell him
Chattanooga will pay pardon you tell him
Chattanooga will pay pardon you tell him we’re gonna sue their ass and they
we’re gonna sue their ass and they
we’re gonna sue their ass and they backed off in 24 hours you’ve got a the
backed off in 24 hours you’ve got a the
backed off in 24 hours you’ve got a the build trusting relationships you got to
build trusting relationships you got to
build trusting relationships you got to be there you got to be loyal to your
be there you got to be loyal to your
be there you got to be loyal to your people you got to believe in your people
people you got to believe in your people
people you got to believe in your people and it ain’t good enough to talk it you
and it ain’t good enough to talk it you
and it ain’t good enough to talk it you got to show it another unwritten law
got to show it another unwritten law
got to show it another unwritten law before any business activity takes place
before any business activity takes place
before any business activity takes place you must have a relationship first you
you must have a relationship first you
you must have a relationship first you must have their trust first let me give
must have their trust first let me give
must have their trust first let me give you an example I never made a sale on
you an example I never made a sale on
you an example I never made a sale on the first interview I understand some of
the first interview I understand some of
the first interview I understand some of you people do that is just almost I
you people do that is just almost I
you people do that is just almost I can’t even comprehend somebody doing
can’t even comprehend somebody doing
can’t even comprehend somebody doing something like that you know I mean I
something like that you know I mean I
something like that you know I mean I was just a football coach I never had
was just a football coach I never had
was just a football coach I never had anybody really trained me I sort of
anybody really trained me I sort of
anybody really trained me I sort of trained myself you know but I said you
trained myself you know but I said you
trained myself you know but I said you know I don’t want somebody to walk in my
know I don’t want somebody to walk in my
know I don’t want somebody to walk in my house and put pressure on me to buy
house and put pressure on me to buy
house and put pressure on me to buy something all this kind of crap you know
something all this kind of crap you know
something all this kind of crap you know I never made a sale for 20 years on the
I never made a sale for 20 years on the
I never made a sale for 20 years on the first interview the purpose of the first
first interview the purpose of the first
first interview the purpose of the first interview is to build a relationship you
interview is to build a relationship you
interview is to build a relationship you want to go in there drifts not like an
want to go in there drifts not like an
want to go in there drifts not like an insurance agent but like a coach right
insurance agent but like a coach right
insurance agent but like a coach right and you go in there and you’re with his
and you go in there and you’re with his
and you go in there and you’re with his best friend and you’re building a
best friend and you’re building a
best friend and you’re building a relationship right he’s getting to know
relationship right he’s getting to know
relationship right he’s getting to know you and where you came from and what
you and where you came from and what
you and where you came from and what your principles are and all that you
your principles are and all that you
your principles are and all that you builded a
builded a
builded a I should shield and then the the second
I should shield and then the the second
I should shield and then the the second purpose of the first interview is you
purpose of the first interview is you
purpose of the first interview is you pick up information then you take it
pick up information then you take it
pick up information then you take it home you analyze it you prepare a plan
home you analyze it you prepare a plan
home you analyze it you prepare a plan then you go back on the second interview
then you go back on the second interview
then you go back on the second interview and you make the sale I don’t know any
and you make the sale I don’t know any
and you make the sale I don’t know any other way to do it but that a yeah it
other way to do it but that a yeah it
other way to do it but that a yeah it takes more time to build it right it
takes more time to build it right it
takes more time to build it right it takes more time to build it right but
takes more time to build it right but
takes more time to build it right but it’s worth it to build it right the
it’s worth it to build it right the
it’s worth it to build it right the first time trusting relationships is
first time trusting relationships is
first time trusting relationships is everything in every part of your
everything in every part of your
everything in every part of your business before they buy a life
business before they buy a life
business before they buy a life insurance policy they got to trust you
insurance policy they got to trust you
insurance policy they got to trust you before they buy an IRA they got to trust
before they buy an IRA they got to trust
before they buy an IRA they got to trust you before they pay $100 to join
you before they pay $100 to join
you before they pay $100 to join Primerica they got to trust you before
Primerica they got to trust you before
Primerica they got to trust you before they take off and pay their expenses to
they take off and pay their expenses to
they take off and pay their expenses to go to the convention they got to trust
go to the convention they got to trust
go to the convention they got to trust you before they go full time they got to
you before they go full time they got to
you before they go full time they got to trust you before they make a replacement
trust you before they make a replacement
trust you before they make a replacement they got to trust you in every single
they got to trust you in every single
they got to trust you in every single area of your business
area of your business
area of your business trusting relationships is everything let
trusting relationships is everything let
trusting relationships is everything let me give you an example to take back that
me give you an example to take back that
me give you an example to take back that will help you write a letter write a
will help you write a letter write a
will help you write a letter write a letter to your people
letter to your people
letter to your people folks for 40 your right now Sion Lilian
folks for 40 your right now Sion Lilian
folks for 40 your right now Sion Lilian up in North Carolina I’ve got 220
up in North Carolina I’ve got 220
up in North Carolina I’ve got 220 employees folks today I still average
employees folks today I still average
employees folks today I still average writing at least one letter every day
writing at least one letter every day
writing at least one letter every day last week this is an example letter I
last week this is an example letter I
last week this is an example letter I wrote our head shell I said dear
wrote our head shell I said dear
wrote our head shell I said dear Johannes every day I think about how
Johannes every day I think about how
Johannes every day I think about how special you are
special you are
special you are you are amazing art trusting
you are amazing art trusting
you are amazing art trusting relationships is everything the
relationships is everything the
relationships is everything the simplicity in the common sense of AoE
simplicity in the common sense of AoE
simplicity in the common sense of AoE ins is something I was very proud of let
ins is something I was very proud of let
ins is something I was very proud of let me just give you four examples number
me just give you four examples number
me just give you four examples number one you’ve got a bill with quality you
one you’ve got a bill with quality you
one you’ve got a bill with quality you got to build it right the first time see
got to build it right the first time see
got to build it right the first time see we built with four and five pointers
we built with four and five pointers
we built with four and five pointers married got kids got a home have a job
married got kids got a home have a job
married got kids got a home have a job from 27 to 55 do you make exceptions
from 27 to 55 do you make exceptions
from 27 to 55 do you make exceptions sure you do but 90% of your team better
sure you do but 90% of your team better
sure you do but 90% of your team better be four and five pointers build with
be four and five pointers build with
be four and five pointers build with quality and build it right the first
quality and build it right the first
quality and build it right the first time
time
time number two the AO iam system this simple
number two the AO iam system this simple
number two the AO iam system this simple we simplified this thing if you’re a
we simplified this thing if you’re a
we simplified this thing if you’re a stud and the better you get the more
stud and the better you get the more
stud and the better you get the more simple you simplify things and it
simple you simplify things and it
simple you simplify things and it Williams was a warm market company we
Williams was a warm market company we
Williams was a warm market company we never we never got on a cold telephone
never we never got on a cold telephone
never we never got on a cold telephone we knock never not going to strangers
we knock never not going to strangers
we knock never not going to strangers home we never made a cold call ayo
home we never made a cold call ayo
home we never made a cold call ayo Williams was built on relationships step
Williams was built on relationships step
Williams was built on relationships step number one you recruit a part-timer with
number one you recruit a part-timer with
number one you recruit a part-timer with four or five best friends step number
four or five best friends step number
four or five best friends step number two the part-timer calls his best friend
two the part-timer calls his best friend
two the part-timer calls his best friend and sets up an appointment step number
and sets up an appointment step number
and sets up an appointment step number three you get in the field with that new
three you get in the field with that new
three you get in the field with that new recruit within the first two or three or
recruit within the first two or three or
recruit within the first two or three or four days that said that’s our whole
four days that said that’s our whole
four days that said that’s our whole system the sales process is no pressure
system the sales process is no pressure
system the sales process is no pressure you never sale on the first interview
you never sale on the first interview
you never sale on the first interview there’s three steps the first interview
there’s three steps the first interview
there’s three steps the first interview you start building a relationship you
you start building a relationship you
you start building a relationship you pick up information you didn’t you go
pick up information you didn’t you go
pick up information you didn’t you go back and you make an analysis you make a
back and you make an analysis you make a
back and you make an analysis you make a plan you go to step number two you show
plan you go to step number two you show
plan you go to step number two you show the plan you make the sales step number
the plan you make the sales step number
the plan you make the sales step number three you deliver the policy you recruit
three you deliver the policy you recruit
three you deliver the policy you recruit the guy now I know y’all got this
the guy now I know y’all got this
the guy now I know y’all got this computer crap you know where you can you
computer crap you know where you can you
computer crap you know where you can you sit there in the office and you can zap
sit there in the office and you can zap
sit there in the office and you can zap that damn thing up and you can get it
that damn thing up and you can get it
that damn thing up and you can get it issued instantly and you get a quick
issued instantly and you get a quick
issued instantly and you get a quick paycheck but that’s a disaster Jimmy see
paycheck but that’s a disaster Jimmy see
paycheck but that’s a disaster Jimmy see all this computer crap y’all God is some
all this computer crap y’all God is some
all this computer crap y’all God is some good stuff but the fundamentals of
good stuff but the fundamentals of
good stuff but the fundamentals of building a team don’t ever change in any
building a team don’t ever change in any
building a team don’t ever change in any asshole that tells you they different
asshole that tells you they different
asshole that tells you they different don’t know what in the hell they talking
don’t know what in the hell they talking
don’t know what in the hell they talking about
about
about keep it simple keep it simple keep it
keep it simple keep it simple keep it
keep it simple keep it simple keep it let me give you another one Newton law I
let me give you another one Newton law I
let me give you another one Newton law I think it’s stupid the senior recruit
think it’s stupid the senior recruit
think it’s stupid the senior recruit stood up one of those tomhowkins sales
stood up one of those tomhowkins sales
stood up one of those tomhowkins sales training crowd it’s so stupid on so many
training crowd it’s so stupid on so many
training crowd it’s so stupid on so many levels I ain’t even gonna be stupid
levels I ain’t even gonna be stupid
levels I ain’t even gonna be stupid enough to set up and try to explain it
enough to set up and try to explain it
enough to set up and try to explain it the stupid people
the stupid people
the stupid people number four
number four I told John four times I
number four I told John four times I told John don’t invite me down him I
told John don’t invite me down him I
told John don’t invite me down him I said John I said I’m going to upset some
said John I said I’m going to upset some
said John I said I’m going to upset some of your people but the people upset
of your people but the people upset
of your people but the people upset needs to have their ass upset I can tell
needs to have their ass upset I can tell
needs to have their ass upset I can tell you that number four number four have
you that number four number four have
you that number four number four have high standards do it right the first
high standards do it right the first
high standards do it right the first have high standards you know you know
have high standards you know you know
have high standards you know you know one of the greatest moment and an
one of the greatest moment and an
one of the greatest moment and an athlete’s life is to get that leather
athlete’s life is to get that leather
athlete’s life is to get that leather jacket either right Larry to get that
jacket either right Larry to get that
jacket either right Larry to get that leather jacket man that meant something
leather jacket man that meant something
leather jacket man that meant something right they did that letter jacket with
right they did that letter jacket with
right they did that letter jacket with that kaona that mean you Russ
that kaona that mean you Russ
that kaona that mean you Russ all the girls looked at that and just
all the girls looked at that and just
all the girls looked at that and just right man you were a stud you were part
right man you were a stud you were part
right man you were a stud you were part of a team you were something else you
of a team you were something else you
of a team you were something else you weren’t like all the other students you
weren’t like all the other students you
weren’t like all the other students you wear that leather jacket though you got
wear that leather jacket though you got
wear that leather jacket though you got a responsibility right you out there
a responsibility right you out there
a responsibility right you out there drinking and doping and and doing bad
drinking and doping and and doing bad
drinking and doping and and doing bad things then people that see you with
things then people that see you with
things then people that see you with that leather jacket they think I’m like
that leather jacket they think I’m like
that leather jacket they think I’m like you
you
you they think we you ain’t gonna do it I
got to decide to a a wheels way I wrote
got to decide to a a wheels way I wrote this in 1985 the a/o Williams image a
this in 1985 the a/o Williams image a
this in 1985 the a/o Williams image a leader must look like a winner talk like
leader must look like a winner talk like
leader must look like a winner talk like a winter act like a winner and be a
a winter act like a winner and be a
a winter act like a winner and be a winner dress conservatively don’t
winner dress conservatively don’t
winner dress conservatively don’t recruit people to got these earrings in
recruit people to got these earrings in
recruit people to got these earrings in their eyelids and nose and tongue no
their eyelids and nose and tongue no
their eyelids and nose and tongue no alcohol served in any AO Williams
alcohol served in any AO Williams
alcohol served in any AO Williams meeting or convention no excessive
meeting or convention no excessive
meeting or convention no excessive offices we make money in the field not
offices we make money in the field not
offices we make money in the field not in the office
in the office
in the office no limousine Joe know what time out is
no limousine Joe know what time out is
no limousine Joe know what time out is with your kids it’s hard to believe but
with your kids it’s hard to believe but
with your kids it’s hard to believe but we had one our VP I was speaking at a
we had one our VP I was speaking at a
we had one our VP I was speaking at a meeting up north somewhere I want him to
meeting up north somewhere I want him to
meeting up north somewhere I want him to tell you who it is or where it was and I
tell you who it is or where it was and I
tell you who it is or where it was and I want to sudden I’m walking into arena
want to sudden I’m walking into arena
want to sudden I’m walking into arena and this big old
and this big old
and this big old all limo pulls up and some guy steps out
all limo pulls up and some guy steps out
all limo pulls up and some guy steps out is coming to the meeting and I put that
is coming to the meeting and I put that
is coming to the meeting and I put that RVP on timeout no limousines flashy cars
RVP on timeout no limousines flashy cars
RVP on timeout no limousines flashy cars and all that crap and company business
and all that crap and company business
and all that crap and company business you live within your means you have a
you live within your means you have a
you live within your means you have a good financial image if you’re gonna be
good financial image if you’re gonna be
good financial image if you’re gonna be a leader in our company you got to make
a leader in our company you got to make
a leader in our company you got to make money save money pay your bills be a
money save money pay your bills be a
money save money pay your bills be a good citizen to your community no profit
good citizen to your community no profit
good citizen to your community no profit for selling anything to your people hey
for selling anything to your people hey
for selling anything to your people hey hey hey I’ve had high standards it’s
hey hey I’ve had high standards it’s
hey hey I’ve had high standards it’s present of all my bail wins I’ve always
present of all my bail wins I’ve always
present of all my bail wins I’ve always tried to look dignified check out these
tried to look dignified check out these
tried to look dignified check out these orange shoes I brought out here today
have a good personal image don’t don’t
have a good personal image don’t don’t let money and success change you
let money and success change you
let money and success change you remember where you came from always be a
remember where you came from always be a
remember where you came from always be a good caring person have a great family
good caring person have a great family
good caring person have a great family life spend time with your family take
life spend time with your family take
life spend time with your family take care of them they’ll always be positive
care of them they’ll always be positive
care of them they’ll always be positive or personal example people respond to
or personal example people respond to
or personal example people respond to things you do in the way you live more
things you do in the way you live more
things you do in the way you live more than the things you say always have the
than the things you say always have the
than the things you say always have the highest standards of honesty and
highest standards of honesty and
highest standards of honesty and integrity be honest and be aboveboard
integrity be honest and be aboveboard
integrity be honest and be aboveboard and everything you do let me close with
and everything you do let me close with
and everything you do let me close with this
this
this [Music]
[Music]
[Music] to be a great leader to build great
to be a great leader to build great
to be a great leader to build great teams you’ve got to become a great
teams you’ve got to become a great
teams you’ve got to become a great encourager another unlit law everybody
encourager another unlit law everybody
encourager another unlit law everybody needs somebody to encourage them always
needs somebody to encourage them always
needs somebody to encourage them always remember this flashing sign on
remember this flashing sign on
remember this flashing sign on everybody’s chest that you recruit on
everybody’s chest that you recruit on
everybody’s chest that you recruit on your team that says make me feel special
your team that says make me feel special
your team that says make me feel special make me feel important I want to be
make me feel important I want to be
make me feel important I want to be somebody everybody needs somebody to
somebody everybody needs somebody to
somebody everybody needs somebody to encourage them growing up in Cairo
encourage them growing up in Cairo
encourage them growing up in Cairo Georgia
Georgia
Georgia I was never great in anything I was
I was never great in anything I was
I was never great in anything I was never a great athlete just pretty good I
never a great athlete just pretty good I
never a great athlete just pretty good I was never a great student just average I
was never a great student just average I
was never a great student just average I never thought I could make big money I
never thought I could make big money I
never thought I could make big money I never thought I could run a big company
never thought I could run a big company
never thought I could run a big company in every way I was pretty average on the
in every way I was pretty average on the
in every way I was pretty average on the outside but I was blessed to have
outside but I was blessed to have
outside but I was blessed to have somebody that was a great encourager in
somebody that was a great encourager in
somebody that was a great encourager in my life
my life
my life Coach Taylor made me feel special Coach
Coach Taylor made me feel special Coach
Coach Taylor made me feel special Coach Taylor made me feel important Coach
Taylor made me feel important Coach
Taylor made me feel important Coach Taylor made me feel like as I was a kid
Taylor made me feel like as I was a kid
Taylor made me feel like as I was a kid that one day I was gonna do something
that one day I was gonna do something
that one day I was gonna do something really important Coach Taylor was my one
really important Coach Taylor was my one
really important Coach Taylor was my one hero in life I’m 71 years low and I
hero in life I’m 71 years low and I
hero in life I’m 71 years low and I remember it just right now just like it
remember it just right now just like it
remember it just right now just like it was yesterday sitting in that lunch room
was yesterday sitting in that lunch room
was yesterday sitting in that lunch room seeing Coach Taylor eat with those other
seeing Coach Taylor eat with those other
seeing Coach Taylor eat with those other teachers and coaches over there we’re
teachers and coaches over there we’re
teachers and coaches over there we’re out on the basketball court a football
out on the basketball court a football
out on the basketball court a football field I’d look at him and I’d say man if
field I’d look at him and I’d say man if
field I’d look at him and I’d say man if I could ever be good enough to be like
I could ever be good enough to be like
I could ever be good enough to be like him if I could ever make kids feel
him if I could ever make kids feel
him if I could ever make kids feel special like Coach Taylor makes me and
special like Coach Taylor makes me and
special like Coach Taylor makes me and my teammates feel that’s the best thing
my teammates feel that’s the best thing
my teammates feel that’s the best thing I could ever do with my life as a kid
I could ever do with my life as a kid
I could ever do with my life as a kid growing up all I ever wanted to do was
growing up all I ever wanted to do was
growing up all I ever wanted to do was coach was to make kids feel special all
coach was to make kids feel special all
coach was to make kids feel special all I ever wanted to do was be like Coach
I ever wanted to do was be like Coach
I ever wanted to do was be like Coach Taylor everybody needs somebody to
Taylor everybody needs somebody to
Taylor everybody needs somebody to encourage them folks if you want to
encourage them folks if you want to
encourage them folks if you want to build a great team if you want to really
build a great team if you want to really
build a great team if you want to really make a difference with your life if you
make a difference with your life if you
make a difference with your life if you really want to change
really want to change
really want to change people’s lives goby Coach Taylor
people’s lives goby Coach Taylor
people’s lives goby Coach Taylor I had to give up my guaranteed salary I
I had to give up my guaranteed salary I
I had to give up my guaranteed salary I had to give up my benefits I was super
had to give up my benefits I was super
had to give up my benefits I was super excited about this opportunity but I was
excited about this opportunity but I was
excited about this opportunity but I was scared to death
scared to death
scared to death I wanted to make it so bad in this
I wanted to make it so bad in this
I wanted to make it so bad in this business it just tore me up inside I
business it just tore me up inside I
business it just tore me up inside I wanted to be somebody so dadgum bad it
wanted to be somebody so dadgum bad it
wanted to be somebody so dadgum bad it just saved me up inside I wanted more
just saved me up inside I wanted more
just saved me up inside I wanted more than anything in the world somebody that
than anything in the world somebody that
than anything in the world somebody that knew what they were talking about to
knew what they were talking about to
knew what they were talking about to tell me exactly what I had to do to win
tell me exactly what I had to do to win
tell me exactly what I had to do to win in this business this was this was my
in this business this was this was my
in this business this was this was my dadgum life this one any game this was
dadgum life this one any game this was
dadgum life this one any game this was serious dadgum business and I didn’t
serious dadgum business and I didn’t
serious dadgum business and I didn’t want some sales trainer I didn’t want
want some sales trainer I didn’t want
want some sales trainer I didn’t want some motivational speaker blow it a lot
some motivational speaker blow it a lot
some motivational speaker blow it a lot of hot air up my butt and see I knew
of hot air up my butt and see I knew
of hot air up my butt and see I knew there’s somebody that looked like me and
there’s somebody that looked like me and
there’s somebody that looked like me and came from where I came from to do it big
came from where I came from to do it big
came from where I came from to do it big it was gonna be ugly it was gonna be
it was gonna be ugly it was gonna be
it was gonna be ugly it was gonna be tough it was gonna be hard and that was
tough it was gonna be hard and that was
tough it was gonna be hard and that was okay with me
okay with me
okay with me I grew up tough all I wanted was
I grew up tough all I wanted was
I grew up tough all I wanted was somebody to tell me like it is don’t
somebody to tell me like it is don’t
somebody to tell me like it is don’t pull any punches this is my dadgum life
pull any punches this is my dadgum life
pull any punches this is my dadgum life and tonight I’m gonna tell you exactly
and tonight I’m gonna tell you exactly
and tonight I’m gonna tell you exactly how we did it at AOA Williams February
how we did it at AOA Williams February
how we did it at AOA Williams February 10 1977 al Williams was born just a
10 1977 al Williams was born just a
10 1977 al Williams was born just a peanut 85 people here in Atlanta Georgia
peanut 85 people here in Atlanta Georgia
peanut 85 people here in Atlanta Georgia but we had a cause we had a crusade our
but we had a cause we had a crusade our
but we had a cause we had a crusade our goal was to correct it in justice our
goal was to correct it in justice our
goal was to correct it in justice our mission was to destroy cash value life
mission was to destroy cash value life
mission was to destroy cash value life insurance those 85 people grew to an
insurance those 85 people grew to an
insurance those 85 people grew to an army of 225,000 in 1977 eighty-six
army of 225,000 in 1977 eighty-six
army of 225,000 in 1977 eighty-six percent of all life insurance soul was
percent of all life insurance soul was
percent of all life insurance soul was trash value today 90 plus percent of all
trash value today 90 plus percent of all
trash value today 90 plus percent of all life insurance sold his turn and Al we
life insurance sold his turn and Al we
life insurance sold his turn and Al we have did that
have did that
have did that hey Liam said that ain’t that something
hey Liam said that ain’t that something
hey Liam said that ain’t that something ain’t that dadgum something see the air
ain’t that dadgum something see the air
ain’t that dadgum something see the air Williams legacy is awesome
Williams legacy is awesome
Williams legacy is awesome we changed an industry and a million
we changed an industry and a million
we changed an industry and a million lives in 1987 a a we have started with a
lives in 1987 a a we have started with a
lives in 1987 a a we have started with a Salesforce of 85 today PFS starts with a
Salesforce of 85 today PFS starts with a
Salesforce of 85 today PFS starts with a Salesforce of 100,000 the potential
Salesforce of 100,000 the potential
Salesforce of 100,000 the potential unbelievable and let me tell you this I
unbelievable and let me tell you this I
unbelievable and let me tell you this I love John and Rick I love their
love John and Rick I love their
love John and Rick I love their leadership they’ve seized the moment
leadership they’ve seized the moment
leadership they’ve seized the moment they’re totally obsessed with helping
they’re totally obsessed with helping
they’re totally obsessed with helping PFS become the most dominant company and
PFS become the most dominant company and
PFS become the most dominant company and financial services today see I really
financial services today see I really
financial services today see I really believe folks I really believe PFS VFS
believe folks I really believe PFS VFS
believe folks I really believe PFS VFS has an opportunity to build an even
has an opportunity to build an even
has an opportunity to build an even bigger legacy than a o Williams did but
bigger legacy than a o Williams did but
bigger legacy than a o Williams did but and this is a big but to do that PFS has
and this is a big but to do that PFS has
and this is a big but to do that PFS has to find a way to build big teams you see
to find a way to build big teams you see
to find a way to build big teams you see a o williams was a company of giants in
a o williams was a company of giants in
a o williams was a company of giants in 1988 when we were 11 years old you know
1988 when we were 11 years old you know
1988 when we were 11 years old you know there were 2,000 companies in our
there were 2,000 companies in our
there were 2,000 companies in our industry the largest industry in the
industry the largest industry in the
industry the largest industry in the world and i published a list of the top
world and i published a list of the top
world and i published a list of the top 100 companies and then i plugged our big
100 companies and then i plugged our big
100 companies and then i plugged our big AoE williams teams in there 34 of those
AoE williams teams in there 34 of those
AoE williams teams in there 34 of those companies were a o williams teams and i
companies were a o williams teams and i
companies were a o williams teams and i believe to build these big teams there’s
believe to build these big teams there’s
believe to build these big teams there’s four keys number one the key to building
four keys number one the key to building
four keys number one the key to building big teams is all about building personal
big teams is all about building personal
big teams is all about building personal relationships folks this is a one-on-one
relationships folks this is a one-on-one
relationships folks this is a one-on-one business this is a face-to-face business
business this is a face-to-face business
business this is a face-to-face business to build big teams the fundamentals of
to build big teams the fundamentals of
to build big teams the fundamentals of this business never changed and it takes
this business never changed and it takes
this business never changed and it takes time to teach your people about the
time to teach your people about the
time to teach your people about the goodness of our company it takes time to
goodness of our company it takes time to
goodness of our company it takes time to teach your people about the rightness of
teach your people about the rightness of
teach your people about the rightness of our cause the uniqueness of our system
our cause the uniqueness of our system
our cause the uniqueness of our system it takes time to build leaders it takes
it takes time to build leaders it takes
it takes time to build leaders it takes time to get commitments it takes time to
time to get commitments it takes time to
time to get commitments it takes time to build trusting relationships to help
build trusting relationships to help
build trusting relationships to help your people believe in them
your people believe in them
your people believe in them that they’re special that they can do
that they’re special that they can do
that they’re special that they can do something important it takes time to
something important it takes time to
something important it takes time to make your people your friend there’s no
make your people your friend there’s no
make your people your friend there’s no shortcuts in this business building
shortcuts in this business building
shortcuts in this business building personal relationships is everything one
personal relationships is everything one
personal relationships is everything one final thought about building personal
final thought about building personal
final thought about building personal relationships
relationships
relationships you must get involved in your people’s
you must get involved in your people’s
you must get involved in your people’s lives
lives
lives see most most of these dadgum business
see most most of these dadgum business
see most most of these dadgum business go schools around the United States they
go schools around the United States they
go schools around the United States they teach you don’t get too close to your
teach you don’t get too close to your
teach you don’t get too close to your people don’t get involved in their
people don’t get involved in their
people don’t get involved in their personal life will bull that ain’t the
personal life will bull that ain’t the
personal life will bull that ain’t the way it was and that ain’t the way it is
way it was and that ain’t the way it is
way it was and that ain’t the way it is today
today
today folks you gotta get involved in your
folks you gotta get involved in your
folks you gotta get involved in your people’s lives
people’s lives
people’s lives you got a nature people your friend you
you got a nature people your friend you
you got a nature people your friend you got to get to know the family you got to
got to get to know the family you got to
got to get to know the family you got to share their life their personal life and
share their life their personal life and
share their life their personal life and their business life yes it hurts from
their business life yes it hurts from
their business life yes it hurts from time to time
time to time
time to time yes it’s messy from time to time but
yes it’s messy from time to time but
yes it’s messy from time to time but it’s the only way to build a great
it’s the only way to build a great
it’s the only way to build a great business and you know what building
business and you know what building
business and you know what building personal relationship begins with every
personal relationship begins with every
personal relationship begins with every new recruit see we’re not in the
new recruit see we’re not in the
new recruit see we’re not in the business of throwing a bunch of crap up
business of throwing a bunch of crap up
business of throwing a bunch of crap up against the wall and some stick some
against the wall and some stick some
against the wall and some stick some dawn you got a rich you got a treat
dawn you got a rich you got a treat
dawn you got a rich you got a treat every new recruit like there a future
every new recruit like there a future
every new recruit like there a future our VP
you must make everything a new recruit
you must make everything a new recruit does a big deal you got to celebrate
does a big deal you got to celebrate
does a big deal you got to celebrate their first sale
their first sale
their first sale you got to celebrate their first recruit
you got to celebrate their first recruit
you got to celebrate their first recruit you got to celebrate every success you
you got to celebrate every success you
you got to celebrate every success you got to let every recruit know that you
got to let every recruit know that you
got to let every recruit know that you believe in them let me give you two
believe in them let me give you two
believe in them let me give you two examples when I built my first base shop
examples when I built my first base shop
examples when I built my first base shop by the way the first base shop in our
by the way the first base shop in our
by the way the first base shop in our company I called every single person on
company I called every single person on
company I called every single person on my team every week and when we grew I
my team every week and when we grew I
my team every week and when we grew I built leaders that would carry on that
built leaders that would carry on that
built leaders that would carry on that personal contact with every single
personal contact with every single
personal contact with every single person to let them know that we were
person to let them know that we were
person to let them know that we were there to help them do something
there to help them do something
there to help them do something important another example when we became
important another example when we became
important another example when we became a sales force of 225,000 the first thing
a sales force of 225,000 the first thing
a sales force of 225,000 the first thing I did every day when I went to my office
I did every day when I went to my office
I did every day when I went to my office before I did anything else
before I did anything else
before I did anything else I signed 200 gogo letters personally
I signed 200 gogo letters personally
I signed 200 gogo letters personally congratulating somebody who was just
congratulating somebody who was just
congratulating somebody who was just promoted to our VP our NSD or just
promoted to our VP our NSD or just
promoted to our VP our NSD or just joining our team always remember folks
joining our team always remember folks
joining our team always remember folks your people are your greatest asset you
your people are your greatest asset you
your people are your greatest asset you win with people you don’t win with
win with people you don’t win with
win with people you don’t win with products you don’t win with commissions
products you don’t win with commissions
products you don’t win with commissions you don’t win with your contest always
you don’t win with your contest always
you don’t win with your contest always remember when you look at each person in
remember when you look at each person in
remember when you look at each person in your organization pretend they’ve got a
your organization pretend they’ve got a
your organization pretend they’ve got a sign a big neon sign on their dadgum
sign a big neon sign on their dadgum
sign a big neon sign on their dadgum chest that says made me feel special
chest that says made me feel special
chest that says made me feel special make me bill to feel important building
make me bill to feel important building
make me bill to feel important building great teams begin with building personal
great teams begin with building personal
great teams begin with building personal relationships number to building big
relationships number to building big
relationships number to building big teams require that you have a passion
teams require that you have a passion
teams require that you have a passion about what you do see this is serious
about what you do see this is serious
about what you do see this is serious business folks we’re changing people’s
business folks we’re changing people’s
business folks we’re changing people’s lives it’s got to be more than just
lives it’s got to be more than just
lives it’s got to be more than just about the money see your passion is your
about the money see your passion is your
about the money see your passion is your heart your passions your mind your
heart your passions your mind your
heart your passions your mind your passions your soul how do you get a
passions your soul how do you get a
passions your soul how do you get a passion you get a passion by loving it
passion you get a passion by loving it
passion you get a passion by loving it Mickey Mantle the great baseball player
Mickey Mantle the great baseball player
Mickey Mantle the great baseball player with
with
with New York Yankee said I love hitting the
New York Yankee said I love hitting the
New York Yankee said I love hitting the baseball I love hitting the baseball I
baseball I love hitting the baseball I
baseball I love hitting the baseball I wake up every day I’m excited to go out
wake up every day I’m excited to go out
wake up every day I’m excited to go out to the ballpark hit a baseball
to the ballpark hit a baseball
to the ballpark hit a baseball I love hit the baseball when it rains
I love hit the baseball when it rains
I love hit the baseball when it rains out a game I get angry
out a game I get angry
out a game I get angry fucker because I don’t want to go out
fucker because I don’t want to go out
fucker because I don’t want to go out and hit a baseball I don’t like it I
and hit a baseball I don’t like it I
and hit a baseball I don’t like it I love it
love it
love it he said you can’t be you can’t ever do
he said you can’t be you can’t ever do
he said you can’t be you can’t ever do anything big if you just liked it you
anything big if you just liked it you
anything big if you just liked it you got to love it
got to love it
got to love it once you love it once you had this
once you love it once you had this
once you love it once you had this passion how do you keep this passion you
passion how do you keep this passion you
passion how do you keep this passion you keep a passion about not ever forgetting
keep a passion about not ever forgetting
keep a passion about not ever forgetting the things that blew your butt out the
the things that blew your butt out the
the things that blew your butt out the water let me just give you four examples
water let me just give you four examples
water let me just give you four examples I never got over what a ripoff trash
I never got over what a ripoff trash
I never got over what a ripoff trash value life insurance was you lose your
value life insurance was you lose your
value life insurance was you lose your cash value if you die will throw on
cash value if you die will throw on
cash value if you die will throw on folks let me ask you this how can a life
folks let me ask you this how can a life
folks let me ask you this how can a life insurance company create such a crappy
insurance company create such a crappy
insurance company create such a crappy product and them asking is how could a
product and them asking is how could a
product and them asking is how could a life insurance salesman
life insurance salesman
life insurance salesman 90% of those Joker’s whole term on their
90% of those Joker’s whole term on their
90% of those Joker’s whole term on their old lowlife insult trash value life
old lowlife insult trash value life
old lowlife insult trash value life insurance how could those Joker’s sell
insurance how could those Joker’s sell
insurance how could those Joker’s sell that crown do you know what I never got
that crown do you know what I never got
that crown do you know what I never got over what a ripoff it was and you know
over what a ripoff it was and you know
over what a ripoff it was and you know one I love sticking it up here but I
one I love sticking it up here but I
one I love sticking it up here but I never got tired of rubbing their nose in
never got tired of rubbing their nose in
never got tired of rubbing their nose in it
it
it I never got over I never got over how
I never got over I never got over how
I never got over I never got over how much money you could make part-time you
much money you could make part-time you
much money you could make part-time you know what I’ve started coaching in
know what I’ve started coaching in
know what I’ve started coaching in Thomasville Georgia making forty six
Thomasville Georgia making forty six
Thomasville Georgia making forty six hundred dollars a year after football
hundred dollars a year after football
hundred dollars a year after football season I used to referee basketball
season I used to referee basketball
season I used to referee basketball games to make extra income I’d run down
games to make extra income I’d run down
games to make extra income I’d run down that basketball court for three hours
that basketball court for three hours
that basketball court for three hours and make $12 that I found by term and
and make $12 that I found by term and
and make $12 that I found by term and invest the difference I went in to make
invest the difference I went in to make
invest the difference I went in to make my first sale to my assistant coach
my first sale to my assistant coach
my first sale to my assistant coach Robert Kelly it took 45 minutes I took
Robert Kelly it took 45 minutes I took
Robert Kelly it took 45 minutes I took the same money he was spinning for
the same money he was spinning for
the same money he was spinning for $10,000 trash value policy and I gave
$10,000 trash value policy and I gave
$10,000 trash value policy and I gave him $100,000 term policy I left there in
him $100,000 term policy I left there in
him $100,000 term policy I left there in 45 minutes and that company paid me
45 minutes and that company paid me
45 minutes and that company paid me three hundred and twenty-four dollars
three hundred and twenty-four dollars
three hundred and twenty-four dollars the next two and a half years I never
the next two and a half years I never
the next two and a half years I never made a sale during football season but
made a sale during football season but
made a sale during football season but the other six-month part time I was able
the other six-month part time I was able
the other six-month part time I was able to save $42,000 part time
to save $42,000 part time
to save $42,000 part time it changed my life and it changed my
it changed my life and it changed my
it changed my life and it changed my family’s life I never got over I never
family’s life I never got over I never
family’s life I never got over I never got over what they did to my mama my
got over what they did to my mama my
got over what they did to my mama my daddy died at age 48 of a heart attack I
daddy died at age 48 of a heart attack I
daddy died at age 48 of a heart attack I had two younger brothers one a junior in
had two younger brothers one a junior in
had two younger brothers one a junior in high school one a one in the sixth grade
high school one a one in the sixth grade
high school one a one in the sixth grade I saw personally up close what a tragedy
I saw personally up close what a tragedy
I saw personally up close what a tragedy selling too little of the wrong kind of
selling too little of the wrong kind of
selling too little of the wrong kind of insurance does to a widow and I never
insurance does to a widow and I never
insurance does to a widow and I never got over it I took it personal I wanted
got over it I took it personal I wanted
got over it I took it personal I wanted to punish him I wanted to hurt him
to punish him I wanted to hurt him
to punish him I wanted to hurt him I never got over the magic of compound
I never got over the magic of compound
I never got over the magic of compound interest this finishes blew my butt out
interest this finishes blew my butt out
interest this finishes blew my butt out the water you know if you went down to
the water you know if you went down to
the water you know if you went down to Bank a and you invested a thousand
Bank a and you invested a thousand
Bank a and you invested a thousand dollars for 70 years and 5% interest
dollars for 70 years and 5% interest
dollars for 70 years and 5% interest that’s worth $30,000 but if you go to
that’s worth $30,000 but if you go to
that’s worth $30,000 but if you go to bank B and invest that same thousand
bank B and invest that same thousand
bank B and invest that same thousand dollars and you get 10% interest
dollars and you get 10% interest
dollars and you get 10% interest everything inside of me all my common
everything inside of me all my common
everything inside of me all my common sense says that’s twice as much interest
sense says that’s twice as much interest
sense says that’s twice as much interest that’s got to be worth twice as much
that’s got to be worth twice as much
that’s got to be worth twice as much that’s got to be $60,000 but at 10
that’s got to be $60,000 but at 10
that’s got to be $60,000 but at 10 percent interest that thousand dollars
percent interest that thousand dollars
percent interest that thousand dollars grows to seven hundred and ninety
grows to seven hundred and ninety
grows to seven hundred and ninety thousand dollars that’s magic ain’t that
thousand dollars that’s magic ain’t that
thousand dollars that’s magic ain’t that something but you know what these you
something but you know what these you
something but you know what these you know one if you go to Bank C and you
know one if you go to Bank C and you
know one if you go to Bank C and you invest another thousand dollars for 70
invest another thousand dollars for 70
invest another thousand dollars for 70 years and you just get 2% more just 2%
years and you just get 2% more just 2%
years and you just get 2% more just 2% more that’s worth 2.7 million dollars
more that’s worth 2.7 million dollars
more that’s worth 2.7 million dollars ain’t that something folks you got to
ain’t that something folks you got to
ain’t that something folks you got to get this passion you got to love it
get this passion you got to love it
get this passion you got to love it and you can’t ever forget the things
and you can’t ever forget the things
and you can’t ever forget the things they blew your butt out of the water see
they blew your butt out of the water see
they blew your butt out of the water see I believe with everything to send me you
I believe with everything to send me you
I believe with everything to send me you win with your heart not your head coach
win with your heart not your head coach
win with your heart not your head coach Lombardi the great coach of the Green
Lombardi the great coach of the Green
Lombardi the great coach of the Green Bay Packers in the last meeting he spoke
Bay Packers in the last meeting he spoke
Bay Packers in the last meeting he spoke to before he died
to before he died
to before he died was speaking to a group of top
was speaking to a group of top
was speaking to a group of top executives in Washington DC early in his
executives in Washington DC early in his
executives in Washington DC early in his speech speaking to these hundreds of
speech speaking to these hundreds of
speech speaking to these hundreds of people out there he said I’m gonna give
people out there he said I’m gonna give
people out there he said I’m gonna give you tonight
you tonight
you tonight the secret of winning in business there
the secret of winning in business there
the secret of winning in business there was a hush that came over the room you
was a hush that came over the room you
was a hush that came over the room you could hear a pin drop and the great man
could hear a pin drop and the great man
could hear a pin drop and the great man said the secret to winning in business
said the secret to winning in business
said the secret to winning in business is hard power you capture the heart you
is hard power you capture the heart you
is hard power you capture the heart you capture the man you must get your people
capture the man you must get your people
capture the man you must get your people to fall in love with your company see
to fall in love with your company see
to fall in love with your company see folks the single most important lesson I
folks the single most important lesson I
folks the single most important lesson I learned coaching football and coaching
learned coaching football and coaching
learned coaching football and coaching ayo Williams is you win with your heart
ayo Williams is you win with your heart
ayo Williams is you win with your heart not your head you win on a motion not on
not your head you win on a motion not on
not your head you win on a motion not on logic see Prudential Prudential so life
logic see Prudential Prudential so life
logic see Prudential Prudential so life insurance to make a living
insurance to make a living
insurance to make a living al Williams so life insurance to correct
al Williams so life insurance to correct
al Williams so life insurance to correct an injustice what a powerful advantage
an injustice what a powerful advantage
an injustice what a powerful advantage we have step number three to build big
we have step number three to build big
we have step number three to build big teams you got to become a leader and you
teams you got to become a leader and you
teams you got to become a leader and you got a bill with the right kind of people
got a bill with the right kind of people
got a bill with the right kind of people see leaders are like a dadgum magnet
see leaders are like a dadgum magnet
see leaders are like a dadgum magnet people are just thrown to them like bees
people are just thrown to them like bees
people are just thrown to them like bees to honey and you show me anything in
to honey and you show me anything in
to honey and you show me anything in this United States that we in a Boy
this United States that we in a Boy
this United States that we in a Boy Scout Troop Church Club business
Scout Troop Church Club business
Scout Troop Church Club business football team I’ll show you something
football team I’ll show you something
football team I’ll show you something run by leader and the common denominator
run by leader and the common denominator
run by leader and the common denominator of all great leaders if they’re do it
of all great leaders if they’re do it
of all great leaders if they’re do it first people they’re do it first people
first people they’re do it first people
first people they’re do it first people you want to win go be a leader and then
you want to win go be a leader and then
you want to win go be a leader and then do it first lead by example you want
do it first lead by example you want
do it first lead by example you want your people to make money you go make
your people to make money you go make
your people to make money you go make money first if you want your people to
money first if you want your people to
money first if you want your people to recruit you go recruit first and then
recruit you go recruit first and then
recruit you go recruit first and then once you become a leader then you’ve got
once you become a leader then you’ve got
once you become a leader then you’ve got to recruit the right kind of people see
to recruit the right kind of people see
to recruit the right kind of people see I believe corporate America is trying to
I believe corporate America is trying to
I believe corporate America is trying to program people like me to believe that
program people like me to believe that
program people like me to believe that the winners are the pretty people are
the winners are the pretty people are
the winners are the pretty people are they if they got these perfect bodies
they if they got these perfect bodies
they if they got these perfect bodies they’re six feet to slim 185 pounds they
they’re six feet to slim 185 pounds they
they’re six feet to slim 185 pounds they wear these three-piece suits these power
wear these three-piece suits these power
wear these three-piece suits these power ties these wing tip shoes they got this
ties these wing tip shoes they got this
ties these wing tip shoes they got this slicked back hair and this beautiful
slicked back hair and this beautiful
slicked back hair and this beautiful smile in this perfect tee and they’re
smile in this perfect tee and they’re
smile in this perfect tee and they’re great tennis players will bull not only
great tennis players will bull not only
great tennis players will bull not only do they have these perfect bodies but
do they have these perfect bodies but
do they have these perfect bodies but these pretty people have the perfect
these pretty people have the perfect
these pretty people have the perfect background see they they’ve tried to
background see they they’ve tried to
background see they they’ve tried to program people like me to believe if
program people like me to believe if
program people like me to believe if you’re born rich and you’re born on the
you’re born rich and you’re born on the
you’re born rich and you’re born on the right side the tracks that you’re the
right side the tracks that you’re the
right side the tracks that you’re the privileged class that you’re supposed to
privileged class that you’re supposed to
privileged class that you’re supposed to go to college that you’re supposed to
go to college that you’re supposed to
go to college that you’re supposed to get all the good jobs but if you’re born
get all the good jobs but if you’re born
get all the good jobs but if you’re born from a poor or average ordinary
from a poor or average ordinary
from a poor or average ordinary background like I came from you must
background like I came from you must
background like I came from you must give up your big dreams and your big
give up your big dreams and your big
give up your big dreams and your big ambitions well bull and they say if you
ambitions well bull and they say if you
ambitions well bull and they say if you have a high IQ they rule you brilliant
have a high IQ they rule you brilliant
have a high IQ they rule you brilliant if you have an average IQ like me they
if you have an average IQ like me they
if you have an average IQ like me they say you got to drive a truck or be a
say you got to drive a truck or be a
say you got to drive a truck or be a janitor well bull people are judged in
janitor well bull people are judged in
janitor well bull people are judged in our country today by how high they score
our country today by how high they score
our country today by how high they score on aptitude tests personality tests
on aptitude tests personality tests
on aptitude tests personality tests achievement tests and crap like that
achievement tests and crap like that
achievement tests and crap like that bull ain’t nobody ever devised a test
bull ain’t nobody ever devised a test
bull ain’t nobody ever devised a test nor will they devise a test they can
nor will they devise a test they can
nor will they devise a test they can measure the heart of a champion let me
measure the heart of a champion let me
measure the heart of a champion let me tell you about the right kind of people
tell you about the right kind of people
tell you about the right kind of people the right kind of people are so dadgum
the right kind of people are so dadgum
the right kind of people are so dadgum motivated it’s ridiculous I wanted to be
motivated it’s ridiculous I wanted to be
motivated it’s ridiculous I wanted to be somebody so dadgum bad it’s ridiculous
somebody so dadgum bad it’s ridiculous
somebody so dadgum bad it’s ridiculous see folks I don’t know why I’m like I am
see folks I don’t know why I’m like I am
see folks I don’t know why I’m like I am but my butt’s always burning there’s
but my butt’s always burning there’s
but my butt’s always burning there’s something inside of me that says hard
something inside of me that says hard
something inside of me that says hard you’re supposed to go for it
you’re supposed to go for it
you’re supposed to go for it all right dad gummit you’re supposed to
all right dad gummit you’re supposed to
all right dad gummit you’re supposed to be somebody our dad gummit you’re
be somebody our dad gummit you’re
be somebody our dad gummit you’re supposed to do something important for
supposed to do something important for
supposed to do something important for 20 years in this business I woke up
20 years in this business I woke up
20 years in this business I woke up every day scared I wasn’t good enough I
every day scared I wasn’t good enough I
every day scared I wasn’t good enough I went to bed every night for 20 years
went to bed every night for 20 years
went to bed every night for 20 years here that I wasn’t gonna make it my goal
here that I wasn’t gonna make it my goal
here that I wasn’t gonna make it my goal for 20 years was to get better every day
for 20 years was to get better every day
for 20 years was to get better every day I could never recruit enough people I
I could never recruit enough people I
I could never recruit enough people I could never promote enough people I
could never promote enough people I
could never promote enough people I could never make enough money I could
could never make enough money I could
could never make enough money I could never save enough money I was so dadgum
never save enough money I was so dadgum
never save enough money I was so dadgum motivated nothing can stop me no nothing
motivated nothing can stop me no nothing
motivated nothing can stop me no nothing nothing nothing can stop me and you know
nothing nothing can stop me and you know
nothing nothing can stop me and you know what you know you know why some of you
what you know you know why some of you
what you know you know why some of you might be seeing right now hard you’re a
might be seeing right now hard you’re a
might be seeing right now hard you’re a madman and you know what you’re right
madman and you know what you’re right
madman and you know what you’re right you got to be a dadgum madman winning
you got to be a dadgum madman winning
you got to be a dadgum madman winning this business see I believe the
this business see I believe the
this business see I believe the difference between being great and
difference between being great and
difference between being great and average and ordinary is this much folks
average and ordinary is this much folks
average and ordinary is this much folks is almost it’s just too scary to talk
is almost it’s just too scary to talk
is almost it’s just too scary to talk about so you can do 99% of the things
about so you can do 99% of the things
about so you can do 99% of the things right in business and not do this much
right in business and not do this much
right in business and not do this much and you don’t fail but you can screw up
and you don’t fail but you can screw up
and you don’t fail but you can screw up every day in business just like idea
every day in business just like idea
every day in business just like idea that if you do this much you’re
that if you do this much you’re
that if you do this much you’re guaranteed to win see this much there’s
guaranteed to win see this much there’s
guaranteed to win see this much there’s a special kind of attitude it’s a
a special kind of attitude it’s a
a special kind of attitude it’s a special kind of mental toughness it’s a
special kind of mental toughness it’s a
special kind of mental toughness it’s a special kind of hunger and desire to be
special kind of hunger and desire to be
special kind of hunger and desire to be somebody see number four if you want to
somebody see number four if you want to
somebody see number four if you want to build a big team you’ve got to have a
build a big team you’ve got to have a
build a big team you’ve got to have a oneness in your organization there’s got
oneness in your organization there’s got
oneness in your organization there’s got to be a oneness everybody’s got to
to be a oneness everybody’s got to
to be a oneness everybody’s got to operate with one heartbeat everybody’s
operate with one heartbeat everybody’s
operate with one heartbeat everybody’s got to buy into your system everybody’s
got to buy into your system everybody’s
got to buy into your system everybody’s got to be on the same page see there’s
got to be on the same page see there’s
got to be on the same page see there’s no two ways it PFS there’s the PFS way
no two ways it PFS there’s the PFS way
no two ways it PFS there’s the PFS way or there’s the highway let me give you
or there’s the highway let me give you
or there’s the highway let me give you some principles about Al Williams
some principles about Al Williams
some principles about Al Williams al Williams was not a sales company al
al Williams was not a sales company al
al Williams was not a sales company al Williams gave people like me and you a
Williams gave people like me and you a
Williams gave people like me and you a chance to go in business for yourself to
chance to go in business for yourself to
chance to go in business for yourself to have ownership to build your own company
have ownership to build your own company
have ownership to build your own company within a company and there are two big
within a company and there are two big
within a company and there are two big disadvantages in sales that I didn’t lie
disadvantages in sales that I didn’t lie
disadvantages in sales that I didn’t lie number one you’re unemployed every day
number one you’re unemployed every day
number one you’re unemployed every day every day you wake up you don’t go make
every day you wake up you don’t go make
every day you wake up you don’t go make a sale you don’t eat and number two you
a sale you don’t eat and number two you
a sale you don’t eat and number two you have a limited income there’s just you
have a limited income there’s just you
have a limited income there’s just you or a handful of people and it limits
or a handful of people and it limits
or a handful of people and it limits your income potential I wanted to build
your income potential I wanted to build
your income potential I wanted to build a team and that gave me
a team and that gave me
a team and that gave me big advantages number one it gave me a
big advantages number one it gave me a
big advantages number one it gave me a secure income Isle Road dozens and then
secure income Isle Road dozens and then
secure income Isle Road dozens and then hundreds and eventually thousands of
hundreds and eventually thousands of
hundreds and eventually thousands of people and that it gave me a chance to
people and that it gave me a chance to
people and that it gave me a chance to have an unlimited income by recruiting
have an unlimited income by recruiting
have an unlimited income by recruiting unlimited numbers of people al Williams
unlimited numbers of people al Williams
unlimited numbers of people al Williams was not a sales company another
was not a sales company another
was not a sales company another principal al Williams was a warm market
principal al Williams was a warm market
principal al Williams was a warm market company we never cold call we never talk
company we never cold call we never talk
company we never cold call we never talk to strangers we never knock on a
to strangers we never knock on a
to strangers we never knock on a stranger’s door we never call a stranger
stranger’s door we never call a stranger
stranger’s door we never call a stranger on a cold telephone we never go to
on a cold telephone we never go to
on a cold telephone we never go to Carnival and sit at a booth that hand
Carnival and sit at a booth that hand
Carnival and sit at a booth that hand out suckers and blues so the little kids
out suckers and blues so the little kids
out suckers and blues so the little kids that come along they get their mamas and
that come along they get their mamas and
that come along they get their mamas and daddies name you when you come to work
daddies name you when you come to work
daddies name you when you come to work at a Oh Williams you never have to set
at a Oh Williams you never have to set
at a Oh Williams you never have to set up an appointment somebody does that for
up an appointment somebody does that for
up an appointment somebody does that for you you never go in a stranger’s home
you you never go in a stranger’s home
you you never go in a stranger’s home alone see the AL Williams Way is no
alone see the AL Williams Way is no
alone see the AL Williams Way is no pressure
pressure
pressure everybody starts part time and by doing
everybody starts part time and by doing
everybody starts part time and by doing that ayo Williams was able to go into
that ayo Williams was able to go into
that ayo Williams was able to go into communities and hire the cream of the
communities and hire the cream of the
communities and hire the cream of the crop the best quality people doctors and
crop the best quality people doctors and
crop the best quality people doctors and lawyers and business men and women and
lawyers and business men and women and
lawyers and business men and women and housewives and the best people in our
housewives and the best people in our
housewives and the best people in our community and let me tell you the secret
community and let me tell you the secret
community and let me tell you the secret to our explosive growth CEO William
to our explosive growth CEO William
to our explosive growth CEO William screwed by multiplication not addition
screwed by multiplication not addition
screwed by multiplication not addition Prudential and all those other
Prudential and all those other
Prudential and all those other traditional companies they had an
traditional companies they had an
traditional companies they had an insurance office and they had a manager
insurance office and they had a manager
insurance office and they had a manager that did the recruiting and training and
that did the recruiting and training and
that did the recruiting and training and everybody else was salespeople and if
everybody else was salespeople and if
everybody else was salespeople and if that if that leader went out and
that if that leader went out and
that if that leader went out and recruited three people and he did that
recruited three people and he did that
recruited three people and he did that ten times that would give him a total
ten times that would give him a total
ten times that would give him a total organization of 30 people but al
organization of 30 people but al
organization of 30 people but al Williams grew by multiplication we gave
Williams grew by multiplication we gave
Williams grew by multiplication we gave people a chance to build their own
people a chance to build their own
people a chance to build their own company within a company so if you go
company within a company so if you go
company within a company so if you go out and recruit three people just three
out and recruit three people just three
out and recruit three people just three people and then you teach people the a
people and then you teach people the a
people and then you teach people the a Oh Ian’s way and give them a chance to
Oh Ian’s way and give them a chance to
Oh Ian’s way and give them a chance to go recruit three
go recruit three
go recruit three and if you recruit three people and then
and if you recruit three people and then
and if you recruit three people and then you do that times ten that’s fifty nine
you do that times ten that’s fifty nine
you do that times ten that’s fifty nine thousand people ain’t that something
thousand people ain’t that something
thousand people ain’t that something ain’t that dadgum something to create
ain’t that dadgum something to create
ain’t that dadgum something to create this explosive growth you got to have
this explosive growth you got to have
this explosive growth you got to have the bulging out when you get big you’ve
the bulging out when you get big you’ve
the bulging out when you get big you’ve got to have the ability and the bigger
got to have the ability and the bigger
got to have the ability and the bigger you get is got it’s more important
you get is got it’s more important
you get is got it’s more important you’ve got to have the ability to
you’ve got to have the ability to
you’ve got to have the ability to simplify the complicated see I can
simplify the complicated see I can
simplify the complicated see I can explain to a new recruit the whole a OEM
explain to a new recruit the whole a OEM
explain to a new recruit the whole a OEM system on one page nine simple cells I
system on one page nine simple cells I
system on one page nine simple cells I can take a new train new recruit and I
can take a new train new recruit and I
can take a new train new recruit and I can teach him the whole a Oh William
can teach him the whole a Oh William
can teach him the whole a Oh William system in 30 minutes now the company
system in 30 minutes now the company
system in 30 minutes now the company also has to have the ability to simplify
also has to have the ability to simplify
also has to have the ability to simplify the complicated see most companies lose
the complicated see most companies lose
the complicated see most companies lose because they they just they didn’t like
because they they just they didn’t like
because they they just they didn’t like the federal government they ain’t worth
the federal government they ain’t worth
the federal government they ain’t worth a damn and nothing you know they’re just
a damn and nothing you know they’re just
a damn and nothing you know they’re just a big old bureaucracy
”
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